{"version":"1.0.0","segments":[{"speaker":"Kyle Mountsier","startTime":0.42,"endTime":2.34,"body":"Some people say"},{"speaker":"Kyle Mountsier","startTime":0.42,"endTime":2.34,"body":"that you have to post on"},{"speaker":"Kyle Mountsier","startTime":2.34,"endTime":5.7,"body":"LinkedIn every single day. Who"},{"speaker":"Kyle Mountsier","startTime":2.34,"endTime":5.7,"body":"are those people?"},{"speaker":"Unknown","startTime":12.5,"endTime":14.51,"body":"This is Auto Collabs."},{"speaker":"Kyle Mountsier","startTime":14.0,"endTime":16.37,"body":"Well, Matt"},{"speaker":"Kyle Mountsier","startTime":14.0,"endTime":16.37,"body":"Lasher is not one of those"},{"speaker":"Kyle Mountsier","startTime":16.37,"endTime":20.3,"body":"people. But when he does post on"},{"speaker":"Kyle Mountsier","startTime":16.37,"endTime":20.3,"body":"LinkedIn, I'm telling you,"},{"speaker":"Kyle Mountsier","startTime":20.54,"endTime":24.92,"body":"literally everybody and their"},{"speaker":"Kyle Mountsier","startTime":20.54,"endTime":24.92,"body":"brother listens. It's like a"},{"speaker":"Kyle Mountsier","startTime":24.92,"endTime":29.09,"body":"flock of seagulls flying in,"},{"speaker":"Kyle Mountsier","startTime":24.92,"endTime":29.09,"body":"like, in my mind, mind, mind"},{"speaker":"Kyle Mountsier","startTime":29.09,"endTime":32.21,"body":"mind, because you know, he's"},{"speaker":"Kyle Mountsier","startTime":29.09,"endTime":32.21,"body":"about to drop some serious"},{"speaker":"Kyle Mountsier","startTime":32.21,"endTime":35.69,"body":"wisdom on us. And not just that"},{"speaker":"Kyle Mountsier","startTime":32.21,"endTime":35.69,"body":"every vendor I think in the"},{"speaker":"Kyle Mountsier","startTime":35.69,"endTime":40.82,"body":"whole country wants to be on the"},{"speaker":"Kyle Mountsier","startTime":35.69,"endTime":40.82,"body":"West Herr roster. But what I"},{"speaker":"Kyle Mountsier","startTime":40.82,"endTime":44.96,"body":"love about Matt is he's not out"},{"speaker":"Kyle Mountsier","startTime":40.82,"endTime":44.96,"body":"here trying to just purport as"},{"speaker":"Kyle Mountsier","startTime":44.96,"endTime":48.5,"body":"someone that's trying to, you"},{"speaker":"Kyle Mountsier","startTime":44.96,"endTime":48.5,"body":"know, shake up things or"},{"speaker":"Kyle Mountsier","startTime":48.5,"endTime":52.52,"body":"anything like that he is dialed"},{"speaker":"Kyle Mountsier","startTime":48.5,"endTime":52.52,"body":"in and thoughtful and tactical"},{"speaker":"Kyle Mountsier","startTime":52.52,"endTime":56.45,"body":"about the conversations and the"},{"speaker":"Kyle Mountsier","startTime":52.52,"endTime":56.45,"body":"way he engages people. And the"},{"speaker":"Kyle Mountsier","startTime":56.45,"endTime":59.84,"body":"way that he even approaches"},{"speaker":"Kyle Mountsier","startTime":56.45,"endTime":59.84,"body":"industry dynamics, showroom"},{"speaker":"Kyle Mountsier","startTime":59.84,"endTime":63.47,"body":"relationships, retailing"},{"speaker":"Kyle Mountsier","startTime":59.84,"endTime":63.47,"body":"marketing, he's just thoughtful"},{"speaker":"Kyle Mountsier","startTime":63.5,"endTime":64.58,"body":"at every move."},{"speaker":"Michael Cirillo","startTime":64.919,"endTime":67.589,"body":"It's deeply"},{"speaker":"Michael Cirillo","startTime":64.919,"endTime":67.589,"body":"ingrained in him. To your point,"},{"speaker":"Michael Cirillo","startTime":67.619,"endTime":71.759,"body":"like, one time, we were doing a"},{"speaker":"Michael Cirillo","startTime":67.619,"endTime":71.759,"body":"series of like, almost like"},{"speaker":"Michael Cirillo","startTime":71.759,"endTime":75.539,"body":"client appreciation, webinars,"},{"speaker":"Michael Cirillo","startTime":71.759,"endTime":75.539,"body":"like client only webinars, and"},{"speaker":"Michael Cirillo","startTime":75.539,"endTime":78.899,"body":"we asked Matt to join us once."},{"speaker":"Michael Cirillo","startTime":75.539,"endTime":78.899,"body":"And he hit me up, and he was"},{"speaker":"Michael Cirillo","startTime":78.899,"endTime":84.359,"body":"like, bro, I got my timing off."},{"speaker":"Michael Cirillo","startTime":78.899,"endTime":84.359,"body":"But I'm at the ski hill with my"},{"speaker":"Michael Cirillo","startTime":84.359,"endTime":88.709,"body":"family. But it's all good. I'm"},{"speaker":"Michael Cirillo","startTime":84.359,"endTime":88.709,"body":"just gonna find a quiet corner."},{"speaker":"Michael Cirillo","startTime":89.369,"endTime":91.829,"body":"And he straight up found a quiet"},{"speaker":"Michael Cirillo","startTime":89.369,"endTime":91.829,"body":"corner. And I don't know many"},{"speaker":"Michael Cirillo","startTime":91.829,"endTime":96.359,"body":"people like you. All of that to"},{"speaker":"Michael Cirillo","startTime":91.829,"endTime":96.359,"body":"say like, you have to have this"},{"speaker":"Michael Cirillo","startTime":96.359,"endTime":100.859,"body":"running this industry running so"},{"speaker":"Michael Cirillo","startTime":96.359,"endTime":100.859,"body":"deeply through your veins, to be"},{"speaker":"Michael Cirillo","startTime":100.859,"endTime":105.119,"body":"able to just find a corner at a"},{"speaker":"Michael Cirillo","startTime":100.859,"endTime":105.119,"body":"ski resort and be able to rip"},{"speaker":"Michael Cirillo","startTime":105.119,"endTime":107.309,"body":"out the amount of knowledge and"},{"speaker":"Michael Cirillo","startTime":105.119,"endTime":107.309,"body":"by the way, to your point about"},{"speaker":"Michael Cirillo","startTime":107.309,"endTime":110.879,"body":"LinkedIn, anytime I see"},{"speaker":"Michael Cirillo","startTime":107.309,"endTime":110.879,"body":"someone's someone posted"},{"speaker":"Michael Cirillo","startTime":110.879,"endTime":114.449,"body":"something to auto genius that's"},{"speaker":"Michael Cirillo","startTime":110.879,"endTime":114.449,"body":"trending, it's always on that."},{"speaker":"Michael Cirillo","startTime":118.319,"endTime":118.829,"body":"Right?"},{"speaker":"Paul Daly","startTime":119.07,"endTime":122.52,"body":"You know, I think"},{"speaker":"Paul Daly","startTime":119.07,"endTime":122.52,"body":"Matt is like your story there"},{"speaker":"Paul Daly","startTime":122.52,"endTime":126.63,"body":"about the ski, the ski, you"},{"speaker":"Paul Daly","startTime":122.52,"endTime":126.63,"body":"know, the the ski trip where he"},{"speaker":"Paul Daly","startTime":126.63,"endTime":129.75,"body":"found a little corner, in this"},{"speaker":"Paul Daly","startTime":126.63,"endTime":129.75,"body":"interview that you're about to"},{"speaker":"Paul Daly","startTime":129.75,"endTime":135.24,"body":"hear, Matt and I were driving in"},{"speaker":"Paul Daly","startTime":129.75,"endTime":135.24,"body":"a car on a way to deliver it to"},{"speaker":"Paul Daly","startTime":135.24,"endTime":138.24,"body":"Gary Vaynerchuk in New York"},{"speaker":"Paul Daly","startTime":135.24,"endTime":138.24,"body":"City. And I handed him a"},{"speaker":"Paul Daly","startTime":138.24,"endTime":140.67,"body":"microphone. I'm like, Oh, by the"},{"speaker":"Paul Daly","startTime":138.24,"endTime":140.67,"body":"way, we're gonna record a"},{"speaker":"Paul Daly","startTime":140.67,"endTime":142.83,"body":"podcast and he's like, okay,"},{"speaker":"Paul Daly","startTime":140.67,"endTime":142.83,"body":"man. Cool."},{"speaker":"Paul Daly","startTime":142.87,"endTime":146.08,"body":"Alright, we're gonna talk about,"},{"speaker":"Paul Daly","startTime":142.87,"endTime":146.08,"body":"right. So everything you hear is"},{"speaker":"Paul Daly","startTime":146.11,"endTime":149.29,"body":"us. Just me just asking"},{"speaker":"Paul Daly","startTime":146.11,"endTime":149.29,"body":"questions. And he's,he's the one"},{"speaker":"Paul Daly","startTime":149.29,"endTime":151.36,"body":"that's actually driving if"},{"speaker":"Paul Daly","startTime":149.29,"endTime":151.36,"body":"you're not watching the video,"},{"speaker":"Paul Daly","startTime":151.72,"endTime":155.26,"body":"and the depth of understanding"},{"speaker":"Paul Daly","startTime":151.72,"endTime":155.26,"body":"that he just has of what's going"},{"speaker":"Paul Daly","startTime":155.26,"endTime":158.32,"body":"on in general, it's the least"},{"speaker":"Paul Daly","startTime":155.26,"endTime":158.32,"body":"car guy thing you're going to"},{"speaker":"Paul Daly","startTime":158.32,"endTime":161.92,"body":"hear. But I think it's"},{"speaker":"Paul Daly","startTime":158.32,"endTime":161.92,"body":"incredibly practical. And just,"},{"speaker":"Paul Daly","startTime":162.34,"endTime":165.82,"body":"I think he's just inherently"},{"speaker":"Paul Daly","startTime":162.34,"endTime":165.82,"body":"human when he approaches things."},{"speaker":"Paul Daly","startTime":166.06,"endTime":169.33,"body":"And you know, he's got kind of"},{"speaker":"Paul Daly","startTime":166.06,"endTime":169.33,"body":"he, somebody stole him out of"},{"speaker":"Paul Daly","startTime":169.33,"endTime":176.77,"body":"Southern California, because he"},{"speaker":"Paul Daly","startTime":169.33,"endTime":176.77,"body":"just fixed they SoCal once, once"},{"speaker":"Paul Daly","startTime":176.77,"endTime":179.62,"body":"their guy back at some point,"},{"speaker":"Paul Daly","startTime":176.77,"endTime":179.62,"body":"they'll come, you know, kidnap"},{"speaker":"Paul Daly","startTime":179.62,"endTime":181.81,"body":"him and take him back to where"},{"speaker":"Paul Daly","startTime":179.62,"endTime":181.81,"body":"he's from. He just doesn't"},{"speaker":"Paul Daly","startTime":181.81,"endTime":185.32,"body":"realize it yet. So we hope that"},{"speaker":"Paul Daly","startTime":181.81,"endTime":185.32,"body":"you have a good time as much fun"},{"speaker":"Paul Daly","startTime":185.32,"endTime":187.84,"body":"as we did. I enjoyed this"},{"speaker":"Paul Daly","startTime":185.32,"endTime":187.84,"body":"conversation with Matt last"},{"speaker":"Paul Daly","startTime":187.84,"endTime":188.14,"body":"year."},{"speaker":"Paul Daly","startTime":195.73,"endTime":199.33,"body":"So Matt, you and I are in a"},{"speaker":"Paul Daly","startTime":195.73,"endTime":199.33,"body":"brand new vehicle that we're on"},{"speaker":"Paul Daly","startTime":199.33,"endTime":202.27,"body":"our way to VaynerMedia to"},{"speaker":"Paul Daly","startTime":199.33,"endTime":202.27,"body":"deliver to Gary Vaynerchuk"},{"speaker":"Paul Daly","startTime":202.27,"endTime":203.86,"body":"driver as his next vehicle."},{"speaker":"Paul Daly","startTime":202.27,"endTime":203.86,"body":"Let's"},{"speaker":"Matt Lasher","startTime":203.86,"endTime":206.29,"body":"go. Let's go, Avi,"},{"speaker":"Matt Lasher","startTime":203.86,"endTime":206.29,"body":"we're ready. We're coming for"},{"speaker":"Matt Lasher","startTime":206.29,"endTime":206.35,"body":"you."},{"speaker":"Paul Daly","startTime":206.35,"endTime":208.75,"body":"I didn't expect our"},{"speaker":"Paul Daly","startTime":206.35,"endTime":208.75,"body":"podcast to happen. But I was"},{"speaker":"Paul Daly","startTime":208.75,"endTime":210.46,"body":"like, we're going to we're going"},{"speaker":"Paul Daly","startTime":208.75,"endTime":210.46,"body":"to be together because it was"},{"speaker":"Paul Daly","startTime":210.46,"endTime":211.93,"body":"gonna be virtual. It's like"},{"speaker":"Paul Daly","startTime":210.46,"endTime":211.93,"body":"we're doing the sucker in"},{"speaker":"Paul Daly","startTime":211.93,"endTime":212.38,"body":"person."},{"speaker":"Matt Lasher","startTime":213.67,"endTime":214.66,"body":"I'm excited to be"},{"speaker":"Matt Lasher","startTime":213.67,"endTime":214.66,"body":"here."},{"speaker":"Paul Daly","startTime":214.9,"endTime":218.2,"body":"I am to get your boys"},{"speaker":"Paul Daly","startTime":214.9,"endTime":218.2,"body":"in the back if you can't see. We"},{"speaker":"Paul Daly","startTime":218.2,"endTime":222.13,"body":"got we got dueling blue"},{"speaker":"Paul Daly","startTime":218.2,"endTime":222.13,"body":"headphones. Beautiful young"},{"speaker":"Paul Daly","startTime":222.13,"endTime":222.64,"body":"children."},{"speaker":"Matt Lasher","startTime":222.69,"endTime":224.46,"body":"It's a family"},{"speaker":"Matt Lasher","startTime":222.69,"endTime":224.46,"body":"affair here at West Herr heading"},{"speaker":"Matt Lasher","startTime":224.46,"endTime":226.98,"body":"to New York City. They've never"},{"speaker":"Matt Lasher","startTime":224.46,"endTime":226.98,"body":"been to New York City. And two"},{"speaker":"Matt Lasher","startTime":226.98,"endTime":230.34,"body":"days ago, my seven year old"},{"speaker":"Matt Lasher","startTime":226.98,"endTime":230.34,"body":"Brecken he. He said, Dad, can I"},{"speaker":"Matt Lasher","startTime":230.34,"endTime":234.12,"body":"come deliver the car with you?"},{"speaker":"Matt Lasher","startTime":230.34,"endTime":234.12,"body":"And I said, Of course you can."},{"speaker":"Matt Lasher","startTime":234.33,"endTime":238.17,"body":"So we're making it happen. We're"},{"speaker":"Matt Lasher","startTime":234.33,"endTime":238.17,"body":"gonna show him Times Square. Do"},{"speaker":"Matt Lasher","startTime":238.17,"endTime":240.3,"body":"a little dinner tonight. Fly"},{"speaker":"Matt Lasher","startTime":238.17,"endTime":240.3,"body":"home to Buffalo tomorrow."},{"speaker":"Paul Daly","startTime":240.36,"endTime":241.92,"body":"I love it. Maybe a"},{"speaker":"Paul Daly","startTime":240.36,"endTime":241.92,"body":"little Lego Store?"},{"speaker":"Matt Lasher","startTime":242.37,"endTime":245.01,"body":"Maybe maybe"},{"speaker":"Matt Lasher","startTime":242.37,"endTime":245.01,"body":"something can afford that. I"},{"speaker":"Matt Lasher","startTime":245.04,"endTime":245.94,"body":"don't know if I can afford that."},{"speaker":"Paul Daly","startTime":247.44,"endTime":249.93,"body":"You get a couple of"},{"speaker":"Paul Daly","startTime":247.44,"endTime":249.93,"body":"Legos. Just a couple of Legos."},{"speaker":"Paul Daly","startTime":249.93,"endTime":254.76,"body":"Your business is doing okay. You"},{"speaker":"Paul Daly","startTime":249.93,"endTime":254.76,"body":"are always the wildcard in any"},{"speaker":"Paul Daly","startTime":254.76,"endTime":257.67,"body":"conversation. We were just"},{"speaker":"Paul Daly","startTime":254.76,"endTime":257.67,"body":"talking about this. You know,"},{"speaker":"Paul Daly","startTime":257.7,"endTime":260.01,"body":"you have the industry standbys."},{"speaker":"Paul Daly","startTime":257.7,"endTime":260.01,"body":"And then when that shows up,"},{"speaker":"Paul Daly","startTime":260.01,"endTime":263.37,"body":"it's usually like, what grenade"},{"speaker":"Paul Daly","startTime":260.01,"endTime":263.37,"body":"is he going to lob in? He's got"},{"speaker":"Paul Daly","startTime":263.37,"endTime":265.98,"body":"a full belt of grenades. I just"},{"speaker":"Paul Daly","startTime":263.37,"endTime":265.98,"body":"don't know which one he's going"},{"speaker":"Paul Daly","startTime":265.98,"endTime":268.95,"body":"to lob into the conversation. So"},{"speaker":"Paul Daly","startTime":265.98,"endTime":268.95,"body":"let's just talk for a few"},{"speaker":"Paul Daly","startTime":268.95,"endTime":272.76,"body":"minutes about what your"},{"speaker":"Paul Daly","startTime":268.95,"endTime":272.76,"body":"perspective is on the velocity"},{"speaker":"Paul Daly","startTime":272.76,"endTime":275.07,"body":"of change inside retail"},{"speaker":"Paul Daly","startTime":272.76,"endTime":275.07,"body":"automotive currently."},{"speaker":"Matt Lasher","startTime":275.49,"endTime":277.53,"body":"Yeah, so I My"},{"speaker":"Matt Lasher","startTime":275.49,"endTime":277.53,"body":"observation is I think there's a"},{"speaker":"Matt Lasher","startTime":277.53,"endTime":280.77,"body":"lot of smart people, well"},{"speaker":"Matt Lasher","startTime":277.53,"endTime":280.77,"body":"intentioned people giving the"},{"speaker":"Matt Lasher","startTime":280.77,"endTime":284.37,"body":"vision of where the industry is"},{"speaker":"Matt Lasher","startTime":280.77,"endTime":284.37,"body":"going. You know, I don't know if"},{"speaker":"Matt Lasher","startTime":284.37,"endTime":287.76,"body":"you have your Amazon shirt on"},{"speaker":"Matt Lasher","startTime":284.37,"endTime":287.76,"body":"today or not. And you know, I"},{"speaker":"Matt Lasher","startTime":287.76,"endTime":291.18,"body":"think that there's a lot of"},{"speaker":"Matt Lasher","startTime":287.76,"endTime":291.18,"body":"credence and validity in a lot"},{"speaker":"Matt Lasher","startTime":291.18,"endTime":294.6,"body":"of these statements, reducing"},{"speaker":"Matt Lasher","startTime":291.18,"endTime":294.6,"body":"friction primarily working on"},{"speaker":"Matt Lasher","startTime":294.6,"endTime":297.78,"body":"improving the customer"},{"speaker":"Matt Lasher","startTime":294.6,"endTime":297.78,"body":"experience. But there's also a"},{"speaker":"Matt Lasher","startTime":297.78,"endTime":301.05,"body":"lot of noise in the system"},{"speaker":"Matt Lasher","startTime":297.78,"endTime":301.05,"body":"primarily from People that have"},{"speaker":"Matt Lasher","startTime":301.05,"endTime":304.62,"body":"the most to gain from this quote"},{"speaker":"Matt Lasher","startTime":301.05,"endTime":304.62,"body":"unquote, disruption. And one of"},{"speaker":"Matt Lasher","startTime":304.62,"endTime":308.04,"body":"the things that I'm most"},{"speaker":"Matt Lasher","startTime":304.62,"endTime":308.04,"body":"interested by is successful"},{"speaker":"Matt Lasher","startTime":308.04,"endTime":311.76,"body":"businesses and why or how they"},{"speaker":"Matt Lasher","startTime":308.04,"endTime":311.76,"body":"innovate. You have a lot of"},{"speaker":"Matt Lasher","startTime":311.76,"endTime":315.51,"body":"regionally strong dealer groups"},{"speaker":"Matt Lasher","startTime":311.76,"endTime":315.51,"body":"like West Herr who are getting"},{"speaker":"Matt Lasher","startTime":315.51,"endTime":318.09,"body":"stronger, they're well"},{"speaker":"Matt Lasher","startTime":315.51,"endTime":318.09,"body":"capitalized, they have good"},{"speaker":"Matt Lasher","startTime":318.09,"endTime":320.76,"body":"processes in place, more"},{"speaker":"Matt Lasher","startTime":318.09,"endTime":320.76,"body":"importantly, the good people in"},{"speaker":"Matt Lasher","startTime":320.76,"endTime":323.58,"body":"place, and they can leverage"},{"speaker":"Matt Lasher","startTime":320.76,"endTime":323.58,"body":"technology that's available to"},{"speaker":"Matt Lasher","startTime":323.58,"endTime":327.87,"body":"them. However, it's not this"},{"speaker":"Matt Lasher","startTime":323.58,"endTime":327.87,"body":"stark, you know, blow up the"},{"speaker":"Matt Lasher","startTime":327.87,"endTime":332.04,"body":"whole industry vibe that I often"},{"speaker":"Matt Lasher","startTime":327.87,"endTime":332.04,"body":"hear where dealers are being"},{"speaker":"Matt Lasher","startTime":332.04,"endTime":338.13,"body":"criticized for being archaic or"},{"speaker":"Matt Lasher","startTime":332.04,"endTime":338.13,"body":"out of touch, or old school."},{"speaker":"Matt Lasher","startTime":338.34,"endTime":341.97,"body":"Right? I think that there's this"},{"speaker":"Matt Lasher","startTime":338.34,"endTime":341.97,"body":"consumer behavior situation"},{"speaker":"Matt Lasher","startTime":341.97,"endTime":346.11,"body":"where change happens slow."},{"speaker":"Matt Lasher","startTime":341.97,"endTime":346.11,"body":"happens really slow over time."},{"speaker":"Matt Lasher","startTime":346.44,"endTime":350.79,"body":"And so I think, I think some of"},{"speaker":"Matt Lasher","startTime":346.44,"endTime":350.79,"body":"the velocity maybe is overhyped"},{"speaker":"Matt Lasher","startTime":350.79,"endTime":352.92,"body":"by people that are trying to"},{"speaker":"Matt Lasher","startTime":350.79,"endTime":352.92,"body":"wedge their way into the"},{"speaker":"Matt Lasher","startTime":352.92,"endTime":353.43,"body":"industry."},{"speaker":"Paul Daly","startTime":353.85,"endTime":357.18,"body":"Gotcha. So you're"},{"speaker":"Paul Daly","startTime":353.85,"endTime":357.18,"body":"saying that things are good"},{"speaker":"Paul Daly","startTime":357.18,"endTime":362.22,"body":"right now. And especially for"},{"speaker":"Paul Daly","startTime":357.18,"endTime":362.22,"body":"the larger groups, that change"},{"speaker":"Paul Daly","startTime":362.22,"endTime":365.31,"body":"is actually happening much more"},{"speaker":"Paul Daly","startTime":362.22,"endTime":365.31,"body":"incrementally than you know, if"},{"speaker":"Paul Daly","startTime":365.31,"endTime":368.79,"body":"you were just to browse the"},{"speaker":"Paul Daly","startTime":365.31,"endTime":368.79,"body":"headlines on LinkedIn, or kind"},{"speaker":"Paul Daly","startTime":368.79,"endTime":371.55,"body":"of look at the news, which is"},{"speaker":"Paul Daly","startTime":368.79,"endTime":371.55,"body":"saying like, the sky is falling,"},{"speaker":"Paul Daly","startTime":371.64,"endTime":374.19,"body":"change or die. You're saying"},{"speaker":"Paul Daly","startTime":371.64,"endTime":374.19,"body":"from the inside, it doesn't"},{"speaker":"Paul Daly","startTime":374.19,"endTime":376.08,"body":"always feel that way. Or it"},{"speaker":"Paul Daly","startTime":374.19,"endTime":376.08,"body":"doesn't feel that way,"},{"speaker":"Matt Lasher","startTime":376.14,"endTime":380.52,"body":"when we have big"},{"speaker":"Matt Lasher","startTime":376.14,"endTime":380.52,"body":"companies, West Herr has 2700"},{"speaker":"Matt Lasher","startTime":380.55,"endTime":385.35,"body":"employees, right. So how many"},{"speaker":"Matt Lasher","startTime":380.55,"endTime":385.35,"body":"rooftops over 30 now depends on"},{"speaker":"Matt Lasher","startTime":385.35,"endTime":387.99,"body":"how you count the rooftops. We"},{"speaker":"Matt Lasher","startTime":385.35,"endTime":387.99,"body":"say 35 in our marketing"},{"speaker":"Matt Lasher","startTime":388.11,"endTime":393.09,"body":"propaganda, in about, you know,"},{"speaker":"Matt Lasher","startTime":388.11,"endTime":393.09,"body":"4000 used cars. And you so you"},{"speaker":"Matt Lasher","startTime":393.09,"endTime":396.39,"body":"think about all of these people"},{"speaker":"Matt Lasher","startTime":393.09,"endTime":396.39,"body":"within that system. They're not"},{"speaker":"Matt Lasher","startTime":396.39,"endTime":398.37,"body":"going anywhere. We're not going"},{"speaker":"Matt Lasher","startTime":396.39,"endTime":398.37,"body":"to blow up the system and"},{"speaker":"Matt Lasher","startTime":398.37,"endTime":401.58,"body":"replace them with kiosks"},{"speaker":"Matt Lasher","startTime":398.37,"endTime":401.58,"body":"overnight. Right? Right. That's"},{"speaker":"Matt Lasher","startTime":401.58,"endTime":403.32,"body":"just nor do consumers want"},{"speaker":"Paul Daly","startTime":403.44,"endTime":405.12,"body":"that. So I was gonna"},{"speaker":"Paul Daly","startTime":403.44,"endTime":405.12,"body":"say like, what do you see the"},{"speaker":"Paul Daly","startTime":405.12,"endTime":408.6,"body":"actual demand because, you know,"},{"speaker":"Paul Daly","startTime":405.12,"endTime":408.6,"body":"Scott, the Scott Beeler, the"},{"speaker":"Paul Daly","startTime":408.6,"endTime":411.99,"body":"owner of West Herr is a very"},{"speaker":"Paul Daly","startTime":408.6,"endTime":411.99,"body":"hands in the dirt owner. And"},{"speaker":"Paul Daly","startTime":411.99,"endTime":415.68,"body":"like I've, I've rarely rarely"},{"speaker":"Paul Daly","startTime":411.99,"endTime":415.68,"body":"seen, especially for group your"},{"speaker":"Paul Daly","startTime":415.68,"endTime":420.36,"body":"size. And you spent a lot of"},{"speaker":"Paul Daly","startTime":415.68,"endTime":420.36,"body":"time in the dirt as well. Very"},{"speaker":"Paul Daly","startTime":420.36,"endTime":423.03,"body":"high touch leadership, many"},{"speaker":"Paul Daly","startTime":420.36,"endTime":423.03,"body":"marketing directors are"},{"speaker":"Paul Daly","startTime":423.03,"endTime":425.79,"body":"delivering a car today. That's"},{"speaker":"Paul Daly","startTime":423.03,"endTime":425.79,"body":"what I'm talking about. By the"},{"speaker":"Paul Daly","startTime":425.79,"endTime":428.31,"body":"way, I'm pretty sure I picked"},{"speaker":"Paul Daly","startTime":425.79,"endTime":428.31,"body":"the very worst stretch of"},{"speaker":"Paul Daly","startTime":428.31,"endTime":432.03,"body":"highway to start this class."},{"speaker":"Paul Daly","startTime":428.31,"endTime":432.03,"body":"It's gonna be a little more of a"},{"speaker":"Paul Daly","startTime":432.03,"endTime":433.95,"body":"jarring experience. If you're"},{"speaker":"Paul Daly","startTime":432.03,"endTime":433.95,"body":"watching and we're gonna try to"},{"speaker":"Paul Daly","startTime":433.95,"endTime":437.58,"body":"chill it out, though. Yeah,"},{"speaker":"Paul Daly","startTime":433.95,"endTime":437.58,"body":"exactly. Right. Like you're in"},{"speaker":"Paul Daly","startTime":437.58,"endTime":440.28,"body":"touch. You're in touch with your"},{"speaker":"Paul Daly","startTime":437.58,"endTime":440.28,"body":"managers, you're helping to put"},{"speaker":"Paul Daly","startTime":440.28,"endTime":443.85,"body":"things together. So everybody"},{"speaker":"Paul Daly","startTime":440.28,"endTime":443.85,"body":"says the consumer wants things"},{"speaker":"Paul Daly","startTime":443.85,"endTime":447.36,"body":"one way. But in the showroom,"},{"speaker":"Paul Daly","startTime":443.85,"endTime":447.36,"body":"sometimes it's an actual"},{"speaker":"Paul Daly","startTime":447.36,"endTime":450.78,"body":"different perception of what you"},{"speaker":"Paul Daly","startTime":447.36,"endTime":450.78,"body":"see happening. What do you feel"},{"speaker":"Paul Daly","startTime":450.78,"endTime":453.72,"body":"like the consumer position"},{"speaker":"Paul Daly","startTime":450.78,"endTime":453.72,"body":"really is when it comes to"},{"speaker":"Paul Daly","startTime":453.72,"endTime":456.9,"body":"wanting to do things online or"},{"speaker":"Paul Daly","startTime":453.72,"endTime":456.9,"body":"wanting to go EV? You know, if"},{"speaker":"Paul Daly","startTime":456.9,"endTime":460.11,"body":"you read the headlines, you"},{"speaker":"Paul Daly","startTime":456.9,"endTime":460.11,"body":"would think everyone, and I'm"},{"speaker":"Paul Daly","startTime":460.11,"endTime":461.94,"body":"betting that's probably not the"},{"speaker":"Paul Daly","startTime":460.11,"endTime":461.94,"body":"case in the showroom."},{"speaker":"Matt Lasher","startTime":462.48,"endTime":465.42,"body":"Listen, man, I"},{"speaker":"Matt Lasher","startTime":462.48,"endTime":465.42,"body":"mean, consumers say, I don't"},{"speaker":"Matt Lasher","startTime":465.42,"endTime":469.26,"body":"want to do negotiate until they"},{"speaker":"Matt Lasher","startTime":465.42,"endTime":469.26,"body":"get into the showroom floor, and"},{"speaker":"Matt Lasher","startTime":469.26,"endTime":471.99,"body":"then all of a sudden, they want"},{"speaker":"Matt Lasher","startTime":469.26,"endTime":471.99,"body":"to negotiate. So So you see a"},{"speaker":"Matt Lasher","startTime":471.99,"endTime":474.78,"body":"lot of negotiation. Well, it's"},{"speaker":"Matt Lasher","startTime":471.99,"endTime":474.78,"body":"so these days, obviously, with"},{"speaker":"Matt Lasher","startTime":474.78,"endTime":478.2,"body":"new car inventory and what it"},{"speaker":"Matt Lasher","startTime":474.78,"endTime":478.2,"body":"is, it's a little Yeah, the"},{"speaker":"Matt Lasher","startTime":478.2,"endTime":480.51,"body":"narrative is we don't have any"},{"speaker":"Matt Lasher","startTime":478.2,"endTime":480.51,"body":"you want to put your name on a"},{"speaker":"Matt Lasher","startTime":480.51,"endTime":483.72,"body":"list? Yeah. However, you know,"},{"speaker":"Matt Lasher","startTime":480.51,"endTime":483.72,"body":"West Herr is proud of the fact"},{"speaker":"Matt Lasher","startTime":483.72,"endTime":487.56,"body":"that we don't we do not sell new"},{"speaker":"Matt Lasher","startTime":483.72,"endTime":487.56,"body":"cars over MSRP Yep. Where"},{"speaker":"Matt Lasher","startTime":487.59,"endTime":489.9,"body":"there's many dealers across the"},{"speaker":"Matt Lasher","startTime":487.59,"endTime":489.9,"body":"country that are choosing to do"},{"speaker":"Matt Lasher","startTime":489.9,"endTime":494.22,"body":"that take that short term. You"},{"speaker":"Matt Lasher","startTime":489.9,"endTime":494.22,"body":"know, hiccup, it's a debate, it"},{"speaker":"Matt Lasher","startTime":494.22,"endTime":497.25,"body":"is alive, you know, and like,"},{"speaker":"Matt Lasher","startTime":494.22,"endTime":497.25,"body":"free market, do it, do what you"},{"speaker":"Matt Lasher","startTime":497.25,"endTime":501.03,"body":"want. But we made it, we made a"},{"speaker":"Matt Lasher","startTime":497.25,"endTime":501.03,"body":"commitment to the manufacturers,"},{"speaker":"Matt Lasher","startTime":501.03,"endTime":504.36,"body":"we represent that we would not"},{"speaker":"Matt Lasher","startTime":501.03,"endTime":504.36,"body":"do that. And so we're proud of"},{"speaker":"Matt Lasher","startTime":504.36,"endTime":506.79,"body":"that we're proud of we we don't"},{"speaker":"Matt Lasher","startTime":504.36,"endTime":506.79,"body":"do that. But it has led to some"},{"speaker":"Matt Lasher","startTime":506.79,"endTime":509.31,"body":"interesting conversations. We"},{"speaker":"Matt Lasher","startTime":506.79,"endTime":509.31,"body":"have people from out of out of"},{"speaker":"Matt Lasher","startTime":509.31,"endTime":512.79,"body":"the area out of state, calling"},{"speaker":"Matt Lasher","startTime":509.31,"endTime":512.79,"body":"us wanting the Chevy Tahoe that"},{"speaker":"Matt Lasher","startTime":512.79,"endTime":514.62,"body":"we're driving in New York City,"},{"speaker":"Matt Lasher","startTime":512.79,"endTime":514.62,"body":"because when you're doing"},{"speaker":"Matt Lasher","startTime":514.62,"endTime":516.99,"body":"national searches, all of a"},{"speaker":"Matt Lasher","startTime":514.62,"endTime":516.99,"body":"sudden, all of a sudden, right."},{"speaker":"Matt Lasher","startTime":516.99,"endTime":520.2,"body":"And so we've actually had to"},{"speaker":"Matt Lasher","startTime":516.99,"endTime":520.2,"body":"decline some business that from"},{"speaker":"Matt Lasher","startTime":520.2,"endTime":524.22,"body":"people that are out of the out"},{"speaker":"Matt Lasher","startTime":520.2,"endTime":524.22,"body":"of our area, just because we"},{"speaker":"Matt Lasher","startTime":524.22,"endTime":527.19,"body":"want to have some product for"},{"speaker":"Matt Lasher","startTime":524.22,"endTime":527.19,"body":"Western New York, well,"},{"speaker":"Paul Daly","startTime":527.19,"endTime":528.33,"body":"if you're limited"},{"speaker":"Paul Daly","startTime":527.19,"endTime":528.33,"body":"Well, if you're limited a"},{"speaker":"Paul Daly","startTime":528.33,"endTime":531.33,"body":"product to it, it just it starts"},{"speaker":"Paul Daly","startTime":528.33,"endTime":531.33,"body":"to dilute the efficacy of your"},{"speaker":"Paul Daly","startTime":531.33,"endTime":534.18,"body":"your customer retention dollars,"},{"speaker":"Paul Daly","startTime":531.33,"endTime":534.18,"body":"like you can't service them."},{"speaker":"Paul Daly","startTime":534.33,"endTime":536.28,"body":"Right, you know, you know,"},{"speaker":"Paul Daly","startTime":534.33,"endTime":536.28,"body":"they're never coming back."},{"speaker":"Matt Lasher","startTime":536.28,"endTime":538.5,"body":"Yeah. You know,"},{"speaker":"Matt Lasher","startTime":536.28,"endTime":538.5,"body":"it's a fascinating thing with"},{"speaker":"Matt Lasher","startTime":538.5,"endTime":541.74,"body":"the shortage of inventory. I"},{"speaker":"Matt Lasher","startTime":538.5,"endTime":541.74,"body":"think OEMs or many OEMs are"},{"speaker":"Matt Lasher","startTime":541.74,"endTime":544.83,"body":"taking a position where people"},{"speaker":"Matt Lasher","startTime":541.74,"endTime":544.83,"body":"are less important in the"},{"speaker":"Matt Lasher","startTime":544.83,"endTime":548.73,"body":"process. And I would say this is"},{"speaker":"Matt Lasher","startTime":544.83,"endTime":548.73,"body":"just a really short term blip"},{"speaker":"Matt Lasher","startTime":548.76,"endTime":551.97,"body":"because what's going to happen I"},{"speaker":"Matt Lasher","startTime":548.76,"endTime":551.97,"body":"think, is some OEM will produce"},{"speaker":"Matt Lasher","startTime":552.0,"endTime":555.51,"body":"a few cars and start getting a"},{"speaker":"Matt Lasher","startTime":552.0,"endTime":555.51,"body":"little bit of market share. And"},{"speaker":"Matt Lasher","startTime":555.51,"endTime":559.2,"body":"then the others will follow"},{"speaker":"Matt Lasher","startTime":555.51,"endTime":559.2,"body":"suit. We'll get a little over"},{"speaker":"Matt Lasher","startTime":559.2,"endTime":562.17,"body":"production like we had once we"},{"speaker":"Matt Lasher","startTime":559.2,"endTime":562.17,"body":"can catch up. Yep, once we can"},{"speaker":"Matt Lasher","startTime":562.17,"endTime":565.8,"body":"catch up and it's probably 12 to"},{"speaker":"Matt Lasher","startTime":562.17,"endTime":565.8,"body":"18 months away. One thing I"},{"speaker":"Matt Lasher","startTime":565.8,"endTime":569.76,"body":"don't hear people talking about"},{"speaker":"Matt Lasher","startTime":565.8,"endTime":569.76,"body":"West Herr has 10,000 sold"},{"speaker":"Matt Lasher","startTime":569.76,"endTime":574.05,"body":"orders, pending delivery. We"},{"speaker":"Matt Lasher","startTime":569.76,"endTime":574.05,"body":"have new cars, so we have 10,000"},{"speaker":"Matt Lasher","startTime":574.05,"endTime":578.16,"body":"people waiting for their new car"},{"speaker":"Matt Lasher","startTime":574.05,"endTime":578.16,"body":"to come off a truck. Okay, so"},{"speaker":"Matt Lasher","startTime":578.19,"endTime":583.05,"body":"you know we sell about 5000 cars"},{"speaker":"Matt Lasher","startTime":578.19,"endTime":583.05,"body":"a month total about 2500 new wow"},{"speaker":"Matt Lasher","startTime":583.05,"endTime":585.93,"body":"and you have 10 and we have"},{"speaker":"Matt Lasher","startTime":583.05,"endTime":585.93,"body":"10,000 so waiting to deliver it"},{"speaker":"Matt Lasher","startTime":585.93,"endTime":589.17,"body":"if we stopped doing business"},{"speaker":"Matt Lasher","startTime":585.93,"endTime":589.17,"body":"today, we have four months of"},{"speaker":"Matt Lasher","startTime":589.17,"endTime":593.16,"body":"sale a full roster of just got"},{"speaker":"Matt Lasher","startTime":589.17,"endTime":593.16,"body":"to get the cars off the truck."},{"speaker":"Matt Lasher","startTime":594.06,"endTime":597.24,"body":"So I think that's really going"},{"speaker":"Matt Lasher","startTime":594.06,"endTime":597.24,"body":"to be the indicator when used"},{"speaker":"Matt Lasher","startTime":597.24,"endTime":600.33,"body":"car used car market starts to"},{"speaker":"Matt Lasher","startTime":597.24,"endTime":600.33,"body":"normalize back to the mean And"},{"speaker":"Matt Lasher","startTime":600.54,"endTime":604.95,"body":"once those sold pending lists"},{"speaker":"Matt Lasher","startTime":600.54,"endTime":604.95,"body":"start to shrink, I think then"},{"speaker":"Matt Lasher","startTime":604.95,"endTime":608.55,"body":"you'll start to see wholesale"},{"speaker":"Matt Lasher","startTime":604.95,"endTime":608.55,"body":"the wholesale market behave in a"},{"speaker":"Matt Lasher","startTime":608.55,"endTime":613.41,"body":"more rational manner. And then"},{"speaker":"Matt Lasher","startTime":608.55,"endTime":613.41,"body":"you'll also see incentives come"},{"speaker":"Matt Lasher","startTime":613.41,"endTime":613.8,"body":"back."},{"speaker":"Paul Daly","startTime":614.13,"endTime":617.19,"body":"So what's what's your"},{"speaker":"Paul Daly","startTime":614.13,"endTime":617.19,"body":"perspective on? What do you"},{"speaker":"Paul Daly","startTime":617.19,"endTime":621.39,"body":"think's going to happen with"},{"speaker":"Paul Daly","startTime":617.19,"endTime":621.39,"body":"rebates? day supply on the"},{"speaker":"Paul Daly","startTime":621.39,"endTime":625.47,"body":"ground? I have my thoughts about"},{"speaker":"Paul Daly","startTime":621.39,"endTime":625.47,"body":"it ever, you know, I've heard"},{"speaker":"Paul Daly","startTime":625.5,"endTime":629.04,"body":"various opinions, some that I"},{"speaker":"Paul Daly","startTime":625.5,"endTime":629.04,"body":"would consider wildly"},{"speaker":"Paul Daly","startTime":629.04,"endTime":633.84,"body":"optimistic. And then some that I"},{"speaker":"Paul Daly","startTime":629.04,"endTime":633.84,"body":"would consider like wildly"},{"speaker":"Paul Daly","startTime":633.84,"endTime":635.91,"body":"cynical. Where do you fall?"},{"speaker":"Matt Lasher","startTime":636.93,"endTime":638.4,"body":"Are you gonna share"},{"speaker":"Matt Lasher","startTime":636.93,"endTime":638.4,"body":"any of those opinions? Or you"},{"speaker":"Matt Lasher","startTime":638.4,"endTime":641.31,"body":"want to find out straight away"},{"speaker":"Matt Lasher","startTime":638.4,"endTime":641.31,"body":"so it's about you listen to my"},{"speaker":"Paul Daly","startTime":641.31,"endTime":644.52,"body":"opinions. All right,"},{"speaker":"Paul Daly","startTime":641.31,"endTime":644.52,"body":"share your show me everyday."},{"speaker":"Matt Lasher","startTime":644.55,"endTime":647.52,"body":"Yeah. Listen to"},{"speaker":"Matt Lasher","startTime":644.55,"endTime":647.52,"body":"some brands have done a good job"},{"speaker":"Matt Lasher","startTime":647.52,"endTime":650.88,"body":"with keeping day supply low"},{"speaker":"Matt Lasher","startTime":647.52,"endTime":650.88,"body":"Toyota, Subaru come to mind"},{"speaker":"Matt Lasher","startTime":650.88,"endTime":657.21,"body":"they've pre pandemic operated in"},{"speaker":"Matt Lasher","startTime":650.88,"endTime":657.21,"body":"a very lean environment. I think"},{"speaker":"Matt Lasher","startTime":657.21,"endTime":661.26,"body":"that some other manufacturers"},{"speaker":"Matt Lasher","startTime":657.21,"endTime":661.26,"body":"have legacy issues to deal with,"},{"speaker":"Matt Lasher","startTime":661.47,"endTime":665.73,"body":"with respect to workforces. And"},{"speaker":"Matt Lasher","startTime":661.47,"endTime":665.73,"body":"I think that there's pressure to"},{"speaker":"Matt Lasher","startTime":665.73,"endTime":670.14,"body":"over produce. Yep. Based on"},{"speaker":"Matt Lasher","startTime":665.73,"endTime":670.14,"body":"those systems. So I think we'll"},{"speaker":"Matt Lasher","startTime":670.14,"endTime":674.4,"body":"get back to an environment that"},{"speaker":"Matt Lasher","startTime":670.14,"endTime":674.4,"body":"has a higher day supply. And,"},{"speaker":"Matt Lasher","startTime":674.4,"endTime":676.41,"body":"you know, I mean, look, give the"},{"speaker":"Matt Lasher","startTime":674.4,"endTime":676.41,"body":"manufacturer some credit,"},{"speaker":"Matt Lasher","startTime":676.41,"endTime":680.22,"body":"predicting consumer demand three"},{"speaker":"Matt Lasher","startTime":676.41,"endTime":680.22,"body":"years out, or whatever it had."},{"speaker":"Matt Lasher","startTime":680.49,"endTime":683.22,"body":"That's a hard thing, right? And"},{"speaker":"Matt Lasher","startTime":680.49,"endTime":683.22,"body":"easy thing, right? So you missed"},{"speaker":"Matt Lasher","startTime":683.22,"endTime":687.9,"body":"the mark, you produce too many"},{"speaker":"Matt Lasher","startTime":683.22,"endTime":687.9,"body":"base F 150s, or whatever, right?"},{"speaker":"Matt Lasher","startTime":687.93,"endTime":691.17,"body":"And you're gonna have to figure"},{"speaker":"Matt Lasher","startTime":687.93,"endTime":691.17,"body":"out how to sell Yeah,"},{"speaker":"Paul Daly","startTime":691.77,"endTime":696.03,"body":"yeah. Okay. So it's,"},{"speaker":"Paul Daly","startTime":691.77,"endTime":696.03,"body":"you're predicting a return to"},{"speaker":"Paul Daly","startTime":696.03,"endTime":700.56,"body":"that level of, of market"},{"speaker":"Paul Daly","startTime":696.03,"endTime":700.56,"body":"normalcy. But, you know, it's"},{"speaker":"Paul Daly","startTime":700.56,"endTime":702.6,"body":"kind of more of a measured like,"},{"speaker":"Paul Daly","startTime":700.56,"endTime":702.6,"body":"Well, we'll see, it's like,"},{"speaker":"Paul Daly","startTime":702.6,"endTime":704.61,"body":"we're gonna ramp down, it's"},{"speaker":"Paul Daly","startTime":702.6,"endTime":704.61,"body":"gonna be it's not gonna be a"},{"speaker":"Paul Daly","startTime":704.61,"endTime":708.54,"body":"faucet. It's gonna be a, you"},{"speaker":"Paul Daly","startTime":704.61,"endTime":708.54,"body":"know, like, an on ramp off ramp."},{"speaker":"Matt Lasher","startTime":708.57,"endTime":710.981,"body":"I mean, don't"},{"speaker":"Matt Lasher","startTime":708.57,"endTime":710.981,"body":"forget OEMs make money selling"},{"speaker":"Matt Lasher","startTime":711.036,"endTime":713.94,"body":"to dealers? Absolutely."},{"speaker":"Matt Lasher","startTime":711.036,"endTime":713.94,"body":"Primarily, right. So like, do"},{"speaker":"Matt Lasher","startTime":713.995,"endTime":717.064,"body":"you want to sell cars to"},{"speaker":"Matt Lasher","startTime":713.995,"endTime":717.064,"body":"dealers? Absolutely. That's the"},{"speaker":"Matt Lasher","startTime":717.119,"endTime":720.023,"body":"business. And prior to the"},{"speaker":"Matt Lasher","startTime":717.119,"endTime":720.023,"body":"pandemic, or prior to this"},{"speaker":"Matt Lasher","startTime":720.078,"endTime":723.476,"body":"disruption in supply. Every OEM"},{"speaker":"Matt Lasher","startTime":720.078,"endTime":723.476,"body":"representative was primarily a"},{"speaker":"Matt Lasher","startTime":723.531,"endTime":726.71,"body":"salesperson selling to the"},{"speaker":"Matt Lasher","startTime":723.531,"endTime":726.71,"body":"dealer, right? Like it's right,"},{"speaker":"Matt Lasher","startTime":726.764,"endTime":729.998,"body":"this wholesale channel with a"},{"speaker":"Matt Lasher","startTime":726.764,"endTime":729.998,"body":"whole system in place to sell"},{"speaker":"Matt Lasher","startTime":730.053,"endTime":733.56,"body":"cars to dealers, right. And so I"},{"speaker":"Matt Lasher","startTime":730.053,"endTime":733.56,"body":"think there's going to be a lot"},{"speaker":"Matt Lasher","startTime":733.615,"endTime":737.013,"body":"of reasons why people go back to"},{"speaker":"Matt Lasher","startTime":733.615,"endTime":737.013,"body":"how it was. But the challenge"},{"speaker":"Matt Lasher","startTime":737.067,"endTime":739.917,"body":"for dealers in particular, in a"},{"speaker":"Matt Lasher","startTime":737.067,"endTime":739.917,"body":"rising interest rate"},{"speaker":"Matt Lasher","startTime":739.972,"endTime":743.26,"body":"environment. So floorplan costs"},{"speaker":"Matt Lasher","startTime":739.972,"endTime":743.26,"body":"will go up as inventories go"},{"speaker":"Matt Lasher","startTime":743.315,"endTime":746.713,"body":"higher. So there might be some"},{"speaker":"Matt Lasher","startTime":743.315,"endTime":746.713,"body":"reluctance with some dealers to"},{"speaker":"Matt Lasher","startTime":746.768,"endTime":750.111,"body":"carry as much inventory as they"},{"speaker":"Matt Lasher","startTime":746.768,"endTime":750.111,"body":"once did. Yeah. But you know,"},{"speaker":"Matt Lasher","startTime":750.166,"endTime":753.399,"body":"again, the well capitalized"},{"speaker":"Matt Lasher","startTime":750.166,"endTime":753.399,"body":"regional based groups like West"},{"speaker":"Matt Lasher","startTime":753.454,"endTime":756.03,"body":"Herr are going to take all the"},{"speaker":"Matt Lasher","startTime":753.454,"endTime":756.03,"body":"cars we can get,"},{"speaker":"Paul Daly","startTime":756.0,"endTime":759.06,"body":"yeah, right. Because"},{"speaker":"Paul Daly","startTime":756.0,"endTime":759.06,"body":"you know, you can find somebody"},{"speaker":"Paul Daly","startTime":759.06,"endTime":762.45,"body":"to buy it, I agree with you, I"},{"speaker":"Paul Daly","startTime":759.06,"endTime":762.45,"body":"think that we are going to get"},{"speaker":"Paul Daly","startTime":762.45,"endTime":766.44,"body":"back and I think it only takes,"},{"speaker":"Paul Daly","startTime":762.45,"endTime":766.44,"body":"it only takes one, right, and"},{"speaker":"Paul Daly","startTime":766.44,"endTime":769.5,"body":"the second somebody can run a"},{"speaker":"Paul Daly","startTime":766.44,"endTime":769.5,"body":"rebate or incentivize a"},{"speaker":"Paul Daly","startTime":769.5,"endTime":772.14,"body":"purchase, there's going to be"},{"speaker":"Paul Daly","startTime":769.5,"endTime":772.14,"body":"pressure on everybody else to do"},{"speaker":"Paul Daly","startTime":772.14,"endTime":775.65,"body":"the same and pressure from their"},{"speaker":"Paul Daly","startTime":772.14,"endTime":775.65,"body":"dealers to give them something"},{"speaker":"Paul Daly","startTime":775.65,"endTime":780.63,"body":"to talk about as well. And, you"},{"speaker":"Paul Daly","startTime":775.65,"endTime":780.63,"body":"know, cutting out floor planning"},{"speaker":"Paul Daly","startTime":780.63,"endTime":784.62,"body":"costs almost completely on the"},{"speaker":"Paul Daly","startTime":780.63,"endTime":784.62,"body":"new cart side anyway, for the"},{"speaker":"Paul Daly","startTime":784.62,"endTime":787.77,"body":"first time ever, or at least"},{"speaker":"Paul Daly","startTime":784.62,"endTime":787.77,"body":"since I've been in the business,"},{"speaker":"Paul Daly","startTime":788.04,"endTime":790.89,"body":"seeing the new car department as"},{"speaker":"Paul Daly","startTime":788.04,"endTime":790.89,"body":"an actual profit center on the"},{"speaker":"Paul Daly","startTime":790.89,"endTime":795.03,"body":"P\u0026L and not showing it as a loss"},{"speaker":"Paul Daly","startTime":790.89,"endTime":795.03,"body":"I think that'll be a very"},{"speaker":"Paul Daly","startTime":795.03,"endTime":800.22,"body":"healthy barrier to going too"},{"speaker":"Paul Daly","startTime":795.03,"endTime":800.22,"body":"far. And you know, EVs coming"},{"speaker":"Paul Daly","startTime":800.22,"endTime":803.58,"body":"back EVs being introduced to the"},{"speaker":"Paul Daly","startTime":800.22,"endTime":803.58,"body":"market is a variable we haven't"},{"speaker":"Paul Daly","startTime":803.58,"endTime":806.04,"body":"dealt with before so it's not"},{"speaker":"Paul Daly","startTime":803.58,"endTime":806.04,"body":"apples to apples and like that"},{"speaker":"Paul Daly","startTime":806.04,"endTime":808.98,"body":"whole thing is going to throw a"},{"speaker":"Paul Daly","startTime":806.04,"endTime":808.98,"body":"throw a variable that we haven't"},{"speaker":"Paul Daly","startTime":808.98,"endTime":809.91,"body":"seen but so EVs"},{"speaker":"Matt Lasher","startTime":809.0,"endTime":811.73,"body":"I don't know how"},{"speaker":"Matt Lasher","startTime":809.0,"endTime":811.73,"body":"much conversation you've had"},{"speaker":"Matt Lasher","startTime":811.73,"endTime":814.43,"body":"with the other dealers I was"},{"speaker":"Matt Lasher","startTime":811.73,"endTime":814.43,"body":"listening to a single point"},{"speaker":"Matt Lasher","startTime":814.43,"endTime":819.29,"body":"dealer educating me on energy"},{"speaker":"Matt Lasher","startTime":814.43,"endTime":819.29,"body":"costs so he gave me the story"},{"speaker":"Matt Lasher","startTime":819.29,"endTime":822.05,"body":"that there dealership don't"},{"speaker":"Matt Lasher","startTime":819.29,"endTime":822.05,"body":"quote me on the exact numbers"},{"speaker":"Matt Lasher","startTime":822.05,"endTime":826.04,"body":"but 25 kilowatt, whatever you"},{"speaker":"Matt Lasher","startTime":822.05,"endTime":826.04,"body":"have, how kilowatt hours is what"},{"speaker":"Matt Lasher","startTime":826.04,"endTime":830.33,"body":"the dealership consumed, okay,"},{"speaker":"Matt Lasher","startTime":826.04,"endTime":830.33,"body":"put in one level two charger for"},{"speaker":"Matt Lasher","startTime":830.39,"endTime":833.99,"body":"to service their EV clientele"},{"speaker":"Matt Lasher","startTime":830.39,"endTime":833.99,"body":"that consumed 50."},{"speaker":"Paul Daly","startTime":834.66,"endTime":836.61,"body":"And the level two"},{"speaker":"Paul Daly","startTime":834.66,"endTime":836.61,"body":"charger, so if you're not"},{"speaker":"Paul Daly","startTime":836.61,"endTime":839.31,"body":"familiar, the Tesla"},{"speaker":"Paul Daly","startTime":836.61,"endTime":839.31,"body":"superchargers that you've heard"},{"speaker":"Paul Daly","startTime":839.31,"endTime":842.73,"body":"about that, you know, just pump"},{"speaker":"Paul Daly","startTime":839.31,"endTime":842.73,"body":"a bunch of energy into the car"},{"speaker":"Paul Daly","startTime":842.73,"endTime":845.82,"body":"really quickly can charge up to"},{"speaker":"Paul Daly","startTime":842.73,"endTime":845.82,"body":"like 300 miles and like, I don't"},{"speaker":"Paul Daly","startTime":845.82,"endTime":848.79,"body":"know, it's like 30 minutes left,"},{"speaker":"Paul Daly","startTime":845.82,"endTime":848.79,"body":"like two hours, I think, right?"},{"speaker":"Paul Daly","startTime":849.3,"endTime":852.24,"body":"For two hours. So it's not as"},{"speaker":"Paul Daly","startTime":849.3,"endTime":852.24,"body":"much amperage flowing at the"},{"speaker":"Paul Daly","startTime":852.24,"endTime":855.33,"body":"same time. So this dealership"},{"speaker":"Paul Daly","startTime":852.24,"endTime":855.33,"body":"put in a level two charger is"},{"speaker":"Paul Daly","startTime":855.36,"endTime":857.46,"body":"that this is a convenient"},{"speaker":"Paul Daly","startTime":855.36,"endTime":857.46,"body":"charger that people can just"},{"speaker":"Paul Daly","startTime":857.46,"endTime":858.6,"body":"plug into. That's right."},{"speaker":"Matt Lasher","startTime":858.66,"endTime":860.82,"body":"And I think they"},{"speaker":"Matt Lasher","startTime":858.66,"endTime":860.82,"body":"maybe had to have it just with"},{"speaker":"Paul Daly","startTime":861.54,"endTime":863.46,"body":"requirement or"},{"speaker":"Paul Daly","startTime":861.54,"endTime":863.46,"body":"whatsoever. Yeah, it was free to"},{"speaker":"Paul Daly","startTime":863.46,"endTime":865.71,"body":"the consumer, right? Pull up"},{"speaker":"Paul Daly","startTime":863.46,"endTime":865.71,"body":"plug in."},{"speaker":"Matt Lasher","startTime":866.129,"endTime":869.969,"body":"So So you put you"},{"speaker":"Matt Lasher","startTime":866.129,"endTime":869.969,"body":"have a 300% increase in energy"},{"speaker":"Matt Lasher","startTime":869.969,"endTime":872.999,"body":"consumption or whatever that is"},{"speaker":"Matt Lasher","startTime":869.969,"endTime":872.999,"body":"right or 200% increase."},{"speaker":"Paul Daly","startTime":873.21,"endTime":874.23,"body":"You know what state"},{"speaker":"Paul Daly","startTime":873.21,"endTime":874.23,"body":"this was in?"},{"speaker":"Matt Lasher","startTime":874.71,"endTime":877.11,"body":"I think"},{"speaker":"Matt Lasher","startTime":874.71,"endTime":877.11,"body":"Pennsylvania. Okay. So I don't"},{"speaker":"Matt Lasher","startTime":877.11,"endTime":879.36,"body":"Yeah, I don't know if there's"},{"speaker":"Matt Lasher","startTime":877.11,"endTime":879.36,"body":"nuances by state in terms of"},{"speaker":"Matt Lasher","startTime":879.36,"endTime":881.55,"body":"even credits and other things,"},{"speaker":"Matt Lasher","startTime":879.36,"endTime":881.55,"body":"then I"},{"speaker":"Paul Daly","startTime":881.55,"endTime":883.59,"body":"don't know. I think"},{"speaker":"Paul Daly","startTime":881.55,"endTime":883.59,"body":"energy is just going up"},{"speaker":"Paul Daly","startTime":883.59,"endTime":884.79,"body":"everywhere. So"},{"speaker":"Matt Lasher","startTime":884.82,"endTime":887.04,"body":"it's less than"},{"speaker":"Matt Lasher","startTime":884.82,"endTime":887.04,"body":"that. How do we buy some of that"},{"speaker":"Matt Lasher","startTime":887.1,"endTime":887.67,"body":"stock?"},{"speaker":"Paul Daly","startTime":887.88,"endTime":890.31,"body":"Well, first of all,"},{"speaker":"Paul Daly","startTime":887.88,"endTime":890.31,"body":"how do you buy that stock?"},{"speaker":"Paul Daly","startTime":890.52,"endTime":894.48,"body":"That's probably pretty easy. But"},{"speaker":"Paul Daly","startTime":890.52,"endTime":894.48,"body":"did the market buy too much?"},{"speaker":"Paul Daly","startTime":894.48,"endTime":898.53,"body":"First is the question. So their"},{"speaker":"Paul Daly","startTime":894.48,"endTime":898.53,"body":"energy costs doubled? Right?"},{"speaker":"Paul Daly","startTime":898.83,"endTime":899.97,"body":"From one charger"},{"speaker":"Matt Lasher","startTime":900.21,"endTime":902.13,"body":"So So you think"},{"speaker":"Matt Lasher","startTime":900.21,"endTime":902.13,"body":"about the infrastructure"},{"speaker":"Matt Lasher","startTime":902.13,"endTime":904.92,"body":"constraints, I think about"},{"speaker":"Matt Lasher","startTime":902.13,"endTime":904.92,"body":"Southern California and"},{"speaker":"Matt Lasher","startTime":904.92,"endTime":907.35,"body":"brownouts and like not having"},{"speaker":"Matt Lasher","startTime":904.92,"endTime":907.35,"body":"air conditioning and being able"},{"speaker":"Matt Lasher","startTime":907.35,"endTime":910.17,"body":"to have to turn off the"},{"speaker":"Matt Lasher","startTime":907.35,"endTime":910.17,"body":"streetlights at 9pm. And some of"},{"speaker":"Matt Lasher","startTime":910.17,"endTime":910.98,"body":"these interesting,"},{"speaker":"Paul Daly","startTime":911.249,"endTime":913.439,"body":"temperatures have"},{"speaker":"Paul Daly","startTime":911.249,"endTime":913.439,"body":"been an issue right now, because"},{"speaker":"Paul Daly","startTime":913.439,"endTime":916.559,"body":"they don't have enough. They"},{"speaker":"Paul Daly","startTime":913.439,"endTime":916.559,"body":"have a lot of wind turbines. And"},{"speaker":"Paul Daly","startTime":916.559,"endTime":918.629,"body":"they've built a portion of their"},{"speaker":"Paul Daly","startTime":916.559,"endTime":918.629,"body":"grid. And we saw what happened"},{"speaker":"Paul Daly","startTime":918.629,"endTime":921.779,"body":"over the winter when the wind"},{"speaker":"Paul Daly","startTime":918.629,"endTime":921.779,"body":"turbines froze, and people"},{"speaker":"Paul Daly","startTime":921.779,"endTime":924.029,"body":"didn't have power. And there's a"},{"speaker":"Paul Daly","startTime":921.779,"endTime":924.029,"body":"massive grid failure. And now"},{"speaker":"Paul Daly","startTime":924.029,"endTime":926.969,"body":"the wind wasn't hasn't been"},{"speaker":"Paul Daly","startTime":924.029,"endTime":926.969,"body":"blowing enough in the middle of"},{"speaker":"Paul Daly","startTime":926.969,"endTime":931.949,"body":"this heat spell. So they're also"},{"speaker":"Paul Daly","startTime":926.969,"endTime":931.949,"body":"having shutdowns. And yeah, the"},{"speaker":"Paul Daly","startTime":931.949,"endTime":934.019,"body":"infrastructure concern majorly,"},{"speaker":"Paul Daly","startTime":931.949,"endTime":934.019,"body":"it's like,"},{"speaker":"Matt Lasher","startTime":934.05,"endTime":935.94,"body":"and that's and"},{"speaker":"Matt Lasher","startTime":934.05,"endTime":935.94,"body":"we're operating at, I don't"},{"speaker":"Matt Lasher","startTime":935.94,"endTime":938.88,"body":"know, three to 5%, EVs,"},{"speaker":"Matt Lasher","startTime":935.94,"endTime":938.88,"body":"something like that, right?"},{"speaker":"Matt Lasher","startTime":938.88,"endTime":941.34,"body":"Like, I mean, yeah, it's a small"},{"speaker":"Matt Lasher","startTime":938.88,"endTime":941.34,"body":"percentage,"},{"speaker":"Paul Daly","startTime":941.369,"endTime":943.829,"body":"and that's sold, I"},{"speaker":"Paul Daly","startTime":941.369,"endTime":943.829,"body":"don't think that's actually cars"},{"speaker":"Paul Daly","startTime":943.829,"endTime":947.459,"body":"on the road. Okay, that's just a"},{"speaker":"Paul Daly","startTime":943.829,"endTime":947.459,"body":"car sold, like three to 5%. So"},{"speaker":"Paul Daly","startTime":947.459,"endTime":949.529,"body":"you got to think cars on the"},{"speaker":"Paul Daly","startTime":947.459,"endTime":949.529,"body":"road, it's got to be just a"},{"speaker":"Paul Daly","startTime":949.529,"endTime":951.209,"body":"fraction of that number."},{"speaker":"Matt Lasher","startTime":951.269,"endTime":953.159,"body":"It's to me, it"},{"speaker":"Matt Lasher","startTime":951.269,"endTime":953.159,"body":"feels like we all move to an"},{"speaker":"Matt Lasher","startTime":953.159,"endTime":956.039,"body":"environment where every gas car"},{"speaker":"Matt Lasher","startTime":953.159,"endTime":956.039,"body":"will be a hybrid of some sort."},{"speaker":"Matt Lasher","startTime":956.099,"endTime":957.389,"body":"Yep. Right. And"},{"speaker":"Paul Daly","startTime":957.51,"endTime":959.55,"body":"Toyota's actually"},{"speaker":"Paul Daly","startTime":957.51,"endTime":959.55,"body":"leaning in on that strategy,"},{"speaker":"Paul Daly","startTime":959.76,"endTime":963.33,"body":"you're gonna make a hybrid of"},{"speaker":"Paul Daly","startTime":959.76,"endTime":963.33,"body":"every model, because that's, I"},{"speaker":"Paul Daly","startTime":963.33,"endTime":966.24,"body":"mean, count lean on Toyota to be"},{"speaker":"Paul Daly","startTime":963.33,"endTime":966.24,"body":"conservative and measured in"},{"speaker":"Paul Daly","startTime":966.24,"endTime":968.85,"body":"their approach. Pop culture, I"},{"speaker":"Paul Daly","startTime":966.24,"endTime":968.85,"body":"think is driving the"},{"speaker":"Paul Daly","startTime":968.85,"endTime":973.26,"body":"conversation right now. No pun"},{"speaker":"Paul Daly","startTime":968.85,"endTime":973.26,"body":"intended. And we'll see. I mean,"},{"speaker":"Paul Daly","startTime":973.26,"endTime":975.21,"body":"obviously, you have some"},{"speaker":"Paul Daly","startTime":973.26,"endTime":975.21,"body":"outspoken friends like Brian"},{"speaker":"Paul Daly","startTime":975.21,"endTime":978.9,"body":"Benstock, who even talks about"},{"speaker":"Paul Daly","startTime":975.21,"endTime":978.9,"body":"the environmental impact? Are we"},{"speaker":"Paul Daly","startTime":978.9,"endTime":981.18,"body":"going to be able to keep up"},{"speaker":"Paul Daly","startTime":978.9,"endTime":981.18,"body":"having the strip mine an acre of"},{"speaker":"Paul Daly","startTime":981.18,"endTime":983.49,"body":"land to even produce one lithium"},{"speaker":"Paul Daly","startTime":981.18,"endTime":983.49,"body":"battery, then what do we do with"},{"speaker":"Paul Daly","startTime":983.49,"endTime":986.64,"body":"the batteries when they're spent"},{"speaker":"Paul Daly","startTime":983.49,"endTime":986.64,"body":"right. And on and on and on, I"},{"speaker":"Paul Daly","startTime":986.76,"endTime":990.3,"body":"spoke with my brother in law who"},{"speaker":"Paul Daly","startTime":986.76,"endTime":990.3,"body":"lives in an area of upstate that"},{"speaker":"Paul Daly","startTime":990.3,"endTime":993.3,"body":"we're familiar with. And it just"},{"speaker":"Paul Daly","startTime":990.3,"endTime":993.3,"body":"has, you know, hundreds of"},{"speaker":"Paul Daly","startTime":993.3,"endTime":996.69,"body":"windmills. And a friend of his"},{"speaker":"Paul Daly","startTime":993.3,"endTime":996.69,"body":"is part of the maintenance crew."},{"speaker":"Paul Daly","startTime":996.9,"endTime":1001.4,"body":"And each wind turbine takes 300"},{"speaker":"Paul Daly","startTime":996.9,"endTime":1001.4,"body":"gallons of oil, to lubricate it."},{"speaker":"Paul Daly","startTime":1001.58,"endTime":1004.43,"body":"And we know that change, they"},{"speaker":"Paul Daly","startTime":1001.58,"endTime":1004.43,"body":"don't ever change it once a"},{"speaker":"Paul Daly","startTime":1004.43,"endTime":1008.66,"body":"month. Incredible. So so they're"},{"speaker":"Paul Daly","startTime":1004.43,"endTime":1008.66,"body":"they're also like deep, deep"},{"speaker":"Paul Daly","startTime":1008.66,"endTime":1010.94,"body":"rooted issues of can we provide"},{"speaker":"Paul Daly","startTime":1008.66,"endTime":1010.94,"body":"the energy? are we actually"},{"speaker":"Paul Daly","startTime":1010.94,"endTime":1013.1,"body":"doing anything, but adoption is"},{"speaker":"Paul Daly","startTime":1010.94,"endTime":1013.1,"body":"going to be driven by"},{"speaker":"Paul Daly","startTime":1013.1,"endTime":1016.49,"body":"infrastructure? And, like, how"},{"speaker":"Paul Daly","startTime":1013.1,"endTime":1016.49,"body":"fast is that going to be? And"},{"speaker":"Paul Daly","startTime":1016.49,"endTime":1019.52,"body":"what is that going to do back to"},{"speaker":"Paul Daly","startTime":1016.49,"endTime":1019.52,"body":"our conversation, and incentives"},{"speaker":"Paul Daly","startTime":1019.52,"endTime":1023.06,"body":"and rebates and inventory? How"},{"speaker":"Paul Daly","startTime":1019.52,"endTime":1023.06,"body":"we're going to support it? I"},{"speaker":"Matt Lasher","startTime":1023.0,"endTime":1025.91,"body":"and there still be"},{"speaker":"Matt Lasher","startTime":1023.0,"endTime":1025.91,"body":"there will be dealers sell it"},{"speaker":"Matt Lasher","startTime":1023.06,"endTime":1023.93,"body":"think there's just"},{"speaker":"Matt Lasher","startTime":1025.91,"endTime":1029.69,"body":"like so, you know, West Herr, as"},{"speaker":"Matt Lasher","startTime":1025.91,"endTime":1029.69,"body":"the market shifts, we will sell"},{"speaker":"Matt Lasher","startTime":1029.69,"endTime":1032.48,"body":"more and more electric vehicles"},{"speaker":"Matt Lasher","startTime":1029.69,"endTime":1032.48,"body":"in proportion to what consumers"},{"speaker":"Matt Lasher","startTime":1032.48,"endTime":1035.93,"body":"want. Yep. But those systemic"},{"speaker":"Matt Lasher","startTime":1032.48,"endTime":1035.93,"body":"like, big changes, maybe"},{"speaker":"Matt Lasher","startTime":1035.93,"endTime":1038.69,"body":"commercial trucking, some of"},{"speaker":"Matt Lasher","startTime":1035.93,"endTime":1038.69,"body":"those other areas. You know,"},{"speaker":"Matt Lasher","startTime":1038.69,"endTime":1042.47,"body":"that's probably where most of"},{"speaker":"Matt Lasher","startTime":1038.69,"endTime":1042.47,"body":"the EV activity happens first, I"},{"speaker":"Matt Lasher","startTime":1042.47,"endTime":1043.1,"body":"would guess."},{"speaker":"Paul Daly","startTime":1043.73,"endTime":1046.49,"body":"So, just want to use"},{"speaker":"Paul Daly","startTime":1043.73,"endTime":1046.49,"body":"our last few minutes here to"},{"speaker":"Paul Daly","startTime":1046.49,"endTime":1051.02,"body":"talk about marketing, because"},{"speaker":"Paul Daly","startTime":1046.49,"endTime":1051.02,"body":"that's yours. I consider you a"},{"speaker":"Paul Daly","startTime":1051.02,"endTime":1054.83,"body":"savvy operational force inside"},{"speaker":"Paul Daly","startTime":1051.02,"endTime":1054.83,"body":"the dealership because you know"},{"speaker":"Paul Daly","startTime":1054.83,"endTime":1057.59,"body":"how to get things done. But"},{"speaker":"Paul Daly","startTime":1054.83,"endTime":1057.59,"body":"really your your claim to fame"},{"speaker":"Paul Daly","startTime":1057.59,"endTime":1061.79,"body":"in the automotive world is as a"},{"speaker":"Paul Daly","startTime":1057.59,"endTime":1061.79,"body":"marketer, and you come from it"},{"speaker":"Paul Daly","startTime":1061.79,"endTime":1064.01,"body":"from the perspective of being"},{"speaker":"Paul Daly","startTime":1061.79,"endTime":1064.01,"body":"inside a large group. And we see"},{"speaker":"Paul Daly","startTime":1064.01,"endTime":1066.44,"body":"groups getting larger and larger"},{"speaker":"Paul Daly","startTime":1064.01,"endTime":1066.44,"body":"and trying to figure out what to"},{"speaker":"Paul Daly","startTime":1066.44,"endTime":1068.87,"body":"do with their marketing"},{"speaker":"Paul Daly","startTime":1066.44,"endTime":1068.87,"body":"departments. Because often,"},{"speaker":"Paul Daly","startTime":1068.9,"endTime":1071.96,"body":"especially when acquisitions are"},{"speaker":"Paul Daly","startTime":1068.9,"endTime":1071.96,"body":"involved, there's fragmented"},{"speaker":"Paul Daly","startTime":1071.96,"endTime":1075.8,"body":"vendors, there's fragmented"},{"speaker":"Paul Daly","startTime":1071.96,"endTime":1075.8,"body":"staff, there's the struggle to"},{"speaker":"Paul Daly","startTime":1075.8,"endTime":1078.89,"body":"centralize perhaps, where are"},{"speaker":"Paul Daly","startTime":1075.8,"endTime":1078.89,"body":"you right now? And where are you"},{"speaker":"Paul Daly","startTime":1078.89,"endTime":1081.05,"body":"putting your focus for the next,"},{"speaker":"Paul Daly","startTime":1078.89,"endTime":1081.05,"body":"you know, year two?"},{"speaker":"Matt Lasher","startTime":1081.0,"endTime":1083.49,"body":"Yeah, well, we've"},{"speaker":"Matt Lasher","startTime":1081.0,"endTime":1083.49,"body":"recently in the last year, West"},{"speaker":"Matt Lasher","startTime":1083.49,"endTime":1087.21,"body":"Herr has added about 10 stores"},{"speaker":"Matt Lasher","startTime":1083.49,"endTime":1087.21,"body":"to our network. So we're going"},{"speaker":"Matt Lasher","startTime":1087.21,"endTime":1089.31,"body":"through our own growth phase"},{"speaker":"Matt Lasher","startTime":1087.21,"endTime":1089.31,"body":"internally of how do we"},{"speaker":"Matt Lasher","startTime":1089.31,"endTime":1092.34,"body":"structure that historically, we"},{"speaker":"Matt Lasher","startTime":1089.31,"endTime":1092.34,"body":"have been a really centralized"},{"speaker":"Matt Lasher","startTime":1092.34,"endTime":1097.2,"body":"marketing team. But we haven't"},{"speaker":"Matt Lasher","startTime":1092.34,"endTime":1097.2,"body":"grown our team proportionate to"},{"speaker":"Matt Lasher","startTime":1097.2,"endTime":1101.37,"body":"how we've grown our dealerships."},{"speaker":"Matt Lasher","startTime":1097.2,"endTime":1101.37,"body":"So there's this maybe"},{"speaker":"Matt Lasher","startTime":1101.37,"endTime":1104.19,"body":"environment where we're not able"},{"speaker":"Matt Lasher","startTime":1101.37,"endTime":1104.19,"body":"to get to as many dealerships as"},{"speaker":"Matt Lasher","startTime":1104.19,"endTime":1108.84,"body":"we'd like to or provide that"},{"speaker":"Matt Lasher","startTime":1104.19,"endTime":1108.84,"body":"store level support as often as"},{"speaker":"Matt Lasher","startTime":1108.84,"endTime":1112.62,"body":"we'd like. The one bonus, I"},{"speaker":"Matt Lasher","startTime":1108.84,"endTime":1112.62,"body":"guess you'd call it during the"},{"speaker":"Matt Lasher","startTime":1112.68,"endTime":1115.8,"body":"pandemic, most of our efforts"},{"speaker":"Matt Lasher","startTime":1112.68,"endTime":1115.8,"body":"have shifted to a higher level"},{"speaker":"Matt Lasher","startTime":1115.8,"endTime":1119.01,"body":"branding thing that's more group"},{"speaker":"Matt Lasher","startTime":1115.8,"endTime":1119.01,"body":"oriented in nature, our team"},{"speaker":"Matt Lasher","startTime":1119.01,"endTime":1122.91,"body":"West Herr stuff, or Josh Allen,"},{"speaker":"Matt Lasher","startTime":1119.01,"endTime":1122.91,"body":"Steve Tasker, Deon, Dawkins kind"},{"speaker":"Matt Lasher","startTime":1122.91,"endTime":1126.63,"body":"of content. So we're operating"},{"speaker":"Matt Lasher","startTime":1122.91,"endTime":1126.63,"body":"almost like a single rooftop,"},{"speaker":"Matt Lasher","startTime":1126.81,"endTime":1130.62,"body":"from how we're supporting our"},{"speaker":"Matt Lasher","startTime":1126.81,"endTime":1130.62,"body":"company as a whole. But as we"},{"speaker":"Matt Lasher","startTime":1130.62,"endTime":1133.89,"body":"shift back to the mean, I think"},{"speaker":"Matt Lasher","startTime":1130.62,"endTime":1133.89,"body":"there's gonna be more and more"},{"speaker":"Matt Lasher","startTime":1133.89,"endTime":1138.06,"body":"desire for the tactical things,"},{"speaker":"Matt Lasher","startTime":1133.89,"endTime":1138.06,"body":"the offer things, the direct"},{"speaker":"Matt Lasher","startTime":1138.06,"endTime":1142.11,"body":"mail initiatives, the emails,"},{"speaker":"Matt Lasher","startTime":1138.06,"endTime":1142.11,"body":"the newspaper ads, the you know,"},{"speaker":"Matt Lasher","startTime":1142.11,"endTime":1147.51,"body":"all the all the levers that we"},{"speaker":"Matt Lasher","startTime":1142.11,"endTime":1147.51,"body":"pull in an effort to try to gain"},{"speaker":"Matt Lasher","startTime":1147.51,"endTime":1150.06,"body":"incremental sales. So we're"},{"speaker":"Matt Lasher","startTime":1147.51,"endTime":1150.06,"body":"thinking about how do we"},{"speaker":"Matt Lasher","startTime":1150.09,"endTime":1153.84,"body":"restructure ourselves? How do we"},{"speaker":"Matt Lasher","startTime":1150.09,"endTime":1153.84,"body":"optimize our internal staff with"},{"speaker":"Matt Lasher","startTime":1154.14,"endTime":1156.78,"body":"the appropriate incentive"},{"speaker":"Matt Lasher","startTime":1154.14,"endTime":1156.78,"body":"structure to seek out additional"},{"speaker":"Matt Lasher","startTime":1156.78,"endTime":1160.62,"body":"work? So there's there's"},{"speaker":"Matt Lasher","startTime":1156.78,"endTime":1160.62,"body":"interesting, ebbs and flows"},{"speaker":"Matt Lasher","startTime":1160.62,"endTime":1163.89,"body":"there. I think every group has"},{"speaker":"Matt Lasher","startTime":1160.62,"endTime":1163.89,"body":"to go through that. But I guess"},{"speaker":"Matt Lasher","startTime":1163.89,"endTime":1168.24,"body":"I would just say this one thing."},{"speaker":"Matt Lasher","startTime":1163.89,"endTime":1168.24,"body":"You gotta have empathy between"},{"speaker":"Matt Lasher","startTime":1168.24,"endTime":1170.88,"body":"marketing and sales, and I"},{"speaker":"Matt Lasher","startTime":1168.24,"endTime":1170.88,"body":"talked about that a fair bit."},{"speaker":"Matt Lasher","startTime":1171.81,"endTime":1174.33,"body":"You know, salespeople,"},{"speaker":"Matt Lasher","startTime":1171.81,"endTime":1174.33,"body":"salespeople, sales, alphas are"},{"speaker":"Matt Lasher","startTime":1174.33,"endTime":1177.9,"body":"short term thinkers often, and"},{"speaker":"Matt Lasher","startTime":1174.33,"endTime":1177.9,"body":"marketers often think a little"},{"speaker":"Matt Lasher","startTime":1177.9,"endTime":1179.1,"body":"bit longer term because"},{"speaker":"Paul Daly","startTime":1179.119,"endTime":1180.769,"body":"they're both"},{"speaker":"Paul Daly","startTime":1179.119,"endTime":1180.769,"body":"incentivized to be at least the"},{"speaker":"Paul Daly","startTime":1180.769,"endTime":1183.349,"body":"sales staff is typically"},{"speaker":"Paul Daly","startTime":1180.769,"endTime":1183.349,"body":"incentivized to be shorter term,"},{"speaker":"Matt Lasher","startTime":1183.0,"endTime":1185.49,"body":"right? You got"},{"speaker":"Matt Lasher","startTime":1183.0,"endTime":1185.49,"body":"month to month, right? You got"},{"speaker":"Matt Lasher","startTime":1185.49,"endTime":1189.09,"body":"sales to hit right. You got"},{"speaker":"Matt Lasher","startTime":1185.49,"endTime":1189.09,"body":"sales objective. So So I think I"},{"speaker":"Matt Lasher","startTime":1189.09,"endTime":1192.0,"body":"think you got to deploy empathy"},{"speaker":"Matt Lasher","startTime":1189.09,"endTime":1192.0,"body":"on both sides and understand"},{"speaker":"Matt Lasher","startTime":1192.0,"endTime":1194.04,"body":"that there's always going to be"},{"speaker":"Matt Lasher","startTime":1192.0,"endTime":1194.04,"body":"a little bit of healthy friction"},{"speaker":"Matt Lasher","startTime":1194.04,"endTime":1196.65,"body":"between the two teams. Yeah,"},{"speaker":"Matt Lasher","startTime":1194.04,"endTime":1196.65,"body":"because of that difference."},{"speaker":"Matt Lasher","startTime":1196.65,"endTime":1200.58,"body":"Yeah, right. And marketers we"},{"speaker":"Matt Lasher","startTime":1196.65,"endTime":1200.58,"body":"need to challenge ourselves to"},{"speaker":"Matt Lasher","startTime":1200.58,"endTime":1203.01,"body":"be a little more short term, a"},{"speaker":"Matt Lasher","startTime":1200.58,"endTime":1203.01,"body":"little more tactical, a little"},{"speaker":"Matt Lasher","startTime":1203.01,"endTime":1206.34,"body":"more in the dirt as it were to"},{"speaker":"Matt Lasher","startTime":1203.01,"endTime":1206.34,"body":"quote Clouds and Dirt. Gary Vee,"},{"speaker":"Matt Lasher","startTime":1206.37,"endTime":1210.3,"body":"I love it. But But I think, I"},{"speaker":"Matt Lasher","startTime":1206.37,"endTime":1210.3,"body":"think that's the that's the"},{"speaker":"Matt Lasher","startTime":1210.3,"endTime":1212.61,"body":"struggle, right just to deploy"},{"speaker":"Matt Lasher","startTime":1210.3,"endTime":1212.61,"body":"enough empathy."},{"speaker":"Paul Daly","startTime":1213.6,"endTime":1216.12,"body":"So if you could"},{"speaker":"Paul Daly","startTime":1213.6,"endTime":1216.12,"body":"change. Last question, if you"},{"speaker":"Paul Daly","startTime":1216.12,"endTime":1219.18,"body":"could change one thing, snap"},{"speaker":"Paul Daly","startTime":1216.12,"endTime":1219.18,"body":"your fingers and change one"},{"speaker":"Paul Daly","startTime":1219.18,"endTime":1221.43,"body":"thing in the automotive"},{"speaker":"Paul Daly","startTime":1219.18,"endTime":1221.43,"body":"marketing ecosystem, what would"},{"speaker":"Paul Daly","startTime":1221.43,"endTime":1222.24,"body":"you change and why?"},{"speaker":"Matt Lasher","startTime":1224.97,"endTime":1230.07,"body":"I would change our"},{"speaker":"Matt Lasher","startTime":1224.97,"endTime":1230.07,"body":"technology mandates. So I think"},{"speaker":"Matt Lasher","startTime":1230.07,"endTime":1232.32,"body":"the free market has been"},{"speaker":"Matt Lasher","startTime":1230.07,"endTime":1232.32,"body":"disrupted. And I think that"},{"speaker":"Matt Lasher","startTime":1232.32,"endTime":1237.54,"body":"there's some intermediaries that"},{"speaker":"Matt Lasher","startTime":1232.32,"endTime":1237.54,"body":"are stifling the ability of some"},{"speaker":"Matt Lasher","startTime":1238.08,"endTime":1240.96,"body":"groups to quote unquote,"},{"speaker":"Matt Lasher","startTime":1238.08,"endTime":1240.96,"body":"innovate in the direction that"},{"speaker":"Matt Lasher","startTime":1241.29,"endTime":1244.83,"body":"we're hearing we should. So"},{"speaker":"Matt Lasher","startTime":1241.29,"endTime":1244.83,"body":"that's what I would change. I"},{"speaker":"Matt Lasher","startTime":1244.83,"endTime":1250.44,"body":"would change the co op mandates"},{"speaker":"Matt Lasher","startTime":1244.83,"endTime":1250.44,"body":"and technology mandates, because"},{"speaker":"Matt Lasher","startTime":1250.47,"endTime":1253.23,"body":"there's scale challenges with"},{"speaker":"Matt Lasher","startTime":1250.47,"endTime":1253.23,"body":"that, and it kind of brings"},{"speaker":"Matt Lasher","startTime":1253.23,"endTime":1255.3,"body":"everybody down to the lower"},{"speaker":"Matt Lasher","startTime":1253.23,"endTime":1255.3,"body":"average"},{"speaker":"Paul Daly","startTime":1255.349,"endTime":1258.259,"body":"scale challenges."},{"speaker":"Paul Daly","startTime":1255.349,"endTime":1258.259,"body":"Matt, thanks so much time for."},{"speaker":"Paul Daly","startTime":1258.589,"endTime":1259.369,"body":"Thank you so much for"},{"speaker":"Paul Daly","startTime":1259.369,"endTime":1260.839,"body":"taking some time with us today."},{"speaker":"Matt Lasher","startTime":1261.709,"endTime":1263.629,"body":"Thanks for making"},{"speaker":"Matt Lasher","startTime":1261.709,"endTime":1263.629,"body":"this happen. Paul. Thanks. Let's"},{"speaker":"Matt Lasher","startTime":1263.629,"endTime":1263.959,"body":"go."},{"speaker":"Michael Cirillo","startTime":1269.72,"endTime":1272.27,"body":"Okay, so we're"},{"speaker":"Michael Cirillo","startTime":1269.72,"endTime":1272.27,"body":"talking pre show about just the"},{"speaker":"Michael Cirillo","startTime":1272.27,"endTime":1276.35,"body":"depth of knowledge that Matt"},{"speaker":"Michael Cirillo","startTime":1272.27,"endTime":1276.35,"body":"has, you now convey to us"},{"speaker":"Michael Cirillo","startTime":1276.35,"endTime":1279.53,"body":"heading into the interview that"},{"speaker":"Michael Cirillo","startTime":1276.35,"endTime":1279.53,"body":"this all happens while not you"},{"speaker":"Michael Cirillo","startTime":1279.53,"endTime":1282.26,"body":"are driving but but that he's"},{"speaker":"Michael Cirillo","startTime":1279.53,"endTime":1282.26,"body":"driving through the streets of"},{"speaker":"Michael Cirillo","startTime":1282.26,"endTime":1286.04,"body":"New York just nonchalantly"},{"speaker":"Michael Cirillo","startTime":1282.26,"endTime":1286.04,"body":"talking about the hype in the"},{"speaker":"Michael Cirillo","startTime":1286.04,"endTime":1288.83,"body":"industry in this shortage lives"},{"speaker":"Michael Cirillo","startTime":1286.04,"endTime":1288.83,"body":"and just whatever called the"},{"speaker":"Paul Daly","startTime":1288.83,"endTime":1290.78,"body":"streets of New York,"},{"speaker":"Paul Daly","startTime":1288.83,"endTime":1290.78,"body":"it would be more like the"},{"speaker":"Paul Daly","startTime":1290.78,"endTime":1293.87,"body":"highways on the way to New York,"},{"speaker":"Paul Daly","startTime":1290.78,"endTime":1293.87,"body":"but your story definitely"},{"speaker":"Paul Daly","startTime":1293.87,"endTime":1295.58,"body":"elicits more drama in my mind."},{"speaker":"Michael Cirillo","startTime":1295.609,"endTime":1297.829,"body":"Okay. Well, I"},{"speaker":"Michael Cirillo","startTime":1295.609,"endTime":1297.829,"body":"think it's just because you grew"},{"speaker":"Michael Cirillo","startTime":1297.829,"endTime":1300.919,"body":"up in that neck of the woods."},{"speaker":"Michael Cirillo","startTime":1297.829,"endTime":1300.919,"body":"And but if I would be white"},{"speaker":"Michael Cirillo","startTime":1300.919,"endTime":1305.389,"body":"knuckling it. He said something"},{"speaker":"Michael Cirillo","startTime":1300.919,"endTime":1305.389,"body":"that I think is really"},{"speaker":"Michael Cirillo","startTime":1305.389,"endTime":1308.929,"body":"interesting, a statement that"},{"speaker":"Michael Cirillo","startTime":1305.389,"endTime":1308.929,"body":"can only be made when you're"},{"speaker":"Michael Cirillo","startTime":1308.929,"endTime":1313.309,"body":"looking at a sub surface layer"},{"speaker":"Michael Cirillo","startTime":1308.929,"endTime":1313.309,"body":"of this industry. He said that"},{"speaker":"Michael Cirillo","startTime":1314.509,"endTime":1318.409,"body":"change happens slow, until it"},{"speaker":"Michael Cirillo","startTime":1314.509,"endTime":1318.409,"body":"doesn't. That's basically the"},{"speaker":"Michael Cirillo","startTime":1318.409,"endTime":1321.889,"body":"sentiment that he shares like,"},{"speaker":"Michael Cirillo","startTime":1318.409,"endTime":1321.889,"body":"yeah. And then he can"},{"speaker":"Michael Cirillo","startTime":1321.889,"endTime":1325.189,"body":"confidently say, I think all of"},{"speaker":"Michael Cirillo","startTime":1321.889,"endTime":1325.189,"body":"these these conversations were"},{"speaker":"Michael Cirillo","startTime":1325.189,"endTime":1328.279,"body":"having having about how quickly"},{"speaker":"Michael Cirillo","startTime":1325.189,"endTime":1328.279,"body":"things are changing is"},{"speaker":"Michael Cirillo","startTime":1328.309,"endTime":1331.729,"body":"overhyped. What was your sense"},{"speaker":"Michael Cirillo","startTime":1328.309,"endTime":1331.729,"body":"as you were sitting next to him"},{"speaker":"Michael Cirillo","startTime":1331.729,"endTime":1332.869,"body":"having this conversation?"},{"speaker":"Paul Daly","startTime":1333.71,"endTime":1338.51,"body":"His his attitude, and"},{"speaker":"Paul Daly","startTime":1333.71,"endTime":1338.51,"body":"his posture was like, it's a"},{"speaker":"Paul Daly","startTime":1338.51,"endTime":1341.81,"body":"foregone conclusion, right? It's"},{"speaker":"Paul Daly","startTime":1338.51,"endTime":1341.81,"body":"just like, it's just gonna"},{"speaker":"Paul Daly","startTime":1341.81,"endTime":1345.14,"body":"happen. Like, it's already in"},{"speaker":"Paul Daly","startTime":1341.81,"endTime":1345.14,"body":"his mind, it's already happened,"},{"speaker":"Paul Daly","startTime":1345.5,"endTime":1347.63,"body":"you know, and he's like, and at"},{"speaker":"Paul Daly","startTime":1345.5,"endTime":1347.63,"body":"some point, everybody else will"},{"speaker":"Paul Daly","startTime":1347.63,"endTime":1350.18,"body":"kind of catch up and realize it,"},{"speaker":"Paul Daly","startTime":1347.63,"endTime":1350.18,"body":"but until then, we'll just keep"},{"speaker":"Paul Daly","startTime":1350.18,"endTime":1353.24,"body":"doing what we're doing. You"},{"speaker":"Paul Daly","startTime":1350.18,"endTime":1353.24,"body":"know, it's so yeah, he"},{"speaker":"Paul Daly","startTime":1353.239,"endTime":1354.709,"body":"knew it was a truth to him."},{"speaker":"Kyle Mountsier","startTime":1354.0,"endTime":1357.72,"body":"You know, I, one"},{"speaker":"Kyle Mountsier","startTime":1354.0,"endTime":1357.72,"body":"of the things that he constantly"},{"speaker":"Kyle Mountsier","startTime":1357.72,"endTime":1360.6,"body":"communicates, and he"},{"speaker":"Kyle Mountsier","startTime":1357.72,"endTime":1360.6,"body":"communicated in through this"},{"speaker":"Kyle Mountsier","startTime":1360.6,"endTime":1365.76,"body":"interview, as well is that, that"},{"speaker":"Kyle Mountsier","startTime":1360.6,"endTime":1365.76,"body":"people are, are, are really not"},{"speaker":"Kyle Mountsier","startTime":1365.76,"endTime":1371.1,"body":"understanding the level of"},{"speaker":"Kyle Mountsier","startTime":1365.76,"endTime":1371.1,"body":"complexity that, that you that"},{"speaker":"Kyle Mountsier","startTime":1371.1,"endTime":1375.96,"body":"you have, that you actually add,"},{"speaker":"Kyle Mountsier","startTime":1371.1,"endTime":1375.96,"body":"by removing people from the"},{"speaker":"Kyle Mountsier","startTime":1375.96,"endTime":1378.81,"body":"equation and whether that be in"},{"speaker":"Kyle Mountsier","startTime":1375.96,"endTime":1378.81,"body":"digital retailing, or direct to"},{"speaker":"Kyle Mountsier","startTime":1378.81,"endTime":1383.28,"body":"consumer and all of the things"},{"speaker":"Kyle Mountsier","startTime":1378.81,"endTime":1383.28,"body":"about pre sold vehicles and the"},{"speaker":"Kyle Mountsier","startTime":1383.28,"endTime":1387.0,"body":"way that you know, salespeople"},{"speaker":"Kyle Mountsier","startTime":1383.28,"endTime":1387.0,"body":"are communicating to consumers"},{"speaker":"Kyle Mountsier","startTime":1387.0,"endTime":1390.48,"body":"and to people that aren't have"},{"speaker":"Kyle Mountsier","startTime":1387.0,"endTime":1390.48,"body":"waited to pick up this and that"},{"speaker":"Kyle Mountsier","startTime":1390.48,"endTime":1395.07,"body":"the people element of being in"},{"speaker":"Kyle Mountsier","startTime":1390.48,"endTime":1395.07,"body":"business is and these are my"},{"speaker":"Kyle Mountsier","startTime":1395.07,"endTime":1397.98,"body":"words, but I think you would"},{"speaker":"Kyle Mountsier","startTime":1395.07,"endTime":1397.98,"body":"agree that that's the unique"},{"speaker":"Kyle Mountsier","startTime":1397.98,"endTime":1402.45,"body":"selling proposition to retail"},{"speaker":"Kyle Mountsier","startTime":1397.98,"endTime":1402.45,"body":"automotive, and that if people"},{"speaker":"Kyle Mountsier","startTime":1402.45,"endTime":1405.96,"body":"can understand that what we're"},{"speaker":"Kyle Mountsier","startTime":1402.45,"endTime":1405.96,"body":"really doing with things like"},{"speaker":"Kyle Mountsier","startTime":1405.96,"endTime":1410.19,"body":"technology or online purchasing,"},{"speaker":"Kyle Mountsier","startTime":1405.96,"endTime":1410.19,"body":"or the way that we manage"},{"speaker":"Kyle Mountsier","startTime":1410.19,"endTime":1414.75,"body":"inventory or anything is freeing"},{"speaker":"Kyle Mountsier","startTime":1410.19,"endTime":1414.75,"body":"up people to be more human in"},{"speaker":"Kyle Mountsier","startTime":1414.75,"endTime":1419.46,"body":"their interaction in the sales"},{"speaker":"Kyle Mountsier","startTime":1414.75,"endTime":1419.46,"body":"relationship that even like you"},{"speaker":"Kyle Mountsier","startTime":1419.46,"endTime":1423.03,"body":"know, they have streamlined West"},{"speaker":"Kyle Mountsier","startTime":1419.46,"endTime":1423.03,"body":"Herr created that it what they"},{"speaker":"Kyle Mountsier","startTime":1423.03,"endTime":1428.22,"body":"see that as is freeing people up"},{"speaker":"Kyle Mountsier","startTime":1423.03,"endTime":1428.22,"body":"to better serve customers in"},{"speaker":"Kyle Mountsier","startTime":1428.22,"endTime":1432.93,"body":"credit it like challenge credits"},{"speaker":"Kyle Mountsier","startTime":1428.22,"endTime":1432.93,"body":"situation so I just I love his"},{"speaker":"Kyle Mountsier","startTime":1432.93,"endTime":1437.04,"body":"level headed approach to the to"},{"speaker":"Kyle Mountsier","startTime":1432.93,"endTime":1437.04,"body":"that conversation in that don't"},{"speaker":"Kyle Mountsier","startTime":1437.04,"endTime":1441.06,"body":"lose sight of, of the people"},{"speaker":"Kyle Mountsier","startTime":1437.04,"endTime":1441.06,"body":"part of this business. And not"},{"speaker":"Kyle Mountsier","startTime":1441.06,"endTime":1444.66,"body":"just the the car businesses, the"},{"speaker":"Kyle Mountsier","startTime":1441.06,"endTime":1444.66,"body":"people business, but that it's"},{"speaker":"Kyle Mountsier","startTime":1444.66,"endTime":1448.62,"body":"not it's not just that it is it"},{"speaker":"Kyle Mountsier","startTime":1444.66,"endTime":1448.62,"body":"necessitates people being an"},{"speaker":"Kyle Mountsier","startTime":1448.65,"endTime":1452.04,"body":"integral part to every process"},{"speaker":"Kyle Mountsier","startTime":1448.65,"endTime":1452.04,"body":"that we have across the"},{"speaker":"Kyle Mountsier","startTime":1452.04,"endTime":1452.58,"body":"industry."},{"speaker":"Paul Daly","startTime":1453.2,"endTime":1455.36,"body":"To truth, he's not"},{"speaker":"Paul Daly","startTime":1453.2,"endTime":1455.36,"body":"somebody to buy into the hype."},{"speaker":"Paul Daly","startTime":1455.45,"endTime":1458.0,"body":"And that's one of the things I"},{"speaker":"Paul Daly","startTime":1455.45,"endTime":1458.0,"body":"love most about him is he'll"},{"speaker":"Paul Daly","startTime":1458.0,"endTime":1459.95,"body":"take it. They'll take it"},{"speaker":"Paul Daly","startTime":1458.0,"endTime":1459.95,"body":"measured and say, well, let's"},{"speaker":"Paul Daly","startTime":1459.95,"endTime":1462.5,"body":"see if that's actually true."},{"speaker":"Paul Daly","startTime":1459.95,"endTime":1462.5,"body":"Everyone seems really excited"},{"speaker":"Paul Daly","startTime":1462.5,"endTime":1466.31,"body":"right now. So we hope you"},{"speaker":"Paul Daly","startTime":1462.5,"endTime":1466.31,"body":"enjoyed that little get to know"},{"speaker":"Paul Daly","startTime":1466.31,"endTime":1469.4,"body":"you drive with Matt Lasher. I"},{"speaker":"Paul Daly","startTime":1466.31,"endTime":1469.4,"body":"hope you get to meet him and"},{"speaker":"Paul Daly","startTime":1469.4,"endTime":1472.1,"body":"talk with him a little bit at"},{"speaker":"Paul Daly","startTime":1469.4,"endTime":1472.1,"body":"ASOTU CON or you can just look"},{"speaker":"Paul Daly","startTime":1472.1,"endTime":1475.07,"body":"where the seagulls are gathering"},{"speaker":"Paul Daly","startTime":1472.1,"endTime":1475.07,"body":"on LinkedIn and realizing Matt"},{"speaker":"Paul Daly","startTime":1475.07,"endTime":1478.13,"body":"is just dropping wisdom in his"},{"speaker":"Paul Daly","startTime":1475.07,"endTime":1478.13,"body":"latest LinkedIn posts. 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You can get it now"},{"speaker":"Unknown","startTime":1489.2,"endTime":1495.05,"body":"asotu.com That's ASOTU.com If"},{"speaker":"Unknown","startTime":1495.05,"endTime":1498.35,"body":"you love this podcast, please"},{"speaker":"Unknown","startTime":1495.05,"endTime":1498.35,"body":"leave us a review and share it"},{"speaker":"Unknown","startTime":1498.35,"endTime":1501.35,"body":"with a friend. Thanks again for"},{"speaker":"Unknown","startTime":1498.35,"endTime":1501.35,"body":"listening. We'll see you next"},{"speaker":"Unknown","startTime":1501.35,"endTime":1501.59,"body":"time"}]}