1 00:00:11,000 --> 00:00:12,300 Everybody, welcome back to the dealership. 2 00:00:12,300 --> 00:00:16,900 Fix a podcast, you're listening to episode number 59 and I've 3 00:00:16,900 --> 00:00:21,900 got with me today, a bring back. I got Jared Burt from hero Hub 4 00:00:21,900 --> 00:00:26,800 to come back with me and man is the stuff that he's been putting 5 00:00:26,800 --> 00:00:30,600 out, just become Ultra relevant with all of this coronavirus 6 00:00:30,600 --> 00:00:32,900 stuff. I'm Jared. 7 00:00:32,900 --> 00:00:35,000 Thanks for taking the time to get on with me today. 8 00:00:35,200 --> 00:00:38,700 Hey, I'm excited to talk to you and join you today. 9 00:00:38,700 --> 00:00:46,200 This is This is like you said very interesting times, you 10 00:00:46,200 --> 00:00:51,900 know, I don't know if I think maybe the in my, in my depths, I 11 00:00:51,900 --> 00:00:55,300 like big changes and and you know, I don't I would always 12 00:00:55,300 --> 00:00:57,800 tell somebody like, I like to watch a thunderstorm and my just 13 00:00:57,800 --> 00:01:01,000 weird because I like to see, you know, not like a train wreck but 14 00:01:01,000 --> 00:01:05,000 like a thunderstorm big changes. You know, to me those things 15 00:01:05,000 --> 00:01:07,600 mean something. And with all this stuff that's 16 00:01:07,600 --> 00:01:10,800 going on right now and some of the Sponsors. 17 00:01:10,800 --> 00:01:13,700 I've seen with some some guys on like Instagram some of the 18 00:01:13,700 --> 00:01:15,300 dealerships and what they're putting out there. 19 00:01:15,600 --> 00:01:19,100 I think being proactively you know to the direction of some of 20 00:01:19,600 --> 00:01:21,600 sort of your teachings that you've been putting out there 21 00:01:21,600 --> 00:01:27,700 this last let's say you're so I feel a lot of optimism am I 22 00:01:27,700 --> 00:01:32,100 crazy right now to feel optimism for what we do and with all the 23 00:01:32,100 --> 00:01:35,900 sort of the trepidation and the turmoil that we're in the middle 24 00:01:35,900 --> 00:01:39,400 of with all the question marks. You know, not crazy at all. 25 00:01:39,400 --> 00:01:44,200 No, I totally agree with you. And I think that the one of the 26 00:01:44,200 --> 00:01:51,100 best examples I can think of that is a guy named Greg 27 00:01:51,100 --> 00:01:57,300 Woodward recently bought a Harley Davidson dealership in 28 00:01:57,300 --> 00:02:00,600 Idaho Falls, Idaho and I was I was talking to him. 29 00:02:00,600 --> 00:02:07,600 I met him last week and we were speaking about the, you know, 30 00:02:07,700 --> 00:02:11,700 Oh, the concerns. And the current conditions with 31 00:02:11,700 --> 00:02:17,800 covid-19 and and he was he was just speaking to their 32 00:02:17,800 --> 00:02:21,200 perspective and, you know, some of the adjustments and 33 00:02:21,200 --> 00:02:23,600 accommodations that are meeting making for customers. 34 00:02:23,600 --> 00:02:28,200 But something that he said, that really stuck out to me, was that 35 00:02:28,200 --> 00:02:31,700 we our dealership is that Center for optimism. 36 00:02:32,900 --> 00:02:41,000 And you could feel it in his dealership, the staff was had 37 00:02:41,000 --> 00:02:43,700 that and radiated that ought optimism. 38 00:02:44,300 --> 00:02:49,000 And and so it was it was great to see that from a dealership, 39 00:02:49,100 --> 00:02:55,500 they know that customers their customers that can get out and 40 00:02:55,500 --> 00:03:01,000 ride during these times, that that it does a lot of good for 41 00:03:01,600 --> 00:03:05,700 just their Well, being their mental health, you know, 42 00:03:05,700 --> 00:03:10,800 especially when with homeschooling, I've already 43 00:03:11,200 --> 00:03:15,200 suspended my daughter from home school and we've expelled my 44 00:03:15,200 --> 00:03:22,900 son, and it's only been five days in to home schooling, I can 45 00:03:22,900 --> 00:03:25,000 appreciate the center for optimism. 46 00:03:25,000 --> 00:03:29,900 That dealerships are You know, it makes me think of things, you 47 00:03:29,900 --> 00:03:32,100 know, when all this sort of wackiness is going on. 48 00:03:32,100 --> 00:03:35,000 And all these question marks, it makes me think of how you know, 49 00:03:35,000 --> 00:03:37,900 if you've ever watched a like one of the big blockbuster 50 00:03:37,900 --> 00:03:42,400 movies and it's showing the perspective of, you know, 51 00:03:42,400 --> 00:03:45,900 somebody in prison and the life there, of course, you've you get 52 00:03:45,900 --> 00:03:50,700 immersed in like, you know, hope to, you know, anything that's 53 00:03:50,700 --> 00:03:53,800 good that I never have to be behind those walls myself, but 54 00:03:53,800 --> 00:03:56,800 you live that during a movie. And you realize I think really 55 00:03:57,100 --> 00:04:00,700 Lee how whatever? I think, they'd say dangerous. 56 00:04:00,700 --> 00:04:03,900 But I how important hope is. Because obviously if you know, 57 00:04:03,900 --> 00:04:06,800 like, we are now a depending on where you are in the country, 58 00:04:06,800 --> 00:04:10,200 and exactly what your current jurisdiction is telling you, 59 00:04:10,200 --> 00:04:13,500 stay in the house, you're okay to go outside or whatever you 60 00:04:13,500 --> 00:04:17,399 think about a way to be able to to melt that away. 61 00:04:17,399 --> 00:04:20,600 If you, if you either have the hope that in short order, I 62 00:04:20,608 --> 00:04:22,800 should be able to view it back out doing my thing on my 63 00:04:22,800 --> 00:04:28,200 motorcycle or name that other Device, you know, that sort of 64 00:04:28,200 --> 00:04:29,900 hope. I think is so important right 65 00:04:29,900 --> 00:04:31,800 now. Absolutely. 66 00:04:31,800 --> 00:04:35,200 This time of year in Idaho where I'm at. 67 00:04:35,200 --> 00:04:39,200 It's both snowmobile season. And, you know, now motorcycles 68 00:04:39,200 --> 00:04:40,800 are coming. It's time to get motorcycles 69 00:04:40,800 --> 00:04:45,800 out. And yesterday, I was on my bike, 70 00:04:46,400 --> 00:04:51,800 and it felt so good to be on a motorcycle. 71 00:04:51,800 --> 00:04:54,800 It did. So, it's just us so much. 72 00:04:55,000 --> 00:04:58,800 For you, emotionally mentally was a reset. 73 00:04:58,800 --> 00:05:01,600 So yeah, absolutely, totally agree. 74 00:05:02,000 --> 00:05:05,100 So, you know, I think we're on the same page and I think 75 00:05:05,100 --> 00:05:07,500 anybody that would be listening to this would be of a similar 76 00:05:07,500 --> 00:05:11,700 persuasion to understand and know, but I just want to make 77 00:05:11,700 --> 00:05:14,800 sure we've I've really beat that horse to death. 78 00:05:14,800 --> 00:05:18,600 I think the organization that the industry that we're in or 79 00:05:18,600 --> 00:05:21,100 you know, these other parallels, whether it's, you know, we're in 80 00:05:21,100 --> 00:05:24,800 power sports you know the Marine industry RV industry. 81 00:05:26,300 --> 00:05:30,400 These other areas, these are all want to do is not need to do is 82 00:05:30,400 --> 00:05:33,500 I think we all know that as much as we want to help our customers 83 00:05:33,500 --> 00:05:36,200 figure out a way to make it a half to do so that it's a part 84 00:05:36,200 --> 00:05:38,400 of their life, they never go away. 85 00:05:38,800 --> 00:05:42,000 Ultimately it's something they really are are passionate about 86 00:05:42,200 --> 00:05:46,100 and you know, I'm really glad that we're a part of this even 87 00:05:46,100 --> 00:05:49,700 in tough times because this is something that that people need 88 00:05:49,700 --> 00:05:54,000 and want the old, you don't see a motorcycle parked outside the 89 00:05:54,000 --> 00:05:58,200 psychiatric. Doctors you know officer 90 00:05:58,200 --> 00:06:02,300 whatever you know that that whole like idea that it's a, you 91 00:06:02,300 --> 00:06:05,500 know, it's therapy and itself and I totally believe in that. 92 00:06:06,400 --> 00:06:10,600 But anyway, not to to beat that horse too far to death but I was 93 00:06:10,600 --> 00:06:12,700 hoping to be able to talk with you about. 94 00:06:12,700 --> 00:06:15,800 You had put out an article here not too long ago. 95 00:06:15,800 --> 00:06:19,100 That really took some of the ideas and Concepts you've been 96 00:06:19,100 --> 00:06:23,000 working with to the next level in an applied them right over 97 00:06:23,000 --> 00:06:24,800 top of this, the coronavirus stuff. 98 00:06:24,800 --> 00:06:28,700 It's All the 10 ways to protect dealerships in the post 99 00:06:28,700 --> 00:06:33,800 coronavirus era. Yeah, like to talk with you a 100 00:06:33,800 --> 00:06:37,500 little bit about that. Yeah, and I know it's not the 101 00:06:37,500 --> 00:06:41,100 best title. Do your news is actually has 102 00:06:41,100 --> 00:06:44,900 taken the article and they'll be publishing that this Monday in 103 00:06:44,900 --> 00:06:49,100 their March issue. And they've retitled it beating 104 00:06:49,100 --> 00:06:54,700 the covid-19 slump, which is probably more yellow easier and 105 00:06:54,700 --> 00:06:55,200 cats. Here. 106 00:06:55,200 --> 00:06:57,000 That's why they get paid the big bucks. 107 00:06:57,000 --> 00:07:02,000 Actually the professional that actually publicist opposed to me 108 00:07:02,800 --> 00:07:07,900 who's just an amateur but yeah, for sure. 109 00:07:07,900 --> 00:07:14,400 It, you know, really the way that this came about I was I was 110 00:07:14,900 --> 00:07:20,800 on the East Coast last week and I was I was flying back to 111 00:07:20,800 --> 00:07:25,500 Idaho. And well, I was well, I was out 112 00:07:25,500 --> 00:07:29,500 there. I had, I decided to check in 113 00:07:29,500 --> 00:07:34,900 with some dealerships in Rochelle, New York and Seattle 114 00:07:34,900 --> 00:07:38,800 Washington and those two areas. Those two regions are 115 00:07:38,800 --> 00:07:43,300 significant because these are hot spots were early outbreaks. 116 00:07:44,200 --> 00:07:46,900 Where there were a lot of confirmed cases in the United 117 00:07:46,900 --> 00:07:49,900 States that we and Rochelle New York. 118 00:07:52,100 --> 00:07:55,600 And that was, you know, that's five miles away from where I was 119 00:07:55,600 --> 00:07:59,900 the week and a half ago in New York City but that's an area 120 00:08:00,000 --> 00:08:03,400 where there's there was. There may still be but there was 121 00:08:03,400 --> 00:08:06,600 at the time a containment order or National Guard was. 122 00:08:06,700 --> 00:08:10,300 Was there to make sure that the folks in that Community were 123 00:08:10,300 --> 00:08:13,800 quarantined? So pretty major stuff. 124 00:08:13,800 --> 00:08:18,300 You know, in Idaho at the time we didn't have one case and in 125 00:08:18,300 --> 00:08:21,500 the entire state so it felt pretty good. 126 00:08:21,600 --> 00:08:23,500 Good. We were hope we held out pretty 127 00:08:23,600 --> 00:08:27,600 pretty long but there were hot spots and so, the dealerships 128 00:08:27,600 --> 00:08:34,100 that I spoke to at least here in my backyard a week ago, really 129 00:08:34,100 --> 00:08:37,100 very little concern. But when I talked to a 130 00:08:37,108 --> 00:08:42,500 dealership in Seattle, this was a Toyota dealership and they 131 00:08:42,500 --> 00:08:44,700 said, you know, we take a lot of precautions. 132 00:08:44,700 --> 00:08:48,700 We we take steering wheel covers and we put them on all the cars 133 00:08:49,600 --> 00:08:51,400 before we check them into the shop. 134 00:08:51,600 --> 00:08:56,600 Where were using clouds? We're taking extra precautions 135 00:08:56,600 --> 00:09:00,600 to make sure we have a sanitary environment and it was 136 00:09:00,600 --> 00:09:02,200 impressive. I was like whoa, they're really 137 00:09:02,200 --> 00:09:05,100 taking this seriously and they're taking a lot of 138 00:09:05,100 --> 00:09:10,400 precautions for employee and customer safety and and they and 139 00:09:10,400 --> 00:09:13,500 I said, you know, and I mentioned that I said, well, you 140 00:09:13,500 --> 00:09:18,400 guys are doing a lot. What, you know, why is that what 141 00:09:18,400 --> 00:09:19,700 he's saying? And they said, well, a 142 00:09:19,700 --> 00:09:24,800 dealership down. The road had an employee that 143 00:09:24,800 --> 00:09:30,100 had a confirmed case a few days ago and they closed their 144 00:09:30,100 --> 00:09:33,800 dealership over the weekend and they're open again. 145 00:09:34,200 --> 00:09:35,900 So I thought. Wow, that's interesting. 146 00:09:35,900 --> 00:09:39,900 I'll call them. So, so I called that dealership. 147 00:09:40,600 --> 00:09:45,200 This is in the Seattle area and they were reopened. 148 00:09:45,200 --> 00:09:48,200 They said, we cleaned everything, but they didn't 149 00:09:48,200 --> 00:09:54,500 apply any of those same. They, you know, they said, hey 150 00:09:54,500 --> 00:09:57,600 if a salesperson tries to shake your hand, just tell him to back 151 00:09:57,600 --> 00:10:01,500 off. They, I said, well, what if I, 152 00:10:01,700 --> 00:10:04,900 what if I need my car serviced, I'm not comfortable coming into 153 00:10:04,900 --> 00:10:08,700 your dealership. Could you come pick it up and 154 00:10:08,700 --> 00:10:11,100 they said, no, you we don't do that. 155 00:10:11,100 --> 00:10:14,200 We don't have any way to pick up your car to have it serviced and 156 00:10:14,200 --> 00:10:18,900 bring it back to the office and they said, if you wanted to, you 157 00:10:18,900 --> 00:10:20,500 could take it up with management. 158 00:10:20,700 --> 00:10:23,900 So it just Just that enlighten me, I talked to Harley 159 00:10:23,900 --> 00:10:26,600 dealerships, I talked to multi-lane, Powersports 160 00:10:26,600 --> 00:10:31,400 dealerships and you know at this point there wasn't much effect 161 00:10:31,400 --> 00:10:35,200 on business. There wasn't a lot of concern, a 162 00:10:35,200 --> 00:10:41,100 week ago, but just in a couple cases there were. 163 00:10:41,500 --> 00:10:44,200 And so it made me think, you know, there's really there 164 00:10:44,200 --> 00:10:48,400 really are some things like this one dealership that didn't want 165 00:10:48,400 --> 00:10:52,600 to get shut down. They, they were applying some 166 00:10:52,600 --> 00:10:55,200 things that I thought I need to get some of that out there. 167 00:10:55,400 --> 00:10:59,900 And so a lot of what I what I got was from that viewership, 168 00:10:59,900 --> 00:11:04,000 that was in this desperation mode and and so I put that 169 00:11:04,000 --> 00:11:06,700 together with some other things that just from a customer's 170 00:11:06,700 --> 00:11:13,000 perspective as a customer as a writer that and as a former 171 00:11:13,000 --> 00:11:17,000 dealership. What I knew, what I knew that 172 00:11:17,000 --> 00:11:23,400 customers would value especially During this during this pandemic 173 00:11:24,200 --> 00:11:28,000 because we knew even a week ago, this is this is going to get 174 00:11:28,000 --> 00:11:34,900 worse before it gets better. Yeah, you know what's tough as 175 00:11:34,900 --> 00:11:37,300 you think about all the perceptions and how it's been? 176 00:11:38,100 --> 00:11:40,200 I don't know if like for power sports where my home has been 177 00:11:40,200 --> 00:11:42,600 for a lot of years. It's not like there's not plenty 178 00:11:42,600 --> 00:11:46,900 of dealerships with wonderfully clean bathrooms and so on and so 179 00:11:46,900 --> 00:11:49,700 forth. But ultimately, you know, 180 00:11:50,300 --> 00:11:53,100 dealerships in general have I think been given quite a bit of 181 00:11:53,108 --> 00:11:55,400 a pass because their dealerships, if we're talking 182 00:11:55,400 --> 00:11:59,000 power sports, for example, and in a lot of cases, some RV. 183 00:11:59,000 --> 00:12:01,100 Dealerships are the same way because they might operate out 184 00:12:01,100 --> 00:12:03,800 of Some little trailer with a deck on it, you know. 185 00:12:03,800 --> 00:12:06,400 And they're selling RVs out there and they don't mind sort 186 00:12:06,400 --> 00:12:09,700 of the that that's how it set up its maybe keeping everything, 187 00:12:09,700 --> 00:12:13,200 super sanitary hasn't been high on the priority list and give it 188 00:12:13,200 --> 00:12:17,100 a pass and I think that's where I like to think. 189 00:12:17,200 --> 00:12:19,100 Okay. So something drastic enough is 190 00:12:19,100 --> 00:12:23,500 happening that it's a wake-up call because a guy's you're 191 00:12:23,500 --> 00:12:28,100 saying you know the even if you were given a pass before and you 192 00:12:28,108 --> 00:12:30,400 know we're I think we're past and through that. 193 00:12:31,700 --> 00:12:35,600 Whether you're their shared with you or not by a customer or a 194 00:12:35,600 --> 00:12:38,400 fundamentally changed, you know, at this point even though we're 195 00:12:38,400 --> 00:12:41,900 not through it, right? Yeah exactly. 196 00:12:42,000 --> 00:12:47,500 Yeah so my my motivation for writing this article really what 197 00:12:47,500 --> 00:12:53,900 was which which it is available on my LinkedIn page and on 198 00:12:53,900 --> 00:12:56,800 medium but on Monday it'll be available on, do your news. 199 00:12:56,800 --> 00:13:02,800 But really my motivation for writing these things was in 200 00:13:03,200 --> 00:13:06,900 talking to dealerships that were were in the thick of it, 201 00:13:06,900 --> 00:13:10,500 affected the most early on, what did the best. 202 00:13:10,600 --> 00:13:15,900 Of those, how did the best of those react and what are some of 203 00:13:15,900 --> 00:13:19,100 the best things they did? And so, so that really was it 204 00:13:19,100 --> 00:13:24,300 and you mentioned, you know, sanitary environment. 205 00:13:26,200 --> 00:13:31,100 So the first view, you know, one was when I was a dealer it was 206 00:13:31,100 --> 00:13:35,700 kind of a cold gold star for an employee to come in. 207 00:13:36,000 --> 00:13:38,600 If you were a little sick like you just push through it, you 208 00:13:38,600 --> 00:13:40,800 work through it. My granddad taught me that You 209 00:13:40,800 --> 00:13:46,100 know you you you just work through it and you just become a 210 00:13:46,100 --> 00:13:50,100 workaholic and you know a little fever shouldn't hold you back. 211 00:13:50,100 --> 00:13:53,600 Well that's changed now there's no gold star for perfect 212 00:13:53,600 --> 00:13:58,700 attendance and and who we've got to take that seriously, sanitary 213 00:13:58,700 --> 00:14:02,000 environment. So I recommended a beaver 214 00:14:02,000 --> 00:14:06,800 sanitation specialist. So imagine just someone in the 215 00:14:06,800 --> 00:14:10,500 dealership that's assigned each day throughout the day. 216 00:14:10,600 --> 00:14:17,700 To monitor high traffic areas, wipe them down and and just go 217 00:14:17,700 --> 00:14:22,700 overboard on cleanliness and making sure the frequency is 218 00:14:22,700 --> 00:14:25,400 there, especially in the higher traffic areas, all the counters 219 00:14:26,400 --> 00:14:31,200 and you know, more more than ever. 220 00:14:31,800 --> 00:14:36,600 It's critical that were organized and tidy and clean. 221 00:14:36,600 --> 00:14:43,800 And so you know, maybe we You know, we tolerated messy service 222 00:14:43,800 --> 00:14:46,600 counters and parts counters in the past. 223 00:14:46,700 --> 00:14:51,100 Well we need to really make sure that in our dealerships. 224 00:14:51,100 --> 00:14:57,600 We have this image of really, really great organization and 225 00:14:57,700 --> 00:15:00,700 cleanliness. So, important now and then the 226 00:15:00,700 --> 00:15:05,600 third item I talked about was just the handshaking. 227 00:15:05,800 --> 00:15:10,800 If the social Norm that shake hands, hugging's become I'm a 228 00:15:11,000 --> 00:15:13,400 pretty big thing. If you have, you noticed that, 229 00:15:13,400 --> 00:15:15,000 is that the same on the west coast? 230 00:15:15,100 --> 00:15:17,300 Absolutely. Well in some places more than 231 00:15:17,300 --> 00:15:20,700 others, but yeah, a lot of the, you know, the big, whether it's, 232 00:15:20,700 --> 00:15:23,300 you know, two dudes, the big man hug and they hit each other in 233 00:15:23,300 --> 00:15:26,100 the back row. Hearted and yeah, become so 234 00:15:26,100 --> 00:15:28,300 standard the handshake. You know, when would we go 235 00:15:28,300 --> 00:15:31,400 without a handshake of course high-five or like, you're saying 236 00:15:31,400 --> 00:15:37,100 a hug like that? So, Yeah yeah so it's just a 237 00:15:37,108 --> 00:15:39,100 strict policy. Any we have to take it 238 00:15:39,100 --> 00:15:41,400 seriously? Now no handshaking. 239 00:15:41,400 --> 00:15:45,400 No hugging sound silly but need to find another way. 240 00:15:45,400 --> 00:15:53,500 Other ways to show our our respect and appreciation but but 241 00:15:53,500 --> 00:15:58,400 that's something that has to go away and then just the other 242 00:15:58,400 --> 00:16:02,900 precautions. Number four, no Trace using. 243 00:16:04,200 --> 00:16:10,500 Using disposable gloves to as we're handling vehicles and 244 00:16:10,500 --> 00:16:14,400 going from one to another as to just take extra precaution. 245 00:16:14,400 --> 00:16:19,200 Not to spread in this customers. See, service advisors doing that 246 00:16:19,200 --> 00:16:21,400 as they call a motorcycle around, and then change out 247 00:16:21,400 --> 00:16:24,200 their glove. That will give customers a 248 00:16:24,208 --> 00:16:30,500 little more confident and and it also will help keep from 249 00:16:31,000 --> 00:16:35,300 spreading infectious disease. And then, you know, the other 250 00:16:35,300 --> 00:16:38,600 items that I talked about, those are kind of the first for the 251 00:16:38,600 --> 00:16:42,500 other items are to promote employee and customer safety, 252 00:16:42,800 --> 00:16:48,600 but also they're coupled with. With customer accommodation 253 00:16:48,600 --> 00:16:52,300 during a time, when a lot of our customers, there's a lot of 254 00:16:52,300 --> 00:16:56,700 anxiety. There's a lot of trepidation 255 00:16:57,000 --> 00:16:59,900 just like I was a little concerned about going into the 256 00:16:59,908 --> 00:17:06,500 dealership couple days after You know an employee was sent home 257 00:17:06,500 --> 00:17:09,800 with convert confirm coronavirus, you don't know what 258 00:17:09,800 --> 00:17:14,300 other employees have it. So during that time we can we 259 00:17:14,300 --> 00:17:20,300 can accommodate customers in a marvelous way and and help them 260 00:17:20,300 --> 00:17:24,200 have continuous service and the confidence that they have 261 00:17:24,200 --> 00:17:28,800 support from dealerships to continue to pursue that passion 262 00:17:28,800 --> 00:17:32,700 that we talked about, I call it social distance writing. 263 00:17:34,500 --> 00:17:37,100 You know, we need, we've got to continue to enable that for 264 00:17:37,100 --> 00:17:42,300 customers. That was in. 265 00:17:42,700 --> 00:17:46,500 Were you saying that was number five on your list? 266 00:17:47,500 --> 00:17:50,300 Yeah. So those are the first four so 267 00:17:50,500 --> 00:17:55,700 so going through five through 10, okay? 268 00:17:55,800 --> 00:18:04,400 You've got a virtual showroom, so The websites that dealerships 269 00:18:04,400 --> 00:18:08,900 have now. Need transparent information on 270 00:18:09,300 --> 00:18:13,300 everything. The dealership has in inventory 271 00:18:14,000 --> 00:18:17,900 available to pick up or to be delivered today. 272 00:18:18,700 --> 00:18:23,100 And so I think there's a lot of years that do a great job with 273 00:18:23,100 --> 00:18:27,800 keeping their used inventory up to date, you know, every day at 274 00:18:27,800 --> 00:18:33,100 least it's being updated. But this goes beyond that to 275 00:18:33,600 --> 00:18:37,400 provide more information to customers online about parts 276 00:18:37,400 --> 00:18:41,900 accessories, service, jobs that are available. 277 00:18:42,400 --> 00:18:45,400 What the pricing is, so that customers can go onto the 278 00:18:45,400 --> 00:18:51,500 website and have this virtual real-time virtual showroom. 279 00:18:52,100 --> 00:18:58,000 That's a tougher one, because it's really not available yet, 280 00:18:58,200 --> 00:19:00,200 but we've got to work towards that. 281 00:19:00,800 --> 00:19:04,900 We've got to work towards that. It's you're speaking my language 282 00:19:04,900 --> 00:19:07,800 from, you know, obviously the sort of what I do day in and day 283 00:19:07,800 --> 00:19:10,000 out which is talking about you know, advertising in units 284 00:19:10,000 --> 00:19:14,300 listed and and and and the depth of making sure what we see 285 00:19:14,300 --> 00:19:17,800 obviously is that the better merchandise, the more of the 286 00:19:17,800 --> 00:19:22,300 story, you're able to invest in it and it's displayed online for 287 00:19:22,300 --> 00:19:27,600 someone obviously, the quicker, the turn happens on them, 288 00:19:27,600 --> 00:19:31,000 becoming an owner, but in the same way, Is what you're talking 289 00:19:31,000 --> 00:19:32,800 about. I've said for the last couple 290 00:19:32,800 --> 00:19:35,400 years and talk to guys and I get a lot of pushback if I'm having 291 00:19:35,400 --> 00:19:38,000 a conversation with somebody on like a Facebook group or 292 00:19:38,000 --> 00:19:42,100 whatever. And I say, you know, I really 293 00:19:42,100 --> 00:19:46,100 wish right now that when I'm interested in something for my 294 00:19:46,100 --> 00:19:50,300 motorcycle motorcycle acts, I'd love to be able to jump on my 295 00:19:50,300 --> 00:19:54,700 most close proximity dealership because I've got plenty of guys 296 00:19:54,700 --> 00:19:57,300 here in different dealerships that I'm friends with I buy 297 00:19:57,300 --> 00:19:59,200 from, you know, occasionally as I need things. 298 00:19:59,900 --> 00:20:03,000 But why don't you begin to make it a little easier for me if I 299 00:20:03,000 --> 00:20:05,400 want to be like, man, what do you have in stock for my 300 00:20:05,400 --> 00:20:10,000 Goldwing by 2018 Goldwing? And, you know, I want something 301 00:20:10,100 --> 00:20:13,300 new and snazzy on their, you know, whatever that is, you 302 00:20:13,300 --> 00:20:16,500 know, not the kuryakin book. I do want to put the kuryakin 303 00:20:16,500 --> 00:20:18,700 book at it but like, maybe I want a new windscreen. 304 00:20:18,700 --> 00:20:21,900 Maybe I want a new see, baby. I want a new name that thing and 305 00:20:22,400 --> 00:20:25,000 I said, you know, I know it's a big of a big hill to climb for 306 00:20:25,000 --> 00:20:27,400 guys, especially with it with a decent sized inventory. 307 00:20:27,700 --> 00:20:30,700 But shouldn't I be able to go to your website, Website and 308 00:20:30,700 --> 00:20:33,800 shouldn't I be able to search and say, you know, name these 309 00:20:33,800 --> 00:20:36,400 things that are for Goldwing or name that item. 310 00:20:36,400 --> 00:20:38,800 Maybe if I do my own homework and find an item number, maybe 311 00:20:38,800 --> 00:20:41,900 you've got them listed somewhere like you're saying in real time 312 00:20:42,500 --> 00:20:45,100 and then I can blast out an email or I can pay ahead and 313 00:20:45,600 --> 00:20:49,500 pull up and pick the thing up without, you know, blown my 314 00:20:49,500 --> 00:20:53,600 whole day out, you know. So I think again, this is in the 315 00:20:53,600 --> 00:20:56,700 times, we're in, I like to think maybe we'll move some of those 316 00:20:56,700 --> 00:20:58,800 pieces because we have to in that direction. 317 00:20:58,800 --> 00:21:02,100 I'd like to think that that's, Absolutely. 318 00:21:02,100 --> 00:21:04,300 Yeah, we've got to get to real time, inventory. 319 00:21:04,300 --> 00:21:07,300 What's available today in the dealership? 320 00:21:07,400 --> 00:21:11,800 We got to think broader in terms of everything parts, accessories 321 00:21:11,800 --> 00:21:14,700 services. In addition to the vehicle 322 00:21:14,800 --> 00:21:21,300 number seven is is the oh I don't want to skip six number 323 00:21:21,300 --> 00:21:24,200 six. It's just this idea of virtual 324 00:21:24,200 --> 00:21:30,400 advising and sales and so this is the Cyber salesperson so 325 00:21:30,400 --> 00:21:34,300 customer. MERS in Zoom. 326 00:21:34,300 --> 00:21:38,100 If you want to stock that's on fire, invest in Zoom right now. 327 00:21:38,100 --> 00:21:43,100 The web conference is is becoming a pretty big deal now 328 00:21:43,100 --> 00:21:47,100 with all the work from home. So our customers more and more, 329 00:21:47,700 --> 00:21:49,600 they'll be very, very comfortable. 330 00:21:49,900 --> 00:21:53,300 A few months from now communicating over web 331 00:21:53,300 --> 00:21:56,100 conferencing apps. So, this might be FaceTime. 332 00:21:56,400 --> 00:22:02,000 Google me Google Hangouts Facebook, That I think it's 333 00:22:02,000 --> 00:22:09,400 workplace Zoom meetings and our teams at the dealership need to 334 00:22:09,400 --> 00:22:12,000 enable these kinds of interactions. 335 00:22:12,000 --> 00:22:17,700 So if a customer is a customer's home or in the office and 336 00:22:17,700 --> 00:22:22,200 they're interested in what that kuryakin, windshield maybe looks 337 00:22:22,200 --> 00:22:26,600 like and to confirm that it fits, they might want to connect 338 00:22:26,600 --> 00:22:32,900 over FaceTime with a parts expert that can talk to them 339 00:22:32,900 --> 00:22:38,500 about that, face-to-face, through the foam and show them a 340 00:22:38,500 --> 00:22:40,100 couple options that are available. 341 00:22:41,400 --> 00:22:45,200 And so, you know, imagine them holding it up to a bike in the 342 00:22:45,200 --> 00:22:47,900 showroom so that the customer can see what that looks like 343 00:22:48,000 --> 00:22:51,100 this real-time. And so, this is this virtual 344 00:22:51,100 --> 00:22:55,200 advising cyber salesperson. It's not futuristic. 345 00:22:55,200 --> 00:22:58,800 We have the technology already to do that and we can 346 00:22:58,800 --> 00:23:02,400 accommodate customers in that, That way the same is true for 347 00:23:02,400 --> 00:23:06,200 service, how powerful will be for a service advisor to do a 348 00:23:06,208 --> 00:23:11,100 FaceTime call with a customer to show them. 349 00:23:12,600 --> 00:23:17,100 Show them, what is going to be repaired on their bike? 350 00:23:17,800 --> 00:23:20,500 That's a powerful thing. We already have the tech to do 351 00:23:20,500 --> 00:23:30,700 it, so why not? So the the next one is this idea 352 00:23:30,700 --> 00:23:35,700 of the seven, which would be scheduled shopping Sprint, so a 353 00:23:35,700 --> 00:23:42,500 customers prefer or need to visit the dealership then 354 00:23:42,500 --> 00:23:46,500 scheduling appointments is even more critical and, and a lot of 355 00:23:46,500 --> 00:23:50,200 dealerships, some are just getting shut down. 356 00:23:50,200 --> 00:23:53,500 All together with Governor orders in some state. 357 00:23:53,500 --> 00:23:56,000 Pennsylvania is one of Those that was that. 358 00:23:56,000 --> 00:24:00,900 Just shut down all the dealerships there yesterday, but 359 00:24:00,900 --> 00:24:07,800 those that are allowed to keep the doors open, at least the 360 00:24:07,808 --> 00:24:12,700 back doors, could kill schedule. Private appointments with 361 00:24:12,700 --> 00:24:17,300 customers, even if your showroom is open scheduling these 362 00:24:17,300 --> 00:24:24,500 appointment and then ensuring that At the i's are dotted and 363 00:24:24,500 --> 00:24:26,700 T's are crossed before the customers there. 364 00:24:26,700 --> 00:24:29,400 So it's not a six-hour shopping experience, that's really 365 00:24:29,400 --> 00:24:32,900 Unthinkable. The these appointments, these 366 00:24:32,900 --> 00:24:35,900 shopping experiences to pick up a new motorcycle. 367 00:24:35,900 --> 00:24:39,600 I should be able to go, go to the dealership and out the door 368 00:24:39,600 --> 00:24:45,000 within 60 minutes and so improving that process. 369 00:24:45,000 --> 00:24:49,100 So the customer that does come to visit so that they're not 370 00:24:49,100 --> 00:24:51,200 stuck. In the dealership for six hours, 371 00:24:51,200 --> 00:24:57,400 they can be outright. A lot quicker and then eight is 372 00:24:57,600 --> 00:24:59,500 just closing the door on open houses. 373 00:24:59,500 --> 00:25:02,300 There's no more no more hot dog parties. 374 00:25:03,300 --> 00:25:06,300 At least I don't see it. The days of cramming as many 375 00:25:06,300 --> 00:25:10,200 people in your showroom as possible, hoping that the fire 376 00:25:10,200 --> 00:25:13,200 marshal doesn't doesn't shut you down. 377 00:25:14,700 --> 00:25:17,000 That's just not realistic anymore. 378 00:25:18,000 --> 00:25:23,100 So, individual experiences with customers, Hours and creating 379 00:25:23,100 --> 00:25:28,600 personalized experiences is really the future. 380 00:25:29,000 --> 00:25:31,600 And so instead of a big open house where you cram a bunch of 381 00:25:31,700 --> 00:25:37,300 folks in identifying and customizing experience, for each 382 00:25:37,300 --> 00:25:42,500 customer is is what will be preferred and this might be 383 00:25:42,900 --> 00:25:47,300 hoping a future writer, a potential writer have a coaching 384 00:25:47,300 --> 00:25:51,900 experience at the dealership where you're teaching them. 385 00:25:52,100 --> 00:25:56,800 How to ride a motorcycle. This could be a number of 386 00:25:56,800 --> 00:25:59,300 different things. But having personalized 387 00:25:59,300 --> 00:26:03,900 experiences with customers is is even more important now, because 388 00:26:03,900 --> 00:26:08,200 these big open houses and parties with hot dogs and 389 00:26:08,200 --> 00:26:10,900 Macho's, that's a thing of the past. 390 00:26:13,600 --> 00:26:16,800 Do you like hot dogs? Brian, you know, if I'm hungry 391 00:26:16,800 --> 00:26:19,900 enough, I'll eat hotdogs, but I can tell you, it's funny. 392 00:26:19,900 --> 00:26:23,000 It's been a lot of years since I've been a part of a dealer 393 00:26:23,000 --> 00:26:25,800 open house in that sort of old school way, the way I grew up, 394 00:26:25,800 --> 00:26:27,000 you know, that that was what they were. 395 00:26:27,000 --> 00:26:30,400 You should up and hotdogs and look at the bike and throw your 396 00:26:30,400 --> 00:26:32,200 leg over and hopefully, it doesn't fall down your kid. 397 00:26:32,200 --> 00:26:34,300 You're not really supposed to be in there and sort of the, you 398 00:26:34,300 --> 00:26:37,700 know, being in love with that, for the rest of my life. 399 00:26:37,700 --> 00:26:41,300 But in more recent years, when I see open houses happening, it 400 00:26:41,300 --> 00:26:44,100 doesn't Feel like an open house in most cases and I'm not 401 00:26:44,100 --> 00:26:47,200 obviously some guys really do it up and they probably do a really 402 00:26:47,200 --> 00:26:50,800 killer job on it, but I witnessed a lot more distancing 403 00:26:50,800 --> 00:26:52,600 from that being a reality. It feels like over the last 404 00:26:52,600 --> 00:26:56,500 couple of years. Yeah, so so if you're coming 405 00:26:56,500 --> 00:27:00,600 into my dealership, maybe I'll find out if you're coming in 406 00:27:00,600 --> 00:27:02,900 during lunch. Time, I'll find out what you 407 00:27:02,900 --> 00:27:06,100 like to eat. I'll I'll order in lunch for you 408 00:27:06,700 --> 00:27:08,800 and it'll be, it'll be personalized. 409 00:27:08,800 --> 00:27:11,900 So if you don't want a hot dog, you want to do want a Philly, 410 00:27:11,900 --> 00:27:16,600 cheesesteak wheel will make that happen and that'll be part of 411 00:27:16,600 --> 00:27:19,000 your experience. So I think Hott Dogg. 412 00:27:19,000 --> 00:27:21,300 I'm not against hot. I'm not anti hot dog. 413 00:27:21,300 --> 00:27:24,200 I want to make that clear in a lobbyist going to call. 414 00:27:26,700 --> 00:27:30,500 I'm just for individualized experiences, right? 415 00:27:31,000 --> 00:27:37,800 And then and then nine is this, this idea of pickup and delivery 416 00:27:38,600 --> 00:27:41,700 and there's a lot of other business models that have been 417 00:27:41,700 --> 00:27:45,200 around for a while. Pizza made it, you know, made 418 00:27:45,200 --> 00:27:51,400 their industry off of local delivery services and now it's 419 00:27:51,400 --> 00:27:53,400 everything. You can get everything delivered 420 00:27:53,400 --> 00:27:57,400 in food service. Isis now with with all the apps 421 00:27:57,400 --> 00:28:01,100 and all the services, Uber Eats and everything else, but 422 00:28:01,100 --> 00:28:03,700 customers have big becoming accustomed to that. 423 00:28:04,100 --> 00:28:10,600 However, given covid-19 now it's, it's not just about 424 00:28:10,600 --> 00:28:13,500 convenience but now it's about safety as well. 425 00:28:13,500 --> 00:28:21,700 And so this is something that dealerships can get really all 426 00:28:21,700 --> 00:28:26,200 in on and making it an Option with every customer interaction. 427 00:28:26,200 --> 00:28:31,400 So finding out, would you prefer to come in at a specific time to 428 00:28:31,400 --> 00:28:34,800 pick it up? Or would you like me to deliver 429 00:28:34,800 --> 00:28:37,600 that to your home or storage unit or office? 430 00:28:39,000 --> 00:28:47,400 Just two days ago, Camping World launched a campaign where 431 00:28:47,800 --> 00:28:51,800 they're now big now enable customers to be able to go onto 432 00:28:51,800 --> 00:28:55,100 their website select an RV. Buy it. 433 00:28:55,600 --> 00:28:58,400 Print the paperwork sign it mail. 434 00:28:58,400 --> 00:29:04,200 It back to Camping World and schedule a day for their new rvw 435 00:29:04,200 --> 00:29:07,700 be delivered. Starting just two, just two days 436 00:29:07,700 --> 00:29:09,900 ago. Camping world has made it 437 00:29:09,900 --> 00:29:15,600 possible to buy an RV. Regardless of where you are and 438 00:29:15,600 --> 00:29:18,800 you never have to set foot in that dealership. 439 00:29:19,100 --> 00:29:21,600 I think that's powerful. I don't think everyone's going 440 00:29:21,600 --> 00:29:23,500 to do that. I don't think everyone's going 441 00:29:23,500 --> 00:29:27,700 to prefer to not go into the dealership but I think it's 442 00:29:27,700 --> 00:29:33,800 brilliant given their older demographic that that is now a 443 00:29:33,800 --> 00:29:36,200 service that they provide that's a possibility. 444 00:29:36,800 --> 00:29:44,500 And so regardless of whether that Kuryakin accessories or a, 445 00:29:44,500 --> 00:29:50,900 they knew four-wheeler, or a, a warranty repair that needs to be 446 00:29:50,900 --> 00:29:58,100 performed pickup, and delivery needs to be a, just one of the 447 00:29:58,100 --> 00:30:02,300 services that's available at local dealerships. 448 00:30:03,600 --> 00:30:07,400 Soooo. What do you have delivered today 449 00:30:07,400 --> 00:30:11,000 that you didn't have delivered ten years ago? 450 00:30:11,100 --> 00:30:16,300 Friend, lots of things. My, my wife got real. 451 00:30:16,300 --> 00:30:18,900 I don't know, I mean, I think Hillsboro Oregon where I sit 452 00:30:20,400 --> 00:30:23,500 probably because they built one of the Amazon big old warehouses 453 00:30:23,500 --> 00:30:26,200 and little Network that went with it of people delivering 454 00:30:26,200 --> 00:30:28,800 within minutes of your order. Almost, you know, I mean, in 455 00:30:28,800 --> 00:30:30,700 delivery times that are really close to real time. 456 00:30:30,700 --> 00:30:34,200 Anyway, we started doing that and then I talk to people in 457 00:30:34,200 --> 00:30:36,500 different parts of the country where I grew up in back east 458 00:30:36,500 --> 00:30:39,500 and, you know, Midwest. And, you know, of course, that 459 00:30:39,500 --> 00:30:41,800 they didn't know that existed, yet, when we started doing it, I 460 00:30:41,808 --> 00:30:44,400 was like, oh wow, I didn't know where's Trailblazer just became 461 00:30:44,400 --> 00:30:46,800 normal all of a sudden here because it existed, you know. 462 00:30:46,800 --> 00:30:49,100 And then the idea that, of course, lots of food. 463 00:30:49,600 --> 00:30:52,700 We're not doing a lot of that right now but we are in fact 464 00:30:52,700 --> 00:30:55,000 we're doing it, maybe the other, wait, needing a reason to get 465 00:30:55,000 --> 00:30:57,600 out of the house and running to a restaurant. 466 00:30:57,600 --> 00:30:59,400 That doesn't let you dine in their dining room but you can 467 00:30:59,400 --> 00:31:02,300 get some to-go order from them. Support local business that way. 468 00:31:02,800 --> 00:31:05,600 But Yeah, honestly, it's a lot of things. 469 00:31:05,600 --> 00:31:09,300 And I think that's maybe the big shift, you know what has 470 00:31:09,300 --> 00:31:10,900 occurred? And here we go. 471 00:31:11,300 --> 00:31:14,700 Anything motorcycle. I remember though, working at 472 00:31:14,700 --> 00:31:19,700 Shops, let's call it in the late 90s, early 2000s and just 473 00:31:19,700 --> 00:31:22,900 knowing as a parts guy parts manager doing that, like we 474 00:31:22,908 --> 00:31:24,900 really should have a delivery service and of course then it 475 00:31:24,900 --> 00:31:27,400 makes me think of like, you know, NAPA Auto Parts and you 476 00:31:27,400 --> 00:31:30,300 picture the guy in the little, the little car, you know, with a 477 00:31:30,308 --> 00:31:33,400 little baseball gonna happen. Yeah. 478 00:31:33,700 --> 00:31:35,800 Yeah, and it was like well that's not we're not going to do 479 00:31:35,800 --> 00:31:37,600 that, that's not gonna be us you know, it'll be just somebody in 480 00:31:37,600 --> 00:31:39,600 their personal car, a little shop car whatever. 481 00:31:39,600 --> 00:31:42,400 But you know, my mind it was like we should be doing that. 482 00:31:42,400 --> 00:31:45,100 Like I can't get everybody to always come here. 483 00:31:45,100 --> 00:31:47,400 Maybe the traffic some bear, you know, they don't really want to 484 00:31:47,400 --> 00:31:49,900 deal with it. Or they don't really come to 485 00:31:49,900 --> 00:31:51,200 this side of town. They don't really know where we 486 00:31:51,200 --> 00:31:54,300 are, they have an ID, you know, whatever the holdup was, I 487 00:31:54,300 --> 00:31:58,200 really thought, you know, this is that was 30 years ago or 488 00:31:58,200 --> 00:32:00,400 whatever, 20, some years ago. I really thought we should have 489 00:32:00,400 --> 00:32:04,300 been doing it then. But I should said now it's, you 490 00:32:04,300 --> 00:32:07,100 know, it's a perception thing. Maybe it's actually a health 491 00:32:07,400 --> 00:32:09,900 thing for somebody to be like, you know, I'd let you show up 492 00:32:09,900 --> 00:32:11,800 and hand me something. At my doorstep. 493 00:32:12,300 --> 00:32:15,500 I'm not setting foot in another location today or tomorrow or 494 00:32:15,500 --> 00:32:19,400 next month or whatever. Yeah, used to just be about 495 00:32:19,400 --> 00:32:22,700 yesterday, it was just about convenience for the customer 496 00:32:23,500 --> 00:32:25,800 today. It's about convenience and 497 00:32:25,800 --> 00:32:29,300 safety. And so with the weight of that, 498 00:32:29,300 --> 00:32:33,300 it's a, it's a very relevant. It's something that every 499 00:32:33,300 --> 00:32:38,600 dealership needs to, seriously, consider if it's not actively 500 00:32:39,100 --> 00:32:45,500 being actively promoted. I dealership recently in 501 00:32:45,500 --> 00:32:50,000 Arizona, closed closed through the end of the month and then 502 00:32:50,000 --> 00:32:53,300 they're going to reassess because of the coronavirus 503 00:32:53,300 --> 00:32:59,500 outbreak in that region. And They offered their eat an 504 00:32:59,500 --> 00:33:01,700 email address. If you need anything email us 505 00:33:02,600 --> 00:33:05,400 and I think that's good. I think it's good that you're 506 00:33:05,400 --> 00:33:09,200 available. I think it better and I think 507 00:33:09,200 --> 00:33:13,700 it's, you know, even if I would say best, if the communication 508 00:33:13,700 --> 00:33:21,600 was so clear, that customers knew that we're available to 509 00:33:22,300 --> 00:33:27,700 provide pickup and delivery rather than If you need 510 00:33:27,700 --> 00:33:30,100 anything, let us know. Let's be very deliberate and 511 00:33:30,100 --> 00:33:34,700 clear about providing that service to customers. 512 00:33:34,700 --> 00:33:40,000 I think it's critical and then number 10 is on in a similar 513 00:33:40,000 --> 00:33:45,400 vein mobile, mobile service, which is to say that there's a 514 00:33:45,400 --> 00:33:50,500 lot of jobs. There's some maintenance and you 515 00:33:50,500 --> 00:33:52,700 know the technicians would be the experts here. 516 00:33:52,700 --> 00:33:56,800 How far you could or would want to go with mobile. 517 00:33:57,000 --> 00:34:01,000 Service, but there's some repair maintenance or installation that 518 00:34:01,000 --> 00:34:06,000 can happen on site and so rather than driving the customer's 519 00:34:06,000 --> 00:34:12,000 vehicle back and forth. Going going to the customers 520 00:34:12,699 --> 00:34:16,900 where the customer's vehicle is and Performing that repair on 521 00:34:16,900 --> 00:34:22,800 site is a service. That is becoming more and more 522 00:34:22,800 --> 00:34:28,100 popular in the Auto industry and other verticals. 523 00:34:29,300 --> 00:34:36,500 For Powersports dealerships. This is something that that this 524 00:34:36,600 --> 00:34:41,800 outbreak, this pandemic could increase demand for that and 525 00:34:41,800 --> 00:34:48,000 dealerships that offer the Souris could retain and increase 526 00:34:48,000 --> 00:34:52,300 customer lifetime value in addition to providing again. 527 00:34:53,199 --> 00:34:57,800 Safety value prop for customers during this time. 528 00:35:00,400 --> 00:35:03,700 I'm and that's that's that's my 10. 529 00:35:03,700 --> 00:35:05,400 So I gave away the whole article. 530 00:35:05,400 --> 00:35:09,500 Basically I think it'll it'll be okay. 531 00:35:11,400 --> 00:35:14,600 It'll be very shareable, you know, definitely I'll put the 532 00:35:14,600 --> 00:35:17,300 I'll put a link to dealer news even though I don't have the 533 00:35:17,300 --> 00:35:19,900 actual URL for the link where it'll be, they'll be able to 534 00:35:19,900 --> 00:35:22,200 find it on dealer news when they listen to this. 535 00:35:22,200 --> 00:35:25,300 You know, if you're saying it's coming out on Monday plus you 536 00:35:25,300 --> 00:35:27,400 know, if you guys don't know Jared, maybe connect with them 537 00:35:27,400 --> 00:35:30,300 on LinkedIn. He's really just a lot of these 538 00:35:30,400 --> 00:35:32,700 Resting articles. This isn't this isn't a One-Shot 539 00:35:32,700 --> 00:35:34,700 deal for you to put out something that's just super 540 00:35:34,700 --> 00:35:38,200 valuable for us from you know, me and then ideas that I 541 00:35:38,200 --> 00:35:40,100 immediately I'm like yes yes, yes. 542 00:35:40,100 --> 00:35:43,300 We should be doing that and in these times I was thinking if 543 00:35:43,300 --> 00:35:46,500 there's a couple of these that it got me thinking about 544 00:35:46,500 --> 00:35:49,300 different things and I guess I don't know. 545 00:35:49,300 --> 00:35:51,200 I don't I mean hopefully you've got a few more minutes to chat. 546 00:35:51,200 --> 00:35:53,600 I think we're talking about, you know, can we get it close to a 547 00:35:53,600 --> 00:35:56,600 half hour? We've blown past that now but I 548 00:35:56,600 --> 00:36:00,200 have more ideas or more questions maybe for you either. 549 00:36:00,400 --> 00:36:02,700 The way to look at it. What? 550 00:36:02,700 --> 00:36:07,600 Yeah certainly I guess my disclaimer as well as I am. 551 00:36:07,600 --> 00:36:13,900 Definitely not the coronavirus expert and I'm I'm You know, I'm 552 00:36:13,900 --> 00:36:17,700 a former dealer gone Rogue really. 553 00:36:18,200 --> 00:36:24,000 And and the thing for me is I this is a nerve-wracking time as 554 00:36:24,000 --> 00:36:30,600 a dealership, I bought out my boss in early, 1999, one year 555 00:36:30,600 --> 00:36:36,400 later, the tech, the, the tech Bubble Burst, you know, and that 556 00:36:36,400 --> 00:36:40,600 was the.com bubble, that that made it really tough for the 557 00:36:40,600 --> 00:36:45,100 next couple of years. And And and this, this may be 558 00:36:45,100 --> 00:36:50,800 even tougher, you know, 08-09 was was really tough and, and 559 00:36:50,800 --> 00:36:58,500 hopefully we see a b curve with this and traffic is customer 560 00:36:58,500 --> 00:37:03,600 traffic, is it something that lightens a little but picks 561 00:37:03,600 --> 00:37:07,700 right back up. I'm optimistic, but we have to 562 00:37:07,700 --> 00:37:13,600 prepare for the weeks potentially months that this may 563 00:37:13,600 --> 00:37:19,300 last and then we've got to be ready for the long term. 564 00:37:19,400 --> 00:37:23,200 The long term, cultural shift and how we adapt to customer 565 00:37:23,200 --> 00:37:26,800 preferences going forward. So yeah. 566 00:37:26,800 --> 00:37:32,200 So I would love to, I got a little more time so I'd love to 567 00:37:32,200 --> 00:37:37,600 hear your your ideas and Question, well, definitely not 568 00:37:37,600 --> 00:37:39,200 the coronavirus expert. No, yeah. 569 00:37:39,200 --> 00:37:41,800 Yeah. I mean either unfortunately, and 570 00:37:41,800 --> 00:37:44,100 it sounds like the people that are experts are still continuing 571 00:37:44,100 --> 00:37:48,200 to learn is it you know as more information is made available or 572 00:37:48,200 --> 00:37:51,900 as it becomes a bigger issue and they have a different sort of a 573 00:37:51,900 --> 00:37:54,800 mental grasp on the situation where we're headed. 574 00:37:54,800 --> 00:37:59,000 But I started thinking the other day about you know we go to we 575 00:37:59,000 --> 00:38:03,400 go to name, you know, drive-thru restaurant and I am, you know 576 00:38:03,408 --> 00:38:05,900 I'm not in there. My shoes aren't Germs on them 577 00:38:05,900 --> 00:38:09,300 from their location, but I just handed them something out of my 578 00:38:09,300 --> 00:38:12,900 wallet, to pay for my order, that they're then touching, and 579 00:38:12,900 --> 00:38:16,300 then handing back to me and it goes back in my wallet, you 580 00:38:16,300 --> 00:38:19,700 know, goes in my pocket, right? I've been thinking a literally 581 00:38:19,700 --> 00:38:21,400 these last whatever handful of days. 582 00:38:21,400 --> 00:38:23,100 With all this, I started thinking well I guess I'm about 583 00:38:23,100 --> 00:38:28,700 to sign up for my, my phone's little, you know, internal chip 584 00:38:28,700 --> 00:38:30,700 thingy that. I hold next to their credit card 585 00:38:30,700 --> 00:38:33,700 machine, you know? Like I could do to Starbucks or 586 00:38:33,700 --> 00:38:34,500 whatever, you know. Doc. 587 00:38:34,500 --> 00:38:36,400 Okay. Yeah, exactly. 588 00:38:36,400 --> 00:38:39,500 And I'm on an Android. But, you know, I've got Samsung 589 00:38:39,500 --> 00:38:42,200 or Android versions of that. Same thing, I think even Google 590 00:38:42,200 --> 00:38:46,100 has it or whatever now, but right, and it started making me 591 00:38:46,100 --> 00:38:49,600 think like between that and like, you know, the idea that I 592 00:38:49,607 --> 00:38:52,100 should be able to walk up to the doors at a dealership, a very 593 00:38:52,100 --> 00:38:55,100 high touch area, right? Sort of the Fatal funnel, if you 594 00:38:55,100 --> 00:38:58,600 will of high-touch, you know, that should have an automatic 595 00:38:58,600 --> 00:39:02,000 door opener or should have the little foot thingy that I put my 596 00:39:02,000 --> 00:39:04,300 foot on right, and pull the door open, instead of touching it 597 00:39:04,300 --> 00:39:05,600 with the hands, right? Right. 598 00:39:06,200 --> 00:39:08,700 Is there any reason that you feel like some of that stuff 599 00:39:08,700 --> 00:39:12,800 hasn't caught on more in the retail stores that we interact 600 00:39:12,800 --> 00:39:14,800 with? Yeah, I know. 601 00:39:14,800 --> 00:39:19,000 And this, this list is not, for sure, not a comprehensive list. 602 00:39:19,000 --> 00:39:21,400 I think that we need ideas to add to it. 603 00:39:21,400 --> 00:39:29,000 And those are those kinds of things are Innovations and, you 604 00:39:29,000 --> 00:39:31,800 know, improvements to accommodate the same things, the 605 00:39:31,800 --> 00:39:38,100 same issues, you know, sliding Magic doors are in in some deers 606 00:39:38,100 --> 00:39:41,500 but you rarely see them. They're just, you know, there's 607 00:39:41,500 --> 00:39:46,400 there's a investment that you make as a dealer in upgrading 608 00:39:46,400 --> 00:39:51,100 these kinds of things and and it can't happen overnight. 609 00:39:51,100 --> 00:39:57,200 Because some of these adjustments are, you know, 610 00:39:57,200 --> 00:40:00,900 they're they're expensive but I think adoption will definitely 611 00:40:00,900 --> 00:40:07,700 be accelerated with things like that because of Of of the risks 612 00:40:08,300 --> 00:40:10,500 that exist in today's environment. 613 00:40:10,600 --> 00:40:13,100 So, absolutely, I think those are great ideas. 614 00:40:13,600 --> 00:40:17,600 I'm going to I'm going to add those in as number 11 and 12. 615 00:40:17,600 --> 00:40:22,300 There you go. Well and then I guess, you know, 616 00:40:22,300 --> 00:40:27,900 for some, you know, feeling on real-life sort of strategies or 617 00:40:27,900 --> 00:40:30,400 whatever, take those may be the worst case example. 618 00:40:30,400 --> 00:40:33,000 Right now, you've got like you'd said, if it's if it's 619 00:40:33,000 --> 00:40:35,100 Pennsylvania I'm not sure and you've got, you know, maybe 620 00:40:35,300 --> 00:40:37,800 Varinia, these different places that have done some lockdown, 621 00:40:39,200 --> 00:40:43,100 you know, where, what should a dealer be doing? 622 00:40:43,100 --> 00:40:46,300 Let's say, for example, they, they can't have physical. 623 00:40:46,500 --> 00:40:50,100 The doors open, people can come in, maybe they can't even do 624 00:40:51,400 --> 00:40:53,800 appointment, setting appointments today, right? 625 00:40:53,800 --> 00:40:55,400 So maybe they can't even do that. 626 00:40:55,700 --> 00:40:57,800 Where should they go? So, they've got some action, 627 00:40:57,800 --> 00:41:01,200 they've got something they're working on, would it be, would 628 00:41:01,200 --> 00:41:05,000 you have them working on making sure their virtual showroom is? 629 00:41:05,200 --> 00:41:07,800 Is like, what's the plan to ratchet and build that out? 630 00:41:07,800 --> 00:41:10,700 Because, you know, I can tell you from the cycle trader, an RV 631 00:41:10,700 --> 00:41:13,500 Trader side of things people haven't stopped shopping. 632 00:41:13,800 --> 00:41:15,800 I mean, people are at home with time on their hands. 633 00:41:15,800 --> 00:41:18,500 They're probably doing more. I haven't gotten to pull all the 634 00:41:18,500 --> 00:41:22,200 analytics, but I'm still seeing lots of activity on my 635 00:41:22,200 --> 00:41:24,900 customers. What would you say to someone 636 00:41:24,900 --> 00:41:27,600 who's literally, you know, not in their store right now? 637 00:41:27,600 --> 00:41:32,300 What would they be working on? I think you're spot on i instead 638 00:41:32,300 --> 00:41:36,900 of visiting. All the way visiting a showroom 639 00:41:37,100 --> 00:41:44,000 in favor of cycle trader today. So that I can gather as much 640 00:41:44,000 --> 00:41:50,500 information as I can in, you know, in my own environment 641 00:41:50,500 --> 00:41:55,500 because I know I can control that and then it's it's a 642 00:41:55,500 --> 00:41:58,700 communication plan and do what you can. 643 00:41:58,700 --> 00:42:07,700 So being available Through. With a virtual, you know, the 644 00:42:07,700 --> 00:42:13,200 Cyber salesperson sounds like something from a futuristic 645 00:42:13,200 --> 00:42:16,800 movie. But virtual advising and sales 646 00:42:16,800 --> 00:42:19,000 is something that we can enable right away. 647 00:42:19,100 --> 00:42:25,100 And and, you know, are all of our employees are armed with 648 00:42:25,100 --> 00:42:30,000 cell phones and can FaceTime or Google meet the that's an 649 00:42:30,000 --> 00:42:33,700 opportunity to just inform customers. 650 00:42:33,800 --> 00:42:37,600 Hours that we can do that. And then establishing guidelines 651 00:42:38,000 --> 00:42:43,700 with employees to enable the virtual advising and sales as 652 00:42:43,700 --> 00:42:48,700 far as scheduling. If there's not the capability 653 00:42:48,700 --> 00:42:54,400 and a deer's website today. Then let's start with with 654 00:42:54,400 --> 00:43:00,800 implementing scheduling by a text or whatever Communications 655 00:43:00,800 --> 00:43:05,900 are available today that we can Schedule on a calendar. 656 00:43:05,900 --> 00:43:09,700 And for some two years this is just a paper calendar that they 657 00:43:09,700 --> 00:43:12,700 keep on up on the wall for now until the Technologies 658 00:43:12,700 --> 00:43:15,900 available. Some crms have some good 659 00:43:15,900 --> 00:43:20,500 scheduling tools but but let's, let's accommodate customers with 660 00:43:20,500 --> 00:43:24,700 what we have today and then get better with technology down the 661 00:43:24,700 --> 00:43:29,900 road that there's so much that we can do today as far as 662 00:43:29,900 --> 00:43:34,800 individualized experiences. You know, let's let's get the 663 00:43:34,800 --> 00:43:38,600 team together at the dealership and brainstorm on what things we 664 00:43:38,600 --> 00:43:43,600 can do to take a six-hour. What is normally a six-hour 665 00:43:43,600 --> 00:43:47,200 ordeal? Tighten that up to 60 minutes 666 00:43:47,200 --> 00:43:51,600 when the customer comes. But be so prepared, spend a 667 00:43:51,600 --> 00:43:56,300 couple hours preparing for that customers and blowing their 668 00:43:56,300 --> 00:44:01,200 socks off with this incredible organization, when they arrive 669 00:44:01,700 --> 00:44:08,600 and, you know, to wipe them, with, with things that they 670 00:44:08,600 --> 00:44:12,000 aren't expecting when they come in and help them get in. 671 00:44:12,000 --> 00:44:17,800 And out, really quickly, these are things Are not you know yes 672 00:44:17,800 --> 00:44:23,200 technology will enable some of this as we get better tools that 673 00:44:23,200 --> 00:44:27,400 are accessible but but these are things that we can Implement. 674 00:44:27,400 --> 00:44:34,000 Now with the tools that we have today, Sort of a ready shoot 675 00:44:34,000 --> 00:44:35,600 aim. That's one of the big things I 676 00:44:35,600 --> 00:44:38,600 go back to all the time is don't-don't-don't, forego taking 677 00:44:38,600 --> 00:44:41,500 action because you don't have it all figured out, you know, make 678 00:44:41,500 --> 00:44:45,900 your best, you know, shot at it. And then recalibrate and then go 679 00:44:45,900 --> 00:44:47,400 at it again. Like you're saying, if you don't 680 00:44:47,400 --> 00:44:49,900 have a digital calendar, you probably have a paper one. 681 00:44:50,500 --> 00:44:53,600 Start start working on that work toward the next thing if you 682 00:44:53,600 --> 00:44:57,300 want to fine-tune, right? Yeah, and it's just, it's just 683 00:44:57,300 --> 00:45:00,000 hard work. I mean, local pickup and 684 00:45:00,000 --> 00:45:03,300 delivery. Maybe we don't have a sprinter 685 00:45:03,300 --> 00:45:09,600 van that, you know, decked out with a wrap and, you know, a 686 00:45:09,600 --> 00:45:11,800 delivery driver in a special uniform. 687 00:45:11,800 --> 00:45:17,700 Maybe it's, it's, you know, just reimbursing miles for now for 688 00:45:17,700 --> 00:45:22,000 employees that are out there, doing pickup, and delivery, but 689 00:45:22,600 --> 00:45:27,900 in a time where there's risk for lower floor, Catholic going out, 690 00:45:27,900 --> 00:45:30,900 hustling for that business and working hard for every customer 691 00:45:30,900 --> 00:45:34,700 might include pickup and delivery services in a local 692 00:45:34,700 --> 00:45:36,600 market. And I think there's a lot of 693 00:45:36,600 --> 00:45:42,700 cases where customers would even be willing to pay a little more 694 00:45:43,300 --> 00:45:47,200 for the delivery service. I know, when I want Jimmy 695 00:45:47,200 --> 00:45:51,200 John's, I'm definitely willing to pay a little more for them to 696 00:45:51,200 --> 00:45:55,300 bring the sandwich to me. So, customers are accustomed to 697 00:45:55,300 --> 00:45:58,000 that? That and they'll appreciate the 698 00:45:58,000 --> 00:46:05,600 opportunity to have that service brought to their doorstep. 699 00:46:05,600 --> 00:46:07,000 You know. I wonder to, you know, we said 700 00:46:07,000 --> 00:46:09,500 for so long that you know, we you know, some of us have 701 00:46:09,500 --> 00:46:10,900 worked, you know, like everybody listening to. 702 00:46:10,908 --> 00:46:13,700 This is working in a dealership or has in the past. 703 00:46:13,700 --> 00:46:16,300 I'm sure that or orange considering doing it or whatever 704 00:46:16,700 --> 00:46:20,400 but we've all got our comfort zone as we are there and where 705 00:46:20,400 --> 00:46:23,600 the service providers of sorts and you can come into my house, 706 00:46:23,600 --> 00:46:25,400 meaning that into the dealership. 707 00:46:25,800 --> 00:46:28,800 But I've always been highly aware of when I first started 708 00:46:28,800 --> 00:46:30,800 going into dealerships how much I loved it. 709 00:46:31,000 --> 00:46:34,000 But you know, it was your on somebody else's sort of ground 710 00:46:34,600 --> 00:46:37,200 and I think there could be a real good breakthrough with the 711 00:46:37,200 --> 00:46:39,000 fact that there are certain people who might have a 712 00:46:39,000 --> 00:46:41,400 motorcycle. Well times are tough, you know, 713 00:46:41,400 --> 00:46:43,900 gas prices are good but you know, maybe maybe they're like, 714 00:46:43,900 --> 00:46:45,200 man. I really wish I could ride that 715 00:46:45,200 --> 00:46:48,000 bike, but we're all in the house now, minimal days to get out. 716 00:46:48,000 --> 00:46:49,200 I'm sure not gonna bring to a dealership. 717 00:46:49,200 --> 00:46:51,900 That I may be uncomfortable in that zone because that's not my 718 00:46:51,900 --> 00:46:54,900 comfort zone yet, you know? I only walk in as a customer 719 00:46:55,500 --> 00:46:59,800 Maybe the ability to get a shot at serving them on, there's on 720 00:46:59,800 --> 00:47:03,100 their Turf, which I measure their driveway, their garage. 721 00:47:03,100 --> 00:47:05,100 Take a look at the bike. Well, you know what this job, 722 00:47:05,100 --> 00:47:06,800 okay. So I checked it out, you know, 723 00:47:06,800 --> 00:47:09,000 it's likely. Obviously a battery would be my 724 00:47:09,000 --> 00:47:10,700 first guess and then we go from there. 725 00:47:11,800 --> 00:47:13,800 You know, I can come back out to be another fee. 726 00:47:13,800 --> 00:47:17,100 I'd recommend you, let me take it back to a one-hour diagnosis 727 00:47:17,100 --> 00:47:20,800 and a battery, you know, authorized that the guys, on the 728 00:47:20,800 --> 00:47:24,400 customers land, you know, literally on their doorstep, I 729 00:47:24,400 --> 00:47:27,200 think a whole different Nation ship, can be formed and bring 730 00:47:27,200 --> 00:47:30,300 those in who may have been a little bit more apprehensive to 731 00:47:30,300 --> 00:47:34,600 be really a customers to us yet. Yeah, I love that. 732 00:47:34,600 --> 00:47:37,700 I think this that breakthrough, Brian. 733 00:47:37,700 --> 00:47:40,100 I think that you're right on point. 734 00:47:40,100 --> 00:47:43,900 There's a lot of customers that are inspired by motorcycling for 735 00:47:43,900 --> 00:47:50,400 example and maybe it's gen Z and Millennials that aren't 736 00:47:50,400 --> 00:47:53,200 comfortable coming into the dealership. 737 00:47:53,200 --> 00:47:58,500 But they they're spending a lot of time watching the cool videos 738 00:47:59,000 --> 00:48:01,700 and content that's available on social media and there's 739 00:48:01,800 --> 00:48:07,100 inspired by Motorcycling, but it's tough for them to break 740 00:48:07,100 --> 00:48:08,900 through that barrier. Make the step to come into a 741 00:48:08,908 --> 00:48:15,000 dealership, but if they can, if they can request, you know, if 742 00:48:15,000 --> 00:48:17,800 they see on social media, that dealerships are willing to come 743 00:48:17,800 --> 00:48:22,300 to them, with a motorcycle to do an orientation that I think, 744 00:48:22,300 --> 00:48:30,100 that that's something that would just break that barrier of the 745 00:48:30,100 --> 00:48:34,000 Comfort level. That's customer has even After 746 00:48:34,300 --> 00:48:36,800 even after coronavirus passes over. 747 00:48:36,900 --> 00:48:40,700 So yeah, I think that's a really great core point. 748 00:48:40,700 --> 00:48:45,600 We could bring in new customers that buy quite going to them, 749 00:48:45,600 --> 00:48:49,200 instead of requiring, this model of where you need to come into 750 00:48:49,200 --> 00:48:52,900 the dealership. Well, you know, I think a lot of 751 00:48:52,900 --> 00:48:55,900 the mindset could be obviously if there's fear, you know, it's 752 00:48:55,900 --> 00:48:58,600 the old like, okay. This is what I know we had and 753 00:48:58,600 --> 00:49:01,700 afraid we're beginning to lose this or whatever, you know, the 754 00:49:01,700 --> 00:49:04,200 long term could be lost. Of this pie. 755 00:49:04,600 --> 00:49:06,800 That's where I just, I guess I start thinking of like, okay 756 00:49:06,800 --> 00:49:09,000 well why is the pi of stay the same size, right? 757 00:49:09,000 --> 00:49:13,100 You know the if today if the roads are a lot more bear today 758 00:49:13,100 --> 00:49:17,200 of cars, right man, but let's let's make sure that people are 759 00:49:17,200 --> 00:49:19,500 engaging while they're stuck in their house. 760 00:49:19,500 --> 00:49:21,200 They're dreaming about. I can't wait to get out and the 761 00:49:21,200 --> 00:49:23,900 freedom, all these sort of things that are just tied in. 762 00:49:23,900 --> 00:49:28,200 And I think maybe, maybe the long-term back is we've we've 763 00:49:28,200 --> 00:49:32,400 stocked the or the market shares better on the street for 764 00:49:32,400 --> 00:49:35,200 motorcycles and it Ever was before and maybe a little lesser 765 00:49:35,200 --> 00:49:37,100 for cars. If you know if that's doable for 766 00:49:37,100 --> 00:49:41,500 us in a time like this, Yeah, you know the motorcycle Industry 767 00:49:41,500 --> 00:49:43,600 Council is launc, launched an initiative. 768 00:49:43,600 --> 00:49:46,900 This last fall called more writers writing more and I know 769 00:49:46,900 --> 00:49:50,100 you're familiar with that. A lot of dealerships are are 770 00:49:50,100 --> 00:49:52,200 interested in. What the plan is. 771 00:49:53,000 --> 00:49:56,000 They've laid out a Playbook that's available on the 772 00:49:56,000 --> 00:50:01,500 motorcycle Industry, Council website, and my c.org where they 773 00:50:01,600 --> 00:50:05,500 describe the culture code of motorcycling, which is that, 774 00:50:05,500 --> 00:50:11,000 which is to say that customers value, You individual 775 00:50:11,000 --> 00:50:14,600 sovereignty that personal sovereignty that comes with 776 00:50:14,600 --> 00:50:18,400 motorcycling and happy into that. 777 00:50:19,200 --> 00:50:26,600 And enabling that journey to ridership is, is enabled by what 778 00:50:27,100 --> 00:50:31,100 the M IC has described as the portal de morte motorcycling. 779 00:50:31,500 --> 00:50:33,700 I've talked to some that have said, you know that portal the 780 00:50:33,700 --> 00:50:40,000 motorcycling, that's a website of some kind but really Part of 781 00:50:40,000 --> 00:50:42,800 the portal. De motorcycling is dealership 782 00:50:42,800 --> 00:50:50,900 and dealership that enable inspired future writers to 783 00:50:50,900 --> 00:50:55,300 engage with them in easier ways, where there aren't as many 784 00:50:55,300 --> 00:50:58,600 barriers that the portal the motorcycling. 785 00:50:58,700 --> 00:51:04,300 That's the that's really the connection when, when that, that 786 00:51:04,300 --> 00:51:08,600 future Rider engages with a dealer because that dealer is, 787 00:51:08,900 --> 00:51:13,500 is Is accommodating them in so many ways, whether it be a 788 00:51:13,500 --> 00:51:20,000 virtual chat from the showroom, or we're delivering a motorcycle 789 00:51:20,000 --> 00:51:23,800 to the university where they're at, to show them, and their 790 00:51:23,800 --> 00:51:27,500 group, what it's all about. I think that those are things 791 00:51:27,700 --> 00:51:31,900 that deers are so creative. I know that dealerships in this 792 00:51:31,900 --> 00:51:35,200 time, we're going to come up with great ideas, you know, this 793 00:51:35,200 --> 00:51:40,300 is just a list of 10. There's, there's The hundreds of 794 00:51:40,300 --> 00:51:47,000 things that dealerships will come up with that will Delight 795 00:51:47,000 --> 00:51:53,400 customers Inspire writers and increase ridership in general. 796 00:51:53,800 --> 00:51:59,300 So that's what's exciting. Is dealers, will they can and 797 00:51:59,300 --> 00:52:03,800 will become the centers for optimism through all of this 798 00:52:04,100 --> 00:52:07,100 craziness. I love it. 799 00:52:07,100 --> 00:52:09,100 That's I mean, it really that hits me back. 800 00:52:09,300 --> 00:52:11,400 Back, you know, to kind of the core of, you know, having been 801 00:52:11,400 --> 00:52:14,500 in the business and just being like, man, with get to, we get 802 00:52:14,500 --> 00:52:16,200 to do this for a living, you know. 803 00:52:16,200 --> 00:52:17,600 Like, that's crazy. That's awesome. 804 00:52:17,600 --> 00:52:19,500 You know, people and there's little reason why people come 805 00:52:19,500 --> 00:52:22,900 into the business and never leave in some try to leave and 806 00:52:22,900 --> 00:52:26,700 then I would back because they realized the reality of how it's 807 00:52:26,700 --> 00:52:30,100 not, you know, it's definitely pretty great to be able to do 808 00:52:30,100 --> 00:52:33,000 this in the business and even when times are tough, like now I 809 00:52:33,000 --> 00:52:37,200 think there couldn't be a better group of people to get their 810 00:52:37,200 --> 00:52:38,900 back against the wall, be scared. 811 00:52:38,900 --> 00:52:43,300 Be Certain about what's going on and start you know following 812 00:52:43,300 --> 00:52:47,200 leads like the ideas you have and start you know, spinning 813 00:52:47,200 --> 00:52:51,400 those off in their own way and you know, will I think we're I 814 00:52:51,408 --> 00:52:54,000 think we'll look back. You know we'll do an episode of 815 00:52:54,000 --> 00:52:57,400 year from now and talk about the great changes that have happened 816 00:52:57,400 --> 00:53:03,600 since that since this yeah, if anything, I hope that that this 817 00:53:03,600 --> 00:53:12,500 list of 10 is just a starting point of inspiration for these 818 00:53:12,500 --> 00:53:17,000 passionate, you know, passionate and committed dealers and their 819 00:53:17,000 --> 00:53:24,000 teams to come up with the ways, the action plan and to 820 00:53:24,000 --> 00:53:27,300 communicate, you know, put together robust communication 821 00:53:27,300 --> 00:53:32,000 plan and communicate to To customers and potential Riders 822 00:53:33,100 --> 00:53:37,700 so that they have this I love what vrp just did. 823 00:53:37,700 --> 00:53:44,100 They they just published a kind of a mantra for this crazy time 824 00:53:44,600 --> 00:53:53,900 which is that PRP Whether you're on a Can-Am Spyder or they have 825 00:53:53,900 --> 00:53:56,800 a turbo, did you hear? They have a turbo 2 Strokes oval 826 00:53:56,800 --> 00:53:58,500 now? Yeah, yes. 827 00:53:58,500 --> 00:54:00,100 I've seen some videos looks pretty awesome. 828 00:54:00,400 --> 00:54:03,100 They're crazy. So they're, they're promoting 829 00:54:03,500 --> 00:54:08,400 kept promoting Escape therapy and I think that's really. 830 00:54:08,400 --> 00:54:11,400 They captured the essence of it, like, in these crazy times, we 831 00:54:11,400 --> 00:54:17,500 need Escape therapy and so, yeah, absolutely exciting time. 832 00:54:17,600 --> 00:54:22,700 I'm a big opportunity for Devers to be the centers for optimism 833 00:54:22,700 --> 00:54:26,800 here. Well I think you're right on the 834 00:54:26,800 --> 00:54:27,900 money. I won't keep you anymore. 835 00:54:27,900 --> 00:54:30,800 I know we've run the kind of longer than we had anticipated. 836 00:54:30,800 --> 00:54:33,100 I appreciate you taking the time to jump on to do this. 837 00:54:33,100 --> 00:54:36,900 I'm going to include a link to your LinkedIn and maybe the 838 00:54:36,900 --> 00:54:39,900 article too but definitely a link for dealer news. 839 00:54:39,900 --> 00:54:45,000 People can jump over there, you said as Monday and I'll be able 840 00:54:45,000 --> 00:54:46,900 to check out your article there and do learn dealer news. 841 00:54:46,900 --> 00:54:51,300 So it'd be a great night love. I'd love to hear from the 842 00:54:51,300 --> 00:54:56,100 dealers out there that I know have You know, their own ideas 843 00:54:56,100 --> 00:54:59,100 that they can share. So the other dealers can hear 844 00:54:59,100 --> 00:55:03,600 those best practices know that like I said this is only 10 of 845 00:55:03,600 --> 00:55:08,400 hundreds of opportunities to get through this. 846 00:55:08,400 --> 00:55:11,400 And so I look forward to that engagement. 847 00:55:11,400 --> 00:55:16,600 We have a incredibly tight knit and just a cool industry that 848 00:55:16,600 --> 00:55:21,000 were a part of and sharing helping each other is how we're 849 00:55:21,000 --> 00:55:23,100 going to get through this. Thanks for the time, your 850 00:55:23,100 --> 00:55:26,700 podcasts are amazing. And well and appreciate all the 851 00:55:26,700 --> 00:55:31,200 good that you're doing for for the industry is making a big 852 00:55:31,200 --> 00:55:33,200 impact. So thanks for having me on 853 00:55:33,200 --> 00:55:34,300 Brian. Thanks Jared. 854 00:55:34,400 --> 00:55:34,900 We'll talk soon.