{"version":"1.0.0","segments":[{"speaker":"Michael Cirillo","startTime":0.0,"endTime":1.59,"body":"Can I make a"},{"speaker":"Michael Cirillo","startTime":0.0,"endTime":1.59,"body":"confession"},{"speaker":"Unknown","startTime":8.37,"endTime":10.38,"body":"This is auto collabs"},{"speaker":"Paul Daly","startTime":10.709,"endTime":12.359,"body":"it's the three of us."},{"speaker":"Paul Daly","startTime":10.709,"endTime":12.359,"body":"So go ahead."},{"speaker":"Michael Cirillo","startTime":13.2,"endTime":16.05,"body":"Just the three"},{"speaker":"Michael Cirillo","startTime":13.2,"endTime":16.05,"body":"of us. Just us. And my mom."},{"speaker":"Paul Daly","startTime":16.86,"endTime":18.69,"body":"Is your mom recording"},{"speaker":"Paul Daly","startTime":16.86,"endTime":18.69,"body":"podcast with"},{"speaker":"Michael Cirillo","startTime":18.689,"endTime":20.579,"body":"you? She's that"},{"speaker":"Michael Cirillo","startTime":18.689,"endTime":20.579,"body":"one listener that we"},{"speaker":"Kyle Mountsier","startTime":23.4,"endTime":25.35,"body":"like download"},{"speaker":"Kyle Mountsier","startTime":23.4,"endTime":25.35,"body":"download download download. That"},{"speaker":"Kyle Mountsier","startTime":25.38,"endTime":26.19,"body":"looks real. Oh,"},{"speaker":"Michael Cirillo","startTime":26.189,"endTime":31.889,"body":"you gotta"},{"speaker":"Michael Cirillo","startTime":26.189,"endTime":31.889,"body":"subscribe. She's got 7070"},{"speaker":"Michael Cirillo","startTime":31.889,"endTime":32.729,"body":"countries"},{"speaker":"Paul Daly","startTime":32.76,"endTime":39.57,"body":"right to your"},{"speaker":"Paul Daly","startTime":32.76,"endTime":39.57,"body":"confession"},{"speaker":"Michael Cirillo","startTime":39.6,"endTime":40.56,"body":"No, I'm good"},{"speaker":"Michael Cirillo","startTime":46.71,"endTime":50.49,"body":"marketer extraordinaire, with"},{"speaker":"Michael Cirillo","startTime":46.71,"endTime":50.49,"body":"the clickbait"},{"speaker":"Paul Daly","startTime":50.58,"endTime":53.82,"body":"for 3995 You could"},{"speaker":"Paul Daly","startTime":50.58,"endTime":53.82,"body":"have my full confession"},{"speaker":"Michael Cirillo","startTime":53.87,"endTime":56.06,"body":"plus my"},{"speaker":"Michael Cirillo","startTime":53.87,"endTime":56.06,"body":"confession is and I feel like I"},{"speaker":"Michael Cirillo","startTime":56.06,"endTime":58.58,"body":"might have to apologize when I"},{"speaker":"Michael Cirillo","startTime":56.06,"endTime":58.58,"body":"meet him in person but every"},{"speaker":"Michael Cirillo","startTime":58.58,"endTime":60.62,"body":"time I hear Nathan's last name"},{"speaker":"Michael Cirillo","startTime":58.58,"endTime":60.62,"body":"Hollenbeck"},{"speaker":"Paul Daly","startTime":61.62,"endTime":65.22,"body":"Glen Barney Sami song"},{"speaker":"Paul Daly","startTime":61.62,"endTime":65.22,"body":"that's well see, we just"},{"speaker":"Paul Daly","startTime":65.22,"endTime":69.09,"body":"connected we've never talked"},{"speaker":"Paul Daly","startTime":65.22,"endTime":69.09,"body":"about that. But every time bump"},{"speaker":"Paul Daly","startTime":69.09,"endTime":72.09,"body":"bump, bump, bump, bump, bump,"},{"speaker":"Paul Daly","startTime":69.09,"endTime":72.09,"body":"bump, right?"},{"speaker":"Unknown","startTime":73.26,"endTime":74.16,"body":"Yeah, okay,"},{"speaker":"Paul Daly","startTime":74.22,"endTime":75.33,"body":"sorry. Now,"},{"speaker":"Paul Daly","startTime":75.63,"endTime":78.93,"body":"I wish we could use that. I wish"},{"speaker":"Paul Daly","startTime":75.63,"endTime":78.93,"body":"we could use that music as the"},{"speaker":"Paul Daly","startTime":78.93,"endTime":82.71,"body":"transition into the interview."},{"speaker":"Paul Daly","startTime":78.93,"endTime":82.71,"body":"But if we do no one's gonna hear"},{"speaker":"Paul Daly","startTime":82.71,"endTime":88.74,"body":"it you know, but he did show up"},{"speaker":"Paul Daly","startTime":82.71,"endTime":88.74,"body":"to the interview prepared but we"},{"speaker":"Paul Daly","startTime":88.74,"endTime":95.61,"body":"don't know that yet. We do. We"},{"speaker":"Paul Daly","startTime":88.74,"endTime":95.61,"body":"do. It just ruin that whole"},{"speaker":"Michael Cirillo","startTime":95.61,"endTime":101.49,"body":"thing. I don't"},{"speaker":"Michael Cirillo","startTime":95.61,"endTime":101.49,"body":"think I think this is the best"},{"speaker":"Michael Cirillo","startTime":101.52,"endTime":103.68,"body":"we should just okay Hope you"},{"speaker":"Michael Cirillo","startTime":101.52,"endTime":103.68,"body":"enjoy."},{"speaker":"Paul Daly","startTime":103.71,"endTime":108.42,"body":"Well, let's roll the"},{"speaker":"Paul Daly","startTime":103.71,"endTime":108.42,"body":"tape. Here shins, sometimes."},{"speaker":"Paul Daly","startTime":109.32,"endTime":114.18,"body":"Parents. They actually record"},{"speaker":"Paul Daly","startTime":109.32,"endTime":114.18,"body":"the intro after the interview."},{"speaker":"Michael Cirillo","startTime":115.71,"endTime":117.66,"body":"If you can't"},{"speaker":"Michael Cirillo","startTime":115.71,"endTime":117.66,"body":"tell already, because we're all"},{"speaker":"Michael Cirillo","startTime":117.66,"endTime":118.98,"body":"wearing different outfits."},{"speaker":"Kyle Mountsier","startTime":122.25,"endTime":124.5,"body":"Well, hey, look,"},{"speaker":"Kyle Mountsier","startTime":122.25,"endTime":124.5,"body":"we hope you enjoy this"},{"speaker":"Kyle Mountsier","startTime":124.5,"endTime":127.53,"body":"conversation with Nathan"},{"speaker":"Kyle Mountsier","startTime":124.5,"endTime":127.53,"body":"Hollaback Hollenbeck, actual"},{"speaker":"Kyle Mountsier","startTime":127.53,"endTime":129.96,"body":"marketer extraordinaire without"},{"speaker":"Kyle Mountsier","startTime":127.53,"endTime":129.96,"body":"clickbait."},{"speaker":"Kyle Mountsier","startTime":137.19,"endTime":140.82,"body":"All right, we've got my man,"},{"speaker":"Kyle Mountsier","startTime":137.19,"endTime":140.82,"body":"Nate Hollenbeck, here with us."},{"speaker":"Kyle Mountsier","startTime":141.3,"endTime":145.5,"body":"The the man the myth, the legend"},{"speaker":"Kyle Mountsier","startTime":141.3,"endTime":145.5,"body":"at DGDG hanging out there doing"},{"speaker":"Kyle Mountsier","startTime":145.5,"endTime":147.72,"body":"some crazy cool stuff. Nate,"},{"speaker":"Kyle Mountsier","startTime":145.5,"endTime":147.72,"body":"thanks for joining us."},{"speaker":"Nathan Hollenbeck","startTime":148.56,"endTime":149.82,"body":"Thanks for"},{"speaker":"Nathan Hollenbeck","startTime":148.56,"endTime":149.82,"body":"having me, guys. Always a"},{"speaker":"Nathan Hollenbeck","startTime":149.82,"endTime":150.9,"body":"pleasure to see you guys."},{"speaker":"Kyle Mountsier","startTime":151.14,"endTime":153.96,"body":"Yeah, awesome."},{"speaker":"Kyle Mountsier","startTime":151.14,"endTime":153.96,"body":"So for those of you that don't"},{"speaker":"Kyle Mountsier","startTime":153.96,"endTime":158.88,"body":"know, just like five minutes"},{"speaker":"Kyle Mountsier","startTime":153.96,"endTime":158.88,"body":"before this, we get on and he is"},{"speaker":"Kyle Mountsier","startTime":158.88,"endTime":163.74,"body":"wearing a black hat and this"},{"speaker":"Kyle Mountsier","startTime":158.88,"endTime":163.74,"body":"absolutely ridiculous. We're"},{"speaker":"Paul Daly","startTime":163.74,"endTime":167.97,"body":"putting it back on."},{"speaker":"Paul Daly","startTime":163.74,"endTime":167.97,"body":"Just listening. This absolutely"},{"speaker":"Kyle Mountsier","startTime":167.97,"endTime":170.46,"body":"ridiculous, like"},{"speaker":"Kyle Mountsier","startTime":167.97,"endTime":170.46,"body":"perfect. Actually, I need to"},{"speaker":"Kyle Mountsier","startTime":170.46,"endTime":173.64,"body":"grow out my mustache so that it"},{"speaker":"Kyle Mountsier","startTime":170.46,"endTime":173.64,"body":"matches this beard at this"},{"speaker":"Kyle Mountsier","startTime":173.64,"endTime":174.39,"body":"point, because it's"},{"speaker":"Paul Daly","startTime":174.48,"endTime":177.09,"body":"very sophisticated."},{"speaker":"Paul Daly","startTime":174.48,"endTime":177.09,"body":"All you have to do is add like"},{"speaker":"Paul Daly","startTime":177.09,"endTime":179.58,"body":"the little twirls at the end of"},{"speaker":"Paul Daly","startTime":177.09,"endTime":179.58,"body":"that mustache, little little"},{"speaker":"Paul Daly","startTime":179.58,"endTime":183.27,"body":"mustache wax. And I would"},{"speaker":"Paul Daly","startTime":179.58,"endTime":183.27,"body":"certainly keep my kids away from"},{"speaker":"Kyle Mountsier","startTime":183.0,"endTime":187.2,"body":"And naturally,"},{"speaker":"Kyle Mountsier","startTime":183.0,"endTime":187.2,"body":"naturally, he checked with other"},{"speaker":"Kyle Mountsier","startTime":183.27,"endTime":183.54,"body":"you."},{"speaker":"Kyle Mountsier","startTime":187.2,"endTime":190.32,"body":"people to make sure that it was"},{"speaker":"Kyle Mountsier","startTime":187.2,"endTime":190.32,"body":"that it was that it was perfect."},{"speaker":"Kyle Mountsier","startTime":190.32,"endTime":193.38,"body":"So Jake Baron and Ben Hadley if"},{"speaker":"Kyle Mountsier","startTime":190.32,"endTime":193.38,"body":"you're watching or listening"},{"speaker":"Kyle Mountsier","startTime":193.38,"endTime":198.57,"body":"signed up for that. So I'm going"},{"speaker":"Kyle Mountsier","startTime":193.38,"endTime":198.57,"body":"to tell this so my first"},{"speaker":"Kyle Mountsier","startTime":198.57,"endTime":203.67,"body":"introduction to Nathan"},{"speaker":"Kyle Mountsier","startTime":198.57,"endTime":203.67,"body":"Hollenbeck was actually via"},{"speaker":"Kyle Mountsier","startTime":203.73,"endTime":207.99,"body":"DGDG. So if you know me, I used"},{"speaker":"Kyle Mountsier","startTime":203.73,"endTime":207.99,"body":"to work at Mazda stores. And"},{"speaker":"Kyle Mountsier","startTime":208.17,"endTime":212.28,"body":"I'll never forget, my boss calls"},{"speaker":"Kyle Mountsier","startTime":208.17,"endTime":212.28,"body":"me in one day. He's like, Kyle,"},{"speaker":"Kyle Mountsier","startTime":212.85,"endTime":216.66,"body":"come in here. And my boss is"},{"speaker":"Kyle Mountsier","startTime":212.85,"endTime":216.66,"body":"Chad. And he's like, Kyle, can"},{"speaker":"Kyle Mountsier","startTime":216.66,"endTime":220.68,"body":"we make our our website look"},{"speaker":"Kyle Mountsier","startTime":216.66,"endTime":220.68,"body":"like can we do like their"},{"speaker":"Kyle Mountsier","startTime":220.68,"endTime":224.19,"body":"whatever they're doing over"},{"speaker":"Kyle Mountsier","startTime":220.68,"endTime":224.19,"body":"there? And, and I was like, I"},{"speaker":"Kyle Mountsier","startTime":224.19,"endTime":229.77,"body":"was like, typed up online. And I"},{"speaker":"Kyle Mountsier","startTime":224.19,"endTime":229.77,"body":"was like, No. I was like,"},{"speaker":"Kyle Mountsier","startTime":230.04,"endTime":233.28,"body":"because that guy right there"},{"speaker":"Kyle Mountsier","startTime":230.04,"endTime":233.28,"body":"because that guy right there. So"},{"speaker":"Kyle Mountsier","startTime":233.43,"endTime":238.11,"body":"they take us back a little bit"},{"speaker":"Kyle Mountsier","startTime":233.43,"endTime":238.11,"body":"because I think a lot of people"},{"speaker":"Kyle Mountsier","startTime":238.11,"endTime":241.2,"body":"when they when they see the DGDG"},{"speaker":"Kyle Mountsier","startTime":238.11,"endTime":241.2,"body":"brand right now and they see"},{"speaker":"Kyle Mountsier","startTime":241.2,"endTime":244.86,"body":"what you've done with technology"},{"speaker":"Kyle Mountsier","startTime":241.2,"endTime":244.86,"body":"and and the marketing influence"},{"speaker":"Kyle Mountsier","startTime":244.86,"endTime":247.29,"body":"in the market, you're out and"},{"speaker":"Kyle Mountsier","startTime":244.86,"endTime":247.29,"body":"what you and Jeremy Beaver and"},{"speaker":"Kyle Mountsier","startTime":247.29,"endTime":250.77,"body":"the tech team there have been"},{"speaker":"Kyle Mountsier","startTime":247.29,"endTime":250.77,"body":"able to accomplish. They kind of"},{"speaker":"Kyle Mountsier","startTime":250.77,"endTime":253.86,"body":"see like, a lot of and even"},{"speaker":"Kyle Mountsier","startTime":250.77,"endTime":253.86,"body":"though you're not at the end"},{"speaker":"Kyle Mountsier","startTime":253.86,"endTime":256.95,"body":"product, but it's kind of this"},{"speaker":"Kyle Mountsier","startTime":253.86,"endTime":256.95,"body":"end product, but take us back in"},{"speaker":"Kyle Mountsier","startTime":257.13,"endTime":261.09,"body":"in both your journey and then"},{"speaker":"Kyle Mountsier","startTime":257.13,"endTime":261.09,"body":"the journey of like bringing the"},{"speaker":"Kyle Mountsier","startTime":261.12,"endTime":263.46,"body":"DGDG brand to where it is today."},{"speaker":"Kyle Mountsier","startTime":261.12,"endTime":263.46,"body":"Maybe?"},{"speaker":"Nathan Hollenbeck","startTime":264.75,"endTime":268.05,"body":"Yeah, so I"},{"speaker":"Nathan Hollenbeck","startTime":264.75,"endTime":268.05,"body":"jumped into the car business"},{"speaker":"Nathan Hollenbeck","startTime":268.05,"endTime":272.22,"body":"back in 2006. I was at a"},{"speaker":"Nathan Hollenbeck","startTime":268.05,"endTime":272.22,"body":"Mitsubishi store on Stevens"},{"speaker":"Nathan Hollenbeck","startTime":272.22,"endTime":276.75,"body":"Creek Boulevard in Santa Clara,"},{"speaker":"Nathan Hollenbeck","startTime":272.22,"endTime":276.75,"body":"California. I've always been a"},{"speaker":"Nathan Hollenbeck","startTime":276.75,"endTime":279.27,"body":"car guy. And so I knew at a"},{"speaker":"Nathan Hollenbeck","startTime":276.75,"endTime":279.27,"body":"really young age, like if I"},{"speaker":"Nathan Hollenbeck","startTime":279.27,"endTime":281.49,"body":"wasn't doing something around"},{"speaker":"Nathan Hollenbeck","startTime":279.27,"endTime":281.49,"body":"cars, I just wasn't going to be"},{"speaker":"Nathan Hollenbeck","startTime":281.49,"endTime":285.12,"body":"happy. So I'm going to car shows"},{"speaker":"Nathan Hollenbeck","startTime":281.49,"endTime":285.12,"body":"with my dad and we built like a"},{"speaker":"Nathan Hollenbeck","startTime":285.15,"endTime":287.55,"body":"1930 Ford model A hot rod and"},{"speaker":"Paul Daly","startTime":287.73,"endTime":291.15,"body":"like a Motorhead car"},{"speaker":"Paul Daly","startTime":287.73,"endTime":291.15,"body":"guy, you're like a Motorhead."},{"speaker":"Nathan Hollenbeck","startTime":291.15,"endTime":293.7,"body":"Yeah. Oh,"},{"speaker":"Nathan Hollenbeck","startTime":291.15,"endTime":293.7,"body":"yeah, totally. Yeah, I mean, at"},{"speaker":"Nathan Hollenbeck","startTime":293.7,"endTime":296.82,"body":"one point, I think my dad had"},{"speaker":"Nathan Hollenbeck","startTime":293.7,"endTime":296.82,"body":"like, well cars, you know,"},{"speaker":"Nathan Hollenbeck","startTime":296.82,"endTime":299.01,"body":"literally in front of the house"},{"speaker":"Nathan Hollenbeck","startTime":296.82,"endTime":299.01,"body":"and then the driveway and stuff"},{"speaker":"Nathan Hollenbeck","startTime":299.01,"endTime":302.04,"body":"like that. So Just had to be"},{"speaker":"Nathan Hollenbeck","startTime":299.01,"endTime":302.04,"body":"part of the part of the story"},{"speaker":"Nathan Hollenbeck","startTime":302.04,"endTime":302.79,"body":"for me so"},{"speaker":"Kyle Mountsier","startTime":302.82,"endTime":304.68,"body":"Okay, okay, so"},{"speaker":"Kyle Mountsier","startTime":302.82,"endTime":304.68,"body":"then what's your favorite car of"},{"speaker":"Kyle Mountsier","startTime":304.68,"endTime":307.35,"body":"all time? Before we get into it?"},{"speaker":"Kyle Mountsier","startTime":304.68,"endTime":307.35,"body":"What's your favorite car of all"},{"speaker":"Kyle Mountsier","startTime":307.35,"endTime":307.77,"body":"time? Hard"},{"speaker":"Paul Daly","startTime":307.77,"endTime":309.33,"body":"to answer if you're"},{"speaker":"Paul Daly","startTime":307.77,"endTime":309.33,"body":"so it's"},{"speaker":"Nathan Hollenbeck","startTime":309.36,"endTime":311.94,"body":"it's evolved"},{"speaker":"Nathan Hollenbeck","startTime":309.36,"endTime":311.94,"body":"over time and I get some flack"},{"speaker":"Nathan Hollenbeck","startTime":311.94,"endTime":316.38,"body":"on this answer. But it's the"},{"speaker":"Nathan Hollenbeck","startTime":311.94,"endTime":316.38,"body":"Audi R8 first gen bodystyle."},{"speaker":"Nathan Hollenbeck","startTime":317.76,"endTime":322.71,"body":"That car like just beautiful,"},{"speaker":"Nathan Hollenbeck","startTime":317.76,"endTime":322.71,"body":"luxurious performance, like,"},{"speaker":"Nathan Hollenbeck","startTime":322.86,"endTime":325.89,"body":"sure you can probably get"},{"speaker":"Nathan Hollenbeck","startTime":322.86,"endTime":325.89,"body":"something like with more"},{"speaker":"Nathan Hollenbeck","startTime":325.89,"endTime":328.92,"body":"performance for that buck, but"},{"speaker":"Nathan Hollenbeck","startTime":325.89,"endTime":328.92,"body":"like just it's the whole package"},{"speaker":"Nathan Hollenbeck","startTime":328.92,"endTime":331.53,"body":"for me it just love that card"},{"speaker":"Nathan Hollenbeck","startTime":328.92,"endTime":331.53,"body":"looks and sounds amazing."},{"speaker":"Paul Daly","startTime":331.68,"endTime":335.34,"body":"I was expecting him"},{"speaker":"Paul Daly","startTime":331.68,"endTime":335.34,"body":"to say 1994 Mitsubishi Eclipse,"},{"speaker":"Paul Daly","startTime":335.34,"endTime":339.03,"body":"but you know, that's just I get"},{"speaker":"Paul Daly","startTime":335.34,"endTime":339.03,"body":"a lot of flack for this one."},{"speaker":"Paul Daly","startTime":342.24,"endTime":343.23,"body":"Because Paul Walker's"},{"speaker":"Kyle Mountsier","startTime":343.0,"endTime":349.09,"body":"PT cruiser is my"},{"speaker":"Kyle Mountsier","startTime":343.0,"endTime":349.09,"body":"jam, wood body PT Cruiser,"},{"speaker":"Kyle Mountsier","startTime":349.33,"endTime":354.91,"body":"perfect. Got one in the garage."},{"speaker":"Kyle Mountsier","startTime":349.33,"endTime":354.91,"body":"No, the Audi are not not as much"},{"speaker":"Kyle Mountsier","startTime":354.91,"endTime":360.49,"body":"flak for me. Don't worry. All"},{"speaker":"Kyle Mountsier","startTime":354.91,"endTime":360.49,"body":"right, so keep us rolling."},{"speaker":"Kyle Mountsier","startTime":360.49,"endTime":362.71,"body":"Sorry. I had to interrupt us"},{"speaker":"Kyle Mountsier","startTime":360.49,"endTime":362.71,"body":"with that regularly. Good"},{"speaker":"Kyle Mountsier","startTime":362.71,"endTime":363.22,"body":"question."},{"speaker":"Paul Daly","startTime":363.27,"endTime":364.98,"body":"I mean, that's the"},{"speaker":"Paul Daly","startTime":363.27,"endTime":364.98,"body":"question. That's really what"},{"speaker":"Paul Daly","startTime":364.98,"endTime":366.24,"body":"people want to know. Anyway."},{"speaker":"Nathan Hollenbeck","startTime":367.38,"endTime":371.28,"body":"Yeah, for"},{"speaker":"Nathan Hollenbeck","startTime":367.38,"endTime":371.28,"body":"sure. So yes, I took to some"},{"speaker":"Nathan Hollenbeck","startTime":371.28,"endTime":374.01,"body":"parts quickly, because I mean,"},{"speaker":"Nathan Hollenbeck","startTime":371.28,"endTime":374.01,"body":"all I did with my friends was"},{"speaker":"Nathan Hollenbeck","startTime":374.01,"endTime":376.32,"body":"talk about cars all day. So then"},{"speaker":"Nathan Hollenbeck","startTime":374.01,"endTime":376.32,"body":"you come into work, and you talk"},{"speaker":"Nathan Hollenbeck","startTime":376.32,"endTime":378.39,"body":"to customers about cars, and"},{"speaker":"Nathan Hollenbeck","startTime":376.32,"endTime":378.39,"body":"you're excited, they get"},{"speaker":"Nathan Hollenbeck","startTime":378.39,"endTime":381.96,"body":"excited. And so I had a lot of"},{"speaker":"Nathan Hollenbeck","startTime":378.39,"endTime":381.96,"body":"fun selling cars. And then"},{"speaker":"Nathan Hollenbeck","startTime":382.68,"endTime":385.38,"body":"within a year of being in the"},{"speaker":"Nathan Hollenbeck","startTime":382.68,"endTime":385.38,"body":"business, became the internet"},{"speaker":"Nathan Hollenbeck","startTime":385.38,"endTime":390.96,"body":"director running a team of four"},{"speaker":"Nathan Hollenbeck","startTime":385.38,"endTime":390.96,"body":"people. 2008 happened at that"},{"speaker":"Nathan Hollenbeck","startTime":390.99,"endTime":394.89,"body":"point in time and things were on"},{"speaker":"Nathan Hollenbeck","startTime":390.99,"endTime":394.89,"body":"their decline, jumped out of"},{"speaker":"Nathan Hollenbeck","startTime":394.89,"endTime":399.24,"body":"automotive for a quick minute"},{"speaker":"Nathan Hollenbeck","startTime":394.89,"endTime":399.24,"body":"into banking at Wells Fargo,"},{"speaker":"Nathan Hollenbeck","startTime":399.24,"endTime":402.72,"body":"like in the middle of all their"},{"speaker":"Nathan Hollenbeck","startTime":399.24,"endTime":402.72,"body":"crazy fiasco that all the"},{"speaker":"Nathan Hollenbeck","startTime":402.72,"endTime":403.62,"body":"shenanigans that they"},{"speaker":"Paul Daly","startTime":403.62,"endTime":404.91,"body":"were doing. Was it"},{"speaker":"Paul Daly","startTime":403.62,"endTime":404.91,"body":"crazy?"},{"speaker":"Unknown","startTime":407.0,"endTime":410.21,"body":"Yeah, yeah. I wasn't"},{"speaker":"Unknown","startTime":407.0,"endTime":410.21,"body":"willing to like, you know, do"},{"speaker":"Unknown","startTime":410.21,"endTime":412.79,"body":"what needed to be done all the"},{"speaker":"Unknown","startTime":410.21,"endTime":412.79,"body":"you know, opening of fake"},{"speaker":"Unknown","startTime":412.79,"endTime":416.39,"body":"accounts and things like that to"},{"speaker":"Unknown","startTime":412.79,"endTime":416.39,"body":"get the sales numbers. Wow. So"},{"speaker":"Unknown","startTime":416.39,"endTime":419.84,"body":"after about six months, I bailed"},{"speaker":"Unknown","startTime":416.39,"endTime":419.84,"body":"this go on. Sorry, this isn't"},{"speaker":"Unknown","startTime":419.84,"endTime":424.64,"body":"for me. Kind of really cool"},{"speaker":"Unknown","startTime":419.84,"endTime":424.64,"body":"opportunity to get into mortgage"},{"speaker":"Unknown","startTime":424.64,"endTime":427.34,"body":"lending under a mentorship"},{"speaker":"Unknown","startTime":424.64,"endTime":427.34,"body":"program, I got my real estate"},{"speaker":"Unknown","startTime":427.34,"endTime":433.64,"body":"license, and eventually got my"},{"speaker":"Unknown","startTime":427.34,"endTime":433.64,"body":"NMLS license for California. But"},{"speaker":"Unknown","startTime":433.64,"endTime":438.53,"body":"then I was doing the refi for my"},{"speaker":"Unknown","startTime":433.64,"endTime":438.53,"body":"old GM. And his nephew was in"},{"speaker":"Unknown","startTime":438.53,"endTime":441.08,"body":"the internet department. And he"},{"speaker":"Unknown","startTime":438.53,"endTime":441.08,"body":"and one of their guys were"},{"speaker":"Unknown","startTime":441.08,"endTime":443.0,"body":"there. And they're selling like"},{"speaker":"Unknown","startTime":441.08,"endTime":443.0,"body":"eight cars a month between the"},{"speaker":"Unknown","startTime":443.0,"endTime":446.06,"body":"two. And he was like, You should"},{"speaker":"Unknown","startTime":443.0,"endTime":446.06,"body":"come back. You be the internet"},{"speaker":"Unknown","startTime":446.06,"endTime":450.5,"body":"director again. It'll be great."},{"speaker":"Unknown","startTime":446.06,"endTime":450.5,"body":"And so I said, Sure. All right."},{"speaker":"Unknown","startTime":450.5,"endTime":453.56,"body":"And I came back, because that"},{"speaker":"Unknown","startTime":450.5,"endTime":453.56,"body":"time, you know, people still"},{"speaker":"Unknown","startTime":453.56,"endTime":456.11,"body":"were completely underwater on"},{"speaker":"Unknown","startTime":453.56,"endTime":456.11,"body":"their mortgages, and like trying"},{"speaker":"Unknown","startTime":456.11,"endTime":458.48,"body":"to finally find a client and"},{"speaker":"Unknown","startTime":456.11,"endTime":458.48,"body":"trying to get them through the"},{"speaker":"Unknown","startTime":458.48,"endTime":460.7,"body":"refi. You just didn't get them"},{"speaker":"Unknown","startTime":458.48,"endTime":460.7,"body":"their loan devalues and stuff"},{"speaker":"Unknown","startTime":460.7,"endTime":464.15,"body":"like that. So I came back to the"},{"speaker":"Unknown","startTime":460.7,"endTime":464.15,"body":"auto business a little bit with"},{"speaker":"Unknown","startTime":464.15,"endTime":468.77,"body":"my leg, you know, tucked in"},{"speaker":"Unknown","startTime":464.15,"endTime":468.77,"body":"between my legs, and a little"},{"speaker":"Unknown","startTime":468.77,"endTime":472.07,"body":"reluctant, because I felt like I"},{"speaker":"Unknown","startTime":468.77,"endTime":472.07,"body":"you know, struck out on the"},{"speaker":"Unknown","startTime":472.07,"endTime":474.8,"body":"mortgage side, but then that"},{"speaker":"Unknown","startTime":472.07,"endTime":474.8,"body":"being the best thing for me,"},{"speaker":"Unknown","startTime":475.07,"endTime":478.85,"body":"because here I am now, years"},{"speaker":"Unknown","startTime":475.07,"endTime":478.85,"body":"later. But I took that"},{"speaker":"Unknown","startTime":478.85,"endTime":481.13,"body":"department that was selling"},{"speaker":"Unknown","startTime":478.85,"endTime":481.13,"body":"eight cars a month and got into"},{"speaker":"Unknown","startTime":481.13,"endTime":486.95,"body":"selling 40 cars a month within"},{"speaker":"Unknown","startTime":481.13,"endTime":486.95,"body":"about 90 days. And so then I got"},{"speaker":"Unknown","startTime":486.95,"endTime":490.25,"body":"a really cool opportunity to"},{"speaker":"Unknown","startTime":486.95,"endTime":490.25,"body":"work for a startup digital"},{"speaker":"Unknown","startTime":490.25,"endTime":493.34,"body":"advertising agency here in San"},{"speaker":"Unknown","startTime":490.25,"endTime":493.34,"body":"Jose, was there for about two"},{"speaker":"Unknown","startTime":493.34,"endTime":497.33,"body":"and a half years before decided"},{"speaker":"Unknown","startTime":493.34,"endTime":497.33,"body":"to come to Digi Digi. So I'd had"},{"speaker":"Unknown","startTime":497.33,"endTime":501.47,"body":"a client that we quadrupled"},{"speaker":"Unknown","startTime":497.33,"endTime":501.47,"body":"their website traffic, tripled"},{"speaker":"Unknown","startTime":501.47,"endTime":503.9,"body":"their phone calls and doubled"},{"speaker":"Unknown","startTime":501.47,"endTime":503.9,"body":"their leads. And they didn't"},{"speaker":"Unknown","startTime":503.9,"endTime":507.44,"body":"sell a single car and more so"},{"speaker":"Unknown","startTime":503.9,"endTime":507.44,"body":"they fired us. And I was like"},{"speaker":"Unknown","startTime":507.44,"endTime":508.52,"body":"wow, you're"},{"speaker":"Paul Daly","startTime":509.57,"endTime":511.28,"body":"always the marketers"},{"speaker":"Paul Daly","startTime":509.57,"endTime":511.28,"body":"fault. Yeah."},{"speaker":"Unknown","startTime":513.14,"endTime":516.68,"body":"So I kind of decided I"},{"speaker":"Unknown","startTime":513.14,"endTime":516.68,"body":"wanted to come back to retail"},{"speaker":"Unknown","startTime":516.68,"endTime":519.68,"body":"just because I wanted to be in"},{"speaker":"Unknown","startTime":516.68,"endTime":519.68,"body":"like ingrained into the sales"},{"speaker":"Unknown","startTime":519.68,"endTime":522.77,"body":"process and not be just you"},{"speaker":"Unknown","startTime":519.68,"endTime":522.77,"body":"know, driving traffic but being"},{"speaker":"Unknown","startTime":522.77,"endTime":526.43,"body":"able to help with the end"},{"speaker":"Unknown","startTime":522.77,"endTime":526.43,"body":"outcome. And so So yeah, so that"},{"speaker":"Unknown","startTime":526.43,"endTime":530.03,"body":"was eight, almost nine years"},{"speaker":"Unknown","startTime":526.43,"endTime":530.03,"body":"ago, jumping on with DGDG and"},{"speaker":"Unknown","startTime":530.03,"endTime":532.94,"body":"had a number of roles and so"},{"speaker":"Unknown","startTime":530.03,"endTime":532.94,"body":"getting the VP of Marketing here"},{"speaker":"Unknown","startTime":532.94,"endTime":535.37,"body":"so it's been a pretty awesome"},{"speaker":"Unknown","startTime":532.94,"endTime":535.37,"body":"guarantee."},{"speaker":"Unknown","startTime":535.0,"endTime":537.76,"body":"Yeah, for sure. So, so"},{"speaker":"Unknown","startTime":535.0,"endTime":537.76,"body":"fortunate and blessed. Like we"},{"speaker":"Kyle Mountsier","startTime":535.0,"endTime":538.69,"body":"Okay, so I love"},{"speaker":"Kyle Mountsier","startTime":535.0,"endTime":538.69,"body":"that perspective because you"},{"speaker":"Kyle Mountsier","startTime":537.76,"endTime":544.54,"body":"have a lot of sort of single"},{"speaker":"Kyle Mountsier","startTime":537.76,"endTime":544.54,"body":"individuals that are single"},{"speaker":"Kyle Mountsier","startTime":538.69,"endTime":541.51,"body":"know a lot of people when they"},{"speaker":"Kyle Mountsier","startTime":538.69,"endTime":541.51,"body":"hear marketing they hear just"},{"speaker":"Kyle Mountsier","startTime":541.51,"endTime":543.76,"body":"like oh yeah, those are the"},{"speaker":"Kyle Mountsier","startTime":541.51,"endTime":543.76,"body":"people that are like you said"},{"speaker":"Kyle Mountsier","startTime":543.88,"endTime":547.06,"body":"responsible for getting the"},{"speaker":"Kyle Mountsier","startTime":543.88,"endTime":547.06,"body":"website traffic this the the"},{"speaker":"Kyle Mountsier","startTime":546.97,"endTime":588.1,"body":"minded focus at DGDG. So we have"},{"speaker":"Kyle Mountsier","startTime":546.97,"endTime":588.1,"body":"a VP of Sales that I've worked"},{"speaker":"Kyle Mountsier","startTime":547.06,"endTime":550.48,"body":"leads and the phone calls and"},{"speaker":"Kyle Mountsier","startTime":547.06,"endTime":550.48,"body":"that's all they do. But you took"},{"speaker":"Kyle Mountsier","startTime":550.48,"endTime":553.39,"body":"an approach coming back into it"},{"speaker":"Kyle Mountsier","startTime":550.48,"endTime":553.39,"body":"and I think still take an"},{"speaker":"Kyle Mountsier","startTime":553.39,"endTime":557.98,"body":"approach today that marketing"},{"speaker":"Kyle Mountsier","startTime":553.39,"endTime":557.98,"body":"and operations are actually like"},{"speaker":"Kyle Mountsier","startTime":558.31,"endTime":562.06,"body":"right like joined at the hip to"},{"speaker":"Kyle Mountsier","startTime":558.31,"endTime":562.06,"body":"each other. Can you explain like"},{"speaker":"Kyle Mountsier","startTime":562.06,"endTime":566.05,"body":"your perspective on that and how"},{"speaker":"Kyle Mountsier","startTime":562.06,"endTime":566.05,"body":"maybe you take the the approach"},{"speaker":"Kyle Mountsier","startTime":566.05,"endTime":569.05,"body":"every single day from the"},{"speaker":"Kyle Mountsier","startTime":566.05,"endTime":569.05,"body":"marketers like leaning to from"},{"speaker":"Kyle Mountsier","startTime":569.05,"endTime":572.08,"body":"the on the marketer side but"},{"speaker":"Kyle Mountsier","startTime":569.05,"endTime":572.08,"body":"understanding the operations"},{"speaker":"Kyle Mountsier","startTime":572.08,"endTime":574.96,"body":"kind of goes hand in hand and"},{"speaker":"Kyle Mountsier","startTime":572.08,"endTime":574.96,"body":"the perspective that you bring"},{"speaker":"Kyle Mountsier","startTime":574.96,"endTime":577.42,"body":"to DGDG in your everyday with"},{"speaker":"Kyle Mountsier","startTime":574.96,"endTime":577.42,"body":"that?"},{"speaker":"Kyle Mountsier","startTime":588.1,"endTime":591.73,"body":"with closely. Let him know"},{"speaker":"Kyle Mountsier","startTime":588.1,"endTime":591.73,"body":"what's coming down like the"},{"speaker":"Kyle Mountsier","startTime":591.73,"endTime":594.94,"body":"marketing pipeline that we're"},{"speaker":"Kyle Mountsier","startTime":591.73,"endTime":594.94,"body":"working on. And he helps sort of"},{"speaker":"Kyle Mountsier","startTime":594.97,"endTime":598.78,"body":"get that into the store level."},{"speaker":"Kyle Mountsier","startTime":594.97,"endTime":598.78,"body":"We also have a VP of training"},{"speaker":"Kyle Mountsier","startTime":598.84,"endTime":601.45,"body":"and a director of training"},{"speaker":"Kyle Mountsier","startTime":598.84,"endTime":601.45,"body":"meaning that help like with"},{"speaker":"Kyle Mountsier","startTime":601.45,"endTime":605.2,"body":"training on the individual store"},{"speaker":"Kyle Mountsier","startTime":601.45,"endTime":605.2,"body":"level. And then I have a"},{"speaker":"Kyle Mountsier","startTime":605.2,"endTime":610.06,"body":"director of data analytics, and"},{"speaker":"Kyle Mountsier","startTime":605.2,"endTime":610.06,"body":"a CRM manager. And we take a lot"},{"speaker":"Kyle Mountsier","startTime":610.06,"endTime":614.08,"body":"of the insights that we develop"},{"speaker":"Kyle Mountsier","startTime":610.06,"endTime":614.08,"body":"from a data lake that we've been"},{"speaker":"Kyle Mountsier","startTime":614.08,"endTime":618.31,"body":"developing over the last six"},{"speaker":"Kyle Mountsier","startTime":614.08,"endTime":618.31,"body":"years and utilizing to really"},{"speaker":"Kyle Mountsier","startTime":618.31,"endTime":620.98,"body":"streamline and build our own"},{"speaker":"Kyle Mountsier","startTime":618.31,"endTime":620.98,"body":"reporting. And then to be able"},{"speaker":"Kyle Mountsier","startTime":620.98,"endTime":623.8,"body":"to take that reporting and give"},{"speaker":"Kyle Mountsier","startTime":620.98,"endTime":623.8,"body":"actionable insights to the"},{"speaker":"Kyle Mountsier","startTime":623.8,"endTime":627.22,"body":"training team and the sales team"},{"speaker":"Kyle Mountsier","startTime":623.8,"endTime":627.22,"body":"to be able to work on getting"},{"speaker":"Kyle Mountsier","startTime":627.22,"endTime":630.28,"body":"better, right. And we really"},{"speaker":"Kyle Mountsier","startTime":627.22,"endTime":630.28,"body":"believe that if you measure it,"},{"speaker":"Kyle Mountsier","startTime":630.28,"endTime":633.61,"body":"you can improve upon it. And so"},{"speaker":"Kyle Mountsier","startTime":630.28,"endTime":633.61,"body":"we've really, you know, really"},{"speaker":"Kyle Mountsier","startTime":633.61,"endTime":636.82,"body":"over invested into that"},{"speaker":"Kyle Mountsier","startTime":633.61,"endTime":636.82,"body":"reporting capabilities in that"},{"speaker":"Kyle Mountsier","startTime":636.82,"endTime":637.51,"body":"technology,"},{"speaker":"Kyle Mountsier","startTime":637.65,"endTime":640.47,"body":"how can we see"},{"speaker":"Kyle Mountsier","startTime":637.65,"endTime":640.47,"body":"an example of one one thing that"},{"speaker":"Kyle Mountsier","startTime":640.47,"endTime":644.58,"body":"like you saw on the marketing or"},{"speaker":"Kyle Mountsier","startTime":640.47,"endTime":644.58,"body":"the data side, maybe over the"},{"speaker":"Kyle Mountsier","startTime":644.58,"endTime":647.46,"body":"last couple years that you saw"},{"speaker":"Kyle Mountsier","startTime":644.58,"endTime":647.46,"body":"on were like, red flag? All"},{"speaker":"Kyle Mountsier","startTime":647.46,"endTime":650.85,"body":"right, get everyone together,"},{"speaker":"Kyle Mountsier","startTime":647.46,"endTime":650.85,"body":"we've got to attack this thing,"},{"speaker":"Kyle Mountsier","startTime":650.85,"endTime":652.83,"body":"what's one of those examples and"},{"speaker":"Kyle Mountsier","startTime":650.85,"endTime":652.83,"body":"how you attacked it."},{"speaker":"Nathan Hollenbeck","startTime":654.57,"endTime":656.76,"body":"Um, so we"},{"speaker":"Nathan Hollenbeck","startTime":654.57,"endTime":656.76,"body":"take in a lot of different data"},{"speaker":"Nathan Hollenbeck","startTime":656.76,"endTime":662.22,"body":"sources into the data lake from"},{"speaker":"Nathan Hollenbeck","startTime":656.76,"endTime":662.22,"body":"inventory to sales, and other"},{"speaker":"Nathan Hollenbeck","startTime":662.22,"endTime":665.94,"body":"financial data and whatnot. And"},{"speaker":"Nathan Hollenbeck","startTime":662.22,"endTime":665.94,"body":"so I think, you know, we look a"},{"speaker":"Nathan Hollenbeck","startTime":665.94,"endTime":668.82,"body":"lot, we have something that we"},{"speaker":"Nathan Hollenbeck","startTime":665.94,"endTime":668.82,"body":"kick out three times a week"},{"speaker":"Nathan Hollenbeck","startTime":668.82,"endTime":671.52,"body":"called the vitals for new and"},{"speaker":"Nathan Hollenbeck","startTime":668.82,"endTime":671.52,"body":"for used cars, so we can"},{"speaker":"Nathan Hollenbeck","startTime":671.52,"endTime":675.48,"body":"understand like, pricing"},{"speaker":"Nathan Hollenbeck","startTime":671.52,"endTime":675.48,"body":"performance, inventory"},{"speaker":"Nathan Hollenbeck","startTime":675.48,"endTime":680.1,"body":"engagement, leads and conversion"},{"speaker":"Nathan Hollenbeck","startTime":675.48,"endTime":680.1,"body":"rates and things like that. So"},{"speaker":"Nathan Hollenbeck","startTime":680.1,"endTime":683.04,"body":"it's really easy to kind of look"},{"speaker":"Nathan Hollenbeck","startTime":680.1,"endTime":683.04,"body":"at that and get a status of"},{"speaker":"Nathan Hollenbeck","startTime":683.04,"endTime":685.89,"body":"like, the heartbeat of the"},{"speaker":"Nathan Hollenbeck","startTime":683.04,"endTime":685.89,"body":"dealer group. And if the"},{"speaker":"Nathan Hollenbeck","startTime":685.89,"endTime":688.11,"body":"dealership is like, Hey, I'm"},{"speaker":"Nathan Hollenbeck","startTime":685.89,"endTime":688.11,"body":"having struggles with this,"},{"speaker":"Nathan Hollenbeck","startTime":688.17,"endTime":691.17,"body":"like, you can usually dive into"},{"speaker":"Nathan Hollenbeck","startTime":688.17,"endTime":691.17,"body":"that report with them, and get"},{"speaker":"Nathan Hollenbeck","startTime":691.17,"endTime":693.96,"body":"in the weeds a little bit and"},{"speaker":"Nathan Hollenbeck","startTime":691.17,"endTime":693.96,"body":"uncover what it is that that may"},{"speaker":"Nathan Hollenbeck","startTime":693.96,"endTime":697.5,"body":"be going on at their dealership."},{"speaker":"Nathan Hollenbeck","startTime":693.96,"endTime":697.5,"body":"So how could pricing be"},{"speaker":"Nathan Hollenbeck","startTime":697.53,"endTime":701.07,"body":"impacting their ability to"},{"speaker":"Nathan Hollenbeck","startTime":697.53,"endTime":701.07,"body":"generate leads or sales"},{"speaker":"Nathan Hollenbeck","startTime":701.07,"endTime":704.25,"body":"opportunities? Right? So I think"},{"speaker":"Nathan Hollenbeck","startTime":701.07,"endTime":704.25,"body":"those are the things that we"},{"speaker":"Nathan Hollenbeck","startTime":704.25,"endTime":706.83,"body":"look at on a regular basis where"},{"speaker":"Nathan Hollenbeck","startTime":704.25,"endTime":706.83,"body":"the more that we added to that"},{"speaker":"Nathan Hollenbeck","startTime":706.83,"endTime":709.47,"body":"report, the more like we"},{"speaker":"Nathan Hollenbeck","startTime":706.83,"endTime":709.47,"body":"theorize, like, what do we need"},{"speaker":"Nathan Hollenbeck","startTime":709.47,"endTime":712.11,"body":"in this report? What's not"},{"speaker":"Nathan Hollenbeck","startTime":709.47,"endTime":712.11,"body":"useful in this report that we"},{"speaker":"Nathan Hollenbeck","startTime":712.11,"endTime":714.99,"body":"should swap out with something"},{"speaker":"Nathan Hollenbeck","startTime":712.11,"endTime":714.99,"body":"else, like over time, over the"},{"speaker":"Nathan Hollenbeck","startTime":714.99,"endTime":718.35,"body":"years, it's evolved a lot just"},{"speaker":"Nathan Hollenbeck","startTime":714.99,"endTime":718.35,"body":"from looking at different data"},{"speaker":"Nathan Hollenbeck","startTime":718.35,"endTime":722.82,"body":"in different ways and trying to"},{"speaker":"Nathan Hollenbeck","startTime":718.35,"endTime":722.82,"body":"use it as the best business"},{"speaker":"Nathan Hollenbeck","startTime":722.82,"endTime":725.22,"body":"intelligence possible to run the"},{"speaker":"Nathan Hollenbeck","startTime":722.82,"endTime":725.22,"body":"organization?"},{"speaker":"Paul Daly","startTime":726.3,"endTime":729.54,"body":"Can you give Can you"},{"speaker":"Paul Daly","startTime":726.3,"endTime":729.54,"body":"give the listeners some context"},{"speaker":"Paul Daly","startTime":729.84,"endTime":733.35,"body":"as to the size and scale of your"},{"speaker":"Paul Daly","startTime":729.84,"endTime":733.35,"body":"group, right? Because I think"},{"speaker":"Paul Daly","startTime":734.04,"endTime":737.1,"body":"dealers are always trying to"},{"speaker":"Paul Daly","startTime":734.04,"endTime":737.1,"body":"like say, Okay, how big is this"},{"speaker":"Paul Daly","startTime":737.1,"endTime":739.56,"body":"organization? Because you just"},{"speaker":"Paul Daly","startTime":737.1,"endTime":739.56,"body":"talked about dedicating people"},{"speaker":"Paul Daly","startTime":739.68,"endTime":743.61,"body":"to things that pretty much very"},{"speaker":"Paul Daly","startTime":739.68,"endTime":743.61,"body":"few people have a dedicated"},{"speaker":"Paul Daly","startTime":743.61,"endTime":747.42,"body":"person, right? You are this"},{"speaker":"Paul Daly","startTime":743.61,"endTime":747.42,"body":"right? You just focus on this"},{"speaker":"Paul Daly","startTime":747.42,"endTime":751.02,"body":"only and integrate with so tell"},{"speaker":"Paul Daly","startTime":747.42,"endTime":751.02,"body":"us a little bit about del grande"},{"speaker":"Paul Daly","startTime":751.11,"endTime":754.02,"body":"size, age, you know, management"},{"speaker":"Paul Daly","startTime":751.11,"endTime":754.02,"body":"structure, etc."},{"speaker":"Nathan Hollenbeck","startTime":755.46,"endTime":758.37,"body":"Yeah. So, for"},{"speaker":"Nathan Hollenbeck","startTime":755.46,"endTime":758.37,"body":"my team, in particular, we"},{"speaker":"Nathan Hollenbeck","startTime":758.37,"endTime":762.3,"body":"actually have 30 people on the"},{"speaker":"Nathan Hollenbeck","startTime":758.37,"endTime":762.3,"body":"marketing team today. So the"},{"speaker":"Nathan Hollenbeck","startTime":762.3,"endTime":765.42,"body":"bulk of that being photographers"},{"speaker":"Nathan Hollenbeck","startTime":762.3,"endTime":765.42,"body":"keeping up with all the new"},{"speaker":"Nathan Hollenbeck","startTime":765.42,"endTime":766.56,"body":"unused inventory, can"},{"speaker":"Paul Daly","startTime":766.56,"endTime":769.77,"body":"you actually just"},{"speaker":"Paul Daly","startTime":766.56,"endTime":769.77,"body":"talk about the stores first, and"},{"speaker":"Paul Daly","startTime":769.77,"endTime":770.82,"body":"then we'll get into that?"},{"speaker":"Nathan Hollenbeck","startTime":771.6,"endTime":775.05,"body":"Sure. Yeah."},{"speaker":"Nathan Hollenbeck","startTime":771.6,"endTime":775.05,"body":"So we have we have 16 rooftops"},{"speaker":"Nathan Hollenbeck","startTime":775.26,"endTime":778.68,"body":"here throughout the Bay Area. 16"},{"speaker":"Nathan Hollenbeck","startTime":775.26,"endTime":778.68,"body":"different OEM brands that we"},{"speaker":"Nathan Hollenbeck","startTime":778.68,"endTime":783.03,"body":"represent. Also, like very"},{"speaker":"Nathan Hollenbeck","startTime":778.68,"endTime":783.03,"body":"centrally located, the"},{"speaker":"Kyle Mountsier","startTime":783.03,"endTime":784.68,"body":"roof top is a"},{"speaker":"Kyle Mountsier","startTime":783.03,"endTime":784.68,"body":"different brand."},{"speaker":"Nathan Hollenbeck","startTime":786.45,"endTime":788.16,"body":"No, it just"},{"speaker":"Nathan Hollenbeck","startTime":786.45,"endTime":788.16,"body":"lines up that way. Like we have"},{"speaker":"Nathan Hollenbeck","startTime":788.16,"endTime":793.23,"body":"some we have like Ford, Mazda"},{"speaker":"Nathan Hollenbeck","startTime":788.16,"endTime":793.23,"body":"franchises. We got four, we got"},{"speaker":"Nathan Hollenbeck","startTime":793.23,"endTime":795.69,"body":"a Chrysler Dodge Jeep brand. So"},{"speaker":"Nathan Hollenbeck","startTime":793.23,"endTime":795.69,"body":"you have four brands at one"},{"speaker":"Nathan Hollenbeck","startTime":795.69,"endTime":801.72,"body":"location. But yeah, cancels that"},{"speaker":"Nathan Hollenbeck","startTime":795.69,"endTime":801.72,"body":"to being 16 to 16 grams. Um, but"},{"speaker":"Nathan Hollenbeck","startTime":801.87,"endTime":804.36,"body":"yeah, we don't currently have"},{"speaker":"Nathan Hollenbeck","startTime":801.87,"endTime":804.36,"body":"any, like highlight or anything"},{"speaker":"Nathan Hollenbeck","startTime":804.36,"endTime":807.6,"body":"like that. But that's one of the"},{"speaker":"Nathan Hollenbeck","startTime":804.36,"endTime":807.6,"body":"things that we're hoping to get"},{"speaker":"Nathan Hollenbeck","startTime":807.6,"endTime":811.77,"body":"into. But yeah, so it's, we kind"},{"speaker":"Nathan Hollenbeck","startTime":807.6,"endTime":811.77,"body":"of coming back to your question"},{"speaker":"Nathan Hollenbeck","startTime":811.8,"endTime":815.13,"body":"about branding. The fact that"},{"speaker":"Nathan Hollenbeck","startTime":811.8,"endTime":815.13,"body":"we've been so centralized"},{"speaker":"Nathan Hollenbeck","startTime":815.16,"endTime":818.01,"body":"throughout the Bay Area, and in"},{"speaker":"Nathan Hollenbeck","startTime":815.16,"endTime":818.01,"body":"Northern California, like it's"},{"speaker":"Nathan Hollenbeck","startTime":818.01,"endTime":822.93,"body":"become a very recognized brand."},{"speaker":"Nathan Hollenbeck","startTime":818.01,"endTime":822.93,"body":"Within it as like, we really put"},{"speaker":"Nathan Hollenbeck","startTime":822.93,"endTime":825.57,"body":"a lot into the brand marketing"},{"speaker":"Nathan Hollenbeck","startTime":822.93,"endTime":825.57,"body":"efforts to make sure that people"},{"speaker":"Nathan Hollenbeck","startTime":825.57,"endTime":828.3,"body":"always consider Digi Digi on the"},{"speaker":"Nathan Hollenbeck","startTime":825.57,"endTime":828.3,"body":"shopping list when we're trying"},{"speaker":"Nathan Hollenbeck","startTime":828.3,"endTime":829.02,"body":"to buy a car"},{"speaker":"Paul Daly","startTime":829.38,"endTime":831.72,"body":"can have an idea of"},{"speaker":"Paul Daly","startTime":829.38,"endTime":831.72,"body":"group volume, or you're not"},{"speaker":"Paul Daly","startTime":831.72,"endTime":832.56,"body":"sharing me that?"},{"speaker":"Nathan Hollenbeck","startTime":834.03,"endTime":837.66,"body":"Yeah, so"},{"speaker":"Nathan Hollenbeck","startTime":834.03,"endTime":837.66,"body":"usually roughly around 25,000"},{"speaker":"Nathan Hollenbeck","startTime":837.69,"endTime":840.3,"body":"cars a year and that's"},{"speaker":"Nathan Hollenbeck","startTime":837.69,"endTime":840.3,"body":"fluctuated a little bit in the"},{"speaker":"Nathan Hollenbeck","startTime":840.3,"endTime":843.57,"body":"last two years with with trying"},{"speaker":"Nathan Hollenbeck","startTime":840.3,"endTime":843.57,"body":"to get inventory. I think our"},{"speaker":"Nathan Hollenbeck","startTime":843.57,"endTime":848.25,"body":"best year we did roughly 30,000"},{"speaker":"Nathan Hollenbeck","startTime":843.57,"endTime":848.25,"body":"cars. So it's a it's a big"},{"speaker":"Nathan Hollenbeck","startTime":848.25,"endTime":852.21,"body":"organization, about a billion in"},{"speaker":"Nathan Hollenbeck","startTime":848.25,"endTime":852.21,"body":"sales a year and a little over"},{"speaker":"Nathan Hollenbeck","startTime":852.21,"endTime":856.47,"body":"1100 team members at this point"},{"speaker":"Nathan Hollenbeck","startTime":852.21,"endTime":856.47,"body":"in time. 16 rooftops in our"},{"speaker":"Nathan Hollenbeck","startTime":856.47,"endTime":857.37,"body":"management group."},{"speaker":"Paul Daly","startTime":857.55,"endTime":859.38,"body":"Okay. And then you"},{"speaker":"Paul Daly","startTime":857.55,"endTime":859.38,"body":"got back down, you have a 30"},{"speaker":"Paul Daly","startTime":859.38,"endTime":860.79,"body":"person marketing team, you were"},{"speaker":"Paul Daly","startTime":859.38,"endTime":860.79,"body":"saying?"},{"speaker":"Nathan Hollenbeck","startTime":862.11,"endTime":865.74,"body":"Yep, yeah. So"},{"speaker":"Nathan Hollenbeck","startTime":862.11,"endTime":865.74,"body":"I mentioned 15 photographers"},{"speaker":"Nathan Hollenbeck","startTime":865.74,"endTime":868.68,"body":"keeping up with the inventory"},{"speaker":"Nathan Hollenbeck","startTime":865.74,"endTime":868.68,"body":"and we do a lot like you can"},{"speaker":"Nathan Hollenbeck","startTime":868.68,"endTime":871.35,"body":"actually see see behind me for"},{"speaker":"Nathan Hollenbeck","startTime":868.68,"endTime":871.35,"body":"those that are watching like our"},{"speaker":"Nathan Hollenbeck","startTime":871.35,"endTime":875.25,"body":"own beauty shots. Like we don't"},{"speaker":"Nathan Hollenbeck","startTime":871.35,"endTime":875.25,"body":"use stock OEM footage or images"},{"speaker":"Nathan Hollenbeck","startTime":875.25,"endTime":876.84,"body":"like we do everything here in"},{"speaker":"Nathan Hollenbeck","startTime":875.25,"endTime":876.84,"body":"house."},{"speaker":"Paul Daly","startTime":876.96,"endTime":881.55,"body":"It's a really it's a"},{"speaker":"Paul Daly","startTime":876.96,"endTime":881.55,"body":"really awesome picture. It looks"},{"speaker":"Paul Daly","startTime":881.55,"endTime":883.95,"body":"great. I thought it was stock or"},{"speaker":"Paul Daly","startTime":881.55,"endTime":883.95,"body":"you picked it up somewhere. It"},{"speaker":"Paul Daly","startTime":883.95,"endTime":885.69,"body":"looks amazing. Amazing."},{"speaker":"Nathan Hollenbeck","startTime":886.29,"endTime":888.63,"body":"Yeah. Yeah."},{"speaker":"Nathan Hollenbeck","startTime":886.29,"endTime":888.63,"body":"so blessed to have that that"},{"speaker":"Nathan Hollenbeck","startTime":888.63,"endTime":892.14,"body":"part of the team. We've got"},{"speaker":"Nathan Hollenbeck","startTime":888.63,"endTime":892.14,"body":"three full time web developers,"},{"speaker":"Nathan Hollenbeck","startTime":892.38,"endTime":895.68,"body":"three full time graphic"},{"speaker":"Nathan Hollenbeck","startTime":892.38,"endTime":895.68,"body":"designers. I mentioned our CRM"},{"speaker":"Nathan Hollenbeck","startTime":895.68,"endTime":899.49,"body":"manager, our director of data"},{"speaker":"Nathan Hollenbeck","startTime":895.68,"endTime":899.49,"body":"analytics and Operations"},{"speaker":"Nathan Hollenbeck","startTime":899.49,"endTime":903.81,"body":"Management So paid search"},{"speaker":"Nathan Hollenbeck","startTime":899.49,"endTime":903.81,"body":"display, pre roll Facebook ads,"},{"speaker":"Nathan Hollenbeck","startTime":903.81,"endTime":908.37,"body":"and then communications manager"},{"speaker":"Nathan Hollenbeck","startTime":903.81,"endTime":908.37,"body":"that handles PR social media,"},{"speaker":"Nathan Hollenbeck","startTime":908.4,"endTime":913.59,"body":"online reputation and events. So"},{"speaker":"Nathan Hollenbeck","startTime":908.4,"endTime":913.59,"body":"it's a pretty, pretty big team"},{"speaker":"Nathan Hollenbeck","startTime":913.59,"endTime":916.2,"body":"that to tackle everything"},{"speaker":"Nathan Hollenbeck","startTime":913.59,"endTime":916.2,"body":"possible. So"},{"speaker":"Paul Daly","startTime":917.55,"endTime":923.52,"body":"yeah, I'd say I mean,"},{"speaker":"Paul Daly","startTime":917.55,"endTime":923.52,"body":"when did you do? When did? Were"},{"speaker":"Paul Daly","startTime":923.52,"endTime":926.52,"body":"you around when the transaction?"},{"speaker":"Paul Daly","startTime":923.52,"endTime":926.52,"body":"Let me ask this question first?"},{"speaker":"Paul Daly","startTime":926.55,"endTime":931.65,"body":"Is your marketing team 100%?"},{"speaker":"Paul Daly","startTime":926.55,"endTime":931.65,"body":"Internal? Do you use agencies or"},{"speaker":"Paul Daly","startTime":931.65,"endTime":932.97,"body":"anything like that as well?"},{"speaker":"Nathan Hollenbeck","startTime":934.5,"endTime":936.63,"body":"And the only"},{"speaker":"Nathan Hollenbeck","startTime":934.5,"endTime":936.63,"body":"we have an agency for"},{"speaker":"Nathan Hollenbeck","startTime":936.63,"endTime":940.47,"body":"traditional advertising, media"},{"speaker":"Nathan Hollenbeck","startTime":936.63,"endTime":940.47,"body":"buy, we produce the actual ads"},{"speaker":"Nathan Hollenbeck","startTime":940.47,"endTime":943.71,"body":"ourselves. So we don't, we don't"},{"speaker":"Nathan Hollenbeck","startTime":940.47,"endTime":943.71,"body":"outsource that."},{"speaker":"Paul Daly","startTime":943.71,"endTime":946.53,"body":"So can you tell me"},{"speaker":"Paul Daly","startTime":943.71,"endTime":946.53,"body":"about the transition, when the"},{"speaker":"Paul Daly","startTime":946.53,"endTime":949.41,"body":"group decided, hey, we're going"},{"speaker":"Paul Daly","startTime":946.53,"endTime":949.41,"body":"to go in house or just has it"},{"speaker":"Paul Daly","startTime":949.41,"endTime":950.91,"body":"always been that way since"},{"speaker":"Paul Daly","startTime":949.41,"endTime":950.91,"body":"you've been there?"},{"speaker":"Nathan Hollenbeck","startTime":952.92,"endTime":955.35,"body":"Um, there was"},{"speaker":"Nathan Hollenbeck","startTime":952.92,"endTime":955.35,"body":"always the desire to have"},{"speaker":"Nathan Hollenbeck","startTime":955.35,"endTime":958.74,"body":"everything internal and not"},{"speaker":"Nathan Hollenbeck","startTime":955.35,"endTime":958.74,"body":"outsource. When I first joined"},{"speaker":"Nathan Hollenbeck","startTime":958.74,"endTime":962.07,"body":"the group, they were using three"},{"speaker":"Nathan Hollenbeck","startTime":958.74,"endTime":962.07,"body":"different agencies on like, the"},{"speaker":"Nathan Hollenbeck","startTime":962.07,"endTime":965.16,"body":"digital side, and we're trying"},{"speaker":"Nathan Hollenbeck","startTime":962.07,"endTime":965.16,"body":"to figure out like, you know,"},{"speaker":"Nathan Hollenbeck","startTime":965.19,"endTime":968.73,"body":"which one was going to be the"},{"speaker":"Nathan Hollenbeck","startTime":965.19,"endTime":968.73,"body":"best performer that they could"},{"speaker":"Nathan Hollenbeck","startTime":968.73,"endTime":971.04,"body":"use across the whole group? Or"},{"speaker":"Nathan Hollenbeck","startTime":968.73,"endTime":971.04,"body":"could they find someone like me"},{"speaker":"Nathan Hollenbeck","startTime":971.04,"endTime":974.13,"body":"that had the agency experience,"},{"speaker":"Nathan Hollenbeck","startTime":971.04,"endTime":974.13,"body":"they can build all that, and how"},{"speaker":"Nathan Hollenbeck","startTime":974.13,"endTime":977.37,"body":"so we've slowly but surely, over"},{"speaker":"Nathan Hollenbeck","startTime":974.13,"endTime":977.37,"body":"time, just continue to take"},{"speaker":"Nathan Hollenbeck","startTime":977.37,"endTime":981.45,"body":"things and bring them in house"},{"speaker":"Nathan Hollenbeck","startTime":977.37,"endTime":981.45,"body":"SEO, paid search, all that"},{"speaker":"Nathan Hollenbeck","startTime":981.45,"endTime":984.63,"body":"different stuff. We've just"},{"speaker":"Nathan Hollenbeck","startTime":981.45,"endTime":984.63,"body":"found like, when you when you're"},{"speaker":"Nathan Hollenbeck","startTime":984.63,"endTime":988.47,"body":"using an agency, there's"},{"speaker":"Nathan Hollenbeck","startTime":984.63,"endTime":988.47,"body":"certainly like, uses for agency"},{"speaker":"Nathan Hollenbeck","startTime":988.47,"endTime":990.99,"body":"like, especially if you're not a"},{"speaker":"Nathan Hollenbeck","startTime":988.47,"endTime":990.99,"body":"large group, with dealers,"},{"speaker":"Nathan Hollenbeck","startTime":990.99,"endTime":995.25,"body":"economies of scale, like it is"},{"speaker":"Nathan Hollenbeck","startTime":990.99,"endTime":995.25,"body":"expensive to have this stuff,"},{"speaker":"Nathan Hollenbeck","startTime":995.52,"endTime":999.81,"body":"right. But once you get to that"},{"speaker":"Nathan Hollenbeck","startTime":995.52,"endTime":999.81,"body":"certain level of scale, when"},{"speaker":"Nathan Hollenbeck","startTime":999.81,"endTime":1001.73,"body":"you're adding up all the"},{"speaker":"Nathan Hollenbeck","startTime":999.81,"endTime":1001.73,"body":"management fees, and stuff like"},{"speaker":"Nathan Hollenbeck","startTime":1001.73,"endTime":1004.04,"body":"that, a lot of times you start"},{"speaker":"Nathan Hollenbeck","startTime":1001.73,"endTime":1004.04,"body":"to find that my I can probably"},{"speaker":"Nathan Hollenbeck","startTime":1004.04,"endTime":1006.26,"body":"do this in house for a little"},{"speaker":"Nathan Hollenbeck","startTime":1004.04,"endTime":1006.26,"body":"bit cheaper. And then you have"},{"speaker":"Nathan Hollenbeck","startTime":1006.26,"endTime":1008.21,"body":"people that are only dedicated"},{"speaker":"Nathan Hollenbeck","startTime":1006.26,"endTime":1008.21,"body":"to your business, and they're"},{"speaker":"Nathan Hollenbeck","startTime":1008.21,"endTime":1010.07,"body":"not trying to manage your"},{"speaker":"Nathan Hollenbeck","startTime":1008.21,"endTime":1010.07,"body":"business as well as other"},{"speaker":"Nathan Hollenbeck","startTime":1010.07,"endTime":1014.42,"body":"people's businesses. So that was"},{"speaker":"Nathan Hollenbeck","startTime":1010.07,"endTime":1014.42,"body":"one of the main main reasons for"},{"speaker":"Nathan Hollenbeck","startTime":1014.42,"endTime":1017.03,"body":"trying to bring everything in"},{"speaker":"Nathan Hollenbeck","startTime":1014.42,"endTime":1017.03,"body":"house as much as we could do."},{"speaker":"Paul Daly","startTime":1017.03,"endTime":1019.46,"body":"We're definitely"},{"speaker":"Paul Daly","startTime":1017.03,"endTime":1019.46,"body":"seeing, you know, con, I get to"},{"speaker":"Paul Daly","startTime":1019.58,"endTime":1022.16,"body":"interact with a lot of a lot of"},{"speaker":"Paul Daly","startTime":1019.58,"endTime":1022.16,"body":"people across the country. And"},{"speaker":"Paul Daly","startTime":1022.16,"endTime":1025.88,"body":"we're definitely seeing a"},{"speaker":"Paul Daly","startTime":1022.16,"endTime":1025.88,"body":"growing desire for larger, you"},{"speaker":"Paul Daly","startTime":1025.88,"endTime":1028.91,"body":"know, larger groups with more"},{"speaker":"Paul Daly","startTime":1025.88,"endTime":1028.91,"body":"leverage to say, like, Hey, how"},{"speaker":"Paul Daly","startTime":1028.91,"endTime":1031.13,"body":"can we get a little bit more"},{"speaker":"Paul Daly","startTime":1028.91,"endTime":1031.13,"body":"control over everything that's"},{"speaker":"Paul Daly","startTime":1031.13,"endTime":1034.73,"body":"going on? And like you said, how"},{"speaker":"Paul Daly","startTime":1031.13,"endTime":1034.73,"body":"can we have more, more just"},{"speaker":"Paul Daly","startTime":1034.73,"endTime":1039.17,"body":"dedicated resources into the"},{"speaker":"Paul Daly","startTime":1034.73,"endTime":1039.17,"body":"marketing department to get the"},{"speaker":"Paul Daly","startTime":1039.17,"endTime":1042.77,"body":"efficiency of scale, and then to"},{"speaker":"Paul Daly","startTime":1039.17,"endTime":1042.77,"body":"really make a really great"},{"speaker":"Paul Daly","startTime":1042.77,"endTime":1046.88,"body":"handshake between the marketing"},{"speaker":"Paul Daly","startTime":1042.77,"endTime":1046.88,"body":"and the data and the operations?"},{"speaker":"Paul Daly","startTime":1046.88,"endTime":1049.16,"body":"And that's really that is really"},{"speaker":"Paul Daly","startTime":1046.88,"endTime":1049.16,"body":"tough to do a fuse outside"},{"speaker":"Paul Daly","startTime":1049.16,"endTime":1051.35,"body":"agency. So I'm always curious"},{"speaker":"Paul Daly","startTime":1049.16,"endTime":1051.35,"body":"from, from somebody who's"},{"speaker":"Paul Daly","startTime":1051.35,"endTime":1054.2,"body":"actually executing it well,"},{"speaker":"Paul Daly","startTime":1051.35,"endTime":1054.2,"body":"about what it what it took to"},{"speaker":"Paul Daly","startTime":1054.2,"endTime":1056.33,"body":"get there. And, you know, kind"},{"speaker":"Paul Daly","startTime":1054.2,"endTime":1056.33,"body":"of what the result is, while the"},{"speaker":"Paul Daly","startTime":1056.33,"endTime":1059.09,"body":"results are obvious. Yeah."},{"speaker":"Kyle Mountsier","startTime":1059.96,"endTime":1062.45,"body":"You know, one"},{"speaker":"Kyle Mountsier","startTime":1059.96,"endTime":1062.45,"body":"thing that, you know, I kind of"},{"speaker":"Kyle Mountsier","startTime":1062.45,"endTime":1066.14,"body":"started this off, but, you know,"},{"speaker":"Kyle Mountsier","startTime":1062.45,"endTime":1066.14,"body":"a lot of people across the"},{"speaker":"Kyle Mountsier","startTime":1066.14,"endTime":1069.44,"body":"country, kind of go to the DGDG"},{"speaker":"Kyle Mountsier","startTime":1066.14,"endTime":1069.44,"body":"website, especially the Group"},{"speaker":"Kyle Mountsier","startTime":1069.44,"endTime":1072.62,"body":"website, and really kind of take"},{"speaker":"Kyle Mountsier","startTime":1069.44,"endTime":1072.62,"body":"a look and look at, look at that"},{"speaker":"Kyle Mountsier","startTime":1072.62,"endTime":1076.73,"body":"experience. And for me, and I"},{"speaker":"Kyle Mountsier","startTime":1072.62,"endTime":1076.73,"body":"think a lot of people it's like,"},{"speaker":"Kyle Mountsier","startTime":1076.73,"endTime":1080.84,"body":"okay, you have Carvana that, you"},{"speaker":"Kyle Mountsier","startTime":1076.73,"endTime":1080.84,"body":"know, self develops, or, or"},{"speaker":"Kyle Mountsier","startTime":1080.84,"endTime":1084.68,"body":"Carmax, that that self develops"},{"speaker":"Kyle Mountsier","startTime":1080.84,"endTime":1084.68,"body":"100% of their, their website."},{"speaker":"Kyle Mountsier","startTime":1085.13,"endTime":1089.87,"body":"But you've, you've done a lot"},{"speaker":"Kyle Mountsier","startTime":1085.13,"endTime":1089.87,"body":"with, you know, a website"},{"speaker":"Kyle Mountsier","startTime":1089.87,"endTime":1092.75,"body":"provider that a lot of people"},{"speaker":"Kyle Mountsier","startTime":1089.87,"endTime":1092.75,"body":"have in the country, and"},{"speaker":"Kyle Mountsier","startTime":1092.78,"endTime":1096.35,"body":"obviously, there's resources and"},{"speaker":"Kyle Mountsier","startTime":1092.78,"endTime":1096.35,"body":"team and stuff that happens like"},{"speaker":"Kyle Mountsier","startTime":1096.35,"endTime":1100.88,"body":"that, but what's the mentality"},{"speaker":"Kyle Mountsier","startTime":1096.35,"endTime":1100.88,"body":"that you take into the digital"},{"speaker":"Kyle Mountsier","startTime":1100.88,"endTime":1105.08,"body":"ecosystem, and how customers are"},{"speaker":"Kyle Mountsier","startTime":1100.88,"endTime":1105.08,"body":"engaging with your brand online,"},{"speaker":"Kyle Mountsier","startTime":1105.38,"endTime":1108.92,"body":"you know, to get you to this"},{"speaker":"Kyle Mountsier","startTime":1105.38,"endTime":1108.92,"body":"point of having, you know, a"},{"speaker":"Kyle Mountsier","startTime":1108.92,"endTime":1114.14,"body":"website that that feels and,"},{"speaker":"Kyle Mountsier","startTime":1108.92,"endTime":1114.14,"body":"and, and looks closer to"},{"speaker":"Kyle Mountsier","startTime":1114.26,"endTime":1117.41,"body":"something that someone like a"},{"speaker":"Kyle Mountsier","startTime":1114.26,"endTime":1117.41,"body":"scale like a Carmax are Carvana"},{"speaker":"Kyle Mountsier","startTime":1117.41,"endTime":1119.99,"body":"with a with a spin on a"},{"speaker":"Kyle Mountsier","startTime":1117.41,"endTime":1119.99,"body":"localized level, what's the"},{"speaker":"Kyle Mountsier","startTime":1119.99,"endTime":1122.48,"body":"mentality? And what's it taken"},{"speaker":"Kyle Mountsier","startTime":1119.99,"endTime":1122.48,"body":"to get to the point where you're"},{"speaker":"Kyle Mountsier","startTime":1122.48,"endTime":1122.99,"body":"at today?"},{"speaker":"Unknown","startTime":1124.16,"endTime":1126.02,"body":"Yeah, I think you know,"},{"speaker":"Unknown","startTime":1124.16,"endTime":1126.02,"body":"so when I started with the"},{"speaker":"Unknown","startTime":1126.02,"endTime":1131.36,"body":"group, we were on DDC for pretty"},{"speaker":"Unknown","startTime":1126.02,"endTime":1131.36,"body":"much all the websites, and we"},{"speaker":"Unknown","startTime":1131.36,"endTime":1137.0,"body":"were like, as customized as you"},{"speaker":"Unknown","startTime":1131.36,"endTime":1137.0,"body":"can get on DTC. And really,"},{"speaker":"Unknown","startTime":1137.0,"endTime":1138.89,"body":"we're looking for more we're"},{"speaker":"Unknown","startTime":1137.0,"endTime":1138.89,"body":"trying to get out of the, you"},{"speaker":"Unknown","startTime":1138.89,"endTime":1143.6,"body":"know, the stereotypical"},{"speaker":"Unknown","startTime":1138.89,"endTime":1143.6,"body":"dealership template, right? And,"},{"speaker":"Unknown","startTime":1143.66,"endTime":1147.05,"body":"and break the mold and be able"},{"speaker":"Unknown","startTime":1143.66,"endTime":1147.05,"body":"to like, integrate some of it,"},{"speaker":"Unknown","startTime":1147.05,"endTime":1149.72,"body":"especially as we grew the data"},{"speaker":"Unknown","startTime":1147.05,"endTime":1149.72,"body":"lake like being able to"},{"speaker":"Unknown","startTime":1149.72,"endTime":1151.88,"body":"integrate some of the data that"},{"speaker":"Unknown","startTime":1149.72,"endTime":1151.88,"body":"we have there and the likes and"},{"speaker":"Unknown","startTime":1151.88,"endTime":1154.34,"body":"customize experiences, and we"},{"speaker":"Unknown","startTime":1151.88,"endTime":1154.34,"body":"just weren't able to find that"},{"speaker":"Unknown","startTime":1154.34,"endTime":1159.62,"body":"there. And then when we met Joe"},{"speaker":"Unknown","startTime":1154.34,"endTime":1159.62,"body":"and Bruce over Dealer Inspire"},{"speaker":"Unknown","startTime":1160.7,"endTime":1164.78,"body":"them like 2015, then a GA and"},{"speaker":"Unknown","startTime":1160.7,"endTime":1164.78,"body":"they showed us what they had"},{"speaker":"Unknown","startTime":1164.78,"endTime":1168.95,"body":"developed on WordPress, the"},{"speaker":"Unknown","startTime":1164.78,"endTime":1168.95,"body":"ability for customization. We"},{"speaker":"Unknown","startTime":1168.95,"endTime":1173.21,"body":"actually came to them with our"},{"speaker":"Unknown","startTime":1168.95,"endTime":1173.21,"body":"own UX UI that we had built"},{"speaker":"Unknown","startTime":1173.21,"endTime":1177.86,"body":"internally and said, Can you"},{"speaker":"Unknown","startTime":1173.21,"endTime":1177.86,"body":"guys go this? And they took on"},{"speaker":"Unknown","startTime":1177.86,"endTime":1180.53,"body":"the challenge. And it was a it"},{"speaker":"Unknown","startTime":1177.86,"endTime":1180.53,"body":"was a long development cycle"},{"speaker":"Unknown","startTime":1180.53,"endTime":1183.98,"body":"initially, was entirely custom."},{"speaker":"Unknown","startTime":1180.53,"endTime":1183.98,"body":"So we weren't, we weren't"},{"speaker":"Unknown","startTime":1183.98,"endTime":1189.68,"body":"utilizing a lot of the systems"},{"speaker":"Unknown","startTime":1183.98,"endTime":1189.68,"body":"as di went on. And so over the"},{"speaker":"Unknown","startTime":1189.68,"endTime":1194.42,"body":"years, we've kind of worked to"},{"speaker":"Unknown","startTime":1189.68,"endTime":1194.42,"body":"customize their their"},{"speaker":"Unknown","startTime":1195.02,"endTime":1197.9,"body":"infrastructure so that we were"},{"speaker":"Unknown","startTime":1195.02,"endTime":1197.9,"body":"being able to take advantage of"},{"speaker":"Unknown","startTime":1197.9,"endTime":1201.62,"body":"updates and improvements to"},{"speaker":"Unknown","startTime":1197.9,"endTime":1201.62,"body":"their plan. I plan. But, but"},{"speaker":"Unknown","startTime":1201.62,"endTime":1205.4,"body":"yeah, I think the big thing for"},{"speaker":"Unknown","startTime":1201.62,"endTime":1205.4,"body":"us was like, we we really tried"},{"speaker":"Unknown","startTime":1205.4,"endTime":1209.54,"body":"to be an open resource for"},{"speaker":"Unknown","startTime":1205.4,"endTime":1209.54,"body":"consumers. So whether that's"},{"speaker":"Unknown","startTime":1209.54,"endTime":1213.32,"body":"price validation from third"},{"speaker":"Unknown","startTime":1209.54,"endTime":1213.32,"body":"parties, consumer reviews from"},{"speaker":"Unknown","startTime":1213.32,"endTime":1217.25,"body":"current driver, showcasing all"},{"speaker":"Unknown","startTime":1213.32,"endTime":1217.25,"body":"the recondition that we've done"},{"speaker":"Unknown","startTime":1217.25,"endTime":1220.94,"body":"to the vehicle to share the"},{"speaker":"Unknown","startTime":1217.25,"endTime":1220.94,"body":"value to that consumer, um, you"},{"speaker":"Unknown","startTime":1220.94,"endTime":1224.18,"body":"know, just like, how can you"},{"speaker":"Unknown","startTime":1220.94,"endTime":1224.18,"body":"give people no reason to object"},{"speaker":"Unknown","startTime":1224.18,"endTime":1228.47,"body":"that that vehicle before coming"},{"speaker":"Unknown","startTime":1224.18,"endTime":1228.47,"body":"in, or just now in the days of"},{"speaker":"Unknown","startTime":1228.47,"endTime":1231.23,"body":"digital retailing, like, make"},{"speaker":"Unknown","startTime":1228.47,"endTime":1231.23,"body":"them feel comfortable with"},{"speaker":"Unknown","startTime":1231.23,"endTime":1234.98,"body":"buying that car online. So the"},{"speaker":"Unknown","startTime":1231.23,"endTime":1234.98,"body":"more that you can put in the"},{"speaker":"Unknown","startTime":1234.98,"endTime":1237.71,"body":"hands of the consumer, I mean,"},{"speaker":"Unknown","startTime":1234.98,"endTime":1237.71,"body":"there's so many top retail"},{"speaker":"Unknown","startTime":1237.71,"endTime":1240.89,"body":"brands that are proven that"},{"speaker":"Unknown","startTime":1237.71,"endTime":1240.89,"body":"right Amazon, Apple, Best Buy,"},{"speaker":"Unknown","startTime":1240.92,"endTime":1243.92,"body":"there's just so many that come"},{"speaker":"Unknown","startTime":1240.92,"endTime":1243.92,"body":"to mind, where if you just give"},{"speaker":"Unknown","startTime":1243.92,"endTime":1246.59,"body":"the reins to the consumer and"},{"speaker":"Unknown","startTime":1243.92,"endTime":1246.59,"body":"give them sort of freedom of"},{"speaker":"Unknown","startTime":1246.59,"endTime":1249.62,"body":"choice and take away friction,"},{"speaker":"Unknown","startTime":1246.59,"endTime":1249.62,"body":"they're willing to pay a premium"},{"speaker":"Unknown","startTime":1249.62,"endTime":1251.51,"body":"for that. And that's really been"},{"speaker":"Unknown","startTime":1249.62,"endTime":1251.51,"body":"the focus for us as an"},{"speaker":"Unknown","startTime":1251.51,"endTime":1252.23,"body":"organization."},{"speaker":"Kyle Mountsier","startTime":1252.8,"endTime":1254.87,"body":"I know you're in"},{"speaker":"Kyle Mountsier","startTime":1252.8,"endTime":1254.87,"body":"the Bay Area. So you know,"},{"speaker":"Kyle Mountsier","startTime":1254.87,"endTime":1258.77,"body":"obviously a very technological"},{"speaker":"Kyle Mountsier","startTime":1254.87,"endTime":1258.77,"body":"forward area. And are you"},{"speaker":"Kyle Mountsier","startTime":1258.77,"endTime":1262.79,"body":"seeing, you know, we hear other"},{"speaker":"Kyle Mountsier","startTime":1258.77,"endTime":1262.79,"body":"reports and see other reports,"},{"speaker":"Kyle Mountsier","startTime":1262.79,"endTime":1266.51,"body":"are you seeing a higher level of"},{"speaker":"Kyle Mountsier","startTime":1262.79,"endTime":1266.51,"body":"adoption or speed to sale or"},{"speaker":"Kyle Mountsier","startTime":1266.72,"endTime":1271.85,"body":"ease of entry with, you know,"},{"speaker":"Kyle Mountsier","startTime":1266.72,"endTime":1271.85,"body":"with your, you know, between the"},{"speaker":"Kyle Mountsier","startTime":1271.88,"endTime":1275.0,"body":"the digital and the physical"},{"speaker":"Kyle Mountsier","startTime":1271.88,"endTime":1275.0,"body":"showroom? Is that is there? Is"},{"speaker":"Kyle Mountsier","startTime":1275.0,"endTime":1278.93,"body":"there a faster sync for you than"},{"speaker":"Kyle Mountsier","startTime":1275.0,"endTime":1278.93,"body":"what you're seeing, you know,"},{"speaker":"Kyle Mountsier","startTime":1278.93,"endTime":1282.47,"body":"with the rest of the United"},{"speaker":"Kyle Mountsier","startTime":1278.93,"endTime":1282.47,"body":"States and maybe other brands"},{"speaker":"Kyle Mountsier","startTime":1282.47,"endTime":1286.67,"body":"that you follow? And do you"},{"speaker":"Kyle Mountsier","startTime":1282.47,"endTime":1286.67,"body":"think that's attributed to kind"},{"speaker":"Kyle Mountsier","startTime":1286.67,"endTime":1290.99,"body":"of like, the journey that you've"},{"speaker":"Kyle Mountsier","startTime":1286.67,"endTime":1290.99,"body":"built? You know, what's, what's"},{"speaker":"Kyle Mountsier","startTime":1290.99,"endTime":1295.01,"body":"your perspective on, like, the"},{"speaker":"Kyle Mountsier","startTime":1290.99,"endTime":1295.01,"body":"adoption rate of that type of"},{"speaker":"Kyle Mountsier","startTime":1295.01,"endTime":1297.17,"body":"ecosystem for for your"},{"speaker":"Kyle Mountsier","startTime":1295.01,"endTime":1297.17,"body":"customers?"},{"speaker":"Nathan Hollenbeck","startTime":1298.25,"endTime":1301.85,"body":"Yeah, so for"},{"speaker":"Nathan Hollenbeck","startTime":1298.25,"endTime":1301.85,"body":"us, we ended up launching"},{"speaker":"Nathan Hollenbeck","startTime":1301.85,"endTime":1306.41,"body":"digital retailing, in the middle"},{"speaker":"Nathan Hollenbeck","startTime":1301.85,"endTime":1306.41,"body":"of the pandemic. So in a way, it"},{"speaker":"Nathan Hollenbeck","startTime":1306.41,"endTime":1308.84,"body":"was good for us, because that"},{"speaker":"Nathan Hollenbeck","startTime":1306.41,"endTime":1308.84,"body":"was the only way consumers can"},{"speaker":"Nathan Hollenbeck","startTime":1308.84,"endTime":1312.35,"body":"buy cars. And it was the only"},{"speaker":"Nathan Hollenbeck","startTime":1308.84,"endTime":1312.35,"body":"way dealers could sell them. So"},{"speaker":"Nathan Hollenbeck","startTime":1312.35,"endTime":1315.41,"body":"the team had to adopt it fully"},{"speaker":"Nathan Hollenbeck","startTime":1312.35,"endTime":1315.41,"body":"adopted and fully embrace it."},{"speaker":"Nathan Hollenbeck","startTime":1315.98,"endTime":1318.65,"body":"Because, you know, we were shut"},{"speaker":"Nathan Hollenbeck","startTime":1315.98,"endTime":1318.65,"body":"down and sales for six days,"},{"speaker":"Nathan Hollenbeck","startTime":1318.65,"endTime":1321.74,"body":"which was brought him in really,"},{"speaker":"Nathan Hollenbeck","startTime":1318.65,"endTime":1321.74,"body":"really tough time for us in the"},{"speaker":"Nathan Hollenbeck","startTime":1321.74,"endTime":1325.52,"body":"business over that, that period."},{"speaker":"Nathan Hollenbeck","startTime":1321.74,"endTime":1325.52,"body":"But when we opened back up with"},{"speaker":"Nathan Hollenbeck","startTime":1325.52,"endTime":1328.13,"body":"sales, and with digital"},{"speaker":"Nathan Hollenbeck","startTime":1325.52,"endTime":1328.13,"body":"retailing online, it just kind"},{"speaker":"Nathan Hollenbeck","startTime":1328.13,"endTime":1331.52,"body":"of happened to be that we were"},{"speaker":"Nathan Hollenbeck","startTime":1328.13,"endTime":1331.52,"body":"already in the development"},{"speaker":"Nathan Hollenbeck","startTime":1331.52,"endTime":1335.84,"body":"process of it with our partners,"},{"speaker":"Nathan Hollenbeck","startTime":1331.52,"endTime":1335.84,"body":"currently prodigy now upstart"},{"speaker":"Nathan Hollenbeck","startTime":1335.84,"endTime":1339.5,"body":"auto retail. But I think that"},{"speaker":"Nathan Hollenbeck","startTime":1335.84,"endTime":1339.5,"body":"the one thing for us in going to"},{"speaker":"Nathan Hollenbeck","startTime":1339.5,"endTime":1342.17,"body":"digital retailing because"},{"speaker":"Nathan Hollenbeck","startTime":1339.5,"endTime":1342.17,"body":"consumers here in the Silicon"},{"speaker":"Nathan Hollenbeck","startTime":1342.17,"endTime":1347.0,"body":"Valley, area like they they're"},{"speaker":"Nathan Hollenbeck","startTime":1342.17,"endTime":1347.0,"body":"used to ordering their coffee at"},{"speaker":"Nathan Hollenbeck","startTime":1347.0,"endTime":1350.45,"body":"Starbucks right on the app, and"},{"speaker":"Nathan Hollenbeck","startTime":1347.0,"endTime":1350.45,"body":"then coming in and picking it up"},{"speaker":"Nathan Hollenbeck","startTime":1350.45,"endTime":1354.74,"body":"in store like they're used to"},{"speaker":"Nathan Hollenbeck","startTime":1350.45,"endTime":1354.74,"body":"all of this technology in their"},{"speaker":"Nathan Hollenbeck","startTime":1354.77,"endTime":1359.0,"body":"normal, everyday life. And what"},{"speaker":"Nathan Hollenbeck","startTime":1354.77,"endTime":1359.0,"body":"was important for us was, you"},{"speaker":"Nathan Hollenbeck","startTime":1359.0,"endTime":1361.85,"body":"know, when you think back to"},{"speaker":"Nathan Hollenbeck","startTime":1359.0,"endTime":1361.85,"body":"when digital retailing first"},{"speaker":"Nathan Hollenbeck","startTime":1361.85,"endTime":1366.32,"body":"started, it was really like this"},{"speaker":"Nathan Hollenbeck","startTime":1361.85,"endTime":1366.32,"body":"glorified web lead online that"},{"speaker":"Nathan Hollenbeck","startTime":1366.32,"endTime":1369.8,"body":"came into a really antiquated"},{"speaker":"Nathan Hollenbeck","startTime":1366.32,"endTime":1369.8,"body":"CRM, and you had to like open"},{"speaker":"Nathan Hollenbeck","startTime":1369.8,"endTime":1372.41,"body":"the ADF lead and look for the"},{"speaker":"Nathan Hollenbeck","startTime":1369.8,"endTime":1372.41,"body":"comments to figure out like,"},{"speaker":"Nathan Hollenbeck","startTime":1372.41,"endTime":1376.37,"body":"what did this customer do"},{"speaker":"Nathan Hollenbeck","startTime":1372.41,"endTime":1376.37,"body":"online, right. So we were really"},{"speaker":"Nathan Hollenbeck","startTime":1376.4,"endTime":1380.12,"body":"like, we did not want to over"},{"speaker":"Nathan Hollenbeck","startTime":1376.4,"endTime":1380.12,"body":"promise online and under deliver"},{"speaker":"Nathan Hollenbeck","startTime":1380.12,"endTime":1383.63,"body":"in store. So we looked for"},{"speaker":"Nathan Hollenbeck","startTime":1380.12,"endTime":1383.63,"body":"partners that had a tablet"},{"speaker":"Nathan Hollenbeck","startTime":1383.63,"endTime":1387.23,"body":"experience tied to online, so"},{"speaker":"Nathan Hollenbeck","startTime":1383.63,"endTime":1387.23,"body":"that we could easily pick up"},{"speaker":"Nathan Hollenbeck","startTime":1387.47,"endTime":1391.22,"body":"where they left off. And what we"},{"speaker":"Nathan Hollenbeck","startTime":1387.47,"endTime":1391.22,"body":"found in looking at a lot of the"},{"speaker":"Nathan Hollenbeck","startTime":1391.22,"endTime":1393.98,"body":"customer reporting that we"},{"speaker":"Nathan Hollenbeck","startTime":1391.22,"endTime":1393.98,"body":"built, as we went along with,"},{"speaker":"Nathan Hollenbeck","startTime":1394.58,"endTime":1398.9,"body":"with that process was a from the"},{"speaker":"Nathan Hollenbeck","startTime":1394.58,"endTime":1398.9,"body":"branding and the packaging that"},{"speaker":"Nathan Hollenbeck","startTime":1398.9,"endTime":1401.51,"body":"we did on our websites, we"},{"speaker":"Nathan Hollenbeck","startTime":1398.9,"endTime":1401.51,"body":"actually just just by putting it"},{"speaker":"Nathan Hollenbeck","startTime":1401.51,"endTime":1404.99,"body":"on there doubled website"},{"speaker":"Nathan Hollenbeck","startTime":1401.51,"endTime":1404.99,"body":"conversion. So we got twice as"},{"speaker":"Nathan Hollenbeck","startTime":1404.99,"endTime":1408.56,"body":"many web leads off of our"},{"speaker":"Nathan Hollenbeck","startTime":1404.99,"endTime":1408.56,"body":"website as we did prior. And"},{"speaker":"Nathan Hollenbeck","startTime":1408.56,"endTime":1412.07,"body":"then what was really interesting"},{"speaker":"Nathan Hollenbeck","startTime":1408.56,"endTime":1412.07,"body":"to see was that we were tracking"},{"speaker":"Nathan Hollenbeck","startTime":1412.16,"endTime":1414.89,"body":"not only like the people that,"},{"speaker":"Nathan Hollenbeck","startTime":1412.16,"endTime":1414.89,"body":"you know, we'd never seen them"},{"speaker":"Nathan Hollenbeck","startTime":1414.89,"endTime":1418.82,"body":"before, they clicked on our no"},{"speaker":"Nathan Hollenbeck","startTime":1414.89,"endTime":1418.82,"body":"brainer checkout, or what we"},{"speaker":"Nathan Hollenbeck","startTime":1418.85,"endTime":1422.48,"body":"find it and went through it and"},{"speaker":"Nathan Hollenbeck","startTime":1418.85,"endTime":1422.48,"body":"submitted the lead in and bought"},{"speaker":"Nathan Hollenbeck","startTime":1422.48,"endTime":1426.56,"body":"a car. But we were also looking"},{"speaker":"Nathan Hollenbeck","startTime":1422.48,"endTime":1426.56,"body":"at who was influenced by the"},{"speaker":"Nathan Hollenbeck","startTime":1426.56,"endTime":1429.44,"body":"digital retailing. So we got a"},{"speaker":"Nathan Hollenbeck","startTime":1426.56,"endTime":1429.44,"body":"lead from Auto Trader. And then"},{"speaker":"Nathan Hollenbeck","startTime":1429.44,"endTime":1431.99,"body":"three days later, they went"},{"speaker":"Nathan Hollenbeck","startTime":1429.44,"endTime":1431.99,"body":"through a no brainer checkout on"},{"speaker":"Nathan Hollenbeck","startTime":1431.99,"endTime":1435.32,"body":"the website and got the"},{"speaker":"Nathan Hollenbeck","startTime":1431.99,"endTime":1435.32,"body":"permanent line. So we were able"},{"speaker":"Nathan Hollenbeck","startTime":1435.32,"endTime":1438.62,"body":"to see like not only like the"},{"speaker":"Nathan Hollenbeck","startTime":1435.32,"endTime":1438.62,"body":"direct attribution, but like"},{"speaker":"Nathan Hollenbeck","startTime":1438.65,"endTime":1442.52,"body":"sort of that multi touch"},{"speaker":"Nathan Hollenbeck","startTime":1438.65,"endTime":1442.52,"body":"approach into it. And so it's"},{"speaker":"Nathan Hollenbeck","startTime":1442.52,"endTime":1445.55,"body":"been hugely successful for us."},{"speaker":"Nathan Hollenbeck","startTime":1442.52,"endTime":1445.55,"body":"And we've continued to really"},{"speaker":"Nathan Hollenbeck","startTime":1445.55,"endTime":1449.51,"body":"brand it heavily to make people"},{"speaker":"Nathan Hollenbeck","startTime":1445.55,"endTime":1449.51,"body":"know that like buying a car from"},{"speaker":"Nathan Hollenbeck","startTime":1449.51,"endTime":1452.66,"body":"dddd is much like that other"},{"speaker":"Nathan Hollenbeck","startTime":1449.51,"endTime":1452.66,"body":"technology that they're used to"},{"speaker":"Nathan Hollenbeck","startTime":1452.96,"endTime":1455.48,"body":"in their everyday lives and that"},{"speaker":"Nathan Hollenbeck","startTime":1452.96,"endTime":1455.48,"body":"it's that simple to do business"},{"speaker":"Nathan Hollenbeck","startTime":1455.48,"endTime":1456.05,"body":"with us."},{"speaker":"Paul Daly","startTime":1456.32,"endTime":1460.28,"body":"Well, we only have"},{"speaker":"Paul Daly","startTime":1456.32,"endTime":1460.28,"body":"time for one more. What do you"},{"speaker":"Paul Daly","startTime":1460.28,"endTime":1463.1,"body":"see like the trajectory of"},{"speaker":"Paul Daly","startTime":1460.28,"endTime":1463.1,"body":"change is so fast right now?"},{"speaker":"Paul Daly","startTime":1463.28,"endTime":1465.29,"body":"Right? So even like trying to"},{"speaker":"Paul Daly","startTime":1463.28,"endTime":1465.29,"body":"predict what it's gonna look"},{"speaker":"Paul Daly","startTime":1465.29,"endTime":1467.9,"body":"like a year from now or two"},{"speaker":"Paul Daly","startTime":1465.29,"endTime":1467.9,"body":"years from now is is a little"},{"speaker":"Paul Daly","startTime":1467.9,"endTime":1471.08,"body":"bit rough. But you have some"},{"speaker":"Paul Daly","startTime":1467.9,"endTime":1471.08,"body":"very specific initiatives. What"},{"speaker":"Paul Daly","startTime":1471.08,"endTime":1474.32,"body":"are you most excited about? Over"},{"speaker":"Paul Daly","startTime":1471.08,"endTime":1474.32,"body":"the next 12 months, we'll say,"},{"speaker":"Paul Daly","startTime":1474.53,"endTime":1476.12,"body":"you know, what you are trying to"},{"speaker":"Paul Daly","startTime":1474.53,"endTime":1476.12,"body":"do?"},{"speaker":"Unknown","startTime":1477.77,"endTime":1480.44,"body":"Yeah, I think one of"},{"speaker":"Unknown","startTime":1477.77,"endTime":1480.44,"body":"the big things that I've been"},{"speaker":"Unknown","startTime":1480.44,"endTime":1483.02,"body":"excited about for a long time"},{"speaker":"Unknown","startTime":1480.44,"endTime":1483.02,"body":"it's been a long time coming is"},{"speaker":"Unknown","startTime":1483.26,"endTime":1487.34,"body":"our implementation of"},{"speaker":"Unknown","startTime":1483.26,"endTime":1487.34,"body":"Salesforce. It's, it was a big"},{"speaker":"Unknown","startTime":1487.34,"endTime":1491.3,"body":"animal. You know, we really, we"},{"speaker":"Unknown","startTime":1487.34,"endTime":1491.3,"body":"knew it was going to be a"},{"speaker":"Unknown","startTime":1491.3,"endTime":1493.28,"body":"challenge. In the beginning. It"},{"speaker":"Unknown","startTime":1491.3,"endTime":1493.28,"body":"was even harder than we'd even"},{"speaker":"Unknown","startTime":1493.28,"endTime":1498.77,"body":"initially theorize but we"},{"speaker":"Unknown","startTime":1493.28,"endTime":1498.77,"body":"launched our first initiative"},{"speaker":"Unknown","startTime":1498.77,"endTime":1502.73,"body":"with Salesforce on the First of"},{"speaker":"Unknown","startTime":1498.77,"endTime":1502.73,"body":"this month, that is tied into"},{"speaker":"Unknown","startTime":1502.73,"endTime":1507.89,"body":"our sell to DGDG website that we"},{"speaker":"Unknown","startTime":1502.73,"endTime":1507.89,"body":"sort of CO developed alongside"},{"speaker":"Unknown","startTime":1507.89,"endTime":1512.03,"body":"that. And so people can enter in"},{"speaker":"Unknown","startTime":1507.89,"endTime":1512.03,"body":"their, their, their license"},{"speaker":"Unknown","startTime":1512.03,"endTime":1516.74,"body":"plate number or their then we"},{"speaker":"Unknown","startTime":1512.03,"endTime":1516.74,"body":"extract their vehicle history"},{"speaker":"Unknown","startTime":1516.74,"endTime":1520.22,"body":"report, we run a KVD API, and we"},{"speaker":"Unknown","startTime":1516.74,"endTime":1520.22,"body":"come up with an offer of what"},{"speaker":"Unknown","startTime":1520.22,"endTime":1523.64,"body":"we're willing to buy the"},{"speaker":"Unknown","startTime":1520.22,"endTime":1523.64,"body":"person's car with that, and then"},{"speaker":"Unknown","startTime":1523.64,"endTime":1526.94,"body":"those leads, you know, we don't,"},{"speaker":"Unknown","startTime":1523.64,"endTime":1526.94,"body":"we're not using ADF. We're just"},{"speaker":"Unknown","startTime":1526.94,"endTime":1530.45,"body":"built API technology straight"},{"speaker":"Unknown","startTime":1526.94,"endTime":1530.45,"body":"into Salesforce. And we're"},{"speaker":"Unknown","startTime":1530.45,"endTime":1533.63,"body":"running that process. As of"},{"speaker":"Unknown","startTime":1530.45,"endTime":1533.63,"body":"today, since we launched on"},{"speaker":"Unknown","startTime":1533.66,"endTime":1538.22,"body":"August 1, on our websites. And"},{"speaker":"Unknown","startTime":1533.66,"endTime":1538.22,"body":"I've already seen like, with"},{"speaker":"Unknown","startTime":1538.22,"endTime":1541.91,"body":"zero marketing, nothing but a"},{"speaker":"Unknown","startTime":1538.22,"endTime":1541.91,"body":"homepage banner, and adding it"},{"speaker":"Unknown","startTime":1541.91,"endTime":1546.17,"body":"to a navigation, we're getting"},{"speaker":"Unknown","startTime":1541.91,"endTime":1546.17,"body":"12 to 15 offers a day. And we've"},{"speaker":"Unknown","startTime":1546.17,"endTime":1548.9,"body":"been converting about 50% of"},{"speaker":"Unknown","startTime":1546.17,"endTime":1548.9,"body":"those are people after they see"},{"speaker":"Unknown","startTime":1548.9,"endTime":1553.49,"body":"the offer, say, Okay, I want to"},{"speaker":"Unknown","startTime":1548.9,"endTime":1553.49,"body":"sell my car. And then, so far we"},{"speaker":"Unknown","startTime":1553.52,"endTime":1557.42,"body":"were our win rate is about 3%."},{"speaker":"Unknown","startTime":1553.52,"endTime":1557.42,"body":"But we still have stuff that"},{"speaker":"Unknown","startTime":1557.42,"endTime":1559.64,"body":"scheduled it's in the pipeline."},{"speaker":"Unknown","startTime":1557.42,"endTime":1559.64,"body":"And then it'll be interesting"},{"speaker":"Unknown","startTime":1559.64,"endTime":1563.15,"body":"after we get to like 60 to 90"},{"speaker":"Unknown","startTime":1559.64,"endTime":1563.15,"body":"days. We've also been very"},{"speaker":"Unknown","startTime":1563.15,"endTime":1565.73,"body":"conservative with the offers"},{"speaker":"Unknown","startTime":1563.15,"endTime":1565.73,"body":"that we've been giving just"},{"speaker":"Unknown","startTime":1565.73,"endTime":1568.76,"body":"because it's new technology. So"},{"speaker":"Unknown","startTime":1565.73,"endTime":1568.76,"body":"I think we'll be ratcheting that"},{"speaker":"Unknown","startTime":1568.79,"endTime":1572.42,"body":"up to help meet more conversions"},{"speaker":"Unknown","startTime":1568.79,"endTime":1572.42,"body":"and higher win rates. But"},{"speaker":"Unknown","startTime":1573.35,"endTime":1576.53,"body":"knowing that it works net and"},{"speaker":"Unknown","startTime":1573.35,"endTime":1576.53,"body":"seeing that it's working is very"},{"speaker":"Unknown","startTime":1576.53,"endTime":1579.92,"body":"exciting, because now we know a"},{"speaker":"Unknown","startTime":1576.53,"endTime":1579.92,"body":"lot more and when we go to"},{"speaker":"Unknown","startTime":1579.92,"endTime":1582.11,"body":"implement it in the stores will"},{"speaker":"Unknown","startTime":1579.92,"endTime":1582.11,"body":"be that much more ready for it."},{"speaker":"Unknown","startTime":1582.11,"endTime":1583.79,"body":"So that's what's really exciting"},{"speaker":"Unknown","startTime":1582.11,"endTime":1583.79,"body":"for me right now."},{"speaker":"Paul Daly","startTime":1583.81,"endTime":1585.85,"body":"Well, if you're"},{"speaker":"Paul Daly","startTime":1583.81,"endTime":1585.85,"body":"listening, and we didn't say it,"},{"speaker":"Paul Daly","startTime":1586.15,"endTime":1590.86,"body":"go to dgdg.com. And yes, ladies"},{"speaker":"Paul Daly","startTime":1586.15,"endTime":1590.86,"body":"and gentlemen, he did say"},{"speaker":"Paul Daly","startTime":1590.86,"endTime":1593.86,"body":"Salesforce for all of you."},{"speaker":"Paul Daly","startTime":1590.86,"endTime":1593.86,"body":"They're like, Wait, did he just"},{"speaker":"Paul Daly","startTime":1593.86,"endTime":1596.44,"body":"say southward? Yes, he did."},{"speaker":"Paul Daly","startTime":1593.86,"endTime":1596.44,"body":"Nathan Hollenbeck. Thank you so"},{"speaker":"Paul Daly","startTime":1596.44,"endTime":1599.92,"body":"much for giving us some time"},{"speaker":"Paul Daly","startTime":1596.44,"endTime":1599.92,"body":"today. And continuing to push"},{"speaker":"Paul Daly","startTime":1599.92,"endTime":1601.6,"body":"the bar forward, we need the"},{"speaker":"Paul Daly","startTime":1599.92,"endTime":1601.6,"body":"people who are going to"},{"speaker":"Paul Daly","startTime":1601.6,"endTime":1604.48,"body":"continually push it to show us"},{"speaker":"Paul Daly","startTime":1601.6,"endTime":1604.48,"body":"all what's possible. So thank"},{"speaker":"Paul Daly","startTime":1604.48,"endTime":1605.11,"body":"you so much."},{"speaker":"Kyle Mountsier","startTime":1609.94,"endTime":1612.85,"body":"When we dropped"},{"speaker":"Kyle Mountsier","startTime":1609.94,"endTime":1612.85,"body":"into that interview, and my man"},{"speaker":"Kyle Mountsier","startTime":1612.85,"endTime":1617.74,"body":"had a beard, and a hat on"},{"speaker":"Kyle Mountsier","startTime":1612.85,"endTime":1617.74,"body":"knowing full well, that is not"},{"speaker":"Kyle Mountsier","startTime":1617.74,"endTime":1622.69,"body":"what he looks like. I was"},{"speaker":"Kyle Mountsier","startTime":1617.74,"endTime":1622.69,"body":"floored, set aside. And here's"},{"speaker":"Kyle Mountsier","startTime":1622.69,"endTime":1628.18,"body":"the thing is the he also"},{"speaker":"Kyle Mountsier","startTime":1622.69,"endTime":1628.18,"body":"communicated that to two of my"},{"speaker":"Kyle Mountsier","startTime":1628.18,"endTime":1630.88,"body":"good friends, making sure that"},{"speaker":"Kyle Mountsier","startTime":1628.18,"endTime":1630.88,"body":"they thought that that would be"},{"speaker":"Kyle Mountsier","startTime":1630.88,"endTime":1634.69,"body":"a fun idea to and this is the"},{"speaker":"Kyle Mountsier","startTime":1630.88,"endTime":1634.69,"body":"way he's been the idea before he"},{"speaker":"Kyle Mountsier","startTime":1634.69,"endTime":1638.32,"body":"did it. He vetted the idea"},{"speaker":"Kyle Mountsier","startTime":1634.69,"endTime":1638.32,"body":"before he did it, there's a data"},{"speaker":"Kyle Mountsier","startTime":1638.32,"endTime":1641.29,"body":"driven individual right there."},{"speaker":"Kyle Mountsier","startTime":1638.32,"endTime":1641.29,"body":"Well, yeah. And that's what I"},{"speaker":"Kyle Mountsier","startTime":1641.29,"endTime":1644.86,"body":"was gonna lean into here is"},{"speaker":"Kyle Mountsier","startTime":1641.29,"endTime":1644.86,"body":"because he makes calculated"},{"speaker":"Kyle Mountsier","startTime":1644.92,"endTime":1648.25,"body":"insightful decisions like that"},{"speaker":"Kyle Mountsier","startTime":1644.92,"endTime":1648.25,"body":"with a particular level of"},{"speaker":"Kyle Mountsier","startTime":1648.25,"endTime":1652.9,"body":"energy every single day. And you"},{"speaker":"Kyle Mountsier","startTime":1648.25,"endTime":1652.9,"body":"see that when you look at the"},{"speaker":"Kyle Mountsier","startTime":1652.9,"endTime":1657.28,"body":"way that DGDG goes about"},{"speaker":"Kyle Mountsier","startTime":1652.9,"endTime":1657.28,"body":"marketing goes about interacting"},{"speaker":"Kyle Mountsier","startTime":1657.28,"endTime":1661.12,"body":"as a team content delivery,"},{"speaker":"Kyle Mountsier","startTime":1657.28,"endTime":1661.12,"body":"right, the fact that they have"},{"speaker":"Kyle Mountsier","startTime":1661.15,"endTime":1664.69,"body":"20 Something people on their"},{"speaker":"Kyle Mountsier","startTime":1661.15,"endTime":1664.69,"body":"content and and Technical"},{"speaker":"Kyle Mountsier","startTime":1664.69,"endTime":1667.84,"body":"Marketing team across"},{"speaker":"Kyle Mountsier","startTime":1664.69,"endTime":1667.84,"body":"photographers and videographers,"},{"speaker":"Kyle Mountsier","startTime":1667.84,"endTime":1671.11,"body":"and IT specialists and"},{"speaker":"Kyle Mountsier","startTime":1667.84,"endTime":1671.11,"body":"developers and himself like"},{"speaker":"Kyle Mountsier","startTime":1671.17,"endTime":1675.46,"body":"that, that is a dialed in man"},{"speaker":"Kyle Mountsier","startTime":1671.17,"endTime":1675.46,"body":"that that he takes that same"},{"speaker":"Kyle Mountsier","startTime":1675.46,"endTime":1678.1,"body":"approach into coming to a"},{"speaker":"Kyle Mountsier","startTime":1675.46,"endTime":1678.1,"body":"podcast that he did the"},{"speaker":"Kyle Mountsier","startTime":1678.1,"endTime":1681.28,"body":"research, bought the hat bought"},{"speaker":"Kyle Mountsier","startTime":1678.1,"endTime":1681.28,"body":"the you know, all of that type"},{"speaker":"Kyle Mountsier","startTime":1681.28,"endTime":1684.61,"body":"of stuff, you can't be at that"},{"speaker":"Kyle Mountsier","startTime":1681.28,"endTime":1684.61,"body":"level without bringing that"},{"speaker":"Kyle Mountsier","startTime":1684.61,"endTime":1686.62,"body":"level of game to everything that"},{"speaker":"Kyle Mountsier","startTime":1684.61,"endTime":1686.62,"body":"you do,"},{"speaker":"Paul Daly","startTime":1687.46,"endTime":1690.31,"body":"working together."},{"speaker":"Paul Daly","startTime":1687.46,"endTime":1690.31,"body":"Like when he talked about how"},{"speaker":"Paul Daly","startTime":1690.31,"endTime":1692.98,"body":"big the team is. And it's I"},{"speaker":"Paul Daly","startTime":1690.31,"endTime":1692.98,"body":"think it's easy for people to,"},{"speaker":"Paul Daly","startTime":1693.4,"endTime":1696.91,"body":"you know, say well must be nice,"},{"speaker":"Paul Daly","startTime":1693.4,"endTime":1696.91,"body":"right? When you have someone"},{"speaker":"Paul Daly","startTime":1696.91,"endTime":1699.64,"body":"that has a big team or has"},{"speaker":"Paul Daly","startTime":1696.91,"endTime":1699.64,"body":"worked to get the resources or"},{"speaker":"Paul Daly","startTime":1699.67,"endTime":1703.0,"body":"you know, in the intentionality"},{"speaker":"Paul Daly","startTime":1699.67,"endTime":1703.0,"body":"to do things in house, the must"},{"speaker":"Paul Daly","startTime":1703.0,"endTime":1706.66,"body":"be nice attitude comes out"},{"speaker":"Paul Daly","startTime":1703.0,"endTime":1706.66,"body":"probably pretty quickly. And I"},{"speaker":"Paul Daly","startTime":1706.66,"endTime":1709.66,"body":"think the lesson to take away"},{"speaker":"Paul Daly","startTime":1706.66,"endTime":1709.66,"body":"from it is the fact that the"},{"speaker":"Paul Daly","startTime":1709.66,"endTime":1712.51,"body":"more people understand what the"},{"speaker":"Paul Daly","startTime":1709.66,"endTime":1712.51,"body":"plan is, and are working"},{"speaker":"Paul Daly","startTime":1712.51,"endTime":1715.33,"body":"together to solve the"},{"speaker":"Paul Daly","startTime":1712.51,"endTime":1715.33,"body":"overarching problem, this can go"},{"speaker":"Paul Daly","startTime":1715.36,"endTime":1718.87,"body":"span sales service, you know,"},{"speaker":"Paul Daly","startTime":1715.36,"endTime":1718.87,"body":"back office, whatever, the more"},{"speaker":"Paul Daly","startTime":1718.87,"endTime":1721.9,"body":"people that understand that, the"},{"speaker":"Paul Daly","startTime":1718.87,"endTime":1721.9,"body":"more effective your customer"},{"speaker":"Paul Daly","startTime":1721.9,"endTime":1724.15,"body":"experience is going to be. So I"},{"speaker":"Paul Daly","startTime":1721.9,"endTime":1724.15,"body":"mean, think that's the takeaway,"},{"speaker":"Paul Daly","startTime":1724.18,"endTime":1726.52,"body":"I think that everyone regardless"},{"speaker":"Paul Daly","startTime":1724.18,"endTime":1726.52,"body":"of the size of your marketing"},{"speaker":"Paul Daly","startTime":1726.52,"endTime":1728.53,"body":"team can actually deploy today."},{"speaker":"Michael Cirillo","startTime":1729.46,"endTime":1732.55,"body":"That's a very"},{"speaker":"Michael Cirillo","startTime":1729.46,"endTime":1732.55,"body":"unique skill set to like talking"},{"speaker":"Michael Cirillo","startTime":1732.55,"endTime":1735.61,"body":"about where you want to go one"},{"speaker":"Michael Cirillo","startTime":1732.55,"endTime":1735.61,"body":"skill set, being able to"},{"speaker":"Michael Cirillo","startTime":1735.64,"endTime":1740.26,"body":"actually get your team on board"},{"speaker":"Michael Cirillo","startTime":1735.64,"endTime":1740.26,"body":"so that they understand that"},{"speaker":"Michael Cirillo","startTime":1740.26,"endTime":1743.41,"body":"looks like an application, what"},{"speaker":"Michael Cirillo","startTime":1740.26,"endTime":1743.41,"body":"that looks like is more"},{"speaker":"Michael Cirillo","startTime":1743.41,"endTime":1747.04,"body":"conversations probably than you"},{"speaker":"Michael Cirillo","startTime":1743.41,"endTime":1747.04,"body":"want to have. But that you know,"},{"speaker":"Michael Cirillo","startTime":1747.04,"endTime":1749.89,"body":"are necessary just to make"},{"speaker":"Michael Cirillo","startTime":1747.04,"endTime":1749.89,"body":"because like people spin out so"},{"speaker":"Michael Cirillo","startTime":1749.89,"endTime":1753.55,"body":"quickly. And you know, no"},{"speaker":"Michael Cirillo","startTime":1749.89,"endTime":1753.55,"body":"organization is immune to like"},{"speaker":"Michael Cirillo","startTime":1753.55,"endTime":1757.06,"body":"just the fact that we overthink"},{"speaker":"Michael Cirillo","startTime":1753.55,"endTime":1757.06,"body":"things and whatever. So like, I"},{"speaker":"Michael Cirillo","startTime":1757.06,"endTime":1760.36,"body":"just really think, to me, it"},{"speaker":"Michael Cirillo","startTime":1757.06,"endTime":1760.36,"body":"stands out how important of a"},{"speaker":"Michael Cirillo","startTime":1760.36,"endTime":1763.96,"body":"skill set that is to be able to"},{"speaker":"Michael Cirillo","startTime":1760.36,"endTime":1763.96,"body":"actually to your point, rally a"},{"speaker":"Michael Cirillo","startTime":1763.96,"endTime":1767.14,"body":"team around a focus point and"},{"speaker":"Michael Cirillo","startTime":1763.96,"endTime":1767.14,"body":"make sure they're all moving in"},{"speaker":"Michael Cirillo","startTime":1767.14,"endTime":1770.5,"body":"that direction and understand it"},{"speaker":"Michael Cirillo","startTime":1767.14,"endTime":1770.5,"body":"is certainly tremendous. We"},{"speaker":"Michael Cirillo","startTime":1770.5,"endTime":1773.23,"body":"hope, of course that you enjoyed"},{"speaker":"Michael Cirillo","startTime":1770.5,"endTime":1773.23,"body":"our conversation with Nathan"},{"speaker":"Michael Cirillo","startTime":1773.23,"endTime":1778.45,"body":"Hollenbeck. On behalf of Paul J"},{"speaker":"Michael Cirillo","startTime":1773.23,"endTime":1778.45,"body":"Daly. Kyle Mountsier. And"},{"speaker":"Michael Cirillo","startTime":1778.45,"endTime":1781.87,"body":"myself, Michael Cirillo. Thanks"},{"speaker":"Michael Cirillo","startTime":1778.45,"endTime":1781.87,"body":"for joining us on Auto Collabs"},{"speaker":"Unknown","startTime":1781.0,"endTime":1785.5,"body":"sign up for our free"},{"speaker":"Unknown","startTime":1781.0,"endTime":1785.5,"body":"and fun to read daily email for"},{"speaker":"Unknown","startTime":1785.5,"endTime":1789.34,"body":"a free shot of relevant news and"},{"speaker":"Unknown","startTime":1785.5,"endTime":1789.34,"body":"automotive, retail media and pop"},{"speaker":"Unknown","startTime":1789.34,"endTime":1795.19,"body":"culture. You can get it now"},{"speaker":"Unknown","startTime":1789.34,"endTime":1795.19,"body":"asotu.com That's ASOTU.com If"},{"speaker":"Unknown","startTime":1795.19,"endTime":1798.49,"body":"you love this podcast, please"},{"speaker":"Unknown","startTime":1795.19,"endTime":1798.49,"body":"leave us a review and share it"},{"speaker":"Unknown","startTime":1798.49,"endTime":1801.22,"body":"with a friend. Thanks again for"},{"speaker":"Unknown","startTime":1798.49,"endTime":1801.22,"body":"You're listening. We'll see you"},{"speaker":"Unknown","startTime":1801.22,"endTime":1818.41,"body":"next time Welcome to recording"}]}