{"version":"1.0.0","segments":[{"speaker":"Kyle Mountsier","startTime":0.329,"endTime":2.909,"body":"What do"},{"speaker":"Kyle Mountsier","startTime":0.329,"endTime":2.909,"body":"kangaroos and cars have in"},{"speaker":"Kyle Mountsier","startTime":2.909,"endTime":3.389,"body":"common?"},{"speaker":"Unknown","startTime":9.99,"endTime":12.06,"body":"This is Auto Collabs."},{"speaker":"Michael Cirillo","startTime":12.24,"endTime":13.35,"body":"They're both"},{"speaker":"Michael Cirillo","startTime":12.24,"endTime":13.35,"body":"pests."},{"speaker":"Paul Daly","startTime":13.38,"endTime":15.51,"body":"They're both in one"},{"speaker":"Paul Daly","startTime":13.38,"endTime":15.51,"body":"of the countries that Michaels"},{"speaker":"Paul Daly","startTime":15.51,"endTime":19.17,"body":"podcast, the Dealer Playbook is"},{"speaker":"Paul Daly","startTime":15.51,"endTime":19.17,"body":"in. That's all of it."},{"speaker":"Kyle Mountsier","startTime":19.2,"endTime":21.51,"body":"That's the whole"},{"speaker":"Kyle Mountsier","startTime":19.2,"endTime":21.51,"body":"thing. That's the joke. That's"},{"speaker":"Michael Cirillo","startTime":23.25,"endTime":25.92,"body":"real life. They"},{"speaker":"Michael Cirillo","startTime":23.25,"endTime":25.92,"body":"know I can fit inside of both."},{"speaker":"Paul Daly","startTime":31.11,"endTime":34.56,"body":"Well, today's guest"},{"speaker":"Paul Daly","startTime":31.11,"endTime":34.56,"body":"the COO of SalesLogs, Michael"},{"speaker":"Paul Daly","startTime":34.56,"endTime":38.4,"body":"Johnson is an Aussie through and"},{"speaker":"Paul Daly","startTime":34.56,"endTime":38.4,"body":"through. And he's bringing that"},{"speaker":"Paul Daly","startTime":38.4,"endTime":41.73,"body":"energy into our world in this"},{"speaker":"Paul Daly","startTime":38.4,"endTime":41.73,"body":"ecosystem."},{"speaker":"Kyle Mountsier","startTime":41.76,"endTime":44.58,"body":"It's been"},{"speaker":"Kyle Mountsier","startTime":41.76,"endTime":44.58,"body":"amazing. You know, it was, it's"},{"speaker":"Kyle Mountsier","startTime":44.58,"endTime":49.05,"body":"interesting, because there are"},{"speaker":"Kyle Mountsier","startTime":44.58,"endTime":49.05,"body":"so few people that really"},{"speaker":"Kyle Mountsier","startTime":49.05,"endTime":52.5,"body":"understand the dynamics of some"},{"speaker":"Kyle Mountsier","startTime":49.05,"endTime":52.5,"body":"of the things that Paul and I"},{"speaker":"Kyle Mountsier","startTime":52.53,"endTime":56.25,"body":"throw out there into the world."},{"speaker":"Kyle Mountsier","startTime":52.53,"endTime":56.25,"body":"One of those things being where,"},{"speaker":"Kyle Mountsier","startTime":56.25,"endTime":59.25,"body":"like, you know, we're thinking,"},{"speaker":"Kyle Mountsier","startTime":56.25,"endTime":59.25,"body":"you know, this is back in the"},{"speaker":"Kyle Mountsier","startTime":59.25,"endTime":62.34,"body":"summer we're thinking of doing a"},{"speaker":"Kyle Mountsier","startTime":59.25,"endTime":62.34,"body":"Swag Shop, but we were gonna"},{"speaker":"Kyle Mountsier","startTime":62.34,"endTime":66.03,"body":"print bucks, and then give"},{"speaker":"Kyle Mountsier","startTime":62.34,"endTime":66.03,"body":"people the bucks and so we're"},{"speaker":"Kyle Mountsier","startTime":66.03,"endTime":69.18,"body":"gonna buy them. And we're gonna"},{"speaker":"Kyle Mountsier","startTime":66.03,"endTime":69.18,"body":"have someone sponsor that sounds"},{"speaker":"Kyle Mountsier","startTime":69.18,"endTime":72.15,"body":"good. And someone threw down and"},{"speaker":"Kyle Mountsier","startTime":69.18,"endTime":72.15,"body":"said, Yes. And then later this"},{"speaker":"Kyle Mountsier","startTime":72.15,"endTime":76.89,"body":"summer, we're like, we should do"},{"speaker":"Kyle Mountsier","startTime":72.15,"endTime":76.89,"body":"a soccer scarf. said nobody in"},{"speaker":"Kyle Mountsier","startTime":76.89,"endTime":80.58,"body":"auto and so you know, we we"},{"speaker":"Kyle Mountsier","startTime":76.89,"endTime":80.58,"body":"talked to, we're like, hey,"},{"speaker":"Kyle Mountsier","startTime":80.58,"endTime":84.0,"body":"SalesLogs, and they were like,"},{"speaker":"Kyle Mountsier","startTime":80.58,"endTime":84.0,"body":"huh, we said, we're gonna do a"},{"speaker":"Kyle Mountsier","startTime":84.0,"endTime":87.15,"body":"soccer scarf. You want to be on"},{"speaker":"Kyle Mountsier","startTime":84.0,"endTime":87.15,"body":"it? And like, true Aussies. They"},{"speaker":"Kyle Mountsier","startTime":87.15,"endTime":90.0,"body":"said, Absolutely. Yes."},{"speaker":"Paul Daly","startTime":90.54,"endTime":92.73,"body":"I mean, there's"},{"speaker":"Paul Daly","startTime":90.54,"endTime":92.73,"body":"something about the energy so"},{"speaker":"Paul Daly","startTime":92.73,"endTime":96.96,"body":"I'm, I'm not a I'm not a soccer"},{"speaker":"Paul Daly","startTime":92.73,"endTime":96.96,"body":"fan. Right. But I don't have"},{"speaker":"Paul Daly","startTime":96.96,"endTime":101.16,"body":"anything against rugby. I"},{"speaker":"Paul Daly","startTime":96.96,"endTime":101.16,"body":"probably less. I don't know. I"},{"speaker":"Paul Daly","startTime":101.16,"endTime":102.21,"body":"mean, I didn't"},{"speaker":"Kyle Mountsier","startTime":102.54,"endTime":105.03,"body":"like lacrosse"},{"speaker":"Kyle Mountsier","startTime":102.54,"endTime":105.03,"body":"either. I'm sorry. Oh, look,"},{"speaker":"Kyle Mountsier","startTime":105.03,"endTime":105.63,"body":"Syracuse is"},{"speaker":"Paul Daly","startTime":105.63,"endTime":106.53,"body":"like world lacrosse."},{"speaker":"Michael Cirillo","startTime":108.48,"endTime":110.37,"body":"There's a bias"},{"speaker":"Michael Cirillo","startTime":108.48,"endTime":110.37,"body":"there. And he was like, you"},{"speaker":"Michael Cirillo","startTime":110.37,"endTime":114.0,"body":"know, Syracuse clogging"},{"speaker":"Michael Cirillo","startTime":110.37,"endTime":114.0,"body":"champions? Was you?"},{"speaker":"Kyle Mountsier","startTime":116.19,"endTime":118.47,"body":"Really? Oh, man,"},{"speaker":"Kyle Mountsier","startTime":116.19,"endTime":118.47,"body":"I don't even know what you're"},{"speaker":"Kyle Mountsier","startTime":118.47,"endTime":121.11,"body":"talking about. Well, enough"},{"speaker":"Kyle Mountsier","startTime":118.47,"endTime":121.11,"body":"about us. We're really excited"},{"speaker":"Kyle Mountsier","startTime":121.11,"endTime":125.31,"body":"to kind of hear how he's here."},{"speaker":"Kyle Mountsier","startTime":121.11,"endTime":125.31,"body":"What is going on over there at"},{"speaker":"Kyle Mountsier","startTime":125.31,"endTime":129.27,"body":"SalesLogs and how a bunch of"},{"speaker":"Kyle Mountsier","startTime":125.31,"endTime":129.27,"body":"Australians have have looked to"},{"speaker":"Kyle Mountsier","startTime":129.27,"endTime":133.38,"body":"serve us, us plain old American"},{"speaker":"Kyle Mountsier","startTime":129.27,"endTime":133.38,"body":"folk and can't wait for you to"},{"speaker":"Kyle Mountsier","startTime":133.5,"endTime":135.03,"body":"meet Michael Johnson."},{"speaker":"Kyle Mountsier","startTime":144.21,"endTime":149.37,"body":"Oh, man, I am excited to hang"},{"speaker":"Kyle Mountsier","startTime":144.21,"endTime":149.37,"body":"out with Michael Johnson. And"},{"speaker":"Kyle Mountsier","startTime":149.43,"endTime":154.41,"body":"only and maybe not only because"},{"speaker":"Kyle Mountsier","startTime":149.43,"endTime":154.41,"body":"but a major reason why I am"},{"speaker":"Kyle Mountsier","startTime":154.41,"endTime":159.27,"body":"excited about this is he is up"},{"speaker":"Kyle Mountsier","startTime":154.41,"endTime":159.27,"body":"in the future. Tomorrow. Paul"},{"speaker":"Kyle Mountsier","startTime":159.27,"endTime":167.04,"body":"and I are. And he is on in"},{"speaker":"Kyle Mountsier","startTime":159.27,"endTime":167.04,"body":"Thursday in Australia. Michael,"},{"speaker":"Kyle Mountsier","startTime":167.04,"endTime":169.56,"body":"thanks so much for joining us on"},{"speaker":"Kyle Mountsier","startTime":167.04,"endTime":169.56,"body":"Auto Collabs today."},{"speaker":"Michael Johnson","startTime":170.58,"endTime":173.73,"body":"Awesome. Hello"},{"speaker":"Michael Johnson","startTime":170.58,"endTime":173.73,"body":"from the future. It's great to"},{"speaker":"Michael Johnson","startTime":173.73,"endTime":178.02,"body":"be here. Catch up with you guys."},{"speaker":"Michael Johnson","startTime":173.73,"endTime":178.02,"body":"Very excited. Yeah. It's nice."},{"speaker":"Michael Johnson","startTime":178.02,"endTime":181.17,"body":"It's nice, early here. So when"},{"speaker":"Michael Johnson","startTime":178.02,"endTime":181.17,"body":"we speak just after 6am. So"},{"speaker":"Michael Johnson","startTime":181.8,"endTime":183.24,"body":"we're ready for big day."},{"speaker":"Kyle Mountsier","startTime":183.0,"endTime":185.76,"body":"I love it. I"},{"speaker":"Kyle Mountsier","startTime":183.0,"endTime":185.76,"body":"love it. That's awesome. Well,"},{"speaker":"Kyle Mountsier","startTime":185.79,"endTime":190.11,"body":"you know, the first time I met"},{"speaker":"Kyle Mountsier","startTime":185.79,"endTime":190.11,"body":"you was actually back at Digital"},{"speaker":"Kyle Mountsier","startTime":190.11,"endTime":194.01,"body":"Dealer in it was pre pandemic."},{"speaker":"Kyle Mountsier","startTime":190.11,"endTime":194.01,"body":"So you know, there's the breath"},{"speaker":"Kyle Mountsier","startTime":194.01,"endTime":196.89,"body":"there. I can't even remember"},{"speaker":"Kyle Mountsier","startTime":194.01,"endTime":196.89,"body":"what year I think it was 2019"},{"speaker":"Kyle Mountsier","startTime":196.95,"endTime":201.27,"body":"2019 you all we're a small booth"},{"speaker":"Kyle Mountsier","startTime":196.95,"endTime":201.27,"body":"in the back corner of Digital"},{"speaker":"Kyle Mountsier","startTime":201.27,"endTime":206.85,"body":"Dealer. I didn't even know this."},{"speaker":"Kyle Mountsier","startTime":201.27,"endTime":206.85,"body":"Yeah. So, person. Yes. So that's"},{"speaker":"Kyle Mountsier","startTime":206.88,"endTime":211.68,"body":"yeah, yes. So that's the first"},{"speaker":"Kyle Mountsier","startTime":206.88,"endTime":211.68,"body":"time we met, we saw each other"},{"speaker":"Kyle Mountsier","startTime":211.68,"endTime":217.38,"body":"again at Digital Dealer this"},{"speaker":"Kyle Mountsier","startTime":211.68,"endTime":217.38,"body":"year. And and so you all have"},{"speaker":"Kyle Mountsier","startTime":217.41,"endTime":221.4,"body":"been operating SalesLogs in in"},{"speaker":"Kyle Mountsier","startTime":217.41,"endTime":221.4,"body":"Australia for the longest time,"},{"speaker":"Kyle Mountsier","startTime":221.4,"endTime":225.69,"body":"but are are looking at entering"},{"speaker":"Kyle Mountsier","startTime":221.4,"endTime":225.69,"body":"this kind of US market at this"},{"speaker":"Kyle Mountsier","startTime":225.69,"endTime":230.16,"body":"point. So but I'd love to hear"},{"speaker":"Kyle Mountsier","startTime":225.69,"endTime":230.16,"body":"the story behind the story a"},{"speaker":"Kyle Mountsier","startTime":230.16,"endTime":232.74,"body":"little bit, because you've been"},{"speaker":"Kyle Mountsier","startTime":230.16,"endTime":232.74,"body":"in automotive for quite some"},{"speaker":"Kyle Mountsier","startTime":232.74,"endTime":237.03,"body":"time. What What, what, because"},{"speaker":"Kyle Mountsier","startTime":232.74,"endTime":237.03,"body":"you had a retail journey and"},{"speaker":"Kyle Mountsier","startTime":237.03,"endTime":240.51,"body":"auto tell us a little bit about"},{"speaker":"Kyle Mountsier","startTime":237.03,"endTime":240.51,"body":"like how you came into that and,"},{"speaker":"Kyle Mountsier","startTime":240.69,"endTime":242.64,"body":"and what your retail journey was"},{"speaker":"Kyle Mountsier","startTime":240.69,"endTime":242.64,"body":"like?"},{"speaker":"Michael Johnson","startTime":243.36,"endTime":246.81,"body":"Yeah, so I've"},{"speaker":"Michael Johnson","startTime":243.36,"endTime":246.81,"body":"always loved cars. So even at a"},{"speaker":"Michael Johnson","startTime":246.81,"endTime":250.98,"body":"young age, the guy who lives"},{"speaker":"Michael Johnson","startTime":246.81,"endTime":250.98,"body":"directly across the street owned"},{"speaker":"Michael Johnson","startTime":250.98,"endTime":256.38,"body":"the big dealer group in in my my"},{"speaker":"Michael Johnson","startTime":250.98,"endTime":256.38,"body":"city. And so I always was quite"},{"speaker":"Michael Johnson","startTime":256.38,"endTime":258.45,"body":"interested in you know, what new"},{"speaker":"Michael Johnson","startTime":256.38,"endTime":258.45,"body":"cars do we have. And we were"},{"speaker":"Michael Johnson","startTime":258.45,"endTime":264.33,"body":"always sort of over there having"},{"speaker":"Michael Johnson","startTime":258.45,"endTime":264.33,"body":"a bit of a look. And I went into"},{"speaker":"Michael Johnson","startTime":264.36,"endTime":269.64,"body":"to a retail telco business for"},{"speaker":"Michael Johnson","startTime":264.36,"endTime":269.64,"body":"about 10 years. And when I"},{"speaker":"Michael Johnson","startTime":269.64,"endTime":271.77,"body":"wrapped that up, it was like,"},{"speaker":"Michael Johnson","startTime":269.64,"endTime":271.77,"body":"Okay, I'm gonna do something"},{"speaker":"Michael Johnson","startTime":271.77,"endTime":274.56,"body":"different. I've always loved"},{"speaker":"Michael Johnson","startTime":271.77,"endTime":274.56,"body":"cars. I'm just going to start"},{"speaker":"Michael Johnson","startTime":274.56,"endTime":278.61,"body":"selling cars and just work my"},{"speaker":"Michael Johnson","startTime":274.56,"endTime":278.61,"body":"way into the industry. So you"},{"speaker":"Michael Johnson","startTime":278.61,"endTime":281.82,"body":"know, and the general manager"},{"speaker":"Michael Johnson","startTime":278.61,"endTime":281.82,"body":"who hired me at this BMW"},{"speaker":"Michael Johnson","startTime":281.82,"endTime":286.02,"body":"dealership as my first gig, you"},{"speaker":"Michael Johnson","startTime":281.82,"endTime":286.02,"body":"know, he said all like we're in"},{"speaker":"Michael Johnson","startTime":286.02,"endTime":288.33,"body":"the people business, you know,"},{"speaker":"Michael Johnson","startTime":286.02,"endTime":288.33,"body":"it's just a medium of exchange"},{"speaker":"Michael Johnson","startTime":288.33,"endTime":291.81,"body":"as cars and and that kind of"},{"speaker":"Michael Johnson","startTime":288.33,"endTime":291.81,"body":"resonated with me because all"},{"speaker":"Michael Johnson","startTime":291.81,"endTime":295.05,"body":"through my telco journey, it was"},{"speaker":"Michael Johnson","startTime":291.81,"endTime":295.05,"body":"always around customer"},{"speaker":"Michael Johnson","startTime":295.05,"endTime":297.03,"body":"experience. You know, you were"},{"speaker":"Michael Johnson","startTime":295.05,"endTime":297.03,"body":"always delivering that"},{"speaker":"Michael Johnson","startTime":297.03,"endTime":300.12,"body":"exceptional customer experience"},{"speaker":"Michael Johnson","startTime":297.03,"endTime":300.12,"body":"because what differentiates to"},{"speaker":"Michael Johnson","startTime":300.12,"endTime":304.62,"body":"you from from your competitors,"},{"speaker":"Michael Johnson","startTime":300.12,"endTime":304.62,"body":"right. And so, so that was the"},{"speaker":"Michael Johnson","startTime":304.62,"endTime":309.09,"body":"start of my journey and my first"},{"speaker":"Michael Johnson","startTime":304.62,"endTime":309.09,"body":"month like I sold 20 cars. 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And here he's"},{"speaker":"Michael Johnson","startTime":311.55,"endTime":315.57,"body":"pulling 20 cars straight off the"},{"speaker":"Michael Johnson","startTime":315.57,"endTime":320.22,"body":"bat which impressed he's I"},{"speaker":"Michael Johnson","startTime":315.57,"endTime":320.22,"body":"worked for BMW was my first gig"},{"speaker":"Michael Johnson","startTime":320.22,"endTime":323.34,"body":"and I then worked my way through"},{"speaker":"Michael Johnson","startTime":320.22,"endTime":323.34,"body":"a few different roles, so into a"},{"speaker":"Michael Johnson","startTime":323.34,"endTime":326.76,"body":"sales management role, and then"},{"speaker":"Michael Johnson","startTime":323.34,"endTime":326.76,"body":"into a general manager role. So"},{"speaker":"Michael Johnson","startTime":327.21,"endTime":333.78,"body":"it was, it's been an exciting"},{"speaker":"Michael Johnson","startTime":327.21,"endTime":333.78,"body":"journey. I then use SalesLogs as"},{"speaker":"Michael Johnson","startTime":333.78,"endTime":336.81,"body":"a customer for for a majority of"},{"speaker":"Michael Johnson","startTime":333.78,"endTime":336.81,"body":"that time as well that I was in"},{"speaker":"Michael Johnson","startTime":336.81,"endTime":340.71,"body":"dealership land, and thought,"},{"speaker":"Michael Johnson","startTime":336.81,"endTime":340.71,"body":"like, wow, like this, this tool"},{"speaker":"Michael Johnson","startTime":340.71,"endTime":343.53,"body":"saves me so much time. So that"},{"speaker":"Michael Johnson","startTime":340.71,"endTime":343.53,"body":"was where I met John, our"},{"speaker":"Michael Johnson","startTime":343.53,"endTime":346.8,"body":"founder, and he started selling"},{"speaker":"Michael Johnson","startTime":343.53,"endTime":346.8,"body":"cars straight out of high school"},{"speaker":"Michael Johnson","startTime":346.8,"endTime":350.97,"body":"as well. So, you know, we're"},{"speaker":"Michael Johnson","startTime":346.8,"endTime":350.97,"body":"both car people who have had a"},{"speaker":"Michael Johnson","startTime":350.97,"endTime":354.63,"body":"significant tenure in retail,"},{"speaker":"Michael Johnson","startTime":350.97,"endTime":354.63,"body":"that have been moved across into"},{"speaker":"Michael Johnson","startTime":354.63,"endTime":357.42,"body":"this vendor space to find a tool"},{"speaker":"Michael Johnson","startTime":354.63,"endTime":357.42,"body":"and solutions."},{"speaker":"Paul Daly","startTime":357.81,"endTime":361.08,"body":"Yeah, I love we"},{"speaker":"Paul Daly","startTime":357.81,"endTime":361.08,"body":"always love it when people have"},{"speaker":"Paul Daly","startTime":361.08,"endTime":364.98,"body":"real world experience. And then"},{"speaker":"Paul Daly","startTime":361.08,"endTime":364.98,"body":"either you have used a product"},{"speaker":"Paul Daly","startTime":365.01,"endTime":368.73,"body":"in like the dealership, or, you"},{"speaker":"Paul Daly","startTime":365.01,"endTime":368.73,"body":"know, just understand what it's"},{"speaker":"Paul Daly","startTime":368.73,"endTime":372.24,"body":"like by living in both sides of"},{"speaker":"Paul Daly","startTime":368.73,"endTime":372.24,"body":"the fence. So that goes a long"},{"speaker":"Paul Daly","startTime":372.24,"endTime":375.3,"body":"way. 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But"},{"speaker":"Paul Daly","startTime":390.42,"endTime":392.88,"body":"can you start by telling us a"},{"speaker":"Paul Daly","startTime":390.42,"endTime":392.88,"body":"little bit, let's get a little"},{"speaker":"Paul Daly","startTime":392.88,"endTime":395.73,"body":"tactical, because we like to"},{"speaker":"Paul Daly","startTime":392.88,"endTime":395.73,"body":"introduce, you know, our"},{"speaker":"Paul Daly","startTime":395.73,"endTime":398.88,"body":"audience to the people and the"},{"speaker":"Paul Daly","startTime":395.73,"endTime":398.88,"body":"personalities and the products."},{"speaker":"Paul Daly","startTime":398.88,"endTime":401.43,"body":"Right. So I think we're all your"},{"speaker":"Paul Daly","startTime":398.88,"endTime":401.43,"body":"personalities coming through"},{"speaker":"Paul Daly","startTime":401.43,"endTime":405.54,"body":"already. Yes. And I feel like"},{"speaker":"Paul Daly","startTime":401.43,"endTime":405.54,"body":"we're just about the crack that"},{"speaker":"Paul Daly","startTime":405.54,"endTime":408.81,"body":"can open. But let's talk about"},{"speaker":"Paul Daly","startTime":405.54,"endTime":408.81,"body":"the product for a second,"},{"speaker":"Paul Daly","startTime":408.81,"endTime":411.84,"body":"because it's important that"},{"speaker":"Paul Daly","startTime":408.81,"endTime":411.84,"body":"everyone has some context, can"},{"speaker":"Paul Daly","startTime":411.84,"endTime":415.74,"body":"you just tell us quickly what"},{"speaker":"Paul Daly","startTime":411.84,"endTime":415.74,"body":"SalesLogs is and the extent of"},{"speaker":"Paul Daly","startTime":415.74,"endTime":418.02,"body":"the reach you have in the"},{"speaker":"Paul Daly","startTime":415.74,"endTime":418.02,"body":"Australian market?"},{"speaker":"Michael Johnson","startTime":418.83,"endTime":421.56,"body":"Yeah, so So"},{"speaker":"Michael Johnson","startTime":418.83,"endTime":421.56,"body":"SalesLogs as a product is"},{"speaker":"Michael Johnson","startTime":421.56,"endTime":425.25,"body":"essentially it's your daily your"},{"speaker":"Michael Johnson","startTime":421.56,"endTime":425.25,"body":"sales log, it's your daily deal"},{"speaker":"Michael Johnson","startTime":425.25,"endTime":429.15,"body":"book. We sit separate to the DMS"},{"speaker":"Michael Johnson","startTime":425.25,"endTime":429.15,"body":"and we sit separate to your CRM"},{"speaker":"Michael Johnson","startTime":429.15,"endTime":433.17,"body":"because we find that there's"},{"speaker":"Michael Johnson","startTime":429.15,"endTime":433.17,"body":"this gap in the process that the"},{"speaker":"Michael Johnson","startTime":433.17,"endTime":435.96,"body":"DMS is your accounting system,"},{"speaker":"Michael Johnson","startTime":433.17,"endTime":435.96,"body":"the CRM is tracking all of your"},{"speaker":"Michael Johnson","startTime":435.96,"endTime":441.57,"body":"leads, and enquiries and sales"},{"speaker":"Michael Johnson","startTime":435.96,"endTime":441.57,"body":"sort of process, right? So what"},{"speaker":"Michael Johnson","startTime":441.57,"endTime":443.7,"body":"do we do to track all of the"},{"speaker":"Michael Johnson","startTime":441.57,"endTime":443.7,"body":"deals that we've done? What"},{"speaker":"Michael Johnson","startTime":443.7,"endTime":446.67,"body":"price do expect and all of that"},{"speaker":"Michael Johnson","startTime":443.7,"endTime":446.67,"body":"checklist of things, we do it in"},{"speaker":"Michael Johnson","startTime":446.67,"endTime":449.91,"body":"a spreadsheet, right? So we find"},{"speaker":"Michael Johnson","startTime":446.67,"endTime":449.91,"body":"all these spreadsheets, they're"},{"speaker":"Michael Johnson","startTime":449.91,"endTime":453.48,"body":"built by people in the business."},{"speaker":"Michael Johnson","startTime":449.91,"endTime":453.48,"body":"So you know, they're not data"},{"speaker":"Michael Johnson","startTime":453.48,"endTime":456.12,"body":"analysts, they're sales"},{"speaker":"Michael Johnson","startTime":453.48,"endTime":456.12,"body":"managers, generally who are"},{"speaker":"Michael Johnson","startTime":456.27,"endTime":460.32,"body":"building these spreadsheets and"},{"speaker":"Michael Johnson","startTime":456.27,"endTime":460.32,"body":"tracking this data. So there"},{"speaker":"Michael Johnson","startTime":460.32,"endTime":463.89,"body":"comes with a lot of risk and"},{"speaker":"Michael Johnson","startTime":460.32,"endTime":463.89,"body":"complications with that. So"},{"speaker":"Michael Johnson","startTime":463.89,"endTime":467.58,"body":"we've built an online platform"},{"speaker":"Michael Johnson","startTime":463.89,"endTime":467.58,"body":"that's in the cloud. So think"},{"speaker":"Michael Johnson","startTime":467.58,"endTime":472.26,"body":"Google Sheets, on steroids, like"},{"speaker":"Michael Johnson","startTime":467.58,"endTime":472.26,"body":"it's completely just set on"},{"speaker":"Michael Johnson","startTime":472.26,"endTime":476.4,"body":"fire, and just with so much more"},{"speaker":"Michael Johnson","startTime":472.26,"endTime":476.4,"body":"features. So we built out all of"},{"speaker":"Michael Johnson","startTime":476.4,"endTime":479.55,"body":"those things that become a"},{"speaker":"Michael Johnson","startTime":476.4,"endTime":479.55,"body":"problem or a challenge or still"},{"speaker":"Michael Johnson","startTime":479.55,"endTime":483.93,"body":"a restriction with inside those"},{"speaker":"Michael Johnson","startTime":479.55,"endTime":483.93,"body":"environments, and fix them. So"},{"speaker":"Michael Johnson","startTime":483.93,"endTime":487.05,"body":"everybody can see it. Anybody"},{"speaker":"Michael Johnson","startTime":483.93,"endTime":487.05,"body":"can customize their view,"},{"speaker":"Paul Daly","startTime":487.109,"endTime":490.439,"body":"give us one, like"},{"speaker":"Paul Daly","startTime":487.109,"endTime":490.439,"body":"what's the most used instance of"},{"speaker":"Paul Daly","startTime":490.439,"endTime":493.049,"body":"your product? Like give me give"},{"speaker":"Paul Daly","startTime":490.439,"endTime":493.049,"body":"me like a real tangible use that"},{"speaker":"Paul Daly","startTime":493.049,"endTime":494.639,"body":"people like rely on it for?"},{"speaker":"Michael Johnson","startTime":495.209,"endTime":497.849,"body":"Yeah, so sales"},{"speaker":"Michael Johnson","startTime":495.209,"endTime":497.849,"body":"managers are looking at So"},{"speaker":"Michael Johnson","startTime":497.879,"endTime":501.779,"body":"counting that gross and units"},{"speaker":"Michael Johnson","startTime":497.879,"endTime":501.779,"body":"and volume, what retail report"},{"speaker":"Michael Johnson","startTime":501.779,"endTime":505.319,"body":"information that they've done."},{"speaker":"Michael Johnson","startTime":501.779,"endTime":505.319,"body":"And just basically tracking"},{"speaker":"Michael Johnson","startTime":505.349,"endTime":509.249,"body":"every deal from start to finish?"},{"speaker":"Michael Johnson","startTime":505.349,"endTime":509.249,"body":"What have we sold? What are we"},{"speaker":"Michael Johnson","startTime":509.249,"endTime":512.009,"body":"delivering? Especially in the"},{"speaker":"Michael Johnson","startTime":509.249,"endTime":512.009,"body":"current environment, we've got"},{"speaker":"Michael Johnson","startTime":512.009,"endTime":514.379,"body":"stock, you know, stock"},{"speaker":"Michael Johnson","startTime":512.009,"endTime":514.379,"body":"shortages, Chip suppliers,"},{"speaker":"Michael Johnson","startTime":514.379,"endTime":517.499,"body":"things like that. And the"},{"speaker":"Michael Johnson","startTime":514.379,"endTime":517.499,"body":"American markets now shifting"},{"speaker":"Michael Johnson","startTime":517.529,"endTime":519.959,"body":"that, you know, you're not"},{"speaker":"Michael Johnson","startTime":517.529,"endTime":519.959,"body":"walking in and buying a car and"},{"speaker":"Michael Johnson","startTime":519.959,"endTime":522.989,"body":"taking it out a few hours later"},{"speaker":"Michael Johnson","startTime":519.959,"endTime":522.989,"body":"anymore. You know, there's,"},{"speaker":"Michael Johnson","startTime":523.499,"endTime":525.839,"body":"there's water pipelines now to"},{"speaker":"Michael Johnson","startTime":523.499,"endTime":525.839,"body":"contend with. So how are"},{"speaker":"Michael Johnson","startTime":525.839,"endTime":528.779,"body":"dealerships managing that"},{"speaker":"Michael Johnson","startTime":525.839,"endTime":528.779,"body":"pipeline? And who are we sold"},{"speaker":"Michael Johnson","startTime":528.779,"endTime":530.819,"body":"to? When are we expecting it to"},{"speaker":"Michael Johnson","startTime":528.779,"endTime":530.819,"body":"come in? And how are we"},{"speaker":"Michael Johnson","startTime":530.819,"endTime":535.679,"body":"communicating internally about"},{"speaker":"Michael Johnson","startTime":530.819,"endTime":535.679,"body":"those vehicles? So we track all"},{"speaker":"Michael Johnson","startTime":535.679,"endTime":537.809,"body":"of that as well inside the"},{"speaker":"Michael Johnson","startTime":535.679,"endTime":537.809,"body":"system. So"},{"speaker":"Paul Daly","startTime":538.8,"endTime":540.66,"body":"that makes sense. You"},{"speaker":"Paul Daly","startTime":538.8,"endTime":540.66,"body":"know that that's a very"},{"speaker":"Paul Daly","startTime":540.66,"endTime":544.62,"body":"practical and timely obviously"},{"speaker":"Paul Daly","startTime":540.66,"endTime":544.62,"body":"use for it. Tell us about your"},{"speaker":"Paul Daly","startTime":544.62,"endTime":547.77,"body":"customer base, existing, you"},{"speaker":"Paul Daly","startTime":544.62,"endTime":547.77,"body":"know, in Australia, because"},{"speaker":"Paul Daly","startTime":547.77,"endTime":550.71,"body":"again, like we want to give an"},{"speaker":"Paul Daly","startTime":547.77,"endTime":550.71,"body":"idea for like the actual"},{"speaker":"Paul Daly","startTime":550.71,"endTime":553.56,"body":"adoption of it for other"},{"speaker":"Paul Daly","startTime":550.71,"endTime":553.56,"body":"dealers, that might not be US"},{"speaker":"Paul Daly","startTime":553.56,"endTime":554.07,"body":"dealers."},{"speaker":"Michael Johnson","startTime":554.64,"endTime":557.55,"body":"Yeah. So we, so"},{"speaker":"Michael Johnson","startTime":554.64,"endTime":557.55,"body":"we work with about 700 dealers"},{"speaker":"Michael Johnson","startTime":557.55,"endTime":560.34,"body":"currently across Australia and"},{"speaker":"Michael Johnson","startTime":557.55,"endTime":560.34,"body":"New Zealand. So we've"},{"speaker":"Paul Daly","startTime":561.09,"endTime":562.95,"body":"got Australia and New"},{"speaker":"Paul Daly","startTime":561.09,"endTime":562.95,"body":"Zealand."},{"speaker":"Michael Johnson","startTime":564.36,"endTime":570.9,"body":"I think there's"},{"speaker":"Michael Johnson","startTime":564.36,"endTime":570.9,"body":"about 12,000 or so. Okay, okay."},{"speaker":"Kyle Mountsier","startTime":571.08,"endTime":576.06,"body":"Are there really"},{"speaker":"Kyle Mountsier","startTime":571.08,"endTime":576.06,"body":"12,000? That seems like it seems"},{"speaker":"Kyle Mountsier","startTime":576.06,"endTime":579.24,"body":"like that that seems like"},{"speaker":"Paul Daly","startTime":579.24,"endTime":581.43,"body":"16,000 in the US,"},{"speaker":"Michael Johnson","startTime":581.43,"endTime":583.71,"body":"it seems maybe"},{"speaker":"Michael Johnson","startTime":581.43,"endTime":583.71,"body":"it's maybe it's not that many"},{"speaker":"Michael Johnson","startTime":583.71,"endTime":588.54,"body":"then. It's probably probably"},{"speaker":"Michael Johnson","startTime":583.71,"endTime":588.54,"body":"about I think we have about 20"},{"speaker":"Michael Johnson","startTime":588.54,"endTime":591.72,"body":"to 25% of the market. Yeah. So"},{"speaker":"Michael Johnson","startTime":588.54,"endTime":591.72,"body":"it's, yeah, there's still a lot"},{"speaker":"Michael Johnson","startTime":591.72,"endTime":592.44,"body":"of opportunity, we'll"},{"speaker":"Michael Cirillo","startTime":592.44,"endTime":593.19,"body":"call it Yeah."},{"speaker":"Michael Johnson","startTime":594.09,"endTime":595.89,"body":"So there's"},{"speaker":"Paul Daly","startTime":596.22,"endTime":597.69,"body":"the metric system."},{"speaker":"Paul Daly","startTime":596.22,"endTime":597.69,"body":"Yeah."},{"speaker":"Michael Johnson","startTime":600.06,"endTime":601.95,"body":"Does that mean?"},{"speaker":"Michael Johnson","startTime":600.06,"endTime":601.95,"body":"It's too early in the morning"},{"speaker":"Michael Johnson","startTime":601.95,"endTime":602.28,"body":"for these"},{"speaker":"Kyle Mountsier","startTime":603.6,"endTime":606.06,"body":"numbers, data"},{"speaker":"Kyle Mountsier","startTime":603.6,"endTime":606.06,"body":"analysts,"},{"speaker":"Unknown","startTime":605.49,"endTime":608.286,"body":"that's why we have"},{"speaker":"Unknown","startTime":605.49,"endTime":608.286,"body":"crafts in our software. That's"},{"speaker":"Unknown","startTime":608.343,"endTime":611.596,"body":"exactly. So we've, yes, so we've"},{"speaker":"Unknown","startTime":608.343,"endTime":611.596,"body":"got about six and a half"},{"speaker":"Unknown","startTime":611.653,"endTime":615.02,"body":"thousand   users signing unique"},{"speaker":"Unknown","startTime":611.653,"endTime":615.02,"body":"every week. So we're seeing"},{"speaker":"Unknown","startTime":615.077,"endTime":618.673,"body":"quite a number of people in our"},{"speaker":"Unknown","startTime":615.077,"endTime":618.673,"body":"platform. Some people just sign"},{"speaker":"Unknown","startTime":618.73,"endTime":622.097,"body":"in once or twice a week. Some of"},{"speaker":"Unknown","startTime":618.73,"endTime":622.097,"body":"them live in it, you know,"},{"speaker":"Unknown","startTime":622.154,"endTime":625.807,"body":"they're there all day, every day"},{"speaker":"Unknown","startTime":622.154,"endTime":625.807,"body":"sales managers, you know, stock"},{"speaker":"Unknown","startTime":625.864,"endTime":629.174,"body":"controllers, or inventory"},{"speaker":"Unknown","startTime":625.864,"endTime":629.174,"body":"managers. They're the primarily,"},{"speaker":"Unknown","startTime":629.231,"endTime":632.427,"body":"you know, the big users. You've"},{"speaker":"Unknown","startTime":629.231,"endTime":632.427,"body":"got general managers and"},{"speaker":"Unknown","startTime":632.484,"endTime":635.851,"body":"business owners who are spending"},{"speaker":"Unknown","startTime":632.484,"endTime":635.851,"body":"more a bit of time sort of"},{"speaker":"Unknown","startTime":635.908,"endTime":638.819,"body":"having a look at the the"},{"speaker":"Unknown","startTime":635.908,"endTime":638.819,"body":"dashboards and the graphs,"},{"speaker":"Unknown","startTime":638.876,"endTime":641.901,"body":"they'll sort of look at how the"},{"speaker":"Unknown","startTime":638.876,"endTime":641.901,"body":"business tracking and"},{"speaker":"Unknown","startTime":641.958,"endTime":645.382,"body":"performing, we've got automated"},{"speaker":"Unknown","startTime":641.958,"endTime":645.382,"body":"daily reports that come out,"},{"speaker":"Unknown","startTime":645.439,"endTime":648.75,"body":"just to keep everybody in the"},{"speaker":"Unknown","startTime":645.439,"endTime":648.75,"body":"loop of where things are at."},{"speaker":"Paul Daly","startTime":650.039,"endTime":655.079,"body":"Very nice. Very nice."},{"speaker":"Paul Daly","startTime":650.039,"endTime":655.079,"body":"So okay, so we have this"},{"speaker":"Paul Daly","startTime":655.079,"endTime":659.129,"body":"platform that helps that kind of"},{"speaker":"Paul Daly","startTime":655.079,"endTime":659.129,"body":"lives in this world between the"},{"speaker":"Paul Daly","startTime":659.129,"endTime":664.259,"body":"DMS and the CRM, for pertinent"},{"speaker":"Paul Daly","startTime":659.129,"endTime":664.259,"body":"information, that is like very"},{"speaker":"Paul Daly","startTime":664.259,"endTime":666.809,"body":"real time sensitive, it's"},{"speaker":"Paul Daly","startTime":664.259,"endTime":666.809,"body":"literally decision making"},{"speaker":"Paul Daly","startTime":666.809,"endTime":670.439,"body":"information that you're"},{"speaker":"Paul Daly","startTime":666.809,"endTime":670.439,"body":"providing, right? Like in real"},{"speaker":"Paul Daly","startTime":670.439,"endTime":675.359,"body":"time, you have 6000 unique"},{"speaker":"Paul Daly","startTime":670.439,"endTime":675.359,"body":"logins every day. So people are"},{"speaker":"Paul Daly","startTime":675.359,"endTime":679.889,"body":"relying on it. What what did you"},{"speaker":"Paul Daly","startTime":675.359,"endTime":679.889,"body":"hear? You know, I asked you a"},{"speaker":"Paul Daly","startTime":679.889,"endTime":685.259,"body":"specific use case, what, what is"},{"speaker":"Paul Daly","startTime":679.889,"endTime":685.259,"body":"the biggest pain right now that"},{"speaker":"Paul Daly","startTime":685.259,"endTime":687.239,"body":"Now granted, markets could be a"},{"speaker":"Paul Daly","startTime":685.259,"endTime":687.239,"body":"little different, but there's a"},{"speaker":"Paul Daly","startTime":687.239,"endTime":689.639,"body":"lot of similarities, supply"},{"speaker":"Paul Daly","startTime":687.239,"endTime":689.639,"body":"shortages, what is the biggest"},{"speaker":"Paul Daly","startTime":689.639,"endTime":693.209,"body":"pain that new customers are"},{"speaker":"Paul Daly","startTime":689.639,"endTime":693.209,"body":"coming to you to solve?"},{"speaker":"Michael Johnson","startTime":695.34,"endTime":697.86,"body":"The"},{"speaker":"Michael Johnson","startTime":695.34,"endTime":697.86,"body":"transparency of data. So you"},{"speaker":"Michael Johnson","startTime":697.86,"endTime":700.41,"body":"know, a lot of a lot of new"},{"speaker":"Michael Johnson","startTime":697.86,"endTime":700.41,"body":"customers who come to us they've"},{"speaker":"Michael Johnson","startTime":700.41,"endTime":703.26,"body":"got these spreadsheets, they've"},{"speaker":"Michael Johnson","startTime":700.41,"endTime":703.26,"body":"got data that they're tracking,"},{"speaker":"Michael Johnson","startTime":704.34,"endTime":707.01,"body":"and they can't share it with"},{"speaker":"Michael Johnson","startTime":704.34,"endTime":707.01,"body":"everybody. Or there's"},{"speaker":"Michael Johnson","startTime":707.01,"endTime":709.26,"body":"limitations, people break"},{"speaker":"Michael Johnson","startTime":707.01,"endTime":709.26,"body":"spreadsheets all the time,"},{"speaker":"Michael Johnson","startTime":709.26,"endTime":711.48,"body":"there's so many formulas and"},{"speaker":"Michael Johnson","startTime":709.26,"endTime":711.48,"body":"things in the background that"},{"speaker":"Michael Johnson","startTime":711.48,"endTime":714.69,"body":"people have built out, you make"},{"speaker":"Michael Johnson","startTime":711.48,"endTime":714.69,"body":"one mistake of just deleting it."},{"speaker":"Michael Johnson","startTime":714.69,"endTime":717.75,"body":"And that breaks the whole"},{"speaker":"Michael Johnson","startTime":714.69,"endTime":717.75,"body":"system, putting it in the cloud."},{"speaker":"Michael Johnson","startTime":717.75,"endTime":719.52,"body":"So people are trying, you know,"},{"speaker":"Michael Johnson","startTime":717.75,"endTime":719.52,"body":"they've got these monster"},{"speaker":"Michael Johnson","startTime":719.52,"endTime":721.77,"body":"spreadsheets, the size is"},{"speaker":"Michael Johnson","startTime":719.52,"endTime":721.77,"body":"getting too big, they're trying"},{"speaker":"Michael Johnson","startTime":721.77,"endTime":724.74,"body":"to migrate it into the cloud."},{"speaker":"Michael Johnson","startTime":721.77,"endTime":724.74,"body":"They go and put it on things"},{"speaker":"Michael Johnson","startTime":724.74,"endTime":726.84,"body":"like SharePoint or Google"},{"speaker":"Michael Johnson","startTime":724.74,"endTime":726.84,"body":"Sheets, but then it gets too"},{"speaker":"Michael Johnson","startTime":726.84,"endTime":730.32,"body":"complex. And so they're there."},{"speaker":"Michael Johnson","startTime":726.84,"endTime":730.32,"body":"They're trying to work out what"},{"speaker":"Michael Johnson","startTime":730.32,"endTime":733.86,"body":"is the solution for us to not"},{"speaker":"Michael Johnson","startTime":730.32,"endTime":733.86,"body":"have to spend hours and hours"},{"speaker":"Michael Johnson","startTime":733.89,"endTime":736.59,"body":"building and maintaining this"},{"speaker":"Michael Johnson","startTime":733.89,"endTime":736.59,"body":"thing. We just want our team to"},{"speaker":"Michael Johnson","startTime":736.59,"endTime":740.43,"body":"be putting the data and tracking"},{"speaker":"Michael Johnson","startTime":736.59,"endTime":740.43,"body":"the information, getting the"},{"speaker":"Michael Johnson","startTime":740.43,"endTime":744.6,"body":"answers in an instant not having"},{"speaker":"Michael Johnson","startTime":740.43,"endTime":744.6,"body":"to become data analysts and"},{"speaker":"Michael Johnson","startTime":744.6,"endTime":745.92,"body":"building these products."},{"speaker":"Kyle Mountsier","startTime":746.46,"endTime":750.81,"body":"Are you starting"},{"speaker":"Kyle Mountsier","startTime":746.46,"endTime":750.81,"body":"to see that, that there are like"},{"speaker":"Kyle Mountsier","startTime":750.84,"endTime":756.15,"body":"profit gaps that are found or"},{"speaker":"Kyle Mountsier","startTime":750.84,"endTime":756.15,"body":"filled? Because there's there's"},{"speaker":"Kyle Mountsier","startTime":756.15,"endTime":759.75,"body":"a reporting system like outside"},{"speaker":"Kyle Mountsier","startTime":756.15,"endTime":759.75,"body":"of the DMS outside of where the"},{"speaker":"Kyle Mountsier","startTime":759.75,"endTime":763.5,"body":"accounting is getting done? Or"},{"speaker":"Kyle Mountsier","startTime":759.75,"endTime":763.5,"body":"are people finding or are"},{"speaker":"Kyle Mountsier","startTime":763.5,"endTime":767.1,"body":"discovering those gaps early"},{"speaker":"Kyle Mountsier","startTime":763.5,"endTime":767.1,"body":"enough to kind of like stop loss"},{"speaker":"Kyle Mountsier","startTime":767.13,"endTime":770.88,"body":"or, or increase profitability"},{"speaker":"Kyle Mountsier","startTime":767.13,"endTime":770.88,"body":"because of their ability to kind"},{"speaker":"Kyle Mountsier","startTime":770.88,"endTime":775.05,"body":"of track down trends sooner than"},{"speaker":"Kyle Mountsier","startTime":770.88,"endTime":775.05,"body":"like when accounting closes the"},{"speaker":"Kyle Mountsier","startTime":775.05,"endTime":775.38,"body":"deal?"},{"speaker":"Michael Johnson","startTime":776.309,"endTime":778.709,"body":"Yeah,"},{"speaker":"Michael Johnson","startTime":776.309,"endTime":778.709,"body":"absolutely. Because we've got,"},{"speaker":"Michael Johnson","startTime":779.099,"endTime":781.559,"body":"you know, the transparency"},{"speaker":"Michael Johnson","startTime":779.099,"endTime":781.559,"body":"around what is the forecasted"},{"speaker":"Michael Johnson","startTime":781.559,"endTime":784.319,"body":"gross. So if you've got a sales"},{"speaker":"Michael Johnson","startTime":781.559,"endTime":784.319,"body":"manager, you're telling their"},{"speaker":"Michael Johnson","startTime":784.319,"endTime":788.819,"body":"GM, I've got X amount of gross,"},{"speaker":"Michael Johnson","startTime":784.319,"endTime":788.819,"body":"I've got $300,000 worth of gross"},{"speaker":"Michael Johnson","startTime":788.819,"endTime":791.849,"body":"covered so far this month. But"},{"speaker":"Michael Johnson","startTime":788.819,"endTime":791.849,"body":"then by the end of the month, if"},{"speaker":"Michael Johnson","startTime":791.849,"endTime":795.089,"body":"we ended up with only a 280."},{"speaker":"Michael Johnson","startTime":791.849,"endTime":795.089,"body":"Well, where is that $20,000 gap,"},{"speaker":"Michael Johnson","startTime":795.149,"endTime":797.999,"body":"and at the end of the month,"},{"speaker":"Michael Johnson","startTime":795.149,"endTime":797.999,"body":"that's too late to see. But as"},{"speaker":"Michael Johnson","startTime":797.999,"endTime":799.919,"body":"we were sort of tracking and"},{"speaker":"Michael Johnson","startTime":797.999,"endTime":799.919,"body":"delivering vehicles through the"},{"speaker":"Michael Johnson","startTime":799.919,"endTime":802.169,"body":"month and accounting of"},{"speaker":"Michael Johnson","startTime":799.919,"endTime":802.169,"body":"reconciling those deals, were"},{"speaker":"Michael Johnson","startTime":802.169,"endTime":805.289,"body":"highlighting on every individual"},{"speaker":"Michael Johnson","startTime":802.169,"endTime":805.289,"body":"deal, sales manager thought"},{"speaker":"Michael Johnson","startTime":805.289,"endTime":807.449,"body":"there was three and a half"},{"speaker":"Michael Johnson","startTime":805.289,"endTime":807.449,"body":"$1,000. In this deal, there was"},{"speaker":"Michael Johnson","startTime":807.449,"endTime":811.379,"body":"only 3200 in the deal, then"},{"speaker":"Michael Johnson","startTime":807.449,"endTime":811.379,"body":"identifying where the gaps are,"},{"speaker":"Michael Johnson","startTime":812.159,"endTime":815.039,"body":"you can then leave notes and"},{"speaker":"Michael Johnson","startTime":812.159,"endTime":815.039,"body":"comments with inside our system."},{"speaker":"Michael Johnson","startTime":815.279,"endTime":817.799,"body":"We've got automatic email"},{"speaker":"Michael Johnson","startTime":815.279,"endTime":817.799,"body":"notifications that come off the"},{"speaker":"Michael Johnson","startTime":817.799,"endTime":820.499,"body":"back of that screen, there was a"},{"speaker":"Michael Johnson","startTime":817.799,"endTime":820.499,"body":"variance in it related to this."},{"speaker":"Michael Johnson","startTime":820.739,"endTime":824.069,"body":"So if we start to see consistent"},{"speaker":"Michael Johnson","startTime":820.739,"endTime":824.069,"body":"comments about the same thing,"},{"speaker":"Michael Johnson","startTime":824.429,"endTime":827.429,"body":"is that a training opportunity"},{"speaker":"Michael Johnson","startTime":824.429,"endTime":827.429,"body":"for that manager? Or do we have"},{"speaker":"Michael Johnson","startTime":827.429,"endTime":830.519,"body":"the right costs loaded in our"},{"speaker":"Michael Johnson","startTime":827.429,"endTime":830.519,"body":"DMS for pre delivery charges and"},{"speaker":"Michael Johnson","startTime":830.519,"endTime":834.479,"body":"things like that. So when you"},{"speaker":"Michael Johnson","startTime":830.519,"endTime":834.479,"body":"see those comments in, it"},{"speaker":"Michael Johnson","startTime":834.479,"endTime":837.329,"body":"enhances like I know, I've I've"},{"speaker":"Michael Johnson","startTime":834.479,"endTime":837.329,"body":"experienced that personally,"},{"speaker":"Michael Johnson","startTime":837.329,"endTime":841.409,"body":"myself, I had a sales manager"},{"speaker":"Michael Johnson","startTime":837.329,"endTime":841.409,"body":"once who was terrible at"},{"speaker":"Michael Johnson","startTime":841.409,"endTime":844.949,"body":"grossing up a deal and"},{"speaker":"Michael Johnson","startTime":841.409,"endTime":844.949,"body":"forecasting was always telling"},{"speaker":"Michael Johnson","startTime":844.949,"endTime":848.339,"body":"me there was way more in the"},{"speaker":"Michael Johnson","startTime":844.949,"endTime":848.339,"body":"deal like two or $3,000, more"},{"speaker":"Michael Johnson","startTime":848.429,"endTime":852.209,"body":"every deal. And then we very"},{"speaker":"Michael Johnson","startTime":848.429,"endTime":852.209,"body":"quickly worked out that he just"},{"speaker":"Michael Johnson","startTime":852.209,"endTime":855.869,"body":"couldn't read the profit screen"},{"speaker":"Michael Johnson","startTime":852.209,"endTime":855.869,"body":"inside the system properly to"},{"speaker":"Michael Johnson","startTime":855.869,"endTime":857.639,"body":"know that this is actually the"},{"speaker":"Michael Johnson","startTime":855.869,"endTime":857.639,"body":"number that you should be"},{"speaker":"Michael Johnson","startTime":857.639,"endTime":862.769,"body":"counting. So you know, and"},{"speaker":"Michael Johnson","startTime":857.639,"endTime":862.769,"body":"that's where we we need to then"},{"speaker":"Michael Johnson","startTime":862.769,"endTime":865.859,"body":"train our staff highlight the"},{"speaker":"Michael Johnson","startTime":862.769,"endTime":865.859,"body":"information, but also"},{"speaker":"Michael Johnson","startTime":865.859,"endTime":868.949,"body":"forecasting through as we're"},{"speaker":"Michael Johnson","startTime":865.859,"endTime":868.949,"body":"tracking through the month, we"},{"speaker":"Michael Johnson","startTime":868.949,"endTime":871.979,"body":"want to know where is the"},{"speaker":"Michael Johnson","startTime":868.949,"endTime":871.979,"body":"needle? Are we on point or are"},{"speaker":"Michael Johnson","startTime":871.979,"endTime":875.129,"body":"we not and, and keeping a close"},{"speaker":"Michael Johnson","startTime":871.979,"endTime":875.129,"body":"eye on that and we need to know"},{"speaker":"Michael Johnson","startTime":875.129,"endTime":878.309,"body":"that now. It's no good when"},{"speaker":"Michael Johnson","startTime":875.129,"endTime":878.309,"body":"you're running a report that"},{"speaker":"Michael Johnson","startTime":878.309,"endTime":880.739,"body":"you're having to collate"},{"speaker":"Michael Johnson","startTime":878.309,"endTime":880.739,"body":"together at the end of the week"},{"speaker":"Michael Johnson","startTime":880.739,"endTime":884.369,"body":"or towards the end of the month"},{"speaker":"Michael Johnson","startTime":880.739,"endTime":884.369,"body":"from your DMS which is looking"},{"speaker":"Michael Johnson","startTime":884.369,"endTime":887.699,"body":"in the rearview mirror. It's"},{"speaker":"Michael Johnson","startTime":884.369,"endTime":887.699,"body":"what's happened. It's what have"},{"speaker":"Michael Johnson","startTime":887.699,"endTime":891.179,"body":"we closed off and done and"},{"speaker":"Michael Johnson","startTime":887.699,"endTime":891.179,"body":"there's your report. So there's"},{"speaker":"Michael Johnson","startTime":891.179,"endTime":891.749,"body":"that gap."},{"speaker":"Kyle Mountsier","startTime":891.87,"endTime":895.05,"body":"Well, and you"},{"speaker":"Kyle Mountsier","startTime":891.87,"endTime":895.05,"body":"know, the biggest interesting"},{"speaker":"Kyle Mountsier","startTime":895.05,"endTime":898.89,"body":"thing that I'm really intrigued"},{"speaker":"Kyle Mountsier","startTime":895.05,"endTime":898.89,"body":"about is this you kind of you"},{"speaker":"Kyle Mountsier","startTime":898.89,"endTime":901.77,"body":"kind of threw this out there"},{"speaker":"Kyle Mountsier","startTime":898.89,"endTime":901.77,"body":"that people are dealing with,"},{"speaker":"Kyle Mountsier","startTime":901.8,"endTime":907.26,"body":"obviously, a large amount of"},{"speaker":"Kyle Mountsier","startTime":901.8,"endTime":907.26,"body":"orders or pipeline sales and we"},{"speaker":"Kyle Mountsier","startTime":907.26,"endTime":910.56,"body":"start to, you know, you start,"},{"speaker":"Kyle Mountsier","startTime":907.26,"endTime":910.56,"body":"you're like, Oh, we sold one"},{"speaker":"Kyle Mountsier","startTime":910.56,"endTime":913.26,"body":"today, right? You write it down,"},{"speaker":"Kyle Mountsier","startTime":910.56,"endTime":913.26,"body":"and all of a sudden, you're"},{"speaker":"Kyle Mountsier","startTime":913.26,"endTime":915.99,"body":"like, oh, actually, that one's"},{"speaker":"Kyle Mountsier","startTime":913.26,"endTime":915.99,"body":"gonna get delivered in three and"},{"speaker":"Kyle Mountsier","startTime":915.99,"endTime":919.98,"body":"a half weeks when the truck"},{"speaker":"Kyle Mountsier","startTime":915.99,"endTime":919.98,"body":"drops off. And so now you can"},{"speaker":"Kyle Mountsier","startTime":919.98,"endTime":923.16,"body":"actually potentially manage"},{"speaker":"Kyle Mountsier","startTime":919.98,"endTime":923.16,"body":"profitability in the future, and"},{"speaker":"Kyle Mountsier","startTime":923.16,"endTime":927.06,"body":"now in a more accurate way,"},{"speaker":"Kyle Mountsier","startTime":923.16,"endTime":927.06,"body":"because you're looking at how"},{"speaker":"Kyle Mountsier","startTime":927.06,"endTime":930.24,"body":"we're trending and tracking over"},{"speaker":"Kyle Mountsier","startTime":927.06,"endTime":930.24,"body":"over a certain period of months."},{"speaker":"Kyle Mountsier","startTime":930.24,"endTime":934.05,"body":"And so there's, it sounds like"},{"speaker":"Kyle Mountsier","startTime":930.24,"endTime":934.05,"body":"you're solving for that side of"},{"speaker":"Kyle Mountsier","startTime":934.08,"endTime":935.58,"body":"sort of forecasting to"},{"speaker":"Michael Johnson","startTime":936.69,"endTime":938.46,"body":"absolutely, and"},{"speaker":"Michael Johnson","startTime":936.69,"endTime":938.46,"body":"this is where we're seeing that"},{"speaker":"Michael Johnson","startTime":938.46,"endTime":941.85,"body":"shift in the way that the US"},{"speaker":"Michael Johnson","startTime":938.46,"endTime":941.85,"body":"market is operating and how"},{"speaker":"Michael Johnson","startTime":941.85,"endTime":945.42,"body":"consumers are able to buy a car,"},{"speaker":"Michael Johnson","startTime":941.85,"endTime":945.42,"body":"not how they want to because"},{"speaker":"Michael Johnson","startTime":945.45,"endTime":948.84,"body":"we're impacted now by stock"},{"speaker":"Michael Johnson","startTime":945.45,"endTime":948.84,"body":"supply. In Australia, we don't"},{"speaker":"Michael Johnson","startTime":948.84,"endTime":953.85,"body":"have local manufacturing. So if"},{"speaker":"Michael Johnson","startTime":948.84,"endTime":953.85,"body":"I wanted to order a car, we were"},{"speaker":"Michael Johnson","startTime":953.85,"endTime":957.21,"body":"waiting months already, even pre"},{"speaker":"Michael Johnson","startTime":953.85,"endTime":957.21,"body":"pandemic, it was three or four"},{"speaker":"Michael Johnson","startTime":957.21,"endTime":960.72,"body":"months wait for those cars. So"},{"speaker":"Michael Johnson","startTime":957.21,"endTime":960.72,"body":"how do you manage to know well,"},{"speaker":"Michael Johnson","startTime":960.72,"endTime":963.27,"body":"what am I sold? What am I"},{"speaker":"Michael Johnson","startTime":960.72,"endTime":963.27,"body":"delivering this month? What's"},{"speaker":"Michael Johnson","startTime":963.27,"endTime":965.94,"body":"going to carry over what"},{"speaker":"Michael Johnson","startTime":963.27,"endTime":965.94,"body":"groceries associated with those"},{"speaker":"Michael Johnson","startTime":965.94,"endTime":969.96,"body":"deals? What f\u0026i is attached to"},{"speaker":"Michael Johnson","startTime":965.94,"endTime":969.96,"body":"those deals, what revenue is"},{"speaker":"Michael Johnson","startTime":969.96,"endTime":973.26,"body":"coming in associated with it,"},{"speaker":"Michael Johnson","startTime":969.96,"endTime":973.26,"body":"but what trading is associated"},{"speaker":"Michael Johnson","startTime":973.26,"endTime":976.14,"body":"with that vehicle as well?"},{"speaker":"Michael Johnson","startTime":973.26,"endTime":976.14,"body":"Because we're all need to"},{"speaker":"Michael Johnson","startTime":976.14,"endTime":978.99,"body":"inquire that inventory when it"},{"speaker":"Michael Johnson","startTime":976.14,"endTime":978.99,"body":"comes into the used car manager"},{"speaker":"Michael Johnson","startTime":978.99,"endTime":982.71,"body":"wants to know, what trades do I"},{"speaker":"Michael Johnson","startTime":978.99,"endTime":982.71,"body":"have coming in when where that"},{"speaker":"Michael Johnson","startTime":982.71,"endTime":986.43,"body":"communication happens between"},{"speaker":"Michael Johnson","startTime":982.71,"endTime":986.43,"body":"those two new vehicle and used"},{"speaker":"Michael Johnson","startTime":986.43,"endTime":990.12,"body":"vehicle managers? Because at the"},{"speaker":"Michael Johnson","startTime":986.43,"endTime":990.12,"body":"moment, we don't really"},{"speaker":"Michael Johnson","startTime":990.12,"endTime":993.45,"body":"communicate. Hey, that tradings"},{"speaker":"Michael Johnson","startTime":990.12,"endTime":993.45,"body":"coming in on Friday at four"},{"speaker":"Michael Johnson","startTime":993.45,"endTime":997.26,"body":"o'clock. Now, our system is just"},{"speaker":"Michael Johnson","startTime":993.45,"endTime":997.26,"body":"unconsciously telling them"},{"speaker":"Michael Johnson","startTime":997.26,"endTime":1000.17,"body":"because the new vehicle manager"},{"speaker":"Michael Johnson","startTime":997.26,"endTime":1000.17,"body":"or the delivery coordination is"},{"speaker":"Michael Johnson","startTime":1000.17,"endTime":1003.89,"body":"occurring around getting that"},{"speaker":"Michael Johnson","startTime":1000.17,"endTime":1003.89,"body":"new customer their new vehicle,"},{"speaker":"Michael Johnson","startTime":1004.1,"endTime":1006.77,"body":"we don't really care too much"},{"speaker":"Michael Johnson","startTime":1004.1,"endTime":1006.77,"body":"about the trading coming in,"},{"speaker":"Michael Johnson","startTime":1006.77,"endTime":1008.81,"body":"because it doesn't impact my"},{"speaker":"Michael Johnson","startTime":1006.77,"endTime":1008.81,"body":"department. And"},{"speaker":"Kyle Mountsier","startTime":1009.409,"endTime":1012.259,"body":"I think of Oh,"},{"speaker":"Kyle Mountsier","startTime":1009.409,"endTime":1012.259,"body":"my goodness, so like, let's say"},{"speaker":"Kyle Mountsier","startTime":1012.259,"endTime":1015.229,"body":"I got a Mercedes come in off"},{"speaker":"Kyle Mountsier","startTime":1012.259,"endTime":1015.229,"body":"trade, I'm a Honda dealer, I"},{"speaker":"Kyle Mountsier","startTime":1015.229,"endTime":1018.049,"body":"know, I'm gonna have to do an"},{"speaker":"Kyle Mountsier","startTime":1015.229,"endTime":1018.049,"body":"oil change, I can go ahead and"},{"speaker":"Kyle Mountsier","startTime":1018.049,"endTime":1023.389,"body":"pre order that Mercedes filter,"},{"speaker":"Kyle Mountsier","startTime":1018.049,"endTime":1023.389,"body":"and all of a sudden my speed now"},{"speaker":"Kyle Mountsier","startTime":1023.389,"endTime":1026.449,"body":"now you're talking about like"},{"speaker":"Kyle Mountsier","startTime":1023.389,"endTime":1026.449,"body":"speed to retail, which is also"},{"speaker":"Kyle Mountsier","startTime":1026.449,"endTime":1029.509,"body":"important because many franchise"},{"speaker":"Kyle Mountsier","startTime":1026.449,"endTime":1029.509,"body":"dealers are becoming much better"},{"speaker":"Kyle Mountsier","startTime":1029.509,"endTime":1033.019,"body":"used car operators, which means"},{"speaker":"Kyle Mountsier","startTime":1029.509,"endTime":1033.019,"body":"the merchandising is really"},{"speaker":"Kyle Mountsier","startTime":1033.019,"endTime":1036.379,"body":"important. And now on all of"},{"speaker":"Kyle Mountsier","startTime":1033.019,"endTime":1036.379,"body":"your trades, which are already"},{"speaker":"Kyle Mountsier","startTime":1036.379,"endTime":1039.589,"body":"quick turns into merchandising,"},{"speaker":"Kyle Mountsier","startTime":1036.379,"endTime":1039.589,"body":"you go even quicker, you could"},{"speaker":"Kyle Mountsier","startTime":1039.589,"endTime":1043.279,"body":"almost get that vehicle up, like"},{"speaker":"Kyle Mountsier","startTime":1039.589,"endTime":1043.279,"body":"within hours of it being there,"},{"speaker":"Kyle Mountsier","startTime":1043.279,"endTime":1045.289,"body":"especially if it's kind of a"},{"speaker":"Kyle Mountsier","startTime":1043.279,"endTime":1045.289,"body":"frontline ready, because you"},{"speaker":"Kyle Mountsier","startTime":1045.289,"endTime":1048.259,"body":"know, it's coming, you put it in"},{"speaker":"Kyle Mountsier","startTime":1045.289,"endTime":1048.259,"body":"the pipeline for detail, you put"},{"speaker":"Kyle Mountsier","startTime":1048.259,"endTime":1050.989,"body":"it in the pipeline. It's all"},{"speaker":"Kyle Mountsier","startTime":1048.259,"endTime":1050.989,"body":"there. Yeah."},{"speaker":"Paul Daly","startTime":1051.32,"endTime":1053.57,"body":"You know, it seems"},{"speaker":"Paul Daly","startTime":1051.32,"endTime":1053.57,"body":"that you know, what you just"},{"speaker":"Paul Daly","startTime":1053.57,"endTime":1057.35,"body":"explained as far as, like, what"},{"speaker":"Paul Daly","startTime":1053.57,"endTime":1057.35,"body":"the just general environment in"},{"speaker":"Paul Daly","startTime":1057.35,"endTime":1061.64,"body":"Australia is, as far as needing"},{"speaker":"Paul Daly","startTime":1057.35,"endTime":1061.64,"body":"to order and plan. It's like,"},{"speaker":"Paul Daly","startTime":1061.64,"endTime":1067.07,"body":"you've already played the game"},{"speaker":"Paul Daly","startTime":1061.64,"endTime":1067.07,"body":"for so long that US market has"},{"speaker":"Paul Daly","startTime":1067.07,"endTime":1070.4,"body":"to play now and is learning how"},{"speaker":"Paul Daly","startTime":1067.07,"endTime":1070.4,"body":"to play. So it seems to be that"},{"speaker":"Paul Daly","startTime":1070.4,"endTime":1074.27,"body":"you're actually you are like"},{"speaker":"Paul Daly","startTime":1070.4,"endTime":1074.27,"body":"built for this time. Right? Like"},{"speaker":"Paul Daly","startTime":1074.27,"endTime":1077.39,"body":"Exactly. Like this is a better"},{"speaker":"Paul Daly","startTime":1074.27,"endTime":1077.39,"body":"time to come to market than it"},{"speaker":"Paul Daly","startTime":1077.39,"endTime":1080.84,"body":"would have been in 2019 like to"},{"speaker":"Paul Daly","startTime":1077.39,"endTime":1080.84,"body":"come strong? Because like you're"},{"speaker":"Paul Daly","startTime":1080.84,"endTime":1082.64,"body":"solving the real problem, right?"},{"speaker":"Unknown","startTime":1082.0,"endTime":1084.01,"body":"Yeah, it's a completely"},{"speaker":"Unknown","startTime":1082.0,"endTime":1084.01,"body":"different conversation. And it's"},{"speaker":"Unknown","startTime":1084.04,"endTime":1090.01,"body":"quite interesting when you say"},{"speaker":"Unknown","startTime":1084.04,"endTime":1090.01,"body":"like 2019 versus to 2022, right?"},{"speaker":"Unknown","startTime":1090.64,"endTime":1094.09,"body":"When I first met a couple of our"},{"speaker":"Unknown","startTime":1090.64,"endTime":1094.09,"body":"dealers who who came on board"},{"speaker":"Unknown","startTime":1094.09,"endTime":1097.51,"body":"with us in 2019, after that"},{"speaker":"Unknown","startTime":1094.09,"endTime":1097.51,"body":"first Digital Dealer, they're"},{"speaker":"Unknown","startTime":1097.51,"endTime":1103.0,"body":"like, how many carry overs Have"},{"speaker":"Unknown","startTime":1097.51,"endTime":1103.0,"body":"you got are like, two a month."},{"speaker":"Unknown","startTime":1105.25,"endTime":1109.45,"body":"And they're selling like 800"},{"speaker":"Unknown","startTime":1105.25,"endTime":1109.45,"body":"1000 cars, you know, like, the"},{"speaker":"Unknown","startTime":1109.45,"endTime":1112.66,"body":"top performing dealers in the"},{"speaker":"Unknown","startTime":1109.45,"endTime":1112.66,"body":"country here are selling 200 300"},{"speaker":"Unknown","startTime":1112.66,"endTime":1116.2,"body":"cars a month. You know, and I"},{"speaker":"Unknown","startTime":1112.66,"endTime":1116.2,"body":"remember sitting at lunch at"},{"speaker":"Unknown","startTime":1116.2,"endTime":1118.63,"body":"Digital Dealer one day, and"},{"speaker":"Unknown","startTime":1116.2,"endTime":1118.63,"body":"this, these two ladies were"},{"speaker":"Unknown","startTime":1118.63,"endTime":1121.69,"body":"talking sitting next to me, and"},{"speaker":"Unknown","startTime":1118.63,"endTime":1121.69,"body":"she's like, Ah, I've been"},{"speaker":"Unknown","startTime":1121.69,"endTime":1124.54,"body":"working with this BMW"},{"speaker":"Unknown","startTime":1121.69,"endTime":1124.54,"body":"dealership, it's only small,"},{"speaker":"Unknown","startTime":1124.54,"endTime":1127.6,"body":"they only sell like 100 cars a"},{"speaker":"Unknown","startTime":1124.54,"endTime":1127.6,"body":"month, it's hardly worth my"},{"speaker":"Unknown","startTime":1127.6,"endTime":1134.11,"body":"time. And obviously, if my BMW"},{"speaker":"Unknown","startTime":1127.6,"endTime":1134.11,"body":"dealership was selling, I"},{"speaker":"Unknown","startTime":1134.11,"endTime":1136.12,"body":"wouldn't be here, I'd still be"},{"speaker":"Unknown","startTime":1134.11,"endTime":1136.12,"body":"working there."},{"speaker":"Paul Daly","startTime":1137.56,"endTime":1141.55,"body":"That's amazing."},{"speaker":"Paul Daly","startTime":1137.56,"endTime":1141.55,"body":"That's amazing. So let's do"},{"speaker":"Paul Daly","startTime":1141.55,"endTime":1145.0,"body":"this. I think we talked about"},{"speaker":"Paul Daly","startTime":1141.55,"endTime":1145.0,"body":"the product, right? And we get"},{"speaker":"Paul Daly","startTime":1145.0,"endTime":1149.8,"body":"kind of a good overview. Give us"},{"speaker":"Paul Daly","startTime":1145.0,"endTime":1149.8,"body":"an idea of like, the personality"},{"speaker":"Paul Daly","startTime":1149.83,"endTime":1152.11,"body":"of your organization, give us"},{"speaker":"Paul Daly","startTime":1149.83,"endTime":1152.11,"body":"some idea for the size and the"},{"speaker":"Paul Daly","startTime":1152.11,"endTime":1155.5,"body":"scope and like what the"},{"speaker":"Paul Daly","startTime":1152.11,"endTime":1155.5,"body":"mentality is inside SalesLogs,"},{"speaker":"Paul Daly","startTime":1155.5,"endTime":1159.82,"body":"how how you approach sales, how"},{"speaker":"Paul Daly","startTime":1155.5,"endTime":1159.82,"body":"you approach a customer service,"},{"speaker":"Paul Daly","startTime":1159.82,"endTime":1162.85,"body":"because that is just such a big"},{"speaker":"Paul Daly","startTime":1159.82,"endTime":1162.85,"body":"question mark. And I think a"},{"speaker":"Paul Daly","startTime":1162.85,"endTime":1166.36,"body":"very, very important thing to"},{"speaker":"Paul Daly","startTime":1162.85,"endTime":1166.36,"body":"dealers like, Yeah, I know, like"},{"speaker":"Paul Daly","startTime":1166.36,"endTime":1169.63,"body":"I could turn the software on,"},{"speaker":"Paul Daly","startTime":1166.36,"endTime":1169.63,"body":"but what's going to happen? When"},{"speaker":"Paul Daly","startTime":1169.63,"endTime":1172.21,"body":"I have questions, what's gonna"},{"speaker":"Paul Daly","startTime":1169.63,"endTime":1172.21,"body":"happen, you know, when something"},{"speaker":"Paul Daly","startTime":1172.21,"endTime":1174.46,"body":"doesn't go right, or I need"},{"speaker":"Paul Daly","startTime":1172.21,"endTime":1174.46,"body":"something changed. So give us"},{"speaker":"Paul Daly","startTime":1174.46,"endTime":1176.71,"body":"give us an overview, like what's"},{"speaker":"Paul Daly","startTime":1174.46,"endTime":1176.71,"body":"the what's the attitude"},{"speaker":"Paul Daly","startTime":1176.71,"endTime":1180.28,"body":"mentality, and the personality"},{"speaker":"Paul Daly","startTime":1176.71,"endTime":1180.28,"body":"of the SalesLogs organization?"},{"speaker":"Michael Johnson","startTime":1180.89,"endTime":1183.38,"body":"Yeah. So for"},{"speaker":"Michael Johnson","startTime":1180.89,"endTime":1183.38,"body":"us, because we are car people,"},{"speaker":"Michael Johnson","startTime":1183.38,"endTime":1186.26,"body":"we get it. So when there's"},{"speaker":"Michael Johnson","startTime":1183.38,"endTime":1186.26,"body":"something pops up in terms of"},{"speaker":"Michael Johnson","startTime":1186.26,"endTime":1188.63,"body":"people that are, hey, I want to"},{"speaker":"Michael Johnson","startTime":1186.26,"endTime":1188.63,"body":"do this, or this is the outcome"},{"speaker":"Michael Johnson","startTime":1188.63,"endTime":1191.21,"body":"I'm looking for, or I'd like to"},{"speaker":"Michael Johnson","startTime":1188.63,"endTime":1191.21,"body":"see a report on a particular"},{"speaker":"Michael Johnson","startTime":1191.21,"endTime":1195.11,"body":"thing. We'll always take that"},{"speaker":"Michael Johnson","startTime":1191.21,"endTime":1195.11,"body":"feedback on board and a lot of"},{"speaker":"Michael Johnson","startTime":1195.11,"endTime":1197.78,"body":"things are very easy for us to"},{"speaker":"Michael Johnson","startTime":1195.11,"endTime":1197.78,"body":"just build, develop and deploy."},{"speaker":"Michael Johnson","startTime":1198.05,"endTime":1201.02,"body":"So for example, I had a meeting"},{"speaker":"Michael Johnson","startTime":1198.05,"endTime":1201.02,"body":"the other day With a Toyota"},{"speaker":"Michael Johnson","startTime":1201.02,"endTime":1204.08,"body":"dealership and they wanted to"},{"speaker":"Michael Johnson","startTime":1201.02,"endTime":1204.08,"body":"look at a specific metric around"},{"speaker":"Michael Johnson","startTime":1204.11,"endTime":1207.8,"body":"f\u0026i, so we didn't have that"},{"speaker":"Michael Johnson","startTime":1204.11,"endTime":1207.8,"body":"report built in the system, so I"},{"speaker":"Michael Johnson","startTime":1207.8,"endTime":1211.13,"body":"went, oh, we'll just go and"},{"speaker":"Michael Johnson","startTime":1207.8,"endTime":1211.13,"body":"build that for you. And two days"},{"speaker":"Michael Johnson","startTime":1211.13,"endTime":1213.65,"body":"later, there's the report, just"},{"speaker":"Michael Johnson","startTime":1211.13,"endTime":1213.65,"body":"click here, here, it's it's"},{"speaker":"Michael Johnson","startTime":1213.65,"endTime":1216.89,"body":"built ready to go. So of course,"},{"speaker":"Michael Johnson","startTime":1213.65,"endTime":1216.89,"body":"you know, they're amazed with"},{"speaker":"Michael Johnson","startTime":1216.89,"endTime":1222.17,"body":"that. Our customers love our"},{"speaker":"Michael Johnson","startTime":1216.89,"endTime":1222.17,"body":"product. So we don't, we don't"},{"speaker":"Michael Johnson","startTime":1222.17,"endTime":1225.5,"body":"lock anybody into a contract."},{"speaker":"Michael Johnson","startTime":1222.17,"endTime":1225.5,"body":"This is how much we believe in"},{"speaker":"Michael Johnson","startTime":1225.5,"endTime":1228.5,"body":"our products that will make your"},{"speaker":"Michael Johnson","startTime":1225.5,"endTime":1228.5,"body":"life better. There's no setup"},{"speaker":"Michael Johnson","startTime":1228.5,"endTime":1231.47,"body":"costs, and there's no contract"},{"speaker":"Michael Johnson","startTime":1228.5,"endTime":1231.47,"body":"term, if you pull the pin after"},{"speaker":"Michael Johnson","startTime":1231.47,"endTime":1234.53,"body":"two, three months, that's okay."},{"speaker":"Michael Johnson","startTime":1231.47,"endTime":1234.53,"body":"You know, we were okay with"},{"speaker":"Michael Johnson","startTime":1234.53,"endTime":1238.7,"body":"that, we get it. Because our"},{"speaker":"Michael Johnson","startTime":1234.53,"endTime":1238.7,"body":"product needs to enhance your"},{"speaker":"Michael Johnson","startTime":1238.7,"endTime":1241.91,"body":"current process, and, you know,"},{"speaker":"Michael Johnson","startTime":1238.7,"endTime":1241.91,"body":"take it to this next level,"},{"speaker":"Michael Johnson","startTime":1242.39,"endTime":1246.23,"body":"replace what you're doing"},{"speaker":"Michael Johnson","startTime":1242.39,"endTime":1246.23,"body":"currently. So we're car people,"},{"speaker":"Michael Johnson","startTime":1246.23,"endTime":1249.53,"body":"we get it, we understand when"},{"speaker":"Michael Johnson","startTime":1246.23,"endTime":1249.53,"body":"people ask things, and you know,"},{"speaker":"Michael Johnson","startTime":1249.53,"endTime":1252.41,"body":"we can pivot and sort of move"},{"speaker":"Michael Johnson","startTime":1249.53,"endTime":1252.41,"body":"across. And because we're not a"},{"speaker":"Michael Johnson","startTime":1252.47,"endTime":1256.16,"body":"huge corporate organization, we"},{"speaker":"Michael Johnson","startTime":1252.47,"endTime":1256.16,"body":"don't have to jump through all"},{"speaker":"Michael Johnson","startTime":1256.16,"endTime":1259.25,"body":"these hoops, you know, talking"},{"speaker":"Michael Johnson","startTime":1256.16,"endTime":1259.25,"body":"to me and saying, Hey, I'm"},{"speaker":"Michael Johnson","startTime":1259.25,"endTime":1261.77,"body":"looking for this solution, or"},{"speaker":"Michael Johnson","startTime":1259.25,"endTime":1261.77,"body":"I'm trying to do this, can we"},{"speaker":"Michael Johnson","startTime":1261.77,"endTime":1265.58,"body":"build this feature? between John"},{"speaker":"Michael Johnson","startTime":1261.77,"endTime":1265.58,"body":"and I were the ones on the front"},{"speaker":"Michael Johnson","startTime":1265.58,"endTime":1268.7,"body":"line, making those decisions"},{"speaker":"Michael Johnson","startTime":1265.58,"endTime":1268.7,"body":"with our customers daily to go,"},{"speaker":"Michael Johnson","startTime":1268.73,"endTime":1270.92,"body":"Yeah, I can see what you're"},{"speaker":"Michael Johnson","startTime":1268.73,"endTime":1270.92,"body":"trying to do. So we'll go off"},{"speaker":"Michael Johnson","startTime":1270.92,"endTime":1273.5,"body":"and plan that and build it."},{"speaker":"Michael Johnson","startTime":1270.92,"endTime":1273.5,"body":"Because when we release"},{"speaker":"Michael Johnson","startTime":1273.5,"endTime":1276.68,"body":"functions and features, we"},{"speaker":"Michael Johnson","startTime":1273.5,"endTime":1276.68,"body":"release it to everybody. Because"},{"speaker":"Michael Johnson","startTime":1276.71,"endTime":1279.47,"body":"it's a benefit. If you're asking"},{"speaker":"Michael Johnson","startTime":1276.71,"endTime":1279.47,"body":"me for something, it's important"},{"speaker":"Michael Johnson","startTime":1279.47,"endTime":1283.7,"body":"to you, there's probably another"},{"speaker":"Michael Johnson","startTime":1279.47,"endTime":1283.7,"body":"10 People who also see"},{"speaker":"Kyle Mountsier","startTime":1283.0,"endTime":1288.22,"body":"the data in an"},{"speaker":"Kyle Mountsier","startTime":1283.0,"endTime":1288.22,"body":"inefficient way where it all"},{"speaker":"Kyle Mountsier","startTime":1288.22,"endTime":1291.49,"body":"kind of sits in a warehouse. And"},{"speaker":"Kyle Mountsier","startTime":1288.22,"endTime":1291.49,"body":"it's just like, oh, that's an"},{"speaker":"Kyle Mountsier","startTime":1291.49,"endTime":1295.48,"body":"insight someone wants, you know,"},{"speaker":"Kyle Mountsier","startTime":1291.49,"endTime":1295.48,"body":"just pull it out. And it makes"},{"speaker":"Kyle Mountsier","startTime":1295.48,"endTime":1299.38,"body":"sense. That's amazing. You know,"},{"speaker":"Kyle Mountsier","startTime":1295.48,"endTime":1299.38,"body":"I want to ask, I want to ask two"},{"speaker":"Kyle Mountsier","startTime":1299.38,"endTime":1303.31,"body":"questions. One is, so you guys"},{"speaker":"Kyle Mountsier","startTime":1299.38,"endTime":1303.31,"body":"are coming to ASOTU CON, which"},{"speaker":"Kyle Mountsier","startTime":1303.31,"endTime":1305.14,"body":"is that's just a big deal to me"},{"speaker":"Kyle Mountsier","startTime":1303.31,"endTime":1305.14,"body":"for"},{"speaker":"Paul Daly","startTime":1305.15,"endTime":1307.7,"body":"you. By the way. By"},{"speaker":"Paul Daly","startTime":1305.15,"endTime":1307.7,"body":"the way, let me interrupt this"},{"speaker":"Paul Daly","startTime":1307.73,"endTime":1310.49,"body":"because I have something really"},{"speaker":"Paul Daly","startTime":1307.73,"endTime":1310.49,"body":"special sitting right here."},{"speaker":"Kyle Mountsier","startTime":1310.52,"endTime":1314.57,"body":"There it is."},{"speaker":"Kyle Mountsier","startTime":1310.52,"endTime":1314.57,"body":"Look at that. Well, first of"},{"speaker":"Kyle Mountsier","startTime":1314.57,"endTime":1321.41,"body":"all, you all threw down with us"},{"speaker":"Kyle Mountsier","startTime":1314.57,"endTime":1321.41,"body":"and are hosting the swag with"},{"speaker":"Kyle Mountsier","startTime":1321.44,"endTime":1327.05,"body":"us, which is like I initially I"},{"speaker":"Kyle Mountsier","startTime":1321.44,"endTime":1327.05,"body":"was like, Paul, we should do a"},{"speaker":"Kyle Mountsier","startTime":1327.05,"endTime":1332.21,"body":"scarf. Right? Because I'm a big"},{"speaker":"Kyle Mountsier","startTime":1327.05,"endTime":1332.21,"body":"soccer fan. And then, and then"},{"speaker":"Kyle Mountsier","startTime":1332.39,"endTime":1336.83,"body":"some Australians, which, like,"},{"speaker":"Kyle Mountsier","startTime":1332.39,"endTime":1336.83,"body":"happen to know a thing or two,"},{"speaker":"Kyle Mountsier","startTime":1337.34,"endTime":1340.01,"body":"to know a thing or two about"},{"speaker":"Kyle Mountsier","startTime":1337.34,"endTime":1340.01,"body":"soccer. We're like, hey, we'd"},{"speaker":"Kyle Mountsier","startTime":1340.01,"endTime":1342.65,"body":"love to partner and you guys, it"},{"speaker":"Kyle Mountsier","startTime":1340.01,"endTime":1342.65,"body":"just made a whole bunch of"},{"speaker":"Kyle Mountsier","startTime":1342.65,"endTime":1343.13,"body":"sense."},{"speaker":"Paul Daly","startTime":1344.78,"endTime":1348.38,"body":"So I didn't grow up"},{"speaker":"Paul Daly","startTime":1344.78,"endTime":1348.38,"body":"watching soccer or and Kyle has"},{"speaker":"Paul Daly","startTime":1348.38,"endTime":1351.92,"body":"kind of been my, my first touch"},{"speaker":"Paul Daly","startTime":1348.38,"endTime":1351.92,"body":"into the game and understanding"},{"speaker":"Paul Daly","startTime":1351.92,"endTime":1355.73,"body":"the culture and the community"},{"speaker":"Paul Daly","startTime":1351.92,"endTime":1355.73,"body":"that actually happens around the"},{"speaker":"Paul Daly","startTime":1355.73,"endTime":1359.42,"body":"game. And so when it came time,"},{"speaker":"Paul Daly","startTime":1355.73,"endTime":1359.42,"body":"like this is the very first"},{"speaker":"Paul Daly","startTime":1359.54,"endTime":1363.17,"body":"soccer scarf that's ever been"},{"speaker":"Paul Daly","startTime":1359.54,"endTime":1363.17,"body":"around my neck. And honestly,"},{"speaker":"Paul Daly","startTime":1363.35,"endTime":1364.28,"body":"I'm in love with it."},{"speaker":"Kyle Mountsier","startTime":1366.01,"endTime":1368.77,"body":"Yeah, it's"},{"speaker":"Kyle Mountsier","startTime":1366.01,"endTime":1368.77,"body":"amazing. But But you told me"},{"speaker":"Kyle Mountsier","startTime":1368.77,"endTime":1371.35,"body":"something else that I think that"},{"speaker":"Kyle Mountsier","startTime":1368.77,"endTime":1371.35,"body":"you might be bringing now I"},{"speaker":"Kyle Mountsier","startTime":1371.35,"endTime":1376.18,"body":"might be committing you to"},{"speaker":"Kyle Mountsier","startTime":1371.35,"endTime":1376.18,"body":"something more than but, but you"},{"speaker":"Kyle Mountsier","startTime":1376.18,"endTime":1379.51,"body":"sent to me You said I think"},{"speaker":"Kyle Mountsier","startTime":1376.18,"endTime":1379.51,"body":"we're gonna bring some I think"},{"speaker":"Kyle Mountsier","startTime":1379.51,"endTime":1383.95,"body":"they're called Tim Tams is that"},{"speaker":"Kyle Mountsier","startTime":1379.51,"endTime":1383.95,"body":"or Tampa Bay? Ah, okay, Tim Tams"},{"speaker":"Kyle Mountsier","startTime":1383.95,"endTime":1386.98,"body":"so so which is amazing, and I"},{"speaker":"Kyle Mountsier","startTime":1383.95,"endTime":1386.98,"body":"don't know how many you're gonna"},{"speaker":"Kyle Mountsier","startTime":1386.98,"endTime":1389.65,"body":"bring people might be like"},{"speaker":"Kyle Mountsier","startTime":1386.98,"endTime":1389.65,"body":"knocking down the doors to find"},{"speaker":"Kyle Mountsier","startTime":1390.91,"endTime":1397.36,"body":"Tim Tam. Yeah. Talk about what a"},{"speaker":"Kyle Mountsier","startTime":1390.91,"endTime":1397.36,"body":"Tim Tam is? And and why? Why now"},{"speaker":"Kyle Mountsier","startTime":1397.36,"endTime":1399.16,"body":"we're getting into the real"},{"speaker":"Kyle Mountsier","startTime":1397.36,"endTime":1399.16,"body":"conversation."},{"speaker":"Unknown","startTime":1401.38,"endTime":1404.8,"body":"So it is it is a"},{"speaker":"Unknown","startTime":1401.38,"endTime":1404.8,"body":"chocolate biscuit. Or you might"},{"speaker":"Unknown","startTime":1404.8,"endTime":1412.12,"body":"call it a cookie, I guess. It is"},{"speaker":"Unknown","startTime":1404.8,"endTime":1412.12,"body":"absolutely delicious. And I'm"},{"speaker":"Unknown","startTime":1412.12,"endTime":1415.93,"body":"gonna bring I'm gonna bring"},{"speaker":"Unknown","startTime":1412.12,"endTime":1415.93,"body":"quite a few. So there should be"},{"speaker":"Unknown","startTime":1415.93,"endTime":1418.9,"body":"planning provided, provided I'd"},{"speaker":"Unknown","startTime":1415.93,"endTime":1418.9,"body":"have any issues that like"},{"speaker":"Unknown","startTime":1418.9,"endTime":1419.44,"body":"customs"},{"speaker":"Paul Daly","startTime":1420.98,"endTime":1425.42,"body":"smuggling. Take you"},{"speaker":"Paul Daly","startTime":1420.98,"endTime":1425.42,"body":"up, we're gonna have to pick up"},{"speaker":"Paul Daly","startTime":1425.42,"endTime":1429.17,"body":"my customs or like, are you"},{"speaker":"Paul Daly","startTime":1425.42,"endTime":1429.17,"body":"gonna claim this guy? Right?"},{"speaker":"Paul Daly","startTime":1429.17,"endTime":1430.82,"body":"He's stuck here in the airport."},{"speaker":"Michael Johnson","startTime":1431.84,"endTime":1434.6,"body":"It'd be like,"},{"speaker":"Michael Johnson","startTime":1431.84,"endTime":1434.6,"body":"what what do you need all of"},{"speaker":"Michael Johnson","startTime":1434.6,"endTime":1438.44,"body":"these biscuits for like, you"},{"speaker":"Michael Johnson","startTime":1434.6,"endTime":1438.44,"body":"know, we've got food here. Very"},{"speaker":"Michael Johnson","startTime":1438.44,"endTime":1439.01,"body":"Hungry."},{"speaker":"Kyle Mountsier","startTime":1439.55,"endTime":1442.31,"body":"Hungry. That's"},{"speaker":"Kyle Mountsier","startTime":1439.55,"endTime":1442.31,"body":"great. And then my other is a"},{"speaker":"Kyle Mountsier","startTime":1442.31,"endTime":1445.94,"body":"lot more a lot more intentional"},{"speaker":"Kyle Mountsier","startTime":1442.31,"endTime":1445.94,"body":"on what specifically a lot of"},{"speaker":"Kyle Mountsier","startTime":1445.94,"endTime":1448.76,"body":"dealerships here are talking"},{"speaker":"Kyle Mountsier","startTime":1445.94,"endTime":1448.76,"body":"about right now, which is not"},{"speaker":"Kyle Mountsier","startTime":1448.76,"endTime":1451.07,"body":"just this inventory squeeze,"},{"speaker":"Kyle Mountsier","startTime":1448.76,"endTime":1451.07,"body":"which will be which we'll be"},{"speaker":"Kyle Mountsier","startTime":1451.07,"endTime":1453.98,"body":"talking about. But there's been"},{"speaker":"Kyle Mountsier","startTime":1451.07,"endTime":1453.98,"body":"a lot of conversations about"},{"speaker":"Kyle Mountsier","startTime":1453.98,"endTime":1458.36,"body":"what's happening at an OEM level"},{"speaker":"Kyle Mountsier","startTime":1453.98,"endTime":1458.36,"body":"at in Australia. And I'm sure"},{"speaker":"Kyle Mountsier","startTime":1458.36,"endTime":1460.58,"body":"some of your dealers are"},{"speaker":"Kyle Mountsier","startTime":1458.36,"endTime":1460.58,"body":"starting to deal with some of"},{"speaker":"Kyle Mountsier","startTime":1460.58,"endTime":1464.0,"body":"the conversations that are"},{"speaker":"Kyle Mountsier","startTime":1460.58,"endTime":1464.0,"body":"coming out about how franchises"},{"speaker":"Kyle Mountsier","startTime":1464.0,"endTime":1469.22,"body":"are organized, how OEMs are"},{"speaker":"Kyle Mountsier","startTime":1464.0,"endTime":1469.22,"body":"relating to dealers and just"},{"speaker":"Kyle Mountsier","startTime":1469.22,"endTime":1471.74,"body":"wanted to kind of see like, have"},{"speaker":"Kyle Mountsier","startTime":1469.22,"endTime":1471.74,"body":"there been insights or"},{"speaker":"Kyle Mountsier","startTime":1471.74,"endTime":1474.95,"body":"conversations around that? And"},{"speaker":"Kyle Mountsier","startTime":1471.74,"endTime":1474.95,"body":"how are dealers approaching that"},{"speaker":"Kyle Mountsier","startTime":1474.95,"endTime":1478.4,"body":"conversation with the OEMs in"},{"speaker":"Kyle Mountsier","startTime":1474.95,"endTime":1478.4,"body":"Australia, because I know that"},{"speaker":"Kyle Mountsier","startTime":1478.4,"endTime":1480.89,"body":"there are a few OEMs that have"},{"speaker":"Kyle Mountsier","startTime":1478.4,"endTime":1480.89,"body":"started to push the boundaries"},{"speaker":"Kyle Mountsier","startTime":1480.89,"endTime":1481.91,"body":"of those relationships."},{"speaker":"Michael Johnson","startTime":1483.17,"endTime":1485.9,"body":"We started to"},{"speaker":"Michael Johnson","startTime":1483.17,"endTime":1485.9,"body":"see a lot of the shift around"},{"speaker":"Michael Johnson","startTime":1485.9,"endTime":1490.25,"body":"this agency model with EVs"},{"speaker":"Michael Johnson","startTime":1485.9,"endTime":1490.25,"body":"coming out. So we saw a few"},{"speaker":"Michael Johnson","startTime":1490.25,"endTime":1494.69,"body":"brands going okay, you can have"},{"speaker":"Michael Johnson","startTime":1490.25,"endTime":1494.69,"body":"the full electric electrified"},{"speaker":"Michael Johnson","startTime":1494.69,"endTime":1497.66,"body":"version of this particular"},{"speaker":"Michael Johnson","startTime":1494.69,"endTime":1497.66,"body":"vehicle, but it doesn't count to"},{"speaker":"Michael Johnson","startTime":1497.66,"endTime":1502.58,"body":"your retail targets or basically"},{"speaker":"Michael Johnson","startTime":1497.66,"endTime":1502.58,"body":"The OEM numbers, so they were"},{"speaker":"Michael Johnson","startTime":1502.61,"endTime":1505.34,"body":"doing delivery on behalf of so"},{"speaker":"Michael Johnson","startTime":1502.61,"endTime":1505.34,"body":"there was a couple of brands"},{"speaker":"Michael Johnson","startTime":1505.34,"endTime":1507.44,"body":"that were doing that"},{"speaker":"Michael Johnson","startTime":1505.34,"endTime":1507.44,"body":"specifically for their electric"},{"speaker":"Michael Johnson","startTime":1507.68,"endTime":1511.22,"body":"vehicles. And now, of course,"},{"speaker":"Michael Johnson","startTime":1507.68,"endTime":1511.22,"body":"we're seeing one particular"},{"speaker":"Michael Johnson","startTime":1511.22,"endTime":1514.13,"body":"manufacturer, Mercedes Benz that"},{"speaker":"Michael Johnson","startTime":1511.22,"endTime":1514.13,"body":"you wrote about the other day,"},{"speaker":"Michael Johnson","startTime":1514.25,"endTime":1517.49,"body":"off the back of obviously, the"},{"speaker":"Michael Johnson","startTime":1514.25,"endTime":1517.49,"body":"article. And there's, there's a"},{"speaker":"Michael Johnson","startTime":1517.49,"endTime":1521.42,"body":"court case and everything going"},{"speaker":"Michael Johnson","startTime":1517.49,"endTime":1521.42,"body":"on here at the moment. A lot of"},{"speaker":"Michael Johnson","startTime":1521.42,"endTime":1525.26,"body":"it is just people sitting back"},{"speaker":"Michael Johnson","startTime":1521.42,"endTime":1525.26,"body":"watching to see what happens"},{"speaker":"Michael Johnson","startTime":1525.26,"endTime":1527.99,"body":"with this particular example,"},{"speaker":"Michael Johnson","startTime":1525.26,"endTime":1527.99,"body":"because it's going to set the"},{"speaker":"Michael Johnson","startTime":1527.99,"endTime":1531.59,"body":"precedent right, of where"},{"speaker":"Michael Johnson","startTime":1527.99,"endTime":1531.59,"body":"dealerships are going to go in"},{"speaker":"Michael Johnson","startTime":1531.59,"endTime":1535.01,"body":"terms of their relationship with"},{"speaker":"Michael Johnson","startTime":1531.59,"endTime":1535.01,"body":"the OEM, and what that looks"},{"speaker":"Michael Johnson","startTime":1535.01,"endTime":1539.18,"body":"like, you know, the dealerships"},{"speaker":"Michael Johnson","startTime":1535.01,"endTime":1539.18,"body":"had to sign their agreement,"},{"speaker":"Michael Johnson","startTime":1539.18,"endTime":1544.19,"body":"they, they were down to the wire"},{"speaker":"Michael Johnson","startTime":1539.18,"endTime":1544.19,"body":"of sign today, or take your sign"},{"speaker":"Michael Johnson","startTime":1544.19,"endTime":1547.25,"body":"down tomorrow morning kind of"},{"speaker":"Michael Johnson","startTime":1544.19,"endTime":1547.25,"body":"thing. So they didn't really"},{"speaker":"Michael Johnson","startTime":1547.25,"endTime":1551.48,"body":"have a choice. You know, that"},{"speaker":"Michael Johnson","startTime":1547.25,"endTime":1551.48,"body":"they had to just jump on board"},{"speaker":"Michael Johnson","startTime":1551.48,"endTime":1554.21,"body":"and go, Well, we've spent all of"},{"speaker":"Michael Johnson","startTime":1551.48,"endTime":1554.21,"body":"this money on, you know,"},{"speaker":"Michael Johnson","startTime":1554.21,"endTime":1559.94,"body":"facilities and brand and loyalty"},{"speaker":"Michael Johnson","startTime":1554.21,"endTime":1559.94,"body":"and our community to then kind"},{"speaker":"Michael Johnson","startTime":1559.94,"endTime":1564.47,"body":"of feel like they're handing"},{"speaker":"Michael Johnson","startTime":1559.94,"endTime":1564.47,"body":"that over to the OEM and going"},{"speaker":"Michael Johnson","startTime":1564.47,"endTime":1570.44,"body":"all this as this is kind of"},{"speaker":"Michael Johnson","startTime":1564.47,"endTime":1570.44,"body":"yours. Huge impact with with"},{"speaker":"Michael Johnson","startTime":1570.47,"endTime":1573.98,"body":"another another brand Honda, for"},{"speaker":"Michael Johnson","startTime":1570.47,"endTime":1573.98,"body":"example. You know, they they"},{"speaker":"Michael Johnson","startTime":1573.98,"endTime":1576.68,"body":"changed the agency model last"},{"speaker":"Michael Johnson","startTime":1573.98,"endTime":1576.68,"body":"year, their their sales have"},{"speaker":"Michael Johnson","startTime":1576.68,"endTime":1581.54,"body":"taken a big dive, which they"},{"speaker":"Michael Johnson","startTime":1576.68,"endTime":1581.54,"body":"were expecting. They were well,"},{"speaker":"Michael Johnson","startTime":1581.54,"endTime":1585.38,"body":"they were reducing that anyway,"},{"speaker":"Michael Johnson","startTime":1581.54,"endTime":1585.38,"body":"as part of that plan. But what"},{"speaker":"Michael Johnson","startTime":1585.38,"endTime":1588.98,"body":"sort of happened off the back of"},{"speaker":"Michael Johnson","startTime":1585.38,"endTime":1588.98,"body":"that is dealers, then were no"},{"speaker":"Michael Johnson","startTime":1588.98,"endTime":1592.34,"body":"longer dealers. So with the"},{"speaker":"Michael Johnson","startTime":1588.98,"endTime":1592.34,"body":"transition with Mercedes Benz,"},{"speaker":"Michael Johnson","startTime":1592.34,"endTime":1596.39,"body":"every dealer moved through into"},{"speaker":"Michael Johnson","startTime":1592.34,"endTime":1596.39,"body":"agency, they didn't take anybody"},{"speaker":"Michael Johnson","startTime":1596.48,"endTime":1599.33,"body":"off the list and go, you're no"},{"speaker":"Michael Johnson","startTime":1596.48,"endTime":1599.33,"body":"longer going to be a dealer."},{"speaker":"Michael Johnson","startTime":1599.81,"endTime":1603.41,"body":"Honda didn't do that. So that"},{"speaker":"Michael Johnson","startTime":1599.81,"endTime":1603.41,"body":"was where there was a big"},{"speaker":"Michael Johnson","startTime":1603.41,"endTime":1608.15,"body":"change. So you know, long time"},{"speaker":"Michael Johnson","startTime":1603.41,"endTime":1608.15,"body":"Honda dealerships 3040 50 year"},{"speaker":"Michael Johnson","startTime":1608.15,"endTime":1612.05,"body":"dealers, no longer dealers"},{"speaker":"Michael Johnson","startTime":1608.15,"endTime":1612.05,"body":"weren't invited along for the"},{"speaker":"Michael Johnson","startTime":1612.05,"endTime":1618.02,"body":"ride. So yeah, so that that's,"},{"speaker":"Michael Johnson","startTime":1612.05,"endTime":1618.02,"body":"that's also another court case,"},{"speaker":"Michael Johnson","startTime":1618.02,"endTime":1619.61,"body":"it's sort of going through"},{"speaker":"Michael Johnson","startTime":1618.02,"endTime":1619.61,"body":"because of course, there's all"},{"speaker":"Michael Johnson","startTime":1619.61,"endTime":1622.58,"body":"that goodwill associated with"},{"speaker":"Michael Johnson","startTime":1619.61,"endTime":1622.58,"body":"it, where those customers now"},{"speaker":"Michael Johnson","startTime":1622.85,"endTime":1626.09,"body":"get directed for service because"},{"speaker":"Michael Johnson","startTime":1622.85,"endTime":1626.09,"body":"of course, they were then told,"},{"speaker":"Michael Johnson","startTime":1626.42,"endTime":1628.4,"body":"or that service center has"},{"speaker":"Michael Johnson","startTime":1626.42,"endTime":1628.4,"body":"closed."},{"speaker":"Paul Daly","startTime":1630.71,"endTime":1633.89,"body":"People getting their"},{"speaker":"Paul Daly","startTime":1630.71,"endTime":1633.89,"body":"Honda service. Well, that's"},{"speaker":"Michael Johnson","startTime":1634.43,"endTime":1636.26,"body":"an independent"},{"speaker":"Michael Johnson","startTime":1634.43,"endTime":1636.26,"body":"dealer now. So they're still"},{"speaker":"Michael Johnson","startTime":1636.26,"endTime":1639.11,"body":"open, they can still service"},{"speaker":"Michael Johnson","startTime":1636.26,"endTime":1639.11,"body":"that particular customer's car,"},{"speaker":"Michael Johnson","startTime":1639.11,"endTime":1642.68,"body":"because they're in their"},{"speaker":"Michael Johnson","startTime":1639.11,"endTime":1642.68,"body":"database and everything so but"},{"speaker":"Michael Johnson","startTime":1642.74,"endTime":1645.65,"body":"they own it. At this point,"},{"speaker":"Paul Daly","startTime":1645.86,"endTime":1647.06,"body":"how about warranty"},{"speaker":"Paul Daly","startTime":1645.86,"endTime":1647.06,"body":"work?"},{"speaker":"Michael Johnson","startTime":1648.41,"endTime":1649.76,"body":"While they"},{"speaker":"Michael Johnson","startTime":1648.41,"endTime":1649.76,"body":"wouldn't be able to do warranty"},{"speaker":"Michael Johnson","startTime":1649.76,"endTime":1654.38,"body":"work, because they're not a"},{"speaker":"Michael Johnson","startTime":1649.76,"endTime":1654.38,"body":"dealer. So yeah, so it's"},{"speaker":"Paul Daly","startTime":1654.0,"endTime":1656.55,"body":"just wait til"},{"speaker":"Paul Daly","startTime":1654.0,"endTime":1656.55,"body":"Benstock hears about this?"},{"speaker":"Kyle Mountsier","startTime":1658.76,"endTime":1662.27,"body":"Yeah, no, I, you"},{"speaker":"Kyle Mountsier","startTime":1658.76,"endTime":1662.27,"body":"know, obviously, I don't want to"},{"speaker":"Kyle Mountsier","startTime":1662.3,"endTime":1665.06,"body":"I don't want to put all the"},{"speaker":"Kyle Mountsier","startTime":1662.3,"endTime":1665.06,"body":"pressure of like, you know, what"},{"speaker":"Kyle Mountsier","startTime":1665.06,"endTime":1667.55,"body":"do you think about it? That's"},{"speaker":"Kyle Mountsier","startTime":1665.06,"endTime":1667.55,"body":"not the idea. But I think you"},{"speaker":"Kyle Mountsier","startTime":1667.55,"endTime":1671.15,"body":"know, you honestly are connected"},{"speaker":"Kyle Mountsier","startTime":1667.55,"endTime":1671.15,"body":"to 700 dealers that are going"},{"speaker":"Kyle Mountsier","startTime":1671.15,"endTime":1673.31,"body":"through this, they're watc hing"},{"speaker":"Kyle Mountsier","startTime":1671.15,"endTime":1673.31,"body":"their friends that are down the"},{"speaker":"Kyle Mountsier","startTime":1673.31,"endTime":1675.5,"body":"street, go through it, or"},{"speaker":"Kyle Mountsier","startTime":1673.31,"endTime":1675.5,"body":"they're, or they might be"},{"speaker":"Kyle Mountsier","startTime":1675.53,"endTime":1678.98,"body":"experiencing it on their own."},{"speaker":"Kyle Mountsier","startTime":1675.53,"endTime":1678.98,"body":"And, you know, I just think"},{"speaker":"Kyle Mountsier","startTime":1678.98,"endTime":1681.89,"body":"that, like, there's wisdom and"},{"speaker":"Kyle Mountsier","startTime":1678.98,"endTime":1681.89,"body":"understanding that this is a"},{"speaker":"Kyle Mountsier","startTime":1681.89,"endTime":1685.37,"body":"reality across the world in"},{"speaker":"Kyle Mountsier","startTime":1681.89,"endTime":1685.37,"body":"developed countries that are"},{"speaker":"Kyle Mountsier","startTime":1685.4,"endTime":1688.7,"body":"that have the same leadership,"},{"speaker":"Kyle Mountsier","startTime":1685.4,"endTime":1688.7,"body":"like it's not like, you know,"},{"speaker":"Kyle Mountsier","startTime":1688.7,"endTime":1691.46,"body":"the 100 leadership in Australia"},{"speaker":"Kyle Mountsier","startTime":1688.7,"endTime":1691.46,"body":"doesn't talk to the on the"},{"speaker":"Kyle Mountsier","startTime":1691.46,"endTime":1695.09,"body":"leadership in the US at any"},{"speaker":"Kyle Mountsier","startTime":1691.46,"endTime":1695.09,"body":"point. And so, being cognizant"},{"speaker":"Kyle Mountsier","startTime":1695.12,"endTime":1697.52,"body":"of those changes, and how they"},{"speaker":"Kyle Mountsier","startTime":1695.12,"endTime":1697.52,"body":"took place, I think is really"},{"speaker":"Kyle Mountsier","startTime":1697.52,"endTime":1700.37,"body":"important for us to understand,"},{"speaker":"Kyle Mountsier","startTime":1697.52,"endTime":1700.37,"body":"and whether it's a six month"},{"speaker":"Kyle Mountsier","startTime":1700.37,"endTime":1703.19,"body":"timeline for US dealers, or"},{"speaker":"Kyle Mountsier","startTime":1700.37,"endTime":1703.19,"body":"three year timeline, or 10 year"},{"speaker":"Kyle Mountsier","startTime":1703.19,"endTime":1707.09,"body":"timeline, that that's a reality"},{"speaker":"Kyle Mountsier","startTime":1703.19,"endTime":1707.09,"body":"happening at the OEM level that"},{"speaker":"Kyle Mountsier","startTime":1707.12,"endTime":1709.73,"body":"that we just need to be"},{"speaker":"Kyle Mountsier","startTime":1707.12,"endTime":1709.73,"body":"cognizant of. And so to hear"},{"speaker":"Kyle Mountsier","startTime":1709.73,"endTime":1713.39,"body":"that, like, firsthand experience"},{"speaker":"Kyle Mountsier","startTime":1709.73,"endTime":1713.39,"body":"of, yep, it's happening to"},{"speaker":"Kyle Mountsier","startTime":1713.39,"endTime":1717.41,"body":"dealers in our network, and it's"},{"speaker":"Kyle Mountsier","startTime":1713.39,"endTime":1717.41,"body":"happening, you know, we see it"},{"speaker":"Kyle Mountsier","startTime":1717.41,"endTime":1719.51,"body":"and we know what's happening."},{"speaker":"Kyle Mountsier","startTime":1717.41,"endTime":1719.51,"body":"These people are becoming"},{"speaker":"Kyle Mountsier","startTime":1719.51,"endTime":1724.22,"body":"independent dealers overnight,"},{"speaker":"Kyle Mountsier","startTime":1719.51,"endTime":1724.22,"body":"almost. Yeah, it's a wild deal."},{"speaker":"Kyle Mountsier","startTime":1724.28,"endTime":1724.67,"body":"So,"},{"speaker":"Unknown","startTime":1725.14,"endTime":1728.44,"body":"yeah, like we, you"},{"speaker":"Unknown","startTime":1725.14,"endTime":1728.44,"body":"know, we had, we had GM exit"},{"speaker":"Unknown","startTime":1728.44,"endTime":1732.04,"body":"from, from the Australian"},{"speaker":"Unknown","startTime":1728.44,"endTime":1732.04,"body":"market. So, you know, they, they"},{"speaker":"Unknown","startTime":1732.04,"endTime":1735.25,"body":"exited from right hand drive"},{"speaker":"Unknown","startTime":1732.04,"endTime":1735.25,"body":"vehicles, which, which, of"},{"speaker":"Unknown","startTime":1735.25,"endTime":1738.76,"body":"course, that was a bit of a"},{"speaker":"Unknown","startTime":1735.25,"endTime":1738.76,"body":"shock. Because Holden as a"},{"speaker":"Unknown","startTime":1738.76,"endTime":1742.09,"body":"brand, its iconic, you know,"},{"speaker":"Unknown","startTime":1738.76,"endTime":1742.09,"body":"Australian brand, the Holden"},{"speaker":"Unknown","startTime":1742.09,"endTime":1745.24,"body":"Commodore, you know, I remember"},{"speaker":"Unknown","startTime":1742.09,"endTime":1745.24,"body":"as a kid that you either had a"},{"speaker":"Unknown","startTime":1745.24,"endTime":1748.33,"body":"Falcon or a Commodore like that"},{"speaker":"Unknown","startTime":1745.24,"endTime":1748.33,"body":"was, you know, that was the two"},{"speaker":"Unknown","startTime":1748.33,"endTime":1753.13,"body":"car choices for a Holden, and"},{"speaker":"Unknown","startTime":1748.33,"endTime":1753.13,"body":"yeah, like when, you know, local"},{"speaker":"Unknown","startTime":1753.13,"endTime":1756.13,"body":"manufacturing exited. But then"},{"speaker":"Unknown","startTime":1753.13,"endTime":1756.13,"body":"when Holden exited, you know,"},{"speaker":"Unknown","startTime":1756.13,"endTime":1761.2,"body":"the market of right hand drive,"},{"speaker":"Unknown","startTime":1756.13,"endTime":1761.2,"body":"and now we have GMSD, which is"},{"speaker":"Unknown","startTime":1761.2,"endTime":1764.86,"body":"the special vehicle so we, you"},{"speaker":"Unknown","startTime":1761.2,"endTime":1764.86,"body":"know, we see some Silverados"},{"speaker":"Unknown","startTime":1764.98,"endTime":1769.15,"body":"starting to get around and"},{"speaker":"Unknown","startTime":1764.98,"endTime":1769.15,"body":"things in imports, but it was"},{"speaker":"Unknown","startTime":1769.15,"endTime":1772.66,"body":"quite a change to sort of seeing"},{"speaker":"Unknown","startTime":1769.15,"endTime":1772.66,"body":"that shift out and, of course,"},{"speaker":"Unknown","startTime":1772.66,"endTime":1775.9,"body":"that caused some waves and sort"},{"speaker":"Unknown","startTime":1772.66,"endTime":1775.9,"body":"of upset losing that sort of"},{"speaker":"Unknown","startTime":1775.9,"endTime":1779.56,"body":"brand. And now going down this"},{"speaker":"Unknown","startTime":1775.9,"endTime":1779.56,"body":"path of agency models with other"},{"speaker":"Unknown","startTime":1779.59,"endTime":1783.67,"body":"with other brands, and we saw"},{"speaker":"Unknown","startTime":1779.59,"endTime":1783.67,"body":"one customer they had 300"},{"speaker":"Unknown","startTime":1783.67,"endTime":1786.46,"body":"dealerships, you know, they"},{"speaker":"Unknown","startTime":1783.67,"endTime":1786.46,"body":"weren't invited along for the"},{"speaker":"Unknown","startTime":1786.46,"endTime":1789.13,"body":"ride, you know, they have to"},{"speaker":"Unknown","startTime":1786.46,"endTime":1789.13,"body":"close all 300 dealerships"},{"speaker":"Unknown","startTime":1789.13,"endTime":1792.01,"body":"because they just downsized. You"},{"speaker":"Unknown","startTime":1789.13,"endTime":1792.01,"body":"know, we're talking about Metro"},{"speaker":"Unknown","startTime":1792.01,"endTime":1795.07,"body":"dealerships as well. Not like"},{"speaker":"Unknown","startTime":1792.01,"endTime":1795.07,"body":"they were encountering regional"},{"speaker":"Unknown","startTime":1795.07,"endTime":1797.62,"body":"areas where Metro dealerships"},{"speaker":"Unknown","startTime":1795.07,"endTime":1797.62,"body":"are just like that we don't need"},{"speaker":"Unknown","startTime":1797.62,"endTime":1799.42,"body":"your locations anymore. Wow."},{"speaker":"Paul Daly","startTime":1799.75,"endTime":1803.35,"body":"Well Look, I think"},{"speaker":"Paul Daly","startTime":1799.75,"endTime":1803.35,"body":"that everyone who watches this"},{"speaker":"Paul Daly","startTime":1803.35,"endTime":1806.59,"body":"is going to be excited to meet"},{"speaker":"Paul Daly","startTime":1803.35,"endTime":1806.59,"body":"you in person and not just for"},{"speaker":"Paul Daly","startTime":1806.59,"endTime":1810.85,"body":"the Tim Tams not just for the"},{"speaker":"Paul Daly","startTime":1806.59,"endTime":1810.85,"body":"he's gonna have a big trench"},{"speaker":"Paul Daly","startTime":1810.85,"endTime":1813.7,"body":"coat going through security,"},{"speaker":"Paul Daly","startTime":1810.85,"endTime":1813.7,"body":"right, it's gonna have 1010"},{"speaker":"Paul Daly","startTime":1813.7,"endTime":1817.0,"body":"bullet tip devs or be falling"},{"speaker":"Paul Daly","startTime":1813.7,"endTime":1817.0,"body":"out as he walks along. I think"},{"speaker":"Paul Daly","startTime":1817.0,"endTime":1819.46,"body":"that people are gonna be very"},{"speaker":"Paul Daly","startTime":1817.0,"endTime":1819.46,"body":"intrigued to learn more about"},{"speaker":"Paul Daly","startTime":1819.46,"endTime":1821.83,"body":"what's going on in the"},{"speaker":"Paul Daly","startTime":1819.46,"endTime":1821.83,"body":"Australian market, but also to"},{"speaker":"Paul Daly","startTime":1821.83,"endTime":1824.53,"body":"learn about the product because"},{"speaker":"Paul Daly","startTime":1821.83,"endTime":1824.53,"body":"you're solving so many problems"},{"speaker":"Paul Daly","startTime":1824.68,"endTime":1827.68,"body":"that US dealers are just trying"},{"speaker":"Paul Daly","startTime":1824.68,"endTime":1827.68,"body":"to wrap their arms around for"},{"speaker":"Paul Daly","startTime":1827.68,"endTime":1831.07,"body":"the first time. So thank you so"},{"speaker":"Paul Daly","startTime":1827.68,"endTime":1831.07,"body":"much for for being in the ASOTU"},{"speaker":"Paul Daly","startTime":1831.07,"endTime":1834.55,"body":"community and being a part of"},{"speaker":"Paul Daly","startTime":1831.07,"endTime":1834.55,"body":"ASOTU and being a collaborator."},{"speaker":"Paul Daly","startTime":1834.73,"endTime":1837.43,"body":"But also thanks for giving us"},{"speaker":"Paul Daly","startTime":1834.73,"endTime":1837.43,"body":"some of your time today. Like I"},{"speaker":"Paul Daly","startTime":1837.43,"endTime":1838.93,"body":"can't wait to we can jam in"},{"speaker":"Paul Daly","startTime":1837.43,"endTime":1838.93,"body":"person."},{"speaker":"Michael Johnson","startTime":1838.96,"endTime":1840.91,"body":"It's a big"},{"speaker":"Michael Johnson","startTime":1838.96,"endTime":1840.91,"body":"deal. Yeah, pleasure. Yeah, it's"},{"speaker":"Michael Johnson","startTime":1840.91,"endTime":1844.15,"body":"not long to go, I'm almost like"},{"speaker":"Michael Johnson","startTime":1840.91,"endTime":1844.15,"body":"you're doing the countdown time"},{"speaker":"Michael Johnson","startTime":1845.32,"endTime":1848.23,"body":"to find the head out there. So"},{"speaker":"Michael Johnson","startTime":1845.32,"endTime":1848.23,"body":"not long to go looking forward"},{"speaker":"Michael Johnson","startTime":1848.23,"endTime":1850.36,"body":"to catching up in person. Thanks"},{"speaker":"Michael Johnson","startTime":1848.23,"endTime":1850.36,"body":"so much for your time."},{"speaker":"Michael Cirillo","startTime":1855.88,"endTime":1857.74,"body":"It's really"},{"speaker":"Michael Cirillo","startTime":1855.88,"endTime":1857.74,"body":"easy. I mean, coming from"},{"speaker":"Michael Cirillo","startTime":1857.74,"endTime":1861.7,"body":"Canada, I find it really easy to"},{"speaker":"Michael Cirillo","startTime":1857.74,"endTime":1861.7,"body":"kind of get sucked into the"},{"speaker":"Michael Cirillo","startTime":1861.7,"endTime":1864.76,"body":"American Vortex where it's like,"},{"speaker":"Michael Cirillo","startTime":1861.7,"endTime":1864.76,"body":"oh, this is the way the industry"},{"speaker":"Michael Cirillo","startTime":1864.76,"endTime":1867.91,"body":"works. When you meet American"},{"speaker":"Michael Cirillo","startTime":1864.76,"endTime":1867.91,"body":"industry professionals,"},{"speaker":"Michael Cirillo","startTime":1867.91,"endTime":1871.03,"body":"sometimes we speak as if this is"},{"speaker":"Michael Cirillo","startTime":1867.91,"endTime":1871.03,"body":"just the way things happen all"},{"speaker":"Michael Cirillo","startTime":1871.03,"endTime":1873.94,"body":"over the world. And of course,"},{"speaker":"Michael Cirillo","startTime":1871.03,"endTime":1873.94,"body":"there are some similar threads."},{"speaker":"Michael Cirillo","startTime":1874.21,"endTime":1876.43,"body":"But there is nuance there is"},{"speaker":"Michael Cirillo","startTime":1874.21,"endTime":1876.43,"body":"difference. And I think this"},{"speaker":"Michael Cirillo","startTime":1876.46,"endTime":1880.33,"body":"this conversation, really kind"},{"speaker":"Michael Cirillo","startTime":1876.46,"endTime":1880.33,"body":"of underscores that no art like"},{"speaker":"Michael Cirillo","startTime":1880.36,"endTime":1883.6,"body":"Australia is dealing with some"},{"speaker":"Michael Cirillo","startTime":1880.36,"endTime":1883.6,"body":"really interesting context and"},{"speaker":"Michael Cirillo","startTime":1883.6,"endTime":1886.72,"body":"nuance that Canada is not"},{"speaker":"Michael Cirillo","startTime":1883.6,"endTime":1886.72,"body":"dealing with, or America is"},{"speaker":"Michael Cirillo","startTime":1886.72,"endTime":1888.88,"body":"dealing with something that"},{"speaker":"Michael Cirillo","startTime":1886.72,"endTime":1888.88,"body":"they're not dealing with. And I"},{"speaker":"Michael Cirillo","startTime":1888.88,"endTime":1892.45,"body":"think that's the power of, you"},{"speaker":"Michael Cirillo","startTime":1888.88,"endTime":1892.45,"body":"know what, what we're working on"},{"speaker":"Michael Cirillo","startTime":1892.45,"endTime":1895.3,"body":"here in this Auto Collabs is"},{"speaker":"Michael Cirillo","startTime":1892.45,"endTime":1895.3,"body":"bringing in as many vantage"},{"speaker":"Michael Cirillo","startTime":1895.3,"endTime":1897.52,"body":"points as possible. So I thought"},{"speaker":"Michael Cirillo","startTime":1895.3,"endTime":1897.52,"body":"that was really interesting."},{"speaker":"Michael Cirillo","startTime":1897.52,"endTime":1897.76,"body":"Well,"},{"speaker":"Kyle Mountsier","startTime":1897.79,"endTime":1900.79,"body":"and what's so"},{"speaker":"Kyle Mountsier","startTime":1897.79,"endTime":1900.79,"body":"cool is that actually something"},{"speaker":"Kyle Mountsier","startTime":1900.79,"endTime":1904.33,"body":"that they've dealt with for"},{"speaker":"Kyle Mountsier","startTime":1900.79,"endTime":1904.33,"body":"quite some time, in dealing the"},{"speaker":"Kyle Mountsier","startTime":1904.36,"endTime":1907.6,"body":"order inventory and not having a"},{"speaker":"Kyle Mountsier","startTime":1904.36,"endTime":1907.6,"body":"lot of home, you know,"},{"speaker":"Kyle Mountsier","startTime":1907.6,"endTime":1910.87,"body":"production in house,"},{"speaker":"Kyle Mountsier","startTime":1907.6,"endTime":1910.87,"body":"essentially, in Australia is"},{"speaker":"Kyle Mountsier","startTime":1910.87,"endTime":1912.82,"body":"that they've managed their"},{"speaker":"Kyle Mountsier","startTime":1910.87,"endTime":1912.82,"body":"inventory and manage"},{"speaker":"Kyle Mountsier","startTime":1912.82,"endTime":1917.95,"body":"profitability differently, which"},{"speaker":"Kyle Mountsier","startTime":1912.82,"endTime":1917.95,"body":"is exactly the way that auto"},{"speaker":"Kyle Mountsier","startTime":1917.95,"endTime":1921.19,"body":"dealers in the US are starting"},{"speaker":"Kyle Mountsier","startTime":1917.95,"endTime":1921.19,"body":"to have to deal with that. So"},{"speaker":"Kyle Mountsier","startTime":1921.31,"endTime":1925.0,"body":"there are learnings that go both"},{"speaker":"Kyle Mountsier","startTime":1921.31,"endTime":1925.0,"body":"ways, right? There are maybe"},{"speaker":"Kyle Mountsier","startTime":1925.03,"endTime":1927.94,"body":"maybe the franchise system is"},{"speaker":"Kyle Mountsier","startTime":1925.03,"endTime":1927.94,"body":"really good and should be passed"},{"speaker":"Kyle Mountsier","startTime":1927.94,"endTime":1930.28,"body":"on to other countries. And so"},{"speaker":"Kyle Mountsier","startTime":1927.94,"endTime":1930.28,"body":"there might be other countries"},{"speaker":"Kyle Mountsier","startTime":1930.28,"endTime":1932.68,"body":"that kind of look and go, Hey,"},{"speaker":"Kyle Mountsier","startTime":1930.28,"endTime":1932.68,"body":"actually, they are doing it"},{"speaker":"Kyle Mountsier","startTime":1932.68,"endTime":1934.93,"body":"really well over there in the"},{"speaker":"Kyle Mountsier","startTime":1932.68,"endTime":1934.93,"body":"US, we got to still figure that"},{"speaker":"Kyle Mountsier","startTime":1934.93,"endTime":1939.1,"body":"out. And then we can learn from"},{"speaker":"Kyle Mountsier","startTime":1934.93,"endTime":1939.1,"body":"inventory management strategies"},{"speaker":"Kyle Mountsier","startTime":1939.1,"endTime":1942.16,"body":"and all of that from potentially"},{"speaker":"Kyle Mountsier","startTime":1939.1,"endTime":1942.16,"body":"other countries. And I think,"},{"speaker":"Kyle Mountsier","startTime":1942.28,"endTime":1945.46,"body":"you know, what Michael and his"},{"speaker":"Kyle Mountsier","startTime":1942.28,"endTime":1945.46,"body":"team at SalesLogs are doing, and"},{"speaker":"Kyle Mountsier","startTime":1945.49,"endTime":1948.52,"body":"allows us to learn some of those"},{"speaker":"Kyle Mountsier","startTime":1945.49,"endTime":1948.52,"body":"dynamics in a way that has a"},{"speaker":"Kyle Mountsier","startTime":1948.52,"endTime":1951.85,"body":"perspective not based on Oh, we"},{"speaker":"Kyle Mountsier","startTime":1948.52,"endTime":1951.85,"body":"just have to figure this out."},{"speaker":"Kyle Mountsier","startTime":1951.94,"endTime":1954.04,"body":"Oh, no, it might have actually"},{"speaker":"Kyle Mountsier","startTime":1951.94,"endTime":1954.04,"body":"been figured out by someone"},{"speaker":"Kyle Mountsier","startTime":1954.04,"endTime":1957.82,"body":"else. And we can copy that to"},{"speaker":"Kyle Mountsier","startTime":1954.04,"endTime":1957.82,"body":"Jim McKelvey is a point"},{"speaker":"Kyle Mountsier","startTime":1957.88,"endTime":1959.35,"body":"innovation stack that's already"},{"speaker":"Kyle Mountsier","startTime":1957.88,"endTime":1959.35,"body":"been."},{"speaker":"Paul Daly","startTime":1959.0,"endTime":1962.57,"body":"Yeah, I remember"},{"speaker":"Paul Daly","startTime":1959.0,"endTime":1962.57,"body":"hearing like a couple of years"},{"speaker":"Paul Daly","startTime":1962.57,"endTime":1965.42,"body":"ago is the first time I ever"},{"speaker":"Paul Daly","startTime":1962.57,"endTime":1965.42,"body":"heard that. Oh, well, like in"},{"speaker":"Paul Daly","startTime":1965.42,"endTime":1969.14,"body":"Europe and Australia. A lot of"},{"speaker":"Paul Daly","startTime":1965.42,"endTime":1969.14,"body":"people order cars, like it's"},{"speaker":"Paul Daly","startTime":1969.14,"endTime":1973.37,"body":"more common for someone to order"},{"speaker":"Paul Daly","startTime":1969.14,"endTime":1973.37,"body":"a car and wait 60 to 90 days."},{"speaker":"Paul Daly","startTime":1973.37,"endTime":1976.82,"body":"And I remember thinking how"},{"speaker":"Paul Daly","startTime":1973.37,"endTime":1976.82,"body":"ridiculous that sounded like no"},{"speaker":"Paul Daly","startTime":1976.82,"endTime":1981.59,"body":"one's ever going to do that here"},{"speaker":"Paul Daly","startTime":1976.82,"endTime":1981.59,"body":"ever. Right? And now we're faced"},{"speaker":"Paul Daly","startTime":1981.59,"endTime":1983.84,"body":"with the fact that we are"},{"speaker":"Paul Daly","startTime":1981.59,"endTime":1983.84,"body":"dealing with that and we'll"},{"speaker":"Paul Daly","startTime":1983.84,"endTime":1986.78,"body":"likely do a lot more of that in"},{"speaker":"Paul Daly","startTime":1983.84,"endTime":1986.78,"body":"the future now look, it'll"},{"speaker":"Paul Daly","startTime":1986.78,"endTime":1990.5,"body":"balance out a little bit. But"},{"speaker":"Paul Daly","startTime":1986.78,"endTime":1990.5,"body":"getting I'm so excited that"},{"speaker":"Paul Daly","startTime":1991.01,"endTime":1994.46,"body":"SalesLogs and Michael are"},{"speaker":"Paul Daly","startTime":1991.01,"endTime":1994.46,"body":"bringing all that over to like"},{"speaker":"Paul Daly","startTime":1994.49,"endTime":1997.91,"body":"say no, actually, this is how it"},{"speaker":"Paul Daly","startTime":1994.49,"endTime":1997.91,"body":"works really well actually in"},{"speaker":"Paul Daly","startTime":1997.91,"endTime":2000.97,"body":"your favor and in the customers"},{"speaker":"Paul Daly","startTime":1997.91,"endTime":2000.97,"body":"favor now that the customer"},{"speaker":"Paul Daly","startTime":2000.97,"endTime":2003.25,"body":"mindset has been a little"},{"speaker":"Paul Daly","startTime":2000.97,"endTime":2003.25,"body":"retrained in Look, I'm just"},{"speaker":"Paul Daly","startTime":2003.49,"endTime":2006.67,"body":"really excited for the moment he"},{"speaker":"Paul Daly","startTime":2003.49,"endTime":2006.67,"body":"gets that football scarf. We'll"},{"speaker":"Paul Daly","startTime":2006.67,"endTime":2010.93,"body":"call it around his neck. And I'm"},{"speaker":"Paul Daly","startTime":2006.67,"endTime":2010.93,"body":"excited for the industry to meet"},{"speaker":"Paul Daly","startTime":2010.93,"endTime":2013.63,"body":"him because he's just a great"},{"speaker":"Paul Daly","startTime":2010.93,"endTime":2013.63,"body":"guy. So on behalf of Kyle"},{"speaker":"Paul Daly","startTime":2013.63,"endTime":2015.82,"body":"Mountsier, Michael Cirillo, and"},{"speaker":"Paul Daly","startTime":2013.63,"endTime":2015.82,"body":"myself thanks for listening to"},{"speaker":"Paul Daly","startTime":2015.85,"endTime":2016.51,"body":"Audio Collabs,"},{"speaker":"Unknown","startTime":2016.54,"endTime":2019.93,"body":"sign up for our free"},{"speaker":"Unknown","startTime":2016.54,"endTime":2019.93,"body":"and fun to read daily email for"},{"speaker":"Unknown","startTime":2019.93,"endTime":2023.74,"body":"free shot of relevant news and"},{"speaker":"Unknown","startTime":2019.93,"endTime":2023.74,"body":"automotive, retail media and pop"},{"speaker":"Unknown","startTime":2023.74,"endTime":2029.59,"body":"culture. You can get it now @"},{"speaker":"Unknown","startTime":2023.74,"endTime":2029.59,"body":"asotu.com That's ASOTU.com If"},{"speaker":"Unknown","startTime":2029.59,"endTime":2032.86,"body":"you love this podcast, please"},{"speaker":"Unknown","startTime":2029.59,"endTime":2032.86,"body":"leave us a review and share it"},{"speaker":"Unknown","startTime":2032.86,"endTime":2035.89,"body":"with a friend. Thanks again for"},{"speaker":"Unknown","startTime":2032.86,"endTime":2035.89,"body":"listening. We'll see you next"},{"speaker":"Unknown","startTime":2035.89,"endTime":2036.1,"body":"time."}]}