{"version":"1.0.0","episode":{"title":"Beard on Street Purchases, Johnson on Service > Sales Handoff | Daily Dealer Live","url":"http://getcarcurious.com/episodes/beard-on-street-purchases-johnson-on-service-sales-handoff-daily-dealer-live","audioUrl":"https://chrt.fm/track/C6AG88/traffic.megaphone.fm/CREUR5841355935.mp3","description":"Today's show features:  \n\n\n\n- Jonathan Beard, Used Car Director at John Elway Cadillac
\n\n\n\n- Greg Johnson, General Manager at Mohawk Honda\n\n\n\nCheck out Car Dealership Guy’s stuff:\n\n\n\nCDG Circles ➤ ⁠https://cdgcircles.com/⁠\n\nCDG News ➤ ⁠https://news.dealershipguy.com/⁠\n\nCDG Jobs ➤ ⁠https://jobs.dealershipguy.com/⁠\n\nCDG Recruiting ➤ ⁠https://www.cdgrecruiting.com/⁠\n\n\n\nMy Socials:\n\n\n\nX ➤ ⁠https://www.twitter.com/GuyDealership⁠\n\nInstagram ➤ ⁠https://www.instagram.com/cardealershipguy/⁠\n\nTikTok ➤ ⁠https://www.tiktok.com/@guydealership⁠\n\nLinkedIn ➤⁠ https://www.linkedin.com/company/cardealershipguy/⁠\n\nThreads ➤ ⁠https://www.threads.net/@cardealershipguy⁠\n\nFacebook ➤⁠ https://www.facebook.com/profile.php?id=100077402857683⁠"},"annotations":[{"startTime":12.1,"endTime":26.1,"type":"concept","title":"return on investment","url":"/glossary/return-on-investment","quote":"It's in return on investment discussion. [26.1s]  Hey, everybody, welcome back to The Daily Dealer Live.","canonicalId":"concept:return-on-investment","priority":0.5,"confidence":0.9,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"“Return on investment” (ROI) is the idea that marketing or business actions should produce measurable gains relative to their cost. For dealerships, ROI often shows up as more leads, higher conversion rates, or improved gross profit from used cars and service.","simplifiedExplanation":"ROI means “is this worth the money we put into it?” For a dealership, it’s about whether marketing efforts bring in customers and make the business more profitable."}},{"startTime":65.7,"endTime":75.18,"type":"concept","title":"used cars","url":"/glossary/used-car","quote":"Today, we're going to talk used cars, CPO strategy, service sales. We've got two operators with two great strategies.","canonicalId":"concept:used-car","priority":0.9,"confidence":0.95,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"The episode is focused on used cars, which are a major profit center for many dealerships. Used-car strategy typically includes pricing, inventory sourcing, reconditioning, and how to market vehicles effectively.","simplifiedExplanation":"They’re talking about used cars, which dealerships sell for profit. The key is how you find them, price them, and get them ready to sell."}},{"startTime":146.8,"endTime":163.4,"type":"concept","title":"Artemis program","url":"/glossary/artemis-program","quote":"The Artemis program has run $100 billion. [150.6s] That's a lot of money, but it's less than half a percent of the federal budget. [155.1s] This rocket was scrubbed twice in 60 days.","canonicalId":"concept:artemis-program","priority":0.5,"confidence":0.9,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"Artemis is NASA’s program for returning humans to the Moon and building toward longer-term exploration. In the context of the segment, it’s used to discuss large-scale development spending and repeated testing/launch readiness work.","simplifiedExplanation":"Artemis is NASA’s effort to send people back to the Moon. The segment uses it to talk about how big the program is and how much testing and troubleshooting goes into getting launches ready."}},{"startTime":157.9,"endTime":161.1,"type":"term","title":"hydrogen leak issues","url":"/glossary/hydrogen-leak-issues","quote":"This rocket was scrubbed twice in 60 days. [157.9s] It had hydrogen leak issues, helium issues. [161.1s] They rolled it back.","canonicalId":"term:hydrogen-leak-issues","priority":0.5,"confidence":0.85,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"Liquid hydrogen is commonly used as rocket fuel, and leaks are a serious safety and performance problem. Hydrogen leaks can force launch delays because the fuel system must be verified safe and sealed before ignition.","simplifiedExplanation":"Hydrogen is used as rocket fuel, and a leak is dangerous. If there’s a leak, they have to stop and make sure everything is sealed and safe before trying to launch."}},{"startTime":344.28,"endTime":347.84,"type":"car","title":"Mercedes-Benz Mercedesbenz Usa","url":"/cars/mercedes-benz/sl","image":"https://upload.wikimedia.org/wikipedia/commons/e/e7/1994_Mercedes-Benz_500_SL_Mille_Miglia%2C_Techno-Classica_2025%2C_Essen_%28P1045906%29.jpg","quote":"And this rule could signal how the others develop.  Next up in another news today, Mercedes-Benz USA CEO  Adam Chamberlain outlined a plan to grow US sales by 30%","canonicalId":"car:mercedes-benz:sl","priority":0.5,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"The Mercedes-Benz SL is a luxury sports car, typically known for its performance and upscale design. In the podcast context, it’s referenced as part of a broader discussion about how Mercedes plans to grow US sales and how future models may develop. That makes it relevant to the brand’s product and market strategy rather than just day-to-day ownership.","simplifiedExplanation":"The Mercedes-Benz SL is a luxury sports car. It’s designed to feel sporty and premium to drive. The podcast mentions it while talking about Mercedes’ plans to increase sales in the US.","imageAttribution":"Matti Blume (CC BY-SA)"}},{"startTime":363.7,"endTime":366.64,"type":"car","title":"Mercedes-Benz GLE","url":"/cars/mercedes-benz/gle","image":"https://upload.wikimedia.org/wikipedia/commons/c/c3/2023_Mercedes-AMG_GLE_63_S_4MATIC_IMG_9842.jpg","quote":"...e specifically, the strategy centers on the GLC,  GLE, and GLS, a streamlined dealer approach  and stay...","canonicalId":"car:mercedes-benz:gle","priority":0.5,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"The Mercedes-Benz GLE is a mid-size luxury SUV positioned as a key model in Mercedes’ lineup. It’s significant because the podcast describes a dealer strategy built around the GLC, GLE, and GLS, suggesting these models are central to how the brand approaches sales and inventory. The GLE is often discussed as a volume driver within the luxury SUV segment.","simplifiedExplanation":"The Mercedes-Benz GLE is a mid-size luxury SUV. It’s made for families or anyone who wants more space than a smaller car, with a premium interior. The podcast mentions it because it’s part of a focused lineup strategy for dealers.","imageAttribution":"Alexander-93 (CC BY-SA 4.0)"}},{"startTime":440.2,"endTime":442.6,"type":"company","title":"Hello Auto Group","url":"/glossary/hello-auto-group","quote":"Girwati Auto Group just closed on the last of Hello Auto Group's Santa Clarita stores, March 30th.","canonicalId":"company:hello-auto-group","priority":0.5,"confidence":0.9,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"Hello Auto Group is identified as the seller of the Santa Clarita stores in the divestiture. The segment frames the transaction as part of Hello’s broader “entire Santa Clarita platform” being transferred to a new owner.","simplifiedExplanation":"Hello Auto Group is the dealership group that owned the Santa Clarita stores before this sale. The episode says those stores were sold off as part of a larger restructuring."}},{"startTime":440.2,"endTime":442.6,"type":"company","title":"Girwati Auto Group","url":"/glossary/girwati-auto-group","quote":"Girwati Auto Group just closed on the last of Hello Auto Group's Santa Clarita stores, March 30th.","canonicalId":"company:girwati-auto-group","priority":0.5,"confidence":0.9,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"Girwati Auto Group is named as the buyer that “just closed” on the final Santa Clarita store. The segment uses this to illustrate ongoing dealership M&A activity and how ownership changes roll out across multiple locations.","simplifiedExplanation":"Girwati Auto Group is the company buying these dealerships. The episode is highlighting that they completed the last step of a multi-store purchase."}},{"startTime":460.8,"endTime":465.1,"type":"concept","title":"M&A activity","url":"/glossary/m-a-activity","quote":"You can learn more about CDG's coverage of all M&A activity across the automotive industry at the full tracker at CDGBicell.com.","canonicalId":"concept:m-a-activity","priority":0.5,"confidence":0.9,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"M&A stands for mergers and acquisitions, referring to buying/selling dealership groups, stores, or related assets. The segment says listeners can learn more about CDG’s coverage of M&A across the automotive industry.","simplifiedExplanation":"M&A means mergers and acquisitions—basically companies buying or combining with other companies. Here, it refers to dealership groups buying and selling stores."}},{"startTime":596.2,"endTime":602.0,"type":"brand","title":"John Elway Cadillac","url":"/glossary/john-elway-cadillac","quote":"I'm with the John Elway Automotive Group in Lone Tree, which is a suburb of Denver, Colorado at John Elway Cadillac.","canonicalId":"brand:john-elway-cadillac","priority":0.5,"confidence":0.9,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"This refers to a Cadillac dealership within the John Elway Automotive Group. Cadillac is General Motors’ luxury brand, and dealership performance often gets tracked separately for certified pre-owned and used inventory.","simplifiedExplanation":"That’s the name of a Cadillac dealership in the John Elway group. Cadillac is a luxury car brand, and dealerships like this often sell both newer and pre-owned cars."}},{"startTime":610.6,"endTime":612.3,"type":"concept","title":"EV","url":"/glossary/ev","quote":"...a very high demand there in regards to our transition from EV and ICE balance with the market.","canonicalId":"concept:ev","priority":0.9,"confidence":0.95,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"EV stands for electric vehicle—cars powered primarily by an electric motor and rechargeable battery. In dealership terms, EVs often require different inventory planning, charging/accessory considerations, and customer education compared with gas cars.","simplifiedExplanation":"EV means electric vehicle. It’s a car that runs on electricity from a battery you charge, instead of gas."}},{"startTime":612.3,"endTime":613.0,"type":"concept","title":"ICE","url":"/glossary/internal-combustion-engine","quote":"...our transition from EV and ICE balance with the market.","canonicalId":"concept:internal-combustion-engine","priority":0.9,"confidence":0.95,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"ICE stands for internal combustion engine, meaning vehicles powered by gasoline or diesel engines. Dealers compare ICE demand versus EV demand because pricing, trade-in values, and customer preferences can shift quickly.","simplifiedExplanation":"ICE means the traditional gas (or diesel) engine. It’s the type of car most people are used to buying compared with electric cars."}},{"startTime":680.2,"endTime":682.5,"type":"concept","title":"incentives going away","url":"/glossary/incentives-going-away","quote":"But transitioning from EV kind of back into ice vehicles with some of those incentives going away, gas coming back up...","canonicalId":"concept:incentives-going-away","priority":0.5,"confidence":0.9,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"“Incentives going away” refers to reduced government or manufacturer subsidies/credits that lower the purchase cost of EVs (or other vehicles). When incentives end, demand can shift quickly, impacting dealership inventory and used-car pricing.","simplifiedExplanation":"If discounts or tax breaks for certain cars end, those cars cost more. That can reduce demand and push buyers toward other options, including gas cars."}},{"startTime":721.8,"endTime":725.1,"type":"concept","title":"shortage on new cars","url":"/glossary/shortage-on-new-cars","quote":"with a little bit of the war, getting away from EVs, shortage on new cars, oil kind of where it's at, and it's just a moving target.","canonicalId":"concept:shortage-on-new-cars","priority":0.5,"confidence":0.9,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"A new-car shortage means fewer brand-new vehicles are available for sale, which pushes shoppers toward used inventory. That typically increases demand (and sometimes pricing) for certified pre-owned and other in-stock vehicles.","simplifiedExplanation":"When new cars are hard to find, people often buy used cars instead. That can make certified used cars more popular and sometimes more expensive."}},{"startTime":729.8,"endTime":733.6,"type":"concept","title":"Colorado marketplace","url":"/glossary/colorado-marketplace","quote":"Yeah, I mean, in your Colorado marketplace, it was never all EV, right? There's some markets, California and others that were trying to go all in EV.","canonicalId":"concept:colorado-marketplace","priority":0.5,"confidence":0.9,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"The speaker is comparing regional EV adoption and consumer preferences, noting that Colorado’s market behavior differs from places like California. Local demand patterns matter for inventory decisions—dealers stock what sells in their specific area.","simplifiedExplanation":"They’re talking about how different states buy different kinds of cars. Colorado seems to prefer gas cars more than some other places, so dealers there plan inventory differently."}},{"startTime":851.9,"endTime":855.6,"type":"concept","title":"CPOs","url":"/glossary/cpos","quote":"All right, so we wanna talk CPOs, but we also wanna talk about this buy center.","canonicalId":"concept:cpos","priority":0.9,"confidence":0.95,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"CPO stands for Certified Pre-Owned. It’s a program where a used car is inspected and backed by a warranty, usually with stricter standards than a typical used-car sale.","simplifiedExplanation":"CPO means “Certified Pre-Owned.” The dealer checks the car and usually offers extra warranty coverage, so it’s meant to feel safer than buying a random used car."}},{"startTime":1060.1,"endTime":1063.3,"type":"concept","title":"Facebook Marketplace","url":"/glossary/facebook-marketplace","quote":"So Facebook Marketplace, the street,\noutside of our drive also.","canonicalId":"concept:facebook-marketplace","priority":0.5,"confidence":0.9,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"Facebook Marketplace is an online classifieds platform where dealers and individuals can buy and sell vehicles. Mentioning it highlights a modern “direct-to-dealer” sourcing method that can bypass auction costs, though it often requires more vetting and logistics.","simplifiedExplanation":"Facebook Marketplace is a place online where cars are listed for sale. The dealer is using it to find cars without going through an auction."}},{"startTime":1135.1,"endTime":1153.6,"type":"concept","title":"recon costs","url":"/glossary/recon-costs","quote":"A lot of those are gonna exceed $2,500 per copy on recon. ... So those recon costs can be higher from our street purchases where we can deal with a person.","canonicalId":"concept:recon-costs","priority":0.5,"confidence":0.9,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"“Recon” is short for reconditioning—repairs and refurbishment needed to bring a used car up to sale-ready or certification standards. The segment contrasts higher recon costs on auction buys versus street purchases.","simplifiedExplanation":"Recon costs are the money spent to fix and prepare a used car so it’s ready to sell. If the car arrives with hidden issues, those repair costs go up."}},{"startTime":1169.8,"endTime":1178.24,"type":"concept","title":"Incorrect condition reports out of auctions","url":"/glossary/incorrect-condition-reports-out-of-auctions","quote":"You mentioned something that is a hot topic on this show. Incorrect condition reports out of auctions. Well, how is this happening?","canonicalId":"concept:incorrect-condition-reports-out-of-auctions","priority":0.9,"confidence":0.95,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"This is the episode’s core issue: auction condition reports can be wrong, causing dealers to underestimate repair needs and reconditioning costs. The “how is this happening?” question points to gaps in inspection accuracy, reporting standards, or vehicle condition changes between inspection and sale.","simplifiedExplanation":"The big problem being discussed is that auction paperwork about a car’s condition can be inaccurate. That means the dealer may think the car is fine, then discovers extra repairs once it arrives."}},{"startTime":1191.7,"endTime":1197.5,"type":"concept","title":"recalls on new cars","url":"/glossary/recalls-on-new-cars","quote":"My ultimate thought is kind of like how it's rumored to kind of be recalls on new cars and stuff like that","canonicalId":"concept:recalls-on-new-cars","priority":0.5,"confidence":0.9,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"A recall is when a manufacturer (or regulator) identifies a safety or compliance issue and requires corrective action. Dealers and auction buyers care because recall status can affect resale value, buyer confidence, and whether the car needs additional work before being sold.","simplifiedExplanation":"A recall is when a car maker says, “We found a problem and you need a fix.” If a car has recalls, it may need repairs before it’s fully ready to sell."}},{"startTime":1222.8,"endTime":1231.9,"type":"concept","title":"discrepancies with the CR","url":"/glossary/discrepancies-with-the-cr","quote":"I think some of it is not able to be made sense at this day and age that we can still have this many discrepancies with the CR.","canonicalId":"concept:discrepancies-with-the-cr","priority":0.5,"confidence":0.9,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"“Discrepancies” here means mismatches or inconsistencies in the condition report—either between reports and reality, or between different inspections. In a dealership/auction context, discrepancies can drive reconditioning surprises and disputes over condition and value."}},{"startTime":1480.6,"endTime":1485.7,"type":"part","title":"grill","url":"/glossary/grill","quote":"mainly cosmetic differences to where they didn't know a grill was broken on the car.","canonicalId":"part:grill","priority":0.5,"confidence":0.9,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"A car’s grille is the front fascia component that covers the radiator area and affects both cooling airflow and appearance. A broken grille is a common cosmetic issue that can also indicate minor front-end damage.","simplifiedExplanation":"The grille is the front part of the car you can see through (often with openings). If it’s broken, it usually looks bad and may mean the front end took a hit."}},{"startTime":1976.4,"endTime":1983.0,"type":"company","title":"OverFuel","url":"/glossary/overfuel","quote":"Go to overfuel.com and use code CDG500 in the comment box [1981.3s] for our 500 bucks off. [1983.0s] We appreciate OverFuel.","canonicalId":"company:overfuel","priority":0.5,"confidence":0.95,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"OverFuel is a website/marketing provider being promoted on the show. The host mentions using a promo code to get a discount, tying the service to dealership lead generation and online visibility.","simplifiedExplanation":"OverFuel is a company that helps dealerships with their websites and online marketing. They’re advertising a discount code during the episode."}},{"startTime":1985.6,"endTime":1993.4,"type":"concept","title":"used vehicle acquisition","url":"/glossary/used-vehicle-acquisition","quote":"including that conversation with Jonathan [1985.6s] on all things used vehicle acquisition. [1991.3s] And again, we'll have Jonathan back at the end of the show [1993.4s] as part of the round table.","canonicalId":"concept:used-vehicle-acquisition","priority":0.5,"confidence":0.9,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"“Used vehicle acquisition” refers to the process of finding, buying, and sourcing pre-owned cars for a dealership. It typically includes trade-ins, auctions, wholesale purchases, and evaluating condition and pricing before bringing inventory in.","simplifiedExplanation":"Used vehicle acquisition is how a dealership gets pre-owned cars to sell. It’s basically the buying/sourcing part—finding the cars, checking them out, and paying the right price."}},{"startTime":1998.1,"endTime":2001.0,"type":"brand","title":"Mohawk Honda","url":"/glossary/mohawk-honda","quote":"Greg Johnson, general manager at Mohawk Honda. [2001.0s] Greg, welcome back to the show.","canonicalId":"brand:mohawk-honda","priority":0.5,"confidence":0.9,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"Mohawk Honda is the Honda dealership where Greg Johnson works as general manager. In dealership podcasts, the store name matters because sales performance and service-to-sales processes can vary widely by location and management.","simplifiedExplanation":"Mohawk Honda is a Honda dealership. The guest is the general manager there, so his comments are about how that specific store is doing."}},{"startTime":2192.3,"endTime":2197.6,"type":"concept","title":"automate appraisals","url":"/glossary/automate-appraisals","quote":"[2192.3s]  will automate appraisals as long as it meets the criteria\n[2196.2s]  that we've set forth.\n[2197.6s]  And it's a great tool.","canonicalId":"concept:automate-appraisals","priority":0.5,"confidence":0.88,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"Automating appraisals means using software to generate trade-in values based on set rules and vehicle inputs. This can standardize offers, reduce manual data entry, and speed up customer response times."}},{"startTime":2865.9,"endTime":2870.9,"type":"brand","title":"Kia","url":"/glossary/kia","quote":"[2865.9s]  Yeah, I was surprised to hear that Hyundai and Kia off lease\n[2870.9s]  EVs have an under 30 day market day supply\n[2874.3s]  because they are coming back so cheap.","canonicalId":"brand:kia","priority":0.5,"confidence":0.9,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"Kia is mentioned alongside Hyundai as a brand whose off-lease EVs are moving quickly. This matters because rapid sell-through can indicate pricing pressure and strong demand—or, in this case, cheap lease returns creating a fast turnover.","simplifiedExplanation":"They mention Kia because Kia EVs are also coming back from leases and selling quickly. That can influence what kind of deals show up for used EV shoppers."}},{"startTime":2865.9,"endTime":2870.9,"type":"brand","title":"Hyundai","url":"/glossary/hyundai","quote":"[2865.9s]  Yeah, I was surprised to hear that Hyundai and Kia off lease\n[2870.9s]  EVs have an under 30 day market day supply\n[2874.3s]  because they are coming back so cheap.","canonicalId":"brand:hyundai","priority":0.5,"confidence":0.9,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"Hyundai is mentioned in the context of EVs returning from leases quickly, which suggests strong resale supply and potentially lower pricing. For listeners, it’s a real-world example of how specific automakers’ lease cycles can impact used EV availability.","simplifiedExplanation":"They’re bringing up Hyundai because Hyundai EVs are showing up on the used market in a way that affects pricing. It’s an example of how lease returns can change what deals are available."}}],"speakers":[{"id":"s1","name":"Car Dealership Guy","role":"host"}],"transcripts":[{"url":"http://getcarcurious.com/episodes/beard-on-street-purchases-johnson-on-service-sales-handoff-daily-dealer-live/transcript.vtt","type":"text/vtt"}]}