In today’s episode, Kaylee Felio is joined by auto industry leaders Joel Gray and Sheila Pogue for a deep dive into what it takes to build, scale, and energize one of the nation’s most successful wholesale parts operations. Joel shares the story behind managing $9.3M in Ford parts inventory across three locations and a dynamic team of nearly 100 employees. Discover how integrity, creative marketing, and empowering your people can transform a parts department from the inside out.
From battling manufacturer pushback and rethinking inventory management to leveraging digital marketing and creating a culture that employees love, Joel unpacks the leadership lessons and operational strategies that set his dealership apart. Sheila jumps in on what it takes to build meaningful digital presence for wholesale and spotlights how human connection – inside and outside your operation – drives business forward.
If you want to reimagine your department, empower your team, and tap into new growth, this episode is packed with actionable insights, laughter, and some four-legged support along the way.
--------------------------------------------
This show is powered by PartsEdge: Your go-to solution for transforming dealership parts inventory into a powerhouse of profitability. Our strategies are proven to amp up parts sales by a whopping 20%, all while cutting down on idle inventory. If you're looking to optimize your parts management, visit 🔗 www.partsedge.com
--------------------------------------------
Takeaways
Lead With Integrity
Empower and Equip Your People
Invest in Marketing and Relationships
Chapters
00:00 "Honest Operations Foster Respect"
03:13 33-Year Automotive Career Journey
06:36 Insurance-Driven Auto Collision Changes
10:08 Positive Reinforcement Boosts Performance
13:23 Team Leadership and Connection Strategies
18:01 Open-Door Training Approach
21:26 "Enjoying Workplace Connections"
24:33 Custom Software Enhances Store Operations
29:11 Dedicated On-Road Sales Team
30:35 Personal Touch Boosts Customer Relations
34:16 Employee Retention Strategies
37:25 "Importance of Preparedness and Inquiry"
40:18 Incremental Business Expansion
44:56 Learning Ford's Ordering System Quirks
46:13 Embracing Change and Learning
Kaylee Felio
LinkedIn: https://www.linkedin.com/in/gotopartsgirl
Website: https://www.partsedge.com
