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Three Key Insights with Sanjiv Yajnik: Daily Summaries Delivered
by Capital One
The auto industry is being reimagined in real time. To win in today's landscape, dealers need actionable insights and high-performance tools to take the lead. Hosted by the President of Capital One Auto, Sanjiv Yajnik, this series convenes elite dealers and industry innovators to decode the shifts shaping the future. Known for his "customer-first" philosophy, Sanjiv's perspective is rooted in the belief that when dealers succeed, the entire industry thrives. His conversations prioritize transparency, pulling back the curtain on the backend infrastructure that powers modern customer confidence. Now's the time to take the lead. The views and opinions expressed by guests on this podcast are solely their own and do not necessarily reflect the official policy or position of Capital One Auto, Capital One, N.A., or its affiliates. This content is provided for informational and educational purposes only and is not intended to serve as financial, legal, or tax advice. Viewers should consult their own independent professionals regarding their specific individual or business needs.
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- 2 weeks ago34 min
How non-commissioned sales thrives in the hub and spoke model | Easterns Auto Group
In this episode of Three Key Insights Sanjiv Yajnik sits down with the father-son leadership team, Robert and Joel Bassam of Easterns Automotive Group, to unpack their revolutionary hub and spoke operational model. Together, they explore how moving away from traditional commission-based salespeople, leveraging customer advisors, and centralizing operations within a massive 160,000-square-foot facility transformed car buying into a seamless experience. By treating transaction speed as a simple...
- Oct 9, 202617 min
From cashier to dealership CEO: Growing your auto career | Armina Mgerian
Sanjiv reconnects with Armina Mgerian, CEO and Partner at the Nouri/Shaver Automotive Group, to share her inspiring leadership journey and learn about automotive retail strategies for today’s demands. Armina shares her path from arriving in the United States with an applied mathematics degree to leading successful dealership operations. She outlines how starting as a cashier at Atlas Dodge led to process improvements, scaling Fiat sales from 10 to 300 units per month, and recruiting customer-...
- Sep 25, 202622 min
Building trust with your customers and why Gen Z prefers the physical dealership with Drew Tutton
In a high-velocity, low-margin automotive market where competition is fiercer than ever, traditional dealerships must adapt to protect margins and retain buyers. In this episode of Three Key Insights, Sanjiv Yajnik speaks with dealership owner Drew Tutton about navigating online retail disruption including the ways OEMs can influence the car market, evolving consumer preferences, and building community-rooted auto groups. Despite the rise of digital platforms, brick-and-mortar rooftops remain...
- Sep 14, 202622 min
How Dealers Can Compete with Carvana And Other Digital Retailers | Yossi Levi
Sanjiv connects with Yossi Levi, founder of Car Dealership Guy, to unpack how digital platforms like Carvana are reshaping the new car franchise landscape and pushing traditional auto dealers to evolve. In this episode of Three Key Insights, Sanjiv and Yossi Levi examine how digital platforms leverage massive marketing budgets and leaner cost structures to challenge traditional OEM dealer networks. The discussion breaks down why auto dealers can't afford to sit in the middle of the market, hi...
- Aug 28, 202621 min
Navigating the AI world of dealer, vendor and tech | Marguerite Watanabe
To stay ahead in the game, dealerships should have the AI and tech talk with vendors and DMS providers. In this episode of Three Key Insights, host Sanjiv Yajnik, President of Capital One Auto, sits down with Marguerite Watanabe, President of Connections Insights, to unpack the evolving landscape of automotive financing. As generative AI reshapes risk modeling attributes, data governance, and inventory remarketing, forward-thinking lenders and auto dealers must collaborate to build seamless c...
- Aug 14, 202628 min
From Washing Cars to a $2 Billion Empire: Troy Duhon's Playbook
Scaling your dealership to $2 billion could mean giving some of it away. In this episode of Three Key Insights, Sanjiv Yajnik talks with Premier Automotive founder Troy Duhon to explore how turning general managers into partial owners can scale a single store into a multi-billion dollar dealership network. Sanjiv and Tony also discuss the strategy behind subprime Premier Plan, the birth of the Capital One Diamond Program during the 2008 Recession, and how dealerships should leverage AI and sh...
- Jul 24, 202623 min
Brian Moody | Unlocking Reconditioning Gross, Hybrid Velocity, and Showroom Floor Conversion
Prominent automotive analyst Brian Moody joins Sanjiv Yajnik to break down how dealers can capture hidden revenue, maximize hybrid demand and turn repair centers into profit engines. Brian and Sanjiv unpack three shifts every dealer needs to make: Unlock reconditioning gross: As front-end margins compress, expanding repair departments into full detailing and reconditioning facilities secures substantial post-sale revenue. Balance hybrid velocity: Buyers are still showing demand for hybrids hitting 50-60 mpg over pure battery power. Dealers should align inventory with immediate infrastructure readiness, not long-term grid projections. Create a relationship engine: Integrated technology should enhance the personal interaction with a consumer, not detract from it. Empower floor staff with solutions that enable easy experiences, building consumer trust. Moody also explores used-EV pricing, self-driving service challenges and why buyers still "wear" their cars rather than just drive them. ABOUT THREE KEY INSIGHTS The auto industry is being reimagined in real time. To win in today’s landscape, dealers need actionable insights and high-performance tools to take the lead. Hosted by the President of Capital One Auto, Sanjiv Yajnik, this series convenes elite dealers and industry innovators to decode the shifts shaping the future. Known for his "Customer-first" philosophy, Sanjiv’s perspective is rooted in the belief that when dealers succeed, the entire industry thrives. His conversations prioritize transparency, pulling back the curtain on the backend infrastructure that powers modern customer confidence. Now’s the time to take the lead. The views and opinions expressed by guests on this podcast are solely their own and do not necessarily reflect the official policy or position of Capital One Auto, Capital One, N.A., or its affiliates. This content is provided for informational and educational purposes only and is not intended to serve as financial, legal, or tax advice. Viewers should consult their own independent professionals regarding their specific individual or business needs. CONNECT WITH SANJIV YAJNIK LinkedIn: https://www.linkedin.com/in/sanjivyajnik/ X: https://x.com/sanjiv_yajnik
- Jul 10, 202631 min
Natasha Del Barrio | Scaling Up: The Corporate Blueprint for Multi-Rooftop Success
Scaling multi-rooftop dealerships requires a unified playbook to avoid operational chaos. Natasha Del Barrio, CEO of the 25-rooftop Bert Ogden Auto Group, joins Sanjiv Yajnik, President of Capital One Auto, to share a blueprint for building a corporate powerhouse. This episode provides essential strategies for principals and managers to navigate margin compression, rising expenses, and group infrastructure including: "Bottom-Up" Corporate Staffing: Empower frontline problem-solvers with group-wide projects to build a central leadership team from within. Bottom-Up Operational Alignment: Prioritize unifying frontline processes and pay plans over back-office accounting to ensure group-wide standardization. Proactive Showroom Compliance: Use an internal 157-point audit department to prevent errors and fraud at the sales and finance desks. ABOUT THREE KEY INSIGHTS The auto industry is being reimagined in real time. To win in today’s landscape, dealers need actionable insights and high-performance tools to take the lead. Hosted by the President of Capital One Auto, Sanjiv Yajnik, this series convenes elite dealers and industry innovators to decode the shifts shaping the future. Known for his "Customer-first" philosophy, Sanjiv’s perspective is rooted in the belief that when dealers succeed, the entire industry thrives. His conversations prioritize transparency, pulling back the curtain on the backend infrastructure that powers modern customer confidence. Now’s the time to take the lead. The views and opinions expressed by guests on this podcast are solely their own and do not necessarily reflect the official policy or position of Capital One Auto, Capital One, N.A., or its affiliates. This content is provided for informational and educational purposes only and is not intended to serve as financial, legal, or tax advice. Viewers should consult their own independent professionals regarding their specific individual or business needs. CONNECT WITH SANJIV YAJNIK LinkedIn: https://www.linkedin.com/in/sanjivyajnik/ X: https://x.com/sanjiv_yajnik
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About Three Key Insights with Sanjiv Yajnik
The auto industry is being reimagined in real time. To win in today's landscape, dealers need actionable insights and high-performance tools to take the lead. Hosted by the President of Capital One Auto, Sanjiv Yajnik, this series convenes elite dealers and industry innovators to decode the shifts shaping the future. Known for his "customer-first" philosophy, Sanjiv's perspective is rooted in the belief that when dealers succeed, the entire industry thrives. His conversations prioritize transparency, pulling back the curtain on the backend infrastructure that powers modern customer confidence. Now's the time to take the lead. The views and opinions expressed by guests on this podcast are solely their own and do not necessarily reflect the official policy or position of Capital One Auto, Capital One, N.A., or its affiliates. This content is provided for informational and educational purposes only and is not intended to serve as financial, legal, or tax advice. Viewers should consult their own independent professionals regarding their specific individual or business needs.
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