Latest / Auto Collabs / Traveling Through the Matrix with Chris Adams

Transcript

Traveling Through the Matrix with Chris Adams · Auto Collabs

• 0:00
  I'm still trying to picture Rick Reichart. Reichart? How do you pronounce his- Reichart. Reichart. Reichart. Still trying to picture him- Yeah, maybe, maybe you had the Cana- the, you had the Canadian pronunciation.
• 0:13
  Reichart. [upbeat music] This is Auto Collabs. Reichart. Hmm. I'm still trying to picture him- So Scottish... on a s- motorcycle that's too small for himself. That's easy for me to picture. You kidding me? Is it?
• 0:27
  Yeah, of course. Just think, like, knees up high- [laughs]... right, elbows out, [laughs] right, goggles. That's how that's all gonna go. He's on, like, a Honda Grom. Ex- exactly.
• 0:38
  I think it's what he goes to 7-Eleven on. [laughs] Exactly. That's exactly what it is. Michael, this is... Wait, is this your first, like, beginning of summer in Texas? No. Sec- second. You sure? Yes. Okay. Yes.
• 0:53
  So now you know what to expect. And, and also by the way, this is why I'm wearing a hoodie. I was wondering that. Because the AC- If you're just listening, Cyrillo shows up-... never turns off. Ah. It never turns off.
• 1:03
  It actually feels colder in the summer indoors everywhere- Yeah. Yeah... in the South. It's unbelievable.
• 1:09
  You could set your thermostat here to 75, and it, you're chattering, your teeth are chattering indoors because- The AC is like, "Am I freezing cold?"... it's much faster outside. 'Cause the air is blowing on your face.
• 1:19
  'Cause the AC's like, "I know if I turn off for five minutes, I'm gonna lose this fight." [laughs] Exactly. That's exactly true.
• 1:24
  Yeah, there's never, like in, in upstate New York, there's always this weird option, like it gets cooler at nighttime, maybe we're gonna have it on today, but it, I guess in the South it's like, "Nope, that sucker's on."
• 1:33
  It's just on. Interesting. It- Actually, you know that little whine that you hear in an AC? Yeah. That's actually the AI taking over, going, "Wah."
• 1:41
  [laughs] Oh, well, speaking of Texas, our next guest, uh, is from Texas, Chris Adams, uh, from CarOffer. I believe it was headquartered in Dallas. And, uh- There it is... I don't, I don't know, Michael.
• 1:53
  Maybe the two of you could go get some ice cream. You, you guys. Mm. [laughs] There it is. That's how we do it in Texas. Cool down. Cool down on the rest of your day.
• 1:59
  But, um, but yeah, no, it'll be interesting to, to talk about what's going on in their world. And as always, we like to ask people their backstory, which is kind of our favorite part of this podcast.
• 2:07
  [upbeat music] So we hope you enjoy this conversation with Chris Adams. All right, Chris, uh, thanks for hanging out with us today, man. Yeah, appreciate you guys. Yeah.
• 2:19
  So, uh, the first question that I have for you, and I know that typically when we start the show, we talk a little bit about your background and your history, but I cannot get over the fact that literally your title begins with the word matrix.
• 2:34
  [laughs] You, [laughs] you are the matrix operations director, which sounds like something either out of 2001, when, like, Matrix 2 was done, or something like in 3053. So start with that.
• 2:49
  I wanna hear, like, what does matrix operations director mean? So that we, we can level set and all know we're on the same page here.
• 2:57
  So I, I won't make you choose blue pill or red pill, so that's a good place to start, I guess. [laughs] Perfect.
• 3:03
  Um, and so it's, it's great, too, because my two-and-a-half-year-old daughter, she knows that matrix means work now. She's like, "Oh, work." [laughs] Um, it's, it's beautiful.
• 3:12
  So, um, but, but being the matrix operations director here, uh, essentially means all things buying, um, I'm pretty much responsible for at CarOffer.
• 3:22
  So, um, really, you know, making sure that we are, um, kind of poised to make good offers, um, over the platform, and just, I mean, also monitoring everything, um, buying considered.
• 3:35
  A- and, you know, that comes with a lot of, uh, market analytics, um, a lot of strategy on our end, uh, to figure out how to get our sellers the best offer on our platform.
• 3:46
  So h- This means that you've got, like, you said red pill, blue pill, and then I immediately thought red car, blue car, and how nobody wants those. [laughs] Do, do you have data
• 3:58
  in your system that highlights for the end user, "Hey, if you're gonna be acquiring inventory, make sure it's these colors"? Like, do you, do you get that level of data?
• 4:10
  And if so, what, what are you seeing as a common thread? Do people want red cars and blue cars, or is it black, silver, and white, like everybody we're talking about?
• 4:18
  Uh, you know, typically you have black, silver, white, and gray are the, uh, predominant, like, you know, the, the, what people want the most.
• 4:25
  And I think what's been really fun, um, I've been, I've ran the matrix here, uh, I mean, really for almost four years now. And what, what's been neat about, a- and I know what y'all know about the platform, is that
• 4:40
  the analytics that we have, and really kind of what the matrix does is, is, you know, really what you're talking about is going in there and going, "Okay, what are people looking for?"
• 4:50
  And it's, it's really neat to sit there and see, um, you know, we, we go and basically take buy orders from our, our customers or our dealers, um, where they're saying, "Hey, I want, you know, 15 Camrys, and I want a couple 4Runners, and I want, you know, some Corollas," whatever it may be.
• 5:09
  And they go in there and, um, with my team, with our dealer sales managers, with our national sales managers, um, we sit in and they really go in and, um, kind of preface.
• 5:20
  It's almost like a limit order when you're placing a stock, saying, "I want, you know, five shares of Apple, and I'll buy them when it hits $120 a share," and then you own that stock.
• 5:30
  Um, same thing with a car, where you go in there and you say, uh, to your point, "I want, you know, four blue Tahoes," um, said no one ever. Um, but- [laughs]...
• 5:39
  going in there and, and, uh, going in and kind of prefacing those orders, and then, um, we provide the analytics.
• 5:46
  So since everyone bids the exact same way on our platform using these kind of like limit orders, if you will, um, I can really go in there.
• 5:56
  And on the analyzer side of things is what we, we actually have a-A data scientist that's on our staff, um, where he came in and kind of re-engineered our matrix to do exactly what you're saying and go, "Okay, how many people are looking for X cars?
• 6:11
  How many people are looking for these?" And then we can actually, like, we, we reverse engineered it to go, "Okay, which cars on our platform can you buy, um, kind of at the least expensive variable?"
• 6:23
  Like, where, where, um, are people not bidding? Um, and I think most of the time that you'll find it's cars that are, you know, like, like that, the red or the blue- Yeah...
• 6:33
  or the 2.7 liter, you know, F-150 that's two-wheel drive, you know? Yeah. I mean, c- well, this is the thing that grinds my gears is when I hear the industry go, "But like, but, but like, Cirilo, man, like we have,
• 6:46
  we have the most day supply of inventory in the market. How come nobo-" It's like, 'cause bro, I don't wear enough wife beaters to buy an orange truck. You know what I mean?
• 6:58
  [laughs] That's, that's actually- First of all, I don't know how Cirilo just went from surfer dude- That's what, I don't know, yeah.
• 7:04
  [laughs] I don't even know where that accent came from, and then to end with wife beaters and orange truck. You know, like I don't, I can't grow Jake Paul's hair. I mean, I know you had an extra day off last week. What?
• 7:14
  I can't grow Jake Paul's hair. I'm not buying an orange- [laughs] You know what I'm saying? Like, that's it.
• 7:20
  I can't get over that, I think the ma- like, they, some, at some point I feel like they should change your title to be, like, the, the we're proving you're not original operations director. Oh, that's [laughs]
• 7:33
  That is so much better. [laughs] So, so much better. It's, it's very true. It's like, okay, hey, you're gonna compete and you're gonna go after and buy the exact same cars everyone else is. [laughs] Yeah.
• 7:44
  Yeah, that's great. Yeah. Yeah, exactly. Um- The difference...
• 7:47
  and I mean, it, it's, it's so interesting to see, like, you know, we, we have, um, you know, some, some dealers that are looking for like core very, very, very specific inventory. Well, guess what?
• 7:59
  You have to pay a lot of money to get those cars. Um- Mm. You know, our- Yeah... our average offer on the platform right now is it's almost 107%. Yeah.
• 8:08
  Um, because of, um, people going after these, like, really, really specific, um, and they, they pay up to get those cars. And so it's- Wow... it's been very unique.
• 8:20
  I mean, I think the, the cool part about it is looking through and, um, I used to be on calls with dealers, like, I mean, almost once a week every week, I was talking to hundreds of dealers all over the country, which is again, kind of like, it's almost like a stockbroker, right?
• 8:35
  Like you're listening, hearing, understanding and knowing what's really like going on pulse related, um, all over the market. And that's where it's really neat to go back and see like, okay,
• 8:47
  I know kind of what the market's doing before it even happens.
• 8:52
  And I think that's where like the power of our analytics, especially if you get like a, a dealer that I'm getting on a call with and they're using JD Power to bid on, that book doesn't change for a month, right?
• 9:03
  Um, so I can literally see the bids move around that book on a week over week, day over day basis, and we refresh our data every night.
• 9:12
  So our buyers can go and see, like, I don't know another platform out there that you can go and say, "Okay, tell me exactly to the dollar what I need to do to buy this car right now, today."
• 9:25
  I can tell you that on our platform. I can tell you where you need to be the most visible, and then you can go in there and there's two degrees.
• 9:31
  It can tell you where you need to be to win a vehicle, but it can also tell you where you need to be to not overpay, right? Mm.
• 9:38
  When the market's shifting, um, and when it's transitioning, I can go, "Hey, on this one right here, you're actually a little bit high. Uh, we need to back this up 50, 100, $500," whatever that may be.
• 9:50
  I mean, it's like what they say- So how-... with contractors. Like they'll say, if you win every bid, then you're doing it wrong. Right. Right? Yeah. And that's like very similar.
• 9:59
  Like if you're just getting everything, it's an indicator you're very much overpaying for everything. I mean, obviously you're gonna win some. You should be losing some, right?
• 10:06
  Because it can't be a right fit for everybody. Just reminded me of that. Kyle, what were you gonna say? Well, I, I'm, I'm like, how do you go... When, when do you become in charge of a matrix, right? [laughs] Like,
• 10:18
  how, how does a career trajectory be like, I w- I'm now, I'm now in charge of watching and, and determining how dealers buy and sell inventory across the nation. What did that... Like, how did you get there?
• 10:32
  And then, like, what, what learning did you have to have to be able to be in this seat? Um, so y'all will love this story. I'll tell it really quick. Um- We'll be the judge of that. I, I, so- [laughs] Yeah, maybe.
• 10:46
  We can't take him anywhere. I know. [laughs] He s- he's extra special today. [laughs] I don't know what's up with me. Okay. Uh- Lay it on us. I can't wait. No, so I, I actually, um, so I studied history in college.
• 11:00
  Nothing to do with automotive. Um- [laughs] Perfect... and then- Yes. Now you're predicting the future. I'm predicting the future now, and it's perfect. Um, but no, I- [laughs]...
• 11:11
  I went through, uh, I worked for Sewell Automotive in Dallas for, um, about nine years. Um, so I sold for two of the nine. Um, and then I essentially, uh, went and worked in new cars, um, for about two and a half years.
• 11:27
  And then they, uh, I've, I worked for the last five years of my career, um, in used cars.
• 11:33
  And really at a couple different sizes of stores, um, anywhere that, you know, sold 60 to 80 used cars a month, all the way up to, um, about 450 used cars a month.
• 11:44
  I worked at the, the number one, uh, certified pre-owned Cadillac dealer in the country. Um, the number one certified pre-owned Lexus dealership in the country.
• 11:52
  Um-Both of which are about half a mile apart from each other.
• 11:55
  And so, um, I mean Sewell really gave me this, like, incredible foundation, um, not only of, like, you know, car automotive expertise just with these, like, amazing giants that I got to learn from, um, but also just, like, you know, kinda running a business and processes and things like that.
• 12:13
  And so, um, in 2017 I actually resigned from Sewell and I, I went and traveled the world for two years. Um, so- What? Okay. Yeah. I, I told you, this is the part of the story you're gonna like.
• 12:24
  Um, so- I like the first part when you said, "Hey, I sold cars before." If I was you, and I say this to every industry partner we talk to, that would be the- Yeah... first statement out of my mouth all the time. Yeah.
• 12:33
  "Did you know I sold cars before?" [laughs] All right. So you travel the world. Yeah. And so I, I, uh, I was 31 and, and, uh, decided to go and, uh, I'd never been overseas, and I was like, "I just wanna go do it."
• 12:47
  I, you know, kinda had been successful in the, in the automotive world and, and, uh, went and did it for two years and went scuba diving and traveled and just did a lot of fun stuff. And then, uh, got back in-
• 13:00
  Whoa, whoa, whoa, whoa, whoa, whoa, whoa. Whoa. Yeah. You were just like, "I just went scuba diving and did some fun stuff." Yeah. Tell us about some of the... Where did you go? What was, what was the coolest place?
• 13:09
  Yeah. So, so 2018 I went around the world twice and went to, like, 25 countries. It was, it was sick. So went and- What? Uh, so yeah, I went.
• 13:18
  I, I, I did some diving in my most, like, some of the most remote places in the world. So- Gosh... I went to, uh, Malapascua in the Philippines. Yeah. That was pretty cool. Um, which you probably have never heard of.
• 13:30
  Michael's been to the Philippines. He spent a s- Yeah... how long did you spend there? I lived in the Philippines for two years. Wow, no kidding? Yeah. Okay. I wonder if those were at the same time.
• 13:38
  What years are we- No... talking about here? No. No. Okay. No. That was like 2018, 2019. Yeah, no. Yeah. So- I, this was back when I had hair. [laughs] So yeah. And I, I went to, I went to Bali a couple times. Got it.
• 13:50
  Uh, did some really cool dives there. Um, and- Wow... I mean, South America- How did- Everything... how did going to all these places, if, if at all, but I, I, I, I mean, I, I know it did for me. I can only imagine.
• 14:03
  Going to, going to 20 to 25 different countries, around the world twice, how did this sh- um, shape or change your perspective about us here- Everything... in North America? Like just everything. Right.
• 14:17
  [laughs] Everything. In general. Ev- everything. How we conduct business. How we think about things. Like did, did you get a glimpse into, like, "Oh, dang," like, "we've got it really good over here"? I think so.
• 14:27
  I think it's unique to see how other countries, like, what their perspective on Americans is, um, and, like, what our perspective is on other countries. So that, that's pretty unique.
• 14:39
  But I, I think, like, overall, like, if I...
• 14:42
  I think I just, like, really found out, like, I just, like, I love, like, talking to people and hanging out and, like, um, you know, like, just being invested and, like, getting to know and understand, like, how people think and, like, that was, like, one of the most fun things.
• 14:57
  'Cause I, I really, I tried to stay at, like, like, community style, like, hostel, um- Awesome... you know, style environment- Yeah...
• 15:05
  hotels where I could really get to, like, know the people, know the culture, get to know the food, um, and all that kinda stuff. Like I, I just really like that, um, environment. Awesome. So it was, it was really fun.
• 15:16
  So- What's the best food you had out there? [laughs] I was gonna ask. [laughs] Um, man, if you wanna go, like, the, the best food you're ever gonna have, you gotta go to Peru. Uh- Really? Wow. Yeah.
• 15:28
  Like, like Lima is just unbelievable. Um, it, like, overall, like, everything I had there was like, "Oh, that's the best burrito I've ever had." Like, "That's the best, like, steak I've ever..."
• 15:38
  I mean, it was just, like- Wow... unreal. Um, so yeah. But it's, like, it's renowned for having the best cuisine in the world, so. But I'm a, I'm a foodie.
• 15:47
  Like, man, I love to, I love to eat, I love to do, like, cook, like, all those sorts of things, so. Okay. So let me ask you this. Where do you get good Asian food in Dallas? [laughs] Asking for a friend.
• 16:02
  Because, like, 'cause, 'cause, like, no- Yeah, don't... because, because, like, growing up in Canada- Yeah... which is, like, this ethnic melting pot,
• 16:12
  y- a blind person could walk down the street in Canada and take a right turn and it's a- Yeah... 50/50 he's in a Thai food restaurant. Right. You know what I mean? Right. Here, I'm like, "Where do I go?
• 16:23
  Where do I get a good pizza? Where do I get good Asian food in this place?" You gotta go to Carrollton, man. And I'm not talking about a pizza with brisket. Carrollton's the Asian area.
• 16:29
  My nonna would be rolling over in her grave to eat a pizza with brisket on it. [laughs] Wait, he gave you the name. He gave you the name. Where was it? Yeah. You gotta, you gotta go to Carrollton.
• 16:39
  Carrollton's where all the best- Okay. Okay... Asian food is. Yeah, for sure. Ah, see? Look at that. So- This is the only reason Shril actually does this show... learning things- Hey, guys... about Dallas...
• 16:48
  you guys got it from here. I'll see myself out. Yeah. [laughs] Oh, the guy from Dallas is on? I'm gonna be there today. [laughs] He loves food. I didn't know he was from Dallas. Wait. But, uh, hey, TripAdvisor.
• 16:57
  [laughs] Yeah. So- That's it... I know. That's how, like, so I, I guess to, to kinda wrap the story up, like, I got back, um, was about to get married, and I was like, "I guess I should get a job."
• 17:11
  And, um, so I put on LinkedIn open opportunities.
• 17:16
  And I, I had a, a guy that I worked with Sewell with who's now, he's our, um, basically, like, executive VP, um, over kinda, like, product and strategy, and he, he called me up and was like, "Hey, we're starting this thing called CarOffer.
• 17:28
  Um, we want you to be a part of it." And so I, I literally came in Plano when we had, it was, like, a warehouse, um, you know, concrete floors, the whole nine yards. He was, like, basically telling me his vision.
• 17:40
  Uh, we, um, I met with Bruce Thompson, like, a week or two later and got to, you know, meet him, understand, and kinda, like, see where he wanted to take the company.
• 17:50
  And then, uh, it was great 'cause we, we started with, like, seven people, um, and then, and we launched out of Pearl Technology Holdings, uh, which-I know, you know, other folks who are familiar with like, you know, JMS Auto Exchange, uh, which Bruce kind of developed and sold.
• 18:05
  Mm-hmm. Um, he developed and sold Red Bumper, New Car IQ, like all these different things. And so we used Red Bumper when we were at Sewell.
• 18:12
  Um, I knew of Bruce and of the company, and then, um, kind of what happened is I, I mean, I just, you know, kind of stepped into it, um, with, with these other seven people.
• 18:24
  We had our development team, um, which was kind of cranking in the background.
• 18:27
  And, uh, really a, a few of these, uh, key individuals that, um, you know, started this thing and our, you know, really our sales team, um, going out there and getting, uh, dealers to engage.
• 18:39
  And then this core CarOffer team, um, really designing the product and, uh, and pushing things forward.
• 18:45
  But I mean, really at that point it was like we had a shell of a product, um, and we were just trying to figure out how to make it work.
• 18:55
  And I mean, I think that's where like, um, everything kind of funneled to me, um, 'cause I had the, the buying experience and another guy, Jeff Bittencourt, um, who was with CarMax for like 17 years. Interesting.
• 19:06
  And so I know y'all probably have, uh, met him before.
• 19:09
  And just like a, a really, you know, unique and interesting, um, setup to where we had these dealer sales managers that were like their relationship managers with the dealer.
• 19:19
  Um, and really just trying to figure out, okay, how do we partner with your business the best?
• 19:23
  And I think, like, that's where, um, you know, me being from so many different, s- you know, styles of dealerships, you know, big, small, in between, um, I could get on the phone with a dealer that sells, you know, 500 or 1,000 cars a month and kind of understand their business model, um, and get on this, you know, with someone with 30 to 40 cars in their inventory, understand that business model as well and go, "How do we pair with you the best and how can you use us to like actually, um, benefit?"
• 19:53
  'Cause not every d- dealer- I, I love that question because, like, if you're starting with that as your root objective, like, how do we partner with you the best- Yep...
• 20:03
  instead of like, how do we solve your problems or how do we fix what you're doing wrong or how do we... Like, those are the wrongs question starters.
• 20:10
  Your question, like, your, your initial starter question for any interaction is, how do we partner with you best? That's, that, that like, that's gonna solve a ton of problems, right?
• 20:21
  Because then it's everyone looking at the problem together instead of like looking at each other as the problem. So kudos to you of like making that your core competency question.
• 20:31
  How are you scaling that up a- as, as CarOffer grows? How are you scaling that feeling and responsibility into others at this point?
• 20:40
  It is, I mean, I think the hard part is, is sometimes dealers don't know, um, how the, how do, how do we partner with them, right? Mm-hmm. Um, and I think like that's one of the...
• 20:51
  It, it's just we have a more technical product, right?
• 20:54
  Um, when you're going through there and like, if we get someone on the other end that's invested, um, and like, "Okay, like I wanna grow, I wanna be an adopter, I wanna figure out how to make this work," um, that kind of partnership is incredible, um, on that, you know, really like kind of like foundation level.
• 21:12
  Um, I think like some people walk in a little bit going, "You need to make me better," right? And then I gotta like butt my head trying to figure out how their business model works and all this sort of stuff.
• 21:25
  Like, the more transparent and open you are from the beginning, um, like we will be like as transparent as we possibly can. 'Cause again, like we're just trying to help.
• 21:35
  Uh, we're just trying to figure out how to either help you buy cars, um, or help you sell cars, help you do both, um, and really make your dealership more profitable.
• 21:44
  And I think like the bonus you get is the access to all this information where like we're going through and analyzing the market like to the Nth degree because we have all this book data and information.
• 21:58
  So it's, it's pretty interesting. I have, um... So our time's running out here, but I have a question to kind of wrap us up.
• 22:06
  What do you think is the biggest blind spot right now that, that some dealers or many dealers might be missing? What's the blind spot?
• 22:14
  Um, blind spot for me is like you, like they have access to trending market data, um, to see like where price changes are week over week.
• 22:25
  Um, if they were tracking this, this is one of the main leading indicators that we look at.
• 22:30
  It could help you make massive business decisions and save literally hundreds of thousands of dollars if you're going in there and looking at that data. All right.
• 22:39
  Well, Chris, uh, this has been awesome hearing about your story, um, just hearing about what you're doing in the industry and the passion you're approaching the work and, and honestly the intelligence by which you're approaching work.
• 22:49
  Thank you so much for spending a few minutes with us today on Auto Funnels. Yeah. Thank you, guys.
• 22:54
  [upbeat music] Honestly, I'm just so happy that we had a conversation where we were able to talk about blue pill, red pill. That it, it just kinda like- Been waiting for that your whole life.
• 23:05
  [laughs] Been waiting to- [laughs]... a podcast with that and I'm good. I can be done podcasting.
• 23:09
  No, but um, you know, f- first of all, really just the fact that like traveling for two years, I'm sure that his perspective on every conversation, every interaction, the way he approaches dealers, the way he knows about cities and places and conversations that he can bring up- No doubt...
• 23:27
  I bet the interaction with him and a dealer is more dialed in, not just because of his, his time at Sewell and the stores that he was...
• 23:37
  But like I'm guessing that there's actually more learning that he's bringing to the table in the way that people approach their businesses from his time traveling the world, if I had to guess.
• 23:47
  Well, it's like, you know these po- poser like business coaches that do their seminars and they're like, "I- in order to change one's perspective, do this exercise." One's perspective must first change.
• 23:59
  "Stand on a chair. Yeah, stand on a chair in the corner of your room and look at the room from a different angle and that will open your mind."
• 24:05
  It's like, broActually got out of his natural habitat and traveled the world twice over in two years.
• 24:12
  Like, he's bringing all sorts of perspective to the conversations that, a- and different ways of thinking, I th- I, I think is the big part that, that just makes for a much more whole, uh, conversation I still can't believe when someone has been in, like, the trenches in the industry and sold cars and spent time, that is just not the first thing that you say everywhere.
• 24:38
  [laughs] Every time I find that, I mean, that's gotta be the fourth time we've figured this out about somebody in just, like, the last couple of months where they were like, "Oh, yeah, so I did sell cars," and we're like, "What?
• 24:47
  What? You sold car- Why don't you just tell everybody you sold cars?" Because there is a thing that happens when a dealer knows that you've sold cars, right? Kyle, I think, Michael, have you ever sold cars?
• 24:58
  I haven't ever sold cars. Kyle has. I've, I've sold lots of cars. You've sold lots of cars. That is true. Right? Yeah. And there is, like, explain what that camaraderie is, Kyle.
• 25:05
  I can only see it from an outsider's perspective. [laughs] Man, it's a whole thing. Yeah, like waking up on a Saturday and nobody else is going to work, but you're going to work and you're putting in the hours.
• 25:14
  Well, I've done that. [laughs] And yeah, it's, it's a whole thing. Like, and, and just, like, the late hours.
• 25:18
  You just know if a guy stayed at the dealership or a gal stayed at the dealership till 11:30 to see that, that, the last two wheels roll the curb, like, that's just, you can't ex- you can't put that into words what that feels like with the people that are there, the finance manager, the family at home, all that type of stuff.
• 25:37
  So it's not just knowing what cars to buy or where to buy them. It's the, like, literal idiosyncrasies that you never thought of. Did you notice, Michael- It's the culture...
• 25:44
  did you notice how Kyle was like, "Roll the curb"? Like, oh, that's something that he's- Yeah. He just started throwing lingo at us... us, that's something we say in the clink, right? Like [laughs]
• 25:54
  it's- [laughs] Well, hey, we really hope that you enjoyed this conversation with the Matrix Operation Director, uh, of CarOffer, uh, Chris Adams. So, uh, on behalf of myself, Paul J.
• 26:06
  Daly, Michael Cirillo, we'll see you next time on Auto Collapse. 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.
• 26:18
  You can get it now at asotu.com. That's A-S-O-T-U.com. 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.
• 26:32
  [upbeat music] Welcome to Auto Collapse. [laughs] Welcome to Auto Collapse. [laughs] Why are we recording? Are we rolling yet? Not yet.