{"version":"1.0.0","segments":[{"speaker":"Kyle Mountsier","startTime":0.0,"endTime":2.64,"body":"So I'm excited"},{"speaker":"Kyle Mountsier","startTime":0.0,"endTime":2.64,"body":"because this was a really good"},{"speaker":"Kyle Mountsier","startTime":2.64,"endTime":2.97,"body":"one."},{"speaker":"Unknown","startTime":9.44,"endTime":11.51,"body":"This is Auto Collabs."},{"speaker":"Kyle Mountsier","startTime":11.57,"endTime":14.03,"body":"Man. Go ahead,"},{"speaker":"Kyle Mountsier","startTime":11.57,"endTime":14.03,"body":"go ahead. Okay."},{"speaker":"Kyle Mountsier","startTime":14.52,"endTime":18.36,"body":"We should leave all that in."},{"speaker":"Kyle Mountsier","startTime":14.52,"endTime":18.36,"body":"After you."},{"speaker":"Kyle Mountsier","startTime":20.52,"endTime":28.23,"body":"Don't worry about me. Okay, so"},{"speaker":"Kyle Mountsier","startTime":20.52,"endTime":28.23,"body":"today we have the CEO and"},{"speaker":"Kyle Mountsier","startTime":28.23,"endTime":32.85,"body":"President Mike Darrow from"},{"speaker":"Kyle Mountsier","startTime":28.23,"endTime":32.85,"body":"TrueCar. And coming from the"},{"speaker":"Kyle Mountsier","startTime":32.85,"endTime":37.44,"body":"dealer side of the industry, I"},{"speaker":"Kyle Mountsier","startTime":32.85,"endTime":37.44,"body":"will say that a lot of times"},{"speaker":"Kyle Mountsier","startTime":37.5,"endTime":42.81,"body":"when things, words that rhyme"},{"speaker":"Kyle Mountsier","startTime":37.5,"endTime":42.81,"body":"with mubar, like TrueCar come"},{"speaker":"Kyle Mountsier","startTime":42.81,"endTime":45.48,"body":"out of people's mouths, there's"},{"speaker":"Kyle Mountsier","startTime":42.81,"endTime":45.48,"body":"a little bit of like recoil,"},{"speaker":"Kyle Mountsier","startTime":45.51,"endTime":49.98,"body":"right? Oh, they got you know,"},{"speaker":"Kyle Mountsier","startTime":45.51,"endTime":49.98,"body":"and I'm really excited about"},{"speaker":"Kyle Mountsier","startTime":49.98,"endTime":53.73,"body":"today's conversation, because I"},{"speaker":"Kyle Mountsier","startTime":49.98,"endTime":53.73,"body":"think what happens is when we,"},{"speaker":"Kyle Mountsier","startTime":53.85,"endTime":57.6,"body":"when we start to meet the guy"},{"speaker":"Kyle Mountsier","startTime":53.85,"endTime":57.6,"body":"from 105, you know, the guy from"},{"speaker":"Kyle Mountsier","startTime":57.6,"endTime":62.1,"body":"the apartment 105, that guy that"},{"speaker":"Kyle Mountsier","startTime":57.6,"endTime":62.1,"body":"never throws his trash out. And"},{"speaker":"Kyle Mountsier","startTime":62.28,"endTime":66.51,"body":"but when you meet Steve from"},{"speaker":"Kyle Mountsier","startTime":62.28,"endTime":66.51,"body":"105, all of a sudden, Steve, and"},{"speaker":"Kyle Mountsier","startTime":66.51,"endTime":70.56,"body":"not just Steve, but like his"},{"speaker":"Kyle Mountsier","startTime":66.51,"endTime":70.56,"body":"apartment all become more"},{"speaker":"Kyle Mountsier","startTime":70.56,"endTime":73.77,"body":"approachable. And I'm just"},{"speaker":"Kyle Mountsier","startTime":70.56,"endTime":73.77,"body":"excited to kind of hear and gain"},{"speaker":"Kyle Mountsier","startTime":73.77,"endTime":77.25,"body":"the insights of what TrueCar's"},{"speaker":"Kyle Mountsier","startTime":73.77,"endTime":77.25,"body":"doing what they're seeing in the"},{"speaker":"Kyle Mountsier","startTime":77.25,"endTime":80.16,"body":"industry, because they do have"},{"speaker":"Kyle Mountsier","startTime":77.25,"endTime":80.16,"body":"so much data they touched so, so"},{"speaker":"Kyle Mountsier","startTime":80.16,"endTime":82.98,"body":"many different places in the"},{"speaker":"Kyle Mountsier","startTime":80.16,"endTime":82.98,"body":"automotive in the retail"},{"speaker":"Kyle Mountsier","startTime":82.98,"endTime":85.5,"body":"automotive industry. And I think"},{"speaker":"Kyle Mountsier","startTime":82.98,"endTime":85.5,"body":"that, you know, getting them"},{"speaker":"Kyle Mountsier","startTime":85.5,"endTime":88.56,"body":"going to the guy from 105 is"},{"speaker":"Kyle Mountsier","startTime":85.5,"endTime":88.56,"body":"important, even from a guy that"},{"speaker":"Kyle Mountsier","startTime":88.56,"endTime":89.61,"body":"comes from the dealer side."},{"speaker":"Kyle Mountsier","startTime":90.63,"endTime":94.89,"body":"Yeah, the first, I guess this is"},{"speaker":"Kyle Mountsier","startTime":90.63,"endTime":94.89,"body":"the second TrueCar CEO, that I'm"},{"speaker":"Kyle Mountsier","startTime":94.89,"endTime":96.99,"body":"going to get to have a"},{"speaker":"Kyle Mountsier","startTime":94.89,"endTime":96.99,"body":"conversation with getting to"},{"speaker":"Kyle Mountsier","startTime":96.99,"endTime":99.54,"body":"know Chip Perry a little bit."},{"speaker":"Kyle Mountsier","startTime":96.99,"endTime":99.54,"body":"Well, I'm sorry, I'm just"},{"speaker":"Kyle Mountsier","startTime":99.54,"endTime":103.71,"body":"racking them up. But I remember"},{"speaker":"Kyle Mountsier","startTime":99.54,"endTime":103.71,"body":"meeting Chip Perry for the first"},{"speaker":"Kyle Mountsier","startTime":103.71,"endTime":106.74,"body":"time. And Chip came into TrueCar"},{"speaker":"Kyle Mountsier","startTime":103.71,"endTime":106.74,"body":"when they were in a pretty"},{"speaker":"Kyle Mountsier","startTime":106.74,"endTime":110.46,"body":"tumultuous period. And Chip"},{"speaker":"Kyle Mountsier","startTime":106.74,"endTime":110.46,"body":"literally went on a road show"},{"speaker":"Kyle Mountsier","startTime":110.46,"endTime":115.59,"body":"all over the country, to sit and"},{"speaker":"Kyle Mountsier","startTime":110.46,"endTime":115.59,"body":"listen to dealers face to face"},{"speaker":"Kyle Mountsier","startTime":115.62,"endTime":118.41,"body":"eye to eye and say what are your"},{"speaker":"Kyle Mountsier","startTime":115.62,"endTime":118.41,"body":"thoughts? Why do you feel that"},{"speaker":"Kyle Mountsier","startTime":118.41,"endTime":121.35,"body":"way? How can I help you in what"},{"speaker":"Kyle Mountsier","startTime":118.41,"endTime":121.35,"body":"you're trying to do in your"},{"speaker":"Kyle Mountsier","startTime":121.35,"endTime":124.59,"body":"community? Seems like Mike is"},{"speaker":"Kyle Mountsier","startTime":121.35,"endTime":124.59,"body":"carrying that torch really well."},{"speaker":"Kyle Mountsier","startTime":124.71,"endTime":128.16,"body":"So I'm looking forward to seeing"},{"speaker":"Kyle Mountsier","startTime":124.71,"endTime":128.16,"body":"how that actually plays out?"},{"speaker":"Michael Cirillo","startTime":128.51,"endTime":130.04,"body":"Well, not only"},{"speaker":"Michael Cirillo","startTime":128.51,"endTime":130.04,"body":"that, I mean, I've got his"},{"speaker":"Michael Cirillo","startTime":130.04,"endTime":133.34,"body":"LinkedIn up in front of me, I'm"},{"speaker":"Michael Cirillo","startTime":130.04,"endTime":133.34,"body":"really interested, I really hope"},{"speaker":"Michael Cirillo","startTime":133.34,"endTime":136.91,"body":"he gives us some insight into"},{"speaker":"Michael Cirillo","startTime":133.34,"endTime":136.91,"body":"just the scope of his career,"},{"speaker":"Michael Cirillo","startTime":136.94,"endTime":139.76,"body":"because he's not a spring"},{"speaker":"Michael Cirillo","startTime":136.94,"endTime":139.76,"body":"chicken in this industry. Like"},{"speaker":"Michael Cirillo","startTime":139.76,"endTime":143.6,"body":"he is a vet. He's been around"},{"speaker":"Michael Cirillo","startTime":139.76,"endTime":143.6,"body":"for for quite some time. But but"},{"speaker":"Michael Cirillo","startTime":143.6,"endTime":146.9,"body":"from so many different vantage"},{"speaker":"Michael Cirillo","startTime":143.6,"endTime":146.9,"body":"points, like I'm seeing, you"},{"speaker":"Michael Cirillo","startTime":146.9,"endTime":149.93,"body":"know, Edmonds, and I'm seeing"},{"speaker":"Michael Cirillo","startTime":146.9,"endTime":149.93,"body":"Nissan Motor Corporation, and"},{"speaker":"Michael Cirillo","startTime":149.93,"endTime":153.41,"body":"I'm seeing, you know, just like,"},{"speaker":"Michael Cirillo","startTime":149.93,"endTime":153.41,"body":"there's a lot going on here. And"},{"speaker":"Michael Cirillo","startTime":153.41,"endTime":158.36,"body":"so you know, that coming up a"},{"speaker":"Michael Cirillo","startTime":153.41,"endTime":158.36,"body":"scale like that, all the way the"},{"speaker":"Michael Cirillo","startTime":158.36,"endTime":161.99,"body":"CEO and president of a company"},{"speaker":"Michael Cirillo","startTime":158.36,"endTime":161.99,"body":"like TrueCar, he's, he's seen"},{"speaker":"Michael Cirillo","startTime":161.99,"endTime":164.57,"body":"some stuff. And I always I"},{"speaker":"Michael Cirillo","startTime":161.99,"endTime":164.57,"body":"always love being able to sit"},{"speaker":"Michael Cirillo","startTime":164.57,"endTime":167.6,"body":"and just listen to individuals"},{"speaker":"Michael Cirillo","startTime":164.57,"endTime":167.6,"body":"like that, of course, we hope"},{"speaker":"Michael Cirillo","startTime":167.63,"endTime":171.23,"body":"you enjoy this conversation with"},{"speaker":"Michael Cirillo","startTime":167.63,"endTime":171.23,"body":"Mike Darrow, the CEO of TrueCar,"},{"speaker":"Michael Cirillo","startTime":171.35,"endTime":172.94,"body":"right here on Auto Collabs."},{"speaker":"Kyle Mountsier","startTime":180.59,"endTime":183.44,"body":"All right. We"},{"speaker":"Kyle Mountsier","startTime":180.59,"endTime":183.44,"body":"are hanging out today with Mike"},{"speaker":"Kyle Mountsier","startTime":183.44,"endTime":187.88,"body":"Darrow, President and CEO of"},{"speaker":"Kyle Mountsier","startTime":183.44,"endTime":187.88,"body":"TrueCar. Mike, thanksbfor"},{"speaker":"Kyle Mountsier","startTime":187.91,"endTime":189.71,"body":"joining us on auto collapse"},{"speaker":"Kyle Mountsier","startTime":187.91,"endTime":189.71,"body":"today."},{"speaker":"Mike Darrow","startTime":190.47,"endTime":192.21,"body":"Well, thanks for"},{"speaker":"Mike Darrow","startTime":190.47,"endTime":192.21,"body":"having me. It's great to be here"},{"speaker":"Mike Darrow","startTime":192.21,"endTime":194.37,"body":"and spend some time chat with"},{"speaker":"Mike Darrow","startTime":192.21,"endTime":194.37,"body":"you guys about the business."},{"speaker":"Mike Darrow","startTime":194.43,"endTime":195.69,"body":"Yeah, absolutely."},{"speaker":"Kyle Mountsier","startTime":195.78,"endTime":197.76,"body":"Well, let's"},{"speaker":"Kyle Mountsier","startTime":195.78,"endTime":197.76,"body":"start there. Because right"},{"speaker":"Kyle Mountsier","startTime":197.76,"endTime":198.84,"body":"before this, you know,"},{"speaker":"Kyle Mountsier","startTime":199.14,"endTime":204.03,"body":"I think a lot of people they see"},{"speaker":"Kyle Mountsier","startTime":199.14,"endTime":204.03,"body":"things like President and CEO on"},{"speaker":"Kyle Mountsier","startTime":204.03,"endTime":207.51,"body":"companies or on titles, or"},{"speaker":"Kyle Mountsier","startTime":204.03,"endTime":207.51,"body":"especially in public traded"},{"speaker":"Kyle Mountsier","startTime":207.51,"endTime":210.45,"body":"companies, and it's like, ah,"},{"speaker":"Kyle Mountsier","startTime":207.51,"endTime":210.45,"body":"that guy's way out there. You"},{"speaker":"Kyle Mountsier","startTime":210.45,"endTime":214.08,"body":"know, it's and sometimes you"},{"speaker":"Kyle Mountsier","startTime":210.45,"endTime":214.08,"body":"kind of get this, this kind of"},{"speaker":"Kyle Mountsier","startTime":214.11,"endTime":218.13,"body":"alter personality that is kind"},{"speaker":"Kyle Mountsier","startTime":214.11,"endTime":218.13,"body":"of, quote unquote, untouchable."},{"speaker":"Kyle Mountsier","startTime":218.13,"endTime":221.34,"body":"But But you just said to us,"},{"speaker":"Kyle Mountsier","startTime":218.13,"endTime":221.34,"body":"Hey, I've been in the car"},{"speaker":"Kyle Mountsier","startTime":221.34,"endTime":224.46,"body":"business for quite some time,"},{"speaker":"Kyle Mountsier","startTime":221.34,"endTime":224.46,"body":"love talking about the business"},{"speaker":"Kyle Mountsier","startTime":224.46,"endTime":227.55,"body":"just getting in the weeds. So"},{"speaker":"Kyle Mountsier","startTime":224.46,"endTime":227.55,"body":"take us back just a little bit"},{"speaker":"Kyle Mountsier","startTime":227.55,"endTime":231.3,"body":"just for the listeners on on"},{"speaker":"Kyle Mountsier","startTime":227.55,"endTime":231.3,"body":"when it started all out for you"},{"speaker":"Kyle Mountsier","startTime":231.3,"endTime":232.56,"body":"in the automotive industry."},{"speaker":"Mike Darrow","startTime":233.55,"endTime":236.13,"body":"Yeah, I really have"},{"speaker":"Mike Darrow","startTime":233.55,"endTime":236.13,"body":"been in the industry, almost my"},{"speaker":"Mike Darrow","startTime":236.13,"endTime":239.37,"body":"entire adult life. I kind of"},{"speaker":"Mike Darrow","startTime":236.13,"endTime":239.37,"body":"fell into a job coming out of"},{"speaker":"Mike Darrow","startTime":239.37,"endTime":243.57,"body":"college. The young lady I was"},{"speaker":"Mike Darrow","startTime":239.37,"endTime":243.57,"body":"dating in college, did some"},{"speaker":"Mike Darrow","startTime":243.57,"endTime":246.99,"body":"babysitting for the Dean of"},{"speaker":"Mike Darrow","startTime":243.57,"endTime":246.99,"body":"Admissions. And one Saturday"},{"speaker":"Mike Darrow","startTime":246.99,"endTime":250.41,"body":"night, we went to their house"},{"speaker":"Mike Darrow","startTime":246.99,"endTime":250.41,"body":"for dinner. And her husband was"},{"speaker":"Mike Darrow","startTime":250.41,"endTime":254.22,"body":"a Chrysler dealer. And he asked"},{"speaker":"Mike Darrow","startTime":250.41,"endTime":254.22,"body":"me if I had a job, you know,"},{"speaker":"Mike Darrow","startTime":254.22,"endTime":256.47,"body":"after school, I said, Well, I'm"},{"speaker":"Mike Darrow","startTime":254.22,"endTime":256.47,"body":"talking to some folks. He said,"},{"speaker":"Mike Darrow","startTime":256.47,"endTime":259.68,"body":"Well, you know, I just hired my"},{"speaker":"Mike Darrow","startTime":256.47,"endTime":259.68,"body":"Chrysler factory rep to come"},{"speaker":"Mike Darrow","startTime":259.68,"endTime":262.83,"body":"work at my store. You know, I"},{"speaker":"Mike Darrow","startTime":259.68,"endTime":262.83,"body":"know they got to be hired, and"},{"speaker":"Mike Darrow","startTime":262.83,"endTime":264.87,"body":"maybe you want to talk to"},{"speaker":"Mike Darrow","startTime":262.83,"endTime":264.87,"body":"Chrysler. And I was I said,"},{"speaker":"Mike Darrow","startTime":264.87,"endTime":267.72,"body":"Sure. You know, I was practicing"},{"speaker":"Mike Darrow","startTime":264.87,"endTime":267.72,"body":"my interview skills and doing"},{"speaker":"Mike Darrow","startTime":267.72,"endTime":270.45,"body":"all those things. I said, Let's"},{"speaker":"Mike Darrow","startTime":267.72,"endTime":270.45,"body":"do it. Sent me in for an"},{"speaker":"Mike Darrow","startTime":270.45,"endTime":274.23,"body":"interview, got the job that day,"},{"speaker":"Mike Darrow","startTime":270.45,"endTime":274.23,"body":"and I've never looked back since"},{"speaker":"Mike Darrow","startTime":274.23,"endTime":278.25,"body":"then. So it's been nearly 40"},{"speaker":"Mike Darrow","startTime":274.23,"endTime":278.25,"body":"years. And first 20 of it on the"},{"speaker":"Mike Darrow","startTime":278.25,"endTime":281.94,"body":"wholesale side. I spent the"},{"speaker":"Mike Darrow","startTime":278.25,"endTime":281.94,"body":"first three with with Chrysler"},{"speaker":"Mike Darrow","startTime":281.94,"endTime":286.59,"body":"and then I jumped over to Nissan"},{"speaker":"Mike Darrow","startTime":281.94,"endTime":286.59,"body":"spent 17 years there, and then"},{"speaker":"Mike Darrow","startTime":286.59,"endTime":290.13,"body":"15 years with Edmonds, and then"},{"speaker":"Mike Darrow","startTime":286.59,"endTime":290.13,"body":"over here to TrueCar after that,"},{"speaker":"Mike Darrow","startTime":290.13,"endTime":294.09,"body":"so you know, it's been an"},{"speaker":"Mike Darrow","startTime":290.13,"endTime":294.09,"body":"unbelievable run. I love this"},{"speaker":"Mike Darrow","startTime":294.09,"endTime":297.75,"body":"business. I've seen it from a"},{"speaker":"Mike Darrow","startTime":294.09,"endTime":297.75,"body":"lot of different sides. In the"},{"speaker":"Mike Darrow","startTime":297.75,"endTime":300.69,"body":"OEM roles, I got to call on"},{"speaker":"Mike Darrow","startTime":297.75,"endTime":300.69,"body":"dealers probably We've been in"},{"speaker":"Mike Darrow","startTime":300.93,"endTime":305.16,"body":"1000s of dealerships in my life."},{"speaker":"Mike Darrow","startTime":300.93,"endTime":305.16,"body":"You know, I did parts orders,"},{"speaker":"Mike Darrow","startTime":305.16,"endTime":309.48,"body":"I've signed warranty claims I've"},{"speaker":"Mike Darrow","startTime":305.16,"endTime":309.48,"body":"shipped allocations. So I've"},{"speaker":"Mike Darrow","startTime":309.48,"endTime":312.69,"body":"seen it all across the board."},{"speaker":"Mike Darrow","startTime":309.48,"endTime":312.69,"body":"And I love it. It's it's an"},{"speaker":"Mike Darrow","startTime":312.69,"endTime":316.47,"body":"exciting business and, and one"},{"speaker":"Mike Darrow","startTime":312.69,"endTime":316.47,"body":"that once you're in it, I think"},{"speaker":"Mike Darrow","startTime":316.47,"endTime":317.46,"body":"it's really hard to get out"},{"speaker":"Kyle Mountsier","startTime":317.46,"endTime":321.06,"body":"of. Yeah, that's"},{"speaker":"Kyle Mountsier","startTime":317.46,"endTime":321.06,"body":"legit. That is for sure. That is"},{"speaker":"Kyle Mountsier","startTime":321.06,"endTime":324.27,"body":"for sure. You know, one of the"},{"speaker":"Kyle Mountsier","startTime":321.06,"endTime":324.27,"body":"things that we're talking a lot"},{"speaker":"Kyle Mountsier","startTime":324.27,"endTime":327.21,"body":"in the industry right now is"},{"speaker":"Kyle Mountsier","startTime":324.27,"endTime":327.21,"body":"that times are like, they are"},{"speaker":"Kyle Mountsier","startTime":327.21,"endTime":330.24,"body":"crazy, right? We got chip, we"},{"speaker":"Kyle Mountsier","startTime":327.21,"endTime":330.24,"body":"got pandemic, we've got"},{"speaker":"Kyle Mountsier","startTime":330.33,"endTime":333.24,"body":"inventory shortages, potential"},{"speaker":"Kyle Mountsier","startTime":330.33,"endTime":333.24,"body":"electrification, you know,"},{"speaker":"Kyle Mountsier","startTime":333.24,"endTime":336.9,"body":"electrification, and agent,"},{"speaker":"Kyle Mountsier","startTime":333.24,"endTime":336.9,"body":"potential agency model, all of"},{"speaker":"Kyle Mountsier","startTime":336.9,"endTime":339.27,"body":"these things are happening."},{"speaker":"Kyle Mountsier","startTime":336.9,"endTime":339.27,"body":"They're crazy around us. But"},{"speaker":"Kyle Mountsier","startTime":339.42,"endTime":341.88,"body":"every time I get in"},{"speaker":"Kyle Mountsier","startTime":339.42,"endTime":341.88,"body":"conversations with the people"},{"speaker":"Kyle Mountsier","startTime":341.88,"endTime":344.79,"body":"that have been in the industry"},{"speaker":"Kyle Mountsier","startTime":341.88,"endTime":344.79,"body":"longer than eight to 10 years,"},{"speaker":"Kyle Mountsier","startTime":344.97,"endTime":348.21,"body":"there's a perspective that, that"},{"speaker":"Kyle Mountsier","startTime":344.97,"endTime":348.21,"body":"people like yourself, I feel"},{"speaker":"Kyle Mountsier","startTime":348.21,"endTime":352.17,"body":"like bring, and I'd love to kind"},{"speaker":"Kyle Mountsier","startTime":348.21,"endTime":352.17,"body":"of hear your perspective on how"},{"speaker":"Kyle Mountsier","startTime":352.17,"endTime":355.38,"body":"these challenges are maybe"},{"speaker":"Kyle Mountsier","startTime":352.17,"endTime":355.38,"body":"juxtaposed or in line with some"},{"speaker":"Kyle Mountsier","startTime":355.38,"endTime":358.59,"body":"of the things that you've seen"},{"speaker":"Kyle Mountsier","startTime":355.38,"endTime":358.59,"body":"throughout the industry, and"},{"speaker":"Kyle Mountsier","startTime":358.59,"endTime":362.76,"body":"throughout time, and how, like"},{"speaker":"Kyle Mountsier","startTime":358.59,"endTime":362.76,"body":"the approach of the way that you"},{"speaker":"Kyle Mountsier","startTime":362.76,"endTime":365.61,"body":"know, that that those things"},{"speaker":"Kyle Mountsier","startTime":362.76,"endTime":365.61,"body":"have been approached over time"},{"speaker":"Kyle Mountsier","startTime":365.79,"endTime":368.22,"body":"might impact the way that we"},{"speaker":"Kyle Mountsier","startTime":365.79,"endTime":368.22,"body":"need to be approaching some of"},{"speaker":"Kyle Mountsier","startTime":368.22,"endTime":370.11,"body":"the changes that are coming in"},{"speaker":"Kyle Mountsier","startTime":368.22,"endTime":370.11,"body":"our industry."},{"speaker":"Mike Darrow","startTime":370.63,"endTime":372.7,"body":"Yeah, and I've"},{"speaker":"Mike Darrow","startTime":370.63,"endTime":372.7,"body":"certainly seen a lot of these"},{"speaker":"Mike Darrow","startTime":372.7,"endTime":375.79,"body":"cycles, you know, come through"},{"speaker":"Mike Darrow","startTime":372.7,"endTime":375.79,"body":"the industry, and they tend to"},{"speaker":"Mike Darrow","startTime":375.79,"endTime":378.55,"body":"be a bit of a roller coaster."},{"speaker":"Mike Darrow","startTime":375.79,"endTime":378.55,"body":"You know, I've seen high"},{"speaker":"Mike Darrow","startTime":378.55,"endTime":381.82,"body":"interest rates and low interest"},{"speaker":"Mike Darrow","startTime":378.55,"endTime":381.82,"body":"rates and high inventory levels"},{"speaker":"Mike Darrow","startTime":381.82,"endTime":385.84,"body":"and low inventory levels and big"},{"speaker":"Mike Darrow","startTime":381.82,"endTime":385.84,"body":"incentives and no incentives."},{"speaker":"Mike Darrow","startTime":385.84,"endTime":389.62,"body":"And it's just, you know, the the"},{"speaker":"Mike Darrow","startTime":385.84,"endTime":389.62,"body":"industry is amazingly"},{"speaker":"Mike Darrow","startTime":389.62,"endTime":392.77,"body":"responsive. And that's the thing"},{"speaker":"Mike Darrow","startTime":389.62,"endTime":392.77,"body":"I like about dealers are,"},{"speaker":"Mike Darrow","startTime":393.04,"endTime":398.02,"body":"they're such entrepreneurial"},{"speaker":"Mike Darrow","startTime":393.04,"endTime":398.02,"body":"people that they just adjust to"},{"speaker":"Mike Darrow","startTime":398.02,"endTime":401.17,"body":"what's going on in the"},{"speaker":"Mike Darrow","startTime":398.02,"endTime":401.17,"body":"marketplace. But, you know, this"},{"speaker":"Mike Darrow","startTime":401.17,"endTime":404.53,"body":"chip shortage thing, I gotta"},{"speaker":"Mike Darrow","startTime":401.17,"endTime":404.53,"body":"tell you guys, and you probably"},{"speaker":"Mike Darrow","startTime":404.53,"endTime":408.7,"body":"talked to a lot of people about"},{"speaker":"Mike Darrow","startTime":404.53,"endTime":408.7,"body":"it. It's really a crazy thing I"},{"speaker":"Mike Darrow","startTime":408.7,"endTime":413.2,"body":"was reading. Not long ago, the"},{"speaker":"Mike Darrow","startTime":408.7,"endTime":413.2,"body":"the July report from Automotive"},{"speaker":"Mike Darrow","startTime":413.2,"endTime":421.09,"body":"News on sales. So Toyota sells"},{"speaker":"Mike Darrow","startTime":413.2,"endTime":421.09,"body":"153,000 cars in July, which was"},{"speaker":"Mike Darrow","startTime":421.09,"endTime":426.7,"body":"down about 20% from the year"},{"speaker":"Mike Darrow","startTime":421.09,"endTime":426.7,"body":"before. But they have 14,000"},{"speaker":"Mike Darrow","startTime":426.73,"endTime":431.08,"body":"they had 14,000 cars in their"},{"speaker":"Mike Darrow","startTime":426.73,"endTime":431.08,"body":"dealer inventory, when the month"},{"speaker":"Mike Darrow","startTime":431.08,"endTime":435.4,"body":"it just, I can't even run that"},{"speaker":"Mike Darrow","startTime":431.08,"endTime":435.4,"body":"through my head to think they"},{"speaker":"Mike Darrow","startTime":435.4,"endTime":439.03,"body":"still now there's another"},{"speaker":"Mike Darrow","startTime":435.4,"endTime":439.03,"body":"100,000 coming from the port and"},{"speaker":"Mike Darrow","startTime":439.03,"endTime":442.84,"body":"there's some, you know, that are"},{"speaker":"Mike Darrow","startTime":439.03,"endTime":442.84,"body":"on their way to dealers. But and"},{"speaker":"Mike Darrow","startTime":442.84,"endTime":446.44,"body":"you guys see it, I mean, you"},{"speaker":"Mike Darrow","startTime":442.84,"endTime":446.44,"body":"drive past a dealer lot these"},{"speaker":"Mike Darrow","startTime":446.44,"endTime":450.01,"body":"days, and they've got the used"},{"speaker":"Mike Darrow","startTime":446.44,"endTime":450.01,"body":"cars parked in the front, like"},{"speaker":"Mike Darrow","startTime":450.01,"endTime":454.75,"body":"kind of sideways to take up more"},{"speaker":"Mike Darrow","startTime":450.01,"endTime":454.75,"body":"space. tailgates are down,"},{"speaker":"Mike Darrow","startTime":455.56,"endTime":460.57,"body":"right? I mean, it's crazy what"},{"speaker":"Mike Darrow","startTime":455.56,"endTime":460.57,"body":"they're doing. So you know, and"},{"speaker":"Mike Darrow","startTime":460.57,"endTime":464.56,"body":"that has its, its its ripple"},{"speaker":"Mike Darrow","startTime":460.57,"endTime":464.56,"body":"effect for us, because our"},{"speaker":"Mike Darrow","startTime":464.56,"endTime":468.1,"body":"traffic's unbelievably good"},{"speaker":"Mike Darrow","startTime":464.56,"endTime":468.1,"body":"right now. I mean, you know,"},{"speaker":"Mike Darrow","startTime":468.28,"endTime":472.69,"body":"people have realized, I think"},{"speaker":"Mike Darrow","startTime":468.28,"endTime":472.69,"body":"that the days of driving up to a"},{"speaker":"Mike Darrow","startTime":472.69,"endTime":475.75,"body":"dealership and walking the lot"},{"speaker":"Mike Darrow","startTime":472.69,"endTime":475.75,"body":"and seeing a couple 100 new"},{"speaker":"Mike Darrow","startTime":475.75,"endTime":479.95,"body":"cars, a couple of 100 used cars"},{"speaker":"Mike Darrow","startTime":475.75,"endTime":479.95,"body":"at doesn't exist anymore, you"},{"speaker":"Mike Darrow","startTime":479.95,"endTime":482.35,"body":"know, you got to do your"},{"speaker":"Mike Darrow","startTime":479.95,"endTime":482.35,"body":"research, you got to get online,"},{"speaker":"Mike Darrow","startTime":482.35,"endTime":486.1,"body":"you got to try to find what you"},{"speaker":"Mike Darrow","startTime":482.35,"endTime":486.1,"body":"can find, and then start your"},{"speaker":"Mike Darrow","startTime":486.1,"endTime":490.84,"body":"shopping process. So, you know,"},{"speaker":"Mike Darrow","startTime":486.1,"endTime":490.84,"body":"I think it's a really"},{"speaker":"Mike Darrow","startTime":490.84,"endTime":495.07,"body":"interesting time in that this"},{"speaker":"Mike Darrow","startTime":490.84,"endTime":495.07,"body":"chip shortage hit on the front"},{"speaker":"Mike Darrow","startTime":495.07,"endTime":500.11,"body":"end of this conversion to EV."},{"speaker":"Mike Darrow","startTime":495.07,"endTime":500.11,"body":"Right. And when we thought the"},{"speaker":"Mike Darrow","startTime":500.11,"endTime":503.62,"body":"chip shortage was going to be"},{"speaker":"Mike Darrow","startTime":500.11,"endTime":503.62,"body":"short term, you know, I thought"},{"speaker":"Mike Darrow","startTime":503.62,"endTime":505.93,"body":"it would cycle through and then"},{"speaker":"Mike Darrow","startTime":503.62,"endTime":505.93,"body":"we'd get back to this EV"},{"speaker":"Mike Darrow","startTime":505.93,"endTime":509.53,"body":"discussion. Now these things are"},{"speaker":"Mike Darrow","startTime":505.93,"endTime":509.53,"body":"starting to run together, right,"},{"speaker":"Mike Darrow","startTime":509.53,"endTime":512.44,"body":"you're starting to see these"},{"speaker":"Mike Darrow","startTime":509.53,"endTime":512.44,"body":"more and more electric vehicles"},{"speaker":"Mike Darrow","startTime":512.44,"endTime":516.46,"body":"come in. So I think it's going"},{"speaker":"Mike Darrow","startTime":512.44,"endTime":516.46,"body":"to be really interesting. And I"},{"speaker":"Mike Darrow","startTime":516.46,"endTime":520.66,"body":"tell you guys, the honest to"},{"speaker":"Mike Darrow","startTime":516.46,"endTime":520.66,"body":"God's truth. I've got many"},{"speaker":"Mike Darrow","startTime":520.66,"endTime":524.32,"body":"friends still on the OEM side,"},{"speaker":"Mike Darrow","startTime":520.66,"endTime":524.32,"body":"and I still can't get an answer"},{"speaker":"Mike Darrow","startTime":524.32,"endTime":527.59,"body":"to where all the chips are, or"},{"speaker":"Mike Darrow","startTime":524.32,"endTime":527.59,"body":"when they're coming. And I don't"},{"speaker":"Mike Darrow","startTime":527.59,"endTime":532.72,"body":"know that if it's they don't"},{"speaker":"Mike Darrow","startTime":527.59,"endTime":532.72,"body":"know. Or if it just doesn't do"},{"speaker":"Mike Darrow","startTime":532.72,"endTime":535.42,"body":"anybody any good to tell anyone."},{"speaker":"Mike Darrow","startTime":532.72,"endTime":535.42,"body":"You know, maybe that's the"},{"speaker":"Mike Darrow","startTime":535.42,"endTime":538.45,"body":"reason there's he can't get the"},{"speaker":"Mike Darrow","startTime":535.42,"endTime":538.45,"body":"information on it. But well, I"},{"speaker":"Mike Darrow","startTime":538.45,"endTime":538.66,"body":"think"},{"speaker":"Kyle Mountsier","startTime":538.68,"endTime":540.96,"body":"we're probably"},{"speaker":"Kyle Mountsier","startTime":538.68,"endTime":540.96,"body":"pretty certain that it's not"},{"speaker":"Kyle Mountsier","startTime":540.99,"endTime":542.67,"body":"good news. Yeah."},{"speaker":"Mike Darrow","startTime":542.7,"endTime":545.64,"body":"Well, the more I"},{"speaker":"Mike Darrow","startTime":542.7,"endTime":545.64,"body":"thought about it, and I talked"},{"speaker":"Mike Darrow","startTime":545.64,"endTime":547.92,"body":"to friends, I mean, I'm talking"},{"speaker":"Mike Darrow","startTime":545.64,"endTime":547.92,"body":"to people who would usually give"},{"speaker":"Mike Darrow","startTime":547.92,"endTime":550.89,"body":"me an answer. And after I talked"},{"speaker":"Mike Darrow","startTime":547.92,"endTime":550.89,"body":"to him, I thought, Well, if the"},{"speaker":"Mike Darrow","startTime":550.89,"endTime":554.4,"body":"real answer is 18 months, what's"},{"speaker":"Mike Darrow","startTime":550.89,"endTime":554.4,"body":"the benefit of telling anybody"},{"speaker":"Mike Darrow","startTime":554.4,"endTime":556.35,"body":"that there really isn't because"},{"speaker":"Mike Darrow","startTime":554.4,"endTime":556.35,"body":"right,"},{"speaker":"Kyle Mountsier","startTime":556.89,"endTime":559.47,"body":"from saying if"},{"speaker":"Kyle Mountsier","startTime":556.89,"endTime":559.47,"body":"it was encouraging news, they'd"},{"speaker":"Kyle Mountsier","startTime":559.47,"endTime":563.19,"body":"want to be the first one to tell"},{"speaker":"Kyle Mountsier","startTime":559.47,"endTime":563.19,"body":"you. So if it's 18 months, you"},{"speaker":"Kyle Mountsier","startTime":563.19,"endTime":565.17,"body":"remember in the beginning, it"},{"speaker":"Kyle Mountsier","startTime":563.19,"endTime":565.17,"body":"was like, oh, it's gonna be"},{"speaker":"Kyle Mountsier","startTime":565.17,"endTime":568.23,"body":"rough for six months. And then"},{"speaker":"Kyle Mountsier","startTime":565.17,"endTime":568.23,"body":"it was like, the next year and"},{"speaker":"Kyle Mountsier","startTime":568.23,"endTime":570.36,"body":"then probably like, it's gonna"},{"speaker":"Kyle Mountsier","startTime":568.23,"endTime":570.36,"body":"be like two years. Remember, it"},{"speaker":"Kyle Mountsier","startTime":570.36,"endTime":573.3,"body":"just kept like, exponentially"},{"speaker":"Kyle Mountsier","startTime":570.36,"endTime":573.3,"body":"growing. And then eventually"},{"speaker":"Kyle Mountsier","startTime":573.3,"endTime":575.94,"body":"everyone was fine with like, you"},{"speaker":"Kyle Mountsier","startTime":573.3,"endTime":575.94,"body":"probably figured this out"},{"speaker":"Kyle Mountsier","startTime":575.94,"endTime":578.16,"body":"already. But we actually have no"},{"speaker":"Kyle Mountsier","startTime":575.94,"endTime":578.16,"body":"idea. That's,"},{"speaker":"Mike Darrow","startTime":579.24,"endTime":581.76,"body":"yeah, well, I think"},{"speaker":"Mike Darrow","startTime":579.24,"endTime":581.76,"body":"after they did their third"},{"speaker":"Mike Darrow","startTime":581.76,"endTime":584.43,"body":"revision, they felt okay, say"},{"speaker":"Mike Darrow","startTime":581.76,"endTime":584.43,"body":"and we have no idea. They just"},{"speaker":"Mike Darrow","startTime":584.43,"endTime":586.14,"body":"started saying we're not sure"},{"speaker":"Mike Darrow","startTime":584.43,"endTime":586.14,"body":"it's"},{"speaker":"Kyle Mountsier","startTime":586.14,"endTime":587.76,"body":"right. Like what"},{"speaker":"Kyle Mountsier","startTime":586.14,"endTime":587.76,"body":"else are we gonna do there?"},{"speaker":"Kyle Mountsier","startTime":587.79,"endTime":591.24,"body":"Everybody was trying to be very"},{"speaker":"Kyle Mountsier","startTime":587.79,"endTime":591.24,"body":"optimistic. Well, so you have a"},{"speaker":"Kyle Mountsier","startTime":591.24,"endTime":594.75,"body":"unique seat because you get to"},{"speaker":"Kyle Mountsier","startTime":591.24,"endTime":594.75,"body":"see a whole lot of data coming"},{"speaker":"Kyle Mountsier","startTime":594.75,"endTime":597.93,"body":"in as far as consumer behaviors"},{"speaker":"Kyle Mountsier","startTime":594.75,"endTime":597.93,"body":"and the traffic. What is"},{"speaker":"Kyle Mountsier","startTime":597.93,"endTime":601.35,"body":"different about this period?"},{"speaker":"Kyle Mountsier","startTime":597.93,"endTime":601.35,"body":"Time, are there any insights you"},{"speaker":"Kyle Mountsier","startTime":601.35,"endTime":603.9,"body":"can give us to the consumer"},{"speaker":"Kyle Mountsier","startTime":601.35,"endTime":603.9,"body":"traffic patterns? Or what people"},{"speaker":"Kyle Mountsier","startTime":603.9,"endTime":606.33,"body":"are actually doing? You know,"},{"speaker":"Kyle Mountsier","startTime":603.9,"endTime":606.33,"body":"how you're seeing them in the"},{"speaker":"Kyle Mountsier","startTime":606.33,"endTime":608.88,"body":"process multiple times,"},{"speaker":"Kyle Mountsier","startTime":606.33,"endTime":608.88,"body":"whatever, what can you, you"},{"speaker":"Kyle Mountsier","startTime":608.88,"endTime":611.61,"body":"know, help us understand, you"},{"speaker":"Kyle Mountsier","startTime":608.88,"endTime":611.61,"body":"know, if if we're dealing, we're"},{"speaker":"Kyle Mountsier","startTime":611.61,"endTime":613.56,"body":"saying, what are consumers"},{"speaker":"Kyle Mountsier","startTime":611.61,"endTime":613.56,"body":"doing? How can we understand"},{"speaker":"Kyle Mountsier","startTime":613.56,"endTime":614.07,"body":"them more?"},{"speaker":"Mike Darrow","startTime":614.49,"endTime":618.78,"body":"Yeah, and we every"},{"speaker":"Mike Darrow","startTime":614.49,"endTime":618.78,"body":"quarter spend a couple of days"},{"speaker":"Mike Darrow","startTime":618.78,"endTime":621.45,"body":"talking to a few thousand of our"},{"speaker":"Mike Darrow","startTime":618.78,"endTime":621.45,"body":"customers as they flow through"},{"speaker":"Mike Darrow","startTime":621.45,"endTime":623.73,"body":"the system trying to make sure"},{"speaker":"Mike Darrow","startTime":621.45,"endTime":623.73,"body":"we're staying current with"},{"speaker":"Mike Darrow","startTime":623.73,"endTime":628.08,"body":"issues. And, you know, the, the,"},{"speaker":"Mike Darrow","startTime":623.73,"endTime":628.08,"body":"the underlying tone is, it's"},{"speaker":"Mike Darrow","startTime":628.08,"endTime":632.49,"body":"been this way, for a long time,"},{"speaker":"Mike Darrow","startTime":628.08,"endTime":632.49,"body":"that the actual process to buy a"},{"speaker":"Mike Darrow","startTime":632.49,"endTime":637.08,"body":"car at a dealership takes what,"},{"speaker":"Mike Darrow","startTime":632.49,"endTime":637.08,"body":"four or five hours on a weekend,"},{"speaker":"Mike Darrow","startTime":637.08,"endTime":639.72,"body":"maybe a couple of different days"},{"speaker":"Mike Darrow","startTime":637.08,"endTime":639.72,"body":"together, you got to spend the"},{"speaker":"Mike Darrow","startTime":639.72,"endTime":643.08,"body":"time. So what consumers are"},{"speaker":"Mike Darrow","startTime":639.72,"endTime":643.08,"body":"telling us is, they want to pull"},{"speaker":"Mike Darrow","startTime":643.08,"endTime":645.78,"body":"as much of that online as they"},{"speaker":"Mike Darrow","startTime":643.08,"endTime":645.78,"body":"can, right, let's pull some of"},{"speaker":"Mike Darrow","startTime":645.78,"endTime":649.92,"body":"this process online, give me"},{"speaker":"Mike Darrow","startTime":645.78,"endTime":649.92,"body":"tools, so that I can do more of"},{"speaker":"Mike Darrow","startTime":649.92,"endTime":655.11,"body":"my shopping and shorten that"},{"speaker":"Mike Darrow","startTime":649.92,"endTime":655.11,"body":"process. So, you know, 65% of"},{"speaker":"Mike Darrow","startTime":655.11,"endTime":658.8,"body":"the people we talked to said"},{"speaker":"Mike Darrow","startTime":655.11,"endTime":658.8,"body":"they would be willing to do the"},{"speaker":"Mike Darrow","startTime":658.8,"endTime":663.66,"body":"majority of all the way up to"},{"speaker":"Mike Darrow","startTime":658.8,"endTime":663.66,"body":"the full purchase online. And"},{"speaker":"Mike Darrow","startTime":663.66,"endTime":666.15,"body":"you know, I'll come back to that"},{"speaker":"Mike Darrow","startTime":663.66,"endTime":666.15,"body":"we'll we'll spin back to"},{"speaker":"Mike Darrow","startTime":666.51,"endTime":669.3,"body":"transacting online because we're"},{"speaker":"Mike Darrow","startTime":666.51,"endTime":669.3,"body":"working on some things there"},{"speaker":"Mike Darrow","startTime":669.3,"endTime":672.42,"body":"that are going to be really"},{"speaker":"Mike Darrow","startTime":669.3,"endTime":672.42,"body":"interesting for dealers. But"},{"speaker":"Mike Darrow","startTime":672.42,"endTime":675.24,"body":"right now, what consumers want"},{"speaker":"Mike Darrow","startTime":672.42,"endTime":675.24,"body":"is they want the ability to find"},{"speaker":"Mike Darrow","startTime":675.24,"endTime":680.04,"body":"a car, understand the price, get"},{"speaker":"Mike Darrow","startTime":675.24,"endTime":680.04,"body":"a real cash value for their"},{"speaker":"Mike Darrow","startTime":680.04,"endTime":684.63,"body":"trade, understand Payment"},{"speaker":"Mike Darrow","startTime":680.04,"endTime":684.63,"body":"Capabilities. Am I a lease"},{"speaker":"Mike Darrow","startTime":684.63,"endTime":689.28,"body":"buyer? Am I a payment buyer? You"},{"speaker":"Mike Darrow","startTime":684.63,"endTime":689.28,"body":"know, I've got the average"},{"speaker":"Mike Darrow","startTime":689.28,"endTime":691.38,"body":"consumer and one of the guys in"},{"speaker":"Mike Darrow","startTime":689.28,"endTime":691.38,"body":"our building has a great"},{"speaker":"Mike Darrow","startTime":691.38,"endTime":694.68,"body":"expression. There's no longer a"},{"speaker":"Mike Darrow","startTime":691.38,"endTime":694.68,"body":"five digit purchase. It's a"},{"speaker":"Mike Darrow","startTime":694.68,"endTime":699.72,"body":"three digit purchase, right? The"},{"speaker":"Mike Darrow","startTime":694.68,"endTime":699.72,"body":"car costing $37,000 is hard for"},{"speaker":"Mike Darrow","startTime":699.72,"endTime":703.11,"body":"people to understand what they"},{"speaker":"Mike Darrow","startTime":699.72,"endTime":703.11,"body":"know is I've got 2500 bucks, I"},{"speaker":"Mike Darrow","startTime":703.11,"endTime":707.01,"body":"can put down and I can pay 400 a"},{"speaker":"Mike Darrow","startTime":703.11,"endTime":707.01,"body":"month, right? So show me some"},{"speaker":"Mike Darrow","startTime":707.01,"endTime":711.21,"body":"cars that kind of meet those"},{"speaker":"Mike Darrow","startTime":707.01,"endTime":711.21,"body":"needs, that that, you know, fit"},{"speaker":"Mike Darrow","startTime":711.21,"endTime":715.23,"body":"my lifestyle, those sorts of"},{"speaker":"Mike Darrow","startTime":711.21,"endTime":715.23,"body":"things. So that's what consumers"},{"speaker":"Mike Darrow","startTime":715.23,"endTime":719.97,"body":"tell us is give me more usable"},{"speaker":"Mike Darrow","startTime":715.23,"endTime":719.97,"body":"information online so that I can"},{"speaker":"Mike Darrow","startTime":719.97,"endTime":723.99,"body":"get as much of the deal done I"},{"speaker":"Mike Darrow","startTime":719.97,"endTime":723.99,"body":"can before going to the"},{"speaker":"Mike Darrow","startTime":723.99,"endTime":728.1,"body":"dealership? Do you find any"},{"speaker":"Mike Darrow","startTime":723.99,"endTime":728.1,"body":"Ohira expressions, the new hot"},{"speaker":"Mike Darrow","startTime":728.1,"endTime":731.19,"body":"button in the industry is omni"},{"speaker":"Mike Darrow","startTime":728.1,"endTime":731.19,"body":"channel, right? That's where you"},{"speaker":"Mike Darrow","startTime":731.19,"endTime":734.04,"body":"do part of the deal online, then"},{"speaker":"Mike Darrow","startTime":731.19,"endTime":734.04,"body":"you go into the store and fix"},{"speaker":"Mike Darrow","startTime":734.07,"endTime":737.94,"body":"finish it up. We've introduced a"},{"speaker":"Mike Darrow","startTime":734.07,"endTime":737.94,"body":"lot of tools that support the"},{"speaker":"Mike Darrow","startTime":737.94,"endTime":741.03,"body":"consumer on that. And then"},{"speaker":"Mike Darrow","startTime":737.94,"endTime":741.03,"body":"ultimately, we'd like to build,"},{"speaker":"Mike Darrow","startTime":741.06,"endTime":742.62,"body":"you know, the full process"},{"speaker":"Mike Darrow","startTime":741.06,"endTime":742.62,"body":"online."},{"speaker":"Kyle Mountsier","startTime":744.06,"endTime":746.97,"body":"Do you find that"},{"speaker":"Kyle Mountsier","startTime":744.06,"endTime":746.97,"body":"the shopping behavior at least"},{"speaker":"Kyle Mountsier","startTime":746.97,"endTime":750.66,"body":"in the data that you're seeing,"},{"speaker":"Kyle Mountsier","startTime":746.97,"endTime":750.66,"body":"are you seeing people begin and"},{"speaker":"Kyle Mountsier","startTime":750.66,"endTime":754.83,"body":"end their shopping journey at"},{"speaker":"Kyle Mountsier","startTime":750.66,"endTime":754.83,"body":"different places? Especially"},{"speaker":"Kyle Mountsier","startTime":754.83,"endTime":759.06,"body":"when prices are so different?"},{"speaker":"Kyle Mountsier","startTime":754.83,"endTime":759.06,"body":"Are they starting more with"},{"speaker":"Kyle Mountsier","startTime":759.09,"endTime":763.92,"body":"price or payment? Or is it still"},{"speaker":"Kyle Mountsier","startTime":759.09,"endTime":763.92,"body":"kind of a you know, recognize is"},{"speaker":"Kyle Mountsier","startTime":763.92,"endTime":767.88,"body":"it still early is type of"},{"speaker":"Kyle Mountsier","startTime":763.92,"endTime":767.88,"body":"vehicle and features and all"},{"speaker":"Kyle Mountsier","startTime":767.88,"endTime":770.55,"body":"that and then moving into price"},{"speaker":"Kyle Mountsier","startTime":767.88,"endTime":770.55,"body":"and payment? And they're just"},{"speaker":"Kyle Mountsier","startTime":770.55,"endTime":773.88,"body":"wanting more of that information"},{"speaker":"Kyle Mountsier","startTime":770.55,"endTime":773.88,"body":"pulled into the online? Or is"},{"speaker":"Kyle Mountsier","startTime":773.88,"endTime":776.85,"body":"there a different shopping"},{"speaker":"Kyle Mountsier","startTime":773.88,"endTime":776.85,"body":"behavior at the front or back of"},{"speaker":"Kyle Mountsier","startTime":776.91,"endTime":778.05,"body":"of the journey?"},{"speaker":"Mike Darrow","startTime":778.0,"endTime":780.52,"body":"I think a lot of"},{"speaker":"Mike Darrow","startTime":778.0,"endTime":780.52,"body":"that depends on you know the"},{"speaker":"Mike Darrow","startTime":780.52,"endTime":783.43,"body":"demographics, you're trying to"},{"speaker":"Mike Darrow","startTime":780.52,"endTime":783.43,"body":"cater to, you know, we took our"},{"speaker":"Mike Darrow","startTime":783.43,"endTime":786.73,"body":"traffic and we put it in, I"},{"speaker":"Mike Darrow","startTime":783.43,"endTime":786.73,"body":"think it was eight different"},{"speaker":"Mike Darrow","startTime":787.0,"endTime":790.96,"body":"consumer personas or buckets of"},{"speaker":"Mike Darrow","startTime":787.0,"endTime":790.96,"body":"how people shop. What's"},{"speaker":"Mike Darrow","startTime":790.96,"endTime":795.31,"body":"happening right now is a lot of"},{"speaker":"Mike Darrow","startTime":790.96,"endTime":795.31,"body":"used car activity, right? New"},{"speaker":"Mike Darrow","startTime":795.31,"endTime":799.21,"body":"cars are scarce. So a lot of"},{"speaker":"Mike Darrow","startTime":795.31,"endTime":799.21,"body":"people are shopping used cars."},{"speaker":"Mike Darrow","startTime":799.42,"endTime":803.14,"body":"And I think the used car buyer"},{"speaker":"Mike Darrow","startTime":799.42,"endTime":803.14,"body":"tends to be a little different"},{"speaker":"Mike Darrow","startTime":803.14,"endTime":806.92,"body":"than the new car buyer, right?"},{"speaker":"Mike Darrow","startTime":803.14,"endTime":806.92,"body":"If you if every three years you"},{"speaker":"Mike Darrow","startTime":806.92,"endTime":811.66,"body":"lease a five series BMW, black"},{"speaker":"Mike Darrow","startTime":806.92,"endTime":811.66,"body":"on black and you know what you"},{"speaker":"Mike Darrow","startTime":811.66,"endTime":814.99,"body":"want, that customer is easy to"},{"speaker":"Mike Darrow","startTime":811.66,"endTime":814.99,"body":"help, right, it's easy to help"},{"speaker":"Mike Darrow","startTime":814.99,"endTime":817.75,"body":"them get where they need to get"},{"speaker":"Mike Darrow","startTime":814.99,"endTime":817.75,"body":"to the used car buyer,"},{"speaker":"Mike Darrow","startTime":817.75,"endTime":821.29,"body":"oftentimes a payment buyer and"},{"speaker":"Mike Darrow","startTime":817.75,"endTime":821.29,"body":"affordability buyer, and they do"},{"speaker":"Mike Darrow","startTime":821.29,"endTime":824.38,"body":"want to pull on some of the"},{"speaker":"Mike Darrow","startTime":821.29,"endTime":824.38,"body":"credit activities upfront, you"},{"speaker":"Mike Darrow","startTime":824.38,"endTime":827.08,"body":"know, they'll participate in the"},{"speaker":"Mike Darrow","startTime":824.38,"endTime":827.08,"body":"soft credit pull, they'll give"},{"speaker":"Mike Darrow","startTime":827.08,"endTime":831.19,"body":"you their data to see what they"},{"speaker":"Mike Darrow","startTime":827.08,"endTime":831.19,"body":"qualify for. So we do see on the"},{"speaker":"Mike Darrow","startTime":831.19,"endTime":834.76,"body":"used car side financing moving"},{"speaker":"Mike Darrow","startTime":831.19,"endTime":834.76,"body":"upstream. The other thing that's"},{"speaker":"Mike Darrow","startTime":834.76,"endTime":838.81,"body":"moved upstream is the trade in."},{"speaker":"Mike Darrow","startTime":834.76,"endTime":838.81,"body":"You know, there's so much talk"},{"speaker":"Mike Darrow","startTime":838.81,"endTime":842.17,"body":"about We'll buy your car, some"},{"speaker":"Mike Darrow","startTime":838.81,"endTime":842.17,"body":"of the vertically integrated"},{"speaker":"Mike Darrow","startTime":842.17,"endTime":845.53,"body":"used car players like Carvana"},{"speaker":"Mike Darrow","startTime":842.17,"endTime":845.53,"body":"and CarMax and Vroom they're out"},{"speaker":"Mike Darrow","startTime":845.53,"endTime":850.21,"body":"there buying used cars from"},{"speaker":"Mike Darrow","startTime":845.53,"endTime":850.21,"body":"folks and promoting that so"},{"speaker":"Mike Darrow","startTime":850.48,"endTime":854.2,"body":"people want to know what their"},{"speaker":"Mike Darrow","startTime":850.48,"endTime":854.2,"body":"used car's worth right now, and"},{"speaker":"Mike Darrow","startTime":854.2,"endTime":858.34,"body":"how that fits into their deal."},{"speaker":"Mike Darrow","startTime":854.2,"endTime":858.34,"body":"The good news is used car values"},{"speaker":"Mike Darrow","startTime":858.34,"endTime":861.88,"body":"are really high. So people who"},{"speaker":"Mike Darrow","startTime":858.34,"endTime":861.88,"body":"didn't have equity or were in a"},{"speaker":"Mike Darrow","startTime":861.88,"endTime":865.0,"body":"tough spot on their used car in"},{"speaker":"Mike Darrow","startTime":861.88,"endTime":865.0,"body":"the past are usually in a good"},{"speaker":"Mike Darrow","startTime":865.0,"endTime":866.14,"body":"spot to trade right now."},{"speaker":"Kyle Mountsier","startTime":866.55,"endTime":868.29,"body":"You know, I"},{"speaker":"Kyle Mountsier","startTime":866.55,"endTime":868.29,"body":"could I could see that actually"},{"speaker":"Kyle Mountsier","startTime":868.29,"endTime":871.08,"body":"being extremely helpful for"},{"speaker":"Kyle Mountsier","startTime":868.29,"endTime":871.08,"body":"dealers, especially from like a"},{"speaker":"Kyle Mountsier","startTime":871.08,"endTime":874.38,"body":"marketing or website"},{"speaker":"Kyle Mountsier","startTime":871.08,"endTime":874.38,"body":"perspective. And recognizing"},{"speaker":"Kyle Mountsier","startTime":874.41,"endTime":877.02,"body":"what what are the questions the"},{"speaker":"Kyle Mountsier","startTime":874.41,"endTime":877.02,"body":"key questions that most"},{"speaker":"Kyle Mountsier","startTime":877.02,"endTime":880.77,"body":"consumers are asking. And so if"},{"speaker":"Kyle Mountsier","startTime":877.02,"endTime":880.77,"body":"most consumers are wanting to"},{"speaker":"Kyle Mountsier","startTime":880.77,"endTime":884.7,"body":"move up, especially on used cars"},{"speaker":"Kyle Mountsier","startTime":880.77,"endTime":884.7,"body":"wanting to move upward, the"},{"speaker":"Kyle Mountsier","startTime":884.7,"endTime":889.02,"body":"finance aspect or the trade"},{"speaker":"Kyle Mountsier","startTime":884.7,"endTime":889.02,"body":"aspect, then even changing"},{"speaker":"Kyle Mountsier","startTime":889.02,"endTime":893.16,"body":"something as simple as like a"},{"speaker":"Kyle Mountsier","startTime":889.02,"endTime":893.16,"body":"call to action on a VDP to"},{"speaker":"Kyle Mountsier","startTime":893.19,"endTime":896.61,"body":"highlight or prioritize those"},{"speaker":"Kyle Mountsier","startTime":893.19,"endTime":896.61,"body":"might actually make sense if you"},{"speaker":"Kyle Mountsier","startTime":896.61,"endTime":900.0,"body":"guys hadn't made any moves and"},{"speaker":"Kyle Mountsier","startTime":896.61,"endTime":900.0,"body":"in the way that you ask people"},{"speaker":"Kyle Mountsier","startTime":900.0,"endTime":904.38,"body":"To to bring information like"},{"speaker":"Kyle Mountsier","startTime":900.0,"endTime":904.38,"body":"have you move trade up in the"},{"speaker":"Kyle Mountsier","startTime":904.38,"endTime":907.23,"body":"consideration phase in the"},{"speaker":"Kyle Mountsier","startTime":904.38,"endTime":907.23,"body":"vehicle even in like the way"},{"speaker":"Kyle Mountsier","startTime":907.23,"endTime":909.12,"body":"that shoppers are interacting on"},{"speaker":"Kyle Mountsier","startTime":907.23,"endTime":909.12,"body":"TrueCar?"},{"speaker":"Mike Darrow","startTime":909.66,"endTime":912.3,"body":"Yeah, so we've"},{"speaker":"Mike Darrow","startTime":909.66,"endTime":912.3,"body":"broken the deal down into four"},{"speaker":"Mike Darrow","startTime":912.3,"endTime":915.9,"body":"phases. So you've got like the"},{"speaker":"Mike Darrow","startTime":912.3,"endTime":915.9,"body":"discovery and shopping phase,"},{"speaker":"Mike Darrow","startTime":916.23,"endTime":919.92,"body":"then you've got to deal building"},{"speaker":"Mike Darrow","startTime":916.23,"endTime":919.92,"body":"phase, then you've got a finance"},{"speaker":"Mike Darrow","startTime":919.92,"endTime":923.58,"body":"and paperwork phase, and then a"},{"speaker":"Mike Darrow","startTime":919.92,"endTime":923.58,"body":"delivery phase. So we've we've"},{"speaker":"Mike Darrow","startTime":923.58,"endTime":926.46,"body":"seen in that deal building"},{"speaker":"Mike Darrow","startTime":923.58,"endTime":926.46,"body":"phase, first thing people want"},{"speaker":"Mike Darrow","startTime":926.46,"endTime":930.48,"body":"to do is is use card get a value"},{"speaker":"Mike Darrow","startTime":926.46,"endTime":930.48,"body":"for their trade. And our data is"},{"speaker":"Mike Darrow","startTime":930.48,"endTime":933.69,"body":"running pretty consistent over"},{"speaker":"Mike Darrow","startTime":930.48,"endTime":933.69,"body":"the past few years, about 50% of"},{"speaker":"Mike Darrow","startTime":933.69,"endTime":937.32,"body":"the folks we talked to, who are"},{"speaker":"Mike Darrow","startTime":933.69,"endTime":937.32,"body":"come to our site, have a trade"},{"speaker":"Mike Darrow","startTime":937.32,"endTime":940.86,"body":"in. So we get them on getting"},{"speaker":"Mike Darrow","startTime":937.32,"endTime":940.86,"body":"get them an understanding of"},{"speaker":"Mike Darrow","startTime":940.86,"endTime":945.06,"body":"their trade, our products are"},{"speaker":"Mike Darrow","startTime":940.86,"endTime":945.06,"body":"guaranteed cash value for their"},{"speaker":"Mike Darrow","startTime":945.06,"endTime":948.36,"body":"number, so we can go right into"},{"speaker":"Mike Darrow","startTime":945.06,"endTime":948.36,"body":"a deal. We've built an"},{"speaker":"Mike Darrow","startTime":948.36,"endTime":952.2,"body":"electronic payoff tool, where if"},{"speaker":"Mike Darrow","startTime":948.36,"endTime":952.2,"body":"the consumer gives us a little"},{"speaker":"Mike Darrow","startTime":952.2,"endTime":955.53,"body":"bit of data, we can go and get"},{"speaker":"Mike Darrow","startTime":952.2,"endTime":955.53,"body":"their what their payoff is, and"},{"speaker":"Mike Darrow","startTime":955.53,"endTime":958.38,"body":"then give them a net value for"},{"speaker":"Mike Darrow","startTime":955.53,"endTime":958.38,"body":"their trade, which is critical,"},{"speaker":"Mike Darrow","startTime":958.5,"endTime":960.81,"body":"you know, if you're going to go"},{"speaker":"Mike Darrow","startTime":958.5,"endTime":960.81,"body":"from your trade to build a deal,"},{"speaker":"Mike Darrow","startTime":960.99,"endTime":963.99,"body":"you got to be able to make that,"},{"speaker":"Mike Darrow","startTime":960.99,"endTime":963.99,"body":"you know, correlation there. So"},{"speaker":"Mike Darrow","startTime":964.2,"endTime":968.01,"body":"we've brought all those tools up"},{"speaker":"Mike Darrow","startTime":964.2,"endTime":968.01,"body":"front. The other thing we're"},{"speaker":"Mike Darrow","startTime":968.01,"endTime":971.37,"body":"working on is, and I think it'll"},{"speaker":"Mike Darrow","startTime":968.01,"endTime":971.37,"body":"really help the used car buyer,"},{"speaker":"Mike Darrow","startTime":971.64,"endTime":975.45,"body":"we've got, let's say a million"},{"speaker":"Mike Darrow","startTime":971.64,"endTime":975.45,"body":"units on our site for people to"},{"speaker":"Mike Darrow","startTime":975.45,"endTime":979.08,"body":"shop through if you wanted to"},{"speaker":"Mike Darrow","startTime":975.45,"endTime":979.08,"body":"look at them. But a lot of those"},{"speaker":"Mike Darrow","startTime":979.08,"endTime":983.67,"body":"units aren't affordable for"},{"speaker":"Mike Darrow","startTime":979.08,"endTime":983.67,"body":"folks. So if you could pull the"},{"speaker":"Mike Darrow","startTime":983.67,"endTime":987.54,"body":"financing upfront, you can"},{"speaker":"Mike Darrow","startTime":983.67,"endTime":987.54,"body":"actually tailor what you're"},{"speaker":"Mike Darrow","startTime":987.54,"endTime":990.84,"body":"showing them to cars that meet"},{"speaker":"Mike Darrow","startTime":987.54,"endTime":990.84,"body":"their budget, right? And you"},{"speaker":"Mike Darrow","startTime":990.84,"endTime":993.99,"body":"really eliminate that downstream"},{"speaker":"Mike Darrow","startTime":990.84,"endTime":993.99,"body":"frustration where you let them"},{"speaker":"Mike Darrow","startTime":993.99,"endTime":997.98,"body":"get on a car that they can't"},{"speaker":"Mike Darrow","startTime":993.99,"endTime":997.98,"body":"afford. Yep, right. So nothing,"},{"speaker":"Mike Darrow","startTime":997.98,"endTime":1000.47,"body":"when all of a sudden, they're in"},{"speaker":"Mike Darrow","startTime":997.98,"endTime":1000.47,"body":"a credit app process, they're"},{"speaker":"Mike Darrow","startTime":1000.47,"endTime":1003.38,"body":"getting turned down, right, or"},{"speaker":"Mike Darrow","startTime":1000.47,"endTime":1003.38,"body":"they're getting heavy steps"},{"speaker":"Mike Darrow","startTime":1003.38,"endTime":1006.86,"body":"coming back at them is what"},{"speaker":"Mike Darrow","startTime":1003.38,"endTime":1006.86,"body":"needs to be done. So, you know,"},{"speaker":"Mike Darrow","startTime":1006.86,"endTime":1012.95,"body":"we think early on, if you can do"},{"speaker":"Mike Darrow","startTime":1006.86,"endTime":1012.95,"body":"it in a way that the consumer"},{"speaker":"Mike Darrow","startTime":1012.95,"endTime":1016.37,"body":"feels you're helping them if you"},{"speaker":"Mike Darrow","startTime":1012.95,"endTime":1016.37,"body":"can get that information from"},{"speaker":"Mike Darrow","startTime":1016.37,"endTime":1019.85,"body":"them and say, Hey, I understand"},{"speaker":"Mike Darrow","startTime":1016.37,"endTime":1019.85,"body":"your buying power. You know, let"},{"speaker":"Mike Darrow","startTime":1019.85,"endTime":1024.71,"body":"us help you understand the type"},{"speaker":"Mike Darrow","startTime":1019.85,"endTime":1024.71,"body":"of cars that fit into your"},{"speaker":"Mike Darrow","startTime":1024.71,"endTime":1027.98,"body":"lifestyle and your budget. You"},{"speaker":"Mike Darrow","startTime":1024.71,"endTime":1027.98,"body":"know, we think that's going to"},{"speaker":"Mike Darrow","startTime":1027.98,"endTime":1031.01,"body":"be important. So those are two"},{"speaker":"Mike Darrow","startTime":1027.98,"endTime":1031.01,"body":"big trends. We've seen financing"},{"speaker":"Mike Darrow","startTime":1031.01,"endTime":1034.01,"body":"moving up and and people want to"},{"speaker":"Mike Darrow","startTime":1031.01,"endTime":1034.01,"body":"know what their used cars worth."},{"speaker":"Kyle Mountsier","startTime":1035.54,"endTime":1037.34,"body":"You know, oh, go"},{"speaker":"Kyle Mountsier","startTime":1035.54,"endTime":1037.34,"body":"ahead."},{"speaker":"Michael Cirillo","startTime":1038.119,"endTime":1040.459,"body":"I was gonna say"},{"speaker":"Michael Cirillo","startTime":1038.119,"endTime":1040.459,"body":"this really underscores one of"},{"speaker":"Michael Cirillo","startTime":1040.459,"endTime":1045.439,"body":"those simple tweaks to the"},{"speaker":"Michael Cirillo","startTime":1040.459,"endTime":1045.439,"body":"process that will alleviate I"},{"speaker":"Michael Cirillo","startTime":1045.439,"endTime":1048.019,"body":"think a lot of the negative"},{"speaker":"Michael Cirillo","startTime":1045.439,"endTime":1048.019,"body":"stigma that consumer feels"},{"speaker":"Michael Cirillo","startTime":1048.019,"endTime":1052.639,"body":"towards car dealer by simply"},{"speaker":"Michael Cirillo","startTime":1048.019,"endTime":1052.639,"body":"giving them more information up"},{"speaker":"Michael Cirillo","startTime":1052.639,"endTime":1055.819,"body":"front, do you? Are you seeing"},{"speaker":"Michael Cirillo","startTime":1052.639,"endTime":1055.819,"body":"any trend in that direction?"},{"speaker":"Michael Cirillo","startTime":1055.819,"endTime":1059.929,"body":"Where where the, you know, by"},{"speaker":"Michael Cirillo","startTime":1055.819,"endTime":1059.929,"body":"moving some of these facets"},{"speaker":"Michael Cirillo","startTime":1060.109,"endTime":1063.559,"body":"further upstream? That it's"},{"speaker":"Michael Cirillo","startTime":1060.109,"endTime":1063.559,"body":"alleviating the stress, the"},{"speaker":"Michael Cirillo","startTime":1063.559,"endTime":1067.639,"body":"anxiety and overall perception"},{"speaker":"Michael Cirillo","startTime":1063.559,"endTime":1067.639,"body":"of how how they felt going into"},{"speaker":"Michael Cirillo","startTime":1067.639,"endTime":1068.089,"body":"the deal?"},{"speaker":"Mike Darrow","startTime":1068.54,"endTime":1071.48,"body":"Yeah, we hear that"},{"speaker":"Mike Darrow","startTime":1068.54,"endTime":1071.48,"body":"quite a bit. And the good news"},{"speaker":"Mike Darrow","startTime":1071.48,"endTime":1075.17,"body":"is we hear it from both sides of"},{"speaker":"Mike Darrow","startTime":1071.48,"endTime":1075.17,"body":"the equation. Right? So you"},{"speaker":"Mike Darrow","startTime":1075.17,"endTime":1079.25,"body":"know, we call ourselves a two"},{"speaker":"Mike Darrow","startTime":1075.17,"endTime":1079.25,"body":"sided marketplace, we sit in the"},{"speaker":"Mike Darrow","startTime":1079.25,"endTime":1082.79,"body":"middle between demand and"},{"speaker":"Mike Darrow","startTime":1079.25,"endTime":1082.79,"body":"supply, we try to pay equal"},{"speaker":"Mike Darrow","startTime":1082.79,"endTime":1086.42,"body":"attention to both sides. A whole"},{"speaker":"Mike Darrow","startTime":1082.79,"endTime":1086.42,"body":"all the demand in the world, if"},{"speaker":"Mike Darrow","startTime":1086.42,"endTime":1089.24,"body":"you don't have dealers providing"},{"speaker":"Mike Darrow","startTime":1086.42,"endTime":1089.24,"body":"supply and wanting to be on your"},{"speaker":"Mike Darrow","startTime":1089.24,"endTime":1092.96,"body":"platforms, no good, right. And"},{"speaker":"Mike Darrow","startTime":1089.24,"endTime":1092.96,"body":"we can have all the supply in"},{"speaker":"Mike Darrow","startTime":1092.96,"endTime":1095.48,"body":"the world. If we don't have any"},{"speaker":"Mike Darrow","startTime":1092.96,"endTime":1095.48,"body":"shoppers, we're not helping any"},{"speaker":"Mike Darrow","startTime":1095.48,"endTime":1099.08,"body":"dealers that way either. So we"},{"speaker":"Mike Darrow","startTime":1095.48,"endTime":1099.08,"body":"really spend a lot of attention"},{"speaker":"Mike Darrow","startTime":1099.08,"endTime":1103.88,"body":"and looking at both sides of it."},{"speaker":"Mike Darrow","startTime":1099.08,"endTime":1103.88,"body":"And when people get values for"},{"speaker":"Mike Darrow","startTime":1103.88,"endTime":1107.0,"body":"us from their for their trade,"},{"speaker":"Mike Darrow","startTime":1103.88,"endTime":1107.0,"body":"for example, takes a lot of"},{"speaker":"Mike Darrow","startTime":1107.0,"endTime":1109.28,"body":"pressure off the dealer. They"},{"speaker":"Mike Darrow","startTime":1107.0,"endTime":1109.28,"body":"don't feel they're getting"},{"speaker":"Mike Darrow","startTime":1109.28,"endTime":1111.86,"body":"lowballed, right, you know, it's"},{"speaker":"Mike Darrow","startTime":1109.28,"endTime":1111.86,"body":"a third party number, the"},{"speaker":"Mike Darrow","startTime":1111.86,"endTime":1116.0,"body":"guaranteed cash value we put on"},{"speaker":"Mike Darrow","startTime":1111.86,"endTime":1116.0,"body":"it, helping them through some of"},{"speaker":"Mike Darrow","startTime":1116.0,"endTime":1119.93,"body":"the discovery process. People"},{"speaker":"Mike Darrow","startTime":1116.0,"endTime":1119.93,"body":"tell us it's easier to do that"},{"speaker":"Mike Darrow","startTime":1119.93,"endTime":1123.2,"body":"in the anonymity in the comfort"},{"speaker":"Mike Darrow","startTime":1119.93,"endTime":1123.2,"body":"of your home, rather than"},{"speaker":"Mike Darrow","startTime":1123.47,"endTime":1126.86,"body":"sitting with an F\u0026I man, I'm not"},{"speaker":"Mike Darrow","startTime":1123.47,"endTime":1126.86,"body":"sure what I can afford and going"},{"speaker":"Mike Darrow","startTime":1126.86,"endTime":1129.8,"body":"through that process. And you"},{"speaker":"Mike Darrow","startTime":1126.86,"endTime":1129.8,"body":"know, those sorts of things. So"},{"speaker":"Mike Darrow","startTime":1129.8,"endTime":1133.67,"body":"yeah, we think with"},{"speaker":"Mike Darrow","startTime":1129.8,"endTime":1133.67,"body":"transparency, and that's the"},{"speaker":"Mike Darrow","startTime":1133.67,"endTime":1136.97,"body":"beauty of our platform, you"},{"speaker":"Mike Darrow","startTime":1133.67,"endTime":1136.97,"body":"know, what we're trying to do?"},{"speaker":"Mike Darrow","startTime":1137.3,"endTime":1140.45,"body":"And we looked outside the"},{"speaker":"Mike Darrow","startTime":1137.3,"endTime":1140.45,"body":"automotive space for"},{"speaker":"Mike Darrow","startTime":1140.45,"endTime":1145.01,"body":"inspiration, right. But what's"},{"speaker":"Mike Darrow","startTime":1140.45,"endTime":1145.01,"body":"happened over the past? I don't"},{"speaker":"Mike Darrow","startTime":1145.01,"endTime":1148.13,"body":"know several years now is"},{"speaker":"Mike Darrow","startTime":1145.01,"endTime":1148.13,"body":"there's been these really cool"},{"speaker":"Mike Darrow","startTime":1148.13,"endTime":1151.76,"body":"modern day marketplaces that"},{"speaker":"Mike Darrow","startTime":1148.13,"endTime":1151.76,"body":"have popped up. Everywhere"},{"speaker":"Mike Darrow","startTime":1151.76,"endTime":1156.17,"body":"outside of our vertical there's,"},{"speaker":"Mike Darrow","startTime":1151.76,"endTime":1156.17,"body":"in you know, Expedia, Amazon,"},{"speaker":"Mike Darrow","startTime":1156.17,"endTime":1160.55,"body":"Grub Hub, they've revolutionized"},{"speaker":"Mike Darrow","startTime":1156.17,"endTime":1160.55,"body":"the way people are consuming"},{"speaker":"Mike Darrow","startTime":1160.55,"endTime":1164.72,"body":"products. And when we started to"},{"speaker":"Mike Darrow","startTime":1160.55,"endTime":1164.72,"body":"look at them, what they really"},{"speaker":"Mike Darrow","startTime":1164.72,"endTime":1169.37,"body":"are is a combination of demand"},{"speaker":"Mike Darrow","startTime":1164.72,"endTime":1169.37,"body":"supply and some really cool"},{"speaker":"Mike Darrow","startTime":1169.37,"endTime":1172.91,"body":"technology to bring those two"},{"speaker":"Mike Darrow","startTime":1169.37,"endTime":1172.91,"body":"together. Right and, and that's"},{"speaker":"Mike Darrow","startTime":1172.91,"endTime":1177.29,"body":"what we want to build a TrueCar."},{"speaker":"Mike Darrow","startTime":1172.91,"endTime":1177.29,"body":"And, you know, when you do this,"},{"speaker":"Mike Darrow","startTime":1177.32,"endTime":1181.49,"body":"we tell dealers, don't be afraid"},{"speaker":"Mike Darrow","startTime":1177.32,"endTime":1181.49,"body":"of the digital revolution. Let"},{"speaker":"Mike Darrow","startTime":1181.49,"endTime":1185.87,"body":"us bring you into it. Right,"},{"speaker":"Mike Darrow","startTime":1181.49,"endTime":1185.87,"body":"because we need you as part of"},{"speaker":"Mike Darrow","startTime":1185.87,"endTime":1189.71,"body":"this. We've got this demand"},{"speaker":"Mike Darrow","startTime":1185.87,"endTime":1189.71,"body":"every month. Let us bring your"},{"speaker":"Mike Darrow","startTime":1189.71,"endTime":1194.45,"body":"supply online, your pricing,"},{"speaker":"Mike Darrow","startTime":1189.71,"endTime":1194.45,"body":"your waterfall on credit, your"},{"speaker":"Mike Darrow","startTime":1194.45,"endTime":1197.93,"body":"insurance products, all those"},{"speaker":"Mike Darrow","startTime":1194.45,"endTime":1197.93,"body":"things and let let us make that"},{"speaker":"Mike Darrow","startTime":1197.93,"endTime":1201.32,"body":"connection with the consumer"},{"speaker":"Mike Darrow","startTime":1197.93,"endTime":1201.32,"body":"where they can do it right"},{"speaker":"Mike Darrow","startTime":1201.32,"endTime":1207.05,"body":"online. And, you know, we think"},{"speaker":"Mike Darrow","startTime":1201.32,"endTime":1207.05,"body":"the current buyers, people who"},{"speaker":"Mike Darrow","startTime":1207.05,"endTime":1210.32,"body":"have bought a number of cars"},{"speaker":"Mike Darrow","startTime":1207.05,"endTime":1210.32,"body":"want to transition online, what"},{"speaker":"Mike Darrow","startTime":1210.32,"endTime":1213.44,"body":"what I've tried to spend some"},{"speaker":"Mike Darrow","startTime":1210.32,"endTime":1213.44,"body":"time on and I've got a son who's"},{"speaker":"Mike Darrow","startTime":1213.44,"endTime":1217.34,"body":"a senior at UCLA, these new"},{"speaker":"Mike Darrow","startTime":1213.44,"endTime":1217.34,"body":"buyers that are coming into the"},{"speaker":"Mike Darrow","startTime":1217.34,"endTime":1221.87,"body":"marketplace, they buy everything"},{"speaker":"Mike Darrow","startTime":1217.34,"endTime":1221.87,"body":"on their phone. I mean,"},{"speaker":"Mike Darrow","startTime":1221.9,"endTime":1225.86,"body":"everything. So I think the"},{"speaker":"Mike Darrow","startTime":1221.9,"endTime":1225.86,"body":"automotive industry has to think"},{"speaker":"Mike Darrow","startTime":1225.86,"endTime":1230.24,"body":"about how to participate in"},{"speaker":"Mike Darrow","startTime":1225.86,"endTime":1230.24,"body":"that. Right, I tell a story. I"},{"speaker":"Mike Darrow","startTime":1230.24,"endTime":1235.28,"body":"was at the mall, doing a brunch"},{"speaker":"Mike Darrow","startTime":1230.24,"endTime":1235.28,"body":"with my family one Sunday. And"},{"speaker":"Mike Darrow","startTime":1235.28,"endTime":1239.54,"body":"afterwards, my wife and daughter"},{"speaker":"Mike Darrow","startTime":1235.28,"endTime":1239.54,"body":"went in one direction, my son"},{"speaker":"Mike Darrow","startTime":1239.54,"endTime":1242.42,"body":"and I went and another we walked"},{"speaker":"Mike Darrow","startTime":1239.54,"endTime":1242.42,"body":"past the Nike store. And he's"},{"speaker":"Mike Darrow","startTime":1242.42,"endTime":1246.89,"body":"one of those tennis shoe geeks,"},{"speaker":"Mike Darrow","startTime":1242.42,"endTime":1246.89,"body":"right? He's probably got 75"},{"speaker":"Mike Darrow","startTime":1246.89,"endTime":1251.72,"body":"pairs of tennis shoes. He's got"},{"speaker":"Mike Darrow","startTime":1246.89,"endTime":1251.72,"body":"my whole life, right. So yeah,"},{"speaker":"Mike Darrow","startTime":1251.75,"endTime":1254.45,"body":"he loves tennis shoes. He's got"},{"speaker":"Mike Darrow","startTime":1251.75,"endTime":1254.45,"body":"a different set of tennis shoes"},{"speaker":"Mike Darrow","startTime":1254.45,"endTime":1257.39,"body":"for no matter what he's doing."},{"speaker":"Mike Darrow","startTime":1254.45,"endTime":1257.39,"body":"So we walked past this Nike"},{"speaker":"Mike Darrow","startTime":1257.39,"endTime":1260.99,"body":"store. And man, the music's"},{"speaker":"Mike Darrow","startTime":1257.39,"endTime":1260.99,"body":"blast and the lights are"},{"speaker":"Mike Darrow","startTime":1260.99,"endTime":1264.86,"body":"flashing. The people are dressed"},{"speaker":"Mike Darrow","startTime":1260.99,"endTime":1264.86,"body":"up. They built this store for"},{"speaker":"Mike Darrow","startTime":1264.86,"endTime":1267.8,"body":"his demographic, you could just"},{"speaker":"Mike Darrow","startTime":1264.86,"endTime":1267.8,"body":"tell. And I said, Hey, Nick,"},{"speaker":"Mike Darrow","startTime":1267.83,"endTime":1270.44,"body":"let's go in and look at tennis"},{"speaker":"Mike Darrow","startTime":1267.83,"endTime":1270.44,"body":"shoes. He said, Dad, why would I"},{"speaker":"Mike Darrow","startTime":1270.44,"endTime":1273.23,"body":"do that? I go, What do you mean,"},{"speaker":"Mike Darrow","startTime":1270.44,"endTime":1273.23,"body":"there's a big Look at him."},{"speaker":"Mike Darrow","startTime":1273.23,"endTime":1276.26,"body":"They're all on the wall. He"},{"speaker":"Mike Darrow","startTime":1273.23,"endTime":1276.26,"body":"goes, Hey, I'll go home. I'll"},{"speaker":"Mike Darrow","startTime":1276.26,"endTime":1279.35,"body":"get my computer out. I'll find"},{"speaker":"Mike Darrow","startTime":1276.26,"endTime":1279.35,"body":"what I want. I ordered three"},{"speaker":"Mike Darrow","startTime":1279.35,"endTime":1282.5,"body":"pairs. I'll keep the ones I want"},{"speaker":"Mike Darrow","startTime":1279.35,"endTime":1282.5,"body":"and send the other ones back."},{"speaker":"Kyle Mountsier","startTime":1282.56,"endTime":1284.48,"body":"He's actually"},{"speaker":"Kyle Mountsier","startTime":1282.56,"endTime":1284.48,"body":"like, oh, yeah, I saw what they"},{"speaker":"Kyle Mountsier","startTime":1284.48,"endTime":1286.85,"body":"had. I just bought it on my"},{"speaker":"Kyle Mountsier","startTime":1284.48,"endTime":1286.85,"body":"Yeah, it'll be at my house."},{"speaker":"Mike Darrow","startTime":1287.629,"endTime":1290.449,"body":"It was like a"},{"speaker":"Mike Darrow","startTime":1287.629,"endTime":1290.449,"body":"watershed. It was like, you"},{"speaker":"Mike Darrow","startTime":1290.449,"endTime":1294.889,"body":"know, these they're different"},{"speaker":"Mike Darrow","startTime":1290.449,"endTime":1294.889,"body":"man. They're just the"},{"speaker":"Mike Darrow","startTime":1294.889,"endTime":1296.539,"body":"everything's at their hands"},{"speaker":"Michael Cirillo","startTime":1296.0,"endTime":1299.36,"body":"Paul and Kyle"},{"speaker":"Michael Cirillo","startTime":1296.0,"endTime":1299.36,"body":"have changed choose four times"},{"speaker":"Michael Cirillo","startTime":1299.36,"endTime":1308.3,"body":"just during this conversation."},{"speaker":"Michael Cirillo","startTime":1299.36,"endTime":1308.3,"body":"Slipping on and off. While"},{"speaker":"Michael Cirillo","startTime":1308.3,"endTime":1310.22,"body":"seeing this just validates the"},{"speaker":"Michael Cirillo","startTime":1308.3,"endTime":1310.22,"body":"whole point."},{"speaker":"Paul Daly","startTime":1310.36,"endTime":1314.32,"body":"I know shoes and"},{"speaker":"Paul Daly","startTime":1310.36,"endTime":1314.32,"body":"hats. I see that. That's right."},{"speaker":"Paul Daly","startTime":1314.32,"endTime":1316.21,"body":"Yeah, I'm probably a little"},{"speaker":"Paul Daly","startTime":1314.32,"endTime":1316.21,"body":"older than your son though."},{"speaker":"Paul Daly","startTime":1316.48,"endTime":1321.79,"body":"Maybe he's a late bloomer. So I"},{"speaker":"Paul Daly","startTime":1316.48,"endTime":1321.79,"body":"think easy. From the retail"},{"speaker":"Paul Daly","startTime":1321.79,"endTime":1325.48,"body":"standpoint, I love the thinking"},{"speaker":"Paul Daly","startTime":1321.79,"endTime":1325.48,"body":"behind like, hey, let's emulate"},{"speaker":"Paul Daly","startTime":1325.48,"endTime":1329.8,"body":"retail. Right? Because there's"},{"speaker":"Paul Daly","startTime":1325.48,"endTime":1329.8,"body":"dealers, or retailers or not car"},{"speaker":"Paul Daly","startTime":1329.8,"endTime":1332.68,"body":"people, you know, like in the"},{"speaker":"Paul Daly","startTime":1329.8,"endTime":1332.68,"body":"thinking re recontextualize"},{"speaker":"Paul Daly","startTime":1332.68,"endTime":1335.14,"body":"everything we're doing through"},{"speaker":"Paul Daly","startTime":1332.68,"endTime":1335.14,"body":"the retail lens makes a whole"},{"speaker":"Paul Daly","startTime":1335.14,"endTime":1338.71,"body":"lot of sense. But some things"},{"speaker":"Paul Daly","startTime":1335.14,"endTime":1338.71,"body":"are just kind of inherently"},{"speaker":"Paul Daly","startTime":1338.71,"endTime":1342.97,"body":"human. And I'm always intrigued"},{"speaker":"Paul Daly","startTime":1338.71,"endTime":1342.97,"body":"when I hear companies still"},{"speaker":"Paul Daly","startTime":1342.97,"endTime":1345.85,"body":"paying attention to the human"},{"speaker":"Paul Daly","startTime":1342.97,"endTime":1345.85,"body":"element of like community"},{"speaker":"Paul Daly","startTime":1345.85,"endTime":1349.33,"body":"building, giving back. It's"},{"speaker":"Paul Daly","startTime":1345.85,"endTime":1349.33,"body":"something that dealers are so"},{"speaker":"Paul Daly","startTime":1349.33,"endTime":1351.97,"body":"well known for, for the people"},{"speaker":"Paul Daly","startTime":1349.33,"endTime":1351.97,"body":"that know them and like pay"},{"speaker":"Paul Daly","startTime":1351.97,"endTime":1355.0,"body":"attention. Like if dealers were"},{"speaker":"Paul Daly","startTime":1351.97,"endTime":1355.0,"body":"pulled out of communities"},{"speaker":"Paul Daly","startTime":1355.0,"endTime":1358.18,"body":"everywhere, everyone would all"},{"speaker":"Paul Daly","startTime":1355.0,"endTime":1358.18,"body":"of a sudden realize how much"},{"speaker":"Paul Daly","startTime":1358.18,"endTime":1362.86,"body":"dealers actually sow into the"},{"speaker":"Paul Daly","startTime":1358.18,"endTime":1362.86,"body":"community. And you all at"},{"speaker":"Paul Daly","startTime":1362.86,"endTime":1367.12,"body":"TrueCar you do quite a few"},{"speaker":"Paul Daly","startTime":1362.86,"endTime":1367.12,"body":"things around veterans that I"},{"speaker":"Paul Daly","startTime":1367.12,"endTime":1369.46,"body":"think are really notable and"},{"speaker":"Paul Daly","startTime":1367.12,"endTime":1369.46,"body":"maybe you could talk a little"},{"speaker":"Paul Daly","startTime":1369.46,"endTime":1372.82,"body":"bit on some of the things that"},{"speaker":"Paul Daly","startTime":1369.46,"endTime":1372.82,"body":"initiatives that you have where"},{"speaker":"Paul Daly","startTime":1372.82,"endTime":1375.07,"body":"you are investing in"},{"speaker":"Paul Daly","startTime":1372.82,"endTime":1375.07,"body":"communities. There you go."},{"speaker":"Paul Daly","startTime":1375.52,"endTime":1377.53,"body":"Right, that's gonna have all"},{"speaker":"Paul Daly","startTime":1375.52,"endTime":1377.53,"body":"teed up talking"},{"speaker":"Mike Darrow","startTime":1377.84,"endTime":1381.68,"body":"talking about it"},{"speaker":"Mike Darrow","startTime":1377.84,"endTime":1381.68,"body":"gave me the Lord put it all"},{"speaker":"Kyle Mountsier","startTime":1381.679,"endTime":1383.629,"body":"like you better"},{"speaker":"Kyle Mountsier","startTime":1381.679,"endTime":1383.629,"body":"shot with a black black hat if"},{"speaker":"Kyle Mountsier","startTime":1383.629,"endTime":1386.089,"body":"you're gonna go with this. No,"},{"speaker":"Kyle Mountsier","startTime":1383.629,"endTime":1386.089,"body":"but maybe you could talk about"},{"speaker":"Kyle Mountsier","startTime":1386.089,"endTime":1388.159,"body":"that a little because I think"},{"speaker":"Kyle Mountsier","startTime":1386.089,"endTime":1388.159,"body":"that that inherently is one of"},{"speaker":"Kyle Mountsier","startTime":1388.159,"endTime":1391.819,"body":"the the pieces of glue that can"},{"speaker":"Kyle Mountsier","startTime":1388.159,"endTime":1391.819,"body":"help tie industry partners and"},{"speaker":"Kyle Mountsier","startTime":1391.819,"endTime":1395.359,"body":"dealers even closer together, as"},{"speaker":"Kyle Mountsier","startTime":1391.819,"endTime":1395.359,"body":"we put on a kind of a united"},{"speaker":"Kyle Mountsier","startTime":1395.359,"endTime":1398.479,"body":"front to the to the general"},{"speaker":"Kyle Mountsier","startTime":1395.359,"endTime":1398.479,"body":"consumer public saying like,"},{"speaker":"Kyle Mountsier","startTime":1398.479,"endTime":1401.989,"body":"hey, the car business cares"},{"speaker":"Kyle Mountsier","startTime":1398.479,"endTime":1401.989,"body":"about people. So what are you"},{"speaker":"Kyle Mountsier","startTime":1401.989,"endTime":1402.979,"body":"all doing right now?"},{"speaker":"Mike Darrow","startTime":1403.11,"endTime":1406.29,"body":"Yeah, it does. And,"},{"speaker":"Mike Darrow","startTime":1403.11,"endTime":1406.29,"body":"you know, we are our connection"},{"speaker":"Mike Darrow","startTime":1406.29,"endTime":1409.23,"body":"to the military community"},{"speaker":"Mike Darrow","startTime":1406.29,"endTime":1409.23,"body":"started many, many years ago"},{"speaker":"Mike Darrow","startTime":1409.23,"endTime":1413.31,"body":"with a partnership with USAA."},{"speaker":"Mike Darrow","startTime":1409.23,"endTime":1413.31,"body":"And they are an amazing"},{"speaker":"Mike Darrow","startTime":1413.31,"endTime":1416.4,"body":"organization in supporting the"},{"speaker":"Mike Darrow","startTime":1413.31,"endTime":1416.4,"body":"military community, we powered"},{"speaker":"Mike Darrow","startTime":1416.4,"endTime":1420.45,"body":"an automotive buying channel for"},{"speaker":"Mike Darrow","startTime":1416.4,"endTime":1420.45,"body":"them and, and really got to get"},{"speaker":"Mike Darrow","startTime":1420.45,"endTime":1424.26,"body":"involved and experience that"},{"speaker":"Mike Darrow","startTime":1420.45,"endTime":1424.26,"body":"and, and we've built out what I"},{"speaker":"Mike Darrow","startTime":1424.26,"endTime":1428.52,"body":"believe to be a really authentic"},{"speaker":"Mike Darrow","startTime":1424.26,"endTime":1428.52,"body":"military channel, where we go to"},{"speaker":"Mike Darrow","startTime":1428.52,"endTime":1432.48,"body":"our OEM partners, all of them"},{"speaker":"Mike Darrow","startTime":1428.52,"endTime":1432.48,"body":"have special military"},{"speaker":"Mike Darrow","startTime":1432.48,"endTime":1434.82,"body":"incentives, we asked him to run"},{"speaker":"Mike Darrow","startTime":1432.48,"endTime":1434.82,"body":"some other incentives,"},{"speaker":"Mike Darrow","startTime":1434.82,"endTime":1437.7,"body":"particularly for the folks who"},{"speaker":"Mike Darrow","startTime":1434.82,"endTime":1437.7,"body":"are shopping the military"},{"speaker":"Mike Darrow","startTime":1437.7,"endTime":1442.68,"body":"channel on our site. We have a"},{"speaker":"Mike Darrow","startTime":1437.7,"endTime":1442.68,"body":"driven to drive program, where"},{"speaker":"Mike Darrow","startTime":1442.68,"endTime":1447.21,"body":"we donate two vehicles a year to"},{"speaker":"Mike Darrow","startTime":1442.68,"endTime":1447.21,"body":"disabled Americans vets with the"},{"speaker":"Mike Darrow","startTime":1447.21,"endTime":1452.01,"body":"DAV and it's just an amazing"},{"speaker":"Mike Darrow","startTime":1447.21,"endTime":1452.01,"body":"thing. And it's, it's really at"},{"speaker":"Mike Darrow","startTime":1452.01,"endTime":1455.79,"body":"the core of what we've become."},{"speaker":"Mike Darrow","startTime":1452.01,"endTime":1455.79,"body":"We try to be really authentic"},{"speaker":"Mike Darrow","startTime":1455.79,"endTime":1460.47,"body":"around this and you know, it's"},{"speaker":"Mike Darrow","startTime":1455.79,"endTime":1460.47,"body":"important. Transportation is"},{"speaker":"Mike Darrow","startTime":1460.47,"endTime":1463.23,"body":"freedom, right? When you think"},{"speaker":"Mike Darrow","startTime":1460.47,"endTime":1463.23,"body":"about it, what do you try to get"},{"speaker":"Mike Darrow","startTime":1463.23,"endTime":1466.26,"body":"out we get to get in our car we"},{"speaker":"Mike Darrow","startTime":1463.23,"endTime":1466.26,"body":"drive around, I mean, here in"},{"speaker":"Mike Darrow","startTime":1466.26,"endTime":1468.96,"body":"California badly I get to go to"},{"speaker":"Mike Darrow","startTime":1466.26,"endTime":1468.96,"body":"the beach, you know, all those"},{"speaker":"Mike Darrow","startTime":1468.96,"endTime":1472.92,"body":"things. And, and what we heard"},{"speaker":"Mike Darrow","startTime":1468.96,"endTime":1472.92,"body":"from veterans were the loss of"},{"speaker":"Mike Darrow","startTime":1472.92,"endTime":1475.95,"body":"that freedom when they come back"},{"speaker":"Mike Darrow","startTime":1472.92,"endTime":1475.95,"body":"with a you know, a situation"},{"speaker":"Mike Darrow","startTime":1475.95,"endTime":1478.77,"body":"where they've been wounded. So,"},{"speaker":"Mike Darrow","startTime":1475.95,"endTime":1478.77,"body":"you know, we've got a real"},{"speaker":"Mike Darrow","startTime":1478.77,"endTime":1482.67,"body":"authentic driven to drive"},{"speaker":"Mike Darrow","startTime":1478.77,"endTime":1482.67,"body":"program. We've got programs with"},{"speaker":"Mike Darrow","startTime":1483.09,"endTime":1487.68,"body":"team RWB, I you know, we're"},{"speaker":"Mike Darrow","startTime":1483.09,"endTime":1487.68,"body":"we're doing some things with you"},{"speaker":"Mike Darrow","startTime":1487.68,"endTime":1491.52,"body":"guys around your 9/11 event."},{"speaker":"Mike Darrow","startTime":1487.68,"endTime":1491.52,"body":"We're excited about and you"},{"speaker":"Mike Darrow","startTime":1491.52,"endTime":1493.65,"body":"know, all the all the things"},{"speaker":"Mike Darrow","startTime":1491.52,"endTime":1493.65,"body":"that congratulations for the"},{"speaker":"Mike Darrow","startTime":1493.65,"endTime":1497.64,"body":"things you do there, but you"},{"speaker":"Mike Darrow","startTime":1493.65,"endTime":1497.64,"body":"know, it's amazing. This is one"},{"speaker":"Mike Darrow","startTime":1497.64,"endTime":1501.99,"body":"we have three or four are of our"},{"speaker":"Mike Darrow","startTime":1497.64,"endTime":1501.99,"body":"own, that people who run this"},{"speaker":"Mike Darrow","startTime":1501.99,"endTime":1505.86,"body":"channel for us, and this was one"},{"speaker":"Mike Darrow","startTime":1501.99,"endTime":1505.86,"body":"of my absolutes are former vets,"},{"speaker":"Mike Darrow","startTime":1505.89,"endTime":1509.34,"body":"we're in the military, you got"},{"speaker":"Mike Darrow","startTime":1505.89,"endTime":1509.34,"body":"to be authentic if you're going"},{"speaker":"Mike Darrow","startTime":1509.34,"endTime":1512.52,"body":"to do this, right, I mean, you"},{"speaker":"Mike Darrow","startTime":1509.34,"endTime":1512.52,"body":"got to stay core what you're"},{"speaker":"Mike Darrow","startTime":1512.52,"endTime":1516.09,"body":"really trying to do and take it,"},{"speaker":"Mike Darrow","startTime":1512.52,"endTime":1516.09,"body":"we've stayed very focused on"},{"speaker":"Mike Darrow","startTime":1516.09,"endTime":1519.63,"body":"that. And, you know, we also are"},{"speaker":"Mike Darrow","startTime":1516.09,"endTime":1519.63,"body":"trying to drive some other"},{"speaker":"Mike Darrow","startTime":1519.63,"endTime":1523.08,"body":"things, you know, we're sponsors"},{"speaker":"Mike Darrow","startTime":1519.63,"endTime":1523.08,"body":"of women in automotive, we're"},{"speaker":"Mike Darrow","startTime":1523.08,"endTime":1527.31,"body":"responses of NAMAD and minority"},{"speaker":"Mike Darrow","startTime":1523.08,"endTime":1527.31,"body":"dealer programs going on, I"},{"speaker":"Mike Darrow","startTime":1527.31,"endTime":1531.54,"body":"think one of the challenges our"},{"speaker":"Mike Darrow","startTime":1527.31,"endTime":1531.54,"body":"industry is faced is, over time,"},{"speaker":"Mike Darrow","startTime":1531.57,"endTime":1534.84,"body":"we're getting more diverse, but"},{"speaker":"Mike Darrow","startTime":1531.57,"endTime":1534.84,"body":"we just haven't been a diverse,"},{"speaker":"Mike Darrow","startTime":1535.29,"endTime":1538.08,"body":"you know, industry from that"},{"speaker":"Mike Darrow","startTime":1535.29,"endTime":1538.08,"body":"perspective, particularly on the"},{"speaker":"Mike Darrow","startTime":1538.08,"endTime":1541.83,"body":"OEM side, and I know Mary Barra"},{"speaker":"Mike Darrow","startTime":1538.08,"endTime":1541.83,"body":"is changing that a bit. But for"},{"speaker":"Mike Darrow","startTime":1541.83,"endTime":1545.19,"body":"my 20 years, in OEM, I'd go to"},{"speaker":"Mike Darrow","startTime":1541.83,"endTime":1545.19,"body":"the cocktail party, and it'd be,"},{"speaker":"Mike Darrow","startTime":1545.61,"endTime":1551.34,"body":"you know, 95%, you know, middle"},{"speaker":"Mike Darrow","startTime":1545.61,"endTime":1551.34,"body":"aged guys in gray suits. And I"},{"speaker":"Mike Darrow","startTime":1551.34,"endTime":1555.3,"body":"think that limits innovation,"},{"speaker":"Mike Darrow","startTime":1551.34,"endTime":1555.3,"body":"right, if you're gonna cater, if"},{"speaker":"Mike Darrow","startTime":1555.3,"endTime":1558.33,"body":"you're going to serve as a full"},{"speaker":"Mike Darrow","startTime":1555.3,"endTime":1558.33,"body":"community, you got to have"},{"speaker":"Mike Darrow","startTime":1558.33,"endTime":1561.78,"body":"people in your organization who"},{"speaker":"Mike Darrow","startTime":1558.33,"endTime":1561.78,"body":"understand that the core, those"},{"speaker":"Mike Darrow","startTime":1561.78,"endTime":1565.47,"body":"communities. And you know, I"},{"speaker":"Mike Darrow","startTime":1561.78,"endTime":1565.47,"body":"remember not too long ago, and"},{"speaker":"Mike Darrow","startTime":1565.47,"endTime":1568.02,"body":"there's many situations I've"},{"speaker":"Mike Darrow","startTime":1565.47,"endTime":1568.02,"body":"been in that remind me of this,"},{"speaker":"Mike Darrow","startTime":1568.02,"endTime":1573.51,"body":"but I got a pitch on how to"},{"speaker":"Mike Darrow","startTime":1568.02,"endTime":1573.51,"body":"market to women by like, five"},{"speaker":"Mike Darrow","startTime":1573.51,"endTime":1580.23,"body":"dudes, right? They walked into"},{"speaker":"Mike Darrow","startTime":1573.51,"endTime":1580.23,"body":"my office, they're like, we're"},{"speaker":"Mike Darrow","startTime":1580.23,"endTime":1583.11,"body":"missing something here. Now,"},{"speaker":"Mike Darrow","startTime":1580.23,"endTime":1583.11,"body":"these guys were smart. They did"},{"speaker":"Mike Darrow","startTime":1583.11,"endTime":1586.32,"body":"their research, but it just"},{"speaker":"Mike Darrow","startTime":1583.11,"endTime":1586.32,"body":"didn't feel authentic, you know,"},{"speaker":"Mike Darrow","startTime":1586.32,"endTime":1590.16,"body":"you need to be real about this"},{"speaker":"Mike Darrow","startTime":1586.32,"endTime":1590.16,"body":"stuff. And I think our industry"},{"speaker":"Mike Darrow","startTime":1590.16,"endTime":1594.18,"body":"needs to lean more into that we"},{"speaker":"Mike Darrow","startTime":1590.16,"endTime":1594.18,"body":"need to be more diverse. We need"},{"speaker":"Mike Darrow","startTime":1594.18,"endTime":1597.63,"body":"to bring more diverse thinking"},{"speaker":"Mike Darrow","startTime":1594.18,"endTime":1597.63,"body":"into the way we approach the"},{"speaker":"Mike Darrow","startTime":1597.63,"endTime":1600.96,"body":"business. And, you know, we're"},{"speaker":"Mike Darrow","startTime":1597.63,"endTime":1600.96,"body":"always trying to do that and"},{"speaker":"Mike Darrow","startTime":1600.96,"endTime":1602.31,"body":"making sure we're focused on"},{"speaker":"Paul Daly","startTime":1603.29,"endTime":1605.33,"body":"Well, no one hears"},{"speaker":"Paul Daly","startTime":1603.29,"endTime":1605.33,"body":"are you with that at all? Mike"},{"speaker":"Paul Daly","startTime":1605.33,"endTime":1607.7,"body":"Darrow, thank you so much for"},{"speaker":"Paul Daly","startTime":1605.33,"endTime":1607.7,"body":"taking some time out of your"},{"speaker":"Paul Daly","startTime":1607.7,"endTime":1609.83,"body":"busy schedule. I know you have a"},{"speaker":"Paul Daly","startTime":1607.7,"endTime":1609.83,"body":"lot of things that you're in the"},{"speaker":"Paul Daly","startTime":1609.83,"endTime":1613.43,"body":"middle of on behalf of Michael"},{"speaker":"Paul Daly","startTime":1609.83,"endTime":1613.43,"body":"Cirillo, Kyle Mountsier myself."},{"speaker":"Paul Daly","startTime":1613.52,"endTime":1615.56,"body":"Thanks for joining us on Auto"},{"speaker":"Paul Daly","startTime":1613.52,"endTime":1615.56,"body":"Collabs."},{"speaker":"Mike Darrow","startTime":1615.59,"endTime":1617.24,"body":"Thanks for having"},{"speaker":"Mike Darrow","startTime":1615.59,"endTime":1617.24,"body":"me, guys. It was great talking"},{"speaker":"Mike Darrow","startTime":1617.24,"endTime":1619.94,"body":"to you. And, you know, hey,"},{"speaker":"Mike Darrow","startTime":1617.24,"endTime":1619.94,"body":"anytime you got an open spot,"},{"speaker":"Mike Darrow","startTime":1619.94,"endTime":1621.47,"body":"give me a call. I love chatting"},{"speaker":"Mike Darrow","startTime":1619.94,"endTime":1621.47,"body":"with you guys."},{"speaker":"Michael Cirillo","startTime":1625.55,"endTime":1627.47,"body":"So here we"},{"speaker":"Michael Cirillo","startTime":1625.55,"endTime":1627.47,"body":"have, I mean, he didn't"},{"speaker":"Michael Cirillo","startTime":1627.47,"endTime":1630.92,"body":"disappoint. He gave us a lot of"},{"speaker":"Michael Cirillo","startTime":1627.47,"endTime":1630.92,"body":"context about his upbringing in"},{"speaker":"Michael Cirillo","startTime":1630.92,"endTime":1635.42,"body":"the automotive industry, very"},{"speaker":"Michael Cirillo","startTime":1630.92,"endTime":1635.42,"body":"clear to me how passionate he is"},{"speaker":"Michael Cirillo","startTime":1635.45,"endTime":1639.17,"body":"about this space about various"},{"speaker":"Michael Cirillo","startTime":1635.45,"endTime":1639.17,"body":"layer. Like he said, at one"},{"speaker":"Michael Cirillo","startTime":1639.17,"endTime":1642.11,"body":"point, it's really not easy to"},{"speaker":"Michael Cirillo","startTime":1639.17,"endTime":1642.11,"body":"get out of the car business. But"},{"speaker":"Michael Cirillo","startTime":1642.11,"endTime":1644.84,"body":"I think if we're all being"},{"speaker":"Michael Cirillo","startTime":1642.11,"endTime":1644.84,"body":"honest, it's because we just"},{"speaker":"Michael Cirillo","startTime":1644.9,"endTime":1649.28,"body":"fall so deeply in love with it,"},{"speaker":"Michael Cirillo","startTime":1644.9,"endTime":1649.28,"body":"you know, but what also really"},{"speaker":"Michael Cirillo","startTime":1649.28,"endTime":1652.85,"body":"inspired me is here we are"},{"speaker":"Michael Cirillo","startTime":1649.28,"endTime":1652.85,"body":"sitting sitting with the"},{"speaker":"Michael Cirillo","startTime":1652.85,"endTime":1656.75,"body":"President, CEO of TrueCar. And"},{"speaker":"Michael Cirillo","startTime":1652.85,"endTime":1656.75,"body":"Mike says something that we've"},{"speaker":"Michael Cirillo","startTime":1656.78,"endTime":1660.14,"body":"all heard and probably have"},{"speaker":"Michael Cirillo","startTime":1656.78,"endTime":1660.14,"body":"admitted to ourselves, I fell"},{"speaker":"Michael Cirillo","startTime":1660.14,"endTime":1662.99,"body":"into the business. And you know,"},{"speaker":"Michael Cirillo","startTime":1660.14,"endTime":1662.99,"body":"what I wrote down in my notes,"},{"speaker":"Michael Cirillo","startTime":1663.14,"endTime":1667.37,"body":"falls into business. And then in"},{"speaker":"Michael Cirillo","startTime":1663.14,"endTime":1667.37,"body":"all caps, I wrote opportunity"},{"speaker":"Michael Cirillo","startTime":1667.37,"endTime":1669.47,"body":"question mark, because like,"},{"speaker":"Michael Cirillo","startTime":1667.37,"endTime":1669.47,"body":"we're always wondering, can you"},{"speaker":"Michael Cirillo","startTime":1669.47,"endTime":1673.64,"body":"make a career here? Dude fell"},{"speaker":"Michael Cirillo","startTime":1669.47,"endTime":1673.64,"body":"into the business, he was"},{"speaker":"Kyle Mountsier","startTime":1674.45,"endTime":1675.2,"body":"a body."},{"speaker":"Kyle Mountsier","startTime":1676.85,"endTime":1680.78,"body":"Body and then was the CEO."},{"speaker":"Kyle Mountsier","startTime":1676.85,"endTime":1680.78,"body":"Right? Exactly, you know, and"},{"speaker":"Kyle Mountsier","startTime":1680.78,"endTime":1681.44,"body":"then 40"},{"speaker":"Kyle Mountsier","startTime":1681.44,"endTime":1682.64,"body":"years later, right."},{"speaker":"Michael Cirillo","startTime":1684.47,"endTime":1685.4,"body":"That success"},{"speaker":"Kyle Mountsier","startTime":1685.0,"endTime":1689.29,"body":"Well, well, and"},{"speaker":"Kyle Mountsier","startTime":1685.0,"endTime":1689.29,"body":"here's what I love about this,"},{"speaker":"Kyle Mountsier","startTime":1689.29,"endTime":1692.5,"body":"because we go from, you know,"},{"speaker":"Kyle Mountsier","startTime":1689.29,"endTime":1692.5,"body":"and I think this is so true of"},{"speaker":"Kyle Mountsier","startTime":1692.5,"endTime":1696.28,"body":"so many in our industry, that"},{"speaker":"Kyle Mountsier","startTime":1692.5,"endTime":1696.28,"body":"it's like, alright, I can I know"},{"speaker":"Kyle Mountsier","startTime":1696.28,"endTime":1699.28,"body":"all the data that's happening"},{"speaker":"Kyle Mountsier","startTime":1696.28,"endTime":1699.28,"body":"outside of TrueCar, boom, I read"},{"speaker":"Kyle Mountsier","startTime":1699.28,"endTime":1702.28,"body":"automotive news, I know that"},{"speaker":"Kyle Mountsier","startTime":1699.28,"endTime":1702.28,"body":"Toyota is dealing with this type"},{"speaker":"Kyle Mountsier","startTime":1702.28,"endTime":1705.22,"body":"of stuff. Also, let me tell you"},{"speaker":"Kyle Mountsier","startTime":1702.28,"endTime":1705.22,"body":"about exactly how we serve"},{"speaker":"Kyle Mountsier","startTime":1705.22,"endTime":1708.28,"body":"dealers, how we serve customers,"},{"speaker":"Kyle Mountsier","startTime":1705.22,"endTime":1708.28,"body":"how the Integrated Data shopper"},{"speaker":"Kyle Mountsier","startTime":1708.28,"endTime":1712.66,"body":"journeys, also community, right."},{"speaker":"Kyle Mountsier","startTime":1708.28,"endTime":1712.66,"body":"And it's like, if you ask them"},{"speaker":"Kyle Mountsier","startTime":1712.66,"endTime":1715.84,"body":"to the majority of people to get"},{"speaker":"Kyle Mountsier","startTime":1712.66,"endTime":1715.84,"body":"on a business podcast, and go"},{"speaker":"Kyle Mountsier","startTime":1715.84,"endTime":1719.38,"body":"through those three things in 22"},{"speaker":"Kyle Mountsier","startTime":1715.84,"endTime":1719.38,"body":"minutes, they would shock them."},{"speaker":"Kyle Mountsier","startTime":1719.38,"endTime":1723.67,"body":"But for automotive people, it's"},{"speaker":"Kyle Mountsier","startTime":1719.38,"endTime":1723.67,"body":"like, yeah, full news, product,"},{"speaker":"Kyle Mountsier","startTime":1723.79,"endTime":1727.39,"body":"community, let's go, you know,"},{"speaker":"Kyle Mountsier","startTime":1723.79,"endTime":1727.39,"body":"and it ends with this line. That"},{"speaker":"Kyle Mountsier","startTime":1727.39,"endTime":1730.81,"body":"was transportation is freedom."},{"speaker":"Kyle Mountsier","startTime":1727.39,"endTime":1730.81,"body":"And I think that, as an"},{"speaker":"Kyle Mountsier","startTime":1730.81,"endTime":1733.15,"body":"industry, we sometimes we forget"},{"speaker":"Kyle Mountsier","startTime":1730.81,"endTime":1733.15,"body":"that and we just think"},{"speaker":"Kyle Mountsier","startTime":1733.15,"endTime":1736.72,"body":"transportation is transaction."},{"speaker":"Kyle Mountsier","startTime":1733.15,"endTime":1736.72,"body":"And so I think it's just an"},{"speaker":"Kyle Mountsier","startTime":1736.72,"endTime":1739.27,"body":"encouragement to me that the"},{"speaker":"Kyle Mountsier","startTime":1736.72,"endTime":1739.27,"body":"transportation is freedom, that"},{"speaker":"Kyle Mountsier","startTime":1739.27,"endTime":1741.4,"body":"we're giving people the capacity"},{"speaker":"Kyle Mountsier","startTime":1739.27,"endTime":1741.4,"body":"for freedom."},{"speaker":"Paul Daly","startTime":1742.32,"endTime":1745.92,"body":"I really always get"},{"speaker":"Paul Daly","startTime":1742.32,"endTime":1745.92,"body":"encouraged when someone who is"},{"speaker":"Paul Daly","startTime":1745.92,"endTime":1747.99,"body":"leading a big organization,"},{"speaker":"Paul Daly","startTime":1745.92,"endTime":1747.99,"body":"which obviously has a lot of"},{"speaker":"Paul Daly","startTime":1747.99,"endTime":1751.26,"body":"legacy, a lot of responsibility"},{"speaker":"Paul Daly","startTime":1747.99,"endTime":1751.26,"body":"to a lot of people, right. So"},{"speaker":"Paul Daly","startTime":1751.26,"endTime":1754.41,"body":"it's not only dealers,"},{"speaker":"Paul Daly","startTime":1751.26,"endTime":1754.41,"body":"consumers, but a big staff,"},{"speaker":"Paul Daly","startTime":1754.41,"endTime":1757.86,"body":"right. There's just a lot of"},{"speaker":"Paul Daly","startTime":1754.41,"endTime":1757.86,"body":"pressure to, to meet like such a"},{"speaker":"Paul Daly","startTime":1757.86,"endTime":1761.76,"body":"regular guy at the helm. It just"},{"speaker":"Paul Daly","startTime":1757.86,"endTime":1761.76,"body":"immediately makes me feel like,"},{"speaker":"Paul Daly","startTime":1762.06,"endTime":1765.3,"body":"Oh, I understand why people like"},{"speaker":"Paul Daly","startTime":1762.06,"endTime":1765.3,"body":"Right, like, I understand why"},{"speaker":"Paul Daly","startTime":1765.3,"endTime":1768.51,"body":"people in the organization"},{"speaker":"Paul Daly","startTime":1765.3,"endTime":1768.51,"body":"follow him, right? Somebody who"},{"speaker":"Paul Daly","startTime":1768.51,"endTime":1772.08,"body":"can speak it just it feels very"},{"speaker":"Paul Daly","startTime":1768.51,"endTime":1772.08,"body":"automotive to me, right? Because"},{"speaker":"Paul Daly","startTime":1772.08,"endTime":1775.02,"body":"you think of how many"},{"speaker":"Paul Daly","startTime":1772.08,"endTime":1775.02,"body":"billionaires, right? And if"},{"speaker":"Paul Daly","startTime":1775.02,"endTime":1777.06,"body":"you're an automotive here, if"},{"speaker":"Paul Daly","startTime":1775.02,"endTime":1777.06,"body":"you're listening to this, and"},{"speaker":"Paul Daly","startTime":1777.06,"endTime":1779.37,"body":"you're not in automotive, this"},{"speaker":"Paul Daly","startTime":1777.06,"endTime":1779.37,"body":"might come across as"},{"speaker":"Paul Daly","startTime":1779.37,"endTime":1782.13,"body":"braggadocious. But if you're in"},{"speaker":"Paul Daly","startTime":1779.37,"endTime":1782.13,"body":"automotive, you understand, I'm"},{"speaker":"Paul Daly","startTime":1782.13,"endTime":1786.0,"body":"like, how many billionaires do"},{"speaker":"Paul Daly","startTime":1782.13,"endTime":1786.0,"body":"the three of us know? Right?"},{"speaker":"Paul Daly","startTime":1786.06,"endTime":1791.28,"body":"Like a lot. And guess what? Most"},{"speaker":"Paul Daly","startTime":1786.06,"endTime":1791.28,"body":"of them you would never know,"},{"speaker":"Paul Daly","startTime":1791.34,"endTime":1795.0,"body":"because they're just regular"},{"speaker":"Paul Daly","startTime":1791.34,"endTime":1795.0,"body":"guys and gals that are just at"},{"speaker":"Paul Daly","startTime":1795.0,"endTime":1798.18,"body":"the Little League games and it's"},{"speaker":"Paul Daly","startTime":1795.0,"endTime":1798.18,"body":"not like full button up. So I"},{"speaker":"Paul Daly","startTime":1798.18,"endTime":1801.33,"body":"think there's something just"},{"speaker":"Paul Daly","startTime":1798.18,"endTime":1801.33,"body":"quintessentially Auto about Mike"},{"speaker":"Paul Daly","startTime":1801.33,"endTime":1804.63,"body":"and I think that's why I enjoyed"},{"speaker":"Paul Daly","startTime":1801.33,"endTime":1804.63,"body":"that interview so much looking"},{"speaker":"Paul Daly","startTime":1804.63,"endTime":1808.08,"body":"forward to meeting him in person"},{"speaker":"Paul Daly","startTime":1804.63,"endTime":1808.08,"body":"in sometime soon but for now on"},{"speaker":"Paul Daly","startTime":1808.08,"endTime":1811.02,"body":"behalf of Michael Cirillo Kyle"},{"speaker":"Paul Daly","startTime":1808.08,"endTime":1811.02,"body":"Mountsier myself. Thank you so"},{"speaker":"Paul Daly","startTime":1811.02,"endTime":1812.67,"body":"much for listening to Auto"},{"speaker":"Paul Daly","startTime":1811.02,"endTime":1812.67,"body":"Collabs"},{"speaker":"Kyle Mountsier","startTime":1812.85,"endTime":1815.94,"body":"sign up for our"},{"speaker":"Kyle Mountsier","startTime":1812.85,"endTime":1815.94,"body":"free and fun to read daily email"},{"speaker":"Kyle Mountsier","startTime":1815.94,"endTime":1819.87,"body":"for free shot of relevant news"},{"speaker":"Kyle Mountsier","startTime":1815.94,"endTime":1819.87,"body":"in automotive, retail media and"},{"speaker":"Kyle Mountsier","startTime":1819.87,"endTime":1825.9,"body":"pop culture. You can get it now"},{"speaker":"Kyle Mountsier","startTime":1819.87,"endTime":1825.9,"body":"@ asotu.com That's ASOtu.com. If"},{"speaker":"Kyle Mountsier","startTime":1825.9,"endTime":1829.2,"body":"you love this podcast, please"},{"speaker":"Kyle Mountsier","startTime":1825.9,"endTime":1829.2,"body":"leave us a review and share it"},{"speaker":"Kyle Mountsier","startTime":1829.2,"endTime":1832.23,"body":"with a friend. Thanks again for"},{"speaker":"Kyle Mountsier","startTime":1829.2,"endTime":1832.23,"body":"listening. We'll see you next"},{"speaker":"Kyle Mountsier","startTime":1832.23,"endTime":1832.44,"body":"time"}]}