Car Guy Coffee Podcast: Coffee and a Conversation with Andrew Bournazos

Hello and welcome to the CarGuy Coffee Podcast. This brew has been brought to you by Certified

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Let's brew! What's going on Car Guys and Car Guys? It's Lou Ramirez and it's Fred Lynn Arts

and we're Brewing Solutions on the CarGuy Coffee Podcast. Excited to have a cup of coffee and a

conversation. Excited about what is master mining. I'm having fun over here in Kansas City.

Having some fun brewing solutions with some of our friends and I'm excited. Fred, it looks like

you're in the studio brother. I am in the studio. You went off to the great lands of Kansas City.

I stayed home here in Kentucky. I had some stuff to take care of and it was good. It was a long

list of things to get done so that I could be ready for the next week coming up. We're going to be

visiting a dealer at the end this week. One of our favorites down there in Florida, St. Augustine

Bozard. Ford baby and they are gearing up to have another record month. Can't wait to get down there

but today we got a special show brother. I'm excited about this show. We got a special guest

from a company from a business that we partnered up with over the last couple years and we're

going to continue. As a matter of fact, we're going to be at their booth for NADA the first four

hours. So folks, if you're looking for some fun for the first four hours of the Expo hall,

get over there to their booth. Automotive mastermind is doing big things. I'm excited to have the

man, the myth, the legend on the show. I almost filled the beans of who it is before we announced it

but I'm excited to have them on. I think they can probably see somewhere in the captions,

maybe somewhere inside of the title. They knew they know what solutionary it is that we have

inside of the cafe today. We are pumped up to have a great, great conversation going and there

is so much that's brewing inside of the industry right now and coming in from the windy city,

representing automotive mastermind. This certified solutionary is ready to brew solutions on the

podcast. Help us to make welcome. You can throw a coffee cup emoji. You can throw some hand claps.

You can throw some thumbs up, but make sure that you do tag a car guy.

Tag a car gal. And share, share, share, share, share. Make welcome to the show. The one.

The only Andrew Bonazzos. Let's go. Welcome to the party, brother. Hey, thanks gentlemen.

Welcome. Thanks man. I appreciate it. That was a great intro. Love it.

We appreciate you. Great intro for a great person, man. Super excited about having you

on the show today. I know that, you know, what we're going to be talking about today is just

we're talking about what's currently happening with you guys, what's coming up in the future,

but what you're most excited about and learn a little bit more about you, my friend. I'm excited

to tell everybody in our audience who you are a little bit too. So why don't you give everybody

a little bit of that? Explain who you are, what you do over there at mastermind and how long you've

been doing it. Yeah, thanks so much. First and foremost, obviously, been an automotive for

about 15 years now. But the thing that I'm most proud about is I'm a husband and a dad. So I've

got two young kids. My daughter just turned four last week. I've got a seven and a half year old

son. So that keeps me super busy with running around sports and all that goodness. Yeah. So

it's basketball season right now. And like most kids sports, they seem to go year around. So

yesterday we were just doing a baseball hitting clinic getting ready for spring ball right here

in November getting ready for next year. So yeah, all the goodness. Oh man, it's a good time man. I

love that you brought up family. There's something special about that I do love. I miss that my son

is currently a senior in college. So going to sports watching him play against other people

this just doesn't happen anymore. But I miss those days. I have a nephew right now that plays

basketball and football. So I get to go see him quite often. So I know how that feels. So I'm

excited for you, brother. Thank you for sharing that. Yeah, especially coming off a fantastic

World Series. I didn't my cubbies didn't make it right. So I didn't have a dog in the fight,

but that was a pretty exciting series to watch for sure. Bro, one of the best if not the best

series ever to go down in the World Series, like it was a full seven games. It was like 18 innings

in game two, I believe it was two or three was a huge game. And that was a big turning point.

But then it flipped around again and it looked like the Dodgers were about to be

that's not going to happen. And then literally it was like half a split second that made the

difference of the Dodgers making it or not. That was almost an out right there. It was. I mean,

it wasn't out, but it was almost not right. And imagine if it wasn't that was a game over right

at that moment. It was that close. It was like literally like foot there and touched it tapped

it in the other. Oh my God. It was amazing to watch how it ended. And that even the last game

with extra innings, you couldn't write up a better script than that right there. It was

pretty awesome, brother. Yeah, man. It's great. It's great for great for baseball. And yeah,

man, it's fun watching the kids. But yeah, yeah, Ben and automotive for about 15 years,

like most, we sometimes fall into automotive. It wasn't our game plan. I graduated school back in

0809 with a finance degree. The market has just crashed. So it was difficult to find a job in

finance. But one of my really good friends, shout out to my buddy, Mike Hall, he was working

in selling cars at a Hyundai dealer. And he said, Hey, why don't you come on over, sell some cars,

or do you do it for a couple of months, a couple of years? It's your call. But I got into it there

and loved what I was doing, started with the cars for clunkers and worked my way through different

levels at the dealership with the Gerald Automotive Group here in Chicago. And then I made the leap

of faith to go over to the auto finance side of the business. So spent about six and a half years

of my career with Capital One Auto Finance, bouncing around to different areas. I started

doing kind of underwriting credit analysis here in Chicago. And then I met my now wife and about a

couple months after meeting her company got bought off by a company in Florida. So I was lucky enough

to be able to stay with Capital One and then go become an area sales manager down in the Florida

market. So we had our spin down in Florida. I know you mentioned you're going to be over at

Bozard. That used to be my old market. I lived in St. Augustine Beach. Yeah, man. And then

seven years ago last month, I had started hearing about this name Automotive Mastermind in the

market. And I started talking to some of my dealer partners and I was repping with Cap One

and doing some research and found a role and a good fit with them. And it's been a fun journey.

So here we are seven years later and Mastermind has changed a whole lot and out here trying to

support our dealer partners and our end users as best as possible. I love that. Yes, a whole lot

has changed. A whole lot has developed with Mastermind. A lot of great collaborations have come

about from it. But I love when you say cash for clunkers. You're throwing in a little like sore

spot from back in the days. Just giving us a little history of where you've been, brother. And I

appreciate you sharing that. And it is awesome. You worked for a great company, Capital One,

with a great way to be able to reach out because they were in every dealership. So you were definitely

having a great chance to see what was happening operating in all these different stores and at

great levels because you guys, Capital One does full spectrum, my friends. And so that they see

a little bit of every type of deal. So it's pretty amazing. And they lead the way in the way that

people buy in automotive. So it was really cool. I did a lot of business with Capital One when I

was a finance manager, made a lot of money with them and they made a lot of money with us same

time. We helped more importantly, we helped a lot of clients be able to buy cars and make it

affordable for them. So that was pretty awesome, brother. But then Mastermind. Mastermind, like

you said, is developing. It's constantly growing. It's doing some big things. I absolutely love that.

There's a really cool product right now. It's called Copilot. I love Mastermind Copilot and

we'll get into that. And I'm excited to learn more about that and share that with my audience.

I know that's something that everyone's really excited about going into this quarter. So tell

everybody a little bit about what Copilot is. Yeah. So first and foremost, I'll tell you why we

created it, right? Our number one goal at dealerships is to help create salesperson efficiency

that's near and dear to my heart coming from the business, starting on the front line selling

cars. And honestly, people don't always know what the right thing to say is or sometimes it takes

time to figure out what to say or craft that perfect email or that perfect outreach. And we

all know in the business time is money. And we wanted to create a solution that took all of our

data insights on every single consumer and with a click of a button being able to auto generate

an email script, a text script, a call script with all the pertinent data and information

that makes mastermind unique and just allowing that salesperson either in one way to make them

more efficient, right? So if they maybe do know what to say, but they just want to be able to get

more touch points in a quicker fashion, they can do that. But what we often see in our business,

a lot of turnover, a lot of newer people that have come into the business over the last couple

of years, for those that maybe don't know what to say or how to say it, loading their lips almost

like a tenured sales manager or GM is telling them exactly what to say, but having that all

automated in the background. So that's all integrated into our solution. Imagine for a second,

you're a salesperson, you see a customer that's engaging in mastermind marketing,

scanning QR code, clicking through links, and you want to go and do your follow up, right? You

can just click on a button and it'll take all those talking points that would be important

to the consumer and get it out to them so that the customer can communicate back and forth and

get things going for them. Absolutely. That's exactly what I think

salespeople inside the stores managers want their salespeople to have because it makes it a lot

easier to speak to people with pertinent information, right? At the right time. One thing you guys

have is behavioral prediction scores. And I love that. And that's something that's really special,

being able to do that. It gives the dealer a clear way to understand when people are ready to buy

based off of the other behaviors are they're buying patterns, all these different things that

the data that you guys get, because you guys are definitely affiliated and teamed up and

co-teamed up with a lot of great people to make sure that you guys deliver

to me, I think the best data in automotive hands down because of who you guys are with

teamed up with. So I think that's pretty amazing. You guys, you have a success story or something

at the hand that somebody can, maybe something you heard through the grapevine or maybe you've

seen and witnessed that with this tool is help somebody be able to take it to the next level.

Yeah, absolutely. So I'm in and out of stores all the time. I'm fortunate to have an amazing

account management team. We call them our dealer relations managers. So anyone that works with us

knows their dealer relations managers. These are boots on the ground individuals that are in the

dealership working with the teams. It's not just remote and through a computer. So they're the real

superheroes. But when I have time in my week and my day, I want to go spend time with some of our

dealer partners. So I was just over at a dealership in the Chicagoland area this past week. And that

was the biggest thing where they salesperson said, Hey, I've always loved mastermind. I've loved all

the data and information. And it can sometimes be a lot. And they just love this new feature where

now they don't even have to train a salesperson on looking at the behavior prediction score,

all the behavior drivers, just the ability to go in there. So they had a newer salesperson

and they went into mastermind, they signed them. I think it was like five or 600 orphaned customers

that really weren't being worked at the dealership and said, Hey, take it bite size, go out there,

do 20 touch points a day. At the end of four or five weeks, you'll be able to work through

the set of 500 customers. And I got a text message later that week saying this salesperson using

co-pilot was able to touch all 500 customers within the week because it took them maybe six

to seven seconds for each customer to be able to go in there, hit it, and then move on to the next

one. And through that, just that week, that person was able to schedule 12 appointments.

And this was a new green P salesperson that had only been selling cars for a few weeks. And now

of a sudden they have 12 at bats with scheduled appointments. And the beauty of it is it's not

that the historical automotive marketing where you send someone something like, Hey, we'll give you

150% of your vehicle or come in and we'll do this. What is that bait and switch thing?

This is, they sent them a communication saying, Hey, here's where you're at today. Here's where

we think you may be having issues or pain points or priorities within the life cycle of your loan

or lease. And here's exactly what your new deal is going to look like. Along with a link to the

customer's personalized landing page where they can go in there and view different models,

different trim levels, play around with payment options, almost like our own internal digital

retailing tool. So if a customer is going to react to that, right, they already see all the details

of what's going on and what they can accomplish. So if they're willing to make an appointment and

come in the store, it's not that there's coming in just to kick the tires and get all the information.

They're coming into that conversation, like probably at third base already, if not already

rounding for home. So that's what I love about the data piece, but then the co-pilot functionality

where you can get these valuable insights and we're masked and where marketing is always

historically bank static, right? You do a data poll, right? You do said marketing and then

whatever information's on there is what the customer sees, right? Where a dealership can

go in mid-month and being like, man, I'm not pacing to where I want to be. Let me get aggressive

and how I'm booking out my cars. Let me go a little bit deeper on my discounts. So when the

customer then goes from that marketing onto their landing page, they see all the updated

information that's out there. So we have to make that marketing dynamic and giving customers insights

throughout the month. Oh man, that's phenomenal. And that's really good because when you're looking

at results or what all people really care about, and I love that you just gave us a bunch of really

good data there. I hope people were taking notes. I also want to throw out really quick. While we've

been doing this show, you guys have noticed this QR code right here, right? This is the QR code

automotive mastermind folks. I'm going to tell you, it's something of this, strikes your fancy a

little bit, hit them up, go in there, get a demo of their product. If you're using it, and this

is going to be the next touch point. Lou, I'm sorry. I'm hogging all the questions, bro. My bad homie.

But the drive centric is a big, been a big integration of you guys. You guys have teamed up

with them. I love it. Drive centric is a big fan of, we're a big fan of drive centric, I should say.

And we love their CRM and what they do. But I knew the moment that they teamed up with you,

that was going to elevate them so much. But it also puts you guys in front of a whole bunch of new

people. And what you guys do inside of the CRM is massive. I think that there's really a great,

great space for you guys there to be able to help them be able to communicate even faster without

having to add widgets and all these crazy add ins and plug ins and all this good stuff.

What made you guys want to do that with drive centric? Do you remember?

Yeah, I think one of our biggest things, and I think it was two years ago, our biggest initiative

was opening up integrations. We know that's one of the biggest pain points in the automotive industry.

Things don't talk to one another. If I'm a salesperson, I probably, and it's no joke,

right? You guys do this every day. I may have to be in eight to 10 different systems just to do my

job on a daily basis, right? So the ability to try to pull more things into a singular spot,

have them talk to one another was a huge thing that we wanted to have a win on.

And then it was a bit bittersweet. A lot of people know Matt Leone, right? The CEO of Drive

Centric. He was our CEO for over five years over at Mastermind. And we knew when he went over there

that was going to be a huge priority for him and Aaron to work that out. And I just love the speed

of it, right? Because being in this business, you hear of integrations and product enhancements,

and everyone gets excited. And then it's three, six, 12 months down the line when we can actually

have the dealer partners and customers get all the goodness out of it. But this one accelerated

super quickly. Both our engineering teams and Matt's engineering teams have really been highly

focused on getting this up and running. And it just goes back to what I brought up before,

which is how can we create efficiencies? How can we make sales team members more effective?

And imagine for a second, right? By doing these small things, if each one of our sales team members

can find another one to three units a month, when you multiply that across an average sales base

of 10 to 12 salespeople, right, 30, 40 cars a month more times 12, that's a huge difference in volume,

in revenue, in helping out customers. We know one of the biggest challenges is it's not that

these customers aren't having these pain points and it's being able to solve for all of them.

You can only have so many resources, so many salespeople, so many associates. So if we can

create those efficiencies and be able to help out more people, that that's the end goal of it all.

So yeah, just wanted to make things simple. We wanted the data to be able to live within that

space where if I'm get a serum task list, right, I can see this customer scores a 90 behavior

prediction score, and I can see the marketing they received from mastermind. That's crazy to think

about. I remember when I first started selling cars, I probably got five or six phone-ups a week

where the customer would be like, hey, I just I got this piece of mail or I got this marketing piece.

I'd be like, awesome, tell me what you're looking at. And now with a click of a button,

it can be like, hey, absolutely, Mr. Customer, I just pulled up that offer we sent you out,

let's go through it line by line, make sure we're fully aligned here. I don't want to waste your

time and have you come into the store, right, if it's not something we can help you out with,

just completely aligned with our consumers. Just some of those things that just sound so simple

in theory, but it's been a major pain point and issue in our industry. And through our dry

centric integration and what masterminds doing from a data perspective, we're hoping that we can

really solve on that. Man, I think that's something that you guys are doing literally no pun intended

at a master level. It's exciting. And I love all the actual correlations we can use with baseball.

You used it as at bats, right? That's how you described it, giving our team, giving our people,

giving our people that are wanting to serve the community at a high level and effectively,

efficiently, and making sure that we're actually moving the needle on all the things that we want

to move the needle on. It's like a well oiled team. You cannot win the championship without

assembling all of the right teammates that are into that team, much like many of the technologies

that get integrated together to help affect the actual way that we do business. Not just add

another tool, not just put another great player inside of the game, but in order to actually

see an increase. I love just that little bit, three more per person. What does a tool look like

if it actually did that? Car guys, car guys, I'm going to keep it real. If you're sitting next to

somebody, look at them and just say, you need to keep it real because we need to keep it real.

We've added a lot of tools. We've added a lot of technology. We had a whole lot of extra data and

we know a whole lot more, yet a lot of the averages haven't changed because we haven't really looked at

how do we actually perform at that better level when we have all this information and what we love

about how you all are integrating with people that get the engagement like a drive centric,

like all of the other companies that you team up with. You're making sure that we're not just

adding stuff for the sake of adding it. We're adding it along with adding a new mental mindset

to how it is that we approach taking care of people because that's the part that has to shift

to us. It's not enough for us to have smart technology. We have to get smarter with our

technology and let our technology make us smarter, which is exactly where the whole AI

conversation is going. We're getting smarter and smarter and we're teaching our computers

to get smarter and smarter. Why? Because we want to be able to see actual growth and

we want to be adapted for what's changing. This is very exciting to talk about and this is an

exciting time just like this is an exciting time to watch what's happening inside sports,

to watch a world series do its thing, but we're inside of a critical and fun time inside of

automotive where this evolution of the customer with the way that we do business is all changing

and people like those of you over at Automotive Mastermind, whether Andrew and all the other

leaders that are out there are starting to actually be able to see, hey, this doesn't have to end here

just like for the Dodgers. It's not just one championship we're going for. We're going to

try to keep finding a new way to win and win better and more effectively and if we got to add

another player to the team, let's add another player to the team to help take us to the next level

and you guys are staying open to that and this industry right now we're looking with great

anticipation of all of the great things that are on the horizon for us and as 2026 is closely coming

this our Super Bowl is closely on its way over at NADA. What are people going to be excited about

being able to hear from our stage in your stage over at the Automotive Mastermind? What should

they be looking forward to hearing about that's on the horizon? Yeah, we have a lot of exciting

stuff. We've hit on some of it already. We're really excited about a new solution that we're

going to be announcing at NADA. I'm not going to completely unravel all the details but it's just

going to create even more efficiencies. Almost a landing page where a general manager would be able

to look at and say, okay, I'm halfway through the month. Maybe I'm not pacing to where I want to be.

Where does the opportunity live within Mastermind? What customers are engaging in campaigns?

How many customers do I have coming in for service over the next 24 to 48 hours with a certain

behavior prediction score with a trade-in I'd love to get super aggressive on? All those insights

in one singular spot because we know at the end of the day not every salesperson is equipped to maybe

go and find all this information super seamlessly but being able to have a leader that can then take

that and say push a preset filter into a user's dashboard saying, all right, I already did this

filter click this button and it's going to auto generate and show you every lease customer that

has between two and six payments remaining that is already over on their lease mileage allowance

that's been verified by Carfax that still owns their vehicle that we can go keys for keys for.

I need you to reach out to all these customers using co-pilot over the next 24 to 48 hours,

right? So giving them that kind of landing board dashboard to just pour fuel on the fire. So that's

always super exciting, right? Lots of great leaders from across the industry will be there

and we're starting to help more and more dealer partners out with data as a service and activating

some of their data warehouses or snowflakes or CDPs where it's one thing to get all the data in one

spot but being able to use our machine learning and AI algorithm that's been around now for almost

13 years that gets pressure tested every single week through our registration data to be able to say,

hey, how can we take that layer our intelligence on top of your data warehouse and then activate

marketing out to those personas that you need to help to go drive it. So that's a big thing we're

helping solve for. So I think a lot of the conversations with dealer groups that we're

having today is going to just accelerate into NADA as people are trying to figure out how to solve

for once I get all my data in one spot. What do I do with it? That's and I love I love that point

Andrew because the question that I believe that many managers sitting inside of their chair doing

their day their work and deals they're trying to put together the day they're responding to the day

right and they're trying to make things happen and project a bit into the future but let's just be

honest a lot of our business we are reacting we're reacting to what's happening inside of the market

and we're adjusting and we're making things happen you give the data that helps them actually be able

to know what steps to be able to take to be ahead of the curve and to know what's what to plan for

but what do you say to those that are trying to figure out how to actually begin using those tools

because there has to there's a learning curve that these managers are going to have to go through in

order to help put together the right campaigns that be able to activate the tools in their direction

what kind of a training setup or onboarding do you have for those managers that are that have

these awesome tools in their hand to be able to be dispatched knowing the direction in which that

they need to go with these tools yeah that's a great point right now I think there's a lot of

great tools and solutions out in the marketplace one area that mastermind has continued to invest

heavily where a lot of other companies have pulled back and maybe haven't gotten back to the levels

of when they had to make adjustments during COVID and inventory shortage is our account management

team so when you partner with mastermind you're going to get an extension of your sales management

team and someone at mastermind last time I looked right about 90% of our dealer relations managers

have retail automotive experience so they've been in a sales manager role they've sold cars they've

worked FNI they've ran dealerships so you're not just getting someone that just graduated college

who's never stepped into a dealership who's never sold a car so you're going to get these support

people so you would ask from an onboarding perspective so one of the first things obviously

when we onboard a new dealer partner there's a lot of data cleansing and enrichment making sure we

have all the integration keys all set up appropriately building out that household demographic

but about a week or two in after you partner with mastermind your teams are going to get a link to

what's called mastermind academy so what we encourage our new dealer partners to do is to get

their team members in there watch some quick hit videos start to get the foundation of what mastermind

is so that when we arrive at your dealership for our in-store lunch using another baseball analogy

you get most of the teams on like second base right they know what we do they know what behavior

prediction score is they get the data piece of it so now we can start the blocking and tackling of

saying hey how can you use this data on a day-to-day basis and that doesn't stop at launch right

typically in the first month right the DRM is going to be there quite regularly but then moving

forward even our partners that have been on with us for 10 11 12 years they still see their DRM

every single month for strategy session right of course to go over reporting ROI and they're

not just coming into saying hey how's it going here's some Dunkin Donuts have a great day have a

great month it's hey I noticed this or hey majority of your user activity is within this behavior

prediction score range or when you do this on your discounts or this on your book values you get

X amount more engagement so they're coaching them how to then go into the back end of the settings

and saying you know what can you do to make Mastermind as successful as possible of course we'll

do that from the top down right because we want to make sure we're empowering the leaders at the

dealership to be believers and to train their people right so in a way training the trainer

but it's not unrealistic for our DRMs to go and sit with a salesperson and saying hey let's sit down

hop into Mastermind and let's just let's bang out some phone calls together right let's pick up the

phone right let's go in here and look for this opportunity and it's no doubt when I look at a

dealerships reporting within a week of a DRM visit at the dealership their user activity is higher

right their attributions are higher their customer engagement is higher right so that training element

is something we hold true to our heart it's it's part of our DNA and something that we're going

to continue to lean on because we know the makeup of dealerships and a lot of times it's hard to

get someone to jump on a zoom or a phone call right but when you're sitting at their desk

and you're in their dealership it's hard to be ignored I love that that's such a good answer

to that I love that and it that's the that is a great policy to have your DRMs are doing it right

and if you're out there and they're actually literally training all the time because you do

it's not one-time training we it's some trainings is something we did is something that we always do

and if you constantly do that with your with the with your dealer partners they're gonna love you

for it to your point you could bring dunking donuts and that's all great but if they're not

if they're not using the product and they're not growing with the product and they're just

wasting money they're gonna cut you and that's they should and you should want them to if you're

not delivering something to them but when you're able to show them and get them excited go in there

and train the trainers I love that you said that because that is one of the most crucial things for

all of us out there who are working with dealers we need to train the trainers because if they're

not doing it and they don't know it they're not going to show it and they're just going to throw

it I made it rhymes for you Lou but but yeah it's but it's the truth but it is you're making

and I love that you guys do that and you guys are coming from the experience and talking about

how they had retail experience too that is so crucial for a lot of dealers out there and I believe

that is a thing that is necessary you don't have to be a good sales rep to be and had been in a

dealer but if you want to go in and actually get them to use it you have to have their perspective

and if you don't have a perspective of what they go through I'm trying to onboard this and trying

to train on this and trying to utilize the tool then you don't it sounds an idea is a great idea

until you have to do it and if you're actually out there doing it and showing them you'll know

what the pain points are going to be you could fix it and real quick I got to throw out some

Brian Ortega's going in here and he says that is Lou max headroom or is it just me yes I did hear

a little bit of the max headroom I don't know if you heard it over there Andrew but it was a little

bit up max headroom but it that's okay when we record these it records the individual things

too so we'll have a great copy of this later my friends so don't worry about it but sometimes we

go through it Lou he's out there making it happen right now in Kansas City I love it I appreciate

you Lou but no this is what we're talking about here is the way that things should always be I love

that mastermind is doing that I love how you talked about having clients with for 10 years 10 11 years

that's huge folks and just knowing that people stick with somebody that long it's not because

their friends are bringing them Dunkin Donuts because they utilize the tool and they're growing

with their tool or they would have dropped them a long time ago so I appreciate you sharing that

story yeah not and that's a good point you bring up and we have had partners in the past right that

that have left us for different reasons obviously some of the obvious ones right when

employees were furloughed or inventory shortage or a million different reasons right so I definitely

invite those dealer partners that maybe used us three four five years ago that know us from back

then to schedule some time and take another look at what we're doing today and what we can do

especially if you're part of a dealer group some of the really amazing things we could do from

unifying customer data enriching that data and making it actionable like we spoken about right

the growth of AI we like to call actionable insights because we want to make sure we know that

great data and AI works best with human interaction especially in the car business it's still right

our customers typically second biggest purchase that they're making like outside of a home and

some customers want to take it eight is the online and I think a lot of dealerships are set up for

that but the lion share of them want to talk to a human being want to make personal connections

and we said what we do here at mastermind right we want to provide the data the resources the

information but we still believe that we can put together the best marketing campaign with the best

insights but if someone's not picking up the phone and trying to bridge the gap and get that

customer from the five yard line into the end zone right like it's a miss so we want to continue

to help out there provide those insights and we know that AI is all the talk on the town we're

super proud that we've been using machine learning and AI since we launched as a company true but

and it's the data that pumps in that's so important and I was listening to a recent podcast

and what I really loved about it is they brought the idea of how do you like pressure test this

information and what I love is being that Hulk is one of our sister companies and one thing they've

been doing since 1920 is getting every vehicle registration from every county every single

month so we know every customer's trade cycle so say three years ago we had someone at an index

or bps score of here and then also they bought a car right we can go back and pressure test to see

what were those leading behavior drivers going out of the household that maybe we missed so what

bps was five six years ago is not what bps is today because it's getting pressure tested it's

getting smarter the data is getting better so it's not what it's not just having the data right a

lot of companies can go out and get data and information but it's what you're able to do

with that data and how you can pressure test that data month in and month out just to make the

solution even more viable and offering results to our dealer partners so true so good it's

oh there's so many correlations to sports that we still want and at the end of the day and

Andrew you did great and broke and broke football and I absolutely because the end of the day all

the work you're trying to do is minimize the opportunity for service but at the end of the day

ball is in their hands the ball is in their court for them to do what it is that they're

supposed to do with the data to help who it is that they're supposed to help to deliver it

so go and to let them be the biggest ones we might be the ones inside but then when somebody

shows up to it and enjoys it out and has a great time they feel like the winner of the game regardless

of what the football on the field did and that's how we want our customers to be we have our sales

people we have our managers are on the field doing incredible stuff when they have the ball

we're just trying to help maximize what they do when that opportunity is in their hand so

Andrew we appreciate mastermining over there and we money ball it is very important this is the car

team and we're so thankful that there's key players like automotive mastermining so many others that

are doing what it takes to truly bruise we are so thankful for you can take some time to to bruise

to have a cup of coffee and a conversation and how do people get a hold of you if they want to

they want to brew with your mastermind in the future and be able to see advance themselves going

yeah so easiest way automotive mastermind.com you can click get a demo they can scan the qr code

up in the corner of the screen i have my cell phone in my hand most points of the day my direct

line is 412-822-4483 so one of those three ways if you maybe worked with us before reaching out to

your dealer relations manager is a great way to get in contact with us and we'll get you in touch

with the right people to have a good conversation understand what you're trying to go after and

we recognize firsthand that no two dealerships are the same no two dealerships have the same

pain point even within the same dma or demographic so let's sit down have a chat understand what

you're trying to unpack and what you're trying to accomplish and hopefully we could help out and

be a great partner for for all you that are listening out there awesome man that's some

really great stuff as we're rounding third and getting ready to slide into home i really appreciate

you coming out here having some fun with us i can't wait for this to keep scoring with you guys

and folks touchdowns can keep coming all you gotta do is hit this qr code and get set up for some

greatness for you and your team get some really good data get some really good opportunities for

your team to be able to take it to the next level and kick that field goal all right so anyway

let's have some fun let's let's get out of here before we go anywhere brother we always forgive

and we focus and we fly we like to drop f bombs in the building and i don't know if you've learned

these yet but you're about to and it's as simple as wiping off the weight of unforgiveness we're

going to get focused we're going to fly and we're going to keep growing so do it with us and we'll

get on out of here brother hands on the shoulders count of three one two three forgive forgive

focus focus fly fly and keep growing keep growing thank you all for joining in with us

i am fred lanards and i am louis remeber and we are brewing with one on the car with the one

andrew born

Car Guy Coffee Podcast: Coffee and a Conversation with Andrew Bournazos

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