Outlook for the Auto Dealer Industry with the Reverend Joe Cala, Jr.

Travis Miller:
Hello, everybody, and welcome. I’m Travis Miller.

Jimmy Vee:
And this is Jimmy Vee from the Rich Dealers Institute

Travis Miller:
And thanks for listening to Straight Talk with Jimmy Vee and Travis Miller. This is part of a special interview series we’re conducting on success strategies for the new automotive economy and we are privileged and honored to have a great guest with us today for this interview, the Reverend, right, Joe Cala, Jr.

Joe Cala:
Right. How are you?

Travis Miller:
I’m good, good, even better that I’ve got you on the line and I’m excited to be able to share your expertise and enthusiasm with the thousands of dealers who are listening to this program. And you’ve got so many good ideas and good information to share with them, I really encourage everybody to stay tuned in here until the end of this brief interview, even though I know you have a thousand other things going on.

There’s really no better use of your time. Listening to material like this truly is what we call $1,000.00 an hour work and there’s hardly a better guy to listen to than Reverend Joe Cala here. And I want to tell you a little bit about –

Jimmy Vee:
I’m psyched a little bit about Joe.

Travis Miller:
I’m psyched too.

Jimmy Vee:
And I got my pen and paper ready and I suggest everyone else do too. This guy has some information to share.

Travis Miller:
Joe is the fleet and internet sales manager for Gateway Toyota, which is a Penske store. He’s also a business development and business motivation expert, but my favorite is that he’s a performance catalyst. See, that’s the key with Joe. He knows exactly how to spark up a team, inject positivity into their working environment and modality and cause them to perform at levels heretofore unknown by mankind. Joe, thanks for being with us.

Joe Cala:
You’re welcome, man. Thank you so much for having me.

Travis Miller:
You’re welcome. It’s our pleasure. And, you know, we’ve got a lot of information to cover and I know you’ve got a lot to share.

We’ve got some pretty serious topics to go over and questions for you here and I’m really serious though to hear about predictions because that’s one of the topics we want to cover here is sort of what you believe the outlook is for the next, say, 12 months for the car business.

Joe Cala:
Okay. Well, personally I know that there – the need for personal transportation is just as great today as it was three years ago.

Travis Miller:
Well put.

Joe Cala:
And it hasn’t changed. I mean transportation is still needed, new and used automobiles.

Travis Miller:
Right.

Joe Cala:
And the auto industry has survived for centuries. It’s survived through recessions. It’s survived through depressions, strong economies, weak economies. It’s gonna survive in 2009.

Travis Miller:
World wars.

Joe Cala:
What’s that?

Travis Miller:
World wars.

Joe Cala:
That’s right.

Travis Miller:
The New Deal, the civil rights movement.

Joe Cala:
Right, right, and it’s –

Jimmy Vee:
Watergate.

Joe Cala:
And it’s gonna survive. I mean that’s right.

Jimmy Vee:
Now it’s Barrack Obama.

Travis Miller:
Yes.

Jimmy Vee:
And it’s surviving right now, right through the inauguration of Barrack Obama.

Joe Cala:
That’s right. They are driving them down the road right now and we are still – the doors are still open and there’s customers in the showroom. So you know what? It’s gonna survive and I believe it’s gonna be okay.

Travis Miller:
Good, well, a pretty simple outlook.

Joe Cala:
Yeah.

Jimmy Vee:
I love that outlook. It’s a positive one. Who knows exactly what the details are gonna be, right?

Joe Cala:
Yep, I don’t know all the details, but I know it’s gonna be okay. I know the end result is gonna be okay.

Travis Miller:
Yeah.

Jimmy Vee:
Well, I guess you better than most of us should know this. We can’t worry about all of the details. We can only worry about the ones we can control, right?

Joe Cala:
Well, that’s the truth. I heard somebody once say that I don’t worry about the things that I can change cause I can change them and then I don’t worry about the things I can’t change because I can’t change them. So therefore I just don’t worry. You know what I mean?

It’s something that you gotta learn how to be able to know that there’s limits to what we can do, but we can do the best we can. And I also heard somebody once say that I may not be able to control the winds, but I can sure adjust my sails to help put me in the right direction so that it can catch the right winds.

Travis Miller:
That’s right.

Joe Cala:
So I really do believe that even though there’s a lot of up and downs and there’s a lot of unpredictable things that are going on out there, that we can really do the best we can to just put ourself in a position to receive the best that we have available to us in the time that we’re in.

Travis Miller:
You know, it’s interesting that you use the sailing analogy. It just made me think of something. This past summer I went – Jim was with me actually. We were with a client up at his lake in New Jersey. We went sailing for the first time, just a little catamaran thing out on the lake, but I’d never been on a boat that was operated via sail.

Jimmy Vee:
Via wind power.

Travis Miller:
Yeah. I felt so green doing it, I mean, you know, but what I found remarkable about it, and I had always wondered how in the world could a sailboat really work because the wind changes directions? I mean, you know, and how can you go against the wind? I mean if the wind is blowing one direction, how could you possibly go the other way? So to me it always seemed like a sailboat would be really good for taking you one direction, but how could you ever come back?

Well, I still don’t understand it, but what I do know is that by some fairly simple adjustments, and by no means did I get good at this, okay, but with some fairly simple adjustments I was able to go in any direction I wanted to regardless of what the win was doing. Now based on what the wind was doing at the present moment, I may go quickly or I may go slowly, but nevertheless, I went somehow and basically any direction I wanted to

Jimmy Vee:
Yeah. Ad you were moving forward the entire time.

Travis Miller:
And never moved backwards.

Jimmy Vee:
That’s powerful.

Joe Cala:
That’s powerful. That’s good.

Travis Miller:
So looking ahead though, and obviously we don’t know specifics. You know, there’s no crystal ball in my office, probably not one in yours.

Joe Cala:
No, not one that works at least.

Travis Miller:
Yeah. One of those blue –

Jimmy Vee:
Maybe a ball made out of crystal, but it doesn’t actually have – it doesn’t actually predict anything.

Travis Miller:
Sorry. What do you think is really the biggest hurdle that dealers are gonna face in the next year?

Joe Cala: Well, based off of what I’m seeing as the start of the year here, it looks to me like the biggest hurdle that we’re actually, again in the field here, are dealing with is credit and loan approvals.

Travis Miller: Okay.

Joe Cala:
You know, just being able to deal with the credit crunch so to speak that has taken a hold of this country due to some past things that have just recently had happen. I mean many new and even previous clients who have at one time good credit standing with current leases that they’re driving right now, finance loans that they’re driving right now, were approved at the best rates when they bought those cars have gone through some challenging and difficult times due to whatever has happened and it’s affected their scores, their credit history and pulled them out of the range of affordability and causing them to readjust their thinking and not being able to get approved for as much or even at all.

Travis Miller:
Uh-huh.

Joe Cala:
And so it looks to me like one of the challenges that I’m seeing or the hurdles that I’m seeing that we’re having to jump over is really rethinking how we structured different deals and handling people and putting them into the right vehicle that will fit their entire parameters of what they’re trying to accomplish. And I think a lot of it again is based off of the credit and loan approvals that are out. It’s a hurdle right now that I’m starting to see.

Travis Miller:
So you think that rather than just throwing your arms up and saying, “Well, we can’t get deals done right now, so we might as well not even bother.” It’s a matter of changing your thinking in terms of how you’re gonna structure your deals and the kind of deals you’re gonna match people with.

Joe Cala:
Well, that’s absolutely right cause I mean just cause we see in the past that you see a bad credit score, just, okay, well, we can’t do nothing for them. Well, now it’s not we can’t do nothing for them. We do a little more investigating. We try to get ourselves to be a little more creative and see if the people are a little bit more flexible because a lot of times people know that they’re in a place where they’re not as good as they used to be, so we have to see that they’re a little bit more flexible so that they can maybe try to get into a vehicle to reestablish and get themselves built back up in good credit standing if they hold good on the loan.

And so it’s not just selling specifically exactly the vehicle that they may come in to look for as much as it is us getting them into a mode of transportation that’s gonna help meet that need of transportation so that we can get them reestablished and in that right direction to get their credit back into place.

Jimmy Vee:
I was recently reading something, and I can’t remember what it is, and I apologize to the author, whoever wrote it, but I was reading a great article called something like The Art of a Deal is Back. And it was basically talking about this concept where that we’ve had such great times in the automotive business that the art of being a great car buy and actually understanding the nuances and being good at the nuances of working a car deal and putting a deal together has become almost an extinct animal because it wasn’t necessary. You could just call any bank, was buying everything, you know.

Joe Cala:
Right.

Jimmy Vee:
Plug it in, someone’s buying it.

Joe Cala:
Right.

Jimmy Vee:
And it really wasn’t that big of a deal. So this article was talking about it’s going to be – it’s a return back to really the art factor in the car business of actually knowing how to work a deal and the nuances of a deal and to actually get people approved and to get people in the right vehicle.

Joe Cala:
You’re absolutely right and I even tell my team, you know, listen, the people aren’t knocking the doors down like they used to, so it doesn’t mean that people don’t still need transportation. We just have to figure out when we have them here how do we make – how do we meet that need?

You know, Bob Harrison, he’s a motivational speaker. I don’t know if you ever heard of him or not. They call him Dr. Increase. But Bob Harrison had said that I don’t know the exact number, but last year X amount of thousands of quarter inch drills were sold in the United States.

Travis Miller:
Okay.

Joe Cala:
He said, “The only thing that people realize is that – they don’t realize is that people don’t want a quarter inch drill when they bought the drill.”

Travis Miller:
Right.

Joe Cala:
They wanted a quarter inch hold. So the need was the quarter inch hole, but the means to that was the quarter inch drill. So what we need to do is we need to realize that it’s not the product. In other words, it’s not just the Toyota. It’s not just the Nissan or Chevy or whatever the model is. It’s the need of transportation.

And so when people come in and we really do – again, like you said, the art of selling and going back to the art of the deal and going back to saying, “Okay, look. This is what your need is and we’re gonna help you meet that need through this vehicle,” and getting back to the point where we can make sure that we help them meet the need, not just the desire or what they’re looking to have as far as the good stuff and all this and that, but going back to the need and so that we can help them. Again, also not getting into just a need of transportation, but reestablishing the credit if it’s credit issues or whatnot.

Travis Miller:
Well, you know, I think you’re right on target here, Joe, and so many people have begun to look at the car business as being all about the inventory, all about the vehicles, and certainly the manufacturers would like us to believe that, but at the dealership level, at the retail level, it’s not about – and this is exactly what you’re saying. It’s not about the specific inventory you’ve got because sure there are people who are glued onto specific vehicles.

Joe Cala:
Right.

Travis Miller:
But the people who are glued on specific vehicles tend to be the lower gross deals.

Joe Cala:
Right.

Travis Miller:
Because you get pigeon holed into the deal because everyone knows how to work a good ________ or at least they should, right?

Joe Cala:
Yeah.

Travis Miller:
If the vehicle you’re on is a permanent fixture in the deal you lose a big chunk of flexibility.

Joe Cala:
You’re right.

Travis Miller:
Because a particular vehicle can be price shopped. They can take this vehicle and go on the internet and find five others just like it in a ten mile radius and price shop you against it.

Joe Cala:
Right. And most of the time these people are coming in with comparisons that they’re saying, “Okay, I’m looking at the Honda, I’m looking at this and I’m looking at that.” So that means that, okay, first of all they’re in your store, so yeah, they’re looking at your product, but they’re also open to other products if it’s gonna be more affordable, if it’s gonna be in the means of helping stay within the means of the need that’s necessary.

And that I’m not opposed to selling a used car over the product that I sell that’s not – that’s a different brand. I mean it’s silly. If I can’t sell anything else, I have to sell just this, you know what I mean?

Travis Miller:
Sure.

Joe Cala:
And it’s true. I think you’re right. When you hit it when you said that whatever that article was, The Art of the Deal is Back, and it’s true, it is.

Travis Miller:
You know, the challenge that you’re talking about here with the credit that we all are aware of and we know we’re facing, how you describe it also to me presents an opportunity. It’s not just about getting them in this vehicle today, but it’s about the credit reestablishment and ultimately stepping them up into a better vehicle in the near future.

Joe Cala:
Right.

Travis Miller:
So when you’re making that first deal today you’re really automatically setting up the second deal.

Joe Cala:
That’s right.

Travis Miller:
Or at least you should be, right?

Joe Cala:
Correct, yeah.

Travis Miller:
And –

Joe Cala:
Go ahead.

Travis Miller:
No, and if people have that ultimate flexibility through credit like they may have just 12 months ago, then there’s – you have less of a lock on that second deal.

Joe Cala:
Right.

Jimmy Vee:
But now you have a significant lock on it.

Joe Cala:
Yeah, and you know what? No one buys a car forever.

Travis Miller:
No, of course not.

Joe Cala:
You know what I mean? So you know that they’re gonna buy another car one day, so how you handle them and how you take care of them is gonna affect, like you said, the second deal down the road or even their family. You know, they may have a brother or mother or a son or daughter or somebody who’s buying a car.

Travis Miller:
They may. And imagine as they’re sitting there and they’re getting into the vehicle that may not be exactly what they wanted, it may have not been the perfect match because maybe you couldn’t fit them with a lender that was gonna make that deal work, so they had to step down.

You know, if you play your cards right, you’re able to explain that, hey, in 12 or 24 months you can be back here. Make your payments on time. You’re gonna be in a better situation, a better position. We’re gonna be able to get you into that vehicle that you really wanted.

Joe Cala:
Correct.

Travis Miller:
And so there’s deal number two. Hey, the more frequently they buy cars from you, the better.

Joe Cala:
But yeah, absolutely.

Travis Miller:
You know, what most people in the car business I believe don’t realize is that we’re really not in – we’re obviously in the car business, but we’re in the people business. We’re in the cattle business, okay, and we’re thinking of our customers as cattle. We need to build fences around our cattle to keep them all together in a herd. But right now –

Jimmy Vee:
Be a shepherd.

Travis Miller:
Be like a shepherd. Right now dealers line up and down car row and they just let people graze in –

Jimmy Vee:
They just whack them all. They’re just looking for a mole that pops up and whack them on the head with it with a hammer like at Chucke Cheese, just a whack a mole.

Travis Miller:
Right, exactly.

Jimmy Vee:
That’s not the way it should be.

Travis Miller:
No.

Jimmy Vee:
It should be building authentic relationships and truly to being helping people achieve the goal that they have through transportation and then showing them that there’s a way to get where they truly – their ultimate destination and drive the vehicle that they truly have really dreamed about driving, whether that’s today or that’s down the road a few years. We’re gonna help them make the steps and we’re gonna set up this sale to build that relationship so we can set up the next sale, the next sale, and the next sale.

Joe Cala:
Absolutely. And I love it when I hear people say, “This was the easiest transaction I’ve ever made in buying a car. I’m sending everyone to you.” When I hear that, that makes me realize that it’s like, okay, and by the way, I’m sitting there with them and I’m helping consult them. I’m helping them make a good decision. I’m helping them make a decision that’s gonna be for their best interest.

And really, you know what? A lot of car guys aren’t doing that. They’re in their own best interest, but when you come from the angle of you’re actually here to serve the customer and help them, it’s like, oh, yeah, and then by the way, I forgot, just sign here too as we’re talking about what we’re talking about and as we’re having a conversation and going through this, it just – it becomes very easy and fluid.

Travis Miller:
Yeah, natural.

Joe Cala:
You become a trusted advisor instead of just a product pusher.

Jimmy Vee:
That’s really what gravitational marketing and what we teach is really all about and you clued in on it right there. I mean so on a ground level, I mean you see this every single day.

Joe Cala:
Yeah, right.

Travis Miller:
What do you think, Joe, are the top three things? What are you top three recommendations let’s say for what a dealer should be focusing on to keep growing and not just going over the next 12 months?

Joe Cala:
Well, first of all, I think that healthy growth, to keep businesses growing is one thing, but to keep them growing healthy is another. You know, fungus grows, but that doesn’t mean it’s good, you know what I mean? Healthy growth in any area whether it’s – I said fungus, but whether it’s in plants and agriculture, whether it’s in people, relationships, physically, emotionally, socially, spiritually, financially, in business, in the dealership, whatever it is, healthy growth is the result if we’re focusing on specific areas such as number one, protecting the area in which the source of life flows through because anything that’s dead doesn’t grow.

Travis Miller:
Okay.

Joe Cala:
And if it’s alive, obviously it can grow, but if it’s dead, it’s definitely not gonna grow and it’s not gonna grow healthy because it’s dead. So we need to protect the area in which the source of life flows through, which is the people that we have within the dealership.

I believe again, like you said before, people are very important to this whole thing, and not just the people that we’re servicing, but the people that are providing the service. And I think a lot of times in the dealership circles what happens is the higher ups begin to handle the people who are helping the people that need to be served like they’re not very important, that they’re not really – they’re just not – they don’t protect them, they don’t take care of them properly because that’s the life – that’s the source of – that’s the channel through which that life source is gonna flow through into the dealership. The dealership’s profit, the dealership’s success is based off of the people.

Jimmy Vee:
That’s a great insight and actually, a lot of our – well, I wouldn’t say a lot of. We’ve had a – recently we’ve spoken with Danny Alkassmi who is a automotive sales and service consultant and he was –

Joe Cala:
I know Danny. I’ve met Danny.

Jimmy Vee:
Similar concept here, he called it ESI, employee satisfaction index.

Joe Cala:
Yeah, that’s very good. I like that.

Jimmy Vee:
Yeah. I thought that was brilliant myself and it really is focusing just as you’re saying, on the internet employees and making sure that they’re happy and that they’re healthy and so that they can grow and that can translate to the customer.

Joe Cala:
Exactly. And let me just say this too, and just as an illustration. If the heart of a body stops beating and we focus on the appearance of the body after it stops beating, cutting the fingernails, trimming the hair, deciding what clothes to put on it to make it look good rather than resuscitating the person to get the heart beating again, healthy again, so that the body becomes alive again, then we really miss the major focus and whatever else was done isn’t gonna produce maximum results that are intended.

Travis Miller:
Uh-huh.

Joe Cala:
So I really truly believe at the heart of every dealership the area in which the source of life flows in through is having the right people on board in staff, protecting those people and making sure that again, secondly, another thing is making sure that we’re feeding them properly. If something wants to – we have a two year old little girl. We’ve gotta make sure if she wants to grow healthy in this life, I’ve gotta feed her properly, right, not just food, but the mental food as well.

I gotta provide her with, you know, helping her again have good nutrients that go into her body. You know, and the same thing in putting it into the dealership terms. Are we feeding our team solid training? Are we giving them motivation and encouragement? Are we feeding them confidence, you know, and courage and knowledge to help keep them empowered to succeed and to product a sale?

Travis Miller:
Uh-huh.

Joe Cala:
And are they dying or hunger, starving for attention, you know, looking for somebody to say, “Good job?” I heard somebody say in the business, “Well, I don’t tell you it’s a good job. You get paid to do this. You’re supposed to know this is what you do.” And I felt like saying to that person, “What are you, crazy?”

I heard someone once say that listen, if praise was money, some people need raises. We need to give people a lot of praise for what they do. Again, it’s not very common in this business, but we need to be able to feed them these things and not just feed them unreachable goals and discouragement and belittle them for making a mini deal instead of a high gross profit deal and minimizing their efforts to try to be creative. We need to lead them t o succeed, not to fail.

Travis Miller:
Sure.

Joe Cala:
And I believe that we need to focus on feeding them good food for thought as well as not just natural food, feeding them pizza on Saturdays when they’re here all day, you know what I mean?

Jimmy Vee:
Yeah, yeah.

Travis Miller:
Yeah.

Joe Cala:
And the third thing I think that’s important too is we need to be thermostats in our dealership. You know, thermostats actually set the temperature. You know, what type of atmosphere do we have? At my store there’s only certain people that have access to the thermostat to control the temperature in the store, to the physical thermostat.

Travis Miller:
Right.

Joe Cala:
But what about the atmosphere that we – what are we doing to keep the temperature just right for the atmosphere for everybody else to survive in, to walk in? You know, I mean we’re the ones who can set the temperatures in the store. We can keep it hot or cold. We can keep it excitement or we can keep it like everybody’s walking on eggshells because everybody’s nervous about the economy, nervous because they haven’t got enough deals.

You know, so many people are thermometers rather than thermostats. They just start telling the temperature. “Oh, man, it’s cold in here today. It’s hot in here today. It’s this in here today.” You know what I mean?

Travis Miller:
Yes.

Jimmy Vee:
Sure.

Joe Cala:
And we need to keep the atmosphere clean of strife and disunity and selfishness and set the temperature in our store’s integrity and honesty and character. And the reason why is because if we take care of these three things, the people and we feed them right and we set the thermostat to a good temperature, to set the atmosphere in our store to a good temperature, I think the more we take care of the staff, the more easily it will be for them to take care of the people that come through the door, the more motivated they’ll be to take care of the people that come through the door.

Why? Because they’re motivated based off of the motivation of making and being successful to make everybody successful because they’re taken care of well.

Travis Miller:
That’s –

Joe Cala:
And the more well taken care of the staff is, the more well taken care of the client will be.

Travis Miller:
That’s excellent.

Jimmy Vee:
You know, based on what you’ve said there I think there’s a huge opportunity. If really good people are the core and the crux of growth and sustained healthy growth that you were talking about, then the opportunity of the economic downturn and recession unfortunately for some people is they can’t escape it and they’re going out of business. So that puts a lot of good employees, a lot of good talent into the marketplace.

Joe Cala:
Yeah.

Jimmy Vee:
Which other dealers can pick up, help those people that are out of a job, those good people that are out of a job, employ them, and now in turn make their dealership better, make their family better by bringing those good quality people in.

Joe Cala:
Right.

Jimmy Vee:
Before it was difficult. It was hard. I don’t know how many entrepreneurs we talked to where they just always tell us, “It’s hard to find good people.”

Joe Cala:
Yeah, yeah.

Jimmy Vee:
“I can’t find people, quality people I can count on, I can trust, that work.” And now we have the opportunity because there’s a lot of great people who unfortunately are being put out into the marketplace, but that’s a great opportunity for those of us who have the right mindset and understand that healthy growth is a priority.

Joe Cala:
Well, I just had a dealer point out this morning that t here should probably be some sales reps from trader publications in every market in the country that are available for hire right now.

Travis Miller:
Yeah.

Joe Cala:
And people who know the car business and are enthusiastic about it and have a selling track record, right now may be looking for opportunities. So it’s like every time you turn around there’s opportunities these days. So it’s that opportunity – you know, it’s being able to see the positive where as you say, be the thermostat and set it in a positive direction instead of just telling the temperature and seeing all the negative around here.

Travis Miller:
Right. Listen, you know, this has really been a great interview and your information is good, it’s exciting, and I really appreciate you sharing it. I love some of your analogies here.

Joe Cala:
Thank you very much.

Travis Miller:
I’m gonna use you as a reference with them from time to time because I like them.

Joe Cala:
Well, thank you. I appreciate the chance to share it with you guys.

Travis Miller:
Some people are gonna be listening to this and saying, “Hey, you know, I want to get more Joe. Give me a cup of Joe.”

Joe Cala:
Great, man, I’ll give it.

Travis Miller:
And so tell people where they can get more from you, find more information and then learn about how you can help them right now.

Joe Cala:
Well, if anybody would like to talk to me they can contact me directly. I can give you – my phone number is actually 848-248-0730. Again, it’s 848-248-0730. That’s my direct number. And you can go to www.calaministries.org, and I’m there. There’s a lot of contact information that you can get in touch with me through that and you can give me a call or e-mail me. I’ll give you my e-mail address too. It’s rev, R-E-V, Joe Cala, J-O-E C-A-L-A at aol.com.

Jimmy Vee:
And Joe, on your website there you have a couple of books that you’ve authored as well that are available.

Joe Cala:
That’s correct. One book that I authored is Living Your Life Today The Foolproof Way, and the most recent one is The Proven Formula of Success, Evaluation Plus Education Equals Elevation. And that will be a great blessing to you. If you want a copy of that for you, yourself, your team, or whoever, just give me a should out and we’ll get it out to you.

Travis Miller:
Outstanding. Well, thanks so much for sharing your wisdom, and your time with us benefits not only us, but like I said, the thousands of dealers who are listening, so I’m thankful for that. And I want to point out to everyone listening too that if you have questions on this topic or feel like you need some direction in your business and would like a little help, a little boost, you can always reach out to us and speak with one of our Rich Dealers advisors absolutely free. And, in fact, there’s information right on the page where you’re listening to this about how to do that.

Jimmy Vee:
Or if you’re not on the page and you want to find more interviews like this or get in touch with a Rich Dealers advisor you can always do so at www.automarketingadvice.com.

Travis Miller:
This has been Straight Talk with Jimmy Vee and Travis Miller. Of course, I’m Travis Miller, the big idea guy.

Jimmy Vee:
And I’m Jimmy Vee, the five foot high marketing guy.

Travis Miller:
We’ll see you next time.

Jimmy Vee:
Bye bye.

Travis Miller:
Hey, Joe, thanks very much.

Joe Cala:
You’re welcome, guys. Thank you.

Travis Miller:
That was great.

Joe Cala:
This was fun.

Jimmy Vee:
Yeah, it was really fun.

Joe Cala:
I could talk to you guys all day long, I feel like.

Jimmy Vee:
I know. I love it when we get into rhythm like that. There’s –

Joe Cala:
Yeah, it’s nice.

Jimmy Vee:
It’s very inspiring and educational.

Travis Miller:
Hey, Joe, let me grab – while we’re on the line here I want to grab your – some of your contact information here. What’s your address?

Joe Cala:
It’s 236 Windward, W-I-N-D-W-A-R-D, it’s all one work. Avenue, Beachwood, B-E-A-C-H-W-O-O-D, New Jersey 08722.

Travis Miller:
Okay. And you were revjoecala@aol.com.

Joe Cala:
Yeah, at AOL.

Travis Miller:
And your number?

Joe Cala:
I’ll give you my house and I’ll give you my cell phone.

Travis Miller:
Okay.

Joe Cala:
It’s 732-504-7475, that’s my home number.

Travis Miller:
Okay.

Joe Cala:
And then my cell phone is 848-248-0730.

Travis Miller:
And I’d like to begin sending you a copy of our newsletter that we publish monthly.

Joe Cala:
That’d be great. I’d love to have it.

Jimmy Vee:
It comes out in the mail, regular mail.

Joe Cala:
Okay, that’d be great.

Travis Miller:
All right. Well, thanks a bunch.

Jimmy Vee:
And Joe, I believe we also sent you a copy of the book. I don’t know if you got it yet.

Joe Cala:
I didn’t get it yet.

Jimmy Vee:
Okay, you should get it. It was sent out priority, so you should get it in the next day or two.

Joe Cala:
Okay. And your book I’m sending out to you guys too, so you’ll be getting that shortly.

Jimmy Vee:
Looking forward to it.

Travis Miller:
All right, excellent, man. Well, it’s been good. When this thing is posted, we’ll send you a link to it so that you can share it with folks if you’d like to.

Joe Cala:
Perfect. I really appreciate it, guys.

Travis Miller:
It’s been our pleasure.

Joe Cala:
Thank you so much.

Jimmy Vee:
Thanks, Joe.

Joe Cala:
Take care. Have a good day.

Travis Miller:
Okay, bye.

For more information on automotive marketing visit RichDealers.com