Join Anthony Birdsong and Josh Letsis as they pull back the curtain on the automotive industry with real conversations, sharp insights, and stories from the people shaping dealerships today. From marketing and media strategy to leadership, technology, sales, and culture, each episode dives into what is actually working in retail automotive. Whether you are in the showroom, behind the scenes, or building the future of the business, this podcast is about learning, growing, and stacking wins one conversation at a time.
Dealers Fight Back: Auction Battles, Hidden Fees & AI
Auction battles. Shrinking margins. Dealers looking for an edge.
In Episode 19 of Stacking the Dealer, Anthony Birdsong and Josh Letsis discuss the pressures facing independent dealers, from arbitration disputes and delayed titles to hidden fees and rising vendor costs.
They debate whether dealers can gain strength by working together, then share how they’re using AI to track seller performance, estimate auction fees, manage Facebook Marketplace inventory, and respond to customers.
Anthony also walks through his buying process: reviewing vehicle history, condition reports, photos, recon estimates, and maximum bids before putting money on a car.
CHAPTERS
00:00 Dealer life and AI growing pains
01:30 Transparent pricing and hidden fees
04:40 Why dealers need a collective voice
10:17 Manheim arbitration battles
13:55 Title problems and tracking seller performance
17:33 Muse, Facebook Marketplace, and customer responses
23:52 Anthony’s vehicle-buying process
25:43 Predicting auction fees with data
30:34 Cars Anthony won’t buy
38:02 Buying with data instead of emotion
39:33 Wrap-up
What’s putting the most pressure on your dealership right now? Tell us in the comments.
Subscribe to Stacking the Dealer for real conversations about automotive retail, business ownership, and finding your competitive edge.
27 Oct 2026
The Hidden Fee Game Is Over
A brutal sales month. Rising costs. And a car business where the lowest advertised price rarely tells the whole story.
Anthony and Josh get candid about hidden dealer fees, transparent pricing, and why customer experience can matter more than being the cheapest. They also discuss using AI to cut dealership expenses, the challenges of subprime lending, and the costly lesson behind getting every page of a Carfax signed.
Real numbers, hard lessons, and an unfiltered conversation about protecting your margins while earning your customers’ trust.
20 Oct 2026
The Dealer of Tomorrow
Your dealership doesn’t have a data problem. It has a problem turning that data into better decisions.
In Ep 17 of Stacking the Dealer, Anthony Birdsong sits down with automotive entrepreneur, investor, and former dealer Chris Slaydon for a candid conversation about AI, dealership profitability, and the outdated processes holding dealers back.
From rethinking the BDC to challenging the 60-day inventory turn, we discuss what needs to change and how dealers can use the information already inside their businesses to build a competitive advantage.
In this episode:
• Why adding AI to old software is different from building around it
• Why customers want answers, not just an appointment
• Identifying your most profitable customers and giving them a reason to return
• Protecting gross instead of chasing volume at a loss
• Rethinking aging inventory, pricing, and the 60-day rule
• Using AI to connect customer conversations, inventory demand, and marketing
• How audio and visual data could change dealership operations
• The importance of service, training, and skilled trades
This is a conversation about questioning the way things have always been done, understanding your customers, and putting technology to work where it actually matters.
What’s one dealership process you think needs to change? Drop it in the comments.
Subscribe to Stacking the Dealer for real conversations about automotive retail, AI, and building a more profitable dealership.
13 Oct 2026
The Full-Funnel Formula
In this episode of Stacking the Dealer, Anthony sits down with marketing strategist Whit Norad to break down what dealership marketing looks like in 2026. From personal branding and organic content to Google, Facebook, targeting, and attribution, they explore how dealers can build a smarter full-funnel strategy—and why a clear reason to buy from your store still does most of the heavy lifting.
6 Oct 2026
The Metrics That Matter
In this episode of Stacking the Dealer, Anthony and Josh sit down with digital strategist Matt to cut through the noise around dealership marketing and AI. From vanity metrics and wasted ad spend to inventory exposure, actionable data, and AI-powered decision support, they break down how dealers can stop chasing activity and start using their data to make smarter decisions.
29 Sept 2026
The Cost of the Climb
In this episode of Stacking the Dealer, Anthony and Josh get personal about the realities of entrepreneurship and what it takes to build something from the ground up. From the sacrifices made by their wives and families to employee challenges, discipline, reputation, and defining success beyond money, they unpack the people and mindset behind the business.
22 Sept 2026
The Affordability Squeeze
In this episode of Stacking the Dealer, Anthony and Josh break down why affordable used cars are getting harder to find and what that shift means for dealers and buyers. From rising prices and shrinking inventory to online auctions, recon costs, as-is sales, and extended warranties, they dig into the realities of selling used cars in a market where both the cost and the risk keep climbing.
15 Sept 2026
The Process Playbook
In this episode of Stacking the Dealer, Anthony and Josh sit down with entrepreneur Chris Slaydon to talk about the systems and processes behind building, scaling, and selling successful automotive businesses. From rethinking the traditional dealership model and creating Recon Velocity to customer experience, operational efficiency, and long-term growth, Chris shares the lessons he’s learned from turning better processes into real results.
8 Sept 2026
The Work Behind the Win
In this episode of Stacking the Dealer, Anthony and Josh get real about what it takes to own and operate a dealership today. From sourcing inventory and shrinking margins to recon, cash flow, employees, and processes that constantly need attention, they break down the challenges behind the business and why, despite all of it, the car business can still create incredible opportunities for those willing to put in the work.
1 Sept 2026
The Automation Upgrade
In this episode of Stacking the Dealer, Anthony and Josh break down how they’re using automation to eliminate repetitive work, catch missed opportunities, and run their dealerships more efficiently. From lead follow-up and recon to inventory, accounting, and reporting, they show how smarter systems can create a real competitive advantage.
25 Aug 2026
The Collision Opportunity
In this episode of Stacking the Dealer, Anthony and Josh sit down with Samuel from ETX to explore how AI-powered damage assessment is helping dealerships and body shops turn vehicle photos into detailed collision estimates in minutes. From uncovering overlooked repair opportunities in the service drive to reducing dependence on insurance-controlled workflows, they break down how a stronger collision lifecycle strategy can improve the customer experience, generate new revenue, and keep more business connected to the dealership.
18 Aug 2026
The Dealer Grind
In this episode of Stacking the Dealer, Anthony and Josh pull back the curtain on what dealership ownership really looks like—from long hours, staffing challenges, inventory pressure, and recon to shrinking margins, auction frustrations, and expensive mistakes. They also break down how speed, efficiency, AI, and rapidly changing technology are reshaping the business, and why the dealers willing to adapt, learn, and stay disciplined are the ones best positioned to keep growing.
11 Aug 2026
The Service Advantage
In this episode of Stacking the Dealer, Anthony and Josh get into the realities of buying cars at auction, arbitration headaches, inaccurate condition reports, and why dealers need a strong acquisition and recon process to protect themselves. Then, they shift to the service side of the business, discussing rising labor rates, customer-pay opportunities, service retention, preventing comebacks, and building customer loyalty through trust. From taking on franchise service departments to empowering employees to take care of customers, this conversation is packed with practical lessons for dealers looking to improve both operations and the customer experience.
6 Aug 2026
The AI-Powered Dealer
In this episode of Stacking the Dealer, Anthony and Josh explore how dealers can use AI to automate repetitive work, reduce costly mistakes, and build custom tools without traditional programming experience. From auditing deal jackets and reconciling invoices to creating sales dashboards, streamlining accounting, and connecting dealership systems, they break down practical ways AI is already changing dealership operations and why dealers who start experimenting now will have a major advantage.
23 Jun 2026
The Proactive Dealer
In this episode of Stacking the Dealer, Anthony and Josh dive into the realities of dealership leadership, CRM transitions, going paperless, and what separates great managers from average ones. From AI and customer communication to discipline, accountability, and building a winning team, this conversation delivers practical insights for dealers looking to gain an edge in today's competitive market.
17 Jun 2026
The Decided Advantage
What separates top-performing dealerships from the rest? Discipline. In this episode, we discuss how consistent execution, accountability, and focus create a decided advantage. Learn why the dealerships that commit to doing the fundamentals well every day are the ones that achieve lasting success and stay ahead of the competition.
1 Jun 2026
The Psychology of a Deal
In this episode of Stacking the Dealer, we're diving into the psychology behind automotive sales and leadership. We talk about what really drives customer decisions, how great leaders influence behavior, and why understanding people is one of the most powerful tools in the dealership business. From building trust to motivating teams, this conversation is packed with insights that can help you sell better, lead stronger, and create better experiences for everyone involved.
26 May 2026
Welcome to the Conversation
In the first episode of Stackin’ the Dealer, Anthony and Josh introduce themselves, share their journeys in the auto industry, and talk about the challenges of running dealerships in today’s market. They also discuss leadership, technology, AI, and the mindset it takes to stay competitive in a constantly evolving business.
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