{"version":"1.0.0","episode":{"title":"Episode 4 - Billy The Car Kid - From Selling 40 Cars A Month To Negotiating For Car Shoppers","url":"http://getcarcurious.com/episodes/episode-4-billy-the-car-kid-from-selling-40-cars-a-month-to-negotiating-for-car-shoppers","audioUrl":"https://www.buzzsprout.com/2556081/episodes/18497812-episode-4-billy-the-car-kid-from-selling-40-cars-a-month-to-negotiating-for-car-shoppers.mp3","description":"Welcome to The Doug Horner Show, an original series spotlighting timely, relevant dialogue across customer experience, agent performance, dealership culture, and innovation in retail automotive. Hosted by Doug Horner, General Sales Manager at Mercedes-Benz of North Olmsted and a rising voice in automotive social media, this new podcast brings a transparent, high-energy perspective to dealership operations, leadership, and digital engagement. Known online as @BenzsandBowties, he has amassed 500K+ followers and 25MM+ viewers monthly across his channels where he often blends humor into content resonating with agents, operators, and customers alike with authenticity and real-world dealership insights. \"We all are consuming social media all day long every day,” Horner shared in a recent Car Dealership Guy interview. “If everyone is doing this all day long, then that's where we need to be.” The Doug Horner Show dives into what drives dealership success today through candid conversations with respected industry leaders, performance coaches and digital creators shaping modern automotive culture. Episode 4 - I sit down with William Bridges, better known as Billy The Car Kid. Billy started selling cars after owning his own business in Montana and quickly realized he was better than everyone around him, selling over 40 cars per month before transitioning to management. After starting at a store that did business the right way, he transitioned to dealership closer to home that did business much differently; quickly souring his views on dealership life and pushing him into a new business on the other side of the desk.. negotiating and helping car shoppers, many of them first time car buyers, get the car of their dreams without being taken advantage of.About Doug HornerDoug Horner is General Sales Manager at luxury dealership, Mercedes-Benz North Olmsted, and the creator of @BenzsandBowties, a brand centered on real dealership culture and leadership perspective, and the joy of the work, as an auto industry influencer.About CallRevu CallRevu is the leading communication intelligence platform built for automotive retail—empowering dealerships to take control of every conversation, from the first ring to the final result. Our holistic solution combines an automotive-specific hosted phone system, call monitoring, performance training, and reputation management­–fueled by AI-powered analytics that turn every customer interaction into actional intelligence. Founded in a dealership in 2008, CallRevu was created by the industry, for the industry to drive revenue, improve performance, and deliver exceptional customer experiences. Learn more at www.CallRevu.com"},"annotations":[{"startTime":394.0,"endTime":400.0,"type":"concept","title":"lifted trucks","url":"/glossary/lifted-trucks","quote":"...I was at a lifted truck place. Everybody in Montana loves lifted trucks. So this is going to be awesome...","canonicalId":"concept:lifted-trucks","priority":0.5,"confidence":0.9,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"Lifted trucks are pickup trucks that have been modified to have a higher ride height, often for improved off-road capability and aesthetic appeal. This modification typically involves upgrading the suspension system and larger tires.","simplifiedExplanation":"A lifted truck is a pickup truck that has been raised higher off the ground. People often do this to make the truck look more aggressive or to help it drive better on rough terrain."}},{"startTime":1359.0,"endTime":1363.0,"type":"term","title":"F&I","url":"/glossary/f-i","quote":"to is that they focus so heavily on F&I, right? Because margins in car sales are generally, if you're dealing with a reputable dealer, they're much smaller than people believe them to be, right?","canonicalId":"term:f-i","priority":0.9,"confidence":0.9,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"F&I stands for Finance and Insurance, which is a department in car dealerships that handles the financing of vehicle purchases and the sale of insurance products. This department is crucial for generating additional revenue for dealerships beyond just the sale of the vehicle itself.","simplifiedExplanation":"F&I means Finance and Insurance. It's the part of a car dealership that helps you get loans to buy cars and offers insurance options. This department helps dealerships make more money."}},{"startTime":1364.0,"endTime":1371.0,"type":"concept","title":"dealer margins","url":"/glossary/dealer-margins","quote":"Because margins in car sales are generally, if you're dealing with a reputable dealer, they're much smaller than people believe them to be, right? And it's very frequent, actually, that dealerships will sell cars at a loss, right, with a greater gain, at least on the front of the deal.","canonicalId":"concept:dealer-margins","priority":0.5,"confidence":0.85,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"Dealer margins refer to the profit that dealerships make on the sale of vehicles. These margins can be quite small, especially when selling new cars, leading some dealerships to sell vehicles at a loss while making up for it through financing and add-on products.","simplifiedExplanation":"Dealer margins are the profits that car dealerships make when they sell cars. Sometimes these profits are smaller than people think, and dealerships might even sell cars for less than they paid to make money in other ways."}},{"startTime":1375.0,"endTime":1379.0,"type":"concept","title":"selling cars at a loss","url":"/glossary/selling-cars-at-a-loss","quote":"that dealerships will sell cars at a loss, right, with a greater gain, at least on the front of the deal.","canonicalId":"concept:selling-cars-at-a-loss","priority":0.5,"confidence":0.9,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"Selling cars at a loss means that a dealership sells a vehicle for less than its cost price. This practice can occur as part of a strategy to attract customers, with the expectation of making profits through financing, warranties, or other add-ons.","simplifiedExplanation":"Selling cars at a loss means the dealership sells a car for less than what they paid for it. They might do this to get more customers in the door and then try to make money from other services."}},{"startTime":1716.0,"endTime":1718.0,"type":"term","title":"front end","url":"/glossary/front-end","quote":"...if you're buying a new car there's ten thousand dollars of profit. Oh yeah. Everybody thinks that. Yeah. And when I tell them no this one only has a three thousand dollars front end...","canonicalId":"term:front-end","priority":0.9,"confidence":0.9,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"In automotive sales, the 'front end' refers to the profit made by the dealership on the sale of a new vehicle before any additional costs or fees are considered. This is essentially the difference between the dealership's cost for the vehicle and the selling price.","simplifiedExplanation":"The 'front end' is the money a car dealership makes when they sell a new car. It's the difference between what they paid for the car and what they sell it for."}},{"startTime":1750.0,"endTime":1754.0,"type":"term","title":"rebates and discounts","url":"/glossary/rebates-and-discounts","quote":"...because we have cars that don't sell for a long time and they do go into the negative rebates and discounts...","canonicalId":"term:rebates-and-discounts","priority":0.5,"confidence":0.9,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"Rebates and discounts are financial incentives offered by manufacturers or dealers to encourage the sale of vehicles. These can significantly reduce the purchase price and are often used to clear out inventory of cars that aren't selling well.","simplifiedExplanation":"Rebates and discounts are price reductions that help buyers save money when buying a car. They are often used to sell cars that are not selling quickly."}},{"startTime":1761.0,"endTime":1762.0,"type":"brand","title":"Ford","url":"/glossary/ford","quote":"...because I saw Ford selling these for ten grand off...","canonicalId":"brand:ford","priority":0.5,"confidence":0.9,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"Ford is a major American automotive manufacturer known for producing a wide range of vehicles, including trucks, SUVs, and cars. The brand is particularly famous for models like the Ford F-150 and Ford Mustang.","simplifiedExplanation":"Ford is a well-known car company that makes many types of vehicles, including popular trucks and sports cars. They are recognized for their innovation and quality."}},{"startTime":1930.0,"endTime":1932.0,"type":"term","title":"purchase order","url":"/glossary/purchase-order","quote":"...when he sends back the purchase order it's which we didn't need...","canonicalId":"term:purchase-order","priority":0.5,"confidence":0.85,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"A purchase order is a document sent from a buyer to a seller, indicating the details of a purchase, including the items, quantities, and agreed prices. It serves as a formal agreement to buy goods or services.","simplifiedExplanation":"A purchase order is a document that shows what someone wants to buy and how much they will pay. It's like a receipt before the actual purchase is made."}},{"startTime":1932.0,"endTime":1934.0,"type":"term","title":"out-the-door price","url":"/glossary/out-the-door-price","quote":"...we just needed to out the door price but he sends back a purchase order...","canonicalId":"term:out-the-door-price","priority":0.9,"confidence":0.9,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"The out-the-door price is the total cost of purchasing a vehicle, including all taxes, fees, and additional charges. It represents the final amount a buyer needs to pay to take possession of the car.","simplifiedExplanation":"Out-the-door price is how much you actually pay for a car after adding everything like taxes and fees. It's the total cost to get the car on the road."}},{"startTime":2140.0,"endTime":2142.0,"type":"term","title":"add-ons","url":"/glossary/add-ons","quote":"...then they offer you these horrible add-ons and a bunch of stuff","canonicalId":"term:add-ons","priority":0.5,"confidence":0.9,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"Add-ons are additional products or services that dealerships offer to customers when purchasing a vehicle. These can include things like extended warranties, paint protection, or aftermarket accessories.","simplifiedExplanation":"Add-ons are extra things that dealers try to sell you when you buy a car. They can be things like extra protection for the car's paint or warranties that cover repairs."}},{"startTime":2346.0,"endTime":2350.0,"type":"company","title":"CarMax","url":"/glossary/carmax","quote":"the other one that comes to mind for me is carmax slash carvana it's funny carmax has been around for so long that we kind of forget to give them the credit that they're owed","canonicalId":"company:carmax","priority":0.9,"confidence":0.9,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"CarMax is a used car retailer that revolutionized the car buying experience by offering a no-haggle pricing model and a large selection of vehicles. They have been a significant player in the automotive retail space since their founding in 1993.","simplifiedExplanation":"CarMax is a company that sells used cars and makes it easy for people to buy them without having to negotiate prices. They have been around for a long time and are well-known for their straightforward approach."}},{"startTime":2354.0,"endTime":2358.0,"type":"company","title":"Carvana","url":"/glossary/carvana","quote":"but I think it started with them and then carvana is kind of the shiny new toy in town that is forcing dealerships to be way more on their game","canonicalId":"company:carvana","priority":0.9,"confidence":0.9,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"Carvana is an online used car retailer that allows customers to buy cars entirely online, including delivery to their home. They are known for their innovative car vending machines and a user-friendly online platform.","simplifiedExplanation":"Carvana is a newer company that sells used cars online. You can buy a car from them without ever going to a dealership, and they even have special machines that look like vending machines to pick up your car."}},{"startTime":2366.0,"endTime":2368.0,"type":"term","title":"appraisals","url":"/glossary/appraisals","quote":"appraisals right I mean because","canonicalId":"term:appraisals","priority":0.5,"confidence":0.9,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"An appraisal is an evaluation of a vehicle's worth, often conducted by a dealer or third-party service. This process helps determine how much a seller can expect to receive for their car.","simplifiedExplanation":"An appraisal is when someone checks how much your car is worth. This helps you know what price you can get if you want to sell it."}},{"startTime":2764.0,"endTime":2766.0,"type":"term","title":"MSRP","url":"/glossary/msrp","quote":"...on the warranty which a lot of times I do they'll put me on the phone in the finance office...","canonicalId":"term:msrp","priority":0.5,"confidence":0.8,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"MSRP stands for Manufacturer's Suggested Retail Price, which is the price that the manufacturer recommends for a vehicle. It serves as a guideline for dealerships and can vary based on market conditions and dealer pricing strategies.","simplifiedExplanation":"MSRP is the price that the car maker suggests you should pay for a car. It's like a starting point for how much a car should cost, but you might find it cheaper or more expensive at different dealerships."}},{"startTime":2770.0,"endTime":2772.0,"type":"term","title":"extended warranty","url":"/glossary/extended-warranty","quote":"...we'll be looking at like a $4,000 Toyota warranty...","canonicalId":"term:extended-warranty","priority":0.9,"confidence":0.9,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"An extended warranty is a service contract that provides additional coverage for repairs and services beyond the standard warranty period offered by the manufacturer. It can help cover unexpected repair costs, but it's important to understand the terms and conditions before purchasing.","simplifiedExplanation":"An extended warranty is like extra insurance for your car that helps pay for repairs after the regular warranty ends. It can save you money if something goes wrong, but make sure to read the details before buying it."}},{"startTime":2854.0,"endTime":2856.0,"type":"car","title":"Toyota Highlanders","url":"/cars/toyota/highlander","image":"https://upload.wikimedia.org/wikipedia/commons/0/0b/2008_Toyota_Highlander.jpg","quote":"...like the Grand Highlanders and the Lexus GX550s that they're going to be able to market adjust...","canonicalId":"car:toyota:highlander","priority":0.5,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"The Toyota Grand Highlander is a larger version of the popular Highlander SUV, designed to offer more space and features for families and travelers.","simplifiedExplanation":"The Toyota Grand Highlander is a bigger SUV that provides more room and comfort for passengers and cargo compared to the standard Highlander.","imageAttribution":"IFCAR (Public domain)"}},{"startTime":2855.0,"endTime":2856.0,"type":"car","title":"Lexus GX550","image":"https://upload.wikimedia.org/wikipedia/commons/3/3b/Lexus_GX550.jpg","quote":"...like the Grand Highlanders and the Lexus GX550s that they're going to be able to market adjust...","canonicalId":"car:lexus-gx550","priority":0.9,"confidence":0.9,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"The Lexus GX550 is a luxury SUV known for its off-road capability and premium features, making it a popular choice among those who want both luxury and performance.","simplifiedExplanation":"The Lexus GX550 is a high-end SUV that offers luxury features and is also capable of handling rough terrains, making it suitable for both city driving and off-road adventures.","imageAttribution":"Yosoydavid6 (CC BY 4.0)"}},{"startTime":2857.0,"endTime":2858.0,"type":"concept","title":"market adjustment","url":"/glossary/market-adjustment","quote":"...that they're going to be able to market adjust there's going to be our losers...","canonicalId":"concept:market-adjustment","priority":0.5,"confidence":0.85,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"Market adjustment refers to the practice of dealerships adjusting the price of a vehicle based on demand and market conditions, often leading to higher prices for popular models.","simplifiedExplanation":"Market adjustment is when car dealerships change the price of a vehicle based on how popular it is, usually making it more expensive when demand is high."}},{"startTime":2942.0,"endTime":2944.0,"type":"term","title":"engine downsizing","url":"/glossary/engine-downsizing","quote":"...but I think it's important for people to understand this that engine downsizing...","canonicalId":"term:engine-downsizing","priority":0.9,"confidence":0.9,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"Engine downsizing refers to the practice of reducing the size of an engine, typically to improve fuel efficiency and reduce emissions. This often involves using smaller displacement engines that may incorporate turbocharging to maintain performance levels.","simplifiedExplanation":"Engine downsizing means making car engines smaller to save fuel and produce less pollution. Sometimes, smaller engines use technology like turbochargers to still provide good power."}},{"startTime":2966.0,"endTime":2968.0,"type":"term","title":"Hemi","url":"/glossary/hemi","quote":"well they thought they were looking at billions of dollars in fines and so it's nice to see some regulation get scaled back...","canonicalId":"term:hemi","priority":0.9,"confidence":0.9,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"Hemi refers to a type of engine design characterized by a hemispherical combustion chamber, which allows for more efficient airflow and combustion. This design is commonly associated with Dodge and Chrysler vehicles, particularly their high-performance models.","simplifiedExplanation":"Hemi is a special kind of engine design that helps cars run better and faster. It's known for its unique shape that helps the fuel burn more efficiently."}}],"speakers":[{"id":"s1","name":"Doug Horner","role":"host"}],"transcripts":[{"url":"http://getcarcurious.com/episodes/episode-4-billy-the-car-kid-from-selling-40-cars-a-month-to-negotiating-for-car-shoppers/transcript.vtt","type":"text/vtt"}]}