The Dealer Playbook
The Dealer Playbook

Episode · 6 years ago

Paul de Vries: How to Stand Out in a Competitive Market


Back from a short 2 week hiatus it is The Dealer Playbook episode 52 and we are super excited and pumped to be back at it. 

Today we are sitting down with Paul d Vries founder of located in Holland. Paul is one of the most influential automotive professionals in all of Holland and has an amazing story of amazing success as a auto dealer and later as the founder of, (New Car Buying) which just in the beginning of this year he sold to eBay. 

Here is a quick preview of the topics we discussed with Paul in this session. 

- Paul goes into his story about how he went from pumping gas to owning a dealership in only 5 years. 

- What Paul did to make his dealership one of the top producing dealerships in all of Europe and how he was able to stand out in a cluttered market.

- The power of process when it comes to internet leads and the exact process Paul implements. 

- How he built the brand from scratch with zero marketing budget to getting on eBays radar enough for them to purchase the company from him. 

This was a really good time chatting with Paul and that is just a small taste of some of the awesome information he drops in this session for your listening pleasure. 

Connect with Paul d Vries for more powerful incite and information to help you sell more cars. 

Paul d Vries Twitter

Here is the link to the book discussed in this session “Invisible Selling Machine” by online marketing guru Ryan Deiss. 

You Know The Drill, Now It's Your Turn

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Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice.

Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going.

See you next time ;)

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Connect with Michael Cirillo on Twitter here.

Connect with Robert Wiesman on Twitter here.


Hallo Paldefreiz from neer out of CobenPentenel, and you listen to the deler playbook podcast you're dialed into the dealer, playbookpodcast, where it's all about winning autorteler strategies that deliverproven results, and now your housts Robert Weisman and Michael Serillo, heythere what is going on you're listening to episode, fifty two of the dealer,playbook podcast, where every week we're sitting down with some prettyincredible people from within and out of the automotive industry. For you,today's automotive professionals, that was a mouthful and my name is MichaelSirilo joint today with my partner in crime, Mr Robert Wisman, whas, going onbuddy, also man glad to be back to week, vacation sod, those crazy wlining upsome crazy guests, including our guests. Today, we've gote international againfor this episode- and you know you guys are Anan en when you said that of theshow. I met the Laugt, but is it like? I'm in the United States states yeah, Iguess waithink every show's going international, but it's alwaysdifferent when they're across the pond. You know what I mean to doubt that you our guest today, you know what yeahcrazy, crazy information today our guest is the founder of a Dutch company calledI'm going to screw it up. Man I got TA. I got to check my notes. It's Nuaousacopen punt, nl or new carbuying DOT, an L and we're sitting down today witha man by the name of Paul Defeche, defrich man. I hope I got that right.Pall the fee, O man, awesome, Guyon, listener loyal listener. Dudhe'sshouting out like he knew the process he's like Oh yeah, you guys will beable to find all my contact inphone. The show notes so absolutely check thatout at trouplewt the dealer playbookcom Ford, fifty two, but I want to jumpinto this episode because you're going to hear Paul's story about you knowjust coming in in the car dealership and just his rise to being what whatyou'll hear US reference him as one of the most influential people in theEuropean auto industry. So Robert. If you've got nothing else, man, let'sjump in s. This is great like from especially from a sales person'sperspective is he goes through. Like I mean he created a company that' stillrelevant automotive, but wasn't a dealership, but he started from thebotto mean beyond the bottom of what you says, what US ASS Caro sales peopledo and he worked up to buy Thi SDEALERSHIP. He gaus a little bit intothat story, and I had a great time with Paul Man on Shi preshow post showawesome guy. I think you guys are got like this you're let'let's. Let's getit, let's jump in man here we go all right. We are here now in episode.Fifty two of the dealer, playbook podcast sitting down with our friendwe've Gone International for this episode. We hope you enjoy it. We knowwe sure will we're sitting down with the man himself, Mr Paul defrise, fromNua autocopen punt NLL. I hope I said that right Paul. Thank you so much forbeing on the show with us today, hello guys it is an honor to be here on thefifty two and in first I did the one year and Iversary of the of the dealerpodcast and I'm honor to be here on the show: Hey tink. We couldn't be morethrilled to have you on the show. I know you and I met finally in person,yes at Nada in San Francisco Yep and I'll, never for it before that happened.Dude you're, like a cat, you were roaming around the floor and you werejust like you showed up for food and then you kind of took of anyway. So I remember Paul, you know hewas kind of standing behind me and you...

...remember this and I turned around and Iwas kind of like I was like I level with your belly button and I startedlooking up and kept looking up and kept looking up because yeah you areactually you're. Quite a tall fellow five Fiv he's five foot: Five Michaelehfour foot wit yeah, but I don't know the English term of the American termfor that six foot or or whatever, but I am two meters yeah. I don't know thehead the US terms, but to way six foot four six percen metric system, I don'tknow yeah. I should know I metric system being in Canada, but I have yeahno jus fit. Two meters, I think, is three three feet. Anyways, you know Ithought holy smokes, Netherlands is made up of giants and- and you knowwhat in certain terms, I think that's actually true, because we were justtalking about how we think you are quite possibly the most influentialindividual in the automotive industry in the Netherlands and that you knowwhat kind of makes you a giant. So we wanted to sit down yeah. You do yourbest, that's right, so we want to sit down and actually pick your brain aboutsome of the cool projects that you have on the go and but before we do that. Maybe justtell us a little bit about yourself and what Y, where you've kind of come from,and then of course, the most recent. You know big news that you've had withyour company yeah. Of course I stopted in the outomodese business in Tnineysix so almost twenty years ago, and I started o on on the gas station as the clerk toto pumping gas etc and on the gas station. They have also unfolk Akon the dealirship, and I ask the owner. IfI can have an internship, that I can learn the graft of the shills people,because I thought ITIT's easy you to get a nice suit. Nice car etc hasbetter than pumping gas right. And finally, they agreed that I can do aninternship. I do it buy six week e Thoulht, then I was selling my firstcar and it was. I was not promoted to the sealspeople,but I was promoted to to to another company because theythought of me too ambitious and they only and they're only looking for an aClik on the gas station. So, but that was my objective, because I wanted to to havesome experience that I could go over to the other to the other dealarships andthey can, I can say, I've experience in carselling, etc, etc. Right and that's why I was hired by an big V Company for fo,a for company a deal company which selling some young Christleb GoceDenisan and worked the E for a year. And after that I started with one of the sons I ninetyseven, our own deaership in another town and from ther on I was Te, the GeneralSalesmanagou, the Gen, the general manager and two thousand and one I buy the company from my former employokay, because so you are all right. Let me ask Youtton, Michael Okay: Go ahead!GO AHEA! Sorry, sorry Bro! So that like. How does that happen?Because there's so many people that are that that listen right now you know andthe person hasening right now, they're, probably most likely sale. You know inthe sales and management, whatever some dealer principles. But a lot are, youknow frontline guys like how do you par lay it up to buy it like it like? Whathappens like? Do you just like sock money away, or do you just like go to a play bank? They give you the money ordid you just like independently wealthy...

...growing up, I mean like Nono Noram allgave ye the money wha. I mean how'es that work now at two thousand nd one. I had money because I save money I buymy home at twenty five. It was more in value, et CETERA and the rest of themoney I was borrowed from the FOM, the former owner that'SSO is owner financed?Yes, yes, otherwise you could you could do you cannot have that kind of moneyevery by ty bank. They are laughing at you, Aright Anso. So no was the floor.So did the floor plans and everything stay into like his name. Do I mean,does floor plan exist and so everything then transferred to your name year? Allof that- and this was a franchise store right- its AM friend Ta Stoll, with onebrand and Korean brand song. You, I don't know if you know the brand, butten asufibrant, which was big than in Europe, and I was the sales manager. Wewere eight years in the road, the best performing dealer in Hall of Northernand Western of the off of Europa. So and they know me they knowmmysell, so they wanted to finance, also be bi spopen. So that was not anissue. That's a well! So I'm listening to this. I can't so you I mean I can see. You know thereis quite a level of ambition here, because if I understand the time frame you went from, you know pumping gas inOe thousand nine hundred and ninety six five years, five and then within fiveyears, you're, the you're, the top dog at the dealership. You own thedealership, that's incredible! So it's from the dealership, then, where didyou go? When did you get out of the dealership and what was your reason fordoing that? No in two thousand and one two thousand and two we were the the top erforming, the top of forming the dealer inHolland in Europe et c. But the reason why was that we were the dominant onthe online space we crush the online space. In that particular era, we havemore fistes than the importer than the brands. Then all the dealis combined,because it was our goal because it was the only thing we can measure back then,because advertising in the papers, we cannot measure avertasing on the radio.You cannot measure the only thing. What I I was maturing was the onlineperformance. So I made it like. Cardon is saying I madeit my bitch, and so I will push it like Hart Back Dhen intwo thousand and two I made a website with. You can see all the brands, all theSung youngs you can su me. The leads did they get to offers the directlyETCA and when the regulation about the selling of the SUVs changed by thegovernment in two thousand and four and a e losing one week, four four hundredthousand euros: Woe because of threal money. Folks, that'sreal money! Yeah I was talking to myself. Do I want tobe in business? Do I want to be an enspreneur? Yes, do I want to be in toue model spaces? Yes, then, I have to make some some some decision, so I haveto make political independence, so I didn'twant to have it again, Thatte that the government can change the regulationsand that my brand is suck I bag ten and I have to have no stock anymore,because the stock was killing me because of the regulations, because I was selling so much of thebrand online. I thought if I can sell...

...bead brand or nine, I can sell anybrand of mine, so then Bak then in two thousand and five I started new outcob,an Dodenel as a startup. After my own business had the realbusiness that the automodive business and Paul Real quickr. You move on ThaICS that translates to what in English for the listener, how do you mean thename Ta New Auo, the NAT yeah? What does all that company? Yes, it was ifyou translated an English's new car buying. So it's an is an awesome. It's an awesome! It's an awesome namefor if you are doing the quary in Google etc. Hey because that's thecommon name, you are looking when you are looking for new car and I bouhtus for two hundred fiftydollars. So it was, it was oly, fixed, yeah, I stole it, but hea. Then you have to make it your brant andyou have to make it something bigger than only the URL. But then I wasstarting that the development of the website etc, andin two thousand and eight the regulation and change again of thegovernment and the back. Then we are setding, Chrysler and Somyoum, and thenI thought that that's the that's a that's. The final thing I had to shell, my company with bigloss, had Christ te dealiship to some young Galliship, and then I moved tothe attic in my house to do only new Outtogo Pon as a brand as a website asmy company and from thereon, I was questioning it online to sell carsonline any brand. It doesn't matter. I have to sell cars because that's myliving now sure so fast forward to today, where, where is new ou to Copen?Now, what's the big news? That's happened recently. Now the big news was that Ebay modes orebay classified group bought the company fifteen of of back in in January. So I was startedagain. The big news was that an Ebay bought my company in thebeginning of the year, so I'm now part of the big Ebay family, and now I havebig opportunities to make new outgon as big as we wanted to go wow because ivealso are you sold it? I'm sorry Paul, so you sold it and you're. Still likethe president, I mean you get the run. Your company Yesh somebody else'sBudgeto, O to you, man, Eric and dreams, Hes, where we cerain the meor Indra,absolutely yeah, and that just brings up a whole lot of questions. For me.You said a couple of things: I'd like to ask you about, because I think this is so phenomenaland I think it's valuable to those listening in because everybody, youknow, I think and Robert you and I see this people purchase a domain name and they go awesome. I bought you know, I don't know Waer it onlyused carscom or I jump out of the shower to buy Doman yeah. That's TAT isbi. He doesn't real, he doesn't do real estate investing, he does don't name itMestyatsi at Famil. Don't a my Fox in my pockete every tow made that's right,but you said something that I think is really applicable to those listening inright. They buy the domain and they say great here's my brand, but you saidokay, I stole this domain new outsacopen point nl man I got, I got TaLearn Thi. I got TA, Learn Dutchman, I love it and you learn it. You burnt,you purchased the domain, but then you said, but I still had to build a brandaround it. Yes, what were some of the...

...things that you did right awayimmediately after purchasing that domain? What were some of the thingsyou did to start building that brand? The only thing what I did h the first two years, because I had nobirdshate no marketing Butchit, I have nothing- is to concentrate on the twothings SEO and and eppress the Payar. So every everything I can publish tothe press et Ceter, throughautomodive press every little thing, every newfeature, every every new thing I pushe to to the press, iave a new thing: I've,a new thing, etc, etc. So stay there on the public side on the dealer side onAutomodiv sides, new outcop, an DOTENEL has new feature. DOTA new ALTCOBGOODENEL has a new future, because I cannot win the battle from out a traderor out e trick or Markat or whatsoever, because they have a lot of money tomarketing sure. But one thing: Dey Lik and I have plenty of hi pession of mybrand of my product of my website and they and you cannot pay that her. Youcannot betshet that you cannot Edwards tat. Well, that's I el Mike. What do Itell you, Michael? You can't pay somebody more to be like all right. Ineed you to be more passionate. I need to be more creative, I'm Goin to upyour Andy a little bit yeah. It has to come from their heart and I push linked in from the ferry fromthe ferry start of linting. Here, an holiday and Linkedin is an all and very,very, very big to make my my thedadabats as big as possible, so inmy network on Linetin it has to be every sales. People in Holland in thein carbusiness has to be in my space moutpow in my power base, because thenI can push my and content, my Fideo a treater to them, and there I can crushout e trailer, etc because they are going to advertise and I'm going to andgive the shils people content videos what they can do better in the deadineship, because I talk their language right. So I'm not the programmer, andthis is intere. I love this because you're actually, the first I'm prettysure you're the first guest we've had on the show that has brought linked ininto the mix before facebook or twitter or any of the other social networ, sothink. We've ever said. The word linked in on this show, before isotact andSoest, so you're saying that you you went straight to linked in and while,while auto trader or the other platforms or portals out there werejust busy advertising. Yes, Yein the cars sid te Bu Car Al Right, so therewas the differentiator you're focused on new cars, theyre doing thesecondhand preoned cars, but wo ther, so wil they're busy. No, that's fine!While they're busy advertising that stuff, you were actually justgoing to a professional network and building connections and and sharinginformation to empower they delivering value and empowering people in theindustry. Yes, because Tho two things, I cannot win the war on Second Hande carsbecause they are bigger hm. They have more advertising money, Etceta et ca,but they all have luse and sight on the new cars and that's the way I cost toNewcas, because that was the bell t. It was opened for the graps and thenI thought. Where can I hit the most? Where can I reach my customers to SISpeople etc? I can I can reach them Onlin Din, I loo there are there. AreAnybody and I can send out everyday yea likas in a saturated market? Youcreated your own space in the inaverand and here's a thing, though Michael, notto jump in but yeah 's. What I do the?...

What I like about it is what people cantake is about him. thevout like he said he went on mother advertising,essentially spamming. You know and more and that's what advertising has become,except for the savviest of the savvy, but it's like. What's the what's the digital marketerGuy's name, Ryan, Dyan, dice, okay, he said in the book. That is an awesomebook. He says that when you ask somebody on like your first, likeengagement with them, okay and you're like like in your face you're askingsomeone do business with me: It's E it's equal to going on the on the firstdate with somebody you just met, and you answer them to marry. What bookdoes that Harry Me? Like it'll creep, you out like Fuckis, a yeah? That's the load on it's actually sitting laterover here, like what is it the machine or well, you know the name of it. Iknow, but nobody oneed O invisible selling machine. Yes, yes,invisible selling, Mahine, wel wel w up to that inthe show in it yeah,'sepublished and killing Ou. No doubt I love this man, so you that's. What really sticks out to me,you you were Awa out to me, though, is I really want to know a little bit moreabout what that lite, because he's saying his customer were the salespeople and this, and that and like I think that you know I don't know about you. I wantto know like how is the salesperson, your end, usercar sales person and my infusion yeah? How are they yearned, you a meaning,your cl your target audience now, the first seven years I was en selling thecars by myself, so I angat lyd to middle eat. I calld customer one timetwo time three time four time. Forty Times I don't care. If I have yes or no, I will go hunt you down like Calli Col,calling when I have when I have to Sall when, when I'm selling the car I haveto buy the car, and I have os andshell to complete and sal included theTradingto, the sills people, because I don't want to deliver the car et Cetera,etctera and so iam first Iam your comparitor, and thenI'm your friend and two years ago. BMW and came to US- and they say we want tolearn tha the online space. We want to learn how is and selling cars, Ol nineworks and you are the authority. You are the first brand to to think of in Holland. Can you help aman, but one one thing: We want to ensure that the dealer, the BMW Dialer,has to stay in the loop and they ask me if you have delete and you qualified it,because you are calling the leads. Can you then transfer the lead to us and Isaid no t's? Fine. I Bem ous for me not a biggest brand her because I'm sellinga lot of KIAs he an the eys home as etc, but not so many BMWS and in the pilotphase in six months we shelling more bmws than in the seven years before wow and that's what's the turning point forus, because then we thought hey. We are oneon the wrong trick. We can Qualifi,he leads then selling the Leead and then and then sell the deal to thedinner or we can trench with the lead to e dedialer. Before the deal happens, so now we are collecting the leads. Weare qualifying telease. We are calling to lids asking them and good questionsand then trencsered the qualifiedly to the dealers, not one din a but fourdivs and the one dealer which is...

...selling the car is my best body overthen, because so this is where this is, where you said: preshow it's kind oflike true car, but way better. Yes, Yeh Yeah Yea, I told him yea say thatyeahit is because one thing in Holland: the process of the dealers are not thetgood, like in Canada or in America, because youv been to yes. Yes, yes, yeah, it's heaven onearth. If you compared it with the processes, hothat's the case, an myplane ticket that sounds like Aemadiomen, when e first started aboutyeah. Well, pumping gas was a better job than selling cor. Something dependson the dealer yeah. It is w okay. So so not not a lot ofprocess in Netherland dontthing, nothing. If the conversation is mostly with thesills people, it was a bad lead and then I know- and then I say why is itthe bad leads? Because I can see you have not calling the nate. You have notemailing Collit, because we're working with gold, tragnemos Etceta Etca, because the salspeople here are onlydoing on everyis one call and if they are going to call the customer on thevoice meal and the customer is not responding back that wasn't bad it m and Imerrit very similar to the states. No, no because e, it's I'm talking alot with Brian Pash. Her because that's my that's my friend, he told me a lot m over the of the last few years, heiscoming often here. So we have to fix something for you as well to come overhere to do presentations, because we have to learn the dealers in Holland,more about processes about emaiting, about websites about Seo, brandingyourself, because we think the sals are for granted. We don't FA, we don'tfight for it right, but the everage amount the dealer makes in Olland. The prophit is and cyral pointCerocerosiro one really wrot yeah, that's nothing. How many? Howcompetitive is the market justice competitive? I'm sure it's not ascompetitive as the states, but like how competitive is that market. I mean howmany dealers toar Olo, really to I mea there's, always there's never likethere's not enough competition out. Here I mean that's, never thin, but Imean like. Is it do? Y? U Guys have those like you've been through thestates, and you see the the cheesy like dealer, Yopoolupn, theavenue or the Bouebard and its dealer after dealer after dealor after dealer,you know competitors, not the dealer group that owns this strip. It's youknow different groups that own a store there, its similar and kind of, but we have sixty millionpeople and we have about two two thousand and six hundred dealers, sonot the independent but dealers. So we sed sixty millions, sixty millionbecause the average dealer, the Droft top only sells one F one hundred fiftycars a year. Oh Beir roofd up a es to the state.Well, that's close to the states, though a hundred and fifty cars imore ayear Yeno, that's not like Yerno. That's your gonna say where yea youlive in the sticks like yeah, so more, I sold more than I've sold a hundredand fifty cars a year this year and I don't even Sel Co yeah, but you cannotmake money on that one, a they can sell more if they have a process if theyhave hig CC, if they have seen the Falue of a lead, because the customeris not walking in anymore, the custom is calling and is sumitting Alit, andif you are not starting the dialogue from from thereof, you are toast okay.So let me ask you this because...

I mean it's no question the reasonyou've kind of risen to the top and your market with what you do is becauseyou follow the process and- and I mean you're right- I think in a lot of ways,the US is a little bit more. What's the TURMIL use more processconscious? Yes, they're aware that there should be a process for the mostpart, but most people are just kind of lazy to follow it, whereas inNetherlands you're saying there's just no process at all. No, but you had aprocess, yes, and I think your process would work well for those listening in,because I think you know whether it's you qualifying the lead or the dealerqualifying the lead. What are some things that you did or questions? Youasked to really help qualify that customer before they came in to see thedealership. The first thing is that we have a process how many and Golls weare going to make if we have no contact with theletes, so the lidis coming in.We are calling within fifty minutes in the win from Nineto nine from Monday toSaturday, so the most deales here are close at at fivs at six PM. So that'sour opportunity from six to nine. We are the only one is open, and so wewill find the lead, which is submitting the lead after six, and we have theconversation already at six right. If we cannot have a dialogue back thenthen we are calling six time within forty eight hours. We are callingtwelve tics within five days. We we will send you five emails with the with bloody good written text, which witwill do a dialogue. We will and give you five forse meals with with with atemplate which are going to have a dialogue in it because want thedialogue h. If I will insay that to to a dealership here, they're going to sayto me a sparmer, you are crazy, you doing too much, etc, etc. Here we justcall that hustle yeah, but if the customer is reaching out, I have theresponsibility to to have the dialogue. It is myresponsibility. not the responsibility of the lead is my responsibility, andhere they are, and they are saying ot. If the customer is really interesting.They are calling me back yeah in one thousand nine hundred andninety five.They are calling back a bed, but in thusand an fifteen, they are notcalling back, they are calling another another dealyship, so hey and and that's the way we do andthen, when we qualify, we are qualifying by. How can we help you toto get the best offer in the market? We have to ask you some questions. Why DISCAR, which alternative? Whatinformation O do? We need et Cetea Etcera and all the data is going to thedealers and then we are going to proceed the dinners in a process ifyou're not accepting the lead within the two hours we are or going to giveyou an email in six hours, weare going to give you an email in twelve hourswho are going to give you an email. If you accept the lead and then you arenot calling tellit, we an give you and your manager every day and email withthe lit. You are not calld, because we can se that on a co, correct number, so we will proceed and we will make theprocess hard for you to see that our lets are valuable because they are forfree, but it's not for free in the process. You have to follow theprocess. Otherwise you cannot have please anymight. You have to see itthrough from start to finish, no matter what yes Wut and you know what thatthat's, I'm glad you brought that up, because this is a really air tightprocess. It sounds like for me: You guys you guys were relentless or arerelentless in making sure that that...

...customer gets contact and I love. Ilove what you said. It's your! It is your responsibility. You have thedialogue, nobody else's, they might reach out to you in the form of a lead,but really from there. It's on you, the sales person or the you know, whateveryour role is to make sure that you're reaching out and making every attemptpossible to get in touch with that, and I think what I see especially in Canada-and you know United States, especially, is people will reach out once and thenthey feel like they're burdening that person, but or that they're not a realopportunity. This Guy Dos an answer, the phones for excuses. They look forexcuses, so you have you're, saying, though, hey have a process, make sureit's airtight, don't be afraid to follow up with this person, but countit as your. It's your you. You are obligated. You have the responsibilityto make sure that that person gets contacted by you by you and with theinformation they're looking for yesh, because they're letting them down it's Al. My I card it's, my I'm a sales gythis on my business card,so it is my responsibility, Sosay nobod else. Okay, I'm loving this. I could keepasking you questions because it's so fascinating, but but I'm going to windthis down. You know super super impressed with all of this stuff. I youknow, aside from wanting to learn how to speak. Dutch now, you know, would certainly love toget somst wondering how many sales people we know are going to like that,yeah that salesperson listening right now, it's like man, there's a lot ofopportunity in Holland, yeah the GTE back of my dude, I'm Ry Bank Im, mydude. I sent a text message to my wife telling her to pack bags and Book PlaneTickets. While we were talking here no, but I think Eser informationaws looksome SEF some solid information here, becausehere we have you Paul who went from you know an incredible success story. Youwent from pumping gas with the little ambition you know, and people tried toyou had some dream stealers, I call them people. That said you were tooambitious, they're, looking back, probably crying now ye h bankrupt the Albitheire Bank Fo. There you go sothey literally try is not, and you are notup ebay yeah. Within five years, youown a dealership and a few short years later, you're now bought by Ebay andrunning under there umbrella. I think that's so fascinating and the bigtakeaways for me for those of you listening in is again- and I've said this over the lastcouple of episodes, how many more people's success stories like this. Doyou need to hear before you start taking the same kind of actions thatthey took here? We have Paul who you know, purchased this domain name, andhe knew then that it didn't just stop with the purchase of that domain name.He built a brand, he differentiated himself. He you know, made a space, and this iswhat I love about your story. Paw. You made a space in a very clutteredindustry by doing something that was different, where there was a demand andboom, it brought you to success, and so that's incredible. Thank you so muchfor being on the show with us day, but before we hop off the call here, watsan oner, you know what it was an honor for us to have you on. We love havinginternational guest o she staind up late. Absolutely it's whatwhe Pushinmidnight where you are yeah. How can those lesteing I just o this company toEbay Yo can stay up is late as he want yeah Heskay he's got work in themorning e New Ouso copin pit NL. I A had to throw that in there. How canthose Listenang in get in touch with you to ask more questions? Of course,I'm available on Delington, okay, he and on twitter eas, well on Palfrish,one thousand nine hundred and seventy two...

...and also buy email ball at new owtocopondodonol or pay the Freez at ebay com, but it will be in the in the notes.I think Af Ev Absolutelyofamilia Man, Ota yeah, Eah e well youup in theshownote, and I want to thank you both because we were listening every show from the from the first to now, because when I'm know when I'm not going to thestates to the NYDA or digital conference or whatsoever, I don't getthe learnings from you guys to Holland and totranslated to the ditch market. Iwas not where I am today when Im not have the knowledge about process,markeing leads et C, etc. I was not here. If I don't use cardononly mot, I honestly say I'm using it every daymy selfs people are using it every day, it's mandatory, so r Wuswear to Yep. Weare to absolutelygod love because otherwise I don't get my. I cannot have my whole fame and mybiggest dream is when I have the money, I need I'm starting inbusiness of again a dealership, because I want to see my my mammy. I don't. I don't want to callit o wisdom, but my experience about the online space, the process en ceterato a real deanership, a physical lealership and then crush it also overthere os so you're going back, Ino the dealer game, so you're going to go backin the tailer, because, eventually we're gonna have you back ONA.Definitely to be a dealer that was my my Nife. It was great to be a dealerand in Holland you are not recognized like that, but when I you, when I'm inthe states and and especially on the Neda, when you are a dealer, you aresomething you are. You are hey, you have something, andhere is nothing but h over there. You are a dealer right, so I like that. I love it. Thank you so much man, weappreciate you and we love to stay connected with you. Okay, thank you.Thanks all right take care of Pall byebye and there we have it that was Paul. Tr Go on the Friese Yeah Yeah I enjoyedthat. I mean we just before this. We cut that off and then we talk a littlebit before we go in for these like post. You know Outros and Intros just talkingabout how, like you know why I had a good time with that one. You know I'dlike hearing the story aspect of it. You know it's like he drop somevaluable stuff that I think anybody really takes at least some kind ofinspiration, motivation from oh no noa least. No doubt I mean you know, like you heard him say:here's this guy who's, pumping gas, you know and- and I love just that driveright like you know, we talk a lot about not making decisions with your gut butmaking Gutsi decisions. And can you imagine what must have been goingthrough his mind, he's sitting here, pumping gas, you know and didn't he say that waslike a better job than selling cars or something like that that you know, orat least Ga sistes from the Netherli another one. So a you know from Hollandand so he's pumping gas feels ambitious enough to say: Hey. Can I do aninternship here and start selling cars and actually had to you know actually ended up leaving thatdealership because they thought he was too ambitious, wont to work at anotherdealership within five years the dudes...

...buying a dealership owns the dealershipand then yeah, like five years from from the ground floor to like dealer,Principale, and then you know a few short years later, she's anotheropportunity and a few short years after that, pbeing purchased by Eban andafter the show you guys aren't privy to to that conversation. But he basicallysaid he at the time. AF purchase was like three people in his company andnow he's already at forty people in a matter of just a few short months,because the growth has been so incredible and bro like to me. The factis to like get on somebody like ebay's radar, yeah that that that alone is it with it notbeing a cease in distis. You know like Ho're, stealing our logo, you're,stealing yeah yeah platform yeah, I like he got on their radar. They boughthim well come on. No, like there's, there's de there's people listening inright now, there's dealers listening in like car sales, people who arestruggling to get on the radar of their general manager. You know what I meanlike, so he that's the thing I love about this. Is He dropped someinteresting? You know power bombs that those of you listen, a Ain can reallyapply to your career in car sales or inside the dealership or whatever itmight be to just take things to the next level, and I think the first thingand cardown you heard him reference cardown, I mean car, that's one of Card owns things to is you can tell right out of the gates that Paul's attitudewas set? You know like he knew where he was going even from the ground floorand I think that's a thing that a lot of people in the industry struggle withis just having the right attitude like a winning mindset to be ambitiousenough for to have the desire enough to take things through to the next stepand then from there go to the next step and the next thing you know you knowyou could you could be owning your own dealership exactly you know, whatever Ithink exactly in a big nugget there with. That is just the fact of theimpact of educating and continuously educatingself, whether it be throughyou know or Ntvtever you're doing, but like he sat there and said you knowpraised, and you know said he owed so much of a success to something likethat. So I mean that just tells you I mean it's, you know the formula. Is there and Lik thesetrainyou know the right. You find the training platform that clicks Duthey're, going to give you formula the recipe yeah, absolutely so anywaysthanks so much for listening into this episode of the dealer. Playbook we wantyou to guys to go hit over it hit up the show. Not so you can connect withPaul and hear more of his story triple W dot, Tud dealer playbookcom for H.Fifty two we've also got a free gift for you over there. If you subscribe toour newsletter we'd love to have you on our list and keep you updated with thethings we've got going on and just more valuable, don't forget to my fola, SirRillo vanksman and Ad Robber, wisman yeah we'd love to pick up some moretwitter followers and connect with you. There feel Freeman. Ask US anyquestions. You want give us your feedback, we'd love to hear it anddon't forget to subscribe to the show on Itunes or stitch to radio and untilnext time, we'll catch you later.

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