{"version":"1.0.0","episode":{"title":"Horner on Used Strategy, Riley on Loyalty | Daily Dealer Live","url":"http://getcarcurious.com/episodes/horner-on-used-strategy-riley-on-loyalty-daily-dealer-live","audioUrl":"https://chrt.fm/track/C6AG88/traffic.megaphone.fm/CREUR6048181833.mp3","description":"Today's show features: \n\n\n\n- Doug Horner, GSM of Mercedes-Benz of North Olmsted\n\n\n\n- Jameson Riley, General Manager of Riley Volvo\n\n\n\nThis episode is brought to you by:\n\n\n\nExperian – In the past year, 85% of dealers have suspected or confirmed fraud cases, primarily due to income fabrication and forged documents. The fix? Experian Automotive's Fraud Protect. Fraud Protect quickly and easily validates customer identities and documents with zero disruption to your sales flow or the consumer journey. Learn more at: https://www.experian.com/automotive/fraud-protect\n\n\n\nDealer Video Excellence Challenge, presented by Covideo – enter the contest by submitting your videos for your chance to win $1,000 and 3 months of Covideo access here: https://2tqce38uozv.typeform.com/to/KEOuOixJ\n\n\n\n—\n\n\n\nCheck out Car Dealership Guy’s stuff:\n\n\n\nCDG Circles ➤ https://cdgcircles.com/\n\nCDG News ➤ https://news.dealershipguy.com/\n\nCDG Jobs ➤ https://jobs.dealershipguy.com/\n\nCDG Recruiting ➤ https://www.cdgrecruiting.com/\n\n\n\nMy Socials:\n\n\n\nX ➤ https://www.twitter.com/GuyDealership\n\nInstagram ➤ https://www.instagram.com/cardealershipguy/\n\nTikTok ➤ https://www.tiktok.com/@guydealership\n\nLinkedIn ➤ https://www.linkedin.com/company/cardealershipguy/\n\nThreads ➤ https://www.threads.net/@cardealershipguy\n\nFacebook ➤ https://www.facebook.com/profile.php?id=100077402857683"},"annotations":[{"startTime":40.0,"endTime":44.9,"type":"brand","title":"Mercedes-Benz","url":"/glossary/mercedes-benz-2da6bee1-2c59-4e63-8ca8-f0d3c6600182","quote":"First up, Mercedes-Benz social media standout, Benz and Bowtie's GSM, Doug Horner, who's breaks down exactly how he's buying used cars aggressively without blowing up margin.","canonicalId":"brand:mercedes-benz-2da6bee1-2c59-4e63-8ca8-f0d3c6600182","priority":0.9,"confidence":0.9,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"Mercedes-Benz is a German luxury automobile manufacturer known for its high-quality vehicles and innovative technology. The brand is synonymous with luxury and performance in the automotive industry.","simplifiedExplanation":"Mercedes-Benz is a famous car brand from Germany that makes luxury vehicles. They are known for their stylish designs and advanced technology."}},{"startTime":56.0,"endTime":62.2,"type":"brand","title":"Volvo","url":"/glossary/volvo","quote":"Plus, we've got a Volvo GM revealing how a paid membership model and ruthless speed to lead are driving loyalty and volume.","canonicalId":"brand:volvo","priority":0.5,"confidence":0.9,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"Volvo is a Swedish automotive brand known for its focus on safety, reliability, and practicality. The company has a strong reputation for producing safe family vehicles.","simplifiedExplanation":"Volvo is a car brand from Sweden that is well-known for making safe and reliable cars, often designed for families."}},{"startTime":90.2,"endTime":97.1,"type":"term","title":"manufacturer suggested retail price","url":"/glossary/manufacturer-suggested-retail-price","quote":"...the average manufacturer suggested a retail price reached $52,627. That marks eight straight months above $50,000.","canonicalId":"term:manufacturer-suggested-retail-price","priority":0.9,"confidence":0.9,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"The Manufacturer Suggested Retail Price (MSRP) is the price that the manufacturer recommends that a dealer sell a vehicle for. It serves as a guideline for pricing but can vary based on dealer markups or discounts.","simplifiedExplanation":"MSRP is the price that car makers suggest dealers sell their cars for. It's like a starting point for how much a car should cost, but dealers can charge more or less than that."}},{"startTime":117.4,"endTime":122.6,"type":"term","title":"incentives","url":"/glossary/incentives","quote":"...incentives increased to keep things moving. They rose to 7.5% of the ATP in December...","canonicalId":"term:incentives","priority":0.5,"confidence":0.85,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"Incentives are discounts or special offers provided by manufacturers or dealers to encourage customers to buy a vehicle. These can include cash rebates, low-interest financing, or lease deals.","simplifiedExplanation":"Incentives are deals or discounts that car companies offer to help sell cars. They can be cash back or lower monthly payments to make buying a car more appealing."}},{"startTime":122.6,"endTime":127.7,"type":"term","title":"average transaction price","url":"/glossary/average-transaction-price","quote":"...they rose to 7.5% of the ATP in December, the highest level of the year...","canonicalId":"term:average-transaction-price","priority":0.5,"confidence":0.9,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"The Average Transaction Price (ATP) refers to the average price that consumers actually pay for a vehicle after negotiations, discounts, and incentives are applied. It provides a more realistic view of vehicle pricing compared to MSRP.","simplifiedExplanation":"Average Transaction Price is what people really pay for a car after all the deals and discounts. It's often lower than the sticker price because of negotiations."}},{"startTime":144.84,"endTime":152.8,"type":"car","title":"Jeep Cherokee","url":"/cars/jeep/cherokee","image":"https://upload.wikimedia.org/wikipedia/commons/9/9b/1975_Jeep_Cherokee_in_beige%2C_front_right.jpg","quote":"Next up, the good news is more inexpensive new vehicles are starting to up on dealer lots. Jeep is back in the compact crossover fight with the redesigned 26 Cherokee.","canonicalId":"car:jeep:cherokee","priority":0.5,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"The Jeep Cherokee is a compact crossover SUV that has been redesigned to compete in the market. It features a turbocharged hybrid setup and aims to provide a more utilitarian look for buyers.","simplifiedExplanation":"The Jeep Cherokee is a type of SUV that has been updated to be more practical and efficient. It now includes a hybrid engine option, which helps it save fuel.","imageAttribution":"Mr.choppers (CC BY-SA 3.0)"}},{"startTime":153.2,"endTime":160.2,"type":"term","title":"turbocharged hybrid","url":"/glossary/turbocharged-hybrid","quote":"Returning after a two-year gap with a $35,000 starting price and a turbocharged hybrid setup, Jeep says can reach roughly 500 miles of range.","canonicalId":"term:turbocharged-hybrid","priority":0.9,"confidence":0.9,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"A turbocharged hybrid combines a traditional combustion engine with an electric motor, using a turbocharger to increase power and efficiency. This setup allows for better fuel economy and performance.","simplifiedExplanation":"A turbocharged hybrid is a type of engine that uses both gas and electricity to run. The turbocharger helps the engine produce more power while using less fuel."}},{"startTime":166.56,"endTime":170.72,"type":"car","title":"Toyota RAV4","url":"/cars/toyota/rav4","image":"https://upload.wikimedia.org/wikipedia/commons/5/5b/2021_Toyota_RAV4_PHV.jpg","quote":"...'s clearly aimed at the same buyer, considering a RAV4,  4-store Bronco Sport, while dropping the 4XE pl...","canonicalId":"car:toyota:rav4","priority":0.5,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"The Toyota RAV4 is a compact SUV that has been one of the best-selling vehicles in its class for many years. Known for its reliability, fuel efficiency, and spacious interior, it appeals to a wide range of buyers looking for a practical and versatile vehicle.","simplifiedExplanation":"The Toyota RAV4 is a popular small SUV that is great for families and everyday use. It’s known for being dependable and having good gas mileage, making it a smart choice for many drivers.","imageAttribution":"TTTNIS (CC0)"}},{"startTime":170.72,"endTime":176.98,"type":"car","title":"Ford Bronco Sport","url":"/cars/ford/bronco-sport","image":"https://upload.wikimedia.org/wikipedia/commons/e/ea/Ford_Bronco_Sport_001.jpg","quote":"...d at the same buyer, considering a RAV4,  4-store Bronco Sport, while dropping the 4XE plug-in as Stellanus pivo...","canonicalId":"car:ford:bronco-sport","priority":0.5,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"The Ford Bronco Sport is a compact SUV that combines rugged off-road capability with everyday usability. It is part of the Bronco family, which has a rich history in off-roading, and appeals to buyers looking for adventure without sacrificing comfort.","simplifiedExplanation":"The Ford Bronco Sport is a smaller SUV that can handle rough terrain, making it great for outdoor adventures. It's designed to be practical for daily driving while still being tough enough for off-road fun.","imageAttribution":"JustAnotherCarDesigner (CC0)"}},{"startTime":177.0,"endTime":185.4,"type":"car","title":"Chevy Bolt","url":"/cars/chevrolet/bolt","image":"https://upload.wikimedia.org/wikipedia/commons/0/00/2017_Chevrolet_Bolt_EV_Premier_front_6.20.18.jpg","quote":"On the EV side, Chevy has revived the Bolt for 2027 at $28,595, making it the cheapest electric vehicle in the United States...","canonicalId":"car:chevrolet:bolt","priority":0.5,"confidence":0.9,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"The Chevy Bolt is an electric vehicle that has been revived for the 2027 model year. It is positioned as an affordable option in the electric vehicle market.","simplifiedExplanation":"The Chevy Bolt is an electric car that will be available again in 2027. It's designed to be one of the cheaper electric cars you can buy.","imageAttribution":"Kevauto (CC BY-SA 4.0)"}},{"startTime":190.8,"endTime":197.3,"type":"term","title":"NACS port","url":"/glossary/nacs-port","quote":"...this time with faster charging and an NACS port after GM pulled the plug on the original in 2023.","canonicalId":"term:nacs-port","priority":0.5,"confidence":0.8,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"The NACS port refers to the North American Charging Standard, a type of charging connector for electric vehicles that allows for faster charging capabilities.","simplifiedExplanation":"The NACS port is a special plug used to charge electric cars quickly. It's designed to make charging easier and faster for drivers."}},{"startTime":197.26,"endTime":203.2,"type":"car","title":"Jeep Grand Cherokee","url":"/cars/jeep/grand-cherokee","image":"https://upload.wikimedia.org/wikipedia/commons/2/27/2018_Jeep_Grand_Cherokee_%28WK2%29_SRT8_DSC_7222.jpg","quote":"...plug on the original in 2023. Together,  the Bolt and Cherokee give dealers new car options to reopen conversati...","canonicalId":"car:jeep:grand-cherokee","priority":0.5,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"The Jeep Grand Cherokee is a mid-size SUV known for its blend of luxury, off-road capability, and advanced technology. It has been a staple in the Jeep lineup since its introduction in 1992 and is often discussed for its versatility and performance both on and off the road.","simplifiedExplanation":"The Jeep Grand Cherokee is a larger SUV that offers a comfortable ride and can go off-road if needed. It's popular for families and those who want a mix of luxury and adventure in their vehicle.","imageAttribution":"Alexander Migl (CC BY-SA 4.0)"}},{"startTime":419.7,"endTime":426.82,"type":"car","title":"Honda S600","url":"/cars/honda/s600","image":"https://upload.wikimedia.org/wikipedia/commons/3/31/1964_Honda_S600_engine.jpg","quote":"... have another comment or I would buy a Maestro X, S600 real quick. I assume that's a  Chinese brand. I w...","canonicalId":"car:honda:s600","priority":0.5,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"The Honda S600 is a classic sports car produced by Honda in the 1960s, known for its high-revving engine and lightweight design. It played a significant role in establishing Honda's reputation in the automotive world and is a sought-after collector's item today.","simplifiedExplanation":"The Honda S600 is a small, sporty car from the 1960s that was one of Honda's early models. It's loved by collectors for its fun driving experience and unique design.","imageAttribution":"Prova MO (CC BY-SA 4.0)"}},{"startTime":679.2,"endTime":685.7,"type":"concept","title":"conquesting programs","url":"/glossary/conquesting-programs","quote":"...there's a lot of great conquesting programs. And then they also are incentivizing people to stay with the captive lender...","canonicalId":"concept:conquesting-programs","priority":0.5,"confidence":0.8,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"Conquesting programs are marketing strategies aimed at attracting customers from competing brands. These programs often include incentives or promotions to encourage customers to switch brands.","simplifiedExplanation":"Conquesting programs are efforts by car companies to get customers to switch from other brands to theirs, often by offering special deals or incentives."}},{"startTime":685.7,"endTime":690.4,"type":"concept","title":"captive lender","url":"/glossary/captive-lender","quote":"...with the captive lender to go with Mercedes-Benz financial, which I love because that increases loyalty opportunities...","canonicalId":"concept:captive-lender","priority":0.5,"confidence":0.85,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"A captive lender is a financing company that is owned by a car manufacturer. They provide loans and leases specifically for that brand's vehicles, often with special terms for customers.","simplifiedExplanation":"A captive lender is a bank or financing company that is part of a car brand. They help customers get loans to buy or lease cars from that brand, often with better deals."}},{"startTime":1363.2,"endTime":1364.2,"type":"concept","title":"auction","url":"/glossary/auction","quote":"...you're going to try to undercut and then you'll pay all the money at auction.","canonicalId":"concept:auction","priority":0.5,"confidence":0.9,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"An auction is a public sale in which goods or property are sold to the highest bidder. In the context of cars, auctions can be a way to buy vehicles at competitive prices, often attracting many bidders.","simplifiedExplanation":"An auction is a place where people can bid money to buy things, like cars. The person who offers the most money gets to buy the item."}},{"startTime":1384.5,"endTime":1385.5,"type":"concept","title":"CarMax","url":"/glossary/carmax","quote":"...if I want to get it, I got to think like CarMax. I got to think like Carvana...","canonicalId":"concept:carmax","priority":0.5,"confidence":0.9,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"CarMax is a used car retailer known for its no-haggle pricing and large inventory. It simplifies the car buying process by offering a straightforward experience without the traditional negotiation tactics often found at dealerships.","simplifiedExplanation":"CarMax is a company that sells used cars. They make it easy to buy a car without having to negotiate prices, which can be stressful for many people."}},{"startTime":1385.5,"endTime":1386.5,"type":"concept","title":"Carvana","url":"/glossary/carvana","quote":"...I got to think like Carvana. I got to think about, like,...","canonicalId":"concept:carvana","priority":0.5,"confidence":0.9,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"Carvana is an online used car retailer that allows customers to buy, sell, and trade cars through its website. They are known for their innovative car vending machines and home delivery service.","simplifiedExplanation":"Carvana is a company that lets you buy used cars online. You can even have the car delivered to your home, making it very convenient."}},{"startTime":1711.9,"endTime":1712.9,"type":"concept","title":"direct to consumer","url":"/glossary/direct-to-consumer","quote":"...the announcement by Volkswagen and Scout that they have approval in the state of Colorado to go direct to consumer.","canonicalId":"concept:direct-to-consumer","priority":0.5,"confidence":0.85,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"Direct to consumer is a sales model where manufacturers sell their products directly to customers, bypassing traditional dealerships. This model can lead to lower prices and more control for the manufacturer.","simplifiedExplanation":"Direct to consumer means that car companies sell their cars straight to buyers without going through car dealerships. This can make buying a car easier and sometimes cheaper."}},{"startTime":1711.9,"endTime":1712.9,"type":"brand","title":"Volkswagen","url":"/glossary/volkswagen","quote":"...the announcement by Volkswagen and Scout that they have approval in the state of Colorado to go direct to consumer.","canonicalId":"brand:volkswagen","priority":0.9,"confidence":0.9,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"Volkswagen is a major German automotive manufacturer known for producing a wide range of vehicles, including the iconic Beetle and the Golf.","simplifiedExplanation":"Volkswagen is a well-known car company from Germany that makes many different types of cars, like sedans and SUVs."}},{"startTime":1896.4,"endTime":1902.1,"type":"car","title":"Mercedes-Benz S-Class","url":"/cars/mercedes-benz/s-class","image":"https://upload.wikimedia.org/wikipedia/commons/2/2d/MERCEDES-BENZ_S-CLASS_%28V221%29_China.jpg","quote":"crazy. What was it? A green S class that was like out of the store. So you guys do cameos together...","canonicalId":"car:mercedes-benz:s-class","priority":0.9,"confidence":0.9,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"The Mercedes-Benz S-Class is a luxury sedan known for its advanced technology, comfort, and performance. It often features high-end materials and cutting-edge safety features, making it a flagship model for the brand.","simplifiedExplanation":"The Mercedes-Benz S-Class is a very luxurious car that offers a lot of comfort and high-tech features. It's one of the most prestigious models from Mercedes-Benz.","imageAttribution":"Dinkun Chen (CC BY-SA 4.0)"}},{"startTime":1942.1,"endTime":1947.57,"type":"car","title":"Mercedes-Benz G-Class","url":"/cars/mercedes-benz/g-class","image":"https://upload.wikimedia.org/wikipedia/commons/1/14/MERCEDES-BENZ_G-CLASS_%28W463%29_China.jpg","quote":"I love your store's policy on G wagons. He says Doug has excellent policy on G wagon sales and","canonicalId":"car:mercedes-benz:g-class","priority":0.9,"confidence":0.9,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"The Mercedes-Benz G-Class, often referred to as the G-Wagon, is a luxury SUV known for its rugged design and off-road capabilities. It combines luxury with performance, making it a popular choice among enthusiasts and celebrities.","simplifiedExplanation":"The Mercedes-Benz G-Class, or G-Wagon, is a luxury SUV that looks tough and can go off-road. It's popular for its style and performance.","imageAttribution":"Dinkun Chen (CC BY-SA 4.0)"}},{"startTime":1983.0,"endTime":1985.0,"type":"term","title":"MSRP","url":"/glossary/msrp","quote":"...we sell you these at MSRP. And anybody who's been paying attention knows that the market value of G 63 especially continues to be well over MSRP.","canonicalId":"term:msrp","priority":0.9,"confidence":0.9,"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 the vehicle. It's often used as a baseline for pricing negotiations at dealerships.","simplifiedExplanation":"MSRP means the price that the car maker suggests you should pay for a car. It's a starting point for how much the car costs."}},{"startTime":1988.0,"endTime":1990.0,"type":"term","title":"market value","url":"/glossary/market-value","quote":"...the market value of G 63 especially continues to be well over MSRP.","canonicalId":"term:market-value","priority":0.5,"confidence":0.85,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"Market value refers to the current price at which a vehicle can be bought or sold in the marketplace. 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They focus on making fast and stylish electric vehicles."}},{"startTime":2650.4,"endTime":2652.0,"type":"concept","title":"SUVs","url":"/glossary/suvs","quote":"...hopefully some bigger SUVs, some different SUVs, sad that the wagons are gone.","canonicalId":"concept:suvs","priority":0.5,"confidence":0.9,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"SUVs, or Sport Utility Vehicles, are larger vehicles designed for both on-road and off-road capabilities. They typically offer more space and a higher driving position compared to sedans.","simplifiedExplanation":"SUVs are big cars that can carry more people and stuff. They are good for driving on different types of roads, including rough ones."}},{"startTime":2684.7,"endTime":2684.7,"type":"brand","title":"Mazda","url":"/glossary/mazda","quote":"...we're all selling the same products as far as other Volvo dealers go and same for Mazda. 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