{"version":"1.0.0","segments":[{"speaker":"Paul Daly","startTime":0.24,"endTime":3.9,"body":"So Alex Vetter is"},{"speaker":"Paul Daly","startTime":0.24,"endTime":3.9,"body":"somebody who I think has really"},{"speaker":"Paul Daly","startTime":3.9,"endTime":4.98,"body":"risen to the top."},{"speaker":"Unknown","startTime":4.0,"endTime":13.54,"body":"This is Auto Collabs"},{"speaker":"Paul Daly","startTime":13.57,"endTime":16.18,"body":"of dealers lists in"},{"speaker":"Paul Daly","startTime":13.57,"endTime":16.18,"body":"the last couple of years when"},{"speaker":"Paul Daly","startTime":16.18,"endTime":19.93,"body":"the pandemic lockdowns began,"},{"speaker":"Paul Daly","startTime":16.18,"endTime":19.93,"body":"and things are moving slowly,"},{"speaker":"Paul Daly","startTime":20.38,"endTime":23.29,"body":"but what wasn't moving slowly"},{"speaker":"Paul Daly","startTime":20.38,"endTime":23.29,"body":"with dealerships being closed."},{"speaker":"Paul Daly","startTime":23.65,"endTime":26.83,"body":"And you know, Alex is one that"},{"speaker":"Paul Daly","startTime":23.65,"endTime":26.83,"body":"likes to, you know, follow the"},{"speaker":"Paul Daly","startTime":26.83,"endTime":29.08,"body":"rules, but at the same time,"},{"speaker":"Paul Daly","startTime":26.83,"endTime":29.08,"body":"he's like, this is too slow, we"},{"speaker":"Paul Daly","startTime":29.08,"endTime":31.93,"body":"need to do something to help. So"},{"speaker":"Paul Daly","startTime":29.08,"endTime":31.93,"body":"what he did was he hired a"},{"speaker":"Paul Daly","startTime":31.93,"endTime":36.04,"body":"lobbyist on behalf of auto"},{"speaker":"Paul Daly","startTime":31.93,"endTime":36.04,"body":"dealers across the country, and"},{"speaker":"Paul Daly","startTime":36.52,"endTime":40.3,"body":"spearheaded this massive effort"},{"speaker":"Paul Daly","startTime":36.52,"endTime":40.3,"body":"to get the laws to recognize"},{"speaker":"Paul Daly","startTime":40.3,"endTime":43.54,"body":"dealers as essential businesses."},{"speaker":"Paul Daly","startTime":40.3,"endTime":43.54,"body":"And if that's not troublemaking,"},{"speaker":"Paul Daly","startTime":43.63,"endTime":44.59,"body":"I don't know what it's,"},{"speaker":"Michael Cirillo","startTime":44.0,"endTime":46.67,"body":"that's"},{"speaker":"Michael Cirillo","startTime":44.0,"endTime":46.67,"body":"something that stood out to me,"},{"speaker":"Michael Cirillo","startTime":46.67,"endTime":50.09,"body":"I follow him on LinkedIn, I've"},{"speaker":"Michael Cirillo","startTime":46.67,"endTime":50.09,"body":"never had the pleasure yet. I'm,"},{"speaker":"Michael Cirillo","startTime":50.27,"endTime":53.87,"body":"I'm excited about this at ASOTU"},{"speaker":"Michael Cirillo","startTime":50.27,"endTime":53.87,"body":"CON, to be able to meet him in"},{"speaker":"Michael Cirillo","startTime":53.87,"endTime":57.95,"body":"person. But what's always stood"},{"speaker":"Michael Cirillo","startTime":53.87,"endTime":57.95,"body":"out to me is that advocacy for"},{"speaker":"Michael Cirillo","startTime":58.04,"endTime":61.58,"body":"the dealers, right, I can't"},{"speaker":"Michael Cirillo","startTime":58.04,"endTime":61.58,"body":"remember the specifics of it,"},{"speaker":"Michael Cirillo","startTime":61.58,"endTime":65.0,"body":"but it was a post he put out at"},{"speaker":"Michael Cirillo","startTime":61.58,"endTime":65.0,"body":"time of recording about maybe"},{"speaker":"Michael Cirillo","startTime":65.0,"endTime":68.6,"body":"two months ago, you and I both"},{"speaker":"Michael Cirillo","startTime":65.0,"endTime":68.6,"body":"commented on it. And it was just"},{"speaker":"Michael Cirillo","startTime":68.6,"endTime":72.29,"body":"so apparent, his love for this"},{"speaker":"Michael Cirillo","startTime":68.6,"endTime":72.29,"body":"industry, and his care and"},{"speaker":"Michael Cirillo","startTime":72.29,"endTime":76.01,"body":"concern for the dealer body, and"},{"speaker":"Michael Cirillo","startTime":72.29,"endTime":76.01,"body":"to your point, how essential"},{"speaker":"Michael Cirillo","startTime":76.01,"endTime":80.12,"body":"they actually are to the"},{"speaker":"Michael Cirillo","startTime":76.01,"endTime":80.12,"body":"ecosystem, to the economy, to"},{"speaker":"Michael Cirillo","startTime":80.27,"endTime":84.86,"body":"people's livelihoods, to impact"},{"speaker":"Michael Cirillo","startTime":80.27,"endTime":84.86,"body":"to charity to there's just the I"},{"speaker":"Michael Cirillo","startTime":84.86,"endTime":90.44,"body":"think we sometimes forget the"},{"speaker":"Michael Cirillo","startTime":84.86,"endTime":90.44,"body":"far reaching expanse of just a"},{"speaker":"Michael Cirillo","startTime":90.44,"endTime":92.69,"body":"single dealership and a"},{"speaker":"Michael Cirillo","startTime":90.44,"endTime":92.69,"body":"community, whether it's a small"},{"speaker":"Michael Cirillo","startTime":92.69,"endTime":95.81,"body":"town or whatever. And so it's"},{"speaker":"Michael Cirillo","startTime":92.69,"endTime":95.81,"body":"really, it's really exciting and"},{"speaker":"Michael Cirillo","startTime":95.81,"endTime":99.53,"body":"hope filled. When you see an"},{"speaker":"Michael Cirillo","startTime":95.81,"endTime":99.53,"body":"executive at that level who can"},{"speaker":"Michael Cirillo","startTime":99.53,"endTime":102.8,"body":"really tap into that and make"},{"speaker":"Michael Cirillo","startTime":99.53,"endTime":102.8,"body":"something happen with it"},{"speaker":"Michael Cirillo","startTime":102.8,"endTime":104.57,"body":"trouble, troublemaker's the"},{"speaker":"Michael Cirillo","startTime":102.8,"endTime":104.57,"body":"perfect word?"},{"speaker":"Kyle Mountsier","startTime":104.75,"endTime":106.91,"body":"Well, and you"},{"speaker":"Kyle Mountsier","startTime":104.75,"endTime":106.91,"body":"know, what's really cool is that"},{"speaker":"Kyle Mountsier","startTime":106.94,"endTime":110.39,"body":"when you think of a brand like"},{"speaker":"Kyle Mountsier","startTime":106.94,"endTime":110.39,"body":"cars, obviously, they have"},{"speaker":"Kyle Mountsier","startTime":110.42,"endTime":115.34,"body":"acquired dealer tech and have a"},{"speaker":"Kyle Mountsier","startTime":110.42,"endTime":115.34,"body":"very, you know, the the paying"},{"speaker":"Kyle Mountsier","startTime":115.34,"endTime":118.43,"body":"customer is the dealer because"},{"speaker":"Kyle Mountsier","startTime":115.34,"endTime":118.43,"body":"of the third party inventory"},{"speaker":"Kyle Mountsier","startTime":118.43,"endTime":122.9,"body":"level. But really, a lot of"},{"speaker":"Kyle Mountsier","startTime":118.43,"endTime":122.9,"body":"their advertising and marketing"},{"speaker":"Kyle Mountsier","startTime":122.9,"endTime":129.29,"body":"efforts go to the consumer"},{"speaker":"Kyle Mountsier","startTime":122.9,"endTime":129.29,"body":"public, and to see a company and"},{"speaker":"Kyle Mountsier","startTime":129.29,"endTime":133.64,"body":"a leadership structure that is"},{"speaker":"Kyle Mountsier","startTime":129.29,"endTime":133.64,"body":"tied in deeply with both sides."},{"speaker":"Kyle Mountsier","startTime":133.7,"endTime":137.21,"body":"Right, right. That that says"},{"speaker":"Kyle Mountsier","startTime":133.7,"endTime":137.21,"body":"like, yes, we understand that"},{"speaker":"Kyle Mountsier","startTime":137.21,"endTime":141.47,"body":"customers need something out of"},{"speaker":"Kyle Mountsier","startTime":137.21,"endTime":141.47,"body":"our platform, the things that"},{"speaker":"Kyle Mountsier","startTime":141.47,"endTime":145.73,"body":"we're delivering, that dealers"},{"speaker":"Kyle Mountsier","startTime":141.47,"endTime":145.73,"body":"are integrated with, and but"},{"speaker":"Kyle Mountsier","startTime":145.73,"endTime":149.57,"body":"also to be so caring for"},{"speaker":"Kyle Mountsier","startTime":145.73,"endTime":149.57,"body":"dealers. And, you know, the very"},{"speaker":"Kyle Mountsier","startTime":149.57,"endTime":153.59,"body":"first time I met Alex in person"},{"speaker":"Kyle Mountsier","startTime":149.57,"endTime":153.59,"body":"was actually at a Brian Pasch"},{"speaker":"Kyle Mountsier","startTime":153.59,"endTime":159.8,"body":"event and it was over lunch. And"},{"speaker":"Kyle Mountsier","startTime":153.59,"endTime":159.8,"body":"it was just the most unassuming"},{"speaker":"Kyle Mountsier","startTime":159.8,"endTime":162.98,"body":"conversation literally, I"},{"speaker":"Kyle Mountsier","startTime":159.8,"endTime":162.98,"body":"remember that. Right. And that,"},{"speaker":"Kyle Mountsier","startTime":163.22,"endTime":167.57,"body":"that's, you know, you made the"},{"speaker":"Kyle Mountsier","startTime":163.22,"endTime":167.57,"body":"joke on on previous podcasts"},{"speaker":"Kyle Mountsier","startTime":167.57,"endTime":169.91,"body":"that you put your pants on the"},{"speaker":"Kyle Mountsier","startTime":167.57,"endTime":169.91,"body":"same way that everybody else"},{"speaker":"Kyle Mountsier","startTime":169.91,"endTime":172.79,"body":"does, and the butler and all"},{"speaker":"Kyle Mountsier","startTime":169.91,"endTime":172.79,"body":"that type of stuff. And I think"},{"speaker":"Kyle Mountsier","startTime":172.82,"endTime":177.2,"body":"a lot of people see, you know, a"},{"speaker":"Kyle Mountsier","startTime":172.82,"endTime":177.2,"body":"lot of people see CEOs or anyone"},{"speaker":"Kyle Mountsier","startTime":177.2,"endTime":180.02,"body":"in executive seats, especially"},{"speaker":"Kyle Mountsier","startTime":177.2,"endTime":180.02,"body":"at publicly traded companies,"},{"speaker":"Kyle Mountsier","startTime":180.02,"endTime":183.62,"body":"and they're like, oh, there's"},{"speaker":"Kyle Mountsier","startTime":180.02,"endTime":183.62,"body":"that guy or gal and they're, you"},{"speaker":"Kyle Mountsier","startTime":183.62,"endTime":187.55,"body":"know, kind of untouchable,"},{"speaker":"Kyle Mountsier","startTime":183.62,"endTime":187.55,"body":"right. And here comes Alex"},{"speaker":"Kyle Mountsier","startTime":187.58,"endTime":191.36,"body":"walking into a conference on"},{"speaker":"Kyle Mountsier","startTime":187.58,"endTime":191.36,"body":"assuming and just sitting down"},{"speaker":"Kyle Mountsier","startTime":191.36,"endTime":195.02,"body":"having a meal. And, you know,"},{"speaker":"Kyle Mountsier","startTime":191.36,"endTime":195.02,"body":"that's the experience that I get"},{"speaker":"Kyle Mountsier","startTime":195.02,"endTime":199.94,"body":"every time he's on a podcast or,"},{"speaker":"Kyle Mountsier","startTime":195.02,"endTime":199.94,"body":"or on LinkedIn, it's this, you"},{"speaker":"Kyle Mountsier","startTime":199.94,"endTime":206.27,"body":"know, very unassuming, yet care"},{"speaker":"Kyle Mountsier","startTime":199.94,"endTime":206.27,"body":"careful about his words. But but"},{"speaker":"Kyle Mountsier","startTime":206.27,"endTime":209.84,"body":"just a part of the fabric of"},{"speaker":"Kyle Mountsier","startTime":206.27,"endTime":209.84,"body":"both the customer and the dealer"},{"speaker":"Kyle Mountsier","startTime":209.84,"endTime":210.32,"body":"side."},{"speaker":"Paul Daly","startTime":210.33,"endTime":212.61,"body":"Without a doubt, you"},{"speaker":"Paul Daly","startTime":210.33,"endTime":212.61,"body":"never have to wonder if you're"},{"speaker":"Paul Daly","startTime":212.61,"endTime":216.15,"body":"an auto dealer in this industry,"},{"speaker":"Paul Daly","startTime":212.61,"endTime":216.15,"body":"whether or not AV, as they call"},{"speaker":"Paul Daly","startTime":216.15,"endTime":219.12,"body":"him, has your back. We're"},{"speaker":"Paul Daly","startTime":216.15,"endTime":219.12,"body":"excited for you to hear this"},{"speaker":"Paul Daly","startTime":219.12,"endTime":221.49,"body":"interview, the one and only Alex"},{"speaker":"Paul Daly","startTime":219.12,"endTime":221.49,"body":"Vetter."},{"speaker":"Paul Daly","startTime":230.37,"endTime":232.98,"body":"Alex, thank you so much for"},{"speaker":"Paul Daly","startTime":230.37,"endTime":232.98,"body":"dropping in with us today. I"},{"speaker":"Paul Daly","startTime":232.98,"endTime":235.29,"body":"know you have a zillion things"},{"speaker":"Paul Daly","startTime":232.98,"endTime":235.29,"body":"to go going from meeting to"},{"speaker":"Paul Daly","startTime":235.29,"endTime":237.93,"body":"meeting. So thanks for giving us"},{"speaker":"Paul Daly","startTime":235.29,"endTime":237.93,"body":"a little bit of your time today."},{"speaker":"Alex Vetter","startTime":238.53,"endTime":240.12,"body":"It's great. Great"},{"speaker":"Alex Vetter","startTime":238.53,"endTime":240.12,"body":"to see you guys."},{"speaker":"Paul Daly","startTime":240.78,"endTime":244.29,"body":"So in this podcast,"},{"speaker":"Paul Daly","startTime":240.78,"endTime":244.29,"body":"we've been talking to a lot of"},{"speaker":"Paul Daly","startTime":244.29,"endTime":248.01,"body":"folks about kind of the layer"},{"speaker":"Paul Daly","startTime":244.29,"endTime":248.01,"body":"under what seems to be going on"},{"speaker":"Paul Daly","startTime":248.01,"endTime":251.82,"body":"in the surface. And one of those"},{"speaker":"Paul Daly","startTime":248.01,"endTime":251.82,"body":"things we're seeing and what"},{"speaker":"Paul Daly","startTime":251.82,"endTime":255.96,"body":"your perspective on is we see a"},{"speaker":"Paul Daly","startTime":251.82,"endTime":255.96,"body":"deeper desire for industry"},{"speaker":"Paul Daly","startTime":255.96,"endTime":260.28,"body":"partners to do collab with one"},{"speaker":"Paul Daly","startTime":255.96,"endTime":260.28,"body":"another collaborate with"},{"speaker":"Paul Daly","startTime":260.28,"endTime":263.1,"body":"dealers, we're seeing an"},{"speaker":"Paul Daly","startTime":260.28,"endTime":263.1,"body":"increase in that. And we were"},{"speaker":"Paul Daly","startTime":263.1,"endTime":266.22,"body":"wondering, you know, why what"},{"speaker":"Paul Daly","startTime":263.1,"endTime":266.22,"body":"you're seeing and why do you"},{"speaker":"Paul Daly","startTime":266.22,"endTime":268.08,"body":"think it is the way it is right"},{"speaker":"Paul Daly","startTime":266.22,"endTime":268.08,"body":"now?"},{"speaker":"Alex Vetter","startTime":269.19,"endTime":271.74,"body":"Well, look, I"},{"speaker":"Alex Vetter","startTime":269.19,"endTime":271.74,"body":"always say inside our company,"},{"speaker":"Alex Vetter","startTime":271.74,"endTime":275.1,"body":"if you want to go fast, go alone"},{"speaker":"Alex Vetter","startTime":271.74,"endTime":275.1,"body":"if you want to go far go"},{"speaker":"Alex Vetter","startTime":275.1,"endTime":279.99,"body":"together. And I really believe"},{"speaker":"Alex Vetter","startTime":275.1,"endTime":279.99,"body":"that that share points are"},{"speaker":"Alex Vetter","startTime":279.99,"endTime":284.91,"body":"usually won through teamwork and"},{"speaker":"Alex Vetter","startTime":279.99,"endTime":284.91,"body":"collaboration. And so it's a big"},{"speaker":"Alex Vetter","startTime":285.33,"endTime":288.54,"body":"cultural tenant we have inside"},{"speaker":"Alex Vetter","startTime":285.33,"endTime":288.54,"body":"our company, but I think it's"},{"speaker":"Alex Vetter","startTime":288.54,"endTime":291.66,"body":"important for the industry. I"},{"speaker":"Alex Vetter","startTime":288.54,"endTime":291.66,"body":"mean, I think what I love about"},{"speaker":"Alex Vetter","startTime":291.66,"endTime":296.25,"body":"dealers is that you know,"},{"speaker":"Alex Vetter","startTime":291.66,"endTime":296.25,"body":"they're competitors by day but"},{"speaker":"Alex Vetter","startTime":296.25,"endTime":299.1,"body":"they're partners through and"},{"speaker":"Alex Vetter","startTime":296.25,"endTime":299.1,"body":"through. They they want to learn"},{"speaker":"Alex Vetter","startTime":299.1,"endTime":303.21,"body":"from each other. They They want"},{"speaker":"Alex Vetter","startTime":299.1,"endTime":303.21,"body":"to share what's working. And and"},{"speaker":"Alex Vetter","startTime":303.24,"endTime":308.1,"body":"they know that innovation has to"},{"speaker":"Alex Vetter","startTime":303.24,"endTime":308.1,"body":"always happen in order to keep"},{"speaker":"Alex Vetter","startTime":308.16,"endTime":312.3,"body":"relevant and current in the"},{"speaker":"Alex Vetter","startTime":308.16,"endTime":312.3,"body":"business. And so you see that"},{"speaker":"Alex Vetter","startTime":312.3,"endTime":315.09,"body":"through like, you know,"},{"speaker":"Alex Vetter","startTime":312.3,"endTime":315.09,"body":"clubhouse calls where dealers"},{"speaker":"Alex Vetter","startTime":315.09,"endTime":318.84,"body":"are sharing, it's happening so"},{"speaker":"Alex Vetter","startTime":315.09,"endTime":318.84,"body":"much faster Kyle than ever"},{"speaker":"Alex Vetter","startTime":318.84,"endTime":326.43,"body":"before. And Paul, like, I just"},{"speaker":"Alex Vetter","startTime":318.84,"endTime":326.43,"body":"know that, you know, it used to"},{"speaker":"Alex Vetter","startTime":326.43,"endTime":328.86,"body":"be you get together with your"},{"speaker":"Alex Vetter","startTime":326.43,"endTime":328.86,"body":"dealer group 20 group every"},{"speaker":"Alex Vetter","startTime":328.89,"endTime":332.22,"body":"every quarter. Now they're"},{"speaker":"Alex Vetter","startTime":328.89,"endTime":332.22,"body":"connecting weekly and sharing"},{"speaker":"Alex Vetter","startTime":332.22,"endTime":335.61,"body":"ideas and tips and the market is"},{"speaker":"Alex Vetter","startTime":332.22,"endTime":335.61,"body":"moving faster. And so I think"},{"speaker":"Alex Vetter","startTime":335.61,"endTime":336.39,"body":"it's exciting."},{"speaker":"Kyle Mountsier","startTime":336.78,"endTime":338.82,"body":"Well, I think"},{"speaker":"Kyle Mountsier","startTime":336.78,"endTime":338.82,"body":"that's it's a really interesting"},{"speaker":"Kyle Mountsier","startTime":338.82,"endTime":342.63,"body":"counterpoint to like your first"},{"speaker":"Kyle Mountsier","startTime":338.82,"endTime":342.63,"body":"thing, which was fast go alone,"},{"speaker":"Kyle Mountsier","startTime":342.63,"endTime":345.72,"body":"farther together. And I think"},{"speaker":"Kyle Mountsier","startTime":342.63,"endTime":345.72,"body":"what we're actually experiencing"},{"speaker":"Kyle Mountsier","startTime":345.72,"endTime":348.93,"body":"as an industry potentially, is"},{"speaker":"Kyle Mountsier","startTime":345.72,"endTime":348.93,"body":"we're recognizing that"},{"speaker":"Kyle Mountsier","startTime":348.93,"endTime":353.58,"body":"historically, we thought fast"},{"speaker":"Kyle Mountsier","startTime":348.93,"endTime":353.58,"body":"was alone. But actually, we we"},{"speaker":"Kyle Mountsier","startTime":353.61,"endTime":358.65,"body":"we speed up innovation by going"},{"speaker":"Kyle Mountsier","startTime":353.61,"endTime":358.65,"body":"together. And it gives us a"},{"speaker":"Kyle Mountsier","startTime":358.65,"endTime":362.61,"body":"further trajectory. Are there"},{"speaker":"Kyle Mountsier","startTime":358.65,"endTime":362.61,"body":"places where you've seen that"},{"speaker":"Kyle Mountsier","startTime":362.61,"endTime":368.04,"body":"because you because people are"},{"speaker":"Kyle Mountsier","startTime":362.61,"endTime":368.04,"body":"connecting and or like a product"},{"speaker":"Kyle Mountsier","startTime":368.04,"endTime":371.07,"body":"is connecting with a dealer that"},{"speaker":"Kyle Mountsier","startTime":368.04,"endTime":371.07,"body":"says, hey, we need this, that"},{"speaker":"Kyle Mountsier","startTime":371.07,"endTime":373.56,"body":"actually you are able to speed"},{"speaker":"Kyle Mountsier","startTime":371.07,"endTime":373.56,"body":"up innovation, especially"},{"speaker":"Kyle Mountsier","startTime":373.56,"endTime":376.41,"body":"because CARS is so deeply"},{"speaker":"Kyle Mountsier","startTime":373.56,"endTime":376.41,"body":"ingrained? And not just like,"},{"speaker":"Kyle Mountsier","startTime":376.56,"endTime":380.52,"body":"you know, CARS is, is as much"},{"speaker":"Kyle Mountsier","startTime":376.56,"endTime":380.52,"body":"further away from just a listing"},{"speaker":"Kyle Mountsier","startTime":380.52,"endTime":384.69,"body":"site and much more a technology"},{"speaker":"Kyle Mountsier","startTime":380.52,"endTime":384.69,"body":"partner and a partner to dealers"},{"speaker":"Kyle Mountsier","startTime":384.84,"endTime":387.9,"body":"across the spectrum. Are you"},{"speaker":"Kyle Mountsier","startTime":384.84,"endTime":387.9,"body":"seeing these relationships with"},{"speaker":"Kyle Mountsier","startTime":387.9,"endTime":390.36,"body":"dealers and industry partners in"},{"speaker":"Kyle Mountsier","startTime":387.9,"endTime":390.36,"body":"the way that people are going"},{"speaker":"Kyle Mountsier","startTime":390.39,"endTime":393.42,"body":"actually speeding up innovation"},{"speaker":"Kyle Mountsier","startTime":390.39,"endTime":393.42,"body":"in certain aspects?"},{"speaker":"Alex Vetter","startTime":393.45,"endTime":398.13,"body":"Well, I'll let me"},{"speaker":"Alex Vetter","startTime":393.45,"endTime":398.13,"body":"hit that on two fronts. There's"},{"speaker":"Alex Vetter","startTime":398.13,"endTime":401.58,"body":"been a lot this year about with"},{"speaker":"Alex Vetter","startTime":398.13,"endTime":401.58,"body":"I think, OEMs, and dealers"},{"speaker":"Alex Vetter","startTime":401.61,"endTime":406.47,"body":"talking about, you know, the"},{"speaker":"Alex Vetter","startTime":401.61,"endTime":406.47,"body":"direct to consumer model and,"},{"speaker":"Alex Vetter","startTime":406.86,"endTime":409.74,"body":"you know, changes in the"},{"speaker":"Alex Vetter","startTime":406.86,"endTime":409.74,"body":"reservation or ordering system,"},{"speaker":"Alex Vetter","startTime":410.04,"endTime":414.06,"body":"I have a prediction that the"},{"speaker":"Alex Vetter","startTime":410.04,"endTime":414.06,"body":"manufacturers that fight with"},{"speaker":"Alex Vetter","startTime":414.06,"endTime":417.99,"body":"their dealer partners are going"},{"speaker":"Alex Vetter","startTime":414.06,"endTime":417.99,"body":"to lose market share over time."},{"speaker":"Alex Vetter","startTime":418.02,"endTime":420.42,"body":"And then if you look at the"},{"speaker":"Alex Vetter","startTime":418.02,"endTime":420.42,"body":"manufacturers that are going to"},{"speaker":"Alex Vetter","startTime":420.42,"endTime":425.4,"body":"work with the retail system, to"},{"speaker":"Alex Vetter","startTime":420.42,"endTime":425.4,"body":"create a better experience for"},{"speaker":"Alex Vetter","startTime":425.4,"endTime":427.92,"body":"the last mile, they're going to"},{"speaker":"Alex Vetter","startTime":425.4,"endTime":427.92,"body":"take market share. I really"},{"speaker":"Alex Vetter","startTime":427.92,"endTime":433.95,"body":"believe that. And but it also"},{"speaker":"Alex Vetter","startTime":427.92,"endTime":433.95,"body":"goes it's true on the on the"},{"speaker":"Alex Vetter","startTime":433.98,"endTime":437.31,"body":"marketplace front. A lot of"},{"speaker":"Alex Vetter","startTime":433.98,"endTime":437.31,"body":"dealers historically looked at"},{"speaker":"Alex Vetter","startTime":437.31,"endTime":440.94,"body":"CARS.com as a third party, we're"},{"speaker":"Alex Vetter","startTime":437.31,"endTime":440.94,"body":"trying to be a first party"},{"speaker":"Alex Vetter","startTime":440.94,"endTime":446.49,"body":"platform for dealers, we are you"},{"speaker":"Alex Vetter","startTime":440.94,"endTime":446.49,"body":"talking about dealers, I've seen"},{"speaker":"Alex Vetter","startTime":446.49,"endTime":448.83,"body":"dealers sell their dealerships"},{"speaker":"Alex Vetter","startTime":446.49,"endTime":448.83,"body":"saying that they can't they"},{"speaker":"Alex Vetter","startTime":448.83,"endTime":451.77,"body":"don't think they can compete"},{"speaker":"Alex Vetter","startTime":448.83,"endTime":451.77,"body":"digitally. And I feel like we"},{"speaker":"Alex Vetter","startTime":451.77,"endTime":454.5,"body":"failed them. It's like yes, you"},{"speaker":"Alex Vetter","startTime":451.77,"endTime":454.5,"body":"can like if you leverage the"},{"speaker":"Alex Vetter","startTime":454.5,"endTime":459.09,"body":"distributional strength of"},{"speaker":"Alex Vetter","startTime":454.5,"endTime":459.09,"body":"CARS.com. And you embed our"},{"speaker":"Alex Vetter","startTime":459.12,"endTime":462.24,"body":"dealer tools and technologies"},{"speaker":"Alex Vetter","startTime":459.12,"endTime":462.24,"body":"through Dealer Inspire and"},{"speaker":"Alex Vetter","startTime":462.3,"endTime":467.61,"body":"Accutrade and CreditIQ, you have"},{"speaker":"Alex Vetter","startTime":462.3,"endTime":467.61,"body":"all you need to win sales and"},{"speaker":"Alex Vetter","startTime":467.61,"endTime":471.21,"body":"customer relationships,"},{"speaker":"Alex Vetter","startTime":467.61,"endTime":471.21,"body":"leveraging technology as opposed"},{"speaker":"Alex Vetter","startTime":471.21,"endTime":474.6,"body":"to the physical plant. And I"},{"speaker":"Alex Vetter","startTime":471.21,"endTime":474.6,"body":"think the industry is going to"},{"speaker":"Alex Vetter","startTime":474.6,"endTime":478.59,"body":"shift harder towards tech. And"},{"speaker":"Alex Vetter","startTime":474.6,"endTime":478.59,"body":"and I encourage any dealer that"},{"speaker":"Alex Vetter","startTime":478.59,"endTime":481.08,"body":"has any doubts about their"},{"speaker":"Alex Vetter","startTime":478.59,"endTime":481.08,"body":"ability to compete to call me"},{"speaker":"Alex Vetter","startTime":481.11,"endTime":485.01,"body":"like we are an enabler. And I"},{"speaker":"Alex Vetter","startTime":481.11,"endTime":485.01,"body":"think we can help the retail"},{"speaker":"Alex Vetter","startTime":485.01,"endTime":492.54,"body":"system evolve at a much faster"},{"speaker":"Alex Vetter","startTime":485.01,"endTime":492.54,"body":"rate than trying to build it."},{"speaker":"Alex Vetter","startTime":493.11,"endTime":495.3,"body":"You know, some of the big dealer"},{"speaker":"Alex Vetter","startTime":493.11,"endTime":495.3,"body":"groups, I get it, they want to"},{"speaker":"Alex Vetter","startTime":495.3,"endTime":498.27,"body":"try to build that technology in"},{"speaker":"Alex Vetter","startTime":495.3,"endTime":498.27,"body":"house, but I think they're going"},{"speaker":"Alex Vetter","startTime":498.27,"endTime":501.93,"body":"to spend a lot more capital than"},{"speaker":"Alex Vetter","startTime":498.27,"endTime":501.93,"body":"they need to. And we are"},{"speaker":"Alex Vetter","startTime":501.93,"endTime":504.75,"body":"building this business to be an"},{"speaker":"Alex Vetter","startTime":501.93,"endTime":504.75,"body":"enabler for the industry."},{"speaker":"Michael Cirillo","startTime":504.0,"endTime":504.93,"body":"How do you see"},{"speaker":"Michael Cirillo","startTime":504.0,"endTime":504.93,"body":"the technology progressing? And"},{"speaker":"Michael Cirillo","startTime":504.93,"endTime":506.4,"body":"our usage of it? And I'll"},{"speaker":"Michael Cirillo","startTime":504.93,"endTime":506.4,"body":"preface that by saying, you"},{"speaker":"Michael Cirillo","startTime":506.4,"endTime":510.72,"body":"know, obviously, there's big"},{"speaker":"Michael Cirillo","startTime":506.4,"endTime":510.72,"body":"tech companies, not an"},{"speaker":"Michael Cirillo","startTime":510.75,"endTime":516.06,"body":"automotive, just, you know,"},{"speaker":"Michael Cirillo","startTime":510.75,"endTime":516.06,"body":"might start with the letter F"},{"speaker":"Michael Cirillo","startTime":517.92,"endTime":525.48,"body":"rhyme with acebook. But, you"},{"speaker":"Michael Cirillo","startTime":517.92,"endTime":525.48,"body":"know, they seem to be going all"},{"speaker":"Michael Cirillo","startTime":525.48,"endTime":528.93,"body":"in on this concept of Metaverse,"},{"speaker":"Michael Cirillo","startTime":525.48,"endTime":528.93,"body":"this, this idea that at some"},{"speaker":"Michael Cirillo","startTime":528.93,"endTime":532.86,"body":"point, you will be able to buy a"},{"speaker":"Michael Cirillo","startTime":528.93,"endTime":532.86,"body":"car sitting across a digital"},{"speaker":"Michael Cirillo","startTime":532.86,"endTime":537.54,"body":"desk from a guy dressed like a"},{"speaker":"Michael Cirillo","startTime":532.86,"endTime":537.54,"body":"banana, or a gorilla or"},{"speaker":"Michael Cirillo","startTime":537.54,"endTime":541.83,"body":"whatever. Do you see it going"},{"speaker":"Michael Cirillo","startTime":537.54,"endTime":541.83,"body":"in? Is there a segment for that?"},{"speaker":"Michael Cirillo","startTime":541.83,"endTime":544.74,"body":"Or what's your vantage point"},{"speaker":"Michael Cirillo","startTime":541.83,"endTime":544.74,"body":"working inside of your tech"},{"speaker":"Michael Cirillo","startTime":544.74,"endTime":548.67,"body":"business of where things might"},{"speaker":"Michael Cirillo","startTime":544.74,"endTime":548.67,"body":"actually add within the next 3 5"},{"speaker":"Michael Cirillo","startTime":548.67,"endTime":550.44,"body":"7 10? Well, look, I"},{"speaker":"Alex Vetter","startTime":550.0,"endTime":553.39,"body":"think it's very"},{"speaker":"Alex Vetter","startTime":550.0,"endTime":553.39,"body":"durable that consumers want to"},{"speaker":"Alex Vetter","startTime":553.39,"endTime":558.16,"body":"save time, and they want to"},{"speaker":"Alex Vetter","startTime":553.39,"endTime":558.16,"body":"remove and they want"},{"speaker":"Alex Vetter","startTime":558.16,"endTime":562.63,"body":"transparency. And so we tend to"},{"speaker":"Alex Vetter","startTime":558.16,"endTime":562.63,"body":"focus on those things, what can"},{"speaker":"Alex Vetter","startTime":562.66,"endTime":567.91,"body":"speed the transaction and save"},{"speaker":"Alex Vetter","startTime":562.66,"endTime":567.91,"body":"consumers time? And then what"},{"speaker":"Alex Vetter","startTime":567.97,"endTime":572.47,"body":"creates trust, and transparency"},{"speaker":"Alex Vetter","startTime":567.97,"endTime":572.47,"body":"and trust are often interlinked."},{"speaker":"Alex Vetter","startTime":572.47,"endTime":575.53,"body":"And so, you know, when you look"},{"speaker":"Alex Vetter","startTime":572.47,"endTime":575.53,"body":"at things that we're doing, it's"},{"speaker":"Alex Vetter","startTime":575.53,"endTime":580.48,"body":"like, boy, we know that"},{"speaker":"Alex Vetter","startTime":575.53,"endTime":580.48,"body":"consumers distrust online or are"},{"speaker":"Alex Vetter","startTime":580.78,"endTime":584.35,"body":"they distrust the financing"},{"speaker":"Alex Vetter","startTime":580.78,"endTime":584.35,"body":"process? Am I getting a fair"},{"speaker":"Alex Vetter","startTime":584.35,"endTime":590.86,"body":"deal and you see that in massive"},{"speaker":"Alex Vetter","startTime":584.35,"endTime":590.86,"body":"differences in terms of who will"},{"speaker":"Alex Vetter","startTime":590.86,"endTime":594.64,"body":"finance who for what and so"},{"speaker":"Alex Vetter","startTime":590.86,"endTime":594.64,"body":"we're investing a lot in online"},{"speaker":"Alex Vetter","startTime":594.64,"endTime":598.45,"body":"financing and helping dealers."},{"speaker":"Alex Vetter","startTime":594.64,"endTime":598.45,"body":"Put more of the information into"},{"speaker":"Alex Vetter","startTime":598.45,"endTime":601.75,"body":"the hands of the customer. which"},{"speaker":"Alex Vetter","startTime":598.45,"endTime":601.75,"body":"will reduce the time that"},{"speaker":"Alex Vetter","startTime":601.75,"endTime":604.27,"body":"they're spending in the physical"},{"speaker":"Alex Vetter","startTime":601.75,"endTime":604.27,"body":"store. So I think like your"},{"speaker":"Alex Vetter","startTime":604.27,"endTime":608.41,"body":"Metaverse question, I would"},{"speaker":"Alex Vetter","startTime":604.27,"endTime":608.41,"body":"maybe come a little bit more"},{"speaker":"Alex Vetter","startTime":608.41,"endTime":612.25,"body":"near term. I think what's gonna"},{"speaker":"Alex Vetter","startTime":608.41,"endTime":612.25,"body":"happen is that OEMs have got to"},{"speaker":"Alex Vetter","startTime":612.25,"endTime":615.58,"body":"stop mandating capital"},{"speaker":"Alex Vetter","startTime":612.25,"endTime":615.58,"body":"investments into the physical"},{"speaker":"Alex Vetter","startTime":615.58,"endTime":620.2,"body":"plant, and make more help"},{"speaker":"Alex Vetter","startTime":615.58,"endTime":620.2,"body":"dealers invest more in the"},{"speaker":"Alex Vetter","startTime":620.2,"endTime":624.22,"body":"digital plan. And whether it's"},{"speaker":"Alex Vetter","startTime":620.2,"endTime":624.22,"body":"in the metaverse or in digital"},{"speaker":"Alex Vetter","startTime":624.22,"endTime":628.06,"body":"tools and technologies, that"},{"speaker":"Alex Vetter","startTime":624.22,"endTime":628.06,"body":"we've got to shift to a much"},{"speaker":"Alex Vetter","startTime":628.06,"endTime":632.5,"body":"more digital first industry and"},{"speaker":"Alex Vetter","startTime":628.06,"endTime":632.5,"body":"Metaverse may come. But I think"},{"speaker":"Alex Vetter","startTime":632.5,"endTime":636.91,"body":"there's more middleware that has"},{"speaker":"Alex Vetter","startTime":632.5,"endTime":636.91,"body":"to be built, before we get to"},{"speaker":"Alex Vetter","startTime":637.06,"endTime":642.37,"body":"virtual, you know, experiences"},{"speaker":"Alex Vetter","startTime":637.06,"endTime":642.37,"body":"where, you know, it's entirely"},{"speaker":"Alex Vetter","startTime":642.37,"endTime":645.94,"body":"happening online. And look, I"},{"speaker":"Alex Vetter","startTime":642.37,"endTime":645.94,"body":"think the way the OEMs are"},{"speaker":"Alex Vetter","startTime":645.94,"endTime":650.02,"body":"handling capital allocation now"},{"speaker":"Alex Vetter","startTime":645.94,"endTime":650.02,"body":"has got, it's got to shift. And"},{"speaker":"Alex Vetter","startTime":650.02,"endTime":653.11,"body":"today, they outsource technology"},{"speaker":"Alex Vetter","startTime":650.02,"endTime":653.11,"body":"decisions to third party"},{"speaker":"Alex Vetter","startTime":653.11,"endTime":658.48,"body":"intermediaries that recommend"},{"speaker":"Alex Vetter","startTime":653.11,"endTime":658.48,"body":"which solutions to use. And I"},{"speaker":"Alex Vetter","startTime":658.48,"endTime":660.88,"body":"think that OEMs have got to"},{"speaker":"Alex Vetter","startTime":658.48,"endTime":660.88,"body":"think a little differently, they"},{"speaker":"Alex Vetter","startTime":660.88,"endTime":665.08,"body":"got to put more money into first"},{"speaker":"Alex Vetter","startTime":660.88,"endTime":665.08,"body":"party technology providers that"},{"speaker":"Alex Vetter","startTime":665.08,"endTime":668.5,"body":"can speed this shift for both"},{"speaker":"Alex Vetter","startTime":665.08,"endTime":668.5,"body":"consumers and dealers."},{"speaker":"Paul Daly","startTime":669.36,"endTime":672.6,"body":"You've always been"},{"speaker":"Paul Daly","startTime":669.36,"endTime":672.6,"body":"since the first time I met you."},{"speaker":"Paul Daly","startTime":673.95,"endTime":677.22,"body":"I've always been struck by the"},{"speaker":"Paul Daly","startTime":673.95,"endTime":677.22,"body":"dealer advocacy side of your"},{"speaker":"Paul Daly","startTime":677.22,"endTime":680.64,"body":"personality, just and then"},{"speaker":"Paul Daly","startTime":677.22,"endTime":680.64,"body":"obviously cars kind of follows"},{"speaker":"Paul Daly","startTime":680.64,"endTime":686.28,"body":"in those footsteps. But I don't"},{"speaker":"Paul Daly","startTime":680.64,"endTime":686.28,"body":"know about like, why you care"},{"speaker":"Paul Daly","startTime":686.28,"endTime":689.76,"body":"about dealer so much, or you"},{"speaker":"Paul Daly","startTime":686.28,"endTime":689.76,"body":"know how you even got into the"},{"speaker":"Paul Daly","startTime":689.76,"endTime":692.37,"body":"auto business in general. And"},{"speaker":"Paul Daly","startTime":689.76,"endTime":692.37,"body":"that's something we'd like to"},{"speaker":"Paul Daly","startTime":692.37,"endTime":694.92,"body":"talk about on this because we"},{"speaker":"Paul Daly","startTime":692.37,"endTime":694.92,"body":"think the texture is important."},{"speaker":"Paul Daly","startTime":694.95,"endTime":698.88,"body":"So can you tell us about like,"},{"speaker":"Paul Daly","startTime":694.95,"endTime":698.88,"body":"why you even got into retail"},{"speaker":"Paul Daly","startTime":698.88,"endTime":699.42,"body":"automotive?"},{"speaker":"Michael Cirillo","startTime":700.44,"endTime":708.24,"body":"Well six,"},{"speaker":"Michael Cirillo","startTime":700.44,"endTime":708.24,"body":"decided, yes, I want to do"},{"speaker":"Alex Vetter","startTime":708.51,"endTime":711.84,"body":"I love I, you know,"},{"speaker":"Alex Vetter","startTime":708.51,"endTime":711.84,"body":"Oh, I love technology, you know"},{"speaker":"Alex Vetter","startTime":711.84,"endTime":715.77,"body":"that. But I also believe that"},{"speaker":"Alex Vetter","startTime":711.84,"endTime":715.77,"body":"most technology companies have"},{"speaker":"Alex Vetter","startTime":715.83,"endTime":720.15,"body":"negatively impacted small"},{"speaker":"Alex Vetter","startTime":715.83,"endTime":720.15,"body":"business. You know, Amazon being"},{"speaker":"Alex Vetter","startTime":720.15,"endTime":723.48,"body":"the chief example. And even the"},{"speaker":"Alex Vetter","startTime":720.15,"endTime":723.48,"body":"big box companies wiped out a"},{"speaker":"Alex Vetter","startTime":723.48,"endTime":726.69,"body":"lot of companies on Main Street,"},{"speaker":"Alex Vetter","startTime":723.48,"endTime":726.69,"body":"we set out to build a tech"},{"speaker":"Alex Vetter","startTime":726.69,"endTime":728.94,"body":"company that's fundamentally"},{"speaker":"Alex Vetter","startTime":726.69,"endTime":728.94,"body":"different, we want to give power"},{"speaker":"Alex Vetter","startTime":728.94,"endTime":732.78,"body":"back to small business and let"},{"speaker":"Alex Vetter","startTime":728.94,"endTime":732.78,"body":"them use technology to their"},{"speaker":"Alex Vetter","startTime":732.78,"endTime":736.74,"body":"advantage, as opposed to"},{"speaker":"Alex Vetter","startTime":732.78,"endTime":736.74,"body":"disrupting what is really the"},{"speaker":"Alex Vetter","startTime":736.74,"endTime":740.52,"body":"bulk of American jobs in this"},{"speaker":"Alex Vetter","startTime":736.74,"endTime":740.52,"body":"country, right are small to"},{"speaker":"Alex Vetter","startTime":740.52,"endTime":744.93,"body":"medium sized businesses. And"},{"speaker":"Alex Vetter","startTime":740.52,"endTime":744.93,"body":"look, dealers, I think, do it. I"},{"speaker":"Alex Vetter","startTime":744.93,"endTime":748.05,"body":"also will tell you this, I"},{"speaker":"Alex Vetter","startTime":744.93,"endTime":748.05,"body":"believe the last mile Automotive"},{"speaker":"Alex Vetter","startTime":748.05,"endTime":751.47,"body":"is a tough one. And I think the"},{"speaker":"Alex Vetter","startTime":748.05,"endTime":751.47,"body":"retail system does a damn good"},{"speaker":"Alex Vetter","startTime":751.47,"endTime":755.94,"body":"job about it. You know, when you"},{"speaker":"Alex Vetter","startTime":751.47,"endTime":755.94,"body":"think about, there's so much"},{"speaker":"Alex Vetter","startTime":755.94,"endTime":759.21,"body":"media coverage over the, you"},{"speaker":"Alex Vetter","startTime":755.94,"endTime":759.21,"body":"know, negative dealer"},{"speaker":"Alex Vetter","startTime":759.21,"endTime":761.94,"body":"experience, but but our data"},{"speaker":"Alex Vetter","startTime":759.21,"endTime":761.94,"body":"shows, that's the minority, I"},{"speaker":"Alex Vetter","startTime":761.94,"endTime":764.97,"body":"mean, we get through"},{"speaker":"Alex Vetter","startTime":761.94,"endTime":764.97,"body":"DealerRater, we have 10 million"},{"speaker":"Alex Vetter","startTime":764.97,"endTime":768.45,"body":"reviews that actually showed"},{"speaker":"Alex Vetter","startTime":764.97,"endTime":768.45,"body":"dealers are doing a phenomenal"},{"speaker":"Alex Vetter","startTime":768.45,"endTime":773.01,"body":"job, both in sales and service,"},{"speaker":"Alex Vetter","startTime":768.45,"endTime":773.01,"body":"but it's not a good story. So"},{"speaker":"Alex Vetter","startTime":773.01,"endTime":777.09,"body":"the media doesn't talk about it."},{"speaker":"Alex Vetter","startTime":773.01,"endTime":777.09,"body":"And, and, you know, I just think"},{"speaker":"Alex Vetter","startTime":777.09,"endTime":780.03,"body":"that we're trying to use"},{"speaker":"Alex Vetter","startTime":777.09,"endTime":780.03,"body":"technology to enable the long"},{"speaker":"Alex Vetter","startTime":780.03,"endTime":782.85,"body":"tail of this industry. And when"},{"speaker":"Alex Vetter","startTime":780.03,"endTime":782.85,"body":"I say long tail, I mean, that"},{"speaker":"Alex Vetter","startTime":782.85,"endTime":786.18,"body":"starts with Carmax and"},{"speaker":"Alex Vetter","startTime":782.85,"endTime":786.18,"body":"automation, but goes down to"},{"speaker":"Alex Vetter","startTime":786.18,"endTime":790.44,"body":"Sal's autobarn like we want the"},{"speaker":"Alex Vetter","startTime":786.18,"endTime":790.44,"body":"auto industry to digitize, and I"},{"speaker":"Alex Vetter","startTime":790.44,"endTime":792.69,"body":"think that's an exciting journey"},{"speaker":"Alex Vetter","startTime":790.44,"endTime":792.69,"body":"that we're on."},{"speaker":"Kyle Mountsier","startTime":794.25,"endTime":797.91,"body":"We were, I I'm"},{"speaker":"Kyle Mountsier","startTime":794.25,"endTime":797.91,"body":"struck by a couple of things"},{"speaker":"Kyle Mountsier","startTime":797.91,"endTime":801.66,"body":"here, one that, that leveraging"},{"speaker":"Kyle Mountsier","startTime":797.91,"endTime":801.66,"body":"technology to give power back to"},{"speaker":"Kyle Mountsier","startTime":801.66,"endTime":805.68,"body":"the small and medium businesses"},{"speaker":"Kyle Mountsier","startTime":801.66,"endTime":805.68,"body":"is that is a, that is a wildly"},{"speaker":"Kyle Mountsier","startTime":805.68,"endTime":809.01,"body":"different perspective than most"},{"speaker":"Kyle Mountsier","startTime":805.68,"endTime":809.01,"body":"technology companies have. But"},{"speaker":"Kyle Mountsier","startTime":809.01,"endTime":811.65,"body":"then I want to go actually back"},{"speaker":"Kyle Mountsier","startTime":809.01,"endTime":811.65,"body":"because, you know, my, my"},{"speaker":"Kyle Mountsier","startTime":811.65,"endTime":815.37,"body":"background, and my, my heart is"},{"speaker":"Kyle Mountsier","startTime":811.65,"endTime":815.37,"body":"around technology, and I love"},{"speaker":"Kyle Mountsier","startTime":815.37,"endTime":818.58,"body":"wrapping my hands around that,"},{"speaker":"Kyle Mountsier","startTime":815.37,"endTime":818.58,"body":"especially for dealers. But you"},{"speaker":"Kyle Mountsier","startTime":818.58,"endTime":823.17,"body":"know, when you think about, and"},{"speaker":"Kyle Mountsier","startTime":818.58,"endTime":823.17,"body":"I'm gonna, like, contextualize"},{"speaker":"Kyle Mountsier","startTime":823.17,"endTime":826.32,"body":"this a little bit and then ask a"},{"speaker":"Kyle Mountsier","startTime":823.17,"endTime":826.32,"body":"question, but the idea of, you"},{"speaker":"Kyle Mountsier","startTime":826.32,"endTime":830.76,"body":"know, providing capital to"},{"speaker":"Kyle Mountsier","startTime":826.32,"endTime":830.76,"body":"resource, you know, physical"},{"speaker":"Kyle Mountsier","startTime":830.76,"endTime":835.38,"body":"buildings is a massive part of"},{"speaker":"Kyle Mountsier","startTime":830.76,"endTime":835.38,"body":"the OEM infrastructure and"},{"speaker":"Kyle Mountsier","startTime":835.38,"endTime":838.86,"body":"financial, you know, help for"},{"speaker":"Kyle Mountsier","startTime":835.38,"endTime":838.86,"body":"the dealer. And then and then"},{"speaker":"Kyle Mountsier","startTime":838.86,"endTime":842.25,"body":"they leverage capital on"},{"speaker":"Kyle Mountsier","startTime":838.86,"endTime":842.25,"body":"particularly the co op system,"},{"speaker":"Kyle Mountsier","startTime":842.91,"endTime":846.21,"body":"which is again, managed by these"},{"speaker":"Kyle Mountsier","startTime":842.91,"endTime":846.21,"body":"third parties, both in the"},{"speaker":"Kyle Mountsier","startTime":846.21,"endTime":850.05,"body":"providers that are utilized, and"},{"speaker":"Kyle Mountsier","startTime":846.21,"endTime":850.05,"body":"as well as you know, the"},{"speaker":"Kyle Mountsier","startTime":850.05,"endTime":855.3,"body":"recapping of that Co Op system."},{"speaker":"Kyle Mountsier","startTime":850.05,"endTime":855.3,"body":"And, you know, the, the real"},{"speaker":"Kyle Mountsier","startTime":855.3,"endTime":859.32,"body":"estate situation is very, very"},{"speaker":"Kyle Mountsier","startTime":855.3,"endTime":859.32,"body":"hands on from the OEM, and the"},{"speaker":"Kyle Mountsier","startTime":859.32,"endTime":862.23,"body":"dealer has a lot of"},{"speaker":"Kyle Mountsier","startTime":859.32,"endTime":862.23,"body":"responsibility and feedback and,"},{"speaker":"Kyle Mountsier","startTime":862.38,"endTime":865.14,"body":"and there's, there's a good"},{"speaker":"Kyle Mountsier","startTime":862.38,"endTime":865.14,"body":"working even even within the"},{"speaker":"Kyle Mountsier","startTime":865.14,"endTime":869.16,"body":"community, and there's almost a"},{"speaker":"Kyle Mountsier","startTime":865.14,"endTime":869.16,"body":"research and development element"},{"speaker":"Kyle Mountsier","startTime":869.22,"endTime":874.89,"body":"of the real estate side of the"},{"speaker":"Kyle Mountsier","startTime":869.22,"endTime":874.89,"body":"OEM business and I, what's your,"},{"speaker":"Kyle Mountsier","startTime":874.92,"endTime":879.36,"body":"what's your perspective on, on"},{"speaker":"Kyle Mountsier","startTime":874.92,"endTime":879.36,"body":"how we can enable dealers to"},{"speaker":"Kyle Mountsier","startTime":879.36,"endTime":882.48,"body":"live within a research and"},{"speaker":"Kyle Mountsier","startTime":879.36,"endTime":882.48,"body":"development mindset with"},{"speaker":"Kyle Mountsier","startTime":882.48,"endTime":886.77,"body":"technology partners and, and,"},{"speaker":"Kyle Mountsier","startTime":882.48,"endTime":886.77,"body":"and actually have a hand to play"},{"speaker":"Kyle Mountsier","startTime":886.77,"endTime":889.98,"body":"in the innovation instead of"},{"speaker":"Kyle Mountsier","startTime":886.77,"endTime":889.98,"body":"kind of, like, you know, because"},{"speaker":"Kyle Mountsier","startTime":889.98,"endTime":893.22,"body":"things are managed by third"},{"speaker":"Kyle Mountsier","startTime":889.98,"endTime":893.22,"body":"parties or because, you know,"},{"speaker":"Kyle Mountsier","startTime":893.22,"endTime":896.88,"body":"it's only tech companies making"},{"speaker":"Kyle Mountsier","startTime":893.22,"endTime":896.88,"body":"the decisions. How can OEMs"},{"speaker":"Kyle Mountsier","startTime":896.88,"endTime":900.78,"body":"leverage the innovative and"},{"speaker":"Kyle Mountsier","startTime":896.88,"endTime":900.78,"body":"entrepreneurial minds? that of a"},{"speaker":"Kyle Mountsier","startTime":900.78,"endTime":905.61,"body":"dealer to give them the r\u0026d,"},{"speaker":"Kyle Mountsier","startTime":900.78,"endTime":905.61,"body":"budget and mindset into their"},{"speaker":"Kyle Mountsier","startTime":905.61,"endTime":907.47,"body":"digital properties. If that"},{"speaker":"Kyle Mountsier","startTime":905.61,"endTime":907.47,"body":"makes sense."},{"speaker":"Alex Vetter","startTime":907.45,"endTime":910.27,"body":"Well, okay, Kyle,"},{"speaker":"Alex Vetter","startTime":907.45,"endTime":910.27,"body":"you're hitting on a big shift"},{"speaker":"Alex Vetter","startTime":910.27,"endTime":912.94,"body":"that I think has to happen,"},{"speaker":"Alex Vetter","startTime":910.27,"endTime":912.94,"body":"let's take auto shows is a"},{"speaker":"Alex Vetter","startTime":913.15,"endTime":916.99,"body":"isolated example. You know,"},{"speaker":"Alex Vetter","startTime":913.15,"endTime":916.99,"body":"we've got more people looking at"},{"speaker":"Alex Vetter","startTime":916.99,"endTime":921.07,"body":"makes and models on CARS.com In"},{"speaker":"Alex Vetter","startTime":916.99,"endTime":921.07,"body":"a minute, then an auto show will"},{"speaker":"Alex Vetter","startTime":921.07,"endTime":926.98,"body":"generate in a week. And yet OEMs"},{"speaker":"Alex Vetter","startTime":921.07,"endTime":926.98,"body":"don't look at that digital"},{"speaker":"Alex Vetter","startTime":926.98,"endTime":930.13,"body":"experience in the same way that"},{"speaker":"Alex Vetter","startTime":926.98,"endTime":930.13,"body":"they invest a million dollars to"},{"speaker":"Alex Vetter","startTime":930.16,"endTime":933.85,"body":"put their cars out at a"},{"speaker":"Alex Vetter","startTime":930.16,"endTime":933.85,"body":"convention center. And so I"},{"speaker":"Alex Vetter","startTime":933.85,"endTime":937.12,"body":"think there's got to be a"},{"speaker":"Alex Vetter","startTime":933.85,"endTime":937.12,"body":"mindset set shift at the OEM"},{"speaker":"Alex Vetter","startTime":937.12,"endTime":940.36,"body":"that the vast majority of time"},{"speaker":"Alex Vetter","startTime":937.12,"endTime":940.36,"body":"spent by shoppers today is"},{"speaker":"Alex Vetter","startTime":940.36,"endTime":944.23,"body":"online. And their capital is"},{"speaker":"Alex Vetter","startTime":940.36,"endTime":944.23,"body":"stuck in preserving these"},{"speaker":"Alex Vetter","startTime":944.23,"endTime":948.7,"body":"legacy. Show models show"},{"speaker":"Alex Vetter","startTime":944.23,"endTime":948.7,"body":"remodels both at convention"},{"speaker":"Alex Vetter","startTime":948.7,"endTime":952.72,"body":"centers or even at the dealers"},{"speaker":"Alex Vetter","startTime":948.7,"endTime":952.72,"body":"physical plant, and the OEMs"},{"speaker":"Alex Vetter","startTime":952.72,"endTime":956.23,"body":"that realize that the consumer"},{"speaker":"Alex Vetter","startTime":952.72,"endTime":956.23,"body":"has already moved, and they"},{"speaker":"Alex Vetter","startTime":956.23,"endTime":960.16,"body":"reallocate capital to how are we"},{"speaker":"Alex Vetter","startTime":956.23,"endTime":960.16,"body":"going to build bigger consumer"},{"speaker":"Alex Vetter","startTime":960.16,"endTime":964.9,"body":"experiences online, create"},{"speaker":"Alex Vetter","startTime":960.16,"endTime":964.9,"body":"better shopping and, and buying"},{"speaker":"Alex Vetter","startTime":964.9,"endTime":968.56,"body":"experiences online, those OEMs"},{"speaker":"Alex Vetter","startTime":964.9,"endTime":968.56,"body":"and their dealer partners are"},{"speaker":"Alex Vetter","startTime":968.56,"endTime":971.89,"body":"going to take massive market"},{"speaker":"Alex Vetter","startTime":968.56,"endTime":971.89,"body":"share, it will start with the"},{"speaker":"Alex Vetter","startTime":971.89,"endTime":975.1,"body":"small wins first because the"},{"speaker":"Alex Vetter","startTime":971.89,"endTime":975.1,"body":"small ones always move faster."},{"speaker":"Alex Vetter","startTime":975.94,"endTime":980.29,"body":"And they are scrappy, or they're"},{"speaker":"Alex Vetter","startTime":975.94,"endTime":980.29,"body":"more dialed in to how the"},{"speaker":"Alex Vetter","startTime":980.29,"endTime":985.09,"body":"behaviors change. But, you know,"},{"speaker":"Alex Vetter","startTime":980.29,"endTime":985.09,"body":"I just think that that part of"},{"speaker":"Alex Vetter","startTime":985.09,"endTime":987.91,"body":"that is going to, unfortunately,"},{"speaker":"Alex Vetter","startTime":985.09,"endTime":987.91,"body":"probably take some changes"},{"speaker":"Alex Vetter","startTime":987.91,"endTime":992.35,"body":"happening with the legacy"},{"speaker":"Alex Vetter","startTime":987.91,"endTime":992.35,"body":"decision makers with more modern"},{"speaker":"Alex Vetter","startTime":992.35,"endTime":996.22,"body":"thinking and more progressive"},{"speaker":"Alex Vetter","startTime":992.35,"endTime":996.22,"body":"investment strategies for how to"},{"speaker":"Alex Vetter","startTime":996.22,"endTime":999.01,"body":"win the customer. But it's"},{"speaker":"Alex Vetter","startTime":996.22,"endTime":999.01,"body":"happening online without a"},{"speaker":"Alex Vetter","startTime":999.01,"endTime":999.46,"body":"doubt."},{"speaker":"Paul Daly","startTime":1001.309,"endTime":1004.129,"body":"There's, we know that"},{"speaker":"Paul Daly","startTime":1001.309,"endTime":1004.129,"body":"web traffic and just the way"},{"speaker":"Paul Daly","startTime":1004.129,"endTime":1007.189,"body":"customers were coming into the"},{"speaker":"Paul Daly","startTime":1004.129,"endTime":1007.189,"body":"market, and shopping for cars"},{"speaker":"Paul Daly","startTime":1007.189,"endTime":1012.019,"body":"during the pandemic obviously"},{"speaker":"Paul Daly","startTime":1007.189,"endTime":1012.019,"body":"substantively changed. Now, you"},{"speaker":"Paul Daly","startTime":1012.019,"endTime":1017.059,"body":"know, 2022 is here. The the"},{"speaker":"Paul Daly","startTime":1012.019,"endTime":1017.059,"body":"effects of like lock downs and"},{"speaker":"Paul Daly","startTime":1017.059,"endTime":1020.659,"body":"things like that are, you know,"},{"speaker":"Paul Daly","startTime":1017.059,"endTime":1020.659,"body":"pretty much their history,"},{"speaker":"Paul Daly","startTime":1020.659,"endTime":1023.179,"body":"right? Not too far back. But"},{"speaker":"Paul Daly","startTime":1020.659,"endTime":1023.179,"body":"everyone's out and about, again,"},{"speaker":"Paul Daly","startTime":1023.599,"endTime":1028.279,"body":"what do you see as the the the"},{"speaker":"Paul Daly","startTime":1023.599,"endTime":1028.279,"body":"some significant changes? Or"},{"speaker":"Paul Daly","startTime":1028.279,"endTime":1032.719,"body":"what are you seeing in 2022? For"},{"speaker":"Paul Daly","startTime":1028.279,"endTime":1032.719,"body":"how consumers are engaging the"},{"speaker":"Paul Daly","startTime":1032.719,"endTime":1035.509,"body":"shopping experience? Obviously,"},{"speaker":"Paul Daly","startTime":1032.719,"endTime":1035.509,"body":"you have a unique perspective?"},{"speaker":"Alex Vetter","startTime":1036.89,"endTime":1039.11,"body":"Well, look, they're"},{"speaker":"Alex Vetter","startTime":1036.89,"endTime":1039.11,"body":"still doing considerable amounts"},{"speaker":"Alex Vetter","startTime":1039.11,"endTime":1042.92,"body":"of research online, like seven"},{"speaker":"Alex Vetter","startTime":1039.11,"endTime":1042.92,"body":"hours online deciding on a make"},{"speaker":"Alex Vetter","startTime":1042.92,"endTime":1045.65,"body":"and model before they ever"},{"speaker":"Alex Vetter","startTime":1042.92,"endTime":1045.65,"body":"physically physically visit any"},{"speaker":"Alex Vetter","startTime":1045.65,"endTime":1049.55,"body":"showroom. And that is to Kyle's"},{"speaker":"Alex Vetter","startTime":1045.65,"endTime":1049.55,"body":"point, like so why is all the"},{"speaker":"Alex Vetter","startTime":1049.55,"endTime":1055.16,"body":"capital being invested in a new"},{"speaker":"Alex Vetter","startTime":1049.55,"endTime":1055.16,"body":"showroom or bigger facility or a"},{"speaker":"Alex Vetter","startTime":1055.16,"endTime":1059.87,"body":"coffee bar, when the time spent"},{"speaker":"Alex Vetter","startTime":1055.16,"endTime":1059.87,"body":"in store is fractional compared"},{"speaker":"Alex Vetter","startTime":1059.87,"endTime":1062.78,"body":"to the amount of decisioning?"},{"speaker":"Alex Vetter","startTime":1059.87,"endTime":1062.78,"body":"That's happening online? So"},{"speaker":"Alex Vetter","startTime":1062.99,"endTime":1066.74,"body":"number one, like I just think"},{"speaker":"Alex Vetter","startTime":1062.99,"endTime":1066.74,"body":"consumers, the trend of"},{"speaker":"Alex Vetter","startTime":1066.74,"endTime":1071.96,"body":"consumers spending more time"},{"speaker":"Alex Vetter","startTime":1066.74,"endTime":1071.96,"body":"online, is already been"},{"speaker":"Alex Vetter","startTime":1071.96,"endTime":1074.96,"body":"established. And I don't see"},{"speaker":"Alex Vetter","startTime":1071.96,"endTime":1074.96,"body":"that eroding. In fact, they'll"},{"speaker":"Alex Vetter","startTime":1074.96,"endTime":1078.47,"body":"spend more and more time I think"},{"speaker":"Alex Vetter","startTime":1074.96,"endTime":1078.47,"body":"some of the other more micro"},{"speaker":"Alex Vetter","startTime":1078.47,"endTime":1083.27,"body":"trends around financing,"},{"speaker":"Alex Vetter","startTime":1078.47,"endTime":1083.27,"body":"trade-in these things can all be"},{"speaker":"Alex Vetter","startTime":1083.27,"endTime":1088.46,"body":"done now virtually, and and"},{"speaker":"Alex Vetter","startTime":1083.27,"endTime":1088.46,"body":"accelerate the time in store."},{"speaker":"Alex Vetter","startTime":1088.49,"endTime":1094.1,"body":"And so I do think the car"},{"speaker":"Alex Vetter","startTime":1088.49,"endTime":1094.1,"body":"companies that embrace that and"},{"speaker":"Alex Vetter","startTime":1094.13,"endTime":1098.03,"body":"provide more upfront"},{"speaker":"Alex Vetter","startTime":1094.13,"endTime":1098.03,"body":"transparency around both the"},{"speaker":"Alex Vetter","startTime":1098.03,"endTime":1101.66,"body":"buying and selling experience,"},{"speaker":"Alex Vetter","startTime":1098.03,"endTime":1101.66,"body":"are going to take market share."},{"speaker":"Alex Vetter","startTime":1101.66,"endTime":1104.3,"body":"It's without a doubt, because"},{"speaker":"Alex Vetter","startTime":1101.66,"endTime":1104.3,"body":"that's where the shoppers are."},{"speaker":"Paul Daly","startTime":1104.57,"endTime":1107.12,"body":"So you're saying"},{"speaker":"Paul Daly","startTime":1104.57,"endTime":1107.12,"body":"seven hours is kind of the"},{"speaker":"Paul Daly","startTime":1107.12,"endTime":1110.15,"body":"number right now? Yeah, that's"},{"speaker":"Alex Vetter","startTime":1110.15,"endTime":1114.17,"body":"been very durable"},{"speaker":"Alex Vetter","startTime":1110.15,"endTime":1114.17,"body":"over time, right? Consumers are,"},{"speaker":"Alex Vetter","startTime":1114.47,"endTime":1118.25,"body":"are just spending more far more"},{"speaker":"Alex Vetter","startTime":1114.47,"endTime":1118.25,"body":"time and look at our EV content,"},{"speaker":"Alex Vetter","startTime":1118.25,"endTime":1121.82,"body":"we launched leading EV content,"},{"speaker":"Alex Vetter","startTime":1118.25,"endTime":1121.82,"body":"because we saw so many consumer"},{"speaker":"Alex Vetter","startTime":1121.82,"endTime":1126.89,"body":"questions around charging"},{"speaker":"Alex Vetter","startTime":1121.82,"endTime":1126.89,"body":"stations near me, you know, the"},{"speaker":"Alex Vetter","startTime":1126.89,"endTime":1130.52,"body":"pros and cons of various makes"},{"speaker":"Alex Vetter","startTime":1126.89,"endTime":1130.52,"body":"and models. And so we started"},{"speaker":"Alex Vetter","startTime":1130.52,"endTime":1134.9,"body":"building evey content over a"},{"speaker":"Alex Vetter","startTime":1130.52,"endTime":1134.9,"body":"year ago based on what we saw in"},{"speaker":"Alex Vetter","startTime":1134.9,"endTime":1141.02,"body":"our CARS.com user data. And now"},{"speaker":"Alex Vetter","startTime":1134.9,"endTime":1141.02,"body":"you can see EV interest surge in"},{"speaker":"Alex Vetter","startTime":1141.02,"endTime":1145.58,"body":"we have we're educating people"},{"speaker":"Alex Vetter","startTime":1141.02,"endTime":1145.58,"body":"online, they're not going to"},{"speaker":"Alex Vetter","startTime":1145.58,"endTime":1149.42,"body":"some physical store to learn"},{"speaker":"Alex Vetter","startTime":1145.58,"endTime":1149.42,"body":"about the pros and cons of EV."},{"speaker":"Alex Vetter","startTime":1149.42,"endTime":1151.97,"body":"They're engaging with us online"},{"speaker":"Alex Vetter","startTime":1149.42,"endTime":1151.97,"body":"now."},{"speaker":"Kyle Mountsier","startTime":1152.47,"endTime":1155.11,"body":"We need nobody."},{"speaker":"Kyle Mountsier","startTime":1152.47,"endTime":1155.11,"body":"Nobody's like, huh, it's a"},{"speaker":"Kyle Mountsier","startTime":1155.11,"endTime":1158.56,"body":"Saturday. Better go get a"},{"speaker":"Kyle Mountsier","startTime":1155.11,"endTime":1158.56,"body":"brochure and the showroom"},{"speaker":"Kyle Mountsier","startTime":1158.59,"endTime":1160.63,"body":"because that's probably where"},{"speaker":"Kyle Mountsier","startTime":1158.59,"endTime":1160.63,"body":"I'm gonna find out all the"},{"speaker":"Kyle Mountsier","startTime":1160.63,"endTime":1163.09,"body":"things about EV, right? That"},{"speaker":"Kyle Mountsier","startTime":1160.63,"endTime":1163.09,"body":"this"},{"speaker":"Michael Cirillo","startTime":1163.09,"endTime":1165.22,"body":"thing's not"},{"speaker":"Michael Cirillo","startTime":1163.09,"endTime":1165.22,"body":"even a trifold. It's just an"},{"speaker":"Michael Cirillo","startTime":1165.22,"endTime":1167.77,"body":"eight and a half by 11. They"},{"speaker":"Michael Cirillo","startTime":1165.22,"endTime":1167.77,"body":"must be I haven't hard time."},{"speaker":"Alex Vetter","startTime":1169.37,"endTime":1171.35,"body":"This is where some"},{"speaker":"Alex Vetter","startTime":1169.37,"endTime":1171.35,"body":"of the disconnects that we got"},{"speaker":"Alex Vetter","startTime":1171.35,"endTime":1175.4,"body":"to fix as an industry like"},{"speaker":"Alex Vetter","startTime":1171.35,"endTime":1175.4,"body":"you've got OEMs playing to drive"},{"speaker":"Alex Vetter","startTime":1175.4,"endTime":1180.71,"body":"people to oem.com type stuff."},{"speaker":"Alex Vetter","startTime":1175.4,"endTime":1180.71,"body":"You've got dealers trying to"},{"speaker":"Alex Vetter","startTime":1180.74,"endTime":1185.06,"body":"drive people to dealers"},{"speaker":"Alex Vetter","startTime":1180.74,"endTime":1185.06,"body":"websites, but nobody's looking"},{"speaker":"Alex Vetter","startTime":1185.06,"endTime":1188.45,"body":"at the connected commerce that"},{"speaker":"Alex Vetter","startTime":1185.06,"endTime":1188.45,"body":"can happen from the research"},{"speaker":"Alex Vetter","startTime":1188.48,"endTime":1193.82,"body":"phase into the showroom into the"},{"speaker":"Alex Vetter","startTime":1188.48,"endTime":1193.82,"body":"transactional phase. And, look,"},{"speaker":"Alex Vetter","startTime":1193.82,"endTime":1196.91,"body":"we've got 6000 dealer websites,"},{"speaker":"Alex Vetter","startTime":1193.82,"endTime":1196.91,"body":"we've got the industry's leading"},{"speaker":"Alex Vetter","startTime":1196.91,"endTime":1201.62,"body":"marketplace. I can see research"},{"speaker":"Alex Vetter","startTime":1196.91,"endTime":1201.62,"body":"all the way down to Do you know"},{"speaker":"Alex Vetter","startTime":1201.62,"endTime":1205.52,"body":"the dealer's website and we know"},{"speaker":"Alex Vetter","startTime":1201.62,"endTime":1205.52,"body":"that consumers This is one of"},{"speaker":"Alex Vetter","startTime":1205.52,"endTime":1210.62,"body":"the few categories by the way,"},{"speaker":"Alex Vetter","startTime":1205.52,"endTime":1210.62,"body":"where the closer the consumer"},{"speaker":"Alex Vetter","startTime":1210.62,"endTime":1213.86,"body":"gets to the transaction, the"},{"speaker":"Alex Vetter","startTime":1210.62,"endTime":1213.86,"body":"purchase funnel actually widens."},{"speaker":"Alex Vetter","startTime":1213.86,"endTime":1218.39,"body":"Again, in almost every other"},{"speaker":"Alex Vetter","startTime":1213.86,"endTime":1218.39,"body":"category. It's a, this is an"},{"speaker":"Alex Vetter","startTime":1218.39,"endTime":1221.99,"body":"industry where it's all everyone"},{"speaker":"Alex Vetter","startTime":1218.39,"endTime":1221.99,"body":"knows it's the size of the"},{"speaker":"Alex Vetter","startTime":1221.99,"endTime":1227.06,"body":"transaction, people panic at"},{"speaker":"Alex Vetter","startTime":1221.99,"endTime":1227.06,"body":"that last mile. And this"},{"speaker":"Alex Vetter","startTime":1227.39,"endTime":1233.6,"body":"purchase funnel expands at the"},{"speaker":"Alex Vetter","startTime":1227.39,"endTime":1233.6,"body":"very end, because of consumer"},{"speaker":"Alex Vetter","startTime":1233.6,"endTime":1236.84,"body":"desire to get it right. And so"},{"speaker":"Alex Vetter","startTime":1233.6,"endTime":1236.84,"body":"two things one, I think"},{"speaker":"Alex Vetter","startTime":1236.84,"endTime":1241.19,"body":"technology plays a pivotal role"},{"speaker":"Alex Vetter","startTime":1236.84,"endTime":1241.19,"body":"in making sure that the last"},{"speaker":"Alex Vetter","startTime":1241.19,"endTime":1244.82,"body":"mile is won by a given brand."},{"speaker":"Alex Vetter","startTime":1241.19,"endTime":1244.82,"body":"But I also believe that dealer"},{"speaker":"Alex Vetter","startTime":1244.82,"endTime":1249.5,"body":"in the retail system does the"},{"speaker":"Alex Vetter","startTime":1244.82,"endTime":1249.5,"body":"best job of closing the closing"},{"speaker":"Alex Vetter","startTime":1249.5,"endTime":1252.86,"body":"the door at the last mile,"},{"speaker":"Alex Vetter","startTime":1249.5,"endTime":1252.86,"body":"right? Whether it's, I can take"},{"speaker":"Alex Vetter","startTime":1252.86,"endTime":1257.0,"body":"your trade in, I can show you"},{"speaker":"Alex Vetter","startTime":1252.86,"endTime":1257.0,"body":"two makes and models side by"},{"speaker":"Alex Vetter","startTime":1257.0,"endTime":1260.93,"body":"side. So you can see which trim"},{"speaker":"Alex Vetter","startTime":1257.0,"endTime":1260.93,"body":"you want. Like the dealers do a"},{"speaker":"Alex Vetter","startTime":1260.93,"endTime":1265.52,"body":"phenomenal job closing the loop"},{"speaker":"Alex Vetter","startTime":1260.93,"endTime":1265.52,"body":"at the last mile, but tech is"},{"speaker":"Alex Vetter","startTime":1265.52,"endTime":1267.41,"body":"where the bulk of the time is"},{"speaker":"Alex Vetter","startTime":1265.52,"endTime":1267.41,"body":"spent."},{"speaker":"Michael Cirillo","startTime":1268.43,"endTime":1270.44,"body":"You bring up a"},{"speaker":"Michael Cirillo","startTime":1268.43,"endTime":1270.44,"body":"really interesting point to"},{"speaker":"Michael Cirillo","startTime":1270.44,"endTime":1275.12,"body":"circle back to something you"},{"speaker":"Michael Cirillo","startTime":1270.44,"endTime":1275.12,"body":"said earlier, Alex about, you"},{"speaker":"Michael Cirillo","startTime":1275.12,"endTime":1278.39,"body":"know, essentially pawning off"},{"speaker":"Michael Cirillo","startTime":1275.12,"endTime":1278.39,"body":"the technology decisions to"},{"speaker":"Michael Cirillo","startTime":1278.39,"endTime":1283.07,"body":"third parties. And I'm always"},{"speaker":"Michael Cirillo","startTime":1278.39,"endTime":1283.07,"body":"fascinated by this, because we"},{"speaker":"Michael Cirillo","startTime":1283.07,"endTime":1286.13,"body":"are an industry at large that"},{"speaker":"Michael Cirillo","startTime":1283.07,"endTime":1286.13,"body":"speaks to the importance of the"},{"speaker":"Michael Cirillo","startTime":1286.13,"endTime":1290.24,"body":"customer experience. You've just"},{"speaker":"Michael Cirillo","startTime":1286.13,"endTime":1290.24,"body":"mentioned the seven hour figure,"},{"speaker":"Michael Cirillo","startTime":1290.27,"endTime":1295.73,"body":"this is a lot of time, when you"},{"speaker":"Michael Cirillo","startTime":1290.27,"endTime":1295.73,"body":"really sit and look at seven"},{"speaker":"Michael Cirillo","startTime":1295.76,"endTime":1299.36,"body":"hour, a full workday."},{"speaker":"Michael Cirillo","startTime":1295.76,"endTime":1299.36,"body":"Essentially, somebody is"},{"speaker":"Michael Cirillo","startTime":1299.36,"endTime":1303.05,"body":"spending time doing research"},{"speaker":"Michael Cirillo","startTime":1299.36,"endTime":1303.05,"body":"online. But then I think about"},{"speaker":"Michael Cirillo","startTime":1303.05,"endTime":1306.95,"body":"the importance of being able to"},{"speaker":"Michael Cirillo","startTime":1303.05,"endTime":1306.95,"body":"actually, you know, remove the"},{"speaker":"Michael Cirillo","startTime":1306.95,"endTime":1312.02,"body":"handcuffs, and give people the"},{"speaker":"Michael Cirillo","startTime":1306.95,"endTime":1312.02,"body":"ability to deliver an online"},{"speaker":"Michael Cirillo","startTime":1312.02,"endTime":1315.98,"body":"customer experience. And what I"},{"speaker":"Michael Cirillo","startTime":1312.02,"endTime":1315.98,"body":"mean by that is customer goes"},{"speaker":"Michael Cirillo","startTime":1315.98,"endTime":1319.85,"body":"from Google, to CARS to wherever"},{"speaker":"Michael Cirillo","startTime":1315.98,"endTime":1319.85,"body":"else to the dealer website. And"},{"speaker":"Michael Cirillo","startTime":1319.85,"endTime":1322.88,"body":"literally every one of those"},{"speaker":"Michael Cirillo","startTime":1319.85,"endTime":1322.88,"body":"touch points has a learning"},{"speaker":"Michael Cirillo","startTime":1322.88,"endTime":1327.5,"body":"curve to it. There's no standard"},{"speaker":"Michael Cirillo","startTime":1322.88,"endTime":1327.5,"body":"methodology of how to do the"},{"speaker":"Michael Cirillo","startTime":1327.5,"endTime":1329.93,"body":"research and whatnot. And I"},{"speaker":"Michael Cirillo","startTime":1327.5,"endTime":1329.93,"body":"think about how much friction"},{"speaker":"Michael Cirillo","startTime":1329.93,"endTime":1335.9,"body":"that that causes. Do you think"},{"speaker":"Michael Cirillo","startTime":1329.93,"endTime":1335.9,"body":"that if we were able to, you"},{"speaker":"Michael Cirillo","startTime":1335.9,"endTime":1339.95,"body":"know, perhaps create more"},{"speaker":"Michael Cirillo","startTime":1335.9,"endTime":1339.95,"body":"standard and stop pawning off"},{"speaker":"Michael Cirillo","startTime":1339.95,"endTime":1341.84,"body":"some of those important"},{"speaker":"Michael Cirillo","startTime":1339.95,"endTime":1341.84,"body":"decisions that there would be"},{"speaker":"Michael Cirillo","startTime":1341.84,"endTime":1344.36,"body":"less friction in the process?"},{"speaker":"Michael Cirillo","startTime":1341.84,"endTime":1344.36,"body":"Would that would that seven"},{"speaker":"Michael Cirillo","startTime":1344.36,"endTime":1345.95,"body":"hours maybe go down to four?"},{"speaker":"Alex Vetter","startTime":1346.74,"endTime":1349.86,"body":"Well, I think"},{"speaker":"Alex Vetter","startTime":1346.74,"endTime":1349.86,"body":"there's been a lot of"},{"speaker":"Alex Vetter","startTime":1349.86,"endTime":1353.7,"body":"investments to try to do that. I"},{"speaker":"Alex Vetter","startTime":1349.86,"endTime":1353.7,"body":"mean, the car companies, they've"},{"speaker":"Alex Vetter","startTime":1353.7,"endTime":1357.84,"body":"created these, you know, retail"},{"speaker":"Alex Vetter","startTime":1353.7,"endTime":1357.84,"body":"showrooms at shopping malls, and"},{"speaker":"Alex Vetter","startTime":1357.84,"endTime":1360.63,"body":"they've created, you know,"},{"speaker":"Alex Vetter","startTime":1357.84,"endTime":1360.63,"body":"retail experiences at auto shows"},{"speaker":"Alex Vetter","startTime":1360.63,"endTime":1366.3,"body":"and right. And but but candidly,"},{"speaker":"Alex Vetter","startTime":1360.63,"endTime":1366.3,"body":"what we what we see is that"},{"speaker":"Alex Vetter","startTime":1366.3,"endTime":1370.47,"body":"consumers have a high range of"},{"speaker":"Alex Vetter","startTime":1366.3,"endTime":1370.47,"body":"anxiety here. And so they do"},{"speaker":"Alex Vetter","startTime":1370.47,"endTime":1376.86,"body":"seek out third parties who can"},{"speaker":"Alex Vetter","startTime":1370.47,"endTime":1376.86,"body":"distill information, you know,"},{"speaker":"Alex Vetter","startTime":1376.89,"endTime":1380.79,"body":"in an independent, objective"},{"speaker":"Alex Vetter","startTime":1376.89,"endTime":1380.79,"body":"way. So I don't think you're"},{"speaker":"Alex Vetter","startTime":1380.79,"endTime":1384.33,"body":"going to be able to organize the"},{"speaker":"Alex Vetter","startTime":1380.79,"endTime":1384.33,"body":"information in such a way that"},{"speaker":"Alex Vetter","startTime":1384.39,"endTime":1389.28,"body":"people will stay in a site, one"},{"speaker":"Alex Vetter","startTime":1384.39,"endTime":1389.28,"body":"silo, they are seeking trust in"},{"speaker":"Alex Vetter","startTime":1389.31,"endTime":1395.25,"body":"objectivity prior to purchase. I"},{"speaker":"Alex Vetter","startTime":1389.31,"endTime":1395.25,"body":"think that the challenge I see"},{"speaker":"Alex Vetter","startTime":1395.25,"endTime":1399.78,"body":"more, Michael, is that, you"},{"speaker":"Alex Vetter","startTime":1395.25,"endTime":1399.78,"body":"know, we need to look at, I"},{"speaker":"Alex Vetter","startTime":1399.78,"endTime":1403.92,"body":"mean, Apple sells iPhones on"},{"speaker":"Alex Vetter","startTime":1399.78,"endTime":1403.92,"body":"Amazon, you don't? I don't think"},{"speaker":"Alex Vetter","startTime":1403.92,"endTime":1407.94,"body":"people have to like question"},{"speaker":"Alex Vetter","startTime":1403.92,"endTime":1407.94,"body":"Apple. Like they know, you know"},{"speaker":"Alex Vetter","startTime":1407.94,"endTime":1412.26,"body":"who they are, and, but like,"},{"speaker":"Alex Vetter","startTime":1407.94,"endTime":1412.26,"body":"they still sell a ton of iPhones"},{"speaker":"Alex Vetter","startTime":1412.26,"endTime":1416.55,"body":"on Amazon. And I think car"},{"speaker":"Alex Vetter","startTime":1412.26,"endTime":1416.55,"body":"companies and need to figure out"},{"speaker":"Alex Vetter","startTime":1416.55,"endTime":1420.03,"body":"that like, people are going to"},{"speaker":"Alex Vetter","startTime":1416.55,"endTime":1420.03,"body":"go to these trust reservoirs"},{"speaker":"Alex Vetter","startTime":1420.06,"endTime":1424.56,"body":"online, to seek out objectivity."},{"speaker":"Alex Vetter","startTime":1420.06,"endTime":1424.56,"body":"And they need to show up in"},{"speaker":"Alex Vetter","startTime":1424.56,"endTime":1428.7,"body":"those environments with like,"},{"speaker":"Alex Vetter","startTime":1424.56,"endTime":1428.7,"body":"their best foot forward. And"},{"speaker":"Alex Vetter","startTime":1428.7,"endTime":1431.97,"body":"unfortunately, a lot of that"},{"speaker":"Alex Vetter","startTime":1428.7,"endTime":1431.97,"body":"friction between third parties"},{"speaker":"Alex Vetter","startTime":1431.97,"endTime":1435.51,"body":"in the industry is a desire for"},{"speaker":"Alex Vetter","startTime":1431.97,"endTime":1435.51,"body":"control. And if there's one"},{"speaker":"Alex Vetter","startTime":1435.51,"endTime":1439.86,"body":"thing that isn't going to change"},{"speaker":"Alex Vetter","startTime":1435.51,"endTime":1439.86,"body":"in this category, is that people"},{"speaker":"Alex Vetter","startTime":1439.86,"endTime":1442.59,"body":"are going to go seek out"},{"speaker":"Alex Vetter","startTime":1439.86,"endTime":1442.59,"body":"independent objective"},{"speaker":"Alex Vetter","startTime":1442.59,"endTime":1446.91,"body":"information prior to purchase. I"},{"speaker":"Alex Vetter","startTime":1442.59,"endTime":1446.91,"body":"always say we're in the pre tail"},{"speaker":"Alex Vetter","startTime":1447.12,"endTime":1450.9,"body":"category where the industry is"},{"speaker":"Alex Vetter","startTime":1447.12,"endTime":1450.9,"body":"in retail, my business tends to"},{"speaker":"Alex Vetter","startTime":1450.9,"endTime":1454.38,"body":"be in what I call pre tail,"},{"speaker":"Alex Vetter","startTime":1450.9,"endTime":1454.38,"body":"which is that enormous amount of"},{"speaker":"Alex Vetter","startTime":1454.38,"endTime":1457.53,"body":"time people spend prior to"},{"speaker":"Alex Vetter","startTime":1454.38,"endTime":1457.53,"body":"purchase."},{"speaker":"Kyle Mountsier","startTime":1458.17,"endTime":1460.42,"body":"I'm going to"},{"speaker":"Kyle Mountsier","startTime":1458.17,"endTime":1460.42,"body":"start using the word Trust"},{"speaker":"Kyle Mountsier","startTime":1460.84,"endTime":1465.37,"body":"reservoir. He's like all the"},{"speaker":"Kyle Mountsier","startTime":1460.84,"endTime":1465.37,"body":"time because I just think like,"},{"speaker":"Kyle Mountsier","startTime":1465.43,"endTime":1468.58,"body":"hey, some people trust the OEM"},{"speaker":"Kyle Mountsier","startTime":1465.43,"endTime":1468.58,"body":"website. Some people have an"},{"speaker":"Kyle Mountsier","startTime":1468.58,"endTime":1470.68,"body":"incredible relationship with"},{"speaker":"Kyle Mountsier","startTime":1468.58,"endTime":1470.68,"body":"their dealer. They're never"},{"speaker":"Kyle Mountsier","startTime":1470.68,"endTime":1473.32,"body":"going to any other website. Some"},{"speaker":"Kyle Mountsier","startTime":1470.68,"endTime":1473.32,"body":"people have been shopping on"},{"speaker":"Kyle Mountsier","startTime":1473.32,"endTime":1476.41,"body":"CARS.com Since it started and"},{"speaker":"Kyle Mountsier","startTime":1473.32,"endTime":1476.41,"body":"that's where they start and"},{"speaker":"Kyle Mountsier","startTime":1476.41,"endTime":1479.98,"body":"finish their process. And some"},{"speaker":"Kyle Mountsier","startTime":1476.41,"endTime":1479.98,"body":"people need validation across a"},{"speaker":"Kyle Mountsier","startTime":1479.98,"endTime":1483.91,"body":"bunch of different sources in"},{"speaker":"Kyle Mountsier","startTime":1479.98,"endTime":1483.91,"body":"order to shop and to say that,"},{"speaker":"Kyle Mountsier","startTime":1484.24,"endTime":1488.08,"body":"that we can push all customers"},{"speaker":"Kyle Mountsier","startTime":1484.24,"endTime":1488.08,"body":"into a single funnel is is"},{"speaker":"Kyle Mountsier","startTime":1488.11,"endTime":1492.73,"body":"almost insanity. I love your"},{"speaker":"Kyle Mountsier","startTime":1488.11,"endTime":1492.73,"body":"example of the iPhone. You can"},{"speaker":"Kyle Mountsier","startTime":1492.73,"endTime":1496.21,"body":"purchase an iPhone on Apple's"},{"speaker":"Kyle Mountsier","startTime":1492.73,"endTime":1496.21,"body":"website at an Apple store in the"},{"speaker":"Kyle Mountsier","startTime":1496.21,"endTime":1502.6,"body":"showroom or in a mall you can go"},{"speaker":"Kyle Mountsier","startTime":1496.21,"endTime":1502.6,"body":"to Amazon versus isin, Walmart,"},{"speaker":"Kyle Mountsier","startTime":1502.6,"endTime":1505.9,"body":"Costco, all of these different"},{"speaker":"Kyle Mountsier","startTime":1502.6,"endTime":1505.9,"body":"places, depending on what your"},{"speaker":"Kyle Mountsier","startTime":1505.9,"endTime":1509.74,"body":"appetite for trust of those"},{"speaker":"Kyle Mountsier","startTime":1505.9,"endTime":1509.74,"body":"different resources for retail,"},{"speaker":"Kyle Mountsier","startTime":1510.01,"endTime":1513.97,"body":"you go where that makes most"},{"speaker":"Kyle Mountsier","startTime":1510.01,"endTime":1513.97,"body":"sense. And I think that, like,"},{"speaker":"Kyle Mountsier","startTime":1514.0,"endTime":1516.49,"body":"what we're trying what like,"},{"speaker":"Kyle Mountsier","startTime":1514.0,"endTime":1516.49,"body":"especially a lot of car"},{"speaker":"Kyle Mountsier","startTime":1516.49,"endTime":1518.8,"body":"companies are trying to do is"},{"speaker":"Kyle Mountsier","startTime":1516.49,"endTime":1518.8,"body":"going up, we don't need all"},{"speaker":"Kyle Mountsier","startTime":1518.8,"endTime":1521.74,"body":"these other trust reservoirs,"},{"speaker":"Kyle Mountsier","startTime":1518.8,"endTime":1521.74,"body":"which I'm loving it, I'm just"},{"speaker":"Kyle Mountsier","startTime":1521.74,"endTime":1522.58,"body":"going to use the heck out"},{"speaker":"Paul Daly","startTime":1522.58,"endTime":1524.59,"body":"one more time. And"},{"speaker":"Paul Daly","startTime":1522.58,"endTime":1524.59,"body":"it's yours. You should too, you"},{"speaker":"Paul Daly","startTime":1524.59,"endTime":1526.75,"body":"should trademark it before I do"},{"speaker":"Paul Daly","startTime":1524.59,"endTime":1526.75,"body":"it, right."},{"speaker":"Kyle Mountsier","startTime":1527.77,"endTime":1531.46,"body":"But I love that"},{"speaker":"Kyle Mountsier","startTime":1527.77,"endTime":1531.46,"body":"perspective and appreciate that"},{"speaker":"Kyle Mountsier","startTime":1531.46,"endTime":1535.39,"body":"perspective. And I think that"},{"speaker":"Kyle Mountsier","startTime":1531.46,"endTime":1535.39,"body":"what you're saying is like, hey,"},{"speaker":"Kyle Mountsier","startTime":1535.39,"endTime":1539.44,"body":"look, CARS is just one of those"},{"speaker":"Kyle Mountsier","startTime":1535.39,"endTime":1539.44,"body":"trust reservoirs. And it may not"},{"speaker":"Kyle Mountsier","startTime":1539.44,"endTime":1543.73,"body":"be the right one for everyone,"},{"speaker":"Kyle Mountsier","startTime":1539.44,"endTime":1543.73,"body":"but at least a dealer dealers"},{"speaker":"Kyle Mountsier","startTime":1543.73,"endTime":1547.15,"body":"and OEMs, recognizing that, that"},{"speaker":"Kyle Mountsier","startTime":1543.73,"endTime":1547.15,"body":"it's a valid one for people to"},{"speaker":"Kyle Mountsier","startTime":1547.15,"endTime":1549.64,"body":"be a part of is is is an"},{"speaker":"Kyle Mountsier","startTime":1547.15,"endTime":1549.64,"body":"important thing."},{"speaker":"Alex Vetter","startTime":1549.0,"endTime":1553.26,"body":"Kyle, by the way,"},{"speaker":"Alex Vetter","startTime":1549.0,"endTime":1553.26,"body":"you know that our platform"},{"speaker":"Alex Vetter","startTime":1553.26,"endTime":1555.57,"body":"strategy is fundamentally"},{"speaker":"Alex Vetter","startTime":1553.26,"endTime":1555.57,"body":"different than that a lot of"},{"speaker":"Alex Vetter","startTime":1555.57,"endTime":1561.33,"body":"marketplaces withhold customer"},{"speaker":"Alex Vetter","startTime":1555.57,"endTime":1561.33,"body":"information in order to generate"},{"speaker":"Alex Vetter","startTime":1561.33,"endTime":1566.25,"body":"activities on their platform. We"},{"speaker":"Alex Vetter","startTime":1561.33,"endTime":1566.25,"body":"actually are promoting the"},{"speaker":"Alex Vetter","startTime":1566.25,"endTime":1569.52,"body":"dealers as part of the trust"},{"speaker":"Alex Vetter","startTime":1566.25,"endTime":1569.52,"body":"platform, right? Like, we"},{"speaker":"Alex Vetter","startTime":1569.52,"endTime":1573.51,"body":"actually promote the the dealers"},{"speaker":"Alex Vetter","startTime":1569.52,"endTime":1573.51,"body":"as being the logical next step."},{"speaker":"Alex Vetter","startTime":1573.78,"endTime":1577.56,"body":"And I think where the the OEMs"},{"speaker":"Alex Vetter","startTime":1573.78,"endTime":1577.56,"body":"and dealers that work together"},{"speaker":"Alex Vetter","startTime":1577.56,"endTime":1581.67,"body":"are going to win is that today,"},{"speaker":"Alex Vetter","startTime":1577.56,"endTime":1581.67,"body":"an OEM and their agencies"},{"speaker":"Alex Vetter","startTime":1581.67,"endTime":1585.87,"body":"typically look at campaign"},{"speaker":"Alex Vetter","startTime":1581.67,"endTime":1585.87,"body":"analytics to say how many people"},{"speaker":"Alex Vetter","startTime":1585.87,"endTime":1590.16,"body":"can we get to leave CARS.com And"},{"speaker":"Alex Vetter","startTime":1585.87,"endTime":1590.16,"body":"come to our website, we're"},{"speaker":"Alex Vetter","startTime":1590.16,"endTime":1592.95,"body":"having a few OEMs actually have"},{"speaker":"Alex Vetter","startTime":1590.16,"endTime":1592.95,"body":"a major breakthrough, which is,"},{"speaker":"Alex Vetter","startTime":1592.95,"endTime":1595.77,"body":"wait a minute, isn't the next"},{"speaker":"Alex Vetter","startTime":1592.95,"endTime":1595.77,"body":"logical step to get them into"},{"speaker":"Alex Vetter","startTime":1595.77,"endTime":1600.21,"body":"the physical dealership. And so"},{"speaker":"Alex Vetter","startTime":1595.77,"endTime":1600.21,"body":"we worked with a import OEM"},{"speaker":"Alex Vetter","startTime":1600.21,"endTime":1603.66,"body":"recently in a key geography and"},{"speaker":"Alex Vetter","startTime":1600.21,"endTime":1603.66,"body":"said, look, the goal is not to"},{"speaker":"Alex Vetter","startTime":1603.66,"endTime":1606.36,"body":"get someone to leave the"},{"speaker":"Alex Vetter","startTime":1603.66,"endTime":1606.36,"body":"marketplace and start over at"},{"speaker":"Alex Vetter","startTime":1606.36,"endTime":1610.53,"body":"the oem.com. But let's work to"},{"speaker":"Alex Vetter","startTime":1606.36,"endTime":1610.53,"body":"get as many people as we can to"},{"speaker":"Alex Vetter","startTime":1610.53,"endTime":1615.66,"body":"go physically to that dealership"},{"speaker":"Alex Vetter","startTime":1610.53,"endTime":1615.66,"body":"that day. And when the OEM"},{"speaker":"Alex Vetter","startTime":1615.69,"endTime":1619.83,"body":"starts looking at dealer arrival"},{"speaker":"Alex Vetter","startTime":1615.69,"endTime":1619.83,"body":"as being a success metric,"},{"speaker":"Alex Vetter","startTime":1620.07,"endTime":1622.77,"body":"that's when the magic happens"},{"speaker":"Alex Vetter","startTime":1620.07,"endTime":1622.77,"body":"for the reasons we talked about."},{"speaker":"Alex Vetter","startTime":1622.77,"endTime":1626.31,"body":"The dealers are phenomenal at"},{"speaker":"Alex Vetter","startTime":1622.77,"endTime":1626.31,"body":"closing the door, and they know"},{"speaker":"Alex Vetter","startTime":1626.31,"endTime":1632.46,"body":"how to handle that last mile."},{"speaker":"Alex Vetter","startTime":1626.31,"endTime":1632.46,"body":"uncertainty that exist and get"},{"speaker":"Alex Vetter","startTime":1632.46,"endTime":1636.57,"body":"conversion. And this this"},{"speaker":"Alex Vetter","startTime":1632.46,"endTime":1636.57,"body":"industry is going to have to"},{"speaker":"Alex Vetter","startTime":1636.57,"endTime":1641.58,"body":"shift towards a more connected"},{"speaker":"Alex Vetter","startTime":1636.57,"endTime":1641.58,"body":"commerce environment and and I'm"},{"speaker":"Alex Vetter","startTime":1641.58,"endTime":1646.11,"body":"excited about what we can do"},{"speaker":"Alex Vetter","startTime":1641.58,"endTime":1646.11,"body":"next year because the companies"},{"speaker":"Alex Vetter","startTime":1646.11,"endTime":1648.63,"body":"that work together to"},{"speaker":"Alex Vetter","startTime":1646.11,"endTime":1648.63,"body":"collaborate as we started this"},{"speaker":"Alex Vetter","startTime":1648.66,"endTime":1652.77,"body":"right go if you want to go far"},{"speaker":"Alex Vetter","startTime":1648.66,"endTime":1652.77,"body":"go together. I think our the"},{"speaker":"Alex Vetter","startTime":1652.77,"endTime":1654.3,"body":"world is their oyster right now."},{"speaker":"Michael Cirillo","startTime":1655.14,"endTime":1657.21,"body":"Man, I love"},{"speaker":"Michael Cirillo","startTime":1655.14,"endTime":1657.21,"body":"everything about this"},{"speaker":"Michael Cirillo","startTime":1657.21,"endTime":1659.88,"body":"conversation. And I know I'm"},{"speaker":"Michael Cirillo","startTime":1657.21,"endTime":1659.88,"body":"speaking on behalf of all of us"},{"speaker":"Michael Cirillo","startTime":1659.88,"endTime":1663.99,"body":"here. You know, Paul and Kyle,"},{"speaker":"Michael Cirillo","startTime":1659.88,"endTime":1663.99,"body":"we are incredibly grateful for"},{"speaker":"Michael Cirillo","startTime":1663.99,"endTime":1667.14,"body":"your leadership and for your"},{"speaker":"Michael Cirillo","startTime":1663.99,"endTime":1667.14,"body":"advocacy for the dealer body."},{"speaker":"Michael Cirillo","startTime":1667.14,"endTime":1670.17,"body":"It's very inspiring, very"},{"speaker":"Michael Cirillo","startTime":1667.14,"endTime":1670.17,"body":"needed. And I know it's bringing"},{"speaker":"Michael Cirillo","startTime":1670.17,"endTime":1675.15,"body":"a lot of hope to to the the"},{"speaker":"Michael Cirillo","startTime":1670.17,"endTime":1675.15,"body":"automotive community worldwide."},{"speaker":"Michael Cirillo","startTime":1675.18,"endTime":1678.45,"body":"So thank you for that. This has"},{"speaker":"Michael Cirillo","startTime":1675.18,"endTime":1678.45,"body":"been so much fun. We want to"},{"speaker":"Michael Cirillo","startTime":1678.45,"endTime":1680.73,"body":"thank you for joining us here on"},{"speaker":"Michael Cirillo","startTime":1678.45,"endTime":1680.73,"body":"Auto Collabs."},{"speaker":"Alex Vetter","startTime":1680.79,"endTime":1683.25,"body":"Hey, Michael, Kyle,"},{"speaker":"Alex Vetter","startTime":1680.79,"endTime":1683.25,"body":"Paul, I appreciate all you guys"},{"speaker":"Alex Vetter","startTime":1683.25,"endTime":1686.19,"body":"are doing for our industry as"},{"speaker":"Alex Vetter","startTime":1683.25,"endTime":1686.19,"body":"well. So thank you guys"},{"speaker":"Alex Vetter","startTime":1686.19,"endTime":1687.0,"body":"appreciate you."},{"speaker":"Michael Cirillo","startTime":1691.23,"endTime":1693.33,"body":"You know, what"},{"speaker":"Michael Cirillo","startTime":1691.23,"endTime":1693.33,"body":"stands out to me is we hop on a"},{"speaker":"Michael Cirillo","startTime":1693.33,"endTime":1699.45,"body":"call with CEOs of massive"},{"speaker":"Michael Cirillo","startTime":1693.33,"endTime":1699.45,"body":"companies. And like I'm thinking"},{"speaker":"Michael Cirillo","startTime":1699.45,"endTime":1703.56,"body":"about Mr. McKelvey. I'm thinking"},{"speaker":"Michael Cirillo","startTime":1699.45,"endTime":1703.56,"body":"about Mr. Vetter just because it"},{"speaker":"Michael Cirillo","startTime":1703.56,"endTime":1706.41,"body":"sounds so formal. And you know,"},{"speaker":"Michael Cirillo","startTime":1703.56,"endTime":1706.41,"body":"what both of them had in common"},{"speaker":"Michael Cirillo","startTime":1706.41,"endTime":1709.83,"body":"one was sitting in a bedroom,"},{"speaker":"Michael Cirillo","startTime":1706.41,"endTime":1709.83,"body":"propping his computer up on"},{"speaker":"Michael Cirillo","startTime":1709.86,"endTime":1715.05,"body":"like, hampers laundry baskets."},{"speaker":"Michael Cirillo","startTime":1709.86,"endTime":1715.05,"body":"And, yeah, and willing to say"},{"speaker":"Michael Cirillo","startTime":1715.05,"endTime":1718.14,"body":"it, and then we get on a call"},{"speaker":"Michael Cirillo","startTime":1715.05,"endTime":1718.14,"body":"with Alex and willing to say it,"},{"speaker":"Michael Cirillo","startTime":1718.14,"endTime":1722.28,"body":"he's like, Yeah, I'm propping my"},{"speaker":"Michael Cirillo","startTime":1718.14,"endTime":1722.28,"body":"laptop up on a briefcase and"},{"speaker":"Michael Cirillo","startTime":1722.31,"endTime":1726.72,"body":"stool and like balancing it on a"},{"speaker":"Michael Cirillo","startTime":1722.31,"endTime":1726.72,"body":"rock on a Zen garden or"},{"speaker":"Michael Cirillo","startTime":1726.72,"endTime":1729.33,"body":"something. And you're like, Ha,"},{"speaker":"Michael Cirillo","startTime":1726.72,"endTime":1729.33,"body":"you know, and I love getting"},{"speaker":"Michael Cirillo","startTime":1729.33,"endTime":1733.98,"body":"that inside look into the worlds"},{"speaker":"Michael Cirillo","startTime":1729.33,"endTime":1733.98,"body":"of, of the CEOs of these massive"},{"speaker":"Michael Cirillo","startTime":1733.98,"endTime":1736.26,"body":"companies, because sometimes I"},{"speaker":"Michael Cirillo","startTime":1733.98,"endTime":1736.26,"body":"feel like they're untouchable."},{"speaker":"Michael Cirillo","startTime":1736.26,"endTime":1740.01,"body":"But certainly, when you get them"},{"speaker":"Michael Cirillo","startTime":1736.26,"endTime":1740.01,"body":"in this format, you realize how"},{"speaker":"Michael Cirillo","startTime":1740.01,"endTime":1744.63,"body":"approachable and how accessible"},{"speaker":"Michael Cirillo","startTime":1740.01,"endTime":1744.63,"body":"they are and how desirous they"},{"speaker":"Michael Cirillo","startTime":1744.63,"endTime":1747.51,"body":"are for that accessibility to"},{"speaker":"Michael Cirillo","startTime":1744.63,"endTime":1747.51,"body":"the industry that they serve."},{"speaker":"Michael Cirillo","startTime":1747.51,"endTime":1751.44,"body":"And, and so I love guys like"},{"speaker":"Michael Cirillo","startTime":1747.51,"endTime":1751.44,"body":"Alex just for shining a light"},{"speaker":"Michael Cirillo","startTime":1751.44,"endTime":1753.0,"body":"and being a beacon in that"},{"speaker":"Michael Cirillo","startTime":1751.44,"endTime":1753.0,"body":"regard."},{"speaker":"Kyle Mountsier","startTime":1753.81,"endTime":1755.82,"body":"Well, and what"},{"speaker":"Kyle Mountsier","startTime":1753.81,"endTime":1755.82,"body":"what then that what that"},{"speaker":"Kyle Mountsier","startTime":1755.88,"endTime":1759.6,"body":"translates to is in you hear"},{"speaker":"Kyle Mountsier","startTime":1755.88,"endTime":1759.6,"body":"this through this interview is"},{"speaker":"Kyle Mountsier","startTime":1759.63,"endTime":1763.44,"body":"is the fact that for him, he's"},{"speaker":"Kyle Mountsier","startTime":1759.63,"endTime":1763.44,"body":"he's willing to say all the hard"},{"speaker":"Kyle Mountsier","startTime":1763.44,"endTime":1766.05,"body":"things, you know, I kind of I"},{"speaker":"Kyle Mountsier","startTime":1763.44,"endTime":1766.05,"body":"had a couple of moments where I"},{"speaker":"Kyle Mountsier","startTime":1766.05,"endTime":1769.11,"body":"kind of winced. I was like, oh"},{"speaker":"Kyle Mountsier","startTime":1766.05,"endTime":1769.11,"body":"Boy gonna shots fired. They're"},{"speaker":"Kyle Mountsier","startTime":1769.11,"endTime":1771.81,"body":"just a little bit but at the"},{"speaker":"Kyle Mountsier","startTime":1769.11,"endTime":1771.81,"body":"same time, he's going, Hey,"},{"speaker":"Kyle Mountsier","startTime":1771.81,"endTime":1775.17,"body":"look, this is me, I'm a part of"},{"speaker":"Kyle Mountsier","startTime":1771.81,"endTime":1775.17,"body":"the automotive community. I'm"},{"speaker":"Kyle Mountsier","startTime":1775.17,"endTime":1778.08,"body":"gonna say the things that need"},{"speaker":"Kyle Mountsier","startTime":1775.17,"endTime":1778.08,"body":"to be said, you know, from the"},{"speaker":"Kyle Mountsier","startTime":1778.08,"endTime":1781.11,"body":"perspective of the dealer from"},{"speaker":"Kyle Mountsier","startTime":1778.08,"endTime":1781.11,"body":"the perspective of the OEM, from"},{"speaker":"Kyle Mountsier","startTime":1781.11,"endTime":1784.65,"body":"the perspective of of this two"},{"speaker":"Kyle Mountsier","startTime":1781.11,"endTime":1784.65,"body":"sided marketplace that they've"},{"speaker":"Kyle Mountsier","startTime":1784.68,"endTime":1788.4,"body":"they've kind of coined as as"},{"speaker":"Kyle Mountsier","startTime":1784.68,"endTime":1788.4,"body":"cars, like they're saying the"},{"speaker":"Kyle Mountsier","startTime":1788.4,"endTime":1791.73,"body":"hard things they're pushing back"},{"speaker":"Kyle Mountsier","startTime":1788.4,"endTime":1791.73,"body":"together with with the dealer"},{"speaker":"Kyle Mountsier","startTime":1791.73,"endTime":1795.12,"body":"community and him as a person"},{"speaker":"Kyle Mountsier","startTime":1791.73,"endTime":1795.12,"body":"has an opinion and I appreciate"},{"speaker":"Kyle Mountsier","startTime":1795.12,"endTime":1798.15,"body":"that he's willing to say those"},{"speaker":"Kyle Mountsier","startTime":1795.12,"endTime":1798.15,"body":"things about the automotive"},{"speaker":"Kyle Mountsier","startTime":1798.15,"endTime":1800.79,"body":"ecosystem because that's the"},{"speaker":"Kyle Mountsier","startTime":1798.15,"endTime":1800.79,"body":"level of collaboration that"},{"speaker":"Kyle Mountsier","startTime":1800.79,"endTime":1804.33,"body":"we're actually asking for"},{"speaker":"Kyle Mountsier","startTime":1800.79,"endTime":1804.33,"body":"through this podcast. And and I"},{"speaker":"Kyle Mountsier","startTime":1804.33,"endTime":1808.98,"body":"think there's something almost"},{"speaker":"Kyle Mountsier","startTime":1804.33,"endTime":1808.98,"body":"about putting your computer on a"},{"speaker":"Kyle Mountsier","startTime":1808.98,"endTime":1812.88,"body":"briefcase with a few guys on a"},{"speaker":"Kyle Mountsier","startTime":1808.98,"endTime":1812.88,"body":"zoom that allows you to, like"},{"speaker":"Kyle Mountsier","startTime":1812.88,"endTime":1817.71,"body":"break the barrier of like that"},{"speaker":"Kyle Mountsier","startTime":1812.88,"endTime":1817.71,"body":"third wall of communication. And"},{"speaker":"Kyle Mountsier","startTime":1817.71,"endTime":1820.29,"body":"I've really appreciated his his"},{"speaker":"Kyle Mountsier","startTime":1817.71,"endTime":1820.29,"body":"approach to this, this"},{"speaker":"Kyle Mountsier","startTime":1820.29,"endTime":1821.31,"body":"conversation with that."},{"speaker":"Paul Daly","startTime":1821.91,"endTime":1825.09,"body":"And so you blend"},{"speaker":"Paul Daly","startTime":1821.91,"endTime":1825.09,"body":"together. You know, Kyle, what"},{"speaker":"Paul Daly","startTime":1825.09,"endTime":1827.25,"body":"you just said is him being"},{"speaker":"Paul Daly","startTime":1825.09,"endTime":1827.25,"body":"willing to say what he needs to"},{"speaker":"Paul Daly","startTime":1827.25,"endTime":1830.13,"body":"be what needs to be said? Right."},{"speaker":"Paul Daly","startTime":1827.25,"endTime":1830.13,"body":"And that's an element of care"},{"speaker":"Paul Daly","startTime":1830.13,"endTime":1832.92,"body":"and then Michael, the"},{"speaker":"Paul Daly","startTime":1830.13,"endTime":1832.92,"body":"willingness to stack his"},{"speaker":"Paul Daly","startTime":1832.92,"endTime":1836.07,"body":"computer on a briefcase and tell"},{"speaker":"Paul Daly","startTime":1832.92,"endTime":1836.07,"body":"us right and be informal exudes"},{"speaker":"Paul Daly","startTime":1836.07,"endTime":1839.52,"body":"a level of confidence. So that"},{"speaker":"Paul Daly","startTime":1836.07,"endTime":1839.52,"body":"care and that confidence really"},{"speaker":"Paul Daly","startTime":1839.52,"endTime":1843.15,"body":"do embody who Alex Vetter is as"},{"speaker":"Paul Daly","startTime":1839.52,"endTime":1843.15,"body":"a person and a leader. So on"},{"speaker":"Paul Daly","startTime":1843.15,"endTime":1846.03,"body":"behalf of Michael Cirillo, Kyle"},{"speaker":"Paul Daly","startTime":1843.15,"endTime":1846.03,"body":"mounts here myself, thank you"},{"speaker":"Paul Daly","startTime":1846.03,"endTime":1847.65,"body":"for listening to Auto Collabs."},{"speaker":"Kyle Mountsier","startTime":1847.68,"endTime":1850.74,"body":"Sign up for our"},{"speaker":"Kyle Mountsier","startTime":1847.68,"endTime":1850.74,"body":"free and fun to read daily email"},{"speaker":"Kyle Mountsier","startTime":1850.74,"endTime":1854.67,"body":"for a free shot of relevant news"},{"speaker":"Kyle Mountsier","startTime":1850.74,"endTime":1854.67,"body":"and automotive, retail media and"},{"speaker":"Kyle Mountsier","startTime":1854.67,"endTime":1859.44,"body":"pop culture. You can get it now"},{"speaker":"Kyle Mountsier","startTime":1854.67,"endTime":1859.44,"body":"at Asotu.com that's ASOtU.com."},{"speaker":"Kyle Mountsier","startTime":1860.46,"endTime":1864.0,"body":"If you love this podcast, please"},{"speaker":"Kyle Mountsier","startTime":1860.46,"endTime":1864.0,"body":"leave us a review and share it"},{"speaker":"Kyle Mountsier","startTime":1864.0,"endTime":1867.03,"body":"with a friend. Thanks again for"},{"speaker":"Kyle Mountsier","startTime":1864.0,"endTime":1867.03,"body":"listening. We'll see you next"},{"speaker":"Kyle Mountsier","startTime":1867.03,"endTime":1867.21,"body":"time."}]}