Latest / Auto Collabs / How Dealers Can Do More With Less... Right Now with Greg Uland

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How Dealers Can Do More With Less... Right Now with Greg Uland · Auto Collabs

• 0:00
  Guys, I still can't get over the fact [upbeat music] This is Auto Collabs... that if you stack up all the paper produced by Greg's company, that- [laughs]... it will go to the moon.
• 0:18
  You could climb it to the moon. And I think that's the first thing he ever said to us on the first time we met. And- Yeah, you're right. Does he hold the- I'm still reeling... does he hold the world record now?
• 0:28
  Is he the most, is he the most popular returned guest to the Auto Collabs? I think he is. Nate, our producer- He is... is saying yes. We're seeing in the background, yes, he is the most popular returned guest.
• 0:38
  And, ah, I just realized I forgot to ask again this year before ASOTU Con. Next year, Reynolds and Reynolds, you must bring the scroll. Oh, the long scroll. The sacred scroll that has like- What were we thinking?...
• 0:52
  you know, like, 30 feet of paper back to back, and this is the length of paper you need to do a card deal. [laughs] Um, it's so entertaining and amazing, and if we put that sucker on that big stage, it is gonna crush.
• 1:03
  Greg- And you n- We're calling you out... don't need paper anymore though. Don't need paper anymore. We're replacing that stuff. That's what I'm saying. Please and thank you. Please no paper. Please and thank you.
• 1:11
  That's gonna be the Dead Sea Scrolls of the future. Somebody's gonna stumble, like, a thousand years from now- I know those guys, yeah... they're gonna stumble on that scroll and be like, "What says this thing?"
• 1:20
  [laughs] "A card deal? This gap insurance?" [laughs] Someone's gonna be like, "This one, this thing doesn't say blockchain anywhere. What happened?" [laughs] Yeah. What, which gap are we insuring?
• 1:31
  They had to drive on the ground? Ew. Ew, it's messed... [laughs] On that note, I think we better get into this interview quick. I hope you enjoy this interview with Greg Uland and with Reynolds and Reynolds.
• 1:45
  [upbeat music] Greg, it feels appropriate that we have an early summer check-in, right? [laughs] Perfect. Because so much has...
• 1:53
  I feel like the first half of this year has been an absolute whirlwind that's felt like a total of, like, three or four years. I agree.
• 1:59
  So it's always, it's always good to touch base because there's a lot of stuff that is going on in the second half of this year. I mean, we're not even halfway through yet.
• 2:06
  I still feel like it's the end of June, but it's not. Yeah, you're right. I mean, it's, it's early June when we're recording at least.
• 2:12
  I'm not sure when we're gonna, when we're gonna release this one, but- Yeah, me neither. [laughs] Um, [laughs] but, uh, no, I mean, you know, NADA obviously marks sort of the beginning part of the calendar.
• 2:21
  Uh, ASOTU Con is kinda late, uh, late spring, early summer. Um, and now we head into, head into summer, and there's all kinds of things going on.
• 2:28
  And, and obviously we're looking forward to, uh, Amplify kinda dead, dead center of the summer, a little later in August.
• 2:34
  Um, so we're, we're rocking and rolling and everything's heating up, uh, which is, is exciting across the country. Yeah.
• 2:40
  Talk about, talk about Amplify for a second because we, we had the, the pleasure of attending last year.
• 2:44
  And it, it felt really good to be an environment that was crafted for the users of the product to go a step deeper, to connect with the people, to, like, figure out how, how do you, like, mix and match and get the other people that are doing well and interact.
• 2:58
  Like, the energy around a user's conference is always a little bit different, so- Yeah... um, talk about this year. So a couple things. Um, first of all, registrations.
• 3:07
  And I think you guys saw this too with record registrations and attendance at ASOTU Con. Yeah. Yeah. We are exploding. I mean, golf's already sold out. We're two months out, and golf is sold out. Um- Come on now.
• 3:18
  [laughs] Which, a very nice course, I'll tell you that. You know, it's the TPC Las Colinas, which is where the Byron Nelson Classic was played for- Yep... for years. Yes.
• 3:24
  [laughs] So it's a beautiful course, but, uh, yeah, we're, we're basically have a wait list now for, for golf. Um, and we're filling up. Um, block of rooms is almost sold out.
• 3:35
  Uh, and we're, we're starting to monitor space and, and making sure that we're gonna be able to fit anybody's, everybody, so, um- And it's at the Ritz Carlton, so- It is. Yeah. We're really slumming it this year.
• 3:45
  [laughs] [laughs] Yeah, it's a, it's a decent venue, uh, you know, in Dallas. Easy to get in and out of, and just a beautiful, beautiful venue. So, uh, really excited.
• 3:52
  But as far as environment goes, I mean, you guys were there last year. Hopefully we can figure out a way to get you there this year too.
• 3:56
  But, um, you know, we're, we're looking at certainly user groups and, and we're excited about that. We get a lot of our customers that come in. Um, but also others throughout the industry.
• 4:06
  So we'll have actually a lot of OEM partners, uh, that'll be attending this year for kinda some breakout sessions. That's great.
• 4:12
  Um, a lot of dealers coming in, uh, at least based on early registrations that, uh, aren't, aren't our customers today.
• 4:18
  So checking out the products that we have available, um, that, that don't necessarily require a Reynolds DMS.
• 4:23
  Or, you know, a lot of them are interested in, in seeing what we have and interested in looking at a Reynolds DMS.
• 4:27
  So, um, we should have a really diverse group this year, which I think, and, and I, I think you guys would attest to this based on your experience.
• 4:33
  You know, the, the more diverse the group, the, um, one, the more fun it is 'cause you get different people bouncing different ideas off of each other. Um- Uh, always.
• 4:40
  And, and two, a lot of times you, you get to learn things that maybe you weren't thinking about before. Yep. Yeah. Always. Well, I, I think, you know, the, the idea of user conference, you know,
• 4:50
  cross vertically is not a net new idea, right? Right. I mean, uh, we, we, we think of the Apple event every single year as, like, the Apple event, but it's really a user's conference, right?
• 5:01
  And, and afterwards all the users are testing out the new product and, and so it's not anything new.
• 5:07
  But I think in auto, you know, a lot of times we can be c- we could be held captive to like, oh, a user's conference should just be for the users of that product.
• 5:15
  Um, but, you know, especially when you all touch so many elements of the store, it's not just like, oh, you gotta have the DMS. No, it's like IT- Right... and, you know, web and all of the things, right?
• 5:28
  Uh, it's, it's a really unique position that you have to play. And again, like, you know, everybody wants to golf at a nice golf course.
• 5:35
  [laughs] Um, what, what are some of the conversations that, that you all are having internally that are gonna be important to kinda, like, p- you know, have sparring partners for at that event as opposed to only announcing things?
• 5:48
  Because I know that it's not just about big announcements, it's about, like, having sparring partners in dealerships that are or aren't using your product or at OEMs that are saying like, "Hey, here's what to look for next year."Yeah.
• 6:01
  So there's, there's definitely a lot of layers to it, so I'll hit on a couple of them.
• 6:05
  One, when we think about dealers, a lot of it is, okay, what's working, what's not, and where are the opportunities for us to increase efficiency and increase productivity?
• 6:12
  I mean, that- that's where we're at in today's world is, you know, from a workflow perspective, where can we allow people, help people to do more with less, whether it's in sales, whether it's in service, whether it's in the business office.
• 6:22
  How do we get people b- to be more productive? So, um- Right. Efficient... y- yeah, and a lot of that, um, i- in today's world is, is based in, okay, how do we leverage artificial intelligence?
• 6:32
  How do we leverage, certainly from our perspective, our Spark AI data layer, which is our unified data layer for all of our AI tools? Um- Mm-hmm...
• 6:40
  how can we create these unique workflows that, that allow people to c- do more with less? And, and that's where a lot of the conversations that we have day to day stem from.
• 6:50
  But, you know, obviously when we can get 300 or 400 people, uh, in the same room having these conversations, it, it really, uh, has a big impact. You know- M-... last year,
• 7:00
  last year, I'm thinking about, like, the, the closing keynote. Yeah. And, like, the opportunity you have to bring some texture into an event with a keynote speaker.
• 7:08
  This year, um, you have several keynotes, or I don't know if it's one session. Yeah.
• 7:12
  Uh, talk a little bit about that because I think, uh, the, the, the proper placement of a keynote speaker should get everybody thinking a little outside the boundaries of how we're usually thinking.
• 7:24
  But, like, who did you select this year, and why? Yeah. So our opening keynote, um, is actually gonna be a panel. It's got two pretty, um, uh, uh, strong dealers.
• 7:33
  So Patrick York, who's the, uh, the COO at Gilman Automotive Group. Um- Yeah... and Natasha Navario, who's the CEO at, um, at, uh... Oh, my goodness, I'm blanking. Bernardin. Bernardin. Thank you. Yeah.
• 7:46
  So she's, she's gonna be up there as well. And then we, we have, um, a consultant actually from McKinsey & Company, uh, Inga Maurer. Oh. I don't know if you've talked to Inga before.
• 7:54
  I've had the opportunity to have her- No... on Connected, and she is sharp as all get out. Um, I really like the way she thinks about a lot of things.
• 8:00
  So I'm interested in what she's gonna bring to the table from more of a consultant's perspective versus an operator's perspective. I'm really excited about- Hmm... the dynamic that those three all have.
• 8:10
  You know- Yeah, that's really cool. Go ahead, Paul. I was gonna say, um, bringing the consultant side is, is something that you don't see very often. You've, you've had Inga on the show.
• 8:21
  How, how do you feel that, like, that level of over- overarching thinking is deployed? Like, you had a conversation, and we'll link to it in the comments too- Sure... so people can go back to it. But what are...
• 8:31
  Give us, like, the, the, the high-level takeaway of what you think her insight into the industry, you know, how it could benefit dealers and people, like, wading through these AI, you know, technologically shifting waters.
• 8:43
  Yeah. So she works with, with a lot of dealers, and she's actually been with McKinsey & Company for, uh, right around 15 years, maybe a little more, maybe a little less. Oh, wow. I'd have to link to her bio. Yeah.
• 8:51
  Um, but she runs kind of their automotive segment. So she works with a lot of retailers, um, also works with OEM. So she gets this sort of global view. And, you know, she...
• 9:00
  It, it's interesting because you hear somebody who isn't necessarily in it every day but gets exposure to a lot of different types of people that operate, and she sees a lot of the things that we talk about, right?
• 9:09
  And she, she talks about, um, so much segmentation in our industry and so much disparate information in our industry. And, and then she also sees the positive of there's so much opportunity, right?
• 9:19
  No matter what happens- Mm-hmm... in this industry, um, we're gonna power through, and, and it's gonna go to the next level. It's just, we're gonna find those operators that find ways to get there.
• 9:28
  And once they do, um, everybody else can join in. So, um, it, it is really interesting hearing, you know, I'll call it an outside perspective. Obviously, she works inside of our industry, but she's not an operator. Yeah.
• 9:38
  So an outside perspective to say, um, you know, we, we need to fix some of these things where we have all these silos all over the place, both inside the store, uh, but then also across a larger enterprise and even throughout the industry when we talk about manufacturers and lenders and all these pieces of the puzzle.
• 9:55
  The more we can tie everybody together, the more effective everybody's gonna be.
• 9:58
  You know, you guys have really overlaid so much of what you do with a lot of the heart that we have, which is that more than cars mentality and- Yeah... and, you know, more than technology, whatever it may be, right?
• 10:09
  That, that you all overlay that. And I see you're bringing back the Automotive Amplifiers contest. Speak to that a little bit and, like, how you are celebrating some of the work that dealers are doing across the country.
• 10:21
  Yeah. So you guys were, uh, gracious enough to, to be judges in that contest last year. So fun. Yeah. And we're gonna actually have a couple of our winners come back to judge this year.
• 10:29
  We thought that that was a great way to- Nice. Hey, smart. That's- Yeah... real smart. Yeah. Great way to bring them back, so looking forward to it.
• 10:34
  You know, the, the contest is really designed to, um, highlight some, some great contributors and some great ideas.
• 10:40
  I mean, at the end of the day, if you have a great idea that's working at your store, um, by all means, run with it. But share that thing. Let everybody get better- Mm...
• 10:48
  'cause once, you know, once we're all at that same level, then we'll go to the next level, and the next level, and the next level. Yeah. This, this industry never stands still.
• 10:54
  So the more we can share these best practices, share these ideas, uh, the faster we're gonna be able to grow. We're gonna go up. I mean, it's, it's gonna happen. We're gonna get better every single day.
• 11:02
  But the faster we can do that, um, the better it is for everybody.
• 11:05
  So it's an opportunity for, for the industry to rise but also for these individual contributors to get their day in the sun, right, to get their spotlight and, uh, and really show off what they've been, been working hard at.
• 11:16
  So we loved it last year. Really appreciate you guys, um, judging last year and, and looking forward to this year too. Uh, getting a lot of submissions already.
• 11:24
  The submission window's still open, so if anybody's interested in submitting, just go to, uh, rareview.com/amplify, and you can, you can submit your, uh, your idea there.
• 11:33
  Uh, and all of our finalists will get, uh, you know, flight, travel, hotel, everything for, uh, for Amplify, access to, uh, all the sessions and golf.
• 11:41
  And we'll make sure to take care of you while you're there, and then present on stage, and we'll, we'll pick a couple winners, and, and it'll be a lot of fun.
• 11:47
  Um- Well, what I loved about it last year, and, and so, like, if you're listening to this and you're not an owner or operator, you know, there was, like, a service manager. There was, uh, uh, there was someone that...
• 11:57
  I think one of the presenters was, like, a warranty admin. Yeah. Right? Yeah. And they just had... They, they were the ones that came up with the idea. So it doesn't have to be an owner-operator.
• 12:06
  Like, y- if it's a salesperson or a warranty admin or a BDC rep that has come up with something to, you know, create or make better within their store, like, that's the things that you guys are after.
• 12:18
  So I think that's super cool. Yeah, without a doubt.
• 12:21
  Um- You know, I wanna go back to, to something you mentionedUm, as we were just talking about what people are looking for, what dealers are looking for, and the challenges that we're facing.
• 12:29
  Uh, you said several times, "Do more with less." Yep. Right? And, and I think that that, that... I guess that's kind of always the, the plight of a business owner, right? How do I do more with less?
• 12:39
  But it feels even more specific in this day and age when we have all these external pressures that, that are now forcing us to find a way to do more with less- Yeah... to squeeze margin, to be more efficient.
• 12:52
  Uh, we have all these technology tools. You have a lot of exposure to dealers' challenges just because of the seat you sit in and because of the number of dealers that are in your ecosystem. Yeah.
• 13:02
  What, what are some of the areas you feel that are, like, the top two or three on the list where dealers are like, "You have-- We have to figure out how to do more with less in this area"? Yeah.
• 13:10
  I think, you know, the, um, the easy one to point to, and, and by easy, I shouldn't say easy. That's a bad word, word choice.
• 13:16
  But, uh, one of the ones that are most, most, most apparent to point to is tech productivity, right?
• 13:21
  When you go back to the service drive, how do we enable our technicians to turn more hours in the window that they're in the store? I mean, that- Mm-hmm...
• 13:28
  at the end of the day, how do we take some of those tasks out of their hands that, that aren't producing revenue? Um, and how do we give them tools to be as efficient as possible?
• 13:36
  We've talked a lot about reload, the parts delivery robot, which, uh, will be on display at Amplify for sure. Um, the more we can keep- Delivering drinks around the tables, right? Sure. Yeah. Do it. That, that is, um...
• 13:46
  I'm a sucker for- I'm telling you. If you don't have- I'm a sucker for a robot, man. [laughs] Tell me what. [laughs] But, but no, it's, it is really at an apparent area to, to focus on.
• 13:55
  I mean, it's, it's quite literally, and we talked about this, I think the last time we chatted, you know, about you have inventory that you sell in the service drive, and it comes in six-minute increments, right?
• 14:04
  A tenth of an hour is six minutes. So once that six minutes is gone, it's gone. Uh- Mm-hmm... it's spoiled inventory. So how do we make sure that we're not wasting that inventory?
• 14:12
  So that's one that's, that's really apparent. Um, another is, is certainly in sales.
• 14:17
  How do we streamline a lot of these tasks that we need our salespeople to do for a lot of different reasons, and a lot of it's centered around the CRM, but how do we streamline a lot of these tasks so that they can be more effective, so they can spend more time with customers, so they can, uh, close more business versus kind of chasing around doing the admin stuff?
• 14:34
  And then the third one that I think can be overlooked, 'cause a lot of times it's not right in our faces, uh, is in the business office, right?
• 14:41
  So how do we take the business office from being, um, a money counting and, and posting, uh, operation to being a cash flow management office, right?
• 14:51
  How do we take them to being more impactful in the dealership by eliminating a lot of that kind of manual stuff?
• 14:56
  They shouldn't have to get a deal, tear it apart, uh, fix whatever mistakes were made, and then rekey it back in, and then, then post it, you know? And, and so let's say that takes, I don't know, seven minutes.
• 15:06
  Seven minutes times, you know, a lot of deals- Yeah... they can get other things done.
• 15:09
  So, um, really focusing on those three areas that just, they, they kind of pop out at you when you take a step back and you look at it.
• 15:15
  And, and honestly, those are the ones that, that hit and resonate, especially when we have customers in here, um, and we just talk about, like, "What, what do you need?"
• 15:23
  And when I say in here, I mean obviously our, our headquarters in Dayton. Um, you know, "What do you need?" And those, those three buckets, uh, are the ones that are, seem to be at least always top of mind.
• 15:32
  You know, uh, I love the business office conversation because, uh, from working in the store, you know, you, you typically think of the business office as just, like, the task management arm. Right. Right?
• 15:45
  Get things in, get it out, finish the job, and then move on to the next task, right? Yep.
• 15:50
  But actually, what I remember is when I would go through that office and start to ask things like, "Where can we be more efficient? Where can we pick up dollars?" They see everything. Yep.
• 16:04
  And so if you can offload the task management and, and ele- enable them to kind of, like, visualize the business and make active part... and create active participation in the business' results- Right...
• 16:17
  because they're seeing the overview. Oh, the connection between service, and sales, and parts, and the connection between consumer getting title and a deal getting closed.
• 16:28
  Like, those connections aren't seen elsewhere in the store, so it really is a tie-up where you can use the analytical minds to create efficiencies in the rest of the store.
• 16:40
  So I love how you're, like, uh, now that you're say- you're saying that, I'm thinking about all of the things that that office could create in- And tie together... like, not reactive, but proactive productivity. Gee.
• 16:51
  Well, and even think about, you know, just a tangible example, expense management, right? Expense approval and management. You think about payables and, and the process to- What a mess. Yeah...
• 16:59
  approve a, a, a payment, right, or approve an invoice. That's a pain. It goes to three different people. You know, it's a piece of paper half the time. We gotta look at it. Yep.
• 17:08
  And then there's no real tracking to know, oh, Jimmy's using that vendor, Johnny's using that vendor, and Billy at the other store is using that vendor. Maybe we should consolidate those bills and get a discount, right?
• 17:18
  Mm-hmm. So why, why can't we do that, especially in the world that we live in today? And that, that is a function where somebody at the business office is really bringing value and not just posting a deal into the DMS.
• 17:29
  Yep. Yeah. So Kyle and I were just having a conversation. We were looking over some data,
• 17:34
  and it was talking about the, the number of calls that we re- or email correspond- that were unanswered, things that weren't picked up or answered appropriately.
• 17:45
  And w- as you're talking about freeing the people up to do what they could be doing- Yeah... instead of dealing with efficiency minutia. Yep. Like, that is a very clear and present need.
• 17:57
  Just better response times, um, return calls, better lead, you know, better lead handling in general. And so I'm just tying the two 'cause we were just having this conversation about an hour ago. Yeah.
• 18:08
  And as you talk about efficiency, like, the downstream effect of better efficiency allows your people to do the things that, you know, your people should be doing best. Yeah.
• 18:15
  And most of the time, you only get one shot, right? If somebody's reaching out to you, they wanna talk to you now, and that, that's your opportunity, and it may or may not come back.
• 18:23
  And if you, you try to call them, so they call you once, um, they can't get a hold of somebody or they reach out on your website or whatever the, the medium is.
• 18:29
  Um, if they don't get what they need-Uh, they're probably not calling back, and then you're just trying to get ahold of them, trying to get ahold of them, and j- and they're probably not gonna answer. They've moved on.
• 18:37
  Yeah. It's funny, we were literally having this exact same conversation, and- That's it... and, and the person brought up, um... They were like, "Yeah, it's not like your family dentist, where, like- [laughs]...
• 18:45
  if you don't call your dentist and you don't get them, you're not calling the one next door." Right. Right?
• 18:49
  You're gonna try them again, and you're gonna be a little patient because that's the dentist that you know, you trust, has your records. But, like, if you're selling, you know, if you're selling Jeeps,
• 18:57
  it's like, there's a guy right there selling Jeeps, too. Yeah. And if they call you back, then that's, that's kind of the essence of conquest in this day and age. Yep. Agree. That's what you get. [laughs] It's wild.
• 19:08
  Gosh. So- That's absolutely wild. Yeah. S- so give, give us the dates again on Amplify. Yeah. Uh, August 18 and 19. It's a Monday, Tuesday.
• 19:15
  So kinda first day is, uh, you know, welcome, check-in, golf, a nice reception dinner.
• 19:20
  Uh, and then day two will be, you know, jam-packed with all of our sessions, uh, with kind of our expo where you can see all of our brands, which is actually kind of fun for me to see them all in one place, right?
• 19:30
  You think- Oh, it was fun for us to see them- Yeah... all in one place. 'Cause you're, you're on the show floor. It feels like a show floor- Yeah... but it's not. It's all, it's all your stuff. [laughs] Right. You know?
• 19:38
  [laughs] Yeah, I mean- You're like, "This is the best show floor I've ever seen."
• 19:41
  [laughs] Kyle, tell me, in that, in that scenario, tell me about, like, the interaction of the teams, because the teams probably don't get to spend a ton of time together either. Yeah, not a ton.
• 19:49
  I mean, you know, when you bring in, uh, folks from, uh, you know, Proton Dealership IT and Cybersecurity, they have a very specific focus as compared to Auto Vision, who's handling inventory management and recon, right?
• 20:01
  Like, those are- Mm-hmm... two very different functions. Yeah. So being able to get together and kinda catch up and, and share best practices, too, is, is a lot of fun.
• 20:08
  Um, you also, what, what I've found at least, is we, every year at every event that we're at when we have a lot of our brands, we figure out different ways that they work together, right? Yeah.
• 20:17
  Like, you think about just these brands and the overlap, and it's like, oh, my goodness, I don't know how, how we missed that. But, you know, you look at, um, I don't know, AGWS, right? Which is our- Mm-hmm...
• 20:28
  our company that we sell insurance products for, for F&I.
• 20:31
  And, uh, you look at AGWS, and what can AGWS do in, uh, combination with, uh, DocuPad, or in service with ERA Ignite, where, oh, my gosh, we can actually process a claim as the, as we're processing the RO, inside of Ignite, we can click a button and the claim gets processed through AGWS.
• 20:51
  We don't have to send it off anywhere. We don't have to go to another portal. We don't have to do anything.
• 20:54
  And, and that, that efficiency gain, like we were just talking about, for, you know, the service writer, is massive. And, uh- Yeah...
• 21:02
  you know, you come up with these, these things that seemingly are little, but then you put them into practice in a, in a dealer season, and they're like, "Where has this been my whole life?"
• 21:09
  So it, that, that's a big benefit. It's a lot of fun. Yeah, it's, uh, it's almost like a user's conference and developer's conference wrapped into one. Really. [laughs] Right, all in one. Yep. Yeah. It is.
• 21:18
  Well, I, I love the concept. I'm so glad that you guys are, are committing to this year over year and excited to see what comes out of it- Mm-hmm...
• 21:25
  not just what gets announced, because I think that that is the true horsepower behind that sparring partner, whether it be developers or users or anything like that. And, uh, really wish you all the best.
• 21:35
  And hey, if people haven't registered, make sure you go to reyrey.com/amplify. Check it out. Greg, thank you so much again for joining us here on Auto Collabs. Thanks, guys. Always my pleasure. We'll catch up again soon.
• 21:45
  [upbeat music] Yo, let me just say, I love the fact that they are bringing the contestants who won, or the contestants from last year, in the Amplify contest back to be the judges this year.
• 22:00
  I think that that's a- Super savvy move. Super savvy move. That's forward motion. And I love that, I mean, we, we got to meet the contestants last year. These aren't like, this isn't like three de- dealer principals.
• 22:09
  These are people- Yeah... that are doing the job, getting the do- job done.
• 22:12
  They're gonna look at other people that are getting the job done, doing the, doing the hands and feet work every single day in a dealership, looking at the next generation. How cool does that make you feel, too, right?
• 22:21
  If you're day in, day out, you're in a parts department, or you're doing something, and all of a sudden, like, you're in the judge's seat. Like, you get- Oh, my gosh. [imitates explosion] Uh-oh, uh-oh. Explosion. Uh-oh.
• 22:30
  You remember at CON, our closing keynote was about built different, and really the thread that drove through it was how the, the, the generation, the preceding generation sets up the- Yep, yep, yep...
• 22:42
  the upcoming generation. I, I kind of remember it. And this is how it happens, guys. It's the winners- Come on. Oh... from last year helping set up- Oh... the winners for this year.
• 22:51
  Oh, 'cause this industry's built different. Come on. It all coming together. It lands everywhere. [laughs] I got nothing. That is it. That was it. I'm all fired up. That was good. I'm fired up.
• 23:00
  Well, I think we need to end, I think we need to end with that, Kyle. Take us home. Yeah. I hope y'all are all fired up. I am. You should join us on the next Auto Collabs, 'cause that's all we do. We get fired up.
• 23:08
  We're excited about this industry, and that's why we have conversations with people in this industry, figuring out what makes them tick and why they're here.
• 23:15
  On behalf of Paul Jay Daly, Michael Cirillo, and myself, Kyle Mountsier, thanks for joining us.
• 23:20
  Sign up for our free and fun-to-read daily email for a free shot of relevant news in automotive, retail, media, and pop culture. You can get it now at asotu.com. That's A-S-O-T-U.com.
• 23:33
  If you love this podcast, please leave us a review and share it with a friend. Thanks again for listening. We'll see you next time.
• 23:40
  [upbeat music] Welcome to Auto Collabs. Welcome to Auto Collabs. [laughs] Kyle, are we recording yet? Are we rolling yet?
• 23:58
  Not yet.