Latest / CBT Live / What's Really Happening With Used Car Sales? The Good GM, Oil Tops $107 (09.28.26)

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What's Really Happening With Used Car Sales? The Good GM, Oil Tops $107 (09.28.26) · CBT Live

• 0:00
  SPEAKER_03: What's really happening with used car sales and inventory?
• 0:03
  SPEAKER_03: And how one dealer is using social media to stand out and connect with customers as well as those within the industry.
• 0:10
  SPEAKER_03: All that more coming up now on CBT Live.
• 0:29
  SPEAKER_03: I'm Jim Fitzpatrick, and I'm joined by my partner in crime here, Bridget Fitzpatrick.
• 0:33
  SPEAKER_02: Hello, welcome to the show.
• 0:34
  SPEAKER_02: I hope you all had a great weekend.
• 0:36
  SPEAKER_03: Yeah.
• 0:37
  SPEAKER_03: So coming up, uh, we'll be joined by JC Pratt's Executive General Manager at Starling Automotives, also known as the Good GM on social media.
• 0:46
  SPEAKER_03: And then we'll also be joined by Derek Hansen, Senior Vice President of Dealer, Lender, and Inventory Management Solutions at Cox Automotive to give us his take on the current state of used car sales and inventory heading into Q4.
• 0:59
  SPEAKER_02: That's right.
• 0:59
  SPEAKER_02: Before we get to those great guests, we have a few stories to go over.
• 1:03
  SPEAKER_02: So we're going to start with the growing threat from Chinese automakers.
• 1:07
  SPEAKER_02: You know.
• 1:08
  SPEAKER_03: We don't talk about that enough.
• 1:10
  SPEAKER_02: That's right.
• 1:11
  SPEAKER_02: So Christian Mounier, the chairman of Nissan America, says competing against Chinese brands outside the United States has become, in his words, a hell of a challenge.
• 1:21
  SPEAKER_02: He told CNBC they have decent product, but it's all dumping.
• 1:25
  SPEAKER_02: And what he's referring to is the government support that allows Chinese automakers to sell vehicles at prices that are very difficult for other manufacturers to match.
• 1:34
  SPEAKER_02: But as we know, and as we've talked about before, it's not really just price that is going to be the challenge.
• 1:39
  SPEAKER_02: It's their advanced technology, the fact that they're making cars a lot quicker.
• 1:44
  SPEAKER_03: Because even if the car was half the price but it was a piece of garbage or it didn't have great technology or great styling, people wouldn't buy them either.
• 1:51
  SPEAKER_03: So it's the combination of both, which hopefully this challenges other automakers to step up and say, okay, outside of you know the the cost factor because it's being subsidized by the Chinese government, what's the car all about?
• 2:04
  SPEAKER_02: Right.
• 2:04
  SPEAKER_03: And how do we compete on that level?
• 2:06
  SPEAKER_02: And consumers are paying attention.
• 2:08
  SPEAKER_03: Yes, they are.
• 2:09
  SPEAKER_03: Yes.
• 2:09
  SPEAKER_02: And we are too.
• 2:10
  SPEAKER_02: So we'll be sure to keep everybody up to date on that for sure.
• 2:13
  SPEAKER_02: So oil prices are moving higher this morning after President Trump rejected an Iranian proposal aimed at ending the conflict and reopening the Strait of Hormuz.
• 2:23
  SPEAKER_02: Iran offered to reopen the waterway and return to nuclear negotiating uh negotiations in exchange for sanctions relief, access to frozen Iranian funds, and an end to the U.S.
• 2:34
  SPEAKER_02: naval blockade.
• 2:36
  SPEAKER_02: So before the conflict, about one-fifth of the world's oil supply moved through the strait.
• 2:41
  SPEAKER_02: And we're all seeing and feeling the effects of this right now.
• 2:44
  SPEAKER_02: Oh, yeah.
• 2:45
  SPEAKER_02: Um, not only with gas, um, but also with diesel and how that affects everything that's being transported by truck because that use diesel.
• 2:52
  SPEAKER_03: No question.
• 2:53
  SPEAKER_03: Gas gas uh prices are definitely an issue.
• 2:56
  SPEAKER_03: We're seeing it in the showroom.
• 2:57
  SPEAKER_03: We're also the dealers that I'm talking to have said that there is an increase in EVs uh interest, interest in EVs as well as hybrids because of this.
• 3:05
  SPEAKER_03: They don't know how much longer this is gonna last, but it's put them in the mindset of saying, you know what, regardless of how long it's gonna last, maybe it's just time for us to look at an EV or a hybrid.
• 3:14
  SPEAKER_02: Right, yeah, right.
• 3:15
  SPEAKER_02: Because it doesn't seem to be getting any better.
• 3:17
  SPEAKER_02: Because I mean before the the conflict the prices were high as well.
• 3:20
  SPEAKER_03: So that's right.
• 3:21
  SPEAKER_02: Um yeah.
• 3:21
  SPEAKER_02: So we'll see, we'll be paying close attention to that as well.
• 3:26
  SPEAKER_02: So unfortunately, on a sad note, we want to recognize the passing of longtime Ford executive Jim O'Connor.
• 3:33
  SPEAKER_02: O'Connor spent more than 40 years with the Ford Motor Company.
• 3:36
  SPEAKER_03: That's right.
• 3:37
  SPEAKER_03: During his career, he served as president of Ford of Canada, president of Lincoln Mercury, and president of the Ford Division.
• 3:43
  SPEAKER_03: Uh he retired in 2004 as group vice president of North American Marketing and Sales and Service.
• 3:51
  SPEAKER_02: Jim O'Connor was 83.
• 3:52
  SPEAKER_02: Our thoughts are with his family and the many people he worked with throughout the industry.
• 3:58
  SPEAKER_03: That's right.
• 3:58
  SPEAKER_03: I had the pleasure of meeting Jim at an NADA convention many years ago.
• 4:02
  SPEAKER_03: He's a larger-than-life individual and a great friend to so many people in the industry.
• 4:07
  SPEAKER_03: He was an awesome guy.
• 4:08
  SPEAKER_03: Uh, David Cain and Chris Saraceno will be joining me on a special edition of Inside Automotive to talk about the impact that Jim had in retail automotive industry and as well as the impact that he had in their lives.
• 4:20
  SPEAKER_03: So stay tuned to cbtnews.com for that show.
• 4:24
  SPEAKER_03: It'll be coming up this week.
• 4:25
  SPEAKER_02: That'll be nice.
• 4:26
  SPEAKER_02: Yeah, that'll be great.
• 4:27
  SPEAKER_03: So look forward to that.
• 4:28
  SPEAKER_03: As you all know, I love how social media has become a big part of how dealers connect with customers.
• 4:34
  SPEAKER_03: And uh, we've been talking to more and more dealers about, you know, what's actually working.
• 4:38
  SPEAKER_03: So I follow this general manager from a Buick GMC dealership in Stewart, Florida.
• 4:43
  SPEAKER_03: His name's JC Pratt, and he's known as the Good GM on social media.
• 4:48
  SPEAKER_03: So uh check out this montage real quick.
• 4:50
  SPEAKER_03: You probably will recognize it.
• 4:51
  SPEAKER_05: I talked to a guy that was trying to get a job here, and he's leaving because of the way the store he's at is currently ran.
• 4:57
  SPEAKER_05: So listen to this.
• 4:58
  SPEAKER_05: So, what do you guys think about this one?
• 5:00
  SPEAKER_06: So, you got a salesperson on the floor that's a pretty good salesperson, but nobody gets along with him, he don't get along with nobody, but he wants to be a manager.
• 5:07
  SPEAKER_05: You know, as part of my interview process, when I'm interviewing a salespeople that want to come work here for us, one of the questions that I asked them obviously is why do you want to leave where you are currently at right now?
• 5:17
  SPEAKER_06: This vehicle right here happens to be the second most expensive GMC you can buy, and the MSRP is about$104,000.
• 5:24
  SPEAKER_06: And if you by now don't know what vehicle this is, it's a Yukon XL AT4 Ultimate.
• 5:31
  SPEAKER_02: All right, today we're getting a look at how JC is using social media to connect with not just car shoppers and his customers, but also salespeople and managers working within the industry.
• 5:42
  SPEAKER_02: JC, thank you so much for joining us on CBT Live.
• 5:45
  SPEAKER_05: Thank you, Bridget.
• 5:46
  SPEAKER_05: Thanks, Jim.
• 5:46
  SPEAKER_05: Great to be here.
• 5:47
  SPEAKER_05: It's an honor to be on your show.
• 5:48
  SPEAKER_05: Thank you.
• 5:49
  SPEAKER_03: Well, good, good.
• 5:49
  SPEAKER_03: It's an honor to have you here.
• 5:50
  SPEAKER_03: I'm a big follower uh on social media and I love what you do.
• 5:54
  SPEAKER_03: And uh so thanks for joining us.
• 5:56
  SPEAKER_03: It is this has really been great.
• 5:58
  SPEAKER_03: What made you decide to start putting yourself out there on social media?
• 6:01
  SPEAKER_05: Well, here, so you know, back in the day I cut my teeth in this business in Chicago, grew up on uh doing all the advertising on network TV.
• 6:09
  SPEAKER_05: I was kind of known as the uh as the infomercial king back in Chicago, doing a lot of stuff in Spanish and in English as well.
• 6:16
  SPEAKER_05: And of course, with times changing, you know, I decided I had to surround myself with some good talented young people that really understood social media way better than I did, and uh got a quick lesson in the do's and the don'ts, and quickly realized after taking off with this thing that this is the way, this is the way now, it's the way of the future, and it's the way it's gonna be for a long time to come.
• 6:36
  SPEAKER_05: So I embraced it, and it's really, really helped us take off tremendously in the store.
• 6:42
  SPEAKER_05: Actually, today marks my four-year anniversary in the store.
• 6:45
  SPEAKER_03: Happy anniversary!
• 6:46
  SPEAKER_05: Yeah, thank you.
• 6:47
  SPEAKER_05: Thank you.
• 6:48
  SPEAKER_05: I've been working for the the the Starling family, they're great people for eight years, and this is the second store I run for them, but it's the first one that I really, really embraced the social media part of it, and it's really, really taken off, not just with consumers, uh, but with with you know people in the industry as well.
• 7:04
  SPEAKER_05: I get calls all the time from people in the industry wanting advice.
• 7:08
  SPEAKER_05: I get owners calling me.
• 7:10
  SPEAKER_05: I was just on a trip in Aruba, uh a factory trip there, and I couldn't believe the amount of people that I did not know were coming up to me entire trip wanting to meet me, and they say they follow me and they like my content.
• 7:21
  SPEAKER_05: It was a real eye-opener.
• 7:22
  SPEAKER_03: Yeah, no, no question about it.
• 7:23
  SPEAKER_03: And uh I love what you're doing.
• 7:25
  SPEAKER_03: And but yours is a little bit of a different twist than most people that are on social media right now from the auto industry.
• 7:32
  SPEAKER_03: Everybody's trying to get that lead going.
• 7:34
  SPEAKER_03: Everybody's trying to connect with uh car shoppers and say, buy from us, we do business the great a great way, and you're gonna like us so much and have little funny videos.
• 7:43
  SPEAKER_03: Yours, on the other hand, is just as much, I guess, for the car shopper uh as it is for industry uh types.
• 7:50
  SPEAKER_03: I mean, whether you're selling cars, you're servicing vehicles, you're running dealerships, you're a sales manager, a desk manager, um you're you're really talking to the industry as a whole, and you're kind of pulling the curtain back a little bit, not in a negative way, by the way, uh, but really to kind of show car shoppers and us in the industry what it's really like uh, you know, managing a dealership.
• 8:11
  SPEAKER_03: And uh I think that that's a great thing to do.
• 8:14
  SPEAKER_03: And and I've got to believe that uh you're getting people, as you mentioned, that call you and say, you know, you're the kind of GM that I want to work for.
• 8:21
  SPEAKER_03: Talk to me about that.
• 8:22
  SPEAKER_05: Yeah, I I am, and I I get those messages all the time, and I just get people that just pop into the store from time to time, they're on vacation, they want to come visit the store, they want to come meet me.
• 8:31
  SPEAKER_05: Uh I get tons of DMs.
• 8:33
  SPEAKER_05: I I get on Zoom calls all the time with these people.
• 8:36
  SPEAKER_05: I got owners calling me.
• 8:37
  SPEAKER_05: I just recently had an owner come in here from New Jersey uh a few months ago with his wife and sat and spent the entire day with me, says he follows me, and he owns two dealerships out in New Jersey and and wanted to uh embrace our uh our volume uh uh business strategy, and he's doing great with it.
• 8:55
  SPEAKER_05: And and I get customers walking in the showroom all the time as well that'll pull me to the side and tell me, hey man, you know, I I follow you, and I'm here to buy a car from you because I like the way you talk, and I like the way you take care of your customers and your transparency and how you treat your employees as well.
• 9:12
  SPEAKER_05: And and that's what it's all about, you know.
• 9:14
  SPEAKER_05: Yeah, making sure that everybody sees, you know, listen, the the industry has created a really bad name for themselves.
• 9:20
  SPEAKER_05: It has.
• 9:21
  SPEAKER_05: It's it's not a secret.
• 9:22
  SPEAKER_03: Right.
• 9:23
  SPEAKER_05: My mission, the Starlings mission, is to really change the perception of the car business for the general public.
• 9:30
  SPEAKER_05: And all I can do is what I can control in my store, and the Starlings do the same thing in their stores, and uh, and it's working out great.
• 9:36
  SPEAKER_03: That's right.
• 9:37
  SPEAKER_03: Now, I would be remiss.
• 9:38
  SPEAKER_03: We featured you on a previous show, as you it may have crossed your desk there, but uh, where you put it out there and you said, What is it called when somebody's trying to sell a car or buy a car, I should say, from a trade-in.
• 9:50
  SPEAKER_03: I know because I've been around the industry so long, that's curbing cars, and it's a major no-no.
• 9:55
  SPEAKER_03: Um, do is it okay to ask you what you ever did with that individual?
• 9:59
  SPEAKER_05: Well, let me just say this.
• 10:00
  SPEAKER_05: I don't I don't want to get into uh into specifics.
• 10:03
  SPEAKER_05: All I can tell you is I promise you that won't be happening again at my school.
• 10:07
  SPEAKER_05: And uh, and probably not for at least the next 10 years, because the word got around quickly.
• 10:12
  SPEAKER_03: Yeah.
• 10:12
  SPEAKER_05: Um, and uh, yeah, that's a that's a big, big no-no.
• 10:15
  SPEAKER_03: Yeah, that's right.
• 10:16
  SPEAKER_03: That's right.
• 10:17
  SPEAKER_05: And you never know how you're gonna find out.
• 10:18
  SPEAKER_05: Now, and I'm gonna tell you real quick how I found out the customer, uh, after they bought their their brand new vehicle, got a little buyer's remorse a week later, and figured out that maybe they really couldn't afford the payment like they thought they could and wanted to unwind the deal.
• 10:31
  SPEAKER_03: Oh, there it goes.
• 10:34
  SPEAKER_05: I'm gonna wind the deal.
• 10:35
  SPEAKER_05: I don't want you to have something that you can't, you don't feel like you can afford.
• 10:38
  SPEAKER_05: Right.
• 10:38
  SPEAKER_05: And then he says, Well, how about my trade?
• 10:40
  SPEAKER_05: I said, What trade?
• 10:41
  SPEAKER_05: Oh, wow.
• 10:42
  SPEAKER_05: So and so the cat got out of the bag at that point.
• 10:45
  SPEAKER_05: I you know, I put my my detective cap on and and you know, flushed it all out of the system.
• 10:50
  SPEAKER_05: But yeah.
• 10:51
  SPEAKER_03: That's very unfortunate.
• 10:52
  SPEAKER_03: The uh and I there, you know, in in defense of those in the industry, especially the newbies, as you know, sometimes they don't know that that's a major no-no in the industry.
• 11:01
  SPEAKER_03: You just don't do that, you know.
• 11:03
  SPEAKER_03: I'm giving the benefit of the doubt to some of those new salespeople out there that go, Oh, I just thought I could buy the car from you know from a s from a customer.
• 11:10
  SPEAKER_03: But uh because we got some comments on that too.
• 11:13
  SPEAKER_03: Uh I got one that said, I actually did that.
• 11:15
  SPEAKER_03: I didn't know that was against the rules.
• 11:17
  SPEAKER_03: So uh it's got it's gotta be in the rule book, you know.
• 11:19
  SPEAKER_05: Very interesting in the comments for sure.
• 11:21
  SPEAKER_03: Yes, yeah, there's no question about it.
• 11:23
  SPEAKER_03: I love all of the scenarios that you bring up for the industry because I think that it's a it's a great uh training tool and opportunity to educate those in the industry as to what you should do and what you shouldn't do.
• 11:35
  SPEAKER_03: And you talk as plain to the to the industry as you really do to the consumers out there.
• 11:40
  SPEAKER_03: Have you heard from consumers and say, hey, you actually are teaching us a little bit about what happens in a showroom?
• 11:45
  SPEAKER_05: 100%.
• 11:46
  SPEAKER_03: Yeah.
• 11:47
  SPEAKER_05: And and and the way I know this is because it's hot, it's hard to measure this, right?
• 11:51
  SPEAKER_05: But I I measure it with the amount of customers that look, we're the number one Buick GMC store in the whole district.
• 11:58
  SPEAKER_05: And we bought this store five years ago, it was the worst performing one.
• 12:01
  SPEAKER_05: Wow.
• 12:02
  SPEAKER_05: We've gotten dealer of the year three years in a row and currently on track to get it again four years in a row.
• 12:07
  SPEAKER_05: Nice.
• 12:07
  SPEAKER_05: And you only do that, I mean, those prices are not given out for Christmas or for your birthday, right?
• 12:11
  SPEAKER_05: Yeah, right.
• 12:12
  SPEAKER_05: Hard work, taking good care of the customers, and the customers come through the store and they they walk right.
• 12:17
  SPEAKER_05: I can see them staring at me from across the show.
• 12:19
  SPEAKER_05: So I I know they're recognizing me, so I'll walk up to them.
• 12:22
  SPEAKER_05: Hey, customers are telling me that they're following my videos.
• 12:26
  SPEAKER_05: And I I I really find it like it's weird to me that they're that they're following this, but I'm glad they're following because they're seeing what I'm telling the industry, what we all should be doing, business the right way, taking good care of the customer, having good, transparent pricing, doing the right things.
• 12:44
  SPEAKER_05: For example, that customer called me a week after he bought his car, figured out it was a little too much for him, and who unwind the deal after a week?
• 12:51
  SPEAKER_03: No, I know.
• 12:52
  SPEAKER_03: There's no question.
• 12:53
  SPEAKER_03: I want to do business the right way.
• 12:54
  SPEAKER_03: Right, right.
• 12:55
  SPEAKER_03: Yeah, in fact, in many cases, and I know managing stores, when you do unwind a deal after a week or even ten days, nine times out of ten, they end up buying a lesser expensive car that does fit their budget, and then they tell everybody how great that experience was that you were open to taking a car back because it didn't fit their budget.
• 13:12
  SPEAKER_03: So I'm with you on that.
• 13:13
  SPEAKER_03: I th I think that that's a great move.
• 13:14
  SPEAKER_03: And did in fact, did they buy another car that was less expensive?
• 13:18
  SPEAKER_05: At this point, they have not.
• 13:20
  SPEAKER_03: Okay.
• 13:20
  SPEAKER_05: He will.
• 13:21
  SPEAKER_05: He was very appreciative.
• 13:22
  SPEAKER_05: I gave him back all of his money, he put fifteen hundred bucks down, gave him his money, got him his car back.
• 13:27
  SPEAKER_03: Yeah.
• 13:28
  SPEAKER_05: So he was very, very excited, and it it it it all ended on a very good note.
• 13:32
  SPEAKER_03: That's good.
• 13:33
  SPEAKER_03: That's great.
• 13:33
  SPEAKER_03: That's great.
• 13:34
  SPEAKER_03: So let me ask you this how many videos on average do you do a day?
• 13:38
  SPEAKER_03: I mean, it just seems like you're cranking them out, but I could be wrong.
• 13:41
  SPEAKER_03: Maybe you're only doing one a day.
• 13:43
  SPEAKER_05: So there was a point where I was doing them every day.
• 13:45
  SPEAKER_05: Okay.
• 13:45
  SPEAKER_05: Um, by the way, so you're obviously watching the good GM.
• 13:49
  SPEAKER_05: We also have another one for the Stewart channel for the store.
• 13:52
  SPEAKER_05: Uh it's called Starling Buick GMC Stewart.
• 13:55
  SPEAKER_05: We put three or four out a week on that as well.
• 13:57
  SPEAKER_05: And it's also uh a lot for the consumer.
• 14:01
  SPEAKER_05: Uh so I have the good GM, the Stewart channel, and between the two of those, we're probably putting out about four to five videos a week.
• 14:09
  SPEAKER_05: A week, okay.
• 14:10
  SPEAKER_05: Now, as it relates to the good GM, I really like to do videos that really resonate with the industry and with customers.
• 14:18
  SPEAKER_05: I don't want to do videos just to do videos, even though people say, hey, you know, if you want to go viral, you gotta do a video every day.
• 14:24
  SPEAKER_05: It's not about that to me.
• 14:25
  SPEAKER_05: It's it's about just really talking about the things that are pertinent to both consumers and people in the industry.
• 14:31
  SPEAKER_03: Yeah.
• 14:31
  SPEAKER_03: What social media platform gets the best results for you?
• 14:35
  SPEAKER_05: I I gotta tell you, TikTok.
• 14:36
  SPEAKER_05: TikTok, yeah.
• 14:37
  SPEAKER_05: You know, when it comes when it comes to this, TikTok.
• 14:40
  SPEAKER_05: I don't have as many followers as I do on Instagram for some reason.
• 14:44
  SPEAKER_05: Although um I did have a little bit of an uptick there when you guys uh ran that story for me.
• 14:50
  SPEAKER_05: So thanks for the additional uh.
• 14:52
  SPEAKER_03: Well, you'll get some on this one too.
• 14:53
  SPEAKER_05: Yeah, I owe it to you guys.
• 14:55
  SPEAKER_05: Thank you.
• 14:55
  SPEAKER_03: No, that's great.
• 14:56
  SPEAKER_03: So let me ask you this what do you suggest to salespeople that are watching right now, and managers for that matter, but many that are managing dealerships as you are, uh, with regard to social media?
• 15:06
  SPEAKER_03: Jump in, get in front of the camera.
• 15:08
  SPEAKER_05: Jump in, get your feet wet, don't be camera shy.
• 15:12
  SPEAKER_05: Once you do it three or four or five times, you're gonna start getting a flow with it.
• 15:15
  SPEAKER_03: Yeah.
• 15:16
  SPEAKER_05: Um, and and and really embrace it because this is the now and it's the future.
• 15:21
  SPEAKER_05: And if you don't start going now, I told Mr.
• 15:23
  SPEAKER_05: Starling three years ago, Mr.
• 15:25
  SPEAKER_05: Starling, I'm gonna turn this into the social media store in our district.
• 15:30
  SPEAKER_05: And it's gonna start right here, and we are gonna be and he's he got a little nervous, I'm not gonna lie, because a lot of people are afraid of social media stuff.
• 15:36
  SPEAKER_05: Oh, sure, no question.
• 15:37
  SPEAKER_05: And and and so he had a lot, he had so much trust in me that he said, okay, go ahead, just be real careful.
• 15:43
  SPEAKER_05: Well, guess what?
• 15:44
  SPEAKER_05: Now we're doing it at all of his stores.
• 15:46
  SPEAKER_05: We've hired uh marketing crew.
• 15:48
  SPEAKER_05: I mean, we we it's a big organization now.
• 15:51
  SPEAKER_05: Uh it's a big, it's a big thing now.
• 15:53
  SPEAKER_05: It's not it's not just me doing it, it's it's all of our stores doing it, and everybody's really embraced it.
• 15:58
  SPEAKER_03: That that is fantastic.
• 15:59
  SPEAKER_03: And to be uh a number one in your district in what I know to be, because I cut my teeth in South Florida, a little uh further south than where you are, but uh to be selling GMCs and Buick's highly competitive.
• 16:12
  SPEAKER_03: I mean, it's it's it's as you know, so many retirees are uh very tied to those two brands.
• 16:18
  SPEAKER_03: And uh, you know, as you know, a lot of retirees have nothing but time on their hands, so they will shop a deal, Bridget.
• 16:24
  SPEAKER_03: No, I'm not kidding, for a hundred dollars from store to store.
• 16:27
  SPEAKER_03: I believe it's a good one.
• 16:28
  SPEAKER_03: Am I right, JC?
• 16:29
  SPEAKER_03: I believe it.
• 16:30
  SPEAKER_05: Well, what's funny about that is you know, this is Stewart, Florida, a population 18,000.
• 16:35
  SPEAKER_03: Right.
• 16:35
  SPEAKER_05: Snowbird capital of the world.
• 16:37
  SPEAKER_05: And when I took over the store four years ago, all I kept hearing is the snowbirds are gone, the snowbirds are gone, it's gonna be dead.
• 16:43
  SPEAKER_05: Well, I haven't heard that in years anymore.
• 16:46
  SPEAKER_05: We got rid of that because we are bringing people from all over the place now with social media.
• 16:52
  SPEAKER_03: Isn't that great?
• 16:53
  SPEAKER_03: People that are watching, managers, salespeople, take a listen to this because he's doing a phenomenal job.
• 16:58
  SPEAKER_03: He's just really being himself on camera.
• 17:01
  SPEAKER_03: You know, what you see is what you get, and that's what resonates with people, that authenticity.
• 17:05
  SPEAKER_03: So you don't have to be polished and perfect and everything else.
• 17:08
  SPEAKER_03: It's just be get out there and tell your dealership story the way JC is, and it it resonates with buyers, as well as those that are thinking about going to work for your business.
• 17:18
  SPEAKER_03: I'm sure that, you know, if somebody sees these and they're in the industry, JC, they're going, This is the GM I want to work for.
• 17:24
  SPEAKER_03: Which by the way, where did you come up with the good GM?
• 17:26
  SPEAKER_03: I've heard of the good doctor and the good wife, but the good GM is a man that came up with the idea sitting right next to me right now.
• 17:33
  SPEAKER_05: He's a great guy, and uh, you know, I he said, Hey, we're gonna call you the good GM.
• 17:38
  SPEAKER_05: And I I was like, Man, I I don't know.
• 17:39
  SPEAKER_05: It sounds like I'm making myself sound too important.
• 17:41
  SPEAKER_05: But he says, No, we're gonna, that's what we're gonna roll with.
• 17:43
  SPEAKER_05: And the next thing I I know, it's I'm the good GM.
• 17:46
  SPEAKER_05: So, you know, hey, it is what it is.
• 17:48
  SPEAKER_05: Sure.
• 17:49
  SPEAKER_05: I'll roll with it.
• 17:49
  SPEAKER_05: I like it.
• 17:50
  SPEAKER_05: People know me as the good GM now, and uh all is good.
• 17:53
  SPEAKER_02: Yep.
• 17:54
  SPEAKER_02: We like it.
• 17:54
  SPEAKER_02: Yeah, the good GM.
• 17:56
  SPEAKER_03: Go ahead.
• 17:56
  SPEAKER_03: Yes, thank you.
• 17:57
  SPEAKER_02: So um, one last question for you, JC, before we let you go.
• 18:00
  SPEAKER_02: What's next for you?
• 18:01
  SPEAKER_02: You do you feel like you're just getting started, or what's the bigger vision for your content and where you're going with it?
• 18:07
  SPEAKER_05: Well, I feel like we're just getting started, and um, and obviously we uh the starling organization wants to continue to grow.
• 18:14
  SPEAKER_05: We're kind of we're continuously looking for more stores.
• 18:17
  SPEAKER_05: Um I would like to grow with them, you know.
• 18:19
  SPEAKER_05: I would like to have my own store one day soon and and continue uh to be with them as well.
• 18:26
  SPEAKER_05: I never want to separate myself from the Starling family.
• 18:28
  SPEAKER_05: They're they're wonderful people.
• 18:30
  SPEAKER_05: I've been doing this for 42 years, and I've worked for some characters in my life.
• 18:33
  SPEAKER_05: I've worked for some good people, but I've never worked for such great people like this.
• 18:37
  SPEAKER_05: And I'm not just saying this, okay, to get you know a pat on the back for Mr.
• 18:41
  SPEAKER_05: Starling later.
• 18:42
  SPEAKER_03: Yeah.
• 18:42
  SPEAKER_05: I mean it.
• 18:43
  SPEAKER_05: My only regret in life is that I didn't meet him earlier on in my career because I'm in a great place.
• 18:47
  SPEAKER_05: I work for great people, and I feel like there's a big bright future ahead of us for all of us in this in this entire uh organization.
• 18:55
  SPEAKER_03: Yeah, no question about it.
• 18:56
  SPEAKER_03: And and I know that he appreciates those comments.
• 18:59
  SPEAKER_03: I it you can tell from your videos that the Starling family lets you run your deal, and that means, as a former GM myself, that means a lot because it's it's really hard to get the things done that you want to get done when you got the dealer that goes, No, do this, do don't do this, do this, don't do it.
• 19:14
  SPEAKER_03: You're like, okay, well, I can't really run my own deal.
• 19:16
  SPEAKER_03: But they clearly allow you to do that.
• 19:18
  SPEAKER_05: And uh I gotta tell you, they I can't even tell you when the last time they were here.
• 19:22
  SPEAKER_05: I talk to them all the time.
• 19:23
  SPEAKER_05: Mr.
• 19:23
  SPEAKER_05: Starling calls me at the end of every month to let me know, hey, great job, you hit up your injectives again.
• 19:28
  SPEAKER_05: Uh, but no, they let me run my store, they let me, they they they give me uh a lot of uh latitude here.
• 19:35
  SPEAKER_05: You know, I've always been of the opinion, you know, as for uh forgiveness instead of permission, anyways, and everything that I've done so far, they like.
• 19:43
  SPEAKER_05: We've come up with a lot of good stuff and and and they love it.
• 19:46
  SPEAKER_05: And they've incorporated it into their other stores as well.
• 19:50
  SPEAKER_03: I think Sterling Pratt's got a nice bring to it for the next store.
• 19:54
  SPEAKER_03: You know what I mean?
• 19:55
  SPEAKER_03: Sterling Pratt's?
• 19:56
  SPEAKER_03: I mean, that's uh I have a quick comment here from one of our from one of our viewers.
• 20:02
  SPEAKER_05: I'll tell you what, you know, I'm big into manifesting.
• 20:05
  SPEAKER_05: There you go.
• 20:06
  SPEAKER_05: There you go, JC Pratt's Buick GMC.
• 20:09
  SPEAKER_05: One of my uh my cabinets here in my office.
• 20:12
  SPEAKER_03: I love it.
• 20:12
  SPEAKER_05: I keep it, I keep it in front of me.
• 20:15
  SPEAKER_05: So I think it's coming.
• 20:16
  SPEAKER_05: If you can see it in your mind, that's right.
• 20:18
  SPEAKER_05: Hold it in your hand.
• 20:19
  SPEAKER_03: That's exactly right.
• 20:20
  SPEAKER_03: By the way, you're also Cuban, right?
• 20:22
  SPEAKER_03: Cuban born?
• 20:23
  SPEAKER_05: Yes, my parents were born in Cuba.
• 20:24
  SPEAKER_03: Okay.
• 20:25
  SPEAKER_05: Um, all of my family, except my younger brother and I were born in uh in Chicago.
• 20:29
  SPEAKER_05: Everybody was born in Cuba except him and I.
• 20:31
  SPEAKER_05: So born and raised in Chicago, yes.
• 20:33
  SPEAKER_05: That's right.
• 20:37
  SPEAKER_03: Bridget and I had the pleasure of uh joining a group for a dealer uh uh dealer trip to Cuba, and it was fascinating.
• 20:43
  SPEAKER_03: It really was.
• 20:44
  SPEAKER_03: Yeah, yeah, yeah.
• 20:45
  SPEAKER_03: Really something.
• 20:46
  SPEAKER_05: Yeah, that opened up to everybody.
• 20:48
  SPEAKER_03: I know, I know, absolutely.
• 20:50
  SPEAKER_03: So we I think we did have a comment.
• 20:52
  SPEAKER_03: How have you found uh a good or have you found a good way to connect social engagement to appointments or sales?
• 21:00
  SPEAKER_05: So yes, uh with with our page social Facebook and Instagram, that's doing really well for us.
• 21:08
  SPEAKER_05: Every month we're coming out with new uh new videos regarding incentives on certain vehicles, whether it's Buick or GMC or talking about the GMCC era, but every single month uh the marketing crew shows up on the first of the month, the second of the month when the new incentives come out, and we spend the entire morning doing new videos for the new month.
• 21:30
  SPEAKER_05: So, for example, uh the last day of the month here is Wednesday.
• 21:34
  SPEAKER_05: By the way, I need a few more GMCs.
• 21:36
  SPEAKER_05: So if you know anybody interested in buying a GMC, I'm giving some great deals.
• 21:41
  SPEAKER_05: Never misses an opportunity, right?
• 21:43
  SPEAKER_05: Hey, I gotta, I got I need I need 15 more GMCs, so and I'll I'll get them.
• 21:48
  SPEAKER_05: We hit our we've hit our objectives all year so far this year.
• 21:51
  SPEAKER_05: So but Facebook does really, really good for us with the paid uh advertisement, and so does Instagram.
• 21:57
  SPEAKER_03: Okay, okay, good to know.
• 21:58
  SPEAKER_03: Can't you sandbag those?
• 22:00
  SPEAKER_03: Deal till next month and then just have a just you know have a have a really strong October.
• 22:07
  SPEAKER_03: I was like the sandbag king when I was selling you just telling you South Florida still.
• 22:13
  SPEAKER_03: That's exactly well, you know, JC, that you know they'll say, hey, if you hit 25 cars, you get X number of dollars, but they don't say anything about 26 cars, right?
• 22:22
  SPEAKER_03: So you sell the 26 car, you go, that's going into next month, right?
• 22:25
  SPEAKER_03: Yeah.
• 22:26
  SPEAKER_03: You know what I'm talking about.
• 22:27
  SPEAKER_05: Yeah, I know what you're talking about, but honestly, we don't do that at our store.
• 22:30
  SPEAKER_05: Everything that we sell, we put it in, and every month has got a stand on its own.
• 22:34
  SPEAKER_03: That's great.
• 22:35
  SPEAKER_03: That's great.
• 22:35
  SPEAKER_03: JC Pratz, thank you so much for joining us.
• 22:38
  SPEAKER_03: This has been a real pleasure because I follow you.
• 22:39
  SPEAKER_03: I get such a kick out of your videos, and you nail it on all those questions that you challenge the industry on.
• 22:45
  SPEAKER_03: So thank you so much for what you do.
• 22:47
  SPEAKER_03: Love to do a follow-up with you to see, uh, especially when you get your own dealership appointed.
• 22:51
  SPEAKER_05: Yeah, you got it, Jim.
• 22:52
  SPEAKER_05: Thank you so much, Bridget.
• 22:54
  SPEAKER_05: Thank you for the time.
• 22:54
  SPEAKER_05: It's been an honor to be on your show.
• 22:56
  SPEAKER_03: Great, great.
• 23:00
  SPEAKER_05: All right, great.
• 23:00
  SPEAKER_03: We'll try to find you as other GMCs.
• 23:03
  SPEAKER_05: Thank you.
• 23:03
  SPEAKER_02: Have a great day.
• 23:04
  SPEAKER_02: Hey, you too.
• 23:05
  SPEAKER_02: Bye bye.
• 23:05
  SPEAKER_02: All right.
• 23:06
  SPEAKER_03: What a great guy.
• 23:07
  SPEAKER_02: Yeah, he's great.
• 23:07
  SPEAKER_02: Yeah, we've appreciated.
• 23:09
  SPEAKER_03: As you know, I'm I'm I'm I'm I'm I'm like, here he is again.
• 23:12
  SPEAKER_03: Check this because he'll bring up stuff in the industry that I'm like, that's exactly what happens.
• 23:17
  SPEAKER_03: You know, whatever it was, whether curving cars or a guy coming in late, or what do you do with a top salesperson, you know, that doesn't follow and get in line.
• 23:25
  SPEAKER_03: And he he talks about all that.
• 23:26
  SPEAKER_02: Right.
• 23:26
  SPEAKER_02: And like you said, all that's very helpful for the consumers and his customers, but also the industry as a whole, other GMs, I'm sure, are getting a lot of help from him as well as um salespeople and everyone.
• 23:36
  SPEAKER_03: Yeah, and then and then on the side of your, you know, if you're a sale, if you're a desk manager, it's funny, he did one video recently on his desk managers.
• 23:43
  SPEAKER_03: He kind of held the thing up and he said, Hey, here's how I do the, you know, the all of these desk managers were first F and I guys, you know, and then went into F and I and then became desk managers.
• 23:53
  SPEAKER_03: And uh I thought that was interesting.
• 23:54
  SPEAKER_03: I too did the same thing as an F because as if you're an FI industry or in the industry as an FI manager, it makes for a great desk manager because you can read a deal in 30 seconds.
• 24:05
  SPEAKER_03: You know exactly what you're looking for, whether it be credit scores, terms, whatever, you know exactly where you're gonna put that, you know, that that buyer, you know what's gonna work best.
• 24:14
  SPEAKER_03: So it really helps.
• 24:15
  SPEAKER_02: It really does.
• 24:16
  SPEAKER_02: It really does.
• 24:16
  SPEAKER_02: So before we get to Derek Hansen from Cox Automotive, I would like to thank today's sponsor.
• 24:21
  SPEAKER_02: Today's sponsor is Conversica.
• 24:23
  SPEAKER_02: Your dealership already has revenue opportunities sitting in your CRM.
• 24:27
  SPEAKER_02: The question is, are you reaching all of them?
• 24:29
  SPEAKER_02: Ignite by Conversica uses AI to engage customers, reactivate opportunities, and help turn more conversations into revenue.
• 24:37
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• 24:42
  SPEAKER_02: Thank you, Conversica.
• 24:43
  SPEAKER_03: Ignite.
• 24:44
  SPEAKER_03: I love it.
• 24:44
  SPEAKER_03: Yes.
• 24:45
  SPEAKER_02: All right, affordability is changing what buyers want and what dealers need to stock heading into Q4.
• 24:51
  SPEAKER_03: So, what does the used car market look like?
• 24:53
  SPEAKER_03: We're joined live by Derek Hansen, Senior Vice President of Dealer, Lender and Inventory Management Solutions at Cox Automotive to talk about the current state of the used car sales and inventory.
• 25:04
  SPEAKER_03: Derek, welcome into the show.
• 25:06
  SPEAKER_01: Great to be with you, Jim Bridget.
• 25:07
  SPEAKER_01: Thanks for having me.
• 25:08
  SPEAKER_03: Yeah, absolutely.
• 25:09
  SPEAKER_03: Good to see you.
• 25:09
  SPEAKER_03: You got a lot of title, you got a lot of things under your title there, man.
• 25:12
  SPEAKER_03: Lender and inventory management.
• 25:14
  SPEAKER_03: So you are a busy young man there at Cox Automotive.
• 25:19
  SPEAKER_03: That's great.
• 25:20
  SPEAKER_03: That's great.
• 25:20
  SPEAKER_03: So uh let's jump right in here.
• 25:22
  SPEAKER_03: What's changed in the used car market as we head into Q4?
• 25:25
  SPEAKER_01: Yeah, no, when we look at the market for 2026, I would say overall it's been surprisingly resilient, is a great word.
• 25:32
  SPEAKER_01: But as we look at moving into Q4, demand is shifting, and it is a demand story because it's driven by affordability.
• 25:39
  SPEAKER_01: And which vehicles can customers get into and comfortably finance?
• 25:44
  SPEAKER_01: That's the piece that's really shaping the market as we head into Q4.
• 25:48
  SPEAKER_01: And new vehicle sediment has shifted downward because of that, because of that affordability challenge.
• 25:54
  SPEAKER_01: And so, the as our performance managers are working with dealers, the story right now, it's not top line inventory and what you have on the lot.
• 26:02
  SPEAKER_01: It's do you have the inventory in the right price bands that will bring the consumers who are who are looking for that payment to really get something that they can drive affordably?
• 26:11
  SPEAKER_03: Yeah, for sure.
• 26:12
  SPEAKER_03: How are monthly payments?
• 26:13
  SPEAKER_03: Uh high borrowing costs and longer ownership cycles impacting uh used demand.
• 26:19
  SPEAKER_01: Yeah, no, we've seen a lot of headlines even in the last two weeks as you think about borrowing costs, and and they've remained surprisingly open throughout the market in 2026.
• 26:28
  SPEAKER_01: But what where we're seeing the challenge, though, is because of those new car costs, right?
• 26:33
  SPEAKER_01: They just crossed 50,000 again is the average new car price.
• 26:37
  SPEAKER_01: That even with the broader credit access, those costs are still high.
• 26:41
  SPEAKER_01: And so what's happening is the longer-term loans are really what's doing more of the work as far as affordability goes.
• 26:47
  SPEAKER_01: And that's not necessarily the equation dealers want to be in.
• 26:50
  SPEAKER_01: And so that really, again, pushes towards value.
• 26:53
  SPEAKER_01: It's pushing shoppers towards value, which means late model used.
• 26:57
  SPEAKER_01: We know there weren't as many cars manufactured in 21, 22, 23 because of the COVID pandemic.
• 27:03
  SPEAKER_01: And so that's scarce inventory right now.
• 27:05
  SPEAKER_01: And so that's the name of the game.
• 27:06
  SPEAKER_01: It's really dealers finding the appropriate inventory, often late model used in those key price bands.
• 27:12
  SPEAKER_02: So, Derek, if credit access is improving, why does affordability still feel strained?
• 27:18
  SPEAKER_01: Yeah, it's a great question for all of us, really, as consumers, right?
• 27:20
  SPEAKER_01: And and I think we're all feeling it as we go to the pump, you see where gas prices are, you go to the grocery store, you see where where groceries are, and so consumers are feeling it in every angle, whether it's the gas station, the grocery store, insurance costs, it's it's coming at them.
• 27:34
  SPEAKER_01: And so that means they're that much more sensitive when they show up on the lot and try and fulfill their transportation needs.
• 27:39
  SPEAKER_01: And that's where that payment becomes such a critical factor in in this K-shaped economy.
• 27:45
  SPEAKER_01: More and more we're pushing towards late model use, we're pushing towards uh you know the affordability band that might have been a step or two below where they were three or four years ago.
• 27:54
  SPEAKER_03: What should a healthy Q4 inventory mix look like by price point payment and turn?
• 28:00
  SPEAKER_01: Yeah, and it's the it's the right question dealers should be asking themselves right now.
• 28:04
  SPEAKER_01: And again, it's what I would encourage dealers is not to be focused on that top line revenue or excuse me, that top line inventory number.
• 28:11
  SPEAKER_01: It's focused on those price bands that are moving quickly.
• 28:14
  SPEAKER_01: And are you do you have the appropriate supply in those bands?
• 28:18
  SPEAKER_01: And dealers are seeing it.
• 28:19
  SPEAKER_01: They know those are the bands that are most scarce.
• 28:21
  SPEAKER_01: That's where the prices are being driven up, that's where it's hardest to acquire the right inventory.
• 28:25
  SPEAKER_01: And so making sure you're laser focused on those bands, because again, the demand is there, it's just in certain pockets, and you have to make sure you're executing within regards of those specific bands of inventory.
• 28:37
  SPEAKER_01: Yeah.
• 28:37
  SPEAKER_02: So which CRM and service lane signals um are identifying likely sellers?
• 28:43
  SPEAKER_01: Yeah, Bridget, and that that is such a key question because as we just said, you know, the demand is there in certain pockets, and that's where all the dealers are focused.
• 28:51
  SPEAKER_01: That's where prices are hard, that's where it's hard to acquire that right inventory at auction.
• 28:55
  SPEAKER_01: And so that leads you to really converting sources within the rooftop of your dealership, like the service drive, like your CRM.
• 29:02
  SPEAKER_01: These are your captive customers.
• 29:04
  SPEAKER_01: This is reinforcing lifetime value of those relationships that you have.
• 29:08
  SPEAKER_01: And so it's causing to really invest in those processes, in those workflows that allow you to acquire that inventory at the right price.
• 29:15
  SPEAKER_01: And those who are able to execute well and connect departments, create a process that your team can get behind, they're able to create a couple more up, I will say a couple thousand dollars of opportunity on the gross margin front as they acquire those cars appropriately, because that is where the market is moving.
• 29:31
  SPEAKER_01: That we know that the demand is there, we know the vehicles are turning, you have to acquire them right.
• 29:36
  SPEAKER_01: And as you tap into those sources within the dealership, it creates real opportunity for the dealer.
• 29:40
  SPEAKER_03: Yeah, for sure.
• 29:41
  SPEAKER_03: Uh service drives we've seen turn into as much service drive as it is an acquisition drive.
• 29:46
  SPEAKER_03: So so many service departments now are working hand in hand with the used car manager, used car department to, you know, dish up appraisals.
• 29:55
  SPEAKER_03: And what makes an appraisal offer both realistic and compelling?
• 29:59
  SPEAKER_01: Yeah, I mean that we've seen the convergence of those departments to your point, Jim.
• 30:03
  SPEAKER_01: And and what we've seen also in that same time frame is consumers are smarter than they've ever been as they come into the purchase process, as they come into the disposal process, right?
• 30:11
  SPEAKER_01: As they're selling a piece of inventory, they're they're on AI, they're researching the web.
• 30:17
  SPEAKER_01: We've seen that stat as consumers come with more offers in the back pocket.
• 30:21
  SPEAKER_01: So, as a dealer, what that means is you have to have a process that's transparent, that builds trust, and that is open and honest with the consumer.
• 30:30
  SPEAKER_01: And as you do that, as you build that transparent process, as you bring in all the information for the good and for the bad about that vehicle, you have that relationship.
• 30:39
  SPEAKER_01: You have that uh, you know, they've been uh a customer at your dealership, they've been in your service drive.
• 30:44
  SPEAKER_01: Yeah.
• 30:44
  SPEAKER_01: And what we see is that 70%, 4% of customers who are in your service drive, when they sell that vehicle, they're gonna buy a vehicle from you.
• 30:51
  SPEAKER_01: So there's cascading benefit to the dealership as you execute appropriately, but it all starts with trust and being transparent as you bring that offer to bear.
• 30:59
  SPEAKER_01: Yeah.
• 30:59
  SPEAKER_02: So from your perspective, what moves should dealers be making in the next 30 days?
• 31:04
  SPEAKER_01: Yeah, I think it really, you know, if I were to boil it down to three things, it's one, rebalance your inventory.
• 31:09
  SPEAKER_01: Make sure you have, you've highlighted the bands where inventory is moving and that you're sourcing appropriately, you're building out your supply.
• 31:15
  SPEAKER_01: That's number one, is rebalance.
• 31:17
  SPEAKER_01: Number two is really activate those additional sources within a dealership.
• 31:20
  SPEAKER_01: We mentioned the increased profitability, that means for the dealership, the increased lifetime value.
• 31:24
  SPEAKER_01: Make sure you're connecting the departments, you're building the workflow, and you have something your team can get behind.
• 31:29
  SPEAKER_01: And then number three is really protect turn.
• 31:31
  SPEAKER_01: This is an environment where you can't lose sight of inventory that's outside of those bands, you can't let it go.
• 31:37
  SPEAKER_01: So staying on top of turns, staying on top of your pricing, and really merchandising to tell the story of affordability, that what it means, not just top line price, but what it means to get a customer into that car.
• 31:48
  SPEAKER_01: That's the name of the game right now.
• 31:50
  SPEAKER_01: And those who can execute, there's a lot of opportunity in the market.
• 31:53
  SPEAKER_03: Yeah, if you had to have one takeaway from today for dealers and what they should remember headed into Q4, what would it be?
• 32:00
  SPEAKER_01: Yeah, I think the takeaway would be right where we left off that the opportunity in this market is real, but it's concentrated.
• 32:05
  SPEAKER_01: Yeah.
• 32:06
  SPEAKER_01: And so you have to execute with those customers that you have in the rooftop, acquiring the cars appropriately.
• 32:10
  SPEAKER_01: You have to execute, telling the story, and you really have to be on your game from an acquisition perspective so that you maintain velocity within those segments that are really turning vehicles.
• 32:19
  SPEAKER_03: Yeah, for sure.
• 32:20
  SPEAKER_03: Derek, thank you so much for joining us on the show.
• 32:22
  SPEAKER_03: Very much appreciate it.
• 32:23
  SPEAKER_03: Used cars is obviously a very hot topic.
• 32:25
  SPEAKER_03: It has been now for some time for obvious reasons.
• 32:28
  SPEAKER_03: The affordability situation that we find ourselves in that you mentioned at the top of the segment, that continues to apply pressure, but yet everybody needs used cars, and we can't do enough to get our hands on them.
• 32:39
  SPEAKER_03: So uh your talk today is uh certainly very timely.
• 32:43
  SPEAKER_03: So thank you so much for joining us.
• 32:44
  SPEAKER_03: Very much appreciated.
• 32:45
  SPEAKER_01: Yeah, thank you both.
• 32:45
  SPEAKER_03: A lot of opportunity there.
• 32:46
  SPEAKER_01: I appreciate what you're doing.
• 32:47
  SPEAKER_03: Thank you.
• 32:48
  SPEAKER_03: Thanks.
• 32:49
  SPEAKER_02: Always great having Derek on.
• 32:51
  SPEAKER_03: Yeah, he's been on with us so many times for so long.
• 32:54
  SPEAKER_02: We go way back.
• 32:55
  SPEAKER_03: I know great.
• 32:55
  SPEAKER_03: Yeah, he should be part of the anchor team.
• 32:57
  SPEAKER_03: He does a good job.
• 32:59
  SPEAKER_02: Things don't work out over there at Craig's American.
• 33:01
  SPEAKER_03: That little company comes great.
• 33:04
  SPEAKER_03: That's exactly right.
• 33:06
  SPEAKER_02: All right, everyone.
• 33:07
  SPEAKER_02: Thank you so much for joining us today.
• 33:09
  SPEAKER_02: Before we leave, be sure to head over to cbtnews.com for more great conversations like this.
• 33:15
  SPEAKER_02: And also be sure to like, follow, and subscribe on all of our socials or wherever you like to get your content to make sure you don't miss a live show or any of the great content that we're providing.
• 33:25
  SPEAKER_02: Any of these great interviews and newsletter, Jim's tips that he likes to do, Jim's social media clips.
• 33:32
  SPEAKER_03: Sometimes I go I go off the deep end.
• 33:34
  SPEAKER_03: You know, I get so passionate about the about the industry, you know.
• 33:38
  SPEAKER_03: But uh we are so fortunate here.
• 33:40
  SPEAKER_03: We've got so many great people that uh come into CBT News and now CBT Live.
• 33:44
  SPEAKER_03: What what's cool about this show is that we can talk about things right up to the moment, you know, where before we you know we would record something and then maybe some things would change by the time we recorded it and then posted it.
• 33:55
  SPEAKER_03: But live is on.
• 33:56
  SPEAKER_02: We were turning things around pretty quickly, but things happen within hours here these days.
• 34:01
  SPEAKER_03: So and this is five days a week uh lunchtime, 12 noon, unless you're in California.
• 34:05
  SPEAKER_03: That's then it's then it's breakfast time.
• 34:07
  SPEAKER_02: So have breakfast or lunch with us every day.
• 34:09
  SPEAKER_03: That's right.
• 34:09
  SPEAKER_02: Monday through Friday.
• 34:10
  SPEAKER_02: Thanks for watching, everyone.
• 34:11
  SPEAKER_02: We'll see you right back here tomorrow.
• 34:13
  SPEAKER_03: Yeah, noon Eastern.
• 34:14
  SPEAKER_03: That's right.
• 34:14
  SPEAKER_03: Go make it a great day.
• 34:30
  SPEAKER_00: Interviews in the glass wall, price tags up in the laptop, leaders up with the margins, please, supply chain choke in the body's freeze, new card views gonna play every number of things on the Thursday night.