{"version":"1.0.0","segments":[{"speaker":"Paul Daly","startTime":0.42,"endTime":1.77,"body":"Kyle, I'm gonna let"},{"speaker":"Paul Daly","startTime":0.42,"endTime":1.77,"body":"you say his name"},{"speaker":"Unknown","startTime":12.15,"endTime":14.19,"body":"this is Auto collabs."},{"speaker":"Kyle Mountsier","startTime":15.48,"endTime":19.92,"body":"Oh, no. So we"},{"speaker":"Kyle Mountsier","startTime":15.48,"endTime":19.92,"body":"yeah, sometimes sometimes we"},{"speaker":"Kyle Mountsier","startTime":19.92,"endTime":22.23,"body":"start a pod. And we don't know,"},{"speaker":"Kyle Mountsier","startTime":19.92,"endTime":22.23,"body":"we started the pod, which is"},{"speaker":"Kyle Mountsier","startTime":22.23,"endTime":25.41,"body":"what Paul just did right now."},{"speaker":"Kyle Mountsier","startTime":22.23,"endTime":25.41,"body":"And I'm gonna attempt to say"},{"speaker":"Kyle Mountsier","startTime":25.47,"endTime":30.66,"body":"John Clavedetscher. Last Name."},{"speaker":"Kyle Mountsier","startTime":25.47,"endTime":30.66,"body":"Good. We're really excited to"},{"speaker":"Kyle Mountsier","startTime":30.69,"endTime":34.14,"body":"have him on today. And, you"},{"speaker":"Kyle Mountsier","startTime":30.69,"endTime":34.14,"body":"know, one of the things that you"},{"speaker":"Kyle Mountsier","startTime":34.14,"endTime":38.61,"body":"have to do when you haven't met"},{"speaker":"Kyle Mountsier","startTime":34.14,"endTime":38.61,"body":"someone in person or, or"},{"speaker":"Kyle Mountsier","startTime":38.61,"endTime":42.3,"body":"throughout the industry is you"},{"speaker":"Kyle Mountsier","startTime":38.61,"endTime":42.3,"body":"kind of got to do the old, Hey,"},{"speaker":"Kyle Mountsier","startTime":42.33,"endTime":45.24,"body":"I've looked at his LinkedIn"},{"speaker":"Kyle Mountsier","startTime":42.33,"endTime":45.24,"body":"perusal. And what I'm really"},{"speaker":"Kyle Mountsier","startTime":45.24,"endTime":49.14,"body":"excited about with the"},{"speaker":"Kyle Mountsier","startTime":45.24,"endTime":49.14,"body":"conversation with John is kind"},{"speaker":"Kyle Mountsier","startTime":49.14,"endTime":53.37,"body":"of diving into the fact that,"},{"speaker":"Kyle Mountsier","startTime":49.14,"endTime":53.37,"body":"you know, he was early on with"},{"speaker":"Kyle Mountsier","startTime":53.4,"endTime":56.58,"body":"CARS.com, and Vetter and the"},{"speaker":"Kyle Mountsier","startTime":53.4,"endTime":56.58,"body":"whole team there and then has"},{"speaker":"Kyle Mountsier","startTime":56.58,"endTime":60.87,"body":"taken this brief hiatus outside"},{"speaker":"Kyle Mountsier","startTime":56.58,"endTime":60.87,"body":"of automotive, which I think is"},{"speaker":"Kyle Mountsier","startTime":60.87,"endTime":64.2,"body":"a really distinct advantage for"},{"speaker":"Kyle Mountsier","startTime":60.87,"endTime":64.2,"body":"him coming back into automotive"},{"speaker":"Kyle Mountsier","startTime":64.38,"endTime":68.4,"body":"understanding kind of the"},{"speaker":"Kyle Mountsier","startTime":64.38,"endTime":68.4,"body":"dynamics of retail and, and"},{"speaker":"Kyle Mountsier","startTime":68.4,"endTime":71.52,"body":"advertising and all of that. And"},{"speaker":"Kyle Mountsier","startTime":68.4,"endTime":71.52,"body":"so I'm just interested to kind"},{"speaker":"Kyle Mountsier","startTime":71.52,"endTime":74.88,"body":"of see the way he ties together"},{"speaker":"Kyle Mountsier","startTime":71.52,"endTime":74.88,"body":"the dots on, you know, his"},{"speaker":"Kyle Mountsier","startTime":74.91,"endTime":79.11,"body":"legacy, understanding of the"},{"speaker":"Kyle Mountsier","startTime":74.91,"endTime":79.11,"body":"business, the outside"},{"speaker":"Kyle Mountsier","startTime":79.14,"endTime":82.14,"body":"impression, and then, you know,"},{"speaker":"Kyle Mountsier","startTime":79.14,"endTime":82.14,"body":"coming back to the new industry,"},{"speaker":"Kyle Mountsier","startTime":82.14,"endTime":85.26,"body":"kind of like getting his feet"},{"speaker":"Kyle Mountsier","startTime":82.14,"endTime":85.26,"body":"wet again and tiptoeing into"},{"speaker":"Kyle Mountsier","startTime":85.26,"endTime":88.02,"body":"what's going on interested to"},{"speaker":"Kyle Mountsier","startTime":85.26,"endTime":88.02,"body":"see what he says,"},{"speaker":"Paul Daly","startTime":88.41,"endTime":90.48,"body":"like anyone who's a"},{"speaker":"Paul Daly","startTime":88.41,"endTime":90.48,"body":"practitioner, right in the"},{"speaker":"Paul Daly","startTime":90.48,"endTime":94.65,"body":"entrepreneur, entrepreneurial"},{"speaker":"Paul Daly","startTime":90.48,"endTime":94.65,"body":"nature of what he did with CARS"},{"speaker":"Paul Daly","startTime":94.65,"endTime":98.52,"body":"in the early days, and then what"},{"speaker":"Paul Daly","startTime":94.65,"endTime":98.52,"body":"he did with the screen company"},{"speaker":"Paul Daly","startTime":98.52,"endTime":102.72,"body":"that is like, thriving and"},{"speaker":"Paul Daly","startTime":98.52,"endTime":102.72,"body":"succeeding, and then bring that"},{"speaker":"Paul Daly","startTime":102.72,"endTime":105.9,"body":"energy back in anyone who does"},{"speaker":"Paul Daly","startTime":102.72,"endTime":105.9,"body":"that, like I always move a"},{"speaker":"Paul Daly","startTime":105.9,"endTime":108.15,"body":"little closer to those people,"},{"speaker":"Paul Daly","startTime":105.9,"endTime":108.15,"body":"because I feel like they're my"},{"speaker":"Paul Daly","startTime":108.15,"endTime":111.3,"body":"people. You know what I mean?"},{"speaker":"Paul Daly","startTime":108.15,"endTime":111.3,"body":"Not just a theorist, but an"},{"speaker":"Paul Daly","startTime":111.3,"endTime":114.06,"body":"actual practitioner. Those are"},{"speaker":"Paul Daly","startTime":111.3,"endTime":114.06,"body":"the kinds of people that just"},{"speaker":"Paul Daly","startTime":114.06,"endTime":114.84,"body":"get me excited."},{"speaker":"Michael Cirillo","startTime":116.28,"endTime":119.91,"body":"It's, well, it"},{"speaker":"Michael Cirillo","startTime":116.28,"endTime":119.91,"body":"gives, I almost said substance"},{"speaker":"Michael Cirillo","startTime":119.91,"endTime":126.36,"body":"that only comes from experience"},{"speaker":"Michael Cirillo","startTime":119.91,"endTime":126.36,"body":"to go there. But man, I'm"},{"speaker":"Michael Cirillo","startTime":126.36,"endTime":130.02,"body":"excited to hop in. We hope you"},{"speaker":"Michael Cirillo","startTime":126.36,"endTime":130.02,"body":"enjoy our conversation with John"},{"speaker":"Michael Cirillo","startTime":139.29,"endTime":139.41,"body":"Clavadetscher."},{"speaker":"Paul Daly","startTime":139.47,"endTime":142.47,"body":"John, thank you so"},{"speaker":"Paul Daly","startTime":139.47,"endTime":142.47,"body":"much for joining us today. You"},{"speaker":"Paul Daly","startTime":142.47,"endTime":146.4,"body":"know, it's not every day, we get"},{"speaker":"Paul Daly","startTime":142.47,"endTime":146.4,"body":"to have like a deep conversation"},{"speaker":"Paul Daly","startTime":146.4,"endTime":149.19,"body":"with someone that we've kind of"},{"speaker":"Paul Daly","startTime":146.4,"endTime":149.19,"body":"just met, but has a lot of"},{"speaker":"Paul Daly","startTime":149.19,"endTime":152.4,"body":"industry experience. So excited"},{"speaker":"Paul Daly","startTime":149.19,"endTime":152.4,"body":"to hear how this conversation"},{"speaker":"Paul Daly","startTime":152.4,"endTime":152.82,"body":"goes."},{"speaker":"John Clavadetscher","startTime":153.78,"endTime":155.1,"body":"Great. It's"},{"speaker":"John Clavadetscher","startTime":153.78,"endTime":155.1,"body":"an honor to be here really"},{"speaker":"John Clavadetscher","startTime":155.1,"endTime":158.31,"body":"appreciate the community that"},{"speaker":"John Clavadetscher","startTime":155.1,"endTime":158.31,"body":"you all built and what you're"},{"speaker":"John Clavadetscher","startTime":158.31,"endTime":160.68,"body":"doing for both automotive"},{"speaker":"John Clavadetscher","startTime":158.31,"endTime":160.68,"body":"dealers and the automotive"},{"speaker":"John Clavadetscher","startTime":160.68,"endTime":162.63,"body":"industry as a whole. So it's an"},{"speaker":"John Clavadetscher","startTime":160.68,"endTime":162.63,"body":"honor, it's pleasure."},{"speaker":"Paul Daly","startTime":162.93,"endTime":165.0,"body":"So thank you, and"},{"speaker":"Paul Daly","startTime":162.93,"endTime":165.0,"body":"it's great to have you here as"},{"speaker":"Paul Daly","startTime":165.0,"endTime":170.94,"body":"well. So we were just been"},{"speaker":"Paul Daly","startTime":165.0,"endTime":170.94,"body":"talking about the benefit of"},{"speaker":"Paul Daly","startTime":170.94,"endTime":175.59,"body":"experience when it comes to"},{"speaker":"Paul Daly","startTime":170.94,"endTime":175.59,"body":"disruption, to have seen cycles"},{"speaker":"Paul Daly","startTime":175.59,"endTime":179.22,"body":"of disruption happen before. And"},{"speaker":"Paul Daly","startTime":175.59,"endTime":179.22,"body":"to know that now when something"},{"speaker":"Paul Daly","startTime":179.22,"endTime":182.43,"body":"else changes in an industry, you"},{"speaker":"Paul Daly","startTime":179.22,"endTime":182.43,"body":"don't have to be the first one"},{"speaker":"Paul Daly","startTime":182.43,"endTime":186.0,"body":"to like instinctively react,"},{"speaker":"Paul Daly","startTime":182.43,"endTime":186.0,"body":"just because you feel this need"},{"speaker":"Paul Daly","startTime":186.0,"endTime":188.82,"body":"to have to do something, you"},{"speaker":"Paul Daly","startTime":186.0,"endTime":188.82,"body":"actually have the benefit of"},{"speaker":"Paul Daly","startTime":188.82,"endTime":192.51,"body":"saying like, okay, let's we can"},{"speaker":"Paul Daly","startTime":188.82,"endTime":192.51,"body":"we can actually pause for a"},{"speaker":"Paul Daly","startTime":192.51,"endTime":195.69,"body":"second and see which way this"},{"speaker":"Paul Daly","startTime":192.51,"endTime":195.69,"body":"thing's going to run. And so we"},{"speaker":"Paul Daly","startTime":195.69,"endTime":198.96,"body":"can react and cut it off at the"},{"speaker":"Paul Daly","startTime":195.69,"endTime":198.96,"body":"point instead of end up chasing"},{"speaker":"Paul Daly","startTime":198.96,"endTime":203.04,"body":"it. What are you seeing this"},{"speaker":"Paul Daly","startTime":198.96,"endTime":203.04,"body":"time around? And like the"},{"speaker":"Paul Daly","startTime":203.04,"endTime":205.86,"body":"disruptions that are happening"},{"speaker":"Paul Daly","startTime":203.04,"endTime":205.86,"body":"in retail automotive and in"},{"speaker":"Paul Daly","startTime":205.86,"endTime":209.01,"body":"digital? And how would you"},{"speaker":"Paul Daly","startTime":205.86,"endTime":209.01,"body":"compare those to disruptions"},{"speaker":"Paul Daly","startTime":209.01,"endTime":210.12,"body":"you've seen in the past?"},{"speaker":"John Clavadetscher","startTime":211.08,"endTime":213.72,"body":"Yeah, well,"},{"speaker":"John Clavadetscher","startTime":211.08,"endTime":213.72,"body":"again, I'm super thrilled to be"},{"speaker":"John Clavadetscher","startTime":213.72,"endTime":216.48,"body":"here. And just a pair of what"},{"speaker":"John Clavadetscher","startTime":213.72,"endTime":216.48,"body":"you all have done for the"},{"speaker":"John Clavadetscher","startTime":216.48,"endTime":219.27,"body":"community as a whole as you talk"},{"speaker":"John Clavadetscher","startTime":216.48,"endTime":219.27,"body":"about these experiences, and the"},{"speaker":"John Clavadetscher","startTime":219.27,"endTime":222.42,"body":"ability to learn from outside"},{"speaker":"John Clavadetscher","startTime":219.27,"endTime":222.42,"body":"and what's outside of auto,"},{"speaker":"John Clavadetscher","startTime":222.42,"endTime":224.94,"body":"which I know is part of the"},{"speaker":"John Clavadetscher","startTime":222.42,"endTime":224.94,"body":"vernacular of what you all do"},{"speaker":"John Clavadetscher","startTime":224.94,"endTime":228.3,"body":"and what your organization"},{"speaker":"John Clavadetscher","startTime":224.94,"endTime":228.3,"body":"provides. And it's I mean wish"},{"speaker":"John Clavadetscher","startTime":228.3,"endTime":231.57,"body":"list, we take great pride in"},{"speaker":"John Clavadetscher","startTime":228.3,"endTime":231.57,"body":"what automotive has done across"},{"speaker":"John Clavadetscher","startTime":231.57,"endTime":234.84,"body":"all verticals, from price"},{"speaker":"John Clavadetscher","startTime":231.57,"endTime":234.84,"body":"contextualization to really be"},{"speaker":"John Clavadetscher","startTime":234.84,"endTime":237.9,"body":"in the first search put in the"},{"speaker":"John Clavadetscher","startTime":234.84,"endTime":237.9,"body":"first 800 number on a classified"},{"speaker":"John Clavadetscher","startTime":237.9,"endTime":240.84,"body":"listing. I mean, there's so many"},{"speaker":"John Clavadetscher","startTime":237.9,"endTime":240.84,"body":"great examples of what Auto has"},{"speaker":"John Clavadetscher","startTime":240.84,"endTime":244.35,"body":"done, that other industries have"},{"speaker":"John Clavadetscher","startTime":240.84,"endTime":244.35,"body":"then borrowed. They can are at"},{"speaker":"John Clavadetscher","startTime":244.35,"endTime":247.38,"body":"an inflection point where now we"},{"speaker":"John Clavadetscher","startTime":244.35,"endTime":247.38,"body":"can learn from other industries"},{"speaker":"John Clavadetscher","startTime":247.38,"endTime":250.29,"body":"as a whole. And so Paul, to your"},{"speaker":"John Clavadetscher","startTime":247.38,"endTime":250.29,"body":"point, specifically, you know,"},{"speaker":"John Clavadetscher","startTime":250.29,"endTime":252.66,"body":"one of the key things that I"},{"speaker":"John Clavadetscher","startTime":250.29,"endTime":252.66,"body":"have learned over the last four"},{"speaker":"John Clavadetscher","startTime":252.66,"endTime":257.25,"body":"years, once I left auto was seen"},{"speaker":"John Clavadetscher","startTime":252.66,"endTime":257.25,"body":"about how retailers really"},{"speaker":"John Clavadetscher","startTime":257.25,"endTime":261.21,"body":"embrace the first party data and"},{"speaker":"John Clavadetscher","startTime":257.25,"endTime":261.21,"body":"really create a one to one"},{"speaker":"John Clavadetscher","startTime":261.21,"endTime":263.43,"body":"personalized, customized"},{"speaker":"John Clavadetscher","startTime":261.21,"endTime":263.43,"body":"relationship with their"},{"speaker":"John Clavadetscher","startTime":263.43,"endTime":267.48,"body":"customers. They move away from"},{"speaker":"John Clavadetscher","startTime":263.43,"endTime":267.48,"body":"this concept of sort of who owns"},{"speaker":"John Clavadetscher","startTime":267.51,"endTime":270.6,"body":"the customer, right? So is it"},{"speaker":"John Clavadetscher","startTime":267.51,"endTime":270.6,"body":"Coca Cola that owns the"},{"speaker":"John Clavadetscher","startTime":270.6,"endTime":274.02,"body":"customer? Or is it Target that"},{"speaker":"John Clavadetscher","startTime":270.6,"endTime":274.02,"body":"owns a customer that sells Coca"},{"speaker":"John Clavadetscher","startTime":274.02,"endTime":277.59,"body":"Cola, and it really focus on who"},{"speaker":"John Clavadetscher","startTime":274.02,"endTime":277.59,"body":"is the customer and what's the"},{"speaker":"John Clavadetscher","startTime":277.62,"endTime":281.01,"body":"best way to put the right"},{"speaker":"John Clavadetscher","startTime":277.62,"endTime":281.01,"body":"message to the right person at"},{"speaker":"John Clavadetscher","startTime":281.01,"endTime":284.01,"body":"the right place to provide that"},{"speaker":"John Clavadetscher","startTime":281.01,"endTime":284.01,"body":"customization and"},{"speaker":"John Clavadetscher","startTime":284.01,"endTime":287.52,"body":"personalization. And then Paul"},{"speaker":"John Clavadetscher","startTime":284.01,"endTime":287.52,"body":"the other point is that you know"},{"speaker":"John Clavadetscher","startTime":287.52,"endTime":291.9,"body":"your expectations outside of"},{"speaker":"John Clavadetscher","startTime":287.52,"endTime":291.9,"body":"auto frames, you're what you"},{"speaker":"John Clavadetscher","startTime":291.93,"endTime":296.07,"body":"what you want within auto and so"},{"speaker":"John Clavadetscher","startTime":291.93,"endTime":296.07,"body":"to auto then needs to evolve and"},{"speaker":"John Clavadetscher","startTime":296.07,"endTime":299.13,"body":"auto the needs to then see what"},{"speaker":"John Clavadetscher","startTime":296.07,"endTime":299.13,"body":"other industries have done to"},{"speaker":"John Clavadetscher","startTime":299.13,"endTime":301.02,"body":"then change the customer's"},{"speaker":"John Clavadetscher","startTime":299.13,"endTime":301.02,"body":"expectation."},{"speaker":"Paul Daly","startTime":301.14,"endTime":303.72,"body":"That's you just said"},{"speaker":"Paul Daly","startTime":301.14,"endTime":303.72,"body":"the expectations you have"},{"speaker":"Paul Daly","startTime":303.72,"endTime":308.79,"body":"outside of auto frame your"},{"speaker":"Paul Daly","startTime":303.72,"endTime":308.79,"body":"expectations with an auto. I"},{"speaker":"Paul Daly","startTime":308.79,"endTime":313.2,"body":"feel like that should be on a"},{"speaker":"Paul Daly","startTime":308.79,"endTime":313.2,"body":"plaque on the wall at ASOTU CON"},{"speaker":"Paul Daly","startTime":313.2,"endTime":317.46,"body":"Kyle, though doubt that is like"},{"speaker":"Paul Daly","startTime":313.2,"endTime":317.46,"body":"put it on a t shirt and ship it"},{"speaker":"Kyle Mountsier","startTime":317.0,"endTime":320.09,"body":"someone clip"},{"speaker":"Kyle Mountsier","startTime":317.0,"endTime":320.09,"body":"that and send it. I mean, that's"},{"speaker":"Kyle Mountsier","startTime":320.09,"endTime":323.36,"body":"just unbelievable. So well. But"},{"speaker":"Kyle Mountsier","startTime":320.09,"endTime":323.36,"body":"and here's what I think a lot"},{"speaker":"Kyle Mountsier","startTime":323.36,"endTime":326.9,"body":"of. So I think we probably need"},{"speaker":"Kyle Mountsier","startTime":323.36,"endTime":326.9,"body":"to give maybe the listeners a"},{"speaker":"Kyle Mountsier","startTime":326.9,"endTime":329.24,"body":"little bit of context, because"},{"speaker":"Kyle Mountsier","startTime":326.9,"endTime":329.24,"body":"you said four years outside of"},{"speaker":"Kyle Mountsier","startTime":329.24,"endTime":332.48,"body":"auto, you had a lot of history"},{"speaker":"Kyle Mountsier","startTime":329.24,"endTime":332.48,"body":"in auto. So I'd like to refer"},{"speaker":"Kyle Mountsier","startTime":332.51,"endTime":334.82,"body":"you want to give a lot of a"},{"speaker":"Kyle Mountsier","startTime":332.51,"endTime":334.82,"body":"little bit of context there."},{"speaker":"Kyle Mountsier","startTime":334.82,"endTime":339.11,"body":"But, you know, after you do"},{"speaker":"Kyle Mountsier","startTime":334.82,"endTime":339.11,"body":"that, one of the things that I"},{"speaker":"Kyle Mountsier","startTime":339.11,"endTime":341.18,"body":"think a lot of people think is"},{"speaker":"Kyle Mountsier","startTime":339.11,"endTime":341.18,"body":"like, well, I've never worked"},{"speaker":"Kyle Mountsier","startTime":341.18,"endTime":344.84,"body":"outside of auto. So how do you"},{"speaker":"Kyle Mountsier","startTime":341.18,"endTime":344.84,"body":"expect me to do that? Maybe"},{"speaker":"Kyle Mountsier","startTime":344.87,"endTime":347.57,"body":"frame it up as like, hey, you've"},{"speaker":"Kyle Mountsier","startTime":344.87,"endTime":347.57,"body":"had work experience career"},{"speaker":"Kyle Mountsier","startTime":347.57,"endTime":351.74,"body":"experience outside of auto. But"},{"speaker":"Kyle Mountsier","startTime":347.57,"endTime":351.74,"body":"really, from my perspective,"},{"speaker":"Kyle Mountsier","startTime":351.77,"endTime":354.5,"body":"everybody has experience outside"},{"speaker":"Kyle Mountsier","startTime":351.77,"endTime":354.5,"body":"of auto. And I think that's"},{"speaker":"Kyle Mountsier","startTime":354.5,"endTime":357.08,"body":"actually what you were probably"},{"speaker":"Kyle Mountsier","startTime":354.5,"endTime":357.08,"body":"leaning into in that in that"},{"speaker":"Kyle Mountsier","startTime":357.08,"endTime":361.67,"body":"point was like, You're you"},{"speaker":"Kyle Mountsier","startTime":357.08,"endTime":361.67,"body":"personally, anybody that is a"},{"speaker":"Kyle Mountsier","startTime":361.67,"endTime":365.99,"body":"you in this conversation has a"},{"speaker":"Kyle Mountsier","startTime":361.67,"endTime":365.99,"body":"framework outside of auto of"},{"speaker":"Kyle Mountsier","startTime":365.99,"endTime":369.35,"body":"which to perceive auto in,"},{"speaker":"Kyle Mountsier","startTime":365.99,"endTime":369.35,"body":"right. So walk through maybe"},{"speaker":"Kyle Mountsier","startTime":369.35,"endTime":371.9,"body":"your timeline, how you perceive"},{"speaker":"Kyle Mountsier","startTime":369.35,"endTime":371.9,"body":"it because of your career"},{"speaker":"Kyle Mountsier","startTime":371.9,"endTime":375.32,"body":"experience, but what you see is"},{"speaker":"Kyle Mountsier","startTime":371.9,"endTime":375.32,"body":"like people in general having"},{"speaker":"Kyle Mountsier","startTime":375.32,"endTime":377.06,"body":"that capacity? Yeah, I'll start"},{"speaker":"Kyle Mountsier","startTime":375.32,"endTime":377.06,"body":"with"},{"speaker":"John Clavadetscher","startTime":377.0,"endTime":379.022,"body":"the second"},{"speaker":"John Clavadetscher","startTime":377.0,"endTime":379.022,"body":"question first, because it's"},{"speaker":"John Clavadetscher","startTime":377.0,"endTime":490.76,"body":"quickly realized Welcome to the"},{"speaker":"John Clavadetscher","startTime":377.0,"endTime":490.76,"body":"automotive industry, of which"},{"speaker":"John Clavadetscher","startTime":379.074,"endTime":382.082,"body":"much more interesting and"},{"speaker":"John Clavadetscher","startTime":379.074,"endTime":382.082,"body":"fascinating than my history. And"},{"speaker":"John Clavadetscher","startTime":382.134,"endTime":385.246,"body":"what I would say is that, you"},{"speaker":"John Clavadetscher","startTime":382.134,"endTime":385.246,"body":"know, I have a friend that has"},{"speaker":"John Clavadetscher","startTime":385.298,"endTime":388.514,"body":"relatively older kids, and then"},{"speaker":"John Clavadetscher","startTime":385.298,"endTime":388.514,"body":"they just, they just had a new"},{"speaker":"John Clavadetscher","startTime":388.565,"endTime":391.677,"body":"young baby girl. And they've"},{"speaker":"John Clavadetscher","startTime":388.565,"endTime":391.677,"body":"been outside of the diaper game"},{"speaker":"John Clavadetscher","startTime":391.729,"endTime":394.841,"body":"and outside of the formula game"},{"speaker":"John Clavadetscher","startTime":391.729,"endTime":394.841,"body":"for let's call it, you know,"},{"speaker":"John Clavadetscher","startTime":394.893,"endTime":398.16,"body":"almost a decade. If they look at"},{"speaker":"John Clavadetscher","startTime":394.893,"endTime":398.16,"body":"their experiences with leading"},{"speaker":"John Clavadetscher","startTime":398.212,"endTime":401.324,"body":"retailers, whether that is a CVS"},{"speaker":"John Clavadetscher","startTime":398.212,"endTime":401.324,"body":"or Walgreens, a target. You"},{"speaker":"John Clavadetscher","startTime":401.376,"endTime":404.488,"body":"know, for many of those last"},{"speaker":"John Clavadetscher","startTime":401.376,"endTime":404.488,"body":"eight years, they never receive"},{"speaker":"John Clavadetscher","startTime":404.54,"endTime":407.34,"body":"messages for baby formula"},{"speaker":"John Clavadetscher","startTime":404.54,"endTime":407.34,"body":"diapers are things that were"},{"speaker":"John Clavadetscher","startTime":407.392,"endTime":410.193,"body":"germain to babies, right, they"},{"speaker":"John Clavadetscher","startTime":407.392,"endTime":410.193,"body":"would look at their app"},{"speaker":"John Clavadetscher","startTime":410.245,"endTime":413.357,"body":"experience and look at their"},{"speaker":"John Clavadetscher","startTime":410.245,"endTime":413.357,"body":"direct mail they received, they"},{"speaker":"John Clavadetscher","startTime":413.409,"endTime":416.417,"body":"would look at their email"},{"speaker":"John Clavadetscher","startTime":413.409,"endTime":416.417,"body":"communication from the retailer."},{"speaker":"John Clavadetscher","startTime":416.469,"endTime":419.632,"body":"And it really wasn't about the,"},{"speaker":"John Clavadetscher","startTime":416.469,"endTime":419.632,"body":"you know, the baby formula or"},{"speaker":"John Clavadetscher","startTime":419.684,"endTime":423.004,"body":"the diapers. And that baby hits"},{"speaker":"John Clavadetscher","startTime":419.684,"endTime":423.004,"body":"and she's comes into this world,"},{"speaker":"John Clavadetscher","startTime":423.056,"endTime":426.167,"body":"and it's a blessing. And next"},{"speaker":"John Clavadetscher","startTime":423.056,"endTime":426.167,"body":"thing, you know, you know, the"},{"speaker":"John Clavadetscher","startTime":426.219,"endTime":429.176,"body":"messages that offers the content"},{"speaker":"John Clavadetscher","startTime":426.219,"endTime":429.176,"body":"is all customized to the"},{"speaker":"John Clavadetscher","startTime":429.227,"endTime":432.391,"body":"individual person. And when you"},{"speaker":"John Clavadetscher","startTime":429.227,"endTime":432.391,"body":"think about your experiences,"},{"speaker":"John Clavadetscher","startTime":432.443,"endTime":435.555,"body":"whether you are a Starbucks app"},{"speaker":"John Clavadetscher","startTime":432.443,"endTime":435.555,"body":"user or you know, a American"},{"speaker":"John Clavadetscher","startTime":435.607,"endTime":438.615,"body":"Airlines flyer, which I think"},{"speaker":"John Clavadetscher","startTime":435.607,"endTime":438.615,"body":"both you all are from listen"},{"speaker":"John Clavadetscher","startTime":438.667,"endTime":441.934,"body":"your podcasts, right, you want"},{"speaker":"John Clavadetscher","startTime":438.667,"endTime":441.934,"body":"the in app experience to reflect"},{"speaker":"John Clavadetscher","startTime":441.986,"endTime":445.202,"body":"your travel tendencies and what"},{"speaker":"John Clavadetscher","startTime":441.986,"endTime":445.202,"body":"you experienced. And it's that"},{"speaker":"John Clavadetscher","startTime":445.254,"endTime":448.417,"body":"sort of ocular that then shaped"},{"speaker":"John Clavadetscher","startTime":445.254,"endTime":448.417,"body":"your expectation within auto,"},{"speaker":"John Clavadetscher","startTime":448.469,"endTime":451.477,"body":"you don't want to be viewed as"},{"speaker":"John Clavadetscher","startTime":448.469,"endTime":451.477,"body":"one of many, you want to be"},{"speaker":"John Clavadetscher","startTime":451.529,"endTime":454.538,"body":"viewed as one on one. And I"},{"speaker":"John Clavadetscher","startTime":451.529,"endTime":454.538,"body":"think that's that's, you know,"},{"speaker":"John Clavadetscher","startTime":454.589,"endTime":457.286,"body":"significantly important."},{"speaker":"John Clavadetscher","startTime":454.589,"endTime":457.286,"body":"McKinsey came into did some"},{"speaker":"John Clavadetscher","startTime":457.338,"endTime":460.45,"body":"great research on this, but"},{"speaker":"John Clavadetscher","startTime":457.338,"endTime":460.45,"body":"almost a little over a year ago."},{"speaker":"John Clavadetscher","startTime":460.502,"endTime":463.406,"body":"And two things that were"},{"speaker":"John Clavadetscher","startTime":460.502,"endTime":463.406,"body":"fascinated by that. One is, you"},{"speaker":"John Clavadetscher","startTime":463.458,"endTime":466.311,"body":"know, 76% of customers really"},{"speaker":"John Clavadetscher","startTime":463.458,"endTime":466.311,"body":"want to be engaged by the"},{"speaker":"John Clavadetscher","startTime":466.363,"endTime":469.112,"body":"retailer in a one to one"},{"speaker":"John Clavadetscher","startTime":466.363,"endTime":469.112,"body":"customized personalized way."},{"speaker":"John Clavadetscher","startTime":469.163,"endTime":472.016,"body":"Now, I'm sure that makes sense"},{"speaker":"John Clavadetscher","startTime":469.163,"endTime":472.016,"body":"to this group and to the"},{"speaker":"John Clavadetscher","startTime":472.068,"endTime":475.283,"body":"listeners, but was actually to"},{"speaker":"John Clavadetscher","startTime":472.068,"endTime":475.283,"body":"me was even more fascinating is"},{"speaker":"John Clavadetscher","startTime":475.335,"endTime":477.98,"body":"that close to 81%, or even"},{"speaker":"John Clavadetscher","startTime":475.335,"endTime":477.98,"body":"greater number of people"},{"speaker":"John Clavadetscher","startTime":478.032,"endTime":480.833,"body":"actually have a negative"},{"speaker":"John Clavadetscher","startTime":478.032,"endTime":480.833,"body":"perception of the brand, when"},{"speaker":"John Clavadetscher","startTime":480.885,"endTime":484.1,"body":"they get treated in a very one"},{"speaker":"John Clavadetscher","startTime":480.885,"endTime":484.1,"body":"to many, or when they don't get"},{"speaker":"John Clavadetscher","startTime":484.152,"endTime":487.264,"body":"treated in a personalized way."},{"speaker":"John Clavadetscher","startTime":484.152,"endTime":487.264,"body":"So not only is a personalized"},{"speaker":"John Clavadetscher","startTime":487.316,"endTime":490.169,"body":"message really enhance the"},{"speaker":"John Clavadetscher","startTime":487.316,"endTime":490.169,"body":"experience, but by going the"},{"speaker":"John Clavadetscher","startTime":490.221,"endTime":493.332,"body":"opposite direction and sort of"},{"speaker":"John Clavadetscher","startTime":490.221,"endTime":493.332,"body":"saying in a very generic, you"},{"speaker":"John Clavadetscher","startTime":493.384,"endTime":496.704,"body":"know, come in this Sunday for a"},{"speaker":"John Clavadetscher","startTime":493.384,"endTime":496.704,"body":"great deal. That's not unique to"},{"speaker":"John Clavadetscher","startTime":496.756,"endTime":499.816,"body":"the individual car owner, then"},{"speaker":"John Clavadetscher","startTime":496.756,"endTime":499.816,"body":"that actually has a negative"},{"speaker":"John Clavadetscher","startTime":499.867,"endTime":502.616,"body":"impression of the brand. So I"},{"speaker":"John Clavadetscher","startTime":499.867,"endTime":502.616,"body":"think to me that you're"},{"speaker":"John Clavadetscher","startTime":502.668,"endTime":505.676,"body":"absolutely right, kind of"},{"speaker":"John Clavadetscher","startTime":502.668,"endTime":505.676,"body":"everyone is a customer, everyone"},{"speaker":"John Clavadetscher","startTime":505.728,"endTime":508.892,"body":"is a shopper. And you need to"},{"speaker":"John Clavadetscher","startTime":505.728,"endTime":508.892,"body":"look at your own experiences in"},{"speaker":"John Clavadetscher","startTime":508.01,"endTime":512.42,"body":"you love all these"},{"speaker":"John Clavadetscher","startTime":508.01,"endTime":512.42,"body":"entrepreneurs. You're Gotta love"},{"speaker":"John Clavadetscher","startTime":508.944,"endTime":512.263,"body":"terms of what you anticipate and"},{"speaker":"John Clavadetscher","startTime":508.944,"endTime":512.263,"body":"expect. And I think that frames"},{"speaker":"John Clavadetscher","startTime":512.315,"endTime":515.375,"body":"that up for what we need to do"},{"speaker":"John Clavadetscher","startTime":512.315,"endTime":515.375,"body":"in the automotive space. And"},{"speaker":"John Clavadetscher","startTime":512.42,"endTime":517.58,"body":"these, you're gonna love these"},{"speaker":"John Clavadetscher","startTime":512.42,"endTime":517.58,"body":"phone calls. Right?"},{"speaker":"John Clavadetscher","startTime":515.427,"endTime":518.746,"body":"quite frankly, what you've been"},{"speaker":"John Clavadetscher","startTime":515.427,"endTime":518.746,"body":"doing with the community and the"},{"speaker":"John Clavadetscher","startTime":517.97,"endTime":565.61,"body":"I quickly, people, right, you're"},{"speaker":"John Clavadetscher","startTime":517.97,"endTime":565.61,"body":"talking to a lot of motivated"},{"speaker":"John Clavadetscher","startTime":518.798,"endTime":521.806,"body":"membership that you've been"},{"speaker":"John Clavadetscher","startTime":518.798,"endTime":521.806,"body":"growing about really trying to"},{"speaker":"John Clavadetscher","startTime":521.858,"endTime":524.866,"body":"get people to understand the"},{"speaker":"John Clavadetscher","startTime":521.858,"endTime":524.866,"body":"strengths of other industries"},{"speaker":"John Clavadetscher","startTime":524.918,"endTime":527.771,"body":"and bringing it in auto now"},{"speaker":"John Clavadetscher","startTime":524.918,"endTime":527.771,"body":"specific to my journey. You"},{"speaker":"John Clavadetscher","startTime":527.823,"endTime":530.779,"body":"know, it's it's a great reminder"},{"speaker":"John Clavadetscher","startTime":527.823,"endTime":530.779,"body":"of the benefits of luck,"},{"speaker":"John Clavadetscher","startTime":530.831,"endTime":533.995,"body":"persistence, and, and really"},{"speaker":"John Clavadetscher","startTime":530.831,"endTime":533.995,"body":"getting to know some neat people"},{"speaker":"John Clavadetscher","startTime":534.046,"endTime":537.262,"body":"is that, you know, what I after"},{"speaker":"John Clavadetscher","startTime":534.046,"endTime":537.262,"body":"I graduated college, you know,"},{"speaker":"John Clavadetscher","startTime":537.314,"endTime":540.478,"body":"someone that I actually played"},{"speaker":"John Clavadetscher","startTime":537.314,"endTime":540.478,"body":"basketball with in high school"},{"speaker":"John Clavadetscher","startTime":540.53,"endTime":543.693,"body":"that was a lot older, he was one"},{"speaker":"John Clavadetscher","startTime":540.53,"endTime":543.693,"body":"of those old sort of 38 year"},{"speaker":"John Clavadetscher","startTime":543.745,"endTime":546.701,"body":"old, you know, individuals,"},{"speaker":"John Clavadetscher","startTime":543.745,"endTime":546.701,"body":"which I'd love to be 38 years"},{"speaker":"John Clavadetscher","startTime":546.753,"endTime":549.917,"body":"old now. But he was a neighbor"},{"speaker":"John Clavadetscher","startTime":546.753,"endTime":549.917,"body":"of mine, and his name was Earl"},{"speaker":"John Clavadetscher","startTime":549.969,"endTime":552.821,"body":"Hesterberg, who actually"},{"speaker":"John Clavadetscher","startTime":549.969,"endTime":552.821,"body":"dissidents, he's retiring from"},{"speaker":"John Clavadetscher","startTime":552.873,"endTime":555.933,"body":"Group One. But at the time, he"},{"speaker":"John Clavadetscher","startTime":552.873,"endTime":555.933,"body":"was working for Nissan North"},{"speaker":"John Clavadetscher","startTime":555.985,"endTime":559.045,"body":"America, and this is in 1995."},{"speaker":"John Clavadetscher","startTime":555.985,"endTime":559.045,"body":"And I called him up and said,"},{"speaker":"John Clavadetscher","startTime":559.097,"endTime":562.209,"body":"Hey, I really like it in the"},{"speaker":"John Clavadetscher","startTime":559.097,"endTime":562.209,"body":"automotive space, I really have"},{"speaker":"John Clavadetscher","startTime":562.261,"endTime":565.321,"body":"a lot of admiration for the"},{"speaker":"John Clavadetscher","startTime":562.261,"endTime":565.321,"body":"entrepreneurs that are dealers."},{"speaker":"John Clavadetscher","startTime":565.373,"endTime":568.537,"body":"And then he said, I can't get"},{"speaker":"John Clavadetscher","startTime":565.373,"endTime":568.537,"body":"you a job, but I can get you in"},{"speaker":"John Clavadetscher","startTime":568.588,"endTime":571.856,"body":"contact with right person. And I"},{"speaker":"John Clavadetscher","startTime":568.588,"endTime":571.856,"body":"started in a call center where"},{"speaker":"John Clavadetscher","startTime":571.908,"endTime":574.968,"body":"there was no computers, right?"},{"speaker":"John Clavadetscher","startTime":571.908,"endTime":574.968,"body":"And you were just talking to"},{"speaker":"John Clavadetscher","startTime":575.02,"endTime":578.183,"body":"people that are angry because"},{"speaker":"John Clavadetscher","startTime":575.02,"endTime":578.183,"body":"they refuse to change their oil"},{"speaker":"John Clavadetscher","startTime":576.59,"endTime":576.86,"body":"people?"},{"speaker":"John Clavadetscher","startTime":577.43,"endTime":612.98,"body":"Well, I was motivated to to have"},{"speaker":"John Clavadetscher","startTime":577.43,"endTime":612.98,"body":"a great appreciation for"},{"speaker":"John Clavadetscher","startTime":578.235,"endTime":581.295,"body":"for the first you know, two"},{"speaker":"John Clavadetscher","startTime":578.235,"endTime":581.295,"body":"years the car engine siezes you"},{"speaker":"John Clavadetscher","startTime":581.347,"endTime":584.511,"body":"know, the engine blows, they"},{"speaker":"John Clavadetscher","startTime":581.347,"endTime":584.511,"body":"need a new transmission. And now"},{"speaker":"John Clavadetscher","startTime":584.563,"endTime":587.727,"body":"you know the company is under"},{"speaker":"John Clavadetscher","startTime":584.563,"endTime":587.727,"body":"warranty, and they have to talk"},{"speaker":"John Clavadetscher","startTime":587.778,"endTime":591.098,"body":"to someone like myself that had"},{"speaker":"John Clavadetscher","startTime":587.778,"endTime":591.098,"body":"good talk tracks, but really not"},{"speaker":"John Clavadetscher","startTime":591.15,"endTime":594.365,"body":"a computer to kind of figure it"},{"speaker":"John Clavadetscher","startTime":591.15,"endTime":594.365,"body":"out. But anyways, neither here"},{"speaker":"John Clavadetscher","startTime":594.417,"endTime":595.04,"body":"nor there. I"},{"speaker":"John Clavadetscher","startTime":612.98,"endTime":615.38,"body":"anyone's in customer service."},{"speaker":"John Clavadetscher","startTime":612.98,"endTime":615.38,"body":"That's something that was a"},{"speaker":"John Clavadetscher","startTime":615.38,"endTime":619.19,"body":"lifelong lesson. And number two,"},{"speaker":"John Clavadetscher","startTime":615.38,"endTime":619.19,"body":"I was motivated to leave that"},{"speaker":"John Clavadetscher","startTime":619.31,"endTime":623.75,"body":"department and enter into. And I"},{"speaker":"John Clavadetscher","startTime":619.31,"endTime":623.75,"body":"got lucky because they really"},{"speaker":"John Clavadetscher","startTime":623.75,"endTime":627.02,"body":"wanted someone to get into the"},{"speaker":"John Clavadetscher","startTime":623.75,"endTime":627.02,"body":"internet. So this is now 1996."},{"speaker":"John Clavadetscher","startTime":627.8,"endTime":632.21,"body":"And my only qualification there"},{"speaker":"John Clavadetscher","startTime":627.8,"endTime":632.21,"body":"was that I was young. Because"},{"speaker":"John Clavadetscher","startTime":632.21,"endTime":634.07,"body":"they just said, Well, you must"},{"speaker":"John Clavadetscher","startTime":632.21,"endTime":634.07,"body":"know a little bit more about"},{"speaker":"John Clavadetscher","startTime":634.07,"endTime":636.08,"body":"digital internet, same"},{"speaker":"John Clavadetscher","startTime":634.07,"endTime":636.08,"body":"qualification"},{"speaker":"Kyle Mountsier","startTime":636.08,"endTime":639.44,"body":"for social media"},{"speaker":"Kyle Mountsier","startTime":636.08,"endTime":639.44,"body":"people today still the same same"},{"speaker":"Kyle Mountsier","startTime":639.44,"endTime":640.25,"body":"qualification."},{"speaker":"John Clavadetscher","startTime":641.35,"endTime":643.63,"body":"You set the"},{"speaker":"John Clavadetscher","startTime":641.35,"endTime":643.63,"body":"bar very high. So anyways, get"},{"speaker":"John Clavadetscher","startTime":643.63,"endTime":647.26,"body":"into that, learn a little bit,"},{"speaker":"John Clavadetscher","startTime":643.63,"endTime":647.26,"body":"Meet John Holt, learn about"},{"speaker":"John Clavadetscher","startTime":647.26,"endTime":650.2,"body":"COBALT learn about at the time"},{"speaker":"John Clavadetscher","startTime":647.26,"endTime":650.2,"body":"infinity net, and what we're"},{"speaker":"John Clavadetscher","startTime":650.2,"endTime":654.85,"body":"doing with y2k, and then"},{"speaker":"John Clavadetscher","startTime":650.2,"endTime":654.85,"body":"eventually transferred to"},{"speaker":"John Clavadetscher","startTime":654.85,"endTime":657.94,"body":"Chicago from LA. And then I"},{"speaker":"John Clavadetscher","startTime":654.85,"endTime":657.94,"body":"really wanted to be an"},{"speaker":"John Clavadetscher","startTime":657.94,"endTime":662.38,"body":"entrepreneur. And so I 1999,"},{"speaker":"John Clavadetscher","startTime":657.94,"endTime":662.38,"body":"early 99 I met Alex Vetter, who"},{"speaker":"John Clavadetscher","startTime":662.38,"endTime":667.21,"body":"was the it was the founder and"},{"speaker":"John Clavadetscher","startTime":662.38,"endTime":667.21,"body":"CEO of CARS.com. And then I"},{"speaker":"John Clavadetscher","startTime":667.21,"endTime":670.54,"body":"started an 18 year journey,"},{"speaker":"John Clavadetscher","startTime":667.21,"endTime":670.54,"body":"always working for Alex being a"},{"speaker":"John Clavadetscher","startTime":670.54,"endTime":672.94,"body":"part of an amazing group of"},{"speaker":"John Clavadetscher","startTime":670.54,"endTime":672.94,"body":"people and teams and board"},{"speaker":"John Clavadetscher","startTime":672.94,"endTime":676.06,"body":"members and eventually going"},{"speaker":"John Clavadetscher","startTime":672.94,"endTime":676.06,"body":"public. And then I had the"},{"speaker":"John Clavadetscher","startTime":676.06,"endTime":679.78,"body":"opportunity to after after that,"},{"speaker":"John Clavadetscher","startTime":676.06,"endTime":679.78,"body":"and then leading the charge to"},{"speaker":"John Clavadetscher","startTime":680.26,"endTime":682.39,"body":"bring my good friend Joe"},{"speaker":"John Clavadetscher","startTime":680.26,"endTime":682.39,"body":"Cheshire, on board from"},{"speaker":"John Clavadetscher","startTime":682.39,"endTime":686.2,"body":"DealerInspire, I then had the"},{"speaker":"John Clavadetscher","startTime":682.39,"endTime":686.2,"body":"opportunity to wanted to leave"},{"speaker":"John Clavadetscher","startTime":686.2,"endTime":688.24,"body":"auto to see what other"},{"speaker":"John Clavadetscher","startTime":686.2,"endTime":688.24,"body":"industries are doing,"},{"speaker":"John Clavadetscher","startTime":688.24,"endTime":690.49,"body":"particularly as it relates to"},{"speaker":"John Clavadetscher","startTime":688.24,"endTime":690.49,"body":"attribution. And some of the"},{"speaker":"John Clavadetscher","startTime":690.49,"endTime":693.04,"body":"neat things are doing from one"},{"speaker":"John Clavadetscher","startTime":690.49,"endTime":693.04,"body":"to one marketing. So started up"},{"speaker":"John Clavadetscher","startTime":693.07,"endTime":698.53,"body":"a small startup with a couple of"},{"speaker":"John Clavadetscher","startTime":693.07,"endTime":698.53,"body":"friends. So early on early"},{"speaker":"John Clavadetscher","startTime":698.53,"endTime":700.48,"body":"innings, and some great"},{"speaker":"John Clavadetscher","startTime":698.53,"endTime":700.48,"body":"individuals, some great board"},{"speaker":"John Clavadetscher","startTime":700.48,"endTime":704.47,"body":"members got to join the team"},{"speaker":"John Clavadetscher","startTime":700.48,"endTime":704.47,"body":"when it was just two people. And"},{"speaker":"John Clavadetscher","startTime":704.47,"endTime":706.39,"body":"then eventually went through a"},{"speaker":"John Clavadetscher","startTime":704.47,"endTime":706.39,"body":"series of rounds series"},{"speaker":"John Clavadetscher","startTime":706.39,"endTime":709.15,"body":"successful rounds, the company"},{"speaker":"John Clavadetscher","startTime":706.39,"endTime":709.15,"body":"called cooler screens is doing"},{"speaker":"John Clavadetscher","startTime":709.15,"endTime":712.45,"body":"amazing things, and eventually"},{"speaker":"John Clavadetscher","startTime":709.15,"endTime":712.45,"body":"got to a point where I brought"},{"speaker":"John Clavadetscher","startTime":712.45,"endTime":716.38,"body":"on someone to replace me that"},{"speaker":"John Clavadetscher","startTime":712.45,"endTime":716.38,"body":"helped develop and run Amazon"},{"speaker":"John Clavadetscher","startTime":716.38,"endTime":720.1,"body":"advertising. So took Amazon"},{"speaker":"John Clavadetscher","startTime":716.38,"endTime":720.1,"body":"advertising from $0, like 10"},{"speaker":"John Clavadetscher","startTime":720.1,"endTime":723.49,"body":"years ago, to being part of a"},{"speaker":"John Clavadetscher","startTime":720.1,"endTime":723.49,"body":"team that brought up to $31"},{"speaker":"John Clavadetscher","startTime":723.49,"endTime":726.52,"body":"billion. So at that point, you"},{"speaker":"John Clavadetscher","startTime":723.49,"endTime":726.52,"body":"know, through the back of my"},{"speaker":"John Clavadetscher","startTime":726.52,"endTime":731.38,"body":"mind, I'm wondering, like, why"},{"speaker":"John Clavadetscher","startTime":726.52,"endTime":731.38,"body":"isn't auto doing what's what"},{"speaker":"John Clavadetscher","startTime":731.41,"endTime":735.07,"body":"leading retailers are doing. And"},{"speaker":"John Clavadetscher","startTime":731.41,"endTime":735.07,"body":"then through that process, I had"},{"speaker":"John Clavadetscher","startTime":735.07,"endTime":737.65,"body":"the opportunity to meet Mike"},{"speaker":"John Clavadetscher","startTime":735.07,"endTime":737.65,"body":"Wethington. And Outsell me to"},{"speaker":"John Clavadetscher","startTime":737.65,"endTime":740.71,"body":"meet the Outsell team, talk to a"},{"speaker":"John Clavadetscher","startTime":737.65,"endTime":740.71,"body":"lot of great dealers. And that's"},{"speaker":"John Clavadetscher","startTime":740.71,"endTime":745.3,"body":"how I joined Outsell and helping"},{"speaker":"John Clavadetscher","startTime":740.71,"endTime":745.3,"body":"to again, bring about what is"},{"speaker":"John Clavadetscher","startTime":745.33,"endTime":747.97,"body":"outside of auto and then tie"},{"speaker":"John Clavadetscher","startTime":745.33,"endTime":747.97,"body":"back into auto and really"},{"speaker":"John Clavadetscher","startTime":747.97,"endTime":749.38,"body":"helping that one to one"},{"speaker":"John Clavadetscher","startTime":747.97,"endTime":749.38,"body":"communication."},{"speaker":"Paul Daly","startTime":750.1,"endTime":753.67,"body":"Not hearing just so"},{"speaker":"Paul Daly","startTime":750.1,"endTime":753.67,"body":"many stories, these days of"},{"speaker":"Paul Daly","startTime":753.67,"endTime":758.05,"body":"people doing what you did. Being"},{"speaker":"Paul Daly","startTime":753.67,"endTime":758.05,"body":"in auto usually when people are"},{"speaker":"Paul Daly","startTime":758.05,"endTime":761.62,"body":"in auto, they either stay in"},{"speaker":"Paul Daly","startTime":758.05,"endTime":761.62,"body":"auto, or they leave forever."},{"speaker":"Paul Daly","startTime":762.16,"endTime":765.49,"body":"Right. And so I'm intrigued by"},{"speaker":"Paul Daly","startTime":762.16,"endTime":765.49,"body":"the story of you leaving and"},{"speaker":"Paul Daly","startTime":765.49,"endTime":771.61,"body":"coming back. When you left auto"},{"speaker":"Paul Daly","startTime":765.49,"endTime":771.61,"body":"and did CoolerScreens. Can you"},{"speaker":"Paul Daly","startTime":771.61,"endTime":775.72,"body":"explain a little bit about what"},{"speaker":"Paul Daly","startTime":771.61,"endTime":775.72,"body":"that product is? And, and then"},{"speaker":"Paul Daly","startTime":775.72,"endTime":778.87,"body":"like you just explained like how"},{"speaker":"Paul Daly","startTime":775.72,"endTime":778.87,"body":"you kind of came back into auto"},{"speaker":"Paul Daly","startTime":778.87,"endTime":782.32,"body":"but like, I'm also curious to"},{"speaker":"Paul Daly","startTime":778.87,"endTime":782.32,"body":"hear about like your perception"},{"speaker":"Paul Daly","startTime":782.32,"endTime":785.68,"body":"of auto or any involvement in"},{"speaker":"Paul Daly","startTime":782.32,"endTime":785.68,"body":"auto you had like after you you"},{"speaker":"Paul Daly","startTime":785.68,"endTime":787.09,"body":"started doing the CoolerScreens"},{"speaker":"Paul Daly","startTime":785.68,"endTime":787.09,"body":"thing."},{"speaker":"John Clavadetscher","startTime":788.32,"endTime":790.84,"body":"Yeah, real"},{"speaker":"John Clavadetscher","startTime":788.32,"endTime":790.84,"body":"quick, you know, for cool"},{"speaker":"John Clavadetscher","startTime":790.84,"endTime":794.11,"body":"screens, what we do is we bring"},{"speaker":"John Clavadetscher","startTime":790.84,"endTime":794.11,"body":"in digital displays into retail."},{"speaker":"John Clavadetscher","startTime":794.14,"endTime":798.01,"body":"So it's that sort of physical,"},{"speaker":"John Clavadetscher","startTime":794.14,"endTime":798.01,"body":"retail or digital, digital,"},{"speaker":"John Clavadetscher","startTime":798.04,"endTime":801.46,"body":"physical, digital, and bring it"},{"speaker":"John Clavadetscher","startTime":798.04,"endTime":801.46,"body":"in. And so it's very similar to"},{"speaker":"John Clavadetscher","startTime":801.46,"endTime":804.76,"body":"experience even @ CARS.com,"},{"speaker":"John Clavadetscher","startTime":801.46,"endTime":804.76,"body":"where I'm going to kind of at"},{"speaker":"John Clavadetscher","startTime":804.76,"endTime":806.65,"body":"this point, I'm going to lose"},{"speaker":"John Clavadetscher","startTime":804.76,"endTime":806.65,"body":"the dozens and dozens of"},{"speaker":"John Clavadetscher","startTime":806.65,"endTime":809.86,"body":"listeners, right, but you know,"},{"speaker":"John Clavadetscher","startTime":806.65,"endTime":809.86,"body":"you have planograms, which is"},{"speaker":"John Clavadetscher","startTime":809.89,"endTime":812.68,"body":"just a feed, and then you have"},{"speaker":"John Clavadetscher","startTime":809.89,"endTime":812.68,"body":"imagery. And so you can actually"},{"speaker":"John Clavadetscher","startTime":812.68,"endTime":815.47,"body":"take the images that instead of"},{"speaker":"John Clavadetscher","startTime":812.68,"endTime":815.47,"body":"actually opening up a physical"},{"speaker":"John Clavadetscher","startTime":815.47,"endTime":817.78,"body":"door and you see through it, and"},{"speaker":"John Clavadetscher","startTime":815.47,"endTime":817.78,"body":"there might be frost or the milk"},{"speaker":"John Clavadetscher","startTime":817.78,"endTime":820.96,"body":"stain, you could actually see a"},{"speaker":"John Clavadetscher","startTime":817.78,"endTime":820.96,"body":"contextual view of the actual"},{"speaker":"John Clavadetscher","startTime":820.96,"endTime":824.71,"body":"product itself. So we got in"},{"speaker":"John Clavadetscher","startTime":820.96,"endTime":824.71,"body":"early with some of our"},{"speaker":"John Clavadetscher","startTime":824.71,"endTime":828.7,"body":"investors, our investors like"},{"speaker":"John Clavadetscher","startTime":824.71,"endTime":828.7,"body":"Microsoft, Verizon, which at the"},{"speaker":"John Clavadetscher","startTime":828.7,"endTime":832.51,"body":"time owned Yahoo. And then we"},{"speaker":"John Clavadetscher","startTime":828.7,"endTime":832.51,"body":"also work with some of the"},{"speaker":"John Clavadetscher","startTime":832.51,"endTime":836.47,"body":"leading retailers and that's how"},{"speaker":"John Clavadetscher","startTime":832.51,"endTime":836.47,"body":"I learned a lot about CDP CDEP's"},{"speaker":"John Clavadetscher","startTime":836.5,"endTime":839.98,"body":"data, normalizing data and the"},{"speaker":"John Clavadetscher","startTime":836.5,"endTime":839.98,"body":"one to one relationship as it"},{"speaker":"John Clavadetscher","startTime":839.98,"endTime":844.15,"body":"relates, you know, Paul to the"},{"speaker":"John Clavadetscher","startTime":839.98,"endTime":844.15,"body":"journey. You know, auto is"},{"speaker":"John Clavadetscher","startTime":844.15,"endTime":847.75,"body":"incredibly addictive. I mean,"},{"speaker":"John Clavadetscher","startTime":844.15,"endTime":847.75,"body":"it's it's amazing group, some of"},{"speaker":"John Clavadetscher","startTime":847.75,"endTime":851.02,"body":"the 30 day best operators, some"},{"speaker":"John Clavadetscher","startTime":847.75,"endTime":851.02,"body":"of the best entrepreneurs,"},{"speaker":"John Clavadetscher","startTime":851.02,"endTime":853.99,"body":"community members, that that are"},{"speaker":"John Clavadetscher","startTime":851.02,"endTime":853.99,"body":"out there. And so once you have"},{"speaker":"John Clavadetscher","startTime":853.99,"endTime":856.87,"body":"it in your blood is I know you"},{"speaker":"John Clavadetscher","startTime":853.99,"endTime":856.87,"body":"gentlemen do it's hard to leave"},{"speaker":"John Clavadetscher","startTime":856.87,"endTime":860.41,"body":"it. And so, you know, it'd be"},{"speaker":"John Clavadetscher","startTime":856.87,"endTime":860.41,"body":"like the month end, and I'd be"},{"speaker":"John Clavadetscher","startTime":860.41,"endTime":863.26,"body":"sort of itching for Okay,"},{"speaker":"John Clavadetscher","startTime":860.41,"endTime":863.26,"body":"where's that sort of number"},{"speaker":"John Clavadetscher","startTime":863.32,"endTime":869.23,"body":"where your dealer friends and so"},{"speaker":"John Clavadetscher","startTime":863.32,"endTime":869.23,"body":"that was always there. But but"},{"speaker":"John Clavadetscher","startTime":869.23,"endTime":873.28,"body":"but I mean, the other thing I"},{"speaker":"John Clavadetscher","startTime":869.23,"endTime":873.28,"body":"realized too, is I have a great"},{"speaker":"John Clavadetscher","startTime":873.28,"endTime":876.1,"body":"appreciation and affinity for"},{"speaker":"John Clavadetscher","startTime":873.28,"endTime":876.1,"body":"the dealer franchise system. I"},{"speaker":"John Clavadetscher","startTime":876.1,"endTime":879.46,"body":"think it's under attack. And as"},{"speaker":"John Clavadetscher","startTime":876.1,"endTime":879.46,"body":"I saw some people that I know"},{"speaker":"John Clavadetscher","startTime":879.46,"endTime":883.57,"body":"and respect both at Carvana"},{"speaker":"John Clavadetscher","startTime":879.46,"endTime":883.57,"body":"Tesla Carmax great"},{"speaker":"John Clavadetscher","startTime":883.57,"endTime":887.95,"body":"organizations, but they really"},{"speaker":"John Clavadetscher","startTime":883.57,"endTime":887.95,"body":"haven't also embraced this CDEP"},{"speaker":"John Clavadetscher","startTime":887.95,"endTime":890.83,"body":"this ability to have a one to"},{"speaker":"John Clavadetscher","startTime":887.95,"endTime":890.83,"body":"one relationship because they"},{"speaker":"John Clavadetscher","startTime":890.83,"endTime":893.23,"body":"don't get caught up in the"},{"speaker":"John Clavadetscher","startTime":890.83,"endTime":893.23,"body":"tiers. They don't get caught up"},{"speaker":"John Clavadetscher","startTime":893.23,"endTime":896.08,"body":"in well, this is a tier one"},{"speaker":"John Clavadetscher","startTime":893.23,"endTime":896.08,"body":"upper funnel communication"},{"speaker":"John Clavadetscher","startTime":896.08,"endTime":899.47,"body":"versus a tier two middle funnel"},{"speaker":"John Clavadetscher","startTime":896.08,"endTime":899.47,"body":"versus a tier three. They"},{"speaker":"John Clavadetscher","startTime":899.47,"endTime":901.24,"body":"understand it just About the"},{"speaker":"John Clavadetscher","startTime":899.47,"endTime":901.24,"body":"customer what the customer"},{"speaker":"John Clavadetscher","startTime":901.24,"endTime":904.36,"body":"expects. And so I started"},{"speaker":"John Clavadetscher","startTime":901.24,"endTime":904.36,"body":"getting more and more energized"},{"speaker":"John Clavadetscher","startTime":904.36,"endTime":907.03,"body":"about the opportunity to come"},{"speaker":"John Clavadetscher","startTime":904.36,"endTime":907.03,"body":"back work in industry that I"},{"speaker":"John Clavadetscher","startTime":907.03,"endTime":910.0,"body":"grew up in, appreciate it. But"},{"speaker":"John Clavadetscher","startTime":907.03,"endTime":910.0,"body":"now having the perspective of"},{"speaker":"John Clavadetscher","startTime":910.0,"endTime":912.91,"body":"the last four years of not being"},{"speaker":"John Clavadetscher","startTime":910.0,"endTime":912.91,"body":"an auto, and then being part of"},{"speaker":"John Clavadetscher","startTime":912.94,"endTime":915.52,"body":"a dialogue and a conversation"},{"speaker":"John Clavadetscher","startTime":912.94,"endTime":915.52,"body":"and being part of even this"},{"speaker":"John Clavadetscher","startTime":915.52,"endTime":918.91,"body":"community, you talk about those"},{"speaker":"John Clavadetscher","startTime":915.52,"endTime":918.91,"body":"customer expectations, and how"},{"speaker":"John Clavadetscher","startTime":918.91,"endTime":922.06,"body":"do we help? How do we help"},{"speaker":"John Clavadetscher","startTime":918.91,"endTime":922.06,"body":"dealers? How do we help here to"},{"speaker":"John Clavadetscher","startTime":922.09,"endTime":925.06,"body":"agencies? How do we help"},{"speaker":"John Clavadetscher","startTime":922.09,"endTime":925.06,"body":"manufacturers best connect and"},{"speaker":"John Clavadetscher","startTime":925.06,"endTime":925.99,"body":"relate to the customers?"},{"speaker":"Kyle Mountsier","startTime":926.53,"endTime":929.11,"body":"Okay, so real"},{"speaker":"Kyle Mountsier","startTime":926.53,"endTime":929.11,"body":"quick, just a little bit of"},{"speaker":"Kyle Mountsier","startTime":929.11,"endTime":931.81,"body":"education. So if you don't know,"},{"speaker":"Kyle Mountsier","startTime":929.11,"endTime":931.81,"body":"these are new terms in"},{"speaker":"Kyle Mountsier","startTime":931.81,"endTime":938.32,"body":"automotive, but CDP CDEP Yeah,"},{"speaker":"Kyle Mountsier","startTime":931.81,"endTime":938.32,"body":"EP or XP, like there's, there's"},{"speaker":"Kyle Mountsier","startTime":938.53,"endTime":941.86,"body":"people trying different things,"},{"speaker":"Kyle Mountsier","startTime":938.53,"endTime":941.86,"body":"but, you know, customer data"},{"speaker":"Kyle Mountsier","startTime":941.86,"endTime":946.21,"body":"platform or customer data"},{"speaker":"Kyle Mountsier","startTime":941.86,"endTime":946.21,"body":"experience platform, is, is"},{"speaker":"Kyle Mountsier","startTime":946.21,"endTime":950.38,"body":"really, the idea that you can"},{"speaker":"Kyle Mountsier","startTime":946.21,"endTime":950.38,"body":"have a unified customer data set"},{"speaker":"Kyle Mountsier","startTime":950.38,"endTime":955.3,"body":"that allows you to, to organize"},{"speaker":"Kyle Mountsier","startTime":950.38,"endTime":955.3,"body":"those, those those customers buy"},{"speaker":"Kyle Mountsier","startTime":955.87,"endTime":959.71,"body":"a bunch, like basically any"},{"speaker":"Kyle Mountsier","startTime":955.87,"endTime":959.71,"body":"filter that you can attach, and"},{"speaker":"Kyle Mountsier","startTime":960.04,"endTime":964.87,"body":"like either a line item or a"},{"speaker":"Kyle Mountsier","startTime":960.04,"endTime":964.87,"body":"column to that customer. And"},{"speaker":"Kyle Mountsier","startTime":964.87,"endTime":967.45,"body":"then and then communicate with"},{"speaker":"Kyle Mountsier","startTime":964.87,"endTime":967.45,"body":"them one to one, so you're"},{"speaker":"Kyle Mountsier","startTime":967.48,"endTime":970.93,"body":"reconciling, you know, all of"},{"speaker":"Kyle Mountsier","startTime":967.48,"endTime":970.93,"body":"their data to make sure that you"},{"speaker":"Kyle Mountsier","startTime":970.93,"endTime":973.96,"body":"have up to date addresses and"},{"speaker":"Kyle Mountsier","startTime":970.93,"endTime":973.96,"body":"emails and phone numbers so that"},{"speaker":"Kyle Mountsier","startTime":973.96,"endTime":977.95,"body":"the communication is quick. And"},{"speaker":"Kyle Mountsier","startTime":973.96,"endTime":977.95,"body":"you know, what their patterns of"},{"speaker":"Kyle Mountsier","startTime":977.98,"endTime":980.92,"body":"purchase are, so that you're"},{"speaker":"Kyle Mountsier","startTime":977.98,"endTime":980.92,"body":"communicating the right things"},{"speaker":"Kyle Mountsier","startTime":980.92,"endTime":984.25,"body":"at the right time. So that's"},{"speaker":"Kyle Mountsier","startTime":980.92,"endTime":984.25,"body":"like my really simplified down"},{"speaker":"Kyle Mountsier","startTime":984.25,"endTime":987.37,"body":"version because this question, I"},{"speaker":"Kyle Mountsier","startTime":984.25,"endTime":987.37,"body":"don't want to get into the weeds"},{"speaker":"Kyle Mountsier","startTime":987.37,"endTime":990.28,"body":"of that. But there's a"},{"speaker":"Kyle Mountsier","startTime":987.37,"endTime":990.28,"body":"simplified version. The question"},{"speaker":"Kyle Mountsier","startTime":990.28,"endTime":992.44,"body":"that I want to get from that"},{"speaker":"Kyle Mountsier","startTime":990.28,"endTime":992.44,"body":"what I'm kind of extrapolating"},{"speaker":"Kyle Mountsier","startTime":992.44,"endTime":994.96,"body":"from what you just said, is,"},{"speaker":"Kyle Mountsier","startTime":992.44,"endTime":994.96,"body":"right now in automotive, what"},{"speaker":"Kyle Mountsier","startTime":994.96,"endTime":999.01,"body":"you see a lot is this, like, OEM"},{"speaker":"Kyle Mountsier","startTime":994.96,"endTime":999.01,"body":"tiered campaign, right?"},{"speaker":"Kyle Mountsier","startTime":999.07,"endTime":1003.66,"body":"Targeting X customers, the tier"},{"speaker":"Kyle Mountsier","startTime":999.07,"endTime":1003.66,"body":"two campaign, maybe it's a"},{"speaker":"Kyle Mountsier","startTime":1003.66,"endTime":1006.9,"body":"regional or a group level"},{"speaker":"Kyle Mountsier","startTime":1003.66,"endTime":1006.9,"body":"campaign, targeting X customers"},{"speaker":"Kyle Mountsier","startTime":1006.9,"endTime":1009.33,"body":"with X message, and then you"},{"speaker":"Kyle Mountsier","startTime":1006.9,"endTime":1009.33,"body":"have the tier three laying in"},{"speaker":"Kyle Mountsier","startTime":1009.33,"endTime":1012.75,"body":"there, too, whether it be on"},{"speaker":"Kyle Mountsier","startTime":1009.33,"endTime":1012.75,"body":"service or sales, sometimes they"},{"speaker":"Kyle Mountsier","startTime":1013.17,"endTime":1016.65,"body":"sometimes actually, more often"},{"speaker":"Kyle Mountsier","startTime":1013.17,"endTime":1016.65,"body":"than not, they're not just not"},{"speaker":"Kyle Mountsier","startTime":1016.65,"endTime":1020.13,"body":"in sync, they're actually"},{"speaker":"Kyle Mountsier","startTime":1016.65,"endTime":1020.13,"body":"combative to each other. So how"},{"speaker":"Kyle Mountsier","startTime":1020.13,"endTime":1023.94,"body":"do you see us reconciling that"},{"speaker":"Kyle Mountsier","startTime":1020.13,"endTime":1023.94,"body":"as an industry with a better"},{"speaker":"Kyle Mountsier","startTime":1023.94,"endTime":1025.38,"body":"unified customer data set?"},{"speaker":"John Clavadetscher","startTime":1026.14,"endTime":1028.36,"body":"Right. So I"},{"speaker":"John Clavadetscher","startTime":1026.14,"endTime":1028.36,"body":"think, you know, we had Outsell,"},{"speaker":"John Clavadetscher","startTime":1028.36,"endTime":1031.66,"body":"we were very focused on"},{"speaker":"John Clavadetscher","startTime":1028.36,"endTime":1031.66,"body":"transforming those those rules,"},{"speaker":"John Clavadetscher","startTime":1031.66,"endTime":1034.18,"body":"relationships, that's first and"},{"speaker":"John Clavadetscher","startTime":1031.66,"endTime":1034.18,"body":"foremost, is that transformation"},{"speaker":"John Clavadetscher","startTime":1034.18,"endTime":1038.59,"body":"in those relationships? I think"},{"speaker":"John Clavadetscher","startTime":1034.18,"endTime":1038.59,"body":"were we in one step back is"},{"speaker":"John Clavadetscher","startTime":1038.59,"endTime":1041.62,"body":"that, you know, it's a company"},{"speaker":"John Clavadetscher","startTime":1038.59,"endTime":1041.62,"body":"has been around for 17 years,"},{"speaker":"John Clavadetscher","startTime":1041.62,"endTime":1044.74,"body":"it's continued to evolve. And"},{"speaker":"John Clavadetscher","startTime":1041.62,"endTime":1044.74,"body":"we've been very blessed to have"},{"speaker":"John Clavadetscher","startTime":1044.74,"endTime":1047.68,"body":"some of the leading dealer,"},{"speaker":"John Clavadetscher","startTime":1044.74,"endTime":1047.68,"body":"dealer groups and even, you"},{"speaker":"John Clavadetscher","startTime":1047.68,"endTime":1050.92,"body":"know, agencies that have really"},{"speaker":"John Clavadetscher","startTime":1047.68,"endTime":1050.92,"body":"guided us and directed us. So"},{"speaker":"John Clavadetscher","startTime":1050.92,"endTime":1054.37,"body":"it's fair to say that we are"},{"speaker":"John Clavadetscher","startTime":1050.92,"endTime":1054.37,"body":"built for and with the dealer"},{"speaker":"John Clavadetscher","startTime":1054.37,"endTime":1058.36,"body":"community. So it's sort of that"},{"speaker":"John Clavadetscher","startTime":1054.37,"endTime":1058.36,"body":"ocular, where we put a lot of"},{"speaker":"John Clavadetscher","startTime":1058.36,"endTime":1061.18,"body":"energy on is if I can actually"},{"speaker":"John Clavadetscher","startTime":1058.36,"endTime":1061.18,"body":"take your question, Kyle, and"},{"speaker":"John Clavadetscher","startTime":1061.18,"endTime":1064.42,"body":"really focus on like, even"},{"speaker":"John Clavadetscher","startTime":1061.18,"endTime":1064.42,"body":"dealer groups, right? So what we"},{"speaker":"John Clavadetscher","startTime":1064.42,"endTime":1066.91,"body":"could do is we could say,"},{"speaker":"John Clavadetscher","startTime":1064.42,"endTime":1066.91,"body":"Listen, there might be a"},{"speaker":"John Clavadetscher","startTime":1066.91,"endTime":1071.05,"body":"customer that bought their used"},{"speaker":"John Clavadetscher","startTime":1066.91,"endTime":1071.05,"body":"Ford at a Chevy store, but"},{"speaker":"John Clavadetscher","startTime":1071.05,"endTime":1073.36,"body":"services at a Ford store, but"},{"speaker":"John Clavadetscher","startTime":1071.05,"endTime":1073.36,"body":"they're getting different"},{"speaker":"John Clavadetscher","startTime":1073.36,"endTime":1077.29,"body":"messages from the dealer group"},{"speaker":"John Clavadetscher","startTime":1073.36,"endTime":1077.29,"body":"as a whole. Or maybe there's not"},{"speaker":"John Clavadetscher","startTime":1077.29,"endTime":1079.96,"body":"even an ability for the dealer"},{"speaker":"John Clavadetscher","startTime":1077.29,"endTime":1079.96,"body":"group to then communicate it"},{"speaker":"John Clavadetscher","startTime":1079.96,"endTime":1083.17,"body":"broadly. So I'll use one that"},{"speaker":"John Clavadetscher","startTime":1079.96,"endTime":1083.17,"body":"I'm sure this group knows is"},{"speaker":"John Clavadetscher","startTime":1083.17,"endTime":1085.81,"body":"like Germain Automotive, who has"},{"speaker":"John Clavadetscher","startTime":1083.17,"endTime":1085.81,"body":"been great at the forefront, and"},{"speaker":"John Clavadetscher","startTime":1085.81,"endTime":1088.93,"body":"that group has helped us out"},{"speaker":"John Clavadetscher","startTime":1085.81,"endTime":1088.93,"body":"dramatically, but they're,"},{"speaker":"John Clavadetscher","startTime":1088.93,"endTime":1091.66,"body":"they're able to send group"},{"speaker":"John Clavadetscher","startTime":1088.93,"endTime":1091.66,"body":"messages that are very tailored"},{"speaker":"John Clavadetscher","startTime":1091.66,"endTime":1095.17,"body":"accustomed to the customer, as"},{"speaker":"John Clavadetscher","startTime":1091.66,"endTime":1095.17,"body":"well as making sure they've,"},{"speaker":"John Clavadetscher","startTime":1095.74,"endTime":1098.47,"body":"with their dealer community"},{"speaker":"John Clavadetscher","startTime":1095.74,"endTime":1098.47,"body":"understand sort of who gets to"},{"speaker":"John Clavadetscher","startTime":1098.47,"endTime":1101.56,"body":"send the messages, and how does"},{"speaker":"John Clavadetscher","startTime":1098.47,"endTime":1101.56,"body":"that relate so that the customer"},{"speaker":"John Clavadetscher","startTime":1101.56,"endTime":1104.83,"body":"is not getting mixed messages."},{"speaker":"John Clavadetscher","startTime":1101.56,"endTime":1104.83,"body":"So that is an applicable use"},{"speaker":"John Clavadetscher","startTime":1104.83,"endTime":1107.59,"body":"case that you can that we have"},{"speaker":"John Clavadetscher","startTime":1104.83,"endTime":1107.59,"body":"been doing doing successfully"},{"speaker":"John Clavadetscher","startTime":1107.71,"endTime":1111.76,"body":"for many, many years. Hard stop,"},{"speaker":"John Clavadetscher","startTime":1107.71,"endTime":1111.76,"body":"you know, if you put on the sort"},{"speaker":"John Clavadetscher","startTime":1111.76,"endTime":1115.96,"body":"of the, what would happen down"},{"speaker":"John Clavadetscher","startTime":1111.76,"endTime":1115.96,"body":"the road and sort of least my"},{"speaker":"John Clavadetscher","startTime":1115.99,"endTime":1118.99,"body":"you know, viewpoint is that at"},{"speaker":"John Clavadetscher","startTime":1115.99,"endTime":1118.99,"body":"the end of the day, it all"},{"speaker":"John Clavadetscher","startTime":1118.99,"endTime":1121.39,"body":"starts with the customer. So we"},{"speaker":"John Clavadetscher","startTime":1118.99,"endTime":1121.39,"body":"don't have this today. But we"},{"speaker":"John Clavadetscher","startTime":1121.39,"endTime":1124.21,"body":"would love to basically say"},{"speaker":"John Clavadetscher","startTime":1121.39,"endTime":1124.21,"body":"listen to every integration,"},{"speaker":"John Clavadetscher","startTime":1124.36,"endTime":1126.64,"body":"whether it's a tier one event,"},{"speaker":"John Clavadetscher","startTime":1124.36,"endTime":1126.64,"body":"tier two, or tier three, it"},{"speaker":"John Clavadetscher","startTime":1126.64,"endTime":1129.91,"body":"feeds into who that customer is,"},{"speaker":"John Clavadetscher","startTime":1126.64,"endTime":1129.91,"body":"and then allow the brands to"},{"speaker":"John Clavadetscher","startTime":1129.91,"endTime":1134.38,"body":"then play within their swim"},{"speaker":"John Clavadetscher","startTime":1129.91,"endTime":1134.38,"body":"lanes, but to best develop and"},{"speaker":"John Clavadetscher","startTime":1134.47,"endTime":1136.84,"body":"nurture those relationships that"},{"speaker":"John Clavadetscher","startTime":1134.47,"endTime":1136.84,"body":"get the outcomes that they want."},{"speaker":"Kyle Mountsier","startTime":1138.44,"endTime":1143.12,"body":"Man, I like the"},{"speaker":"Kyle Mountsier","startTime":1138.44,"endTime":1143.12,"body":"Holy Grail of customer data for"},{"speaker":"Kyle Mountsier","startTime":1143.12,"endTime":1148.58,"body":"me is a unified customer ID"},{"speaker":"Kyle Mountsier","startTime":1143.12,"endTime":1148.58,"body":"across like tier one to tier"},{"speaker":"Kyle Mountsier","startTime":1148.58,"endTime":1152.57,"body":"three, at least in brand, right"},{"speaker":"Kyle Mountsier","startTime":1148.58,"endTime":1152.57,"body":"harder to do at large groups are"},{"speaker":"Kyle Mountsier","startTime":1152.57,"endTime":1156.05,"body":"scale or across brands, right."},{"speaker":"Kyle Mountsier","startTime":1152.57,"endTime":1156.05,"body":"And that's, you know, playing at"},{"speaker":"Kyle Mountsier","startTime":1156.05,"endTime":1160.34,"body":"that. But at minimum in brand,"},{"speaker":"Kyle Mountsier","startTime":1156.05,"endTime":1160.34,"body":"having that unified customer ID"},{"speaker":"Kyle Mountsier","startTime":1160.34,"endTime":1164.09,"body":"and and customer centric data"},{"speaker":"Kyle Mountsier","startTime":1160.34,"endTime":1164.09,"body":"would be a game changer."},{"speaker":"John Clavadetscher","startTime":1164.779,"endTime":1166.429,"body":"And just to"},{"speaker":"John Clavadetscher","startTime":1164.779,"endTime":1166.429,"body":"build on that, that's what we"},{"speaker":"John Clavadetscher","startTime":1166.429,"endTime":1169.609,"body":"have. We do have a unified"},{"speaker":"John Clavadetscher","startTime":1166.429,"endTime":1169.609,"body":"customer ID within a dealer"},{"speaker":"John Clavadetscher","startTime":1169.609,"endTime":1173.539,"body":"group. And we're starting to"},{"speaker":"John Clavadetscher","startTime":1169.609,"endTime":1173.539,"body":"work where applicable, where we"},{"speaker":"John Clavadetscher","startTime":1173.539,"endTime":1176.269,"body":"can work hard, the dealers win"},{"speaker":"John Clavadetscher","startTime":1173.539,"endTime":1176.269,"body":"in the various different tier"},{"speaker":"John Clavadetscher","startTime":1176.269,"endTime":1179.929,"body":"one, tier two can win. How do we"},{"speaker":"John Clavadetscher","startTime":1176.269,"endTime":1179.929,"body":"then exchange that ID so that,"},{"speaker":"John Clavadetscher","startTime":1179.959,"endTime":1182.479,"body":"again, you're providing the best"},{"speaker":"John Clavadetscher","startTime":1179.959,"endTime":1182.479,"body":"customer experience, because"},{"speaker":"John Clavadetscher","startTime":1182.599,"endTime":1184.879,"body":"really, at the end of the day,"},{"speaker":"John Clavadetscher","startTime":1182.599,"endTime":1184.879,"body":"it's this is what it's all"},{"speaker":"John Clavadetscher","startTime":1184.879,"endTime":1186.589,"body":"about. This is what everyone's"},{"speaker":"John Clavadetscher","startTime":1184.879,"endTime":1186.589,"body":"in this industry for us"},{"speaker":"John Clavadetscher","startTime":1186.589,"endTime":1189.319,"body":"providing great customer"},{"speaker":"John Clavadetscher","startTime":1186.589,"endTime":1189.319,"body":"experience. And right now, to"},{"speaker":"John Clavadetscher","startTime":1189.319,"endTime":1192.079,"body":"your point earlier, kind of we"},{"speaker":"John Clavadetscher","startTime":1189.319,"endTime":1192.079,"body":"are competing, and we're not"},{"speaker":"John Clavadetscher","startTime":1192.079,"endTime":1194.959,"body":"looking good when we do compete."},{"speaker":"John Clavadetscher","startTime":1192.079,"endTime":1194.959,"body":"And so how do we then do that by"},{"speaker":"John Clavadetscher","startTime":1194.959,"endTime":1196.879,"body":"knowing where the customer is in"},{"speaker":"John Clavadetscher","startTime":1194.959,"endTime":1196.879,"body":"her journey?"},{"speaker":"Kyle Mountsier","startTime":1196.0,"endTime":1202.45,"body":"Do you do you"},{"speaker":"Kyle Mountsier","startTime":1196.0,"endTime":1202.45,"body":"perceive, do you know, you know,"},{"speaker":"Kyle Mountsier","startTime":1202.66,"endTime":1207.04,"body":"what the wasted ad dollar spend"},{"speaker":"Kyle Mountsier","startTime":1202.66,"endTime":1207.04,"body":"potentially? That's a question"},{"speaker":"Kyle Mountsier","startTime":1207.04,"endTime":1210.82,"body":"industry, right? Because when I"},{"speaker":"Kyle Mountsier","startTime":1207.04,"endTime":1210.82,"body":"think about what you're talking"},{"speaker":"Kyle Mountsier","startTime":1210.82,"endTime":1215.92,"body":"about right now, in this, like"},{"speaker":"Kyle Mountsier","startTime":1210.82,"endTime":1215.92,"body":"hitting customer multiple times"},{"speaker":"Kyle Mountsier","startTime":1215.92,"endTime":1221.83,"body":"the capacity for us to waste ad"},{"speaker":"Kyle Mountsier","startTime":1215.92,"endTime":1221.83,"body":"spend across tiers, or even"},{"speaker":"Kyle Mountsier","startTime":1221.83,"endTime":1225.52,"body":"within a group or against stores"},{"speaker":"Kyle Mountsier","startTime":1221.83,"endTime":1225.52,"body":"within a group seems like it"},{"speaker":"Kyle Mountsier","startTime":1225.52,"endTime":1227.71,"body":"would be astronomical as an"},{"speaker":"Kyle Mountsier","startTime":1225.52,"endTime":1227.71,"body":"industry."},{"speaker":"John Clavadetscher","startTime":1228.32,"endTime":1230.72,"body":"Yeah, I"},{"speaker":"John Clavadetscher","startTime":1228.32,"endTime":1230.72,"body":"don't. I mean, if you look at"},{"speaker":"John Clavadetscher","startTime":1230.72,"endTime":1233.84,"body":"the industry as a whole, right,"},{"speaker":"John Clavadetscher","startTime":1230.72,"endTime":1233.84,"body":"so it's both ad tech and Mark"},{"speaker":"John Clavadetscher","startTime":1233.84,"endTime":1236.33,"body":"tech, you know, you're I think"},{"speaker":"John Clavadetscher","startTime":1233.84,"endTime":1236.33,"body":"the numbers are on 40 billion,"},{"speaker":"John Clavadetscher","startTime":1236.33,"endTime":1238.79,"body":"it could be offered in auto and"},{"speaker":"John Clavadetscher","startTime":1236.33,"endTime":1238.79,"body":"the annualized basis in North"},{"speaker":"John Clavadetscher","startTime":1238.79,"endTime":1241.76,"body":"America, but I think it's"},{"speaker":"John Clavadetscher","startTime":1238.79,"endTime":1241.76,"body":"roughly at it, I don't know what"},{"speaker":"John Clavadetscher","startTime":1241.76,"endTime":1245.36,"body":"it is in terms of waste. But I"},{"speaker":"John Clavadetscher","startTime":1241.76,"endTime":1245.36,"body":"do know, if you look at consumer"},{"speaker":"John Clavadetscher","startTime":1245.36,"endTime":1249.05,"body":"packaged goods, retail, when"},{"speaker":"John Clavadetscher","startTime":1245.36,"endTime":1249.05,"body":"consumer packaged goods retail"},{"speaker":"John Clavadetscher","startTime":1249.05,"endTime":1252.53,"body":"have this unified customer ID"},{"speaker":"John Clavadetscher","startTime":1249.05,"endTime":1252.53,"body":"and markets towards the customer"},{"speaker":"John Clavadetscher","startTime":1252.53,"endTime":1260.36,"body":"ID, they're able to shift $100"},{"speaker":"John Clavadetscher","startTime":1252.53,"endTime":1260.36,"body":"billion annually. And they did"},{"speaker":"John Clavadetscher","startTime":1260.36,"endTime":1263.27,"body":"this this, this evolution in"},{"speaker":"John Clavadetscher","startTime":1260.36,"endTime":1263.27,"body":"less than four years, but kind"},{"speaker":"John Clavadetscher","startTime":1263.27,"endTime":1265.55,"body":"of it's exactly what you and"},{"speaker":"John Clavadetscher","startTime":1263.27,"endTime":1265.55,"body":"Paul have been talking about."},{"speaker":"John Clavadetscher","startTime":1265.55,"endTime":1269.09,"body":"It's that unified customer ID"},{"speaker":"John Clavadetscher","startTime":1265.55,"endTime":1269.09,"body":"that you can then see where the"},{"speaker":"John Clavadetscher","startTime":1269.09,"endTime":1271.79,"body":"customer is in her journey. And"},{"speaker":"John Clavadetscher","startTime":1269.09,"endTime":1271.79,"body":"then how do you best deliver the"},{"speaker":"John Clavadetscher","startTime":1271.79,"endTime":1275.18,"body":"right message by person? So"},{"speaker":"John Clavadetscher","startTime":1271.79,"endTime":1275.18,"body":"that, you know, we can see does"},{"speaker":"John Clavadetscher","startTime":1275.18,"endTime":1278.81,"body":"one customer prefer direct mail"},{"speaker":"John Clavadetscher","startTime":1275.18,"endTime":1278.81,"body":"more than social? And then how"},{"speaker":"John Clavadetscher","startTime":1278.81,"endTime":1280.73,"body":"do you make sure that you tailor"},{"speaker":"John Clavadetscher","startTime":1278.81,"endTime":1280.73,"body":"that experience to that"},{"speaker":"John Clavadetscher","startTime":1280.73,"endTime":1281.21,"body":"customer?"},{"speaker":"Paul Daly","startTime":1281.45,"endTime":1284.27,"body":"When you say shift"},{"speaker":"Paul Daly","startTime":1281.45,"endTime":1284.27,"body":"100 billion annually? What"},{"speaker":"Paul Daly","startTime":1284.27,"endTime":1287.21,"body":"timeframe? Would you give that"},{"speaker":"Paul Daly","startTime":1284.27,"endTime":1287.21,"body":"like when when did that shift"},{"speaker":"Paul Daly","startTime":1287.21,"endTime":1288.8,"body":"occur? What what time period?"},{"speaker":"John Clavadetscher","startTime":1289.14,"endTime":1291.66,"body":"Yeah, it's a"},{"speaker":"John Clavadetscher","startTime":1289.14,"endTime":1291.66,"body":"little bit. So what happened"},{"speaker":"John Clavadetscher","startTime":1291.66,"endTime":1299.34,"body":"from about 2018 to 2022. And"},{"speaker":"John Clavadetscher","startTime":1291.66,"endTime":1299.34,"body":"quite frankly, Paul, like, I"},{"speaker":"John Clavadetscher","startTime":1299.34,"endTime":1303.9,"body":"would say, retail benefited by"},{"speaker":"John Clavadetscher","startTime":1299.34,"endTime":1303.9,"body":"Amazon. Because Amazon, if you"},{"speaker":"John Clavadetscher","startTime":1303.9,"endTime":1308.52,"body":"think about who is the best at"},{"speaker":"John Clavadetscher","startTime":1303.9,"endTime":1308.52,"body":"this unified customer, ID, it is"},{"speaker":"John Clavadetscher","startTime":1308.52,"endTime":1312.48,"body":"Amazon. And so they forced the"},{"speaker":"John Clavadetscher","startTime":1308.52,"endTime":1312.48,"body":"Walmarts, the Walgreens the"},{"speaker":"John Clavadetscher","startTime":1312.48,"endTime":1316.2,"body":"Targets, the leading retailers"},{"speaker":"John Clavadetscher","startTime":1312.48,"endTime":1316.2,"body":"to they had to evolve, they had"},{"speaker":"John Clavadetscher","startTime":1316.2,"endTime":1320.07,"body":"to not worry about well, who has"},{"speaker":"John Clavadetscher","startTime":1316.2,"endTime":1320.07,"body":"that sign on ID. Because at the"},{"speaker":"John Clavadetscher","startTime":1320.07,"endTime":1323.94,"body":"end of the day, this is what"},{"speaker":"John Clavadetscher","startTime":1320.07,"endTime":1323.94,"body":"first party data. This is, it's"},{"speaker":"John Clavadetscher","startTime":1323.94,"endTime":1326.64,"body":"a little bit easier for retail"},{"speaker":"John Clavadetscher","startTime":1323.94,"endTime":1326.64,"body":"because retailer, there's one"},{"speaker":"John Clavadetscher","startTime":1326.64,"endTime":1329.46,"body":"dominant CRM, which I think"},{"speaker":"John Clavadetscher","startTime":1326.64,"endTime":1329.46,"body":"everyone on this call knows who"},{"speaker":"John Clavadetscher","startTime":1329.46,"endTime":1332.79,"body":"that customer is. And there's"},{"speaker":"John Clavadetscher","startTime":1329.46,"endTime":1332.79,"body":"one dominant in retail, it's"},{"speaker":"John Clavadetscher","startTime":1332.79,"endTime":1336.48,"body":"POS, but it's like a DMS. And"},{"speaker":"John Clavadetscher","startTime":1332.79,"endTime":1336.48,"body":"you know, that's that's"},{"speaker":"John Clavadetscher","startTime":1336.48,"endTime":1341.49,"body":"actually, again, one dominant"},{"speaker":"John Clavadetscher","startTime":1336.48,"endTime":1341.49,"body":"player. In auto it's, it's"},{"speaker":"John Clavadetscher","startTime":1341.49,"endTime":1344.13,"body":"there's really no one dominant"},{"speaker":"John Clavadetscher","startTime":1341.49,"endTime":1344.13,"body":"player, no offense to anyone in"},{"speaker":"John Clavadetscher","startTime":1344.37,"endTime":1349.05,"body":"the CRM space, CMS space. And"},{"speaker":"John Clavadetscher","startTime":1344.37,"endTime":1349.05,"body":"they often compete. And you"},{"speaker":"John Clavadetscher","startTime":1349.05,"endTime":1352.08,"body":"know, Kyle and Paul, they're not"},{"speaker":"John Clavadetscher","startTime":1349.05,"endTime":1352.08,"body":"talking about a unified ID, in"},{"speaker":"John Clavadetscher","startTime":1352.08,"endTime":1355.98,"body":"fact, oftentimes, against what"},{"speaker":"John Clavadetscher","startTime":1352.08,"endTime":1355.98,"body":"they will do to do that. So the"},{"speaker":"John Clavadetscher","startTime":1355.98,"endTime":1359.25,"body":"secret sauce, or what Outsell"},{"speaker":"John Clavadetscher","startTime":1355.98,"endTime":1359.25,"body":"does is that we do dial in to"},{"speaker":"John Clavadetscher","startTime":1359.25,"endTime":1363.12,"body":"your DMS to the CRM to the CRM,"},{"speaker":"John Clavadetscher","startTime":1359.25,"endTime":1363.12,"body":"we layer under the third party"},{"speaker":"John Clavadetscher","startTime":1363.12,"endTime":1366.75,"body":"data, and we get this viewpoint"},{"speaker":"John Clavadetscher","startTime":1363.12,"endTime":1366.75,"body":"of who the customer is. And I'll"},{"speaker":"John Clavadetscher","startTime":1366.75,"endTime":1369.21,"body":"tell you one of the things that"},{"speaker":"John Clavadetscher","startTime":1366.75,"endTime":1369.21,"body":"really kind of accelerated my"},{"speaker":"John Clavadetscher","startTime":1369.21,"endTime":1372.39,"body":"desire to leave auto to learn."},{"speaker":"John Clavadetscher","startTime":1369.21,"endTime":1372.39,"body":"And that was really why I did it"},{"speaker":"John Clavadetscher","startTime":1372.66,"endTime":1375.75,"body":"was I remember, I was meeting"},{"speaker":"John Clavadetscher","startTime":1372.66,"endTime":1375.75,"body":"with the head of an agency which"},{"speaker":"John Clavadetscher","startTime":1375.78,"endTime":1382.71,"body":"shall nameless, this is in 2016."},{"speaker":"John Clavadetscher","startTime":1375.78,"endTime":1382.71,"body":"And I'm going to, they're"},{"speaker":"John Clavadetscher","startTime":1382.71,"endTime":1386.85,"body":"talking about how, instead of"},{"speaker":"John Clavadetscher","startTime":1382.71,"endTime":1386.85,"body":"buying target rich two sided"},{"speaker":"John Clavadetscher","startTime":1386.85,"endTime":1390.09,"body":"marketplace audience like"},{"speaker":"John Clavadetscher","startTime":1386.85,"endTime":1390.09,"body":"CARS.com I got to listen to the"},{"speaker":"John Clavadetscher","startTime":1390.15,"endTime":1394.11,"body":"podcast with Doug Miller who"},{"speaker":"John Clavadetscher","startTime":1390.15,"endTime":1394.11,"body":"good friends with instead of"},{"speaker":"John Clavadetscher","startTime":1394.35,"endTime":1397.92,"body":"going down that path, I was"},{"speaker":"John Clavadetscher","startTime":1394.35,"endTime":1397.92,"body":"being told that, oh, you know"},{"speaker":"John Clavadetscher","startTime":1397.92,"endTime":1401.4,"body":"what, we're going to use our"},{"speaker":"John Clavadetscher","startTime":1397.92,"endTime":1401.4,"body":"data management platform. DMP."},{"speaker":"John Clavadetscher","startTime":1401.52,"endTime":1404.79,"body":"Because we created really great"},{"speaker":"John Clavadetscher","startTime":1401.52,"endTime":1404.79,"body":"look alike audiences, and we can"},{"speaker":"John Clavadetscher","startTime":1404.79,"endTime":1409.86,"body":"get cheap CPMs which then begs"},{"speaker":"John Clavadetscher","startTime":1404.79,"endTime":1409.86,"body":"the question like, well, what's"},{"speaker":"John Clavadetscher","startTime":1409.86,"endTime":1412.38,"body":"your what's your KPI? What's"},{"speaker":"John Clavadetscher","startTime":1409.86,"endTime":1412.38,"body":"your criteria? And like, we want"},{"speaker":"John Clavadetscher","startTime":1412.38,"endTime":1416.01,"body":"cheap CPMs? Like, really, you"},{"speaker":"John Clavadetscher","startTime":1412.38,"endTime":1416.01,"body":"don't want outcomes? You don't"},{"speaker":"John Clavadetscher","startTime":1416.01,"endTime":1419.55,"body":"want effectiveness? You don't"},{"speaker":"John Clavadetscher","startTime":1416.01,"endTime":1419.55,"body":"want positive brand equity. And"},{"speaker":"John Clavadetscher","startTime":1419.55,"endTime":1419.91,"body":"like no trying"},{"speaker":"Kyle Mountsier","startTime":1420.26,"endTime":1422.15,"body":"to make this a"},{"speaker":"Kyle Mountsier","startTime":1420.26,"endTime":1422.15,"body":"50 minute podcast."},{"speaker":"Paul Daly","startTime":1423.109,"endTime":1427.999,"body":"Nothing wrong. With"},{"speaker":"Paul Daly","startTime":1423.109,"endTime":1427.999,"body":"Steve cheap CPM. You shouldn't"},{"speaker":"Paul Daly","startTime":1427.999,"endTime":1430.519,"body":"apologize. No, like you"},{"speaker":"Paul Daly","startTime":1427.999,"endTime":1430.519,"body":"shouldn't apologize because"},{"speaker":"Paul Daly","startTime":1430.519,"endTime":1433.669,"body":"you're speaking the truth, like"},{"speaker":"Paul Daly","startTime":1430.519,"endTime":1433.669,"body":"walled garden works for Apple,"},{"speaker":"Paul Daly","startTime":1434.299,"endTime":1438.619,"body":"right? It doesn't work for"},{"speaker":"Paul Daly","startTime":1434.299,"endTime":1438.619,"body":"automotive, DMS CRM just doesn't"},{"speaker":"Paul Daly","startTime":1438.619,"endTime":1441.889,"body":"and it's not going to work. And"},{"speaker":"Paul Daly","startTime":1438.619,"endTime":1441.889,"body":"so you don't have to apologize"},{"speaker":"Paul Daly","startTime":1441.889,"endTime":1442.009,"body":"at"},{"speaker":"John Clavadetscher","startTime":1442.0,"endTime":1445.06,"body":"all. So"},{"speaker":"John Clavadetscher","startTime":1442.0,"endTime":1445.06,"body":"anyways, it was it was I mean,"},{"speaker":"John Clavadetscher","startTime":1445.12,"endTime":1447.7,"body":"at that point I needed to learn"},{"speaker":"John Clavadetscher","startTime":1445.12,"endTime":1447.7,"body":"because the other benefit of"},{"speaker":"John Clavadetscher","startTime":1447.7,"endTime":1451.27,"body":"what is customer data engagement"},{"speaker":"John Clavadetscher","startTime":1447.7,"endTime":1451.27,"body":"platform is its full cycle,"},{"speaker":"John Clavadetscher","startTime":1451.39,"endTime":1455.35,"body":"meaning we know that that social"},{"speaker":"John Clavadetscher","startTime":1451.39,"endTime":1455.35,"body":"ad paid off because we actually"},{"speaker":"John Clavadetscher","startTime":1455.35,"endTime":1459.88,"body":"then pull and run, you know, and"},{"speaker":"John Clavadetscher","startTime":1455.35,"endTime":1459.88,"body":"see now we public, we dive into"},{"speaker":"John Clavadetscher","startTime":1459.88,"endTime":1463.12,"body":"the DMS we see the outcomes. And"},{"speaker":"John Clavadetscher","startTime":1459.88,"endTime":1463.12,"body":"then you can then figure out you"},{"speaker":"John Clavadetscher","startTime":1463.12,"endTime":1466.69,"body":"know, what actually effectively"},{"speaker":"John Clavadetscher","startTime":1463.12,"endTime":1466.69,"body":"move the needle and then allows"},{"speaker":"John Clavadetscher","startTime":1466.72,"endTime":1469.27,"body":"either through and I hate to use"},{"speaker":"John Clavadetscher","startTime":1466.72,"endTime":1469.27,"body":"the term AI but either through"},{"speaker":"John Clavadetscher","startTime":1469.27,"endTime":1473.74,"body":"AI or through, you know, just"},{"speaker":"John Clavadetscher","startTime":1469.27,"endTime":1473.74,"body":"the dealer or the agency sort of"},{"speaker":"John Clavadetscher","startTime":1473.77,"endTime":1475.9,"body":"playing with dials and figure"},{"speaker":"John Clavadetscher","startTime":1473.77,"endTime":1475.9,"body":"out what's the most effective"},{"speaker":"John Clavadetscher","startTime":1475.9,"endTime":1479.53,"body":"way to get the outcomes and"},{"speaker":"John Clavadetscher","startTime":1475.9,"endTime":1479.53,"body":"really think about it like the"},{"speaker":"John Clavadetscher","startTime":1479.56,"endTime":1482.86,"body":"what makes Auto so special. It's"},{"speaker":"John Clavadetscher","startTime":1479.56,"endTime":1482.86,"body":"so outcome driven, right? So"},{"speaker":"John Clavadetscher","startTime":1483.01,"endTime":1486.22,"body":"customer focus and outcome"},{"speaker":"John Clavadetscher","startTime":1483.01,"endTime":1486.22,"body":"driven. And yet marketing"},{"speaker":"John Clavadetscher","startTime":1486.49,"endTime":1490.9,"body":"largely has not been about"},{"speaker":"John Clavadetscher","startTime":1486.49,"endTime":1490.9,"body":"outcomes. It's been about other"},{"speaker":"John Clavadetscher","startTime":1490.9,"endTime":1495.04,"body":"things and what CDP's can do so"},{"speaker":"John Clavadetscher","startTime":1490.9,"endTime":1495.04,"body":"I don't know the waist but I"},{"speaker":"John Clavadetscher","startTime":1495.04,"endTime":1498.64,"body":"would wager it's pretty"},{"speaker":"John Clavadetscher","startTime":1495.04,"endTime":1498.64,"body":"considerable, particularly when"},{"speaker":"John Clavadetscher","startTime":1498.64,"endTime":1500.83,"body":"you can start to layer in what"},{"speaker":"John Clavadetscher","startTime":1498.64,"endTime":1500.83,"body":"the outcome combs could be"},{"speaker":"Kyle Mountsier","startTime":1501.56,"endTime":1504.08,"body":"Wow, wow, that's"},{"speaker":"Kyle Mountsier","startTime":1501.56,"endTime":1504.08,"body":"incredible. Well, John, I'm"},{"speaker":"Kyle Mountsier","startTime":1504.08,"endTime":1508.16,"body":"telling you what I feel like"},{"speaker":"Kyle Mountsier","startTime":1504.08,"endTime":1508.16,"body":"we've like this. We went in and"},{"speaker":"Kyle Mountsier","startTime":1508.16,"endTime":1510.92,"body":"we like pulled back just a"},{"speaker":"Kyle Mountsier","startTime":1508.16,"endTime":1510.92,"body":"little bit of the pill. And"},{"speaker":"Kyle Mountsier","startTime":1510.92,"endTime":1513.56,"body":"we're like, look, look, look,"},{"speaker":"Kyle Mountsier","startTime":1510.92,"endTime":1513.56,"body":"everyone look inside and then we"},{"speaker":"Kyle Mountsier","startTime":1513.56,"endTime":1517.37,"body":"shut it right back up on him."},{"speaker":"Kyle Mountsier","startTime":1513.56,"endTime":1517.37,"body":"But I I'm excited to kind of"},{"speaker":"Kyle Mountsier","startTime":1517.37,"endTime":1521.87,"body":"hang out with you in just under"},{"speaker":"Kyle Mountsier","startTime":1517.37,"endTime":1521.87,"body":"a week from this recording and,"},{"speaker":"Kyle Mountsier","startTime":1522.08,"endTime":1525.23,"body":"and get to know you and your"},{"speaker":"Kyle Mountsier","startTime":1522.08,"endTime":1525.23,"body":"team at Outsell more really"},{"speaker":"Kyle Mountsier","startTime":1525.23,"endTime":1527.93,"body":"appreciate you being here with"},{"speaker":"Kyle Mountsier","startTime":1525.23,"endTime":1527.93,"body":"us today and having a"},{"speaker":"Kyle Mountsier","startTime":1527.93,"endTime":1530.72,"body":"conversation. I feel like I feel"},{"speaker":"Kyle Mountsier","startTime":1527.93,"endTime":1530.72,"body":"like you've opened up a little"},{"speaker":"Kyle Mountsier","startTime":1530.72,"endTime":1534.2,"body":"bit of Pandora's box for a lot"},{"speaker":"Kyle Mountsier","startTime":1530.72,"endTime":1534.2,"body":"of listeners. And hopefully"},{"speaker":"Kyle Mountsier","startTime":1534.2,"endTime":1537.14,"body":"people got a lot out of that"},{"speaker":"Kyle Mountsier","startTime":1534.2,"endTime":1537.14,"body":"today. So on behalf of myself"},{"speaker":"Kyle Mountsier","startTime":1537.14,"endTime":1538.58,"body":"and Paul, really appreciate you"},{"speaker":"Kyle Mountsier","startTime":1537.14,"endTime":1538.58,"body":"being on"},{"speaker":"Unknown","startTime":1538.72,"endTime":1540.91,"body":"Well, listen, it's an"},{"speaker":"Unknown","startTime":1538.72,"endTime":1540.91,"body":"honor to be here, you really,"},{"speaker":"Unknown","startTime":1541.27,"endTime":1542.86,"body":"truly want to lean into what"},{"speaker":"Unknown","startTime":1541.27,"endTime":1542.86,"body":"you've been doing with your"},{"speaker":"Unknown","startTime":1542.86,"endTime":1547.24,"body":"community can't wait to meet you"},{"speaker":"Unknown","startTime":1542.86,"endTime":1547.24,"body":"face to face and to be with you."},{"speaker":"Unknown","startTime":1547.24,"endTime":1550.87,"body":"And I know that Outsell is"},{"speaker":"Unknown","startTime":1547.24,"endTime":1550.87,"body":"sponsoring the event on Sunday"},{"speaker":"Unknown","startTime":1550.93,"endTime":1553.24,"body":"evening, the the kickoff and so"},{"speaker":"Unknown","startTime":1550.93,"endTime":1553.24,"body":"look forward to seeing you"},{"speaker":"Unknown","startTime":1553.24,"endTime":1555.91,"body":"there. And I can't wait to meet"},{"speaker":"Unknown","startTime":1553.24,"endTime":1555.91,"body":"you and so many of your"},{"speaker":"Unknown","startTime":1555.91,"endTime":1557.65,"body":"listeners in your communities"},{"speaker":"Unknown","startTime":1555.91,"endTime":1557.65,"body":"for Thank you."},{"speaker":"Paul Daly","startTime":1557.0,"endTime":1567.83,"body":"So I love the energy"},{"speaker":"Paul Daly","startTime":1557.0,"endTime":1567.83,"body":"and the obvious, obvious"},{"speaker":"Kyle Mountsier","startTime":1557.0,"endTime":1579.53,"body":"Well, I do get"},{"speaker":"Kyle Mountsier","startTime":1557.0,"endTime":1579.53,"body":"excited. I know you do. I don't"},{"speaker":"Kyle Mountsier","startTime":1567.86,"endTime":1572.24,"body":"astuteness to what is going on"},{"speaker":"Kyle Mountsier","startTime":1567.86,"endTime":1572.24,"body":"across all the different"},{"speaker":"Kyle Mountsier","startTime":1572.24,"endTime":1575.39,"body":"industries that are integrating"},{"speaker":"Kyle Mountsier","startTime":1572.24,"endTime":1575.39,"body":"technology and the retail"},{"speaker":"Kyle Mountsier","startTime":1575.39,"endTime":1579.74,"body":"mindset. Just excited about what"},{"speaker":"Kyle Mountsier","startTime":1575.39,"endTime":1579.74,"body":"they're doing. And I don't get"},{"speaker":"Kyle Mountsier","startTime":1579.53,"endTime":1589.43,"body":"know if y'all knew that about"},{"speaker":"Kyle Mountsier","startTime":1579.53,"endTime":1589.43,"body":"one of the reasons that"},{"speaker":"Kyle Mountsier","startTime":1579.74,"endTime":1583.79,"body":"that excited about tech. But the"},{"speaker":"Kyle Mountsier","startTime":1579.74,"endTime":1583.79,"body":"fact that he seems to be just"},{"speaker":"Kyle Mountsier","startTime":1584.06,"endTime":1586.91,"body":"grabbing from all these areas"},{"speaker":"Kyle Mountsier","startTime":1584.06,"endTime":1586.91,"body":"and saying no, no, no, no, no,"},{"speaker":"Kyle Mountsier","startTime":1587.15,"endTime":1589.4,"body":"we can do it here. We can do it"},{"speaker":"Kyle Mountsier","startTime":1587.15,"endTime":1589.4,"body":"here. Everybody, look, the"},{"speaker":"Kyle Mountsier","startTime":1589.4,"endTime":1591.62,"body":"pieces are coming together,"},{"speaker":"Kyle Mountsier","startTime":1589.4,"endTime":1591.62,"body":"right we're gonna work together"},{"speaker":"Paul Daly","startTime":1590.54,"endTime":1604.19,"body":"I get excited about"},{"speaker":"Paul Daly","startTime":1590.54,"endTime":1604.19,"body":"it. When I get excited about"},{"speaker":"Paul Daly","startTime":1591.62,"endTime":1594.08,"body":"we're gonna get there just gets"},{"speaker":"Paul Daly","startTime":1591.62,"endTime":1594.08,"body":"me excited that there are people"},{"speaker":"Paul Daly","startTime":1594.08,"endTime":1596.24,"body":"like that working on"},{"speaker":"Paul Daly","startTime":1594.08,"endTime":1596.24,"body":"thoseproblems."},{"speaker":"Paul Daly","startTime":1604.19,"endTime":1608.09,"body":"tech. Honestly, I think it's"},{"speaker":"Paul Daly","startTime":1604.19,"endTime":1608.09,"body":"mostly because you get excited"},{"speaker":"Paul Daly","startTime":1608.09,"endTime":1610.85,"body":"about tech, and it's so much fun"},{"speaker":"Paul Daly","startTime":1608.09,"endTime":1610.85,"body":"to watch people get excited"},{"speaker":"Paul Daly","startTime":1610.85,"endTime":1611.06,"body":"about"},{"speaker":"Kyle Mountsier","startTime":1611.06,"endTime":1613.1,"body":"what they're"},{"speaker":"Kyle Mountsier","startTime":1611.06,"endTime":1613.1,"body":"passionate about. Well, and"},{"speaker":"Kyle Mountsier","startTime":1613.1,"endTime":1615.77,"body":"here's the thing, this is what's"},{"speaker":"Kyle Mountsier","startTime":1613.1,"endTime":1615.77,"body":"really cool, because I you know,"},{"speaker":"Kyle Mountsier","startTime":1615.77,"endTime":1619.64,"body":"I'm I come from like just loving"},{"speaker":"Kyle Mountsier","startTime":1615.77,"endTime":1619.64,"body":"the sales environment and"},{"speaker":"Kyle Mountsier","startTime":1619.64,"endTime":1623.93,"body":"engaging customers. And that's"},{"speaker":"Kyle Mountsier","startTime":1619.64,"endTime":1623.93,"body":"like, that's my passion. If I if"},{"speaker":"Kyle Mountsier","startTime":1623.96,"endTime":1627.56,"body":"if if I get to be in a showroom,"},{"speaker":"Kyle Mountsier","startTime":1623.96,"endTime":1627.56,"body":"I love trying to find my way to"},{"speaker":"Kyle Mountsier","startTime":1627.56,"endTime":1632.51,"body":"talk to a customer. And so for"},{"speaker":"Kyle Mountsier","startTime":1627.56,"endTime":1632.51,"body":"me like tech, and what he was"},{"speaker":"Kyle Mountsier","startTime":1632.51,"endTime":1637.67,"body":"saying in that understanding"},{"speaker":"Kyle Mountsier","startTime":1632.51,"endTime":1637.67,"body":"what a CDP or two, or a CDEP or"},{"speaker":"Kyle Mountsier","startTime":1637.67,"endTime":1641.36,"body":"a CDXP, whatever, whatever"},{"speaker":"Kyle Mountsier","startTime":1637.67,"endTime":1641.36,"body":"version of that customer data"},{"speaker":"Kyle Mountsier","startTime":1641.36,"endTime":1644.84,"body":"platform that you want to have,"},{"speaker":"Kyle Mountsier","startTime":1641.36,"endTime":1644.84,"body":"like actually has customer"},{"speaker":"Kyle Mountsier","startTime":1644.84,"endTime":1648.26,"body":"facing implications for the way"},{"speaker":"Kyle Mountsier","startTime":1644.84,"endTime":1648.26,"body":"that customers perceive your"},{"speaker":"Kyle Mountsier","startTime":1648.26,"endTime":1650.6,"body":"brand because of the message"},{"speaker":"Kyle Mountsier","startTime":1648.26,"endTime":1650.6,"body":"that you're telling them at the"},{"speaker":"Kyle Mountsier","startTime":1650.6,"endTime":1653.42,"body":"right time at the right place"},{"speaker":"Kyle Mountsier","startTime":1650.6,"endTime":1653.42,"body":"because of their interaction,"},{"speaker":"Kyle Mountsier","startTime":1653.81,"endTime":1658.61,"body":"like having tech inform a better"},{"speaker":"Kyle Mountsier","startTime":1653.81,"endTime":1658.61,"body":"customer experience, like a"},{"speaker":"Kyle Mountsier","startTime":1658.61,"endTime":1662.72,"body":"company like Outsell can can do"},{"speaker":"Kyle Mountsier","startTime":1658.61,"endTime":1662.72,"body":"or like connected data platforms"},{"speaker":"Kyle Mountsier","startTime":1662.72,"endTime":1666.74,"body":"or customer data platforms can"},{"speaker":"Kyle Mountsier","startTime":1662.72,"endTime":1666.74,"body":"do is is so important in an age"},{"speaker":"Kyle Mountsier","startTime":1666.74,"endTime":1670.1,"body":"where that's what everybody's"},{"speaker":"Kyle Mountsier","startTime":1666.74,"endTime":1670.1,"body":"getting from all of these other"},{"speaker":"Kyle Mountsier","startTime":1670.13,"endTime":1673.25,"body":"you know, entities. You know, I"},{"speaker":"Kyle Mountsier","startTime":1670.13,"endTime":1673.25,"body":"think like I always explained to"},{"speaker":"Kyle Mountsier","startTime":1673.25,"endTime":1675.8,"body":"salespeople as I'm training, you"},{"speaker":"Kyle Mountsier","startTime":1673.25,"endTime":1675.8,"body":"know, your people that are"},{"speaker":"Kyle Mountsier","startTime":1675.8,"endTime":1679.01,"body":"coming in are experiencing life"},{"speaker":"Kyle Mountsier","startTime":1675.8,"endTime":1679.01,"body":"in a purchasing lane of"},{"speaker":"Kyle Mountsier","startTime":1679.04,"endTime":1682.13,"body":"Instagram ads, right that"},{"speaker":"Kyle Mountsier","startTime":1679.04,"endTime":1682.13,"body":"everything they say everything"},{"speaker":"Kyle Mountsier","startTime":1682.13,"endTime":1684.83,"body":"they do integrates into their"},{"speaker":"Kyle Mountsier","startTime":1682.13,"endTime":1684.83,"body":"into their shopping behavior."},{"speaker":"Kyle Mountsier","startTime":1684.95,"endTime":1688.25,"body":"And then we get them into the"},{"speaker":"Kyle Mountsier","startTime":1684.95,"endTime":1688.25,"body":"showroom. And it's like, and we"},{"speaker":"Kyle Mountsier","startTime":1688.25,"endTime":1690.89,"body":"slap him across the face and"},{"speaker":"Kyle Mountsier","startTime":1688.25,"endTime":1690.89,"body":"tell him to stop shopping that"},{"speaker":"Kyle Mountsier","startTime":1690.89,"endTime":1694.85,"body":"way. And this is this is a way"},{"speaker":"Kyle Mountsier","startTime":1690.89,"endTime":1694.85,"body":"for us to allow people to shop"},{"speaker":"Kyle Mountsier","startTime":1695.09,"endTime":1699.2,"body":"and integrate that into their"},{"speaker":"Kyle Mountsier","startTime":1695.09,"endTime":1699.2,"body":"regular behaviors like the rest"},{"speaker":"Kyle Mountsier","startTime":1699.2,"endTime":1701.96,"body":"of the world doesn't I think it"},{"speaker":"Kyle Mountsier","startTime":1699.2,"endTime":1701.96,"body":"actually provides us with a"},{"speaker":"Kyle Mountsier","startTime":1701.96,"endTime":1704.57,"body":"better opportunity as an"},{"speaker":"Kyle Mountsier","startTime":1701.96,"endTime":1704.57,"body":"industry. Like dude,"},{"speaker":"Michael Cirillo","startTime":1704.0,"endTime":1706.82,"body":"forget the"},{"speaker":"Michael Cirillo","startTime":1704.0,"endTime":1706.82,"body":"metaverse where we are"},{"speaker":"Michael Cirillo","startTime":1706.82,"endTime":1711.08,"body":"installing cheat codes on real"},{"speaker":"Michael Cirillo","startTime":1706.82,"endTime":1711.08,"body":"life. That's the impression that"},{"speaker":"Michael Cirillo","startTime":1711.08,"endTime":1714.47,"body":"I get I'm like, you know, to get"},{"speaker":"Michael Cirillo","startTime":1711.08,"endTime":1714.47,"body":"that level of intelligence to be"},{"speaker":"Michael Cirillo","startTime":1714.47,"endTime":1718.85,"body":"able to to act much more"},{"speaker":"Michael Cirillo","startTime":1714.47,"endTime":1718.85,"body":"effectively efficiency blows my"},{"speaker":"Michael Cirillo","startTime":1718.85,"endTime":1721.67,"body":"mind and certainly we hope you"},{"speaker":"Michael Cirillo","startTime":1718.85,"endTime":1721.67,"body":"enjoyed this conversation as"},{"speaker":"Michael Cirillo","startTime":1721.67,"endTime":1724.88,"body":"well right here on auto collabs."},{"speaker":"Michael Cirillo","startTime":1721.67,"endTime":1724.88,"body":"On behalf of Kyle Mountsier,"},{"speaker":"Michael Cirillo","startTime":1724.88,"endTime":1728.3,"body":"Paul J. Daly and myself, Michael"},{"speaker":"Michael Cirillo","startTime":1724.88,"endTime":1728.3,"body":"Cirillo. Catch you on the next"},{"speaker":"Michael Cirillo","startTime":1728.36,"endTime":1729.11,"body":"episode."},{"speaker":"Unknown","startTime":1729.17,"endTime":1732.62,"body":"Sign up for our free"},{"speaker":"Unknown","startTime":1729.17,"endTime":1732.62,"body":"and fun to read daily email for"},{"speaker":"Unknown","startTime":1732.62,"endTime":1736.4,"body":"free shot of relevant news in"},{"speaker":"Unknown","startTime":1732.62,"endTime":1736.4,"body":"automotive, retail media and pop"},{"speaker":"Unknown","startTime":1736.4,"endTime":1742.25,"body":"culture. You can get it now@"},{"speaker":"Unknown","startTime":1736.4,"endTime":1742.25,"body":"asotU.com That's ASOTU.com If"},{"speaker":"Unknown","startTime":1742.25,"endTime":1745.55,"body":"you love this podcast, please"},{"speaker":"Unknown","startTime":1742.25,"endTime":1745.55,"body":"leave us a review and share it"},{"speaker":"Unknown","startTime":1745.55,"endTime":1748.55,"body":"with a friend. Thanks again for"},{"speaker":"Unknown","startTime":1745.55,"endTime":1748.55,"body":"listening. We'll see you next"},{"speaker":"Unknown","startTime":1748.55,"endTime":1748.76,"body":"time"}]}