{"version":"1.0.0","segments":[{"speaker":"Unknown","startTime":0.0,"endTime":3.48,"body":"I don't think there are"},{"speaker":"Unknown","startTime":0.0,"endTime":3.48,"body":"many company names out there"},{"speaker":"Unknown","startTime":3.84,"endTime":4.74,"body":"that are more."},{"speaker":"Unknown","startTime":10.68,"endTime":13.68,"body":"This is Auto Collabs"},{"speaker":"Unknown","startTime":10.68,"endTime":13.68,"body":"authoritative"},{"speaker":"Paul J Daly","startTime":13.68,"endTime":14.58,"body":"than Stern,"},{"speaker":"Michael Cirillo","startTime":14.76,"endTime":17.1,"body":"evil. That's"},{"speaker":"Michael Cirillo","startTime":14.76,"endTime":17.1,"body":"what I picked up. I'm like"},{"speaker":"Michael Cirillo","startTime":17.1,"endTime":17.46,"body":"somewhere."},{"speaker":"Kyle Mountsier","startTime":18.3,"endTime":20.78,"body":"It's somewhere"},{"speaker":"Kyle Mountsier","startTime":18.3,"endTime":20.78,"body":"in between government contractor"},{"speaker":"Kyle Mountsier","startTime":21.2,"endTime":24.56,"body":"1993 you know,"},{"speaker":"Paul J Daly","startTime":25.76,"endTime":27.92,"body":"metal band, metal"},{"speaker":"Paul J Daly","startTime":25.76,"endTime":27.92,"body":"band, yeah, right. We're already"},{"speaker":"Paul J Daly","startTime":27.92,"endTime":31.64,"body":"thinking in the same way, yeah."},{"speaker":"Paul J Daly","startTime":27.92,"endTime":31.64,"body":"Or a character in mighty birds,"},{"speaker":"Paul J Daly","startTime":31.7,"endTime":33.74,"body":"Angry Birds, Angry Birds, yes."},{"speaker":"Kyle Mountsier","startTime":33.74,"endTime":36.56,"body":"Stone Eagle,"},{"speaker":"Kyle Mountsier","startTime":33.74,"endTime":36.56,"body":"stony gold launch, stone Eagle,"},{"speaker":"Kyle Mountsier","startTime":36.56,"endTime":36.8,"body":"yes."},{"speaker":"Paul J Daly","startTime":38.24,"endTime":40.72,"body":"Or code word, could"},{"speaker":"Paul J Daly","startTime":38.24,"endTime":40.72,"body":"be a code word, oh,"},{"speaker":"Kyle Mountsier","startTime":41.32,"endTime":43.96,"body":"it's a project"},{"speaker":"Kyle Mountsier","startTime":41.32,"endTime":43.96,"body":"name, right? Project stone"},{"speaker":"Kyle Mountsier","startTime":43.96,"endTime":47.38,"body":"Eagle, right? Matt Damon played"},{"speaker":"Kyle Mountsier","startTime":43.96,"endTime":47.38,"body":"the role, you know,"},{"speaker":"Paul J Daly","startTime":49.6,"endTime":55.48,"body":"co starring, co"},{"speaker":"Paul J Daly","startTime":49.6,"endTime":55.48,"body":"starring, Allen. Who? Cindy"},{"speaker":"Paul J Daly","startTime":55.48,"endTime":58.84,"body":"Allen. Cindy Allen, that's what"},{"speaker":"Paul J Daly","startTime":55.48,"endTime":58.84,"body":"I was getting at CEO. I think."},{"speaker":"Paul J Daly","startTime":58.84,"endTime":61.98,"body":"Is this the first time we're all"},{"speaker":"Paul J Daly","startTime":58.84,"endTime":61.98,"body":"meeting her? Yes, yeah, I can't"},{"speaker":"Paul J Daly","startTime":61.98,"endTime":65.82,"body":"wait. She has no idea what she's"},{"speaker":"Paul J Daly","startTime":61.98,"endTime":65.82,"body":"in for. It's good thing. We,"},{"speaker":"Paul J Daly","startTime":65.82,"endTime":68.88,"body":"they can't see an intro before"},{"speaker":"Paul J Daly","startTime":65.82,"endTime":68.88,"body":"we do the recording, because"},{"speaker":"Paul J Daly","startTime":68.88,"endTime":72.0,"body":"they might never show up."},{"speaker":"Paul J Daly","startTime":68.88,"endTime":72.0,"body":"They're gonna call PR and like,"},{"speaker":"Paul J Daly","startTime":72.0,"endTime":74.52,"body":"who booked this for me tell them"},{"speaker":"Paul J Daly","startTime":72.0,"endTime":74.52,"body":"they're fired."},{"speaker":"Kyle Mountsier","startTime":76.26,"endTime":78.78,"body":"Great. That's"},{"speaker":"Kyle Mountsier","startTime":76.26,"endTime":78.78,"body":"great. We, we really hope that"},{"speaker":"Kyle Mountsier","startTime":78.78,"endTime":82.64,"body":"you enjoy as much as we do"},{"speaker":"Kyle Mountsier","startTime":78.78,"endTime":82.64,"body":"meeting new people. And we hope"},{"speaker":"Kyle Mountsier","startTime":82.64,"endTime":85.04,"body":"you enjoyed getting to meet"},{"speaker":"Kyle Mountsier","startTime":82.64,"endTime":85.04,"body":"Cindy Allen, enjoy this"},{"speaker":"Kyle Mountsier","startTime":85.04,"endTime":85.64,"body":"conversation."},{"speaker":"Paul J Daly","startTime":89.66,"endTime":92.66,"body":"Cindy is always so"},{"speaker":"Paul J Daly","startTime":89.66,"endTime":92.66,"body":"much fun when we have a guest on"},{"speaker":"Paul J Daly","startTime":92.66,"endTime":97.82,"body":"the show that Michael or Kyle or"},{"speaker":"Paul J Daly","startTime":92.66,"endTime":97.82,"body":"myself don't have any experience"},{"speaker":"Paul J Daly","startTime":97.82,"endTime":102.46,"body":"or relationship with, because we"},{"speaker":"Paul J Daly","startTime":97.82,"endTime":102.46,"body":"ask all more fun questions, and"},{"speaker":"Paul J Daly","startTime":102.46,"endTime":106.48,"body":"I can tell just by your answer,"},{"speaker":"Paul J Daly","startTime":102.46,"endTime":106.48,"body":"just by your energy, like coming"},{"speaker":"Paul J Daly","startTime":106.48,"endTime":109.96,"body":"into this call, that we're in"},{"speaker":"Paul J Daly","startTime":106.48,"endTime":109.96,"body":"for an amazing episode. So thank"},{"speaker":"Paul J Daly","startTime":109.96,"endTime":112.36,"body":"you for daring to get on the"},{"speaker":"Paul J Daly","startTime":109.96,"endTime":112.36,"body":"show with us today,"},{"speaker":"Kyle Mountsier","startTime":114.04,"endTime":116.44,"body":"Paul, I don't"},{"speaker":"Kyle Mountsier","startTime":114.04,"endTime":116.44,"body":"know if you know this. I don't"},{"speaker":"Kyle Mountsier","startTime":116.44,"endTime":120.22,"body":"know if you know this, but Cindy"},{"speaker":"Kyle Mountsier","startTime":116.44,"endTime":120.22,"body":"and I actually planned something"},{"speaker":"Kyle Mountsier","startTime":120.28,"endTime":126.84,"body":"for this, we're about to sing a"},{"speaker":"Kyle Mountsier","startTime":120.28,"endTime":126.84,"body":"duet. It's, it's German. She"},{"speaker":"Kyle Mountsier","startTime":126.84,"endTime":127.38,"body":"doesn't look"},{"speaker":"Paul J Daly","startTime":127.38,"endTime":129.36,"body":"like you planned"},{"speaker":"Paul J Daly","startTime":127.38,"endTime":129.36,"body":"this. I'm looking at her face if"},{"speaker":"Paul J Daly","startTime":129.36,"endTime":132.0,"body":"you're just listening to the"},{"speaker":"Paul J Daly","startTime":129.36,"endTime":132.0,"body":"podcast. No, we"},{"speaker":"Cindy Allen","startTime":132.06,"endTime":134.28,"body":"didn't plan it. But"},{"speaker":"Cindy Allen","startTime":132.06,"endTime":134.28,"body":"I actually sing in like, seven"},{"speaker":"Cindy Allen","startTime":134.28,"endTime":137.58,"body":"different languages, so I don't"},{"speaker":"Cindy Allen","startTime":134.28,"endTime":137.58,"body":"know what I'm saying when I sing"},{"speaker":"Cindy Allen","startTime":137.58,"endTime":140.36,"body":"in the other Hold on one of"},{"speaker":"Cindy Allen","startTime":137.58,"endTime":140.36,"body":"them, I can sing happy birthday"},{"speaker":"Cindy Allen","startTime":140.36,"endTime":143.48,"body":"in Italian, that's the only one"},{"speaker":"Cindy Allen","startTime":140.36,"endTime":143.48,"body":"that actually know what I'm"},{"speaker":"Cindy Allen","startTime":143.48,"endTime":146.78,"body":"saying. Michael, he's doing the"},{"speaker":"Cindy Allen","startTime":143.48,"endTime":146.78,"body":"Italian hand gestures. Requiem,"},{"speaker":"Cindy Allen","startTime":146.78,"endTime":147.92,"body":"you want to do that one?"},{"speaker":"Kyle Mountsier","startTime":148.04,"endTime":150.56,"body":"Yes, I can do"},{"speaker":"Kyle Mountsier","startTime":148.04,"endTime":150.56,"body":"Brahms. Requiem, let's"},{"speaker":"Paul J Daly","startTime":150.56,"endTime":152.78,"body":"do it. This is"},{"speaker":"Paul J Daly","startTime":150.56,"endTime":152.78,"body":"where Mike pulls out a pitch"},{"speaker":"Paul J Daly","startTime":152.78,"endTime":153.2,"body":"pipe."},{"speaker":"Kyle Mountsier","startTime":154.4,"endTime":157.1,"body":"I know, I know"},{"speaker":"Kyle Mountsier","startTime":154.4,"endTime":157.1,"body":"about you, because you answer"},{"speaker":"Kyle Mountsier","startTime":157.1,"endTime":159.68,"body":"these wonderful questions from"},{"speaker":"Kyle Mountsier","startTime":157.1,"endTime":159.68,"body":"us that you're a classically"},{"speaker":"Kyle Mountsier","startTime":160.04,"endTime":166.18,"body":"you're a classically trained"},{"speaker":"Kyle Mountsier","startTime":160.04,"endTime":166.18,"body":"vocalist, correct like myself."},{"speaker":"Kyle Mountsier","startTime":166.6,"endTime":173.26,"body":"You didn't know that. I know,"},{"speaker":"Kyle Mountsier","startTime":166.6,"endTime":173.26,"body":"right? So, so you How did you go"},{"speaker":"Kyle Mountsier","startTime":173.26,"endTime":177.16,"body":"from? Because I know how I went"},{"speaker":"Kyle Mountsier","startTime":173.26,"endTime":177.16,"body":"from I'm going to be a musician"},{"speaker":"Kyle Mountsier","startTime":177.16,"endTime":180.1,"body":"all of my life to that's not"},{"speaker":"Kyle Mountsier","startTime":177.16,"endTime":180.1,"body":"going to happen. How did that"},{"speaker":"Kyle Mountsier","startTime":180.16,"endTime":180.9,"body":"happen for you."},{"speaker":"Cindy Allen","startTime":182.16,"endTime":187.62,"body":"So I was doing a"},{"speaker":"Cindy Allen","startTime":182.16,"endTime":187.62,"body":"lot with music, and I met the"},{"speaker":"Cindy Allen","startTime":187.62,"endTime":192.48,"body":"man of my dreams and all that"},{"speaker":"Cindy Allen","startTime":187.62,"endTime":192.48,"body":"didn't matter, and went down a"},{"speaker":"Cindy Allen","startTime":192.48,"endTime":195.6,"body":"pathway where now we've been"},{"speaker":"Cindy Allen","startTime":192.48,"endTime":195.6,"body":"married for a gazillion years,"},{"speaker":"Cindy Allen","startTime":195.96,"endTime":200.96,"body":"and he's been our my partner in"},{"speaker":"Cindy Allen","startTime":195.96,"endTime":200.96,"body":"life and in business. And so I"},{"speaker":"Cindy Allen","startTime":200.96,"endTime":204.98,"body":"decided to answer the phone at"},{"speaker":"Cindy Allen","startTime":200.96,"endTime":204.98,"body":"Stone Eagle after we got"},{"speaker":"Cindy Allen","startTime":204.98,"endTime":208.22,"body":"married, and I never got to"},{"speaker":"Cindy Allen","startTime":204.98,"endTime":208.22,"body":"leave while. I did leave for a"},{"speaker":"Cindy Allen","startTime":208.22,"endTime":211.52,"body":"little while, but I was just,"},{"speaker":"Cindy Allen","startTime":208.22,"endTime":211.52,"body":"I've been in it ever since. And,"},{"speaker":"Cindy Allen","startTime":211.52,"endTime":213.86,"body":"you know, auto one of those"},{"speaker":"Cindy Allen","startTime":211.52,"endTime":213.86,"body":"things. You get into it, and"},{"speaker":"Cindy Allen","startTime":213.86,"endTime":219.5,"body":"there's so many cool people. And"},{"speaker":"Cindy Allen","startTime":213.86,"endTime":219.5,"body":"it's just, it can be so much fun"},{"speaker":"Cindy Allen","startTime":219.56,"endTime":222.58,"body":"that, you know, you just stay"},{"speaker":"Cindy Allen","startTime":219.56,"endTime":222.58,"body":"here"},{"speaker":"Paul J Daly","startTime":223.66,"endTime":228.82,"body":"without a doubt. So"},{"speaker":"Paul J Daly","startTime":223.66,"endTime":228.82,"body":"you started in stone Eagle when"},{"speaker":"Paul J Daly","startTime":228.94,"endTime":230.56,"body":"it was a pretty small company,"},{"speaker":"Paul J Daly","startTime":228.94,"endTime":230.56,"body":"right?"},{"speaker":"Cindy Allen","startTime":231.16,"endTime":233.98,"body":"Oh, yeah, there"},{"speaker":"Cindy Allen","startTime":231.16,"endTime":233.98,"body":"were. We had about 13 people in"},{"speaker":"Cindy Allen","startTime":233.98,"endTime":237.46,"body":"the business of family. We were"},{"speaker":"Cindy Allen","startTime":233.98,"endTime":237.46,"body":"family owned. Family started. My"},{"speaker":"Cindy Allen","startTime":237.46,"endTime":241.26,"body":"husband and his brothers and"},{"speaker":"Cindy Allen","startTime":237.46,"endTime":241.26,"body":"father started the business. And"},{"speaker":"Cindy Allen","startTime":241.26,"endTime":244.38,"body":"so somebody went on maternity"},{"speaker":"Cindy Allen","startTime":241.26,"endTime":244.38,"body":"leave, the lady at the front"},{"speaker":"Cindy Allen","startTime":244.38,"endTime":248.82,"body":"desk, and they asked me to come"},{"speaker":"Cindy Allen","startTime":244.38,"endTime":248.82,"body":"answer the phone. And so I"},{"speaker":"Cindy Allen","startTime":248.82,"endTime":251.58,"body":"started at the front desk, and"},{"speaker":"Cindy Allen","startTime":248.82,"endTime":251.58,"body":"today I have the privilege of"},{"speaker":"Cindy Allen","startTime":251.58,"endTime":254.76,"body":"serving the organization as the"},{"speaker":"Cindy Allen","startTime":251.58,"endTime":254.76,"body":"CEO. So yeah, what a"},{"speaker":"Kyle Mountsier","startTime":255.36,"endTime":256.74,"body":"trip. Oh my"},{"speaker":"Kyle Mountsier","startTime":255.36,"endTime":256.74,"body":"goodness,"},{"speaker":"Paul J Daly","startTime":257.7,"endTime":259.86,"body":"just that's fun."},{"speaker":"Paul J Daly","startTime":257.7,"endTime":259.86,"body":"You've heard of them all."},{"speaker":"Cindy Allen","startTime":262.92,"endTime":266.36,"body":"I phenomenal"},{"speaker":"Cindy Allen","startTime":262.92,"endTime":266.36,"body":"journey. I, you know, I think"},{"speaker":"Cindy Allen","startTime":266.36,"endTime":271.16,"body":"the coolest thing was getting in"},{"speaker":"Cindy Allen","startTime":266.36,"endTime":271.16,"body":"trouble at the front desk,"},{"speaker":"Cindy Allen","startTime":271.16,"endTime":274.58,"body":"because, you know, you're just"},{"speaker":"Cindy Allen","startTime":271.16,"endTime":274.58,"body":"sitting there waiting for the"},{"speaker":"Cindy Allen","startTime":274.58,"endTime":280.1,"body":"phone ring. And this was in the"},{"speaker":"Cindy Allen","startTime":274.58,"endTime":280.1,"body":"90s, right? So I'm reading a"},{"speaker":"Cindy Allen","startTime":280.1,"endTime":283.06,"body":"book, or I was actually doing my"},{"speaker":"Cindy Allen","startTime":280.1,"endTime":283.06,"body":"nails one day when my friend"},{"speaker":"Cindy Allen","startTime":283.06,"endTime":283.6,"body":"there's no, like,"},{"speaker":"Kyle Mountsier","startTime":283.6,"endTime":285.64,"body":"scrolling"},{"speaker":"Kyle Mountsier","startTime":283.6,"endTime":285.64,"body":"Facebook. So listen"},{"speaker":"Cindy Allen","startTime":288.1,"endTime":290.62,"body":"to this. I'm"},{"speaker":"Cindy Allen","startTime":288.1,"endTime":290.62,"body":"sitting there doing my nails. He"},{"speaker":"Cindy Allen","startTime":290.62,"endTime":294.28,"body":"comes in. He's like, I do not"},{"speaker":"Cindy Allen","startTime":290.62,"endTime":294.28,"body":"pay you to paint your nails. And"},{"speaker":"Cindy Allen","startTime":294.52,"endTime":297.28,"body":"okay, what do you want me to do"},{"speaker":"Cindy Allen","startTime":294.52,"endTime":297.28,"body":"while I'm waiting on the phone"},{"speaker":"Cindy Allen","startTime":297.34,"endTime":301.38,"body":"to ring? He said, I don't know."},{"speaker":"Cindy Allen","startTime":297.34,"endTime":301.38,"body":"I. Figure out how to make us one"},{"speaker":"Cindy Allen","startTime":301.38,"endTime":305.04,"body":"of those www things. Okay, so"},{"speaker":"Cindy Allen","startTime":301.38,"endTime":305.04,"body":"that just dated myself"},{"speaker":"Cindy Allen","startTime":305.04,"endTime":308.94,"body":"significantly. I was gonna say I"},{"speaker":"Cindy Allen","startTime":305.04,"endTime":308.94,"body":"was at another meeting today"},{"speaker":"Cindy Allen","startTime":308.94,"endTime":311.7,"body":"when somebody introduced himself"},{"speaker":"Cindy Allen","startTime":308.94,"endTime":311.7,"body":"and they said, I've been here"},{"speaker":"Cindy Allen","startTime":311.7,"endTime":314.64,"body":"for x gazillions of years. I was"},{"speaker":"Cindy Allen","startTime":311.7,"endTime":314.64,"body":"like, I am not telling you how"},{"speaker":"Cindy Allen","startTime":314.64,"endTime":319.86,"body":"long I have been. Totally"},{"speaker":"Cindy Allen","startTime":314.64,"endTime":319.86,"body":"screwed that up now. But that"},{"speaker":"Cindy Allen","startTime":319.86,"endTime":323.66,"body":"started my journey from, you"},{"speaker":"Cindy Allen","startTime":319.86,"endTime":323.66,"body":"know, sitting at the front desk"},{"speaker":"Cindy Allen","startTime":323.66,"endTime":328.88,"body":"and just waiting on things to"},{"speaker":"Cindy Allen","startTime":323.66,"endTime":328.88,"body":"happen, to pursuing making"},{"speaker":"Cindy Allen","startTime":328.88,"endTime":333.68,"body":"things happen. And so we I found"},{"speaker":"Cindy Allen","startTime":328.88,"endTime":333.68,"body":"a book, and I found a little"},{"speaker":"Cindy Allen","startTime":333.68,"endTime":337.16,"body":"piece of software, and about a"},{"speaker":"Cindy Allen","startTime":333.68,"endTime":337.16,"body":"month later, had the first"},{"speaker":"Cindy Allen","startTime":337.16,"endTime":341.2,"body":"website developed and and he"},{"speaker":"Cindy Allen","startTime":337.16,"endTime":341.2,"body":"basically said, if you think"},{"speaker":"Cindy Allen","startTime":341.2,"endTime":344.26,"body":"you're so smart, figure out how"},{"speaker":"Cindy Allen","startTime":341.2,"endTime":344.26,"body":"to connect all of our insurance"},{"speaker":"Cindy Allen","startTime":344.26,"endTime":348.52,"body":"systems to the internet as well."},{"speaker":"Cindy Allen","startTime":344.26,"endTime":348.52,"body":"And again, that no man or woman"},{"speaker":"Cindy Allen","startTime":348.52,"endTime":351.52,"body":"stands alone, right? So"},{"speaker":"Cindy Allen","startTime":348.52,"endTime":351.52,"body":"contacted IBM, we found the"},{"speaker":"Cindy Allen","startTime":351.52,"endTime":354.04,"body":"right partners, and we went on"},{"speaker":"Cindy Allen","startTime":351.52,"endTime":354.04,"body":"the journey of becoming, you"},{"speaker":"Cindy Allen","startTime":354.04,"endTime":357.52,"body":"know, the first technology"},{"speaker":"Cindy Allen","startTime":354.04,"endTime":357.52,"body":"company in the insurance"},{"speaker":"Cindy Allen","startTime":357.52,"endTime":362.16,"body":"industry, in auto that started"},{"speaker":"Cindy Allen","startTime":357.52,"endTime":362.16,"body":"connecting our big"},{"speaker":"Cindy Allen","startTime":362.16,"endTime":364.92,"body":"administration systems to the"},{"speaker":"Cindy Allen","startTime":362.16,"endTime":364.92,"body":"internet, and it was bleeding"},{"speaker":"Cindy Allen","startTime":364.92,"endTime":366.9,"body":"edge. Nobody trusted it. Nobody"},{"speaker":"Cindy Allen","startTime":364.92,"endTime":366.9,"body":"they were"},{"speaker":"Paul J Daly","startTime":367.02,"endTime":368.76,"body":"like, aren't you"},{"speaker":"Paul J Daly","startTime":367.02,"endTime":368.76,"body":"afraid they're gonna they're"},{"speaker":"Paul J Daly","startTime":368.76,"endTime":370.98,"body":"gonna lose everything. You gotta"},{"speaker":"Paul J Daly","startTime":368.76,"endTime":370.98,"body":"be kidding me."},{"speaker":"Kyle Mountsier","startTime":373.92,"endTime":376.02,"body":"Dealers didn't"},{"speaker":"Kyle Mountsier","startTime":373.92,"endTime":376.02,"body":"even have websites at that"},{"speaker":"Cindy Allen","startTime":376.02,"endTime":379.38,"body":"point. No. And when"},{"speaker":"Cindy Allen","startTime":376.02,"endTime":379.38,"body":"we started connecting our"},{"speaker":"Cindy Allen","startTime":379.38,"endTime":382.1,"body":"systems the internet. Like one"},{"speaker":"Cindy Allen","startTime":379.38,"endTime":382.1,"body":"of the first things we did was"},{"speaker":"Cindy Allen","startTime":382.1,"endTime":386.36,"body":"they used to have to open books"},{"speaker":"Cindy Allen","startTime":382.1,"endTime":386.36,"body":"to get to the rating for F and I"},{"speaker":"Cindy Allen","startTime":386.36,"endTime":389.66,"body":"products, right. First things we"},{"speaker":"Cindy Allen","startTime":386.36,"endTime":389.66,"body":"did was create an online engine"},{"speaker":"Cindy Allen","startTime":389.66,"endTime":392.72,"body":"where all you put the bin in and"},{"speaker":"Cindy Allen","startTime":389.66,"endTime":392.72,"body":"bam, it gave you the rates for"},{"speaker":"Cindy Allen","startTime":392.72,"endTime":394.28,"body":"everything. And when"},{"speaker":"Kyle Mountsier","startTime":394.28,"endTime":397.58,"body":"I started, no"},{"speaker":"Kyle Mountsier","startTime":394.28,"endTime":397.58,"body":"Cindy, when I started in the"},{"speaker":"Kyle Mountsier","startTime":397.58,"endTime":402.82,"body":"business, in 2009 10 and 11, the"},{"speaker":"Kyle Mountsier","startTime":397.58,"endTime":402.82,"body":"some F and I managers were still"},{"speaker":"Kyle Mountsier","startTime":402.88,"endTime":407.5,"body":"opening up the book, flipping"},{"speaker":"Kyle Mountsier","startTime":402.88,"endTime":407.5,"body":"the pages going down the table."},{"speaker":"Kyle Mountsier","startTime":408.22,"endTime":408.52,"body":"It was"},{"speaker":"Cindy Allen","startTime":408.52,"endTime":412.48,"body":"so far in front"},{"speaker":"Cindy Allen","startTime":408.52,"endTime":412.48,"body":"that you had it was so painful"},{"speaker":"Cindy Allen","startTime":412.48,"endTime":417.76,"body":"to try to teach people about it."},{"speaker":"Cindy Allen","startTime":412.48,"endTime":417.76,"body":"But I was bringing, gosh, you"},{"speaker":"Cindy Allen","startTime":417.76,"endTime":419.86,"body":"guys are so young, you probably"},{"speaker":"Cindy Allen","startTime":417.76,"endTime":419.86,"body":"don't know what this is. I was"},{"speaker":"Cindy Allen","startTime":419.86,"endTime":423.12,"body":"bringing floppy discs with me to"},{"speaker":"Cindy Allen","startTime":419.86,"endTime":423.12,"body":"the dealership."},{"speaker":"Paul J Daly","startTime":424.86,"endTime":430.5,"body":"Maybe Kyle doesn't"},{"speaker":"Paul J Daly","startTime":424.86,"endTime":430.5,"body":"know. No, hold on. Here's the"},{"speaker":"Paul J Daly","startTime":430.5,"endTime":434.34,"body":"real differentiator. Watch this,"},{"speaker":"Paul J Daly","startTime":430.5,"endTime":434.34,"body":"Cindy, were your floppy discs"},{"speaker":"Paul J Daly","startTime":434.4,"endTime":439.38,"body":"actually floppy? Yes, I had"},{"speaker":"Paul J Daly","startTime":434.4,"endTime":439.38,"body":"floppy. Floppy disks, like five"},{"speaker":"Paul J Daly","startTime":439.38,"endTime":443.18,"body":"and three and a half. I had both"},{"speaker":"Paul J Daly","startTime":439.38,"endTime":443.18,"body":"of them. Okay, he went, No one"},{"speaker":"Paul J Daly","startTime":443.72,"endTime":445.76,"body":"must have gone to some nerd"},{"speaker":"Paul J Daly","startTime":443.72,"endTime":445.76,"body":"preschool,"},{"speaker":"Cindy Allen","startTime":450.62,"endTime":455.9,"body":"like install AOL,"},{"speaker":"Cindy Allen","startTime":450.62,"endTime":455.9,"body":"and then somehow to sign on to"},{"speaker":"Cindy Allen","startTime":455.9,"endTime":459.02,"body":"the internet first, and then I"},{"speaker":"Cindy Allen","startTime":455.9,"endTime":459.02,"body":"taught them how to sign on to"},{"speaker":"Cindy Allen","startTime":459.02,"endTime":461.56,"body":"our site, and then they would"},{"speaker":"Cindy Allen","startTime":459.02,"endTime":461.56,"body":"write down their user ID and"},{"speaker":"Cindy Allen","startTime":461.56,"endTime":463.72,"body":"password and stick it to the"},{"speaker":"Cindy Allen","startTime":461.56,"endTime":463.72,"body":"bottom of their keyboard,"},{"speaker":"Cindy Allen","startTime":463.72,"endTime":466.66,"body":"because the only thing they were"},{"speaker":"Cindy Allen","startTime":463.72,"endTime":466.66,"body":"going to do was stone needle"},{"speaker":"Cindy Allen","startTime":466.66,"endTime":470.74,"body":"stuff online, because we were"},{"speaker":"Cindy Allen","startTime":466.66,"endTime":470.74,"body":"the only thing there, right? But"},{"speaker":"Cindy Allen","startTime":470.86,"endTime":473.44,"body":"it was like pulling teeth, but"},{"speaker":"Cindy Allen","startTime":470.86,"endTime":473.44,"body":"it was a ton of fun. And, you"},{"speaker":"Cindy Allen","startTime":473.44,"endTime":476.68,"body":"know, gosh, I had the privilege"},{"speaker":"Cindy Allen","startTime":473.44,"endTime":476.68,"body":"of sitting in a lot of"},{"speaker":"Cindy Allen","startTime":476.68,"endTime":480.42,"body":"dealerships, and you there's"},{"speaker":"Cindy Allen","startTime":476.68,"endTime":480.42,"body":"nothing like being feet on the"},{"speaker":"Cindy Allen","startTime":480.42,"endTime":484.56,"body":"ground to, like, actually learn"},{"speaker":"Cindy Allen","startTime":480.42,"endTime":484.56,"body":"what's happening and figure out"},{"speaker":"Cindy Allen","startTime":484.56,"endTime":487.38,"body":"what kind of challenges people"},{"speaker":"Cindy Allen","startTime":484.56,"endTime":487.38,"body":"are facing, so you can can"},{"speaker":"Cindy Allen","startTime":487.38,"endTime":489.3,"body":"figure out how to solve them,"},{"speaker":"Cindy Allen","startTime":487.38,"endTime":489.3,"body":"right? So"},{"speaker":"Michael Cirillo","startTime":489.3,"endTime":491.76,"body":"do you ever"},{"speaker":"Michael Cirillo","startTime":489.3,"endTime":491.76,"body":"feel like you look back at that"},{"speaker":"Michael Cirillo","startTime":491.76,"endTime":494.4,"body":"time period, and if you were to"},{"speaker":"Michael Cirillo","startTime":491.76,"endTime":494.4,"body":"fast forward it to today, where"},{"speaker":"Michael Cirillo","startTime":494.4,"endTime":497.46,"body":"you're just like, we would have"},{"speaker":"Michael Cirillo","startTime":494.4,"endTime":497.46,"body":"never been able to do that"},{"speaker":"Michael Cirillo","startTime":497.46,"endTime":501.2,"body":"today, like you look at all the"},{"speaker":"Michael Cirillo","startTime":497.46,"endTime":501.2,"body":"compliancy issues, and you know"},{"speaker":"Michael Cirillo","startTime":501.2,"endTime":503.9,"body":"it was like the Wild West back"},{"speaker":"Michael Cirillo","startTime":501.2,"endTime":503.9,"body":"then. That's"},{"speaker":"Cindy Allen","startTime":503.9,"endTime":506.36,"body":"a good point. It is"},{"speaker":"Cindy Allen","startTime":503.9,"endTime":506.36,"body":"a good point. And you know, the"},{"speaker":"Cindy Allen","startTime":506.36,"endTime":508.7,"body":"reason why our business is so"},{"speaker":"Cindy Allen","startTime":506.36,"endTime":508.7,"body":"stable is because it was the"},{"speaker":"Cindy Allen","startTime":508.7,"endTime":512.42,"body":"wild west in a lot of different"},{"speaker":"Cindy Allen","startTime":508.7,"endTime":512.42,"body":"ways. And so even for years to"},{"speaker":"Cindy Allen","startTime":512.42,"endTime":516.98,"body":"come, you had with technology in"},{"speaker":"Cindy Allen","startTime":512.42,"endTime":516.98,"body":"general, you had organizations"},{"speaker":"Cindy Allen","startTime":516.98,"endTime":520.16,"body":"that were just super resilient."},{"speaker":"Cindy Allen","startTime":516.98,"endTime":520.16,"body":"Dealers are great example, where"},{"speaker":"Cindy Allen","startTime":520.16,"endTime":524.86,"body":"they do whatever it takes to"},{"speaker":"Cindy Allen","startTime":520.16,"endTime":524.86,"body":"make business progress, right?"},{"speaker":"Cindy Allen","startTime":524.86,"endTime":527.98,"body":"So I don't, hey, it doesn't"},{"speaker":"Cindy Allen","startTime":524.86,"endTime":527.98,"body":"matter that that field is"},{"speaker":"Cindy Allen","startTime":527.98,"endTime":530.14,"body":"supposed to be used for that."},{"speaker":"Cindy Allen","startTime":527.98,"endTime":530.14,"body":"I'm going to shove this other"},{"speaker":"Cindy Allen","startTime":530.14,"endTime":532.66,"body":"thing in it because I need to"},{"speaker":"Cindy Allen","startTime":530.14,"endTime":532.66,"body":"get something accomplished. And"},{"speaker":"Cindy Allen","startTime":532.66,"endTime":536.08,"body":"so I'm just going to, you know,"},{"speaker":"Cindy Allen","startTime":532.66,"endTime":536.08,"body":"use, use these systems however I"},{"speaker":"Cindy Allen","startTime":536.08,"endTime":540.6,"body":"want to. And what, what we have"},{"speaker":"Cindy Allen","startTime":536.08,"endTime":540.6,"body":"always focused on is, okay, Let"},{"speaker":"Cindy Allen","startTime":540.6,"endTime":545.1,"body":"you be you. You go be wild. Do"},{"speaker":"Cindy Allen","startTime":540.6,"endTime":545.1,"body":"all your wild things in in your"},{"speaker":"Cindy Allen","startTime":545.1,"endTime":547.98,"body":"dealership, or in whatever"},{"speaker":"Cindy Allen","startTime":545.1,"endTime":547.98,"body":"practice you're in, if you're a"},{"speaker":"Cindy Allen","startTime":547.98,"endTime":551.58,"body":"TPA or product provider, and"},{"speaker":"Cindy Allen","startTime":547.98,"endTime":551.58,"body":"then we help kind of normalize"},{"speaker":"Cindy Allen","startTime":551.58,"endTime":556.14,"body":"all that so people can, you know"},{"speaker":"Cindy Allen","startTime":551.58,"endTime":556.14,"body":"what we learned? As I sat in all"},{"speaker":"Cindy Allen","startTime":556.14,"endTime":559.26,"body":"those dealerships, I was"},{"speaker":"Cindy Allen","startTime":556.14,"endTime":559.26,"body":"thinking, man, if we're asking"},{"speaker":"Cindy Allen","startTime":559.26,"endTime":562.7,"body":"them to constantly change first"},{"speaker":"Cindy Allen","startTime":559.26,"endTime":562.7,"body":"of all, it's going to throw them"},{"speaker":"Cindy Allen","startTime":562.7,"endTime":564.98,"body":"off their game, and it's going"},{"speaker":"Cindy Allen","startTime":562.7,"endTime":564.98,"body":"to be hard for them to have that"},{"speaker":"Cindy Allen","startTime":564.98,"endTime":568.4,"body":"sales conversation. We should"},{"speaker":"Cindy Allen","startTime":564.98,"endTime":568.4,"body":"support that instead of trying"},{"speaker":"Cindy Allen","startTime":568.4,"endTime":571.88,"body":"to change that. And so we came"},{"speaker":"Cindy Allen","startTime":568.4,"endTime":571.88,"body":"to them instead of asking them"},{"speaker":"Cindy Allen","startTime":571.88,"endTime":575.12,"body":"to come to us and adhere to"},{"speaker":"Cindy Allen","startTime":571.88,"endTime":575.12,"body":"strict policies on where they"},{"speaker":"Cindy Allen","startTime":575.12,"endTime":578.96,"body":"put data and how they do it. And"},{"speaker":"Cindy Allen","startTime":575.12,"endTime":578.96,"body":"that's what we do. We we help"},{"speaker":"Cindy Allen","startTime":578.96,"endTime":585.04,"body":"shape data to be standardized,"},{"speaker":"Cindy Allen","startTime":578.96,"endTime":585.04,"body":"and we take that from the wild"},{"speaker":"Cindy Allen","startTime":585.04,"endTime":588.94,"body":"west that sometimes happens and"},{"speaker":"Cindy Allen","startTime":585.04,"endTime":588.94,"body":"inside a dealership and help"},{"speaker":"Cindy Allen","startTime":588.94,"endTime":591.94,"body":"standardize it. So it's still"},{"speaker":"Cindy Allen","startTime":588.94,"endTime":591.94,"body":"kind of the Wild West and a lot"},{"speaker":"Cindy Allen","startTime":591.94,"endTime":595.36,"body":"of ways out there, but yeah,"},{"speaker":"Cindy Allen","startTime":591.94,"endTime":595.36,"body":"good point actually there, and"},{"speaker":"Cindy Allen","startTime":595.36,"endTime":598.78,"body":"that's it was. There was no, no"},{"speaker":"Cindy Allen","startTime":595.36,"endTime":598.78,"body":"standards, and from a compliance"},{"speaker":"Cindy Allen","startTime":598.78,"endTime":600.78,"body":"perspective, yes. Oh, my"},{"speaker":"Cindy Allen","startTime":598.78,"endTime":600.78,"body":"goodness,"},{"speaker":"Michael Cirillo","startTime":603.18,"endTime":605.04,"body":"I have to ask"},{"speaker":"Michael Cirillo","startTime":603.18,"endTime":605.04,"body":"this because I'm so curious. I"},{"speaker":"Michael Cirillo","startTime":605.04,"endTime":608.64,"body":"mean, our company stemmed from a"},{"speaker":"Michael Cirillo","startTime":605.04,"endTime":608.64,"body":"family business. The dynamics of"},{"speaker":"Michael Cirillo","startTime":608.64,"endTime":612.18,"body":"a family business are so"},{"speaker":"Michael Cirillo","startTime":608.64,"endTime":612.18,"body":"interesting, right? And just"},{"speaker":"Michael Cirillo","startTime":612.18,"endTime":614.58,"body":"looking at your journey as we"},{"speaker":"Michael Cirillo","startTime":612.18,"endTime":614.58,"body":"get to know you a little bit"},{"speaker":"Michael Cirillo","startTime":614.58,"endTime":619.32,"body":"better, at what point did you"},{"speaker":"Michael Cirillo","startTime":614.58,"endTime":619.32,"body":"realize that you loved this"},{"speaker":"Michael Cirillo","startTime":619.44,"endTime":620.16,"body":"business?"},{"speaker":"Cindy Allen","startTime":621.54,"endTime":626.24,"body":"Gosh, it was very"},{"speaker":"Cindy Allen","startTime":621.54,"endTime":626.24,"body":"early on, and a lot of it had to"},{"speaker":"Cindy Allen","startTime":626.24,"endTime":630.14,"body":"do with how creative and"},{"speaker":"Cindy Allen","startTime":626.24,"endTime":630.14,"body":"resilient the whole industry"},{"speaker":"Cindy Allen","startTime":630.2,"endTime":635.12,"body":"was. But you know, my I said"},{"speaker":"Cindy Allen","startTime":630.2,"endTime":635.12,"body":"uncles and aunts and we have"},{"speaker":"Cindy Allen","startTime":636.56,"endTime":640.16,"body":"multiple generations from"},{"speaker":"Cindy Allen","startTime":636.56,"endTime":640.16,"body":"multiple families, not just"},{"speaker":"Cindy Allen","startTime":640.16,"endTime":643.72,"body":"ours, in the business, and Jay"},{"speaker":"Cindy Allen","startTime":640.16,"endTime":643.72,"body":"Gillette, who's one of what I"},{"speaker":"Cindy Allen","startTime":643.72,"endTime":648.58,"body":"consider the godfathers of f and"},{"speaker":"Cindy Allen","startTime":643.72,"endTime":648.58,"body":"I took me under his wing and was"},{"speaker":"Cindy Allen","startTime":648.7,"endTime":651.82,"body":"knocked down the door to help me"},{"speaker":"Cindy Allen","startTime":648.7,"endTime":651.82,"body":"get into a lot of these"},{"speaker":"Cindy Allen","startTime":651.82,"endTime":656.26,"body":"dealerships. And that, you know,"},{"speaker":"Cindy Allen","startTime":651.82,"endTime":656.26,"body":"having somebody who was trusted"},{"speaker":"Cindy Allen","startTime":657.04,"endTime":660.04,"body":"introduced me to them, and then"},{"speaker":"Cindy Allen","startTime":657.04,"endTime":660.04,"body":"they trusted me. And you get to"},{"speaker":"Cindy Allen","startTime":660.04,"endTime":664.02,"body":"know the kind of heart and soul"},{"speaker":"Cindy Allen","startTime":660.04,"endTime":664.02,"body":"of the folks in the business."},{"speaker":"Cindy Allen","startTime":664.02,"endTime":667.02,"body":"That's that's when I fell in"},{"speaker":"Cindy Allen","startTime":664.02,"endTime":667.02,"body":"love with it, you know, to have"},{"speaker":"Cindy Allen","startTime":667.02,"endTime":672.06,"body":"interactions with people, not"},{"speaker":"Cindy Allen","startTime":667.02,"endTime":672.06,"body":"not just the business, you know."},{"speaker":"Cindy Allen","startTime":672.06,"endTime":676.62,"body":"So that's why I love your that's"},{"speaker":"Cindy Allen","startTime":672.06,"endTime":676.62,"body":"why I love your slogan, because"},{"speaker":"Cindy Allen","startTime":676.68,"endTime":680.58,"body":"that's all about, all about the"},{"speaker":"Cindy Allen","startTime":676.68,"endTime":680.58,"body":"people. Our core purpose is"},{"speaker":"Cindy Allen","startTime":680.58,"endTime":684.68,"body":"making lives better. And from"},{"speaker":"Cindy Allen","startTime":680.58,"endTime":684.68,"body":"the day you're going"},{"speaker":"Paul J Daly","startTime":684.68,"endTime":687.32,"body":"to meet so many of"},{"speaker":"Paul J Daly","startTime":684.68,"endTime":687.32,"body":"you're going to meet so many"},{"speaker":"Paul J Daly","startTime":687.38,"endTime":690.26,"body":"really soon in this community,"},{"speaker":"Paul J Daly","startTime":687.38,"endTime":690.26,"body":"you really are friends and"},{"speaker":"Paul J Daly","startTime":690.26,"endTime":691.88,"body":"family that you didn't even know"},{"speaker":"Paul J Daly","startTime":690.26,"endTime":691.88,"body":"you had."},{"speaker":"Cindy Allen","startTime":693.44,"endTime":697.46,"body":"Well, we, you know"},{"speaker":"Cindy Allen","startTime":693.44,"endTime":697.46,"body":"from the beginning, like as I"},{"speaker":"Cindy Allen","startTime":697.46,"endTime":701.14,"body":"sat there teaching people how to"},{"speaker":"Cindy Allen","startTime":697.46,"endTime":701.14,"body":"sign in, are the people that I"},{"speaker":"Cindy Allen","startTime":701.14,"endTime":703.42,"body":"you know, like the Jay gillettes"},{"speaker":"Cindy Allen","startTime":701.14,"endTime":703.42,"body":"of the world, the agents that"},{"speaker":"Cindy Allen","startTime":703.42,"endTime":706.6,"body":"were out in the field would pick"},{"speaker":"Cindy Allen","startTime":703.42,"endTime":706.6,"body":"up these giant stacks of green"},{"speaker":"Cindy Allen","startTime":706.6,"endTime":709.72,"body":"bar paper. Do you guys know what"},{"speaker":"Cindy Allen","startTime":706.6,"endTime":709.72,"body":"that is? Yeah. Okay, yeah. So"},{"speaker":"Cindy Allen","startTime":709.72,"endTime":715.72,"body":"they were printed, and take it"},{"speaker":"Cindy Allen","startTime":709.72,"endTime":715.72,"body":"away, and some port intern would"},{"speaker":"Cindy Allen","startTime":716.08,"endTime":719.8,"body":"type it into Excel or and then"},{"speaker":"Cindy Allen","startTime":716.08,"endTime":719.8,"body":"they build these charts and"},{"speaker":"Cindy Allen","startTime":719.8,"endTime":722.64,"body":"graphs and graphs and everything"},{"speaker":"Cindy Allen","startTime":719.8,"endTime":722.64,"body":"come back like, 60 days later"},{"speaker":"Cindy Allen","startTime":722.64,"endTime":725.64,"body":"and say, Oh, here's how you"},{"speaker":"Cindy Allen","startTime":722.64,"endTime":725.64,"body":"performed in living color"},{"speaker":"Cindy Allen","startTime":725.64,"endTime":729.9,"body":"instead of just in data. And I"},{"speaker":"Cindy Allen","startTime":725.64,"endTime":729.9,"body":"was like, that's crazy. There's"},{"speaker":"Cindy Allen","startTime":729.9,"endTime":732.54,"body":"got to be a better way. That"},{"speaker":"Cindy Allen","startTime":729.9,"endTime":732.54,"body":"poor intern, this poor, you"},{"speaker":"Cindy Allen","startTime":732.54,"endTime":733.14,"body":"know, agent,"},{"speaker":"Paul J Daly","startTime":733.92,"endTime":735.66,"body":"they're back there"},{"speaker":"Paul J Daly","startTime":733.92,"endTime":735.66,"body":"just rethinking their life"},{"speaker":"Paul J Daly","startTime":735.66,"endTime":736.98,"body":"decisions to that point"},{"speaker":"Cindy Allen","startTime":740.7,"endTime":742.94,"body":"and just thinking,"},{"speaker":"Cindy Allen","startTime":740.7,"endTime":742.94,"body":"gosh, there's got to be a better"},{"speaker":"Cindy Allen","startTime":742.94,"endTime":746.84,"body":"way to help them. And that's"},{"speaker":"Cindy Allen","startTime":742.94,"endTime":746.84,"body":"where our, actually, our metrics"},{"speaker":"Cindy Allen","startTime":746.84,"endTime":751.64,"body":"product, was born from that kind"},{"speaker":"Cindy Allen","startTime":746.84,"endTime":751.64,"body":"of process of going man, that"},{"speaker":"Cindy Allen","startTime":751.64,"endTime":754.7,"body":"just, there's got to be a better"},{"speaker":"Cindy Allen","startTime":751.64,"endTime":754.7,"body":"way for them to get so much more"},{"speaker":"Cindy Allen","startTime":754.7,"endTime":757.7,"body":"accomplished. I mean, they're so"},{"speaker":"Cindy Allen","startTime":754.7,"endTime":757.7,"body":"talented. Are, you know, most"},{"speaker":"Cindy Allen","startTime":757.7,"endTime":762.1,"body":"people in the agency world, or"},{"speaker":"Cindy Allen","startTime":757.7,"endTime":762.1,"body":"they're, you know, they're great"},{"speaker":"Cindy Allen","startTime":762.1,"endTime":765.04,"body":"at helping somebody in the F and"},{"speaker":"Cindy Allen","startTime":762.1,"endTime":765.04,"body":"I office just kind of get better"},{"speaker":"Cindy Allen","startTime":765.04,"endTime":767.68,"body":"and better and better at what"},{"speaker":"Cindy Allen","startTime":765.04,"endTime":767.68,"body":"they do. And wouldn't be great"},{"speaker":"Cindy Allen","startTime":767.68,"endTime":770.32,"body":"if they just got to spend their"},{"speaker":"Cindy Allen","startTime":767.68,"endTime":770.32,"body":"time doing that instead of"},{"speaker":"Cindy Allen","startTime":770.32,"endTime":774.1,"body":"picking up paper and coming back"},{"speaker":"Cindy Allen","startTime":770.32,"endTime":774.1,"body":"later on to go through scale"},{"speaker":"Cindy Allen","startTime":774.16,"endTime":774.64,"body":"data."},{"speaker":"Kyle Mountsier","startTime":775.06,"endTime":777.94,"body":"You know what? I"},{"speaker":"Kyle Mountsier","startTime":775.06,"endTime":777.94,"body":"think we're all musicians here,"},{"speaker":"Kyle Mountsier","startTime":777.94,"endTime":785.22,"body":"so I'm just going to call it"},{"speaker":"Kyle Mountsier","startTime":777.94,"endTime":785.22,"body":"like I see it. I think musicians"},{"speaker":"Kyle Mountsier","startTime":785.22,"endTime":790.2,"body":"make the greatest entrepreneurs"},{"speaker":"Kyle Mountsier","startTime":785.22,"endTime":790.2,"body":"and business change, people,"},{"speaker":"Kyle Mountsier","startTime":790.2,"endTime":797.88,"body":"especially those that have"},{"speaker":"Kyle Mountsier","startTime":790.2,"endTime":797.88,"body":"played in a band or like a"},{"speaker":"Kyle Mountsier","startTime":797.88,"endTime":801.62,"body":"garage band or a jazz band or"},{"speaker":"Kyle Mountsier","startTime":797.88,"endTime":801.62,"body":"something like that. And you"},{"speaker":"Kyle Mountsier","startTime":801.62,"endTime":806.18,"body":"mentioned Cindy that that you"},{"speaker":"Kyle Mountsier","startTime":801.62,"endTime":806.18,"body":"love jazz, because, like, if you"},{"speaker":"Kyle Mountsier","startTime":806.18,"endTime":810.98,"body":"think about jazz, right, it"},{"speaker":"Kyle Mountsier","startTime":806.18,"endTime":810.98,"body":"actually is very akin to what"},{"speaker":"Kyle Mountsier","startTime":810.98,"endTime":814.52,"body":"you just said. You know, you're"},{"speaker":"Kyle Mountsier","startTime":810.98,"endTime":814.52,"body":"like, I don't know, maybe you're"},{"speaker":"Kyle Mountsier","startTime":814.52,"endTime":819.44,"body":"back there on the drums and"},{"speaker":"Kyle Mountsier","startTime":814.52,"endTime":819.44,"body":"you're right, and all of a"},{"speaker":"Kyle Mountsier","startTime":819.44,"endTime":824.38,"body":"sudden, like, you just look over"},{"speaker":"Kyle Mountsier","startTime":819.44,"endTime":824.38,"body":"and it feels like the pianist"},{"speaker":"Kyle Mountsier","startTime":824.38,"endTime":827.26,"body":"needs a little something, maybe"},{"speaker":"Kyle Mountsier","startTime":824.38,"endTime":827.26,"body":"they need to go off over here,"},{"speaker":"Kyle Mountsier","startTime":827.38,"endTime":836.08,"body":"and you can just tell, and so"},{"speaker":"Kyle Mountsier","startTime":827.38,"endTime":836.08,"body":"you're like, the pianist takes"},{"speaker":"Kyle Mountsier","startTime":836.08,"endTime":839.44,"body":"that and just like moves with"},{"speaker":"Kyle Mountsier","startTime":836.08,"endTime":839.44,"body":"it. And I think that that's what"},{"speaker":"Kyle Mountsier","startTime":839.44,"endTime":843.0,"body":"musicians can kind of see in the"},{"speaker":"Kyle Mountsier","startTime":839.44,"endTime":843.0,"body":"world, right? Because they can"},{"speaker":"Kyle Mountsier","startTime":843.0,"endTime":846.96,"body":"see, like, Yeah, I think that"},{"speaker":"Kyle Mountsier","startTime":843.0,"endTime":846.96,"body":"there's something missing from"},{"speaker":"Kyle Mountsier","startTime":846.96,"endTime":850.14,"body":"like, the way that that person"},{"speaker":"Kyle Mountsier","startTime":846.96,"endTime":850.14,"body":"is interacting with their job or"},{"speaker":"Kyle Mountsier","startTime":850.14,"endTime":853.26,"body":"their role, or things like that."},{"speaker":"Kyle Mountsier","startTime":850.14,"endTime":853.26,"body":"And what you're calling out"},{"speaker":"Kyle Mountsier","startTime":853.26,"endTime":856.8,"body":"there, it's not actually natural"},{"speaker":"Kyle Mountsier","startTime":853.26,"endTime":856.8,"body":"for most people to take that as"},{"speaker":"Kyle Mountsier","startTime":856.8,"endTime":860.48,"body":"their first step, to kind of"},{"speaker":"Kyle Mountsier","startTime":856.8,"endTime":860.48,"body":"walk into a room and go, I see"},{"speaker":"Kyle Mountsier","startTime":860.48,"endTime":865.16,"body":"an opportunity over there"},{"speaker":"Kyle Mountsier","startTime":860.48,"endTime":865.16,"body":"that's, you know, that's like,"},{"speaker":"Kyle Mountsier","startTime":865.46,"endTime":868.64,"body":"it's adjacent, but similar to"},{"speaker":"Kyle Mountsier","startTime":865.46,"endTime":868.64,"body":"what we're doing now. And I can"},{"speaker":"Kyle Mountsier","startTime":868.64,"endTime":872.0,"body":"draft on that, pull that in and"},{"speaker":"Kyle Mountsier","startTime":868.64,"endTime":872.0,"body":"make that person almost shine"},{"speaker":"Kyle Mountsier","startTime":872.0,"endTime":874.88,"body":"more, right? Give them the"},{"speaker":"Kyle Mountsier","startTime":872.0,"endTime":874.88,"body":"freedom to do what they do"},{"speaker":"Kyle Mountsier","startTime":874.88,"endTime":878.3,"body":"better, because I've given them"},{"speaker":"Kyle Mountsier","startTime":874.88,"endTime":878.3,"body":"access. And so I think, like"},{"speaker":"Kyle Mountsier","startTime":879.02,"endTime":882.88,"body":"that allows you to be"},{"speaker":"Kyle Mountsier","startTime":879.02,"endTime":882.88,"body":"continually be, to continually"},{"speaker":"Kyle Mountsier","startTime":882.88,"endTime":885.82,"body":"be entrepreneurial, and not get"},{"speaker":"Kyle Mountsier","startTime":882.88,"endTime":885.82,"body":"stuck in one place. And I'm"},{"speaker":"Kyle Mountsier","startTime":885.82,"endTime":889.18,"body":"guessing, you know you, you, you"},{"speaker":"Kyle Mountsier","startTime":885.82,"endTime":889.18,"body":"left and did some things outside"},{"speaker":"Kyle Mountsier","startTime":889.18,"endTime":892.72,"body":"of auto, but have now come back"},{"speaker":"Kyle Mountsier","startTime":889.18,"endTime":892.72,"body":"and and, and been at Sony ego"},{"speaker":"Kyle Mountsier","startTime":892.72,"endTime":896.5,"body":"now for a little while. And, and"},{"speaker":"Kyle Mountsier","startTime":892.72,"endTime":896.5,"body":"the pace of change right now in"},{"speaker":"Kyle Mountsier","startTime":896.5,"endTime":900.54,"body":"our industry is is hard for"},{"speaker":"Kyle Mountsier","startTime":896.5,"endTime":900.54,"body":"anyone to kind of keep. Up with,"},{"speaker":"Kyle Mountsier","startTime":900.54,"endTime":905.22,"body":"but let alone, you know, a"},{"speaker":"Kyle Mountsier","startTime":900.54,"endTime":905.22,"body":"company that does have some"},{"speaker":"Kyle Mountsier","startTime":905.22,"endTime":910.5,"body":"legacy attached to it, right?"},{"speaker":"Kyle Mountsier","startTime":905.22,"endTime":910.5,"body":"And so how do you now that you"},{"speaker":"Kyle Mountsier","startTime":910.5,"endTime":914.16,"body":"kind of, like, know what that"},{"speaker":"Kyle Mountsier","startTime":910.5,"endTime":914.16,"body":"felt like early on? How do you"},{"speaker":"Kyle Mountsier","startTime":914.16,"endTime":920.66,"body":"take that and and inject that"},{"speaker":"Kyle Mountsier","startTime":914.16,"endTime":920.66,"body":"into today and yet, like, stay"},{"speaker":"Kyle Mountsier","startTime":920.66,"endTime":924.26,"body":"resilient as a company that's"},{"speaker":"Kyle Mountsier","startTime":920.66,"endTime":924.26,"body":"grown, but also stay flexible"},{"speaker":"Kyle Mountsier","startTime":924.26,"endTime":928.28,"body":"and, like, move like a jazz"},{"speaker":"Kyle Mountsier","startTime":924.26,"endTime":928.28,"body":"band, right?"},{"speaker":"Cindy Allen","startTime":928.82,"endTime":932.9,"body":"Yeah, I It's the"},{"speaker":"Cindy Allen","startTime":928.82,"endTime":932.9,"body":"and. And one of the things that"},{"speaker":"Cindy Allen","startTime":932.9,"endTime":935.3,"body":"I always say, we've grown"},{"speaker":"Cindy Allen","startTime":932.9,"endTime":935.3,"body":"significantly over the years."},{"speaker":"Cindy Allen","startTime":935.3,"endTime":938.24,"body":"We've had the privilege of"},{"speaker":"Cindy Allen","startTime":935.3,"endTime":938.24,"body":"acquiring some other businesses"},{"speaker":"Cindy Allen","startTime":938.24,"endTime":941.2,"body":"and things like that. And, and,"},{"speaker":"Cindy Allen","startTime":938.24,"endTime":941.2,"body":"you know, people tell you, Well,"},{"speaker":"Cindy Allen","startTime":941.2,"endTime":946.72,"body":"you can't be a cool, Soul"},{"speaker":"Cindy Allen","startTime":941.2,"endTime":946.72,"body":"oriented, family oriented"},{"speaker":"Cindy Allen","startTime":946.72,"endTime":952.0,"body":"business and be large and grow"},{"speaker":"Cindy Allen","startTime":946.72,"endTime":952.0,"body":"and have a massive footprint."},{"speaker":"Cindy Allen","startTime":952.0,"endTime":955.78,"body":"And I would say it's the and if"},{"speaker":"Cindy Allen","startTime":952.0,"endTime":955.78,"body":"we concentrate on the and of"},{"speaker":"Cindy Allen","startTime":955.78,"endTime":963.24,"body":"being both very rooted in who we"},{"speaker":"Cindy Allen","startTime":955.78,"endTime":963.24,"body":"are from a DNA perspective, and"},{"speaker":"Cindy Allen","startTime":963.54,"endTime":966.42,"body":"focus on growth. We can"},{"speaker":"Cindy Allen","startTime":963.54,"endTime":966.42,"body":"accomplish it, but we have to"},{"speaker":"Cindy Allen","startTime":966.42,"endTime":968.52,"body":"focus on the end, like we have"},{"speaker":"Cindy Allen","startTime":966.42,"endTime":968.52,"body":"to purposely do,"},{"speaker":"Paul J Daly","startTime":968.52,"endTime":971.28,"body":"right? It's never"},{"speaker":"Paul J Daly","startTime":968.52,"endTime":971.28,"body":"going to happen organically."},{"speaker":"Paul J Daly","startTime":971.28,"endTime":973.92,"body":"When you start scaling to that"},{"speaker":"Paul J Daly","startTime":971.28,"endTime":973.92,"body":"size. It's going to naturally"},{"speaker":"Paul J Daly","startTime":973.92,"endTime":975.12,"body":"migrate the other way,"},{"speaker":"Cindy Allen","startTime":975.42,"endTime":979.14,"body":"exactly. Well, the"},{"speaker":"Cindy Allen","startTime":975.42,"endTime":979.14,"body":"urgent always out, you know,"},{"speaker":"Cindy Allen","startTime":979.14,"endTime":982.64,"body":"outweighs the strategic. You"},{"speaker":"Cindy Allen","startTime":979.14,"endTime":982.64,"body":"know, in the moment, in the heat"},{"speaker":"Cindy Allen","startTime":982.64,"endTime":985.52,"body":"of the moment. And so unless"},{"speaker":"Cindy Allen","startTime":982.64,"endTime":985.52,"body":"you're really focused on making"},{"speaker":"Cindy Allen","startTime":985.52,"endTime":988.58,"body":"sure you have that balance. And"},{"speaker":"Cindy Allen","startTime":985.52,"endTime":988.58,"body":"so from a keeping up"},{"speaker":"Cindy Allen","startTime":988.58,"endTime":993.44,"body":"perspective, it's sort of the"},{"speaker":"Cindy Allen","startTime":988.58,"endTime":993.44,"body":"same thing we're rooted in that,"},{"speaker":"Cindy Allen","startTime":993.44,"endTime":997.22,"body":"you know, direct relationship"},{"speaker":"Cindy Allen","startTime":993.44,"endTime":997.22,"body":"with end the end user, the end"},{"speaker":"Cindy Allen","startTime":997.22,"endTime":1002.46,"body":"consumer, and all the the, you"},{"speaker":"Cindy Allen","startTime":997.22,"endTime":1002.46,"body":"know, sort of steps in the"},{"speaker":"Cindy Allen","startTime":1002.46,"endTime":1005.76,"body":"distribution cycle in between,"},{"speaker":"Cindy Allen","startTime":1002.46,"endTime":1005.76,"body":"kind of like you have to be out"},{"speaker":"Cindy Allen","startTime":1005.76,"endTime":1009.78,"body":"there. You have to be touching"},{"speaker":"Cindy Allen","startTime":1005.76,"endTime":1009.78,"body":"what's happening in the industry"},{"speaker":"Cindy Allen","startTime":1009.78,"endTime":1012.66,"body":"to kind of keep it top of mind,"},{"speaker":"Cindy Allen","startTime":1009.78,"endTime":1012.66,"body":"and so you can keep moving"},{"speaker":"Cindy Allen","startTime":1012.66,"endTime":1015.72,"body":"forward. So it's a, it's a"},{"speaker":"Cindy Allen","startTime":1012.66,"endTime":1015.72,"body":"principle for us as an"},{"speaker":"Cindy Allen","startTime":1015.72,"endTime":1019.32,"body":"organization to, like, continue"},{"speaker":"Cindy Allen","startTime":1015.72,"endTime":1019.32,"body":"to be curious, continue to be"},{"speaker":"Cindy Allen","startTime":1019.56,"endTime":1022.88,"body":"innovative, and kind of don't"},{"speaker":"Cindy Allen","startTime":1019.56,"endTime":1022.88,"body":"settle for Well, it's because"},{"speaker":"Cindy Allen","startTime":1022.88,"endTime":1026.24,"body":"we've always done it that way."},{"speaker":"Cindy Allen","startTime":1022.88,"endTime":1026.24,"body":"If it's stupid and it's broken,"},{"speaker":"Cindy Allen","startTime":1026.24,"endTime":1030.5,"body":"let's figure out how to fix it,"},{"speaker":"Cindy Allen","startTime":1026.24,"endTime":1030.5,"body":"and if we see any kind of way to"},{"speaker":"Cindy Allen","startTime":1030.5,"endTime":1035.48,"body":"use what's happening in a lot of"},{"speaker":"Cindy Allen","startTime":1030.5,"endTime":1035.48,"body":"it is supporting other"},{"speaker":"Cindy Allen","startTime":1036.2,"endTime":1039.14,"body":"organizations and other teams"},{"speaker":"Cindy Allen","startTime":1036.2,"endTime":1039.14,"body":"that come up with phenomenal"},{"speaker":"Cindy Allen","startTime":1039.14,"endTime":1043.24,"body":"ideas. Our customers are"},{"speaker":"Cindy Allen","startTime":1039.14,"endTime":1043.24,"body":"brilliant in so many ways, and"},{"speaker":"Cindy Allen","startTime":1043.24,"endTime":1047.62,"body":"they come up with great ideas"},{"speaker":"Cindy Allen","startTime":1043.24,"endTime":1047.62,"body":"and partner with us to help"},{"speaker":"Cindy Allen","startTime":1047.68,"endTime":1050.62,"body":"solve them. And that's"},{"speaker":"Cindy Allen","startTime":1047.68,"endTime":1050.62,"body":"phenomenal. So again, back to"},{"speaker":"Cindy Allen","startTime":1050.62,"endTime":1053.44,"body":"people, right? Like, yeah, like,"},{"speaker":"Cindy Allen","startTime":1050.62,"endTime":1053.44,"body":"not just who you know, but how"},{"speaker":"Cindy Allen","startTime":1053.44,"endTime":1054.64,"body":"you treat the people that you"},{"speaker":"Michael Cirillo","startTime":1054.64,"endTime":1057.64,"body":"do know. Okay,"},{"speaker":"Michael Cirillo","startTime":1054.64,"endTime":1057.64,"body":"I've got two questions here. The"},{"speaker":"Michael Cirillo","startTime":1057.64,"endTime":1062.94,"body":"first one is for my own selfish"},{"speaker":"Michael Cirillo","startTime":1057.64,"endTime":1062.94,"body":"ambitions as a vocalist and a"},{"speaker":"Michael Cirillo","startTime":1062.94,"endTime":1068.82,"body":"leader, and I promise I'll get"},{"speaker":"Michael Cirillo","startTime":1062.94,"endTime":1068.82,"body":"us back here. But I have to"},{"speaker":"Michael Cirillo","startTime":1068.82,"endTime":1071.7,"body":"know, do you ever notice, like,"},{"speaker":"Michael Cirillo","startTime":1068.82,"endTime":1071.7,"body":"what are your thoughts on the"},{"speaker":"Michael Cirillo","startTime":1071.7,"endTime":1076.02,"body":"the passive aggressive singing"},{"speaker":"Michael Cirillo","startTime":1071.7,"endTime":1076.02,"body":"guidance, you know, like"},{"speaker":"Michael Cirillo","startTime":1076.02,"endTime":1079.5,"body":"someone's not pulling their"},{"speaker":"Michael Cirillo","startTime":1076.02,"endTime":1079.5,"body":"weight. Because, like, I noticed"},{"speaker":"Michael Cirillo","startTime":1079.5,"endTime":1083.18,"body":"sometimes vocalists, they tend"},{"speaker":"Michael Cirillo","startTime":1079.5,"endTime":1083.18,"body":"to do this. What are your"},{"speaker":"Michael Cirillo","startTime":1083.18,"endTime":1083.84,"body":"thoughts?"},{"speaker":"Cindy Allen","startTime":1084.8,"endTime":1087.98,"body":"You know, that's"},{"speaker":"Cindy Allen","startTime":1084.8,"endTime":1087.98,"body":"something I've never thought"},{"speaker":"Cindy Allen","startTime":1087.98,"endTime":1089.78,"body":"about. Actually, now"},{"speaker":"Michael Cirillo","startTime":1089.78,"endTime":1091.7,"body":"we're gonna now"},{"speaker":"Michael Cirillo","startTime":1089.78,"endTime":1091.7,"body":"you're gonna notice if you do."},{"speaker":"Michael Cirillo","startTime":1091.7,"endTime":1094.1,"body":"I'm just kidding. I'm just"},{"speaker":"Michael Cirillo","startTime":1091.7,"endTime":1094.1,"body":"kidding. I'm just kidding. What"},{"speaker":"Michael Cirillo","startTime":1094.1,"endTime":1098.24,"body":"I really want to know. I mean,"},{"speaker":"Michael Cirillo","startTime":1094.1,"endTime":1098.24,"body":"obviously a company such as"},{"speaker":"Michael Cirillo","startTime":1098.24,"endTime":1103.48,"body":"yours, someone who integrated so"},{"speaker":"Michael Cirillo","startTime":1098.24,"endTime":1103.48,"body":"early on with technology, and"},{"speaker":"Michael Cirillo","startTime":1103.48,"endTime":1106.36,"body":"now, moving into this fast paced"},{"speaker":"Michael Cirillo","startTime":1103.48,"endTime":1106.36,"body":"environment like you and you and"},{"speaker":"Michael Cirillo","startTime":1106.36,"endTime":1110.56,"body":"Kyle have just brought up, what"},{"speaker":"Michael Cirillo","startTime":1106.36,"endTime":1110.56,"body":"are you seeing now from a data"},{"speaker":"Michael Cirillo","startTime":1110.56,"endTime":1113.32,"body":"perspective, how have things"},{"speaker":"Michael Cirillo","startTime":1110.56,"endTime":1113.32,"body":"changed? What are some of the"},{"speaker":"Michael Cirillo","startTime":1113.32,"endTime":1116.2,"body":"insights that you're getting out"},{"speaker":"Michael Cirillo","startTime":1113.32,"endTime":1116.2,"body":"of the data that you guys can"},{"speaker":"Michael Cirillo","startTime":1116.2,"endTime":1120.54,"body":"see across the industry that you"},{"speaker":"Michael Cirillo","startTime":1116.2,"endTime":1120.54,"body":"think is just really important"},{"speaker":"Michael Cirillo","startTime":1120.54,"endTime":1121.56,"body":"for our industry to know."},{"speaker":"Cindy Allen","startTime":1123.24,"endTime":1127.5,"body":"Man, I think you"},{"speaker":"Cindy Allen","startTime":1123.24,"endTime":1127.5,"body":"know, the first thing that I get"},{"speaker":"Cindy Allen","startTime":1127.5,"endTime":1131.46,"body":"from our data is that it's not"},{"speaker":"Cindy Allen","startTime":1127.5,"endTime":1131.46,"body":"the same as what people feel is"},{"speaker":"Cindy Allen","startTime":1131.46,"endTime":1135.24,"body":"actually happening history. And"},{"speaker":"Cindy Allen","startTime":1131.46,"endTime":1135.24,"body":"so there's a period of time, and"},{"speaker":"Cindy Allen","startTime":1135.24,"endTime":1138.9,"body":"let's take COVID, for instance,"},{"speaker":"Cindy Allen","startTime":1135.24,"endTime":1138.9,"body":"where it's like, oh my goodness,"},{"speaker":"Cindy Allen","startTime":1138.9,"endTime":1144.26,"body":"the sky is falling. But when we"},{"speaker":"Cindy Allen","startTime":1138.9,"endTime":1144.26,"body":"looked at data, yes, there was a"},{"speaker":"Cindy Allen","startTime":1144.26,"endTime":1147.5,"body":"couple of months that were"},{"speaker":"Cindy Allen","startTime":1144.26,"endTime":1147.5,"body":"really, really hard, and the"},{"speaker":"Cindy Allen","startTime":1147.62,"endTime":1152.12,"body":"bounce back from that was so"},{"speaker":"Cindy Allen","startTime":1147.62,"endTime":1152.12,"body":"phenomenal. And today, you know,"},{"speaker":"Cindy Allen","startTime":1152.12,"endTime":1156.98,"body":"we had this giant spike in that"},{"speaker":"Cindy Allen","startTime":1152.12,"endTime":1156.98,"body":"pent up demand from a buying"},{"speaker":"Cindy Allen","startTime":1156.98,"endTime":1161.02,"body":"perspective. And then it kind of"},{"speaker":"Cindy Allen","startTime":1156.98,"endTime":1161.02,"body":"feels like, Oh man, it's not"},{"speaker":"Cindy Allen","startTime":1161.02,"endTime":1164.68,"body":"great in phases. And I just look"},{"speaker":"Cindy Allen","startTime":1161.02,"endTime":1164.68,"body":"at data, I'm like, that's"},{"speaker":"Cindy Allen","startTime":1164.68,"endTime":1168.34,"body":"actually not what's actually"},{"speaker":"Cindy Allen","startTime":1164.68,"endTime":1168.34,"body":"happening right now. And so"},{"speaker":"Cindy Allen","startTime":1168.76,"endTime":1172.78,"body":"that's my favorite thing, is to"},{"speaker":"Cindy Allen","startTime":1168.76,"endTime":1172.78,"body":"say, you know, disconnect from"},{"speaker":"Cindy Allen","startTime":1172.78,"endTime":1176.56,"body":"what you feel is happening, and"},{"speaker":"Cindy Allen","startTime":1172.78,"endTime":1176.56,"body":"actually trust information"},{"speaker":"Cindy Allen","startTime":1176.56,"endTime":1180.24,"body":"that's actually showing you the"},{"speaker":"Cindy Allen","startTime":1176.56,"endTime":1180.24,"body":"truth of what's going in on in"},{"speaker":"Cindy Allen","startTime":1180.24,"endTime":1183.24,"body":"the business, and at a big"},{"speaker":"Cindy Allen","startTime":1180.24,"endTime":1183.24,"body":"picture level in the industry."},{"speaker":"Cindy Allen","startTime":1183.24,"endTime":1187.68,"body":"And so, you know, for us, we're"},{"speaker":"Cindy Allen","startTime":1183.24,"endTime":1187.68,"body":"seeing what we think is a new"},{"speaker":"Cindy Allen","startTime":1187.68,"endTime":1192.9,"body":"norm that's so much higher from"},{"speaker":"Cindy Allen","startTime":1187.68,"endTime":1192.9,"body":"a from a performance"},{"speaker":"Cindy Allen","startTime":1192.9,"endTime":1196.32,"body":"perspective, in the F and I"},{"speaker":"Cindy Allen","startTime":1192.9,"endTime":1196.32,"body":"office, then, then, then we've"},{"speaker":"Cindy Allen","startTime":1196.32,"endTime":1201.2,"body":"ever had and things like,"},{"speaker":"Cindy Allen","startTime":1196.32,"endTime":1201.2,"body":"remember the. Days where we"},{"speaker":"Cindy Allen","startTime":1201.2,"endTime":1203.96,"body":"would take a hit on a new car,"},{"speaker":"Cindy Allen","startTime":1201.2,"endTime":1203.96,"body":"and just like we would lose"},{"speaker":"Cindy Allen","startTime":1203.96,"endTime":1206.24,"body":"money on the car because we"},{"speaker":"Cindy Allen","startTime":1203.96,"endTime":1206.24,"body":"would try to make it up in other"},{"speaker":"Cindy Allen","startTime":1206.24,"endTime":1208.94,"body":"areas. And that was just kind of"},{"speaker":"Cindy Allen","startTime":1206.24,"endTime":1208.94,"body":"the norm. When you looked at"},{"speaker":"Cindy Allen","startTime":1208.94,"endTime":1212.3,"body":"front gross the differences"},{"speaker":"Cindy Allen","startTime":1208.94,"endTime":1212.3,"body":"between new and used, but just"},{"speaker":"Cindy Allen","startTime":1212.3,"endTime":1216.74,"body":"kind of on average, it was very"},{"speaker":"Cindy Allen","startTime":1212.3,"endTime":1216.74,"body":"low. We just accepted that, and"},{"speaker":"Cindy Allen","startTime":1216.74,"endTime":1219.8,"body":"it's totally different now, and"},{"speaker":"Cindy Allen","startTime":1216.74,"endTime":1219.8,"body":"after the interest rate"},{"speaker":"Cindy Allen","startTime":1219.8,"endTime":1223.42,"body":"craziness and and a lot of"},{"speaker":"Cindy Allen","startTime":1219.8,"endTime":1223.42,"body":"things changed there. We kind of"},{"speaker":"Cindy Allen","startTime":1223.42,"endTime":1226.84,"body":"settled. And I was had the"},{"speaker":"Cindy Allen","startTime":1223.42,"endTime":1226.84,"body":"privilege of talking with one of"},{"speaker":"Cindy Allen","startTime":1226.84,"endTime":1230.68,"body":"our partners, who is an OEM, and"},{"speaker":"Cindy Allen","startTime":1226.84,"endTime":1230.68,"body":"was kind of poking around at"},{"speaker":"Cindy Allen","startTime":1230.68,"endTime":1233.68,"body":"that and and their thinking was,"},{"speaker":"Cindy Allen","startTime":1230.68,"endTime":1233.68,"body":"hey, one day, it'll probably go"},{"speaker":"Cindy Allen","startTime":1233.68,"endTime":1237.52,"body":"back down. But man, we're seeing"},{"speaker":"Cindy Allen","startTime":1233.68,"endTime":1237.52,"body":"when we look at the data, the"},{"speaker":"Cindy Allen","startTime":1237.52,"endTime":1240.22,"body":"data is telling us we're doing a"},{"speaker":"Cindy Allen","startTime":1237.52,"endTime":1240.22,"body":"great job as an industry,"},{"speaker":"Cindy Allen","startTime":1240.22,"endTime":1243.9,"body":"maintaining front grosses that"},{"speaker":"Cindy Allen","startTime":1240.22,"endTime":1243.9,"body":"are that are positive, and"},{"speaker":"Cindy Allen","startTime":1244.08,"endTime":1248.28,"body":"they're actually significantly"},{"speaker":"Cindy Allen","startTime":1244.08,"endTime":1248.28,"body":"more than they were pre, pre,"},{"speaker":"Cindy Allen","startTime":1248.28,"endTime":1250.86,"body":"you know, the norm, that was the"},{"speaker":"Cindy Allen","startTime":1248.28,"endTime":1250.86,"body":"norm the last time there was"},{"speaker":"Cindy Allen","startTime":1250.86,"endTime":1255.0,"body":"norm, right, which was in 2019,"},{"speaker":"Cindy Allen","startTime":1250.86,"endTime":1255.0,"body":"and so we're seeing things like"},{"speaker":"Cindy Allen","startTime":1255.0,"endTime":1258.6,"body":"that happen that are really,"},{"speaker":"Cindy Allen","startTime":1255.0,"endTime":1258.6,"body":"really, you know, they're"},{"speaker":"Cindy Allen","startTime":1258.6,"endTime":1261.8,"body":"awesome. They reflect the"},{"speaker":"Cindy Allen","startTime":1258.6,"endTime":1261.8,"body":"resiliency of this industry and"},{"speaker":"Cindy Allen","startTime":1261.8,"endTime":1265.34,"body":"the creative ways that we tackle"},{"speaker":"Cindy Allen","startTime":1261.8,"endTime":1265.34,"body":"problems, and we just don't back"},{"speaker":"Cindy Allen","startTime":1265.34,"endTime":1268.64,"body":"down, and we we keep pushing."},{"speaker":"Cindy Allen","startTime":1265.34,"endTime":1268.64,"body":"And that's dealerships are, are"},{"speaker":"Cindy Allen","startTime":1268.64,"endTime":1270.8,"body":"the engine that runs that, you"},{"speaker":"Cindy Allen","startTime":1268.64,"endTime":1270.8,"body":"know, yes,"},{"speaker":"Kyle Mountsier","startTime":1271.34,"endTime":1274.1,"body":"I think, I think"},{"speaker":"Kyle Mountsier","startTime":1271.34,"endTime":1274.1,"body":"the the theme actually goes back"},{"speaker":"Kyle Mountsier","startTime":1274.1,"endTime":1277.76,"body":"to, like you being the"},{"speaker":"Kyle Mountsier","startTime":1274.1,"endTime":1277.76,"body":"receptionist that goes, yeah,"},{"speaker":"Kyle Mountsier","startTime":1277.76,"endTime":1282.58,"body":"let me take that and try it. And"},{"speaker":"Kyle Mountsier","startTime":1277.76,"endTime":1282.58,"body":"I think if, if others can go,"},{"speaker":"Kyle Mountsier","startTime":1282.82,"endTime":1287.32,"body":"Oh, so you're telling me that,"},{"speaker":"Kyle Mountsier","startTime":1282.82,"endTime":1287.32,"body":"like, it's not as bad as the"},{"speaker":"Kyle Mountsier","startTime":1287.32,"endTime":1288.82,"body":"news media is telling us."},{"speaker":"Paul J Daly","startTime":1290.14,"endTime":1292.06,"body":"And like, if every"},{"speaker":"Paul J Daly","startTime":1290.14,"endTime":1292.06,"body":"day, yeah, probably"},{"speaker":"Kyle Mountsier","startTime":1292.06,"endTime":1296.14,"body":"fine. And you"},{"speaker":"Kyle Mountsier","startTime":1292.06,"endTime":1296.14,"body":"know, the F and I penetration"},{"speaker":"Kyle Mountsier","startTime":1296.14,"endTime":1299.68,"body":"rates and the the front end"},{"speaker":"Kyle Mountsier","startTime":1296.14,"endTime":1299.68,"body":"grosses as an industry are good,"},{"speaker":"Kyle Mountsier","startTime":1299.68,"endTime":1304.26,"body":"so why don't I expect that as an"},{"speaker":"Kyle Mountsier","startTime":1299.68,"endTime":1304.26,"body":"organization? Then, then dealers"},{"speaker":"Kyle Mountsier","startTime":1304.26,"endTime":1308.46,"body":"can, can, can continue to play"},{"speaker":"Kyle Mountsier","startTime":1304.26,"endTime":1308.46,"body":"jazz with their team."},{"speaker":"Paul J Daly","startTime":1311.16,"endTime":1313.8,"body":"Listen, listen"},{"speaker":"Paul J Daly","startTime":1311.16,"endTime":1313.8,"body":"before, before we wrap this up,"},{"speaker":"Paul J Daly","startTime":1314.46,"endTime":1317.28,"body":"I'm gonna, gonna tell you and"},{"speaker":"Paul J Daly","startTime":1314.46,"endTime":1317.28,"body":"let you in on the real reason we"},{"speaker":"Paul J Daly","startTime":1317.28,"endTime":1321.14,"body":"wanted you on the show today."},{"speaker":"Paul J Daly","startTime":1317.28,"endTime":1321.14,"body":"And yeah, you this is going to"},{"speaker":"Paul J Daly","startTime":1321.14,"endTime":1323.48,"body":"be great. You're going to love"},{"speaker":"Paul J Daly","startTime":1321.14,"endTime":1323.48,"body":"it. I hope, I hope you have some"},{"speaker":"Paul J Daly","startTime":1323.48,"endTime":1326.78,"body":"real hard hitting information"},{"speaker":"Paul J Daly","startTime":1323.48,"endTime":1326.78,"body":"for us, because you were, you"},{"speaker":"Paul J Daly","startTime":1326.78,"endTime":1330.08,"body":"moved to travel for a while the"},{"speaker":"Paul J Daly","startTime":1326.78,"endTime":1330.08,"body":"travel industry, right? You were"},{"speaker":"Paul J Daly","startTime":1330.08,"endTime":1333.8,"body":"the CEO of a company called GDS"},{"speaker":"Paul J Daly","startTime":1330.08,"endTime":1333.8,"body":"x, which was acquired by concur,"},{"speaker":"Paul J Daly","startTime":1333.8,"endTime":1337.1,"body":"which a lot of people who travel"},{"speaker":"Paul J Daly","startTime":1333.8,"endTime":1337.1,"body":"understand what Concur is, that"},{"speaker":"Paul J Daly","startTime":1337.1,"endTime":1340.48,"body":"was acquired by SAP, which I'm"},{"speaker":"Paul J Daly","startTime":1337.1,"endTime":1340.48,"body":"not even sure what SAP does,"},{"speaker":"Paul J Daly","startTime":1340.66,"endTime":1344.74,"body":"right is, are they? Are they the"},{"speaker":"Paul J Daly","startTime":1340.66,"endTime":1344.74,"body":"company that's like, we don't"},{"speaker":"Paul J Daly","startTime":1344.74,"endTime":1347.08,"body":"make the products you use, we"},{"speaker":"Paul J Daly","startTime":1344.74,"endTime":1347.08,"body":"make the products you use"},{"speaker":"Paul J Daly","startTime":1347.08,"endTime":1348.4,"body":"better. Is that SAP?"},{"speaker":"Cindy Allen","startTime":1348.94,"endTime":1351.7,"body":"That's a great"},{"speaker":"Cindy Allen","startTime":1348.94,"endTime":1351.7,"body":"question. I don't"},{"speaker":"Paul J Daly","startTime":1351.76,"endTime":1355.36,"body":"know. All I know"},{"speaker":"Paul J Daly","startTime":1351.76,"endTime":1355.36,"body":"is, they bought it, okay? But"},{"speaker":"Paul J Daly","startTime":1355.48,"endTime":1359.38,"body":"after that, you served as the"},{"speaker":"Paul J Daly","startTime":1355.48,"endTime":1359.38,"body":"CMO for American Express, global"},{"speaker":"Paul J Daly","startTime":1359.38,"endTime":1365.64,"body":"business travel, and as business"},{"speaker":"Paul J Daly","startTime":1359.38,"endTime":1365.64,"body":"travelers, we need you to tell"},{"speaker":"Paul J Daly","startTime":1365.64,"endTime":1370.08,"body":"us one secret about the American"},{"speaker":"Paul J Daly","startTime":1365.64,"endTime":1370.08,"body":"Express system that we probably"},{"speaker":"Paul J Daly","startTime":1370.08,"endTime":1373.08,"body":"don't know that's going to get"},{"speaker":"Paul J Daly","startTime":1370.08,"endTime":1373.08,"body":"us into everywhere we want to"},{"speaker":"Paul J Daly","startTime":1373.08,"endTime":1374.34,"body":"get into. Oh"},{"speaker":"Cindy Allen","startTime":1374.34,"endTime":1379.74,"body":"my goodness. And"},{"speaker":"Cindy Allen","startTime":1374.34,"endTime":1379.74,"body":"there are some secrets that you"},{"speaker":"Cindy Allen","startTime":1379.74,"endTime":1380.78,"body":"just can't share. No"},{"speaker":"Paul J Daly","startTime":1382.88,"endTime":1386.42,"body":"offline, aka,"},{"speaker":"Paul J Daly","startTime":1382.88,"endTime":1386.42,"body":"sounds like we need to have a"},{"speaker":"Paul J Daly","startTime":1386.42,"endTime":1388.22,"body":"coffee at a soda. Yeah."},{"speaker":"Kyle Mountsier","startTime":1388.58,"endTime":1391.52,"body":"She was like,"},{"speaker":"Kyle Mountsier","startTime":1388.58,"endTime":1391.52,"body":"but trust me, I get in every"},{"speaker":"Kyle Mountsier","startTime":1392.0,"endTime":1392.24,"body":"day, so"},{"speaker":"Paul J Daly","startTime":1393.5,"endTime":1395.84,"body":"you're saying"},{"speaker":"Paul J Daly","startTime":1393.5,"endTime":1395.84,"body":"there's a chance aliens are"},{"speaker":"Paul J Daly","startTime":1395.84,"endTime":1399.32,"body":"real. It's been so much fun"},{"speaker":"Paul J Daly","startTime":1395.84,"endTime":1399.32,"body":"having this conversation. I knew"},{"speaker":"Paul J Daly","startTime":1399.32,"endTime":1401.9,"body":"it was going to be amazing like"},{"speaker":"Paul J Daly","startTime":1399.32,"endTime":1401.9,"body":"this. Looking forward to"},{"speaker":"Paul J Daly","startTime":1401.9,"endTime":1405.88,"body":"spending little time in person,"},{"speaker":"Paul J Daly","startTime":1401.9,"endTime":1405.88,"body":"and as always, thank you for"},{"speaker":"Paul J Daly","startTime":1405.88,"endTime":1409.3,"body":"giving us some time and joining"},{"speaker":"Paul J Daly","startTime":1405.88,"endTime":1409.3,"body":"us today on Auto Collabs. It's"},{"speaker":"Cindy Allen","startTime":1409.3,"endTime":1410.86,"body":"great to spend time"},{"speaker":"Cindy Allen","startTime":1409.3,"endTime":1410.86,"body":"with you guys too."},{"speaker":"Kyle Mountsier","startTime":1415.48,"endTime":1417.58,"body":"What an"},{"speaker":"Kyle Mountsier","startTime":1415.48,"endTime":1417.58,"body":"incredible story, guys, a hero's"},{"speaker":"Kyle Mountsier","startTime":1417.58,"endTime":1419.14,"body":"journey. You know?"},{"speaker":"Paul J Daly","startTime":1419.98,"endTime":1422.16,"body":"I mean, it really"},{"speaker":"Paul J Daly","startTime":1419.98,"endTime":1422.16,"body":"ties back to"},{"speaker":"Kyle Mountsier","startTime":1422.16,"endTime":1423.6,"body":"the project"},{"speaker":"Kyle Mountsier","startTime":1422.16,"endTime":1423.6,"body":"stone Eagle."},{"speaker":"Michael Cirillo","startTime":1425.22,"endTime":1426.6,"body":"I, you know, I"},{"speaker":"Michael Cirillo","startTime":1425.22,"endTime":1426.6,"body":"wish I would"},{"speaker":"Paul J Daly","startTime":1426.6,"endTime":1429.6,"body":"have asked CEO of a"},{"speaker":"Paul J Daly","startTime":1426.6,"endTime":1429.6,"body":"tech company and everything in"},{"speaker":"Paul J Daly","startTime":1429.6,"endTime":1431.16,"body":"between the American Express"},{"speaker":"Michael Cirillo","startTime":1431.22,"endTime":1434.1,"body":"stuff with such"},{"speaker":"Michael Cirillo","startTime":1431.22,"endTime":1434.1,"body":"a cheery disposition for working"},{"speaker":"Michael Cirillo","startTime":1434.1,"endTime":1436.26,"body":"in a family business. You know,"},{"speaker":"Michael Cirillo","startTime":1434.1,"endTime":1436.26,"body":"right,"},{"speaker":"Paul J Daly","startTime":1436.26,"endTime":1438.9,"body":"what do you mean"},{"speaker":"Paul J Daly","startTime":1436.26,"endTime":1438.9,"body":"for working in a family"},{"speaker":"Paul J Daly","startTime":1438.96,"endTime":1440.9,"body":"business? As someone who's"},{"speaker":"Paul J Daly","startTime":1438.96,"endTime":1440.9,"body":"worked at a family"},{"speaker":"Michael Cirillo","startTime":1442.52,"endTime":1444.38,"body":"I'm just"},{"speaker":"Michael Cirillo","startTime":1442.52,"endTime":1444.38,"body":"saying, like, there's days right"},{"speaker":"Michael Cirillo","startTime":1444.38,"endTime":1446.36,"body":"where you're like, I'm gonna rip"},{"speaker":"Unknown","startTime":1446.84,"endTime":1449.84,"body":"I hate my family so"},{"speaker":"Unknown","startTime":1446.84,"endTime":1449.84,"body":"much. Yeah, and"},{"speaker":"Michael Cirillo","startTime":1449.84,"endTime":1452.12,"body":"then and then"},{"speaker":"Michael Cirillo","startTime":1449.84,"endTime":1452.12,"body":"later, you're like, Okay, Dad,"},{"speaker":"Michael Cirillo","startTime":1452.12,"endTime":1453.02,"body":"what time's dinner?"},{"speaker":"Paul J Daly","startTime":1454.7,"endTime":1456.74,"body":"Yeah, gonna go play"},{"speaker":"Paul J Daly","startTime":1454.7,"endTime":1456.74,"body":"catch. Well,"},{"speaker":"Kyle Mountsier","startTime":1456.74,"endTime":1458.06,"body":"I think you"},{"speaker":"Kyle Mountsier","startTime":1456.74,"endTime":1458.06,"body":"know, it"},{"speaker":"Kyle Mountsier","startTime":1458.06,"endTime":1463.84,"body":"is any of these businesses that"},{"speaker":"Kyle Mountsier","startTime":1458.06,"endTime":1463.84,"body":"span time like this across an"},{"speaker":"Kyle Mountsier","startTime":1463.84,"endTime":1467.74,"body":"industry that has kind of like"},{"speaker":"Kyle Mountsier","startTime":1463.84,"endTime":1467.74,"body":"grown up alongside tech not been"},{"speaker":"Kyle Mountsier","startTime":1467.74,"endTime":1471.88,"body":"built in to the tech industry."},{"speaker":"Kyle Mountsier","startTime":1467.74,"endTime":1471.88,"body":"It is a challenge to constantly"},{"speaker":"Kyle Mountsier","startTime":1471.88,"endTime":1475.9,"body":"stay ahead and stay innovative,"},{"speaker":"Kyle Mountsier","startTime":1471.88,"endTime":1475.9,"body":"and so the fact that she"},{"speaker":"Kyle Mountsier","startTime":1476.32,"endTime":1479.62,"body":"challenges herself and"},{"speaker":"Kyle Mountsier","startTime":1476.32,"endTime":1479.62,"body":"challenges her team to figure"},{"speaker":"Kyle Mountsier","startTime":1479.62,"endTime":1483.24,"body":"out how they can support dealers"},{"speaker":"Kyle Mountsier","startTime":1479.62,"endTime":1483.24,"body":"with the tech and the and the"},{"speaker":"Kyle Mountsier","startTime":1483.24,"endTime":1486.18,"body":"things that they're building,"},{"speaker":"Kyle Mountsier","startTime":1483.24,"endTime":1486.18,"body":"and not just sit on the"},{"speaker":"Kyle Mountsier","startTime":1486.18,"endTime":1489.42,"body":"sidelines or let their size or"},{"speaker":"Kyle Mountsier","startTime":1486.18,"endTime":1489.42,"body":"whatever, just kind of let it"},{"speaker":"Kyle Mountsier","startTime":1489.42,"endTime":1492.72,"body":"coast, is really encouraging to"},{"speaker":"Kyle Mountsier","startTime":1489.42,"endTime":1492.72,"body":"me. And I think it, it speaks to"},{"speaker":"Kyle Mountsier","startTime":1492.72,"endTime":1495.84,"body":"the, you know, I was a"},{"speaker":"Kyle Mountsier","startTime":1492.72,"endTime":1495.84,"body":"receptionist. Someone asked if I"},{"speaker":"Kyle Mountsier","startTime":1495.84,"endTime":1498.36,"body":"could do this, and I went for"},{"speaker":"Kyle Mountsier","startTime":1495.84,"endTime":1498.36,"body":"it. I tried it, you know,"},{"speaker":"Michael Cirillo","startTime":1498.36,"endTime":1501.38,"body":"I just got to"},{"speaker":"Michael Cirillo","startTime":1498.36,"endTime":1501.38,"body":"say this. And maybe we can"},{"speaker":"Michael Cirillo","startTime":1501.38,"endTime":1504.74,"body":"factor this into the next time"},{"speaker":"Michael Cirillo","startTime":1501.38,"endTime":1504.74,"body":"we do it in ASOTU CON, we always"},{"speaker":"Michael Cirillo","startTime":1504.74,"endTime":1507.44,"body":"have such great neck networking"},{"speaker":"Michael Cirillo","startTime":1504.74,"endTime":1507.44,"body":"event the first night, right?"},{"speaker":"Michael Cirillo","startTime":1507.44,"endTime":1511.52,"body":"And good good vibes and good"},{"speaker":"Michael Cirillo","startTime":1507.44,"endTime":1511.52,"body":"conversations. Let's not gloss"},{"speaker":"Michael Cirillo","startTime":1511.52,"endTime":1515.84,"body":"over that. Cindy, the CEO of"},{"speaker":"Michael Cirillo","startTime":1511.52,"endTime":1515.84,"body":"stone Eagle, is a classically"},{"speaker":"Michael Cirillo","startTime":1515.84,"endTime":1517.22,"body":"trained vocalist."},{"speaker":"Unknown","startTime":1517.4,"endTime":1520.22,"body":"Come on. I mean, her"},{"speaker":"Unknown","startTime":1517.4,"endTime":1520.22,"body":"and Kyle. Can make that duet?"},{"speaker":"Unknown","startTime":1520.28,"endTime":1520.6,"body":"Can we"},{"speaker":"Michael Cirillo","startTime":1520.6,"endTime":1523.48,"body":"not book her?"},{"speaker":"Michael Cirillo","startTime":1520.6,"endTime":1523.48,"body":"We'd be like Cindy, come and"},{"speaker":"Michael Cirillo","startTime":1523.48,"endTime":1525.7,"body":"sing, come Come be the VOC, come"},{"speaker":"Michael Cirillo","startTime":1523.48,"endTime":1525.7,"body":"be the end."},{"speaker":"Kyle Mountsier","startTime":1525.7,"endTime":1528.04,"body":"There's so many"},{"speaker":"Kyle Mountsier","startTime":1525.7,"endTime":1528.04,"body":"great musicians in auto we've"},{"speaker":"Kyle Mountsier","startTime":1528.04,"endTime":1532.06,"body":"talked about this on a podcast."},{"speaker":"Michael Cirillo","startTime":1533.32,"endTime":1535.3,"body":"It's gonna"},{"speaker":"Michael Cirillo","startTime":1533.32,"endTime":1535.3,"body":"happen, guys. Anyways, listen."},{"speaker":"Michael Cirillo","startTime":1535.3,"endTime":1537.88,"body":"We hope you enjoyed this episode"},{"speaker":"Michael Cirillo","startTime":1535.3,"endTime":1537.88,"body":"with Cindy Allen. She's the CEO"},{"speaker":"Michael Cirillo","startTime":1537.88,"endTime":1541.2,"body":"of stone Eagle. What a pleasant"},{"speaker":"Michael Cirillo","startTime":1537.88,"endTime":1541.2,"body":"treat to get to know her today,"},{"speaker":"Michael Cirillo","startTime":1541.2,"endTime":1544.38,"body":"on behalf of Paul J Daly. Kyle"},{"speaker":"Michael Cirillo","startTime":1541.2,"endTime":1544.38,"body":"Mountsier, myself. Michael"},{"speaker":"Michael Cirillo","startTime":1544.38,"endTime":1546.9,"body":"Cirillo, thanks for joining us"},{"speaker":"Michael Cirillo","startTime":1544.38,"endTime":1546.9,"body":"on Auto Collabs."},{"speaker":"Unknown","startTime":1547.74,"endTime":1551.22,"body":"Sign up for our free"},{"speaker":"Unknown","startTime":1547.74,"endTime":1551.22,"body":"and fun to read Daly email for a"},{"speaker":"Unknown","startTime":1551.22,"endTime":1555.0,"body":"free shot of relevant news and"},{"speaker":"Unknown","startTime":1551.22,"endTime":1555.0,"body":"automotive retail media and pop"},{"speaker":"Unknown","startTime":1555.0,"endTime":1559.2,"body":"culture. You can get it"},{"speaker":"Unknown","startTime":1555.0,"endTime":1559.2,"body":"now@asotu.com That's asotu.com"},{"speaker":"Unknown","startTime":1560.58,"endTime":1564.14,"body":"if you love this podcast, please"},{"speaker":"Unknown","startTime":1560.58,"endTime":1564.14,"body":"leave us a review and share it"},{"speaker":"Unknown","startTime":1564.14,"endTime":1567.14,"body":"with a friend. Thanks again for"},{"speaker":"Unknown","startTime":1564.14,"endTime":1567.14,"body":"listening. We'll see you next"},{"speaker":"Unknown","startTime":1567.14,"endTime":1567.38,"body":"time."},{"speaker":"Unknown","startTime":1578.78,"endTime":1584.92,"body":"Welcome to autoca. Last"},{"speaker":"Unknown","startTime":1578.78,"endTime":1584.92,"body":"recording you."}]}