In this week’s episode I am chatting again with Ian Parker.
This is the second part of a two part interview. If you’ve not caught the first episode then have a listen to that first!
In this episode we continue our chat about how the motor trade had changed over the years, but also how everything changed pre-pandemic – and whether or not normality has now resumed.
Ian again offers some fantastic tips and insights from his many years in the industry.
So enjoy this relaxed informal chat with two veterans of the automotive trade with some great training ideas for your teams and some fantastic stories too!
Here are the highlights:
(03:20) Getting the barriers to drop
(05:15) The stock problem
(09:49) OVER- Supply and demand
(15:51) They’ve done their research
(17:31) EV
(21:50) Servicing in the future
(30:37) Three tips (well,four)
About Symco Training:
Symco Training was founded in 2000 by Simon Bowkett and it was his belief that the business had to offer its clients something different. That difference was clear to Simon from his days in the dealership when he experienced many sales trainers who had all the answers, but were unable, unwilling or both to actually show the delegate how they could be implemented. It remains the ethos of the business today. You see, Symco only employ trainers that are committed to delivering not only inspiring and insightful training, but are equally as happy to demonstrate these skills and techniques
Welcome to the Selling and the Motor Trade Podcast, an association with Symco Training. This is the weekly podcast where we share best practice tips and ideas on how to sell more cars, improve your service department and generally put more profit into your dealership or dealer group. I'm your host, Simon Bowkett. As some of you probably already know me as Skipping, I will start by saying thank you for taking the time to listen to this podcast. Hi, welcome back to another episode of Selling and the Motor Trade. We're joined again with Ian Parker, who's going to continue to talk about what he's doing in the motor trade and he's got some great tips and ideas that you can go put back in your business immediately and get results there. Welcome again, Ian. Yeah, thanks Simon. Thanks for having me back. I'm glad I did the right thing the first time. Have a look at all of the things that you've got on a modern iPhone or the Samsung. In fact, my boys, I've got a Samsung freak at home and an Apple freak and they talk about which one's better. I don't count too old for this, but James tells me with my phone, I can put it here and then put it there and through an Apple tell me how far it is. Okay. And that's on the phone. I looked here and said, mate, what the hell would I want to do that? Why would I want to measure something on my phone? But that's one of the thousands of different things that does. But when push comes a shove, why someone chooses an iPhone or the Samsung or the WOWE, whatever it is, it's three or four hot buttons. It's not the hundreds of things. The reason why I still go from an iPhone is it speaks to my iPad. It speaks to my watch. Okay. I know how it works. I don't have to learn a new system. The reason why someone likes that Samsung is because they're not locked into the Apple cartel. They've got better battery life. They go a better camera. It's the three or four hot buttons that people have on their car. We go find out what they are and home or not that. Not the 101 different feature dumps that still happen to you and here happening today. Yeah. Yeah, 100% now they do it. And if you ask the right questions, you know, you get into that. Yeah. Yeah. So true. Is it dead? Is it still around? Do we say or is it just changed when we do the parts of the wrote to sell? Well, there's just all parts for the relevant. The first part is, is ask the right discovery question is to find out why the client has come into your dealership or regular dealership or whatever the case may be. When you find out what that is, then you can work it through there. Like you, you know, you show them through the car. They might say no, all about the car, very all about on the internet. So what was the best things you liked about the IZU Zudimax? Come on, I'll show them to you in the flesh now. Touch and feel them. Right. Yeah. And you go through all that and now whether you at that stage in you talk about the test drive now, you know, we get some customers that will say, so I'm not a need to drive that car, but you should, you know, the salespeople say, oh, but you should drive it. You know, give you all the reasons why the customer will say, oh, yeah, but my uncle's got one, my father's got one, my brother's got one, my auntie's got one. And then the salesperson continues beating them up about why they should drive the car. And to me, it's just, hey, so I'm going to fully appreciate it. I want to drive the car. That's completely your decision. So a bit of empathy and get that barrier to drop down again that he is put up because I want him to drive the car. And then you say to the customer, hey, Simon, I'm just asking one question. And Simon's now all Simon's thinking about is what's that question in one's task? So I say to Simon, Simon, you're prepared to buy this car now without driving it. You know, Simon says, yes, I am, that we don't have to do the next four steps in the road. So we take Simon and sit him down, the officer do the paperwork and we move on. Yeah. Yeah. See what I love about that. You still offer to start with, OK, because you still know the bums, the race desire. So of course you want to do that. And it's, but then if the customer says, no, let's not have an argument with them. Think about the McDonald's drive through every time you go through the McDonald's drive through. So you can have a big back meal. They turn around and say to me, yeah, certainly do you want to go large? Yeah, they don't just say that's the big fatties. They say that to everyone. But if I say no things, they don't generally say, why don't you go large? Simon, it looks like you normally go large. You can't get that size without going large. Of course you want to go large. They don't have an argument with them. OK. Move on then. Yeah. And you know, I say to the sales people as we train all say, keep everything conversational and don't make a confrontational. I love that phrase. Say that again for me. I love that. So keep everything conversational and don't make a confrontational. Yeah. Love that. Absolutely love that. OK, so let's move forward for a second. We've had lots of challenges with supplier cars. Semi-conductors was a global thing. I know it's getting better all the time. It's coming through. Wiring looms. I didn't realize until three months ago, maybe six months ago that wiring looms were made in Ukraine. And that's obviously a real issue over in this part of the world there. And consequently, the last two years in, you didn't have to be a genius to sell a used car because we just couldn't get stock. OK, to sell a new car, the sales process was, hey, listen, I know you wanted a black one, but I've got red coming through. And if you don't want it, there's three other people who do. OK. And it really is getting people used to 18 months deliveries, 12 months deliveries. It is getting better all the time there. OK, but I want to ask you, is now the time for back to basics? I just think the last couple of years that salespeople haven't had to sell. It's been low hanging fruit. What's it been like in the Australian market there? Yeah, you're 100% right, Simon. But the other issue, and I was talking to a dealer principal in Melbourne a few weeks ago, and I rang him up. He subscribed to our staff and I rang him up to talk to him about it. He should consider sales training. Right? And he should look at, you know, sales training for his people and blah, blah. Anyway, he said, I know, you know, like things are good, like we're selling cars and people just walking and buying them. We don't really need that for a moment. I said, no, that's OK. That's a good thing is starting to change. You're finding stock starting for you. I said, oh, yeah, little. I said, OK. So let me ask you this question. How many people have you got? How many sales people have you got on your team? Is it we've got 20? I said, oh, yeah, that's fantastic. I said, out of that 20, how many have been with you for three years or less? And he said, oh, I don't know. I said, what happened? He said, oh, I think 15. I said, OK, so you're telling me that three quarters of your sales team have never effectively been taught how to sell and have never effectively sold because they're all in. Yeah. After COVID. So they've never had to follow up, negotiate, or do any of the normal sales things. And he said, I never thought of it like that. I said, well, you need to because that's what's happening now. Now, the other thing is the stock starts to free up. The manufacturers are going to start to shovel the cars into the dealers. Right. And the dealers are going to have to sell them. The dealers want to still be profitable. Yeah. But when they're getting pressure from the manufacturer, then their sales people are going to want to make money and the interest rates are rising, which they are in the UK as they are in Australia. So the the inquiry drops off a little. So then the sales people start wanting to sell. So they're giving away more. And then what happens is that that hamsters on their wheel and we're going back to pre know it in again. Now what happens is then the salesperson then goes to the manager who was the salesperson has probably been earning, I don't know, two, three, four, whatever, $1,000 a month commission from 2021, 22, all of a sudden the numbers have dropped off. Yeah. He's not sure how do I do it with thought up and build rapport with people. I've never done that. So he's he's income's drop, but his lifestyle's still up here. He goes to his manager. I need to earn more money. Oh, we can't pay anymore. So then he leaves. Yeah. We've got to get into investing. Again, it's that low hanging fruit that these guys in the last three years, two years, three years, just haven't had to do it. It's interesting speaking to all the manufacturers, the OEMs, as I should say nowadays, that phrase snuck up on the OEM. Yeah. Okay. But the manufacturers are getting it. They're all telling us they don't want to go back to an oversupply situation. They're all saying they love it at the moment because we're making full margins out of all the cars we're selling. I mean, at the agency, they're fixing a problem that was a problem back in 1918. Listen, the agency problem they're trying to fix. Oh, sorry. The problem they're trying to fix with the agency sales model is not here currently because we're all making good money. But my concern is the manufacturers have short memories. And I can remember Ian, Mike Carney Toyota up in Townsville for the people in Australia that know this place. It was a land cruiser was just launched. I don't know which one it was, but I remember I was in a room with a whole lot of guys saying, hey, lads, this option make good profit out of this. Let's not be silly. Let's not give it away. Okay. Let's just hold on to this margin. Okay. This is time to make good money for all of us. We all agree. Yeah. Of course it is. Let's not discount this. How long did it last Ian? Yeah, you know, it was two weeks, three weeks. Yeah. You know, and we blamed the guy in England. Okay. Because he'd give it away, but it was probably the customer that said it. Okay. And then he probably thought we gave it away and it happened. So here's my concern. I only get your views on this. This oversupply situation and something you said there, very quickly, manufacturers will start jamming oversupply back into us. Do you think that's going to happen soon? Do you think that will go back? I was talking to Adela. It's got 15 franchises. So I reckon he's got a pretty broad spectrum. Now, Australia sells about 1 to 1.1 million cars the last couple of years. He sent to me on some of the numbers that he's getting that with the manufacturers of what their targets their setting, and he's got 15 franchises that he recognizes that the market next year in Australia will be 2.2 to 2.4 million. Okay. So that oversupply situation, it's common guys. Yeah. It's common. Yeah. And if you want to be successful and you want to retain your good people, and if you want to continue your margins and not have full plan that's blowing out and things like that, your people have got to understand how to sell and sell effectively. Yeah. It is coming. It's definitely, definitely coming there. The other thing, I want to get your views on it. Okay. I think this is the issue that's going to happen globally. A perfect storm is happening, I think. Number one, interest rates in the UK over the last 12 months, we've had 10 interest rate rises. It's only going one way. Inflation is going through the roof. Hence, that's why interest rates are going up. Okay. People's trade-ins, they use cars. The last two years, I've never seen a situation where cars are going up and up and up. I've got a client in Galway, an island, and said, have a listen to this, Simon. How do you deal with this? A man two years ago bought a Tiguan for 46,000 euros two years ago. He's offering him 45,500 for it. So your customers driven the car for two years, for 250 euro a year. Okay. Have you ever heard about that in the motor trade ever? But there here's the thing. Okay. The customer's still pissed off with them. Stalls out there. Makes you ripen me off. How dare you, your boss said, you know what my car's worth. Okay. But here's the perfect storm. So interest rates going one way. Customers trade-in prices. That can't continue. They're going to start softening. They are over here at the moment. There's some people saying that they're going to come off a cliff. I don't think they will, but they're definitely going to soften. The third one is every manufacturer's, the car's prices are going up because of transportation, distribution costs, raw materials, getting the stuff. So I think we're going to have a lot of salespeople, a use to the customer, addicted, I'm going to use that word to spending 500 a month on their car because that's what they got at 19. And now very quickly that same car is going to be easily 800 a month. Yeah. How does a salesperson get their head around, explain to the customer for the same car. They're going to have to be spending 800, 850, whatever it is a month. How do we start overcoming that problem? Again, they've got to build the desire in the new car. They've got to build, they've got to get the customer's desire in there. They've also, when they talked about, they're paying 500 a month in 2019, they've got to go through it and say, you're going up three or four years, whatever the case may be. Your budget in 2019 was 500 a month. What is your budget today? What's comfortable for you today? Now they might go, I'm comfortable at 700 a month. If they send you 700 a month, then go, okay, so we broke that down. So will that be about 180 a week or 190 a week? Would you say that's comfortable for you? Because you know that 700 a month in 190 a week will bring you to about 800, 820 a month. So break it back to a week at 190 a week. And then you've got to build the desire. They've got to understand they're coming up four years. Forget the value out of there. You've got to build the value in what you're selling and not the value of what they're selling you. What you want to talk about, I've actually done a video series on this on on on used cars and things, but you got to talk about we're buying your old car. We're not trading your car in. We are buying your old car and you've got to refer to their car out the front as their old car and your old car, you're paying 500 a month on. And if we can get you into your new car for $180 a week, that's still feature budget. So you know that when you present the whole thing, great news, Simon, I've been able to get you out of your old car and I get you into this new car with 10 year warranty and blah, blah, blah, blah, blah, for your and your budget for $175 a week. Yeah. And yeah, some markets, the Australian market and no weekly Irish market works really well. UK market, it's everyone still thinks and paid monthly. But in the Irish market, that's that's definitely I love that approach. That's definitely love that. The other thing is too, that if you've got a if you've got a client that's talking, you know, monthly or weekly repayments, whatever the case may be, the other option is we talk about putting the car before the horse. So take them into the business manager and go, Hey, Simon, I've got Ian here. Now, Ian's currently paying $500 a month on his car and car. His budget and what's comfortable for him is about 800 a month. So you put him through the system and just find out what's the most of finance company is prepared to give Simon. So then I can take Simon out and show him cars and fit his budget exactly. You've got to actually know, we talk about qualifying the customer's man. Listen, it's too train is he going into the training stuff there that money for the authority but needs and wants there. And you really have to get that part of it right there and how you do it. But again, we got to be so careful just asking what they currently paying because I tell you what they're so addicted to that 500. As we said, listen, customs aren't stupid. They've done what is it? 19,000, 42 minutes of research. They've looked at the websites. They know what's happening for what they got to us. I really think they have. So let's talk about electric vehicles. And I want to get your views on this because we had James Fortman over here, the chairman of the Australian Automotive Dealers Association. And I took him to a few of our clients there. And he was amazed where we were with the electric vehicles and the uptake in this market. Lots of that driven by legislation. What's happened with electric vehicles in the Australian market? Has it been accepted? Where are we up to that? That's a can of worms, isn't it? Yeah, look, it's interesting because they're trying to rush it over here. And I know in Europe, because Europe's like the size of a shoebox compared to Australia, which is the size of a sack of a tail-hoast type thing. So it's easier to travel around Europe and plug in. Your infrastructure is a lot more advanced than ours. The problem with Australia is the government's trying to ram it in, but we aren't ready for it yet. Like the boss of Toyota come out and I think he was in Japan or somewhere, and he's talking about the petrol electric vehicles. That's the way it goes for now because the high bridge, because that is where what's comfortable. I had an acquaintance that was given a Tesla. He drives to Sydney every month. And he said, I leave here at 8 o'clock and nine hours later I'm in Sydney every time I go. Anyway, he was given a Tesla to try to do it in. And he left here at 8 o'clock in the morning and got into Sydney at 1130 that night because of charge stations. We're not geared up for that long haul. The electric vehicles running around Canberra, Brisbane, Sydney, is all good, although in Sydney, in the Mossman's and all those leaf areas of Sydney, it's causing real dramas because all those people don't have garages or carport, but actually running the power cords out over the front fence through the trees and plug them into their car. So that's what I'm talking about. The infrastructure here, they're all pushing it here, but the infrastructure is not all in place for as many as it can take. And the thing is, if we settle a million cars a year in Australia, we might sell, I'm not sure where the electric vehicles are up to at this stage. But if we sell 300 or 400,000 electric vehicles in Australia, I don't know how the grid would handle it. Yeah. Yeah. I'm not an expert in that. It definitely has to be infrastructure led. And over here, we've got 2030, which is not that many years ago. Everything has to be EV. Now, having said that, even over here, we would still say there's not enough charges. They can't get them to work where they are. We still have that same stuff. But again, compared to the Australian market, we are so much further ahead. I mean, James was amazed that a key business, one of our clients in London, 65% of the cars that sold this year have been EV. Now that's driven by legislation. I mean, driving an internal combustion engine into London, there are higher charges there where you can currently drive an electric vehicle. I think it's 17 pounds a day if you drive in a dirty diesel in there. Could be more than that. And that's definitely driving that side of it. But listen, I've got to say infrastructure, charging points. Even here, there's not enough yet. There's not enough there. With the legislation, when you say the Australian market is pushing it in, is there a date when they're saying they're going to stop internal combustion engines? What is... I haven't mentioned any dates, but see, the other thing is that the government, they clicked about 45 cents a litre on the sale of every litre of fuel. So the thing is, and then the government, then you've got... That's federal government. You've got state governments that are giving all these different bonuses to bioelectric vehicles, right? My question is, and I'm not the only one who's got these questions, is where are we going to get all these extra tax money from if we're giving all money away for people to bioelectric and then if all these people who are bioelectric and we're not selling fuel, how do we fill the coffers up that we need to do? And then we're spending all these money, you know, giving all these money out to put charge stations in and build windmills and all that. It's all good, but you've still got to have the revenue coming in. You can't keep giving it out and not have it. You've got to have a plan and I'm not sure that... I think their plan is... Act Now, and worry about it later, which is not the answer. Well, listen, it's quite funny. Our chancellor, this has been recorded now in November, so November 2022. So if someone's listened to this going back through the series there, and he's just talked about actually all the tax breaks on EV vehicles have to start coming off now. The charges, then these are tax revenue for the road. So they are looking at that right now and lots of them are coming off in stages there. It's going to be definitely an interesting space there because 2030, over here there's lots of people saying, hey, can we do it? It's going to be rolled back, but I'm going to tell you, there's a lot of other people saying they're not going to roll it back. I don't think they can. It's going to be definitely an interesting space. But from a sales point of view, if we sell an EV or an internal combustion engine, I don't think it's going to be as much of an issue as it is on the server side of it. Because that's something we need to get ahead around it because what servicing does this vehicle need compared to that internal combustion engine? That's something we need to look at there. Because that's a profit center for the dealership. Of course it is. It definitely is. Now, having said that, EV vehicles still got tires there. We still got brakes. They still need servicing. It's not like they know servicing at all. Okay. So we can't sit there and worry about that. In fact, if you had a lot of the servicing revenue that we're in with James Vorton, we should do a podcast just on this. He was an eye opener on the three centers we went to, all about electric vehicles, how much they were actually making profit. And one of the dealer principles said, I don't know how long this is going to continue because what we're making profit, what we can charge the customer servicing on this electric vehicle, and the time it takes to do it. At some point, this is going to catch up with this because they're still making great revenue out of that because the customers are used to internal combustion costs. But of course, the technician is not spending as long. So will the OE end them bringing cap price servicing? Well, we're at the price. Fixed price servicing, we have a lot of manufacturers over here will be doing that already. It's an interesting space. I think agencies, the question there, and Mike Jones, I think summed up perfectly, where they're all looking at this agency model just to fund the development of EV vehicles because we need to go EV. The manufacturers need the money to actually develop these EV vehicles there. I tell you, Mike, concern with the electric vehicles. I don't know if you've driven one, spent much time in one over here. One day in my life, I drove the Porsche Taycan. It was the Audi E-Tron. It was an EV6. I drove the BMW, I X4. And my concern is, if you had a blindfold on when you're driving it, you wouldn't know what car you're in because an electric motor is an electric motor. A battery is a battery. You've got a big battery, a small battery. And it was the sole of the car. I felt just wasn't there. Sure, they accelerate brilliantly. They handle brilliantly. All of that. Yes, of course they do. If you listen, if you want a race car, okay, listen, electric vehicles going to be it because internal combustion is not going to be able to give you the torque, electric vehicle, acceleration, all that sort of stuff. But still hasn't got that sole. That sole of it, which it's, and every car felt the same. I think that's a big challenge to manufacture, have to get their head around. How do they make their product different to stand out from the rest? Yeah, it's going to be a challenge here. Going to be a challenge here. Okay, so listen, moving along then, okay. I want to get your views then on the video. How do we use this technology with a sales process? Someone listened to this. What's your views on this YouTube generation that we're teaching? How much should video be part of the sales process? How much is it happening as part of the process? What you're dealing with? I teach my clients, if you want to stand out from the crowd, you've got to use video. And what I think by that is that, for example, we use video in follow up. I use video in follow up, right? Because it makes you stand out from the crowd. And you know that if everyone, and we're also big on text. Because if you, and I say to my sales people, they're all sitting in, when we're doing an online sales, like on side sales training. I said, if I got all your numbers in my phone and I hit the button now, you've got a message that all will look at your phone. Everyone does it, right? We talk about with follow up, right? So with follow up, we know that if Simon has made a point, they're coming to 4 o'clock tomorrow afternoon. And yes, afternoon, you might have put them to come into 4 o'clock tomorrow afternoon, 8 or 9 or 10 o'clock that morning, the salesperson normally picks the phone up and confirms that Simon's coming in at 4 o'clock, right? And we know that most times the salesperson picks the phone up and going, I wonder if Simon's going to pull out or he's changed his mind and they've got all the nervous and all that, right? So we just say, grab your phone and go out if Simon's coming to drive. And I'm going to just use your Zuzu D-Max LST. Just go out and walk around. Hey, Simon, just want to let you know. I've got the Zuzu D-Max LST ready for a test drive. Looking forward to seeing it 4 o'clock, safe noon and bang. Hit Simon with that video. Now, if you've got Simon's wife's number and you do it around 9, 3 to 10 o'clock, send it to both of them. You know, it might be, hey, in a mill, just let you know, I've got the Zuzu D-Max ready for a test drive. Looking forward to seeing you both at 4 o'clock and safe noon. Now what happens is when you send that out to both D and N-mel, if Mel's city is in the coffee shop with the girlfriends and they're having coffee for whatever reason, and Mel's phone goes, pinks, she goes, oh, what's that? There's a look, the next thing plays the video and all the girlfriends go, oh, you're looking at buying a new car mill. Oh, well, we're going to test drive on the safe noon. Oh, what are you going to test drive? Oh, the new Zuzu D-Max. Oh, where are you test driving that out? And what color are you looking at getting? And all of a sudden, Mel's selling herself to her friends about a buy new Zuzu D-Max, right? So we use it then. We also use it because we know that at the moment when you order a car, for the moment when you place an order on the car, the car arrives, it could be eight, nine, ten months, right? So we talk about make sure that you're keeping the customer updated and the customer is not ringing you to get updated. So use video. Hey, Edomel, just want to let your cars go into build and we'll keep your post on when deliveries are like in a boot. Hey, Mel, just want to let your cars being picked up by transport and it's on its way to the dealership. Hey, Mel. Just let your cars arrive in the dealership and I'll give you a call to start doing it organized when we can do delivery. Hey, Mel, just want to let you know that we're getting the paint protection and fabric protection fitted on your car today and everything's still right for five o'clock for right afternoon. All in 20 and 30 second videos. Yeah, just like that. Video is not the future. It's just the now, the now, the now. It needs to be used on all parts of it. Joe, we have see it now over here. I think it's one of the best platforms for getting videos through to people quickly and easily. And of course, you see every time the customers watch the video, it always amazed me. Someone's bought the car. They're going back looking at the video 18 times before they pick it up. Okay. They look at that three o'clock in the morning because they're so excited about the new car. Oh, and by the way, that's something people listen to this who have been in the motor trade for a while who's jaded. We forget how excited people get about that new car. What's on this Emmers last car and cars now, you're going to hate me saying this. Some people will say, no, I still love them. But cars kind of bore me a bit now, Ian. I've been in the motor trade too long. It's going to be something quite special. And the older I get, I actually quite like an old car now. That sort of snuck up on me as well. But Emma was picking up a new car. Okay. Actually, no, they were delivering it for him again through one of their clients. And she was all excited about when a car gets here and when it's going to be there. And what is it? And I just looked at her and thought, wow, I haven't had that for years. Okay. But she was still excited about when they deliver it and the salesperson there. It's a, you know what, video is the way to get that excitement through the customer all the time. So, Ian, let me ask you, if you bought another dealership, a dealer group tomorrow. So you've got out of the training world and you bought a dealership. What would you do in the first 90 days of owning that dealership? Where would you start now? Or that dealer group? Depending on what the situation was, what the dealership was in, the first thing I would implement would be make sure that the processes were right. And I'm in across the whole group. The next thing I would implement would be training. I would have, make sure that whether it be leadership training, sales training, service of I would make sure I would invest in the whole team and get training up to date. And I think if we, if we get the processes right and we get our people right, they'll sell the product no matter what it is. Yeah. It's, again, two people run training companies. So of course we're going to say training, training, training and listen to people go and have a look at the autoacademy.com.au. If people just look at the autoacademy.com.au, they'll find all of your training programs and what you do there. Again, have a look at that. And Ian and I, we've known each other for a long time and we look at each other's material there and let me tell you there's some great, great stuff there. So let me ask you, leaving people now. Okay. Is it a tip or an idea that someone can go back in and put in today immediately and get results? What tip idea would you leave for people? The tip is, so yourself first, so the business second and the product will sell itself. And the other thing is, is never, ever give up. And that's what it's about. It's just never giving up. It's always about believing in yourself. Love that. Three tips there. Never give up. Never go. Okay. I love that. So I really do appreciate the time there. Ian, how do people get hold of you? What's the easiest way for them to get hold of you? You can go. You can contact me through the autoacademy.au. You can connect with me on LinkedIn or you can just send me an email which is IanRiaPaka.com.au and I'm happy to reply to you. So for my LinkedIn, Facebook, yeah, or any of those social media channels. Perfect. Ian, real appreciate it. It's good to see you again. That just leaves me to say that all details of this episode and other episodes on the selling in the motor trade can be found on our website simcotraining.co.uk. Go there to get a copy of our book, Words That Sell Cars. Go there to sign up to a free trial of our sales fitness online sales training program. The easiest way to get hold of me is Simon Bowkett through LinkedIn.
