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Car
Honda Crv
The Honda CR-V is a popular Honda SUV. The host is using it as an example of two similar SUVs a dealership might compare for a customer.
Car
Toyota RAV4
The Toyota RAV4 is a small SUV that’s built for regular daily driving. It has room for people and luggage, which is why many people compare it to other similar SUVs. It’s a common option when someone wants a practical vehicle that’s easy to live with.
Term
towing capacity
Towing capacity is how much weight the vehicle can safely pull behind it. It matters if you want to tow a trailer or something similar.
Term
incentives
Incentives are discounts or special deals that can lower the price of a car. The host is saying the AI should be able to explain what deals apply to each model.
Term
FMI guy
In a dealership, an “FMI guy” is basically the person you go to when you need more details. The host is saying customers don’t want to be sent around for answers.
Term
Wingman
Wingman sounds like a software tool a dealership uses to train salespeople. The host is saying it can simulate calls so new reps can practice.
Term
practice mode
Practice mode means the system is set up for training, not real customers. It lets salespeople practice conversations safely.
Term
AI receptionist
An AI receptionist is like an automated phone assistant. It answers calls and directs them to the right place instead of making callers wait.
LIVE
Hello and welcome to the CarGuy Coffee Podcast. This brew has been brought to you by Certified
Solutionaries. And if you want to consume more brews or want more information about how to build
your brand on our podcast and want to see how you can sponsor the brew, go to CarGuyCoffee.com.
Let's brew!
Car guys and car guys, it's Lou Ramirez. And this is Fred Lenarts. And we are brewing solutions on
the CarGuy Coffee Podcast and we hope that you are ready for your coffee break. Welcome back
everybody. We are excited to see you on the last week of the month. April has been going by fast.
And man, it's been kind of like mixed reviews for a lot of people. Some people are killing it,
some are crying the blues. For those of you that are crying the blues, this message has also been
brought to you by Certified Solutionaries. We can come in there and help you out, right Fred?
Dude, absolutely. That's so funny. We rarely ever promote ourselves like that. And I like that you
did though, because you know what man, we should be very proud of what's going on with Certified
Solutionaries right now, Lou. Dude, I appreciate you. I just got to throw that out there really
quick. We've, Lou's pushed me. I know I push him. We push each other all the time, right?
But what we're doing out there pushing these car guys and car gals all across the country and
encouraging them to do it the right way. Man, it makes me proud of what we're doing. We're not
teaching people to do it the wrong way. We're not teaching people to be decevious or whatever that
word I'm looking for. You know what I meant? Like I'm not trying to put any smoking mirrors out
there for any customers. We're trying to show them to do it the right way, but to actually
communicate with these people to speak to them, be on their terms, but show who you are. And we
need to be doing the same more often. And I'm glad you brought that up. But so folks, if you're
looking for some help inside your stores, not just the companies that we promote on this show,
like this company, Hey, Greenlight that we're talking about today and getting ready to learn
a little bit more about literally their chief revenue officer, which I'm so excited to get to
know her a little bit more. It's going to be her very first podcast, but Certified Solutionaries
out there doing big things. Y'all learn a little bit more about it. We're very busy. We're months
out before we could even get into a store. So you better have the conversation now. So
thank you for bringing that up blue. Appreciate you bro. We are excited for all the growth that
is happening inside of the industry. There are so many big things that are happening. And
being able to navigate through all of that definitely does take somebody that can either
give you the green light, the red light, or maybe even a yellow light. And what I am excited about
is that we are talking about getting that green light to go forward and figuring out how to actually
solve these problems in real time with real customers using AI, using technology, using all
of the things that we have at our disposal to be able to better serve our customer. Not just
for a great experience for them, but a great experience for us. Those that are serving want
to have a good environment and have all of our tools that are properly aligned to be able to get
us moving in the right direction. So we have a lot of great conversation that we are about to have,
but we got to get our guests up on here because you all know what it's like here in Fred and Lou
on the mic, but we have to get somebody on here for the very first time on a podcast. And we are
so thankful for all of you that have been listening to us for the years. There has been a lot of
people that their very first show ever, their first podcast produced, many companies had their
first hello to the world right here on this show because of you all listening out there. So make
sure that you continue to welcome people into this cafe, into this conversation and into this show
and tag a car guy and tag a car gal and share, share. Get it out there.
Thank you, Tyler Patrick. Appreciate you brother for being here in a long time. No speak, but
appreciate you man. Share this out. Tag somebody that needs to see this today. This is going to be
some really great stuff. I'm excited about the show. We are pumped up, but no further ado,
brother. Let's get her on here. Let's get her on here. So car guys and car guys,
help us to make welcome the CRO of Hey, Greenlight, the one. The only.
Let's go. Hey, guys. Hey, Fred. Hey, Lou. Thank you guys for having me on. I am honestly honored
to be on here and that's probably the best intro I could have hoped for. And it's only begun, right?
It's only begun. We can't wait to introduce you on a stage one day and be able to talk about
the great things that you've done in the last year, right? You know, there's going to be a lot
of stuff. You're fresh to the company, but man, so needed. And they're so excited to have you.
And I know you're excited to be part of this company too. Pumped up about it folks. We literally
have the chief revenue officer of Hey, Greenlight here and they're doing big things or good friends
of ours, but more importantly, Carrie, I can't wait to see what you bring and I can't wait to
learn more about what you're doing there. Absolutely. Looking forward to sharing with you
and getting the word out to all the dealers, just like you guys, I'm here to help serve and
spread the word about what we can do, not only for the best experience for the dealership,
but also for the folks that are shopping for cars out there. Absolutely. Absolutely. And with
all the solutions that are out there right now, there could be a lot of noise, right? There could
be a whole lot of just extra that is gaining the attention of people because genuinely, I believe
that most of the dealers out there are really trying to provide a great experience, not just for
the customer, but also for their people, but also setting them up for success. One thing that has
been a major element of our recent growth inside of industry and technology has been the advancement
of AI as we're all adapting to it and allowing it to take on some of the heavy lifting that we all
seem to have inside of our day. But what I love about what Hey, Greenlight is doing is it's taking
that technology to enhance the person bringing the experience. And that's something that we
wanted to preach to the entire industry that those that actually learn how to let AI help you do you
are the ones that are going to advance and be able to take their business to the next level,
take experiences to the next level, and also bring a lot more efficiency and clarity to what it is
that's happening. So Hey, Greenlight has a lot of great stuff that's brewing. We are so thankful
to be part of the team getting it out there, letting people know what's brewing with it.
But for those that have no idea about what Hey, Greenlight is about, give us a little bit of
what's happening. What is it? What is brewing with Hey, Greenlight? And what is it doing for the
industry right now? Absolutely. So lots to share there, right? I think I'm a glutton for punishment
because I've spent my career for the last 20 years in automotive. And I met Jay Koo, the CEO,
the founder of Hey, Greenlight, met him at Truecar. I had the pleasure of reporting to him.
And it was the first time in probably 18 years I had gone back over and worked on OEM. And so
when Jay left and decided to start Hey, Greenlight and said, this is what we're doing,
I immediately said, let's go, let's go. This is so much more fun. I enjoy the OEM space,
but my passion is the dealership, right? Spend 18 years at cars.com, lot links,
impelled, helping with all of those products and offerings. But there wasn't anything out there
like Jay had spoken to me about and the vision he has, and then just the strategic thinking behind
it. So briefly, just to share what it is, it's bridging that gap for all the departments in the
dealership, right? Hey, Greenlight, AI is such a big buzzword, right? We're hearing it everywhere.
But how are we really using it? And we're using it in a way that is going to help leverage the
salespeople, not replace salespeople. And I think that's key to what we're doing. So I'm sure
you guys hear that every day, folks are worried about getting replaced in the dealership,
AI is coming in, all these companies have all these new products. What we're looking to do is
maximize what the dealer is doing currently with their marketing budgets, with their spend.
Anyone can get the data that we're getting, right? Anyone can partner with experience,
anyone can partner and get credit card data, retail data. But the way that we're using it
and appending it to a lead to allow the salesperson in the dealership to better connect
and better understand who that shopper, who that buyer is, the more likely when they make that call
on that lead, the propensity to buy, understand who this person is and connect at
a deeper level is not only helping the engagement, we've seen it go through the roof at some of the
dealers we've been beta testing with, but it's also allowing the salesperson, maybe they're new,
maybe they're brand new to the dealership, it's allowing them to be as good as the best salesperson
that's been at the dealership 15 years. I'm sure you have questions around how we do that.
Yes. Definitely going to dig into that a little bit more. That's exciting. I was going to ask
you what brought you here, but you kind of answered all that already in a sense, because
there's so many cool things happening there. And of course, what an opportunity to start from
basically a startup, right? And be able to help see it go to the next level. And you see the vision,
you know him, you already know what they're about. You've worked with him before, right? And I love
that. Having that experience with somebody builds trust pretty quick, but then when you see their
idea and what they're doing, it gets you excited about it. And of course, what your role is there
is so big. And I'm excited they have you there. And I'm excited that you're excited about that.
There's a lot of AI companies, a lot of noise about AI everywhere. You're hearing AI this,
almost everybody is going to use the word AI in their tool. It's almost weird if you don't
these days, even if it's just a minor part of it. What separates you? Cause there's a lot of noise,
of course, and these dealers out here and you dealers who are watching it, but you're like,
man, what do I do? What should I be doing with AI? What, right? What is the difference between
using somebody like you? Hey, green light or somebody else out there trying to do something
similar? Cause I know you guys are unique in your own way. So we can't really compare it.
It's almost apples or oranges, but there's companies out there who say AI and say they
do things like you do. What separates you all? It's funny. You asked that question because
whether you're talking to OEMs or tier two or tier three, everyone's, where do we bucket you?
This is so new and unfamiliar. Like where do we bucket you and how do we invest in you
outside of our marketing? Or is it training? What, what is it exactly? Where do you fit?
So to answer your question, I look at what we call lane. It's our lead augmentation and
nurturing engine. It's the ecosystem to what we're doing and it goes across all departments.
So whether it's FNI, sales, you've got service, you've got parts, whatever you need to use the AI
for and the data for, we have built that out. I haven't seen any other companies that are doing
all encompassing and helping bridge the gaps across all the departments in a dealership,
the way that we're doing it. So I would say the first thing is we have what's called signal,
which is our data intelligence. Are you still there?
Sorry about that. I don't know what, I pressed a button on accident. Apologize for that.
You're like, we're just going to mute her right there. Just stop now.
No, definitely not. I'm not the star you are. Let's keep going, my friend. I apologize for that.
No, so we have lane ecosystem and that's basically the nucleus. That's the infrastructure that powers
everything that Hey Greenlight does. And then we have what's called signal, which is our data
intelligence. It allows us to take all of that data, 50 plus data points, and we add it to the
lead. So whether we're integrated with CDK and a dealership's using CDK, the integration you can
go in, you click on the lead and it automatically allows you to see the credit score, their address,
whether they're into hiking, whether they have a life of skiing or soccer and kids. And again,
anyone can get this data, but the way that we're doing it, it almost sounds scarier than AI in some
sense. We're building psychological profiles, a fully customized psychological profile. And I'll
do it for you guys at some point. You'll say, choose me and I'll run you through our psychological
profile. But what that does is it allows the salesperson to understand, okay, this lead came in.
It's not just their phone number. It's not just their email address. Now we know their credit score.
Now we know if we call them Henry's, if they're high earners not ready yet, they have this
thing about shopping for six months to a year before we're actually pulling the trigger. So that
profile allows the salesperson to, we can do a couple different things. We have an opportunity
called Wingman and it allows us to take that information from the signal data and it allows
the salesperson to either make a real-time phone call and leverage AI. So we have AI running in
the background of what's called Wingman. It's almost like if you could visualize it, it's
a teleprompter for salespeople. So imagine going in and making that phone call, you have all the
information on the left-hand side, you know the credit score, you know the person you're calling,
you can actually have a real conversation with them. And let's say you're a Honda dealership
and they're trying to compare a Honda CR-V to a RAV4, you know their credit score is 600,
you may talk them into a different vehicle, you may highlight different things that are
important. Maybe they're a safety buyer, you want to point out tires, you have all this information
but what's cool is the AI is working in the background so you don't have to jump off to go
to chat GPT to say, hey they asked me about towing capacity, what's the difference between
Honda CR-V and the RAV4? It's boom right there instantly. We can do it in story mode, so some
people like to read it and have that conversation. Me, I like outline mode, just give me the nuggets,
give me the highlights. I can handle selling this customer and closing the deal. I just need to have
the valuable information if they're to ask, what are the incentives? You might not know the difference
between the incentives between Honda CR-V and the RAV4, right? I mean there's so many makes and
models out there, this just equips you being knowledgeable right away, which instills confidence,
right? When you guys call into a dealership and you're looking for a vehicle, the last thing you
want to hear is, let me get back to you. Let me talk to my FMI guy, that type of thing. So that's
really what we're doing. We have the core package and whether dealerships want to use it for practice
mode, maybe they have a new sales guy and they want you to use Wingman and make pretend calls
and train up and change the level of difficulty. Maybe you want it as an AI receptionist for service
and just take all the incoming calls and siphon those out where they belong. Again, there are
other folks in our space, but I haven't seen anyone taking it full circle. And you said something
earlier, which I said is pretty aggressive. Taking the longest salesperson on your floor
and having the newest salesperson be able to quickly catch up to them, that's pretty strong
stuff. And one of our mentors, Matthew Deimos, is right there saying this technology hyper accelerates
the learning curve of a salesperson, a new salesperson that information. And a new salesperson
is in front of just as valuable of a customer as your longest season salesperson, especially because
there's still this habit dealerships have of letting salespeople practice on the real customers.
What you're saying with Wingman is that it gives you the opportunity to practice real time situations
and figure out how you're actually answering questions in real time. It's one thing to practice
and role play with a partner at the store to have a battle buddy with you to do that.
It's another thing to be able to have your actual systems work as if it's a real live
customer and give you real time situations. That's next level. And that's something that
is perking the ears. I know of dealers right now that want to be able to get their new hires
up and ready and in front of their customers, they're highly valuable customers that aren't
just showing up to the lot anymore. A lot of the conversations are happening at a distance,
whether text, DMs, email, phone, all of these different things are more of the point that a
customer is dealing with it because they don't want to be at the lot. If they want to do it's
the lot for as much time as possible until they have to. And I love that you guys are doing it.
What has been some of the response that you've seen salespeople have from being able to see some
of this technology? Because I know you guys are just now starting to really build up a bank of
business and a bank of customers that are really putting this to work and seeing how it is. But
what has been some of the reactions? Because I know this blew my mind when I first saw the
technology and trying to put myself in the seat of a fresher sales pro is like, man,
what can I really do with this? And is there a side of this where we can give it and say,
hey, this is my wife and this is her profile. How do I get the okay to go on this trip with
the boys? Is there any of that technology that's in there? Oh, that's funny. So to answer your
question, I was out in Florida last week. I won't name the dealership, but I did part of
eating our own dog food is going and experiencing it and going in the dealership and doing it,
right? Actually physically getting in there and not just being in the ivory tower. So that's what
we do. We eat our own dog food. We get in the dealership and with new technology, sometimes
you're like, oh, man, let's see what the feedback is. We just launched this dealership. We unbordered
them and you guys know as well as I do with dealers, you've got one shot to get it right.
And if you're honest and open and in the communications there, it's going to be a win-win.
So we went into the dealership and actually the GM pulled everyone in and said, hey,
we just started using this. Nobody's using this. Like, why aren't we using this? And it was like,
come to Jesus moment, if you will. While I kind of didn't want to be in the room because I didn't
want them to feel like they were getting in trouble because they weren't using our stuff,
but we were just getting up and running as the reality. And once we were in there training and
showing them look how easy this is to use, I'll say this, who is the hardest person in the room
when you're training salespeople at a dealership on new technology? It's the guy or the girl that's
been there for 30 years. They have it their way. They're really good at what they do and they don't
need your help. I'll say this, the testimonial I can give is we walked out of that dealership almost
two hours later and the person that had been there the longest, the old car guy dog, he can do
everything his way. He actually walked down. He was like, you know what, why wouldn't I use this?
So that to me, it melts my heart. I was like, holy shit.
But that's big testimony. And that's huge. And that's, but that's something that's important.
I'm glad you went in the store. And I think that every business out there who's
has a tool that they implement into a any business, you should make sure they understand how to use
it fully. And also, and don't just do it once, follow up with them, see what's going on with them,
give them success stories, connect them with other users out there that are using it successfully,
make sure that they have a network of friends to do. These are all really big things.
What I do love, and you mentioned it before we got to this last question, you mentioned talking
about the different level. Like for you, you don't need all the other word tracks or even
the teleprompter. You just need to know details about the customer. What's so dope about this thing,
folks, for all you all out there who have salespeople that are 10 year and you're like, man,
they're stubborn is that they can actually farm their old leads now that they're not connecting
with because they don't know what to say to them anymore. This is a great way to be able to have
something to pull up some info on them really quick without having to do tons of scrolling,
look at the whole messaging from the past year. They can literally just get it pulled up really
quick, get a few detail points and ask them if you want to use the script. Hey, what should I say
to get the conversation started back up and it will blow your mind. What they'll say is stuff
that you're like, man, I should have thought of that or I did think of that, but I just didn't
put it in those words, right? And it's massive. What that can do for you all. It's hard, folks.
We're in the grind every day. We are soldiers who were constantly grinding it out. And yes,
you all older car guys in your staff, that's older car guys and car gals. They're talented,
but man, they need a little freshen up too. And they have to understand that the new technology
and you said it earlier, isn't here to replace you, but the people who are using it will.
And that's not what we want, man. And I'm starting to see it already in dealerships now with that
Lou and I work with where old salespeople who are, I just do it my way are starting to become
bottom of the barrel salespeople. They're not, they used to be the top. Now they're sitting here
at the bottom and everyone else is using the tools are exploding and they're doing it in a
much faster pace than it take the old, oh, I want to build my book of business. Okay. Yes, you do.
But that took you years on something that if we use these tools right now, we can go farm business
that's in there that no one even talks to that no one ever talked to. And we can make it happen
using this tool. So I got to shout out to green light, hey, green light, shout out to you for
you caught in the right place. But that testimony and going in and showing it is so important.
It's not just, Hey, here's our tool. It's going in and training them on that. I know Lou agrees
with me 100% on that. When you guys, when it comes to the training, I got to ask about this.
What are you guys are going to do about that? Are you guys doing stuff about that making sure
there's like a, is there a representative that takes care of certain regions and they make sure
that they connect with them and stay on top? How are you guys doing that? Absolutely. No,
that's a good question. So we do have a person that we brought on board that make the best
onboarding experience, training experience for right now while we're getting up and running.
And you've got myself, you've got Jay, you've got Colby, we're the feet on the ground, we're the
ones going in and what better people to have in a dealership too, right? We're learning from the
ground up. We're listening. I think that's the key. A lot of folks that start out in the industry
with a new tech or a new product or offering, they don't necessarily sit down and listen because
they're so busy selling. We actually have leveraged our contacts that I've been fortunate over the
last 20 some years. We were able to go into a couple of major account groups with a hundred
stores or more and sit down and say, you guys already have tried everything out there. Where
does this fit for you? What are your thoughts on it? And to get back to your question about training,
who in your group of a hundred rooftops, because we know right now we're too small to get to all
hundred rooftops. I'd be lying if I said, I'm going to fly in and be in the front, but who can we train
because you obviously have quality trainers. So we're going to leverage that. Another great
friend of mine that I've known in the industry for years, he started out at Germain. Actually,
he was one of my first customers when I worked at cars.com. His name is Sean Niffen. He works for
NCM and I've gotten to know David Kane and Sean over the years. I'm going to leverage partners
with those guys. What better way to partner on training than to bring in some experts as well.
So we've got all sorts of plans as we scale and put on rooftops and work with the dealers.
We are going to have folks on the line for training at any time. If we need to fly out there,
we'll do everything we have. I love it. And that's honestly, and I'm glad you have plans for that
because, and I want you all to understand, and I know dealers, because it's okay to buy a product.
It works really quick, but then eventually it fades off and then they cut you because they're
like, oh, no one's using it. It's because no one's talking about it. And it's no different than a
manager having to tell, or a parent having to tell a child multiple times to brush their teeth.
We still got to keep doing it even though, I know, no, you don't brush them.
Right. So it's the same thing. And it's important that we do that. And I'm not trying to say that
car people are children, but we're children. I'm a child too. So and I'm always going to be one.
And I'd love being reminded on stuff that I need that I used to work. That's what we car
people do. We do things that work. And then we stop doing it. And then we go, oh, yeah,
let's go back to doing that again. I was going to say, you made a great point. I forgot to bring
it up after that phone call. A lot of folks are adopting us quickly because guess what? The email
has already been written. The text has already been written. You can just hit send when you're
ready. The other thing that's coming that we've created from feedback to from clients and just
being out there before Impel was before Impel became Impel, they were spin car. And when I helped
work to get that launched, worked hand to hand with Devin daily, we were actually going into
dealerships showing dealers how to do walkarounds, right? Here's how you walk around the car and
video it and focus on digital retail. And guess what? We have Wingman studio. So right after
that phone call, you got your email, texts, that's already done. Now you go out and you
turn your phone on and it tells the salesperson, focus on this. This the AI was working the
background focus on this. This is a mom with three kids. They have soccer focus on the trunk
space, focus on the safety, you know, focus on the amazing sound system. If your kids are annoying
the hell out of you and you just need to drown them out, whatever it is, but you have a very
personalized connection on that follow up, whether it's email text or video.
Kerry, this really levels up the level of professionalism that a sales pro, a service
advisor, anybody interacting with a customer can actually operate on. If there's anything that
we've seen diminish over recent years, it's overall quality, whether it's in food service
or in how we've actually serviced the customer. We have now crawled out of the age of we got it,
so they're going to buy it from us and they're going to pay whatever we want them to pay.
More and more dealers are starting to operate on a one price model, which we believe is the
way that it should be. We also have seen where people have also almost regressed into going back
into older tactics and older ways of dealing with customers based off of what they know worked
10 years ago. What you're providing now is an opportunity to take all of that information
and in real time, stop the disconnection space from a customer. Think about it, car guys and
car guys. When you actually have a customer on the ground and physically in front of you,
where is it that you want your salesperson to be? Hanging out at the desk, hiding from the
customer while you prepare numbers for them, hiding for the customer while they do other
things and they start researching and they get confused or you want them in front of the customer
consistently answering questions, having a real conversation with them, being knowledgeable,
but the conversation often gets interrupted when we don't have the answers, when we really don't
even know where to go research for it. It's only been recently that salespeople have been able to
start going into their Google or chat GPT and explaining things while they're reading it verbatim
to the customer, which there's nothing, zero, nothing is wrong with the salesperson actually
doing the research right there in front of the customer and reading directly to them.
I was told by my educators, young and people that are influencers in my life that use your
resources, right? People who use their resources tend to get further. We forget that we have those
and literally with this tool that we have right here in our hand every single day,
every one of us uses it, so much power in there and so many ways to be able to deliver stuff
and to include this tool here. Hey, Greenlight, it's very possible for y'all to be doing this
and you should be doing this. This is silly. By the way, I got to throw this up there real
quick. I got the QR code for them, folks. All you got to do is click on that little QR code or
click it, doodity-dee, or just go to heygreenlight.com and I promise you you can set up a quick demo,
learn a little bit about what they're doing. They're an up and coming company, so they're
pretty busy right now because they're getting customer after customer, but they'll definitely
find some time for you. So make sure you find some time for them. That's right. Let's let them know
your brewing solutions on the Cargay Coffee Podcast and that you heard Kerry's first ever podcast
and that's what actually got you to actually cue the QR code inside of your favorite. But back to
where it is that you're actually taking salespeople and the team. This is some next level enhancement
that you're giving to the people that are day in and day out trying to overcome the challenges and
the concerns for our customers, but being able to give them a real understanding of how good
they're doing and how they can improve giving that scorecard immediately after they complete
the phone call. That is some next level stuff. We even have Matt right here saying, imagine if you
can have an AI summarize all phone and text conversations on your lead management system
without having to listen to every call and read every text string based on the internal scorecard.
That's somewhat of what you're helping to provide, isn't it? Yeah, thank you for that Matt too.
That's exactly right. You guys nailed it. Being able to put everything into the CRM
is huge because now as customers, we the last thing I want to do when I go in is start the
conversation over with somebody new because my salesperson's on their day off or let's say I'm
going in for service. Oh my God, I've already talked to three service people. If that conversation
is going through, hey, green light, it is automatically being uploaded and it's in the CRM.
It's not salespeople at the dealership. We have to go in and put all that information in and it's
another step that takes us away from prospecting and doing our job, right? Thank you for bringing
that up. That's a huge point. We definitely trumpet loud, bang the drum, try to cheer them on, take
good notes, everybody. But if we have something to help us out with that, which is all that AI is
everybody, it's an assistant using your technology to assist you. Your CRM is an assistant. Your
DMS is still an assistant so that you don't have to use paper, handwritten paper for everything
and long form filing systems to keep up with your stuff. These are all assistants to keep up
with the simple transaction we're trying to do, which has provided good experience for someone to
exchange their hard earned dollars for an automobile they're going to trust themselves and their family
with. It's that simple and all we want to do is reduce the friction and, hey, green light is
helping you get through the red tape, get through the red lights and the slowdowns that happen
inside of a conversation. We encourage you. Scan the QR code.
Having a demo does not hurt you. And if you do mention that you did see this on the CarGuy
Podcast and you do book a demo, we'll throw in a free CarGuy Coffee Hat and a free CarGuy Coffee
Mug for you to be sipping on while you're brewing solutions. So make sure that you let them know
so that they let us know to send you that swag. Say word, word. Get that out there, everybody.
That's awesome stuff. And speaking of that, I'm on my last sip. And this has been a great show.
And Kari, we appreciate you taking the time today to be able to explain who you are,
why you came to this place, what's so great about what, hey, green light, and of course, what the
future looks like. And I'm excited to see what the future looks like. I can't wait to talk to you
all again and hear about how many more clients you're out there helping bring a solution for.
These solutions are big. Matt, check them out, dude. You see the QR code. Let them know that
Fred and Lou sent you, man. They'll hook you up, brother. They are friends of ours and they'll
take care of you. The demo is free. And honestly, for all you all out there, this is very affordable.
This is something that any dealer out there would write a check for every month and not
even notice it, right? This is how affordable this is. This is something that your team can use
all different levels from the most green P salesperson to the most experienced salesperson.
The room for improvement is amongst every single one of them. And this gives them a tool that will
help them have some confidence to reach out to people that they don't even want to reach out to
because they don't even know what to say. And that happens to the best pro out there happens to me.
It happens to you all. So make sure that you guys have a tool that will help you do that.
If anything, learn about it. And it's free. Again, the QR code right above us. And I tell you,
Kerry, you're awesome. You crushed it for your first podcast. It felt so natural. I felt like
you've been doing this for years. I'm sure you spoke at events before and things like that
in front of crowds. So there's no doubt you know how to speak. So great job on that.
But I'm excited to learn more. Where's the next place if somebody wanted to meet you,
come to an event. What's the next event that you're going to be at?
Well, I'm proud to say we will all three of us, Jay Colby, myself, we will be at a soda con.
And yeah, so anyone that wants to take time to meet there, we will be there. We're looking to
partner with all the good folks there that are serving like we are. But more importantly,
Fred, Lou, I can't thank you guys enough. You've made this so much fun for my first podcast.
And easy to talk about. Hey, Greenlight, and just thank you for all the support. Absolutely
couldn't do it without folks like yourself. Great honor of ours to be able to cheer on those that
are doing great things inside of the industry. And as car guys that genuinely know what sales
pros struggle with what they need and what will actually enhance them and not just be an extra
layer on things that they got to do. This is a solution that truly is brewing a solution for
the industry. This definitely stops the percolating the problems. So we want to be able to make sure
officially on the CarGuy Coffee podcast and certified solutionaries say that hey,
Greenlight is 100% CGC approved. Yeah. That's right. And Kerry, you're amazing. Thank you.
Looking forward to having you back on the show. Looking forward to giving you a high five in
person look and all that good stuff. So enjoy the rest of your week, go out there and crush it
and all you solutionaries out there. Make sure that you if you're listening to us on the replay
or wherever it is, go to go to this website. Check it out. If anything, share this with somebody
who needs it because there's people out there who need this right now. And I'm telling you folks,
it's very affordable and it's something that you can add to your little your stack, your tech stack
and really just make a huge difference inside all of it. It doesn't just help itself. It helps all
of the stuff that you have. Think about that. Let's go. Let's go. Kerry, any last words before we
head out? Just want to thank you again. It's been amazing and I really truly hope this hits the
dealer community because I think not only are we going to serve everyone in the dealerships,
we're going to provide the best experience out there for people looking to buy a car.
Heck yeah. And if at this point we may not have provided the best for our team or for our customers,
it's okay. We can wipe that off. Now we dropped some F bombs Kerry and that is to forgive,
to focus and to fly. So I need to dance all the time. So you got to help us out. Keep it in
cadence hands on the shoulders and let's finish this off. You are an officially in a solution
area after this on 3123 forgive. Fly and keep growing. Keep growing. Let's go.
Hello, everybody. Solutions on the car guy coffee podcast with myself. I am Lou Ramirez
and I am Fred Lenarts. And you have heard the first ever podcast from the one,
the only Kerry Cody from what you're doing in everybody. We'll see you soon. Finish April strong.
Let's go.
About this episode
Kerry Kolde joins Car Guy Coffee for Coffee Break to talk about Hey, Greenlight and how AI supports dealership teams. The conversation centers on lead augmentation and nurturing—using a data intelligence layer called “signal,” enriching leads with 50+ data points, and using tools like “Wingman” for AI-assisted real-time calls. Hosts also discuss training and adoption: practice-mode roleplay, onboarding new hires, and keeping momentum after initial setup, plus AI summaries feeding into the CRM. The episode closes with a free QR-code demo and a CGC endorsement.
Original notes
Coffee Guy Coffee Podcast presents Coffee Break with Kerry Kolde
Welcome to the Car Guy Coffee Podcast. Kickstart your day the right way and join us as we tap into the brightest minds and most passionate voices across the automotive world to bring you the education, motivation, and inspiration you need to thrive. From the showroom floor to the service lane, prepare to Upshift and Uplift your perspective.
In this episode of The Car Guy Coffee Podcast, hosts Lou Ramirez and Fred Lennartz welcome Kerry Kolde, Chief Revenue Officer of Hey Greenlight, for her first podcast appearance to discuss how the company uses AI to enhance & not replace, dealership teams. Kerry shares her 20 year automotive background and explains Hey Greenlight’s LANE ecosystem, including SIGNL data intelligence that appends 50+ data points to leads and builds a customized psychological profile to help salespeople connect with shoppers.
📲Stream it. Share it. Let's Brew.
Don’t forget to share and subscribe!
carguycoffee.com
certifiedsolutionaries.com
Welcome to the Car Guy Coffee Podcast. Kickstart your day the right way and join us as we tap into the brightest minds and most passionate voices across the automotive world to bring you the education, motivation, and inspiration you need to thrive. From the showroom floor to the service lane, prepare to Upshift and Uplift your perspective.
In this episode of The Car Guy Coffee Podcast, hosts Lou Ramirez and Fred Lennartz welcome Kerry Kolde, Chief Revenue Officer of Hey Greenlight, for her first podcast appearance to discuss how the company uses AI to enhance & not replace, dealership teams. Kerry shares her 20 year automotive background and explains Hey Greenlight’s LANE ecosystem, including SIGNL data intelligence that appends 50+ data points to leads and builds a customized psychological profile to help salespeople connect with shoppers.
📲Stream it. Share it. Let's Brew.
Don’t forget to share and subscribe!
carguycoffee.com
certifiedsolutionaries.com
Car Guy Coffee
Car Guy Coffee Podcast
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