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And number"},{"speaker":"Paul J Daly","startTime":21.86,"endTime":24.2,"body":"three, you were able to sleep on"},{"speaker":"Paul J Daly","startTime":24.2,"endTime":24.62,"body":"a plane."},{"speaker":"Kyle Mountsier","startTime":24.68,"endTime":29.6,"body":"Get the massage."},{"speaker":"Kyle Mountsier","startTime":24.68,"endTime":29.6,"body":"Okay, chiropractor, look at all"},{"speaker":"Paul J Daly","startTime":29.6,"endTime":31.52,"body":"this money I have."},{"speaker":"Paul J Daly","startTime":29.6,"endTime":31.52,"body":"It's no"},{"speaker":"Kyle Mountsier","startTime":31.52,"endTime":35.84,"body":"no. Stop, stop."},{"speaker":"Kyle Mountsier","startTime":31.52,"endTime":35.84,"body":"Get out of here. I wish you just"},{"speaker":"Kyle Mountsier","startTime":35.84,"endTime":39.32,"body":"want to take that one again and"},{"speaker":"Kyle Mountsier","startTime":35.84,"endTime":39.32,"body":"restart it. Why I thought we"},{"speaker":"Kyle Mountsier","startTime":39.32,"endTime":42.46,"body":"were starting? Oh, okay, I"},{"speaker":"Kyle Mountsier","startTime":39.32,"endTime":42.46,"body":"didn't. I didn't. I didn't know"},{"speaker":"Kyle Mountsier","startTime":42.46,"endTime":43.9,"body":"if like the pick and follow"},{"speaker":"Paul J Daly","startTime":44.68,"endTime":46.12,"body":"this. Yeah, we"},{"speaker":"Kyle Mountsier","startTime":46.9,"endTime":48.4,"body":"should. I had"},{"speaker":"Kyle Mountsier","startTime":46.9,"endTime":48.4,"body":"somewhere I was,"},{"speaker":"Unknown","startTime":49.72,"endTime":52.18,"body":"I will, I will see"},{"speaker":"Unknown","startTime":49.72,"endTime":52.18,"body":"myself out. I"},{"speaker":"Paul J Daly","startTime":52.18,"endTime":54.4,"body":"felt like that was"},{"speaker":"Paul J Daly","startTime":52.18,"endTime":54.4,"body":"a good intro. That was a great"},{"speaker":"Paul J Daly","startTime":54.4,"endTime":58.24,"body":"intro. 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I"},{"speaker":"Unknown","startTime":66.06,"endTime":69.36,"body":"took my teeth out"},{"speaker":"Kyle Mountsier","startTime":69.36,"endTime":71.64,"body":"for a recording."},{"speaker":"Kyle Mountsier","startTime":69.36,"endTime":71.64,"body":"We got chiropractors and"},{"speaker":"Kyle Mountsier","startTime":71.64,"endTime":74.22,"body":"Invisalign, and the whole night."},{"speaker":"Kyle Mountsier","startTime":71.64,"endTime":74.22,"body":"It's getting bad around here,"},{"speaker":"Kyle Mountsier","startTime":74.22,"endTime":74.7,"body":"guys, I feel"},{"speaker":"Paul J Daly","startTime":74.7,"endTime":77.16,"body":"like we're getting"},{"speaker":"Paul J Daly","startTime":74.7,"endTime":77.16,"body":"to the point now in our media"},{"speaker":"Paul J Daly","startTime":77.22,"endTime":80.84,"body":"career where we may need to"},{"speaker":"Paul J Daly","startTime":77.22,"endTime":80.84,"body":"start thinking seriously about"},{"speaker":"Paul J Daly","startTime":80.84,"endTime":89.54,"body":"how white we can get our teeth?"},{"speaker":"Paul J Daly","startTime":80.84,"endTime":89.54,"body":"No, well, because the thing is,"},{"speaker":"Paul J Daly","startTime":89.54,"endTime":93.08,"body":"if one of us just decides to do"},{"speaker":"Paul J Daly","startTime":89.54,"endTime":93.08,"body":"it, the other ones are gonna"},{"speaker":"Paul J Daly","startTime":93.08,"endTime":93.32,"body":"have"},{"speaker":"Kyle Mountsier","startTime":93.32,"endTime":95.6,"body":"to do it. 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He's got cool"},{"speaker":"Kyle Mountsier","startTime":149.78,"endTime":152.9,"body":"insights, and he's just one of"},{"speaker":"Kyle Mountsier","startTime":149.78,"endTime":152.9,"body":"the, like, regular guys of"},{"speaker":"Kyle Mountsier","startTime":152.9,"endTime":156.44,"body":"automotive I've always enjoyed"},{"speaker":"Kyle Mountsier","startTime":152.9,"endTime":156.44,"body":"hanging out with him. He's smart"},{"speaker":"Kyle Mountsier","startTime":156.44,"endTime":158.06,"body":"too, you know? So"},{"speaker":"Michael Cirillo","startTime":158.12,"endTime":160.04,"body":"he was also"},{"speaker":"Michael Cirillo","startTime":158.12,"endTime":160.04,"body":"there for the heyday of"},{"speaker":"Michael Cirillo","startTime":160.52,"endTime":166.06,"body":"dealer.com Yeah. Chip grow. 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If you"},{"speaker":"Kyle Mountsier","startTime":181.56,"endTime":184.92,"body":"came here for anything else,"},{"speaker":"Kyle Mountsier","startTime":181.56,"endTime":184.92,"body":"you've got the wrong idea why"},{"speaker":"Kyle Mountsier","startTime":184.92,"endTime":192.78,"body":"Michael's not wearing his hat."},{"speaker":"Kyle Mountsier","startTime":184.92,"endTime":192.78,"body":"Ah, done. Oh no. Oh, wrong. I"},{"speaker":"Kyle Mountsier","startTime":192.78,"endTime":196.32,"body":"had to go with that thing."},{"speaker":"Kyle Mountsier","startTime":192.78,"endTime":196.32,"body":"Unbelievable. We got Matt Murray"},{"speaker":"Kyle Mountsier","startTime":196.32,"endTime":199.44,"body":"with wide Well, here hanging"},{"speaker":"Kyle Mountsier","startTime":196.32,"endTime":199.44,"body":"out. We're gonna be nerding out"},{"speaker":"Kyle Mountsier","startTime":199.44,"endTime":202.4,"body":"over some data today. I think,"},{"speaker":"Kyle Mountsier","startTime":199.44,"endTime":202.4,"body":"Matt, thanks for joining us on"},{"speaker":"Kyle Mountsier","startTime":202.4,"endTime":203.0,"body":"the show. Man,"},{"speaker":"Matt Murray","startTime":203.42,"endTime":205.4,"body":"yeah, thanks for"},{"speaker":"Matt Murray","startTime":203.42,"endTime":205.4,"body":"having me. Appreciate it, guys."},{"speaker":"Matt Murray","startTime":205.46,"endTime":205.88,"body":"So"},{"speaker":"Kyle Mountsier","startTime":205.88,"endTime":208.34,"body":"I, you know, I"},{"speaker":"Kyle Mountsier","startTime":205.88,"endTime":208.34,"body":"think, what was it? 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How many"},{"speaker":"Kyle Mountsier","startTime":217.52,"endTime":220.66,"body":"companies have such rich data"},{"speaker":"Kyle Mountsier","startTime":220.66,"endTime":224.26,"body":"that, like, if more people knew"},{"speaker":"Kyle Mountsier","startTime":220.66,"endTime":224.26,"body":"about it, they would, we might"},{"speaker":"Kyle Mountsier","startTime":224.26,"endTime":227.14,"body":"be able to, like, figure more"},{"speaker":"Kyle Mountsier","startTime":224.26,"endTime":227.14,"body":"stuff out. So it didn't live in"},{"speaker":"Kyle Mountsier","startTime":227.14,"endTime":229.42,"body":"a bucket. How did it come? Where"},{"speaker":"Kyle Mountsier","startTime":227.14,"endTime":229.42,"body":"you were like, Hey, we're just"},{"speaker":"Kyle Mountsier","startTime":229.42,"endTime":232.06,"body":"going to start sharing some of"},{"speaker":"Kyle Mountsier","startTime":229.42,"endTime":232.06,"body":"this, like, macro data that we"},{"speaker":"Kyle Mountsier","startTime":232.06,"endTime":235.24,"body":"have who, who had the grand idea"},{"speaker":"Kyle Mountsier","startTime":232.06,"endTime":235.24,"body":"these,"},{"speaker":"Matt Murray","startTime":235.36,"endTime":237.64,"body":"that's, that's a"},{"speaker":"Matt Murray","startTime":235.36,"endTime":237.64,"body":"good one. 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People are the"},{"speaker":"Matt Murray","startTime":384.26,"endTime":387.02,"body":"ones that are helpful and"},{"speaker":"Matt Murray","startTime":384.26,"endTime":387.02,"body":"professional and knowledgeable"},{"speaker":"Matt Murray","startTime":387.02,"endTime":390.8,"body":"for the customer and what the"},{"speaker":"Matt Murray","startTime":387.02,"endTime":390.8,"body":"data, oftentimes I end up with"},{"speaker":"Matt Murray","startTime":390.8,"endTime":394.88,"body":"this perspective of like, you"},{"speaker":"Matt Murray","startTime":390.8,"endTime":394.88,"body":"know, what technology would"},{"speaker":"Matt Murray","startTime":394.88,"endTime":397.7,"body":"change the experience? Because"},{"speaker":"Matt Murray","startTime":394.88,"endTime":397.7,"body":"if I listen to the customer,"},{"speaker":"Matt Murray","startTime":398.12,"endTime":402.22,"body":"it's not about technology at"},{"speaker":"Matt Murray","startTime":398.12,"endTime":402.22,"body":"all. They just talk about"},{"speaker":"Matt Murray","startTime":402.22,"endTime":405.1,"body":"people. They don't, they don't"},{"speaker":"Matt Murray","startTime":402.22,"endTime":405.1,"body":"talk about the AI bot on your"},{"speaker":"Matt Murray","startTime":405.1,"endTime":407.56,"body":"website. They don't talk about"},{"speaker":"Matt Murray","startTime":405.1,"endTime":407.56,"body":"your lead capture form or how"},{"speaker":"Matt Murray","startTime":407.56,"endTime":409.96,"body":"long it was. They don't talk"},{"speaker":"Matt Murray","startTime":407.56,"endTime":409.96,"body":"about the paid search ad that"},{"speaker":"Matt Murray","startTime":409.96,"endTime":413.38,"body":"they clicked. It's, you know, my"},{"speaker":"Matt Murray","startTime":409.96,"endTime":413.38,"body":"sales rep, my service advisor,"},{"speaker":"Matt Murray","startTime":413.38,"endTime":416.56,"body":"or, you know, the staff and"},{"speaker":"Matt Murray","startTime":413.38,"endTime":416.56,"body":"finance. Well,"},{"speaker":"Kyle Mountsier","startTime":416.56,"endTime":418.9,"body":"we go so we go"},{"speaker":"Kyle Mountsier","startTime":416.56,"endTime":418.9,"body":"around. We've, we've been"},{"speaker":"Kyle Mountsier","startTime":418.9,"endTime":422.16,"body":"talking about this a while, but"},{"speaker":"Kyle Mountsier","startTime":418.9,"endTime":422.16,"body":"you're, you're, you're, like,"},{"speaker":"Kyle Mountsier","startTime":422.16,"endTime":424.68,"body":"shedding a different light on it"},{"speaker":"Kyle Mountsier","startTime":422.16,"endTime":424.68,"body":"that I'm super interested in. I"},{"speaker":"Kyle Mountsier","startTime":424.68,"endTime":428.46,"body":"want to dig in more is and Paul"},{"speaker":"Kyle Mountsier","startTime":424.68,"endTime":428.46,"body":"and I say this, so we do these"},{"speaker":"Kyle Mountsier","startTime":428.7,"endTime":432.66,"body":"in the dirt type man on the"},{"speaker":"Kyle Mountsier","startTime":428.7,"endTime":432.66,"body":"street interviews, and we'll go"},{"speaker":"Kyle Mountsier","startTime":432.66,"endTime":434.88,"body":"like, downtown Nashville,"},{"speaker":"Kyle Mountsier","startTime":432.66,"endTime":434.88,"body":"downtown Philly, downtown"},{"speaker":"Kyle Mountsier","startTime":434.88,"endTime":438.48,"body":"wherever. And we typically have"},{"speaker":"Kyle Mountsier","startTime":434.88,"endTime":438.48,"body":"a line of questioning around"},{"speaker":"Kyle Mountsier","startTime":438.48,"endTime":440.66,"body":"like, when was last time you"},{"speaker":"Kyle Mountsier","startTime":438.48,"endTime":440.66,"body":"bought a car all this type of"},{"speaker":"Kyle Mountsier","startTime":440.66,"endTime":444.02,"body":"stuff. Would you like, EVS not."},{"speaker":"Kyle Mountsier","startTime":440.66,"endTime":444.02,"body":"And it's just fun. But we"},{"speaker":"Kyle Mountsier","startTime":444.08,"endTime":446.48,"body":"always, we always have this"},{"speaker":"Kyle Mountsier","startTime":444.08,"endTime":446.48,"body":"question where it's like, what"},{"speaker":"Kyle Mountsier","startTime":446.48,"endTime":451.22,"body":"do you think about car dealers?"},{"speaker":"Kyle Mountsier","startTime":446.48,"endTime":451.22,"body":"And people start with like, Ah,"},{"speaker":"Kyle Mountsier","startTime":451.22,"endTime":455.72,"body":"I don't know, car dealers. Man,"},{"speaker":"Kyle Mountsier","startTime":451.22,"endTime":455.72,"body":"right? And then the immediately"},{"speaker":"Kyle Mountsier","startTime":455.72,"endTime":458.6,"body":"we go, Well, how about the last"},{"speaker":"Kyle Mountsier","startTime":455.72,"endTime":458.6,"body":"time you bought a car? And the"},{"speaker":"Kyle Mountsier","startTime":458.6,"endTime":462.64,"body":"first I'm telling you, I at some"},{"speaker":"Kyle Mountsier","startTime":458.6,"endTime":462.64,"body":"point we're gonna have Nathan,"},{"speaker":"Kyle Mountsier","startTime":462.64,"endTime":466.36,"body":"he's off screen. We're gonna go"},{"speaker":"Kyle Mountsier","startTime":462.64,"endTime":466.36,"body":"back and and every single one"},{"speaker":"Kyle Mountsier","startTime":466.36,"endTime":469.48,"body":"starts with something I really"},{"speaker":"Kyle Mountsier","startTime":466.36,"endTime":469.48,"body":"like my salesperson. Like,"},{"speaker":"Kyle Mountsier","startTime":469.48,"endTime":473.2,"body":"that's the first it's not like,"},{"speaker":"Kyle Mountsier","startTime":469.48,"endTime":473.2,"body":"I showed the car to everybody"},{"speaker":"Kyle Mountsier","startTime":473.2,"endTime":475.9,"body":"and I got digital retailing, and"},{"speaker":"Kyle Mountsier","startTime":473.2,"endTime":475.9,"body":"you wouldn't believe the deal I"},{"speaker":"Kyle Mountsier","startTime":475.9,"endTime":477.46,"body":"got. It was like, Yeah, we"},{"speaker":"Kyle Mountsier","startTime":475.9,"endTime":477.46,"body":"literally"},{"speaker":"Paul J Daly","startTime":477.46,"endTime":480.48,"body":"said we've never"},{"speaker":"Paul J Daly","startTime":477.46,"endTime":480.48,"body":"heard anyone say something bad"},{"speaker":"Paul J Daly","startTime":480.48,"endTime":481.68,"body":"about a salesperson. It's"},{"speaker":"Kyle Mountsier","startTime":481.68,"endTime":483.66,"body":"unbelievable."},{"speaker":"Kyle Mountsier","startTime":481.68,"endTime":483.66,"body":"Only really good"},{"speaker":"Paul J Daly","startTime":483.66,"endTime":485.22,"body":"things. You know"},{"speaker":"Matt Murray","startTime":485.22,"endTime":487.38,"body":"what's really"},{"speaker":"Matt Murray","startTime":485.22,"endTime":487.38,"body":"interesting on that point, Paul,"},{"speaker":"Matt Murray","startTime":487.98,"endTime":490.86,"body":"the review data. If you just"},{"speaker":"Matt Murray","startTime":487.98,"endTime":490.86,"body":"look at positive reviews and"},{"speaker":"Matt Murray","startTime":490.86,"endTime":493.68,"body":"compare them to negative, if"},{"speaker":"Matt Murray","startTime":490.86,"endTime":493.68,"body":"it's positive, the customer will"},{"speaker":"Matt Murray","startTime":493.68,"endTime":497.94,"body":"call out the individual. They'll"},{"speaker":"Matt Murray","startTime":493.68,"endTime":497.94,"body":"use the name Paul was great. If"},{"speaker":"Matt Murray","startTime":497.94,"endTime":502.22,"body":"it's negative, it's the staff or"},{"speaker":"Matt Murray","startTime":497.94,"endTime":502.22,"body":"the service department, or they"},{"speaker":"Matt Murray","startTime":502.22,"endTime":506.84,"body":"don't like to use a person's"},{"speaker":"Matt Murray","startTime":502.22,"endTime":506.84,"body":"name that you know, little bit"},{"speaker":"Matt Murray","startTime":506.84,"endTime":509.78,"body":"of psychology, maybe, but it's"},{"speaker":"Matt Murray","startTime":506.84,"endTime":509.78,"body":"gonna say, Do you think"},{"speaker":"Michael Cirillo","startTime":509.78,"endTime":512.6,"body":"that's because"},{"speaker":"Michael Cirillo","startTime":509.78,"endTime":512.6,"body":"they're secretly afraid of"},{"speaker":"Michael Cirillo","startTime":512.6,"endTime":515.72,"body":"confrontation, so they don't"},{"speaker":"Michael Cirillo","startTime":512.6,"endTime":515.72,"body":"want to call out the individual,"},{"speaker":"Michael Cirillo","startTime":516.8,"endTime":521.08,"body":"so the whole organization takes"},{"speaker":"Michael Cirillo","startTime":516.8,"endTime":521.08,"body":"the hit from one turd burglar,"},{"speaker":"Michael Cirillo","startTime":521.62,"endTime":524.08,"body":"ruining the experience for the"},{"speaker":"Michael Cirillo","startTime":521.62,"endTime":524.08,"body":"customer."},{"speaker":"Matt Murray","startTime":524.799,"endTime":527.859,"body":"Yeah. I mean, look,"},{"speaker":"Matt Murray","startTime":524.799,"endTime":527.859,"body":"we sort of forget. At least I"},{"speaker":"Matt Murray","startTime":527.859,"endTime":531.759,"body":"do. Maybe you guys don't, but"},{"speaker":"Matt Murray","startTime":527.859,"endTime":531.759,"body":"that that car dealership on Main"},{"speaker":"Matt Murray","startTime":531.759,"endTime":535.419,"body":"Street USA is the center of the"},{"speaker":"Matt Murray","startTime":531.759,"endTime":535.419,"body":"community, right? It's the"},{"speaker":"Matt Murray","startTime":535.419,"endTime":538.419,"body":"business, business, maybe with"},{"speaker":"Matt Murray","startTime":535.419,"endTime":538.419,"body":"the most revenue. In some cases"},{"speaker":"Matt Murray","startTime":538.419,"endTime":543.239,"body":"it's the biggest, 80 to 250,"},{"speaker":"Matt Murray","startTime":538.419,"endTime":543.239,"body":"people, yeah, and my kids go to"},{"speaker":"Matt Murray","startTime":543.239,"endTime":546.899,"body":"school with them, and we're on"},{"speaker":"Matt Murray","startTime":543.239,"endTime":546.899,"body":"the same soccer teams, and, you"},{"speaker":"Matt Murray","startTime":546.899,"endTime":549.779,"body":"know, like, it's, it's part of"},{"speaker":"Matt Murray","startTime":546.899,"endTime":549.779,"body":"the fabric of the community. So"},{"speaker":"Matt Murray","startTime":550.499,"endTime":553.739,"body":"maybe being, you know,"},{"speaker":"Matt Murray","startTime":550.499,"endTime":553.739,"body":"confrontationally adverse or"},{"speaker":"Matt Murray","startTime":553.739,"endTime":555.959,"body":"adverse confrontation, it"},{"speaker":"Matt Murray","startTime":553.739,"endTime":555.959,"body":"totally makes sense to"},{"speaker":"Paul J Daly","startTime":556.2,"endTime":558.72,"body":"me. Yeah. I mean,"},{"speaker":"Paul J Daly","startTime":556.2,"endTime":558.72,"body":"I'm like that. If I leave a"},{"speaker":"Paul J Daly","startTime":558.72,"endTime":562.4,"body":"Google review for a business, I"},{"speaker":"Paul J Daly","startTime":558.72,"endTime":562.4,"body":"try, I don't leave, leave a ton."},{"speaker":"Paul J Daly","startTime":562.4,"endTime":564.98,"body":"I think that's I'm going to save"},{"speaker":"Paul J Daly","startTime":562.4,"endTime":564.98,"body":"that for my retirement. I'm just"},{"speaker":"Paul J Daly","startTime":564.98,"endTime":568.04,"body":"going to be professional Google"},{"speaker":"Paul J Daly","startTime":564.98,"endTime":568.04,"body":"review, because it is really"},{"speaker":"Paul J Daly","startTime":568.04,"endTime":571.1,"body":"fun, especially retail, because"},{"speaker":"Paul J Daly","startTime":568.04,"endTime":571.1,"body":"we talk about retail. But if I"},{"speaker":"Paul J Daly","startTime":571.1,"endTime":576.74,"body":"ever leave a good review, it"},{"speaker":"Paul J Daly","startTime":571.1,"endTime":576.74,"body":"typically names somebody, and if"},{"speaker":"Paul J Daly","startTime":576.74,"endTime":579.74,"body":"I leave a bad review, it will"},{"speaker":"Paul J Daly","startTime":576.74,"endTime":579.74,"body":"never name somebody."},{"speaker":"Unknown","startTime":580.28,"endTime":582.88,"body":"Yeah, you don't want to"},{"speaker":"Unknown","startTime":580.28,"endTime":582.88,"body":"blame them. No,"},{"speaker":"Kyle Mountsier","startTime":583.84,"endTime":586.42,"body":"I'm like, My"},{"speaker":"Kyle Mountsier","startTime":583.84,"endTime":586.42,"body":"mind is blown because I've said,"},{"speaker":"Kyle Mountsier","startTime":586.54,"endTime":589.06,"body":"See, this is like, this is"},{"speaker":"Kyle Mountsier","startTime":586.54,"endTime":589.06,"body":"getting such to the heart of"},{"speaker":"Kyle Mountsier","startTime":589.06,"endTime":591.88,"body":"what I really believe. But it's"},{"speaker":"Kyle Mountsier","startTime":589.06,"endTime":591.88,"body":"like the data is proving it out"},{"speaker":"Kyle Mountsier","startTime":592.12,"endTime":596.44,"body":"is, I keep telling people that"},{"speaker":"Kyle Mountsier","startTime":592.12,"endTime":596.44,"body":"you're, you know, everybody"},{"speaker":"Kyle Mountsier","startTime":596.44,"endTime":599.8,"body":"wants to put out like, value"},{"speaker":"Kyle Mountsier","startTime":596.44,"endTime":599.8,"body":"propositions of like, we come"},{"speaker":"Kyle Mountsier","startTime":599.8,"endTime":602.52,"body":"so. Service to you. You can buy"},{"speaker":"Kyle Mountsier","startTime":599.8,"endTime":602.52,"body":"a car online. Whatever these"},{"speaker":"Kyle Mountsier","startTime":602.52,"endTime":606.24,"body":"like, what I would call like,"},{"speaker":"Kyle Mountsier","startTime":602.52,"endTime":606.24,"body":"fleeting value propositions are."},{"speaker":"Kyle Mountsier","startTime":606.66,"endTime":610.68,"body":"And I keep saying the single"},{"speaker":"Kyle Mountsier","startTime":606.66,"endTime":610.68,"body":"greatest value proposition of"},{"speaker":"Kyle Mountsier","startTime":610.68,"endTime":615.0,"body":"the franchise retail automotive"},{"speaker":"Kyle Mountsier","startTime":610.68,"endTime":615.0,"body":"industry is its people. And"},{"speaker":"Kyle Mountsier","startTime":615.0,"endTime":617.94,"body":"you're just saying, like, the"},{"speaker":"Kyle Mountsier","startTime":615.0,"endTime":617.94,"body":"data proves that quite clearly,"},{"speaker":"Kyle Mountsier","startTime":618.0,"endTime":621.32,"body":"like, when people have a great"},{"speaker":"Kyle Mountsier","startTime":618.0,"endTime":621.32,"body":"experience, they they they note"},{"speaker":"Kyle Mountsier","startTime":621.38,"endTime":625.16,"body":"that people created that great"},{"speaker":"Kyle Mountsier","startTime":621.38,"endTime":625.16,"body":"experience."},{"speaker":"Matt Murray","startTime":625.58,"endTime":629.54,"body":"Yeah, I mean, I've"},{"speaker":"Matt Murray","startTime":625.58,"endTime":629.54,"body":"spent my entire career in"},{"speaker":"Matt Murray","startTime":629.54,"endTime":633.5,"body":"automotive Digital Marketing"},{"speaker":"Matt Murray","startTime":629.54,"endTime":633.5,"body":"Tech, and while this isn't a"},{"speaker":"Matt Murray","startTime":633.5,"endTime":637.46,"body":"popular point of view, I think"},{"speaker":"Matt Murray","startTime":633.5,"endTime":637.46,"body":"sometimes we as as a dealership,"},{"speaker":"Matt Murray","startTime":637.46,"endTime":641.38,"body":"you buy technology to make"},{"speaker":"Matt Murray","startTime":637.46,"endTime":641.38,"body":"yourself more efficient, right,"},{"speaker":"Matt Murray","startTime":641.38,"endTime":645.88,"body":"to drive a better bottom line."},{"speaker":"Matt Murray","startTime":641.38,"endTime":645.88,"body":"And sometimes that's, that's a"},{"speaker":"Matt Murray","startTime":645.88,"endTime":648.52,"body":"real short term perspective,"},{"speaker":"Matt Murray","startTime":645.88,"endTime":648.52,"body":"right? Because ultimately, we"},{"speaker":"Matt Murray","startTime":648.52,"endTime":651.76,"body":"got to build trust with this"},{"speaker":"Matt Murray","startTime":648.52,"endTime":651.76,"body":"community so they keep coming"},{"speaker":"Matt Murray","startTime":651.76,"endTime":655.72,"body":"back. So my kids, kids say,"},{"speaker":"Matt Murray","startTime":651.76,"endTime":655.72,"body":"Yeah, I work with heritage Ford,"},{"speaker":"Matt Murray","startTime":656.68,"endTime":660.1,"body":"right? And, and so you know that"},{"speaker":"Matt Murray","startTime":656.68,"endTime":660.1,"body":"short term thinking, we've seen"},{"speaker":"Matt Murray","startTime":660.1,"endTime":662.46,"body":"it over and over again. I'm"},{"speaker":"Matt Murray","startTime":660.1,"endTime":662.46,"body":"going to buy a bunch of digital"},{"speaker":"Matt Murray","startTime":662.46,"endTime":665.1,"body":"retailing tools, and I'm going"},{"speaker":"Matt Murray","startTime":662.46,"endTime":665.1,"body":"to AI all the things because I"},{"speaker":"Matt Murray","startTime":665.1,"endTime":668.88,"body":"want a better bottom line that's"},{"speaker":"Matt Murray","startTime":665.1,"endTime":668.88,"body":"not necessarily a great long"},{"speaker":"Matt Murray","startTime":668.88,"endTime":669.72,"body":"term strategy."},{"speaker":"Paul J Daly","startTime":670.08,"endTime":671.94,"body":"Well, let me ask"},{"speaker":"Paul J Daly","startTime":670.08,"endTime":671.94,"body":"you a question now, now that"},{"speaker":"Paul J Daly","startTime":671.94,"endTime":676.2,"body":"we're EIGHT minutes into this"},{"speaker":"Paul J Daly","startTime":671.94,"endTime":676.2,"body":"podcast, because we got us"},{"speaker":"Paul J Daly","startTime":676.2,"endTime":679.8,"body":"excited, how did you get into"},{"speaker":"Paul J Daly","startTime":676.2,"endTime":679.8,"body":"automotive? I don't know the"},{"speaker":"Paul J Daly","startTime":679.8,"endTime":682.4,"body":"answer to this question, but"},{"speaker":"Paul J Daly","startTime":679.8,"endTime":682.4,"body":"it's a one that I always want to"},{"speaker":"Paul J Daly","startTime":682.4,"endTime":682.88,"body":"know the answer"},{"speaker":"Matt Murray","startTime":683.36,"endTime":686.72,"body":"to, yeah. I was in"},{"speaker":"Matt Murray","startTime":683.36,"endTime":686.72,"body":"the Navy. I left college about"},{"speaker":"Matt Murray","startTime":686.72,"endTime":690.02,"body":"halfway joined the Navy. Just to"},{"speaker":"Matt Murray","startTime":686.72,"endTime":690.02,"body":"go, I needed to do something,"},{"speaker":"Matt Murray","startTime":690.32,"endTime":695.0,"body":"and so I did that from 2000 to"},{"speaker":"Matt Murray","startTime":690.32,"endTime":695.0,"body":"2006 came out of the Navy, moved"},{"speaker":"Matt Murray","startTime":695.0,"endTime":697.64,"body":"to Manhattan, because when"},{"speaker":"Matt Murray","startTime":695.0,"endTime":697.64,"body":"you're 26 that's what you do."},{"speaker":"Matt Murray","startTime":699.02,"endTime":703.96,"body":"Turns out, yeah. Turns out that"},{"speaker":"Matt Murray","startTime":699.02,"endTime":703.96,"body":"wasn't a good decision,"},{"speaker":"Matt Murray","startTime":703.96,"endTime":708.28,"body":"different than the Navy, I bet."},{"speaker":"Matt Murray","startTime":703.96,"endTime":708.28,"body":"So I ended up, I ended up back"},{"speaker":"Matt Murray","startTime":708.34,"endTime":712.48,"body":"home with my folks and found"},{"speaker":"Matt Murray","startTime":708.34,"endTime":712.48,"body":"dealer.com shortly after moving"},{"speaker":"Matt Murray","startTime":712.48,"endTime":716.14,"body":"back home and came in to just"},{"speaker":"Matt Murray","startTime":712.48,"endTime":716.14,"body":"learn the industry, learn"},{"speaker":"Matt Murray","startTime":716.14,"endTime":719.5,"body":"technology, and, you know, live"},{"speaker":"Matt Murray","startTime":716.14,"endTime":719.5,"body":"through the heyda there. It was"},{"speaker":"Matt Murray","startTime":719.5,"endTime":725.04,"body":"an unbelievable 10 years from"},{"speaker":"Matt Murray","startTime":719.5,"endTime":725.04,"body":"2007 to 17, and I've never left."},{"speaker":"Matt Murray","startTime":725.04,"endTime":726.3,"body":"Like, why would you leave auto,"},{"speaker":"Paul J Daly","startTime":727.5,"endTime":731.4,"body":"we can, we can. We"},{"speaker":"Paul J Daly","startTime":727.5,"endTime":731.4,"body":"can relate. Next, we were gonna"},{"speaker":"Paul J Daly","startTime":731.4,"endTime":732.54,"body":"ask something before."},{"speaker":"Michael Cirillo","startTime":732.84,"endTime":736.2,"body":"No, no, that"},{"speaker":"Michael Cirillo","startTime":732.84,"endTime":736.2,"body":"that ship has sailed. No pun"},{"speaker":"Michael Cirillo","startTime":736.2,"endTime":737.34,"body":"intended. Yeah."},{"speaker":"Kyle Mountsier","startTime":740.16,"endTime":742.7,"body":"Okay, so before"},{"speaker":"Kyle Mountsier","startTime":740.16,"endTime":742.7,"body":"we get to the report, because"},{"speaker":"Kyle Mountsier","startTime":742.7,"endTime":744.92,"body":"there's some interesting"},{"speaker":"Kyle Mountsier","startTime":742.7,"endTime":744.92,"body":"insights that I want people to"},{"speaker":"Kyle Mountsier","startTime":744.92,"endTime":748.16,"body":"draw out, I have to get this. We"},{"speaker":"Kyle Mountsier","startTime":744.92,"endTime":748.16,"body":"found out something. You know,"},{"speaker":"Kyle Mountsier","startTime":748.16,"endTime":750.8,"body":"we do these, like, we're, we're"},{"speaker":"Kyle Mountsier","startTime":748.16,"endTime":750.8,"body":"professional podcasters. I don't"},{"speaker":"Kyle Mountsier","startTime":750.8,"endTime":757.64,"body":"know if anyone knew that or not,"},{"speaker":"Kyle Mountsier","startTime":750.8,"endTime":757.64,"body":"but, but we, we asked, we found"},{"speaker":"Kyle Mountsier","startTime":757.64,"endTime":760.78,"body":"out that the name wide whale"},{"speaker":"Kyle Mountsier","startTime":757.64,"endTime":760.78,"body":"wasn't because, like, you know,"},{"speaker":"Kyle Mountsier","startTime":761.26,"endTime":764.08,"body":"everyone's gonna widely whale"},{"speaker":"Kyle Mountsier","startTime":761.26,"endTime":764.08,"body":"their stories. Like, there's"},{"speaker":"Kyle Mountsier","startTime":764.08,"endTime":766.9,"body":"another reason for that. Give us"},{"speaker":"Kyle Mountsier","startTime":764.08,"endTime":766.9,"body":"that, give us the background on"},{"speaker":"Kyle Mountsier","startTime":766.9,"endTime":767.08,"body":"that."},{"speaker":"Matt Murray","startTime":767.98,"endTime":772.36,"body":"I'll try to make it"},{"speaker":"Matt Murray","startTime":767.98,"endTime":772.36,"body":"quick. When I was in the Navy, I"},{"speaker":"Matt Murray","startTime":772.36,"endTime":775.66,"body":"picked up a guitar and just fell"},{"speaker":"Matt Murray","startTime":772.36,"endTime":775.66,"body":"in love with the acoustic"},{"speaker":"Matt Murray","startTime":775.66,"endTime":778.18,"body":"guitar, decided I was going to"},{"speaker":"Matt Murray","startTime":775.66,"endTime":778.18,"body":"start a music production"},{"speaker":"Matt Murray","startTime":778.18,"endTime":782.22,"body":"company. I needed a name for it."},{"speaker":"Matt Murray","startTime":778.18,"endTime":782.22,"body":"So wide whale was initially wide"},{"speaker":"Matt Murray","startTime":782.22,"endTime":786.84,"body":"whale, like corduroy, W, A, L,"},{"speaker":"Matt Murray","startTime":782.22,"endTime":786.84,"body":"E, right? And then, believe it"},{"speaker":"Matt Murray","startTime":786.84,"endTime":791.34,"body":"or not, didn't start a music"},{"speaker":"Matt Murray","startTime":786.84,"endTime":791.34,"body":"production company. Years later,"},{"speaker":"Matt Murray","startTime":792.54,"endTime":795.84,"body":"as.com was growing, I was"},{"speaker":"Matt Murray","startTime":792.54,"endTime":795.84,"body":"thinking, You know what? You"},{"speaker":"Matt Murray","startTime":795.84,"endTime":798.48,"body":"don't need a billion dollar"},{"speaker":"Matt Murray","startTime":795.84,"endTime":798.48,"body":"company. You need 20, $50"},{"speaker":"Matt Murray","startTime":798.48,"endTime":802.28,"body":"million companies. And what"},{"speaker":"Matt Murray","startTime":798.48,"endTime":802.28,"body":"would the holding company be so"},{"speaker":"Matt Murray","startTime":802.28,"endTime":805.34,"body":"wide whale came back for me"},{"speaker":"Matt Murray","startTime":802.28,"endTime":805.34,"body":"then. Then it became my Xbox"},{"speaker":"Matt Murray","startTime":805.34,"endTime":810.14,"body":"handle. So every time I played"},{"speaker":"Matt Murray","startTime":805.34,"endTime":810.14,"body":"Xbox with my son, I was wide"},{"speaker":"Matt Murray","startTime":810.14,"endTime":812.72,"body":"whale. And when we started this"},{"speaker":"Matt Murray","startTime":810.14,"endTime":812.72,"body":"business, my wife and I are"},{"speaker":"Matt Murray","startTime":812.72,"endTime":816.08,"body":"trying to figure out, well, what"},{"speaker":"Matt Murray","startTime":812.72,"endTime":816.08,"body":"do we name it? And I'm over at"},{"speaker":"Matt Murray","startTime":816.08,"endTime":819.56,"body":"GoDaddy, like trying different"},{"speaker":"Matt Murray","startTime":816.08,"endTime":819.56,"body":"URLs on, and the closest we got"},{"speaker":"Matt Murray","startTime":819.56,"endTime":825.22,"body":"was rep, mon, R, E, P, M, O"},{"speaker":"Matt Murray","startTime":819.56,"endTime":825.22,"body":"n.com, and obviously that was"},{"speaker":"Matt Murray","startTime":825.22,"endTime":825.58,"body":"really,"},{"speaker":"Paul J Daly","startTime":826.96,"endTime":829.84,"body":"we couldn't go that"},{"speaker":"Paul J Daly","startTime":826.96,"endTime":829.84,"body":"way, glad the way he said that"},{"speaker":"Paul J Daly","startTime":829.84,"endTime":831.76,"body":"he's like, obviously that was"},{"speaker":"Paul J Daly","startTime":829.84,"endTime":831.76,"body":"wrong. That"},{"speaker":"Matt Murray","startTime":832.36,"endTime":836.26,"body":"was just a big"},{"speaker":"Matt Murray","startTime":832.36,"endTime":836.26,"body":"Nope. So wide whale came back"},{"speaker":"Matt Murray","startTime":836.26,"endTime":839.68,"body":"for me. And to be frank, like at"},{"speaker":"Matt Murray","startTime":836.26,"endTime":839.68,"body":"the very in the very early"},{"speaker":"Matt Murray","startTime":839.68,"endTime":842.76,"body":"stages, I thought someday we"},{"speaker":"Matt Murray","startTime":839.68,"endTime":842.76,"body":"might rebrand. Right? Every"},{"speaker":"Matt Murray","startTime":843.0,"endTime":845.34,"body":"large you know, if you look at"},{"speaker":"Matt Murray","startTime":843.0,"endTime":845.34,"body":"the story of almost every"},{"speaker":"Matt Murray","startTime":845.34,"endTime":848.82,"body":"business, they rebrand at some"},{"speaker":"Matt Murray","startTime":845.34,"endTime":848.82,"body":"point. But in that first year,"},{"speaker":"Matt Murray","startTime":848.82,"endTime":852.12,"body":"year and a half, we were on the"},{"speaker":"Matt Murray","startTime":848.82,"endTime":852.12,"body":"phone calling dealers, and we"},{"speaker":"Matt Murray","startTime":852.12,"endTime":855.18,"body":"would have to spell our name,"},{"speaker":"Matt Murray","startTime":852.12,"endTime":855.18,"body":"because they'd be like white"},{"speaker":"Matt Murray","startTime":855.18,"endTime":858.78,"body":"wall. What are you? You're the"},{"speaker":"Matt Murray","startTime":855.18,"endTime":858.78,"body":"white whale"},{"speaker":"Paul J Daly","startTime":859.92,"endTime":861.9,"body":"with a name like a"},{"speaker":"Paul J Daly","startTime":859.92,"endTime":861.9,"body":"soda. We spend a lot of time."},{"speaker":"Paul J Daly","startTime":861.9,"endTime":864.5,"body":"That's how I just put it on. Put"},{"speaker":"Paul J Daly","startTime":861.9,"endTime":864.5,"body":"it on my hat, so I can be like,"},{"speaker":"Paul J Daly","startTime":864.5,"endTime":865.88,"body":"breathe right here. Yeah,"},{"speaker":"Matt Murray","startTime":866.24,"endTime":869.96,"body":"yeah, yeah. And"},{"speaker":"Matt Murray","startTime":866.24,"endTime":869.96,"body":"it's, it's turned out to be a"},{"speaker":"Matt Murray","startTime":869.96,"endTime":872.0,"body":"really great choice from a"},{"speaker":"Matt Murray","startTime":869.96,"endTime":872.0,"body":"branding perspective."},{"speaker":"Kyle Mountsier","startTime":872.24,"endTime":874.76,"body":"Yeah, that's"},{"speaker":"Kyle Mountsier","startTime":872.24,"endTime":874.76,"body":"strong. That's awesome. So all"},{"speaker":"Kyle Mountsier","startTime":874.76,"endTime":876.92,"body":"right, let's get into the study."},{"speaker":"Kyle Mountsier","startTime":874.76,"endTime":876.92,"body":"Because, you know, you've,"},{"speaker":"Kyle Mountsier","startTime":876.92,"endTime":880.6,"body":"you've kind of looked over the"},{"speaker":"Kyle Mountsier","startTime":876.92,"endTime":880.6,"body":"last what year worth of data"},{"speaker":"Kyle Mountsier","startTime":880.6,"endTime":884.08,"body":"you've said, okay, where, what"},{"speaker":"Kyle Mountsier","startTime":880.6,"endTime":884.08,"body":"do we what are we learning from"},{"speaker":"Kyle Mountsier","startTime":884.08,"endTime":887.26,"body":"this year? What does that mean"},{"speaker":"Kyle Mountsier","startTime":884.08,"endTime":887.26,"body":"about what we're heading I like"},{"speaker":"Kyle Mountsier","startTime":887.26,"endTime":892.12,"body":"to maybe, like, tackle a few of"},{"speaker":"Kyle Mountsier","startTime":887.26,"endTime":892.12,"body":"those notes specifically from"},{"speaker":"Kyle Mountsier","startTime":892.12,"endTime":895.78,"body":"this year. I think let's, let's"},{"speaker":"Kyle Mountsier","startTime":892.12,"endTime":895.78,"body":"start with, because we talked"},{"speaker":"Kyle Mountsier","startTime":895.78,"endTime":901.26,"body":"about people where, where are we"},{"speaker":"Kyle Mountsier","startTime":895.78,"endTime":901.26,"body":"seeing trends? When it, when it"},{"speaker":"Kyle Mountsier","startTime":901.8,"endTime":904.44,"body":"pertains to, like people"},{"speaker":"Kyle Mountsier","startTime":901.8,"endTime":904.44,"body":"talking, you know, consumers"},{"speaker":"Kyle Mountsier","startTime":904.44,"endTime":907.5,"body":"talking about the people that"},{"speaker":"Kyle Mountsier","startTime":904.44,"endTime":907.5,"body":"they're dealing with. Yeah."},{"speaker":"Matt Murray","startTime":907.56,"endTime":910.26,"body":"So the data this"},{"speaker":"Matt Murray","startTime":907.56,"endTime":910.26,"body":"year is the beginning of 2023,"},{"speaker":"Matt Murray","startTime":910.8,"endTime":915.18,"body":"through q3 of 2024, every Google"},{"speaker":"Matt Murray","startTime":910.8,"endTime":915.18,"body":"review for every new car dealer"},{"speaker":"Matt Murray","startTime":915.18,"endTime":920.12,"body":"in the US. And we do. Tree got"},{"speaker":"Matt Murray","startTime":915.18,"endTime":920.12,"body":"it. Yeah, it was, it was 8.1"},{"speaker":"Matt Murray","startTime":920.96,"endTime":926.12,"body":"something million. And so we're"},{"speaker":"Matt Murray","startTime":920.96,"endTime":926.12,"body":"presenting some year over year"},{"speaker":"Matt Murray","startTime":926.12,"endTime":929.48,"body":"trends which is great, specific"},{"speaker":"Matt Murray","startTime":926.12,"endTime":929.48,"body":"topics we can now see over that"},{"speaker":"Matt Murray","startTime":929.48,"endTime":932.84,"body":"seven quarters, the headline"},{"speaker":"Matt Murray","startTime":929.48,"endTime":932.84,"body":"this year, for sure, is"},{"speaker":"Matt Murray","startTime":932.9,"endTime":936.26,"body":"negativity around staff"},{"speaker":"Matt Murray","startTime":932.9,"endTime":936.26,"body":"interactions is up 20% driven"},{"speaker":"Matt Murray","startTime":936.26,"endTime":942.04,"body":"primarily by sales interactions."},{"speaker":"Matt Murray","startTime":936.26,"endTime":942.04,"body":"Sales saw a 27% jump in"},{"speaker":"Matt Murray","startTime":942.04,"endTime":946.54,"body":"negativity. But even as we look"},{"speaker":"Matt Murray","startTime":942.04,"endTime":946.54,"body":"so, service saw a 15% jump. And"},{"speaker":"Matt Murray","startTime":946.54,"endTime":950.02,"body":"if we break luxury and non"},{"speaker":"Matt Murray","startTime":946.54,"endTime":950.02,"body":"luxury dealers, they all saw an"},{"speaker":"Matt Murray","startTime":950.02,"endTime":953.02,"body":"increase in negativity. It's"},{"speaker":"Matt Murray","startTime":950.02,"endTime":953.02,"body":"pretty much across the board"},{"speaker":"Matt Murray","startTime":953.26,"endTime":957.4,"body":"within that of course, there are"},{"speaker":"Matt Murray","startTime":953.26,"endTime":957.4,"body":"specific interactions. So when"},{"speaker":"Matt Murray","startTime":957.4,"endTime":961.02,"body":"somebody talks about staff, they"},{"speaker":"Matt Murray","startTime":957.4,"endTime":961.02,"body":"might also be talking about how"},{"speaker":"Matt Murray","startTime":961.02,"endTime":963.96,"body":"knowledgeable that person was,"},{"speaker":"Matt Murray","startTime":961.02,"endTime":963.96,"body":"or how professional or helpful"},{"speaker":"Matt Murray","startTime":963.96,"endTime":967.74,"body":"they were, and in almost every"},{"speaker":"Matt Murray","startTime":963.96,"endTime":967.74,"body":"case, we saw a growth in"},{"speaker":"Matt Murray","startTime":967.74,"endTime":969.9,"body":"negativity in those traits as"},{"speaker":"Matt Murray","startTime":967.74,"endTime":969.9,"body":"well."},{"speaker":"Paul J Daly","startTime":973.02,"endTime":976.2,"body":"So that's a"},{"speaker":"Paul J Daly","startTime":973.02,"endTime":976.2,"body":"challenge. Yeah, let me ask you"},{"speaker":"Paul J Daly","startTime":976.2,"endTime":979.02,"body":"this with a number of reviews,"},{"speaker":"Paul J Daly","startTime":976.2,"endTime":979.02,"body":"up or down,"},{"speaker":"Matt Murray","startTime":980.04,"endTime":982.7,"body":"reviews generally."},{"speaker":"Matt Murray","startTime":980.04,"endTime":982.7,"body":"I mean, every year, the average"},{"speaker":"Matt Murray","startTime":982.7,"endTime":987.08,"body":"dealership receives more reviews"},{"speaker":"Matt Murray","startTime":982.7,"endTime":987.08,"body":"than the increase, right? Yeah,"},{"speaker":"Matt Murray","startTime":987.2,"endTime":990.86,"body":"increase across the board, but"},{"speaker":"Matt Murray","startTime":987.2,"endTime":990.86,"body":"as a percentage, the mention of"},{"speaker":"Matt Murray","startTime":990.92,"endTime":995.36,"body":"negativity around staff is up"},{"speaker":"Matt Murray","startTime":990.92,"endTime":995.36,"body":"20% communication is up 14%"},{"speaker":"Paul J Daly","startTime":995.78,"endTime":998.42,"body":"why that is? I"},{"speaker":"Paul J Daly","startTime":995.78,"endTime":998.42,"body":"mean, we can all you know, yeah,"},{"speaker":"Paul J Daly","startTime":998.42,"endTime":1001.08,"body":"yes, but do you, do you know"},{"speaker":"Paul J Daly","startTime":998.42,"endTime":1001.08,"body":"why? Or do you have an idea why?"},{"speaker":"Paul J Daly","startTime":1001.74,"endTime":1002.1,"body":"Yeah,"},{"speaker":"Matt Murray","startTime":1002.16,"endTime":1005.22,"body":"I have a good"},{"speaker":"Matt Murray","startTime":1002.16,"endTime":1005.22,"body":"feeling, and most of it centers"},{"speaker":"Matt Murray","startTime":1005.22,"endTime":1007.92,"body":"around the fact that our our"},{"speaker":"Matt Murray","startTime":1005.22,"endTime":1007.92,"body":"industry, has been through a lot"},{"speaker":"Matt Murray","startTime":1007.92,"endTime":1010.92,"body":"the last four years, right? So"},{"speaker":"Matt Murray","startTime":1007.92,"endTime":1010.92,"body":"if you bought a car in 2021"},{"speaker":"Matt Murray","startTime":1011.64,"endTime":1015.72,"body":"let's say you bought a car at"},{"speaker":"Matt Murray","startTime":1011.64,"endTime":1015.72,"body":"MSRP or higher, and there really"},{"speaker":"Matt Murray","startTime":1015.72,"endTime":1020.22,"body":"were no incentives to speak of."},{"speaker":"Matt Murray","startTime":1015.72,"endTime":1020.22,"body":"You just bought the car, and now"},{"speaker":"Matt Murray","startTime":1020.58,"endTime":1024.32,"body":"OEMs are back, looking for"},{"speaker":"Matt Murray","startTime":1020.58,"endTime":1024.32,"body":"market share. Supply is up. We"},{"speaker":"Matt Murray","startTime":1024.32,"endTime":1028.28,"body":"need to move metal. Incentives"},{"speaker":"Matt Murray","startTime":1024.32,"endTime":1028.28,"body":"are flying. Negotiation is back,"},{"speaker":"Matt Murray","startTime":1028.46,"endTime":1031.88,"body":"big time, right? Like customers"},{"speaker":"Matt Murray","startTime":1028.46,"endTime":1031.88,"body":"are after a deal, yep, and at"},{"speaker":"Matt Murray","startTime":1031.88,"endTime":1035.36,"body":"the same time, I mean, look, one"},{"speaker":"Matt Murray","startTime":1031.88,"endTime":1035.36,"body":"out of five vehicles sold in the"},{"speaker":"Matt Murray","startTime":1035.36,"endTime":1039.68,"body":"US today is a non ice vehicle,"},{"speaker":"Matt Murray","startTime":1035.36,"endTime":1039.68,"body":"so our sales people now have to"},{"speaker":"Matt Murray","startTime":1039.68,"endTime":1043.84,"body":"represent a plug in hybrid, a"},{"speaker":"Matt Murray","startTime":1039.68,"endTime":1043.84,"body":"hybrid and ice, all the"},{"speaker":"Matt Murray","startTime":1043.84,"endTime":1046.9,"body":"incentives and product knowledge"},{"speaker":"Matt Murray","startTime":1043.84,"endTime":1046.9,"body":"associated with all those"},{"speaker":"Matt Murray","startTime":1046.9,"endTime":1050.26,"body":"platforms. And I think it's"},{"speaker":"Matt Murray","startTime":1046.9,"endTime":1050.26,"body":"showing up a little bit, as you"},{"speaker":"Matt Murray","startTime":1050.26,"endTime":1055.12,"body":"know, a ton of complexity and"},{"speaker":"Matt Murray","startTime":1050.26,"endTime":1055.12,"body":"maybe a lack of training. Do you"},{"speaker":"Matt Murray","startTime":1055.12,"endTime":1055.96,"body":"think that,"},{"speaker":"Paul J Daly","startTime":1057.22,"endTime":1060.54,"body":"as you're talking"},{"speaker":"Paul J Daly","startTime":1057.22,"endTime":1060.54,"body":"about, like, the inventory"},{"speaker":"Paul J Daly","startTime":1060.54,"endTime":1065.22,"body":"shortage conditions. I think"},{"speaker":"Paul J Daly","startTime":1060.54,"endTime":1065.22,"body":"about people paying over MSRP,"},{"speaker":"Paul J Daly","startTime":1065.88,"endTime":1071.04,"body":"you know, say, two to three"},{"speaker":"Paul J Daly","startTime":1065.88,"endTime":1071.04,"body":"years leading up to when we got"},{"speaker":"Paul J Daly","startTime":1071.04,"endTime":1074.94,"body":"inventory back. You think a part"},{"speaker":"Paul J Daly","startTime":1071.04,"endTime":1074.94,"body":"of those sales conversations are"},{"speaker":"Paul J Daly","startTime":1074.94,"endTime":1078.9,"body":"now people realizing it that"},{"speaker":"Paul J Daly","startTime":1074.94,"endTime":1078.9,"body":"they are underwater in their"},{"speaker":"Paul J Daly","startTime":1078.9,"endTime":1081.32,"body":"trade. I know it's kind of early"},{"speaker":"Paul J Daly","startTime":1078.9,"endTime":1081.32,"body":"for that, but it's happening,"},{"speaker":"Paul J Daly","startTime":1082.16,"endTime":1084.62,"body":"right? That's gonna damper on it"},{"speaker":"Paul J Daly","startTime":1082.16,"endTime":1084.62,"body":"quick. When you're like, hey,"},{"speaker":"Paul J Daly","startTime":1084.62,"endTime":1088.04,"body":"great, yeah, you need to figure"},{"speaker":"Paul J Daly","startTime":1084.62,"endTime":1088.04,"body":"out where to put the seven grand"},{"speaker":"Paul J Daly","startTime":1088.04,"endTime":1089.42,"body":"of negative equity in this team."},{"speaker":"Matt Murray","startTime":1090.44,"endTime":1092.96,"body":"I think that'll be,"},{"speaker":"Matt Murray","startTime":1090.44,"endTime":1092.96,"body":"that'll be a long tail of"},{"speaker":"Matt Murray","startTime":1092.96,"endTime":1096.74,"body":"negativity. Yeah, oh yeah."},{"speaker":"Matt Murray","startTime":1092.96,"endTime":1096.74,"body":"Average car on the road is now"},{"speaker":"Matt Murray","startTime":1096.74,"endTime":1099.44,"body":"12.6 years, years."},{"speaker":"Paul J Daly","startTime":1099.8,"endTime":1103.54,"body":"So it went up. It"},{"speaker":"Paul J Daly","startTime":1099.8,"endTime":1103.54,"body":"literally went up this morning."},{"speaker":"Paul J Daly","startTime":1103.6,"endTime":1105.82,"body":"Well, I don't know if it just"},{"speaker":"Paul J Daly","startTime":1103.6,"endTime":1105.82,"body":"went up this morning, but we"},{"speaker":"Paul J Daly","startTime":1105.82,"endTime":1107.38,"body":"just saw something that just"},{"speaker":"Paul J Daly","startTime":1105.82,"endTime":1107.38,"body":"went up."},{"speaker":"Michael Cirillo","startTime":1108.64,"endTime":1110.86,"body":"This was, like,"},{"speaker":"Michael Cirillo","startTime":1108.64,"endTime":1110.86,"body":"literally the most unpopular"},{"speaker":"Michael Cirillo","startTime":1110.86,"endTime":1116.38,"body":"opinion during that swell."},{"speaker":"Michael Cirillo","startTime":1110.86,"endTime":1116.38,"body":"Unexplainable was, okay, what's"},{"speaker":"Michael Cirillo","startTime":1116.38,"endTime":1119.32,"body":"the long term impact of this?"},{"speaker":"Michael Cirillo","startTime":1116.38,"endTime":1119.32,"body":"You're going to have customers"},{"speaker":"Michael Cirillo","startTime":1119.32,"endTime":1123.24,"body":"who will resent you for a very"},{"speaker":"Michael Cirillo","startTime":1119.32,"endTime":1123.24,"body":"long time. Yeah, because"},{"speaker":"Michael Cirillo","startTime":1123.3,"endTime":1126.42,"body":"everyone knows and nobody is"},{"speaker":"Michael Cirillo","startTime":1123.3,"endTime":1126.42,"body":"apologizing for it, that you're"},{"speaker":"Michael Cirillo","startTime":1126.42,"endTime":1129.72,"body":"taking advantage of everybody,"},{"speaker":"Michael Cirillo","startTime":1126.42,"endTime":1129.72,"body":"and consumers will not soon"},{"speaker":"Michael Cirillo","startTime":1129.72,"endTime":1133.8,"body":"forget, how much of that"},{"speaker":"Michael Cirillo","startTime":1129.72,"endTime":1133.8,"body":"negative like, Do you think"},{"speaker":"Michael Cirillo","startTime":1133.8,"endTime":1137.34,"body":"there's got to be a portion of"},{"speaker":"Michael Cirillo","startTime":1133.8,"endTime":1137.34,"body":"that negative review increase of"},{"speaker":"Michael Cirillo","startTime":1137.34,"endTime":1140.3,"body":"people that are like, I'm buying"},{"speaker":"Michael Cirillo","startTime":1137.34,"endTime":1140.3,"body":"the car anyways, but boy, I'm"},{"speaker":"Michael Cirillo","startTime":1140.3,"endTime":1143.9,"body":"just so unhappy doing it."},{"speaker":"Michael Cirillo","startTime":1140.3,"endTime":1143.9,"body":"Because I know, I know you. You"},{"speaker":"Michael Cirillo","startTime":1143.9,"endTime":1146.12,"body":"screwed me over three years."},{"speaker":"Michael Cirillo","startTime":1143.9,"endTime":1146.12,"body":"Yeah. I mean,"},{"speaker":"Matt Murray","startTime":1147.2,"endTime":1150.86,"body":"everybody wants a"},{"speaker":"Matt Murray","startTime":1147.2,"endTime":1150.86,"body":"deal, yeah, right. And I think"},{"speaker":"Matt Murray","startTime":1150.92,"endTime":1154.28,"body":"it's hard to feel like you're"},{"speaker":"Matt Murray","startTime":1150.92,"endTime":1154.28,"body":"getting a deal unless, unless"},{"speaker":"Matt Murray","startTime":1154.28,"endTime":1158.9,"body":"you're the EV customer right now"},{"speaker":"Matt Murray","startTime":1154.28,"endTime":1158.9,"body":"who is sharing less negativity"},{"speaker":"Matt Murray","startTime":1159.32,"endTime":1163.06,"body":"around the cost of the vehicle,"},{"speaker":"Matt Murray","startTime":1159.32,"endTime":1163.06,"body":"or available deals. It seems"},{"speaker":"Matt Murray","startTime":1163.06,"endTime":1166.96,"body":"like the EV segment has some"},{"speaker":"Matt Murray","startTime":1163.06,"endTime":1166.96,"body":"positivity there, but the MA,"},{"speaker":"Matt Murray","startTime":1167.14,"endTime":1169.66,"body":"the vast majority of customers,"},{"speaker":"Matt Murray","startTime":1167.14,"endTime":1169.66,"body":"are in search of a deal that"},{"speaker":"Matt Murray","startTime":1169.72,"endTime":1171.94,"body":"either they haven't found or, to"},{"speaker":"Matt Murray","startTime":1169.72,"endTime":1171.94,"body":"your point, they're having a"},{"speaker":"Matt Murray","startTime":1171.94,"endTime":1174.4,"body":"hard time structuring it, or"},{"speaker":"Matt Murray","startTime":1171.94,"endTime":1174.4,"body":"they're being pressured in the"},{"speaker":"Matt Murray","startTime":1174.4,"endTime":1179.08,"body":"finance office. And I just"},{"speaker":"Matt Murray","startTime":1174.4,"endTime":1179.08,"body":"think, I just think that a lot"},{"speaker":"Matt Murray","startTime":1179.08,"endTime":1181.92,"body":"of this can be tied right back"},{"speaker":"Matt Murray","startTime":1179.08,"endTime":1181.92,"body":"to the complexity of the moment,"},{"speaker":"Matt Murray","startTime":1181.92,"endTime":1183.84,"body":"right? The industry has changed"},{"speaker":"Matt Murray","startTime":1181.92,"endTime":1183.84,"body":"so quickly"},{"speaker":"Kyle Mountsier","startTime":1184.5,"endTime":1187.8,"body":"well, and it"},{"speaker":"Kyle Mountsier","startTime":1184.5,"endTime":1187.8,"body":"just enhances the need for"},{"speaker":"Kyle Mountsier","startTime":1187.98,"endTime":1190.92,"body":"heightened communication,"},{"speaker":"Kyle Mountsier","startTime":1187.98,"endTime":1190.92,"body":"increased training, right? It's"},{"speaker":"Kyle Mountsier","startTime":1190.92,"endTime":1194.46,"body":"like we have to double down on"},{"speaker":"Kyle Mountsier","startTime":1190.92,"endTime":1194.46,"body":"those things, because if the"},{"speaker":"Kyle Mountsier","startTime":1194.46,"endTime":1198.9,"body":"front line, if the sales person,"},{"speaker":"Kyle Mountsier","startTime":1194.46,"endTime":1198.9,"body":"if the service advisor is the"},{"speaker":"Kyle Mountsier","startTime":1198.9,"endTime":1202.7,"body":"person that. A consumer is"},{"speaker":"Kyle Mountsier","startTime":1198.9,"endTime":1202.7,"body":"waiting on to have the right"},{"speaker":"Kyle Mountsier","startTime":1202.7,"endTime":1205.82,"body":"information, with the right"},{"speaker":"Kyle Mountsier","startTime":1202.7,"endTime":1205.82,"body":"emotional intelligence, with the"},{"speaker":"Kyle Mountsier","startTime":1205.82,"endTime":1209.12,"body":"right empathy in the moment,"},{"speaker":"Kyle Mountsier","startTime":1205.82,"endTime":1209.12,"body":"understanding the complexity,"},{"speaker":"Kyle Mountsier","startTime":1209.12,"endTime":1212.9,"body":"squaring that with the reality,"},{"speaker":"Kyle Mountsier","startTime":1209.12,"endTime":1212.9,"body":"like that's the person that's"},{"speaker":"Kyle Mountsier","startTime":1212.9,"endTime":1215.42,"body":"going to be in the weeds with"},{"speaker":"Kyle Mountsier","startTime":1212.9,"endTime":1215.42,"body":"these consumers. So if, like,"},{"speaker":"Kyle Mountsier","startTime":1215.48,"endTime":1218.96,"body":"what you're saying earlier is if"},{"speaker":"Kyle Mountsier","startTime":1215.48,"endTime":1218.96,"body":"people have a great experience"},{"speaker":"Kyle Mountsier","startTime":1218.96,"endTime":1223.42,"body":"is because of the person that we"},{"speaker":"Kyle Mountsier","startTime":1218.96,"endTime":1223.42,"body":"have to double down on ensuring"},{"speaker":"Kyle Mountsier","startTime":1223.42,"endTime":1228.34,"body":"that the path to that is strong,"},{"speaker":"Kyle Mountsier","startTime":1223.42,"endTime":1228.34,"body":"because the risk is actually so"},{"speaker":"Kyle Mountsier","startTime":1228.34,"endTime":1232.84,"body":"much higher, it's it's a risky"},{"speaker":"Kyle Mountsier","startTime":1228.34,"endTime":1232.84,"body":"situation to send someone"},{"speaker":"Kyle Mountsier","startTime":1232.9,"endTime":1237.16,"body":"untrained into when the"},{"speaker":"Kyle Mountsier","startTime":1232.9,"endTime":1237.16,"body":"complexity is so great, right?"},{"speaker":"Kyle Mountsier","startTime":1237.16,"endTime":1237.52,"body":"Yeah,"},{"speaker":"Matt Murray","startTime":1238.06,"endTime":1239.8,"body":"and sales gets"},{"speaker":"Matt Murray","startTime":1238.06,"endTime":1239.8,"body":"exposed, right? Because the"},{"speaker":"Matt Murray","startTime":1239.8,"endTime":1243.06,"body":"customer gets to ask questions"},{"speaker":"Matt Murray","startTime":1239.8,"endTime":1243.06,"body":"live right there on the showroom"},{"speaker":"Matt Murray","startTime":1243.06,"endTime":1246.9,"body":"floor, and they're expected to"},{"speaker":"Matt Murray","startTime":1243.06,"endTime":1246.9,"body":"know service has a little bit of"},{"speaker":"Matt Murray","startTime":1246.9,"endTime":1249.96,"body":"a different feel. If I'm just"},{"speaker":"Matt Murray","startTime":1246.9,"endTime":1249.96,"body":"getting my oil changed, my tires"},{"speaker":"Matt Murray","startTime":1249.96,"endTime":1252.36,"body":"rotated, I kind of know what"},{"speaker":"Matt Murray","startTime":1249.96,"endTime":1252.36,"body":"that looks and feels like. I"},{"speaker":"Matt Murray","startTime":1252.36,"endTime":1256.44,"body":"know about what it's going to"},{"speaker":"Matt Murray","startTime":1252.36,"endTime":1256.44,"body":"cost with a vehicle, yeah, and"},{"speaker":"Matt Murray","startTime":1256.44,"endTime":1259.44,"body":"then, and then even so, like,"},{"speaker":"Matt Murray","startTime":1256.44,"endTime":1259.44,"body":"let's say there's a noise,"},{"speaker":"Matt Murray","startTime":1259.44,"endTime":1262.28,"body":"right? Something's wrong with my"},{"speaker":"Matt Murray","startTime":1259.44,"endTime":1262.28,"body":"car and I bring it in service"},{"speaker":"Matt Murray","startTime":1262.28,"endTime":1265.4,"body":"isn't expected to know what's"},{"speaker":"Matt Murray","startTime":1262.28,"endTime":1265.4,"body":"going on. They say, Okay, Mr."},{"speaker":"Matt Murray","startTime":1265.4,"endTime":1267.62,"body":"Murray, I'll take your vehicle"},{"speaker":"Matt Murray","startTime":1265.4,"endTime":1267.62,"body":"back there. We'll be in touch."},{"speaker":"Matt Murray","startTime":1268.28,"endTime":1270.14,"body":"True. That's a nice buffer for"},{"speaker":"Matt Murray","startTime":1268.28,"endTime":1270.14,"body":"them, big"},{"speaker":"Paul J Daly","startTime":1270.14,"endTime":1272.78,"body":"time, right? Well,"},{"speaker":"Paul J Daly","startTime":1270.14,"endTime":1272.78,"body":"you mentioned, you mentioned"},{"speaker":"Paul J Daly","startTime":1272.78,"endTime":1276.26,"body":"EVs. Is there some data"},{"speaker":"Paul J Daly","startTime":1272.78,"endTime":1276.26,"body":"specifically around EV"},{"speaker":"Paul J Daly","startTime":1276.26,"endTime":1277.58,"body":"purchasing that you can share?"},{"speaker":"Matt Murray","startTime":1278.3,"endTime":1282.64,"body":"Yeah. So the beauty"},{"speaker":"Matt Murray","startTime":1278.3,"endTime":1282.64,"body":"of this data is we can take all"},{"speaker":"Matt Murray","startTime":1282.64,"endTime":1285.52,"body":"of these reviews and set some"},{"speaker":"Matt Murray","startTime":1282.64,"endTime":1285.52,"body":"benchmarks across all"},{"speaker":"Matt Murray","startTime":1285.52,"endTime":1288.28,"body":"interactions, and then we can"},{"speaker":"Matt Murray","startTime":1285.52,"endTime":1288.28,"body":"start breaking apart the"},{"speaker":"Matt Murray","startTime":1288.28,"endTime":1291.4,"body":"cohorts. So how does sales do"},{"speaker":"Matt Murray","startTime":1288.28,"endTime":1291.4,"body":"versus service luxury, non"},{"speaker":"Matt Murray","startTime":1291.4,"endTime":1296.2,"body":"luxury, when we look at EV"},{"speaker":"Matt Murray","startTime":1291.4,"endTime":1296.2,"body":"specific interactions compared"},{"speaker":"Matt Murray","startTime":1296.2,"endTime":1301.5,"body":"to ice, what we see is a ton of"},{"speaker":"Matt Murray","startTime":1296.2,"endTime":1301.5,"body":"negativity for the EV customer"},{"speaker":"Matt Murray","startTime":1301.5,"endTime":1304.86,"body":"around knowledge and"},{"speaker":"Matt Murray","startTime":1301.5,"endTime":1304.86,"body":"helpfulness, so greater than 70%"},{"speaker":"Matt Murray","startTime":1305.28,"endTime":1310.2,"body":"increase in negativity year over"},{"speaker":"Matt Murray","startTime":1305.28,"endTime":1310.2,"body":"year for EV customers from the"},{"speaker":"Matt Murray","startTime":1310.2,"endTime":1312.72,"body":"sales staff. Wow, right,"},{"speaker":"Paul J Daly","startTime":1313.14,"endTime":1315.54,"body":"right. Just saying,"},{"speaker":"Paul J Daly","startTime":1313.14,"endTime":1315.54,"body":"I went there and they didn't"},{"speaker":"Paul J Daly","startTime":1315.54,"endTime":1317.46,"body":"know anything. Yeah."},{"speaker":"Matt Murray","startTime":1317.58,"endTime":1320.18,"body":"I mean, it plays"},{"speaker":"Matt Murray","startTime":1317.58,"endTime":1320.18,"body":"out and like, hey, I want this"},{"speaker":"Matt Murray","startTime":1320.18,"endTime":1323.54,"body":"trim level. EV, what's the"},{"speaker":"Matt Murray","startTime":1320.18,"endTime":1323.54,"body":"range? And"},{"speaker":"Paul J Daly","startTime":1323.54,"endTime":1324.14,"body":"they go, um,"},{"speaker":"Kyle Mountsier","startTime":1325.58,"endTime":1327.86,"body":"well, the data"},{"speaker":"Kyle Mountsier","startTime":1325.58,"endTime":1327.86,"body":"is a lot more complex, too. Of"},{"speaker":"Kyle Mountsier","startTime":1327.86,"endTime":1330.74,"body":"what you need to know for sure,"},{"speaker":"Kyle Mountsier","startTime":1327.86,"endTime":1330.74,"body":"because you just, you just"},{"speaker":"Kyle Mountsier","startTime":1330.74,"endTime":1333.8,"body":"mentioned one, right? This trim"},{"speaker":"Kyle Mountsier","startTime":1330.74,"endTime":1333.8,"body":"level has a different mileage,"},{"speaker":"Kyle Mountsier","startTime":1333.8,"endTime":1337.94,"body":"right? It's no longer just like,"},{"speaker":"Kyle Mountsier","startTime":1333.8,"endTime":1337.94,"body":"oh yeah, all the equinoxes get"},{"speaker":"Kyle Mountsier","startTime":1338.0,"endTime":1341.26,"body":"32 miles the gallon average city"},{"speaker":"Kyle Mountsier","startTime":1338.0,"endTime":1341.26,"body":"and highway, because they all"},{"speaker":"Kyle Mountsier","startTime":1341.26,"endTime":1343.54,"body":"have the same engine and"},{"speaker":"Kyle Mountsier","startTime":1341.26,"endTime":1343.54,"body":"transmission in them. It's like,"},{"speaker":"Kyle Mountsier","startTime":1343.54,"endTime":1346.18,"body":"Nope, we gave this one a little"},{"speaker":"Kyle Mountsier","startTime":1343.54,"endTime":1346.18,"body":"bit more and this one a little"},{"speaker":"Kyle Mountsier","startTime":1346.18,"endTime":1346.66,"body":"bit less. All"},{"speaker":"Paul J Daly","startTime":1346.66,"endTime":1348.64,"body":"Wheel Drive. This"},{"speaker":"Paul J Daly","startTime":1346.66,"endTime":1348.64,"body":"is two wheel drive. Totally"},{"speaker":"Paul J Daly","startTime":1348.64,"endTime":1350.62,"body":"changes fuel efficient. And by"},{"speaker":"Paul J Daly","startTime":1348.64,"endTime":1350.62,"body":"the"},{"speaker":"Michael Cirillo","startTime":1350.62,"endTime":1352.66,"body":"way, you will"},{"speaker":"Michael Cirillo","startTime":1350.62,"endTime":1352.66,"body":"never see that fuel if it you'll"},{"speaker":"Michael Cirillo","startTime":1352.66,"endTime":1355.36,"body":"never see that mileage because"},{"speaker":"Michael Cirillo","startTime":1352.66,"endTime":1355.36,"body":"of the way you drive that thing."},{"speaker":"Paul J Daly","startTime":1356.14,"endTime":1357.16,"body":"Yeah, right."},{"speaker":"Matt Murray","startTime":1359.2,"endTime":1362.4,"body":"Interesting. I"},{"speaker":"Matt Murray","startTime":1359.2,"endTime":1362.4,"body":"don't think we I don't think we"},{"speaker":"Matt Murray","startTime":1362.4,"endTime":1366.78,"body":"saw this in 23 but the reduction"},{"speaker":"Matt Murray","startTime":1362.4,"endTime":1366.78,"body":"in negativity around maintenance"},{"speaker":"Matt Murray","startTime":1366.84,"endTime":1370.44,"body":"for the EV customer, super"},{"speaker":"Matt Murray","startTime":1366.84,"endTime":1370.44,"body":"interesting. So I think the"},{"speaker":"Matt Murray","startTime":1370.44,"endTime":1373.38,"body":"consumer is starting to figure"},{"speaker":"Matt Murray","startTime":1370.44,"endTime":1373.38,"body":"out that that vehicle, that"},{"speaker":"Matt Murray","startTime":1373.38,"endTime":1376.68,"body":"platform, is a little easier to"},{"speaker":"Matt Murray","startTime":1373.38,"endTime":1376.68,"body":"maintain, at least in the"},{"speaker":"Matt Murray","startTime":1376.68,"endTime":1379.02,"body":"moment, right? I'm not worried"},{"speaker":"Matt Murray","startTime":1376.68,"endTime":1379.02,"body":"about the oil change, for"},{"speaker":"Matt Murray","startTime":1379.02,"endTime":1383.96,"body":"instance. So less negativity"},{"speaker":"Matt Murray","startTime":1379.02,"endTime":1383.96,"body":"there. And I said deals earlier,"},{"speaker":"Matt Murray","startTime":1383.96,"endTime":1386.84,"body":"but there's still, you know,"},{"speaker":"Matt Murray","startTime":1383.96,"endTime":1386.84,"body":"state level incentives out"},{"speaker":"Matt Murray","startTime":1386.84,"endTime":1390.02,"body":"there, so folks are feeling like"},{"speaker":"Matt Murray","startTime":1386.84,"endTime":1390.02,"body":"they're getting a deal, and"},{"speaker":"Matt Murray","startTime":1390.02,"endTime":1393.26,"body":"there's a ton more competition."},{"speaker":"Matt Murray","startTime":1390.02,"endTime":1393.26,"body":"So maybe prices, you know, I can"},{"speaker":"Matt Murray","startTime":1393.26,"endTime":1396.38,"body":"get into an EV for much less"},{"speaker":"Matt Murray","startTime":1393.26,"endTime":1396.38,"body":"than I could three years ago."},{"speaker":"Matt Murray","startTime":1396.8,"endTime":1397.34,"body":"That feels"},{"speaker":"Paul J Daly","startTime":1397.34,"endTime":1399.62,"body":"better in a lot of"},{"speaker":"Paul J Daly","startTime":1397.34,"endTime":1399.62,"body":"cases. It's the cheapest option."},{"speaker":"Paul J Daly","startTime":1399.62,"endTime":1403.84,"body":"We were just talking about the"},{"speaker":"Paul J Daly","startTime":1399.62,"endTime":1403.84,"body":"Colorado incentive of $12,500"},{"speaker":"Paul J Daly","startTime":1405.04,"endTime":1408.7,"body":"total between state and federal,"},{"speaker":"Paul J Daly","startTime":1405.04,"endTime":1408.7,"body":"just be able to put 12 five down"},{"speaker":"Paul J Daly","startTime":1408.7,"endTime":1412.9,"body":"on the car. And so, as a result,"},{"speaker":"Paul J Daly","startTime":1408.7,"endTime":1412.9,"body":"Colorado's EV adoption has one"},{"speaker":"Paul J Daly","startTime":1412.9,"endTime":1415.9,"body":"out of every four cars sold in"},{"speaker":"Paul J Daly","startTime":1412.9,"endTime":1415.9,"body":"Colorado last year was an EV."},{"speaker":"Paul J Daly","startTime":1416.08,"endTime":1421.56,"body":"It's crazy. Wow. 25% it's nuts."},{"speaker":"Paul J Daly","startTime":1416.08,"endTime":1421.56,"body":"Insane. Was it 25 or was it 20"},{"speaker":"Paul J Daly","startTime":1422.64,"endTime":1428.28,"body":"it was 26 No, no. It's like one"},{"speaker":"Paul J Daly","startTime":1422.64,"endTime":1428.28,"body":"in four or one in five. So I"},{"speaker":"Paul J Daly","startTime":1428.28,"endTime":1430.86,"body":"guess when people are buying in"},{"speaker":"Paul J Daly","startTime":1428.28,"endTime":1430.86,"body":"those numbers, it makes sense"},{"speaker":"Paul J Daly","startTime":1430.86,"endTime":1435.12,"body":"that negativity goes down. You"},{"speaker":"Paul J Daly","startTime":1430.86,"endTime":1435.12,"body":"know, cost, right? I mean, if"},{"speaker":"Paul J Daly","startTime":1435.12,"endTime":1437.7,"body":"you're out price, you're"},{"speaker":"Paul J Daly","startTime":1435.12,"endTime":1437.7,"body":"leasing, holy crap, at least"},{"speaker":"Paul J Daly","startTime":1437.7,"endTime":1440.24,"body":"some of these cars you can for"},{"speaker":"Paul J Daly","startTime":1437.7,"endTime":1440.24,"body":"like 299 a month. It's like a"},{"speaker":"Paul J Daly","startTime":1440.24,"endTime":1441.56,"body":"$60,000 vehicle,"},{"speaker":"Matt Murray","startTime":1442.7,"endTime":1447.98,"body":"yeah, oh, sorry."},{"speaker":"Matt Murray","startTime":1442.7,"endTime":1447.98,"body":"One, one related, just one"},{"speaker":"Matt Murray","startTime":1447.98,"endTime":1453.38,"body":"related stat. There negative"},{"speaker":"Matt Murray","startTime":1447.98,"endTime":1453.38,"body":"sentiment around cost in service"},{"speaker":"Matt Murray","startTime":1453.62,"endTime":1457.46,"body":"broadly is up. So we were just"},{"speaker":"Matt Murray","startTime":1453.62,"endTime":1457.46,"body":"talking about how old vehicles"},{"speaker":"Matt Murray","startTime":1457.46,"endTime":1461.8,"body":"are, our customer is now running"},{"speaker":"Matt Murray","startTime":1457.46,"endTime":1461.8,"body":"into the things they never had"},{"speaker":"Matt Murray","startTime":1461.8,"endTime":1466.24,"body":"to pay for before, right? So we"},{"speaker":"Matt Murray","startTime":1461.8,"endTime":1466.24,"body":"looked at so that, you know, S"},{"speaker":"Matt Murray","startTime":1466.24,"endTime":1470.08,"body":"and P tells us 12.6 is the"},{"speaker":"Matt Murray","startTime":1466.24,"endTime":1470.08,"body":"average age of a vehicle. So"},{"speaker":"Matt Murray","startTime":1470.08,"endTime":1473.44,"body":"then we looked at review data to"},{"speaker":"Matt Murray","startTime":1470.08,"endTime":1473.44,"body":"see if we could understand, you"},{"speaker":"Matt Murray","startTime":1473.44,"endTime":1475.72,"body":"know, what's going on. What are"},{"speaker":"Matt Murray","startTime":1473.44,"endTime":1475.72,"body":"people talking about in service?"},{"speaker":"Matt Murray","startTime":1476.26,"endTime":1480.1,"body":"The mention of brakes is up over"},{"speaker":"Matt Murray","startTime":1476.26,"endTime":1480.1,"body":"30% transmission is up over 30%"},{"speaker":"Matt Murray","startTime":1480.64,"endTime":1485.7,"body":"engine is up over 30% and in"},{"speaker":"Matt Murray","startTime":1480.64,"endTime":1485.7,"body":"every case you know, it's 1300"},{"speaker":"Matt Murray","startTime":1486.0,"endTime":1490.32,"body":"bucks. It's 5000 bucks. It's"},{"speaker":"Matt Murray","startTime":1486.0,"endTime":1490.32,"body":"$10,000 for an engine like these"},{"speaker":"Matt Murray","startTime":1490.32,"endTime":1493.56,"body":"are things the average consumer"},{"speaker":"Matt Murray","startTime":1490.32,"endTime":1493.56,"body":"hasn't had to deal with, right?"},{"speaker":"Matt Murray","startTime":1493.56,"endTime":1496.62,"body":"And we're not out in front of"},{"speaker":"Matt Murray","startTime":1493.56,"endTime":1496.62,"body":"it, helping them understand what"},{"speaker":"Paul J Daly","startTime":1496.62,"endTime":1499.44,"body":"to expect. Yeah. I"},{"speaker":"Paul J Daly","startTime":1496.62,"endTime":1499.44,"body":"mean, at 12 years on average,"},{"speaker":"Paul J Daly","startTime":1499.44,"endTime":1503.54,"body":"right? Like. You're 150 200,000"},{"speaker":"Paul J Daly","startTime":1499.44,"endTime":1503.54,"body":"miles on that thing. You're"},{"speaker":"Paul J Daly","startTime":1503.54,"endTime":1505.88,"body":"going to get into replacing"},{"speaker":"Paul J Daly","startTime":1503.54,"endTime":1505.88,"body":"things. Yeah,"},{"speaker":"Matt Murray","startTime":1505.88,"endTime":1506.9,"body":"what's the"},{"speaker":"Matt Murray","startTime":1505.88,"endTime":1506.9,"body":"transmission?"},{"speaker":"Michael Cirillo","startTime":1508.28,"endTime":1510.44,"body":"I want to ask"},{"speaker":"Michael Cirillo","startTime":1508.28,"endTime":1510.44,"body":"you this. I mean, as we kind of"},{"speaker":"Michael Cirillo","startTime":1510.44,"endTime":1514.46,"body":"wind this down, you had"},{"speaker":"Michael Cirillo","startTime":1510.44,"endTime":1514.46,"body":"mentioned earlier, training now,"},{"speaker":"Michael Cirillo","startTime":1514.82,"endTime":1518.24,"body":"just listening to you now,"},{"speaker":"Michael Cirillo","startTime":1514.82,"endTime":1518.24,"body":"there's kind of a training track"},{"speaker":"Michael Cirillo","startTime":1518.24,"endTime":1521.62,"body":"in here. I love the paradigm"},{"speaker":"Michael Cirillo","startTime":1518.24,"endTime":1521.62,"body":"shift that I've been writing"},{"speaker":"Michael Cirillo","startTime":1521.62,"endTime":1527.2,"body":"notes on here, which is so many"},{"speaker":"Michael Cirillo","startTime":1521.62,"endTime":1527.2,"body":"dealers in our industry are so"},{"speaker":"Michael Cirillo","startTime":1527.2,"endTime":1530.98,"body":"focused on competition, right?"},{"speaker":"Michael Cirillo","startTime":1527.2,"endTime":1530.98,"body":"That, like, what's my competitor"},{"speaker":"Michael Cirillo","startTime":1530.98,"endTime":1533.62,"body":"doing? They go to their 20 group"},{"speaker":"Michael Cirillo","startTime":1530.98,"endTime":1533.62,"body":"and they bring up their digital"},{"speaker":"Michael Cirillo","startTime":1533.62,"endTime":1537.04,"body":"composites and the blah, blah"},{"speaker":"Michael Cirillo","startTime":1533.62,"endTime":1537.04,"body":"blah, not realizing that the"},{"speaker":"Michael Cirillo","startTime":1537.04,"endTime":1539.38,"body":"number one thing they are"},{"speaker":"Michael Cirillo","startTime":1537.04,"endTime":1539.38,"body":"competing against is the"},{"speaker":"Michael Cirillo","startTime":1539.38,"endTime":1543.78,"body":"industry. It's the market. It's"},{"speaker":"Michael Cirillo","startTime":1539.38,"endTime":1543.78,"body":"what they're up against. It's,"},{"speaker":"Michael Cirillo","startTime":1544.02,"endTime":1548.52,"body":"you know, being empowered by"},{"speaker":"Michael Cirillo","startTime":1544.02,"endTime":1548.52,"body":"this information. What do we do"},{"speaker":"Michael Cirillo","startTime":1548.52,"endTime":1552.06,"body":"with all of this data? How do we"},{"speaker":"Michael Cirillo","startTime":1548.52,"endTime":1552.06,"body":"it? Because it's, it's more than"},{"speaker":"Michael Cirillo","startTime":1552.06,"endTime":1555.72,"body":"just having a conversation,"},{"speaker":"Michael Cirillo","startTime":1552.06,"endTime":1555.72,"body":"right? It's, it's so much more"},{"speaker":"Michael Cirillo","startTime":1555.72,"endTime":1558.96,"body":"than that. So what are your"},{"speaker":"Michael Cirillo","startTime":1555.72,"endTime":1558.96,"body":"recommendations for the dealer"},{"speaker":"Michael Cirillo","startTime":1558.96,"endTime":1562.82,"body":"listening to say, oh, okay, now"},{"speaker":"Michael Cirillo","startTime":1558.96,"endTime":1562.82,"body":"that I know this, what do I do"},{"speaker":"Michael Cirillo","startTime":1562.82,"endTime":1563.3,"body":"with it?"},{"speaker":"Matt Murray","startTime":1563.9,"endTime":1568.16,"body":"Yeah, I I always"},{"speaker":"Matt Murray","startTime":1563.9,"endTime":1568.16,"body":"think about the annual planning"},{"speaker":"Matt Murray","startTime":1568.34,"endTime":1571.34,"body":"process. Every business goes"},{"speaker":"Matt Murray","startTime":1568.34,"endTime":1571.34,"body":"through this. Hey, you know, the"},{"speaker":"Matt Murray","startTime":1571.34,"endTime":1574.16,"body":"year is winding down. We get to"},{"speaker":"Matt Murray","startTime":1571.34,"endTime":1574.16,"body":"September, we start thinking"},{"speaker":"Matt Murray","startTime":1574.16,"endTime":1577.58,"body":"about next year. And oftentimes,"},{"speaker":"Matt Murray","startTime":1574.16,"endTime":1577.58,"body":"when we're thinking about"},{"speaker":"Matt Murray","startTime":1577.58,"endTime":1580.66,"body":"investments in next year, it's"},{"speaker":"Matt Murray","startTime":1577.58,"endTime":1580.66,"body":"that that new technology, or I"},{"speaker":"Matt Murray","startTime":1580.66,"endTime":1584.14,"body":"need valet service, or I need"},{"speaker":"Matt Murray","startTime":1580.66,"endTime":1584.14,"body":"some other bell and whistle on"},{"speaker":"Matt Murray","startTime":1584.14,"endTime":1588.88,"body":"my operation. That's not the"},{"speaker":"Matt Murray","startTime":1584.14,"endTime":1588.88,"body":"answer. What our customer is"},{"speaker":"Matt Murray","startTime":1588.88,"endTime":1593.26,"body":"telling us is that the very"},{"speaker":"Matt Murray","startTime":1588.88,"endTime":1593.26,"body":"basics that made automotive part"},{"speaker":"Matt Murray","startTime":1593.26,"endTime":1596.26,"body":"of the fabric of our communities"},{"speaker":"Matt Murray","startTime":1593.26,"endTime":1596.26,"body":"is what's going to make it"},{"speaker":"Matt Murray","startTime":1596.26,"endTime":1600.48,"body":"successful in the future as"},{"speaker":"Matt Murray","startTime":1596.26,"endTime":1600.48,"body":"well. Right good people helping"},{"speaker":"Matt Murray","startTime":1600.48,"endTime":1603.36,"body":"people in their community find"},{"speaker":"Matt Murray","startTime":1600.48,"endTime":1603.36,"body":"the right vehicle or take care"},{"speaker":"Matt Murray","startTime":1603.36,"endTime":1606.66,"body":"of the car they currently own."},{"speaker":"Matt Murray","startTime":1603.36,"endTime":1606.66,"body":"Make it a great experience for"},{"speaker":"Matt Murray","startTime":1606.66,"endTime":1610.86,"body":"me, I will always come back. So"},{"speaker":"Matt Murray","startTime":1606.66,"endTime":1610.86,"body":"Will my kids and so on, right?"},{"speaker":"Matt Murray","startTime":1611.28,"endTime":1615.06,"body":"So when we talk to dealers, so"},{"speaker":"Matt Murray","startTime":1611.28,"endTime":1615.06,"body":"we share this data, we generally"},{"speaker":"Matt Murray","startTime":1615.06,"endTime":1618.84,"body":"say, Look, we can. We can bring"},{"speaker":"Matt Murray","startTime":1615.06,"endTime":1618.84,"body":"these insights to daily, weekly,"},{"speaker":"Matt Murray","startTime":1618.84,"endTime":1621.62,"body":"monthly, through the platform,"},{"speaker":"Matt Murray","startTime":1618.84,"endTime":1621.62,"body":"make sense of what your customer"},{"speaker":"Matt Murray","startTime":1621.62,"endTime":1625.16,"body":"is saying. Show you where you"},{"speaker":"Matt Murray","startTime":1621.62,"endTime":1625.16,"body":"benchmark and therefore where"},{"speaker":"Matt Murray","startTime":1625.16,"endTime":1629.96,"body":"you should focus. And it's that,"},{"speaker":"Matt Murray","startTime":1625.16,"endTime":1629.96,"body":"again, it seems basic, but"},{"speaker":"Matt Murray","startTime":1630.08,"endTime":1633.8,"body":"technology to replace people is"},{"speaker":"Matt Murray","startTime":1630.08,"endTime":1633.8,"body":"not what our customer wants,"},{"speaker":"Matt Murray","startTime":1634.76,"endTime":1638.54,"body":"right? Really well trained,"},{"speaker":"Matt Murray","startTime":1634.76,"endTime":1638.54,"body":"positive, supportive staff and"},{"speaker":"Matt Murray","startTime":1638.54,"endTime":1641.44,"body":"sales and service, that's what"},{"speaker":"Matt Murray","startTime":1638.54,"endTime":1641.44,"body":"makes the foundation of a"},{"speaker":"Matt Murray","startTime":1641.44,"endTime":1643.3,"body":"successful business. It's huge,"},{"speaker":"Michael Cirillo","startTime":1643.3,"endTime":1645.7,"body":"and I mean, it"},{"speaker":"Michael Cirillo","startTime":1643.3,"endTime":1645.7,"body":"resonates so deeply with the"},{"speaker":"Michael Cirillo","startTime":1645.7,"endTime":1646.78,"body":"mission here. It"},{"speaker":"Unknown","startTime":1646.78,"endTime":1650.5,"body":"sure does people."},{"speaker":"Unknown","startTime":1646.78,"endTime":1650.5,"body":"People now. Matt, as we wind"},{"speaker":"Unknown","startTime":1650.5,"endTime":1650.68,"body":"down,"},{"speaker":"Michael Cirillo","startTime":1650.68,"endTime":1652.42,"body":"we want to"},{"speaker":"Michael Cirillo","startTime":1650.68,"endTime":1652.42,"body":"thank you for joining us on Auto"},{"speaker":"Michael Cirillo","startTime":1652.42,"endTime":1654.94,"body":"Collabs. How can those listening"},{"speaker":"Michael Cirillo","startTime":1652.42,"endTime":1654.94,"body":"and watching get in touch with"},{"speaker":"Michael Cirillo","startTime":1654.94,"endTime":1655.12,"body":"you?"},{"speaker":"Matt Murray","startTime":1655.84,"endTime":1658.36,"body":"Wide whale.com,"},{"speaker":"Matt Murray","startTime":1655.84,"endTime":1658.36,"body":"come check us out. You can find"},{"speaker":"Matt Murray","startTime":1658.36,"endTime":1662.04,"body":"us on all the socials as well,"},{"speaker":"Matt Murray","startTime":1658.36,"endTime":1662.04,"body":"but we'd love to connect."},{"speaker":"Paul J Daly","startTime":1663.78,"endTime":1670.74,"body":"Hold on, W, I, D,"},{"speaker":"Paul J Daly","startTime":1663.78,"endTime":1670.74,"body":"E, W, A, I l.com, in not W, h, i"},{"speaker":"Paul J Daly","startTime":1670.8,"endTime":1671.58,"body":"t,"},{"speaker":"Kyle Mountsier","startTime":1674.88,"endTime":1678.0,"body":"w, H, A, L, E,"},{"speaker":"Kyle Mountsier","startTime":1674.88,"endTime":1678.0,"body":"you need to buy white whale.com"},{"speaker":"Kyle Mountsier","startTime":1678.66,"endTime":1679.32,"body":"just to mess"},{"speaker":"Unknown","startTime":1681.0,"endTime":1685.16,"body":"with everyone that is a"},{"speaker":"Unknown","startTime":1681.0,"endTime":1685.16,"body":"grand listen to having me."},{"speaker":"Kyle Mountsier","startTime":1690.38,"endTime":1693.2,"body":"Okay, guys, it's"},{"speaker":"Kyle Mountsier","startTime":1690.38,"endTime":1693.2,"body":"like we've been saying it."},{"speaker":"Kyle Mountsier","startTime":1693.8,"endTime":1697.82,"body":"There's something about people"},{"speaker":"Kyle Mountsier","startTime":1693.8,"endTime":1697.82,"body":"and communication in the water."},{"speaker":"Kyle Mountsier","startTime":1698.36,"endTime":1700.6,"body":"I don't know if anybody's heard"},{"speaker":"Kyle Mountsier","startTime":1698.36,"endTime":1700.6,"body":"this one."},{"speaker":"Paul J Daly","startTime":1702.28,"endTime":1704.26,"body":"Funny thing about"},{"speaker":"Paul J Daly","startTime":1702.28,"endTime":1704.26,"body":"how that works. Funny"},{"speaker":"Kyle Mountsier","startTime":1704.26,"endTime":1707.02,"body":"thing about how"},{"speaker":"Kyle Mountsier","startTime":1704.26,"endTime":1707.02,"body":"it works. I think for me, the"},{"speaker":"Kyle Mountsier","startTime":1707.02,"endTime":1713.02,"body":"most interesting thing about"},{"speaker":"Kyle Mountsier","startTime":1707.02,"endTime":1713.02,"body":"this is that, you know, with all"},{"speaker":"Kyle Mountsier","startTime":1713.02,"endTime":1715.9,"body":"of the information that's"},{"speaker":"Kyle Mountsier","startTime":1713.02,"endTime":1715.9,"body":"available online right now,"},{"speaker":"Kyle Mountsier","startTime":1715.9,"endTime":1721.02,"body":"right like the myriad of"},{"speaker":"Kyle Mountsier","startTime":1715.9,"endTime":1721.02,"body":"articles and research places and"},{"speaker":"Kyle Mountsier","startTime":1721.02,"endTime":1724.08,"body":"things, places you can go to"},{"speaker":"Kyle Mountsier","startTime":1721.02,"endTime":1724.08,"body":"figure out about EVs and ice,"},{"speaker":"Kyle Mountsier","startTime":1724.08,"endTime":1729.48,"body":"all this stuff, people are still"},{"speaker":"Kyle Mountsier","startTime":1724.08,"endTime":1729.48,"body":"craving knowledgeable, like"},{"speaker":"Kyle Mountsier","startTime":1730.14,"endTime":1734.34,"body":"intelligible people to interact"},{"speaker":"Kyle Mountsier","startTime":1730.14,"endTime":1734.34,"body":"with and ask questions and get"},{"speaker":"Kyle Mountsier","startTime":1734.34,"endTime":1737.58,"body":"regular communication back. Like"},{"speaker":"Kyle Mountsier","startTime":1734.34,"endTime":1737.58,"body":"they want that out of their"},{"speaker":"Kyle Mountsier","startTime":1737.64,"endTime":1738.9,"body":"dealership experience."},{"speaker":"Michael Cirillo","startTime":1739.98,"endTime":1743.12,"body":"It's like this,"},{"speaker":"Michael Cirillo","startTime":1739.98,"endTime":1743.12,"body":"like, I'm really interested in,"},{"speaker":"Michael Cirillo","startTime":1743.18,"endTime":1747.02,"body":"here's, here's a kind of an"},{"speaker":"Michael Cirillo","startTime":1743.18,"endTime":1747.02,"body":"adjacent thing, the way I think"},{"speaker":"Michael Cirillo","startTime":1747.02,"endTime":1750.32,"body":"about what Matt was saying, I'm"},{"speaker":"Michael Cirillo","startTime":1747.02,"endTime":1750.32,"body":"really interested in real estate"},{"speaker":"Michael Cirillo","startTime":1750.32,"endTime":1754.52,"body":"investing. I could undoubtedly"},{"speaker":"Michael Cirillo","startTime":1750.32,"endTime":1754.52,"body":"find everything I need to and"},{"speaker":"Michael Cirillo","startTime":1754.52,"endTime":1758.18,"body":"prompt GPT and get all the info."},{"speaker":"Michael Cirillo","startTime":1754.52,"endTime":1758.18,"body":"What does that mean? And this"},{"speaker":"Michael Cirillo","startTime":1758.18,"endTime":1761.62,"body":"and that, I still wanted to sit"},{"speaker":"Michael Cirillo","startTime":1758.18,"endTime":1761.62,"body":"down with a buddy of mine who's"},{"speaker":"Michael Cirillo","startTime":1761.62,"endTime":1765.28,"body":"been doing it for the last 20"},{"speaker":"Michael Cirillo","startTime":1761.62,"endTime":1765.28,"body":"years to get the ins and outs"},{"speaker":"Michael Cirillo","startTime":1765.28,"endTime":1769.48,"body":"and, like, the gut check that"},{"speaker":"Michael Cirillo","startTime":1765.28,"endTime":1769.48,"body":"that's what AI still isn't"},{"speaker":"Michael Cirillo","startTime":1769.48,"endTime":1772.24,"body":"giving us. It's not giving us"},{"speaker":"Michael Cirillo","startTime":1769.48,"endTime":1772.24,"body":"the gut check of, like, okay,"},{"speaker":"Michael Cirillo","startTime":1772.24,"endTime":1775.3,"body":"dude, but what should I do now"},{"speaker":"Michael Cirillo","startTime":1772.24,"endTime":1775.3,"body":"that you know where I want to"},{"speaker":"Michael Cirillo","startTime":1775.3,"endTime":1777.64,"body":"go? What should I do? And it's"},{"speaker":"Michael Cirillo","startTime":1775.3,"endTime":1777.64,"body":"the same thing with buying a"},{"speaker":"Michael Cirillo","startTime":1777.64,"endTime":1782.34,"body":"car. Like, I think sometimes we"},{"speaker":"Michael Cirillo","startTime":1777.64,"endTime":1782.34,"body":"forget that this really is the"},{"speaker":"Michael Cirillo","startTime":1782.34,"endTime":1786.06,"body":"second largest purchase that"},{"speaker":"Michael Cirillo","startTime":1782.34,"endTime":1786.06,"body":"people make in a three to five"},{"speaker":"Michael Cirillo","startTime":1786.06,"endTime":1788.94,"body":"year period of time, and they"},{"speaker":"Michael Cirillo","startTime":1786.06,"endTime":1788.94,"body":"want to make sure that they're"},{"speaker":"Michael Cirillo","startTime":1788.94,"endTime":1791.58,"body":"not making a mistake. And AI is"},{"speaker":"Michael Cirillo","startTime":1788.94,"endTime":1791.58,"body":"not going to tell them if"},{"speaker":"Michael Cirillo","startTime":1791.58,"endTime":1792.9,"body":"they're making a mistake or not,"},{"speaker":"Paul J Daly","startTime":1793.38,"endTime":1797.64,"body":"right? Very true."},{"speaker":"Paul J Daly","startTime":1793.38,"endTime":1797.64,"body":"Very true. It's kind of goes"},{"speaker":"Paul J Daly","startTime":1797.64,"endTime":1800.6,"body":"back to, you know when, when we"},{"speaker":"Paul J Daly","startTime":1797.64,"endTime":1800.6,"body":"talk about so. Social media"},{"speaker":"Paul J Daly","startTime":1800.6,"endTime":1806.48,"body":"marketing, and when people just"},{"speaker":"Paul J Daly","startTime":1800.6,"endTime":1806.48,"body":"come up with their idea or"},{"speaker":"Paul J Daly","startTime":1806.48,"endTime":1809.48,"body":"strategy, especially if they're"},{"speaker":"Paul J Daly","startTime":1806.48,"endTime":1809.48,"body":"not experts, they all of a"},{"speaker":"Paul J Daly","startTime":1809.48,"endTime":1813.68,"body":"sudden overlay or they forget"},{"speaker":"Paul J Daly","startTime":1809.48,"endTime":1813.68,"body":"how they navigate social media,"},{"speaker":"Paul J Daly","startTime":1813.68,"endTime":1817.4,"body":"and they forget how they consume"},{"speaker":"Paul J Daly","startTime":1813.68,"endTime":1817.4,"body":"social media. But do you"},{"speaker":"Paul J Daly","startTime":1817.4,"endTime":1820.3,"body":"actually do that? No, let me"},{"speaker":"Paul J Daly","startTime":1817.4,"endTime":1820.3,"body":"watch you for five would you"},{"speaker":"Paul J Daly","startTime":1820.3,"endTime":1824.38,"body":"like watching seconds? Would you"},{"speaker":"Paul J Daly","startTime":1820.3,"endTime":1824.38,"body":"engage with that? No, would you"},{"speaker":"Paul J Daly","startTime":1824.86,"endTime":1827.08,"body":"like that? No, you wouldn't. And"},{"speaker":"Paul J Daly","startTime":1824.86,"endTime":1827.08,"body":"it's the same thing. I think"},{"speaker":"Paul J Daly","startTime":1827.08,"endTime":1829.6,"body":"with this AI conversation, it's"},{"speaker":"Paul J Daly","startTime":1827.08,"endTime":1829.6,"body":"very alluring to say it's going"},{"speaker":"Paul J Daly","startTime":1829.6,"endTime":1833.02,"body":"to fix everything, and we can"},{"speaker":"Paul J Daly","startTime":1829.6,"endTime":1833.02,"body":"just deploy the bots. And in"},{"speaker":"Paul J Daly","startTime":1833.02,"endTime":1835.12,"body":"reality, it's like, what would"},{"speaker":"Paul J Daly","startTime":1833.02,"endTime":1835.12,"body":"you rather do? It's like, I'd"},{"speaker":"Paul J Daly","startTime":1835.12,"endTime":1838.0,"body":"rather talk to a person that's"},{"speaker":"Paul J Daly","startTime":1835.12,"endTime":1838.0,"body":"right. It's the same principle."},{"speaker":"Kyle Mountsier","startTime":1838.3,"endTime":1841.26,"body":"Same principle."},{"speaker":"Kyle Mountsier","startTime":1838.3,"endTime":1841.26,"body":"Well, hey, look, on behalf of"},{"speaker":"Kyle Mountsier","startTime":1841.56,"endTime":1845.82,"body":"Paul J Daly, Michael Cirillo,"},{"speaker":"Kyle Mountsier","startTime":1841.56,"endTime":1845.82,"body":"myself, Kyle Mountsier, Matt"},{"speaker":"Kyle Mountsier","startTime":1845.82,"endTime":1848.58,"body":"Murray, he joined us today. We"},{"speaker":"Kyle Mountsier","startTime":1845.82,"endTime":1848.58,"body":"really hope you enjoyed this"},{"speaker":"Kyle Mountsier","startTime":1848.58,"endTime":1852.0,"body":"conversation. Like subscribe, do"},{"speaker":"Kyle Mountsier","startTime":1848.58,"endTime":1852.0,"body":"all the things. Share this with"},{"speaker":"Kyle Mountsier","startTime":1852.0,"endTime":1854.64,"body":"someone that you think might"},{"speaker":"Kyle Mountsier","startTime":1852.0,"endTime":1854.64,"body":"need to hear it. You know, smash"},{"speaker":"Kyle Mountsier","startTime":1854.64,"endTime":1858.24,"body":"the subscribe button and we'll"},{"speaker":"Kyle Mountsier","startTime":1854.64,"endTime":1858.24,"body":"see you next time here on Auto"},{"speaker":"Kyle Mountsier","startTime":1858.24,"endTime":1860.04,"body":"Collabs, sign"},{"speaker":"Unknown","startTime":1860.04,"endTime":1863.3,"body":"up for our free and fun"},{"speaker":"Unknown","startTime":1860.04,"endTime":1863.3,"body":"to read daily email for a free"},{"speaker":"Unknown","startTime":1863.3,"endTime":1866.78,"body":"shot of relevant news and"},{"speaker":"Unknown","startTime":1863.3,"endTime":1866.78,"body":"automotive retail media and pop"},{"speaker":"Unknown","startTime":1866.78,"endTime":1871.1,"body":"culture. You can get it"},{"speaker":"Unknown","startTime":1866.78,"endTime":1871.1,"body":"now@asotu.com That's asotu.com"},{"speaker":"Unknown","startTime":1872.42,"endTime":1875.96,"body":"if you love this podcast, please"},{"speaker":"Unknown","startTime":1872.42,"endTime":1875.96,"body":"leave us a review and share it"},{"speaker":"Unknown","startTime":1875.96,"endTime":1878.96,"body":"with a friend. Thanks again for"},{"speaker":"Unknown","startTime":1875.96,"endTime":1878.96,"body":"listening. We'll see you next"},{"speaker":"Unknown","startTime":1878.96,"endTime":1879.26,"body":"time you"},{"speaker":"Unknown","startTime":1890.62,"endTime":1895.48,"body":"welcome to Annika. We recording."},{"speaker":"Unknown","startTime":1890.62,"endTime":1895.48,"body":"You."}]}