The Dealer Playbook
The Dealer Playbook

Episode · 7 years ago

Subi Ghosh: Building A Successful Dealership eCommerce Department


  Just because things have always been done a certain way in automotive, does not mean we have to continue doing things that way.


Subi Ghosh


 Welcome back and thanks for checking out 'The Dealer Playbook" podcast session 17. We are so glad you are here!


 We are extra excited for todays session and know you will get a lot out of it.


 Subi Ghosh VP of Marketing for Dealer Authority has been knee deep in auto dealerships eCommerce operations for 6 years at the time of this podcast. 


 Subi is the first female guest for "The Dealer Playbook" and she is a wealth of knowledge when it comes to internet sales at the dealership level. 


Building From Scratch 


 Prior to joining forces with brilliant automotive marketing mind JD Rucker and his new company Dealer Authority, she implemented ground up strategies to take their internet presence and sales to new levels. 


 Without further to do, grab a pad and pen, shut off any distractions if possible and lets dive into this session of "The Dealer Playbook" 


 What you will learn more about in this session 


  • The importance of a mission statement for the team
  • Launching a internship at your dealership 
  • The key benefits to launching a internship in your dealership
  • Again the importance of continual education (starting to see a pattern?)
  • Tips for building a successful eCommerce department


 All of that plus some more bonus nuggets tossed in!


 Be sure to check out what Dealer Authority has going on at their website 


 Be sure to connect with Subi on Twitter 




 You can also engage with Subi Ghosh via email right here 


 Let us hear it 


 This is where we want to hear your voice. We want your thoughts, opinions, questions, complaints, whatever you feel like saying, drop it in the comment section below. 


 Make sure you are signed up for the 'The Dealer Playbook" to have the latest episode dropped off right in your inbox. 


 See you next time!!! 





You're listening to the dealer,playbook podcast episode, seventeen with Subi Gosh. Here we go you'R dialed into the dealer, playbookpodcast, where it's all about winning autonelar strategies that deliverproven results, and now your hosts Robert Weisman and Michael Serilla, hello, and thank you so much forlistening into the dealer playbook. We appreciate you being here and tuning inand checking out all of the dealer playbook podcasts. This is episode.Seventeen. It's been a lot of fun sitting down with some of the biggestnames in the automotive industry. The dealer playbook is all about deliveringwinning auto dealer strategies. You know the things that you can really dosink your teeth into today, to make a difference in your own personal life,in your role at the dealership and ultimately to help the dealership aswell succeed- and you know that's the big part ofthis winning auto dealer strategies that deliver real results. I'm herewith Ma Man, Robert Weisman Robert, how you doing buddy Iam doing fantasticMichael I'm super excited for the episode of the dealer play well there.I opened that one up I felt like I'd, been saying that way too much. I neededI needed to hear it from you, so I am pumped up and cyced up everybody thanksfor being here. You know. We hope that one of you, out of all that we've beengetting wee Mike when I've been blown away with the support. So we just hopeone person is taking something if just one is taking something and putting itinthe action that I mean. That's that's a big thing.I feel like you listening in you're here, becauseyou want to make big things happen for yourself and that's really theobjective of what we're doing here. The guest on the show today is somebodythat we respect she's so much fun and she happens to be the very first ofwhat we hope is many powerhouse female representatives of the automotivebusiness today, we're sitting down with Subi Goch who's. Currently, the vicepresident of marketing over at Dealer Authority, that's JD, Rucker's Gig thathe's got going on, which is exploding and gaining up a ton oftraction. Weencourage you to check them out, but previous to joining dealer authority.Subi was the sales, an e commerce director at Joyce,coon's, Honda, Buick GMC, and she came into the business without previousexperience. You'll hear her talk about how it was kind of by accident, but youknow what she put herself in a position where she actually absolutely thrivedand that's something that were extremely passionate about is not justsurviving thriving. So I think Robert you know without further delay. Let'sjust jump into this will let Subi do her thing. You guys will all beincredibly impressed. Don't forget to check out the show notes as well, wherewe will link you up with Subi and give you her contact info and give you arecap of this episode to Ticke it out...

I'll right, everybody todayis anextraordinary day, in fact, and I don't typically like to draw too muchattention to this, but this is actually the first time that we've had a womanin the car business on the show yeah. We are here with Subi Subi. Thank youyeah forget I don't we've. Never it was Turningo. Well. I said to Robert: Thisis turn it into a man show, and we can't have that. So we are so extremely delighted to haveyou on the show. Thank you so much for being here with USUBI. Thank you somuch for having me okay, so you and I talk- you know frequently about thingsthat were super passionate about, but we decided to put those on the shelffor the time being yeah because we want to you know we want to talk to peopletoday about those listening and about you know your experience inside thedealership and really what you did to flourish there and be you know assuccessful as you were, and build the name for yourself that you have for those of you that don't know Subishe's, the Vice President of marketing at Dealer Authority. If you know jdRucker, then you know dealer authority and she is doing some extremelyincredible things there, but previous to dealer authority, Subi started. Shewas the sales and e commerce director at Joyce, koone's, Honda, Buick GMC,and so we felt it just so extremely valuable to have her on. I mean she's ashe's, an encyclopedia of online knowledge and but but what we wanted totalk about with Yousubi was your experience inside the dealership tohelp other sales and e commerce, directors or Internet directors orsales directors, with the things that they can do to really kind of excel intheir position to help the dealership to help themselves to help their team?So you know the first question I had foryou was you had mentioned you were you were inthat or in the dealership for six years, starting out in the car business youadmentioned it was by accident yeah what what kind of overwhelmed you or whatwere some of the obstacles that you faced starting out in the industry orstarting out in the dealership. Well, I think from conversations thatI've had with other Internet automotive professionals when I say by accident something that alot of people seem to it resonates because I don't know if we've givenenough of a good reputation to what automotive jobs can be for people andhow lucrative and honestly it's just fun, it's fun. WhatI do- and I just started out being an assistantfor an Internet manager, and I would just do my job and do it welland that's. I know that that sounds like I'm. You know blowing myself up a little bit,but I think that's the difference. No, I don't mean it in that way. It's I just wanted to do the best that Ipossibly could and when it came time...

...for me to get a real job quote unquote.I was finishing out my schoolwork and going into the field of ouknow that I was studying, which, ironically, I use my degree Momore than anybody that I graduated with and in sociolic and mental health. Iuse that in the dealership every single day, but realistically I only knew what I knew from what I wastaught and what I was taught was: make plans, be regimented, learn as much asyou can and learn to apply it and that wasn't there a lot of dealerships don'thave that kind of structure. So the first thing that I did was apply. Thestructure I didn't know what I was doing at the time was helping me really make that department successful. I wasjust doing what I could to make it day by day and that structure of templatesand giving my team scripts on what to say. I was just doing it because it waseasy and it was fast, but applying a structure where none exists can canhelp so much little things like that. I madebusiness plans and mission statements because that's when I was taught incollege, I didn't know any differently and my owner looked at me like. I wascrazy sometimes, but it helped me make my case of what we needed. I startedpulling studies and facts from all the different forums. Those are kinds ofthings that I would present to them and then break it down. I call it hustlingbackwards, it's a term that I got from my sociology background, but it'sbreaking down any number that you want into numbers that the person you'representing it is going to understand. So if I wanted a team to help me or anindividual to be hired, I would take that I would take a numberof leads. I would back it up into sales that obviously GMS and dealers want toknow how many sales it's going to get and how much onis going to make them.That's t those are terms that they understand. So I would take what I haveand what I was accomplishing and then I would take the number that we have inwhat we should be accomplishing and what's a reasonable number to get there.So if I knew that to get the best results and individual shouldn't bereally taking on more than a hundred and fiftyto two hundred leads, and atyou know back then ten percent close was what we were using. I would showthem the difference and it started to build a case for me, so I went frombeing a one man department to by the time that I left my first dealership. Ihad for individuals answering the leads, andthen I had three departments that they handet over to me. So it starts to growfrom those little things that you can do to really show more professional,structured sure yeah. You said something that stood out to me. Itreminded me of our actually our recent conversation with grant cardown and hetalks a lot about training and how it...

...has to happen in sequence, and you saidsomething to me that really stood out. I'm sitting here taking notes, you talked about a business plan and amission statement. First off Michael go for it. That subi has been quite pleasant. Okay, thethere's no way you can say that anything about that reminded you of ourconversation with grandcar there. It is drop in the bum. Well, you know whatCardon was pleasant for me. He had something out for you, so but hey Subi,so you go back and it makes me think of something and the and you're talkingabout going in for this. This position like this- that's just you know a carbusiness position, but you're doing like so much of that. You said executon things that you that that were no brainers because of college like doingresearch, a D, and you know what I mean looking for scripts on the forumslearning what's working, you know, okay, well, that's kind of where I was goingwith this right and yeah and and and and it's the thing is it's like how bigof a issue do you think it is really this kind of off topic but of ofdealerships appealing to people like that, you know like. Why isn't the kid?Why isn't there an eight year old saying I want to be in the car businesswhen I grow up- and you know it's so glored, there's a lot of glory in it.You know, there's Chesspoundi it. It appeals, there's a sex appeal to it.There really is for both siht. You know, for you know anybody to really find aplace, then there's so many different kinds of roles. I mean you give me aperson with almost any personality and you can fit them into a different rolein dealership. I think as a culture. It starts fromanybody. Everyone says that you know the culture starts from just the topand I would agrieve if you want a culture to stick for a dealership, thatyou want it to come from. The top Yo want management to buy in, but it alsostarts with you. It starts with any individual when I walked into mydealership. My first dealership, I didn't really have that kind of support.I didn't have you know a blueprint of what I needed to do and my blue printwas believe it or not deal or refresh and the forums. I learned everythingfrom talking to people that were in my shoes and networking and and just kindof piecing it together from different points of view and testing it out, but that applying that kind of creating my own blueprint andapplying it to what I was doing just trial and error really helped me getthrough it. How crucial was how crucial was your mission statement that youcreated to building the culture of Youteam? Okay, so a lot of times when we talkabout culture, I try to think back to what it was that I did uniquely becauseI I started an intern department, because I didn't really have a budgetin my first dealership, and so I started this interinship and it was alot of work I put in a lot of hours,...

...but I also got a lot of hours in return,so I would spend an extra you know ten hours a week because you have to coachin terms a certain way and you have to you know, fill out reports and trainthem. Seventy percent of the time, but for four interns to come in that's somany more hours that I was gaining. So I just put this internship together. Icoach them on. You know menial tasks that would just take time, but I wasalso teaching them writing job descriptions and things like that. Writing descriptions for vehicles,sorry and blog articles and things that wouldhelp with my seo and things that would like listings and reviews and socialmedia okay. So this is good, that's good, so so about in turn. So thatthey're taking care of so much of that that of a lot of stuff that that mostdealers today I'm going to give you know what I mean, I'm GIV give a lot ofcredit right here, but that most dealers, I think they know that kind ofstuff needs to be done. You know what I mean, but it's really getting the typeof people to to do that. So when, when putting together an internship, I'mtalking about you say it's a lot of work and I get it like working with theinterns and getting them traind, getting them prepped and all that. Butwhat about like? Getting that getting that kind of your dealership approvedfor that kind of program? It's actually not as difficult as you would think,because every university has so many students looking for internships andnot enough internships to pass around. So if you go to any universitycommunity college, it really doesn't matter you approach them and say youknow. I have this internship, it's in digital marketing, it's in reputation,management, it's in customer service, as long as you have at least somebodywho's going to teach them how to do stuff. Every single universityes rulesare different, so the one by me they had to be learning something at leastthirty percent of the time that they spend. So, if they're in yourdealership for forty hours, thirty percent of that, they need to beactively engaging and learning something they can just do menial tasksthe whole time there are some that only have ten percent. So when you look atthat, you structure your goals of what that internshipis goingto be what they're going to be working on and in today's market, pleaserealistically, with the amount of digital help that dealerships need Yeuto fill that time, pretty er filled with those people and their eager kidsto be out there doing that, instead of sitting in a classroom right am I wrong,I mean, and you get and you get hands on application of the latest thingsthat they're learning in university too you're, not just getting what you learnand Tontan to them, and hopefully they can figure it out. I really only hadout of the twelve or fifteen interns that I worked with in my time at Basil I only had one real issue with someonecoming to work, hungover that I had to... an onbeat inter well, I meanthat's a that sales. The lot of sales floors are filled with people ver, socouple sens in back se. So look that I think that's a good good. You know tactic right there, especially withschool R in the Myssi. You know if you're listening right now this issummertime, were you know near the end of July, so schools are getting readyto come back in just takes, maybe a phone call, and you know it's probablybe worth even the persistence of a couple phone calls. If that's what ittakes to get that done, because you got free help and again, Oyou could findyou know a future Yeah Star employee for Your Organization, you're, going toget free, help and you're going to get again there any anything that theybring to the table to, and you get a lot of times now with what they'vebeen given as they learn right. We didn't. We weren't born with blacktopsin our laps learning all of the the nooks and crannies that we spend hoursand hours reading and studying to figure out. This is this is all stuffthat comes natural to them, so if we put it in their hands and cultivatethem and teach them, you come up with your next Internet manager and yournext customer service person or your social media person. You know a lot oftimes you can hire these kids and they are eager and h y. They understand thethe pros and cons of working with you and you're breaking down those barrierswe were talking about. How do we get kids like that into dealerships you create that culture, where it's afun place for them to be generation now, is looking for a goodwork. Life Balance. I have this phrase that I stick to and every time I findmyself slipping. I say it to myself over and over again, and it's simplejust because it's been done a certain way doesn't mean we have to continuedoing it that way for automotive. I didn't know what I was doing, so I putthings in place. If I look back on it- and I talk to some of you know myfriends that I've made in the industry, they can't believe that I did somethinglike that that I've achieved something like that and that wasn't my indention.I just wanted to stay afloat, so if it can be done when people don't know anybetter, I think sometimes we stand in our own way, because it's been donethis way. Why? Why can't? Why can't we have schedules that aren't nine denines?Why can't we have a little bit more of an easier schedule for people. It justtakes one person to think that differently and to put it in play andTust it out. When you embarked on this, though so I just heard you say that youkind of didn't know really what way you wanted to go with it. Are we sayingthat you know it's not necessarily important to have some sort of anonboarding process for these interns or some sort of a curriculum of what youwant to cover with them? Or is it just hey let', let's get into this we'regoing to learn together as we go yeah.

So when I first created it, I had kindof like a top ten of what I'm going to be teaching them and what what they'regoing to be working on and that top ten was very simplereputation: management, social media SEO websites, customer relations. You know you listout the things that are your weaknesses, and then you cultivate your internshiparound that you teach them that ten percent and believe me when I say youlearn about fifty percent from them, so it doesn't have to be so defined. Itreally the time to set it up and management managing bit. It's not as complicated as it seems twoemails. I didn't send more than two emails to any of the universities Iwanted to par with before I got an enternship set up, hmcool, eathat's, free labor and then thatyou're going to learn from too you know lhat's, not technically free, becausethat there's the time that's invested by somebody, that's getting paid,that's training, but it's a fair exchange. Two different types ofinternships, there's paid and unpaid unpaid. They get paid ind credit and Iactually prefer the unpaid because they have something to lose by not learning.They have to write a paper at the end of their internship as to what theylearned and what they participated in and how they picked up new techniques, and when youhave someone, that's more engaged in that way and I'm not saying that youwant to be cheap about it so whet for one of my intern sections. What we didis with the unpaid interns. We did like a scholarship at the end, it's lessreally when you do the math it's way less than you would be spending on afull time employee, but it gives them something to work towards becausethey're getting credit for it and you're helping the community cool when just to kind of keep itmoving sure. When did you? When did it kind of click? For you- and you said,okay, something big is happening here. What were kind of the indicators foryou that you were on to something that was working well so, like I said I was on the forumsdeler, O frush was my Bible. Back then, because I didn't really network, I'msure many dealers will feel like they're alone and for me to network with peers that weregoing through. The same thing was exceptionally important because Ididn't have coworkers. I had sales people and I had managers that didn'tunderstand what I was doing and I had a dealer that you know really supportedme, but really had no clue if I was working out at all so networking with my peers, bouncingideas off of them and then and then tracking it. So Ilearned a little bit about so I'm no expert on Seo, but I learned the basicsof what I really need to do and then I...

...tested it and then I I trackedeverything and a dealership that really genuinely wasgood people that was doing great business. They weren't gettingvisibility and just a few tweeks here and there within a few weeks, westarted showing up on the first page of Google, and that was a huge win for me,because that's something verifiable that my sales manager and my dealer could see and they can taste itit's tangible to them, and once I started doing that, I started testingother things in other avenues and honestly it was in the industry forabout three years, just networking here and there before. I really felt. Like you know as a dealer, I could make adifference. I could. I could really make a difference, because I had otherpeers reaching out to me wanting to hear my voice on things. So that to mewas that that click that my pears, that I've been networkingwith were coming to me asking me for advice, because I was kind of trying topay it forward. I just kind of fell in love with thitalong the way. Would you suggest that I mean ultimately F if somebody who's inyour position with regards to what we're talkingabout, they need to have the support of the dealer, principal or generalmanager, so that I mean I guess what I'm getting at is: Were you afraid of testing things because they might failor was it more like? No, you know what we realized. We have to grow and theonly way we're going to grow is by trying new things I say get them. How?I think there are big things that you need to to get their approval on, but I would present maybe ten ideas. Thisis something I learned from psychology, so you sandwich in a bunch of differentideas that you want to try and when you have that many ideas, they find it verydifficult to shoot done all of them. So you take one or two that they're okaywith and you test it a lot of the things I did was out of pocket just tokind of see what I could do. I tried facebook advertising when it was brands Binkinde just to see where itwould go, and then I saw this benefit from putting in twenty thirty bucks andthey would take that to them, and then they would remerse me and then give mea budget for it. I think you have to take some chances to really succeed atanything. If you, if you just do what you're told you're not really thinkingoutside the box and II, am someone who likes to find what it is that I need to do andlearn it completely. I think in this industry, sometimes there's so muchinformation out there and there's so many different opinions on what worksand what doesn't work and, I think, were kind of hurting ourselves if wejust go by one person's opinion so reading into all of it learning as muchas you can and then kind of testing,...

...little things on your own, that maybeyour dealers not paying attention to or doesn't think that it's important put in the time that they require aview, but also put in time to kind of test things for yourself and challengeyourself. I think that's the exciting stuff, I think that's when you getreally into it and start to make a name for yourself in the dealership thatyou're in one of the things, if I can saysomething, the dealers is don't don't let anybody tell you thatyou can't do something. If they don't understand it then keep fighting toprove them wrong, but do it in ways that are verifiable and track it andeventually you'll turn them you'll turn every single one of them. When I leftmy first dealership, they didn't want me to leave, but the quote that reallykind of clicked for me that I needed to move on was that I felt like I wasn'tgrowing anymore. Here is my plan for next year. What can I you know? Whatcan I get for next year and my dealer? I kid you not look to me the eyes andsaid I love what you're doing everything's perfect, but let's justwait for the Internet to go away now. I don't know if Ewas a hundred percentserious or not, but I just knew in that moment that I wasn't challenging myselfand the moment you feel that way. Loyalty is something that we fight anautomotive all the time, but when you feel like you're, not providing foryour dealer, what you want to it's: okay, to make a move because you'rehurting yourself you're, hurting your career and you're hurting thedealership, and it's not fair on any front. You know you said something to thatresonates with me. I think I think a lot of the time we fail to rememberthat you know dealerships are small and medium sized businesses and- and Ithink of my own business and our own journey just growing the business.There were so many times like you said where we just had to try things to seehow it would work for us in the market we're in in the you know, with theconsumer climate the way it is and not be afraid to see certain things flop,but also be prepared to see certain things explode for us and- and I thinksomewhere along the way. You know, I think a lot of dealerships are in theposition where theyre they. You know for lack of better words or maybefearful of spending money on the unknown. But I think, like you saidthey have to take chances, and in so doing I think, as long as the mentalityis that you are going to take chances knowing that those chances are there tohelp progress the business and to help progress. The individuals that workthere, that it is really a win win. It's not just the loss of money or thegaining of money. It's building this atmosphere where people can grow where you, yourbusiness, can grown the community where you can grow as an individual, and so thank you for saying that, becausethat's something that resonates with me...

...but yeah, the Internet's not going anywhere. We should send a memo. You know when I go back to visit. Wehave some pretty comical conversations about. You know, they've all come backto me. They all every place that I've left that's far. I've been reallyblessed where they, I still have good relationships with every single place, and they understand my vision now,sometimes in retrospect, but it's nice to be able to have those conversations,because sometimes it does take time for them to see it, because this is my viewon it. We can't blame the sales managers who are taught by the salesmanagers before them, because that is what they were taught. That is whatthey know. So I take it upon myself to teach them something different, becauseI'm not always going to be right, but I might be able to present the case tothem. That speaks to them in something in a way that they're going tounderstand so and that's the fun thing about business trying it just try it isthat I mean and doing business online I mean even makes the case easier topresent, because everything coan be tracked and measured yeah and for allmy dealer, friends that ask me you know how do I get the by and how do I getthe authority that you had? I didn't. I didn't start with that. It took me along time to be able to get that, and it really just there's teehing well,and you were talking about spending your own money, how many people arewilling to spend their own money to go out on a Lim and do that to present thecase well. Well, there's two things that I live by. One is Learne,absolutely as much as you can about your role and everything that that roleentails, because a lot of times the people in the dealership don't know how to give you direction because theydon't understand it. They don't understand the Internet, they don'tunderstand paper click, they don't understand Seo. They don't understandthe the KNITTY gree details about the website. They just know it's important,but they don't know everything about it and it's your job that, if it's on yourjob description, learn everything, don't don't be a surface scratcher,don't hoard responsibilities and make them come to you for things instead bean authority on it. So they need to come to you. You don't have to horrdresponse. I ord responsibilities. I'm loving that it's I'm sure you've been around a manageror two that tries to keep everything so secret, that it makes them relevant andit makes them needed by the dealership. But in fact it makes them shady andpeople don't trust them. So instead make yourself important and and needed by the dealership by reallybeing an authority and understanding it and challenging them and the otherthing. So the second thing is take: What's not yours? Sometimes they don'tunderstand it. Sometimes they don't know how to I've been told, know for somany things and what I did was I would take departments I started out being anInternet sistant and then...

...the Internet mattegers kind of stoppedshowing up to her, because I was doing his job in mine, so I became anInternet manager just by luck of the draw and then and then I tookreputation management and I took social media. It wasn't something that I askedand and got turned down. It was. This is part of my job now, and this is whatI'm doing and I felt like if more people just tookand started assuming responsibility instead of fearing their responsibility,then I think we'd all be in a better place. I love that feel theresponsibility, don't fear the responsibility to be speaking of, likealways learning and always never stop learning. So I have a question for you,since you have learned to shoot dice in the craps in the casinow. How muchmoney have you won? I never forget my time with you guys,because I am now up probably about seventeen or eighteen hundred dollars,and that is me being exceptionally cautious. So if I was a much biggergambler like some of the big baulers we were around, I probably would be up farmore than that. I remember showing you guys on that empty table and then itwas just on well, you were showing me and I'm standing here going, I'mwatching a bunch of people lose money. We were sitting there, but we were withTem Mer, Paul Sanson Junor is wit Missassena. We were yelling at yeah.That was the best lifen is my new favorite person, that's Awsookay, so so just to kind ofwrap. This up. There's two action items there that I'mpicking up from you that I think some up. The reason why you excelled in theway that you did N and the reason why you continue to excel- and it's been somuch fun, getting to know you and watching what you guys areaccomplishing in your new position there at dealer authority, but it'sthat, no matter what you do not speaking of you now, but speakingof somebody who feels like they might be in the same position of not knowingwhere to get start or whatever first thing that you can do is learn yourrole like a crazy raging fanatic learn as much as you can. I talk about this.A lot too. It's like Hey, learn, learn as much as you possibly can that way.If delegation comes into play, you can hold somebody accountable and or do the Work Yourself, and I lovethe second thing that you said about taking: What's not yours and and and feeling the responsibility, notfearing the responsibility. In other words, don't let it debilitate you letit let it enhance your ability to take action yeah, because a lot of times dealers taff come up to me and they ask me you knowhow do I create a name for myself and I feel, like my gut reaction- is trynot to create a name for yourself if...'re trying, then you might just trya little too hard, but if you just focus on doing your job as best as youcan and then sharing that information, people will want to do what you'redoing and want to see what you're doing, and I don't think that I'm an authority on anything really I just all I know iswhat I did and I hope to share that, and you know I tell every dealer andand I'll say the same for anybody listening, feel free to call me or tweet me oremail me. I I like passing on what I've learnedfrom the amazing people that Passd it on to me before you know. I started outjust the girl trying to figure it out and really amazing people like Joe Webb andBill Playford and Ralph Paglia and Jim ziggler. All these people that Inetworked with just answered questions for me andpointed me in directions, and I gathered all that and hoarded theinformation and thank God i made something for myselfsounds great. So so you mention that how can the listeners get a hold of you? What'sthe best way for them to get ahold of you, email, twitter, me Subi at Daler,Authoritycom, that's fubi at Daler, authoritycom or twitter, at Sube, Undeand one or facebook me Subi Gosh. I think I'mthe only one in the automative industry, yeah just add me and send me a questionand I'll be more than happy to help awesomeSubi. Thank you so much. We love and respect you and glad to be associatedwith you and and listen for those of you listening absolutely check out Subiand the work she's doing over at deler authority, and you know what we'regoing to cut it off there. That was that there were so many power nuggetsand bombs in there that we we don't want to. We don't want people's brainsoosing out of their ears. Listening to this, so thank you. Thank you. Thankyou so much for being on the show with us today. I hope I thank so like anidiot. No, YOU DON'T EA! You sound like a rock star Yeah. Thank you and just like that. Everybody that wasour friend Subi again from dealer authority check them out. Dealerauthoritycom friend of Ourza, also JD, ruckers Michael, said Gig get overthere and check them out, Michael, I you know. As expected, I always Sai.You know it's always good to converse with Subi and I thought that it was a.It was a great another great you know session in the CAN. What about you yeah?I think I love when there are clear, concise action items that come out ofthis and she didn't fail to deliver. I mean just saying you know she had someactually real cool word tracks that I wrote down here, N my notes, like don'tdon't what did she say? She said, don't fear, responsibility, feel theresponsibility, and I like the way,...

...that's positioned because it kind ofdepicts like hey. Take Action, don't be debilitated. Take Action, don't befearful to take action, so I really enjoyed that and just her reaffirming Imean when you go back and you listen to other episodes of the deerplaybookyou're going to hear consistent theme and it really has to do witheducation. It's like Hey, learn as much as you possibly can be a fanatic aboutlearning everything you can about your position about the dealership about thedifferent departments so that you can excel. There's no instance that I canthink of or no indication that somebody that lacks in learning will be able to dominate or achieve their personaldefinition of success, and she says it just takes one to start that kind ofculture in within a dealership, so yea, be se incredibly will be that one tomake it. You know an the and that it's pushed upon the people that educationis is key because that's in that's, you know believe it or not. It's actuallykind of like an easy path to success is just learn right. You know it's notit's not backbreaking! It's rewarding beyond beliefs, all right,Michael another, one down man, great job I'mjus. Having such a blast doingthese. Why don't you you get to the point quicker than me: Shot Tell themwhere to tell them where to find everything they need it. Regarding thispodcast yeah so check it out. You want to visit triple w dot the dealerplaybookcom, that's where the show notes will be, but there's so manyresources there. If you go back and look at past episodes as well, you'regoing to see links to books to be able to connect with best selling authors,social media experts, international internationally, recognized salesexperts, so absolutely go check out the dealer playbookcom A and do us afavorite, don't forget to subscribe. You'll see a box on the website whereyou can, you can put in your email address where you'll get the latestepisodes delivered automn magically to your nbox. That's right, I saidOtogicly, that's right! Right to your INBOXSO. You can keep up witheverything that's going on. We are delivering some of the best informationin the car business to you every single week, so we'd absolutely love for youto be a part of it check it out and don't forget to check out subi triplewdot dealer authoritycom or on Twitter Subi, one zero ono on there. It isthanks guys will talk to you next time, see it. I A bit.

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