#242 - See You At BHPH Super Forum In Austin

Hey, Jeff, before we start the podcast today is something really important we need to talk about. You know what that is?

It's probably going to be something super boring because I feel like you set me up for this.

Oh, my gosh, Jeff. It's FTC safeguards rule that go in effect on December 9th. And yes, it may sound super boring to everybody out there, but guess what, guys, this is something that we have to do.

And so Tiada has stepped up and put together an awesome online course. You go to dealereducationportal.com the link is in the show notes. You need to go to this. It's the most affordable, quickest effective way to get compliant with the new FTC rules.

Yeah, and I've done it. The course literally took me for the qualified individual takes 45 minutes or so. Not very hard. Even a dummy like me from South Carolina can take care of it. And then pretty much everybody in your office has to take it. So this is something that is going to talk about cybersecurity, about the security of documents in your office, about everything that's really pertinent to protecting people's.

Your.

Your customers information. This is something that people are going to be really looking at coming forward. All these government regulations coming down is really focused on this. Tiada has a way for us to be compliant. Super easy, very inexpensive. Even if you have more than 10 employees, the cost goes down. So need to get in there, need to get it done. It goes in effect December night. Don't put it off. Go to dealer education portal.com and get compliant.

And here's the episode.

You are listening to the Independent Dealer Podcast with hosts Luke Godwin and Jeff Watson.

Hello and welcome to this episode of the Independent Dealer Podcast, brought to you by Buckeye Dealership Consulting. This week, Luke, we had an awesome panel discussion with everybody who's going to be at Buy here, Pay here Super Forum. It was. It's a good conversation.

It's.

It's a good lead into the forum. It's something that's going to help kind of guide where you need to be when you're at the forum. And it's going to be a lot of fun. Look forward to seeing everybody there. Yeah.

So if you're a Buy here, pay here dealer, continue to listen. If you're not a Buy here, pay here dealer, I'm not going to be offended if you turn this one off. The Buy here, Pay here super forum is November 9th through the 11th. And this episode is going to give you a bit of a teaser of what to expect from some of our guest sessions and the sessions that we're going to be doing there. A lot of great stuff we're coming with. So be sure you sign up. Be in Austin November 9th and 11th. And here we go. This is the largest panel we have ever had.

Luke.

This is.

This is great. We are going to be talking today about Buy Here, Pay here Super Forum 2022 and we have got just a shalhou of guests to discuss this.

Shloo. Is that a giggle? Is that a Utah word, a shloo?

I think that's more than a gaggle.

Yeah, it's a whole herd, man.

There's a flock of idiots on here.

We've got.

We've got Bill and Ben, both 20 group moderators with us today. We've got Troy, who's the new VP of all things promotional for niada. I might have just given him a promotion. And we've got Brown, who is a dealer operator and will be on a couple different panels for us.

Say hello everybody.

Here, Superform.

Hello.

Hello. Hello, everybody. Good morning.

Hello.

So that was our, our introduction.

Jeff.

I want to work clockwise and I'm going to ask Troy, Troy, tell everybody that's listening. What is Buy Here Pay Here Super Forum and when and where is it? Because we've got a time crash right now.

Can I ask why do we continue to change the name of this thing? Can it just be one thing and let's stick with it? Oh, well, that's. Nobody, nobody wants to answer that question.

I was saying that. So I can't answer that one.

I'm pretty sure the contract which stipulates that you're not to ask that question.

Why not? Why not? Go ahead, Troy.

I was, I will say this. I believe, you know, from, from what we've discussed, this is kind of where it's going to be. Obviously used to be the NABD Finance and Expo, but as you know, NABD and NIADA emerged. We're, you know, kind of pulling everything together under and calling it the Buy Here, Pay Here Super Forum. And that will be in Austin on November 9th through 11th. So obviously coming up relatively quickly and as far as what, you know, what people are going to learn, I think there are three key areas that we're going to do some things a lot differently with. This particular event is having true workshops where people are going to come and be able to walk away with something tangible. You know, a lot of times we come and we'll have the sessions, the breakout sessions, and there's a lot of, you know, information shared, but there's nothing really that's a tangible thing that the dealers can walk away with. So there's a lot going on right now with the FTC safeguards rule, which I think is something that's huge. Actually. Just got off the call earlier with. With an attorney, you know, regarding safeguards rules and just everything that's going on with that and how important this is to dealers. And by not a lot of dealer, I think just don't know or think that they don't need to really, it doesn't apply to them and it applies to everybody. And understanding what you've got to do to keep yourself safe, it's something important. And where, you know, you come into this workshop, you're going to walk away with a true checklist of this is how you've got to do things and what you got to do, what you got to look for to make sure you're compliant.

Yeah.

Because, yeah. You know, not being compliant can, I mean, it can truly the dollars it can cost you. I know with some of the things you've seen just recently with there was a dealership doing some things that ended up costing them about nearly half a million dollars.

Yeah. Troy. So you talk about these workshops that we're doing, and broadly speaking, the first day we're going to have three different workshops and these are actionable workshops. And this is a really, really great idea. I may have brought this up a year ago. I don't know. Janet maybe came up. I'm not sure where she got it.

Five years ago.

Yeah, but this is so cool. So the first day are three different workshops. It's business operations with Bill and Ben. There's going to be a digital marketing with Kendra and some other folks that probably aren't as important as her. And then we're going to have the safeguards thing, which is where you bring your pillow and blanket and you take a nap for four hours. But.

Oh, don't do that.

You can go to any of those three workshops for four hours. I mean, it's the whole first afternoon. Like, these are actual things. Kendra, what are you going to be give us a little kind of teaser on what you're going to be teaching us to do because we're going to walk out of there with stuff in our hands. Digital marketing stuff, correct?

Yes. But before I get into the digital marketing workshop, I want to go back to the FTC safeguards. Don't take a nap. So I started off my buy here, pay here experience in my Dad's dealership. And I introduced him to software. Fraser Software. All right. Got him on the computer. We did an OCC stage audit while I was there. And this is. He was a small dealer, you know, a one shop operator. I mean we literally worked in like a 20 foot long, 6 foot wide. That's where we work. Just a high table, you know, 1980 style. And we had to go back into all of his files for like four years and, and he had to write checks to people because he wasn't, he wasn't using software that calculated APR correctly. So I mean, it's just like don't take a nap during ftc.

Yeah. On that, on that note, Jeff and I have a podcast that we did with the Texas Independent Dealer association that, that's really good on, on, on that as well. So if y' all want to go back and check that out, you can do.

Yeah, Luke, I've heard really, I've heard really good things about Tiada's training that they've done so far. I just had a 20 group meeting a couple weeks ago and man, a couple of dealers just raved about what they were able to get out of that. And what I think is really cool about these three workshops and Kendrick can jump in and talk a little about marketing, is that there's some real value with this. Like dealers would spend thousands of dollars for third to third parties to come into your dealerships to get what you're going to get here during, during this half hour, you know, during this half day session, you're going to get one on one training, actual, you're going to leave with actual plans, templates, you know, checklists, all the things that you're going to want to leave. I think it's really important. Kendra, you want to maybe answer Jeff's question about that, about the marketing piece? Yeah.

Yeah. Thanks for bringing the squirrel back around. The digital marketing workshop. That's what I do.

That's what I do.

Are you a moderator? Are you a moderator?

Right. Bill's great. Like he was. I mean, Bill, Bill's the moderator in my 20 group. Yeah, he was cut, cut out for this job. Okay. Digital marketing workshop. So, um, this Janet came to me, I had done. So I got into digital marketing. I'm the kind of person, you know, I run a buy here, pay her dealership with my husband and we started in 2013 and I kind of want to learn something before I can hand it off to somebody, which is how I got into digital marketing. And I've been doing that for Years now for our dealership and also for other dealerships and via agencies and things like that. So. So one of the things that I like to champion is empowering people with the knowledge so that they can hold others accountable. So this workshop, you're going to walk away with understanding how to build a digital marketing strategy. And it's not just going to be a bunch of, you know, facts and figures about why you should be advertising somewhere doing something. It's going to. You're going to audit yourself your whole. How you measure your marketing performance, how you manage unpaid things within your marketing program, and how to identify what will work for you and your dealership. So you'll audit yourself, you'll build your plan, you'll gain an understanding of the whole digital marketing landscape so that you can choose where you need to be improving. And it's just going to give you a framework so that you can actually walk away, rather than walking away with more material that you want to read and dig into, because there's so much knowledge there. You're going to have a plan that you can execute, and so you'll feel empowered when you walk out of there. I think with all of the workshops, but I know for sure the digital marketing one is really going to be set up that way.

Yeah. I think, Bill and Ben, yours is on operations, right? I mean, these are, these are workshops where it's like, bring your laptop. We are going to be doing stuff.

Yes, absolutely. Bill, you want to maybe talk a little bit about. You're gonna. I think you're gonna handle a session on collections during the business ops workshop, right?

Right.

Yep. So, you know, just a lot of what I'm going to be doing is going to be talking about collections and the processes, some additional best practices, different things that you can actually use, and go into your DMS even now and say, how can I tweak this? What can I do differently? You know, how am I going to be able to. To, you know, use what they just told me and do I have that in my software and. Or what do I have in my software that I can even use at that point in time? So I, I would wholeheartedly agree that, you know, if you don't bring, you know, the tools that you possibly can use or you. That you do use at your dealership to be able to evaluate or know how your business is running, that you might not to get everything you want to get out of this, and just, just taking notes and trying to take notes back is not going to be the ideal thing. It's actually doing it right then and there.

Bill, are you still, are you still going to build a flowchart and bring some scripting?

You know what that is going to be some of the things that I'm actually working on right now, Ben. You know, I want to be able to show, hey, you know, from this point to that point, here's how it's going to be. And there's how, you know, again, conversations that you have with the customers or guests at that point in time, whatever you might call them. So, you know, at the end of the day, it's going to be very valuable that you're going to be able to be able to see how your collection business is going to turn for the better because of a lot of the different practices and processes that you're going to be putting in place.

There's also to transition into some of the general sessions. You know, typically you go into some of these conventions and my critique has always been it's like, oh, it's like a vendor led pitch session, right? Like, I don't want to learn about, you know, CRMs from the guy that built a CRM. Like, you kind of know where it's going to go. One thing that I think you guys have done really well this time around is when I look at these topics and I look at the presenters, a. If they are a vendor, I know they're not a pitch vendor. You know, it's not some of those guys with a reputation of like, hey, I do this thing and let me tell you, the only solution for this problem.

That's right.

That's right.

Okay, I know where you're going here, but I mean, some of the ideas, like 5 Ways to Thrive during trying times like fraud, how to collect better payments, like, some of these are really, really timely topics that I think come November, I mean, they're going to be invaluable. Talking about collections and trying times like.

Geez, you're absolutely right. I mean, you think about where we are as an industry right now, what we went through the last couple of years and then what we're, what we're about to go through, you know, potentially in 2023, the economic conditions that are out there right now. Well, what's. What you're talking about? We've had dealers. You think about when's the last time we might have cycled through a recession and we might have cycled through. We've never been through anything like a pandemic. But, but you know, 0809 and 2010 are very similar. You know, you could draw parallels economically. Right. We've got dealers who were in business then and who not only were in business then, but, but looked at the landscape, understood it and excelled. Right. And they're where they are today because they were able to, to maneuver through that time. And that's what we're going to talk, we're going to have those, those dealers on stage telling us what they, what they saw, how they did it, how they moved forward, and then help us build a plan for, for moving forward in 2023. I think I'm really excited about that piece of it. I think you're spot on.

I don't, I don't always like old people, old dealers and things like that, but I mean, we, we live through that. And, and I tell you, having, having the knowledge of what happened then to compare it to now is huge. And you know, we'll look back on what happened during the pandemic as well, people who are still in business 10, 15 years from now and, and have those same responses. It's invaluable to have those type of dealers sitting on panels and discussing this because not only does it kind of give you an idea how to get through something, it also gives you the ability to, to meet those dealers, to get their phone numbers and to discuss things that may happen in the future. And, and that's one of the great things about, about this, these forums and things like that as well.

Yeah.

You know, and I'll tell you one more thing. Ben's got a, another workshop that he's going to be doing and, or a conversation is going to have for cpi. You know, listening to a podcast this morning, you know, there's still people out there that don't know the advantages and, or the benefits of being, and having a cpi. So just the sheer fact of being able to listen and talk with not only dealers, but some people that are, you know, right. Directly in it and can give you some insight. And information is definitely a big plus as well. So, you know, Ben, you want to talk a little bit more about that?

Yeah, it's not going to be like a, like a, you know, some of the panels we've seen before where we're just. I've got, so what I'm bringing in is I'm bringing in a couple of vendors because they are the subject matter experts in their particular platform. But not only am I bringing in a couple vendors, but I'm bringing in their, their best dealers and we're going to share their data, the important data on a screen so you can see who's doing what. And they're not just speaking out of the side of their mouth, they're actually getting it done. You're going to see their loss ratios, you're going to see what's, what's actually going on. You can ask them questions specific to their, you know, to their penetration rates or what, whatever you want to call them. Right. You're going to be able to ask them what their point of sale penetration is, what their, you know, what their portfolio penetration is on cpi and actually have some real questions around that. So I think it's going to be super important. Then you've got the vendor sitting there so you can talk to them about the technical side of it, what they're seeing broadly across the nation. It's going to be a great, a great panel. I'm super excited about it.

Yeah, I'm stoked to learn that because I don't fully wrap my brain around the CPI thing. As long as I've been in it, as long as I've pitched it, I just cannot get myself to fully buy in, which doesn't let my guys get fully bought in. So you guys know Buckeye Dealership Consulting is a great sponsor of the podcast. They help give us money, American dollars to promote this podcast out to more and more dealers. But they also have great reinsurance products like cpi.

That's right. There's gonna be a whole session on CPI at the super forum, Jeff, and it's a great way to have an extra avenue to make more money in your dealership because who knows, with what interest rates going up, with all this uncertainty in the market, you need other avenues to make money.

And the really unique thing you guys, collateral protection insurance or lender forced insurance. The CPI product is so unique because it's not actually us just moving money from the left pocket to the right pocket and taking it tax deferred. This is actually money that your customer would have been giving to Geico or Progressive or the General or some nonsensical insurance company. They're giving it to you instead. So it's, it is really a revenue source, not just straight up tax. Yeah. So anyways, back to the episode. To plug us, we're going to be doing two sessions. We do. We're going to be leading a dealer panel called bulletproofing your dealership. And I definitely fully intend for that to be an irreverent conversation about with Kendra on the panel. So I've already given Kendra the disclaimer that hopefully she's not easily offended, nor does she worry about easily offending people. So it should be a really fun conversation.

What was that, Luke?

Jeff offends people a lot, by the way.

I like to tread the line between entertainment and cancel culture and I'll just see how close I can get to that.

Good job of tap dancing.

Yeah. So Kendra, just maybe give me your thoughts on bulletproofing your dealership. Like what, what, what comes to mind from your place when you, when you think about that?

Well, I think, I think it's timely. Like you were talking about the, what we're going into, what we've coming out of with the pandemic. I think there's just so many different ways that you can protect yourself for sustainability as a buy here. It's volatile enough without what we have going on right now, the car industry by here pay hair specifically. But I think it'll be great that you'll have different people there talking about how we do it in different ways. Everyone has a certain appetite for risk, for debt and so we're all going to probably have a different, a different way that we can. We've talked about how we're, how we're making sure that we're ready for what's come and building or saying the same or whatever, whatever it looks like for us so that other dealers can identify with it and find out what can work for them. And I think that that's kind of in the spirit of the whole super forum where dealers don't just walk away with a bunch of information they have to sort through. They're going to be actively synthesizing while they're there and talking to people and getting so much out of it at, in this place. So.

Yeah.

Bill, do you. I mean, Bill and Ben, I just want to ask this quick question since we're on the topic. I mean right now the interest rates are rising. Collections are going to probably be going a little sideways. You got all these things to take it take into your head. Can you give just a couple things that you're looking for when it comes to bulletproofing dealerships right now.

Ben, go ahead.

Yeah, so. Well, one, I mean it sound like a broken record, but, but I am concerned that a lot of dealers aren't concerned about the safeguard rules. We have 20 groups and I know it's not a sexy topic and you know, to Jeff's point, man, we're all going to fall asleep in compliance. I, I get it. Right. But that's why we're not. That's why we're not engaged in it because it's not a sexy topic.

Right. Well, but I can tell you think about getting sued, then you're going to pay attention.

That's exactly.

Well, exactly.

And Jeff, here's the thing. We, we all have our own 20 groups. The dealers have their own 20 groups. Right. Well, so do attorneys. And I've already heard groups getting together. They're already planning their, their class action lawsuits. They're already planning it. They're just waiting for someone to make mistakes. So I think for, I think you've got to take that seriously. But I, I believe where, where you probably were going was operational collect collections is, collections is right now, I think is. It's got to be front of mind for everyone. Charge offs are going up. Yeah, charge offs are going up, you know, and, and delinquencies are going up in. And it's going to continue. It's not at pre pandemic levels yet. So we don't have to pull, you know, we don't, we still have time. But what I'm seeing is, I'm seeing the squeaky wheel. You know, you, you think about it. Squeaky wheel gets greased. Well, it hasn't been squeaking and it's starting to squeak right now. People are like, oh, oh, you know, I gotta, I gotta deal with this.

We talk about that all the time. Is like we're so worried about inventory prices and everyone's talking about the cost of cars. And this, this, this collections have been so great, we've just been ignoring it. And then like you said, all of a sudden, boom. Shoots up.

It's going to hit us right in the face. And to your point, a lot of hot topics right now are surrounding, you know, EVs. You know, people are starting to kind of figure out the landscape on what that's going to look like down the road. Is it a problem? Is it not a problem for us? You know, I mean, hell, I've heard some of these batteries are like £6,000. Do your lifts, are your lifts rated for that?

You know, if you've got to start.

Working on cars, you know that that's probably really, really far down the road. But I think it's starting to become front of mind. How do we make money? You know, as we're, as we're moving forward, how do we shift if it, if and when it happens? Because it's probably more of a win than if.

Right.

And those are some of the things. Bill, are you seeing anything outside of that?

No, you know, I, I would just Go back to what you just said about collections, you know, repossessions, repos on hand, you know, you know, those are going to be the biggest parts of what's happening right now. I'd say that, you know, with a lot of the groups that I'm watching and, or I talk to, you know, they are having the biggest issues right now is how many more repossessions are we going to have? You know, I mean, I've got. They're showing me the, the line of the cars in a video that they've got, that they've got from all the people that have just turned their cars back in. And these are good customers that all of a sudden came back and came to them and just turned in and said, I'm out.

So that brings me that, that brings me to something, Bill. Going down this road of bulletproofing is that as repos come in, interest rates rise, people with these big, hefty lines of credit, you know, they're sitting at, let's say, 50 to 55% right now, almost maxed out. Your principal on your portfolio starts to fall, and these interest rates keep going up. That could put some people into pickles, right?

Oh, yeah, absolutely. You know, I think that that's going to be the bigger. A bigger issue that you're going to be worrying about or concerning yourself with, you know, as well as, you know, from the big finance companies, you know, the, the Santander's or. Or, you know, West Lakes of the world. You know, I, I'm looking at them and I'm seeing a lot more repossessions that they're having that they hadn't had in the past. People can't afford those payments that they put them into. I mean, you know, the average payment for a used car right now is 577. That's. That's just crazy, you know, and granted, you know, they're making more money, but at the end of the day, they're spending a lot more money to do so many other things. So, you know, bulletproofing your dealership, and I think, you know, from, from this standpoint is those are going to be the topic of conversation that I think are going to happen. But there is one question I did want to ask, and I wanted to know, is Chad Randash going to do a magic show while he's up there on stage with you, Jeff, or is he going to make you disappear? Or. I know he did the same thing, did something like that to Luke just recently.

I don't know. I don't know the story, what happened.

You weren't at TI80.

No, that's right.

It was a great show.

But anyway, I'm practicing to see if I can get as good as Chad can with the Rubik's Cube. But for sure, Chad puts on a great show. And if he is doing it there, that's gonna be awesome. Last but not least, Jeff is our friends over at Pastime. Pastime is a great way to protect you against theft on your retail lot, against your employees riding around, you're wondering where they are, and also if you have buy here, pay here, or lease here, pay here. It's a great way to protect your collateral in case you can't find it. Right.

If you've listened this far into the episode, you are definitely a buy here, pay here dealer. You gotta get GPSs on all your cars. If you haven't done it yet, I don't even know what you're waiting for. They're inexpensive, they're wireless, are the most, the easiest thing to just drop in the headrest or the, or the side compartment or, you know, tuck it in many, many places on the car. So it's really a no brainer. The disclosure is not a big deal. If you're worried about custom walking away because they got a GPS on their car, being offended. Not, not even with Luke's cars. I mean, he's selling nice cars to very respectable, upstanding folks in his community. They don't have a problem.

No problem at all. And I tell you, Pastime, we talk about another thing. They look out for the dealer. Right now we got a storm bearing down on the southeast and they sent out an email last night, hey, guys, these are the things you can and cannot do. So not only that, they keep you, they keep you in the straight and air too. So thanks to Pastime and we look forward to, you know, getting past times on every car so we don't lose anything.

Right?

Yep.

Look, when, when times are good and times have been good the last couple of years. Right. When times are good, what ends up happening in our dealerships is processes get a little loose, you know, procedures get a little loose. Maybe we overstaff. Maybe, you know, maybe things are happening, you know, from an expense perspective, there are things we can control, there are things that we can't control, our processes and our procedures within our dealerships. I think it's time to take a look, reevaluate. If you haven't done a pro forma in a while or a projection model for 2023, super important sit back, take a minute, reevaluate your business. You know, if we're going to. If we're going to overcome the landscape, we've got it. Maybe it's time. I'm not saying we got to tighten up, start fired a bunch of people. What I'm saying is, is let's look at our efficiencies and see where we can make improvements. I think that's something that's super important right now.

Yeah, yeah.

That's one of the things that I've done recently at our dealership is just a cash flow calculator, you know, and I just put in, you know, and we're just gonna have to tighten up. But again, that's our. That's my appetite for risk, my appetite for debt. That's where I'm gonna improve my efficiency. So. Yeah, but just talking about all those different possibilities and things that you can do to improve.

What additional revenue streams can you bring in?

That's my. One of my big things. Where can I go?

CPI is one of those.

Everybody.

Yes.

So it's an interesting things that you guys have in. Don't you have on the deal on the independent dealer, an Excel spreadsheet that you have for cash flow as well? I think that you guys offer that or you have offered that within your. Your. Somewhere on your site.

Somewhere. We once did a forecasting model. Yeah, I think it's still on there.

Okay.

I thought it was.

I found it. I. Yeah, I found it the other day. So, you know, I liked it. I thought it was right on. And to Ben's point, you know, if you're not doing that, and I think that that's a bigger part of a lot of things that are happening, making sure that that's happening. But, you know, those are going to be the conversations I would assume that we're going to be. That I know we're going to be having at the Super Forum.

Yeah. And to wrap it back around to that bulletproofing session that we'll be leading. It is going to be doom and gloom. It will be. This is what to watch out for, because this is what will take you down. Right. It's the holes. It's where you're not bulletproof that can hurt you. And. And so all those things, we're not going to be able to solve everyone's problems in 45 minutes, but we're going to be able to point out what you might not see because these dealers have experience. The dealers on the panel have seen a recession, they've been through Tough times. Some have lost a lot of money and lost dealerships and rebounded. They can tell you, hey, this is what took me down. Or this is something to really watch out for. So new dealers and dealers that haven't seen it before can be like, oh wait, I need to be aware of my turn time. I need to watch out for contailments. I need to, you know, I don't.

Know what I don't know.

Right, exactly.

And I want to hear from somebody who does.

So that'll be a big one. Our second session is going to be words of wisdom from 300 plus interviews. You know, here on the podcast, we've done hundreds of interviews with dealers and experts. And so we're going to pull out, you know, kind of the top handful of real, just real insightful comments from interviews that we've had with dealers. We're going to play those live. We're going to have Bill and Ben kind of expound and bloviate. What's the word for that? Kind of like, you know. Yeah, pontificate upon the topic and wrap it around to a practical thing for us. So that should be a really fun one too. And that's.

She knows you, Bill.

That's going to be our rah rah session. So that'll be the closing session and we're going to leave you on a high note. We're going to, you know, pack your bags and ship you home on a plane. Just really ready to fire it up to go.

May pull some bloopers out.

Yep. Yeah. You never know. There might be a few other things that kind of go. But you know, at the end of the day that's, that's a big part of everything that this is going to be about. You know, it's all for the buy here, pay here, dealer and it's all about an, a good strong education that's going to get them going into 2023 with a fire, you know, and ready just to rock and roll.

Yeah.

All right, so, so it's in Austin.

Hold on, Luke. Let's talk about the final sessions real quick before we sum that up because I do want to give a summary of some stuff on the session. Troy will help us with that. But the final, final, final sessions right before mine is going to be some workshops, I mean, or roundtable. Sorry, sorry. The round table sessions. Yeah, Troy, those are super cool because we did those a couple years ago at an nabd and it's just a super informal dealers around the table talking about whatever topic is on the table. Right. Like, it was a really cool thing when we did it.

I was just saying it allows the dealers to really learn from each other, like you said, in a way that's very open and informal. I think the key there is it allows you to talk. And one of the things I know I've heard in the past is from people is, you know, I know this. I know that. I think a lot of times where the value of this super forum is going to be to help dealers not to be complacent, because there are so many things that change on an ongoing basis, and to be able to have that, to build those relationships. I think at that roundtable is a great place to build relationships with other dealers that you can now move forward with. And again, it's the complacency of what we talked about. Again, ftc, marketing operations, all those things are constantly changing. There's always something new. So if you think that you knew something from two years ago, more likely than not, it's changed. So it's like that's why you wanted it.

Yeah.

So, I mean, again, from a marketing perspective especially, things change so fast. But I think it's. It's what you want to do is come here more than anything and establish some really solid relationship with other dealers and, you know, folks like Ben and Bill. I mean, Kendra has a, you know, she is a dealer, but also has that marketing understanding. And it's. It's someplace where you've got to come and really share information and develop relationships to help you thrive, because that's what's going to help you get through.

The cool thing about putting the roundtables at the end is you're going to have a whole list of notes and questions that you didn't get answered, and you're going to be able to go to those roundtables, ask the questions of other dealers, and then go find that person that spoke on it or the dealer that talked about it and go down your list of questions and get them all answered.

Yep.

Yeah.

And make connections on people. Here's my idea. Tell Janet next year, speed dating. We should have a speed dating where you, you know, when the bell rings, you move to the next person in line and all the experts are lined up on one side and all us dealers are on the other side, and we just bounce down the table and ask our questions and.

Well, I'm not sure. I'm not sure. Stop by Bill's table, though. He's so lonely.

I think. I think Facebook will tell you differently there, Ben.

They just Would they just, they, they just wouldn't see Bill sitting above the table that we'd have to get.

Oh gosh.

But you know, just like I always say, you know, let's get in the water, let's see who's taller.

This is, There we go.

This is going to air the first of October, guys. So if you're listening to this in a timely manner, you have until October 14th to get the room rate. So I'm going to do the breakdown for you guys. We're talking about this case. So it's in Austin at the Hilton, November 9th through 11th. So you guys all know that the room rate ends October 14th. It's a 250 room rate. Great. Amazing to get a hotel for two 50s. Unheard of these days. Dealer registration is 595 up front. Now if you're a 20 group member, an NIADA member, or if you use the code that's in the notes of this episode, you can get a discount. So that gets knocked down then your flights. Eh, it's not too hard to get into Austin. Everyone's going to Austin these days. So flights are fairly reasonable. Actually I just checked most of the major hubs like you know, Vegas, Chicago, New York, Orlando. If you're fine flying on like Spirit and being on the outside of the plane, it's actually super reasonable. If you want the inside of the plane or if you're a first class guy like Luke, it's a, you know, five, six hundred bucks maybe. All in guys.

One more to add to that, Jeff. If you, if you become an NIADA member when you're registering, I think you also get a hundred dollars off your membership. Yeah, right.

And there's a, and there's a code. The code you referred to for you guys is bull 150. So if you, if you use that promo code, you'll get 150 off the register.

What is it again, Ben?

Bull 150 and it's not for Bull. B U L L. Bull.

Bull as in Bull.

Bull.

By the horn.

Yeah. Okay, I'm sorry, I didn't know what that was.

I didn't either.

Cincinnati Act 6 coming out there.

Bull B U L L. Fun fact.

He's got a little bit of a chili bowl.

I figured he was talking about a bowl because he likes chili up there.

Yeah, that's right. I do like chili as a matter of fact.

So what I'm saying guys is dealers. If you're listening right now, you jump on it, you're going to be maybe 1500 dollars $2000 into the entire weekend. It is some money, but you'll come.

Away with way more than that.

Oh, the workshops alone. The workshops alone are going to be. Are gonna. Are gonna be worth it. And. And honestly, bring like, I. Whatever your. Whatever your stomach is for the expense side of it.

Bring.

If you're coming, bring multiple people to so you can have someone attend each of the different workshops. It's gonna be worth it. Yeah. Sorry.

Yep. Collector.

Collectors.

Yeah, go ahead.

It's a. Collectors are always a great, great people to bring to these events. And then if you have a operations manager or something like that, depending on how big you are, you definitely need those people here because Bill, just getting, you know, Bill, if they had to do a online workshop for collections, it's going to cost them a lot as well, right? And Bill. Bill's great when it comes for collections. Ben is great at. At all kind of things, operations and all this, but there's going to be so much to learn. Guys. Guys and girls, you need to be there for sure.

Yeah.

Awesome. Okay, guys, well, we look forward to seeing you in a couple months then.

Look forward to it.

Hey, thanks for having us on, guys. See you guys soon.

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