{"version":"1.0.0","segments":[{"speaker":"Paul Daly","startTime":0.0,"endTime":3.66,"body":"Oh we get to have a"},{"speaker":"Paul Daly","startTime":0.0,"endTime":3.66,"body":"Is this our first repeat guest"},{"speaker":"Paul Daly","startTime":3.69,"endTime":7.17,"body":"on the show? Yes Rick Ricart is"},{"speaker":"Paul Daly","startTime":3.69,"endTime":7.17,"body":"our first repeat guest"},{"speaker":"Unknown","startTime":13.2,"endTime":15.3,"body":"This is auto collabs"},{"speaker":"Michael Cirillo","startTime":17.699,"endTime":19.919,"body":"extremely"},{"speaker":"Michael Cirillo","startTime":17.699,"endTime":19.919,"body":"insulting to whoever might be"},{"speaker":"Michael Cirillo","startTime":19.919,"endTime":23.009,"body":"watching that we forgot about"},{"speaker":"Michael Cirillo","startTime":19.919,"endTime":23.009,"body":"that could be so"},{"speaker":"Kyle Mountsier","startTime":22.74,"endTime":25.89,"body":"sorry if that's"},{"speaker":"Kyle Mountsier","startTime":22.74,"endTime":25.89,"body":"you we really are we promised"},{"speaker":"Kyle Mountsier","startTime":25.89,"endTime":26.64,"body":"that we didn't meet"},{"speaker":"Paul Daly","startTime":26.67,"endTime":30.0,"body":"is if it is we did"},{"speaker":"Paul Daly","startTime":26.67,"endTime":30.0,"body":"beat it. I you know, Rick is one"},{"speaker":"Paul Daly","startTime":30.0,"endTime":32.61,"body":"of those characters and he is a"},{"speaker":"Paul Daly","startTime":30.0,"endTime":32.61,"body":"character if you follow him on"},{"speaker":"Paul Daly","startTime":32.61,"endTime":36.87,"body":"social media, okay, that is just"},{"speaker":"Paul Daly","startTime":32.61,"endTime":36.87,"body":"I've never like been in like a"},{"speaker":"Paul Daly","startTime":36.87,"endTime":40.47,"body":"barbecue situation with him. But"},{"speaker":"Paul Daly","startTime":36.87,"endTime":40.47,"body":"I feel like that's one of the"},{"speaker":"Paul Daly","startTime":40.47,"endTime":42.93,"body":"things that needs to happen."},{"speaker":"Paul Daly","startTime":40.47,"endTime":42.93,"body":"Right?"},{"speaker":"Unknown","startTime":43.199,"endTime":45.509,"body":"He's the he's"},{"speaker":"Unknown","startTime":43.199,"endTime":45.509,"body":"definitely the first guy to jump"},{"speaker":"Unknown","startTime":45.509,"endTime":48.299,"body":"in the pool with all his clothes"},{"speaker":"Unknown","startTime":45.509,"endTime":48.299,"body":"on. I'm telling you right now,"},{"speaker":"Unknown","startTime":48.329,"endTime":49.169,"body":"every time for"},{"speaker":"Paul Daly","startTime":48.9,"endTime":51.27,"body":"the opposite, or the"},{"speaker":"Paul Daly","startTime":48.9,"endTime":51.27,"body":"opposite, right?"},{"speaker":"Unknown","startTime":52.77,"endTime":55.2,"body":"Or the second half of"},{"speaker":"Unknown","startTime":52.77,"endTime":55.2,"body":"that sentence gets a little"},{"speaker":"Unknown","startTime":55.2,"endTime":57.21,"body":"dicey. Yeah, I get it. I get it."},{"speaker":"Unknown","startTime":55.2,"endTime":57.21,"body":"I get it."},{"speaker":"Michael Cirillo","startTime":57.54,"endTime":59.94,"body":"I'm not gonna"},{"speaker":"Michael Cirillo","startTime":57.54,"endTime":59.94,"body":"lie. Like I see his resume. I"},{"speaker":"Michael Cirillo","startTime":59.94,"endTime":63.18,"body":"got him up on LinkedIn, all the"},{"speaker":"Michael Cirillo","startTime":59.94,"endTime":63.18,"body":"things he's well outspoken. I"},{"speaker":"Michael Cirillo","startTime":63.18,"endTime":65.07,"body":"just want to talk to him about"},{"speaker":"Michael Cirillo","startTime":63.18,"endTime":65.07,"body":"motorcycles."},{"speaker":"Paul Daly","startTime":65.069,"endTime":68.189,"body":"That's, that's kind"},{"speaker":"Paul Daly","startTime":65.069,"endTime":68.189,"body":"of all well, because you have"},{"speaker":"Paul Daly","startTime":68.189,"endTime":71.309,"body":"the same challenge that I do is"},{"speaker":"Paul Daly","startTime":68.189,"endTime":71.309,"body":"that well, you don't anymore"},{"speaker":"Paul Daly","startTime":71.309,"endTime":73.259,"body":"because you live in Texas. But"},{"speaker":"Paul Daly","startTime":71.309,"endTime":73.259,"body":"when you lived in Canada, you"},{"speaker":"Paul Daly","startTime":73.259,"endTime":75.509,"body":"know, motorcycle season was"},{"speaker":"Paul Daly","startTime":73.259,"endTime":75.509,"body":"approximately two and a half"},{"speaker":"Paul Daly","startTime":75.509,"endTime":84.359,"body":"weeks. That's right. Oh, well,"},{"speaker":"Paul Daly","startTime":75.509,"endTime":84.359,"body":"he's definitely one of the"},{"speaker":"Kyle Mountsier","startTime":85.62,"endTime":90.09,"body":"ways. Now I want"},{"speaker":"Kyle Mountsier","startTime":85.62,"endTime":90.09,"body":"to see Michael Cirillo riding a"},{"speaker":"Kyle Mountsier","startTime":90.09,"endTime":93.36,"body":"motorcycle next to Rick Ricart"},{"speaker":"Kyle Mountsier","startTime":90.09,"endTime":93.36,"body":"because I've stood next to both"},{"speaker":"Kyle Mountsier","startTime":93.36,"endTime":98.19,"body":"of you. And the size difference"},{"speaker":"Kyle Mountsier","startTime":93.36,"endTime":98.19,"body":"is staggering. We're gonna put"},{"speaker":"Kyle Mountsier","startTime":98.19,"endTime":99.27,"body":"Rick on a small bike and"},{"speaker":"Paul Daly","startTime":99.27,"endTime":100.59,"body":"Cirillo on a huge"},{"speaker":"Paul Daly","startTime":99.27,"endTime":100.59,"body":"bike."},{"speaker":"Michael Cirillo","startTime":100.59,"endTime":103.05,"body":"We're gonna be"},{"speaker":"Michael Cirillo","startTime":100.59,"endTime":103.05,"body":"like circus bears on a tricycle"},{"speaker":"Unknown","startTime":106.29,"endTime":109.92,"body":"way. We hope that you"},{"speaker":"Unknown","startTime":106.29,"endTime":109.92,"body":"enjoy this conversation with"},{"speaker":"Unknown","startTime":109.92,"endTime":112.47,"body":"Rick Ricart probably get a"},{"speaker":"Unknown","startTime":109.92,"endTime":112.47,"body":"little bit crazy, but also"},{"speaker":"Unknown","startTime":112.47,"endTime":114.0,"body":"insightful. Here's Rick."},{"speaker":"Paul Daly","startTime":117.72,"endTime":120.15,"body":"Rick, thank you so"},{"speaker":"Paul Daly","startTime":117.72,"endTime":120.15,"body":"much for taking some time out to"},{"speaker":"Paul Daly","startTime":120.15,"endTime":122.73,"body":"spend a little time talking"},{"speaker":"Paul Daly","startTime":120.15,"endTime":122.73,"body":"about all the important things"},{"speaker":"Paul Daly","startTime":122.73,"endTime":126.0,"body":"in life. Cheese Fries, mullets"},{"speaker":"Paul Daly","startTime":122.73,"endTime":126.0,"body":"and the car business a little"},{"speaker":"Paul Daly","startTime":126.0,"endTime":126.39,"body":"bit too."},{"speaker":"Rick Ricart","startTime":127.71,"endTime":130.2,"body":"You easy on that"},{"speaker":"Rick Ricart","startTime":127.71,"endTime":130.2,"body":"tapered mullets that can only be"},{"speaker":"Rick Ricart","startTime":130.2,"endTime":132.51,"body":"seen from behind do they"},{"speaker":"Rick Ricart","startTime":130.2,"endTime":132.51,"body":"actually exist?"},{"speaker":"Kyle Mountsier","startTime":134.43,"endTime":136.59,"body":"That's like the"},{"speaker":"Kyle Mountsier","startTime":134.43,"endTime":136.59,"body":"tree that fell in a forest."},{"speaker":"Kyle Mountsier","startTime":136.62,"endTime":137.04,"body":"That's"},{"speaker":"Paul Daly","startTime":138.51,"endTime":142.68,"body":"right, exactly."},{"speaker":"Paul Daly","startTime":138.51,"endTime":142.68,"body":"Right. So you go by President"},{"speaker":"Paul Daly","startTime":142.71,"endTime":145.65,"body":"dealer, but a really interesting"},{"speaker":"Paul Daly","startTime":142.71,"endTime":145.65,"body":"title that you go by is Chief"},{"speaker":"Paul Daly","startTime":145.68,"endTime":150.39,"body":"vision officer. Give white why"},{"speaker":"Paul Daly","startTime":145.68,"endTime":150.39,"body":"the chief vision officer How do"},{"speaker":"Paul Daly","startTime":150.39,"endTime":152.79,"body":"you like think through that and"},{"speaker":"Paul Daly","startTime":150.39,"endTime":152.79,"body":"deployed on a regular basis."},{"speaker":"Rick Ricart","startTime":153.62,"endTime":159.32,"body":"So we, three years"},{"speaker":"Rick Ricart","startTime":153.62,"endTime":159.32,"body":"ago, the summer of 2020, that,"},{"speaker":"Rick Ricart","startTime":159.35,"endTime":164.03,"body":"you know, first infamous summer"},{"speaker":"Rick Ricart","startTime":159.35,"endTime":164.03,"body":"of COVID, we had an opportunity"},{"speaker":"Rick Ricart","startTime":164.03,"endTime":167.18,"body":"to take a step back and relook"},{"speaker":"Rick Ricart","startTime":164.03,"endTime":167.18,"body":"at things. We had a lot of time"},{"speaker":"Rick Ricart","startTime":167.18,"endTime":171.08,"body":"on our hands. You know, business"},{"speaker":"Rick Ricart","startTime":167.18,"endTime":171.08,"body":"was closing early, there wasn't"},{"speaker":"Rick Ricart","startTime":172.22,"endTime":176.3,"body":"a whole lot to do on a day to"},{"speaker":"Rick Ricart","startTime":172.22,"endTime":176.3,"body":"day basis. And we've been in a"},{"speaker":"Rick Ricart","startTime":176.3,"endTime":180.8,"body":"succession kind of transition in"},{"speaker":"Rick Ricart","startTime":176.3,"endTime":180.8,"body":"our company for about the past"},{"speaker":"Rick Ricart","startTime":180.8,"endTime":185.63,"body":"seven, eight years. My uncle"},{"speaker":"Rick Ricart","startTime":180.8,"endTime":185.63,"body":"Rhett Riker was the chairman of"},{"speaker":"Rick Ricart","startTime":185.63,"endTime":192.71,"body":"the na da organization in 2020."},{"speaker":"Rick Ricart","startTime":185.63,"endTime":192.71,"body":"So, you know, he has kind of"},{"speaker":"Rick Ricart","startTime":192.71,"endTime":195.44,"body":"removed himself and I have a"},{"speaker":"Rick Ricart","startTime":192.71,"endTime":195.44,"body":"cousin, Jared Riker, who's"},{"speaker":"Rick Ricart","startTime":195.44,"endTime":201.62,"body":"Rhett's Son. And we were named"},{"speaker":"Rick Ricart","startTime":195.44,"endTime":201.62,"body":"as the co-presidents and my"},{"speaker":"Rick Ricart","startTime":201.62,"endTime":204.29,"body":"uncle basically sat us down and"},{"speaker":"Rick Ricart","startTime":201.62,"endTime":204.29,"body":"said, Okay, well, I'm heading"},{"speaker":"Rick Ricart","startTime":204.29,"endTime":206.48,"body":"off to do all this in a DA"},{"speaker":"Rick Ricart","startTime":204.29,"endTime":206.48,"body":"stuff, and then I'm going to"},{"speaker":"Rick Ricart","startTime":206.48,"endTime":210.92,"body":"semi retire after that. So you"},{"speaker":"Rick Ricart","startTime":206.48,"endTime":210.92,"body":"guys run the company? We're"},{"speaker":"Rick Ricart","startTime":210.92,"endTime":214.07,"body":"like, okay, cool. Well, what,"},{"speaker":"Rick Ricart","startTime":210.92,"endTime":214.07,"body":"what does that mean? What is"},{"speaker":"Rick Ricart","startTime":214.07,"endTime":216.74,"body":"what does that mean? And it's,"},{"speaker":"Rick Ricart","startTime":214.07,"endTime":216.74,"body":"you know, there's not a playbook"},{"speaker":"Rick Ricart","startTime":216.74,"endTime":220.31,"body":"for this. There's not, you know,"},{"speaker":"Rick Ricart","startTime":216.74,"endTime":220.31,"body":"just just do it just do the job,"},{"speaker":"Rick Ricart","startTime":220.31,"endTime":225.14,"body":"right. So, kind of let us go."},{"speaker":"Rick Ricart","startTime":220.31,"endTime":225.14,"body":"And we were, we were trying to"},{"speaker":"Rick Ricart","startTime":225.14,"endTime":227.78,"body":"figure out what roles that we"},{"speaker":"Rick Ricart","startTime":225.14,"endTime":227.78,"body":"should have and how that should"},{"speaker":"Rick Ricart","startTime":227.78,"endTime":230.12,"body":"look and what our what our"},{"speaker":"Rick Ricart","startTime":227.78,"endTime":230.12,"body":"responsibilities should be. And"},{"speaker":"Rick Ricart","startTime":230.12,"endTime":234.86,"body":"then my cousins in a peer group"},{"speaker":"Rick Ricart","startTime":230.12,"endTime":234.86,"body":"organization that gave a"},{"speaker":"Rick Ricart","startTime":234.86,"endTime":239.72,"body":"presentation on the EOS business"},{"speaker":"Rick Ricart","startTime":234.86,"endTime":239.72,"body":"model, or the Entrepreneurial"},{"speaker":"Rick Ricart","startTime":239.72,"endTime":244.25,"body":"Operating System, that the"},{"speaker":"Rick Ricart","startTime":239.72,"endTime":244.25,"body":"famous book traction by Gino"},{"speaker":"Rick Ricart","startTime":244.25,"endTime":249.95,"body":"Wickman is all about that EOS"},{"speaker":"Rick Ricart","startTime":244.25,"endTime":249.95,"body":"business model. And we met a"},{"speaker":"Rick Ricart","startTime":250.88,"endTime":255.26,"body":"implementer, who, who basically"},{"speaker":"Rick Ricart","startTime":250.88,"endTime":255.26,"body":"takes companies and helps them"},{"speaker":"Rick Ricart","startTime":255.26,"endTime":258.59,"body":"launch this EOS business model."},{"speaker":"Rick Ricart","startTime":255.26,"endTime":258.59,"body":"It's the org chart, it's the"},{"speaker":"Rick Ricart","startTime":258.59,"endTime":261.59,"body":"meeting cadence. It's a lot of"},{"speaker":"Rick Ricart","startTime":258.59,"endTime":261.59,"body":"things to help us get organized"},{"speaker":"Rick Ricart","startTime":261.59,"endTime":264.83,"body":"and help us figure out the right"},{"speaker":"Rick Ricart","startTime":261.59,"endTime":264.83,"body":"path. And the two positions at"},{"speaker":"Rick Ricart","startTime":264.83,"endTime":269.87,"body":"the top are the visionary and"},{"speaker":"Rick Ricart","startTime":264.83,"endTime":269.87,"body":"the in the integrator. So the"},{"speaker":"Rick Ricart","startTime":269.87,"endTime":273.65,"body":"integrator position, which my"},{"speaker":"Rick Ricart","startTime":269.87,"endTime":273.65,"body":"cousin holds, is really the one"},{"speaker":"Rick Ricart","startTime":273.83,"endTime":276.68,"body":"responsible for day to day"},{"speaker":"Rick Ricart","startTime":273.83,"endTime":276.68,"body":"operations for profit and loss,"},{"speaker":"Rick Ricart","startTime":277.34,"endTime":282.77,"body":"for lead, manage accountability,"},{"speaker":"Rick Ricart","startTime":277.34,"endTime":282.77,"body":"kind of a COO type of role. His"},{"speaker":"Rick Ricart","startTime":282.77,"endTime":286.94,"body":"job is to make sure that the"},{"speaker":"Rick Ricart","startTime":282.77,"endTime":286.94,"body":"trains run on time. Yeah. My job"},{"speaker":"Rick Ricart","startTime":286.94,"endTime":291.41,"body":"is visionary is more to look at"},{"speaker":"Rick Ricart","startTime":286.94,"endTime":291.41,"body":"in the look out into the future"},{"speaker":"Rick Ricart","startTime":291.44,"endTime":296.9,"body":"be responsible for creativity,"},{"speaker":"Rick Ricart","startTime":291.44,"endTime":296.9,"body":"culture. Big big deals"},{"speaker":"Rick Ricart","startTime":296.9,"endTime":302.39,"body":"acquisitions, major external"},{"speaker":"Rick Ricart","startTime":296.9,"endTime":302.39,"body":"relationships. So that kind of"},{"speaker":"Rick Ricart","startTime":302.39,"endTime":306.53,"body":"fell into my wheelhouse, I am"},{"speaker":"Rick Ricart","startTime":302.39,"endTime":306.53,"body":"not a structured, I'm going to"},{"speaker":"Rick Ricart","startTime":306.53,"endTime":311.18,"body":"be in at this time leave at that"},{"speaker":"Rick Ricart","startTime":306.53,"endTime":311.18,"body":"time type of person. And my"},{"speaker":"Rick Ricart","startTime":311.18,"endTime":315.32,"body":"cousin is and he came up through"},{"speaker":"Rick Ricart","startTime":311.18,"endTime":315.32,"body":"the fixed ops side of things. So"},{"speaker":"Rick Ricart","startTime":315.32,"endTime":319.34,"body":"it's totally normal for him to"},{"speaker":"Rick Ricart","startTime":315.32,"endTime":319.34,"body":"be here at 7am 7:30am unlocking"},{"speaker":"Rick Ricart","startTime":319.34,"endTime":323.0,"body":"the gates, and I was always"},{"speaker":"Rick Ricart","startTime":319.34,"endTime":323.0,"body":"pushing to, you know, that's why"},{"speaker":"Rick Ricart","startTime":323.0,"endTime":326.36,"body":"our sales don't start till 10am"},{"speaker":"Rick Ricart","startTime":323.0,"endTime":326.36,"body":"Because I want to, I push them"},{"speaker":"Rick Ricart","startTime":326.36,"endTime":331.97,"body":"back for years, you know, nobody"},{"speaker":"Rick Ricart","startTime":326.36,"endTime":331.97,"body":"shows up. Right, you're gonna"},{"speaker":"Rick Ricart","startTime":331.97,"endTime":332.78,"body":"sleep in,"},{"speaker":"Kyle Mountsier","startTime":332.82,"endTime":335.37,"body":"we're gonna"},{"speaker":"Kyle Mountsier","startTime":332.82,"endTime":335.37,"body":"dreams to have while we sleep,"},{"speaker":"Kyle Mountsier","startTime":335.4,"endTime":336.0,"body":"come on,"},{"speaker":"Paul Daly","startTime":336.57,"endTime":338.4,"body":"you got a dream if"},{"speaker":"Paul Daly","startTime":336.57,"endTime":338.4,"body":"you're not sleeping."},{"speaker":"Rick Ricart","startTime":339.66,"endTime":341.34,"body":"And that's the"},{"speaker":"Rick Ricart","startTime":339.66,"endTime":341.34,"body":"thing, What are dreams, dreams"},{"speaker":"Rick Ricart","startTime":341.34,"endTime":345.42,"body":"or visions. So I got into a lot"},{"speaker":"Rick Ricart","startTime":341.34,"endTime":345.42,"body":"of sleeping, a lot of dreaming."},{"speaker":"Rick Ricart","startTime":346.17,"endTime":350.01,"body":"And, and it really gives me the"},{"speaker":"Rick Ricart","startTime":346.17,"endTime":350.01,"body":"opportunity to take the time to"},{"speaker":"Rick Ricart","startTime":350.01,"endTime":353.55,"body":"build to work on the"},{"speaker":"Rick Ricart","startTime":350.01,"endTime":353.55,"body":"acquisitions and the growth of"},{"speaker":"Rick Ricart","startTime":353.55,"endTime":356.55,"body":"the company. So I look at it as"},{"speaker":"Rick Ricart","startTime":353.55,"endTime":356.55,"body":"my my main responsibility is to"},{"speaker":"Rick Ricart","startTime":356.55,"endTime":359.91,"body":"grow, expand and diversify. 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Now here in"},{"speaker":"Rick Ricart","startTime":374.16,"endTime":378.84,"body":"Columbus, and then the end of"},{"speaker":"Rick Ricart","startTime":374.16,"endTime":378.84,"body":"2021, we acquired a Chevy Buick"},{"speaker":"Rick Ricart","startTime":378.84,"endTime":383.13,"body":"GMC store, to keep growing our"},{"speaker":"Rick Ricart","startTime":378.84,"endTime":383.13,"body":"portfolio for our customers. And"},{"speaker":"Rick Ricart","startTime":383.13,"endTime":385.29,"body":"really, a lot of that has to go"},{"speaker":"Rick Ricart","startTime":383.13,"endTime":385.29,"body":"back to the fleet and commercial"},{"speaker":"Rick Ricart","startTime":385.29,"endTime":389.34,"body":"world. The business, the"},{"speaker":"Rick Ricart","startTime":385.29,"endTime":389.34,"body":"business side of the of the new"},{"speaker":"Rick Ricart","startTime":389.34,"endTime":394.14,"body":"cars has been growing for 1015"},{"speaker":"Rick Ricart","startTime":389.34,"endTime":394.14,"body":"years rather rapidly. So being"},{"speaker":"Rick Ricart","startTime":394.14,"endTime":396.69,"body":"able to offer a different"},{"speaker":"Rick Ricart","startTime":394.14,"endTime":396.69,"body":"variety of products to all of"},{"speaker":"Rick Ricart","startTime":396.69,"endTime":399.78,"body":"those business owners in"},{"speaker":"Rick Ricart","startTime":396.69,"endTime":399.78,"body":"Columbus has been a really good"},{"speaker":"Rick Ricart","startTime":399.78,"endTime":400.92,"body":"thing. So"},{"speaker":"Kyle Mountsier","startTime":400.95,"endTime":403.23,"body":"when, like,"},{"speaker":"Kyle Mountsier","startTime":400.95,"endTime":403.23,"body":"obviously, you're looking out"},{"speaker":"Kyle Mountsier","startTime":403.23,"endTime":407.01,"body":"over the horizon there, there's"},{"speaker":"Kyle Mountsier","startTime":403.23,"endTime":407.01,"body":"a lot, you know, probably coming"},{"speaker":"Kyle Mountsier","startTime":407.01,"endTime":410.7,"body":"for you as an organization. But"},{"speaker":"Kyle Mountsier","startTime":407.01,"endTime":410.7,"body":"there's still the necessity to"},{"speaker":"Kyle Mountsier","startTime":410.7,"endTime":413.97,"body":"kind of like, understand what's"},{"speaker":"Kyle Mountsier","startTime":410.7,"endTime":413.97,"body":"happening in the market and"},{"speaker":"Kyle Mountsier","startTime":413.97,"endTime":417.87,"body":"connect everything that you're"},{"speaker":"Kyle Mountsier","startTime":413.97,"endTime":417.87,"body":"doing from visionary culture"},{"speaker":"Kyle Mountsier","startTime":417.87,"endTime":423.3,"body":"standpoint, to what's happening"},{"speaker":"Kyle Mountsier","startTime":417.87,"endTime":423.3,"body":"for the consumer right now. What"},{"speaker":"Kyle Mountsier","startTime":423.3,"endTime":428.58,"body":"are you how are you taking,"},{"speaker":"Kyle Mountsier","startTime":423.3,"endTime":428.58,"body":"like, a forward vision, like,"},{"speaker":"Kyle Mountsier","startTime":428.73,"endTime":432.0,"body":"I'm wanting to innovate, I'm"},{"speaker":"Kyle Mountsier","startTime":428.73,"endTime":432.0,"body":"wanting to grow and draft that"},{"speaker":"Kyle Mountsier","startTime":432.0,"endTime":436.41,"body":"back into how your team, how"},{"speaker":"Kyle Mountsier","startTime":432.0,"endTime":436.41,"body":"your employees, how your, how"},{"speaker":"Kyle Mountsier","startTime":436.41,"endTime":440.07,"body":"your showrooms and service"},{"speaker":"Kyle Mountsier","startTime":436.41,"endTime":440.07,"body":"drives, look right now, for"},{"speaker":"Kyle Mountsier","startTime":440.07,"endTime":442.77,"body":"customers as they're dealing"},{"speaker":"Kyle Mountsier","startTime":440.07,"endTime":442.77,"body":"with the market the way it is."},{"speaker":"Rick Ricart","startTime":444.09,"endTime":446.55,"body":"Yeah, so there's"},{"speaker":"Rick Ricart","startTime":444.09,"endTime":446.55,"body":"always a strategy and a process"},{"speaker":"Rick Ricart","startTime":446.55,"endTime":449.82,"body":"because we're never gonna get"},{"speaker":"Rick Ricart","startTime":446.55,"endTime":449.82,"body":"from zero to 100 on any of those"},{"speaker":"Rick Ricart","startTime":449.82,"endTime":453.87,"body":"things. Right. This is a"},{"speaker":"Rick Ricart","startTime":449.82,"endTime":453.87,"body":"aircraft carrier industry, as I"},{"speaker":"Rick Ricart","startTime":453.87,"endTime":456.84,"body":"call it, and it takes you know,"},{"speaker":"Rick Ricart","startTime":453.87,"endTime":456.84,"body":"24 hours to turn around an"},{"speaker":"Rick Ricart","startTime":456.84,"endTime":461.43,"body":"aircraft carrier, we make little"},{"speaker":"Rick Ricart","startTime":456.84,"endTime":461.43,"body":"changes that compound over time."},{"speaker":"Rick Ricart","startTime":463.2,"endTime":468.03,"body":"There's no hotter two letters in"},{"speaker":"Rick Ricart","startTime":463.2,"endTime":468.03,"body":"our industry than Evie. Right."},{"speaker":"Rick Ricart","startTime":468.6,"endTime":472.41,"body":"What is Evie? What does it mean?"},{"speaker":"Rick Ricart","startTime":468.6,"endTime":472.41,"body":"Where are we at today? What's"},{"speaker":"Rick Ricart","startTime":472.41,"endTime":477.84,"body":"that look like? You know, and"},{"speaker":"Rick Ricart","startTime":472.41,"endTime":477.84,"body":"I'm having to kind of build my"},{"speaker":"Rick Ricart","startTime":477.84,"endTime":482.22,"body":"crystal ball. And then at the"},{"speaker":"Rick Ricart","startTime":477.84,"endTime":482.22,"body":"same time, decide, okay, what"},{"speaker":"Rick Ricart","startTime":482.22,"endTime":486.93,"body":"actions are we taking today? And"},{"speaker":"Rick Ricart","startTime":482.22,"endTime":486.93,"body":"I could spend the entire time"},{"speaker":"Rick Ricart","startTime":486.93,"endTime":489.72,"body":"talking about that, because I"},{"speaker":"Rick Ricart","startTime":486.93,"endTime":489.72,"body":"sit through all the lectures,"},{"speaker":"Rick Ricart","startTime":489.72,"endTime":493.14,"body":"seminars, read articles,"},{"speaker":"Rick Ricart","startTime":489.72,"endTime":493.14,"body":"newsletters, talk to industry"},{"speaker":"Rick Ricart","startTime":493.14,"endTime":495.63,"body":"experts, and listen to our"},{"speaker":"Rick Ricart","startTime":493.14,"endTime":495.63,"body":"manufacturers, what they're"},{"speaker":"Rick Ricart","startTime":495.63,"endTime":499.32,"body":"telling us and then the same"},{"speaker":"Rick Ricart","startTime":495.63,"endTime":499.32,"body":"time keeping my pulse on"},{"speaker":"Rick Ricart","startTime":499.32,"endTime":502.62,"body":"consumer demand and connect"},{"speaker":"Rick Ricart","startTime":499.32,"endTime":502.62,"body":"connecting all those dots. And"},{"speaker":"Rick Ricart","startTime":504.18,"endTime":511.2,"body":"that's a very muddy water topic."},{"speaker":"Rick Ricart","startTime":504.18,"endTime":511.2,"body":"I mean, it is so difficult to"},{"speaker":"Rick Ricart","startTime":511.2,"endTime":514.71,"body":"really decide what are we doing"},{"speaker":"Rick Ricart","startTime":511.2,"endTime":514.71,"body":"today, right, because just give"},{"speaker":"Rick Ricart","startTime":514.71,"endTime":520.17,"body":"an example, between are really"},{"speaker":"Rick Ricart","startTime":514.71,"endTime":520.17,"body":"three automotive locations. We"},{"speaker":"Rick Ricart","startTime":520.17,"endTime":525.39,"body":"have 37 chargers installed"},{"speaker":"Rick Ricart","startTime":520.17,"endTime":525.39,"body":"active right now. We will have"},{"speaker":"Rick Ricart","startTime":525.39,"endTime":529.53,"body":"50 chargers by the end of the"},{"speaker":"Rick Ricart","startTime":525.39,"endTime":529.53,"body":"summer, based on our"},{"speaker":"Rick Ricart","startTime":529.53,"endTime":533.73,"body":"manufacturer's requirements."},{"speaker":"Rick Ricart","startTime":529.53,"endTime":533.73,"body":"We're investing a ton of money"},{"speaker":"Rick Ricart","startTime":533.73,"endTime":539.4,"body":"into these things. And we have"},{"speaker":"Rick Ricart","startTime":533.73,"endTime":539.4,"body":"like seven EVs in stock total"},{"speaker":"Rick Ricart","startTime":539.4,"endTime":543.63,"body":"across 11 brands right now."},{"speaker":"Rick Ricart","startTime":539.4,"endTime":543.63,"body":"What? And it's not"},{"speaker":"Kyle Mountsier","startTime":543.9,"endTime":546.99,"body":"like this, this"},{"speaker":"Kyle Mountsier","startTime":543.9,"endTime":546.99,"body":"this kind of like balance thing."},{"speaker":"Kyle Mountsier","startTime":546.99,"endTime":550.68,"body":"It's like, okay, I need 50 of"},{"speaker":"Kyle Mountsier","startTime":546.99,"endTime":550.68,"body":"these things. But I got seven,"},{"speaker":"Kyle Mountsier","startTime":550.83,"endTime":554.07,"body":"or the customers coming for what"},{"speaker":"Kyle Mountsier","startTime":550.83,"endTime":554.07,"body":"you know, where are we going"},{"speaker":"Kyle Mountsier","startTime":554.07,"endTime":558.0,"body":"with this? The OEM is almost"},{"speaker":"Kyle Mountsier","startTime":554.07,"endTime":558.0,"body":"like, I don't know if you have"},{"speaker":"Kyle Mountsier","startTime":558.0,"endTime":560.88,"body":"you, I don't know if you deal"},{"speaker":"Kyle Mountsier","startTime":558.0,"endTime":560.88,"body":"with this with your, with your"},{"speaker":"Kyle Mountsier","startTime":560.88,"endTime":565.62,"body":"OEM brands, right. You've got"},{"speaker":"Kyle Mountsier","startTime":560.88,"endTime":565.62,"body":"brands across a bunch of"},{"speaker":"Kyle Mountsier","startTime":565.62,"endTime":568.68,"body":"different brands, but like, I"},{"speaker":"Kyle Mountsier","startTime":565.62,"endTime":568.68,"body":"was talking to some OEM"},{"speaker":"Kyle Mountsier","startTime":568.68,"endTime":570.84,"body":"partners, they're they're"},{"speaker":"Kyle Mountsier","startTime":568.68,"endTime":570.84,"body":"struggling with this fact that"},{"speaker":"Kyle Mountsier","startTime":570.87,"endTime":576.18,"body":"on the ground at dealers right"},{"speaker":"Kyle Mountsier","startTime":570.87,"endTime":576.18,"body":"now is ice vehicles, right ice"},{"speaker":"Kyle Mountsier","startTime":576.18,"endTime":579.45,"body":"and hybrid vehicles. That's"},{"speaker":"Kyle Mountsier","startTime":576.18,"endTime":579.45,"body":"where the inventory lives. But"},{"speaker":"Kyle Mountsier","startTime":579.48,"endTime":584.55,"body":"the culture and marketing demand"},{"speaker":"Kyle Mountsier","startTime":579.48,"endTime":584.55,"body":"is all pushing on EVs, and"},{"speaker":"Kyle Mountsier","startTime":584.55,"endTime":589.29,"body":"there's this like, how do we"},{"speaker":"Kyle Mountsier","startTime":584.55,"endTime":589.29,"body":"match these two communication"},{"speaker":"Kyle Mountsier","startTime":589.29,"endTime":592.83,"body":"patterns in the market today?"},{"speaker":"Kyle Mountsier","startTime":589.29,"endTime":592.83,"body":"And it's like you're dealing"},{"speaker":"Kyle Mountsier","startTime":592.83,"endTime":595.65,"body":"with that with the even down to"},{"speaker":"Kyle Mountsier","startTime":592.83,"endTime":595.65,"body":"chargers, right?"},{"speaker":"Rick Ricart","startTime":595.8,"endTime":601.02,"body":"It's it is a it's a"},{"speaker":"Rick Ricart","startTime":595.8,"endTime":601.02,"body":"super regional thing also I mean"},{"speaker":"Rick Ricart","startTime":601.02,"endTime":604.98,"body":"that I'm going to say things"},{"speaker":"Rick Ricart","startTime":601.02,"endTime":604.98,"body":"that dealers in California are"},{"speaker":"Rick Ricart","startTime":604.98,"endTime":608.37,"body":"going to be like he's absolutely"},{"speaker":"Rick Ricart","startTime":604.98,"endTime":608.37,"body":"wrong. Because we are in two"},{"speaker":"Rick Ricart","startTime":608.37,"endTime":612.48,"body":"completely different worlds when"},{"speaker":"Rick Ricart","startTime":608.37,"endTime":612.48,"body":"it comes to EVs, California,"},{"speaker":"Rick Ricart","startTime":612.48,"endTime":617.22,"body":"Florida, Texas, like there are"},{"speaker":"Rick Ricart","startTime":612.48,"endTime":617.22,"body":"states that are where the hype"},{"speaker":"Rick Ricart","startTime":617.22,"endTime":621.81,"body":"is real. Yeah. Real your"},{"speaker":"Rick Ricart","startTime":617.22,"endTime":621.81,"body":"infrastructure they have, they"},{"speaker":"Rick Ricart","startTime":621.81,"endTime":624.96,"body":"have the climate, they have the"},{"speaker":"Rick Ricart","startTime":621.81,"endTime":624.96,"body":"weather, the manufacturers are"},{"speaker":"Rick Ricart","startTime":624.96,"endTime":629.91,"body":"pumping 80% of those vehicles to"},{"speaker":"Rick Ricart","startTime":624.96,"endTime":629.91,"body":"those states. But Ohio is"},{"speaker":"Rick Ricart","startTime":629.91,"endTime":633.21,"body":"required to follow the same"},{"speaker":"Rick Ricart","startTime":629.91,"endTime":633.21,"body":"dealer requirements as as other"},{"speaker":"Rick Ricart","startTime":633.21,"endTime":638.25,"body":"states. But there are literally"},{"speaker":"Rick Ricart","startTime":633.21,"endTime":638.25,"body":"models of brands that we sell,"},{"speaker":"Rick Ricart","startTime":638.67,"endTime":642.0,"body":"that I cannot even sell you I"},{"speaker":"Rick Ricart","startTime":638.67,"endTime":642.0,"body":"can't deal or trade and sell it"},{"speaker":"Rick Ricart","startTime":642.0,"endTime":645.39,"body":"to if I wanted to, they will not"},{"speaker":"Rick Ricart","startTime":642.0,"endTime":645.39,"body":"even let us have those vehicles."},{"speaker":"Paul Daly","startTime":645.42,"endTime":647.46,"body":"What's What's one of"},{"speaker":"Paul Daly","startTime":645.42,"endTime":647.46,"body":"those? Give me an example that"},{"speaker":"Rick Ricart","startTime":649.11,"endTime":652.59,"body":"some of the Hyundai"},{"speaker":"Rick Ricart","startTime":649.11,"endTime":652.59,"body":"iyonix You can't even get them."},{"speaker":"Rick Ricart","startTime":653.1,"endTime":657.18,"body":"Some of the trim levels are only"},{"speaker":"Rick Ricart","startTime":653.1,"endTime":657.18,"body":"for California. And there's zero"},{"speaker":"Rick Ricart","startTime":657.18,"endTime":661.65,"body":"emission states. So there's, but"},{"speaker":"Rick Ricart","startTime":657.18,"endTime":661.65,"body":"it's not like we really want"},{"speaker":"Rick Ricart","startTime":661.65,"endTime":664.47,"body":"them because there's not the"},{"speaker":"Rick Ricart","startTime":661.65,"endTime":664.47,"body":"demand here yet. So when we talk"},{"speaker":"Rick Ricart","startTime":664.47,"endTime":669.03,"body":"about the marketing, I'm going"},{"speaker":"Rick Ricart","startTime":664.47,"endTime":669.03,"body":"to call it the hype. There's a"},{"speaker":"Rick Ricart","startTime":669.03,"endTime":673.23,"body":"lot more hype than hope right"},{"speaker":"Rick Ricart","startTime":669.03,"endTime":673.23,"body":"now. And you have the hype being"},{"speaker":"Rick Ricart","startTime":673.23,"endTime":676.8,"body":"built for Wall Street, the stock"},{"speaker":"Rick Ricart","startTime":673.23,"endTime":676.8,"body":"market, I mean, you know, these,"},{"speaker":"Rick Ricart","startTime":676.83,"endTime":679.5,"body":"these major automotive"},{"speaker":"Rick Ricart","startTime":676.83,"endTime":679.5,"body":"manufacturers think of Ford and"},{"speaker":"Rick Ricart","startTime":679.5,"endTime":683.04,"body":"GM, and how important stock"},{"speaker":"Rick Ricart","startTime":679.5,"endTime":683.04,"body":"value is to them. Well, Tesla"},{"speaker":"Rick Ricart","startTime":683.04,"endTime":686.79,"body":"came on the scene, absolutely"},{"speaker":"Rick Ricart","startTime":683.04,"endTime":686.79,"body":"lit up Wall Street, like, Oh,"},{"speaker":"Rick Ricart","startTime":686.79,"endTime":690.09,"body":"this is the greatest thing put"},{"speaker":"Rick Ricart","startTime":686.79,"endTime":690.09,"body":"your money into. Now, what are"},{"speaker":"Rick Ricart","startTime":690.09,"endTime":693.9,"body":"you big old traditionals doing?"},{"speaker":"Rick Ricart","startTime":690.09,"endTime":693.9,"body":"So they created a ton of hype"},{"speaker":"Rick Ricart","startTime":693.9,"endTime":697.68,"body":"around their ED products. And"},{"speaker":"Rick Ricart","startTime":693.9,"endTime":697.68,"body":"then the past six months,"},{"speaker":"Rick Ricart","startTime":698.07,"endTime":701.52,"body":"they've quietly just"},{"speaker":"Rick Ricart","startTime":698.07,"endTime":701.52,"body":"disappeared. They quietly quit"},{"speaker":"Rick Ricart","startTime":701.52,"endTime":704.76,"body":"building things like the maki"},{"speaker":"Rick Ricart","startTime":701.52,"endTime":704.76,"body":"unlimited production of the f150"},{"speaker":"Rick Ricart","startTime":704.76,"endTime":708.45,"body":"Lightning like they don't"},{"speaker":"Rick Ricart","startTime":704.76,"endTime":708.45,"body":"actually exist to the level that"},{"speaker":"Rick Ricart","startTime":709.2,"endTime":713.76,"body":"market. So there's a lot of hype"},{"speaker":"Rick Ricart","startTime":709.2,"endTime":713.76,"body":"around these things. So people"},{"speaker":"Rick Ricart","startTime":713.76,"endTime":716.7,"body":"put their money in the stock"},{"speaker":"Rick Ricart","startTime":713.76,"endTime":716.7,"body":"market. But the truth is at the"},{"speaker":"Rick Ricart","startTime":716.7,"endTime":719.64,"body":"ground level at a dealership in"},{"speaker":"Rick Ricart","startTime":716.7,"endTime":719.64,"body":"Columbus, Ohio,"},{"speaker":"Paul Daly","startTime":720.69,"endTime":723.12,"body":"they no hope that"},{"speaker":"Paul Daly","startTime":720.69,"endTime":723.12,"body":"that's actually the future of"},{"speaker":"Paul Daly","startTime":723.12,"endTime":724.2,"body":"your business and 20 It"},{"speaker":"Rick Ricart","startTime":724.2,"endTime":726.6,"body":"is not like we were"},{"speaker":"Rick Ricart","startTime":724.2,"endTime":726.6,"body":"so the building I'm sitting in"},{"speaker":"Rick Ricart","startTime":726.6,"endTime":728.88,"body":"right now we're building a brand"},{"speaker":"Rick Ricart","startTime":726.6,"endTime":728.88,"body":"new Hyundai showroom. It's"},{"speaker":"Rick Ricart","startTime":728.88,"endTime":731.52,"body":"beautiful. We're having a grand"},{"speaker":"Rick Ricart","startTime":728.88,"endTime":731.52,"body":"opening next month, you should"},{"speaker":"Rick Ricart","startTime":731.52,"endTime":735.06,"body":"come out two storey beautiful"},{"speaker":"Rick Ricart","startTime":731.52,"endTime":735.06,"body":"NHL room. We're in our former"},{"speaker":"Rick Ricart","startTime":735.06,"endTime":738.27,"body":"Mazda showroom that was empty"},{"speaker":"Rick Ricart","startTime":735.06,"endTime":738.27,"body":"that we converted to our offices"},{"speaker":"Rick Ricart","startTime":738.27,"endTime":741.78,"body":"while that's being built. That's"},{"speaker":"Rick Ricart","startTime":738.27,"endTime":741.78,"body":"where kind of our offices are."},{"speaker":"Rick Ricart","startTime":741.99,"endTime":744.21,"body":"So we're moving out of here in"},{"speaker":"Rick Ricart","startTime":741.99,"endTime":744.21,"body":"like three weeks. And I kept"},{"speaker":"Rick Ricart","startTime":744.21,"endTime":746.85,"body":"looking at this space that I'm"},{"speaker":"Rick Ricart","startTime":744.21,"endTime":746.85,"body":"looking at outside my window"},{"speaker":"Rick Ricart","startTime":746.85,"endTime":750.06,"body":"here. And I thought why not"},{"speaker":"Rick Ricart","startTime":746.85,"endTime":750.06,"body":"build an Eevee Experience"},{"speaker":"Rick Ricart","startTime":750.06,"endTime":754.5,"body":"Center? Why don't we go get you"},{"speaker":"Rick Ricart","startTime":750.06,"endTime":754.5,"body":"know, every single model that we"},{"speaker":"Rick Ricart","startTime":754.5,"endTime":758.25,"body":"sell new, that's 100% Electric,"},{"speaker":"Rick Ricart","startTime":754.5,"endTime":758.25,"body":"put a couple of chargers out"},{"speaker":"Rick Ricart","startTime":758.25,"endTime":762.66,"body":"front, put a little coffee bar,"},{"speaker":"Rick Ricart","startTime":758.25,"endTime":762.66,"body":"have an hourly Evie champion, be"},{"speaker":"Rick Ricart","startTime":762.66,"endTime":765.6,"body":"able to go on test drives or let"},{"speaker":"Rick Ricart","startTime":762.66,"endTime":765.6,"body":"somebody rent one for the"},{"speaker":"Rick Ricart","startTime":765.6,"endTime":768.48,"body":"weekend and experience it. And"},{"speaker":"Rick Ricart","startTime":765.6,"endTime":768.48,"body":"we're going to invest in some of"},{"speaker":"Rick Ricart","startTime":768.48,"endTime":773.76,"body":"this. Evie stuff. And then we"},{"speaker":"Rick Ricart","startTime":768.48,"endTime":773.76,"body":"started really looking at the"},{"speaker":"Rick Ricart","startTime":773.76,"endTime":778.11,"body":"consumer demand and looking at"},{"speaker":"Rick Ricart","startTime":773.76,"endTime":778.11,"body":"inventory production, what"},{"speaker":"Rick Ricart","startTime":778.11,"endTime":781.89,"body":"allocation is going to look"},{"speaker":"Rick Ricart","startTime":778.11,"endTime":781.89,"body":"like? And I think we have two to"},{"speaker":"Rick Ricart","startTime":781.89,"endTime":785.04,"body":"three years before we even have"},{"speaker":"Rick Ricart","startTime":781.89,"endTime":785.04,"body":"to think about it. It's no, it's"},{"speaker":"Rick Ricart","startTime":785.04,"endTime":791.01,"body":"nowhere close. A lot of a lot of"},{"speaker":"Rick Ricart","startTime":785.04,"endTime":791.01,"body":"manufacturers, or OEMs are"},{"speaker":"Rick Ricart","startTime":791.01,"endTime":793.47,"body":"building plants right now."},{"speaker":"Rick Ricart","startTime":791.01,"endTime":793.47,"body":"They're building these big"},{"speaker":"Rick Ricart","startTime":793.47,"endTime":795.57,"body":"battery plants, they're all"},{"speaker":"Rick Ricart","startTime":793.47,"endTime":795.57,"body":"doing their bidding battery"},{"speaker":"Rick Ricart","startTime":795.57,"endTime":799.23,"body":"plants are building new plants"},{"speaker":"Rick Ricart","startTime":795.57,"endTime":799.23,"body":"to make these EVs. Those plants"},{"speaker":"Rick Ricart","startTime":799.23,"endTime":803.85,"body":"won't be open until"},{"speaker":"Rick Ricart","startTime":799.23,"endTime":803.85,"body":"2025 2026 2027. They're all"},{"speaker":"Rick Ricart","startTime":803.85,"endTime":807.39,"body":"telling us that they think"},{"speaker":"Rick Ricart","startTime":803.85,"endTime":807.39,"body":"there'll be at you know 40%"},{"speaker":"Rick Ricart","startTime":807.39,"endTime":815.04,"body":"production or 35% production all"},{"speaker":"Rick Ricart","startTime":807.39,"endTime":815.04,"body":"EVs by 2030. So it's like, you"},{"speaker":"Rick Ricart","startTime":815.04,"endTime":818.4,"body":"know, all this hype that's"},{"speaker":"Rick Ricart","startTime":815.04,"endTime":818.4,"body":"happening. And I was following"},{"speaker":"Rick Ricart","startTime":818.4,"endTime":821.1,"body":"the hype and buying in on it,"},{"speaker":"Rick Ricart","startTime":818.4,"endTime":821.1,"body":"the more research and thinking"},{"speaker":"Rick Ricart","startTime":821.1,"endTime":824.55,"body":"that we've done, so I know we've"},{"speaker":"Rick Ricart","startTime":821.1,"endTime":824.55,"body":"got the chargers, we'll sell"},{"speaker":"Rick Ricart","startTime":824.55,"endTime":827.52,"body":"them out of the showrooms if we"},{"speaker":"Rick Ricart","startTime":824.55,"endTime":827.52,"body":"can get them if someone wants"},{"speaker":"Rick Ricart","startTime":827.52,"endTime":833.49,"body":"one. But for us to try to create"},{"speaker":"Rick Ricart","startTime":827.52,"endTime":833.49,"body":"and push that market is I don't"},{"speaker":"Rick Ricart","startTime":833.49,"endTime":836.19,"body":"quite have the the hope that"},{"speaker":"Rick Ricart","startTime":833.49,"endTime":836.19,"body":"it's going to have the impact"},{"speaker":"Rick Ricart","startTime":836.19,"endTime":838.5,"body":"for at least a couple years, at"},{"speaker":"Rick Ricart","startTime":836.19,"endTime":838.5,"body":"least in the market, that I'm in"},{"speaker":"Kyle Mountsier","startTime":838.68,"endTime":841.17,"body":"such a different"},{"speaker":"Kyle Mountsier","startTime":838.68,"endTime":841.17,"body":"understanding."},{"speaker":"Michael Cirillo","startTime":841.2,"endTime":844.17,"body":"But you bring"},{"speaker":"Michael Cirillo","startTime":841.2,"endTime":844.17,"body":"up a really good point here. And"},{"speaker":"Michael Cirillo","startTime":844.17,"endTime":846.33,"body":"it's a distinction that I don't"},{"speaker":"Michael Cirillo","startTime":844.17,"endTime":846.33,"body":"think a lot of people make,"},{"speaker":"Michael Cirillo","startTime":846.33,"endTime":850.05,"body":"especially in this digital era,"},{"speaker":"Michael Cirillo","startTime":846.33,"endTime":850.05,"body":"that tech companies by their"},{"speaker":"Michael Cirillo","startTime":850.05,"endTime":855.93,"body":"nature must produce hype because"},{"speaker":"Michael Cirillo","startTime":850.05,"endTime":855.93,"body":"they have nothing else to sell."},{"speaker":"Michael Cirillo","startTime":857.16,"endTime":859.77,"body":"Like, like you brought up the"},{"speaker":"Michael Cirillo","startTime":857.16,"endTime":859.77,"body":"distinction about like Wall"},{"speaker":"Michael Cirillo","startTime":859.77,"endTime":863.67,"body":"Street, Wall Street is all based"},{"speaker":"Michael Cirillo","startTime":859.77,"endTime":863.67,"body":"on hype, everything that they"},{"speaker":"Michael Cirillo","startTime":863.67,"endTime":867.09,"body":"buy into. I mean, that's that is"},{"speaker":"Michael Cirillo","startTime":863.67,"endTime":867.09,"body":"the product that they sell. It's"},{"speaker":"Michael Cirillo","startTime":867.09,"endTime":869.91,"body":"not actually the tech product,"},{"speaker":"Michael Cirillo","startTime":867.09,"endTime":869.91,"body":"because we all know that doesn't"},{"speaker":"Michael Cirillo","startTime":869.91,"endTime":873.36,"body":"work the way it's being pitched."},{"speaker":"Michael Cirillo","startTime":869.91,"endTime":873.36,"body":"It's all about the hype. This"},{"speaker":"Michael Cirillo","startTime":873.36,"endTime":878.07,"body":"leads me to two questions. One"},{"speaker":"Michael Cirillo","startTime":873.36,"endTime":878.07,"body":"has absolutely nothing to do"},{"speaker":"Michael Cirillo","startTime":878.07,"endTime":883.89,"body":"with what we're talking about."},{"speaker":"Michael Cirillo","startTime":878.07,"endTime":883.89,"body":"And the other has maybe maybe"},{"speaker":"Michael Cirillo","startTime":883.89,"endTime":886.8,"body":"there's a loose tie in. I'm"},{"speaker":"Michael Cirillo","startTime":883.89,"endTime":886.8,"body":"gonna start with the one that"},{"speaker":"Michael Cirillo","startTime":886.8,"endTime":888.78,"body":"has nothing to do with what"},{"speaker":"Michael Cirillo","startTime":886.8,"endTime":888.78,"body":"we're talking about. And then"},{"speaker":"Michael Cirillo","startTime":888.78,"endTime":893.4,"body":"swerve us back into in the lane"},{"speaker":"Michael Cirillo","startTime":888.78,"endTime":893.4,"body":"here. You mentioned Harley"},{"speaker":"Michael Cirillo","startTime":893.4,"endTime":896.79,"body":"Davidson, that you acquired the"},{"speaker":"Michael Cirillo","startTime":893.4,"endTime":896.79,"body":"oldest Harley Davidson store in"},{"speaker":"Michael Cirillo","startTime":896.79,"endTime":902.25,"body":"America. sin upon acquiring the"},{"speaker":"Michael Cirillo","startTime":896.79,"endTime":902.25,"body":"that store does it infuriate you"},{"speaker":"Michael Cirillo","startTime":902.25,"endTime":905.04,"body":"as much as it does me to see"},{"speaker":"Michael Cirillo","startTime":902.25,"endTime":905.04,"body":"dudes riding bikes that are"},{"speaker":"Michael Cirillo","startTime":905.04,"endTime":906.66,"body":"either too big or too small."},{"speaker":"Paul Daly","startTime":907.799,"endTime":910.799,"body":"There you are going"},{"speaker":"Paul Daly","startTime":907.799,"endTime":910.799,"body":"some motorcycle culture"},{"speaker":"Michael Cirillo","startTime":913.74,"endTime":914.73,"body":"you know what"},{"speaker":"Michael Cirillo","startTime":913.74,"endTime":914.73,"body":"I'm saying? Like"},{"speaker":"Paul Daly","startTime":919.05,"endTime":920.85,"body":"customers of all"},{"speaker":"Paul Daly","startTime":919.05,"endTime":920.85,"body":"types Michael"},{"speaker":"Michael Cirillo","startTime":921.75,"endTime":924.57,"body":"Dude rolls up"},{"speaker":"Michael Cirillo","startTime":921.75,"endTime":924.57,"body":"to the stoplight and his knees"},{"speaker":"Michael Cirillo","startTime":924.57,"endTime":928.59,"body":"are he's flat footed, but his"},{"speaker":"Michael Cirillo","startTime":924.57,"endTime":928.59,"body":"knees are right up on underneath"},{"speaker":"Michael Cirillo","startTime":928.59,"endTime":930.33,"body":"his helmet. You're like, bro."},{"speaker":"Michael Cirillo","startTime":928.59,"endTime":930.33,"body":"Yeah."},{"speaker":"Rick Ricart","startTime":930.87,"endTime":933.39,"body":"So I'm guilty of"},{"speaker":"Rick Ricart","startTime":930.87,"endTime":933.39,"body":"that."},{"speaker":"Kyle Mountsier","startTime":936.45,"endTime":938.97,"body":"He's like both"},{"speaker":"Kyle Mountsier","startTime":936.45,"endTime":938.97,"body":"sides. I have a tiny one. It's"},{"speaker":"Kyle Mountsier","startTime":938.97,"endTime":940.83,"body":"like this and a big one. That's"},{"speaker":"Kyle Mountsier","startTime":938.97,"endTime":940.83,"body":"like"},{"speaker":"Rick Ricart","startTime":942.75,"endTime":944.7,"body":"there's gonna be a"},{"speaker":"Rick Ricart","startTime":942.75,"endTime":944.7,"body":"lot of truth to that. So I do I"},{"speaker":"Rick Ricart","startTime":944.7,"endTime":948.03,"body":"write a 2019 Road Glide. It's"},{"speaker":"Rick Ricart","startTime":944.7,"endTime":948.03,"body":"CVO. And I've got the bigger"},{"speaker":"Rick Ricart","startTime":948.03,"endTime":950.58,"body":"bars and it's, it's a"},{"speaker":"Rick Ricart","startTime":948.03,"endTime":950.58,"body":"performance bagger. It's a"},{"speaker":"Rick Ricart","startTime":950.58,"endTime":953.67,"body":"touring bike. It kind of does it"},{"speaker":"Rick Ricart","startTime":950.58,"endTime":953.67,"body":"all. It's big. It's loud. It's"},{"speaker":"Rick Ricart","startTime":953.67,"endTime":958.98,"body":"150 horsepower. Big loud stereo"},{"speaker":"Rick Ricart","startTime":953.67,"endTime":958.98,"body":"does does all the things. I also"},{"speaker":"Rick Ricart","startTime":958.98,"endTime":963.33,"body":"have on order a live wire Del"},{"speaker":"Rick Ricart","startTime":958.98,"endTime":963.33,"body":"Mar"},{"speaker":"Paul Daly","startTime":963.39,"endTime":966.99,"body":"sees it's different."},{"speaker":"Paul Daly","startTime":963.39,"endTime":966.99,"body":"It's different. Because"},{"speaker":"Rick Ricart","startTime":968.52,"endTime":972.6,"body":"yeah, but but the"},{"speaker":"Rick Ricart","startTime":968.52,"endTime":972.6,"body":"size of it. So you know for"},{"speaker":"Rick Ricart","startTime":972.6,"endTime":976.59,"body":"years we've been taken and stuff"},{"speaker":"Rick Ricart","startTime":972.6,"endTime":976.59,"body":"on trading for years. And"},{"speaker":"Rick Ricart","startTime":976.65,"endTime":981.18,"body":"someone will trade in you know,"},{"speaker":"Rick Ricart","startTime":976.65,"endTime":981.18,"body":"a ninja 600 Or x. That's not"},{"speaker":"Rick Ricart","startTime":981.18,"endTime":983.31,"body":"really that's probably not cool"},{"speaker":"Rick Ricart","startTime":981.18,"endTime":983.31,"body":"enough to talk about maybe like"},{"speaker":"Rick Ricart","startTime":984.42,"endTime":992.4,"body":"a big a Ducati 916. And I'm"},{"speaker":"Rick Ricart","startTime":984.42,"endTime":992.4,"body":"pushing six three to 50 and it's"},{"speaker":"Rick Ricart","startTime":992.4,"endTime":997.2,"body":"probably not the thing that I"},{"speaker":"Rick Ricart","startTime":992.4,"endTime":997.2,"body":"when I run everything. Oh, I'll"},{"speaker":"Rick Ricart","startTime":997.2,"endTime":1001.37,"body":"be on a I'll be on my 50 cc"},{"speaker":"Rick Ricart","startTime":997.2,"endTime":1001.37,"body":"Honda ruckus cruising down the"},{"speaker":"Rick Ricart","startTime":1001.37,"endTime":1004.13,"body":"road on my scooter to go grab"},{"speaker":"Rick Ricart","startTime":1001.37,"endTime":1004.13,"body":"Gatorade"},{"speaker":"Paul Daly","startTime":1009.14,"endTime":1011.45,"body":"and the mullet"},{"speaker":"Paul Daly","startTime":1009.14,"endTime":1011.45,"body":"extension with the flip flops"},{"speaker":"Paul Daly","startTime":1011.45,"endTime":1014.12,"body":"going to get Gatorade on the"},{"speaker":"Paul Daly","startTime":1011.45,"endTime":1014.12,"body":"fifth DC site now"},{"speaker":"Michael Cirillo","startTime":1014.12,"endTime":1018.35,"body":"we're shaky,"},{"speaker":"Michael Cirillo","startTime":1014.12,"endTime":1018.35,"body":"but that Michael has it by"},{"speaker":"Michael Cirillo","startTime":1018.35,"endTime":1021.74,"body":"happenstance that we did not"},{"speaker":"Michael Cirillo","startTime":1018.35,"endTime":1021.74,"body":"plan this beforehand. But you"},{"speaker":"Michael Cirillo","startTime":1021.74,"endTime":1025.4,"body":"kind of led right naturally into"},{"speaker":"Michael Cirillo","startTime":1021.74,"endTime":1025.4,"body":"my second question about the"},{"speaker":"Michael Cirillo","startTime":1025.4,"endTime":1029.78,"body":"Evie thing and market conditions"},{"speaker":"Michael Cirillo","startTime":1025.4,"endTime":1029.78,"body":"and what customers are doing."},{"speaker":"Michael Cirillo","startTime":1030.35,"endTime":1035.27,"body":"How soon and if ever, ever does"},{"speaker":"Michael Cirillo","startTime":1030.35,"endTime":1035.27,"body":"a market segment like a Harley"},{"speaker":"Michael Cirillo","startTime":1035.27,"endTime":1047.27,"body":"buyer? Adopt an Eevee Harley?"},{"speaker":"Michael Cirillo","startTime":1035.27,"endTime":1047.27,"body":"Right. Kind of a strange thing."},{"speaker":"Michael Cirillo","startTime":1047.27,"endTime":1050.06,"body":"We're because a lot of the"},{"speaker":"Michael Cirillo","startTime":1047.27,"endTime":1050.06,"body":"narrative. I mean, you brought"},{"speaker":"Michael Cirillo","startTime":1050.06,"endTime":1052.94,"body":"up the hype and this is what got"},{"speaker":"Michael Cirillo","startTime":1050.06,"endTime":1052.94,"body":"me thinking about it. A lot of"},{"speaker":"Michael Cirillo","startTime":1052.94,"endTime":1057.38,"body":"the narrative is we're going to"},{"speaker":"Michael Cirillo","startTime":1052.94,"endTime":1057.38,"body":"phase out all of this petroleum"},{"speaker":"Michael Cirillo","startTime":1057.38,"endTime":1061.7,"body":"products forget that we're going"},{"speaker":"Michael Cirillo","startTime":1057.38,"endTime":1061.7,"body":"back to gravel roads people, no"},{"speaker":"Michael Cirillo","startTime":1061.7,"endTime":1065.78,"body":"at no asphalt any more petroleum"},{"speaker":"Michael Cirillo","startTime":1061.7,"endTime":1065.78,"body":"is gone. But now you've got the"},{"speaker":"Michael Cirillo","startTime":1065.78,"endTime":1069.47,"body":"Harley segment, which is a big"},{"speaker":"Michael Cirillo","startTime":1065.78,"endTime":1069.47,"body":"segment, who are like so what I"},{"speaker":"Michael Cirillo","startTime":1069.47,"endTime":1071.57,"body":"turned this thing on, and it"},{"speaker":"Michael Cirillo","startTime":1069.47,"endTime":1071.57,"body":"doesn't make any noise."},{"speaker":"Kyle Mountsier","startTime":1072.05,"endTime":1075.2,"body":"Yeah. Or like"},{"speaker":"Kyle Mountsier","startTime":1072.05,"endTime":1075.2,"body":"Audi I mean, you don't have Audi"},{"speaker":"Kyle Mountsier","startTime":1075.32,"endTime":1078.5,"body":"stores? I don't think but like"},{"speaker":"Kyle Mountsier","startTime":1075.32,"endTime":1078.5,"body":"Audi same way. It's like, hey,"},{"speaker":"Kyle Mountsier","startTime":1078.5,"endTime":1081.83,"body":"we high performance car. All"},{"speaker":"Kyle Mountsier","startTime":1078.5,"endTime":1081.83,"body":"Evie. Here it comes, you know,"},{"speaker":"Kyle Mountsier","startTime":1081.83,"endTime":1086.21,"body":"and you know, whatever, whatever"},{"speaker":"Kyle Mountsier","startTime":1081.83,"endTime":1086.21,"body":"type of of model like how do"},{"speaker":"Kyle Mountsier","startTime":1086.21,"endTime":1090.17,"body":"you? How does a brand or even"},{"speaker":"Kyle Mountsier","startTime":1086.21,"endTime":1090.17,"body":"how does the dealership group"},{"speaker":"Kyle Mountsier","startTime":1090.38,"endTime":1093.68,"body":"start to, you know, work with"},{"speaker":"Kyle Mountsier","startTime":1090.38,"endTime":1093.68,"body":"those customers that have kind"},{"speaker":"Kyle Mountsier","startTime":1093.68,"endTime":1099.44,"body":"of leaned in on this high"},{"speaker":"Kyle Mountsier","startTime":1093.68,"endTime":1099.44,"body":"performance type brand and move"},{"speaker":"Kyle Mountsier","startTime":1099.44,"endTime":1101.96,"body":"them over as this starts to come"},{"speaker":"Kyle Mountsier","startTime":1099.44,"endTime":1101.96,"body":"down the line."},{"speaker":"Rick Ricart","startTime":1102.62,"endTime":1104.48,"body":"So there's been"},{"speaker":"Rick Ricart","startTime":1102.62,"endTime":1104.48,"body":"cars that have come out for"},{"speaker":"Rick Ricart","startTime":1104.48,"endTime":1107.12,"body":"years that I think are deemed"},{"speaker":"Rick Ricart","startTime":1104.48,"endTime":1107.12,"body":"high performance that really"},{"speaker":"Rick Ricart","startTime":1107.12,"endTime":1113.57,"body":"take no skill to drive them."},{"speaker":"Rick Ricart","startTime":1107.12,"endTime":1113.57,"body":"What's an obvious one, Nissan"},{"speaker":"Rick Ricart","startTime":1113.57,"endTime":1120.05,"body":"GTR, right, cool car, fast car,"},{"speaker":"Rick Ricart","startTime":1113.57,"endTime":1120.05,"body":"Godzilla engine, all those"},{"speaker":"Rick Ricart","startTime":1120.05,"endTime":1123.95,"body":"things. But it's an all wheel"},{"speaker":"Rick Ricart","startTime":1120.05,"endTime":1123.95,"body":"drive automatic with a computer"},{"speaker":"Rick Ricart","startTime":1123.95,"endTime":1126.71,"body":"system that's smarter than the"},{"speaker":"Rick Ricart","startTime":1123.95,"endTime":1126.71,"body":"driver to do anything, right?"},{"speaker":"Rick Ricart","startTime":1126.74,"endTime":1132.11,"body":"Well, lets you really do"},{"speaker":"Rick Ricart","startTime":1126.74,"endTime":1132.11,"body":"anything. I just came out of a"},{"speaker":"Rick Ricart","startTime":1132.23,"endTime":1135.77,"body":"150 Lightning, I had it since"},{"speaker":"Rick Ricart","startTime":1132.23,"endTime":1135.77,"body":"September, I put 8500 miles on"},{"speaker":"Rick Ricart","startTime":1135.77,"endTime":1140.75,"body":"it. That thing was as fast as a"},{"speaker":"Rick Ricart","startTime":1135.77,"endTime":1140.75,"body":"GTR. It's four wheel drive. It's"},{"speaker":"Rick Ricart","startTime":1140.75,"endTime":1145.73,"body":"automatic, all the powers to the"},{"speaker":"Rick Ricart","startTime":1140.75,"endTime":1145.73,"body":"accelerator, and whoa goes real"},{"speaker":"Rick Ricart","startTime":1145.73,"endTime":1151.7,"body":"fast. But it takes a lot of the"},{"speaker":"Rick Ricart","startTime":1145.73,"endTime":1151.7,"body":"thrill out of driving. And I"},{"speaker":"Rick Ricart","startTime":1151.7,"endTime":1155.54,"body":"cannot wait to get out of it."},{"speaker":"Rick Ricart","startTime":1151.7,"endTime":1155.54,"body":"And to get into something I can"},{"speaker":"Rick Ricart","startTime":1155.54,"endTime":1159.86,"body":"actually shift gears. I like"},{"speaker":"Rick Ricart","startTime":1155.54,"endTime":1159.86,"body":"stick shifts. I like older cars."},{"speaker":"Rick Ricart","startTime":1160.37,"endTime":1164.42,"body":"I like I like having to work and"},{"speaker":"Rick Ricart","startTime":1160.37,"endTime":1164.42,"body":"do a good job to make it go"},{"speaker":"Rick Ricart","startTime":1164.42,"endTime":1168.23,"body":"fast. You know, they just do it"},{"speaker":"Rick Ricart","startTime":1164.42,"endTime":1168.23,"body":"for you. It's really kind of"},{"speaker":"Rick Ricart","startTime":1168.26,"endTime":1172.25,"body":"lazy performance. And I think"},{"speaker":"Rick Ricart","startTime":1168.26,"endTime":1172.25,"body":"that's one area that the pure is"},{"speaker":"Rick Ricart","startTime":1172.25,"endTime":1175.46,"body":"kind of like the Harley riders."},{"speaker":"Rick Ricart","startTime":1172.25,"endTime":1175.46,"body":"You know, they like that big"},{"speaker":"Rick Ricart","startTime":1175.46,"endTime":1177.71,"body":"loud engine. They want to"},{"speaker":"Rick Ricart","startTime":1175.46,"endTime":1177.71,"body":"downshift, they want to go"},{"speaker":"Rick Ricart","startTime":1177.71,"endTime":1181.13,"body":"through the gears. And there's"},{"speaker":"Rick Ricart","startTime":1177.71,"endTime":1181.13,"body":"just I think there's a lot of"},{"speaker":"Rick Ricart","startTime":1181.13,"endTime":1184.73,"body":"people that and I said this for"},{"speaker":"Rick Ricart","startTime":1181.13,"endTime":1184.73,"body":"the past few years, there's"},{"speaker":"Rick Ricart","startTime":1184.73,"endTime":1188.69,"body":"going to be a day that I wake up"},{"speaker":"Rick Ricart","startTime":1184.73,"endTime":1188.69,"body":"and a autonomous electric car"},{"speaker":"Rick Ricart","startTime":1188.9,"endTime":1191.42,"body":"pulls up in front of my house to"},{"speaker":"Rick Ricart","startTime":1188.9,"endTime":1191.42,"body":"take me to work and I'm reading"},{"speaker":"Rick Ricart","startTime":1191.42,"endTime":1194.87,"body":"a book in the backseat with no"},{"speaker":"Rick Ricart","startTime":1191.42,"endTime":1194.87,"body":"driver. But I'll be damned if on"},{"speaker":"Rick Ricart","startTime":1194.87,"endTime":1199.52,"body":"weekends I'm not banging gears"},{"speaker":"Rick Ricart","startTime":1194.87,"endTime":1199.52,"body":"in the Gt three. Graveyard"},{"speaker":"Rick Ricart","startTime":1199.52,"endTime":1202.4,"body":"believe me Are you there? Yeah."},{"speaker":"Rick Ricart","startTime":1199.52,"endTime":1202.4,"body":"I mean, I think there's a place"},{"speaker":"Rick Ricart","startTime":1202.4,"endTime":1206.39,"body":"for both. I think that the world"},{"speaker":"Rick Ricart","startTime":1202.4,"endTime":1206.39,"body":"of multimodal transportation has"},{"speaker":"Rick Ricart","startTime":1206.39,"endTime":1210.23,"body":"been around since the first, you"},{"speaker":"Rick Ricart","startTime":1206.39,"endTime":1210.23,"body":"know, really Uber hit the ground"},{"speaker":"Rick Ricart","startTime":1210.23,"endTime":1214.07,"body":"or in some cities, you know,"},{"speaker":"Rick Ricart","startTime":1210.23,"endTime":1214.07,"body":"where taxis were more prevalent"},{"speaker":"Rick Ricart","startTime":1214.07,"endTime":1217.19,"body":"and stuff like that. And we work"},{"speaker":"Rick Ricart","startTime":1214.07,"endTime":1217.19,"body":"with what's called the smart,"},{"speaker":"Rick Ricart","startTime":1217.37,"endTime":1221.75,"body":"smart city here in Columbus that"},{"speaker":"Rick Ricart","startTime":1217.37,"endTime":1221.75,"body":"five years ago, they started"},{"speaker":"Rick Ricart","startTime":1221.75,"endTime":1224.15,"body":"with the NITSA grant to figure"},{"speaker":"Rick Ricart","startTime":1221.75,"endTime":1224.15,"body":"out electric vehicles and"},{"speaker":"Rick Ricart","startTime":1224.15,"endTime":1227.81,"body":"autonomous and all this adoption"},{"speaker":"Rick Ricart","startTime":1224.15,"endTime":1227.81,"body":"and even they have come to"},{"speaker":"Rick Ricart","startTime":1227.81,"endTime":1231.23,"body":"realize that there's, there's"},{"speaker":"Rick Ricart","startTime":1227.81,"endTime":1231.23,"body":"going to be a, there's going to"},{"speaker":"Rick Ricart","startTime":1231.23,"endTime":1233.87,"body":"be a vehicle someone owns with"},{"speaker":"Rick Ricart","startTime":1231.23,"endTime":1233.87,"body":"their house, could be hybrid"},{"speaker":"Rick Ricart","startTime":1233.87,"endTime":1238.52,"body":"could be ice, maybe electric."},{"speaker":"Rick Ricart","startTime":1233.87,"endTime":1238.52,"body":"But then there's gonna be other"},{"speaker":"Rick Ricart","startTime":1238.52,"endTime":1241.88,"body":"public transportation is and"},{"speaker":"Rick Ricart","startTime":1238.52,"endTime":1241.88,"body":"other alternative transportation"},{"speaker":"Rick Ricart","startTime":1241.88,"endTime":1245.21,"body":"options. That to get from point"},{"speaker":"Rick Ricart","startTime":1241.88,"endTime":1245.21,"body":"A to point B may look a lot"},{"speaker":"Rick Ricart","startTime":1245.21,"endTime":1246.29,"body":"different in 10 years."},{"speaker":"Paul Daly","startTime":1246.86,"endTime":1250.01,"body":"Let me ask you this."},{"speaker":"Paul Daly","startTime":1246.86,"endTime":1250.01,"body":"So we were kind of like going"},{"speaker":"Paul Daly","startTime":1250.01,"endTime":1253.67,"body":"full circle. Now. It's only a"},{"speaker":"Paul Daly","startTime":1250.01,"endTime":1253.67,"body":"few minutes left. We've went"},{"speaker":"Paul Daly","startTime":1253.67,"endTime":1256.58,"body":"we've gone cheap vision officer,"},{"speaker":"Paul Daly","startTime":1253.67,"endTime":1256.58,"body":"right? And then we've kind of"},{"speaker":"Paul Daly","startTime":1256.58,"endTime":1259.76,"body":"gotten the whole cycle right EVs"},{"speaker":"Paul Daly","startTime":1256.58,"endTime":1259.76,"body":"with the adoption, the hype"},{"speaker":"Paul Daly","startTime":1259.76,"endTime":1263.12,"body":"versus the hope, the different"},{"speaker":"Paul Daly","startTime":1259.76,"endTime":1263.12,"body":"mentalities around multimodal"},{"speaker":"Paul Daly","startTime":1263.12,"endTime":1266.36,"body":"transportation. Let's get back"},{"speaker":"Paul Daly","startTime":1263.12,"endTime":1266.36,"body":"into the showroom, because you"},{"speaker":"Paul Daly","startTime":1266.36,"endTime":1269.63,"body":"have people coming in every day,"},{"speaker":"Paul Daly","startTime":1266.36,"endTime":1269.63,"body":"you have salespeople and service"},{"speaker":"Paul Daly","startTime":1269.63,"endTime":1274.43,"body":"people in a BDC. And people have"},{"speaker":"Paul Daly","startTime":1269.63,"endTime":1274.43,"body":"a real sentiment, right and a"},{"speaker":"Paul Daly","startTime":1274.43,"endTime":1277.82,"body":"real desire to do a certain"},{"speaker":"Paul Daly","startTime":1274.43,"endTime":1277.82,"body":"thing, but like, you are going"},{"speaker":"Paul Daly","startTime":1277.82,"endTime":1279.68,"body":"to be the best litmus test to"},{"speaker":"Paul Daly","startTime":1277.82,"endTime":1279.68,"body":"that because you're on the front"},{"speaker":"Paul Daly","startTime":1279.68,"endTime":1281.75,"body":"lines, your team is on the front"},{"speaker":"Paul Daly","startTime":1279.68,"endTime":1281.75,"body":"lines, what are you seeing are"},{"speaker":"Paul Daly","startTime":1281.75,"endTime":1283.52,"body":"the trends that are in the show"},{"speaker":"Paul Daly","startTime":1281.75,"endTime":1283.52,"body":"right now?"},{"speaker":"Rick Ricart","startTime":1285.32,"endTime":1291.32,"body":"Okay. Number one is"},{"speaker":"Rick Ricart","startTime":1285.32,"endTime":1291.32,"body":"negative equity is just through"},{"speaker":"Rick Ricart","startTime":1291.32,"endTime":1295.64,"body":"the roof. We are seeing a lot of"},{"speaker":"Rick Ricart","startTime":1291.32,"endTime":1295.64,"body":"people that were having trouble"},{"speaker":"Rick Ricart","startTime":1295.64,"endTime":1298.25,"body":"get them out of their cars, get"},{"speaker":"Rick Ricart","startTime":1295.64,"endTime":1298.25,"body":"them out of the trucks,"},{"speaker":"Rick Ricart","startTime":1298.61,"endTime":1300.74,"body":"especially those that bought in"},{"speaker":"Rick Ricart","startTime":1298.61,"endTime":1300.74,"body":"the past two and a half years"},{"speaker":"Rick Ricart","startTime":1300.74,"endTime":1303.83,"body":"when the markets been super"},{"speaker":"Rick Ricart","startTime":1300.74,"endTime":1303.83,"body":"high. New cars going for well"},{"speaker":"Rick Ricart","startTime":1303.83,"endTime":1309.32,"body":"over MSRP late model used cars"},{"speaker":"Rick Ricart","startTime":1303.83,"endTime":1309.32,"body":"going for MSRP are close by now"},{"speaker":"Rick Ricart","startTime":1309.32,"endTime":1314.24,"body":"that the market is normalizing."},{"speaker":"Rick Ricart","startTime":1309.32,"endTime":1314.24,"body":"It has been very difficult. So"},{"speaker":"Rick Ricart","startTime":1314.24,"endTime":1316.64,"body":"you see a lot of a lot of"},{"speaker":"Rick Ricart","startTime":1314.24,"endTime":1316.64,"body":"negative equity."},{"speaker":"Paul Daly","startTime":1316.7,"endTime":1319.19,"body":"Do you see this as"},{"speaker":"Paul Daly","startTime":1316.7,"endTime":1319.19,"body":"the the very beginning of that"},{"speaker":"Paul Daly","startTime":1319.19,"endTime":1321.11,"body":"trend? Do you see this as"},{"speaker":"Paul Daly","startTime":1319.19,"endTime":1321.11,"body":"continuing for a while?"},{"speaker":"Rick Ricart","startTime":1321.17,"endTime":1323.21,"body":"Yeah. And that's"},{"speaker":"Rick Ricart","startTime":1321.17,"endTime":1323.21,"body":"why I think you know, as I wrote"},{"speaker":"Rick Ricart","startTime":1323.21,"endTime":1325.82,"body":"down some notes here about what"},{"speaker":"Rick Ricart","startTime":1323.21,"endTime":1325.82,"body":"what I say to the fellow dealer,"},{"speaker":"Rick Ricart","startTime":1325.82,"endTime":1330.02,"body":"like, my focus is more on repair"},{"speaker":"Rick Ricart","startTime":1325.82,"endTime":1330.02,"body":"than replace right now. The"},{"speaker":"Rick Ricart","startTime":1330.02,"endTime":1333.08,"body":"service department. We just had"},{"speaker":"Rick Ricart","startTime":1330.02,"endTime":1333.08,"body":"a meeting this morning. How do"},{"speaker":"Rick Ricart","startTime":1333.08,"endTime":1335.69,"body":"we get back to seven days a week"},{"speaker":"Rick Ricart","startTime":1333.08,"endTime":1335.69,"body":"in service? How do we staff"},{"speaker":"Rick Ricart","startTime":1335.69,"endTime":1340.1,"body":"techs seven days a week, pickup"},{"speaker":"Rick Ricart","startTime":1335.69,"endTime":1340.1,"body":"and delivery has increased"},{"speaker":"Rick Ricart","startTime":1340.1,"endTime":1344.3,"body":"demand big time. We started"},{"speaker":"Rick Ricart","startTime":1340.1,"endTime":1344.3,"body":"pickup and delivery during the"},{"speaker":"Rick Ricart","startTime":1344.3,"endTime":1348.08,"body":"summer. So three years ago, we"},{"speaker":"Rick Ricart","startTime":1344.3,"endTime":1348.08,"body":"started it didn't really have"},{"speaker":"Rick Ricart","startTime":1348.08,"endTime":1350.39,"body":"the demand yet. We partnered"},{"speaker":"Rick Ricart","startTime":1348.08,"endTime":1350.39,"body":"with a local company with a"},{"speaker":"Rick Ricart","startTime":1350.39,"endTime":1354.29,"body":"driver network service. Now it's"},{"speaker":"Rick Ricart","startTime":1350.39,"endTime":1354.29,"body":"becoming something that people"},{"speaker":"Rick Ricart","startTime":1354.29,"endTime":1357.98,"body":"are now asking for and realizing"},{"speaker":"Rick Ricart","startTime":1354.29,"endTime":1357.98,"body":"they don't really want to bring"},{"speaker":"Rick Ricart","startTime":1357.98,"endTime":1360.83,"body":"their car in for service. So"},{"speaker":"Rick Ricart","startTime":1357.98,"endTime":1360.83,"body":"being able to really get big on"},{"speaker":"Rick Ricart","startTime":1361.13,"endTime":1364.04,"body":"offering pickup and delivery for"},{"speaker":"Rick Ricart","startTime":1361.13,"endTime":1364.04,"body":"service. Being able to get"},{"speaker":"Rick Ricart","startTime":1364.04,"endTime":1368.21,"body":"people into service quickly. A"},{"speaker":"Rick Ricart","startTime":1364.04,"endTime":1368.21,"body":"lot of dealerships you call them"},{"speaker":"Rick Ricart","startTime":1368.21,"endTime":1370.61,"body":"for a major repair, they're"},{"speaker":"Rick Ricart","startTime":1368.21,"endTime":1370.61,"body":"going to tell you they're four"},{"speaker":"Rick Ricart","startTime":1370.61,"endTime":1373.61,"body":"or five weeks out, you got to"},{"speaker":"Rick Ricart","startTime":1370.61,"endTime":1373.61,"body":"fix that problem, they're gonna"},{"speaker":"Rick Ricart","startTime":1373.61,"endTime":1376.28,"body":"go somewhere else, service is"},{"speaker":"Rick Ricart","startTime":1373.61,"endTime":1376.28,"body":"going to sell the next car"},{"speaker":"Rick Ricart","startTime":1376.28,"endTime":1378.89,"body":"because a lot of people are"},{"speaker":"Rick Ricart","startTime":1376.28,"endTime":1378.89,"body":"going to be forced to repair"},{"speaker":"Rick Ricart","startTime":1379.19,"endTime":1383.21,"body":"rather than replacing anytime"},{"speaker":"Rick Ricart","startTime":1379.19,"endTime":1383.21,"body":"soon. The other thing we're"},{"speaker":"Rick Ricart","startTime":1383.21,"endTime":1387.23,"body":"seeing is is leasing is really"},{"speaker":"Rick Ricart","startTime":1383.21,"endTime":1387.23,"body":"good at leasing. If there's a"},{"speaker":"Rick Ricart","startTime":1387.23,"endTime":1390.71,"body":"lease program back from a bar,"},{"speaker":"Rick Ricart","startTime":1387.23,"endTime":1390.71,"body":"you know, Kia and Hyundai and"},{"speaker":"Rick Ricart","startTime":1390.71,"endTime":1393.62,"body":"some of those brands have some"},{"speaker":"Rick Ricart","startTime":1390.71,"endTime":1393.62,"body":"really good lease programs that"},{"speaker":"Rick Ricart","startTime":1393.62,"endTime":1394.67,"body":"seem to be doing well for us."},{"speaker":"Paul Daly","startTime":1394.67,"endTime":1396.53,"body":"What are the best"},{"speaker":"Paul Daly","startTime":1394.67,"endTime":1396.53,"body":"ones right now? In your opinion,"},{"speaker":"Paul Daly","startTime":1396.56,"endTime":1397.73,"body":"what's the best"},{"speaker":"Rick Ricart","startTime":1399.02,"endTime":1402.5,"body":"Hyundai's and Kias?"},{"speaker":"Rick Ricart","startTime":1399.02,"endTime":1402.5,"body":"I mean? Yeah, I mean, they're"},{"speaker":"Rick Ricart","startTime":1402.53,"endTime":1405.41,"body":"well, no, no, no, no. I mean,"},{"speaker":"Rick Ricart","startTime":1402.53,"endTime":1405.41,"body":"Alondra forte."},{"speaker":"Kyle Mountsier","startTime":1406.55,"endTime":1408.26,"body":"You know, big"},{"speaker":"Kyle Mountsier","startTime":1406.55,"endTime":1408.26,"body":"deal, because when you think"},{"speaker":"Kyle Mountsier","startTime":1408.26,"endTime":1410.66,"body":"about the showroom, when you"},{"speaker":"Kyle Mountsier","startTime":1408.26,"endTime":1410.66,"body":"think about the showroom,"},{"speaker":"Kyle Mountsier","startTime":1410.66,"endTime":1412.82,"body":"that's, that's extremely"},{"speaker":"Kyle Mountsier","startTime":1410.66,"endTime":1412.82,"body":"important right now, because the"},{"speaker":"Kyle Mountsier","startTime":1412.82,"endTime":1416.15,"body":"last two years leases haven't"},{"speaker":"Kyle Mountsier","startTime":1412.82,"endTime":1416.15,"body":"been good. And so even just like"},{"speaker":"Kyle Mountsier","startTime":1416.15,"endTime":1420.38,"body":"new salesperson, understanding a"},{"speaker":"Kyle Mountsier","startTime":1416.15,"endTime":1420.38,"body":"lease, understanding how to, you"},{"speaker":"Kyle Mountsier","startTime":1420.38,"endTime":1423.26,"body":"know, talk about a lease, talk"},{"speaker":"Kyle Mountsier","startTime":1420.38,"endTime":1423.26,"body":"about residual talk about a"},{"speaker":"Kyle Mountsier","startTime":1423.26,"endTime":1427.22,"body":"money factor and educate the"},{"speaker":"Kyle Mountsier","startTime":1423.26,"endTime":1427.22,"body":"customer on a lease is like the"},{"speaker":"Kyle Mountsier","startTime":1427.22,"endTime":1430.22,"body":"first step in making sure that"},{"speaker":"Kyle Mountsier","startTime":1427.22,"endTime":1430.22,"body":"you can get someone to even see"},{"speaker":"Kyle Mountsier","startTime":1430.22,"endTime":1433.67,"body":"that lease payment. Right. So"},{"speaker":"Kyle Mountsier","startTime":1430.22,"endTime":1433.67,"body":"that's, that's, that's a whole"},{"speaker":"Kyle Mountsier","startTime":1433.67,"endTime":1435.95,"body":"training step that I think a lot"},{"speaker":"Kyle Mountsier","startTime":1433.67,"endTime":1435.95,"body":"of people people are talking"},{"speaker":"Kyle Mountsier","startTime":1435.95,"endTime":1438.89,"body":"about, like training the BDC"},{"speaker":"Kyle Mountsier","startTime":1435.95,"endTime":1438.89,"body":"training people from, like"},{"speaker":"Kyle Mountsier","startTime":1438.89,"endTime":1442.34,"body":"customer acquisition into the"},{"speaker":"Kyle Mountsier","startTime":1438.89,"endTime":1442.34,"body":"showroom. But training on that"},{"speaker":"Kyle Mountsier","startTime":1442.34,"endTime":1446.12,"body":"lease part in particular, is we"},{"speaker":"Kyle Mountsier","startTime":1442.34,"endTime":1446.12,"body":"haven't seen good lease rates"},{"speaker":"Kyle Mountsier","startTime":1446.24,"endTime":1448.49,"body":"over the last two years, because"},{"speaker":"Kyle Mountsier","startTime":1446.24,"endTime":1448.49,"body":"inventory has been shallow,"},{"speaker":"Kyle Mountsier","startTime":1448.49,"endTime":1451.25,"body":"meaning sub tenant leases"},{"speaker":"Kyle Mountsier","startTime":1448.49,"endTime":1451.25,"body":"haven't been there, but those"},{"speaker":"Kyle Mountsier","startTime":1451.25,"endTime":1454.79,"body":"are coming back before rebates"},{"speaker":"Kyle Mountsier","startTime":1451.25,"endTime":1454.79,"body":"or even coming back probably, is"},{"speaker":"Kyle Mountsier","startTime":1454.79,"endTime":1455.15,"body":"that right?"},{"speaker":"Rick Ricart","startTime":1455.48,"endTime":1459.53,"body":"Yeah, there is a"},{"speaker":"Rick Ricart","startTime":1455.48,"endTime":1459.53,"body":"there's an education that has to"},{"speaker":"Rick Ricart","startTime":1459.53,"endTime":1462.89,"body":"happen with every customer right"},{"speaker":"Rick Ricart","startTime":1459.53,"endTime":1462.89,"body":"now. And you just hit a major"},{"speaker":"Rick Ricart","startTime":1462.89,"endTime":1465.65,"body":"word to I was gonna bring up"},{"speaker":"Rick Ricart","startTime":1462.89,"endTime":1465.65,"body":"which is training, getting the"},{"speaker":"Rick Ricart","startTime":1465.65,"endTime":1469.16,"body":"sales staff back to training."},{"speaker":"Rick Ricart","startTime":1465.65,"endTime":1469.16,"body":"We're watching our website"},{"speaker":"Rick Ricart","startTime":1469.16,"endTime":1472.01,"body":"visitors drop because as people"},{"speaker":"Rick Ricart","startTime":1469.16,"endTime":1472.01,"body":"go online now and they start"},{"speaker":"Rick Ricart","startTime":1472.01,"endTime":1474.74,"body":"doing their they start doing"},{"speaker":"Rick Ricart","startTime":1472.01,"endTime":1474.74,"body":"payment calculators and they"},{"speaker":"Rick Ricart","startTime":1474.74,"endTime":1477.17,"body":"start doing you know, equity"},{"speaker":"Rick Ricart","startTime":1474.74,"endTime":1477.17,"body":"analysis of their current"},{"speaker":"Rick Ricart","startTime":1477.17,"endTime":1480.14,"body":"vehicle. They're not even"},{"speaker":"Rick Ricart","startTime":1477.17,"endTime":1480.14,"body":"talking to us. They're not even"},{"speaker":"Rick Ricart","startTime":1480.14,"endTime":1482.84,"body":"coming to the website because"},{"speaker":"Rick Ricart","startTime":1480.14,"endTime":1482.84,"body":"they realize there's negative"},{"speaker":"Rick Ricart","startTime":1482.84,"endTime":1486.74,"body":"equity rates are high. Wow, look"},{"speaker":"Rick Ricart","startTime":1482.84,"endTime":1486.74,"body":"how high this payment is. Once"},{"speaker":"Rick Ricart","startTime":1486.83,"endTime":1490.34,"body":"if we when we get someone in the"},{"speaker":"Rick Ricart","startTime":1486.83,"endTime":1490.34,"body":"in the actual showroom, and we"},{"speaker":"Rick Ricart","startTime":1490.34,"endTime":1493.4,"body":"can sit them down. That's a"},{"speaker":"Rick Ricart","startTime":1490.34,"endTime":1493.4,"body":"whole conversation that has to"},{"speaker":"Rick Ricart","startTime":1493.4,"endTime":1496.7,"body":"happen. Because if you think"},{"speaker":"Rick Ricart","startTime":1493.4,"endTime":1496.7,"body":"back in 2019, the number one"},{"speaker":"Rick Ricart","startTime":1496.7,"endTime":1501.02,"body":"problem in our industry was"},{"speaker":"Rick Ricart","startTime":1496.7,"endTime":1501.02,"body":"affordability. cars were getting"},{"speaker":"Rick Ricart","startTime":1501.02,"endTime":1504.32,"body":"too expensive. The average"},{"speaker":"Rick Ricart","startTime":1501.02,"endTime":1504.32,"body":"transaction price of a domestic"},{"speaker":"Rick Ricart","startTime":1504.32,"endTime":1509.54,"body":"pickup truck was over $50,000"},{"speaker":"Rick Ricart","startTime":1504.32,"endTime":1509.54,"body":"luxury cars were 55,000. And"},{"speaker":"Rick Ricart","startTime":1509.69,"endTime":1512.93,"body":"people were not being able to"},{"speaker":"Rick Ricart","startTime":1509.69,"endTime":1512.93,"body":"afford them. All that's"},{"speaker":"Rick Ricart","startTime":1512.93,"endTime":1516.02,"body":"happened, three years of those"},{"speaker":"Rick Ricart","startTime":1512.93,"endTime":1516.02,"body":"prices have gone up and up and"},{"speaker":"Rick Ricart","startTime":1516.02,"endTime":1519.14,"body":"up. The manufacturers have"},{"speaker":"Rick Ricart","startTime":1516.02,"endTime":1519.14,"body":"followed the demand, oh, well,"},{"speaker":"Rick Ricart","startTime":1519.14,"endTime":1523.67,"body":"people are willing to pay 80 and"},{"speaker":"Rick Ricart","startTime":1519.14,"endTime":1523.67,"body":"$100,000 for a new pickup truck."},{"speaker":"Rick Ricart","startTime":1524.09,"endTime":1526.79,"body":"Well, there was some economic"},{"speaker":"Rick Ricart","startTime":1524.09,"endTime":1526.79,"body":"things happening two years ago"},{"speaker":"Rick Ricart","startTime":1526.79,"endTime":1530.12,"body":"that allowed them to do that. So"},{"speaker":"Rick Ricart","startTime":1526.79,"endTime":1530.12,"body":"now they bought those vehicles"},{"speaker":"Rick Ricart","startTime":1530.12,"endTime":1532.91,"body":"they're coming in to trade them"},{"speaker":"Rick Ricart","startTime":1530.12,"endTime":1532.91,"body":"in. And even those that don't"},{"speaker":"Rick Ricart","startTime":1532.91,"endTime":1536.48,"body":"have to have that type of"},{"speaker":"Rick Ricart","startTime":1532.91,"endTime":1536.48,"body":"negative equity, we're having to"},{"speaker":"Rick Ricart","startTime":1536.48,"endTime":1539.81,"body":"sit them down and explain to"},{"speaker":"Rick Ricart","startTime":1536.48,"endTime":1539.81,"body":"them and show that formula to"},{"speaker":"Rick Ricart","startTime":1539.81,"endTime":1544.76,"body":"explain why it's an"},{"speaker":"Rick Ricart","startTime":1539.81,"endTime":1544.76,"body":"$800 $900 $1,000 car payment"},{"speaker":"Rick Ricart","startTime":1544.76,"endTime":1548.42,"body":"known. That's where That's where"},{"speaker":"Rick Ricart","startTime":1544.76,"endTime":1548.42,"body":"we're at, where, three, four"},{"speaker":"Rick Ricart","startTime":1548.42,"endTime":1552.77,"body":"years ago, it was, you know,"},{"speaker":"Rick Ricart","startTime":1548.42,"endTime":1552.77,"body":"404 50, it's kind of that sweet"},{"speaker":"Rick Ricart","startTime":1552.77,"endTime":1554.69,"body":"spot. And most people, most"},{"speaker":"Rick Ricart","startTime":1552.77,"endTime":1554.69,"body":"people would be comfortable."},{"speaker":"Rick Ricart","startTime":1554.9,"endTime":1558.77,"body":"Now, it's easily 700 $100, on"},{"speaker":"Rick Ricart","startTime":1554.9,"endTime":1558.77,"body":"average. And that's including"},{"speaker":"Rick Ricart","startTime":1558.8,"endTime":1562.58,"body":"some of the late model you"},{"speaker":"Rick Ricart","startTime":1558.8,"endTime":1562.58,"body":"stuff. You know, interest rates"},{"speaker":"Rick Ricart","startTime":1562.58,"endTime":1568.58,"body":"are, you know, up. Right, but"},{"speaker":"Rick Ricart","startTime":1562.58,"endTime":1568.58,"body":"the subvented rates are one of"},{"speaker":"Rick Ricart","startTime":1568.58,"endTime":1571.13,"body":"the bright spots, one of the"},{"speaker":"Rick Ricart","startTime":1568.58,"endTime":1571.13,"body":"bright spots are manufacturers"},{"speaker":"Rick Ricart","startTime":1571.43,"endTime":1576.83,"body":"with 0%. With 1.9. That is"},{"speaker":"Rick Ricart","startTime":1571.43,"endTime":1576.83,"body":"working people are coming in,"},{"speaker":"Rick Ricart","startTime":1577.16,"endTime":1580.94,"body":"because they know that the rate"},{"speaker":"Rick Ricart","startTime":1577.16,"endTime":1580.94,"body":"is such a major factor. I think"},{"speaker":"Rick Ricart","startTime":1580.94,"endTime":1583.61,"body":"one of the most popular things"},{"speaker":"Rick Ricart","startTime":1580.94,"endTime":1583.61,"body":"right now, is this a blended"},{"speaker":"Rick Ricart","startTime":1583.61,"endTime":1589.58,"body":"rate of 5.99 for 84 months that"},{"speaker":"Rick Ricart","startTime":1583.61,"endTime":1589.58,"body":"people are coming in asking for"},{"speaker":"Rick Ricart","startTime":1590.45,"endTime":1591.2,"body":"and asked me for that,"},{"speaker":"Kyle Mountsier","startTime":1591.23,"endTime":1593.33,"body":"I think because"},{"speaker":"Kyle Mountsier","startTime":1591.23,"endTime":1593.33,"body":"of the inequity because of the"},{"speaker":"Kyle Mountsier","startTime":1593.33,"endTime":1594.29,"body":"high prices,"},{"speaker":"Rick Ricart","startTime":1594.56,"endTime":1597.14,"body":"because it all"},{"speaker":"Rick Ricart","startTime":1594.56,"endTime":1597.14,"body":"comes back to payment. Yeah, and"},{"speaker":"Rick Ricart","startTime":1597.14,"endTime":1600.56,"body":"it's obviously something that we"},{"speaker":"Rick Ricart","startTime":1597.14,"endTime":1600.56,"body":"don't push for, we've always"},{"speaker":"Rick Ricart","startTime":1600.56,"endTime":1603.62,"body":"pulled up on our average term is"},{"speaker":"Rick Ricart","startTime":1600.56,"endTime":1603.62,"body":"on a quarterly basis and discuss"},{"speaker":"Rick Ricart","startTime":1603.62,"endTime":1607.01,"body":"it with everyone and all the all"},{"speaker":"Rick Ricart","startTime":1603.62,"endTime":1607.01,"body":"the upper management. And when"},{"speaker":"Rick Ricart","startTime":1607.04,"endTime":1610.37,"body":"you know, national reports came"},{"speaker":"Rick Ricart","startTime":1607.04,"endTime":1610.37,"body":"out, I think maybe this is"},{"speaker":"Rick Ricart","startTime":1610.37,"endTime":1612.8,"body":"probably a year and a half ago,"},{"speaker":"Rick Ricart","startTime":1610.37,"endTime":1612.8,"body":"that the average term was like"},{"speaker":"Rick Ricart","startTime":1612.8,"endTime":1618.32,"body":"67 months. And we were at 62."},{"speaker":"Rick Ricart","startTime":1612.8,"endTime":1618.32,"body":"Like we started like clapping"},{"speaker":"Rick Ricart","startTime":1618.32,"endTime":1621.83,"body":"about that, like we it's not a"},{"speaker":"Rick Ricart","startTime":1618.32,"endTime":1621.83,"body":"contest to see who can have the"},{"speaker":"Rick Ricart","startTime":1621.83,"endTime":1625.34,"body":"longest average term, right,"},{"speaker":"Rick Ricart","startTime":1621.83,"endTime":1625.34,"body":"that's tougher to get that trade"},{"speaker":"Rick Ricart","startTime":1625.34,"endTime":1630.23,"body":"cycle to get people out of their"},{"speaker":"Rick Ricart","startTime":1625.34,"endTime":1630.23,"body":"vehicles. The other thing we're"},{"speaker":"Rick Ricart","startTime":1630.23,"endTime":1633.11,"body":"fighting is the inventory mix."},{"speaker":"Rick Ricart","startTime":1630.23,"endTime":1633.11,"body":"Sucks. Like there are a lot of"},{"speaker":"Rick Ricart","startTime":1633.11,"endTime":1635.72,"body":"ice vehicles, we've got a lot of"},{"speaker":"Rick Ricart","startTime":1633.11,"endTime":1635.72,"body":"stuff on the ground. But it's"},{"speaker":"Rick Ricart","startTime":1635.72,"endTime":1638.39,"body":"not a lot of desirable product."},{"speaker":"Rick Ricart","startTime":1635.72,"endTime":1638.39,"body":"It's not a lot of the stuff that"},{"speaker":"Rick Ricart","startTime":1638.39,"endTime":1641.72,"body":"we really want to order and get."},{"speaker":"Rick Ricart","startTime":1638.39,"endTime":1641.72,"body":"We've just been saying yes to"},{"speaker":"Rick Ricart","startTime":1641.75,"endTime":1644.27,"body":"anything we could possibly get"},{"speaker":"Rick Ricart","startTime":1641.75,"endTime":1644.27,"body":"our hands on for two and a half"},{"speaker":"Rick Ricart","startTime":1644.27,"endTime":1648.17,"body":"years. So interesting. Now we're"},{"speaker":"Rick Ricart","startTime":1644.27,"endTime":1648.17,"body":"sitting on a lot of inventory"},{"speaker":"Rick Ricart","startTime":1648.17,"endTime":1651.59,"body":"that we're like, Okay, we gotta"},{"speaker":"Rick Ricart","startTime":1648.17,"endTime":1651.59,"body":"blow some of this stuff out. And"},{"speaker":"Rick Ricart","startTime":1651.59,"endTime":1653.69,"body":"then now we'll start being"},{"speaker":"Rick Ricart","startTime":1651.59,"endTime":1653.69,"body":"selective as to what we're"},{"speaker":"Rick Ricart","startTime":1653.69,"endTime":1658.28,"body":"saying yes to, because no"},{"speaker":"Rick Ricart","startTime":1653.69,"endTime":1658.28,"body":"surprise, the OEMs are now over"},{"speaker":"Rick Ricart","startTime":1658.28,"endTime":1662.06,"body":"manufacturing. We knew that was"},{"speaker":"Rick Ricart","startTime":1658.28,"endTime":1662.06,"body":"gonna figure out how to balance"},{"speaker":"Rick Ricart","startTime":1662.06,"endTime":1662.78,"body":"that they're like we"},{"speaker":"Paul Daly","startTime":1663.92,"endTime":1667.07,"body":"don't want years ago,"},{"speaker":"Paul Daly","startTime":1663.92,"endTime":1667.07,"body":"it's a tough business."},{"speaker":"Rick Ricart","startTime":1668.09,"endTime":1671.33,"body":"1000 more weight,"},{"speaker":"Rick Ricart","startTime":1668.09,"endTime":1671.33,"body":"you know, base model."},{"speaker":"Rick Ricart","startTime":1671.33,"endTime":1672.26,"body":"Something's like"},{"speaker":"Kyle Mountsier","startTime":1673.67,"endTime":1676.4,"body":"they're coming."},{"speaker":"Kyle Mountsier","startTime":1673.67,"endTime":1676.4,"body":"They're coming. We're here,"},{"speaker":"Kyle Mountsier","startTime":1676.4,"endTime":1679.64,"body":"Rick, I'm telling you. What if"},{"speaker":"Kyle Mountsier","startTime":1676.4,"endTime":1679.64,"body":"there's not enough to think"},{"speaker":"Kyle Mountsier","startTime":1679.64,"endTime":1683.18,"body":"about there is like if someone's"},{"speaker":"Kyle Mountsier","startTime":1679.64,"endTime":1683.18,"body":"not thinking about something"},{"speaker":"Kyle Mountsier","startTime":1683.21,"endTime":1686.03,"body":"every single day, it's blowing"},{"speaker":"Kyle Mountsier","startTime":1683.21,"endTime":1686.03,"body":"my mind because it's clear,"},{"speaker":"Kyle Mountsier","startTime":1686.03,"endTime":1688.28,"body":"you're thinking about a lot of"},{"speaker":"Kyle Mountsier","startTime":1686.03,"endTime":1688.28,"body":"these things. So for Melissa,"},{"speaker":"Kyle Mountsier","startTime":1688.28,"endTime":1691.13,"body":"motorcycles. We've had a ton of"},{"speaker":"Kyle Mountsier","startTime":1688.28,"endTime":1691.13,"body":"ton of fun hanging out with you"},{"speaker":"Kyle Mountsier","startTime":1691.28,"endTime":1694.88,"body":"really appreciate you being on"},{"speaker":"Kyle Mountsier","startTime":1691.28,"endTime":1694.88,"body":"auto collabs and on behalf of"},{"speaker":"Kyle Mountsier","startTime":1694.88,"endTime":1698.48,"body":"all three of us, it's just been"},{"speaker":"Kyle Mountsier","startTime":1694.88,"endTime":1698.48,"body":"a super fun and insightful"},{"speaker":"Kyle Mountsier","startTime":1698.48,"endTime":1699.17,"body":"conversation."},{"speaker":"Rick Ricart","startTime":1699.62,"endTime":1700.7,"body":"It always is. Thank"},{"speaker":"Rick Ricart","startTime":1699.62,"endTime":1700.7,"body":"you"},{"speaker":"Paul Daly","startTime":1704.27,"endTime":1708.89,"body":"all right. did not"},{"speaker":"Paul Daly","startTime":1704.27,"endTime":1708.89,"body":"disappoint is my reading of that"},{"speaker":"Paul Daly","startTime":1708.89,"endTime":1709.28,"body":"episode."},{"speaker":"Michael Cirillo","startTime":1711.95,"endTime":1714.32,"body":"You know all I"},{"speaker":"Michael Cirillo","startTime":1711.95,"endTime":1714.32,"body":"can think about I can't I can't"},{"speaker":"Michael Cirillo","startTime":1714.32,"endTime":1718.28,"body":"remember motorcycles cycles yet,"},{"speaker":"Michael Cirillo","startTime":1714.32,"endTime":1718.28,"body":"but the lines are blurred. I"},{"speaker":"Michael Cirillo","startTime":1718.28,"endTime":1721.88,"body":"can't remember what we talked"},{"speaker":"Michael Cirillo","startTime":1718.28,"endTime":1721.88,"body":"about pre show and during show"},{"speaker":"Michael Cirillo","startTime":1721.88,"endTime":1725.81,"body":"anymore, but he did bring up the"},{"speaker":"Michael Cirillo","startTime":1721.88,"endTime":1725.81,"body":"gentleman's mullet and I'm not"},{"speaker":"Michael Cirillo","startTime":1725.81,"endTime":1729.74,"body":"kidding you here. No, he called"},{"speaker":"Michael Cirillo","startTime":1725.81,"endTime":1729.74,"body":"it a tapered mullet taper and I"},{"speaker":"Michael Cirillo","startTime":1729.74,"endTime":1734.84,"body":"wrote I wrote down tapered"},{"speaker":"Michael Cirillo","startTime":1729.74,"endTime":1734.84,"body":"mullet could equal new word for"},{"speaker":"Michael Cirillo","startTime":1734.84,"endTime":1735.77,"body":"hairy back."},{"speaker":"Kyle Mountsier","startTime":1739.55,"endTime":1742.04,"body":"The scary part"},{"speaker":"Kyle Mountsier","startTime":1739.55,"endTime":1742.04,"body":"is you wrote it down, which"},{"speaker":"Kyle Mountsier","startTime":1742.04,"endTime":1745.01,"body":"means there's the opportunity"},{"speaker":"Kyle Mountsier","startTime":1742.04,"endTime":1745.01,"body":"for you to get to read that a"},{"speaker":"Kyle Mountsier","startTime":1745.01,"endTime":1746.33,"body":"year from now."},{"speaker":"Paul Daly","startTime":1748.49,"endTime":1749.42,"body":"What were we talking?"},{"speaker":"Kyle Mountsier","startTime":1750.14,"endTime":1752.75,"body":"Yeah. Or someone"},{"speaker":"Kyle Mountsier","startTime":1750.14,"endTime":1752.75,"body":"else find that"},{"speaker":"Michael Cirillo","startTime":1752.75,"endTime":1754.88,"body":"change? Right?"},{"speaker":"Michael Cirillo","startTime":1752.75,"endTime":1754.88,"body":"You know why Italian dudes wear"},{"speaker":"Michael Cirillo","startTime":1754.88,"endTime":1756.92,"body":"gold chains so we know where to"},{"speaker":"Michael Cirillo","startTime":1754.88,"endTime":1756.92,"body":"stop shaving."},{"speaker":"Kyle Mountsier","startTime":1759.44,"endTime":1763.07,"body":"Ah, oh, the"},{"speaker":"Kyle Mountsier","startTime":1759.44,"endTime":1763.07,"body":"other thing the other thing that"},{"speaker":"Kyle Mountsier","startTime":1763.07,"endTime":1765.32,"body":"actually struck me about that"},{"speaker":"Kyle Mountsier","startTime":1763.07,"endTime":1765.32,"body":"conversation is"},{"speaker":"Paul Daly","startTime":1765.8,"endTime":1769.91,"body":"like we're doing Rick"},{"speaker":"Paul Daly","startTime":1765.8,"endTime":1769.91,"body":"Reichert well by this outro here"},{"speaker":"Paul Daly","startTime":1769.91,"endTime":1773.21,"body":"this outro if he listens to this"},{"speaker":"Paul Daly","startTime":1769.91,"endTime":1773.21,"body":"episode's gonna be like yeah,"},{"speaker":"Paul Daly","startTime":1773.21,"endTime":1776.36,"body":"that's the that's the better I"},{"speaker":"Paul Daly","startTime":1773.21,"endTime":1776.36,"body":"knew I liked those guys."},{"speaker":"Kyle Mountsier","startTime":1778.4,"endTime":1780.74,"body":"But at the end"},{"speaker":"Kyle Mountsier","startTime":1778.4,"endTime":1780.74,"body":"there when he was just like"},{"speaker":"Kyle Mountsier","startTime":1780.74,"endTime":1785.69,"body":"rattling off all of the things"},{"speaker":"Kyle Mountsier","startTime":1780.74,"endTime":1785.69,"body":"that the market and dealers and"},{"speaker":"Kyle Mountsier","startTime":1785.69,"endTime":1791.84,"body":"consumers are having to approach"},{"speaker":"Kyle Mountsier","startTime":1785.69,"endTime":1791.84,"body":"right now, it's like it's EVs."},{"speaker":"Kyle Mountsier","startTime":1791.93,"endTime":1796.55,"body":"It's you know how to market ice"},{"speaker":"Kyle Mountsier","startTime":1791.93,"endTime":1796.55,"body":"vehicles among EVs. It's an"},{"speaker":"Kyle Mountsier","startTime":1796.55,"endTime":1799.97,"body":"inequity 84 months payments,"},{"speaker":"Kyle Mountsier","startTime":1796.55,"endTime":1799.97,"body":"whether I'm gonna go loaner"},{"speaker":"Kyle Mountsier","startTime":1800.0,"endTime":1804.92,"body":"least there is just the the the"},{"speaker":"Kyle Mountsier","startTime":1800.0,"endTime":1804.92,"body":"mass amount of education that a"},{"speaker":"Kyle Mountsier","startTime":1804.92,"endTime":1810.98,"body":"consumer and a dealer has to"},{"speaker":"Kyle Mountsier","startTime":1804.92,"endTime":1810.98,"body":"assume an ingest and then flow"},{"speaker":"Kyle Mountsier","startTime":1810.98,"endTime":1815.18,"body":"out from to be able to buy a car"},{"speaker":"Kyle Mountsier","startTime":1810.98,"endTime":1815.18,"body":"is staggering to me right now."},{"speaker":"Kyle Mountsier","startTime":1815.18,"endTime":1820.04,"body":"So that speed of education just"},{"speaker":"Kyle Mountsier","startTime":1815.18,"endTime":1820.04,"body":"has to be so quick."},{"speaker":"Paul Daly","startTime":1820.64,"endTime":1823.64,"body":"It is it's really one"},{"speaker":"Paul Daly","startTime":1820.64,"endTime":1823.64,"body":"of the things that breaks down"},{"speaker":"Paul Daly","startTime":1823.94,"endTime":1827.12,"body":"one of the one of the kind of"},{"speaker":"Paul Daly","startTime":1823.94,"endTime":1827.12,"body":"like leanings that we always"},{"speaker":"Paul Daly","startTime":1827.12,"endTime":1831.38,"body":"have and when we say dealers or"},{"speaker":"Paul Daly","startTime":1827.12,"endTime":1831.38,"body":"retailers there aren't very many"},{"speaker":"Paul Daly","startTime":1831.38,"endTime":1834.68,"body":"retail industries that are that"},{"speaker":"Paul Daly","startTime":1831.38,"endTime":1834.68,"body":"complicated. Yeah, you know what"},{"speaker":"Paul Daly","startTime":1834.68,"endTime":1837.29,"body":"I mean? Like it really is a"},{"speaker":"Paul Daly","startTime":1834.68,"endTime":1837.29,"body":"complex"},{"speaker":"Kyle Mountsier","startTime":1837.41,"endTime":1840.68,"body":"like do I want"},{"speaker":"Kyle Mountsier","startTime":1837.41,"endTime":1840.68,"body":"the White Sox fly or the Black"},{"speaker":"Kyle Mountsier","startTime":1840.68,"endTime":1845.24,"body":"Sox right? That's really small,"},{"speaker":"Kyle Mountsier","startTime":1840.68,"endTime":1845.24,"body":"medium large."},{"speaker":"Paul Daly","startTime":1847.1,"endTime":1850.28,"body":"Yeah, it is. All"},{"speaker":"Paul Daly","startTime":1847.1,"endTime":1850.28,"body":"right, well, look, if you"},{"speaker":"Paul Daly","startTime":1850.28,"endTime":1855.05,"body":"haven't know if you're gonna do"},{"speaker":"Paul Daly","startTime":1850.28,"endTime":1855.05,"body":"it, do it. I was out the way we"},{"speaker":"Paul Daly","startTime":1855.05,"endTime":1857.27,"body":"should go out. I was like, I"},{"speaker":"Paul Daly","startTime":1855.05,"endTime":1857.27,"body":"really"},{"speaker":"Michael Cirillo","startTime":1857.2,"endTime":1859.24,"body":"love your"},{"speaker":"Michael Cirillo","startTime":1857.2,"endTime":1859.24,"body":"conversation with each other but"},{"speaker":"Michael Cirillo","startTime":1859.24,"endTime":1864.97,"body":"I'm gonna say we hope you"},{"speaker":"Michael Cirillo","startTime":1859.24,"endTime":1864.97,"body":"enjoyed this episode of auto"},{"speaker":"Michael Cirillo","startTime":1864.97,"endTime":1867.76,"body":"collabs. On behalf of myself."},{"speaker":"Michael Cirillo","startTime":1864.97,"endTime":1867.76,"body":"Michael Cirillo Kyle Mountsier"},{"speaker":"Michael Cirillo","startTime":1867.76,"endTime":1869.89,"body":"Paul J Daly we will catch you on"},{"speaker":"Michael Cirillo","startTime":1867.76,"endTime":1869.89,"body":"the next one."},{"speaker":"Unknown","startTime":1870.56,"endTime":1874.01,"body":"Sign up for our free"},{"speaker":"Unknown","startTime":1870.56,"endTime":1874.01,"body":"and fun to read daily email for"},{"speaker":"Unknown","startTime":1874.01,"endTime":1877.82,"body":"free shot of relevant news and"},{"speaker":"Unknown","startTime":1874.01,"endTime":1877.82,"body":"automotive, retail media and pop"},{"speaker":"Unknown","startTime":1877.82,"endTime":1882.95,"body":"culture. You can get it now at a"},{"speaker":"Unknown","startTime":1877.82,"endTime":1882.95,"body":"soul to.com That's ASO T u.com"},{"speaker":"Unknown","startTime":1883.4,"endTime":1886.94,"body":"If you love this podcast, please"},{"speaker":"Unknown","startTime":1883.4,"endTime":1886.94,"body":"leave us a review and share it"},{"speaker":"Unknown","startTime":1886.94,"endTime":1889.97,"body":"with a friend. Thanks again for"},{"speaker":"Unknown","startTime":1886.94,"endTime":1889.97,"body":"listening. We'll see you next"},{"speaker":"Unknown","startTime":1889.97,"endTime":1890.18,"body":"time."},{"speaker":"Unknown","startTime":1901.61,"endTime":1906.86,"body":"Welcome to recording"}]}