Car Dealership Guy Podcast Pharr on Recruiting, Ferri on Inbound Challenges, Westrum on Team Dev | Daily Dealer Live
Jan 5, 2026
Scott Pharr, COO at P4 Automotive, shares insights on preserving culture during rapid growth and highlights the challenges of hiring quality sales managers. Stephane Ferri, CEO of Car Wars, explores how dealerships neglect phone calls and advocates for conversational AI to enhance customer engagement and boost sales. Micah Westrum, GM at Ramsey Mazda, discusses implementing AI for service efficiency and the importance of one-on-one training to improve fixed operations. Together, they tackle pressing industry challenges with innovative solutions.
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Preserve Culture With Visible Leadership
- Prioritize visibility and relationship-building to preserve culture during rapid expansion.
- Be intentional: leaders must live in the showrooms and be present with teams daily.
Sales Managers Drive The Whole Operation
- Sales managers deliver outsized operational value beyond closing deals.
- They coach, appraise, manage inventory and grease the whole revenue wheel when empowered.
Managers Should Check Five Daily KPIs
- Track daily CSI, appointment stats, production, and deal flow as core manager rituals.
- Use simple tools and daily checks to attack survey issues and avoid deals stalling in finance.
