{"version":"1.0.0","segments":[{"speaker":"Kyle Mountsier","startTime":0.57,"endTime":2.73,"body":"At time of"},{"speaker":"Kyle Mountsier","startTime":0.57,"endTime":2.73,"body":"recording oh boy"},{"speaker":"Unknown","startTime":8.88,"endTime":10.95,"body":"this is Auto Collabs"},{"speaker":"Kyle Mountsier","startTime":11.009,"endTime":17.639,"body":"there is no"},{"speaker":"Kyle Mountsier","startTime":11.009,"endTime":17.639,"body":"longer thick sheets of ice. Were"},{"speaker":"Kyle Mountsier","startTime":17.699,"endTime":22.889,"body":"Jeep Wrangler four by fours are"},{"speaker":"Kyle Mountsier","startTime":17.699,"endTime":22.889,"body":"sliding down my street is"},{"speaker":"Kyle Mountsier","startTime":22.889,"endTime":24.209,"body":"finally gone"},{"speaker":"Unknown","startTime":28.68,"endTime":31.44,"body":"that's exactly it the"},{"speaker":"Unknown","startTime":28.68,"endTime":31.44,"body":"ice. Okay, that"},{"speaker":"Kyle Mountsier","startTime":31.44,"endTime":33.54,"body":"is the ice song."},{"speaker":"Kyle Mountsier","startTime":31.44,"endTime":33.54,"body":"That's actually I heard that"},{"speaker":"Kyle Mountsier","startTime":33.54,"endTime":36.51,"body":"playing in my head. I don't know"},{"speaker":"Kyle Mountsier","startTime":33.54,"endTime":36.51,"body":"why, but that's what I heard the"},{"speaker":"Kyle Mountsier","startTime":36.66,"endTime":40.05,"body":"playing in my head. Like as I"},{"speaker":"Kyle Mountsier","startTime":36.66,"endTime":40.05,"body":"saw the Jeep Wrangler four by"},{"speaker":"Kyle Mountsier","startTime":40.05,"endTime":43.8,"body":"four wasn't rolling, just"},{"speaker":"Kyle Mountsier","startTime":40.05,"endTime":43.8,"body":"sliding down the hill. So"},{"speaker":"Paul J Daly","startTime":43.8,"endTime":46.26,"body":"wasn't Texas"},{"speaker":"Paul J Daly","startTime":43.8,"endTime":46.26,"body":"supposed to get ice storms to in"},{"speaker":"Paul J Daly","startTime":46.26,"endTime":48.09,"body":"the last like two weeks?"},{"speaker":"Michael Cirillo","startTime":48.15,"endTime":50.61,"body":"This is what I"},{"speaker":"Michael Cirillo","startTime":48.15,"endTime":50.61,"body":"love about Texas. Just this"},{"speaker":"Michael Cirillo","startTime":50.61,"endTime":56.46,"body":"weekend. They're like, okay,"},{"speaker":"Michael Cirillo","startTime":50.61,"endTime":56.46,"body":"like all the schools, just just"},{"speaker":"Michael Cirillo","startTime":56.49,"endTime":61.8,"body":"be on alert. It might rain"},{"speaker":"Michael Cirillo","startTime":56.49,"endTime":61.8,"body":"tonight. And I'm like, am I"},{"speaker":"Michael Cirillo","startTime":61.8,"endTime":64.74,"body":"wrong? Give me a break. So"},{"speaker":"Kyle Mountsier","startTime":64.77,"endTime":66.9,"body":"put on your rain"},{"speaker":"Kyle Mountsier","startTime":64.77,"endTime":66.9,"body":"tires. Yeah."},{"speaker":"Michael Cirillo","startTime":68.07,"endTime":69.27,"body":"rain tires."},{"speaker":"Unknown","startTime":70.41,"endTime":71.64,"body":"It doesn't even make"},{"speaker":"Unknown","startTime":70.41,"endTime":71.64,"body":"sense."},{"speaker":"Kyle Mountsier","startTime":71.88,"endTime":74.34,"body":"It doesn't make"},{"speaker":"Kyle Mountsier","startTime":71.88,"endTime":74.34,"body":"sense. Which also is why it"},{"speaker":"Kyle Mountsier","startTime":74.34,"endTime":77.34,"body":"doesn't make sense that we're"},{"speaker":"Kyle Mountsier","startTime":74.34,"endTime":77.34,"body":"just gonna go right into a"},{"speaker":"Kyle Mountsier","startTime":77.34,"endTime":80.76,"body":"podcast episode. Today. We've"},{"speaker":"Kyle Mountsier","startTime":77.34,"endTime":80.76,"body":"got Michael Wood, General"},{"speaker":"Kyle Mountsier","startTime":80.76,"endTime":83.16,"body":"Manager, Jaguar Land Rover,"},{"speaker":"Kyle Mountsier","startTime":80.76,"endTime":83.16,"body":"fancy dealer."},{"speaker":"Paul J Daly","startTime":83.34,"endTime":85.95,"body":"For this. I've seen"},{"speaker":"Paul J Daly","startTime":83.34,"endTime":85.95,"body":"I've seen him on like episodes"},{"speaker":"Paul J Daly","startTime":85.95,"endTime":89.58,"body":"of the wheelhouse, right. And"},{"speaker":"Paul J Daly","startTime":85.95,"endTime":89.58,"body":"like, we haven't met him we have"},{"speaker":"Paul J Daly","startTime":89.61,"endTime":91.53,"body":"Yeah, if you by the way, if"},{"speaker":"Paul J Daly","startTime":89.61,"endTime":91.53,"body":"you're listening to this, we"},{"speaker":"Paul J Daly","startTime":91.53,"endTime":95.85,"body":"have a podcast show called the"},{"speaker":"Paul J Daly","startTime":91.53,"endTime":95.85,"body":"wheelhouse with Daniel Grover,"},{"speaker":"Paul J Daly","startTime":95.85,"endTime":98.25,"body":"and it is awesome. And lots of"},{"speaker":"Paul J Daly","startTime":95.85,"endTime":98.25,"body":"dealers, your guests and they"},{"speaker":"Paul J Daly","startTime":98.25,"endTime":100.8,"body":"get speak their mind. And I"},{"speaker":"Paul J Daly","startTime":98.25,"endTime":100.8,"body":"heard Michael Wood on this now I"},{"speaker":"Paul J Daly","startTime":100.8,"endTime":103.41,"body":"think like twice and every time"},{"speaker":"Paul J Daly","startTime":100.8,"endTime":103.41,"body":"I see him, I'm like, This guy's"},{"speaker":"Paul J Daly","startTime":103.41,"endTime":106.65,"body":"got it together. Like so now we"},{"speaker":"Paul J Daly","startTime":103.41,"endTime":106.65,"body":"get to talk to him and meet him"},{"speaker":"Paul J Daly","startTime":106.65,"endTime":108.78,"body":"for the first time. Michael,"},{"speaker":"Paul J Daly","startTime":106.65,"endTime":108.78,"body":"have you ever met Michael?"},{"speaker":"Michael Cirillo","startTime":108.81,"endTime":112.05,"body":"I haven't. Oh,"},{"speaker":"Michael Cirillo","startTime":108.81,"endTime":112.05,"body":"good. Great, grand. So Michael,"},{"speaker":"Michael Cirillo","startTime":112.05,"endTime":112.86,"body":"meet Michael."},{"speaker":"Paul J Daly","startTime":112.95,"endTime":115.38,"body":"Well, yeah, we'll"},{"speaker":"Paul J Daly","startTime":112.95,"endTime":115.38,"body":"see. We'll see. That's if you"},{"speaker":"Paul J Daly","startTime":115.38,"endTime":116.82,"body":"can make your way to the call."},{"speaker":"Unknown","startTime":118.38,"endTime":121.62,"body":"Regardless of who makes"},{"speaker":"Unknown","startTime":118.38,"endTime":121.62,"body":"it there, we hope that you enjoy"},{"speaker":"Unknown","startTime":121.62,"endTime":128.88,"body":"this conversation with Michael"},{"speaker":"Unknown","startTime":121.62,"endTime":128.88,"body":"Wood. Hey, Michael, it's"},{"speaker":"Paul J Daly","startTime":128.88,"endTime":130.74,"body":"so good to be"},{"speaker":"Paul J Daly","startTime":128.88,"endTime":130.74,"body":"spending a few minutes with you"},{"speaker":"Paul J Daly","startTime":130.74,"endTime":132.57,"body":"here today. Thanks for giving us"},{"speaker":"Paul J Daly","startTime":130.74,"endTime":132.57,"body":"some of your time."},{"speaker":"Michael Wood","startTime":132.81,"endTime":135.75,"body":"Thanks for having"},{"speaker":"Michael Wood","startTime":132.81,"endTime":135.75,"body":"me. I appreciate it. Alright, so"},{"speaker":"Paul J Daly","startTime":136.32,"endTime":138.72,"body":"I'm really excited"},{"speaker":"Paul J Daly","startTime":136.32,"endTime":138.72,"body":"for this conversation. Because I"},{"speaker":"Paul J Daly","startTime":138.72,"endTime":142.11,"body":"have seen you in a lot of other"},{"speaker":"Paul J Daly","startTime":138.72,"endTime":142.11,"body":"content and interviews. And"},{"speaker":"Paul J Daly","startTime":142.11,"endTime":145.68,"body":"every time I see you, I'm like,"},{"speaker":"Paul J Daly","startTime":142.11,"endTime":145.68,"body":"Man, he's got it. He's like,"},{"speaker":"Paul J Daly","startTime":145.92,"endTime":148.02,"body":"he's got it together. Like he"},{"speaker":"Paul J Daly","startTime":145.92,"endTime":148.02,"body":"understands what's going on. So"},{"speaker":"Paul J Daly","startTime":148.02,"endTime":150.0,"body":"like, this is one of those times"},{"speaker":"Paul J Daly","startTime":148.02,"endTime":150.0,"body":"where I'm like, we don't really"},{"speaker":"Paul J Daly","startTime":150.0,"endTime":153.72,"body":"know each other, but we kind of"},{"speaker":"Paul J Daly","startTime":150.0,"endTime":153.72,"body":"know each other. So I don't even"},{"speaker":"Paul J Daly","startTime":153.72,"endTime":156.6,"body":"know. Just tell us a little bit"},{"speaker":"Paul J Daly","startTime":153.72,"endTime":156.6,"body":"about how you got into the"},{"speaker":"Paul J Daly","startTime":156.6,"endTime":159.54,"body":"position you're in right now."},{"speaker":"Paul J Daly","startTime":156.6,"endTime":159.54,"body":"Because I don't answer. Sure."},{"speaker":"Michael Wood","startTime":159.57,"endTime":161.61,"body":"I mean, I"},{"speaker":"Michael Wood","startTime":159.57,"endTime":161.61,"body":"graduated from the University of"},{"speaker":"Michael Wood","startTime":161.61,"endTime":164.4,"body":"Louisville with a degree in"},{"speaker":"Michael Wood","startTime":161.61,"endTime":164.4,"body":"political science and economics."},{"speaker":"Michael Wood","startTime":164.4,"endTime":167.04,"body":"And after that, I always had an"},{"speaker":"Michael Wood","startTime":164.4,"endTime":167.04,"body":"affinity for sales. I love"},{"speaker":"Michael Wood","startTime":167.04,"endTime":169.89,"body":"people. I love being around"},{"speaker":"Michael Wood","startTime":167.04,"endTime":169.89,"body":"people and just interacting. I"},{"speaker":"Michael Wood","startTime":169.89,"endTime":171.93,"body":"think that comes from my"},{"speaker":"Michael Wood","startTime":169.89,"endTime":171.93,"body":"background, my father being a"},{"speaker":"Michael Wood","startTime":171.93,"endTime":175.02,"body":"Marine, and we moved around a"},{"speaker":"Michael Wood","startTime":171.93,"endTime":175.02,"body":"lot. So I got to live in a bunch"},{"speaker":"Michael Wood","startTime":175.02,"endTime":177.42,"body":"of different localities. And if"},{"speaker":"Michael Wood","startTime":175.02,"endTime":177.42,"body":"you don't get to learn to"},{"speaker":"Michael Wood","startTime":177.45,"endTime":179.79,"body":"introduce yourself to people"},{"speaker":"Michael Wood","startTime":177.45,"endTime":179.79,"body":"quickly, you're not going to"},{"speaker":"Michael Wood","startTime":179.79,"endTime":181.71,"body":"make friends when you're the new"},{"speaker":"Michael Wood","startTime":179.79,"endTime":181.71,"body":"guy. So that's kind of where I"},{"speaker":"Michael Wood","startTime":181.71,"endTime":186.72,"body":"think I've got that ability from"},{"speaker":"Michael Wood","startTime":181.71,"endTime":186.72,"body":"I originally got into like, you"},{"speaker":"Michael Wood","startTime":186.72,"endTime":191.34,"body":"know, marketing sales. And then"},{"speaker":"Michael Wood","startTime":186.72,"endTime":191.34,"body":"I got into timeshare sales here"},{"speaker":"Michael Wood","startTime":191.34,"endTime":194.4,"body":"in Virginia Beach for a little"},{"speaker":"Michael Wood","startTime":191.34,"endTime":194.4,"body":"bit, which was absolutely"},{"speaker":"Kyle Mountsier","startTime":196.32,"endTime":199.56,"body":"legit Wait,"},{"speaker":"Kyle Mountsier","startTime":196.32,"endTime":199.56,"body":"because just so you know, I grew"},{"speaker":"Kyle Mountsier","startTime":199.56,"endTime":203.28,"body":"up in I grew up in Richmond in"},{"speaker":"Kyle Mountsier","startTime":199.56,"endTime":203.28,"body":"my elementary school years. And"},{"speaker":"Kyle Mountsier","startTime":203.64,"endTime":210.66,"body":"my family was like, known known"},{"speaker":"Kyle Mountsier","startTime":203.64,"endTime":210.66,"body":"for weathering the storm of a"},{"speaker":"Kyle Mountsier","startTime":210.66,"endTime":215.67,"body":"timeshare sale. Absolutely the"},{"speaker":"Kyle Mountsier","startTime":210.66,"endTime":215.67,"body":"free gift. No, we had it down."},{"speaker":"Kyle Mountsier","startTime":215.67,"endTime":218.13,"body":"The parents were like you don't"},{"speaker":"Kyle Mountsier","startTime":215.67,"endTime":218.13,"body":"say anything, we're not buying"},{"speaker":"Kyle Mountsier","startTime":218.13,"endTime":222.75,"body":"anything. But we will go on dirt"},{"speaker":"Kyle Mountsier","startTime":218.13,"endTime":222.75,"body":"bikes on the sand after this."},{"speaker":"Kyle Mountsier","startTime":223.08,"endTime":223.41,"body":"Good."},{"speaker":"Paul J Daly","startTime":224.52,"endTime":226.41,"body":"When I give you"},{"speaker":"Paul J Daly","startTime":224.52,"endTime":226.41,"body":"this, that's when you start"},{"speaker":"Paul J Daly","startTime":226.41,"endTime":228.96,"body":"acting up and saying you have to"},{"speaker":"Paul J Daly","startTime":226.41,"endTime":228.96,"body":"go to the bathroom and you say"},{"speaker":"Paul J Daly","startTime":228.96,"endTime":230.31,"body":"you got to throw up."},{"speaker":"Michael Wood","startTime":231.48,"endTime":233.7,"body":"You have to have"},{"speaker":"Michael Wood","startTime":231.48,"endTime":233.7,"body":"an exit strategy 100%. We'll get"},{"speaker":"Michael Wood","startTime":233.7,"endTime":236.37,"body":"there all day. We all know"},{"speaker":"Michael Wood","startTime":233.7,"endTime":236.37,"body":"salespeople are the easiest to"},{"speaker":"Michael Wood","startTime":236.37,"endTime":241.08,"body":"close. But at that time, I ended"},{"speaker":"Michael Wood","startTime":236.37,"endTime":241.08,"body":"up meeting my now wife and she"},{"speaker":"Michael Wood","startTime":241.08,"endTime":243.3,"body":"was living in New York City. So"},{"speaker":"Michael Wood","startTime":241.08,"endTime":243.3,"body":"I moved up to New York City and"},{"speaker":"Michael Wood","startTime":243.3,"endTime":247.14,"body":"got into orthopedic surgical"},{"speaker":"Michael Wood","startTime":243.3,"endTime":247.14,"body":"sales. And being a southern guy,"},{"speaker":"Michael Wood","startTime":247.14,"endTime":250.65,"body":"I didn't really enjoy living in"},{"speaker":"Michael Wood","startTime":247.14,"endTime":250.65,"body":"Manhattan. So I came back down"},{"speaker":"Michael Wood","startTime":250.65,"endTime":253.83,"body":"here and a good friend of mine,"},{"speaker":"Michael Wood","startTime":250.65,"endTime":253.83,"body":"my best friend, his brother was"},{"speaker":"Michael Wood","startTime":253.83,"endTime":256.53,"body":"actually in the auto industry."},{"speaker":"Michael Wood","startTime":253.83,"endTime":256.53,"body":"And I kept looking at him. I was"},{"speaker":"Michael Wood","startTime":256.53,"endTime":259.98,"body":"like, Man, he's got a nice car."},{"speaker":"Michael Wood","startTime":256.53,"endTime":259.98,"body":"It's got a nice house. You know,"},{"speaker":"Michael Wood","startTime":260.01,"endTime":262.05,"body":"he's doing all the nice things."},{"speaker":"Michael Wood","startTime":260.01,"endTime":262.05,"body":"It's like maybe I'm missing out"},{"speaker":"Michael Wood","startTime":262.05,"endTime":267.42,"body":"on something. So I got into the"},{"speaker":"Michael Wood","startTime":262.05,"endTime":267.42,"body":"industry, July 23 2012. first"},{"speaker":"Michael Wood","startTime":267.42,"endTime":270.45,"body":"full month, I think I sold"},{"speaker":"Michael Wood","startTime":267.42,"endTime":270.45,"body":"somewhere around 15 cars and had"},{"speaker":"Michael Wood","startTime":270.54,"endTime":272.97,"body":"the largest paycheck I ever"},{"speaker":"Michael Wood","startTime":270.54,"endTime":272.97,"body":"thought I'd seen in my life. And"},{"speaker":"Michael Wood","startTime":272.97,"endTime":276.21,"body":"I was absolutely hooked. And so"},{"speaker":"Michael Wood","startTime":272.97,"endTime":276.21,"body":"I've been with checkered flag"},{"speaker":"Michael Wood","startTime":276.21,"endTime":279.69,"body":"the entire time, started out as"},{"speaker":"Michael Wood","startTime":276.21,"endTime":279.69,"body":"a sales associate, went into"},{"speaker":"Michael Wood","startTime":279.69,"endTime":284.37,"body":"finance, went to the desk"},{"speaker":"Michael Wood","startTime":279.69,"endTime":284.37,"body":"finance director GSM and then in"},{"speaker":"Michael Wood","startTime":285.24,"endTime":288.81,"body":"2021, we made an acquisition of"},{"speaker":"Michael Wood","startTime":285.24,"endTime":288.81,"body":"a Chrysler Dodge Jeep Ram store,"},{"speaker":"Michael Wood","startTime":289.11,"endTime":291.51,"body":"and the dealer and the executive"},{"speaker":"Michael Wood","startTime":289.11,"endTime":291.51,"body":"team asked me to go over there"},{"speaker":"Michael Wood","startTime":291.51,"endTime":293.91,"body":"and be the general manager and"},{"speaker":"Michael Wood","startTime":291.51,"endTime":293.91,"body":"help convert that store to our"},{"speaker":"Michael Wood","startTime":293.91,"endTime":297.84,"body":"processes. And then about seven"},{"speaker":"Michael Wood","startTime":293.91,"endTime":297.84,"body":"months later I landed where I am"},{"speaker":"Michael Wood","startTime":297.84,"endTime":300.96,"body":"currently, which is at our jack"},{"speaker":"Michael Wood","startTime":297.84,"endTime":300.96,"body":"Lambert For and Volkswagen"},{"speaker":"Michael Wood","startTime":300.96,"endTime":302.46,"body":"campus, you"},{"speaker":"Kyle Mountsier","startTime":302.46,"endTime":306.66,"body":"know, so here's"},{"speaker":"Kyle Mountsier","startTime":302.46,"endTime":306.66,"body":"my big question though is, is"},{"speaker":"Kyle Mountsier","startTime":306.66,"endTime":311.7,"body":"the suit tie and little pocket"},{"speaker":"Kyle Mountsier","startTime":306.66,"endTime":311.7,"body":"flag? Because you're at the JLR"},{"speaker":"Kyle Mountsier","startTime":311.7,"endTime":314.64,"body":"dealership or because it's"},{"speaker":"Kyle Mountsier","startTime":311.7,"endTime":314.64,"body":"checkered flag like are you that"},{"speaker":"Kyle Mountsier","startTime":314.64,"endTime":315.51,"body":"on brand or"},{"speaker":"Michael Wood","startTime":317.369,"endTime":320.369,"body":"it is often that I"},{"speaker":"Michael Wood","startTime":317.369,"endTime":320.369,"body":"have to find myself dressing for"},{"speaker":"Michael Wood","startTime":320.369,"endTime":323.159,"body":"the occasion. So it depends on"},{"speaker":"Michael Wood","startTime":320.369,"endTime":323.159,"body":"which manufacturer is coming in"},{"speaker":"Michael Wood","startTime":323.159,"endTime":326.189,"body":"to visit Case in point today, I"},{"speaker":"Michael Wood","startTime":323.159,"endTime":326.189,"body":"have a conversation with"},{"speaker":"Michael Wood","startTime":326.219,"endTime":328.619,"body":"Jacqueline over on Microsoft"},{"speaker":"Michael Wood","startTime":326.219,"endTime":328.619,"body":"team so I'm going to look the"},{"speaker":"Michael Wood","startTime":328.619,"endTime":331.619,"body":"part for sure. We're actually"},{"speaker":"Michael Wood","startTime":328.619,"endTime":331.619,"body":"going to be moving into what"},{"speaker":"Michael Wood","startTime":331.619,"endTime":333.989,"body":"we're calling the modern luxury"},{"speaker":"Michael Wood","startTime":331.619,"endTime":333.989,"body":"uniform here at Jacqueline or"},{"speaker":"Michael Wood","startTime":333.989,"endTime":337.559,"body":"for Landrover, excuse me, which"},{"speaker":"Michael Wood","startTime":333.989,"endTime":337.559,"body":"will get rid of the tie. It'll"},{"speaker":"Michael Wood","startTime":337.559,"endTime":341.369,"body":"be like a T shirt under the suit"},{"speaker":"Michael Wood","startTime":337.559,"endTime":341.369,"body":"kind of very Miami slash Louis"},{"speaker":"Michael Wood","startTime":341.369,"endTime":345.509,"body":"Vuitton style look to add a"},{"speaker":"Michael Wood","startTime":341.369,"endTime":345.509,"body":"little bit. Exactly modern"},{"speaker":"Michael Wood","startTime":345.509,"endTime":346.019,"body":"luxury. That's"},{"speaker":"Kyle Mountsier","startTime":346.56,"endTime":349.83,"body":"a really no show"},{"speaker":"Kyle Mountsier","startTime":346.56,"endTime":349.83,"body":"socks exactly have pants that"},{"speaker":"Kyle Mountsier","startTime":349.83,"endTime":351.63,"body":"are just higher than the ankle."},{"speaker":"Michael Wood","startTime":351.66,"endTime":353.79,"body":"I've got to lose"},{"speaker":"Michael Wood","startTime":351.66,"endTime":353.79,"body":"about 30 pounds and look good in"},{"speaker":"Michael Wood","startTime":353.79,"endTime":354.03,"body":"it."},{"speaker":"Paul J Daly","startTime":355.65,"endTime":358.05,"body":"And once they get"},{"speaker":"Paul J Daly","startTime":355.65,"endTime":358.05,"body":"really dialed in to the look,"},{"speaker":"Paul J Daly","startTime":358.23,"endTime":360.87,"body":"that's when the black baseball"},{"speaker":"Paul J Daly","startTime":358.23,"endTime":360.87,"body":"hats come out. Exactly."},{"speaker":"Michael Wood","startTime":361.14,"endTime":363.06,"body":"I was gonna order"},{"speaker":"Michael Wood","startTime":361.14,"endTime":363.06,"body":"one and put it on like for you"},{"speaker":"Michael Wood","startTime":363.06,"endTime":365.22,"body":"guys just starting to mess up my"},{"speaker":"Michael Wood","startTime":363.06,"endTime":365.22,"body":"hair."},{"speaker":"Paul J Daly","startTime":365.97,"endTime":367.89,"body":"Yeah, right. You"},{"speaker":"Paul J Daly","startTime":365.97,"endTime":367.89,"body":"gotta have the hair. You know, I"},{"speaker":"Paul J Daly","startTime":367.89,"endTime":372.45,"body":"just it just suffered. You said"},{"speaker":"Paul J Daly","startTime":367.89,"endTime":372.45,"body":"checker flag and years ago, man,"},{"speaker":"Paul J Daly","startTime":372.48,"endTime":375.45,"body":"I don't I can try to remember"},{"speaker":"Paul J Daly","startTime":372.48,"endTime":375.45,"body":"like, was a pre COVID I think it"},{"speaker":"Paul J Daly","startTime":375.45,"endTime":382.17,"body":"was pre COVID. i There was. What"},{"speaker":"Paul J Daly","startTime":375.45,"endTime":382.17,"body":"is the righteous group? What is"},{"speaker":"Paul J Daly","startTime":382.17,"endTime":385.38,"body":"it Mike Anderson? Yeah, Mike"},{"speaker":"Paul J Daly","startTime":382.17,"endTime":385.38,"body":"Anderson was doing a raucous"},{"speaker":"Paul J Daly","startTime":385.38,"endTime":390.57,"body":"group event in Richmond. He"},{"speaker":"Paul J Daly","startTime":385.38,"endTime":390.57,"body":"asked me to kind of come speak."},{"speaker":"Paul J Daly","startTime":390.57,"endTime":393.15,"body":"I did. And we visited a"},{"speaker":"Paul J Daly","startTime":390.57,"endTime":393.15,"body":"checkered flag store. Okay, a"},{"speaker":"Paul J Daly","startTime":393.15,"endTime":395.28,"body":"big one. It was a big one I had"},{"speaker":"Paul J Daly","startTime":393.15,"endTime":395.28,"body":"like, I"},{"speaker":"Michael Wood","startTime":395.28,"endTime":396.84,"body":"actually remember"},{"speaker":"Michael Wood","startTime":395.28,"endTime":396.84,"body":"that. And I think the walls or"},{"speaker":"Michael Wood","startTime":396.84,"endTime":399.81,"body":"group was there and you came and"},{"speaker":"Michael Wood","startTime":396.84,"endTime":399.81,"body":"visit it. Yeah, I was actually"},{"speaker":"Michael Wood","startTime":399.81,"endTime":403.08,"body":"in attendance there. I did a"},{"speaker":"Michael Wood","startTime":399.81,"endTime":403.08,"body":"PowerPoint presentation on the"},{"speaker":"Michael Wood","startTime":403.08,"endTime":407.7,"body":"effects of single point contact."},{"speaker":"Michael Wood","startTime":403.08,"endTime":407.7,"body":"Yes. And the efficacy. Because"},{"speaker":"Michael Wood","startTime":407.7,"endTime":410.1,"body":"I'm like, That's hilarious. I"},{"speaker":"Michael Wood","startTime":407.7,"endTime":410.1,"body":"didn't realize that was you?"},{"speaker":"Michael Wood","startTime":410.19,"endTime":410.46,"body":"That"},{"speaker":"Unknown","startTime":410.46,"endTime":413.01,"body":"was me. Yes. Oh, so"},{"speaker":"Unknown","startTime":410.46,"endTime":413.01,"body":"funny that this is"},{"speaker":"Unknown","startTime":414.6,"endTime":417.54,"body":"I'm like, put the peed my brains"},{"speaker":"Unknown","startTime":414.6,"endTime":417.54,"body":"like no, you know, you've been"},{"speaker":"Unknown","startTime":417.54,"endTime":420.93,"body":"with him at some point. That's"},{"speaker":"Unknown","startTime":417.54,"endTime":420.93,"body":"yeah, I was all I can remember"},{"speaker":"Unknown","startTime":420.93,"endTime":424.53,"body":"about the checkered flag visit"},{"speaker":"Unknown","startTime":420.93,"endTime":424.53,"body":"was the intensity of the service"},{"speaker":"Unknown","startTime":424.53,"endTime":427.47,"body":"bay. It was unbelievable. It was"},{"speaker":"Unknown","startTime":424.53,"endTime":427.47,"body":"like,"},{"speaker":"Michael Wood","startTime":427.65,"endTime":430.77,"body":"You got to enjoy."},{"speaker":"Michael Wood","startTime":427.65,"endTime":430.77,"body":"I mean, that's our Toyota store."},{"speaker":"Michael Wood","startTime":430.77,"endTime":434.01,"body":"It's our flagship store. You"},{"speaker":"Michael Wood","startTime":430.77,"endTime":434.01,"body":"know, they do about 5500 repair"},{"speaker":"Michael Wood","startTime":434.01,"endTime":437.58,"body":"orders a month out of there. And"},{"speaker":"Michael Wood","startTime":434.01,"endTime":437.58,"body":"it's got a beautiful racing"},{"speaker":"Michael Wood","startTime":437.58,"endTime":441.21,"body":"theme to it. Yeah. We did that"},{"speaker":"Michael Wood","startTime":437.58,"endTime":441.21,"body":"in conjunction with Toyota some"},{"speaker":"Michael Wood","startTime":441.21,"endTime":443.7,"body":"years ago when we did some"},{"speaker":"Michael Wood","startTime":441.21,"endTime":443.7,"body":"remodeling. And I mean, that"},{"speaker":"Michael Wood","startTime":443.7,"endTime":446.46,"body":"thing is a beast and you know,"},{"speaker":"Michael Wood","startTime":443.7,"endTime":446.46,"body":"the service manager there."},{"speaker":"Michael Wood","startTime":446.46,"endTime":449.7,"body":"Mashallah. She runs a wonderful"},{"speaker":"Michael Wood","startTime":446.46,"endTime":449.7,"body":"operation."},{"speaker":"Paul J Daly","startTime":450.09,"endTime":452.31,"body":"I remember I made"},{"speaker":"Paul J Daly","startTime":450.09,"endTime":452.31,"body":"an impact. It definitely did."},{"speaker":"Paul J Daly","startTime":452.31,"endTime":454.68,"body":"That was a while ago, I want a"},{"speaker":"Paul J Daly","startTime":452.31,"endTime":454.68,"body":"different life. That seems like"},{"speaker":"Paul J Daly","startTime":454.71,"endTime":456.06,"body":"wait, what what year was that?"},{"speaker":"Unknown","startTime":456.09,"endTime":459.45,"body":"I think that was 2019."},{"speaker":"Unknown","startTime":456.09,"endTime":459.45,"body":"I think, yeah. 2019. Have you"},{"speaker":"Unknown","startTime":459.45,"endTime":462.75,"body":"guys been doing the single point"},{"speaker":"Unknown","startTime":459.45,"endTime":462.75,"body":"of contact selling then. So"},{"speaker":"Michael Wood","startTime":462.75,"endTime":464.79,"body":"we, we"},{"speaker":"Michael Wood","startTime":462.75,"endTime":464.79,"body":"transitioned in the fall of"},{"speaker":"Michael Wood","startTime":464.79,"endTime":467.55,"body":"2015, with our Hyundai"},{"speaker":"Michael Wood","startTime":464.79,"endTime":467.55,"body":"Volkswagen division, because at"},{"speaker":"Michael Wood","startTime":467.55,"endTime":471.48,"body":"that time, they were on the same"},{"speaker":"Michael Wood","startTime":467.55,"endTime":471.48,"body":"campus. And then about three to"},{"speaker":"Michael Wood","startTime":471.48,"endTime":474.54,"body":"four months later, we"},{"speaker":"Michael Wood","startTime":471.48,"endTime":474.54,"body":"transitioned the Toyota store"},{"speaker":"Michael Wood","startTime":474.54,"endTime":477.21,"body":"and the Honda store. And then"},{"speaker":"Michael Wood","startTime":474.54,"endTime":477.21,"body":"within about a year, year and a"},{"speaker":"Michael Wood","startTime":477.21,"endTime":480.78,"body":"half, I'd say we went total"},{"speaker":"Michael Wood","startTime":477.21,"endTime":480.78,"body":"platform as far as US cars with"},{"speaker":"Michael Wood","startTime":481.26,"endTime":484.56,"body":"and then we are now fully as of"},{"speaker":"Michael Wood","startTime":481.26,"endTime":484.56,"body":"January one this year, all"},{"speaker":"Michael Wood","startTime":484.56,"endTime":488.1,"body":"operations are negotiation free,"},{"speaker":"Michael Wood","startTime":484.56,"endTime":488.1,"body":"Land Rover, and Porsche were the"},{"speaker":"Michael Wood","startTime":488.1,"endTime":491.22,"body":"last ones to move into that. And"},{"speaker":"Michael Wood","startTime":488.1,"endTime":491.22,"body":"we did that as of January 1. So"},{"speaker":"Michael Wood","startTime":491.22,"endTime":492.03,"body":"we're super excited."},{"speaker":"Paul J Daly","startTime":492.63,"endTime":494.94,"body":"What a huge deal."},{"speaker":"Paul J Daly","startTime":492.63,"endTime":494.94,"body":"It was Thursday, November"},{"speaker":"Paul J Daly","startTime":494.94,"endTime":502.86,"body":"7 2019. I just had a search it"},{"speaker":"Paul J Daly","startTime":494.94,"endTime":502.86,"body":"on my and here we are. I love"},{"speaker":"Paul J Daly","startTime":502.86,"endTime":506.19,"body":"it. I love it. So what what is"},{"speaker":"Paul J Daly","startTime":502.86,"endTime":506.19,"body":"the what do you actually"},{"speaker":"Paul J Daly","startTime":506.19,"endTime":508.32,"body":"oversee? Right now you just"},{"speaker":"Paul J Daly","startTime":506.19,"endTime":508.32,"body":"mentioned a number of different"},{"speaker":"Paul J Daly","startTime":508.32,"endTime":510.27,"body":"brands and leisure part like"},{"speaker":"Paul J Daly","startTime":508.32,"endTime":510.27,"body":"what is your actually role"},{"speaker":"Paul J Daly","startTime":510.27,"endTime":510.66,"body":"entail?"},{"speaker":"Michael Wood","startTime":511.02,"endTime":513.21,"body":"So I'm the general"},{"speaker":"Michael Wood","startTime":511.02,"endTime":513.21,"body":"manager of the Jacqueline river"},{"speaker":"Michael Wood","startTime":513.21,"endTime":516.36,"body":"store, as well as the Volkswagen"},{"speaker":"Michael Wood","startTime":513.21,"endTime":516.36,"body":"store. So I handle you know,"},{"speaker":"Michael Wood","startTime":516.36,"endTime":518.85,"body":"obviously, also, fixed"},{"speaker":"Michael Wood","startTime":516.36,"endTime":518.85,"body":"operations are very operations"},{"speaker":"Michael Wood","startTime":518.85,"endTime":519.72,"body":"for both stores."},{"speaker":"Paul J Daly","startTime":520.35,"endTime":522.69,"body":"Gotcha. Understood,"},{"speaker":"Paul J Daly","startTime":520.35,"endTime":522.69,"body":"understood. So what are you what"},{"speaker":"Paul J Daly","startTime":522.69,"endTime":524.61,"body":"are your aspirations this year,"},{"speaker":"Paul J Daly","startTime":522.69,"endTime":524.61,"body":"a lot of people getting into"},{"speaker":"Paul J Daly","startTime":524.61,"endTime":529.23,"body":"2024 with kind of like, audible"},{"speaker":"Paul J Daly","startTime":524.61,"endTime":529.23,"body":"mentality, right, like, Alright,"},{"speaker":"Paul J Daly","startTime":529.23,"endTime":531.57,"body":"let's see which way this is"},{"speaker":"Paul J Daly","startTime":529.23,"endTime":531.57,"body":"going to run. But obviously, one"},{"speaker":"Paul J Daly","startTime":531.57,"endTime":534.9,"body":"of your brands being Highline"},{"speaker":"Paul J Daly","startTime":531.57,"endTime":534.9,"body":"one of your brands being not"},{"speaker":"Paul J Daly","startTime":534.9,"endTime":537.18,"body":"highlighted, how are you"},{"speaker":"Paul J Daly","startTime":534.9,"endTime":537.18,"body":"approaching that as a GM? Like,"},{"speaker":"Paul J Daly","startTime":537.18,"endTime":538.59,"body":"is there a disparity between the"},{"speaker":"Paul J Daly","startTime":537.18,"endTime":538.59,"body":"two?"},{"speaker":"Michael Wood","startTime":538.77,"endTime":540.33,"body":"Absolutely, I"},{"speaker":"Michael Wood","startTime":538.77,"endTime":540.33,"body":"mean, there's two completely"},{"speaker":"Michael Wood","startTime":540.33,"endTime":542.07,"body":"different approaches, because"},{"speaker":"Michael Wood","startTime":540.33,"endTime":542.07,"body":"we're working with two different"},{"speaker":"Michael Wood","startTime":542.07,"endTime":544.05,"body":"economies. I mean, when you're"},{"speaker":"Michael Wood","startTime":542.07,"endTime":544.05,"body":"looking at a Range Rover"},{"speaker":"Michael Wood","startTime":544.05,"endTime":548.31,"body":"customer whose average income is"},{"speaker":"Michael Wood","startTime":544.05,"endTime":548.31,"body":"$547,000, and then you try to,"},{"speaker":"Michael Wood","startTime":548.4,"endTime":551.43,"body":"you know, parse that against a"},{"speaker":"Michael Wood","startTime":548.4,"endTime":551.43,"body":"Volkswagen customer, you know,"},{"speaker":"Michael Wood","startTime":551.43,"endTime":553.86,"body":"you have to have two different"},{"speaker":"Michael Wood","startTime":551.43,"endTime":553.86,"body":"experiences. But I've said that"},{"speaker":"Michael Wood","startTime":553.86,"endTime":556.17,"body":"they're not going to be that"},{"speaker":"Michael Wood","startTime":553.86,"endTime":556.17,"body":"different. You know, for me in"},{"speaker":"Michael Wood","startTime":556.17,"endTime":560.52,"body":"2024, what I'm looking for is an"},{"speaker":"Michael Wood","startTime":556.17,"endTime":560.52,"body":"all out attack on experience. I"},{"speaker":"Michael Wood","startTime":560.52,"endTime":563.25,"body":"believe that, you know, we're in"},{"speaker":"Michael Wood","startTime":560.52,"endTime":563.25,"body":"an existential crisis when it"},{"speaker":"Michael Wood","startTime":563.25,"endTime":566.49,"body":"comes to the dealer franchise"},{"speaker":"Michael Wood","startTime":563.25,"endTime":566.49,"body":"model. And it's self inflicted,"},{"speaker":"Michael Wood","startTime":566.64,"endTime":570.3,"body":"but we can also fix it. And it's"},{"speaker":"Michael Wood","startTime":566.64,"endTime":570.3,"body":"going to come from obviously"},{"speaker":"Michael Wood","startTime":570.33,"endTime":572.46,"body":"fixing the two main touch"},{"speaker":"Michael Wood","startTime":570.33,"endTime":572.46,"body":"points, which are fixed"},{"speaker":"Michael Wood","startTime":572.46,"endTime":575.22,"body":"operations when you come in to"},{"speaker":"Michael Wood","startTime":572.46,"endTime":575.22,"body":"service your vehicle. And then"},{"speaker":"Michael Wood","startTime":575.22,"endTime":577.8,"body":"variable operations when you"},{"speaker":"Michael Wood","startTime":575.22,"endTime":577.8,"body":"come in to purchase one. It goes"},{"speaker":"Michael Wood","startTime":577.8,"endTime":580.35,"body":"without saying that those need"},{"speaker":"Michael Wood","startTime":577.8,"endTime":580.35,"body":"to be on point, but I'm talking"},{"speaker":"Michael Wood","startTime":580.35,"endTime":582.87,"body":"about the in between, you know,"},{"speaker":"Michael Wood","startTime":580.35,"endTime":582.87,"body":"when we're not actually trying"},{"speaker":"Michael Wood","startTime":582.87,"endTime":586.11,"body":"to extract a sale from somebody,"},{"speaker":"Michael Wood","startTime":582.87,"endTime":586.11,"body":"when we're just adding ownership"},{"speaker":"Michael Wood","startTime":586.11,"endTime":588.45,"body":"to the to their overall"},{"speaker":"Michael Wood","startTime":586.11,"endTime":588.45,"body":"experience, or excuse me, adding"},{"speaker":"Michael Wood","startTime":588.45,"endTime":591.42,"body":"value to the overall ownership"},{"speaker":"Michael Wood","startTime":588.45,"endTime":591.42,"body":"experience. You know, we just"},{"speaker":"Michael Wood","startTime":591.42,"endTime":594.72,"body":"did a defender event down in the"},{"speaker":"Michael Wood","startTime":591.42,"endTime":594.72,"body":"Outer Banks in October, where we"},{"speaker":"Michael Wood","startTime":594.72,"endTime":597.78,"body":"invited 15 Defender owners down,"},{"speaker":"Michael Wood","startTime":594.72,"endTime":597.78,"body":"we brought the Land Rover"},{"speaker":"Michael Wood","startTime":597.78,"endTime":600.57,"body":"experience team in from the"},{"speaker":"Michael Wood","startTime":597.78,"endTime":600.57,"body":"Biltmore. You You know, I set up"},{"speaker":"Michael Wood","startTime":600.57,"endTime":603.48,"body":"with Barney and a winery to do a"},{"speaker":"Michael Wood","startTime":600.57,"endTime":603.48,"body":"virtual wine tasting with their"},{"speaker":"Michael Wood","startTime":603.48,"endTime":606.84,"body":"head sommelier. And you know,"},{"speaker":"Michael Wood","startTime":603.48,"endTime":606.84,"body":"yes, it was an expensive event"},{"speaker":"Michael Wood","startTime":606.9,"endTime":610.29,"body":"in event Excuse me, but"},{"speaker":"Michael Wood","startTime":606.9,"endTime":610.29,"body":"everybody loved it. Everybody"},{"speaker":"Michael Wood","startTime":610.29,"endTime":613.14,"body":"had a great time. I didn't ask"},{"speaker":"Michael Wood","startTime":610.29,"endTime":613.14,"body":"them for anything. I didn't try"},{"speaker":"Michael Wood","startTime":613.14,"endTime":615.9,"body":"to sell them anything. Exactly."},{"speaker":"Michael Wood","startTime":613.14,"endTime":615.9,"body":"You know, I want repeat and"},{"speaker":"Michael Wood","startTime":615.9,"endTime":619.35,"body":"receptive of results, excuse me"},{"speaker":"Michael Wood","startTime":615.9,"endTime":619.35,"body":"repeat recidivism business. And"},{"speaker":"Michael Wood","startTime":619.35,"endTime":623.13,"body":"that is only going to occur when"},{"speaker":"Michael Wood","startTime":619.35,"endTime":623.13,"body":"we can continue to over deliver"},{"speaker":"Michael Wood","startTime":623.13,"endTime":625.59,"body":"from what they expect from us."},{"speaker":"Michael Wood","startTime":623.13,"endTime":625.59,"body":"And that's where I think we need"},{"speaker":"Michael Wood","startTime":625.59,"endTime":628.29,"body":"to win, we need to add more"},{"speaker":"Michael Wood","startTime":625.59,"endTime":628.29,"body":"touch points into the consumers"},{"speaker":"Michael Wood","startTime":628.29,"endTime":631.29,"body":"ownership, where we're not"},{"speaker":"Michael Wood","startTime":628.29,"endTime":631.29,"body":"trying to extract anything from"},{"speaker":"Michael Wood","startTime":631.29,"endTime":632.82,"body":"them. And yes, it will cost"},{"speaker":"Michael Wood","startTime":631.29,"endTime":632.82,"body":"money."},{"speaker":"Paul J Daly","startTime":633.33,"endTime":636.0,"body":"Let me let me let"},{"speaker":"Paul J Daly","startTime":633.33,"endTime":636.0,"body":"me just ask for another texture,"},{"speaker":"Paul J Daly","startTime":636.09,"endTime":639.42,"body":"because you just mentioned a"},{"speaker":"Paul J Daly","startTime":636.09,"endTime":639.42,"body":"very expensive event, right?"},{"speaker":"Paul J Daly","startTime":639.63,"endTime":644.7,"body":"That is for the $537,000 a year"},{"speaker":"Paul J Daly","startTime":639.63,"endTime":644.7,"body":"average. Yep. How do I translate"},{"speaker":"Paul J Daly","startTime":644.7,"endTime":647.22,"body":"that for Volkswagen? Great"},{"speaker":"Paul J Daly","startTime":644.7,"endTime":647.22,"body":"question."},{"speaker":"Michael Wood","startTime":647.49,"endTime":648.96,"body":"And, you know, for"},{"speaker":"Michael Wood","startTime":647.49,"endTime":648.96,"body":"us, what we're gonna do is we're"},{"speaker":"Michael Wood","startTime":648.96,"endTime":652.59,"body":"gonna get more involved with the"},{"speaker":"Michael Wood","startTime":648.96,"endTime":652.59,"body":"Volkswagen Tidewater club. You"},{"speaker":"Michael Wood","startTime":652.59,"endTime":655.59,"body":"know, we've got some really cool"},{"speaker":"Michael Wood","startTime":652.59,"endTime":655.59,"body":"vintage cars and our showroom."},{"speaker":"Michael Wood","startTime":655.83,"endTime":658.56,"body":"You know, in the Volkswagen"},{"speaker":"Michael Wood","startTime":655.83,"endTime":658.56,"body":"side, we've got a 23 window"},{"speaker":"Michael Wood","startTime":658.56,"endTime":662.46,"body":"Samba bus, we've got Karmann"},{"speaker":"Michael Wood","startTime":658.56,"endTime":662.46,"body":"Ghia, we've got two antique"},{"speaker":"Michael Wood","startTime":662.46,"endTime":665.31,"body":"beetles. So I think we're gonna"},{"speaker":"Michael Wood","startTime":662.46,"endTime":665.31,"body":"lean more into that and inviting"},{"speaker":"Michael Wood","startTime":665.31,"endTime":667.68,"body":"more guests to come over to the"},{"speaker":"Michael Wood","startTime":665.31,"endTime":667.68,"body":"dealership, you know, some"},{"speaker":"Michael Wood","startTime":667.68,"endTime":670.77,"body":"coffee and cars type things."},{"speaker":"Michael Wood","startTime":667.68,"endTime":670.77,"body":"Honestly, I'm really interested"},{"speaker":"Michael Wood","startTime":670.77,"endTime":673.08,"body":"to see what my team brings to"},{"speaker":"Michael Wood","startTime":670.77,"endTime":673.08,"body":"me, you know, we, we live in"},{"speaker":"Michael Wood","startTime":673.08,"endTime":676.47,"body":"this idea of meritocracy at my"},{"speaker":"Michael Wood","startTime":673.08,"endTime":676.47,"body":"campus, so the ideas don't flow"},{"speaker":"Michael Wood","startTime":676.47,"endTime":679.11,"body":"down, they flow up and down. So"},{"speaker":"Michael Wood","startTime":676.47,"endTime":679.11,"body":"I'm really interested to see"},{"speaker":"Michael Wood","startTime":679.11,"endTime":681.93,"body":"what my sales management staff"},{"speaker":"Michael Wood","startTime":679.11,"endTime":681.93,"body":"comes up with, and what my"},{"speaker":"Michael Wood","startTime":681.93,"endTime":684.33,"body":"product specialists come up"},{"speaker":"Michael Wood","startTime":681.93,"endTime":684.33,"body":"with, as far as what they"},{"speaker":"Michael Wood","startTime":684.33,"endTime":687.72,"body":"believe is gonna really have an"},{"speaker":"Michael Wood","startTime":684.33,"endTime":687.72,"body":"impact on the consumer. Yeah,"},{"speaker":"Kyle Mountsier","startTime":687.749,"endTime":691.199,"body":"it's, it's the"},{"speaker":"Kyle Mountsier","startTime":687.749,"endTime":691.199,"body":"reality is is like every brand,"},{"speaker":"Kyle Mountsier","startTime":691.649,"endTime":695.639,"body":"has, Subaru does it best? Well,"},{"speaker":"Kyle Mountsier","startTime":691.649,"endTime":695.639,"body":"I'll just like start and end and"},{"speaker":"Kyle Mountsier","startTime":695.639,"endTime":698.549,"body":"agree with that with like the"},{"speaker":"Kyle Mountsier","startTime":695.639,"endTime":698.549,"body":"user persona or the driver"},{"speaker":"Kyle Mountsier","startTime":698.549,"endTime":703.439,"body":"persona. But every every brand"},{"speaker":"Kyle Mountsier","startTime":698.549,"endTime":703.439,"body":"has some level of like driver"},{"speaker":"Kyle Mountsier","startTime":703.439,"endTime":706.589,"body":"persona within it. Sometimes"},{"speaker":"Kyle Mountsier","startTime":703.439,"endTime":706.589,"body":"it's attached to a particular"},{"speaker":"Kyle Mountsier","startTime":706.589,"endTime":710.639,"body":"model. Sometimes it's attached"},{"speaker":"Kyle Mountsier","startTime":706.589,"endTime":710.639,"body":"to the overall brand. But like,"},{"speaker":"Kyle Mountsier","startTime":711.059,"endTime":717.089,"body":"the defender, clearly has"},{"speaker":"Kyle Mountsier","startTime":711.059,"endTime":717.089,"body":"Highline luxurious vacation, you"},{"speaker":"Kyle Mountsier","startTime":717.089,"endTime":719.849,"body":"know, probably, you know,"},{"speaker":"Kyle Mountsier","startTime":717.089,"endTime":719.849,"body":"probably people that love wine"},{"speaker":"Kyle Mountsier","startTime":719.849,"endTime":724.049,"body":"already. Right. I understand"},{"speaker":"Kyle Mountsier","startTime":719.849,"endTime":724.049,"body":"what Assam is. And you've leaned"},{"speaker":"Kyle Mountsier","startTime":724.049,"endTime":727.109,"body":"into that there's probably that"},{"speaker":"Kyle Mountsier","startTime":724.049,"endTime":727.109,"body":"persona within Volkswagen,"},{"speaker":"Kyle Mountsier","startTime":727.109,"endTime":730.259,"body":"right? Like, it's beetle lovers,"},{"speaker":"Kyle Mountsier","startTime":727.109,"endTime":730.259,"body":"they just they just, they eat it"},{"speaker":"Kyle Mountsier","startTime":730.259,"endTime":732.449,"body":"up, they go to town they're"},{"speaker":"Kyle Mountsier","startTime":730.259,"endTime":732.449,"body":"looking at they've got"},{"speaker":"Kyle Mountsier","startTime":732.449,"endTime":736.109,"body":"Instagram, you know, Volkswagen"},{"speaker":"Kyle Mountsier","startTime":732.449,"endTime":736.109,"body":"bugs rolling across their, their"},{"speaker":"Kyle Mountsier","startTime":736.199,"endTime":740.669,"body":"profile all day. And I'm sure"},{"speaker":"Kyle Mountsier","startTime":736.199,"endTime":740.669,"body":"that exists in I can't think of"},{"speaker":"Kyle Mountsier","startTime":740.669,"endTime":742.439,"body":"a brand that that doesn't exist"},{"speaker":"Kyle Mountsier","startTime":740.669,"endTime":742.439,"body":"in"},{"speaker":"Michael Wood","startTime":742.77,"endTime":744.78,"body":"I would, I would"},{"speaker":"Michael Wood","startTime":742.77,"endTime":744.78,"body":"100% agree. And I think that was"},{"speaker":"Michael Wood","startTime":744.78,"endTime":747.93,"body":"one of the smartest things that"},{"speaker":"Michael Wood","startTime":744.78,"endTime":747.93,"body":"JLR did this year by you know,"},{"speaker":"Michael Wood","startTime":747.93,"endTime":751.14,"body":"bifurcating into the house of"},{"speaker":"Michael Wood","startTime":747.93,"endTime":751.14,"body":"brands, because to your point, a"},{"speaker":"Michael Wood","startTime":751.14,"endTime":753.18,"body":"Range Rover customer is"},{"speaker":"Michael Wood","startTime":751.14,"endTime":753.18,"body":"different from a defender"},{"speaker":"Michael Wood","startTime":753.18,"endTime":755.97,"body":"customer, which is different"},{"speaker":"Michael Wood","startTime":753.18,"endTime":755.97,"body":"from a Volkswagen customer. And"},{"speaker":"Michael Wood","startTime":755.97,"endTime":758.04,"body":"within Volkswagen, I mean,"},{"speaker":"Michael Wood","startTime":755.97,"endTime":758.04,"body":"you've got those people that are"},{"speaker":"Michael Wood","startTime":758.04,"endTime":761.25,"body":"just crazy about their golf,"},{"speaker":"Michael Wood","startTime":758.04,"endTime":761.25,"body":"ours, you've got the Jetta"},{"speaker":"Michael Wood","startTime":761.25,"endTime":764.64,"body":"enthusiast, you know that they"},{"speaker":"Michael Wood","startTime":761.25,"endTime":764.64,"body":"create a cult following. And you"},{"speaker":"Michael Wood","startTime":764.64,"endTime":767.46,"body":"know, with the ID buzz coming"},{"speaker":"Michael Wood","startTime":764.64,"endTime":767.46,"body":"out this year, and the ID seven,"},{"speaker":"Michael Wood","startTime":767.73,"endTime":771.03,"body":"you know, it's time to lean into"},{"speaker":"Michael Wood","startTime":767.73,"endTime":771.03,"body":"that stuff so that we can get"},{"speaker":"Michael Wood","startTime":771.03,"endTime":774.63,"body":"people excited and put the phone"},{"speaker":"Michael Wood","startTime":771.03,"endTime":774.63,"body":"back into buying cars. I"},{"speaker":"Kyle Mountsier","startTime":774.629,"endTime":776.999,"body":"remember we used"},{"speaker":"Kyle Mountsier","startTime":774.629,"endTime":776.999,"body":"to you know, I was at Mazda"},{"speaker":"Kyle Mountsier","startTime":776.999,"endTime":780.959,"body":"stores, we would have like Miata"},{"speaker":"Kyle Mountsier","startTime":776.999,"endTime":780.959,"body":"days, right? And I'm telling"},{"speaker":"Kyle Mountsier","startTime":780.959,"endTime":784.949,"body":"you, you couldn't keep people it"},{"speaker":"Kyle Mountsier","startTime":780.959,"endTime":784.949,"body":"was on a leash. I mean, Miatas"},{"speaker":"Kyle Mountsier","startTime":784.979,"endTime":788.339,"body":"everywhere we put them we let"},{"speaker":"Kyle Mountsier","startTime":784.979,"endTime":788.339,"body":"them go back. And you know, we"},{"speaker":"Kyle Mountsier","startTime":788.339,"endTime":791.339,"body":"had a tech dedicated that would"},{"speaker":"Kyle Mountsier","startTime":788.339,"endTime":791.339,"body":"put me cover me out as up on a"},{"speaker":"Kyle Mountsier","startTime":791.339,"endTime":798.539,"body":"lift, and it was insane. So I"},{"speaker":"Kyle Mountsier","startTime":791.339,"endTime":798.539,"body":"know that that by what's How do"},{"speaker":"Kyle Mountsier","startTime":798.539,"endTime":802.589,"body":"you when you're thinking about"},{"speaker":"Kyle Mountsier","startTime":798.539,"endTime":802.589,"body":"the cost of that, right? Because"},{"speaker":"Kyle Mountsier","startTime":802.829,"endTime":806.579,"body":"typically, when we're looking at"},{"speaker":"Kyle Mountsier","startTime":802.829,"endTime":806.579,"body":"marketing expenses or expenses"},{"speaker":"Kyle Mountsier","startTime":806.579,"endTime":809.849,"body":"across the departments like that"},{"speaker":"Kyle Mountsier","startTime":806.579,"endTime":809.849,"body":"one, you can't go like, Oh,"},{"speaker":"Kyle Mountsier","startTime":809.849,"endTime":812.429,"body":"that's a sales expense. Oh,"},{"speaker":"Kyle Mountsier","startTime":809.849,"endTime":812.429,"body":"that's a service expense, or"},{"speaker":"Kyle Mountsier","startTime":812.429,"endTime":816.389,"body":"that's like, oh, I I'm gonna"},{"speaker":"Kyle Mountsier","startTime":812.429,"endTime":816.389,"body":"calculate that into this month's"},{"speaker":"Kyle Mountsier","startTime":816.539,"endTime":819.839,"body":"marketing cost of acquired sale"},{"speaker":"Kyle Mountsier","startTime":816.539,"endTime":819.839,"body":"or anything like that. Are you"},{"speaker":"Kyle Mountsier","startTime":820.139,"endTime":823.499,"body":"like from a just raw accounting"},{"speaker":"Kyle Mountsier","startTime":820.139,"endTime":823.499,"body":"level? Are you looking at the"},{"speaker":"Kyle Mountsier","startTime":823.499,"endTime":826.109,"body":"p\u0026l differently now, because of"},{"speaker":"Kyle Mountsier","startTime":823.499,"endTime":826.109,"body":"that? Yeah, you"},{"speaker":"Michael Wood","startTime":826.11,"endTime":827.7,"body":"know, one of the"},{"speaker":"Michael Wood","startTime":826.11,"endTime":827.7,"body":"things I'm measuring, you know,"},{"speaker":"Michael Wood","startTime":827.73,"endTime":830.28,"body":"we've only done the one event."},{"speaker":"Michael Wood","startTime":827.73,"endTime":830.28,"body":"So far, we've got a couple more"},{"speaker":"Michael Wood","startTime":830.28,"endTime":833.04,"body":"for Jaguar Land Rover setup, and"},{"speaker":"Michael Wood","startTime":830.28,"endTime":833.04,"body":"one setup for VW in the near"},{"speaker":"Michael Wood","startTime":833.04,"endTime":836.37,"body":"future. But what I'm looking at"},{"speaker":"Michael Wood","startTime":833.04,"endTime":836.37,"body":"is the ability to reduce when it"},{"speaker":"Michael Wood","startTime":836.37,"endTime":839.34,"body":"comes to third party vendors. So"},{"speaker":"Michael Wood","startTime":836.37,"endTime":839.34,"body":"case in point, you know, I got"},{"speaker":"Michael Wood","startTime":839.34,"endTime":842.01,"body":"rid of cars.com, you know,"},{"speaker":"Michael Wood","startTime":839.34,"endTime":842.01,"body":"because I want more traffic on"},{"speaker":"Michael Wood","startTime":842.01,"endTime":845.52,"body":"my tier three site than then"},{"speaker":"Michael Wood","startTime":842.01,"endTime":845.52,"body":"paying to send people to another"},{"speaker":"Michael Wood","startTime":845.52,"endTime":848.22,"body":"site in hopes that they come"},{"speaker":"Michael Wood","startTime":845.52,"endTime":848.22,"body":"back to my site. And so if I'm"},{"speaker":"Michael Wood","startTime":848.22,"endTime":851.01,"body":"going to if I continue to grow,"},{"speaker":"Michael Wood","startTime":848.22,"endTime":851.01,"body":"and I'm able to lower my"},{"speaker":"Michael Wood","startTime":851.01,"endTime":854.61,"body":"marketing expenses, then for me,"},{"speaker":"Michael Wood","startTime":851.01,"endTime":854.61,"body":"yes, I can't say that that's"},{"speaker":"Michael Wood","startTime":854.61,"endTime":856.86,"body":"exact causation. But there's"},{"speaker":"Michael Wood","startTime":854.61,"endTime":856.86,"body":"definitely has to be a"},{"speaker":"Michael Wood","startTime":856.86,"endTime":859.59,"body":"correlation between the"},{"speaker":"Michael Wood","startTime":856.86,"endTime":859.59,"body":"experiences that we're providing"},{"speaker":"Michael Wood","startTime":859.59,"endTime":861.93,"body":"with the customer and the"},{"speaker":"Michael Wood","startTime":859.59,"endTime":861.93,"body":"reduction in the need for"},{"speaker":"Michael Wood","startTime":861.93,"endTime":864.84,"body":"marketing expenditures. So we're"},{"speaker":"Michael Wood","startTime":861.93,"endTime":864.84,"body":"a little early to be able to"},{"speaker":"Michael Wood","startTime":864.84,"endTime":868.47,"body":"kind of like analyze that fully."},{"speaker":"Michael Wood","startTime":864.84,"endTime":868.47,"body":"But we do get support from"},{"speaker":"Michael Wood","startTime":868.47,"endTime":871.98,"body":"Jaguar Land Rover as well so it"},{"speaker":"Michael Wood","startTime":868.47,"endTime":871.98,"body":"does offset the expense and it"},{"speaker":"Michael Wood","startTime":871.98,"endTime":874.5,"body":"makes it very palatable and"},{"speaker":"Michael Wood","startTime":871.98,"endTime":874.5,"body":"what's really nice is having the"},{"speaker":"Michael Wood","startTime":874.5,"endTime":877.38,"body":"backing of the dealer you know,"},{"speaker":"Michael Wood","startTime":874.5,"endTime":877.38,"body":"when he's you present these wild"},{"speaker":"Michael Wood","startTime":877.38,"endTime":881.34,"body":"ideas and you're like I'm gonna"},{"speaker":"Michael Wood","startTime":877.38,"endTime":881.34,"body":"spend money and then he says do"},{"speaker":"Michael Wood","startTime":881.34,"endTime":883.98,"body":"it you know, it's it's kind of"},{"speaker":"Michael Wood","startTime":881.34,"endTime":883.98,"body":"exciting you know, because most"},{"speaker":"Michael Wood","startTime":883.98,"endTime":886.62,"body":"of the dealers are like, you"},{"speaker":"Michael Wood","startTime":883.98,"endTime":886.62,"body":"know, that mentality that they"},{"speaker":"Michael Wood","startTime":886.62,"endTime":889.2,"body":"want to reduce reduce reduce,"},{"speaker":"Michael Wood","startTime":886.62,"endTime":889.2,"body":"you know, our dealer has an"},{"speaker":"Michael Wood","startTime":889.2,"endTime":891.66,"body":"opposite mentality, I can bring"},{"speaker":"Michael Wood","startTime":889.2,"endTime":891.66,"body":"him an idea that could add a"},{"speaker":"Michael Wood","startTime":891.66,"endTime":894.09,"body":"million dollars to the bottom"},{"speaker":"Michael Wood","startTime":891.66,"endTime":894.09,"body":"line, but if it increases the"},{"speaker":"Michael Wood","startTime":894.09,"endTime":896.4,"body":"customer's effort to transact"},{"speaker":"Michael Wood","startTime":894.09,"endTime":896.4,"body":"it's a non starter."},{"speaker":"Paul J Daly","startTime":897.6,"endTime":903.15,"body":"Got it. Wow. Wow. I"},{"speaker":"Paul J Daly","startTime":897.6,"endTime":903.15,"body":"mean, the oil, he's going to add"},{"speaker":"Paul J Daly","startTime":903.15,"endTime":905.85,"body":"a million to the bottom line as"},{"speaker":"Paul J Daly","startTime":903.15,"endTime":905.85,"body":"in generate a million dollars in"},{"speaker":"Paul J Daly","startTime":905.85,"endTime":909.36,"body":"profit. Right. But if it makes"},{"speaker":"Paul J Daly","startTime":905.85,"endTime":909.36,"body":"the process longer and more"},{"speaker":"Paul J Daly","startTime":909.36,"endTime":911.4,"body":"difficult, he's out. He's out."},{"speaker":"Paul J Daly","startTime":909.36,"endTime":911.4,"body":"Yeah,"},{"speaker":"Kyle Mountsier","startTime":912.029,"endTime":916.109,"body":"he said, and"},{"speaker":"Kyle Mountsier","startTime":912.029,"endTime":916.109,"body":"that's, that's massive, because"},{"speaker":"Kyle Mountsier","startTime":916.139,"endTime":919.079,"body":"every most people in the"},{"speaker":"Kyle Mountsier","startTime":916.139,"endTime":919.079,"body":"industry would be like, whatever"},{"speaker":"Kyle Mountsier","startTime":919.079,"endTime":922.229,"body":"you have to do, to add a million"},{"speaker":"Kyle Mountsier","startTime":919.079,"endTime":922.229,"body":"dollars doesn't really even"},{"speaker":"Kyle Mountsier","startTime":922.229,"endTime":924.089,"body":"matter what the customer feels,"},{"speaker":"Kyle Mountsier","startTime":922.229,"endTime":924.089,"body":"what"},{"speaker":"Michael Wood","startTime":924.09,"endTime":925.8,"body":"does that that"},{"speaker":"Michael Wood","startTime":924.09,"endTime":925.8,"body":"person is playing checkers,"},{"speaker":"Michael Wood","startTime":925.8,"endTime":928.41,"body":"they're not playing chess, we're"},{"speaker":"Michael Wood","startTime":925.8,"endTime":928.41,"body":"a 60 year old family owned"},{"speaker":"Michael Wood","startTime":928.41,"endTime":931.62,"body":"organization. And so we're not"},{"speaker":"Michael Wood","startTime":928.41,"endTime":931.62,"body":"looking for the short"},{"speaker":"Michael Wood","startTime":931.65,"endTime":935.31,"body":"satisfaction, I don't want to"},{"speaker":"Michael Wood","startTime":931.65,"endTime":935.31,"body":"sell just one car to you, Kyle,"},{"speaker":"Michael Wood","startTime":935.31,"endTime":937.38,"body":"I want to sell you, I want to"},{"speaker":"Michael Wood","startTime":935.31,"endTime":937.38,"body":"sell your wife, I want to sell"},{"speaker":"Michael Wood","startTime":937.38,"endTime":940.17,"body":"your kids, or sell your auntie"},{"speaker":"Michael Wood","startTime":937.38,"endTime":940.17,"body":"and your uncle, I want to sell"},{"speaker":"Michael Wood","startTime":940.17,"endTime":942.81,"body":"everybody in your family."},{"speaker":"Michael Wood","startTime":940.17,"endTime":942.81,"body":"Because we've created an"},{"speaker":"Michael Wood","startTime":942.81,"endTime":945.75,"body":"experience that is diametrically"},{"speaker":"Michael Wood","startTime":942.81,"endTime":945.75,"body":"opposed to what's being offered"},{"speaker":"Michael Wood","startTime":945.75,"endTime":948.69,"body":"in the marketplace. And broken"},{"speaker":"Michael Wood","startTime":945.75,"endTime":948.69,"body":"windows broken business, they"},{"speaker":"Michael Wood","startTime":948.69,"endTime":951.96,"body":"say the way you earn a customer"},{"speaker":"Michael Wood","startTime":948.69,"endTime":951.96,"body":"over to us by being demonstrably"},{"speaker":"Michael Wood","startTime":951.96,"endTime":953.85,"body":"better. Well, that means the"},{"speaker":"Michael Wood","startTime":951.96,"endTime":953.85,"body":"experience has to be"},{"speaker":"Michael Wood","startTime":953.85,"endTime":956.7,"body":"significantly better than what's"},{"speaker":"Michael Wood","startTime":953.85,"endTime":956.7,"body":"out there. And it doesn't have"},{"speaker":"Michael Wood","startTime":956.7,"endTime":960.48,"body":"to be the best price. Customers"},{"speaker":"Michael Wood","startTime":956.7,"endTime":960.48,"body":"want a fair price, a transparent"},{"speaker":"Michael Wood","startTime":960.48,"endTime":964.5,"body":"process and an advocate. And by"},{"speaker":"Michael Wood","startTime":960.48,"endTime":964.5,"body":"taking away some of the things"},{"speaker":"Michael Wood","startTime":964.5,"endTime":967.38,"body":"that we've done, like no"},{"speaker":"Michael Wood","startTime":964.5,"endTime":967.38,"body":"commission, etc, it really"},{"speaker":"Michael Wood","startTime":967.38,"endTime":971.46,"body":"creates a level of advocacy for"},{"speaker":"Michael Wood","startTime":967.38,"endTime":971.46,"body":"the staff with their consumers."},{"speaker":"Kyle Mountsier","startTime":971.88,"endTime":975.18,"body":"That's one of"},{"speaker":"Kyle Mountsier","startTime":971.88,"endTime":975.18,"body":"the things that I that like when"},{"speaker":"Kyle Mountsier","startTime":975.18,"endTime":977.46,"body":"I talked to people about, hey,"},{"speaker":"Kyle Mountsier","startTime":975.18,"endTime":977.46,"body":"what are you doing for"},{"speaker":"Kyle Mountsier","startTime":977.46,"endTime":980.4,"body":"experience, and like, I know,"},{"speaker":"Kyle Mountsier","startTime":977.46,"endTime":980.4,"body":"some people are doing the one"},{"speaker":"Kyle Mountsier","startTime":980.4,"endTime":984.0,"body":"price of the one person out"},{"speaker":"Kyle Mountsier","startTime":980.4,"endTime":984.0,"body":"there, but the one price thing"},{"speaker":"Kyle Mountsier","startTime":984.0,"endTime":987.99,"body":"like customers, always I'm gonna"},{"speaker":"Kyle Mountsier","startTime":984.0,"endTime":987.99,"body":"have to have the best price in"},{"speaker":"Kyle Mountsier","startTime":987.99,"endTime":991.71,"body":"the market every time and I'm"},{"speaker":"Kyle Mountsier","startTime":987.99,"endTime":991.71,"body":"just gonna lose margin. But what"},{"speaker":"Kyle Mountsier","startTime":991.71,"endTime":994.56,"body":"I'm hearing from you and from my"},{"speaker":"Kyle Mountsier","startTime":991.71,"endTime":994.56,"body":"experience is that that's not,"},{"speaker":"Kyle Mountsier","startTime":994.74,"endTime":997.56,"body":"that's not always the case like"},{"speaker":"Kyle Mountsier","startTime":994.74,"endTime":997.56,"body":"you don't, it's not, it doesn't"},{"speaker":"Kyle Mountsier","startTime":997.95,"endTime":1001.19,"body":"continue to be a race to the"},{"speaker":"Kyle Mountsier","startTime":997.95,"endTime":1001.19,"body":"bottom, as you create this"},{"speaker":"Kyle Mountsier","startTime":1001.19,"endTime":1001.76,"body":"dynamics. Yeah,"},{"speaker":"Michael Wood","startTime":1001.76,"endTime":1003.38,"body":"you have to pay to"},{"speaker":"Michael Wood","startTime":1001.76,"endTime":1003.38,"body":"play, you know, in the"},{"speaker":"Michael Wood","startTime":1003.38,"endTime":1006.05,"body":"beginning, you're gonna have to"},{"speaker":"Michael Wood","startTime":1003.38,"endTime":1006.05,"body":"be the best price because that's"},{"speaker":"Michael Wood","startTime":1006.05,"endTime":1008.87,"body":"the cost of entry, you want to"},{"speaker":"Michael Wood","startTime":1006.05,"endTime":1008.87,"body":"make sure that you can get the"},{"speaker":"Michael Wood","startTime":1008.87,"endTime":1012.14,"body":"people through the doors. And at"},{"speaker":"Michael Wood","startTime":1008.87,"endTime":1012.14,"body":"that point, you have to deliver"},{"speaker":"Michael Wood","startTime":1012.14,"endTime":1015.2,"body":"that different experience. And"},{"speaker":"Michael Wood","startTime":1012.14,"endTime":1015.2,"body":"over time, as you continue to"},{"speaker":"Michael Wood","startTime":1015.2,"endTime":1017.9,"body":"deliver that different"},{"speaker":"Michael Wood","startTime":1015.2,"endTime":1017.9,"body":"experience. It does afford you"},{"speaker":"Michael Wood","startTime":1017.9,"endTime":1021.68,"body":"to increase your front end price"},{"speaker":"Michael Wood","startTime":1017.9,"endTime":1021.68,"body":"points. But we're not talking"},{"speaker":"Michael Wood","startTime":1021.68,"endTime":1023.75,"body":"about being the highest price in"},{"speaker":"Michael Wood","startTime":1021.68,"endTime":1023.75,"body":"the market. But we're also not"},{"speaker":"Michael Wood","startTime":1023.75,"endTime":1027.14,"body":"talking about being the lowest,"},{"speaker":"Michael Wood","startTime":1023.75,"endTime":1027.14,"body":"there is a value to the"},{"speaker":"Michael Wood","startTime":1027.23,"endTime":1031.61,"body":"customers and they say it loud"},{"speaker":"Michael Wood","startTime":1027.23,"endTime":1031.61,"body":"every day with being transparent"},{"speaker":"Michael Wood","startTime":1031.61,"endTime":1034.91,"body":"and an open. I mean, if you take"},{"speaker":"Michael Wood","startTime":1031.61,"endTime":1034.91,"body":"the state of Virginia, I believe"},{"speaker":"Michael Wood","startTime":1034.97,"endTime":1038.33,"body":"I could be off on 2023 numbers."},{"speaker":"Michael Wood","startTime":1034.97,"endTime":1038.33,"body":"But I think seven of the 10"},{"speaker":"Michael Wood","startTime":1038.33,"endTime":1042.53,"body":"largest used car dealerships"},{"speaker":"Michael Wood","startTime":1038.33,"endTime":1042.53,"body":"were Carmax. I mean, I don't"},{"speaker":"Michael Wood","startTime":1042.53,"endTime":1045.11,"body":"know what more of a statement"},{"speaker":"Michael Wood","startTime":1042.53,"endTime":1045.11,"body":"you need than that to say, hey,"},{"speaker":"Michael Wood","startTime":1045.11,"endTime":1048.41,"body":"we want to transact differently."},{"speaker":"Michael Wood","startTime":1045.11,"endTime":1048.41,"body":"You know, we've always put the"},{"speaker":"Michael Wood","startTime":1048.41,"endTime":1051.56,"body":"customer into the box that's"},{"speaker":"Michael Wood","startTime":1048.41,"endTime":1051.56,"body":"most profitable for us, instead"},{"speaker":"Michael Wood","startTime":1051.56,"endTime":1054.62,"body":"of asking the hard questions of"},{"speaker":"Michael Wood","startTime":1051.56,"endTime":1054.62,"body":"how do you want to transact and"},{"speaker":"Michael Wood","startTime":1054.62,"endTime":1057.83,"body":"then building the profitable box"},{"speaker":"Michael Wood","startTime":1054.62,"endTime":1057.83,"body":"around that. That's the future."},{"speaker":"Michael Wood","startTime":1057.86,"endTime":1059.51,"body":"That's what our industry has to"},{"speaker":"Michael Wood","startTime":1057.86,"endTime":1059.51,"body":"do."},{"speaker":"Paul J Daly","startTime":1060.08,"endTime":1062.33,"body":"So you've"},{"speaker":"Paul J Daly","startTime":1060.08,"endTime":1062.33,"body":"definitely seen a lot of the"},{"speaker":"Paul J Daly","startTime":1062.36,"endTime":1065.36,"body":"pain and have you used the"},{"speaker":"Paul J Daly","startTime":1062.36,"endTime":1065.36,"body":"dealer, right, the other"},{"speaker":"Paul J Daly","startTime":1065.36,"endTime":1067.67,"body":"management team have been"},{"speaker":"Paul J Daly","startTime":1065.36,"endTime":1067.67,"body":"willing to engage the pain and"},{"speaker":"Paul J Daly","startTime":1067.67,"endTime":1070.46,"body":"the discomfort of transitioning"},{"speaker":"Paul J Daly","startTime":1067.67,"endTime":1070.46,"body":"to like, single point of"},{"speaker":"Paul J Daly","startTime":1070.46,"endTime":1074.09,"body":"contact, right. And you've that"},{"speaker":"Paul J Daly","startTime":1070.46,"endTime":1074.09,"body":"has been very intentional. We're"},{"speaker":"Paul J Daly","startTime":1074.09,"endTime":1078.32,"body":"in a day and age where there are"},{"speaker":"Paul J Daly","startTime":1074.09,"endTime":1078.32,"body":"a lot of dealers kind of"},{"speaker":"Paul J Daly","startTime":1078.32,"endTime":1082.73,"body":"circling the runway on that, or"},{"speaker":"Paul J Daly","startTime":1078.32,"endTime":1082.73,"body":"seriously considering it in a"},{"speaker":"Paul J Daly","startTime":1082.73,"endTime":1085.91,"body":"way they never had before"},{"speaker":"Paul J Daly","startTime":1082.73,"endTime":1085.91,"body":"because of the current climate."},{"speaker":"Paul J Daly","startTime":1086.36,"endTime":1088.67,"body":"What would you say to them?"},{"speaker":"Paul J Daly","startTime":1086.36,"endTime":1088.67,"body":"Like, what were the biggest hang"},{"speaker":"Paul J Daly","startTime":1088.67,"endTime":1090.74,"body":"ups when you were making the"},{"speaker":"Paul J Daly","startTime":1088.67,"endTime":1090.74,"body":"decision to go in and the"},{"speaker":"Paul J Daly","startTime":1090.74,"endTime":1093.38,"body":"biggest pain points? And what"},{"speaker":"Paul J Daly","startTime":1090.74,"endTime":1093.38,"body":"did you learn on the other side"},{"speaker":"Paul J Daly","startTime":1093.38,"endTime":1094.25,"body":"when you push through them?"},{"speaker":"Michael Wood","startTime":1095.06,"endTime":1097.61,"body":"So what I will say"},{"speaker":"Michael Wood","startTime":1095.06,"endTime":1097.61,"body":"is that it has to start with the"},{"speaker":"Michael Wood","startTime":1097.61,"endTime":1100.25,"body":"dealer, you know, Mr. Schneider"},{"speaker":"Michael Wood","startTime":1097.61,"endTime":1100.25,"body":"came in, and he told us, you"},{"speaker":"Michael Wood","startTime":1100.25,"endTime":1103.01,"body":"know, the chips been turned"},{"speaker":"Michael Wood","startTime":1100.25,"endTime":1103.01,"body":"around 180 degrees, there is no"},{"speaker":"Michael Wood","startTime":1103.01,"endTime":1107.27,"body":"motor, there are no oars, we're"},{"speaker":"Michael Wood","startTime":1103.01,"endTime":1107.27,"body":"not turning back around, this is"},{"speaker":"Michael Wood","startTime":1107.27,"endTime":1110.27,"body":"the future. And this is the"},{"speaker":"Michael Wood","startTime":1107.27,"endTime":1110.27,"body":"path. And there has to be that"},{"speaker":"Michael Wood","startTime":1110.27,"endTime":1113.36,"body":"sort of dedication from the"},{"speaker":"Michael Wood","startTime":1110.27,"endTime":1113.36,"body":"dealer to start with. But then"},{"speaker":"Michael Wood","startTime":1113.36,"endTime":1115.88,"body":"once you transition, it's kind"},{"speaker":"Michael Wood","startTime":1113.36,"endTime":1115.88,"body":"of about pointing out things to"},{"speaker":"Michael Wood","startTime":1115.88,"endTime":1118.13,"body":"the customer and to the to the"},{"speaker":"Michael Wood","startTime":1115.88,"endTime":1118.13,"body":"customer as a customer because I"},{"speaker":"Michael Wood","startTime":1118.13,"endTime":1122.3,"body":"feel like my employees are my"},{"speaker":"Michael Wood","startTime":1118.13,"endTime":1122.3,"body":"customer. But you have to point"},{"speaker":"Michael Wood","startTime":1122.3,"endTime":1124.13,"body":"out things. You know, one of the"},{"speaker":"Michael Wood","startTime":1122.3,"endTime":1124.13,"body":"big things when you go to"},{"speaker":"Michael Wood","startTime":1124.13,"endTime":1127.97,"body":"commission free is, oh, I can't"},{"speaker":"Michael Wood","startTime":1124.13,"endTime":1127.97,"body":"make you know, $2,000 on that"},{"speaker":"Michael Wood","startTime":1127.97,"endTime":1131.0,"body":"deal anymore. No, but what were"},{"speaker":"Michael Wood","startTime":1127.97,"endTime":1131.0,"body":"you making per car in the"},{"speaker":"Michael Wood","startTime":1131.0,"endTime":1133.43,"body":"traditional model, and let me"},{"speaker":"Michael Wood","startTime":1131.0,"endTime":1133.43,"body":"show you what you can make per"},{"speaker":"Michael Wood","startTime":1133.43,"endTime":1136.07,"body":"car in this model. And if you"},{"speaker":"Michael Wood","startTime":1133.43,"endTime":1136.07,"body":"can sleep a little bit better at"},{"speaker":"Michael Wood","startTime":1136.07,"endTime":1139.28,"body":"night, and your per car average"},{"speaker":"Michael Wood","startTime":1136.07,"endTime":1139.28,"body":"stays the same. It's not a win"},{"speaker":"Michael Wood","startTime":1139.55,"endTime":1141.92,"body":"doesn't doesn't make you a"},{"speaker":"Michael Wood","startTime":1139.55,"endTime":1141.92,"body":"little bit happy. And that's"},{"speaker":"Michael Wood","startTime":1141.92,"endTime":1144.56,"body":"what we found. I mean, our"},{"speaker":"Michael Wood","startTime":1141.92,"endTime":1144.56,"body":"averages are quite high when it"},{"speaker":"Michael Wood","startTime":1144.56,"endTime":1147.95,"body":"comes to pay per car. But that's"},{"speaker":"Michael Wood","startTime":1144.56,"endTime":1147.95,"body":"because we expect an experience"},{"speaker":"Michael Wood","startTime":1147.95,"endTime":1151.46,"body":"and we get to deliver that by"},{"speaker":"Michael Wood","startTime":1147.95,"endTime":1151.46,"body":"paying the product specialist"},{"speaker":"Michael Wood","startTime":1151.46,"endTime":1154.13,"body":"what they're deserved. You know,"},{"speaker":"Michael Wood","startTime":1151.46,"endTime":1154.13,"body":"their job is to find the least"},{"speaker":"Michael Wood","startTime":1154.13,"endTime":1157.19,"body":"expensive vehicle that best fits"},{"speaker":"Michael Wood","startTime":1154.13,"endTime":1157.19,"body":"the customer's need at any one"},{"speaker":"Michael Wood","startTime":1157.19,"endTime":1158.3,"body":"of our locations."},{"speaker":"Paul J Daly","startTime":1159.68,"endTime":1163.16,"body":"All right. So"},{"speaker":"Paul J Daly","startTime":1159.68,"endTime":1163.16,"body":"there's so much to chew. I've"},{"speaker":"Paul J Daly","startTime":1163.16,"endTime":1164.42,"body":"heard those words before,"},{"speaker":"Kyle Mountsier","startTime":1164.48,"endTime":1168.38,"body":"I'm sure you"},{"speaker":"Kyle Mountsier","startTime":1164.48,"endTime":1168.38,"body":"have. I think you and I know"},{"speaker":"Kyle Mountsier","startTime":1168.38,"endTime":1170.36,"body":"some of the same people might I"},{"speaker":"Kyle Mountsier","startTime":1168.38,"endTime":1170.36,"body":"think."},{"speaker":"Michael Wood","startTime":1172.43,"endTime":1174.2,"body":"But that's good,"},{"speaker":"Michael Wood","startTime":1172.43,"endTime":1174.2,"body":"because that means the message"},{"speaker":"Michael Wood","startTime":1174.2,"endTime":1177.83,"body":"is getting spread around and"},{"speaker":"Michael Wood","startTime":1174.2,"endTime":1177.83,"body":"that people are seeing that I"},{"speaker":"Michael Wood","startTime":1177.86,"endTime":1180.23,"body":"what I really hope that comes"},{"speaker":"Michael Wood","startTime":1177.86,"endTime":1180.23,"body":"out of COVID is that we realize"},{"speaker":"Michael Wood","startTime":1180.23,"endTime":1183.65,"body":"that we can get to a point to"},{"speaker":"Michael Wood","startTime":1180.23,"endTime":1183.65,"body":"where pricing no longer matters,"},{"speaker":"Michael Wood","startTime":1183.65,"endTime":1186.29,"body":"because isn't that what COVID"},{"speaker":"Michael Wood","startTime":1183.65,"endTime":1186.29,"body":"showed us? I mean, we went from"},{"speaker":"Michael Wood","startTime":1186.41,"endTime":1192.2,"body":"$2,500 below invoice on Toyota"},{"speaker":"Michael Wood","startTime":1186.41,"endTime":1192.2,"body":"Camrys to $5,000 above. And at"},{"speaker":"Michael Wood","startTime":1192.2,"endTime":1195.89,"body":"the same time demand was always"},{"speaker":"Michael Wood","startTime":1192.2,"endTime":1195.89,"body":"there. So it's never really been"},{"speaker":"Michael Wood","startTime":1195.89,"endTime":1199.22,"body":"about price. It's always been"},{"speaker":"Michael Wood","startTime":1195.89,"endTime":1199.22,"body":"about how we treat the customer"},{"speaker":"Michael Wood","startTime":1199.37,"endTime":1201.83,"body":"and we've all We've made it"},{"speaker":"Michael Wood","startTime":1199.37,"endTime":1201.83,"body":"about price. We've always said,"},{"speaker":"Michael Wood","startTime":1201.83,"endTime":1204.11,"body":"Well, you know what, we're not"},{"speaker":"Michael Wood","startTime":1201.83,"endTime":1204.11,"body":"going to fix who we are, we're"},{"speaker":"Michael Wood","startTime":1204.11,"endTime":1206.81,"body":"just going to discount our way"},{"speaker":"Michael Wood","startTime":1204.11,"endTime":1206.81,"body":"to a sale. And that is not"},{"speaker":"Michael Wood","startTime":1206.81,"endTime":1207.56,"body":"sustainable."},{"speaker":"Kyle Mountsier","startTime":1208.01,"endTime":1210.26,"body":"To ask the"},{"speaker":"Kyle Mountsier","startTime":1208.01,"endTime":1210.26,"body":"question, absolutely, we"},{"speaker":"Paul J Daly","startTime":1210.29,"endTime":1213.74,"body":"did. Yeah, et"},{"speaker":"Paul J Daly","startTime":1210.29,"endTime":1213.74,"body":"cetera. Alright, so we don't"},{"speaker":"Paul J Daly","startTime":1213.74,"endTime":1217.25,"body":"have we only have a couple"},{"speaker":"Paul J Daly","startTime":1213.74,"endTime":1217.25,"body":"minutes left here. But when we"},{"speaker":"Paul J Daly","startTime":1217.25,"endTime":1221.3,"body":"think about leading your team"},{"speaker":"Paul J Daly","startTime":1217.25,"endTime":1221.3,"body":"into 2024, a lot of leaders we"},{"speaker":"Paul J Daly","startTime":1221.3,"endTime":1224.63,"body":"know like, well, a focus, a"},{"speaker":"Paul J Daly","startTime":1221.3,"endTime":1224.63,"body":"word, a trajectory, what is your"},{"speaker":"Paul J Daly","startTime":1224.63,"endTime":1228.5,"body":"focus in team leadership in your"},{"speaker":"Paul J Daly","startTime":1224.63,"endTime":1228.5,"body":"stores in 2024?"},{"speaker":"Michael Wood","startTime":1228.77,"endTime":1231.47,"body":"So I just finished"},{"speaker":"Michael Wood","startTime":1228.77,"endTime":1231.47,"body":"reading a book by David McColl."},{"speaker":"Michael Wood","startTime":1231.47,"endTime":1236.0,"body":"And now I'm moving on to what is"},{"speaker":"Michael Wood","startTime":1231.47,"endTime":1236.0,"body":"it unreasonable hospitality, and"},{"speaker":"Michael Wood","startTime":1236.0,"endTime":1238.85,"body":"I started reading the insert"},{"speaker":"Michael Wood","startTime":1236.0,"endTime":1238.85,"body":"this morning from Simon Sinek."},{"speaker":"Michael Wood","startTime":1239.12,"endTime":1241.85,"body":"And I wrote it down because I"},{"speaker":"Michael Wood","startTime":1239.12,"endTime":1241.85,"body":"thought it was it is gonna be my"},{"speaker":"Michael Wood","startTime":1241.85,"endTime":1243.08,"body":"mantra for 2020."},{"speaker":"Paul J Daly","startTime":1243.53,"endTime":1245.75,"body":"We lost him right"},{"speaker":"Paul J Daly","startTime":1243.53,"endTime":1245.75,"body":"before hold. I lost him the best"},{"speaker":"Paul J Daly","startTime":1245.75,"endTime":1247.58,"body":"party back. He'll be back, we'll"},{"speaker":"Kyle Mountsier","startTime":1247.58,"endTime":1249.23,"body":"get we'll both"},{"speaker":"Kyle Mountsier","startTime":1247.58,"endTime":1249.23,"body":"grab the book. Yeah, I'm"},{"speaker":"Paul J Daly","startTime":1249.23,"endTime":1252.2,"body":"looking for nine"},{"speaker":"Paul J Daly","startTime":1249.23,"endTime":1252.2,"body":"right now. You said, we lost you"},{"speaker":"Paul J Daly","startTime":1252.2,"endTime":1254.69,"body":"for a second. But we lost"},{"speaker":"Paul J Daly","startTime":1252.2,"endTime":1254.69,"body":"looking around for our copies of"},{"speaker":"Paul J Daly","startTime":1254.69,"endTime":1255.02,"body":"unreal, I"},{"speaker":"Michael Wood","startTime":1256.94,"endTime":1258.2,"body":"don't know where"},{"speaker":"Michael Wood","startTime":1256.94,"endTime":1258.2,"body":"it is. But it'd be right in the"},{"speaker":"Michael Wood","startTime":1258.2,"endTime":1262.1,"body":"intro from from Simon Sinek. He"},{"speaker":"Michael Wood","startTime":1258.2,"endTime":1262.1,"body":"says something that says the two"},{"speaker":"Michael Wood","startTime":1262.1,"endTime":1265.25,"body":"cannot be separated, great"},{"speaker":"Michael Wood","startTime":1262.1,"endTime":1265.25,"body":"service cannot exist without"},{"speaker":"Michael Wood","startTime":1265.25,"endTime":1267.89,"body":"great leadership. And for me, I"},{"speaker":"Michael Wood","startTime":1265.25,"endTime":1267.89,"body":"feel like that that makes sure"},{"speaker":"Michael Wood","startTime":1267.89,"endTime":1270.62,"body":"that I'm always looking out for"},{"speaker":"Michael Wood","startTime":1267.89,"endTime":1270.62,"body":"my staff, that I'm making sure"},{"speaker":"Michael Wood","startTime":1270.62,"endTime":1273.05,"body":"that pay plans are fair, that"},{"speaker":"Michael Wood","startTime":1270.62,"endTime":1273.05,"body":"I'm making sure that they're"},{"speaker":"Michael Wood","startTime":1273.05,"endTime":1276.26,"body":"taking their time off. When I do"},{"speaker":"Michael Wood","startTime":1273.05,"endTime":1276.26,"body":"the time cards every two weeks,"},{"speaker":"Michael Wood","startTime":1276.26,"endTime":1278.75,"body":"I'm looking at how many hours"},{"speaker":"Michael Wood","startTime":1276.26,"endTime":1278.75,"body":"they're working per week? And is"},{"speaker":"Michael Wood","startTime":1278.75,"endTime":1281.42,"body":"it fair to them? You know, it is"},{"speaker":"Michael Wood","startTime":1278.75,"endTime":1281.42,"body":"also fair to the dealer? Are"},{"speaker":"Michael Wood","startTime":1281.42,"endTime":1283.73,"body":"they working too little? Or are"},{"speaker":"Michael Wood","startTime":1281.42,"endTime":1283.73,"body":"they working too much. And often"},{"speaker":"Michael Wood","startTime":1283.73,"endTime":1287.15,"body":"we find specifically when it"},{"speaker":"Michael Wood","startTime":1283.73,"endTime":1287.15,"body":"comes to service consultants and"},{"speaker":"Michael Wood","startTime":1287.15,"endTime":1289.76,"body":"product specialists, ie sales"},{"speaker":"Michael Wood","startTime":1287.15,"endTime":1289.76,"body":"associates, that they're"},{"speaker":"Michael Wood","startTime":1289.76,"endTime":1292.01,"body":"spending their lives here, but"},{"speaker":"Michael Wood","startTime":1289.76,"endTime":1292.01,"body":"that's not what we signed up"},{"speaker":"Michael Wood","startTime":1292.01,"endTime":1295.49,"body":"for. Nobody did. You didn't come"},{"speaker":"Michael Wood","startTime":1292.01,"endTime":1295.49,"body":"to this job saying hey, I will"},{"speaker":"Michael Wood","startTime":1295.49,"endTime":1298.7,"body":"give you my life in exchange for"},{"speaker":"Michael Wood","startTime":1295.49,"endTime":1298.7,"body":"an income. You said I'll give"},{"speaker":"Michael Wood","startTime":1298.7,"endTime":1302.69,"body":"you 40 to 45 hours a week in"},{"speaker":"Michael Wood","startTime":1298.7,"endTime":1302.69,"body":"exchange for an income. And my"},{"speaker":"Michael Wood","startTime":1302.72,"endTime":1306.56,"body":"my driving force for 2024 is"},{"speaker":"Michael Wood","startTime":1302.72,"endTime":1306.56,"body":"getting as much productivity and"},{"speaker":"Michael Wood","startTime":1306.56,"endTime":1309.32,"body":"efficiency out of those people"},{"speaker":"Michael Wood","startTime":1306.56,"endTime":1309.32,"body":"in the time that they need to be"},{"speaker":"Michael Wood","startTime":1309.32,"endTime":1311.9,"body":"here, not a minute longer. I"},{"speaker":"Michael Wood","startTime":1309.32,"endTime":1311.9,"body":"want them out there with their"},{"speaker":"Michael Wood","startTime":1311.9,"endTime":1313.85,"body":"families doing what they should"},{"speaker":"Michael Wood","startTime":1311.9,"endTime":1313.85,"body":"be doing."},{"speaker":"Kyle Mountsier","startTime":1314.66,"endTime":1316.79,"body":"I love it. Well,"},{"speaker":"Kyle Mountsier","startTime":1314.66,"endTime":1316.79,"body":"hey, look, you are going to"},{"speaker":"Kyle Mountsier","startTime":1317.06,"endTime":1320.9,"body":"wildly enjoy that book. I've"},{"speaker":"Kyle Mountsier","startTime":1317.06,"endTime":1320.9,"body":"read it a time and a half. I've"},{"speaker":"Kyle Mountsier","startTime":1320.9,"endTime":1323.99,"body":"got to finish the the second"},{"speaker":"Kyle Mountsier","startTime":1320.9,"endTime":1323.99,"body":"time through at this point, Paul"},{"speaker":"Kyle Mountsier","startTime":1323.99,"endTime":1329.27,"body":"and I are committed to it. And"},{"speaker":"Kyle Mountsier","startTime":1323.99,"endTime":1329.27,"body":"by by note that that's what"},{"speaker":"Kyle Mountsier","startTime":1329.27,"endTime":1331.25,"body":"you're committed to in the books"},{"speaker":"Kyle Mountsier","startTime":1329.27,"endTime":1331.25,"body":"that you're reading. I know that"},{"speaker":"Kyle Mountsier","startTime":1331.25,"endTime":1333.38,"body":"you're leading an incredible"},{"speaker":"Kyle Mountsier","startTime":1331.25,"endTime":1333.38,"body":"team and the work that you've"},{"speaker":"Kyle Mountsier","startTime":1333.38,"endTime":1335.72,"body":"done, I think will be an"},{"speaker":"Kyle Mountsier","startTime":1333.38,"endTime":1335.72,"body":"encouragement to a lot of"},{"speaker":"Kyle Mountsier","startTime":1335.72,"endTime":1340.4,"body":"people. So thank you so much. On"},{"speaker":"Kyle Mountsier","startTime":1335.72,"endTime":1340.4,"body":"behalf of myself and Paul, for"},{"speaker":"Kyle Mountsier","startTime":1340.4,"endTime":1341.9,"body":"joining us here on auto flex."},{"speaker":"Michael Wood","startTime":1342.2,"endTime":1343.55,"body":"Appreciate it."},{"speaker":"Michael Wood","startTime":1342.2,"endTime":1343.55,"body":"Thanks for everything you guys"},{"speaker":"Michael Wood","startTime":1343.55,"endTime":1344.66,"body":"are doing. And thanks for having"},{"speaker":"Michael Wood","startTime":1343.55,"endTime":1344.66,"body":"me."},{"speaker":"Kyle Mountsier","startTime":1348.56,"endTime":1349.85,"body":"You didn't even"},{"speaker":"Kyle Mountsier","startTime":1348.56,"endTime":1349.85,"body":"make it to the"},{"speaker":"Michael Cirillo","startTime":1351.71,"endTime":1354.47,"body":"go guys. How"},{"speaker":"Michael Cirillo","startTime":1351.71,"endTime":1354.47,"body":"was it?"},{"speaker":"Paul J Daly","startTime":1356.93,"endTime":1359.48,"body":"So the funny thing"},{"speaker":"Paul J Daly","startTime":1356.93,"endTime":1359.48,"body":"is Michael Cirillo didn't make"},{"speaker":"Paul J Daly","startTime":1359.48,"endTime":1362.81,"body":"it to the call. So Kyle, and I"},{"speaker":"Paul J Daly","startTime":1359.48,"endTime":1362.81,"body":"got to talk to Michael would all"},{"speaker":"Paul J Daly","startTime":1362.81,"endTime":1365.21,"body":"do ourselves. And I know"},{"speaker":"Michael Cirillo","startTime":1365.21,"endTime":1366.68,"body":"what I'm really"},{"speaker":"Michael Cirillo","startTime":1365.21,"endTime":1366.68,"body":"concerned about as the people"},{"speaker":"Michael Cirillo","startTime":1366.68,"endTime":1370.28,"body":"that watch in particular, if"},{"speaker":"Michael Cirillo","startTime":1366.68,"endTime":1370.28,"body":"you're watching our intros and"},{"speaker":"Michael Cirillo","startTime":1370.28,"endTime":1372.74,"body":"outros you're like, but why are"},{"speaker":"Michael Cirillo","startTime":1370.28,"endTime":1372.74,"body":"they all wearing the same"},{"speaker":"Michael Cirillo","startTime":1372.74,"endTime":1376.73,"body":"clothes because my closet"},{"speaker":"Michael Cirillo","startTime":1372.74,"endTime":1376.73,"body":"continuity, people continuity,"},{"speaker":"Paul J Daly","startTime":1377.84,"endTime":1381.65,"body":"the continuity, the"},{"speaker":"Paul J Daly","startTime":1377.84,"endTime":1381.65,"body":"steps that we take to have"},{"speaker":"Paul J Daly","startTime":1381.68,"endTime":1384.68,"body":"visual continuity are actually"},{"speaker":"Paul J Daly","startTime":1381.68,"endTime":1384.68,"body":"pretty fun and humorous. One"},{"speaker":"Paul J Daly","startTime":1384.68,"endTime":1388.13,"body":"day, maybe we'll make a beat"},{"speaker":"Paul J Daly","startTime":1384.68,"endTime":1388.13,"body":"roll of that. But but let's be"},{"speaker":"Paul J Daly","startTime":1388.13,"endTime":1392.75,"body":"real. If you go in any one of"},{"speaker":"Paul J Daly","startTime":1388.13,"endTime":1392.75,"body":"our clothes, closets, it's kind"},{"speaker":"Paul J Daly","startTime":1392.75,"endTime":1395.81,"body":"of like you're shopping at a"},{"speaker":"Paul J Daly","startTime":1392.75,"endTime":1395.81,"body":"retail store where you just have"},{"speaker":"Paul J Daly","startTime":1395.81,"endTime":1397.88,"body":"like, 20 of the same thing. It's"},{"speaker":"Michael Cirillo","startTime":1397.88,"endTime":1399.8,"body":"the Henry Ford"},{"speaker":"Michael Cirillo","startTime":1397.88,"endTime":1399.8,"body":"mentality. It's like you can"},{"speaker":"Paul J Daly","startTime":1401.45,"endTime":1404.15,"body":"black. Yeah, as"},{"speaker":"Paul J Daly","startTime":1401.45,"endTime":1404.15,"body":"long as it's black. I mean, it's"},{"speaker":"Paul J Daly","startTime":1404.15,"endTime":1406.46,"body":"the Mark Zuckerberg, it's the"},{"speaker":"Paul J Daly","startTime":1404.15,"endTime":1406.46,"body":"Steve Jobs like, Oh, we're the"},{"speaker":"Paul J Daly","startTime":1406.46,"endTime":1407.6,"body":"same thing. So it's"},{"speaker":"Kyle Mountsier","startTime":1407.6,"endTime":1409.28,"body":"the same type of"},{"speaker":"Kyle Mountsier","startTime":1407.6,"endTime":1409.28,"body":"innovation that Michael was"},{"speaker":"Kyle Mountsier","startTime":1409.28,"endTime":1412.19,"body":"talking about, actually. And"},{"speaker":"Kyle Mountsier","startTime":1409.28,"endTime":1412.19,"body":"this actually is a really good"},{"speaker":"Kyle Mountsier","startTime":1412.19,"endTime":1418.85,"body":"segue into this because for them"},{"speaker":"Kyle Mountsier","startTime":1412.19,"endTime":1418.85,"body":"as an organization to way"},{"speaker":"Kyle Mountsier","startTime":1418.85,"endTime":1424.25,"body":"earlier than anybody else in the"},{"speaker":"Kyle Mountsier","startTime":1418.85,"endTime":1424.25,"body":"country, maybe then like save 10"},{"speaker":"Kyle Mountsier","startTime":1424.28,"endTime":1427.73,"body":"dealer groups, be thinking about"},{"speaker":"Kyle Mountsier","startTime":1424.28,"endTime":1427.73,"body":"one price single point of"},{"speaker":"Kyle Mountsier","startTime":1427.73,"endTime":1432.8,"body":"contact, the things that like"},{"speaker":"Kyle Mountsier","startTime":1427.73,"endTime":1432.8,"body":"now, in 2024, it's starting to"},{"speaker":"Kyle Mountsier","startTime":1432.8,"endTime":1436.37,"body":"become a normal conversation. I"},{"speaker":"Kyle Mountsier","startTime":1432.8,"endTime":1436.37,"body":"very in the last week gotten"},{"speaker":"Kyle Mountsier","startTime":1436.37,"endTime":1439.88,"body":"three requests for who do you"},{"speaker":"Kyle Mountsier","startTime":1436.37,"endTime":1439.88,"body":"know that does this? Who do you"},{"speaker":"Kyle Mountsier","startTime":1439.88,"endTime":1442.58,"body":"know, that does it? Well, they"},{"speaker":"Kyle Mountsier","startTime":1439.88,"endTime":1442.58,"body":"were doing it back then. Like"},{"speaker":"Kyle Mountsier","startTime":1442.58,"endTime":1446.39,"body":"they've always been pursuing a"},{"speaker":"Kyle Mountsier","startTime":1442.58,"endTime":1446.39,"body":"better customer and employee"},{"speaker":"Kyle Mountsier","startTime":1446.39,"endTime":1447.23,"body":"experience. Without"},{"speaker":"Paul J Daly","startTime":1447.26,"endTime":1450.74,"body":"that, let me give"},{"speaker":"Paul J Daly","startTime":1447.26,"endTime":1450.74,"body":"you a little insight to that. I"},{"speaker":"Paul J Daly","startTime":1450.74,"endTime":1453.83,"body":"didn't share with either of you"},{"speaker":"Paul J Daly","startTime":1450.74,"endTime":1453.83,"body":"before the interview, Michael"},{"speaker":"Paul J Daly","startTime":1453.83,"endTime":1456.02,"body":"made a comment on one of my"},{"speaker":"Paul J Daly","startTime":1453.83,"endTime":1456.02,"body":"LinkedIn posts, and it was a"},{"speaker":"Paul J Daly","startTime":1456.02,"endTime":1461.57,"body":"post about pretty much like if"},{"speaker":"Paul J Daly","startTime":1456.02,"endTime":1461.57,"body":"we had a session at ASOTU CON,"},{"speaker":"Paul J Daly","startTime":1461.75,"endTime":1464.42,"body":"that was like how to be a great"},{"speaker":"Paul J Daly","startTime":1461.75,"endTime":1464.42,"body":"parent and a great professional"},{"speaker":"Paul J Daly","startTime":1464.42,"endTime":1466.7,"body":"and brought in somebody a"},{"speaker":"Paul J Daly","startTime":1464.42,"endTime":1466.7,"body":"professional to help us like"},{"speaker":"Paul J Daly","startTime":1466.7,"endTime":1469.67,"body":"navigate like parenting while"},{"speaker":"Paul J Daly","startTime":1466.7,"endTime":1469.67,"body":"we're busy and finding balance"},{"speaker":"Paul J Daly","startTime":1469.67,"endTime":1473.75,"body":"there. Michael's response, his"},{"speaker":"Paul J Daly","startTime":1469.67,"endTime":1473.75,"body":"comment to that post was this. I"},{"speaker":"Paul J Daly","startTime":1473.75,"endTime":1477.47,"body":"don't have kids. But I really"},{"speaker":"Paul J Daly","startTime":1473.75,"endTime":1477.47,"body":"want to go to that session. So I"},{"speaker":"Paul J Daly","startTime":1477.47,"endTime":1481.7,"body":"understand my team who has kids"},{"speaker":"Paul J Daly","startTime":1477.47,"endTime":1481.7,"body":"and even more, and I was like"},{"speaker":"Paul J Daly","startTime":1481.73,"endTime":1483.41,"body":"that is exactly"},{"speaker":"Michael Cirillo","startTime":1483.41,"endTime":1485.39,"body":"what we're"},{"speaker":"Michael Cirillo","startTime":1483.41,"endTime":1485.39,"body":"talking about person business"},{"speaker":"Michael Cirillo","startTime":1485.39,"endTime":1486.89,"body":"person. Yes, business"},{"speaker":"Paul J Daly","startTime":1486.89,"endTime":1490.52,"body":"person, human"},{"speaker":"Paul J Daly","startTime":1486.89,"endTime":1490.52,"body":"person. People that loves people"},{"speaker":"Paul J Daly","startTime":1490.52,"endTime":1493.1,"body":"more than he loves cars and"},{"speaker":"Paul J Daly","startTime":1490.52,"endTime":1493.1,"body":"fancy enough that happens to"},{"speaker":"Paul J Daly","startTime":1493.1,"endTime":1496.94,"body":"make him a really successful"},{"speaker":"Paul J Daly","startTime":1493.1,"endTime":1496.94,"body":"dealer. So on behalf of Kyle"},{"speaker":"Paul J Daly","startTime":1496.94,"endTime":1499.88,"body":"Mountsier, Michael Cirillo, and"},{"speaker":"Paul J Daly","startTime":1496.94,"endTime":1499.88,"body":"myself, thank you so much for"},{"speaker":"Paul J Daly","startTime":1499.88,"endTime":1502.1,"body":"Joe Joining us for this"},{"speaker":"Paul J Daly","startTime":1499.88,"endTime":1502.1,"body":"conversation. I hope to see you"},{"speaker":"Paul J Daly","startTime":1502.1,"endTime":1504.62,"body":"next time on Auto Collabs. Sign"},{"speaker":"Unknown","startTime":1504.62,"endTime":1507.86,"body":"up for our free and fun"},{"speaker":"Unknown","startTime":1504.62,"endTime":1507.86,"body":"to read daily email for a free"},{"speaker":"Unknown","startTime":1507.86,"endTime":1511.4,"body":"shot of relevant news and"},{"speaker":"Unknown","startTime":1507.86,"endTime":1511.4,"body":"automotive, retail media and pop"},{"speaker":"Unknown","startTime":1511.4,"endTime":1516.53,"body":"culture. You can get it"},{"speaker":"Unknown","startTime":1511.4,"endTime":1516.53,"body":"now@asotu.com That's ASOTU.com"},{"speaker":"Unknown","startTime":1517.01,"endTime":1520.55,"body":"If you love this podcast, please"},{"speaker":"Unknown","startTime":1517.01,"endTime":1520.55,"body":"leave us a review and share it"},{"speaker":"Unknown","startTime":1520.55,"endTime":1523.55,"body":"with a friend. Thanks again for"},{"speaker":"Unknown","startTime":1520.55,"endTime":1523.55,"body":"listening. We'll see you next"},{"speaker":"Unknown","startTime":1523.55,"endTime":1523.76,"body":"time"},{"speaker":"Unknown","startTime":1535.22,"endTime":1540.47,"body":"Welcome to Auto Collabs we"},{"speaker":"Unknown","startTime":1535.22,"endTime":1540.47,"body":"recording"}]}