March 20, 2025 • 47 mins
The energy is electric halfway through the Ultimate Challenge at Lewis Automotive Group, where the ambitious goal of 555 vehicles sold in March has already hit the 327 mark. This isn't business as usual—it's a complete transformation of how deals are approved, with the Lewis Brothers signing off on transactions that would typically be declined.
"Some of those deals they brought to my office... I don't even hardly look up at them," Matt Lewis explains, describing how they're approving deals sometimes thousands below cost to maintain momentum. This radical approach creates extraordinary buying opportunities, including $20,000 off new vehicles, up to $5,000 over Kelly Blue Book for trades, and an automatic 2.5% interest rate reduction across all financing.
The podcast reveals the fascinating inner workings of this high-octane sales event through conversations with longtime employees who help newcomers understand the unique culture. Service Director Tre Forgusen shares special promotions like $50 off oil changes every Wednesday and buy-three-get-one-free tire deals, while Finance veteran Justin describes personally calling banks to secure better terms rather than letting computers make all decisions.
Most captivating is how the dealership motivates their team beyond commission—custom socks created a "feeding frenzy" among salespeople, with six racing to close the final deal that would earn the last pair. Other incentives include Stanley cups, electronics, and kayaks, creating an atmosphere of friendly competition and celebration. The Lewis brothers emphasize that their success comes from focusing on helping employees achieve their goals rather than setting personal targets.
Ready to experience the Ultimate Challenge yourself? Follow Lewis Automotive Group on social media to catch daily specials and newly-acquired trade-ins before they appear online. With over 100 fresh pre-owned vehicles added weekly, there's something for everyone—but only if you act quickly!
Feel the dynamic energy of the Lewis Brothers as they deliver real stories and lessons that keep local businesses on their toes, and share how experiences in the community inspire them to keep on driving.
Check out all our great episodes at CrossroadConversationsPodcast.com!
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:00):
Looking 25 years back when I was young and was
looking up to some guys at theLewis Ford location that had the
Ranger bass boat jackets on andwe had the fairground sale
going, yeah, and it was easy forme to buy in because we had a
great culture then and obviouslywe've got a very great culture
here now.
But it's the new folks and thelook on their faces and hearing
(00:20):
things that I've heard for 20years, that they've never heard,
and that look of wonder likewhat is he talking about?
Speaker 2 (00:25):
Good morning and welcome to Crossroads
Conversations Podcast.
Today we're live.
We're here with the LewisBrothers, matt, shelby and
Taylor, and we bring you behindthe scenes of what's going on
with our business ultimatechallenge talk, and we've got
some great guests as well, somake sure to join in.
Hey, like share this out thereso we can get it to even a
(00:46):
bigger audience.
But, guys, we got to go over alittle bit of updates before our
first guest on.
Where are we at with this thing?
You know we challenge.
We say 555 must be sold, nomatter what it takes.
A few people have asked me likewhat does that mean?
Well, it means we're going toget really deep and say yes to
deals that we didn't last monthbut will this month.
Speaker 3 (01:05):
So just in case you don't know, normally we sell.
This is a goal for our wholeautomotive group Mayville,
springdale and Farmington.
We generally sell anywhere on aslower month of $325 to a
busier month of $375 in theentire month of all the people
and all the dealerships.
So where are we at this morning?
Speaker 2 (01:30):
We were well over the 300 mark, busting the 300 mark,
the actual, factual 327 retail.
There are guys out there thatare like, yeah, yeah, yeah, you
don't flee the wholesale Dealertrade when you shut the
wholesale in, we'd have to movethe number to like a thousand.
But this is 327 retailtransactions, one at a time, out
(01:51):
there to Northwest Arkansas.
At the end of the day, we'rewinning because we hit our goal.
But the true winner is thecustomer, because I gotta tell
you some of those deals theybrought to my office I don't
know about y'all's offices.
You're like I don't even hardlylook up at them, I just look at
it and I'm like are they alocal customer?
Do they have a trade?
Do they have a trade?
Are they financed?
Go do it and don't ask me aboutthis again, because it doesn't
(02:15):
make mathematical sense.
Speaker 3 (02:16):
No, because some of them are for huge losses.
Yes, you just have tounderstand that.
Thousands below what our costis and able to hit that number.
Speaker 4 (02:25):
Yes, there was multiple times on Saturday that
I came in.
Have you ever seen that clip ofTommy Boy whenever his hair's
standing straight up?
Shelby walked up to me and waslike what are you doing?
I was like I'm justcomprehending this, trying to
make it math out in my head.
He's like do the deal, moveforward, move on to the next
deal.
Speaker 2 (02:42):
You've heard us talk about the specials and the
reasons to buy.
One of the things you're goingto see when we bring guests on
this week, just like last week,is it starts internally.
What does our culture look like?
How do we get the team ready togo?
What does it mean to the team,this ultimate challenge?
Because collectively it takesall of it.
It takes all of the employees,it takes all of the internal
(03:04):
culture.
The prize is the fun.
Today's Tuesday, that's TacoTuesday.
Speaker 3 (03:09):
The food truck just rolled in.
They're going to start fryingup the tacos, getting everything
ready.
The environment never stops.
Speaker 2 (03:17):
Hey, you might see some of our swag.
We'll get deeper into that asthe show goes on, but you'll see
the Stanley Cups there thatSunday.
Win it for the Stanley.
We also have winning onWednesdays, and then we'll get
into these too.
Speaker 3 (03:29):
Anyway, ps5, you skipped over that because you're
not a PlayStation person PS5,and they just Parents won.
Yeah, the parents won becausethey just got a babysitter
full-time.
Speaker 2 (03:41):
That's right, cats canoes, tv, stanley's a grill a
solo stove, yep, socks, standingcups, all the good stuff, kind
of the start.
All the good stuff.
Uh, now, if you haven't makesure to subscribe to our channel
, go back and see any of theprevious episodes where we dive
into all things.
Business leadership we help tosupport you to grow your local
(04:03):
business.
Uh, of course, the past coupleof weeks we've been live here,
which is a whole lot of fun, soyou can see real-time action,
what goes on in our business andhow we continue to encourage,
support, motivate and push ourteam as it goes on.
Speaker 3 (04:16):
Yeah, and this is point of sale back here, right
away from a microphone.
But just so you understand,remember, it's the ultimate
savings of $20,000 off newvehicles.
It's the ultimate savings oftwenty thousand dollars off new
vehicles.
It's the ultimate selectionover a thousand vehicles to pick
from, and we've already sold325 cars so far.
And so we have to continue toreplenish.
We talked about last week theused car influx.
It was over a hundred new usedcars.
(04:39):
So if you were here last week,chances are there's a hundred
new.
It's the ultimate trade valuebecause we have to replenish.
So up to $5,000 over Kelly BlueBook and it's his ultimate
interest rates.
There's an automatic two and ahalf point interest rate
reduction Yep, right, startingat 0%.
So that's my elevator speech ofwhat it is.
Speaker 2 (04:59):
Since we've got a little bit of time here, I'm
going to pull a couple of thingsout of your elevator here.
Okay, so we can talk about whenwe talk about we've replenished
our pre-owned inventory I don'twant anybody to miss that from
last Monday.
So in just a week we acquiredan additional hundred pre-owned
vehicles.
So think about that as you'redriving down the road and you
(05:19):
drive past pre-owned lots.
How many of them have a hundredon the line?
We got a hundred new ones.
If you were in here the weekbefore, you never saw a hundred.
Now we'll sell those hundredthis week and get another
hundred.
Why do we tell you all that?
Because even if we don't haveexactly what you're looking for,
there's a pretty goodpercentage.
We're going to trade for it andthese are local trades that we
(05:41):
know the buy.
Speaker 3 (05:41):
This is like you're asking for the path.
Are the old lady driven?
Yeah, the only the sunday car?
That's what these are, becausethe stuff that aren't good we
still trade for them.
We do.
Speaker 2 (05:50):
We just don't put them back out there for everyone
to buy so the easiest way toknow our fresh stuff is follow
our socials and our guys there.
Uh, you know.
And then the other amount youtalked about, but I don't want
to skip over this because noteverybody does this.
We went to all of our financingsources and said we have 555.
We need you guys to step up andhelp us with that.
So they gave us an automaticrate reduction, exclusive for
(06:14):
Lewis Automotive, just for thesale.
How much?
Speaker 3 (06:16):
was that off?
It's two and a half pointsbasis points, and the easiest
way to know that is what we getis what you get.
So if you're approved from thebank for a 4% rate, that's what
the customer pays.
And in case you don't know, inthe state of Arkansas you're
allowed to mark that up, whichmost people do.
It's a source of income up totwo and a half points.
Speaker 2 (06:37):
So every dealer is not going to do a buy-sell, what
they would call there.
If we got the buy-for-4% offand if you ever wondered if you
went to your bank, more thanlikely you're not going to get
the same rates that we dobecause we get to leverage all
those books of business, lumpthem together and get better
incentives, like the two and ahalf point reduction.
(06:58):
What do you say?
We bring on our first guest.
Let's bring on our first guest,Joey.
Speaker 5 (07:12):
Welcome to the podcast wake up.
Is this the time for that?
Now go ahead and get all yoursponsors.
First of all, I'd like to thankred bull.
Uh, I moved that right here.
This is the uh cans for thiscoil.
I'm gonna do the only engine.
Uh, they don't send me any.
Uh, typically you sound bitter.
I look for the two for six.
Speaker 6 (07:25):
Yeah.
Speaker 5 (07:26):
I pick the gas station, yeah, yeah.
Speaker 3 (07:29):
Walmart delivery.
How long does that normallylast?
Oh, it's pretty quick.
Speaker 5 (07:33):
Two to three it's been there.
Speaker 2 (07:36):
So, besides the Red Bull, how many ultimate
challenges have you been through?
Speaker 5 (07:40):
I've been here 14 years.
It took a little hiatus, so 10?
.
Speaker 2 (07:44):
Yeah, so 10 of those ultimate challenges and of
course, you knew what to expect.
I did, but we had some new teammembers because we've grown, we
moved from across town, we'vegrown, so we had about 100
employees that had never beenthrough an ultimate challenge
and it's super hard to explainto people what is going to
happen.
Speaker 5 (08:02):
You can tell them all about it, but their eyes just
glaze over and they're likethere's no way that happens.
Yeah, I think every deal there.
There's no way that you'regoing to go bump the inventory
up this much.
There's no way that you'regoing to pay more for your
inventory 50.
It just blows their minds.
Speaker 2 (08:17):
So you know, we saw that when ultimate challenge
started, so that first week youknow, the veterans, the ones
that had been through it theykind of jumped out to a lead on
the leaderboard new sales whileeverybody else was like sitting
there waiting, going hey, I hearthe hype but what's really
going on?
But we've seen them kind ofcultivate and then rise up
because they're like shoot, Ibetter jump on yeah, there's a a
(08:40):
ton of.
Speaker 5 (08:41):
You know this is probably the fastest start we've
ever had.
I would say typically likewe're a little bit behind, but
right now we're all foot on thegas and it's the new guys just
stepping up and seeing what'sgoing on.
So they really do.
Speaker 2 (08:54):
What does that look like behind the scenes If we
took all the listeners out thereand went behind the scenes talk
a little bit about the culture,how it feels different in the
month of March during UltimateChallenge versus a February or
an August or something like that?
Speaker 5 (09:07):
Well, first of all, we get our salespeople jacked up
first thing in the morning andit runs all throughout the day.
It's about noon.
You have to really look at backand say hey guys, I know you
feel like you've worked anentire day already, but it's the
halfway point.
It's time to kick it intosecond year 's, your halftime
adjustments.
Let's go get it.
And that's probably the biggestthing is just getting people
(09:28):
throughout the entire day torealize that it's like that all
day long all gas, no breaks.
Yeah, there's no.
Uh, hey, honey, I'll meet youat dinner at seven o'clock.
It's out the window that'sright, isn't it?
Speaker 2 (09:39):
hey, what tell me?
So, when a salesperson hasbrought you an offer or a deal
that doesn't make sense on paper, or that maybe they're used to
you telling them no, maybe inFebruary or last December, and
they bring it to you in themonth of March and you say yes,
(10:00):
what does their nonverbalcommunication look like?
Speaker 5 (10:03):
Well, I can tell you, at the very beginning of the
month I had salespeople saying,hey, this guy called me and made
me this offer and I didn't eventake it to him.
I'm like why not?
Why didn't you take me theoffer?
And they're like there's no wayyou would have said yes.
I'm like get the customer inhere, let's look at the deal,
let's drive the vehicle, makesure it fits their and get you
started, get you rolling forthis month.
So there's a huge difference inthe way that they're thinking
(10:26):
and the way that they're actingnow.
Speaker 2 (10:29):
That makes a ton of sense.
And I think that if we tookpeople a couple more layers deep
behind in the business worldout there is that starts from
top down, so you'll hear usyou'd come in and we would talk
about hey, you need to do this,bring us those offers.
We're going to take offers wehadn't taken before.
But then our actions speaklouder than our words and that
(10:49):
comes from us.
And then we've even had somemanagers that hadn't been
through it before, like, are yousure they're really going to do
that?
And it trickles down because atfirst I know you're into horses
now.
Speaker 5 (11:02):
It's no different than a horse testing you.
You know what the horse is ahorse.
It's a big horse.
That horse is a lot different.
It's a real horse.
It's a real horse.
So, good night Letting thebombers off the track.
Speaker 2 (11:17):
Trait All right.
Speaker 3 (11:20):
So understanding of how you deal with your show
horse versus how you deal withmac, and how you know that
you're different horses and howyou handle them and how you
motivate them.
Speaker 5 (11:29):
So, first of all, the going from the manager
standpoint, like in the meetings, it's hey, guys, why didn't you
take this deal in the verybeginning?
Uh.
Then it goes down to the salespeople like, hey, we need to
bring more deals in, we need tosay yes to more deals.
Who did we have in this weekendthat we were missing on a
trade-in?
Or, um, you know, have calledmy buyers out of town buyers to
(11:49):
see if they'll get more moneyfor it.
And just digging a little bitdeeper for each and every one of
those guys the, the people thatare at 15 already for the month
, and the guys that are four orfives of the month you're you're
working just as hard for them,maybe even a little bit harder
for the guys that are four orfive to get them going, get them
boosted to the 10 15 raise Ithink that's the point.
Speaker 2 (12:09):
If you're managing a team out there and, joey, I'll
let you expound on this a littlebit but if you're managing the
team out there, it's not justyou set the goal and you're
there to support them.
It's helping everybody, fromyour top performers that have
been here for a long time to theperson that just started a
month ago.
It's figuring out where each ofthem are, tracking them, and
(12:29):
then what can you do as amanager to help elevate each of
those to hit their goal?
Because when you throw a loftygoal like this out there,
everybody's got to be hitting.
Speaker 5 (12:38):
Everybody has to hit and they all have to participate
.
They all have to stretch theirgoals.
As managers, we've all beenhere for a long time, so we all
get those customers that comeback to us for each and every
ultimate challenge and I say,hey, I'm ready to participate in
the ultimate challenge, I wantto be a part of it.
Who's going to be mysalesperson?
Cause they know that I'm notgoing to sell in the car, but
I'm going to get them withsomebody.
So, like you said, you look atthe scoreboard, you see who's
(13:01):
where they need to be, who'sstruggling to get to where they
need to be, and you help thatperson elevate a little bit more
and hopefully that extra dealpushes them to bring you three
more deals.
Speaker 2 (13:11):
No, that's good, that's good stuff.
Speaker 3 (13:13):
Absolutely so, before we shove you off here to throw
the next person on anything youwant to say Elton Challenge, why
, how?
Where Not any sponsors, sorry?
Speaker 5 (13:28):
No, we've got it at 555.
There is no option.
It doesn't matter what time itis and uh, hopefully at the end
of this we're celebrating 600and uh, making the goal 600 next
year, let's go.
So how did they get a hold ofyou?
Uh, you can reach that479-595-2602.
Or uh, stop in the used carsuper center, the, the starship
out there.
Yes, yeah, I love it all right.
Speaker 3 (13:48):
So as uh, as we're working on the next guest, I
wanted to give you a quickscoreboard update of our top
five producers.
Let's talk some stats.
I like you guys talk to staff.
I knew you liked that.
So, leading the cake so far,guys, of the morning of the 18th
, we've got Chad Fett at 19 anda half Shout out to Chad for 19
and a half sold.
(14:09):
Just right behind him halfwaythrough a month.
We've got Anthony at 18 sold sofar Behind him.
You guys got to see him lastweek.
Third place, not far behind, isBrandon Russell.
This is his ultimate challenge,I do believe.
And then your fourth, you'vegot Ken Ceratos, who's been
(14:29):
doing it many times 15 and ahalf there.
And then you've got Lyle,another first-time Ultimate
Challenger, at 15.
We've got a bunch that are downbelow that, but that's our top
five.
Speaker 4 (14:41):
I love some of these younger guys and I had to throw
in an objection there.
Sure, because it's fun to see.
For the first time.
You hit Brandon Russell, youhit Lyle in there.
It'll be 7, 8 o'clock at nightand they're ready to go all
night long.
I love that.
Speaker 3 (14:57):
I love that.
I'm like hold on, I got to hangon, let's get some more size.
All right, nick, we're still ontrack.
Speaker 4 (15:03):
But I love that new part of our team.
Everybody knew that's in there,that's being successful.
Speaker 3 (15:07):
that's really helped yeah because below that we've
got Matt Gross at 14 that's new.
We've got Nick Caldwell that'snew.
We've got Bridges that's new.
We've got Isaiah Code, red Kylea bunch of new people.
Speaker 2 (15:23):
Hey, I will tell you for the stats right there,
because I was looking over asyou were going through we have
12 salespeople already over the10 sold mark.
Now, why is that important?
Because in ADA, the nationalstatistic is the average amount
for salespeople to sell in anentire month is between 8 and 10
(15:44):
.
We've already got 12 over the10 mark at the 50% level, and
one of our common things, we'llsay internally, is we're focused
on helping others achieve theirgoal.
Yeah, because and I know thethree of us would agree on this,
but the listeners need to hearthis we're never sitting down
talking about what do we want topersonally achieve?
(16:05):
Correct, it's how can we helpall of our employees achieve
their goals?
Because then ours will be takencare of.
Speaker 3 (16:10):
Yeah, it's the same theory you've talked about.
That said hey, help enoughpeople, get what they want.
In return, you get what youwant, absolutely.
That's this whole thing.
We got another guest.
Speaker 2 (16:20):
I think it's time for our next guest up here and we
thought we'd throw a little bitof a curveball at you, because
you think Ultimate Challenge isjust about sales.
We included Fixed O ops as wellthis year, so fixed ops this
year is included in the ultimatechallenge.
we're welcoming trey flanaganright here, who's our service
(16:40):
director hey don't say camerasright there, so make sure you're
looking ahead, okay,pronunciate, say hi to your
family.
I'm on, it's about just no, no,we don't talk to them, man.
So as ultimate challenge goeson, we'll start with this as
well.
You know, you see it in the, inthe service side all the hustle
and bustle and everything goingon, does the atmosphere, does
(17:01):
the culture feel differentduring the ultimate challenge
than, say, a february or a june?
Speaker 6 (17:07):
it was uh, to the normal person, probably yes, I
mean, I would say, becauseeverything's ramped up and we're
trying to get it going okay,but mostly no, mostly, no, no,
because we try to carry the sameconsistency through every month
but as far as in the dealershipdo you see more activities
going on, more food trucks, moreevents, the inflatable taco
tuesday, double food trucks onfriday, events on the weekends
(17:29):
it's a big deal, it's a big deal, it's a big deal.
Speaker 3 (17:31):
So the intensity is up, absolutely the intensity,
same culture, but the intensityand the frequency is up.
Yes, sir.
Speaker 2 (17:37):
You're one of the great ringleaders and I never
know what it's going to be, butI know it's going to be
something.
Okay, when we have a day that'sthick whether it's a Cancun
Friday or yesterday was StPatrick's Day You're bringing
the attire.
That's wild and crazy and mostpeople would think, oh, the
service department, that's allstuffy, they don't ever do
(17:59):
anything fun, but you lead theway as the team leader and you
might have a new pair of Jordansor a new outfit.
I didn't have Jordans.
Speaker 6 (18:09):
Well, it's important just to participate, and the
truth is, I'm just going to behonest.
You know, I kind of feel like achildren's cartoon character.
You know, they go to theircloset and they look in their
closet and they got the sameshirt that they wear every day.
So when I have an opportunityto express myself, I like to do
it, and so I try to pass thatdown to the rest of the team.
Speaker 2 (18:29):
Oh yeah, that makes sense.
But then you see that bleedover because you've seen other
leaders not lead by example andthen their whole department's
not dressing up for thehalloween, they're not doing
this.
When you do that, then peopleare having fun, absolutely
having fun, yes, and at the endof the day, I don't care if
you're getting your car workedon or you're buying a new car.
(18:50):
It's about people want to dobusiness where people are having
fun, yes, sir, and they'rethriving and they can enjoy the
experience, absolutely.
So you're a great example ofthat of, even non-verbally, how
you bleed off and you weed yourdepartment by example.
This year, with UltimateChallenge, it's a little bit
different because we'veincorporated parts and service
(19:10):
to a whole new level, right,absolutely.
So we had all new incentivesinternally and we won't get into
that for your employees but forthe customer, because at the
end of the day they hear this isgoing on but they're like
what's in it for me?
You got a special announcementfor tomorrow.
Speaker 6 (19:25):
Oh man, we're doing $50 off on oil changes on
Wednesdays all through the monthof March.
Okay, $50 off.
$50 off Wednesdays all throughthe month of March, $50 off.
You don't have to bring acoupon in or do none of that.
You don't have to go clip itout the paper, just come on in
and we'll give you $50 off.
Speaker 2 (19:40):
Do I have to have an appointment?
Speaker 6 (19:41):
No, sir.
No appointment necessary atFord or Chrysler.
Speaker 2 (19:45):
And that's due to our new facility and the way we can
efficiently handle oil changes.
So on Wednesdays, if you'relistening out there, bring each
of your cars in your household.
That's fine.
This isn't a limit, one perperson.
Speaker 6 (19:56):
No, and we also have mobile service too.
So you know, then we can cometo you and do it.
If you can't get down here, wehave pickup and delivery on the
Ford side.
So you know, if you're too busy, you're stuck in the office,
you call us, we'll come get it,and bring it back to you.
Speaker 2 (20:10):
Not only that, if somebody's looking, you know,
spring break Spring break's nextweek for most schools.
I believe yeah, I'm going toCancun, Okay.
Friday, it's not like Friday,just a one-day vacation
internally, bringing it to you,yeah, so when people are
thinking about traveling,they've got to make sure that
their vehicle is roadworthy.
Speaker 6 (20:37):
You know it's going to be safe.
For those things we look ateach time we walk up to our car
is the tread depth on our tiresat both ford and chrysler.
Right now we got a tire programgoing on buy three, get one for
a dollar.
Speaker 2 (20:41):
I mean that goes through the end of the month at
chrysler and rewind the tape,try to buy three and get one for
a dollar.
Now I'm gonna play the customerpart here.
Okay, I'm assuming that's onlyon one size of some brand.
I've never heard of.
Speaker 6 (20:52):
No sir, it's like pretty much Michelin, bfg, toyo
Cooper.
Speaker 3 (20:58):
I'm in.
I'm going to be honest with youthat CDJR has done that for a
while, ford this is kind oftheir first time in it.
And so we were reading throughall the exclusions because we
didn't want to get in asituation where we're like, hey,
you're baiting and switchingpeople through all the
exclusions, because they didn'twant to get a situation where
like hey, you're baiting andswitching people and we're like,
is there an exclusion on theamount or the size or the brand.
And we were going through itwas like, no, somebody wants a
(21:20):
new set of 42 inch tires, let'sgo.
And then the customer might saylike, okay, they inflated the
price of the other three.
No, I can guarantee you ourprice match guarantee on the
other three tires, yep, yep.
And then the fourth one in theCGR is a dollar.
It's free at Ford, you know.
So it's a dollar cheaper atFord.
Well, shout out.
Speaker 2 (21:40):
Hey, I'm going to take Shelby's comment there and
I'm going a little bit deeper.
I did find a couple exclusionsyou did.
Okay, 44-inch Super Swamperboggers are not on the program.
Speaker 3 (21:53):
Do you sell?
Probably because they're doingsalt.
That's the only one I saw.
Speaker 2 (21:57):
And then number two is Is that a pretty popular type
?
No, I was just digging throughall the fine print for the
customer.
The number two one if you wantall-out drag tires, they're not
on there either, but everythingelse it's on there.
Speaker 3 (22:10):
Fair enough, you would only need two of those
anyway.
Speaker 6 (22:13):
You know what I mean For sure.
Speaker 2 (22:15):
Hey, but your department, you're ramped up,
you know, you've got moreadvisors, more technicians to
make sure that we can officiallyand correctly take care of the
customer's needs in a timelymanner.
Yes, sir, wouldn't you?
Say Absolutely, oh, yeah, sothey can see you here in
Fayetteville, off exit 65 or 67,whichever one.
You want to take Exit off here,pull straight in, pull straight
(22:36):
into the service drive.
We're eager, ready to help you.
Speaker 3 (22:40):
Hey, tell them about what they get complimentary
every time they come here.
Nice, talk about the sticker.
Speaker 6 (22:44):
Well, hang on, hang on, hang on, because we can come
get you some free water.
We have free coffee and freesome kind of sparkling water.
You're welcome.
How about that?
And then you can also.
Yeah, I don't know.
I don't know.
Speaker 5 (22:58):
And then what about their?
Tell them meat and potatoes.
Speaker 6 (23:00):
But you can also.
We also do a free car wash, soyou come in and that doesn't
cost you anything, it'scomplimentary.
We do put a little sticker onyour windshield Sticker parts of
the membership club.
I love that way.
Speaker 2 (23:15):
we don't harass you when you come in, that we'll
just do it automatically and youdon't have to ask at all.
Okay, okay.
And then also, when they firstpull in, you get an alignment
check as well to check slowly.
Speaker 6 (23:20):
Yes, sir, yeah, you'll see it on the, on the
monitor above your head wheneveryou pull in there, and it'll be
green or red and we shouldpoint that out to you if you
need anything this is what Ilike to point out, and correct
me if I'm wrong here.
Speaker 2 (23:30):
Okay, it's okay, you can call me out on the podcast.
When people come to get an oilchange with Lewis, they get a
couple things a lot of thingsactually that you wouldn't find
at any other quick service place.
We do a free alignment check assoon as you pull in so you can
see if your vehicle's in or outof alignment.
We do a complimentary car wash.
Okay, we use OEM spec oil andall the stuff.
(23:51):
So even on the $50 off tomorrow, we're not cutting the products
we're using.
We use an OEM filter.
We do a multi-point inspectionfor no additional fee.
We house all your records foryou for no additional fee, and
you get factory-trained,certified technicians going
through all of this for the sameprice.
Speaker 6 (24:11):
Absolutely yes, sir.
Speaker 2 (24:13):
Anything else you want to leave them with nope
other than uh.
Speaker 6 (24:16):
I've been here since the first ultimate challenge and
this I'm glad it's back, soawesome well, thanks for being
on.
Speaker 2 (24:22):
We appreciate you coming in today.
For sure I'll take the water.
I think it's important.
You know, as we had trey on isultimate challenge continues to
grow like he talked about $50off the oil changes on Wednesday
, so come take advantage of that.
Don't forget about that tireprogram Buy three, get one for
free or get one for a dollar.
It does include all thedifferent brands out there.
Speaker 3 (24:45):
Before we change into our next one.
I've got to mention lastweekend a little bit of a
carnival atmosphere going on, sogood.
We had Carol with the Macaroni.
To mention last weekend, alittle bit of a carnival
atmosphere going on, so good.
We had, uh, carol with um.
We got macroni kids.
Yeah, shout out to her.
All of it was going.
She killed it, brought thatthunder, the spring fling.
We also had the wood brothernascar, and I love this.
(25:06):
So it was here and it was fullspec nascar, and so they were
here Friday and Saturday andthen, from here Saturday, they
went to Vegas on Sunday.
Okay, and they won the entirerace.
So what brotherly relation,shout out to those guys.
That was like the classic oldschool.
What did you say?
Speaker 2 (25:25):
yesterday.
Yeah, the classic old schoolwas if you win on Sunday, you
sell on Monday, Because it usedto be the car used to be
production car position race.
Speaker 3 (25:35):
They race and then you could come buy it on monday.
So, uh, shout out to woodbrothers, uh, for being out here
and being part of that, andthat, I think, is just a little
taste of what's coming for thisweekend you know we're gonna
have fun.
Speaker 2 (25:47):
You know we're gonna bring the atmosphere.
Hey, we got a question from ouraudience out there.
We appreciate you putting itout there.
Put the other ones you want usto answer.
They said uh, when is the?
Speaker 3 (25:56):
they called it the waterfall thing because we've
talked about it on a water slide.
They're talking about the artout, right they're talking about
the car tower.
Speaker 2 (26:04):
So when you drive up and down 49 it's silver and
glass, it's four stories high.
They want to know when thatthing's opening and what it's
about.
Yeah, I have that same question.
Speaker 3 (26:15):
Shout out to anybody at the city if you could help us
.
We appreciate you and we'd loveto have it open for the
ultimate challenge.
So it's a vehicle storagefacility, yep, and it was just a
cool and creative way for us tobe able to display our latest
and greatest models.
And so it's surrounded by threesides in glass.
It's lit up models.
And so it's surrounded by threesides in glass.
It's lit up.
Uh, everyone wants to know howyou get a car in there.
(26:36):
I tell mainly dukes of hazardnews ramp them up in a long time
on there.
But it does have a four-storylift.
It's 48 feet tall.
It displays and looks so well.
When we surveyed building ourdealerships real quickly over
100 different dealerships in 10years I saw a couple of those
very rare to see them.
I said we have to create thatto show people driving down the
road something's different here,so then we can get them here
(26:57):
and then they're like whoa, it'sdifferent outside and inside.
So hopefully it will be openthe next few weeks, yep, you
know if all things go as planned, but there's been plenty of
things to keep it from asplanned.
So here's how you'll know whenit's open.
Speaker 2 (27:16):
Yeah, that keep it from as plants up.
Here's how you'll know.
When it's open, yeah, it'll befull of cars.
There'll be cars in there.
So you see four cars stacked inthere as you're driving up and
down the road.
Really cool, nice building, youknow, adds to the overall look
on the interstate.
It allows us to show off somepretty neat cars.
We have some cool themes goingon with that.
I think that's a great example.
Before the next guest comes on,where you know you've done a
turn of research on that andtook the idea from somebody else
.
Yeah, and that's a greatexample.
Before the next guest comes on,where you know you've done a
turn of research on that andtook the idea from somebody else
.
Yeah, and that's what businessand life is about.
(27:37):
Is like share ideas, findsomebody.
I think that one was in theGeorgia area.
Speaker 3 (27:42):
It was in just close, it was in Tennessee, and so I
called the guy and said hey, doyou have a quick five minutes?
I can pick your brain.
I promise I'm not trying tosell you something, talking
about your car tower.
Yep, uh, generally, what do youthink it costs?
And generally, would you do itall over again?
If you knew exactly how much itcosts, would you do it again?
And he's like, absolutely, forx, y and z reasons you bet.
Speaker 2 (28:03):
and so then we were able to leverage off that you
know, I like operating abulldozer, just like anybody
else something about just makinga path.
However, there was a paved roadright next to it.
Yeah, and that's the example ofwhat we took.
There is we found a great idea,researched Generally, people in
the US they want to help othersout yeah, especially when
(28:24):
you're not a direct competitorand they want to share that
information.
So that's what we took.
We put it in place.
Yeah, so that was just a greatidea we took.
We put it in place.
Yeah, so that was just a greatidea.
We could go into hundreds ofthose, but we got our next guest
here.
Let's go bring this is a longtime lewis out of a tripping boy
.
He'll be able to talk to youabout not only ultimate
challenge, but he can even talkto you about the fairground sale
.
You guys, welcome justin to theday come on, jay bloody.
Speaker 3 (28:51):
Yeah, hey, tell the camera a little bit about
yourself.
Speaker 1 (28:54):
I've been around for a long time.
I started in October of 1995,so a long, long time.
Good, I've been here, it'snormal I've lost count.
Yeah well, time flies whenyou're having fun.
No, that's right.
I bet it's ultimate challengetime, isn't it?
Speaker 2 (29:11):
Yes, it's ultimate challenge.
So now you've helped us inservice before, and in sales and
now in finance, and you're oneof those guys that will rise to
any occasion that we ask them todo it.
Help us in all the stores andwe appreciate that.
But how does it feel differentNow?
We're always fun and positivepeople, but how does it feel
different in the month of March?
Speaker 1 (29:33):
internally the new faces and the excitement on our
new team members and looking 25years back when I was young and
was looking up to some guys atthe Lewis Ford location that had
the Ranger bass boat jackets onand we had the fairground sale
going and it was easy for me tobuy in because we had a great
culture then and obviously we'vegot a very great culture here
(29:55):
now.
But uh, it's the new folks andtheir look on their faces and
hearing things that I've heardfor 20 years, that they've never
heard, and that look of wonderlike what is he talking about?
So but then it's, it's uh, it'sexciting to see the new guys
come up and it's uh exciting tostill still be hearing me a part
of it.
Speaker 2 (30:10):
it it's fun, isn't it ?
Hey, shelby talked earlier inthe intro.
I don't know if you caught thator not, but one of the things
that we get to do during theultimate challenge is we get to
challenge our finance sourcesand we say, hey, we've got to
sell 555, and we need your helpin order to accomplish that.
And you know Shelby went overthat.
Hey, some of them committed toat least a two and a half point
(30:32):
reduction on rates, so you're infinance right now.
That makes a big difference onpayment, doesn't it?
Speaker 1 (30:38):
Yeah, yes, it does, Absolutely.
It gives us an edge.
A lot of dealerships up anddown the highway aren't set up
the way we are in our F&Idepartment.
Our F&I department is gearedtoward putting the customer in
the best position on the loanand just providing the best
product out there.
And in our Lewis guarantee, the10 year 120,000 mile powertrain
we offer.
That's double the factorypowertrain warranty.
(30:58):
That's huge.
I mean that.
Imagine a car that's nine yearsold and it's still under a
powertrain warranty and youdidn't have to pay anything for
that.
So that's we.
We bring big value in thefinance office.
That's no exception.
We're very competitive andwe're we and we've got a great
relationship with lots of banksand because of the tenure of the
Lewis family you just pick upthe phone and they see it's
(31:19):
Lewis Automotive.
It makes a difference.
Speaker 3 (31:21):
Have you been able to put the fulcrum on any banks
you know just like?
You ultimately challenged themat 6 or 7 or 8 o'clock and we
have.
Speaker 2 (31:27):
We have.
You know what I mean.
I heard you on the phone.
I walked by.
You're standing up.
Hey, listen, we're only twoaway from our goal.
I just sent you 10 other deals.
Hit, approve.
Tell the audience behind thescenes Don't hold back.
Speaker 1 (31:40):
It's not as Wall Street as you might think it is,
but it's pretty intensesometimes when we need that last
deal to hit that goal, to keepon pace with our goal for the
month.
The banks are happy to help.
Most of them are eager to helpand want to help, but you do
have to push a few of them everynow and then and you'll do that
for the customer.
Speaker 2 (31:56):
We're not even talking about pushing the
customer.
We're talking about pushing thebank.
Speaker 1 (31:59):
so the customer will win yes absolutely, absolutely,
especially when you've got arelationship with a bank, Even
if you've hit a few bumps in the, and find that forgiveness and
make that thing happen, make thedeal happen where another
dealer up and down the road whoknows if they can make that call
and do that or not?
Speaker 4 (32:14):
Because the thing that you can do, that nobody
else can do better than anyoneelse, is hit them with a
flagship story.
Speaker 1 (32:22):
I've been with them for over 50 years.
Yeah, I'll worry these poorguys out with a flagship story,
but that was the way I builtvalue.
Absolutely, that's how I builtvalue.
Speaker 2 (32:28):
What do you mean the flagship story?
I built value.
What do you mean the flagshipstore?
Can you give them like a 32nd?
Speaker 1 (32:31):
flagship.
Yes, we were at the time whenwe had our old Ford store in
North College.
It was the big glass showroomfloor and I always thought it
was like the Dickens VillageFord store, that like there was
no other dealership like it inthe world, and so I would tell
people that in NorthwestArkansas we really were the
flagship Ford store because itwas built in 69.
It was built when 71 businesswas still a dirt road and I just
(32:57):
thought that was crazy and sothat was, um, that was the way I
would tell the flagship story.
Like there's, there's really noother competition here.
You're doing business with the,with the first one.
Speaker 3 (33:02):
So you could give them confidence.
They were at the right place.
They were given the best carry,the best deal.
Speaker 1 (33:06):
Absolutely For sure.
That was important.
I felt like it was importantfor people to know that we're
not just a holdings companytrying to make a buck in the car
business.
This is a legit, family-ownedmulti-generation.
That building was built in 1969, and you can't go up the road
and find that.
Speaker 4 (33:21):
No, that's what really made the difference.
Whenever you're asking,whenever you're in there digging
for something, for a deal oranything else and I always love
getting in there with our banks,our finance sources I'm like,
no, don't push me off, Listen tothe story.
We're different.
This is how we handle ourcustomers and we've got a goal.
We've even seen it this farinto the month.
The bank's like hey, I'm here,I guess you're during your big
(33:44):
sale.
I want to help you.
What can I do?
So they're buying more.
Speaker 3 (33:48):
They want to be a part of that.
That's a really big deal in aworld of technology, sure, and
we all love technology, but weoften push our team at every
level.
We like socks, we like socks,we do contests for socks.
But we say, okay, the systemssay, because we have a lot of
systems that are tied together,here's the customer, here's the
deal structure, send it to thebank.
(34:09):
And what do they say?
And we can quickly send that toup to 27 banks.
So then we can easily shop thisrate brings this rate and this
carry versus this percentage.
But then we say we feel likethere's more to this deal, and
by that we mean a little bitlonger term, a little better
rate.
And we say pick up your phone,justin, put your trucker headset
on, call him, tell him theflagship story.
(34:31):
It's ultimate challenge.
We've got two more to hit today.
And that's where the team isreally digging in.
As a customer, you get tobenefit from lower rates, better
term, better carrying, all thatstuff.
Speaker 1 (34:41):
It matters, it makes a difference.
When you hit them with Breaker1.9, you have your ears on Right
those that know what that means.
They want to help you.
And that means they want tohelp you and that's not a deal.
550 they're not letting thecomputer make the decision all
alone anymore.
Speaker 3 (34:52):
they're looking at the deal and they're, they're
gonna, they're gonna, they'regonna try to help because you,
you know, you reassure like, hey, remember, if a computer could
do it all, yeah, you on thatside would have a job and I
wouldn't have.
So, hey, let, let's keep ourjob relevant, let's get together
and make a deal.
Speaker 1 (35:06):
That's what a lot of people I'm sure do.
But the fun part for us is tolet the computer do what it's
going to do and then pick up thephone and see how those the
lender has a chance to reactwhen, when he's got a live
person on the phone and wechallenge that call back from
the back and we ask them for alittle bit more help, it's it's.
It's a lot easier for them towant to help when, when you're
challenging, you know whateveryone else just lets the
(35:27):
computer probably take care of.
Speaker 2 (35:28):
So yeah, I think that's a perfect point that a
lot of people miss is we'vetalked about customers want to
do business with.
People are successful Likelet's just think about it.
We want to go to the ballgamewith the most successful team.
We want to.
We want to go to the sold outrestaurant.
We want to go to the venuethat's packed, that there's a
waiting list for.
(35:48):
It's the same thing in business.
People want to do business andbe connected, like, oh yeah, I
did business during thatultimate challenge.
I helped them hit their goal.
But it's the same on the otherside when you start talking
about vendors and resources thata business uses.
They want to be part of thesuccess.
So nothing's wrong with askingthose finance sources like hey,
(36:11):
we're on our way to ultimatechallenge, we need your help
here.
They want to help youaccomplish that.
I got to talk about the socksy'all.
What's the deal?
So Saturday we launched acontest and here's what I want
to tell business owners outthere these are our all-new
socks.
These are socks, but they'recool and they're swag.
(36:34):
So we've got three differentones.
We've got the old classicdesign there that Shelby's got,
and then Taylor's got the onethat's the Sasquatch or the
Bronco or the Jimmy Bigfoot.
This one's got the brightyellow, the blue, the red.
So that's the old school one.
Yeah.
Speaker 3 (36:52):
Those arms look essential, they so.
And that's the old school one.
Yeah, I see what is he doing.
Yeah, I'm a coder.
Those are my two essentials.
They're sluggish.
I fall into this house, Don'twant to be the coder.
You can feel the excitementabout these things, so you
released those Saturday.
Right, we did, we released them.
Speaker 2 (37:03):
Saturday he went nuts .
Justin's going to talk about it.
But instead of a money spifffor salespeople on who sold the
most cars, who made the mostphone calls, we said, hey, for
the first 10 sales for Saturday,you get to pick a pair of socks
.
And some of y'all are thinkinglike it was an absolute feeding
frenzy and people were rushingto find us.
(37:26):
How much pressure were yougetting from the salespeople?
Get my customer in here.
Speaker 1 (37:32):
They looked like their flight had backed away
from the gate and they werechasing it out across the park.
Speaker 3 (37:40):
They were so fired up about the socks You're
questioning like why would menor women get fired up about
socks?
When was the last time you wentto Atlanta and it was socks?
Yeah, like yours are from 1984.
They are.
Speaker 2 (37:51):
It's the same, you know, but it's the same thing
you go to.
I'm going to go back to theball game and people buy the
hats and the jerseys they can't.
Or for your kid's team yes,People like you.
I want to hear what the I'lltell you this T-shirts.
One spot left and we had sixdeals that were a trend waiting
(38:14):
to go to finance.
Speaker 6 (38:15):
What a blow.
Speaker 2 (38:16):
Six deals.
It came down to the wire withinnine.
In order to win the Sox, yourcustomer had to have signed
through finance and finance hadto load it into our software, so
we had a time stamp on how totrack it.
That's how big of a feedingfrenzy it was.
It got down within 15 secondsof an entire car deal.
We're not talking aboutshooting a free throw An entire
(38:38):
car deal.
Speaker 3 (38:39):
Think you talked anybody out of a pair of socks.
No, absolutely not.
Speaker 2 (38:43):
Bro Justin, no flagship story today.
I need my socks.
Speaker 1 (38:47):
I need my socks.
We were running lean and mean.
Everybody got a fair chance toget the socks.
No, no, we were running leanand mean.
Everybody got a fair chance toget the socks.
Speaker 3 (38:52):
The good news is, we got more socks.
Speaker 2 (38:54):
We do have more socks .
And then this cool swag youknow, you'll see the Stanley
cups.
Check that one out.
Yeah, you'll see the Stanley.
These are old days, I don't.
She can drop it in the still soon Sundays.
We do our win at Sunday, wherewe have the Stanleys Stanley's
Sunday.
Thank you for fixing thatStanley's Sunday.
So that'll happen again thisnext Sunday.
(39:15):
So check these out this righthere.
That's custom.
But then tomorrow, not onlywith the $50 off oil change we
also have a win at Wednesday.
Speaker 3 (39:23):
Yeah, I think the TV or a kayak.
All you got to do is go to ourpages Lewis Ford or Lewis
Chrysler or Jeep Spring Now Fordor Lewis Chrysler, Springdale
Ford or Lewis Farmington.
Just pick one of those andfollow the instructions.
It's going to be common.
We'll share.
Tag one of your buddies for anextra chance to win there and
you get to continue every Sundayand every Wednesday.
Redo that and I want to giveyou a cheat code.
(39:44):
If you do it on Ford, go do iton Chrysler.
Go do it on Ford.
Go, do it double-edged sword.
Go to Farmington and you'll getentered in all those.
You really will.
Speaker 2 (39:54):
Hey, justin, thanks for joining us today.
Any takeaway?
Last-minute comments?
What do you got?
Speaker 1 (39:57):
Let's get them.
Let's finish our gold Okay.
Speaker 2 (40:02):
Let's get some socks.
We appreciate having Justin onright there.
Hey, it's always fun.
We want you, the audience, tosee.
Many of these names we broughton are familiar faces that
you've done business with for along time.
We take a lot of pride in ouremployee retention.
Yeah, One of the biggestcompliments I can get from a
customer is not necessarily likehey, I got a great deal on that
(40:23):
car, or they fixed my car up.
It's like man, I reallyappreciate that.
All the cars I've bought overthe past two decades, the same
finance manager has done mypaperwork.
That builds trust.
It does.
That builds confidence.
Or the same service advisor hastaken care of my parents' car
and my car and now our kids'first car.
(40:44):
That builds trust.
That builds retention andloyalty and that's what our
business is.
Speaker 3 (40:49):
That's the same.
You know the cheer story.
We talked about it multipletimes.
You want to go.
People will ask other stores ifyou can bring that excitement
and that value.
So when they walk in and theysay, mrs Smith, how in the world
are you?
Hey, I've got your coffee readyfor you.
We're going to clean up yourcar, we've got this.
We've got your shuttle vehicle.
People want to go where peoplefeel value.
Speaker 4 (41:11):
They do they want to be a part of it, and so that's
what's going on, and we talkabout that and it's always in
the process, it's in service,it's in sales.
We talk about a red carpetdelivery and these are just
everything we have.
But I bought one of these silksets, so kind of like this, but
you're taking a delivery and itdoesn't really matter.
The other day, a lady didn'twant us to post it, but what I
(41:32):
did is I took a picture with herphone and gave it back to her
so she could get you whenevershe bought her new car.
We get them out on the redcarpet, roll it out, and we get
signs like this right here.
This is.
I'm a repeat customer at LewisAutomotive.
So good, and they love it.
And then we have it from.
I love my Bronco, I love myJeep.
I bought my first car.
I was just looking.
Speaker 3 (41:51):
That's my favorite.
I was just looking, we tookthese sayings of people, happy
customers, what they say thatsays hey about the end and they
get to hold up, says.
I was just looking, they're onthe red carpet with their brand
new vehicle.
Do you think they're going tobe excited?
Oh, you know that.
Do you think they're going totell people?
So we have like 45 differentones of those all over the
dealerships so people can useand businesses don't miss this
(42:15):
opportunity.
Guess what's in every photo?
Our email.
So if they forget to tag wherethey were at, if they forget to
mention who it was, it's in thepicture.
Speaker 2 (42:25):
Sure Right, I'm going to give them a cheat code.
Most people don't do this.
We've talked about it.
We don't mind sharing anythingwe do with anybody out there.
Here's why most people are.
They're not disciplined enoughto do it.
They'll hear it.
They'll be like, hey, that's agreat idea.
So another one's coming behindme, but the thriller of social
media.
Do you know?
The stats say that 90 percent,90 percent of customers forget
(42:50):
their salesperson's name withinone year of purchasing.
So I can beat 90% of all theother salespeople out there by
just reminding people who I am.
Social media automaticallyreminds them with the photo.
It's like integrated automatic.
Why are you holding a $100 billup?
Speaker 3 (43:13):
Because it's not real , because it's jumbo.
So most of our business comesfrom repeat and referrals.
So repeat you bought from usbefore and you want another car,
you bet.
Then come back to us.
Referrals.
So you came here, had a goodexperience, sit on the red
carpet.
Then we say every single personthat you send here, we'll hand
you one of these, one of these$100.
(43:34):
Yes, sir, I appreciate you.
You didn't have to do anything,you just said hey, do you enjoy
your car?
Did you enjoy your good service?
Send everyone to me, tell themto say that Taylor sent you and
I will send you $100.
(43:59):
So then we got to think we'rehanding out.
Joey that was on here earlierwhen he sold cars and we laughed
about this taylor loves thispart but one year in 2016, when
he sold over 240 cars, he made abig deal about it because we
wrote out over twenty thousanddollars in checks for referrals
to customers.
And so then he made the bigdeal that he'd given out over
twenty thousand dollars inreferral checks, which he wasn't
wrong.
He gave one loss.
He gave him out over $20,000 inreferral checks, which he
wasn't wrong.
He gave them out, he gave themout.
And so then we got to thinking,well, we're missing the ability
to market that we've handed outall that money.
(44:20):
And so we said let's make ahuge check.
And so we got with the localsign company and said can you
make that?
And they said reprinting, moneyis not.
And they said, well, justchange something you know,
change his color or something,put your face on there.
So that's just another coolthing of marketing and fun.
And so you hand it to acustomer with their real check
and say I want to take a photo.
You market with it.
They feel special when you getto lend.
Speaker 2 (44:41):
Hey, you know what the hidden thing is there too,
is that not only do they see,the average person has over 600
followers on social media, soall of a sudden you take the
excitement of them, all theirfriends see it.
The power of color is.
I don't realize that.
Hey, I don't mind sharing withyou how to win, because most of
y'all won't do it anyway Ichallenge her to do that.
Speaker 3 (45:03):
And if you want to be part of the lewis automotive
work, oh yeah, we'll help youwith that, we'll embrace you
with that you bet, hey, this hasbeen a fun one today.
Speaker 2 (45:11):
I hope you guys enjoyed getting behind the
scenes hearing from some of ouremployees.
So it's not like, hey, we hearthe Lewis brothers saying that,
but do they really do thatwithin the culture of their
dealership and in theirorganization?
None of those guys that came ontoday knew what we were going
to ask.
They weren't scripted on whatto say.
Actually, they were a littlebit nervous because they didn't
know what we were going to ask.
(45:32):
But you could see it was realand what we talk about trickles
down through our entireorganization.
Speaker 3 (45:38):
Most importantly, make sure if you haven't already
, however, you're seeing thismake sure you go to our social
pages, whether it's Instagram orFacebook.
Speaker 2 (45:45):
Yes.
Speaker 3 (45:45):
And you'll get to see our specials.
We're posting those everysingle day.
So Lewis Ford sales, lewisChrysler, dodge, jeep, ram,
instagram or Facebook.
You'll see those specials todayand those are kind of the not
on the internet specials.
You know, I go to Taylor everyday say, hey, give me the
special.
And so then we released thatvideo and the shelf life and
once that release has been lessthan six hours, I think that's a
(46:08):
great point.
Speaker 2 (46:12):
We talked about all those trades earlier.
It's going to take about a weekfor us to get those online as
far as getting through the shopand cleaned up.
So if you follow our socials,we'll have a single picture of
like we just traded for this.
Don't sit there and think likeI'm going to wait until they get
all more description.
It'll be gone.
Speaker 3 (46:27):
It's like you're waiting on Zillow for that five
acre lot to pop up.
Yeah, it's not.
It's happening on a sidesection.
So we're giving you that behindthe scenes, that 24 to 10 day
advance on those specials orthose trades.
So make sure you follow us.
Speaker 2 (46:43):
So same thing happens on new as well.
We'll get an extra allocationand we'll work one through the
system from the manufacturer.
You know whether it's a Raptoror we just got the new Ram.
We got a mega cabin thismorning.
That's a 2500.
It's not going to be on theinternet for a while because it
came through another channel,but you would see that on our
socials.
(47:03):
Yeah, absolutely so.
Hey, thanks for joining usagain today.
Any final thoughts you guys gotBesides?
Come help us.
Hit the note, hey guess what?
Speaker 4 (47:10):
For lunch, come by and get a talk.
While you're getting a talk,I'm gonna wash your car for you,
not charge you anything.
So come get your lunch, comehang out, come have fun.
Let me clean your car.
And just come by and see whatit's all about ultimate
challenge.
Speaker 3 (47:22):
555 must be sold and you need to be part of them.
Looking 25 years back when I was young and was
looking up to some guys at theLewis Ford location that had the
Ranger bass boat jackets on andwe had the fairground sale
going, yeah, and it was easy forme to buy in because we had a
great culture then and obviouslywe've got a very great culture
here now.
But it's the new folks and thelook on their faces and hearing
(00:20):
things that I've heard for 20years, that they've never heard,
and that look of wonder likewhat is he talking about?
Speaker 2 (00:25):
Good morning and welcome to Crossroads
Conversations Podcast.
Today we're live.
We're here with the LewisBrothers, matt, shelby and
Taylor, and we bring you behindthe scenes of what's going on
with our business ultimatechallenge talk, and we've got
some great guests as well, somake sure to join in.
Hey, like share this out thereso we can get it to even a
(00:46):
bigger audience.
But, guys, we got to go over alittle bit of updates before our
first guest on.
Where are we at with this thing?
You know we challenge.
We say 555 must be sold, nomatter what it takes.
A few people have asked me likewhat does that mean?
Well, it means we're going toget really deep and say yes to
deals that we didn't last monthbut will this month.
Speaker 3 (01:05):
So just in case you don't know, normally we sell.
This is a goal for our wholeautomotive group Mayville,
springdale and Farmington.
We generally sell anywhere on aslower month of $325 to a
busier month of $375 in theentire month of all the people
and all the dealerships.
So where are we at this morning?
Speaker 2 (01:30):
We were well over the 300 mark, busting the 300 mark,
the actual, factual 327 retail.
There are guys out there thatare like, yeah, yeah, yeah, you
don't flee the wholesale Dealertrade when you shut the
wholesale in, we'd have to movethe number to like a thousand.
But this is 327 retailtransactions, one at a time, out
(01:51):
there to Northwest Arkansas.
At the end of the day, we'rewinning because we hit our goal.
But the true winner is thecustomer, because I gotta tell
you some of those deals theybrought to my office I don't
know about y'all's offices.
You're like I don't even hardlylook up at them, I just look at
it and I'm like are they alocal customer?
Do they have a trade?
Do they have a trade?
Are they financed?
Go do it and don't ask me aboutthis again, because it doesn't
(02:15):
make mathematical sense.
Speaker 3 (02:16):
No, because some of them are for huge losses.
Yes, you just have tounderstand that.
Thousands below what our costis and able to hit that number.
Speaker 4 (02:25):
Yes, there was multiple times on Saturday that
I came in.
Have you ever seen that clip ofTommy Boy whenever his hair's
standing straight up?
Shelby walked up to me and waslike what are you doing?
I was like I'm justcomprehending this, trying to
make it math out in my head.
He's like do the deal, moveforward, move on to the next
deal.
Speaker 2 (02:42):
You've heard us talk about the specials and the
reasons to buy.
One of the things you're goingto see when we bring guests on
this week, just like last week,is it starts internally.
What does our culture look like?
How do we get the team ready togo?
What does it mean to the team,this ultimate challenge?
Because collectively it takesall of it.
It takes all of the employees,it takes all of the internal
(03:04):
culture.
The prize is the fun.
Today's Tuesday, that's TacoTuesday.
Speaker 3 (03:09):
The food truck just rolled in.
They're going to start fryingup the tacos, getting everything
ready.
The environment never stops.
Speaker 2 (03:17):
Hey, you might see some of our swag.
We'll get deeper into that asthe show goes on, but you'll see
the Stanley Cups there thatSunday.
Win it for the Stanley.
We also have winning onWednesdays, and then we'll get
into these too.
Speaker 3 (03:29):
Anyway, ps5, you skipped over that because you're
not a PlayStation person PS5,and they just Parents won.
Yeah, the parents won becausethey just got a babysitter
full-time.
Speaker 2 (03:41):
That's right, cats canoes, tv, stanley's a grill a
solo stove, yep, socks, standingcups, all the good stuff, kind
of the start.
All the good stuff.
Uh, now, if you haven't makesure to subscribe to our channel
, go back and see any of theprevious episodes where we dive
into all things.
Business leadership we help tosupport you to grow your local
(04:03):
business.
Uh, of course, the past coupleof weeks we've been live here,
which is a whole lot of fun, soyou can see real-time action,
what goes on in our business andhow we continue to encourage,
support, motivate and push ourteam as it goes on.
Speaker 3 (04:16):
Yeah, and this is point of sale back here, right
away from a microphone.
But just so you understand,remember, it's the ultimate
savings of $20,000 off newvehicles.
It's the ultimate savings oftwenty thousand dollars off new
vehicles.
It's the ultimate selectionover a thousand vehicles to pick
from, and we've already sold325 cars so far.
And so we have to continue toreplenish.
We talked about last week theused car influx.
It was over a hundred new usedcars.
(04:39):
So if you were here last week,chances are there's a hundred
new.
It's the ultimate trade valuebecause we have to replenish.
So up to $5,000 over Kelly BlueBook and it's his ultimate
interest rates.
There's an automatic two and ahalf point interest rate
reduction Yep, right, startingat 0%.
So that's my elevator speech ofwhat it is.
Speaker 2 (04:59):
Since we've got a little bit of time here, I'm
going to pull a couple of thingsout of your elevator here.
Okay, so we can talk about whenwe talk about we've replenished
our pre-owned inventory I don'twant anybody to miss that from
last Monday.
So in just a week we acquiredan additional hundred pre-owned
vehicles.
So think about that as you'redriving down the road and you
(05:19):
drive past pre-owned lots.
How many of them have a hundredon the line?
We got a hundred new ones.
If you were in here the weekbefore, you never saw a hundred.
Now we'll sell those hundredthis week and get another
hundred.
Why do we tell you all that?
Because even if we don't haveexactly what you're looking for,
there's a pretty goodpercentage.
We're going to trade for it andthese are local trades that we
(05:41):
know the buy.
Speaker 3 (05:41):
This is like you're asking for the path.
Are the old lady driven?
Yeah, the only the sunday car?
That's what these are, becausethe stuff that aren't good we
still trade for them.
We do.
Speaker 2 (05:50):
We just don't put them back out there for everyone
to buy so the easiest way toknow our fresh stuff is follow
our socials and our guys there.
Uh, you know.
And then the other amount youtalked about, but I don't want
to skip over this because noteverybody does this.
We went to all of our financingsources and said we have 555.
We need you guys to step up andhelp us with that.
So they gave us an automaticrate reduction, exclusive for
(06:14):
Lewis Automotive, just for thesale.
How much?
Speaker 3 (06:16):
was that off?
It's two and a half pointsbasis points, and the easiest
way to know that is what we getis what you get.
So if you're approved from thebank for a 4% rate, that's what
the customer pays.
And in case you don't know, inthe state of Arkansas you're
allowed to mark that up, whichmost people do.
It's a source of income up totwo and a half points.
Speaker 2 (06:37):
So every dealer is not going to do a buy-sell, what
they would call there.
If we got the buy-for-4% offand if you ever wondered if you
went to your bank, more thanlikely you're not going to get
the same rates that we dobecause we get to leverage all
those books of business, lumpthem together and get better
incentives, like the two and ahalf point reduction.
(06:58):
What do you say?
We bring on our first guest.
Let's bring on our first guest,Joey.
Speaker 5 (07:12):
Welcome to the podcast wake up.
Is this the time for that?
Now go ahead and get all yoursponsors.
First of all, I'd like to thankred bull.
Uh, I moved that right here.
This is the uh cans for thiscoil.
I'm gonna do the only engine.
Uh, they don't send me any.
Uh, typically you sound bitter.
I look for the two for six.
Speaker 6 (07:25):
Yeah.
Speaker 5 (07:26):
I pick the gas station, yeah, yeah.
Speaker 3 (07:29):
Walmart delivery.
How long does that normallylast?
Oh, it's pretty quick.
Speaker 5 (07:33):
Two to three it's been there.
Speaker 2 (07:36):
So, besides the Red Bull, how many ultimate
challenges have you been through?
Speaker 5 (07:40):
I've been here 14 years.
It took a little hiatus, so 10?
.
Speaker 2 (07:44):
Yeah, so 10 of those ultimate challenges and of
course, you knew what to expect.
I did, but we had some new teammembers because we've grown, we
moved from across town, we'vegrown, so we had about 100
employees that had never beenthrough an ultimate challenge
and it's super hard to explainto people what is going to
happen.
Speaker 5 (08:02):
You can tell them all about it, but their eyes just
glaze over and they're likethere's no way that happens.
Yeah, I think every deal there.
There's no way that you'regoing to go bump the inventory
up this much.
There's no way that you'regoing to pay more for your
inventory 50.
It just blows their minds.
Speaker 2 (08:17):
So you know, we saw that when ultimate challenge
started, so that first week youknow, the veterans, the ones
that had been through it theykind of jumped out to a lead on
the leaderboard new sales whileeverybody else was like sitting
there waiting, going hey, I hearthe hype but what's really
going on?
But we've seen them kind ofcultivate and then rise up
because they're like shoot, Ibetter jump on yeah, there's a a
(08:40):
ton of.
Speaker 5 (08:41):
You know this is probably the fastest start we've
ever had.
I would say typically likewe're a little bit behind, but
right now we're all foot on thegas and it's the new guys just
stepping up and seeing what'sgoing on.
So they really do.
Speaker 2 (08:54):
What does that look like behind the scenes If we
took all the listeners out thereand went behind the scenes talk
a little bit about the culture,how it feels different in the
month of March during UltimateChallenge versus a February or
an August or something like that?
Speaker 5 (09:07):
Well, first of all, we get our salespeople jacked up
first thing in the morning andit runs all throughout the day.
It's about noon.
You have to really look at backand say hey guys, I know you
feel like you've worked anentire day already, but it's the
halfway point.
It's time to kick it intosecond year 's, your halftime
adjustments.
Let's go get it.
And that's probably the biggestthing is just getting people
(09:28):
throughout the entire day torealize that it's like that all
day long all gas, no breaks.
Yeah, there's no.
Uh, hey, honey, I'll meet youat dinner at seven o'clock.
It's out the window that'sright, isn't it?
Speaker 2 (09:39):
hey, what tell me?
So, when a salesperson hasbrought you an offer or a deal
that doesn't make sense on paper, or that maybe they're used to
you telling them no, maybe inFebruary or last December, and
they bring it to you in themonth of March and you say yes,
(10:00):
what does their nonverbalcommunication look like?
Speaker 5 (10:03):
Well, I can tell you, at the very beginning of the
month I had salespeople saying,hey, this guy called me and made
me this offer and I didn't eventake it to him.
I'm like why not?
Why didn't you take me theoffer?
And they're like there's no wayyou would have said yes.
I'm like get the customer inhere, let's look at the deal,
let's drive the vehicle, makesure it fits their and get you
started, get you rolling forthis month.
So there's a huge difference inthe way that they're thinking
(10:26):
and the way that they're actingnow.
Speaker 2 (10:29):
That makes a ton of sense.
And I think that if we tookpeople a couple more layers deep
behind in the business worldout there is that starts from
top down, so you'll hear usyou'd come in and we would talk
about hey, you need to do this,bring us those offers.
We're going to take offers wehadn't taken before.
But then our actions speaklouder than our words and that
(10:49):
comes from us.
And then we've even had somemanagers that hadn't been
through it before, like, are yousure they're really going to do
that?
And it trickles down because atfirst I know you're into horses
now.
Speaker 5 (11:02):
It's no different than a horse testing you.
You know what the horse is ahorse.
It's a big horse.
That horse is a lot different.
It's a real horse.
It's a real horse.
So, good night Letting thebombers off the track.
Speaker 2 (11:17):
Trait All right.
Speaker 3 (11:20):
So understanding of how you deal with your show
horse versus how you deal withmac, and how you know that
you're different horses and howyou handle them and how you
motivate them.
Speaker 5 (11:29):
So, first of all, the going from the manager
standpoint, like in the meetings, it's hey, guys, why didn't you
take this deal in the verybeginning?
Uh.
Then it goes down to the salespeople like, hey, we need to
bring more deals in, we need tosay yes to more deals.
Who did we have in this weekendthat we were missing on a
trade-in?
Or, um, you know, have calledmy buyers out of town buyers to
(11:49):
see if they'll get more moneyfor it.
And just digging a little bitdeeper for each and every one of
those guys the, the people thatare at 15 already for the month
, and the guys that are four orfives of the month you're you're
working just as hard for them,maybe even a little bit harder
for the guys that are four orfive to get them going, get them
boosted to the 10 15 raise Ithink that's the point.
Speaker 2 (12:09):
If you're managing a team out there and, joey, I'll
let you expound on this a littlebit but if you're managing the
team out there, it's not justyou set the goal and you're
there to support them.
It's helping everybody, fromyour top performers that have
been here for a long time to theperson that just started a
month ago.
It's figuring out where each ofthem are, tracking them, and
(12:29):
then what can you do as amanager to help elevate each of
those to hit their goal?
Because when you throw a loftygoal like this out there,
everybody's got to be hitting.
Speaker 5 (12:38):
Everybody has to hit and they all have to participate
.
They all have to stretch theirgoals.
As managers, we've all beenhere for a long time, so we all
get those customers that comeback to us for each and every
ultimate challenge and I say,hey, I'm ready to participate in
the ultimate challenge, I wantto be a part of it.
Who's going to be mysalesperson?
Cause they know that I'm notgoing to sell in the car, but
I'm going to get them withsomebody.
So, like you said, you look atthe scoreboard, you see who's
(13:01):
where they need to be, who'sstruggling to get to where they
need to be, and you help thatperson elevate a little bit more
and hopefully that extra dealpushes them to bring you three
more deals.
Speaker 2 (13:11):
No, that's good, that's good stuff.
Speaker 3 (13:13):
Absolutely so, before we shove you off here to throw
the next person on anything youwant to say Elton Challenge, why
, how?
Where Not any sponsors, sorry?
Speaker 5 (13:28):
No, we've got it at 555.
There is no option.
It doesn't matter what time itis and uh, hopefully at the end
of this we're celebrating 600and uh, making the goal 600 next
year, let's go.
So how did they get a hold ofyou?
Uh, you can reach that479-595-2602.
Or uh, stop in the used carsuper center, the, the starship
out there.
Yes, yeah, I love it all right.
Speaker 3 (13:48):
So as uh, as we're working on the next guest, I
wanted to give you a quickscoreboard update of our top
five producers.
Let's talk some stats.
I like you guys talk to staff.
I knew you liked that.
So, leading the cake so far,guys, of the morning of the 18th
, we've got Chad Fett at 19 anda half Shout out to Chad for 19
and a half sold.
(14:09):
Just right behind him halfwaythrough a month.
We've got Anthony at 18 sold sofar Behind him.
You guys got to see him lastweek.
Third place, not far behind, isBrandon Russell.
This is his ultimate challenge,I do believe.
And then your fourth, you'vegot Ken Ceratos, who's been
(14:29):
doing it many times 15 and ahalf there.
And then you've got Lyle,another first-time Ultimate
Challenger, at 15.
We've got a bunch that are downbelow that, but that's our top
five.
Speaker 4 (14:41):
I love some of these younger guys and I had to throw
in an objection there.
Sure, because it's fun to see.
For the first time.
You hit Brandon Russell, youhit Lyle in there.
It'll be 7, 8 o'clock at nightand they're ready to go all
night long.
I love that.
Speaker 3 (14:57):
I love that.
I'm like hold on, I got to hangon, let's get some more size.
All right, nick, we're still ontrack.
Speaker 4 (15:03):
But I love that new part of our team.
Everybody knew that's in there,that's being successful.
Speaker 3 (15:07):
that's really helped yeah because below that we've
got Matt Gross at 14 that's new.
We've got Nick Caldwell that'snew.
We've got Bridges that's new.
We've got Isaiah Code, red Kylea bunch of new people.
Speaker 2 (15:23):
Hey, I will tell you for the stats right there,
because I was looking over asyou were going through we have
12 salespeople already over the10 sold mark.
Now, why is that important?
Because in ADA, the nationalstatistic is the average amount
for salespeople to sell in anentire month is between 8 and 10
(15:44):
.
We've already got 12 over the10 mark at the 50% level, and
one of our common things, we'llsay internally, is we're focused
on helping others achieve theirgoal.
Yeah, because and I know thethree of us would agree on this,
but the listeners need to hearthis we're never sitting down
talking about what do we want topersonally achieve?
(16:05):
Correct, it's how can we helpall of our employees achieve
their goals?
Because then ours will be takencare of.
Speaker 3 (16:10):
Yeah, it's the same theory you've talked about.
That said hey, help enoughpeople, get what they want.
In return, you get what youwant, absolutely.
That's this whole thing.
We got another guest.
Speaker 2 (16:20):
I think it's time for our next guest up here and we
thought we'd throw a little bitof a curveball at you, because
you think Ultimate Challenge isjust about sales.
We included Fixed O ops as wellthis year, so fixed ops this
year is included in the ultimatechallenge.
we're welcoming trey flanaganright here, who's our service
(16:40):
director hey don't say camerasright there, so make sure you're
looking ahead, okay,pronunciate, say hi to your
family.
I'm on, it's about just no, no,we don't talk to them, man.
So as ultimate challenge goeson, we'll start with this as
well.
You know, you see it in the, inthe service side all the hustle
and bustle and everything goingon, does the atmosphere, does
(17:01):
the culture feel differentduring the ultimate challenge
than, say, a february or a june?
Speaker 6 (17:07):
it was uh, to the normal person, probably yes, I
mean, I would say, becauseeverything's ramped up and we're
trying to get it going okay,but mostly no, mostly, no, no,
because we try to carry the sameconsistency through every month
but as far as in the dealershipdo you see more activities
going on, more food trucks, moreevents, the inflatable taco
tuesday, double food trucks onfriday, events on the weekends
(17:29):
it's a big deal, it's a big deal, it's a big deal.
Speaker 3 (17:31):
So the intensity is up, absolutely the intensity,
same culture, but the intensityand the frequency is up.
Yes, sir.
Speaker 2 (17:37):
You're one of the great ringleaders and I never
know what it's going to be, butI know it's going to be
something.
Okay, when we have a day that'sthick whether it's a Cancun
Friday or yesterday was StPatrick's Day You're bringing
the attire.
That's wild and crazy and mostpeople would think, oh, the
service department, that's allstuffy, they don't ever do
(17:59):
anything fun, but you lead theway as the team leader and you
might have a new pair of Jordansor a new outfit.
I didn't have Jordans.
Speaker 6 (18:09):
Well, it's important just to participate, and the
truth is, I'm just going to behonest.
You know, I kind of feel like achildren's cartoon character.
You know, they go to theircloset and they look in their
closet and they got the sameshirt that they wear every day.
So when I have an opportunityto express myself, I like to do
it, and so I try to pass thatdown to the rest of the team.
Speaker 2 (18:29):
Oh yeah, that makes sense.
But then you see that bleedover because you've seen other
leaders not lead by example andthen their whole department's
not dressing up for thehalloween, they're not doing
this.
When you do that, then peopleare having fun, absolutely
having fun, yes, and at the endof the day, I don't care if
you're getting your car workedon or you're buying a new car.
(18:50):
It's about people want to dobusiness where people are having
fun, yes, sir, and they'rethriving and they can enjoy the
experience, absolutely.
So you're a great example ofthat of, even non-verbally, how
you bleed off and you weed yourdepartment by example.
This year, with UltimateChallenge, it's a little bit
different because we'veincorporated parts and service
(19:10):
to a whole new level, right,absolutely.
So we had all new incentivesinternally and we won't get into
that for your employees but forthe customer, because at the
end of the day they hear this isgoing on but they're like
what's in it for me?
You got a special announcementfor tomorrow.
Speaker 6 (19:25):
Oh man, we're doing $50 off on oil changes on
Wednesdays all through the monthof March.
Okay, $50 off.
$50 off Wednesdays all throughthe month of March, $50 off.
You don't have to bring acoupon in or do none of that.
You don't have to go clip itout the paper, just come on in
and we'll give you $50 off.
Speaker 2 (19:40):
Do I have to have an appointment?
Speaker 6 (19:41):
No, sir.
No appointment necessary atFord or Chrysler.
Speaker 2 (19:45):
And that's due to our new facility and the way we can
efficiently handle oil changes.
So on Wednesdays, if you'relistening out there, bring each
of your cars in your household.
That's fine.
This isn't a limit, one perperson.
Speaker 6 (19:56):
No, and we also have mobile service too.
So you know, then we can cometo you and do it.
If you can't get down here, wehave pickup and delivery on the
Ford side.
So you know, if you're too busy, you're stuck in the office,
you call us, we'll come get it,and bring it back to you.
Speaker 2 (20:10):
Not only that, if somebody's looking, you know,
spring break Spring break's nextweek for most schools.
I believe yeah, I'm going toCancun, Okay.
Friday, it's not like Friday,just a one-day vacation
internally, bringing it to you,yeah, so when people are
thinking about traveling,they've got to make sure that
their vehicle is roadworthy.
Speaker 6 (20:37):
You know it's going to be safe.
For those things we look ateach time we walk up to our car
is the tread depth on our tiresat both ford and chrysler.
Right now we got a tire programgoing on buy three, get one for
a dollar.
Speaker 2 (20:41):
I mean that goes through the end of the month at
chrysler and rewind the tape,try to buy three and get one for
a dollar.
Now I'm gonna play the customerpart here.
Okay, I'm assuming that's onlyon one size of some brand.
I've never heard of.
Speaker 6 (20:52):
No sir, it's like pretty much Michelin, bfg, toyo
Cooper.
Speaker 3 (20:58):
I'm in.
I'm going to be honest with youthat CDJR has done that for a
while, ford this is kind oftheir first time in it.
And so we were reading throughall the exclusions because we
didn't want to get in asituation where we're like, hey,
you're baiting and switchingpeople through all the
exclusions, because they didn'twant to get a situation where
like hey, you're baiting andswitching people and we're like,
is there an exclusion on theamount or the size or the brand.
And we were going through itwas like, no, somebody wants a
(21:20):
new set of 42 inch tires, let'sgo.
And then the customer might saylike, okay, they inflated the
price of the other three.
No, I can guarantee you ourprice match guarantee on the
other three tires, yep, yep.
And then the fourth one in theCGR is a dollar.
It's free at Ford, you know.
So it's a dollar cheaper atFord.
Well, shout out.
Speaker 2 (21:40):
Hey, I'm going to take Shelby's comment there and
I'm going a little bit deeper.
I did find a couple exclusionsyou did.
Okay, 44-inch Super Swamperboggers are not on the program.
Speaker 3 (21:53):
Do you sell?
Probably because they're doingsalt.
That's the only one I saw.
Speaker 2 (21:57):
And then number two is Is that a pretty popular type
?
No, I was just digging throughall the fine print for the
customer.
The number two one if you wantall-out drag tires, they're not
on there either, but everythingelse it's on there.
Speaker 3 (22:10):
Fair enough, you would only need two of those
anyway.
Speaker 6 (22:13):
You know what I mean For sure.
Speaker 2 (22:15):
Hey, but your department, you're ramped up,
you know, you've got moreadvisors, more technicians to
make sure that we can officiallyand correctly take care of the
customer's needs in a timelymanner.
Yes, sir, wouldn't you?
Say Absolutely, oh, yeah, sothey can see you here in
Fayetteville, off exit 65 or 67,whichever one.
You want to take Exit off here,pull straight in, pull straight
(22:36):
into the service drive.
We're eager, ready to help you.
Speaker 3 (22:40):
Hey, tell them about what they get complimentary
every time they come here.
Nice, talk about the sticker.
Speaker 6 (22:44):
Well, hang on, hang on, hang on, because we can come
get you some free water.
We have free coffee and freesome kind of sparkling water.
You're welcome.
How about that?
And then you can also.
Yeah, I don't know.
I don't know.
Speaker 5 (22:58):
And then what about their?
Tell them meat and potatoes.
Speaker 6 (23:00):
But you can also.
We also do a free car wash, soyou come in and that doesn't
cost you anything, it'scomplimentary.
We do put a little sticker onyour windshield Sticker parts of
the membership club.
I love that way.
Speaker 2 (23:15):
we don't harass you when you come in, that we'll
just do it automatically and youdon't have to ask at all.
Okay, okay.
And then also, when they firstpull in, you get an alignment
check as well to check slowly.
Speaker 6 (23:20):
Yes, sir, yeah, you'll see it on the, on the
monitor above your head wheneveryou pull in there, and it'll be
green or red and we shouldpoint that out to you if you
need anything this is what Ilike to point out, and correct
me if I'm wrong here.
Speaker 2 (23:30):
Okay, it's okay, you can call me out on the podcast.
When people come to get an oilchange with Lewis, they get a
couple things a lot of thingsactually that you wouldn't find
at any other quick service place.
We do a free alignment check assoon as you pull in so you can
see if your vehicle's in or outof alignment.
We do a complimentary car wash.
Okay, we use OEM spec oil andall the stuff.
(23:51):
So even on the $50 off tomorrow, we're not cutting the products
we're using.
We use an OEM filter.
We do a multi-point inspectionfor no additional fee.
We house all your records foryou for no additional fee, and
you get factory-trained,certified technicians going
through all of this for the sameprice.
Speaker 6 (24:11):
Absolutely yes, sir.
Speaker 2 (24:13):
Anything else you want to leave them with nope
other than uh.
Speaker 6 (24:16):
I've been here since the first ultimate challenge and
this I'm glad it's back, soawesome well, thanks for being
on.
Speaker 2 (24:22):
We appreciate you coming in today.
For sure I'll take the water.
I think it's important.
You know, as we had trey on isultimate challenge continues to
grow like he talked about $50off the oil changes on Wednesday
, so come take advantage of that.
Don't forget about that tireprogram Buy three, get one for
free or get one for a dollar.
It does include all thedifferent brands out there.
Speaker 3 (24:45):
Before we change into our next one.
I've got to mention lastweekend a little bit of a
carnival atmosphere going on, sogood.
We had Carol with the Macaroni.
To mention last weekend, alittle bit of a carnival
atmosphere going on, so good.
We had, uh, carol with um.
We got macroni kids.
Yeah, shout out to her.
All of it was going.
She killed it, brought thatthunder, the spring fling.
We also had the wood brothernascar, and I love this.
(25:06):
So it was here and it was fullspec nascar, and so they were
here Friday and Saturday andthen, from here Saturday, they
went to Vegas on Sunday.
Okay, and they won the entirerace.
So what brotherly relation,shout out to those guys.
That was like the classic oldschool.
What did you say?
Speaker 2 (25:25):
yesterday.
Yeah, the classic old schoolwas if you win on Sunday, you
sell on Monday, Because it usedto be the car used to be
production car position race.
Speaker 3 (25:35):
They race and then you could come buy it on monday.
So, uh, shout out to woodbrothers, uh, for being out here
and being part of that, andthat, I think, is just a little
taste of what's coming for thisweekend you know we're gonna
have fun.
Speaker 2 (25:47):
You know we're gonna bring the atmosphere.
Hey, we got a question from ouraudience out there.
We appreciate you putting itout there.
Put the other ones you want usto answer.
They said uh, when is the?
Speaker 3 (25:56):
they called it the waterfall thing because we've
talked about it on a water slide.
They're talking about the artout, right they're talking about
the car tower.
Speaker 2 (26:04):
So when you drive up and down 49 it's silver and
glass, it's four stories high.
They want to know when thatthing's opening and what it's
about.
Yeah, I have that same question.
Speaker 3 (26:15):
Shout out to anybody at the city if you could help us
.
We appreciate you and we'd loveto have it open for the
ultimate challenge.
So it's a vehicle storagefacility, yep, and it was just a
cool and creative way for us tobe able to display our latest
and greatest models.
And so it's surrounded by threesides in glass.
It's lit up models.
And so it's surrounded by threesides in glass.
It's lit up.
Uh, everyone wants to know howyou get a car in there.
(26:36):
I tell mainly dukes of hazardnews ramp them up in a long time
on there.
But it does have a four-storylift.
It's 48 feet tall.
It displays and looks so well.
When we surveyed building ourdealerships real quickly over
100 different dealerships in 10years I saw a couple of those
very rare to see them.
I said we have to create thatto show people driving down the
road something's different here,so then we can get them here
(26:57):
and then they're like whoa, it'sdifferent outside and inside.
So hopefully it will be openthe next few weeks, yep, you
know if all things go as planned, but there's been plenty of
things to keep it from asplanned.
So here's how you'll know whenit's open.
Speaker 2 (27:16):
Yeah, that keep it from as plants up.
Here's how you'll know.
When it's open, yeah, it'll befull of cars.
There'll be cars in there.
So you see four cars stacked inthere as you're driving up and
down the road.
Really cool, nice building, youknow, adds to the overall look
on the interstate.
It allows us to show off somepretty neat cars.
We have some cool themes goingon with that.
I think that's a great example.
Before the next guest comes on,where you know you've done a
turn of research on that andtook the idea from somebody else
.
Yeah, and that's a greatexample.
Before the next guest comes on,where you know you've done a
turn of research on that andtook the idea from somebody else
.
Yeah, and that's what businessand life is about.
(27:37):
Is like share ideas, findsomebody.
I think that one was in theGeorgia area.
Speaker 3 (27:42):
It was in just close, it was in Tennessee, and so I
called the guy and said hey, doyou have a quick five minutes?
I can pick your brain.
I promise I'm not trying tosell you something, talking
about your car tower.
Yep, uh, generally, what do youthink it costs?
And generally, would you do itall over again?
If you knew exactly how much itcosts, would you do it again?
And he's like, absolutely, forx, y and z reasons you bet.
Speaker 2 (28:03):
and so then we were able to leverage off that you
know, I like operating abulldozer, just like anybody
else something about just makinga path.
However, there was a paved roadright next to it.
Yeah, and that's the example ofwhat we took.
There is we found a great idea,researched Generally, people in
the US they want to help othersout yeah, especially when
(28:24):
you're not a direct competitorand they want to share that
information.
So that's what we took.
We put it in place.
Yeah, so that was just a greatidea we took.
We put it in place.
Yeah, so that was just a greatidea.
We could go into hundreds ofthose, but we got our next guest
here.
Let's go bring this is a longtime lewis out of a tripping boy
.
He'll be able to talk to youabout not only ultimate
challenge, but he can even talkto you about the fairground sale
.
You guys, welcome justin to theday come on, jay bloody.
Speaker 3 (28:51):
Yeah, hey, tell the camera a little bit about
yourself.
Speaker 1 (28:54):
I've been around for a long time.
I started in October of 1995,so a long, long time.
Good, I've been here, it'snormal I've lost count.
Yeah well, time flies whenyou're having fun.
No, that's right.
I bet it's ultimate challengetime, isn't it?
Speaker 2 (29:11):
Yes, it's ultimate challenge.
So now you've helped us inservice before, and in sales and
now in finance, and you're oneof those guys that will rise to
any occasion that we ask them todo it.
Help us in all the stores andwe appreciate that.
But how does it feel differentNow?
We're always fun and positivepeople, but how does it feel
different in the month of March?
Speaker 1 (29:33):
internally the new faces and the excitement on our
new team members and looking 25years back when I was young and
was looking up to some guys atthe Lewis Ford location that had
the Ranger bass boat jackets onand we had the fairground sale
going and it was easy for me tobuy in because we had a great
culture then and obviously we'vegot a very great culture here
(29:55):
now.
But uh, it's the new folks andtheir look on their faces and
hearing things that I've heardfor 20 years, that they've never
heard, and that look of wonderlike what is he talking about?
So but then it's, it's uh, it'sexciting to see the new guys
come up and it's uh exciting tostill still be hearing me a part
of it.
Speaker 2 (30:10):
it it's fun, isn't it ?
Hey, shelby talked earlier inthe intro.
I don't know if you caught thator not, but one of the things
that we get to do during theultimate challenge is we get to
challenge our finance sourcesand we say, hey, we've got to
sell 555, and we need your helpin order to accomplish that.
And you know Shelby went overthat.
Hey, some of them committed toat least a two and a half point
(30:32):
reduction on rates, so you're infinance right now.
That makes a big difference onpayment, doesn't it?
Speaker 1 (30:38):
Yeah, yes, it does, Absolutely.
It gives us an edge.
A lot of dealerships up anddown the highway aren't set up
the way we are in our F&Idepartment.
Our F&I department is gearedtoward putting the customer in
the best position on the loanand just providing the best
product out there.
And in our Lewis guarantee, the10 year 120,000 mile powertrain
we offer.
That's double the factorypowertrain warranty.
(30:58):
That's huge.
I mean that.
Imagine a car that's nine yearsold and it's still under a
powertrain warranty and youdidn't have to pay anything for
that.
So that's we.
We bring big value in thefinance office.
That's no exception.
We're very competitive andwe're we and we've got a great
relationship with lots of banksand because of the tenure of the
Lewis family you just pick upthe phone and they see it's
(31:19):
Lewis Automotive.
It makes a difference.
Speaker 3 (31:21):
Have you been able to put the fulcrum on any banks
you know just like?
You ultimately challenged themat 6 or 7 or 8 o'clock and we
have.
Speaker 2 (31:27):
We have.
You know what I mean.
I heard you on the phone.
I walked by.
You're standing up.
Hey, listen, we're only twoaway from our goal.
I just sent you 10 other deals.
Hit, approve.
Tell the audience behind thescenes Don't hold back.
Speaker 1 (31:40):
It's not as Wall Street as you might think it is,
but it's pretty intensesometimes when we need that last
deal to hit that goal, to keepon pace with our goal for the
month.
The banks are happy to help.
Most of them are eager to helpand want to help, but you do
have to push a few of them everynow and then and you'll do that
for the customer.
Speaker 2 (31:56):
We're not even talking about pushing the
customer.
We're talking about pushing thebank.
Speaker 1 (31:59):
so the customer will win yes absolutely, absolutely,
especially when you've got arelationship with a bank, Even
if you've hit a few bumps in the, and find that forgiveness and
make that thing happen, make thedeal happen where another
dealer up and down the road whoknows if they can make that call
and do that or not?
Speaker 4 (32:14):
Because the thing that you can do, that nobody
else can do better than anyoneelse, is hit them with a
flagship story.
Speaker 1 (32:22):
I've been with them for over 50 years.
Yeah, I'll worry these poorguys out with a flagship story,
but that was the way I builtvalue.
Absolutely, that's how I builtvalue.
Speaker 2 (32:28):
What do you mean the flagship story?
I built value.
What do you mean the flagshipstore?
Can you give them like a 32nd?
Speaker 1 (32:31):
flagship.
Yes, we were at the time whenwe had our old Ford store in
North College.
It was the big glass showroomfloor and I always thought it
was like the Dickens VillageFord store, that like there was
no other dealership like it inthe world, and so I would tell
people that in NorthwestArkansas we really were the
flagship Ford store because itwas built in 69.
It was built when 71 businesswas still a dirt road and I just
(32:57):
thought that was crazy and sothat was, um, that was the way I
would tell the flagship story.
Like there's, there's really noother competition here.
You're doing business with the,with the first one.
Speaker 3 (33:02):
So you could give them confidence.
They were at the right place.
They were given the best carry,the best deal.
Speaker 1 (33:06):
Absolutely For sure.
That was important.
I felt like it was importantfor people to know that we're
not just a holdings companytrying to make a buck in the car
business.
This is a legit, family-ownedmulti-generation.
That building was built in 1969, and you can't go up the road
and find that.
Speaker 4 (33:21):
No, that's what really made the difference.
Whenever you're asking,whenever you're in there digging
for something, for a deal oranything else and I always love
getting in there with our banks,our finance sources I'm like,
no, don't push me off, Listen tothe story.
We're different.
This is how we handle ourcustomers and we've got a goal.
We've even seen it this farinto the month.
The bank's like hey, I'm here,I guess you're during your big
(33:44):
sale.
I want to help you.
What can I do?
So they're buying more.
Speaker 3 (33:48):
They want to be a part of that.
That's a really big deal in aworld of technology, sure, and
we all love technology, but weoften push our team at every
level.
We like socks, we like socks,we do contests for socks.
But we say, okay, the systemssay, because we have a lot of
systems that are tied together,here's the customer, here's the
deal structure, send it to thebank.
(34:09):
And what do they say?
And we can quickly send that toup to 27 banks.
So then we can easily shop thisrate brings this rate and this
carry versus this percentage.
But then we say we feel likethere's more to this deal, and
by that we mean a little bitlonger term, a little better
rate.
And we say pick up your phone,justin, put your trucker headset
on, call him, tell him theflagship story.
(34:31):
It's ultimate challenge.
We've got two more to hit today.
And that's where the team isreally digging in.
As a customer, you get tobenefit from lower rates, better
term, better carrying, all thatstuff.
Speaker 1 (34:41):
It matters, it makes a difference.
When you hit them with Breaker1.9, you have your ears on Right
those that know what that means.
They want to help you.
And that means they want tohelp you and that's not a deal.
550 they're not letting thecomputer make the decision all
alone anymore.
Speaker 3 (34:52):
they're looking at the deal and they're, they're
gonna, they're gonna, they'regonna try to help because you,
you know, you reassure like, hey, remember, if a computer could
do it all, yeah, you on thatside would have a job and I
wouldn't have.
So, hey, let, let's keep ourjob relevant, let's get together
and make a deal.
Speaker 1 (35:06):
That's what a lot of people I'm sure do.
But the fun part for us is tolet the computer do what it's
going to do and then pick up thephone and see how those the
lender has a chance to reactwhen, when he's got a live
person on the phone and wechallenge that call back from
the back and we ask them for alittle bit more help, it's it's.
It's a lot easier for them towant to help when, when you're
challenging, you know whateveryone else just lets the
(35:27):
computer probably take care of.
Speaker 2 (35:28):
So yeah, I think that's a perfect point that a
lot of people miss is we'vetalked about customers want to
do business with.
People are successful Likelet's just think about it.
We want to go to the ballgamewith the most successful team.
We want to.
We want to go to the sold outrestaurant.
We want to go to the venuethat's packed, that there's a
waiting list for.
(35:48):
It's the same thing in business.
People want to do business andbe connected, like, oh yeah, I
did business during thatultimate challenge.
I helped them hit their goal.
But it's the same on the otherside when you start talking
about vendors and resources thata business uses.
They want to be part of thesuccess.
So nothing's wrong with askingthose finance sources like hey,
(36:11):
we're on our way to ultimatechallenge, we need your help
here.
They want to help youaccomplish that.
I got to talk about the socksy'all.
What's the deal?
So Saturday we launched acontest and here's what I want
to tell business owners outthere these are our all-new
socks.
These are socks, but they'recool and they're swag.
(36:34):
So we've got three differentones.
We've got the old classicdesign there that Shelby's got,
and then Taylor's got the onethat's the Sasquatch or the
Bronco or the Jimmy Bigfoot.
This one's got the brightyellow, the blue, the red.
So that's the old school one.
Yeah.
Speaker 3 (36:52):
Those arms look essential, they so.
And that's the old school one.
Yeah, I see what is he doing.
Yeah, I'm a coder.
Those are my two essentials.
They're sluggish.
I fall into this house, Don'twant to be the coder.
You can feel the excitementabout these things, so you
released those Saturday.
Right, we did, we released them.
Speaker 2 (37:03):
Saturday he went nuts .
Justin's going to talk about it.
But instead of a money spifffor salespeople on who sold the
most cars, who made the mostphone calls, we said, hey, for
the first 10 sales for Saturday,you get to pick a pair of socks
.
And some of y'all are thinkinglike it was an absolute feeding
frenzy and people were rushingto find us.
(37:26):
How much pressure were yougetting from the salespeople?
Get my customer in here.
Speaker 1 (37:32):
They looked like their flight had backed away
from the gate and they werechasing it out across the park.
Speaker 3 (37:40):
They were so fired up about the socks You're
questioning like why would menor women get fired up about
socks?
When was the last time you wentto Atlanta and it was socks?
Yeah, like yours are from 1984.
They are.
Speaker 2 (37:51):
It's the same, you know, but it's the same thing
you go to.
I'm going to go back to theball game and people buy the
hats and the jerseys they can't.
Or for your kid's team yes,People like you.
I want to hear what the I'lltell you this T-shirts.
One spot left and we had sixdeals that were a trend waiting
(38:14):
to go to finance.
Speaker 6 (38:15):
What a blow.
Speaker 2 (38:16):
Six deals.
It came down to the wire withinnine.
In order to win the Sox, yourcustomer had to have signed
through finance and finance hadto load it into our software, so
we had a time stamp on how totrack it.
That's how big of a feedingfrenzy it was.
It got down within 15 secondsof an entire car deal.
We're not talking aboutshooting a free throw An entire
(38:38):
car deal.
Speaker 3 (38:39):
Think you talked anybody out of a pair of socks.
No, absolutely not.
Speaker 2 (38:43):
Bro Justin, no flagship story today.
I need my socks.
Speaker 1 (38:47):
I need my socks.
We were running lean and mean.
Everybody got a fair chance toget the socks.
No, no, we were running leanand mean.
Everybody got a fair chance toget the socks.
Speaker 3 (38:52):
The good news is, we got more socks.
Speaker 2 (38:54):
We do have more socks .
And then this cool swag youknow, you'll see the Stanley
cups.
Check that one out.
Yeah, you'll see the Stanley.
These are old days, I don't.
She can drop it in the still soon Sundays.
We do our win at Sunday, wherewe have the Stanleys Stanley's
Sunday.
Thank you for fixing thatStanley's Sunday.
So that'll happen again thisnext Sunday.
(39:15):
So check these out this righthere.
That's custom.
But then tomorrow, not onlywith the $50 off oil change we
also have a win at Wednesday.
Speaker 3 (39:23):
Yeah, I think the TV or a kayak.
All you got to do is go to ourpages Lewis Ford or Lewis
Chrysler or Jeep Spring Now Fordor Lewis Chrysler, Springdale
Ford or Lewis Farmington.
Just pick one of those andfollow the instructions.
It's going to be common.
We'll share.
Tag one of your buddies for anextra chance to win there and
you get to continue every Sundayand every Wednesday.
Redo that and I want to giveyou a cheat code.
(39:44):
If you do it on Ford, go do iton Chrysler.
Go do it on Ford.
Go, do it double-edged sword.
Go to Farmington and you'll getentered in all those.
You really will.
Speaker 2 (39:54):
Hey, justin, thanks for joining us today.
Any takeaway?
Last-minute comments?
What do you got?
Speaker 1 (39:57):
Let's get them.
Let's finish our gold Okay.
Speaker 2 (40:02):
Let's get some socks.
We appreciate having Justin onright there.
Hey, it's always fun.
We want you, the audience, tosee.
Many of these names we broughton are familiar faces that
you've done business with for along time.
We take a lot of pride in ouremployee retention.
Yeah, One of the biggestcompliments I can get from a
customer is not necessarily likehey, I got a great deal on that
(40:23):
car, or they fixed my car up.
It's like man, I reallyappreciate that.
All the cars I've bought overthe past two decades, the same
finance manager has done mypaperwork.
That builds trust.
It does.
That builds confidence.
Or the same service advisor hastaken care of my parents' car
and my car and now our kids'first car.
(40:44):
That builds trust.
That builds retention andloyalty and that's what our
business is.
Speaker 3 (40:49):
That's the same.
You know the cheer story.
We talked about it multipletimes.
You want to go.
People will ask other stores ifyou can bring that excitement
and that value.
So when they walk in and theysay, mrs Smith, how in the world
are you?
Hey, I've got your coffee readyfor you.
We're going to clean up yourcar, we've got this.
We've got your shuttle vehicle.
People want to go where peoplefeel value.
Speaker 4 (41:11):
They do they want to be a part of it, and so that's
what's going on, and we talkabout that and it's always in
the process, it's in service,it's in sales.
We talk about a red carpetdelivery and these are just
everything we have.
But I bought one of these silksets, so kind of like this, but
you're taking a delivery and itdoesn't really matter.
The other day, a lady didn'twant us to post it, but what I
(41:32):
did is I took a picture with herphone and gave it back to her
so she could get you whenevershe bought her new car.
We get them out on the redcarpet, roll it out, and we get
signs like this right here.
This is.
I'm a repeat customer at LewisAutomotive.
So good, and they love it.
And then we have it from.
I love my Bronco, I love myJeep.
I bought my first car.
I was just looking.
Speaker 3 (41:51):
That's my favorite.
I was just looking, we tookthese sayings of people, happy
customers, what they say thatsays hey about the end and they
get to hold up, says.
I was just looking, they're onthe red carpet with their brand
new vehicle.
Do you think they're going tobe excited?
Oh, you know that.
Do you think they're going totell people?
So we have like 45 differentones of those all over the
dealerships so people can useand businesses don't miss this
(42:15):
opportunity.
Guess what's in every photo?
Our email.
So if they forget to tag wherethey were at, if they forget to
mention who it was, it's in thepicture.
Speaker 2 (42:25):
Sure Right, I'm going to give them a cheat code.
Most people don't do this.
We've talked about it.
We don't mind sharing anythingwe do with anybody out there.
Here's why most people are.
They're not disciplined enoughto do it.
They'll hear it.
They'll be like, hey, that's agreat idea.
So another one's coming behindme, but the thriller of social
media.
Do you know?
The stats say that 90 percent,90 percent of customers forget
(42:50):
their salesperson's name withinone year of purchasing.
So I can beat 90% of all theother salespeople out there by
just reminding people who I am.
Social media automaticallyreminds them with the photo.
It's like integrated automatic.
Why are you holding a $100 billup?
Speaker 3 (43:13):
Because it's not real , because it's jumbo.
So most of our business comesfrom repeat and referrals.
So repeat you bought from usbefore and you want another car,
you bet.
Then come back to us.
Referrals.
So you came here, had a goodexperience, sit on the red
carpet.
Then we say every single personthat you send here, we'll hand
you one of these, one of these$100.
(43:34):
Yes, sir, I appreciate you.
You didn't have to do anything,you just said hey, do you enjoy
your car?
Did you enjoy your good service?
Send everyone to me, tell themto say that Taylor sent you and
I will send you $100.
(43:59):
So then we got to think we'rehanding out.
Joey that was on here earlierwhen he sold cars and we laughed
about this taylor loves thispart but one year in 2016, when
he sold over 240 cars, he made abig deal about it because we
wrote out over twenty thousanddollars in checks for referrals
to customers.
And so then he made the bigdeal that he'd given out over
twenty thousand dollars inreferral checks, which he wasn't
wrong.
He gave one loss.
He gave him out over $20,000 inreferral checks, which he
wasn't wrong.
He gave them out, he gave themout.
And so then we got to thinking,well, we're missing the ability
to market that we've handed outall that money.
(44:20):
And so we said let's make ahuge check.
And so we got with the localsign company and said can you
make that?
And they said reprinting, moneyis not.
And they said, well, justchange something you know,
change his color or something,put your face on there.
So that's just another coolthing of marketing and fun.
And so you hand it to acustomer with their real check
and say I want to take a photo.
You market with it.
They feel special when you getto lend.
Speaker 2 (44:41):
Hey, you know what the hidden thing is there too,
is that not only do they see,the average person has over 600
followers on social media, soall of a sudden you take the
excitement of them, all theirfriends see it.
The power of color is.
I don't realize that.
Hey, I don't mind sharing withyou how to win, because most of
y'all won't do it anyway Ichallenge her to do that.
Speaker 3 (45:03):
And if you want to be part of the lewis automotive
work, oh yeah, we'll help youwith that, we'll embrace you
with that you bet, hey, this hasbeen a fun one today.
Speaker 2 (45:11):
I hope you guys enjoyed getting behind the
scenes hearing from some of ouremployees.
So it's not like, hey, we hearthe Lewis brothers saying that,
but do they really do thatwithin the culture of their
dealership and in theirorganization?
None of those guys that came ontoday knew what we were going
to ask.
They weren't scripted on whatto say.
Actually, they were a littlebit nervous because they didn't
know what we were going to ask.
(45:32):
But you could see it was realand what we talk about trickles
down through our entireorganization.
Speaker 3 (45:38):
Most importantly, make sure if you haven't already
, however, you're seeing thismake sure you go to our social
pages, whether it's Instagram orFacebook.
Speaker 2 (45:45):
Yes.
Speaker 3 (45:45):
And you'll get to see our specials.
We're posting those everysingle day.
So Lewis Ford sales, lewisChrysler, dodge, jeep, ram,
instagram or Facebook.
You'll see those specials todayand those are kind of the not
on the internet specials.
You know, I go to Taylor everyday say, hey, give me the
special.
And so then we released thatvideo and the shelf life and
once that release has been lessthan six hours, I think that's a
(46:08):
great point.
Speaker 2 (46:12):
We talked about all those trades earlier.
It's going to take about a weekfor us to get those online as
far as getting through the shopand cleaned up.
So if you follow our socials,we'll have a single picture of
like we just traded for this.
Don't sit there and think likeI'm going to wait until they get
all more description.
It'll be gone.
Speaker 3 (46:27):
It's like you're waiting on Zillow for that five
acre lot to pop up.
Yeah, it's not.
It's happening on a sidesection.
So we're giving you that behindthe scenes, that 24 to 10 day
advance on those specials orthose trades.
So make sure you follow us.
Speaker 2 (46:43):
So same thing happens on new as well.
We'll get an extra allocationand we'll work one through the
system from the manufacturer.
You know whether it's a Raptoror we just got the new Ram.
We got a mega cabin thismorning.
That's a 2500.
It's not going to be on theinternet for a while because it
came through another channel,but you would see that on our
socials.
(47:03):
Yeah, absolutely so.
Hey, thanks for joining usagain today.
Any final thoughts you guys gotBesides?
Come help us.
Hit the note, hey guess what?
Speaker 4 (47:10):
For lunch, come by and get a talk.
While you're getting a talk,I'm gonna wash your car for you,
not charge you anything.
So come get your lunch, comehang out, come have fun.
Let me clean your car.
And just come by and see whatit's all about ultimate
challenge.
Speaker 3 (47:22):
555 must be sold and you need to be part of them.
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