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Let's brew! What's going on Car Guys and Car Gals? It's Lou Ramirez and it's Frelin Arts.
And we are brewing solutions on the CarGuy Coffee Podcast and we are excited because we got some
grounds for growth today and we're pumped up about a fresh conversation with a whole new to
the show Solutionary friend. Yeah man whole new to the show but this guy's been in business for a
while and he's been doing some big things. He is getting some traction right now and he's really
wanting to spread the word about his solution and I can't wait to learn more about it. I got to sit
down with him and do a quick demo about a week ago man and it's phenomenal. It's something that's
not really out there right now so it's really cool to be able to share that on our show right here
to you Solutionaries out here in the cafe. But before we go any further Lou you know what we
got to do. We got to make sure that people get in here right? Get up in here everybody. Go ahead
and get this party started by inviting a bunch of people to the cafe and let's go CarGuy. And tag a
CarGuy and share get this out here. Let's make sure that people are getting ready to hear some
really great news that we want to share with you all. This is the grounds for growth. This is an
opportunity to get your coffee beans grounded up. Take a nice sip of this coffee so that you can grow
and take it to the next level Lou. Today you and I will be coordinated without even calling. We in
the camo today with the green. What's up? I don't know. We just seem to be in sync like that when
we've been barista with brothers for so long. You start brewing similar flows, similar flavors,
similar expressions. So excited to be on the show with you while we are out here in the freezing,
cold in Kentucky. We're excited to bring somebody that's going to bring a little bit of heat to
this conversation that's down inside of Florida, inside of Florida, having some fun enjoying
himself inside of the better weather where we wish we were right now. But we are thankful to be home,
thankful to be with our family, thankful to be safe, thankful to have power so we can do this show
everybody. So the show is going on. It is continuing. So let's not do this anymore. My friends, let's
go ahead and get this star guest on to the show today. We are excited to bring to you from digital
dealership systems. The one, the only catcher. Let's go. The party, brother. Hey guys, thanks for
the intro. That was probably the best intro I've ever had. That was awesome. Thank you.
It was our bro deserved. We're excited. I know that you're somebody that's excited about what
you're doing right now. And you should be man. That smile on your face tells it all. You're getting
ready to go to NADA. And as we all know as vendors, you're investing a lot of money and time. Time is
very valuable to my friends. A lot of money and time to be there to share the great news. I'm
excited to learn more about the great news about your business. But more importantly, we want to
learn more about you, my friend. We're gonna ask you a question beginning just to get that going.
I got to learn a little bit more about you. Have a great conversation. Just see how steady you are,
man. You are definitely a navigator who is definitely guiding people towards the right
way right now. And I'm excited to share that. So tell people a little bit more about what you're
doing and why you do it. We've been doing digital dealership system for over, I think it's 12,
13 years now. And so it was, it's a bootstrap company. Born out of a meeting that I had,
I used to own some bars in Nashville. And a car dealer came up and I had a digital sign network
at about 100 bars and restaurants in Nashville, going back to 2007, 2008, somewhere in there.
And I had a dealer came up to me, one of our regulars at the bar at the time downtown Nashville.
And he said, Hey, I need one of those screens for my dealership. And I said,
what would you want to put on it? And that really was a formidable experience to determine what we
have now, because everything that we've built since then has been built off of those types of
discussions with dealers. So we constantly go back to the dealers when we're having demos or
going to NADA or digital dealers we used to do or some other different conventions that we did
over time. We really asked dealers, what are they looking for? And then recently, we've just
grown a monster of a program that we call Pulse, which is our leaderboards for fixed ops, as well
as sales, as well as a BDC. And our products keep growing because dealers say, I want this,
we don't have a program that does this. And as a entrepreneur, you always want to provide the
solution that customers want versus steering them a direction into products that I want to sell.
It's really up to the consumer to determine. And so we listen to those dealers and continually
extend our product. So constantly innovating, not stuck, we're a small company, what we're
consistently innovating and consistently coming out with new newer products and newer features
to our services. That's awesome. And the story itself is pretty incredible. There's so many
conversations. There's so many careers. There's so many changes inside of the normal status quo
flow that happens just being inside of a restaurant, especially for people inside of this industry.
Major deals go down inside of the restaurant. You capture a great server and put them on the lot
because you've seen them do some great work. And then you also see somebody doing some innovative
stuff. It's crazy that it happened inside of a store like that. And inside of a situation where
a dealer was just like, I got to have that. Where did you get that? Let me get some of that with me.
That's awesome because we've been to quite a few stores in our time now and we've been able to see
these systems activated inside of stores or something similar. What's awesome is like
being able to adjust it and being able to be the entrepreneur that says,
what is a problem that has yet to be fixed? Or what is a need or a desire
that a dealer or one of our clients actually want? Let's go ahead and innovate for that.
It's awesome to be as nimble as you are right now. Also, what is it that made you start wanting to
make sure that you fine tune this to what the dealerships wanted? And in general, even inside of
the restaurant, what made you want to keep this messaging consistent for wherever the audience was?
Going back to when I owned three bars in Nashville at the time, I had the concept was why are people
advertising in bathrooms? So there was a really huge company that had 15,000 signs in restrooms.
And basically, they were just printed eight and a half by 11 sheets of paper in a frame
in restrooms. And I said, people don't go to bars to hang out in restrooms. They hang out in the
actual area where the people are. So why don't we advertise to people there? So when I started
this concept after meeting with the dealer, I said, where are people? And everywhere where
you go in a car dealership, you have a different message to speak to the customer based on their
journey or in the staff for motivating them. And even back then, it's crazy to think 15 years later,
dealers are still using dry erase boards in to motivate their team and to track their team.
15 years later, like dealers said, Oh, I've been in this business for so long. Yeah,
you're still doing the same things you've always been doing. And so we wanted to innovate that.
And we've had this product for over 10 years. But if you look at the customer journey,
the opportunity to go ahead and revolutionize that with digital signs and to upgrade to then the
2000s, but now in 2026, there are still some dealers that will write their trades that they
want or the trade ins that they get or some sort of motivation or maybe even sales appointments
on a dry erase board in 2026 dealership sign up for widgets all day long for their websites and
for tools to go ahead and increase sales in some way or increase exposure in some way. No one's
how many people are actually advertising the same way that they were in the year 2000 or 2008
when this concept started. So people have come a long way, technologies come a long way, but
many dealerships haven't unless it's a mandate from the manufacturer. So there's such a large
market for dealers to go ahead and innovate inside their store because they spend so much money
that average dealers going to spend between 50 and $100,000 to drive traffic to the store.
And then how much are they actually spending inside the store in a digital way? If they spend
one to 2%, they completely revolutionize their store and make themselves better
than their competitors. They stand out and it makes them a place that people want to work
because the staff sees that the dealer is investing in them as well. So that's a concept that we're
working with. Seriously, I love your passion behind that. I could tell that this isn't something
that you do. This is something that you are, right? And I absolutely love that you're out here
really spreading this great news and really encouraging people to get better.
That's really the key. And being able to market to people in the right place at the right time
with your message and them not hearing some negativity for them to not be doing
all the things that we don't want them doing while they're on a dealership. We want them
having a great experience, right? The customer experience matters. And the more that we express
that and it really also customer perception matters. So them seeing us having success on
certain things, so many different ways to be able to show that off. But also I love the dealer
vision, the dealer side of these things, right? Really being able to see our stuff,
like if I'm a sales manager, being able to really look at my team and be able to see where
they're at at any moment throughout the day, just by glancing up at a big sales leaderboard,
in a sense, right? Because at the end of the day, that's what they are leaders. They're all leaders.
And so the board is full of them. And I always, I don't care if you're top or bottom, we're all
leaders. So I love what you're doing, brother. And this is some phenomenal news. Those claps is
the least that we can put in here. Those applause for what you just said.
I appreciate that. Yeah, it's really when we install our system at stores, whether they do it
or we do it, our product is a la carte product. We send them a media player that's pre programmed
and a lot of dealers today have very sophisticated staff. So they can install a media player without
a problem at most stores, although we do have some stores that are a little bit antiquated in that
aspect. But in general, the dealers are going to go ahead and install the system. And once they get
it, they go, I don't know how I live without this. And that goes no matter which program they have,
and the customers rave about it too. But it's that leap, right? Came up with this analogy the other
day. So how many people I think over 50% of the people in the United States are overweight, right?
So there's a process that people come to make it a decision. At some point, they got at some point,
they go ahead and say, Hey, I have a problem. So acknowledging the problem is the first step.
And then what they do is the next step is they go ahead and seek a solution. So they do research,
right? When you think about weight loss, you think about different ways that you could do
weight loss, right? So then you look for that, and you feel accomplished at either every step of
the way. Then the next person says, I'm going to join a gym. So then they look up gyms, right?
So then they feel accomplished at each part. But anytime they could walk away and feel that
they did something, a lot of dealers fall into this as well, when trying to change their evolution
for years of doing something a certain way. And they're like, Oh, I'm going to go look for it.
I see a problem with why am I set of showing competitors commercials in the lounge?
Why do my customers not know their service status? Why do we still use a dry race board in 2026?
Why does my fixed ops director go ahead and spend four hours building a report that digital
dealership system will go ahead and create in 10 seconds or less. So they acknowledge they have
an issue. And then they go ahead and research it, but they still don't do anything. Then they sign up
for, in our case, a demo, or let's say they sign up for a gym in the previous analogy,
or they just go to the gym to get an interview to see if they're interested. At any time,
they could bow out and feel accomplished that they did something, but they didn't solve the problem.
What are the fitness analogy again, they joined the gym and never go,
or they go for a week and don't stick to their goals. So again, at any time they come out,
and that happens in the vendor world again, they acknowledge there's an issue.
These issues in dealerships haven't just popped up. Think about the lounge situation.
That's your best customer. They're probably already paying for service. They probably bought
their car from you, or they're buying their next car from you, you hope, right? They're choosing
to stay with you. So they could go home, they could get a shuttle service, they could get a
ride home, they get an Uber home, dealerships may even offer them away home, but they're saying,
no, I'm good, I'll wait for an hour, I'll get caught up on emails, or I'll check my phone,
or I'll have some coffee or donuts or whatever you offer here. You're paying, that customer is
your customer, you're paying for a cable service, and then you're allowing your competitors to
advertise to them in your lounge, whether it's a quick loop place, whether it's another car dealership,
whatever it is, it's enticing that person to go ahead and potentially consider other options
that they weren't before. That is not a new problem for dealerships. And so dealerships say, okay,
what are the solutions out there? They don't even admit they have problem, but if they do,
I mean, our product's $99 a month, it's not a cost thing. It's getting over the hump of doing what
you've always done and hoping to get different results versus changing something. And that's
really where we come in. I love that. He goes to rewind that, guys, gals, everyone listening,
solutionaries $99 a month. WTH, right? I'm just saying for real, like,
this is at least an opportunity for you to sit down and listen to what this man has to say. I
know you guys are hearing the show, you guys, if this is not going to be the only show, you're
going to see some stuff from NADA, but you're also going to see him after NADA. We're going to put
together another show because this stuff is really important. Keep sharing out there, folks,
before, during, and after. I know some of y'all busy right now, because so much is going on,
I got to get ready for NADA. I'm telling you, this is all you need right now. This has helped
you save a lot of time and really get the support of your staff, but also your customers all at
the same time. Again, we have the QR code that's sitting right there for if you guys want to demo,
just give them, just go there. We're going to give you some more information as we go. But man,
this is some fire stuff, right? $99, right? Opportunity. Again, I brought up NADA. So let's
talk about that for a quick second. NADA plan. What are your plans for NADA, my friend? Tell
everybody where you're going to be at your booth the whole nine. We are in the West Hall, the main
hall 4631W. And we have a big booth. We have big staff coming into town and we're ready. We'll have
displays set up with, we have eight TVs and a video wall and a touchscreen there. So we'll be
ready to go. We're going to be highlighting our fixed ops leaderboard, our sales leaderboard,
as well as our customer lounge TV with built in status, as well as our service status menu. Those
are our top four products. And so we're going to be highlighting that. We also do video walls as
well. We've done them up to five by five, which is 25 screens. Absolutely insane. $100,000 for a
video wall. And we're happy to go ahead and do those with a complete turnkey installation, but
that will be there as well. And then we're just focusing on giving information to customers. We
have a couple of announcements at NADA that will be rolling out and super excited about that. I could
preview it here if you guys are interested in learning something new that's going to be coming
out just next week, but that's up to you if you're in the mood for some new fire. If there's one show
that we're always okay to spill some beans before they get out, they spill the beans in here. That's
what it seems right. It seems right by the name. We want people to get the smell of that good stuff.
We have two big announcements for NADA. One is we've always been a managed service provider. So
if you think back to when we started, what did the customer lounge TV look like back then? You had
a big huge tube TV, maybe that big furniture. Remember that with the big speakers underneath?
And it was like wheels, right? Back then, I would buy a 1366x768 high definition TV for $1,200,
$1,500. And it was in a case that was super thick and they weighed 200 pounds each. And so we've
always provided what we call a managed service. And those started $99 a month and we still offer
those. And the opportunity there is that dealerships can focus on their business. They don't have to
train their staff. Whenever there's a price change or a content change, they just send us an email
within 24 hours or systems updated. That's a managed service. Now we've come out with a self-managed
service that's less than $50 a month. And it's including a media player. So as a turnkey solution,
they get the media player. And here's the kicker. Less than $50 a month, including the media player,
Wi-Fi, HDMI, it's a full media player. It's not like a USB stick or an HDMI stick. It has a 200
gigabyte hard drive built into it as well. So plenty of rooms for storage. And then they have
access to the same templates and the same content that our team uses here in our office, but the
difference is that it's self-managed. So they create everything themselves. So the difference
between managed and self-managed by the name itself is that they go ahead and log in and set
everything up from scratch. Now we provide them with some help documentation, but they're managing
the system. That's an alternative to dealers that want to go ahead and buy their own PC, sign up for
some digital sign program just to run a slideshow. They have the exact same multiple zone templates
that we use in our store and the same content. So it's automatically going to upload, manage
all the manufacturer videos are automatically going to be updated, all the lounge TV programs
going to be updated for less than $50 a month. So remember that going back to the wayback machine,
dealerships were not as sophisticated 20 years ago as they are now. Now everybody has cell phones,
everybody can go ahead and connect to a computer to make updates. So if they want to allocate the
staff internally to make these updates, they can and they could save monthly expense, but it will
still look like a professional display on the board because they use the exact same templates
that we use. And they could go further to create anything else they want to on their own because
it has over a hundred widgets built into it. It has RSS feeds built into it. And it's the same
system that we created. We built the digital sign software from scratch that we're rolling out as
another company to the masses in the next couple of weeks. That's announcement number one.
Let's give him the hand clap. I'm telling you right now that I just I got just one more time.
Thank you. Thank you. Again, and that's just number one, my friends. That is number one.
Like hold on. I'm like so. Let me pause on this for a moment, everybody because less than $50 a
month. I almost want to almost I feel like he's about to go. If you buy right if you buy in the
next 90 minutes, not just one, you get two. That's how awesome of a deal that is, my friends. I love
that. Wow. It's a month of being a thousand dollars for two years of service, including the media player
that's for free. So that's how it breaks down. It's about $42, $43 a month if you break it down.
Wow. Wow. That is pretty incredible. And wow is the word right now for me because this seems to
have an origin in wowing a dealer owner and being something that made them go,
whoa. Wow. This would enhance my experience. This would enhance what it is that my customers feel,
my customers see and help retarget my customers with marketing that's specific to me. There is a
huge wow factor to this. And sometimes you have to see it and I'll give a little bit of credit to
some of the dealers out there. Some of you are used to doing what it is that you do on a non-stop
basis because some of it works because it's also all that you've known. But what I love is that
this industry often does run off of, hey, what is the other guy doing? Or what do other dealers
say about that? Especially when mixing the technology to dealership lifestyle. Sometimes
technology doesn't talk dealership and vice versa. But when there is something that wows you,
when there is something that catches your attention and somebody is forward thinking enough to say,
hey, that would be fun for not just my people, but for my customers. How do I get that in there?
I applaud the dealer that reached out to you and said, how do I get that inside of my store?
Because it literally is the thing that would be, hey, Mr. Dealer, recognize that this was
actually birthed by a dealer who said that they wanted to do this and we built this around that.
That's an awesome factor. And then hearing that you also take it to the next level,
which again, a $99 service for what it is that you are providing to be able to mute the voices
of other marketers, other dealerships, other competitors. Just news. They put it on news
channels sometimes, Lou. Like literally the worst news that anybody wants to hear about the economy
and it's crashing. No, we want them to feel good. We want them to be in the buying mood. We want
them to have the trusting mood that's going to be okay. And that, my friend, alone means a lot.
But all that together, bro, that stuff just makes my head go, hello, let's go.
But wowed by the $99, even more wowed by the less than $50 that it would be for somebody
inside of your store to jump in there and customize it to you and have the same capabilities.
I can't believe there's more, but there's more. Go ahead and give us number two, Todd.
Number two, yeah, we came out with the sales leaderboard probably about 12, 10 years ago.
And over time, we've redone it completely from scratch. And the original concept was to replace
a dry raceboard with a digital solution. And over time, dealers have asked, hey, we want
more reporting on the back end of the system. So sales managers and staff know where they are.
So to month over month, year over year evaluations to go ahead and dig into the numbers a little
bit more, to go ahead and drill down and to go ahead and create some sort of plan for the future
using past performance sometimes, or to go ahead and compare to their other tools that they have
that cost exponentially more than ours, but aren't being used. We created the sales leaderboard that
now is branded as pulse. And then we have it for sales fixed in BDC. But recently over the last
six to nine months, we've really heard dealers say, Hey, can you build something even more on the
back end? That's not for my sales managers, but creates a reporting system to go ahead and allow
us to look at any timeframe, pull any reports, download our data and so that we weaken the
manipulator because it's our data and then even be able to do printable reports. So we're calling
that business intelligence and we rolled it out for sales are ready to our customers and we're
going to have fixed ops available soon. The intention here is to touch on where some of the
other products in the marketplace are where they're reporting tools. So to separate the difference
between a reporting and leaderboards and motivator boards are the only system in the marketplace
that impact the frontline workers, increase your sales, your fixed ops, your efficiency, your
effective labor rate, your dollar per RO, your opcode tracking, motivate your frontline workers.
But other tools in the marketplace only report on past performance. So if you compare the two
between the motivator board and a leaderboard and a report, reports are a snapshot of past
performance in order to make the future decisions. And so we've always focused on the motivator board
or the leaderboard to give minute to date MTD month to date minute to date information to go
ahead and motivate people on the front lines to sell more. Making the decision based on past
performance is a upper level management and ownership decision. That's not what we're after.
That's what we're building with business intelligence. But the idea is to go ahead,
how do you motivate your frontline workers to go ahead and sell more in fixed and in variable.
And that's what our system does. And then at NADA will be releasing the business intelligence
to go ahead and provide those reports for those dealers that have consistently asked for more
and more reports on the back end. Wow. Wow. I love everything about all that. Lou and I,
we definitely are big about seeing everything in track tracking things and be able to see it
as an individual. It's important as a leader watching my team. It's important and definitely
as an owner looking at the operations on my store, I definitely need to be able to get my numbers
where I want it to be like this fast, right? So a million different places. So I love that you
have solution that's like literally just, I love it. It's just, it like hits all spectrums right
there. And it's to me, exactly what is needed for everybody. And I think that if you're missing
that opportunity to know that kind of stuff that quick and be able to provide that type of fluidity,
right? And it's huge, but the opportunity to see places to grow. I mean, actually a really quick
question about that based in sales and just in sales department alone, what's the five top,
wouldn't even go five top three things that people should be tracking.
Oh man, on sales, I think it's important to track goals. And one of the unique aspects of our board
is that regardless of the leaderboard that's on the screen, a different person may be on top.
So when most track tracker tools, the main person on top is this top performer based on
the units for previous month. Ours goes ahead and takes individual leaderboards based on what
you're tracking. We'll go ahead and have a different order because everyone has different
goals or different KPIs that you're doing. So the other one that I really like is trades. So what
is your, if you're a lot of dealers today are really focused on trades, not only because they
need that used car inventory, but because they're making more money and use than a new. So if they're
able to get someone into a new car and then also have a high trade percentage of that, then they're
making more money overall per customer because they're making money obviously on the front end,
the back end, but then also on that trade. So it's a win-win when it comes to that. And I think the
third thing that's important is just overall interactivity. So our leaderboards are interactive
and they could be used for staff meetings. So if you had a wireless mouse connected to it,
you could actually click on the report on the big screen and zoom into any report to get more
details on any deal or any salesperson productivity. And it becomes a culture builder,
the power users of our system. Anytime the sale of a vehicle is delivered in the car,
everybody in the dealership gets a text message. And then they all congregate around the main sales
manager tower. And then they all applaud their team. And then they, and they go ahead and get some
observations of how, where they are based on that. They build a little camaraderie and then
they all get back to work. So it creates culture in the store, which no other program can do.
And we really dug into that a lot. When a sale is done, the person's picture pops up on the screen
with an animation and it says their name. It says congratulations to them. And there's no other
platform in the marketplace that does something like that. And the opportunity to go ahead and
actually become more personable in the dealership and not just be so numbers driven. The higher
up you go, you're, they're so focused on numbers of past performance. But how do you motivate
your sales person to sell more today? How do you go ahead and coach them up? We have five
coaching modules built into our system. How do you go ahead and track all these different KPIs
automatically? We update as often as every 15 minutes. And I talked to a dealer today,
they do weekly reports, and it takes them four hours to build the reports to have the weekly
meeting. This is insane. In 2026, when you could go ahead and have a system like ours for minimal
amount to go ahead and update every 15 minutes up to 30, 40 different reports, plus all the
backend reporting, they're just not investing in their staff. Wow. And again, I'll be their
advocate to say they just don't really know about it right now. They really don't know the
depths of it. At first, it could be at glance saying, oh, that's a screen system to entertain my
guests. Oh, there's so much more. And Todd, absolutely love it. We are all about being
cultural innovators inside of industry and inside of dealerships. And it is so very important
that we unify the team in different ways, but especially around the victory of welcoming somebody
into our family, welcoming somebody that just crossed the line, jumped over the hump of decision,
and made a commitment inside of investing into a nicer, newer ride with that dealership. And if
there's anything that is a great opportunity for a team to come together, it's to come celebrate
a job well done and somebody that's now inside of the family. And I love hearing how this system
does that because if there's anything that we try to preach everywhere, it's find a way to
celebrate your customers, especially as they cross that line of decision. And brother, this is
entertaining. This is exciting for us just to know how easy it is for it to be implemented.
But on the other side of the administrative, and you're right, there are so many different reports
that one dealership struggle with figuring out how to get ready. Sometimes they just don't get
them ready because of the tediousness of getting them put together. Then there's a measure of being
able to have the data in real time and using it in a way that's motivating. Again, motivating. Too
often we use the data to destroy the morale of the moment. It doesn't help move us in the right
direction. It actually just diminishes all of the fire that somebody may come in with inside
of the day. But instead, keeping it in front of them, just like you're at a game, you're always
going to be able to see the clock on the game. You're always going to be able to see what the
real stats are, some of the highlights, some of the good stuff in real time at a good game. And
when you're at a dealership, goodness, when you're upgrading inside of the automobile that you're
going to be jumping in, man, don't you want it to be technologically advanced? Just like the rest
of the experience, just like the rest of your environment. Dealers, pay attention. This stuff
is good. This is definitely worth you catching a demo on. This is definitely worth you stopping by
the booth at NADA and getting the full fledged experience and seeing it all in real time.
But you should book a demo. You got the QR code right here. Make sure that you do set up some
time for that. But Todd, this is amazing in the side of being able to make sure that you're cultivating
culture, continuity, right? Making sure that we understand what is actually happening and
celebrating the customer. But I absolutely love what it is that you're brewing here, Todd. This
is a solution for the industry. This is a solution for dealers that really want to figure out how
to go to that next level. I'm loving it. I'm excited. I appreciate it. No, I absolutely love it, man.
And there's one thing that I know for sure. You and your business, they are 100%
CG approved, my friend. And we appreciate you so much. Really are like, like I, when I had that
conversation with you last week, I was like, Lou, I can't wait to have them on the show. This is
going to be really awesome. I knew that we would dig a little deeper. And man, you came out even
more passionate about what you're doing today. You were passionate about the day we talked.
So I appreciate that. I know that it's going to be a lot of fun at NADA. If they're not seeing
you at the booth and I know guys, gals, solutionaries, one thing I do know is that he's going to be
busy and his time is very valuable. So you come by, see him, he's making sure that you dealers
get first choice on everything. He's not, if you're a vendor, he'll talk with you. But if there's
dealers there, he's all about you guys. I'm thought that's exactly the same way I am. We're
about people that were here to help, right? I can make friends and we're all going to make
friends throughout this business. But the one thing that's for sure is that I want to make a
friend with somebody who needs the help today. And I know for sure, all you dealers out there,
if you're not using the system, this is a conversation that is worth having. Go by his
booth, make sure that you say hello to him and that you give him some love. But more importantly,
learn a little bit, spend five, 10 minutes. I promise you you'll be there for 30 because
you're going to be so interested in what he has to say. Again, as you guys can see at the bottom,
his booth is 46, 31 West, baby. So come by and check him out. He's going to be out there having
some fun. This guy is no joke, man. It's not just what he does in the industry. That's great. He's
always exceeding everything he does. And I appreciate you, brother, for giving us some time today.
Before we get out of here, is there anything that you want to let people know anything that you
want to tell them that 26 is going to bring them that they should be doing? I think it's really
just focusing on the customer experience and motivating your staff. I think there's a lot of
sales to be had in the automotive industry. And for those dealers that invest in the in-store
experience for their staff and for the customers are going to win. And we've seen that time and
time again, where once it's installed, customers' feedback is always positive. They're overwhelmed
by all the information that we have available to them and how it changes the customer experience
and the staff motivation in their store. And those dealers that decide to go ahead and invest
reap the awards, but they have to make that decision to change. Come on. They definitely
got to make the decision. You got to change, Lou. Be that change. Make that change. There's
something that we want to say is thank you. We want to say we appreciate you. Thank you for
jumping into automotive. Thank you for bringing an enhancement to the overall experience that a
customer has. Because at the end of the day, we do want the rest of the public to think differently
about the dealership experience. So here is a call to action for you dealers, for you managers,
for you sales pros, or you service technicians, or you service riders, service managers,
all those that get the chance to face a customer. Take 10 minutes. Go sit inside of your customer
lounge. See what the customer sees. Take 10 minutes. Go sit inside of your showroom and just
be still. Act like you're the customer. See what the customer sees. Yes, if you see a mess, make
sure that it gets cleaned up. Yes, messy desks. Make sure that gets cleaned up. Cover up all the
documentation that doesn't need to be there. But what is your customer experiencing? Especially
in the moments where your representative is not talking to them. How many times do we encourage
a sales pro to stay with their customer? Because the customer can get distracted and get into search
mode and just get disenchanted with the moment. This has a way of keeping them engaged. Folks,
it's worth you taking the time to see what is the condition of your store now and then book the demo,
reach out to us, see us at NADA, see Todd at NADA, reach out to them and see what you do to take
your service of your customer to the next level. Let's brew, y'all. Let's brew. And folks, we're
going to be at his booth just so you all know. All our friends, come by, say hello. I'm excited to
see you guys. We're going to be kicking off day two, which is Thursday at 830 AM Pacific Standard
Time, which is Vegas time. Be there or be square. We're going to be there. We're going to be opening
up the day with this guy right here. I'm excited to do that. There's no better person to open up
the day than somebody who always brings the morning and always brings the gratitude. So let's keep
going, folks. Let's go. Let's bring it focus. Let's go ahead and drop those. So Todd, we do
have these F bombs that we drop on a consistent basis. I love that you use the word focus so many
times with that. The object is to wipe off the weight of unforgiveness. So dealers, if you haven't
been making it your absolute best effort to give the greatest experience to your customers up till
now, up until you heard Todd's voice. Cool. Wipe it off. Forgive yourself. Get focused on how you
can take your dealership experience to the next level for your customers and for your coworkers
and stretch out. Fly on out to Vegas and see a great demo and see how this experience can
actually help your dealership keep growing. So help us out, Todd. Hands on the shoulders.
Let's forgive, folks. Fly on three, one, two, three. Forgive, focus, fly, and keep growing,
keep growing. That's right. We appreciate each and every one of you for taking time to be in here
today. Craig Weber, we appreciate you being out there today and all you other incredible sales
professionals that are out there making things happen in the snow or in the sun. Keep brewing
solutions. Keep making this industry better. I am Lou Ramirez and I'm Fred Lenardz and you've
been brewing solutions on the CarGuy Coffee Podcast from Digital Dealership Systems.
This is the one, the only, Todd. God catch you later.
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