Joel Gray Runs $9.3M Parts Operation Across Four States

Joel Gray, Parts Director at Mac Haik Ford Lincoln in Georgetown, Texas, joins Kaylee Felio alongside Sheila Pogue for a packed episode on what it takes to run one of the largest wholesale parts operations in the region. From servicing four states to managing three warehouses and a decentralized sales team, Joel shares the mindset, tools, and team culture that hold it all together. With over 33 years in the industry, his approach blends bold scale with a deeply human touch.

🎧 Listen to the full episode https://spotifycreators-web.app.link/e/iGrFcIM7VWb

Build Systems That Can Handle Scale

Joel’s department carries up to $9.3 million in Ford parts across 65,000 square feet and serves Texas, Oklahoma, Louisiana, and Arkansas. A mix of fast shipping, remote BDC staff, and zone-based electronic picking lets them handle $300K in daily shipments without missing a beat. Even through disruptions like COVID and the CDK outage, the team ran lean, adapted quickly, and came out stronger.

Invest in People and Tools

Whether it's upgrading tech, running three delivery trucks between buildings, or giving the team better gear, Joel believes tools show respect. Public recognition, bonuses, and visible support make his employees feel seen. Even Bailey, the office support dog, plays a part in keeping morale high.

Think Like a Marketer, Lead Like a Mentor

Joel’s parts department has its own marketing plan. Outside sales reps, regional digital ads, and customized campaigns are standard. But what really stands out is the leadership: Joel keeps an open door, avoids micromanaging, and builds leaders who think for themselves.

Takeaways

"The team is everything. When you support them right, they support the business better." — Joel Gray