[Ep2 of 5] Hooked on Refund Season: A Lakeside Conversation About Q4 Prep for BHPH/LHPH
Tax refund season can be won or lost in Q4. In Part 2 of our Fridays in October series, Jim lays out the steps BHPH and LHPH dealers can take now to drive refund volume in Q1. This one was recorded lakeside while fishing in New Mexico this week. You'll want to hear how “de-horsing” and #trust help you beat the competition. Grab your coffee and cast a line with 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.
October 2, 202616 min
[Ep 1 of 5] The Q4 Inventory Gamble - How Much Could You/Should You Buy?!
How much inventory should you stockpile heading into tax refund season? In this episode of the BHPH Morning Show, Jim breaks down how the decision is best made — sizing it to your expected January and February volume, your cash and floor plan capacity, your current days supply, and how long recon really takes. Understock and you miss deals you'll never get back. Overstock and your capital sits on the lot aging. In this episode (1 of 5) we'll take on this time-sensitive topic! 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.
September 25, 202635 min
[Ep 4 of 4] Study of the 24-Mo Mark: What We Know So Far About BHPH & LHPH
Month 24: The Final Verdict | LTV, Customer Retention & the Series Wrap-Up (Part 4 of 4) Only a small slice of the typical Buy Here, Pay Here portfolio is still paying past 24 months, so why do we structure deals as if every contract goes the distance? In this series finale, Jim Rhoads is joined by Central Florida dealer Matt McGill, SDA National Rep Karen Barnett, and V8 Dealer Groups' Kami Powell to recap the first three reasons and add the fourth: Loan-to-Value. In this episode: ✔ Matt's real numbers: ~25% of accounts but only ~10.5% of principal past 24 months ✔ Why he's known as "Low Gross Matt," and why his portfolio yield ranks near the top ✔ Tax refund season and the cost of losing a proven customer ✔ Why trading at 24–30 months resets your interest earnings ✔ LTV explained, and why it matters even with no lender in the picture ✔ Karen's warning on over-leveraging Chapters: 0:00 Intro 2:00 Meet Matt McGill and his 24-month numbers 3:45 Karen Barnett and SDA's acquisition of CAR Financial 6:10 Meet Kami Powell (V8 Dealer Groups) 6:30 Recap #1: Taxation and phantom profit 8:50 Recap #2: Waning customer commitment 10:40 Recap #3: Diminishing returns (interactive tool) 16:00 Trading customers to reset the note 17:15 Tax refund season and customer retention 20:00 Selling to three generations of customers 21:25 Reason #4: Loan-to-Value explained 24:35 LTV and line-of-credit renewals 29:55 V8 report cards and portfolio yield 30:10 "Low Gross Matt" 33:20 Don't over-leverage 35:00 Series wrap Catch Parts 1–3 in the playlist. Interested in a V8 peer group? Reach out to Kami Powell or visit whitehatway.com/v8. #BHPH #BuyHerePayHere #DealerFinance #AutoFinance #SubprimeAuto #PortfolioYield #whitehatway 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.
September 18, 202637 min
[Ep 3 of 4] Study of the 24-Mo Mark: What We Know So Far About BHPH & LHPH
Why Your BHPH Note Stops Paying For Itself Before It Matures | "Month 24 Series" Pt. 3 Show Description: Every simple-interest retail installment contract earns less interest per payment as it ages — but the cost to service that account stays flat. In this episode, we break down exactly where those two lines cross, using a live amortization model you can adjust by rate, term, and servicing cost. This is Part 3 of our 4-part series on why the 24-month mark matters for every BHPH dealer tracking portfolio yield. 👉 Subscribe for the full series 👉 Drop your average servicing cost per account in the comments — let's compare notes #BHPH #BuyHerePayHere #DealerFinance #AutoFinance #SubprimeAuto #PortfolioYield #whitehatway 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.
September 11, 202637 min
[Ep 2 of 4] V8 Group Study of the 24-Mo Mark - What We Know So Far About BHPH/LHPH Vintages
V8 Study: 24-mo Mark | Episode 2 of 4 | BHPH Morning Show Episode 2 of our 4-part Friday series continues the V8 Study into the 24-month mark — the point in a BHPH/LHPH contract's life where what was structured on paper and what actually plays out start to diverge. We're not ready to hand down a verdict yet. This episode adds another piece to the puzzle, building on the ground we covered in Episode 1. Catch the full series every Friday this September with hosts Jim & Michelle Rhoads. Live Friday, 11:15 AM EDT. More from White Hat Way: whitehatway.com 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.
September 4, 202642 min
V8 Dealer Group Study of the 24-Mo Mark: What We Know So Far About BHPH
We've examined it from Day 1. Based on a 6-month history, how do our BHPH and LHPH portfolios project to convert over the next 24 months? We were purposeful in selecting that future point in time. Now, with recent vintage studies, the dealers' actual portfolio that remains active past 2 years is sobering for many. The study continues. Join todays LIVE broadcast at 11:15 EST to see some eye-opening, maybe even model-shifting numbers. Jim will explain why this information matters for Buy Here Pay Here and Lease Here Pay Here dealers more than ever. 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.
August 28, 202632 min
All Dealers, One Data Bridge Onto Shared Ground
Following up on this week's reminder that data integrity isn't going anywhere, today we get specific. White Hat Way is opening up Phase 1 of our Data Mapping Tree — the canonical framework that shows exactly how every DMS provider's export labels line up (or don't) with the numbers dealers actually need to trust. This isn't a call-out. It's a call-in. Jim & Michelle lay out the case for why DMS providers — the ones already closest to the data — are in the best position to help close the gap between what dealers report and what's actually true. When providers map their exports to a shared standard, dealers stop fighting fragmented numbers and start operating on solid ground. One bridge. Built by the people who can build it. Used by every dealer who needs it. Today's challenge: if you're a DMS provider, take a look at where your exports stand — and consider what it would take to build toward the same standard as everyone else in the industry. If you're a dealer, ask your provider where they stand on this. 🎙️ Tune in for a hard-hitting, hopeful conversation about what it actually takes to build something dealers and their providers can stand on — together. 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.
July 21, 202620 min
"Suitcasing" Controversy: Why It Matters and To Whom
We found ourselves in the crosshairs of someone's controversy in the BHPH/LHPH vendor world about "suitcasing" — the practice of pitching business at industry events without paying for a booth (not our situation). It's easy to write this off as vendor drama that doesn't touch you as a dealer. It's actually part of a much bigger conversation. Every accusation like this is really a question about whose interests are being served. Jim and Michelle Rhoads break down what's actually at stake for dealers when vendors jockey for exclusivity instead of collaborate — and why White Hat Way has built its entire model around working with other partners in the space, not against them, because that's what actually serves dealers. If you've ever wondered why some vendors seem territorial about "their" events, "their" data, or "their" dealers — and what that territorial instinct costs you as the dealer trying to run a better business — this episode is for you. 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.
July 18, 202631 min
The Trust Layer for Deep Data: White Hat Way's Latest Move
Announcement: White Hat Way Partners with LendRisk Analytics White Hat Way just extended its trust-first mission into a new layer of the industry: deep data analytics. In this episode, Jim Rhoads breaks down WHW's mission-driven collaboration with LendRisk Analytics — a partnership to co-develop a published data-translation map that helps BHPH/LHPH dealers, vendors, and lenders finally speak the same language around risk and analytics. We cover why "translatable, transparent, and trustworthy" data matters now, what V8 Dealer Group members and DMS providers stand to gain, and why every vendor in the space is being invited to build alongside it. 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.
July 12, 202646 min
Sunday: Sermon on the BHPH Intangibles
Every dealer's got a spreadsheet full of straight lines — KPIs, ratios, reports that tell you exactly where you stand. But there's a whole other side of the business that refuses to sit in a column: trust, culture, the way your customers actually feel about walking through your door. We call those the squiggly lines. This Sunday, Jim and Michelle grab the metaphorical pulpit (relax, no collection plate) to preach a little gospel on the stuff that doesn't show up on a report card but shapes whether your dealership thrives or just survives. Expect a genuine case for why the intangibles deserve as much attention as the numbers. No sermon notes required. Just bring an open mind and maybe a cup of coffee. 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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