The Dealer Playbook
The Dealer Playbook

Episode · 4 months ago

Erikka Tiffani: How To Take Control Of Your Career

ABOUT THIS EPISODE

Erikka Tiffani is a co-founder of the Women of Color Automotive Network (WOCAN) which was founded to attract, support, connect and empower women of color in the automotive industry. 

Listen carefully and learn how she was able to stand up and stand out in the retail automotive industry, and what you can do within your career to do the same. Erikka's inspiring story is one of rising to the challenge and demonstrating that you have more control than you think you do. 

There are many opportunities to grow within the retail automotive industry, and through her inspiring story, Erikka proves that it's possible.

Listen carefully and apply what stands out to your career in the car business.

Noteworthy topics from this episode:

4:16 - How did you go from changing diapers in daycare to getting into the automotive industry?

8:03 - Did your entrepreneurship spirit come up when your back was against the wall?

10:33 - You can’t teach hunger, you can only seed it.

14:10 - Developing the first pilot BDC for Audi America.

17:32 - How do you overcome obstacles?

28:57 - Are you ok feeling uncomfortable and getting out of your comfort zone?

Enjoying the show? Leave a rating and review on your favorite podcast app!

Connect with Erikka Tiffani:

Twitter: https://twitter.com/erikkatiffani

LinkedIn: https://www.linkedin.com/in/erikkatiffani

Website: https://www.wocautonetwork.com
 

Connect with Michael Cirillo:

LinkedIn: https://www.linkedin.com/in/michaelcirillo

Facebook: https://www.facebook.com/michaelcirillo 

Instagram: https://www.instagram.com/michaelcirillo 

Website: https://www.thedealerplaybook.com 

...the car business is rapidly changingand modern car dealers are meeting the demand. I'm Michael Cirillo andtogether we're going to explore what it takes to create a thriving dealershipand life in the retail automotive industry join me each week forinspiring conversations with subject matter experts that are designed tohelp you grow. This is the dealer playbook. Mhm. Yeah. Mhm. Mhm. One of my favorite topics to discuss onthe dealer playbook by far is how each of us has more power, capacity,ingenuity and brilliance than perhaps we give ourselves the credit for surewe could talk forever about the same old car dealership topics week afterweek, chip shortages, used car pricing sales tactics. The list goes on, butlet's get real for a minute. The best tactics in the world will not workunless you do. And I don't mean that just in the way of performing your jobduties, I mean, how are you working? How's your mental health? How's yourperspective, your gratitude, your outlook, your mindset, the best tacticsin the world won't work unless you do. That's why we like to weave these realworld conversations like the one I'm about to have with Erica um, with thein dealership kind of tactical kind of information. That's why we do it now.Each of us has a story. Each of us also has barriers that are getting in theway of our individual definitions of success and that needs to end today, Mybeloved DPB gang, you're better than that, you can do more now inside the store, there's a lot ofdifferent obstacles. Maybe you're, you're spinning out, maybe you feellike growth isn't going to happen or maybe there's just no hope for growth.Maybe it's you, you feel its leaders or leaders feel like it's the team andnobody's buying in and everybody's just chasing their tail right. Um, maybemaybe the obstacle or the barrier is you're just not sure how to address therapidly changing uh, car shopping environment with tech companies likeCarbonneau and Room and Canada drives forcefully entering the marketplace,right? Whatever the case may be, whatever the trial is or the obstacleis. Our guest today is a shining example of how trials can lead totriumph. I'm joined by someone that I'm deeply impressed by. She's the cofounder of the Women of Color automotive network, which was foundedto attract support, connect and empower women of color in the automotiveindustry. Erika Tiffany, welcome to the...

...dealer playbook, Michael. It is apleasure and an honor and I have been waiting for this day. You and me both.This is, this is one of my highly anticipated conversations. I'm so gladyou're here. And first of all, congratulations on your Recognition ofthe 40, under 40 For what is it? What do we call it? The class of 2021? Classof 2021. Thank you so much. It is an honor and I am humbled to be among somany automotive greats and just thankful for the nomination. So Iappreciate that. Yeah, that's that's amazing. And, and I mean it's one ofmany things that just add to this very um endearing and relatable story thatyou have where you know, I don't want to say rags to riches, but for lack ofbetter words, this concept of, I'm at a point in my life that I'm notparticularly happy with, but I can create, I don't have to be acted upon,I can be the actor, I can be the one performing the creation. Um you've hadcertainly a tremendous career up to this point and I'd love to just kind ofdig in a little bit. How did you get, I mean, what was the process? It says youhad no previous experience, You went from changing diapers at a day care.Tell me about this, huh? I'm still changing diapers at the dealership.Trust me, it's a whole lot of babysitting going on. So, I had goodexperience there, and that's what the ownership or you get me in trouble. So,Michael. Yeah, I mean, I'm I'm I'm 19 years old, you know, I have had mydaughter young, I'm working at a daycare because I can't afford to workanywhere else and I'm having car trouble. And when you're making $6 anhour, car trouble is detrimental. It's, it's the difference between eating,it's the difference between deciding if you're going to pay your rent and thatwas kind of the catalyst. I remember walking into um itis and I'm sittingthere and they're telling me it's going to be my alternator, you know, it mighthave been 200 bucks, but at that time it could have been 20,000 because Ididn't have it and I'm crying and I'm upset and I'm trying to figure it outand I told the guy and I'll never forget his name is al I said, I'll dosome marketing for you guys, if you will just give me a chance to figureout how to get this paid and give me some, you know, installment plan. Itkind of looks at me and he's like marketing, I said, I'll do oil changecoupons, I work at a day care, I said, I see so many different families comingin and out, I can do an oil change a coupon and I can get the word out thereif you just help me out. And it must have been God because he says, you knowwhat, okay, I'll do it. And I still have a copy of that 11 99 oil changecoupon that we started back then. But that was the beginning of my, my carrelationship. I worked at that daycare for about two more years and that shopowner and I became friends. I ended up...

...taking my car back and forth to getrepairs done over the years And he decided he wanted to start his own shop,Anapa and he came to me, I was making $8 an hour at this time. I had been atthe daycare a couple of years and I've gotten promoted right, I'm in big money,I'm making $8 an hour and he says, I'm gonna start a nap and I want you tocome work my front desk. And so I'm thinking a receptionist job. This isfantastic except for it wasn't a receptionist job. I was a servicewriter. It was a small three base shop and I was going to be the one orderingparts. I was going to be the one talking to the technicians finding outthe repair orders. I was using all data on a. C. D. You know putting it in thecomputer to get the get the labor times. I mean it was it was the beginning of astart where I realized that there was more to me than I was. I was capable ofmore than I've given myself credit for. And it's those limitations sometimesthat lacking in our mindset that allows us to believe that we are ourcircumstances here I am. I have no degree. Um I have my G. D. I'm a youngmom and I don't think anyone else will hire me right? Because I don't have theskills because I don't have the reputation because I don't have thehistory. It's very interesting now because I'll talk to dealers who willsay, well, eric how do I find someone like you? I want to hire you and I'mlike, would you have hired me 15 years ago because I don't look like to me nowthat I am here today. Like I did then would you bring someone in with noexperience with the G E. D. With a young daughter? Because that's theopportunity that we have to give people today because that's where it allstarted. Mm I wrote attitude over skill set and I think you're absolutely right.But I want to, can we go back maybe even just a bit further? Because whatI'm so impressed by is you're in a situation where on yourtoes, you're like, wait, here's a solution. Can we work a deal And wedon't see that on mass. We do see a little bit of it. And of course theindividuals that display that kind of fight, you know, um, they're the ones thatstand out there, the ones that we all see. What? Is that? Something that'salways been a piece of you or did that come out when you felt like your backwas against the wall? Well, Michael, when you're at the gas station andyou're digging in the back seat of your car to find coins because that's theonly way you're gonna have a dollar and 50 cents enough to make it just onemore day till you get your check on friday, you're at the edge ofresourcefulness. And I think people forget that when you are pushed at theedge of resourcefulness where everything that you have is counting onthis moment, you figure something out. You figure a way how to make it happen,you find an opportunity and sometimes we get comfy, we get cozy, we getcomplacent and we forget what that desperation looks like. You know, Ihate to liken it to uh to people who have addictions, but I think of someonewho has an addiction right, whether it's drugs or alcohol, they're going tofind a way to get one more smoke one more drink one more cigarette. If it'sstanding on the side of the road, if it's stealing, if it's something right,when you're on that edge of...

...resourcefulness, you figure out the wayto make it happen. And as a young mom with very little resources to me, Ijust needed to make sure my daughter had one more meal one more week, onemore month. Uh, and that has stuck with me from then until now, man, I lovethat and it blows me away because I think you'reabsolutely correct. I think through my own story, the concept of beingsurrounded by a group of people who would complain that they didn't haveenough to go buy groceries and hoping that I can show empathy for them whenI'm literally working all day at a retail job and then getting in the car,changing into a pizza delivery, you know, outfit and then delivering pizzasuntil 23 in the morning and being exhausted and you're right, you do whatit takes when your feet are held to the fire, so to speak. I love that. You usethe word resourcefulness. Let me ask you this. Here's my opinion. I will saythis is my opinion. I'm not projecting it on anybody here, but I really dothink especially in North America. Our and this is generally speaking that ourour affluence how good it is to live in North Americahas actually made us weak in some regards because it stripped us of whatyou've just talked about this, this this I gotta do something. How do weinstill that in this next generation? And perhaps even for those coming intothe car business, It's interesting you say that it'ssomething I say to my Children and one of my mentors said to me that you can'tteach hunger. You can only feed it. And when you think of this this hunger thatcomes from not having from lack, right? It's the very you think of a baby rightthere. First instinct is to nurse, is to cry, is to be fed, right? You can'tteach a baby to eat. They say you can bring a horse to water, right? It's thesame concept that hunger is already inside of you. And that voice to me iskind of like a frequency. It's always there is just, have you tuned out thenoise, right? What is the noise? The distractions, the tv, our phones, theinternet, you know, the luxuries of life become a distraction but are veryinnate nature as human beings is to exist and to thrive and to survive. Sofinding that piece of you in that survival mode, sometimes you have tostrip yourself of the things that make you comfortable. You've got to leaveyour job, you've got to leave a bad relationship. You know, you got to stepout on faith and do things that make you uncomfortable and especially in theautomotive industry, comfort is prevalent, right? We get comfortable,we get loyal to things and situations and people, um, and we forget ourpassion and our purpose and the very things that made us hungry in the firstplace. Most of us talk about how we fell into the automotive industry,right? It wasn't one of those things that we checked off in high school andsaid, I'm going to get into the car...

...business. So that being said, there wassomething inside of you prior to that, that had you this desire that said, theautomotive industry could feed that, right. Whether it was money, whether itwas success, you know, what was it for me was feeding my kid, that was it. Ididn't care about the car business, I didn't care about cars, I wanted tofeed my kid and if this was a means to that, then I would use that as thecatalyst Until I grew to love it. Until I grew to believe in the fact thathelping people and that I could make change and that I didn't want to justmake a dollar. I wanted to make a difference who I love this in, in theDPB Pro group. It's a closed group that I have, it's not a big group, 150 or sopeople in this group. Um, as a companion to the podcast, we had aconversation that you just made me think of because we look at individualsin our industry who stand out the um Ali rita's or frank trinity's, the, youknow, carrie Reese wise and fair to Tiffany's and you know, Patrice, whoI've also had on the show, and there's this, there's this each have somethingin common and it's this element that you're talking about and and it's thishunger and, and the interesting thing is wekeep coming back to in this industry, especially on the, on the front lines.I hear it a lot. I'm only selling 12 cars a month. Ihave no clue what I'm gonna do to get to 20. I don't even feel like it'sprobably, and then you say, well look, here's what I'll be rita does. Here'swhat now Erica Tiffany's to listen to Erica's story, look at what she did. Ohyeah. You know, that sounds like it's going to take a long time. I can't helpbut think all we got is time. All we got is time. We're here anyways dosomething, you know, So I think this is tremendous.So you go from diapers at a day care to um, and doing coupons and marketing toa service writer at an apple store, but now I'm going to fast forward a bit nowall of a sudden how do you find yourself developing the first pilot BDCfor Audi of America? Unbelievable, You know, and I credit everything to God,right? It's just, it's funny, someone asked the other day for a resume, acopy of my resume because they wanted to kind of mimic my structure and Isaid, you know what, I haven't had a resume and probably 15 years and I say,I don't say that to brag, but what I'm telling you is that I've been in aunique opportunity to be attracted to the next opportunity because one led toanother that led to another and I hadn't had to go back into theautomotive industry and look for a job because the next job always came. Andso I'm sitting at this event and I'll never forget I was working for AdamGold, find out the show doing a radio show. And I saw this guy from Audi comeup and he was going to get a commercial some airtime and he literally reads abrochure and he's talking about the Audi and the horsepower and it was themost boring thing in his 30 seconds. And I said, who does your marketing?Because why? He's like, I'm a porter. I...

...said, your reporter. He said, yeah, Ibrought the car to the to the to this event and I'm just supposed to read offthe brochure. I said they sent a porter to read off of a brochure at an Audievent. I'm like, okay, this makes no sense. I said give your g m my car andtell him I'll help him out with his marketing. I meet the guy and he's like,I want you, I don't care what it takes, I want you to come work for me. And ofcourse I'm working for another guy right now. And I'm like, look, I'mdoing this marketing and branding. I had gotten out of the automotivebusiness, I was doing car buying advice on a radio show, teaching people how tobuy cars, how to not get ripped off. And I'm like, I'm kush, I don't work onfriday on saturday and sunday anymore. I get off at five o'clock, right? I'mliving the non retail life because at that point I had stopped working at thebuy here, pay here, working 12 hours a day, running the bottom of my shoes off.And I decided that wasn't the life I wanted to live. But there was somethingabout his desperation and his want to change and to make a difference andsaid, I think you're the missing piece of my puzzle. And that's, that sparkedme that got me excited again. And I said, you know what, forget it, I'mgonna give up the weekends, I'm gonna give up the, getting off at fiveo'clock and I'm going to go back into retail and that's how I started workingat Audi uh they needed a BBC at the time, they brought, they flew theirpeople in from Herndon to interview me and they said, you're the perfectperson, we're gonna let you pilot this thing. And that was like the beginningof the end. You know, at that point my career took off into a completelydifferent direction and I end up staying without it for almost sevenyears. Wow, here's what's impressive about all of this and, and you know,when I, when I had carry on the show, um I said, I gotta get real herebecause I think the way forward through a lot of the trials that we face in theindustry, most of which um, continue to kind of just linger under the surfaceis to just talk about them head on. So not only are you doing this with fireand hunger and, and, and, and you know, just making a name for yourself to thepoint of being sought after not being the one seat, like just living in anabundance mindset, but you're also doing that navigating uh, an industrythat still currently is very predominantly male driven. Absolutely.Um, where we have not had a lot of conversations about diversity andinclusion and, and gender bias and and all of these sorts of things. So I canonly imagine that you're also dealing with all of that and what's your mindset where as you'regoing through this? Are you make, is it an issue for you? Are you are you also,in the moment, I would say kind of saying I'm not even gonna deal withthat right now because I gotta, I gotta follow a course. It's a combination ofboth. So the courses there, but there's these obstacles and they're everywhere.You look every single day I'm reminded that there's no one in my dealershipthat looks like me, that I'm the only woman at the table. Um, and it's atable that the first time I was brought into, but ever since then I had toforce myself to get there to sit there...

...to speak up to talk about things that Ihad no idea about because I wanted them to know that I'm in the room. My voicematters, my thoughts matter. I'll never forget I had won a contest to, toBudapest with Audi as one of the top sales performers. And I'm sitting inBudapest. I'm right, I've never been first class before, right, I'm sittingfirst class. I get off this plane, they got my name on this little card, Erica,you know, get you in a nice limo and I get to this awards ceremony wherethey're recognizing the top 10 sales managers in the southeast region. AndI'm sitting there in europe on this is amazing. And I see all white men andI'm like, wow, you know, how did I get to this place? And this guy comes upand he says, hey, where's your husband? And I'm I'm like, excuse me? He's like,where's your husband? The one who won the award? And I said, no, it's me, Iwant you. I mean, I have the badge. You do not see it. And I said, even in thismoment when I could reach the top of of one of my career, epitome, I'm here inthis foreign country in europe, among the elite of the Audi sales managers.And even in that moment, I was seen as maybe somebody's wife that came alongto join the trip. And I said, you know what I have work to do because I haveto make seeing women like me in this position in these opportunities,winning these awards seem normal seem okay, seem regular. And until thenwoken will exist because, right, we have to take the opportunity to dodeliberate diversity. You know, intentional inclusion because peoplesay I want to change the industry, but everybody has the same mindset, right?We we we hire people that look like us. We hire people that remind us of usbecause that's what we're comfortable with and that's our circle, which isfine. But then how do you change the very threat of something when everybodywho's thinking about it and talking about it are all the same. It's onlyuntil you bring in a different pattern. Someone who has been on the edge ofresourcefulness, right? Someone who sees life differently because I've hadto because I didn't have a choice because I knew what it was like to nothave to have my lights turned off to have my rent, not being paid to tryingto figure out. You know, can I get a roommate just to make sure I have aroof over my head? I understand what that looks like and because I neverwant to be there again, then every decision that I make is one step out ofthat hole is one more step to the next level and to the next level. I'mtelling myself people this story about stone soup because I said, hey, we'rein the middle of a pandemic and here we are, where everybody's thinking of lack,I don't have and we don't have inventory, we don't have cars, we havenothing. I said in the story of stone soup is about a guy who takes a stoneand he goes into this village and he goes, he knocks on someone's door andhe says, hey, I want to make some soup. And they said no, no, you know, we havenothing. He's like, well I see you have carrots out here in your yard. Thoseare my carrots, you can't have none. So he goes to the next door and they havepotatoes and he's like, hey, you have potatoes, let's make some soup. Andthey're like, no, these are my potatoes that were in the middle of a famine,Get out of my lawn and so everywhere he goes, everybody just kept telling himno. So he finally knocks on a door, he says I have stone. He she says get away,I'm not giving you anything. He says I...

...just want to make stone soup. All Ineed is a bowl. Just give me a bowl. So she goes in, she gets him a bowl andthey make a pot and she puts the hot water man and he starts six, can I justhave some spices? I don't want anything else from me, I just want some spices.So he starts to put the salt and the pepper and the basil in there and it'sjust a stone and water and it starts to smell good. And he said you know whatwould make this a little bit better? Is some vegetables? Do you have anyvegetables around? She's like well yeah I got some corn so she puts the corn inand it's just water in the stone and corn. And the next thing you know,other people start knocking saying we smell something good in theneighborhood. What is that smell? And he says, well hey bring your carrotsand bring your potatoes and next thing you know the entire villages bringingtheir resources right That the lack that they only had one of because noone wanted to share and they're bringing it into this pot and we'remixing it all together and now we have a soup now we have something that'shardy, now we have something that can feed the entire village. Now we havesomething that's going to make people healthy but in the beginning we hadnothing because we were too selfish and self centered because we were holdingon what we had because we were greedy and desperate and we couldn't see thebigger vision and we took nothing literally a stone a rock and createdsomething out of it that could feed everyone. But it took an idea and ittook faith and it took a vision and that's what we need more of people withvision who can understand that in hard times you get the best out of people. Ilove that. Um and it it really is a testament to theimportance of of gratitude. Gratitude is the first word that comes to my mindbecause I really believe that gratitude shifts the lens by which we see theworld from a black two Oh, abundance. Absolute. The stones soup chef realizedthat abundance can compound and it can turninto something. There's more in my control. Then I realize even when Ifeel like nothing is in my control, there's still something in my controland it's inside it's what happens between these beautiful ears you knowand I love that and I love that there are leaders like you not just in our industry butout in the world making an impact. It's funny to me, you know, I've had thisthought recently, everybody's gravitated to platforms like clubhousebecause they think there's so many people here, I can make an impact and Itend to think more along the lines of what you just shared. You didn't say Iwent to clubhouse to share with my sales people. You said I went to mysales people the right here these people are in front of me. How do Ihave an impact? I have an impact by the people around me, my Children, my, mysignificant other my team and and if that compounds just like stone soup, wehave something I think that's tremendous. You know, it makes me alsothink about my time in the Philippines. Um I went and lived in the Philippinesfor two years. I did missionary work, their humanitarian service and stufflike that and I was young and I would...

...say I was pretty sheltered. I lived ina rural rural community in british Columbia Canada, which by the way, didnot have much in the way of ethnic diversity. Right? Right now, all of asudden I'm the only white dude surrounded by 82 million brown people,short, skinny, muscular and here I am and I'm not tall, I'm five ft sevenwith what I would say more of a Danny devito esque figure and so, but but butalong the lines of what you're saying, you made me think of it when you say,knowing like you feel the eyeballs on you that you're the only different one.I think everybody needs to get out of their habitat. Because if it wasn't forthat experience, knowing that I could not understand a word they were saying,I didn't understand them, their language, I didn't understand theirculture. I look different. I'm taller, I'm fatter, I look weird. You can feel the eyeballs and the Idon't want to say judgment, but for lack of better words, The look at thatguy, Oh, that's there. You that shaped such a tremendous outlookfor me along the lines of just heightening mysensitivity to, oh, now that I felt that what that feels like, right? Howit's changed the way that I live my life. I love that you said normal andregular and I think if that's what we'reseeking for, then that must be how we behave. You are not, you know, I don't it'slike we need to get past this point where it's like uh Erika Tiffany a female leader. No,no. Erika Tiffany a leader, you know what I mean? And I don't know if thatcan happen unless what you talked about happens and we have more of theseconversations and were deliberate about having them, but also that weexperience what that feels like. I think you just can't replace thatexperience and I love the business coaches that are like you need to shiftyour perspective, so take your chair and move it to the corner of your roomand stand on it and look at the room. No, you gotta get out right and andshift your perspective and not just see it, but you need to feel it coming backto you. I really think in order for it to, because I came out of thatexperience in the Philippines, I...

...remember when I got home and the planelanded and I'm not, I could not stop crying because I get into our beautifulfamily vehicle and I'm like, honestly will never have this, right? And thenwe pull up to our beautiful house and I walk in and I'm in tears again Thinking20 families could live in this thing. And for the first six weeks that I gothome, I couldn't sleep in my bed. It was too uncomfortable compared to the,you know, kind of bamboo slap been mad thing that I had lived and so you know,in my organization now, you know, we are hopefully making efforts to perpetuate the mission that you'reon with woken to have a diverse and inclusive we have and and and to gopast it. What makes me, what makes my bowels quiver is when I hear somebodysay, this is a diversity hire, I go shakes my Michael shakes fist at people.We have members of the LGBTQ community on our team and we have members whoidentify as whatever they identify as and we have different cultures andethnicities. And the one thing, the one conversation that we have constantly isthis place is safe and this place is normal because that's what we're alllooking for. I love it. You know what I mean? And and I just feel like, what dowe do to have more of that conversation So that that is not an extra barrier ontop of all of the other barriers and limitations that we give to ourselves.What's your I've done enough talking. But what's your, what's your vantagepoint on that? How do we get to normal? Well, Michael, we have to be okay withfeeling uncomfortable and that's something people are usuallywilling to do. Are you okay feeling uncomfortable? Are you okay havingconversations that take you out of your comfort zone? Because it's easy for usto ignore it and hey, how are you? I'm fine. No, I'm not fine. No things arebothering me. Know what's happening in the news is a concern. No, my, my youngblack son, I worry if he's going to get murdered or killed or you know, pulledover for the wrong reason. These are things that affect me as a human being.So if you care about me as an employer, if you care about me as an emboss, thenhow do you see me for who I really am? And the struggles that are important tome yesterday was a muslim holiday for a lot of my employees at the dealershipand they needed the time off and one guy will make them take their day offand make them do I said, or just give them the day, right? Just give them theday. Let them go do their prayer on friday because that's important to them.Let them take the two hours if that's what they need, they need a kosherrefrigerator. So what so what, let's get the refrigerator that's kosher. Sothey don't have to have their food. Let's appreciate people for who theyare, embrace their differences, right? And and and understand that it is theirdifferences that makes them who they...

...are. So, let's see it. It's okay to seeit. Just don't treat them different because of it. That's the key. And themore we can talk about and have conversations where I can say, I don'tlike how you made me feel, I don't like how you're having this conversation. Idon't like when you talk about that woman's hair, because that's my hair,right? When you talk about her hair and say, oh, look at that big old afro puff.And even though it might, might, might have mind braided down today, that'swho I am. So, when you talk about her, you're talking about me, right? Thoseare the conversations that were normally not able to have. And like yousaid, you create an environment that's safe. So Michael, as your employee. Ifyou unintentionally said something that offended me, Can I come talk to you?Can I share with you? Will you be dismissive of it? Because oh, I wasjust playing as a joke. You can't take a joke? or can you say I'm sorry. Itwasn't intentional. And I apologize. I would never intentionally trying tomake you feel that way about your hair or your skin or the food that you eator your gender or who you want to have a relationship with. And if I did, I'msorry and I apologize. And that's when it can become normal and that's whenyou can have a woman's bathroom in the shop. My shop that Audi, we had justopened up a shop and they were putting out the floor plan and I said, oh, thisis the men's bathroom in the locker room. Where is the woman's? They'relike, we're not spending money on a woman's locker room. I said, well, howwill you ever have women technicians in this shop if you're not going to have awoman's locker room, Right? She's not going to go in there and change withthe guys. Hello. That's what they do. But it's like, oh, I didn't think aboutthat. Well, yeah. Guess what? You need to put a changing table in the men'sstations. You don't think that there's dad's that need to change a diaper.These, these are why you need different people in these leadership positions tomake decisions that affect your community, that affect your store, youremployees, your customers, man. Well, yeah, I don't know if I can say itenough, but I think you're tremendous. Well, thank you Michael and I'm so gladwe were able to have this conversation. You are a shining light and um, apowerful leader. And I just think more and more people need to hear you speakwell. Thank you. And so I'm so delighted that you were able to join mehere on the dealer playbook. How can those listening get in touch with youto learn more about woken and what you do? Yes, you can see well can at wwwdot W. O C auto network dot com. We're on facebook, we're on instagram. Wehave a private facebook group. And listen, this is not just for women ofcolor. Yes. We're looking for minority women asian women. Hispanic womenafrican american women, pacific islander women who who are inautomotive industry are looking to get in and want to find a place in a hometo be empowered. But we also need allies. Right? So if you're not, if youdon't represent one of those, you know, minority backgrounds, that's okay. Weneed you to because guess what? You're the employees and the hiring managersand the GMS and the dealer principles that all are going to help make ithappen. So these conversations can happen with us alone, a group ofminority women who can't lead in leadership and get a position upwards.Can't do it by ourselves. We need you.

So join with us, participate, become anally, join our meetings that we do every month. And let's start having areal conversation, right? Let's do what you said, Michael is like, let's stopseeing the world just through our lens and seeing ourself think of a carwindow, right? You're looking at a car window and you see yourself you'refixing your tie, you're putting on your makeup, you're fixing your hair becauseyou're looking through the window and you see a reflection of you. But if youlook a little bit deeper, you can see inside the window, right? See pastyourself, See past your reflection and start to see what's really there.Because when you see past you, that's when we start having changes. Becauseit becomes not about you, but about those around you and how you caninfluence them to make serious change. So thank you so much, Michael. Yeah, I'm Michel, Cirillo and you've beenlistening to the dealer Playbook podcast. If you haven't yet, pleaseclick the subscribe button wherever you're listening. Right now, leave arating or review and share it with a colleague. Thanks for listening. Mhm. Mhm.

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