Welcome to another edition of the Car Dealership Guy Podcast Recap newsletter—the key lessons from top operators, founders, and execs shaping the future of auto retail.
Today’s guest is Lauren Wilson Reeves, GM at Wilson Kia.
We get into her rise from plastic surgery tech to dealership GM, the untapped upside of putting more women on the sales floor, and how her open-door style keeps employees and execs on the same page.
Comprehensive departmental training builds effective dealership leaders.
Lauren earned her position by mastering every aspect of dealership operations, spending at least six months in each department before advancing.
"My dad did a really good job of having me go through every single department…parts, service, selling cars, BDC. I've held every single title in the dealership."
This foundation enabled her to understand the interconnected nature of dealership operations before taking on leadership responsibilities.
Successful turnarounds require stable leadership and unified team direction.
Underperforming stores often struggle due to inconsistent management rather than market conditions or structural issues.
"That store was losing money because of leadership. I don't know that we had sound leadership at that dealership or long-standing leadership before I took it over."
Within 15 months, she transformed a historically struggling location into a profitable operation by establishing consistent leadership practices.
Diverse sales teams create distinct customer relationship advantages.
Adding different perspectives to sales teams can improve customer engagement and lead conversion rates.
"I've seen that females are typically really good at organization. My female salesperson, she does a really good job of closing her leads. She can get customers here all day long."
Lauren's experience shows how team diversity can contribute to stronger customer relationships and improved sales performance across different customer segments.
Early Facebook marketing generated significant sales leads.
Early adoption of Facebook marketing created significant opportunities for direct customer engagement and inventory promotion.
"I sold a bunch of cars off of Facebook. Truly, I didn't touch a ton of leads and so I generated a lot of my own leads from Facebook, posting pictures of fresh trades that we got in."
This approach allowed for organic lead generation while building personal brand recognition within the local market.
Presented by:
1. Cox Automotive - Omnichannel isn’t a buzzword anymore—it’s the playbook winning dealers are running. In a world where the buyer journey is more fragmented than ever, the most successful dealers are connecting the dots—online, in-store, and everywhere in between. The result? Smoother deals, faster turnarounds, and serious lift at the bottom line. Nearly 80% of omnichannel dealers are seeing higher close rates, and you can too. Want in? The Omnichannel Dealership—a new guide from Cox Automotive—breaks it all down. Click the link in the show notes below to download it now free @ coxautoinc.com/retail/omnichannel-dealership
2. DLRdmv - Dealers, are you still stuck using outdated interstate titling methods? DLR50 from DLRdmv modernizes out‑of‑state titling by providing 24/7 sales tax, title, and registration fees, pre‑populated state-specific forms, through an online platform that directly integrates with your DMS. CDG listeners get 30 days of free full-service access to DLR50 on unlimited out-of-state deals. Head over to DLRdmv.com/CDG, use code POD30 to claim your free month today.
3. Nomad Content Studio - Most dealers still fumble social—posting dry inventory pics or handing it off without a plan. Meanwhile, the store down the street is racking up millions of views and selling / buying cars using video. That’s where Nomad Content Studio comes in. We train your own videographer, direct what to shoot, and handle strategy, to posting, to feedback. Want in with the team behind George Saliba, EV Auto, and top auto groups? Book a call at trynomad.co
Demographic expertise creates competitive advantages in vehicle sales.
Understanding family needs and practical vehicle applications resonates strongly with specific customer segments.
"If I asked you, you know, how many cars, can I do three across in a Telluride? Can you answer me that question?"
Knowledge of car seat configurations, family logistics, and practical vehicle applications builds trust with parents and family-oriented buyers.
Service department experience provides critical operational perspective for leadership roles.
Many general managers lack service background, missing crucial insights into customer lifecycle management and retention.
"I spent a lot of time in service and really, really enjoy service. I know a lot of GMs typically don't have the service background and they're more on the sales background."
This experience creates a deeper understanding of long-term customer relationships and the revenue potential beyond initial vehicle sales.
NCM training systems deliver measurable improvements in departmental performance.
Comprehensive training programs create standardized processes that improve both employee confidence and customer experience.
"My dad is big on training and so he sent all of us in the dealership to NCM school so I've been through their GMEP program as well as every single training that they offer."
Investment in formal training creates consistent service delivery and provides employees with clear advancement pathways.
Open-door management policies significantly impact dealership culture and performance.
Accessibility and approachability from leadership creates environments where employees feel supported and valued.
"I have an open door policy. I had to lock my door for this so that they don't come in here. I'm dead serious."
This management approach reduces barriers to problem-solving and creates teams more willing to seek guidance rather than struggle independently.
Performance metrics remain the primary advancement criteria regardless of demographic factors.
Success in dealership environments depends fundamentally on meeting measurable business objectives rather than other considerations.
"The advice I would give to anyone wanting to advance in the industry as a female is, I mean, it's no different than being a male, right? We're all measured by our performance."
Consistent achievement of sales targets, customer satisfaction scores, and operational metrics creates advancement opportunities across all demographics.
Multi-generational involvement strengthens dealership culture and work ethic development.
Early exposure to dealership operations through family involvement creates a stronger understanding of industry fundamentals.
"My oldest, he'll be 14 in November, and next year I'd like for him to start, you know, washing cars, learning how to change oil, things like that."
This approach builds appreciation for all aspects of dealership operations while instilling a strong work ethic from an early age.
