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Transcript

CAR TALK · One on One With a Professional

• 0:00
  Speaker 1: Good morning, good morning, good morning, and welcome, welcome, welcome.
• 0:04
  Speaker 1: It is a time now for car talk right here
• 0:07
  Speaker 1: on K one, the one you trust. And we have
• 0:10
  Speaker 1: Brad Dunderson with the DUNGEUS Toyota Dealership. And you brought friends,
• 0:15
  Speaker 1: of course I did.
• 0:17
  Speaker 2: I got my good friend Mark serving here from the dealership,
• 0:20
  Speaker 2: actually one of our most experienced sales associates, a senior
• 0:24
  Speaker 2: product specialist.
• 0:27
  Speaker 3: Good morning, Thank you for bringing me Brad.
• 0:29
  Speaker 4: Of course, glad you're here.
• 0:30
  Speaker 2: Mark, excited to talk to you a little bit about
• 0:34
  Speaker 2: what it's like to sell cars.
• 0:35
  Speaker 4: I'd done just Toyota.
• 0:36
  Speaker 2: And you've been around for almost about fifteen sixteen years now, Yes, sir.
• 0:44
  Speaker 5: Yes, it's been wonderful, just the evolution and I mean
• 0:50
  Speaker 5: things are fantastic. We're really just we We love our customers,
• 0:56
  Speaker 5: they love us. I mean, we just have a lot
• 0:58
  Speaker 5: of fun, don't. We don't fool around. We're here to
• 1:02
  Speaker 5: take care of customers and make sure that we maximize
• 1:06
  Speaker 5: their time, get them in the vehicle that they want.
• 1:10
  Speaker 4: The time is such a big deal in today's world.
• 1:12
  Speaker 2: And just that whole transparency approach we use now as
• 1:18
  Speaker 2: we've as things have evolved and the you know that.
• 1:21
  Speaker 2: I think, you know, there was a time back in
• 1:24
  Speaker 2: the you know, and this time of year we'd be
• 1:27
  Speaker 2: getting ready for the model year and change, and you know,
• 1:30
  Speaker 2: we'd put put the paper up on the showroom and
• 1:34
  Speaker 2: the new models would come in and and we'd have
• 1:38
  Speaker 2: an event where people would come in to see the cars.
• 1:42
  Speaker 4: Those were the days. Those were the days.
• 1:44
  Speaker 2: We had three TV channels in Northeast Oklahoma, I think.
• 1:48
  Speaker 2: And and you know, nobody had these these things in
• 1:53
  Speaker 2: their pocket that you can scroll through a million little
• 1:57
  Speaker 2: video of a little short video snippets, which about ten
• 2:01
  Speaker 2: percent of them will tell you what kind of.
• 2:02
  Speaker 4: Car you need. And it's one of those. The world
• 2:07
  Speaker 4: has changed where as I was going there, that's whole uh.
• 2:10
  Speaker 2: I think you know it started probably with the internet
• 2:13
  Speaker 2: and with the phone, with the information and so many
• 2:17
  Speaker 2: different channels. Used to have to come to the dealer
• 2:19
  Speaker 2: to get the information about you know, what's what's my
• 2:22
  Speaker 2: trade in worth? What what what's going on with the cars?
• 2:27
  Speaker 4: Now you can ask Claude. It knows a lot, It
• 2:33
  Speaker 4: knows a whole lot.
• 2:33
  Speaker 2: I mean, you can ask it about Dungeons, Toyota and
• 2:36
  Speaker 2: probably even Mark Servany. I mean you have a lot
• 2:39
  Speaker 2: of reviews actually, and and I bet it does know
• 2:42
  Speaker 2: about those.
• 2:44
  Speaker 3: It's really I really appreciate those reviews. They're really just nice,
• 2:48
  Speaker 3: you know.
• 2:49
  Speaker 5: And yeah, it's anyway, sorry.
• 2:56
  Speaker 4: But I don't want to put jobs.
• 3:01
  Speaker 2: It's August twenty twenty six. It's the school starting up again.
• 3:06
  Speaker 2: The national Sales Event, Toyota National Sales Event finished summers strong,
• 3:11
  Speaker 2: so I've got great incentives dungeus Toyota. We're selling more
• 3:15
  Speaker 2: new Toyotas than we have in a long time. We're
• 3:18
  Speaker 2: up way up over last year and making our customers happy.
• 3:22
  Speaker 2: As Mark said, it isn't it's never too hot to
• 3:26
  Speaker 2: sell cars, isn't.
• 3:28
  Speaker 4: No, it isn't. It's been kind of hot lately. Yeah,
• 3:30
  Speaker 4: we really try to.
• 3:32
  Speaker 5: You know, sometimes you get out there and it's one
• 3:33
  Speaker 5: hundred and five and you get in a car that
• 3:36
  Speaker 5: is especially a dark colored car, and it can be
• 3:38
  Speaker 5: one hundred and.
• 3:38
  Speaker 3: Thirty degrees a minute. So we really try to. We
• 3:41
  Speaker 3: don't want to keep passing.
• 3:43
  Speaker 4: The lovely building where we can move them up into
• 3:46
  Speaker 4: the shade and cool them off.
• 3:47
  Speaker 2: Absolutely, But Martineau, you're coming in to look at something,
• 3:51
  Speaker 2: he can have it ready and what's amazing these days
• 3:55
  Speaker 2: is with all the tech in the cars, you know,
• 3:57
  Speaker 2: the cool seats and the incredible uh it just does everything.
• 4:03
  Speaker 2: But you know, really the climate control is awesome, and
• 4:07
  Speaker 2: you know that you mentioned you.
• 4:08
  Speaker 4: Know, dark colors do get a little warmer.
• 4:10
  Speaker 2: But but at the end of the day, it's you know,
• 4:13
  Speaker 2: it's not that the old.
• 4:14
  Speaker 4: Thing or it takes forever to warm up to cool
• 4:17
  Speaker 4: off the car. That is true.
• 4:19
  Speaker 5: That is true, and and and some of the darker
• 4:22
  Speaker 5: ones are just so beautiful.
• 4:23
  Speaker 3: They just I didn't mean that the wrong way.
• 4:26
  Speaker 5: I mean, there's a color for everybody, and and and
• 4:29
  Speaker 5: the car for everybody. And and like I said, we
• 4:32
  Speaker 5: do have a beautiful obviously you showroom.
• 4:36
  Speaker 3: You know, that's you know, we can pull cars in.
• 4:39
  Speaker 2: There were around, We had the old Toyota building, Yes, sir, Yes,
• 4:43
  Speaker 2: I was there the day that we tore down the last.
• 4:46
  Speaker 4: Wall with fire hose.
• 4:48
  Speaker 3: I was filming my friend tear that one down.
• 4:51
  Speaker 4: Yes, that was it. I like the picture of the
• 4:56
  Speaker 4: tundra pulling the wall. Yeah, I was there. It was fun.
• 5:01
  Speaker 2: We do have lots of a pretty good selection of
• 5:05
  Speaker 2: toatos on the ground. I think right now about somewhere
• 5:08
  Speaker 2: around twenty or so. Some of them, A couple of
• 5:11
  Speaker 2: them that show on the website to be on the
• 5:13
  Speaker 2: ground are not quite there yet.
• 5:15
  Speaker 4: But we've got all kinds.
• 5:17
  Speaker 2: Of vehicles prea scrolla camry, a couple of Bez's, now
• 5:22
  Speaker 2: a busy Woodland and a busy limited.
• 5:24
  Speaker 4: I think is that our first woodland we've had it? Huh.
• 5:27
  Speaker 2: Yes, it's a nice looking vehicle. And actually the new
• 5:31
  Speaker 2: bez It itself is a great vehicle. And that's Toyota
• 5:36
  Speaker 2: is all electric vehicle, a wonderful option.
• 5:39
  Speaker 4: If you're considering that.
• 5:40
  Speaker 2: I do see more electric vehicles around town than ever before,
• 5:45
  Speaker 2: and I know people are choosing that, But toy do
• 5:48
  Speaker 2: you get a full choice of all the different power
• 5:51
  Speaker 2: trains in the internal.
• 5:53
  Speaker 4: Combustion engine to hybrids.
• 5:55
  Speaker 2: To the plug in hybrids which combine the electric with
• 6:01
  Speaker 2: a traditional gas engine with the battery that recharges, and
• 6:06
  Speaker 2: and then you're all full electric too.
• 6:10
  Speaker 4: People. That's people are very interested in that these days,
• 6:13
  Speaker 4: aren't they.
• 6:13
  Speaker 3: Absolutely.
• 6:14
  Speaker 5: I have a customer, you know, his first name is Larry,
• 6:17
  Speaker 5: not allowed to say any last names. I like, we
• 6:19
  Speaker 5: were very we want to keep everything super confidential.
• 6:22
  Speaker 3: We you know, we always do. But he loves it,
• 6:26
  Speaker 3: and he you know, plugs in.
• 6:28
  Speaker 5: You know, he doesn't even you know, I told him,
• 6:30
  Speaker 5: you want to use some gas so it doesn't sit
• 6:32
  Speaker 5: in there too long. But he he just loves the
• 6:35
  Speaker 5: He had a perfectly wonderful Prius. But he can plug
• 6:38
  Speaker 5: it in drive forty miles, you know, and then it
• 6:42
  Speaker 5: switches right to a prius where it does its own thing.
• 6:45
  Speaker 5: It's it's almost got its own mind. And and just
• 6:49
  Speaker 5: like your son William, you know that he has a
• 6:51
  Speaker 5: plug in raw for the you know where he can
• 6:55
  Speaker 5: drive from tulsaity here and he's any gas plug in drive.
• 7:00
  Speaker 3: Home, use gas when he wants to.
• 7:02
  Speaker 5: If he forgets or doesn't feel like plugging it in,
• 7:05
  Speaker 5: no big deal because he's got plenty of gas.
• 7:07
  Speaker 3: It's just it's a wonderful things.
• 7:10
  Speaker 2: And we still have a lot of people asking questions
• 7:12
  Speaker 2: about the hybrid system itself, which Toyota pretty much pioneered
• 7:17
  Speaker 2: hybrid engines. And I know there's still some hesitance to
• 7:21
  Speaker 2: to what is that and why would I use that?
• 7:24
  Speaker 2: And it's and it's longevity, you know, is.
• 7:26
  Speaker 4: It going to fail on me? But these batteries are
• 7:29
  Speaker 4: not like the battery.
• 7:30
  Speaker 6: In your phone that that that age so quickly there
• 7:36
  Speaker 6: it actually can recharge itself and it captures heat and
• 7:42
  Speaker 6: other energy transfer from within the operation of the vehicle,
• 7:46
  Speaker 6: so breaking and things like that.
• 7:49
  Speaker 4: It has an.
• 7:50
  Speaker 2: Intelligent control system which which gives you the power of
• 7:55
  Speaker 2: the electric battery which has incredible torque and horsepower capacity
• 8:00
  Speaker 2: for towing. It's from the from start, uh, you know,
• 8:05
  Speaker 2: from the line if you want to really you need
• 8:08
  Speaker 2: to accelerate getting on the highway or oh, you can
• 8:10
  Speaker 2: punch it and then. But it also blends with the
• 8:13
  Speaker 2: gasoline to give you a better fuel economy. A regular
• 8:19
  Speaker 2: common camera hybrid these days they'll get fifty miles to
• 8:23
  Speaker 2: the gallon.
• 8:24
  Speaker 5: It's amazing because I mean, you know, it's it's.
• 8:30
  Speaker 3: Border I mean, it's getting close to what a priest
• 8:32
  Speaker 3: will do.
• 8:33
  Speaker 5: It's just amazing, you know. And and also you know
• 8:37
  Speaker 5: what Brad's kind of saying too, is like, you know,
• 8:41
  Speaker 5: Toyota is the master at hybrid's I there's no other
• 8:45
  Speaker 5: brand that comes anywhere close. I mean, we've we brought
• 8:48
  Speaker 5: the we meaning Toyota brought you know, the Prius to
• 8:53
  Speaker 5: the United States in two.
• 8:54
  Speaker 3: Thousand and one.
• 8:54
  Speaker 5: So we've got twenty five years of experience. Prior to
• 8:59
  Speaker 5: twenty twenty, there was an eight year, one hundred thousand
• 9:02
  Speaker 5: miles warranty on the priests, the main battery as well
• 9:06
  Speaker 5: as the hybrid the rest of the hybrid components. And
• 9:10
  Speaker 5: you know, we had we had great, fantastic success with
• 9:14
  Speaker 5: all the batteries. But customers said, well, what about if
• 9:17
  Speaker 5: we keep it more than eight years or one hundred
• 9:18
  Speaker 5: thousand miles. Well, Toya said, okay, guess what, Let's make
• 9:22
  Speaker 5: it ten years, one hundred and fifty thousand miles on
• 9:24
  Speaker 5: the main battery. The remainder of the hybrid system is
• 9:27
  Speaker 5: still the eight year, hundred thousand mile, but it's maintenance free, you.
• 9:31
  Speaker 2: Know, really just customer assurance. Yeah, man, because the truth
• 9:37
  Speaker 2: is they're all the years we've been selling hybrids, I
• 9:42
  Speaker 2: think I can count on one hand.
• 9:44
  Speaker 4: The times we've had a problem with it. If you think.
• 9:46
  Speaker 2: About how cars are evolving, you know, back from the
• 9:51
  Speaker 2: days you know carburetors, and then we'll get into a
• 9:55
  Speaker 2: few injectors, and you know, they have become more and
• 9:58
  Speaker 2: more complex. There's more parts and moving things and and
• 10:03
  Speaker 2: turbocharge systems and and you know, in a way, now
• 10:07
  Speaker 2: vehicles are starting to simplify a bit more, and the
• 10:11
  Speaker 2: battery helps. It helps with that, it makes it a
• 10:14
  Speaker 2: little bit more, a little simpler. It's very stable in parts,
• 10:18
  Speaker 2: and we're moving parts, and you know, I think in time,
• 10:23
  Speaker 2: you know, certainly people that have gone to full elector
• 10:25
  Speaker 2: understand what I'm talking about, because there's not much maintenance.
• 10:29
  Speaker 2: You do need to change the oil, there's not very
• 10:31
  Speaker 2: many moving parts. You make sure you maintain your tires
• 10:35
  Speaker 2: and battery and you know, or breaks not. The battery
• 10:39
  Speaker 2: doesn't usually need much of anything, and you know, you're
• 10:43
  Speaker 2: you're pretty much good to go. And these things, I
• 10:47
  Speaker 2: obviously can last a long time, a lot longer than
• 10:50
  Speaker 2: most people are going to keep their car today. The
• 10:54
  Speaker 2: other thing that's going on, we've got grain incentives not
• 10:57
  Speaker 2: just on the cars like that, but on Tundra, Tacoma,
• 11:00
  Speaker 2: Thunder and Tacoma or kind of our bread and butter
• 11:03
  Speaker 2: with of course the Cameras and Corollas, but Thunder and
• 11:07
  Speaker 2: Tacoma are outstanding great incentives now on the Thunder and Tacoma.
• 11:13
  Speaker 2: The Tacoma in particular has you know, one of the
• 11:16
  Speaker 2: highest residual resale values in the industry.
• 11:22
  Speaker 4: Over about after about.
• 11:24
  Speaker 2: Three years, it'll typically if you drive an average number
• 11:27
  Speaker 2: of miles, it'll it will maintain about seventy percent of
• 11:31
  Speaker 2: its original value.
• 11:33
  Speaker 4: And this is just great value for a customer.
• 11:36
  Speaker 2: I know more and more people in their vehicle selection
• 11:39
  Speaker 2: or looking at at value over.
• 11:41
  Speaker 4: The ownership of the vehicle.
• 11:43
  Speaker 2: Of course, you want to have something stylish and that
• 11:45
  Speaker 2: meets your needs as far as you know how you
• 11:48
  Speaker 2: use the vehicle, whether you're towing or going on vacations
• 11:52
  Speaker 2: or trips or going to you know, on the road
• 11:56
  Speaker 2: for sports or whatever.
• 11:57
  Speaker 4: But the reality is that that overall package of value.
• 12:01
  Speaker 2: Fuel economy, what it's going to be worth over time,
• 12:05
  Speaker 2: how much I spend on maintenance and repairs on the vehicle.
• 12:08
  Speaker 2: These are the things that most of our customers are
• 12:10
  Speaker 2: asking us about and really is one of the best
• 12:13
  Speaker 2: selling points for a Toyota dunch thing.
• 12:16
  Speaker 4: Mark, Oh absolutely.
• 12:17
  Speaker 3: And also you know I drive a Tundra.
• 12:20
  Speaker 5: I mean I have an eight under with like one
• 12:23
  Speaker 5: hundred and thirty five thousand miles.
• 12:24
  Speaker 3: I mean, you couldn't pull it out of my cold
• 12:26
  Speaker 3: dead hands.
• 12:27
  Speaker 4: You're just Mark, I love it.
• 12:30
  Speaker 5: But we have it's like two point nine for seventy
• 12:32
  Speaker 5: two months that's an excellent interest rate in this current
• 12:35
  Speaker 5: interest environment. Plus we will, we will find a way.
• 12:40
  Speaker 5: You know, I like to take my I don't say
• 12:43
  Speaker 5: take my time, but slow.
• 12:45
  Speaker 3: Down a little bit when truck buyers come in.
• 12:47
  Speaker 5: Because in my fifteen roughly years of experience working for you,
• 12:53
  Speaker 5: there's very few customers that's coming to buy a truck.
• 12:55
  Speaker 5: They've got a reason. It's for work, for play, for both.
• 12:59
  Speaker 5: There's real reasons they're wanting to buy it. I want
• 13:01
  Speaker 5: to know what those reasons are. I want to know
• 13:03
  Speaker 5: what you're towing. I need to know these things, what
• 13:05
  Speaker 5: you're gonna do with it, so I can better help you,
• 13:08
  Speaker 5: you know, find the right vehicle and there.
• 13:12
  Speaker 3: It's just super important because you know, anyway, and like.
• 13:16
  Speaker 5: I said, the uh, the thunders get fantastic miles. They're
• 13:20
  Speaker 5: you know they My truck gets fifteen miles per gallon.
• 13:23
  Speaker 5: It doesn't matter if I go to Broken Arrow or
• 13:25
  Speaker 5: I go skiing in Colorado Winter Park, or drive around Bartlesville.
• 13:29
  Speaker 5: It's fifteen miles fifteen point five. Maybe the new ones
• 13:34
  Speaker 5: they get twenty two average on the highway. They're a
• 13:38
  Speaker 5: three point four liters twin turbob six and they're they're fantastic,
• 13:43
  Speaker 5: they have power, and they mind us.
• 13:46
  Speaker 3: Six feed transmission. They've should you know, Towyta's gone to
• 13:50
  Speaker 3: a ten speed transmission.
• 13:51
  Speaker 5: So it's just everything's it's you couldn't ask for a
• 13:54
  Speaker 5: better truck.
• 13:55
  Speaker 4: And if you ever want to talk to.
• 13:57
  Speaker 3: Me in person, I'll be happy. As it has been.
• 14:02
  Speaker 5: Several minutes explaining why a ton is better than any
• 14:05
  Speaker 5: other half ton out there.
• 14:06
  Speaker 2: Yeah, yeah, another thing I wanted to talk to you about, Mark,
• 14:10
  Speaker 2: You've been through around the dealership as we've transitioned, and
• 14:13
  Speaker 2: how we pay sales consultants and you know we're fully
• 14:16
  Speaker 2: noncommissioned now, and just what does that does that change
• 14:22
  Speaker 2: how you think about a car deal and your customer.
• 14:26
  Speaker 5: Well, the thing is is, you know the way that
• 14:32
  Speaker 5: I'm taking care of it, it's kind of my job
• 14:34
  Speaker 5: to make very many customers happy. Like I don't concern
• 14:39
  Speaker 5: myself with how much you know, we make or don't
• 14:44
  Speaker 5: or whatever.
• 14:45
  Speaker 4: That's sort of over.
• 14:46
  Speaker 3: My pay grade. So whether you buy an.
• 14:48
  Speaker 5: Eighty six thousand dollars Sequoia Capstone or a pre owned
• 14:53
  Speaker 5: Corolla with you know, for for ninety five hundred dollars,
• 14:58
  Speaker 5: really it's the same to me, because I want to
• 15:00
  Speaker 5: help any customer do anything they want and be happy.
• 15:06
  Speaker 3: I'm in the business of making my customers happy.
• 15:08
  Speaker 5: I want to make it a five star experience all
• 15:11
  Speaker 5: the time. If I could continue getting great reviews, that
• 15:14
  Speaker 5: that makes me happy, I do fine, and I'm happy
• 15:17
  Speaker 5: to do what I do.
• 15:19
  Speaker 1: And the best review you can get is when that
• 15:21
  Speaker 1: customer comes back with friends and say, hey, this is
• 15:24
  Speaker 1: Mark Oh.
• 15:28
  Speaker 5: And I love those I mean I love all my customers, Brad.
• 15:31
  Speaker 5: I can tell you that my customers that send me referrals,
• 15:34
  Speaker 5: I promise you if you if you let your customer
• 15:38
  Speaker 5: know your name and you tell them to come to
• 15:40
  Speaker 5: see Mark Servanty and they buy a new Toyota or
• 15:44
  Speaker 5: a pre vehicle, I will make sure that you get
• 15:47
  Speaker 5: a one hundred and fifty dollars from us.
• 15:50
  Speaker 4: Dog going. That's pretty good.
• 15:52
  Speaker 2: He's very passionate about his referral process and.
• 15:56
  Speaker 4: Thee and his referral agents, and thank thank you. Mark.
• 16:01
  Speaker 4: I think you know that we.
• 16:02
  Speaker 2: Do and you know and and with the way we pay,
• 16:05
  Speaker 2: we attract I think salespeople that want to help customers,
• 16:09
  Speaker 2: that are really focused and passionate about serving customers and
• 16:13
  Speaker 2: really uh you know, they understand that that whole h
• 16:16
  Speaker 2: that that and of course great salespeople have always been
• 16:20
  Speaker 2: that way, regardless of how you're paid. To be honest,
• 16:23
  Speaker 2: that's that's the truth of as long as I've been
• 16:26
  Speaker 2: in the business. It's you know, that's how the really
• 16:29
  Speaker 2: successful ones always operated, you know, was to take care
• 16:33
  Speaker 2: of the customer, to find out what their needs and
• 16:36
  Speaker 2: situation where to help them solve problems, and and and
• 16:40
  Speaker 2: and you're trying to build repeat business and a referral program,
• 16:45
  Speaker 2: and and and.
• 16:46
  Speaker 4: You know, that's that's true.
• 16:47
  Speaker 5: And I've had a lot of good mentors like that
• 16:50
  Speaker 5: that you know of people like you know, Bill Gower,
• 16:54
  Speaker 5: Alan Beckworth, these these people, they they spent they're all
• 16:58
  Speaker 5: about relationships and they their.
• 17:03
  Speaker 3: Customers just love them. They're not gonna talk to anybody else.
• 17:06
  Speaker 5: That's how I learned from these major mentors, just how
• 17:11
  Speaker 5: that you got to You've got to take care of
• 17:14
  Speaker 5: your customers, no matter how.
• 17:15
  Speaker 3: It doesn't matter.
• 17:17
  Speaker 5: I mean, we you know, in my business, you know,
• 17:19
  Speaker 5: car car salesman get a bad rap.
• 17:21
  Speaker 3: But I mean it's a big business.
• 17:24
  Speaker 5: But we're very different than what I've seen out there.
• 17:29
  Speaker 5: And I don't want to speak about any other dealership.
• 17:32
  Speaker 5: I'm just saying, if you get a salesman that won't
• 17:35
  Speaker 5: answer your questions, leave if they if you ask them
• 17:39
  Speaker 5: what's the price, and they oh, they say something like, well,
• 17:42
  Speaker 5: price doesn't matter if you're gonna if you don't like it,
• 17:44
  Speaker 5: you're not gonna buy it.
• 17:46
  Speaker 3: So what's the point.
• 17:47
  Speaker 5: Let's go for a driver or something or they just
• 17:49
  Speaker 5: they did you ask questions and they won't answer your questions.
• 17:51
  Speaker 3: I wouldn't buy there, you know what I mean.
• 17:53
  Speaker 4: I would.
• 17:55
  Speaker 5: You're looking for somebody that's that's gonna be transparent, that's
• 17:57
  Speaker 5: gonna help you.
• 17:58
  Speaker 3: I mean, it's it's just a it's it.
• 18:01
  Speaker 2: And you know, we take it to the point where
• 18:03
  Speaker 2: we put our actual numbers and the ability to desk
• 18:06
  Speaker 2: the deal.
• 18:06
  Speaker 4: That's what it's called.
• 18:07
  Speaker 2: When in the old days, the salesman would have to
• 18:10
  Speaker 2: walk up to the manager and they would put it
• 18:12
  Speaker 2: in the computer and you know, and to calculate the
• 18:15
  Speaker 2: payment and say, that's about your down payment.
• 18:18
  Speaker 4: And there's something called the.
• 18:19
  Speaker 2: Four square right where there would be this kind of
• 18:22
  Speaker 2: a show game different points on this square.
• 18:27
  Speaker 4: You know, the price, the payment, the down.
• 18:29
  Speaker 2: Payment, the trade, and those are the four elements of
• 18:33
  Speaker 2: the of the payment.
• 18:35
  Speaker 4: But it's all just math. And so you can go
• 18:38
  Speaker 4: on the Dungeons Toyota website.
• 18:39
  Speaker 2: You can go in and do this yourself without any
• 18:43
  Speaker 2: of the shelves. You can put your down payment in
• 18:47
  Speaker 2: there you want. You can put your credit, you can
• 18:49
  Speaker 2: add your trade, you can compare different loan terms, you
• 18:53
  Speaker 2: can add your rebates. You can you can say, well,
• 18:57
  Speaker 2: I've got a that we.
• 18:58
  Speaker 4: Have college, graduate and military.
• 19:00
  Speaker 2: Rebates right now. You can say I qualify for that
• 19:03
  Speaker 2: and put that in there. It's the same tool that
• 19:08
  Speaker 2: the sales team and managers use to calculate the payments
• 19:11
  Speaker 2: in the store, the exact same thing. You can start
• 19:14
  Speaker 2: the process at home and pick up right where you
• 19:18
  Speaker 2: left off in the store. So it shortens you know,
• 19:21
  Speaker 2: again focused on time and and helping you buy a
• 19:25
  Speaker 2: car transparently and with the best service possible.
• 19:29
  Speaker 4: So are you telling me I don't have to block
• 19:31
  Speaker 4: out a whole afternoon to my now? No. I hear
• 19:34
  Speaker 4: that all the time from people.
• 19:36
  Speaker 2: You know, if you want to spend all that, you know,
• 19:39
  Speaker 2: lots of time asking questions. You know, it's looking at
• 19:43
  Speaker 2: lots of cars. Of course, we'll be there for you.
• 19:45
  Speaker 2: But at the end of the day, so many people
• 19:47
  Speaker 2: we talked about the information that's out there now. So
• 19:51
  Speaker 2: a lot of people now are coming in, you know,
• 19:53
  Speaker 2: with their.
• 19:54
  Speaker 4: Spreadsheets all filled out.
• 19:56
  Speaker 2: They made the decision, it's down to this car or
• 20:00
  Speaker 2: this one, and I am I'm ready to make a decision.
• 20:04
  Speaker 2: Or maybe they're just starting the process and they're trying
• 20:08
  Speaker 2: to gather information. And you know that's Mark's job is
• 20:11
  Speaker 2: to figure out where you are in the process, help
• 20:14
  Speaker 2: you with the next step and just but at the
• 20:18
  Speaker 2: same time not to waste your time and think and
• 20:20
  Speaker 2: try to start over when you're already you know, made
• 20:24
  Speaker 2: made a lot of those decisions, You've done the math.
• 20:29
  Speaker 2: A lot of people these days do go get their
• 20:33
  Speaker 2: own financing. You can go to any bank or credit union.
• 20:38
  Speaker 2: Of course, one of the special things about buying at
• 20:41
  Speaker 2: a dealership is we have access to virtually every bank
• 20:46
  Speaker 2: credit union around US, I mean national programs as well
• 20:51
  Speaker 2: the Toyota financial products and their great interest rates. They
• 20:56
  Speaker 2: have a lot of subvented rates and lease programs that
• 21:00
  Speaker 2: offer special value. So else if you come to us
• 21:04
  Speaker 2: and you know, we're happy to work with your bank,
• 21:08
  Speaker 2: But at the same time, if you want to see
• 21:10
  Speaker 2: what other options are out there. A lot of times
• 21:12
  Speaker 2: we can get very competitive rates and sometimes lower your
• 21:15
  Speaker 2: payment a lot.
• 21:17
  Speaker 4: And it does that. We see that.
• 21:19
  Speaker 2: All the time, and it done just we do it
• 21:22
  Speaker 2: transparently and don't really, you know, focus on trying to
• 21:27
  Speaker 2: make a lot of money in each car deal. We
• 21:31
  Speaker 2: try to be a volume store where we sell lots
• 21:34
  Speaker 2: of all our cars. I was looking this morning at
• 21:38
  Speaker 2: the turn rate year to date for the Toyota region
• 21:43
  Speaker 2: where Gulf States mark. It's over ninety four percent year
• 21:48
  Speaker 2: to date, which means basically every Toyota dealer in the
• 21:52
  Speaker 2: five state region we're in is to sell them nearly to.
• 21:55
  Speaker 4: The ground every month.
• 21:57
  Speaker 2: And we still get those We get them those questions
• 22:00
  Speaker 2: from customers every day about well where.
• 22:02
  Speaker 4: Are the cars? Can I see that?
• 22:04
  Speaker 2: And it's it's like, well, you know that's we had
• 22:09
  Speaker 2: you sold the couple last night, and we had appointments
• 22:13
  Speaker 2: on those this weekend, but they're sold now. So I mean, unfortunately,
• 22:19
  Speaker 2: in a high turn rate environment, you need to reach
• 22:22
  Speaker 2: out to us early. One of the great things about Toyota.
• 22:25
  Speaker 2: And you know this sounds like a problem. I can't
• 22:27
  Speaker 2: go go kick the tires and get the mentality. But
• 22:32
  Speaker 2: think about it the other way. If there's a lot
• 22:35
  Speaker 2: full of cars, what's that do well. First of all,
• 22:39
  Speaker 2: it raises the cost of the dealer. They're they're paying
• 22:44
  Speaker 2: floor plan on all those cars there, so they've got to.
• 22:50
  Speaker 4: Make more money per deal.
• 22:52
  Speaker 2: The basic cost of operation is higher. And then supply
• 22:59
  Speaker 2: and demand.
• 23:00
  Speaker 4: If you're at a high demand, low.
• 23:02
  Speaker 2: Supply vehicle with you know, one of the best manufacturers
• 23:06
  Speaker 2: in the world that sell you know, best selling cars
• 23:10
  Speaker 2: in North America have four Camri Tundra. These are the
• 23:15
  Speaker 2: best made vehicles and that's why they sell so quickly.
• 23:20
  Speaker 2: And uh, you know, we do have a great selection.
• 23:23
  Speaker 2: There's two allocations a month. We can do dealer trades
• 23:28
  Speaker 2: what we call preferencing and special order vehicle requests. So
• 23:32
  Speaker 2: there's different levels at which we can we can find
• 23:36
  Speaker 2: that perfect vehicle for you. So come and work with Mark,
• 23:39
  Speaker 2: get that, you know, find well what you want. I mean,
• 23:42
  Speaker 2: if if you've got to have one today, we can
• 23:45
  Speaker 2: work that way. If you if you really insist on
• 23:48
  Speaker 2: having a red one with those options and that model,
• 23:53
  Speaker 2: we can do that too. And it's just a matter
• 23:55
  Speaker 2: of having a little bit of time in today's world
• 23:58
  Speaker 2: will save you money in the long run and not
• 24:01
  Speaker 2: waste your time in the process.
• 24:03
  Speaker 4: And and you can get things.
• 24:05
  Speaker 2: That are that have been you know, we you know
• 24:07
  Speaker 2: some some things like the brand new RAB four have
• 24:10
  Speaker 2: been pretty scarce so far this year.
• 24:12
  Speaker 4: They're starting to be more and more of them available.
• 24:15
  Speaker 2: Yes, and we're getting allocated a lot of RAB fours.
• 24:19
  Speaker 2: We've got specials on RAB four this month for the
• 24:23
  Speaker 2: national Sales event, and things like land Cruiser.
• 24:27
  Speaker 4: Has been a really popular model this year. I do
• 24:32
  Speaker 4: think very nice one.
• 24:35
  Speaker 3: I know he tried.
• 24:36
  Speaker 5: He left his keys in the car, and they're so
• 24:39
  Speaker 5: smart today. They said, well you you can't go in yet, Brad,
• 24:42
  Speaker 5: because you don't want somebody to drive off with this vehicle,
• 24:45
  Speaker 5: you know, I mean not that anybody would.
• 24:47
  Speaker 3: I mean, we're in you know, beautiful.
• 24:48
  Speaker 4: Bartles a little bit.
• 24:49
  Speaker 5: It doesn't happen here, no, so but anyway, just what
• 24:54
  Speaker 5: you know, like I said, you're gonna be able to tell,
• 24:56
  Speaker 5: like very quickly that we are who we say we are.
• 25:00
  Speaker 6: Are.
• 25:01
  Speaker 5: Like I said, you can, we will do it your way,
• 25:04
  Speaker 5: you know, and we'll make you happy. I mean, it's
• 25:07
  Speaker 5: it's it's really simple. We're in the business of I
• 25:10
  Speaker 5: am in and brat. We we like to have as
• 25:12
  Speaker 5: many friends as possible, you know, I I get sometimes
• 25:16
  Speaker 5: a little bit too social. I like to visit. I
• 25:18
  Speaker 5: like to you know, I did, I mean so. So
• 25:20
  Speaker 5: the thing of it is is, you know, we're gonna
• 25:22
  Speaker 5: make it fun for you. But I can tell when
• 25:25
  Speaker 5: you're in a hurry, and I'm going to I'm going
• 25:28
  Speaker 5: to mirror your situation the best I can.
• 25:32
  Speaker 3: You're in a hurry, I'm in a hurry. You're not
• 25:34
  Speaker 3: in a hurry. I'm not in a hurry. You know,
• 25:36
  Speaker 3: any type of things.
• 25:37
  Speaker 5: So we're I do, I do my I try to
• 25:40
  Speaker 5: do my best, and we all will do our best
• 25:42
  Speaker 5: to make it.
• 25:43
  Speaker 2: Before we run out of time. I want I do
• 25:45
  Speaker 2: want to mention our friends at Hopestone.
• 25:48
  Speaker 4: And your role have they been a.
• 25:51
  Speaker 2: Winner several times in our anniversary event every December, we
• 25:55
  Speaker 2: as our anniversary for the Toyota store. We became a
• 25:59
  Speaker 2: Toyota deal in nineteen sixty eight. We're are the oldest
• 26:03
  Speaker 2: Toyota dealer in the state of Oklahoma, and we're one
• 26:07
  Speaker 2: of the.
• 26:07
  Speaker 4: First and really proud to still be.
• 26:10
  Speaker 2: Selling Toyotas and be you know, and also be a small,
• 26:14
  Speaker 2: family owned dealership. I think, you know, in today's world,
• 26:17
  Speaker 2: big corporate world. You know, it's that people know what
• 26:22
  Speaker 2: I'm talking about. It's just it's it's it's out there,
• 26:25
  Speaker 2: it's everywhere. I'm not disparaging them. They you know, we
• 26:29
  Speaker 2: all love to be able to go on our phones
• 26:31
  Speaker 2: and order some toothpaste and have it show up at
• 26:33
  Speaker 2: a doorstep a couple hours. But at the same time,
• 26:38
  Speaker 2: sometimes on a major purchase like a car, it's nice
• 26:40
  Speaker 2: to be able to deal with people, you know, people
• 26:44
  Speaker 2: from the community, you know that are really invested only
• 26:48
  Speaker 2: in Bartlesville and in this store of family business. As
• 26:53
  Speaker 2: Mark mentioned, my son William and my brother Bruce worked there,
• 26:56
  Speaker 2: my uncle Joe.
• 26:58
  Speaker 4: You know a lot of long.
• 26:59
  Speaker 2: Term employees like Mark and Jake Snowlson in the service department,
• 27:05
  Speaker 2: Chris Mason and body shop. I mean decades and a
• 27:08
  Speaker 2: lot of these people have spent their whole lives working
• 27:11
  Speaker 2: at Dungeons.
• 27:12
  Speaker 4: And that's that is what it's all about. And the war.
• 27:19
  Speaker 2: We are a family dealership and that goes beyond does
• 27:23
  Speaker 2: with the last name. It's really about being uh you know,
• 27:27
  Speaker 2: people being part of the team and all working towards
• 27:30
  Speaker 2: the same goal, which is, like Mark said, is to
• 27:32
  Speaker 2: take care of our customers. And we've got just a
• 27:36
  Speaker 2: few seconds left. I've got some service offerings going on
• 27:40
  Speaker 2: this month. If you're interested with school going back back
• 27:44
  Speaker 2: to school, a tire rebates, a free battery check, and
• 27:48
  Speaker 2: then there's a coupon on the website where you can
• 27:51
  Speaker 2: bundle and save more.
• 27:52
  Speaker 4: The more you spend, the more you save.
• 27:55
  Speaker 2: So be sure to check all that out at Dungeustoyota
• 27:58
  Speaker 2: dot com. And and you can, like I said, get
• 28:02
  Speaker 2: in there, you can. We are looking to buy vehicles.
• 28:05
  Speaker 2: This has become a constant theme. We can't seem to
• 28:09
  Speaker 2: keep our used car inventory high enough right now to
• 28:14
  Speaker 2: meet demand, and so we've we're a Kelly Boobook buying center,
• 28:18
  Speaker 2: and you can you know, if you have a car
• 28:20
  Speaker 2: you're looking to sell, we'll make you an offer. A
• 28:22
  Speaker 2: lot of times we can offer a lot more than
• 28:24
  Speaker 2: the Kelly Blue Book based value.
• 28:27
  Speaker 4: So bring it to Dungeons and let us take a long.
• 28:29
  Speaker 1: Alrighty tell us where we can bind you.
• 28:31
  Speaker 2: Physically physically At nineteen eleven Southeast Washington Boulevard.
• 28:35
  Speaker 4: Mark and I are headed back out there just in
• 28:38
  Speaker 4: a few minutes and we'll take care of you all right.
• 28:43
  Speaker 1: But you've been watching and listening to our car Talk
• 28:45
  Speaker 1: program with Dungeons Toyota. Thanks for listening to one on
• 28:51
  Speaker 1: one of the professional paid presentation at fourteen h K
• 28:55
  Speaker 1: one