{"version":"1.0.0","segments":[{"speaker":"Paul J Daly","startTime":0.0,"endTime":2.16,"body":"Does anyone know"},{"speaker":"Paul J Daly","startTime":0.0,"endTime":2.16,"body":"what their grandfather did for a"},{"speaker":"Unknown","startTime":8.039,"endTime":10.079,"body":"living? This is Auto"},{"speaker":"Unknown","startTime":8.039,"endTime":10.079,"body":"Collabs. How"},{"speaker":"Paul J Daly","startTime":10.08,"endTime":12.0,"body":"about your great"},{"speaker":"Paul J Daly","startTime":10.08,"endTime":12.0,"body":"grandfather? Actually, I'm gonna"},{"speaker":"Paul J Daly","startTime":12.0,"endTime":13.32,"body":"go there. Yes,"},{"speaker":"Kyle Mountsier","startTime":13.62,"endTime":17.28,"body":"my grandfather,"},{"speaker":"Kyle Mountsier","startTime":13.62,"endTime":17.28,"body":"yes. What did he do? My"},{"speaker":"Kyle Mountsier","startTime":17.28,"endTime":25.7,"body":"grandfather was primarily with P"},{"speaker":"Kyle Mountsier","startTime":17.28,"endTime":25.7,"body":"and G so if you don't, they make"},{"speaker":"Kyle Mountsier","startTime":25.7,"endTime":28.7,"body":"like, half the world's like,"},{"speaker":"Kyle Mountsier","startTime":25.7,"endTime":28.7,"body":"disposable goods for your"},{"speaker":"Kyle Mountsier","startTime":28.7,"endTime":32.96,"body":"family, goods, package goods and"},{"speaker":"Kyle Mountsier","startTime":28.7,"endTime":32.96,"body":"stuff. He spent years and years"},{"speaker":"Kyle Mountsier","startTime":32.96,"endTime":37.04,"body":"with them, doing what,"},{"speaker":"Kyle Mountsier","startTime":32.96,"endTime":37.04,"body":"everything. I mean, he was a an"},{"speaker":"Kyle Mountsier","startTime":37.04,"endTime":41.2,"body":"engineer, so he worked across"},{"speaker":"Kyle Mountsier","startTime":37.04,"endTime":41.2,"body":"the organization on a ton of"},{"speaker":"Kyle Mountsier","startTime":41.2,"endTime":41.98,"body":"different P and"},{"speaker":"Paul J Daly","startTime":41.98,"endTime":43.72,"body":"G projects, and"},{"speaker":"Paul J Daly","startTime":41.98,"endTime":43.72,"body":"your great grandfather."},{"speaker":"Kyle Mountsier","startTime":45.22,"endTime":49.6,"body":"So my great"},{"speaker":"Kyle Mountsier","startTime":45.22,"endTime":49.6,"body":"grandfather was, there's, like,"},{"speaker":"Kyle Mountsier","startTime":49.6,"endTime":54.4,"body":"stories about, like, a lot of"},{"speaker":"Kyle Mountsier","startTime":49.6,"endTime":54.4,"body":"people in my family, on the on"},{"speaker":"Kyle Mountsier","startTime":54.4,"endTime":59.26,"body":"that side, and they all get"},{"speaker":"Kyle Mountsier","startTime":54.4,"endTime":59.26,"body":"mixed up, but more of my the"},{"speaker":"Kyle Mountsier","startTime":59.26,"endTime":64.5,"body":"stories are my uncle, my uncles,"},{"speaker":"Kyle Mountsier","startTime":59.26,"endTime":64.5,"body":"like, one of my uncles, worked"},{"speaker":"Kyle Mountsier","startTime":64.5,"endTime":68.94,"body":"on the candy coating of the"},{"speaker":"Kyle Mountsier","startTime":64.5,"endTime":68.94,"body":"Eminem, which is kind of crazy,"},{"speaker":"Kyle Mountsier","startTime":69.06,"endTime":72.06,"body":"yeah? My great uncles, my great"},{"speaker":"Kyle Mountsier","startTime":69.06,"endTime":72.06,"body":"or my great, yeah, my great"},{"speaker":"Kyle Mountsier","startTime":72.06,"endTime":75.36,"body":"uncles. So, yeah, that's like,"},{"speaker":"Kyle Mountsier","startTime":72.06,"endTime":75.36,"body":"that's all, all I know about my"},{"speaker":"Kyle Mountsier","startTime":75.36,"endTime":75.6,"body":"kind"},{"speaker":"Paul J Daly","startTime":75.6,"endTime":77.76,"body":"of legendary but it"},{"speaker":"Paul J Daly","startTime":75.6,"endTime":77.76,"body":"also reminds me of, have you"},{"speaker":"Paul J Daly","startTime":77.76,"endTime":80.88,"body":"ever seen National Lampoon's"},{"speaker":"Paul J Daly","startTime":77.76,"endTime":80.88,"body":"Christmas Vacation? Chevy"},{"speaker":"Paul J Daly","startTime":80.88,"endTime":83.06,"body":"Chase's character? He talked"},{"speaker":"Paul J Daly","startTime":80.88,"endTime":83.06,"body":"about the crunch in hand? Crunch"},{"speaker":"Paul J Daly","startTime":83.06,"endTime":86.24,"body":"enhancer. Oh yeah, it's a non"},{"speaker":"Paul J Daly","startTime":83.06,"endTime":86.24,"body":"nutritive cereal varnish that,"},{"speaker":"Paul J Daly","startTime":86.24,"endTime":88.82,"body":"you know what I mean. How about"},{"speaker":"Paul J Daly","startTime":86.24,"endTime":88.82,"body":"Cirillo"},{"speaker":"Michael Cirillo","startTime":88.94,"endTime":91.04,"body":"guys? My head"},{"speaker":"Michael Cirillo","startTime":88.94,"endTime":91.04,"body":"kind of hurt. Well, first of"},{"speaker":"Michael Cirillo","startTime":91.04,"endTime":98.48,"body":"all, my grandfather was he"},{"speaker":"Michael Cirillo","startTime":91.04,"endTime":98.48,"body":"worked for a utility company"},{"speaker":"Michael Cirillo","startTime":98.48,"endTime":101.32,"body":"when he immigrated to Canada."},{"speaker":"Michael Cirillo","startTime":98.48,"endTime":101.32,"body":"Before that, he was a farmer and"},{"speaker":"Michael Cirillo","startTime":101.32,"endTime":106.06,"body":"a soldier in Italy. My father"},{"speaker":"Michael Cirillo","startTime":101.32,"endTime":106.06,"body":"fought in World War Two, or my"},{"speaker":"Michael Cirillo","startTime":106.06,"endTime":108.4,"body":"grandfather fought in World War"},{"speaker":"Michael Cirillo","startTime":106.06,"endTime":108.4,"body":"Two for the whole duration of"},{"speaker":"Michael Cirillo","startTime":108.4,"endTime":113.44,"body":"that war. What for Italy? Yeah,"},{"speaker":"Michael Cirillo","startTime":108.4,"endTime":113.44,"body":"so we know how that started and"},{"speaker":"Michael Cirillo","startTime":113.44,"endTime":116.14,"body":"how it ended, right? Yeah, in"},{"speaker":"Michael Cirillo","startTime":113.44,"endTime":116.14,"body":"this my other grandfather. But"},{"speaker":"Michael Cirillo","startTime":116.14,"endTime":118.54,"body":"this is why my brain started"},{"speaker":"Michael Cirillo","startTime":116.14,"endTime":118.54,"body":"hurting, because I'm like, wait"},{"speaker":"Michael Cirillo","startTime":118.54,"endTime":121.8,"body":"a minute. I got two"},{"speaker":"Michael Cirillo","startTime":118.54,"endTime":121.8,"body":"grandfathers, but then I got"},{"speaker":"Michael Cirillo","startTime":121.8,"endTime":127.62,"body":"four great grand fathers. Oh,"},{"speaker":"Michael Cirillo","startTime":121.8,"endTime":127.62,"body":"yeah, that's right. And then I"},{"speaker":"Michael Cirillo","startTime":127.62,"endTime":130.68,"body":"got eight great, great"},{"speaker":"Michael Cirillo","startTime":127.62,"endTime":130.68,"body":"grandfathers. And I'm like,"},{"speaker":"Michael Cirillo","startTime":130.68,"endTime":134.82,"body":"Well, now I don't know what I'm"},{"speaker":"Michael Cirillo","startTime":130.68,"endTime":134.82,"body":"doing, right, but my the ones I"},{"speaker":"Michael Cirillo","startTime":134.82,"endTime":138.06,"body":"do know about, so let's see my"},{"speaker":"Michael Cirillo","startTime":134.82,"endTime":138.06,"body":"other grandfather. My mom's dad"},{"speaker":"Michael Cirillo","startTime":138.06,"endTime":141.92,"body":"was military police and a police"},{"speaker":"Michael Cirillo","startTime":138.06,"endTime":141.92,"body":"officer in Portugal. Of course,"},{"speaker":"Michael Cirillo","startTime":141.92,"endTime":146.84,"body":"they were in control during the"},{"speaker":"Michael Cirillo","startTime":141.92,"endTime":146.84,"body":"war. And then his dad, I don't"},{"speaker":"Michael Cirillo","startTime":146.84,"endTime":150.5,"body":"know, but my other grandfather,"},{"speaker":"Michael Cirillo","startTime":146.84,"endTime":150.5,"body":"great grandfather, was a tailor."},{"speaker":"Michael Cirillo","startTime":150.5,"endTime":151.58,"body":"He made suits."},{"speaker":"Kyle Mountsier","startTime":151.88,"endTime":154.34,"body":"Well, here's,"},{"speaker":"Kyle Mountsier","startTime":151.88,"endTime":154.34,"body":"here's what, what I know. This"},{"speaker":"Kyle Mountsier","startTime":154.34,"endTime":157.04,"body":"is the only thing I know about"},{"speaker":"Kyle Mountsier","startTime":154.34,"endTime":157.04,"body":"grand great grandfathers. And"},{"speaker":"Kyle Mountsier","startTime":157.04,"endTime":160.04,"body":"grandfathers is Paul, and I know"},{"speaker":"Kyle Mountsier","startTime":157.04,"endTime":160.04,"body":"something about a great"},{"speaker":"Kyle Mountsier","startTime":160.04,"endTime":165.52,"body":"grandfather in this story, and"},{"speaker":"Kyle Mountsier","startTime":160.04,"endTime":165.52,"body":"we're talking to Eric flow"},{"speaker":"Kyle Mountsier","startTime":165.52,"endTime":170.32,"body":"today, and our challenge to you"},{"speaker":"Kyle Mountsier","startTime":165.52,"endTime":170.32,"body":"is to get the answer to the"},{"speaker":"Kyle Mountsier","startTime":170.32,"endTime":174.16,"body":"question about a great"},{"speaker":"Kyle Mountsier","startTime":170.32,"endTime":174.16,"body":"grandfather. So if you So,"},{"speaker":"Kyle Mountsier","startTime":174.16,"endTime":177.7,"body":"accept it. We hope that"},{"speaker":"Kyle Mountsier","startTime":174.16,"endTime":177.7,"body":"everybody enjoys this"},{"speaker":"Kyle Mountsier","startTime":177.7,"endTime":179.08,"body":"conversation with Eric flow,"},{"speaker":"Paul J Daly","startTime":183.72,"endTime":185.82,"body":"Eric, thank you so"},{"speaker":"Paul J Daly","startTime":183.72,"endTime":185.82,"body":"much for joining us. It's great"},{"speaker":"Paul J Daly","startTime":185.82,"endTime":188.76,"body":"to have you for the first time"},{"speaker":"Paul J Daly","startTime":185.82,"endTime":188.76,"body":"on Auto Collabs. Thank you,"},{"speaker":"Paul J Daly","startTime":188.76,"endTime":189.24,"body":"Paul,"},{"speaker":"Eric Flow","startTime":189.6,"endTime":193.56,"body":"excited to be here,"},{"speaker":"Eric Flow","startTime":189.6,"endTime":193.56,"body":"really excited to get to know"},{"speaker":"Eric Flow","startTime":193.56,"endTime":197.04,"body":"you guys better and appreciate"},{"speaker":"Eric Flow","startTime":193.56,"endTime":197.04,"body":"you having me. So"},{"speaker":"Paul J Daly","startTime":197.4,"endTime":201.08,"body":"I have to say,"},{"speaker":"Paul J Daly","startTime":197.4,"endTime":201.08,"body":"there are organizations around"},{"speaker":"Paul J Daly","startTime":201.08,"endTime":203.42,"body":"the country that you look at,"},{"speaker":"Paul J Daly","startTime":201.08,"endTime":203.42,"body":"and you kind of know right out"},{"speaker":"Paul J Daly","startTime":203.42,"endTime":206.24,"body":"of the gate that they approach"},{"speaker":"Paul J Daly","startTime":203.42,"endTime":206.24,"body":"the people side of the business"},{"speaker":"Paul J Daly","startTime":206.24,"endTime":210.2,"body":"with a different level of"},{"speaker":"Paul J Daly","startTime":206.24,"endTime":210.2,"body":"intentionality, and your group"},{"speaker":"Paul J Daly","startTime":210.26,"endTime":213.74,"body":"is definitely one of them. Can"},{"speaker":"Paul J Daly","startTime":210.26,"endTime":213.74,"body":"you just tell us, like, what you"},{"speaker":"Paul J Daly","startTime":213.74,"endTime":216.26,"body":"focus on as your center point"},{"speaker":"Paul J Daly","startTime":213.74,"endTime":216.26,"body":"for your culture?"},{"speaker":"Eric Flow","startTime":218.36,"endTime":224.32,"body":"Yeah, so I think you"},{"speaker":"Eric Flow","startTime":218.36,"endTime":224.32,"body":"know for us, both the focus on"},{"speaker":"Eric Flow","startTime":225.22,"endTime":227.62,"body":"intentionality around the"},{"speaker":"Eric Flow","startTime":225.22,"endTime":227.62,"body":"customer and the employee,"},{"speaker":"Eric Flow","startTime":227.62,"endTime":229.96,"body":"because they're hand in hand."},{"speaker":"Eric Flow","startTime":227.62,"endTime":229.96,"body":"One doesn't happen without the"},{"speaker":"Eric Flow","startTime":229.96,"endTime":232.72,"body":"other has been part of who we've"},{"speaker":"Eric Flow","startTime":229.96,"endTime":232.72,"body":"been since the very, very"},{"speaker":"Eric Flow","startTime":232.72,"endTime":237.52,"body":"beginning. So if you go back to"},{"speaker":"Eric Flow","startTime":232.72,"endTime":237.52,"body":"organization, to the late 50s,"},{"speaker":"Eric Flow","startTime":237.88,"endTime":241.56,"body":"you know we started, my"},{"speaker":"Eric Flow","startTime":237.88,"endTime":241.56,"body":"grandfather started our"},{"speaker":"Eric Flow","startTime":241.56,"endTime":247.02,"body":"business, and it was a used car"},{"speaker":"Eric Flow","startTime":241.56,"endTime":247.02,"body":"lot, and he only sold fully"},{"speaker":"Eric Flow","startTime":247.02,"endTime":250.5,"body":"reconditioned cars, and every"},{"speaker":"Eric Flow","startTime":247.02,"endTime":250.5,"body":"car came with a warranty, which"},{"speaker":"Eric Flow","startTime":250.5,"endTime":252.36,"body":"in the 50s was unheard"},{"speaker":"Paul J Daly","startTime":254.04,"endTime":256.26,"body":"fourth generation"},{"speaker":"Paul J Daly","startTime":254.04,"endTime":256.26,"body":"dealer already, but yeah,"},{"speaker":"Eric Flow","startTime":256.26,"endTime":259.92,"body":"so like, wow, this"},{"speaker":"Eric Flow","startTime":256.26,"endTime":259.92,"body":"that level of intentionality"},{"speaker":"Eric Flow","startTime":261.12,"endTime":264.5,"body":"around how we're going to treat"},{"speaker":"Eric Flow","startTime":261.12,"endTime":264.5,"body":"people, both externally and"},{"speaker":"Eric Flow","startTime":264.5,"endTime":267.32,"body":"internally, has been a part of"},{"speaker":"Eric Flow","startTime":264.5,"endTime":267.32,"body":"who we've been for forever. And"},{"speaker":"Eric Flow","startTime":267.56,"endTime":270.02,"body":"you know, we've really fostered"},{"speaker":"Eric Flow","startTime":267.56,"endTime":270.02,"body":"that culture. My father has"},{"speaker":"Eric Flow","startTime":270.02,"endTime":272.42,"body":"driven that, and I have as well."},{"speaker":"Eric Flow","startTime":270.02,"endTime":272.42,"body":"But, you know, it's really"},{"speaker":"Eric Flow","startTime":272.42,"endTime":274.76,"body":"something that we talk about"},{"speaker":"Eric Flow","startTime":272.42,"endTime":274.76,"body":"from the very beginning, is how"},{"speaker":"Eric Flow","startTime":274.76,"endTime":277.34,"body":"we want to treat ourselves. We"},{"speaker":"Eric Flow","startTime":274.76,"endTime":277.34,"body":"talk about having a covenant"},{"speaker":"Eric Flow","startTime":277.34,"endTime":279.62,"body":"with relationship with our"},{"speaker":"Eric Flow","startTime":277.34,"endTime":279.62,"body":"customers. We want to treat"},{"speaker":"Eric Flow","startTime":279.62,"endTime":282.4,"body":"customers we can guess in our"},{"speaker":"Eric Flow","startTime":279.62,"endTime":282.4,"body":"home, and we want to treat our"},{"speaker":"Eric Flow","startTime":282.4,"endTime":283.66,"body":"individuals as,"},{"speaker":"Unknown","startTime":283.78,"endTime":286.72,"body":"as did you say, a"},{"speaker":"Unknown","startTime":283.78,"endTime":286.72,"body":"covenant relationship with your"},{"speaker":"Unknown","startTime":286.96,"endTime":288.7,"body":"Yeah, so"},{"speaker":"Eric Flow","startTime":288.7,"endTime":290.62,"body":"if you read our"},{"speaker":"Eric Flow","startTime":288.7,"endTime":290.62,"body":"website, we sort of have our"},{"speaker":"Eric Flow","startTime":290.62,"endTime":293.2,"body":"three C's, which talks about"},{"speaker":"Eric Flow","startTime":290.62,"endTime":293.2,"body":"covenant community and"},{"speaker":"Eric Flow","startTime":293.2,"endTime":295.96,"body":"commitment, and that's really"},{"speaker":"Eric Flow","startTime":293.2,"endTime":295.96,"body":"how we think about that"},{"speaker":"Eric Flow","startTime":295.96,"endTime":299.08,"body":"relationship with our customer"},{"speaker":"Eric Flow","startTime":295.96,"endTime":299.08,"body":"and inside of our inside of our"},{"speaker":"Eric Flow","startTime":299.74,"endTime":302.16,"body":"com. Team with our employees."},{"speaker":"Eric Flow","startTime":299.74,"endTime":302.16,"body":"It's a very similar way, right?"},{"speaker":"Eric Flow","startTime":302.16,"endTime":307.26,"body":"And so, you know, we think about"},{"speaker":"Eric Flow","startTime":302.16,"endTime":307.26,"body":"growing them as whole people. We"},{"speaker":"Eric Flow","startTime":307.26,"endTime":310.62,"body":"want to provide opportunities."},{"speaker":"Eric Flow","startTime":307.26,"endTime":310.62,"body":"We think about Teach, coach,"},{"speaker":"Eric Flow","startTime":310.68,"endTime":314.7,"body":"counsel, discipline, then"},{"speaker":"Eric Flow","startTime":310.68,"endTime":314.7,"body":"terminate. We think about"},{"speaker":"Eric Flow","startTime":315.6,"endTime":319.92,"body":"responsibility, accountability"},{"speaker":"Eric Flow","startTime":315.6,"endTime":319.92,"body":"and authority, all being sort of"},{"speaker":"Eric Flow","startTime":319.92,"endTime":324.56,"body":"inexorably linked together to"},{"speaker":"Eric Flow","startTime":319.92,"endTime":324.56,"body":"help people understand how to"},{"speaker":"Eric Flow","startTime":324.56,"endTime":329.12,"body":"grow and what their role is and"},{"speaker":"Eric Flow","startTime":324.56,"endTime":329.12,"body":"when it's right to hold"},{"speaker":"Eric Flow","startTime":329.12,"endTime":331.52,"body":"accountable and when it's not."},{"speaker":"Eric Flow","startTime":329.12,"endTime":331.52,"body":"And do you have authority? Are"},{"speaker":"Eric Flow","startTime":331.52,"endTime":334.04,"body":"you responsible in that"},{"speaker":"Eric Flow","startTime":331.52,"endTime":334.04,"body":"situation? And then we, you"},{"speaker":"Eric Flow","startTime":334.04,"endTime":337.82,"body":"know, we really think about"},{"speaker":"Eric Flow","startTime":334.04,"endTime":337.82,"body":"trying to provide, you know,"},{"speaker":"Eric Flow","startTime":337.82,"endTime":340.24,"body":"we're very cognizant of the fact"},{"speaker":"Eric Flow","startTime":337.82,"endTime":340.24,"body":"like so if you look at all the"},{"speaker":"Eric Flow","startTime":340.24,"endTime":342.94,"body":"data from sociologists, right?"},{"speaker":"Eric Flow","startTime":340.24,"endTime":342.94,"body":"You look at the amount of time"},{"speaker":"Eric Flow","startTime":342.94,"endTime":347.32,"body":"people used to spend in social"},{"speaker":"Eric Flow","startTime":342.94,"endTime":347.32,"body":"organizations that weren't work,"},{"speaker":"Eric Flow","startTime":347.5,"endTime":352.12,"body":"whether it's church or VFA or"},{"speaker":"Eric Flow","startTime":347.5,"endTime":352.12,"body":"the Italian American club or"},{"speaker":"Eric Flow","startTime":352.12,"endTime":355.48,"body":"whatever, those social"},{"speaker":"Eric Flow","startTime":352.12,"endTime":355.48,"body":"organizations that underpin"},{"speaker":"Eric Flow","startTime":355.48,"endTime":359.08,"body":"American society have really"},{"speaker":"Eric Flow","startTime":355.48,"endTime":359.08,"body":"eroded over since post World War"},{"speaker":"Eric Flow","startTime":359.08,"endTime":362.58,"body":"Two, right? And so you've got"},{"speaker":"Eric Flow","startTime":359.08,"endTime":362.58,"body":"family, and you've got work, and"},{"speaker":"Eric Flow","startTime":362.58,"endTime":364.98,"body":"that a lot of people spend more"},{"speaker":"Eric Flow","startTime":362.58,"endTime":364.98,"body":"time at work than they do at"},{"speaker":"Eric Flow","startTime":364.98,"endTime":368.64,"body":"family. And so if, if, if you"},{"speaker":"Eric Flow","startTime":364.98,"endTime":368.64,"body":"have employees that are only"},{"speaker":"Eric Flow","startTime":368.64,"endTime":371.76,"body":"showing up for a paycheck, it's"},{"speaker":"Eric Flow","startTime":368.64,"endTime":371.76,"body":"not going to be a healthy place."},{"speaker":"Eric Flow","startTime":371.76,"endTime":374.22,"body":"They're not going to want to"},{"speaker":"Eric Flow","startTime":371.76,"endTime":374.22,"body":"grow and thrive and prosper"},{"speaker":"Eric Flow","startTime":374.22,"endTime":377.16,"body":"there. And it's not the"},{"speaker":"Eric Flow","startTime":374.22,"endTime":377.16,"body":"relationship we want to have,"},{"speaker":"Eric Flow","startTime":377.16,"endTime":379.92,"body":"it's not the company we want to"},{"speaker":"Eric Flow","startTime":377.16,"endTime":379.92,"body":"have, right? Even if it worked"},{"speaker":"Eric Flow","startTime":379.92,"endTime":382.28,"body":"economically, which I don't"},{"speaker":"Eric Flow","startTime":379.92,"endTime":382.28,"body":"think it does, you know, things"},{"speaker":"Eric Flow","startTime":382.28,"endTime":385.58,"body":"can be both the right economic"},{"speaker":"Eric Flow","startTime":382.28,"endTime":385.58,"body":"decision and the right moral"},{"speaker":"Eric Flow","startTime":385.58,"endTime":389.48,"body":"decision. And so, you know,"},{"speaker":"Eric Flow","startTime":385.58,"endTime":389.48,"body":"we're really conscious of the"},{"speaker":"Eric Flow","startTime":389.48,"endTime":392.18,"body":"fact that we want to be a place"},{"speaker":"Eric Flow","startTime":389.48,"endTime":392.18,"body":"that people can go home, that"},{"speaker":"Eric Flow","startTime":392.18,"endTime":395.42,"body":"they can grow with us, and they"},{"speaker":"Eric Flow","startTime":392.18,"endTime":395.42,"body":"can be a part of our community."},{"speaker":"Unknown","startTime":395.42,"endTime":397.46,"body":"I just, I looked up"},{"speaker":"Unknown","startTime":395.42,"endTime":397.46,"body":"while you were talking. I was"},{"speaker":"Unknown","startTime":397.46,"endTime":400.84,"body":"like, I gotta know, because I,"},{"speaker":"Unknown","startTime":397.46,"endTime":400.84,"body":"you know, I use, we use this"},{"speaker":"Unknown","startTime":400.9,"endTime":405.34,"body":"vernacular in our in our world,"},{"speaker":"Unknown","startTime":400.9,"endTime":405.34,"body":"the covenant vernacular and the"},{"speaker":"Unknown","startTime":405.34,"endTime":408.76,"body":"the trigger word between"},{"speaker":"Unknown","startTime":405.34,"endTime":408.76,"body":"covenant and contract, which can"},{"speaker":"Unknown","startTime":408.82,"endTime":413.92,"body":"sometimes inappropriately be"},{"speaker":"Unknown","startTime":408.82,"endTime":413.92,"body":"interchanged, right? A contract"},{"speaker":"Unknown","startTime":413.92,"endTime":420.6,"body":"is a legal agreement. It is tick"},{"speaker":"Unknown","startTime":413.92,"endTime":420.6,"body":"for tack, right? I do this. You"},{"speaker":"Unknown","startTime":420.6,"endTime":424.5,"body":"do that if then statements"},{"speaker":"Unknown","startTime":420.6,"endTime":424.5,"body":"right? And that's what typically"},{"speaker":"Unknown","startTime":424.5,"endTime":427.38,"body":"like, if a customer buys"},{"speaker":"Unknown","startTime":424.5,"endTime":427.38,"body":"something from you, they enter"},{"speaker":"Unknown","startTime":427.38,"endTime":431.04,"body":"into a contract. If an employee"},{"speaker":"Unknown","startTime":427.38,"endTime":431.04,"body":"works for you, they enter into"},{"speaker":"Unknown","startTime":431.04,"endTime":435.0,"body":"an employment contract. The key"},{"speaker":"Unknown","startTime":431.04,"endTime":435.0,"body":"word, and I found it in five"},{"speaker":"Unknown","startTime":435.0,"endTime":438.6,"body":"different resources, the key"},{"speaker":"Unknown","startTime":435.0,"endTime":438.6,"body":"word about a covenant is a"},{"speaker":"Unknown","startTime":438.6,"endTime":442.4,"body":"promise. Yeah, it's a one way"},{"speaker":"Unknown","startTime":438.6,"endTime":442.4,"body":"commitment."},{"speaker":"Eric Flow","startTime":442.7,"endTime":446.72,"body":"Yes, actually, yeah,"},{"speaker":"Eric Flow","startTime":442.7,"endTime":446.72,"body":"very much. So, you know, we we"},{"speaker":"Eric Flow","startTime":446.72,"endTime":451.4,"body":"look at making a commitment to"},{"speaker":"Eric Flow","startTime":446.72,"endTime":451.4,"body":"our customers, that we're going"},{"speaker":"Eric Flow","startTime":451.4,"endTime":455.06,"body":"to keep our promises, and we can"},{"speaker":"Eric Flow","startTime":451.4,"endTime":455.06,"body":"be full of trust now. We're a"},{"speaker":"Eric Flow","startTime":455.06,"endTime":459.44,"body":"human run organization. We make"},{"speaker":"Eric Flow","startTime":455.06,"endTime":459.44,"body":"mistakes every day, right? But,"},{"speaker":"Eric Flow","startTime":459.44,"endTime":462.34,"body":"you know, I found out early in"},{"speaker":"Eric Flow","startTime":459.44,"endTime":462.34,"body":"my career, it's not about if you"},{"speaker":"Eric Flow","startTime":462.34,"endTime":465.22,"body":"ever make a mistake, it's about"},{"speaker":"Eric Flow","startTime":462.34,"endTime":465.22,"body":"how you handle that mistake, and"},{"speaker":"Eric Flow","startTime":465.22,"endTime":467.62,"body":"if you try to make up for it and"},{"speaker":"Eric Flow","startTime":465.22,"endTime":467.62,"body":"you try to do the right thing."},{"speaker":"Eric Flow","startTime":467.62,"endTime":471.16,"body":"And I've had plenty. I mean, I"},{"speaker":"Eric Flow","startTime":467.62,"endTime":471.16,"body":"had a situation. I was a young"},{"speaker":"Eric Flow","startTime":471.16,"endTime":473.2,"body":"service manager in"},{"speaker":"Eric Flow","startTime":471.16,"endTime":473.2,"body":"Charlottesville, Virginia. It"},{"speaker":"Eric Flow","startTime":473.2,"endTime":477.34,"body":"was a Porsche Audi, Volkswagen"},{"speaker":"Eric Flow","startTime":473.2,"endTime":477.34,"body":"Mazda location. You know, we had"},{"speaker":"Eric Flow","startTime":477.34,"endTime":484.62,"body":"this customer with a 964 911 oil"},{"speaker":"Eric Flow","startTime":477.34,"endTime":484.62,"body":"leak. We fixed it for them, and"},{"speaker":"Eric Flow","startTime":484.62,"endTime":487.8,"body":"we didn't fix it for them. And,"},{"speaker":"Eric Flow","startTime":484.62,"endTime":487.8,"body":"you know, two, it took me two"},{"speaker":"Eric Flow","startTime":487.8,"endTime":491.22,"body":"and a half years and 50 grand to"},{"speaker":"Eric Flow","startTime":487.8,"endTime":491.22,"body":"resolve, but we got it resolved,"},{"speaker":"Eric Flow","startTime":491.64,"endTime":495.72,"body":"right? And they be we spend more"},{"speaker":"Eric Flow","startTime":491.64,"endTime":495.72,"body":"money on this car than this car"},{"speaker":"Eric Flow","startTime":495.72,"endTime":501.2,"body":"was worth, by far, but we turned"},{"speaker":"Eric Flow","startTime":495.72,"endTime":501.2,"body":"the customer to a huge advocate"},{"speaker":"Eric Flow","startTime":501.2,"endTime":505.46,"body":"for us, right? And, you know, we"},{"speaker":"Eric Flow","startTime":501.2,"endTime":505.46,"body":"really want to focus our people"},{"speaker":"Eric Flow","startTime":505.46,"endTime":507.98,"body":"on empowering our people to"},{"speaker":"Eric Flow","startTime":505.46,"endTime":507.98,"body":"make, to make those good"},{"speaker":"Eric Flow","startTime":507.98,"endTime":508.52,"body":"decisions."},{"speaker":"Unknown","startTime":508.52,"endTime":511.16,"body":"And okay, so I want to"},{"speaker":"Unknown","startTime":508.52,"endTime":511.16,"body":"know the dirty part of it,"},{"speaker":"Unknown","startTime":511.16,"endTime":515.24,"body":"because you grew up in an"},{"speaker":"Unknown","startTime":511.16,"endTime":515.24,"body":"automotive family, like there's"},{"speaker":"Unknown","startTime":515.24,"endTime":518.12,"body":"no way it was all sunshine and"},{"speaker":"Unknown","startTime":515.24,"endTime":518.12,"body":"roses when you were growing up,"},{"speaker":"Unknown","startTime":518.12,"endTime":522.76,"body":"and grandpa and dad are in the"},{"speaker":"Unknown","startTime":518.12,"endTime":522.76,"body":"car business. And when was the"},{"speaker":"Unknown","startTime":522.76,"endTime":525.82,"body":"time where you turned over and"},{"speaker":"Unknown","startTime":522.76,"endTime":525.82,"body":"we're like, Fine, I'll be in the"},{"speaker":"Unknown","startTime":525.82,"endTime":529.9,"body":"car business. Or were you like,"},{"speaker":"Unknown","startTime":525.82,"endTime":529.9,"body":"true from from birth? That"},{"speaker":"Eric Flow","startTime":529.9,"endTime":532.9,"body":"is a really good"},{"speaker":"Eric Flow","startTime":529.9,"endTime":532.9,"body":"question. So I would say this,"},{"speaker":"Eric Flow","startTime":533.98,"endTime":536.8,"body":"nobody in my family ever said"},{"speaker":"Eric Flow","startTime":533.98,"endTime":536.8,"body":"you have to be in the car"},{"speaker":"Eric Flow","startTime":536.8,"endTime":540.16,"body":"business. This is what you're"},{"speaker":"Eric Flow","startTime":536.8,"endTime":540.16,"body":"doing. Ever it was always"},{"speaker":"Eric Flow","startTime":540.16,"endTime":542.88,"body":"something I really, really"},{"speaker":"Eric Flow","startTime":540.16,"endTime":542.88,"body":"wanted to do. It really was,"},{"speaker":"Eric Flow","startTime":542.88,"endTime":546.06,"body":"and, you know, it was something"},{"speaker":"Eric Flow","startTime":542.88,"endTime":546.06,"body":"I grew up in, you know, I was,"},{"speaker":"Eric Flow","startTime":546.66,"endTime":550.26,"body":"we're in North Carolina,"},{"speaker":"Eric Flow","startTime":546.66,"endTime":550.26,"body":"headquartered in Winston, Salem"},{"speaker":"Eric Flow","startTime":550.26,"endTime":552.54,"body":"right. So it would snow two or"},{"speaker":"Eric Flow","startTime":550.26,"endTime":552.54,"body":"three times a year, like two"},{"speaker":"Eric Flow","startTime":552.54,"endTime":555.18,"body":"inches, you know. And I was"},{"speaker":"Eric Flow","startTime":552.54,"endTime":555.18,"body":"going with my dad to knock snow"},{"speaker":"Eric Flow","startTime":555.18,"endTime":559.26,"body":"off cars, you know, in middle"},{"speaker":"Eric Flow","startTime":555.18,"endTime":559.26,"body":"school, I was going to help wash"},{"speaker":"Eric Flow","startTime":559.26,"endTime":562.82,"body":"cars in the summer time, and I"},{"speaker":"Eric Flow","startTime":559.26,"endTime":562.82,"body":"wanted to learn to change oil"},{"speaker":"Eric Flow","startTime":562.82,"endTime":566.06,"body":"and rotate tires in high school"},{"speaker":"Eric Flow","startTime":562.82,"endTime":566.06,"body":"and paint, paint fenders and"},{"speaker":"Eric Flow","startTime":566.06,"endTime":569.12,"body":"things. And I liked going. I My"},{"speaker":"Eric Flow","startTime":566.06,"endTime":569.12,"body":"dad would take me these"},{"speaker":"Eric Flow","startTime":569.12,"endTime":572.48,"body":"manufacturer meetings, which, by"},{"speaker":"Eric Flow","startTime":569.12,"endTime":572.48,"body":"the way, manufacturer meetings"},{"speaker":"Eric Flow","startTime":572.48,"endTime":577.82,"body":"in the 90s were fantastic."},{"speaker":"Eric Flow","startTime":572.48,"endTime":577.82,"body":"Global Financial pre global"},{"speaker":"Eric Flow","startTime":577.82,"endTime":580.36,"body":"financial crisis, were a ton of"},{"speaker":"Eric Flow","startTime":577.82,"endTime":580.36,"body":"fun. And,"},{"speaker":"Paul J Daly","startTime":581.08,"endTime":582.94,"body":"you know, okay,"},{"speaker":"Paul J Daly","startTime":581.08,"endTime":582.94,"body":"tell us about those."},{"speaker":"Eric Flow","startTime":584.86,"endTime":587.56,"body":"But I always, I"},{"speaker":"Eric Flow","startTime":584.86,"endTime":587.56,"body":"always really enjoyed it, and I"},{"speaker":"Eric Flow","startTime":587.56,"endTime":590.32,"body":"knew that's what I wanted to do."},{"speaker":"Eric Flow","startTime":587.56,"endTime":590.32,"body":"And I've done some other things"},{"speaker":"Eric Flow","startTime":590.86,"endTime":593.92,"body":"that were, I would say, non"},{"speaker":"Eric Flow","startTime":590.86,"endTime":593.92,"body":"career oriented jobs, you know,"},{"speaker":"Eric Flow","startTime":594.28,"endTime":596.74,"body":"and some internships that were"},{"speaker":"Eric Flow","startTime":594.28,"endTime":596.74,"body":"more career oriented, between"},{"speaker":"Eric Flow","startTime":596.74,"endTime":599.26,"body":"grad school and college and"},{"speaker":"Eric Flow","startTime":596.74,"endTime":599.26,"body":"stuff like that. But I really"},{"speaker":"Eric Flow","startTime":599.26,"endTime":602.52,"body":"always enjoyed. It. You know,"},{"speaker":"Eric Flow","startTime":599.26,"endTime":602.52,"body":"coming out of grad school, there"},{"speaker":"Eric Flow","startTime":602.52,"endTime":604.92,"body":"was a time in grad school where"},{"speaker":"Eric Flow","startTime":602.52,"endTime":604.92,"body":"I was sitting there thinking, do"},{"speaker":"Eric Flow","startTime":604.92,"endTime":607.44,"body":"I want to go straight back in?"},{"speaker":"Eric Flow","startTime":604.92,"endTime":607.44,"body":"Do I want to do something else?"},{"speaker":"Eric Flow","startTime":607.5,"endTime":610.62,"body":"And have I really committed to"},{"speaker":"Eric Flow","startTime":607.5,"endTime":610.62,"body":"this? Or was it just something"},{"speaker":"Eric Flow","startTime":610.62,"endTime":613.56,"body":"that was, was it a conscious"},{"speaker":"Eric Flow","startTime":610.62,"endTime":613.56,"body":"decision in it? Like I said, No"},{"speaker":"Eric Flow","startTime":613.56,"endTime":616.08,"body":"one in my family ever pressured"},{"speaker":"Eric Flow","startTime":613.56,"endTime":616.08,"body":"me. So it wasn't that at all. It"},{"speaker":"Eric Flow","startTime":616.08,"endTime":622.16,"body":"was a I had, I took a step back"},{"speaker":"Eric Flow","startTime":616.08,"endTime":622.16,"body":"to say to myself, have I made"},{"speaker":"Eric Flow","startTime":622.16,"endTime":627.2,"body":"that conscious decision? Because"},{"speaker":"Eric Flow","startTime":622.16,"endTime":627.2,"body":"I'm committing to you know, when"},{"speaker":"Eric Flow","startTime":627.2,"endTime":629.6,"body":"you're working your family"},{"speaker":"Eric Flow","startTime":627.2,"endTime":629.6,"body":"business, you don't leave after"},{"speaker":"Eric Flow","startTime":629.6,"endTime":632.42,"body":"five years, very often, because"},{"speaker":"Eric Flow","startTime":629.6,"endTime":632.42,"body":"you don't like it, right?"},{"speaker":"Eric Flow","startTime":632.42,"endTime":637.7,"body":"Because that's so I wanted to"},{"speaker":"Eric Flow","startTime":632.42,"endTime":637.7,"body":"say, Listen, I'm coming on to"},{"speaker":"Eric Flow","startTime":637.7,"endTime":641.2,"body":"grad school. I've worked in our"},{"speaker":"Eric Flow","startTime":637.7,"endTime":641.2,"body":"company post college four years,"},{"speaker":"Eric Flow","startTime":642.58,"endTime":646.0,"body":"non stop. Really liked it,"},{"speaker":"Eric Flow","startTime":642.58,"endTime":646.0,"body":"mainly all fixed operation"},{"speaker":"Eric Flow","startTime":646.0,"endTime":649.24,"body":"stuff, going back in, going to"},{"speaker":"Eric Flow","startTime":646.0,"endTime":649.24,"body":"come out, go run a store. That"},{"speaker":"Eric Flow","startTime":649.24,"endTime":652.66,"body":"was sort of the plan. You know,"},{"speaker":"Eric Flow","startTime":649.24,"endTime":652.66,"body":"is this what I really want to"},{"speaker":"Eric Flow","startTime":652.66,"endTime":655.84,"body":"do? And I need to make that"},{"speaker":"Eric Flow","startTime":652.66,"endTime":655.84,"body":"conscious decision for myself,"},{"speaker":"Eric Flow","startTime":655.84,"endTime":659.86,"body":"to say actively Yes, not"},{"speaker":"Eric Flow","startTime":655.84,"endTime":659.86,"body":"passively Yes. Because even if"},{"speaker":"Eric Flow","startTime":659.86,"endTime":662.1,"body":"people aren't putting that"},{"speaker":"Eric Flow","startTime":659.86,"endTime":662.1,"body":"pressure on you, and they"},{"speaker":"Eric Flow","startTime":662.1,"endTime":664.44,"body":"weren't. I want to be clear"},{"speaker":"Eric Flow","startTime":662.1,"endTime":664.44,"body":"about that in my family, it was"},{"speaker":"Eric Flow","startTime":664.44,"endTime":668.1,"body":"something that I had just always"},{"speaker":"Eric Flow","startTime":664.44,"endTime":668.1,"body":"assumed I wanted to do and"},{"speaker":"Eric Flow","startTime":668.1,"endTime":671.58,"body":"enjoyed, and so I took that time"},{"speaker":"Eric Flow","startTime":668.1,"endTime":671.58,"body":"to really say, Yes, this is what"},{"speaker":"Eric Flow","startTime":671.58,"endTime":674.4,"body":"I want to do. And there's a lot"},{"speaker":"Eric Flow","startTime":671.58,"endTime":674.4,"body":"of reasons for that. I mean, I'm"},{"speaker":"Eric Flow","startTime":674.4,"endTime":677.1,"body":"grateful to our company. It's"},{"speaker":"Eric Flow","startTime":674.4,"endTime":677.1,"body":"provided me with incredible"},{"speaker":"Eric Flow","startTime":677.1,"endTime":679.44,"body":"opportunities in life. You know,"},{"speaker":"Eric Flow","startTime":677.1,"endTime":679.44,"body":"I think we have a lot of"},{"speaker":"Eric Flow","startTime":679.44,"endTime":682.22,"body":"responsibility to our team"},{"speaker":"Eric Flow","startTime":679.44,"endTime":682.22,"body":"members and our communities who"},{"speaker":"Eric Flow","startTime":682.22,"endTime":685.28,"body":"were in but that alone, all of"},{"speaker":"Eric Flow","startTime":682.22,"endTime":685.28,"body":"those things are really true,"},{"speaker":"Eric Flow","startTime":685.28,"endTime":688.28,"body":"that alone isn't a reason to do"},{"speaker":"Eric Flow","startTime":685.28,"endTime":688.28,"body":"something, right? There's a lot"},{"speaker":"Eric Flow","startTime":688.28,"endTime":693.98,"body":"of you know, you I love our"},{"speaker":"Eric Flow","startTime":688.28,"endTime":693.98,"body":"business. I love the customers,"},{"speaker":"Eric Flow","startTime":694.16,"endTime":697.34,"body":"I love the employees. I also"},{"speaker":"Eric Flow","startTime":694.16,"endTime":697.34,"body":"love the challenge every day of"},{"speaker":"Eric Flow","startTime":697.34,"endTime":701.62,"body":"getting to use every part of my"},{"speaker":"Eric Flow","startTime":697.34,"endTime":701.62,"body":"brain, right? You know? Yeah,"},{"speaker":"Eric Flow","startTime":701.62,"endTime":704.8,"body":"undergrads and my undergrads in"},{"speaker":"Eric Flow","startTime":701.62,"endTime":704.8,"body":"business and marketing and"},{"speaker":"Eric Flow","startTime":705.1,"endTime":709.66,"body":"Spanish, my graduate degree I"},{"speaker":"Eric Flow","startTime":705.1,"endTime":709.66,"body":"have, you know, MBA from"},{"speaker":"Eric Flow","startTime":709.66,"endTime":712.78,"body":"Northwestern, and my majors were"},{"speaker":"Eric Flow","startTime":709.66,"endTime":712.78,"body":"like, quantitative finance,"},{"speaker":"Eric Flow","startTime":713.08,"endTime":715.84,"body":"Decision Sciences and"},{"speaker":"Eric Flow","startTime":713.08,"endTime":715.84,"body":"quantitative marketing. Okay,"},{"speaker":"Eric Flow","startTime":716.26,"endTime":720.9,"body":"you know what I do? I have a lot"},{"speaker":"Eric Flow","startTime":716.26,"endTime":720.9,"body":"of friends that have great"},{"speaker":"Eric Flow","startTime":720.9,"endTime":723.96,"body":"careers, but they're pigeon"},{"speaker":"Eric Flow","startTime":720.9,"endTime":723.96,"body":"holed into, like, a really,"},{"speaker":"Paul J Daly","startTime":725.04,"endTime":727.32,"body":"really quantitative"},{"speaker":"Paul J Daly","startTime":725.04,"endTime":727.32,"body":"finance"},{"speaker":"Eric Flow","startTime":728.4,"endTime":731.1,"body":"right? Where it's"},{"speaker":"Eric Flow","startTime":728.4,"endTime":731.1,"body":"like, this is what I do every"},{"speaker":"Eric Flow","startTime":731.1,"endTime":735.36,"body":"day in our business. Hey, you're"},{"speaker":"Eric Flow","startTime":731.1,"endTime":735.36,"body":"working on comp plans, you know,"},{"speaker":"Eric Flow","startTime":735.42,"endTime":739.5,"body":"a recruiting structure. You're"},{"speaker":"Eric Flow","startTime":735.42,"endTime":739.5,"body":"working on marketing the next"},{"speaker":"Eric Flow","startTime":739.5,"endTime":743.96,"body":"second event, website, meeting"},{"speaker":"Eric Flow","startTime":739.5,"endTime":743.96,"body":"yesterday on our relaunch a"},{"speaker":"Eric Flow","startTime":743.96,"endTime":746.84,"body":"website. And this we're doing"},{"speaker":"Eric Flow","startTime":743.96,"endTime":746.84,"body":"the community piece of it. We're"},{"speaker":"Eric Flow","startTime":747.02,"endTime":751.4,"body":"working on our LM s or, you"},{"speaker":"Eric Flow","startTime":747.02,"endTime":751.4,"body":"know, training module you're"},{"speaker":"Eric Flow","startTime":751.4,"endTime":753.98,"body":"working on, you're with the"},{"speaker":"Eric Flow","startTime":751.4,"endTime":753.98,"body":"accounting team, trying to work"},{"speaker":"Eric Flow","startTime":753.98,"endTime":757.34,"body":"on X, Y or Z. And so you're"},{"speaker":"Eric Flow","startTime":753.98,"endTime":757.34,"body":"using, really, I get to use"},{"speaker":"Eric Flow","startTime":757.94,"endTime":761.62,"body":"every facet of my brain on a"},{"speaker":"Eric Flow","startTime":757.94,"endTime":761.62,"body":"daily and weekly basis. And I"},{"speaker":"Eric Flow","startTime":761.62,"endTime":764.62,"body":"think that's really that"},{"speaker":"Eric Flow","startTime":761.62,"endTime":764.62,"body":"diversity is fun for me, and it"},{"speaker":"Eric Flow","startTime":764.62,"endTime":766.9,"body":"keeps it very interesting."},{"speaker":"Eric Flow","startTime":764.62,"endTime":766.9,"body":"There's never a dull moment."},{"speaker":"Paul J Daly","startTime":766.9,"endTime":768.94,"body":"Let me ask you,"},{"speaker":"Paul J Daly","startTime":766.9,"endTime":768.94,"body":"this is a pressing question. I'm"},{"speaker":"Paul J Daly","startTime":768.94,"endTime":773.68,"body":"going to let Michael talk every"},{"speaker":"Paul J Daly","startTime":768.94,"endTime":773.68,"body":"sometime before we're done, you"},{"speaker":"Paul J Daly","startTime":773.68,"endTime":776.68,"body":"mentioned, you know, turning"},{"speaker":"Paul J Daly","startTime":773.68,"endTime":776.68,"body":"wrenches, oil changes, painting"},{"speaker":"Paul J Daly","startTime":776.68,"endTime":780.54,"body":"fenders. What is your by far,"},{"speaker":"Paul J Daly","startTime":776.68,"endTime":780.54,"body":"like? Give me the front runner,"},{"speaker":"Paul J Daly","startTime":780.54,"endTime":782.94,"body":"what is the best smell in the"},{"speaker":"Paul J Daly","startTime":780.54,"endTime":782.94,"body":"automotive industry?"},{"speaker":"Eric Flow","startTime":783.9,"endTime":788.16,"body":"The best smell? Yeah,"},{"speaker":"Eric Flow","startTime":783.9,"endTime":788.16,"body":"um, this is a"},{"speaker":"Unknown","startTime":788.52,"endTime":792.12,"body":"selfish question. I was"},{"speaker":"Unknown","startTime":788.52,"endTime":792.12,"body":"like new car smell."},{"speaker":"Eric Flow","startTime":792.36,"endTime":794.94,"body":"I like new car smell."},{"speaker":"Eric Flow","startTime":792.36,"endTime":794.94,"body":"I will say this when we, when I"},{"speaker":"Eric Flow","startTime":794.94,"endTime":797.64,"body":"was younger, we were paying"},{"speaker":"Eric Flow","startTime":794.94,"endTime":797.64,"body":"cars, you know, we use a lot of"},{"speaker":"Eric Flow","startTime":797.64,"endTime":801.32,"body":"brake cleaner. Brake cleaner is"},{"speaker":"Eric Flow","startTime":797.64,"endTime":801.32,"body":"great, and it's great. It's so"},{"speaker":"Eric Flow","startTime":801.32,"endTime":802.04,"body":"bad for you."},{"speaker":"Unknown","startTime":802.04,"endTime":803.96,"body":"Oh, yeah, well, I'm"},{"speaker":"Paul J Daly","startTime":804.08,"endTime":806.0,"body":"saying like, like,"},{"speaker":"Paul J Daly","startTime":804.08,"endTime":806.0,"body":"there's, there's, like, new"},{"speaker":"Paul J Daly","startTime":806.0,"endTime":809.72,"body":"tires, there's great cleaner,"},{"speaker":"Paul J Daly","startTime":806.0,"endTime":809.72,"body":"there's detailing chemicals,"},{"speaker":"Paul J Daly","startTime":809.9,"endTime":813.2,"body":"there's, you know, like, reducer"},{"speaker":"Paul J Daly","startTime":809.9,"endTime":813.2,"body":"there's all kinds of things that"},{"speaker":"Paul J Daly","startTime":813.2,"endTime":817.82,"body":"just are Bondo. Bondo, yes, you"},{"speaker":"Paul J Daly","startTime":813.2,"endTime":817.82,"body":"just, there's a lot of young by"},{"speaker":"Paul J Daly","startTime":817.82,"endTime":819.08,"body":"the way, but, yeah,"},{"speaker":"Eric Flow","startTime":819.14,"endTime":822.28,"body":"yeah, there's a lot"},{"speaker":"Eric Flow","startTime":819.14,"endTime":822.28,"body":"of really unique smells. And you"},{"speaker":"Eric Flow","startTime":822.28,"endTime":824.56,"body":"know, I'm glad to say our"},{"speaker":"Eric Flow","startTime":822.28,"endTime":824.56,"body":"industry, from a safety"},{"speaker":"Eric Flow","startTime":824.56,"endTime":827.98,"body":"perspective, has continued to"},{"speaker":"Eric Flow","startTime":824.56,"endTime":827.98,"body":"improve and improve. But boy,"},{"speaker":"Eric Flow","startTime":828.04,"endTime":831.04,"body":"you walk through some shops, and"},{"speaker":"Eric Flow","startTime":828.04,"endTime":831.04,"body":"I'm not implicating any of ours,"},{"speaker":"Eric Flow","startTime":831.04,"endTime":833.92,"body":"but you walk through some shops"},{"speaker":"Eric Flow","startTime":831.04,"endTime":833.92,"body":"and you see people, you're like,"},{"speaker":"Eric Flow","startTime":833.92,"endTime":838.66,"body":"oh, boy, those gloves back on."},{"speaker":"Eric Flow","startTime":833.92,"endTime":838.66,"body":"Do you need to eat"},{"speaker":"Paul J Daly","startTime":838.66,"endTime":841.08,"body":"the sandwich right"},{"speaker":"Paul J Daly","startTime":838.66,"endTime":841.08,"body":"now? Hands in the reducer to"},{"speaker":"Paul J Daly","startTime":841.08,"endTime":841.38,"body":"clean."},{"speaker":"Eric Flow","startTime":842.52,"endTime":844.8,"body":"Oh, I used to clean"},{"speaker":"Eric Flow","startTime":842.52,"endTime":844.8,"body":"my hands with brake cleaner. You"},{"speaker":"Eric Flow","startTime":844.8,"endTime":846.72,"body":"know, that's what everybody told"},{"speaker":"Eric Flow","startTime":844.8,"endTime":846.72,"body":"me to do."},{"speaker":"Unknown","startTime":848.04,"endTime":850.02,"body":"Oh, no, sorry, I didn't"},{"speaker":"Unknown","startTime":848.04,"endTime":850.02,"body":"pass"},{"speaker":"Unknown","startTime":850.08,"endTime":852.18,"body":"the statute of limitations on"},{"speaker":"Unknown","startTime":850.08,"endTime":852.18,"body":"that. But"},{"speaker":"Michael Cirillo","startTime":853.68,"endTime":856.74,"body":"how does, how"},{"speaker":"Michael Cirillo","startTime":853.68,"endTime":856.74,"body":"does all of the so I mean this,"},{"speaker":"Michael Cirillo","startTime":857.22,"endTime":861.38,"body":"I'm just the boys will tell you,"},{"speaker":"Michael Cirillo","startTime":857.22,"endTime":861.38,"body":"I take notes. I'm sitting here."},{"speaker":"Michael Cirillo","startTime":861.38,"endTime":866.9,"body":"I'm just so enthralled with"},{"speaker":"Michael Cirillo","startTime":861.38,"endTime":866.9,"body":"this. I'm kind of curious about"},{"speaker":"Michael Cirillo","startTime":866.9,"endTime":870.38,"body":"the DNA of the organization"},{"speaker":"Michael Cirillo","startTime":866.9,"endTime":870.38,"body":"where this all started. Right?"},{"speaker":"Michael Cirillo","startTime":870.38,"endTime":872.36,"body":"So your third or fourth gen?"},{"speaker":"Eric Flow","startTime":872.9,"endTime":876.14,"body":"So our company was"},{"speaker":"Eric Flow","startTime":872.9,"endTime":876.14,"body":"started by my grandfather, okay,"},{"speaker":"Eric Flow","startTime":876.2,"endTime":879.68,"body":"third generation. My great"},{"speaker":"Eric Flow","startTime":876.2,"endTime":879.68,"body":"grandfather was a Chevrolet"},{"speaker":"Eric Flow","startTime":879.68,"endTime":883.06,"body":"dealer back before the"},{"speaker":"Eric Flow","startTime":879.68,"endTime":883.06,"body":"depression, got out of the"},{"speaker":"Eric Flow","startTime":883.06,"endTime":885.82,"body":"business. During the Depression,"},{"speaker":"Eric Flow","startTime":883.06,"endTime":885.82,"body":"did some real estate"},{"speaker":"Eric Flow","startTime":885.82,"endTime":891.4,"body":"development, did a number of"},{"speaker":"Eric Flow","startTime":885.82,"endTime":891.4,"body":"other things. My grandfather was"},{"speaker":"Eric Flow","startTime":891.4,"endTime":895.06,"body":"in the army at the end of World"},{"speaker":"Eric Flow","startTime":891.4,"endTime":895.06,"body":"War Two, so he 96 now. So he"},{"speaker":"Eric Flow","startTime":895.06,"endTime":897.28,"body":"pretty young for that"},{"speaker":"Eric Flow","startTime":895.06,"endTime":897.28,"body":"generation. Still with us, doing"},{"speaker":"Eric Flow","startTime":897.28,"endTime":901.92,"body":"great. And he was. Stationed in"},{"speaker":"Eric Flow","startTime":897.28,"endTime":901.92,"body":"Japan at General Headquarters"},{"speaker":"Eric Flow","startTime":901.92,"endTime":905.7,"body":"with Douglas MacArthur. He was"},{"speaker":"Eric Flow","startTime":901.92,"endTime":905.7,"body":"actually Douglas MacArthur's"},{"speaker":"Eric Flow","startTime":905.7,"endTime":911.58,"body":"courier and aide for three, four"},{"speaker":"Eric Flow","startTime":905.7,"endTime":911.58,"body":"years in Japan at General"},{"speaker":"Eric Flow","startTime":911.58,"endTime":915.36,"body":"Headquarters, comes back to"},{"speaker":"Eric Flow","startTime":911.58,"endTime":915.36,"body":"America, goes to Wake Forest."},{"speaker":"Eric Flow","startTime":915.36,"endTime":919.98,"body":"Wants to get in the automobile"},{"speaker":"Eric Flow","startTime":915.36,"endTime":919.98,"body":"business, gets a job as Henry"},{"speaker":"Eric Flow","startTime":919.98,"endTime":927.5,"body":"Ford the second private"},{"speaker":"Eric Flow","startTime":919.98,"endTime":927.5,"body":"secretary, assistant, what leads"},{"speaker":"Eric Flow","startTime":927.5,"endTime":930.56,"body":"to the other one? Yes, it was a"},{"speaker":"Eric Flow","startTime":927.5,"endTime":930.56,"body":"very close network in America"},{"speaker":"Eric Flow","startTime":930.56,"endTime":933.74,"body":"that point in time, right? Yeah,"},{"speaker":"Eric Flow","startTime":930.56,"endTime":933.74,"body":"moves to Detroit. Is there for a"},{"speaker":"Eric Flow","startTime":933.74,"endTime":938.12,"body":"little while. From the south,"},{"speaker":"Eric Flow","startTime":933.74,"endTime":938.12,"body":"it's cold, it's snowy. There's"},{"speaker":"Eric Flow","startTime":938.12,"endTime":941.98,"body":"no EPA. The snow is like black,"},{"speaker":"Eric Flow","startTime":938.12,"endTime":941.98,"body":"right there for a year and a"},{"speaker":"Eric Flow","startTime":941.98,"endTime":944.74,"body":"half or something, says, I want"},{"speaker":"Eric Flow","startTime":941.98,"endTime":944.74,"body":"to move back. Becomes a partner"},{"speaker":"Eric Flow","startTime":944.74,"endTime":950.74,"body":"in a Ford store in elk in North"},{"speaker":"Eric Flow","startTime":944.74,"endTime":950.74,"body":"Carolina. And my grandmother"},{"speaker":"Eric Flow","startTime":950.74,"endTime":953.2,"body":"grew up. Her family was from"},{"speaker":"Eric Flow","startTime":950.74,"endTime":953.2,"body":"Arkansas, but she grew up"},{"speaker":"Eric Flow","startTime":953.2,"endTime":955.66,"body":"outside of Chicago and outside"},{"speaker":"Eric Flow","startTime":953.2,"endTime":955.66,"body":"of New York, and then moved to"},{"speaker":"Eric Flow","startTime":955.66,"endTime":958.72,"body":"Winston Salem because her grand"},{"speaker":"Eric Flow","startTime":955.66,"endTime":958.72,"body":"her dad, worked for Bell South,"},{"speaker":"Eric Flow","startTime":958.72,"endTime":961.98,"body":"which was had a regional"},{"speaker":"Eric Flow","startTime":958.72,"endTime":961.98,"body":"headquarter in Winston Salem, so"},{"speaker":"Eric Flow","startTime":961.98,"endTime":964.56,"body":"she's in elk in North Carolina,"},{"speaker":"Eric Flow","startTime":961.98,"endTime":964.56,"body":"which is a small little town."},{"speaker":"Eric Flow","startTime":964.74,"endTime":969.12,"body":"She has my dad. She's pregnant"},{"speaker":"Eric Flow","startTime":964.74,"endTime":969.12,"body":"with my uncle, and sort of like,"},{"speaker":"Eric Flow","startTime":969.12,"endTime":972.54,"body":"hey, I need to move to a bigger"},{"speaker":"Eric Flow","startTime":969.12,"endTime":972.54,"body":"town. Can we move to a bigger"},{"speaker":"Eric Flow","startTime":972.54,"endTime":979.2,"body":"town? So they moved to Winston"},{"speaker":"Eric Flow","startTime":972.54,"endTime":979.2,"body":"Salem, where he opened the used"},{"speaker":"Eric Flow","startTime":979.2,"endTime":982.52,"body":"car lot before we had any new"},{"speaker":"Eric Flow","startTime":979.2,"endTime":982.52,"body":"car franchises, because he sold"},{"speaker":"Eric Flow","startTime":982.52,"endTime":987.38,"body":"out of his partnership in Elkin."},{"speaker":"Eric Flow","startTime":982.52,"endTime":987.38,"body":"And actually my grandfather,"},{"speaker":"Eric Flow","startTime":987.38,"endTime":991.1,"body":"when he was opening his first"},{"speaker":"Eric Flow","startTime":987.38,"endTime":991.1,"body":"store in Winston, got my great"},{"speaker":"Eric Flow","startTime":991.1,"endTime":993.5,"body":"grandfather, his dad, who had"},{"speaker":"Eric Flow","startTime":991.1,"endTime":993.5,"body":"retired and had been a dealer"},{"speaker":"Eric Flow","startTime":993.5,"endTime":997.22,"body":"way back, to come be a service"},{"speaker":"Eric Flow","startTime":993.5,"endTime":997.22,"body":"manager for him when he opened"},{"speaker":"Eric Flow","startTime":997.22,"endTime":1000.34,"body":"his store. Like, Hey, Dad, can"},{"speaker":"Eric Flow","startTime":997.22,"endTime":1000.34,"body":"you come help me out?"},{"speaker":"Michael Cirillo","startTime":1001.06,"endTime":1004.38,"body":"So what? What I"},{"speaker":"Michael Cirillo","startTime":1001.06,"endTime":1004.38,"body":"mean, this is actually really"},{"speaker":"Michael Cirillo","startTime":1004.38,"endTime":1006.96,"body":"interesting to me as I as I"},{"speaker":"Michael Cirillo","startTime":1004.38,"endTime":1006.96,"body":"think about this, you know,"},{"speaker":"Michael Cirillo","startTime":1007.02,"endTime":1010.8,"body":"experience in war, Henry Ford,"},{"speaker":"Michael Cirillo","startTime":1007.02,"endTime":1010.8,"body":"Secretary, you know, Detroit,"},{"speaker":"Michael Cirillo","startTime":1010.8,"endTime":1018.12,"body":"all these moves. And I think"},{"speaker":"Michael Cirillo","startTime":1010.8,"endTime":1018.12,"body":"about at, at what point, see,"},{"speaker":"Michael Cirillo","startTime":1018.18,"endTime":1021.14,"body":"I'm so intrigued by this, I want"},{"speaker":"Michael Cirillo","startTime":1018.18,"endTime":1021.14,"body":"to ask the question, right?"},{"speaker":"Michael Cirillo","startTime":1021.8,"endTime":1027.08,"body":"Because when you talk about"},{"speaker":"Michael Cirillo","startTime":1021.8,"endTime":1027.08,"body":"covenant community, customer,"},{"speaker":"Michael Cirillo","startTime":1027.14,"endTime":1030.86,"body":"you know the intentionality"},{"speaker":"Michael Cirillo","startTime":1027.14,"endTime":1030.86,"body":"behind all of those things? Who?"},{"speaker":"Michael Cirillo","startTime":1030.86,"endTime":1032.3,"body":"Who's responsible?"},{"speaker":"Eric Flow","startTime":1032.66,"endTime":1036.5,"body":"Yeah, so I would say,"},{"speaker":"Eric Flow","startTime":1032.66,"endTime":1036.5,"body":"you know, my grandfather started"},{"speaker":"Eric Flow","startTime":1036.5,"endTime":1039.38,"body":"with that culture, sort of in"},{"speaker":"Eric Flow","startTime":1036.5,"endTime":1039.38,"body":"terms of what I mentioned about"},{"speaker":"Eric Flow","startTime":1039.38,"endTime":1043.78,"body":"used cars and etc. And then my"},{"speaker":"Eric Flow","startTime":1039.38,"endTime":1043.78,"body":"dad really, really grew that"},{"speaker":"Eric Flow","startTime":1043.78,"endTime":1046.24,"body":"culture in a super intentional"},{"speaker":"Eric Flow","startTime":1043.78,"endTime":1046.24,"body":"way. So my father went to"},{"speaker":"Eric Flow","startTime":1046.24,"endTime":1049.48,"body":"University of Virginia as well."},{"speaker":"Eric Flow","startTime":1046.24,"endTime":1049.48,"body":"I went there. My wife went"},{"speaker":"Eric Flow","startTime":1049.48,"endTime":1052.42,"body":"there. My mom went there, my"},{"speaker":"Eric Flow","startTime":1049.48,"endTime":1052.42,"body":"sisters went there. So it's sort"},{"speaker":"Eric Flow","startTime":1052.42,"endTime":1057.58,"body":"of a whole family thing. And"},{"speaker":"Eric Flow","startTime":1052.42,"endTime":1057.58,"body":"post UVA, before he started with"},{"speaker":"Eric Flow","startTime":1057.58,"endTime":1061.38,"body":"my grandfather's business, my"},{"speaker":"Eric Flow","startTime":1057.58,"endTime":1061.38,"body":"dad's very faithful individual."},{"speaker":"Eric Flow","startTime":1061.44,"endTime":1064.8,"body":"Went to a college in Vancouver,"},{"speaker":"Eric Flow","startTime":1061.44,"endTime":1064.8,"body":"British company called Regent"},{"speaker":"Eric Flow","startTime":1064.8,"endTime":1067.14,"body":"college, and he was really"},{"speaker":"Eric Flow","startTime":1064.8,"endTime":1067.14,"body":"struggling about how to live out"},{"speaker":"Eric Flow","startTime":1067.14,"endTime":1070.62,"body":"his faith in business at the"},{"speaker":"Eric Flow","startTime":1067.14,"endTime":1070.62,"body":"same time. And can you be a"},{"speaker":"Eric Flow","startTime":1070.62,"endTime":1073.2,"body":"faith oriented business? Can you"},{"speaker":"Eric Flow","startTime":1070.62,"endTime":1073.2,"body":"be a faithful person? Can you be"},{"speaker":"Eric Flow","startTime":1073.2,"endTime":1075.96,"body":"a person who focuses on doing"},{"speaker":"Eric Flow","startTime":1073.2,"endTime":1075.96,"body":"good in the world and in your"},{"speaker":"Eric Flow","startTime":1075.96,"endTime":1080.04,"body":"community through your business?"},{"speaker":"Eric Flow","startTime":1075.96,"endTime":1080.04,"body":"Or do I need to go into ministry"},{"speaker":"Eric Flow","startTime":1080.04,"endTime":1082.16,"body":"to really live that creed, and"},{"speaker":"Eric Flow","startTime":1080.04,"endTime":1082.16,"body":"really because he liked"},{"speaker":"Eric Flow","startTime":1082.16,"endTime":1085.46,"body":"business, and it was no I can, I"},{"speaker":"Eric Flow","startTime":1082.16,"endTime":1085.46,"body":"can have a company and grow a"},{"speaker":"Eric Flow","startTime":1085.46,"endTime":1087.86,"body":"company, have a vision for a"},{"speaker":"Eric Flow","startTime":1085.46,"endTime":1087.86,"body":"company in a way that serves a"},{"speaker":"Eric Flow","startTime":1087.86,"endTime":1091.16,"body":"mission as well for individuals"},{"speaker":"Eric Flow","startTime":1087.86,"endTime":1091.16,"body":"and for our community. And so I"},{"speaker":"Eric Flow","startTime":1091.16,"endTime":1094.64,"body":"would say my my father, is"},{"speaker":"Eric Flow","startTime":1091.16,"endTime":1094.64,"body":"really responsible for driving"},{"speaker":"Eric Flow","startTime":1094.64,"endTime":1097.34,"body":"the orientation, or formalizing"},{"speaker":"Eric Flow","startTime":1094.64,"endTime":1097.34,"body":"that orientation, growing that"},{"speaker":"Eric Flow","startTime":1097.34,"endTime":1100.84,"body":"orientation, and really driving"},{"speaker":"Eric Flow","startTime":1097.34,"endTime":1100.84,"body":"it in that direction. And he's"},{"speaker":"Eric Flow","startTime":1101.14,"endTime":1103.78,"body":"very thoughtful about those"},{"speaker":"Eric Flow","startTime":1101.14,"endTime":1103.78,"body":"things, and they're at the core"},{"speaker":"Eric Flow","startTime":1103.78,"endTime":1108.52,"body":"and underpinning of everything"},{"speaker":"Eric Flow","startTime":1103.78,"endTime":1108.52,"body":"we do. You know, we've turned"},{"speaker":"Eric Flow","startTime":1108.52,"endTime":1112.3,"body":"down lots of opportunities"},{"speaker":"Eric Flow","startTime":1108.52,"endTime":1112.3,"body":"because they didn't fit the way"},{"speaker":"Eric Flow","startTime":1112.6,"endTime":1116.2,"body":"who we are and how we want to"},{"speaker":"Eric Flow","startTime":1112.6,"endTime":1116.2,"body":"live. And we've made lots of"},{"speaker":"Eric Flow","startTime":1116.2,"endTime":1119.5,"body":"business decisions that, you"},{"speaker":"Eric Flow","startTime":1116.2,"endTime":1119.5,"body":"know, some people would argue"},{"speaker":"Eric Flow","startTime":1119.5,"endTime":1121.84,"body":"what the right decision for the"},{"speaker":"Eric Flow","startTime":1119.5,"endTime":1121.84,"body":"short run, but we would argue"},{"speaker":"Eric Flow","startTime":1121.84,"endTime":1124.08,"body":"the right decision for the right"},{"speaker":"Eric Flow","startTime":1121.84,"endTime":1124.08,"body":"decision for the long run. And"},{"speaker":"Eric Flow","startTime":1124.08,"endTime":1127.2,"body":"as I said the beginning, you can"},{"speaker":"Eric Flow","startTime":1124.08,"endTime":1127.2,"body":"do the right thing because of"},{"speaker":"Eric Flow","startTime":1127.44,"endTime":1130.62,"body":"who you are and how you want to"},{"speaker":"Eric Flow","startTime":1127.44,"endTime":1130.62,"body":"live and do the right thing"},{"speaker":"Eric Flow","startTime":1130.62,"endTime":1133.02,"body":"because it's the right economic"},{"speaker":"Eric Flow","startTime":1130.62,"endTime":1133.02,"body":"decision. I think most of our"},{"speaker":"Eric Flow","startTime":1133.02,"endTime":1135.6,"body":"decisions that we make, and we"},{"speaker":"Eric Flow","startTime":1133.02,"endTime":1135.6,"body":"would make them either way if it"},{"speaker":"Eric Flow","startTime":1135.6,"endTime":1138.96,"body":"was the right thing to do, but I"},{"speaker":"Eric Flow","startTime":1135.6,"endTime":1138.96,"body":"think they're all really served"},{"speaker":"Eric Flow","startTime":1139.08,"endTime":1142.16,"body":"both purposes. I think people"},{"speaker":"Eric Flow","startTime":1139.08,"endTime":1142.16,"body":"want to do business and want to"},{"speaker":"Eric Flow","startTime":1142.16,"endTime":1146.72,"body":"work for an organization that is"},{"speaker":"Eric Flow","startTime":1142.16,"endTime":1146.72,"body":"mission aligned with, you know,"},{"speaker":"Eric Flow","startTime":1147.14,"endTime":1148.28,"body":"in that manner, yeah. And"},{"speaker":"Kyle Mountsier","startTime":1148.28,"endTime":1149.96,"body":"I think"},{"speaker":"Kyle Mountsier","startTime":1148.28,"endTime":1149.96,"body":"actually, this is a, it's a"},{"speaker":"Kyle Mountsier","startTime":1149.96,"endTime":1153.26,"body":"question that we come up a lot"},{"speaker":"Kyle Mountsier","startTime":1149.96,"endTime":1153.26,"body":"on, because we, like our focus"},{"speaker":"Kyle Mountsier","startTime":1153.26,"endTime":1155.96,"body":"is a lot around the people side"},{"speaker":"Kyle Mountsier","startTime":1153.26,"endTime":1155.96,"body":"of the business thriving people"},{"speaker":"Kyle Mountsier","startTime":1156.02,"endTime":1159.38,"body":"provide thriving profits. But"},{"speaker":"Kyle Mountsier","startTime":1156.02,"endTime":1159.38,"body":"the question is always like, how"},{"speaker":"Kyle Mountsier","startTime":1159.38,"endTime":1162.52,"body":"do you turn that in? Because,"},{"speaker":"Kyle Mountsier","startTime":1159.38,"endTime":1162.52,"body":"you know, we've been on this"},{"speaker":"Kyle Mountsier","startTime":1162.52,"endTime":1165.64,"body":"podcast for, I don't know, 15,"},{"speaker":"Kyle Mountsier","startTime":1162.52,"endTime":1165.64,"body":"1617, minutes, something like"},{"speaker":"Kyle Mountsier","startTime":1165.64,"endTime":1169.0,"body":"that. And a lot of people could"},{"speaker":"Kyle Mountsier","startTime":1165.64,"endTime":1169.0,"body":"be like, Oh, nap, nap pods and"},{"speaker":"Kyle Mountsier","startTime":1169.0,"endTime":1172.66,"body":"ping pong tables never sell you"},{"speaker":"Kyle Mountsier","startTime":1169.0,"endTime":1172.66,"body":"a single car, right? But you"},{"speaker":"Kyle Mountsier","startTime":1172.66,"endTime":1173.32,"body":"don't, oh."},{"speaker":"Eric Flow","startTime":1173.44,"endTime":1176.68,"body":"So we talk about, you"},{"speaker":"Eric Flow","startTime":1173.44,"endTime":1176.68,"body":"have to be high care and high"},{"speaker":"Eric Flow","startTime":1176.68,"endTime":1179.08,"body":"challenge and we're very high"},{"speaker":"Eric Flow","startTime":1176.68,"endTime":1179.08,"body":"challenge organization, right?"},{"speaker":"Eric Flow","startTime":1179.08,"endTime":1181.74,"body":"And we like to say, What's in a"},{"speaker":"Eric Flow","startTime":1179.08,"endTime":1181.74,"body":"high challenge organization"},{"speaker":"Eric Flow","startTime":1181.74,"endTime":1186.24,"body":"without care is a meat grinder."},{"speaker":"Eric Flow","startTime":1181.74,"endTime":1186.24,"body":"You get a certain sort of"},{"speaker":"Eric Flow","startTime":1186.24,"endTime":1189.24,"body":"psychological profile that likes"},{"speaker":"Eric Flow","startTime":1186.24,"endTime":1189.24,"body":"that they're not generally great"},{"speaker":"Eric Flow","startTime":1189.24,"endTime":1194.04,"body":"with employees and customers and"},{"speaker":"Eric Flow","startTime":1189.24,"endTime":1194.04,"body":"everybody else churns and leaves"},{"speaker":"Eric Flow","startTime":1194.04,"endTime":1198.54,"body":"on time. High care only is a"},{"speaker":"Eric Flow","startTime":1194.04,"endTime":1198.54,"body":"therapy session, right? So you"},{"speaker":"Eric Flow","startTime":1198.54,"endTime":1202.4,"body":"have to have both. It has to be"},{"speaker":"Eric Flow","startTime":1198.54,"endTime":1202.4,"body":"high. High, high challenge and"},{"speaker":"Eric Flow","startTime":1202.4,"endTime":1204.68,"body":"high care. You know, I think a"},{"speaker":"Eric Flow","startTime":1202.4,"endTime":1204.68,"body":"lot, my father played football"},{"speaker":"Eric Flow","startTime":1204.68,"endTime":1206.54,"body":"in college, and I played"},{"speaker":"Eric Flow","startTime":1204.68,"endTime":1206.54,"body":"football for a long time. I"},{"speaker":"Eric Flow","startTime":1206.54,"endTime":1210.08,"body":"think a lot of us that sports"},{"speaker":"Eric Flow","startTime":1206.54,"endTime":1210.08,"body":"mentality of, we got to get this"},{"speaker":"Eric Flow","startTime":1210.08,"endTime":1212.24,"body":"first down, we got to hit this"},{"speaker":"Eric Flow","startTime":1210.08,"endTime":1212.24,"body":"three, you know, this free"},{"speaker":"Eric Flow","startTime":1212.24,"endTime":1215.84,"body":"throw, we got to do whatever."},{"speaker":"Eric Flow","startTime":1212.24,"endTime":1215.84,"body":"And we can go do it guys, and"},{"speaker":"Eric Flow","startTime":1215.84,"endTime":1219.02,"body":"we're doing this together as a"},{"speaker":"Eric Flow","startTime":1215.84,"endTime":1219.02,"body":"team, right? And it's, it's both"},{"speaker":"Eric Flow","startTime":1219.02,"endTime":1220.04,"body":"of those things together."},{"speaker":"Kyle Mountsier","startTime":1220.7,"endTime":1223.0,"body":"So, but how do"},{"speaker":"Kyle Mountsier","startTime":1220.7,"endTime":1223.0,"body":"you transition? Because you all"},{"speaker":"Kyle Mountsier","startTime":1223.0,"endTime":1228.04,"body":"have been like, leading edge,"},{"speaker":"Kyle Mountsier","startTime":1223.0,"endTime":1228.04,"body":"right, bespoke website,"},{"speaker":"Kyle Mountsier","startTime":1228.04,"endTime":1233.38,"body":"platform, like investor in"},{"speaker":"Kyle Mountsier","startTime":1228.04,"endTime":1233.38,"body":"multiple tech companies. In the"},{"speaker":"Kyle Mountsier","startTime":1233.38,"endTime":1236.92,"body":"auto industry, you've grown to"},{"speaker":"Kyle Mountsier","startTime":1233.38,"endTime":1236.92,"body":"50 rooftops. What are you doing"},{"speaker":"Kyle Mountsier","startTime":1236.92,"endTime":1241.8,"body":"right now that is challenging,"},{"speaker":"Kyle Mountsier","startTime":1236.92,"endTime":1241.8,"body":"kind of the status quo of like"},{"speaker":"Kyle Mountsier","startTime":1241.86,"endTime":1248.4,"body":"moving consumers into covenant"},{"speaker":"Kyle Mountsier","startTime":1241.86,"endTime":1248.4,"body":"clients, right? Yeah. So we're,"},{"speaker":"Eric Flow","startTime":1250.86,"endTime":1253.98,"body":"you know, we're"},{"speaker":"Eric Flow","startTime":1250.86,"endTime":1253.98,"body":"really focused on trying to make"},{"speaker":"Eric Flow","startTime":1253.98,"endTime":1258.36,"body":"we're focused on two things"},{"speaker":"Eric Flow","startTime":1253.98,"endTime":1258.36,"body":"simultaneously. One is employee"},{"speaker":"Eric Flow","startTime":1258.36,"endTime":1262.28,"body":"training, learning and building"},{"speaker":"Eric Flow","startTime":1258.36,"endTime":1262.28,"body":"out our LMS and dealing with the"},{"speaker":"Eric Flow","startTime":1262.28,"endTime":1264.5,"body":"issues of scale, right? Because"},{"speaker":"Eric Flow","startTime":1262.28,"endTime":1264.5,"body":"it used to be a lot easier."},{"speaker":"Eric Flow","startTime":1264.5,"endTime":1266.72,"body":"Well, let's get all the sales"},{"speaker":"Eric Flow","startTime":1264.5,"endTime":1266.72,"body":"managers together and we're"},{"speaker":"Eric Flow","startTime":1266.72,"endTime":1269.84,"body":"going to work on this, and we'll"},{"speaker":"Eric Flow","startTime":1266.72,"endTime":1269.84,"body":"do this once a week for the next"},{"speaker":"Eric Flow","startTime":1269.84,"endTime":1273.92,"body":"four weeks, and oh my gosh,"},{"speaker":"Eric Flow","startTime":1269.84,"endTime":1273.92,"body":"that's a lot of people coming"},{"speaker":"Eric Flow","startTime":1273.92,"endTime":1276.44,"body":"from several hours away, and"},{"speaker":"Eric Flow","startTime":1273.92,"endTime":1276.44,"body":"they're not in the store and"},{"speaker":"Eric Flow","startTime":1276.44,"endTime":1279.74,"body":"they're not with their families."},{"speaker":"Eric Flow","startTime":1276.44,"endTime":1279.74,"body":"That's tough, right? And so"},{"speaker":"Eric Flow","startTime":1279.74,"endTime":1282.16,"body":"we're working on how to use"},{"speaker":"Eric Flow","startTime":1279.74,"endTime":1282.16,"body":"technology to really help us"},{"speaker":"Eric Flow","startTime":1282.46,"endTime":1286.9,"body":"continually train and reinforce"},{"speaker":"Eric Flow","startTime":1282.46,"endTime":1286.9,"body":"our culture and sort of those"},{"speaker":"Eric Flow","startTime":1286.9,"endTime":1289.96,"body":"business processes. And then"},{"speaker":"Eric Flow","startTime":1286.9,"endTime":1289.96,"body":"we're also really focused on"},{"speaker":"Eric Flow","startTime":1289.96,"endTime":1293.86,"body":"helping our customers do"},{"speaker":"Eric Flow","startTime":1289.96,"endTime":1293.86,"body":"business with us more easily, at"},{"speaker":"Eric Flow","startTime":1293.86,"endTime":1296.92,"body":"least the let's call it the 8020"},{"speaker":"Eric Flow","startTime":1293.86,"endTime":1296.92,"body":"where we want customers who want"},{"speaker":"Eric Flow","startTime":1296.92,"endTime":1299.2,"body":"to do something that's pretty"},{"speaker":"Eric Flow","startTime":1296.92,"endTime":1299.2,"body":"simple with us, whether it's"},{"speaker":"Eric Flow","startTime":1299.2,"endTime":1303.0,"body":"service or sales, be able to do"},{"speaker":"Eric Flow","startTime":1299.2,"endTime":1303.0,"body":"that in a way that's easier than"},{"speaker":"Eric Flow","startTime":1303.0,"endTime":1307.98,"body":"everybody around us, and then in"},{"speaker":"Eric Flow","startTime":1303.0,"endTime":1307.98,"body":"so doing, we want to free"},{"speaker":"Eric Flow","startTime":1307.98,"endTime":1313.8,"body":"ourselves up to have more time"},{"speaker":"Eric Flow","startTime":1307.98,"endTime":1313.8,"body":"with more humans to handle those"},{"speaker":"Eric Flow","startTime":1313.8,"endTime":1317.7,"body":"more challenging cases. Right?"},{"speaker":"Eric Flow","startTime":1313.8,"endTime":1317.7,"body":"So, you know, hey, listen,"},{"speaker":"Eric Flow","startTime":1317.7,"endTime":1323.0,"body":"there's no reason that I need a"},{"speaker":"Eric Flow","startTime":1317.7,"endTime":1323.0,"body":"human to tell you the value of a"},{"speaker":"Eric Flow","startTime":1324.14,"endTime":1327.62,"body":"five year old Toyota Camry with"},{"speaker":"Eric Flow","startTime":1324.14,"endTime":1327.62,"body":"50,000 miles in a clean Carfax."},{"speaker":"Eric Flow","startTime":1327.62,"endTime":1332.78,"body":"If I can't do that, something is"},{"speaker":"Eric Flow","startTime":1327.62,"endTime":1332.78,"body":"really wrong in 2025 right now,"},{"speaker":"Eric Flow","startTime":1333.38,"endTime":1341.62,"body":"a, you know, two year old,"},{"speaker":"Eric Flow","startTime":1333.38,"endTime":1341.62,"body":"$90,000 car with a CARFAX minor"},{"speaker":"Eric Flow","startTime":1341.62,"endTime":1345.1,"body":"incident and a this and that. I"},{"speaker":"Eric Flow","startTime":1341.62,"endTime":1345.1,"body":"think I want to look at that car"},{"speaker":"Eric Flow","startTime":1345.1,"endTime":1347.92,"body":"and figure out what's actually"},{"speaker":"Eric Flow","startTime":1345.1,"endTime":1347.92,"body":"going on. That's right. Same"},{"speaker":"Eric Flow","startTime":1347.92,"endTime":1352.06,"body":"thing with Hey, you got to, you"},{"speaker":"Eric Flow","startTime":1347.92,"endTime":1352.06,"body":"know, pretty easy, cash deal,"},{"speaker":"Eric Flow","startTime":1352.06,"endTime":1354.76,"body":"buyer, etc. I should be able to"},{"speaker":"Eric Flow","startTime":1352.06,"endTime":1354.76,"body":"make that a really easy with a"},{"speaker":"Eric Flow","startTime":1354.76,"endTime":1359.5,"body":"customer, hey, credit challenge,"},{"speaker":"Eric Flow","startTime":1354.76,"endTime":1359.5,"body":"multiple co signers, multiple"},{"speaker":"Eric Flow","startTime":1359.5,"endTime":1363.72,"body":"trade in vehicles, negative"},{"speaker":"Eric Flow","startTime":1359.5,"endTime":1363.72,"body":"equity, whatever it is, okay,"},{"speaker":"Eric Flow","startTime":1363.84,"endTime":1366.78,"body":"that's where humans shine. We"},{"speaker":"Eric Flow","startTime":1363.84,"endTime":1366.78,"body":"get to go solve that problem for"},{"speaker":"Eric Flow","startTime":1366.78,"endTime":1369.42,"body":"that customer. And so we're"},{"speaker":"Eric Flow","startTime":1366.78,"endTime":1369.42,"body":"really focused on, kind of"},{"speaker":"Eric Flow","startTime":1369.48,"endTime":1372.54,"body":"trying to create multiple"},{"speaker":"Eric Flow","startTime":1369.48,"endTime":1372.54,"body":"pathways for our customers to"},{"speaker":"Eric Flow","startTime":1372.54,"endTime":1375.9,"body":"engage with us in the way that"},{"speaker":"Eric Flow","startTime":1372.54,"endTime":1375.9,"body":"makes sense for their for their"},{"speaker":"Eric Flow","startTime":1375.9,"endTime":1376.44,"body":"scenario."},{"speaker":"Paul J Daly","startTime":1376.86,"endTime":1379.26,"body":"You know, I think"},{"speaker":"Paul J Daly","startTime":1376.86,"endTime":1379.26,"body":"one of the one of the primary"},{"speaker":"Paul J Daly","startTime":1379.26,"endTime":1384.26,"body":"ways that we get an at bat"},{"speaker":"Paul J Daly","startTime":1379.26,"endTime":1384.26,"body":"anyway. Is is on the website,"},{"speaker":"Paul J Daly","startTime":1384.26,"endTime":1388.7,"body":"and we know that. And you know"},{"speaker":"Paul J Daly","startTime":1384.26,"endTime":1388.7,"body":"the intentionality behind what"},{"speaker":"Paul J Daly","startTime":1388.7,"endTime":1391.64,"body":"we say to customers on our"},{"speaker":"Paul J Daly","startTime":1388.7,"endTime":1391.64,"body":"website, about ourselves, how"},{"speaker":"Paul J Daly","startTime":1391.64,"endTime":1396.02,"body":"the vehicle looks in photos,"},{"speaker":"Paul J Daly","startTime":1391.64,"endTime":1396.02,"body":"right? All, all of those things"},{"speaker":"Paul J Daly","startTime":1396.02,"endTime":1398.78,"body":"make a massive difference, and I"},{"speaker":"Paul J Daly","startTime":1396.02,"endTime":1398.78,"body":"think they say something about"},{"speaker":"Paul J Daly","startTime":1398.78,"endTime":1401.98,"body":"who we are, and the partnerships"},{"speaker":"Paul J Daly","startTime":1398.78,"endTime":1401.98,"body":"that we have with tech"},{"speaker":"Paul J Daly","startTime":1401.98,"endTime":1404.68,"body":"companies, dealers have with"},{"speaker":"Paul J Daly","startTime":1401.98,"endTime":1404.68,"body":"tech companies, and the"},{"speaker":"Paul J Daly","startTime":1404.68,"endTime":1408.88,"body":"willingness to like help you"},{"speaker":"Paul J Daly","startTime":1404.68,"endTime":1408.88,"body":"accomplish your goals in that,"},{"speaker":"Paul J Daly","startTime":1408.88,"endTime":1411.64,"body":"what do you look for in an"},{"speaker":"Paul J Daly","startTime":1408.88,"endTime":1411.64,"body":"industry partner when it comes"},{"speaker":"Paul J Daly","startTime":1411.64,"endTime":1415.96,"body":"to, you know, for instance, your"},{"speaker":"Paul J Daly","startTime":1411.64,"endTime":1415.96,"body":"website, or making things easy"},{"speaker":"Paul J Daly","startTime":1415.96,"endTime":1417.4,"body":"for the customer to see what you"},{"speaker":"Paul J Daly","startTime":1415.96,"endTime":1417.4,"body":"have?"},{"speaker":"Eric Flow","startTime":1418.24,"endTime":1423.18,"body":"Yeah, so, you know,"},{"speaker":"Eric Flow","startTime":1418.24,"endTime":1423.18,"body":"vendor selection is a is really"},{"speaker":"Eric Flow","startTime":1423.18,"endTime":1427.98,"body":"important for us. And you know,"},{"speaker":"Eric Flow","startTime":1423.18,"endTime":1427.98,"body":"from a merchandising"},{"speaker":"Eric Flow","startTime":1427.98,"endTime":1430.62,"body":"perspective, we're not selling"},{"speaker":"Eric Flow","startTime":1427.98,"endTime":1430.62,"body":"anything if it's not"},{"speaker":"Eric Flow","startTime":1430.62,"endTime":1433.02,"body":"merchandise. Well, I can tell"},{"speaker":"Eric Flow","startTime":1430.62,"endTime":1433.02,"body":"you that from our experience"},{"speaker":"Eric Flow","startTime":1433.02,"endTime":1435.96,"body":"with CDK last year, and it's no"},{"speaker":"Eric Flow","startTime":1433.02,"endTime":1435.96,"body":"shady and CDK, I think they're a"},{"speaker":"Eric Flow","startTime":1435.96,"endTime":1440.04,"body":"great organization who had a lot"},{"speaker":"Eric Flow","startTime":1435.96,"endTime":1440.04,"body":"of more security than any of us"},{"speaker":"Eric Flow","startTime":1440.04,"endTime":1442.7,"body":"will ever have. And you know,"},{"speaker":"Eric Flow","startTime":1440.04,"endTime":1442.7,"body":"they had this unfortunate"},{"speaker":"Eric Flow","startTime":1442.7,"endTime":1445.46,"body":"experience. But I can tell you,"},{"speaker":"Eric Flow","startTime":1442.7,"endTime":1445.46,"body":"if things aren't on the website"},{"speaker":"Eric Flow","startTime":1445.46,"endTime":1447.74,"body":"to sell, you're not going to"},{"speaker":"Eric Flow","startTime":1445.46,"endTime":1447.74,"body":"sell them in today's world,"},{"speaker":"Eric Flow","startTime":1447.74,"endTime":1452.78,"body":"right? Pull it behind the bar."},{"speaker":"Eric Flow","startTime":1447.74,"endTime":1452.78,"body":"Really important. And so, you"},{"speaker":"Eric Flow","startTime":1452.78,"endTime":1455.3,"body":"know, we have to have vendors"},{"speaker":"Eric Flow","startTime":1452.78,"endTime":1455.3,"body":"who can help us have our"},{"speaker":"Eric Flow","startTime":1455.3,"endTime":1458.12,"body":"vehicles online. Now, a lot of"},{"speaker":"Eric Flow","startTime":1455.3,"endTime":1458.12,"body":"what we do is look for vendors"},{"speaker":"Eric Flow","startTime":1458.12,"endTime":1460.46,"body":"that can fit within our"},{"speaker":"Eric Flow","startTime":1458.12,"endTime":1460.46,"body":"ecosystem, because we have sort"},{"speaker":"Eric Flow","startTime":1460.46,"endTime":1462.98,"body":"of a different tech stack and"},{"speaker":"Eric Flow","startTime":1460.46,"endTime":1462.98,"body":"ecosystem than a lot of other"},{"speaker":"Eric Flow","startTime":1462.98,"endTime":1464.68,"body":"ecosystem than a lot of other"},{"speaker":"Eric Flow","startTime":1462.98,"endTime":1464.68,"body":"dealers. You know, we have our"},{"speaker":"Eric Flow","startTime":1464.68,"endTime":1467.56,"body":"own DBM digital vehicle"},{"speaker":"Eric Flow","startTime":1464.68,"endTime":1467.56,"body":"inventory management system that"},{"speaker":"Eric Flow","startTime":1467.56,"endTime":1470.68,"body":"we built back before those"},{"speaker":"Eric Flow","startTime":1467.56,"endTime":1470.68,"body":"existed, and we continue to use"},{"speaker":"Eric Flow","startTime":1470.68,"endTime":1473.08,"body":"and we've just gone through some"},{"speaker":"Eric Flow","startTime":1470.68,"endTime":1473.08,"body":"changes with it and tried some"},{"speaker":"Eric Flow","startTime":1473.08,"endTime":1476.44,"body":"other things and gone back to"},{"speaker":"Eric Flow","startTime":1473.08,"endTime":1476.44,"body":"it, because it's how we price"},{"speaker":"Eric Flow","startTime":1476.44,"endTime":1479.32,"body":"vehicles, syndicate pictures,"},{"speaker":"Eric Flow","startTime":1476.44,"endTime":1479.32,"body":"syndicate descriptions. It's"},{"speaker":"Eric Flow","startTime":1479.38,"endTime":1482.82,"body":"where we bring in external data"},{"speaker":"Eric Flow","startTime":1479.38,"endTime":1482.82,"body":"to help us price those vehicles"},{"speaker":"Eric Flow","startTime":1482.82,"endTime":1485.16,"body":"and create those descriptions"},{"speaker":"Eric Flow","startTime":1482.82,"endTime":1485.16,"body":"the right way. And so when it"},{"speaker":"Eric Flow","startTime":1485.16,"endTime":1487.92,"body":"comes to partners, we're looking"},{"speaker":"Eric Flow","startTime":1485.16,"endTime":1487.92,"body":"for partners that can do a"},{"speaker":"Eric Flow","startTime":1488.1,"endTime":1492.54,"body":"couple of things for us. One, we"},{"speaker":"Eric Flow","startTime":1488.1,"endTime":1492.54,"body":"want those partners to be"},{"speaker":"Eric Flow","startTime":1492.54,"endTime":1495.72,"body":"providing a product that we"},{"speaker":"Eric Flow","startTime":1492.54,"endTime":1495.72,"body":"wouldn't build ourselves because"},{"speaker":"Eric Flow","startTime":1495.72,"endTime":1498.06,"body":"it scales over plenty of"},{"speaker":"Eric Flow","startTime":1495.72,"endTime":1498.06,"body":"clients, so they have enough"},{"speaker":"Eric Flow","startTime":1498.06,"endTime":1501.14,"body":"money for R and D in that"},{"speaker":"Eric Flow","startTime":1498.06,"endTime":1501.14,"body":"product, right? So. So we're"},{"speaker":"Eric Flow","startTime":1501.14,"endTime":1504.02,"body":"also looking for partners that"},{"speaker":"Eric Flow","startTime":1501.14,"endTime":1504.02,"body":"are willing to have the off the"},{"speaker":"Eric Flow","startTime":1504.02,"endTime":1507.5,"body":"shelf product, and they're also"},{"speaker":"Eric Flow","startTime":1504.02,"endTime":1507.5,"body":"willing to sell us a lot of the"},{"speaker":"Eric Flow","startTime":1507.5,"endTime":1510.38,"body":"data information behind their"},{"speaker":"Eric Flow","startTime":1507.5,"endTime":1510.38,"body":"product through APIs. So if we"},{"speaker":"Eric Flow","startTime":1510.38,"endTime":1513.02,"body":"want to take that information"},{"speaker":"Eric Flow","startTime":1510.38,"endTime":1513.02,"body":"and stick it in an internal"},{"speaker":"Eric Flow","startTime":1513.02,"endTime":1515.78,"body":"product that we have, we can do"},{"speaker":"Eric Flow","startTime":1513.02,"endTime":1515.78,"body":"that as well, because I think"},{"speaker":"Eric Flow","startTime":1515.78,"endTime":1519.98,"body":"this industry needs and if you"},{"speaker":"Eric Flow","startTime":1515.78,"endTime":1519.98,"body":"look at the structure of this"},{"speaker":"Eric Flow","startTime":1519.98,"endTime":1523.6,"body":"industry, you know, called"},{"speaker":"Eric Flow","startTime":1519.98,"endTime":1523.6,"body":"18,000 car dealers, or 18,000"},{"speaker":"Eric Flow","startTime":1523.9,"endTime":1527.68,"body":"franchises in a new car"},{"speaker":"Eric Flow","startTime":1523.9,"endTime":1527.68,"body":"franchise in America. 93 and a"},{"speaker":"Eric Flow","startTime":1527.68,"endTime":1530.74,"body":"half percent of them are owned"},{"speaker":"Eric Flow","startTime":1527.68,"endTime":1530.74,"body":"by holding company that owns"},{"speaker":"Eric Flow","startTime":1530.74,"endTime":1533.74,"body":"between one and three stores. So"},{"speaker":"Eric Flow","startTime":1530.74,"endTime":1533.74,"body":"the vast majority of them are"},{"speaker":"Eric Flow","startTime":1533.74,"endTime":1536.8,"body":"owned by smaller dealer groups."},{"speaker":"Eric Flow","startTime":1533.74,"endTime":1536.8,"body":"They need off the shelf"},{"speaker":"Eric Flow","startTime":1536.8,"endTime":1539.44,"body":"products, right? And there's"},{"speaker":"Eric Flow","startTime":1536.8,"endTime":1539.44,"body":"times we need off the shelf"},{"speaker":"Eric Flow","startTime":1539.44,"endTime":1542.76,"body":"products, but you also, we have"},{"speaker":"Eric Flow","startTime":1539.44,"endTime":1542.76,"body":"different needs sometimes where"},{"speaker":"Eric Flow","startTime":1542.76,"endTime":1545.28,"body":"we say, this is really cool. We"},{"speaker":"Eric Flow","startTime":1542.76,"endTime":1545.28,"body":"don't want your whole product."},{"speaker":"Eric Flow","startTime":1545.28,"endTime":1547.56,"body":"We already have the solution,"},{"speaker":"Eric Flow","startTime":1545.28,"endTime":1547.56,"body":"and it works better for us, but"},{"speaker":"Eric Flow","startTime":1547.56,"endTime":1550.26,"body":"we want the data behind that"},{"speaker":"Eric Flow","startTime":1547.56,"endTime":1550.26,"body":"product, and we want an API to"},{"speaker":"Eric Flow","startTime":1550.26,"endTime":1552.9,"body":"it, and we're going to take that"},{"speaker":"Eric Flow","startTime":1550.26,"endTime":1552.9,"body":"information and go stick it in"},{"speaker":"Eric Flow","startTime":1552.9,"endTime":1556.74,"body":"this thing over here, right? And"},{"speaker":"Eric Flow","startTime":1552.9,"endTime":1556.74,"body":"then we need sort of reliability"},{"speaker":"Eric Flow","startTime":1556.74,"endTime":1559.86,"body":"in that. I mean, you guys are"},{"speaker":"Eric Flow","startTime":1556.74,"endTime":1559.86,"body":"friends with one of our mutual"},{"speaker":"Eric Flow","startTime":1559.86,"endTime":1561.86,"body":"friends with car cutter, and"},{"speaker":"Eric Flow","startTime":1559.86,"endTime":1561.86,"body":"they've been a great solution"},{"speaker":"Eric Flow","startTime":1561.86,"endTime":1566.18,"body":"for us, right? It's super"},{"speaker":"Eric Flow","startTime":1561.86,"endTime":1566.18,"body":"flexible fit within our dB. I am"},{"speaker":"Eric Flow","startTime":1566.9,"endTime":1570.74,"body":"great way for us to, you know,"},{"speaker":"Eric Flow","startTime":1566.9,"endTime":1570.74,"body":"be able to have high quality"},{"speaker":"Eric Flow","startTime":1571.04,"endTime":1574.82,"body":"pictures. It also, oh, I'll say"},{"speaker":"Eric Flow","startTime":1571.04,"endTime":1574.82,"body":"this, any vendor that we have"},{"speaker":"Eric Flow","startTime":1574.82,"endTime":1578.9,"body":"that involves store operational"},{"speaker":"Eric Flow","startTime":1574.82,"endTime":1578.9,"body":"people doing something has to be"},{"speaker":"Eric Flow","startTime":1578.9,"endTime":1582.64,"body":"easily execute, executable and"},{"speaker":"Eric Flow","startTime":1578.9,"endTime":1582.64,"body":"easily trainable, right? And"},{"speaker":"Eric Flow","startTime":1582.64,"endTime":1585.94,"body":"they've done a great job with"},{"speaker":"Eric Flow","startTime":1582.64,"endTime":1585.94,"body":"that for us, you know, we've had"},{"speaker":"Eric Flow","startTime":1586.48,"endTime":1589.42,"body":"photo booths at different stores"},{"speaker":"Eric Flow","startTime":1586.48,"endTime":1589.42,"body":"before. And again, I'm not"},{"speaker":"Eric Flow","startTime":1589.42,"endTime":1592.3,"body":"throwing any shade at those. If"},{"speaker":"Eric Flow","startTime":1589.42,"endTime":1592.3,"body":"you have a huge complex with a"},{"speaker":"Eric Flow","startTime":1592.3,"endTime":1595.12,"body":"bunch of brands, it could make"},{"speaker":"Eric Flow","startTime":1592.3,"endTime":1595.12,"body":"sense for you to have that photo"},{"speaker":"Eric Flow","startTime":1595.12,"endTime":1598.24,"body":"booth for us. You know, we have"},{"speaker":"Eric Flow","startTime":1595.12,"endTime":1598.24,"body":"these clusters in different"},{"speaker":"Eric Flow","startTime":1598.24,"endTime":1599.62,"body":"cities, decentralized,"},{"speaker":"Kyle Mountsier","startTime":1599.68,"endTime":1601.56,"body":"different"},{"speaker":"Kyle Mountsier","startTime":1599.68,"endTime":1601.56,"body":"people, taking different things."},{"speaker":"Kyle Mountsier","startTime":1601.56,"endTime":1603.0,"body":"Yeah, are we going to drive cars"},{"speaker":"Eric Flow","startTime":1603.0,"endTime":1604.98,"body":"over here and then,"},{"speaker":"Eric Flow","startTime":1603.0,"endTime":1604.98,"body":"if you Well, I have it in this"},{"speaker":"Eric Flow","startTime":1604.98,"endTime":1607.44,"body":"location, but not this. So, you"},{"speaker":"Eric Flow","startTime":1604.98,"endTime":1607.44,"body":"know, if you have a centralized"},{"speaker":"Eric Flow","startTime":1607.44,"endTime":1610.08,"body":"website, some of your pictures"},{"speaker":"Eric Flow","startTime":1607.44,"endTime":1610.08,"body":"look great, some of them don't."},{"speaker":"Eric Flow","startTime":1610.08,"endTime":1612.84,"body":"We were really looking for that"},{"speaker":"Eric Flow","startTime":1610.08,"endTime":1612.84,"body":"solution that we could roll out"},{"speaker":"Eric Flow","startTime":1613.56,"endTime":1618.72,"body":"enterprise wide and come up with"},{"speaker":"Eric Flow","startTime":1613.56,"endTime":1618.72,"body":"a really homogenous way for"},{"speaker":"Eric Flow","startTime":1618.72,"endTime":1621.98,"body":"customers to see our cars so"},{"speaker":"Eric Flow","startTime":1618.72,"endTime":1621.98,"body":"they go, Okay, you have, you"},{"speaker":"Eric Flow","startTime":1621.98,"endTime":1625.52,"body":"know, three Honda stores in 100"},{"speaker":"Eric Flow","startTime":1621.98,"endTime":1625.52,"body":"miles, and all of those pictures"},{"speaker":"Eric Flow","startTime":1625.52,"endTime":1628.1,"body":"look really good, and they all"},{"speaker":"Eric Flow","startTime":1625.52,"endTime":1628.1,"body":"look the same. I think that's"},{"speaker":"Eric Flow","startTime":1628.1,"endTime":1629.24,"body":"and it's easily achievable."},{"speaker":"Paul J Daly","startTime":1629.24,"endTime":1631.16,"body":"I think that's a"},{"speaker":"Paul J Daly","startTime":1629.24,"endTime":1631.16,"body":"growing challenge in the"},{"speaker":"Paul J Daly","startTime":1631.16,"endTime":1633.74,"body":"industry. As groups, small"},{"speaker":"Paul J Daly","startTime":1631.16,"endTime":1633.74,"body":"groups turned into mid sized"},{"speaker":"Paul J Daly","startTime":1633.74,"endTime":1636.2,"body":"groups, and mid sized groups"},{"speaker":"Paul J Daly","startTime":1633.74,"endTime":1636.2,"body":"turned into large groups. And"},{"speaker":"Paul J Daly","startTime":1636.2,"endTime":1638.84,"body":"single point stores, probably"},{"speaker":"Paul J Daly","startTime":1636.2,"endTime":1638.84,"body":"the biggest challenge is single"},{"speaker":"Paul J Daly","startTime":1638.84,"endTime":1642.16,"body":"point store is turning to multi"},{"speaker":"Paul J Daly","startTime":1638.84,"endTime":1642.16,"body":"point because until you have to"},{"speaker":"Paul J Daly","startTime":1642.16,"endTime":1645.52,"body":"make that first jump of being"},{"speaker":"Paul J Daly","startTime":1642.16,"endTime":1645.52,"body":"somewhere else, you know,"},{"speaker":"Paul J Daly","startTime":1645.58,"endTime":1648.46,"body":"especially the push to"},{"speaker":"Paul J Daly","startTime":1645.58,"endTime":1648.46,"body":"consolidate used car inventory,"},{"speaker":"Paul J Daly","startTime":1649.24,"endTime":1651.88,"body":"that that really is one of the"},{"speaker":"Paul J Daly","startTime":1649.24,"endTime":1651.88,"body":"things. And there's nothing"},{"speaker":"Paul J Daly","startTime":1651.88,"endTime":1655.36,"body":"worse, in my opinion, when you"},{"speaker":"Paul J Daly","startTime":1651.88,"endTime":1655.36,"body":"go on a site and you're shopping"},{"speaker":"Paul J Daly","startTime":1655.36,"endTime":1658.6,"body":"a used car inventory and you"},{"speaker":"Paul J Daly","startTime":1655.36,"endTime":1658.6,"body":"just, it's the same company,"},{"speaker":"Paul J Daly","startTime":1658.6,"endTime":1660.78,"body":"right? Like you expect it when"},{"speaker":"Paul J Daly","startTime":1658.6,"endTime":1660.78,"body":"you're in a third party. You"},{"speaker":"Paul J Daly","startTime":1660.9,"endTime":1664.44,"body":"expect it when you're cars.com"},{"speaker":"Paul J Daly","startTime":1660.9,"endTime":1664.44,"body":"or not a trader or, you know,"},{"speaker":"Paul J Daly","startTime":1665.1,"endTime":1668.76,"body":"but you don't expect it when"},{"speaker":"Paul J Daly","startTime":1665.1,"endTime":1668.76,"body":"you're on a captive deal or used"},{"speaker":"Paul J Daly","startTime":1668.76,"endTime":1671.46,"body":"car site. And it's, it's,"},{"speaker":"Paul J Daly","startTime":1668.76,"endTime":1671.46,"body":"actually can be very confusing."},{"speaker":"Paul J Daly","startTime":1671.46,"endTime":1672.0,"body":"So we've,"},{"speaker":"Eric Flow","startTime":1673.5,"endTime":1676.02,"body":"you know, that's so"},{"speaker":"Eric Flow","startTime":1673.5,"endTime":1676.02,"body":"we, we really want to come to"},{"speaker":"Eric Flow","startTime":1676.14,"endTime":1680.84,"body":"market as a consolidated Company"},{"speaker":"Eric Flow","startTime":1676.14,"endTime":1680.84,"body":"in the same way everywhere, not"},{"speaker":"Eric Flow","startTime":1680.84,"endTime":1683.6,"body":"just in those brand values I"},{"speaker":"Eric Flow","startTime":1680.84,"endTime":1683.6,"body":"talked about the beginning, but"},{"speaker":"Eric Flow","startTime":1683.6,"endTime":1686.6,"body":"also in practical things to how"},{"speaker":"Eric Flow","startTime":1683.6,"endTime":1686.6,"body":"our customers experience us,"},{"speaker":"Eric Flow","startTime":1686.6,"endTime":1689.3,"body":"right? And so there's this"},{"speaker":"Eric Flow","startTime":1686.6,"endTime":1689.3,"body":"struggle there, right? Because"},{"speaker":"Eric Flow","startTime":1689.3,"endTime":1692.3,"body":"we have these individual stores"},{"speaker":"Eric Flow","startTime":1689.3,"endTime":1692.3,"body":"with individual general managers"},{"speaker":"Eric Flow","startTime":1692.3,"endTime":1694.94,"body":"and individual leadership teams,"},{"speaker":"Eric Flow","startTime":1692.3,"endTime":1694.94,"body":"and we call them a general"},{"speaker":"Eric Flow","startTime":1694.94,"endTime":1697.16,"body":"manager, but these, some of"},{"speaker":"Eric Flow","startTime":1694.94,"endTime":1697.16,"body":"these stores, are big, right? If"},{"speaker":"Eric Flow","startTime":1697.16,"endTime":1699.74,"body":"it was another industry, we'd"},{"speaker":"Eric Flow","startTime":1697.16,"endTime":1699.74,"body":"call them a CEO, you know, hey,"},{"speaker":"Eric Flow","startTime":1699.74,"endTime":1703.0,"body":"I got 165 employees, and I'm"},{"speaker":"Eric Flow","startTime":1699.74,"endTime":1703.0,"body":"doing this sort of revenue. And"},{"speaker":"Eric Flow","startTime":1703.0,"endTime":1704.8,"body":"I'm doing this sort"},{"speaker":"Unknown","startTime":1705.22,"endTime":1707.56,"body":"of revenue. Absolutely,"},{"speaker":"Unknown","startTime":1705.22,"endTime":1707.56,"body":"that's bigger than"},{"speaker":"Eric Flow","startTime":1708.58,"endTime":1711.76,"body":"Yeah. So we want an"},{"speaker":"Eric Flow","startTime":1708.58,"endTime":1711.76,"body":"entrepreneur spirit there, and"},{"speaker":"Eric Flow","startTime":1711.76,"endTime":1716.08,"body":"we want agency, yet we want it"},{"speaker":"Eric Flow","startTime":1711.76,"endTime":1716.08,"body":"done a certain way, because"},{"speaker":"Eric Flow","startTime":1716.08,"endTime":1719.2,"body":"we're flow. We want to come to"},{"speaker":"Eric Flow","startTime":1716.08,"endTime":1719.2,"body":"market as flow. So there's this"},{"speaker":"Eric Flow","startTime":1719.2,"endTime":1722.28,"body":"tension there, and this thin"},{"speaker":"Eric Flow","startTime":1719.2,"endTime":1722.28,"body":"rope and the thin line that we"},{"speaker":"Eric Flow","startTime":1722.28,"endTime":1725.46,"body":"walk, because we don't ever want"},{"speaker":"Eric Flow","startTime":1722.28,"endTime":1725.46,"body":"to turn into the big box"},{"speaker":"Eric Flow","startTime":1725.46,"endTime":1728.16,"body":"conglomerate, where the people"},{"speaker":"Eric Flow","startTime":1725.46,"endTime":1728.16,"body":"who are at the stores go, Well,"},{"speaker":"Eric Flow","startTime":1728.16,"endTime":1730.32,"body":"I don't know. I don't have any"},{"speaker":"Eric Flow","startTime":1728.16,"endTime":1730.32,"body":"control over that, so I don't"},{"speaker":"Eric Flow","startTime":1730.32,"endTime":1732.6,"body":"care. You know, corporate told"},{"speaker":"Eric Flow","startTime":1730.32,"endTime":1732.6,"body":"me what to do on it. That's"},{"speaker":"Eric Flow","startTime":1732.6,"endTime":1735.12,"body":"terrible, right? And if we and"},{"speaker":"Eric Flow","startTime":1732.6,"endTime":1735.12,"body":"if you end up in that place, I"},{"speaker":"Eric Flow","startTime":1735.12,"endTime":1737.46,"body":"promise you, you're not going to"},{"speaker":"Eric Flow","startTime":1735.12,"endTime":1737.46,"body":"be an excellent sales"},{"speaker":"Eric Flow","startTime":1737.46,"endTime":1740.06,"body":"organization, right? Because"},{"speaker":"Eric Flow","startTime":1737.46,"endTime":1740.06,"body":"sales organizations are"},{"speaker":"Eric Flow","startTime":1740.06,"endTime":1742.94,"body":"inherently high agency people"},{"speaker":"Eric Flow","startTime":1740.06,"endTime":1742.94,"body":"who care about what's in front"},{"speaker":"Eric Flow","startTime":1742.94,"endTime":1745.16,"body":"of them and want to make a"},{"speaker":"Eric Flow","startTime":1742.94,"endTime":1745.16,"body":"difference every day. So you're"},{"speaker":"Eric Flow","startTime":1745.16,"endTime":1749.24,"body":"sort of, you know, what we try,"},{"speaker":"Eric Flow","startTime":1745.16,"endTime":1749.24,"body":"we have a lot of processes that"},{"speaker":"Eric Flow","startTime":1749.24,"endTime":1753.2,"body":"we create and centralized way to"},{"speaker":"Eric Flow","startTime":1749.24,"endTime":1753.2,"body":"do things. And then we come up"},{"speaker":"Eric Flow","startTime":1753.2,"endTime":1755.72,"body":"with sort of these guidelines"},{"speaker":"Eric Flow","startTime":1753.2,"endTime":1755.72,"body":"and boundaries where we go."},{"speaker":"Eric Flow","startTime":1756.08,"endTime":1758.54,"body":"Here's where you're operating in"},{"speaker":"Eric Flow","startTime":1756.08,"endTime":1758.54,"body":"within here, and you get to pick"},{"speaker":"Eric Flow","startTime":1758.54,"endTime":1763.54,"body":"some differences around there."},{"speaker":"Eric Flow","startTime":1758.54,"endTime":1763.54,"body":"And also, you know, there's you"},{"speaker":"Eric Flow","startTime":1763.54,"endTime":1766.36,"body":"can request exceptions for"},{"speaker":"Eric Flow","startTime":1763.54,"endTime":1766.36,"body":"different things, and we, maybe"},{"speaker":"Eric Flow","startTime":1766.36,"endTime":1768.88,"body":"we have a centralized pricing"},{"speaker":"Eric Flow","startTime":1766.36,"endTime":1768.88,"body":"team or a centralized that team,"},{"speaker":"Eric Flow","startTime":1768.88,"endTime":1771.88,"body":"and those individuals can allow"},{"speaker":"Eric Flow","startTime":1768.88,"endTime":1771.88,"body":"those exceptions or those"},{"speaker":"Eric Flow","startTime":1771.88,"endTime":1773.44,"body":"guidelines for those exceptions,"},{"speaker":"Eric Flow","startTime":1771.88,"endTime":1773.44,"body":"right?"},{"speaker":"Michael Cirillo","startTime":1774.64,"endTime":1777.22,"body":"I, I don't want"},{"speaker":"Michael Cirillo","startTime":1774.64,"endTime":1777.22,"body":"to close it down with a dad"},{"speaker":"Michael Cirillo","startTime":1777.22,"endTime":1782.52,"body":"joke, but I can't help but"},{"speaker":"Michael Cirillo","startTime":1777.22,"endTime":1782.52,"body":"notice how well the flow from"},{"speaker":"Michael Cirillo","startTime":1782.58,"endTime":1786.6,"body":"intention and covenants and"},{"speaker":"Michael Cirillo","startTime":1782.58,"endTime":1786.6,"body":"organization and DNA right"},{"speaker":"Michael Cirillo","startTime":1786.6,"endTime":1790.38,"body":"through to intention and"},{"speaker":"Michael Cirillo","startTime":1786.6,"endTime":1790.38,"body":"covenant, oh yeah, all the way"},{"speaker":"Michael Cirillo","startTime":1790.38,"endTime":1790.86,"body":"around"},{"speaker":"Paul J Daly","startTime":1791.46,"endTime":1794.46,"body":"to to, like, how"},{"speaker":"Paul J Daly","startTime":1791.46,"endTime":1794.46,"body":"you it was like this cutter"},{"speaker":"Michael Cirillo","startTime":1794.46,"endTime":1796.68,"body":"and other"},{"speaker":"Michael Cirillo","startTime":1794.46,"endTime":1796.68,"body":"vendor partners and all of these"},{"speaker":"Michael Cirillo","startTime":1796.68,"endTime":1799.5,"body":"sorts of things, I think is, is"},{"speaker":"Michael Cirillo","startTime":1796.68,"endTime":1799.5,"body":"tremendous. And I mean this,"},{"speaker":"Michael Cirillo","startTime":1799.62,"endTime":1801.62,"body":"this is. Why we do this show."},{"speaker":"Michael Cirillo","startTime":1799.62,"endTime":1801.62,"body":"It's to sit down with"},{"speaker":"Michael Cirillo","startTime":1801.62,"endTime":1804.26,"body":"individuals like you who are in"},{"speaker":"Michael Cirillo","startTime":1801.62,"endTime":1804.26,"body":"it every day, who are thinking"},{"speaker":"Michael Cirillo","startTime":1804.26,"endTime":1808.16,"body":"through this at a different"},{"speaker":"Michael Cirillo","startTime":1804.26,"endTime":1808.16,"body":"level, to differentiate, to to"},{"speaker":"Michael Cirillo","startTime":1809.24,"endTime":1814.94,"body":"you know, highlight what's"},{"speaker":"Michael Cirillo","startTime":1809.24,"endTime":1814.94,"body":"available to all, but only the"},{"speaker":"Michael Cirillo","startTime":1814.94,"endTime":1818.48,"body":"willingness of a few. And so"},{"speaker":"Michael Cirillo","startTime":1814.94,"endTime":1818.48,"body":"Eric man, this has been so"},{"speaker":"Michael Cirillo","startTime":1818.48,"endTime":1821.14,"body":"enlightening. We want to express"},{"speaker":"Michael Cirillo","startTime":1818.48,"endTime":1821.14,"body":"our appreciation for you joining"},{"speaker":"Michael Cirillo","startTime":1821.14,"endTime":1822.46,"body":"us on Auto Collabs today."},{"speaker":"Eric Flow","startTime":1822.76,"endTime":1825.4,"body":"Well, thank you guys"},{"speaker":"Eric Flow","startTime":1822.76,"endTime":1825.4,"body":"for having me. It's truly nice"},{"speaker":"Eric Flow","startTime":1825.4,"endTime":1827.74,"body":"to get to know you guys. I look"},{"speaker":"Eric Flow","startTime":1825.4,"endTime":1827.74,"body":"forward to doing something"},{"speaker":"Eric Flow","startTime":1827.74,"endTime":1831.7,"body":"together, and I hope you'll make"},{"speaker":"Eric Flow","startTime":1827.74,"endTime":1831.7,"body":"it to Baltimore at some point in"},{"speaker":"Eric Flow","startTime":1831.7,"endTime":1834.58,"body":"time and to hang out with you"},{"speaker":"Eric Flow","startTime":1831.7,"endTime":1834.58,"body":"guys at the southern con. So"},{"speaker":"Eric Flow","startTime":1834.58,"endTime":1835.06,"body":"thank you."},{"speaker":"Michael Cirillo","startTime":1840.04,"endTime":1841.68,"body":"Is my math,"},{"speaker":"Michael Cirillo","startTime":1840.04,"endTime":1841.68,"body":"right? Do I have"},{"speaker":"Paul J Daly","startTime":1841.74,"endTime":1844.8,"body":"eight Grace still"},{"speaker":"Paul J Daly","startTime":1841.74,"endTime":1844.8,"body":"on this? After that whole"},{"speaker":"Paul J Daly","startTime":1844.8,"endTime":1849.72,"body":"conversation, I'm like, I mean,"},{"speaker":"Paul J Daly","startTime":1844.8,"endTime":1849.72,"body":"I know you. I know you were"},{"speaker":"Paul J Daly","startTime":1849.72,"endTime":1850.68,"body":"there. You did ask"},{"speaker":"Kyle Mountsier","startTime":1850.68,"endTime":1853.2,"body":"me an equal"},{"speaker":"Kyle Mountsier","startTime":1850.68,"endTime":1853.2,"body":"question. It was so I'm so proud"},{"speaker":"Kyle Mountsier","startTime":1853.2,"endTime":1856.56,"body":"of you, first of all, for"},{"speaker":"Kyle Mountsier","startTime":1853.2,"endTime":1856.56,"body":"getting that answer out. You"},{"speaker":"Kyle Mountsier","startTime":1856.56,"endTime":1859.86,"body":"nailed it, and you made it so"},{"speaker":"Kyle Mountsier","startTime":1856.56,"endTime":1859.86,"body":"sneaky, too, like it wasn't even"},{"speaker":"Kyle Mountsier","startTime":1859.86,"endTime":1861.74,"body":"on purpose. It was unbelievable."},{"speaker":"Kyle Mountsier","startTime":1859.86,"endTime":1861.74,"body":"Okay,"},{"speaker":"Michael Cirillo","startTime":1862.1,"endTime":1864.14,"body":"but can we"},{"speaker":"Michael Cirillo","startTime":1862.1,"endTime":1864.14,"body":"just, let's not gloss over the"},{"speaker":"Michael Cirillo","startTime":1864.14,"endTime":1866.78,"body":"fact, and we didn't while we"},{"speaker":"Michael Cirillo","startTime":1864.14,"endTime":1866.78,"body":"talked to him. But you ever"},{"speaker":"Michael Cirillo","startTime":1866.78,"endTime":1869.12,"body":"heard a dealer use the word"},{"speaker":"Michael Cirillo","startTime":1866.78,"endTime":1869.12,"body":"COVID covenant before"},{"speaker":"Kyle Mountsier","startTime":1869.12,"endTime":1872.42,"body":"blew my mind?"},{"speaker":"Kyle Mountsier","startTime":1869.12,"endTime":1872.42,"body":"No, I'm like, immediately like,"},{"speaker":"Kyle Mountsier","startTime":1872.78,"endTime":1874.04,"body":"what does covenant mean?"},{"speaker":"Paul J Daly","startTime":1874.34,"endTime":1876.62,"body":"Literally, the"},{"speaker":"Paul J Daly","startTime":1874.34,"endTime":1876.62,"body":"only, the only times outside of"},{"speaker":"Paul J Daly","startTime":1876.62,"endTime":1879.68,"body":"theological reference that that"},{"speaker":"Paul J Daly","startTime":1876.62,"endTime":1879.68,"body":"word is used in modern culture"},{"speaker":"Paul J Daly","startTime":1879.86,"endTime":1883.78,"body":"would be some kind of, like a"},{"speaker":"Paul J Daly","startTime":1879.86,"endTime":1883.78,"body":"land covenant, right, right,"},{"speaker":"Paul J Daly","startTime":1883.78,"endTime":1886.9,"body":"which is like, uh, but that's"},{"speaker":"Paul J Daly","startTime":1883.78,"endTime":1886.9,"body":"it. I mean, the covenant of"},{"speaker":"Paul J Daly","startTime":1886.9,"endTime":1889.3,"body":"marriage, right? Marriage is a"},{"speaker":"Paul J Daly","startTime":1886.9,"endTime":1889.3,"body":"covenant relationship."},{"speaker":"Kyle Mountsier","startTime":1890.2,"endTime":1892.72,"body":"Relationship,"},{"speaker":"Kyle Mountsier","startTime":1890.2,"endTime":1892.72,"body":"that is, I didn't say that part,"},{"speaker":"Kyle Mountsier","startTime":1892.72,"endTime":1895.54,"body":"but every single source was"},{"speaker":"Kyle Mountsier","startTime":1892.72,"endTime":1895.54,"body":"sacred relationship. It involved"},{"speaker":"Kyle Mountsier","startTime":1895.54,"endTime":1898.9,"body":"a promise like that. Is a deep"},{"speaker":"Kyle Mountsier","startTime":1895.54,"endTime":1898.9,"body":"way of thinking about your"},{"speaker":"Kyle Mountsier","startTime":1898.9,"endTime":1900.96,"body":"people that tell"},{"speaker":"Paul J Daly","startTime":1900.96,"endTime":1902.82,"body":"me that's not a"},{"speaker":"Paul J Daly","startTime":1900.96,"endTime":1902.82,"body":"place you want to work or do"},{"speaker":"Paul J Daly","startTime":1902.82,"endTime":1904.08,"body":"business I'm in."},{"speaker":"Michael Cirillo","startTime":1904.26,"endTime":1907.2,"body":"Like yesterday,"},{"speaker":"Michael Cirillo","startTime":1904.26,"endTime":1907.2,"body":"I was thinking about the impact"},{"speaker":"Michael Cirillo","startTime":1907.2,"endTime":1911.34,"body":"of that word and its meaning on"},{"speaker":"Michael Cirillo","startTime":1907.2,"endTime":1911.34,"body":"the customer relationship, where"},{"speaker":"Michael Cirillo","startTime":1911.34,"endTime":1913.8,"body":"for decades, it's been like,"},{"speaker":"Michael Cirillo","startTime":1911.34,"endTime":1913.8,"body":"well, the customer is always"},{"speaker":"Michael Cirillo","startTime":1913.8,"endTime":1916.32,"body":"right, or no, the customer, you"},{"speaker":"Michael Cirillo","startTime":1913.8,"endTime":1916.32,"body":"know, there's always that"},{"speaker":"Michael Cirillo","startTime":1916.32,"endTime":1918.54,"body":"debate, but it's like, well,"},{"speaker":"Michael Cirillo","startTime":1916.32,"endTime":1918.54,"body":"what does it mean to make a"},{"speaker":"Michael Cirillo","startTime":1918.54,"endTime":1922.76,"body":"covenant to your customers,"},{"speaker":"Michael Cirillo","startTime":1918.54,"endTime":1922.76,"body":"yeah, and"},{"speaker":"Kyle Mountsier","startTime":1922.76,"endTime":1925.52,"body":"it's one sided,"},{"speaker":"Kyle Mountsier","startTime":1922.76,"endTime":1925.52,"body":"where a covenant is one sided,"},{"speaker":"Paul J Daly","startTime":1926.84,"endTime":1929.3,"body":"yeah, that's"},{"speaker":"Paul J Daly","startTime":1926.84,"endTime":1929.3,"body":"regardless of what you do."},{"speaker":"Paul J Daly","startTime":1929.3,"endTime":1934.76,"body":"Regardless do this, I promise."},{"speaker":"Paul J Daly","startTime":1929.3,"endTime":1934.76,"body":"Sometimes"},{"speaker":"Michael Cirillo","startTime":1934.76,"endTime":1938.0,"body":"that means"},{"speaker":"Michael Cirillo","startTime":1934.76,"endTime":1938.0,"body":"repairing a car that's not even"},{"speaker":"Michael Cirillo","startTime":1938.0,"endTime":1939.98,"body":"worth it. Just"},{"speaker":"Paul J Daly","startTime":1940.1,"endTime":1942.7,"body":"exactly what that"},{"speaker":"Paul J Daly","startTime":1940.1,"endTime":1942.7,"body":"means. Yeah, you guys want to"},{"speaker":"Paul J Daly","startTime":1942.7,"endTime":1945.64,"body":"know what my great grandfather"},{"speaker":"Paul J Daly","startTime":1942.7,"endTime":1945.64,"body":"did. Yeah, great grandfather, do"},{"speaker":"Paul J Daly","startTime":1945.88,"endTime":1950.2,"body":"I only know one of them. Did he"},{"speaker":"Paul J Daly","startTime":1945.88,"endTime":1950.2,"body":"work at Chipotle? No. His name"},{"speaker":"Paul J Daly","startTime":1950.2,"endTime":1954.76,"body":"was Joey amarosi, by the way,"},{"speaker":"Paul J Daly","startTime":1950.2,"endTime":1954.76,"body":"yeah, just like that. And it was"},{"speaker":"Paul J Daly","startTime":1955.54,"endTime":1959.92,"body":"amarosi. Prepare to be"},{"speaker":"Paul J Daly","startTime":1955.54,"endTime":1959.92,"body":"surprised. Oh, he was a Finnish"},{"speaker":"Paul J Daly","startTime":1959.92,"endTime":1962.04,"body":"carpenter who also played the"},{"speaker":"Paul J Daly","startTime":1959.92,"endTime":1962.04,"body":"mandolin"},{"speaker":"Unknown","startTime":1965.1,"endTime":1966.3,"body":"in South Philly."},{"speaker":"Michael Cirillo","startTime":1968.4,"endTime":1971.1,"body":"I was like, one"},{"speaker":"Michael Cirillo","startTime":1968.4,"endTime":1971.1,"body":"of two ways. He either lays"},{"speaker":"Michael Cirillo","startTime":1971.1,"endTime":1974.4,"body":"tile, he's like, carpenter"},{"speaker":"Michael Cirillo","startTime":1971.1,"endTime":1974.4,"body":"finished"},{"speaker":"Unknown","startTime":1974.4,"endTime":1976.68,"body":"carpenter that's"},{"speaker":"Unknown","startTime":1974.4,"endTime":1976.68,"body":"amazing through"},{"speaker":"Paul J Daly","startTime":1976.74,"endTime":1978.66,"body":"and through. Well,"},{"speaker":"Paul J Daly","startTime":1976.74,"endTime":1978.66,"body":"look, regardless of what your"},{"speaker":"Paul J Daly","startTime":1978.66,"endTime":1981.08,"body":"great grandfather does, we hope"},{"speaker":"Paul J Daly","startTime":1978.66,"endTime":1981.08,"body":"you thought about it a little"},{"speaker":"Paul J Daly","startTime":1981.14,"endTime":1983.42,"body":"bit, or maybe figured it out."},{"speaker":"Paul J Daly","startTime":1981.14,"endTime":1983.42,"body":"But more than that, we hope you"},{"speaker":"Paul J Daly","startTime":1983.42,"endTime":1987.08,"body":"realize that there is some real"},{"speaker":"Paul J Daly","startTime":1983.42,"endTime":1987.08,"body":"depth and substance within the"},{"speaker":"Paul J Daly","startTime":1987.08,"endTime":1990.02,"body":"retail auto industry that's"},{"speaker":"Paul J Daly","startTime":1987.08,"endTime":1990.02,"body":"right. So on behalf of Kyle"},{"speaker":"Paul J Daly","startTime":1990.02,"endTime":1992.72,"body":"Mountsier, Michael Cirillo and"},{"speaker":"Paul J Daly","startTime":1990.02,"endTime":1992.72,"body":"myself, thank you for joining"},{"speaker":"Paul J Daly","startTime":1992.72,"endTime":1995.9,"body":"us, as always on Auto Collabs,"},{"speaker":"Paul J Daly","startTime":1992.72,"endTime":1995.9,"body":"sign"},{"speaker":"Unknown","startTime":1995.9,"endTime":1999.14,"body":"up for our free and fun"},{"speaker":"Unknown","startTime":1995.9,"endTime":1999.14,"body":"to read daily email for a free"},{"speaker":"Unknown","startTime":1999.14,"endTime":2002.7,"body":"shot of relevant news and"},{"speaker":"Unknown","startTime":1999.14,"endTime":2002.7,"body":"automotive retail media and pop"},{"speaker":"Unknown","startTime":2002.7,"endTime":2007.02,"body":"culture, you can get it"},{"speaker":"Unknown","startTime":2002.7,"endTime":2007.02,"body":"now@asotu.com That's asotu.com"},{"speaker":"Unknown","startTime":2008.28,"endTime":2011.82,"body":"if you love this podcast, please"},{"speaker":"Unknown","startTime":2008.28,"endTime":2011.82,"body":"leave us a review and share it"},{"speaker":"Unknown","startTime":2011.82,"endTime":2014.88,"body":"with a friend. Thanks again for"},{"speaker":"Unknown","startTime":2011.82,"endTime":2014.88,"body":"listening. We'll see you next"},{"speaker":"Unknown","startTime":2014.88,"endTime":2015.18,"body":"time you"},{"speaker":"Unknown","startTime":2026.48,"endTime":2031.82,"body":"welcome to Annika. Last"},{"speaker":"Unknown","startTime":2026.48,"endTime":2031.82,"body":"recording you."}]}