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Most companies chase growth—Sanjay Varnwal is chasing velocity, and it’s changing how dealers think about inventory, AI, and survival.

In this episode, the crew sits down with Sanjay Varnwal, co-founder of Spyne, to unpack how dealerships can compete in an industry where every day a vehicle sits unsold costs real money. From AI-powered merchandising to appointment-setting agents that never sleep, Sanjay explains why “inventory turnaround time” may be the most important metric dealers aren’t thinking deeply enough about.

But this conversation goes way beyond software. Sanjay opens up about building a company across two hemispheres, flying 16 hours between India and the U.S., scaling a 150-person team, and why startup culture survives on one thing: speed with focus. Along the way, the team dives into entrepreneurship, tennis psychology, bad in-flight movies, and the mindset every operator needs when the competition keeps getting faster.

Timestamped Takeaways

0:00 Why Every Unsold Vehicle Quietly Costs Dealers Money Every Single Day

2:36 The Moment Sanjay Realized Auto Retail Was a Massive Opportunity

4:41 How Spyne Helped Dealers Compete With Carvana-Level Merchandising

6:46 Scaling to 2,000+ Dealerships by Solving One Problem Exceptionally Well

7:53 What It Really Looks Like to Run a Global Company Across Two Hemispheres

10:46 The Hidden Mental Toll of Constant Time Zone Switching

12:17 The Startup Advantage Big Companies Can’t Replicate Fast Enough

14:42 Why Speed Is the Only Weapon Startups Truly Have

16:06 The Real KPI Dealers Should Organize Their Entire Business Around

19:30 The Tennis Lesson Every Entrepreneur Needs to Hear Right Now

21:38 How AI Agents Are Changing Appointment Setting and Dealer Operations

27:26 Velocity Isn’t Just Speed — It’s Speed With Relentless Focus

Connect with Sanjay Varnwal at https://www.linkedin.com/in/sanjaykv/

Learn more about Spyne at https://www.spyne.ai/

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