1 00:00:09,200 --> 00:00:10,800 Hey everybody, welcome back to the dealership. 2 00:00:10,800 --> 00:00:15,900 Fix it podcast today. I have the distinct pleasure of 3 00:00:16,100 --> 00:00:18,800 interviewing Frank J O'Connell from jump. 4 00:00:18,800 --> 00:00:22,200 First think fast that's a book you're going to want to to check 5 00:00:22,200 --> 00:00:24,400 out. I'll give you a teaser, there's 6 00:00:24,400 --> 00:00:27,400 motorcycle things in it. There's a motorcycle brand 7 00:00:27,400 --> 00:00:29,400 things in it. So you're gonna want to check 8 00:00:29,400 --> 00:00:32,200 that out. Frank, I won't read the laundry 9 00:00:32,200 --> 00:00:35,700 list right now, but I really appreciate you jumping on and 10 00:00:35,700 --> 00:00:38,000 and sharing some of your Insight and some of the years of 11 00:00:38,000 --> 00:00:41,400 experience you had Ultimately in and around the motorcycle space. 12 00:00:41,700 --> 00:00:45,200 Thanks for coming on. Well, thank you, Brian. 13 00:00:45,300 --> 00:00:47,500 It's a great to be here chatting with you. 14 00:00:49,500 --> 00:00:52,400 Well, I've appreciated. I learned about your book. 15 00:00:52,500 --> 00:00:54,800 I think I told you through a LinkedIn. 16 00:00:54,900 --> 00:00:57,300 What group, for Forum, it's funny how we how we learn about 17 00:00:57,300 --> 00:01:00,600 things these days, you know, it's a ever-evolving, I guess. 18 00:01:00,600 --> 00:01:03,500 But thought interesting, what's that all about a business book? 19 00:01:03,500 --> 00:01:05,500 That includes stuff about a brand in the motorcycle 20 00:01:05,500 --> 00:01:07,300 business? I want to read about that and I 21 00:01:07,308 --> 00:01:11,500 immediately ordered the book Got it and I'll tell you, there's a 22 00:01:11,500 --> 00:01:15,200 whole lot more in depth in the book that I love beyond that, 23 00:01:15,200 --> 00:01:17,600 but you left it as the cherry on the top, its way toward the end 24 00:01:17,600 --> 00:01:22,400 of the book. Good. 25 00:01:23,800 --> 00:01:26,500 If you wouldn't mind would you, would you give the dealership 26 00:01:26,500 --> 00:01:28,700 Fix-It listeners? A little bit of a recap. 27 00:01:28,700 --> 00:01:32,200 I know, you know, it's a life, a lifetime's worth, but would you 28 00:01:32,200 --> 00:01:34,800 mind giving little bit of a recap of who Frank J O'Connell 29 00:01:34,800 --> 00:01:43,200 is Yeah, sure. First, I have led the most fun 30 00:01:43,300 --> 00:01:48,800 career that I could possibly imagine and, and it's been a 31 00:01:49,100 --> 00:01:52,600 career of consing learning. As I point out in the book, 32 00:01:52,600 --> 00:01:56,600 constantly taking risks to grow, kind of personally and 33 00:01:56,600 --> 00:02:00,800 professionally and businesses, the common thread in the lot of 34 00:02:00,800 --> 00:02:03,500 what I've done is, understanding the consumer. 35 00:02:03,900 --> 00:02:09,199 So as you see, I move of from food on men development of 36 00:02:09,400 --> 00:02:12,600 products and working for a very large food, companies in 37 00:02:12,600 --> 00:02:15,400 managing plants and all all of that stuff. 38 00:02:15,400 --> 00:02:19,600 And then they made a big jump in a went to Toys. 39 00:02:19,600 --> 00:02:22,800 And I spent time at the tell, you know, learning product 40 00:02:22,800 --> 00:02:25,700 development and then the video game business and then I did a 41 00:02:25,700 --> 00:02:30,500 startup video game company which was backed by 20th Century Fox 42 00:02:30,500 --> 00:02:35,200 film Corporation and then eventually jump to HBO and ran 43 00:02:35,200 --> 00:02:40,900 the Did video cassette operation and then did they turn around of 44 00:02:40,900 --> 00:02:45,700 Skybox that trading card company and then greeting cards turning 45 00:02:45,700 --> 00:02:50,700 around Gibson, greetings. But then early are on I was 46 00:02:51,300 --> 00:02:56,300 asked to go to Reebok and that's when reback was really getting 47 00:02:56,300 --> 00:03:00,200 beat up by a Nike. And I oversaw the development of 48 00:03:00,200 --> 00:03:03,700 the pump and in a really known for taking the risk on this 49 00:03:04,100 --> 00:03:07,200 bungee jumping commercial So which you'll see in the book 50 00:03:07,200 --> 00:03:11,300 where we have a you know a Nike and Reebok bungee jumper. 51 00:03:11,300 --> 00:03:15,700 And when they jump up this burgeon Oregon only the Reebok 52 00:03:15,700 --> 00:03:19,600 jumper comes back up and of course the Nike shoes are empty 53 00:03:19,600 --> 00:03:22,800 and oh my God everybody went berserk one of the Network's 54 00:03:22,800 --> 00:03:27,000 refused to run it and we got more publicity out of that than 55 00:03:27,000 --> 00:03:29,200 anything we could we could have done. 56 00:03:29,200 --> 00:03:33,400 But that's kind of been my, you know, taking, you know, taking 57 00:03:33,400 --> 00:03:38,800 risks and doing Turn Around. As I is, I have mentioned the 58 00:03:38,800 --> 00:03:43,200 greatest job in my life was really at Union motorcycle. 59 00:03:43,600 --> 00:03:51,500 First, I have been a motorcycle enthusiastic for probably over 60 00:03:51,500 --> 00:03:57,500 50 years as has been my wife, who immediately when I was 61 00:03:57,500 --> 00:04:01,700 dating her picture up and she has written your own bike and 62 00:04:01,700 --> 00:04:05,600 we're probably unusual and that we have written thousands of 63 00:04:05,700 --> 00:04:10,900 Mild every year for 50 years, all over the us, where we have a 64 00:04:10,900 --> 00:04:12,700 group called The American flyers. 65 00:04:12,700 --> 00:04:16,600 And we have a Blog, but then also riding all over Europe, 66 00:04:16,700 --> 00:04:20,200 Etc. But then also have had tons of 67 00:04:20,200 --> 00:04:24,000 Power Sport vehicles in nine hours live in Vermont and I've 68 00:04:24,000 --> 00:04:28,800 guy just in building a new barn to house them but because of you 69 00:04:29,300 --> 00:04:31,000 that's a good problem to have, or haven't. 70 00:04:31,600 --> 00:04:34,800 You could never have enough. That might think oh not another 71 00:04:34,800 --> 00:04:37,500 fire button. Yeah, I've got them all lined up 72 00:04:37,600 --> 00:04:40,500 here. So we have loved Power Sports 73 00:04:40,500 --> 00:04:44,400 and motorcycling has been a huge part of our life. 74 00:04:44,400 --> 00:04:48,100 So I was asked knowing about 2,000. 75 00:04:48,300 --> 00:04:52,400 If I would take a look at turning around Indian, which had 76 00:04:52,500 --> 00:04:56,900 already gone through one, turnaround which had been backed 77 00:04:56,900 --> 00:05:01,900 by Summerfield jobs and head of Coca-Cola Bottling Company, and 78 00:05:01,900 --> 00:05:05,600 he had run through about 100 million dollars really needed. 79 00:05:05,800 --> 00:05:10,000 Professional help. They had bought a company called 80 00:05:10,100 --> 00:05:15,300 California Motorcycle company, which was really a customized 81 00:05:15,300 --> 00:05:20,100 Harley shop, and not really didn't possess the OEM 82 00:05:20,100 --> 00:05:22,900 engineering, that was really necessary to build the quality 83 00:05:22,900 --> 00:05:25,400 brand. So, anyway, I went in and I 84 00:05:25,400 --> 00:05:30,200 spent five years raising money and, you know, really trying to 85 00:05:30,200 --> 00:05:34,300 take Indian to a professional much more, professional high 86 00:05:34,300 --> 00:05:38,400 quality level. It's not only a big part of that 87 00:05:38,400 --> 00:05:43,000 and I will Brian asked questions a lot more questions, but was 88 00:05:43,000 --> 00:05:49,300 really the dealer Network, and I am a huge advocate in students 89 00:05:49,300 --> 00:05:52,100 of the powers for dealership Network. 90 00:05:52,600 --> 00:05:55,400 You know, I've lived all over the country, I've been in and 91 00:05:55,400 --> 00:05:59,400 out of all sorts of dealerships, I've studied it, we did a lot of 92 00:05:59,400 --> 00:06:03,000 research at Indian on what constituted a, you know, a 93 00:06:03,000 --> 00:06:05,700 profitable dealership with the right customer. 94 00:06:05,800 --> 00:06:09,700 Her relationships Etc. And as I was saying to Brian, 95 00:06:09,700 --> 00:06:14,600 you as a manufacturing spend all this time, perfecting your, your 96 00:06:14,600 --> 00:06:18,600 motorcycle, your product, and then the prettiest thing that 97 00:06:18,600 --> 00:06:21,300 happens is often a breakdown that the point where the 98 00:06:21,300 --> 00:06:24,800 consumer touches the product and that is, of course the dealer, 99 00:06:25,000 --> 00:06:28,700 the dealer Network. So at Indian, we spent a lot of 100 00:06:28,700 --> 00:06:33,500 time trying to Define, you know, who would be great dealers, how 101 00:06:33,500 --> 00:06:37,600 do we help them doing a lot of Analysis and what computed to 102 00:06:37,600 --> 00:06:42,000 their practice early, a lot of customer service Etc. 103 00:06:42,300 --> 00:06:45,100 And all I have to say with that. It's a wonderful experience. 104 00:06:45,100 --> 00:06:48,900 I'd love nothing better than to walk into a dealership and they 105 00:06:48,900 --> 00:06:53,100 wait and I see how long it takes for somebody you approach and 106 00:06:54,900 --> 00:06:58,600 and then I start my analysis. And of course as you guys know, 107 00:06:58,600 --> 00:07:01,700 the shop in the back of your a motorcyclist, you know, we're 108 00:07:01,700 --> 00:07:05,600 riding thousands of miles that shopping that mechanic I want to 109 00:07:05,800 --> 00:07:09,400 No because I want to know him and of course you know all the 110 00:07:09,400 --> 00:07:11,900 accessories and everything else but I'm going to stop there and 111 00:07:11,900 --> 00:07:15,300 let Brian fire away. So you know there's there's so 112 00:07:15,300 --> 00:07:17,500 many different directions, my mind starts going as we talk 113 00:07:17,500 --> 00:07:22,900 about this but yes in and you obviously been an Enthusiast of 114 00:07:22,900 --> 00:07:27,700 motorcycles, it's funny to me compared to some other areas of 115 00:07:27,700 --> 00:07:30,500 what's considered dealership whether it's Automotive or some 116 00:07:30,500 --> 00:07:32,900 of these other spaces. There's such an Enthusiast 117 00:07:32,900 --> 00:07:37,000 driven variable to the Dealership businesses. 118 00:07:37,100 --> 00:07:41,200 That's an area where I sometimes am at odds because I understand 119 00:07:41,200 --> 00:07:44,300 that the person who runs a dealer if you know if they were 120 00:07:44,300 --> 00:07:47,800 talking about an individual operator principle of a 121 00:07:47,800 --> 00:07:51,800 dealership if they're the ones they're at the helm of this 122 00:07:51,800 --> 00:07:55,600 space to, you know, to walk in and somehow encourage them to 123 00:07:55,600 --> 00:07:59,500 follow suit, hey, you're representing this brand in your 124 00:07:59,500 --> 00:08:03,300 Marketplace but I know a lot of times, the Enthusiast driven 125 00:08:03,300 --> 00:08:06,300 part of it and their own personal branding I of their 126 00:08:06,300 --> 00:08:08,500 dealership. I think sometimes those two 127 00:08:08,500 --> 00:08:12,500 things are at odds from from my my years of walk in and out of 128 00:08:12,500 --> 00:08:15,200 dealerships throughout the country you know, to old days to 129 00:08:15,200 --> 00:08:17,000 now. And I would love sort of that 130 00:08:17,000 --> 00:08:20,500 perspective on how how a dealership can potentially walk. 131 00:08:20,500 --> 00:08:24,200 That line prop I say properly right we're talking about folks 132 00:08:24,200 --> 00:08:28,800 who didn't purposely didn't go to work for IBM to get a salary 133 00:08:29,000 --> 00:08:31,200 in a job. That's consistent in that way, 134 00:08:31,200 --> 00:08:34,500 they signed up to build a business in these cases. 135 00:08:34,500 --> 00:08:38,100 So do you have Sort of perspective on that. 136 00:08:39,299 --> 00:08:42,000 Yes. And, you know, probably a bunch 137 00:08:42,000 --> 00:08:46,600 of aspects which I think probably your audience will, you 138 00:08:46,608 --> 00:08:51,100 know, you're understand, you know, if you're and you know, an 139 00:08:51,100 --> 00:08:56,700 oem manufacturer, you have a brand, just you want your 140 00:08:56,900 --> 00:09:02,100 dealers to be incredibly knowledgeable, you know, of your 141 00:09:02,100 --> 00:09:06,900 product and you want them to be as passionate Passionate about 142 00:09:06,900 --> 00:09:12,600 your brand and is emotional about your brand as they are 143 00:09:12,600 --> 00:09:17,300 about their dealership. So, you know, that's kind of 144 00:09:17,300 --> 00:09:21,800 where, you know, the line is instantly, are they advocate of 145 00:09:21,800 --> 00:09:25,700 dealers building Community? I love it when their dealer 146 00:09:25,700 --> 00:09:30,100 really works at their destination location for people 147 00:09:30,100 --> 00:09:34,200 to come and spend time and talk, you know, and provide some 148 00:09:34,200 --> 00:09:39,300 community. You know in the end 149 00:09:39,500 --> 00:09:42,800 understanding and being passionate about the brands that 150 00:09:42,800 --> 00:09:46,200 they're selling in being incredibly knowledgeable about 151 00:09:46,200 --> 00:09:51,200 them to me, is critical because typically, I'm going to the 152 00:09:51,200 --> 00:09:55,400 dealer first because I already know a fair amount about the 153 00:09:55,400 --> 00:10:00,600 product, but I'm going to the dealer because I want a 154 00:10:00,600 --> 00:10:05,400 first-hand experience with it Etc and A1 coming to really 155 00:10:05,400 --> 00:10:07,900 talk. Talk to me in depth about it and 156 00:10:07,900 --> 00:10:13,800 also to help me analyze my skills and desires and defect to 157 00:10:13,800 --> 00:10:17,600 the brand. So, and I understand, you know, 158 00:10:17,600 --> 00:10:21,300 the difficult line of selling you're deficient versus selling 159 00:10:22,000 --> 00:10:24,700 the brand so and walking that line. 160 00:10:24,700 --> 00:10:28,200 So yeah, it's um, you know, we're definitely there there 161 00:10:28,200 --> 00:10:30,800 asked and I guess any dealership does that. 162 00:10:30,800 --> 00:10:34,000 But like I say as compared to like a automotive, you know, I 163 00:10:34,000 --> 00:10:38,400 think they don't tend to To be like we are maybe it's got to do 164 00:10:38,400 --> 00:10:40,000 with the tattoos per square inch. 165 00:10:40,000 --> 00:10:43,300 I saw your reference in the in the book at one point that's a 166 00:10:43,308 --> 00:10:47,800 beautiful thing CNC there in California but you know I think 167 00:10:47,800 --> 00:10:51,200 that's the I think the line of you don't know until you go 168 00:10:51,200 --> 00:10:55,200 there you know, do I feel like this this dealership is only in 169 00:10:55,200 --> 00:10:58,300 the case of an Indian if they're if they're Indian more than 170 00:10:58,300 --> 00:11:01,200 their local, are they not doing? Like you say the events and 171 00:11:01,200 --> 00:11:05,400 those sort of things that might be a good point to touch on when 172 00:11:05,400 --> 00:11:07,400 you were Doing that market research, you know, between 173 00:11:07,400 --> 00:11:10,100 Harley and Indian. A lot of those I know from my 174 00:11:10,100 --> 00:11:14,300 perspective Harley had been in potentially is now one of the 175 00:11:14,300 --> 00:11:18,100 ones still leaning the most on expectations, their dealers, to 176 00:11:18,100 --> 00:11:20,700 do events and to try to build that Community. 177 00:11:20,700 --> 00:11:22,500 I feel like they've done a great job through the years. 178 00:11:22,900 --> 00:11:25,300 Are you seeing or the? Are they all upping their game 179 00:11:25,300 --> 00:11:28,100 when you get to go and call on them as a sort of a regular 180 00:11:28,100 --> 00:11:32,100 consumer with with just massive amounts of background 181 00:11:32,100 --> 00:11:33,800 information in your head when you walk in? 182 00:11:35,000 --> 00:11:39,000 Well, and you can re steer me, but I was a couple of things 183 00:11:39,000 --> 00:11:45,200 that I want to hit here that came out of the research, a lot 184 00:11:45,200 --> 00:11:49,000 of the research but a lot of our experience on the floor with 185 00:11:49,000 --> 00:11:55,400 dealers and selling is one, you know, when we really went into 186 00:11:55,400 --> 00:12:02,700 an extensive program relative to our dealers, relative to test, 187 00:12:02,700 --> 00:12:09,400 riding the bikes and We also like it if they had a rental 188 00:12:09,400 --> 00:12:14,300 program as well, because what we found was, if we could get their 189 00:12:14,300 --> 00:12:17,600 butts in the seat, they buy the bike. 190 00:12:18,300 --> 00:12:24,600 And about, I'll give you a whole audience for Indian Indian had, 191 00:12:24,700 --> 00:12:29,600 you know, it's a, it just an iconic brand with a great 192 00:12:29,700 --> 00:12:33,300 romantic pass. And what we found was, there was 193 00:12:33,300 --> 00:12:37,500 this big light which we call it? It's familiar to you born again. 194 00:12:37,500 --> 00:12:43,200 Bikers, they were motorcyclists in there, you know, early days 195 00:12:43,200 --> 00:12:46,000 than they had a family and they stopped motor. 196 00:12:46,000 --> 00:12:51,200 They stopped the motorcycling. Now, their family is grown and 197 00:12:51,200 --> 00:12:55,000 they walk into a dealership Austin, you know, with their 198 00:12:55,000 --> 00:13:01,000 wife or partner and when we saw, they got on the seat of that 199 00:13:01,000 --> 00:13:05,500 motorcycle, went for a ride, making back every there. 200 00:13:05,700 --> 00:13:09,900 You know, their partner saw a smile on their face, they had 201 00:13:09,900 --> 00:13:15,400 not seen in years, so, you know, that's just kind of an example 202 00:13:15,408 --> 00:13:21,600 of, you know, some of the important techniques that we had 203 00:13:21,600 --> 00:13:26,000 learned now, actually, the community writing as well in The 204 00:13:26,000 --> 00:13:31,200 Saturdays and the hot dogs and whatever are also important. 205 00:13:31,200 --> 00:13:37,200 But I mean we really find the demo rides were Really critical. 206 00:13:37,200 --> 00:13:42,100 And I, you know, we actually made quite a deal with eagle 207 00:13:42,100 --> 00:13:46,400 Rider which was then just a brand new company to actually 208 00:13:46,400 --> 00:13:48,900 run the Indian to get more people. 209 00:13:49,300 --> 00:13:51,600 Having that experience at getting there but I'm happy to 210 00:13:51,600 --> 00:13:54,300 see. So yeah, I don't know if there's 211 00:13:54,300 --> 00:13:56,300 anything sort of more important you know. 212 00:13:56,300 --> 00:13:58,800 I guess just like at the showroom level, right? 213 00:13:59,000 --> 00:14:02,500 Although they may not all go right to that level and I'm a 214 00:14:02,508 --> 00:14:05,500 huge proponent of demo rides or like you're saying rental. 215 00:14:05,600 --> 00:14:10,700 Programs that obviously do the same the same thing, but just 216 00:14:10,700 --> 00:14:13,400 even getting somebody to sit on the bikes, you know, that that's 217 00:14:13,400 --> 00:14:16,200 like that next level of putting them behind the bars. 218 00:14:16,200 --> 00:14:17,900 You know. There it's a level of ownership 219 00:14:17,900 --> 00:14:19,900 that these different phases of it. 220 00:14:19,900 --> 00:14:21,700 They've walked in. Okay, that's one level, you 221 00:14:21,708 --> 00:14:24,000 know, they're here. And obviously they're interested 222 00:14:24,000 --> 00:14:27,600 at some level. Huge, huge proponent of it. 223 00:14:29,700 --> 00:14:33,400 You know, I think in one of your stories, you talked about the, 224 00:14:33,400 --> 00:14:37,600 the early Indians and, and sort of some of those issues with 225 00:14:37,600 --> 00:14:39,700 reliability. Let's call it that they had. 226 00:14:39,700 --> 00:14:43,900 And, and on the line changes that occurred, which is funny to 227 00:14:43,900 --> 00:14:46,800 me, because I've worked at dealerships and had Brands who 228 00:14:46,800 --> 00:14:50,500 are without naming a name, a solid, you know, big huge 229 00:14:50,500 --> 00:14:52,800 selling brand of top brand in the industry right now. 230 00:14:53,500 --> 00:14:55,600 But when I was working at a dealership, let's call late 231 00:14:55,600 --> 00:14:58,900 90's, early 2000's. I'd go to look up a particular 232 00:14:59,100 --> 00:15:02,400 Microfiche for someone and it would say like I had to have the 233 00:15:02,400 --> 00:15:06,000 exact Vin and here was the different parts for each of the 234 00:15:06,000 --> 00:15:08,800 different spreads of in and obviously with that metre and 235 00:15:08,800 --> 00:15:11,900 they made production changes, you know, right in the middle 236 00:15:11,900 --> 00:15:14,300 and and I'd order the part and roll the dice. 237 00:15:14,300 --> 00:15:16,500 Did I get it right? I had the right Vin but it's 238 00:15:16,500 --> 00:15:21,700 right part arrived, so you call a lot of that out in the, in 239 00:15:22,000 --> 00:15:24,200 changing of the brand, that that consistency. 240 00:15:24,200 --> 00:15:28,700 In that sort of, that less enthusiastic more. 241 00:15:29,200 --> 00:15:32,000 Motorcycle parts assemblers on the line? 242 00:15:33,200 --> 00:15:36,100 Yeah, I have to think, you know, that's sort of just what 243 00:15:36,200 --> 00:15:39,200 happened over time. Do you feel, like, what's the 244 00:15:39,200 --> 00:15:42,100 next phase for these sort of these manufacturers from here, 245 00:15:42,100 --> 00:15:43,700 is it? I mean, they can, they make the 246 00:15:43,700 --> 00:15:46,100 bikes? You know, obviously it's going 247 00:15:46,100 --> 00:15:48,900 to switch to a different fuel source or maybe an array of 248 00:15:48,900 --> 00:15:51,300 different fuel sources and these sort of things that are all 249 00:15:51,300 --> 00:15:54,800 question marks, but I feel like they've really a lot of these 250 00:15:54,800 --> 00:15:57,100 top brands of really dialed all that in by now. 251 00:15:58,300 --> 00:16:03,300 Yeah, they I mean you have to I think to really feel the quality 252 00:16:03,300 --> 00:16:06,900 product and have this reputation and also so you're not spending 253 00:16:06,900 --> 00:16:10,800 a lot of time, rebuilding bikes in the field under warranty. 254 00:16:10,800 --> 00:16:13,700 I mean that was one of our problems, we get huge warranty 255 00:16:13,700 --> 00:16:17,000 costs because we were rebuilding a whole bunch of the initial 256 00:16:17,000 --> 00:16:20,600 bikes that were built that head-tracking Thunders and, you 257 00:16:20,600 --> 00:16:21,900 know, in all sorts of other things. 258 00:16:21,900 --> 00:16:25,300 But I think quite frankly, I would go and hire people. 259 00:16:25,300 --> 00:16:29,000 I'll go over those, you know, a Harley Or find someone who 260 00:16:29,000 --> 00:16:31,800 really had that experience in that quality experience. 261 00:16:32,100 --> 00:16:37,700 But you know issue and I went in the book is we had way too many 262 00:16:38,100 --> 00:16:43,000 suppliers in vendors and you couldn't control them. 263 00:16:43,000 --> 00:16:47,100 And if you weren't producing enough of a individual part, you 264 00:16:47,100 --> 00:16:50,200 were going to be, you know, important enough to them. 265 00:16:50,200 --> 00:16:53,500 But if you had some problems with some piece of the front end 266 00:16:53,500 --> 00:16:56,400 and you had to go to ten separate vendors that sorted 267 00:16:56,400 --> 00:17:00,000 out, you know? Versus in the automotive and 268 00:17:00,000 --> 00:17:02,900 other Industries, you know, they have a single source of supply, 269 00:17:03,400 --> 00:17:07,300 all of those components and they take full responsibility, every 270 00:17:07,300 --> 00:17:11,599 subcontractor in there with that was, but I but I think the big, 271 00:17:13,200 --> 00:17:16,400 you know, I think your big Brands now have pretty much 272 00:17:16,400 --> 00:17:20,800 sorted that one, get their Crosstown, their manufacturing, 273 00:17:20,800 --> 00:17:24,800 get their quality up in their customer passion up. 274 00:17:24,800 --> 00:17:27,800 So I think a lot of that's gotten sorted out. 275 00:17:28,600 --> 00:17:31,000 How can those things sort of things be overlaid on to a 276 00:17:31,000 --> 00:17:33,900 dealership, Fix-It audience, you know, people that work in and 277 00:17:33,900 --> 00:17:38,200 around dealerships. This is the most basic thing 278 00:17:39,400 --> 00:17:44,000 that I've carried throughout in number one is understanding the 279 00:17:44,000 --> 00:17:48,500 consumer, having an in-depth understanding of the consumer 280 00:17:48,900 --> 00:17:55,200 other product and how they're using it, you know, to, to start 281 00:17:55,200 --> 00:18:01,200 within, then you kind of go from there, you know, in terms of how 282 00:18:01,200 --> 00:18:03,600 you're dealing with the mutt, you're recommending what 283 00:18:03,600 --> 00:18:05,300 products you're recommending. Do them. 284 00:18:05,400 --> 00:18:10,900 And eventually the service, you know, excetera and that's where 285 00:18:10,900 --> 00:18:14,700 kind of you build a trust. I'm going to give you one 286 00:18:14,700 --> 00:18:17,000 example, proof. One of the fastest growing 287 00:18:17,000 --> 00:18:21,300 segments in the motorcycle Market is females, and one of 288 00:18:21,300 --> 00:18:25,600 the biggest things we saw in dealers was they were when a 289 00:18:25,600 --> 00:18:29,800 woman walked in the door. They really didn't know how to 290 00:18:29,800 --> 00:18:32,800 deal with her. And, you know, how to approach 291 00:18:32,800 --> 00:18:35,300 and they were, it was intimidating for what? 292 00:18:35,800 --> 00:18:38,800 You know, initially now I think a lot of that's gotten better, I 293 00:18:38,808 --> 00:18:42,100 think dealers are really gotten on top of, you know, having 294 00:18:42,100 --> 00:18:45,600 people in their dealership who really understand and can you 295 00:18:45,600 --> 00:18:50,200 know and can sell to women and women can really trust, you 296 00:18:50,200 --> 00:18:57,500 know, trust their judgment but just other piece here in just in 297 00:18:57,500 --> 00:19:02,900 terms of getting, you know, getting all of the everything 298 00:19:02,900 --> 00:19:07,500 behind you is really. We getting you people together. 299 00:19:07,500 --> 00:19:10,500 What I try to do is number one encouraged. 300 00:19:10,600 --> 00:19:13,700 Even in a dealership, get a strategic plan together. 301 00:19:14,100 --> 00:19:17,800 What is your path? How are you unique? 302 00:19:17,800 --> 00:19:22,200 What unique services are you going to provide what you'd be 303 00:19:22,200 --> 00:19:25,300 really the what do you want the culture, the dealership to be 304 00:19:25,500 --> 00:19:31,500 and then really getting your people together and to really 305 00:19:31,500 --> 00:19:35,700 discuss that in get them, let them contribute to the You're 306 00:19:35,700 --> 00:19:45,300 really get everybody on board in terms of really, you know, what 307 00:19:45,300 --> 00:19:49,500 is unique about you and what's the real service that you're 308 00:19:49,500 --> 00:19:53,500 really providing that customer when they walk in the door. 309 00:19:53,500 --> 00:19:59,200 So you know I'm just you know, to me that is absolutely 310 00:19:59,200 --> 00:20:03,600 critical to success and preparing today's environment 311 00:20:03,600 --> 00:20:07,600 having employees that really Ali were you all are aligned in 312 00:20:07,600 --> 00:20:12,100 believe in what you're doing and that there's some some degree of 313 00:20:12,100 --> 00:20:16,100 passion there for, you know, the product and the dealership. 314 00:20:16,100 --> 00:20:20,000 So anyway, that's you know, I that's good. 315 00:20:20,100 --> 00:20:22,300 Basic message, okay. I appreciate it. 316 00:20:22,308 --> 00:20:24,800 And like I said, I think it rings true to, you know, a lot 317 00:20:24,800 --> 00:20:28,400 of the variables through and I think that's why you're you as 318 00:20:28,400 --> 00:20:30,600 an individual or an asset, right? 319 00:20:30,600 --> 00:20:34,400 Or able to Plug and Play, and just have such levels of 320 00:20:34,400 --> 00:20:37,500 success. At such a high scale. 321 00:20:37,500 --> 00:20:39,800 You know that where you were operating at? 322 00:20:40,600 --> 00:20:43,400 I wonder what you think and I feel like I'm bouncing around a 323 00:20:43,400 --> 00:20:46,400 lot, but I definitely have. I have a day's worth of ideas 324 00:20:46,400 --> 00:20:48,900 and different things. I wanted it to sort of ask you 325 00:20:48,900 --> 00:20:52,700 about and sort of get you elaborate on, but if you know 326 00:20:52,700 --> 00:20:56,400 for you having been around, you know, in operating at a high 327 00:20:56,400 --> 00:20:59,100 level in business. But if you know it as well as 328 00:20:59,100 --> 00:21:04,900 especially within Power Sports, where do you the journey like, 329 00:21:04,900 --> 00:21:06,300 when you go To buy something, right? 330 00:21:06,300 --> 00:21:08,900 I know that you live. You've got a place in Vermont 331 00:21:08,900 --> 00:21:11,600 and I know we're months, not massively. 332 00:21:11,600 --> 00:21:15,600 Populating you don't have six dealerships in your town to go, 333 00:21:15,600 --> 00:21:17,700 right? So you probably can go into your 334 00:21:17,700 --> 00:21:20,400 local dealerships or as you travel or do other things. 335 00:21:21,200 --> 00:21:23,100 What does your journey look like? 336 00:21:23,100 --> 00:21:26,400 And what areas do you feel like are in a good place for 337 00:21:26,400 --> 00:21:30,100 dealerships to move the needle? Like, are you arriving through 338 00:21:30,800 --> 00:21:35,000 search on Google? Are you arriving to, I know this 339 00:21:35,000 --> 00:21:36,600 dealer. Open town and I give them the 340 00:21:36,600 --> 00:21:38,400 run my business. Let me see what their stuff 341 00:21:38,400 --> 00:21:40,300 looks like on their website. They're sort of their virtual 342 00:21:40,300 --> 00:21:43,500 showroom. Do you have any sort of feedback 343 00:21:43,500 --> 00:21:47,000 on this is not calling out your local dealer by any means, but 344 00:21:47,000 --> 00:21:50,300 it's more General. Do you feel like we're certain 345 00:21:50,300 --> 00:21:52,400 dealerships you've either interacted with or been in and 346 00:21:52,400 --> 00:21:57,300 around on the initial Landing whether it's website or or other 347 00:21:57,300 --> 00:21:59,800 virtual spaces before you get to go there? 348 00:22:00,100 --> 00:22:01,600 Do you see areas where you would say? 349 00:22:02,000 --> 00:22:03,900 This is a common theme, I'd like, I think. 350 00:22:03,900 --> 00:22:05,500 What's next for them is this This. 351 00:22:06,600 --> 00:22:08,700 Yeah, yeah. It's a very very good point. 352 00:22:08,700 --> 00:22:12,000 It's funny. I just kind of preparation for 353 00:22:12,000 --> 00:22:15,000 this colleges for my own thing. I do I just kind of wrote a 354 00:22:15,000 --> 00:22:22,700 little listen the best dealers I had encountered but you know 355 00:22:22,700 --> 00:22:28,600 it's almost everybody's going to research now you know, on the 356 00:22:28,600 --> 00:22:32,200 internet there they'll know. The product is some, you know, 357 00:22:32,200 --> 00:22:36,200 that probably to a high degree and then they will research. 358 00:22:36,400 --> 00:22:40,600 The, you know, the research, the dealer, the dealer Network, and 359 00:22:40,600 --> 00:22:43,300 they may in some cases. Now, I'm seeing where you've 360 00:22:43,300 --> 00:22:51,600 got, you know, these survey, you know of external surveys where 361 00:22:51,600 --> 00:22:54,000 they're, you know, reading dealership and dealership 362 00:22:54,000 --> 00:22:57,900 experiences. So that may be a new area that 363 00:22:57,900 --> 00:23:02,000 is starting to you know that is starting to emerge to to provide 364 00:23:02,000 --> 00:23:08,400 information to, you know, to Consumers but You know for me it 365 00:23:08,400 --> 00:23:15,300 really is you know when I will do some gauging quite frankly as 366 00:23:15,300 --> 00:23:19,500 I probably have driven by that dealership a lot you know many 367 00:23:19,500 --> 00:23:23,700 times and I'll kind of gauge, you know are they healthy or 368 00:23:23,700 --> 00:23:25,300 not? By you know, what kind of 369 00:23:25,300 --> 00:23:30,000 inventory did they have setting you know out in front in that's 370 00:23:30,000 --> 00:23:32,100 it. So that may be one of the first 371 00:23:32,100 --> 00:23:34,100 you know that may be one of the first thing in there. 372 00:23:34,100 --> 00:23:36,200 They getting the new product than you. 373 00:23:36,300 --> 00:23:41,000 Strikes, the new, you know, you know, whatever, they dealers, 374 00:23:41,000 --> 00:23:44,600 get enough volume that they're getting the new product and then 375 00:23:44,600 --> 00:23:46,100 of course. And then, of course, is the 376 00:23:46,100 --> 00:23:49,200 experience of really actually walking in the dealership and 377 00:23:49,500 --> 00:23:51,600 you know, how you are approached. 378 00:23:51,600 --> 00:23:54,500 A lot of that. To me also, is how quickly they 379 00:23:54,500 --> 00:23:57,200 assess what type of of a consumer. 380 00:23:57,200 --> 00:24:00,500 You are, you know, are you there to buy a new bike or you're 381 00:24:00,500 --> 00:24:02,900 born? You can fight your, are you, and 382 00:24:02,900 --> 00:24:05,900 you get a stable of bikes, and you're quite knowledgeable. 383 00:24:06,300 --> 00:24:09,800 You know, or is this your first bike, you know, and then do they 384 00:24:09,800 --> 00:24:18,200 really are they able to be adapt to what you really need to you. 385 00:24:18,500 --> 00:24:21,900 You really need to know to start building confidence that they 386 00:24:21,900 --> 00:24:27,400 can really help you. The have to tell you. 387 00:24:27,400 --> 00:24:33,000 The other thing that is chair of the year with 15 motorcycles and 388 00:24:34,600 --> 00:24:39,100 68 TVs. Here is so the shop in the 389 00:24:39,100 --> 00:24:44,200 dealerships are important to me. So, I am constantly taking bikes 390 00:24:44,300 --> 00:24:47,900 in out in that, to me, is the biggest weakness. 391 00:24:47,900 --> 00:24:54,100 Now, in the dealerships is that got turnover of mechanics, you 392 00:24:54,100 --> 00:24:59,200 know, I swear, I'm in, I've got a couple of bikes that they've 393 00:24:59,200 --> 00:25:01,900 just gone through, have not solved the basic. 394 00:25:01,900 --> 00:25:05,800 My grandson who's actually rebuilding bucks to, my part is 395 00:25:05,800 --> 00:25:08,200 better. The most mechanic, you know, 396 00:25:08,200 --> 00:25:11,900 they keep swapping out parts and trying to solve problems and 397 00:25:12,000 --> 00:25:15,100 they're just not capable of doing it in the next time they 398 00:25:15,100 --> 00:25:18,600 go there that mechanic is gone because what I want to be able 399 00:25:18,600 --> 00:25:21,900 to do is I want to be able to talk to the mechanic is going to 400 00:25:21,900 --> 00:25:26,000 work on my bike and after the bike is done and I get the bill 401 00:25:26,000 --> 00:25:30,200 in my and I want to go through it with not at the cash 402 00:25:30,200 --> 00:25:32,000 register. I want to go be able to go 403 00:25:32,000 --> 00:25:35,400 through with the mechanic to take me through and explain what 404 00:25:35,400 --> 00:25:39,600 was done and What I should, you know what I should expect. 405 00:25:39,600 --> 00:25:42,800 And then, you know that most difficult thing is the next time 406 00:25:42,800 --> 00:25:45,900 I call, I want to talk to the mechanic that mechanic is really 407 00:25:46,400 --> 00:25:50,100 is gone. So the back end, the shop to me, 408 00:25:50,600 --> 00:25:56,900 is, is just extremely extremely important in the reputation of 409 00:25:56,900 --> 00:25:59,600 the shop. In that reputation, is a shot 410 00:25:59,600 --> 00:26:03,800 moves to the community about as fast as anything, you know, as 411 00:26:03,800 --> 00:26:08,300 anything else. So, you know, I just, you know, 412 00:26:08,400 --> 00:26:11,600 I bring it up, but I'll mention one other thing, you know. 413 00:26:11,600 --> 00:26:14,600 And I know that dealers know that, you know, you make a lot 414 00:26:14,600 --> 00:26:18,700 of money and accept accessories. So having someone who really 415 00:26:18,700 --> 00:26:23,500 knows the accessories and particular, clothing and 416 00:26:23,500 --> 00:26:29,000 frequently, what we would find is the dealers, didn't have 417 00:26:29,000 --> 00:26:33,300 someone in often, quite frankly to be a female who really 418 00:26:33,300 --> 00:26:36,100 understood all the accessory line in the clothing. 419 00:26:36,300 --> 00:26:40,700 And of course these days, you know, safety and clothing and 420 00:26:40,700 --> 00:26:45,100 knowing and being able to take a garment and then explain if the 421 00:26:45,100 --> 00:26:49,800 safety factors to me that ends up being on an incredibly 422 00:26:49,800 --> 00:26:53,000 important aspect as well. But not just selling. 423 00:26:53,300 --> 00:26:56,200 It's not just selling of like what are the accessories? 424 00:26:56,500 --> 00:26:58,400 What clothing should safety clothing? 425 00:26:58,400 --> 00:27:01,200 Should I be we're wearing and then of course helmets are 426 00:27:01,200 --> 00:27:06,100 always an issue there. It's you know that it definitely 427 00:27:06,200 --> 00:27:11,300 In Italy, you know that they definitely have to walk a line 428 00:27:11,300 --> 00:27:13,500 right? With what's the competitor, 429 00:27:13,500 --> 00:27:14,800 right? It's not necessarily the guy 430 00:27:14,800 --> 00:27:17,400 down the street although it could be the shop that exists 431 00:27:17,400 --> 00:27:22,000 you know next closest proximity. But it's the if you don't like 432 00:27:22,000 --> 00:27:26,200 you're saying if you don't have somebody that can I think 433 00:27:26,700 --> 00:27:28,000 Powersports is unique to me right? 434 00:27:28,000 --> 00:27:31,400 In them taking a step back but Powersports is so neat unique to 435 00:27:31,400 --> 00:27:34,500 me and interacting with other forms of dealerships. 436 00:27:35,300 --> 00:27:37,300 They all can have it. Susie, assists, and them. 437 00:27:37,300 --> 00:27:42,200 But you talk about level of expectations being just, right? 438 00:27:42,200 --> 00:27:46,500 I mean very, very, very high power sports seems to me to be 439 00:27:46,600 --> 00:27:51,100 extra in that space and like you're talking about if, if I 440 00:27:51,100 --> 00:27:55,800 can't go in there and Powersports and get a follow-up, 441 00:27:55,900 --> 00:27:57,900 you know, at least if, if somebody's not gonna, let me 442 00:27:57,900 --> 00:28:01,600 talk to the mechanic the service advisor, service manager, I feel 443 00:28:01,600 --> 00:28:04,200 the same has to be able to go through. 444 00:28:04,700 --> 00:28:07,600 They got a full download. And what happened to my bike? 445 00:28:07,900 --> 00:28:10,900 Like I say, what to expect and then things like, what we've all 446 00:28:10,900 --> 00:28:13,800 learned from, if you have a decent Automotive dealership, 447 00:28:13,800 --> 00:28:16,200 they tell you what's next. You know, it's like the, this is 448 00:28:16,200 --> 00:28:18,200 where we're at. Here's what's been accomplished 449 00:28:18,200 --> 00:28:19,400 years in the, here's in the rearview mirrors. 450 00:28:19,400 --> 00:28:21,200 Were accomplished today. Here's where we sit today. 451 00:28:21,500 --> 00:28:26,800 Here's what's next for you. We expect to need that and 452 00:28:26,800 --> 00:28:28,900 you're right. I know that dealership struggle 453 00:28:28,900 --> 00:28:32,300 with with hiring technicians and that's one layer of it. 454 00:28:32,600 --> 00:28:35,100 But like you're saying that that same level of expectation 455 00:28:35,100 --> 00:28:38,900 carries out, To the other areas within the store, they can have 456 00:28:38,900 --> 00:28:40,500 a great accessories Department of. 457 00:28:41,000 --> 00:28:43,900 If they've got a bunch of staff that are hiding behind the parts 458 00:28:43,900 --> 00:28:45,700 counter. And I was a parts guy, so I get 459 00:28:45,700 --> 00:28:48,000 it. And I know that that's real, you 460 00:28:48,008 --> 00:28:50,200 know, that's your comfort zone. Your brother with your computer 461 00:28:50,200 --> 00:28:52,500 and your there where your water bottle is and whatever else. 462 00:28:52,500 --> 00:28:57,600 But they need to be out active engaging knowledgeable. 463 00:28:57,600 --> 00:29:00,400 They have to be all those things are expectations within 464 00:29:00,400 --> 00:29:03,500 Powersports is you know that high? 465 00:29:03,600 --> 00:29:06,500 Yeah, you know, I wonder too with things like Like, you know, 466 00:29:06,500 --> 00:29:09,100 if you live, you know, maybe you experienced this. 467 00:29:09,100 --> 00:29:13,800 I think you've sort of mentioned it when you even having living 468 00:29:13,800 --> 00:29:16,000 in a bigger city and having more options, sometimes finding 469 00:29:16,000 --> 00:29:19,100 someone that can solve a problem, which is what service 470 00:29:19,100 --> 00:29:20,800 is doing, right? Fixing something, broken, 471 00:29:20,800 --> 00:29:24,000 solving a problem, something quirky going on, they have to 472 00:29:24,000 --> 00:29:28,100 humor you to a certain degree and be ready to take you at your 473 00:29:28,100 --> 00:29:32,100 word that it's making this weird squeak and they have to go and 474 00:29:32,100 --> 00:29:35,700 try to solve that problem. It puts them in a tough spot. 475 00:29:35,700 --> 00:29:38,600 But again, this is where a dealership, you know, hiring an 476 00:29:38,600 --> 00:29:42,900 individual, that they might be a wonderful mechanic, but they 477 00:29:42,900 --> 00:29:47,100 have to also possess some other abilities, you know, to not be 478 00:29:47,100 --> 00:29:51,000 as engineering but more personal and understanding of what that 479 00:29:51,000 --> 00:29:54,400 is. So I know that that like, I say, 480 00:29:54,400 --> 00:29:58,200 has been a deficit for for power sports and and for many other 481 00:29:58,200 --> 00:30:01,500 Realms right now is that they say some of the trades, you 482 00:30:01,500 --> 00:30:03,800 know, people were whether they were steered away from it years 483 00:30:03,800 --> 00:30:05,700 ago. And we're seeing the result of 484 00:30:05,700 --> 00:30:07,800 that with not as many people in that space. 485 00:30:09,900 --> 00:30:13,800 But yeah, kind of Wonder, I kind of Wonder the direction of what 486 00:30:13,800 --> 00:30:17,800 that does because like, you say, our expectations are very high, 487 00:30:17,800 --> 00:30:21,300 we're very Discerning, we know the product a lot of times as 488 00:30:21,300 --> 00:30:23,000 you know, by the time we research it and do all of our 489 00:30:23,000 --> 00:30:26,100 homework for so long. We know a lot about the product 490 00:30:26,100 --> 00:30:30,200 dealers, do and should know more, but, you know, we asked 491 00:30:30,200 --> 00:30:34,000 them to be so many things to us. Yeah, yeah. 492 00:30:34,100 --> 00:30:38,500 And as you know what, word of mouth among the Riders users 493 00:30:38,500 --> 00:30:44,200 customers is such a huge Factor. So you get a lot of information 494 00:30:44,200 --> 00:30:47,900 from your peer group, you know, on the quality of a dealer, you 495 00:30:47,900 --> 00:30:49,300 know. Yeah, yeah. 496 00:30:49,300 --> 00:30:52,300 And like you say that that same group that that were, you know, 497 00:30:52,300 --> 00:30:55,500 hopefully showing up and doing rides to and it making it real 498 00:30:55,500 --> 00:30:59,000 easy to go hang out at a dealership, you know, some 499 00:30:59,000 --> 00:31:01,900 dealerships. Don't either don't put the focus 500 00:31:01,900 --> 00:31:04,000 on it or actually think it's not a great idea that all people 501 00:31:04,200 --> 00:31:06,300 Hanging around who aren't buying anything that's sort of what 502 00:31:06,300 --> 00:31:10,500 I've literally heard out of the mouths of some employees. 503 00:31:10,500 --> 00:31:12,700 And that's not the decision maker, it's not always the 504 00:31:13,300 --> 00:31:15,700 principal who would say that but when somebody's like, yeah we 505 00:31:15,700 --> 00:31:16,600 don't, you know, we don't do that. 506 00:31:16,600 --> 00:31:19,500 We don't people they come through for poker rides or you 507 00:31:19,500 --> 00:31:21,200 know, whatever. But we don't want to have like a 508 00:31:21,200 --> 00:31:24,800 coffee shop in here or seats and Wi-Fi and all these things 509 00:31:25,000 --> 00:31:26,500 because we don't people just hanging out here. 510 00:31:26,500 --> 00:31:28,700 We want people that are here to do business in that very 511 00:31:28,700 --> 00:31:32,400 transactional. Look at it to me, would tend to 512 00:31:32,400 --> 00:31:36,500 be very much more the metric or Or the Japanese sort of branded 513 00:31:36,500 --> 00:31:38,100 dealerships. And it definitely feels like, 514 00:31:38,100 --> 00:31:42,600 Harley Indian, you know, like those crowds have definitely 515 00:31:42,600 --> 00:31:44,500 learned that. No, no, we want them here. 516 00:31:44,500 --> 00:31:47,000 We want them hanging out. We want to make them a free 517 00:31:47,000 --> 00:31:49,500 coffee or paid coffee or whatever. 518 00:31:49,700 --> 00:31:52,300 Yeah. It's a there's there's yeah, 519 00:31:52,400 --> 00:31:54,000 there's so much. I would love to ask you. 520 00:31:54,000 --> 00:31:57,800 I, you know, I had planned on asking for for 30 minutes of 521 00:31:57,800 --> 00:31:59,900 your time to do this, and we chatted a little before. 522 00:31:59,900 --> 00:32:02,300 So I know we're up against the clock here. 523 00:32:03,100 --> 00:32:05,700 I guess I would ask Couple well, one more sort of one more 524 00:32:05,700 --> 00:32:08,400 question. Usually, I like to ask just sort 525 00:32:08,400 --> 00:32:11,800 of more of the random end of questions, but you know, what's 526 00:32:11,800 --> 00:32:15,000 been for you? What's been, you know, the most 527 00:32:15,000 --> 00:32:17,900 standout experience on a motorcycle. 528 00:32:19,500 --> 00:32:25,600 Oh, well, I've got to say, I have a rider group, The American 529 00:32:26,200 --> 00:32:31,300 fire motorcycle club that I started in Vermont and along 530 00:32:31,300 --> 00:32:38,500 with another friend from Utah. We just had our 28 reunions in. 531 00:32:38,508 --> 00:32:45,600 Moab, we have been riding together for 28 years so and we 532 00:32:45,600 --> 00:32:50,200 start every single year we start in Utah and we ride some Loop. 533 00:32:50,200 --> 00:32:54,700 And then of course, we all of these International rides, you 534 00:32:54,700 --> 00:32:57,600 know, as I mentioned, China, Italy, France, whatever that 535 00:32:57,600 --> 00:33:06,000 group for 28 years in it is, as you would expect The most mix 536 00:33:06,000 --> 00:33:12,200 from billionaires, the governor of Illinois to who live to ride 537 00:33:12,200 --> 00:33:15,800 people that we've met on the road and have joined our group 538 00:33:15,800 --> 00:33:20,100 and been been with us in all. So we've got a very good group 539 00:33:20,100 --> 00:33:26,800 of women, both Riders and you know, ride to up that group is 540 00:33:26,800 --> 00:33:32,700 as an important of family to me as about my own family. 541 00:33:33,100 --> 00:33:39,200 So that to me is you know, that probably is the most 542 00:33:39,200 --> 00:33:45,400 outstanding, you know, aspect of my life that came through came 543 00:33:45,400 --> 00:33:50,100 through motorcycling, it just a wonderful group of people who 544 00:33:50,100 --> 00:33:53,700 had who's been together for 28 years. 545 00:33:54,800 --> 00:33:57,500 But in 28 years, I'm sure it starts to get boring, right? 546 00:33:57,500 --> 00:33:59,500 It's motorcycling. I'm sure it's just gets really 547 00:33:59,800 --> 00:34:02,800 not exciting each time, right? 28 years. 548 00:34:02,800 --> 00:34:05,900 Yeah, we do. God, we've been more exciting 549 00:34:05,900 --> 00:34:09,900 things in any kind of weather and places that such great 550 00:34:09,900 --> 00:34:14,000 experiences. So well that we have one, we 551 00:34:14,000 --> 00:34:18,100 have one person, we have an excellent writer, who writes up 552 00:34:18,100 --> 00:34:23,100 the rides, and put them on our website, American Flyer, you 553 00:34:23,100 --> 00:34:27,699 know, motorcycle club, so knowledge and their all every 554 00:34:27,699 --> 00:34:30,800 ride is a bunch of experiences. Yeah. 555 00:34:30,900 --> 00:34:33,300 Well I encourage anybody to check that out. 556 00:34:33,300 --> 00:34:35,900 You said, American. Flyer flyer. 557 00:34:36,300 --> 00:34:38,000 Yeah, it's a cool Club. Yeah. 558 00:34:38,000 --> 00:34:41,199 Okay, okay, yeah. I mean, I definitely you know, 559 00:34:41,199 --> 00:34:45,000 that the reason I wanted you on was to sort of just talk about 560 00:34:45,000 --> 00:34:47,699 the book and your experience is behind all of it. 561 00:34:47,699 --> 00:34:51,699 I encourage everybody that's listening to this to go get that 562 00:34:51,699 --> 00:34:56,600 book or buy a few copies and and give it to your tier team. 563 00:34:57,000 --> 00:34:59,200 There's there's so many takeaways and it's not just the 564 00:34:59,207 --> 00:35:02,000 motorcycle aspect. It's about, you know, plug-in 565 00:35:02,000 --> 00:35:05,600 yourself in to a situation. Nation that, you know, needs 566 00:35:05,600 --> 00:35:09,200 help and rising to the occasion. And how do you do that? 567 00:35:09,200 --> 00:35:11,700 And how do you keep fresh and keep motivated. 568 00:35:11,700 --> 00:35:14,500 There's, there's just so much in the book and I'm thankful you 569 00:35:14,500 --> 00:35:15,300 wrote. I'm thankful. 570 00:35:15,300 --> 00:35:17,200 I found it and I definitely am very thankful. 571 00:35:17,200 --> 00:35:19,600 You were able to take the time to come on today, Frank. 572 00:35:20,100 --> 00:35:22,600 Well, I'm the one that needs to thank you. 573 00:35:23,300 --> 00:35:29,500 And, you know, and I have to say that the business that you were 574 00:35:29,500 --> 00:35:35,100 all in the Powersport dealer business, I I think is one of 575 00:35:35,100 --> 00:35:38,200 the most exciting ones that I have to say, you know, I always 576 00:35:38,200 --> 00:35:42,200 look at business and say, is there a great opportunity to do 577 00:35:42,200 --> 00:35:45,900 something different and really stand out? 578 00:35:46,300 --> 00:35:51,900 I think there is a huge opportunity for dealers to 579 00:35:51,900 --> 00:35:59,700 really do something be brave. Do something different and grow 580 00:35:59,700 --> 00:36:02,200 their dealerships in their customer base. 581 00:36:02,200 --> 00:36:06,500 So try it. I love it and I hope they'll do 582 00:36:06,500 --> 00:36:07,900 that. And I don't, you know, I'm not 583 00:36:07,900 --> 00:36:11,200 trying to put you on the spot, but maybe in the future here 584 00:36:11,200 --> 00:36:13,100 before too long. I know you're busy with with 585 00:36:13,100 --> 00:36:15,900 lots of other business things and boards and different other 586 00:36:15,900 --> 00:36:18,200 things, but maybe you'd consider coming back on and have an 587 00:36:18,200 --> 00:36:21,300 another different conversation, little more depth in certain 588 00:36:21,300 --> 00:36:23,500 areas and love to do it. Okay. 589 00:36:23,500 --> 00:36:25,600 Thank you so much. Thanks so much Frank. 590 00:36:26,300 --> 00:36:27,700 Okay fine, thank you.