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CAR TALK · One on One With a Professional

• 0:02
  Speaker 1: One.
• 0:02
  Speaker 2: Good morning, good morning, Welcome, welcome, welcome. It's time now
• 0:05
  Speaker 2: for car talk. Yeah, it's Thursday. The sun is shining finally.
• 0:09
  Speaker 2: I couldn't wait till Thursday so the sun would shine.
• 0:12
  Speaker 2: How are we doing, Brad Dungeess.
• 0:13
  Speaker 1: I'm doing great. It's a beautiful morning. As you said,
• 0:16
  Speaker 1: the sun was shining off the cars. And you know
• 0:19
  Speaker 1: there's a special fall day and it is coming up.
• 0:24
  Speaker 1: It is a great time as we have to go
• 0:27
  Speaker 1: back to standard time and get through Halloween.
• 0:30
  Speaker 2: And speaking of Standard, you brought your Standard van here,
• 0:35
  Speaker 2: but if I got papers on him, Standard man.
• 0:39
  Speaker 1: Everybody out there listening and watching us, we are so
• 0:41
  Speaker 1: glad you're with us today and busy into the month
• 0:45
  Speaker 1: of the dealership. We finally got some inventory. We're able
• 0:49
  Speaker 1: to fill up the fol there's a bunch more coming.
• 0:53
  Speaker 1: We've been selling more and more cars and momentum. Yeah,
• 0:58
  Speaker 1: well that's that's my job, the official culture protector and warrior.
• 1:07
  Speaker 1: And you know Jason gets to handle some of that.
• 1:12
  Speaker 1: Everybody does. But no, it's all good. We so proud
• 1:16
  Speaker 1: of the team as they've worked really hard this last year.
• 1:18
  Speaker 1: I mean it's just about about a year ago we
• 1:21
  Speaker 1: sold the Ford store and has it already been that
• 1:24
  Speaker 1: has been one fast year. It has been a fast year,
• 1:27
  Speaker 1: and it's been a you know, it's one of those things,
• 1:30
  Speaker 1: you know, we you know, it was a really hard
• 1:32
  Speaker 1: decision to make. And you know, we've been for dealers
• 1:36
  Speaker 1: since nineteen twenty nine, in the in the car business
• 1:40
  Speaker 1: for over ninety five years. And the truth is, you know,
• 1:43
  Speaker 1: it was getting harder and harder to work across both brands,
• 1:48
  Speaker 1: and you know, not really, you know, truthfully, Toyota's advantages
• 1:53
  Speaker 1: they're so consistent, They make great decisions, they stick with
• 1:57
  Speaker 1: their plan. You know, I see in the press this week,
• 2:01
  Speaker 1: you know, the stuff about you know, stopping the production
• 2:04
  Speaker 1: of the F one fifty Lightning. You know, after a
• 2:07
  Speaker 1: few years ago, trying to get.
• 2:08
  Speaker 3: Us to the millions in the world wanted us to
• 2:11
  Speaker 3: be electric, nothing but electric.
• 2:13
  Speaker 1: And you know, just at as a small dealer, that's
• 2:17
  Speaker 1: very stressful to be pulled around back and forth. And
• 2:21
  Speaker 1: the truth is Toyota's consistency and great decision making as
• 2:26
  Speaker 1: they've navigated this uh this period, really focusing on the customer,
• 2:30
  Speaker 1: on what people want to buy, what the best vehicles
• 2:34
  Speaker 1: in the market are, are a great hybrid systems, having
• 2:37
  Speaker 1: a full array of internal combustion engines, hybrid plug and battery,
• 2:44
  Speaker 1: basically all the above.
• 2:48
  Speaker 3: Uh.
• 2:49
  Speaker 1: You know, Toyota really makes a great vehicle at last,
• 2:52
  Speaker 1: they stands the test of time. Uh. You know. And
• 2:55
  Speaker 1: and I don't mean to disparage Ford, No you weren't.
• 2:59
  Speaker 1: It's it's about us, truthfully, and our and our focus
• 3:03
  Speaker 1: on Toyota and and our wanting to serve our customers,
• 3:07
  Speaker 1: to provide uh a great place to work for the employees,
• 3:11
  Speaker 1: you know, and and to support Bartlesville because Bartlesville is
• 3:15
  Speaker 1: our home. It's what it's our community. Uh. In today's world,
• 3:19
  Speaker 1: let's face it, we're more and more unique as the
• 3:22
  Speaker 1: our business has changed a lot of consolidation.
• 3:26
  Speaker 3: And the majority of dealerships now or these mega mega corporations.
• 3:30
  Speaker 3: In mega corporate, you're not going to get to walk
• 3:32
  Speaker 3: into the mega corporation and talk to the brad. No, no,
• 3:36
  Speaker 3: I'm not there. And but you're not even like the brad.
• 3:40
  Speaker 1: You know. The truth is, Uh, we have one dealership,
• 3:43
  Speaker 1: one community we serve, and we're here for Bartlesville and
• 3:48
  Speaker 1: want to be your choice. You know. That's why we
• 3:51
  Speaker 1: call it the Dunge's choice. It is uh, that was
• 3:53
  Speaker 1: intentional back back in the in the when they created
• 3:58
  Speaker 1: that in the nineties when they are well, but it
• 4:02
  Speaker 1: was Mike Long and my uncle Bob came up with
• 4:05
  Speaker 1: Dunge's Choice and uh, and we you know, we started
• 4:08
  Speaker 1: imagining today. Then I came in two thousand to Bartlesville
• 4:12
  Speaker 1: and joined them and in our effort to to really
• 4:17
  Speaker 1: keep the family legacy going and in Bartlesville and keep
• 4:20
  Speaker 1: keep you know that move on to the third generation
• 4:24
  Speaker 1: and you know, hopefully to the fourth here some time.
• 4:26
  Speaker 1: I'm proud of my son William, who's working at the
• 4:29
  Speaker 1: dealership now, one of our sales team leaders. And it's
• 4:32
  Speaker 1: really uh done a great job and continues to grow.
• 4:36
  Speaker 3: And and how many how many businesses in Oklahoma can
• 4:39
  Speaker 3: see their their third generation, let alone fourth generation many
• 4:44
  Speaker 3: it's pretty.
• 4:45
  Speaker 1: Unique, I think and special club well and you know,
• 4:49
  Speaker 1: as as we uh, as we go forward, it's we
• 4:53
  Speaker 1: can't be complacent. This is uh, you know, the challenges
• 4:57
  Speaker 1: of you know, these competing with these large corporations that
• 5:02
  Speaker 1: are our competition now from the larger DWERD groups to
• 5:05
  Speaker 1: Carvana or even Amazon Autos selling cars.
• 5:10
  Speaker 2: Is that the one that's got the pesitive steppencer.
• 5:12
  Speaker 1: With the car you know, Yeah, there is one of
• 5:14
  Speaker 1: those that's the Carvana. And you know, we've had them
• 5:18
  Speaker 1: reach out to us, and this is so they they
• 5:25
  Speaker 1: reached out to us because they watched how I priced cars,
• 5:29
  Speaker 1: and they they wanted to have to put our our
• 5:33
  Speaker 1: used car inventory on their website. And they were going
• 5:36
  Speaker 1: to pay us what we wanted for our cars and
• 5:40
  Speaker 1: sell them to their customers. M I wonder if our
• 5:46
  Speaker 1: prices are good. I think our prices might be a
• 5:49
  Speaker 1: little bit so simple price is a real thing, folks.
• 5:52
  Speaker 1: I just don't discount this as some kind of marketing message.
• 5:58
  Speaker 1: It is, but it's all also the truth. And you
• 6:02
  Speaker 1: know that want to steal you Yeah, well they weren't
• 6:06
  Speaker 1: really wanting to steal it. They were gonna they were
• 6:09
  Speaker 1: were going to pay us what we wanted for our
• 6:10
  Speaker 1: cars and partner with us UH to help us sell
• 6:14
  Speaker 1: more cars. You know, In some ways it was it
• 6:17
  Speaker 1: was attractive to me because I could sell more cars
• 6:19
  Speaker 1: that way, but I also realized that it would take
• 6:22
  Speaker 1: cars away from my sales team here, that we'd probably
• 6:25
  Speaker 1: be selling cars outside of our community more. And and
• 6:29
  Speaker 1: I and in today's world. Inventory is one of the
• 6:32
  Speaker 1: key drivers of our business. I can't I can't acquire
• 6:36
  Speaker 1: enough huge cars and at a cost that makes sense.
• 6:39
  Speaker 1: You know, if I pay these huge prices at the auction,
• 6:43
  Speaker 1: you can get all you need. But those those aren't
• 6:45
  Speaker 1: good values for us as a dealer or for our
• 6:48
  Speaker 1: customers either. So we were all selective on what we sell.
• 6:52
  Speaker 1: We have to own them right in order to be
• 6:54
  Speaker 1: able to sell them. But you know, if we can
• 6:56
  Speaker 1: work out a deal where we purchase a car from
• 6:59
  Speaker 1: you can get you what a fair price to purchase
• 7:01
  Speaker 1: your car and then be able to turn it sell
• 7:04
  Speaker 1: it pretty quickly. That's that's the business we're in. Everybody
• 7:08
  Speaker 1: deserves a fair deal, and you know we do, at
• 7:11
  Speaker 1: the end of the day, need to be able to
• 7:13
  Speaker 1: make a profit. But the truth is that, you know,
• 7:16
  Speaker 1: we focus on simplifying the process of buying a car,
• 7:20
  Speaker 1: making sure that we have competitive pricing on every vehicle
• 7:23
  Speaker 1: we have on our website, that that price is the
• 7:27
  Speaker 1: actual price that you experience when you come into the dealer.
• 7:31
  Speaker 1: You're not going to come in and have somebody say, hey,
• 7:34
  Speaker 1: that's only a fee still here on tuesdaalers or are
• 7:38
  Speaker 1: playing these games where the price that's only if you
• 7:43
  Speaker 1: finance with us or if you trade and folks, that
• 7:46
  Speaker 1: is illegal in the state of Oklahoma. It's not you know,
• 7:51
  Speaker 1: I don't want to get in trouble with my car
• 7:54
  Speaker 1: dealer friends, but the truth is you can't do that.
• 7:58
  Speaker 1: There's been big news this week on that the Google
• 8:03
  Speaker 1: itself has changed some of their auto advertising rules. It's
• 8:08
  Speaker 1: a I think a big win for consumers and for
• 8:11
  Speaker 1: honest dealers that just on October twenty eighth, they rolled
• 8:15
  Speaker 1: out some stricter transparency rules where they just are trying
• 8:19
  Speaker 1: to eliminate deceptive pricing tactics and car ads. You know,
• 8:23
  Speaker 1: the truth is you have to clearly disclose the full
• 8:28
  Speaker 1: costs and payment of the vehicle and you can't change that.
• 8:32
  Speaker 1: You once it's out there, it's an ad and you
• 8:35
  Speaker 1: have to honor that price, you know. So Google's trying
• 8:39
  Speaker 1: to eliminate that from there, and they have a real
• 8:43
  Speaker 1: powerful position. Obviously a lot of people find their vehicles
• 8:46
  Speaker 1: through Google, but things like bait and switch pricing, hidden fees,
• 8:51
  Speaker 1: misleading free offers are officially out and violations will you'll
• 8:56
  Speaker 1: get suspended from Google or a seven day warning it
• 9:02
  Speaker 1: could be a game changer for us as a as
• 9:05
  Speaker 1: a In quotes ethical dealer, We've always played along by
• 9:08
  Speaker 1: the rules. Jason does our marketing and do I do
• 9:12
  Speaker 1: I know how to write an auto disclaimer? And do
• 9:15
  Speaker 1: I police how we do this?
• 9:17
  Speaker 3: We we play by the rules very much so and
• 9:22
  Speaker 3: we should well we should.
• 9:24
  Speaker 1: You know. It levels out the playing field, It builds
• 9:28
  Speaker 1: trust and with the consumers trying to navigate a pretty
• 9:32
  Speaker 1: complex process of buying a car. You know, there's a
• 9:37
  Speaker 1: there's a thing in the whole car business lingo called
• 9:41
  Speaker 1: the four square. This was a negotiation technique where you'd
• 9:45
  Speaker 1: take the pieces of a car deal the price, the trade,
• 9:50
  Speaker 1: the payment and the down payment, and you'd start by
• 9:54
  Speaker 1: putting all four of them on this four square and
• 9:58
  Speaker 1: you'd and so the customers would then pick the one
• 10:01
  Speaker 1: they disagreed with the most. Would be kind of what
• 10:04
  Speaker 1: the dealers were trying to get them to do. But
• 10:06
  Speaker 1: the whole idea is that you focus something on the
• 10:08
  Speaker 1: payment and the or we're the trade, or we're the
• 10:12
  Speaker 1: price of the car, it doesn't really matter. You focus
• 10:15
  Speaker 1: on we kind of take all the others away and
• 10:19
  Speaker 1: start playing show games with this, and you know, they
• 10:22
  Speaker 1: were experts at it, and you know, to be honest,
• 10:26
  Speaker 1: you know, I that's why I didn't want to be
• 10:29
  Speaker 1: in the car business. I didn't think it was the
• 10:31
  Speaker 1: right way to sell things and that, and that's why
• 10:35
  Speaker 1: my whole career in the car business pretty much has
• 10:38
  Speaker 1: been about not doing that, not having a culture that,
• 10:42
  Speaker 1: you know, like the Glen Glarigan Ross, a great old
• 10:45
  Speaker 1: movie where you are leads. It's like you couldn't sell
• 10:51
  Speaker 1: a car if you had to. And you know, I
• 10:53
  Speaker 1: remember going to sales meetings back in when I first
• 10:56
  Speaker 1: got in the business, and you know, somebody be fired
• 10:59
  Speaker 1: at every every week. It's at a meeting the person
• 11:02
  Speaker 1: who was the low guy who didn't sell a car.
• 11:04
  Speaker 1: You know. I've heard stories about, you know, people coming
• 11:08
  Speaker 1: in and saying, if anybody who doesn't sell a car today,
• 11:12
  Speaker 1: you know, yeah, we need to sell a few more
• 11:14
  Speaker 1: cars this month. I got two days left. But imagine
• 11:18
  Speaker 1: if I walked in and said, okay, anybody who doesn't
• 11:20
  Speaker 1: sell a car between now and then the month you're fired.
• 11:23
  Speaker 1: Is that a nice place to work? No? No, I
• 11:27
  Speaker 1: wouldn't work there and be.
• 11:29
  Speaker 2: Like walking off a cliff every day.
• 11:31
  Speaker 1: I really would, And you know, the how we pay
• 11:35
  Speaker 1: is a whole nother thing at Dune. Just salary, salary,
• 11:39
  Speaker 1: commission on, commissioned, and not just the sales consultants that
• 11:43
  Speaker 1: you deal with, but also the managers. So this is
• 11:47
  Speaker 1: a whole nother level of trust and building the process
• 11:53
  Speaker 1: around the consumer and what you expect. I think when
• 11:57
  Speaker 1: you come in to buy a car, is you know
• 12:00
  Speaker 1: that that simple price what you pay is what you see.
• 12:03
  Speaker 1: It's what you pay, No hidden fees, no gimmicks. You know,
• 12:06
  Speaker 1: there's no We just want to help you. It's not
• 12:09
  Speaker 1: a hustle. Uh that Our goal is to make car
• 12:12
  Speaker 1: buying clear, honest and stress free. And uh you know
• 12:15
  Speaker 1: it's uh, it's something we stand on. It's our it's
• 12:19
  Speaker 1: our our whole they talk about it's our ethic. It's
• 12:24
  Speaker 1: it's how we do things throughout the dealership too, and
• 12:27
  Speaker 1: and with all in sales service, the body shop, our
• 12:31
  Speaker 1: parts department, we are all focused on our customers and
• 12:34
  Speaker 1: how we can serve you better. So we're not complacent.
• 12:37
  Speaker 1: We continue to invest in not just in that ethical
• 12:41
  Speaker 1: way to sell cars, but in great technology, so.
• 12:45
  Speaker 3: The ability for a customer to go on our website
• 12:48
  Speaker 3: and actually put together their own deal so that you're
• 12:52
  Speaker 3: not you're not sitting in a situation where you don't
• 12:56
  Speaker 3: know what your payment is going to be, or you
• 12:58
  Speaker 3: don't know what the cost of.
• 12:59
  Speaker 1: The car is. That four square thing, it doesn't happen
• 13:03
  Speaker 1: in that environment. You can go in, you see our
• 13:05
  Speaker 1: simple price. You can evaluate your trade, you can look
• 13:09
  Speaker 1: at payments, you can look at incentives. You can compare
• 13:12
  Speaker 1: the price to our payment on a purchase with the
• 13:16
  Speaker 1: incentives for that or a lease. All those things. You
• 13:19
  Speaker 1: used to have to go in and ask the salesman
• 13:22
  Speaker 1: and he would walk back and forth to the manager
• 13:24
  Speaker 1: and you never knew quite what they were talking about.
• 13:30
  Speaker 1: All that's right there in front of you. Our sales
• 13:32
  Speaker 1: team has that on their surface, pros on the showroom
• 13:36
  Speaker 1: for you can do it at home on the website.
• 13:39
  Speaker 1: Just go in and find the car you like, or
• 13:43
  Speaker 1: one close to it. Let's face it. You know, there
• 13:46
  Speaker 1: are dealers with larger inventories than us, but nobody can
• 13:49
  Speaker 1: stock every toyota, so good luck. I mean, they make
• 13:55
  Speaker 1: you know, I think on the tundra there's something like
• 13:58
  Speaker 1: ten million different tundras that can be built, So you know,
• 14:02
  Speaker 1: go ask Jim Norton if he has ten million tundrads nor.
• 14:07
  Speaker 1: The truth is nobody has everything, and some things that
• 14:10
  Speaker 1: you can imagine could be built probably can't even really
• 14:13
  Speaker 1: be you purchase. So there are lots of Unicorn and
• 14:18
  Speaker 1: Zu Well what they they come in packages? Right, There's
• 14:23
  Speaker 1: trim levels and different options, and they're often packaged up
• 14:27
  Speaker 1: in different arrays. So sometimes you can't say, well, I
• 14:32
  Speaker 1: don't really care if I have that large screen, but
• 14:35
  Speaker 1: I want a heated seat and heated steering wheel. But
• 14:39
  Speaker 1: what if they come together? You can't. Some of the
• 14:41
  Speaker 1: things you can't break apart. Some you can. So this
• 14:45
  Speaker 1: is another area where our team can really help you
• 14:47
  Speaker 1: through that process, help you figure out how to get
• 14:50
  Speaker 1: the best deal on the on the vehicle you want
• 14:52
  Speaker 1: without a lot of pressure trying to sell you just
• 14:55
  Speaker 1: what we can see out there on the lot. It's
• 14:58
  Speaker 1: it's one of those great advantag is that it comes
• 15:01
  Speaker 1: from from working with DUNGEUS Toyota. You know, we want
• 15:05
  Speaker 1: to push for more clarity and fairness and trust in
• 15:08
  Speaker 1: every transaction. You know that in addition to Google changing
• 15:12
  Speaker 1: how they handle car ads, we've had the Oklahoma Motor
• 15:16
  Speaker 1: Vehicle Commission has really been pushing this this year for
• 15:20
  Speaker 1: advertising integrity, and this is interesting.
• 15:24
  Speaker 3: It's about the first time in ten years that I've
• 15:26
  Speaker 3: seen make they they've.
• 15:30
  Speaker 1: Always enforced the rules, but now they're going out and
• 15:32
  Speaker 1: really looking for people causing the problem, not waiting for
• 15:37
  Speaker 1: someone to report of the problem. Uh, They're going out.
• 15:40
  Speaker 1: They're enforcing clear online pricing rules, cracking down on misleading
• 15:45
  Speaker 1: phrases like guaranteed approval or factory direct pricing. There's things
• 15:51
  Speaker 1: you just can't say, and the car business by law,
• 15:54
  Speaker 1: and you know, so the things that.
• 15:57
  Speaker 3: Sound really attractive in an ad they can't. They can
• 16:00
  Speaker 3: I mean, it's like, just can't.
• 16:02
  Speaker 1: How factual is it? This is the problem is something
• 16:05
  Speaker 1: that you know, It's always been there, truthfully, there's the
• 16:09
  Speaker 1: Federal Trade Commission has rules about the word free if
• 16:14
  Speaker 1: you use that in marketing. It really has to be funny.
• 16:20
  Speaker 1: You and I see it all the time where people
• 16:23
  Speaker 1: say something is free, uh, and you purchase, but it
• 16:29
  Speaker 1: is with the purchase then, and that is that free?
• 16:32
  Speaker 1: That is not free. Yeah, so you know these things,
• 16:37
  Speaker 1: you know, I don't as consumers, I don't. You shouldn't
• 16:40
  Speaker 1: have to think about all that, but just be assured
• 16:43
  Speaker 1: that it done. Just Toyota, You're not going to run
• 16:45
  Speaker 1: into all that. We're going to be straight up with
• 16:48
  Speaker 1: you to treat you like you're part of the family,
• 16:50
  Speaker 1: just like we do all our employees and customers and
• 16:54
  Speaker 1: and building repeat customers, serving our community. Those are the
• 16:59
  Speaker 1: things that that drive us every day, that keep us
• 17:02
  Speaker 1: in the in business. We don't want to be the
• 17:05
  Speaker 1: biggest dealer in the world and take over sell every
• 17:09
  Speaker 1: car that you know. We've got a business model and
• 17:12
  Speaker 1: a structure that allows us to to kind of pass
• 17:16
  Speaker 1: on the savings to our customers, to pay our people fairly,
• 17:20
  Speaker 1: but not you know, reward them for taking advantage of people.
• 17:24
  Speaker 1: We want to have a cost to do business that's sustainable.
• 17:30
  Speaker 1: That's how you make it through ninety five years is
• 17:33
  Speaker 1: really by being you know, careful and not you know,
• 17:38
  Speaker 1: that's what I do worry about.
• 17:41
  Speaker 3: And good to your customers. The amount of repeat business
• 17:45
  Speaker 3: that we have and customer loyalty when it comes to
• 17:50
  Speaker 3: things like service, it is off the charts. Great story
• 17:55
  Speaker 3: from this week.
• 17:56
  Speaker 1: We had a guy come in with I think it
• 18:00
  Speaker 1: was a ninety one Forerunner, No, I think it was
• 18:03
  Speaker 1: ninety nine ninety nine for Runner, so twenty six, twenty
• 18:07
  Speaker 1: seven years old. He had the letter from Rick Grossman,
• 18:10
  Speaker 1: who was one of our sales associates in the past,
• 18:13
  Speaker 1: thanking him for buying the car, an actual real letter
• 18:15
  Speaker 1: that we mailed. Some people don't know what that is
• 18:21
  Speaker 1: posted stamp and a letter signed by a person. But anyway,
• 18:25
  Speaker 1: he traded in and we're still getting him his fore
• 18:29
  Speaker 1: Run new form, but he's trading in his old Forerunner
• 18:33
  Speaker 1: for a brand new one, brand new model for Runner,
• 18:35
  Speaker 1: incredible new redesigned Forerunner that you should get about another
• 18:40
  Speaker 1: twenty five years. This is you know, this is what
• 18:43
  Speaker 1: it's all about. And that's that's a great story where
• 18:48
  Speaker 1: you know, we'll we'll put that. You know, we were
• 18:51
  Speaker 1: able to hopefully find that old for Runner a new
• 18:53
  Speaker 1: home soon. And yeah, I know it may it may
• 18:59
  Speaker 1: struggle to get of the lot because those are the
• 19:01
  Speaker 1: kind of cars that a lot of times the service
• 19:03
  Speaker 1: technicians really cover it before it makes it out.
• 19:08
  Speaker 3: There will be a technician who makes it.
• 19:14
  Speaker 1: What's kind of doing with that after we fix it?
• 19:17
  Speaker 3: Yeah, well, and this is you know, here's the advantage
• 19:21
  Speaker 3: of purchasing a pre owned car from Dungeons is the
• 19:25
  Speaker 3: amount of love that our technicians give vehicles before they
• 19:31
  Speaker 3: hit our lot. The pre owned vehicles come in, we've
• 19:35
  Speaker 3: got a one hundred and twenty eight point inspection that
• 19:38
  Speaker 3: they perform and they you.
• 19:42
  Speaker 1: Know, truly, if we decide not to do something, we're
• 19:44
  Speaker 1: going to tell you about that too. This is true,
• 19:46
  Speaker 1: you know, So this is this is a really important
• 19:49
  Speaker 1: point you bring up, Jason, because a lot of times
• 19:52
  Speaker 1: dealers just trade for something and throw it out there.
• 19:56
  Speaker 1: And you know, I see that all the time when
• 19:59
  Speaker 1: I'm miss shopping. Yes, I actually send out leads and
• 20:03
  Speaker 1: other dealers to find out what's going on? Why is that?
• 20:06
  Speaker 2: So?
• 20:08
  Speaker 1: How do they price a car that low? And that's
• 20:10
  Speaker 1: how I find out about these not transparent car dealers,
• 20:15
  Speaker 1: And see I do because I want to be able
• 20:17
  Speaker 1: to help our team understand what the competition is doing
• 20:21
  Speaker 1: and what they're doing well and what they're doing doing poorly.
• 20:25
  Speaker 1: So we can, you know what, we call teach our
• 20:28
  Speaker 1: customers to shop if they are If you are gonna
• 20:31
  Speaker 1: gonna come in and look at a car we have
• 20:34
  Speaker 1: and go and continue to shop, great. We're not going
• 20:37
  Speaker 1: to try to stop you from doing that, but we
• 20:39
  Speaker 1: want you to know, you know what you know about
• 20:42
  Speaker 1: you know what you might run into out there, and
• 20:43
  Speaker 1: help you through that process so that you feel comfortable
• 20:46
  Speaker 1: in your decision in the end, whether you buy from
• 20:48
  Speaker 1: us or not. It's it's really important to us that
• 20:51
  Speaker 1: you're that you get a good deal, whether you buy
• 20:54
  Speaker 1: from us or not. We know that, uh being building
• 20:57
  Speaker 1: our process around your needs and our customers has worked
• 21:01
  Speaker 1: now for ninety five years, and we just really want
• 21:03
  Speaker 1: to want to be there to help you. So if
• 21:06
  Speaker 1: there's you know, and that's for the full spectrum of
• 21:09
  Speaker 1: our customers, people that bought numerous cars from us through
• 21:14
  Speaker 1: the years, maybe every couple of years, you're portraying your
• 21:16
  Speaker 1: car or the guy who kept his Forerunner for twenty
• 21:20
  Speaker 1: six years, or somebody who's never bought a car before,
• 21:23
  Speaker 1: or maybe you've got credit issues or you're upside down
• 21:27
  Speaker 1: in your car what they call you have an inequity
• 21:29
  Speaker 1: position where you owe more than it's worth. We can
• 21:32
  Speaker 1: help you with that process. We're going to use our
• 21:35
  Speaker 1: transparent selling. We'll tell you the truth, help you come
• 21:39
  Speaker 1: up with the plan to absorb that inequity or to
• 21:42
  Speaker 1: take it. And you may take time. We may have
• 21:45
  Speaker 1: to keep making a few payments and talk again in
• 21:49
  Speaker 1: a few months. But the truth is we're going to
• 21:51
  Speaker 1: be upfront and honest with you in that process. There
• 21:54
  Speaker 1: are some great tools we have to be able to
• 21:57
  Speaker 1: help you with that. You know, one of them is lee.
• 22:00
  Speaker 1: If you're looking at at you know, having that kind
• 22:04
  Speaker 1: of iniquity position. A lot of times it comes from
• 22:08
  Speaker 1: trading too early on a previous vehicle and rolling in
• 22:11
  Speaker 1: equity into multiple purchases, or you know, sometimes pagn too
• 22:17
  Speaker 1: much for a car, but whatever happens, you know you
• 22:21
  Speaker 1: could that can often be rolled into a lease. And
• 22:24
  Speaker 1: the beauty of a lease is it has a beginning
• 22:27
  Speaker 1: and an end, so you can be sure on a
• 22:29
  Speaker 1: two year or three year lease that at the end
• 22:31
  Speaker 1: of that period you're not going to anything. You'll have
• 22:35
  Speaker 1: a choice whether you want to purchase that vehicle for
• 22:37
  Speaker 1: the rest of its residual value or where you can
• 22:41
  Speaker 1: walk away from it and let the lease company take
• 22:44
  Speaker 1: it back and you don't have to worry about that
• 22:47
  Speaker 1: car any longer. And you know so well.
• 22:50
  Speaker 3: In one of the other great advantages of leasing, especially
• 22:53
  Speaker 3: with Toyota or offers like twenty twenty five, Cameron Ali
• 22:59
  Speaker 3: that you can lease right now for two forty nine
• 23:01
  Speaker 3: a month for thirty six months.
• 23:03
  Speaker 1: And the Tacoma is an incredible lease. It's on a
• 23:07
  Speaker 1: really well equipped four by four Tacoma. You can get
• 23:10
  Speaker 1: them in the mid two hundred range. You know, it's
• 23:14
  Speaker 1: it's really a great value, and it's a great way
• 23:17
  Speaker 1: to buy a car, lower your cost of monthly driving
• 23:21
  Speaker 1: a car every month, put you in a position to
• 23:24
  Speaker 1: trade again in a few years without having to deal
• 23:27
  Speaker 1: with these equity issues. And as we see people, another
• 23:31
  Speaker 1: thing that causes in equity sometimes is extending your loan
• 23:35
  Speaker 1: out too long. You know, banks now will offer loans
• 23:40
  Speaker 1: of eighty four months, even ninety six. This is that's
• 23:46
  Speaker 1: a long time to be paying for a car. And
• 23:49
  Speaker 1: what happens then is, you know, halfway through the loan,
• 23:53
  Speaker 1: you're still don't have equity, as they call it. In
• 23:56
  Speaker 1: other words, your vehicle's worth more than what you owe
• 24:00
  Speaker 1: to the bank. So you know, and a lot of
• 24:04
  Speaker 1: times it's hard to see that. I saw an ad
• 24:07
  Speaker 1: in the paper this week, The Tulsa World had an
• 24:09
  Speaker 1: ad for three point nine on autumn on car loans,
• 24:13
  Speaker 1: but it was only on a thirty six month loan,
• 24:16
  Speaker 1: so three years versus the traditional now most I think
• 24:20
  Speaker 1: the industry averages is in that sixty seventy sixty to
• 24:25
  Speaker 1: seventy two months now. It's really grown in the last
• 24:28
  Speaker 1: few years with higher interest rates and people just chasing
• 24:33
  Speaker 1: that lower payment. They want to lower their payment because
• 24:35
  Speaker 1: that's their budget. And so this is where another advantage
• 24:40
  Speaker 1: of dealing with our non commissioned sales associates is we're
• 24:44
  Speaker 1: going to explain all that to you and help you
• 24:47
  Speaker 1: make a good decision out that so you can get
• 24:50
  Speaker 1: that purchase. You know, we don't want to break your budget,
• 24:54
  Speaker 1: but we also want to, you know, understand the long
• 24:57
  Speaker 1: term implications of your decision so that you can make
• 25:01
  Speaker 1: a really informed decision. Cars are a depreciating asset. They're
• 25:06
  Speaker 1: always going to go down in value once you drive
• 25:09
  Speaker 1: them off the lot and put some miles on them.
• 25:11
  Speaker 1: Very rarely do they go go up at the price.
• 25:15
  Speaker 1: You know that.
• 25:17
  Speaker 2: There are a few rare cases, but usually little black
• 25:19
  Speaker 2: thing you drive who.
• 25:23
  Speaker 1: I don't know, it's not depreciating any longer, right I can,
• 25:27
  Speaker 1: but it's not worth what it was. But you know,
• 25:30
  Speaker 1: sometimes a really rare car that you'd never drive and
• 25:33
  Speaker 1: put up on a on a lift and let's sit
• 25:36
  Speaker 1: there for twenty or thirty years might be worth more
• 25:39
  Speaker 1: than your purchase for it. But most people aren't going
• 25:42
  Speaker 1: to get a that kind of GT forty or you know,
• 25:46
  Speaker 1: even the you know, an old Toyota selica. Would it
• 25:50
  Speaker 1: would be like that, you know, truthfully, if you if
• 25:52
  Speaker 1: you bought one in the nineties and never drove it
• 25:55
  Speaker 1: and had it, put it in the garage or up
• 25:57
  Speaker 1: on a lift to save the suspension and kept you know,
• 26:01
  Speaker 1: got all the fluids out of it, made sure that
• 26:04
  Speaker 1: it didn't have any you know, any contamination, and then
• 26:07
  Speaker 1: you brought it out forty years later, it'd probably be
• 26:10
  Speaker 1: worth more than your paid.
• 26:12
  Speaker 3: Talking about silica's h is really off topic, but there
• 26:18
  Speaker 3: was an article about the new president of Japan, first
• 26:23
  Speaker 3: female president, and one of her prize possessions is.
• 26:29
  Speaker 1: Silica. Lots of great driving it. All this stuff going
• 26:35
  Speaker 1: on in the in the world and the President Trump
• 26:37
  Speaker 1: going around in Asia working with the Japanese and part
• 26:42
  Speaker 1: of his trip, and Toyota has agreed it has for
• 26:46
  Speaker 1: years invested in the United States, agreed to invest in
• 26:50
  Speaker 1: billion dollars more money to build plants and build cars.
• 26:54
  Speaker 1: Here I heard at the Toyota meeting this plan to
• 26:58
  Speaker 1: invite American manufactures and potentially import American made Toyotas into Japan.
• 27:06
  Speaker 1: It sounds like that's moving forward. So this is really
• 27:09
  Speaker 1: great stuff. You know, Toyota is at its heart a
• 27:13
  Speaker 1: Japanese company, but it's also an American company. So you know, really,
• 27:18
  Speaker 1: you know, over sixty five percent of the vehicles we
• 27:21
  Speaker 1: sell in America are built here in North America and
• 27:24
  Speaker 1: in America itself. There are some in Mexico and Canada.
• 27:29
  Speaker 1: So but you know, this is how the world is.
• 27:32
  Speaker 1: It is a worldwide economy. And but Toyota does invest
• 27:36
  Speaker 1: in the USA and once builds, you know, all our
• 27:40
  Speaker 1: tundras Tacomas Taquia down in San Antonio.
• 27:44
  Speaker 3: Then actually you should, you should. This may be a
• 27:46
  Speaker 3: good show in the next couple of weeks. Our associate
• 27:51
  Speaker 3: Kobe Brinkman had the opportunity to go to San Antonio
• 27:54
  Speaker 3: a couple of weeks ago to go.
• 27:56
  Speaker 1: To the tundra plant. That's a great idea. Yeah, get
• 28:00
  Speaker 1: him back and let him talk about what he learned there,
• 28:03
  Speaker 1: because the plane itself, how Toyota manufactures vehicles is this
• 28:09
  Speaker 1: amazing because they are really a great manufacturer. At their heart.
• 28:13
  Speaker 1: They not only build quality vehicles, but they have these
• 28:16
  Speaker 1: great processes of just in time delivery of parts that
• 28:21
  Speaker 1: are needed for the vehicle. Most of the subparts are
• 28:24
  Speaker 1: manufactured just a few feet away from the assembly line
• 28:28
  Speaker 1: where the vehicle of the builders are on the campus,
• 28:31
  Speaker 1: so they don't have the flight stock. Yeah, it reduces
• 28:34
  Speaker 1: the cost of the vehicle and it you know, and
• 28:38
  Speaker 1: they make great cars. So anyway, that's how do we
• 28:43
  Speaker 1: find you? Well, of course you can find us online
• 28:45
  Speaker 1: at doneus Toyota dot com or give us a call
• 28:48
  Speaker 1: at nine one eight three three three oh nine hundred
• 28:51
  Speaker 1: zero nine zero zero to drop in. Drop in nineteen
• 28:55
  Speaker 1: eleven Southeast Washington Boulevard. Come, we have some cookies and
• 28:59
  Speaker 1: a couple of coffee with us. We make cookies every morning.
• 29:01
  Speaker 1: My uncle Joe makes cookies every morning, but some fresh cookies.
• 29:06
  Speaker 1: It smells so good. And been here here. In another
• 29:09
  Speaker 1: hour or so, he'll be making some popcorn, and you know,
• 29:12
  Speaker 1: we we invite everybody to come in and get a cookie.
• 29:16
  Speaker 2: Alrighty folks, you've been watching and listening to our car
• 29:19
  Speaker 2: talk program right here on K one