Fixed Ops Roundtable

The Fixed Ops Roundtable, hosted by Ted Ings, is your source for cutting edge information, technology, and best practices from leaders and innovators in the retail automobile industry. Enjoy weekly episodes featuring expert interviews that originally aired during Ted Ings popular Fixed Ops Roundtable live and virtual events.

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Fixed Ops Roundtable

Eliminating Wholesale Credit Risk: A Fixed Ops Roundtable Conversation with Dave Schell & Tully Williams

March 23, 2026 • Ted Ings

0:00 | 19:05

What if the biggest thing holding your wholesale operation back… isn’t sales, but cash flow?

In this episode of the Fixed Ops Roundtable, we get real about one of the most frustrating (and misunderstood) challenges in fixed ops: accounts receivable, slow pay, and the silent cash-flow killers hiding in wholesale parts and B2B service work.

I’m joined by Dave Schell of Interstate Billing Service and Tully Williams from The Niello Company, and what starts as a conversation about AR quickly turns into a masterclass on how dealers can eliminate credit risk, unlock cash faster, and grow wholesale without losing sleep.

This isn’t theory. This is street-level fixed ops talk from people who’ve lived it.

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What we discuss in this episode:

Why wholesale parts margins feel razor-thin, and how AR delays quietly erase your profits
How dealers are floating six figures of cash without even realizing it
Why “we’ve always done it this way” is costing stores more than they think
How getting paid tomorrow instead of 60–120 days later changes everything
The hidden stress wholesale creates for parts managers and business offices
What happens when you take credit risk completely off the dealer’s plate
Why cash flow, not gross, is what really keeps the lights on

Tully brings real-world perspective from running fixed ops at a multi-store luxury dealer group, while Dave breaks down how Interstate Billing Service removes the hardest part of wholesale: collecting the money.

Listen to the episode featuring Dave Schell & Tully Williams for even more insights!

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Apple: https://podcasts.apple.com/us/podcast/fixed-ops-roundtable/id1608656237

Spotify: https://open.spotify.com/show/15HHYoyvCo1PSFwYn02UXY

Thanks, Dave Schell & Tully William

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