{"version":"1.0.0","segments":[{"speaker":"Michael Cirillo","startTime":0.0,"endTime":2.07,"body":"So is it"},{"speaker":"Michael Cirillo","startTime":0.0,"endTime":2.07,"body":"Gubagoo or Gubagoo? Again?"},{"speaker":"Kyle Mountsier","startTime":2.07,"endTime":3.09,"body":"It yeah"},{"speaker":"Unknown","startTime":9.75,"endTime":11.7,"body":"this is Auto Collabs."},{"speaker":"Paul Daly","startTime":11.73,"endTime":13.44,"body":"That's the best"},{"speaker":"Paul Daly","startTime":11.73,"endTime":13.44,"body":"podcast start we've ever had."},{"speaker":"Paul Daly","startTime":13.44,"endTime":17.1,"body":"We're gonna roll with that."},{"speaker":"Paul Daly","startTime":13.44,"endTime":17.1,"body":"First of all, it's Gubagoo. I"},{"speaker":"Paul Daly","startTime":17.1,"endTime":20.58,"body":"call it F Yes. Brian Pasch says"},{"speaker":"Paul Daly","startTime":17.1,"endTime":20.58,"body":"Gubagoo. I don't know if he's"},{"speaker":"Paul Daly","startTime":20.58,"endTime":23.25,"body":"ever been corrected. Or if he"},{"speaker":"Paul Daly","startTime":20.58,"endTime":23.25,"body":"just has, like I said, How I"},{"speaker":"Paul Daly","startTime":23.25,"endTime":25.2,"body":"want to say it. But the way I"},{"speaker":"Paul Daly","startTime":23.25,"endTime":25.2,"body":"remember you"},{"speaker":"Michael Cirillo","startTime":25.2,"endTime":28.29,"body":"asked Brian, I"},{"speaker":"Michael Cirillo","startTime":25.2,"endTime":28.29,"body":"think it's G about goo."},{"speaker":"Kyle Mountsier","startTime":29.73,"endTime":30.72,"body":"Goo."},{"speaker":"Paul Daly","startTime":32.67,"endTime":33.75,"body":"Here's how you"},{"speaker":"Paul Daly","startTime":32.67,"endTime":33.75,"body":"remember it."},{"speaker":"Kyle Mountsier","startTime":33.78,"endTime":38.91,"body":"Ready? You go"},{"speaker":"Kyle Mountsier","startTime":33.78,"endTime":38.91,"body":"Guba who? Gubagoo. There it is."},{"speaker":"Kyle Mountsier","startTime":39.72,"endTime":40.23,"body":"Cool."},{"speaker":"Paul Daly","startTime":40.26,"endTime":45.21,"body":"Go. It's good. But"},{"speaker":"Paul Daly","startTime":40.26,"endTime":45.21,"body":"good. Pronunciation of Gubagoo"},{"speaker":"Paul Daly","startTime":45.21,"endTime":50.61,"body":"who is Gubagoo. This is really"},{"speaker":"Paul Daly","startTime":45.21,"endTime":50.61,"body":"starting off on."},{"speaker":"Kyle Mountsier","startTime":51.39,"endTime":53.67,"body":"You know, what's"},{"speaker":"Kyle Mountsier","startTime":51.39,"endTime":53.67,"body":"really fun about about Gubagoo"},{"speaker":"Kyle Mountsier","startTime":53.7,"endTime":57.69,"body":"is not just their name, but the"},{"speaker":"Kyle Mountsier","startTime":53.7,"endTime":57.69,"body":"very first thing I ever remember"},{"speaker":"Kyle Mountsier","startTime":57.69,"endTime":61.62,"body":"about Gubagoo is getting socks"},{"speaker":"Kyle Mountsier","startTime":57.69,"endTime":61.62,"body":"in the mail from them. I don't"},{"speaker":"Kyle Mountsier","startTime":61.62,"endTime":65.34,"body":"know how I got them why I got"},{"speaker":"Kyle Mountsier","startTime":61.62,"endTime":65.34,"body":"them or who I got them from. But"},{"speaker":"Kyle Mountsier","startTime":65.34,"endTime":69.99,"body":"they showed up in a like a"},{"speaker":"Kyle Mountsier","startTime":65.34,"endTime":69.99,"body":"yellow folder, whatever, the"},{"speaker":"Kyle Mountsier","startTime":69.99,"endTime":73.86,"body":"Manila thing. And they were just"},{"speaker":"Kyle Mountsier","startTime":69.99,"endTime":73.86,"body":"socks. No, no, no, nothing else."},{"speaker":"Kyle Mountsier","startTime":73.86,"endTime":77.91,"body":"I was like, that's pretty cool."},{"speaker":"Kyle Mountsier","startTime":73.86,"endTime":77.91,"body":"And I think my wife still has"},{"speaker":"Kyle Mountsier","startTime":77.91,"endTime":79.56,"body":"him to this day, because I don't"},{"speaker":"Kyle Mountsier","startTime":77.91,"endTime":79.56,"body":"wear long socks. Well,"},{"speaker":"Paul Daly","startTime":79.0,"endTime":83.77,"body":"the little known fact"},{"speaker":"Paul Daly","startTime":79.0,"endTime":83.77,"body":"is that the likelihood that you"},{"speaker":"Paul Daly","startTime":83.77,"endTime":87.46,"body":"and I like everything in life"},{"speaker":"Paul Daly","startTime":83.77,"endTime":87.46,"body":"happens in a certain order. And"},{"speaker":"Paul Daly","startTime":87.46,"endTime":89.95,"body":"when it happens, right that"},{"speaker":"Paul Daly","startTime":87.46,"endTime":89.95,"body":"affects every other thing that"},{"speaker":"Paul Daly","startTime":89.95,"endTime":92.56,"body":"happens after right? And there's"},{"speaker":"Paul Daly","startTime":89.95,"endTime":92.56,"body":"movies about what if we change"},{"speaker":"Paul Daly","startTime":92.56,"endTime":99.01,"body":"just one little thing, right?"},{"speaker":"Paul Daly","startTime":92.56,"endTime":99.01,"body":"Well, Kyle and I met on a closed"},{"speaker":"Paul Daly","startTime":99.01,"endTime":102.16,"body":"zoom marketing room put on by"},{"speaker":"Paul Daly","startTime":99.01,"endTime":102.16,"body":"Drew Delaware, who was at the"},{"speaker":"Paul Daly","startTime":102.16,"endTime":106.36,"body":"time the marketing director of"},{"speaker":"Paul Daly","startTime":102.16,"endTime":106.36,"body":"Gubagoo. And had he not put that"},{"speaker":"Paul Daly","startTime":106.36,"endTime":110.11,"body":"together, we would have not met"},{"speaker":"Paul Daly","startTime":106.36,"endTime":110.11,"body":"in the way we met. And probably"},{"speaker":"Paul Daly","startTime":110.11,"endTime":113.02,"body":"wouldn't be sitting here right"},{"speaker":"Paul Daly","startTime":110.11,"endTime":113.02,"body":"now recording this podcast."},{"speaker":"Michael Cirillo","startTime":113.89,"endTime":116.89,"body":"That's just and"},{"speaker":"Michael Cirillo","startTime":113.89,"endTime":116.89,"body":"you know, the thing that I've"},{"speaker":"Michael Cirillo","startTime":116.89,"endTime":120.82,"body":"always appreciated about Ryan"},{"speaker":"Michael Cirillo","startTime":116.89,"endTime":120.82,"body":"is, you could bump into him like"},{"speaker":"Michael Cirillo","startTime":120.82,"endTime":124.45,"body":"back to back bump into him in a"},{"speaker":"Michael Cirillo","startTime":120.82,"endTime":124.45,"body":"crowded room. And the minute he"},{"speaker":"Michael Cirillo","startTime":124.45,"endTime":127.81,"body":"sees you, you're the only person"},{"speaker":"Michael Cirillo","startTime":124.45,"endTime":127.81,"body":"that exists is like I really get"},{"speaker":"Michael Cirillo","startTime":127.81,"endTime":130.6,"body":"that sense of like he's just"},{"speaker":"Michael Cirillo","startTime":127.81,"endTime":130.6,"body":"locked in on you. And that is"},{"speaker":"Michael Cirillo","startTime":130.6,"endTime":133.6,"body":"something that is that is so"},{"speaker":"Michael Cirillo","startTime":130.6,"endTime":133.6,"body":"hard to come by. And so you"},{"speaker":"Michael Cirillo","startTime":133.6,"endTime":136.9,"body":"know, excited to sit down and"},{"speaker":"Michael Cirillo","startTime":133.6,"endTime":136.9,"body":"learn from him and see what he's"},{"speaker":"Michael Cirillo","startTime":136.9,"endTime":139.66,"body":"up to on this episode of Auto"},{"speaker":"Michael Cirillo","startTime":136.9,"endTime":139.66,"body":"Collabs. We hope you guys enjoy"},{"speaker":"Michael Cirillo","startTime":139.66,"endTime":139.78,"body":"it."},{"speaker":"Paul Daly","startTime":146.38,"endTime":148.93,"body":"Ryan, it has been a"},{"speaker":"Paul Daly","startTime":146.38,"endTime":148.93,"body":"while since we have a time to"},{"speaker":"Paul Daly","startTime":148.93,"endTime":151.84,"body":"actually sit and have a"},{"speaker":"Paul Daly","startTime":148.93,"endTime":151.84,"body":"conversation. So thank you so"},{"speaker":"Paul Daly","startTime":151.84,"endTime":153.37,"body":"much for spending some time with"},{"speaker":"Paul Daly","startTime":151.84,"endTime":153.37,"body":"us today."},{"speaker":"Ryan Osten","startTime":154.03,"endTime":157.24,"body":"Yeah, thanks, Paul"},{"speaker":"Ryan Osten","startTime":154.03,"endTime":157.24,"body":"Kyle, and I'm super excited to"},{"speaker":"Ryan Osten","startTime":157.72,"endTime":161.23,"body":"sit with you guys and talk about"},{"speaker":"Ryan Osten","startTime":157.72,"endTime":161.23,"body":"what's happening in the"},{"speaker":"Ryan Osten","startTime":161.23,"endTime":162.52,"body":"industry. And thanks for having"},{"speaker":"Ryan Osten","startTime":161.23,"endTime":162.52,"body":"me"},{"speaker":"Paul Daly","startTime":162.52,"endTime":167.62,"body":"on. There's a there's"},{"speaker":"Paul Daly","startTime":162.52,"endTime":167.62,"body":"a little known fact that Kyle"},{"speaker":"Paul Daly","startTime":167.62,"endTime":172.75,"body":"and I met for the first time in"},{"speaker":"Paul Daly","startTime":167.62,"endTime":172.75,"body":"a marketing room that was hosted"},{"speaker":"Paul Daly","startTime":172.75,"endTime":175.69,"body":"by at the time marketing"},{"speaker":"Paul Daly","startTime":172.75,"endTime":175.69,"body":"director Drew Delaware. So"},{"speaker":"Paul Daly","startTime":175.69,"endTime":179.32,"body":"Google has a special place in"},{"speaker":"Paul Daly","startTime":175.69,"endTime":179.32,"body":"the history and legacy of ASOTU."},{"speaker":"Paul Daly","startTime":179.32,"endTime":181.54,"body":"So we're gonna thank you for"},{"speaker":"Paul Daly","startTime":179.32,"endTime":181.54,"body":"that and let everybody else know"},{"speaker":"Paul Daly","startTime":181.54,"endTime":184.87,"body":"like, that's where Kyle and I"},{"speaker":"Paul Daly","startTime":181.54,"endTime":184.87,"body":"first laid eyes on each other"},{"speaker":"Paul Daly","startTime":184.87,"endTime":186.94,"body":"and said, You'd look just like"},{"speaker":"Paul Daly","startTime":184.87,"endTime":186.94,"body":"me."},{"speaker":"Ryan Osten","startTime":189.96,"endTime":192.63,"body":"Yeah, that's"},{"speaker":"Ryan Osten","startTime":189.96,"endTime":192.63,"body":"awesome, man. It's super"},{"speaker":"Ryan Osten","startTime":193.35,"endTime":196.41,"body":"gratifying thing to hear that"},{"speaker":"Ryan Osten","startTime":193.35,"endTime":196.41,"body":"even though I had nothing to do"},{"speaker":"Ryan Osten","startTime":196.41,"endTime":200.04,"body":"with that I was probably just"},{"speaker":"Ryan Osten","startTime":196.41,"endTime":200.04,"body":"like nodding my head, hey, let's"},{"speaker":"Ryan Osten","startTime":200.04,"endTime":201.12,"body":"run the coffee talks."},{"speaker":"Kyle Mountsier","startTime":201.0,"endTime":202.8,"body":"Well, here's,"},{"speaker":"Kyle Mountsier","startTime":201.0,"endTime":202.8,"body":"here's here's, I'm gonna I'm"},{"speaker":"Kyle Mountsier","startTime":202.8,"endTime":206.49,"body":"actually I'm gonna go ahead and"},{"speaker":"Kyle Mountsier","startTime":202.8,"endTime":206.49,"body":"throw this out there is as a"},{"speaker":"Kyle Mountsier","startTime":206.49,"endTime":210.99,"body":"leader of a company. I think you"},{"speaker":"Kyle Mountsier","startTime":206.49,"endTime":210.99,"body":"had a lot to do with it. One you"},{"speaker":"Kyle Mountsier","startTime":210.99,"endTime":214.89,"body":"hired Drew Delaware to you"},{"speaker":"Kyle Mountsier","startTime":210.99,"endTime":214.89,"body":"created a culture where things"},{"speaker":"Kyle Mountsier","startTime":214.89,"endTime":218.4,"body":"like drawing people together and"},{"speaker":"Kyle Mountsier","startTime":214.89,"endTime":218.4,"body":"industry where natural. And"},{"speaker":"Kyle Mountsier","startTime":218.43,"endTime":222.03,"body":"three, I've seen that execute"},{"speaker":"Kyle Mountsier","startTime":218.43,"endTime":222.03,"body":"across a lot of things in your"},{"speaker":"Kyle Mountsier","startTime":222.03,"endTime":224.73,"body":"company, both in interactions"},{"speaker":"Kyle Mountsier","startTime":222.03,"endTime":224.73,"body":"that I had on the dealer side,"},{"speaker":"Kyle Mountsier","startTime":225.0,"endTime":228.51,"body":"and interactions with just like"},{"speaker":"Kyle Mountsier","startTime":225.0,"endTime":228.51,"body":"the people on the industry"},{"speaker":"Kyle Mountsier","startTime":228.51,"endTime":235.59,"body":"partner side, like things like"},{"speaker":"Kyle Mountsier","startTime":228.51,"endTime":235.59,"body":"creating a I was a couple years"},{"speaker":"Kyle Mountsier","startTime":235.59,"endTime":238.08,"body":"ago again, Drew was still there,"},{"speaker":"Kyle Mountsier","startTime":235.59,"endTime":238.08,"body":"but I think I can't remember"},{"speaker":"Kyle Mountsier","startTime":238.08,"endTime":241.41,"body":"whether it was it was Halloween"},{"speaker":"Kyle Mountsier","startTime":238.08,"endTime":241.41,"body":"or something. Yeah, were they"},{"speaker":"Kyle Mountsier","startTime":241.71,"endTime":242.16,"body":"escape room?"},{"speaker":"Ryan Osten","startTime":243.0,"endTime":247.14,"body":"Escape Room for"},{"speaker":"Ryan Osten","startTime":243.0,"endTime":247.14,"body":"escaping 2020, the COVID year?"},{"speaker":"Ryan Osten","startTime":248.49,"endTime":250.65,"body":"It was really? Yeah, it was"},{"speaker":"Ryan Osten","startTime":248.49,"endTime":250.65,"body":"awful."},{"speaker":"Paul Daly","startTime":250.6,"endTime":253.12,"body":"Was that explain what"},{"speaker":"Paul Daly","startTime":250.6,"endTime":253.12,"body":"that was? I know, that was back"},{"speaker":"Paul Daly","startTime":253.12,"endTime":255.76,"body":"then. But like, let's introduce,"},{"speaker":"Paul Daly","startTime":253.12,"endTime":255.76,"body":"let's introduce everyone to the"},{"speaker":"Paul Daly","startTime":255.76,"endTime":257.59,"body":"personality of Gubagoo for a"},{"speaker":"Paul Daly","startTime":255.76,"endTime":257.59,"body":"second."},{"speaker":"Ryan Osten","startTime":257.88,"endTime":260.79,"body":"Yeah, absolutely. So"},{"speaker":"Ryan Osten","startTime":257.88,"endTime":260.79,"body":"first of all, thanks, Kyle, for"},{"speaker":"Ryan Osten","startTime":260.79,"endTime":263.37,"body":"saying that about the culture. I"},{"speaker":"Ryan Osten","startTime":260.79,"endTime":263.37,"body":"mean, it's been, you know,"},{"speaker":"Ryan Osten","startTime":263.55,"endTime":266.34,"body":"important to me and to the"},{"speaker":"Ryan Osten","startTime":263.55,"endTime":266.34,"body":"leadership of the company to"},{"speaker":"Ryan Osten","startTime":266.34,"endTime":270.15,"body":"create that kind of that kind of"},{"speaker":"Ryan Osten","startTime":266.34,"endTime":270.15,"body":"culture where we can give people"},{"speaker":"Ryan Osten","startTime":270.15,"endTime":277.23,"body":"creative room to, you know, to,"},{"speaker":"Ryan Osten","startTime":270.15,"endTime":277.23,"body":"to do interesting things and so"},{"speaker":"Ryan Osten","startTime":277.23,"endTime":279.9,"body":"forth. So, what we had done here"},{"speaker":"Ryan Osten","startTime":277.23,"endTime":279.9,"body":"is we really wanted to be"},{"speaker":"Ryan Osten","startTime":279.9,"endTime":282.6,"body":"different in our marketing,"},{"speaker":"Ryan Osten","startTime":279.9,"endTime":282.6,"body":"right? And it's not all about"},{"speaker":"Ryan Osten","startTime":282.72,"endTime":285.3,"body":"selling your products or saying"},{"speaker":"Ryan Osten","startTime":282.72,"endTime":285.3,"body":"why you're the biggest the bet"},{"speaker":"Ryan Osten","startTime":285.3,"endTime":287.55,"body":"you guys are in marketing,"},{"speaker":"Ryan Osten","startTime":285.3,"endTime":287.55,"body":"right? Everyone says they're the"},{"speaker":"Ryan Osten","startTime":287.55,"endTime":291.45,"body":"biggest, the best, the fastest,"},{"speaker":"Ryan Osten","startTime":287.55,"endTime":291.45,"body":"the most highest converting and"},{"speaker":"Ryan Osten","startTime":291.45,"endTime":295.2,"body":"all that right the best way it's"},{"speaker":"Ryan Osten","startTime":291.45,"endTime":295.2,"body":"about right. Yeah, exactly"},{"speaker":"Ryan Osten","startTime":295.2,"endTime":302.01,"body":"right. But how do you create"},{"speaker":"Ryan Osten","startTime":295.2,"endTime":302.01,"body":"that feeling of Have inclusion"},{"speaker":"Ryan Osten","startTime":302.04,"endTime":305.7,"body":"and community that these are"},{"speaker":"Ryan Osten","startTime":302.04,"endTime":305.7,"body":"people that I identify with, and"},{"speaker":"Ryan Osten","startTime":305.7,"endTime":309.45,"body":"I believe what they believe in,"},{"speaker":"Ryan Osten","startTime":305.7,"endTime":309.45,"body":"and you know, all everything"},{"speaker":"Ryan Osten","startTime":309.45,"endTime":312.06,"body":"that Apple's done really well"},{"speaker":"Ryan Osten","startTime":309.45,"endTime":312.06,"body":"over the years and all the great"},{"speaker":"Ryan Osten","startTime":312.06,"endTime":315.57,"body":"brands. So we want to really do"},{"speaker":"Ryan Osten","startTime":312.06,"endTime":315.57,"body":"something fun and different to"},{"speaker":"Ryan Osten","startTime":315.57,"endTime":320.52,"body":"showcase that in our brand. In"},{"speaker":"Ryan Osten","startTime":315.57,"endTime":320.52,"body":"2020, which was a really hard"},{"speaker":"Ryan Osten","startTime":320.52,"endTime":322.92,"body":"year, obviously, because that"},{"speaker":"Ryan Osten","startTime":320.52,"endTime":322.92,"body":"was the year that we got the"},{"speaker":"Ryan Osten","startTime":322.92,"endTime":328.35,"body":"COVID came and so forth. So we,"},{"speaker":"Ryan Osten","startTime":322.92,"endTime":328.35,"body":"our marketing team had this"},{"speaker":"Ryan Osten","startTime":328.35,"endTime":334.05,"body":"great idea for a New Year's gift"},{"speaker":"Ryan Osten","startTime":328.35,"endTime":334.05,"body":"to our customers, we're always"},{"speaker":"Ryan Osten","startTime":334.05,"endTime":337.38,"body":"trying to do a gift to our"},{"speaker":"Ryan Osten","startTime":334.05,"endTime":337.38,"body":"customers for the holidays. And"},{"speaker":"Ryan Osten","startTime":337.38,"endTime":341.52,"body":"you know, people do donations"},{"speaker":"Ryan Osten","startTime":337.38,"endTime":341.52,"body":"and, and the holiday cards, and"},{"speaker":"Ryan Osten","startTime":341.52,"endTime":344.31,"body":"we've done all that. But this"},{"speaker":"Ryan Osten","startTime":341.52,"endTime":344.31,"body":"year, we wanted to do something"},{"speaker":"Ryan Osten","startTime":344.31,"endTime":348.12,"body":"fun, something they could do"},{"speaker":"Ryan Osten","startTime":344.31,"endTime":348.12,"body":"with their team or their family."},{"speaker":"Ryan Osten","startTime":348.27,"endTime":353.7,"body":"And so what we did was we built"},{"speaker":"Ryan Osten","startTime":348.27,"endTime":353.7,"body":"a virtual escape room. That was"},{"speaker":"Ryan Osten","startTime":353.76,"endTime":358.47,"body":"interfaith that was activated"},{"speaker":"Ryan Osten","startTime":353.76,"endTime":358.47,"body":"through chat. So through our"},{"speaker":"Ryan Osten","startTime":358.47,"endTime":362.94,"body":"product, yes, so So creative"},{"speaker":"Ryan Osten","startTime":358.47,"endTime":362.94,"body":"genius. It was unbelievable."},{"speaker":"Ryan Osten","startTime":363.0,"endTime":367.59,"body":"Yeah. 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And so you go to"},{"speaker":"Unknown","startTime":377.84,"endTime":380.99,"body":"URL, you know, it'd be like"},{"speaker":"Unknown","startTime":380.99,"endTime":385.13,"body":"Gubagoo slash escape 2020, our"},{"speaker":"Unknown","startTime":380.99,"endTime":385.13,"body":"chat would pop up, and you'd be"},{"speaker":"Unknown","startTime":385.13,"endTime":388.31,"body":"launched into the game. So yeah,"},{"speaker":"Unknown","startTime":385.13,"endTime":388.31,"body":"it's funny, you mentioned that"},{"speaker":"Unknown","startTime":388.31,"endTime":392.15,"body":"because it came up actually a"},{"speaker":"Unknown","startTime":388.31,"endTime":392.15,"body":"week ago, internally also, and"},{"speaker":"Unknown","startTime":392.18,"endTime":393.44,"body":"we're looking for it."},{"speaker":"Kyle Mountsier","startTime":393.45,"endTime":396.21,"body":"Yeah. What I"},{"speaker":"Kyle Mountsier","startTime":393.45,"endTime":396.21,"body":"love is like, there was the you"},{"speaker":"Kyle Mountsier","startTime":396.21,"endTime":399.0,"body":"know, from just like, you kind"},{"speaker":"Kyle Mountsier","startTime":396.21,"endTime":399.0,"body":"of set it all, but just this"},{"speaker":"Kyle Mountsier","startTime":399.0,"endTime":402.93,"body":"idea of like, okay, there's"},{"speaker":"Kyle Mountsier","startTime":399.0,"endTime":402.93,"body":"culture, that culture meets the"},{"speaker":"Kyle Mountsier","startTime":402.93,"endTime":406.8,"body":"reality of the time and being"},{"speaker":"Kyle Mountsier","startTime":402.93,"endTime":406.8,"body":"honest with like, the way that"},{"speaker":"Kyle Mountsier","startTime":406.8,"endTime":410.73,"body":"broader culture is recognizing"},{"speaker":"Kyle Mountsier","startTime":406.8,"endTime":410.73,"body":"the time, and then going, Hey,"},{"speaker":"Kyle Mountsier","startTime":410.73,"endTime":414.15,"body":"look, we've got this platform"},{"speaker":"Kyle Mountsier","startTime":410.73,"endTime":414.15,"body":"that we're telling everybody"},{"speaker":"Kyle Mountsier","startTime":414.18,"endTime":418.08,"body":"interacts with people in a"},{"speaker":"Kyle Mountsier","startTime":414.18,"endTime":418.08,"body":"conversational way. 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It was like this"},{"speaker":"Kyle Mountsier","startTime":425.04,"endTime":430.32,"body":"massive kind of brand play, and"},{"speaker":"Kyle Mountsier","startTime":425.04,"endTime":430.32,"body":"even better, was for the best"},{"speaker":"Kyle Mountsier","startTime":430.32,"endTime":432.72,"body":"part about it for me, and you"},{"speaker":"Kyle Mountsier","startTime":430.32,"endTime":432.72,"body":"said, like, hey, this could be"},{"speaker":"Kyle Mountsier","startTime":432.72,"endTime":435.15,"body":"with your team or with your"},{"speaker":"Kyle Mountsier","startTime":432.72,"endTime":435.15,"body":"family, I actually went home."},{"speaker":"Kyle Mountsier","startTime":435.36,"endTime":438.33,"body":"And because my team all did it"},{"speaker":"Kyle Mountsier","startTime":435.36,"endTime":438.33,"body":"when I was at lunch one day,"},{"speaker":"Kyle Mountsier","startTime":438.72,"endTime":441.54,"body":"they did it. And I was like, I"},{"speaker":"Kyle Mountsier","startTime":438.72,"endTime":441.54,"body":"want to participate. So I went"},{"speaker":"Kyle Mountsier","startTime":441.54,"endTime":446.43,"body":"home. And at that point, had a"},{"speaker":"Kyle Mountsier","startTime":441.54,"endTime":446.43,"body":"four and six year old kid in the"},{"speaker":"Kyle Mountsier","startTime":446.43,"endTime":450.12,"body":"house, and they were all about"},{"speaker":"Kyle Mountsier","startTime":446.43,"endTime":450.12,"body":"it. It was unbelievable. For me,"},{"speaker":"Kyle Mountsier","startTime":450.12,"endTime":453.0,"body":"it was like my team got to do"},{"speaker":"Kyle Mountsier","startTime":450.12,"endTime":453.0,"body":"something, my family got to do"},{"speaker":"Kyle Mountsier","startTime":453.0,"endTime":456.24,"body":"something. It was really cool."},{"speaker":"Kyle Mountsier","startTime":453.0,"endTime":456.24,"body":"So I appreciate that. And I just"},{"speaker":"Kyle Mountsier","startTime":456.24,"endTime":461.01,"body":"want to I want to say that but I"},{"speaker":"Kyle Mountsier","startTime":456.24,"endTime":461.01,"body":"guess you know, so take us back"},{"speaker":"Kyle Mountsier","startTime":461.01,"endTime":464.01,"body":"because you you are off camera,"},{"speaker":"Kyle Mountsier","startTime":461.01,"endTime":464.01,"body":"we were just kind of talking"},{"speaker":"Kyle Mountsier","startTime":464.01,"endTime":468.27,"body":"about little bit about like the"},{"speaker":"Kyle Mountsier","startTime":464.01,"endTime":468.27,"body":"unique circumstances that kind"},{"speaker":"Kyle Mountsier","startTime":468.27,"endTime":473.22,"body":"of created Gubagoo that that was"},{"speaker":"Kyle Mountsier","startTime":468.27,"endTime":473.22,"body":"like the circumstances that you"},{"speaker":"Kyle Mountsier","startTime":473.22,"endTime":476.76,"body":"walked into that maybe wouldn't"},{"speaker":"Kyle Mountsier","startTime":473.22,"endTime":476.76,"body":"have been expected otherwise."},{"speaker":"Kyle Mountsier","startTime":476.88,"endTime":479.52,"body":"Can you take us back through"},{"speaker":"Kyle Mountsier","startTime":476.88,"endTime":479.52,"body":"that kind of like that timeline?"},{"speaker":"Unknown","startTime":479.72,"endTime":484.61,"body":"Sure. Yeah. And we were"},{"speaker":"Unknown","startTime":479.72,"endTime":484.61,"body":"talking about how these, these"},{"speaker":"Unknown","startTime":484.61,"endTime":487.85,"body":"happens, that stance events,"},{"speaker":"Unknown","startTime":484.61,"endTime":487.85,"body":"these coincidences that happen"},{"speaker":"Unknown","startTime":487.85,"endTime":492.92,"body":"through your life can have these"},{"speaker":"Unknown","startTime":487.85,"endTime":492.92,"body":"huge impacts for many years. And"},{"speaker":"Unknown","startTime":492.95,"endTime":498.95,"body":"and just the power of that. So"},{"speaker":"Unknown","startTime":492.95,"endTime":498.95,"body":"to take it way back. My father"},{"speaker":"Unknown","startTime":498.98,"endTime":504.83,"body":"had been in software since the"},{"speaker":"Unknown","startTime":498.98,"endTime":504.83,"body":"1970s. So he was an OG of"},{"speaker":"Unknown","startTime":504.83,"endTime":508.82,"body":"software. This is when you know,"},{"speaker":"Unknown","startTime":504.83,"endTime":508.82,"body":"obviously before for software,"},{"speaker":"Unknown","startTime":509.57,"endTime":513.05,"body":"right? Yeah, late 70s. It was it"},{"speaker":"Unknown","startTime":509.57,"endTime":513.05,"body":"was hard to raise money for"},{"speaker":"Unknown","startTime":513.05,"endTime":516.14,"body":"software even because people"},{"speaker":"Unknown","startTime":513.05,"endTime":516.14,"body":"didn't understand what it was."},{"speaker":"Unknown","startTime":517.67,"endTime":523.31,"body":"And so he met a gentleman named"},{"speaker":"Unknown","startTime":517.67,"endTime":523.31,"body":"Brad Title, who was the founder"},{"speaker":"Unknown","startTime":523.31,"endTime":529.28,"body":"of Gubagoo. He met him in a shoe"},{"speaker":"Unknown","startTime":523.31,"endTime":529.28,"body":"shine in a Texas airport. I"},{"speaker":"Unknown","startTime":529.28,"endTime":533.06,"body":"believe it was Dallas, but it"},{"speaker":"Unknown","startTime":529.28,"endTime":533.06,"body":"might have been Houston. And"},{"speaker":"Unknown","startTime":534.11,"endTime":537.77,"body":"Brad had a CRM for automotive at"},{"speaker":"Unknown","startTime":534.11,"endTime":537.77,"body":"the time. He was, you know,"},{"speaker":"Unknown","startTime":537.77,"endTime":543.29,"body":"automotive his whole career. And"},{"speaker":"Unknown","startTime":537.77,"endTime":543.29,"body":"he was it was his first company."},{"speaker":"Unknown","startTime":543.71,"endTime":552.35,"body":"And my father ended up becoming"},{"speaker":"Unknown","startTime":543.71,"endTime":552.35,"body":"going to business with Brad, for"},{"speaker":"Unknown","startTime":552.35,"endTime":557.21,"body":"that CRM company, which"},{"speaker":"Unknown","startTime":552.35,"endTime":557.21,"body":"eventually sold to Cobalt, which"},{"speaker":"Unknown","startTime":557.24,"endTime":562.94,"body":"became CDK, and yeah, and so"},{"speaker":"Unknown","startTime":557.24,"endTime":562.94,"body":"forth. And then in around 2010"},{"speaker":"Unknown","startTime":562.97,"endTime":567.26,"body":"or so, Brad called my father up"},{"speaker":"Unknown","startTime":562.97,"endTime":567.26,"body":"and said, Hey, I've got this"},{"speaker":"Unknown","startTime":567.26,"endTime":570.56,"body":"idea for this behavioral"},{"speaker":"Unknown","startTime":567.26,"endTime":570.56,"body":"engagement and scoring and"},{"speaker":"Unknown","startTime":570.56,"endTime":574.31,"body":"messaging chat, product for"},{"speaker":"Unknown","startTime":570.56,"endTime":574.31,"body":"automotive, I really think"},{"speaker":"Unknown","startTime":574.31,"endTime":579.59,"body":"there's a need for it. And they"},{"speaker":"Unknown","startTime":574.31,"endTime":579.59,"body":"got together and Brad started"},{"speaker":"Unknown","startTime":579.59,"endTime":582.2,"body":"building it, and my father got"},{"speaker":"Unknown","startTime":579.59,"endTime":582.2,"body":"involved and that's how I got"},{"speaker":"Unknown","startTime":582.2,"endTime":587.18,"body":"involved. And so that one event"},{"speaker":"Unknown","startTime":582.2,"endTime":587.18,"body":"at that shoeshine affected a"},{"speaker":"Unknown","startTime":587.18,"endTime":591.98,"body":"decade of my life working and"},{"speaker":"Unknown","startTime":587.18,"endTime":591.98,"body":"building Gubagoo. So So yeah, it"},{"speaker":"Unknown","startTime":591.98,"endTime":595.16,"body":"was quite remarkable and it"},{"speaker":"Unknown","startTime":591.98,"endTime":595.16,"body":"really was, was born out of this"},{"speaker":"Unknown","startTime":595.16,"endTime":600.17,"body":"notion that there were some"},{"speaker":"Unknown","startTime":595.16,"endTime":600.17,"body":"messaging was taking off as a a"},{"speaker":"Unknown","startTime":600.2,"endTime":604.97,"body":"primary communication tool on"},{"speaker":"Unknown","startTime":600.2,"endTime":604.97,"body":"dealership websites, as well as"},{"speaker":"Unknown","startTime":605.0,"endTime":608.93,"body":"for lead conversion, which was"},{"speaker":"Unknown","startTime":605.0,"endTime":608.93,"body":"obviously huge thing at that"},{"speaker":"Unknown","startTime":608.93,"endTime":613.31,"body":"time in 2010. How do I am"},{"speaker":"Unknown","startTime":608.93,"endTime":613.31,"body":"driving traffic to my websites?"},{"speaker":"Unknown","startTime":613.31,"endTime":617.3,"body":"How do I convert them better,"},{"speaker":"Unknown","startTime":613.31,"endTime":617.3,"body":"right? And Brad had this insight"},{"speaker":"Unknown","startTime":617.33,"endTime":622.49,"body":"of scoring traffic that had"},{"speaker":"Unknown","startTime":617.33,"endTime":622.49,"body":"landed on the website and"},{"speaker":"Unknown","startTime":622.49,"endTime":626.57,"body":"engaging it based on their"},{"speaker":"Unknown","startTime":622.49,"endTime":626.57,"body":"behavior on the site, and"},{"speaker":"Unknown","startTime":626.6,"endTime":629.66,"body":"changing the greetings and"},{"speaker":"Unknown","startTime":626.6,"endTime":629.66,"body":"changing the frequency of the"},{"speaker":"Unknown","startTime":629.66,"endTime":632.51,"body":"greetings. And we developed this"},{"speaker":"Unknown","startTime":629.66,"endTime":632.51,"body":"algorithm called the beast"},{"speaker":"Unknown","startTime":632.51,"endTime":634.28,"body":"scoring algorithm."},{"speaker":"Kyle Mountsier","startTime":634.86,"endTime":637.08,"body":"And is that"},{"speaker":"Kyle Mountsier","startTime":634.86,"endTime":637.08,"body":"still in play? I'm sorry, I"},{"speaker":"Kyle Mountsier","startTime":637.08,"endTime":638.07,"body":"don't mean it is"},{"speaker":"Ryan Osten","startTime":638.13,"endTime":643.2,"body":"it's still in play."},{"speaker":"Ryan Osten","startTime":638.13,"endTime":643.2,"body":"I think it's, it's, we're we're"},{"speaker":"Ryan Osten","startTime":643.2,"endTime":648.75,"body":"actually working on developing a"},{"speaker":"Ryan Osten","startTime":643.2,"endTime":648.75,"body":"new generation of it. But it is"},{"speaker":"Ryan Osten","startTime":648.75,"endTime":649.74,"body":"still in play. So"},{"speaker":"Kyle Mountsier","startTime":650.16,"endTime":652.86,"body":"if he's someone"},{"speaker":"Kyle Mountsier","startTime":650.16,"endTime":652.86,"body":"has been to Kings Island, and"},{"speaker":"Kyle Mountsier","startTime":652.86,"endTime":655.74,"body":"they're gonna call it the son of"},{"speaker":"Kyle Mountsier","startTime":652.86,"endTime":655.74,"body":"the beast, and then hopefully,"},{"speaker":"Kyle Mountsier","startTime":656.64,"endTime":658.26,"body":"worn down. Yeah."},{"speaker":"Ryan Osten","startTime":658.71,"endTime":661.86,"body":"So so right now what"},{"speaker":"Ryan Osten","startTime":658.71,"endTime":661.86,"body":"we do is we'll if a customer is"},{"speaker":"Ryan Osten","startTime":661.86,"endTime":665.43,"body":"on a VDP, our greeter is"},{"speaker":"Ryan Osten","startTime":661.86,"endTime":665.43,"body":"engaging them based on that"},{"speaker":"Ryan Osten","startTime":665.43,"endTime":668.55,"body":"specific VDP with a message of,"},{"speaker":"Ryan Osten","startTime":665.43,"endTime":668.55,"body":"you know, referencing the"},{"speaker":"Ryan Osten","startTime":668.55,"endTime":674.52,"body":"vehicle you're interested in,"},{"speaker":"Ryan Osten","startTime":668.55,"endTime":674.52,"body":"right? When a customer has been"},{"speaker":"Ryan Osten","startTime":674.52,"endTime":676.98,"body":"back to the website multiple"},{"speaker":"Ryan Osten","startTime":674.52,"endTime":676.98,"body":"times, we're showing a more"},{"speaker":"Ryan Osten","startTime":676.98,"endTime":681.06,"body":"aggressive greeting, things like"},{"speaker":"Ryan Osten","startTime":676.98,"endTime":681.06,"body":"that right now, but we're going"},{"speaker":"Ryan Osten","startTime":681.06,"endTime":683.34,"body":"to take it to the next level"},{"speaker":"Ryan Osten","startTime":681.06,"endTime":683.34,"body":"over the next while."},{"speaker":"Kyle Mountsier","startTime":683.0,"endTime":687.29,"body":"Well, so I'd"},{"speaker":"Kyle Mountsier","startTime":683.0,"endTime":687.29,"body":"like to kind of think, okay, so"},{"speaker":"Kyle Mountsier","startTime":687.5,"endTime":691.1,"body":"Gubagoo 2010. It sounds like"},{"speaker":"Kyle Mountsier","startTime":687.5,"endTime":691.1,"body":"Right. There were a couple other"},{"speaker":"Kyle Mountsier","startTime":691.1,"endTime":694.94,"body":"chat companies that were like"},{"speaker":"Kyle Mountsier","startTime":691.1,"endTime":694.94,"body":"that, 07 08 range really got"},{"speaker":"Kyle Mountsier","startTime":694.94,"endTime":698.84,"body":"started. And then, you know, a"},{"speaker":"Kyle Mountsier","startTime":694.94,"endTime":698.84,"body":"couple more a few years after,"},{"speaker":"Kyle Mountsier","startTime":698.84,"endTime":701.9,"body":"and then there's been a there"},{"speaker":"Kyle Mountsier","startTime":698.84,"endTime":701.9,"body":"was a gap until like the 2020"},{"speaker":"Kyle Mountsier","startTime":701.9,"endTime":705.53,"body":"2021, where I saw a couple more"},{"speaker":"Kyle Mountsier","startTime":701.9,"endTime":705.53,"body":"chat companies come up. But"},{"speaker":"Kyle Mountsier","startTime":705.53,"endTime":709.7,"body":"there's been an obvious"},{"speaker":"Kyle Mountsier","startTime":705.53,"endTime":709.7,"body":"evolution over the time. Can you"},{"speaker":"Kyle Mountsier","startTime":709.7,"endTime":713.06,"body":"speak to kind of the evolution"},{"speaker":"Kyle Mountsier","startTime":709.7,"endTime":713.06,"body":"in the in the way that dealers"},{"speaker":"Kyle Mountsier","startTime":713.06,"endTime":716.39,"body":"have approached chat solutions?"},{"speaker":"Kyle Mountsier","startTime":713.06,"endTime":716.39,"body":"And the way the chat, you know,"},{"speaker":"Kyle Mountsier","startTime":716.42,"endTime":720.44,"body":"ecosystem has approached the"},{"speaker":"Kyle Mountsier","startTime":716.42,"endTime":720.44,"body":"conversation, like what's been a"},{"speaker":"Kyle Mountsier","startTime":720.44,"endTime":723.35,"body":"couple of the major inflection"},{"speaker":"Kyle Mountsier","startTime":720.44,"endTime":723.35,"body":"points that you've seen in the"},{"speaker":"Kyle Mountsier","startTime":723.35,"endTime":726.86,"body":"change and how this industry is"},{"speaker":"Kyle Mountsier","startTime":723.35,"endTime":726.86,"body":"approaching chat?"},{"speaker":"Unknown","startTime":726.99,"endTime":730.44,"body":"Yeah, for sure. So it"},{"speaker":"Unknown","startTime":726.99,"endTime":730.44,"body":"definitely first started off"},{"speaker":"Unknown","startTime":730.44,"endTime":734.37,"body":"with managed chat, that was what"},{"speaker":"Unknown","startTime":730.44,"endTime":734.37,"body":"everyone wanted, they wanted"},{"speaker":"Unknown","startTime":734.37,"endTime":737.58,"body":"someone to handle my customers."},{"speaker":"Unknown","startTime":734.37,"endTime":737.58,"body":"For me, I don't want to talk to"},{"speaker":"Unknown","startTime":737.58,"endTime":741.33,"body":"my customers as a dealership,"},{"speaker":"Unknown","startTime":737.58,"endTime":741.33,"body":"you or I'm not capable of I"},{"speaker":"Unknown","startTime":741.33,"endTime":745.32,"body":"don't believe that I'm capable"},{"speaker":"Unknown","startTime":741.33,"endTime":745.32,"body":"of doing so. So these companies,"},{"speaker":"Unknown","startTime":746.16,"endTime":750.42,"body":"in the early days, it was us,"},{"speaker":"Unknown","startTime":746.16,"endTime":750.42,"body":"contact at once. And ActivEngage"},{"speaker":"Unknown","startTime":750.45,"endTime":754.86,"body":"were really the primary players"},{"speaker":"Unknown","startTime":750.45,"endTime":754.86,"body":"there. And it was, listen, we're"},{"speaker":"Unknown","startTime":754.86,"endTime":756.45,"body":"going to drive traffic, they're"},{"speaker":"Unknown","startTime":754.86,"endTime":756.45,"body":"going to drive traffic to the"},{"speaker":"Unknown","startTime":756.45,"endTime":759.93,"body":"website, you guys engage the"},{"speaker":"Unknown","startTime":756.45,"endTime":759.93,"body":"customers and convert it, send"},{"speaker":"Unknown","startTime":759.93,"endTime":762.66,"body":"me the lead to my CRM, and then"},{"speaker":"Unknown","startTime":759.93,"endTime":762.66,"body":"my team will handle it like a"},{"speaker":"Unknown","startTime":762.66,"endTime":765.36,"body":"traditional internet lead."},{"speaker":"Unknown","startTime":762.66,"endTime":765.36,"body":"Right? So that was really gen"},{"speaker":"Unknown","startTime":765.36,"endTime":772.62,"body":"one I think of, of messaging,"},{"speaker":"Unknown","startTime":765.36,"endTime":772.62,"body":"then the there were two other"},{"speaker":"Unknown","startTime":772.68,"endTime":777.0,"body":"inflection points in the"},{"speaker":"Unknown","startTime":772.68,"endTime":777.0,"body":"evolution one was when we"},{"speaker":"Unknown","startTime":777.0,"endTime":783.63,"body":"brought out we brought out the"},{"speaker":"Unknown","startTime":777.0,"endTime":783.63,"body":"ability for the dealership to"},{"speaker":"Unknown","startTime":783.66,"endTime":787.08,"body":"get involved in the"},{"speaker":"Unknown","startTime":783.66,"endTime":787.08,"body":"conversations while we're"},{"speaker":"Unknown","startTime":787.11,"endTime":793.71,"body":"chatting with the customer. So"},{"speaker":"Unknown","startTime":787.11,"endTime":793.71,"body":"we would be the frontline for"},{"speaker":"Unknown","startTime":794.73,"endTime":797.1,"body":"messaging with the customer and"},{"speaker":"Unknown","startTime":794.73,"endTime":797.1,"body":"handling those initial"},{"speaker":"Unknown","startTime":797.1,"endTime":802.95,"body":"inquiries, then the idea was for"},{"speaker":"Unknown","startTime":797.1,"endTime":802.95,"body":"those high value qualified"},{"speaker":"Unknown","startTime":802.95,"endTime":807.0,"body":"customers that are going deeper"},{"speaker":"Unknown","startTime":802.95,"endTime":807.0,"body":"in the conversation, your team"},{"speaker":"Unknown","startTime":807.0,"endTime":810.45,"body":"can jump in, and take it from"},{"speaker":"Unknown","startTime":807.0,"endTime":810.45,"body":"there and go deep with the"},{"speaker":"Unknown","startTime":810.45,"endTime":814.23,"body":"customer. Right? Yeah. And so we"},{"speaker":"Unknown","startTime":810.45,"endTime":814.23,"body":"would sort of act as a filter, I"},{"speaker":"Unknown","startTime":814.23,"endTime":817.41,"body":"mean, we would convert leads"},{"speaker":"Unknown","startTime":814.23,"endTime":817.41,"body":"still very at a high clip, but"},{"speaker":"Unknown","startTime":817.41,"endTime":820.05,"body":"we would act as that filter. So"},{"speaker":"Unknown","startTime":817.41,"endTime":820.05,"body":"if it was a tire kicker, who was"},{"speaker":"Unknown","startTime":820.05,"endTime":822.63,"body":"going to message and drop off,"},{"speaker":"Unknown","startTime":820.05,"endTime":822.63,"body":"your team doesn't have to worry"},{"speaker":"Unknown","startTime":822.63,"endTime":825.12,"body":"about that you can watch the"},{"speaker":"Unknown","startTime":822.63,"endTime":825.12,"body":"conversations jump in when the"},{"speaker":"Unknown","startTime":825.12,"endTime":828.36,"body":"customer wants to talk pricing,"},{"speaker":"Unknown","startTime":825.12,"endTime":828.36,"body":"or they're asking deep questions"},{"speaker":"Unknown","startTime":828.36,"endTime":832.59,"body":"about vehicles. So that was"},{"speaker":"Unknown","startTime":828.36,"endTime":832.59,"body":"really the second evolution."},{"speaker":"Unknown","startTime":832.59,"endTime":835.95,"body":"Then the third one I would say"},{"speaker":"Unknown","startTime":832.59,"endTime":835.95,"body":"is when digital retailing,"},{"speaker":"Unknown","startTime":835.95,"endTime":840.99,"body":"virtual retailing really came."},{"speaker":"Unknown","startTime":835.95,"endTime":840.99,"body":"And there was this insight that"},{"speaker":"Unknown","startTime":840.99,"endTime":845.94,"body":"messaging is a core component of"},{"speaker":"Unknown","startTime":840.99,"endTime":845.94,"body":"buying a car. There's e commerce"},{"speaker":"Unknown","startTime":845.94,"endTime":852.12,"body":"now coming out on is now being a"},{"speaker":"Unknown","startTime":845.94,"endTime":852.12,"body":"core component of automotive"},{"speaker":"Unknown","startTime":852.15,"endTime":856.23,"body":"dealership websites. Let's bring"},{"speaker":"Unknown","startTime":852.15,"endTime":856.23,"body":"those two things together and"},{"speaker":"Unknown","startTime":856.23,"endTime":860.73,"body":"build a digital retailing"},{"speaker":"Unknown","startTime":856.23,"endTime":860.73,"body":"platform that has deep"},{"speaker":"Unknown","startTime":860.73,"endTime":864.84,"body":"messaging, integration and deep"},{"speaker":"Unknown","startTime":860.73,"endTime":864.84,"body":"messaging capabilities. And"},{"speaker":"Unknown","startTime":864.84,"endTime":866.94,"body":"that's really the third"},{"speaker":"Unknown","startTime":864.84,"endTime":866.94,"body":"evolution. I think that's where"},{"speaker":"Unknown","startTime":866.94,"endTime":867.51,"body":"we are today."},{"speaker":"Kyle Mountsier","startTime":868.11,"endTime":872.19,"body":"So it seems like"},{"speaker":"Kyle Mountsier","startTime":868.11,"endTime":872.19,"body":"proximity to the customer has"},{"speaker":"Kyle Mountsier","startTime":872.19,"endTime":876.9,"body":"kind of been like it's it's the"},{"speaker":"Kyle Mountsier","startTime":872.19,"endTime":876.9,"body":"it's dealers realizing that"},{"speaker":"Kyle Mountsier","startTime":876.9,"endTime":880.56,"body":"their proximity to the customer"},{"speaker":"Kyle Mountsier","startTime":876.9,"endTime":880.56,"body":"can be drawn closer and closer"},{"speaker":"Kyle Mountsier","startTime":880.86,"endTime":884.52,"body":"to the user on the other side of"},{"speaker":"Kyle Mountsier","startTime":880.86,"endTime":884.52,"body":"the screen, essentially right is"},{"speaker":"Kyle Mountsier","startTime":884.73,"endTime":887.76,"body":"is kind of what I'm hearing. Do"},{"speaker":"Kyle Mountsier","startTime":884.73,"endTime":887.76,"body":"you think that there's like"},{"speaker":"Kyle Mountsier","startTime":887.79,"endTime":891.99,"body":"another evolution is like on the"},{"speaker":"Kyle Mountsier","startTime":887.79,"endTime":891.99,"body":"horizon? Is it a step even"},{"speaker":"Kyle Mountsier","startTime":891.99,"endTime":896.43,"body":"closer? Or is there actually"},{"speaker":"Kyle Mountsier","startTime":891.99,"endTime":896.43,"body":"kind of a pulling back at this"},{"speaker":"Kyle Mountsier","startTime":896.43,"endTime":899.97,"body":"point, which which way is at"},{"speaker":"Kyle Mountsier","startTime":896.43,"endTime":899.97,"body":"least the dealer user heading?"},{"speaker":"Kyle Mountsier","startTime":900.0,"endTime":904.65,"body":"Are you in the inner N? is the"},{"speaker":"Kyle Mountsier","startTime":900.0,"endTime":904.65,"body":"customer also taking steps to"},{"speaker":"Kyle Mountsier","startTime":904.65,"endTime":908.19,"body":"get closer? Or are they"},{"speaker":"Kyle Mountsier","startTime":904.65,"endTime":908.19,"body":"continuing to pull back to where"},{"speaker":"Kyle Mountsier","startTime":908.19,"endTime":910.77,"body":"we have to take steps forward?"},{"speaker":"Kyle Mountsier","startTime":908.19,"endTime":910.77,"body":"Like, what's that interaction"},{"speaker":"Kyle Mountsier","startTime":910.77,"endTime":914.37,"body":"look like for you on the"},{"speaker":"Kyle Mountsier","startTime":910.77,"endTime":914.37,"body":"horizon? For us as an industry,"},{"speaker":"Ryan Osten","startTime":914.52,"endTime":919.5,"body":"I think that we"},{"speaker":"Ryan Osten","startTime":914.52,"endTime":919.5,"body":"definitely want to bring the"},{"speaker":"Ryan Osten","startTime":919.5,"endTime":923.85,"body":"customer closer directly to the"},{"speaker":"Ryan Osten","startTime":919.5,"endTime":923.85,"body":"dealership. Early, I think that"},{"speaker":"Ryan Osten","startTime":923.85,"endTime":928.08,"body":"we've we've realized a lot of"},{"speaker":"Ryan Osten","startTime":923.85,"endTime":928.08,"body":"the early gains, the low hanging"},{"speaker":"Ryan Osten","startTime":928.08,"endTime":931.86,"body":"fruit of bringing the customer"},{"speaker":"Ryan Osten","startTime":928.08,"endTime":931.86,"body":"and the dealer together to the"},{"speaker":"Ryan Osten","startTime":931.86,"endTime":936.45,"body":"point where there's a certain"},{"speaker":"Ryan Osten","startTime":931.86,"endTime":936.45,"body":"number of dealerships that will"},{"speaker":"Ryan Osten","startTime":936.48,"endTime":940.05,"body":"utilize this this model, this"},{"speaker":"Ryan Osten","startTime":936.48,"endTime":940.05,"body":"hybrid model, or the model of"},{"speaker":"Ryan Osten","startTime":940.26,"endTime":943.56,"body":"talking to their customers"},{"speaker":"Ryan Osten","startTime":940.26,"endTime":943.56,"body":"directly and not leaving it to"},{"speaker":"Ryan Osten","startTime":943.56,"endTime":948.57,"body":"the Manage chat company 100%,"},{"speaker":"Ryan Osten","startTime":943.56,"endTime":948.57,"body":"there is a number there of"},{"speaker":"Ryan Osten","startTime":948.57,"endTime":953.55,"body":"dealers that are going to do"},{"speaker":"Ryan Osten","startTime":948.57,"endTime":953.55,"body":"that. And we've seen very little"},{"speaker":"Ryan Osten","startTime":953.55,"endTime":957.57,"body":"movement in that number over the"},{"speaker":"Ryan Osten","startTime":953.55,"endTime":957.57,"body":"last while, right. So all the"},{"speaker":"Ryan Osten","startTime":957.57,"endTime":960.78,"body":"dealers that are progressive,"},{"speaker":"Ryan Osten","startTime":957.57,"endTime":960.78,"body":"that actually give a damn to"},{"speaker":"Ryan Osten","startTime":960.78,"endTime":965.13,"body":"talk to their customers have are"},{"speaker":"Ryan Osten","startTime":960.78,"endTime":965.13,"body":"doing it now. It's now the"},{"speaker":"Ryan Osten","startTime":965.13,"endTime":969.72,"body":"laggards the ones who say, I"},{"speaker":"Ryan Osten","startTime":965.13,"endTime":969.72,"body":"don't have the process, my BDC"},{"speaker":"Ryan Osten","startTime":969.72,"endTime":974.79,"body":"isn't set up, I don't trust my"},{"speaker":"Ryan Osten","startTime":969.72,"endTime":974.79,"body":"team, or I just don't care and"},{"speaker":"Ryan Osten","startTime":974.79,"endTime":979.14,"body":"just feed me leads and do your"},{"speaker":"Ryan Osten","startTime":974.79,"endTime":979.14,"body":"job. Those are the ones that"},{"speaker":"Ryan Osten","startTime":979.14,"endTime":985.44,"body":"we're trying now to bring along"},{"speaker":"Ryan Osten","startTime":979.14,"endTime":985.44,"body":"into that. But I think that the"},{"speaker":"Ryan Osten","startTime":985.44,"endTime":992.28,"body":"human element of the dealership,"},{"speaker":"Ryan Osten","startTime":985.44,"endTime":992.28,"body":"helping in a consultative way"},{"speaker":"Ryan Osten","startTime":992.28,"endTime":997.83,"body":"with customers, will will not go"},{"speaker":"Ryan Osten","startTime":992.28,"endTime":997.83,"body":"away. And we're very much"},{"speaker":"Ryan Osten","startTime":997.83,"endTime":1002.06,"body":"pushing toward that. And we want"},{"speaker":"Ryan Osten","startTime":997.83,"endTime":1002.06,"body":"to support whether a customer"},{"speaker":"Ryan Osten","startTime":1002.06,"endTime":1009.32,"body":"wants to buy fully online with"},{"speaker":"Ryan Osten","startTime":1002.06,"endTime":1009.32,"body":"no help at all, or they want to"},{"speaker":"Ryan Osten","startTime":1009.32,"endTime":1013.04,"body":"buy online with guided"},{"speaker":"Ryan Osten","startTime":1009.32,"endTime":1013.04,"body":"assistance by talking to someone"},{"speaker":"Ryan Osten","startTime":1013.04,"endTime":1017.78,"body":"in the dealership, or they want"},{"speaker":"Ryan Osten","startTime":1013.04,"endTime":1017.78,"body":"to purchase, they want to build"},{"speaker":"Ryan Osten","startTime":1017.78,"endTime":1020.66,"body":"their deal online and come into"},{"speaker":"Ryan Osten","startTime":1017.78,"endTime":1020.66,"body":"the store. We want to support"},{"speaker":"Ryan Osten","startTime":1020.66,"endTime":1023.75,"body":"all of that. And I think one of"},{"speaker":"Ryan Osten","startTime":1020.66,"endTime":1023.75,"body":"the really important things is"},{"speaker":"Ryan Osten","startTime":1023.75,"endTime":1026.69,"body":"that the experience that they"},{"speaker":"Ryan Osten","startTime":1023.75,"endTime":1026.69,"body":"have online is the same that"},{"speaker":"Ryan Osten","startTime":1026.69,"endTime":1029.36,"body":"they have in the store. So the"},{"speaker":"Ryan Osten","startTime":1026.69,"endTime":1029.36,"body":"interface that they're"},{"speaker":"Ryan Osten","startTime":1029.39,"endTime":1033.44,"body":"experiencing online matches and"},{"speaker":"Ryan Osten","startTime":1029.39,"endTime":1033.44,"body":"is cohesive with that experience"},{"speaker":"Ryan Osten","startTime":1033.44,"endTime":1034.4,"body":"in the store. Also,"},{"speaker":"Paul Daly","startTime":1034.76,"endTime":1037.61,"body":"what other"},{"speaker":"Paul Daly","startTime":1034.76,"endTime":1037.61,"body":"industries, do you see, like"},{"speaker":"Paul Daly","startTime":1037.61,"endTime":1040.25,"body":"when you're looking for"},{"speaker":"Paul Daly","startTime":1037.61,"endTime":1040.25,"body":"indicators? And when you kind of"},{"speaker":"Paul Daly","startTime":1040.25,"endTime":1045.2,"body":"look for, like the the optimal"},{"speaker":"Paul Daly","startTime":1040.25,"endTime":1045.2,"body":"customer experience? Is there"},{"speaker":"Paul Daly","startTime":1045.2,"endTime":1048.38,"body":"anything that you kind of as"},{"speaker":"Paul Daly","startTime":1045.2,"endTime":1048.38,"body":"your personal go to that you"},{"speaker":"Paul Daly","startTime":1048.38,"endTime":1050.69,"body":"keep an eye on say, Oh, let me"},{"speaker":"Paul Daly","startTime":1048.38,"endTime":1050.69,"body":"pull little from this little"},{"speaker":"Paul Daly","startTime":1050.69,"endTime":1051.23,"body":"from that?"},{"speaker":"Ryan Osten","startTime":1051.98,"endTime":1057.14,"body":"Hmm, that's a good"},{"speaker":"Ryan Osten","startTime":1051.98,"endTime":1057.14,"body":"question. I think that I think"},{"speaker":"Ryan Osten","startTime":1057.14,"endTime":1061.01,"body":"pulling a little from this, and"},{"speaker":"Ryan Osten","startTime":1057.14,"endTime":1061.01,"body":"a little from that, summarizes"},{"speaker":"Ryan Osten","startTime":1061.01,"endTime":1064.79,"body":"it well describes it well. So"},{"speaker":"Ryan Osten","startTime":1061.01,"endTime":1064.79,"body":"there's not one industry that"},{"speaker":"Ryan Osten","startTime":1064.79,"endTime":1070.79,"body":"we're trying to emulate in its"},{"speaker":"Ryan Osten","startTime":1064.79,"endTime":1070.79,"body":"entirety. But we look great."},{"speaker":"Ryan Osten","startTime":1070.82,"endTime":1074.03,"body":"Yeah, we look for great online"},{"speaker":"Ryan Osten","startTime":1070.82,"endTime":1074.03,"body":"experiences when we're building."},{"speaker":"Ryan Osten","startTime":1074.03,"endTime":1079.37,"body":"So we're like, Well, this is"},{"speaker":"Ryan Osten","startTime":1074.03,"endTime":1079.37,"body":"this is how you check out when"},{"speaker":"Ryan Osten","startTime":1079.37,"endTime":1083.36,"body":"you're buying an iPhone. Right?"},{"speaker":"Ryan Osten","startTime":1079.37,"endTime":1083.36,"body":"So we're looking at the Apple"},{"speaker":"Ryan Osten","startTime":1083.39,"endTime":1087.74,"body":"ecommerce experience and the"},{"speaker":"Ryan Osten","startTime":1083.39,"endTime":1087.74,"body":"apple in store experience, or"},{"speaker":"Ryan Osten","startTime":1087.83,"endTime":1092.15,"body":"we're looking at, we're also"},{"speaker":"Ryan Osten","startTime":1087.83,"endTime":1092.15,"body":"looking at other ways that"},{"speaker":"Ryan Osten","startTime":1092.15,"endTime":1094.82,"body":"people are doing it and"},{"speaker":"Ryan Osten","startTime":1092.15,"endTime":1094.82,"body":"automotive, of course, right, a"},{"speaker":"Ryan Osten","startTime":1094.82,"endTime":1098.6,"body":"Carvana. And sometimes we don't"},{"speaker":"Ryan Osten","startTime":1094.82,"endTime":1098.6,"body":"like what we see there. And"},{"speaker":"Ryan Osten","startTime":1098.63,"endTime":1101.72,"body":"sometimes we do, yeah, but"},{"speaker":"Ryan Osten","startTime":1098.63,"endTime":1101.72,"body":"that's our job is to look at all"},{"speaker":"Ryan Osten","startTime":1101.72,"endTime":1102.59,"body":"of these different."},{"speaker":"Paul Daly","startTime":1103.44,"endTime":1106.05,"body":"I mean, they like"},{"speaker":"Paul Daly","startTime":1103.44,"endTime":1106.05,"body":"transactional experience, the"},{"speaker":"Paul Daly","startTime":1106.05,"endTime":1110.07,"body":"Carvana is, for instance, you"},{"speaker":"Paul Daly","startTime":1106.05,"endTime":1110.07,"body":"know, a lot of people will look"},{"speaker":"Paul Daly","startTime":1110.07,"endTime":1114.51,"body":"at them and talk about the"},{"speaker":"Paul Daly","startTime":1110.07,"endTime":1114.51,"body":"advantage they have, because"},{"speaker":"Paul Daly","startTime":1114.51,"endTime":1119.61,"body":"they can custom build from the"},{"speaker":"Paul Daly","startTime":1114.51,"endTime":1119.61,"body":"ground up. And I've looked at it"},{"speaker":"Paul Daly","startTime":1119.82,"endTime":1124.74,"body":"and kind of talked about this,"},{"speaker":"Paul Daly","startTime":1119.82,"endTime":1124.74,"body":"the the smart vendors and"},{"speaker":"Paul Daly","startTime":1124.74,"endTime":1129.09,"body":"industry partners, we have"},{"speaker":"Paul Daly","startTime":1124.74,"endTime":1129.09,"body":"looking at a much broader base"},{"speaker":"Paul Daly","startTime":1129.51,"endTime":1134.58,"body":"of behaviors and transactions."},{"speaker":"Paul Daly","startTime":1129.51,"endTime":1134.58,"body":"We think that it's an advantage"},{"speaker":"Paul Daly","startTime":1134.64,"endTime":1139.65,"body":"to have other companies building"},{"speaker":"Paul Daly","startTime":1134.64,"endTime":1139.65,"body":"something that, you know, is"},{"speaker":"Paul Daly","startTime":1139.65,"endTime":1142.77,"body":"applicable in a lot of different"},{"speaker":"Paul Daly","startTime":1139.65,"endTime":1142.77,"body":"use cases. Right? Because like"},{"speaker":"Paul Daly","startTime":1142.77,"endTime":1146.37,"body":"Carvana, we feel like Carvana is"},{"speaker":"Paul Daly","startTime":1142.77,"endTime":1146.37,"body":"actually they're living in their"},{"speaker":"Paul Daly","startTime":1146.37,"endTime":1150.12,"body":"own box. Right. And although"},{"speaker":"Paul Daly","startTime":1146.37,"endTime":1150.12,"body":"there are some advantages to it,"},{"speaker":"Paul Daly","startTime":1150.12,"endTime":1153.78,"body":"we we tend to believe like, you"},{"speaker":"Paul Daly","startTime":1150.12,"endTime":1153.78,"body":"know, folks like yourself, that"},{"speaker":"Paul Daly","startTime":1153.78,"endTime":1156.33,"body":"are there looking at all these"},{"speaker":"Paul Daly","startTime":1153.78,"endTime":1156.33,"body":"other areas happens to be an"},{"speaker":"Paul Daly","startTime":1156.33,"endTime":1158.16,"body":"advantage because dealers are so"},{"speaker":"Paul Daly","startTime":1156.33,"endTime":1158.16,"body":"different."},{"speaker":"Ryan Osten","startTime":1160.25,"endTime":1164.54,"body":"Yeah, it's it's a"},{"speaker":"Ryan Osten","startTime":1160.25,"endTime":1164.54,"body":"it's a tricky thing to unpack."},{"speaker":"Ryan Osten","startTime":1164.54,"endTime":1167.6,"body":"You know, I think that there are"},{"speaker":"Ryan Osten","startTime":1164.54,"endTime":1167.6,"body":"advantages that that Carvana"},{"speaker":"Ryan Osten","startTime":1167.6,"endTime":1173.06,"body":"owns sort of their entire stack,"},{"speaker":"Ryan Osten","startTime":1167.6,"endTime":1173.06,"body":"sure, and gets to do the"},{"speaker":"Ryan Osten","startTime":1173.06,"endTime":1176.3,"body":"financing. And yeah, gets to do"},{"speaker":"Ryan Osten","startTime":1173.06,"endTime":1176.3,"body":"the financing and the f\u0026i and"},{"speaker":"Ryan Osten","startTime":1176.3,"endTime":1180.8,"body":"they don't have the OEMs to, to,"},{"speaker":"Ryan Osten","startTime":1176.3,"endTime":1180.8,"body":"you know, that complexity to"},{"speaker":"Ryan Osten","startTime":1180.8,"endTime":1183.5,"body":"deal with, but at the same time,"},{"speaker":"Ryan Osten","startTime":1180.8,"endTime":1183.5,"body":"they only have used vehicles,"},{"speaker":"Ryan Osten","startTime":1183.5,"endTime":1188.75,"body":"they don't have new vehicles."},{"speaker":"Ryan Osten","startTime":1183.5,"endTime":1188.75,"body":"And they have a lot of problems"},{"speaker":"Ryan Osten","startTime":1188.75,"endTime":1191.09,"body":"also. Right So this stuff is"},{"speaker":"Ryan Osten","startTime":1188.75,"endTime":1191.09,"body":"hard. You're"},{"speaker":"Kyle Mountsier","startTime":1191.09,"endTime":1193.91,"body":"like Carvana"},{"speaker":"Kyle Mountsier","startTime":1191.09,"endTime":1193.91,"body":"doesn't have to worry about CAP"},{"speaker":"Kyle Mountsier","startTime":1193.91,"endTime":1199.97,"body":"cost reduction, though. Yeah. In"},{"speaker":"Kyle Mountsier","startTime":1193.91,"endTime":1199.97,"body":"50 Different states, right."},{"speaker":"Kyle Mountsier","startTime":1200.0,"endTime":1201.56,"body":"because they're all different."},{"speaker":"Unknown","startTime":1201.0,"endTime":1206.01,"body":"Yeah, yeah. So yeah,"},{"speaker":"Unknown","startTime":1201.0,"endTime":1206.01,"body":"it's tough. I think that the the"},{"speaker":"Unknown","startTime":1206.07,"endTime":1211.95,"body":"dealer groups, I've seen doing"},{"speaker":"Unknown","startTime":1206.07,"endTime":1211.95,"body":"it really well are able to do"},{"speaker":"Unknown","startTime":1211.95,"endTime":1215.73,"body":"that, because in some cases,"},{"speaker":"Unknown","startTime":1211.95,"endTime":1215.73,"body":"they they have their own"},{"speaker":"Unknown","startTime":1215.73,"endTime":1221.28,"body":"financing, or they have their"},{"speaker":"Unknown","startTime":1215.73,"endTime":1221.28,"body":"own f\u0026i company that they, you"},{"speaker":"Unknown","startTime":1221.28,"endTime":1225.21,"body":"know, that they own, for"},{"speaker":"Unknown","startTime":1221.28,"endTime":1225.21,"body":"example, Asbury now owns, owns"},{"speaker":"Unknown","startTime":1225.21,"endTime":1229.92,"body":"their own f\u0026i company. So"},{"speaker":"Unknown","startTime":1225.21,"endTime":1229.92,"body":"they're able to create these"},{"speaker":"Unknown","startTime":1229.92,"endTime":1235.02,"body":"experiences across the entire"},{"speaker":"Unknown","startTime":1229.92,"endTime":1235.02,"body":"stack. And ultimately, big"},{"speaker":"Unknown","startTime":1235.02,"endTime":1242.79,"body":"problems often require, often"},{"speaker":"Unknown","startTime":1235.02,"endTime":1242.79,"body":"require control across your"},{"speaker":"Unknown","startTime":1242.79,"endTime":1246.54,"body":"entire stack, right? Because you"},{"speaker":"Unknown","startTime":1242.79,"endTime":1246.54,"body":"need to put these all these"},{"speaker":"Unknown","startTime":1246.54,"endTime":1252.0,"body":"pieces together, integrate"},{"speaker":"Unknown","startTime":1246.54,"endTime":1252.0,"body":"things, here and there. So. So"},{"speaker":"Unknown","startTime":1252.0,"endTime":1254.19,"body":"yeah, I think the franchise"},{"speaker":"Unknown","startTime":1252.0,"endTime":1254.19,"body":"dealers are really well"},{"speaker":"Unknown","startTime":1254.19,"endTime":1255.15,"body":"positioned for it, though."},{"speaker":"Kyle Mountsier","startTime":1256.94,"endTime":1259.85,"body":"Yeah. So I,"},{"speaker":"Kyle Mountsier","startTime":1256.94,"endTime":1259.85,"body":"whenever I hear that I'm like,"},{"speaker":"Kyle Mountsier","startTime":1260.15,"endTime":1262.58,"body":"man, but I started thinking"},{"speaker":"Kyle Mountsier","startTime":1260.15,"endTime":1262.58,"body":"through the other day, I was"},{"speaker":"Kyle Mountsier","startTime":1262.58,"endTime":1264.86,"body":"like, oh, man, there's a lot of"},{"speaker":"Kyle Mountsier","startTime":1262.58,"endTime":1264.86,"body":"consolidation. There's a lot of"},{"speaker":"Kyle Mountsier","startTime":1264.86,"endTime":1268.28,"body":"big groups. And if you look back"},{"speaker":"Kyle Mountsier","startTime":1264.86,"endTime":1268.28,"body":"around, it was still only, like,"},{"speaker":"Kyle Mountsier","startTime":1268.28,"endTime":1271.4,"body":"9% of our industry is actually"},{"speaker":"Kyle Mountsier","startTime":1268.28,"endTime":1271.4,"body":"consolidated from what I"},{"speaker":"Kyle Mountsier","startTime":1271.4,"endTime":1274.04,"body":"understand. And they and there's"},{"speaker":"Kyle Mountsier","startTime":1271.4,"endTime":1274.04,"body":"projections for for where it's"},{"speaker":"Kyle Mountsier","startTime":1274.04,"endTime":1278.54,"body":"like 15%, by, you know, at some"},{"speaker":"Kyle Mountsier","startTime":1274.04,"endTime":1278.54,"body":"let like over 10 rooftop groups"},{"speaker":"Kyle Mountsier","startTime":1278.54,"endTime":1284.09,"body":"or something like that. It could"},{"speaker":"Kyle Mountsier","startTime":1278.54,"endTime":1284.09,"body":"be 15% by 2025, right? So like,"},{"speaker":"Kyle Mountsier","startTime":1284.12,"endTime":1290.06,"body":"the rest of the 85% are dealing"},{"speaker":"Kyle Mountsier","startTime":1284.12,"endTime":1290.06,"body":"with, like, not consolidated"},{"speaker":"Kyle Mountsier","startTime":1290.06,"endTime":1294.68,"body":"resources, not having more than"},{"speaker":"Kyle Mountsier","startTime":1290.06,"endTime":1294.68,"body":"I that's just sounds, if that's"},{"speaker":"Kyle Mountsier","startTime":1294.68,"endTime":1297.86,"body":"the reason sounds low, but think"},{"speaker":"Kyle Mountsier","startTime":1294.68,"endTime":1297.86,"body":"about it so much. You haven't"},{"speaker":"Kyle Mountsier","startTime":1297.86,"endTime":1300.32,"body":"you think about a Lithia? They"},{"speaker":"Kyle Mountsier","startTime":1297.86,"endTime":1300.32,"body":"like, what they just crossed"},{"speaker":"Kyle Mountsier","startTime":1300.32,"endTime":1305.69,"body":"300? I mean, right? out of"},{"speaker":"Kyle Mountsier","startTime":1300.32,"endTime":1305.69,"body":"17,000? That's not a lot, you"},{"speaker":"Kyle Mountsier","startTime":1305.69,"endTime":1308.99,"body":"know, so like, it's big, but"},{"speaker":"Kyle Mountsier","startTime":1305.69,"endTime":1308.99,"body":"it's not, it's not like a"},{"speaker":"Kyle Mountsier","startTime":1308.99,"endTime":1312.98,"body":"consolidated marketplace. So you"},{"speaker":"Kyle Mountsier","startTime":1308.99,"endTime":1312.98,"body":"think about that, and, like,"},{"speaker":"Kyle Mountsier","startTime":1313.01,"endTime":1317.15,"body":"what, what are you having to"},{"speaker":"Kyle Mountsier","startTime":1313.01,"endTime":1317.15,"body":"tackle as a company? And what"},{"speaker":"Kyle Mountsier","startTime":1317.15,"endTime":1321.68,"body":"are the things that are that you"},{"speaker":"Kyle Mountsier","startTime":1317.15,"endTime":1321.68,"body":"found as barriers in the way to"},{"speaker":"Kyle Mountsier","startTime":1321.8,"endTime":1325.79,"body":"supporting some of these, like"},{"speaker":"Kyle Mountsier","startTime":1321.8,"endTime":1325.79,"body":"single rooftop, or, you know,"},{"speaker":"Kyle Mountsier","startTime":1325.79,"endTime":1329.48,"body":"one or two or three rooftop"},{"speaker":"Kyle Mountsier","startTime":1325.79,"endTime":1329.48,"body":"dealer or dealer groups, where"},{"speaker":"Kyle Mountsier","startTime":1329.51,"endTime":1332.15,"body":"they don't get the benefit of"},{"speaker":"Kyle Mountsier","startTime":1329.51,"endTime":1332.15,"body":"consolidation, or owning the"},{"speaker":"Kyle Mountsier","startTime":1332.15,"endTime":1337.07,"body":"full tech stack or having the"},{"speaker":"Kyle Mountsier","startTime":1332.15,"endTime":1337.07,"body":"leverage to tell CDK to, you"},{"speaker":"Kyle Mountsier","startTime":1337.07,"endTime":1340.13,"body":"know, to get their data out? Or"},{"speaker":"Kyle Mountsier","startTime":1337.07,"endTime":1340.13,"body":"they're gonna leave them? And"},{"speaker":"Kyle Mountsier","startTime":1340.16,"endTime":1343.04,"body":"you know, they don't really"},{"speaker":"Kyle Mountsier","startTime":1340.16,"endTime":1343.04,"body":"care? Like, what are you having"},{"speaker":"Kyle Mountsier","startTime":1343.04,"endTime":1346.34,"body":"to do as a as a tech partner for"},{"speaker":"Kyle Mountsier","startTime":1343.04,"endTime":1346.34,"body":"some of those dealers and dealer"},{"speaker":"Kyle Mountsier","startTime":1346.34,"endTime":1349.49,"body":"groups that are more progressive"},{"speaker":"Kyle Mountsier","startTime":1346.34,"endTime":1349.49,"body":"that are thinking like at like"},{"speaker":"Kyle Mountsier","startTime":1349.49,"endTime":1352.25,"body":"in Asbury, they just don't have"},{"speaker":"Kyle Mountsier","startTime":1349.49,"endTime":1352.25,"body":"the resources to do that? What"},{"speaker":"Kyle Mountsier","startTime":1352.25,"endTime":1355.04,"body":"does it take for a tech company"},{"speaker":"Kyle Mountsier","startTime":1352.25,"endTime":1355.04,"body":"like yourself in our industry,"},{"speaker":"Kyle Mountsier","startTime":1355.43,"endTime":1358.52,"body":"to make things happen for them"},{"speaker":"Kyle Mountsier","startTime":1355.43,"endTime":1358.52,"body":"that they need to have happen?"},{"speaker":"Ryan Osten","startTime":1358.64,"endTime":1362.51,"body":"Yeah, absolutely. So"},{"speaker":"Ryan Osten","startTime":1358.64,"endTime":1362.51,"body":"like talking about these really"},{"speaker":"Ryan Osten","startTime":1362.51,"endTime":1365.99,"body":"hard problems requiring"},{"speaker":"Ryan Osten","startTime":1362.51,"endTime":1365.99,"body":"solutions across the entire"},{"speaker":"Ryan Osten","startTime":1365.99,"endTime":1369.98,"body":"stack. The beauty of where we're"},{"speaker":"Ryan Osten","startTime":1365.99,"endTime":1369.98,"body":"at right now is that we have"},{"speaker":"Ryan Osten","startTime":1370.04,"endTime":1374.66,"body":"those that ecosystem within"},{"speaker":"Ryan Osten","startTime":1370.04,"endTime":1374.66,"body":"Reynolds of that entire stack,"},{"speaker":"Ryan Osten","startTime":1374.66,"endTime":1378.14,"body":"right, we have a CRM, we have a"},{"speaker":"Ryan Osten","startTime":1374.66,"endTime":1378.14,"body":"DMS, we have messaging, we have"},{"speaker":"Ryan Osten","startTime":1378.14,"endTime":1382.22,"body":"digital retailing, we have fixed"},{"speaker":"Ryan Osten","startTime":1378.14,"endTime":1382.22,"body":"ops, we really have almost"},{"speaker":"Ryan Osten","startTime":1382.22,"endTime":1386.93,"body":"everything. And so by having"},{"speaker":"Ryan Osten","startTime":1382.22,"endTime":1386.93,"body":"that we're now able to create"},{"speaker":"Ryan Osten","startTime":1386.96,"endTime":1393.47,"body":"experiences for dealership users"},{"speaker":"Ryan Osten","startTime":1386.96,"endTime":1393.47,"body":"as well as consumers that are"},{"speaker":"Ryan Osten","startTime":1393.47,"endTime":1398.96,"body":"limitless, right? We're not"},{"speaker":"Ryan Osten","startTime":1393.47,"endTime":1398.96,"body":"bound or constrained by an API"},{"speaker":"Ryan Osten","startTime":1398.99,"endTime":1405.02,"body":"of some company, that of another"},{"speaker":"Ryan Osten","startTime":1398.99,"endTime":1405.02,"body":"company that you know, that it's"},{"speaker":"Ryan Osten","startTime":1405.02,"endTime":1407.36,"body":"hard to get in, it's hard to get"},{"speaker":"Ryan Osten","startTime":1405.02,"endTime":1407.36,"body":"things done with because they"},{"speaker":"Ryan Osten","startTime":1407.36,"endTime":1410.45,"body":"have their own priorities. And,"},{"speaker":"Ryan Osten","startTime":1407.36,"endTime":1410.45,"body":"and they're not our company,"},{"speaker":"Ryan Osten","startTime":1410.45,"endTime":1413.03,"body":"right? But now because we have a"},{"speaker":"Ryan Osten","startTime":1410.45,"endTime":1413.03,"body":"CRM, we can say, You know what,"},{"speaker":"Ryan Osten","startTime":1413.15,"endTime":1416.99,"body":"when a customer comes in to"},{"speaker":"Ryan Osten","startTime":1413.15,"endTime":1416.99,"body":"chat, why don't when we get an"},{"speaker":"Ryan Osten","startTime":1416.99,"endTime":1419.72,"body":"identifier for them, like a"},{"speaker":"Ryan Osten","startTime":1416.99,"endTime":1419.72,"body":"phone number, and email, why"},{"speaker":"Ryan Osten","startTime":1419.72,"endTime":1424.7,"body":"don't we go look them up in CRM,"},{"speaker":"Ryan Osten","startTime":1419.72,"endTime":1424.7,"body":"and surface all of the data that"},{"speaker":"Ryan Osten","startTime":1424.7,"endTime":1427.43,"body":"we find in CRM, like what"},{"speaker":"Ryan Osten","startTime":1424.7,"endTime":1427.43,"body":"vehicles they own, and how much"},{"speaker":"Ryan Osten","startTime":1427.43,"endTime":1430.37,"body":"trade equity is on their"},{"speaker":"Ryan Osten","startTime":1427.43,"endTime":1430.37,"body":"vehicles? Why don't we show that"},{"speaker":"Ryan Osten","startTime":1430.52,"endTime":1434.27,"body":"to the dealership user in the"},{"speaker":"Ryan Osten","startTime":1430.52,"endTime":1434.27,"body":"chat? Why don't we, you know,"},{"speaker":"Ryan Osten","startTime":1434.27,"endTime":1438.32,"body":"use that to create an experience"},{"speaker":"Ryan Osten","startTime":1434.27,"endTime":1438.32,"body":"for the customer that we"},{"speaker":"Ryan Osten","startTime":1438.32,"endTime":1441.95,"body":"wouldn't be able to do with"},{"speaker":"Ryan Osten","startTime":1438.32,"endTime":1441.95,"body":"anybody else? Right. So I think"},{"speaker":"Ryan Osten","startTime":1441.95,"endTime":1445.43,"body":"that the and you look outside"},{"speaker":"Ryan Osten","startTime":1441.95,"endTime":1445.43,"body":"the like we're talking about"},{"speaker":"Ryan Osten","startTime":1445.43,"endTime":1448.37,"body":"other industries, I'm looking at"},{"speaker":"Ryan Osten","startTime":1445.43,"endTime":1448.37,"body":"zoom right now. And they've"},{"speaker":"Ryan Osten","startTime":1448.37,"endTime":1452.93,"body":"really gone to a lot of the"},{"speaker":"Ryan Osten","startTime":1448.37,"endTime":1452.93,"body":"companies full solutions, right"},{"speaker":"Ryan Osten","startTime":1452.93,"endTime":1455.69,"body":"used to start with like, we're"},{"speaker":"Ryan Osten","startTime":1452.93,"endTime":1455.69,"body":"trying to solve a specific"},{"speaker":"Ryan Osten","startTime":1455.69,"endTime":1460.13,"body":"problem. In the case of zoom. It"},{"speaker":"Ryan Osten","startTime":1455.69,"endTime":1460.13,"body":"was VA online Meetings Suck,"},{"speaker":"Ryan Osten","startTime":1460.16,"endTime":1463.55,"body":"right? And they're not reliable."},{"speaker":"Ryan Osten","startTime":1460.16,"endTime":1463.55,"body":"So let's fix that. Now. They're"},{"speaker":"Ryan Osten","startTime":1463.55,"endTime":1466.01,"body":"like, how do we bring chat into"},{"speaker":"Ryan Osten","startTime":1463.55,"endTime":1466.01,"body":"the game? How do we bring"},{"speaker":"Ryan Osten","startTime":1466.01,"endTime":1469.61,"body":"webinars into the game? How do"},{"speaker":"Ryan Osten","startTime":1466.01,"endTime":1469.61,"body":"we make like a full solution,"},{"speaker":"Ryan Osten","startTime":1469.76,"endTime":1474.74,"body":"one stop shop for our set target"},{"speaker":"Ryan Osten","startTime":1469.76,"endTime":1474.74,"body":"customer, and that's really"},{"speaker":"Ryan Osten","startTime":1474.74,"endTime":1478.07,"body":"where we're going is to bring"},{"speaker":"Ryan Osten","startTime":1474.74,"endTime":1478.07,"body":"that full solution so that"},{"speaker":"Ryan Osten","startTime":1478.07,"endTime":1481.79,"body":"dealers don't have that friction"},{"speaker":"Ryan Osten","startTime":1478.07,"endTime":1481.79,"body":"across across their stack."},{"speaker":"Kyle Mountsier","startTime":1482.659,"endTime":1485.719,"body":"Wow. I mean, I"},{"speaker":"Kyle Mountsier","startTime":1482.659,"endTime":1485.719,"body":"love what you're doing. And I"},{"speaker":"Kyle Mountsier","startTime":1485.719,"endTime":1491.179,"body":"think that it is progressive and"},{"speaker":"Kyle Mountsier","startTime":1485.719,"endTime":1491.179,"body":"innovative. And I it's it sounds"},{"speaker":"Kyle Mountsier","startTime":1491.179,"endTime":1494.539,"body":"like a lot of work. Like I think"},{"speaker":"Kyle Mountsier","startTime":1491.179,"endTime":1494.539,"body":"everyone kind of had that when"},{"speaker":"Kyle Mountsier","startTime":1494.539,"endTime":1497.389,"body":"you when the acquisition"},{"speaker":"Kyle Mountsier","startTime":1494.539,"endTime":1497.389,"body":"happened, what a little over a"},{"speaker":"Kyle Mountsier","startTime":1497.389,"endTime":1499.849,"body":"year ago. Now. It's like, all"},{"speaker":"Kyle Mountsier","startTime":1497.389,"endTime":1499.849,"body":"right, what are they going to"},{"speaker":"Kyle Mountsier","startTime":1499.849,"endTime":1502.549,"body":"do? Are they gonna figure it out"},{"speaker":"Kyle Mountsier","startTime":1499.849,"endTime":1502.549,"body":"and it sounds like you're well"},{"speaker":"Kyle Mountsier","startTime":1502.549,"endTime":1504.799,"body":"on your way, and I'm still there"},{"speaker":"Kyle Mountsier","startTime":1502.549,"endTime":1504.799,"body":"still, I'm sure there's still"},{"speaker":"Kyle Mountsier","startTime":1504.799,"endTime":1508.249,"body":"kinks and things you're working"},{"speaker":"Kyle Mountsier","startTime":1504.799,"endTime":1508.249,"body":"to fix and appreciate that you"},{"speaker":"Kyle Mountsier","startTime":1508.249,"endTime":1510.649,"body":"have the energy and the"},{"speaker":"Kyle Mountsier","startTime":1508.249,"endTime":1510.649,"body":"intensity and that you built"},{"speaker":"Kyle Mountsier","startTime":1510.649,"endTime":1513.349,"body":"this culture that says, hey,"},{"speaker":"Kyle Mountsier","startTime":1510.649,"endTime":1513.349,"body":"look, we're always going to have"},{"speaker":"Kyle Mountsier","startTime":1513.349,"endTime":1516.589,"body":"that that type of fun. I'm"},{"speaker":"Kyle Mountsier","startTime":1513.349,"endTime":1516.589,"body":"really, really appreciate you"},{"speaker":"Kyle Mountsier","startTime":1516.589,"endTime":1520.129,"body":"being on with us today. Can't"},{"speaker":"Kyle Mountsier","startTime":1516.589,"endTime":1520.129,"body":"wait to see you in Philly. And"},{"speaker":"Kyle Mountsier","startTime":1520.399,"endTime":1523.729,"body":"thanks for everything that you"},{"speaker":"Kyle Mountsier","startTime":1520.399,"endTime":1523.729,"body":"do, in and through our industry"},{"speaker":"Kyle Mountsier","startTime":1523.729,"endTime":1526.129,"body":"from a tech perspective. So"},{"speaker":"Kyle Mountsier","startTime":1523.729,"endTime":1526.129,"body":"thanks for the conversation."},{"speaker":"Kyle Mountsier","startTime":1526.279,"endTime":1526.939,"body":"Great. Thanks,"},{"speaker":"Ryan Osten","startTime":1526.94,"endTime":1529.37,"body":"Kyle. And thanks,"},{"speaker":"Ryan Osten","startTime":1526.94,"endTime":1529.37,"body":"Paul, it's always a pleasure,"},{"speaker":"Ryan Osten","startTime":1529.37,"endTime":1531.11,"body":"thanks for having me on. And I'm"},{"speaker":"Ryan Osten","startTime":1529.37,"endTime":1531.11,"body":"looking forward to the"},{"speaker":"Ryan Osten","startTime":1531.11,"endTime":1534.71,"body":"conference and having that that"},{"speaker":"Ryan Osten","startTime":1531.11,"endTime":1534.71,"body":"energy in person there, so it's"},{"speaker":"Ryan Osten","startTime":1534.71,"endTime":1535.34,"body":"gonna be great."},{"speaker":"Kyle Mountsier","startTime":1539.69,"endTime":1544.4,"body":"I cannot imagine"},{"speaker":"Kyle Mountsier","startTime":1539.69,"endTime":1544.4,"body":"being in a being a technology"},{"speaker":"Kyle Mountsier","startTime":1544.4,"endTime":1547.34,"body":"partner in automotive and going"},{"speaker":"Kyle Mountsier","startTime":1544.4,"endTime":1547.34,"body":"through years and years and"},{"speaker":"Kyle Mountsier","startTime":1547.34,"endTime":1549.98,"body":"years of trying to pull down all"},{"speaker":"Kyle Mountsier","startTime":1547.34,"endTime":1549.98,"body":"these API's and all the"},{"speaker":"Kyle Mountsier","startTime":1549.98,"endTime":1553.73,"body":"integrations and then moving"},{"speaker":"Kyle Mountsier","startTime":1549.98,"endTime":1553.73,"body":"into being purchased by a"},{"speaker":"Kyle Mountsier","startTime":1553.73,"endTime":1557.6,"body":"company like Reynolds and then"},{"speaker":"Kyle Mountsier","startTime":1553.73,"endTime":1557.6,"body":"having the access to all of this"},{"speaker":"Kyle Mountsier","startTime":1557.6,"endTime":1561.56,"body":"data and all of the integrations"},{"speaker":"Kyle Mountsier","startTime":1557.6,"endTime":1561.56,"body":"that now you can tie together"},{"speaker":"Kyle Mountsier","startTime":1561.56,"endTime":1566.48,"body":"and give access to for dealer"},{"speaker":"Kyle Mountsier","startTime":1561.56,"endTime":1566.48,"body":"partners, but still have to like"},{"speaker":"Kyle Mountsier","startTime":1566.48,"endTime":1570.56,"body":"maintain relationships among"},{"speaker":"Kyle Mountsier","startTime":1566.48,"endTime":1570.56,"body":"other industry partners. And I"},{"speaker":"Kyle Mountsier","startTime":1570.56,"endTime":1573.56,"body":"appreciate that, like it's not"},{"speaker":"Kyle Mountsier","startTime":1570.56,"endTime":1573.56,"body":"just the culture that they"},{"speaker":"Kyle Mountsier","startTime":1573.62,"endTime":1576.35,"body":"created, but the technology"},{"speaker":"Kyle Mountsier","startTime":1573.62,"endTime":1576.35,"body":"platform that they've created"},{"speaker":"Kyle Mountsier","startTime":1576.56,"endTime":1579.68,"body":"that is trying to push the"},{"speaker":"Kyle Mountsier","startTime":1576.56,"endTime":1579.68,"body":"boundaries and attempting to"},{"speaker":"Kyle Mountsier","startTime":1579.68,"endTime":1583.25,"body":"move forward with this connected"},{"speaker":"Kyle Mountsier","startTime":1579.68,"endTime":1583.25,"body":"data services in order to create"},{"speaker":"Kyle Mountsier","startTime":1583.25,"endTime":1586.58,"body":"a great customer experience I'm"},{"speaker":"Kyle Mountsier","startTime":1583.25,"endTime":1586.58,"body":"impressed by both ends of the"},{"speaker":"Kyle Mountsier","startTime":1586.58,"endTime":1589.22,"body":"spectrum that he talked about in"},{"speaker":"Kyle Mountsier","startTime":1586.58,"endTime":1589.22,"body":"the in that conversation."},{"speaker":"Paul Daly","startTime":1589.82,"endTime":1591.74,"body":"You know, not"},{"speaker":"Paul Daly","startTime":1589.82,"endTime":1591.74,"body":"everybody can pull that off you"},{"speaker":"Paul Daly","startTime":1591.74,"endTime":1594.95,"body":"think about like every every"},{"speaker":"Paul Daly","startTime":1591.74,"endTime":1594.95,"body":"company that has a lot of"},{"speaker":"Paul Daly","startTime":1594.95,"endTime":1598.46,"body":"clients legacy companies there"},{"speaker":"Paul Daly","startTime":1594.95,"endTime":1598.46,"body":"there are a whole lot of"},{"speaker":"Paul Daly","startTime":1598.58,"endTime":1602.63,"body":"opinions about them out there"},{"speaker":"Paul Daly","startTime":1598.58,"endTime":1602.63,"body":"and to be I think absorbed into"},{"speaker":"Paul Daly","startTime":1602.63,"endTime":1607.01,"body":"one of them and then still need"},{"speaker":"Paul Daly","startTime":1602.63,"endTime":1607.01,"body":"to maintain the identity that"},{"speaker":"Paul Daly","startTime":1607.01,"endTime":1610.61,"body":"made you great in the first"},{"speaker":"Paul Daly","startTime":1607.01,"endTime":1610.61,"body":"place is not an easy thing to"},{"speaker":"Paul Daly","startTime":1610.61,"endTime":1613.43,"body":"accomplish. And so this is the"},{"speaker":"Paul Daly","startTime":1610.61,"endTime":1613.43,"body":"first conversation you know,"},{"speaker":"Paul Daly","startTime":1613.43,"endTime":1618.11,"body":"I've had with I've had with"},{"speaker":"Paul Daly","startTime":1613.43,"endTime":1618.11,"body":"Ryan, since that has happened"},{"speaker":"Paul Daly","startTime":1618.14,"endTime":1621.71,"body":"and it was kind of encouraging"},{"speaker":"Paul Daly","startTime":1618.14,"endTime":1621.71,"body":"to see like the spirit is alive"},{"speaker":"Paul Daly","startTime":1621.74,"endTime":1624.2,"body":"you know, that's for me that"},{"speaker":"Paul Daly","startTime":1621.74,"endTime":1624.2,"body":"that that really hit home."},{"speaker":"Michael Cirillo","startTime":1624.8,"endTime":1627.71,"body":"But that's the"},{"speaker":"Michael Cirillo","startTime":1624.8,"endTime":1627.71,"body":"piece that is so difficult to"},{"speaker":"Michael Cirillo","startTime":1627.71,"endTime":1631.31,"body":"pull off to your point like"},{"speaker":"Michael Cirillo","startTime":1627.71,"endTime":1631.31,"body":"we've seen so many companies"},{"speaker":"Michael Cirillo","startTime":1631.31,"endTime":1634.37,"body":"rise from like kind of humble"},{"speaker":"Michael Cirillo","startTime":1631.31,"endTime":1634.37,"body":"beginnings and then the minute"},{"speaker":"Michael Cirillo","startTime":1634.37,"endTime":1639.71,"body":"they get it they get a taste of"},{"speaker":"Michael Cirillo","startTime":1634.37,"endTime":1639.71,"body":"the glory they they lose their"},{"speaker":"Michael Cirillo","startTime":1639.71,"endTime":1644.06,"body":"identity. And by the way Yeah,"},{"speaker":"Michael Cirillo","startTime":1639.71,"endTime":1644.06,"body":"their little Nacho Libre you"},{"speaker":"Michael Cirillo","startTime":1644.06,"endTime":1647.0,"body":"can't see it but there's a"},{"speaker":"Michael Cirillo","startTime":1644.06,"endTime":1647.0,"body":"there's some Nacho Libre art on"},{"speaker":"Michael Cirillo","startTime":1647.0,"endTime":1648.41,"body":"the wall back here fan art,"},{"speaker":"Paul Daly","startTime":1648.41,"endTime":1650.66,"body":"by the way. So we're"},{"speaker":"Paul Daly","startTime":1648.41,"endTime":1650.66,"body":"a little actually the poster."},{"speaker":"Paul Daly","startTime":1650.66,"endTime":1651.98,"body":"It's it's brilliant, by the way."},{"speaker":"Michael Cirillo","startTime":1653.13,"endTime":1659.31,"body":"this thing,"},{"speaker":"Michael Cirillo","startTime":1653.13,"endTime":1659.31,"body":"right? That's why I kind of"},{"speaker":"Michael Cirillo","startTime":1659.31,"endTime":1667.26,"body":"joked in our intro of like, is"},{"speaker":"Michael Cirillo","startTime":1659.31,"endTime":1667.26,"body":"it Gubagoo or Gubagoo or"},{"speaker":"Michael Cirillo","startTime":1667.29,"endTime":1670.26,"body":"topical? And what is it because"},{"speaker":"Michael Cirillo","startTime":1667.29,"endTime":1670.26,"body":"like, at that time, it was like,"},{"speaker":"Michael Cirillo","startTime":1670.44,"endTime":1673.26,"body":"No, guys, it's Gubagoo, You know"},{"speaker":"Michael Cirillo","startTime":1670.44,"endTime":1673.26,"body":"what I mean? Like they were very"},{"speaker":"Michael Cirillo","startTime":1673.56,"endTime":1679.23,"body":"early, educating, educating the"},{"speaker":"Michael Cirillo","startTime":1673.56,"endTime":1679.23,"body":"market and so it's inspiring to"},{"speaker":"Michael Cirillo","startTime":1679.23,"endTime":1683.61,"body":"see that rise and you know, just"},{"speaker":"Michael Cirillo","startTime":1679.23,"endTime":1683.61,"body":"I feel, I feel glad for them,"},{"speaker":"Michael Cirillo","startTime":1683.61,"endTime":1685.95,"body":"you know, like that they've been"},{"speaker":"Michael Cirillo","startTime":1683.61,"endTime":1685.95,"body":"able to kind of ring the bell on"},{"speaker":"Michael Cirillo","startTime":1685.95,"endTime":1688.86,"body":"that sense. So, we hope that you"},{"speaker":"Michael Cirillo","startTime":1685.95,"endTime":1688.86,"body":"enjoyed this conversation with"},{"speaker":"Michael Cirillo","startTime":1688.86,"endTime":1694.74,"body":"Ryan Osten, at Gubagoo on behalf"},{"speaker":"Michael Cirillo","startTime":1688.86,"endTime":1694.74,"body":"of Paul J Daly Kyle Mountsier,"},{"speaker":"Michael Cirillo","startTime":1694.77,"endTime":1697.71,"body":"myself, Michael Cirillo, thanks"},{"speaker":"Michael Cirillo","startTime":1694.77,"endTime":1697.71,"body":"for joining us here on Auto"},{"speaker":"Michael Cirillo","startTime":1697.71,"endTime":1698.19,"body":"Collabs."},{"speaker":"Unknown","startTime":1698.22,"endTime":1701.61,"body":"Sign up for our free"},{"speaker":"Unknown","startTime":1698.22,"endTime":1701.61,"body":"and fun to read daily email for"},{"speaker":"Unknown","startTime":1701.61,"endTime":1705.45,"body":"a free shot of relevant news and"},{"speaker":"Unknown","startTime":1701.61,"endTime":1705.45,"body":"automotive, retail media and pop"},{"speaker":"Unknown","startTime":1705.45,"endTime":1711.27,"body":"culture. You can get it now at"},{"speaker":"Unknown","startTime":1705.45,"endTime":1711.27,"body":"ASOtu.com That's ASOTu.com If"},{"speaker":"Unknown","startTime":1711.27,"endTime":1714.57,"body":"you love this podcast, please"},{"speaker":"Unknown","startTime":1711.27,"endTime":1714.57,"body":"leave us a review and share it"},{"speaker":"Unknown","startTime":1714.57,"endTime":1717.57,"body":"with a friend. Thanks again for"},{"speaker":"Unknown","startTime":1714.57,"endTime":1717.57,"body":"listening. We'll see you next"},{"speaker":"Unknown","startTime":1717.57,"endTime":1717.81,"body":"time"}]}