Latest / CBT Live / Washington's Mixed Signals on Chinese Cars, Stellantis MAAP, $24,595 Impreza (09.25.26)

Transcript

Washington's Mixed Signals on Chinese Cars, Stellantis MAAP, $24,595 Impreza (09.25.26) · CBT Live

0:00
SPEAKER_00: Used Car Week is heading to San Diego this November, bringing together some of the biggest names in the industry.
0:05
SPEAKER_03: Right, plus the Lannis is making some major changes to its pricing strategy.
0:10
SPEAKER_03: All that and more coming up on CBT Live.
0:20
SPEAKER_03: Hey everyone, welcome into another edition of CBT Live.
0:24
SPEAKER_03: It is Friday.
0:25
SPEAKER_03: Thank God it's Friday, September 25th.
0:27
SPEAKER_03: I'm Jim Fitzpatrick, and I'm joined by Bridget Fitzpatrick.
0:30
SPEAKER_00: Hello, everyone, and welcome to the show.
0:32
SPEAKER_00: We're so glad to have you with us today.
0:33
SPEAKER_03: That's right.
0:33
SPEAKER_03: Great show today.
0:34
SPEAKER_00: Yeah, we have a great show coming up today.
0:36
SPEAKER_00: We have Bill Zedites, the president of Cherokee Media Group and the conference chair of Used Car Week.
0:43
SPEAKER_00: And then we'll be joined by Phil Pacaro.
0:45
SPEAKER_00: No one's gonna screw this one up.
0:47
SPEAKER_00: Sorry.
0:47
SPEAKER_00: Sorry, Phil.
0:48
SPEAKER_00: Pecraro, operating partner and owner operator of Murdoch Chrysler Dodge Jeep Ram of Bountiful Utah.
0:55
SPEAKER_03: Pecraro.
0:56
SPEAKER_03: That's that's a that's a Pecraro.
0:58
SPEAKER_03: Yeah.
0:58
SPEAKER_03: I think we got it.
0:59
SPEAKER_03: Yeah, we got it.
1:00
SPEAKER_03: Phil will forgive you for that, I think.
1:03
SPEAKER_03: He feels a nice guy.
1:04
SPEAKER_00: That's right.
1:04
SPEAKER_03: But used Car Week is huge.
1:08
SPEAKER_00: That would be a great comp two great conversations coming up before we get to those great conversations.
1:12
SPEAKER_00: I have a few stories to go over.
1:14
SPEAKER_00: Um the big one yesterday coming out of uh the White House Trump and Xi Jinping met, of course, yesterday.
1:21
SPEAKER_00: Not a whole lot came out of that.
1:22
SPEAKER_00: They have decided to extend the trade truce another two months.
1:27
SPEAKER_00: So I guess November was when it was ending, so two months after that.
1:31
SPEAKER_03: Kicking that ball that came down the street a little bit.
1:33
SPEAKER_00: So yeah, there's no so no big decisions coming out of that from yesterday.
1:37
SPEAKER_00: Um our friend Senator Bernie Moreno was working yesterday to get a bill passed through the Senate.
1:43
SPEAKER_00: Um and he needed uh you know, everybody to say yes.
1:47
SPEAKER_00: And Paul, uh Senator Paul Rand had some concerns, so he's going to delay that until next week and try again because he's really trying to get um the restrictions to stay in place.
1:56
SPEAKER_03: Yeah, the you can imagine um the pressure that uh Senator Marino and Senator Slotkin are under because of being Ohio and also Michigan, so many different you know, auto workers and factories and and brands, you know, domestic brands here, and and also some of the foreign brands.
2:13
SPEAKER_03: Most all of foreign brands, you know, whether it be Toyota, Nissan, Subaru, they're all building cars here and they're like, slow down on this whole Chinese vehicle thing.
2:21
SPEAKER_00: They are working hard to get that done.
2:24
SPEAKER_00: So we'll see what happens next week with that.
2:26
SPEAKER_03: Yeah.
2:26
SPEAKER_00: So in other news, Subaru has an interesting answer to the affordability conversation.
2:30
SPEAKER_00: It's bringing back a base impreza for 2027 with a starting price of 24,595.
2:38
SPEAKER_03: Now we're talking.
2:38
SPEAKER_00: Yeah, that's 2,000 below the starting price of the 2026 lineup.
2:42
SPEAKER_00: So that's that's that's good for consumers.
2:45
SPEAKER_00: Um to be clear, Subaru didn't cut the price of every Impreza.
2:49
SPEAKER_00: It added a less expensive version back to the lineup.
2:52
SPEAKER_00: Okay, there we go.
2:54
SPEAKER_03: Everybody wants to.
2:57
SPEAKER_03: Everybody wants that uh 20, 20,000, 24, in this case,$24,000 vehicle because of all of the upset over the price of these cars,$50,000.
3:08
SPEAKER_03: Yeah, that's great.
3:09
SPEAKER_03: That's good news.
3:10
SPEAKER_00: So we talked yesterday about the Cox um study that came out, the sales outlook, and we talked about um some of those numbers.
3:17
SPEAKER_00: But one thing we didn't mention was um Cox predicts that GM and Ford will have the largest U.S.
3:23
SPEAKER_00: market share declines among the 13 automakers that they tracked through the first three quarters.
3:28
SPEAKER_00: Ford's share is projected to fall to 12.5%.
3:33
SPEAKER_00: GM's is projected at 16.7%, down from 17.4% a year ago.
3:38
SPEAKER_00: So these are forecasts, not the final third quarter results.
3:41
SPEAKER_00: So um we will keep everybody updated on that.
3:44
SPEAKER_00: They say that shoppers are moving towards hybrids and passenger cars where Asian automakers have stronger lineups and they're expecting that um more than half of U.S.
3:53
SPEAKER_00: new vehicle sales for the second, well, they are second straight quarters Asian brands.
3:57
SPEAKER_05: Yeah.
3:59
SPEAKER_05: Big shocker.
4:00
SPEAKER_00: Right.
4:01
SPEAKER_00: I know.
4:03
SPEAKER_00: Shocker, no shocker there.
4:05
SPEAKER_00: Um so Tesla held an event in Nevada last night, and they are beginning semi-deliveries to more customers this week.
4:13
SPEAKER_00: Trucks with PepsiCo, DHL, US foods, those branding um that they were all there.
4:19
SPEAKER_00: Tesla says the long-range version can travel 500 miles with a load on one charge.
4:25
SPEAKER_00: Wow.
4:25
SPEAKER_00: So that's that's pretty good.
4:26
SPEAKER_00: They unveiled this a while ago, I think in 2017, and they made some limited deliveries, but this is the first time that they're really um putting it to giving it to the customers.
4:35
SPEAKER_03: So we're in a new world now.
4:37
SPEAKER_00: We really are, and with the diesel prices the way they are, I'm sure a lot of people are going to be looking into that.
4:42
SPEAKER_03: Oh, no question.
4:43
SPEAKER_03: Yeah, it's a good looking truck, too.
4:44
SPEAKER_03: Look at that.
4:44
SPEAKER_03: I mean, we're showing it now on the screen.
4:46
SPEAKER_03: Yeah, that is really cool looking.
4:48
SPEAKER_00: Yeah, wouldn't expect anything different from tester, I guess.
4:51
SPEAKER_00: So um before we get to our interviews today, I would like to um talk about kind of something sweet.
4:58
SPEAKER_00: Today is Dolly Day.
4:59
SPEAKER_03: Dolly Day.
5:00
SPEAKER_00: Dolly Day, Dolly Parton Day.
5:01
SPEAKER_00: Um and so it's September 25th, which is 9 to 5.
5:05
SPEAKER_00: So Nashville has made it Dolly Parton Day.
5:08
SPEAKER_03: Wow.
5:08
SPEAKER_03: Okay, that's okay.
5:09
SPEAKER_00: 925.
5:10
SPEAKER_03: 925.
5:11
SPEAKER_03: September 225.
5:12
SPEAKER_03: Yes, like the movie?
5:16
SPEAKER_00: I'm with the Marion Ice.
5:18
SPEAKER_00: Anyway, I just thought I'd thought I'd mention that because I thought it was sweet.
5:22
SPEAKER_03: She she deserves a day.
5:23
SPEAKER_00: I think every day should be Dolly Day.
5:24
SPEAKER_03: I know.
5:25
SPEAKER_00: Actually, I know.
5:26
SPEAKER_00: Everybody should act like Dolly Parton.
5:28
SPEAKER_00: It is.
5:28
SPEAKER_00: When in doubt.
5:29
SPEAKER_03: No question.
5:29
SPEAKER_00: What would Dolly do?
5:32
SPEAKER_03: That's right.
5:33
SPEAKER_00: All right.
5:33
SPEAKER_00: Used cars are a huge part of the dealership business, and the strategy around inventory, pricing, profitability, and technology is changing fast.
5:42
SPEAKER_03: That's right.
5:42
SPEAKER_03: That's why leaders from across automotive are coming together this November 16th through the 19th for Used Car Week in San Diego.
5:50
SPEAKER_03: And CBT News will be there as well.
5:52
SPEAKER_03: Joining us live to talk about this week is Bill Zedis, who he's the president of uh Cherokee Media Group and uh the conference chair and of Used Car Week as well.
6:02
SPEAKER_03: So, Bill, thank you very much for joining us.
6:04
SPEAKER_03: Did I get the name right?
6:04
SPEAKER_03: I think it's Zadites, right?
6:06
SPEAKER_07: Zadites.
6:07
SPEAKER_07: I mean, you're uh Jim, you're not the first one to uh found that one off.
6:13
SPEAKER_07: And and what an honor to be here on Dolly Day.
6:15
SPEAKER_07: Are you kidding me?
6:16
SPEAKER_07: That's right.
6:17
SPEAKER_07: That's right, Dolly Day.
6:18
SPEAKER_07: Dolly things are just uh fantastic, so I appreciate that.
6:21
SPEAKER_07: Good to see both of you.
6:22
SPEAKER_07: You too.
6:22
SPEAKER_07: So it's good.
6:23
SPEAKER_00: We know it's gonna be a positive show today, being Dolly Day.
6:25
SPEAKER_03: That's right.
6:25
SPEAKER_03: That's right.
6:27
SPEAKER_03: Speaking of shows, we got a we too have a big show coming up.
6:30
SPEAKER_00: We're so excited.
6:31
SPEAKER_00: Let's talk about the partnership between CBT News and Cherokee Media Group.
6:35
SPEAKER_00: Um, thank you so much for the partnership.
6:37
SPEAKER_00: We have appreciated it and um looking forward to the show for sure.
6:40
SPEAKER_07: Yeah, kind of a natural thing to talk about.
6:42
SPEAKER_07: Absolutely, and the feeling is mutual.
6:44
SPEAKER_07: Uh, I was so glad to be partnering uh with uh with CBT News.
6:47
SPEAKER_07: You guys do such a great job for the industry, and um and and when we're all working so hard to uh provide content, information, and other things that are valuable to the to the industry and to dealers, um we appreciate the partnership and we're really honored to be uh kind of arm in arm with you guys as we walk towards San Diego.
7:06
SPEAKER_03: Well, we are honored to be part of it.
7:07
SPEAKER_03: So uh we'll be there, as we mentioned, shooting the you know, from from the uh convention or from the conference, I should say, all week long.
7:15
SPEAKER_03: And uh we're excited to be you know partnering with it.
7:18
SPEAKER_03: This is such an incredible event.
7:19
SPEAKER_03: I think it might be your first time, but it is not my first time.
7:23
SPEAKER_03: This week uh is just incredible.
7:25
SPEAKER_03: For those of you that haven't done it yet, make sure that you register for this.
7:28
SPEAKER_03: I don't care if you're a used car dealer, a new car dealer, an industry executive, an OEM executive, it is happening at this event.
7:36
SPEAKER_03: I I'm telling you, I came back, I was so impressed.
7:39
SPEAKER_03: This is a first-class operation, folks, that you do not want to be left out of.
7:42
SPEAKER_03: And of course, used cars is such a big part today of you know, a dealer's productivity, bottom line, profitability, everything because of what we see on the used car affordability side, right, Bill?
7:55
SPEAKER_07: Absolutely.
7:56
SPEAKER_07: You know, uh around the office here, we just uh we said very plainly, Jim, you know, everybody drives a used car.
8:02
SPEAKER_07: That's right.
8:02
SPEAKER_06: Everybody drives a used car.
8:04
SPEAKER_06: That's a good point.
8:05
SPEAKER_07: You know, whether it's in the service drive or you know, just uh parked in the parking lot, everyone's got a used car.
8:11
SPEAKER_07: And um, and we've been very fortunate down through the years to really uh have the opportunity to cover this segment of the market.
8:19
SPEAKER_07: Um, everything from the off-lease vehicles, CPO all the way down through different levels of inventory, uh different types of structures in terms of pricing.
8:29
SPEAKER_07: Yep.
8:30
SPEAKER_07: Um it's it's just an amazing opportunity and a great industry to be in.
8:34
SPEAKER_07: And so used Car Week has this unique kind of blend.
8:37
SPEAKER_07: And when you and I have talked about this a little bit, of the retail segment, which is absolutely critical.
8:42
SPEAKER_07: The dealers are you know the hub, which everything rolls around.
8:46
SPEAKER_07: Sure.
8:47
SPEAKER_07: Um, and then the auto finance segment, which you know comes into that play in such a big way, the loss mitigation piece, with this which is kind of hand in glove with the auto finance piece, and remarketing.
8:59
SPEAKER_07: And you wrap a little bit of private equity and MA and AI, hate to say it, you gotta talk about it.
9:04
SPEAKER_07: We're gonna talk about it, all those things.
9:06
SPEAKER_07: And and just the combination and and and those ingredients coming together has proven to be a winning formula for used car week.
9:13
SPEAKER_07: And uh, we're looking forward to San Diego.
9:15
SPEAKER_07: It's gonna be another fantastic conference.
9:17
SPEAKER_00: Yeah, it really is, and there's so much to talk about, and you always have a stellar lineup.
9:20
SPEAKER_00: Talk to us about the incredible lineup that you're gonna have this year.
9:24
SPEAKER_07: We are excited about it, Bridget.
9:26
SPEAKER_07: I I tell you, uh, we've been fortunate over time, and this is the 27th year for Used Car Week.
9:32
SPEAKER_07: Hard to believe.
9:33
SPEAKER_07: Um started way back in the day in the late 90s and have kind of grown out over time.
9:38
SPEAKER_07: Um, but we will have executives, dealers as well, that will be uh participating in conversations, everything from the live stage, you know, general sessions that you uh kind of come to know to workshop environments, dealer training sessions that we're excited about, live stage sessions that we'll be hosting, you'll be hosting uh as part of CBT.
10:00
SPEAKER_07: And and it really is just a stacked group.
10:03
SPEAKER_07: I think I saw this morning we have I think 112 or 115 speakers.
10:08
SPEAKER_07: Oh my gosh.
10:09
SPEAKER_07: So we're excited about bringing that brain trust um to the industry.
10:14
SPEAKER_07: I think um, you know, one of the values that we've seen over time is that you know, in an age when everything is so digital, even what we're doing now, right?
10:23
SPEAKER_07: I mean, but that's right, everyone's got a phone in the in their pocket.
10:26
SPEAKER_07: Yep.
10:27
SPEAKER_07: Um, there is a lot of value, and we continue to discover it.
10:32
SPEAKER_07: The value of being in person with a conversation, with a cup of coffee, that's right, with a dinner, and uh, and having those conversations and building those relationships is uh just really a great compliment to the uh to the content that we're gonna have um and provide to the industry.
10:48
SPEAKER_07: So uh once again, we're we're excited about it and uh and looking forward to a great venue.
10:53
SPEAKER_07: If you've never been to the Manchester Grand Hyatt in San Diego, you're in for a treat.
10:57
SPEAKER_03: No, that that is for sure.
10:58
SPEAKER_03: I have been there, it is amazing.
11:00
SPEAKER_03: I I totally agree.
11:01
SPEAKER_03: So, you know, due to the affordability issue that you know the industry is currently facing with the high cost of new cars at almost$50,000 or actually exceeds$50,000, used cars really have been the solution for both dealers and consumers, right?
11:15
SPEAKER_03: Talk to us about that.
11:17
SPEAKER_07: Abs uh absolutely.
11:18
SPEAKER_07: I mean, I think that you know when we walk back through time, um the perception of a used car has changed over probably the time when you and I were young, right?
11:27
SPEAKER_07: Um, you know, you got a used car maybe as your first car when you were uh in high school or whatever it may be.
11:32
SPEAKER_07: But to your point, the price points have just risen so much that different levels of used cars, and again, whether it's a certified pre-owned car, off-lease car, 10-year-old car, whatever that might be, um there is a used car for each segment of the consumer.
11:51
SPEAKER_07: And they're searching that more and more.
11:54
SPEAKER_07: And we've seen that in terms of the uh the companies who have really come into the industry to serve the dealers, to serve the consumers, and um and try to meet that demand.
12:04
SPEAKER_07: It really is, I mean, and I would say too, and if you've seen this, I mean the prices of used cars are going up.
12:09
SPEAKER_07: Um there's all kinds of different opportunities there.
12:12
SPEAKER_07: I think one of the unique conversations, and and we'll look forward to having this, is um is the number of off-lease EVs um coming back into the market.
12:22
SPEAKER_07: Yeah, good point.
12:23
SPEAKER_07: And it that volume of EVs is providing a lower price point.
12:28
SPEAKER_07: That's right.
12:29
SPEAKER_07: So where someone may not have been in the market just because of pricing or whatever consideration uh on a brand new EV, this now two or three-year-old used EV may be a fantastic opportunity to get into that entry point into the EV market.
12:44
SPEAKER_07: So a lot of different uh moving pieces to the used vehicle market.
12:48
SPEAKER_07: Yeah.
12:49
SPEAKER_07: Um there's no car that uh no two cars that are alike.
12:53
SPEAKER_07: And so that unique distinction just makes this part of the industry so exciting.
12:58
SPEAKER_07: And honestly, for uh for our industry, for the dealers, for the OEMs, for the vendor community, that's right.
13:04
SPEAKER_07: The banking community, the lending community is a great opportunity.
13:07
SPEAKER_03: Yeah, and those the banking community, the lending community, though they're all gonna be there at the event, which I think is so cool because you know, for dealers that whether they're looking for a lender that can handle their secondary finance uh or they're looking even for a shipping company, because right now we know that people will travel or at least purchase a vehicle three states over and have it shipped to them, you're gonna have them all there.
13:29
SPEAKER_03: I mean, it's all in one location, which I think is really cool for the attendee, especially if you're a used car manager, GM, GSM, dealer principal, whatever the case might be.
13:38
SPEAKER_03: You know, you've got all of these resources in one location for that one week.
13:42
SPEAKER_03: And uh, I've spoken to a number of the other attendees that have gone, and uh, and they say, man, that uh it's it's a week that they don't want to ever miss, especially if they're in any one of these sectors, right?
13:55
SPEAKER_07: It's uh it's really our secret sauce.
13:57
SPEAKER_07: And it's uh like any good idea, yeah, you think you're headed in the right direction and you make some, you know, you make some wrong turns and you get end up in the ditch a couple of different times.
14:05
SPEAKER_07: Uh and not to say that it's perfect, but it has turned out to be something really valuable for the industry.
14:10
SPEAKER_07: Yeah.
14:11
SPEAKER_07: Because generally, each of these segments, Jim, just as you were mentioning, a lot of times they will meet, you know, on their own.
14:17
SPEAKER_07: Um, this opportunity at Used Car Week does bring together every segment of the used car industry and provides an opportunity in one trip, in one beautiful location, to meet a lot of smart people and build some great relationships.
14:30
SPEAKER_07: That's right.
14:31
SPEAKER_03: Let's talk about that beautiful location.
14:33
SPEAKER_03: Uh, you guys pick incredible uh venues each time that you hold this uh week-long event.
14:39
SPEAKER_03: So talk to us about why why San Diego and and why that uh that resort.
14:44
SPEAKER_07: Well, uh way back in the day when we began to uh to look for opportunities for where we would schedule used car week.
14:51
SPEAKER_07: And and we all know, listen, there are there are a ton of automotive conferences.
14:55
SPEAKER_07: I mean, there's a you could stay on the road every week to attend an event in the automotive industry.
15:00
SPEAKER_07: There's no doubt about that.
15:02
SPEAKER_07: Um so we identified November as an opportunity, but we also knew that if you were gonna go in November, you better be on the West Coast in a warm weather location.
15:12
SPEAKER_07: So we rotate used car week around San Diego, um, Scottsdale in Las Vegas, and um been very fortunate to have great venues at the Red Rock just outside of Vegas, beautiful resort.
15:24
SPEAKER_07: Um, Scottsdale, that's where I first met you.
15:27
SPEAKER_07: Yes, right.
15:28
SPEAKER_07: At the Kierlin Resort, which is just a fantastic place.
15:31
SPEAKER_07: Yeah, and uh and then the Manchester Grand Hyatt, which is right on the water there, two beautiful towers on the bay there in San Diego.
15:38
SPEAKER_07: And um and we've been fortunate to stick with those three properties and rotate the event um through those areas.
15:44
SPEAKER_07: But uh it's I would say the other thing too, we've all been to Las Vegas probably more times than we can even remember.
15:50
SPEAKER_07: And some of them we don't want to remember.
15:52
SPEAKER_07: Yeah, some of them we can't remember if we if we tried, that's a whole nother show.
15:57
SPEAKER_00: Those actually stay there, so that's why we don't remember.
16:00
SPEAKER_03: By the way, that when you talk about a week in Vegas, that that's a long time.
16:05
SPEAKER_03: That's like a month anywhere else.
16:06
SPEAKER_07: Yeah, it is, it really is.
16:08
SPEAKER_07: But San Diego is a unique location, there's not a lot of destination points there that or a lot of a lot of opportunities to go to San Diego.
16:17
SPEAKER_07: And um, it's just a beautiful part of the state and um a beautiful location there.
16:22
SPEAKER_07: The Manchester Grand Hyatt is a beautiful property, and is we've been very successful with it, and great people that work there, and so um we look forward to uh to hosting everyone that's great in a couple of months.
16:32
SPEAKER_07: That's great.
16:33
SPEAKER_03: When the week is is finished, uh what what do you want the industry uh that that the attendees from the industry, I should say, to walk away with?
16:42
SPEAKER_07: You know, the first thing they need to do is take a nap.
16:46
SPEAKER_07: That's a long week.
16:47
SPEAKER_07: That's what I'm gonna do.
16:48
SPEAKER_07: Enjoy Thanksgiving with your families.
16:50
SPEAKER_07: Enjoy, you know, whatever you might do.
16:52
SPEAKER_07: Uh after that, I I think the biggest compliment we have is when someone comes up to us and says, Hey, um, I learned something here this week.
17:01
SPEAKER_07: Um, I I met someone here that's gonna make a difference in my career.
17:06
SPEAKER_07: I met someone here that's gonna make a difference in my business.
17:08
SPEAKER_07: This relationship that I've built over the course of this week is really crucial to the success of my business.
17:15
SPEAKER_07: And whether that's a dealer, whether that's an OEM, whether that's a lending executive, whether that's someone on the loss mitigation side, whether that's someone who's looking for a job.
17:25
SPEAKER_07: We've had so many, I cannot tell you the number of times we've had people come out and said, Hey, I'm just gonna network.
17:32
SPEAKER_07: Is it okay if I come?
17:33
SPEAKER_07: And we're like, absolutely, come out, come out here and see what you can do.
17:37
SPEAKER_07: So it's just gratifying in so many different ways.
17:40
SPEAKER_07: Um, but our job, you know, at the end of the day, we want to provide that content.
17:44
SPEAKER_07: We want to put you in a room where you can meet people of value and uh and provide that over and above wherever you've spent, whatever amount of time you've spent, and uh and make that valuable for whatever part of the industry you work in.
17:59
SPEAKER_03: The week that I went, um, you guys featured 40 under 40.
18:02
SPEAKER_03: Um, talk to us about some of the other things that you'll have there as well.
18:06
SPEAKER_07: You know, uh that really is one of my favorite parts of the event where we get to uh recognize the young executives that are really making waves and doing great things in the industry because I probably like you, you know, when I was 15, I didn't grow up and say, you know, when I do grow up, I'm gonna work in the used car industry.
18:25
SPEAKER_02: That's that's no, you don't know we get that.
18:28
SPEAKER_07: Right.
18:28
SPEAKER_07: Right.
18:29
SPEAKER_07: Um but it is so important that we uh that we foster these young executives and smart young people, talented young people to come into this industry.
18:38
SPEAKER_07: That's right.
18:39
SPEAKER_07: Because once they get a taste of it, once they get a taste of it, they uh they understand the uh the opportunity, they understand the challenge, they see what it can do for their career, and uh they understand how they can add value to a company as well.
18:51
SPEAKER_07: But yes, we have the 40 under 40, that's gonna be great.
18:54
SPEAKER_07: We have a lot of uh women in programs, women in auto finance, women in retail, women in loss mitigation, women in remarketing.
19:02
SPEAKER_07: I have uh a wife and three daughters, so I have full respect for what we've got going on there.
19:07
SPEAKER_07: And um and truly over time, those have been special moments.
19:11
SPEAKER_07: People uh who for the first time in their career may have been recognized for something, um, people at the end of their careers um who are recognized for something, people new in their careers who've been recognized.
19:22
SPEAKER_07: And uh again, it goes to the relationship building, it goes to the celebration of the people and the executives in this industry.
19:29
SPEAKER_07: Sure.
19:30
SPEAKER_07: And uh, you know, we want to get you on stage and celebrate with you and give you that round of applause.
19:34
SPEAKER_07: We're gonna hand you the flowers.
19:36
SPEAKER_03: Yep, that's fantastic.
19:37
SPEAKER_03: Well, we are so looking forward to it, really, Bill, and we really appreciate uh the invite.
19:41
SPEAKER_03: And we're looking forward to getting some great interviews there while we're there for the week.
19:46
SPEAKER_03: So thank you so much for joining us for dealers that are listening to us right now and and industry executives, whether you're on the vendor side, the OEM side, the dealer community, the independent community, the transportation community.
19:59
SPEAKER_03: This is without a doubt a week that you need to attend.
20:02
SPEAKER_03: And uh for all of the reasons that Jill uh uh Bill just pointed out.
20:05
SPEAKER_03: So, Bill, thanks so much for joining us on the show.
20:07
SPEAKER_03: Very much appreciate it.
20:08
SPEAKER_00: Bill, before we let you go, should we say go mountaineers with the uh App State?
20:12
SPEAKER_00: Absolutely.
20:12
SPEAKER_07: We've got NC State this weekend, so let's go.
20:15
SPEAKER_07: Absolutely.
20:15
SPEAKER_07: Thank you for that.
20:16
SPEAKER_07: There you go.
20:18
SPEAKER_07: There you go.
20:18
SPEAKER_07: Little plug for the mountaineer.
20:19
SPEAKER_07: That's right.
20:20
SPEAKER_07: That's right.
20:20
SPEAKER_07: That's right.
20:20
SPEAKER_00: Well, thank you so much.
20:21
SPEAKER_00: We really look forward to seeing you in San Diego.
20:23
SPEAKER_03: That's right.
20:24
SPEAKER_03: Great to spend time with you.
20:25
SPEAKER_03: Yep.
20:25
SPEAKER_03: Take care.
20:27
SPEAKER_03: It's gonna be a great week.
20:28
SPEAKER_00: It really is.
20:29
SPEAKER_00: I'm excited to be going for the first time.
20:33
SPEAKER_03: Yeah, no, I know.
20:34
SPEAKER_03: I I went, and as you know, when I got back, I was like, oh my god, these guys do a first class operation.
20:39
SPEAKER_03: And you're not the only one.
20:40
SPEAKER_00: I've talked to a lot of people that said, Oh, you're gonna love it.
20:43
SPEAKER_00: It's gonna be a great time.
20:44
SPEAKER_00: It's a great event for for anyone.
20:46
SPEAKER_03: And how many times over the years have people asked us, are you gonna be at the use car every week?
20:50
SPEAKER_03: And it was always a conflict of scheduling or whatever.
20:53
SPEAKER_03: And uh so I'm so glad we we did this.
20:55
SPEAKER_00: And they do an amazing job over there.
20:56
SPEAKER_03: So I'm really sign up now, dealers.
20:58
SPEAKER_03: Now do it right now.
21:00
SPEAKER_00: Before we get to our next guest, let's thank our sponsor, Capital One.
21:04
SPEAKER_00: Navigator Platform from Capital One gives you the solutions you need to drive leads, conversions, and results.
21:10
SPEAKER_00: You deserve a partner that helps you win in your market.
21:12
SPEAKER_00: Reach out to your Capital One representative to learn how Navigator Platform can help your dealership take the lead.
21:18
SPEAKER_00: That's right.
21:19
SPEAKER_00: Thank you, Capital One.
21:21
SPEAKER_03: That's right.
21:22
SPEAKER_03: Celantis dealers are navigating changes to pricing, advertising, and the company's broader strategy.
21:28
SPEAKER_00: That's right.
21:28
SPEAKER_00: And we're joined live with Phil Peccararo, operating partner and owner operator of Murdoch Chrysler Dodge G Ram of Bountiful to share his thoughts and his opinions on all of this.
21:41
SPEAKER_00: Welcome to the show, Phil.
21:42
SPEAKER_01: Nikki, that's a that's a mouthful there.
21:45
SPEAKER_01: Yeah, it's an interesting, it's an interesting time with uh Stillantist.
21:48
SPEAKER_01: Uh, I started uh when we purchased this store, this was actually my first store as a general manager.
21:54
SPEAKER_01: So I started the store in 2009, left and went uh when we were at a 13% share.
22:00
SPEAKER_01: Uh went to Ford, had a great experience there, and then we had an opportunity to purchase this store with some partners after the Larry Miller.
22:07
SPEAKER_01: Larry Miller group had sold Asbury and then they kind of moved around.
22:09
SPEAKER_01: So it was a great opportunity.
22:11
SPEAKER_01: But coming back at a 6% share in the state obviously presents some unique challenges.
22:17
SPEAKER_01: And uh right now, I think the dealers have to realize that the good product is coming.
22:22
SPEAKER_01: Uh the manufacturers trying to do all the right things.
22:25
SPEAKER_01: And if you look at our European stuff, it's great.
22:28
SPEAKER_01: I mean, you look at the Central product, you look at the Peugeot product, you look at all that stuff that's starting to make its way here.
22:33
SPEAKER_01: I think we have a lot of positive momentum.
22:35
SPEAKER_01: I think that the Stellantis uh map pricing or the ad covenant is is a step in the right direction.
22:41
SPEAKER_01: It will be challenging for some dealers because uh we'll have to spend more money to drive customers and then uh create a great experience.
22:48
SPEAKER_01: Sure, sure.
22:49
SPEAKER_00: Yeah, we have um had mixed feelings coming out of dealers that we've talked to.
22:53
SPEAKER_00: Um what are you seeing from Stellantis that has you the most encouraged and what do you still want to see?
22:57
SPEAKER_00: Where do you want to see some changes?
23:00
SPEAKER_01: You know, I think that Stillantis still has to rebuild the trust with the dealers.
23:03
SPEAKER_01: Um I think that their ultimate scorecard should be dealer profitability.
23:07
SPEAKER_01: If the dealers are profitable, profitable growth for all, good things happen.
23:11
SPEAKER_01: And so if they, you know, root that in their fundamental success and what their scorecard looks like, everything will be okay.
23:17
SPEAKER_01: Um, I think that the product launches have been good.
23:20
SPEAKER_01: Uh, quality is much better, Grand Wagoneer is better than it was.
23:23
SPEAKER_01: Uh, the new trucks have been really, really good.
23:25
SPEAKER_01: Um, so I think things are moving the Dakota, uh, moving into the again the rampage here.
23:30
SPEAKER_01: Um, so I think a lot of that stuff that's coming, I'm really, really bullish on.
23:34
SPEAKER_01: But I think that they have to work on that trust between the dealerships.
23:36
SPEAKER_01: Hey, this is what we have in coming incentives, this is the market that we're currently in, and this is what it looks like uh, you know, holding us together, working the way through it.
23:44
SPEAKER_03: Yeah.
23:44
SPEAKER_03: So the new map pricing sets kind of a floor for pricing and discounts that dealers can advertise.
23:50
SPEAKER_03: Um, what do you think that this is coming out of maybe the FTC pressure that uh is coming from, or should say pressure that's coming from the FTC in the dealer community?
23:59
SPEAKER_01: You know, I think that it when we look at it, uh when I came here, you'd have an interesting situation where a dealer would have uh the car listed at six or seven thousand dollars in in discounts, guests would show up, and then there would be a whole bunch of addendums or add-ons, which is not a great customer experience.
24:15
SPEAKER_01: And so I think that what it does is it forces the dealers to really focus on being good, right?
24:21
SPEAKER_01: Uh creating a great experience, doing all that stuff, and then take away the excuse.
24:26
SPEAKER_01: So um I was with Hyundai for a short stint because the Murdochs have a great big Hyundai store, and realizing that um when they level the playing field, and I think Michael Orange has is done great things in the short amount of time with Stellantis, he's kind of changed that uh that model, and I think what that does levels the playing field, uh, and it's kind of it doesn't, you know, the opportunities are equal now, and then it's on us to provide that experience and then drive the business.
24:49
SPEAKER_01: Right.
24:49
SPEAKER_01: Um, but I think it's a good thing.
24:51
SPEAKER_03: So, how is business at the dealership today?
24:54
SPEAKER_01: You know, it's uh trucks have been good, uh jeeps are struggling a little bit.
24:58
SPEAKER_01: Um, I think that right now, obviously, uh gas prices are high, so the heavy duty stuff is kind of slowing down a little bit.
25:04
SPEAKER_01: Sure.
25:05
SPEAKER_01: Um, municipal business is still good, small business is still good.
25:09
SPEAKER_01: There's still a lot of customers that want to buy cars, um, but it's getting involved early.
25:13
SPEAKER_01: I think um I always use the top gun reference with my guys.
25:17
SPEAKER_01: You know, we relied on missiles as opposed to guns with COVID, and so we have to go back to dogfighting, getting involved early, finding out what negative equity is.
25:25
SPEAKER_01: I mean, we have a generation of salespeople that don't know what negative equity is, and it's almost like we have banks that don't know what negative equity is.
25:31
SPEAKER_01: Right.
25:32
SPEAKER_01: Um we have to kind of work on that and get better at making sure we're involved early, letting the customer know what they can buy, letting know their current situation, and then we'll just kind of figure it out as we go.
25:41
SPEAKER_01: So I think there's opportunities.
25:43
SPEAKER_01: Uh other dealers will say that it's really, really tough.
25:45
SPEAKER_01: I think used cars are our biggest opportunity.
25:48
SPEAKER_01: Look at Manheim 30-day supply under$10,000 is less than 30 days.
25:52
SPEAKER_01: So really just making sure that you're price this stuff correctly.
25:54
SPEAKER_01: Anything under$30,000 is just moving so fast you can't even keep it in.
25:58
SPEAKER_03: Yeah, yeah.
25:59
SPEAKER_03: No, I I see that.
26:00
SPEAKER_03: And there's a need for that for for sure.
26:03
SPEAKER_03: No question.
26:03
SPEAKER_03: Now, some of the videos that we're showing uh while you're speaking, is that's actually you in those social media clips.
26:09
SPEAKER_03: Uh, talk talk to us about that.
26:10
SPEAKER_03: And we see so many dealers and salespeople, you know, on social media.
26:15
SPEAKER_03: Um, you seem to be very enthusiastic about your products there.
26:18
SPEAKER_03: Um, how's that working for you?
26:20
SPEAKER_01: You know, it's been uh it's been fun.
26:22
SPEAKER_01: I think that uh us as a personality and us, um, I started, like I said, at this store.
26:27
SPEAKER_01: My sales manager was a lot tech when I started.
26:29
SPEAKER_01: Um, another sales manager was just mowing lawns and then came and worked for us, and then we kind of use that as fun to tell our story.
26:35
SPEAKER_01: Yeah.
26:35
SPEAKER_01: So we're not taking ourselves too seriously, but we're also letting people know that we're part of the community.
26:40
SPEAKER_01: Uh, we want to drive traffic, we want to have fun, and we're just here to kind of sell a car, make uh make a friend.
26:46
SPEAKER_01: And when you come in, you want to feel like family and and be I want I always tell customers, are you on this journey with us?
26:52
SPEAKER_01: Yeah, right?
26:52
SPEAKER_01: We have customers upset in service, customers, hey, if you're in this together and you're gonna always be here, yep.
26:58
SPEAKER_01: Let's just build this together.
26:59
SPEAKER_01: We want to be part of that that that partnership and with my vendors and with with our guests, sure.
27:04
SPEAKER_01: We want to be part of that chip.
27:05
SPEAKER_01: So that's important.
27:06
SPEAKER_01: Sure.
27:07
SPEAKER_03: Well, I'd be remiss if I didn't ask you, because I'm uh this is a topic that we talk a lot about here at CBT News, and that is, you know, we saw uh President uh uh Trump with president of China.
27:18
SPEAKER_03: Uh what what's your take?
27:19
SPEAKER_03: What are your thoughts?
27:20
SPEAKER_03: And here we've got somebody that's all actually asking there, but what are your thoughts on Chinese vehicles and the prospect that they're they're trying to come into the US?
27:29
SPEAKER_01: Uh it's actually kind of funny.
27:30
SPEAKER_01: I was in Dubai earlier this year and got a chance to and see some of the vehicles.
27:34
SPEAKER_01: They're they're amazing.
27:35
SPEAKER_01: Yeah.
27:35
SPEAKER_01: They're they're they're nice.
27:36
SPEAKER_01: And so I think that we have to worry about two things.
27:39
SPEAKER_01: Uh, does the US consumer deserve um that access to that product?
27:44
SPEAKER_01: And I think that if it's safe, um and if it's you know gonna have some like so we don't want to bring in a car or bring in 20 or 30 car companies and have parts issues or safety issues or you know, leak technology issues.
27:57
SPEAKER_01: Um, but I think that we have to be humble enough to realize that you know, if is it gonna be better if we have to go compete with that?
28:04
SPEAKER_01: Can we be better if we're on a level playing field?
28:06
SPEAKER_01: Right.
28:06
SPEAKER_01: I mean, obviously, you know, China hasn't turned off the factories, Australia's got a you know issue with profitability with all the other dealers and market share they're losing, Canada's gonna import a whole bunch, and we'll see how those guys are uh gonna deal with it.
28:18
SPEAKER_01: But I think that the technology's there, we have to embrace that.
28:21
SPEAKER_01: What can we take and learn?
28:22
SPEAKER_01: And maybe it's the partnership, maybe if we can get them to build some cars here.
28:25
SPEAKER_01: Uh we do need less expensive vehicles.
28:28
SPEAKER_01: Um and I think that as an from the manufacturer's point of view, they they really have to step up and do that.
28:33
SPEAKER_03: Sure, sure.
28:34
SPEAKER_03: I love that that you use the word deserve.
28:36
SPEAKER_03: That you you said that uh today's consumers here in the US d deserve different options.
28:41
SPEAKER_03: And you know, and then of course it's such an incredible car that they're building, uh, styling technology, uh long, longer batteries, quicker charging, you know.
28:50
SPEAKER_03: So yeah, that's uh unique that you use that word deserve.
28:53
SPEAKER_03: I haven't used it, I haven't used that before, but I think you're spot on with that.
28:56
SPEAKER_03: I think we do deserve something like that.
28:58
SPEAKER_03: So it's gotta be, but you gotta have the right, you know, uh guardrails in place in order for that to work, you know.
29:03
SPEAKER_03: So let me ask you this um as we close out the segment.
29:06
SPEAKER_03: Um, what are the things, if any, that keep you up at night as the the leader of uh a domestic brand there and and uh doing business uh in Idaho?
29:16
SPEAKER_03: What what what is it?
29:18
SPEAKER_03: Or not Idaho.
29:19
SPEAKER_03: Well, uh Utah.
29:20
SPEAKER_01: But I think that the interesting thing for me is um my job when I look at I was talking to my service manager, uh, we were talking about hiring some new technicians and growing our own.
29:29
SPEAKER_01: Um we really want to be the the place that's looked to in the valley in the market as the place that provides the equal opportunity.
29:37
SPEAKER_01: So you come in, you have that little glint in your eye, you want to work hard, you want to put your setup in a situation, we try to run the ultimate meritocracy.
29:44
SPEAKER_01: And so uh we want to be the magnet for that.
29:46
SPEAKER_01: So what keeps me up is nice how do I, one, influence people to get the best out of them?
29:51
SPEAKER_01: Um I've been in the car business a long time, and I've said things that haven't gotten the most out of people, and I have to work on that every single day to try to leverage what I say as the leader of the store.
30:00
SPEAKER_01: And then, you know, the speed of the captain is the speed of the ship, is what Larry Miller used to say.
30:05
SPEAKER_01: So what I what I believe in, what I care about, I think I have to propagate that and train.
30:09
SPEAKER_01: So it's about setting the culture, setting what the standard is, and then having us kind of fall back to that when things get tough.
30:16
SPEAKER_01: So if things are if things are difficult and traffic's not where it needs to be, then what can we focus on?
30:20
SPEAKER_01: What we can control.
30:22
SPEAKER_01: Service, customers coming in, use cars, making sure we can give a great example.
30:31
SPEAKER_03: Did we lose did we lose Phil back there?
30:33
SPEAKER_00: He froze a little.
30:34
SPEAKER_03: A little bit.
30:35
SPEAKER_00: But that's okay.
30:36
SPEAKER_03: He's frozen.
30:37
SPEAKER_00: Okay, sometimes sometimes that happens with the with the Wi-Fi situation.
30:42
SPEAKER_00: So we'll wait a second, see if we can get him back.
30:44
SPEAKER_00: But uh Sarah 1982 cars had a good question for him.
30:48
SPEAKER_00: What current incentives are your dealers advertising now that the brand has been?
30:52
SPEAKER_00: I lost you.
30:52
SPEAKER_00: Oh, there we go.
30:53
SPEAKER_00: He's back, Bill's back.
30:54
SPEAKER_00: Yeah.
30:56
SPEAKER_01: So I think that uh not a lot keeps me up at night other than just making sure my guys are successful.
31:01
SPEAKER_01: Sure.
31:01
SPEAKER_01: Yeah.
31:02
SPEAKER_01: When I have when I had the technicians and salespeople also in 10 to 15 cars and technicians uh, you know, above eight hours per day, everything takes care of itself.
31:10
SPEAKER_01: That's right.
31:11
SPEAKER_01: That's right.
31:11
SPEAKER_03: Phil, thank you so much for joining us on the show.
31:13
SPEAKER_03: Very much appreciate it.
31:14
SPEAKER_03: Love to do a follow-up with you to see how things are moving along.
31:17
SPEAKER_03: But uh best of luck to you.
31:18
SPEAKER_03: And thanks again.
31:19
SPEAKER_03: Appreciate it.
31:20
SPEAKER_03: Thank you so much.
31:20
SPEAKER_03: All right, take care.
31:22
SPEAKER_03: Phil's a good guy.
31:23
SPEAKER_00: Yeah, he's a good guy.
31:24
SPEAKER_00: Sorry we didn't get to the show.
31:25
SPEAKER_03: Hands-on, hands-on manager there.
31:26
SPEAKER_03: He really is, yeah.
31:27
SPEAKER_03: And he mentioned that he was at that dealership and then went back and then acquired the store and is running the store.
31:33
SPEAKER_03: It's really great.
31:33
SPEAKER_03: It's really good.
31:35
SPEAKER_03: Yeah.
31:35
SPEAKER_00: It was nice talking with him.
31:37
SPEAKER_03: So dealer of the dealer of the week.
31:39
SPEAKER_00: Yes, dealer of the week.
31:40
SPEAKER_00: It is Friday.
31:42
SPEAKER_00: So let's take a look at our dealer of the week.
31:44
SPEAKER_00: The dealer of the week is Treasure Valley Subaru in Nampa, Idaho.
31:49
SPEAKER_00: The dealership was just named Subaru's 2026 Love Promise Retailer of the Year, chosen from 640 Subaru retailers across the country.
31:58
SPEAKER_00: And you can see why.
31:59
SPEAKER_00: Last year, the team supported 19 local charities and organizations, and employees volunteered 860 hours with the Boise Rescue Mission alone.
32:10
SPEAKER_00: They've also helped with food drives, meal prep, back-to-school programs, community cleanups, and vehicle donations.
32:17
SPEAKER_00: We love seeing dealerships whose employees really get involved in the community so that they serve.
32:22
SPEAKER_00: Congratulations to the entire team at Treasure Valley Subaru, our dealer of the week.
32:26
SPEAKER_03: That's right.
32:27
SPEAKER_03: Yeah.
32:27
SPEAKER_03: Yeah.
32:28
SPEAKER_00: Great job there.
32:29
SPEAKER_03: Yeah.
32:30
SPEAKER_03: Yeah.
32:31
SPEAKER_03: So uh do we have one little social clip?
32:33
SPEAKER_03: You know how big I know.
32:34
SPEAKER_00: Jim loves social clips.
32:36
SPEAKER_03: I do love social clips.
32:37
SPEAKER_00: Especially ones that's because I'm so social.
32:39
SPEAKER_00: That focus on car dealership.
32:42
SPEAKER_03: I'm just always amazed with how creative people are in the motor industry.
32:47
SPEAKER_03: I'm jealous.
32:47
SPEAKER_03: I want to go back and talk about it.
32:48
SPEAKER_00: I love this part of the show.
32:49
SPEAKER_00: I think it I do.
32:52
SPEAKER_00: I do.
32:53
SPEAKER_00: I think that it shows the human side of the of the industry and shows how creative we are and how funny we are, and we can be good actors.
33:01
SPEAKER_02: And you can see even Phil was part of the acting or he was doing a good job.
33:05
SPEAKER_00: And I think that does help with the consumer dealership relationship.
33:08
SPEAKER_00: Because it's you know, humanity, we're we're still trying to get over a certain reputation, and I think that's helpful because when you see these on TikTok or whatever you're scrolling, and you see, you know, oh my gosh, it looks like a fun place.
33:21
SPEAKER_00: I'm sure we're good there.
33:22
SPEAKER_00: Let's let's go there and buy a car.
33:23
SPEAKER_03: I agree.
33:24
SPEAKER_03: I agree.
33:24
SPEAKER_03: I'm still, you know, have a problem with the dealers that say, don't go to another dealership because here's what they're gonna do to you.
33:29
SPEAKER_03: Don't do it.
33:30
SPEAKER_00: Yeah, but the majority of them are that's right.
33:32
SPEAKER_03: The majority are funny and cute and and they lighten up the situation and and you as you said, you feel more comfortable going in there because you get to know the people.
33:39
SPEAKER_03: Yeah, you feel like you know, you trust them.
33:41
SPEAKER_03: Exactly.
33:41
SPEAKER_03: Right.
33:41
SPEAKER_03: They're not just a car salesman.
33:43
SPEAKER_03: So let's roll that, let's roll the latest one.
33:45
SPEAKER_04: Do you think you're ready to take your first phone call?
33:47
SPEAKER_04: Yeah.
33:47
SPEAKER_04: Okay.
33:48
SPEAKER_04: I will uh I'll just have you sit here until the phone rings.
33:50
SPEAKER_04: Oh, and they'll just answer it.
33:52
SPEAKER_04: Okay.
33:52
SPEAKER_04: Uh we'll just kind of wait for it to ring and then um have your first phone call.
33:55
SPEAKER_04: Oh, and by the way, when when it does ring and you pick it up, uh you just say parts.
34:00
SPEAKER_04: Okay.
34:01
SPEAKER_04: That's all you say.
34:01
SPEAKER_04: Nothing else.
34:02
SPEAKER_04: No, just parts.
34:04
SPEAKER_04: Parts, don't say your name, but no, don't say your name, don't say the store.
34:08
SPEAKER_04: Just literally say parts.
34:09
SPEAKER_04: Okay.
34:09
SPEAKER_04: Okay.
34:10
SPEAKER_04: All right.
34:10
SPEAKER_04: How long does this usually take?
34:12
SPEAKER_04: Uh just I don't know.
34:13
SPEAKER_04: It just depends.
34:14
SPEAKER_04: It's kind of what we do all day.
34:15
SPEAKER_04: We just kind of wait for this to ring.
34:16
SPEAKER_04: So yep, don't want to answer it.
34:18
SPEAKER_04: Parts, Logan.
34:19
SPEAKER_04: Don't say your name.
34:20
SPEAKER_04: Just parts.
34:21
SPEAKER_04: Don't say your name.
34:22
SPEAKER_04: Okay.
34:22
SPEAKER_04: Air filter?
34:23
SPEAKER_04: Yep.
34:24
SPEAKER_04: Yeah, we have like 700 of them.
34:25
SPEAKER_04: No, no, no, no.
34:26
SPEAKER_04: No, hang on, hang on.
34:27
SPEAKER_04: You were way too excited with that phone call.
34:29
SPEAKER_04: You let them know that we have those next door.
34:31
SPEAKER_04: Just counting 700 of them.
34:32
SPEAKER_04: It doesn't matter.
34:33
SPEAKER_04: Tell them that you're not sure, you will look into it.
34:35
SPEAKER_04: Imply and demand.
34:36
SPEAKER_04: Yes, yes.
34:37
SPEAKER_04: Yes, exactly.
34:37
SPEAKER_04: All right, let's wait for it to ring again.
34:39
SPEAKER_04: Okay, here we go.
34:40
unknown: Parts.
34:41
SPEAKER_04: No, no.
34:42
SPEAKER_04: Hang on, no.
34:43
SPEAKER_04: You when you answer the phone, you have to say parts like you're annoyed.
34:48
SPEAKER_04: Okay.
34:50
SPEAKER_05: Parts, what do you want?
34:51
SPEAKER_05: Yes, yes.
34:52
SPEAKER_05: Air filter?
34:53
SPEAKER_05: Yes.
34:54
SPEAKER_05: No.
34:55
SPEAKER_05: No, we didn't.
34:56
SPEAKER_05: I haven't seen an air filter in years.
34:58
SPEAKER_00: Oh my gosh.
34:59
SPEAKER_00: That is great.
35:00
SPEAKER_00: That was Austin Conroy, who we've had on the show before.
35:03
SPEAKER_00: That's exactly what we're doing.
35:04
SPEAKER_02: Yes, great guy.
35:05
SPEAKER_02: Great guy.
35:05
SPEAKER_02: And a good actor, too.
35:06
SPEAKER_02: I mean, I know, right?
35:08
SPEAKER_02: He really gets into the part then.
35:09
SPEAKER_02: Parts.
35:10
SPEAKER_02: He gets into the he gets into the party.
35:11
SPEAKER_02: He gets into the parts.
35:12
SPEAKER_02: No.
35:13
SPEAKER_00: He has a whole series on that, and they're all pretty good.
35:16
SPEAKER_00: That's right.
35:16
SPEAKER_03: That's right.
35:17
SPEAKER_03: And he's uh over the he's with the Roarman Roarman Group, which is just an incredible organization.
35:21
SPEAKER_03: That's right.
35:22
SPEAKER_03: That's right.
35:22
SPEAKER_03: Um, for sure.
35:23
SPEAKER_00: So we um have a great show on Monday coming up for you.
35:26
SPEAKER_00: Let's take a look ahead.
35:27
SPEAKER_00: Um, we have JC Pratz, the general manager at Starling Buick GMC in Stewart, Florida.
35:32
SPEAKER_00: Now, you all may know him as um the good GM on TikTok.
35:36
SPEAKER_00: Right.
35:36
SPEAKER_03: I love this guy.
35:37
SPEAKER_00: He's great.
35:37
SPEAKER_03: I I'm really looking forward to the city.
35:43
SPEAKER_00: Oh, I've followed- I follow him.
35:45
SPEAKER_00: I know you do.
35:46
SPEAKER_00: I know you do.
35:46
SPEAKER_03: I've shown you the clip where I'm like, no, we showed we actually showed the audience.
35:50
SPEAKER_03: This guy gets it.
35:51
SPEAKER_03: He understands the industry.
35:52
SPEAKER_00: He was the one that had the situation.
35:53
SPEAKER_00: I can't remember what you called it.
35:54
SPEAKER_03: They're not going to be able to mean curbing cards.
35:56
SPEAKER_03: The curving cards.
35:57
SPEAKER_03: Yeah, when he said, What do you do?
35:59
SPEAKER_03: He always comes out with these different little events where he's like, okay, this just happened in the dealership.
36:04
SPEAKER_03: What would you guys do?
36:05
SPEAKER_03: And he really talks more to the industry than he does to consumers.
36:08
SPEAKER_03: Yeah.
36:08
SPEAKER_03: And uh I get a lot out of it.
36:10
SPEAKER_03: I th I think I think the guy's great for the industry, you know.
36:12
SPEAKER_03: And uh he makes it fun and and educated and he keeps it real, you know.
36:16
SPEAKER_03: So he does.
36:17
SPEAKER_03: I'm looking forward to it.
36:18
SPEAKER_00: He does.
36:18
SPEAKER_00: We'll also have Derek Hanson from Cox Automotive.
36:21
SPEAKER_03: Another great guy.
36:22
SPEAKER_03: It's gonna be a good show.
36:23
SPEAKER_00: It was gonna be a great show on Monday, so we are so looking forward to that.
36:25
SPEAKER_03: Yeah, no question.
36:27
SPEAKER_00: All right, everybody.
36:27
SPEAKER_00: Be sure to have a great weekend of sales and all that you're doing.
36:31
SPEAKER_00: We hope that's a great one.
36:32
SPEAKER_03: That's right.
36:33
SPEAKER_03: Check us out here at cbtnews.com for the weekend review, right?
36:37
SPEAKER_03: The we uh the the roundup.
36:38
SPEAKER_03: Is that we're the roundup?
36:40
SPEAKER_03: The weekly roundup.
36:40
SPEAKER_03: The weekly roundup, that's right, with uh with our our son Colin Fitzpatrick.
36:44
SPEAKER_00: Yeah, check it out.
36:45
SPEAKER_03: Yeah, thanks guys for watching.
36:46
SPEAKER_00: We'll see you back here on Monday.
36:48
SPEAKER_03: Go make it a great weekend.
36:49
SPEAKER_03: Get a hat trick on Saturday.
36:50
SPEAKER_03: That's what it's all about.
36:51
SPEAKER_03: Three card day.
36:52
SPEAKER_03: That's what I want to do.
36:53
SPEAKER_00: Let's have a interview with the glass wall.
36:57
SPEAKER_02: Uh go make a great fool.
37:00
SPEAKER_04: What number two breeds, supply chain choking the buyers freeze, new cards called every number of things on the Thursday night.