{"version":"1.0.0","segments":[{"speaker":"Michael Cirillo","startTime":0.0,"endTime":2.7,"body":"Can you please"},{"speaker":"Michael Cirillo","startTime":0.0,"endTime":2.7,"body":"with this same level of"},{"speaker":"Michael Cirillo","startTime":2.82,"endTime":4.74,"body":"enthusiasm do the rest of"},{"speaker":"Unknown","startTime":11.46,"endTime":13.38,"body":"this is auto collabs."},{"speaker":"Paul J Daly","startTime":13.62,"endTime":16.26,"body":"What I wish people"},{"speaker":"Paul J Daly","startTime":13.62,"endTime":16.26,"body":"knew is that when we drop in,"},{"speaker":"Paul J Daly","startTime":16.26,"endTime":20.3,"body":"when Nathan finally hits the"},{"speaker":"Paul J Daly","startTime":16.26,"endTime":20.3,"body":"record button, we've been"},{"speaker":"Paul J Daly","startTime":20.3,"endTime":24.14,"body":"winding each other up for like"},{"speaker":"Paul J Daly","startTime":20.3,"endTime":24.14,"body":"10 minutes prior, solid 10"},{"speaker":"Paul J Daly","startTime":24.14,"endTime":24.5,"body":"minutes"},{"speaker":"Kyle Mountsier","startTime":24.5,"endTime":28.16,"body":"just to figure"},{"speaker":"Kyle Mountsier","startTime":24.5,"endTime":28.16,"body":"out who's going to get angry, or"},{"speaker":"Kyle Mountsier","startTime":28.16,"endTime":29.18,"body":"whatever it may be."},{"speaker":"Paul J Daly","startTime":29.18,"endTime":33.02,"body":"Show the 10 the 10"},{"speaker":"Paul J Daly","startTime":29.18,"endTime":33.02,"body":"minutes usually involves an"},{"speaker":"Paul J Daly","startTime":33.02,"endTime":39.14,"body":"array of emotion, from anger to"},{"speaker":"Paul J Daly","startTime":33.02,"endTime":39.14,"body":"hysteria to laughter, I mean."},{"speaker":"Paul J Daly","startTime":39.14,"endTime":41.92,"body":"And so by the time we get into"},{"speaker":"Paul J Daly","startTime":39.14,"endTime":41.92,"body":"this intros, we're all wound up"},{"speaker":"Paul J Daly","startTime":41.98,"endTime":45.04,"body":"today. I'm excited because we"},{"speaker":"Paul J Daly","startTime":41.98,"endTime":45.04,"body":"have Greg uland again. He is"},{"speaker":"Paul J Daly","startTime":45.22,"endTime":48.82,"body":"vying for the most. I think we"},{"speaker":"Paul J Daly","startTime":45.22,"endTime":48.82,"body":"do. We say this like I'm gonna"},{"speaker":"Paul J Daly","startTime":49.06,"endTime":52.54,"body":"We're tracking Nathan's tracking"},{"speaker":"Paul J Daly","startTime":49.06,"endTime":52.54,"body":"most appearances on asotu So far"},{"speaker":"Paul J Daly","startTime":52.54,"endTime":55.24,"body":"this year. It's a great spot to"},{"speaker":"Paul J Daly","startTime":52.54,"endTime":55.24,"body":"have Greg is somebody who's"},{"speaker":"Paul J Daly","startTime":55.24,"endTime":58.12,"body":"always paying attention to a"},{"speaker":"Paul J Daly","startTime":55.24,"endTime":58.12,"body":"broad spectrum of what's going"},{"speaker":"Paul J Daly","startTime":58.12,"endTime":61.5,"body":"on in the industry. And just by"},{"speaker":"Paul J Daly","startTime":58.12,"endTime":61.5,"body":"nature, I think of being the CMO"},{"speaker":"Paul J Daly","startTime":61.5,"endTime":64.74,"body":"for Reynolds, you're probably"},{"speaker":"Paul J Daly","startTime":61.5,"endTime":64.74,"body":"privy to a couple conversations"},{"speaker":"Paul J Daly","startTime":64.74,"endTime":66.66,"body":"in a couple different areas of"},{"speaker":"Paul J Daly","startTime":64.74,"endTime":66.66,"body":"the you know"},{"speaker":"Michael Cirillo","startTime":66.66,"endTime":68.88,"body":"what I mean?"},{"speaker":"Michael Cirillo","startTime":66.66,"endTime":68.88,"body":"When you're a company that is as"},{"speaker":"Michael Cirillo","startTime":68.88,"endTime":72.18,"body":"invested in this industry as"},{"speaker":"Michael Cirillo","startTime":68.88,"endTime":72.18,"body":"ray, ray, there's no doubt that"},{"speaker":"Michael Cirillo","startTime":72.18,"endTime":76.26,"body":"he's these conversations are"},{"speaker":"Michael Cirillo","startTime":72.18,"endTime":76.26,"body":"much farther reaching than we"},{"speaker":"Michael Cirillo","startTime":76.26,"endTime":79.8,"body":"probably could anticipate. So I"},{"speaker":"Michael Cirillo","startTime":76.26,"endTime":79.8,"body":"hope you enjoy this one with"},{"speaker":"Michael Cirillo","startTime":79.8,"endTime":85.1,"body":"Greg uland, top contender or the"},{"speaker":"Michael Cirillo","startTime":79.8,"endTime":85.1,"body":"number one. We're gonna have"},{"speaker":"Michael Cirillo","startTime":85.1,"endTime":86.12,"body":"those recurring we have"},{"speaker":"Paul J Daly","startTime":86.12,"endTime":87.44,"body":"to check with"},{"speaker":"Paul J Daly","startTime":86.12,"endTime":87.44,"body":"Nathan on that. We're"},{"speaker":"Michael Cirillo","startTime":87.74,"endTime":89.78,"body":"gonna have to"},{"speaker":"Michael Cirillo","startTime":87.74,"endTime":89.78,"body":"fact check that. But either way,"},{"speaker":"Michael Cirillo","startTime":89.78,"endTime":96.26,"body":"hope you enjoy this conversation"},{"speaker":"Michael Cirillo","startTime":89.78,"endTime":96.26,"body":"with Greg. Welcome"},{"speaker":"Paul J Daly","startTime":96.26,"endTime":99.02,"body":"back to the show. I"},{"speaker":"Paul J Daly","startTime":96.26,"endTime":99.02,"body":"think you are definitely a front"},{"speaker":"Paul J Daly","startTime":99.02,"endTime":102.64,"body":"runner for most appearances good"},{"speaker":"Paul J Daly","startTime":99.02,"endTime":102.64,"body":"here?"},{"speaker":"Greg Uland","startTime":102.7,"endTime":104.56,"body":"Well, I was hoping,"},{"speaker":"Greg Uland","startTime":102.7,"endTime":104.56,"body":"so that's what I've been going"},{"speaker":"Greg Uland","startTime":104.56,"endTime":104.8,"body":"for. You"},{"speaker":"Paul J Daly","startTime":104.8,"endTime":106.6,"body":"know, it's only a"},{"speaker":"Paul J Daly","startTime":104.8,"endTime":106.6,"body":"trophy and everything good. I"},{"speaker":"Paul J Daly","startTime":106.6,"endTime":106.96,"body":"mean, it's"},{"speaker":"Greg Uland","startTime":106.96,"endTime":108.7,"body":"only August, so we"},{"speaker":"Greg Uland","startTime":106.96,"endTime":108.7,"body":"got, you know, a few solid"},{"speaker":"Greg Uland","startTime":108.7,"endTime":111.46,"body":"months left. If we can keep up"},{"speaker":"Greg Uland","startTime":108.7,"endTime":111.46,"body":"with teens, we should be in good"},{"speaker":"Greg Uland","startTime":111.46,"endTime":112.36,"body":"shape. So"},{"speaker":"Paul J Daly","startTime":112.36,"endTime":115.66,"body":"good, so good. The"},{"speaker":"Paul J Daly","startTime":112.36,"endTime":115.66,"body":"summer is always one of those"},{"speaker":"Paul J Daly","startTime":115.66,"endTime":120.18,"body":"times where, depending on who"},{"speaker":"Paul J Daly","startTime":115.66,"endTime":120.18,"body":"you talk to, you realize, like"},{"speaker":"Paul J Daly","startTime":120.18,"endTime":123.18,"body":"they don't want to talk to you"},{"speaker":"Paul J Daly","startTime":120.18,"endTime":123.18,"body":"at all, or they're actually"},{"speaker":"Paul J Daly","startTime":123.18,"endTime":125.4,"body":"doing a lot of work in the"},{"speaker":"Paul J Daly","startTime":123.18,"endTime":125.4,"body":"background, right? So like in"},{"speaker":"Paul J Daly","startTime":125.4,"endTime":127.74,"body":"the dealer world, we were just"},{"speaker":"Paul J Daly","startTime":125.4,"endTime":127.74,"body":"talking about this on the"},{"speaker":"Paul J Daly","startTime":127.74,"endTime":131.04,"body":"morning show today, that like"},{"speaker":"Paul J Daly","startTime":127.74,"endTime":131.04,"body":"they're working, they're selling"},{"speaker":"Paul J Daly","startTime":131.04,"endTime":133.56,"body":"cars, right? Especially last day"},{"speaker":"Paul J Daly","startTime":131.04,"endTime":133.56,"body":"of the month, but, but they're"},{"speaker":"Paul J Daly","startTime":133.56,"endTime":136.2,"body":"like, working, meanwhile, on the"},{"speaker":"Paul J Daly","startTime":133.56,"endTime":136.2,"body":"industry partner side, this is"},{"speaker":"Paul J Daly","startTime":136.26,"endTime":139.5,"body":"usually a time when we have a"},{"speaker":"Paul J Daly","startTime":136.26,"endTime":139.5,"body":"little bit of headroom to plan,"},{"speaker":"Paul J Daly","startTime":139.62,"endTime":143.48,"body":"to invest in the client base and"},{"speaker":"Paul J Daly","startTime":139.62,"endTime":143.48,"body":"do things that bring people"},{"speaker":"Paul J Daly","startTime":143.48,"endTime":146.54,"body":"together. So I don't know how"},{"speaker":"Paul J Daly","startTime":143.48,"endTime":146.54,"body":"you feel about that. That's how"},{"speaker":"Paul J Daly","startTime":146.54,"endTime":148.82,"body":"I'm feeling you have so I"},{"speaker":"Greg Uland","startTime":148.82,"endTime":150.92,"body":"never, I never feel"},{"speaker":"Greg Uland","startTime":148.82,"endTime":150.92,"body":"like I have time to plan."},{"speaker":"Greg Uland","startTime":150.92,"endTime":153.68,"body":"Unfortunately, you know, that's"},{"speaker":"Greg Uland","startTime":150.92,"endTime":153.68,"body":"the, you know, you run about 600"},{"speaker":"Greg Uland","startTime":153.98,"endTime":156.02,"body":"miles an hour, but that's,"},{"speaker":"Greg Uland","startTime":153.98,"endTime":156.02,"body":"that's the world we live in,"},{"speaker":"Greg Uland","startTime":156.02,"endTime":158.12,"body":"which is what makes it fun. You"},{"speaker":"Greg Uland","startTime":156.02,"endTime":158.12,"body":"know, well, some"},{"speaker":"Paul J Daly","startTime":158.12,"endTime":160.54,"body":"people on your team"},{"speaker":"Paul J Daly","startTime":158.12,"endTime":160.54,"body":"have been planning one of the"},{"speaker":"Paul J Daly","startTime":160.54,"endTime":163.0,"body":"things, one of the things that"},{"speaker":"Paul J Daly","startTime":160.54,"endTime":163.0,"body":"that we talk about a lot in the"},{"speaker":"Paul J Daly","startTime":163.0,"endTime":165.22,"body":"asotu world is like, what"},{"speaker":"Paul J Daly","startTime":163.0,"endTime":165.22,"body":"happens when you get people"},{"speaker":"Paul J Daly","startTime":165.22,"endTime":168.64,"body":"together, which always takes"},{"speaker":"Paul J Daly","startTime":165.22,"endTime":168.64,"body":"planning, right? It takes meals,"},{"speaker":"Paul J Daly","startTime":168.64,"endTime":171.22,"body":"lodging, getting people to,"},{"speaker":"Paul J Daly","startTime":168.64,"endTime":171.22,"body":"like, set time aside in their"},{"speaker":"Paul J Daly","startTime":171.22,"endTime":173.92,"body":"schedules, and, like, we're"},{"speaker":"Paul J Daly","startTime":171.22,"endTime":173.92,"body":"about to spend a little time"},{"speaker":"Paul J Daly","startTime":173.92,"endTime":176.74,"body":"together in, is it technically"},{"speaker":"Paul J Daly","startTime":173.92,"endTime":176.74,"body":"Virginia, or is it Maryland?"},{"speaker":"Paul J Daly","startTime":177.22,"endTime":180.9,"body":"It's Virginia? Yeah, yeah. So"},{"speaker":"Paul J Daly","startTime":177.22,"endTime":180.9,"body":"you have had team planning, this"},{"speaker":"Paul J Daly","startTime":180.9,"endTime":184.02,"body":"amplify event, and where you are"},{"speaker":"Paul J Daly","startTime":180.9,"endTime":184.02,"body":"bringing people together,"},{"speaker":"Paul J Daly","startTime":184.08,"endTime":187.86,"body":"because you believe in the same"},{"speaker":"Paul J Daly","startTime":184.08,"endTime":187.86,"body":"thing that happens. So why did"},{"speaker":"Paul J Daly","startTime":187.86,"endTime":190.92,"body":"you start that event? This is"},{"speaker":"Paul J Daly","startTime":187.86,"endTime":190.92,"body":"the second year or second"},{"speaker":"Greg Uland","startTime":190.9,"endTime":193.42,"body":"year, yeah. So Well,"},{"speaker":"Greg Uland","startTime":190.9,"endTime":193.42,"body":"first of all, you mentioned the"},{"speaker":"Greg Uland","startTime":193.42,"endTime":196.09,"body":"team planning. I gotta give a"},{"speaker":"Greg Uland","startTime":193.42,"endTime":196.09,"body":"shout out specifically to Ashley"},{"speaker":"Greg Uland","startTime":196.09,"endTime":197.92,"body":"Rench. So, I mean, you guys"},{"speaker":"Greg Uland","startTime":196.09,"endTime":197.92,"body":"interacted with her a little"},{"speaker":"Greg Uland","startTime":197.92,"endTime":201.7,"body":"bit. But if anybody's coming,"},{"speaker":"Greg Uland","startTime":197.92,"endTime":201.7,"body":"first of all, everybody should"},{"speaker":"Greg Uland","startTime":201.7,"endTime":205.69,"body":"come. But you know, if you're"},{"speaker":"Greg Uland","startTime":201.7,"endTime":205.69,"body":"there, find Ashley and at least"},{"speaker":"Greg Uland","startTime":205.69,"endTime":208.33,"body":"meet her, because she is a rock"},{"speaker":"Greg Uland","startTime":205.69,"endTime":208.33,"body":"star, and she's been making this"},{"speaker":"Greg Uland","startTime":208.33,"endTime":211.9,"body":"whole thing happen. And also"},{"speaker":"Greg Uland","startTime":208.33,"endTime":211.9,"body":"Colleen Whalen on our team, too."},{"speaker":"Greg Uland","startTime":211.9,"endTime":215.92,"body":"I think so. Anyhow, you know, a"},{"speaker":"Greg Uland","startTime":211.9,"endTime":215.92,"body":"team is such a vague term. Those"},{"speaker":"Greg Uland","startTime":215.92,"endTime":220.3,"body":"two, those two ladies, are"},{"speaker":"Greg Uland","startTime":215.92,"endTime":220.3,"body":"absolute dynamite rock stars,"},{"speaker":"Greg Uland","startTime":220.3,"endTime":223.18,"body":"and any anything we do doesn't"},{"speaker":"Greg Uland","startTime":220.3,"endTime":223.18,"body":"happen without them. So anyhow,"},{"speaker":"Greg Uland","startTime":224.02,"endTime":228.76,"body":"yeah, with, with, amplify, very,"},{"speaker":"Greg Uland","startTime":224.02,"endTime":228.76,"body":"very excited August 1920 at"},{"speaker":"Greg Uland","startTime":228.76,"endTime":232.3,"body":"Lansdowne resort in Leesburg,"},{"speaker":"Greg Uland","startTime":228.76,"endTime":232.3,"body":"Virginia, which is the DC area."},{"speaker":"Greg Uland","startTime":233.98,"endTime":237.85,"body":"You know, really do this"},{"speaker":"Greg Uland","startTime":233.98,"endTime":237.85,"body":"annually to to get people"},{"speaker":"Greg Uland","startTime":237.85,"endTime":240.88,"body":"together to share. And it's kind"},{"speaker":"Greg Uland","startTime":237.85,"endTime":240.88,"body":"of, it's kind of dual purpose. I"},{"speaker":"Greg Uland","startTime":240.88,"endTime":244.06,"body":"suppose part of it is best"},{"speaker":"Greg Uland","startTime":240.88,"endTime":244.06,"body":"practices. And you guys do a"},{"speaker":"Greg Uland","startTime":244.06,"endTime":246.61,"body":"great job with this, obviously,"},{"speaker":"Greg Uland","startTime":244.06,"endTime":246.61,"body":"with asotu con and bringing"},{"speaker":"Greg Uland","startTime":246.61,"endTime":250.24,"body":"people together and sharing best"},{"speaker":"Greg Uland","startTime":246.61,"endTime":250.24,"body":"practices. But it also has"},{"speaker":"Greg Uland","startTime":250.24,"endTime":254.11,"body":"different tracks, where we can"},{"speaker":"Greg Uland","startTime":250.24,"endTime":254.11,"body":"have Reynolds customers come to"},{"speaker":"Greg Uland","startTime":254.11,"endTime":256.42,"body":"and we can do best practices in"},{"speaker":"Greg Uland","startTime":254.11,"endTime":256.42,"body":"workshops, so they can walk away"},{"speaker":"Greg Uland","startTime":256.42,"endTime":259.48,"body":"with a lot of tangible fingers"},{"speaker":"Greg Uland","startTime":256.42,"endTime":259.48,"body":"on the keyboard, things. So it's"},{"speaker":"Greg Uland","startTime":259.48,"endTime":262.6,"body":"a pretty diverse group that'll"},{"speaker":"Greg Uland","startTime":259.48,"endTime":262.6,"body":"come in. It's a big group this"},{"speaker":"Greg Uland","startTime":262.6,"endTime":266.62,"body":"year. Really excited about it,"},{"speaker":"Greg Uland","startTime":262.6,"endTime":266.62,"body":"but yeah, idea sharing and"},{"speaker":"Greg Uland","startTime":266.62,"endTime":269.62,"body":"having some things to walk away"},{"speaker":"Greg Uland","startTime":266.62,"endTime":269.62,"body":"with, but also tactical fingers"},{"speaker":"Greg Uland","startTime":269.62,"endTime":270.64,"body":"on the keyboard stuff too."},{"speaker":"Paul J Daly","startTime":271.46,"endTime":273.98,"body":"What are the were"},{"speaker":"Paul J Daly","startTime":271.46,"endTime":273.98,"body":"you gonna say some Kyle?"},{"speaker":"Kyle Mountsier","startTime":274.46,"endTime":276.32,"body":"No, I was"},{"speaker":"Kyle Mountsier","startTime":274.46,"endTime":276.32,"body":"saying, that's awesome. But, and"},{"speaker":"Kyle Mountsier","startTime":276.32,"endTime":278.96,"body":"I was gonna, I was gonna"},{"speaker":"Kyle Mountsier","startTime":276.32,"endTime":278.96,"body":"probably ask the same thing that"},{"speaker":"Kyle Mountsier","startTime":278.96,"endTime":282.04,"body":"you were gonna ask, like, where"},{"speaker":"Kyle Mountsier","startTime":278.96,"endTime":282.04,"body":"are the key topics? That's"},{"speaker":"Kyle Mountsier","startTime":282.04,"endTime":285.52,"body":"exactly what I was gonna ask."},{"speaker":"Kyle Mountsier","startTime":282.04,"endTime":285.52,"body":"Yeah, because, you know, I like,"},{"speaker":"Kyle Mountsier","startTime":285.52,"endTime":289.0,"body":"I'm always interested. Like,"},{"speaker":"Kyle Mountsier","startTime":285.52,"endTime":289.0,"body":"what am I gonna take away from"},{"speaker":"Kyle Mountsier","startTime":289.06,"endTime":292.54,"body":"from any of these events? And,"},{"speaker":"Kyle Mountsier","startTime":289.06,"endTime":292.54,"body":"you know, just me getting it to"},{"speaker":"Kyle Mountsier","startTime":292.54,"endTime":296.56,"body":"attend. I'm always, I always get"},{"speaker":"Kyle Mountsier","startTime":292.54,"endTime":296.56,"body":"value out of it. So I'm, I'm"},{"speaker":"Kyle Mountsier","startTime":296.56,"endTime":298.84,"body":"kind of excited to hear your"},{"speaker":"Kyle Mountsier","startTime":296.56,"endTime":298.84,"body":"answer. Because I'm like, All"},{"speaker":"Kyle Mountsier","startTime":298.84,"endTime":301.74,"body":"right, what notes Am I going."},{"speaker":"Kyle Mountsier","startTime":298.84,"endTime":301.74,"body":"Maybe taken when I show up,"},{"speaker":"Kyle Mountsier","startTime":301.74,"endTime":302.04,"body":"right?"},{"speaker":"Greg Uland","startTime":302.22,"endTime":304.62,"body":"Yeah, I think, you"},{"speaker":"Greg Uland","startTime":302.22,"endTime":304.62,"body":"know, the one that is of"},{"speaker":"Greg Uland","startTime":304.98,"endTime":308.58,"body":"probably the most interest to"},{"speaker":"Greg Uland","startTime":304.98,"endTime":308.58,"body":"everybody is cybersecurity,"},{"speaker":"Greg Uland","startTime":308.58,"endTime":311.7,"body":"right? And how to handle that."},{"speaker":"Greg Uland","startTime":308.58,"endTime":311.7,"body":"And it's interesting because"},{"speaker":"Greg Uland","startTime":311.7,"endTime":314.7,"body":"with cybersecurity, and you guys"},{"speaker":"Greg Uland","startTime":311.7,"endTime":314.7,"body":"know this as well as anyone,"},{"speaker":"Greg Uland","startTime":314.7,"endTime":317.76,"body":"right? Our industry, like every"},{"speaker":"Greg Uland","startTime":314.7,"endTime":317.76,"body":"industry, has these cycles where"},{"speaker":"Greg Uland","startTime":317.76,"endTime":319.98,"body":"certain things are really"},{"speaker":"Greg Uland","startTime":317.76,"endTime":319.98,"body":"important today, and then 30"},{"speaker":"Greg Uland","startTime":319.98,"endTime":322.4,"body":"days from now, we don't have"},{"speaker":"Greg Uland","startTime":319.98,"endTime":322.4,"body":"time to keep them top of mind,"},{"speaker":"Greg Uland","startTime":322.52,"endTime":330.8,"body":"right and right? You've been"},{"speaker":"Greg Uland","startTime":322.52,"endTime":330.8,"body":"doing this a while, so, but with"},{"speaker":"Greg Uland","startTime":330.8,"endTime":333.92,"body":"cybersecurity, it's one that you"},{"speaker":"Greg Uland","startTime":330.8,"endTime":333.92,"body":"just none of us, right, but"},{"speaker":"Greg Uland","startTime":333.92,"endTime":336.56,"body":"dealers, especially, you can't"},{"speaker":"Greg Uland","startTime":333.92,"endTime":336.56,"body":"afford to not have it front of"},{"speaker":"Greg Uland","startTime":336.56,"endTime":339.08,"body":"mind, or at least have somebody"},{"speaker":"Greg Uland","startTime":336.56,"endTime":339.08,"body":"on your team have it front of"},{"speaker":"Greg Uland","startTime":339.08,"endTime":343.06,"body":"mind. So this is one where, you"},{"speaker":"Greg Uland","startTime":339.08,"endTime":343.06,"body":"know, we'll have our the"},{"speaker":"Greg Uland","startTime":343.06,"endTime":345.22,"body":"Reynolds Chief Privacy offer."},{"speaker":"Greg Uland","startTime":343.06,"endTime":345.22,"body":"Well, Farley will have a"},{"speaker":"Greg Uland","startTime":345.22,"endTime":348.04,"body":"session. We're actually going to"},{"speaker":"Greg Uland","startTime":345.22,"endTime":348.04,"body":"have Frank Abagnale there. If"},{"speaker":"Greg Uland","startTime":348.16,"endTime":349.6,"body":"that name doesn't sound familiar"},{"speaker":"Greg Uland","startTime":348.16,"endTime":349.6,"body":"to"},{"speaker":"Paul J Daly","startTime":349.6,"endTime":351.94,"body":"you. Oh, my God,"},{"speaker":"Paul J Daly","startTime":349.6,"endTime":351.94,"body":"no, I totally know who that is."},{"speaker":"Paul J Daly","startTime":352.0,"endTime":353.56,"body":"Catch me, if you can. That's"},{"speaker":"Paul J Daly","startTime":352.0,"endTime":353.56,"body":"right,"},{"speaker":"Greg Uland","startTime":353.68,"endTime":356.26,"body":"that's right. So"},{"speaker":"Greg Uland","startTime":353.68,"endTime":356.26,"body":"he'll be, he'll be there talking"},{"speaker":"Greg Uland","startTime":356.26,"endTime":358.06,"body":"about, you know, privacy, cyber."},{"speaker":"Paul J Daly","startTime":358.36,"endTime":360.6,"body":"Pause there for a"},{"speaker":"Paul J Daly","startTime":358.36,"endTime":360.6,"body":"second. Yeah, you guys know who"},{"speaker":"Paul J Daly","startTime":360.6,"endTime":362.04,"body":"that is, right? The movie, catch"},{"speaker":"Paul J Daly","startTime":360.6,"endTime":362.04,"body":"me. Oh,"},{"speaker":"Greg Uland","startTime":362.16,"endTime":363.9,"body":"it looks like some,"},{"speaker":"Greg Uland","startTime":362.16,"endTime":363.9,"body":"some blank stares."},{"speaker":"Paul J Daly","startTime":364.32,"endTime":365.7,"body":"I feel like I know"},{"speaker":"Kyle Mountsier","startTime":365.7,"endTime":367.5,"body":"that movie, but"},{"speaker":"Kyle Mountsier","startTime":365.7,"endTime":367.5,"body":"I don't know the name. In"},{"speaker":"Kyle Mountsier","startTime":367.5,"endTime":368.52,"body":"particular, is this, who"},{"speaker":"Paul J Daly","startTime":368.52,"endTime":371.16,"body":"the that's the guy,"},{"speaker":"Paul J Daly","startTime":368.52,"endTime":371.16,"body":"that's the character, yes,"},{"speaker":"Paul J Daly","startTime":371.22,"endTime":375.54,"body":"character, yes, they caught him,"},{"speaker":"Paul J Daly","startTime":371.22,"endTime":375.54,"body":"right? The FBI said, like,"},{"speaker":"Paul J Daly","startTime":375.54,"endTime":378.18,"body":"You're brilliant. And then he's"},{"speaker":"Paul J Daly","startTime":375.54,"endTime":378.18,"body":"just basically turned this into"},{"speaker":"Paul J Daly","startTime":378.18,"endTime":381.08,"body":"a life of, like, putting the"},{"speaker":"Paul J Daly","startTime":378.18,"endTime":381.08,"body":"white hat on, right."},{"speaker":"Kyle Mountsier","startTime":381.32,"endTime":384.26,"body":"Interesting."},{"speaker":"Kyle Mountsier","startTime":381.32,"endTime":384.26,"body":"Wow, wow. Very cool. Yeah, so"},{"speaker":"Greg Uland","startTime":384.26,"endTime":386.18,"body":"he's, he's great."},{"speaker":"Greg Uland","startTime":384.26,"endTime":386.18,"body":"That'll be a fun one to have"},{"speaker":"Greg Uland","startTime":386.18,"endTime":388.76,"body":"there works. We're excited about"},{"speaker":"Greg Uland","startTime":386.18,"endTime":388.76,"body":"that for sure. You know,"},{"speaker":"Greg Uland","startTime":388.76,"endTime":390.92,"body":"entertaining, if nothing else."},{"speaker":"Greg Uland","startTime":388.76,"endTime":390.92,"body":"But he actually does have some"},{"speaker":"Greg Uland","startTime":390.92,"endTime":394.7,"body":"really good, tangible takeaways."},{"speaker":"Greg Uland","startTime":390.92,"endTime":394.7,"body":"Then we'll have Reynolds, chief"},{"speaker":"Greg Uland","startTime":394.7,"endTime":397.4,"body":"information security officer,"},{"speaker":"Greg Uland","startTime":394.7,"endTime":397.4,"body":"Nicole Kalani, there too, for a"},{"speaker":"Greg Uland","startTime":397.4,"endTime":400.34,"body":"Q and A so a lot of focus,"},{"speaker":"Greg Uland","startTime":397.4,"endTime":400.34,"body":"because there's been a lot of"},{"speaker":"Greg Uland","startTime":400.34,"endTime":403.84,"body":"demand, a lot of ask for it. So"},{"speaker":"Greg Uland","startTime":400.34,"endTime":403.84,"body":"that'll be a big, a big topic."},{"speaker":"Greg Uland","startTime":403.84,"endTime":408.88,"body":"Obviously, I'm really excited"},{"speaker":"Greg Uland","startTime":403.84,"endTime":408.88,"body":"about a bunch of new products"},{"speaker":"Greg Uland","startTime":408.88,"endTime":411.52,"body":"and features that we're"},{"speaker":"Greg Uland","startTime":408.88,"endTime":411.52,"body":"launching at at the show. So a"},{"speaker":"Greg Uland","startTime":411.52,"endTime":415.3,"body":"lot of it centered around AI and"},{"speaker":"Greg Uland","startTime":411.52,"endTime":415.3,"body":"this artificial intelligence"},{"speaker":"Greg Uland","startTime":415.3,"endTime":418.12,"body":"world, and new products and new"},{"speaker":"Greg Uland","startTime":415.3,"endTime":418.12,"body":"functionality being available"},{"speaker":"Greg Uland","startTime":418.12,"endTime":421.62,"body":"there. So that's I'm getting"},{"speaker":"Greg Uland","startTime":418.12,"endTime":421.62,"body":"pretty, pretty excited to just"},{"speaker":"Greg Uland","startTime":421.62,"endTime":423.96,"body":"see the reaction, right? You"},{"speaker":"Greg Uland","startTime":421.62,"endTime":423.96,"body":"work so hard. And your team, our"},{"speaker":"Greg Uland","startTime":423.96,"endTime":426.36,"body":"team, like our product team,"},{"speaker":"Greg Uland","startTime":423.96,"endTime":426.36,"body":"works so hard to get this stuff"},{"speaker":"Greg Uland","startTime":426.36,"endTime":430.26,"body":"out the door and being able to"},{"speaker":"Greg Uland","startTime":426.36,"endTime":430.26,"body":"see it in the real world, and"},{"speaker":"Greg Uland","startTime":430.26,"endTime":432.84,"body":"getting that reaction and those"},{"speaker":"Greg Uland","startTime":430.26,"endTime":432.84,"body":"interactions. I can't, I can't"},{"speaker":"Greg Uland","startTime":432.84,"endTime":436.08,"body":"wait for that. So I'm excited to"},{"speaker":"Greg Uland","startTime":432.84,"endTime":436.08,"body":"share that with with everybody."},{"speaker":"Greg Uland","startTime":437.04,"endTime":439.08,"body":"So we'll be, we'll be all over"},{"speaker":"Greg Uland","startTime":437.04,"endTime":439.08,"body":"the place. You know, the thing"},{"speaker":"Greg Uland","startTime":439.08,"endTime":442.82,"body":"that's new this year that I'm"},{"speaker":"Greg Uland","startTime":439.08,"endTime":442.82,"body":"excited about half of us on"},{"speaker":"Greg Uland","startTime":442.82,"endTime":445.82,"body":"this, on this podcast, are going"},{"speaker":"Greg Uland","startTime":442.82,"endTime":445.82,"body":"to be judges at the automotive"},{"speaker":"Greg Uland","startTime":445.82,"endTime":450.98,"body":"amplifiers contest. Michael, you"},{"speaker":"Greg Uland","startTime":445.82,"endTime":450.98,"body":"and I are odd men out. Sorry,"},{"speaker":"Michael Cirillo","startTime":453.5,"endTime":455.72,"body":"I have a face"},{"speaker":"Michael Cirillo","startTime":453.5,"endTime":455.72,"body":"for radio. It's just what it is."},{"speaker":"Michael Cirillo","startTime":455.72,"endTime":457.1,"body":"I don't think, I"},{"speaker":"Paul J Daly","startTime":457.1,"endTime":459.14,"body":"don't think it was"},{"speaker":"Paul J Daly","startTime":457.1,"endTime":459.14,"body":"a beauty contest."},{"speaker":"Kyle Mountsier","startTime":459.86,"endTime":461.8,"body":"Anyway, it"},{"speaker":"Kyle Mountsier","startTime":459.86,"endTime":461.8,"body":"definitely wasn't. You know, I"},{"speaker":"Kyle Mountsier","startTime":461.8,"endTime":464.74,"body":"got made fun of for my gray hair"},{"speaker":"Kyle Mountsier","startTime":461.8,"endTime":464.74,"body":"recently. That was"},{"speaker":"Paul J Daly","startTime":464.74,"endTime":467.86,"body":"live. That was"},{"speaker":"Paul J Daly","startTime":464.74,"endTime":467.86,"body":"live, like Sass that you were"},{"speaker":"Paul J Daly","startTime":467.86,"endTime":468.94,"body":"just, yeah,"},{"speaker":"Kyle Mountsier","startTime":468.94,"endTime":472.72,"body":"so it was just a"},{"speaker":"Kyle Mountsier","startTime":468.94,"endTime":472.72,"body":"full ribbing. Yeah, I'm excited"},{"speaker":"Kyle Mountsier","startTime":472.72,"endTime":474.88,"body":"about that. We've been talking"},{"speaker":"Kyle Mountsier","startTime":472.72,"endTime":474.88,"body":"about that for a little while."},{"speaker":"Kyle Mountsier","startTime":474.88,"endTime":479.74,"body":"And I love any of these, like,"},{"speaker":"Kyle Mountsier","startTime":474.88,"endTime":479.74,"body":"best idea, innovative practices,"},{"speaker":"Kyle Mountsier","startTime":479.74,"endTime":483.18,"body":"things that, you know, I mean, I"},{"speaker":"Kyle Mountsier","startTime":479.74,"endTime":483.18,"body":"remember, as a dealer, like 20"},{"speaker":"Kyle Mountsier","startTime":483.18,"endTime":486.54,"body":"group, best idea was always the"},{"speaker":"Kyle Mountsier","startTime":483.18,"endTime":486.54,"body":"thing that someone would bring"},{"speaker":"Kyle Mountsier","startTime":486.54,"endTime":489.24,"body":"back because they saw it"},{"speaker":"Kyle Mountsier","startTime":486.54,"endTime":489.24,"body":"implemented, they saw it work,"},{"speaker":"Kyle Mountsier","startTime":489.24,"endTime":492.24,"body":"and then they saw the path to"},{"speaker":"Kyle Mountsier","startTime":489.24,"endTime":492.24,"body":"doing that similarly for"},{"speaker":"Kyle Mountsier","startTime":492.24,"endTime":496.38,"body":"themselves. And so I think"},{"speaker":"Kyle Mountsier","startTime":492.24,"endTime":496.38,"body":"that's going to be, you know, a"},{"speaker":"Kyle Mountsier","startTime":496.44,"endTime":500.96,"body":"really key piece of people's"},{"speaker":"Kyle Mountsier","startTime":496.44,"endTime":500.96,"body":"kind of takeaways is like, oh, I"},{"speaker":"Kyle Mountsier","startTime":500.96,"endTime":504.14,"body":"can grab that, take that back to"},{"speaker":"Kyle Mountsier","startTime":500.96,"endTime":504.14,"body":"the dealership, and implement"},{"speaker":"Kyle Mountsier","startTime":504.14,"endTime":507.08,"body":"that, and potentially, like, in"},{"speaker":"Kyle Mountsier","startTime":504.14,"endTime":507.08,"body":"a couple days, really quickly"},{"speaker":"Kyle Mountsier","startTime":507.08,"endTime":507.68,"body":"and easily."},{"speaker":"Michael Cirillo","startTime":508.4,"endTime":509.96,"body":"Yeah, you know"},{"speaker":"Michael Cirillo","startTime":508.4,"endTime":509.96,"body":"what's like, snorkeling around"},{"speaker":"Michael Cirillo","startTime":509.96,"endTime":514.28,"body":"my brain? You know what grinds"},{"speaker":"Michael Cirillo","startTime":509.96,"endTime":514.28,"body":"my gears? Guys, come on. Like,"},{"speaker":"Michael Cirillo","startTime":514.58,"endTime":519.14,"body":"what do we do? What do we do?"},{"speaker":"Michael Cirillo","startTime":514.58,"endTime":519.14,"body":"Guys, to inject into our"},{"speaker":"Michael Cirillo","startTime":519.14,"endTime":523.78,"body":"ecosystem, into our industry,"},{"speaker":"Michael Cirillo","startTime":519.14,"endTime":523.78,"body":"this idea of, like, you don't"},{"speaker":"Michael Cirillo","startTime":523.78,"endTime":528.46,"body":"have to wait for a bad thing to"},{"speaker":"Michael Cirillo","startTime":523.78,"endTime":528.46,"body":"happen before it's important"},{"speaker":"Michael Cirillo","startTime":528.46,"endTime":532.78,"body":"doing a good thing. Yeah, like,"},{"speaker":"Michael Cirillo","startTime":528.46,"endTime":532.78,"body":"like, I mean, and actually, kind"},{"speaker":"Michael Cirillo","startTime":532.78,"endTime":536.08,"body":"of both of these things, right?"},{"speaker":"Michael Cirillo","startTime":532.78,"endTime":536.08,"body":"Like, cybersecurity, obviously,"},{"speaker":"Michael Cirillo","startTime":536.44,"endTime":538.72,"body":"I don't know if you guys watch"},{"speaker":"Michael Cirillo","startTime":536.44,"endTime":538.72,"body":"the news, but, like,"},{"speaker":"Paul J Daly","startTime":539.74,"endTime":541.62,"body":"try not to but,"},{"speaker":"Paul J Daly","startTime":539.74,"endTime":541.62,"body":"but, like, we"},{"speaker":"Michael Cirillo","startTime":541.62,"endTime":543.72,"body":"always right."},{"speaker":"Michael Cirillo","startTime":541.62,"endTime":543.72,"body":"It's not just our industry, it's"},{"speaker":"Michael Cirillo","startTime":543.72,"endTime":546.06,"body":"human nature. I think we wait"},{"speaker":"Michael Cirillo","startTime":543.72,"endTime":546.06,"body":"for bad things to happen. I"},{"speaker":"Michael Cirillo","startTime":546.06,"endTime":548.22,"body":"mean, I imagine you guys are"},{"speaker":"Michael Cirillo","startTime":546.06,"endTime":548.22,"body":"probably going to lean heavy"},{"speaker":"Michael Cirillo","startTime":548.22,"endTime":552.3,"body":"into this and really, kind of,"},{"speaker":"Michael Cirillo","startTime":548.22,"endTime":552.3,"body":"you know, take people by the by"},{"speaker":"Michael Cirillo","startTime":552.3,"endTime":555.9,"body":"the arms, and say, Hey, like,"},{"speaker":"Michael Cirillo","startTime":552.3,"endTime":555.9,"body":"cyber security is something you"},{"speaker":"Michael Cirillo","startTime":555.9,"endTime":558.6,"body":"got to be, not just waiting till"},{"speaker":"Michael Cirillo","startTime":555.9,"endTime":558.6,"body":"something bad happens to you."},{"speaker":"Michael Cirillo","startTime":558.6,"endTime":560.84,"body":"And then same thing with"},{"speaker":"Michael Cirillo","startTime":558.6,"endTime":560.84,"body":"artificial intelligence, with"},{"speaker":"Michael Cirillo","startTime":560.84,"endTime":563.06,"body":"all the people out there that"},{"speaker":"Michael Cirillo","startTime":560.84,"endTime":563.06,"body":"are talking about how it's going"},{"speaker":"Michael Cirillo","startTime":563.06,"endTime":565.94,"body":"to replace their job, it's like"},{"speaker":"Michael Cirillo","startTime":563.06,"endTime":565.94,"body":"we're still in this grace period"},{"speaker":"Michael Cirillo","startTime":565.94,"endTime":571.7,"body":"where you can do something about"},{"speaker":"Michael Cirillo","startTime":565.94,"endTime":571.7,"body":"it. You don't have to wait till"},{"speaker":"Michael Cirillo","startTime":571.7,"endTime":574.28,"body":"you're you know what I mean,"},{"speaker":"Michael Cirillo","startTime":571.7,"endTime":574.28,"body":"like, do you guys plan on,"},{"speaker":"Michael Cirillo","startTime":574.46,"endTime":576.86,"body":"what's your thoughts around"},{"speaker":"Michael Cirillo","startTime":574.46,"endTime":576.86,"body":"that? Are you guys planning on,"},{"speaker":"Michael Cirillo","startTime":576.86,"endTime":580.54,"body":"kind of wrapping your arms"},{"speaker":"Michael Cirillo","startTime":576.86,"endTime":580.54,"body":"around the the attendees that"},{"speaker":"Michael Cirillo","startTime":580.54,"endTime":583.9,"body":"way at this event, and kind of"},{"speaker":"Michael Cirillo","startTime":580.54,"endTime":583.9,"body":"helping them understand, like"},{"speaker":"Michael Cirillo","startTime":583.9,"endTime":587.08,"body":"you don't need to wait for bad"},{"speaker":"Michael Cirillo","startTime":583.9,"endTime":587.08,"body":"stuff to happen before you take"},{"speaker":"Michael Cirillo","startTime":587.08,"endTime":587.86,"body":"it seriously."},{"speaker":"Greg Uland","startTime":588.04,"endTime":589.78,"body":"Yeah, for sure. You"},{"speaker":"Greg Uland","startTime":588.04,"endTime":589.78,"body":"know, it's interesting. I was"},{"speaker":"Greg Uland","startTime":589.78,"endTime":592.78,"body":"talking with, well, a friend of"},{"speaker":"Greg Uland","startTime":589.78,"endTime":592.78,"body":"your guys, Steve Greenfield,"},{"speaker":"Greg Uland","startTime":592.78,"endTime":596.86,"body":"yesterday, and we were chatting,"},{"speaker":"Greg Uland","startTime":592.78,"endTime":596.86,"body":"and he was talking about how,"},{"speaker":"Greg Uland","startTime":597.4,"endTime":600.72,"body":"you know, he really sees an"},{"speaker":"Greg Uland","startTime":597.4,"endTime":600.72,"body":"opportunity for. For dealers to"},{"speaker":"Greg Uland","startTime":600.72,"endTime":604.08,"body":"take costs out of the"},{"speaker":"Greg Uland","startTime":600.72,"endTime":604.08,"body":"dealership. He kind of framed"},{"speaker":"Greg Uland","startTime":604.08,"endTime":607.38,"body":"this up as this idea of, you"},{"speaker":"Greg Uland","startTime":604.08,"endTime":607.38,"body":"know, for so long we focus on,"},{"speaker":"Greg Uland","startTime":607.44,"endTime":609.9,"body":"okay, how do I get more revenue?"},{"speaker":"Greg Uland","startTime":607.44,"endTime":609.9,"body":"How do I get more profitable?"},{"speaker":"Greg Uland","startTime":609.9,"endTime":612.3,"body":"Well, you know, the easiest way"},{"speaker":"Greg Uland","startTime":609.9,"endTime":612.3,"body":"to get more profitable is to"},{"speaker":"Greg Uland","startTime":612.3,"endTime":614.46,"body":"remove costs, right? And it"},{"speaker":"Greg Uland","startTime":612.3,"endTime":614.46,"body":"doesn't have to happen all at"},{"speaker":"Greg Uland","startTime":614.46,"endTime":619.02,"body":"once, but taking steps to your"},{"speaker":"Greg Uland","startTime":614.46,"endTime":619.02,"body":"point, Michael, now, to be more"},{"speaker":"Greg Uland","startTime":619.02,"endTime":621.68,"body":"automated, to have these AI"},{"speaker":"Greg Uland","startTime":619.02,"endTime":621.68,"body":"tools that when the time comes"},{"speaker":"Greg Uland","startTime":621.98,"endTime":624.38,"body":"where somebody is ready to"},{"speaker":"Greg Uland","startTime":621.98,"endTime":624.38,"body":"retire or ready to move on,"},{"speaker":"Greg Uland","startTime":624.38,"endTime":627.56,"body":"maybe you don't have to replace"},{"speaker":"Greg Uland","startTime":624.38,"endTime":627.56,"body":"them, right? And just, it's, it"},{"speaker":"Greg Uland","startTime":627.62,"endTime":630.32,"body":"really meshed well with, I"},{"speaker":"Greg Uland","startTime":627.62,"endTime":630.32,"body":"swear, every dealer that I"},{"speaker":"Greg Uland","startTime":630.32,"endTime":634.1,"body":"talked to, especially the bigger"},{"speaker":"Greg Uland","startTime":630.32,"endTime":634.1,"body":"ones that have scale. The first"},{"speaker":"Greg Uland","startTime":634.1,"endTime":636.62,"body":"thing that they're, they're"},{"speaker":"Greg Uland","startTime":634.1,"endTime":636.62,"body":"focused on is, you know, doing"},{"speaker":"Greg Uland","startTime":636.62,"endTime":640.04,"body":"more with less. How do I sell"},{"speaker":"Greg Uland","startTime":636.62,"endTime":640.04,"body":"more cars with fewer people? And"},{"speaker":"Greg Uland","startTime":640.04,"endTime":644.14,"body":"it's, it's really something that"},{"speaker":"Greg Uland","startTime":640.04,"endTime":644.14,"body":"that is an ongoing, ongoing"},{"speaker":"Greg Uland","startTime":644.14,"endTime":646.72,"body":"battle. I mean, I think, and you"},{"speaker":"Greg Uland","startTime":644.14,"endTime":646.72,"body":"guys are probably familiar with"},{"speaker":"Greg Uland","startTime":646.72,"endTime":649.84,"body":"this too, but Glenn Mercer talks"},{"speaker":"Greg Uland","startTime":646.72,"endTime":649.84,"body":"a lot about how, you know, you"},{"speaker":"Greg Uland","startTime":649.84,"endTime":652.12,"body":"go back 30 years, and how many"},{"speaker":"Greg Uland","startTime":649.84,"endTime":652.12,"body":"cars did the average sales"},{"speaker":"Greg Uland","startTime":652.12,"endTime":656.92,"body":"person sell? Yeah, 10 a month,"},{"speaker":"Greg Uland","startTime":652.12,"endTime":656.92,"body":"right? And last month, how many"},{"speaker":"Greg Uland","startTime":656.98,"endTime":657.94,"body":"did the average sales"},{"speaker":"Unknown","startTime":658.48,"endTime":659.74,"body":"person sell? 10."},{"speaker":"Greg Uland","startTime":661.12,"endTime":663.3,"body":"And you have all"},{"speaker":"Greg Uland","startTime":661.12,"endTime":663.3,"body":"this software, the talent pool"},{"speaker":"Kyle Mountsier","startTime":663.3,"endTime":665.34,"body":"is drying up."},{"speaker":"Kyle Mountsier","startTime":663.3,"endTime":665.34,"body":"It's not just like people"},{"speaker":"Kyle Mountsier","startTime":665.34,"endTime":668.28,"body":"retiring. There's, there's a"},{"speaker":"Kyle Mountsier","startTime":665.34,"endTime":668.28,"body":"clear gap in the talent pool. We"},{"speaker":"Kyle Mountsier","startTime":668.28,"endTime":670.86,"body":"noticed that as as an industry,"},{"speaker":"Kyle Mountsier","startTime":668.28,"endTime":670.86,"body":"yeah,"},{"speaker":"Greg Uland","startTime":670.92,"endTime":673.86,"body":"no, you're spot on."},{"speaker":"Greg Uland","startTime":670.92,"endTime":673.86,"body":"So yeah, how do you how do you"},{"speaker":"Greg Uland","startTime":673.86,"endTime":677.94,"body":"make each person more efficient,"},{"speaker":"Greg Uland","startTime":673.86,"endTime":677.94,"body":"more productive, and give them"},{"speaker":"Greg Uland","startTime":677.94,"endTime":680.66,"body":"tools that actually help them do"},{"speaker":"Greg Uland","startTime":677.94,"endTime":680.66,"body":"more, versus just help them,"},{"speaker":"Greg Uland","startTime":680.66,"endTime":683.36,"body":"instead of writing stuff down on"},{"speaker":"Greg Uland","startTime":680.66,"endTime":683.36,"body":"a piece of paper, typing it into"},{"speaker":"Greg Uland","startTime":683.36,"endTime":686.12,"body":"a computer, right? There's a big"},{"speaker":"Greg Uland","startTime":683.36,"endTime":686.12,"body":"difference between going digital"},{"speaker":"Greg Uland","startTime":686.18,"endTime":689.12,"body":"and having things that"},{"speaker":"Greg Uland","startTime":686.18,"endTime":689.12,"body":"artificial intelligence can do"},{"speaker":"Greg Uland","startTime":689.12,"endTime":691.04,"body":"for you, which is where you're"},{"speaker":"Greg Uland","startTime":689.12,"endTime":691.04,"body":"actually going to see those"},{"speaker":"Greg Uland","startTime":691.04,"endTime":693.5,"body":"efficiency gains. So yeah,"},{"speaker":"Greg Uland","startTime":691.04,"endTime":693.5,"body":"leaning into a lot of that"},{"speaker":"Greg Uland","startTime":693.8,"endTime":696.86,"body":"because, and not, not just, you"},{"speaker":"Greg Uland","startTime":693.8,"endTime":696.86,"body":"know, standing on the soap box,"},{"speaker":"Greg Uland","startTime":696.86,"endTime":699.86,"body":"but, I mean, I swear, every"},{"speaker":"Greg Uland","startTime":696.86,"endTime":699.86,"body":"dealer I talk to that's, that's"},{"speaker":"Greg Uland","startTime":699.86,"endTime":700.9,"body":"kind of Top of Mind"},{"speaker":"Michael Cirillo","startTime":701.26,"endTime":703.42,"body":"is this"},{"speaker":"Michael Cirillo","startTime":701.26,"endTime":703.42,"body":"Reynolds play to get out of"},{"speaker":"Michael Cirillo","startTime":703.42,"endTime":706.54,"body":"printing 1.8 billion miles of"},{"speaker":"Michael Cirillo","startTime":703.42,"endTime":706.54,"body":"paper,"},{"speaker":"Kyle Mountsier","startTime":710.98,"endTime":712.72,"body":"like the real"},{"speaker":"Kyle Mountsier","startTime":710.98,"endTime":712.72,"body":"estate costs in these printing"},{"speaker":"Kyle Mountsier","startTime":712.72,"endTime":714.1,"body":"facilities, though, that's"},{"speaker":"Kyle Mountsier","startTime":712.72,"endTime":714.1,"body":"great."},{"speaker":"Greg Uland","startTime":716.44,"endTime":718.42,"body":"That's a good call"},{"speaker":"Greg Uland","startTime":716.44,"endTime":718.42,"body":"back earlier this year. Michael,"},{"speaker":"Greg Uland","startTime":718.42,"endTime":719.92,"body":"that's good. It is. He's great."},{"speaker":"Paul J Daly","startTime":720.7,"endTime":723.48,"body":"You know what? I"},{"speaker":"Paul J Daly","startTime":720.7,"endTime":723.48,"body":"forgot to ask. I'm just he's I'm"},{"speaker":"Paul J Daly","startTime":723.48,"endTime":727.02,"body":"the callback guy. I did forget"},{"speaker":"Paul J Daly","startTime":723.48,"endTime":727.02,"body":"to ask this before soda Con last"},{"speaker":"Paul J Daly","startTime":727.02,"endTime":731.76,"body":"year when Kyle and I visited HQ"},{"speaker":"Paul J Daly","startTime":727.02,"endTime":731.76,"body":"and you brought out the scroll,"},{"speaker":"Paul J Daly","startTime":731.82,"endTime":734.94,"body":"yeah, felt like the Dead Sea"},{"speaker":"Paul J Daly","startTime":731.82,"endTime":734.94,"body":"Scroll of a car. This is a car"},{"speaker":"Paul J Daly","startTime":734.94,"endTime":739.8,"body":"deal. How many feet is that?"},{"speaker":"Paul J Daly","startTime":734.94,"endTime":739.8,"body":"3939 feet. I was gonna see if,"},{"speaker":"Paul J Daly","startTime":739.8,"endTime":742.4,"body":"like, we could ship that in,"},{"speaker":"Paul J Daly","startTime":739.8,"endTime":742.4,"body":"like, the golden arc that it"},{"speaker":"Paul J Daly","startTime":742.4,"endTime":745.82,"body":"goes in after you put it away to"},{"speaker":"Paul J Daly","startTime":742.4,"endTime":745.82,"body":"a soda con. So we could roll it"},{"speaker":"Paul J Daly","startTime":745.82,"endTime":749.0,"body":"across the entire stage. Like,"},{"speaker":"Paul J Daly","startTime":745.82,"endTime":749.0,"body":"this is maybe, maybe next year's"},{"speaker":"Paul J Daly","startTime":749.0,"endTime":751.88,"body":"the year, yeah, yeah. We should"},{"speaker":"Paul J Daly","startTime":749.0,"endTime":751.88,"body":"do it. I feel like, yeah. I feel"},{"speaker":"Paul J Daly","startTime":751.88,"endTime":755.24,"body":"like we need to carry it in on"},{"speaker":"Paul J Daly","startTime":751.88,"endTime":755.24,"body":"an arc, yeah, absolutely. Like,"},{"speaker":"Paul J Daly","startTime":755.3,"endTime":758.72,"body":"open the lid and then we unroll"},{"speaker":"Paul J Daly","startTime":755.3,"endTime":758.72,"body":"this car deal. This is,"},{"speaker":"Greg Uland","startTime":758.9,"endTime":761.0,"body":"this is what"},{"speaker":"Greg Uland","startTime":758.9,"endTime":761.0,"body":"regulations do to us, right?"},{"speaker":"Greg Uland","startTime":761.0,"endTime":764.26,"body":"This is what, what's been pushed"},{"speaker":"Greg Uland","startTime":761.0,"endTime":764.26,"body":"on it as an industry. But, you"},{"speaker":"Greg Uland","startTime":764.26,"endTime":766.24,"body":"know, for next year, we'll"},{"speaker":"Greg Uland","startTime":764.26,"endTime":766.24,"body":"probably have to have the way"},{"speaker":"Greg Uland","startTime":766.24,"endTime":768.82,"body":"it's looking. And this isn't"},{"speaker":"Greg Uland","startTime":766.24,"endTime":768.82,"body":"really, you know, necessarily"},{"speaker":"Greg Uland","startTime":768.94,"endTime":772.96,"body":"funny, but 75 feet, yeah, we"},{"speaker":"Greg Uland","startTime":768.94,"endTime":772.96,"body":"have a few more feet to add to"},{"speaker":"Greg Uland","startTime":772.96,"endTime":774.94,"body":"that thing. It's crazy. It's"},{"speaker":"Greg Uland","startTime":772.96,"endTime":774.94,"body":"crazy. It's"},{"speaker":"Kyle Mountsier","startTime":774.94,"endTime":777.94,"body":"wild. Yeah, is"},{"speaker":"Kyle Mountsier","startTime":774.94,"endTime":777.94,"body":"that? Do you think the cars rule"},{"speaker":"Kyle Mountsier","startTime":777.94,"endTime":780.48,"body":"will be a topic of conversation?"},{"speaker":"Kyle Mountsier","startTime":777.94,"endTime":780.48,"body":"I mean, we're starting to get"},{"speaker":"Kyle Mountsier","startTime":780.48,"endTime":784.8,"body":"into, you know, session opening"},{"speaker":"Kyle Mountsier","startTime":780.48,"endTime":784.8,"body":"back up again. You know,"},{"speaker":"Kyle Mountsier","startTime":784.8,"endTime":787.62,"body":"political wars going and cars"},{"speaker":"Kyle Mountsier","startTime":784.8,"endTime":787.62,"body":"were potentially becoming a"},{"speaker":"Kyle Mountsier","startTime":787.62,"endTime":790.56,"body":"little bit of a spotlight here"},{"speaker":"Kyle Mountsier","startTime":787.62,"endTime":790.56,"body":"in the fall, maybe a topic of"},{"speaker":"Kyle Mountsier","startTime":790.56,"endTime":792.54,"body":"conversation, even in just in"},{"speaker":"Kyle Mountsier","startTime":790.56,"endTime":792.54,"body":"the halls. Yeah,"},{"speaker":"Greg Uland","startTime":792.6,"endTime":794.46,"body":"I think it will be,"},{"speaker":"Greg Uland","startTime":792.6,"endTime":794.46,"body":"I think it needs to be."},{"speaker":"Greg Uland","startTime":795.0,"endTime":798.84,"body":"Actually, we'll have Mike"},{"speaker":"Greg Uland","startTime":795.0,"endTime":798.84,"body":"Stanton there also. He'll be on"},{"speaker":"Greg Uland","startTime":798.84,"endTime":801.14,"body":"stage in the morning. So, you"},{"speaker":"Greg Uland","startTime":798.84,"endTime":801.14,"body":"know, obviously this is"},{"speaker":"Greg Uland","startTime":801.14,"endTime":804.56,"body":"something that he's very dialed"},{"speaker":"Greg Uland","startTime":801.14,"endTime":804.56,"body":"into, and has a really"},{"speaker":"Greg Uland","startTime":804.56,"endTime":809.3,"body":"passionate interest in making"},{"speaker":"Greg Uland","startTime":804.56,"endTime":809.3,"body":"sure that it's done, right, you"},{"speaker":"Greg Uland","startTime":809.3,"endTime":812.84,"body":"know, if it's done, but yeah, so"},{"speaker":"Greg Uland","startTime":809.3,"endTime":812.84,"body":"that it'll certainly be a topic"},{"speaker":"Greg Uland","startTime":812.84,"endTime":816.44,"body":"that's that's discussed. I think"},{"speaker":"Greg Uland","startTime":812.84,"endTime":816.44,"body":"the struggle is, you know, for"},{"speaker":"Greg Uland","startTime":816.92,"endTime":819.8,"body":"kind of open with this, where we"},{"speaker":"Greg Uland","startTime":816.92,"endTime":819.8,"body":"have these cycles, right? But,"},{"speaker":"Greg Uland","startTime":821.18,"endTime":823.78,"body":"you know, you hear, you hear"},{"speaker":"Greg Uland","startTime":821.18,"endTime":823.78,"body":"about something for a year, and"},{"speaker":"Greg Uland","startTime":823.78,"endTime":826.18,"body":"then it still doesn't happen. So"},{"speaker":"Greg Uland","startTime":823.78,"endTime":826.18,"body":"it's like, I just let me know"},{"speaker":"Greg Uland","startTime":826.18,"endTime":829.0,"body":"when it's actually going to"},{"speaker":"Greg Uland","startTime":826.18,"endTime":829.0,"body":"happen. It's really hard, right?"},{"speaker":"Greg Uland","startTime":829.0,"endTime":831.4,"body":"It's really hard to get focused"},{"speaker":"Greg Uland","startTime":829.0,"endTime":831.4,"body":"on it when it just keeps"},{"speaker":"Unknown","startTime":832.0,"endTime":833.38,"body":"absolutely well,"},{"speaker":"Kyle Mountsier","startTime":833.38,"endTime":836.08,"body":"hey, Greg, it's"},{"speaker":"Kyle Mountsier","startTime":833.38,"endTime":836.08,"body":"been a pleasure hanging out with"},{"speaker":"Kyle Mountsier","startTime":836.08,"endTime":841.98,"body":"you again, and I'm really"},{"speaker":"Kyle Mountsier","startTime":836.08,"endTime":841.98,"body":"excited about the the event, if"},{"speaker":"Kyle Mountsier","startTime":841.98,"endTime":846.6,"body":"people haven't gotten the"},{"speaker":"Kyle Mountsier","startTime":841.98,"endTime":846.6,"body":"opportunity to find out about it"},{"speaker":"Kyle Mountsier","startTime":846.6,"endTime":850.56,"body":"or make their way to it, you"},{"speaker":"Kyle Mountsier","startTime":846.6,"endTime":850.56,"body":"said the room block is closing"},{"speaker":"Kyle Mountsier","startTime":850.56,"endTime":852.78,"body":"down, but how do they get more"},{"speaker":"Kyle Mountsier","startTime":850.56,"endTime":852.78,"body":"information? Where do they go"},{"speaker":"Kyle Mountsier","startTime":852.96,"endTime":855.3,"body":"and who's invited? Yeah,"},{"speaker":"Greg Uland","startTime":855.66,"endTime":858.18,"body":"ray,"},{"speaker":"Greg Uland","startTime":855.66,"endTime":858.18,"body":"ray.com/amplify, has all the"},{"speaker":"Greg Uland","startTime":858.18,"endTime":862.7,"body":"information there. You can"},{"speaker":"Greg Uland","startTime":858.18,"endTime":862.7,"body":"register there. We do have few"},{"speaker":"Greg Uland","startTime":862.7,"endTime":865.64,"body":"rooms left, probably in the room"},{"speaker":"Greg Uland","startTime":862.7,"endTime":865.64,"body":"block, but not, not much. So"},{"speaker":"Greg Uland","startTime":865.64,"endTime":868.82,"body":"make sure, if you need to stay,"},{"speaker":"Greg Uland","startTime":865.64,"endTime":868.82,"body":"you get those, but definitely"},{"speaker":"Greg Uland","startTime":868.82,"endTime":872.78,"body":"registered and come join us."},{"speaker":"Greg Uland","startTime":868.82,"endTime":872.78,"body":"It'll be a ton of fun. Really"},{"speaker":"Greg Uland","startTime":872.78,"endTime":875.24,"body":"looking forward to it. It is, it"},{"speaker":"Greg Uland","startTime":872.78,"endTime":875.24,"body":"is a two day event. We talked a"},{"speaker":"Greg Uland","startTime":875.24,"endTime":878.54,"body":"lot about the important stuff,"},{"speaker":"Greg Uland","startTime":875.24,"endTime":878.54,"body":"the content, but also day one"},{"speaker":"Greg Uland","startTime":878.54,"endTime":881.86,"body":"golf, yeah, a little bit of"},{"speaker":"Greg Uland","startTime":878.54,"endTime":881.86,"body":"golf. Lot of fun, you know, some"},{"speaker":"Greg Uland","startTime":881.92,"endTime":884.5,"body":"some shenanigans, probably, and"},{"speaker":"Greg Uland","startTime":881.92,"endTime":884.5,"body":"then golf"},{"speaker":"Paul J Daly","startTime":884.5,"endTime":887.62,"body":"and shenanigans."},{"speaker":"Paul J Daly","startTime":884.5,"endTime":887.62,"body":"Can that sounds like a great"},{"speaker":"Paul J Daly","startTime":887.62,"endTime":892.24,"body":"title for a vlog for this event."},{"speaker":"Paul J Daly","startTime":887.62,"endTime":892.24,"body":"Can anybody go? Yeah,"},{"speaker":"Greg Uland","startTime":892.3,"endTime":894.1,"body":"yeah. I mean,"},{"speaker":"Greg Uland","startTime":892.3,"endTime":894.1,"body":"obviously it's tailored to"},{"speaker":"Greg Uland","startTime":894.1,"endTime":897.1,"body":"dealers, but yeah, that's what I"},{"speaker":"Greg Uland","startTime":894.1,"endTime":897.1,"body":"meant. They don't have to"},{"speaker":"Paul J Daly","startTime":897.1,"endTime":898.3,"body":"be a ray, ray"},{"speaker":"Paul J Daly","startTime":897.1,"endTime":898.3,"body":"customer. No,"},{"speaker":"Greg Uland","startTime":898.3,"endTime":900.12,"body":"no. I mean, we're"},{"speaker":"Greg Uland","startTime":898.3,"endTime":900.12,"body":"probably right now they're. The"},{"speaker":"Greg Uland","startTime":900.12,"endTime":903.54,"body":"registrations, we're probably, I"},{"speaker":"Greg Uland","startTime":900.12,"endTime":903.54,"body":"don't know, 40% non current"},{"speaker":"Greg Uland","startTime":903.54,"endTime":905.94,"body":"rentals customers, which is"},{"speaker":"Greg Uland","startTime":903.54,"endTime":905.94,"body":"great, awesome. It's definitely"},{"speaker":"Greg Uland","startTime":905.94,"endTime":908.94,"body":"an industry event. It's not a,"},{"speaker":"Greg Uland","startTime":905.94,"endTime":908.94,"body":"not a rentals event. So we'll,"},{"speaker":"Greg Uland","startTime":909.3,"endTime":912.12,"body":"we love, love to have everybody,"},{"speaker":"Greg Uland","startTime":909.3,"endTime":912.12,"body":"awesome. Well, there"},{"speaker":"Kyle Mountsier","startTime":912.12,"endTime":914.04,"body":"you go, Greg,"},{"speaker":"Kyle Mountsier","startTime":912.12,"endTime":914.04,"body":"thanks. Can't wait to see you in"},{"speaker":"Kyle Mountsier","startTime":914.04,"endTime":916.38,"body":"a couple weeks. And yeah, I'm"},{"speaker":"Kyle Mountsier","startTime":914.04,"endTime":916.38,"body":"sure we'll talk to you soon."},{"speaker":"Kyle Mountsier","startTime":916.38,"endTime":918.84,"body":"Thanks for joining us again on"},{"speaker":"Kyle Mountsier","startTime":916.38,"endTime":918.84,"body":"auto collabs. All right, thank"},{"speaker":"Greg Uland","startTime":918.84,"endTime":919.68,"body":"you guys. Good luck."},{"speaker":"Greg Uland","startTime":918.84,"endTime":919.68,"body":"Soon."},{"speaker":"Paul J Daly","startTime":922.86,"endTime":927.2,"body":"You okay, so we got"},{"speaker":"Paul J Daly","startTime":922.86,"endTime":927.2,"body":"fact checked. Greg definitely,"},{"speaker":"Paul J Daly","startTime":927.2,"endTime":930.56,"body":"as his third appearance is the"},{"speaker":"Paul J Daly","startTime":927.2,"endTime":930.56,"body":"most appear has the most"},{"speaker":"Paul J Daly","startTime":930.56,"endTime":933.5,"body":"appearances on auto collabs. We"},{"speaker":"Paul J Daly","startTime":930.56,"endTime":933.5,"body":"do have, like, 120 episodes. You"},{"speaker":"Paul J Daly","startTime":933.5,"endTime":933.74,"body":"think"},{"speaker":"Michael Cirillo","startTime":933.74,"endTime":936.32,"body":"he's loud? I"},{"speaker":"Michael Cirillo","startTime":933.74,"endTime":936.32,"body":"gotta up the like, do you think"},{"speaker":"Michael Cirillo","startTime":936.32,"endTime":938.72,"body":"at this point he's just"},{"speaker":"Michael Cirillo","startTime":936.32,"endTime":938.72,"body":"competing against himself? Why"},{"speaker":"Michael Cirillo","startTime":938.72,"endTime":939.8,"body":"not? Oh, right. Like,"},{"speaker":"Paul J Daly","startTime":939.8,"endTime":943.3,"body":"it's a track star"},{"speaker":"Paul J Daly","startTime":939.8,"endTime":943.3,"body":"mentality. I don't know you know"},{"speaker":"Paul J Daly","startTime":943.3,"endTime":945.82,"body":"what we need to do? We need to"},{"speaker":"Paul J Daly","startTime":943.3,"endTime":945.82,"body":"get back on his podcast, because"},{"speaker":"Paul J Daly","startTime":945.82,"endTime":948.28,"body":"we got to do a podcast with him"},{"speaker":"Paul J Daly","startTime":945.82,"endTime":948.28,"body":"in person. That's right. And I"},{"speaker":"Paul J Daly","startTime":948.28,"endTime":951.76,"body":"wonder if anyone's ever been in"},{"speaker":"Paul J Daly","startTime":948.28,"endTime":951.76,"body":"studio for two episodes of that."},{"speaker":"Kyle Mountsier","startTime":951.94,"endTime":955.06,"body":"Oh, but we have."},{"speaker":"Kyle Mountsier","startTime":951.94,"endTime":955.06,"body":"We have been on that podcast"},{"speaker":"Kyle Mountsier","startTime":955.06,"endTime":957.16,"body":"twice. That's true. You? That's"},{"speaker":"Kyle Mountsier","startTime":955.06,"endTime":957.16,"body":"true."},{"speaker":"Paul J Daly","startTime":957.22,"endTime":960.84,"body":"I remember studio"},{"speaker":"Paul J Daly","startTime":957.22,"endTime":960.84,"body":"twice. No, in studio once, yeah."},{"speaker":"Paul J Daly","startTime":960.9,"endTime":962.46,"body":"So hey, well, hey, look, we're"},{"speaker":"Kyle Mountsier","startTime":962.46,"endTime":965.4,"body":"gonna be in"},{"speaker":"Kyle Mountsier","startTime":962.46,"endTime":965.4,"body":"person with him any either way,"},{"speaker":"Kyle Mountsier","startTime":965.4,"endTime":968.64,"body":"in just a couple weeks. I'm"},{"speaker":"Kyle Mountsier","startTime":965.4,"endTime":968.64,"body":"really excited about it. One I"},{"speaker":"Kyle Mountsier","startTime":968.64,"endTime":971.76,"body":"love, whenever you get to hang"},{"speaker":"Kyle Mountsier","startTime":968.64,"endTime":971.76,"body":"out with a room full of dealers,"},{"speaker":"Kyle Mountsier","startTime":971.76,"endTime":974.88,"body":"industry partners, the"},{"speaker":"Kyle Mountsier","startTime":971.76,"endTime":974.88,"body":"conversation about, just like,"},{"speaker":"Kyle Mountsier","startTime":974.88,"endTime":977.64,"body":"what happens when you get in a"},{"speaker":"Kyle Mountsier","startTime":974.88,"endTime":977.64,"body":"room with other people that are"},{"speaker":"Kyle Mountsier","startTime":977.64,"endTime":980.72,"body":"thinking and dream air about the"},{"speaker":"Kyle Mountsier","startTime":977.64,"endTime":980.72,"body":"next thing in auto, it's always"},{"speaker":"Kyle Mountsier","startTime":980.72,"endTime":985.7,"body":"good for me. But also, like"},{"speaker":"Kyle Mountsier","startTime":980.72,"endTime":985.7,"body":"these topics are things because"},{"speaker":"Kyle Mountsier","startTime":986.54,"endTime":990.56,"body":"they are a technology company"},{"speaker":"Kyle Mountsier","startTime":986.54,"endTime":990.56,"body":"and individually focused on"},{"speaker":"Kyle Mountsier","startTime":990.56,"endTime":993.98,"body":"serving dealers in particular"},{"speaker":"Kyle Mountsier","startTime":990.56,"endTime":993.98,"body":"way will be extremely focused,"},{"speaker":"Kyle Mountsier","startTime":993.98,"endTime":998.3,"body":"and I think that that garners a"},{"speaker":"Kyle Mountsier","startTime":993.98,"endTime":998.3,"body":"lot of results out of just like,"},{"speaker":"Kyle Mountsier","startTime":998.36,"endTime":1001.14,"body":"without things that are getting"},{"speaker":"Kyle Mountsier","startTime":998.36,"endTime":1001.14,"body":"taken away. It's"},{"speaker":"Michael Cirillo","startTime":1001.14,"endTime":1002.94,"body":"gonna be a"},{"speaker":"Michael Cirillo","startTime":1001.14,"endTime":1002.94,"body":"blast. We hope you enjoyed this"},{"speaker":"Michael Cirillo","startTime":1002.94,"endTime":1006.48,"body":"episode with Greg uland on"},{"speaker":"Michael Cirillo","startTime":1002.94,"endTime":1006.48,"body":"behalf of Paul J Daly Kyle"},{"speaker":"Michael Cirillo","startTime":1006.48,"endTime":1009.18,"body":"mountsier and myself. Michael"},{"speaker":"Michael Cirillo","startTime":1006.48,"endTime":1009.18,"body":"Cirillo, thanks for joining us"},{"speaker":"Michael Cirillo","startTime":1009.18,"endTime":1010.5,"body":"on auto collabs."},{"speaker":"Unknown","startTime":1011.1,"endTime":1014.52,"body":"Sign up for our free"},{"speaker":"Unknown","startTime":1011.1,"endTime":1014.52,"body":"and fun to read daily email for"},{"speaker":"Unknown","startTime":1014.52,"endTime":1018.36,"body":"a free shot of relevant news and"},{"speaker":"Unknown","startTime":1014.52,"endTime":1018.36,"body":"automotive retail media and pop"},{"speaker":"Unknown","startTime":1018.36,"endTime":1022.64,"body":"culture. You can get it"},{"speaker":"Unknown","startTime":1018.36,"endTime":1022.64,"body":"now@asotu.com That's asotu.com"},{"speaker":"Unknown","startTime":1023.96,"endTime":1027.44,"body":"if you love this podcast, please"},{"speaker":"Unknown","startTime":1023.96,"endTime":1027.44,"body":"leave us a review and share it"},{"speaker":"Unknown","startTime":1027.44,"endTime":1030.5,"body":"with a friend. Thanks again for"},{"speaker":"Unknown","startTime":1027.44,"endTime":1030.5,"body":"listening. We'll see you next"},{"speaker":"Unknown","startTime":1030.5,"endTime":1030.74,"body":"time."},{"speaker":"Unknown","startTime":1042.14,"endTime":1047.44,"body":"Welcome to Annika. Last"},{"speaker":"Unknown","startTime":1042.14,"endTime":1047.44,"body":"recording I."}]}