The "Hidden" Profit in your Service Drive: Dimitrius Naylor on Equity, Service-to-Sales, and Strategy | NADA 2026
From I'm A Car Chick by Shasta Haddock
March 31, 2026 · 19 min · Season 7 · Episode 20
About this episode
Dimitrius Naylor discusses the underutilization of the service drive in dealerships and the importance of equity in customer relationships.
Host Shasta Haddock welcomes Dimitrius Naylor, the "Equity King" and CEO of Dimitrius Naylor Consulting, to the I’m a Car Chick podcast live from NADA 2026. In this high-velocity episode, Dimitrius breaks down why the service drive is the most underutilized goldmine in the dealership. He dives into the "Service-to-Sales" transition, explaining how to identify high-equity customers and why the "equity" conversation is about more than just a monthly payment—it's about wealth management for the consumer. From fixing broken hand-off processes between fixed ops and sales to the mindset shift required to buy cars effectively from your own backyard, Dimitrius delivers a masterclass in modern dealership profitability. #ImACarChick #NADA2026 #DimitriusNaylor #ServiceToSales #EquityMining #FixedOps #AutoRetail #DealerStrategy
People in this episode
Host: Shasta Haddock
Guest: Dimitrius Naylor
Topics covered
- service drive
- equity
- service-to-sales
- dealership profitability
- wealth management
Keywords
- service drive
- equity
- dealership
- profitability
- customer management
- NADA 2026
- fixed ops
- sales strategy
Mentioned in this episode
Organizations: Dimitrius Naylor Consulting
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