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Transcript

CAR TALK with Brad Doenges · One on One With a Professional

• 0:01
  Speaker 1: Good morning, good morning, good morning. Welcome, welcome, welcome. 84 degrees. And,
• 0:05
  Speaker 1: by golly, the sun is shining as you'd only expect
• 0:09
  Speaker 1: on Thursday. And it's the gleam off the cars I'm
• 0:11
  Speaker 1: getting at Dunge's Toyota. Oh, my gosh, I need sunglasses.
• 0:15
  Speaker 1: How you doing there, Brad? I'm doing great, Tom. Brad
• 0:17
  Speaker 1: Dunge is here with us today for a car talk.
• 0:20
  Speaker 1: We've got a lot of cars and a lot of
• 0:21
  Speaker 1: talking to do.
• 0:22
  Speaker 2: Yeah, no guests today. It's all... What I dreamed up.
• 0:29
  Speaker 2: Nobody to interview. I guess I could interview you. Well,
• 0:31
  Speaker 2: that'd be boring. Hey, I like this button.
• 0:34
  Speaker 1: I know it's a conversation starter, but it's Waku Doki.
• 0:38
  Speaker 2: Waku Doki is a, it's a thing. Toyota, we're back
• 0:42
  Speaker 2: in the nineties. Toyota came out with a, a kind
• 0:46
  Speaker 2: of a marketing video. You can look it up on YouTube,
• 0:50
  Speaker 2: Toyota Waku Doki. And it, but it's a, It's a
• 0:54
  Speaker 2: combination of two Japanese terms. One is waku waku, and
• 1:00
  Speaker 2: the other is doki doki. And they mean trembling with
• 1:04
  Speaker 2: excitement and heart pounding. So it's kind of anticipation building
• 1:10
  Speaker 2: up for something that you're a little bit nervous about,
• 1:16
  Speaker 2: but also excited. Kind of like when you buy a car. Yeah,
• 1:19
  Speaker 2: kind of when you buy a car or... I think
• 1:21
  Speaker 2: it's every day at Dungeous Toyota. Sure. And you think
• 1:25
  Speaker 2: about the Sparks thing that we talk about. Right there
• 1:28
  Speaker 2: at the bottom of the screen. Sincere partnerships, aligned, resilient,
• 1:32
  Speaker 2: guys in, makes us all superheroes. It does. And, you know,
• 1:36
  Speaker 2: there's a lot of wakudoki in that. And that whole,
• 1:42
  Speaker 2: the magic of motivation and how do you tap into
• 1:46
  Speaker 2: that motivation that desire I think people have to, to
• 1:51
  Speaker 2: not just sit and scroll and clock in and then
• 1:56
  Speaker 2: clock out and, you know, and then do it again tomorrow. And, uh,
• 2:01
  Speaker 2: you know, I've always been better myself when I, when there's,
• 2:05
  Speaker 2: when I have goal and a plan, I love to
• 2:07
  Speaker 2: plan things and analyze and then execute and see and
• 2:11
  Speaker 2: look back on it. And, uh, that's, uh, You know,
• 2:15
  Speaker 2: we've been through so much change, you know, since my
• 2:19
  Speaker 2: family got in the car business in 1929, that it
• 2:22
  Speaker 2: never ends. It's constant, and you plan for change. It's
• 2:26
  Speaker 2: always better than being surprised by it.
• 2:29
  Speaker 1: Speaking of change, can you imagine what it was like
• 2:32
  Speaker 1: when we went from, you know, your family selling cars,
• 2:36
  Speaker 1: you know, manual transmission cars to automatic. That must have
• 2:39
  Speaker 1: set the world apart. That was incredible. I mean, we
• 2:42
  Speaker 1: were selling cars when many of the roads weren't paved.
• 2:46
  Speaker 2: That's true. That's true. That's very true. There was a
• 2:49
  Speaker 2: little pavement coming. Pavement? What's this? They don't have this
• 2:54
  Speaker 2: in Takawa in 1929. It's one of those things. We
• 2:55
  Speaker 2: take a lot for granted, and it's not... You know,
• 3:07
  Speaker 2: it's normal. With constant change comes the, you know, it
• 3:13
  Speaker 2: comes at us fast.
• 3:15
  Speaker 1: Sure.
• 3:15
  Speaker 2: And we're always... In the dance, the flow, as my
• 3:20
  Speaker 2: dad loved to talk about the flow and how life
• 3:25
  Speaker 2: is this thing. You just either ride the wave or
• 3:29
  Speaker 2: the swell comes over you. It comes over you.
• 3:31
  Speaker 1: Now, as a kid, a couple of accessories that came
• 3:34
  Speaker 1: along with cars was, one, the crank window, and you
• 3:39
  Speaker 1: had automatic window.
• 3:40
  Speaker 2: You're in high cotton if you got that.
• 3:41
  Speaker 1: Yeah.
• 3:42
  Speaker 2: And then air conditioning. Air conditioning. What the heck was
• 3:44
  Speaker 2: that in the 60s? The fuel injector. Oh, yeah. Some
• 3:49
  Speaker 2: of you weren't alive when there were lots of carburetors
• 3:53
  Speaker 2: out there. Oh, buddy.
• 3:56
  Speaker 1: Man.
• 3:56
  Speaker 2: Anyway, I did want to give a shout out to
• 3:59
  Speaker 2: Coach Yoder and the Lady Bruins softball team. It seems
• 4:02
  Speaker 2: like it was good luck to come on the show.
• 4:05
  Speaker 2: The end of the losing streak and started another winning streak.
• 4:09
  Speaker 2: There you go. At the dealership, we had a great August.
• 4:14
  Speaker 2: It was really one of our best months. uh as
• 4:18
  Speaker 2: toyota after ford and uh the we are now up
• 4:23
  Speaker 2: 137 percent uh over last year uh or isn't it
• 4:28
  Speaker 2: 137 percent of last year in our new new vehicle
• 4:32
  Speaker 2: sales but it was a great month in all departments
• 4:36
  Speaker 2: we're growing in all our departments um and it uh
• 4:40
  Speaker 2: it's just it's we, in the car business, you're on these,
• 4:44
  Speaker 2: the cycle of months and, and, uh, you know, there's
• 4:47
  Speaker 2: always this pressure to, to deliver, especially in the Toyota business.
• 4:52
  Speaker 2: You know, we're, we were right at 110% of our
• 4:55
  Speaker 2: objective and that was just average in our region. Uh,
• 4:59
  Speaker 2: the region was, is, uh, was a 15.6 or 7%
• 5:06
  Speaker 2: of the market in the, in our, in the entire
• 5:09
  Speaker 2: five state region. And, uh, outsold Ford in the region
• 5:13
  Speaker 2: for the first time in a while and so the
• 5:16
  Speaker 2: top selling brand in the region and you know with
• 5:20
  Speaker 2: only a few cars on the ground that's the the
• 5:24
  Speaker 2: magic of Toyota and as our region grows of course
• 5:27
  Speaker 2: we get allocated more cars regionally and that works its
• 5:32
  Speaker 2: way down to us here in Bartlesville and our inventory
• 5:36
  Speaker 2: is growing we just got a new allocation earlier on
• 5:41
  Speaker 2: I guess on Tuesday, it started the process. Once we
• 5:44
  Speaker 2: end the month, it starts the process. There's two allocations
• 5:48
  Speaker 2: a week. They take a snapshot that night of the
• 5:50
  Speaker 2: end of the month and say, here's what's on the
• 5:52
  Speaker 2: ground in Bartlesville, in the district, which is a little
• 5:58
  Speaker 2: bit of all of Oklahoma and a little bit of
• 6:00
  Speaker 2: North Texas, and then in the region. And they allocate
• 6:05
  Speaker 2: to try to balance inventory. based on supply and demand
• 6:10
  Speaker 2: and who needs the cars the most based on their
• 6:15
  Speaker 2: sales and turn rate, they call it. We got a
• 6:21
  Speaker 2: great allocation. We got nice cars on the ground. Some
• 6:25
  Speaker 2: of the allocation of the 17 or so that we
• 6:28
  Speaker 2: got this week will be here, many of them this month. Everything,
• 6:34
  Speaker 2: a bunch of RAV4s are starting to be much more plentiful.
• 6:38
  Speaker 2: That's good because they're popular. Yeah, it is. And another
• 6:42
  Speaker 2: very popular car, the Camry. We've started to build our
• 6:46
  Speaker 2: Camry allocation pretty dramatically. And so that's working. Corolla, same way.
• 6:53
  Speaker 2: Highlander and Grand Highlander. The 4Runner. Tacoma and Tundra, of course.
• 7:01
  Speaker 2: Those are kind of our bread and butter. And Land Cruiser,
• 7:04
  Speaker 2: we just keep running out of Land Cruisers. That's a shame. Yeah. Well,
• 7:09
  Speaker 2: it is. We can always order more. It's one of these,
• 7:12
  Speaker 2: I wish I had a few more. But, you know,
• 7:17
  Speaker 2: it is better than having too many.
• 7:20
  Speaker 1: I think.
• 7:20
  Speaker 2: That's true. That's true, yeah.
• 7:23
  Speaker 1: Boy, those things look nice on the road.
• 7:25
  Speaker 2: They're great. I've been driving one. I'll probably, when I...
• 7:30
  Speaker 2: Get in a car. We keep it for about six months.
• 7:33
  Speaker 2: And so I'll get out of it here in a
• 7:37
  Speaker 2: few weeks. How bad will you cry? I'm getting ready
• 7:39
  Speaker 2: for it. I'm going to miss it because I don't
• 7:43
  Speaker 2: know if there's going to be another one on the
• 7:45
  Speaker 2: ground when I want to get out of it. And
• 7:48
  Speaker 2: so I may drive a Sequoia or something, which is
• 7:51
  Speaker 2: not so awful. No, I've seen you in a Sequoia.
• 7:53
  Speaker 2: You look good in it. In the meantime, of course,
• 7:54
  Speaker 2: Randy John will be here for the united way golf
• 7:58
  Speaker 2: tournament oh yeah yeah coming back to bartlesville to help
• 8:01
  Speaker 2: them raise a lot of money with the golf tournament
• 8:03
  Speaker 2: and we provide him a vehicle when he's in town
• 8:06
  Speaker 2: that's nice i'm gonna let him drive the land cruiser
• 8:10
  Speaker 2: for a little bit and.
• 8:11
  Speaker 1: So come on andy come on ran got air conditioning
• 8:15
  Speaker 1: brother it's gonna be good.
• 8:16
  Speaker 2: You know we we talk a lot on the show
• 8:20
  Speaker 2: tom about how dungeons toyota is different and from other
• 8:24
  Speaker 2: car dealerships and you know we are We're smaller. We're
• 8:28
  Speaker 2: family owned and operated. We're non-commissioned. We don't have any
• 8:32
  Speaker 2: dock fees or unwanted dealer add-ons. We're in the Guinness
• 8:36
  Speaker 2: records for being the longest corporate sponsor of a sports
• 8:39
  Speaker 2: team in the world. We have the only LEED certified
• 8:43
  Speaker 2: dealership in the state of Oklahoma, leadership in energy and
• 8:46
  Speaker 2: environmental design. It was built by local like Gorman Construction,
• 8:52
  Speaker 2: a local company, local contractors, pretty much everybody local, the
• 8:57
  Speaker 2: first LEED building they ever did. You know, LEED has
• 9:02
  Speaker 2: really been great for us because our energy costs are
• 9:06
  Speaker 2: really low in these times as they're impacting us. We
• 9:09
  Speaker 2: have geothermal, heat and air, a lot of LED lights,
• 9:14
  Speaker 2: very efficient building, very cost-effective, and it's performed brilliantly. outstanding
• 9:21
  Speaker 2: that's one of the unique things are and then our
• 9:25
  Speaker 2: legacy since 1929 also makes us different um and then
• 9:30
  Speaker 2: we really we uh we walk the talk so to
• 9:34
  Speaker 2: speak we we uh you know i think in some
• 9:37
  Speaker 2: ways everybody says they sell cars and try transparency and
• 9:42
  Speaker 2: make the customer experience great and and uh but we
• 9:46
  Speaker 2: we really try to focus on that and And, you know,
• 9:50
  Speaker 2: one thing I was thinking this morning before I came
• 9:53
  Speaker 2: to the show, one thing we don't always relate to
• 9:55
  Speaker 2: that when I talk about our unique characteristics at Dunge's
• 10:00
  Speaker 2: Toilet is how important the employees are in that and
• 10:04
  Speaker 2: how the commitment to employees is what drives that because
• 10:11
  Speaker 2: the customer experience is really held by the employee. They
• 10:15
  Speaker 2: are the ones that... that have to deliver. And, and,
• 10:19
  Speaker 2: and if we're all human too, and if we drop
• 10:21
  Speaker 2: the ball, they're the ones that can bear the brunt
• 10:24
  Speaker 2: of the, of that. And, you know, we, we like
• 10:27
  Speaker 2: to teach them to run to those problems to really,
• 10:30
  Speaker 2: you know, no, don't, don't shy away. Don't get defensive.
• 10:34
  Speaker 2: If there's something we need to do or learn from
• 10:37
  Speaker 2: an experience, we need to get better at that. And
• 10:39
  Speaker 2: the only way to do that is to go right
• 10:41
  Speaker 2: to the problem and, and help somebody out at that point.
• 10:45
  Speaker 2: And I'm, I know from experience that that's how you
• 10:48
  Speaker 2: get your most loyal customers. It is, it is super
• 10:51
  Speaker 2: important lesson to learn. Um, but it goes way beyond that.
• 10:55
  Speaker 2: I mean, we, uh, we do, we have great benefits, uh,
• 11:00
  Speaker 2: package for our employees. We provide health insurance for, for
• 11:05
  Speaker 2: our employees. We, we have a matching 401k. We have
• 11:09
  Speaker 2: a whole suite of other things they can do. Um,
• 11:13
  Speaker 2: we allow them to, We have better pay plans. We
• 11:17
  Speaker 2: talk about non-commissioned sales. Sure. But, you know, a lot
• 11:20
  Speaker 2: of times we don't really get into what does that mean.
• 11:23
  Speaker 2: I mean, there's this thing in the car business where
• 11:29
  Speaker 2: a lot of the pay plans traditionally have been motivated,
• 11:33
  Speaker 2: controlling behavior through pay and motivating people to, when you
• 11:40
  Speaker 2: pay on commission, it's all about it. grossing more on
• 11:43
  Speaker 2: each car deal. It's making, because I get paid a
• 11:47
  Speaker 2: percentage of that gross. And if it's below a certain level,
• 11:51
  Speaker 2: you get what's called a mini. And in the way
• 11:55
  Speaker 2: it normally works, we give you what they call a draw.
• 11:59
  Speaker 2: And so that would be at the middle of the month,
• 12:01
  Speaker 2: we'd give you a draw. It's essentially a loan. If
• 12:05
  Speaker 2: you don't sell enough cars to meet the draw, you
• 12:07
  Speaker 2: owe me some of that back. You're only guaranteed minimum wage.
• 12:12
  Speaker 2: and you live in that environment, and you get paid
• 12:16
  Speaker 2: at the end of the month your percentage of the
• 12:20
  Speaker 2: gross that you put up in that period. There's different
• 12:24
  Speaker 2: ways different dealerships do that, but that's typical. In the
• 12:29
  Speaker 2: service environment, it's what they call flag hours. They clock
• 12:34
  Speaker 2: in and clock out, but each job they do is
• 12:37
  Speaker 2: rated for a certain number of hours. If I'm If
• 12:41
  Speaker 2: I'm changing oil or rotating tires, it might be three-tenths
• 12:45
  Speaker 2: of an hour or six-tenths on something. Or if I'm
• 12:49
  Speaker 2: replacing a transmission, you know, it might be 25 or
• 12:53
  Speaker 2: 30 hours, right? Especially if I'm rebuilding a transmission.
• 12:58
  Speaker 1: Oh, boy.
• 12:58
  Speaker 2: That's a job. But these guys do that. In the
• 13:03
  Speaker 2: body shop, it's the same thing. You're doing, you know,
• 13:06
  Speaker 2: a lot of times, I mean, it can be smaller,
• 13:08
  Speaker 2: but a lot of times it's a big, repair these
• 13:10
  Speaker 2: vehicles today are extremely complex they you know we see
• 13:14
  Speaker 2: today where you know a bumper will get knocked a
• 13:18
  Speaker 2: little bit and it might not even show that it
• 13:22
  Speaker 2: was damaged it might have been bent in for a
• 13:26
  Speaker 2: minute and then popped back out because they're they're mostly
• 13:29
  Speaker 2: some of them are made of rubber and uh but
• 13:34
  Speaker 2: inside of the bumper it might be a sensor with
• 13:38
  Speaker 2: all kinds of electronics applied to it that senses if
• 13:43
  Speaker 2: there's cross traffic coming or a camera that does your
• 13:49
  Speaker 2: parking sensor and stuff like that. And if those things
• 13:53
  Speaker 2: get knocked out, sometimes you can't even see it. And
• 13:56
  Speaker 2: so you need to get in there, take the bumper off,
• 13:59
  Speaker 2: look at it. So there's just things behind the scenes
• 14:03
  Speaker 2: people don't often see. But back to my point about
• 14:07
  Speaker 2: The flag hours, we're rolling out a new pay structure
• 14:11
  Speaker 2: in our body shop this week where we're similar to sales.
• 14:16
  Speaker 2: Our team, based on, it's still production-based, but we spread out,
• 14:21
  Speaker 2: look at a three-month rolling average of either how many
• 14:24
  Speaker 2: cars you sell or how many productive hours you flag,
• 14:29
  Speaker 2: and then you get a salary based on that production.
• 14:35
  Speaker 2: the next month. Every month it evolves. There's incentive to
• 14:40
  Speaker 2: grow your average production over time, but it doesn't penalize
• 14:43
  Speaker 2: you so much if business drops off for some reason
• 14:47
  Speaker 2: or if parts are delayed getting a job to you.
• 14:49
  Speaker 2: Things that happen in our business. Certainly outside of the
• 14:54
  Speaker 2: technician's control. We feel like this gives them a more
• 15:00
  Speaker 2: stable income and then We have what we call a
• 15:04
  Speaker 2: bonus pool on top of that, which encourages them to
• 15:06
  Speaker 2: work together and to grow the department. And in the
• 15:12
  Speaker 2: old days, a lot of times you wouldn't necessarily want
• 15:15
  Speaker 2: the dealership to hire another good salesperson because it might
• 15:18
  Speaker 2: be competition. Yeah, you're getting into my territory. Or to
• 15:23
  Speaker 2: add to the production capacity in the shop by adding someone.
• 15:28
  Speaker 2: This encourages a little more growth and teamwork to try
• 15:31
  Speaker 2: to grow the department and grow the dealership overall and
• 15:33
  Speaker 2: care about the whole thing. And again, back to the
• 15:36
  Speaker 2: wakudoki and the excitement the team has for growth and
• 15:41
  Speaker 2: what we're doing this year with our business growth is,
• 15:44
  Speaker 2: you know, it's kind of all tied together. And, you know,
• 15:48
  Speaker 2: we try to be really ahead of the game on
• 15:52
  Speaker 2: these pay plan changes and thinking about what's best for
• 15:55
  Speaker 2: our employees. Because we want them thinking about what's best
• 15:58
  Speaker 2: for the customer. I just think that's something that really
• 16:05
  Speaker 2: is different about Dunge's Toyota than you're going to find
• 16:08
  Speaker 2: pretty much. I mean, there are other dealers who are
• 16:12
  Speaker 2: passionate about this, but it's not common. And certainly, you know,
• 16:20
  Speaker 2: allows us to focus on our employees, our community, to
• 16:24
  Speaker 2: give back to the community. We're not a large corporation
• 16:30
  Speaker 2: spread out across the country. We're right here. Right here,
• 16:34
  Speaker 2: only here. We've all seen how that impacts companies and
• 16:42
  Speaker 2: communities when companies come in and go out or change plans,
• 16:48
  Speaker 2: all because of the bottom dollar. And, of course, the
• 16:52
  Speaker 2: bottom dollar is super important. You can't live without it.
• 16:55
  Speaker 2: But at the end of the day, it's delivered by
• 16:59
  Speaker 2: the employees and the community. So I think this is
• 17:02
  Speaker 2: a real healthy kind of maybe sparksy way to look
• 17:07
  Speaker 2: at our business. It's a healthy system. It is a system, yes.
• 17:12
  Speaker 2: I love that word because we're surrounded by systems. And
• 17:19
  Speaker 2: if they work, we kind of take those for granted.
• 17:23
  Speaker 2: But if they don't, we sure notice that. And that's
• 17:28
  Speaker 2: one thing that sometimes in today's world, it's hard to
• 17:32
  Speaker 2: plan and build big systemic things and change over time
• 17:39
  Speaker 2: just with the way politics work and constant change and
• 17:44
  Speaker 2: in the economy and and you know it's so i
• 17:48
  Speaker 2: think these kinds of systems that really impact our lives
• 17:52
  Speaker 2: and drive our team together you know i think it's
• 17:56
  Speaker 2: it's one reason why we have you know so many
• 17:59
  Speaker 2: long-term employees and people that that have committed their lives
• 18:03
  Speaker 2: to work at dungeons and work their their whole careers
• 18:06
  Speaker 2: i mean we have Joe has been there 54 years now. Yeah,
• 18:10
  Speaker 2: that's the one I was going to ask about. I
• 18:11
  Speaker 2: knew it was over 50. Just this month he passed
• 18:15
  Speaker 2: his 54th year at the dealership. He's worked in every department.
• 18:21
  Speaker 2: Now his role is not as much pressure. Every morning
• 18:26
  Speaker 2: he comes in and bakes cookies. He makes popcorn around noon.
• 18:31
  Speaker 2: We do have great snacks for you if you want
• 18:33
  Speaker 2: to come take advantage. and and he fills the water
• 18:39
  Speaker 2: thing he does some lots of other things too yeah
• 18:42
  Speaker 2: stuff you know with the inventory stocking it in making
• 18:45
  Speaker 2: sure things get get where they need to be in
• 18:48
  Speaker 2: all the departments in the dealership and then they make
• 18:51
  Speaker 2: sure the customers get where they need to be he
• 18:54
  Speaker 2: does most of our shuttle driving and which is great
• 18:57
  Speaker 2: because I love having Joe be kind of the face
• 19:00
  Speaker 2: of the dealership when you're taking somebody somewhere. Everybody knows him. Yes,
• 19:04
  Speaker 2: and Joe is such a great guy. But he's a
• 19:08
  Speaker 2: great example of that commitment to the community and to
• 19:13
  Speaker 2: the dealership, and it's great to have him there. And
• 19:19
  Speaker 2: so many others, too. Jake Stelson is our shop foreman
• 19:25
  Speaker 2: in the Toyota service department. He's been there for 20
• 19:29
  Speaker 2: years or so. And Chris Mason in the body shop,
• 19:35
  Speaker 2: longer than that, mid-20-plus years. He's a painter. We have Mike,
• 19:41
  Speaker 2: who's the body shop manager, similar time frame. And it
• 19:47
  Speaker 2: goes on and on. You know, you're talking about your
• 19:49
  Speaker 2: body shop. You guys are doing stuff that's kind of
• 19:51
  Speaker 2: like NASA.
• 19:52
  Speaker 1: Yeah.
• 19:52
  Speaker 2: I mean, it is that precise. Well, I mean, all
• 19:56
  Speaker 2: the techs do. They do, yeah. You know, that is
• 20:00
  Speaker 2: one thing that, you know, people, we have a lot,
• 20:03
  Speaker 2: a couple of our younger techs have been there five
• 20:07
  Speaker 2: years now, but they've, Both of them started their education
• 20:11
  Speaker 2: in IT. They were wanting to get into computers and
• 20:14
  Speaker 2: work in that stuff. And they ended up going into
• 20:16
  Speaker 2: automotive because it kind of combined the complexity of that.
• 20:20
  Speaker 2: And now they're along that same path Jake went down
• 20:24
  Speaker 2: about five years into it, becoming great Toyota certified technicians.
• 20:30
  Speaker 2: One of them, Xander, did a transmission rebuild last week. Nice. And,
• 20:38
  Speaker 2: you know, so it is a, you know, that's what
• 20:42
  Speaker 2: the opportunities are there. When we were meeting with the
• 20:45
  Speaker 2: body shop guys about, you know, the new pay plans
• 20:49
  Speaker 2: and what we were hoping to do in the next
• 20:52
  Speaker 2: few months and years in the body shop, Chris mentioned
• 20:57
  Speaker 2: that that was why he came to Dunges, was the
• 21:00
  Speaker 2: longevity of the people.
• 21:02
  Speaker 1: Mm-hmm.
• 21:03
  Speaker 2: And the fact that it's hard to get in there.
• 21:06
  Speaker 2: He was at Tri-County in their body shop class, and
• 21:11
  Speaker 2: they were visiting shops around town, and he said, well, hey,
• 21:14
  Speaker 2: why didn't we visit Dunges? And the preacher said, well,
• 21:18
  Speaker 2: because they never have openings. Everybody stays. And that's not true.
• 21:24
  Speaker 2: We do have openings. So if they're... We're always looking
• 21:30
  Speaker 2: for great people. We definitely want to attract and keep
• 21:33
  Speaker 2: the very best people and focus the customer experience, you know,
• 21:37
  Speaker 2: keep them focused on the customer experience and all our processes.
• 21:42
  Speaker 2: And I know we're not perfect. We still have a
• 21:45
  Speaker 2: long way to go to be perfect. But that's our goal.
• 21:50
  Speaker 1: Very good.
• 21:52
  Speaker 2: Other stuff going on. You know, we have... We've been
• 21:56
  Speaker 2: buying more and more cars. We can't seem to buy
• 21:58
  Speaker 2: enough to keep up with demand. Once again, especially as
• 22:03
  Speaker 2: we push through these months, but we've been really selling
• 22:10
  Speaker 2: a lot of our Toyota certified used vehicles. These are
• 22:15
  Speaker 2: really often very special used cars. They come with a
• 22:19
  Speaker 2: a 12-month, 12,000-mile comprehensive warranty. It's just a warranty very
• 22:24
  Speaker 2: similar to what a new car has. And then a seven-year, 100,000-mile
• 22:28
  Speaker 2: limited powertrain warranty, which covers all the major components of
• 22:32
  Speaker 2: the vehicle. And it has a seven-year, 100,000 miles of
• 22:37
  Speaker 2: 24-hour roadside assistance. And it can be on Toyota vehicles
• 22:42
  Speaker 2: up to six years old and with 85,000 miles or less.
• 22:46
  Speaker 2: And that warranty starts... from the day and mileage of
• 22:49
  Speaker 2: where you buy it. Oh, wow. So it's a really
• 22:53
  Speaker 2: great value, um, and, and something that people are looking for. And, uh,
• 23:00
  Speaker 2: I think we may just have one left now. We
• 23:02
  Speaker 2: try to have about five or six of them, but
• 23:04
  Speaker 2: I think Bruce said he might be certifying a couple
• 23:07
  Speaker 2: more now, but we're always looking for great used cars.
• 23:11
  Speaker 2: If you have something, um, you know, whether you're buying
• 23:15
  Speaker 2: from us or trading somewhere else, or just have an
• 23:18
  Speaker 2: extra vehicle, or just want to know what your car's worth,
• 23:22
  Speaker 2: reach out to us or go on our website. You
• 23:25
  Speaker 2: can get a really, it's really easy to get what
• 23:28
  Speaker 2: they call it a Kelly Blue Book instant cash offer
• 23:31
  Speaker 2: on the website. Put in a few questions. If you
• 23:35
  Speaker 2: send it to us, we'll follow up with you. If
• 23:37
  Speaker 2: we can get a look at the vehicle, it could
• 23:39
  Speaker 2: be worth, you know, quite a bit more than that.
• 23:41
  Speaker 2: And Noah Wilson, who's our acquisition specialist, handles those opportunities.
• 23:48
  Speaker 2: He's a great young man who came to a local fellow.
• 23:51
  Speaker 2: We're from Pawhuska, actually, and is one of the assistant
• 23:56
  Speaker 2: coaches on the football team. Nice. And a great guy,
• 23:59
  Speaker 2: and he will help you with that valuation. And, you know,
• 24:04
  Speaker 2: really anything in your automotive needs, whether you're– you just
• 24:09
  Speaker 2: want to know– You know, about some other car. You know,
• 24:13
  Speaker 2: I'd rather sell you a Toyota than something we have.
• 24:16
  Speaker 2: But our team, I talk to them all the time,
• 24:19
  Speaker 2: just help people. Just, you know, if you want to know,
• 24:22
  Speaker 2: is this payment right? Is this a good value? Am
• 24:27
  Speaker 2: I getting the right good money for my trade? We're
• 24:30
  Speaker 2: happy to help you with that part of the process.
• 24:33
  Speaker 2: You know, I've got a list of cars. I want
• 24:35
  Speaker 2: to look at this, this, this, and this. We can
• 24:39
  Speaker 2: help you with that process, too. We're happy to show
• 24:42
  Speaker 2: you what kind of information we have about those vehicles,
• 24:45
  Speaker 2: what the difference between the vehicles are. That's one thing
• 24:49
  Speaker 2: about being in the business. We have just an incredible
• 24:53
  Speaker 2: amount of information at our fingertips, and our team is
• 24:57
  Speaker 2: really good at helping people in that process since they're
• 25:01
  Speaker 2: focused on you and not just on making money off
• 25:06
  Speaker 2: of you.
• 25:07
  Speaker 1: Mm-hmm.
• 25:08
  Speaker 2: Very good. Now, I'll tell you what.
• 25:10
  Speaker 1: I get a kick every now and then because I
• 25:12
  Speaker 1: look at your website, you know, see what's coming in
• 25:14
  Speaker 1: and everything. But sometimes you get some of the darndest,
• 25:18
  Speaker 1: coolest trade-ins.
• 25:20
  Speaker 2: We do.
• 25:21
  Speaker 1: I don't know how you guys snag them, but wow.
• 25:24
  Speaker 1: We do.
• 25:24
  Speaker 2: Right now we have a I think it's a 2017
• 25:29
  Speaker 2: GT350 Mustang Ford. Did you see that? Yeah, that's a
• 25:35
  Speaker 2: very cool 40,000 miles or something. That's it, yeah. It
• 25:40
  Speaker 2: is an incredible car, incredible car. And, yeah, you're right.
• 25:44
  Speaker 2: We get luxury vehicles, you know, big trucks, little trucks,
• 25:49
  Speaker 2: electric vehicles. Sometimes one of a kind, yeah. I mean,
• 25:53
  Speaker 2: everything out there, and especially, you know, you, Sometimes we
• 25:56
  Speaker 2: buy those, too, because we need inventory. And there's a market.
• 26:01
  Speaker 2: I mean, we can help you find that market if
• 26:06
  Speaker 2: you have something you're wanting to get rid of. One,
• 26:11
  Speaker 2: just a few last things. I noticed, again, I mentioned
• 26:15
  Speaker 2: it last week, but we had, did I not bring it? No,
• 26:20
  Speaker 2: I guess I did. There was a, some reviews again
• 26:24
  Speaker 2: that got on our website. Okay. And, you know, I
• 26:27
  Speaker 2: mentioned one last week, but you know, it's about that walk,
• 26:32
  Speaker 2: the talk thing. And, uh, you know, here's, you know,
• 26:37
  Speaker 2: enjoy doing business with Mark in this dealership. No add
• 26:40
  Speaker 2: ons after the best price deal is made. It seemed
• 26:43
  Speaker 2: to be a straight up car dealership would do business again.
• 26:46
  Speaker 2: If the need arises, um, you know, Once again, for Mark,
• 26:52
  Speaker 2: a great salesman. He went over and above to meet
• 26:54
  Speaker 2: our needs. He bought a used vehicle from them and
• 26:56
  Speaker 2: had a great experience. We will use them again. Worked
• 27:01
  Speaker 2: with Luis. He did a great job and got us
• 27:03
  Speaker 2: a great deal. We'll refer others. Made us feel right
• 27:08
  Speaker 2: at home. Explained everything and helped us find the right
• 27:11
  Speaker 2: car at the right price. What an awesome dealership. That's
• 27:15
  Speaker 2: the one I talked about last week. They took great
• 27:18
  Speaker 2: care of us and were so friendly and informed. I
• 27:21
  Speaker 2: would recommend this dealership to anyone. Third car purchase. Third
• 27:28
  Speaker 2: car I purchased here. Always been great to deal with
• 27:30
  Speaker 2: and very informative. Pleasant staff. Would recommend it highly to anyone. So,
• 27:37
  Speaker 2: I think that's great. That's what we're looking for. Happy
• 27:41
  Speaker 2: customers and people that want to be treated with respect
• 27:46
  Speaker 2: and you know, can trust what's going on.
• 27:51
  Speaker 1: Where can we find you in person, Brad?
• 27:53
  Speaker 2: At 1911 Southeast Washington Boulevard behind the Toyota logo there.
• 27:59
  Speaker 2: Big Toyota logo. And come check out the Toyota Trucks
• 28:02
  Speaker 2: Game Day sales event, which is kicking off as football
• 28:06
  Speaker 2: season starts and the NFL will get going next week.
• 28:11
  Speaker 2: And all the college football, too. High school's been going. Oh, yeah.
• 28:14
  Speaker 2: Got another game here, so. No Bruins. All righty.
• 28:18
  Speaker 1: And where can we find you online?
• 28:20
  Speaker 2: That's Dungestoyota.com.