How the Parts Department Impacts Buy-Sell Deals with Mark Payne of Total Dealer Solutions

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Driving Performance

Performance Brokerage Services

20 episodes

1 day ago

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.

All content for Driving Performance is the property of Performance Brokerage Services and is served directly from their servers with no modification, redirects, or rehosting. The podcast is not affiliated with or endorsed by Podjoint in any way.

Automotive

Business,

Leisure

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How the Parts Department Impacts Buy-Sell Deals with Mark Payne of Total Dealer Solutions

Driving Performance

44 minutes 42 seconds

1 month ago

How the Parts Department Impacts Buy-Sell Deals with Mark Payne of Total Dealer Solutions

We’re joined by Mark J. Payne, President of 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/

Performance Brokerage Services | Website

https://performancebrokerageservices.com/

Performance Brokerage Services | LinkedIn

https://www.linkedin.com/company/performance-brokerage-services

Mark Payne | LinkedIn

https://www.linkedin.com/in/markjpaynetds/

Total Dealer Solutions | LinkedIn

https://www.linkedin.com/company/total-dealer-solutions/

Total Dealer Solutions | Website

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.

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