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What are some other, some other 
competitors in the space of the 

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Dms that are pretty common? 
Yeah, I. 

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Think you've named kind of the 
bigger hitters there. 

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We have dealers that join us 
from Lizzie is one of them. 

5
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Black Pearl we hear of ideal. 
I mean, there's a. 

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Number of systems out of there, 
you know out there that dealers 

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use and and many of us do 
certain things very well. 

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You know as you mentioned I'll 
just say that right up front 

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doesn't matter which Dms it is, 
we we all have room to improve. 

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So you know, ultimately, but 
those, those are some of the 

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other competitors that we see in
the marketplace out there, just 

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people who come and go. 
Everybody, welcome back to the 

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00:00:59,310 --> 00:01:02,030
latest episode of the Dealership
Fix, a podcast. 

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I am your host, My name is Jacob
Berry and today we've got a 

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special guest with us. 
His name is Justin Quinn, now he

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is the Product Manager DX1 in 
their DMS field. 

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And today we're going to talk 
about exactly that, the DMS in 

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your dealership. 
So I'd like to welcome Justin on

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to the program here. 
How you doing today, man? 

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I'm doing great, Jacob. 
Thanks for having me. 

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Good man. 
Good. 

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So we were talking a little bit 
before about a little of your 

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history. 
Can you just kind of recap a 

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little bit for us your 
dealership industry experience 

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and the kind of different roles 
that you've had within the 

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dealership itself? 
Yeah, sure. 

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Well, it started early at a 
young age, far as just like a 

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lot of people getting in the. 
The dealerships, it was part of 

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my family racing, being out the 
track, you know, big groups of 

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stuff. 
And as I got a little bit older,

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I got to know these dealers a 
little bit better from 

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sponsoring at the races. 
Had one close to my school, so 

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got to go in there. 
And my first experience, yeah, 

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was pushing brooms and pulling 
parts and, you know, things 

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you'd probably let a young 
teenager do in the dealership. 

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Who just kind of loves it. 
And then as time went on, I was,

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I was chasing a professional 
racing career. 

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So dealerships are always a 
great spot, you know, for trying

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00:02:08,320 --> 00:02:10,039
to have a job. 
They could understand a little 

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bit of what I was doing. 
There were some fringe benefits 

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to discounts on parts and and 
other stuff. 

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But overall it worked. 
And yeah, so I I spent time in 

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in dealerships in Memphis, TN 
when I was on the East Coast, I 

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was racing out there that was 
you know, probably the first 

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real working dedicated to 
working job and and started at 

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shipping and receiving. 
That was really my first, my 

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first imprint in a dealership 
really working, which I was 

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really glad, glad about because 
you know, as time got on, you 

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00:02:36,990 --> 00:02:39,630
know, either at that moment or 
as a parts manager or anywhere 

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in the dealership, you realize 
how important that shipping and 

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receiving position can go. 
So I think it kind of got my 

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brain geared up towards more of 
a management side. 

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And then as I continued trying 
to get that professional 

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motocross career, I worked back 
out to the West Coast, which is 

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where I'm from. 
And had a chance to work in a 

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big multi store dealership on 
the coast, same thing was in 

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shipping receiving there. 
I mean I just think I really fit

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that role. 
You know, I'm sure we'll talk 

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about it, but most dealers are 
looking for good, dependable 

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people who. 
Could not cut corners and do 

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things right. 
And that's how I was taught in 

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that dealership. 
And then later on I was 

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fortunate enough to work for 
KTMI was worked in their racing 

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program early on. 
So not quite the dealership, but

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certainly working with an OEM. 
And then after that I worked my 

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way. 
It went with the distributor at 

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the time was motorcycle stuff. 
They were purchased many years 

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ago, but I actually had an 
opportunity to work as a Rep as 

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a distributor. 
You know, in dealerships you 

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meet these guys all the time. 
And you always wonder what it's 

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like on that side of the fence. 
So it's nice to to exactly do 

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that, be on that side of the 
fence and understand, you know, 

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what it's like again to meet a 
lot of dealers. 

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I think that was really the time
I started meeting dealers, you 

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know, really understanding 
there's not just one way to do 

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it type of thing and how diverse
the industry can be. 

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So yeah, I was able to do that 
and then eventually settled into

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Sacramento, CA and work with the
dealership group there for five 

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years. 
And came in to manage their 

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parts departments for both 
stores and then eventually ended

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00:04:02,020 --> 00:04:04,900
up working my way into a general
manager role with them. 

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And then yeah, eventually 
decided I wanted to go back to 

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00:04:08,300 --> 00:04:11,100
school, kind of increase. 
I got a degree and at the same 

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00:04:11,100 --> 00:04:13,660
time started to do some 
consulting for dealerships. 

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Again, just trying to help. 
Dealers understand how to match 

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00:04:16,800 --> 00:04:20,040
their DMS with their processes. 
You know, no matter what DMS 

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you're in, that's always a 
challenge. 

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00:04:21,800 --> 00:04:23,720
So did that for quite a few 
years. 

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00:04:23,720 --> 00:04:27,240
And then, yeah, eventually, as 
the most recent before my time 

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00:04:27,240 --> 00:04:29,920
here at DX1, I was up with one 
of my good friends, purchased 

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the dealership up in Montana and
had a chance to work with him. 

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00:04:32,960 --> 00:04:36,680
So back in again doing that. 
And then eventually one thing 

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led to another and now I'm with 
DX1 that that that dealership 

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ended up signing up with DX1. 
So we got to know each other and

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they said, hey, we're, you know,
looking for a right. 

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Kind of. 
Person and asked me if I was 

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00:04:46,240 --> 00:04:48,720
interested. 
And so here I am now, almost 

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00:04:48,720 --> 00:04:51,000
three years in as a product 
manager for a DMS. 

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Wow man, what a career, what a 
career. 

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00:04:53,840 --> 00:04:55,800
So you've got a lot of longevity
in there. 

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And I just before we get into 
the DMS conversation, cuz that's

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what this podcast is gonna be 
about, I wanted to ask you a 

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00:05:02,240 --> 00:05:03,480
couple questions about your 
history there. 

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First of all, when you were on 
the KTM Racing team, did you 

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00:05:06,420 --> 00:05:09,260
know any of the pro riders that 
that were part of that whole 

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00:05:09,260 --> 00:05:12,140
racing organization back in the 
day like Roger de Coster and 

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00:05:12,140 --> 00:05:15,220
some of the other champions? 
Yeah, I I got to meet, you know 

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00:05:15,220 --> 00:05:18,940
guys like Roger. 
So my boss at KTM is in the the 

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00:05:19,940 --> 00:05:22,700
AM A Motorcycle Hall of Fame. 
He's been on the MIC industry 

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00:05:22,700 --> 00:05:24,540
council. 
His name Silverage and Ariana. 

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I think you know if you've been 
around the industry you probably

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know that name. 
He's everywhere. 

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He's out there races, he's at 
business. 

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He's at shows. 
And he really imprinted a lot of

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this work, not work ethic per se
when it, you know, I thought my 

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00:05:36,840 --> 00:05:38,920
dad did a good job. 
But when it came to stepping it 

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00:05:38,920 --> 00:05:41,920
up and again, working at KTM and
seeing all the intricacies, 

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00:05:42,480 --> 00:05:44,680
yeah. 
And he introduced me to, to many

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of those racers, the Roger de 
Coster's of the world. 

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I mean, we were competing 
against them. 

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And then of course, I was the 
team coordinator. 

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So at the time, we had Grant 
Linkston, Brock Sellers, David 

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00:05:54,840 --> 00:05:58,370
Pinkrey and Kelly Smith. 
Being a privateer, you get to 

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00:05:58,370 --> 00:06:00,370
know some of those guys, but 
they're your competitors. 

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So it was much different, yeah, 
to to get to know people. 

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I could always say, yeah, I know
of that person, but I don't know

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00:06:07,250 --> 00:06:09,890
them personally type of thing. 
So yeah, there was a great 

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opportunity to meet a lot of 
some childhood Eros, some some 

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00:06:13,050 --> 00:06:15,770
peers, and eventually form some 
friendships of people who were 

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00:06:15,770 --> 00:06:18,630
competitors. 
At the time, it was really 

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great. 
That's super cool, man, super 

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cool. 
A lot of people dream of that. 

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So and then you mentioned that 
you, the last dealership that 

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you were working with, doing 
some consulting and ultimately 

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signed on with DX1. 
What? 

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What's the name of your friend 
there in Montana? 

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00:06:31,670 --> 00:06:33,790
Yeah, Blitz Motorsports up in 
Montana. 

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He's a good friend, goes back a 
long time. 

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He's like a lot of us. 
He's why he's in the dealership 

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00:06:39,230 --> 00:06:40,590
game. 
Just a love, you know, It's been

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00:06:40,590 --> 00:06:44,390
in his life the whole time. 
And yeah, right before COVID, he

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got a call, I got a call and he 
said, hey, I got. 

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00:06:46,700 --> 00:06:49,780
Yamaha dealership and you know 
looking for some help to get it 

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00:06:49,780 --> 00:06:52,500
going and we went up there and 
you know thought maybe there 

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00:06:52,500 --> 00:06:55,260
could be you know something we 
could do in the long run. 

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And yeah we got him going and 
and I think business was going 

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00:06:58,100 --> 00:07:01,660
good and you know like I said 
this opportunity came up and and

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00:07:01,940 --> 00:07:05,100
yeah just it looked like a good 
opportunity to take and I think 

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00:07:05,100 --> 00:07:07,740
he was very happy for me and and
he's thriving and doing great 

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00:07:07,740 --> 00:07:08,940
today. 
Good deal man. 

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00:07:08,940 --> 00:07:12,740
Shout out to Bliss Motorsports 
up there in Montana enjoying 

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00:07:12,740 --> 00:07:14,140
that cool weather in summertime 
here. 

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Okay. 
Cool. 

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00:07:16,030 --> 00:07:19,750
Well let's get into the meat and
potatoes right So DMS dealer 

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00:07:19,750 --> 00:07:22,990
management Software Dealer 
Management system, right. 

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It's it's an acronym that could 
it could bring some, you know 

157
00:07:27,950 --> 00:07:30,670
some rough feelings for a lot of
operators right there's there's 

158
00:07:30,670 --> 00:07:33,310
certainly some some good points 
to a DMS. 

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00:07:34,150 --> 00:07:36,910
There could also be some some 
rough points some hard edges 

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00:07:36,910 --> 00:07:40,230
right that a lot of a lot of 
dealership operators and staff 

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00:07:40,230 --> 00:07:42,810
rub up against. 
But let's kind of break down a 

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couple of the points of the DMS,
right. 

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So let's let's talk about the 
available products that are out 

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there that someone listening to 
this might be using, you know at

165
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that time, right. 
There's the big one, right? 

166
00:07:52,130 --> 00:07:55,210
There's DX1, right. 
You guys got a a pretty cool 

167
00:07:55,210 --> 00:07:57,450
DMS, right? 
I know a lot of dealers have 

168
00:07:57,450 --> 00:07:59,450
been using it as of late last 
couple years. 

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00:07:59,450 --> 00:08:01,690
You guys got a lot of new on 
boards, you know throwing out 

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00:08:01,690 --> 00:08:04,450
some competition names for you 
here just to kind of draw some 

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00:08:04,450 --> 00:08:08,210
comparisons. 
CDK Global with Lightspeed is is

172
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obviously the big, the big one, 
right? 

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00:08:10,600 --> 00:08:13,080
And then you got some factory 
back ones like Harley, they use 

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00:08:13,080 --> 00:08:15,160
Talon. 
What are some other, some other 

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competitors in the space of the 
Dms you know that are pretty 

176
00:08:19,240 --> 00:08:21,880
common? 
Yeah, I think, you know, you've 

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00:08:21,880 --> 00:08:24,200
named kind of the bigger hitters
there. 

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00:08:24,920 --> 00:08:29,520
You know, we have dealers that 
join us from Lizzie is one of 

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00:08:29,520 --> 00:08:32,840
them. 
Black Pearl we hear of ideal. 

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00:08:32,880 --> 00:08:35,640
I mean, there's a. 
Number of systems out of there, 

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00:08:35,640 --> 00:08:39,320
you know out there that dealers 
use and and many of us do 

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00:08:39,320 --> 00:08:41,760
certain things very well. 
You know, as you mentioned, I'll

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00:08:41,760 --> 00:08:44,560
just say that right up front, 
doesn't matter which DMS it is. 

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00:08:45,380 --> 00:08:49,020
We we all have room to improve. 
So you know ultimately, but 

185
00:08:49,020 --> 00:08:51,500
those those are some of the 
other competitors that we see in

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00:08:51,500 --> 00:08:53,580
the marketplace out there, just 
people who come and go. 

187
00:08:53,860 --> 00:08:55,820
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202
00:09:35,570 --> 00:09:36,850
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Okay, cool. 

203
00:09:36,850 --> 00:09:41,490
And let's talk about just like 
the core dynamic of what a DMS 

204
00:09:41,490 --> 00:09:44,210
is supposed to do for a specific
dealer, right? 

205
00:09:44,210 --> 00:09:47,570
So if you can just in a 
nutshell, just give us a brief 

206
00:09:47,570 --> 00:09:50,410
description, regardless of the 
product that a dealership is 

207
00:09:50,410 --> 00:09:52,810
using or maybe someone has 
listened to this first time, 

208
00:09:52,810 --> 00:09:55,570
they're they're just a regular 
sales guy and they're like, what

209
00:09:55,570 --> 00:09:58,690
the hell is a DMS, right? 
What is a Dms's function within 

210
00:09:58,690 --> 00:10:02,790
the dealership life? 
Well, at the core of a DMS 

211
00:10:02,790 --> 00:10:05,190
system, it's an inventory 
management system. 

212
00:10:05,350 --> 00:10:08,030
You know that's that's that's at
the heart of everything. 

213
00:10:08,870 --> 00:10:12,190
Yeah, you can sell stuff and use
all these tools that are 

214
00:10:12,190 --> 00:10:15,510
provided to you, but it all 
starts there whether it's units,

215
00:10:15,790 --> 00:10:18,870
whether it's parts and and even 
as units come into your service 

216
00:10:18,870 --> 00:10:22,430
department, so you know you're, 
you're managing inventory. 

217
00:10:22,430 --> 00:10:25,630
So you know to me that that's 
where it all starts And you 

218
00:10:25,630 --> 00:10:28,590
know, depending on your size, 
your structure, your philosophy 

219
00:10:28,590 --> 00:10:31,350
towards things. 
That's when you start to see you

220
00:10:31,350 --> 00:10:34,590
know kind of pulling those 
layers back, you know where what

221
00:10:34,590 --> 00:10:37,990
does my business do and how can 
I utilize those tools that are 

222
00:10:37,990 --> 00:10:41,670
within a particular DMS to kind 
of get us to where we want. 

223
00:10:41,670 --> 00:10:47,510
So you know from there, you know
and in today's, today's climate 

224
00:10:47,590 --> 00:10:49,350
things are really changing for a
DMS. 

225
00:10:49,470 --> 00:10:52,150
You know, what we were talking 
about, you know, even 10 years 

226
00:10:52,150 --> 00:10:54,910
ago is changing fairly 
dramatically with, you know. 

227
00:10:55,470 --> 00:10:58,230
Technology. 
So you know those are, those are

228
00:10:58,230 --> 00:11:00,550
some of the things that are 
starting to come into play too 

229
00:11:00,550 --> 00:11:02,950
that you used to think Okay. 
Well, yeah, I received parts, I 

230
00:11:02,950 --> 00:11:06,070
sell parts, I send out some 
receipts, maybe I managed some 

231
00:11:06,070 --> 00:11:07,870
books within the system and 
that's what I do. 

232
00:11:07,910 --> 00:11:11,670
I'm just kind of turnkey. 
But yeah, you know now it's, you

233
00:11:11,670 --> 00:11:14,070
know there's there's lots of 
pressure on dealers to be 

234
00:11:14,070 --> 00:11:17,790
providing numbers and meeting 
quotas and and really justifying

235
00:11:17,790 --> 00:11:20,590
what they're doing and maybe 
with a particular manufacturer 

236
00:11:20,590 --> 00:11:23,780
or not so. 
You know today it's really hard 

237
00:11:23,780 --> 00:11:26,820
to just say what it is because 
the demand on the dealer is so 

238
00:11:26,820 --> 00:11:29,180
high. 
You know ecommerce and and brick

239
00:11:29,180 --> 00:11:32,500
and mortar for we're almost at 
odds against each other for for 

240
00:11:32,500 --> 00:11:34,180
years. 
You know the dealers were still 

241
00:11:34,180 --> 00:11:36,820
trying to figure out what to do 
and some of those early smart 

242
00:11:36,820 --> 00:11:39,580
pioneer dealers figured it out 
quick which is we can do this 

243
00:11:39,580 --> 00:11:42,090
together and. 
You know, once COVID came in, I 

244
00:11:42,090 --> 00:11:44,330
I definitely think it made 
people kind of rethink their 

245
00:11:44,330 --> 00:11:46,850
businesses one way or another. 
You know and during that time we

246
00:11:46,850 --> 00:11:49,450
all know people had the luxury 
being usually very busy. 

247
00:11:49,530 --> 00:11:52,570
So again I think it really 
started, you started to find out

248
00:11:52,570 --> 00:11:55,970
as a dealer what it is we need 
to do to meet the high ends of 

249
00:11:55,970 --> 00:11:57,490
the business. 
So again, I think that's what a 

250
00:11:57,490 --> 00:12:01,210
DMS again is designed to do, let
you bring in that inventory and 

251
00:12:01,210 --> 00:12:03,490
then eventually through many 
different tools. 

252
00:12:03,920 --> 00:12:06,920
Manage that process of 
distributing that inventory and 

253
00:12:06,920 --> 00:12:09,360
of course you have you know all 
kinds of stuff that comes behind

254
00:12:09,360 --> 00:12:12,440
that, you know reporting, 
managing customer satisfaction 

255
00:12:12,440 --> 00:12:15,000
leads, rapport, business 
development management. 

256
00:12:15,000 --> 00:12:18,800
So it's it's, it just really 
starts to finger out right you 

257
00:12:18,800 --> 00:12:22,000
know based off of what you need,
but at a core that DMS is the 

258
00:12:22,000 --> 00:12:25,360
best way for you to keep track 
of what your business is doing 

259
00:12:25,360 --> 00:12:27,520
and we still know a lot of 
dealers that are running their 

260
00:12:27,520 --> 00:12:30,080
businesses on pen and paper. 
Which, you know, we're not going

261
00:12:30,080 --> 00:12:32,640
to say good or bad, but you 
know, that's really what we're 

262
00:12:32,640 --> 00:12:35,040
talking about, especially to 
these folks out there that you 

263
00:12:35,040 --> 00:12:37,920
might be saying, well, we don't 
know what a DMS is or shy away 

264
00:12:37,920 --> 00:12:41,240
from the topic of a DMS. 
You know, ultimately keeping 

265
00:12:41,240 --> 00:12:43,240
track of those things and being 
able to do something with your 

266
00:12:43,240 --> 00:12:46,160
information is pretty valuable. 
Yeah, well, let's, let's, let's 

267
00:12:46,160 --> 00:12:48,400
talk about that, right. 
Let's address the people out 

268
00:12:48,400 --> 00:12:51,640
there that may be still using 
pen and paper, Excel 

269
00:12:51,640 --> 00:12:54,320
spreadsheets or you know 
something outside of a 

270
00:12:54,320 --> 00:12:57,320
traditional DMS, you know from 
all the available vendors that 

271
00:12:57,320 --> 00:12:59,690
are out there now, right. 
You know, so it gathers all your

272
00:12:59,690 --> 00:13:02,130
data, keeps it kind of in a 
core, you know nucleus 

273
00:13:02,130 --> 00:13:05,650
centralized area that you can 
access and it's really made for 

274
00:13:06,130 --> 00:13:09,330
you know mostly the sales 
department, mostly the P and a 

275
00:13:09,330 --> 00:13:12,370
department right, for that 
inventory, you know type of 

276
00:13:12,370 --> 00:13:13,970
management system that you were 
talking about. 

277
00:13:13,970 --> 00:13:16,570
But it can serve a lot of 
functions also for service, 

278
00:13:16,730 --> 00:13:18,490
right, can serve a lot of 
functions like you said for 

279
00:13:18,490 --> 00:13:21,090
reporting all these counting 
type systems, right. 

280
00:13:21,090 --> 00:13:24,480
Some people have bookkeepers 
that use that for their open 

281
00:13:24,480 --> 00:13:27,760
quotes of deals. 
They use it for their systems to

282
00:13:27,760 --> 00:13:29,600
collect taxes in. 
I mean, there's a whole bunch of

283
00:13:29,600 --> 00:13:35,320
functions for it, but let's take
DX one's system, DX one's DMS. 

284
00:13:35,720 --> 00:13:40,080
What is the main department that
DX1 really focuses on? 

285
00:13:40,510 --> 00:13:43,150
If you could choose any of the 
department's parts sales or 

286
00:13:43,150 --> 00:13:45,110
service or even motor clothes? 
If it's a Harley-Davidson 

287
00:13:45,110 --> 00:13:47,070
dealership, right, because they 
like to keep their apparel kind 

288
00:13:47,070 --> 00:13:50,710
of separate from parts, what 
does DX1 mostly focus their DMS 

289
00:13:50,710 --> 00:13:53,430
on if you had to pick any one of
those departments as a priority?

290
00:13:53,630 --> 00:13:55,470
Sure. 
Well, I'm going to be a little 

291
00:13:55,470 --> 00:13:57,950
bit difficult for you and throw 
in another department which is 

292
00:13:57,950 --> 00:14:00,870
our customers. 
You know, ultimately we are a 

293
00:14:00,870 --> 00:14:03,990
cloud based agile software and 
you know, somebody's saying well

294
00:14:03,990 --> 00:14:06,710
what's agile mean, We release 
each month. 

295
00:14:07,440 --> 00:14:10,320
So when you ask that question, 
where do we put our focus, We 

296
00:14:10,320 --> 00:14:12,840
put our focus where our 
customers are telling us we need

297
00:14:12,840 --> 00:14:15,560
focus. 
You know we we are very open 

298
00:14:15,560 --> 00:14:19,040
with our group in particular 
ways to quickly and enter in 

299
00:14:19,040 --> 00:14:21,800
idea submissions. 
You know our support team wants 

300
00:14:21,800 --> 00:14:23,400
to talk with you in less than a 
minute. 

301
00:14:23,400 --> 00:14:25,960
We have, you know, specifically 
designed account managers that 

302
00:14:25,960 --> 00:14:29,120
are reaching out and managing 
this process and internally we 

303
00:14:29,120 --> 00:14:32,290
are all meeting. 
So you know although that's not 

304
00:14:32,290 --> 00:14:35,930
exactly what you asked, that's 
exactly what we do is focus on 

305
00:14:35,930 --> 00:14:38,930
the customers and and let our 
customers tell us what's going 

306
00:14:38,930 --> 00:14:40,290
on. 
In particularly I think that was

307
00:14:40,290 --> 00:14:42,370
a strategic advantage for us and
our customers. 

308
00:14:42,690 --> 00:14:45,490
When you think about times like 
COVID where things seemingly 

309
00:14:45,490 --> 00:14:48,250
overnight just drastically 
flipped and changed, you know 

310
00:14:48,250 --> 00:14:51,970
our ability to respond to that 
was paramount to our success and

311
00:14:51,970 --> 00:14:54,330
our customers to set success 
during that time. 

312
00:14:54,330 --> 00:14:57,410
So, but to kind of go back to, I
know what you're asking there 

313
00:14:57,410 --> 00:15:01,250
too. 
You know, I would say parts is 

314
00:15:01,250 --> 00:15:03,850
definitely seems to be a lot of 
the hubs, right? 

315
00:15:03,850 --> 00:15:05,890
You know, you bring in stuff for
service. 

316
00:15:06,210 --> 00:15:09,730
You're still moving parts from 
your dealership into the service

317
00:15:09,730 --> 00:15:11,090
department. 
You know, as you're selling 

318
00:15:11,090 --> 00:15:14,730
units, you are installing parts 
and selling accessories and 

319
00:15:14,730 --> 00:15:17,010
selling gear. 
And you know, as people 

320
00:15:17,290 --> 00:15:19,970
establish reports with customers
to try to get those longterm 

321
00:15:19,970 --> 00:15:22,650
relationships, that still 
continues to usually happen in 

322
00:15:22,650 --> 00:15:25,250
your parts. 
And your service department, so 

323
00:15:25,530 --> 00:15:28,530
you know I'd say over this year 
we've definitely been focusing 

324
00:15:28,530 --> 00:15:31,650
on parts the year before. 
Again, kind of looking at you 

325
00:15:31,650 --> 00:15:34,170
know what we can see data wise 
and what we know the industry 

326
00:15:34,170 --> 00:15:37,490
was doing while COVID was going,
we were prepping up our service.

327
00:15:37,980 --> 00:15:41,300
Area our service module, you 
know we had a feeling and and 

328
00:15:41,300 --> 00:15:43,300
and the numbers kind of still 
support that today. 

329
00:15:43,300 --> 00:15:47,100
That service would really 
continue to be busy, busy and 

330
00:15:47,100 --> 00:15:50,980
grow after COVID and and we kind
of made that decision to put 

331
00:15:50,980 --> 00:15:53,860
that work ahead of time and and 
for us and our dealers we feel 

332
00:15:53,860 --> 00:15:55,260
like that's paying off right 
now. 

333
00:15:55,260 --> 00:15:57,660
So again, you can see how we're 
trying to be more responsive to 

334
00:15:57,660 --> 00:16:00,170
dealers needs. 
Then just focusing on what we 

335
00:16:00,170 --> 00:16:02,810
think the dealer needs in a 
particular area, that's great. 

336
00:16:02,810 --> 00:16:06,810
I don't think a lot of the other
Dms, you know, options out there

337
00:16:06,810 --> 00:16:09,250
could say the same thing, right?
It's just kind of like, hey, 

338
00:16:09,250 --> 00:16:11,410
this is our product. 
It is what it is. 

339
00:16:11,410 --> 00:16:14,690
There's really no advancements 
in that product, buy it or don't

340
00:16:14,690 --> 00:16:16,410
buy it. 
But I think what a lot of those 

341
00:16:16,410 --> 00:16:19,410
other other guys, I'll say that 
is what they're counted on is 

342
00:16:19,410 --> 00:16:22,170
the stickiness, right. 
So once, you know, once they 

343
00:16:22,170 --> 00:16:25,410
sign that contract 10 years ago,
they're kind of stuck because a 

344
00:16:25,410 --> 00:16:28,760
lot of their business revolves 
around, you know, keeping that 

345
00:16:28,760 --> 00:16:32,080
customer locked into their 
business practices within this 

346
00:16:32,080 --> 00:16:34,640
DMS, right? 
I know, I know of 1 in 

347
00:16:34,640 --> 00:16:36,120
particular that likes to do 
that. 

348
00:16:36,160 --> 00:16:39,360
I want to switch a little bit to
using the DMS in the sales 

349
00:16:39,360 --> 00:16:42,200
department, right, because 
that's that's who I think a lot 

350
00:16:42,200 --> 00:16:47,120
of these operators who are 
making the business decisions to

351
00:16:47,200 --> 00:16:51,160
either fully utilize the DMS or 
not, it's really their, that's 

352
00:16:51,160 --> 00:16:53,080
their background, right. 
A lot of these operators are 

353
00:16:53,080 --> 00:16:56,480
going to be former sales 
managers, desk managers and 

354
00:16:56,480 --> 00:16:58,680
they're talking about quotes and
deals, right? 

355
00:16:58,680 --> 00:17:02,600
How would, how would, how would 
a particular DMS be used in 

356
00:17:02,600 --> 00:17:06,280
sense of writing quotes and 
deals looking at some of the 

357
00:17:06,280 --> 00:17:08,319
profitability in these quote 
systems? 

358
00:17:08,319 --> 00:17:10,640
I mean, tell me a little bit 
about that function in your 

359
00:17:10,640 --> 00:17:13,280
eyes. 
Yeah, I mean, I would say, you 

360
00:17:13,280 --> 00:17:15,960
know, having used systems over 
20 years, you know, 

361
00:17:15,960 --> 00:17:18,520
fundamentally. 
When it comes to doing things 

362
00:17:18,520 --> 00:17:20,920
like invoicing, we're all not 
terribly far away from each 

363
00:17:20,920 --> 00:17:22,880
other, right. 
You're adding parts or in this 

364
00:17:22,880 --> 00:17:25,440
case if we're talking about 
major units, you know at the 

365
00:17:25,440 --> 00:17:27,920
core of it you're, you're 
putting units in inventory and 

366
00:17:27,920 --> 00:17:30,560
then you're adding them to 
invoices and then getting them 

367
00:17:30,560 --> 00:17:33,440
out. 
You know, in terms of one of the

368
00:17:33,440 --> 00:17:36,840
things that I think we do really
well and and when I mentioned 

369
00:17:36,840 --> 00:17:39,840
you know being in the process of
having to choose a DMS provider,

370
00:17:39,840 --> 00:17:42,880
before I worked for a DMS 
provider, one of the big 

371
00:17:42,880 --> 00:17:45,600
components here was what we do 
is end to end. 

372
00:17:46,370 --> 00:17:49,410
Meaning, you know this DMS thing
we've been talking about, about 

373
00:17:49,410 --> 00:17:52,250
you know departments or it is a 
DMS and talking about how it's 

374
00:17:52,250 --> 00:17:55,130
changed over the years. 
Well now you know it used to be 

375
00:17:55,130 --> 00:17:58,810
before many years ago, if I get 
a unit and I receive it in 

376
00:17:58,810 --> 00:18:01,330
inventory, I want to list it on 
my website and I want to list 

377
00:18:01,330 --> 00:18:04,050
it, you know at these other 
third party destinations where 

378
00:18:04,050 --> 00:18:05,210
I'm going to be selling 
products. 

379
00:18:05,210 --> 00:18:08,370
It was a really manual process 
and it still is for many people,

380
00:18:08,370 --> 00:18:09,850
you know, on the sell side 
leads. 

381
00:18:10,320 --> 00:18:12,880
I mean, leads are just so 
valuable for dealers. 

382
00:18:12,880 --> 00:18:16,520
Again, getting in a competitive 
market, being able to get that 

383
00:18:16,520 --> 00:18:18,440
information quick and do 
something with it. 

384
00:18:18,800 --> 00:18:21,720
And our system, we haven't 
really talked about, but does a 

385
00:18:21,720 --> 00:18:23,960
lot of integrations. 
That's kind of one of the big 

386
00:18:24,000 --> 00:18:26,520
things that the industry's kind 
of moving to and has moved to is

387
00:18:26,520 --> 00:18:29,040
integrations. 
So for our dealerships, thinking

388
00:18:29,040 --> 00:18:31,840
about using a dealer management 
system and the benefits of it, 

389
00:18:31,840 --> 00:18:33,640
particularly within that sales 
office. 

390
00:18:34,180 --> 00:18:37,140
Is that ability to manage the 
time and still manage the 

391
00:18:37,140 --> 00:18:39,660
customers that's the that's a 
challenge for dealers. 

392
00:18:39,660 --> 00:18:42,620
I feel all the time is keeping 
up with these tasks and you know

393
00:18:42,620 --> 00:18:44,860
that we will talk about or can 
talk about you know what's it 

394
00:18:44,860 --> 00:18:48,540
take to do at the same time just
run your business and you know 

395
00:18:48,540 --> 00:18:52,140
dealerships don't necessarily 
have the hugest profit margins. 

396
00:18:52,380 --> 00:18:55,380
So you know, always finding 
those balances between staffing 

397
00:18:55,380 --> 00:18:58,260
and seasonality and market 
conditions and all those types 

398
00:18:58,260 --> 00:19:01,150
of things are difficult enough. 
Let alone you know trying to 

399
00:19:01,150 --> 00:19:04,790
have to understand am I paying 
somebody each day to just pound 

400
00:19:04,790 --> 00:19:07,070
on a keyboard to put stuff up 
and down. 

401
00:19:07,590 --> 00:19:11,470
So I think you know from that 
side, you know providing tools 

402
00:19:11,470 --> 00:19:15,790
that interact with the DMS to 
help manage those processes to 

403
00:19:15,790 --> 00:19:17,910
make it seamless all the way 
from when the customer 

404
00:19:17,910 --> 00:19:20,670
eventually leaves with the unit.
And then again you know some of 

405
00:19:20,670 --> 00:19:23,270
those other processes when the 
DMS outside the inventory 

406
00:19:23,270 --> 00:19:26,030
management where you're you're 
doing follow up, you're you're 

407
00:19:26,110 --> 00:19:28,950
you're sending your customers 
newsletters, scheduling events. 

408
00:19:29,330 --> 00:19:31,530
Again, really trying to keep 
that business under your 

409
00:19:31,530 --> 00:19:34,090
dealership and in your 
dealership. 

410
00:19:34,090 --> 00:19:37,210
So you know on the major unit 
side, I think particularly 

411
00:19:37,210 --> 00:19:39,610
that's one of those important 
areas in our system. 

412
00:19:39,930 --> 00:19:42,930
When you when you add in a unit 
it goes to all those 

413
00:19:42,930 --> 00:19:46,290
destinations automatically. 
When you sell a unit it comes 

414
00:19:46,290 --> 00:19:48,810
down automatically. 
So just right off the bat, you 

415
00:19:48,810 --> 00:19:51,250
know when you think about a DMS 
and again on the sell side, 

416
00:19:51,530 --> 00:19:53,960
that's a lot of time. 
You know, so thinking about how 

417
00:19:53,960 --> 00:19:57,880
to use it, Vms to take a lot of 
that manual labor, a lot of that

418
00:19:57,880 --> 00:19:59,640
manual clicks out. 
It's just as important as 

419
00:19:59,640 --> 00:20:01,040
anything else you can do in a 
system. 

420
00:20:01,160 --> 00:20:03,720
Well, let's expand about that on
the sale side, right. 

421
00:20:03,720 --> 00:20:06,560
So the major unit retail side, 
you're almost talking about this

422
00:20:06,560 --> 00:20:09,360
as a function of a CRM, right? 
The followup, the lead 

423
00:20:09,360 --> 00:20:13,360
management, some of the 
automation, presale, post sale 

424
00:20:13,480 --> 00:20:17,110
emails, text messages. 
Are you saying that you envision

425
00:20:17,110 --> 00:20:19,270
almost the DMS being a CRM as 
well? 

426
00:20:19,350 --> 00:20:21,590
Well, yeah. 
And that's, that's what we are. 

427
00:20:21,590 --> 00:20:24,590
I mean we have a CRM product 
that integrates with us as part 

428
00:20:24,590 --> 00:20:28,310
of us TLP product. 
And but yeah, I mean that's the 

429
00:20:28,310 --> 00:20:30,430
reality of it. 
You know, I have that unique 

430
00:20:30,430 --> 00:20:33,470
view as a product manager even 
though we get in lots and lots 

431
00:20:33,470 --> 00:20:35,710
of requests, you know, to be 
able to talk to people to see 

432
00:20:35,710 --> 00:20:37,790
the big picture. 
You know, somebody may ask for 

433
00:20:37,790 --> 00:20:39,990
something, but my job is to pry.
Why? 

434
00:20:39,990 --> 00:20:41,470
How? 
What are your workflows? 

435
00:20:41,470 --> 00:20:42,310
What do you do? 
And it's. 

436
00:20:42,770 --> 00:20:45,330
It's really always interesting 
to find out that I start talking

437
00:20:45,330 --> 00:20:48,290
about something that's within 
the DMS, but by the time we talk

438
00:20:48,290 --> 00:20:51,650
about the workflow, it has 
started with a lead or has 

439
00:20:51,810 --> 00:20:56,450
started with some other process 
and again, customer retention 

440
00:20:56,490 --> 00:20:59,210
and all that stuff that comes 
before and after the cell. 

441
00:20:59,810 --> 00:21:02,450
I think that's what the, the 
founders in the current team did

442
00:21:02,450 --> 00:21:05,730
a great job with this software 
is realizing that's really what 

443
00:21:05,730 --> 00:21:08,890
it's about. 
You know, not going to five, 6-7

444
00:21:08,890 --> 00:21:10,650
different things. 
You know, dealers still have to 

445
00:21:10,650 --> 00:21:12,490
do that today. 
I need to go here to look up 

446
00:21:12,490 --> 00:21:14,690
part availability. 
I need to go here to create a 

447
00:21:14,690 --> 00:21:16,690
warranty. 
I need here to do this and that.

448
00:21:16,690 --> 00:21:19,410
And the reality is, dealers are 
really wanting to have it all in

449
00:21:19,410 --> 00:21:23,190
one space. 
So, yeah, you know and and that 

450
00:21:23,190 --> 00:21:25,390
cell sits right in the middle of
all that, right. 

451
00:21:25,390 --> 00:21:28,470
You know getting them in and 
then keeping them there and that

452
00:21:28,470 --> 00:21:31,310
process within the cell is is 
you know I still think the 

453
00:21:31,310 --> 00:21:33,670
easier part, you know adding 
units again we all do that 

454
00:21:33,670 --> 00:21:37,510
fairly similar I think is DMS is
go but you know understanding 

455
00:21:37,510 --> 00:21:40,030
that it's it's always an end to 
end process for the dealer. 

456
00:21:40,430 --> 00:21:42,830
I think that's what's been 
successful about what we've done

457
00:21:42,990 --> 00:21:45,790
up to this point and what I hope
our dealers feel is a successful

458
00:21:45,790 --> 00:21:47,030
tool for. 
In fact, I know they do. 

459
00:21:47,030 --> 00:21:49,390
That's why they're with us. 
That's interesting, Okay. 

460
00:21:49,390 --> 00:21:52,590
So let's take two different 
roles within the dealership, 

461
00:21:52,590 --> 00:21:54,670
right? 
You've got the sales manager who

462
00:21:54,670 --> 00:21:58,190
is mostly gonna spend his day in
the DMS, right, in terms of 

463
00:21:58,190 --> 00:21:59,830
major unit sales. 
And then you've got a 

464
00:21:59,830 --> 00:22:02,510
salesperson, right? 
And he's gonna be in the CRM, 

465
00:22:02,510 --> 00:22:05,270
following up with leads, making 
his phone calls, doing his logs.

466
00:22:05,880 --> 00:22:09,360
How would those two systems 
interact with your kind of all 

467
00:22:09,360 --> 00:22:12,520
in one system, right? 
Would would one person have 

468
00:22:12,520 --> 00:22:14,880
access to certain things and not
others? 

469
00:22:14,880 --> 00:22:16,720
And the sales measure has access
to everything? 

470
00:22:16,720 --> 00:22:18,320
How does that? 
How does that typically look on 

471
00:22:18,320 --> 00:22:20,760
the interface? 
Yeah, our system is 

472
00:22:20,760 --> 00:22:23,480
configurable. 
So almost anything in our 

473
00:22:23,480 --> 00:22:26,040
system, most things you can go 
in and decide whether you 

474
00:22:26,160 --> 00:22:29,880
somebody wants to be have access
to this or that, you know, Yeah,

475
00:22:29,880 --> 00:22:32,080
in terms of what you're asking, 
you know the. 

476
00:22:32,590 --> 00:22:35,750
The lead can be generated 
through the lead management 

477
00:22:35,750 --> 00:22:37,110
system. 
Even if you don't have our lead 

478
00:22:37,190 --> 00:22:40,270
management product, we have our 
lead system also built within 

479
00:22:40,270 --> 00:22:44,430
straight within the DMS. 
So if you're participating with 

480
00:22:44,430 --> 00:22:47,870
a program, say with an OEM or 
even just your standard website 

481
00:22:47,870 --> 00:22:50,550
leads, when a customer's 
interacting there, those leads 

482
00:22:50,550 --> 00:22:52,470
are coming into the DMS in real 
time. 

483
00:22:52,870 --> 00:22:56,030
You're getting real time 
notifications, you know we have 

484
00:22:56,110 --> 00:22:58,790
that's one of the big things 
we're we're really focusing on 

485
00:22:58,790 --> 00:23:01,510
or real time notifications 
because that's really what 

486
00:23:01,510 --> 00:23:04,230
dealers are asking us for. 
You know, So in the case of the 

487
00:23:04,230 --> 00:23:07,910
lead, you can know right away, 
you know in terms of helping the

488
00:23:07,910 --> 00:23:11,030
dealer, you know understand what
the next steps are. 

489
00:23:11,030 --> 00:23:12,990
You know that's something I 
think that can be assumed. 

490
00:23:13,270 --> 00:23:15,510
You know we can assume a 
salesperson is going to handle 

491
00:23:15,510 --> 00:23:17,070
the CRM. 
We can assume the general 

492
00:23:17,070 --> 00:23:19,030
manager is going to be kind of 
sitting at the desk. 

493
00:23:19,880 --> 00:23:23,400
But again, you know, working 
with over 600 dealers, this is 

494
00:23:23,400 --> 00:23:26,120
the interesting part is 
sometimes dealerships have three

495
00:23:26,120 --> 00:23:29,240
people doing every, you know, 
five people that are running 

496
00:23:29,240 --> 00:23:31,640
around. 
So again, you know, I think they

497
00:23:31,640 --> 00:23:34,640
have the same problem, smaller, 
large, which is how do we keep 

498
00:23:34,640 --> 00:23:38,320
up with it all, you know, when 
we're trying to communicate and 

499
00:23:38,320 --> 00:23:39,880
that's what our system is 
focused on. 

500
00:23:39,880 --> 00:23:41,920
So yeah, you'll get a 
notification right away saying 

501
00:23:41,920 --> 00:23:44,910
hey, this leads come in. 
It'll show them the important 

502
00:23:44,910 --> 00:23:48,430
information and then we we have 
a product that kind of guides 

503
00:23:48,430 --> 00:23:50,510
them on a road to sell, you 
know. 

504
00:23:50,510 --> 00:23:53,990
So again it kind of lets them 
manage that process right within

505
00:23:53,990 --> 00:23:56,590
the DMS to say you know we've 
made first contact or we've 

506
00:23:56,590 --> 00:23:59,870
scheduled appointments, we have 
to do's, you know you can build 

507
00:23:59,870 --> 00:24:02,710
information into potential 
trade, you can send brochure 

508
00:24:02,710 --> 00:24:04,870
information. 
So again that first part, you 

509
00:24:04,870 --> 00:24:07,070
know, really kind of trying to 
lock the customer come in and 

510
00:24:07,070 --> 00:24:10,270
then once you get that 
commitment that can seamlessly 

511
00:24:10,270 --> 00:24:12,210
just turn into a quote. 
Right. 

512
00:24:12,210 --> 00:24:14,090
You know, so you have that 
information in the beginning, 

513
00:24:14,090 --> 00:24:17,050
you're not having a lead over 
here and then later going in and

514
00:24:17,050 --> 00:24:19,330
then typing all that customer 
information again and then 

515
00:24:19,330 --> 00:24:21,730
manually tying back the cell 
back to that lead. 

516
00:24:21,970 --> 00:24:24,970
You know as that stuff comes in,
we tie that all to the customer.

517
00:24:25,210 --> 00:24:27,810
So that way as dealers and and 
this is you know again that 

518
00:24:27,810 --> 00:24:29,810
important part of that 
management system when we said 

519
00:24:29,810 --> 00:24:33,410
you know why is it important to 
get off of paper and pen or what

520
00:24:33,410 --> 00:24:37,450
does a DMS do well it gives you 
quick access to lots of data. 

521
00:24:37,810 --> 00:24:40,170
And managing your customers data
is really important. 

522
00:24:40,170 --> 00:24:42,850
You know how many times they've 
come in, the types of purchases 

523
00:24:42,850 --> 00:24:45,570
they're making, you know, your 
internal notes, leads, all these

524
00:24:45,570 --> 00:24:48,730
things we're talking about. 
So you know in that case you, 

525
00:24:48,890 --> 00:24:51,170
our dealers could decide who has
that, you know, in the 

526
00:24:51,170 --> 00:24:53,930
traditional sense, sure, the 
sales guy can get the lead, he 

527
00:24:53,930 --> 00:24:56,770
can make the contact with the 
customer, start working it up 

528
00:24:56,810 --> 00:24:59,090
and then yeah, eventually bring 
it to the desk. 

529
00:24:59,890 --> 00:25:03,410
But even within the DMS, you 
know when we talk about things 

530
00:25:03,410 --> 00:25:05,730
that are more lead related. 
So we we put out a feature a 

531
00:25:05,730 --> 00:25:08,690
couple years ago that got the 
Nifty 50 award and this is an 

532
00:25:08,690 --> 00:25:11,330
example again respond our 
responsiveness to market 

533
00:25:11,330 --> 00:25:13,490
conditions. 
Right when COVID started, man, 

534
00:25:13,490 --> 00:25:17,130
we were just flooded with I want
to advertise units I don't have 

535
00:25:17,370 --> 00:25:20,970
and I want to sell them inside 
my DMS like they're in stock. 

536
00:25:20,970 --> 00:25:23,050
I want to be able to take 
payments and say that they're 

537
00:25:23,050 --> 00:25:24,570
coming soon and all this type of
stuff. 

538
00:25:24,570 --> 00:25:26,730
So we were able to respond to 
that. 

539
00:25:27,570 --> 00:25:29,970
And that was able to really 
increase leads, increase that 

540
00:25:29,970 --> 00:25:32,770
conversion rate for the dealers 
to eventually get people in, get

541
00:25:32,770 --> 00:25:35,530
deposits and get them committed 
to units. 

542
00:25:35,530 --> 00:25:37,970
You know anybody listen to this 
who's been in the dealership 

543
00:25:37,970 --> 00:25:41,170
period during COVID knows, yeah,
that was a pretty tough period. 

544
00:25:41,170 --> 00:25:43,650
You know, it's good everybody 
wanted something, but you know, 

545
00:25:43,650 --> 00:25:46,490
getting product, getting stuff, 
keeping customers satisfied was 

546
00:25:46,490 --> 00:25:48,490
tough. 
So again, that's what I think 

547
00:25:48,490 --> 00:25:51,410
our system really helps with. 
By the time that lead comes in, 

548
00:25:51,610 --> 00:25:53,970
we give them the ability to 
manage the product whether it's 

549
00:25:53,970 --> 00:25:56,730
in or out of the store and 
connect with that ecommerce 

550
00:25:56,730 --> 00:25:58,770
value and again bring it to the 
brick and mortar. 

551
00:25:59,090 --> 00:26:00,690
You know, it's just not separate
anymore. 

552
00:26:00,690 --> 00:26:03,010
You know you still can't 
necessarily just sell a bike 

553
00:26:03,010 --> 00:26:05,490
straight through your website. 
You know you can get really 

554
00:26:05,490 --> 00:26:07,730
close, but still most people are
coming down and obviously 

555
00:26:07,730 --> 00:26:10,890
signing paperwork, taking 
delivery of items, using tools, 

556
00:26:10,890 --> 00:26:13,170
but eventually they end up under
the dealership, so. 

557
00:26:13,980 --> 00:26:16,540
And then after that, you know we
have a lot of management tools. 

558
00:26:16,540 --> 00:26:19,380
I mean you know when you talk 
about a sales manager sitting at

559
00:26:19,380 --> 00:26:22,100
the desk, you know that's when 
we start talking about reporting

560
00:26:22,100 --> 00:26:24,540
and managing inventory and 
flooring. 

561
00:26:24,820 --> 00:26:26,340
You know, it's a big topic right
now. 

562
00:26:26,620 --> 00:26:29,700
You know, flooring has not been 
a topic for anybody for two or 

563
00:26:29,700 --> 00:26:32,220
three years because stuff ran 
out as fast as you got it in. 

564
00:26:32,670 --> 00:26:35,190
And now a lot of that ordering, 
a lot of that product that was 

565
00:26:35,230 --> 00:26:37,910
was brought in is now sitting. 
So you know having systems that 

566
00:26:37,910 --> 00:26:41,110
can help you, you know manage 
that, you know inventory, 

567
00:26:41,110 --> 00:26:43,310
dating, all those types of 
things, how are how we're 

568
00:26:43,310 --> 00:26:46,070
turning over inventory. 
That's a really important part 

569
00:26:46,070 --> 00:26:48,910
to think about what's going to 
happen within a DMS in the sell 

570
00:26:48,910 --> 00:26:50,830
side. 
I want to move back to that CRM 

571
00:26:50,830 --> 00:26:53,150
DMS component real quick. 
Just for the lead management, 

572
00:26:53,150 --> 00:26:55,910
what is, what is your take on 
some of the automation, right. 

573
00:26:55,910 --> 00:27:02,420
So a lead comes in to to the CRM
or to, to the DX1DMS, where is a

574
00:27:02,420 --> 00:27:05,100
particular dealer, you know 
what? 

575
00:27:05,100 --> 00:27:08,020
What is there want for some of 
this automation, right? 

576
00:27:08,020 --> 00:27:11,340
Meaning auto responders go out, 
some scheduled sequence, emails 

577
00:27:11,340 --> 00:27:13,380
go out, day one, day 2, day 
three. 

578
00:27:13,660 --> 00:27:14,980
Are you able to write that 
stuff? 

579
00:27:14,980 --> 00:27:16,460
Are you able to manage that 
stuff? 

580
00:27:16,740 --> 00:27:19,260
Tell me a little bit about that.
On the communication side, for 

581
00:27:19,260 --> 00:27:22,420
some of these, you know, 
salespeople, BDC managers, 

582
00:27:22,420 --> 00:27:25,740
Internet managers, work in these
various web leads that are 

583
00:27:25,740 --> 00:27:27,780
coming through them, you know, 
through the work, through the 

584
00:27:27,780 --> 00:27:32,690
virtual sense of things. 
You know you can manage a lot in

585
00:27:32,690 --> 00:27:35,330
our system. 
You know and if if you're that's

586
00:27:35,330 --> 00:27:38,330
where our TLP product comes in, 
If you're really one of those 

587
00:27:38,330 --> 00:27:41,170
dealerships that's really 
looking to maximize that lead 

588
00:27:41,170 --> 00:27:44,730
process because you know not not
all dealers are is committed to 

589
00:27:44,730 --> 00:27:48,490
certain processes and others, 
you know some with what our DMS 

590
00:27:48,490 --> 00:27:52,170
does is exactly right and others
are looking for deeper features.

591
00:27:52,170 --> 00:27:55,610
So, you know, yeah, those 
integrations, those asks, that's

592
00:27:55,610 --> 00:27:59,400
a lot of what it is, is. 
Taking out the manually manual 

593
00:27:59,400 --> 00:28:02,320
entry, you know, sitting and 
just constantly rekeying stuff. 

594
00:28:02,880 --> 00:28:05,800
And additionally again it's 
this, this notification. 

595
00:28:05,800 --> 00:28:08,440
So like in our system we have a 
lot of configuration around 

596
00:28:08,440 --> 00:28:10,280
leads. 
You know ultimately the most 

597
00:28:10,280 --> 00:28:13,520
important part is, is that the 
lead is addressed, you know, but

598
00:28:13,640 --> 00:28:16,320
you know for example somebody 
could be sick on a day. 

599
00:28:16,720 --> 00:28:18,920
So it's important to know if a 
lead comes in on a day that 

600
00:28:18,920 --> 00:28:22,040
somebody's on vacation, sick or 
out that that lead could still 

601
00:28:22,040 --> 00:28:24,480
get followed up on. 
So I mean it's a simple concept 

602
00:28:24,480 --> 00:28:27,360
that's what we're talking about.
You know the ability to to 

603
00:28:27,360 --> 00:28:29,880
continue to profile that 
customer to understand what 

604
00:28:29,880 --> 00:28:33,680
their needs are document and 
again get them those those items

605
00:28:33,680 --> 00:28:36,440
or tools or whatever they need 
in their hands to get them a 

606
00:28:36,440 --> 00:28:39,080
little bit more committed to you
as a dealer which is you know 

607
00:28:39,080 --> 00:28:40,890
what those. 
Business development managers 

608
00:28:40,890 --> 00:28:43,450
are there 100% for right? 
Just, you know, forming that 

609
00:28:43,450 --> 00:28:46,930
bond in that relationship, So 
giving them those tools and of 

610
00:28:46,930 --> 00:28:50,370
course communicating with your 
customers fast as possible, you 

611
00:28:50,370 --> 00:28:52,810
know, getting people on the 
phone is harder and harder these

612
00:28:52,810 --> 00:28:54,050
days. 
Been hard for a long time 

613
00:28:54,370 --> 00:28:57,210
getting people on the phone. 
So, you know, even e-mail, 

614
00:28:57,250 --> 00:29:00,450
traditionally stuff goes to 
spam, stuff goes to junk, but 

615
00:29:00,450 --> 00:29:01,850
getting stuff to people's 
phones? 

616
00:29:02,520 --> 00:29:05,360
That's where people want it. 
So again being able to to 

617
00:29:05,360 --> 00:29:09,120
utilize that technology within 
that lead process and and within

618
00:29:09,120 --> 00:29:11,920
DX1, we haven't really talked 
about it yet but that's one of 

619
00:29:11,920 --> 00:29:15,480
those nice features that we have
built in that's not necessarily 

620
00:29:15,480 --> 00:29:19,320
traditionally ADMS item but as 
the the the markets change and 

621
00:29:19,320 --> 00:29:22,080
and and consumers want different
things, our system can 

622
00:29:22,080 --> 00:29:25,160
communicate in real time with 
your customers if you like 

623
00:29:25,160 --> 00:29:27,600
across the dealership special 
orders. 

624
00:29:28,120 --> 00:29:31,960
Service all kinds of stuff. 
So I again, that's what we're 

625
00:29:31,960 --> 00:29:35,200
hearing is real time and 
anything you can do to help take

626
00:29:35,200 --> 00:29:37,600
out the manual entry. 
You know, cuz after that it just

627
00:29:37,600 --> 00:29:39,560
really depends on the dealer 
about, you know, what they're 

628
00:29:39,560 --> 00:29:42,000
equipped for, what their 
philosophy is and what they can 

629
00:29:42,000 --> 00:29:46,040
maintain or handle. 100 percent,
100% efficiency is the name of 

630
00:29:46,040 --> 00:29:48,320
the game when it comes to 
dealing with all these different

631
00:29:48,320 --> 00:29:51,640
opportunities coming to any 
given dealer at any given day, 

632
00:29:51,640 --> 00:29:54,140
right. 
So let's let's switch gears over

633
00:29:54,140 --> 00:29:56,620
to the inventory on the P and A 
side, right, because that was 

634
00:29:56,620 --> 00:29:57,980
one of the topics that you 
brought up. 

635
00:29:57,980 --> 00:30:00,900
And you certainly have a long 
experience in that field doing 

636
00:30:00,900 --> 00:30:04,060
ship and receiving inventory 
manager, parts manager. 

637
00:30:04,420 --> 00:30:08,220
Tell me a little bit about the 
day-to-day when a dealer needs 

638
00:30:08,220 --> 00:30:11,500
to manage their their P and A 
right. 

639
00:30:12,700 --> 00:30:14,740
They got a lot of different 
skews to go through. 

640
00:30:14,860 --> 00:30:18,140
They got well. 
Just let me hear from you tell 

641
00:30:18,140 --> 00:30:21,060
me what the day-to-day from a 
parts manager using a DMS. 

642
00:30:21,380 --> 00:30:23,740
How would that look like? 
Yeah, well, I think, you know, 

643
00:30:23,780 --> 00:30:27,380
just the day-to-day for a parts 
manager is a fight and a 

644
00:30:27,380 --> 00:30:30,900
struggle, right? 
Because there's a parts manager,

645
00:30:31,260 --> 00:30:32,620
You know, I think it's very 
traditional. 

646
00:30:32,620 --> 00:30:35,140
They get grouped. 
Well, I'm a parts manager, but 

647
00:30:35,540 --> 00:30:38,860
I'm also a purchasing agent. 
You know, I'm a manager of 

648
00:30:38,860 --> 00:30:40,820
people. 
I got HR, I got customer 

649
00:30:40,820 --> 00:30:43,500
relations and of course I have 
all my traditional duties. 

650
00:30:43,970 --> 00:30:47,170
So you know, traditional duties 
I got to get drawers open in the

651
00:30:47,170 --> 00:30:49,930
morning, right. 
So DMS is important to balancing

652
00:30:49,930 --> 00:30:52,250
your drawers, you know, in your 
end of day that's that's a 

653
00:30:52,250 --> 00:30:55,530
really important process that 
most people in the dealership 

654
00:30:55,530 --> 00:30:57,770
don't think about because they 
don't have to do it. 

655
00:30:57,770 --> 00:31:01,010
But you know how transactional 
things happen during the day, 

656
00:31:01,010 --> 00:31:03,050
the mistakes, the things that 
don't get done. 

657
00:31:03,450 --> 00:31:05,610
You know, that's usually 
something the parts managers got

658
00:31:05,610 --> 00:31:08,330
the traditionally the most 
volume, the most transactions, 

659
00:31:08,330 --> 00:31:11,900
the most credit card swipes. 
So I think first and foremost, 

660
00:31:11,900 --> 00:31:13,860
as a parts manager, when you're 
getting up in the morning and 

661
00:31:13,860 --> 00:31:16,020
getting your dealership going, 
that's exactly what you're 

662
00:31:16,020 --> 00:31:17,540
doing. 
It's usually chasing your tail 

663
00:31:17,540 --> 00:31:22,580
from the day before. 
You also have to maintain your 

664
00:31:22,580 --> 00:31:24,860
inventory. 
I mean, again, dealer management

665
00:31:24,860 --> 00:31:27,940
system, we talked about that. 
And if you don't have inventory 

666
00:31:27,940 --> 00:31:29,900
in a store, well, what are you 
selling? 

667
00:31:30,410 --> 00:31:34,250
And inventory, you know, small 
dealership, large dealership, 

668
00:31:34,250 --> 00:31:37,490
you could go from a dealership 
having you know, less than 1000 

669
00:31:37,490 --> 00:31:40,490
parts in the sum that may have 
you know half a million parts. 

670
00:31:40,490 --> 00:31:43,210
And if you're old, you may have 
stuff that's built up over 20 

671
00:31:43,210 --> 00:31:47,330
years. 
So you know, at a core, I think 

672
00:31:47,330 --> 00:31:50,890
unfortunately for a parts 
manager, if that's what they're 

673
00:31:50,890 --> 00:31:53,880
getting chased down on. 
Is you know, why are we out of 

674
00:31:53,880 --> 00:31:56,000
this part? 
Why is something negative on 

675
00:31:56,000 --> 00:31:58,000
hand, Why isn't this special 
order gone out? 

676
00:31:58,000 --> 00:32:00,360
Why don't we have this oil for 
my service department. 

677
00:32:00,640 --> 00:32:02,760
You know, you're essentially 
just running around and trying 

678
00:32:02,760 --> 00:32:05,040
to facilitate the other 
departments. 

679
00:32:05,400 --> 00:32:08,160
So I think, you know that's kind
of a a general, a general day. 

680
00:32:08,160 --> 00:32:11,400
You do spend a lot of time, 
especially our parts managers 

681
00:32:11,400 --> 00:32:14,480
now educating people. 
I mean, this is something 

682
00:32:14,480 --> 00:32:16,880
definitely that's definitely 
changed. 

683
00:32:17,680 --> 00:32:20,720
Really big time with COVID is 
dealers seem to be really 

684
00:32:20,720 --> 00:32:24,240
struggling finding people who 
can do certain tasks. 

685
00:32:24,640 --> 00:32:27,600
So I think managers, 
particularly parts managers are 

686
00:32:27,600 --> 00:32:31,280
are being tasked with that today
to either do more themselves 

687
00:32:31,360 --> 00:32:33,840
because it's just sometimes 
easier when customers are 

688
00:32:33,840 --> 00:32:36,840
standing in front of you or 
trying to educate people around 

689
00:32:36,840 --> 00:32:39,920
you new employees to get going. 
So you know, that's kind of the 

690
00:32:39,920 --> 00:32:42,880
constant what you know, somebody
being asked, hey, what about 

691
00:32:42,880 --> 00:32:44,720
this oil filter? 
Where do I find this? 

692
00:32:44,720 --> 00:32:46,320
Where do we, how do we do that 
so? 

693
00:32:46,930 --> 00:32:50,850
You know Parts Manager really is
utilizing the DMS to facilitate 

694
00:32:50,890 --> 00:32:53,610
all of that. 
You know of course they also 

695
00:32:53,610 --> 00:32:55,970
then at some point during the 
day have all the ordering 

696
00:32:55,970 --> 00:32:58,530
responsibilities or most 
dealerships I will say. 

697
00:32:58,530 --> 00:33:01,730
So you know looking through that
list, understanding you know 

698
00:33:01,730 --> 00:33:03,890
what we need, but we don't need 
special orders. 

699
00:33:03,890 --> 00:33:07,010
My service department again and 
then you're in the middle of all

700
00:33:07,010 --> 00:33:08,770
that ordering. 
Of course you're receiving stuff

701
00:33:08,770 --> 00:33:11,610
from the day before, or, you 
know, prior days. 

702
00:33:12,130 --> 00:33:15,090
And so you also have to manage 
that information that that's a 

703
00:33:15,090 --> 00:33:16,570
spot. 
I told you, you know, I'm very 

704
00:33:16,890 --> 00:33:19,330
passionate about that position 
because it can all go wrong 

705
00:33:19,330 --> 00:33:21,770
there. 
You know, you really rely upon 

706
00:33:21,770 --> 00:33:24,490
your shipping and receiving 
person to do things right. 

707
00:33:24,490 --> 00:33:28,370
So you know, if you struggle in 
that area, usually your parts 

708
00:33:28,370 --> 00:33:31,490
manager is busy doing that a lot
or spending most of their time 

709
00:33:31,490 --> 00:33:34,930
undoing that type of stuff 
because you got to remember at a

710
00:33:34,930 --> 00:33:37,610
dealership level and and I know 
I didn't spend a lot of time 

711
00:33:37,610 --> 00:33:40,060
thinking about it. 
This all impacts accounting. 

712
00:33:40,500 --> 00:33:43,140
You know, I think I was off by a
penny or two. 

713
00:33:43,140 --> 00:33:45,660
What's the difference or you 
know these types of things, 

714
00:33:45,660 --> 00:33:49,700
categories or what we do, you 
know, not all the time does that

715
00:33:49,700 --> 00:33:52,780
reflect to somebody at the 
counter receiving and typically 

716
00:33:52,780 --> 00:33:55,820
a parts manager is going to be 
the person dealing with that. 

717
00:33:55,820 --> 00:33:58,700
So I think, you know, you can 
see it's just it's kind of this 

718
00:33:58,700 --> 00:34:02,540
daily struggle to keep up with 
my tasks, train my people. 

719
00:34:03,030 --> 00:34:07,070
And report you know a lot of 
dealers for some time, but I see

720
00:34:07,070 --> 00:34:09,590
it more and more especially with
COVID, again we're looking at 

721
00:34:09,590 --> 00:34:12,590
Commission type structures. 
So you know once you do 

722
00:34:12,590 --> 00:34:15,710
something like that of course on
both sides numbers need to be 

723
00:34:15,710 --> 00:34:17,670
right. 
You know if you're you're on 

724
00:34:17,670 --> 00:34:19,989
Commission at your parts county,
you're surely going to be 

725
00:34:19,989 --> 00:34:22,270
reading reports and as a parts 
manager you're going to want to 

726
00:34:22,270 --> 00:34:23,389
make sure things are going 
right. 

727
00:34:23,389 --> 00:34:25,590
So you know I think that's 
probably one of the more 

728
00:34:25,630 --> 00:34:28,710
understated parts of that job. 
It's it's the hardest to get to 

729
00:34:28,710 --> 00:34:31,350
because you're, I think most 
parts managers are so busy. 

730
00:34:31,790 --> 00:34:34,429
Running just the daytoday 
operations, but I you know 

731
00:34:34,469 --> 00:34:37,710
sitting down and and then having
the time to analyze all that is 

732
00:34:37,710 --> 00:34:39,750
probably the big trick and it's 
tough. 

733
00:34:39,750 --> 00:34:42,429
You know, not everybody has 
experience with trends or all 

734
00:34:42,429 --> 00:34:45,030
that, but either way that's 
that's probably one of the more 

735
00:34:45,030 --> 00:34:48,429
important parts that's just 
tough to get to or overlooked. 

736
00:34:48,630 --> 00:34:51,590
I want to keep, I want to keep 
scratching that, that itch, 

737
00:34:51,590 --> 00:34:54,310
right, of the parts department 
with inventory, right. 

738
00:34:54,310 --> 00:34:58,530
So I came from, you know the 
sales side, did a lot of 

739
00:34:58,530 --> 00:35:00,490
inventory management on the 
major unit side. 

740
00:35:01,130 --> 00:35:04,450
What types of tools could a 
dealer use within the DMS or 

741
00:35:04,450 --> 00:35:07,010
maybe just from your own 
experience outside of the DMS? 

742
00:35:07,450 --> 00:35:09,610
You know, we have a little real 
problem with age, right? 

743
00:35:09,610 --> 00:35:11,650
You like you said, you know 
there could be parts stacking up

744
00:35:11,650 --> 00:35:14,530
that are you know 10/15/20 years
old and they're in the shelf in 

745
00:35:14,530 --> 00:35:17,530
the back covered in dust. 
What is a good dealership 

746
00:35:17,530 --> 00:35:21,130
operator use, or what kind of 
processes are available to them 

747
00:35:21,510 --> 00:35:24,630
to help manage some of the age 
of this old inventory that's 

748
00:35:24,630 --> 00:35:27,030
been sitting on a shelf forever?
Yeah, that's a great point. 

749
00:35:28,110 --> 00:35:30,630
Traditionally, the tools that 
are out there, most systems I've

750
00:35:30,630 --> 00:35:34,790
been in, you have a very 
traditional kind of print pages 

751
00:35:34,790 --> 00:35:37,270
thing, right? 
You batch up an inventory or you

752
00:35:37,270 --> 00:35:39,070
run a report and they're count 
sheets. 

753
00:35:39,470 --> 00:35:42,150
You hand them out to your people
and you go run around and you 

754
00:35:42,150 --> 00:35:44,840
start to count. 
Traditionally, traditionally you

755
00:35:44,840 --> 00:35:47,760
will probably do this while 
you're closed depending on your 

756
00:35:47,760 --> 00:35:51,120
DMS because it's it's hard to do
inventory like that while you're

757
00:35:51,120 --> 00:35:53,480
open, right, Because things you 
might have counted in the 

758
00:35:53,480 --> 00:35:56,880
morning might be getting sold. 
You know, I'm going to to our 

759
00:35:56,880 --> 00:35:59,640
own home for a minute. 
In DX1 you can do inventory 

760
00:35:59,640 --> 00:36:02,720
while you're open. 
So traditionally count sheets 

761
00:36:02,720 --> 00:36:04,680
are are one of the ways of 
scanners. 

762
00:36:05,470 --> 00:36:08,670
I would say that's the 2nd way. 
I mean, I was using scanners in 

763
00:36:08,670 --> 00:36:11,950
the 90s just when that kind of 
technology was starting to come 

764
00:36:11,950 --> 00:36:15,950
in with DMSS. 
So I think scanners are probably

765
00:36:15,950 --> 00:36:17,630
a very traditional way of doing 
it. 

766
00:36:17,950 --> 00:36:19,670
There's a couple of different 
types of scanners. 

767
00:36:20,130 --> 00:36:22,890
You know, I'd say most of our 
customers within their budget 

768
00:36:22,890 --> 00:36:26,250
are using scanners that you 
know, connect directly to a PC. 

769
00:36:26,890 --> 00:36:28,810
You can. 
You can pony up some money and 

770
00:36:28,810 --> 00:36:32,010
invest into some stuff that's 
wireless and has a lots of 

771
00:36:32,010 --> 00:36:33,770
functionality. 
You can walk out, scan your 

772
00:36:33,770 --> 00:36:37,770
whole dealership and then just 
unplug it and sync it up to your

773
00:36:37,770 --> 00:36:40,210
dealership. 
But again, a lot of small to 

774
00:36:40,210 --> 00:36:43,250
medium sized dealers aren't 
aren't looking to invest in that

775
00:36:43,250 --> 00:36:44,730
way. 
Most of them are using count 

776
00:36:44,730 --> 00:36:48,650
sheets. 
So that's your kind of if I'm 

777
00:36:48,650 --> 00:36:52,330
just simplifying it, you're kind
of two traditional ways of 

778
00:36:52,330 --> 00:36:55,370
course companies will might hire
a company to come in and count 

779
00:36:55,370 --> 00:36:59,770
outside of just using the Dms. 
Last year I was pretty excited 

780
00:36:59,770 --> 00:37:02,370
about this. 
Our team was able to think about

781
00:37:02,370 --> 00:37:05,290
that and we actually have now 
designed our physical inventory 

782
00:37:05,290 --> 00:37:08,180
to work on a mobile device. 
You know, when we started 

783
00:37:08,180 --> 00:37:10,500
thinking about those challenges 
and I was listening to dealers 

784
00:37:10,500 --> 00:37:13,460
about what they're really 
wanting was what can I do this 

785
00:37:13,460 --> 00:37:15,500
with my mobile device. 
I mean, they're they're in 

786
00:37:15,500 --> 00:37:19,700
everybody's pockets, you know? 
Yeah, Yeah, right. 

787
00:37:19,780 --> 00:37:22,980
You know, so you know that's one
of the tools we did last August 

788
00:37:23,500 --> 00:37:26,500
again kind of thinking about 
inventory and and and ways to 

789
00:37:26,500 --> 00:37:28,100
really help the dealer get 
efficient. 

790
00:37:28,100 --> 00:37:30,780
So you know, I I'm not really 
sure. 

791
00:37:31,110 --> 00:37:33,510
What our competitors do in that 
area these days, you know what 

792
00:37:33,510 --> 00:37:35,390
other tools they got. 
I know they do the traditionals 

793
00:37:35,390 --> 00:37:37,950
like we did the printed sheets 
and you can use scanners and 

794
00:37:37,950 --> 00:37:40,630
whatnot. 
But I I was pretty excited about

795
00:37:40,630 --> 00:37:43,470
that that we were able to to get
that product out and at least 

796
00:37:43,470 --> 00:37:47,350
give dealers a different option,
you know, and it it maybe it's 

797
00:37:47,350 --> 00:37:49,630
one of those topics for another 
bog, I I really feel like 

798
00:37:49,630 --> 00:37:52,150
physical inventory in the 
process of inventory could be 

799
00:37:52,150 --> 00:37:54,190
its own podcast. 
It really is that important in 

800
00:37:54,190 --> 00:37:57,470
the dealership, but to keep it 
kind of constrained for this 

801
00:37:57,470 --> 00:38:00,410
podcast, yeah, that's. 
That's certainly one of the the 

802
00:38:00,410 --> 00:38:03,130
more important roles. 
And I and I will say you know, 

803
00:38:03,130 --> 00:38:06,370
traditionally I would say for a 
dealer as a best practice, if 

804
00:38:06,370 --> 00:38:09,050
you're really serious about your
inventory, you're most likely 

805
00:38:09,050 --> 00:38:11,950
cycle counting. 
And if you know dealers are not 

806
00:38:11,950 --> 00:38:14,870
familiar with what Cycle County 
may be, you know that's that's 

807
00:38:14,870 --> 00:38:17,830
constantly doing inventory, 
maybe you're picking a category 

808
00:38:17,830 --> 00:38:21,430
or a vendor and you're just 
constantly doing inventory. 

809
00:38:21,910 --> 00:38:26,030
I work for Cycle Gear for about 
a year at one point in time and 

810
00:38:26,070 --> 00:38:30,190
they working for that company 
was it really opened my eyes as 

811
00:38:30,190 --> 00:38:33,070
I've never I to this day. 
I see very few dealerships you 

812
00:38:33,070 --> 00:38:36,350
can run with the principles that
that company does in terms of 

813
00:38:36,350 --> 00:38:39,750
keeping up with daily tasks and 
inventory was one of those you 

814
00:38:39,750 --> 00:38:42,390
know you came in. 
Warning and your system told you

815
00:38:42,390 --> 00:38:45,550
what to count in there and 
that's what we've been working 

816
00:38:45,550 --> 00:38:48,430
on, you know, trying to get 
there with our system as well. 

817
00:38:49,350 --> 00:38:51,270
So yeah, it it, it's been an 
exciting time. 

818
00:38:51,270 --> 00:38:53,990
I still think, you know there's 
there's lots of room to improve,

819
00:38:55,150 --> 00:38:57,430
you know and I think there's 
some some other technologies 

820
00:38:57,430 --> 00:38:59,830
that are are getting developed 
and kind of tested out there in 

821
00:38:59,830 --> 00:39:02,830
the future that can also you 
know bring new options to the 

822
00:39:02,830 --> 00:39:04,910
dealer in the future. 
So yeah, we're we're excited 

823
00:39:04,910 --> 00:39:06,350
about that. 
But today we feel like we offer 

824
00:39:06,350 --> 00:39:09,230
some dealers some some great 
ways to deal with that and. 

825
00:39:09,620 --> 00:39:14,340
I will tell you it is probably 
the most intimidating topic when

826
00:39:14,420 --> 00:39:17,340
I get to visit a lot of 
dealerships and work with a lot 

827
00:39:17,340 --> 00:39:21,340
of dealerships and it's just 
something dealers are kind of, 

828
00:39:21,580 --> 00:39:24,860
it got away from them right. 
And that I think is the case 

829
00:39:24,860 --> 00:39:27,260
with most tasks in the 
dealership, but inventory 

830
00:39:27,260 --> 00:39:29,940
particularly. 
You know, having to shut down 

831
00:39:29,940 --> 00:39:32,580
completely which is what I think
a majority of our dealers are 

832
00:39:32,580 --> 00:39:34,020
still doing. 
They're still trying to figure 

833
00:39:34,020 --> 00:39:35,620
out the cycle counting in some 
ways. 

834
00:39:35,860 --> 00:39:37,620
You know you're shutting down 
your business, you're you're 

835
00:39:37,620 --> 00:39:40,180
paying people when you're not 
bringing in revenue. 

836
00:39:40,180 --> 00:39:42,620
So you know again dealers I 
think look at that and just try 

837
00:39:42,620 --> 00:39:44,020
to figure out how to balance it 
all. 

838
00:39:44,020 --> 00:39:47,020
So you know, that's one area 
we're trying to improve and I 

839
00:39:47,020 --> 00:39:50,500
think you know, for the sake of 
talking to your podcast. 

840
00:39:51,200 --> 00:39:53,440
Crew out there. 
You know that's an one of the 

841
00:39:53,480 --> 00:39:55,720
areas I just think every 
dealership can improve in no 

842
00:39:55,720 --> 00:39:58,680
matter what. 
I think a proactive you know 

843
00:39:58,680 --> 00:40:03,000
parts manager who's got a good 
inventory mind you know that's 

844
00:40:03,000 --> 00:40:05,440
that's that's something that's 
going to be key and it's a 

845
00:40:05,440 --> 00:40:08,760
successful dealership, right. 
So let let's kind of just talk 

846
00:40:08,760 --> 00:40:10,000
about that a little bit more, 
right. 

847
00:40:10,000 --> 00:40:12,040
So you you were talking about 
the bin counting, right? 

848
00:40:12,040 --> 00:40:14,600
Where either you're doing it 
with some hardware, you've got 

849
00:40:14,600 --> 00:40:17,560
this new app that allows you to 
do it with your cell phone, or 

850
00:40:17,560 --> 00:40:20,320
you're just got traditional, you
know, clipboard with a. 

851
00:40:20,780 --> 00:40:22,660
Pen and paper, right? 
Walking around, counting 

852
00:40:22,660 --> 00:40:25,180
everything, whether you're after
business hours or you're 

853
00:40:25,180 --> 00:40:28,060
shutting down during business 
hours, whatever the process may 

854
00:40:28,060 --> 00:40:30,420
be. 
How often would have been count 

855
00:40:30,420 --> 00:40:33,380
or one of these, you know, full 
store inventory counts. 

856
00:40:33,700 --> 00:40:35,780
How often should that be? 
Monthly, Quarterly. 

857
00:40:35,780 --> 00:40:39,420
Annually. 
Well, you know, I would say it 

858
00:40:39,500 --> 00:40:42,180
largely depends on the size of 
your inventory, right. 

859
00:40:42,180 --> 00:40:45,140
I think again this is one of 
those things where a Parts 

860
00:40:45,140 --> 00:40:48,460
managers experience shows. 
You know, I've always known 

861
00:40:48,460 --> 00:40:50,690
where we. 
We lacked in an area. 

862
00:40:51,370 --> 00:40:53,370
Somehow these parts always went 
disappearing. 

863
00:40:53,450 --> 00:40:56,210
You know, somehow this the oil 
we always ran out. 

864
00:40:56,210 --> 00:41:00,130
Or to me anyways, if you know 
your dealership, there are 

865
00:41:00,130 --> 00:41:03,010
always some sore spots that just
were kind of outliers. 

866
00:41:04,330 --> 00:41:05,930
You know, I mentioned cycle 
gear. 

867
00:41:05,930 --> 00:41:09,410
It never ended every morning 
when we came in. 

868
00:41:09,410 --> 00:41:12,690
There's just, you know, so many,
there's just so many products to

869
00:41:12,690 --> 00:41:14,290
count. 
Every bottle oil, every spark 

870
00:41:14,290 --> 00:41:16,490
plug, every jersey, every shirt 
goggle and tear off. 

871
00:41:17,210 --> 00:41:20,170
You know, tire anything you can 
think of, it's in service, it's 

872
00:41:20,170 --> 00:41:22,890
in sales, it's on a unit, it's 
off a unit, it's special 

873
00:41:22,890 --> 00:41:24,410
ordered, you know all these 
types of things. 

874
00:41:24,410 --> 00:41:27,770
So you know, when it comes to 
keeping track of that in stock 

875
00:41:27,770 --> 00:41:31,970
stuff, my my advice is to 
dealers is do two things, what's

876
00:41:31,970 --> 00:41:34,690
your highest volume and what's 
the stuff you struggle with the 

877
00:41:34,690 --> 00:41:36,250
most. 
And that's where you would 

878
00:41:36,250 --> 00:41:38,330
really look at. 
You know, I always thought my 

879
00:41:38,330 --> 00:41:41,210
most one of my most important 
customers in my dealership was 

880
00:41:41,210 --> 00:41:43,050
my service department, both my 
departments. 

881
00:41:43,570 --> 00:41:46,450
In a parts department, I know 
some dealerships are great with 

882
00:41:46,450 --> 00:41:48,930
this and in many dealerships 
I've been in, these departments 

883
00:41:48,930 --> 00:41:50,570
don't really cross pollinate 
very well. 

884
00:41:51,050 --> 00:41:52,970
Not everybody always wants to 
get along. 

885
00:41:53,610 --> 00:41:56,250
So I always took the principle 
to treat them as a customer. 

886
00:41:56,450 --> 00:41:58,930
So you know, if you're not 
managing your inventory on a 

887
00:41:58,930 --> 00:42:01,610
regular basis and your service 
department services certain 

888
00:42:01,610 --> 00:42:03,850
types of vehicles or you 
traditionally do certain types 

889
00:42:03,850 --> 00:42:07,170
of jobs, then yeah, it might be 
really important to communicate 

890
00:42:07,170 --> 00:42:09,450
with your service department and
understand how good of a job 

891
00:42:09,450 --> 00:42:11,930
you're doing for them. 
You know, jeez, we always go 

892
00:42:11,930 --> 00:42:13,970
back there and you guys always 
show that you have these plugs 

893
00:42:13,970 --> 00:42:15,530
and stuff. 
But every time we go to the box 

894
00:42:15,530 --> 00:42:17,690
at 0, can you guys fix that? 
You know, why? 

895
00:42:17,690 --> 00:42:19,730
Why? 
That's an inventory issue. 

896
00:42:19,730 --> 00:42:24,010
So you know, I think if a dealer
can start there and then also 

897
00:42:24,010 --> 00:42:26,410
understand what your resources 
are, you know we're we're 

898
00:42:26,410 --> 00:42:28,610
talking, I'm talking a little 
bit of a perfect world. 

899
00:42:29,330 --> 00:42:31,810
You know, again I mentioned it's
it's there's always something 

900
00:42:31,810 --> 00:42:33,490
going on. 
So you know we want to start 

901
00:42:33,490 --> 00:42:35,610
counting in the morning. 
We got a list of what to count. 

902
00:42:35,730 --> 00:42:38,410
It all looks good, but just like
most dealerships, the day 

903
00:42:38,410 --> 00:42:41,410
presents itself. 
You know and you, you get away 

904
00:42:41,410 --> 00:42:44,890
from that. 
So you know again I think that's

905
00:42:44,890 --> 00:42:48,290
one of the upsides of our system
is traditionally, you know 

906
00:42:48,290 --> 00:42:50,930
trying to do this while you're 
open is very difficult in a 

907
00:42:50,930 --> 00:42:53,650
traditional system because it 
just doesn't account for the 

908
00:42:53,650 --> 00:42:55,970
stuff that's being sold. 
But again our system, you know 

909
00:42:55,970 --> 00:42:58,650
if you just pick one vendor in 
the morning and you start and 

910
00:42:58,650 --> 00:43:01,370
during the middle of the day you
get pulled away, you can still 

911
00:43:01,370 --> 00:43:03,810
go back and finish. 
Think that, Counting that night.

912
00:43:04,180 --> 00:43:06,820
The next day and by the time 
you're done and batched it and 

913
00:43:06,860 --> 00:43:09,580
finished the system, ours is 
gonna say, hey, you've also 

914
00:43:09,580 --> 00:43:11,660
calculated all this in the 
meantime, does this look 

915
00:43:11,660 --> 00:43:13,580
correct? 
And you can say, yeah, that 

916
00:43:13,580 --> 00:43:15,900
looks correct and manage it that
way. 

917
00:43:16,140 --> 00:43:18,580
And I think that's one of the 
tougher parts of cycle counting 

918
00:43:18,860 --> 00:43:21,100
is keeping up with it, you know,
having somebody who can 

919
00:43:21,100 --> 00:43:23,690
dedicatedly. 
Say, yeah, I'm going to do this 

920
00:43:23,690 --> 00:43:26,450
every day just like cleaning 
restrooms in a dealership, 

921
00:43:26,450 --> 00:43:28,570
somebody's got to do it, but not
everybody does it. 

922
00:43:28,570 --> 00:43:31,290
So again, those types of tasks 
that people shy away from 

923
00:43:31,290 --> 00:43:34,010
because it's just not the 
funnest thing in the world, but 

924
00:43:34,010 --> 00:43:37,970
ultimately really important to 
make sure that we have it right.

925
00:43:37,970 --> 00:43:40,490
So you know, I think that's 
that's probably the best way for

926
00:43:40,490 --> 00:43:43,050
dealers to decide how to go at 
least getting started and then 

927
00:43:43,050 --> 00:43:45,450
they'll get a feel for it. 
You know you'll start to find 

928
00:43:45,450 --> 00:43:48,090
thing and we don't got to count,
we got 10 items from this vendor

929
00:43:48,090 --> 00:43:51,730
if that's easy to do versus you 
know a major OEM where you may 

930
00:43:51,730 --> 00:43:55,410
have you know. 1020 thousand 
hard parts, little bolts, 

931
00:43:55,410 --> 00:43:58,050
washers, screw shims, things 
like that that are just, you 

932
00:43:58,050 --> 00:44:00,050
know, you got to keep up because
the one thing we haven't talked 

933
00:44:00,050 --> 00:44:05,090
about is obsolescence. 
So again, you know, as you 

934
00:44:05,090 --> 00:44:07,250
mentioned, you've seen it, I've 
seen it, you know, stuff that's 

935
00:44:07,250 --> 00:44:10,530
got dust on it, you know, from 
the 80s, it's sitting back 

936
00:44:10,530 --> 00:44:11,970
there. 
The reality was maybe at some 

937
00:44:11,970 --> 00:44:14,850
point in time that manufacturer 
might have actually taken that 

938
00:44:14,850 --> 00:44:17,300
back. 
Or if you're working with a a 

939
00:44:17,300 --> 00:44:19,460
good business department or a 
good accounting department, 

940
00:44:19,460 --> 00:44:21,860
maybe they could advise you how 
you could have handled that, you

941
00:44:21,860 --> 00:44:23,820
know, by writing it off or 
writing it down. 

942
00:44:24,900 --> 00:44:27,900
So just as important it is to go
count your items. 

943
00:44:27,900 --> 00:44:30,580
It's also just as important to 
manage those types of items that

944
00:44:30,580 --> 00:44:32,900
need to go. 
So again, I think that's why 

945
00:44:32,900 --> 00:44:36,300
that, you know, routine counting
process helps is because you're 

946
00:44:36,300 --> 00:44:37,900
able to manage that process 
better. 

947
00:44:37,900 --> 00:44:39,900
Not everything shows up on 
January 1st. 

948
00:44:40,440 --> 00:44:41,560
Right. 
You know, we've been receiving 

949
00:44:41,560 --> 00:44:44,000
stuff all year. 
So you know when's a year come 

950
00:44:44,000 --> 00:44:46,480
up on this product, when six 
months come up on this product 

951
00:44:46,880 --> 00:44:49,400
that that's usually a bit of a, 
a tougher go. 

952
00:44:49,400 --> 00:44:52,680
So that that's also one element 
within this inventory factor 

953
00:44:52,920 --> 00:44:54,680
that dealers really have to 
manage and look at. 

954
00:44:54,840 --> 00:44:56,520
And and that's what I wanted to 
bring up, right. 

955
00:44:56,520 --> 00:44:58,560
And that's what that's the point
I was trying to make earlier is 

956
00:44:58,600 --> 00:45:02,360
on the obsolescence part, is 
that if you've got all this old 

957
00:45:02,400 --> 00:45:06,160
aged inventory, what type of 
tools or mechanisms will alert 

958
00:45:06,160 --> 00:45:09,200
the inventory person to say, 
hey, this thing is, this thing's

959
00:45:09,200 --> 00:45:12,040
a year old, I need to do 
something with it because they 

960
00:45:12,040 --> 00:45:14,920
might take it back or I need to 
mark it down, I need to put it 

961
00:45:14,920 --> 00:45:18,240
out in the discount corral, out 
in the showroom or whatever it 

962
00:45:18,240 --> 00:45:20,000
is, right? 
What types of tools are 

963
00:45:20,000 --> 00:45:21,600
triggered should people be using
for that? 

964
00:45:21,720 --> 00:45:23,600
Yeah, sure. 
Well, you know, traditionally 

965
00:45:23,600 --> 00:45:26,560
again in most systems I use, 
there's a report, right, a part 

966
00:45:26,560 --> 00:45:28,880
aging report. 
You can go in there and you kind

967
00:45:28,880 --> 00:45:32,080
of break it down and look at it.
But again, you know, depending 

968
00:45:32,080 --> 00:45:34,680
on your date ranges or what 
you're looking at, you know that

969
00:45:34,680 --> 00:45:37,840
can be a lot of data to process 
at one time. 

970
00:45:38,850 --> 00:45:41,730
We haven't talked about it yet, 
but one of the the products that

971
00:45:41,730 --> 00:45:45,490
we've built over the last couple
years which are just a hit are 

972
00:45:45,490 --> 00:45:48,530
called smart notifications. 
So you know all this stuff we 

973
00:45:48,530 --> 00:45:52,370
were talking about earlier that 
just eat up time lots and lots 

974
00:45:52,370 --> 00:45:55,250
of time or people forget or not 
good at these tasks. 

975
00:45:55,570 --> 00:45:58,530
We have designed a system that's
pretty much managing that for 

976
00:45:58,530 --> 00:46:00,450
you. 
So in what you're talking about 

977
00:46:00,450 --> 00:46:02,770
a part, yeah, you can have the 
part aging report. 

978
00:46:03,210 --> 00:46:06,530
But in your receiving process 
we've added in fields that allow

979
00:46:06,530 --> 00:46:10,970
you to go and say tell me on 
this part, not just a category 

980
00:46:10,970 --> 00:46:14,250
or not just a general report so 
I can be notified in real time. 

981
00:46:14,250 --> 00:46:17,170
So you know that's one of the 
tools that's been being 

982
00:46:17,170 --> 00:46:19,250
utilized. 
We came out with that for parts 

983
00:46:19,330 --> 00:46:22,530
about two months ago and you 
know dealers are loving it. 

984
00:46:23,210 --> 00:46:25,650
You know in that process we're 
doing a lot of that real time 

985
00:46:25,650 --> 00:46:28,050
notification type of stuff. 
You know, I mentioned that's 

986
00:46:28,050 --> 00:46:30,850
what our dealers are asking for 
is you know, how can, how can 

987
00:46:30,850 --> 00:46:32,210
you help me manage my 
department? 

988
00:46:32,590 --> 00:46:34,110
Not click things, not add 
things. 

989
00:46:34,110 --> 00:46:36,630
I I really, what I need is a 
virtual employee. 

990
00:46:37,070 --> 00:46:39,870
And so that's what we've been 
working on is a virtual employee

991
00:46:39,990 --> 00:46:42,110
doesn't go to sleep. 
It doesn't take vacation. 

992
00:46:42,110 --> 00:46:44,630
It doesn't go away. 
And it does the same task that 

993
00:46:44,630 --> 00:46:47,630
you need over and over every day
in real time. 

994
00:46:48,030 --> 00:46:50,430
And that's one of those tools we
hope dealers can use because 

995
00:46:50,470 --> 00:46:52,670
obsolescence. 
Yeah, we know what it is at a 

996
00:46:52,670 --> 00:46:55,270
high level. 
But to your point, I may want to

997
00:46:55,270 --> 00:46:58,190
send something back or I may 
want to discount something in 

998
00:46:58,190 --> 00:47:01,310
seven days, 14 days. 
You know, I talked with a lot of

999
00:47:01,310 --> 00:47:04,780
dealers who. 
Do a lot of buying but don't 

1000
00:47:04,780 --> 00:47:06,780
have a lot of purchasing 
experience. 

1001
00:47:07,100 --> 00:47:09,700
You know, so you know, 
understanding that you may buy 

1002
00:47:09,700 --> 00:47:13,100
something in January and sell it
for full price the next 

1003
00:47:13,100 --> 00:47:15,860
November, but you don't make 
your profit really isn't there, 

1004
00:47:15,860 --> 00:47:18,340
that's depreciated. 
You know, usually they kind of 

1005
00:47:18,340 --> 00:47:20,780
keep within your margins as a 
general principle, you're going 

1006
00:47:20,780 --> 00:47:24,060
to roll product overs, you know,
14 days at a time if you can, 

1007
00:47:24,060 --> 00:47:26,860
you know 30 days at the most. 
So you know we've been trying to

1008
00:47:26,860 --> 00:47:29,580
educate dealers that they could 
also use that tool to kind of 

1009
00:47:29,580 --> 00:47:31,860
help manage that as well. 
You know you take a risk on a 

1010
00:47:31,860 --> 00:47:34,770
product. 
You know, it all costs money. 

1011
00:47:34,770 --> 00:47:36,850
It's cash flow. 
And that's why I think one of 

1012
00:47:36,850 --> 00:47:39,010
the big things about a parts 
department, you know, that'll 

1013
00:47:39,010 --> 00:47:41,050
eat up your cash faster than 
anything you have. 

1014
00:47:41,050 --> 00:47:44,320
You know you can floor units. 
You can do things over there. 

1015
00:47:44,320 --> 00:47:46,840
You know the service department,
you're not really tied to a lot 

1016
00:47:46,840 --> 00:47:49,520
over there, but that parts 
department, they're ordering, 

1017
00:47:49,520 --> 00:47:51,360
receiving and doing things every
day. 

1018
00:47:51,360 --> 00:47:54,160
So you know, if you're 
struggling with with cash flow 

1019
00:47:54,160 --> 00:47:56,640
management or you're trying to 
teach a manager how to how to 

1020
00:47:56,640 --> 00:47:59,960
understand cash flow management,
that's a way to use that tool in

1021
00:47:59,960 --> 00:48:01,360
real time. 
You can say, hey, I got this 

1022
00:48:01,400 --> 00:48:03,840
really nice carbon fiber helmet.
We don't normally sell it. 

1023
00:48:03,840 --> 00:48:06,440
I want to take a risk on it. 
But the reality is, if you're 

1024
00:48:06,440 --> 00:48:08,920
really not moving that thing in 
14 days, you want to mark it 

1025
00:48:08,920 --> 00:48:09,990
down. 
Right. 

1026
00:48:09,990 --> 00:48:12,390
So having a tool that you can 
make those decisions even at a 

1027
00:48:12,390 --> 00:48:15,430
part by part level and again get
those notifications in real time

1028
00:48:15,430 --> 00:48:16,910
and say now do something with 
it. 

1029
00:48:17,310 --> 00:48:20,590
You know that smart notification
I told you about that whole tool

1030
00:48:20,870 --> 00:48:23,910
is not just about saying, hey 
something happened, it's about 

1031
00:48:23,910 --> 00:48:26,030
teaching people there's a closed
in loop here. 

1032
00:48:26,350 --> 00:48:29,070
So in that case, you know if we 
got that notification, we have 

1033
00:48:29,070 --> 00:48:31,630
something to do, you do that 
task and then the notification 

1034
00:48:31,630 --> 00:48:33,450
removes itself. 
Right. 

1035
00:48:33,450 --> 00:48:37,090
So again, we're really trying to
help the dealer just trust in 

1036
00:48:37,090 --> 00:48:40,450
our system that for all these 
workflows that are hard to 

1037
00:48:40,450 --> 00:48:43,090
manage that there's somebody in 
there managing it, helping you 

1038
00:48:43,090 --> 00:48:46,010
manage it in real time. 
That's super cool, man. 

1039
00:48:46,490 --> 00:48:48,930
Let's keep going with that just 
for a little bit more, right. 

1040
00:48:48,930 --> 00:48:51,450
So we talked about the 
obsolescence that's in 

1041
00:48:51,530 --> 00:48:53,610
inventory, in stock, that's 
aged, right. 

1042
00:48:53,610 --> 00:48:58,180
But when you have a good, you 
know, suite of products or you 

1043
00:48:58,180 --> 00:49:01,620
have a good, you know type of 
ordering that brings in some 

1044
00:49:01,620 --> 00:49:04,900
popular stuff, right, and you go
through it real quickly, what 

1045
00:49:04,900 --> 00:49:08,380
types of reports should an 
inventory manager, parts manager

1046
00:49:08,380 --> 00:49:10,940
be looking at to say, hey, you 
know we actually sell these 

1047
00:49:10,940 --> 00:49:13,940
things at a pretty good margin. 
We see some seasonality. 

1048
00:49:14,220 --> 00:49:15,460
You know, we're not just using 
our gut. 

1049
00:49:15,460 --> 00:49:17,900
We're using the data that the 
system is telling us through our

1050
00:49:17,900 --> 00:49:22,110
retail sales that, hey, we need 
to order more of this or we need

1051
00:49:22,110 --> 00:49:24,870
to order less of this. 
What types of reports should be 

1052
00:49:24,870 --> 00:49:29,750
be looking at inside DX1 or any 
other DMS at that point to say 

1053
00:49:29,830 --> 00:49:32,670
here's here's what my targets 
look like and here's what I need

1054
00:49:32,670 --> 00:49:35,470
to order to hit those. 
Yeah, you know, if you're a 

1055
00:49:35,470 --> 00:49:39,630
dealer who self admittedly 
doesn't like to pull data out 

1056
00:49:39,710 --> 00:49:42,030
and you really spend a lot of 
time going through and making 

1057
00:49:42,030 --> 00:49:45,390
charts and massaging it, we have
a top 100 sales report. 

1058
00:49:45,870 --> 00:49:47,110
Right. 
You want to click your report 

1059
00:49:47,110 --> 00:49:50,470
and just let our system tell you
what you've been selling top 100

1060
00:49:50,510 --> 00:49:52,150
and that's kind of what your 
capacity is at. 

1061
00:49:52,150 --> 00:49:55,750
You can do that. 
You know past that we encourage 

1062
00:49:55,750 --> 00:49:58,230
we have a number of different 
reports, but I'd say in almost 

1063
00:49:58,230 --> 00:50:00,470
any system you're going to have 
a part sale report, right. 

1064
00:50:00,830 --> 00:50:02,550
You know what's actually 
happening. 

1065
00:50:02,550 --> 00:50:06,910
So you know, being able to take 
that data out of that report and

1066
00:50:06,990 --> 00:50:09,950
and do something with it, you 
know that that's what I feel 

1067
00:50:09,950 --> 00:50:13,500
like most managers have to do. 
The one of the things we're 

1068
00:50:13,500 --> 00:50:15,700
looking at adding over the 
summer, we did this in our 

1069
00:50:15,700 --> 00:50:18,380
service department last summer 
and we're looking at parts is 

1070
00:50:18,700 --> 00:50:21,900
reports that just focus on key 
performance indicators, which is

1071
00:50:21,900 --> 00:50:24,980
really what we're talking about.
You know, I always like looking 

1072
00:50:24,980 --> 00:50:26,940
through all the data, but that 
takes a lot of time and not 

1073
00:50:26,940 --> 00:50:29,300
everybody likes to do that. 
There's there's kind of weirdos 

1074
00:50:29,300 --> 00:50:32,060
out there like me in those 
dealerships who just, you know, 

1075
00:50:32,060 --> 00:50:34,420
obsess over the numbers, but 
they're important. 

1076
00:50:35,020 --> 00:50:37,340
But for a lot of people, again, 
they're either not that way or 

1077
00:50:37,340 --> 00:50:39,780
don't have that luxury and that 
that's not a bad thing, so. 

1078
00:50:40,320 --> 00:50:43,080
You know, looking at those 
reports is helpful, but I think 

1079
00:50:43,520 --> 00:50:46,640
you know overall there's a lot 
of tools that you can do along 

1080
00:50:46,640 --> 00:50:48,240
the way. 
You know, once you look at those

1081
00:50:48,240 --> 00:50:50,600
reports, okay, good. 
But now how do we manage this? 

1082
00:50:50,600 --> 00:50:54,680
So using a Minmax system, you 
know, most most DMS's have 

1083
00:50:54,680 --> 00:50:57,040
Minmax. 
So you know, once you get to a 

1084
00:50:57,040 --> 00:50:58,880
point where you've gone through 
that reporting and you 

1085
00:50:58,880 --> 00:51:01,680
understand those trends, then 
the next step is, you know, 

1086
00:51:01,680 --> 00:51:03,600
going and starting to manage 
that process. 

1087
00:51:03,600 --> 00:51:05,040
Oh okay. 
You know, we're selling this oil

1088
00:51:05,040 --> 00:51:07,360
filter, this helmet or this plug
or this light bulb. 

1089
00:51:07,360 --> 00:51:09,940
Whichever times. 
Let's not manually do this 

1090
00:51:09,940 --> 00:51:12,380
anymore. 
Let's go in and set a Minmax and

1091
00:51:12,380 --> 00:51:16,340
start making that process go. 
But again, not all dealers 

1092
00:51:16,340 --> 00:51:18,620
subscribe to things like Minmax.
You know, that's that's a tough 

1093
00:51:18,620 --> 00:51:21,820
part about a question like this 
is, you know I've seen we we 

1094
00:51:21,820 --> 00:51:24,860
have the ability to build custom
reports, a dealer can do that 

1095
00:51:24,860 --> 00:51:28,340
within our system and we can 
also help dealers build custom 

1096
00:51:28,340 --> 00:51:29,980
reports. 
Not everybody really knows how 

1097
00:51:29,980 --> 00:51:33,020
to get to that end result and we
have a team specialist who can 

1098
00:51:33,020 --> 00:51:35,450
help with that. 
With our dealers that come in. 

1099
00:51:35,450 --> 00:51:38,890
So I think you know in our 
system like I said, there's a 

1100
00:51:39,090 --> 00:51:41,570
number of reports you can look 
at just special orders, you can 

1101
00:51:41,570 --> 00:51:44,050
look at stocking parts, parts 
you sold to your RO. 

1102
00:51:44,850 --> 00:51:47,210
But again, I think you know 
depending on your capacity, 

1103
00:51:47,210 --> 00:51:49,650
you're either in a part sale 
report or a top sales report. 

1104
00:51:50,570 --> 00:51:53,810
One last question in just the 
parts department, right. 

1105
00:51:53,810 --> 00:51:56,730
So one of the things that I've 
always tried to work on is, it 

1106
00:51:56,770 --> 00:51:59,810
is the inclusion of the parts 
department into some of our 

1107
00:51:59,810 --> 00:52:03,430
marketing materials. 
And you know, the most obvious I

1108
00:52:03,430 --> 00:52:07,350
think that you would do as a, 
you know, a kickback coupon or 

1109
00:52:07,350 --> 00:52:10,070
some type of Mailer or even a 
digital coupon to say, hey, 

1110
00:52:10,310 --> 00:52:14,190
here's a discount or here's, you
know, say 5-10 dollars, whatever

1111
00:52:14,350 --> 00:52:18,430
the monetary amount is. 
But it's a coupon that we want 

1112
00:52:18,430 --> 00:52:21,270
to give you as a customer or 
maybe we're trying to entice you

1113
00:52:21,270 --> 00:52:24,700
to be a customer of our 
dealership coupon codes, right. 

1114
00:52:25,060 --> 00:52:27,860
It was always kind of a headache
with some of these other Dms's 

1115
00:52:27,860 --> 00:52:31,020
to where, you know, if I can 
remember, right, we had to, you 

1116
00:52:31,020 --> 00:52:33,860
know, create a part number, do 
it as a negative value or 

1117
00:52:33,860 --> 00:52:37,180
negative percentage, you know, 
limit it to a quantity. 

1118
00:52:37,180 --> 00:52:40,380
And then we would almost make 
that into some type of parts, 

1119
00:52:40,380 --> 00:52:43,980
scannable code that we would 
then put on some type of market 

1120
00:52:43,980 --> 00:52:45,820
material and then deliver to the
customer. 

1121
00:52:46,180 --> 00:52:49,540
Obviously that process that I 
just explained is riddled with 

1122
00:52:49,540 --> 00:52:53,670
holes and could be you know, you
know, primed for some fraud, you

1123
00:52:53,670 --> 00:52:57,550
know people reusing the coupon 
over and over and over or your 

1124
00:52:57,550 --> 00:53:00,510
your cashier, you know say hey 
do you want a discount on that 

1125
00:53:00,510 --> 00:53:02,910
part, you know Boop and they do 
it right behind the the counter 

1126
00:53:02,910 --> 00:53:04,230
rather than the customer 
bringing it in. 

1127
00:53:04,750 --> 00:53:08,870
What is your philosophy on 
trying to include some coupon 

1128
00:53:08,870 --> 00:53:13,390
code, the codes for particularly
the the parts department to do 

1129
00:53:13,390 --> 00:53:16,110
some type of discounting to 
entice customers to do more 

1130
00:53:16,110 --> 00:53:19,520
business with us? 
Yeah, I I, I think it's a great 

1131
00:53:19,520 --> 00:53:22,680
idea you know at at a high level
concept I think it's smart. 

1132
00:53:22,760 --> 00:53:25,400
You know again as a you know 
somebody who's in a BDM that's 

1133
00:53:25,400 --> 00:53:27,480
really what you're doing. 
Yeah, We see that position 

1134
00:53:27,480 --> 00:53:30,520
majority on the the major unit 
side, but that is the reality 

1135
00:53:30,960 --> 00:53:34,000
and you know the fact is getting
people into your store to buy 

1136
00:53:34,000 --> 00:53:36,320
parts is harder and harder 
because you know they can 

1137
00:53:36,320 --> 00:53:39,760
compete with the online market. 
You know, getting ecommerce, 

1138
00:53:39,760 --> 00:53:41,880
getting things shipped directly 
in your house at a right price 

1139
00:53:41,880 --> 00:53:46,480
is difficult to compete with. 
So yeah, I definitely think, you

1140
00:53:46,480 --> 00:53:49,320
know, getting coupons out and 
and promotions that can can 

1141
00:53:49,320 --> 00:53:51,400
really help. 
The parts department is smart. 

1142
00:53:51,600 --> 00:53:54,760
We've seen it, right? 
You know, buying coffee, have a 

1143
00:53:54,760 --> 00:53:57,360
punch card, people will show up 
and buy coffee at a certain 

1144
00:53:57,360 --> 00:53:58,720
place because the 12th one is 
free. 

1145
00:53:58,720 --> 00:54:02,360
So incentivizing your customers 
is never a bad thing, especially

1146
00:54:02,360 --> 00:54:03,680
if you're going to save them 
money. 

1147
00:54:04,040 --> 00:54:06,640
And then past that, I think it's
knowing your customer base. 

1148
00:54:07,130 --> 00:54:09,890
You know what, being smart 
about, not smart about giving 

1149
00:54:09,890 --> 00:54:12,410
out too much in a coupon, but 
what what is worth it? 

1150
00:54:12,410 --> 00:54:14,690
What's still going to make 
somebody come in and get 

1151
00:54:14,690 --> 00:54:16,810
something. 
So thinking about you know using

1152
00:54:16,810 --> 00:54:19,570
those and maintenance parts or 
high moving parts or things like

1153
00:54:19,570 --> 00:54:22,690
that, you know I I think those 
are are great ideas to get get 

1154
00:54:22,690 --> 00:54:25,890
someone into the dealership. 
So if I'm hearing you correctly,

1155
00:54:25,890 --> 00:54:29,370
maybe maybe you don't have any 
type of coupon code right now 

1156
00:54:29,370 --> 00:54:32,490
that kind of has that capability
of being able to digitize that 

1157
00:54:32,490 --> 00:54:34,930
coupon, be able to send it. 
And I'm only using this example 

1158
00:54:34,930 --> 00:54:37,890
because a lot of major retailers
have that now. 

1159
00:54:37,890 --> 00:54:40,810
I mean Kohl's Cash is probably 
the most common to where they're

1160
00:54:40,810 --> 00:54:44,090
just sending money out all the 
time in mailers or digital 

1161
00:54:44,090 --> 00:54:47,450
format on an e-mail or text and 
say hey you know this weekend 

1162
00:54:47,450 --> 00:54:50,730
only take another 10 bucks off 
your off your purchase. 

1163
00:54:50,730 --> 00:54:53,570
If you come in this weekend and 
they scanned everything so that 

1164
00:54:53,570 --> 00:54:57,150
it's, you know, it's no one has 
to, you know, punch it in as a 

1165
00:54:57,150 --> 00:54:58,870
special code at the time of 
checkout. 

1166
00:54:58,870 --> 00:55:01,110
It's just a, you know, let me 
scan this and boom, there's your

1167
00:55:01,110 --> 00:55:04,390
disk on off the purchase. 
Yeah, we, we're halfway there. 

1168
00:55:04,390 --> 00:55:08,550
I mean just being honest, yeah, 
we, we have that first part 

1169
00:55:08,550 --> 00:55:10,830
done, you know newsletters and 
events. 

1170
00:55:10,830 --> 00:55:14,150
We have a way with again once 
you get a customer base in to be

1171
00:55:14,150 --> 00:55:18,070
able to do that in a mass way, 
you know via digital 

1172
00:55:18,070 --> 00:55:19,710
communication. 
So yeah, I could create that 

1173
00:55:19,710 --> 00:55:21,430
coupon. 
I could, you know. 

1174
00:55:21,760 --> 00:55:25,080
Make a nice little flyer that 
can go to them digitally, you 

1175
00:55:25,080 --> 00:55:28,120
know getting it processed. 
We're still trying to work with 

1176
00:55:28,120 --> 00:55:30,120
our dealers to figure out the 
best way. 

1177
00:55:30,920 --> 00:55:33,080
You know that's the tough part 
of my job is we we definitely 

1178
00:55:33,080 --> 00:55:35,840
need to tackle that to find a 
better way than we do it today. 

1179
00:55:36,080 --> 00:55:38,800
But getting a consensus on the 
best way to do that is still 

1180
00:55:38,800 --> 00:55:41,200
something we're we're just 
trying to figure out which lane 

1181
00:55:41,200 --> 00:55:42,480
is going to be the best way to 
go. 

1182
00:55:42,480 --> 00:55:45,680
But yes, you are 100% correct. 
That is something we we're 

1183
00:55:45,680 --> 00:55:48,280
hearing from our customers and 
has been really growing 

1184
00:55:48,280 --> 00:55:49,360
especially in the parts 
department. 

1185
00:55:49,480 --> 00:55:51,680
Absolutely. 
It's the easiest transition, 

1186
00:55:51,840 --> 00:55:53,280
right. 
Especially if somebody buys a 

1187
00:55:53,280 --> 00:55:55,760
major unit, right. 
They buy, you know, side by 

1188
00:55:55,760 --> 00:55:57,360
side, they buy a motorcycle, 
whatever. 

1189
00:55:57,360 --> 00:56:01,000
There are different 
communications per segment, you 

1190
00:56:01,000 --> 00:56:03,880
know, motorcycle to off road 
that we can send out to these 

1191
00:56:03,960 --> 00:56:06,840
customers and say, hey, thank 
you for purchasing with us by 

1192
00:56:06,840 --> 00:56:08,640
the way. 
Here's a kickback coupon for, 

1193
00:56:08,920 --> 00:56:12,160
you know, 20 bucks off a new 
helmet or 50 bucks off a new 

1194
00:56:12,160 --> 00:56:13,480
light bar, whatever it is, 
right. 

1195
00:56:13,480 --> 00:56:16,680
And it would just be a little 
easier to gather that and do 

1196
00:56:16,680 --> 00:56:20,080
almost an ROI or reconciliation 
to say who came back using those

1197
00:56:20,080 --> 00:56:23,170
codes from people that we sold 
major units to, right. 

1198
00:56:23,650 --> 00:56:25,370
Exactly. 
I can say the same thing about 

1199
00:56:25,370 --> 00:56:28,730
service to here's 10 bucks off 
your first break in service, oil

1200
00:56:28,730 --> 00:56:31,530
change or your next service. 
Something like that, right? 

1201
00:56:31,850 --> 00:56:35,650
And we are, we are seeing 
dealers looking at really and 

1202
00:56:35,650 --> 00:56:37,890
and this is where we're really 
considering the most as they're 

1203
00:56:37,890 --> 00:56:40,450
wanting to use more digitized 
reward points. 

1204
00:56:40,770 --> 00:56:43,290
So yeah, you're getting it, but 
you know, it's just like going 

1205
00:56:43,290 --> 00:56:46,370
to a gas station or grocery 
store where you're accruing 

1206
00:56:46,370 --> 00:56:48,450
points for making certain 
purchases. 

1207
00:56:48,860 --> 00:56:52,220
That's that's more the trend 
we're hearing versus the coupon 

1208
00:56:52,220 --> 00:56:54,580
per se. 
It's the coupon philosophy we're

1209
00:56:54,580 --> 00:56:56,740
talking about, but just really 
handling it more through a 

1210
00:56:56,740 --> 00:56:59,500
loyalty program. 
Again kind of looking at that 

1211
00:56:59,500 --> 00:57:01,540
ROI. 
You know like let's let's put 

1212
00:57:01,540 --> 00:57:04,540
the incentive with them. 
You know, versus just a one shot

1213
00:57:04,540 --> 00:57:08,220
coupon that may get them in once
or twice just because they got 

1214
00:57:08,220 --> 00:57:10,820
the coupon versus, hey, you 
know, we can get continuous 

1215
00:57:10,820 --> 00:57:14,140
discounts by just being a loyal 
customer 100 percent, 100% 

1216
00:57:14,140 --> 00:57:17,460
whatever we got to do to make 
that relationship sticky with 

1217
00:57:17,460 --> 00:57:20,400
the customer after that very 
first transaction, right. 

1218
00:57:20,600 --> 00:57:23,560
Or or we have 0 transaction at 
all, we're trying to have our 

1219
00:57:23,560 --> 00:57:25,120
first one. 
That's right okay. 

1220
00:57:25,600 --> 00:57:29,680
So let me kind of end out the 
this conversation here. 

1221
00:57:29,720 --> 00:57:31,600
By the way, it's been an honor 
to talk to you, man. 

1222
00:57:31,600 --> 00:57:33,960
Certainly a knowledgeable guy. 
You're going in a lot of 

1223
00:57:33,960 --> 00:57:36,560
different directions here. 
So I'm, I'm trying to, you know,

1224
00:57:37,080 --> 00:57:39,400
trying to put my arms around you
say yeah, let's let's try to 

1225
00:57:39,400 --> 00:57:41,160
focus on this one thing. 
But you brought up an 

1226
00:57:41,160 --> 00:57:43,480
interesting point earlier and I 
I, I kind of want to, I kind of 

1227
00:57:43,480 --> 00:57:46,220
want to press on that one. 
You talked about the different 

1228
00:57:46,220 --> 00:57:49,060
departments and maybe they don't
cross pollinate to use your 

1229
00:57:49,060 --> 00:57:51,500
words or maybe they're not 
getting along right. 

1230
00:57:51,500 --> 00:57:54,620
I think this is a pretty common 
theme, you know, especially with

1231
00:57:54,620 --> 00:57:57,980
the sales guys to the service or
service to parts or parts to 

1232
00:57:57,980 --> 00:58:01,500
sales, right. 
All these departments definitely

1233
00:58:01,500 --> 00:58:05,620
rely on one another, right? 
Sales needs a nice looking 

1234
00:58:05,700 --> 00:58:08,380
showroom floor unit to be 
dressed up with all the latest 

1235
00:58:08,380 --> 00:58:12,940
PNA service needs that liaison 
to get the oil filters and spark

1236
00:58:12,940 --> 00:58:17,510
plugs to do their tuneups right.
Sales need service to install 

1237
00:58:17,510 --> 00:58:20,590
all these parts or PDI and prep 
a unit so that they can sell it 

1238
00:58:20,590 --> 00:58:24,510
to the customer, right. 
So we all technically rely parts

1239
00:58:24,510 --> 00:58:27,830
to sales to service and and and 
all over the place on one 

1240
00:58:27,830 --> 00:58:31,990
another's department but rarely 
do these departments get along 

1241
00:58:31,990 --> 00:58:33,430
there. 
There certainly is a wedge 

1242
00:58:33,430 --> 00:58:35,910
between a lot of them and I just
kind of wanted to hear your own 

1243
00:58:35,910 --> 00:58:39,560
perspective on why you think 
that is and a follow up to that 

1244
00:58:39,560 --> 00:58:42,760
would be what could we do to 
help fix these relationships 

1245
00:58:42,760 --> 00:58:44,440
interdepartmentally? 
Sure. 

1246
00:58:45,040 --> 00:58:48,120
Well, as a manager over many 
years, I think I sometimes still

1247
00:58:48,120 --> 00:58:49,800
try to find the answer to that 
question. 

1248
00:58:49,800 --> 00:58:53,520
And I think many dealers are, 
you know, where I personally had

1249
00:58:53,520 --> 00:58:57,960
success or where I see dealers 
having success is they're 

1250
00:58:57,960 --> 00:58:59,880
bringing everybody together, 
right? 

1251
00:58:59,880 --> 00:59:03,040
You know, we have a dealership 
locally and I know their whole 

1252
00:59:03,040 --> 00:59:06,390
team meets every Friday morning.
You know, they come in at half 

1253
00:59:06,390 --> 00:59:09,150
hour before the store opens. 
I've even sat in on a couple of 

1254
00:59:09,150 --> 00:59:12,110
them, just listening and just 
understanding what their 

1255
00:59:12,110 --> 00:59:14,030
dealerships going through and 
those types of things. 

1256
00:59:14,390 --> 00:59:17,470
And somebody is really 
facilitating that, you know, 

1257
00:59:17,470 --> 00:59:20,710
that the owner, the GM, somebody
who knows what the tensions are,

1258
00:59:21,070 --> 00:59:23,710
what the problems are and kind 
of flushes that out. 

1259
00:59:24,070 --> 00:59:26,710
You know, So you're really 
sitting in there in a group of 

1260
00:59:26,710 --> 00:59:29,630
people, you know, having 
dealership therapy. 

1261
00:59:29,630 --> 00:59:30,630
A lot of times that's what it 
is. 

1262
00:59:30,630 --> 00:59:33,230
Well, somebody's not doing this 
right or why are they doing 

1263
00:59:33,230 --> 00:59:34,350
that? 
You know, you kind of have to 

1264
00:59:34,350 --> 00:59:37,430
sort through some of that. 
So I think just making sure that

1265
00:59:37,430 --> 00:59:42,350
you give your employees a 
platform to feel comfortable, to

1266
00:59:42,350 --> 00:59:45,190
communicate, you know, not 
everybody has those skills, 

1267
00:59:45,550 --> 00:59:47,590
right? 
You know, I've worked with 

1268
00:59:47,590 --> 00:59:49,550
plenty of people who just don't 
want to be bothered. 

1269
00:59:49,550 --> 00:59:52,430
You know, the last thing you 
want to do is go bug a tech when

1270
00:59:52,430 --> 00:59:54,670
he's got his head in a motor and
that asks for good reason, 

1271
00:59:54,670 --> 00:59:57,110
right? 
You know, and and there's other 

1272
00:59:57,110 --> 00:59:58,950
things I don't, I don't want to 
go in and ask you a question 

1273
00:59:58,950 --> 01:00:01,110
when you got a deal at your 
desk. 

1274
01:00:01,640 --> 01:00:05,360
You know those types of things. 
So just, you know, making sure 

1275
01:00:05,360 --> 01:00:09,320
that somebody in the dealership 
can explain why, why this is 

1276
01:00:09,320 --> 01:00:12,760
important one to the dealership,
but to this person over here and

1277
01:00:12,760 --> 01:00:17,200
then ultimately to your job, you
know why it gets that way. 

1278
01:00:17,480 --> 01:00:21,240
You know, a lot of times it just
I think it starts at the parts 

1279
01:00:21,240 --> 01:00:24,760
department and not in a bad way.
Meaning, you know, if I'm 

1280
01:00:24,760 --> 01:00:28,560
responsible for my inventory and
I come back to an owner at the 

1281
01:00:28,560 --> 01:00:32,320
end of the year and I have a 
$20,000 loss, I have to explain 

1282
01:00:32,320 --> 01:00:34,440
it. 
So a lot of times, you know, 

1283
01:00:34,760 --> 01:00:37,200
we've had to say nobody come 
back in our parts department. 

1284
01:00:37,720 --> 01:00:40,080
You know, service cannot come 
pull their own parts. 

1285
01:00:40,080 --> 01:00:43,200
Service cannot do this. 
I know many, many, many of our 

1286
01:00:43,200 --> 01:00:45,120
dealerships who operate that 
way. 

1287
01:00:45,120 --> 01:00:48,440
So you know, when you think from
a park side, I I have a good 

1288
01:00:48,440 --> 01:00:51,920
reason for why I'm doing that. 
But on the service side, they 

1289
01:00:51,920 --> 01:00:55,810
might feel a little alienated, 
untrusted things like that. 

1290
01:00:55,810 --> 01:00:58,330
You know, So I think, you know, 
just sitting down and maybe 

1291
01:00:58,330 --> 01:01:00,890
being able to explain that, you 
know, have your parts manager 

1292
01:01:01,050 --> 01:01:03,530
sit there with a service manager
and as a general manager say, 

1293
01:01:03,530 --> 01:01:04,850
well, I'm putting a lot of heat 
on him. 

1294
01:01:05,370 --> 01:01:07,490
You know, I'm not saying the 
service department is 

1295
01:01:07,490 --> 01:01:11,010
responsible for this $20,000 
loss, but, you know, one way or 

1296
01:01:11,010 --> 01:01:13,330
another, this parts manager, I'm
holding him accountable and he's

1297
01:01:13,330 --> 01:01:16,250
got to answer and ultimately 
improve this in the next year. 

1298
01:01:16,610 --> 01:01:20,210
So I think a lot of times those 
processes happen. 

1299
01:01:20,570 --> 01:01:22,970
I know on the sales side, a lot 
of times the sales departments 

1300
01:01:22,970 --> 01:01:26,710
are on heavy commissions, so 
they do only what they need to 

1301
01:01:26,710 --> 01:01:28,470
do because that's what they're 
paid to do. 

1302
01:01:28,830 --> 01:01:32,230
They're paid to sell bikes and 
they're incentivized that way. 

1303
01:01:32,230 --> 01:01:35,430
So, you know, if they're not 
making any money off of, you 

1304
01:01:35,430 --> 01:01:39,870
know, also selling you $1000 
worth a year, you know they're 

1305
01:01:39,870 --> 01:01:42,390
not worried about it. 
If they're worried about, you 

1306
01:01:42,390 --> 01:01:47,470
know, my, my, my customers got a
$10,000, you know, finance 

1307
01:01:47,470 --> 01:01:48,590
limit. 
You know, I could sell them a 

1308
01:01:48,590 --> 01:01:50,990
bike for 9 and sell them some 
parts and maybe a little bit of 

1309
01:01:50,990 --> 01:01:52,750
service. 
You know, if you're a sales guy,

1310
01:01:52,750 --> 01:01:54,870
that's unless you're paid on 
selling that stuff. 

1311
01:01:54,870 --> 01:01:57,230
Your ultimate focus is 
ultimately on the profit of that

1312
01:01:57,230 --> 01:01:59,550
unit. 
And so I think that's kind of a 

1313
01:01:59,550 --> 01:02:01,950
traditional thing. 
I feel like I've seen over time 

1314
01:02:01,950 --> 01:02:05,190
that those two kind of elements 
where the parts department's 

1315
01:02:05,190 --> 01:02:08,650
trying to play lockdown so 
nobody can really interact in 

1316
01:02:08,650 --> 01:02:10,490
there. 
A service department just 

1317
01:02:10,490 --> 01:02:12,850
doesn't want to be bugged. 
They got a lot going on in the 

1318
01:02:12,850 --> 01:02:15,690
sales department that maybe, you
know, really feel like, well, 

1319
01:02:15,690 --> 01:02:19,290
I'm just paid to do one thing. 
You know this I'm a sales person

1320
01:02:19,290 --> 01:02:22,730
and I have a BDM and his his 
responsibility is to be a BDM, 

1321
01:02:23,090 --> 01:02:26,250
those types of things. 
So I think it's just you know 

1322
01:02:27,170 --> 01:02:31,090
those type of situations, you 
know most of the dealers I think

1323
01:02:31,090 --> 01:02:33,970
that that manage this process 
well have really worked on 

1324
01:02:34,390 --> 01:02:37,190
making sure that their customers
are kind of touching all their 

1325
01:02:37,190 --> 01:02:38,830
departments. 
Even if you're getting paid in 

1326
01:02:38,830 --> 01:02:41,030
sales, you know it's important 
to introduce them to the parts 

1327
01:02:41,030 --> 01:02:42,550
department and make sure they're
taken care of. 

1328
01:02:42,550 --> 01:02:45,030
And you know selling things like
prepaid maintenance, you know 

1329
01:02:45,030 --> 01:02:46,950
not just warranties, right, 
warranties have been around for 

1330
01:02:46,950 --> 01:02:49,710
forever, but prepaid maintenance
is a great way to generate 

1331
01:02:49,710 --> 01:02:53,070
revenue and customer loyalty in 
your dealership and keep them 

1332
01:02:53,070 --> 01:02:55,630
coming back. 
So again, you know, just finding

1333
01:02:55,630 --> 01:02:58,630
ways to maybe incentivize your 
managers to have a common goal. 

1334
01:02:59,480 --> 01:03:02,160
You know traditionally that's 
where your general manager is 

1335
01:03:02,160 --> 01:03:05,000
maybe you know focused on is 
obviously the success of 

1336
01:03:05,000 --> 01:03:07,600
multiple departments. 
But you know if you can still 

1337
01:03:07,600 --> 01:03:10,320
get those individual departments
to have a little bit of it cross

1338
01:03:10,320 --> 01:03:13,000
incentive, you'd be really 
surprised how quickly start 

1339
01:03:13,000 --> 01:03:15,760
people start working together. 
You know, if they can make more 

1340
01:03:15,760 --> 01:03:19,160
money or improve that aspect and
then there's a lot of incentive 

1341
01:03:19,160 --> 01:03:21,600
to do that. 
That's a great point and I like 

1342
01:03:21,600 --> 01:03:23,680
what you said about, you know, 
this, this. 

1343
01:03:24,120 --> 01:03:26,560
This general manager that you 
had, he would have an all store 

1344
01:03:26,560 --> 01:03:28,920
meeting is what it sounds like 
where it's, you know, all 

1345
01:03:28,920 --> 01:03:32,040
departments, all employees, 
managers, sales people, parts 

1346
01:03:32,360 --> 01:03:36,200
managers, parts people, service 
managers, service technicians, 

1347
01:03:36,200 --> 01:03:38,680
service advisors, right. 
It sounds like they would all 

1348
01:03:38,680 --> 01:03:42,160
have like a big group meeting 
and kind of talk about the 

1349
01:03:42,160 --> 01:03:45,200
dealership as a whole, not just 
their individual departments In 

1350
01:03:45,200 --> 01:03:46,920
my hearing you read on that. 
That's exactly right. 

1351
01:03:47,000 --> 01:03:50,320
You know, we all know when we 
got a customer coming in and a 

1352
01:03:50,320 --> 01:03:53,890
critical unit and we're waiting 
on this one part. 

1353
01:03:53,890 --> 01:03:57,410
So again, you know if the the 
dealership I'm Speaking of, 

1354
01:03:57,410 --> 01:03:59,810
they're talking about those 
types of things that the general

1355
01:03:59,810 --> 01:04:01,410
manager and owner have an 
agenda. 

1356
01:04:01,850 --> 01:04:04,250
They have a list that they've 
been working on the week before.

1357
01:04:04,250 --> 01:04:07,010
Hey, we need to improve on this.
Hey, who you were so and so you 

1358
01:04:07,010 --> 01:04:08,610
were supposed to do this last 
week. 

1359
01:04:08,850 --> 01:04:10,130
You know how about this follow 
up. 

1360
01:04:10,130 --> 01:04:13,890
So they're managing, right. 
I mean that's really the key 

1361
01:04:13,890 --> 01:04:16,290
here. 
So many, so many times somebody 

1362
01:04:16,290 --> 01:04:20,000
get thrust into a management 
role because somebody left, they

1363
01:04:20,000 --> 01:04:21,840
haven't had a lot of management 
experience. 

1364
01:04:21,840 --> 01:04:24,920
So again, you know if you're a 
GM or an owner and you find 

1365
01:04:24,920 --> 01:04:28,000
yourself in that situation where
your parts guy overnight became 

1366
01:04:28,000 --> 01:04:31,360
a parts manager, remember this 
may be his first time managing 

1367
01:04:31,360 --> 01:04:33,400
people, managing things, not 
just parts. 

1368
01:04:33,400 --> 01:04:36,320
You can do a great job with the 
parts, but you know, you general

1369
01:04:36,320 --> 01:04:39,080
managers and owners, you need to
teach it is. 

1370
01:04:39,080 --> 01:04:41,640
It's just one of those tools I 
still think gets overlooked. 

1371
01:04:42,160 --> 01:04:45,240
I I think it's also a matter of 
all these different types of 

1372
01:04:45,240 --> 01:04:47,440
personalities, right. 
And I think you kind of touched 

1373
01:04:47,440 --> 01:04:49,400
on that with, you know, you 
don't want to bother a tech 

1374
01:04:49,400 --> 01:04:52,920
while he's, you know, head deep 
into fixing a problem, right. 

1375
01:04:53,520 --> 01:04:56,080
So, you know, traditionally I 
think service techs and I was 1,

1376
01:04:56,080 --> 01:04:58,560
so I can talk as one as well as 
sales and parts. 

1377
01:04:58,560 --> 01:05:02,160
But I think service techs kind 
of have a little bit of a, you 

1378
01:05:02,160 --> 01:05:05,560
know, a little bit of a more of 
abrasive, hey, leave me alone, I

1379
01:05:05,560 --> 01:05:07,640
got work to do, kind of a 
mentality, right? 

1380
01:05:07,640 --> 01:05:10,320
I'm just going to focus on what 
I need to do and then clock out 

1381
01:05:10,320 --> 01:05:12,970
at the end of the day. 
Parts guys, maybe they live 

1382
01:05:12,970 --> 01:05:16,090
between a little bit of, you 
know, sales and service types of

1383
01:05:16,090 --> 01:05:18,170
mentalities where they're 
analytical. 

1384
01:05:18,170 --> 01:05:20,930
There's parts numbers, you know,
it's above the numbers, above 

1385
01:05:20,930 --> 01:05:22,610
the shoulders numbers type 
stuff, right. 

1386
01:05:22,850 --> 01:05:25,570
But you also have to talk to 
customers on the counter, try to

1387
01:05:25,570 --> 01:05:28,610
upsell them, but you still have 
to look things up and be a 

1388
01:05:28,610 --> 01:05:31,330
little bit more organized that 
way where you have our, our 

1389
01:05:31,330 --> 01:05:33,610
friends in the sales department,
right, where they're just kind 

1390
01:05:33,610 --> 01:05:34,990
of. 
You know that they're they're 

1391
01:05:34,990 --> 01:05:37,870
they're dressing nice, they're 
looking good and they're fast 

1392
01:05:37,870 --> 01:05:40,350
talking, right? 
Trying to convince people to buy

1393
01:05:40,350 --> 01:05:43,910
these major units, these twenty 
$30,000 products that we sell. 

1394
01:05:43,910 --> 01:05:47,390
So it could be a little bit of a
clashing between personalities 

1395
01:05:47,790 --> 01:05:50,190
and the types of departments 
that those personalities 

1396
01:05:50,190 --> 01:05:52,350
attract. 
But what do you think about 

1397
01:05:52,350 --> 01:05:55,430
their leaderships in those 
departments and and how they 

1398
01:05:55,430 --> 01:05:58,750
maybe help to, you know, I 
guess, lubricate the 

1399
01:05:58,750 --> 01:06:00,910
relationship between these 
different departments? 

1400
01:06:01,270 --> 01:06:03,870
Any opinion on the leadership in
those departments? 

1401
01:06:04,210 --> 01:06:07,810
Helping that cohesiveness 
between them, Yeah, I mean, I 

1402
01:06:07,810 --> 01:06:10,890
think you just have to make it a
focus like anything else you do 

1403
01:06:10,890 --> 01:06:12,970
and come up with a plan and ask 
for help. 

1404
01:06:13,170 --> 01:06:15,610
You know, don't be afraid to go 
to your owner or go to your 

1405
01:06:15,610 --> 01:06:17,690
manager and say I want to be 
better in this area. 

1406
01:06:18,090 --> 01:06:22,170
You know, I've had many managers
where it doesn't matter if 

1407
01:06:22,170 --> 01:06:25,170
you're a tech or sales, they're 
just not the friendliest of 

1408
01:06:25,170 --> 01:06:26,920
folks. 
You know, people. 

1409
01:06:26,920 --> 01:06:28,680
They're not a people person per 
se. 

1410
01:06:28,720 --> 01:06:32,360
So you know, I first think you 
need to look at that yourself as

1411
01:06:32,360 --> 01:06:34,240
a manager and and be honest with
yourself. 

1412
01:06:34,240 --> 01:06:37,160
What type of manager am I? 
What type of experience I have 

1413
01:06:37,540 --> 01:06:40,820
and how could I be better. 
And I think all of us, all of 

1414
01:06:40,820 --> 01:06:44,340
us, no matter what jobs we do, 
you know we were really hard 

1415
01:06:44,340 --> 01:06:46,900
internally here to make sure we 
don't have any walls getting 

1416
01:06:46,900 --> 01:06:48,820
built and leave a very open 
platform. 

1417
01:06:49,620 --> 01:06:52,580
And and we offer a lot of tools 
internally for people to get 

1418
01:06:52,580 --> 01:06:55,180
further education and training 
and all those types of things. 

1419
01:06:55,180 --> 01:06:57,940
And I think the same thing goes 
for really any business but a 

1420
01:06:57,940 --> 01:07:01,660
dealership especially so and you
know it's hard. 

1421
01:07:01,660 --> 01:07:04,100
We all want to go home and see 
our families or go have our 

1422
01:07:04,100 --> 01:07:06,380
private lives. 
And I think one thing 

1423
01:07:06,380 --> 01:07:09,380
dealerships have always been 
greater route is that after work

1424
01:07:09,380 --> 01:07:11,820
camaraderie. 
You know, a lot of times people 

1425
01:07:11,820 --> 01:07:14,500
are riding or maybe going to 
have, you know, a drink or some 

1426
01:07:14,500 --> 01:07:16,500
dinner afterwards or something 
like that. 

1427
01:07:16,500 --> 01:07:19,660
You know, a lot of dealerships, 
I see where that happens 

1428
01:07:19,660 --> 01:07:21,340
organically. 
Of course they all tend to get 

1429
01:07:21,340 --> 01:07:23,780
along better. 
So you know maybe if you see 

1430
01:07:23,780 --> 01:07:26,900
that absent from your dealership
think about maybe offering 

1431
01:07:27,100 --> 01:07:28,860
something sponsored in the 
dealership. 

1432
01:07:28,860 --> 01:07:30,940
Hey, we're we're all going to go
out and have pizza tonight. 

1433
01:07:31,410 --> 01:07:34,170
You know, no, no good reason. 
Let's just go out and and you 

1434
01:07:34,170 --> 01:07:36,410
all have that your employees 
will probably like it. 

1435
01:07:36,410 --> 01:07:38,370
You know they might be wondering
why this is happening. 

1436
01:07:38,370 --> 01:07:40,730
But you know if you're doing it 
just for the fact that you're 

1437
01:07:40,730 --> 01:07:42,650
saying, I just. 
I appreciate everything you do. 

1438
01:07:42,650 --> 01:07:45,130
And I want to continue to bring 
people together because I know 

1439
01:07:45,410 --> 01:07:48,890
this person and this person work
40 feet apart and over the last 

1440
01:07:48,890 --> 01:07:50,770
year have said like 10 words to 
each other. 

1441
01:07:50,850 --> 01:07:54,410
They they get along. 
But it's just not communication 

1442
01:07:54,410 --> 01:07:56,330
is not important. 
Both are very blindered into 

1443
01:07:56,330 --> 01:07:58,570
what they're doing. 
And again, as a manager, if I'm 

1444
01:07:58,570 --> 01:08:02,290
looking at that, it's my job to 
help facilitate better 

1445
01:08:02,290 --> 01:08:05,290
communication. 
So I think just not being afraid

1446
01:08:05,290 --> 01:08:07,690
to get outside of the box and 
maybe it's not your whole group.

1447
01:08:08,090 --> 01:08:10,850
Maybe it, like I said, maybe 
it's just a couple people figure

1448
01:08:10,850 --> 01:08:13,210
out a way to get them together 
out of a, you know, work 

1449
01:08:13,210 --> 01:08:15,290
situation. 
You know, even if you got to 

1450
01:08:15,290 --> 01:08:18,130
give them time during the day 
where they're being paid because

1451
01:08:18,130 --> 01:08:20,609
not everybody wants to go do 
more work when they get off of 

1452
01:08:20,609 --> 01:08:23,300
work, right? 
But if this is important to you,

1453
01:08:23,300 --> 01:08:25,540
then tell them, hey, why don't 
you guys go take a couple hours,

1454
01:08:25,979 --> 01:08:28,140
you know, go hit some golf 
balls, go take a walk, do 

1455
01:08:28,140 --> 01:08:30,779
whatever you guys like to do 
Fun, get to know each other just

1456
01:08:30,779 --> 01:08:35,100
a little bit better and then let
that organically grow. 

1457
01:08:35,100 --> 01:08:37,340
And again, just try to continue 
to facilitate it. 

1458
01:08:37,340 --> 01:08:40,740
And you know, in any business I 
work in, it's really great when 

1459
01:08:40,740 --> 01:08:43,140
you see those relationships 
start to head off because it's 

1460
01:08:43,140 --> 01:08:45,060
going to impact everybody else 
in the dealership. 

1461
01:08:45,540 --> 01:08:49,140
That's the reality. 
It's not like you as a manager 

1462
01:08:49,140 --> 01:08:52,899
or the only one that sees it, 
right, You know, so everybody in

1463
01:08:52,899 --> 01:08:56,060
your dealership will probably be
happy to see two people 

1464
01:08:56,060 --> 01:08:58,300
communicating better in 
particularly if their 

1465
01:08:58,300 --> 01:09:00,060
communication is paramount in 
the dealership. 

1466
01:09:00,100 --> 01:09:01,819
You know, right. 
That's the hard part when people

1467
01:09:01,819 --> 01:09:04,540
aren't communicating and and 
they might be the biggest 

1468
01:09:04,540 --> 01:09:08,580
communication line, but nobody 
really knows quite how to handle

1469
01:09:08,580 --> 01:09:11,540
that. 
So yeah, you know, just being 

1470
01:09:11,540 --> 01:09:14,060
able to be a little bit more 
aggressive with it, probably 

1471
01:09:14,060 --> 01:09:15,899
because I think people get 
passive and a little afraid of 

1472
01:09:15,899 --> 01:09:16,779
it. 
It's a great point. 

1473
01:09:16,779 --> 01:09:19,580
That's a great point. 
Be a little bit more proactive 

1474
01:09:19,580 --> 01:09:22,580
throughout the year rather than 
just waiting for the Christmas 

1475
01:09:22,580 --> 01:09:24,220
party. 
You know, the annual Christmas 

1476
01:09:24,220 --> 01:09:29,090
party to get everybody together.
Yeah, so well man, we were 

1477
01:09:29,090 --> 01:09:32,450
coming up on our time here. 
His name is Justin Quinn, He's a

1478
01:09:32,450 --> 01:09:36,170
product manager at DX1. 
We are talking all things Dms 

1479
01:09:36,170 --> 01:09:40,729
and then it quickly turned into 
several different topics, but at

1480
01:09:40,729 --> 01:09:43,689
the end they're talking about 
more or less the teams. 

1481
01:09:44,210 --> 01:09:47,450
Within the dealership and just 
some of the camaraderie and some

1482
01:09:47,450 --> 01:09:50,569
of the relationship building 
that could take place if your 

1483
01:09:50,569 --> 01:09:52,290
dealership is struggling in some
of these areas. 

1484
01:09:52,290 --> 01:09:55,730
But I really appreciate your 
time today, Justin and look 

1485
01:09:55,730 --> 01:09:57,770
forward to having another 
conversation with you here in 

1486
01:09:57,770 --> 01:10:00,810
the near future. 
And any parting words, any 

1487
01:10:00,810 --> 01:10:04,850
heartburn, any any, any types of
final advice that you would want

1488
01:10:04,850 --> 01:10:07,210
to give to the people listening 
to this broadcast. 

1489
01:10:07,610 --> 01:10:10,890
It seems like a simple thing but
staying positive is really 

1490
01:10:10,890 --> 01:10:13,170
important. 
You know we talked about all 

1491
01:10:13,170 --> 01:10:16,890
these factors and and again you 
know, I know it's it's being in 

1492
01:10:16,890 --> 01:10:19,490
a dealership is not the easiest 
place to always be. 

1493
01:10:19,930 --> 01:10:23,170
So you know just remembering 
that you know trying to take 

1494
01:10:23,170 --> 01:10:25,690
everything you got and and keep 
it in the positive will go a 

1495
01:10:25,690 --> 01:10:28,330
long way. 
And yeah, thank thanks for 

1496
01:10:28,330 --> 01:10:30,090
having us out today. 
Like you said you know that you 

1497
01:10:30,090 --> 01:10:34,130
can see my passion hopefully are
here in the passion in here for 

1498
01:10:34,130 --> 01:10:36,410
what we do. 
So, so sorry if I jumped around 

1499
01:10:36,410 --> 01:10:38,690
on you a little bit, but yeah, 
we, we'd love to come back and 

1500
01:10:38,690 --> 01:10:41,590
continue to have more 
conversations because just like 

1501
01:10:41,590 --> 01:10:45,070
the dealerships, this is always 
an evolving process and you know

1502
01:10:45,070 --> 01:10:47,750
staying with it and staying with
what's current and and hearing 

1503
01:10:47,750 --> 01:10:50,790
dealers and offering vices which
what your podcast doing is just 

1504
01:10:51,070 --> 01:10:53,190
a really great attribute to 
dealers. 

1505
01:10:53,190 --> 01:10:55,750
So we'd love to be back anytime.
We'd love to have you, man, and 

1506
01:10:55,750 --> 01:10:57,990
I really appreciate everything 
that you talked about today. 

1507
01:10:57,990 --> 01:11:01,110
And let's not forget why we came
into this business in the 1st 

1508
01:11:01,110 --> 01:11:04,230
place is because most of us 
started out working in all these

1509
01:11:04,230 --> 01:11:07,150
various dealership positions as 
enthusiasts, right? 

1510
01:11:07,150 --> 01:11:08,590
And that's what makes our 
business. 

1511
01:11:08,980 --> 01:11:13,620
So unique in power sports is 
that we come in as writers 

1512
01:11:13,620 --> 01:11:16,340
wanting to just do it because 
it's fun, right? 

1513
01:11:16,340 --> 01:11:20,140
We whether we're doing service 
or parts or sales, we're, we're 

1514
01:11:20,140 --> 01:11:22,140
into it. 
Mostly I can speak for most 

1515
01:11:22,140 --> 01:11:25,820
people is because we like to 
ride and so working in an 

1516
01:11:25,820 --> 01:11:28,110
environment. 
That has other likeminded 

1517
01:11:28,110 --> 01:11:30,230
individuals that also like to 
ride. 

1518
01:11:30,430 --> 01:11:34,270
I mean, that's just a perfect 
recipe for a fun career that you

1519
01:11:34,270 --> 01:11:36,030
can do for pretty much your 
whole life. 

1520
01:11:36,030 --> 01:11:37,910
And we've known lots of people 
that do it. 

1521
01:11:38,110 --> 01:11:40,590
You're certainly one of them. 
I'm certainly one of them. 

1522
01:11:40,910 --> 01:11:43,550
And we know a ton of people out 
there that are just like us. 

1523
01:11:43,910 --> 01:11:46,590
And so I again, I really 
appreciate you coming on. 

1524
01:11:47,000 --> 01:11:49,600
And that's it for the dealership
Fix It podcast. 

1525
01:11:49,600 --> 01:11:52,320
Like subscribe. 
Check us out online. 

1526
01:11:52,560 --> 01:11:56,040
We're on Spotify, Apple, 
YouTube, We got video, we got 

1527
01:11:56,040 --> 01:11:57,720
audio. 
We've got all sorts of ways that

1528
01:11:57,720 --> 01:12:00,640
you can listen to this podcast, 
plus many, many more. 

1529
01:12:00,920 --> 01:12:02,520
We're all about the dealership 
life. 

1530
01:12:02,800 --> 01:12:05,320
And remember, you are the fix It
within your dealership. 

1531
01:12:05,320 --> 01:12:08,120
So anything that you pick up 
from this podcast? 

1532
01:12:08,490 --> 01:12:11,050
Definitely use it. 
Give us some feedback on it and 

1533
01:12:11,170 --> 01:12:13,330
we'll have you back soon. 
Justin, I really appreciate you 

1534
01:12:13,330 --> 01:12:14,330
coming on. 
Thanks, Jacob. 

1535
01:12:14,490 --> 01:12:14,970
Thanks guys.