Driving Performance

INFINITI’s Comeback: New Products, Clear Vision, Real Opportunity with Tiago Castro of INFINITI Americas

This special Shifting Gears episode marks the season finale of “Driving Performance.” Tiago Castro [https://www.linkedin.com/in/tiago-castro-983a104], Vice President of INFINITI Americas [https://www.linkedin.com/company/infinitimotor/], joins Jamie Farley and Paul Kechnie to discuss the brand's bold new direction, its renewed dealer momentum, and what's ahead for luxury retail. Tiago shares the behind-the-scenes story of his decision to lead INFINITI's transformation, revealing how he secured global commitment before accepting his role. Key Takeaways: 00:00 Introduction. 02:14 Executive decisions require clear corporate commitment assurance. 05:11 Premium brands are essential for parent company strength. 09:29 Product launches can successfully ignite brand renaissance momentum. 11:57 Strategic model previews generate anticipation for launches. 17:27 Dealer programs should pass three critical effectiveness tests. 19:30 C-suite attendance demonstrates unprecedented organizational commitment levels. 22:42 High-performance manual transmissions still drive enthusiast appeal. 24:09 A hospitality mindset transforms traditional automotive customer experience. 28:09 Dealer confidence translates directly into franchise expansion interest. 32:24 Long-term investment commitments reassure retail network partners. Additional Resources: Driving Performance | Website https://performancebrokerageservices.com/driving-performance-podcast/ [https://performancebrokerageservices.com/driving-performance-podcast/] Performance Brokerage Services | Website https://performancebrokerageservices.com/ [https://performancebrokerageservices.com/] Performance Brokerage Services | LinkedIn https://www.linkedin.com/company/performance-brokerage-services [https://www.linkedin.com/company/performance-brokerage-services] Tiago Castro | LinkedIn https://www.linkedin.com/in/tiago-castro-983a104 [https://www.linkedin.com/in/tiago-castro-983a104] INFINITI Americas | LinkedIn  https://www.linkedin.com/company/infinitimotor/ [https://www.linkedin.com/company/infinitimotor/] INFINITI Motor Company| Website https://www.infiniti.com/ Thanks for listening to “Driving Performance.” If you enjoyed this episode, please leave a 5-star review, and be sure to subscribe so you never miss any insightful conversations. #AutomotiveDealershipBrokers #CarDealership #AutomotiveIndustry

How the Parts Department Impacts Buy-Sell Deals with Mark Payne of Total Dealer Solutions

We’re joined by Mark J. Payne [https://www.linkedin.com/in/markjpaynetds/], President of Total Dealer Solutions [https://www.linkedin.com/company/total-dealer-solutions/]. Mark is one of the foremost experts in dealership parts operations, with decades of experience helping dealers prepare for transactions, protect their value, and maximize performance. This is a must-listen for anyone planning to buy or sell a dealership. Mark’s journey from growing up in dealerships to leading Total Dealer Solutions highlights why parts management is critical to dealership success. He shares practical strategies dealers can implement immediately to ensure smoother transactions, stronger valuations, and long-term profitability. Key Takeaways: 00:00 Introduction. 02:28 Early lessons from working in his father’s dealership. 06:41 Parts and service form the backbone of the business. 13:44 How dealership sales can be derailed by inventory problems. 19:54 Cycle counting is essential to keep inventory on track. 23:42 Daily downloads keep dealerships running during DMS outages. 28:36 Why “12 months no sale” isn’t always accurate. 32:18 Day supply clauses protect buyers from excess inventory. 37:36 Smarter ways to identify value in obsolete parts. 42:09 Training parts managers requires ongoing, store-specific support. Additional Resources: Driving Performance | Website https://performancebrokerageservices.com/driving-performance-podcast/ [https://performancebrokerageservices.com/driving-performance-podcast/] Performance Brokerage Services | Website https://performancebrokerageservices.com/ [https://performancebrokerageservices.com/] Performance Brokerage Services | LinkedIn https://www.linkedin.com/company/performance-brokerage-services [https://www.linkedin.com/company/performance-brokerage-services] Mark Payne | LinkedIn https://www.linkedin.com/in/markjpaynetds/ [https://www.linkedin.com/in/markjpaynetds/] Total Dealer Solutions | LinkedIn https://www.linkedin.com/company/total-dealer-solutions/ [https://www.linkedin.com/company/total-dealer-solutions/] Total Dealer Solutions | Website http://totaldealersolutionsinc.com/ [http://totaldealersolutionsinc.com/] Thanks for listening to “Driving Performance.” If you enjoyed this episode, please leave a 5-star review, and be sure to subscribe so you never miss any insightful conversations. #AutomotiveDealershipBrokers #CarDealership #AutomotiveIndustry

A Personal Story About Selling Her Store From One of Canada’s Top Hyundai Dealers: Sue Finneron

We’re joined by Sue Finneron, [https://www.linkedin.com/in/sue-finneron-16704b23/?originalSubdomain=ca] Faculty of the Canadian Dealer Academy [https://www.linkedin.com/company/automotive-business-school-of-canada/] and former owner of one of Canada’s most successful Hyundai dealerships. Widely known in the industry as “Super Sue,” she built a powerhouse dealership in British Columbia with a brand and culture that made her a force in automotive retail.  Sue shares candid insights on what it’s like to sell a dealership, protect your team, and step into life after ownership. She opens up about leadership lessons, financial realities, and how to approach one of the biggest transitions of a dealer’s career. For anyone considering a sale, Sue’s journey is filled with wisdom and real-world takeaways that will resonate deeply. Key Takeaways: 00:00 Introduction. 02:33 Early beginnings in the dealership business and developing a vision for leadership. 04:58 “Super Sue” branding turned the dealership into a household community name. 07:43 The pivotal moment it became clear it was time to sell. 09:20 Facing the fear of life after running a dealership. 10:23 How handling environmental issues early smoothed the sales process. 12:51 The emotional impact of closing day and walking away for the last time. 13:43 Post-sale realities: years of legal, accounting, and company wind-downs. 20:01 Lessons on working on the business instead of just in it. 23:48 Financial and emotional preparation for life without a steady dealership paycheck. 27:13 The four big things you need when you’re ready to sell. Additional Resources: Driving Performance | Website https://performancebrokerageservices.com/driving-performance-podcast/ [https://performancebrokerageservices.com/driving-performance-podcast/] Performance Brokerage Services | Website https://performancebrokerageservices.com/ [https://performancebrokerageservices.com/] Performance Brokerage Services | LinkedIn https://www.linkedin.com/company/performance-brokerage-services [https://www.linkedin.com/company/performance-brokerage-services] Sue Finneron | LinkedIn https://www.linkedin.com/in/sue-finneron-16704b23/?originalSubdomain=ca [https://www.linkedin.com/in/sue-finneron-16704b23/?originalSubdomain=ca] Automotive Business School of Canada | LinkedIn https://www.linkedin.com/school/automotive-business-school-of-canada/ [https://www.linkedin.com/school/automotive-business-school-of-canada/] Automotive Business School of Canada | Website https://www.georgiancollege.ca/academics/academic-areas/automotive-business/automotive-business-school-of-canada/ [https://www.georgiancollege.ca/academics/academic-areas/automotive-business/automotive-business-school-of-canada/] Thanks for listening to “Driving Performance.” If you enjoyed this episode, please leave a 5-star review, and be sure to subscribe so you never miss any insightful conversations. #AutomotiveDealershipBrokers #CarDealership #AutomotiveIndustry

Why AICPA Matters: Supporting Dealers and CPAs, Plus a Look at the October Conference with Jimmy Robinson

We’re joined by Jimmy Robinson [https://www.linkedin.com/in/jimmy-robinson-304512103/], Chairman of the AICPA Committee, and Partner at Performance Brokerage Services [https://www.linkedin.com/company/performance-brokerage-services/] in the Southeast Office. In this episode we sit down with Jimmy to explore his unique perspective as both an industry CFO and leader of one of the most influential organizations shaping dealership accounting, financial practices, and professional development. Listeners will hear why AICPA matters not only to CPAs but also to dealers, how the organization helps the industry stay ahead of changes in tax law, accounting standards, and valuations, and why its annual dealership conference has become a must-attend event for financial leaders and dealers alike. Jimmy also reflects on the value of peer networks, the changing landscape of goodwill in valuations, and how dealers can better collaborate with their CPAs to strengthen their businesses. AICPA Dealership Conference is scheduled for October 20-October 21, 2025 at the JW Marriott in Indianapolis, IN. Link to register: https://www.aicpa-cima.com/cpe-learning/conference/aicpa-dealership-conference [https://www.aicpa-cima.com/cpe-learning/conference/aicpa-dealership-conference] Key Takeaways: 00:00 Introduction. 02:55 The AICPA dealership conference was established in 1994 for automotive financial professionals. 06:30 How the first industry CFO chairman entered the automotive industry. 09:21 Peer groups are essential when dealership CFOs have nobody else. 12:45 Private equity retail automotive panel addresses new industry trends. 15:15 Post-COVID goodwill valuation focuses on return on investment. 18:12 Buy/sell market session emphasizes average dealer actionable tools. 21:00 Easy involvement through CFO panels sharing day-to-day experiences. Additional Resources: Driving Performance | Website https://performancebrokerageservices.com/driving-performance-podcast/ [https://performancebrokerageservices.com/driving-performance-podcast/] Performance Brokerage Services | Website https://performancebrokerageservices.com/ [https://performancebrokerageservices.com/] Performance Brokerage Services | LinkedIn https://www.linkedin.com/company/performance-brokerage-services [https://www.linkedin.com/company/performance-brokerage-services] Jimmy Robinson | LinkedIn https://www.linkedin.com/in/jimmy-robinson-304512103/ [https://www.linkedin.com/in/jimmy-robinson-304512103/]  Thanks for listening to “Driving Performance.” If you enjoyed this episode, please leave a 5-star review, and be sure to subscribe so you never miss any insightful conversations. #AutomotiveDealershipBrokers #CarDealership #AutomotiveIndustry

The Third Path in Dealership M&A with Tim Batchelor of Open Road Capital

When it comes to dealership growth, succession, and legacy preservation, few voices bring the depth of insight and experience found here. Tim Batchelor [https://www.linkedin.com/in/tim-batchelor-9610853/], Co-Founder and Managing Director of Open Road Capital [https://www.linkedin.com/company/open-road-capital/], reveals innovative strategies that give dealers more options than ever before. From unlocking capital without losing control to turning real estate challenges into multimillion-dollar opportunities, this episode delivers strategies, stories, and solutions that every dealer should hear. Key Takeaways: 00:00 Introduction. 02:41 Partnerships can be customized to meet unique dealer and family needs. 06:17 Early resistance from manufacturers and private equity shaped a better model. 09:52 Partial liquidity with rollover equity can increase returns and diversification. 13:19 Strategic partnerships can expand operations without additional personal investment.  17:04 Honesty, ethics, and operational excellence are essential in strong partnerships. 21:35 Many dealers remain unaware of flexible capital partnership opportunities. 23:23 Succession planning should go beyond the binary choice to sell or keep. 28:23 Creative real estate strategies can turn costly projects into major value gains. 31:35 Outdated three-year average formulas can cause dealers to overpay for acquisitions. 37:44 Backing top operators can strengthen dealership networks and manufacturer relationships. Additional Resources: Driving Performance | Website https://performancebrokerageservices.com/driving-performance-podcast/ [https://performancebrokerageservices.com/driving-performance-podcast/] Performance Brokerage Services | Website https://performancebrokerageservices.com/ [https://performancebrokerageservices.com/] Performance Brokerage Services | LinkedIn https://www.linkedin.com/company/performance-brokerage-services [https://www.linkedin.com/company/performance-brokerage-services] Tim Batchelor | LinkedIn https://www.linkedin.com/in/tim-batchelor-9610853/ [https://www.linkedin.com/in/tim-batchelor-9610853/] Open Road Capital | LinkedIn  https://www.linkedin.com/company/open-road-capital/ [https://www.linkedin.com/company/open-road-capital/] Open Road Capital | Website https://openroadcapital.com/ [https://openroadcapital.com/] Thanks for listening to “Driving Performance.” If you enjoyed this episode, please leave a 5-star review, and be sure to subscribe so you never miss any insightful conversations. #AutomotiveDealershipBrokers #CarDealership #AutomotiveIndustry