{"version":"1.0.0","episode":{"title":"\"Your Presence Is a Lie!\" The 60-Second Car Deal: One Dealer's Bet on the Future of Retail (& The Numbers Behind It) | Jon Alcorn, Operating Partner at Dogwood Automotive Group","url":"http://getcarcurious.com/episodes/your-presence-is-a-lie-the-60-second-car-deal-one-dealer-s-bet-on-the-future-of-retail-the-numbers-behind-it-jon-alcorn-operating-partner-at-dogwood-automotive-group","audioUrl":"https://chrt.fm/track/C6AG88/traffic.megaphone.fm/CREUR2672076831.mp3","description":"Today, Sam D'Arc is joined by Jon Alcorn, Operating Partner at Dogwood Automotive Group.\n\nWinchester, Virginia's three-brand Dogwood Auto Group hasn't printed a paper pencil in over a year, yet grosses are up, and finance penetration sits at 89%. \n\nJon breaks down the two systems behind that shift: a salesperson efficiency scorecard that grades reps from 113% down to 58% on metrics they can actually control, and a digital retailing stack that will deliver a 30-second actual cash value and a 60-second real quote to every online shopper starting June 1. \n\n\n\nTopics:\n\n09:30 Why \"Your Presence Is Your Leverage\" Is A Lie.\n\n10:00 The Day The Paper Pencil Died.\n\n11:30 Why Customers Submit Their Own Credit.\n\n18:00 Why Transparency Doesn't Kill Gross.\n\n21:00 The Salesperson Scorecard Nobody Built.\n\n30:00 Why Variable Ops Has No Efficiency Metric.\n\n41:00 The Sales Manager As Restaurant Manager.\n\n\n\nThis episode is brought to you by:\n\n\n\n1.⁨ Mia  - Your 24/7 AI receptionist who speaks like a human, not a robot.  Never miss another lead. Visit @ here.\n\n\n\n2.  Reynolds & Reynold  - ReconVision doesn’t just help you track recon; it helps you fix it. Visit here for more information.\n\n\n\n3. CDG Circles – A digital peer group for top auto dealers. Private dealer chats. Vendor reviews. Real insights — confidential, compliant, no travel required. Join dealers representing 3,000+ rooftops @ here. \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\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":309.44,"endTime":313.74,"type":"car","title":"Dodge Ram","url":"/cars/dodge/ram","image":"https://upload.wikimedia.org/wikipedia/commons/e/e5/2019_Ram_1500_Bighorn%2C_rear_3.11.20.jpg","quote":"... open up and help run M and L Chrysler Dodge Jeep Ram under Chris Morgan and Joe Bryson. Uh, and then w...","canonicalId":"car:dodge:ram","priority":0.7,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"The Dodge Ram is a full-size pickup truck line made by Stellantis (under the Chrysler Dodge Jeep Ram dealership group mentioned in the podcast context). It’s a common choice for buyers who need a truck for towing, hauling, and everyday driving, which is why it often comes up in dealership and sales discussions. The podcast likely references it as part of the broader Ram brand the dealership group operates.","simplifiedExplanation":"The Dodge Ram is a large pickup truck made for work and everyday use. People buy it to tow trailers, carry cargo, and handle tasks that a regular car can’t. In the podcast, it’s mentioned as part of the dealership brands the group sells and supports.","imageAttribution":"Kevauto (CC BY-SA 4.0)"}},{"startTime":639.4,"endTime":666.6,"type":"term","title":"pencil","url":"/glossary/pencil","quote":"Here's your pencil.\n[640.4s] Here's this, hold that, do this.\n...\n[665.2s] So we don't pencil anymore.","canonicalId":"term:pencil","priority":0.5,"confidence":0.78,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"In dealership slang, “pencil” refers to manually working up a deal—typically using paper worksheets or spreadsheets—to estimate pricing, monthly payments, and trade/discount scenarios. The host contrasts this with using a digital retailing tool so they can produce numbers faster and more consistently.","simplifiedExplanation":"“Pencil” is dealer slang for doing the deal math by hand—like figuring out what the price or monthly payment could be. They’re saying they stopped doing that with paper and moved to a faster digital process."}},{"startTime":656.3,"endTime":666.6,"type":"term","title":"digital retailing tool","url":"/glossary/digital-retailing-tool","quote":"But I went with a digital retailing tool at the time, uh, that allowed the showroom\n[664.3s] to go with it.\n[665.2s] So we don't pencil anymore.","canonicalId":"term:digital-retailing-tool","priority":0.55,"confidence":0.86,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"A digital retailing tool is software that helps a dealership handle the car-shopping flow online—like pricing, trade/finance estimates, and deal presentation—without relying on back-and-forth phone calls or paper worksheets. In this segment, it’s used to speed up how quickly the showroom can give consumers accurate numbers.","simplifiedExplanation":"It’s a software system dealerships use to show prices and deal details faster, usually on a screen instead of doing everything by phone or paper. The goal is to get you the numbers quickly while you’re in the showroom."}},{"startTime":669.8,"endTime":672.8,"type":"term","title":"grosses","url":"/glossary/grosses","quote":"Um, our grosses are up higher.\n[672.8s] The, um, the financing is we hold, we, we, we average about 89% finance\n[679.9s] penetration on customers.","canonicalId":"term:grosses","priority":0.6,"confidence":0.8,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"“Grosses” means the dealership’s profit from selling vehicles, usually measured as gross profit per deal (often discussed as front-end gross). When the host says “our grosses are up higher,” they’re claiming improved profitability after switching to faster digital deal presentation.","simplifiedExplanation":"In dealership talk, “grosses” is basically how much money the dealer makes on the sale. They’re saying their profit per deal went up after changing how they present the numbers."}},{"startTime":672.8,"endTime":682.6,"type":"term","title":"finance penetration","url":"/glossary/finance-penetration","quote":"The, um, the financing is we hold, we, we, we average about 89% finance\n[679.9s] penetration on customers.\n[682.6s] Um, so, so what's the tool?","canonicalId":"term:finance-penetration","priority":0.65,"confidence":0.9,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"Finance penetration is the percentage of customers who choose dealership financing (loans/leases arranged through the dealer) rather than paying cash or using outside financing. An “89% finance penetration” claim means most buyers in their process end up financing through the dealership.","simplifiedExplanation":"Finance penetration is the share of buyers who take a loan or lease through the dealer. If it’s 89%, that means 89 out of 100 customers are financing with the dealer’s finance options."}},{"startTime":686.3,"endTime":692.3,"type":"brand","title":"auto fi","url":"/glossary/autofi","quote":"So we actually went to auto fi and, um, I love the auto fi folks.\n[692.3s] I think they're great.","canonicalId":"brand:auto-fi","priority":0.35,"confidence":0.7,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"“Auto fi” is referenced as the specific digital retailing/finance-related tool the dealership adopted. In this context, it’s the vendor they chose to help present deal information and support the showroom’s faster “numbers” workflow.","simplifiedExplanation":"“Auto fi” is the name of the software/service the dealership picked to help them show deal numbers and financing details more quickly. The host is saying they like the company behind it."}},{"startTime":704.8,"endTime":712.7,"type":"term","title":"team velocity","url":"/glossary/team-velocity","quote":"And I went to, I'm going to team velocity, front to back everything. They have a lot of the capabilities that auto fi has.","canonicalId":"term:team-velocity","priority":0.4,"confidence":0.55,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"“Team velocity” is referenced as a specific vendor or platform the dealer is switching to. The context suggests it provides tools for managing the end-to-end customer experience, including online-to-showroom transitions and deal/financing workflow.","simplifiedExplanation":"“Team velocity” is the name of a company or software system the dealership is using. They’re saying it helps manage the customer journey from online to the showroom."}},{"startTime":723.5,"endTime":727.1,"type":"concept","title":"touch points","url":"/glossary/touch-points","quote":"transitions to the showroom digital pencil that we do and actually be able to see all those touch points from the beginning to the end is priceless.","canonicalId":"concept:touch-points","priority":0.45,"confidence":0.6,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"“Touch points” are the distinct moments where a customer interacts with the dealership experience—such as browsing online, starting a credit/finance flow, and reviewing deal terms in the showroom. The concept matters because it drives how consistent and trackable the sales journey is across channels.","simplifiedExplanation":"“Touch points” means the different steps where you interact with the dealership—like online browsing and then the in-store paperwork and pricing. The dealer is saying they can follow that whole journey."}},{"startTime":728.9,"endTime":733.5,"type":"term","title":"free rooftops","quote":"Not to mention by packaging free rooftops into one, I was able to save a little bit of money.","canonicalId":"term:free-rooftops","priority":0.35,"confidence":0.5,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"“Free rooftops” is a dealership-industry term for a marketing/lead-generation arrangement where the provider supplies a certain number of dealer “rooftops” (locations/coverage) at no cost. Here, it’s used to justify cost savings from bundling services into one package.","simplifiedExplanation":"“Free rooftops” sounds like a marketing deal where the provider covers multiple dealership locations for free. The speaker is saying bundling those services saved them some money."}},{"startTime":741.0,"endTime":770.0,"type":"term","title":"credit","url":"/glossary/credit","quote":"Dogway doing a little different, you know, how powerful it is to say we, we don't control the numbers you do, Mr. Customer, we don't submit your credit. You do that's kind of how we do things is we look at a customer and say, Hey, you get to submit your own credit.","canonicalId":"term:credit","priority":0.55,"confidence":0.45,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"In car retail, “credit” refers to the customer’s financing profile used to determine eligibility and pricing for an auto loan or lease. The key point here is that the dealer’s process can change who “submits” the customer’s credit and how quickly the customer can see financing outcomes like rates and callbacks.","simplifiedExplanation":"Here “credit” means the customer’s financial credit score/history used to set up car financing. The dealer is talking about letting the customer control the credit submission so they can see the financing results directly."}},{"startTime":764.4,"endTime":768.8,"type":"term","title":"rates","quote":"So when they submit their credit, they get to see the callbacks right there. They get to see the rates.","canonicalId":"term:rates","priority":0.6,"confidence":0.55,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"“Rates” are the interest rates offered for the customer’s auto loan or lease financing. In this segment, the dealer emphasizes that customers can see the rates immediately after submitting their credit, rather than waiting for a separate follow-up process.","simplifiedExplanation":"“Rates” are the interest rates you’d pay to borrow money for the car. Lower rates usually mean lower monthly payments or less total cost."}},{"startTime":777.0,"endTime":782.1,"type":"term","title":"two points markup","quote":"“So we offer everything at two points markup across the board.”","canonicalId":"term:two-points-markup","priority":0.3,"confidence":0.65,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"“Two points markup” refers to pricing markup expressed in percentage points. In dealership math, a “point” typically means 1% of the base price, so “two points” implies a relatively small, standardized profit add-on across deals.","simplifiedExplanation":"“Two points markup” is a way to say the dealer adds a small, fixed percentage to the car’s price. It’s basically how much profit they’re building into the deal, expressed as percent points."}},{"startTime":784.7,"endTime":790.9,"type":"term","title":"BDC rep","url":"/glossary/bdc-rep","quote":"“Who’s your best BDC rep? … the one they answer every call with professionalism and know your inventory inside and out.”","canonicalId":"term:bdc-rep","priority":0.55,"confidence":0.9,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"BDC rep stands for “Business Development Center” representative. In car dealerships, a BDC rep handles inbound leads—like phone calls and internet inquiries—then qualifies shoppers and routes them to sales or service.","simplifiedExplanation":"A BDC rep is a dealership employee who answers calls and helps handle customer leads. Their job is to keep leads moving toward a test drive, quote, or service appointment."}},{"startTime":802.4,"endTime":806.0,"type":"brand","title":"Mia","url":"/glossary/mia","quote":"“You might have guessed it, but Mia is not a human. She's the latest in AI call center technology…”","canonicalId":"brand:mia","priority":0.2,"confidence":0.9,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"Mia is the AI call-center product being promoted in this segment. The host describes it as an automated agent that answers calls, supports shopping, and integrates with dealership systems to improve data capture and responsiveness.","simplifiedExplanation":"Mia is an AI assistant that answers dealership calls and helps customers. It’s meant to respond quickly and handle common questions so shoppers can keep moving through the buying process."}},{"startTime":809.9,"endTime":814.0,"type":"term","title":"DMS","url":"/glossary/dms","quote":"“Mia seamlessly integrates with your CRM, DMS and inventory system to give you the best data possible.”","canonicalId":"term:dms","priority":0.45,"confidence":0.85,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"DMS means Dealer Management System. It’s the dealership’s core software for operations like managing inventory, service scheduling, and customer/work-order records—often tied to the dealership’s pricing and workflow.","simplifiedExplanation":"DMS is the main software system dealerships use to run day-to-day operations. It often connects inventory, service appointments, and customer records in one place."}},{"startTime":829.0,"endTime":833.8,"type":"term","title":"deep digital retailing","url":"/glossary/deep-digital-retailing","quote":"“One of the big criticisms of deep digital retailing in the past up until now is how fragmented it is.”","canonicalId":"term:deep-digital-retailing","priority":0.45,"confidence":0.75,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"Deep digital retailing is the idea of selling cars through a highly online-driven process—browsing inventory, pricing, trade/financing steps, and scheduling—often with minimal in-person involvement. The host is referencing a criticism that earlier versions were hard to manage because the steps lived in separate systems.","simplifiedExplanation":"Deep digital retailing means buying a car mostly online, using websites and tools to handle the steps that used to require a salesperson. The criticism is that it can feel scattered if each step is in a different place."}},{"startTime":829.0,"endTime":833.8,"type":"concept","title":"fragmented","url":"/glossary/fragmented","quote":"“One of the big criticisms of deep digital retailing in the past up until now is how fragmented it is.”","canonicalId":"concept:fragmented","priority":0.4,"confidence":0.7,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"In this context, “fragmented” means the digital car-buying steps are split across multiple disconnected tools or platforms. That can create gaps in data, inconsistent customer experiences, and extra manual work for dealership staff.","simplifiedExplanation":"Here, “fragmented” means the online buying process is spread across different systems that don’t talk to each other. That can make it harder for the dealership to keep everything consistent for the customer."}},{"startTime":835.8,"endTime":840.3,"type":"concept","title":"one unified process","url":"/glossary/one-unified-process","quote":"“You played in the fragmented space, but then now you're saying, hey, we're aligning and we're taking it to one unified process.”","canonicalId":"concept:one-unified-process","priority":0.35,"confidence":0.7,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"A “one unified process” approach means consolidating the digital retail journey into a single workflow rather than separate, disconnected steps. The goal is to reduce handoffs and keep customer data consistent from lead capture through scheduling and follow-up.","simplifiedExplanation":"“One unified process” means the dealership tries to run the whole online car-buying flow as one connected system. That helps avoid losing information between steps and makes the experience smoother."}},{"startTime":937.3,"endTime":942.5,"type":"term","title":"digital retail process","url":"/glossary/digital-retail-process","quote":"all the way through the digital retail process online at home or in our showroom\n[942.5s] because you do, they have the capability where they see the callbacks and everything","canonicalId":"term:digital-retail-process","priority":0.7,"confidence":0.78,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"The digital retail process is the online workflow where a shopper researches, configures, negotiates, and completes a purchase without needing to be physically at a dealership. In car sales, it typically includes credit/financing steps, document signing, and payment handling that mirror what happens in-store.","simplifiedExplanation":"Digital retail is when you buy a car using the internet instead of going to the dealership in person. It usually includes steps like choosing the car, getting financing, and signing paperwork online."}},{"startTime":942.5,"endTime":990.1,"type":"term","title":"callbacks","url":"/glossary/callbacks","quote":"because you do, they have the capability where they see the callbacks and everything\n[945.5s] just the way they Autify did.\n...\n[986.0s] They get to a point where they see the callback and at that point in time, the\n[990.1s] finance manager or business manager will reach out to them","canonicalId":"term:callbacks","priority":0.6,"confidence":0.7,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"In this context, “callbacks” refers to follow-up actions triggered during an online purchase flow—often when a shopper reaches a stage that requires a dealership employee to step in. It’s commonly used to describe the handoff from automated online steps to a finance or sales team for verification and paperwork.","simplifiedExplanation":"Here, “callbacks” means the dealership reaches out to you after you’ve done part of the online buying steps. It’s usually when a person needs to handle the next paperwork or approval step."}},{"startTime":945.5,"endTime":947.8,"type":"brand","title":"Autify","quote":"just the way they Autify did.\n[947.8s] Are they able with your, are they able with your process to actually complete the\n[951.2s] transaction and fully purchase the vehicle?","canonicalId":"brand:autify","priority":0.35,"confidence":0.6,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"Autify is referenced as the system that handles parts of the online buying flow—specifically the kind of callback/hand-off behavior the speaker says their process can replicate. In dealership retail tech, tools like this are used to automate or orchestrate steps between the customer and dealership staff.","simplifiedExplanation":"Autify is a software tool the dealer is comparing to their own process. The point is that it can manage parts of the online car-buying steps and trigger follow-ups when a person needs to step in."}},{"startTime":953.6,"endTime":955.1,"type":"term","title":"remote you sign","quote":"[953.6s] I can remote you sign.\n[955.1s] There is, I've done it.\n[956.4s] We sell cars.","canonicalId":"term:remote-you-sign","priority":0.4,"confidence":0.55,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"“Remote you sign” appears to refer to remote (electronic) signing of purchase documents, allowing customers to complete the transaction without being in the dealership. This is a key enabler for online retail because it replaces in-person signature steps with e-signature workflows.","simplifiedExplanation":"This means you can sign the car paperwork from wherever you are, not only at the dealership. It’s usually done electronically so the deal can move forward online."}},{"startTime":990.1,"endTime":993.4,"type":"term","title":"finance manager or business manager","url":"/glossary/finance-manager-or-business-manager","quote":"They get to a point where they see the callback and at that point in time, the\n[990.1s] finance manager or business manager will reach out to them and say, Hey, we have some\n[993.4s] very specific state required paperwork.","canonicalId":"term:finance-manager-or-business-manager","priority":0.65,"confidence":0.86,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"A finance manager (often called a business manager) is the dealership role responsible for completing the financial side of the deal. That typically includes arranging financing or leasing, and managing required paperwork and disclosures—especially the documents that vary by state."}},{"startTime":993.4,"endTime":996.7,"type":"term","title":"state required paperwork","url":"/glossary/state-required-paperwork","quote":"finance manager or business manager will reach out to them and say, Hey, we have some\n[993.4s] very specific state required paperwork.\n[996.7s] Some states require what's insured.","canonicalId":"term:state-required-paperwork","priority":0.55,"confidence":0.8,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"“State required paperwork” refers to documents and disclosures that are mandated by each U.S. state for vehicle sales and delivery. The specific forms can differ—so a fully online transaction may still need a dealership employee to collect or confirm certain items before the sale can be finalized.","simplifiedExplanation":"Different states require different forms when you buy a car. Even if you start the deal online, the dealership may need to make sure you complete the state-specific paperwork before everything is official."}},{"startTime":996.7,"endTime":998.5,"type":"term","title":"what's insured","url":"/glossary/what-s-insured","quote":"[996.7s] Some states require what's insured.\n[998.5s] Some don't.\n[999.3s] And that's where it kind of gets in the weeds.","canonicalId":"term:what-s-insured","priority":0.5,"confidence":0.72,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"“What’s insured” points to insurance-related requirements tied to the sale—such as proof of coverage or specific coverage details that some states require before the transaction can be completed. This can affect how much of the process can be automated online versus handled by a dealership during the final steps.","simplifiedExplanation":"Some states want proof that the car will be covered by insurance before the sale is finished. That can mean you have to provide insurance details or documents during the final online steps."}},{"startTime":1012.6,"endTime":1020.7,"type":"term","title":"maintenance package","url":"/glossary/maintenance-package","quote":"if you're not getting a maintenance package right now with the oil\nshortage coming in, we need to re talk how you're presenting maintenance packages.","canonicalId":"term:maintenance-package","priority":0.55,"confidence":0.86,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"A maintenance package is a bundled service plan sold with a vehicle purchase that covers scheduled upkeep (like oil changes and other routine services) for a set period or mileage. In dealership finance, it’s often used to increase customer value and smooth out future service costs.","simplifiedExplanation":"A maintenance package is an add-on deal that pays for routine services for a while. Instead of you paying for each service later, it’s bundled into one plan when you buy the car."}},{"startTime":1023.9,"endTime":1027.6,"type":"term","title":"title work","url":"/glossary/title-work","quote":"A lot of the title work and state work kind of messes that up.\nSo yes, they can complete it on the outline.","canonicalId":"term:title-work","priority":0.4,"confidence":0.82,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"Title work refers to the legal paperwork needed to transfer vehicle ownership from the seller to the buyer. It can include preparing and submitting documents to the state so the buyer can get the car titled in their name.","simplifiedExplanation":"Title work is the paperwork that officially changes who owns the car. It’s what the dealership has to do so the state records the car under your name."}},{"startTime":1023.9,"endTime":1027.6,"type":"term","title":"state work","url":"/glossary/state-work","quote":"A lot of the title work and state work kind of messes that up.\nSo yes, they can complete it on the outline.","canonicalId":"term:state-work","priority":0.35,"confidence":0.7,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"State work is the dealership’s administrative process of handling state-required steps for the sale, such as registration and related forms. Because each state has its own rules, these tasks can affect timing and how the deal is presented to customers.","simplifiedExplanation":"State work is the paperwork the dealership has to do for the government so you can register the car. Different states have different rules, so it can slow things down."}},{"startTime":1075.1,"endTime":1085.26,"type":"concept","title":"fully transparent","url":"/glossary/fully-transparent","quote":"Um, do not in your model, how does being fully transparent, uh, help you hold\nmore close, faster versus the old school approach?","canonicalId":"concept:fully-transparent","priority":0.4,"confidence":0.74,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"“Fully transparent” in a dealership context means openly showing the customer the deal structure—pricing, fees, and how the numbers are derived—instead of relying on traditional, more opaque sales tactics. The host is asking how that transparency changes the ability to keep deals moving and close them.","simplifiedExplanation":"“Fully transparent” here means the dealership shows you the real details of the deal up front. Instead of hiding parts of the pricing, they explain how the numbers work so you can decide faster."}},{"startTime":1173.6,"endTime":1174.5,"type":"term","title":"units","url":"/glossary/units","quote":"Okay. So units don't matter. We'll know they do.","canonicalId":"term:units","priority":0.6,"confidence":0.85,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"“Units” refers to the number of vehicles sold. In dealership performance discussions, it’s often contrasted with profitability metrics (like gross) to avoid incentivizing salespeople to push volume at the expense of profit.","simplifiedExplanation":"“Units” means how many cars are sold. The point is that selling more cars doesn’t automatically mean the dealership makes more money."}},{"startTime":1176.5,"endTime":1178.7,"type":"term","title":"outbound activity","url":"/glossary/outbound-activity","quote":"Well, outbound activity doesn't matter. We'll know that matters too.","canonicalId":"term:outbound-activity","priority":0.5,"confidence":0.78,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"“Outbound activity” is proactive sales outreach—contacting leads or potential customers rather than waiting for them to come in. Dealerships track it because it can drive lead flow and appointments, but it’s easy to overemphasize without tying it to outcomes.","simplifiedExplanation":"“Outbound activity” means the dealership reaches out to people first, like calling or messaging prospects. It’s tracked because it can create more leads, but it should still lead to real results."}},{"startTime":1180.2,"endTime":1182.1,"type":"term","title":"lead","url":"/glossary/lead","quote":"Well, how they handle their lead, that doesn't matter. No, that does.","canonicalId":"term:lead","priority":0.55,"confidence":0.8,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"A “lead” is a potential customer who has shown interest (for example, via a form fill, call, or inquiry). In dealership operations, how staff “handle their lead” is often measured because lead response time and follow-up quality strongly influence conversion to sales.","simplifiedExplanation":"A “lead” is someone who might buy a car. How the dealership handles that person—following up and responding—can determine whether they actually buy."}},{"startTime":1186.5,"endTime":1192.6,"type":"term","title":"COOs","url":"/glossary/coos","quote":"Cause if us as general managers, operating partners, COOs, whatever, if we don't know what they're getting graded on, how did they know?","canonicalId":"term:coos","priority":0.45,"confidence":0.9,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"COO stands for Chief Operating Officer, an executive responsible for day-to-day operations. In dealership contexts, COOs and general managers care about operational metrics (like shop efficiency) because they affect throughput and profitability.","simplifiedExplanation":"COO means Chief Operating Officer—basically the person in charge of running the business day to day. In a dealership, they focus on how efficiently the operation runs."}},{"startTime":1214.0,"endTime":1216.2,"type":"term","title":"shop efficiency","url":"/glossary/shop-efficiency","quote":"Tech efficiency, shop efficiency. They say, Hey, your number of hours in your Bay versus number of hours we should","canonicalId":"term:shop-efficiency","priority":0.5,"confidence":0.78,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"“Shop efficiency” is a broader service-operation metric that reflects how well the whole shop performs—often combining technician productivity with factors like scheduling, bay utilization, and job completion rates. It’s used to evaluate whether the service department is operating at its expected capacity.","simplifiedExplanation":"“Shop efficiency” is a way to measure how well the entire service area is running. It’s not just one mechanic—it’s the whole workflow and how much work gets done."}},{"startTime":1214.0,"endTime":1216.2,"type":"term","title":"tech efficiency","url":"/glossary/tech-efficiency","quote":"Tech efficiency, shop efficiency. They say, Hey, your number of hours in your Bay versus number of hours we should","canonicalId":"term:tech-efficiency","priority":0.6,"confidence":0.82,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"“Tech efficiency” is a service-department metric that measures how effectively technicians convert labor time into completed work. It’s commonly tracked alongside “shop efficiency” to understand productivity and whether the service operation is bottlenecked by scheduling, parts, or workflow.","simplifiedExplanation":"“Tech efficiency” means how effectively the mechanics are using their time to get jobs done. It helps a dealership see whether the service shop is running smoothly."}},{"startTime":1216.2,"endTime":1220.7,"type":"term","title":"Bay","url":"/glossary/bay","quote":"They say, Hey, your number of hours in your Bay versus number of hours we should go in and David along","canonicalId":"term:bay","priority":0.4,"confidence":0.86,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"In a service department, a “bay” is a garage stall where a vehicle is parked for inspection and repair. Tracking “hours in your Bay” is a way to measure utilization—how much time bays are occupied and productive versus sitting idle.","simplifiedExplanation":"A “bay” is the service stall where a car is worked on. Measuring “hours in your Bay” helps track how busy and productive the shop is."}},{"startTime":1415.0,"endTime":1422.1,"type":"term","title":"outbound calls","url":"/glossary/outbound-calls","quote":"We expect you to make six calls per hour. You've made seven point two. You're a hundred and twenty percent effective in outbound calls.","canonicalId":"term:outbound-calls","priority":0.55,"confidence":0.9,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"Outbound calls are phone calls a dealership makes to potential customers who haven’t initiated contact. In sales operations, outbound call volume and conversion rate are tracked as a performance metric because they influence how many leads enter the sales pipeline.","simplifiedExplanation":"Outbound calls are calls the dealership makes to people who might buy a car. The dealership tracks how many they make and how well they turn into appointments or sales."}},{"startTime":1422.1,"endTime":1448.0,"type":"company","title":"auto vision","url":"/glossary/autovision","quote":"This episode is brought to you by auto vision. How many steps, teams, days, and dollars does your reconditioning process currently take...","canonicalId":"company:auto-vision","priority":0.25,"confidence":0.9,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"Auto Vision is referenced as a provider of dealership software/workflow tools aimed at improving reconditioning operations. The pitch positions its system as tracking vehicles through the reconditioning process to reduce delays.","simplifiedExplanation":"Auto Vision is a company that makes software for dealerships. They’re pitching tools that help dealerships manage and speed up the process of getting used cars ready to sell."}},{"startTime":1427.8,"endTime":1444.0,"type":"term","title":"reconditioning","url":"/glossary/reconditioning","quote":"How many steps, teams, days, and dollars does your reconditioning process currently take for many dealerships, recon delays, slow down inventory...","canonicalId":"term:reconditioning","priority":0.65,"confidence":0.9,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"Reconditioning is the dealership process of preparing a used vehicle for resale—typically including inspection, repairs, detailing, and any required safety/condition fixes. It’s a major operational bottleneck because delays can keep cars off the sales floor and reduce how quickly they generate revenue.","simplifiedExplanation":"Reconditioning is what a dealership does to get a used car ready to sell. It can include repairs and cleaning, and if it takes too long, the car can’t be sold as quickly."}},{"startTime":1432.1,"endTime":1448.0,"type":"term","title":"cycle time","url":"/glossary/cycle-time","quote":"reconditioning process currently take for many dealerships, recon delays, slow down inventory, turn and eat into used vehicle profits, reduce your cycle time with recon vision and automated reconditioning workflow...","canonicalId":"term:cycle-time","priority":0.6,"confidence":0.85,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"Cycle time is the total elapsed time it takes to complete a process—from start to finish. In dealership operations, reducing cycle time in reconditioning helps get used cars back on the lot faster, which can improve inventory turnover and profit timing.","simplifiedExplanation":"Cycle time means how long it takes to finish a task end-to-end. For dealerships, faster reconditioning means cars are ready to sell sooner."}},{"startTime":1432.1,"endTime":1436.4,"type":"term","title":"inventory turn","url":"/glossary/inventory-turn","quote":"recon delays, slow down inventory, turn and eat into used vehicle profits, reduce your cycle time...","canonicalId":"term:inventory-turn","priority":0.5,"confidence":0.8,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"Inventory turn (turnover) measures how quickly a dealership sells through its inventory over a period of time. Higher turns generally mean less cash tied up in unsold cars, which can improve used-vehicle profitability.","simplifiedExplanation":"Inventory turn is how fast a dealership sells its cars. If cars sit too long, it costs money and hurts profit."}},{"startTime":1436.4,"endTime":1448.0,"type":"term","title":"recon vision","url":"/glossary/recon-vision","quote":"reduce your cycle time with recon vision and automated reconditioning workflow that tracks vehicles from start to finish...","canonicalId":"term:recon-vision","priority":0.35,"confidence":0.85,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"Recon Vision is presented as an automated reconditioning workflow/product that tracks vehicles from start to finish. In the context of the ad, it’s meant to reduce reconditioning cycle time by improving visibility and coordination.","simplifiedExplanation":"Recon Vision is a tool that helps dealerships manage the used-car reconditioning process. The goal is to make it faster and easier to track what’s happening to each car."}},{"startTime":1462.2,"endTime":1467.6,"type":"brand","title":"Volvo","url":"/glossary/volvo","quote":"John, how many sales people do you have among your three rooftops? Mazda, Volvo and, uh, Volkswagen.","canonicalId":"brand:volvo","priority":0.22,"confidence":0.9,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"Volvo is an automaker known for safety-focused vehicles. In this segment, it’s referenced as one of the brands sold within the dealership group’s combined setup.","simplifiedExplanation":"Volvo is a car brand. The host mentions it because the dealership group sells Volvo cars at one of its locations."}},{"startTime":1462.2,"endTime":1475.5,"type":"brand","title":"Volkswagen","url":"/glossary/volkswagen","quote":"Mazda, Volvo and, uh, Volkswagen. So currently we have 10. Uh, so the Mazda and the Volvo, uh, showroom is combined…","canonicalId":"brand:volkswagen","priority":0.22,"confidence":0.88,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"Volkswagen is a major automaker with its own franchise network. Here, it’s used to describe how the dealership group’s showrooms are organized—Volkswagen has its own showroom, but salespeople can sell across the shared property.","simplifiedExplanation":"Volkswagen is a car brand. The speaker is explaining how their dealership locations are set up for different brands, including Volkswagen."}},{"startTime":1462.2,"endTime":1467.6,"type":"brand","title":"Mazda","url":"/glossary/mazda","quote":"John, how many sales people do you have among your three rooftops? Mazda, Volvo and, uh, Volkswagen.","canonicalId":"brand:mazda","priority":0.22,"confidence":0.9,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"Mazda is an automaker whose vehicles are sold through dealership franchises. In this segment, “Mazda” is used to identify one of the dealership brands represented at the speaker’s locations.","simplifiedExplanation":"Mazda is a car brand. Here it’s mentioned because the dealership group sells Mazda cars at one of its showrooms."}},{"startTime":1471.7,"endTime":1475.5,"type":"concept","title":"one property situation","quote":"Volkswagen has their own showroom, but we're, again, we're kind of a one property situation, so anybody can really kind of sell anything.","canonicalId":"concept:one-property-situation","priority":0.35,"confidence":0.6,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"This describes a dealership-group layout where multiple brand showrooms operate on the same physical site, allowing staff to work across brands. The practical effect is that salespeople can be assigned more flexibly, which can influence how performance metrics and commission outcomes play out.","simplifiedExplanation":"It means the different brand dealerships are on the same site. That can let employees help with sales for more than one brand, instead of being locked into only one showroom."}},{"startTime":1496.1,"endTime":1516.0,"type":"term","title":"scorecard","url":"/glossary/scorecard","quote":"And is there a correlation between that hundred and 100 plus percent, uh, rating at the end of the month and units and gross, uh, or are you driving towards that? Like, are you looking for correlation between the scorecard and gross and unit sales…","canonicalId":"term:scorecard","priority":0.55,"confidence":0.78,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"In dealerships, a scorecard is a performance-tracking sheet or system that ranks salespeople against specific metrics (often tied to sales process, customer handling, and sales outcomes). It’s used to compare results month-to-month and to motivate behavior that management wants to see.","simplifiedExplanation":"A scorecard is a dealership’s way of tracking how well each salesperson is doing. It usually uses a set of targets or rules, and it turns performance into a number so managers can compare people and reward the best results."}},{"startTime":1539.1,"endTime":1546.84,"type":"term","title":"washout commission check","quote":"…what I've noticed pretty immediately was the higher the score, the better washout commission check the sales people got.","canonicalId":"term:washout-commission-check","priority":0.62,"confidence":0.66,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"A “washout commission check” refers to commission that is adjusted or clawed back based on deal outcomes after the initial sale—commonly when a deal falls through, is canceled, or doesn’t meet certain conditions. It’s part of how dealerships manage risk and ensure sales pay aligns with finalized, profitable transactions.","simplifiedExplanation":"This is commission that can be reduced or reversed after the sale if the deal doesn’t end up working out. Dealerships use it to make sure salespeople get paid based on deals that actually complete and meet the rules."}},{"startTime":1807.3,"endTime":1811.9,"type":"term","title":"integrated data","url":"/glossary/integrated-data","quote":"Now, one of the biggest obstacles to that is integrated data. So it's being able to pull the data points, whether it's calls inbound, outbound, whether it's engagement with messages, whether it's quality of video engagement with the video, and then ultimately the sale.","canonicalId":"term:integrated-data","priority":0.75,"confidence":0.9,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"“Integrated data” means combining information from multiple dealership systems (phone, web, messaging, video, CRM, and sales) into one consistent dataset. Without integration, it’s hard to measure which actions lead to leads converting into actual sales.","simplifiedExplanation":"This means getting all the dealership’s customer information into one connected system. If the data isn’t connected, you can’t easily tell what marketing or sales steps actually lead to a car being sold."}},{"startTime":1834.5,"endTime":1839.4,"type":"term","title":"predictive of success","quote":"Some of the other earlier, more predictive of success are the toughest to pull because they're across various platforms, John.","canonicalId":"term:predictive-of-success","priority":0.35,"confidence":0.55,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"“Predictive of success” refers to early indicators that correlate with later outcomes (like closing a sale). The speaker contrasts these with simpler metrics (like units sold or gross) that are easier to pull but may be less useful for forecasting performance.","simplifiedExplanation":"This means using early signals to guess whether someone will eventually buy a car. The idea is that some early behaviors are better predictors than just looking at the final result."}},{"startTime":1846.7,"endTime":1856.4,"type":"term","title":"CSV file","url":"/glossary/csv-file","quote":"I'm still developing some of the operating software stuff of it, but I'm pretty lucky right now because I can just have a CSV file sent out and I can kind of put a web hook out there and kind of read some of the data off of a manual entry sales law, but at the same time, your CRM is going to, your CRM is going to hold the majority of this data.","canonicalId":"term:csv-file","priority":0.4,"confidence":0.6,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"A “CSV file” is a spreadsheet-style data format where values are separated by commas. Dealerships use CSV exports to move data out of one system (or to import it into another) for reporting and performance tracking.","simplifiedExplanation":"A CSV file is a simple way to store data in rows and columns, like a basic spreadsheet. It’s often used to export or import dealership numbers for analysis."}},{"startTime":1856.4,"endTime":1859.4,"type":"term","title":"web hook","quote":"I'm still developing some of the operating software stuff of it, but I'm pretty lucky right now because I can just have a CSV file sent out and I can kind of put a web hook out there and kind of read some of the data off of a manual entry sales law, but at the same time, your CRM is going to, your CRM is going to hold the majority of this data.","canonicalId":"term:web-hook","priority":0.45,"confidence":0.55,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"A “web hook” is an automated way for one system to send data to another when something happens. In this context, it’s used to move dealership data (like lead or engagement events) into the analytics workflow.","simplifiedExplanation":"A webhook is like an automatic notification that sends information from one computer system to another. Here it’s being used to help collect dealership data without manually copying everything."}},{"startTime":1865.1,"endTime":1879.1,"type":"term","title":"CRM","url":"/glossary/crm","quote":"So yes, and I'm kind of lucky right now. I'm still developing some of the operating software stuff of it, but I'm pretty lucky right now because I can just have a CSV file sent out and I can kind of put a web hook out there and kind of read some of the data off of a manual entry sales law, but at the same time, your CRM is going to, your CRM is going to hold the majority of this data.","canonicalId":"term:crm","priority":0.7,"confidence":0.95,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"CRM stands for Customer Relationship Management. In dealerships, a CRM system stores and organizes customer interactions (leads, messages, call logs, and often video engagement) so teams can track progress from first contact to a completed sale.","simplifiedExplanation":"CRM is the dealership’s system for tracking customers and leads. It helps organize all the conversations and activity so sales teams can follow up and measure what leads to buying."}},{"startTime":2045.9,"endTime":2129.84,"type":"company","title":"Dogwood Automotive Group","url":"/glossary/dogwood-automotive-group","quote":"Jon Alcorn, Operating Partner at Dogwood Automotive Group\n[2045.9s] because remember, if not what's easy for us, it's what's easy for the customer.","canonicalId":"company:dogwood-automotive-group","priority":0.35,"confidence":0.9,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"Dogwood Automotive Group is the dealership group that the guest, Jon Alcorn, represents in this episode. In the segment, they’re describing how their retail process is changing by adopting new AI and data tools.","simplifiedExplanation":"This is the dealership company the guest works for. They’re talking about how their dealerships are using new software to make car buying faster for customers."}},{"startTime":2059.9,"endTime":2060.9,"type":"brand","title":"Apollo AI package","url":"/glossary/apollo-ai-package","quote":"[2056.7s] we switched to team velocity with\n[2060.9s] the full Apollo AI package.","canonicalId":"brand:apollo-ai-package","priority":0.45,"confidence":0.85,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"The “Apollo AI package” refers to a bundled set of AI features the dealership adopted as part of its new platform. The context suggests it’s used to aggregate and deliver information to customers quickly and consistently.","simplifiedExplanation":"Apollo AI package is the dealership’s set of AI tools. The idea is that it helps the dealership answer customers faster and in a more organized way."}},{"startTime":2063.3,"endTime":2078.3,"type":"brand","title":"VINQ","url":"/glossary/vinq","quote":"[2063.3s] We switched from VAUTO to VINQ, which has been absolutely awesome.\n[2068.1s] The hardest part about switching was changing 20 years worth of muscle memory","canonicalId":"brand:vinq","priority":0.45,"confidence":0.9,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"VINQ is the newer platform the guest says they switched to from VAUTO. In this segment, VINQ is described as integrating directly with their AI workflow and helping deliver customer-facing information quickly."}},{"startTime":2063.3,"endTime":2068.1,"type":"brand","title":"VAUTO","url":"/glossary/v-auto","quote":"[2063.3s] We switched from VAUTO to VINQ, which has been absolutely awesome.\n[2068.1s] The hardest part about switching was changing 20 years worth of muscle memory","canonicalId":"brand:vauto","priority":0.35,"confidence":0.9,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"VAUTO is the previous dealership software/tooling the guest says they replaced. They describe the switch as difficult because it required retraining their team’s “muscle memory,” implying VAUTO was deeply embedded in their workflow."}},{"startTime":2084.6,"endTime":2091.0,"type":"term","title":"speed of information to the customer","url":"/glossary/speed-of-information-to-the-customer","quote":"[2078.3s] They integrate directly into VINQ, which the whole AI thing, we've talked to,\n[2084.6s] I don't know who talked about it, or was it a SOTUCon or whatever, it really is\n[2088.9s] speed of information to the customer.","canonicalId":"term:speed-of-information-to-the-customer","priority":0.55,"confidence":0.75,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"“Speed of information to the customer” is the idea that the dealership should deliver relevant answers and summaries quickly once a shopper engages. In the segment, the guest contrasts this with having many reviews, arguing that AI should surface the most useful takeaways immediately.","simplifiedExplanation":"This means getting the important info to shoppers quickly. Instead of making people wait or search, the system should summarize what matters right away."}},{"startTime":2084.6,"endTime":2088.9,"type":"term","title":"SOTUCon","quote":"[2084.6s] I don't know who talked about it, or was it a SOTUCon or whatever, it really is\n[2088.9s] speed of information to the customer.","canonicalId":"term:sotucon","priority":0.35,"confidence":0.55,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"SOTUCon appears to be an industry conference or event referenced by the guest. The context suggests they’re recalling a prior discussion about AI and customer information speed.","simplifiedExplanation":"SOTUCon sounds like an industry event where people talk about dealership technology. The guest is referencing it as the place where this AI idea was discussed."}},{"startTime":2114.2,"endTime":2129.84,"type":"term","title":"60 second real quote","url":"/glossary/60-second-real-quote","quote":"[2107.6s] And so we are, as of a week from now, we are home to the 32nd actual cash\n[2114.2s] value for your vehicle, 60 second real quote.\n[2118.1s] And I'll stand behind it.","canonicalId":"term:60-second-real-quote","priority":0.7,"confidence":0.9,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"A “60 second real quote” is a dealership pricing offer the customer can generate in about a minute, presented directly alongside the vehicle’s listed prices. The guest frames it as “actual cash value” for the customer’s vehicle, emphasizing speed and transparency in the quote process.","simplifiedExplanation":"A “60 second real quote” is a fast price offer. Instead of waiting around, you can click it and see the quote right next to the car’s price."}},{"startTime":2130.02,"endTime":2132.9,"type":"term","title":"CTA stack","url":"/glossary/cta-stack","quote":"I think on our Mazda site, we have to have it in a specific spot in the CTA stack, but it'll say 60 second quote, and you click on it...","canonicalId":"term:cta-stack","priority":0.75,"confidence":0.9,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"A “CTA stack” is the sequence of call-to-action buttons or prompts on a webpage (like “Get a quote”) arranged in a specific order. In dealership marketing, the CTA stack is designed to push visitors toward the next step in the sales process as quickly as possible.","simplifiedExplanation":"A “CTA stack” is the set of buttons on a website that tell you what to do next. It’s basically the page’s step-by-step prompts to get you to request a quote or start the process."}},{"startTime":2137.5,"endTime":2141.6,"type":"term","title":"AI page","url":"/glossary/ai-page","quote":"...it takes you to that AI page that literally walks you through the deal, and you can submit right there and get a bank approval right there.","canonicalId":"term:ai-page","priority":0.85,"confidence":0.85,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"An “AI page” here refers to a web flow powered by artificial intelligence that guides a customer through the steps of getting a quote. The goal is to automate the early stages of the deal so customers can submit information and get an estimate without waiting for a human.","simplifiedExplanation":"An “AI page” is a website step-by-step form that uses software to help you through the quote process. Instead of waiting for someone, it tries to get you an answer quickly."}},{"startTime":2141.6,"endTime":2144.9,"type":"term","title":"bank approval","url":"/glossary/bank-approval","quote":"...and you can submit right there and get a bank approval right there. The 32nd actual cash value for your vehicle...","canonicalId":"term:bank-approval","priority":0.8,"confidence":0.9,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"“Bank approval” is the lender’s decision on whether the customer qualifies for financing (or a loan/credit offer). In retail automotive, getting this quickly—sometimes even before a dealership conversation—reduces delays and helps customers move faster to a final purchase decision.","simplifiedExplanation":"“Bank approval” means the lender says you qualify for the financing. Doing it quickly helps you avoid waiting around for paperwork later."}},{"startTime":2144.9,"endTime":2152.7,"type":"term","title":"actual cash value","url":"/glossary/actual-cash-value","quote":"The 32nd actual cash value for your vehicle, it takes it directly into our VINQ system and appraises it right there.","canonicalId":"term:actual-cash-value","priority":0.9,"confidence":0.95,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"“Actual cash value” (ACV) is the estimated monetary value of a vehicle, typically reflecting depreciation and condition rather than what you paid. In this context, the dealer is using an automated system to generate an ACV quickly as part of the quote process.","simplifiedExplanation":"“Actual cash value” is basically what your vehicle is worth in dollars, based on its condition and age. Here, they’re trying to give you that number almost immediately."}},{"startTime":2158.3,"endTime":2161.4,"type":"term","title":"AI deployment","url":"/glossary/ai-deployment","quote":"We have an AI deployment, so as soon as they're checked in, actually the day before they're checked in, if they have an appointment, our AI will reach out...","canonicalId":"term:ai-deployment","priority":0.65,"confidence":0.8,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"An “AI deployment” is the act of putting an AI system into real operational use—here, tied to dealership check-in and appointment workflows. The speaker is saying the AI reaches out automatically and provides an appraisal and replacement-vehicle options.","simplifiedExplanation":"An “AI deployment” just means the AI is actually being used in the business workflow, not just tested. In this case, it contacts customers around the time they check in for service."}},{"startTime":2215.7,"endTime":2236.3,"type":"term","title":"frictionless and contactless transactions","url":"/glossary/frictionless-and-contactless-transactions","quote":"There was also an interesting stat put out that for when you have frictionless and contactless transactions, customers feel as if they got a 15% better deal on that same product.","canonicalId":"term:frictionless-and-contactless-transactions","priority":0.55,"confidence":0.86,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"In retail, a frictionless transaction is one with minimal steps—less waiting, fewer forms, and fewer handoffs—so the customer can complete the purchase quickly. Contactless transactions reduce or eliminate physical interaction (for example, using digital payments or remote document signing), which can make the buying experience feel faster and simpler.","simplifiedExplanation":"This means buying with as few steps as possible. “Contactless” usually means you don’t have to do as much in-person stuff—like signing or paying—because it’s handled digitally."}},{"startTime":2219.5,"endTime":2236.3,"type":"concept","title":"customers feel as if they got a 15% better deal","url":"/glossary/customers-feel-as-if-they-got-a-15-better-deal","quote":"for when you have frictionless and contactless transactions, customers feel as if they got a 15% better deal on that same product. Even though they possibly paid 10% more than they could have walking.","canonicalId":"concept:customers-feel-as-if-they-got-a-15-better-deal","priority":0.6,"confidence":0.82,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"This is about perceived value: even if the actual price is similar (or even higher), the buying experience can make customers believe they got a better deal. In car retail, reducing friction can shift how customers interpret price fairness and overall value.","simplifiedExplanation":"Even if the price isn’t actually lower, a smoother buying process can make people feel like they got a better deal. It’s about how the experience changes what the customer thinks they’re getting."}},{"startTime":2232.3,"endTime":2236.3,"type":"concept","title":"walking","url":"/glossary/walking","quote":"Even though they possibly paid 10% more than they could have walking.","canonicalId":"concept:walking","priority":0.45,"confidence":0.7,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"In dealership negotiation, “walking” means leaving the dealership without buying—often used as leverage to push for a better price. The quote suggests customers may pay more when the process is easier, even though they could theoretically negotiate harder by walking away."}},{"startTime":2277.8,"endTime":2287.6,"type":"concept","title":"30 and 60 seconds to... know what the impact is","quote":"So, we make it, John, are you, are you far enough down the road of implementing this, the 30 and 60 seconds to, to know what the impact is?","canonicalId":"concept:30-and-60-seconds-to-know-what-the-impact-is","priority":0.5,"confidence":0.6,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"This refers to measuring and acting on customer-journey changes quickly—using short time windows (30/60 seconds) to estimate how a process tweak affects outcomes. In retail operations, it’s a way to validate whether changes to the transaction flow are improving results without waiting for long-term reporting cycles.","simplifiedExplanation":"They’re talking about testing changes and seeing the effect quickly. Instead of waiting weeks to find out if a new process works, they want early signals within about a minute."}},{"startTime":2288.14,"endTime":2336.0,"type":"term","title":"ACV","url":"/glossary/acv","quote":"So the 30 second to ACV, 50 seconds to quote and a full outlined sales process on our website, we'll go live on June one.","canonicalId":"term:acv","priority":0.55,"confidence":0.45,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"In dealership retail, ACV usually means “actual cash value,” the dollar amount the vehicle is worth in a buy/sell or trade context. In this segment, it’s part of an automated quoting workflow where customers can get an ACV estimate quickly.","simplifiedExplanation":"ACV is a way dealers talk about what a car is worth in real money. Here, they’re saying their site can generate an ACV estimate fast as part of their online sales process."}},{"startTime":2330.1,"endTime":2335.2,"type":"term","title":"AI","quote":"You'll be able to go to the OEM site and get the 60 second quotes on the vehicles that go through AI.","canonicalId":"term:ai","priority":0.6,"confidence":0.9,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"Here, “AI” refers to artificial intelligence used to help generate or automate vehicle quotes. The host implies AI is involved in the quoting flow for vehicles that “go through AI,” likely to speed up turnaround and standardize inputs.","simplifiedExplanation":"AI means computer software that can make decisions or predictions. In this context, it’s being used to help generate car quotes faster through their online system."}}],"speakers":[{"id":"s1","name":"Car Dealership Guy","role":"host"}],"transcripts":[{"url":"http://getcarcurious.com/episodes/your-presence-is-a-lie-the-60-second-car-deal-one-dealer-s-bet-on-the-future-of-retail-the-numbers-behind-it-jon-alcorn-operating-partner-at-dogwood-automotive-group/transcript.vtt","type":"text/vtt"}]}