Why This 50-Year Dealer Group Grows by Shutting Down Stores

Healey Brothers has spent the last few years buying stores and even closing a few, and Jay Healey says that's exactly how a 50-year family group keeps growing the right way. He walks through how their first AI rollout actually made the customer experience worse, with staff restarting conversations shoppers had already finished, and how treating the AI like a full member of the team instead of a lead source led to 10 appointments booked over Labor Day weekend while the store was closed. Jay Healey is the Chief Marketing Officer at Healey Brothers Automotive Group, the largest dealer group in New York's Hudson Valley, with 10 stores, more than 750 employees, and a newly added Cadillac franchise. A third-generation leader of the business his grandfather started nearly 50 years ago, he works alongside his father and uncle, while his 94-year-old grandfather still reads the store numbers every single morning. He speaks candidly about earning trust with manufacturers, why AI made his people more valuable instead of replacing them, and how the group promotes from within in an industry known for turnover. He explains: ◼ What it takes to convince a manufacturer that fewer stores is better for everyone ◼ Why the employees who feared AI would take their jobs ended up getting pay raises ◼ How a $20 offer brought back service customers who hadn't been in for as long as two years, without hiring anyone ◼ How a woman who started on the phones with no college degree became general sales manager at the group's biggest store ◼ How the group raised a record $110,000 for Make-A-Wish, enough to grant 11 wishes Topics: 01:25 Grandfather Still Checks Numbers At 94. 02:30 Small Markets Force Repeat Business. 03:10 Buy The Right Store, Not The Next One. 03:40 Buying Points Just To Shut Them Down. 06:40 AI Is Not Just A Lead Source. 11:20 A Tool Set Appointments While Closed. 13:00 Customers Shop At 10 PM After Kids Sleep. 16:15 25% Of Service Calls Get Put On Hold. 17:30 12-Month Lapsed Customers Came Back Fast. 19:00 BDC Got Pay Raises, Not Layoffs. 22:20 AI On Untrained People Is A Train Wreck. 32:35 Transparency Rules For Social Media Ads. This episode is brought to you by: 1.LotAgent - Stop stacking software. Agents are the way out. One problem, One Agent, only $99. Try it free now @ https://lotagent.com/ 2.CDG Circles - Your peer network without the travel. Connect with verified dealers, join topic and OEM-specific groups, and get real-world strategies, vendor intel, and answers from operators across thousands of dealership rooftops—all inside the CDG Platform. Learn more @ https://cdgcircles.com/ 3. @GetImpel - Meet the AI Operating System built for a new era of automotive retailing. From CRM to service bay, from website to DMS, it unifies and orchestrates every part of your dealership operations—and your customer lifecycle. Visit @ https://impel.ai/ and discover how Impel AI turns routine interactions into VIP experiences. Check out Car Dealership Guy’s stuff: For dealers: CDG Circles ➤ https://cdgcircles.com/ Industry job board ➤ http://jobs.dealershipguy.com Dealership recruiting ➤ http://www.cdgrecruiting.com Fix your dealership’s social media ➤ http://www.trynomad.co Request to be a podcast guest ➤ http://cdgguest.com For industry vendors: Advertise with Car Dealership Guy ➤ http://cdgpartner.com Industry job board ➤ http://jobs.dealershipguy.com Request to be a podcast guest ➤ http://cdgguest.com Car Dealership Guy Socials: X ➤ https://www.x.com/GuyDealership Instagram ➤ https://www.instagram.com/cardealershipguy/ TikTok ➤ https://www.tiktok.com/@guydealership LinkedIn ➤ https://www.linkedin.com/company/cardealershipguy Threads ➤ https://www.threads.net/@cardealershipguy Facebook ➤ https://www.facebook.com/profile.php?id=100077402857683 Everything else ➤ https://www.dealershipguy.com

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