{"version":"1.0.0","episode":{"title":"\"Outcome is Income!\" – Process, Accountability & The One Change Adding Millions in Profit Yearly | John Hiester, Dealer Principal at John Hiester Automotive Group","url":"http://getcarcurious.com/episodes/outcome-is-income-process-accountability-the-one-change-adding-millions-in-profit-yearly-john-hiester-dealer-principal-at-john-hiester-automotive-group","audioUrl":"https://chrt.fm/track/C6AG88/traffic.megaphone.fm/CREUR9968758997.mp3","description":"Today I'm joined by John Hiester, Dealer Principal at John Hiester Automotive Group. \n\nIn this conversation, we discuss how video and AI are transforming sales and F&I coaching, why Hiester moved toward salaried “product specialists,” and how diversification—from parts distribution to real estate—creates new stability beyond vehicle sales. \n\n\n\nThis episode is brought to you by:\n\n\n\n1.  Lotlinx  - Meet LotGPT, your AI Inventory Strategist built exclusively for car dealers. Fluent in your market, your dealership, and your inventory, LotGPT analyzes live inventory, real-time market supply, and shopper demand to surface risk and opportunity VIN by VIN. It reveals competitive insights, shopper behavior, and pricing dynamics, and even identifies underperforming VDPs with merchandising recommendations to boost conversion without cutting price. Put LotGPT to work for your dealership today, totally free, @ here.\n\n\n\n2.  Openlane - The world’s best online dealer marketplace for used cars, bringing you exclusive inventory, simple transactions, and better outcomes. If you’ve never used OPENLANE before, or it’s been a while since you have, you’re eligible to earn up to $2,500 in buy or sale fee credits. Learn more @ here.\n\n\n\n3. CDG Recruiting - Hire top dealership talent, fast. From sales managers to GMs and C-suite execs, we’ve placed over 1,000 roles across auto retail. Ready to scale without the hassle? Visit @ https://www.cdgrecruiting.com/ to get started.\n\n\n\nCheck out Car Dealership Guy’s stuff:\n\n\n\nFor dealers:\n\nCDG Circles ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://cdgcircles.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠\n\nIndustry job board ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://jobs.dealershipguy.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠\n\nDealership recruiting ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.cdgrecruiting.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠\n\nFix your dealership’s social media ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.trynomad.co⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠\n\nRequest to be a podcast guest ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.cdgguest.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠\n\n\n\nFor industry vendors:\n\nAdvertise with Car Dealership Guy ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.cdgpartner.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠\n\nIndustry job board ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://jobs.dealershipguy.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠\n\nRequest to be a podcast guest ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.cdgguest.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠\n\n\n\nTopics:\n\n04:20 Videoing F&I added $600 per deal instantly.\n\n08:20 Videotaping transactions unlocked $600 more per deal.\n\n11:50 \"You get what you settle for\".\n\n16:45 Carvana buying dealerships is just competition.\n\n19:15 Beating big metro stores from a tiny town.\n\n24:10 Daily red-yellow-green sheets drive accountability.\n\n27:30 Taking cars to customers instead of waiting.\n\n29:20 Stealing college grads from Apple with a program.\n\n44:50 The employee who almost quit and stayed.\n\n\n\nCar Dealership Guy Socials:\n\nX ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠x.com/GuyDealership⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠\n\nInstagram ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠instagram.com/cardealershipguy/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠\n\nTikTok ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠tiktok.com/@guydealership⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠\n\nLinkedIn ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠linkedin.com/company/cardealershipguy⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠\n\nThreads ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠threads.net/@cardealershipguy⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠\n\nFacebook ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠facebook.com/profile.php?id=100077402857683⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠\n\nEverything else ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠dealershipguy.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠"},"annotations":[{"startTime":12.2,"endTime":12.7,"type":"term","title":"Stellantis","url":"/glossary/stellantis","quote":"Recent dealer-only conversations include Stellantis acquisition caps, AI selection and integration...","canonicalId":"term:stellantis","priority":0.5,"confidence":0.95,"source":"hybrid-fuzzy+gpt-4.1-mini","data":{"explanation":"Stellantis is a multinational automotive manufacturing corporation formed from the merger of Fiat Chrysler Automobiles and PSA Group, owning brands like Jeep, Dodge, Ram, Peugeot, and others.","simplifiedExplanation":"Stellantis is a big company that makes many car brands you might know, like Jeep and Dodge. It was created when two big car companies joined together."}},{"startTime":32.2,"endTime":35.2,"type":"term","title":"FNI transactions","url":"/glossary/fni-transactions","quote":"And it changed to the tune of $600 per deal, our FNI transactions, just by videotaping it.","canonicalId":"term:fni-transactions","priority":0.5,"confidence":0.95,"source":"hybrid-fuzzy+gpt-4.1-mini","data":{"explanation":"FNI stands for Finance and Insurance, referring to the department in a car dealership that handles financing deals, insurance products, and related paperwork.","simplifiedExplanation":"FNI means the part of a car dealership where they help you get a loan or insurance for your car."}},{"startTime":53.7,"endTime":55.7,"type":"term","title":"AI coaching","url":"/glossary/ai-coaching","quote":"John breaks down how disciplined processes, video accountability, and AI coaching are reshaping how his stores operate...","canonicalId":"term:ai-coaching","priority":0.5,"confidence":0.9,"source":"hybrid-fuzzy+gpt-4.1-mini","data":{"explanation":"AI coaching refers to using artificial intelligence tools to analyze and improve sales or operational processes, often by providing feedback and training recommendations.","simplifiedExplanation":"AI coaching means using smart computer programs to help people get better at their jobs by giving advice and tips."}},{"startTime":370.1,"endTime":373.18,"type":"concept","title":"NADA","url":"/glossary/nada","quote":"So what we're doing, which we picked it up at NADA,","canonicalId":"concept:nada","priority":0.5,"confidence":0.95,"source":"hybrid-fuzzy+gpt-4.1-mini","data":{"explanation":"NADA refers to the National Automobile Dealers Association, a trade organization representing car dealerships in the U.S., providing resources, education, and industry standards.","simplifiedExplanation":"NADA is a group that helps car dealers with advice and rules about selling cars."}},{"startTime":881.4,"endTime":883.5,"type":"concept","title":"parts distributorship","url":"/glossary/parts-distributorship","quote":"He said, you should turn that into a parts distributorship and let me run it.","canonicalId":"concept:parts-distributorship","priority":0.5,"confidence":0.9,"source":"hybrid-fuzzy+gpt-4.1-mini","data":{"explanation":"A parts distributorship is a business that stocks and supplies automotive parts to repair shops, dealers, or retailers, acting as an intermediary between manufacturers and end users.","simplifiedExplanation":"A parts distributorship is a company that buys car parts in bulk and sells them to places that fix cars or sell parts to people."}},{"startTime":898.1,"endTime":901.4,"type":"company","title":"AC Delco","url":"/glossary/ac-delco","quote":"He said, if you could get AC Delco, do it.","canonicalId":"company:ac-delco","priority":0.5,"confidence":0.95,"source":"hybrid-fuzzy+gpt-4.1-mini","data":{"explanation":"AC Delco is an American automotive parts brand owned by General Motors, known for producing high-quality original equipment and aftermarket parts for GM vehicles and others.","simplifiedExplanation":"AC Delco makes car parts like batteries and filters that are trusted by many car makers, especially General Motors."}},{"startTime":925.3,"endTime":929.0,"type":"brand","title":"General Motors","url":"/glossary/general-motors","quote":"So I called General Motors and I said, hey, you know, I got this warehouse.","canonicalId":"brand:general-motors","priority":0.5,"confidence":0.95,"source":"hybrid-fuzzy+gpt-4.1-mini","data":{"explanation":"General Motors (GM) is a major American automotive manufacturer that owns brands like Chevrolet, GMC, Cadillac, and Buick.","simplifiedExplanation":"General Motors is a big company that makes cars and trucks under different brand names like Chevrolet and Cadillac."}},{"startTime":933.9,"endTime":938.9,"type":"concept","title":"dealership","url":"/glossary/dealership","quote":"We don't do dealers, right? They said, you know, cause dealers end up just buying parts cheaper for themselves and don't really push the business.","canonicalId":"concept:dealership","priority":0.5,"confidence":0.95,"source":"hybrid-fuzzy+gpt-4.1-mini","data":{"explanation":"A dealership is a business authorized to sell and service vehicles from a particular manufacturer, often including parts and repair services.","simplifiedExplanation":"A dealership is a place where you can buy cars and get them fixed or serviced."}},{"startTime":949.6,"endTime":952.5,"type":"concept","title":"pilot program","url":"/glossary/pilot-program","quote":"They said, hey, we've convinced General Motors to do this pilot program and we're going to, in the four, four areas around the country where we're not performing well, we're going to, we're going to pilot some, some distribution business.","canonicalId":"concept:pilot-program","priority":0.5,"confidence":0.95,"source":"hybrid-fuzzy+gpt-4.1-mini","data":{"explanation":"A pilot program is a small-scale, preliminary study conducted to evaluate feasibility, time, cost, risk, and improve upon the design before full-scale implementation.","simplifiedExplanation":"A pilot program is like a test run to see if a new idea or plan works well before doing it everywhere."}},{"startTime":1078.9,"endTime":1080.2,"type":"brand","title":"Chevrolet","url":"/glossary/chevrolet","quote":"I've got two Chevy stores","canonicalId":"brand:chevrolet","priority":0.5,"confidence":1.0,"source":"hybrid-fuzzy+gpt-4.1-mini","data":{"explanation":"Chevrolet is a major American automotive brand known for producing a wide range of vehicles including trucks, SUVs, and cars.","simplifiedExplanation":"Chevrolet is a company that makes cars and trucks you can buy in the US."}},{"startTime":1080.2,"endTime":1082.3,"type":"brand","title":"Chrysler","url":"/glossary/chrysler","quote":"and two Chrysler Dodge Jeep brand stores,","canonicalId":"brand:chrysler","priority":0.5,"confidence":1.0,"source":"hybrid-fuzzy+gpt-4.1-mini","data":{"explanation":"Chrysler is an American automotive brand, part of Stellantis, known for producing cars and minivans.","simplifiedExplanation":"Chrysler is a company that makes cars and vans you can buy."}},{"startTime":1080.2,"endTime":1082.3,"type":"brand","title":"Dodge","url":"/glossary/dodge","quote":"and two Chrysler Dodge Jeep brand stores,","canonicalId":"brand:dodge","priority":0.5,"confidence":1.0,"source":"hybrid-fuzzy+gpt-4.1-mini","data":{"explanation":"Dodge is an American automotive brand under Stellantis, known for performance cars and SUVs.","simplifiedExplanation":"Dodge is a company that makes cars and SUVs, some of which are very fast."}},{"startTime":1080.24,"endTime":1082.08,"type":"car","title":"Jeep Brand","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":"...I've got two Chevy stores  and two Chrysler Dodge Jeep brand stores,  Stalantis stores.","canonicalId":"car:jeep:grand-cherokee","priority":0.5,"source":"hybrid-fuzzy+gpt-4.1-mini","data":{"explanation":"The Jeep Grand Cherokee is a midsize SUV known for its blend of off-road capability and luxury features. It has been a significant model for Jeep, appealing to buyers who want ruggedness combined with comfort. The mention in the context of Chrysler Dodge Jeep stores highlights its importance within the Stellantis brand lineup.","simplifiedExplanation":"The Jeep Grand Cherokee is a popular SUV that can drive well both on rough roads and in the city. It's comfortable inside and is made by the same company that owns Dodge and Chrysler. People talk about it because it's one of the main Jeep vehicles you can buy.","imageAttribution":"Alexander Migl (CC BY-SA 4.0)"}},{"startTime":1126.9,"endTime":1130.4,"type":"company","title":"Carvana","url":"/glossary/carvana","quote":"It does seem like some Carvana-esque, you know, type of limiter that said, if Carvana then in some way works with dealers,","canonicalId":"company:carvana","priority":0.9,"confidence":1.0,"source":"hybrid-fuzzy+gpt-4.1-mini","data":{"explanation":"Carvana is an online used car retailer known for its car vending machines and direct-to-consumer sales model, disrupting traditional dealership sales.","simplifiedExplanation":"Carvana is a company that sells used cars online and delivers them to your home, instead of buying from a regular car dealer."}},{"startTime":1640.8,"endTime":1643.9,"type":"term","title":"BDC","url":"/glossary/bdc","quote":"...then I know that somewhere in the process and my BDCs broke down, they're not following the scripts.","canonicalId":"term:bdc","priority":0.5,"confidence":0.95,"source":"hybrid-fuzzy+gpt-4.1-mini","data":{"explanation":"BDC stands for Business Development Center, a department in car dealerships responsible for managing incoming leads, customer communication, and appointment setting to improve sales efficiency.","simplifiedExplanation":"BDC is a team in car dealerships that talks to customers who call or contact the dealer. They help set up appointments to see or buy cars."}},{"startTime":1694.5,"endTime":1735.1,"type":"company","title":"Open Lane","url":"/glossary/open-lane","quote":"This episode is brought to you by Open Lane. Once again, voted the most preferred digital wholesale marketplace by dealers. And they've been busy using the power of people in AI to build a transparent wholesale experience. Open Lane Intelligence guides their condition reports feature AI powered and inspector confirmed exterior damage detection, high quality engine audio recordings and OBD two codes decoded into plain English. Open Lane predictive pricing provides historical and future pricing guidance, allowing you to buy confidently. If you've never used Open Lane before or it's been a while since you have, you're eligible to earn up to $2,500 in buy or sale fee credits. Learn more at openlane.com slash CDG or click the link in the show notes below does.","canonicalId":"company:open-lane","priority":0.5,"confidence":1.0,"source":"hybrid-fuzzy+gpt-4.1-mini","data":{"explanation":"Open Lane is a digital wholesale marketplace for vehicle dealers that uses AI and human expertise to provide transparent vehicle condition reports, pricing guidance, and other services to facilitate buying and selling cars.","simplifiedExplanation":"Open Lane is an online place where car dealers buy and sell cars. They use smart computer programs to check car conditions and help dealers know the right price."}},{"startTime":1703.3,"endTime":1705.9,"type":"term","title":"transparent wholesale experience","url":"/glossary/transparent-wholesale-experience","quote":"And they've been busy using the power of people in AI to build a transparent wholesale experience.","canonicalId":"term:transparent-wholesale-experience","priority":0.5,"confidence":1.0,"source":"hybrid-fuzzy+gpt-4.1-mini","data":{"explanation":"A transparent wholesale experience means providing clear, honest, and accessible information about vehicle condition and pricing to buyers and sellers in the wholesale car market.","simplifiedExplanation":"It means being open and honest about the car's condition and price when dealers buy and sell cars, so everyone knows what they're getting."}},{"startTime":1708.7,"endTime":1711.9,"type":"term","title":"AI powered exterior damage detection","url":"/glossary/ai-powered-exterior-damage-detection","quote":"Open Lane Intelligence guides their condition reports feature AI powered and inspector confirmed exterior damage detection, high quality engine audio recordings and OBD two codes decoded into plain English.","canonicalId":"term:ai-powered-exterior-damage-detection","priority":0.5,"confidence":1.0,"source":"hybrid-fuzzy+gpt-4.1-mini","data":{"explanation":"This refers to the use of artificial intelligence technology to analyze vehicle images and identify any exterior damage automatically, improving accuracy and speed in condition reporting.","simplifiedExplanation":"It's a smart computer system that looks at pictures of a car and finds any dents or scratches on the outside so people know about the damage."}},{"startTime":1711.9,"endTime":1714.9,"type":"term","title":"engine audio recordings","url":"/glossary/engine-audio-recordings","quote":"Open Lane Intelligence guides their condition reports feature AI powered and inspector confirmed exterior damage detection, high quality engine audio recordings and OBD two codes decoded into plain English.","canonicalId":"term:engine-audio-recordings","priority":0.5,"confidence":1.0,"source":"hybrid-fuzzy+gpt-4.1-mini","data":{"explanation":"These are high-quality sound recordings of a vehicle's engine running, used to assess engine health and detect potential mechanical issues remotely.","simplifiedExplanation":"It's a recording of the car's engine sound so people can listen and check if the engine sounds healthy or if there might be problems."}},{"startTime":1714.9,"endTime":1718.2,"type":"term","title":"OBD two codes","url":"/glossary/obd-two-codes","quote":"Open Lane Intelligence guides their condition reports feature AI powered and inspector confirmed exterior damage detection, high quality engine audio recordings and OBD two codes decoded into plain English.","canonicalId":"term:obd-two-codes","priority":0.9,"confidence":1.0,"source":"hybrid-fuzzy+gpt-4.1-mini","data":{"explanation":"OBD-II (On-Board Diagnostics, second generation) codes are standardized diagnostic trouble codes generated by a vehicle's computer to indicate malfunctions or issues in various systems.","simplifiedExplanation":"Cars have a computer that checks if something is wrong. It gives special codes called OBD two codes that tell mechanics what needs fixing."}},{"startTime":1718.2,"endTime":1720.9,"type":"term","title":"predictive pricing","url":"/glossary/predictive-pricing","quote":"Open Lane predictive pricing provides historical and future pricing guidance, allowing you to buy confidently.","canonicalId":"term:predictive-pricing","priority":0.5,"confidence":1.0,"source":"hybrid-fuzzy+gpt-4.1-mini","data":{"explanation":"Predictive pricing uses historical and current data to forecast future vehicle prices, helping buyers and sellers make informed decisions about when to buy or sell.","simplifiedExplanation":"It's a way to guess how much a car will cost in the future based on past prices, so people can decide the best time to buy or sell."}},{"startTime":2063.2,"endTime":2067.1,"type":"term","title":"closing percentage","url":"/glossary/closing-percentage","quote":"We know what the closing percentage is, right? So we could take and back into it and save money","canonicalId":"term:closing-percentage","priority":0.5,"confidence":0.95,"source":"hybrid-fuzzy+gpt-4.1-mini","data":{"explanation":"Closing percentage is the rate at which salespeople successfully convert presentations or leads into actual sales.","simplifiedExplanation":"Closing percentage means how often a salesperson convinces someone to buy a car after talking to them."}},{"startTime":2084.0,"endTime":2086.8,"type":"term","title":"F and I manager","url":"/glossary/f-and-i-manager","quote":"So you trained to be an F and I manager, didn't guarantee a position,","canonicalId":"term:f-and-i-manager","priority":0.5,"confidence":0.95,"source":"hybrid-fuzzy+gpt-4.1-mini","data":{"explanation":"F and I manager stands for Finance and Insurance manager, a dealership role responsible for arranging financing, selling insurance products, and completing paperwork for car buyers.","simplifiedExplanation":"An F and I manager is the person at a car dealership who helps buyers get loans and insurance for their new cars."}}],"speakers":[{"id":"s1","name":"Car Dealership Guy","role":"host"}],"transcripts":[{"url":"http://getcarcurious.com/episodes/outcome-is-income-process-accountability-the-one-change-adding-millions-in-profit-yearly-john-hiester-dealer-principal-at-john-hiester-automotive-group/transcript.vtt","type":"text/vtt"}]}