Straight Talk - Jeff Kershner

Travis Miller:
Welcome to Straight Talk with Jimmy Vee and Travis Miller. Thank you for joining us. Of course, I’m Travis Miller.

Jimmy Vee:
And I’m Jimmy Vee from the Rich Dealers Institute

Travis Miller:
And for those of you who are joining us for the first time or have never heard us before, we’re the founders of Gravitational Marketing and the Rich Dealers Institute.

Jimmy Vee:
We’re also the authors of the bestselling book, Gravitational Marketing, The Science of Attracting Customers and the creators of Automarketingadvice.com.

Travis Miller:
Now today we have an excellent interview here as another installment in our 2009 success strategies interview series. We’ve got an excellent guest here, Jeff Kershner, and Jeff is the founder of Dealer Refresh, which is an outstanding internet marketing blog and he’s also the ecommerce director for MileOne Automotive of Maryland, Virginia, and Pennsylvania. Jeff, thanks for joining us today.

Jeff Kershner:
Thank you, gentlemen.

Travis Miller:
It’s certainly our pleasure to get a chance to speak with you. We appreciate you taking time out of your busy schedule to share your wisdom and knowledge and experiences with the many thousands of dealers who are listening to the program.

Jeff Kershner:
Hey, I appreciate having the opportunity to speak with you guys.

Travis Miller:
Excellent. You know, let’s get right into it cause I know that people are interested in getting to the meat of the information that we have to deliver, so let’s skip all the shrimp cocktail and the shrimp – and the lobster bisque and go right into that beautiful rib eye steak. You know what I’m talking about?

Jimmy Vee:
Yeah, with the marbling and lots of tasty goodness right inside?

Travis Miller:
Yeah, exactly.

Jimmy Vee:
Jeff, you’re the tasty goodness.

Jeff Kershner:
All right.

Travis Miller:
That’s right. Jeff, this call, one of the big topics here is about sort of predictions or the outlook. And I’m curious what your thoughts are for the outlook of the auto industry over the next 12 months. What do you think is gonna happen?

Jeff Kershner:
You know, I’m not really into predictions. I want to – I don’t know. You never know what’s gonna happen and the way the market and the economy is right now, I don’t know now. You know, it’s – a lot of dealers were really struggling in September, October, November. I’m seeing a lot of dealers that sort of had a really nice bounce back in December. January, you know, still not sure where that’s gonna fall.

So I don’t know. You know, obviously it comes down to the economy, you know. The longer it struggles, the more dealers we’re gonna see close shop. There’s no doubt about it. If it bounces back, some of those dealers that were sort of on the edge of surviving, I think they’ll be okay. I think they’ll – if this bounces back and they’re on the edge, they’ll be okay. Most dealers are survivors. There’s no doubt.

I’m a little afraid though sometimes, you know. I’m afraid that they might – the ones that survive that were sort of on the edge and they survive, you know, are they gonna learn anything? We’ve learnt a lot of lessons in the past, what, six, seven, eight months, depending on what manufacturer you are. And I guess I look at this time and I go, “Okay, dealers really need to learn, need to learn what’s working, what isn’t working.”

And if the economy bounces back, and again, those dealers that were sort of on the edge, will they go back to the old ways of doing things? You know, will they go back, “Well, you know,” right now they’re thinking, “Man, we should have implemented that CRM two years ago, but we just didn’t do it. We didn’t see the value in it. We didn’t need to do it.” Now they’re like, “Oh, man, I wish we would have done that.”

You know, the same way with their internet marketing. “Oh, we really didn’t have a strong focus in it a year or two years ago or even six months ago.” You know, now they’re like, “Oh, we hear about all these great – we hear about these dealers that are surviving and what are they doing to survive? Internet and used cars.”

So I just – you know, I want the best for every dealership out there. I want everyone to be able to survive, but I’m definitely, you know, survival of the fittest and –

Travis Miller:
You know, it’s an interesting point you bring up here, Jeff, about whether people learn anything. And it brings my mind back to 2005 when we – Jim and I created the first Gravitational Marketing for Used Car Dealer System. And the subtitle of that Gravitational Marketing for Used Car Dealer System is How to Naturally Attract Customers and Recession Proof Your Business.

And I remember getting some feedback back then in 2005 from people saying, “What are you talking about, recession proofing? We’re not in a recession right now. What do I need to recession proof my business?” And I would chuckle and say, “Listen, if you’re a student of history you see that recessions happen on average every several years, what is it, every seven years, eight years, something like that, right?”

And so yeah, we may not be in one now, but hey, in a few years we probably will be in one. You know, people have such short memories and just as everyone expects that home prices will continue to increase dramatically year after year without end, everybody thinks that this great economy that we have in 2005 will just continue on end, you know, without end, and the reality is we all really knew that a recession would come eventually.

And what recession proofing is all about is insulating yourself from external factors, being able to run a business that isn’t completely dependent or reliant upon gas prices or the availability of credit or being at the whim of a manufacturer.

Jimmy Vee:
Availability of certain types of vehicles.

Travis Miller:
Yeah. And now that sounds like pie in the sky stuff, no doubt, and I’m not saying it’s easy, but the key was, you know, what we were saying back in 2005, what we continue to say today is if you can learn how to control the flow of customers into your dealership, you can attract them at will and control the flow like a volume knob. Then the other things all sort of fade into the distance in terms of how they impact your business.

Jimmy Vee:
Well, and one of the big tenants of – and you’re gonna – I think you’re gonna tap right into this, Jeff. One of the big tenants here about recession proofing, about using Gravitational Marketing, is about building authentic relationships. And back in 2005, if you started building authentic relationships with your customers, prospects, you’d be a lot further along today than you probably are because most people didn’t.

Most dealers didn’t take that advice and begin implementing a CRM, as you said, Jeff, and to create that authentic relationship and foster that relationship so that when times get harder you can go to those people and say, “Hey, let’s do something together,” and they already know that I can trust you and then they do business with you.

Travis Miller:
Yeah. So I think you’re right, Jeff. I think it’s gonna be interesting to see if this rodeo brings about some change and some lessons learned, but they haven’t tended to do that in the past, so.

Jeff Kershner:
Well, I sure hope it does, you know. And I’ve just gotten back from NADA and a lot of the dealers, they had half the amount of attendance of what they usually used to, but in speaking with a lot of the vendors out there, it was like the guys that are out here, they want to learn. They want to get it, you know. So I hope, I hope, you know, I hope that dealers that haven’t had that CRM, haven’t really tapped into the marketing can have the opportunity, taken the opportunity to really speak to the customers, you know.

Travis Miller:
Yeah.

Jeff Kershner:
Direct marketing and how do you get your message out there. I hope they’re doing that right now. Unfortunately, I wish they were doing it a year or two years ago.

Travis Miller:
Yeah, no doubt, yeah.

Jeff Kershner:
Where if they’ve just been doing it for a long time, you know. The ones that – the dealers that’s been doing it for a long time right now, they’re not really feeling the struggle with that.

Travis Miller:
Uh-huh. What do you think is the biggest hurdle that dealers will face in the next year?

Jeff Kershner:
There’s lot of different things, but something that I’ve really focused on is the turn rate of their employees.

Travis Miller:
Okay.

Jeff Kershner:
You know, what’s happening with their employees, you know? You’ve got some salespeople out there that’s been in the business for quite a while and they’re used to making a decent living off this and they too have sort of been at fault. They’ve always been standing there waiting for the up bus, you know.

Travis Miller:
Yeah.

Jeff Kershner:
And that up bus isn’t there anymore. We’ve been saying that for two years plus now. And right now the way the economy is, that up bus, it just doesn’t exist. It’s the short bus now if you ask me.

(Laughing)

Jeff Kershner:
Okay. You know, it’s just not there. And those salespeople that haven’t really realized this or haven’t leveraged this new form of marketing, you know, they’re struggling. So how do dealers – so those salespeople are at a dealership that doesn’t get the marketing mix, they don’t understand, they haven’t been talking to the consumers. I mean these dealers are struggling. If they’re struggling, their salespeople are struggling, you know. So where are these salespeople gonna go?

So I see – you know, I really see a lot of salespeople. I’ve already seen it, you know, across a lot of dealerships. It’s like, man, I’m not making the money I’m used to. I’m not having fun at this things anymore. There’s no customers to speak to, and they’re leaving. You know, this might have been an 18 to 20 month car guy or sales professional that now is selling six, seven, eight cars a month.

You know, so what are dealers really gonna do? What are they doing to keep their employees and what are they gonna do to find new employees?

Travis Miller:
That’s interesting.

Jeff Kershner:
So the focus –

Travis Miller:
Yeah, go ahead. No, I mean that’s an interesting spin on this, you know, and in the same vein, do you think that there are any surprises in store for dealers in the next year that they’re not aware of currently?

Jeff Kershner:
I don’t know that there’s any surprises. I think a lot of the surprises already have happened. A lot of the dealers, you know, we’ve been sort of fat and happy and the customers have always been there. We’re selling lots of SUV’s and boom, we’re selling these little cars that you don’t make a lot of profit on. So and then everyone with the SUV wants to trade it in on a little car, you know. So I think a lot of the surprises have already been there.

I think there’s anything that dealers – it might be a little bit of a surprise, but dealers really need to have a strong focus on is – and this really ties into that – I feel as if it ties into that Gravitational Marketing and it’s how do you get your voice out there? How do you get your message out there?

And it’s not the me, me, me message. It’s the you, you, you message. How do we serve our customers and what are other people saying about us? So something that I’ve really had a strong focus on over the last year is you’ve got some sites out there that allow people to rate dealerships, talk about their experience at the dealership, Insider Pages, Yelp, Dealer Rater. Some of them are just dealer specific, you know, whereas you got Yelp or Insider Pages.

There’s tons of them out there and there’s no way I can name them all, but our dealers – and most of the time those messages aren’t great messages unless a dealer is proactively going after that great message.

Jimmy Vee:
Sure.

Jeff Kershner:
So building that transparency, you know, and using and leveraging some of these websites out there and knowing that they’re out there and managing some of these sites and keeping an eye, what are people saying about us? You know, how do we sort of – I don’t want to say police it. I don’t think that’s the right term, but how do we keep an eye on it? How do we leverage it?

So what I’ve had – again, back to the focus I’ve had over the last year or so is training our dealers to go out to our consumers and say, “Hey, you’ve had a great experience. We would love for you to share it with everybody else.” You know, it’s like when someone’s got something bad to say, they tell, what, ten people and when they’ve got something good to say they might tell two.

Jimmy Vee:
Yeah, I was actually – there’s a new book out. I saw it just the other day in the bookstore. It’s Happy Customers Tell Three People, Angry Customers Tell 3,000.

Jeff Kershner:
Yes, yes.

Jimmy Vee:
You know, the movement of negative feedback in the digital age.

Travis Miller:
Oh, that’s interesting, yeah.

Jimmy Vee:
You know, it used to be like 3 and 11. Now with the internet, they tell – they put a blog post up on Ripoff Report and it’s like top of the search engine.

Jeff Kershner:
You’re done, you’re done, absolutely. So how do you get your customers to go out there and say something great about you? Let’s – the way I explain it, whenever I was on the sales floor a long, long time ago, the manager would say, “Have your book of business. Have that evidence manual and make sure that all the customers that sit at your desk have that nice evidence manual. They can see stories of your happy customers. Take pictures of your customers in their new car and put it in your evidence manual.”

Travis Miller:
Uh-huh.

Jeff Kershner:
When they sit down at your desk, you open up the evidence manual, trying to build that value in you and the dealership. The bad thing about the evidence manual which I love and I had one was who saw it? Only the people that sat at your desk. Now you can take that evidence manual and you can throw it out there online. Get all your great customers out there and talk about their experience, about your dealership, and find two or three of these sites that you know are doing really well in the search engines, you know, getting a lot of traffic and get a positive message out there.

Now you’ve got to me one of the best wifi for me messages. It’s that gravitational pull, you know. Customers see that and go, “Oh, I didn’t think about that dealership. Wow, maybe I should give them the opportunity to sell me a car.” And that’s all I want. I want an opportunity. I want my dealership to have an opportunity. I want to have the opportunity to sell a car because if you train your salespeople ________ at your dealership and you can get people in there and you’ve got a great process because all these customers out there are already talking about your great process, man, that’s a home run.

Travis Miller:
Yeah. It’s about social proof and providing a – the preponderance of proof when a customer is there or out online as you’re saying, so before people even come to you and come into the dealership to do business with you. They’re already premotivated, prequalified, predisposed to think and believe the way you want them to believe, to think and act the way you want them to act. So when they come in they’re ready and you’re able to have a more seamless and more speedy transaction and get them the vehicle that they want and actually be able to put together a deal.

Jeff Kershner:
You know, we’ve – again, we’ve taken a real strong focus on this and I have seen so many times where people actually come into the dealership and they go, “We want to work with a particular salesperson,” because maybe that salesperson’s really – you know, he’s had a lot of his customers go out and say something nice and they just happen to mention that salesperson’s name.

So I’ve seen customers – I’ve been at the dealership when a customer comes in and goes, “Yeah, I want to speak to John Doe, one of the sales guys there.” Okay, great. How did you hear about us? “Oh, we were on – I don’t know, we were on some website. It had lots of great reviews about you guys and quite a few of the reviews in particular were about John Doe and that’s who we’d like to do business with.” Is there anything better than that?

Jimmy Vee:
Not once you’re in the door, what I would say in the door there. If they’re coming in looking for a specific person, man, they’re sold on the dealership and the salesman. I mean what better place to start?

Travis Miller:
Well, you know, I want to point out –

Jimmy Vee:
All that customer rapport building is done.

Travis Miller:
I want to point out that in this instance what’s perfect, see, most dealers work to attract people who go into the dealerships set on a particular vehicle. In this case, somebody comes in set on a particular salesperson. How much better is that?

Jeff Kershner:
Yeah, or the dealership itself.

Travis Miller:
Right.

Jeff Kershner:
That’s huge.

Travis Miller:
If people can understand – see, you know, in fact, right now the Hyundai Assurance Program, lots of commercials about this and they’re great commercials, you know. And there’s this great line in one of them that I love where they say, “This is a car commercial, but it’s not about cars. It’s about the people who drive them.”

Jeff Kershner:
Isn’t that great?

Travis Miller:
Yeah. And if people would begin to understand this, and by people, I mean dealers, people who work at dealerships would begin to understand that the days of this business being about the vehicle is over because the internet has destroyed the opportunity. It has completely commoditized the vehicles because – you know, and the internet is an opportunity and a weapon in this business.

And it’s completely changed the game because of the speed of information, the fact that you can get on and find the exact vehicle that you want to find, that you’re looking for in a 100 mile radius and look for the lowest price.

So basically if price is your only – is the only arrow in your marketing quiver, you’re busted because you’re gonna live on low gross, but if you can do specific things, take specific steps and actions that cause people to come in presold on the dealership instead of a car or presold on a deal instead of a car or even more interesting as you say here, presold on a salesman instead of a car, all of a sudden you have an opportunity to preserve your growth.

Jeff Kershner:
That that’s how it happens. It really is. You know, again, I feel privileged because working with MileOne, we’ve got 64 dealerships and I get to step into the dealerships and have one on one relationships with sales managers and managers and the salespeople. That’s a question I get a lot.

It’s like, you know, it always comes down to the price. I think it’s because of the price or who’s the competition. You know, of course, my main focus is internet sales and process and online marketing, and it’s like guys, I don’t think it’s about the price. That’s the one thing the customer has.

Travis Miller:
Yeah.

Jeff Kershner:
That’s what they’ve got. That’s their carrot they can dangle over you guys. Is that what you’re gonna focus on? I’m not saying we always have giveaway deals and all that great stuff, but focus on the majority. A majority of these people, you know, they’re looking for the right dealership. They’re looking for someone that they want to spend the money with and how do you get that message out there? How do you get more of those people?

Because they’re the ones you do have the opportunity to make a great relationship with, to get them into your CRM so you know three or four years from now when they’re ready to buy another car, you’ve done your job. You’ve built that relationship with that customer already. You’ve targeted them with great mailing pieces, phone calls. You’ve kept in touch with this customer. Four years from now, they want to buy another car, now they come in and we already know statistically you get to make a few more dollars on these customers when they do come in and buy a car.

Jimmy Vee:
Sure, sure, and if you had done what we were talking about earlier with getting that happy customer when they bought the first time to put a testimonial or some kind of rave review out onto the internet and you took that, collected that picture and that testimonial. Now you could do it with video, with a flip camera. You can shoot a video right when they’re taking delivery and stick it in a computer and it uploads itself to You Tube and boom, it’s out there. You know, perfect social proof.

If you utilize those techniques, now you’ve gotten that customer the first time. You keep them in the CRM. You’re gonna get them back when they’re ready to buy again, but you took their words when they bought the first time how happy they were and you put it out there as an automatic salesperson for yourself on the internet, increasing your gravitational potential, the ability to attract more qualified, more better quality customers who believe the same thing and want the same experience that that person got. And now you’re just creating such energy that pulls people right to you.

Travis Miller:
Let me jump in there for a second and ask you an important question, Jeff. So you’re this huge figure in automotive internet marketing, okay. You’re this guy who’s got all this wisdom and experience on the internet.

Jeff Kershner:
Hey, I tell everybody I’m not a smart person. I’m really not. I’m not a smart person. I’m just not, but I love to train myself. I love to learn. I wasn’t like that when I was younger in school when I should have been, but I love to train. And what was I just – I was just reading a book or listening to something and they said – I was like, “Are you serious with this statistic?” Only ten percent of people out there –

Travis Miller:
Yeah, go into a bookstore.

Jeff Kershner:
Proactively train themselves. And I’m like, “For real? Only ten percent?” And it’s like only ten percent. I just – I was astounded by that because I would unconsciously train myself and I’ve gotta read a book two times to consume it all, you know.

Travis Miller:
Well, you know, of course, Jeff, you’ve heard the old saying that Jim Roan said it that rich people have big libraries and poor people have big TV’s.

Interesting when you think about that. But with all your experience and knowledge and the fact that all the training you’ve had in the past, your opportunity to learn from these 64 dealerships you work with there, what are your three top recommendations for dealers, things that they should be focusing on this year and the future? Primarily to get business growing and not just keep it going, you know.

Jeff Kershner:
Well, there’s three we’ve already talked about is building the transparency, getting your message out there, leveraging these rating sites and making them – they’re your dealers, why buy from me message.

And that’s been my focus here cause they’re so many things that stem from that, you know, and I won’t really get into the nitty gritty, but there’s a lot of things when you know – just think about this. When you know your customers have the ability to go out and say something about you and you’re taking a proactive stance on this and if you’re really watching it, there’s a lot of things that stem from that on the dealer level all the way down to the salesperson, you know. They get it.

Second, that once you’ve got that customer in your system are you really leveraging every piece of your technology and training your people, training your salespeople in the technology. What I mean by that is we’ve all got great CRM’s. Some of them aren’t so great, but either way you make them work for you. You’ve got your content management tools for your dealership websites, the internet marketing.

You’ve got – now you’ve got all these inventory management products like AA Exchange, V Auto, First Look, just some of these companies out there that have this software that sort of help you. How do you strategically merchandise and also price this vehicle so it sells quicker? You can flip your inventory a lot faster.

But a lot of this technology only gets tapped into about 20, 30 percent. You know, ask any software company on that. Most clients only use 20 to 30 percent of the full potential of that piece of software and it’s because they don’t constantly train on it, you know. So dealers really – think about that this year.

You know, if I got that CRM, are my salespeople effectively using at least 70, 90 percent of it on a daily basis? Keep them trained. Now we can always train them on processes, number one, no doubt, but don’t forget about training your people in the technology.

Travis Miller:
Okay.

Jeff Kershner:
A lot of dealers don’t do that, you know.

Travis Miller:
Yeah.

Jeff Kershner:
And again, whenever you sign that contract with the vendor that offers that piece of software, get it in the contract that they’re gonna come out on a quarterly basis, monthly if you can, but at least a quarterly basis and sit down with your salespeople, sit down with the managers and train, you know. So that’s number two. Number three is your e-mail list segmentation.

Travis Miller:
Okay.

Jimmy Vee:
Uh-huh.

Jeff Kershner:
You know, again, building that relationship after you’ve sold the customer a car, you know, even beforehand. How do you get the right message for that person at the right time?

Travis Miller:
Very rare. You don’t see anybody doing this in this industry.

Jeff Kershner:
I know and there’s tools out there that allow you to do it.

Jimmy Vee:
h, yeah, there’s plenty of tools, that’s for sure.

Jeff Kershner:
I know. There’s plenty of technology out there that you can tap into. You know, you’ve got an incentive. You’ve got a customer that’s owned this car for three and a half years, you know. You’ve got an incentive out there on a new model that you could keep their payment the same or maybe even lower. How do you know that and how do you get that message to the customer to let them know so you can get them back in the door and sell them a car?

The warranty is about ready to expire. You don’t have to worry about that now. You’ve got a happy customer. Now you can go out there and get another great comment from the customer, get them back into the CRM, start fresh with them again. You know, you’re probably gonna make a few more dollars off of them because there’s gonna be a second or third car you’ve already sold them.

They love you. They’re gonna keep coming back. They’re gonna tell all their friends about you. “Man, I just – man, they’ve got a – my Mercedes dealers just – you know, I’ve had the CLK for three and a half years and they called me up and said, ‘Hey, what if we could get you in the same car, brand spanking new, for $10.00 less a month? Would you be interested?’” Who’s not, you know? So that’s another, segmenting your customers and your e-mail list and your marketing and really focusing on that and having that targeted message to that customer.

Jimmy Vee:
Absolutely. And, you know, it’s required, really needs to be done at the dealership level and then even down farther at the salesman level. And the beauty is, as you said, the tools exist. It’s not like we have to go out there and with a stone and create an arrowhead every time we try to do something here.

We’re not carving a stick in a piece of stone and putting it together and making a spear. The tools are out there for us to use. There’s so many of them and they’re so advanced. We’ve just gotta use them and use them to their maximum potential.

Travis Miller:
Now, Jeff, dealer listening to this, a person n the business listening to this saying, “I like this guy. I like the information. I want to learn more from Jeff.” Tell them how do they get more Jeff?

Jeff Kershner:
Call me up, no. You know, I’ve got Dealer Refresh. Again, you touched on it earlier when you answered this. It’s a blog. I’ve been doing it for about four years. We talk about a lot of industry related things. We talk about new software. It’s not – it’s a tough balance because you don’t want things to become a big sales pitch.

Travis Miller:
Yeah.

Jeff Kershner:
And I kind of moderate things. Sometimes it gets a little controversial, you know. There’s a few postings out there that just – you’ve got some big gorillas in this business and it’s like anything else. With Microsoft, everyone wants to go after the big guys.

Travis Miller:
Yeah.

Jeff Kershner:
You know, so sometimes some postings on there, but it is what it is. But the main focus is some of the best practices out there, talking about some of the new technology that’s available to dealers. And there’s comment areas, so you get other dealers that get in there and comment and you get vendors that get in there and comment and they create suggestions.

Jimmy Vee:
One other question, this is completely free, right?

Jeff Kershner:
Oh, absolutely.

Jimmy Vee:
And tell them where they can find it.

Jeff Kershner:
It’s dealerrefresh.com.

Jimmy Vee:
Uh-huh, and for what, $2 million a year they can have you at their dealership, right?

Jeff Kershner:
Hey, you know, let’s go for $3 or $4, $3 or $4 million a year.

Travis Miller:
Perfect.

Jeff Kershner:
Actually, I’m not greedy. Just one would be fine.

Travis Miller:
One, okay. Hey, Jeff, listen, man, what a great conversation, lots to share. We could clearly go on for hours on this, but maybe we’ll have to schedule a follow up time to go into more detail and explore some of these ideas even further, but I really thank you for your time today and thanks for sharing your information and expertise so generously with everybody listening.

Jeff Kershner:
Yeah, I thank you guys for having me, absolutely.

Jimmy Vee:
Jeff, thank you, and I’m a personal fan of Dealer Refresh, so if you guys aren’t out there going to that blog, you ought to because there’s a lot of great information to be learned there.

Jimmy Vee:
Thanks again, Jeff, and everybody, thanks for tuning in and listening and remember if you need help with attracting more customers to your dealership and getting a higher ROI for all of the marketing you do, just contact us, reach out to us and one of our Rich Dealers advisors will connect with you and give you a hidden wealth evaluation completely free. It will help you uncover some of the untapped potential in your dealership and get you moving in the right direction, and as I said, it’s a free service that we provide.

You can learn more about this and all of our interesting and various information services and opportunities and how to get a free wealth evaluation and also hear other interviews just like this at automarketingadvice.com. This has been straight talk with Jimmy Vee and Travis Miller.

Travis Miller:
Of course, I’m Travis Miller, the big idea guy.

Jimmy Vee:
And this is Jimmy Vee, the five foot high marketing guy.

Travis Miller:
We will talk to you next time.

Jimmy Vee:
Bye bye.

For more auto marketing advice visit RichDealers.com