Greg Ashe and Terry McSpadden join the Car Guy Coffee Podcast to discuss innovative solutions for automotive dealerships, including the new Traffic Alert program that helps dealers track customer defection and the upcoming Vehicle Exchange feature. The conversation emphasizes the importance of energy and charisma in customer interactions, highlighting how effective communication can enhance the customer experience. Ashe and McSpadden share insights on leveraging data and analytics to improve dealership operations and customer engagement, making this episode a valuable resource for industry professionals.
Topics:customer defectiondata analyticscommunication strategiesdealership solutionscustomer experienceenergy in salesvehicle exchange
Car Guy Coffee Podcast Live at Digital Dealer Interbrew Series feat. Greg Ashe & Terry McSpadden
Welcome to the Car Guy Coffee Podcast Live at Digital Dealer Interbrew Edition, where we interview Dealers, Vendors, Sales Guys and Gals as well as incredible Voices in our industry that are committed to seeing the Upshift and Uplift of our culture. Featured in this episode is both Greg Ashe w/ M1 Data & Analytics & Terry McSpadden, Video Technology Enthusiast. Let’s Brew!
"...n offer of X on that car. And that twenty sixteen Honda Cord that you bought your son, We're also interested i..."
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Hello, and welcome to the Car Guy Coffee Podcast. This digital dealer interview
series is brought to you by our friends and partners at Pure Cars, n Q Team mxsix OPS Digital and one Data and Analytics Drive six. If you
want more information or want to partner with the group, go to carguy Coffee dot com. Let's brew going on, Car Guys in Hagouse. Lou and
mirrors the Car Guide and Sprolling our subprime hero and we over here with the one, the Only right Who What is going on? Greg? You've never
been on the show before, so I guess we gotta talking about that.
No, but it's been a little bit of time since you've been on the show, not too long. But some big stuff is brewing along the lines
of a little something called crafted Alert. So tell us you gave us a
little bit of a forthcoming of what might be coming down the pipeline. Now
it's actually live. Direct dealers are taking advantage of it and excited about it.
You tell us a little bit more about that. So, Traffic Alert
as a program built for dealers to immediately understand defection, whether it's sales or service. So while we onboard a dealer, we pull five years of sales
two years of service from the DMS. We process an eighteen month historical look
back utilizing our patent pending location technology that will indicate where customers are going, whether it's a competing lot, at independent repair facility, a collision center, you name it. So we process eighteen months of a twenty mile radius of
a dealer, all competitors, independent repair facilities. We look at that eighteen
month historical view, what cyclical behaviors those consumers have for defection, and then there's a couple of different ways we can go from there. We provide you,
based on our data science and our data expertise, the ability to click a button and instantly download the people that are most likely to defect in the next thirty days, sixty days, or ninety days. However, I'm not
all things, I'm not the greatest, I may not be the best, So we allow you to download that entire eighteen month historical look back yourself.
If you have an in house data science department, you have a preferred vendor that you would like to use rather than us. Absolutely love it. We
don't. We would love to be all things to all people, but we
can't always be all things to all people, so we allow you to do it yourself, or we give you the quick easy download every day in our system. If we're handling it, okay, we're gonna update that defection on
a daily basis every single day. So every day of that thirty day,
sixty day, and ninety day marketing list is going to change based off the last twenty four hours of behavior from the consumers within your DMS. Hey Dealers,
Car Guy, Coffee Podcast and Certified Solutionaries are honored to be part of team. Thank you. The solutions they've been ruined for you to acquire more
vehicles, advertised merchandise and manage those vehicles has made them one of the most sought after DEALA partners in the marketing. They are one hundred percent CGC it
proved and when you visit them at Benchi dot com, you'll see a whole hill of beans worth the reasons why damn you let's brow wow. I know
I got a little bit of that, but I know it was enough to get me excited about what he's talking about. Folks. Obviously, anyone data
and analytics, they're always out there trying to make a difference. They're they're
finding ways to get that data and make it cleaner and better for you, so you can be more communative with your people's, with your teams, but more importantly your clients. And I love what he's talking about here. I
love exactly what he just said. I'm excited about it. We've been excited
about all their products they've been They are some of our day ones right there.
And Greg is not just a friend, he is a genius. This
guy has got He is one of the best. I know it seems that
way. But bro, the stuff that you guys do and the things that
you guys have been able to bring to market has been phenomenal and it's always been best of class in my opinion. Man, So you guys keep doing
what you're doing, and I know it's no doubt in my mind you're gonna keep getting what you're getting. Bro. Hey, we got another product coming
out in four weeks called Vehicle Exchange. So that one is very specific to
the dealer as well. Essentially, we're gonna pull all of a deal or
service appointments at midnight and then two hours before their appointment, we're going to send them an email from the dealership that says, Hey, Mary, can't wait to see at eight twenty for your oil change in alignment. Just wanted
to let you know we're really interested in your twenty twenty one Honda Civic.
We're prepared to offer you X when you walk into the dealership today. However,
if you don't want to sell your car, we're also interested in your husband's twenty nineteen f one to fifty. We're also prepared to make him an
offer or you and him an offer of X on that car. And that
twenty sixteen Honda Cord that you bought your son, We're also interested in that one and we're prepared to make an offer on that as well. Boom,
So we're calling that vehicle exchange. It's in partnership with Ron Morrison at Pure
Influencer. That product will be coming out the first week in November as well.
Love it Wow, love everything, Wow wow wow. Support that we
get from in one data and analytics. Truly, we are honored to be
sponsored. We're promoted by your friends family with them. The connection that we
have is incredibly great. But you will know exactly what we need to do
to finish and if any interview, especially with this an article of my fault.
Solutionary has to forgive focus fly so that we can keep growing. So
let's do that real quick. Solutionaries on three one two three, forgive focus
Fly and keep growing, keep growing. I'm hoover me rest the car,
I'm frilling our self time hero, and you've been doing solutions with the car guy called me podcasting with the one, the only Greg. That's right,
We'll see you, Love you man peace. Hey dealers, franchise and independent,
we have some great news for you and your number one sales pro, your website partner. With Team Mxcess, we have the ability to pull you
out of that cookie cutter merry go round and help your website embody what it means to do business with you, from the highest quality production to the most strategic optimization. We want to help you connect better to the ever changing partner
you're to you and your team to at least let us do a quick and free check up on your website. We can't wait to hear from you.
Go to the team ms dot com. Back to the show What's going on?
Car guys in Cargason's even here as the car guy and this is frelin Art's subprime hero and we are ruined solutions on the Car Guy Coffees podcast.
This again here again faminous Las Vegas. But we got somebody special over here
for one, the only Terry Man. You're ready, Oh yeah, yeah,
you're ready. It's get ridging the energy man. And that's what it's
about. Energy and energy is something that's contagious. Energy is something that if
you have it can make you really step ahead of the cloud. Right,
that's right. Energy is a big deal. So thank you for bringing in.
I appreciate you man. We're excited to have you on a social course
home you go, yes, sir, first time, I'm a virgin.
We've definitely enjoyed being the first and many people in this industry. But with
that, so tell us about the show. You've ever been to a digital
dealer for Yeah, that was twenty third. That was actually a keynot speaker
on Digital Dealer twelve. That's how a young I am certain, I'll tell
you. But you mentioned about energy. One of the things we believe in
our business is our core value is being extraordinary, being defined and having charisma.
We teach our team to have charisma every day because that's what matters.
Customers aren't looking for that dull oh poors me bump bump, bump. They
want energy, they want charisma. Oh my gosh, excitement, excitement,
excitement. Well, the worst thing in the world is to somebody to come
in and say, hey, I had a really great product. Do you
want to see it? I think it's cool. Do you like it?
Or are you gonna come in and I got this great product that I know is gonna help you. Now someone's gonna listen down the whole, I say,
oh, okay, tell me all right, right, it's all about that man. Your energy is it's so key man. That's why it's a
good thing to sit in between both of us, because I don't think this week you can handle all three of us. All I think we're gonna bring
some fire. I mean, I'm like on my fifth cup of coffee today.
But the craziest thing is, if anybody knows me, I don't need to need coffee. They gotta drink it all day long to get it.
You gotta get said. We got to bringing that energy, and you come
to hear bringing your energy. Tell us a little bit about the energy that's
ruled with you. All right, now, what's happening inside of your coming
things that you're comping on. I'll tell you uniquely enough, every deal you've
ever made your live, whether it's a car deal or whether it's any kind of deal, it has to do with communication. And that's what we are
professionals at. We have the ability to communicate with the customers day in,
day out, real time, being professional, being efficient. One of the
things we want to be is to find on a campaign, we want to bring that charisma, that energy. We take that smile and we shove it
through the phone and bring that energy to your consumer, and your consumer enjoys it and they have a great experience. It's in the name Experience Development Center.
They come to the store, they buy service, they buy sales, and they love it. We know you were doing the show so far.
We just wanted to quickly remind you about our partners at bixops digit and how they are automotives premier service marketing and technology company not only crowd sponsors of the Car Guy Coffee podcast, but they also served as your dedicated point of contact for all your online service marketing related needs servicing dealerships throughout the US and CAM.
The mission is to create a better online experience for your service customers while using data intelligence to drive more fixed operations revenue. If you want to take
your service marketing efforts to the next level, go to fix obs Digital dot com. Back to the show, let's go experience basically excited as Experience development
Center or x DC. Let's I'm gonna tell you something. I just love
that data that's Experience development center. Yeah, that's powerful because if that's what
it's all about. Truly, it's about giving somebody an experience. And if
you could develop that for them and figure out what's the best experience that they deserve. Oh my gosh, I love the name. The name alone,
you got me sold. I would want to hear more. We do.
Our mission is to make sure we're an obvious choice. When you think about
a virtual cost center. Need you think about what happened during the pandemic.
People weren't at home, they were not at work. BDC's they weren't there.
Where are they No BDC and our virtual BBC we're always there. Labor
costs are high, everything's high. We're able to sell say dealership sixty percent
labor training headache. When you take advantage of a virtual cul center, that
can have what you need at a fingertips, have forty agents behind you taking care of your customers and sales and service and found outbound experienced. GOOTNS Center's
amazing because that experience has to be comfluent from top to bottom, from first phone call to the follow up on call try and everything in between. And
inside of that the intentionality that you have to have to be able to have each and every person in their knowing that this person is on a journey to try and you're here to help manage that journey from first appointment forward. Inside
of that, how is it that you hope to make It seems to where you do have people that are not part of the dealership day in and day out culture. They're remote, they're out great plastrian. How do you try
to make sure that they still feel like they are in the next great question when a campaign pops up in our software, not only does the script, which we're not script driven, we just have pointers, but also the website, the offers, the why the why behind the script. So if we're
doing a vehicle buy back, if we're doing an equity calls, they're doing a CSI call. We teach our agents for why why are we making this
kind of call? So when they're calling your client, not only do we
do a good job of listening, because not only sometimes we're a doctor phil sometimes we hear of the problem, we try to help the problem. We
listen well, and then we are determined to schedule an appointment, a hot lead, a lead, or even just a CSI alert call. But teaching
our agent the why behind the script behind the campaign is critical. So you
don't have to read a script. You can just read off of the script
and come off of it when you hear the reason to set the appointment or to get the CSI information to get it back to the dealer, because there is so much more than the same to work right, The words are not enough, the actual connection and the conveniing of the message on train or our sales pros and we train different vendors inside of the industry read high like to them that out of what it is that you say, only seven percent is actually retrieved. Out of the words you say the message you get seven percent.
That's right, So it's not so much just the words. You're right,
it's not just reading the script price it's literally having that energy that's conveying inside of the communisation. Now, what do you want to do to help
make sure that that team is always fired up and ready? Just if they
came out of a salesmanagers meeting and they're like and they are just like burning with passion to come take it to higher levels. Good question. Do you
know what smart pixel two point zero, Location IQ and Audience IQ have in common? You know, I do. They are solutions that our friends and
proud sponsors and when data and analytics are brewing for automotive and theonds. Once
again, you're right, my friend, and we want to invite all of our audience to go to and one hyphendata dot com to see how they can help prepare your business forward with the right data insight. Go check them out
at m one hip data dot com. Let's brew. Come on now back
to the show. We have curtain falls in the morning, that's what you
want to call it. We have huddles, we get tuned up, we
have team leads. We don't bonus our team on appointments. Our dealers aren't
getting thirty five forty of boards on Saturday and three show. We bonus on
quality. Why does quality matter? It's like anything. You go to a
restaurant, there's nobody there. You better be skeptical. The quality is not
good. You go to a restaurant, you got a thirty minute way,
the quality is pretty good there. The same thing with us. We want
to make sure the quality is high level because we can get quantity when you got high quality. And we teach it. We preach it, we talk
about it, we train it, we test it. We do it daily
or twice a day. Well, you are on this, dude. I'm
gonna tell you something. You're you are an advocate of what you're doing,
brother, be an advocate of which are producing out there and marketing, what you're trying to do for dealers and how you're able to help them and bring you that energy are bringing Like I keep going back to energy. Man,
it's everyone that's coming out of your mouth. I could tell that you mean
for every pot do. This is so real. I'm here to give you
an experience. I'm here to make it better for you. I'm here to
be able to communicate and make it smooth. Wow, to give you real
needs, to give you real appointments, not some buttered up stuff because they get paid to second appoint it. Let's have some son appointments that actually want
to buy. That's right. I love that. I've been in the car
Man since nineteen eighty nine, and I got to tell you what made me successful on every level was communication, whether it was an in house BEATINGC or an outsourced BEADINGC. You've got to communicate. You want to stay married,
keep communicating. I want to get a divorce. Stop communicating. You want
to divorce your customers daily, but don't talk to them. So why is
communication so important to whether you do it yourself or whether you hire it out.
Is having that energy, that passion of understanding why it's so important and critical to your business? Damn, you ain't get nothing. I don't know
what's up. We'll see a flat and people. Seriously, if you're bringing
the buyer right now, dude, and you're bringing the truth, and you know that's what's important. And I love what you guys are bringing the market.
I think that's a great thing. And I love that your team double
up front at because I think that you two is gonna be a dynamic if you go out there making some big things happen. And I already know you
guys are, There's no doubt about it. I'm glad you got to come
here and serve this with us. Great, thank you. What's the best
way for people to be able to get a hold of you and learn more?
XDC Dot Team. We'll see yours truly on the video x DC dot
Team. You can get there. You can always holler at me seven two
seven four zero one eight two three six, call me, text me whatever you do. I'm just gonna call me late for dinner. Hey, brother,
dad jokes, let's go right. I love it. Let's that's what
I'm talking about. We just had that here. You guys started first right
here on the pod Guy copy podcast over at the Pure Pard who's sixteen nineteen.
You can check us out, come have some fun. We're gonna be
here all week. We've got a couple of days left, so come up,
bring it and we got our Mantari Mac over here. Bring us in
flavor, Go out and check him out, learn some more, reach out to him for more than anything. Give him a high five because this use
energy alones. All we need is is to this golfing. Heck yeah,
the passion that you bring, it's absolutely awesome. And inside of that we
want to make sure that we take that passion for the flight. Allow us
to make sure the wife off the weight of unforgiveness, get focused and stretch out on the plot. So all right here, let's forgive Furgus block one,
two, three, forget man Bobo Fly help it. Yeah, here,
here you everybody. I am in the rest of the car Guy.
I'm calling off something near that we care the actions of the car Guy cat the podcast with the one he me cut it right back. That's right.
Everybody appreciate it.
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