Wake up, Buy Here, Pay Here people. It's a beautiful day. Go grab yourself another cup of Joe and say hello to Jim and Michelle Rhodes on the Buy Here, Pay Here morning show. Take it away, you two. Hey, everybody. Good morning. Hello. Welcome. Yeah, it is a beautiful fall day. And we're about ready to hit some rain. And I'm like kind of excited because we were talking about we haven't had any rain here for ever. Yeah. Yeah. Utah is pretty dry most of the summer. So we're looking forward to that. I've got like a rush to finish up some yard projects. Water got turned off for the secondary. Those of you who live in areas that understand what secondary water is, is it's a different water comes from a reservoir than our culinary water. So that got shut off yesterday and we're getting ready to just wrap things up for the season. It's I love being outside and, and projects and Jim doesn't know he loves being outside, but he's not a project person. Well, it's not that I'm just not happy about winter. I'm not a fan. I'm not a fan. Yeah, I know. I know. I like the cold. I, I know. Is there something you can do about that? Well, we have like fireplace and like hot chocolate and, you know, other things like that that we can use to kind of keep a little bit warm. Or, you know, there's something that they call, they have these things that fly in the air. And they will take you to exotic and warm places. They're called airplanes. And so it's just about, yeah, trying to. Yeah, poor Michelle has to listen to me complain all winter. I do. I do. Well, I mean, you know, it's understandable when in the wintertime in total, we probably, I think the first year we moved here, we shoveled five feet of snow in about a month and a half. she says she did help some. Yeah. Yeah. And then we got, we got a snowblower this year. We did it with a shovel. Yeah. That first year, that first season. So we bought, we bought a, um, a battery operated, it's a heavy duty snow thrower and all of our neighbors are like, that is not going to get through stuff, but it did the first time. Yeah. It's a lot more quiet. It doesn't have all the fumes, you know, trying to keep my honey from having to, And just and just lots of gas fumes. Yeah. So and me because I'll use it too. So yeah. All right. Enough about the weather announcements. We do have the BHPH dealer forum is coming up November tenth through twelfth and I believe. Today, if you're going to go, is the last day that you can use or you can get two hundred dollars off the registration. I don't see anything that says you have to use any kind of code, but it's today's the last day. So I put the URL on the screen, hit NIADA, look for BHPH dealer forum, get yourself registered for that. New Orleans. And that's going to be again, November tenth through twelfth. yeah so I mean if you have like like to go hang out in new orleans this is a great opportunity so for those some for those listening new orleans is the same place as new orleans which is the same place as new orleans I'm from seattle yeah and okay so you know when you talk about accents it's interesting because I I once Oh, did I read it or did I hear it on a podcast? I mean, you know, when you're watching podcasts or reading, I read a lot that the Seattle area is one of the places people like to have telemarketers or whatever come from because they have one of the most neutral accents of the nation. Good to know. Yeah, I know. It's like... I believe you. Silly facts. So it's like I wear it with a badge of honor, I guess. I tried using y'all on Jim last night, and he goes, there are not multiple people sitting here. Why did you call me y'all? And he's like, I don't want you to get embarrassed. And I said, you know what? I'm just trying it on for size. And every once in a while, something will spill out that... I get teased about. Jim loves me, but he teases me. I do. And that's a sign of how much I love you. If I'm not teasing you, right? Exactly. Great sense of humor. I love that we get to do this every day because most people that have experienced Jim in like a conference or whatever, he's really serious about And, um, I think I've told this story, but I will, it bears telling again, when we were dating, we've been dating a couple of times, uh, two or three times. And one of my non-negotiables was a great sense of humor and he just hadn't pulled it out of his pocket. And so I was talking to my best friend and I said, ah, I don't know. I really, really like this person, but he's not funny. And for some magical reason, he brought it the next date. And I was like, done. This is my person. And for me, my big non-negotiable is you have to have a non-distinguishable accent. So it worked out. It did. Okay. Anything else we need to cover before we dump our dive and dive? No, I think we're good. We have, we decided on our V eight plus meeting for our V eight dealers out there. And so that we decided on October thirty first, we're going to cover pay plans and be a dealer only conversation. So that's the newest thing on the calendar. And then we've got meetings, more meetings coming up. Yeah. Got three more. Still time to get in a group. Yeah. You know, the conversation about pay plans, it's, it's one that is, it's best dealer only. Yeah. Because we see on social media is that people are, are, Excuse me. Posting questions about pay plans. And there's a lot of people that are just in the industry. They're not the dealer. They're the sales manager or they're the collections person or whatever. And it's just a good conversation to have with dealers only because it's kind of one of those unwritten things. You don't tell your neighbor what you're making. Right. Yeah, and how can it work? I mean, you go out on social media or you sit in a Twitter group meeting and you've been like, oh, well, you know, some manager in Iowa finds out that a manager doing the same job in Tennessee is getting paid more. So what's that outcome? I mean, at the minimum, it's a morale. It creates friction. Yeah, it may make somebody decide they want to go move to Tennessee or maybe go looking for another job in that community where they can get paid a little bit more because they just feel undervalued, right? And so it's just kind of one of those things where it's hard to ever, hard to make everybody happy. And so that's a V-A-plus conversation and there's still room. I mean, there will, we're ready. We have a couple of uh, moderators that are ready to rock and roll have been attending some of the meetings. So we're ready to scale and, um, yeah, we can add, but we've got, we've got room in some of the groups now. So yeah, any portfolio size, happy to talk about V eight. Okay. Okay. So let's go, let's do, let's do this. Okay. So quick update on our, uh, today's conversation is around the, uh, The request we made of all the DMS providers back in early June, I looked that up. I think it was June six that we sent an email openly. So just to remind everybody, those who didn't catch the episode, we sent an email openly carbon copied openly. Yeah. We talked about it on the, on the, the morning show right after it got sent. So it was kind of like a public announcement. This is what we're doing. Yeah. And it was just kind of, you know, another step of, of kind of, At White Hat Way, one of our kind of pillar principles is transparency. We're going to be transparent. So we openly made the request of everybody. And we did that because it's the report that we're asking for is something that we we know all dealers could benefit from it we all software users could benefit from it and the reason this kind of came up as a result of v-eight so I think if people are asking this they think well this for your v-eight dealer users no it's for all everybody it's for all dealers everywhere and managers who were you know using these kind of reports or need these kind of reports accountants would benefit from the report that we requested so the idea then VA just kind of brought it to the fore like in, in trying to help dealers do a soft reconciliation. Yeah. And it's not, it kind of brought it to not just a one off with, you know, each of our clients and, but this is something that it's getting some, traction, because there are numbers of dealers that are, that are understanding as we're asking for the data for V eight groups, it's like there is value in having this reconcile in this reconciliation. Yeah. And for those DMS providers that responded, I'm going to do the best I can to give you the list of all the DMS providers that we sent the invitation to. The first pass, we missed a few. We didn't know them. We didn't know who to contact. And so we added some more as we've gone along. Can I just preface something, though, too? Most of these DMSs, I mean, they're companies. And they have their own roadmap. And those of you who, okay, roadmap. Roadmap is for their tech side or development of new products side. Roadmap is where we're planning out what we're going to work on when it's going to go through development. all the different stages that it requires to get it to be something that can actually be launched as a product. And coming from the tech space, it is not a quick thing. Um, and even though it seems like it's just a report, it just, it has to be fit in a roadmap. And sometimes it's, you know, I know with, uh, with Frazier for in, in, in, I think it was Frazier. They said, Hey, we can't do it right now. Cause their roadmap was just jam packed, but they will, you know, it, it's something for them to fit in when they can, but just want to, for all of you, you know, I know that we brought this up in June. Mm-hmm. it's been five months and a five-month turnaround for tech is phenomenal okay it's it's it's I mean usually when you're trying to do something like that um especially if you're fitting it in last minute it it's so you're getting a little bit of here a little bit of there there's um you know this isn't super super complex which there are some things that that I've uh worked on projects in that space that I mean, it takes years to get it completed, but it's because there are so many other moving pieces. So I just want to say, even though some of our listeners may go like, it's been a long time. It's not been a long time in the world of how long it takes for something like that to get put on a roadmap, find the man hours to do it, and then produce it and have it tested. So, yeah, with some of them, we're in the testing stage. I think my other preface to the thing would be one of the things that makes this a little more difficult than maybe to just run a collections report or run a sales report or even create a new sales report or collections report is that this report that we're requesting would actually be pulling data from... multiple locations multiple modules in a system so I think of them as modules you've got an inventory module you've got a sales module you've got collections and receivables module which you know probably would be in the same place but but the idea here is that it's it's not so easy for them to create a report that will pull from all those places but we thought it was important and we we We know it's important after watching dealers. And I should have brought the slide, but we've got one dealer in particular. I shared the dealer's actual summary report that they'd used to submit their data to us for V-Aid. And I said, this highlights why this is a problem. You sent an email to the actual DMS. And so I don't need to say the name, but I didn't even put the dealer's name on it. I just said, here's what the dealer is remitting to us. When we ask them to, you know, so let me put on the screen here. This is really what we're asking for in the waiver report in simplest form. What is the opening? Let me first say this too. We know that in a DMS system, if I'm a dealer and you're my customer, I have an obligation as a dealer to know what your principal balance, let's just keep it simple, buy here, pay here, simple interest. I have an obligation to know what your principal balance is at all times. If you come in and ask for a payoff, I need to know exactly what your principal balance is, accrued interest, any late charges, blah, blah, blah. Here's your payoff. Like I have, like I'm totally obligated to do that. Yeah. So we know the DMS systems do that. We know that DMS systems are tracking a customer's principal balance. We want to believe that everybody's calculating principal balances accurately. We think they probably are now. So that's not the problem. It's not that the calculations in the software are incorrect. So let's make that clear. It's not that they don't know that. It's just that the real problem is kind of a disconnect between education, training, and to some other extent. Like, look, I'm a coach analyst. Like, I see things from a different angle. I'm working with reports and looking and kind of going on the backside of the business, if you will, and looking at certain things that maybe a day-to-day manager wouldn't look at. Mm-hmm. So that's expected, but what I'm saying is this information that we're requesting is really what I have on the screen here. The report, and it has some other line items in there to kind of allow for other kind of adjustments, moving back and forth from the RFC to the dealership or what have you. But essentially what we're asking for is for a period, which is most likely a calendar month, What did the opening principle in the entire portfolio, where did it stand at the start of the month? Okay. So, by the way, not every system really allows you to auto-generate and capture that number to get a snapshot of your receivables balance at a point in time. Yeah, we actually talked about that a little bit this morning because we had a client years ago that we had them pull that report and it just did not work. Um, their opening principle or their principle, um, it didn't equate just right because the, the DMS rolled in the sales tax because this is, it was out of Texas. And so it was, they were, they were showing the collected sales tax as part of principle. And so it's like, that's not right. The uncollected sales tax as part of principle. Yeah. Yeah. And so that kind of muddied the water because we don't collect interest. We shouldn't collect interest on sales tax. And so that's a different thing. So it shouldn't really be in that number. So this is really why. And so I guess my point is when I sent the screenshot of the spreadsheet that does the math on this, the thing I have on the screen, opening principal for those not seeing the screen, opening principal plus new principal, which would be amount financed on new contracts. Again, staying just in buy here, pay here track. Minus collected principal, right? We're going to collect some off of the books. We're going to charge some off when we have a charge off. And that's a gross amount, whatever the customer's principal balance would have been at the time the charge off occurred. And then plus or minus any other adjustments. So that could be any number of things. It can be some systems would call it a write-down. You might have reversals of prior sales. You might have other things that would drop in there. But we're simply trying to get to this report that says, In a summary form, if I run it for the month of September, where did I open? And where did I close? Where did I close? And what were all the entries in between that affected that? And it should balance out. It should balance to other reports in the system. So you were talking about a dealer that you were working with and you sent an email to the DMS and showing what it was that was being submitted and how far off was that? It was six digits. I remember you saying it was six digits. It's been over six figures. In fairness, this is a twenty five million dollar portfolio. But we're asking our dealers to do. We put the calculation on the sheet so that they can see your numbers reconcile. And so we some of the dealers are figuring out through this process kind of what's missing and how to get closer. And that's good. But it's like. We're just asking to get to plus or minus one percent. But in some cases, one percent of, you know, a twenty five million dollar portfolio is, you know, how are we going to how are we going to walk away from that? Not know, you know, for us, obviously, in VA, we're just trying to make sure that the numbers correlate, that we've got clean numbers and that when we look at the numbers for dealer number seven. that they're prepared in the same way that dealer number three is, as an example. So we're just trying to make sure that those kind of correlate, right? So that, but if, you know, that dealer that we're talking about last month in the month of September, their numbers were off by four hundred grand. So what's misreported? That's just in a month. Which part of that is misreported? The amount that we collected? The amount that we charged off? The amount that we financed? I mean, which is off? Don't we need to know? I mean, I know that dealer needs to know. I mean, yeah. So there's a need. Yeah. And a lot of times what we're finding frequently is that dealers are some of the best maverick entrepreneurs there are out there which means you know they're just gonna they're gonna figure out how to how to do it and you know and and so when when people will say well it should be done like this it's like well I'm on some of the how you do different operational things it's like everyone it for every dealer out there there is probably equal amount of business models yeah Because they do things a little bit differently. So we're trying to get to a point where in reporting, in V-A, in just for dealers, we can compare apples to apples and not apples to pomegranates. So, I mean, it's still a fruit. It's got seeds in it. It's round, kind of. Yeah. So that's what is the driver behind this. It's one of. And then the other part is that dealers, what we're finding is that a lot of dealers, unless they're numbers nerds, which is a very small percentage of the industry, dealers don't really have a full grasp on their numbers. And that's not an indictment. And it's very similar to when we talk about basic budgeting skills that we want our customers to have and they just don't know because they were never taught. This can be something that's kind of akin to that is that the dealers haven't really been taught because they're mavericks. They're figuring it out as they go along. about how they look at numbers, how they gather numbers, what the numbers mean, how you can chart trends, all of those kind of things. And I know our friends at Butler Sanchez and stuff like that, that they're just like, let's get things a little bit standardized so it just makes some of this easier for people to be able to see how things are working in their dealership. And I always kind of, throw in a caveat around standardization. I just don't think standardization is a reasonable target and by your payer. I just don't think you're ever gonna have. Yeah, I don't think you're gonna have apples to apples. Now, if you start getting this report so that multiple DMS providers have it, then you would have you would have those dealers be more consistent, but they're still not gonna be standard. And here's why, their processes internally are gonna vary. So you're never gonna be able to dictate to dealers how to, and I've had examples, conversations just this week about people have their own ideas about how they wanna process repos or whatever else. It's like, okay, well just know that your numbers aren't really gonna correlate with the rest of the industry. When you look at your portfolio performance, it's not going to mean much compared to what the other so I can't tell you you know with with these when dealers do this and so let me give you the reasons like the reasons we think this is going to be important is one is portfolio performance like if you just forget about v-eight and twenty groups and all the reasons that people need that for those kind of services I'm just saying for a dealer to be able to sit at their desk and be able to run a report that says, how did our portfolio perform last month or this year? This report is going to be one of the single best reports that you could generate to have the key numbers that would be. step one in portfolio analysis. And so this is why we know it's so important for us to provide that information because we don't have to go into it today, but all those numbers that would appear as these line items on this report that we're requesting, those would be the best indicators that you would take those numbers and move them over into something that could be used to measure portfolio analysis and performance. And that's one reason to have it. The other one is really just as a way to start to identify leakage. It might be theft. It might be mismanagement. But like the dealer with the four hundred grand in September, do they know where that four hundred grand is, went? I mean, yeah. What bucket is it sitting in or did it leave the building? Yeah. Did we collect it? Great. Then we have a good collection. Did we not collect it? I don't know. You know, it's like, I don't know. So it's like the software has got to help us more. And this is why I say it's not that the software is calculating it incorrectly. They're just what that report that I sent highlighted is that dealers don't know how to get to this information. We're asking them for this basic information. Again, here it is. Basic information. What did you open the month with? What did you add? What did you collect? What did you charge off? Any other adjustments that should balance when we do the math that should balance what the report said at the end of the month. So this is what I'm hearing from you, though. This is a high-level way of kind of looking to see if there is a misappropriation, put in the wrong category, leakage, theft. And we've had conversations, it's probably been over a year since we had a conversation around theft. Mm-hmm. in a dealership and it's not uncommon um but it's usually not at six digits yeah so it's it's not uncommon that somehow somewhere somewhere along the line that there's someone has had their hand in the cookie jar and has and has figured out how to I when we had karstens from um what what firm is they from shilson yeah yeah Um, we had him on the show a while ago and, and so they're an accounting firm and they do forensics and it's like, you would be amazed at the creativity that there is on that. So, but I, some of that happens off the DMS. So what we're talking about here, this is just the DMS, but this, this just basically kind of ties into the portfolio performance. When I can look at that month over month and I can say, um, my collection performance as far as how much money we collected relative to how much portfolio we started the month with, that's the number that I can track now. When I have this report, I can track it on an ongoing basis and I can begin to see and I can know that it's a good number. And be able to, you know, we talk about tracking things, measuring things. And this is a really baseline measurement for a dealership to look at trends, to look at averages. It's like, so when you have a month that's a lot lower, but then you can overlay it from something that you've been looking at forever. if you've been looking at this report for the last couple of years, you can see if this is just a seasonal trend. If this is a portfolio trend that is, that's moving in the wrong direction. Yeah. And so I said for, if we can get the report to be, to just reconcile so that we can put, we can put the dollars in certain buckets so that we know what, This makes us balance. And I would expect that when I ran this report and you see that closing principle, I would expect to see that on my balance sheet. So when I look at my balance sheet for my finance company and my dealership and look at how many receivables, it should match this number. It should match that number, yeah. I mean, why wouldn't it? What would prevent that from? So if I'm a lender and I'm just looking at these reports and I can see that my performance reports correlate with my financials, which correlate with my other analysis, then that's ultimately where we want to be. We just want to make sure that we're that we're tying things together neatly. I mean, that's kind of step one in accounting typically. So that's the last piece of what I'm suggesting here is that when our, because this report really should give us, it should reflect all the movement and principle across the calendar month. And while it's not, it's not there to do accounting, the entries that result, the, the, you know, the summarized totals in those respective categories should be useful to the accountants, right? I mean, they're, they're relevant numbers. when you know how much principal you collected in your portfolio and your finance company and your discount rate's been the same, it's pretty easy to arrive at your discount, at least as it relates to collections and so on. We don't need to get that deep into accounting, but it's like being able to, track it that way. So why don't we get to where we're almost thirty minutes in? Dr. So, yeah, we, yeah. So we wanted to give an update. And one of the things that we committed to was that as a DMS does this, and also it's verified, then we will have them on the show. And I think we have our first official one. We have another one that we just have to do a little bit of just making sure that it does balance out with... We can see from our end that it does balance out. Let me give those updates. I'm going to list all of the DMS providers that we... we're familiar with that we sent an invitation to now there may be some others there that we were familiar with but we couldn't find any contact information for them they're they're they're lesser known um you know systems but um the first one is abcoa deal pack they're out of jacksonville florida been around for lots many years we have a handful of dealers in our v-eight that are using them I've been working with directly with Ashton Assisi over there. And Ashton has met with me a couple of times. We've exchanged a couple of emails. They are quite close. I mean, they're just finishing out a couple of little things and he's asked some really, some great clarifying questions. And I feel confident that they're going to, have the software or have that report available soon. And so they've actually, we've provided a couple of names of dealers that will serve as kind of guinea pigs, if you will, and test it with them. But it looks like DealPack will have that available soon. Then you've got AutoManager, who is a smaller company. They're newer companies. And, um, I haven't heard from them. We had a conversation directly with them. They requested the information and then some months ago, and I haven't heard a word, um, auto master systems. That's Mike Downey out of Houston. And AMS is our friend of ours. Yeah. Yeah. We know Mike. And so, um, Mike indicated by email that they had, uh, they thought they were done. They didn't remember that when we last met with them, there was some final calculations to figure out. And so they feel like they've got it working. And now they just want a mutual. And that when he felt like it was done, that was like a couple of months ago. I don't remember exactly when we met with his developer. So, so I, they're like, they're right there. Yeah. Just need to do some verification. Mike was one of the first ones to step in and said, yeah, we'll make that happen. I mean, you know, they, they definitely want to try to, to satisfy that. And so they, Um, they, they, they believe they have it working. And so what we have to now do is find a dealer that, so we got any AMS listeners that want to serve the guinea pig, somebody that knows us, let's work together and get that tested and verified because what we want to do is verify it, confirm that it matches against other reports in the system. And then we'll invite them on the podcast so we can tell the story. And so again, I'll be reaching out to, uh, Michael Sansone about that with, um, with theirs with, um, that's DCS. We'll get to them. Automatrix is somebody, we got a confirmation. They were in our initial email. Automatrix confirmed and said, yes, they were on it, I think was the phrasing they used, but I haven't heard a word since that was June. So I haven't heard anything that's happened there. And they've been included in the follow-up emails here and there. And then Autopal is a company that I don't hear. I've barely met a couple of dealers over the years that work with them, but we strive to include them in the invitation. We just didn't want to have an address. We don't know who to talk to. This is one of those examples when we don't know the people behind the product, and so we don't know who to talk to over there. If we've got an Autopal listener who knows how to find them, then by all means, let us know. The next one is Dealer Center. We talked to them at the conference after having sent the email. We've got a couple of emails of people to talk to there. No response, really. No acknowledgement of the request officially by email, and we haven't seen anything change on that. we're not having luck reconciling principal in their system with some of the dealers that we're working with now. And in fact, I just sent one back to a dealer recently that was off by about three hundred grand for the for January through August. And so I sent it back to them saying, you guys work with your rep or whoever to kind of figure out what where this three hundred grand is. And and I haven't heard from them, but that's but I haven't heard from Dealer Center. DCS is Dealer Controlled Solutions. They're the one that we're That was originally, I don't know what maybe the original originally, but that's AFS was auto. Yeah, it was Rick Reeves company. He sold it to the Sansones in New Jersey. And so they, they were DCL or dealer controlled leasing. Now they've renamed to DCS dealer controlled solutions. And so I had some email exchanges with Michael and Virginia and, over there and Virginia sent the kind of the backup. She even sent me screenshots of how to, how the dealers can go in and find it in the system. So if we've got DCS listeners, um, that report is available and we would love to have you try it out and verify, you know, with your own stuff that how that part works. And I think the thing I didn't ask clearly, I know in my, my virtual meeting with them way back that, um, they, I think they indicated that it should work the same for leasing. I didn't say that about a deal pack that Ashton did tell me at deal pack that he thought what they were creating should work the same for leasing. Of course, these are things we just want to test and verify that it's capturing that principal balance. and, and kind of matching up throughout the month. So again, DCS, we believe will be the first one that we invite on a White Hat Wednesday. We'll just need to coordinate with them and get a time for Michael probably to come and appear. And, you know, do a warm introduction so people can get to know who they are and, and yeah, people behind the company. And just say here, they, they did it. We asked for it. They did it. They, they're not charging their users for it. You know, it's like they just, we're looking forward to having Mike on the show really soon too. Yeah. Yeah. And then, uh, Frazier computing, um, that, uh, we don't, we don't really know anybody there. We did talk to them and they're the ones that you said had indicated that they're because they have some priority projects on their roadmap, that it would likely be the first of the year before they would pick that up. Yeah. So that's unfortunate. I mean, we, we obviously wish we could report better news to our Frazier people, but because our Frazier people also struggle to reconcile again, not that the software is wrong or that a single calculation in there is incorrect. That's not what we're suggesting. We're simply saying that when we ask dealers for that information that I showed on the screen, they apparently don't know where to find it. They don't know where to capture the numbers. Again, again, it's, you know, when you can start to see that, yeah, there's, it's education. And people don't know what they don't know, what they don't know. And they don't even know what questions to ask to get to some of the stuff. So sometimes I think that EMS providers and just, this is, this is a, a, broad statement, but I think a lot of the DMS people don't fully understand because they're not analysts at the end of the day. They're, they're, you know, tech people and designers, whatever. So they don't really recognize the importance of this particular batch of information. And so this is why we just want to keep beating this drum until we have it available for more dealers. And then I've got Wayne Reeves. We talked to Wayne Reeves. We met with their people there. And I've had a dialogue with Kevin Scott. Kevin did send an email this week saying that they were, They were working on it. And so they expected to have that soon. So they do. They are aware and they are actively working to try to get that in place. And so we do want to see and we look forward to being able to announce that theirs is working and verified and that we can have them on the broadcast as well. Then there's a company called Comsoft. I know at least one dealer using them. And I just thought of another one that we don't have any contact information for, but there's still a product out there called Constellation. that I don't have any contact information for them so if we got anybody listening that uses that system and wants us to reach out to them then you know let us know who to talk to there and we'll pass that along to them as well but uh comsoft is uh is the one that is uh I have a dealer on the east coast who's using them I I'm not familiar I don't know how their system works or who their people are so same thing if we can find out who their people are we'll be happy to talk to them And then the only other one that I have listed that we've included on our communication up to now is IDMS Dealer Socket. I was provided by a rep, the name of one of the folks on the development team. And so I included them in a couple emails since and I haven't heard from them. So, you know, they're obviously a big company. The bigger the company, the more difficult it is to make a turn and to shift stuff. Which is unfortunate, but I think this is something that we recognize that This is something to consider when you're choosing a DMS system. And something that we would advise someone to consider. These are the ones that can get you to the reporting that you need. These are the ones that have good this. And, you know, we have enough experience with some of these systems over the years that we can now tell dealers exactly which reports to run. In some cases, you have to customize a report a little bit to get a column of data that you really need to balance precisely. Right. But yeah, that's the thing that we just think that, yeah, those bigger companies have not been particularly responsive about some of this stuff. And so we'd like to see them also step in there and do that. But hopefully by, you know, starting to feature and highlight some of these folks on the podcast who are making it happen, then, you know, folks will start to recognize that, you know, it is going to start to help dealers. It will sway dealers in their decision as they move toward making their next, you know, software change. Yeah. Yeah, for their first week, Jim has worked in the space of bringing people into the business. And so those are really important, you know, because your DMS is really the first big thing that you determine, because from that, it's, you know, you look at what integrates, what integrates. And so, like, if you want a specific GPS device, because you're just dead set that that's what you want, then it's like, which ones integrate with it and which ones can we... Which makes it more convenient. It's not required. It's not essential, but it's going to make life easier in a lot of ways when you have those integrations. So yeah, integrations are certainly something that we... We look at, but yeah, structurally, I just, I'm just trying to make sure that we can identify all the numbers. And that's mostly coming from me as an analyst, trying to make sure one, can we, can we know how we're doing as a business? Does our DMS really give us all the information we need to really know how we're doing? We got a comment from a friend of ours, Jonathan Yergey. The technology available to dealers is certainly falling short and relying on a collection of integrations will never replace a fully embedded tech stack. um the significant opportunity here especially for the independent dealer space um yes and there you know there are there are a lot of things that integrate well and play nice um and uh you know I the the fully embedded tech stack I understand that terminology because of the space that... Jonathan's so fancy. Yeah, I know, right? Jonathan, we lost quite a bit of the audience here in understanding what that means. But yes, and it's the fully integrated tech stack. And I'm... Yeah, that's a nice thing to be able to have. Sometimes you're put in a box and you can't move from those things that are within the box. And that poses another problem. So sometimes you can have a fully integrated tech stack that has pieces that you can move. And sometimes it's not like that. And there's a couple of DMSs that we've worked with that are not friendly as friendly as others to to create a fully integrated um piece yeah to their dms yeah for sure so hi jonathan good to see you glad to have you tuning in this morning so yeah that's all good I think um you know we're just going to continue to try to spread the word about that and show the progress that's being made and uh and we're pleased to report that there is some progress out there So thank you, thank you, thank you, thank you, thank you. And for dealers out there listening, if you are a dealer for some of those that we're still waiting on, please feel free to reach out to them and to us. And again, we're looking for someone to test for AMS. Right. I've got some people I can email that aren't necessarily V-Aid dealers or current clients, but people I've known or past clients, and we can talk to them about possibly getting them to run the test. Once we can verify it, I'd love to have Mike Downey on the show. We'll be reaching out, though, to DCS. There's so many acronyms. I don't know about you, but I always have to look at Jim. It's so hard for me to keep them all straight, but But that we'll be reaching out to them to set up a time to have them come. And then we're anticipating that AMS will be right on its heels. Yeah. Yeah. It looks like they're there. Yeah. They feel like it's done. We just need to test. Yep. Absolutely. What else we got? Anything? I don't think I have anything today. Just a reminder before we close up about the dealer forum. I'll put the thing on the screen again. Here's your. hit the NIADA website on the BHZO form. Today's the last day to get that two hundred dollar discount. So get yourself registered. And those of you who didn't have a chance to watch the episode we did last week with Jeff Martin, that there's, it's a different format. Last year they tested it out. It went really, really well. And so this is the, this is a much more focused conversation with dealers about, you know, based on their size and the things that they are looking to do. And it's, it's kind of like the hot cup. So everybody, thank you so much for joining us today. We appreciate you making this a part of your week. I hope you guys have a fantastic rest of your week. And thank you for, especially for joining us for White Hat Wednesday. Don't forget Friday, we're talking recon, how to turn your cars back. Friday, we're talking about recon. Yep. Yep. All right. Have a great day, everybody. Thanks again so much for joining us.
