This Zoom video call is a discussion between Todd Smith from 360Converge and Todd Caputo from Sun Auto Group discussing the current state of the automotive industry. We discuss selling in these fluid times with Digitial Retailing and the incredible changes about to impact the used car market.
Video Transcript
Captions
00:01
hey this is Todd Smith I’m here with
00:04
another Greek Todd out there awesome
00:07
name mr. Todd Caputo use Allah and God
00:11
squared
00:11
he has two x squared moments cord long
00:15
time we’ve had lots of conversations
00:17
recently as well as just through the
00:21
last five 15 years so um with that let’s
00:25
get down to it man this is a changing
00:28
environment and I have to say I’m really
00:31
curious I feel like you were ahead of
00:34
this a little you were really proactive
00:37
in a lot of the measures you took I also
00:40
think you’re a little bit of a Swami
00:43
because you pivoted about a year ago to
00:47
a single price best price strategy and
00:51
really moved heavily into digital
00:54
retailing with a super commitment then
00:58
so obviously that has to help today but
01:01
I’m really curious let’s catch up tell
01:04
everybody or tell me what’s going on and
01:07
how is everything feeling right now
01:08
we’re in survival mode Todd where we’re
01:11
literally in survival mode and I think
01:13
that every other car dealer is the same
01:15
yeah about survival right now it’s about
01:19
conserving as much cash as we possibly
01:21
can
01:22
operating extremely lean and efficient
01:25
and dealing with whatever demand there
01:27
is and unfortunately right now there’s
01:28
just not a ton of demand for cars
01:29
there’s some oh we are selling some cars
01:31
but you know not a ton right now at this
01:34
point but we are transacting online
01:36
completely for the most part finishing
01:39
up the process in store and we’re
01:41
dealing with how New York State tells us
01:43
to sell cars and right now that is
01:44
online and remotely only no test up
01:50
velocity there time either yeah
01:56
I got a call that came through I know so
01:58
yes so anyways the call came across my
02:00
iPad so anyways um you know we’re
02:02
operating online and remotely through
02:05
we’re using roadster we’re using our
02:07
Express store to do it and it’s working
02:08
really really good and customers are
02:11
really for the most part understanding
02:13
we explain to them they can’t take a
02:14
test-drive right now because New York
02:16
State won’t allow it and they’re fine
02:19
with it
02:20
they’re good we’re really getting you
02:22
know people are very receptive right now
02:24
to just doing it completely online and
02:25
coming to the dealership to to take
02:28
delivery which is good to any of our
02:29
four stores okay so like leading up to
02:32
this like what was your I mean walk me
02:35
through just what was just going through
02:38
your mind and like what actions did he
02:40
take and how fast did he take them when
02:43
you had to give me the time for mr. one
02:45
cuz it’s been a very fluid okay let’s
02:47
look at maybe the last last three weeks
02:52
so three weeks ago this game you don’t
02:55
love March 10 has a middle through the
02:58
middle of otso up until March like the
03:00
18th we were having the best March we
03:02
ever had we were killing it was business
03:05
as usual we were rocking and all of a
03:07
sudden I just I was watching what was
03:09
going on and I just felt something I’m
03:11
like things are not right things are
03:12
gonna get worse and my gut just kept
03:14
telling me and I you know me I’m a
03:15
pretty religious guy I believe was the
03:17
Holy Spirit telling me to move and act
03:20
very very quickly so I did we we did
03:23
whatever he could do to get extend get
03:27
some cash basically true on a line of
03:29
credit that I had that I never usually
03:31
used floor planned every car that I
03:33
could that I went for cash and we put
03:36
together a plan to close because I knew
03:38
that we were going to get closed down
03:39
within a week so we try to come up with
03:42
different you know scenarios and
03:44
contingency plans and different phases
03:46
and we did that I got a really good team
03:49
of people and my leadership teams at the
03:51
dealerships and we just we executed and
03:54
we closed I had a you know one of my
03:57
technicians got sick at my Chevy at the
03:58
store and I had already decided to close
04:02
prior to the state telling me anyways
04:04
and then when I found out that he was
04:05
sick that were kind of made the final
04:07
decision for me that I was going to
04:08
close regardless of what state told me
04:10
to do
04:10
because I don’t want my people getting
04:12
sick so I shot how’s he doing I he’s
04:15
doing fine so he did have Corona he was
04:17
he was positive if it was going to kill
04:21
anybody it would have killed him so it’s
04:23
a good thing I guess the guys smoked two
04:25
packs of cigarettes a day and was
04:28
overweight and they just had a staph
04:29
infection two months ago and he made it
04:31
he made it positive hope for that yeah
04:37
so but I just we can still be open for
04:40
service right now at my dealerships but
04:42
I’ve chosen not to be I don’t want the
04:44
public coming in out of dealership right
04:45
now I don’t want anybody getting sick
04:47
and so we are again we were open for
04:49
sales only and we’re doing it online
04:51
prior right so walking through like okay
04:54
sales online they run goes to the
04:57
website like you can get any website and
05:00
they go through roadsters process online
05:02
I assume at some point there has to be
05:05
still a conversation with one of your
05:08
staff is still working right yeah so
05:11
completely virtual it’s no so we we cut
05:14
off all of our traditional advertising
05:15
we stopped it oh we’re still advertising
05:18
online with all of our third-party
05:19
vendors which have been kind enough to
05:21
cut their bills in half or at least the
05:23
next couple of months again is great so
05:26
we’re still on cars comm we’re still on
05:28
CarGurus we’re still on Carfax we’re
05:30
still on auto trader and they’ve been
05:32
kind enough to hack their bills in half
05:34
which I hope 60 days is enough
05:37
we’ll see hope if business stays slow
05:40
I’m hoping they continue to do that so
05:42
you’re getting a lot we are getting
05:43
leads through third parties and through
05:45
our own site and what’s nice is that
05:48
roadsters platform is taking and all my
05:51
third-party leads as well all right it’s
05:53
it’s sending back an autoresponder
05:54
getting people to go to our roadster
05:57
site to try and transact and we have
06:00
reporting and the lead counsellors are
06:03
decent and we are definitely getting
06:05
people that want to buy cars and do it
06:07
online and we’re doing it with a very
06:09
very small staff I had two hundred and
06:11
thirteen people on payroll I’ve now got
06:13
13 yeah that’s it so there’s two people
06:17
in each dealership that are you know
06:19
they were you know there there were
06:21
people in my leadership team they’re all
06:23
confer probably 50% less than they’re
06:25
used to making they’re happy to be
06:27
working right now and we’re working as a
06:29
team together we’re paying them a bonus
06:32
at the end of the month based on what
06:34
all four stores do out there each
06:36
individual store so they all work
06:37
together as a team and I’ve got a very
06:40
small crew in accounting and some people
06:43
billing deals and a couple mechanics
06:45
that are inspecting cars and or just
06:46
click some people cleaning cars and
06:48
photo in cars on the side and we’re just
06:49
getting it done okay so how’s your day
06:52
look I mean wake up there you keeping
06:54
same routine normally I’d call you we’d
06:57
have our morning call and you know
06:59
you’re already in the car you already
07:01
have picked up your coffee and you’re
07:03
you’re done’ and you dude you’re heading
07:05
to a store like oh you had like a Mona
07:08
Jean man everyday I would talk to you
07:11
you had this like you’re already in
07:13
motion man cars don’t still in motion
07:17
now I’m just we’re not buying any
07:18
inventory right now at all we are taking
07:21
we are taking cards in a trade but
07:22
typically most of my day was spent in
07:24
inventory acquisition but right now
07:25
we’re just in sell download we’re not
07:28
buying cars at all at auction
07:30
we are still buying cars off the street
07:32
though from customers we are still doing
07:34
that and I have a meeting with my team
07:36
every morning at 9:30 we do a we do a go
07:39
to meeting and we find out where we’re
07:40
at and we just execute throughout the
07:43
day you know I’m I’m handling all the
07:46
calls personally to come into the
07:47
business they go into our voicemail
07:49
system and I’m calling customers back
07:51
that you know are looking to get service
07:53
work or haven’t been able to speak to
07:55
anybody in sales and calling them back
07:57
personally I’m talking to my customers
07:58
and explain to them you know that we’re
07:59
still closed in service and why and you
08:02
know people that don’t reach a sales
08:03
person or when my leadership teams to
08:06
buy a car explain to them you know
08:08
somebody will call them back and explain
08:10
to them what the rules are and you know
08:12
people are good with this that’s the one
08:13
thing like I haven’t had one customer
08:14
yell at me or be upset the public’s been
08:17
really understanding um with this which
08:19
is good and you know that’s a good thing
08:22
yeah it makes I mean it makes it a
08:25
little bit easier I think everybody’s
08:27
still in what’s gonna happen next mode
08:29
so as you’re laying this how you’ll be
08:32
able to keep selling down out of the
08:34
inventory at some point you will need to
08:37
by cars again or where what I saw when
08:41
there’s one there’s come back online
08:43
this week well there are options that
08:45
are still online and a CV we’re still
08:47
we’re selling our trades on a CD every
08:49
day but the only stuff that’s really
08:51
moving in the wholesale market at all
08:53
right now are cars that are like sub 5
08:55
grand 6 grand just inexpensive cars seem
08:58
to be getting the most bids in the most
09:00
eyeballs that’s where there’s liquidity
09:02
other than that there’s no there’s no
09:04
liquidity right now in these car market
09:06
at all none and I haven’t really seen
09:08
anybody write about that in automotive
09:10
news or any other publications but you
09:12
cannot get rid of a of a car right now
09:15
if it’s over you know 8 9 grand there’s
09:18
no action there’s nobody bid unless it’s
09:20
not just so cheap it’s for nothing so it
09:23
makes it very challenging when you’re
09:25
taking cars in on trade cuz you still
09:27
have people that want to transact but
09:28
you know you have to be able to take the
09:29
car in really for the right money and
09:32
nobody truly knows what the right mony
09:33
is you know two grand back of mmm are
09:36
your three grand back of mmm are your
09:38
blackbook rough are you are you gals
09:40
wholesale are you gay are you gals
09:41
market ready like what do you put in
09:43
cars it’s it’s a it’s a challenge and
09:46
I’m seeing you know some of my
09:47
competitors that are still trying to
09:49
sell cars some of them are being
09:51
conservative and some of them still
09:53
think cars are worth the old money and
09:54
you know I lost the deal on a new
09:56
Silverado the other day somebody put
09:58
$5,000 more to cheap Wrangler but I did
10:00
so they can they can have that deal good
10:04
luck yeah that brings up a good point so
10:07
I mean you I’ve always known you’re so
10:10
deep into things tech and used cars or
10:13
like you’re your bali wieck you know or
10:16
you really just honed down a high level
10:18
of expertise so you know the digital
10:21
retailing and technology you’re seeing
10:23
it working right that i see you’re
10:25
obviously selling retailing cars and
10:27
then the used car what do you think is
10:29
gonna happen in that space like where do
10:32
you see it going over the next 30 60 90
10:34
days so right now there’s cars piling up
10:38
all across the country everywhere
10:40
there’s rental cars that aren’t being
10:42
rented they’re piled up they’re piled up
10:45
in florida where you are they’re piled
10:48
up literally everywhere all across the
10:50
country
10:50
so you’ve got rental car sitting and at
10:54
some point they’re gonna have to cash
10:55
them enterprise Hertz Avis all of them
10:57
they got those cars got to get sold
10:58
you got least earnings coming in right
11:00
editor piling up a car dealerships then
11:03
they’re piling up at auctions pretty
11:05
soon we’re gonna see a lot of
11:06
repossessions it’s only a matter of time
11:07
I think that’s a few months away but
11:09
that’s coming too
11:10
you’ve got no retail demand whatsoever
11:13
currently for used cars or very little
11:15
demand for cars in general new or used I
11:18
think that’s another three four weeks or
11:20
there’s very little demand so and you’ve
11:23
got dealers that are on 60-day terms and
11:25
you’ve got dealers that have cars
11:26
already at auctions now that they
11:27
couldn’t sell the last few weeks already
11:29
because the sale rates at auctions that
11:31
are open are sub ten percent so normally
11:34
at a car auction you would see 70
11:36
percent of cars gets old soap an auction
11:38
ray and a thousand cars it’s still 700
11:40
of them all now they’re selling like 50
11:43
if they run a thousand so I tell you if
11:47
they use the used car market is only
11:50
going to do what the stock markets done
11:51
and the only reason why it hasn’t yet is
11:54
because the auctions really aren’t open
11:56
there’s no liquidity right now in the
11:58
used car market and not a lot of people
12:00
are talking about it but it’s that’s the
12:03
next big hit yeah that makes a lot of
12:05
people prior aren’t even thinking about
12:07
that
12:08
you know and most I am because it’s all
12:10
about the trade so they put in trades
12:12
what do you put in trades and what are
12:14
gonna be acquiring to sell cars and it’s
12:17
gonna be a race if you think you got
12:19
water now just wait for another month
12:21
yeah your water’s you’re gonna be
12:25
literally you know your head’s gonna be
12:28
just above it if you’re lucky I look at
12:30
anything or any deal I can get right now
12:32
it’s just a gift and it’s just a it’s
12:35
I’d rather lose $2,000 now than $6,000
12:39
in a month I can tell you that because
12:41
it’s what’s gonna happen yeah I know we
12:43
talked about that I remember us it was
12:45
probably a little closer month I said oh
12:47
man I’d probably want to sell out of the
12:49
inventory it’s really fast and get rid
12:52
of everything these years you know
12:55
there’s no there’s no demand and there
12:57
will be there will be demand for cars
12:59
when people who are let out of their
13:02
houses and these stay at home orders are
13:04
lifted and businesses are allowed to
13:05
open back up but you know not to be
13:07
negative but you’re gonna have really
13:09
high unemployment you will definitely
13:11
have some people that are that do have
13:13
some cash because of the money coming
13:16
out from the government the unemployment
13:17
money and some of the other stimulus
13:19
money coming out but if you’re a bank
13:21
you know are you gonna give somebody
13:23
alone
13:24
that’s a 650 score who’s unemployed
13:25
who’s collecting unemployment right now
13:27
I don’t I don’t think so and then
13:29
customers that already have negative
13:32
equity now in their trade they’re
13:34
negative equity just got a lot worse the
13:36
last couple of weeks and it’s not going
13:37
to get any better and I’m running up
13:39
against that right now we have people
13:40
that want to buy cars but they all 11
13:43
grand on a car that’s worth that was
13:45
worth 8 grand 3 weeks ago
13:46
pre Corona now the car is worth 4 grand
13:50
so instead of being 3 grand upside down
13:52
they are now seven or eight thousand
13:54
dollars upside down and you’re not going
13:56
to get those people financed yeah how do
13:58
you think it’s working like now the OEMs
14:00
now all put out 84 months and no
14:03
interest are they gonna suck people out
14:06
of the marque marketplace I mean I’m
14:10
thinking like it just flashbacks of
14:12
2008-9 all yeah but the difference is
14:16
the only way that a lot of new cars are
14:18
getting sold is leases so that’s the
14:21
majority of the new car business that
14:23
gets done as leases and their residual
14:25
values are gone who are they gonna
14:27
compute residual values it’s not going
14:28
to happen so it’s gonna be money on the
14:30
hood with incentives and low interest
14:32
rate because money’s free but that
14:34
doesn’t make a $50,000 Silverado pickup
14:38
truck even at 84 months even at 0% with
14:41
a rebate on top of it the payment isn’t
14:44
199 or 250 a month with $2,000 down and
14:49
that’s the only way that that inventory
14:50
was getting moved so I don’t know what’s
14:54
gonna happen when you guys to be quite
14:55
honest with you um I don’t know so it’s
14:58
yes we’ll see but I don’t I don’t see
15:01
lease deals like I don’t see at least
15:03
deals at all I don’t see how anybody is
15:05
going to be able to put any kind of
15:06
value on a used car at all going forward
15:08
and if they’re basing it on the auction
15:10
results now forget about it so yeah
15:14
there aren’t we night and I said even it
15:15
not to be negative but I’m just it’s
15:17
I look at things I’ve been doing this
15:18
for a long time and that to me seems
15:20
like just common sense yeah I see that I
15:23
mean look I I believe still we’re this
15:26
is like a rippling thing it’s not a oh
15:28
we just have coronavirus and then
15:30
current vibes goes away and we all go
15:32
back outside everything goes back to
15:34
normal I think we’re just gonna see this
15:36
ripple throughout everything and III
15:39
think there’s a bigger wave coming that
15:41
you know we just haven’t seen yet and I
15:43
don’t know what that is the big it’s why
15:45
you got to be really really conservative
15:47
with your cash and your business very
15:50
very very very conservative and the
15:52
other thing that to think about – and
15:53
you talked about this virus is there’s
15:54
no vaccine all right so this could go
15:57
away because of all the social
15:58
distancing we’ve been doing and
16:00
everything being shut down but it also
16:02
could come back there’s some pretty
16:03
smart people that I’ve talked to in the
16:04
medical community that are saying this
16:05
thing comes back in July I’m hoping that
16:09
people in leadership and government have
16:12
a little bit more sense about how we’re
16:14
going to deal with this because they
16:15
can’t shut businesses down again
16:17
they just can’t if this all happens
16:20
again in July after people are back out
16:23
for a little while and there is some
16:25
business going on it’s gonna be the nail
16:27
in the coffin for a lot of people
16:28
there’s got to be more common sense time
16:30
you know if you look at the death rate
16:32
here no one wants to see anybody die
16:34
believe me but I think the consequences
16:36
are a lot worse for people if there is a
16:39
economic severe recession or even a
16:42
depression I think the results from that
16:44
are worse than unfortunately the death
16:47
rate that we’re seeing because of the
16:48
virus there’s got to be some common
16:50
sense that this thing comes back with
16:51
social distancing restrictions masks you
16:56
know maybe I don’t know I just think
16:58
there’s a better way other than just
16:59
completely closing down everything
17:01
there’s got to be yeah what thinking
17:04
about that like going back like are you
17:06
going to change the protocols at the
17:08
dealership like what’s gonna change like
17:11
how are you gonna interact with people
17:13
how do you protect the employees how do
17:16
you protect the customers you know I I
17:19
know a lot of lawyers and I feel like
17:21
it’s coming the corona lawsuits of oh
17:25
you didn’t protect your employee oh you
17:27
let your employee just stand there you
17:29
didn’t give them anything and now he’s
17:30
as the buyer
17:31
and he died or he got deathly ill and it
17:34
damaged his heart and you know these law
17:37
firms are gonna go at this like crazy
17:40
the issue is who’s gonna have money to
17:43
pay the lawsuits yeah yeah he’s gonna
17:46
have money to pay the lawyers so again
17:48
listen the the the big difference with
17:50
this one and I talked a lot of people
17:51
about this every day is you know
17:53
literally the entire world is all we’re
17:55
on the same boat here we’re literally
17:57
all in the same boat it doesn’t matter
17:59
what country you live in what business
18:01
you’re in whether your mother father
18:03
doesn’t matter we’re all in the same
18:05
boat and that’s the nice thing I don’t
18:08
want to say it’s nice but we’re all we
18:12
can get through it but we got to work
18:13
together and if we find that people are
18:15
being trying to take advantage or be you
18:18
know let’s say just I think that those
18:20
people honestly are going to get shunned
18:21
um I think bad III think that anybody
18:26
that’s not doing their part right now to
18:27
social distance anybody that’s not doing
18:30
their part to keep their business closed
18:31
anybody that’s not doing their their
18:33
part just to stop this from spreading is
18:36
I think they’re foolish and I think
18:39
they’re gonna be looked upon terribly
18:41
because we’re all in this together
18:42
yeah I agree so will you make steps at
18:45
the stores when you can come back online
18:47
or fully for sure like getting into a
18:51
car that you’re going to service and
18:54
knowing that you know yeah we’re already
18:56
doing that we’re already doing that now
18:58
when it comes to delivery oh ah see
19:04
again Todd another call I’m sure yeah
19:08
sorry I’m back okay so we’re already
19:10
doing that now when it comes to
19:12
sanitizing cars we’re not open for
19:14
service at this point so but only I
19:16
wrote them for service where I get where
19:17
I’m gonna be obviously sanitizing things
19:20
cleaning thinks a lot better than we
19:21
used to
19:22
I know let’s say we’d never cleaned them
19:24
but we’re just going to be definitely
19:25
more diligent about it for sure without
19:28
a doubt and again you know I don’t think
19:31
that I think people are just gonna be
19:33
scared to go out in general I think that
19:35
this is a shift in how consumers are
19:40
just going to buy things in general
19:43
without a doubt going forward
19:45
people won’t forget this for a long time
19:48
and I think they’re gonna be afraid to
19:49
you know I’m not afraid to go out in
19:51
public but I think they’ll be very
19:52
cautious so I think the the person in
19:54
business or the person in any kind of
19:56
business whether it’s a restaurant
19:57
business or the car business or any kind
20:00
of retail business needs to be able to
20:02
transact you know remotely and
20:06
electronically for a while and have an
20:08
online platform to do it good one
20:11
did you see uh AutoNation is using that
20:13
uh it’s called like a Clorox 360 like an
20:16
atomizer sprayer for their arts yeah I
20:19
saw that yeah as interesting can’t buy
20:22
one they’re sold out yeah I saw it I’d
20:25
like yeah eight thousand dollar machine
20:27
and they’re like going yeah I don’t know
20:30
if that’s necessarily you know but I
20:31
don’t think that’s necessary
20:33
yeah but I think you can clean a car
20:35
just fine and get germs out of it with
20:38
some more basic stuff than spend any
20:41
current probably you know is that but it
20:44
it’s interesting that you know processes
20:46
obviously will need to change and you
20:48
know you’ll probably change them stuff
20:49
at store level and you know I feel like
20:52
as I said you you just had more of an
20:54
advantage to the retailing side because
20:56
you were already thinking more digital
20:58
retailing and trying to help consumers
21:00
have the better experience already so
21:03
and have the consumers are they going
21:07
farther through the roasters platform
21:11
now than they were before
21:13
have you seen any changes in like the
21:15
consumers actual behavior or are you
21:17
just supplementing whatever was missing
21:20
in there with your team’s you know prior
21:23
to this event customers were doing some
21:27
of the process at home and then
21:28
efficient finishing it up in store and
21:30
we we you know we use roadsters platform
21:33
to do as much as as much or little as
21:35
they wanted to do online now there
21:37
really is no choice you’ve got to do
21:38
most of the process online and because
21:42
of the fact that the roadsters so good
21:44
and does such a good job people are
21:45
getting through it relatively easily you
21:47
know one of the things that’s really
21:48
been a game changer is people with
21:52
trade-ins because pretty much everybody
21:54
has a trade right now like i’m remotely
21:56
appraising every trade right now
21:58
through the roadster and it’s been
22:02
extremely helpful because you can’t
22:03
really have somebody come in and walk
22:05
their trade except when they come to
22:07
take delivery of the car because we’re
22:09
not allowed to quote a New York State’s
22:10
rules so it’s been that’s been really
22:12
really helpful I said that I think they
22:15
have a process right you go out you take
22:17
pictures at certain angles of the car
22:19
yeah do some things right like they
22:22
write up their description stuff so you
22:24
get all that data yeah so we we send
22:26
them a link we send them a link from the
22:28
site they click the link and they click
22:31
get a firm offer and then on their phone
22:33
they are walked through the process it
22:36
shows them which panel to take a picture
22:37
of and it takes them around each panel
22:39
of the car it’s almost like somebody
22:41
doing a condition report at an auction
22:42
look at the customer a customer’s doing
22:44
their own on the interior and the
22:46
exterior they can put in comments and
22:48
then they submit it and then we so we
22:50
send an offer right back to them pretty
22:52
much immediately so they know exactly
22:55
we’re going to give them for their car
22:56
and then when they come at delivery we
22:58
have to obviously physically inspect it
22:59
and drive it so all of our employees
23:02
that are working which aren’t many but
23:03
there are some they they get in the car
23:06
they wipe it down we have seat covers
23:09
plastic seat coverage that we’re putting
23:11
on the cars and they wear gloves and
23:13
they wear masks and they drive the car
23:16
around a lot make sure that it functions
23:18
mechanically transmission works
23:20
four-wheel-drive works
23:21
air conditioning works heat works and
23:23
then they inspect the car to make sure
23:24
that the customer took pictures of all
23:26
the damage which sometimes they forget
23:28
to do but you know so and then we can
23:31
validate what we offer them on trade for
23:34
their car or purchase it’s very easy to
23:37
it’s on it’s all done through the
23:38
platform which is great and the platform
23:40
pushes the appraisal the V Auto as well
23:42
automatically matter of fact one just
23:44
came across my screen right now as we
23:46
speak a guy with a 2012 in Palo just
23:48
came across the table an iPad I don’t
23:49
like I’m gonna pray I get appraisal to
23:51
do as soon as we get off this this
23:52
meeting so so technology wise what’s
23:58
missing like what do you think the
23:59
future is for where’s the gap you’re not
24:03
for newer and I know you you always see
24:06
the gaps man so where’s the gaps and the
24:09
way we’re doing things right now yeah
24:12
I don’t really know if there is much of
24:15
a gap because you know roadster gives us
24:18
the ability to pretty much do most of
24:20
this already and then we can get
24:22
creative with people just by taking a
24:25
smartphone out and walking around the
24:27
car and send the customer video of the
24:29
inside of me outside we can already do
24:32
that now and we can FaceTime or we can
24:36
zoom like we have all this tech already
24:38
it’s just honestly it’s a matter of
24:40
having the right people right now I
24:41
think that’s more than anything else is
24:42
you got to be surrounded with a group of
24:44
people in your company that are that you
24:47
can trust number one number two that are
24:49
really good with technology and probably
24:52
tech and people equal they have to have
24:54
really good people skills and they have
24:55
to be really good with technology and
24:56
have to be trustworthy like those are
24:58
the three things are the most important
24:59
that make sense then well hey I don’t
25:03
want to take up your day I know you
25:04
gotta praise cars and you gotta sell
25:06
what’s there when the goings happening
25:09
so I just again appreciate you taking
25:11
the time today I have a kind of fun
25:14
candy conversation and absolutely you
25:16
know it’s just interesting to hear
25:18
everyone’s perspectives of where things
25:21
are and I mean I still leave it hopeful
25:24
for tomorrow and you know things I’m
25:27
very hopeful for tomorrow I don’t think
25:29
this is a beefing though everybody shape
25:32
thing if things are gonna bout right
25:33
bounce right back I don’t see it I think
25:35
it’s a really fat I don’t want to call
25:38
it to you I don’t even think it’s a you
25:39
I think it’s a I think it’s a slow
25:43
recovery and but we would definitely
25:45
recover a hundred percent but anybody in
25:48
business or just the life in general
25:50
this is a reset and it’s an opportunity
25:53
to completely reprioritize things in
25:56
your life and honestly if there was ever
25:58
anything you wanted to change in your
25:59
business now’s the time to do it yeah so
26:03
thank you look at that’s all I’m looking
26:05
at things I agree with you so cool man
26:08
well thanks it’s always good see hey man
26:10
go crazy car I’ll call you later
26:12
sure we’ll catch up bye took her
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