{"version":"1.0.0","segments":[{"startTime":0.0,"endTime":5.82,"body":"So welcome everyone to the first"},{"startTime":0.0,"endTime":5.82,"body":"of hopefully many webinars the"},{"startTime":5.82,"endTime":9.66,"body":"first episode we haven't I"},{"startTime":5.82,"endTime":9.66,"body":"haven't done webinars for some"},{"startTime":9.66,"endTime":13.41,"body":"time or podcasts for some time."},{"startTime":9.66,"endTime":13.41,"body":"The idea is that we give you"},{"startTime":13.68,"endTime":18.24,"body":"some really tangible takeouts,"},{"startTime":13.68,"endTime":18.24,"body":"what can I take away from this"},{"startTime":18.24,"endTime":23.07,"body":"session that I can use today? To"},{"startTime":18.24,"endTime":23.07,"body":"help my business? What can I do"},{"startTime":23.07,"endTime":28.53,"body":"myself, you know, doesn't need"},{"startTime":23.07,"endTime":28.53,"body":"us to, you know, necessarily"},{"startTime":28.53,"endTime":30.69,"body":"have to be in your pocket to try"},{"startTime":28.53,"endTime":30.69,"body":"and help you with everything,"},{"startTime":30.69,"endTime":33.54,"body":"there's a few things that you"},{"startTime":30.69,"endTime":33.54,"body":"can do right now, that will make"},{"startTime":33.54,"endTime":35.43,"body":"a difference to your business."},{"startTime":33.54,"endTime":35.43,"body":"So we want to give you some of"},{"startTime":35.43,"endTime":39.33,"body":"those key things. And some of"},{"startTime":35.43,"endTime":39.33,"body":"them are basic, some of them are"},{"startTime":39.33,"endTime":43.83,"body":"things that, you know, we know,"},{"startTime":39.33,"endTime":43.83,"body":"right? It's just that sometimes"},{"startTime":43.83,"endTime":46.38,"body":"we need that little bit of a"},{"startTime":43.83,"endTime":46.38,"body":"reminder, sometimes we need to,"},{"startTime":46.41,"endTime":50.73,"body":"you know, okay, here I am behind"},{"startTime":46.41,"endTime":50.73,"body":"in my inventory. I've got 30"},{"startTime":50.73,"endTime":53.37,"body":"cars, 40 cars, I've got some"},{"startTime":50.73,"endTime":53.37,"body":"customers, I've got over 1000"},{"startTime":53.37,"endTime":58.68,"body":"cows and back, we'll get right."},{"startTime":53.37,"endTime":58.68,"body":"You know, the US floods, for"},{"startTime":58.68,"endTime":61.77,"body":"example, we have a customer that"},{"startTime":58.68,"endTime":61.77,"body":"bought a whole four or 500 cars"},{"startTime":61.77,"endTime":64.38,"body":"out of the floods back in"},{"startTime":61.77,"endTime":64.38,"body":"Florida. You know, when was that"},{"startTime":64.38,"endTime":67.44,"body":"September last year, October"},{"startTime":64.38,"endTime":67.44,"body":"last year was six months ago,"},{"startTime":67.44,"endTime":72.03,"body":"put it that way. And, you know,"},{"startTime":67.44,"endTime":72.03,"body":"they've stopped the inventory,"},{"startTime":72.03,"endTime":74.76,"body":"because they're just too busy."},{"startTime":72.03,"endTime":74.76,"body":"So they've spent all this money"},{"startTime":74.76,"endTime":78.3,"body":"on vehicles. But you know,"},{"startTime":74.76,"endTime":78.3,"body":"they've got that challenge with"},{"startTime":78.3,"endTime":81.3,"body":"inventory, and so forth. So"},{"startTime":78.3,"endTime":81.3,"body":"we'll talk a little bit about"},{"startTime":81.3,"endTime":86.43,"body":"that. As I said that the idea"},{"startTime":81.3,"endTime":86.43,"body":"will be to give you five or so,"},{"startTime":86.46,"endTime":91.35,"body":"takeouts, takeaways that you can"},{"startTime":86.46,"endTime":91.35,"body":"use in your business. And of"},{"startTime":91.35,"endTime":95.64,"body":"course, we all want to deal with"},{"startTime":91.35,"endTime":95.64,"body":"it today. And one of the things"},{"startTime":95.64,"endTime":99.03,"body":"that I've spoken to rob about"},{"startTime":95.64,"endTime":99.03,"body":"and potential other future"},{"startTime":99.03,"endTime":104.46,"body":"panels is that we also need to"},{"startTime":99.03,"endTime":104.46,"body":"think about tomorrow, right? We"},{"startTime":104.46,"endTime":106.98,"body":"can't just be in today and"},{"startTime":104.46,"endTime":106.98,"body":"forget about tomorrow, Rob?"},{"startTime":108.21,"endTime":111.45,"body":"Correct. Yeah, looking forward"},{"startTime":108.21,"endTime":111.45,"body":"and having a plan."},{"startTime":112.38,"endTime":116.58,"body":"Having a plan, making sure that"},{"startTime":112.38,"endTime":116.58,"body":"we can deal with the things that"},{"startTime":116.58,"endTime":122.67,"body":"we need to deal with. That are"},{"startTime":116.58,"endTime":122.67,"body":"short term, will deliver results"},{"startTime":122.67,"endTime":126.63,"body":"short term, but that are going"},{"startTime":122.67,"endTime":126.63,"body":"to help us in the future. And"},{"startTime":126.63,"endTime":129.06,"body":"there's so much change"},{"startTime":126.63,"endTime":129.06,"body":"happening. As we know, we talk"},{"startTime":129.06,"endTime":132.09,"body":"about that all the time. And I"},{"startTime":129.06,"endTime":132.09,"body":"know change is a buzzword, but"},{"startTime":132.09,"endTime":135.12,"body":"it's really, really important to"},{"startTime":132.09,"endTime":135.12,"body":"do that. So let's jump into"},{"startTime":135.12,"endTime":137.76,"body":"this. Rob, we don't want to make"},{"startTime":135.12,"endTime":137.76,"body":"this a talk fest. We want to"},{"startTime":137.76,"endTime":141.93,"body":"give people some value here. So"},{"startTime":137.76,"endTime":141.93,"body":"let's jump straight into the"},{"startTime":141.93,"endTime":145.26,"body":"first of the five steps, which"},{"startTime":141.93,"endTime":145.26,"body":"is bait a basic one that we all"},{"startTime":145.26,"endTime":150.45,"body":"hear about and do every day. But"},{"startTime":145.26,"endTime":150.45,"body":"sometimes we don't do it quick"},{"startTime":150.45,"endTime":154.32,"body":"enough, right? We don't. We"},{"startTime":150.45,"endTime":154.32,"body":"don't Sorry, we don't deliver"},{"startTime":154.32,"endTime":159.06,"body":"that. That result that the"},{"startTime":154.32,"endTime":159.06,"body":"business needs, which is it"},{"startTime":159.06,"endTime":164.58,"body":"needs inventory, right? We buy"},{"startTime":159.06,"endTime":164.58,"body":"cars, we focus so much on buying"},{"startTime":164.58,"endTime":169.65,"body":"cars, they turn up and so many"},{"startTime":164.58,"endTime":169.65,"body":"of us don't end up inventory the"},{"startTime":169.65,"endTime":173.61,"body":"cars quick enough. And that's"},{"startTime":169.65,"endTime":173.61,"body":"money sitting out there on the"},{"startTime":173.67,"endTime":176.16,"body":"in the car park. You want to add"},{"startTime":173.67,"endTime":176.16,"body":"some to rob?"},{"startTime":177.03,"endTime":182.49,"body":"Yeah, it's just you know, I'm a"},{"startTime":177.03,"endTime":182.49,"body":"big believer in building your"},{"startTime":182.49,"endTime":186.24,"body":"salvage yard from the back to"},{"startTime":182.49,"endTime":186.24,"body":"the front, right. So you know,"},{"startTime":186.24,"endTime":190.2,"body":"buying these cars, okay, we've"},{"startTime":186.24,"endTime":190.2,"body":"bought the cars, or we've, you"},{"startTime":190.2,"endTime":196.05,"body":"know, got the car somehow. And"},{"startTime":190.2,"endTime":196.05,"body":"now they're there. And every"},{"startTime":196.05,"endTime":198.9,"body":"second that they're not"},{"startTime":196.05,"endTime":198.9,"body":"inventory, and we're we're"},{"startTime":198.9,"endTime":202.29,"body":"willing and able to sell these"},{"startTime":198.9,"endTime":202.29,"body":"parts, there is a problem."},{"startTime":202.98,"endTime":206.58,"body":"Right? So you said the backlog"},{"startTime":202.98,"endTime":206.58,"body":"of cars, all these things, you"},{"startTime":206.58,"endTime":209.4,"body":"know, depending on where you are"},{"startTime":206.58,"endTime":209.4,"body":"in the country, or what you're"},{"startTime":209.4,"endTime":213.12,"body":"doing and I'm going to lowball"},{"startTime":209.4,"endTime":213.12,"body":"some numbers. And I'll say that,"},{"startTime":213.12,"endTime":217.11,"body":"you know, 70% of your sales"},{"startTime":213.12,"endTime":217.11,"body":"normally come from the vehicles"},{"startTime":217.11,"endTime":220.44,"body":"you've bought, or I should say"},{"startTime":217.11,"endTime":220.44,"body":"the vehicles you've inventoried."},{"startTime":220.44,"endTime":225.06,"body":"Chris, in the last 20 days,"},{"startTime":220.44,"endTime":225.06,"body":"right? I bought in inventory,"},{"startTime":225.3,"endTime":229.86,"body":"two different things. Right. So"},{"startTime":225.3,"endTime":229.86,"body":"making sure that what I've"},{"startTime":229.86,"endTime":233.76,"body":"inventoried is where 70 And"},{"startTime":229.86,"endTime":233.76,"body":"that's a lowball number is where"},{"startTime":233.76,"endTime":237.15,"body":"my sales are coming forward. So"},{"startTime":233.76,"endTime":237.15,"body":"if every day those cars are"},{"startTime":237.15,"endTime":241.98,"body":"sitting there, not inventories,"},{"startTime":237.15,"endTime":241.98,"body":"you're costing yourself sales."},{"startTime":242.13,"endTime":244.44,"body":"Yeah. And that's money you've"},{"startTime":242.13,"endTime":244.44,"body":"got out right. So you've you've"},{"startTime":244.44,"endTime":247.02,"body":"put that money out already."},{"startTime":244.44,"endTime":247.02,"body":"You've paid for those cars, you"},{"startTime":247.02,"endTime":249.48,"body":"paid for them before they turned"},{"startTime":247.02,"endTime":249.48,"body":"up so that you're probably a"},{"startTime":249.48,"endTime":253.59,"body":"week or two behind anyway. So"},{"startTime":249.48,"endTime":253.59,"body":"yeah, get get your parts in to"},{"startTime":253.59,"endTime":257.07,"body":"start get them. And the other"},{"startTime":253.59,"endTime":257.07,"body":"thing there is getting them into"},{"startTime":257.1,"endTime":261.81,"body":"inventory into stock is one"},{"startTime":257.1,"endTime":261.81,"body":"thing, but making sure that"},{"startTime":261.81,"endTime":264.27,"body":"they're they're done in a"},{"startTime":261.81,"endTime":264.27,"body":"quality fashion. Your"},{"startTime":264.27,"endTime":267.03,"body":"descriptions need to be right,"},{"startTime":264.27,"endTime":267.03,"body":"your grading needs to be"},{"startTime":267.03,"endTime":270.42,"body":"accurate. Your images need to be"},{"startTime":267.03,"endTime":270.42,"body":"right. So there's a number of"},{"startTime":270.42,"endTime":274.47,"body":"things that that we need to get"},{"startTime":270.42,"endTime":274.47,"body":"right. And there's tourists for"},{"startTime":274.47,"endTime":279.45,"body":"that one. Because the"},{"startTime":274.47,"endTime":279.45,"body":"traditional sense of what we do"},{"startTime":279.45,"endTime":283.53,"body":"and the way we've sold parts in"},{"startTime":279.45,"endTime":283.53,"body":"the past has been people call us"},{"startTime":284.07,"endTime":286.95,"body":"or now there's chat functions"},{"startTime":284.07,"endTime":286.95,"body":"through the Pinnacle's and"},{"startTime":286.95,"endTime":289.92,"body":"Powerlink. Probably I'm not sure"},{"startTime":286.95,"endTime":289.92,"body":"but where you can check one"},{"startTime":289.92,"endTime":294.48,"body":"another salespeople and say I"},{"startTime":289.92,"endTime":294.48,"body":"need tag number XYZ. Okay,"},{"startTime":294.51,"endTime":296.97,"body":"that's the traditional sense,"},{"startTime":294.51,"endTime":296.97,"body":"but we're moving into a"},{"startTime":296.97,"endTime":299.52,"body":"different era here. We know"},{"startTime":296.97,"endTime":299.52,"body":"we've got a situation and you"},{"startTime":299.52,"endTime":302.37,"body":"know, Rob I do a lot of work"},{"startTime":299.52,"endTime":302.37,"body":"from an eBay perspective and"},{"startTime":302.37,"endTime":305.85,"body":"online. But the reality is that"},{"startTime":302.37,"endTime":305.85,"body":"we're not talking to a lot of"},{"startTime":305.85,"endTime":310.65,"body":"people anymore. Right? No."},{"startTime":305.85,"endTime":310.65,"body":"Collision Repair is through"},{"startTime":310.65,"endTime":315.09,"body":"things like parts trader, for"},{"startTime":310.65,"endTime":315.09,"body":"example, etc, or CCC system,"},{"startTime":315.51,"endTime":318.54,"body":"don't talk to us they see our"},{"startTime":315.51,"endTime":318.54,"body":"part online, they see our price"},{"startTime":318.54,"endTime":322.62,"body":"the car grading the see the"},{"startTime":318.54,"endTime":322.62,"body":"quality description, that's what"},{"startTime":322.62,"endTime":325.38,"body":"we need to get right. So"},{"startTime":322.62,"endTime":325.38,"body":"inventorying a vehicle today"},{"startTime":325.38,"endTime":329.13,"body":"isn't like what it used to be 10"},{"startTime":325.38,"endTime":329.13,"body":"years ago, and I'm sitting on"},{"startTime":329.13,"endTime":331.41,"body":"tipping and ain't going to be"},{"startTime":329.13,"endTime":331.41,"body":"anything like we know it today"},{"startTime":331.44,"endTime":336.15,"body":"in 10 years. So you need to"},{"startTime":331.44,"endTime":336.15,"body":"think through that properly."},{"startTime":336.93,"endTime":342.9,"body":"And I want to make sure that"},{"startTime":336.93,"endTime":342.9,"body":"we're clear on right, you know,"},{"startTime":342.9,"endTime":347.01,"body":"the parts inventory, right and"},{"startTime":342.9,"endTime":347.01,"body":"graded properly, not overly"},{"startTime":347.01,"endTime":351.51,"body":"graded, not overly described,"},{"startTime":347.01,"endTime":351.51,"body":"either, right? I mean, apart,"},{"startTime":351.51,"endTime":355.38,"body":"that's, you know, if you want to"},{"startTime":351.51,"endTime":355.38,"body":"use a Hollender, triple zero"},{"startTime":355.38,"endTime":359.28,"body":"code, or whatever you want to"},{"startTime":355.38,"endTime":359.28,"body":"say Chris Wright is supposed to"},{"startTime":359.28,"endTime":362.22,"body":"be the like, in the kind in the"},{"startTime":359.28,"endTime":362.22,"body":"quality of what a five year old"},{"startTime":362.22,"endTime":366.6,"body":"Doris was to look like, right?"},{"startTime":362.22,"endTime":366.6,"body":"We don't need you know, there"},{"startTime":366.6,"endTime":370.05,"body":"should be some a little wear,"},{"startTime":366.6,"endTime":370.05,"body":"these are recycled auto parts,"},{"startTime":370.05,"endTime":373.83,"body":"they are not perfect. They are"},{"startTime":370.05,"endTime":373.83,"body":"not new parts. So you can do a"},{"startTime":373.83,"endTime":376.05,"body":"disservice over describing as"},{"startTime":373.83,"endTime":376.05,"body":"well."},{"startTime":377.43,"endTime":382.92,"body":"That's a valid point. That's as"},{"startTime":377.43,"endTime":382.92,"body":"long as you describe it"},{"startTime":382.95,"endTime":385.47,"body":"accurately. And part of the"},{"startTime":382.95,"endTime":385.47,"body":"challenge, ya know, we don't"},{"startTime":385.47,"endTime":389.52,"body":"want to turn this into a 510"},{"startTime":385.47,"endTime":389.52,"body":"minute piece on each on each"},{"startTime":389.55,"endTime":393.9,"body":"topic. But I told you it was"},{"startTime":389.55,"endTime":393.9,"body":"gonna happen. I sent just for"},{"startTime":393.9,"endTime":397.71,"body":"everyone's information I sent"},{"startTime":393.9,"endTime":397.71,"body":"Robert, a list of, you know, the"},{"startTime":397.71,"endTime":400.23,"body":"five key things that I thought"},{"startTime":397.71,"endTime":400.23,"body":"were relevant, we sort of"},{"startTime":400.23,"endTime":403.17,"body":"brainstorm that and, and said,"},{"startTime":400.23,"endTime":403.17,"body":"Well, there's a starting point,"},{"startTime":403.17,"endTime":406.02,"body":"because we probably could have"},{"startTime":403.17,"endTime":406.02,"body":"come up with 50 that are really,"},{"startTime":406.02,"endTime":409.35,"body":"really important. And even with"},{"startTime":406.02,"endTime":409.35,"body":"the five, he said, man, there's"},{"startTime":409.35,"endTime":415.14,"body":"enough here for 10 podcasts. And"},{"startTime":409.35,"endTime":415.14,"body":"it's true. So anyway. But the"},{"startTime":415.17,"endTime":421.23,"body":"reality is that we need to also"},{"startTime":415.17,"endTime":421.23,"body":"think of it in the context of"},{"startTime":421.65,"endTime":425.52,"body":"what we describe and how we"},{"startTime":421.65,"endTime":425.52,"body":"perceive that part. Because it"},{"startTime":425.52,"endTime":431.4,"body":"is a perception, we know what"},{"startTime":425.52,"endTime":431.4,"body":"you might have three inventory"},{"startTime":431.4,"endTime":434.61,"body":"people in your business, all"},{"startTime":431.4,"endTime":434.61,"body":"three will see it slightly"},{"startTime":434.61,"endTime":438.51,"body":"differently. Okay, so now we've"},{"startTime":434.61,"endTime":438.51,"body":"gotten a collision repairer,"},{"startTime":438.75,"endTime":442.5,"body":"who's coming at it in a"},{"startTime":438.75,"endTime":442.5,"body":"different context as well. And"},{"startTime":442.59,"endTime":445.71,"body":"he or she's looking at it and"},{"startTime":442.59,"endTime":445.71,"body":"saying, Well, that's not what I"},{"startTime":445.71,"endTime":449.16,"body":"say. So we need to get some kind"},{"startTime":445.71,"endTime":449.16,"body":"of parity, or some kind of"},{"startTime":449.34,"endTime":453.06,"body":"common denominator in the way we"},{"startTime":449.34,"endTime":453.06,"body":"talk to our customers, and what"},{"startTime":453.06,"endTime":456.75,"body":"is good, what is bad, what is"},{"startTime":453.06,"endTime":456.75,"body":"appropriate and what is not."},{"startTime":457.02,"endTime":457.92,"body":"Right. So,"},{"startTime":458.07,"endTime":465.51,"body":"you know, consistency. Right? So"},{"startTime":458.07,"endTime":465.51,"body":"consistency to me is, right."},{"startTime":465.57,"endTime":469.02,"body":"It's paramount to this is that"},{"startTime":465.57,"endTime":469.02,"body":"everything that we're talking"},{"startTime":469.02,"endTime":471.72,"body":"about has to be consistent,"},{"startTime":469.02,"endTime":471.72,"body":"everything that we're going to"},{"startTime":471.72,"endTime":475.44,"body":"run through today. I'm not just"},{"startTime":471.72,"endTime":475.44,"body":"doing it for a couple days. I'm"},{"startTime":475.44,"endTime":479.01,"body":"not just doing it once in a"},{"startTime":475.44,"endTime":479.01,"body":"while. It's consistency through"},{"startTime":479.01,"endTime":479.97,"body":"the process."},{"startTime":480.06,"endTime":483.21,"body":"Yeah. And I think that's a"},{"startTime":480.06,"endTime":483.21,"body":"really good point, Rob. So one"},{"startTime":483.21,"endTime":486.06,"body":"of the things we we've done in"},{"startTime":483.21,"endTime":486.06,"body":"the UK with the vehicle"},{"startTime":486.06,"endTime":489.33,"body":"recyclers Association over there"},{"startTime":486.06,"endTime":489.33,"body":"and eBays, we've set up the"},{"startTime":489.36,"endTime":495.06,"body":"independent certification"},{"startTime":489.36,"endTime":495.06,"body":"programme. And we involve"},{"startTime":495.09,"endTime":499.8,"body":"collision repair as mechanical"},{"startTime":495.09,"endTime":499.8,"body":"repair shops, we involve people"},{"startTime":499.8,"endTime":503.43,"body":"like insurance companies,"},{"startTime":499.8,"endTime":503.43,"body":"multiple insurance companies,"},{"startTime":504.03,"endTime":508.47,"body":"were part of the build of that"},{"startTime":504.03,"endTime":508.47,"body":"programme, for multiple reasons."},{"startTime":508.74,"endTime":513.45,"body":"And that that was critical"},{"startTime":508.74,"endTime":513.45,"body":"consistency of whatever we do"},{"startTime":513.45,"endTime":516.87,"body":"was really important. And it's"},{"startTime":513.45,"endTime":516.87,"body":"even more difficult. I mean,"},{"startTime":516.87,"endTime":520.26,"body":"it's hard enough doing it as"},{"startTime":516.87,"endTime":520.26,"body":"your yourself. If you're running"},{"startTime":520.26,"endTime":522.3,"body":"your own business, it's even"},{"startTime":520.26,"endTime":522.3,"body":"more difficult trying to do it"},{"startTime":522.3,"endTime":525.81,"body":"across a group of 100 different"},{"startTime":522.3,"endTime":525.81,"body":"recyclers, which is where we're"},{"startTime":525.81,"endTime":528.45,"body":"at in the UK things around 100"},{"startTime":525.81,"endTime":528.45,"body":"recycles that have been"},{"startTime":528.45,"endTime":533.4,"body":"independently certified now. So"},{"startTime":528.45,"endTime":533.4,"body":"you know, in the US, you've got"},{"startTime":533.4,"endTime":537.51,"body":"groups like PRP, for example."},{"startTime":533.4,"endTime":537.51,"body":"And others, you've got the big,"},{"startTime":537.54,"endTime":540.0,"body":"you know, consolidators, now"},{"startTime":537.54,"endTime":540.0,"body":"they're groups in their own"},{"startTime":540.0,"endTime":543.96,"body":"right, slightly different to a"},{"startTime":540.0,"endTime":543.96,"body":"PRP, where their independence,"},{"startTime":543.96,"endTime":548.91,"body":"but it's, it's a challenge to"},{"startTime":543.96,"endTime":548.91,"body":"get everyone to do it in a"},{"startTime":548.91,"endTime":554.13,"body":"consistently good way over and"},{"startTime":548.91,"endTime":554.13,"body":"over again, to deliver that same"},{"startTime":554.13,"endTime":558.42,"body":"result to the customer. Right?"},{"startTime":554.13,"endTime":558.42,"body":"So if I'm buying from this"},{"startTime":558.42,"endTime":561.81,"body":"group, as a customer, I know"},{"startTime":558.42,"endTime":561.81,"body":"that whether I buy from Rob or"},{"startTime":561.81,"endTime":564.69,"body":"Chris, I'm gonna get the same"},{"startTime":561.81,"endTime":564.69,"body":"quality product. I'm gonna get"},{"startTime":564.69,"endTime":567.09,"body":"it with the same type of service"},{"startTime":564.69,"endTime":567.09,"body":"and so on. So that you're right,"},{"startTime":567.09,"endTime":572.91,"body":"that consistency is critical."},{"startTime":567.09,"endTime":572.91,"body":"All right, so sorry, no, no, go"},{"startTime":572.91,"endTime":577.92,"body":"ahead. Again, just in the"},{"startTime":572.91,"endTime":577.92,"body":"interest of not sort of falling"},{"startTime":577.92,"endTime":581.07,"body":"into the trap that we said we"},{"startTime":577.92,"endTime":581.07,"body":"shouldn't fall into Rob. Let's"},{"startTime":581.07,"endTime":584.31,"body":"let's move on. But we've got a"},{"startTime":581.07,"endTime":584.31,"body":"question here from my Simon."},{"startTime":584.67,"endTime":588.24,"body":"Simon. BM. Sorry, Simon. I don't"},{"startTime":584.67,"endTime":588.24,"body":"know what the BM stands for. But"},{"startTime":588.42,"endTime":592.08,"body":"should a recycler prioritise"},{"startTime":588.42,"endTime":592.08,"body":"higher valued vehicles first,"},{"startTime":592.08,"endTime":597.18,"body":"buy what's already in stock, or"},{"startTime":592.08,"endTime":597.18,"body":"just process them in turn as as"},{"startTime":597.18,"endTime":599.7,"body":"they come in. To have you on it"},{"startTime":600.359,"endTime":604.199,"body":"My view is, if I'm consistent,"},{"startTime":600.359,"endTime":604.199,"body":"and I'm buying a consistent"},{"startTime":604.199,"endTime":607.889,"body":"number of vehicles that my"},{"startTime":604.199,"endTime":607.889,"body":"factory can produce, and I'm"},{"startTime":607.889,"endTime":611.759,"body":"inventory in them, and Chris is"},{"startTime":607.889,"endTime":611.759,"body":"72 hours is about 24 hours"},{"startTime":611.759,"endTime":614.669,"body":"longer than I would say. But I"},{"startTime":611.759,"endTime":614.669,"body":"know he's being fair to some"},{"startTime":614.669,"endTime":618.959,"body":"people. But if I'm doing that"},{"startTime":614.669,"endTime":618.959,"body":"consistently, or consistently,"},{"startTime":618.959,"endTime":623.249,"body":"I'm never going to run into that"},{"startTime":618.959,"endTime":623.249,"body":"problem. I was old at first, I"},{"startTime":623.249,"endTime":628.019,"body":"again ran everything like a"},{"startTime":623.249,"endTime":628.019,"body":"factory, like a machine, like a"},{"startTime":628.019,"endTime":632.069,"body":"watch. It was tick, tick, tick,"},{"startTime":628.019,"endTime":632.069,"body":"tick, tick, tick. So if you're"},{"startTime":632.069,"endTime":635.969,"body":"doing things in that matter,"},{"startTime":632.069,"endTime":635.969,"body":"you'll never have that problem."},{"startTime":638.309,"endTime":642.839,"body":"And when we fall behind, I still"},{"startTime":638.309,"endTime":642.839,"body":"stuck with it. Oldest first that"},{"startTime":642.839,"endTime":647.249,"body":"has the longest rent. And I"},{"startTime":642.839,"endTime":647.249,"body":"looked at every every car"},{"startTime":647.249,"endTime":651.599,"body":"sitting there on inventory is a"},{"startTime":647.249,"endTime":651.599,"body":"rent an old part on a shelf that"},{"startTime":651.599,"endTime":654.689,"body":"sitting there not sold, is"},{"startTime":651.599,"endTime":654.689,"body":"increasing the rent."},{"startTime":655.41,"endTime":659.04,"body":"Yeah, and I think the challenge"},{"startTime":655.41,"endTime":659.04,"body":"with cherry picking vehicles out"},{"startTime":659.28,"endTime":663.45,"body":"there, it's so it's easy to do,"},{"startTime":659.28,"endTime":663.45,"body":"because you've got a $10,000"},{"startTime":663.45,"endTime":666.45,"body":"vehicle here versus $1,000."},{"startTime":663.45,"endTime":666.45,"body":"Vehicle, I want to get the"},{"startTime":666.45,"endTime":669.75,"body":"$10,000 vehicle in as quickly as"},{"startTime":666.45,"endTime":669.75,"body":"I can problem with the cherry"},{"startTime":669.75,"endTime":676.2,"body":"picking is that we can often"},{"startTime":669.75,"endTime":676.2,"body":"fall into the trap of that"},{"startTime":676.2,"endTime":679.71,"body":"$1,000 car never gets done."},{"startTime":676.2,"endTime":679.71,"body":"Right. But there are sales on"},{"startTime":679.71,"endTime":683.7,"body":"that there may be a lot of good"},{"startTime":679.71,"endTime":683.7,"body":"sales on that. Right. So I think"},{"startTime":683.7,"endTime":687.48,"body":"it makes sense to go oldest"},{"startTime":683.7,"endTime":687.48,"body":"first and just do them in some"},{"startTime":687.48,"endTime":692.25,"body":"kind of a cyclical way. Right?"},{"startTime":687.48,"endTime":692.25,"body":"And do it the same way. Oh,"},{"startTime":692.28,"endTime":695.94,"body":"right through. Often sometimes,"},{"startTime":692.28,"endTime":695.94,"body":"you know, you've got customers"},{"startTime":695.94,"endTime":698.88,"body":"that are looking for, you know,"},{"startTime":695.94,"endTime":698.88,"body":"the drive train on that $10,000"},{"startTime":698.88,"endTime":701.76,"body":"vehicle, you're going to make,"},{"startTime":698.88,"endTime":701.76,"body":"you know, make a $10,000 sales"},{"startTime":701.76,"endTime":704.22,"body":"straight up and recover the cost"},{"startTime":701.76,"endTime":704.22,"body":"on that. So you want to get that"},{"startTime":704.22,"endTime":708.48,"body":"inventory. So there was always a"},{"startTime":704.22,"endTime":708.48,"body":"scenario or multiple exceptions"},{"startTime":708.48,"endTime":710.58,"body":"to the rule. But I think that"},{"startTime":708.48,"endTime":710.58,"body":"that's the right way to go"},{"startTime":710.58,"endTime":710.82,"body":"wrong."},{"startTime":711.15,"endTime":713.82,"body":"If all your cars are"},{"startTime":711.15,"endTime":713.82,"body":"inventoried, and you're in the"},{"startTime":713.82,"endTime":717.24,"body":"process, you're gonna, you're"},{"startTime":713.82,"endTime":717.24,"body":"dismantling this are going to be"},{"startTime":717.24,"endTime":721.83,"body":"cherry picking what sold, allow"},{"startTime":717.24,"endTime":721.83,"body":"the orders to cherry pick, just"},{"startTime":721.83,"endTime":722.88,"body":"get it in inventory."},{"startTime":723.24,"endTime":728.43,"body":"Yep. Excellent. All right. So"},{"startTime":723.24,"endTime":728.43,"body":"inventory part, vehicle vehicles"},{"startTime":728.52,"endTime":732.33,"body":"as quickly as possible, doing it"},{"startTime":728.52,"endTime":732.33,"body":"accurately, doing it with good"},{"startTime":732.33,"endTime":737.13,"body":"descriptions, doing it with"},{"startTime":732.33,"endTime":737.13,"body":"images, good images, etc."},{"startTime":737.16,"endTime":740.58,"body":"Really, really important. And"},{"startTime":737.16,"endTime":740.58,"body":"remember, this is something that"},{"startTime":741.3,"endTime":745.8,"body":"you can do today. So tomorrow"},{"startTime":741.3,"endTime":745.8,"body":"morning, we can make sure that"},{"startTime":745.8,"endTime":749.1,"body":"we got a process in place to"},{"startTime":745.8,"endTime":749.1,"body":"inventory our vehicles, quickly,"},{"startTime":749.1,"endTime":752.76,"body":"whether it's within 72 or 48"},{"startTime":749.1,"endTime":752.76,"body":"hours, whatever that is, get it"},{"startTime":752.76,"endTime":757.05,"body":"done quickly. Okay, so let's"},{"startTime":752.76,"endTime":757.05,"body":"think about Tip number two,"},{"startTime":757.47,"endTime":760.65,"body":"building a network of trading"},{"startTime":757.47,"endTime":760.65,"body":"partners within the industry,"},{"startTime":760.92,"endTime":765.27,"body":"we're often looking to advertise"},{"startTime":760.92,"endTime":765.27,"body":"and find new customers and, you"},{"startTime":765.27,"endTime":770.16,"body":"know, whatever out there, we're"},{"startTime":765.27,"endTime":770.16,"body":"one of the things that a lot of"},{"startTime":770.16,"endTime":773.79,"body":"people ask me, a lot of friends"},{"startTime":770.16,"endTime":773.79,"body":"asked me, Rob, you know, how?"},{"startTime":774.39,"endTime":777.12,"body":"How could you? How do you start"},{"startTime":774.39,"endTime":777.12,"body":"a recycling, automotive"},{"startTime":777.12,"endTime":779.97,"body":"recycling business? Where do you"},{"startTime":777.12,"endTime":779.97,"body":"start? Where do you find your"},{"startTime":779.97,"endTime":786.0,"body":"customers. And I think it's one"},{"startTime":779.97,"endTime":786.0,"body":"of the nicest businesses to be"},{"startTime":786.0,"endTime":789.72,"body":"in the context of a customer,"},{"startTime":786.0,"endTime":789.72,"body":"you know, if you're on, and"},{"startTime":789.72,"endTime":793.44,"body":"these days, you know, any of the"},{"startTime":789.72,"endTime":793.44,"body":"yard management systems in the"},{"startTime":793.44,"endTime":797.85,"body":"US, not so much in in the UK and"},{"startTime":793.44,"endTime":797.85,"body":"in Australia, or New Zealand."},{"startTime":798.15,"endTime":802.11,"body":"But we've got Pinnacle that you"},{"startTime":798.15,"endTime":802.11,"body":"can see one another's parts on"},{"startTime":802.68,"endTime":805.2,"body":"in the US, everyone can see"},{"startTime":802.68,"endTime":805.2,"body":"everyone's path doesn't matter"},{"startTime":805.2,"endTime":809.79,"body":"what system whether it's"},{"startTime":805.2,"endTime":809.79,"body":"Powerlink, car park, or"},{"startTime":810.57,"endTime":812.52,"body":"pinnacle, doesn't matter what"},{"startTime":810.57,"endTime":812.52,"body":"system is you can see each"},{"startTime":812.52,"endTime":815.13,"body":"other's paths, and you're"},{"startTime":812.52,"endTime":815.13,"body":"integrating. And some of the"},{"startTime":815.13,"endTime":817.8,"body":"work that I'm doing with a"},{"startTime":815.13,"endTime":817.8,"body":"number of the customers that"},{"startTime":817.8,"endTime":821.04,"body":"work with me at APS, we're"},{"startTime":817.8,"endTime":821.04,"body":"looking at some of the numbers"},{"startTime":821.07,"endTime":824.97,"body":"and usually in their top 30"},{"startTime":821.07,"endTime":824.97,"body":"customers, at least 20 or other"},{"startTime":824.97,"endTime":830.85,"body":"recyclers in the US, right. So"},{"startTime":824.97,"endTime":830.85,"body":"the beauty here is that we've"},{"startTime":830.88,"endTime":836.34,"body":"got our trading partners that we"},{"startTime":830.88,"endTime":836.34,"body":"can work with from day one, and"},{"startTime":836.34,"endTime":838.95,"body":"they don't care if you've been"},{"startTime":836.34,"endTime":838.95,"body":"there for a million years, or"},{"startTime":838.95,"endTime":842.76,"body":"two years or two weeks. If"},{"startTime":838.95,"endTime":842.76,"body":"you've got the right part on the"},{"startTime":842.76,"endTime":845.61,"body":"right day at the right price,"},{"startTime":842.76,"endTime":845.61,"body":"they need it and they're going"},{"startTime":845.61,"endTime":850.59,"body":"to want to buy it from you. So"},{"startTime":845.61,"endTime":850.59,"body":"we've got that, that environment"},{"startTime":850.59,"endTime":855.21,"body":"where within the industry, we"},{"startTime":850.59,"endTime":855.21,"body":"think what you could call your"},{"startTime":855.21,"endTime":858.87,"body":"competitive landscape, which"},{"startTime":855.21,"endTime":858.87,"body":"really I don't like that topic"},{"startTime":858.87,"endTime":861.45,"body":"because we're not the"},{"startTime":858.87,"endTime":861.45,"body":"competitor, or the resources or"},{"startTime":861.51,"endTime":866.1,"body":"the competitor. But you've got"},{"startTime":861.51,"endTime":866.1,"body":"customers there straightaway. So"},{"startTime":866.1,"endTime":870.51,"body":"they're trading partners that"},{"startTime":866.1,"endTime":870.51,"body":"you can work with. Rob? Yeah,"},{"startTime":870.84,"endTime":875.94,"body":"um, I, you know, you know,"},{"startTime":870.84,"endTime":875.94,"body":"before I became I like the word"},{"startTime":875.94,"endTime":878.58,"body":"you know, I like the word coach,"},{"startTime":875.94,"endTime":878.58,"body":"Chris, better than consultant"},{"startTime":878.58,"endTime":883.44,"body":"but I was lucky enough to be at"},{"startTime":878.58,"endTime":883.44,"body":"the first facility that I was at"},{"startTime":883.44,"endTime":887.43,"body":"for 2324 years, something like"},{"startTime":883.44,"endTime":887.43,"body":"that. The second facility that I"},{"startTime":887.43,"endTime":892.2,"body":"went to, and the third before I"},{"startTime":887.43,"endTime":892.2,"body":"kind of semi retired to coach."},{"startTime":892.56,"endTime":896.82,"body":"Um, the last two were very small"},{"startTime":892.56,"endTime":896.82,"body":"mom and pop yards, not a lot of"},{"startTime":896.82,"endTime":901.8,"body":"customers, not a lot of things"},{"startTime":896.82,"endTime":901.8,"body":"and I was very successful in a"},{"startTime":901.8,"endTime":905.73,"body":"short amount of time helping"},{"startTime":901.8,"endTime":905.73,"body":"along with the team had, you"},{"startTime":905.73,"endTime":909.6,"body":"know, I was one piece, but"},{"startTime":905.73,"endTime":909.6,"body":"helping build them up very"},{"startTime":909.6,"endTime":915.54,"body":"quickly. One way, it wasn't"},{"startTime":909.6,"endTime":915.54,"body":"flyers, it wasn't coupons. It"},{"startTime":915.54,"endTime":920.64,"body":"wasn't a road salesman, Chris."},{"startTime":915.54,"endTime":920.64,"body":"We allow the factory to work at"},{"startTime":920.64,"endTime":925.38,"body":"the maximum capacity that it"},{"startTime":920.64,"endTime":925.38,"body":"could I bought a lot of cars, we"},{"startTime":925.38,"endTime":929.1,"body":"inventory them really fast. And"},{"startTime":925.38,"endTime":929.1,"body":"we took them apart and got them"},{"startTime":929.1,"endTime":933.03,"body":"online or got them on eBay or"},{"startTime":929.1,"endTime":933.03,"body":"got them wherever you are. If"},{"startTime":933.03,"endTime":938.22,"body":"you build it, they will come."},{"startTime":933.03,"endTime":938.22,"body":"And I'm a firm believer to steal"},{"startTime":938.22,"endTime":942.33,"body":"from the movie Field of Dreams."},{"startTime":938.22,"endTime":942.33,"body":"All you need to do is produce"},{"startTime":942.33,"endTime":945.81,"body":"the widgets. Now, the better"},{"startTime":942.33,"endTime":945.81,"body":"widgets you buy, the better you"},{"startTime":945.81,"endTime":948.18,"body":"buy the cars the right, but"},{"startTime":945.81,"endTime":948.18,"body":"those are different things. But"},{"startTime":948.18,"endTime":952.92,"body":"if you build it, they will come."},{"startTime":948.18,"endTime":952.92,"body":"To me. It's that simple."},{"startTime":953.28,"endTime":959.4,"body":"I agree 100%. But I want to take"},{"startTime":953.28,"endTime":959.4,"body":"this a step further. Because the"},{"startTime":959.4,"endTime":963.51,"body":"point, tip number two says build"},{"startTime":959.4,"endTime":963.51,"body":"a network of trading partners."},{"startTime":963.81,"endTime":966.51,"body":"And I think the really important"},{"startTime":963.81,"endTime":966.51,"body":"thing he adds Stewart Stewart,"},{"startTime":966.54,"endTime":968.79,"body":"he's got a question that we'll"},{"startTime":966.54,"endTime":968.79,"body":"come to it in a second, Stuart."},{"startTime":969.15,"endTime":973.08,"body":"But the really important thing"},{"startTime":969.15,"endTime":973.08,"body":"there is that we need to invest"},{"startTime":973.08,"endTime":977.31,"body":"in more than just the vehicles"},{"startTime":973.08,"endTime":977.31,"body":"that we are dismantling. It's"},{"startTime":977.31,"endTime":981.09,"body":"not just our inventory. It's our"},{"startTime":977.31,"endTime":981.09,"body":"relationships with other"},{"startTime":981.09,"endTime":984.3,"body":"recyclers. In this case, that's"},{"startTime":981.09,"endTime":984.3,"body":"what we're talking about as the"},{"startTime":984.3,"endTime":988.86,"body":"customer. It's our relationships"},{"startTime":984.3,"endTime":988.86,"body":"with other recyclers that we"},{"startTime":988.86,"endTime":994.62,"body":"need to build that will help us"},{"startTime":988.86,"endTime":994.62,"body":"integrate, right, so we are"},{"startTime":994.62,"endTime":999.93,"body":"human. Right? Humans deal with"},{"startTime":994.62,"endTime":999.93,"body":"other people that they like"},{"startTime":999.96,"endTime":1003.95,"body":"other people that they know, and"},{"startTime":999.96,"endTime":1003.95,"body":"they understand how they work."},{"startTime":1005.06,"endTime":1007.91,"body":"We work on relationships. And I"},{"startTime":1005.06,"endTime":1007.91,"body":"know, Rob, you talk a lot about"},{"startTime":1007.91,"endTime":1012.62,"body":"relationships. But that network,"},{"startTime":1007.91,"endTime":1012.62,"body":"that networking, right, we've"},{"startTime":1012.62,"endTime":1016.1,"body":"got UAG coming up in a couple of"},{"startTime":1012.62,"endTime":1016.1,"body":"months. And I know that, you"},{"startTime":1016.1,"endTime":1021.02,"body":"know there's a myriad of other"},{"startTime":1016.1,"endTime":1021.02,"body":"conferences that you have"},{"startTime":1021.02,"endTime":1023.81,"body":"smaller conferences, state"},{"startTime":1021.02,"endTime":1023.81,"body":"conferences in the US,"},{"startTime":1023.81,"endTime":1028.1,"body":"especially, that are so"},{"startTime":1023.81,"endTime":1028.1,"body":"important. Go to those"},{"startTime":1028.1,"endTime":1032.12,"body":"conferences, because you will"},{"startTime":1028.1,"endTime":1032.12,"body":"build a network of trading"},{"startTime":1032.12,"endTime":1035.24,"body":"partners there that you haven't"},{"startTime":1032.12,"endTime":1035.24,"body":"before. So if you're not doing"},{"startTime":1035.24,"endTime":1042.32,"body":"it, do it. Absolutely. So sorry,"},{"startTime":1035.24,"endTime":1042.32,"body":"Rob, go, oh, no, I"},{"startTime":1042.32,"endTime":1044.84,"body":"was just going to back it up."},{"startTime":1042.32,"endTime":1044.84,"body":"It's just that these are the"},{"startTime":1044.84,"endTime":1048.8,"body":"things that you have got to"},{"startTime":1044.84,"endTime":1048.8,"body":"immerse yourself in this"},{"startTime":1048.8,"endTime":1051.62,"body":"industry and friends. I mean,"},{"startTime":1048.8,"endTime":1051.62,"body":"this is how you and I met."},{"startTime":1052.07,"endTime":1055.88,"body":"Right. This is this is the"},{"startTime":1052.07,"endTime":1055.88,"body":"connection. It's it's auto"},{"startTime":1055.88,"endTime":1061.01,"body":"recyclers, it's vendors, it's"},{"startTime":1055.88,"endTime":1061.01,"body":"remanufacturing companies, it's"},{"startTime":1061.01,"endTime":1064.85,"body":"all different levels of people"},{"startTime":1061.01,"endTime":1064.85,"body":"that are allowing you to sell"},{"startTime":1064.85,"endTime":1068.96,"body":"your parts or say yes to your"},{"startTime":1064.85,"endTime":1068.96,"body":"customers more, or make sure"},{"startTime":1068.96,"endTime":1074.15,"body":"that you're on the up front of"},{"startTime":1068.96,"endTime":1074.15,"body":"the technology. Right. And all"},{"startTime":1074.15,"endTime":1077.63,"body":"these things, there's so much"},{"startTime":1074.15,"endTime":1077.63,"body":"happening, you've got to stay at"},{"startTime":1077.63,"endTime":1081.53,"body":"the forefront of that. But it"},{"startTime":1077.63,"endTime":1081.53,"body":"starts with being around and"},{"startTime":1081.53,"endTime":1082.76,"body":"with your peers."},{"startTime":1083.12,"endTime":1086.06,"body":"Yeah, I agree. Totally. I agree."},{"startTime":1083.12,"endTime":1086.06,"body":"Totally. So Stuart, and he's"},{"startTime":1086.06,"endTime":1089.12,"body":"asked the question, isn't an"},{"startTime":1086.06,"endTime":1089.12,"body":"industry standard to give"},{"startTime":1089.12,"endTime":1092.27,"body":"trading partners or higher"},{"startTime":1089.12,"endTime":1092.27,"body":"automatic discount over the"},{"startTime":1092.27,"endTime":1095.21,"body":"wholesale customer? Rob, I'm"},{"startTime":1092.27,"endTime":1095.21,"body":"pretty sure you're gonna love"},{"startTime":1095.21,"endTime":1098.87,"body":"answering that one. You love"},{"startTime":1095.21,"endTime":1098.87,"body":"giving up?"},{"startTime":1100.19,"endTime":1107.27,"body":"No, I do. But there are some"},{"startTime":1100.19,"endTime":1107.27,"body":"discounting networks in the US."},{"startTime":1107.42,"endTime":1111.71,"body":"There's a different percentage."},{"startTime":1107.42,"endTime":1111.71,"body":"There's different things. You"},{"startTime":1111.71,"endTime":1116.3,"body":"know, the US is spread out a"},{"startTime":1111.71,"endTime":1116.3,"body":"little bit more than the UK."},{"startTime":1116.39,"endTime":1120.32,"body":"Right. So I you know, you and I"},{"startTime":1116.39,"endTime":1120.32,"body":"were lucky enough for you, I was"},{"startTime":1120.32,"endTime":1123.56,"body":"lucky enough to have you let you"},{"startTime":1120.32,"endTime":1123.56,"body":"know, Mike and I be involved a"},{"startTime":1123.56,"endTime":1126.77,"body":"little bit with some of the UK"},{"startTime":1123.56,"endTime":1126.77,"body":"stuff that you did. Right. And"},{"startTime":1126.77,"endTime":1130.4,"body":"you're talking about a smaller"},{"startTime":1126.77,"endTime":1130.4,"body":"area. But if I've built a"},{"startTime":1130.4,"endTime":1135.11,"body":"relationship and trust with the"},{"startTime":1130.4,"endTime":1135.11,"body":"customer over here, and he likes"},{"startTime":1135.11,"endTime":1141.71,"body":"me and he likes my service. Why"},{"startTime":1135.11,"endTime":1141.71,"body":"shouldn't I be able to buy the"},{"startTime":1141.71,"endTime":1145.76,"body":"part from the salvage yard?"},{"startTime":1141.71,"endTime":1145.76,"body":"That's, you know, 30 kilometres"},{"startTime":1145.76,"endTime":1148.64,"body":"away. At least you do. You're"},{"startTime":1145.76,"endTime":1148.64,"body":"getting a piece of the action"},{"startTime":1148.64,"endTime":1153.86,"body":"now. Right? Let me disguise my"},{"startTime":1148.64,"endTime":1153.86,"body":"guy already. Right. Let you know"},{"startTime":1153.86,"endTime":1158.69,"body":"that relationship buildings,"},{"startTime":1153.86,"endTime":1158.69,"body":"there are discounts. Okay. Yes,"},{"startTime":1158.72,"endTime":1162.32,"body":"maybe to a reason. But I will"},{"startTime":1158.72,"endTime":1162.32,"body":"say that if it was Stewart that"},{"startTime":1162.32,"endTime":1166.28,"body":"asked the question. All of the"},{"startTime":1162.32,"endTime":1166.28,"body":"discounts in the US have caps."},{"startTime":1166.4,"endTime":1171.11,"body":"So if it's 510 15 20%, Stewart,"},{"startTime":1166.4,"endTime":1171.11,"body":"there is a cap. There are some"},{"startTime":1171.11,"endTime":1175.22,"body":"minimums, there's commodity or"},{"startTime":1171.11,"endTime":1175.22,"body":"core splits. There's other"},{"startTime":1175.22,"endTime":1179.6,"body":"things involved in that. If I"},{"startTime":1175.22,"endTime":1179.6,"body":"can build a good trading network"},{"startTime":1179.6,"endTime":1183.32,"body":"with someone, sure, but as long"},{"startTime":1179.6,"endTime":1183.32,"body":"as I'm buying from you as much"},{"startTime":1183.32,"endTime":1186.44,"body":"as you're buying from me, and"},{"startTime":1183.32,"endTime":1186.44,"body":"we're sharing the discount"},{"startTime":1186.44,"endTime":1187.4,"body":"between each other,"},{"startTime":1187.909,"endTime":1191.809,"body":"we want to get a balance of"},{"startTime":1187.909,"endTime":1191.809,"body":"trade. Right? If we look at it"},{"startTime":1191.809,"endTime":1195.349,"body":"as two nations, we want to find"},{"startTime":1191.809,"endTime":1195.349,"body":"some kind of balance in trade."},{"startTime":1196.279,"endTime":1198.799,"body":"But I think it also comes down"},{"startTime":1196.279,"endTime":1198.799,"body":"to rob you know, often again,"},{"startTime":1198.799,"endTime":1201.679,"body":"the numbers that are looked at"},{"startTime":1198.799,"endTime":1201.679,"body":"with it A lot of recyclers, you"},{"startTime":1201.679,"endTime":1205.549,"body":"mentioned before, you know, 70%"},{"startTime":1201.679,"endTime":1205.549,"body":"of your sales, maybe more, maybe"},{"startTime":1205.549,"endTime":1208.429,"body":"a little bit less whatever"},{"startTime":1205.549,"endTime":1208.429,"body":"happened in the first 120 days."},{"startTime":1208.819,"endTime":1212.599,"body":"The reality is, I can guarantee"},{"startTime":1208.819,"endTime":1212.599,"body":"you that a decent automotive"},{"startTime":1212.599,"endTime":1216.769,"body":"recycler is hitting at least 50%"},{"startTime":1212.599,"endTime":1216.769,"body":"of their sales in the first 60"},{"startTime":1216.769,"endTime":1221.029,"body":"to 90 days. Okay, so for buying"},{"startTime":1216.769,"endTime":1221.029,"body":"at a 50% cost of goods, we've"},{"startTime":1221.029,"endTime":1225.169,"body":"recovered our money within the"},{"startTime":1221.029,"endTime":1225.169,"body":"first 50 or so days, if we're"},{"startTime":1225.169,"endTime":1228.829,"body":"buying at a 50% cost of goods,"},{"startTime":1225.169,"endTime":1228.829,"body":"and then we look at it and say,"},{"startTime":1228.829,"endTime":1234.529,"body":"Okay, what's left after 120"},{"startTime":1228.829,"endTime":1234.529,"body":"days, usually, what's left is"},{"startTime":1234.649,"endTime":1241.279,"body":"the slower move, obviously,"},{"startTime":1234.649,"endTime":1241.279,"body":"right. So what's left on our"},{"startTime":1241.279,"endTime":1249.859,"body":"shelf 80% of our inventory that"},{"startTime":1241.279,"endTime":1249.859,"body":"we choose to I'll say hoard, or"},{"startTime":1251.959,"endTime":1255.679,"body":"whatever you want to call it,"},{"startTime":1251.959,"endTime":1255.679,"body":"80% of our inventory is usually"},{"startTime":1255.679,"endTime":1259.459,"body":"slower moving stock, you know,"},{"startTime":1255.679,"endTime":1259.459,"body":"we're looking at it from a"},{"startTime":1259.459,"endTime":1263.119,"body":"pinnacle sort of selling"},{"startTime":1259.459,"endTime":1263.119,"body":"recommendation deal, it's"},{"startTime":1263.119,"endTime":1270.349,"body":"usually sell it, and this can"},{"startTime":1263.119,"endTime":1270.349,"body":"type stock, right. So we also"},{"startTime":1270.349,"endTime":1272.929,"body":"don't want steel sitting on the"},{"startTime":1270.349,"endTime":1272.929,"body":"shelf, you know, if I had the"},{"startTime":1272.929,"endTime":1276.589,"body":"opportunity to move that at a"},{"startTime":1272.929,"endTime":1276.589,"body":"discounted rate, often I'm going"},{"startTime":1276.589,"endTime":1279.799,"body":"to do that. And if that means"},{"startTime":1276.589,"endTime":1279.799,"body":"that I sell it to you, because"},{"startTime":1279.799,"endTime":1282.319,"body":"you've got a relationship with"},{"startTime":1279.799,"endTime":1282.319,"body":"the collision repair around the"},{"startTime":1282.319,"endTime":1285.319,"body":"corner, or on the other side of"},{"startTime":1282.319,"endTime":1285.319,"body":"the country, that just happens"},{"startTime":1285.319,"endTime":1288.199,"body":"to like buying from me because"},{"startTime":1285.319,"endTime":1288.199,"body":"you've got a relationship with"},{"startTime":1288.199,"endTime":1291.829,"body":"him or her, then so be it, I"},{"startTime":1288.199,"endTime":1291.829,"body":"want to move my stock, and I"},{"startTime":1291.829,"endTime":1295.339,"body":"want to get that cash back into"},{"startTime":1291.829,"endTime":1295.339,"body":"another vehicle. Right"},{"startTime":1295.37,"endTime":1300.38,"body":"terms. And to just add, I don't"},{"startTime":1295.37,"endTime":1300.38,"body":"want to snowball this, but there"},{"startTime":1300.38,"endTime":1304.49,"body":"are some trading groups that are"},{"startTime":1300.38,"endTime":1304.49,"body":"out there. That may be on the"},{"startTime":1304.49,"endTime":1308.69,"body":"consolidator side a little bit,"},{"startTime":1304.49,"endTime":1308.69,"body":"but they do not trade or"},{"startTime":1308.69,"endTime":1311.18,"body":"discount until after 90 days."},{"startTime":1312.83,"endTime":1314.96,"body":"That makes sense, just get to"},{"startTime":1312.83,"endTime":1314.96,"body":"it,"},{"startTime":1314.99,"endTime":1319.01,"body":"there's a million different ways"},{"startTime":1314.99,"endTime":1319.01,"body":"to do it. But let's be honest,"},{"startTime":1319.01,"endTime":1322.07,"body":"most of your warehouses are full"},{"startTime":1319.01,"endTime":1322.07,"body":"with crap, or they're filled"},{"startTime":1322.07,"endTime":1323.03,"body":"with returns"},{"startTime":1323.87,"endTime":1326.18,"body":"100%, right."},{"startTime":1326.6,"endTime":1330.56,"body":"Especially, you know, for some"},{"startTime":1326.6,"endTime":1330.56,"body":"of the UK guys that are Pinnacle"},{"startTime":1330.56,"endTime":1332.69,"body":"that are on here, if it's"},{"startTime":1330.56,"endTime":1332.69,"body":"Hollander, it's called there,"},{"startTime":1332.69,"endTime":1338.75,"body":"whatever. But, um, you know,"},{"startTime":1332.69,"endTime":1338.75,"body":"making sure these tools are in"},{"startTime":1338.75,"endTime":1341.33,"body":"there for you to look at and"},{"startTime":1338.75,"endTime":1341.33,"body":"look at, you know, what, how"},{"startTime":1341.33,"endTime":1344.57,"body":"quickly you're moving your"},{"startTime":1341.33,"endTime":1344.57,"body":"parts, right, that there's"},{"startTime":1344.57,"endTime":1348.26,"body":"really probably only about 20"},{"startTime":1344.57,"endTime":1348.26,"body":"part types making up about 80%"},{"startTime":1348.26,"endTime":1352.1,"body":"of your revenue. Right? The all"},{"startTime":1348.26,"endTime":1352.1,"body":"that data is in your system,"},{"startTime":1352.34,"endTime":1357.71,"body":"right? Learn how to use those"},{"startTime":1352.34,"endTime":1357.71,"body":"those reports in there. And be a"},{"startTime":1357.71,"endTime":1360.56,"body":"part of that. Sorry, for the"},{"startTime":1357.71,"endTime":1360.56,"body":"Hollander Pinnacle confusion"},{"startTime":1360.56,"endTime":1360.89,"body":"thing. No,"},{"startTime":1360.89,"endTime":1365.57,"body":"no, that's okay. That's okay, we"},{"startTime":1360.89,"endTime":1365.57,"body":"get confused plenty. So I've,"},{"startTime":1365.6,"endTime":1368.81,"body":"we've got a couple of people"},{"startTime":1365.6,"endTime":1368.81,"body":"from the UK and New Zealand on"},{"startTime":1368.81,"endTime":1372.29,"body":"this call. And I, I'm picking on"},{"startTime":1368.81,"endTime":1372.29,"body":"them, especially because they do"},{"startTime":1372.29,"endTime":1375.68,"body":"not entertain very much at all."},{"startTime":1372.29,"endTime":1375.68,"body":"Right in both of those"},{"startTime":1375.68,"endTime":1376.25,"body":"countries."},{"startTime":1376.699,"endTime":1381.649,"body":"I see those names. And I know"},{"startTime":1376.699,"endTime":1381.649,"body":"some of those. I've talked to"},{"startTime":1381.649,"endTime":1382.759,"body":"some of these we have."},{"startTime":1384.68,"endTime":1387.44,"body":"But they don't need to trade"},{"startTime":1384.68,"endTime":1387.44,"body":"very much at all right. And we"},{"startTime":1387.44,"endTime":1390.5,"body":"never used them to trade here in"},{"startTime":1387.44,"endTime":1390.5,"body":"Australia until probably the"},{"startTime":1390.98,"endTime":1394.58,"body":"early 2000, mid 2000s When a few"},{"startTime":1390.98,"endTime":1394.58,"body":"of us started coming over to the"},{"startTime":1394.58,"endTime":1399.83,"body":"U RG conferences and ARA and"},{"startTime":1394.58,"endTime":1399.83,"body":"sort of started seeing everyone"},{"startTime":1399.83,"endTime":1402.92,"body":"talking to each other about tips"},{"startTime":1399.83,"endTime":1402.92,"body":"and tricks that they've got or"},{"startTime":1402.92,"endTime":1406.55,"body":"sharing ideas and talking about"},{"startTime":1402.92,"endTime":1406.55,"body":"trading with one another thing"},{"startTime":1406.85,"endTime":1409.79,"body":"with one another, why would you"},{"startTime":1406.85,"endTime":1409.79,"body":"buy from your competitor? And it"},{"startTime":1409.79,"endTime":1413.93,"body":"really dawned upon us that we've"},{"startTime":1409.79,"endTime":1413.93,"body":"got so many sales sitting out"},{"startTime":1413.93,"endTime":1419.12,"body":"there in on another's"},{"startTime":1413.93,"endTime":1419.12,"body":"businesses, because we say no"},{"startTime":1419.12,"endTime":1424.04,"body":"4050 60% of the time from our"},{"startTime":1419.12,"endTime":1424.04,"body":"own inventory. So why don't we"},{"startTime":1424.04,"endTime":1426.92,"body":"need to trade and find that"},{"startTime":1424.04,"endTime":1426.92,"body":"product? So especially I know"},{"startTime":1426.92,"endTime":1430.82,"body":"this is second nature to the"},{"startTime":1426.92,"endTime":1430.82,"body":"Americans on this call or the"},{"startTime":1430.82,"endTime":1432.56,"body":"North Americans on this call"},{"startTime":1430.82,"endTime":1432.56,"body":"whether you're from"},{"startTime":1432.56,"endTime":1434.72,"body":"Canada, all Americans, not all"},{"startTime":1434.93,"endTime":1439.07,"body":"not all. Not all many, many that"},{"startTime":1434.93,"endTime":1439.07,"body":"I've met"},{"startTime":1439.79,"endTime":1442.97,"body":"successful. The successful ones"},{"startTime":1439.79,"endTime":1442.97,"body":"have learned the lesson a long"},{"startTime":1443.0,"endTime":1443.48,"body":"time ago."},{"startTime":1443.57,"endTime":1448.46,"body":"Yeah. Yeah. So but for for other"},{"startTime":1443.57,"endTime":1448.46,"body":"countries, it's still a little"},{"startTime":1448.46,"endTime":1454.88,"body":"bit of a How would I put it a"},{"startTime":1448.46,"endTime":1454.88,"body":"new type of idea right to to"},{"startTime":1454.88,"endTime":1458.12,"body":"actually buy from another"},{"startTime":1454.88,"endTime":1458.12,"body":"recycler and on sell their part"},{"startTime":1458.12,"endTime":1461.6,"body":"because the thinking is, I bet"},{"startTime":1458.12,"endTime":1461.6,"body":"I'm gonna take on the problem"},{"startTime":1461.6,"endTime":1464.9,"body":"and, you know, I'm feeding them"},{"startTime":1461.6,"endTime":1464.9,"body":"etcetera, etcetera. So anyways,"},{"startTime":1466.07,"endTime":1470.27,"body":"number one is start networking."},{"startTime":1466.07,"endTime":1470.27,"body":"Number two is start buying and"},{"startTime":1470.27,"endTime":1473.33,"body":"selling one another's parts. And"},{"startTime":1470.27,"endTime":1473.33,"body":"then number three is worry about"},{"startTime":1473.33,"endTime":1476.57,"body":"how much it is for because if"},{"startTime":1473.33,"endTime":1476.57,"body":"you're not selling it, you've"},{"startTime":1476.57,"endTime":1479.45,"body":"got no problem to actually deal"},{"startTime":1476.57,"endTime":1479.45,"body":"with, right? You're not selling"},{"startTime":1479.45,"endTime":1482.09,"body":"it at all. So let's sell it"},{"startTime":1479.45,"endTime":1482.09,"body":"first and then deal with the"},{"startTime":1482.09,"endTime":1484.43,"body":"problem of how much for at a"},{"startTime":1482.09,"endTime":1484.43,"body":"later date."},{"startTime":1485.179,"endTime":1490.399,"body":"And the key word there selling"},{"startTime":1485.179,"endTime":1490.399,"body":"the part. So they don't care. I"},{"startTime":1490.399,"endTime":1493.819,"body":"don't care who I sell it to as"},{"startTime":1490.399,"endTime":1493.819,"body":"long as I sell it and they pay"},{"startTime":1493.819,"endTime":1494.089,"body":"me"},{"startTime":1495.29,"endTime":1496.85,"body":"such as you're such a salesman."},{"startTime":1499.46,"endTime":1502.34,"body":"I thought you You're gonna throw"},{"startTime":1499.46,"endTime":1502.34,"body":"American AbbVie again, no, no,"},{"startTime":1502.34,"endTime":1505.07,"body":"no, I wouldn't do that vote"},{"startTime":1502.34,"endTime":1505.07,"body":"wouldn't do that. Okay, let's"},{"startTime":1505.07,"endTime":1509.18,"body":"move on. Tip number three,"},{"startTime":1505.07,"endTime":1509.18,"body":"invest in your most important"},{"startTime":1509.21,"endTime":1512.54,"body":"your people are critical to you."},{"startTime":1509.21,"endTime":1512.54,"body":"We all know that more today than"},{"startTime":1512.57,"endTime":1518.09,"body":"ever. The one thing that comes"},{"startTime":1512.57,"endTime":1518.09,"body":"up every single time, if I had a"},{"startTime":1518.09,"endTime":1525.02,"body":"penny $1 a pound, for every time"},{"startTime":1518.09,"endTime":1525.02,"body":"I heard this from people, when"},{"startTime":1525.02,"endTime":1529.43,"body":"I'm speaking to them is, I can't"},{"startTime":1525.02,"endTime":1529.43,"body":"find people to have find good"},{"startTime":1529.43,"endTime":1534.59,"body":"people. Right? My inventory is"},{"startTime":1529.43,"endTime":1534.59,"body":"behind because I can't find"},{"startTime":1534.59,"endTime":1538.46,"body":"people to do my inventory"},{"startTime":1534.59,"endTime":1538.46,"body":"properly. I can't get parts onto"},{"startTime":1538.46,"endTime":1540.92,"body":"eBay, because I can't find"},{"startTime":1538.46,"endTime":1540.92,"body":"someone to put my parts onto"},{"startTime":1540.95,"endTime":1544.52,"body":"eBay. I can't process the right"},{"startTime":1540.95,"endTime":1544.52,"body":"amount of cars, because I"},{"startTime":1544.79,"endTime":1547.34,"body":"haven't got dismantles. They"},{"startTime":1544.79,"endTime":1547.34,"body":"don't turn up. And there's one"},{"startTime":1547.34,"endTime":1549.92,"body":"New Zealander on this call that"},{"startTime":1547.34,"endTime":1549.92,"body":"I've had this discussion with"},{"startTime":1549.92,"endTime":1553.85,"body":"plenty of times overnight,"},{"startTime":1549.92,"endTime":1553.85,"body":"Brett. So there's nothing better"},{"startTime":1553.88,"endTime":1559.07,"body":"than me. But the key here is"},{"startTime":1553.88,"endTime":1559.07,"body":"that it doesn't matter who it"},{"startTime":1559.07,"endTime":1562.13,"body":"is. I can name every single name"},{"startTime":1559.07,"endTime":1562.13,"body":"on that list of people on this"},{"startTime":1562.13,"endTime":1567.77,"body":"call. And we've all had the same"},{"startTime":1562.13,"endTime":1567.77,"body":"discussion. Okay. So invest in"},{"startTime":1567.77,"endTime":1571.19,"body":"your people. Invest in your"},{"startTime":1567.77,"endTime":1571.19,"body":"people, give them the training"},{"startTime":1571.19,"endTime":1574.58,"body":"they need, you know, and often."},{"startTime":1571.19,"endTime":1574.58,"body":"So many people say here, but I'm"},{"startTime":1574.58,"endTime":1576.89,"body":"going to train them, then"},{"startTime":1574.58,"endTime":1576.89,"body":"they're going to leave. And I"},{"startTime":1576.89,"endTime":1579.38,"body":"usually turn around so Yeah, but"},{"startTime":1576.89,"endTime":1579.38,"body":"what if you don't train them and"},{"startTime":1579.38,"endTime":1582.35,"body":"they stay? What's going to"},{"startTime":1579.38,"endTime":1582.35,"body":"happen then then you've got"},{"startTime":1582.35,"endTime":1586.43,"body":"someone that's untrained, that's"},{"startTime":1582.35,"endTime":1586.43,"body":"delivering substandard results"},{"startTime":1586.46,"endTime":1590.42,"body":"sitting on your books being"},{"startTime":1586.46,"endTime":1590.42,"body":"totally inefficient. Right now,"},{"startTime":1590.42,"endTime":1594.56,"body":"whether that's from dismantling"},{"startTime":1590.42,"endTime":1594.56,"body":"to sales to management, train"},{"startTime":1594.56,"endTime":1595.7,"body":"your people rough."},{"startTime":1597.71,"endTime":1605.45,"body":"How many people quit the job or"},{"startTime":1597.71,"endTime":1605.45,"body":"quit the manager? When someone"},{"startTime":1605.45,"endTime":1607.91,"body":"quits and leaves, you need to"},{"startTime":1605.45,"endTime":1607.91,"body":"look in the mirror and ask"},{"startTime":1607.91,"endTime":1611.69,"body":"yourself, Why am I understand"},{"startTime":1607.91,"endTime":1611.69,"body":"maybe someone left? They got"},{"startTime":1611.69,"endTime":1614.72,"body":"another? They're going on to"},{"startTime":1611.69,"endTime":1614.72,"body":"better themselves? Right? God"},{"startTime":1614.72,"endTime":1617.75,"body":"bless them. Right? That's great."},{"startTime":1614.72,"endTime":1617.75,"body":"Perfect. No problem. She can't."},{"startTime":1617.93,"endTime":1620.42,"body":"But are they quitting the job?"},{"startTime":1617.93,"endTime":1620.42,"body":"Or are they quitting the"},{"startTime":1620.42,"endTime":1621.14,"body":"manager?"},{"startTime":1623.15,"endTime":1625.43,"body":"The manager of the organisation"},{"startTime":1623.15,"endTime":1625.43,"body":"as well, right? The"},{"startTime":1625.43,"endTime":1626.15,"body":"organisation?"},{"startTime":1626.84,"endTime":1631.19,"body":"The management, correct? Yeah."},{"startTime":1626.84,"endTime":1631.19,"body":"Is there enough support there?"},{"startTime":1632.24,"endTime":1636.56,"body":"Yeah, we buy new trucks, we buy"},{"startTime":1632.24,"endTime":1636.56,"body":"cars, we buy fancy loaders and"},{"startTime":1636.56,"endTime":1641.15,"body":"fancy fork trucks, fancy"},{"startTime":1636.56,"endTime":1641.15,"body":"equipment. We buy all this fancy"},{"startTime":1641.15,"endTime":1645.53,"body":"stuff for our place. But we"},{"startTime":1641.15,"endTime":1645.53,"body":"don't invest in it. We don't"},{"startTime":1645.53,"endTime":1646.52,"body":"invest in our people."},{"startTime":1646.61,"endTime":1650.06,"body":"Yeah. And I think that's why we"},{"startTime":1646.61,"endTime":1650.06,"body":"have those people. That's so"},{"startTime":1650.06,"endTime":1654.71,"body":"important, especially again, as"},{"startTime":1650.06,"endTime":1654.71,"body":"well, I've got a 20 nearly 2322"},{"startTime":1654.71,"endTime":1662.21,"body":"and 20 year old, right. And the"},{"startTime":1654.71,"endTime":1662.21,"body":"current workforce is so much"},{"startTime":1662.21,"endTime":1666.14,"body":"different to I know, Rob, you're"},{"startTime":1662.21,"endTime":1666.14,"body":"a bit of a bit older than me,"},{"startTime":1666.14,"endTime":1668.18,"body":"you're a baby boomer, I think or"},{"startTime":1666.14,"endTime":1668.18,"body":"something like that. I'm sure"},{"startTime":1668.18,"endTime":1674.27,"body":"so. But anyways, we won't go"},{"startTime":1668.18,"endTime":1674.27,"body":"there a minute. But I know that"},{"startTime":1674.42,"endTime":1677.21,"body":"we talk about this a lot, but"},{"startTime":1674.42,"endTime":1677.21,"body":"the current workforce so that"},{"startTime":1677.21,"endTime":1679.94,"body":"the young people that are"},{"startTime":1677.21,"endTime":1679.94,"body":"looking to come into work today"},{"startTime":1680.06,"endTime":1682.76,"body":"want to see some kind of"},{"startTime":1680.06,"endTime":1682.76,"body":"progression opportunities within"},{"startTime":1682.76,"endTime":1685.07,"body":"the organisation they work with,"},{"startTime":1682.76,"endTime":1685.07,"body":"they don't want to sit there"},{"startTime":1685.07,"endTime":1688.37,"body":"dismantling cars or their lives,"},{"startTime":1685.07,"endTime":1688.37,"body":"you know, that what they"},{"startTime":1688.37,"endTime":1691.76,"body":"probably don't want to start"},{"startTime":1688.37,"endTime":1691.76,"body":"dismantling cars, you know, let"},{"startTime":1691.76,"endTime":1695.42,"body":"alone doing all their lives,"},{"startTime":1691.76,"endTime":1695.42,"body":"right, not not downgrading the"},{"startTime":1695.45,"endTime":1698.93,"body":"fact that it's a really"},{"startTime":1695.45,"endTime":1698.93,"body":"important job. But that's the"},{"startTime":1698.93,"endTime":1701.15,"body":"reality, they don't want to get"},{"startTime":1698.93,"endTime":1701.15,"body":"their hands dirty, they don't"},{"startTime":1701.15,"endTime":1704.06,"body":"want so they want to see an"},{"startTime":1701.15,"endTime":1704.06,"body":"organisation that will work for"},{"startTime":1704.06,"endTime":1707.51,"body":"organisation that one looks"},{"startTime":1704.06,"endTime":1707.51,"body":"professional acts professional"},{"startTime":1707.69,"endTime":1711.08,"body":"is professional, and gives them"},{"startTime":1707.69,"endTime":1711.08,"body":"an opportunity to grow"},{"startTime":1711.08,"endTime":1715.28,"body":"professionally. Okay. And the"},{"startTime":1711.08,"endTime":1715.28,"body":"best way to do that is to give"},{"startTime":1715.28,"endTime":1717.92,"body":"your people try now Rob, I know"},{"startTime":1715.28,"endTime":1717.92,"body":"you guys do a lot of you do a"},{"startTime":1717.92,"endTime":1720.83,"body":"lot of sales, training and so"},{"startTime":1717.92,"endTime":1720.83,"body":"forth. And I know you and Mike"},{"startTime":1720.83,"endTime":1724.79,"body":"do a lot of the the user groups"},{"startTime":1720.83,"endTime":1724.79,"body":"and so forth. But let's talk"},{"startTime":1724.79,"endTime":1728.75,"body":"about some results. Right? And"},{"startTime":1724.79,"endTime":1728.75,"body":"how that helps the individual,"},{"startTime":1729.14,"endTime":1734.15,"body":"your employee and how that helps"},{"startTime":1729.14,"endTime":1734.15,"body":"the organisation. Maybe give us"},{"startTime":1734.15,"endTime":1737.0,"body":"some tangible sort of results if"},{"startTime":1734.15,"endTime":1737.0,"body":"you like,"},{"startTime":1737.72,"endTime":1743.93,"body":"um, you know, there's a immense"},{"startTime":1737.72,"endTime":1743.93,"body":"amount of levels of some of the"},{"startTime":1743.93,"endTime":1749.15,"body":"coaching that I do right where I"},{"startTime":1743.93,"endTime":1749.15,"body":"had do a lot of individual sales"},{"startTime":1749.15,"endTime":1752.69,"body":"training group sales training"},{"startTime":1749.15,"endTime":1752.69,"body":"but on the the management the"},{"startTime":1752.69,"endTime":1755.81,"body":"sales manager, the general"},{"startTime":1752.69,"endTime":1755.81,"body":"manager and Operations Manager"},{"startTime":1755.84,"endTime":1765.68,"body":"or ownership I honestly, I think"},{"startTime":1755.84,"endTime":1765.68,"body":"the number one thing that I've"},{"startTime":1765.68,"endTime":1770.21,"body":"been the most successful with"},{"startTime":1765.68,"endTime":1770.21,"body":"was coming in and we it goes"},{"startTime":1770.21,"endTime":1774.83,"body":"right back to where we started,"},{"startTime":1770.21,"endTime":1774.83,"body":"Chris was Who are we? What do we"},{"startTime":1774.83,"endTime":1780.35,"body":"want to be and what's the plan"},{"startTime":1774.83,"endTime":1780.35,"body":"to get there? And for all of"},{"startTime":1780.35,"endTime":1783.5,"body":"you, I'm looking at some of the"},{"startTime":1780.35,"endTime":1783.5,"body":"people the Anthony's and the"},{"startTime":1783.5,"endTime":1786.47,"body":"Dons that are on here. Rob is"},{"startTime":1783.5,"endTime":1786.47,"body":"out here. I know some of the"},{"startTime":1786.47,"endTime":1790.22,"body":"people that are on here. We find"},{"startTime":1786.47,"endTime":1790.22,"body":"ourselves Criss going to work"},{"startTime":1790.22,"endTime":1794.54,"body":"every day. Just putting out"},{"startTime":1790.22,"endTime":1794.54,"body":"fires and trying to get through"},{"startTime":1794.54,"endTime":1799.55,"body":"the end of the day without a"},{"startTime":1794.54,"endTime":1799.55,"body":"plan to succeed. And you know"},{"startTime":1800.0,"endTime":1807.65,"body":"that plan that consistency that"},{"startTime":1800.0,"endTime":1807.65,"body":"finding the time is the most"},{"startTime":1807.65,"endTime":1810.95,"body":"important thing you can do. And"},{"startTime":1807.65,"endTime":1810.95,"body":"I think that's what most of the"},{"startTime":1810.95,"endTime":1816.62,"body":"coaching I do is because I make"},{"startTime":1810.95,"endTime":1816.62,"body":"a Don, stop, you know, I swap"},{"startTime":1816.62,"endTime":1820.61,"body":"mine with Don tonight. Matter of"},{"startTime":1816.62,"endTime":1820.61,"body":"fact, after our call, I make her"},{"startTime":1820.61,"endTime":1824.93,"body":"stop. And she calls a timeout"},{"startTime":1820.61,"endTime":1824.93,"body":"and murder her middle of day."},{"startTime":1825.08,"endTime":1827.78,"body":"And we focus about what we're"},{"startTime":1825.08,"endTime":1827.78,"body":"going to talk about what have we"},{"startTime":1827.78,"endTime":1832.25,"body":"done the past week and moving"},{"startTime":1827.78,"endTime":1832.25,"body":"forward? I truly feel Chris it's"},{"startTime":1832.28,"endTime":1836.42,"body":"it's the plan. And not only the"},{"startTime":1832.28,"endTime":1836.42,"body":"plan, it's the philosophies that"},{"startTime":1836.42,"endTime":1839.15,"body":"we come up with Chris, you and"},{"startTime":1836.42,"endTime":1839.15,"body":"I've talked about pricing"},{"startTime":1839.15,"endTime":1841.49,"body":"philosophies, buying"},{"startTime":1839.15,"endTime":1841.49,"body":"philosophies, dismantling"},{"startTime":1841.49,"endTime":1844.64,"body":"philosophies, picture"},{"startTime":1841.49,"endTime":1844.64,"body":"philosophy, video philosophy,"},{"startTime":1844.67,"endTime":1850.43,"body":"eBay philosophies, I need to"},{"startTime":1844.67,"endTime":1850.43,"body":"know what do I stand for? And"},{"startTime":1850.64,"endTime":1854.06,"body":"I'll be honest with you, there's"},{"startTime":1850.64,"endTime":1854.06,"body":"a lot of years I spent, I didn't"},{"startTime":1854.06,"endTime":1858.44,"body":"know either. But you know what I"},{"startTime":1854.06,"endTime":1858.44,"body":"did, I went to every Ara, I went"},{"startTime":1858.44,"endTime":1861.35,"body":"to every U RG, and that's"},{"startTime":1858.44,"endTime":1861.35,"body":"surrounded by a bunch of people"},{"startTime":1861.35,"endTime":1863.87,"body":"that were a lot smarter than me."},{"startTime":1861.35,"endTime":1863.87,"body":"That's why I'm on this with you,"},{"startTime":1863.87,"endTime":1867.17,"body":"Chris. Right as I wanted to be"},{"startTime":1863.87,"endTime":1867.17,"body":"around people that were smarter"},{"startTime":1867.17,"endTime":1871.7,"body":"than me and ask a whole bunch of"},{"startTime":1867.17,"endTime":1871.7,"body":"really dumb questions. Because I"},{"startTime":1871.7,"endTime":1872.96,"body":"wanted all the answers."},{"startTime":1873.35,"endTime":1876.38,"body":"So you know, you mentioned"},{"startTime":1873.35,"endTime":1876.38,"body":"they're stopping and thinking,"},{"startTime":1876.44,"endTime":1879.65,"body":"and again, we're busy. We're"},{"startTime":1876.44,"endTime":1879.65,"body":"busy doing what we do."},{"startTime":1879.77,"endTime":1882.62,"body":"Automotive recyclers are busy"},{"startTime":1879.77,"endTime":1882.62,"body":"putting out fires, busy"},{"startTime":1882.83,"endTime":1886.91,"body":"answering questions from their"},{"startTime":1882.83,"endTime":1886.91,"body":"sales team or from the pickers"},{"startTime":1886.91,"endTime":1890.51,"body":"or whatever the case is. We're"},{"startTime":1886.91,"endTime":1890.51,"body":"busy doing stuff every day, the"},{"startTime":1890.51,"endTime":1893.03,"body":"day to day, I've got to get this"},{"startTime":1890.51,"endTime":1893.03,"body":"done. And yeah, they're"},{"startTime":1893.03,"endTime":1897.98,"body":"important that you need to do"},{"startTime":1893.03,"endTime":1897.98,"body":"their urgent, right? We often"},{"startTime":1897.98,"endTime":1902.15,"body":"find it really difficult to just"},{"startTime":1897.98,"endTime":1902.15,"body":"stop and think, stop and think"},{"startTime":1902.15,"endTime":1907.31,"body":"about what, what do we need to"},{"startTime":1902.15,"endTime":1907.31,"body":"do here, we treat the symptom,"},{"startTime":1907.31,"endTime":1911.39,"body":"not the cause, right? We put the"},{"startTime":1907.31,"endTime":1911.39,"body":"bandaid over the artery that's"},{"startTime":1911.39,"endTime":1915.62,"body":"leaking, or whatever the case"},{"startTime":1911.39,"endTime":1915.62,"body":"is, as opposed to stop beating"},{"startTime":1916.19,"endTime":1920.9,"body":"KFC or McDonald's because that's"},{"startTime":1916.19,"endTime":1920.9,"body":"blocking the artery, right. So"},{"startTime":1921.11,"endTime":1924.23,"body":"we keep on eating McDonald's and"},{"startTime":1921.11,"endTime":1924.23,"body":"KFC. And we've got the same"},{"startTime":1924.23,"endTime":1928.73,"body":"problem two years time. So we"},{"startTime":1924.23,"endTime":1928.73,"body":"need to stop, you know, start"},{"startTime":1928.73,"endTime":1932.78,"body":"stopping, we need to stop and"},{"startTime":1928.73,"endTime":1932.78,"body":"take a deep breath every now and"},{"startTime":1932.78,"endTime":1936.29,"body":"then. And jump on a call with"},{"startTime":1932.78,"endTime":1936.29,"body":"Rob. I've got one of the"},{"startTime":1936.29,"endTime":1939.56,"body":"recyclers that I deal with in"},{"startTime":1936.29,"endTime":1939.56,"body":"the US that we just jump on a"},{"startTime":1939.56,"endTime":1941.75,"body":"call every now and then we'll"},{"startTime":1939.56,"endTime":1941.75,"body":"spend an hour on the call, he'll"},{"startTime":1941.75,"endTime":1946.37,"body":"throw some ideas at me. I will"},{"startTime":1941.75,"endTime":1946.37,"body":"we'll talk. Now, we don't charge"},{"startTime":1946.37,"endTime":1948.83,"body":"for that we don't do any other."},{"startTime":1946.37,"endTime":1948.83,"body":"It's just we talk we have a good"},{"startTime":1948.83,"endTime":1952.46,"body":"time with one another. I like"},{"startTime":1948.83,"endTime":1952.46,"body":"talking to people about some"},{"startTime":1952.46,"endTime":1954.89,"body":"ideas that I may have. Some of"},{"startTime":1952.46,"endTime":1954.89,"body":"them are irrelevant. Some of"},{"startTime":1954.89,"endTime":1958.31,"body":"them are totally wrong. He knows"},{"startTime":1954.89,"endTime":1958.31,"body":"his business better than anyone."},{"startTime":1958.82,"endTime":1963.65,"body":"But the idea generation is"},{"startTime":1958.82,"endTime":1963.65,"body":"critical. The workshopping is"},{"startTime":1963.65,"endTime":1967.34,"body":"critical, you know, I have some"},{"startTime":1963.65,"endTime":1967.34,"body":"people would talk to sometimes"},{"startTime":1967.34,"endTime":1971.03,"body":"with regard to some of the eBay"},{"startTime":1967.34,"endTime":1971.03,"body":"stuff. And they it's ironic,"},{"startTime":1971.03,"endTime":1974.06,"body":"because they're telling me why"},{"startTime":1971.03,"endTime":1974.06,"body":"eBay is not succeeding for them."},{"startTime":1974.36,"endTime":1977.6,"body":"They're actually telling me why."},{"startTime":1974.36,"endTime":1977.6,"body":"But they haven't got time to"},{"startTime":1977.6,"endTime":1982.34,"body":"stop and have the proper"},{"startTime":1977.6,"endTime":1982.34,"body":"discussion. Because I can you"},{"startTime":1982.34,"endTime":1984.95,"body":"hold on a second, I just got to"},{"startTime":1982.34,"endTime":1984.95,"body":"pick up this phone. They're"},{"startTime":1984.95,"endTime":1988.37,"body":"stopping the noise, right?"},{"startTime":1984.95,"endTime":1988.37,"body":"They're going to stop that noise"},{"startTime":1988.37,"endTime":1990.86,"body":"in the background. And not only"},{"startTime":1988.37,"endTime":1990.86,"body":"do they pick up the phone, they"},{"startTime":1990.86,"endTime":1994.13,"body":"do a really bad job at it."},{"startTime":1990.86,"endTime":1994.13,"body":"Because they're not focused. So"},{"startTime":1994.13,"endTime":1997.34,"body":"we need to focus. I think on"},{"startTime":1994.13,"endTime":1997.34,"body":"more strategic thinking, I just"},{"startTime":1997.34,"endTime":1999.89,"body":"wrote an article a couple of"},{"startTime":1997.34,"endTime":1999.89,"body":"weeks ago, I'm thinking more"},{"startTime":1999.89,"endTime":2003.4,"body":"strategically and investing"},{"startTime":1999.89,"endTime":2003.4,"body":"strategically. Your people are"},{"startTime":2003.4,"endTime":2007.0,"body":"critical to you. We all know"},{"startTime":2003.4,"endTime":2007.0,"body":"that. It's the old adage, people"},{"startTime":2007.03,"endTime":2010.81,"body":"are your most important asset."},{"startTime":2007.03,"endTime":2010.81,"body":"So invest in your people,"},{"startTime":2010.81,"endTime":2012.91,"body":"they're really, really"},{"startTime":2010.81,"endTime":2012.91,"body":"important. And without them, you"},{"startTime":2012.91,"endTime":2018.1,"body":"can't run your business. Okay."},{"startTime":2012.91,"endTime":2018.1,"body":"Alrighty, well, I've gone the"},{"startTime":2018.1,"endTime":2022.54,"body":"wrong way, Rob, that's no good."},{"startTime":2018.1,"endTime":2022.54,"body":"Let's go that way. Tip number"},{"startTime":2022.54,"endTime":2025.81,"body":"four, understand your numbers"},{"startTime":2022.54,"endTime":2025.81,"body":"and embrace the support that's"},{"startTime":2025.81,"endTime":2031.15,"body":"out there to help you get better"},{"startTime":2025.81,"endTime":2031.15,"body":"at what you do. So many, so many"},{"startTime":2031.15,"endTime":2036.25,"body":"people in this industry have got"},{"startTime":2031.15,"endTime":2036.25,"body":"an amazing amount of data"},{"startTime":2036.25,"endTime":2042.01,"body":"available to them. Through the"},{"startTime":2036.25,"endTime":2042.01,"body":"management systems, probably too"},{"startTime":2042.01,"endTime":2044.95,"body":"much to be honest. And therefore"},{"startTime":2042.01,"endTime":2044.95,"body":"it becomes really difficult for"},{"startTime":2044.95,"endTime":2049.87,"body":"them to work out what they"},{"startTime":2044.95,"endTime":2049.87,"body":"should be looking at. What they"},{"startTime":2049.87,"endTime":2053.62,"body":"are looking at what it means."},{"startTime":2049.87,"endTime":2053.62,"body":"Now, what does this mean? Is it"},{"startTime":2053.62,"endTime":2058.12,"body":"good? Is it not so good? What is"},{"startTime":2053.62,"endTime":2058.12,"body":"a good number? Right? What is a"},{"startTime":2058.12,"endTime":2063.67,"body":"good breakeven days? What is a"},{"startTime":2058.12,"endTime":2063.67,"body":"good cost of goods? Well, how do"},{"startTime":2063.67,"endTime":2066.07,"body":"I work out my cost of goods?"},{"startTime":2063.67,"endTime":2066.07,"body":"There's a whole heap of"},{"startTime":2066.07,"endTime":2070.0,"body":"different things that I know"},{"startTime":2066.07,"endTime":2070.0,"body":"that you guys at ptc work with,"},{"startTime":2070.21,"endTime":2075.34,"body":"your user groups aren't. But"},{"startTime":2070.21,"endTime":2075.34,"body":"those are critical things that"},{"startTime":2075.34,"endTime":2080.68,"body":"you need to understand. And, you"},{"startTime":2075.34,"endTime":2080.68,"body":"know, the other thing is this,"},{"startTime":2080.8,"endTime":2088.36,"body":"the quality of data, again, the"},{"startTime":2080.8,"endTime":2088.36,"body":"North Americans do use their"},{"startTime":2088.36,"endTime":2091.66,"body":"systems a lot better than most"},{"startTime":2088.36,"endTime":2091.66,"body":"other countries. And there's a"},{"startTime":2091.66,"endTime":2094.72,"body":"lot of data there that they can"},{"startTime":2091.66,"endTime":2094.72,"body":"use and get a better result out"},{"startTime":2094.72,"endTime":2097.36,"body":"of. But and we need to think"},{"startTime":2094.72,"endTime":2097.36,"body":"about it."},{"startTime":2098.02,"endTime":2100.84,"body":"Yeah, I mean, and they I mean"},{"startTime":2098.02,"endTime":2100.84,"body":"they export the Data, Chris and"},{"startTime":2100.84,"endTime":2104.89,"body":"I, you know, into all other"},{"startTime":2100.84,"endTime":2104.89,"body":"things in Excel and access and"},{"startTime":2104.89,"endTime":2108.31,"body":"all these other programmes and"},{"startTime":2104.89,"endTime":2108.31,"body":"stuff. But I'm going to tell you"},{"startTime":2108.31,"endTime":2113.8,"body":"I, because I was one of them,"},{"startTime":2108.31,"endTime":2113.8,"body":"Chris. I was afraid of the data"},{"startTime":2113.8,"endTime":2116.62,"body":"because I didn't understand it."},{"startTime":2113.8,"endTime":2116.62,"body":"And I was afraid to raise my"},{"startTime":2116.62,"endTime":2121.3,"body":"hand and say, I don't understand"},{"startTime":2116.62,"endTime":2121.3,"body":"it. When I was in profit team"},{"startTime":2121.3,"endTime":2126.64,"body":"meetings not doing when I was in"},{"startTime":2121.3,"endTime":2126.64,"body":"the very first one, they kept"},{"startTime":2126.64,"endTime":2131.47,"body":"talking about cogs in the"},{"startTime":2126.64,"endTime":2131.47,"body":"meeting all day long. And then"},{"startTime":2131.47,"endTime":2135.13,"body":"not until my way home that I"},{"startTime":2131.47,"endTime":2135.13,"body":"say, I have no idea what cogs"},{"startTime":2135.13,"endTime":2139.15,"body":"means. I didn't ask during the"},{"startTime":2135.13,"endTime":2139.15,"body":"meeting I should have, because I"},{"startTime":2139.15,"endTime":2142.06,"body":"could have participated in the"},{"startTime":2139.15,"endTime":2142.06,"body":"meeting. But I didn't know that"},{"startTime":2142.06,"endTime":2146.02,"body":"it meant Cost of Goods. Then I"},{"startTime":2142.06,"endTime":2146.02,"body":"said, well explain to me how,"},{"startTime":2146.05,"endTime":2151.27,"body":"what is it? You know, that's why"},{"startTime":2146.05,"endTime":2151.27,"body":"I said go places go where raise"},{"startTime":2151.27,"endTime":2157.03,"body":"your hand and say, I don't"},{"startTime":2151.27,"endTime":2157.03,"body":"understand. You know how many"},{"startTime":2157.03,"endTime":2160.12,"body":"guys Chris I've worked with or"},{"startTime":2157.03,"endTime":2160.12,"body":"started to work with and never"},{"startTime":2160.12,"endTime":2163.81,"body":"had a p\u0026l Never use QuickBooks"},{"startTime":2160.12,"endTime":2163.81,"body":"never had any kind of p\u0026l never"},{"startTime":2163.81,"endTime":2167.47,"body":"looked at any day, never looked"},{"startTime":2163.81,"endTime":2167.47,"body":"and never looked at any data to"},{"startTime":2167.47,"endTime":2170.77,"body":"make any decision that what"},{"startTime":2167.47,"endTime":2170.77,"body":"you're doing. And I'm here to"},{"startTime":2170.77,"endTime":2174.25,"body":"say, with Chris or with whomever"},{"startTime":2170.77,"endTime":2174.25,"body":"you have to make all your"},{"startTime":2174.25,"endTime":2175.87,"body":"decisions based on the data."},{"startTime":2176.8,"endTime":2177.97,"body":"Yeah, all of them."},{"startTime":2179.8,"endTime":2183.4,"body":"Including you know, it, keeping"},{"startTime":2179.8,"endTime":2183.4,"body":"employees, what employees?"},{"startTime":2183.4,"endTime":2186.73,"body":"What's the return on there, all"},{"startTime":2183.4,"endTime":2186.73,"body":"those things are based on the"},{"startTime":2186.73,"endTime":2190.3,"body":"data. Because at the end of the"},{"startTime":2186.73,"endTime":2190.3,"body":"day, Chris, there's too many"},{"startTime":2190.3,"endTime":2193.93,"body":"people that I see running these"},{"startTime":2190.3,"endTime":2193.93,"body":"facilities, and the plan isn't"},{"startTime":2193.93,"endTime":2195.34,"body":"about making money."},{"startTime":2197.02,"endTime":2197.77,"body":"What's the plan?"},{"startTime":2198.73,"endTime":2201.52,"body":"They don't have one, they come"},{"startTime":2198.73,"endTime":2201.52,"body":"to work and just do it over and"},{"startTime":2201.52,"endTime":2204.61,"body":"over and over. They just do it"},{"startTime":2201.52,"endTime":2204.61,"body":"to do it. And they have enough"},{"startTime":2204.61,"endTime":2207.25,"body":"money to pay their bills and buy"},{"startTime":2204.61,"endTime":2207.25,"body":"some more cars and maybe get"},{"startTime":2207.25,"endTime":2210.43,"body":"some turkeys on Thanksgiving."},{"startTime":2207.25,"endTime":2210.43,"body":"There's something I don't"},{"startTime":2210.43,"endTime":2215.65,"body":"understand that. And, Chris, you"},{"startTime":2210.43,"endTime":2215.65,"body":"know, this, this industry has"},{"startTime":2215.65,"endTime":2221.29,"body":"some of the hardest working"},{"startTime":2215.65,"endTime":2221.29,"body":"people. But they're they're, you"},{"startTime":2221.29,"endTime":2225.79,"body":"know, they're I had a great week"},{"startTime":2221.29,"endTime":2225.79,"body":"was I worked 80 hours. I'm like,"},{"startTime":2225.79,"endTime":2228.4,"body":"I want to hey, I worked 30"},{"startTime":2225.79,"endTime":2228.4,"body":"hours, and I was way more"},{"startTime":2228.4,"endTime":2231.82,"body":"profitable than you because I"},{"startTime":2228.4,"endTime":2231.82,"body":"work a lot smarter. Yeah, just"},{"startTime":2231.82,"endTime":2234.94,"body":"because you were at the facility"},{"startTime":2231.82,"endTime":2234.94,"body":"for those hours doesn't mean"},{"startTime":2234.94,"endTime":2237.04,"body":"that you you worked really hard."},{"startTime":2237.25,"endTime":2243.46,"body":"Yeah. Well, the reality is that"},{"startTime":2237.25,"endTime":2243.46,"body":"a lot of automotive recyclers"},{"startTime":2243.46,"endTime":2247.93,"body":"traditionally have have been"},{"startTime":2243.46,"endTime":2247.93,"body":"lucky enough to be in an amazing"},{"startTime":2247.93,"endTime":2252.13,"body":"industry that that you can make"},{"startTime":2247.93,"endTime":2252.13,"body":"good money, right. But it's"},{"startTime":2252.13,"endTime":2253.96,"body":"getting tougher and tougher out"},{"startTime":2252.13,"endTime":2253.96,"body":"there. I mean,"},{"startTime":2255.22,"endTime":2256.33,"body":"it's way tougher."},{"startTime":2257.83,"endTime":2262.06,"body":"And I can tell you from the"},{"startTime":2257.83,"endTime":2262.06,"body":"numbers that I look at, again,"},{"startTime":2262.06,"endTime":2265.81,"body":"I'll regionalize it a little"},{"startTime":2262.06,"endTime":2265.81,"body":"bit, that North American market"},{"startTime":2265.84,"endTime":2269.74,"body":"is tight. I mean, that the you"},{"startTime":2265.84,"endTime":2269.74,"body":"know, look at the profitability"},{"startTime":2269.74,"endTime":2275.44,"body":"per vehicle in the US. It's half"},{"startTime":2269.74,"endTime":2275.44,"body":"of what the profitability is in"},{"startTime":2275.44,"endTime":2279.73,"body":"other parts of the world. So"},{"startTime":2275.44,"endTime":2279.73,"body":"there's,"},{"startTime":2280.48,"endTime":2283.72,"body":"but what they've done, Chris, is"},{"startTime":2280.48,"endTime":2283.72,"body":"they learned how to maximise the"},{"startTime":2283.72,"endTime":2287.74,"body":"factory. So the margin shorter,"},{"startTime":2283.72,"endTime":2287.74,"body":"they just do a higher volume."},{"startTime":2289.03,"endTime":2292.24,"body":"Yeah, right. But but there's,"},{"startTime":2289.03,"endTime":2292.24,"body":"you know, you're you're a little"},{"startTime":2292.24,"endTime":2296.47,"body":"smarter than me. But the private"},{"startTime":2292.24,"endTime":2296.47,"body":"equity people are that are"},{"startTime":2296.47,"endTime":2300.01,"body":"coming into North American"},{"startTime":2296.47,"endTime":2300.01,"body":"buying these yards aren't coming"},{"startTime":2300.01,"endTime":2305.02,"body":"in, because they're losers."},{"startTime":2300.01,"endTime":2305.02,"body":"Right? The private equity"},{"startTime":2305.02,"endTime":2307.48,"body":"companies aren't coming in to"},{"startTime":2305.02,"endTime":2307.48,"body":"buy losers."},{"startTime":2308.2,"endTime":2312.13,"body":"So 100% Correct. So look, where"},{"startTime":2308.2,"endTime":2312.13,"body":"do you start with this one,"},{"startTime":2312.52,"endTime":2317.71,"body":"understand your numbers, what"},{"startTime":2312.52,"endTime":2317.71,"body":"should you be looking for? How"},{"startTime":2317.71,"endTime":2321.37,"body":"can you use that information to"},{"startTime":2317.71,"endTime":2321.37,"body":"make better decisions, whether"},{"startTime":2321.37,"endTime":2323.8,"body":"they're buying decisions,"},{"startTime":2321.37,"endTime":2323.8,"body":"whether the people decisions,"},{"startTime":2323.8,"endTime":2327.34,"body":"whether they're process"},{"startTime":2323.8,"endTime":2327.34,"body":"decisions? Right? You know, and"},{"startTime":2327.34,"endTime":2329.74,"body":"some of this data isn't"},{"startTime":2327.34,"endTime":2329.74,"body":"necessarily just sitting in your"},{"startTime":2329.74,"endTime":2332.74,"body":"yard management, some of it"},{"startTime":2329.74,"endTime":2332.74,"body":"could be, let me go and have a"},{"startTime":2332.74,"endTime":2336.22,"body":"look at how I'm doing by"},{"startTime":2332.74,"endTime":2336.22,"body":"dismantling. Right. And by you"},{"startTime":2336.22,"endTime":2339.82,"body":"know, some of your PTC peer"},{"startTime":2336.22,"endTime":2339.82,"body":"groups rob you, you will have"},{"startTime":2340.06,"endTime":2341.98,"body":"different organisations that"},{"startTime":2340.06,"endTime":2341.98,"body":"will say, Well, how many"},{"startTime":2341.98,"endTime":2344.17,"body":"vehicles do you process per"},{"startTime":2341.98,"endTime":2344.17,"body":"week? Well, how many are you"},{"startTime":2344.17,"endTime":2347.44,"body":"processing per week? That"},{"startTime":2344.17,"endTime":2347.44,"body":"sharing of ideas is critical?"},{"startTime":2347.62,"endTime":2350.71,"body":"Because if I'm doing five a week"},{"startTime":2347.62,"endTime":2350.71,"body":"per person, you're doing 10 a"},{"startTime":2350.71,"endTime":2354.7,"body":"week per person. Oh, I know what"},{"startTime":2350.71,"endTime":2354.7,"body":"you're doing. Right? Is a"},{"startTime":2354.7,"endTime":2356.95,"body":"different type of vehicle. We're"},{"startTime":2354.7,"endTime":2356.95,"body":"doing the same car. Okay, we're"},{"startTime":2356.95,"endTime":2360.01,"body":"doing the same type of car. How"},{"startTime":2356.95,"endTime":2360.01,"body":"many parts? Have you taken off"},{"startTime":2360.01,"endTime":2363.34,"body":"him? Same amount of parts? Well,"},{"startTime":2360.01,"endTime":2363.34,"body":"I got I've got another issue."},{"startTime":2363.49,"endTime":2366.37,"body":"One of the things that we did"},{"startTime":2363.49,"endTime":2366.37,"body":"you know, back when I was in the"},{"startTime":2366.37,"endTime":2370.9,"body":"business, is we did a time and"},{"startTime":2366.37,"endTime":2370.9,"body":"motion study on our automotive"},{"startTime":2371.08,"endTime":2375.1,"body":"on our dismantle. And we said,"},{"startTime":2371.08,"endTime":2375.1,"body":"you're one of the most important"},{"startTime":2375.1,"endTime":2377.83,"body":"parts of this business. You're"},{"startTime":2375.1,"endTime":2377.83,"body":"our manufacturing company. You"},{"startTime":2377.83,"endTime":2380.68,"body":"manufacture parts that we can"},{"startTime":2377.83,"endTime":2380.68,"body":"then sell. So we need to"},{"startTime":2380.68,"endTime":2384.64,"body":"understand why you're doing X"},{"startTime":2380.68,"endTime":2384.64,"body":"amount of vehicles work. I think"},{"startTime":2384.64,"endTime":2387.73,"body":"it was like four or five cars a"},{"startTime":2384.64,"endTime":2387.73,"body":"week. It wasn't that many and"},{"startTime":2387.94,"endTime":2392.29,"body":"what it could go to. And"},{"startTime":2387.94,"endTime":2392.29,"body":"literally we found that 60% of"},{"startTime":2392.29,"endTime":2398.2,"body":"his time was being wasted."},{"startTime":2392.29,"endTime":2398.2,"body":"Right. It was being wasted by"},{"startTime":2398.2,"endTime":2401.65,"body":"other people around him asking"},{"startTime":2398.2,"endTime":2401.65,"body":"him To do something, go and"},{"startTime":2401.65,"endTime":2404.56,"body":"check this or go and get that"},{"startTime":2401.65,"endTime":2404.56,"body":"from your do this. So what do I"},{"startTime":2404.56,"endTime":2407.98,"body":"do? I put my tool down, I come"},{"startTime":2404.56,"endTime":2407.98,"body":"back. So our manufacturing"},{"startTime":2407.98,"endTime":2411.49,"body":"facility, which is our"},{"startTime":2407.98,"endTime":2411.49,"body":"dismantling out of our business"},{"startTime":2411.85,"endTime":2418.0,"body":"was only 40%. Productive at"},{"startTime":2411.85,"endTime":2418.0,"body":"best. And once we said, okay, no"},{"startTime":2418.0,"endTime":2420.55,"body":"one talks to you, you've got a"},{"startTime":2418.0,"endTime":2420.55,"body":"full time job. And it's a really"},{"startTime":2420.55,"endTime":2424.48,"body":"important one, he started"},{"startTime":2420.55,"endTime":2424.48,"body":"turning out 1230. In one week,"},{"startTime":2424.48,"endTime":2427.99,"body":"he did 15 cars, right within a"},{"startTime":2424.48,"endTime":2427.99,"body":"month of us making these"},{"startTime":2427.99,"endTime":2433.45,"body":"changes. And he was so happy."},{"startTime":2427.99,"endTime":2433.45,"body":"Why? Because people take pride"},{"startTime":2433.45,"endTime":2437.23,"body":"in what they do. And they feel"},{"startTime":2433.45,"endTime":2437.23,"body":"good when they get a good"},{"startTime":2437.23,"endTime":2441.13,"body":"result. Obviously, they want to"},{"startTime":2437.23,"endTime":2441.13,"body":"make more money as well. But"},{"startTime":2441.16,"endTime":2444.34,"body":"understanding that number,"},{"startTime":2441.16,"endTime":2444.34,"body":"understanding what it was and"},{"startTime":2444.34,"endTime":2447.61,"body":"why it was where it was, and"},{"startTime":2444.34,"endTime":2447.61,"body":"what we needed to do to fix that"},{"startTime":2447.61,"endTime":2451.12,"body":"helped us deal with that issue"},{"startTime":2447.61,"endTime":2451.12,"body":"of production. Right. So we need"},{"startTime":2451.12,"endTime":2456.37,"body":"to be critical. The now Stuart"},{"startTime":2451.12,"endTime":2456.37,"body":"ad is sent a comment, return on"},{"startTime":2456.37,"endTime":2460.21,"body":"employees is a good question"},{"startTime":2456.37,"endTime":2460.21,"body":"need to talk about this? After"},{"startTime":2460.21,"endTime":2464.26,"body":"this meeting, Rob? So Rob,"},{"startTime":2460.21,"endTime":2464.26,"body":"expect a call from Stuart. But"},{"startTime":2464.26,"endTime":2467.35,"body":"yeah, I agree, return on our"},{"startTime":2464.26,"endTime":2467.35,"body":"people is really important. We"},{"startTime":2467.35,"endTime":2469.78,"body":"don't look at it very often."},{"startTime":2467.35,"endTime":2469.78,"body":"It's not something that we think"},{"startTime":2469.78,"endTime":2470.08,"body":"about."},{"startTime":2470.68,"endTime":2475.09,"body":"I always had a you know, you"},{"startTime":2470.68,"endTime":2475.09,"body":"know, I have simple analogies"},{"startTime":2475.09,"endTime":2479.29,"body":"Chris, right. If I had a sales"},{"startTime":2475.09,"endTime":2479.29,"body":"office that had four seats, and"},{"startTime":2479.29,"endTime":2483.52,"body":"I have a dismantling building"},{"startTime":2479.29,"endTime":2483.52,"body":"with four lifts, I looked at"},{"startTime":2483.52,"endTime":2487.57,"body":"them just like barber chairs,"},{"startTime":2483.52,"endTime":2487.57,"body":"right? I need to get a guy in"},{"startTime":2487.57,"endTime":2490.24,"body":"there that can do the most"},{"startTime":2487.57,"endTime":2490.24,"body":"haircuts if I'm getting $2 A"},{"startTime":2490.24,"endTime":2493.39,"body":"haircut. But for his rent, I"},{"startTime":2490.24,"endTime":2493.39,"body":"need a guy that can do the most"},{"startTime":2493.39,"endTime":2497.59,"body":"haircuts. So stewarded simply"},{"startTime":2493.39,"endTime":2497.59,"body":"looking at those abilities. And"},{"startTime":2497.59,"endTime":2502.48,"body":"what is the rent for the seat?"},{"startTime":2497.59,"endTime":2502.48,"body":"Yeah. And I don't want salesmen"},{"startTime":2502.48,"endTime":2505.6,"body":"doing anything but selling"},{"startTime":2502.48,"endTime":2505.6,"body":"parts. I don't want indoor"},{"startTime":2505.6,"endTime":2510.85,"body":"dismantlers doing anything. But"},{"startTime":2505.6,"endTime":2510.85,"body":"dismantling cars. I can get a"},{"startTime":2510.85,"endTime":2514.36,"body":"whole bunch of other do at all"},{"startTime":2510.85,"endTime":2514.36,"body":"guys around them. But if you've"},{"startTime":2514.36,"endTime":2517.72,"body":"got the skills to sell, or"},{"startTime":2514.36,"endTime":2517.72,"body":"indoor dismantle, that's what"},{"startTime":2517.72,"endTime":2519.01,"body":"you need to be doing all day."},{"startTime":2519.07,"endTime":2523.39,"body":"And you as the owner, manager,"},{"startTime":2519.07,"endTime":2523.39,"body":"company, whatever it is, need to"},{"startTime":2523.39,"endTime":2526.18,"body":"provide them with the"},{"startTime":2523.39,"endTime":2526.18,"body":"environment to do that within"},{"startTime":2526.21,"endTime":2530.77,"body":"and the tools to deal with. So"},{"startTime":2526.21,"endTime":2530.77,"body":"many times people say yeah,"},{"startTime":2530.77,"endTime":2535.9,"body":"here's my dismantle. She's my"},{"startTime":2530.77,"endTime":2535.9,"body":"dismantling, and okay, that's"},{"startTime":2535.9,"endTime":2538.63,"body":"broken, that's broken. How are"},{"startTime":2535.9,"endTime":2538.63,"body":"they supposed to do their job"},{"startTime":2538.63,"endTime":2540.82,"body":"and then you're on their back"},{"startTime":2538.63,"endTime":2540.82,"body":"about why they're not using it."},{"startTime":2541.84,"endTime":2545.11,"body":"Right? The live guys do an oil"},{"startTime":2541.84,"endTime":2545.11,"body":"changes on your delivery trucks"},{"startTime":2545.11,"endTime":2551.74,"body":"during Jiffy Lube or wherever,"},{"startTime":2545.11,"endTime":2551.74,"body":"quick lube, some lube, some kind"},{"startTime":2551.74,"endTime":2554.2,"body":"of lube, but not that guy. lube"},{"startTime":2551.74,"endTime":2554.2,"body":"it"},{"startTime":2554.2,"endTime":2559.0,"body":"somehow. All right, excellent."},{"startTime":2554.2,"endTime":2559.0,"body":"Thanks, George. Great question"},{"startTime":2559.06,"endTime":2565.03,"body":"or comment? Okay, let's get into"},{"startTime":2559.06,"endTime":2565.03,"body":"tip number five, reinvest"},{"startTime":2565.03,"endTime":2569.62,"body":"wisely, so that you can don't"},{"startTime":2565.03,"endTime":2569.62,"body":"miss the boat. Now, I'm being a"},{"startTime":2569.62,"endTime":2572.44,"body":"little bit. And this can"},{"startTime":2569.62,"endTime":2572.44,"body":"probably lead into our next"},{"startTime":2572.44,"endTime":2576.34,"body":"session, Rob. But we've been"},{"startTime":2572.44,"endTime":2576.34,"body":"talking about a whole heap of"},{"startTime":2576.34,"endTime":2579.58,"body":"things that we can do today. And"},{"startTime":2576.34,"endTime":2579.58,"body":"they're critical, right? All of"},{"startTime":2579.58,"endTime":2581.5,"body":"the things I've spoken about are"},{"startTime":2579.58,"endTime":2581.5,"body":"really, really important. We"},{"startTime":2581.5,"endTime":2584.83,"body":"probably could have spoken about"},{"startTime":2581.5,"endTime":2584.83,"body":"another 3040 or 50 of those"},{"startTime":2584.83,"endTime":2588.34,"body":"things, okay, that are relevant."},{"startTime":2584.83,"endTime":2588.34,"body":"But we can't, we haven't got"},{"startTime":2588.34,"endTime":2592.42,"body":"time where we're at that era."},{"startTime":2588.34,"endTime":2592.42,"body":"Everyone's busy, as we said, but"},{"startTime":2592.6,"endTime":2596.56,"body":"we reinvest and what we usually"},{"startTime":2592.6,"endTime":2596.56,"body":"call reinvest in this industry"},{"startTime":2596.56,"endTime":2599.59,"body":"is buying another salvage"},{"startTime":2596.56,"endTime":2599.59,"body":"vehicle, right, because we've"},{"startTime":2599.59,"endTime":2604.24,"body":"been taught by the cap, strip it"},{"startTime":2599.59,"endTime":2604.24,"body":"down, and you'll sell the parts"},{"startTime":2604.27,"endTime":2609.76,"body":"Rob, build it and they will come"},{"startTime":2604.27,"endTime":2609.76,"body":"Field of Dreams. It's true. It's"},{"startTime":2609.76,"endTime":2612.25,"body":"true, we've got the part it's"},{"startTime":2609.76,"endTime":2612.25,"body":"the right part at the right"},{"startTime":2612.25,"endTime":2616.99,"body":"price at the right time it's"},{"startTime":2612.25,"endTime":2616.99,"body":"going to sell. But I think we"},{"startTime":2616.99,"endTime":2620.26,"body":"need to get smarter with our"},{"startTime":2616.99,"endTime":2620.26,"body":"reinvestment reinvestment in"},{"startTime":2620.26,"endTime":2625.27,"body":"this industry now needs to think"},{"startTime":2620.26,"endTime":2625.27,"body":"needs to be more about what's"},{"startTime":2625.27,"endTime":2629.35,"body":"happening. Not only today, but"},{"startTime":2625.27,"endTime":2629.35,"body":"what's happening tomorrow, where"},{"startTime":2629.35,"endTime":2633.67,"body":"do we need to be so that we're"},{"startTime":2629.35,"endTime":2633.67,"body":"relevant in five years time, in"},{"startTime":2633.67,"endTime":2638.95,"body":"10 years time. There is just and"},{"startTime":2633.67,"endTime":2638.95,"body":"I know everyone talks about"},{"startTime":2638.95,"endTime":2642.49,"body":"change and it's it's the buzzer,"},{"startTime":2638.95,"endTime":2642.49,"body":"and or whatever. But there's"},{"startTime":2642.49,"endTime":2645.19,"body":"just so much happening out"},{"startTime":2642.49,"endTime":2645.19,"body":"there. You know, my work with"},{"startTime":2645.19,"endTime":2648.67,"body":"eBay, the stuff that I do with"},{"startTime":2645.19,"endTime":2648.67,"body":"some other organisations,"},{"startTime":2648.67,"endTime":2652.72,"body":"insurance companies, etc. There"},{"startTime":2648.67,"endTime":2652.72,"body":"is so much happening out there,"},{"startTime":2652.75,"endTime":2656.83,"body":"if we don't reinvent ourselves"},{"startTime":2652.75,"endTime":2656.83,"body":"within our within our own"},{"startTime":2656.83,"endTime":2659.71,"body":"organisation, our own industry,"},{"startTime":2656.83,"endTime":2659.71,"body":"we're going to miss out on the"},{"startTime":2659.74,"endTime":2662.56,"body":"we're not going to be part of"},{"startTime":2659.74,"endTime":2662.56,"body":"the part of the game. We're"},{"startTime":2662.56,"endTime":2666.43,"body":"going to be selling the little"},{"startTime":2662.56,"endTime":2666.43,"body":"widgets that, you know, we"},{"startTime":2666.43,"endTime":2670.33,"body":"happen to pick up the drinks"},{"startTime":2666.43,"endTime":2670.33,"body":"here and there. So we need to"},{"startTime":2670.33,"endTime":2674.59,"body":"start reinvesting wisely. And"},{"startTime":2670.33,"endTime":2674.59,"body":"that, in my view is about"},{"startTime":2674.86,"endTime":2680.35,"body":"strategic thinking, stopping"},{"startTime":2674.86,"endTime":2680.35,"body":"spending time chatting to"},{"startTime":2680.41,"endTime":2684.91,"body":"advisors to people that you work"},{"startTime":2680.41,"endTime":2684.91,"body":"with going to these conferences,"},{"startTime":2685.15,"endTime":2690.25,"body":"workshopping ideas, doing your"},{"startTime":2685.15,"endTime":2690.25,"body":"PTC group sessions, whatever it"},{"startTime":2690.25,"endTime":2696.67,"body":"is, stop. Take a breath and"},{"startTime":2690.25,"endTime":2696.67,"body":"think about what you need to do"},{"startTime":2696.91,"endTime":2699.97,"body":"for your future. Rob"},{"startTime":2700.0,"endTime":2703.66,"body":"If you wrote Chris, we don't"},{"startTime":2700.0,"endTime":2703.66,"body":"have a crystal ball you don't."},{"startTime":2704.14,"endTime":2706.81,"body":"But you have a bunch of data"},{"startTime":2704.14,"endTime":2706.81,"body":"that you can look at that can"},{"startTime":2706.81,"endTime":2709.3,"body":"give you insight to make a"},{"startTime":2706.81,"endTime":2709.3,"body":"better prediction of what the"},{"startTime":2709.3,"endTime":2713.8,"body":"future may hold. And again,"},{"startTime":2709.3,"endTime":2713.8,"body":"another one of the guy Oh, the"},{"startTime":2713.8,"endTime":2717.91,"body":"kids, I call them kids. They're"},{"startTime":2713.8,"endTime":2717.91,"body":"30 in my class, in their in"},{"startTime":2717.91,"endTime":2724.57,"body":"their 30s. But now they call"},{"startTime":2717.91,"endTime":2724.57,"body":"them Rob's dumb dad analogies."},{"startTime":2724.87,"endTime":2727.45,"body":"But I say to my boys, right,"},{"startTime":2724.87,"endTime":2727.45,"body":"Chris, you said you have two"},{"startTime":2727.45,"endTime":2731.23,"body":"children, 20 and 22. My wife and"},{"startTime":2727.45,"endTime":2731.23,"body":"I have a blended family of"},{"startTime":2731.23,"endTime":2735.49,"body":"eight. And they go from 22 to"},{"startTime":2731.23,"endTime":2735.49,"body":"32. And when the boys were a"},{"startTime":2735.49,"endTime":2739.09,"body":"little younger, there was we"},{"startTime":2735.49,"endTime":2739.09,"body":"have three we had, we have three"},{"startTime":2739.09,"endTime":2743.35,"body":"that are 22. Now, but when the"},{"startTime":2739.09,"endTime":2743.35,"body":"three were 16, right, and some"},{"startTime":2743.35,"endTime":2747.37,"body":"of the others were mixed in, I'd"},{"startTime":2743.35,"endTime":2747.37,"body":"say, Guys, the friends and the"},{"startTime":2747.37,"endTime":2749.98,"body":"girls are outside the house,"},{"startTime":2747.37,"endTime":2749.98,"body":"they're not going to come"},{"startTime":2749.98,"endTime":2753.43,"body":"through the Xbox or the"},{"startTime":2749.98,"endTime":2753.43,"body":"PlayStation, right? Hey,"},{"startTime":2753.43,"endTime":2759.28,"body":"recyclers, hey, Stuart, get out"},{"startTime":2753.43,"endTime":2759.28,"body":"of the house. Right, Brett, get"},{"startTime":2759.28,"endTime":2764.11,"body":"out of the house, go somewhere,"},{"startTime":2759.28,"endTime":2764.11,"body":"and meet people and see it and"},{"startTime":2764.11,"endTime":2768.58,"body":"feel it and smell it and touch"},{"startTime":2764.11,"endTime":2768.58,"body":"it and ask these questions and"},{"startTime":2768.58,"endTime":2773.17,"body":"stay ahead of the technology"},{"startTime":2768.58,"endTime":2773.17,"body":"that way? It's not going to come"},{"startTime":2773.17,"endTime":2777.34,"body":"to you. You have to go find it."},{"startTime":2773.17,"endTime":2777.34,"body":"Yeah,"},{"startTime":2777.4,"endTime":2780.73,"body":"I agree. And there's so much"},{"startTime":2777.4,"endTime":2780.73,"body":"good stuff. I again, I was"},{"startTime":2780.73,"endTime":2783.01,"body":"talking to one of the New"},{"startTime":2780.73,"endTime":2783.01,"body":"Zealanders a couple of weeks ago"},{"startTime":2783.01,"endTime":2785.77,"body":"about the UAG conference. So"},{"startTime":2783.01,"endTime":2785.77,"body":"we've been locked down for the"},{"startTime":2785.77,"endTime":2789.07,"body":"last damn four years with COVID"},{"startTime":2785.77,"endTime":2789.07,"body":"We haven't had and I said, You"},{"startTime":2789.07,"endTime":2791.41,"body":"know what, in the last four"},{"startTime":2789.07,"endTime":2791.41,"body":"years, there is so much that's"},{"startTime":2791.41,"endTime":2794.89,"body":"changed. There are so many other"},{"startTime":2791.41,"endTime":2794.89,"body":"tools available that you didn't"},{"startTime":2794.89,"endTime":2798.49,"body":"have four years ago. You know,"},{"startTime":2794.89,"endTime":2798.49,"body":"one example is Jaycees, you"},{"startTime":2798.49,"endTime":2802.18,"body":"know, they've been MedPro."},{"startTime":2798.49,"endTime":2802.18,"body":"That's amazing. It really is"},{"startTime":2802.18,"endTime":2808.6,"body":"amazing. I can guarantee no one"},{"startTime":2802.18,"endTime":2808.6,"body":"from the UK or I shouldn't say"},{"startTime":2808.6,"endTime":2811.0,"body":"that, because I've been to Ara a"},{"startTime":2808.6,"endTime":2811.0,"body":"couple times. But not many"},{"startTime":2811.33,"endTime":2815.2,"body":"Australian UK New Zealand"},{"startTime":2811.33,"endTime":2815.2,"body":"recyclers would know what that"},{"startTime":2815.2,"endTime":2818.53,"body":"is. And not as thoroughly that"},{"startTime":2815.2,"endTime":2818.53,"body":"it can help them in their"},{"startTime":2818.53,"endTime":2822.07,"body":"region. But to understand what's"},{"startTime":2818.53,"endTime":2822.07,"body":"coming through is really, really"},{"startTime":2822.07,"endTime":2825.07,"body":"important. And to understand the"},{"startTime":2822.07,"endTime":2825.07,"body":"effort the likes of and again,"},{"startTime":2825.07,"endTime":2828.88,"body":"I'll mention them the likes of"},{"startTime":2825.07,"endTime":2828.88,"body":"eBay. You know, eBay Motors is"},{"startTime":2828.88,"endTime":2835.93,"body":"putting such a big investment"},{"startTime":2828.88,"endTime":2835.93,"body":"into the future. Right, we are a"},{"startTime":2835.93,"endTime":2839.23,"body":"critical, we need to look at"},{"startTime":2835.93,"endTime":2839.23,"body":"that. Right? Where they're going"},{"startTime":2839.23,"endTime":2842.05,"body":"to build a new Walmart over in"},{"startTime":2839.23,"endTime":2842.05,"body":"Australia, we've got, you know,"},{"startTime":2842.08,"endTime":2847.78,"body":"the big hardware stores called"},{"startTime":2842.08,"endTime":2847.78,"body":"Bunnings. Right? People,"},{"startTime":2847.81,"endTime":2851.41,"body":"investors property, investors"},{"startTime":2847.81,"endTime":2851.41,"body":"look at what Bunnings is doing"},{"startTime":2851.77,"endTime":2855.94,"body":"in five years, six years time,"},{"startTime":2851.77,"endTime":2855.94,"body":"where they've bought lots of"},{"startTime":2855.94,"endTime":2858.67,"body":"land and planning on opening a"},{"startTime":2855.94,"endTime":2858.67,"body":"new Bunnings. Because they're"},{"startTime":2858.67,"endTime":2864.49,"body":"this huge warehouses of"},{"startTime":2858.67,"endTime":2864.49,"body":"hardware. Because they know that"},{"startTime":2864.49,"endTime":2868.12,"body":"that's where they need to"},{"startTime":2864.49,"endTime":2868.12,"body":"invest. Where where is, where"},{"startTime":2868.12,"endTime":2871.09,"body":"are the eBays, investing the"},{"startTime":2868.12,"endTime":2871.09,"body":"money, they're investing the"},{"startTime":2871.09,"endTime":2874.15,"body":"money in the automotive"},{"startTime":2871.09,"endTime":2874.15,"body":"recycling industry, right now,"},{"startTime":2874.27,"endTime":2877.15,"body":"there have been for the last two"},{"startTime":2874.27,"endTime":2877.15,"body":"years, three years, four years"},{"startTime":2877.15,"endTime":2880.09,"body":"in the UK, since I started"},{"startTime":2877.15,"endTime":2880.09,"body":"working with them. In the US,"},{"startTime":2880.09,"endTime":2882.43,"body":"you're seeing it now for the"},{"startTime":2880.09,"endTime":2882.43,"body":"past 12 or 18 months,"},{"startTime":2882.58,"endTime":2887.23,"body":"significant investment. Right,"},{"startTime":2882.58,"endTime":2887.23,"body":"we need to be there. If you're"},{"startTime":2887.23,"endTime":2894.97,"body":"not selling stuff, online, eBay,"},{"startTime":2887.23,"endTime":2894.97,"body":"wherever else it is, you need to"},{"startTime":2894.97,"endTime":2899.11,"body":"think about what you need to do"},{"startTime":2894.97,"endTime":2899.11,"body":"to be in that game. Right. And"},{"startTime":2899.11,"endTime":2901.84,"body":"it's not good enough to say it's"},{"startTime":2899.11,"endTime":2901.84,"body":"too hard. It's not good enough"},{"startTime":2901.84,"endTime":2904.75,"body":"to say our year, but those"},{"startTime":2901.84,"endTime":2904.75,"body":"customers that don't know what"},{"startTime":2904.75,"endTime":2907.6,"body":"they want, and they ordered the"},{"startTime":2904.75,"endTime":2907.6,"body":"wrong thing and whatever. And"},{"startTime":2907.6,"endTime":2910.18,"body":"then you look at the listing,"},{"startTime":2907.6,"endTime":2910.18,"body":"and it's it's not clear as to"},{"startTime":2910.18,"endTime":2913.54,"body":"what you've got, there aren't"},{"startTime":2910.18,"endTime":2913.54,"body":"any part numbers on it, you"},{"startTime":2913.54,"endTime":2918.4,"body":"haven't invested in it. Right?"},{"startTime":2913.54,"endTime":2918.4,"body":"We need to invest in the future,"},{"startTime":2918.58,"endTime":2922.18,"body":"not only in buying another"},{"startTime":2918.58,"endTime":2922.18,"body":"salvage vehicle, and the biggest"},{"startTime":2922.18,"endTime":2928.54,"body":"part of that investment is"},{"startTime":2922.18,"endTime":2928.54,"body":"investing time. Take time out,"},{"startTime":2929.71,"endTime":2933.55,"body":"go outside the house, take a"},{"startTime":2929.71,"endTime":2933.55,"body":"deep breath, go to the"},{"startTime":2933.55,"endTime":2939.7,"body":"conferences, spend time there,"},{"startTime":2933.55,"endTime":2939.7,"body":"you might think it's time away"},{"startTime":2939.7,"endTime":2942.22,"body":"from your business, but it's the"},{"startTime":2939.7,"endTime":2942.22,"body":"most important time in your"},{"startTime":2942.22,"endTime":2945.76,"body":"business that you're going to"},{"startTime":2942.22,"endTime":2945.76,"body":"get. So please, reinvest wisely,"},{"startTime":2945.94,"endTime":2947.5,"body":"and take action now for your"},{"startTime":2945.94,"endTime":2947.5,"body":"future."},{"startTime":2948.52,"endTime":2952.3,"body":"Chris are either one of your"},{"startTime":2948.52,"endTime":2952.3,"body":"kids that are 20 or 22 going"},{"startTime":2952.3,"endTime":2954.91,"body":"into a brick and mortar Park"},{"startTime":2952.3,"endTime":2954.91,"body":"store to buy a park for their"},{"startTime":2954.91,"endTime":2959.14,"body":"car? No, they are not. Right?"},{"startTime":2954.91,"endTime":2959.14,"body":"No, they are not. They're"},{"startTime":2959.14,"endTime":2962.59,"body":"picking up their cell phone. And"},{"startTime":2959.14,"endTime":2962.59,"body":"they're looking on here. Or"},{"startTime":2962.59,"endTime":2965.23,"body":"they're bringing it to a garage"},{"startTime":2962.59,"endTime":2965.23,"body":"and saying, hey, send the bill"},{"startTime":2965.23,"endTime":2968.26,"body":"to my dad. Right? That's what"},{"startTime":2965.23,"endTime":2968.26,"body":"they're doing. They're not going"},{"startTime":2968.26,"endTime":2970.63,"body":"to a brick and mortar store."},{"startTime":2968.26,"endTime":2970.63,"body":"These kids don't know how to"},{"startTime":2970.63,"endTime":2973.51,"body":"work on their cars anymore. And"},{"startTime":2970.63,"endTime":2973.51,"body":"I shouldn't say I don't say that"},{"startTime":2973.51,"endTime":2976.96,"body":"insulting. I've never worked on"},{"startTime":2973.51,"endTime":2976.96,"body":"a car. I've worked for cars"},{"startTime":2976.96,"endTime":2979.93,"body":"forever. I've never changed oil"},{"startTime":2976.96,"endTime":2979.93,"body":"in a car. I know where the oil"},{"startTime":2979.93,"endTime":2983.35,"body":"goes. I never check it, but I"},{"startTime":2979.93,"endTime":2983.35,"body":"know where it goes. Right. So"},{"startTime":2983.44,"endTime":2989.29,"body":"again, times are changing."},{"startTime":2983.44,"endTime":2989.29,"body":"Employees are changing. All"},{"startTime":2989.29,"endTime":2992.59,"body":"these things are changing."},{"startTime":2989.29,"endTime":2992.59,"body":"You've got to be a step ahead."},{"startTime":2992.92,"endTime":2996.79,"body":"So Rob, I'll give you a real"},{"startTime":2992.92,"endTime":2996.79,"body":"story and then we'll finish up"},{"startTime":2998.38,"endTime":3003.96,"body":"my wife's mother 100 CRV sat nav"},{"startTime":2998.38,"endTime":3003.96,"body":"system. Something's wrong with"},{"startTime":3003.96,"endTime":3006.9,"body":"the sat nav system takes it to"},{"startTime":3003.96,"endTime":3006.9,"body":"Honda honda says, yep, seven and"},{"startTime":3006.9,"endTime":3012.6,"body":"a half $1,000 for a new sat nav"},{"startTime":3006.9,"endTime":3012.6,"body":"system. Okay, so Chris is in"},{"startTime":3012.6,"endTime":3016.95,"body":"this past game. Chris gets the"},{"startTime":3012.6,"endTime":3016.95,"body":"call Chris. We got this problem."},{"startTime":3016.95,"endTime":3020.61,"body":"I said, Give me a pan number"},{"startTime":3016.95,"endTime":3020.61,"body":"lower. So they coin What does"},{"startTime":3020.61,"endTime":3023.79,"body":"Chris do? Chris knows a number"},{"startTime":3020.61,"endTime":3023.79,"body":"of different recyclers in the"},{"startTime":3023.79,"endTime":3025.83,"body":"Australian market that he can"},{"startTime":3023.79,"endTime":3025.83,"body":"pick up the phone and ring."},{"startTime":3026.22,"endTime":3030.87,"body":"Chris goes online. Chris"},{"startTime":3026.22,"endTime":3030.87,"body":"searches does this uses the"},{"startTime":3030.87,"endTime":3035.82,"body":"Google machine searches what's"},{"startTime":3030.87,"endTime":3035.82,"body":"out there types in on the CRV"},{"startTime":3035.91,"endTime":3040.44,"body":"and apart number bank pops up."},{"startTime":3035.91,"endTime":3040.44,"body":"There was one that was"},{"startTime":3040.44,"endTime":3043.68,"body":"available. There was more than"},{"startTime":3040.44,"endTime":3043.68,"body":"one available but one popped up"},{"startTime":3043.68,"endTime":3048.12,"body":"with a part number on Ebay. I"},{"startTime":3043.68,"endTime":3048.12,"body":"looked at it and saw the capital"},{"startTime":3048.12,"endTime":3052.41,"body":"who's the seller was good"},{"startTime":3048.12,"endTime":3052.41,"body":"seller. I bought it I actually"},{"startTime":3052.41,"endTime":3055.05,"body":"didn't even ring them. I bought"},{"startTime":3052.41,"endTime":3055.05,"body":"it on eBay. I wanted to tell"},{"startTime":3055.05,"endTime":3059.91,"body":"you. I bought it on eBay. I"},{"startTime":3055.05,"endTime":3059.91,"body":"could have run 5060 100"},{"startTime":3059.91,"endTime":3063.99,"body":"recyclers to check for that"},{"startTime":3059.91,"endTime":3063.99,"body":"part. To get a better kids. Were"},{"startTime":3063.99,"endTime":3065.22,"body":"doing it now as well. Rob,"},{"startTime":3065.91,"endTime":3069.09,"body":"I'm in Florida, you brought it"},{"startTime":3065.91,"endTime":3069.09,"body":"up at the beginning. So I went"},{"startTime":3069.09,"endTime":3073.56,"body":"through in Florida now. I'm not"},{"startTime":3069.09,"endTime":3073.56,"body":"ordering any food takeout pizza,"},{"startTime":3073.56,"endTime":3076.23,"body":"all that McDonald's, good"},{"startTime":3073.56,"endTime":3076.23,"body":"fucking Kentucky Fried Chicken"},{"startTime":3076.23,"endTime":3079.53,"body":"you're talking about? If I can"},{"startTime":3076.23,"endTime":3079.53,"body":"order the pizza on my phone and"},{"startTime":3079.53,"endTime":3082.86,"body":"pay for it to have it delivered?"},{"startTime":3079.53,"endTime":3082.86,"body":"I'm not buying from you. If I"},{"startTime":3082.86,"endTime":3085.95,"body":"can't see a good digital menu on"},{"startTime":3082.86,"endTime":3085.95,"body":"my phone, I'm not coming to your"},{"startTime":3085.95,"endTime":3086.64,"body":"restaurant."},{"startTime":3088.74,"endTime":3090.24,"body":"Review. Right?"},{"startTime":3090.27,"endTime":3095.1,"body":"I'm not going. Everything I've"},{"startTime":3090.27,"endTime":3095.1,"body":"done there. And we're old. I'm"},{"startTime":3095.1,"endTime":3098.79,"body":"older than you. I'm not doing it"},{"startTime":3095.1,"endTime":3098.79,"body":"unless it's right here."},{"startTime":3099.39,"endTime":3104.46,"body":"Yep. So let's learn from that."},{"startTime":3099.39,"endTime":3104.46,"body":"Let's think about that. That's"},{"startTime":3104.46,"endTime":3106.74,"body":"where the customer is. That's"},{"startTime":3104.46,"endTime":3106.74,"body":"where they're gonna be in the"},{"startTime":3106.74,"endTime":3113.55,"body":"future. They ain't gonna get"},{"startTime":3106.74,"endTime":3113.55,"body":"into this. So yes, Don, they are"},{"startTime":3113.55,"endTime":3117.75,"body":"good topics. And we do need to"},{"startTime":3113.55,"endTime":3117.75,"body":"think about a lot of this. So"},{"startTime":3118.86,"endTime":3122.52,"body":"glad you got some value out of"},{"startTime":3118.86,"endTime":3122.52,"body":"it. We appreciate you taking the"},{"startTime":3122.52,"endTime":3126.24,"body":"time to be on this call, we'll"},{"startTime":3122.52,"endTime":3126.24,"body":"send out a recording of this. I"},{"startTime":3126.24,"endTime":3130.59,"body":"sort of put that photo of Rob,"},{"startTime":3126.24,"endTime":3130.59,"body":"thanks to the marketing team for"},{"startTime":3130.59,"endTime":3131.85,"body":"putting this together for us."},{"startTime":3132.39,"endTime":3135.54,"body":"I'm laughing because we're an"},{"startTime":3132.39,"endTime":3135.54,"body":"hour long. And we said we wanted"},{"startTime":3135.54,"endTime":3137.01,"body":"to keep it to 30 minutes. So"},{"startTime":3138.42,"endTime":3141.42,"body":"that's terrible. Sorry, guys."},{"startTime":3138.42,"endTime":3141.42,"body":"Hopefully you got value out of"},{"startTime":3141.42,"endTime":3144.42,"body":"it, though, right. And there's"},{"startTime":3141.42,"endTime":3144.42,"body":"so much more that we can. Again,"},{"startTime":3144.45,"endTime":3149.79,"body":"our goal with this is to share"},{"startTime":3144.45,"endTime":3149.79,"body":"information share tangible"},{"startTime":3149.85,"endTime":3153.63,"body":"takeouts, things that you can"},{"startTime":3149.85,"endTime":3153.63,"body":"take away with you today. And do"},{"startTime":3153.78,"endTime":3156.18,"body":"there's a number of things I"},{"startTime":3153.78,"endTime":3156.18,"body":"think that we did there that you"},{"startTime":3156.18,"endTime":3161.79,"body":"can straightaway take away and"},{"startTime":3156.18,"endTime":3161.79,"body":"put in place. Look out for the"},{"startTime":3161.79,"endTime":3165.78,"body":"podcast, you can stream the"},{"startTime":3161.79,"endTime":3165.78,"body":"podcast, really anywhere, we'll"},{"startTime":3165.78,"endTime":3168.9,"body":"probably be available in the"},{"startTime":3165.78,"endTime":3168.9,"body":"next 24 hours, you'll get a copy"},{"startTime":3168.9,"endTime":3174.75,"body":"of it, like our PTC YouTube"},{"startTime":3168.9,"endTime":3174.75,"body":"page, our auto partner"},{"startTime":3174.75,"endTime":3179.88,"body":"solutions, YouTube page,"},{"startTime":3174.75,"endTime":3179.88,"body":"Facebook, all of that stuff, you"},{"startTime":3179.88,"endTime":3183.06,"body":"know where we're at, and look"},{"startTime":3179.88,"endTime":3183.06,"body":"out for a few more of these."},{"startTime":3183.06,"endTime":3185.76,"body":"We've got some other really"},{"startTime":3183.06,"endTime":3185.76,"body":"exciting guests that we want to"},{"startTime":3185.76,"endTime":3190.02,"body":"have on. So thanks for"},{"startTime":3185.76,"endTime":3190.02,"body":"attending. And yeah, have a"},{"startTime":3190.02,"endTime":3192.87,"body":"great afternoon if you're in the"},{"startTime":3190.02,"endTime":3192.87,"body":"US and anywhere else in the"},{"startTime":3192.87,"endTime":3197.13,"body":"world. Good morning to you. Rob,"},{"startTime":3192.87,"endTime":3197.13,"body":"closing,"},{"startTime":3198.089,"endTime":3200.849,"body":"just two things. One, I want"},{"startTime":3198.089,"endTime":3200.849,"body":"everyone to know that it was"},{"startTime":3200.849,"endTime":3203.579,"body":"Chris's marketing department"},{"startTime":3200.849,"endTime":3203.579,"body":"that put a picture of him from"},{"startTime":3203.579,"endTime":3208.019,"body":"10 years ago on here and one for"},{"startTime":3203.579,"endTime":3208.019,"body":"me to make him look so much"},{"startTime":3208.019,"endTime":3212.759,"body":"younger than me in the picture"},{"startTime":3208.019,"endTime":3212.759,"body":"and to I will get on these calls"},{"startTime":3212.759,"endTime":3216.989,"body":"to talk about this industry at"},{"startTime":3212.759,"endTime":3216.989,"body":"any time. I love talking about"},{"startTime":3216.989,"endTime":3220.259,"body":"it a passionate about it. I'm"},{"startTime":3216.989,"endTime":3220.259,"body":"happy to do this with Chris, and"},{"startTime":3220.259,"endTime":3224.489,"body":"I just enjoy it. And I hope that"},{"startTime":3220.259,"endTime":3224.489,"body":"somebody took the tip and"},{"startTime":3224.489,"endTime":3226.919,"body":"they're gonna go back today and"},{"startTime":3224.489,"endTime":3226.919,"body":"use it and do it."},{"startTime":3227.97,"endTime":3231.15,"body":"Excellent. Thanks, Rob. Thanks,"},{"startTime":3227.97,"endTime":3231.15,"body":"everyone. Appreciate your time."},{"startTime":3231.42,"endTime":3233.25,"body":"Talk soon. Take care. Cheers."}]}