You’re listening to Driving Performance, your go-to podcast for unmatched expertise in the world of buying and selling an automotive dealership.
Join our hosts Jamie Farley and Paul Kechnie as they sit down with industry experts and thought leaders who provide invaluable information from their personal experiences.
Our 3 unique series include:
- Shifting Gears: Preparing for a life transition
- Behind the Deal: A behind the scenes look at closed transactions
- The Dealer’s Journey: Inspirational and motivating stories from your dealer peers
If you’re looking to gain real-time and relevant insight from the trenches of the buy-sell market, this is the show for you.
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
6 Oct 2025
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
22 Sept 2025
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
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Apple Podcasts (US)
5.0 / 5
23 ratings
Spotify
5.0 / 5
35 ratings
Podcast Authority Score: 34 / 100
A composite of feed quality, social presence, YouTube performance and engagement. Read the methodology.
Quality
48
Social presence
0
YouTube
0
Engagement
51
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