Driving Performance (Performance Brokerage Services)

In this episode, we’re joined by Serra Automotive’s Chairman, Joe Serra, and President, Matt Serra, who share their insights into leadership based on a blend of family values and professional focus. They discuss the importance of empowering partners, fostering autonomy and creating growth opportunities across their dealership network.

Key Takeaways:

(02:10) A start in Chevy sales grew into a successful automotive business.

(04:02) Valuing people and leading by example lead to strong foundations. 

(06:22) Choosing a career you love and focusing on people leads to success.

(08:43) Making tough succession decisions early for stability and clarity.

(12:04) Vision is driven by empowering others, not by sales targets or rank.

(13:50) Autonomy attracts top talent, drives growth and fuels sustainability. 

(16:25) True decentralization empowers partners to lead while supporting collaboration.

(19:56) A flexible growth model allows expansion into any market with the right partner.

(25:26) Focus on talent, top technicians and exceptional problem-solving.

(27:27) High dealership values drive smart franchise choices and financing.

(29:53) Ideal stores are high-volume, well-performing and in key markets.

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

Joe Serra | Linkedin

https://www.linkedin.com/in/joe-serra-3a48409/

Matt Serra | Linkedin

https://www.linkedin.com/in/matt-serra/

Serra Automotive | LinkedIn

https://www.linkedin.com/company/serrausa/

Serra Automotive | Website

https://www.serrausa.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.

#AutomotiveDealershipBrokers #CarDealership #AutomotiveIndustry

On this episode, we sit down with Rob Cochran, Chairman and CEO of #1 Cochran Automotive, to discuss his leadership journey and the strategic growth of his dealership group. Rob also shares insights on the future of the industry as the newly appointed Vice Chairman of NADA for 2025, including the challenges posed by electric vehicles, technology, and global uncertainties. Tune in for a candid conversation on dealership growth, leadership, and navigating industry shifts with purpose.

Key Takeaways:

(02:14) Rob’s journey to becoming Vice Chairman of NADA for 2025.

(03:47) Why #1 Cochran never pursued size for the sake of size.

(06:32) The challenges involved in taking over the family business.

(11:22) How EVs, AI, and digital transformation are reshaping auto retail.

(16:30) How focusing on the human aspect drives team member retention.

(18:32) Being authentic to yourself is vital in leadership.

(22:50) Choose the best expansion strategy for your organization.

(27:01) Generational leadership keeps the automotive industry grounded and strong.

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

Rob Cochran | LinkedIn

https://www.linkedin.com/in/rob-cochran-33672841/

#1 Cochran Automotive | LinkedIn

https://www.linkedin.com/company/numberonecochran/

#1 Cochran Automotive | Website

https://www.cochran.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.

#AutomotiveDealershipBrokers #CarDealership #AutomotiveIndustry

We’re joined by Gregg Young, Owner and President of Gregg Young Automotive Group, and Alex Morton, their Chief Financial Officer. They share their experiences on growing a multi-state dealership network, the challenges of leadership and the importance of building a strong culture across all locations.

Key Takeaways:

(02:26) Gregg’s journey from selling used cars to owning dealerships.

(06:57) Moving operations to better locations and growing the business.

(13:06) Culture starts at the top and drives success in each store.

(17:03) Smaller models help drive service business growth.

(24:33) Finding the right people to lead stores is crucial for growth.

(27:45) Expansion success relies on strong local leadership.

(32:15) EOS system boosts efficiency and drives growth across locations.

(36:02) Over-communication and confidentiality are key during deal closures.

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

Gregg Young | LinkedIn

https://www.linkedin.com/in/gregg-young-7416b311/

Alex Morton | LinkedIn

https://www.linkedin.com/in/alex-morton-cpa-1908901b/

Gregg Young Automotive Group | LinkedIn

https://www.linkedin.com/company/gregg-young-auto-group/

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.

#AutomotiveDealershipBrokers #CarDealership #AutomotiveIndustry

Welcome to the Driving Performance Podcast, 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.

On this episode, we’re joined by Jason Lumpkin, Senior Vice President of Auto Dealerships, and Connor Duncan, Vice President of Auto Dealerships at Live Oak Bank — leaders in dealership financing. Jason and Connor share their expertise in SBA loans, floor plan lending, and how their tailored financing solutions help both aspiring and established dealers achieve their business goals.

Key Takeaways:

(03:47) Live Oak Bank is the largest SBA lender, with $350M funded in dealership loans.

(06:27) Education is critical to making SBA loans accessible in the franchise

automotive space.

(11:58) Live Oak focuses on income statements, not just balance sheets, for financing decisions.

(14:25) OEM flexibility on debt-to-equity requirements varies; some brands allow exceptions for the right operator and store.

(21:22) SBA loans provide 10- to 25-year terms and up to 90% leverage, easing cash flow concerns.

(25:42)  Floor plan lenders often require significant equity injections, adding challenges to smaller deals and new buyers.

(30:32) Floor plan lending has become a significant challenge, requiring early focus in deal planning.

(34:17) Projection-based deals can unlock underperforming stores with significant growth potential.

(44:12) First-time buyers benefit from building a strong support team, including brokers and attorneys.

(49:15) Discipline and defining a clear buy box are crucial for dealership acquisition success.

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

Jason Lumpkin | LinkedIn

https://www.linkedin.com/in/jason-lumpkin-571bb218/

Connor Duncan | LinkedIn

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

Live Oak Bank | LinkedIn

https://www.linkedin.com/company/live-oak-bank/

Live Oak Bank | Website

https://www.liveoakbank.com

SBA Loan Program

https://www.sba.gov/funding-programs/loans

National Automobile Dealers Association (NADA)

https://www.sba.gov/funding-programs/loans

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.



#AutomotiveDealershipBrokers #CarDealership #AutomotiveIndustry