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We’re Vanja Terzić and Eli Mishal. Dealers first, now 13 years running Goxee. This podcast is the unfiltered reality of building software that actually fixes dealership problems.
We break down what we’ve rolled out, why we built it the way we did, and how it played out when dealers used it in their stores. You’ll hear about the good, the bad, and the adjustments we had to make along the way.
We talk about things that hit your desk every day: pricing cars to the market, aging and turn, recon delays, CRM and lead quality, market comps, photo AI, and the processes that cut time-to-line and improve gross. No vendor spin. No sponsorships. No ads. Just two guys who’ve lived the grind, sharing what’s working and what isn’t.
If you’re a dealer principal, GM, GSM, used car manager, BDC lead, or anyone building tools for this industry - this is for you.
Eli Mishal (00:00)
Yeah
Vanja Terzic (00:00)
Welcome
episode 4 today we're going to talk about some new features that we've been building. We've been working on a long time in the works and we're going to dive into it. What we did, why we did it, how we did it, what's coming next. Let's go.
Eli Mishal (00:10)
Definitely. Yeah.
Right.
Let's do it. So GMR, this is what this is all about. But before we dive into the technical side and why we build in all these things, let's talk about the problem, the biggest issue of all. When it comes specifically for valuation, a lot of car dealers suffering from being able to value their vehicles at the price point where it
allows the sale to happen is on a fast pace. And I think that a lot of dealers end up, let's say, for example, buying vehicle at a certain price point, and they have to work it backwards in a way, if that makes sense. let's say the car they bought, they end up
spending 10 grand on it, for example, they're gonna see, okay, how much money can I make on this vehicle? You know, so and usually what they're gonna do, they gonna guess sometimes in many cases, they're gonna guess because they have the feeling of the market because that's all they do. They they're focusing on the buying, you know, over and over again, in which
In their own heads, they have the book. They know what this car goes for, give and take, and they're going to end up buying it and then trying to work it like I said earlier, in a kind of a reverse way. So they're going to go into CarGurus, they're to go into Cars of the Calm, AutoTrader, all the third parties that we mentioned before. Many times.
and they're going to try to see what they are competing against in this moment of time. I think that's an issue as a whole, right? Because you go into the dark not knowing right of the bat what the car is actually going for in the market. And a lot of dealers goes besides that based on MMR, they're basing their baseline
Vanja Terzic (02:02)
Thank
Eli Mishal (02:16)
pricing on MMR, which in many cases, sure, I mean, it's if you know, if you bought good in comparison to what is in MMR, you probably, I will say, you probably did good in terms of the buying part, but you're not in the mission of just buying, you're in the mission of selling, right? So the buying is definitely the most important part of the selling, but it's not
the only one and sometimes MMR too, I must mention is off, know, in many cases especially for those cars that are unique, they're special units they have certain packages and stuff like that which you have to kind of dive deep into the trim and understand what you're having in front of you so to the extent where you understand, you know, what this is going to go for and so on so on so that's an issue
The main issue is that people don't know where they're standing or how to buy right. That's acquisition part of it.
Vanja Terzic (03:22)
But what, wait.
All the cars that are on the lot that are already bought, they're done, they're paid for. even if you do buy right, and even if you do follow MMR, mean, you we have dealers telling us that they're getting more on their units on MMR than they're getting retail. yeah, yeah, so they're getting more at auction than they're able to get.
Eli Mishal (03:29)
Yeah, sure.
What do mean by that? you elaborate?
Vanja Terzic (03:48)
at retail, they're getting more on OVE. You know, I talked to Sonny last week and he's like, hey, I got this, it was a 2024 Range Rover Sport.
Eli Mishal (03:52)
Yeah.
There are certain units for sure, but there is a reason for that, Like, let's not avoid the reason. The reason is because there are some dealers out there who have customers specifically for those units. And yeah, sure, the auctions became a very good centralized place to go to and to buy cars pretty quick. And there are some inventory that sits in the auction that is not sitting in the private party.
you know, market. So that kind of make it very accessible and all those things. But but those are like for the specific, I will say, units, not for every car, I will say. But again, car dealers don't really end up buying and selling into auction only, you know, that's kind of rare, I will say, you know, I think that not super rare, sure, but rare enough to say that this is not their
Vanja Terzic (04:38)
Thank
Eli Mishal (04:54)
routine. The routine is to buy from the auction in most cases and sell on the street, you know.
Vanja Terzic (04:59)
Right. So let's talk about the specific price tool, which takes into consideration real market value. And even if we can't control what you've bought and how you bought it, it's already bought. You can't go back in time. You can't change it. And just because you bought it, whether it's 30 days ago or 45 days ago or 90 days ago, that price changes and fluctuates through time. And what you priced it at two weeks ago,
Might be fine, but might not be fine because maybe somebody came out in the market and it's got 10 K miles less with the same year make model trim and you know he's above you. So there's this ranking system that deals with what do you want to share screen so we can look at it.
Eli Mishal (05:42)
We're going, yeah, I think we're going
too fast. I think we're going way too fast into it. ⁓
Vanja Terzic (05:47)
Yeah, but
we're going into acquisition. We're not really bringing the acquisition tools into this at this point in time.
Eli Mishal (05:53)
Yes, sure, but we're, I would like to paint the entire routine of a car dealer in a sense. And then we're going to end up eventually at that point where we're expressing the need for this tool and how important that is because that will create a phasing and understanding, a certain understanding where we do come out with those features on the app, if that makes sense for acquisition as well, which will be very much very soon as soon as we launch the app.
But the bottom line is this entire episode is about valuations, either where you buying as well as when you're selling. And I'm going to tell you why, because you see that one, I'll say, I don't know if it's a sensor that is built into each one of those car dealers.
When I was a car dealer, for example, I was kind of aware of the market and where those cars are kind of marked in terms of price. And that helped me to make a very quick, sharp decisions. It wasn't basing my decisions based on a feel. It was based on a lot of research and time that I took as a car dealer.
to understand what is out there in the market. again, where's those price points? What is it a good buy? What is a bad buy? And so on and so on. And I think being exposed to the market, you know, what is out there in a way helps you in many ways buying good too, you know? So it's really important that we elaborate on that part too, because it helps the dealer understanding that there is a...
much more quick ways to look into the market, kind of like a snapshot of that trim, you know, and be able to understand the price point and where is this stream is sitting at in terms of pricing in his own market as a car dealer, right? So that's really, really important. That's why I started with acquisition because even though we do not do acquisition yet, we don't do
pulls or support that part of the routine that a car dealer will end up doing anyway. It is still gonna, the GMR that we are currently having the systems will help a lot to the car dealer to understand the market, understand the price points of where the car is actually standing or positioning, I will say, so they can have a better feel.
of the market if that makes Yeah, it's very important to talk about it.
Vanja Terzic (08:38)
So it's so essentially
it's a pricing strategy game and there's a pricing strategy that's going to take into consideration what's, what's out there in the market where the supply is. And it's not just price. It's also how long the cars have been sitting, how far they are away from you. And because the market is ever changing, you book a car when you buy it, that book price is going to change in two weeks, in four weeks, in 45 days and 60 days and 90 days. And a big part of that change is also going to be who comes into the market with
Eli Mishal (08:50)
That's right. Yes.
Vanja Terzic (09:08)
similar or the same vehicle. It's kind of like a neighborhood in real estate. You you have comps. If the neighbor sells their house at 100k less, your house is automatically worth a little bit less if it's under value, just as an example. But this is also a full-time job. it feels like a full-time job having to, I mean, who's got the time to monitor prices every single day?
Eli Mishal (09:23)
Yes.
Oh, it's not the question of if it's a full time
job. It's a question of what do they currently do versus what they should be doing, right? So, I mean, they're all doing it. Yeah.
Vanja Terzic (09:36)
It's it's not possible. It's not well. No, it's not possible to.
If you've got 40 cars, each one of those 40 cars in, let's say a 500 mile radius Now I'm not talking about, you know, rare rare cars. They're going to have a competitive set of other dealers who are competing against you on that year. Make model trim mileage price, whatever else.
Eli Mishal (09:54)
That's right. That's right.
Vanja Terzic (09:57)
There's a price change happening every single day somewhere. Absolutely. every single day.
Eli Mishal (09:59)
You mean yes, somewhere yeah for sure absolutely yes or maybe
some of those units are getting sold that can deflection and can change the entire equation
Vanja Terzic (10:09)
Absolutely,
absolutely. So looking at price is is kind of like, it's the last thing I want to do because I have to drop price, which means lose money, but
Eli Mishal (10:18)
But
I going you're too fast. I'm explaining. So we need to talk first about the main thing, which is like, what actually happened in the routine of a car dealer? You're acquiring a car, you buy it, usually with the feel of the market, because he knows where this trim is sitting at, like I said earlier. And then the next step is gonna probably sit on the computer. In most cases, if he doesn't have the vAuto,
Vanja Terzic (10:22)
Also.
Eli Mishal (10:46)
or anything similar to vAuto, which costs probably like $1,500, $2,000 to a starting point, is going to end up going to CarGurus, Cars.com, AutoTrader, Craigslist, so on so on, OfferUp, Marketplace, Facebook Marketplace, so on and so on, just to figure where this car is actually positioning, because to get an actual, more recent feel of what is out there right now in this second, in comparison to that unit. it is having.
And then what he's usually doing he's going to price the vehicle based on what is out there. And that's that's a routine of almost every car dealer daily when they receiving a new unit. That's kind of like the first thing they're doing. But what happened the next day? That's what you try to refer to. And now we can talk about it because What happened the second day after you price the vehicle and there are changes in the market. Right. What happened?
Vanja Terzic (11:41)
What happens on day two after you've bought your car, after you've published it online to sell?
Eli Mishal (11:45)
After you decided what will be the price that you would like to sell it for.
Vanja Terzic (11:51)
Yeah, so we're talking about we're talking about day two and ongoing scenarios. Everything else is a is a one off one time scenario, which means you bought the car you paid for you listed and you set a price. Great. It's out. You know, chances are unless you're really keeping your eye on the ball and on the market. Sure. Let's say you're let's say your day one price is accurate. Let's say it's spot on. How would the customer see it? So let's say you're ranked top five top ten.
Eli Mishal (11:54)
That's right.
That's right.
Vanja Terzic (12:17)
in your area depending on your make model trim, depending on your area. That's great. But in a week from now, where are you? Because these are the things that create aging.
Eli Mishal (12:25)
Not in a week, I will say in a day from now. Because like you said,
it changes every day. These numbers are changing every day and they fluctuate super quick because the ones that do V auto have the advantage to be able to see you, to see where you market your price. And that gives them an advantage in which that's where you're getting hurt from the most. so we have done, we encouraged dealers in the past
Vanja Terzic (12:30)
Changes everyday.
Yes, yes, yes.
Eli Mishal (12:54)
in many occasions to look at the market more often as much as they can. But unfortunately, when you have 40 or 50 cars in the lab, it's just impossible to do it on a daily base. And that's an issue. That's a big issue that is happening every day for every car dealer. And the main reason is because they're just not aware of what's going on in the market. Very simple.
Vanja Terzic (13:05)
Mm-hmm.
Yeah,
yes, it's basically price positioning and price positioning like at first let's tie something along to what you're going to show on the screens like first we did the price drop notifications that I believe we talked in the other videos. Automation, yes automation. Suggestions. OK.
Eli Mishal (13:29)
Automation, yeah. Rise drop automation.
Yes, automation always yes, automation. So we
developed the price drop automation as a starting point and The idea behind the price drop automation is to consolidate all the leads that were interested in that vehicle using VIR which is vehicle interest recognition. So either a customer talk to you via a phone or a text message or inquiry through any network.
Vanja Terzic (14:00)
Can you show what that looks like?
think it's...
Eli Mishal (14:02)
We
don't have to show that. So if either one of those inquiries came your way or again, a customer is approached to you in the sense of like, I'm interested in that vehicle or this is available or whatever that is, we're capturing it, we're putting it into his profile, into his lead profile. So we understand very much the interest.
on that unit specifically. But now just from the lead perspective, let's take it to the vehicle, to the unit perspective. So now you have on every unit X amount of leads who were interested in it. right? And that allows you and us to be able to notify every time you drop the price on that unit, all those leads that were ever interested in it. Of course, in a, let's say, a portion of 90 days,
Vanja Terzic (14:38)
Mm-hmm.
Eli Mishal (14:51)
⁓ in which again helps you to be able to get more re-engagement at no time. Literally. Instead of trying to go one by one on your leads on your CRM, know, which some people do. you know.
Vanja Terzic (15:00)
Okay, so.
So let's say I got this,
don't know, 2022 BMW 740, I'm just looking at a random car and it's been here 30 days. I've got 15 leads on it. And these 15 leads I've had conversations with.
Eli Mishal (15:10)
Yeah. Yeah.
Those 15 leads
that are marked just to mention, they're 15 leads from the last 90 days. They're still considered warmed in a way, meaning that they're probably still somewhere in the journey of buying a car.
Vanja Terzic (15:28)
But but but I'm
saying 30 days. I'm just saying I've had the car for 30 days. I've had 15 leads on this car. I've had 15 conversations on this specific vehicle. And what we've touched on before, if you change the price today, generally when we change the price, we have to wait however long, whether it's a week for people to start seeing it on CarGurus, on Autotrader, on Cars.com. So this gives us the ability to say, hey, I'm going to send a text message to every single one of those people that I
Eli Mishal (15:34)
Okay. Got you. Okay. Yes.
Right. Right.
Vanja Terzic (15:57)
had a conversation with regarding this specific car because their lead is assigned to that unit in the CRM, and they're going to get notified that there was a price reduction on that vehicle. How's that?
Eli Mishal (16:03)
Yeah, and when you're saying but yeah, but what you're saying it the wrong way in a way you're saying like,
I will send a text message to every single one of them. I understand you're trying to explain it. in a way, you're we really we don't really send a text message to every lead, right? What we do is we just dropping the price and since the automation is on on that unit, you know, in that case, it will send a text message to all of them automatically.
So I don't really go lead by lead and send them a text message, right? But the system does it for me.
Vanja Terzic (16:37)
Correct.
So the system automatically sends a text message with a price reduction to every single lead that was
Eli Mishal (16:39)
Correct. Yes.
price drop,
price drop, notification. That's what we call it, yeah.
Vanja Terzic (16:49)
Okay, so it was if you had a reduction in price, let's fuck the terminology. Okay, whether you do surprise, whether you drop the price, whether you minimize the price, whether you cut the price, you're going to send a text message to the people that were interested, the system will send it automatically fully every single time if you have that running. So but the issue lies where you're still responsible for dropping that price. And you might not have the data to drop that price.
Eli Mishal (16:53)
huh. Well, it's important because that's what we're using in the back end. yeah.
Sure.
Correct.
Yeah. Well.
Vanja Terzic (17:17)
every single day because it's changing, correct?
Eli Mishal (17:20)
Well, prior to that, you have another job, is like understanding that the price that your vehicle right now is sitting at is not suitable to make a sale, period, right? So you have a prior job first, and then the second job is to go to the vehicle, update the price, and then either be in the mercy of people checking that unit again, or...
go to your CRM, try to locate each one of those leads that tried to contact you at some point of time, maybe try to talk to them. I know a lot of dealers, what they do is they take the most recent leads, they talk to them like this week and someone maybe try to get a better price on the unit, let's say, and try to bid on it over the phone. And the dealer might remember that and...
try to go after that specific guy and say, hey, you know what? I'm going to drop the price by $500 bucks just so can make a sale. But there are other leads in the same scope in his CRM who has been interested in the vehicle at some point of time. It could be, again, like your scenario last 30 days window in which they will never be aware of it unless you have an automation.
Vanja Terzic (18:37)
Can we show this?
Eli Mishal (18:39)
Yeah, for sure. mean, we can show,
Vanja Terzic (18:41)
Let me, here, you share it. I'm gonna send you link. I just saw this and I think it's a really, really, really good example.
Eli Mishal (18:41)
can show it, but
Sure. So here is the actual Inventor Manager on our end. we can go into, for example, first of all, go into CRM, then we go to AI just to show the automation specifically. And this automation called price drop. In here it says notification, but it's just the type of automation. So in this case, it's a notification, but it's still an automation.
So what it does, it's going after the audience which are working leads associated to available vehicles. And then when it's when a vehicle price dropped, obviously by the dealer. So when the dealer drops the price, automatically we do send a notification to actual
leads who were interested in that vehicle. as we can see it right off the bat, we're talking about 50%, close to 50%, 49 in this case, 0.2, just close to again, 50 % of engagement. That's huge. That's probably one of the highest numbers we have seen on any automation since we started this automation to begin with. So all you need to do from a car dealer perspective is just literally turn it in.
Vanja Terzic (19:53)
Mm-hmm.
Eli Mishal (19:58)
in your own so if let's say it's off that means that anytime you drop the price you will not send notifications but if you just turn it on and I go let's say for example now to the inventory manager and I'm go to this 2023 BMW i4 if I look at the automation part of it right there you can see that I have two leads that are qualified for this vehicle because they were interested in at some point of time
Vanja Terzic (20:12)
So.
Eli Mishal (20:27)
And this automation is designed to retarget car shoppers who had interest specifically in this vehicle, as I mentioned. So as long as it's on, which is like having a check on it, you're good to go. If you want to turn it off and say, you know what? I don't want to notify anybody of the price drop. So technically if I change the price at this point, it won't do anything, but let's assume that I didn't touch it and it's on on this vehicle specifically.
And then at that point, I can just say, know what, I want to drop this price by 500 bucks. So I'm going to lower it. And then technically at this point, if I save changes, those two leads that are sitting somewhere in my CRM will be notified that I just reduced the price. won't tell them the price drop amount. It will just tell them that we dropped the price as a notification. And the message would look something like, let's take a look at this right here.
John just a quick price drop alert. We just lowered the price for the whatever vehicle You were interested in here is the link to it So
is a short link in there as soon as they click it we trace it as well So we know how many clicks you have received so in this case you can see here a total amount of 266 clicks so 266 people literally that end up going to your site
because you have the price drop automation. so that's very much very big. Let's go back to the vehicle again. So let's go back into the old philosophy of, you know, how does the automation merges with the actual GMR and what we've tried to create in here. We're still in the journey of
you know, ⁓ improving it over time. Again, with the accurate, the most accurate data that is actually available, since we are scraping the entire internet. So any car dealer in the US that has a website perhaps, and you have his inventory in there, we can have their data daily. It's gonna be updated daily. So you don't have to kind of go into Cargurus or cars.com.
using vAuto are suffering from a situation where a lot of this data comes from listing sites like Cargurus cars.com and so on and so on. And what's happening there is that they're in the mercy of the speed in which CarGurus in this case, let's say,
⁓ gets the inventory information and post it on their end. So imagine that there is like probably 48 hours there, just right there. So let's say that the dealer sends the inventory to CarGurus and then ⁓ as soon as CarGurus receives it, it takes about 48 hours approximately to get it into CarGurus. And then you have to wait another part, another, I'll say
another time frame, which is to have vAuto to pull it from CarGurus, right? So you literally have about 72 hours, sometimes even more in order to know of any vehicle that is actually in the market if you're using vAuto. And that's very bad. Why? Because, you know, sometimes in those three day period, a vehicle can appear and can be disappear If that makes sense.
And what we do different is we're actually scraping directly the actual car dealers websites in which gives us more accurate data. So as soon as ⁓ a car dealer uses his inventory manager tool, whichever he's using, it's most likely will hit his website immediately in which at that point we're scraping it on a daily basis. So We have the data faster than vAuto by at least 72 hours.
Vanja Terzic (24:18)
So this
data here is basically same day data, correct? ⁓
Eli Mishal (24:22)
Correct. So in this
case, this data just updated about 33 minutes ago and there are 59 vehicles who are very much just like this train, which is that I4 BMW 2023. So technically all the data you see near is technically is a table. It's called GMR, which stands for a Goksi Market Report. Similar to V8 in a sense.
Vanja Terzic (24:36)
Okay.
Eli Mishal (24:48)
but this is actually active listing, which appears all over the internet. This is the public information, but again, who has the time or the power to go side by side and figure which vehicles are actually sitting on every website? And so what we've done is we scraped this entire internet and we have the power to just literally give you updates on a daily basis.
in which help you to understand where you're standing, where your vehicle is actually positioning in terms of price, in terms of aging, in terms of automator and so on and so on. So for example, let's take a look at this one. So in this case, this 2023 BMW i4 positioning 34 in terms of price. And if I'm gonna try right out of the bat to try to compare it to anything,
I'm gonna see that, you know, my vehicle have 50,000 miles on it. It's been only 10 days in the market, you know, another, you know, vehicle just right next to me is sitting in there, but I got lower mileage. Sure, I am asking for a couple of pennies more, right? But I don't think it's a big deal. So I'm kind of positioned good. There is another car just came in a day ago. And that was like, that's like 400 and
$70 below me, but again 43,000 miles, 44 almost And I can just keep going and keep going and trying to kind of figure out like where my position in a way There is a vehicle right here from a BMW dealership that sits only 46 miles away from me It's been 19 days in the market at 18,000 almost 19,000 miles odometer
And the price is about a little lower, I mean, below even more than a thousand dollar below my price. That kind of a flagging anyway. So what I'm going to do, what I want to do is I want to click on this and which will open the actual listing so I can actually see the the entire ⁓ listing itself, which will allow me to understand the unit a little better.
I can see it's a one owner in this case, it's certified by BMW and all those things. I can learn it, I can study it, but again, let's talk about, I'm gonna close now this and I'm gonna figure, you know what, this is a nice unit, it's pretty clean, all these things. What am I gonna do with my price based on my position in all this? I can keep going in this table and try to analyze it. I can spend the whole day literally analyzing one single unit.
Imagine what's happening to people who goes on cargrus and cars.com and all those other third parties that are gonna end up like literally wasting their entire day on one single unit just to prize it right, you know? And that's literally gonna happen on a daily basis, which makes no sense whatsoever. So.
Vanja Terzic (27:47)
Yeah, so basically
this is like instead of you having to go to these websites, the information is served to you. However, however, this is still a huge time consumer on a daily basis to do it every day. But it still needs to be done every day. So that kind of leads into probably our next topic with what is the next stage of development with this specific feature.
Eli Mishal (27:58)
Yeah, just impossible. Yeah.
Yeah. Yeah, let's talk more elaborate more about the automation. the reason behind it is again, you already know at this point that the reason is to notify those leads that were interested at any point of time on that specific unit of mine. But again, let's try to understand like, okay, so there is an automation, I can lower the price, but what price should I actually
Why is it on? know, like that's something that I think a lot of dealers will be setting a price at the first day and they're just going to end up sticking to that price because they just market at that price and hoping that somebody going to come and buy it, you know, or maybe try to lower their price a little bit so they can give them a discount and try to sell it again. I think that's an issue right there. And why is it? Because you just can't be again in the mercy of waiting, the waiting. It's it's a bad
Vanja Terzic (28:49)
Mm-hmm.
Yeah.
Eli Mishal (29:03)
of many, many car dealers. And I think that when you look at this table, as I'm gonna keep moving in here, I wanna see more and more units that just came into the market, in which again, setting a different bar in a way like for me as a dealer that owns that unit. And I need to kind of figure out with myself, where do I need to be? And that's very hard, like even on this unit, like I got 59 vehicles in 500 mile radius.
that are competing with my unit right there. That's literally impossible to do mathematically. So now we can talk about like, okay, so you got all this information, right, of the market and what is in the market and how does it work. And that's all beautiful. But again, do you have the really time to dig deep into every single unit? 59 in that case.
Vanja Terzic (29:36)
Yeah, yeah.
Eli Mishal (29:57)
you know, and try to figure out where you should be positioning. mean, honestly, we're not expecting anybody to do that. I don't think it's even possible by any means to do such a thing. And therefore we came up with the idea to create the actual to turn the the price drop automation into a price drop suggestion in which at that point what we do is we're
getting this entire table data points from the price, the odometer, the aging, the distance from you and ⁓ all the rest of the stuff. the vehicle, for example, exterior color, which is sometimes can really be a small thing that some people might not put attention on, but it could be really ⁓ a decision making, you know, because if let's say it's a red car, let's say
it shouldn't be considered the same as if my vehicle is black, for example, because a lot of people buying a black car won't buy a red car, for example. So what we're doing, we're taking all those data points from every single property in here in the table, and we're letting our own model to analyze the data so we can give you the best price suggestion if there is any. OK, again.
We're going to talk about it in just a second. But if there is any you need to be aware of it and the system will make you The system will make sure that you're to be aware of it. It's going to be posted on your action bar So right on top of the screen there will appear a surprise drop suggestion for that specific unit and As well as insert the unit itself. So when you enter to the unit and you see the GMR right above the GMR There will be a suggestion as well So, yeah, that's that's
That's very much like the evolution of price drop automation into a suggestion. And the reason is because a lot of dealers didn't never really, a lot of dealers, hasn't take action when it comes to the actual automation. Even though it was available, it's just, think that the lack of information and maybe even time too, in a way, did not allow many dealers to really
stay on top of those things and they're losing, especially when you have like 40, 50, 100 vehicles in the lot. It can get messy and you can really lose yourself around those units.
Vanja Terzic (32:21)
Yeah, so.
But you know, back to the AI calculation of this, because everybody has a certain type of formula, not to go into the formula. The goal is for dealers to really understand and have faith and have belief that, this is ultimately what's going to get the car sold because it's going to drive attention. And I can really see my car. When you look at it through the customer's eyes,
the picture is painted much differently than when we look at it from dealer operational eye. So the more time we spend or the more AI we have to kind of fill that role, and this is a very good example of leveraging AI in order to think for
to calculate or to analyze, forensically analyze for you, hey, here's your competitive set.
because you're not competing with every single dealer in town. You're competing with only the dealers that might have this vehicle in stock, correct?
Eli Mishal (33:21)
Well, in a 500-mile radius, yes.
Vanja Terzic (33:23)
depending on the vehicle. If you're looking at a 10k unit.
Eli Mishal (33:25)
Yeah, it's always
the same trim. So every vehicle in this list will technically be the same vehicle as you're having in your lot. It's just a different color, a different price point, different odometer, and has been in the market for X amount of time, which is the aging part. And then wherever it sits, because let's say if it sits 500 miles and people might not drive that far, but we believe
Vanja Terzic (33:45)
Yeah.
Eli Mishal (33:52)
based on a lot of data that we have accumulated over the years, we've seen people driving two and three hours in average in the US to just look at the car, not necessarily buying it, especially when it's like $15,000 and above, they're gonna do that research, deep research to figure if that vehicle is right or not.
Vanja Terzic (34:10)
Yeah. Because there's another
component to all of this. It's the manager
it's the sales rep component, because we've heard a lot of frustrations from managers and sales reps, which is, hey, I can't get the GM or the lot owner, if it's an independent store, to drop the price. I can't move this car because the price isn't being dropped. this is definitely going to help in those situations to justify, we need to position here in order to get more.
Eli Mishal (34:34)
Definitely.
Vanja Terzic (34:37)
eyeballs more attention on the specific vehicle because we all have every single business has limitations. A car dealership, let's talk about an Indy lot. You have a limitation of money, time, space, and a million other ones. whatever, if your car is full and most of the guys we've been talking to lately, their lots are full, their lots are packed. There's no more space, right? So every single car that's on your lot is taking up real estate.
Eli Mishal (34:40)
Yo.
Vanja Terzic (35:03)
And the longer it sits there, as we know, mean, I'm kind of repeating shit that everybody knows, right? Our goal, we got to turn it, we got to turn so it's absorbing it has a cost. So if you're going to sit on that, you know, and I remember when we were in the industry was always like, okay, let's get this thing out. Let's get some fresh action. Maybe we can make maybe we can make some money on this. But the problem was always like, the the information was never really
Eli Mishal (35:08)
Yeah, but it's good information to remind people,
Vanja Terzic (35:30)
validated by anything or anybody. this was, this is one of those, we talked in another episode about gut feelings. This is a really, really bad place to run a gut feeling when it comes to price strategy. Because you're either, you're either increasing your aging, which is preventing you from getting another unit on the lot, so you can make more money faster, okay, or you're leaving money on the table.
Eli Mishal (35:42)
Absolutely. Absolutely.
Well, it's
all about rotating your inventory as fast as you can, right? That's what it comes down to.
Vanja Terzic (35:59)
It's turned unless you have unlimited capital and there's not a lot of
car dealerships right now that have unlimited capital and even if they do they have, they don't have unlimited space.
Eli Mishal (36:05)
Even then, but
even then you still want to rotate as fast as you can because you know, if you can turn let's say 10 grain into like three units in the same time that you're doing it today or one, that means that you made three times more. Even if you made less, let's say on the margin in each one of the turns, you're still gonna make more in the long run. So your goal is very much to rotate as fast as you can. That's kind of how this business
you know, function, how it's shaped in the first place.
Vanja Terzic (36:39)
Yeah, so what's an ideal annual turn rate? 8x, which is what, 45 days per unit, give or take? mean, it was a while back. I don't know exactly what it is today.
Eli Mishal (36:47)
I think
it's, I think it depends. It's always been depending. It depends on the type of trim we're talking about, Because there are certain cars who rotate fast and there some who rotate longer because there's not a lot of people looking for that unit. But I think that the bottom line is no matter how you look at this, even if the car rotates low because of low demand,
Your job is still to make it so it's gonna go as fast as you can. And the only way to do that is to be able to look at the market, see what is out there and act, you know? Because if you don't act, you're just sitting on a car, you price it and you just leave it for itself, you're literally losing. You're losing every moment that the car is sitting.
Vanja Terzic (37:29)
Well, the days are they these
are passing the the day the days are counting there's no counter that can stop time If you find one, let me know whoever's watching. Let me know how to stop that So, okay, so the new the AI component to this is gonna be Basically a suggestion of a sword says hey this with reasoning right it's gonna say it's gonna say hey
Eli Mishal (37:36)
Absolutely.
Totally.
with reasoning so specifically.
Vanja Terzic (37:53)
We suggest you should drop this price by X amount. Here's where it's going to position you in the market. And here's exactly why and the reason behind that. And it's up to you to just say yes or no.
Eli Mishal (38:03)
Yeah, but the reasoning is very important too, because you see a lot of car dealers will doubt the suggestion right at the back. And we understand that. We're okay with you doubting a suggestion. They just told you, what, you should lower your price by 500 bucks, for example. But the reasoning will back itself up. How he does it, it actually uses all the information, as I said before, on the table or the market, technically, our GMR ⁓ report, and it...
Vanja Terzic (38:27)
Mm-hmm.
Eli Mishal (38:31)
literally express the reasoning. it tells you, okay, you got another dealership that have a similar vehicle in terms of mileage and price, or let's say it's lower price, and it seats about a couple miles away from you, not too far away from you. And that's a very good reason why you should lower the price for that unit. And that reasoning
in my opinion is very kind of transparent to not just give you a suggestion, but to actually give you the reasoning behind the scenes why you should do so. And again, there's some situations where let's say you might be positioning your price just right and you're very competitive on the price and maybe you shouldn't be lowering the price and therefore the actual balloon in that case, the price drop suggestion will say
Do not lower the price. That's important to know too because sometimes we lower the price where it's not a good timing. Maybe we have a lead that we're talking to in the recent week or maybe one of my salespeople talking to somebody and I'm not aware of that, let's say. And that's something that will literally give you an alert in a way. A, do not and why, again, going back to the reasoning is that's why because you have
Vanja Terzic (39:40)
Mm-hmm.
Yeah, yeah.
Eli Mishal (39:57)
George, the salespeople person in this case, salesperson in this case, which is talking to Mrs. right? And Sarah is interested in the vehicle in the last couple of days and therefore you shouldn't be lowering the price. And that's something that, that's another factor that AI does. So it takes everything in consideration, not just the table, but it takes even your leads and everything that it's sitting in your CRM.
Vanja Terzic (40:10)
Yeah, yeah.
Eli Mishal (40:22)
in your ecosystem or our ecosystem technically that you can leverage into an understanding. And that understanding leads you to make better decisions at the glance. And
makes a difference. That's a huge difference for every car dealer regardless of your size. Either you're a small dealer, you're Indy or you're a big French dealer, a group, let's say, that you have on every light 250 used vehicles or
or I don't know, 500 new vehicles, it doesn't really matter, honestly. The bottom line is you're always competing on the price.
Vanja Terzic (40:55)
So the goal of this this is not built for dealers to go in and to crunch numbers and do math and do analysis every day on this. This entire table is built to understand where at a glance, to understand where you're at, but it is really the foundation of the AI that's going to be coming and a lot of different angles which you could not humanly comprehend, which is
Eli Mishal (41:01)
No, it's a transparency case.
Vanja Terzic (41:23)
leads, how recently you talked to this lead, what your price is because just like the goal is not the objective is not to drop price. We all hate dropping price because it drops our margin. The goal is to only drop price when there is value. So if you're talking to a lead today, why would you drop the price? It makes no sense. Correct?
Eli Mishal (41:46)
Yeah, sure.
So the GMR, the table itself is for transparency. So if you wanna go ahead and trust our data, you have the power to do so. So you can literally go into every vehicle in here and just click the link and get to see the vehicle very much.
Vanja Terzic (42:06)
Yeah, and if you want to spend your days doing that, go for it. But What's coming next in the next release is going to be something that's going to think more mathematically and more like a strategist based off real-time market conditions and help you kind of take those actions every single day if there are actions to be taken.
Eli Mishal (42:26)
Let's compare it to vAuto really quick because we're already there. So mean, why not, right? Might as well
Vanja Terzic (42:31)
Yeah, I haven't used vAuto on a very, very long time. But from what I remember, there was a lot of there's a lot of manual tasking to it. And in it all, there were two things that was price rank, which is which is very kind of general, like selecting one of these columns and saying, hey, you know, where do I position in price? And then there was another thing called something rank V, V, I think V rank is what what it was called.
And that was,
my understanding, a proprietary algorithm back then. So it was basically vAuto saying, based off these different signals, we're saying that you should drop the price to this. where I saw the disconnect is with all of these proprietary algorithms, and this was a while ago, you go to auction, you're like, OK, I need to be at this price for this car. I go to auction.
and I'm supposed to buy it for this amount and it always sells for five, 10, sometimes 20 % more. It doesn't say, hey, buy this car for 25K, the car sells for 28K. You're like, oh, I missed that one. And then it happens on the next 50 cars. And you're like, okay, this is something with this algo is definitely off. with what we, with what we have today on an AI side, I believe that all of these algorithms, pricing strategy algorithms were,
originally written by human calculations that are not as adjustable and as dynamic as AI allows us to be today. And it was a product for people who had the money to spend. So I guess what we're doing here in this, you know, this is something that every dealer is going to have and it's going to be included, you know, in the accounts, the baseline, baseline of it, because there's a lot of mixed up strategy.
Strategy out there ⁓ and we're hoping that we can we can kind of
Eli Mishal (44:23)
Definitely.
Vanja Terzic (44:26)
some inroads to that and you know the One more thing just to touch on this there are a lot of general topics and general things that we can talk about and out of out of 50 dealers You're gonna have 50 hacks Every dealer's got their own little we talked about this last week. They've got their own little superpower.
like, hey
I figured out this hack and I'm really good at this little thing and this guy's got something else. This guy's got something else. So, you know, as we build these things, like every single one of these things has to ultimately be a proven way to do something really, really, really good. And it has to benefit the business and it has to fill a need. And that is a process. And that's, this is the fun of the process is, that we're going through it because we're talking about something that's
You know the AI component that I believe is coming next week. So it's not it's not even here yet. We can't even show
Eli Mishal (45:19)
Yeah,
Vanja Terzic (45:20)
you know. So I hope we get to show that next week. I'm really excited about that because. This is Ellie. This really ties into what we're talking about last week. It's like everybody is positioning AI to replace the human and conversation and to do all of these things when AI should really be leveraged for tasks like this task to help you operate your business is a is a 500,000.
Eli Mishal (45:21)
Definitely, definitely.
Same, same.
Absolutely.
Vanja Terzic (45:45)
dollar a year analysts could, you know, and let say and to enable salespeople what they do best because they need to sell. And I guess this is this is one way to look at it.
Eli Mishal (45:48)
Definitely.
Yeah, yeah, for sure. I think the vAuto I want to just elaborate on this one really quick. I said the vAuto to me from a very tech savvy guy seems to be very forensic and extremely like heavy because there's so many numbers, there's so many tools and metrics and try to understand, go and try to understand every
Vanja Terzic (46:17)
Totally.
Totally.
Eli Mishal (46:24)
one of those, you know, data points and
how their tool is actually calculating it and why is it calculating it the way it's calculating it. I think that's a problem too. And That creates an issue for someone who does not have the time to look into these things and try to study them because you gotta study vAuto You can't just go into vAuto or a tool like vAuto and try to kind of...
Vanja Terzic (46:55)
plug and play it. Yeah. Yeah. no. % 100 % 100 %
Eli Mishal (46:55)
right of the bat at the benefit like the first day that you're using it, you know? And
in our case, in our case, it's not the case, right? Because in our case, you don't have to do mathematics, you don't have to worry about anything, you just need to read like a human being. You need to read what the suggestion is. Either to lower the price, what's the reason behind it,
and making it very, very humanish to just be able to operate like.
regular people, know, and not to go to forensics where it's not needed. If that makes sense.
Vanja Terzic (47:25)
Yeah, totally, totally. So
we're bringing it to you to say yes or no, not to have another job of analyzing it. And that also touches on the thing we spoke about last week, which is what good is software if people don't use it? Like a CRM example. This is a, this is a really good example because so many CRMs fail because they're just too complicated to use and reps don't want to use them.
Eli Mishal (47:32)
That's right.
That's right.
Let's talk specifically on the vAuto because you said to me ⁓ yesterday, you said, I want to go back to vAuto again and express how vAuto was to you as a car dealer and I'm considering you like super tech savvy and you were still not making so many decisions when using vAuto in a way because you had the vAuto, you paid for that, but you didn't really use all the
Vanja Terzic (47:54)
I love
Yeah.
Eli Mishal (48:16)
all the stuff that came with that in a way. So can you express it?
Vanja Terzic (48:19)
Yeah,
I mean it wasn't it wasn't cheap and this was a while ago. This was I I don't know the price today. You know I I do remember getting a 24. Bottle like package of some really cool like root beer or something that was nice of them, but that
I don't mind and I'm super super tech. I do not mind. Spending a lot of time on something initially. If it will give me golden nuggets, that's how I look at it and.
When I say initially, that means until I figure it out and until it can run on its own. And it wasn't something that could really run on its own in the background without me. It was such a, it was a labor of love in a way that I would spend a lot of time researching and bookmarking and saving vehicles. And I was focused more on the acquisition side of vAuto because they're
I didn't really use their pricing tool as much just because I didn't, I didn't really trust the data as much, you know, and maybe this is back then. I didn't know why I didn't know. I felt like there was a disconnect between what I was being told I should buy at auction versus what I was being told I should market on price. You can't tell me, I don't care what software it is. If it's, if it lives within the same software, you can't say, Hey,
Eli Mishal (49:19)
Okay, and can you tell me why you trust the data? I'm curious.
Vanja Terzic (49:41)
You need to buy this car at 28 grand so you can sell it at 33 grand, let's say, right? But there's no way I can get it at 28 grand at the auction because they're running for 31.5. That's fundamental problem. So I had to choose like, okay, sure, the market has fluctuations. We get it.
Eli Mishal (49:54)
Totally. Yeah, it makes no sense.
That's right.
So
what did you end up doing? Did you go buy MMR? You went back to MMR?
Vanja Terzic (50:08)
Well, no, because look, MMR even, you know, especially recently MMR is I bought a car two and a half months ago and I got it from a franchise dealer for 15 K back of MMR. Explain this to me. OK, so MMR to me makes zero sense. It makes sense for wholesalers. If I was operating today, I would definitely look at MMR as if it was
Eli Mishal (50:22)
Definitely. Yeah, it's impossible to explain it honestly.
Yeah.
Vanja Terzic (50:37)
A hybrid retail channel.
Eli Mishal (50:38)
But
we can say why, right? Like, let's not skip that part. The reason why you got it, you know, at such a good price, it was a good price, let's put it this way. It was because there were other trims similar to that trim that was at that moment of time in the market, which that dealer understand it, sees it, and he was like, you know what? I need to make a sale today, you know? ⁓
I gotta do something about it. So they saw it, they dropped the price and that's how you got a good deal. So technically that dealer in a way didn't really look at MMR, right? I mean, clearly, I mean, even if he did look at MMR, what does it matter if there is another unit not too far away that trying to sell for a lot less, you you gotta be competitive, right?
Vanja Terzic (51:29)
Yeah, but
sure. I mean, there's always that component of what are you in it for? So if you're in it, if you're still going to make a really nice cut, people will leave money on the table in, in, in order to let me, let me get it now. Let me flip it. And that's kind of like on, on a dealer to dealer, you know, for them to make, like if I was making 25 K on a car versus 28 K on a car in order to save 30 days of turn, yeah, I take a three K loss. problem.
Eli Mishal (51:43)
That's true.
Mm-hmm.
Vanja Terzic (51:58)
15? No. But this work gets really complex and it's like, for people giving dealer advice, the gurus, it's like every single dealership is so fucking unique and so complex and there are so many different
Eli Mishal (52:00)
Totally.
Vanja Terzic (52:14)
of limitations. You have marketing, you have budget, you have credit lines, you have capital, you have space, you have employees, you have connections. mean, you have how
Eli Mishal (52:15)
Yes.
Vanja Terzic (52:26)
techish you are everybody you cannot take a playbook to every single dealer the same way. There's just no fucking way that you can do it. It doesn't exist. It's like it's like a shrink talking to everybody with the same playbook. It doesn't work that way. You know, and because because everybody has their own little thing that they're super, super good at, you know, like, for me, it was consignments. I love consignments. And I love to build relationships with people, you know, and have them come in and say, hey, I'll
Eli Mishal (52:34)
right? Yeah, okay.
Yeah, for sure.
Who doesn't love consignments?
Vanja Terzic (52:56)
relationships for me was a relation, relation, relationships, you know, for some guys, it's like, hey, best price, fastest turn, cool, whatever that is for you, you need to run that strategy your way. But you need to know where the market is. You have to know where the market is because it's changing. Daily, daily, daily, and it's, and it's changing beyond our control, right? So interest rates change, everything changes. No, let's go.
Eli Mishal (53:11)
absolutely.
You're changing daily, you know, and you gotta go.
Vanja Terzic (53:24)
I remember conversations back in COVID. We're getting way off topic here. I remember convo's back in COVID. The other was saying, man, I can't get inventory. Holy shit, I can't get inventory. I got all the leads in the world. Can't get inventory. I got hundred leads a day coming in. Can't get inventory. That sucks. I'm so, yeah, but wait a minute. You're making three, four, five X profit margin on those cars. He goes, yeah, but I can't sell enough of them. I said, but you're making more money than you did before. He goes,
Yeah, but I need to get more cars. It's okay. Would you trade this situation for that situation? They're absolutely not. It's a great. What's the problem? You're working less, you got less cars to recone less cars to buy, you're making five x, five x the volume. Fantastic. Now, we're like, we're in a completely different place where it's cars are still expensive. Okay, interest rates are super high. You've got people that are upside down underwater on their cars. 10 15k 20k because they bought them a COVID prices, but their interest rate is 2.99.
Right? So to get in a new car, they're going to have to roll 15,000 of negative equity and trade that interest rate for 10%. I mean, it's difficult right now. It's difficult. Whoever says like, oh, this is the opportunity. There are opportunities, but it's still fucking hard. You know, but what are the things that we can do today? Not hypothetically, not watching a podcast and saying, wow, that's the power of positive thinking. No fuck positive thinking. Let's focus on
Eli Mishal (54:30)
Yeah, it is.
always, always there's opportunities for you. Yeah.
Vanja Terzic (54:49)
Positive actions day in and day out and let's focus on minor victories that could bring us more golden nuggets because this shit will pass
Eli Mishal (54:50)
productions.
Vanja Terzic (54:57)
always passes You know and our job today is to figure out how to create systems That we can scale when things get back to good and in the process of that things might get really really good Sorry guys, I'm getting all like motivational here Yeah
Eli Mishal (54:59)
Yeah. Yes.
No, it's good. I love it. I
think you're right about everything you said. I think that we're in a time where we definitely need to make adjustments. Each one of us, we got to make adjustments. As a software company, we're making adjustments and ⁓ the dealers needs to make adjustments too. But going back into the GMR and the table in here, which intend again to create a transparency to car dealers
Vanja Terzic (55:24)
Yeah.
Eli Mishal (55:36)
they can see the market.
as it is. You know, in some situations, the people who have access to these tables, to the GMR in this case, and the data, know, even though it's updated on a daily basis, they don't, they're not the decision makers. So there are two ways to look at this. And I want to kind of talk about that really quick. One way is if I am, let's say, someone who
Vanja Terzic (55:53)
Right.
Eli Mishal (56:05)
is in the dealership, but again, I'm not a decision maker to drop the price on this vehicle or not. I can either bring this entire transparent table, which will allow me again to it to my owner or whoever is in charge of dropping the price, which it's one way to do it so they can start trusting the suggestions.
Vanja Terzic (56:30)
Mm-hmm.
Eli Mishal (56:31)
And another way is to wait for that weekly, technically reports, which the system generates and will appear on the action bar in which at that point it kind of express your entire inventory and which ones you should be putting your attention on. So in that case, you can get a PDF, which can be delivered either
by email or shared via WhatsApp or whatever, however you're communicating to your guy, the decision maker, right? In this case. And you can help them to see the transparency too, because again, some of those people are not really entering into our backend, they don't get to see this data as much. So, it's not expected from them to kind of...
believe in it fully or believe in us or believe in that or whatever. And we're not expecting that to happen, you know, right of the bat. ⁓ and therefore we creating all those kind of like ways and we will continue creating ways for you to be able to deliver it to the decision maker in such an easy way. So, you know, it will help you from a salesperson perspective to make
Vanja Terzic (57:21)
Yeah.
Eli Mishal (57:44)
movements when it matters the most, you know.
Vanja Terzic (57:47)
Mm
Mm hmm. Yeah. Or even maybe negotiation. You know, maybe maybe I'd like a list of all of your inventory with weekly suggestions you can take to the GM or to the owner. It's like, hey, what do you think about this? And just get on it. Daily actions, daily actions, daily.
Eli Mishal (57:51)
Definitely it's all negotiation.
Yeah, for sure. And again,
those reasoning that we talked about earlier will appear in each one of those ⁓ units on even on the report level in which at that point you get to understand, okay, this is the reasoning behind. So when you read the reasoning, there's no way in the world, wherever you are, you can doubt it. There's no way to doubt that reasoning is a very solid ground for you to say, okay, you know what? It is what it is. We gotta drop the price.
That makes a difference in many, many cases.
Vanja Terzic (58:32)
Yeah, if you want to take it even deeper and if you want to validate it yourself, you know, without adding additional marketing to it, check your VDPs if you're getting more traffic on that vehicle. If you're getting more leads on that vehicle based off the actions you took, you'll see that you most likely are. You know, so cool. This is exciting. I can't wait for the AI component to come out and everything else that's kind of cooking at the same time. There are a lot of things cooking at the same time.
Eli Mishal (58:48)
Definitely. Yeah.
Just
to mention one more thing, couple more things, a really quick one. So we can see in here that this has been updated 33 minutes ago, but I can always come here and I can say, know what, click this one, refresh it, and I'm gonna get fresh data literally like at the glance. So as long as you have the advantage, which is a package service that we were offering to car dealers, which comes with all the AI stuff, so you can literally...
Vanja Terzic (59:20)
Mm-hmm.
Eli Mishal (59:30)
communicate to people instantly, have an auto responder, a generating of a description with AI. So your description would look very comprehensive and not just take the data that we already know about the vehicle, but even like data from outside, you know, you know, scope of data, because the AI knows a lot more in today, you know, data. So we have that
feature, have the instant suggestions we got, which is like on the messenger. I'm gonna just, I want to show it really quick because we're already there. Yeah, for sure. I won't sell it. I'm going to do my best not to. So if we look at that, you're going to see instant suggestion right there. the lead was writing certain things. So here is kind of like a suggestion and I'll use the link. Yeah, I guess I'm not sure.
Vanja Terzic (1:00:04)
Show me, me, but don't sell me.
Is that a demo lead?
Eli Mishal (1:00:22)
Let me look at into another one because I think most of these leads are responded already, but here we can look at another one. This is not a good example. Let me see. As you see, the problem is that most of those has been responded already. So I'm not going to be able to show a one, but yeah, we can see technically we have the automations, which is the instance suggestions that I just showed the second ago.
It comes with the coach as well. So you can kind of create re-engagement messages based on the team tone. You can do all kinds of different things. So you can kind of re-engage with the team in this case. So there's a lot of great tools that comes with the AI. It's a...
Vanja Terzic (1:01:09)
I think we should
totally do a CRM breakdown video on how the CRM works and how it functions and get into depth on that.
Eli Mishal (1:01:14)
Definitely, I mean, I think,
yeah, there's a lot of videos that we can probably create on every single module in here, not just the CRM. The CRM as a whole became very comprehensive at this point, even though it's not require you to be a tech savvy in a way. But yeah, we should make definitely separate videos for every single section, maybe for the automations as a whole, even though we do have a lot of videos out there already about it. We should show it again because we have
Vanja Terzic (1:01:19)
Yeah.
Eli Mishal (1:01:43)
developed so many things we have changed. There's been a lot of innovation in the last, I say, six months and it's gonna continue going forward with more innovation when it comes to automations and stuff like that because we're seeing data, we're seeing how it influences the dealers and the deals that they're trying to make and so we're innovating at all times. ⁓
Vanja Terzic (1:01:44)
Yeah, totally, totally.
Yeah.
Yeah, because but we're also
catching ourselves like, you know, we're having these conversations with with dealers every week and
new features and you know, our beta dealers that are testing out new features. And then we catch things we're like, wait a minute, why aren't you using this? And they're like, ⁓ I didn't even know existed. You know, like, yeah, check this out. They're like, my god. When did you launch this? We're like two years ago. They're like, no shit. So I think it's it's important to kind of dive into these things. And, you know,
Eli Mishal (1:02:20)
Definitely.
Well, it's
important to stay connected to us and be able to listen and be able to, you know, subscribe as well and be able to see what we're doing here because that's what this is all about. That's what we're trying to do. We're opening our doors for everybody to see and we're talking about it as we're developing it. So that's, think, what's the part.
Vanja Terzic (1:02:37)
Yeah, yeah, yeah. Yeah, and.
Totally. And we want the feedback. know, this,
and we, we're so fucking tired of ads and marketing gimmicks in different angles and Hey car dealers. We can't. Yeah. Everyone's tired of it. You know, it's like, Hey, there's a new car dealer AI. I won't give a shit about that. Let's talk about, let's talk about why it is how it is. Let's talk about
Eli Mishal (1:02:55)
Totally. Yeah. I think all dealers do. I think all dealers do. Not we. I think dealers do. Yeah.
Yeah.
Vanja Terzic (1:03:10)
what's right, let's talk about what's wrong. Give us feedback. We want to hear it because this as much as this is about car dealers, it's also about us and how we're building out a product that we've been working on for the last 13 years, you know, and having fun doing it. So yeah, yeah, yeah. And this is just a documentation of it. So anyways, fun video. think. Yeah, that was fun. That was fun and I can't wait for for the next one. I think.
Eli Mishal (1:03:12)
Absolutely.
Absolutely, and continue doing it. That's right.
That's right. Yeah. I had a good time with you. Thank you for your time. That was a lot of fun.
Vanja Terzic (1:03:39)
I think that the AI is going to be out. So get y'all later. If you haven't subscribed, do it later. Bye.
Eli Mishal (1:03:42)
Yeah, sure. Thank you everyone. Bye bye.