"Dealers Are Chasing Leads Too Late!" – Why Predicting Buyers Is the Next Dealer Edge | Mo Zahabi, AVP of Product Consulting at Cox Automotive

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Join us now at CDGcircles.com. But the efficiency side of that is I'm wasting not only the

amp power on that, but I'm also probably wasting a lot of marketing dollars at the same time.

So I think the dealers are always going to look at the marching compression as the big problem.

Today I'm joined by Mozahabi, AVP, a product consulting at Cox Automotive. Most dealerships think

the clock starts when a lead comes in, but in reality that customer has often been shopping for

five or six weeks already. Mo breaks down how first-party data from across the Cox ecosystem can help

dealers identify buyers earlier, eliminate wasted effort caused by bad data and fragmented tools,

and create a more efficient sales process that keeps the salesperson with the customer instead

of chasing paperwork. A big thank you to our sponsors for making this episode possible, podium,

busy car, and of course Cox Automotive. And now let's get into the show.

Mozahabi on the CDG podcast. Mo, welcome.

Thanks, Josie. I really appreciate you having me on the show and looking forward to this

little bit of anxiousness now and on, but to be here.

Oh, no, just a fun conversation. With some guest input, of course, we had to send some questions

and circles and ask dealers, what questions do they have for being solutions and other,

yourself, of course, running and leading lots of product direction at Cox Automotive,

which is influencing thousands of dealers nationwide and inevitably tens of thousands of

customers if not more. So it's a pretty big responsibility. Well, I have a question for you

though. Well, let's get it, let's kick it off. You were, you're part of this, I call it, you know,

a pretty tiny club within Automotive that has tech background and real dealership experience.

There's, there's some of these people, not too many. It's an interesting two worlds to kind of

bridge. You were ten years at a dealership and you ran into someone on the lot. I thought this

was kind of like, you know, Hollywood story. So I thought I'd ask you first. That person ended up

being the founder of Vince Solutions. So you actually interacted with them on a dealership lot.

Roughly, let's say, what, 15, 20 years ago, pretty incredible. Tell us about that story. How did

this happen? Yeah, it was back in 2007 and I was like my background technical. I was that

nerdy guy in the in the lot. I had fired dealer specialties. The dealership that I was working

on, they were a little bit rude. So they said, well, if you think you can do it, you go do it yourself.

So I fired these guys and they, they leave. And I'm not kidding. It's maybe 15, 20 minutes later,

this, this little kid walks up and I think Matt was like 19 at the time. Jean shorts and a T shirt

and he goes, Hey, you got to check this out. I'm like, are you kidding me? Well, we talked a little bit,

you know, some good conversation. Same backgrounds, nerdy, you know, guys, computer science.

But Matt really had a good solution and it really created a partnership that ultimately

pulled me out of dealership. So then it's incredible, right? He literally found you with the

dealership. Give us the story. Why did you decide to do this? You've been at with Vin or with

Cox on a motor, but you started with Vin and it's been right almost two decades. Why did you

feel at the time before we talk about present day and what's coming? Why did you feel compelled to

leave the dealership and go to the tech side? It was funny because I was, I was going to go run another

software company called Perceptive Software. I had a friend who was VP there and he was trying to pull

me back out of the automotive industry. I had a one year old son. So this was really hard. But when

I, when I let them know I was going to leave, I called back to, you know, Vin solutions said, hey,

Matt, you know, it's been great. Want to let you know we had a really good partnership. You know,

there's anything I can do to help you in the future. Let me know. He put me on the phone with Mike

Delay, who is our chief sales officer at the time who hired me on the spot. So the big reason

behind it, you know, he was, it was from my kid. I didn't want to put in the, you know, hours that

I was putting in with a one year old and have him grow up not knowing me. So it was a big leap.

My dad thought I was absolutely crazy because of positioning that I have myself in with the

dealer group that I was working for. But he did help me, did support me and it turned out to be

an excellent opportunity. The funny part was Chase Abbott and I actually worked across the street

from each other and we met in finance schools. So we knew each other and we started two days apart

and I tried to hire him to work at the dealer group. I was as an F and I guy and when he saw me,

he was really mad because I almost got into quit his job to come work for me and I quit my job

to go work there. So it all worked out, but it was kind of a weird story and how it came the other.

Okay. So you meet the founder of Insolutions that you eventually join and you go to the tech side.

Talk to me about what learnings did you bring over from your time as a dealer to the tech and

product side? You know, Matt and I had talked a lot before I came over there and there's some

things that we did to help gather data out of the dealership that made it a little bit easier

on him because of my technical background. I could explain things that he was trying to learn

about inside the dealership because when I came on board, they only did window stickers.

And then they introduced the ILM, the internet lead management tool which we tested for a while,

but ultimately we didn't create the CRM or desking until I started at bin. And that's a lot of what

I was able to take in there and fortunately there was several people came out of automotive as well,

but on the technical side, I was the only one with automotive experience, but it helped me

relate things to Matt and obviously might delay at the same time. But the things that I was

able to bring were really the understanding of how these different systems that were out there

today worked like I can build reports in, you know, Reynolds and Reynolds. I can build reports in

CDK. I know that I memorized all the keystrokes for Reynolds, so desking and things and being able to

push desking in there was because I memorized the keystrokes. We did the same with, you know,

the actual ADP desking tools as well. So that's kind of some of what I did there at the beginning.

When I first started, there wasn't a lot of process either in place and that was one of the things

that we focused on heavily was not just bringing customers on board but making onboarding better for

those customers because that's a big component of their happiness in the long run. So a lot of

different areas like that, that kind of work in all different parts of the company from operations

to product, you know, so forth. You know, what I like about this type of wiring is that you can

see both worlds and ideally translate problems to real solutions. Now I want to fast forward us

to present day because there's dealers listening and there's, you know, real challenges in the

industry and we're also going through lots of changes in the industry just technologically as everyone

is. Given your wiring and having, you know, been on the dealer side, current and tech side, what are

you seeing today as some of the, you know, most pertinent challenges for dealers? I think there's

a couple different challenges. One of them is, I mean, you still see a lot of employee turnover

in the dealership and I think that's the direct reflection of the technology. There's challenges

from obviously sourcing inventory, the economy, the way that's playing out right now. I think the

biggest issue that the dealerships are having is efficiency. I think they waste a lot of times in

a lot of different areas trying to pursue customers and not really chasing them down the right way.

You know, they rely on the old tactics more or less, you'll see, which is, hey, happy 15-month

birthday on your car as a way to engage with a customer engage where they are in their life cycle.

I think for sales people, one, that's demoralizing because there is no win there for them.

And I think for the customers, it's annoying, but the efficiency side of that is I'm wasting

not only manpower on that, but I'm also probably wasting a lot of marketing dollars at the same time.

So I think the dealers are always going to look at the margin compression as the big problem.

But I think that the problem is that most dealers don't really have a pulse on who their

customer is or where they are in their life cycle. And I think that creates a big problem for them.

You said two big things there. First, you started with technological challenges impacting turnover,

which I want to understand what you mean. But let's start with efficiency.

When you say trying to pursue customers and not going after them the right way, what is the right

way, right? In your opinion, like, how do you, what's the right way today to interact with customers?

You have tons of resources under your belt. That's obvious. And so I have to imagine

you're spending those resources and investing them in ways to make help dealers solve these problems.

So that's really what I want to get to. But talk to me first about what is the,

like we're going to say chasing customers on the wrong way. What is the right way?

Well, I think the right way is reaching out to a customer before they reach out to you and

understanding why you reach out to them. I think the big problem that we have right now is

dealers wait until they get a lead and then they hurry and they rush and they worry about a

five minute response time. Your customer has been in market for five to six weeks.

You're late. You're late to the game. And I think that's a big problem for these dealers.

And what happens with that is you lose customers because you never got the opportunity to

sell them because you were waiting for the lead. I think that dealers need to really look at ways to

pull leads forward by understanding what's going on with that customer. And a lot of that can be

picked up and derived from, you know, first party dad on websites, you know, being able to understand

that a customer has evaluated a trader, configured a deal or been on your website platform and they

are back in market and they are likely to buy the other side of that is and you were there is,

you know, buy my product. If you buy my product, you'll make more money. I always thought that was

a horrible way to go about things. I think that it's not just about profitability. It is about

efficiency. And if you have efficiency in play, you can save money for your dealership and make it

more impactful. I think the dealers today who use that other right way are making an impact and

probably have happier customers and happier salespeople. An example that would be, you know, I

remember calling and saying, hey, you see, how you how you doing? You know that car you have,

we really need that trade. And then you go, well, I got rid of that car like six months ago,

actually traded it to you. Well, we've said you four marketing pieces since then. And my sales

person's called it three times. Why does that keep happening? Because you're not using data the

right way and pulling that data out of that pool. So we don't engage with that customer. That's a

lot of lost revenue. That's a lot of lost time. And I think the dealers that are really hedging the

data are the ones that are in a better place now, whether it's, you know, knowing the right time to

reach out to a customer or more importantly, when not to reach out to a customer and waste your time.

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CDG or click the link in the show notes below. What are you doing to support that? Like how do

you fix that? How do you help dealers fix that? Well, I mean, we built processes in place for that.

So one of the ones that I love and it kind of gets undervalued because it's a core component of

our solution, but it's called no longer owns and automatically scrubs that out of the system.

So it says, oh, we'll use your trade of that current to us. We can see it trains actually in the

data. Don't follow up, kill follow up process on that. And then because of our pool of data,

auto trader, specifically, you know, we see all those vehicles out there listed online.

If we see that vehicle listed out online, you know, the customer doesn't own it anymore. We kill

the follow up process. So putting it in perspective, and we we've had this process for a while,

but I love this number because when we set that process live across our system, it killed 850

thousand pending tasks in a day. Think about that. And what specifically, when you say,

was it just duplicative tasks that every dealer who today is, let's say, for example, here is a,

you know, on a VIN solution CRM hypothetically, right? Is that what we're talking about that just

disappeared or what exactly happened? That's pretty much what happened. So it said, hey, listen,

these customers don't own these cars anymore. There's no reason to call and say happy to your

birthday or, you know, offer them top dollar for their trade. They don't own it. So let's shift

the follow up and use that a different way to engage with the customer. Because I mean, here's

the thing is, if you trade in a car with me and then I call and follow up and try to get you to

trade in the car, you already traded in, how well do you think I know you as a customer? So I want

to bring up one question here from a dominant Texas dealer who's asking, this is real time from

circles. They're asking with the advent of AI and so many, you know, new fast moving companies

and they are a, there are VIN solutions dealer, by the way. They're asking, how do you plan to invest

in the platform to keep your dominance in the months and year to come? Can you give us an example

of any of those plans? Now, obviously, this is a big question. This isn't just like, hey, we're

going to do this and everything's going to be great. This is clearly, you know, of, there's a lot

that goes into planning out the future, but I think the bigger kind of thematic underlying question

here is, you know, what does the future look like for me as a dealer who is maybe on VIN solutions

on his platform? How am I going to stay competitive in the marketplace? How do you respond to that?

I think that across the board, and it's not just CRM, it's making the product smarter

and getting it to where data allows us to do more of that. Because like when we talk about AI,

for example, AI is only obviously as good as the data that you infuse it with. So who has the

largest pool of data who can see the most? And that's, that's really us. And I, and I love that

fact because I'm here. But I also know that, you know, the dealerships themselves want to be more

efficient. They want to be able to do, I don't want to say more with less, because I've been out

and I've asked dealers, if you could do more with less wood, you, and they said, no, what I do is I

just hire more people and some more cars because I've learned to be efficient. And I, and I love

that. And I've seen several of your interviews where they talk about that efficiency angle.

I think that's more of where we're headed with this is is more transparency, easier to use.

And obviously our, we've been not for UX, we haven't redesigned. That's part of what's coming

with it is just making it more intuitive and more connected. And I can tell you, when you take

several companies and you try to put them together, it does take a while to get it right. But because

of the size and the depth and breadth of what we have, the possibilities of what we can do with that

far exceed, I think anybody else in the industry. And it's just because of the scope of the data

and the people behind it. And that's a big part of what we do. You know, our performance management,

for example, that's something that I always wanted so badly in dealership because I was the

nerdy guy that everybody called on the fix every like I was early AI before we had AI of the

dealership. I made everybody's life easier, but it made my life more complicated performance,

management, tools like that. I think really helped the dealers get the most value out of the product

because if you don't have so many there to help you understand not only how to use it, but,

but ensure that you have metrics that they show usage. Why buy the software? I mean, why not just

set the money on fire in the back of the dealership and the winner and keep it warm? That's really what

you do if you don't have that type of system in place to make sure that you're getting the most

out of the assumptions. So I think one of the two things is that in people. So I want to talk

on the second one. I'll buy it, right? I want to take it a step further because I agree with you.

I do think that in this age, it's whoever has the most access to the most information. You can

simply get the smartest solutions, but I wanted to steal that to the dealership level. So you said

make the product smarter and you do have access, of course, to a plethora of data because we'll

talk soon. We'll talk about what it means or just to connect its solutions and multiple logins,

one log in, disparate systems. We'll touch on that too. But when you say make the product smarter,

can you give me some examples? I know we had a side conversation before this about predictive

analytics in the dealership that I thought was neat, but can you give us that could be one? Can

you give us that and other examples of, you know, when you say make the product smarter,

use the data, how does that actually show up? And, you know, what does that actually look like in my

day to day in a dealership? I mean, I think there's a lot of different areas. You can have a website

and things like experience optimization, which is powered by our first party data to make sure

that the site's optimized for the customer. I think that when I'm talking about inside the

dealership, you have, like I always said, you have a CRM and there's a difference in a smart

CRM and a dumb CRM. A dumb CRM I log into when I got to figure out what I'm supposed to do today.

A smart CRM can use data to highlight probably the most important customer I could reach out to.

And what I need to say and what happened in the past, you know, give me a quick summary of what we've

done with this customer. I think those are ways that we can make the experience better and those

are ways we're already doing it. I think that the predictive side is huge because it solves that

problem that we talked about earlier, which was efficiency and knowing when to reach out to a

customer and what kind of offer to make to the customer. Because when we rely on things like

predictive analytics versus predictive insights, we're relying on past data history to kind of

re-piece together what we might get in the future, right? You know, so you always bought this car,

you're going to buy this car because you always bought that car. That's not always the case.

Things change. People have kids and they move on to SUVs. Well, with our technology and how we're

able to utilize it and plug that in, I can see that behavior change and I can recognize that,

hey, wait a second, this customer that's marked lost, for example, we see that all the time,

or that previously sold customer that we don't think is ready to buy again, we're picking up those

signals that they're back in market. We can do things like automate lead creation so we can use our

network as a lead generation tool inside the CRM and I think that's huge right there. The other

side of that is being able to automatically engage based on situations and say, hey, because of

that data, we're able to acquire from tools like autotriderkvbdior.com, my wallet, accelerate my deal.

We know exactly how a customer wants to buy the car and how to pencil that customer.

The other side of that is tools like deal pulse and I had it's one of my favorite tools and I

know Chase is what's that. So deal pulse is a tool that's built into our deal central application

and it's an aggregation of the data the customer gave us in their journey. So if they went to,

let's say, autotrider and they put preferences in or KBB or they used my wallet and told you

what their range was. We gather all that. We gather from accelerate my deal as well. So if you

get a customer and says, I put 2000 down then I put 4000 then I put five and then I submitted it

with three. We know they have more money and we're able to leverage that so that if a customer

does come in, the manager can see it and it's, to me, it's like playing poker with the customer's

hand space up. You know, I can see all those cards. It's easier for me one to close a deal, right?

If I know what you really want, it's easier to close a deal. It's also easier for me to call

it bluff. And then I'm sorry, sometimes you got to fold and walk away from a customer. It just

happens. But I want to know so I don't waste my whole day with them. So being able to use that

information makes it a big advantage for the dealership. The other side of that is more money because

if I'm a salesperson and you say, hey, go get another couple thousand dollars out of that customer.

Most of the salespeople I knew kind of coward at that point because they didn't want to mess up

the deal they already had in place. So they would go talk to the customer, come back to the

tarar and go, they didn't have more money. But if I can show them that in the data, this customer

actually put down at one point, they have more money. You have the confidence now to go out and

ask the customer knowing that. And I asked a lot of dealers this and they all say yes because

it's the truth. That confidence allows me to get more money for the dealership we know cash is

king. So I think there's a lot of different ways that we can use it. Those are a couple of

examples of how we're using it now. Okay. So I get that from a data and analytics perspective.

I think you brought up a couple of student points there specifically with polls and deal polls

and actually having better information for customer preferences and terms. I want to shift it now

to the product itself. You know, one of the biggest pain points I've I experienced as a dealer

was having disparate systems. And I think today it's even worse because today the number of

systems dealers are using is simply on a record high and forget spend. But actual logins it's

really difficult to manage. So you've we've gone to this point where you know, I would say like

some of the hottest early stage startups in our industry are bolt-ons, right? Because it is

simply easier to grow and you can grow quicker. And in theory, you don't have to take the dealer

out of their current workflow. So I want to start this conversation about just what is your perspective

on connecting? I know you have you've had a big initiative on connecting the Cox automotive

solutions. But can you tell us like what stages that at you know, one of the questions that someone

wrote here specifically was how are you working to continue improving and evolving the integration

of all the systems that Cox automotive. And my guess and I don't know this because I didn't ask,

but my guess is that they're asking this because the more connected things are the more time I

as a dealer saved during my day and things are just easier. So what's your take on? What's the current

status of integrations within your current you know product ecosystem? And where is it going? Let's

start with current status. I think the current status is we're highly integrated. I think some

misperception comes from the fragment in UX. It's like if if you have an Apple you can use an iPad

or an iPhone and a Mac they're all different operating systems by the way, but they work the same

right because they're a common platform. And I think that's what we're trying to get to is that

common UX UI because I think it will solidify a lot of the integration that we have. I think we have

like 180 different integrations across the solutions right now. In the future there's obviously going

to be more. We're already working on that and I'm talking about like deep more on that. This is

something that we kind of beat up our own product team about regularly because that's part of my

team's core job is to take what the customer gives us and and give it back to them in a way that they

can understand it. And probably 80% of the time it's like we need to change this workflow to make

it easier on our dealers. And one of the key tools that we released and we didn't we didn't really

push it as hard as I thought we should. We have a tool called Navigator that actually works as a

Chrome overlay but works all of our products together. So I could do like I'm in the service

department you see and and I go and I use the Navigator tool. I can right click a VIN

automatically see all the opens and declines on it. I can push that right into Viato all that

informational carry over into Viato and real time I can put a number on it and then push it to

VIN to make an acquisition offer. And it's just three or four clicks. We wanted to simplify that

because we understand one inventory that's an issue but also that process and streamlining it because

to me the best source of use car inventory is your actual customer base. And the best deal you

have in your CRM right now is one of your customers. So why do we do all these other weird things?

I think it's what we need to focus on is what's best and what's the lowest hanging fruit and we

have a lot of ways to do that with the different integrations we have. We've done that in the past

obviously with you know what we talked about predictive insights because that harnesses auto

trader KVB and all those different sources and brings them into one aggregate where we can use it

with engagement for marketing for that matter. But I think there's you know a lot of different

opportunities for us. I think service acquisition is obviously one of them. The other one's

going to be streamlining processes and downstream you know streamlining the actual contracting and

financial side of a deal itself because let's face it I work in dealerships every one of the F&I

managers backed up booked up and I think Chase talked about it like 40 minutes of dealership time

to spend idle. I want to make sure I can speed that up and I want to also give the customer an

opportunity to do it a different way if they want to. So if they want to go about automated checkout

let's do that and let them get out of the dealership because if that makes us the same or maybe more

money because customers usually up pencil themselves I think it's going to lead to a better customer

satisfaction experience as well make it easier on the dealership to do their job. This episode is

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dot busy car dot com slash CDG or click the link in the show notes below. So Mo let's fast forward

now we just came back from any deaiders you know ton of announcements there. What is how are you

allocating your time right now right what's from your perspective what's the most important to

the dealer body and how are you investing your time you know within the organization to create new

products you say it's like what's next what can you tell us about that I think really what we're

focused on it is how do we I mean I hate drowning the word data but but it's it's how do we use the

data how do how do we use our advantage to make the dealers better to make their jobs easier to make

them more you know profitable at the same time to make them you know more efficient and save them

I think there's a lot of different tools that we're working on to you know really assist the dealers

in these areas and at the same time not really disrupt their process too much and your tools like

you know AMD elite with the ability to go ahead and buy and check out online or tools like

deal central which allow us to deliver a connected experience no matter where a customer or the

dealer starts it we're able to pick up where they left off with one continuous deal and I think

that that instills a lot of trust and transparency for the customer but to me I think tools like

deal central really change not not the process in in the dealership but how we handle the process

because we always try to put these processes in place and we have an internet process and a

showroom process process which I think is hilarious because it's still the dealership I don't think

there should be a different process but you know once a customer comes into the dealership we change

we go back we revert to the way that it's always been tools like deal central I think really give

us the ability to change that which it changes a from that old kind of school belly to belly sales

approach where we're kind of you know what duck billing is where two baseball players they just

keep hitting their hat on each other and they're not really making any progress with each other

the customer wants to feel like they're in control the dealer wants to feel like they're in control

so really what we have to do is produce a situation where the customer has illusion that they

have control but the dealer really has it and I think that's what deal central has been able to do

because we we leverage the technology tools like deal pulse are built into it so we we understand

how to not only engage with the customer but how to counter a customer and then the technology

allows us to solve a big problem that we always had in dealership which is with today's customer

I never want to leave him alone because they can get on their phone and call another dealership

or look on websites but fundamentally I get a dealer customer into a dealership I sit him down

I talk to him for two minutes and then what do I do I get up and I walk to the tower and I keep

the customer alone deal central allows us to pass that deal back and forth in real time whether

the customer's there in the dealership or at home is relevant we can move that deal back and forth

so I think tools that help dealers solve some of those issues are going to be a big you know

advantage for them moving forward and then obviously anything that can give them insight

into what's the next best action what should I be doing what should I be paying attention to

are going to be things that really are a big advantage and then just for me personally there

are certain things that I ask for constantly and that's when we're building certain advantages

in my opinion like the service acquisition model that we have because of integration with

X time the auto can see service appointments and then we know who's coming into the service lane

we know how to fill holes on our strategy based off those and push offers to then I want to be

able to really increase that functionality and maybe they message the customer in vincolutions

from be auto because of the type of connectivity that's a good example right there most of the time

as a desk manager in the dealership I wasn't in the CRM I was working somewhere else so again tools

like deal central let me know that hey you have a new deal to review even if I'm appraising a car

in be auto or if I'm checking CITs you know in dealer track that type of visibility across the

system is huge and then the other one is you know the connectivity and this has been something

we've been working on for a while you see I don't want a salesperson or a manager at the log

in the seven different systems I wanted to be able to log in once and navigate across the

platforms based on their permissions and that's something we already have in play with our

bridge bridge bar they can log in maneuver through the system and tools like navigator that

we're making now or just basically like that on steroids more enhanced well well you mentioned

a great example there right if you're in v auto you can message the customer like is that I'm

assuming that doesn't exist right now that's an idea you have right that's an idea I had actually

kind of built it with a chrome extension just to prove my point I like where your head's at so

as we wrap up if you know for dealers listening and that they've just heard how you think about

the product the direction and where you're investing in of course the data about the foundation of

it what's like one thing that you can leave off a dealer who's listening right now just one

tactic one benefit something that maybe has been top of mind for you that they should know about

it could be a feature but just something that today could make your life easier does anything

like that come to mind any specific thing I mean if I was back in the overship today

it'd be putting processes in place to make sure that our data is accessible and usable I think

that'd be a big part of what I want to take place just just because I recognize that you if you

have dirty data Mo is that my job or am I calling you to do that for me I think it's a combination of

I think that you know the dealerships got to have some sort of process to handle that as far as

how do we ingest data and and where's it go and they really need to get their wrap their hands around

who has my data I think that's another part of that I think there was a there was another week

today right and that's that's something that dealers have got to worry about and the more you know

companies you're connected to because there's a lot of dealers out there that are connected like

1516 different vendors and you know Joe's cousin startup they don't always understand that side of

it so those are things that I think that they definitely need to be paying attention to because

downstream if you don't have the right data it's like putting diesel on in a you know regular

unletted car it's it's going to mess things up you know so we we got to pay attention to those

things the other one is really you've got to go back and inspect what you have in place

what it's doing and I can tell you I go in a lot of dealerships where the dealers like no we pay

this for that well yeah you pay that for the base thing but you have four or five different addon

so you're actually paying this and half of it's not getting used why so I think it goes back to the

you know inspect what you have to make sure that it's giving you what you want you mentioned dirty data

and I'm thinking myself I'm dealing with dirty shop based dirty toilet it's I'm calling you

yeah what are you most excited about right now with the de pace of just you know AI in our

industry and tech as a former developer it's the pace of development I think that what it is

moving quick right in my my 20 year old son works in the house and he's he builds bots in his

office he's 20 and so you got to think that you get people like that like robots physical robots

are like software like he does stock trading like you build stock trading bots for his website wow

and they're they're really accurate it's crazy um but it's that kind of

pretty incredible yeah and I think you're going to see more of it I think you're going to see

a rapid pace of development I think that you have that the law of accelerating returns but we're

eventually you get to kind of singularity and you can't really do much more but I think that

you're going to see mass development but I also think you know see next year we might not hear

as much about AI because people are going to be can be sensitized to it and it's going to be so

ingrained in different products and processes that we think about it differently so there'll be

another yeah we're next year of the year after yeah well while I'm seeing you know human powered

as like the differentiator of certain things well yeah we'll see where that goes mosa be cox automotive

mode thanks so much for coming on uh and giving us you know a little sneak peek uh and sharing

some tactics from your perspective it's clear that you've uh you've had you know like some good

about good amount of time in a dealership based on some of the things you brought up and what we

discussed so it's uh good good to hear it from the perspective of someone has been there mosa be

thanks so much for coming on I appreciate it all right hope you enjoyed that episode please give

the podcast a rating consider subscribing to the show and check the show notes for links to what

we talked about thanks for tuning in I'll see you guys next time