Aug 5, 2026 · 38 min · 10 segments
What does it take to build a successful dealership in one of the most competitive automotive markets in America? In this episode of Kain & Friends, David Kain sits down with Scott Falcone, dealer…
So the E-Myth is an important book for me that I read probably 25 years ago-ish.
And I really did, it was an awakening on the importance of systems and procedures.
you know, if you haven't read the book, I would suggest that everybody reads the book.
Managers, owners alike should really spend some time inside of there because you're going to learn something from it.
And I think, you know, the movie The Founder was a good depiction of Michael Gerber's book as well, you know, because it was all about, you know, systems.
And I never really forgot that, you know, that we didn't have to hire, you know, if we're going to use, you know, a fast, a successful fast food place, you know, you know, almost any that are succeeding today, you know, they don't have a French fry manager.
They have anybody can go operate the system, right? The system is what functions and the French fries come up every time.
And, you know, if we could emulate that in the industry, you know, we'd be a better industry for it.
And we can't to a certain degree, right? I mean, there's processes, there are the 10 steps, you know, to the sale that, while antiquated, there are some value in paying attention.
There can be numerous deviations, but as long as you find the one that works for you and you stay with it, it's not every day.
We do what we need to do today based on you know, a successful history of a plan.
And I, I do, you know, I referenced it all the time and I referenced just that simple saying, and it's a good reminder, um, that you, you shouldn't be out chasing, you know, well, let me rephrase that.
And drop them in wherever you can, but there are positions that you're not going to find superstars for.
And that's when the system you know, becomes the superstar and we can drop in average people into a great system.
So the E-Myth is an important book for me that I read probably 25 years ago-ish.
And I really did, it was an awakening on the importance of systems and procedures.
you know, if you haven't read the book, I would suggest that everybody reads the book.
Managers, owners alike should really spend some time inside of there because you're going to learn something from it.
And I think, you know, the movie The Founder was a good depiction of Michael Gerber's book as well, you know, because it was all about, you know, systems.
And I never really forgot that, you know, that we didn't have to hire, you know, if we're going to use, you know, a fast, a successful fast food place, you know, you know, almost any that are succeeding today, you know, they don't have a French fry manager.
They have anybody can go operate the system, right? The system is what functions and the French fries come up every time.
And, you know, if we could emulate that in the industry, you know, we'd be a better industry for it.
And we can't to a certain degree, right? I mean, there's processes, there are the 10 steps, you know, to the sale that, while antiquated, there are some value in paying attention.
There can be numerous deviations, but as long as you find the one that works for you and you stay with it, it's not every day.
We do what we need to do today based on you know, a successful history of a plan.
And I, I do, you know, I referenced it all the time and I referenced just that simple saying, and it's a good reminder, um, that you, you shouldn't be out chasing, you know, well, let me rephrase that.
And drop them in wherever you can, but there are positions that you're not going to find superstars for.
And that's when the system you know, becomes the superstar and we can drop in average people into a great system.
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