Latest / CBT Live / BYD Blocked, Nasdaq Record, the Profits That Can Kill Your Dealership Sale (09.22.26)

Transcript

BYD Blocked, Nasdaq Record, the Profits That Can Kill Your Dealership Sale (09.22.26) · CBT Live

0:00
SPEAKER_06: What metrics should you be watching in fixed ops?
0:03
SPEAKER_03: And want to know the secrets of making more money in used cars in Q4?
0:07
SPEAKER_03: All that and more coming up next on CBT Live.
0:36
SPEAKER_03: Hello, everyone, and welcome to CBT Live.
0:38
SPEAKER_03: Today is Tuesday, September 22nd.
0:41
SPEAKER_03: I'm Bridget Fitzpatrick and I'm joined by Jim Fitzpatrick.
0:44
SPEAKER_06: That's right.
0:45
SPEAKER_06: Hey everyone joining us.
0:46
SPEAKER_06: Thanks for joining us today.
0:47
SPEAKER_06: Big show.
0:48
SPEAKER_06: We do have a big one.
0:49
SPEAKER_06: Another big show.
0:50
SPEAKER_06: This is show number, I think, 22.
0:52
SPEAKER_03: And it's the 22nd.
0:55
unknown: That's right.
0:56
SPEAKER_06: We didn't know that we planned it that way.
0:58
SPEAKER_06: Not at all.
0:59
SPEAKER_06: We're moving right along here.
1:00
SPEAKER_03: That's right.
1:01
SPEAKER_03: All right.
1:02
SPEAKER_06: So coming up, we'll be joined by Christopher Singleton, managing partner of Mike Terry Chevel Chevrolet, to talk about service metrics.
1:09
SPEAKER_06: And uh and then we'll also be joined by David Long.
1:12
SPEAKER_06: You know this gentleman, author and president of David J.
1:16
SPEAKER_06: Long Coaching, to talk about his upcoming new book release, which I happen to have a copy of right here, Bridget.
1:21
SPEAKER_06: Step Zero, which is a phenomenal book.
1:24
SPEAKER_06: I've been s kind of trying to catch up on the reading of it.
1:27
SPEAKER_06: I'm not done with it yet, but man, what I what I see, I like very much.
1:30
SPEAKER_03: He's got a story to tell.
1:31
SPEAKER_06: Yeah, he's going to talk to him about used cars, obviously obviously.
1:33
SPEAKER_06: He's a used cars.
1:35
SPEAKER_06: Yeah.
1:36
SPEAKER_06: For sure.
1:36
SPEAKER_06: For sure.
1:37
SPEAKER_03: So before we get into it, let's thank our sponsor, Capital One, Navigator Platform from Capital One gives you the solutions you need to drive leads, conversations, and results.
1:47
SPEAKER_03: You deserve a partner that helps you win in your market.
1:50
SPEAKER_03: Reach out to your Capital One representative to learn how Navigator Platform can help your dealership take the lead.
1:55
SPEAKER_03: Thank you, Capital One.
1:56
SPEAKER_06: That's right, that's right.
1:57
SPEAKER_06: And Bridget, we've got some exciting news to share with our excited about excited to share this.
2:02
SPEAKER_06: Uh CBT News is partnering with Cherokee Media Group for the upcoming Used Car Week.
2:18
SPEAKER_06: The event takes place November 16th through the 19th at the Manchester Grand Hyatt in San Diego.
2:24
SPEAKER_06: Who doesn't want to go to San Diego?
2:25
SPEAKER_06: I mean, that that that is a beautiful, beautiful city.
2:28
SPEAKER_06: We're showing pictures of it right now.
2:30
SPEAKER_06: And uh this is this is an event that I've been to and I've totally impressed with with Cherokee and what they're able to put on here.
2:38
SPEAKER_06: I mean, it is top shelf all the way.
2:40
SPEAKER_06: The people that you meet is just just incredible.
2:44
SPEAKER_06: And and the breakout sessions that they have, obviously we're looking at some of the awards uh luncheons that they have along the way there as well.
2:51
SPEAKER_03: Um I'm excited.
2:52
SPEAKER_03: It'll be my first time going.
2:54
SPEAKER_03: And as the official media partner of Used Car Week, we'll be taking CBT Live on the road and broadcasting from the event, and we'll also be sitting down with dealers, executives, speakers, and other industry leaders for exclusive interviews throughout the week.
3:08
SPEAKER_03: It's gonna be a great, great week.
3:09
SPEAKER_06: Yeah, no question.
3:10
SPEAKER_06: We we uh we're very excited about that.
3:12
SPEAKER_06: Cherokee Media Group runs a, as you all know, a first-class operation, whether it be their magazines or their events or their online presence or what have you.
3:21
SPEAKER_06: Um we've been in awe of the job that they've done, you know, for 14 years.
3:25
SPEAKER_03: Yeah, it's been great working with the team there leading up to this.
3:28
SPEAKER_03: So we're excited for that.
3:29
SPEAKER_06: Yes, yes.
3:30
SPEAKER_03: So let's get into a little bit of news before we get on with the show.
3:33
SPEAKER_03: How about that?
3:35
SPEAKER_03: So lawmakers push to keep Chinese automakers out of the U.S.
3:39
SPEAKER_03: There were 27 Democratic lawmakers led by Michigan Representative Debbie Dingle.
3:45
SPEAKER_03: Um, they're urging President Trump to maintain current restrictions on Chinese vehicles and connected vehicle technology.
3:51
SPEAKER_03: The lawmakers sent their message ahead of President Trump's meeting with the Chinese president this week.
3:57
SPEAKER_03: So they're asking the administration administration to prevent Chinese automakers from entering the U.S.
4:01
SPEAKER_03: throughout imports and many and American manufacturing.
4:05
SPEAKER_03: So that's something that he was saying recently that um he'd be open to Chinese automakers building vehicles here in the U.S.
4:12
SPEAKER_03: if they employ American workers.
4:14
SPEAKER_06: Right.
4:15
SPEAKER_06: Should be interesting because uh the president of China is gonna be here, I think, tomorrow, uh Wednesday, and uh they are they're gonna have that meeting, and I think there's gonna be a lot of um uh people watching that.
4:26
SPEAKER_06: Yeah, they're really and certainly in Debbie Dingle's territory there, uh also the home of Senator Slotkin there in Michigan, be for obvious reasons.
4:34
SPEAKER_06: I'm sure they're getting a lot of pressure right now from the UAW and from the car companies that are doing business there in Detroit and the surrounding areas to say, hey, we gotta keep these Chinese vehicles out.
4:45
SPEAKER_06: You know?
4:45
SPEAKER_06: Yeah, although it seems to be a little rocky road.
4:56
SPEAKER_03: You know, we do report, there's a lot of negative news in the media in the media right now.
5:02
SPEAKER_03: And we happen to report on that because we have to.
5:05
SPEAKER_03: We want to bring you the stories that matter to our industry and to you.
5:09
SPEAKER_03: Um but you know what?
5:10
SPEAKER_03: We have a little bit of good news I'd like to talk about today.
5:13
SPEAKER_07: Okay.
5:14
SPEAKER_03: So I'm gonna bring up a few, there's a few points that um that were good today.
5:18
SPEAKER_03: And so I'm like, you know what?
5:19
SPEAKER_03: We need to talk about that.
5:20
SPEAKER_07: Okay, let's let's do it.
5:22
SPEAKER_03: NASDAQ gained 2.3% Monday and closed at a record high.
5:26
SPEAKER_07: Okay, that's good.
5:27
SPEAKER_07: That's good.
5:27
SPEAKER_07: That's good, that's good news.
5:29
SPEAKER_03: Yes, I'm I'm happy with that.
5:30
SPEAKER_03: The SP 500 climbed 1.5 percent and finished within four tenths of a percent of its record.
5:37
SPEAKER_03: Not bad.
5:38
SPEAKER_03: The Dow gained 366 points.
5:42
SPEAKER_03: Oil prices also declined for a fifth consecutive day on Tuesday.
5:46
SPEAKER_06: Now we're we're basing it on the day.
5:49
SPEAKER_06: That's right.
5:50
SPEAKER_06: But this is good news.
5:51
SPEAKER_06: I mean at least it's at least folks, this is going in the right direction, right?
5:55
SPEAKER_06: Because we we do.
5:56
SPEAKER_06: We have a tendency to deliver not so good news and uh with the rest of the media.
6:01
SPEAKER_06: Um, but there are bright spots, you know, and uh, you know, when you talk to dealers, they're like I've spoken to many dealers that said we're having a great month.
6:08
SPEAKER_06: Yeah, you know, look at we spoke to the present or the uh vice president of Kia of sales and marketing, and he said we had a record month at 84,000 units, you know.
6:15
SPEAKER_06: I know.
6:16
SPEAKER_06: And you think, okay, through all of this negativity, there's there are vehicles being sold.
6:21
SPEAKER_03: And I we promise we will highlight anything positive happening at all times, right?
6:26
SPEAKER_03: Yes, we will try.
6:27
SPEAKER_03: We will do that.
6:29
SPEAKER_03: Yes.
6:30
SPEAKER_03: Um, there's also some encouraging news around employment and housing.
6:34
SPEAKER_03: Initial unemployment claims fell to 196,000.
6:38
SPEAKER_03: This was the lowest level since mid-July.
6:40
SPEAKER_03: There you go.
6:40
SPEAKER_03: Yay.
6:41
SPEAKER_03: That's good.
6:42
SPEAKER_03: Um the unemployment rate remained relatively low at 4.1% in August.
6:46
SPEAKER_06: Okay.
6:47
SPEAKER_03: Construction of new single family homes increased 7.6%.
6:51
SPEAKER_06: That's huge.
6:52
SPEAKER_06: Yeah.
6:52
SPEAKER_06: As we know, you increase the uh new home sales and and truck sales go up for obvious reasons.
6:58
SPEAKER_06: All those vendors and suppliers and contractors, I should say, uh often go out and buy cars when home sales are going up.
7:05
SPEAKER_03: And 7.6% is not bad.
7:08
SPEAKER_03: It's okay.
7:09
SPEAKER_03: And pending home sales edged up three-tenths of a percent, beating expectations that there was going to be a decline.
7:16
SPEAKER_03: Okay.
7:17
SPEAKER_03: So in the market's been crazy, as we know.
7:19
SPEAKER_03: That's great.
7:19
SPEAKER_03: Um, there are still some challenges, but obviously we want to make sure we report on good news too.
7:24
SPEAKER_06: Yeah, it really is.
7:25
SPEAKER_06: It's because in light of all of this, you know, we're still in a 16 plus million SAR.
7:30
SPEAKER_06: Um so that that's really the good news about you know where we are as a country.
7:35
SPEAKER_06: And uh yeah, do we have our problems?
7:37
SPEAKER_06: Yes.
7:37
SPEAKER_06: We got gas prices up, and I'm not gonna tear it down all over again.
7:40
SPEAKER_06: But let's leave it there.
7:42
SPEAKER_06: Yeah, we just gotta end this war in Iran, you know?
7:45
SPEAKER_06: Yeah, get get out of that.
7:46
SPEAKER_06: I think that's gonna make a big, big difference for sure.
7:49
SPEAKER_06: Yeah, for sure.
7:50
SPEAKER_06: And of course the tariffs.
7:52
SPEAKER_03: That's right.
7:52
SPEAKER_03: So do you want to talk about that?
7:54
SPEAKER_06: So um I had the opportunity to sit down with Dave Canton uh from the Dave Canton Group.
7:59
SPEAKER_06: You've seen him many times here on CBT News.
8:02
SPEAKER_06: And uh he recently joined us and uh he talked about the fact that it's not always the money that motivates a seller of a dealership.
8:11
SPEAKER_06: It so well, I'll let him tell you.
8:13
SPEAKER_06: So take a take a look at this clip.
8:15
SPEAKER_04: You know, sometimes the greatest bidder isn't always the winner of an acquisition, right?
8:20
SPEAKER_04: And we see that all the time.
8:21
SPEAKER_04: And Seth and I speak about that.
8:23
SPEAKER_04: You know, the the highest paying bidder typically at times also might have the most contingencies on that high price bid.
8:30
SPEAKER_04: They're saying, well, I'm paying all the money for this, so I want every contingency possible to ensure that every dollar that I'm putting on this letter of intent is is creditable and could transact.
8:38
SPEAKER_04: And that seller might say, Well, maybe it might be worth a slight reduction to get an easier path to the closing table.
8:46
SPEAKER_04: I tell our clients this all the time.
8:47
SPEAKER_04: You know, you have it's not just price that you want to best position an acquisition offer with.
8:52
SPEAKER_04: It's also the path of getting there.
8:55
SPEAKER_04: Okay.
8:55
SPEAKER_04: And this is why we say setting up a buyer for success, having your liquidity available and ready, minimizing or removing a finance contingency because you're prepared to acquire that business.
9:07
SPEAKER_04: And then also having the proper people in place to help you with things like the OEM applications.
9:12
SPEAKER_04: You know, the Dave Canton Group takes pride of having individual departments that work with our clients in all different aspects of an acquisition.
9:20
SPEAKER_04: And look, I'll tell you, Seth and I have had some of our greatest acquisitions that were the most challenging acquisitions.
9:25
SPEAKER_04: You know, yeah.
9:26
SPEAKER_06: I mean, that that's a very good point.
9:28
SPEAKER_06: Right.
9:28
SPEAKER_06: There's that not all deals are created equally.
9:30
SPEAKER_06: What Dave brings up there uh is is is so true.
9:34
SPEAKER_03: Yeah, and he had some more great points.
9:36
SPEAKER_03: If you missed that interview, you can see it on cbtnews.com.
9:38
SPEAKER_03: He sat down with um Seth Dobbs of Roth Fairchild as well.
9:42
SPEAKER_03: So um it was a really great conversation between the three of you guys.
9:45
SPEAKER_06: Yeah, Dave's a great guy, friend of the show, and uh you've all seen him here many times uh in conversations with me, and he brings uh he brings really great content.
9:55
SPEAKER_03: He does, yeah.
9:56
SPEAKER_03: He does.
9:56
SPEAKER_03: So fixed ops has always been a critical part of the dealership business, but what what even when the market gets tough, and that is um makes it even more important.
10:06
SPEAKER_06: That's right, that's right.
10:06
SPEAKER_06: And we also we always turn to fixed ops, don't we?
10:08
SPEAKER_06: In in this industry, whenever things get a little rocky, it's like fixed ops, what do you what do you got?
10:13
SPEAKER_06: So today we're joined by Christopher Singleton, who is a managing partner of Mike Terry Chevrolet, to talk about the service metrics, kit KPIs, and other practices that separate high performing dealerships from the others.
10:24
SPEAKER_06: So uh welcome into the show.
10:26
SPEAKER_06: Welcome and uh so glad that you could join us on the show.
10:29
SPEAKER_06: And uh how are how are things how are things today at Mike Terry Chevrolet?
10:36
SPEAKER_02: Things are things are awesome.
10:37
SPEAKER_02: We uh just had a had a record 80 cars.
10:39
SPEAKER_02: We're in a really small market, about uh 2,500 people, so it was a record for the store, and uh uh super excited.
10:46
SPEAKER_02: So a lot of a lot of moment, a lot of momentum building into September.
10:51
SPEAKER_06: Yeah, that's fantastic.
10:52
SPEAKER_06: Uh we've we've uh heard that from a number of your colleagues in the industry that things are uh things are pretty good.
10:57
SPEAKER_06: Yeah, yeah.
10:58
SPEAKER_06: So let's talk a little bit about it.
10:59
SPEAKER_06: Good to hear.
11:00
SPEAKER_06: That's right.
11:01
SPEAKER_06: Really is.
11:01
SPEAKER_03: So let's go right into fixed ops.
11:03
SPEAKER_03: What are the first service metrics or KPIs that you look for and why?
11:09
SPEAKER_02: Well, a lot of a lot of fixed ops metrics.
11:12
SPEAKER_02: Uh the the three that uh I would say that sticks out to me, one is is to me what I'd call the hidden gym, and that is additional service recommendations.
11:21
SPEAKER_02: Because you can't sell anything that that you don't recommend.
11:25
SPEAKER_02: So tracking your technicians' additional service recommendations based upon their average mileage to ensure that they're actually recommending the viable services to the to the consumers and they aren't just taking the path of least resistance.
11:38
SPEAKER_02: So I would say that that's one.
11:39
SPEAKER_02: Uh another one would be hours per RO.
11:42
SPEAKER_02: So how many hours are we selling per repair order?
11:46
SPEAKER_02: Because in service, essentially what you're selling is time.
11:50
SPEAKER_02: So how much time are we selling uh uh per ticket is really important.
11:54
SPEAKER_02: And then uh lastly, I would say uh tech proficiency.
11:59
SPEAKER_02: So are my technicians working while they're here?
12:02
SPEAKER_02: So tech proficiency is essentially a measure of how many hours they're being clocked in versus how many hours they're actually flagging, and that ensures that while they're here on the clock, they're actually flagging out hours and and they're doing they're doing work.
12:18
SPEAKER_02: So I would say those will be my top three KPIs to to have a high performance service department.
12:23
SPEAKER_06: Yeah.
12:24
SPEAKER_06: Chris, a service department can be, you know, busy uh and yet still not be as profitable or efficient as it should be.
12:31
SPEAKER_06: From your perspective, what separates those high performing uh operations from the ones that are just staying busy, so to speak?
12:40
SPEAKER_02: Yeah, and that would bring one more KPI into the picture, and I would say that that's your effective labor rate.
12:45
SPEAKER_02: And your effective labor rate is essentially uh how much money are you retaining per hour that you that you sell.
12:53
SPEAKER_02: So your effective labor rate is probably the one of the biggest things to watch.
12:57
SPEAKER_02: The two things that affect it are what are called the two D's, which is discounting and dispatching.
13:01
SPEAKER_02: So I don't want to, if I have a$50 an hour tech, uh I don't want to give that guy oil changes.
13:07
SPEAKER_02: So I want to watch how I'm dispatching my uh tickets.
13:11
SPEAKER_02: And I also want to make sure I'm not overly discounting my my tickets as well.
13:14
SPEAKER_02: So if you want a high-performing service department, it's not just about being busy, but it's it's about ensuring that the right ticket goes to the right technician, along with uh monitoring your your customer service rates and essentially ensuring that everybody's working well while they're there so that it goes back to tech proficiency and effective laborate.
13:34
SPEAKER_02: Yeah.
13:34
SPEAKER_03: Yeah.
13:35
SPEAKER_03: So a lot of dealers have the technology to do digital inspections, but that doesn't necessarily mean their teams use it consistently.
13:43
SPEAKER_03: How do you get your technicians and advisors to actually follow the process every time?
13:49
SPEAKER_02: It it becomes a culture.
13:51
SPEAKER_02: And I think it's really about the visibility as to it as well.
13:55
SPEAKER_02: So we track our media MPIs.
13:58
SPEAKER_02: Uh I can see how many pictures or videos are attached per repair order, and that's a metric that I track.
14:05
SPEAKER_02: Uh and I think they're just when I do my walkthroughs in the morning and I go back there and I talk to the team, and I say, wow, um, Juan, you're at you know, 80% of your repair orders last week.
14:17
SPEAKER_02: All of them had a picture, a video attached to it.
14:19
SPEAKER_02: Great job.
14:20
SPEAKER_02: And that becomes the conversation amongst the technicians, and everybody sees that this is a metric that you're inspecting what you expect.
14:28
SPEAKER_02: Uh, that's that's so important.
14:30
SPEAKER_02: So when it becomes a culture, it becomes a lot easier to manage.
14:32
SPEAKER_06: Yeah, for sure.
14:34
SPEAKER_06: Um, when you look at uh service retention, which is something that we still suffer from in this industry, only about 30% um are retained, and those consumers are retained at the dealership level.
14:45
SPEAKER_06: Others go off to the independence and what have you.
14:47
SPEAKER_06: But when you look at service retention, where do you think dealerships often lose the customer?
14:52
SPEAKER_06: Um is it scheduling, is it appointment, writing the repair order, just communication during their visit or their last visit?
15:00
SPEAKER_06: What would you point to?
15:04
SPEAKER_02: The first thing I will point to is doing what's called an active delivery and being able to schedule that next service appointment while the customer is still there in your in your shop.
15:15
SPEAKER_02: So one of the things that I'm a big advocate of and and one of the things that I teach the service advisors is to make sure that if there's a decline service or uh you know there's a service that they decided not to do right now or a maintenanceable item that's coming up, go ahead and pre-schedule that next service visit so that way that customer already knows that uh that they're coming back, and then you can schedule a follow-up in the meantime and between time.
15:41
SPEAKER_02: That's it's similar to not only do we provide great service, but also Squeaky Wheel gets the grease.
15:46
SPEAKER_07: Yeah.
15:46
SPEAKER_02: So you want to stay in front of that customer and have as many touch points as possible in order to increase that retention.
15:52
SPEAKER_06: Sure.
15:52
SPEAKER_02: Chris, are you doing any mobile service right now?
15:56
SPEAKER_02: No, so we're not doing mobile service right now.
15:58
SPEAKER_02: I I know that that's a bit more prodigious with the Ford stores that have uh mobile trucks and things of that nature, but I do think that that may be a wave of the future, especially for fleet companies uh who are all about convenience and having their vehicles back in a timely manner.
16:15
SPEAKER_06: Sure, sure.
16:15
SPEAKER_06: You so you don't you don't see uh the company going in that direction for the for your your uh customers other than fleet?
16:24
SPEAKER_02: I think that on the consumer basis, if you have a route, I think that it's something that has to be built too.
16:30
SPEAKER_02: So it's not uh something that's gonna be uh profitable overnight.
16:34
SPEAKER_02: But as as we get into more and more uh convenience uh based services, I think that it is gonna be a wave of of the future.
16:42
SPEAKER_06: Sure.
16:42
SPEAKER_02: It it also depends on the accessibility of people.
16:45
SPEAKER_02: So when you're in a really rural market, you may not look at uh a mobile service may not be as profitable as it is if you're in in primetime big city and and within a small radius of of people, you you can have quite a few clients.
16:57
SPEAKER_06: Yeah, good point, good point.
16:59
SPEAKER_06: What about tires?
17:00
SPEAKER_06: Do you all sell tires there at Mike Terry Chevrolet?
17:03
SPEAKER_02: Absolutely, absolutely.
17:05
SPEAKER_02: I think tires is really important to retention.
17:07
SPEAKER_02: Many people can shy away from it because it's not the most profitable service.
17:14
SPEAKER_02: However, uh everything hinges upon the tires.
17:17
SPEAKER_02: So you can upsell things like alignments, um you know, tire rotations, so many things hinge upon tires.
17:25
SPEAKER_02: Uh, and and if you can sell a customer tires, then they usually trust you with the with the remainder of their vehicle.
17:31
SPEAKER_02: So important.
17:33
SPEAKER_06: Yeah, you're not alone.
17:34
SPEAKER_06: A number of the dealers that I've spoken to on this issue have said the same thing, that they almost give the tires away at cost uh to remain competitive.
17:41
SPEAKER_06: However, it keeps that that customer with your dealership because as you know, every tire outlet also does, you know, uh oil changes and other types of maintenance that if that customer is going in there to get the tires done, there, you know, that that person, that technician, that technician rather is doing a full walk around to go, hey, by the way, we can also do this, this, and this, right?
18:01
SPEAKER_02: Yeah, well, and and and to your point, tires within itself is the least profitable service.
18:06
SPEAKER_02: Yeah.
18:06
SPEAKER_02: However, alignments is a most profitable service because it's all labor and there's no part associated with it.
18:12
SPEAKER_02: So uh uh upselling the if I have to sell the least profitable service in order to obtain uh the most profitable service and more, then it's it's well worth it.
18:22
SPEAKER_06: That's right.
18:23
SPEAKER_06: That's right.
18:23
SPEAKER_06: Are you uh in need of technicians right now?
18:28
SPEAKER_02: Absolutely.
18:28
SPEAKER_02: I think that you're always in need of a really good uh technician.
18:35
SPEAKER_02: Uh I think that the workflow is important and being able to ensure that you're probably your technicians are working while they're here.
18:42
SPEAKER_02: So once you start to consistently reach as a shop 90 plus percent on your tech proficiency, and you find yourself uh curtailing work or not calling as many recalls or technical service bulletins or decline services because you don't want to overload the shop, then it may be time to explore getting getting a new technician.
19:02
SPEAKER_06: Yeah, that's great.
19:02
SPEAKER_06: Uh will we see any new acquisitions uh in the coming year uh from uh Mike Terry Chevrolet?
19:11
SPEAKER_02: You know, there is uh there's there's lots of non-disclosure agreements.
19:16
SPEAKER_02: Uh however, I can say that the right opportunity and the opportunity to to expand is always something that we are uh looking at and and something that uh that that I never turned down.
19:26
SPEAKER_02: This this market is very transient.
19:28
SPEAKER_02: I think that this is a market that's that's exciting right now.
19:31
SPEAKER_02: It kind of separates the men from the boys or the women's front from the girls.
19:36
SPEAKER_02: Uh it's it's so important uh to be smart.
19:39
SPEAKER_02: So to me, this is one of the funnest times uh where only the best dealers are are able to make it and be profitable.
19:44
SPEAKER_06: That's right.
19:45
SPEAKER_02: You feeling good about the balance of the year?
19:48
SPEAKER_02: Uh I'm I'm feeling really good about the balance of the year.
19:52
SPEAKER_02: I think that uh, you know, every win or proposed loss is really just a learning experience.
19:58
SPEAKER_02: So if we have a great month, I'm asking why and saying what worked, what didn't, and how can we get better.
20:03
SPEAKER_02: And if we have a bad month or a month where there was a lot of opportunity, I'm asking myself the same question.
20:08
SPEAKER_02: So to me, every day is like an opportunity to find a new puzzle piece and to sharpen your your skills.
20:15
SPEAKER_06: Absolutely, absolutely.
20:16
SPEAKER_06: You know, we we recently did a story about um about GM and Chevrolet and what have you about the lack of uh hybrids.
20:24
SPEAKER_06: And it seems as though hybrids are really very popular right now.
20:27
SPEAKER_06: Of course, Toyota leaned in on it, as did so many other car companies.
20:32
SPEAKER_06: Um what's your what's your take on that?
20:36
SPEAKER_02: I think hybrid more so than strictly EV.
20:40
SPEAKER_02: They were gonna pass the EV infrastructure bill that was where there's supposed to be 500 new charging stations throughout um you know the United States, there was that was gonna be uh created.
20:53
SPEAKER_02: However, I think that hybrid, uh I think people still want uh the comfort of having some some gasoline uh uh mobility.
21:00
SPEAKER_02: So I think hybrid is going to be much more prodigious than EV, at least in the short term.
21:06
SPEAKER_02: Um also you don't cannibalize your service business that way because with EVs, yeah, there can be much less service associated with it.
21:13
SPEAKER_02: So I think looking at the totality and the economic structure of it, I think that hybrids are going to be much more successful long uh uh for the at least for the short term than than EVs.
21:23
SPEAKER_06: Yeah.
21:23
SPEAKER_06: Are you banging that drum with the OEM to say get us more hybrids?
21:28
SPEAKER_02: You know, uh uh I in this market because they're kind of you know, it's it's it can be a bit antiquated uh in rural markets.
21:38
SPEAKER_02: I think people prefer traditional gasoline engines.
21:42
SPEAKER_02: Yeah.
21:42
SPEAKER_02: Uh but I'll I'll take all the hybrids that I can get, especially right now with the gas mileage being such a such a prominent concern amongst consumers.
21:50
SPEAKER_02: I definitely would take all the hybrids I can get.
21:52
SPEAKER_06: Yeah, that's great.
21:52
SPEAKER_06: Christopher Singleton from Mike Terry Chevrolet, thank you so much for joining us on the show.
21:57
SPEAKER_06: Very much appreciate it.
21:58
SPEAKER_06: I know that our dealers watch.
22:00
SPEAKER_06: We'll get a lot out of your visit with us.
22:01
SPEAKER_06: So thanks.
22:02
SPEAKER_06: Thank you.
22:02
SPEAKER_06: Thanks so much, Chris.
22:03
SPEAKER_02: Thank you all for having me.
22:04
SPEAKER_06: Thanks.
22:06
SPEAKER_06: Good guy.
22:08
SPEAKER_06: That's right.
22:08
SPEAKER_06: That's right.
22:08
SPEAKER_06: He's uh it's interesting because the hybrids.
22:11
SPEAKER_06: When we reported on the story, I was I was kind of shocked the fact that there were no hybrids, you know, in G.
22:17
SPEAKER_06: I shouldn't say none.
22:20
SPEAKER_06: Yeah.
22:20
SPEAKER_06: That's crazy.
22:22
SPEAKER_06: Big mistake.
22:23
SPEAKER_06: Yeah.
22:23
SPEAKER_06: But I think so many people got that EV fever.
22:26
SPEAKER_03: They did.
22:27
SPEAKER_06: You know, that that that it was uh that everybody went all in on EVs, as we know.
22:31
SPEAKER_06: A hundred billion dollars was spent on you know from all the OEMs and retrofitting their their line of cars and their fleet and and look what happened.
22:41
SPEAKER_06: Yeah, right.
22:41
SPEAKER_03: And consumers are a little more, you know, apt to getting the the EV, but the best way to ease yourself into that is the hybrid, which is why they're so popular right now.
22:50
SPEAKER_06: That's right.
22:51
SPEAKER_06: That's right.
22:52
SPEAKER_06: Yep.
22:53
SPEAKER_03: So we want to be sure you all stay up to date.
22:56
SPEAKER_03: So be sure to sign up for the CBT newsletters to get the latest automotive retail news and insights delivered straight to your inbox.
23:02
SPEAKER_03: And be sure to like, follow, and subscribe on your favorite social channel so that you don't miss a show or any of the great content that we are producing every single day.
23:10
SPEAKER_06: That's right.
23:11
SPEAKER_06: Yeah, no, no, no question.
23:12
SPEAKER_06: And the um the newsletters are awesome.
23:14
SPEAKER_06: I mean, we send out literally millions of newsletters uh two times a day, and then one on Saturday.
23:22
SPEAKER_06: So it's you want to stay in touch with the industry.
23:24
SPEAKER_06: The CBT newsletter is the way to go for 14 years, by the way, I might add.
23:28
SPEAKER_03: 14 years.
23:29
SPEAKER_06: I wonder how many millions of newsletters in 14 years we've sent out.
23:32
SPEAKER_03: I know.
23:32
SPEAKER_03: We'll we'll do the math.
23:34
SPEAKER_06: Yeah, yeah, no question.
23:35
SPEAKER_06: What do we do?
23:36
SPEAKER_06: In fact, this next guy has been getting all of our newsletters over the last 14 years.
23:40
SPEAKER_03: Probably 14 years, yeah.
23:42
SPEAKER_03: We do spend a lot of time talking about the process, how to sell more cars, lead better, build a better team, but what happens before any of that?
23:51
SPEAKER_06: That's right.
23:52
SPEAKER_06: Uh, David J.
23:53
SPEAKER_06: Long, author, president of David J.
23:55
SPEAKER_06: Long Coaching, and a very good friend of CBT News, uh Bridget and I.
24:00
SPEAKER_06: So uh says success starts at step zero.
24:03
SPEAKER_06: Oh, look at that.
24:04
SPEAKER_06: I happen to have the new book right there.
24:07
SPEAKER_06: His new book, Step Zero, comes out next week, September 28th.
24:11
SPEAKER_06: And today we are talking about it.
24:13
SPEAKER_06: So, David, thank you so much for taking the time out of your busy schedule.
24:16
SPEAKER_06: Now that you're a big time best-selling author, it's good that you're still talking to the little people.
24:20
SPEAKER_05: You know what I mean?
24:22
SPEAKER_05: Jim and Bridget, it's so good to see you both and be here on my favorite show, CBT.
24:29
SPEAKER_05: We love it.
24:29
SPEAKER_05: There you go.
24:30
SPEAKER_06: We are we're gonna take that clip out.
24:31
SPEAKER_06: You know, we're gonna push that out in social.
24:34
SPEAKER_06: Um well no congrats on the book.
24:35
SPEAKER_06: Yes, congratulations.
24:37
SPEAKER_06: We were reading it before we went on the air, and I and I love it.
24:40
SPEAKER_06: It's an easy read and it's very uh timely.
24:43
SPEAKER_06: I know for me anyway.
24:44
SPEAKER_06: This this is a book that you need to read maybe every morning, right?
24:48
SPEAKER_03: It's really good.
24:48
SPEAKER_03: Yeah, you've got quite the story to tell.
24:51
SPEAKER_06: Yeah, that's right.
24:51
SPEAKER_06: That's what we're doing.
24:52
SPEAKER_03: Well, let's talk about it.
24:53
SPEAKER_03: What was the motivation behind writing the book?
24:56
SPEAKER_05: So it was actually written 25 years ago in my mind when I realized that uh success had very little to do with process and had little to do with structure, although structure, process, discipline, all important.
25:10
SPEAKER_05: It was the framework before process, structure, and discipline that I found to be the keys to not just my success in business, but my success as a husband.
25:21
SPEAKER_05: Jim, that's a little tip for you.
25:22
SPEAKER_05: Yeah, you go.
25:23
SPEAKER_05: There's a cheaper in there for you.
25:25
SPEAKER_05: My success as a father and now a grandfather and my network of friends and people that I love and care about.
25:32
SPEAKER_05: And that's what this book's about.
25:33
SPEAKER_05: It's not about automotive, it's about how do we show up as the best version of ourselves to feel congruent with who we are and give the people that we care about what they're hoping to have.
25:45
SPEAKER_05: And that's what the book's about.
25:46
SPEAKER_06: Yeah, that that's fantastic.
25:48
SPEAKER_06: And you did a great job packaging all of that up.
25:50
SPEAKER_06: Absolutely.
25:51
SPEAKER_06: Yeah.
25:52
SPEAKER_03: So we know that the wrong mindset can mess up the best plan out there.
25:56
SPEAKER_03: Talk to us about the importance of everyone involved having the right mindset.
26:01
SPEAKER_05: So, you know, I often go into a retail environment like everybody that's your listeners and you two, and you can just feel, you can sense if it's a place to do business or not.
26:12
SPEAKER_05: You can feel the energy, you can see the attitudes before anybody opens their mouth.
26:17
SPEAKER_05: And the way people approach us, you can just identify if there's somebody that we want to actually engage with.
26:23
SPEAKER_05: So the attitude that we bring to the workplace, the energy that people can feel that's palpable from 50 feet away, and then the way we approach not just the person that we're going to engage with, but our activities throughout the day, I think means everything prior to doing the job.
26:42
SPEAKER_06: Oh, that's so true.
26:44
SPEAKER_06: Yeah, when the pressure is high, how do you stay focused on serving the customer instead of just closing the deal, right?
26:52
SPEAKER_05: Yeah.
26:52
SPEAKER_05: So let me ask, for any of the leaders that are watching, and I'm sure there's a lot of them, um, how does your team experience you when you show up?
27:00
SPEAKER_05: Are you showing up with the weight of the world?
27:02
SPEAKER_05: Like if you're a GM and the owner's, you're not getting the margins you're looking for.
27:06
SPEAKER_05: What experience do you bring to the people around you?
27:10
SPEAKER_05: Yeah.
27:10
SPEAKER_05: And there's tools and tips inside of step zero that helped me for 42 years in retail show up as my best version.
27:19
SPEAKER_05: Did I do it perfectly?
27:20
SPEAKER_05: Absolutely not.
27:21
SPEAKER_05: But did I have the tools and use them often?
27:23
SPEAKER_05: Without question.
27:24
SPEAKER_06: Yeah, for sure.
27:25
SPEAKER_03: And then on the flip side of that, um, as a dealer principal or general manager, um if your team isn't performing the way that you want, how do you ensure that they're all working from the right mindset and keep it that way?
27:37
SPEAKER_05: That's a beautiful question, Bridget.
27:40
SPEAKER_05: Um, it's about paying attention.
27:41
SPEAKER_05: It's the EQ that's way more valuable than the IQ.
27:45
SPEAKER_05: It's not the tasks and the activities, it's how people are showing up emotionally.
27:49
SPEAKER_05: Oftentimes people show up and they're plagued with fear, anxiety, and trepidations and um and feelings of insecurity.
27:59
SPEAKER_05: Uh our job is to pay attention to what's not being said and fill the gap that needs filled the most.
28:04
SPEAKER_05: And it's not easy, but it does come from paying attention.
28:08
SPEAKER_05: I hope that answers your question.
28:10
SPEAKER_03: It does.
28:10
SPEAKER_03: Pay attention to even the nonverbal cues that you're seeing.
28:14
SPEAKER_06: You you get pretty raw in the book about your your own struggles.
28:18
SPEAKER_06: Talk to us about that.
28:20
SPEAKER_05: I do.
28:21
SPEAKER_05: So um I've uh one of my brothers took his life, uh, and I I attempted the same.
28:26
SPEAKER_05: And I hope that's not a trigger for anyone.
28:28
SPEAKER_07: Yeah.
28:29
SPEAKER_05: But my the despair, the depths of despair and and what I went through as a younger man uh put me in a position to think that life was now worth living.
28:38
SPEAKER_05: And it wasn't until I really was able to figure out some of the pieces that were missing.
28:43
SPEAKER_05: I wasn't broken, I was underdeveloped.
28:45
SPEAKER_05: And when I was able to find those areas that I needed to develop and make myself whole, um, through the help, a lot of help, believe it or not, yeah, um, I was able to show up as a husband and father and grandfather that I wouldn't have been had I not repaired myself.
28:59
SPEAKER_06: Yeah, yeah, that's great.
29:00
SPEAKER_06: That's great.
29:00
SPEAKER_06: How many, how many kids and how many grandkids do you have?
29:03
SPEAKER_06: And we'll see if if he can beat us.
29:06
SPEAKER_05: Well, I can never beat you.
29:07
SPEAKER_05: I follow you.
29:08
SPEAKER_05: I'm a bit stalker-ish.
29:10
SPEAKER_05: I shouldn't admit that on camera.
29:12
SPEAKER_05: But I love your beautiful family, your son and all your grandkids.
29:15
SPEAKER_05: But I have three amazing children.
29:17
SPEAKER_05: Very blessed.
29:18
SPEAKER_05: 31.
29:19
SPEAKER_05: You are very blessed, as am I.
29:21
SPEAKER_05: 31.
29:21
SPEAKER_05: Think about this 31, 26, and 21.
29:24
SPEAKER_05: It's every 60 months like a car loan.
29:27
SPEAKER_05: Wow.
29:29
SPEAKER_05: Loving things in college.
29:31
SPEAKER_05: That's great.
29:32
SPEAKER_05: And we have two amazing grandchildren.
29:35
SPEAKER_05: One, I think today is his fourth birthday.
29:38
SPEAKER_05: Five-year-old Nefore.
29:39
SPEAKER_03: Happy birthday.
29:40
SPEAKER_03: Yeah.
29:40
SPEAKER_05: We just had one of the things.
29:41
SPEAKER_05: His name's Noah.
29:43
SPEAKER_03: No, happy birthday, Noah.
29:44
SPEAKER_03: Happy birthday, Noah.
29:45
SPEAKER_06: That's right.
29:46
SPEAKER_06: Is he tomorrow 23rd?
29:48
SPEAKER_06: Is he a long?
29:48
SPEAKER_06: Is it is it Noah Long or No, it's not.
29:51
SPEAKER_05: It's McVay.
29:52
SPEAKER_05: It's our daughter's uh son.
29:54
SPEAKER_05: Okay.
29:55
SPEAKER_05: And they're happily married in uh Florida.
29:57
SPEAKER_06: That's great.
29:58
SPEAKER_05: Yeah, the grandkids are amazing, aren't they, Jim?
30:01
SPEAKER_05: They're the best.
30:02
SPEAKER_06: They are the absolute best.
30:03
SPEAKER_06: And they love their Gigi, that's for sure.
30:05
SPEAKER_06: They do love their Gigi.
30:07
SPEAKER_05: That's what they call it.
30:11
SPEAKER_06: Oh yeah, nice.
30:13
SPEAKER_03: It's a great grandma name.
30:14
SPEAKER_06: It is.
30:15
SPEAKER_06: Let me switch gears for a second.
30:16
SPEAKER_06: You are uh the foremost authority on all things used cars, and you've built a great brand in that as well for dealers.
30:23
SPEAKER_06: You've helped dealers on in that area.
30:25
SPEAKER_06: What should dealers be focused on as we go into this final quarter of this challenging year of 2026 in the area of used cars, acquisition, uh sales, marketing.
30:39
SPEAKER_06: What are you telling dealers that you work with to really drill down and focus on?
30:44
SPEAKER_05: Well, I currently work with 62 dealers and I'm incredibly blessed.
30:49
SPEAKER_05: Uh third of the dealers are used car specific coaching.
30:53
SPEAKER_05: And here's what we're intensely focused on in speed, okay, and what I call the 10531.
31:00
SPEAKER_05: Okay.
31:00
SPEAKER_05: The 10531 is what eliminates all age.
31:04
SPEAKER_05: You will not have age if you subscribe, not to me, but to the 10531.
31:09
SPEAKER_05: What the 10 is, is the car has to have a sign of life by day 10.
31:13
SPEAKER_05: If it doesn't have a sign of life, you're kidding yourself.
31:15
SPEAKER_06: Yeah.
31:15
SPEAKER_05: And a car, every single vehicle, car, truck, van, SUV, should have an individual expiration date.
31:21
SPEAKER_05: But what do we do?
31:22
SPEAKER_05: We stamp them all with 60 days, and then we get nervous at 45, and then we start to panic at 58.
31:28
SPEAKER_05: That's right.
31:29
SPEAKER_05: The car's already left.
31:31
SPEAKER_05: It's expiration date.
31:32
SPEAKER_05: Some cars have a 23-day expiration date that we keep for 60 and wonder why it's all clumpy and losing money.
31:38
SPEAKER_06: That's right.
31:38
SPEAKER_05: So the 10, 5, 3, 1 process has changed all of the dealers that I'm working with's trajectory.
31:47
SPEAKER_06: That's great.
31:47
SPEAKER_06: That's great.
31:48
SPEAKER_06: You know, we've all come across those dealers where they'll say, you know, uh, well, I did 200 uh used cars last month.
31:54
SPEAKER_06: Oh, well, what what what uh how many do you have in stock right now?
31:57
SPEAKER_06: Oh, I have about 75.
31:59
SPEAKER_06: And you're just like, wow, you're doing 200 cars a month off of 75 used cars in stock.
32:04
SPEAKER_06: But it's that it's the key to turn those vehicles, you know, as you sell them, bring the new ones in, advertise them immediately, price them right.
32:12
SPEAKER_06: There's so many things that go into running um, you know, highly efficient and effective used car department, right?
32:18
SPEAKER_06: But to your point, the old school says, eh, put them out there and then and then just mark them down at 45 days, and nobody makes any money on that kind of program.
32:27
SPEAKER_05: No, it's terrible.
32:28
SPEAKER_05: And by the way, have that dealer that has 75 in stock selling 200.
32:31
SPEAKER_05: Call me.
32:32
SPEAKER_05: I'm gonna help them.
32:34
SPEAKER_05: He should be more like what, 50?
32:37
SPEAKER_05: No, 200 in stock should be selling 300.
32:39
SPEAKER_05: If you said he is, yeah.
32:42
SPEAKER_05: So all my dealers, if you have 75 in stock, you're selling one to one twenty-five.
32:46
SPEAKER_07: Yeah.
32:47
SPEAKER_05: Uh, but you're never stocking more than your 30-day supply.
32:50
SPEAKER_05: As a matter of fact, I subscribe to a 25-day supply with zero over 45.
32:55
SPEAKER_06: Yeah, yeah, that's fantastic.
32:57
SPEAKER_06: That and that, and that's the key, right?
32:58
SPEAKER_06: I mean, that uh to get them in and get them out as quickly as possible.
33:00
SPEAKER_06: That's where you're gonna make your most money.
33:02
SPEAKER_06: That's uh that's where the customers are the happiest as well, right?
33:06
SPEAKER_06: I mean today sounds simple, right?
33:07
SPEAKER_06: Yeah, it sounds simple.
33:08
SPEAKER_06: Yeah.
33:09
SPEAKER_06: How's the FTC situation?
33:10
SPEAKER_06: Does that put a cramp on used car sales at all or or doing things differently at at your stores?
33:16
SPEAKER_05: No, and what you did with Bernie Marino, uh, people are still talking about.
33:20
SPEAKER_05: So great job to you and Bridget with that and your son.
33:23
SPEAKER_05: Yeah.
33:23
SPEAKER_05: Uh fantastic work.
33:25
SPEAKER_05: No, it's not.
33:26
SPEAKER_05: It's I think it's putting a crimp in the people that are worrying about um not doing it right and what could and will eventually happen to them.
33:32
SPEAKER_05: Yeah.
33:33
SPEAKER_05: But the dealers that are doing it right and have always done it right, it's just it makes it just more even playing field, I would say.
33:40
SPEAKER_06: That's right.
33:41
SPEAKER_06: That's right.
33:42
SPEAKER_06: Well, for everybody out there, the book is step zero.
33:45
SPEAKER_06: Sign up to get your copy, which we'll make a link right below uh the video that you're watching in the in the content.
33:52
SPEAKER_06: Uh great book, easy read.
33:54
SPEAKER_06: It's exactly what um car people like, is an easy read.
33:59
SPEAKER_03: Yes.
33:59
SPEAKER_03: And David, thank you for sharing your story because you're not only helping people become better leaders, you're helping people that might really need something to encourage them and really get them off of a negative path that they might be on.
34:11
SPEAKER_03: So thank you for sharing that.
34:12
SPEAKER_03: I think it's very important.
34:13
SPEAKER_06: You've really turned a negative situation in your life into a very, very positive one that many, many people can benefit from.
34:19
SPEAKER_06: So thank you for doing that.
34:21
SPEAKER_05: Thank you.
34:21
SPEAKER_05: I get goosebumps when you say that because there's some people that might be watching this feel hope less.
34:26
SPEAKER_05: That's that's right.
34:27
SPEAKER_05: And there, there is definitely hope.
34:28
SPEAKER_05: And on that show of mine, All Things Use Cars Plus, yeah, on my bio are all the inf all the information one would need to know if they're in a dark place or struggling.
34:37
SPEAKER_05: Well, I think that's a good thing.
34:38
SPEAKER_03: That's gonna need mentioning that.
34:39
SPEAKER_05: And you can also reach out to me as I've walked those in those shoes, so I'm ideally suited to help somebody that might be in a dark time.
34:46
SPEAKER_05: Wow.
34:47
SPEAKER_05: Happy to help anybody I can at any time.
34:49
SPEAKER_06: That is fantastic.
34:50
SPEAKER_06: Well, thank thank you for that.
34:51
SPEAKER_03: We actually have a question for you.
34:53
SPEAKER_06: Um the question is how did your life experiences affect your ability to lead?
34:58
SPEAKER_06: Good question.
35:01
SPEAKER_05: Uh, so from an early uh age, learning how to pay attention to dysfunction helped me be ideally suited to pay attention to somebody's emotional state.
35:10
SPEAKER_05: Yeah, like I can f so I can feel from an empath standpoint when somebody doesn't show up as their best self, and that person needs to be poured into.
35:18
SPEAKER_05: And by the way, I got a hint everyone needs someone to pour something into them.
35:25
SPEAKER_05: That's right.
35:25
SPEAKER_05: Just figure out and by paying attention what it is they need.
35:28
SPEAKER_05: And that came from an early age.
35:30
SPEAKER_06: Yeah, yeah.
35:30
SPEAKER_06: No, no truer words have been spoken, that is for sure.
35:34
SPEAKER_06: So well, thank you so much, David, for giving us so much time and all that you do for the industry, yes, and for those in the industry, and even for those outside the industry.
35:42
SPEAKER_06: So, um I mean to offer that uh helping hand to ever to everyday strangers out there that you haven't even met yet that might get something from this.
35:50
SPEAKER_06: But uh but in the meantime, folks, get the book.
35:52
SPEAKER_06: You can't make it any easier or click away right below this video.
35:56
SPEAKER_06: Step zero.
35:56
SPEAKER_05: David, thanks so much, Bridget and Jim.
35:58
SPEAKER_05: Thank you both so much.
35:59
SPEAKER_05: I really appreciate you all.
36:01
SPEAKER_05: Absolutely pleasure.
36:02
SPEAKER_05: Likewise.
36:04
SPEAKER_05: Cool.
36:05
SPEAKER_03: Great guy.
36:06
SPEAKER_03: Great guy, and just so willing to help people.
36:09
SPEAKER_03: And that's what he's really doing with the book.
36:10
SPEAKER_03: Like I said, he's helping people become better leaders, helping better, helping people become better, and that they're struggling, and that there are so many that are that that need that help and need to they need living proof that they, oh my gosh, if he did it, I can do it.
36:24
SPEAKER_06: And yeah, no, the guy's incredibly successful and helps 62 dealers.
36:29
SPEAKER_06: I mean, that dealerships that that's he's done just such a beautiful job with so many of them.
36:34
SPEAKER_06: And uh so we'll put all the information on the screen here and uh so that you can get a hold of uh David.
36:40
SPEAKER_06: But um, yeah, yeah, that's the guy that you need in your corner.
36:42
SPEAKER_06: That's right.
36:43
SPEAKER_06: You know what I mean?
36:44
SPEAKER_06: David.
36:44
SPEAKER_06: Yes, literally in your corner.
36:47
SPEAKER_03: So now changing gears here into a let's you guys know I love funny clips.
36:53
SPEAKER_03: We know he loves funny clips.
36:57
SPEAKER_06: So guys, let's uh let's show this funny clip that you say you have for me.
37:02
SPEAKER_09: What's up folks?
37:03
SPEAKER_09: It's Rob Mars, one of the sales managers here at John Kennedy BoardingCon Shop.
37:08
SPEAKER_09: Where here we are.
37:20
SPEAKER_08: What are we gonna do to get this card?
37:22
SPEAKER_08: Appreciate the school sales paper.
37:27
SPEAKER_09: You won't find that here.
37:39
SPEAKER_01: In all seriousness, we sincerely appreciate our customers and want to do everything we can to get them a great deal on a newer used for.
37:45
SPEAKER_06: Stop by today! That's great.
37:48
SPEAKER_06: That is great.
37:49
SPEAKER_06: That's a dealership that gets it, you know?
37:51
SPEAKER_06: And by the way, I might add, no no low prices, no huge discounts, nothing nothing that's gonna get you in trouble with the FTC.
37:57
SPEAKER_06: And who doesn't want to buy a car where they're having that much fun at the dealership?
38:00
SPEAKER_06: You know what I mean?
38:01
SPEAKER_06: Yeah.
38:01
SPEAKER_06: I mean, that there's a guy that is uh, you know, you feel you want to go by and see.
38:05
SPEAKER_03: It looks like you have a good time if you buy a car.
38:07
SPEAKER_06: Yeah, yeah, no question about it.
38:08
SPEAKER_06: Right?
38:08
SPEAKER_06: No question about it.
38:09
SPEAKER_03: No question about it.
38:10
SPEAKER_06: That's right.
38:11
SPEAKER_03: That's right.
38:12
SPEAKER_06: Yeah, I say that a lot, don't I?
38:14
SPEAKER_03: No question about it.
38:17
SPEAKER_06: I say it too much, folks.
38:18
SPEAKER_06: No, that's okay.
38:20
SPEAKER_03: All right, guys, thank you for joining us today.
38:22
SPEAKER_03: Coming up on tomorrow show, we'll be joined by Dan Varuni.
38:27
SPEAKER_03: Dan is an economic growth strategist, best-selling author, and keynote speaker who helps business leaders understand industry competitiveness and how to lead through economic uncertainty.
38:37
SPEAKER_06: Yeah, he's great.
38:38
SPEAKER_06: You know, yeah.
38:38
SPEAKER_06: So we've we've uh enjoyed my interview with him, and we're gonna have him on as well.
38:42
SPEAKER_06: So so yeah, thanks for watching.
38:44
SPEAKER_06: We'll see you right back here tomorrow at noon Eastern.
38:47
SPEAKER_06: Grab brag uh brag brag brag grab your lunch as I put my um thank you guys for joining us.
38:54
SPEAKER_03: I'll help Jim out here and close the show.
38:56
SPEAKER_03: We'll see you right back here tomorrow at noon.
38:58
SPEAKER_03: Thanks for raining everybody.
38:59
SPEAKER_06: Go make it a great day.