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CAR TALK · One on One With a Professional

• 0:03
  Speaker 1: Good morning, good morning, good morning, and welcome, welcome, welcome.
• 0:06
  Speaker 1: It's time for Car Talk with Brad Dunches with Dunches Toyota.
• 0:09
  Speaker 1: How are you doing there, young man?
• 0:11
  Speaker 2: Well, I'm doing great, Tom. How are you? I'm dry.
• 0:16
  Speaker 2: It was quite a storm. We're catching up on the rain.
• 0:19
  Speaker 2: All at once. That's how it goes. It does. It's
• 0:23
  Speaker 2: all good. It was a mad rush to the end
• 0:27
  Speaker 2: of September at the dealership. Boy, we have been so busy.
• 0:30
  Speaker 2: It's been.
• 0:31
  Speaker 3: Been unusual for this time of year, but all year
• 0:35
  Speaker 3: it's just been amazing. We're up almost 40% year-to-date on
• 0:43
  Speaker 3: our Toyota, new Toyota sales. About 15% or 20% on
• 0:48
  Speaker 3: the used vehicle sales. Service, body shop parts are also growing.
• 0:55
  Speaker 3: As long as they're deer, you're going to have a
• 0:56
  Speaker 3: good deal. Well, yeah, I guess. I do look out
• 0:59
  Speaker 3: this time of year. It is mating season, so to speak,
• 1:02
  Speaker 3: and the deer are moving.
• 1:06
  Speaker 1: Oh, dear.
• 1:07
  Speaker 3: Yeah, everything keeps changing, but we keep trying to keep
• 1:10
  Speaker 3: up with it, and that's typical. We've got, I think
• 1:18
  Speaker 3: we ended up at 110% of our Toyota objective last month, and.
• 1:24
  Speaker 2: That's that's what our goal is.
• 1:27
  Speaker 3: And so that was, that was, uh, knocked another one
• 1:31
  Speaker 3: out of the park.
• 1:32
  Speaker 2: That's good. Yeah.
• 1:33
  Speaker 3: I know people keep, you know, I know we talk
• 1:35
  Speaker 3: about it on the show. The inventory isn't like it
• 1:39
  Speaker 3: used to be back, uh, 10 years ago or so
• 1:41
  Speaker 3: we had, when we built the new Toyota building, we,
• 1:45
  Speaker 3: this is 20, 2016 is when we, well, 14 to
• 1:49
  Speaker 3: 16 is kind of when it was under, under construction
• 1:52
  Speaker 3: and then finally moved in. And, fully separated Ford and Toyota.
• 1:57
  Speaker 2: But, you know, back then you.
• 2:01
  Speaker 3: Get a bunch of extra vehicles for an allocation when
• 2:06
  Speaker 3: you build a new building. And we had really more
• 2:10
  Speaker 3: than we knew what to do with there. But, you know,
• 2:13
  Speaker 3: the world has changed since, you know, all the, Things
• 2:17
  Speaker 3: going on in inventory in Toyota, supply and demand, we
• 2:20
  Speaker 3: just cannot build enough vehicles right now.
• 2:23
  Speaker 2: You can't build them fast enough. Cannot.
• 2:25
  Speaker 3: And Toyota has five new plants under construction in the U.S.,
• 2:31
  Speaker 3: and we're moving a lot of production from overseas to
• 2:36
  Speaker 3: North America, to the U.S.A. You know, we're seeing that happen,
• 2:43
  Speaker 3: so the great product is part of it. The other
• 2:46
  Speaker 3: thing that I, you know, the truth and the simplicity
• 2:52
  Speaker 3: of how we sell, the simple price, being a local company,
• 2:57
  Speaker 3: smaller than some, family owned and operated, non-commissioned sales team,
• 3:04
  Speaker 3: sales folks as well as managers, you know, it just
• 3:08
  Speaker 3: changes the whole dynamic and car sales. And we see
• 3:14
  Speaker 3: that a lot of people, I don't know, um, you know, they,
• 3:18
  Speaker 3: that we've trained, I think the industry has trained them
• 3:21
  Speaker 3: not to expect things to be, uh, transparent and easy
• 3:25
  Speaker 3: when you buy a car. I do, uh, There is
• 3:29
  Speaker 3: a story. This week I was doing mystery shopping. I
• 3:32
  Speaker 3: do this where I go.
• 3:33
  Speaker 2: Out and I look at.
• 3:34
  Speaker 1: You're kind of easy to spot.
• 3:36
  Speaker 3: Well, I have an email alias, you know, and we
• 3:40
  Speaker 3: see customers do this. I had somebody who got my
• 3:45
  Speaker 3: email address and they lived in South Dakota and they
• 3:48
  Speaker 3: were shopping for a used 4Runner and she had a
• 3:53
  Speaker 3: temporary email and, you know, I had to research what
• 3:59
  Speaker 3: why people use that email, and it was because it
• 4:02
  Speaker 3: goes away and the emails get deleted, and it's like
• 4:05
  Speaker 3: this alias thing. But anyway, I have an alias that
• 4:08
  Speaker 3: I've used for years and shop, and I mystery shop
• 4:12
  Speaker 3: our dealership and the other local dealers as well as
• 4:17
  Speaker 3: a lot of dealers.
• 4:18
  Speaker 2: In the area and some far away.
• 4:20
  Speaker 3: I want to know what the best is going on
• 4:24
  Speaker 3: out there is and what's... really happening. And, you know,
• 4:29
  Speaker 3: this week I noticed another Toyota dealer in the state
• 4:34
  Speaker 3: had a, you know, I couldn't find, they have, everybody's
• 4:39
  Speaker 3: forced to have transparent pricing now under the new FTC
• 4:44
  Speaker 3: enforcement rules. So you've got, it's supposed to be the
• 4:48
  Speaker 3: first price, the most obvious price is that full out-the-door
• 4:53
  Speaker 3: cash price. And this needs to show what you're fees
• 4:57
  Speaker 3: are and any dealer-added accessories and things like that that
• 5:01
  Speaker 3: can change the value of the vehicle. You can't put
• 5:04
  Speaker 3: a price out there and then say, well, that's only
• 5:07
  Speaker 3: if you finance with us or trade. It has to
• 5:10
  Speaker 3: be the full out-the-door price with all that disclosed. So,
• 5:14
  Speaker 3: I mean, it's a little bit– and look, to be honest,
• 5:17
  Speaker 3: most of the industry is adapted to that. But there
• 5:20
  Speaker 3: are price stacks on the line now, so it'll say–
• 5:24
  Speaker 3: The MSRP and then their discount and then the dealer-added
• 5:28
  Speaker 3: accessories and their dock fee. So that's often there. Now,
• 5:32
  Speaker 3: of course, at Dungest, we have no documentation fee.
• 5:35
  Speaker 2: Nope.
• 5:36
  Speaker 3: That's something that dealers came up with 30 or 40
• 5:39
  Speaker 3: years ago. And we used to have a small one.
• 5:41
  Speaker 3: There is a cost in doing processing of the car deal. But,
• 5:45
  Speaker 3: you know, they have just crept up and up and up.
• 5:48
  Speaker 3: Most of them that other dealers have are in the,
• 5:50
  Speaker 3: $ 400 to $ 600, $ 700, $ 800. In some parts of the country,
• 5:55
  Speaker 3: they're even higher than that. And so it's a hidden
• 6:00
  Speaker 3: profit center in there.
• 6:02
  Speaker 2: And, you know, the truth is, in.
• 6:05
  Speaker 3: The purchase of a vehicle, shouldn't the dealer process your sale?
• 6:08
  Speaker 1: Yeah, why should you have to pay $ 500, $ 600, $ 700,
• 6:11
  Speaker 1: $ 800 to get them away from the water cooler to
• 6:15
  Speaker 1: sign something?
• 6:16
  Speaker 2: Yeah, that seems fair. Silly to me.
• 6:20
  Speaker 3: And so we don't have that. We don't do unwanted
• 6:25
  Speaker 3: dealer add-ons. So if you want to accessorize your vehicle,
• 6:29
  Speaker 3: we'll be happy to. But anyway, this Mr. Shop, it
• 6:34
  Speaker 3: had $ 1, 599 in dealer-added accessories, but it doesn't say anywhere
• 6:41
  Speaker 3: what that is. And so I sent in a question.
• 6:45
  Speaker 3: I asked their chat what it was, and And, you know,
• 6:50
  Speaker 3: after a couple attempts, it kept trying to schedule an
• 6:52
  Speaker 3: appointment and get me to give it my contact information,
• 6:56
  Speaker 3: but it never answered my question.
• 6:58
  Speaker 2: Never.
• 6:59
  Speaker 3: And then, so I asked again, and then it said
• 7:02
  Speaker 3: that that was an invalid question.
• 7:05
  Speaker 2: And I would have to start over. Wow. So I
• 7:10
  Speaker 2: sent in an email lead.
• 7:13
  Speaker 3: Sure. And I got contacted back, and I've heard from people.
• 7:18
  Speaker 3: Two different people there now, and they have still not
• 7:20
  Speaker 3: answered my question. They keep wanting to get me on
• 7:23
  Speaker 3: the phone, wanting to get me to schedule, get me
• 7:27
  Speaker 3: into the dealership. You would think for $ 1, 600, it would
• 7:34
  Speaker 3: be easy just to say what it is.
• 7:36
  Speaker 2: But now they're going to get with the team and
• 7:39
  Speaker 2: find out what it is.
• 7:41
  Speaker 3: This is what they said this morning. They'll get with
• 7:43
  Speaker 3: the team and find out what's on that car and
• 7:45
  Speaker 3: let me know.
• 7:48
  Speaker 1: A lot of times all you have to do is look.
• 7:50
  Speaker 3: And I guess, you know, the point of all that is,
• 7:53
  Speaker 3: you know, I guess we've kind of traumatized consumers in
• 7:57
  Speaker 3: the industry to expect games and gimmicks. Everybody says they
• 8:03
  Speaker 3: do it transparently and they're going to be nice in
• 8:06
  Speaker 3: the process of.
• 8:07
  Speaker 2: Buying a car. And I don't mean that everybody does that.
• 8:10
  Speaker 2: They don't. There are many great dealers in the country. But,
• 8:17
  Speaker 2: you know, I think.
• 8:18
  Speaker 3: You know, I have to always tell our team, you know,
• 8:22
  Speaker 3: if somebody, I mean, it's almost natural in our industry
• 8:26
  Speaker 3: that they suspect that what we say isn't true.
• 8:31
  Speaker 1: Yeah.
• 8:32
  Speaker 2: And that's even hard for me to say. It is.
• 8:36
  Speaker 3: You know, but at the end of the day, that's
• 8:38
  Speaker 3: where we are. And so we have to walk the talk.
• 8:42
  Speaker 3: We have to take the high road always.
• 8:46
  Speaker 2: Work with them. Always be transparent.
• 8:48
  Speaker 3: Always be answering their questions, showing them the truth. We'll
• 8:56
  Speaker 3: show you what we paid for the car.
• 8:59
  Speaker 2: We'll show you what other dealers price at.
• 9:02
  Speaker 3: If you're comparing a vehicle, another brand, or pricing from
• 9:07
  Speaker 3: around the world, we'll help you understand what that is,
• 9:11
  Speaker 3: even if you don't buy from us. That's something I...
• 9:16
  Speaker 3: coach them to do, that, you know, we have a
• 9:18
  Speaker 3: lot of information. It's easy to find out.
• 9:21
  Speaker 2: Now, you know, everything.
• 9:22
  Speaker 3: You can go ask your AI, favorite AI, ask your assistant, Claude,
• 9:28
  Speaker 3: what they think, and it'll tell you.
• 9:30
  Speaker 2: It'll give you a lot of good information.
• 9:33
  Speaker 3: But still, you know, when it comes right down to
• 9:36
  Speaker 3: getting that deal done, it's kind of a one-off thing
• 9:39
  Speaker 3: for everybody because.
• 9:40
  Speaker 2: Everybody's situation is a little different.
• 9:42
  Speaker 3: Your trade, your If you're financing it, you know, and
• 9:47
  Speaker 3: then finding that perfect vehicle, especially in the Toyota business where,
• 9:51
  Speaker 3: you know, year to date, we're at 95% of the
• 9:55
  Speaker 3: turn rate. So virtually every car they allocate to us
• 9:58
  Speaker 3: is sold. And many of them.
• 10:00
  Speaker 2: Sold before they get here so it's not.
• 10:05
  Speaker 3: Easy to slow down we have to keep going really
• 10:08
  Speaker 3: fast in order to keep growing it's really kind of
• 10:11
  Speaker 3: the fastest growing dealer in our region of our size
• 10:17
  Speaker 3: for sure and others that are growing faster than us
• 10:21
  Speaker 3: of all sizes have typically done some kind of a
• 10:26
  Speaker 3: facility action a major move or ownership change that earns
• 10:31
  Speaker 3: them more inventory and it's so we are really proud
• 10:36
  Speaker 3: of that our team is the whole dealership is excited
• 10:39
  Speaker 3: about our growth that the The plan to be transparent
• 10:44
  Speaker 3: and simple and to stay local and family-owned and operated,
• 10:48
  Speaker 3: that is what separates us from every other dealer in
• 10:53
  Speaker 3: the market here.
• 10:54
  Speaker 2: And it.
• 10:58
  Speaker 3: Definitely is what we want to do. It's how we
• 11:02
  Speaker 3: want to go to market. Our community is Bartlesville. We
• 11:06
  Speaker 3: try to support Bartlesville. We need Bartlesville to support us.
• 11:11
  Speaker 3: And if you are looking for a car, you know,
• 11:15
  Speaker 3: I want you to have the best experience possible. You know,
• 11:18
  Speaker 3: I'm there if you have any issues. And this is
• 11:22
  Speaker 3: the benefit of that. I mean, a lot of times
• 11:24
  Speaker 3: it's always about the deal. We're there, you know, tomorrow
• 11:28
  Speaker 3: and the next day when you have questions or if
• 11:31
  Speaker 3: you have a problem with your vehicle, which is rare
• 11:33
  Speaker 3: with Toyotas.
• 11:34
  Speaker 2: But, But it does happen.
• 11:37
  Speaker 3: We're there to look you in the eye and help
• 11:41
  Speaker 3: you through that too. And you can talk to the
• 11:46
  Speaker 3: owner of the company anytime. I'm always willing to talk
• 11:52
  Speaker 3: to a customer, and I don't run from any problems.
• 11:56
  Speaker 3: And I train the team not to do that either.
• 11:58
  Speaker 3: And we do have a great team across the board
• 12:01
  Speaker 3: throughout the dealership. We are growing, as I said, trying
• 12:05
  Speaker 3: to add more folks, and we'll be doing that hopefully
• 12:11
  Speaker 3: for years to come.
• 12:14
  Speaker 2: It's not a new thing for us.
• 12:16
  Speaker 3: We've been in this car business in Oklahoma now for
• 12:18
  Speaker 3: 96 years, excited to be coming up on our.
• 12:24
  Speaker 2: 60th anniversary as a.
• 12:26
  Speaker 3: Toyota dealer in the state of Oklahoma, and we'll be
• 12:31
  Speaker 3: You know, then 100 as a new vehicle dealer in
• 12:36
  Speaker 3: the state of Oklahoma before too long in 2029. And,
• 12:43
  Speaker 3: you know, I think hopefully, you know, we'll keep it going,
• 12:47
  Speaker 3: get on to the fourth or fifth generation here in
• 12:50
  Speaker 3: our business, which is rare in today's world. Yeah, you know,
• 12:56
  Speaker 3: that's our industry is like a lot of businesses. you know,
• 13:01
  Speaker 3: businesses in the world, you know, in this time where
• 13:03
  Speaker 3: you got answers at your fingertips on your phone for everything,
• 13:08
  Speaker 3: every question you've ever had with the super intelligence. And, uh, but, uh,
• 13:14
  Speaker 3: it's still nice to be able to shake somebody's hand
• 13:17
  Speaker 3: and look them in the eye. And, you know, the
• 13:20
  Speaker 3: tech is important, but also those relationships and how we,
• 13:23
  Speaker 3: and being local. And I think that, um, I'm glad
• 13:28
  Speaker 3: we're here in Oklahoma and, uh, I think Oklahomans definitely
• 13:34
  Speaker 3: appreciate that, and that's going to help us be successful
• 13:38
  Speaker 3: for a long time to come.
• 13:40
  Speaker 1: Well, you know, you've got quite a reach. I see
• 13:42
  Speaker 1: the nameplate done just all over. I travel all over
• 13:45
  Speaker 1: the state. We sell a lot in Missouri and Arkansas. Missouri,
• 13:50
  Speaker 1: especially Joplin.
• 13:50
  Speaker 2: You've got a ton there.
• 13:51
  Speaker 3: And Arkansas and Kansas, Colorado, Texas. I mentioned I was
• 13:58
  Speaker 3: working with somebody.
• 13:59
  Speaker 2: In South Dakota.
• 14:00
  Speaker 3: I mean, we sell cars all over the country, and
• 14:03
  Speaker 3: we have our last Grand Highlander we're selling to somebody
• 14:07
  Speaker 3: in California.
• 14:08
  Speaker 2: There's a lot of Toyota dealers.
• 14:09
  Speaker 3: In California in between here and there. But they had
• 14:12
  Speaker 3: bought a car from us a few months ago, and
• 14:15
  Speaker 3: they liked the experience so much, they decided to buy again. And,
• 14:20
  Speaker 3: you know, it's, this is, you know, I'd, I'd rather
• 14:26
  Speaker 3: sell them all here locally.
• 14:27
  Speaker 2: That way I get to know.
• 14:29
  Speaker 3: You and service your vehicle, and that kind of cycle
• 14:32
  Speaker 3: of business keeps going. But heck, when people in California
• 14:37
  Speaker 3: are going to be repeat customers, that works too.
• 14:40
  Speaker 2: That works well, just as well. Man, that's great. It
• 14:44
  Speaker 2: is exciting. We've got just so.
• 14:49
  Speaker 3: Many great plans on the drawing board right now.
• 14:52
  Speaker 2: Things are fantastic.
• 14:55
  Speaker 3: Fast and furious is in the business itself, but also,
• 14:59
  Speaker 3: you know, as the, as technology rolls out, I mentioned
• 15:02
  Speaker 3: the phone and the ability to get to information that's
• 15:05
  Speaker 3: happening in our business. A lot of, we've got, uh,
• 15:10
  Speaker 3: AI tools on our website now, and, uh, those are, uh,
• 15:14
  Speaker 3: getting much more, uh, uh, sophisticated and how they integrate
• 15:19
  Speaker 3: with all our other systems. Uh, so now there's a,
• 15:23
  Speaker 3: And we train it. We teach it what we want
• 15:26
  Speaker 3: it to know.
• 15:27
  Speaker 2: And it's there 24-7.
• 15:28
  Speaker 3: So it's really hard to have somebody watching the website
• 15:32
  Speaker 3: answering your chat questions 24-7.
• 15:34
  Speaker 2: Well, yeah, yeah.
• 15:35
  Speaker 3: It's been difficult for us through the years. And we
• 15:38
  Speaker 3: used to outsource that to a company. But I find
• 15:41
  Speaker 3: this current system more, it answers the questions much better
• 15:47
  Speaker 3: because we've trained.
• 15:48
  Speaker 2: It how to answer.
• 15:49
  Speaker 3: We've trained it about the Toyota allocation system. how we sell,
• 15:53
  Speaker 3: our history in the market. It's got our inventory in
• 15:57
  Speaker 3: the system. Soon it will have an integration with our
• 16:01
  Speaker 3: service appointment system. So you'll be able to, this tool
• 16:05
  Speaker 3: itself on the website is a little clunky. It takes
• 16:08
  Speaker 3: about 12 clicks, I think, to get your service appointment scheduled.
• 16:12
  Speaker 2: But in the next few days, you'll be able to
• 16:15
  Speaker 2: go right in, hit.
• 16:17
  Speaker 3: The chat button, tool and say, I would like to
• 16:22
  Speaker 3: schedule a service appointment, and it'll do it right there
• 16:26
  Speaker 3: in the chat.
• 16:27
  Speaker 2: Just a few clicks. Very fast and seamless. Really cool.
• 16:36
  Speaker 2: The other stuff, we use.
• 16:42
  Speaker 3: This tool that one part of it's on the website,
• 16:47
  Speaker 3: so you can go out and you can actually answer
• 16:51
  Speaker 3: almost all your questions about the purchase price of the vehicle,
• 16:55
  Speaker 3: your trade-in, the finance, and interest rates, incentives, you know,
• 17:03
  Speaker 3: without giving any of your information or without having your
• 17:07
  Speaker 3: credit pulled. You can work your own deal. You can
• 17:12
  Speaker 3: change the down payment, the term of the loan. You
• 17:15
  Speaker 3: can compare lease to finance and look at the cash deal.
• 17:20
  Speaker 3: And it's the same tool we use in the dealership
• 17:23
  Speaker 3: to the management team uses. So it can start at home, bring,
• 17:28
  Speaker 3: come in and we pick up right where you left off.
• 17:30
  Speaker 2: Wow.
• 17:31
  Speaker 3: This person in California we're working with, we were able to, to,
• 17:36
  Speaker 3: to work with them on the deal through this technology. It,
• 17:40
  Speaker 3: it actually integrates with all the, the there's systems that
• 17:46
  Speaker 3: set up the finance. So, We just enter that data
• 17:50
  Speaker 3: once now. It used to be we'd have to enter
• 17:52
  Speaker 3: your name and address and all this stuff in multiple
• 17:55
  Speaker 3: platforms to get the deal paperwork printed and get the
• 17:59
  Speaker 3: approval on the bank loan. But the system we use
• 18:03
  Speaker 3: now seamlessly does that all the way through. And that
• 18:06
  Speaker 3: may sound like, you know, what's that mean to me? Well,
• 18:09
  Speaker 3: it speeds up.
• 18:10
  Speaker 2: The car deal exponentially. I mean, it can.
• 18:15
  Speaker 3: If if we if you know what you want and
• 18:17
  Speaker 3: we've reached agreement on the price and you know it
• 18:21
  Speaker 3: can take 20 30 minutes max to do it and
• 18:27
  Speaker 3: and uh that uh you know this it used to
• 18:30
  Speaker 3: be you'd have to start and then we'd have to
• 18:32
  Speaker 3: enter it in all the different systems uh and you
• 18:35
  Speaker 3: know and so you know there's uh you know, that's
• 18:39
  Speaker 3: just something we really value.
• 18:41
  Speaker 2: We know your time and we don't want to traumatize you. No,
• 18:46
  Speaker 2: not at all.
• 18:46
  Speaker 3: We want to make it as simple and easy as possible,
• 18:50
  Speaker 3: provide that great Toyota product for you and be able
• 18:54
  Speaker 3: to answer all your questions, be there after the sale
• 18:57
  Speaker 3: when you need something.
• 18:58
  Speaker 2: It's just our whole vision for how.
• 19:02
  Speaker 3: The car business should work and If you have thoughts
• 19:05
  Speaker 3: on other ways we can make it better, come talk
• 19:07
  Speaker 3: to me.
• 19:07
  Speaker 2: There you go.
• 19:09
  Speaker 3: It's definitely built around our customers and what they say.
• 19:13
  Speaker 3: I'm proud to say that our reviews, Google reviews, so
• 19:19
  Speaker 3: to speak, are just incredible over this year.
• 19:24
  Speaker 2: As we've been growing, we get more and more of
• 19:28
  Speaker 2: the customers.
• 19:29
  Speaker 3: I hear them say it on the showroom, but now
• 19:31
  Speaker 3: they're going out and telling the world You know, what
• 19:34
  Speaker 3: a great experience it was that we're, you know, how
• 19:37
  Speaker 3: we sell cars, that it's different than anywhere else. And
• 19:41
  Speaker 3: that's important to me because, like I said, we want
• 19:43
  Speaker 3: to walk the talk.
• 19:44
  Speaker 2: We don't want to just, um you know say.
• 19:47
  Speaker 3: We're going to do all this i you know i
• 19:50
  Speaker 3: i've been a in marketing in the car business for
• 19:53
  Speaker 3: a long time and you know for truthfully there was
• 19:56
  Speaker 3: a time when i i just uh I got out
• 19:59
  Speaker 3: of it because it seemed like every ad was like
• 20:02
  Speaker 3: a screamer.
• 20:03
  Speaker 1: Hello!
• 20:04
  Speaker 3: My hand's on fire! Every day there's the best deal ever.
• 20:12
  Speaker 3: That's kind of hard to believe that it could really
• 20:15
  Speaker 3: be the best deal ever. When you get $ 10, 000 off
• 20:17
  Speaker 3: an F-150 and you come in.
• 20:18
  Speaker 2: And it's like, oh, that's already sold. There used to
• 20:20
  Speaker 2: be I mean, that was a thing.
• 20:29
  Speaker 3: I heard people say, you can't sell that car, the
• 20:33
  Speaker 3: ad car, because we don't want to lose that much money.
• 20:37
  Speaker 2: So you have to tell them it's already sold. There
• 20:39
  Speaker 2: we go.
• 20:42
  Speaker 3: And then, you know, or it might just be a
• 20:45
  Speaker 3: decontented vehicle. You know, sometimes you'd order one without air
• 20:49
  Speaker 3: conditioning and stuff like that. It wouldn't be what necessarily
• 20:54
  Speaker 3: people desired, but Anyway, those days are gone.
• 20:57
  Speaker 2: We certainly don't do that at Dunges.
• 20:59
  Speaker 3: We want to help you through the process of buying
• 21:01
  Speaker 3: a car and make it all transparent and fun, fast
• 21:04
  Speaker 3: and easy. No dock fee, no added accessories that you
• 21:09
  Speaker 3: don't want. And make it the purchase of a lifetime
• 21:15
  Speaker 3: and earn your business.
• 21:17
  Speaker 2: For a long time so you want to come back
• 21:19
  Speaker 2: and do it again.
• 21:20
  Speaker 1: You know, we bought a pre-owned from you a while back.
• 21:25
  Speaker 1: And the longest part of the deal was the detail.
• 21:29
  Speaker 1: You want to know why? The guys down at Detail said,
• 21:32
  Speaker 1: we want to do this right.
• 21:34
  Speaker 2: Oh, they do do it right.
• 21:35
  Speaker 1: And when it came back, I'm like going... That's our car.
• 21:38
  Speaker 1: That looks like a brand-new car. And he said, well,
• 21:40
  Speaker 1: they detailed it. Boy, did they ever. And, you know,
• 21:43
  Speaker 1: so the whole top to bottom from the time we
• 21:46
  Speaker 1: spotted the one we liked to the time we did
• 21:48
  Speaker 1: the talking by the time we got back from the–
• 21:50
  Speaker 1: it was like 40 minutes. I didn't have to knock
• 21:53
  Speaker 1: out that afternoon.
• 21:54
  Speaker 3: No.
• 21:55
  Speaker 1: It was a lot of fun, too.
• 21:56
  Speaker 2: That's good you mentioned. They do great work down there.
• 21:58
  Speaker 1: Oh, that's awesome.
• 21:59
  Speaker 3: They definitely are– Masters of cleaning vehicles.
• 22:05
  Speaker 1: I don't know how you do that, but you got
• 22:07
  Speaker 1: a pre-owned vehicle and it had that new vehicle smell.
• 22:10
  Speaker 1: And I was like, yeah, yeah, that was cool.
• 22:13
  Speaker 2: The key is to clean deep. They did. To clean
• 22:20
  Speaker 2: every fabric in the vehicle. Every fiber. It has to
• 22:24
  Speaker 2: be done. Just so. Just so. It is, you know,
• 22:28
  Speaker 2: and they're pros at it. Well, they are.
• 22:31
  Speaker 3: I swear by you. They take a lot of pride
• 22:32
  Speaker 3: in what they do, like everybody at the dealership. We
• 22:35
  Speaker 3: want everybody to be proud of what they do, happy,
• 22:38
  Speaker 3: you know, working with a team that takes pride in
• 22:41
  Speaker 3: what they do and not just, you know, putting in
• 22:46
  Speaker 3: time and clocking in and out. It's, you know, we're
• 22:48
  Speaker 3: there for a reason. We're all passionate about what we do.
• 22:51
  Speaker 3: We want to do the best job we can and
• 22:55
  Speaker 3: and we know we're human and we make mistakes. So
• 22:57
  Speaker 3: we stand up for that too. And yeah, that's, that's
• 23:01
  Speaker 3: part of it.
• 23:03
  Speaker 2: It's a, it is. That's, that's awesome.
• 23:06
  Speaker 3: The, I do, we, we've got a event coming up
• 23:09
  Speaker 3: this weekend. I know the Lighthouse Outreach Center is celebrating,
• 23:13
  Speaker 3: I believe it's their 43rd year here in Bartlesville and
• 23:18
  Speaker 3: what a great organization and, You know, we're glad to
• 23:22
  Speaker 3: support them, proud to.
• 23:24
  Speaker 2: I'm happy they drive Toyotas. They do. And there's a reason.
• 23:30
  Speaker 2: Errol is our friend.
• 23:33
  Speaker 3: And, you know, they've got a big event coming up
• 23:37
  Speaker 3: this weekend, and I know it's sold out. But Impact 2026,
• 23:42
  Speaker 3: it's going to.
• 23:43
  Speaker 2: Be a great, great event.
• 23:44
  Speaker 3: And I know they'll have a great time and enjoy.
• 23:50
  Speaker 3: It is 6.30 p.m. October 3rd at the East Cross Church.
• 23:55
  Speaker 3: Go celebrate Lighthouse Outreach Center. They do great work with
• 24:00
  Speaker 3: the homeless and people that need help in Bartlesville.
• 24:04
  Speaker 2: We had Rotary this week.
• 24:06
  Speaker 3: We had a presentation of Be the Light. And Christy
• 24:14
  Speaker 3: and Keith were there. And they talked about how they
• 24:17
  Speaker 3: work with Lighthouse.
• 24:18
  Speaker 2: They do. They don't. You know, they don't really overlap.
• 24:22
  Speaker 3: And I think that's important for people to realize that
• 24:25
  Speaker 3: all these organizations, whether it's Be the Light, Lighthouse, Nehemiah,
• 24:29
  Speaker 3: they all have their niche and they all find plenty
• 24:33
  Speaker 3: of people who need help. And, you know, I think,
• 24:37
  Speaker 3: you know, that's one thing that is important, obviously, is
• 24:42
  Speaker 3: that the people that are in the most need in
• 24:44
  Speaker 3: our community find that. the answers to their questions and
• 24:48
  Speaker 3: get the support they need to take that first step
• 24:51
  Speaker 3: and often leads to, you know, most of these organizations
• 24:56
  Speaker 3: are trying to get them to be fully participating members
• 24:59
  Speaker 3: of society, working and having a home and paying their
• 25:05
  Speaker 3: bills and owning a vehicle. And it's really, really great
• 25:09
  Speaker 3: work they do. And in our town, they have superior resources.
• 25:13
  Speaker 3: track record, each and every one of them. It outshines
• 25:17
  Speaker 3: other communities.
• 25:20
  Speaker 2: That's part of the Bartlesville thing. That is the Bartlesville thing.
• 25:23
  Speaker 3: Especially for our community, our size, or maybe that's what
• 25:29
  Speaker 3: makes it so strong.
• 25:30
  Speaker 2: It's just the right size.
• 25:33
  Speaker 3: We have, whether it's the Boys and Girls Club, or
• 25:37
  Speaker 3: Big Brothers Big Sisters, or 4-H and FFA, or the YMCA.
• 25:43
  Speaker 3: I mean, you could go on and on concern and, and, uh,
• 25:47
  Speaker 3: you know, I mean, they're just really everyone, the United
• 25:50
  Speaker 3: Way and all their organizations.
• 25:52
  Speaker 2: Yes.
• 25:53
  Speaker 3: There's hundreds of these organizations and they all have, they
• 25:56
  Speaker 3: all work together. It's like a puzzle that they put
• 25:59
  Speaker 3: the pieces together. Um, you know, there's, there's people like
• 26:04
  Speaker 3: the United Way and the Barsville Community.
• 26:06
  Speaker 2: Foundation that help piece it together. Um, It's a lot
• 26:11
  Speaker 2: of work.
• 26:12
  Speaker 3: It is really a great thing about our community and
• 26:17
  Speaker 3: one of the reasons why we're so passionate about being
• 26:23
  Speaker 3: in Bartlesville and continuing the legacy of Dungis Automotive in
• 26:29
  Speaker 3: this community. It's something that really makes a difference. I
• 26:33
  Speaker 3: know our employees have, through the decades, always... you know,
• 26:39
  Speaker 3: been a part of that in a way. And, you know,
• 26:42
  Speaker 3: the things we sponsor have been a part of that. And,
• 26:46
  Speaker 3: you know, that's just, that's, it's part of life. It's
• 26:50
  Speaker 3: the wheel of life here in Bartlesville.
• 26:53
  Speaker 2: What a wheel it is. Yes, it is.
• 26:56
  Speaker 1: Hey, where can we find you, Brad?
• 26:57
  Speaker 3: Well, we're at dungestoyota.com is a good place to start.
• 27:01
  Speaker 1: That's an excellent place to start. You can do your
• 27:03
  Speaker 1: deal there.
• 27:04
  Speaker 2: Do your deal there.
• 27:05
  Speaker 3: You can see the Toyotas we have in stock as
• 27:07
  Speaker 3: well as the ones that'll be Here soon, there's always
• 27:11
  Speaker 3: another allocation coming. We get two allocations a month. So
• 27:14
  Speaker 3: you'll want to check back often or reach out to
• 27:17
  Speaker 3: one of our team members, and they can keep you
• 27:19
  Speaker 3: informed as new things become available because it's virtually every
• 27:24
  Speaker 3: week or so there's something new that we're getting allocated
• 27:28
  Speaker 3: to us. And we can work to find you that
• 27:31
  Speaker 3: thing you want. Today we'll be doing preferencing where we
• 27:35
  Speaker 3: go into the Toyota system and say, I really need
• 27:39
  Speaker 3: a Camry that's that color with these options. And it'll
• 27:43
  Speaker 3: appear here in a few weeks. So let us know
• 27:46
  Speaker 3: what you want. We'll be happy to preference your vehicle.
• 27:50
  Speaker 3: If it's something harder to get, we have special order
• 27:52
  Speaker 3: vehicle requests.
• 27:54
  Speaker 2: If you would rather not deal online, you can call
• 27:57
  Speaker 2: us at 918-333-0900. Or you can come by and talk
• 27:58
  Speaker 2: to us at 1911 Southeast Washington Boulevard. That always works. Yes.
• 28:08
  Speaker 2: We'll be there most of the time.
• 28:12
  Speaker 3: We take the evenings and nights off.
• 28:15
  Speaker 2: Sundays.
• 28:15
  Speaker 1: Hey, Brad, thanks for coming in, and have yourself a
• 28:18
  Speaker 1: superior weekend.
• 28:19
  Speaker 2: Thank you, Tom.
• 28:20
  Speaker 1: All righty, and folks, remember, Dunges Toyota, making new history
• 28:25
  Speaker 1: every day.
• 28:26
  Speaker 2: All righty, let's see.
• 28:27
  Speaker 1: We've got the weather coming up, and also we're going
• 28:29
  Speaker 1: to have a check on our news right here now.
• 28:35
  Speaker 2: Thanks for listening to One on One with a Professional,
• 28:37
  Speaker 2: a paid presentation of 1400 K-1.