Podcast
The BHPH Morning Show
Hosted by Jim & Michelle Rhoads · EN
Join Jim and Michelle as they discuss the news of the day in the Buy Here Pay Here (Subprime Auto Finance) world. Decades of experience in the industry create a rich conversation about what matters most to dealers across the US. Aired live W & F #BHPH, #Subprime, #Auto
29episodes
Episodes
Newest firstAll episodes
Report Cards Are In! Introducing the WHW Business Model Index™ [Episode 1 of 2]
1w ago00:30:44Tap to summarizeThe BHPH industry will never grade itself the same way again. For decades, Buy Here Pay Here and Lease Here Pay Here dealers have run their operations on instinct, experience, and fragmented data — never quite sure how well their business model or strategy was working. Profitability looked fine on paper. Maybe volume was OK. But the deeper questions — Is my deal structure building a portfolio that actually pays me back? Is my finance arm supporting itself or quietly bleeding? Is my inventory strategy serving my cash flow or fighting it? — went largely unanswered. Until now. In this episode, White Hat Way introduces the WHW Business Model Index™ — a first-of-its-kind framework that uses artificial intelligence to evaluate six core pillars of a BHPH or LHPH operation and assign something operators have never had before: an honest, data-driven letter grade on their overall game plan. We'll walk you through the why behind the Index — the blind spots it was designed to expose, the metrics that matter most, and what it actually means to have your business model graded against a standard that looks beyond your best month or your worst excuse. Whether you're running a single lot or managing a multi-dealer group, the WHW Business Model Index™ is built to show you where you stand — and more importantly, where the math says you could. Part 2 drops LIVE on Sunday at 2:30e, only on YouTube. Subscribe to the channel (@Jim_Michelle_Rhoads) to be notified. Find the BHPH Morning Show on Video (Live or Archived) Find the BHPH Morning Show LIVE on YouTube, LinkedIn and Facebook every Mon, Wed, & Fri at 11am eastern where we (Jim and Michelle Rhoads along with featured guests) talk #buyherepayhere #bhph #subprime #automotive #finance #ethics #whitehatway #customerretention #customerengagement #marketing and much more! We are pleased to use our sometimes-scratchy morning voices to speak up on behalf of BHPH Dealers. Don't forget to LIKE the videos and SUBSCRIBE to The Octane Group channel. Also, please add your comments or questions right here in the BHPH Institute.
Transcribe →Your Recon Bottleneck: How to Permanently Break the Dam!
2w ago00:49:54Tap to summarizeEvery BHPH dealer I've ever talked to knows the feeling. Cars sitting in the shop. Techs backed up. Inventory that can't hit the lot because recon isn't done. And somewhere in the back of your mind, you know — if I could just get those cars ready faster, I could sell more. So why are so many dealers still clinging to the idea that they have to do it all in-house? The answer, almost every time, comes down to one word: cost. In-house labor is cheaper per hour, and that feels like smart business. But here's what that math leaves out — every day a car sits waiting on your shop is a day it is NOT generating a sale. No sale means no profit from those dollars and that unit. Now sale this means no payments next month. Dealers know this. In today's Morning Show, we're making the case for farming out more of that recon labor. Not because outside labor is cheap — it isn't. But because the profit waiting on the other side of a faster recon cycle is worth far more than the dollars you're saving per repair order. It's time to stop letting your shop limit your volume! Watch this episode and let's break the dam! Find the BHPH Morning Show on Video (Live or Archived) Find the BHPH Morning Show LIVE on YouTube, LinkedIn and Facebook every Mon, Wed, & Fri at 11am eastern where we (Jim and Michelle Rhoads along with featured guests) talk #buyherepayhere #bhph #subprime #automotive #finance #ethics #whitehatway #customerretention #customerengagement #marketing and much more! We are pleased to use our sometimes-scratchy morning voices to speak up on behalf of BHPH Dealers. Don't forget to LIKE the videos and SUBSCRIBE to The Octane Group channel. Also, please add your comments or questions right here in the BHPH Institute.
Transcribe →[FRI] The New Standard: What Great Dealership Customer Service Actually Looks Like in 2026
3w ago00:43:14Tap to summarizeThe bar has moved — and the dealers winning right now know it. Jim sits down live with operators who are in the middle of it, talking candidly about what great customer service actually has to look like in 2026. The conversation includes a look at the first dealer LOIs signed to deploy White Hat certified AI personas in customer-facing roles — and what that really means for the human side of this business. Real dealers, real answers, no fluff. Find the BHPH Morning Show on Video (Live or Archived) Find the BHPH Morning Show LIVE on YouTube, LinkedIn and Facebook every Mon, Wed, & Fri at 11am eastern where we (Jim and Michelle Rhoads along with featured guests) talk #buyherepayhere #bhph #subprime #automotive #finance #ethics #whitehatway #customerretention #customerengagement #marketing and much more! We are pleased to use our sometimes-scratchy morning voices to speak up on behalf of BHPH Dealers. Don't forget to LIKE the videos and SUBSCRIBE to The Octane Group channel. Also, please add your comments or questions right here in the BHPH Institute.
Transcribe →Into the AI Frontier: Dealers, DMS, and the 'Early Warning' Rollout
4w ago00:36:00Tap to summarizeWe’re stepping into new territory—and we’re not doing it alone. In this episode, we officially announce the launch of a new documentary-style podcast series that will follow the real-world rollout of White Hat Way’s “Early Warning" AI subscription service. This isn’t theory or a lab test. Dealers are already stepping forward, opening their operations, and allowing the industry to watch what happens when agentic AI is deployed with a clear purpose: improving customer retention in BHPH and LHPH. But pioneering in this way works best when it’s collaborative. Even better when it's transparent. Today, we’re extending the invitation to the DMS providers of the enrolled dealers since they sit at the center of the data. As Early Warning AI goes to market, it will do so publicly - successes, snags, real stories. Today, we’ll lay out: What “Early Warning AI” actually is—and what it is not Why customer retention is the proving ground for this technology How participating dealers are approaching the rollout Where DMS providers fit into the equation (and why their role matters) What this documentary series will capture as the story unfolds There’s no established playbook here. Just a shared belief that when we get this right, the result won’t just be better technology—it will be better outcomes for dealers and the customers they serve. This is the starting line. Join us. Find the BHPH Morning Show on Video (Live or Archived) Find the BHPH Morning Show LIVE on YouTube, LinkedIn and Facebook every Mon, Wed, & Fri at 11am eastern where we (Jim and Michelle Rhoads along with featured guests) talk #buyherepayhere #bhph #subprime #automotive #finance #ethics #whitehatway #customerretention #customerengagement #marketing and much more! We are pleased to use our sometimes-scratchy morning voices to speak up on behalf of BHPH Dealers. Don't forget to LIKE the videos and SUBSCRIBE to The Octane Group channel. Also, please add your comments or questions right here in the BHPH Institute.
Transcribe →[YouTube Saturday] Hold the Line ... or Move the Metal??? The Down Payment Dilemma 📱
Apr 2500:50:25Tap to summarizeEvery BHPH dealer faces it: do you hold firm for larger down payments because of the perceived reduction in risk per contract, or do you accept lower money down in order to move more units, grow receivables, and increase incoming cash flow? On this episode, we break down one of the most important judgment calls in the business. Is more cash up front always the safer move, or can it quietly choke sales volume, future payment streams, and overall profitability? On the other side, when does lowering the down payment create smart growth—and when does it simply invite trouble? We’ll walk viewers through real-world calculations that show the very real financial impact of both strategies, including volume, collections cash flow, exposure per deal, and the long-term effect on the portfolio. This is not theory. It’s math dealers can use immediately. LIVE Saturday at 11:15 EST, only on YouTube. Find the BHPH Morning Show on Video (Live or Archived) Find the BHPH Morning Show LIVE on YouTube, LinkedIn and Facebook every Mon, Wed, & Fri at 11am eastern where we (Jim and Michelle Rhoads along with featured guests) talk #buyherepayhere #bhph #subprime #automotive #finance #ethics #whitehatway #customerretention #customerengagement #marketing and much more! We are pleased to use our sometimes-scratchy morning voices to speak up on behalf of BHPH Dealers. Don't forget to LIKE the videos and SUBSCRIBE to The Octane Group channel. Also, please add your comments or questions right here in the BHPH Institute.
Transcribe →[FRI] The Kitchen Table Conversations: When Business Comes Home
Apr 1700:26:28Tap to summarizeSome of the most important business decisions aren't made in boardrooms — they're made at kitchen tables. Late at night, when the house is quiet, and the weight of what you've built sits right next to the people you built it for. This podcast is for business owners navigating the parts of entrepreneurship that don't show up in spreadsheets — the new baby, the pressure of a lender call you weren't expecting, the question of whether to put your home on the line for a business plan you believe in. The squiggly lines between ambition and real life. This episode pulls from real stories — anonymous, but true — from owners across industries who are figuring it out in real time. No polished highlight reels. Just honest conversation about what really happens when running a business and a life at the same time. Find the BHPH Morning Show LIVE on YouTube, LinkedIn and Facebook every Mon, Wed, & Fri at 11am eastern where we (Jim and Michelle Rhoads along with featured guests) talk #buyherepayhere #bhph #subprime #automotive #finance #ethics #whitehatway #customerretention #customerengagement #marketing and much more! We are pleased to use our sometimes-scratchy morning voices to speak up on behalf of BHPH Dealers. Don't forget to LIKE the videos and SUBSCRIBE to The Octane Group channel. Also, please add your comments or questions right here in the BHPH Institute.
Transcribe →[SATURDAY - YouTube Only] Aged Inventory: Asset or Liability???
Apr 1100:25:42Tap to summarizeMost dealers look at their inventory and see value. The hard question is whether that value is real—or just sitting on the lot tying up cash. In this episode, we'll frame the problem and move toward the math. As a unit racks up the days, is it still working for you? Or, could it actually be hurting sales? And more importantly, how can you know the difference without guessing? As refund season winds down, we walk through the key questions every dealer should be asking right now about aging inventory, cash flow, and true profitability. The goal is simple: expose where assumptions may be costing you money and set up a clearer way to boost sales and profitability. Some questions to ponder: How old is too old? What is the 'real cost' of holding a unit beyond your aging policy (not just floorplan, but opportunity cost)? How much capital is tied up in aging inventory right now—and what could it produce if redeployed? Are gross profit expectations aligned with how long units are actually sitting? How often are you making disciplined disposal decisions vs. “hoping it sells”? Are you measuring inventory performance in *units*, *dollars*, or *time*—and which one actually pays you more? To crank up turn time, join Michelle and Jim for this Saturday conversation! Find the BHPH Morning Show on Video (Live or Archived) Find the BHPH Morning Show LIVE on YouTube, LinkedIn and Facebook every Mon, Wed, & Fri at 11am eastern where we (Jim and Michelle Rhoads along with featured guests) talk #buyherepayhere #bhph #subprime #automotive #finance #ethics #whitehatway #customerretention #customerengagement #marketing and much more! We are pleased to use our sometimes-scratchy morning voices to speak up on behalf of BHPH Dealers. Don't forget to LIKE the videos and SUBSCRIBE to The Octane Group channel. Also, please add your comments or questions right here in the BHPH Institute.
Transcribe →The Silent Squeeze: Where Did the BHPH Capital Go?
Apr 300:20:17Tap to summarizeDealers across the country are feeling it—but few can identify the moving parts that influence capital access and the price of money. Lines are tighter. Terms are shifting. Advance rates are getting a second look. And conversations with capital partners feel … different. In this episode of the BHPH Morning Show, we break down the “Silent Squeeze”—what’s really happening a few rungs up the ladder, and why it’s showing up on your lot. This isn’t a theory-heavy discussion. It’s a practical look at how two forces—the surge of capital into AI and a tightening credit cycle—are quietly reshaping the availability and cost of money for BHPH operators. If your cash feels harder to replace, slower to recycle, or more expensive than it used to be, this episode will help you connect the dots—and adjust accordingly. Find the BHPH Morning Show on Video (Live or Archived) Find the BHPH Morning Show LIVE on YouTube, LinkedIn and Facebook every Mon, Wed, & Fri at 11am eastern where we (Jim and Michelle Rhoads along with featured guests) talk #buyherepayhere #bhph #subprime #automotive #finance #ethics #whitehatway #customerretention #customerengagement #marketing and much more! We are pleased to use our sometimes-scratchy morning voices to speak up on behalf of BHPH Dealers. Don't forget to LIKE the videos and SUBSCRIBE to The Octane Group channel. Also, please add your comments or questions right here in the BHPH Institute.
Transcribe →Junk Leads or Broken Systems? What Dealers Might Be Missing
Mar 2000:38:33Tap to summarizeDealers say it every day: “These leads are junk.” But what if that conclusion is costing more than it’s solving? In this episode, Jim sits down with Anamaria Beck of Digital Attention Online to take a hard look at where lead quality actually breaks down. Is the problem really the leads—or is it how they’re handled, followed up, and measured once they hit the store? This conversation moves past surface-level complaints and into the mechanics: response time, process discipline, expectations, and how marketing and operations often fall out of sync. If you’ve felt the frustration of low conversion and wasted ad spend, this episode will challenge you to rethink what’s really happening between the click and the close. Find the BHPH Morning Show on Video (Live or Archived) Find the BHPH Morning Show LIVE on YouTube, LinkedIn and Facebook every Mon, Wed, & Fri at 11am eastern where we (Jim and Michelle Rhoads along with featured guests) talk #buyherepayhere #bhph #subprime #automotive #finance #ethics #whitehatway #customerretention #customerengagement #marketing and much more! We are pleased to use our sometimes-scratchy morning voices to speak up on behalf of BHPH Dealers. Don't forget to LIKE the videos and SUBSCRIBE to The Octane Group channel. Also, please add your comments or questions right here in the BHPH Institute.
Transcribe →What BHPH & LHPH Dealers Are Saying (Privately)
Mar 600:14:56Tap to summarizeWhat do Buy Here Pay Here dealers really share (and ask) when bound by confidentiality in a closed room? In this episode, we pull back the curtain on the private conversations happening inside dealer meetings and peer groups across the country. Using real scripts from recent discussions—voiced by actors to protect anonymity—we share the unfiltered perspectives dealers are exchanging about the technology shaping their businesses. Software platforms. New vendors entering the space. The tools that promise efficiency, automation, and better data. Frustrations are aired too, of course. Where are systems actually helping dealers run stronger portfolios? Where are they creating more work, more cost, or more confusion? And how are experienced operators quietly evaluating the growing wave of new technology being pitched to the industry? To keep the focus on the ideas—not the companies—names of vendors and platforms have been redacted. What remains are the raw viewpoints dealers are sharing with one another when they know the conversation is confidential. If you want to understand the real mood of the BHPH market right now, this is the kind of conversation that normally never leaves the room. Find the BHPH Morning Show on Video (Live or Archived) Find the BHPH Morning Show LIVE on YouTube, LinkedIn and Facebook every Mon, Wed, & Fri at 11am eastern where we (Jim and Michelle Rhoads along with featured guests) talk #buyherepayhere #bhph #subprime #automotive #finance #ethics #whitehatway #customerretention #customerengagement #marketing and much more! We are pleased to use our sometimes-scratchy morning voices to speak up on behalf of BHPH Dealers. Don't forget to LIKE the videos and SUBSCRIBE to The Octane Group channel. Also, please add your comments or questions right here in the BHPH Institute.
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