Latest / Auto Collabs / 74% of Service Customers Will Buy Again, If You Don’t Lose Them First with Shane Wilson

Transcript

74% of Service Customers Will Buy Again, If You Don’t Lose Them First with Shane Wilson · Auto Collabs

• 0:00
  [upbeat music] There's an assumption that dealers' cost to repair is higher than everybody. "I don't, I can't afford to go to the dealer."
• 0:06
  Independent third parties are actually about 10 to $15 higher on a repair than a dealer. It's not a c- price issue, it's more a trust and communication issue.
• 0:15
  About 74% of customers that get your vehicle serviced at your dealer are more likely to buy their next vehicle at that dealership. Old playbooks don't win new games. [upbeat music] This is Auto Collabs.
• 0:33
  I hope if you're listening, you know that 90% of the day when the three of us are chatting with each other, uh, 90% of those times we're laughing at one or the other person. Don't tell 'em.
• 0:43
  That's- You mean like right now-... that's exactly what happens... when your false, your falsetto hit like a high A and I'm trying to figure out- [laughs] Y- you went, "You know?" [laughs] What?
• 0:55
  Well, look, if you can't, if you can't enjoy what you do, then, then why even do it? A lot of people out there- Why even do it?... don't enjoy what they do. It's hard work. It's a lot of work.
• 1:03
  But if you can find the people around you that you enjoy working with, it's, it's actually pretty good. That's why we are hanging out with Shane Wilson today, president of Connected Dealer Services.
• 1:13
  Every time I'm around this man, uh, I got to spend a lot of time with him at the NAMED conference a few months ago.
• 1:18
  Every time I'm around him, you can tell he loves what he does and he loves being with the people in the industry. He loves being with the dealers, helping them solve problems.
• 1:26
  So, uh, we're gonna talk about some of that today, and I think get a little bit of his positive, infectious energy. So I hope you enjoy this conversation we have with Shane Wilson.
• 1:33
  [upbeat music] Shane, when, when we jumped on this call, I started checking my pockets to see if you slipped in a tracker to one of my pockets- Yeah [laughs]... like you did back at the NAMED. Nothing. I'm all clear.
• 1:46
  You don't know where I am. [laughs] It's on, it's on me. I still have the app, though, so I still... If we ever need to pull it out, I'm ready. The Paul tracker- [laughs]... is in full effect.
• 1:53
  We, yeah, that would've been fun at NADA because I think, uh, I speak for all of us when I say we were running around everywhere. How was your show? Oh, man. It was the best.
• 2:04
  It was the best show we've had, uh, in the history of CDS by far. And I'm sure a lot of, lot of folks had that same experience this... It was just special, right?
• 2:12
  I mean, lot of pent-up demand, I think, from just- Yeah... the snowpocalypse the year before. [laughs] Um, and a lot of dealers. You know, y- you know, usually that's always our biggest concern, right?
• 2:21
  You see vendors, you see agents, things like that. But there was a good, good amount of, of dealers and dealer groups walking the floor looking to do business. Um- True... so that was fantastic. Agree. Fully agree.
• 2:32
  You know, people keep saying, like, pent-up demand. I'd love to get your perspective. I got some thesis on this. We don't need to spend too long. But people can buy technology all year round.
• 2:41
  Like, it's not like they were like, "Ah, we'll just, we'll see you next year. We'll buy technology then." Were there... What other factors were you listening to?
• 2:48
  Were you hearing from dealers, like, what the economy's like, how business is like, what the, how they're thinking about tech?
• 2:54
  What were some of the other things that you got on the floor as you were talking with other industry partners and dealers about this event? I think it was a technology side of things, meaning, like, they wanna learn.
• 3:04
  They, they were very interested. Uh, they, they're hearing every... You know, they see all of us on, in social and talking about, you know, AI and data and, and, you know, all of that.
• 3:12
  This was their chance to, like, walk into a booth and talk about it and learn about what this whole... W- how can it impact my business? Yeah. Should I let it impact my business? You know, all of that.
• 3:22
  So I, I think it was a very big educational side- Mm-hmm... um, for dealers this year because so many things are being, uh, are changing so fast, too, right? Um, so I saw that.
• 3:31
  Um, I think they, you know, it was more, it was more the educational business side from my, my perspective. All right. So let's ta- let's talk about your area of expertise. Yep.
• 3:39
  Um, understanding what's happening with the vehicle and how do we service them, how do we keep customers after the sale. What trends do you see are emerging?
• 3:48
  You know, I, the big theme for us at the show, and it ties to this, is, is, you know, old playbooks don't win new games, was the theme. Hey, I like that. Right? It was good.
• 3:57
  Yeah, I'll give Delphi all the credit on that one. But yeah. [laughs] So, but basically, you know, are you...
• 4:02
  And it ties into my response about the educational side, too, is, like, are, is what you're doing in your business today gonna allow you to grow and, and exceed with the ever-changing market of data AI?
• 4:13
  And, and- Mm-hmm... that's all, all of our world, right? Mm-hmm. Um, and so that's, that was our theme.
• 4:17
  And so we went through and kinda tried to educate everybody on, you know, you know, in my service retention world, um, is, is, is, is where we, where we focused on.
• 4:27
  And, you know, just a real interesting stat is, you know, you have about 74% of customers that get your vehicle purchased, I'm sorry, serviced at your dealer.
• 4:37
  Um, about 74% of them are more likely to buy their vehicle, their next vehicle, um, at that dealership. And the stats are overwhelming of- So, so wait. Righ- ri- just- Yeah... slow down. Yep, yep.
• 4:48
  Because I think that you were, you were like, "Da, da, da, da, da." That's, that's really key to me. Let's just say you service, let's just count it at 10,000- Miles... people a year- Oh, okay... through service, right?
• 5:03
  Mm-hmm. You're saying 7,400 of them are pretty likely to at least give you a shot at earning their business on their next purchase. Exactly. Exactly right.
• 5:14
  Whether it be maybe, maybe it's another brand in your group, but your group, they have that trust, right? The trust is built. They know what they're do- They, they know who you are. You have that relationship.
• 5:24
  But we're seeing... The, the, the interesting part in what we tried to drive home this, this, that week in NADA was it's declining. The retention side of things is declining.
• 5:32
  It was at, it was an all-time high in 2023 at about 70, about 75%. Um, it's dropped to down to 50, um- Mm-hmm... for 2025. And so in- independent third parties are, are winning right now. And- Hmm...
• 5:46
  the craziest stat I just read was that's year one. If you go into year two or year three of your vehicle life, it continues to drop.
• 5:54
  So it's down to 35%, um, of vehic- of consumers that come back to a dealer after year two. Um, it's for service. Now, that's ties into your 74% more likely, right? You said 7,400. So it just continues to dilute.
• 6:09
  So you have a hole in your bucket, right? So I'm here, CDS and, and Connected Dealer Services and CarX are here to help plug that hole essentially. What...
• 6:18
  Do, are we, are you, are we seeing it go to more independents, or are people less brand loyal, or is the advent of a lot more used car sales in the market driving people to go to...
• 6:30
  Or, or is it like, or is it some sort of just un- unaware, un- you know, knowledge of, of the access to it? Which, which of those things are driving the majority of the retention loss, right?
• 6:44
  I think it's a little bit of all the above, but I, I think the independent third parties are, um, just, they're doing a great job on marketing, you know. Yeah.
• 6:52
  And you have that, that kind of, that trust factor, um, that, that we talk about from our side of, of building the trust. The, you know, another interesting...
• 7:01
  Say, I talked on our key- a keynote in NADA, is there's an, there's an assumption that dealers', um, cost to repair is higher than everybody. I don't... I can't afford to go to the dealer, right? Absolutely.
• 7:12
  It's, it's- I think if we interviewed 10 people off the street, at least nine of them would say, "Yes, it's more expensive at a dealer." Yeah, 100%.
• 7:17
  And, uh, the data we found was independent third parties are actually about 10 to $15 higher on a repair than a dealer. So there's- That's interesting...
• 7:25
  so it's not, it's not a c- price issue, it's more a, a trust and communication issue, is how we- I, I mean, this, I, I almost... Okay, so- I'm a, I'm a variable ops guy. We've been saying this. Hold on. Hold on. Right.
• 7:36
  I know. CarMax, CarMax. I, I know. I love when I get you fired up, Kyle. I love it. Oh, boy. Perception, perception is reality because we say it's not a price problem.
• 7:44
  The data shows that there's not a pricing disparity, but the public perception, it's not like they're comparison shopping, right? Right. No one says- Right... "Let me, let me... Oh, Jiffy Lube, I got a mailer.
• 7:56
  It's this much money for an oil change," or, "I think it's this much money for an oil change." And then you go in there like, "Oh, by the way, you have five quarts instead of four. Oh, by the way." Yeah. Right?
• 8:03
  Like, that happens. Um, but let's just leave that out of it for a second. "Oh, this is how much an oil change costs."
• 8:09
  I don't think people are going and calling a dealer, because they certainly aren't finding it on the website easy, how much an oil change costs or how much a brake job costs. Mm-hmm.
• 8:18
  Like, that, that even doesn't even exist, how to find that information, and I think that customers aren't checking. Right. So maybe the reality is, but the perception is that, like, this is cheaper. Y'all, be right back.
• 8:28
  I'm not compar- I'm vibe coding a local checker- Let's do it... real quick. There he goes. No, we'll have it, we'll have it done before this episode. [laughs] Right. No.
• 8:35
  Okay, so I just wanted to put that out there because we've identified that it's not the truth, but perception is reality, and the perception is that it's the truth. Right.
• 8:44
  So I think that's, that's why the problem is there. But you, I mean, like, the data that you have shows that it's not the truth. But how do we fix that? Right. Yeah, and I...
• 8:53
  And that's what we, you know, our goal with CarX, you know, our platform CarX, you know, we are now becoming the mobile app strategy. I've said that a couple times, um, to you guys.
• 9:02
  But we're the, becoming the mobile app strategy for the dealer. You know, they sell us an F&I, but we're that customer lifetime value, Kyle, as that word you love to, um- Yeah...
• 9:10
  the customer lifetime value product for them. And then now they have the ability, Paul, to get the data. Like, how mu- like, well, how much does an oil change really cost?
• 9:19
  Can I communicate to my consumer now and give them an offer of 10% off? And things that the third parties do that, you know, tran- you know, traditional dealers don't do today very well. Mm-hmm.
• 9:30
  Um, and we're giving it to them at the exact time they really need it based off the insights and the data we have from the vehicle.
• 9:37
  So, you know, I, I, I also mentioned, you know, um, that consumers want that Amazon experience, right? They, they wanna be able to have, you know, transparency.
• 9:46
  They want it when they want it, and they wanna be able to, you know, trust it.
• 9:50
  And so, you know, with, with CarX and what we're doing for the dealer, they're able to d- give them that Amazon experience with the communication and building that, that layer of trust that helps them get h- you know, our goal is to help them get that percentage of 50, 35%, 50% up higher back to these 23 stats of, of over 70.
• 10:10
  As I'm thinking about this, I'm thinking, if I'm an independent shop, doesn't matter if I'm Jiffy Lube or Bob's Tire Change, right? Mm-hmm. 100% of my marketing comes from two buckets. Bucket one, repeat referral, right?
• 10:26
  Mm-hmm. Like, that's, you know, that's like Bob's shop. Mm-hmm. Right? I, I know, I got a guy, right? So that's, that's bucket one. Bucket two,
• 10:36
  and the one that kind of blows my mind that's very hard for us as an industry to go get, is conquest. Mm-hmm. Because none of those people are their customers out of the box. They're actually, like- Right. There's no-...
• 10:48
  we, we classify a customer at that, at the point of sale... there's no retention source- Right... but someone who's already walked in. Yeah. Yep. You're absolutely right. Yeah. Which is a lot harder. That's super hard.
• 10:57
  Like, you have to spend- It's hard... a lot of money to conquest in that business. And we're still- Yeah... losing, and we have the point of sale.
• 11:04
  And that's, that's the crazy part, is meanwhile you're, you're letting the, the, the group that you have, the book of business that you have, you're letting it go, right? So that...
• 11:12
  And, like, so you're, you're letting that fall.
• 11:14
  Um, so you have that organic growth that you need to find, but by, by far, you should at least make sure you ha- you moat your, your, in your current book of business so they're not going anywhere. All right.
• 11:25
  Especially- Let's talk about solutions then, right? Yeah.
• 11:27
  We've, we've, I think we've, we've done a really good job highlighting the problem, talking about the competitive landscape, talking about some benefits that we actually have from a pricing standpoint.
• 11:35
  How do you build the moat? How do you build that moat you were just talking about? Well, I think that, you know, with, with our side, it's, you know, you, you gotta ensure...
• 11:44
  And we're seeing this in, in real time with our per- our dealers that are performing, but you gotta have our product in- you know, sold. You gotta have it installed on every car. Um, you gotta sell it in F&I.
• 11:55
  Okay, explain what it is then for the people who don't know. You have to... Yes. It's an F&I product. Yeah, yeah, yeah. Right. Yeah, so- Let's start at the beginning and give it the quick 60-second, what's the product?
• 12:01
  How does it keep the customer coming back? Yeah, absolutely.
• 12:03
  So there is a, there is a device that's installed on the vehicle on, on every car on the dealership lot And we, we help them with, um, lot management, managing their inventory, protecting their inventory, uh, while it's on the dealership lot.
• 12:16
  We help them with sales efficiency. You know, we've all seen everyone honking the key fob the, "Where's the car?" Because they wanna find that f- that white Toyota Camry that's next to five other white Toyota Camrys.
• 12:26
  I've heard about, I've heard about that. Yeah, yeah. So we tell them exactly where the vehicle is. We make it, you know, help them with efficiencies, and then we use our data. The, is there battery charge?
• 12:34
  Is there fuel in the vehicle? All of that for test drives and things like that. Mm-hmm. But then they sell our product in F&I. And, you know, typically- So it's in the car anyway. It's in the car. It's there.
• 12:43
  Yep, it's there. Yep. It's a management tool until it gets to the customer transaction, and then it becomes something that we can sell to the customer. That's exactly right.
• 12:52
  Um, typically it's a, it's a stolen vehicle recovery product. Um, but it's also your loyalty tool. And, and that's, that's really where the magic happens. So you have an F&I product that's very, very profitable.
• 13:02
  I mean, some of our larger groups are making $30, $40 million in our, our program by itself. Um, then- That's great... you have... Yeah. Then you have the direct relationship to the consumer through the app.
• 13:14
  So if you guarantee they have a high registration rate, you guarantee the consumer registers and downloads the app as part of your, your process- Yeah...
• 13:22
  your onboarding process, now you have that customer tied to your, your platform. So you have the maintenance data coming in in real time.
• 13:30
  You have the ability to campaign against anything you want, Black Friday sale, happy, you know, like Merry Christmas, Happy Thanksgiving. Any of those, you can send a promotional campaign to them.
• 13:41
  Uh, they can communicate to you, schedule appointments, things like that.
• 13:44
  So, you know, when I bring up the, the app strategy and we become the app strategy for the dealer, we, in these higher performing dealers, we really are, because they're, they're ensuring our app is on every single car, um, that they sell.
• 13:56
  Therefore, they're getting the data and they're able to communicate, and then we become a big part of their ecosystem. Yeah.
• 14:02
  We're not replacing their standard, you know, marketing plans or, or, you know, replacing their BDR. We're really complementing that. And, and I actually call it a channel. We're a new channel for them.
• 14:13
  You know, you got direct mail, you have your call, you have social. Our channel is the phone and, and being able to do a push notification directly to the phone- Yeah... which is so much more successful.
• 14:22
  When you look at, you know- Yeah, for sure... a scale from a, a call, you know, and, and then you got SMS and email, which are okay. When you look at push, it's super tr- you know, high trust, high engagement.
• 14:33
  Um, and that's what you want. And that goes back to that Amazon, Amazon experience. Yeah, I mean, that's where I spend, you know, that's where I think we all spend the majority of our time.
• 14:40
  It's like how do we, how do we get more info right in our hand right when we need it without having to like, you know, really honestly communicate with, with many people.
• 14:49
  The one thing that I wanna ask you though is, and, and I kinda had this realization actually at NADA. Not that I hadn't thought about it before, but I'm definitely like more bullish about it now- Mm-hmm... is
• 15:02
  technology can solve a large amount of the problem, right? You, you, you're in the customer's hand. They know where you are. You can do the push notifications to them.
• 15:12
  But when it comes to like the human in the loop, the human engaging with this person, there's definitely still so many places where this can break down.
• 15:21
  Are you seeing trends of your, of the dealers that are adopting s- a tool like this- Mm-hmm...
• 15:27
  also adopting systems, training, human interactivity, the way that their humans are trained to deal with their customers because they're adopting this kind of technology? Yeah. I, I, hmm- Is there a marriage there?
• 15:41
  The ones that are successful are, yes.
• 15:43
  Like, so I, I think that, you know, I, I, I call it leaning forward, but when you're leaning forward as a dealer to, to, you know, really engage in the technology, th- you got to, you, to your point, Kyle, you have to invest in having the right head- like the right folks managing it from behind the scenes, having the right touch points.
• 16:00
  Mm-hmm. Um, making sure everything's kind of tied, uh, tied together.
• 16:04
  You don't want campaigns going off on their own that are maybe either duplicates and sit different variants or they don't make sense with each other or...
• 16:12
  So there's, there is still a lot of hand-holding, but the, the, the dealers that are winning are the ones that are, are investing into that, that side of things. All the process.
• 16:20
  You know, making sure their, their, all of their platforms are tied together. Um, they're all kind of talking harmoniously, if you will, with all their different campaigns and everything. Yep, absolutely. All right.
• 16:30
  So what does this year... Um, we, we know what you're doing in the regular work that you're doing and this, this mission that you're on to- Yeah...
• 16:37
  keep people in dealer ecosystems, to keep-- I think it's broader- Which is the mission, yeah... which is the mission involves keeping more people in the f- the network, right? Mm-hmm.
• 16:45
  Even if it's not the single store, it's like, hey, letting people know that the dealership is the best place to get your car serviced.
• 16:51
  Uh, what are, what do the next like 10 months throughout the rest of the year look like for you? You have any, like, your eye on some new things or is it kind of like get, get more penetration? What are you thinking?
• 17:00
  I mean, penetration, obviously getting, getting, uh, the, the, the, the message out to... You know, it's still relatively new. When, when we talk about, um, you know... It, it's not new for us.
• 17:09
  But if I, if I brought, bring up odometer, and we've talked about this a couple times on our, on the show- Mm-hmm...
• 17:14
  but if I tell a dealer, "Do you realize you can get the real odometer, um, in real time from every vehicle that you sell?" And they're like, "What do you..." Like, "What?" Like, "Phew," you know? Like- Yeah...
• 17:24
  can you imagine what you can do with that? And even the... I- I've almost abandoned that talk track because I, I've, I've moved on, you know?
• 17:31
  Um, but it's so- Right, but it's not, it's still a value- It's, it's like- It's a value proposition... it's so important. Yeah, it's so, so important.
• 17:37
  And, and what you can d- I mean, you can do so many extended warranty plans. Um, you know, d- like d- recognizing when, when, when, um, mileage hits certain thresholds, like, so the warranty's now void.
• 17:48
  You know that exactly when it happens. Um, so f- like those data points You know, and I, I, when I talk, it's still relatively new to dealers.
• 17:56
  So, so to your point of getting more, um, the word out, getting, you know, more acquisition, uh, out there than in the dealer world is, is huge for us.
• 18:04
  Um, and then we continue to refine the, the campaigning, you know, and, and what other things we can do with, with campaigning.
• 18:12
  Um, you know, offers, promotions, um, or, you know, we of course are, like everybody else, looking at AI and what AI- Yeah...
• 18:18
  can do with behavior and when is the right time to comm- you know, communicate directly to a consumer and, and things like that.
• 18:24
  Um, so it's still, we're still, um, you know, really deep into the technology and refining that and just making sure we continue to grow that in the, the space, the pace that we need to- Mm-hmm...
• 18:35
  um, while we continue to build out, um, our business for sure. That's amazing. All right. Before we end, I h- I, we, we heard from you
• 18:43
  that congratulations is actually in order for your family because you've got someone, wedding happening. Oh, yeah. Is that- Yeah... coming up soon? It is. Um, in fact, I'm leaving next Thursday.
• 18:56
  Uh, we're going, we're going, uh, down... It's a destination wedding, so headed down- Oh, man... to the Dominican. Uh, my daughter's getting married. So, yeah. Get out of the snow. Congratulations. Yeah.
• 19:05
  We're, I'm in Michigan, so I'm looking out the window to a bunch of snow. So it'll be good to get down there and, and get... It's been a long time coming, so we're all really, really excited about that. Oh, man.
• 19:13
  Thanks, thanks for bringing that up. God bless. God bless. Yeah. Yeah. That is, that's absolutely amazing. I think, you know, what's...
• 19:19
  The, even just something simple like that, and, and I think I'm gonna tie this back in just a second, but even something simple like that, and, and one, thanks for sharing that with us, but also we just wanna recognize that because so many times we get into this industry, we get in our day-to-day, and we forget that there's a human- Yeah...
• 19:37
  with a family- Exactly... with a thing that they do- Yep... across the table, right? Whether it's on a podcast at another company or that is a customer of ours, right? Mm-hmm.
• 19:47
  And there are these humans that have our cars, that, that, uh, have purchased from us, that have serviced from us, with families, with, with things that they're doing on a daily basis.
• 19:57
  They're trying to fight with the day-to-day of their work and their life and all this stuff, and the, the best thing that we can do is make it just ridiculously easy to not have to worry- Yeah...
• 20:07
  about their car, about what they buy, about what they service, where they service it, how they buy it, all that type of stuff. And I think if we can be an industry that is like, "Don't worry, we remove all the worry.
• 20:19
  It's, it's super easy. This is... We got you"- Yep... you know? Going back to Patrick, I- Yep... I don't know if you heard him either. I totally believe that too, and the friction, like remove the friction, right?
• 20:28
  Like we got, we have your back- Mm-hmm... and, and it's gonna be all right. Right? Um, hey, Michael, thanks. Ah, we have your back and it's gonna be all right. We'll land with that. Shane- Yep...
• 20:35
  it's always a pleasure hanging out with you, and I love what you're doing. Customer lifetime value, the life cycle of a customer, you had me at hello.
• 20:42
  [laughs] Uh, we can't wait to hang out again, and kudos to you for a great NADA and kicking off the new year well. Yeah. Thank you. I'll, I'll see you guys both at, uh, uh, SodaCon, so, uh- Can't wait. Yeah. Let's go.
• 20:52
  Yeah. [upbeat music] Okay. You know what comes to my mind is, [clears throat] and this is going back years, the, the prediction that dealership showrooms might get smaller, but service departments get bigger. Mm-hmm.
• 21:09
  Come on. Please, you let Auto know. We kind of did predict that. What's that? You have to have a re- you have to have a receipt on that somewhere. Oh, of course.
• 21:14
  I got 700 and some odd episodes I have to dig back through to find it, but this is definitely a thing. And, I mean, we kind of got a glimpse of that when we were overseas. We saw smaller showrooms.
• 21:26
  Well, actually, we saw diversity, but we saw, like- Yep... smaller showrooms. And- Mm-hmm... and I can't help but think this is, if there were ever a time to focus on service, service marketing, retention,
• 21:39
  um, it, it's now. And so, like, when you look at the ways that people are getting creative to bring people into service departments, it, it, it really is the path, in my estimation, to feeding the whole...
• 21:52
  I call it a hyperloop, but it, it's a fixed back- Mm... to variable business, not a variable over to fixed business. The flywheel of customer lifetime value. Man, I wanna- Yeah. I'm... That's a book name right there.
• 22:07
  Yeah. Heard it here first. That's a must. That, I mean, that's a, that's a read it in old English book name. The Flywheel- The Flywheel... of Customer Lifetime Value.
• 22:13
  The Service to Sales Customer Lifecycle Value with Kyle and Shane. Yeah. I, I, I'm just obsessed with this.
• 22:18
  I, I, I think that if you haven't heard me say that, that the auto industry, more particularly the dealers, should own the customer retention and not leave it to the customer.
• 22:29
  We, a- and, and we all think we have, but we've left it to the customer. We've left it to chance. Are they gonna come in? Are they gonna remember to service what's left?
• 22:37
  Are they gonna, uh, you know, are they gonna come back to the dealer? I don't know. You know? Mm-hmm. Stop leaving it to chance. Right. This is what, this is what Shane is trying to solve, not leaving that to chance.
• 22:46
  And you have a profit opportunity plus a long-term customer value opportunity all wrapped up into that. I'm full obsessed. [laughs] Kyle's full obsessed. So- How many times a day do you hear him say that?
• 22:59
  Because I'm just pumped- At least-... at, like, what our industry is doing. I'm really pumped. I, I came out of NADA just bullish. No, you're always saying it over worthwhile things. Yeah.
• 23:07
  I'm not saying that you say it too much. [laughs] I'm just saying that, like, I'm a little weary- I'm bullish on being bullish. Yeah. Okay? He's talking about his love- Or just bullish on-...
• 23:14
  for Cinnamon Toast Crunch and used the word obsessed, so we get it... No, no. I've never heard him say that. Never.
• 23:18
  I would never say that about Cinnamon Toast- When he says obsessed, it's al- it's, it's always been something worth being obsessed over. I'll put it there. Yeah. Yeah. SmartPop, um, [laughs] couple departments.
• 23:27
  Peachy Keen. Peachy Keen. Oh. No. Oh. Like, oh, see that reaction, you are, you are literally textbook definition obsessed. I, I'm actually pushing this along- Possibly addicted...
• 23:36
  'cause I wanna see how one of you segues into the close 'cause the two masters of the segue are sitting right in front of me. I have the button, but I can't press it.
• 23:42
  The real opportunity is make sure you find us whenever we're all in Syracuse together. You'll find a stack of Peachy Keens hanging out because if you wanna hang out with us- [laughs]...
• 23:52
  we would love for you to, uh, whether it be in person or on one of these podcasts, because we're just trying to share the stories of the people that make up the auto industry and the stories that drive our industry forward, and that's Shane and all the other people that we have on Auto Collab.
• 24:06
  So thanks for listening. Thanks for hanging out with us all the way to the end. On behalf of Paul Jay Daly, Michael Cirillo, and myself, Kyle Mountsier, we will see you next time. [upbeat music] Welcome to Auto Collab.
• 24:22
  [laughs] Welcome to Auto Collab. [laughs] Why are we recording? Are we rolling yet? Not yet.