{"version":"1.0.0","segments":[{"speaker":"Kyle Mountsier","startTime":0.48,"endTime":2.13,"body":"You always know"},{"speaker":"Kyle Mountsier","startTime":0.48,"endTime":2.13,"body":"that it's going to be dicey when"},{"speaker":"Kyle Mountsier","startTime":2.13,"endTime":5.28,"body":"Paul shows up to a podcast with"},{"speaker":"Kyle Mountsier","startTime":2.13,"endTime":5.28,"body":"his hat backwards"},{"speaker":"Paul J Daly","startTime":12.119,"endTime":16.229,"body":"this is Auto"},{"speaker":"Paul J Daly","startTime":12.119,"endTime":16.229,"body":"Collabs Yep, or that dicey,"},{"speaker":"Paul J Daly","startTime":16.229,"endTime":19.319,"body":"which is why Paul showed up to a"},{"speaker":"Paul J Daly","startTime":16.229,"endTime":19.319,"body":"podcast with his hat backwards."},{"speaker":"Michael Cirillo","startTime":19.56,"endTime":22.2,"body":"What does that"},{"speaker":"Michael Cirillo","startTime":19.56,"endTime":22.2,"body":"mean? Is this code? Have I not"},{"speaker":"Michael Cirillo","startTime":22.2,"endTime":24.75,"body":"learned something about you yet?"},{"speaker":"Michael Cirillo","startTime":22.2,"endTime":24.75,"body":"What is the backwards hat"},{"speaker":"Michael Cirillo","startTime":24.78,"endTime":25.5,"body":"backwards hat"},{"speaker":"Paul J Daly","startTime":25.5,"endTime":28.02,"body":"is like business"},{"speaker":"Paul J Daly","startTime":25.5,"endTime":28.02,"body":"mode, like we're down the road,"},{"speaker":"Paul J Daly","startTime":28.02,"endTime":29.52,"body":"getting things done right now."},{"speaker":"Kyle Mountsier","startTime":29.97,"endTime":31.32,"body":"I wouldn't call"},{"speaker":"Kyle Mountsier","startTime":29.97,"endTime":31.32,"body":"it business mode, I"},{"speaker":"Paul J Daly","startTime":31.32,"endTime":32.61,"body":"would call it like,"},{"speaker":"Paul J Daly","startTime":31.32,"endTime":32.61,"body":"it's,"},{"speaker":"Kyle Mountsier","startTime":32.79,"endTime":35.37,"body":"I mean, it's"},{"speaker":"Kyle Mountsier","startTime":32.79,"endTime":35.37,"body":"like full throttle mode. It's"},{"speaker":"Kyle Mountsier","startTime":35.37,"endTime":37.56,"body":"like, turn your head around. And"},{"speaker":"Kyle Mountsier","startTime":35.37,"endTime":37.56,"body":"Brian,"},{"speaker":"Paul J Daly","startTime":37.62,"endTime":40.89,"body":"I don't care. Yeah."},{"speaker":"Paul J Daly","startTime":37.62,"endTime":40.89,"body":"Okay. so fast that the brim is"},{"speaker":"Paul J Daly","startTime":40.89,"endTime":42.27,"body":"gonna blow the hat typically"},{"speaker":"Kyle Mountsier","startTime":42.27,"endTime":45.66,"body":"happens a little"},{"speaker":"Kyle Mountsier","startTime":42.27,"endTime":45.66,"body":"later in the day. True. True."},{"speaker":"Paul J Daly","startTime":45.9,"endTime":47.97,"body":"I mean, there's a"},{"speaker":"Paul J Daly","startTime":45.9,"endTime":47.97,"body":"lot going on right now. And the"},{"speaker":"Paul J Daly","startTime":47.97,"endTime":50.97,"body":"reality is, if I put the hat on"},{"speaker":"Paul J Daly","startTime":47.97,"endTime":50.97,"body":"forwards, it's going to blow off"},{"speaker":"Paul J Daly","startTime":50.97,"endTime":52.05,"body":"because there's so much"},{"speaker":"Michael Cirillo","startTime":53.1,"endTime":55.02,"body":"just right now"},{"speaker":"Michael Cirillo","startTime":53.1,"endTime":55.02,"body":"I'm just picturing you running"},{"speaker":"Michael Cirillo","startTime":55.02,"endTime":58.02,"body":"down the halls of the building"},{"speaker":"Michael Cirillo","startTime":55.02,"endTime":58.02,"body":"full speed."},{"speaker":"Paul J Daly","startTime":59.22,"endTime":61.86,"body":"Just like hold on"},{"speaker":"Paul J Daly","startTime":59.22,"endTime":61.86,"body":"fourth and then stop for these"},{"speaker":"Paul J Daly","startTime":61.86,"endTime":66.69,"body":"like, turn that stopping I'm"},{"speaker":"Paul J Daly","startTime":61.86,"endTime":66.69,"body":"doing an experiment and I"},{"speaker":"Paul J Daly","startTime":66.72,"endTime":69.54,"body":"grabbed my neck Paulson look at"},{"speaker":"Paul J Daly","startTime":66.72,"endTime":69.54,"body":"my watch. Like I know how to do"},{"speaker":"Paul J Daly","startTime":69.54,"endTime":71.19,"body":"that part. I don't know how to"},{"speaker":"Paul J Daly","startTime":69.54,"endTime":71.19,"body":"do that part."},{"speaker":"Michael Cirillo","startTime":71.58,"endTime":73.38,"body":"I mean, isn't"},{"speaker":"Michael Cirillo","startTime":71.58,"endTime":73.38,"body":"just kind of the perfect"},{"speaker":"Michael Cirillo","startTime":73.38,"endTime":75.9,"body":"metaphor for working in"},{"speaker":"Michael Cirillo","startTime":73.38,"endTime":75.9,"body":"automotive retail what it's"},{"speaker":"Michael Cirillo","startTime":75.9,"endTime":77.73,"body":"exactly what the metaphor is for"},{"speaker":"Michael Cirillo","startTime":75.9,"endTime":77.73,"body":"it's"},{"speaker":"Paul J Daly","startTime":77.73,"endTime":82.26,"body":"called Tuesday."},{"speaker":"Paul J Daly","startTime":77.73,"endTime":82.26,"body":"Especially if you're in charge,"},{"speaker":"Paul J Daly","startTime":82.29,"endTime":85.89,"body":"especially if you're the the"},{"speaker":"Paul J Daly","startTime":82.29,"endTime":85.89,"body":"heir apparent of the business"},{"speaker":"Paul J Daly","startTime":85.89,"endTime":88.71,"body":"because you're the owner son who"},{"speaker":"Paul J Daly","startTime":85.89,"endTime":88.71,"body":"has worked your way up from the"},{"speaker":"Paul J Daly","startTime":88.71,"endTime":92.19,"body":"bottom up and earned every"},{"speaker":"Paul J Daly","startTime":88.71,"endTime":92.19,"body":"stripe which is what Phil Phil"},{"speaker":"Paul J Daly","startTime":92.19,"endTime":95.91,"body":"Gil is the sleeper of the"},{"speaker":"Paul J Daly","startTime":92.19,"endTime":95.91,"body":"industry. Every time I speak"},{"speaker":"Paul J Daly","startTime":95.91,"endTime":97.83,"body":"with Phil and every time I've"},{"speaker":"Paul J Daly","startTime":95.91,"endTime":97.83,"body":"spoken with him over the last"},{"speaker":"Paul J Daly","startTime":97.83,"endTime":102.42,"body":"few years, I always walk away"},{"speaker":"Paul J Daly","startTime":97.83,"endTime":102.42,"body":"thinking like, like more of the"},{"speaker":"Paul J Daly","startTime":102.42,"endTime":105.3,"body":"industry needs to know about"},{"speaker":"Paul J Daly","startTime":102.42,"endTime":105.3,"body":"Phil. I mean, it's one of the"},{"speaker":"Paul J Daly","startTime":105.3,"endTime":107.49,"body":"reasons we do a soda con the way"},{"speaker":"Paul J Daly","startTime":105.3,"endTime":107.49,"body":"we do it isn't I"},{"speaker":"Michael Cirillo","startTime":107.489,"endTime":109.469,"body":"mean unless"},{"speaker":"Michael Cirillo","startTime":107.489,"endTime":109.469,"body":"it's a strategy, right? Because"},{"speaker":"Michael Cirillo","startTime":109.469,"endTime":112.439,"body":"my old pappy used to say Don't"},{"speaker":"Michael Cirillo","startTime":109.469,"endTime":112.439,"body":"interrupt your competition when"},{"speaker":"Michael Cirillo","startTime":112.439,"endTime":116.099,"body":"they're busy making mistakes."},{"speaker":"Michael Cirillo","startTime":112.439,"endTime":116.099,"body":"Oh, we"},{"speaker":"Paul J Daly","startTime":116.099,"endTime":120.809,"body":"gotta get your"},{"speaker":"Paul J Daly","startTime":116.099,"endTime":120.809,"body":"pappy on. Oh, Bureau Pepe. Is"},{"speaker":"Paul J Daly","startTime":120.809,"endTime":121.529,"body":"that is that your"},{"speaker":"Michael Cirillo","startTime":121.53,"endTime":124.11,"body":"dad or your"},{"speaker":"Michael Cirillo","startTime":121.53,"endTime":124.11,"body":"grandfather? No, my best. My"},{"speaker":"Michael Cirillo","startTime":124.11,"endTime":126.93,"body":"dad's what I call my old pappy."},{"speaker":"Michael Cirillo","startTime":124.11,"endTime":126.93,"body":"It's from that movie Maverick"},{"speaker":"Michael Cirillo","startTime":126.93,"endTime":130.92,"body":"with Mel Gibson used to be like"},{"speaker":"Michael Cirillo","startTime":126.93,"endTime":130.92,"body":"my old pappy used to say, I"},{"speaker":"Michael Cirillo","startTime":130.92,"endTime":131.34,"body":"forgot"},{"speaker":"Kyle Mountsier","startTime":131.34,"endTime":134.19,"body":"that movie. And"},{"speaker":"Kyle Mountsier","startTime":131.34,"endTime":134.19,"body":"there's been so many references"},{"speaker":"Kyle Mountsier","startTime":134.19,"endTime":135.27,"body":"in this intro. I can't even"},{"speaker":"Paul J Daly","startTime":135.75,"endTime":138.0,"body":"All right, well,"},{"speaker":"Paul J Daly","startTime":135.75,"endTime":138.0,"body":"well, referenced once you've"},{"speaker":"Paul J Daly","startTime":138.0,"endTime":139.59,"body":"referenced the girl, I'm gonna"},{"speaker":"Paul J Daly","startTime":138.0,"endTime":139.59,"body":"reference the"},{"speaker":"Kyle Mountsier","startTime":139.59,"endTime":141.15,"body":"fact that we're"},{"speaker":"Kyle Mountsier","startTime":139.59,"endTime":141.15,"body":"hanging out with Phil Gill"},{"speaker":"Kyle Mountsier","startTime":141.15,"endTime":143.43,"body":"today. And we really, really"},{"speaker":"Kyle Mountsier","startTime":141.15,"endTime":143.43,"body":"hope you enjoy this conversation"},{"speaker":"Kyle Mountsier","startTime":143.43,"endTime":145.86,"body":"and maybe get a couple of"},{"speaker":"Kyle Mountsier","startTime":143.43,"endTime":145.86,"body":"references and one liners of"},{"speaker":"Kyle Mountsier","startTime":145.86,"endTime":146.28,"body":"your own."},{"speaker":"Paul J Daly","startTime":150.51,"endTime":152.76,"body":"Hey, Phil, thank"},{"speaker":"Paul J Daly","startTime":150.51,"endTime":152.76,"body":"you so much for spending some"},{"speaker":"Paul J Daly","startTime":152.76,"endTime":156.6,"body":"more of your time with us today."},{"speaker":"Paul J Daly","startTime":152.76,"endTime":156.6,"body":"On Auto Collabs Hey,"},{"speaker":"Phillip Gill","startTime":156.63,"endTime":159.75,"body":"Kyle, it's great"},{"speaker":"Phillip Gill","startTime":156.63,"endTime":159.75,"body":"to be here. Okay, so"},{"speaker":"Paul J Daly","startTime":159.78,"endTime":162.15,"body":"you are definitely"},{"speaker":"Paul J Daly","startTime":159.78,"endTime":162.15,"body":"one of the best dressed people"},{"speaker":"Paul J Daly","startTime":162.15,"endTime":165.3,"body":"in the industry in my opinion."},{"speaker":"Paul J Daly","startTime":162.15,"endTime":165.3,"body":"Every time I see you, you bring"},{"speaker":"Paul J Daly","startTime":165.33,"endTime":169.05,"body":"you bring the hot fire at a soda"},{"speaker":"Paul J Daly","startTime":165.33,"endTime":169.05,"body":"Con last year, you had this kind"},{"speaker":"Paul J Daly","startTime":169.05,"endTime":173.04,"body":"of like suit. It was it was just"},{"speaker":"Paul J Daly","startTime":169.05,"endTime":173.04,"body":"perfect. And you're wearing"},{"speaker":"Paul J Daly","startTime":173.04,"endTime":175.08,"body":"something unique now to like,"},{"speaker":"Paul J Daly","startTime":173.04,"endTime":175.08,"body":"what's this jacket?"},{"speaker":"Phillip Gill","startTime":175.62,"endTime":178.74,"body":"Oh, this is a I"},{"speaker":"Phillip Gill","startTime":175.62,"endTime":178.74,"body":"mean, just great sport coat."},{"speaker":"Phillip Gill","startTime":179.79,"endTime":183.3,"body":"It's an interesting blend. You"},{"speaker":"Phillip Gill","startTime":179.79,"endTime":183.3,"body":"know, it is"},{"speaker":"Kyle Mountsier","startTime":185.34,"endTime":187.68,"body":"just so you"},{"speaker":"Kyle Mountsier","startTime":185.34,"endTime":187.68,"body":"know, Phil, Paul's practicing."},{"speaker":"Kyle Mountsier","startTime":187.68,"endTime":191.07,"body":"He really wants to be one of"},{"speaker":"Kyle Mountsier","startTime":187.68,"endTime":191.07,"body":"those like red carpet. Reporters"},{"speaker":"Kyle Mountsier","startTime":191.07,"endTime":192.12,"body":"when he walks out the view. You"},{"speaker":"Paul J Daly","startTime":193.35,"endTime":195.27,"body":"know, it's who are"},{"speaker":"Paul J Daly","startTime":193.35,"endTime":195.27,"body":"you wearing? I know when I get"},{"speaker":"Paul J Daly","startTime":195.27,"endTime":198.09,"body":"there. I know your dad. I"},{"speaker":"Paul J Daly","startTime":195.27,"endTime":198.09,"body":"remember the first time I met"},{"speaker":"Paul J Daly","startTime":198.09,"endTime":201.87,"body":"you and your dad always like has"},{"speaker":"Paul J Daly","startTime":198.09,"endTime":201.87,"body":"has a dialed in suit. And then"},{"speaker":"Paul J Daly","startTime":202.02,"endTime":204.24,"body":"you were like, yeah, you've"},{"speaker":"Paul J Daly","startTime":202.02,"endTime":204.24,"body":"really picked up and carried the"},{"speaker":"Paul J Daly","startTime":204.24,"endTime":208.2,"body":"torch. And in the outfit. I"},{"speaker":"Paul J Daly","startTime":204.24,"endTime":208.2,"body":"mean, you have I don't know if"},{"speaker":"Paul J Daly","startTime":208.2,"endTime":210.36,"body":"you want to see it in person"},{"speaker":"Paul J Daly","startTime":208.2,"endTime":210.36,"body":"just comes Are you going to be"},{"speaker":"Paul J Daly","startTime":210.36,"endTime":214.02,"body":"at NADA? The show? No, I won't"},{"speaker":"Paul J Daly","startTime":210.36,"endTime":214.02,"body":"be at NADA this but you will be"},{"speaker":"Paul J Daly","startTime":214.02,"endTime":216.48,"body":"at a soda con. So you have to"},{"speaker":"Paul J Daly","startTime":214.02,"endTime":216.48,"body":"come meet Phil just to check the"},{"speaker":"Paul J Daly","startTime":216.48,"endTime":219.36,"body":"outfit. And that really actually"},{"speaker":"Paul J Daly","startTime":216.48,"endTime":219.36,"body":"does have a segue into my first"},{"speaker":"Paul J Daly","startTime":219.36,"endTime":222.84,"body":"question. Well, my first real"},{"speaker":"Paul J Daly","startTime":219.36,"endTime":222.84,"body":"question. A lot of people in"},{"speaker":"Paul J Daly","startTime":222.84,"endTime":226.38,"body":"this industry have grown up in"},{"speaker":"Paul J Daly","startTime":222.84,"endTime":226.38,"body":"the industry. And we're seeing"},{"speaker":"Paul J Daly","startTime":226.38,"endTime":229.71,"body":"this transition of leadership"},{"speaker":"Paul J Daly","startTime":226.38,"endTime":229.71,"body":"from the parents still to the"},{"speaker":"Paul J Daly","startTime":229.71,"endTime":232.47,"body":"children. And you have really"},{"speaker":"Paul J Daly","startTime":229.71,"endTime":232.47,"body":"embraced that over the last"},{"speaker":"Paul J Daly","startTime":232.47,"endTime":236.46,"body":"years. Did you always know that"},{"speaker":"Paul J Daly","startTime":232.47,"endTime":236.46,"body":"you were going to step into the"},{"speaker":"Paul J Daly","startTime":236.46,"endTime":238.92,"body":"automotive world? Like at what"},{"speaker":"Paul J Daly","startTime":236.46,"endTime":238.92,"body":"point did that click for you? Or"},{"speaker":"Paul J Daly","startTime":238.92,"endTime":241.26,"body":"was it just kind of a"},{"speaker":"Paul J Daly","startTime":238.92,"endTime":241.26,"body":"predetermined notion?"},{"speaker":"Phillip Gill","startTime":241.29,"endTime":244.26,"body":"Yeah, no, it"},{"speaker":"Phillip Gill","startTime":241.29,"endTime":244.26,"body":"wasn't predetermined. You know,"},{"speaker":"Phillip Gill","startTime":244.29,"endTime":248.16,"body":"my father was always one to"},{"speaker":"Phillip Gill","startTime":244.29,"endTime":248.16,"body":"encourage me to try things that"},{"speaker":"Phillip Gill","startTime":248.16,"endTime":252.57,"body":"I was either passionate about or"},{"speaker":"Phillip Gill","startTime":248.16,"endTime":252.57,"body":"interested in. So but I would"},{"speaker":"Phillip Gill","startTime":252.57,"endTime":255.78,"body":"say that it definitely click"},{"speaker":"Phillip Gill","startTime":252.57,"endTime":255.78,"body":"somewhere in the teens that I"},{"speaker":"Phillip Gill","startTime":255.78,"endTime":259.11,"body":"would probably get back into"},{"speaker":"Phillip Gill","startTime":255.78,"endTime":259.11,"body":"this business at some point now."},{"speaker":"Phillip Gill","startTime":259.62,"endTime":264.66,"body":"It happened way earlier than I"},{"speaker":"Phillip Gill","startTime":259.62,"endTime":264.66,"body":"expected. I was going very well"},{"speaker":"Phillip Gill","startTime":264.66,"endTime":267.63,"body":"on trying the new thing. And"},{"speaker":"Phillip Gill","startTime":264.66,"endTime":267.63,"body":"then dad called up and started"},{"speaker":"Phillip Gill","startTime":267.63,"endTime":272.46,"body":"the heavy recruiting of what"},{"speaker":"Phillip Gill","startTime":267.63,"endTime":272.46,"body":"cool is the new thing? So"},{"speaker":"Phillip Gill","startTime":272.46,"endTime":276.81,"body":"actually, I was I was living in"},{"speaker":"Phillip Gill","startTime":272.46,"endTime":276.81,"body":"Boston at the time working for a"},{"speaker":"Phillip Gill","startTime":276.81,"endTime":280.26,"body":"TJ X who's corporate for TJ"},{"speaker":"Phillip Gill","startTime":276.81,"endTime":280.26,"body":"Maxx, Marshalls and HomeGoods"},{"speaker":"Phillip Gill","startTime":280.56,"endTime":285.84,"body":"and was loving my time in Boston"},{"speaker":"Phillip Gill","startTime":280.56,"endTime":285.84,"body":"was enjoying. I was buying sport"},{"speaker":"Paul J Daly","startTime":285.839,"endTime":287.909,"body":"coats overseas. Oh,"},{"speaker":"Paul J Daly","startTime":285.839,"endTime":287.909,"body":"yeah."},{"speaker":"Phillip Gill","startTime":290.82,"endTime":294.15,"body":"And so, you know,"},{"speaker":"Phillip Gill","startTime":290.82,"endTime":294.15,"body":"I made the decision to come back"},{"speaker":"Phillip Gill","startTime":294.15,"endTime":298.47,"body":"and it's now been I think we're"},{"speaker":"Phillip Gill","startTime":294.15,"endTime":298.47,"body":"coming up on 12 years back back"},{"speaker":"Phillip Gill","startTime":298.47,"endTime":302.31,"body":"in the dealership now so It's"},{"speaker":"Phillip Gill","startTime":298.47,"endTime":302.31,"body":"been a wonderful time. I"},{"speaker":"Kyle Mountsier","startTime":302.31,"endTime":304.8,"body":"have I want to"},{"speaker":"Kyle Mountsier","startTime":302.31,"endTime":304.8,"body":"know what the recruiting was"},{"speaker":"Kyle Mountsier","startTime":304.8,"endTime":305.07,"body":"like."},{"speaker":"Paul J Daly","startTime":307.649,"endTime":310.679,"body":"was involved. I'm"},{"speaker":"Paul J Daly","startTime":307.649,"endTime":310.679,"body":"sure it's awesome. Started with"},{"speaker":"Phillip Gill","startTime":310.68,"endTime":313.08,"body":"a phone call. And"},{"speaker":"Phillip Gill","startTime":310.68,"endTime":313.08,"body":"when he when he realized I was"},{"speaker":"Phillip Gill","startTime":313.08,"endTime":317.64,"body":"hesitant, he was on a plane out"},{"speaker":"Phillip Gill","startTime":313.08,"endTime":317.64,"body":"to Boston. Nice."},{"speaker":"Paul J Daly","startTime":319.98,"endTime":321.54,"body":"college athlete"},{"speaker":"Paul J Daly","startTime":319.98,"endTime":321.54,"body":"recruiting, right."},{"speaker":"Phillip Gill","startTime":323.13,"endTime":325.5,"body":"And I still have a"},{"speaker":"Phillip Gill","startTime":323.13,"endTime":325.5,"body":"log for another three months."},{"speaker":"Phillip Gill","startTime":326.43,"endTime":326.76,"body":"No,"},{"speaker":"Kyle Mountsier","startTime":327.39,"endTime":330.72,"body":"that is amazing."},{"speaker":"Kyle Mountsier","startTime":327.39,"endTime":330.72,"body":"So what was your first role"},{"speaker":"Kyle Mountsier","startTime":330.72,"endTime":333.75,"body":"back? What did you come back?"},{"speaker":"Kyle Mountsier","startTime":330.72,"endTime":333.75,"body":"Yeah, actually. So"},{"speaker":"Phillip Gill","startTime":333.75,"endTime":336.12,"body":"when I came back"},{"speaker":"Phillip Gill","startTime":333.75,"endTime":336.12,"body":"border moved in different,"},{"speaker":"Phillip Gill","startTime":336.12,"endTime":341.91,"body":"right. I did that all through"},{"speaker":"Phillip Gill","startTime":336.12,"endTime":341.91,"body":"high school. So yeah. When I"},{"speaker":"Phillip Gill","startTime":341.91,"endTime":345.48,"body":"came back, I actually went to"},{"speaker":"Phillip Gill","startTime":341.91,"endTime":345.48,"body":"Chicago for six months and moved"},{"speaker":"Phillip Gill","startTime":345.48,"endTime":348.03,"body":"back to Cincinnati. Two weeks"},{"speaker":"Phillip Gill","startTime":345.48,"endTime":348.03,"body":"later, I'm in Chicago for six"},{"speaker":"Phillip Gill","startTime":348.03,"endTime":351.75,"body":"months, working with our CPA"},{"speaker":"Phillip Gill","startTime":348.03,"endTime":351.75,"body":"firm who's does all automotive"},{"speaker":"Phillip Gill","startTime":351.75,"endTime":355.26,"body":"accounting, the Pamukkale group,"},{"speaker":"Phillip Gill","startTime":351.75,"endTime":355.26,"body":"they're great firm. And I was in"},{"speaker":"Phillip Gill","startTime":355.26,"endTime":358.8,"body":"accounting, one of my majors in"},{"speaker":"Phillip Gill","startTime":355.26,"endTime":358.8,"body":"school was accounting. So I was"},{"speaker":"Phillip Gill","startTime":358.8,"endTime":362.28,"body":"there doing that. So when I came"},{"speaker":"Phillip Gill","startTime":358.8,"endTime":362.28,"body":"back to the store, I was up in"},{"speaker":"Phillip Gill","startTime":362.28,"endTime":365.34,"body":"the office kind of implementing"},{"speaker":"Phillip Gill","startTime":362.28,"endTime":365.34,"body":"helping to implement all this"},{"speaker":"Phillip Gill","startTime":365.34,"endTime":368.01,"body":"great stuff that I'd seen from"},{"speaker":"Phillip Gill","startTime":365.34,"endTime":368.01,"body":"all these other dealerships I"},{"speaker":"Phillip Gill","startTime":368.01,"endTime":369.12,"body":"got to interact with"},{"speaker":"Paul J Daly","startTime":370.38,"endTime":373.56,"body":"while I worked."},{"speaker":"Paul J Daly","startTime":370.38,"endTime":373.56,"body":"During that time, did the CPA"},{"speaker":"Paul J Daly","startTime":373.56,"endTime":375.21,"body":"just get get like a free fill?"},{"speaker":"Phillip Gill","startTime":377.399,"endTime":382.499,"body":"In free fill, no."},{"speaker":"Phillip Gill","startTime":377.399,"endTime":382.499,"body":"But no, it was a really good"},{"speaker":"Phillip Gill","startTime":382.499,"endTime":384.599,"body":"education. I got to learn a lot"},{"speaker":"Phillip Gill","startTime":382.499,"endTime":384.599,"body":"about all the different"},{"speaker":"Phillip Gill","startTime":384.599,"endTime":388.709,"body":"manufacturers read through and"},{"speaker":"Phillip Gill","startTime":384.599,"endTime":388.709,"body":"analyzed just about every"},{"speaker":"Phillip Gill","startTime":388.709,"endTime":392.249,"body":"financial statement that existed"},{"speaker":"Phillip Gill","startTime":388.709,"endTime":392.249,"body":"out there. So I it was a great"},{"speaker":"Phillip Gill","startTime":392.249,"endTime":394.709,"body":"introduction to the auto world"},{"speaker":"Phillip Gill","startTime":392.249,"endTime":394.709,"body":"for sure. You know"},{"speaker":"Paul J Daly","startTime":394.71,"endTime":396.18,"body":"what that reminds"},{"speaker":"Paul J Daly","startTime":394.71,"endTime":396.18,"body":"me of Kyle's?"},{"speaker":"Kyle Mountsier","startTime":397.08,"endTime":402.36,"body":"Yeah, that's"},{"speaker":"Kyle Mountsier","startTime":397.08,"endTime":402.36,"body":"exactly what it literally will"},{"speaker":"Kyle Mountsier","startTime":402.36,"endTime":405.03,"body":"get Dara, you are Helga Dara for"},{"speaker":"Paul J Daly","startTime":405.059,"endTime":408.569,"body":"automotive. It's"},{"speaker":"Paul J Daly","startTime":405.059,"endTime":408.569,"body":"can't tell the full secret. But"},{"speaker":"Paul J Daly","startTime":408.569,"endTime":412.379,"body":"we may or may not. We'll tell"},{"speaker":"Paul J Daly","startTime":408.569,"endTime":412.379,"body":"you later. So we'll get there in"},{"speaker":"Paul J Daly","startTime":412.379,"endTime":416.609,"body":"this book. He his father was in"},{"speaker":"Paul J Daly","startTime":412.379,"endTime":416.609,"body":"the restaurant business. He grew"},{"speaker":"Paul J Daly","startTime":416.609,"endTime":419.999,"body":"up kind of in the restaurant"},{"speaker":"Paul J Daly","startTime":416.609,"endTime":419.999,"body":"business, was really passionate"},{"speaker":"Paul J Daly","startTime":420.029,"endTime":423.239,"body":"about the front of the house."},{"speaker":"Paul J Daly","startTime":420.029,"endTime":423.239,"body":"Right. So the hospitality side"},{"speaker":"Paul J Daly","startTime":423.869,"endTime":428.489,"body":"ended up being rated the best"},{"speaker":"Paul J Daly","startTime":423.869,"endTime":428.489,"body":"restaurant in the world with 11,"},{"speaker":"Paul J Daly","startTime":428.489,"endTime":432.839,"body":"Madison Park, and it worked for"},{"speaker":"Paul J Daly","startTime":428.489,"endTime":432.839,"body":"Danny Meyer. Great, great book,"},{"speaker":"Paul J Daly","startTime":432.839,"endTime":435.059,"body":"great story, you would"},{"speaker":"Paul J Daly","startTime":432.839,"endTime":435.059,"body":"absolutely love it actually, I'm"},{"speaker":"Paul J Daly","startTime":435.059,"endTime":439.799,"body":"gonna send you a copy. Yeah,"},{"speaker":"Paul J Daly","startTime":435.059,"endTime":439.799,"body":"that would be great. And, and"},{"speaker":"Paul J Daly","startTime":439.829,"endTime":443.549,"body":"the point is that his dad, he"},{"speaker":"Paul J Daly","startTime":439.829,"endTime":443.549,"body":"had this chance to go work a"},{"speaker":"Paul J Daly","startTime":443.549,"endTime":446.009,"body":"dream job like in a dream"},{"speaker":"Paul J Daly","startTime":443.549,"endTime":446.009,"body":"restaurant that he always wanted"},{"speaker":"Paul J Daly","startTime":446.009,"endTime":449.279,"body":"to or go work for was the"},{"speaker":"Paul J Daly","startTime":446.009,"endTime":449.279,"body":"company calls like the most"},{"speaker":"Paul J Daly","startTime":449.279,"endTime":451.559,"body":"boring name in the world, like"},{"speaker":"Paul J Daly","startTime":449.279,"endTime":451.559,"body":"Restaurant Associates or"},{"speaker":"Paul J Daly","startTime":451.559,"endTime":454.109,"body":"something, you know what I mean?"},{"speaker":"Paul J Daly","startTime":451.559,"endTime":454.109,"body":"And corporate restaurant"},{"speaker":"Paul J Daly","startTime":454.109,"endTime":457.589,"body":"company, and his dad's selling"},{"speaker":"Paul J Daly","startTime":454.109,"endTime":457.589,"body":"basically, in accounting, and is"},{"speaker":"Paul J Daly","startTime":457.589,"endTime":460.229,"body":"that said, take that job,"},{"speaker":"Paul J Daly","startTime":457.589,"endTime":460.229,"body":"because you need to learn that"},{"speaker":"Paul J Daly","startTime":460.229,"endTime":463.829,"body":"side of the business. And he"},{"speaker":"Paul J Daly","startTime":460.229,"endTime":463.829,"body":"just spent years, analyzing p\u0026l"},{"speaker":"Paul J Daly","startTime":463.829,"endTime":466.259,"body":"is learning them inside and out"},{"speaker":"Paul J Daly","startTime":463.829,"endTime":466.259,"body":"learning, supply, learning,"},{"speaker":"Paul J Daly","startTime":466.259,"endTime":470.099,"body":"inventory, learning all of the"},{"speaker":"Paul J Daly","startTime":466.259,"endTime":470.099,"body":"backend details that he needed"},{"speaker":"Paul J Daly","startTime":470.219,"endTime":473.309,"body":"to really run an incredible"},{"speaker":"Paul J Daly","startTime":470.219,"endTime":473.309,"body":"front of house and an incredible"},{"speaker":"Paul J Daly","startTime":473.309,"endTime":475.649,"body":"restaurant. So like your journey"},{"speaker":"Paul J Daly","startTime":473.309,"endTime":475.649,"body":"is all like,"},{"speaker":"Phillip Gill","startTime":475.829,"endTime":478.799,"body":"yeah, shaping up."},{"speaker":"Phillip Gill","startTime":475.829,"endTime":478.799,"body":"Nice and invaluable to have"},{"speaker":"Phillip Gill","startTime":478.799,"endTime":481.079,"body":"that, to have that background"},{"speaker":"Phillip Gill","startTime":478.799,"endTime":481.079,"body":"for sure."},{"speaker":"Kyle Mountsier","startTime":481.769,"endTime":483.089,"body":"What do you"},{"speaker":"Kyle Mountsier","startTime":481.769,"endTime":483.089,"body":"think you're in the front of"},{"speaker":"Kyle Mountsier","startTime":483.089,"endTime":487.859,"body":"house? sales departments? Oh,"},{"speaker":"Kyle Mountsier","startTime":483.089,"endTime":487.859,"body":"right."},{"speaker":"Phillip Gill","startTime":488.34,"endTime":490.86,"body":"You know, it's,"},{"speaker":"Phillip Gill","startTime":488.34,"endTime":490.86,"body":"it's, it's a pretty interesting"},{"speaker":"Phillip Gill","startTime":490.86,"endTime":492.87,"body":"mix, but it works out pretty"},{"speaker":"Phillip Gill","startTime":490.86,"endTime":492.87,"body":"well."},{"speaker":"Paul J Daly","startTime":493.32,"endTime":495.6,"body":"Why? Why is it so"},{"speaker":"Paul J Daly","startTime":493.32,"endTime":495.6,"body":"effective? Like, let's let's"},{"speaker":"Paul J Daly","startTime":495.6,"endTime":497.52,"body":"break into that a little bit."},{"speaker":"Paul J Daly","startTime":495.6,"endTime":497.52,"body":"Because I think there are a lot"},{"speaker":"Paul J Daly","startTime":497.52,"endTime":500.97,"body":"of people that have sales chops"},{"speaker":"Paul J Daly","startTime":497.52,"endTime":500.97,"body":"in front of the house chops that"},{"speaker":"Paul J Daly","startTime":500.97,"endTime":504.81,"body":"like no, they're like, simple"},{"speaker":"Paul J Daly","startTime":500.97,"endTime":504.81,"body":"math, you know, in the front,"},{"speaker":"Paul J Daly","startTime":504.81,"endTime":507.06,"body":"but they don't understand the"},{"speaker":"Paul J Daly","startTime":504.81,"endTime":507.06,"body":"full picture of what's going on"},{"speaker":"Paul J Daly","startTime":507.06,"endTime":509.7,"body":"in the business from the"},{"speaker":"Paul J Daly","startTime":507.06,"endTime":509.7,"body":"dealer's perspective. Like, open"},{"speaker":"Paul J Daly","startTime":509.7,"endTime":512.19,"body":"the book a little bit and speak"},{"speaker":"Paul J Daly","startTime":509.7,"endTime":512.19,"body":"to the people that work in the"},{"speaker":"Paul J Daly","startTime":512.19,"endTime":514.74,"body":"front of the house. Maybe the"},{"speaker":"Paul J Daly","startTime":512.19,"endTime":514.74,"body":"kids have parents who are in"},{"speaker":"Paul J Daly","startTime":514.74,"endTime":516.99,"body":"sales right now. Like, why do"},{"speaker":"Paul J Daly","startTime":514.74,"endTime":516.99,"body":"they need to learn the other"},{"speaker":"Paul J Daly","startTime":516.99,"endTime":520.17,"body":"side? How do you how do you use"},{"speaker":"Paul J Daly","startTime":516.99,"endTime":520.17,"body":"that to shape your perspective"},{"speaker":"Paul J Daly","startTime":520.17,"endTime":520.86,"body":"and your activities?"},{"speaker":"Phillip Gill","startTime":520.89,"endTime":523.32,"body":"I think it's given"},{"speaker":"Phillip Gill","startTime":520.89,"endTime":523.32,"body":"me a really unique perspective,"},{"speaker":"Phillip Gill","startTime":523.32,"endTime":526.8,"body":"actually. And I'll give you a"},{"speaker":"Phillip Gill","startTime":523.32,"endTime":526.8,"body":"few examples of that. So"},{"speaker":"Phillip Gill","startTime":527.31,"endTime":530.19,"body":"understanding the entire"},{"speaker":"Phillip Gill","startTime":527.31,"endTime":530.19,"body":"dealership operation, you really"},{"speaker":"Phillip Gill","startTime":530.19,"endTime":533.1,"body":"get to inform yourself of how"},{"speaker":"Phillip Gill","startTime":530.19,"endTime":533.1,"body":"one department is really"},{"speaker":"Phillip Gill","startTime":533.1,"endTime":536.16,"body":"affecting the other department,"},{"speaker":"Phillip Gill","startTime":533.1,"endTime":536.16,"body":"how they work together to drive"},{"speaker":"Phillip Gill","startTime":536.16,"endTime":539.34,"body":"bottom line profitability,"},{"speaker":"Phillip Gill","startTime":536.16,"endTime":539.34,"body":"right? Because kind of the, the"},{"speaker":"Phillip Gill","startTime":539.34,"endTime":543.78,"body":"view I've taken is, it's great"},{"speaker":"Phillip Gill","startTime":539.34,"endTime":543.78,"body":"if you have you know, it's"},{"speaker":"Phillip Gill","startTime":543.78,"endTime":546.39,"body":"wonderful to have profitability"},{"speaker":"Phillip Gill","startTime":543.78,"endTime":546.39,"body":"in every department. But what's"},{"speaker":"Phillip Gill","startTime":546.66,"endTime":549.51,"body":"really matters is where does it"},{"speaker":"Phillip Gill","startTime":546.66,"endTime":549.51,"body":"all wash out in the end, right,"},{"speaker":"Phillip Gill","startTime":549.51,"endTime":552.51,"body":"there's one number at the end"},{"speaker":"Phillip Gill","startTime":549.51,"endTime":552.51,"body":"that says, hey, we're either"},{"speaker":"Phillip Gill","startTime":552.72,"endTime":555.6,"body":"really excelling here or we need"},{"speaker":"Phillip Gill","startTime":552.72,"endTime":555.6,"body":"to fix some things right? And"},{"speaker":"Phillip Gill","startTime":555.6,"endTime":558.6,"body":"then we can take those deep"},{"speaker":"Phillip Gill","startTime":555.6,"endTime":558.6,"body":"dives into it. So you know one"},{"speaker":"Phillip Gill","startTime":558.6,"endTime":562.59,"body":"of the interesting things that"},{"speaker":"Phillip Gill","startTime":558.6,"endTime":562.59,"body":"once I got to a level I could we"},{"speaker":"Phillip Gill","startTime":562.59,"endTime":566.55,"body":"put our entire management team"},{"speaker":"Phillip Gill","startTime":562.59,"endTime":566.55,"body":"on a pay plan that looks at"},{"speaker":"Phillip Gill","startTime":566.55,"endTime":570.6,"body":"total store gross profit, right"},{"speaker":"Phillip Gill","startTime":566.55,"endTime":570.6,"body":"and I said that's it's important"},{"speaker":"Phillip Gill","startTime":570.6,"endTime":574.23,"body":"because the sales side right,"},{"speaker":"Phillip Gill","startTime":570.6,"endTime":574.23,"body":"whether they like it or not,"},{"speaker":"Phillip Gill","startTime":574.41,"endTime":577.71,"body":"informs the service side and the"},{"speaker":"Phillip Gill","startTime":574.41,"endTime":577.71,"body":"service side informs the sales"},{"speaker":"Phillip Gill","startTime":577.71,"endTime":580.71,"body":"side. And if we can work"},{"speaker":"Phillip Gill","startTime":577.71,"endTime":580.71,"body":"together from if there are"},{"speaker":"Phillip Gill","startTime":580.71,"endTime":584.28,"body":"management can work together"},{"speaker":"Phillip Gill","startTime":580.71,"endTime":584.28,"body":"from a store perspective, then"},{"speaker":"Phillip Gill","startTime":584.28,"endTime":588.99,"body":"we can drive the entire store to"},{"speaker":"Phillip Gill","startTime":584.28,"endTime":588.99,"body":"say hey, this is a Tom Gill"},{"speaker":"Phillip Gill","startTime":589.02,"endTime":594.09,"body":"customer that we need to protect"},{"speaker":"Phillip Gill","startTime":589.02,"endTime":594.09,"body":"in keep in order to grow our"},{"speaker":"Phillip Gill","startTime":594.09,"endTime":595.29,"body":"long term viability. Is"},{"speaker":"Paul J Daly","startTime":595.29,"endTime":597.81,"body":"it for all of us,"},{"speaker":"Paul J Daly","startTime":595.29,"endTime":597.81,"body":"for all of us, right literally."},{"speaker":"Kyle Mountsier","startTime":599.13,"endTime":601.62,"body":"The dealer about"},{"speaker":"Kyle Mountsier","startTime":599.13,"endTime":601.62,"body":"This last week saying you gotta"},{"speaker":"Kyle Mountsier","startTime":601.62,"endTime":606.06,"body":"get everybody tied to the"},{"speaker":"Kyle Mountsier","startTime":601.62,"endTime":606.06,"body":"bottom, the real bottom line,"},{"speaker":"Kyle Mountsier","startTime":606.06,"endTime":609.93,"body":"the real profit margin of the"},{"speaker":"Kyle Mountsier","startTime":606.06,"endTime":609.93,"body":"store, because that's, that's"},{"speaker":"Kyle Mountsier","startTime":609.93,"endTime":612.45,"body":"when you really start to think"},{"speaker":"Kyle Mountsier","startTime":609.93,"endTime":612.45,"body":"about the lifetime value of the"},{"speaker":"Kyle Mountsier","startTime":612.45,"endTime":616.26,"body":"customer for sure. Yeah. Have"},{"speaker":"Kyle Mountsier","startTime":612.45,"endTime":616.26,"body":"you seen impact to like,"},{"speaker":"Kyle Mountsier","startTime":616.38,"endTime":620.04,"body":"customer lifetime value or"},{"speaker":"Kyle Mountsier","startTime":616.38,"endTime":620.04,"body":"retention? Or just customer"},{"speaker":"Kyle Mountsier","startTime":620.04,"endTime":623.79,"body":"experience? Do you feel like"},{"speaker":"Kyle Mountsier","startTime":620.04,"endTime":623.79,"body":"there was a trigger point? When"},{"speaker":"Kyle Mountsier","startTime":623.79,"endTime":626.76,"body":"you did that, that that shifted"},{"speaker":"Kyle Mountsier","startTime":623.79,"endTime":626.76,"body":"things for the store? Yeah,"},{"speaker":"Phillip Gill","startTime":626.76,"endTime":629.19,"body":"I do. I, you know,"},{"speaker":"Phillip Gill","startTime":626.76,"endTime":629.19,"body":"it took it took a little bit of"},{"speaker":"Phillip Gill","startTime":629.19,"endTime":631.98,"body":"time, of course. And we've put"},{"speaker":"Phillip Gill","startTime":629.19,"endTime":631.98,"body":"in a lot of other programs to"},{"speaker":"Phillip Gill","startTime":631.98,"endTime":634.47,"body":"help drive retention and things"},{"speaker":"Phillip Gill","startTime":631.98,"endTime":634.47,"body":"like that. So it's a little hard"},{"speaker":"Phillip Gill","startTime":634.47,"endTime":639.18,"body":"for me to measure exactly like,"},{"speaker":"Phillip Gill","startTime":634.47,"endTime":639.18,"body":"hey, this thing graded this."},{"speaker":"Phillip Gill","startTime":639.42,"endTime":643.65,"body":"What I will say, though, is that"},{"speaker":"Phillip Gill","startTime":639.42,"endTime":643.65,"body":"there's a great working"},{"speaker":"Phillip Gill","startTime":643.65,"endTime":647.34,"body":"relationship that we've been"},{"speaker":"Phillip Gill","startTime":643.65,"endTime":647.34,"body":"able to develop between our"},{"speaker":"Phillip Gill","startTime":647.34,"endTime":651.09,"body":"management in the store, right,"},{"speaker":"Phillip Gill","startTime":647.34,"endTime":651.09,"body":"like our service manager can"},{"speaker":"Phillip Gill","startTime":651.09,"endTime":653.76,"body":"interact with our sales manager"},{"speaker":"Phillip Gill","startTime":651.09,"endTime":653.76,"body":"can interact with our parts"},{"speaker":"Phillip Gill","startTime":653.76,"endTime":657.69,"body":"manager. And of course, there's"},{"speaker":"Phillip Gill","startTime":653.76,"endTime":657.69,"body":"someone I'm going to call it"},{"speaker":"Phillip Gill","startTime":657.72,"endTime":660.45,"body":"turf that we're all protecting,"},{"speaker":"Phillip Gill","startTime":657.72,"endTime":660.45,"body":"right? We all want to take pride"},{"speaker":"Phillip Gill","startTime":660.45,"endTime":664.38,"body":"in our department. But it also"},{"speaker":"Phillip Gill","startTime":660.45,"endTime":664.38,"body":"helps us to say, Hey, listen,"},{"speaker":"Phillip Gill","startTime":664.38,"endTime":667.14,"body":"we've got this customer here,"},{"speaker":"Phillip Gill","startTime":664.38,"endTime":667.14,"body":"how are we going to solve this?"},{"speaker":"Phillip Gill","startTime":667.17,"endTime":671.19,"body":"That's best for Tom Gill"},{"speaker":"Phillip Gill","startTime":667.17,"endTime":671.19,"body":"Chevrolet, not for each"},{"speaker":"Phillip Gill","startTime":671.19,"endTime":673.65,"body":"individual department, right?"},{"speaker":"Phillip Gill","startTime":671.19,"endTime":673.65,"body":"Because it all eventually"},{"speaker":"Phillip Gill","startTime":673.65,"endTime":676.56,"body":"affects no matter what it's"},{"speaker":"Phillip Gill","startTime":673.65,"endTime":676.56,"body":"affecting us. Right? You know,"},{"speaker":"Paul J Daly","startTime":676.589,"endTime":679.289,"body":"we're getting it,"},{"speaker":"Paul J Daly","startTime":676.589,"endTime":679.289,"body":"we're just brought up like a"},{"speaker":"Paul J Daly","startTime":679.289,"endTime":683.009,"body":"really important point of any"},{"speaker":"Paul J Daly","startTime":679.289,"endTime":683.009,"body":"team to mind. We're just getting"},{"speaker":"Paul J Daly","startTime":683.009,"endTime":686.009,"body":"through, you know, like a really"},{"speaker":"Paul J Daly","startTime":683.009,"endTime":686.009,"body":"kind of rousing NFL football"},{"speaker":"Paul J Daly","startTime":686.009,"endTime":690.029,"body":"season if you're an NFL fan. And"},{"speaker":"Paul J Daly","startTime":686.009,"endTime":690.029,"body":"the reality is like, you have"},{"speaker":"Paul J Daly","startTime":690.029,"endTime":692.669,"body":"all the different teams, all the"},{"speaker":"Paul J Daly","startTime":690.029,"endTime":692.669,"body":"different coaches, they meet"},{"speaker":"Paul J Daly","startTime":692.669,"endTime":696.419,"body":"separately, they meet together,"},{"speaker":"Paul J Daly","startTime":692.669,"endTime":696.419,"body":"but they can all see the score."},{"speaker":"Paul J Daly","startTime":696.809,"endTime":699.869,"body":"Always. Right. And so like"},{"speaker":"Paul J Daly","startTime":696.809,"endTime":699.869,"body":"whether the offense is on the"},{"speaker":"Paul J Daly","startTime":699.869,"endTime":703.139,"body":"field, the defense, the special"},{"speaker":"Paul J Daly","startTime":699.869,"endTime":703.139,"body":"teams, whatever, it's their turn"},{"speaker":"Paul J Daly","startTime":703.139,"endTime":707.639,"body":"to do the thing. There is that"},{"speaker":"Paul J Daly","startTime":703.139,"endTime":707.639,"body":"unifying element of like, that's"},{"speaker":"Paul J Daly","startTime":707.639,"endTime":710.489,"body":"the score, that's the thing, we"},{"speaker":"Paul J Daly","startTime":707.639,"endTime":710.489,"body":"have to attack and win or lose"},{"speaker":"Paul J Daly","startTime":710.489,"endTime":714.179,"body":"together. Right? And with the"},{"speaker":"Paul J Daly","startTime":710.489,"endTime":714.179,"body":"absence of that, and it's tough,"},{"speaker":"Paul J Daly","startTime":714.209,"endTime":716.639,"body":"right? It can be challenging"},{"speaker":"Paul J Daly","startTime":714.209,"endTime":716.639,"body":"inside of business to get"},{"speaker":"Paul J Daly","startTime":716.639,"endTime":719.849,"body":"everybody tied to that. But"},{"speaker":"Paul J Daly","startTime":716.639,"endTime":719.849,"body":"without that, like, what do"},{"speaker":"Paul J Daly","startTime":719.849,"endTime":722.429,"body":"people actually what else? Can"},{"speaker":"Paul J Daly","startTime":719.849,"endTime":722.429,"body":"they hang their hat on aside"},{"speaker":"Paul J Daly","startTime":722.429,"endTime":724.979,"body":"from their own little area?"},{"speaker":"Paul J Daly","startTime":722.429,"endTime":724.979,"body":"Because you come up with a hey,"},{"speaker":"Paul J Daly","startTime":724.979,"endTime":727.139,"body":"the defense played great today?"},{"speaker":"Paul J Daly","startTime":724.979,"endTime":727.139,"body":"It's like, great, well, we still"},{"speaker":"Paul J Daly","startTime":727.139,"endTime":729.809,"body":"lost because you often start"},{"speaker":"Paul J Daly","startTime":727.139,"endTime":729.809,"body":"putting points on the board. So"},{"speaker":"Paul J Daly","startTime":729.839,"endTime":730.319,"body":"haha."},{"speaker":"Phillip Gill","startTime":732.929,"endTime":736.019,"body":"And, you know,"},{"speaker":"Phillip Gill","startTime":732.929,"endTime":736.019,"body":"that's, I think that's been"},{"speaker":"Phillip Gill","startTime":736.019,"endTime":739.649,"body":"important. You know, it's been"},{"speaker":"Phillip Gill","startTime":736.019,"endTime":739.649,"body":"really important in in guiding"},{"speaker":"Phillip Gill","startTime":739.649,"endTime":743.219,"body":"the store and understanding it."},{"speaker":"Phillip Gill","startTime":739.649,"endTime":743.219,"body":"Because I, Kyle, to your point,"},{"speaker":"Phillip Gill","startTime":743.219,"endTime":746.339,"body":"I think that long term value of"},{"speaker":"Phillip Gill","startTime":743.219,"endTime":746.339,"body":"a customer is often missed. And"},{"speaker":"Phillip Gill","startTime":746.339,"endTime":749.009,"body":"it's so important, I think it's"},{"speaker":"Phillip Gill","startTime":746.339,"endTime":749.009,"body":"going to be even more important"},{"speaker":"Phillip Gill","startTime":749.009,"endTime":753.029,"body":"in the coming years, as we see"},{"speaker":"Phillip Gill","startTime":749.009,"endTime":753.029,"body":"shifts in market and increased"},{"speaker":"Phillip Gill","startTime":753.029,"endTime":756.929,"body":"competition and consolidation"},{"speaker":"Phillip Gill","startTime":753.029,"endTime":756.929,"body":"within industry that we've got"},{"speaker":"Phillip Gill","startTime":756.929,"endTime":760.019,"body":"to hold on to those, you know,"},{"speaker":"Phillip Gill","startTime":756.929,"endTime":760.019,"body":"the customers are our best"},{"speaker":"Phillip Gill","startTime":760.019,"endTime":763.409,"body":"assets, and we got to hold on to"},{"speaker":"Phillip Gill","startTime":760.019,"endTime":763.409,"body":"as long as we possibly can"},{"speaker":"Kyle Mountsier","startTime":764.85,"endTime":767.07,"body":"to make it Are"},{"speaker":"Kyle Mountsier","startTime":764.85,"endTime":767.07,"body":"you doing anything? And it's"},{"speaker":"Kyle Mountsier","startTime":767.07,"endTime":769.74,"body":"okay, if you answer no to this,"},{"speaker":"Kyle Mountsier","startTime":767.07,"endTime":769.74,"body":"because I'm trying to find the"},{"speaker":"Kyle Mountsier","startTime":769.74,"endTime":773.34,"body":"right the person that's doing"},{"speaker":"Kyle Mountsier","startTime":769.74,"endTime":773.34,"body":"this. And maybe maybe you can be"},{"speaker":"Kyle Mountsier","startTime":773.34,"endTime":774.3,"body":"the one to work on it. So"},{"speaker":"Paul J Daly","startTime":774.3,"endTime":776.4,"body":"either make his day"},{"speaker":"Paul J Daly","startTime":774.3,"endTime":776.4,"body":"and ruin his day."},{"speaker":"Kyle Mountsier","startTime":777.63,"endTime":782.1,"body":"Mind like, Have"},{"speaker":"Kyle Mountsier","startTime":777.63,"endTime":782.1,"body":"you worked to expose like high"},{"speaker":"Kyle Mountsier","startTime":782.1,"endTime":787.05,"body":"lifetime value customers within"},{"speaker":"Kyle Mountsier","startTime":782.1,"endTime":787.05,"body":"the store? And said, like, Hey,"},{"speaker":"Kyle Mountsier","startTime":787.05,"endTime":791.01,"body":"this is this is a customer that"},{"speaker":"Kyle Mountsier","startTime":787.05,"endTime":791.01,"body":"has an extremely high lifetime"},{"speaker":"Kyle Mountsier","startTime":791.01,"endTime":793.83,"body":"value for us. Like we should pay"},{"speaker":"Kyle Mountsier","startTime":791.01,"endTime":793.83,"body":"attention even more. You know, I"},{"speaker":"Kyle Mountsier","startTime":793.83,"endTime":796.59,"body":"think Delta probably does the"},{"speaker":"Kyle Mountsier","startTime":793.83,"endTime":796.59,"body":"best job of this, right? Like,"},{"speaker":"Kyle Mountsier","startTime":796.74,"endTime":799.86,"body":"if you're flying medallion on a"},{"speaker":"Kyle Mountsier","startTime":796.74,"endTime":799.86,"body":"Delta flight. Someone's saying"},{"speaker":"Kyle Mountsier","startTime":799.86,"endTime":801.84,"body":"hi to you. So"},{"speaker":"Phillip Gill","startTime":802.139,"endTime":804.149,"body":"here's where we're"},{"speaker":"Phillip Gill","startTime":802.139,"endTime":804.149,"body":"at now. And here's where we're"},{"speaker":"Phillip Gill","startTime":804.149,"endTime":808.319,"body":"going. So actually ASOTU CON"},{"speaker":"Phillip Gill","startTime":804.149,"endTime":808.319,"body":"this last year got me tuned into"},{"speaker":"Phillip Gill","startTime":808.319,"endTime":811.979,"body":"this right heard a great talk."},{"speaker":"Phillip Gill","startTime":808.319,"endTime":811.979,"body":"And they were talking about how"},{"speaker":"Phillip Gill","startTime":811.979,"endTime":814.289,"body":"are we identifying customers"},{"speaker":"Phillip Gill","startTime":811.979,"endTime":814.289,"body":"with this high lifetime value?"},{"speaker":"Phillip Gill","startTime":814.289,"endTime":820.409,"body":"And I'm like, Oh my gosh. Right."},{"speaker":"Phillip Gill","startTime":814.289,"endTime":820.409,"body":"So how do I get this? So I came"},{"speaker":"Phillip Gill","startTime":820.409,"endTime":825.689,"body":"back, started working with our"},{"speaker":"Phillip Gill","startTime":820.409,"endTime":825.689,"body":"DMS who's techie on and they're"},{"speaker":"Phillip Gill","startTime":825.689,"endTime":828.209,"body":"really close to rolling out a"},{"speaker":"Phillip Gill","startTime":825.689,"endTime":828.209,"body":"product that seems like that"},{"speaker":"Phillip Gill","startTime":828.209,"endTime":833.159,"body":"will show me that like right in"},{"speaker":"Phillip Gill","startTime":828.209,"endTime":833.159,"body":"the customer profile is really"},{"speaker":"Phillip Gill","startTime":833.159,"endTime":833.579,"body":"great."},{"speaker":"Kyle Mountsier","startTime":834.99,"endTime":837.24,"body":"And was that Dan"},{"speaker":"Kyle Mountsier","startTime":834.99,"endTime":837.24,"body":"Bannister? Rick Riker."},{"speaker":"Phillip Gill","startTime":837.54,"endTime":838.86,"body":"Yeah, that was the"},{"speaker":"Phillip Gill","startTime":837.54,"endTime":838.86,"body":"talk. Yeah, that"},{"speaker":"Kyle Mountsier","startTime":838.86,"endTime":842.88,"body":"was the session."},{"speaker":"Kyle Mountsier","startTime":838.86,"endTime":842.88,"body":"I was like, I got to moderate"},{"speaker":"Kyle Mountsier","startTime":842.88,"endTime":845.19,"body":"that. That was probably one of"},{"speaker":"Kyle Mountsier","startTime":842.88,"endTime":845.19,"body":"my favorite times. I was so"},{"speaker":"Paul J Daly","startTime":845.19,"endTime":846.33,"body":"bummed I missed"},{"speaker":"Paul J Daly","startTime":845.19,"endTime":846.33,"body":"that one."},{"speaker":"Phillip Gill","startTime":846.419,"endTime":849.809,"body":"And so you know,"},{"speaker":"Phillip Gill","startTime":846.419,"endTime":849.809,"body":"there was that and then you"},{"speaker":"Phillip Gill","startTime":849.809,"endTime":854.159,"body":"know, we will be putting out our"},{"speaker":"Phillip Gill","startTime":849.809,"endTime":854.159,"body":"next evolution and kind of our"},{"speaker":"Phillip Gill","startTime":854.159,"endTime":856.409,"body":"advantage program here at Tom"},{"speaker":"Phillip Gill","startTime":854.159,"endTime":856.409,"body":"Gill Chevrolet. So the thing"},{"speaker":"Phillip Gill","startTime":856.409,"endTime":858.449,"body":"that drives a lot of our"},{"speaker":"Phillip Gill","startTime":856.409,"endTime":858.449,"body":"retention is our advantage"},{"speaker":"Phillip Gill","startTime":858.449,"endTime":861.839,"body":"program that we do with our"},{"speaker":"Phillip Gill","startTime":858.449,"endTime":861.839,"body":"customers. And I was bright"},{"speaker":"Phillip Gill","startTime":861.839,"endTime":866.219,"body":"before I jumped on this, I'm"},{"speaker":"Phillip Gill","startTime":861.839,"endTime":866.219,"body":"putting final touches on our"},{"speaker":"Phillip Gill","startTime":866.459,"endTime":869.849,"body":"kind of our next evolution of"},{"speaker":"Phillip Gill","startTime":866.459,"endTime":869.849,"body":"that which will be called Magic"},{"speaker":"Phillip Gill","startTime":869.849,"endTime":874.199,"body":"care, which will be basically"},{"speaker":"Phillip Gill","startTime":869.849,"endTime":874.199,"body":"consumer memberships to Tom Gill"},{"speaker":"Phillip Gill","startTime":874.199,"endTime":879.719,"body":"Chevrolet, and they can then"},{"speaker":"Phillip Gill","startTime":874.199,"endTime":879.719,"body":"tear up based on those, you"},{"speaker":"Phillip Gill","startTime":879.719,"endTime":883.289,"body":"know, what conveniences and"},{"speaker":"Phillip Gill","startTime":879.719,"endTime":883.289,"body":"opportunities they want. And so"},{"speaker":"Phillip Gill","startTime":883.289,"endTime":885.869,"body":"that's kind of the first step"},{"speaker":"Phillip Gill","startTime":883.289,"endTime":885.869,"body":"into really saying okay, this is"},{"speaker":"Phillip Gill","startTime":885.869,"endTime":889.289,"body":"a high value customer to Tom"},{"speaker":"Phillip Gill","startTime":885.869,"endTime":889.289,"body":"Gill Chevrolet who really is"},{"speaker":"Phillip Gill","startTime":889.289,"endTime":893.669,"body":"bought into the ecosystem that"},{"speaker":"Phillip Gill","startTime":889.289,"endTime":893.669,"body":"we're building so stay tuned for"},{"speaker":"Phillip Gill","startTime":893.669,"endTime":899.069,"body":"that because that is just so so"},{"speaker":"Phillip Gill","startTime":893.669,"endTime":899.069,"body":"close. No on live Yeah."},{"speaker":"Kyle Mountsier","startTime":899.67,"endTime":901.98,"body":"You We've gone"},{"speaker":"Kyle Mountsier","startTime":899.67,"endTime":901.98,"body":"back taking something from a"},{"speaker":"Kyle Mountsier","startTime":901.98,"endTime":904.92,"body":"session worked with the DMS,"},{"speaker":"Kyle Mountsier","startTime":901.98,"endTime":904.92,"body":"that's collaboration that's"},{"speaker":"Kyle Mountsier","startTime":904.92,"endTime":908.16,"body":"connection, and then gone and"},{"speaker":"Kyle Mountsier","startTime":904.92,"endTime":908.16,"body":"exposed in a brand new program"},{"speaker":"Kyle Mountsier","startTime":908.16,"endTime":912.87,"body":"in order to increase lifetime"},{"speaker":"Kyle Mountsier","startTime":908.16,"endTime":912.87,"body":"value all on this circle. I'm"},{"speaker":"Kyle Mountsier","startTime":912.87,"endTime":920.34,"body":"just, and then you're coming"},{"speaker":"Kyle Mountsier","startTime":912.87,"endTime":920.34,"body":"back for the day. As to good,"},{"speaker":"Kyle Mountsier","startTime":920.37,"endTime":920.97,"body":"that's me."},{"speaker":"Paul J Daly","startTime":921.0,"endTime":923.49,"body":"So let me drill"},{"speaker":"Paul J Daly","startTime":921.0,"endTime":923.49,"body":"into that for a little bit."},{"speaker":"Paul J Daly","startTime":923.49,"endTime":926.28,"body":"Because I know you've you've for"},{"speaker":"Paul J Daly","startTime":923.49,"endTime":926.28,"body":"a long time in putting time and"},{"speaker":"Paul J Daly","startTime":926.28,"endTime":930.21,"body":"energy into thinking, what are"},{"speaker":"Paul J Daly","startTime":926.28,"endTime":930.21,"body":"the advantages people and you"},{"speaker":"Paul J Daly","startTime":930.21,"endTime":934.23,"body":"literally call them advantages?"},{"speaker":"Paul J Daly","startTime":930.21,"endTime":934.23,"body":"But But what are the advantages"},{"speaker":"Paul J Daly","startTime":934.23,"endTime":936.69,"body":"of doing business with you"},{"speaker":"Paul J Daly","startTime":934.23,"endTime":936.69,"body":"versus all the other options"},{"speaker":"Paul J Daly","startTime":936.69,"endTime":939.84,"body":"that there are in your market"},{"speaker":"Paul J Daly","startTime":936.69,"endTime":939.84,"body":"share? Right? Because you have"},{"speaker":"Paul J Daly","startTime":939.87,"endTime":942.63,"body":"you know, you're, you're in a"},{"speaker":"Paul J Daly","startTime":939.87,"endTime":942.63,"body":"pretty big DMA. Why don't you"},{"speaker":"Paul J Daly","startTime":942.63,"endTime":945.48,"body":"explain your market in general,"},{"speaker":"Paul J Daly","startTime":942.63,"endTime":945.48,"body":"just so we can give people a"},{"speaker":"Paul J Daly","startTime":945.48,"endTime":946.68,"body":"little bit of perspective? Yeah,"},{"speaker":"Phillip Gill","startTime":946.68,"endTime":948.42,"body":"absolutely. So"},{"speaker":"Phillip Gill","startTime":946.68,"endTime":948.42,"body":"we're in the Cincinnati"},{"speaker":"Phillip Gill","startTime":948.42,"endTime":951.84,"body":"marketplace. So we sit on the in"},{"speaker":"Phillip Gill","startTime":948.42,"endTime":951.84,"body":"Florence, Kentucky, which is"},{"speaker":"Phillip Gill","startTime":951.84,"endTime":955.02,"body":"about 10 miles south of"},{"speaker":"Phillip Gill","startTime":951.84,"endTime":955.02,"body":"Cincinnati. So it's a metro"},{"speaker":"Phillip Gill","startTime":955.02,"endTime":958.47,"body":"population of roughly 3 million"},{"speaker":"Phillip Gill","startTime":955.02,"endTime":958.47,"body":"people. From a Chevy dealer"},{"speaker":"Phillip Gill","startTime":958.47,"endTime":962.07,"body":"standpoint, we have 16 Chevrolet"},{"speaker":"Phillip Gill","startTime":958.47,"endTime":962.07,"body":"dealerships to service those 3"},{"speaker":"Phillip Gill","startTime":962.07,"endTime":966.72,"body":"million people, which couple?"},{"speaker":"Phillip Gill","startTime":962.07,"endTime":966.72,"body":"There's a few options out there,"},{"speaker":"Phillip Gill","startTime":966.72,"endTime":973.5,"body":"right. So we sit in a very"},{"speaker":"Phillip Gill","startTime":966.72,"endTime":973.5,"body":"competitive market that, you"},{"speaker":"Phillip Gill","startTime":973.5,"endTime":977.85,"body":"know, is is challenging. I mean,"},{"speaker":"Phillip Gill","startTime":973.5,"endTime":977.85,"body":"we have a great team of dealers"},{"speaker":"Phillip Gill","startTime":977.85,"endTime":980.61,"body":"that represent Chevrolet in"},{"speaker":"Phillip Gill","startTime":977.85,"endTime":980.61,"body":"Cincinnati to give people an"},{"speaker":"Phillip Gill","startTime":980.61,"endTime":983.85,"body":"idea, Cincinnati, or Chevrolet"},{"speaker":"Phillip Gill","startTime":980.61,"endTime":983.85,"body":"has been the number one selling"},{"speaker":"Phillip Gill","startTime":983.85,"endTime":988.23,"body":"brand in Cincinnati, I think"},{"speaker":"Phillip Gill","startTime":983.85,"endTime":988.23,"body":"eight years going. We command"},{"speaker":"Phillip Gill","startTime":988.26,"endTime":992.46,"body":"like roughly 15% market share in"},{"speaker":"Phillip Gill","startTime":988.26,"endTime":992.46,"body":"the market itself. I mean, it's"},{"speaker":"Phillip Gill","startTime":992.46,"endTime":995.58,"body":"just a really strong competitive"},{"speaker":"Phillip Gill","startTime":992.46,"endTime":995.58,"body":"group of dealers that is going"},{"speaker":"Phillip Gill","startTime":995.58,"endTime":998.31,"body":"out there. So we, for a long"},{"speaker":"Phillip Gill","startTime":995.58,"endTime":998.31,"body":"time, can vouch"},{"speaker":"Kyle Mountsier","startTime":998.31,"endTime":1001.34,"body":"for that. Like,"},{"speaker":"Kyle Mountsier","startTime":998.31,"endTime":1001.34,"body":"I can tell you that in"},{"speaker":"Kyle Mountsier","startTime":1001.34,"endTime":1005.27,"body":"Cincinnati, I don't know of a"},{"speaker":"Kyle Mountsier","startTime":1001.34,"endTime":1005.27,"body":"Chevy dealer, there's probably"},{"speaker":"Kyle Mountsier","startTime":1005.27,"endTime":1008.33,"body":"one or two out of that 16. But"},{"speaker":"Kyle Mountsier","startTime":1005.27,"endTime":1008.33,"body":"like of the ones that come to"},{"speaker":"Kyle Mountsier","startTime":1008.33,"endTime":1012.41,"body":"mind, I lived in northern"},{"speaker":"Kyle Mountsier","startTime":1008.33,"endTime":1012.41,"body":"Cincinnati Mason for for my like"},{"speaker":"Kyle Mountsier","startTime":1012.41,"endTime":1016.04,"body":"high school and middle school"},{"speaker":"Kyle Mountsier","startTime":1012.41,"endTime":1016.04,"body":"years. Like every Chevy like"},{"speaker":"Kyle Mountsier","startTime":1016.04,"endTime":1020.09,"body":"blank, blank, blank, Chevy."},{"speaker":"Kyle Mountsier","startTime":1016.04,"endTime":1020.09,"body":"Everyone has a pretty generally"},{"speaker":"Kyle Mountsier","startTime":1020.09,"endTime":1023.03,"body":"good reputation. So I can see"},{"speaker":"Kyle Mountsier","startTime":1020.09,"endTime":1023.03,"body":"why that's the reality on like"},{"speaker":"Kyle Mountsier","startTime":1023.03,"endTime":1024.44,"body":"the market penetration. Yeah."},{"speaker":"Phillip Gill","startTime":1024.74,"endTime":1027.38,"body":"So it's forced us"},{"speaker":"Phillip Gill","startTime":1024.74,"endTime":1027.38,"body":"to say, Hey, how can we"},{"speaker":"Phillip Gill","startTime":1027.38,"endTime":1031.52,"body":"differentiate ourselves, right."},{"speaker":"Phillip Gill","startTime":1027.38,"endTime":1031.52,"body":"So you know, our big, some of"},{"speaker":"Phillip Gill","startTime":1031.52,"endTime":1034.76,"body":"our big differentiators or"},{"speaker":"Phillip Gill","startTime":1031.52,"endTime":1034.76,"body":"advantages are like lifetime oil"},{"speaker":"Phillip Gill","startTime":1034.76,"endTime":1039.23,"body":"changes when you buy a vehicle"},{"speaker":"Phillip Gill","startTime":1034.76,"endTime":1039.23,"body":"from us lifetime. carwashes and"},{"speaker":"Phillip Gill","startTime":1039.38,"endTime":1042.29,"body":"our used cars come with a"},{"speaker":"Phillip Gill","startTime":1039.38,"endTime":1042.29,"body":"lifetime powertrain warranty."},{"speaker":"Phillip Gill","startTime":1043.52,"endTime":1045.8,"body":"And then there's some"},{"speaker":"Phillip Gill","startTime":1043.52,"endTime":1045.8,"body":"subcategories that you know, you"},{"speaker":"Phillip Gill","startTime":1045.8,"endTime":1049.01,"body":"can get additional trading"},{"speaker":"Phillip Gill","startTime":1045.8,"endTime":1049.01,"body":"credit based on when you come to"},{"speaker":"Phillip Gill","startTime":1049.01,"endTime":1053.54,"body":"trade in off of that loaner"},{"speaker":"Phillip Gill","startTime":1049.01,"endTime":1053.54,"body":"vehicles when you're in service."},{"speaker":"Phillip Gill","startTime":1053.99,"endTime":1059.15,"body":"So a lot of convenience is to"},{"speaker":"Phillip Gill","startTime":1053.99,"endTime":1059.15,"body":"the consumer, right. And that"},{"speaker":"Phillip Gill","startTime":1059.15,"endTime":1065.36,"body":"helps build a lot of loyalty to"},{"speaker":"Phillip Gill","startTime":1059.15,"endTime":1065.36,"body":"Tom Gill, Chevrolet apps. It's"},{"speaker":"Phillip Gill","startTime":1065.36,"endTime":1069.53,"body":"been a big, big help in our"},{"speaker":"Phillip Gill","startTime":1065.36,"endTime":1069.53,"body":"growth. And I'm excited to take"},{"speaker":"Phillip Gill","startTime":1069.53,"endTime":1071.69,"body":"it to the next level and see"},{"speaker":"Phillip Gill","startTime":1069.53,"endTime":1071.69,"body":"where we can go with that."},{"speaker":"Phillip Gill","startTime":1071.69,"endTime":1074.57,"body":"Because I think what we're"},{"speaker":"Phillip Gill","startTime":1071.69,"endTime":1074.57,"body":"seeing here is that, you know,"},{"speaker":"Phillip Gill","startTime":1074.57,"endTime":1077.27,"body":"we're still going really steady"},{"speaker":"Phillip Gill","startTime":1074.57,"endTime":1077.27,"body":"with that. And it's been a good"},{"speaker":"Phillip Gill","startTime":1077.27,"endTime":1081.38,"body":"program. But I think there's"},{"speaker":"Phillip Gill","startTime":1077.27,"endTime":1081.38,"body":"more value to kind of squeezed"},{"speaker":"Phillip Gill","startTime":1081.41,"endTime":1087.2,"body":"out of that entire kind of"},{"speaker":"Phillip Gill","startTime":1081.41,"endTime":1087.2,"body":"ecosystem to really drive even"},{"speaker":"Phillip Gill","startTime":1087.2,"endTime":1090.02,"body":"better retention, happier"},{"speaker":"Phillip Gill","startTime":1087.2,"endTime":1090.02,"body":"customers, more convenient"},{"speaker":"Phillip Gill","startTime":1090.02,"endTime":1091.79,"body":"services, all that type of"},{"speaker":"Phillip Gill","startTime":1090.02,"endTime":1091.79,"body":"stuff."},{"speaker":"Kyle Mountsier","startTime":1092.42,"endTime":1094.88,"body":"Well, I mean,"},{"speaker":"Kyle Mountsier","startTime":1092.42,"endTime":1094.88,"body":"you're taking the playbook. I"},{"speaker":"Kyle Mountsier","startTime":1094.88,"endTime":1097.43,"body":"mean, it's not the exact"},{"speaker":"Kyle Mountsier","startTime":1094.88,"endTime":1097.43,"body":"playbook. But just when we look"},{"speaker":"Kyle Mountsier","startTime":1097.43,"endTime":1100.1,"body":"at large companies that are"},{"speaker":"Kyle Mountsier","startTime":1097.43,"endTime":1100.1,"body":"doing this, and I I'm gonna go"},{"speaker":"Kyle Mountsier","startTime":1100.1,"endTime":1103.94,"body":"back to Delta, right. All I'm"},{"speaker":"Kyle Mountsier","startTime":1100.1,"endTime":1103.94,"body":"thinking about right now is"},{"speaker":"Kyle Mountsier","startTime":1103.94,"endTime":1105.47,"body":"delta because I fly a lot,"},{"speaker":"Paul J Daly","startTime":1105.74,"endTime":1108.05,"body":"because any just"},{"speaker":"Paul J Daly","startTime":1105.74,"endTime":1108.05,"body":"got the reserve card, so he"},{"speaker":"Paul J Daly","startTime":1108.05,"endTime":1111.53,"body":"likes it as he walks into the"},{"speaker":"Paul J Daly","startTime":1108.05,"endTime":1111.53,"body":"lounge with his"},{"speaker":"Kyle Mountsier","startTime":1112.97,"endTime":1116.45,"body":"eye strike in"},{"speaker":"Kyle Mountsier","startTime":1112.97,"endTime":1116.45,"body":"there. Throw PISA signs to ever"},{"speaker":"Kyle Mountsier","startTime":1116.45,"endTime":1116.69,"body":"start"},{"speaker":"Paul J Daly","startTime":1116.69,"endTime":1118.34,"body":"saying hi to"},{"speaker":"Paul J Daly","startTime":1116.69,"endTime":1118.34,"body":"people, he doesn't know if it's"},{"speaker":"Paul J Daly","startTime":1118.49,"endTime":1119.15,"body":"right. Yeah."},{"speaker":"Kyle Mountsier","startTime":1120.44,"endTime":1124.58,"body":"Oh, what's up"},{"speaker":"Kyle Mountsier","startTime":1120.44,"endTime":1124.58,"body":"any? Yeah. But the the the"},{"speaker":"Kyle Mountsier","startTime":1124.58,"endTime":1128.42,"body":"trigger there was they they"},{"speaker":"Kyle Mountsier","startTime":1124.58,"endTime":1128.42,"body":"completely re mapped their"},{"speaker":"Kyle Mountsier","startTime":1128.42,"endTime":1134.03,"body":"entire incentive program, right,"},{"speaker":"Kyle Mountsier","startTime":1128.42,"endTime":1134.03,"body":"like in 2023. And for now 2024."},{"speaker":"Kyle Mountsier","startTime":1134.03,"endTime":1138.32,"body":"And so it provides doing what"},{"speaker":"Kyle Mountsier","startTime":1134.03,"endTime":1138.32,"body":"you're doing, does actually,"},{"speaker":"Kyle Mountsier","startTime":1138.32,"endTime":1140.9,"body":"like it provides a trigger point"},{"speaker":"Kyle Mountsier","startTime":1138.32,"endTime":1140.9,"body":"for the energy if you can"},{"speaker":"Kyle Mountsier","startTime":1140.9,"endTime":1143.54,"body":"communicate it well to the"},{"speaker":"Kyle Mountsier","startTime":1140.9,"endTime":1143.54,"body":"customers and share the value"},{"speaker":"Kyle Mountsier","startTime":1143.54,"endTime":1146.54,"body":"and show how this enhanced"},{"speaker":"Kyle Mountsier","startTime":1143.54,"endTime":1146.54,"body":"program actually brings them"},{"speaker":"Kyle Mountsier","startTime":1146.54,"endTime":1150.2,"body":"closer, there's a marketing"},{"speaker":"Kyle Mountsier","startTime":1146.54,"endTime":1150.2,"body":"cadence around, hey, we're"},{"speaker":"Kyle Mountsier","startTime":1150.23,"endTime":1153.35,"body":"changing this for the better for"},{"speaker":"Kyle Mountsier","startTime":1150.23,"endTime":1153.35,"body":"you, right? It's not just like a"},{"speaker":"Kyle Mountsier","startTime":1153.35,"endTime":1155.36,"body":"part of the advantage, but"},{"speaker":"Kyle Mountsier","startTime":1153.35,"endTime":1155.36,"body":"there's a marketing cadence that"},{"speaker":"Kyle Mountsier","startTime":1155.36,"endTime":1158.03,"body":"you can get out of that, which"},{"speaker":"Kyle Mountsier","startTime":1155.36,"endTime":1158.03,"body":"will attract more and more"},{"speaker":"Kyle Mountsier","startTime":1158.03,"endTime":1161.51,"body":"people to continue to do"},{"speaker":"Kyle Mountsier","startTime":1158.03,"endTime":1161.51,"body":"business with you. Because we"},{"speaker":"Kyle Mountsier","startTime":1161.51,"endTime":1166.28,"body":"all love and we we love getting"},{"speaker":"Kyle Mountsier","startTime":1161.51,"endTime":1166.28,"body":"the proverbial freemium right"},{"speaker":"Kyle Mountsier","startTime":1166.31,"endTime":1171.05,"body":"in, in, in our absolutely love"},{"speaker":"Kyle Mountsier","startTime":1166.31,"endTime":1171.05,"body":"it. It's the best. Yeah, it's,"},{"speaker":"Phillip Gill","startTime":1171.32,"endTime":1174.2,"body":"it's awesome. I"},{"speaker":"Phillip Gill","startTime":1171.32,"endTime":1174.2,"body":"love it as well. And you know,"},{"speaker":"Phillip Gill","startTime":1174.23,"endTime":1177.26,"body":"the one area that we identified"},{"speaker":"Phillip Gill","startTime":1174.23,"endTime":1177.26,"body":"that we're really missing is"},{"speaker":"Phillip Gill","startTime":1177.26,"endTime":1181.49,"body":"like, how do we bring a program"},{"speaker":"Phillip Gill","startTime":1177.26,"endTime":1181.49,"body":"to a customer that didn't buy"},{"speaker":"Phillip Gill","startTime":1181.49,"endTime":1185.15,"body":"the car from us, but is doing"},{"speaker":"Phillip Gill","startTime":1181.49,"endTime":1185.15,"body":"service with us, right? To bring"},{"speaker":"Phillip Gill","startTime":1185.15,"endTime":1188.33,"body":"them into the ecosystem and say,"},{"speaker":"Phillip Gill","startTime":1185.15,"endTime":1188.33,"body":"hey, I want to capture you now."},{"speaker":"Paul J Daly","startTime":1189.65,"endTime":1190.67,"body":"What's the next"},{"speaker":"Paul J Daly","startTime":1189.65,"endTime":1190.67,"body":"sale?"},{"speaker":"Phillip Gill","startTime":1190.7,"endTime":1194.21,"body":"Because I want the"},{"speaker":"Phillip Gill","startTime":1190.7,"endTime":1194.21,"body":"next sale? Yeah. And so you"},{"speaker":"Phillip Gill","startTime":1194.21,"endTime":1197.15,"body":"know, that's another big part of"},{"speaker":"Phillip Gill","startTime":1194.21,"endTime":1197.15,"body":"this. That'll be a big focus of"},{"speaker":"Phillip Gill","startTime":1197.15,"endTime":1201.2,"body":"ours is how do we expand that"},{"speaker":"Phillip Gill","startTime":1197.15,"endTime":1201.2,"body":"bucket of people to say Hey, I"},{"speaker":"Phillip Gill","startTime":1201.2,"endTime":1204.14,"body":"can serve as your car and then I"},{"speaker":"Phillip Gill","startTime":1201.2,"endTime":1204.14,"body":"probably will get your next sale"},{"speaker":"Phillip Gill","startTime":1204.14,"endTime":1206.84,"body":"next time around. So that's"},{"speaker":"Kyle Mountsier","startTime":1206.84,"endTime":1209.72,"body":"exactly it."},{"speaker":"Kyle Mountsier","startTime":1206.84,"endTime":1209.72,"body":"Because I mean, you're what? You"},{"speaker":"Kyle Mountsier","startTime":1209.72,"endTime":1215.21,"body":"know, you're always like, five"},{"speaker":"Kyle Mountsier","startTime":1209.72,"endTime":1215.21,"body":"to 7x, maybe more your service"},{"speaker":"Kyle Mountsier","startTime":1215.21,"endTime":1219.32,"body":"arrows to your sales? Oh, yeah,"},{"speaker":"Kyle Mountsier","startTime":1215.21,"endTime":1219.32,"body":"every single month. And so it's"},{"speaker":"Kyle Mountsier","startTime":1219.32,"endTime":1222.2,"body":"like, what are the opportunities"},{"speaker":"Kyle Mountsier","startTime":1219.32,"endTime":1222.2,"body":"in that customer base that"},{"speaker":"Kyle Mountsier","startTime":1222.2,"endTime":1226.37,"body":"you're not getting the value of?"},{"speaker":"Kyle Mountsier","startTime":1222.2,"endTime":1226.37,"body":"Because they didn't like, buy"},{"speaker":"Kyle Mountsier","startTime":1226.37,"endTime":1229.22,"body":"the thing with the free stuff."},{"speaker":"Kyle Mountsier","startTime":1226.37,"endTime":1229.22,"body":"Right? Right for sure. How do"},{"speaker":"Kyle Mountsier","startTime":1229.22,"endTime":1232.76,"body":"you endear them to you as a"},{"speaker":"Kyle Mountsier","startTime":1229.22,"endTime":1232.76,"body":"company? Yeah, that's amazing."},{"speaker":"Kyle Mountsier","startTime":1233.06,"endTime":1233.27,"body":"I'll"},{"speaker":"Paul J Daly","startTime":1233.27,"endTime":1236.45,"body":"tell you what, we"},{"speaker":"Paul J Daly","startTime":1233.27,"endTime":1236.45,"body":"never ever, ever have a lack of"},{"speaker":"Paul J Daly","startTime":1236.45,"endTime":1239.48,"body":"conversation when I'm when"},{"speaker":"Paul J Daly","startTime":1236.45,"endTime":1239.48,"body":"you're here. And unfortunately,"},{"speaker":"Paul J Daly","startTime":1239.48,"endTime":1242.6,"body":"we're out of time today, but I'm"},{"speaker":"Paul J Daly","startTime":1239.48,"endTime":1242.6,"body":"sure we'll catch up soon, you"},{"speaker":"Paul J Daly","startTime":1242.6,"endTime":1245.96,"body":"will be at a soda con, our"},{"speaker":"Paul J Daly","startTime":1242.6,"endTime":1245.96,"body":"producer messaged me and said I"},{"speaker":"Paul J Daly","startTime":1245.96,"endTime":1248.15,"body":"can announce it because it'll"},{"speaker":"Paul J Daly","startTime":1245.96,"endTime":1248.15,"body":"already be announced. By the"},{"speaker":"Paul J Daly","startTime":1248.15,"endTime":1250.91,"body":"time this airs. We're having"},{"speaker":"Paul J Daly","startTime":1248.15,"endTime":1250.91,"body":"we'll get Dara the author of"},{"speaker":"Paul J Daly","startTime":1250.91,"endTime":1253.82,"body":"that book at a soda Con this"},{"speaker":"Paul J Daly","startTime":1250.91,"endTime":1253.82,"body":"year. So you get to see them."},{"speaker":"Paul J Daly","startTime":1253.97,"endTime":1256.49,"body":"And looking forward to hopefully"},{"speaker":"Paul J Daly","startTime":1253.97,"endTime":1256.49,"body":"having some time to share some"},{"speaker":"Paul J Daly","startTime":1256.49,"endTime":1258.92,"body":"of these stories with him and"},{"speaker":"Paul J Daly","startTime":1256.49,"endTime":1258.92,"body":"get his perspective because"},{"speaker":"Paul J Daly","startTime":1258.92,"endTime":1262.31,"body":"we're trying to pull him and his"},{"speaker":"Paul J Daly","startTime":1258.92,"endTime":1262.31,"body":"hospitality mindset into"},{"speaker":"Paul J Daly","startTime":1262.34,"endTime":1264.8,"body":"automotive, right? Like, what do"},{"speaker":"Paul J Daly","startTime":1262.34,"endTime":1264.8,"body":"you think about this product."},{"speaker":"Paul J Daly","startTime":1265.04,"endTime":1268.07,"body":"And he has a company actually,"},{"speaker":"Paul J Daly","startTime":1265.04,"endTime":1268.07,"body":"it's called Thank you. And it"},{"speaker":"Paul J Daly","startTime":1268.07,"endTime":1271.13,"body":"kind of consults on experience"},{"speaker":"Paul J Daly","startTime":1268.07,"endTime":1271.13,"body":"and kind of this unreasonable"},{"speaker":"Paul J Daly","startTime":1271.13,"endTime":1274.61,"body":"hospitality. So fill it you kind"},{"speaker":"Paul J Daly","startTime":1271.13,"endTime":1274.61,"body":"of embody that just naturally."},{"speaker":"Paul J Daly","startTime":1274.7,"endTime":1277.13,"body":"And now that we know that your"},{"speaker":"Paul J Daly","startTime":1274.7,"endTime":1277.13,"body":"story kind of like lines up, it"},{"speaker":"Paul J Daly","startTime":1277.13,"endTime":1279.11,"body":"makes all the sense in the"},{"speaker":"Paul J Daly","startTime":1277.13,"endTime":1279.11,"body":"world. Thank you so much, again,"},{"speaker":"Paul J Daly","startTime":1279.26,"endTime":1281.66,"body":"for just giving your time and"},{"speaker":"Paul J Daly","startTime":1279.26,"endTime":1281.66,"body":"your energy and your passion,"},{"speaker":"Paul J Daly","startTime":1281.84,"endTime":1283.97,"body":"sewing it back into this"},{"speaker":"Paul J Daly","startTime":1281.84,"endTime":1283.97,"body":"industry that really,"},{"speaker":"Phillip Gill","startTime":1284.3,"endTime":1286.49,"body":"absolutely thank"},{"speaker":"Phillip Gill","startTime":1284.3,"endTime":1286.49,"body":"you guys. It was it was fun"},{"speaker":"Phillip Gill","startTime":1286.49,"endTime":1286.91,"body":"being on."},{"speaker":"Paul J Daly","startTime":1290.18,"endTime":1293.33,"body":"All right. So I"},{"speaker":"Paul J Daly","startTime":1290.18,"endTime":1293.33,"body":"think what Phil just told us is"},{"speaker":"Paul J Daly","startTime":1293.33,"endTime":1298.13,"body":"that he came Everybody showed"},{"speaker":"Paul J Daly","startTime":1293.33,"endTime":1298.13,"body":"ASOTU CON sat in the session,"},{"speaker":"Paul J Daly","startTime":1298.16,"endTime":1303.47,"body":"and he learned from another"},{"speaker":"Paul J Daly","startTime":1298.16,"endTime":1303.47,"body":"dealer Dan Bannister, how or"},{"speaker":"Paul J Daly","startTime":1303.5,"endTime":1306.17,"body":"sparked an idea on how to do"},{"speaker":"Paul J Daly","startTime":1303.5,"endTime":1306.17,"body":"something regarding lifetime"},{"speaker":"Paul J Daly","startTime":1306.17,"endTime":1309.02,"body":"value of a service customer. And"},{"speaker":"Paul J Daly","startTime":1306.17,"endTime":1309.02,"body":"then he partnered with a tech"},{"speaker":"Paul J Daly","startTime":1309.02,"endTime":1313.43,"body":"partner to build and deploy the"},{"speaker":"Paul J Daly","startTime":1309.02,"endTime":1313.43,"body":"very idea that was conceived in"},{"speaker":"Paul J Daly","startTime":1313.43,"endTime":1315.65,"body":"a soda continent. Here we are"},{"speaker":"Paul J Daly","startTime":1313.43,"endTime":1315.65,"body":"not even a year later, not even"},{"speaker":"Paul J Daly","startTime":1315.65,"endTime":1319.79,"body":"six months later, and he's like"},{"speaker":"Paul J Daly","startTime":1315.65,"endTime":1319.79,"body":"ready to do, like, talk about a"},{"speaker":"Paul J Daly","startTime":1319.79,"endTime":1323.33,"body":"mover and a shaker and a sleeper"},{"speaker":"Paul J Daly","startTime":1319.79,"endTime":1323.33,"body":"I go back to my comment in the"},{"speaker":"Paul J Daly","startTime":1323.33,"endTime":1323.84,"body":"intro."},{"speaker":"Kyle Mountsier","startTime":1324.44,"endTime":1326.09,"body":"can't even"},{"speaker":"Kyle Mountsier","startTime":1324.44,"endTime":1326.09,"body":"handle it. No, I"},{"speaker":"Michael Cirillo","startTime":1326.09,"endTime":1327.71,"body":"mean, that's"},{"speaker":"Michael Cirillo","startTime":1326.09,"endTime":1327.71,"body":"innovation, though. It's like,"},{"speaker":"Michael Cirillo","startTime":1327.74,"endTime":1331.88,"body":"again, we've talked about this."},{"speaker":"Michael Cirillo","startTime":1327.74,"endTime":1331.88,"body":"It's like assembling tools and"},{"speaker":"Michael Cirillo","startTime":1331.88,"endTime":1335.27,"body":"resources that already exist"},{"speaker":"Michael Cirillo","startTime":1331.88,"endTime":1335.27,"body":"into a new concept that that"},{"speaker":"Michael Cirillo","startTime":1335.27,"endTime":1337.82,"body":"serves a purpose for you. And"},{"speaker":"Michael Cirillo","startTime":1335.27,"endTime":1337.82,"body":"that's exactly what he's doing"},{"speaker":"Michael Cirillo","startTime":1337.82,"endTime":1341.24,"body":"right tech company already"},{"speaker":"Michael Cirillo","startTime":1337.82,"endTime":1341.24,"body":"existed. ASOTU CON existed,"},{"speaker":"Michael Cirillo","startTime":1341.27,"endTime":1344.72,"body":"like, you know, just, I'm always"},{"speaker":"Michael Cirillo","startTime":1341.27,"endTime":1344.72,"body":"fascinated by how"},{"speaker":"Michael Cirillo","startTime":1344.72,"endTime":1347.63,"body":"overcomplicated sometimes we"},{"speaker":"Michael Cirillo","startTime":1344.72,"endTime":1347.63,"body":"make things. And then you see"},{"speaker":"Michael Cirillo","startTime":1347.63,"endTime":1349.73,"body":"somebody like Phil, who comes"},{"speaker":"Michael Cirillo","startTime":1347.63,"endTime":1349.73,"body":"right down the middle and is"},{"speaker":"Michael Cirillo","startTime":1349.73,"endTime":1352.22,"body":"like, I don't I'm not going to"},{"speaker":"Michael Cirillo","startTime":1349.73,"endTime":1352.22,"body":"ever do"},{"speaker":"Paul J Daly","startTime":1352.22,"endTime":1354.89,"body":"it about it. Right?"},{"speaker":"Paul J Daly","startTime":1352.22,"endTime":1354.89,"body":"I'm not going to tell everybody,"},{"speaker":"Paul J Daly","startTime":1354.92,"endTime":1357.08,"body":"I'm not going to make a big fuss"},{"speaker":"Paul J Daly","startTime":1354.92,"endTime":1357.08,"body":"about it. I'm just going to do"},{"speaker":"Paul J Daly","startTime":1357.08,"endTime":1360.17,"body":"it. And people like every look."},{"speaker":"Paul J Daly","startTime":1357.08,"endTime":1360.17,"body":"Oh, yeah, tell them what I did."},{"speaker":"Paul J Daly","startTime":1360.2,"endTime":1363.02,"body":"Oh, problem. Oh, by the way,"},{"speaker":"Paul J Daly","startTime":1360.2,"endTime":1363.02,"body":"like my retention is through the"},{"speaker":"Paul J Daly","startTime":1363.02,"endTime":1365.51,"body":"roof and my profitability is"},{"speaker":"Paul J Daly","startTime":1363.02,"endTime":1365.51,"body":"through the roof. You"},{"speaker":"Kyle Mountsier","startTime":1365.51,"endTime":1368.27,"body":"know what I also"},{"speaker":"Kyle Mountsier","startTime":1365.51,"endTime":1368.27,"body":"love it. He talks a lot about"},{"speaker":"Kyle Mountsier","startTime":1368.27,"endTime":1372.8,"body":"just how his experience in like"},{"speaker":"Kyle Mountsier","startTime":1368.27,"endTime":1372.8,"body":"the back of the house. And we"},{"speaker":"Kyle Mountsier","startTime":1372.8,"endTime":1377.09,"body":"talked about whether there is"},{"speaker":"Kyle Mountsier","startTime":1372.8,"endTime":1377.09,"body":"like this, this scenario where"},{"speaker":"Kyle Mountsier","startTime":1377.27,"endTime":1380.84,"body":"you've got someone that"},{"speaker":"Kyle Mountsier","startTime":1377.27,"endTime":1380.84,"body":"understands both sides of the"},{"speaker":"Kyle Mountsier","startTime":1380.84,"endTime":1386.09,"body":"business and can execute and"},{"speaker":"Kyle Mountsier","startTime":1380.84,"endTime":1386.09,"body":"move in such a more seamless way"},{"speaker":"Kyle Mountsier","startTime":1387.29,"endTime":1391.07,"body":"that, like that thought process"},{"speaker":"Kyle Mountsier","startTime":1387.29,"endTime":1391.07,"body":"for me is like I always want to"},{"speaker":"Kyle Mountsier","startTime":1391.07,"endTime":1394.67,"body":"be cross trained on everything"},{"speaker":"Kyle Mountsier","startTime":1391.07,"endTime":1394.67,"body":"in the business. Because then I"},{"speaker":"Kyle Mountsier","startTime":1394.67,"endTime":1397.88,"body":"see the business from all"},{"speaker":"Kyle Mountsier","startTime":1394.67,"endTime":1397.88,"body":"angles. And I think that like"},{"speaker":"Kyle Mountsier","startTime":1397.91,"endTime":1401.87,"body":"GSM is general managers, owners,"},{"speaker":"Kyle Mountsier","startTime":1397.91,"endTime":1401.87,"body":"operators that can take that"},{"speaker":"Kyle Mountsier","startTime":1401.87,"endTime":1406.07,"body":"position, always going to be"},{"speaker":"Kyle Mountsier","startTime":1401.87,"endTime":1406.07,"body":"more profitable and run better"},{"speaker":"Kyle Mountsier","startTime":1406.07,"endTime":1407.63,"body":"businesses. Absolutely."},{"speaker":"Paul J Daly","startTime":1407.87,"endTime":1409.88,"body":"Well, we hope you"},{"speaker":"Paul J Daly","startTime":1407.87,"endTime":1409.88,"body":"enjoyed this conversation. We"},{"speaker":"Paul J Daly","startTime":1409.88,"endTime":1414.02,"body":"hope it spurs you to some"},{"speaker":"Paul J Daly","startTime":1409.88,"endTime":1414.02,"body":"action, because if it doesn't,"},{"speaker":"Paul J Daly","startTime":1414.02,"endTime":1416.48,"body":"what are we doing here? On"},{"speaker":"Paul J Daly","startTime":1414.02,"endTime":1416.48,"body":"behalf of Kyle Mountsier,"},{"speaker":"Paul J Daly","startTime":1416.48,"endTime":1419.45,"body":"Michael Cirillo, and myself"},{"speaker":"Paul J Daly","startTime":1416.48,"endTime":1419.45,"body":"thanks for listening to Auto"},{"speaker":"Paul J Daly","startTime":1419.45,"endTime":1419.93,"body":"Collabs"},{"speaker":"Unknown","startTime":1426.56,"endTime":1431.81,"body":"Welcome to recording"}]}