Trascrizione completa di Why Association-Dealer Relationships Should Start Before There’s a Fire With Zach Doran

for having me. We had a, I'll call it, a rip-roaring time at Concert For A Cause- [laughs]... in Ohio. We had all the drama. We had the set-up. We had bands practicing rehearsing. 15 00:02:23.020 --> 00:02:31.920 They were setting up the food and the signs. We had great charity. We ended with a thunder and lightning storm that sent everybody scattering in a grand finale of an event. 16 00:02:31.960 --> 00:02:42.240 Oh, [laughs] it felt like a huge success overall. What was the purview from your team and you? 'Cause y'all put so much work into making that happen. No, thank you. Uh, I would say a huge success. 17 00:02:42.560 --> 00:02:54.620 Um, you know, we raised over $100,000 for two incredible charities, had, uh, a whole bunch of dealers, and, uh, managers and employees at, uh, the event. The industry really stepped up. 18 00:02:54.740 --> 00:03:06.320 Vendors and sponsors were all there, and you know, 4,000 plus people on the lawn, uh, all supporting the event and getting to see, you know, dealers coming together to support their community. 19 00:03:06.360 --> 00:03:16.720 So, you know, the boxes we were looking to check, uh, we really, I, I feel like, did a good job doing that, and I think our members were, uh, proud of the event. So, success. I felt like that. That's awesome. 20 00:03:16.760 --> 00:03:23.540 We ran into some, we ran into some Ohio dealers, uh, the week after the event at the NAMD- That's right... conference in Miami. 21 00:03:23.820 --> 00:03:32.340 And some of them were there, some of them weren't there, and boy, did we shame the ones that weren't there. [laughs] I know you would never do that, but we can do those things, and boy, did we ever. 22 00:03:32.400 --> 00:03:33.900 So just so you know, we got... 23 00:03:34.140 --> 00:03:43.299 The whipping boys are out there c- cracking the whip, making sure everyone makes it there next year because, boy, ev- I feel like every dealer that was there had a sense of pride about them. 24 00:03:43.400 --> 00:03:55.679 And like, we got to see the, the camaraderie between dealers who are, you know, usually probably super competitive with one another. And, uh, the jokes and the ribbing was just second to none. [laughs] Yeah. What... 25 00:03:55.700 --> 00:04:04.470 And so, and, and remind me. It, it's particularly the... 'Cause you're, you're really in the Ohio Auto Dealers, but that was really put on by the Columbus Auto Dealers- Mm-hmm... 26 00:04:04.500 --> 00:04:14.100 which has a smaller, kinda like, like more localized i- impact. Mm-hmm. Is, uh, you know, w- is that kind of, like, feeling and vibe replicated throughout Ohio? 27 00:04:14.160 --> 00:04:25.220 Is Columbus, like, that's a unique, uni- unique vibe that, that dives in? What's the kinda, what's the relationship there? Good question. Yeah, so, um, so, so I'm the president of the Ohio Auto Dealers Association. 28 00:04:25.260 --> 00:04:38.140 Right. We manage the operations of the Columbus Auto Dealers. Ah, okay. Um, you

know, Columbus Auto Dealers is a metro dealer association with about 90 rooftops, uh, across the, the city. Um, and 29 00:04:39.160 --> 00:04:46.099 you know, a number of large groups, and then a number of, uh, independent, uh, large metro stores as well. 30 00:04:46.220 --> 00:04:57.380 Um, I would say that the member dealership in Columbus, like a lot of metros, is, is on average, like, larger than, you know, the average store across the state of Ohio. Right. 31 00:04:57.410 --> 00:05:01.520 Um, you know, from a volume, an employee count perspective and those kinds of things. 32 00:05:01.540 --> 00:05:11.840 But, um, you know, there's a lot of pride in Columbus, Ohio, and, um, you know, I think our, our dealers turned out for the event, and we're very happy with how it all came off. 33 00:05:11.980 --> 00:05:22.170 So, um, we got the green light for year three, so that's exciting. That's what I was wondering- Nice... because you had, you had a, a bit of a... I mean, you know, we even talked about this. 34 00:05:22.200 --> 00:05:24.900 Like, dealers are always like, "Let's do it bigger. Let's do it bigger." 35 00:05:24.960 --> 00:05:35.320 And so, like, last year, year one, this current year, it was, like, twice as big, and you were already pushing back prech- pre- uh, pressure for, like, "Let's make it even bigger this year." 36 00:05:35.400 --> 00:05:44.050 We were like, "Let's fill out this venue first." You know what I mean? So you're already getting the, the go ahead and the approval. Like, year three is already in the works a week later? [laughs] Yeah. 37 00:05:44.050 --> 00:05:45.140 Yeah, year three's in the works. 38 00:05:45.280 --> 00:05:59.600 Um, you know, it's, it's, uh, wonderful to work for people that are as entrepreneurial as car dealers and who always can see the growth, and who, you know, whose, whose best answer to any problem is just sell your way out of it, right? 39 00:05:59.680 --> 00:06:05.800 [laughs] I mean, just s- just sell more. Right. [laughs] Go bigger. Um, so that's makes it fun. 40 00:06:05.900 --> 00:06:16.602 And- Um, we've had a little bit of that with, with some of our dealers, but, um, you know, I think they feel really good about, uh, a venue that is very full right now. Mm-hmm. Yeah. 41 00:06:16.632 --> 00:06:28.872 And I think they feel really good about the way that we, um, throw the, the VIP party, and the access- Mm-hmm... that the sponsors have, and vendors and all that, and to try to keep that all intact. 42 00:06:28.912 --> 00:06:36.972 And so, um, I anticipate that, that we'll be back in the same venue, but we're working on that right now as we- Nice. What do you, what do you think, and this is... 43 00:06:37.012 --> 00:06:48.532 I'm sure this is super early, but I feel like I have to ask. So you had three amazing country acts, which was super great, uh, three very talented groups. It was the national tour stop for two of those three. 44 00:06:49.132 --> 00:06:59.112 Um, is, is country the staple

music, or is, like... What, what was it year one, actually? I don't even know that. Uh, year one was Tyler Hubbard. So, uh- Okay... 45 00:06:59.122 --> 00:07:08.192 he's now a solo act, but he gained most of his fame early on as being one half of Florida Georgia Line. Right. Yes. Right. Um- So you got a theme going. Yeah, a little bit. 46 00:07:08.252 --> 00:07:18.472 You know, when we started this, we talked about, uh, Country for a Cause, and we changed it- Hmm... to Concert for a Cause because we didn't necessarily want to be pigeonholed into one genre. 47 00:07:19.232 --> 00:07:28.312 Um, so we kind of left the door open there, but we have sort of gravitated towards, um, country. I mean, it seemed like it hit. There were- It was a good country audience. [laughs] I'm telling you. 48 00:07:28.392 --> 00:07:39.412 I didn't know, I didn't know, uh, Columbus had that level of, uh, country fervor, so- All in... I, I want to go back because y- you know, you kind of quickly said, like, working with, working for the, the auto dealers. 49 00:07:39.972 --> 00:07:50.642 Um, where, where did you get your start kind of, like, being in this side of the business and, and working for the auto dealer, running the a- the Ohio Auto Dealers Association? 50 00:07:50.712 --> 00:08:04.442 Where did that come from, and how did you get here? Yeah. So, uh, I was very fortunate. Um, my, so my dad was involved. Um, it's kind of unusual in the trade association world for a, a son to succeed a father. Wow. 51 00:08:04.452 --> 00:08:13.932 Maybe unless you represent people who think that that is the most normal thing or normal succession plan that could ever happen. That's right. [laughs] Right? They're very accustomed to that. 52 00:08:14.012 --> 00:08:27.412 However, um, that really wasn't ever the plan. Um, I, uh, my dad hired me on as the low man on the totem pole to help with some things as the association got very busy during the bankruptcy times. Hmm. 53 00:08:27.812 --> 00:08:43.012 You know, and, and there were a lot of things that were just going sideways, and dealers were getting termination letters and losing stores and struggling to make payroll and getting out of trust with their floor plans and all kinds of problems that were happening during that- What a time... 54 00:08:43.022 --> 00:08:51.992 economic downturn. So as the association, we were pretty busy, as you can imagine, and there were some things that were, um, you know, certainly lower level things that weren't getting handled. 55 00:08:52.052 --> 00:08:58.472 And I was kind of looking for just something to build a resume, quite frankly, because it was tough to find a job at that point. 56 00:08:58.552 --> 00:09:05.272 So I was fortunate to get some, an opportunity, and, uh, kind of jumped on and tried to handle some of those. 57 00:09:05.312 --> 00:09:11.712 And, and a couple things went well, and I got a little more opportunity, and that kind of got me out around the state with our services company.

58 00:09:12.052 --> 00:09:18.732 Uh, and I got to meet a lot of our trustees and our dealers and interact with them sort of one-on-one, and I got exposure to, 59 00:09:19.732 --> 00:09:27.392 you know, going to places like Washington, DC, and ATAE meetings and all those kinds of things. And- That's cool... um, so when it came time for... 60 00:09:27.442 --> 00:09:38.272 He decided to hang it up and retire, uh, our, our board and executive committee that was assembled to handle replacing him, um, had me in the mix on the search. 61 00:09:38.532 --> 00:09:46.602 And, uh, I, I guess I did well enough to earn the job, uh- [laughs]... more than a decade ago, but I'm very appreciative to those people, especially for getting me in. 62 00:09:46.652 --> 00:09:55.232 I, I have to, I have to say this just right now because you're... I, I will, I'm, I'm gonna give you, uh, uh, just two, uh, really interesting things. 63 00:09:55.272 --> 00:10:07.752 Like, you know, i- initially you and I met through, through a virtual, virtual means like this, a Zoom call, and you're, you're kind of a reserved, like, okay, just measured, like, "This is what's going on. 64 00:10:07.832 --> 00:10:17.122 This is what we do." You're very clear and humble about what's going on. Dude, when you got up on that stage, I was like, "This man's meant for stages." Yeah. What happened? You, like, came out. 65 00:10:17.132 --> 00:10:25.641 I was gonna bring that up early on. [laughs] Not that we brought you on here to glaze you, but- I-... but legit. Dude. You stepped up on that stage. Kyle and I were like- "What?" [laughs]... 66 00:10:25.641 --> 00:10:32.641 "This guy came from" "This guy was meant for this," you know? "I was waiting for you to grab a guitar." [laughs] Yeah. You're like, "This is the same boring guy we've been talking to for the last hour." 67 00:10:32.652 --> 00:10:38.831 [laughs] No, you were just saving it all up. Yeah. [laughs] Wow. You're like, "And I haven't talked to anybody in a week," after that. [laughs] Like, yeah. 68 00:10:38.972 --> 00:10:42.592 [laughs] No, but, like, that, that just came very natural for you. 69 00:10:42.652 --> 00:10:50.772 In that moment we were like, "Oh, my gosh," like, "Look at this," like the MC skills, the, like, getting people, like, directing their attention toward the charities. And- Yeah... 70 00:10:50.812 --> 00:11:01.692 I mean, the passion was so obvious in that moment. Is that something you've done a lot of, or is it just a fish in water scenario? Thanks. Um, I, I don't know. First off, I appreciate the compliments. 71 00:11:01.902 --> 00:11:13.112 Um, I don't know that it's something that I've ever had any kind of formal training on or anything like that. Um, but I feel like, you know, you have to rise to an occasion on some things. 72 00:11:13.132 --> 00:11:34.662 And, um, you know, if you're gonna represent dealers, um, and you're gonna hit the target of the event, I mean, the target of the event is to, is to support the charities and, and make the dealers look great doing it and recognize how incredible they are in the community, and I don't think you can do that without some energy. 73 00:11:34.772 --> 00:11:44.812 So I suppose if you saw, you know, added energy from me, I, I guess- Yeah... that's maybe what worked. That all comes together. I guess I did, and we have it on film to prove it all. We have it on film. I think [laughs] 74 00:11:45.092 --> 00:11:54.752 my bet- [laughs]... is that as, you know, especially because it's a board, there's trustees, and as you are going through that process of like, "Is this the right person to lead this?" 75 00:11:54.852 --> 00:12:06.912 That, that that same kind of care and passion came in. And when w- uh, and, and I'm not saying that you're measured, you know, like, just kind of like even, even keeled through calls is, is, uh, is bad. 76 00:12:07.032 --> 00:12:11.472 It, it's actually what's so true about it, is that every word is very passionate, right? 77 00:12:11.572 --> 00:12:20.642 It's like I believe in something, and I'm guessing that the, those board members saw that as well, and that's why you're contributing in this way to the community. 78 00:12:20.672 --> 00:12:24.516 What's your vision for- You know, the dealer associations. 79 00:12:24.556 --> 00:12:34.356 'Cause you've shared with us it's not just about Ohio, but it's also about, like, showing other dealer associations what's possible and how to communicate and what to do in the communities. But what, 80 00:12:35.396 --> 00:12:48.456 w- what are you pursuing, and what are you pursuing with your dealers that may look altogether different than kind of like the, uh, I- I'll call it like the, the historical knowledge of what an auto dealers association may or may not be? 81 00:12:49.476 --> 00:12:54.546 Um, yeah, that's a good question. I guess I haven't thought a lot about that necessarily. I... 82 00:12:54.576 --> 00:13:07.636 What I would say is, um, I think that the dealers have expectations as it relates to us providing some of the basic services that they expect, right? So legal, legislative representation, all of that kind of thing. 83 00:13:07.956 --> 00:13:20.696 Um, you know, I know that our best advocates, our best lobbyists, you know, are the dealers, right? But if they're not engaged, then it's gonna be hard for them to help us. Mm-hmm. And so 84 00:13:22.136 --> 00:13:30.976 I suppose that some of the things that you've seen us do that are creative, you know, like we'll host a golf outing, but a lot of associations host a golf outing. We'll also host... 85 00:13:31.396 --> 00:13:40.496 You know, we've, we've hosted a, a wake surfing day with our dealers, you know, where we bring them all in and we go out on boats and we go wake surfing. I mean, that's a little different, right? Mm-hmm. For sure. 86 00:13:40.536 --> 00:13:54.076 We've done some out of the box stuff. Country- uh, Concert for a Cause is a little out of the box. Um- [laughs]... I

think I'm after engagement. I'm after, you know, creativity. I think, um, there's a, a newer... 87 00:13:54.316 --> 00:14:05.556 You know, there's a newer generation of dealers that are coming on. We were probably one of the first associations to start actively recruiting younger dealers to go with us to Washington, DC and- Mm... 88 00:14:05.736 --> 00:14:16.836 and get them exposure on kind of like what are the issues we're working on, like what are we doing. Because- Yeah... I think if you wait, you know, maybe bigger picture, maybe this is the answer to your question. 89 00:14:16.896 --> 00:14:27.786 If you're waiting on trying to engage dealers at the point that they need you, they're generally gonna call you for the first time with their hair on fire. [laughs] Right. They've got some sort of- Yeah... 90 00:14:27.916 --> 00:14:39.636 problem that they expect you to solve, and if you don't solve it, then it's like, all right, well, you failed them, and then the relationship starts on these really bizarre terms, right? 91 00:14:39.676 --> 00:14:43.576 It's like, I have to solve your problem in order for us to, like, begin a relationship. 92 00:14:43.596 --> 00:14:54.036 Whereas, if maybe you're active and creative and pro- proactive with them and trying to get them involved when there's not a fire to put out, 93 00:14:55.076 --> 00:15:14.956 we can get them involved on our terms and, and create dialogue, two-way dialogue, um, that gives a little better perspective and, and maybe changes the dynamic in which, um, they're, they're speaking to us and we're speaking to them, and, and the candor and the professionalism that exists with our members. 94 00:15:14.996 --> 00:15:27.956 I, I think- And so a lot of that really helps... I, I don't think you realize what you just said, actually. [laughs] Like, you just gave a, a really practical universal business truth for business-client relationship 95 00:15:29.696 --> 00:15:36.976 at, like, any level. Mm-hmm. So walk with me here, right? Imagine a car dealership, which a ton of people listening to this podcast are running, 96 00:15:38.536 --> 00:15:49.156 realizes, like, yeah, if the first time they interact with someone is when their car just got totaled or when they have a service issue, then we're meeting on terms where we have to solve your problem, right? 97 00:15:49.656 --> 00:16:13.776 But if, like, we're ingratiated to the community, involved in the community, meeting with customers where they're at, even in, in between sales and service intervals, in the key moments of life or inviting them into areas or, or, or events that make sense for us to, like, be ingratiated to them as a relationship prior to a time of need, it totally changes the business-client relationship. 98 00:16:13.816 --> 00:16:22.396 And you're in that same boat. You just literally laid that out as a thesis, I think, for any business relationship. So, like, 99 00:16:23.316 --> 00:16:33.036 I'm just thinking about all of the touch points that are necessary to not start on a what did you do for me, w- what- Yeah... have you done for me- That's a-... you know, side of things. That's a great tie-in. 100 00:16:33.116 --> 00:16:37.936 I think that was- Yeah. Thank you. I, I, I don't know if I, uh, intended to give a thesis- You didn't even know it... on business or anything. 101 00:16:38.036 --> 00:16:46.336 I, I'll take all the credit you want to give me, I suppose, but- But it's true, though. Well, thanks. I, I want to read something, and, uh, you're gonna know what, probably where this is from right away. 102 00:16:46.846 --> 00:16:52.436 And then I want, I want to talk about something very special that we, from our perspective, that we see that Ohio does. Uh, here, here it is. 103 00:16:52.926 --> 00:16:58.296 "There are many reasons why the franchise dealer network is the best system for consumers, the state and local communities. 104 00:16:59.276 --> 00:17:09.776 Uh, consumers benefit when independently owned dealerships compete with each other for sales, service, and parts business. The back cover of this publication dives deeper into what makes the franchise system so great. 105 00:17:09.996 --> 00:17:16.466 That being said, this publication's dedicated to showcasing the wonderful things franchise dealers do in their local communities. 106 00:17:16.876 --> 00:17:28.516 Neighborhood franchise dealerships make big cities, small towns, and everywhere in between a better place to live, work, and to raise a family. Sincerely, Zach Doran." What's that from? 107 00:17:29.376 --> 00:17:33.276 So that's the inside cover of our Member Spotlight that highlights... 108 00:17:33.336 --> 00:17:41.436 It's a print publication that we put out quarterly that highlights all the charitable and civic and philanthropic things that our members do across the state. 109 00:17:42.276 --> 00:17:48.616 Uh- We, we took a look at this just recently in the last day or two. Uh, it's 32 pages. The first... 110 00:17:48.696 --> 00:17:58.556 I love the first page where that's the inside cover, but the, the, the, the other s- part of the cover inside says, "We want to feature you in the next edition of the OADA Member Spotlight. 111 00:17:58.616 --> 00:18:04.376 Let us know what your dealership's doing." You know, you provide an email address, and there's some pictures there of some friends of we- of ours in the picture. 112 00:18:04.456 --> 00:18:08.236 And then you just click through, and there's a, there's just... 113 00:18:09.336 --> 00:18:14.956 I, we have to actually get this to our head writer, Chris, because he's always looking for these stories, and you've just aggregated, like, 50 of them in one place. 114 00:18:15.056 --> 00:18:20.420 [laughs] But, I mean, we're talking about donating to the YMCA, giving, uh...... 115 00:18:20.430 --> 00:18:36.800 giving trees on Arbor Day, hosting a pet adoption event, uh, supporting a kids' design contest, donating sev- 57,000 to youth in need, inspire

the next generation, and this is several Ford dealerships and technician training, uh, hosting a pinewood derby. 116 00:18:36.920 --> 00:18:44.980 I love those. It's been a long time. Community blood drives, uh, school after parties, giving to school fundraising auctions, and just on and on and on. 117 00:18:45.020 --> 00:18:50.840 I'm only 20 pages through a 32-page document, and you can just keep flipping through this and flipping through this. 118 00:18:51.320 --> 00:19:03.660 I haven't seen a n- a more well-organized presentation to this, and there's probably stuff going on that aren't in here. This circulates to your dealers only? So there's a few audiences. Okay. 119 00:19:03.670 --> 00:19:12.680 Um, the dealers all get a copy every quarter. Um, then it also goes to every elected official in the state every quarter- Oh, yeah... in a hard copy. 120 00:19:13.480 --> 00:19:25.960 There's a cover letter that goes with it, and they're basically separated into two categories. The first category is that if they have a constituent dealer that is featured in the publication, we flag that for them. 121 00:19:26.000 --> 00:19:37.000 And then if they don't, then it's more of a, "Hey, just look at what all of our dealers across the state are doing." Um, and then this is the print publication. What happens first on the front end is that 122 00:19:37.980 --> 00:19:48.000 on a social media platform, which most elected officials have a Facebook page- Mm-hmm... uh, we'll highlight the dealer, and then we'll also, every time we highlight the dealer... 123 00:19:48.420 --> 00:19:55.620 So each one of those stories goes into a, a Facebook post, and that's the easiest platform to reach all the elected officials. But- Mm-hmm... 124 00:19:56.400 --> 00:20:08.730 we'll tag all of, all of those elected officials, each, each one of their constituent, um, legislators- Gotcha... on each of the posts so that they, like, have to see each time. They have to. At least- Yeah... 125 00:20:08.760 --> 00:20:17.700 they get a notification. Right. Right? Right. Got to know. And some of them, actually, it's funny 'cause a couple of them will actually, like, remove themselves from the post 'cause they're like, "Hey, I didn't do this. 126 00:20:17.760 --> 00:20:24.340 I'm not... There's no reason for me to be tagged in this," or whatever. [laughs] But I'm always like, "Well, if you removed yourself, I know you saw it," so that's where- Yeah. Thank you. 127 00:20:24.500 --> 00:20:32.400 [laughs] Thank you for confirming. Thank you. Yeah. [laughs] So no, but we're trying to... You know, we're just trying to fill that void because our dealers do these great things in the community. 128 00:20:32.440 --> 00:20:45.240 And when we started off doing this, um, we had to go, we had to go in and basically follow, like, every dealer across the state, and then if they would share anything, like, we would go dig it up. We would pull it. 129 00:20:45.840 --> 00:20:56.170 We would re-share the content and then put it in the print publication. Mm-hmm. Um, but we've... You know, we're on, whatever, volume 22 or something of this now. Yeah, 21 it says. 130 00:20:56.170 --> 00:21:03.720 We had to stop it at quarterly- Yes, yeah... because we had enough content to go more than that, but- Wild... we had to slow it down. It's, it's a heavy lift, yeah. It's amazing. 131 00:21:03.740 --> 00:21:17.200 Yeah, budgeting perspective and timing perspective and things. And so, um, but we'll do it that way, and then the print publication is the sort of the aggregation of all of those stories together each quarter. 132 00:21:17.240 --> 00:21:25.510 And now, you know, we were, we were digging up, like, 75% of it ourselves. Now, it's kind of flipped, and our dealers will actually- It's getting sent... send this to us- Oh, that's good... 133 00:21:25.510 --> 00:21:30.940 'cause they wanna be featured in the magazine, especially if they see, you know, their friends or their neighbors or their competing dealers or whatever. 134 00:21:31.000 --> 00:21:37.930 I mean, nobody likes- Yeah, 'cause we're all in a competition "Hey, wait a minute. We do stuff, too." "Hey, look over here." Exactly. Exactly. [laughs] Dealers aren't competitive at all. Yeah. Not at all. 135 00:21:37.930 --> 00:21:45.660 Not competitive in the least, right? [laughs] That's nice way. But, um, but that makes it nice, too, and it's, it's good, and it makes it a little easier on us to put it together, and- Mm-hmm... 136 00:21:45.670 --> 00:21:55.270 we're no less proud to put the publication together, whether we find the info or whether they send it to us, so. That's right. Um, it's all good either way. It's amazing. Yeah. That's awesome. Well, Zach, man, I've... 137 00:21:55.300 --> 00:22:06.300 We have absolutely enjoyed our time hanging out with you, not just on this podcast, but in, in getting to know you through the Concert for a Cause stuff and everything you're doing with the Ohio Auto Dealers Association. 138 00:22:06.340 --> 00:22:16.120 And kudos to you. We're gonna keep sta- sharing the stories, and thanks for giving us a nice little quarterly way to highlight a ton of dealers. Uh, that's a, that's a, that's a, a ground ball for us in, in our world. 139 00:22:16.220 --> 00:22:27.800 So, uh, appreciate you joining us here on Auto Collapse today. Hey, thanks for having me, guys. Great speaking with you. [upbeat music] I think we gotta rise out of him a little bit. 140 00:22:27.920 --> 00:22:38.480 But also, it's not every day that you hear the dealer association is the thing that has the second generation in it. It's so auto dealer of them. That's an amazing part of the story. It's so cool. 141 00:22:38.540 --> 00:22:46.180 And then- It's, it doesn't happen much. But he said, yeah. He's like, "Our, our dealers were really comfortable with it. It felt like a natural transition." Yeah. And he's really- Facts... taken the mantle. 142 00:22:46.220 --> 00:23:00.460 I mean, just d- doing what he's doing to consider the dealer- Mm-hmm... the community, the politician, right? A- all of these people that, and a, a dealers association has to kinda, like, commit their communication to. 143 00:23:00.800 --> 00:23:09.820 Yep. Um, it's, it's been really cool to fir- the... You know, we got to see it firsthand, uh, at the Concert for a Cause, but also with this magazine, this publication that they put out. 144 00:23:10.320 --> 00:23:18.900 Uh, I, I'm just super impressed with what they're doing up there in Ohio. And I got a little Ohio in me. You know, my mom went to Ohio State. I know you do. It, that was a little bit of a homecoming. Yeah, it's good. 145 00:23:18.980 --> 00:23:25.870 A, a little bit of a homecoming for you. It's amazing. My favorite band's from Ohio. So- Yeah, see... we'll, we'll take that, too. We'll take it. From Columbus, actually. It was, it was great to be there. Yeah. 146 00:23:25.900 --> 00:23:43.270 Uh, well, look, on behalf of myself, Kyle Mountsier, and the not present Michael Cirillo shaking the hand, as always- Ah... thank you for joining us today on Auto Collapse. [upbeat music] Welcome to Auto Collapse. 147 00:23:43.270 --> 00:23:49.130 Welcome to Auto Collapse. [laughs] Why are we recording? Are we rolling yet? Not yet.