The Dealer Playbook
The Dealer Playbook

Episode 490 · 8 months ago

Kyle Mountsier: The Car Business Is a People Business

ABOUT THIS EPISODE

Kyle Mountsier is a partner at ASOTU, the first dealer-owned media outlet in the history of the car business. He is also the founder of Contagious Auto, a firm that helps dealers create and build innovative marketing teams. 

What we discuss in this episode:

  • When Kyle worked at Nelson Mazda, he learned what it takes to innovate within the dealership and how to leverage existing resources to build deeper customer relationships and experiences. 
  • His mission is to help the dealer community build and create innovative teams that can do the same which is why he ultimately left the dealership to pursue the bigger vision. 
  • The car business is a people business. It's critical for dealership owners and managers to understand that there is so much more to the people on their team than the work they do each day. Perhaps your receptionist is passionate about photography or maybe there is a sales representative who knows how to code. When you get to know your team on a more personal level, you might be surprised to find that they have talents and skills that could contribute to the store and bring them even more satisfaction about the work they do each day. 
  • Individuals such as Liza Borches understand the value of building a happy and fulfilling workplace culture and can track its effects on bottom-line sales.
  • Kyle shares how their media producer came to them from a dead-end job at a local television station. Later they learned that he had an amazing YouTube channel where he was deploying talents and skills that would positively affect their business. They would have had no idea unless they took the time to get to know him on a more personal level. As a result, the workplace satisfaction level and productivity have increased because they were all able to identify the tie-in.
  • Listen to the full episode for even more insights from Kyle Mountsier 

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Thanks, Kyle Mountsier

If you enjoyed this conversation with Kyle Mountsier please let them know by clicking on the links below and sending him a message.

  1. Click here to message Kyle Mountsier on LinkedIn 
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Check out ASOTU.com 

The car business is rapidly changing and modern car dealers are meeting the demand. I'm Michael Cirillo and together we're going to explore what it takes to create a thriving dealership and life in the retail automotive industry. Join me each week for inspiring conversations with subject matter experts that are designed to help you grow. This is the dealer playbook. You know, one of my biggest regrets producing the dealer playbook is all of the pre and post conversations that never get recorded. So many laughs, so much fun. Nonetheless, I'm sitting down with my man, Kyle Mount Seer. He is a partner at a SODOCOM which you definitely need to check out. He's the chief Nerd of things. Is, I think, the way that we're going to describe you, and and like man of things, of things. Yeah, chief Nerd of things. It's an official title moving into the twenty one century in the metaverse. Perfect. Thanks so much for joining me on the dealer playbook. Yeah, glad to be here. I've I've been a long time follower and mainly a fan of your audacious claims on linkedin and and the way that you create conversations on there, because I feel like you just you just call out every one, but in a really, really kind way. So it's good. It's good to be around and actually being able to consider you a friend as a recent which is really cool. So yeah, well, and you know, and I'm glad to to finally have connected with you in a much more meaningful way and start building this friendship. I think you know it doesn't happen very often, especially in you know, I think what we could characterize sometimes as a shark tank industry. There's a lot of competitive nature and things of that nature, but every now and again you cross paths with someone who you're like, man, we're like we're so similar minded and we're we're moving in the same direction. And so it's been really cool just opening the door with you and Paul at a soda and and the dealer playbook to be like, okay, there's synergy here. Let's let's amplify this thing, let's get this message out. And so I guess my first my first question I want to ask you is maybe tell us a little bit more about Asda. We got Paul's take. I'm interested in your perspective. What what made you guys want to do this. What's the what's the mission that you guys are on with the so do? Well, yeah, so, I mean obviously Paul started to so do back in the early stages of the pandemic and it was really his, you know, his load to bear and his mission and his vision. And I've been I followed it. I was a part of the first live stream. Watched it, right, but early on in my automotive career I remember, I'll never forget, I was listening to my pastor at the time in Florida...

...and Pensacola, Florida, and there was this moment where he was explaining something and I can't remember the really the context. It's a slightly irrelevant once you want once you hear it, but essentially the the the stick was this, you know, people that lie and people that are hated, like lawyers, tax collectors and use car salesman, right. And at that point I was granted at a franchise dealership selling new and use cars and I was like and it hit me real wrong because I was like no, that's not I'm not classified in there. And not just that, but that probably means that there's a lot of people in those first two categories that aren't classified in there. And ever since then, I mean I went up to immediately it was like we got to reclassify that and that can never come out of your mouth again. Dude. Legitimately, I was leading worship at this church, right, like I'm the Guy Singing and playing guitar at the Front of the Church and he's like, you know, use car salesman, those jerks right. So that's my day job, right. And so at that moment I realized, wow, there's a perception of this industry that is so deep that someone can be sitting in front of you and that's their day job and you still call it out that way. And so for the past, you know, however many years. That is, ten years since that, eleven years since that happened, it's been a part of my mission to shift that, to shift that when I was selling cars, when I was at the last dealership I was at. And so then fast forward to, you know, about a year ago now, when Paul and I really started communicating and talking after we had met, you know, probably five months after he started a so do that it was that was really clear early on that we were on kind of a crash course, to do that together, to draw a big circle, as we say, around the industry, bring more people together, create more conversations that are leading to the shift in the culture and perception of the automotive industry. So that that all kind of led together. And then all of a sudden we had this big event in Vegas, a digital dealer in Vegas, HMM, and we came out of that with with the with this thirty thousand foot view that our friend Darren Dne gave us, and I was like wow, you you were creating something that can that can be the center point for people that are talking the same way. It's kind of we got on the phone with you, you're like, man, I just realize there's there's a there's a there's a landing place for me with other people that are thinking, doing and talking about the same things. And so we just decided to put a stamp on him for formalize it. Yeah, I love it and and I love you know, Paul kind of said it in different language but really paints a visual to what you're saying here. He's like, you know, when we met, my admission to you guys was like, Dude, I've been doing this for so long I thought I was alone in the woods, HMM, and all of a sudden a beacon on a hill light up...

...and that lights up another and you start realizing, you know, there's more of us. So I love the way you articulated let's draw a circle around this thing and and bring and be inclusive of so many people that are thinking the same thing but maybe just needed a landing spot for it. I love the way that you say that I got to see firsthand how the machine of as do works. You guys are a bunch of crazy people in a really good way. But it even opened my mind, even nine years into producing this show, of like what it means to be scrappy and like just pump out information at the speed of light. Like I was like, wait, what you talk about format? We just talked about this four minutes ago. It's already it's already online. Guy To got to throw it up right. Yeah, we have this, we have this, this, these two words that we say, and we caught production debt. And what we are our whole goal on anything is to limit the production debt that we have to that we have to executing something to the end user. Right. So, whether that be a podcast or a live stream or covering an event. So how do we minimize the production debt necessary to get this live? So how do we record for the edit? How do we how do we press fress, go on record and five minutes later it's a podcast? So all of that, like we have to grab the right team members to make sure that our production debt is as close to zero as possible, because, I mean, we're living in a world where everybody's tick tocking the thing they did five seconds ago, and so if you're in any sort of making media and you're talking about five minutes, you're behind right. I don't know why, as you were saying that, I was hearing the voice of the great done Lafontaine, who did pretty much every movie trailer. And you're like, because you said, in a world where everyone is ticktocking five minutes ago, one man, one team, zero production debt. Yes, I love that. It makes so much sense and it it's amazing, you know, and I guess the reason I bring that up in that context is it was. It's amazing what happens when we can be a little bit vulnerable and realize that what we've learned should not limit our ability to move forward and learn into the future. So here I am, Tim Zion Paul, like I'm watching, I'm observing, and I'm like, okay, I thought I have this on lock, like I'm on my production process, and now all of a sudden I'm seeing dudes with mobile phones rolling around, going from there to adobe rush and then from adobe rush straight out to Instagram, and I'm like, if I wasn't in the right frame of mind, if I kept myself limited, like I had already figured it out or like my process was better than anybody else, I had to have some red cameras there, I needed my k this and that and the next thing. And so it's so enlightening and I think it's a it's a worthwhile message for this industry to be like there's there's always more to...

...learn, and when you actually get into the weeds of what that means and execute on it, versus thinking you already know it, all, magic happens by way of accelerated growth, and so hats off to you guys. You had a big announcement there. We won't get into it, but I want to key in on something that you said earlier this is my day job. So at the time you're working in dealership. Obviously now you've made the transition out to the service, consultancy, News, broadcasting, like all of these sorts of things. Way to the dark side, went to the dark I know a lot of people feel this way, like they're all there's this great debate, man, will I do? How do I do it? All these sorts of things. What led you from shut your mouth, this is my day job, never talk about this ever again, to making the transition to, just for Sake, a fewer words, the vendor side, the vendor side, right, yeah, no. So, I mean this is come under hot debate in my head as well as with others, and especially because what I initially, what I initially and still have left it for, is to build this thing called contagious auto, which is really a marketing training and consultancy company to be able to train and equip marketers. Right. And the big, the big thing that I saw over about an eighth month, eight month timeline leading up to that was these really, really savvy marketers at mid to large size groups, you know, anywhere between three to twenty stores, lead being incredible at their group, executing at a very high level understanding, data, efficiency, brand, all of that. That a very high level, but being squeezed so tight because they don't have support from either a team or budget or the executive team. They don't have a seat at the operational table and leaving for the vendor side for the opportunity of growth that they weren't afforded, or the opportunity of support that they weren't afforded at the at the retail side, or even work life balance. Right they they're interfacing with all of these vendors every single day and they're watching everybody sitting at home on zoom doing the same thing they are, with probably less expertise because they are set their sideload and this person is acquiring all this expertise, being required to work extra hours, pull a heavier load because they have a limited skill team and all the sudden they're exiting right and so my big desire was to give dealers the perspective of the Roy of not just that person but a whole team and what that can do for their dealership, what that can do for their day, for their brand, because I believe that the highest executing marketer and marketing team actually build a more sustainable long term brand, not just for one individual dealership but for the industry as a whole, because as more people see that as the actual brand, not the perceived brand that I just talked out,...

...but the actual brand, the actual what what people are doing in the communities and and how they and how they desire to have a great customer experience and franchise retail survives, then the brand survives. Cost per sale go down in the increasing the five flywheel of lifetime value of a customer and and I'm seeing these people leave in droves, and so I was like, we've got to do something about it. We've got to train more of them, because when they leave nobody can replace them. And we've got to train the dealers that that that's an extremely important person in your team and you have to care for them in a unique way, different than maybe a salesperson or service rider. Yeah, this is tremendous too. I'm again you better watch it. I'm going to get on some big soap box out here. Know well, said it good get let me pull it out for you because you know, there was a lot of talk at Nada. At time of recording this, were on the heels of Nada. It was last week, at time of recording this, for those of you listening, in the year two thousand and forty seven, there was a lot of talk about the great resignation. HMM, Eric a Tiffany, in her presentation, talked about the fact that we should be so proud to work in this industry that when we on board people or when we're out in public, we should be active, actively promoting that you can build an amazing life within this industry. Yet, to your point, people are exiting and drove, which really underscores the importance of topics like culture. I know you know the great lives of Borches is huge on the culture conversation and can actually map it back to bottom line revenue. What's your take on that? I mean, what are we seeing as far as great resignation and what from from your vantage point now working with several other dealerships and dealer groups, how can we start to what's the first step we can focus or key in on to mitigate this exit? Yeah, well, I think one is just like recognizing with your people what's happening around them. You know, I mean to see their friend sitting at home making youtube videos and and and making a bunch of money as a twenty five year old or whatever. You've got to recognize that that's a reality that they are facing. Decisionmaking with your hourly employee that's making, you know, twelve, thirteen, fourteen, fifteen an hour is staring across the table at someone that just got hired on that target for twenty four an hour. Right, right. Don't think that they are not paying attention to that. They are absolutely. Your culture has to be so strong that you don't lose those people. Now, are we losing a bunch of sales managers outside of the industry? I don't think so. We're losing them maybe to other stores because they're they're far enough in, but you're losing a lot of those frontline employees or employees that have transfer horrible...

...skills, which right now probably the employees with the most transferable skills in the dealership to similar paying jobs or higher paying jobs are on either. I it operations are marketing, which a lot of times get grouped into one role right, and so all a sudden they are squeezed to do three rolls into one role and looking outside and going wait, I can grow be coached have opportunities to learn and have a team in another place and I have transferable skills. Right. It's why we don't see a lot of sales managers leaving. They have transferable seals, but the outside world looking in doesn't see that. And, and I want to be very careful, I know that those people have transferable management skills outside of the industry, but the outside world doesn't see that. But the outside world does see those transferable skills in it marketing and operations. It's funny you say that. I've even been looking at my my children in this context, where I'm like and and you know what, God bless my wife. I love her. I'm not saying anything. I we don't chuckle about already offline. But she's like an eighty seven year old trapped in a thirty six year old body, because her desire, first of all, to learn tech or any like. Dude, watching her one thumb text people makes me want to just like pluck the phone out of her hand and throw it us. He's like get the here's the Nokia. Yeah, two thumbs required, you know. But I think about my children in this context. We're moving into a world like look at Brian Kramer's about to complete the first transaction in the metaverse. I know you guys have been highlighting that and he's been talking about it. What a time to be alive. But if we want to set up this generation, think of what we can do in our own homes to actually make sure that our children, at a very, you know, baseline level, know how to use a computer, can type, can understand that there is such a thing as an algorithm and and maybe learn a little bit about it. Like I'm even thinking about nine years into this deal, I have a twelve year old and I'm like, you know what, I'm going to see if I can teach him how to edit podcasts and teach them a little bit about sound production, because look, you and I are both sound engineers. When I got my sound engineering degree, I quickly became a statistic I worked on some albums, got the cool Vancouver British Columbia, you know, work at mushroom studios and work. That was great. But then here I am in the car industry all these years later, because we don't ever really know what's going to happen here I am producing other people's shows and, you know, deploying a skill set in a very small, minute way compared to what we did for music production. But but still, if I can teach my twelve year old, he's going up into the workforce with an actual skill set that any business could utilize. Absolutely. I mean, like I think about this. I people always ask me. Did you did you have a Martinino, because I did marketing as I was leaving the the franchise side. Right, you have a marketing degree. Did you do any of that? No, but I recorded an album in college. I...

...created the album art right, had to take the photos right, the copy right, all of that type of stuff starts to lean into those transferable skills. So and I think, and then you think about this with the with the dealers, not pigeonholing people into something. Everybody's got a side hustle. Find out what their side hustle is and utilize it to your advantage as as a company. All right, let them keep doing the side hustle, but maybe that person is great with man at Nelson we had a person on the team that love to code. That was his thing. Right. So we utilize that expertise and just with with the small portion of US use a salesperson with a small portion of his time. We said Hey, look, we need this expertise over here. We don't, we don't have a full time position for you, but we can now draw that in. He's like, but what's cool about that is now, if he loses the sales job, he also loses the ability to kind of get paid for doing something that also is a side hustle or just so look for that, and I think look for that and your people give them the access to do some of those things that are, quote unquote, side Hustles as a part of their regular job so that they don't feel ostracized from the rest of life, what they love to do. Yeah, Oh man, integrating the rest of your like, that's really what the dealer playbook is about, Dude. This is why I'm like early on I realized I am so sick of talking about sales strategies or like, you know, just those things we gravit pay towards it. Like this, integrating the rest of your life into the thing you do to make money. I's like, Oh man, that that right there, Kyle. Seriously, look just it resonates so deeply with me because guaranteed them. What's really cool is I'm imagining this is the case, then that individual who shows up to quote unquote cell is now thinking about his work in a different way, maybe more excited about it, becomes more efficient at it and but it also gets them thinking about you know, it'd be a cool solution over here. Maybe I could code this little thing that would improve that and well. And what happens is when you give people the access to start thinking a little freely or thinking in the way that it they're most creative, because everybody's creative every I said this in a in a Tampa digital dealer workshop last year. I said, if you think you're not creative, you're lying to yourself because, like you wake up every day and put clothes on right, you're creating something. Your brain is creating something all the time, right. And so just leveraging the place where they are the most creative or the most engaged into what they're currently doing, it actually opens up that they become more free in the other elements where where you might have locked them into a process that they felt stuck in, they all sudden are free to think again and their brain is kind of it's like sparks something. WHOA I didn't realize that was happening. Right, right, actually, this is really interesting. Speaking of a...

Sodom, we have a new employee that's producer for us and he went to school for Media and said in his in his schooling, if I ever go work for a new station, I know that's the place where media people go to die. Right. And what did he do right after college? You went to a new station. Right, naturally. Well, it's interesting because he also has a youtube channel dedicated to legos, not not, not, just dedicated to legos, so much so that he worked for Lego and almost was on there, like Lego, the the show that highlighted people that do legos. Right, yeah, just hold I got what's his name? I got to look this guy up real time. Isaac Donnith. Sorry, he's now out there in the world, but he's got a whole youtube channel. He's got these, you know, bunch of guys that just talked. It's crazy. Well, we didn't know all this and this is what happens, literally, and we make fun of him. So he knows this. If you, if you ever listen to this, he comes to his interview with us. It's a video interview. He's got a suit and tie on. I get it. You're coming to an interview, right. This guy is shaking, not kidding you, shaking and like yeah, I've got some like I've got some switcher capacity and I've done this at the new station and this at the new station. We find out a week later he has a youtube channel. We get him back on the phone and we're like, first of all, scrap the suit and tie when you come to the second interview for us, real quick, okay, and do it with the legos in the background. Cool. He's like yeah, fine. We bring him on. We're like, so, what do you use for Youtube? All Stream Yard. It's amazing. What do you do for that? All the sudden he's like yeah, my buddies a tick Tock Star. He does this. He tells me this. We're like, wait a second, that's the guy we need. So all a sudden then he starts feeding us back all these crazy ideas like this is this is the person that we need over here plugged in. But he had this like job level mentality. That said, I need to be buttoned up and have all this job experience. So Transit. Translate that to the dealership or whatever company you have. Someone's listening to this. Go access that in your people, because so many people have that. They just don't think they're allowed to bring it in. MMM, what's the what's the hold up or the reservation, perhaps from a leadership level, like why aren't we thinking this way? In your opinion, I think some of it is just fear. It's just straight up fear. It's if I let them get a little bit of taste of that again, then they're going to leave to go do it full time or okay, whatever, right or there, or someone's going to pluck them up because they see that expertise. One if if they leave to go do that or that, someone plucks them up, celebrate that first of all. But to probably the reality is is there not...

...going to go do that because now they're fulfilled in doing those things right and yeah, so I think, I think that that's the reality. I mean to be to be just like super blunt and honest. Yeah, that's part of the reason why I'm on the vendor side because, you know, the desire to speak and the desire to lead our industry was just not able to be fully fulfilled within the dealership world. Right, could it have ever been? I don't know, maybe, maybe not. And and so sometimes that person has to lead, but sometimes you give them the access to that and all the sudden they they have no desire to leave because they're getting fulfilled in multiple ways. Right. Yeah, so I think that's one. There's something too, though, that if I could interject this. Yeah, what the reason? It works, though, and it's not just like you straight up believing, like you have this vision to impact that's predicated upon you being able to reach more. So you you have all this proof from where the rubber meets the road and now, predicated on that proof, you say it, but I want to reach more dealerships. I've made an imprint here, YEP, which was not Aden. So is my thing. It was like, yes, I've done what I can here. I like, this has to get out further and if I continue to do this, I can't do this stuff. And that was just where I was at. Like my my I tell this story. My my wife said, I said, I don't, I don't need to be the guy, and my wife said to me, she said the most prophetic words to me. She said no, you, you do. You have to be the guy. I was like, that feels weird. She goes no, that's that's okay. Sometimes there needs to be someone that stands up and says the thing right and you just have to be that. I was like wow, that's that. It took me like three days to wrap that around my brain because it felt super prideful, and still even sometimes does, and I have to watch that. But at the same time it's like whatever, whatever someone's called to, whatever someone needs to be, that might be at your company or might be doing something else. That's important. I love this concept of of having a purpose, though, and or, like you said, being called to do something. We don't need to be all like, Oh, I'm Jesus and I need twelve disciples level of calling here, but I believe that each of us are on this planet to enrich and enhanced, to bring light to darkness. Each of US human beings. You know, and and I know it, like look, Dude, I'm I'm pushing forty this year and I'm just settling into this thought of what you just said, of like Oh, there's something, there are things that I am naturally good at and I can use those things for good. Yes, I don't need to be egotistical or Egoman I nackle about it,...

...but I just naturally not like I know I'm natural with like, like you were saying earlier, art and creativity and design and music and well, how can I use those to help enrich and enhance the life of somebody else? And so, you know, I think it's it's tremendous and we need people like our wives to say those things to us, to because they see are, they can see our greatness in a way that we can't of ourselves. But that, and you then becomes the what we're meant to do as help. That's what I see a Soto is doing. That's what I see you doing. That's what I hope I'm contributing to, is helping others see that the greatness that is inherent. Like you just had a new new baby. Congratulations to that. Ya. First and foremost, this is really weird. Okay, but this is there's follow me down this worm hole for ten seconds. I'm ready. I have a sister who's in the healthcare profession. One day I was driving home and I had this thought. You know, they the the the phrase of walking through the Valley of the shadow of death. Why do they call why do they reference that during the birthing process and it's literally reference to baby passing through and the mortality rate being so high and how much trauma there is on mother. But also, I got me thinking. I'm like, well, this must be traumatic for baby as well. MMM. So I asked my sister, I said, I said, amy, I'm going somewhere with this. Just follow me, like I just said to you. It's traumatic on mother, we know that, and not to diminish that at all. That's not the intention here. But is it also traumatic on baby? And she says it's life threatening, way traumatic. And I said so you mean to tell me? This is where my brain immediately went. Cough, you mean to tell me that my first experience in life was passing through an in intense, insane trial and rising victorious thing? Track with me here real quick. I'm going to give you one better, because now let's go. Really happened on Saturday, right? So my wife we we she was laboring for I don't know, I think thirteen or fourteen hours, fairly slowly coming along. MMM. Well, it came time to have baby and about two minutes into pushing the that the ready to have baby time, the doctor looks to my wife and says. Do you hear that beep? That's the baby's heart rate dropping. We need to get baby out. WHOO. And well, this is first time I got a little emotional about that and it in that moment there was a massive amount of trauma for my wife, right, but a trauma that she was able to assess report on through her brain waves and accurate, really push through to get baby out right.

But baby was not able to. And actually are on the chart we looked at later, it said that our baby came out as a high risk and she rose triumphantly in under three minutes. She had her oxygen level was as low as forty, wow, for three minutes and then literally the person grabs the ostyge oxygen mask and before she's about to put it on, it jumps from forty to eighty in three seconds. A minute later she was they considered her a perfectly healthy baby by all vital sign who. Yeah, so that was nuts. But to to your point, like it was an extremely traumatic event to my daughter and I love that you put it that way and I'm excited that. I feel like there's a there's a tie into this. But I had to give like a real world example of that is actually a reality, that because that Labor was so intense, my baby's heart rate dropped so significantly that when she came out she was still recovering from the trauma. I don't believe in coincidences. There is a tie in, but I want to just say this on the on the back of that, I don't believe in coincidences, I believe in divine design. HMM. I didn't know, up until two days ago, I didn't know you and I were going to have this conversation. I didn't know that the conversation was going to go in this direction, nor did you, and I certainly didn't know that you had that experience. And yet somehow here we are bring it, using this as an analogy. And Really, I guess what I want to say is tie here's the tie in. This is a people business, HMM. And the sooner we can stop looking at our people as an expense and see them as the true investment that they are, if we could just recognize that the only reason each of us are on this planet is because we are victors, not victims, that we are great, inherently born great, designed to overcome and to be big and to expand? How does that shift? The way, as a leader of an organization, I see the people? They're not my people, they are their own person who have made a choice to be here. Boy Does that and they aren't not just that, but they are uniquely designed, equipped and positioned for the time and place that they are currently at with you, under your care. Uniquely designed. Wow, even even the worst employee, the one where you're like that employee doesn't get it, they...

...don't understand, they can't execute, that person is actually uniquely designed for your organization right now, in that time and place, for however long, there with you, to do exactly what they need to do for you and for others around them. That's how that's how unique it is. MMM, Dude. And and when I think of it in that context, there are certain words that come to my mind to describe people, and it's not susie and marketing, it's not I am a technologist, it is the words that come to my mind. Is You already use one of them. Unique, precious, tender, powerful, like we are so much more than what we do for a living. But if we can deploy who we really are in the passions, and you mentioned the word fulfillment. I love that word. If we can create an environment by which fulfillment and happiness can exist, we don't need to talk about the car business anymore. We talk about people who happen to do the car business, yes, and it's a vastly different conversation. That was for me. That was an undertone to Nada. There was a lot of talk of the great resignation and how do we find, retain and help grow our talent? You were you were in the control room right. Everybody was mad, by the way. They're like, you're not kyle. Yeah, so contact for those listening, Kyle, Kyle. Kyle and his wife brought in and a new baby to the world, and so he said Hey, man, can you, can you go and grab the MIC and help us out with some lime streams, and I said I love to. So I jumped at that, but I was I had kyle's badge on his press pass and people were not happy that I was not kyle. Let's just say that. But that was kind of the undertone. But you were there in the control room, obviously seeing and hearing everything as it's happening. What were some of your did you pick up on that same kind of people focus at the SNATA. Yeah, well, I think you know what I what I loved is that it seems like every press release that happened was like blank partnered with blank, right, right. It wasn't like blank created new thing, it was blank partnered with blank company. Ex Partner with company. Why, whether that be dealership or other company, and I think that that's indicative of that undertone, right, that if, if more people are partnering together, it means they're seeing others as the value that they bring to their company, their customers, and so I think the collaboration aspect of what I was able to see on this side, not being physically there, was indicative of...

...the tone that the industry is caring right now. That it's I mean it's when dealers band together no crisis can win. It's the tone of like there's our there's disruptors, there's barbarians at the gate and we don't get it right, then we're all going to lose. So let's why we had we'd rather do this together for a long time then separate for a little bit of time, right, and so I think that's why I where the hell human element is really, really palpable right now. I love it, man, I love talking to you. I love what you're doing. You and Paul are creating over at asotocom. Definitely people need to check that out. But how else can those listening or watching learn more about you get in touch with you? Yeah, I think my Linkedin is you can. You can learn a lot about me. I try and be very, very open with my feelings about the industry, about the world. They're so kyle mounts here. I'm actually the only one in the world. So if you Google me, yeah, it's hard to not find me. You can email me at Kyle at a SODOCOM and love to have a conversation with any you just had to throw you know. I was the only Michael Sillo before the Internet. So the fact that you're still the only kyle mouths here after the Internet as that's it. That's an achievement. Top like six pages on Google. You can find me. So I always did. I always tell my wife I'm like look, if anyone wants to find me, it's not gonna like, I just can't. I just can't piss anyone off. Too Bad. Is basically what it comes out to. So I have a funny story, but it's gonna go on the after or the call nobody else gets to hear. Sorry, guys. Love you, com man. Thanks so much for joining me on the dealer playbook. Thanks Ella. I'm Michael Cirillo and you've been listening to the dealer playbook podcast. If you haven't yet, please click the subscribe button wherever you're listening right now, leave a rating or review and share it with a colleague. Thanks for listening.

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