Changing The Industry Podcast

David Roman [00:00:02]:
Good. You recording?

Lucas Underwood [00:00:04]:
Yeah.

David Roman [00:00:09]:
I like how this is working with the button and everything. It's nice when it works.

Lucas Underwood [00:00:14]:
Yeah, it is working really well.

David Roman [00:00:17]:
It is. Glad I thought of it.

Uwe Kleinschmidt [00:00:19]:
Is it.

David Roman [00:00:23]:
All the good ideas of my ideas.

Lucas Underwood [00:00:26]:
I am so glad you thought of it.

David Roman [00:00:29]:
Whatever. You were going to end up with four of those.

Lucas Underwood [00:00:33]:
Yes, I was.

David Roman [00:00:33]:
Yeah, exactly.

Lucas Underwood [00:00:35]:
All on autofocus.

David Roman [00:00:37]:
Yeah. But I hear they're making a $12,000 later.

Lucas Underwood [00:00:41]:
I hear they're making a 6k or an 8k version.

David Roman [00:00:43]:
Well, they have a 6k G2. They do.

Lucas Underwood [00:00:46]:
See, that's what we should have got.

David Roman [00:00:48]:
It would have been another thousand dollars.

Lucas Underwood [00:00:49]:
Each and it would have taken you six months to add anything.

David Roman [00:00:54]:
Yeah. My computer, my. I would have had to upgrade the. That's a 3060 ti. I don't know that that's going to keep up with the 4K. It's going to be like. That's awesome.

Lucas Underwood [00:01:05]:
How are you?

Uwe Kleinschmidt [00:01:07]:
Huh?

Lucas Underwood [00:01:07]:
How are you?

Uwe Kleinschmidt [00:01:10]:
I'm good. It's a little noisy here, but.

David Roman [00:01:12]:
Huh.

Uwe Kleinschmidt [00:01:12]:
It's a little. Exactly.

Lucas Underwood [00:01:15]:
Yeah, it is.

Uwe Kleinschmidt [00:01:15]:
No it is, it's. We're making so many new things.

Lucas Underwood [00:01:22]:
Yeah.

Uwe Kleinschmidt [00:01:23]:
And feedback of the shops is amazing.

Lucas Underwood [00:01:28]:
That's pretty cool.

Uwe Kleinschmidt [00:01:29]:
That's pretty cool.

David Roman [00:01:30]:
You guys stolen beta like.

Uwe Kleinschmidt [00:01:32]:
No. We have released one product, you remember. So the pain point is that service advisors with a DVI tool spend now time on the phone. Dear customer, can you go to picture four, this is what it shows and then go to picture six. Right. Spending a lot of time explaining. And so with our AI powered software we just take the pictures and put the arrow on pointing at the problem area and put a caption on the picture explaining what's the condition you see on the picture, what's the recommendation and why.

Lucas Underwood [00:02:14]:
Right.

Uwe Kleinschmidt [00:02:15]:
So now the customer gets a DVI result where they see thumbnails with arrows and text. They cannot read it but they will tap on it and read it and then instead of a service advisor explaining everything in detail in the phone call like in the old times. Remember paper based inspection?

Lucas Underwood [00:02:37]:
Yeah.

Uwe Kleinschmidt [00:02:38]:
Same process. Right. Service advisor burdened with a long phone call. Now customers are asking questions and approve more because in their mind they've already made the decision to buy.

David Roman [00:02:51]:
Yeah.

Uwe Kleinschmidt [00:02:51]:
They just want to know how much and what can they defer and so on and so forth.

Lucas Underwood [00:02:58]:
Was it Chris that was just in here who is saying that he was told not to put pictures and videos and DVIs.

David Roman [00:03:04]:
Chris was just in here doing a class and in the class they told him not to put pictures and videos on the dvi.

Uwe Kleinschmidt [00:03:10]:
No, there's a certain. How do I say that? Coaching company out there where coaches tell their clients not to send the DBI to the customer because they could take it to a competitor.

David Roman [00:03:29]:
What.

Uwe Kleinschmidt [00:03:33]:
A coach coaches that. But. But it's also the same coaching company who said DVI makes the shop, the service advisor. Lazy. So lazy. Yes. So like I'm delegating now my work to the pictures and don't need to.

David Roman [00:03:55]:
Yeah.

Uwe Kleinschmidt [00:03:56]:
Work as hard.

David Roman [00:03:57]:
It makes the. It makes the process of selling the work less slimy.

Lucas Underwood [00:04:02]:
Right.

David Roman [00:04:02]:
It makes what it does.

Lucas Underwood [00:04:04]:
Right.

David Roman [00:04:04]:
It keeps you. Well. Absolutely. It's honest. But it just makes the whole process like you don't have to feel like you're just selling something. Like all I'm doing is presenting. That's right. Which is all you should be doing anyway.

David Roman [00:04:18]:
You should be presenting the technician's findings.

Uwe Kleinschmidt [00:04:22]:
Actually, we think. And that's why we have done it. I give you an example. Completely out of this world.

David Roman [00:04:31]:
Sure.

Uwe Kleinschmidt [00:04:31]:
If you go to a mall and you enter a store, which still happens from time to time. Right. And you. And your first experience is the salesperson asking you how can I help you? 95%, something like that. Say I'm just looking.

Lucas Underwood [00:04:53]:
Yeah.

Uwe Kleinschmidt [00:04:54]:
And then you start looking and then you see the products, whatever it is, shoes or whatever. And what happens then? You go back to the salesperson and have a question.

David Roman [00:05:06]:
Yeah.

Uwe Kleinschmidt [00:05:08]:
Same thing. Make the DVI self explanatory to the layman.

Lucas Underwood [00:05:13]:
Yeah. Well.

Uwe Kleinschmidt [00:05:15]:
And then they come back with questions. It's shorter, it's more engaging. They have already made portion of their decision. They feel they make the decisions.

Lucas Underwood [00:05:24]:
Exactly. It doesn't have the pressure component.

Uwe Kleinschmidt [00:05:26]:
No buyers remorse after they feel good about it. I mean, there's so many benefits. Right.

Lucas Underwood [00:05:32]:
I wonder if at least what my initial thought was until you made that comment. My initial thought was, is that there is a lot of folks saying that my picture view rate or my video view rates very low.

Uwe Kleinschmidt [00:05:48]:
Yes.

Lucas Underwood [00:05:49]:
And so part of that I think is platform related. Like if the platform is not very efficient and if it's not designed to where it's easy to view the pictures and they're loading fast and you know, I think there's lots of components that go into that. But then you said, well, there's a coaching company teaching that. I think my perspective's changed a little bit now.

Uwe Kleinschmidt [00:06:13]:
No. So let me talk about that. Yeah. You get a text message from a phone number which is not in your address book, which is claiming to be your shop and asking you to tap on the link.

Lucas Underwood [00:06:30]:
Yeah.

Uwe Kleinschmidt [00:06:30]:
Do you do it?

David Roman [00:06:34]:
Sure. Maybe.

Lucas Underwood [00:06:35]:
Maybe.

Uwe Kleinschmidt [00:06:36]:
So you do it.

Lucas Underwood [00:06:38]:
Train them.

Uwe Kleinschmidt [00:06:39]:
You do it. If your drop off experience pointed out what's going to happen next and makes that so succinct that you remember that if it's just one sentence amongst 10 other sentences, it just goes by. Right. We actually have a class this afternoon where we talk about how the DVI helps and needs to be prepared in all touch points with a motorist. In my opinion, a DVI is even a better CRM tool than the current CRM tools.

Lucas Underwood [00:07:17]:
Okay.

Uwe Kleinschmidt [00:07:18]:
Why? Let's put ourselves again in the customer's shoes. They get an email or text which asks them to make an appointment and lists jobs which need to be done at that appointment. So guess how many of Your customers understand 100% of those listed jobs?

David Roman [00:07:42]:
Very few. Yeah.

Uwe Kleinschmidt [00:07:44]:
None. Right. So you, you get something you are supposed to do and don't understand the why. Right. The DVI is a completely other approach. You first talk about the why and then you empower the customer to make a decision. So my claim is they only hit that button because they trust you. This email could be an invite to breakfast or anything else.

Uwe Kleinschmidt [00:08:16]:
It doesn't matter. They trust you. They make that appointment. So back at autovitals, I introduced what we called a strict retention rate to measure the following. How often does a customer come in at the recommended time window and does the majority of the proposed work? The top shops in the nation had a retention rate of 34%. Ridiculous. Yeah.

David Roman [00:08:50]:
That's really low.

Lucas Underwood [00:08:51]:
Yeah, extremely low.

David Roman [00:08:53]:
Yeah.

Uwe Kleinschmidt [00:08:54]:
And so I believe you can do that today. You can at pickup, do the following. Use your DVI and once the yellow or red has been approved, turn it into green, and at pickup, present the DVI again, go through it and say, here's why we have done this. Congratulations, by the way. How do you want to pay? Or maybe it has already digital payment. But the key point is at the end, you say, but by the way, do your customers see the yellow stuff over here?

Lucas Underwood [00:09:35]:
Yeah.

Uwe Kleinschmidt [00:09:36]:
We need to reinspect your vehicle to monitor those conditions and avoid that they get red.

Lucas Underwood [00:09:45]:
I like that.

Uwe Kleinschmidt [00:09:46]:
Before we take care of it.

Lucas Underwood [00:09:47]:
I like the concept.

David Roman [00:09:49]:
Right?

Uwe Kleinschmidt [00:09:49]:
Yes.

Lucas Underwood [00:09:49]:
But I also think about my shop and, and maybe my shop. I've long felt like my shop's kind of broken in that regard. And, and here's what I mean is that the workflow process is so demanding already on my team, I know that I feel like we struggle to be as efficient as we need to be in the first place.

Uwe Kleinschmidt [00:10:10]:
Right.

Lucas Underwood [00:10:11]:
And so now I'm thinking, like, how am I going to add that now? Like, we use auto flow, right? And so there's a button that we can click that says do not recall. So it's basically saying, this is approved, it's being taken care of this visit. And so then it refreshes and it doesn't show back up if we send that DVI again because autoflow will automatically send the DVI back out if we want. I just worry about, about like I, I love the sound of that process. And that's a very thorough process. It is a very detail oriented shop that can do that. I do worry about the time frame, like when they pick up. So like I have, I have an explanation when I complete the pickup process.

Lucas Underwood [00:10:54]:
Mrs. Smith, hey, I want to go over the work that we've done on the automobile with you. I want to talk about the things that we've taken care of. I want to talk about our warranty Now, Mrs. Smith, no matter what, we're human beings. We're not perfect. We do our very best. And we have a stringent process to make sure this automobile is properly repaired, safe and reliable for you and your family.

Lucas Underwood [00:11:13]:
But if an issue were to pop up, I don't want you to think that we're not here to take care of you. We're here to take care of you. Mrs. Smith, here's how you access our warranty information. If you need something, you give me a call. If you're more than 15 miles away, go ahead and call this number right here. But give me a call and let me know so I can support you through the process. Right? I found that a lot of people don't even want to sit and wait for me to go through that process.

Lucas Underwood [00:11:35]:
I have the old parts sitting there. Mrs. Smith, would you like to see your old parts? All of them say, no, I don't want to see them.

David Roman [00:11:40]:
I don't want them.

Lucas Underwood [00:11:40]:
I don't. I have to pick it up and show it to them and be showing them. So they're like, oh, wow, that's kind of cool, right? But training that to an advisor that feels overloaded already is tough.

David Roman [00:11:51]:
What about just making it like an email chain or text message chain? Thank you for coming in. Just as a reminder, this is something that I do tell my customers when we have the conversation, they're paying or whatever. I tell them, hey. They're like, hey, I know I need to come back for a few other things. That's usually what they say. And I tell them, well, every Single time you come in, no matter for whatever, oil change or whatever, we re inspect the entire vehicle all over again like we've never seen it again. That's because we can go back to the old inspections and we can see how has this problem progressed. Is this oil leak getting worse? Are these tires getting worse? Is the suspension loose or whatever I said so if you come in three or four times a year just to get your oil changes with us, you're going to get your vehicle inspected and we're going to be able to make sure that the vehicle is in tip top shape all the time.

David Roman [00:12:43]:
The customers go, oh, okay, that's great to know but sometimes that conversation doesn't end up happening. And I almost think like if we just turn it into a post sale follow up rather than just like, hey, was everything okay? Leave us a review. It's a, hey, just a reminder, we reinspect your vehicle, we have your everything on file. You know, you can always come back in, whatever, whatever. And then always do the. Is everything okay? Give us a review. I don't know.

Lucas Underwood [00:13:14]:
Yeah, well, I mean that's how autoflow is set up, right? Is that's what it does, it sends the dvi.

Uwe Kleinschmidt [00:13:21]:
Let's, let's take the tools completely out of the equation for a moment.

David Roman [00:13:26]:
Okay.

Uwe Kleinschmidt [00:13:27]:
And let's put ourselves in customer shoes. And I'm going to make it a little extreme to make my point. What do you think is better? Dear customer, we are the car experts. You are not. We are telling you what's needed. By the way, there's something like servos in the walls and they dictate our work. And when they are up, you have to come back in. Speaking from authority or dear customers, just like today, we're going to determine the conditions of your car, send you a report so you can see what's going on and give you all the information so you can make a decision what needs to be done.

Uwe Kleinschmidt [00:14:29]:
Our recommendation is to take care of the red today and for the yellow we have to reinspect your vehicle.

Lucas Underwood [00:14:37]:
Yeah.

Uwe Kleinschmidt [00:14:38]:
What do you think is better?

Lucas Underwood [00:14:40]:
I'm definitely, I'm the guy who, I don't do the authority thing. Well. Right. I don't like the authority thing. I don't like it when people bring the moment.

Uwe Kleinschmidt [00:14:49]:
You use service intervals as a leading indicator. You do authority.

Lucas Underwood [00:14:53]:
Yeah, for sure. Yeah, yeah, I agree.

Uwe Kleinschmidt [00:14:58]:
Right. And then some shops even point at the oem and now you take your own authority away and put it on them.

David Roman [00:15:08]:
Yeah. And say that's a conversation I have with My customers all the time. I said, look, this. This maintenance table is designed to get this car out of warranty. That's it.

Uwe Kleinschmidt [00:15:18]:
Right.

David Roman [00:15:18]:
That's all. And then after that, abandoned that. And it's entirely right how often you drive it, the conditions you drive it in, how hard you drive it, whether the vehicle sits outside or in a garage, yada, yada, yada. And so the vehicle needs an inspection process designed around what's going to be best for this vehicle based on how you drive it. Now, with the manufacturers that screw the manufacturer, they don't know, and they assume you're gonna be buying another one when it hits 100,000, when you really should be keeping it to 175 or 200,000 miles.

Uwe Kleinschmidt [00:15:46]:
Right.

David Roman [00:15:47]:
That conversation. Absolutely 100%. We tell the customers right up.

Uwe Kleinschmidt [00:15:51]:
That's why I'm saying, screw that. Don't even get into that conversation. Say, we are here to help you. Our experts are going to determine the conditions of your car. And of course, part of this is also looking up, I don't know, shocks and struts. You cannot wait until they're damaged. Right, Right. So the miles play a role.

Uwe Kleinschmidt [00:16:12]:
I'm not saying miles don't play a role, but it is under the umbrella of we look at your car, and based on that, it's like taking the vital signs. When you go to the doctor, it's a physical of the car, and then you get presented with the results with a recommendation attached to.

David Roman [00:16:33]:
Yeah.

Uwe Kleinschmidt [00:16:34]:
But you empower the customer to make that decision and say, red is today, yellow is next time, green is fine, congratulations, simple. And they see that as a service offer, there is no obligation. Right. The empowerment of the customer is unprecedented compared with any other method.

Lucas Underwood [00:16:57]:
Well, I mean, that's what we do in my shop. Or at least it's what we're supposed to do.

Uwe Kleinschmidt [00:17:01]:
Right.

Lucas Underwood [00:17:01]:
Which is, hey, we're going to explain the process. This is our way of taking care of you.

Uwe Kleinschmidt [00:17:06]:
But what I'm saying is don't use a service interval to get the car back in.

Lucas Underwood [00:17:10]:
Oh, of course.

Uwe Kleinschmidt [00:17:11]:
Use an inspection interval.

Lucas Underwood [00:17:13]:
Yeah.

Uwe Kleinschmidt [00:17:14]:
We have to inspect your car to make sure the yellow stuff has not turned red right before you show up.

Lucas Underwood [00:17:24]:
Yeah.

Uwe Kleinschmidt [00:17:25]:
Right. And so that sets. So I give you a completely different example. I go to the doctor, and the doctor tells me, uwe, overweight, high cholesterol. Take pills, change your diet, change your workout schedule, if there is any. When I leave the doctor's office, guess what sticks in my head? What? Overweight, high cholesterol, not the revenue. Right. Because I'm embarrassed.

Uwe Kleinschmidt [00:18:02]:
Partially. And partially I'm concerned. The same is true for the yellow stuff on the inspection. It's not about what to repair.

Lucas Underwood [00:18:12]:
Yeah.

Uwe Kleinschmidt [00:18:13]:
It's about the condition of the car. You know, what you have to repair. I, as a Customer don't understand 90% of it anyway.

Lucas Underwood [00:18:21]:
Yeah, that's true.

Uwe Kleinschmidt [00:18:23]:
But since you are transparent to me on what's going on, I trust you 100% that what I am telling you, you're going to do to the best of your abilities. That's a little different than the service in the world becomes all of a sudden the authority, let me say it. Extreme. Everybody is hiding behind instead of saying, hey, we are here for you. Determining the vital signs of your car and then telling you what's going on. Right.

Lucas Underwood [00:18:55]:
How much importance do you think should be placed on consistency?

David Roman [00:19:00]:
Right.

Lucas Underwood [00:19:00]:
Because shop to shop, every single shop right now provides a completely different experience, even chain shops. I was talking to somebody the other day talking about Christian Brothers and he said, if you go to one Christian Brothers, you get a completely different experience at one compared to the other.

Uwe Kleinschmidt [00:19:17]:
But let's stick with one shop for a moment.

David Roman [00:19:19]:
Yeah.

Uwe Kleinschmidt [00:19:20]:
What we haven't talked about is that in my opinion, the DVI result is a medical record of your vehicle condition. Most shops look at the DVI as a approval booster while the vehicle's in the shop. I invite everybody to look at this exactly as what I said. It's the medical record for the. For the vehicle.

Lucas Underwood [00:19:46]:
Yeah.

Uwe Kleinschmidt [00:19:47]:
And the brakes were 6 millimeters last time. They are now 4. Dear customer, do you see what's going on? Right. Because it's all about wear and tear anyway. And if you can show that in the inspection, I don't understand why none of the DVI providers do that.

Lucas Underwood [00:20:06]:
Right.

Uwe Kleinschmidt [00:20:06]:
That they take the previous inspection results and show progression.

David Roman [00:20:12]:
Yeah. That would be cool, wouldn't it?

Uwe Kleinschmidt [00:20:14]:
Yes.

Lucas Underwood [00:20:15]:
Yeah. That's a really good idea.

David Roman [00:20:16]:
You need to send that to Shopware for sure. We're going to steal that and send it to Shopware.

Uwe Kleinschmidt [00:20:22]:
We are probably going to do it before Shopware, but since we have now access to. We don't care about our DVI tool. Right. So we have every single DVI results in our system.

Lucas Underwood [00:20:37]:
So wait a minute, you're saying, how are you going to do that? Are you going to provide an ancillary report or a secondary report?

Uwe Kleinschmidt [00:20:46]:
So what we do today is already an add on to the DVI you use. So currently we support techmetric and autovitals. Next one is going to be Shopware. Where all this educational information with the arrows and all that on the pictures will be automatically added. So the service advisor doesn't need to it.

David Roman [00:21:09]:
Okay.

Uwe Kleinschmidt [00:21:09]:
And doesn't need to explain it on the phone. Right. Fielding questions instead. So our next step is adding. Oh, and what we also do is. And you can configure that we give you three snippets. Why now? What's the safety impact? And what are the cost savings if you don't delay that work?

Lucas Underwood [00:21:34]:
How accurate is it?

Uwe Kleinschmidt [00:21:37]:
Ask our shops. Very accurate. Took us four months in the pilot to hone that. Right. It's all AI based.

David Roman [00:21:48]:
If you feed it enough information.

Uwe Kleinschmidt [00:21:49]:
Yeah, it's going to be. It's all a training of the AI. Right. In the beginning, the AI always finds a problem even there is none. Right. But it also finds more problems. So for example, we had cases. A picture showed an oil leak and a loose connector on the same picture.

Uwe Kleinschmidt [00:22:10]:
The I would find it. Unfortunately, it's the oil leak topic on the inspection. So don't talk about the.

David Roman [00:22:16]:
Right.

Uwe Kleinschmidt [00:22:18]:
And so we had to train the AI to focus on what the topic is. Right. And don't talk about anything else. But we have also shops who have very generic inspection topics. So one shop, for example, had noise. Harshness. Vibration was a topic instead of a system of the car as a topic.

Lucas Underwood [00:22:42]:
Yeah.

Uwe Kleinschmidt [00:22:42]:
Right. And so. And there were six pictures and the condition was shimmy. Right. But there was a picture of a wheel from the outside. Since the topic is noise, the AI found noisy wheel bearing.

David Roman [00:23:02]:
Oh yeah.

Uwe Kleinschmidt [00:23:03]:
So the AI started hallucinating because it's being tasked to find a problem. And since the topic is so generic.

Lucas Underwood [00:23:13]:
It didn't. It did. I could see that.

Uwe Kleinschmidt [00:23:15]:
And so now we are training our shops for best results. To not have generic or miscellaneous is my favorite inspection topic.

David Roman [00:23:25]:
Right.

Uwe Kleinschmidt [00:23:25]:
Miscellaneous. Some even have Number one is an inspection topic. So that goes back to Shops design the inspection sheet based on how they run it in the shop, not based on how the customer should experience.

David Roman [00:23:43]:
Yeah, that's goofy. What's the time frame on the shopware thing?

Uwe Kleinschmidt [00:23:51]:
Good question. Eight weeks.

Lucas Underwood [00:23:53]:
Oh, that's not that long. But you'll forget about it before then. Hell, I have to call and remind you.

David Roman [00:24:00]:
No, no. Because I keep tabs on what he's doing.

Uwe Kleinschmidt [00:24:09]:
But we have something else in the works. That's why I'm a little hesitant to give you a number. So let me talk about some results Tech8IQ has created. For example, one shop, five locations. One location. 350 cars a month. Pretty busy. And they had already delegated the building the estimate away from the service advisor.

Uwe Kleinschmidt [00:24:39]:
So they have a production manager who does tech dispatching and estimating. Right. And before Tech8IQ, the service advisor and the production manager were done with the inspection, editing and with the estimate about the same time. So fine, he could send it. Right? Because you want to be prepared for question how much don't send it before. With Tech8IQ, he's now twiddling thumbs. The service advisor gained a lot of time he can now spend with a customer, but he cannot send the inspection yet because the estimator is not done.

Lucas Underwood [00:25:17]:
Right?

Uwe Kleinschmidt [00:25:17]:
Yeah, so what? So that was one of my most, how do I say, interesting topics. And we do it now, this year, automated estimating.

Lucas Underwood [00:25:32]:
That's. That's really cool. I want automated estimates.

Uwe Kleinschmidt [00:25:39]:
And so I have to tell you within four weeks. Our first prototype is so promising. So we have like five built within shopware.

David Roman [00:25:49]:
Right. Screw TechMetric.

Uwe Kleinschmidt [00:25:50]:
No other way around.

David Roman [00:25:54]:
I don't like him anymore, by the way.

Uwe Kleinschmidt [00:25:57]:
I send emails to Velo but didn't even get a response. So that's another reason. Obviously it's not.

David Roman [00:26:03]:
We have people we can talk to. By we, I mean Lucas.

Uwe Kleinschmidt [00:26:12]:
What was really interesting. Right. So we, the first step is take a past estimate and then build our estimate based on the inspection results and then compare the two. Right. Where are we wrong? What's the wording difference and so on. Right. And where we have to train the AI still is don't propose useless jobs. So I'll give you an example.

Uwe Kleinschmidt [00:26:43]:
This shop always does, let's say 5,000 mile service, entire rotation. Right. And so since they do it every single, almost every single time we propose it.

Lucas Underwood [00:26:55]:
Right.

Uwe Kleinschmidt [00:26:55]:
We always look in the past of the service history.

Lucas Underwood [00:26:59]:
That's pretty cool.

Uwe Kleinschmidt [00:26:59]:
And if there's consistency in the behavior of the service advisor, always the same supplier, always the same brand, same parts margin for that particular part, we just apply the exact same thing.

Lucas Underwood [00:27:12]:
That's pretty cool.

Uwe Kleinschmidt [00:27:13]:
Nothing invented. Right? Because if you have consistency in your process, no reason to invent anything. Right? But the estimate we wanted to compare with didn't have the tire rotation. And I'm looking at it and thinking why? Oh, of course. Because three topics further down there's a tire replacement. So you don't need a tire rotation.

Lucas Underwood [00:27:36]:
Right.

Uwe Kleinschmidt [00:27:37]:
So we have to train the AI to find interdependencies and fix this. Right. But what I was going to talk about was there was a break job where we determined it's 550something bucks, whatever. Right. Whereas the reference had only 390. And I said, Tim, service advisor, I said, tim, what are we doing wrong? I cannot find any reason. And he said, give me a minute. Oh, yeah.

Uwe Kleinschmidt [00:28:12]:
The other service advisor applied the wrong labor rate. I had no idea that's even the case. So we will be so consistent, no matter the service advisor in applying margins, what's proposed, and so on.

Lucas Underwood [00:28:31]:
That's pretty cool.

Uwe Kleinschmidt [00:28:32]:
And I believe what's even as important is the estimate topic should also include the why. So pull in the inspection result topic. Right. So your estimate looks, you know, first job, why, second job, why. But don't send that. Don't think you don't need to send an inspection result. You still send the inspection result first.

David Roman [00:29:01]:
Sure. Oh, yeah, yeah, always.

Uwe Kleinschmidt [00:29:03]:
Because you have to explain why and so on. But the reinforcement of the why is specific to the topic, I think will also increase the approval rate.

Lucas Underwood [00:29:12]:
Yeah, I know. I definitely know that. Right. Because we saw a difference when we do that in our estimates.

David Roman [00:29:18]:
Right.

Lucas Underwood [00:29:18]:
Where it's very clearly explained and they can see it and it connect. Like, it connects back to it. I'll even.

David Roman [00:29:24]:
So when we built the entire, like, premise behind dvx, that was, that was why they. They built it the way they built it. Wonder why they're not returning.

Uwe Kleinschmidt [00:29:33]:
And that's why I'm saying that the CRM doesn't talk about the why.

David Roman [00:29:37]:
Yeah.

Uwe Kleinschmidt [00:29:39]:
And. And we as consumers. I don't know whether I used an example last time. Imagine you go to Amazon, look for a product, find the page, stare at the picture, and cannot decipher it. Not as blurry. You cannot decipher it. You don't know what it is. And as you're staring at it, your phone rings and the Amazon salesperson gives you a call, explains the picture and asking for the buy.

Uwe Kleinschmidt [00:30:12]:
If you had that buying experience, you would never use Amazon ever again.

Lucas Underwood [00:30:18]:
Yeah, for sure.

Uwe Kleinschmidt [00:30:18]:
Because it violates your autonomy to make a decision. Service advisors do that every single day. And typically the inspection results are unedited thumbnails. You get your phone, you tap on the thumbnail, it blows up, covering everything else. So you cannot read the findings. You cannot even read the topic. Luckily, if you're lucky, the topic might be at the top of the picture. Stare at it, and you have no clue what it shows.

Uwe Kleinschmidt [00:30:50]:
And 95% of the time, you do that for the second picture. And then you stop looking. You don't understand it. Now the burden, wasted energy. Now the burden is on the service advisor in the phone call to do all this, explain it that's wrong in my opinion. You shouldn't be burdened with that. It's sales pressure. Whether the service advisor wants or not.

Uwe Kleinschmidt [00:31:16]:
It is sales pressure. It doesn't empower the customer to think about it. Ask questions back. Sure. So they decline because they don't understand or they approve because out of fear.

David Roman [00:31:30]:
Yeah.

Uwe Kleinschmidt [00:31:32]:
And, and you have my car, so I have to talk to you.

Lucas Underwood [00:31:35]:
I've got to do something. Right.

Uwe Kleinschmidt [00:31:37]:
Right.

David Roman [00:31:38]:
So that was, that was always our, our reasoning behind. I don't call the customer. I've been doing this for five plus years. Right. We don't call the customer. I, we joined Shopware in like 2018 and hooking it up to auto text me. The idea was I should be able to take good enough pictures and put a good enough explanation within the pictures.

Uwe Kleinschmidt [00:32:05]:
Yes.

David Roman [00:32:06]:
That I shouldn't have to sell anything and I should just be able to sell. Send link explanation what we're sending. So my technician's inspecting your vehicle right now. We'll let you know our findings as soon as he's done. Then we send the inspection. Here's your inspection report. Open it up. Let us know if you have any questions.

Uwe Kleinschmidt [00:32:23]:
Yes.

David Roman [00:32:23]:
And then the next thing is we're now preparing an estimate for you based on our findings. And then the next thing is they get a link saying here's your estimate.

Uwe Kleinschmidt [00:32:31]:
Right.

David Roman [00:32:31]:
Let us know if you have any questions. Never making any phone calls. Right. We don't call the customer to follow up on that. We don't do any of that nonsense. The reasoning was always, I should be able to do this. The customer should be smart enough to go, if I can pay for it, I need to fix these red.

Uwe Kleinschmidt [00:32:48]:
Yes.

David Roman [00:32:48]:
And deal with the yellows or I want it all done or whatever. But, but, but the pushback has always been from the coaching companies. Not the great ones, but the, a lot of the coaching companies, a lot of these coaches, they look at me cross eyed and they're like, well, how are you going to be able to sell? Or how are you going to be able to, you know, you got to make contact with a customer. Yahoo over here calls the customer and I've always told them, I'm like, I don't know why I'm calling the customers. Like, well, we got to be able to explain this, that and the other. And in my mind that just never made any sense. I guess it was just a me thing. I don't want to be called, don't call me.

David Roman [00:33:24]:
Don't call me. I don't want to talk to You. I don't want to talk to anybody. If I do have a question, I'll text it, if anything. Why were you calling?

Lucas Underwood [00:33:35]:
Well, so I was calling because especially with some of my older clients, they had difficulty.

David Roman [00:33:39]:
Our old people is different. I'm talking like old people. They're all different.

Lucas Underwood [00:33:43]:
Yeah, but I mean, like, if we. I should probably clarify and say that we very much. Like, yes, we call clients, but we're training them to meet the client where they're at.

Uwe Kleinschmidt [00:33:56]:
Yes.

Lucas Underwood [00:33:57]:
We're not just calling. Like, if somebody says, hey, it's best to text me. We're not calling that person. We're texting them. But there's some people who respond better to the telephone call. There's some people that I'll send a DVI to and they'll never open it. I can even call them and say, hey, will you please open that link? I don't care. Just tell me what it needs and fix it.

David Roman [00:34:16]:
Right.

Lucas Underwood [00:34:16]:
Like, so it depends on the client.

David Roman [00:34:19]:
I don't care. Just let me know what it at that person. That person's not gonna be from my shop. Like, you don't value what we're doing?

Uwe Kleinschmidt [00:34:27]:
Like, no, I saw.

David Roman [00:34:28]:
I just spent almost like 45 minutes looking over your shitbox, and now, like, I have a full report for you.

Uwe Kleinschmidt [00:34:35]:
Right?

David Roman [00:34:35]:
And you're telling me you don't care? What the hell were we doing then? Like, I just wasted all this time and effort and by the way, shop time, which is costing me X amount of dollars per minute, and you just told me you don't care. Yeah, you can screw off, dude.

Uwe Kleinschmidt [00:34:48]:
That's just it.

Lucas Underwood [00:34:49]:
That's not even what they're saying. They're saying, I trust you. Do whatever you need to do.

Uwe Kleinschmidt [00:34:54]:
Key throwers.

David Roman [00:34:56]:
Yeah, the key throwers are fine. I have lots of key throws. The key throws, though. Open the inspection and then hit approve, approve, approve, approve, Sign send, Right? And then that's it. They wait for us to call them for the parts deposit. That's it. That's what I consider a key thrower.

Uwe Kleinschmidt [00:35:12]:
Yes.

David Roman [00:35:12]:
Not the I'm not going to open.

Uwe Kleinschmidt [00:35:13]:
The inspection, so there's a lot to unpack. Let's start with the I don't care. People of the first kind. Shopware unfortunately has no reports on any of the DVI KPIs. Right. So you don't even know how many Opendiro and how many you have sent. I don't know whether they've changed it in the meanwhile, but last time I checked, it's not. So it's really hard to get a good metric.

Uwe Kleinschmidt [00:35:42]:
Right.

David Roman [00:35:44]:
Well, they can see if they've opened the.

Uwe Kleinschmidt [00:35:46]:
Yeah, but that's in the moment. Yeah, you don't have. For last month, 60% opened.

Lucas Underwood [00:35:54]:
I think that's because it's integrated into the.

Uwe Kleinschmidt [00:35:57]:
You know what I'm saying? But TechMetric has that. So it's. And it's.

Lucas Underwood [00:36:00]:
Yeah, but it's. They've got it separated. The DVI is separate.

Uwe Kleinschmidt [00:36:04]:
Oh, you mean in order flow or.

Lucas Underwood [00:36:06]:
No, no, I'm saying TechMetric sends a separate DVI, whereas AutoFlow, when you send the DVI, you're sending the work order itself.

Uwe Kleinschmidt [00:36:15]:
No, it's the same thing. Shopwell manipulate that. You can switch it off or on.

David Roman [00:36:23]:
I don't think they've parsed that out.

Uwe Kleinschmidt [00:36:24]:
But what. So, for example, when we certify shops in their DVI process and it's a techmetric shop, I asked the first question is, what's your view by customer rate? 95% of the shops don't even know what I'm talking about. And it's not my accent. They never look at this KPI. And I said, guys, this is. This is your first test whether the management of expectations at drop off was successful.

David Roman [00:36:59]:
Yeah, for sure.

Uwe Kleinschmidt [00:37:00]:
Right.

David Roman [00:37:01]:
At least in autoflow, like, it's a big fat yellow. We know they haven't opened. That's a problem for us. And we let it go an hour. If they haven't opened an hour, we call and we're like, hey, did you not get the.

Uwe Kleinschmidt [00:37:12]:
Yes, we recommend 20 minutes, but. So here's how you counter that. Build a poster.

David Roman [00:37:20]:
Oh, yeah, we've talked about this before.

Uwe Kleinschmidt [00:37:21]:
Yeah. Build a poster, put it in the greeting room. Has three pictures on it. First picture shows literally the screenshot of the text message. So they don't think, oh, it's coming from a weird phone number. I better don't even touch it. Right, so check. Second picture shows what you see when you tap that link.

Uwe Kleinschmidt [00:37:46]:
Oh, now it gets interesting. Especially for new customers. I have never received something like this. And the third picture explains red, yellow, green. Right. Now they get excited. I get a. I want to make one that big.

Uwe Kleinschmidt [00:38:02]:
Yes, exactly.

David Roman [00:38:04]:
Right next to my front counter.

Lucas Underwood [00:38:06]:
You could just do it on the front counter. Make the whole front counter.

David Roman [00:38:10]:
Make that my front counter.

Uwe Kleinschmidt [00:38:12]:
Make it on. Put it on the wall.

David Roman [00:38:14]:
Actually, I'm going to make that the service advisor. And then just a little box. Throwing keys in here.

Lucas Underwood [00:38:18]:
Yeah, exactly. Here's what to expect is what to expect.

David Roman [00:38:23]:
Yeah, sorry, keep going.

Uwe Kleinschmidt [00:38:24]:
No, so that's the first step you have to do and then instead of the customer determining how to manage you, you manage the customer. And it sticks. Because if you just say that and you say 10 more things during drop off, they'll forget. They forget. But if they see it, that impact.

David Roman [00:38:44]:
Sure.

Uwe Kleinschmidt [00:38:45]:
So we say pictures work for dvi, so let's have them work also for the process and for managing expectations. Right. So that's the first thing. And you have to measure, if you can, the opening rate, the viewed by customer rate, as TechMetric calls it. And ideally an autoflow has that two how long they are in the, in the inspection. They call it consuming time or something like that.

Lucas Underwood [00:39:13]:
I can't remember what they call it, but they've got fantastic analytics on their.

David Roman [00:39:17]:
D on the back end.

Lucas Underwood [00:39:18]:
Yeah. I mean really good.

Uwe Kleinschmidt [00:39:19]:
And that will tell you how good your pictures are.

Lucas Underwood [00:39:24]:
Yeah.

Uwe Kleinschmidt [00:39:25]:
Because if that time is a minute or two, your pictures suck. If that time is six and more, you're doing a great job. And then they will ask questions in a phone call. Talking about texting. We have a customer who is not calling customers either. A client who is not calling customers either. I said, so how do you do it? Texting? I said, can you? Because we have a software which measures recommendation rate and decline rate per job.

David Roman [00:39:57]:
Okay.

Uwe Kleinschmidt [00:39:58]:
I said, your filter, your filter decline rate is way too high. 80% not good. Can you send me a few text messages you normally send? How do you educate your customer? And he did. And I said, how about those? And so we started collaborating because it's always a compromise between short but educating.

Lucas Underwood [00:40:26]:
Yeah.

Uwe Kleinschmidt [00:40:26]:
Right. So where is that healthy balance? Yeah, balance. Right. And we decrease the decline rate by 20%.

David Roman [00:40:37]:
Nice.

Uwe Kleinschmidt [00:40:38]:
Right. So there is a way of doing it with text, but for me it's all about shops have a hard time putting themselves relentlessly their customers shoes. Sure. It's always shop process is more important than how customers look at them. Yeah, Right. And it's so easy to do. Right. But, and, and so efficiency.

Uwe Kleinschmidt [00:41:06]:
Right. What I said earlier, I'm going to venture out and say having a receptionist which is doing nothing else, then the pickup will pay off. Okay. Because you're putting the yellow in your customer's head.

Lucas Underwood [00:41:33]:
Yeah. Just trained on that process.

Uwe Kleinschmidt [00:41:37]:
That is the most important thing. The moment the yellow sticks in the customer's head, making the next appointment without making them to commit to pay. Which is what the CRM reminded us.

Lucas Underwood [00:41:49]:
Yeah, yeah.

Uwe Kleinschmidt [00:41:50]:
We'll bring them back in. And so what's the script?

David Roman [00:41:52]:
Then they come in and they're like, hey, let's set you up for an appointment. So we recheck the yellow.

Uwe Kleinschmidt [00:41:58]:
Yes. Re. Inspect the car to see whether the yellow has become red or not. And if we find other things, we will.

David Roman [00:42:09]:
We'll let you know.

Uwe Kleinschmidt [00:42:10]:
Yeah, we'll let you know on the inspection.

David Roman [00:42:13]:
So what's the best time frame then?

Uwe Kleinschmidt [00:42:16]:
That is up to you. Okay, Right. That is up to you. So you have to find. My personal opinion is five months, but yeah.

David Roman [00:42:28]:
Yeah, it depends on the car too. And how many miles they drive it and stuff like that.

Uwe Kleinschmidt [00:42:32]:
Correct.

David Roman [00:42:34]:
That's an interesting approach. A lot of shops push the, hey, I'm going to schedule you. I'm going to put you on the schedule.

Uwe Kleinschmidt [00:42:41]:
I know.

David Roman [00:42:43]:
And I got like, I tried that one time. The customer flipped out on me.

Uwe Kleinschmidt [00:42:47]:
I know. Exit scheduling super hard.

David Roman [00:42:51]:
And I got. I had such a traumatizing experience on that one customer. I'm like, nope, never doing that again.

Uwe Kleinschmidt [00:42:56]:
But because I think it's. Because no matter how you phrase it, it is authority pushing on to the customer.

David Roman [00:43:03]:
Yeah, yeah.

Uwe Kleinschmidt [00:43:04]:
Whereas if you make an offer, we do a complimentary inspection and let you know what has changed. How can you refuse this offer if you care about your car?

David Roman [00:43:16]:
Yeah.

Uwe Kleinschmidt [00:43:17]:
You can't.

Lucas Underwood [00:43:18]:
Yeah, yeah.

Uwe Kleinschmidt [00:43:20]:
And the money is not even a topic. Right.

David Roman [00:43:23]:
Yeah.

Uwe Kleinschmidt [00:43:23]:
And it's not in your mind. It will happen when they see the next inspection result. Right. So I believe that's going to change the retention.

Lucas Underwood [00:43:33]:
I can see it.

Uwe Kleinschmidt [00:43:34]:
KPIs.

Lucas Underwood [00:43:37]:
You gonna use it as soon as.

David Roman [00:43:39]:
It comes out for Shopware.

Lucas Underwood [00:43:43]:
Can't believe he put us last.

Uwe Kleinschmidt [00:43:47]:
I didn't.

Lucas Underwood [00:43:48]:
He did.

Uwe Kleinschmidt [00:43:49]:
You're not just last, you're not first.

Lucas Underwood [00:43:51]:
How is that if you're not first, you're last? Come on now.

David Roman [00:43:56]:
I will say that that Sunil, at least, at least when he was running the company was like hyper focused on data analytics and grabbing as much information as he. He knew. That's like, this is where the money is. This is what's going to drive the industry forward or at least drive the company forward. Like this is all that matters. Where. I think Shopware took a slightly different approach. It was a customer experience, like user interface was more important, like ease of use.

David Roman [00:44:27]:
Yeah.

Uwe Kleinschmidt [00:44:27]:
I don't know whether I can share that publicly, but you can edit it out afterwards. I had a conversation with Carolyn. It was probably three months before she left. And shopware, in our estimate, the shopware David dbi, to be precise, in our estimate, was the weakest of all the DBIs, embedded or not, because of the lack of the Data, the reporting and the lack of editing pictures and stuff like that. Right. And so I approach her and she even got me together with their product manager and their designer for the next DVI tool. I spent an hour with them and I asked one question. I said, how often have you been in a shop? And they said, we don't go to shops.

Uwe Kleinschmidt [00:45:25]:
And so I stopped this whole engagement.

Lucas Underwood [00:45:28]:
Well, I know that Andrew specifically spent a lot of time in shops.

Uwe Kleinschmidt [00:45:32]:
No, I'm just saying in this particular case. Right. Then I approached Carolyn again and she said, you just want us to implement autovitals. I said, no, you are lost in the implementation of those features. Just steal the best stuff and implement it and move on.

Lucas Underwood [00:45:53]:
Yeah.

Uwe Kleinschmidt [00:45:53]:
There's no reason to reinvent the wheel. Yeah, right, yeah. And that was the last conversation.

David Roman [00:46:00]:
That's why they have a little place in my heart. They're stubborn and they're like, no, I'm going to reinvent this wheel.

Uwe Kleinschmidt [00:46:05]:
Right.

David Roman [00:46:06]:
Keep. Button my head up against the wall. We'll make this happen regardless.

Lucas Underwood [00:46:11]:
Does that seem familiar to you or something?

David Roman [00:46:13]:
Yes. I know exactly how that feels like.

Lucas Underwood [00:46:18]:
Yeah. And you know what's aggravating is from the outside in, like the rest of us, you just drag the rest of us down with you, you know. So it's part of the cost of being your friend, David.

Uwe Kleinschmidt [00:46:29]:
No, no. So the overall trend, in my opinion, is not just in the dvi. The more you empower your customer so they feel they make the decision, the better for you.

Lucas Underwood [00:46:45]:
Yeah.

David Roman [00:46:45]:
Are you seeing at all any. You're 100% correct. And I believe that to my absolute core. I think Gen X and down, that's how they are. They want that independence. I want to make the decision myself. I don't want to be sold to. I don't want to be pushy.

David Roman [00:47:05]:
You get into the millennials and even like early millennials or younger millennials and there. I don't want a phone call. I want everything text, I want everything app based. I want everything like click, click, click, click. But now we have Gen Z. They're getting into their 20s now. Are you seeing a change at all in the shift, at least mindset of that particular generation?

Uwe Kleinschmidt [00:47:29]:
We don't have statistically relevant data because we don't know the age. We can just interview shops. Right. I just have this.

David Roman [00:47:42]:
Who we were just talking to that was saying that it was. We just, we were just yesterday, maybe, maybe it was Friday. They were saying that these. It was Gen Alpha are now seeking that connection, personal connection. Right.

Uwe Kleinschmidt [00:47:56]:
We come back what's that? We come back to the full circle.

David Roman [00:48:01]:
Yeah, yeah, yeah. That's what they were. Was it yesterday they were saying that. No, I believe that Gen Alpha's wanting that personal one on one connection with that person because they've. They grew up during COVID where everything was. They were sitting in every computer.

Uwe Kleinschmidt [00:48:17]:
Zoom.

Lucas Underwood [00:48:18]:
Digital.

Uwe Kleinschmidt [00:48:18]:
Right. Everything was zoom.

David Roman [00:48:19]:
And now they're like, I don't want. I don't want anything zoom or text or I want to go talk to somebody but freak me out.

Uwe Kleinschmidt [00:48:26]:
But I think this is. I think it's more like what information is transported the best way. Right. It's not. I wouldn't. So if I give you an example, I had a discussion with. Yes. With a vendor of videos in this space.

Uwe Kleinschmidt [00:48:49]:
Right. In the dealership space. And of course, they swear by video. And I said, look, videos are awful, by the way.

David Roman [00:49:00]:
I hate the videos.

Uwe Kleinschmidt [00:49:02]:
No, there is a point to videos. Let me talk about that. So the first thing is how every time you look at the video and see the play button, you make a quick decision whether you can invest that time to watch that video.

Lucas Underwood [00:49:18]:
Right.

Uwe Kleinschmidt [00:49:21]:
If you have a picture of a dirty filter next to a clean filter, how long does it take to get that information in your brain? Half a second.

Lucas Underwood [00:49:30]:
Yeah.

Uwe Kleinschmidt [00:49:31]:
That's faster than pressing the play button.

Lucas Underwood [00:49:33]:
Yeah, yeah.

Uwe Kleinschmidt [00:49:34]:
So from that perspective, we say if you can do it in pictures, customers understand that immediately, especially if it's compare and contrast. Because our brain is so good to see patterns. Right. So good.

Lucas Underwood [00:49:52]:
I think video is far more effective. Okay, we're gonna start doing like, that dude from the dealership. Did you just, like, show a second of the car and say, like, you really need those tires?

David Roman [00:50:01]:
So apparently. So apparently they. They end up. They end up taking the video of the car and, like, you know, really fast, and they're like, hey, you need all this stuff? And then they're like. At the end of the video, they're like, hey, I just want to tell you that I really appreciate the opportunity to work on your car. Here's a picture of my family. Thanks to you, I'm able to feed my family. Here's my kid.

David Roman [00:50:19]:
He's got one bad leg. Oh, are you being summoned away?

Uwe Kleinschmidt [00:50:25]:
I have a class at 1.

David Roman [00:50:26]:
Oh, yeah. So they're doing this whole dog and pony show at the end. Not really to sell any work, but to make the customer feel bad.

Uwe Kleinschmidt [00:50:35]:
I know.

Lucas Underwood [00:50:36]:
So.

Uwe Kleinschmidt [00:50:37]:
So I looked at plenty of videos. Here's the problem. Apart from the fact that you invest time, let's assume that's okay for a moment. Tax or service advisors, for that matter, are not professional videographers.

Lucas Underwood [00:50:56]:
Yeah.

Uwe Kleinschmidt [00:50:56]:
You know how those videos look. You get shaky.

David Roman [00:50:59]:
Yeah.

Uwe Kleinschmidt [00:51:00]:
You get dizzy watching them.

Lucas Underwood [00:51:02]:
They are TikTok pros, dude. I mean, TikTok, these guys are always on tick tock.

Uwe Kleinschmidt [00:51:07]:
So the only way to do this right, in my opinion, is you have an inspector. No. Tech.

Lucas Underwood [00:51:15]:
Yeah.

Uwe Kleinschmidt [00:51:16]:
No service advisor. Somebody who does nothing else than doing the inspections and do the.

Lucas Underwood [00:51:22]:
Consider that.

Uwe Kleinschmidt [00:51:23]:
And doing the presentation. Then you can train those people how to become a videographer. Right.

David Roman [00:51:28]:
Yeah.

Lucas Underwood [00:51:28]:
Yeah.

Uwe Kleinschmidt [00:51:28]:
The other thing, I believe. And we considered implementing it, but it's so much work, and I'm not still sure. It's just an idea I have and. No. Anyway, imagine you take a video around the car on the hoist, wheels off so you can show the shocks or struts. And then embedded in the video is another video. Have you seen those? Monroe, for example, does a great job showing good shocks versus bad shock chalks on a bouncy road.

Lucas Underwood [00:52:06]:
Yeah.

Uwe Kleinschmidt [00:52:07]:
Embed that video when you're talking about shocks and struts.

Lucas Underwood [00:52:12]:
Yeah.

Uwe Kleinschmidt [00:52:12]:
10 seconds.

Lucas Underwood [00:52:13]:
Yeah.

Uwe Kleinschmidt [00:52:14]:
Super clear what the difference between good and bad is.

David Roman [00:52:17]:
Yeah. Yeah.

Uwe Kleinschmidt [00:52:18]:
Then. Then the video is amazing.

David Roman [00:52:21]:
Yeah.

Uwe Kleinschmidt [00:52:21]:
Because you cannot take pictures to do that. Right.

David Roman [00:52:24]:
Yeah.

Lucas Underwood [00:52:24]:
Right.

Uwe Kleinschmidt [00:52:24]:
By the way, if you talk to the guys in Houston, you know Adam's Automotive, they're swear by videos.

Lucas Underwood [00:52:31]:
Yeah.

David Roman [00:52:33]:
Let's not even get into all that whole mess there. That'll take it down a rabbit hole.

Uwe Kleinschmidt [00:52:39]:
Actually, I was.

David Roman [00:52:40]:
We won't be so diplomatic.

Uwe Kleinschmidt [00:52:42]:
We're gonna have another political discussion today.

Lucas Underwood [00:52:46]:
Like, hey, we'll save that for the next one.

Uwe Kleinschmidt [00:52:49]:
Okay.

David Roman [00:52:50]:
Thank you for being.

Uwe Kleinschmidt [00:52:52]:
I would love to get your. Actually, I'm surprised that nobody's talking about Charlie Kirk in here.

Lucas Underwood [00:52:58]:
Right, Right. Oh, don't get him started. You won't get to lunch and you won't get to your class.

David Roman [00:53:04]:
My wife was super sad about that. Like, she. She did not get over that for, like.

Uwe Kleinschmidt [00:53:08]:
No.

David Roman [00:53:08]:
It is three or four days. Like, she was like. She's like, I can't. She couldn't get the image out of her head. And I. I was watching it and, like, the. Like, they were, like, reviewing and backing it. Some people are like, oh, that's AI.

David Roman [00:53:25]:
And then there was another angle.

Lucas Underwood [00:53:26]:
It's like, that's not.

David Roman [00:53:27]:
Like, that's not AI, dude. And then as soon as I saw that. That it wasn't A.I. it's like this. This. This guy's gone. There's no way that you survived that. There's no way you survived that.

Lucas Underwood [00:53:37]:
Yeah.

David Roman [00:53:38]:
My wife was like, but.

Uwe Kleinschmidt [00:53:39]:
But have you ever seen any of his videos when he's on campus?

David Roman [00:53:42]:
Oh, yeah, yeah, yeah. Tens of thousands of them. He's all over them. Yeah.

Uwe Kleinschmidt [00:53:48]:
Who does that today? Putting himself out and is just based on discussion. Right. And not on judgment.

David Roman [00:53:58]:
Right. Yeah.

Uwe Kleinschmidt [00:53:59]:
Amazing. I mean, I'm.

Lucas Underwood [00:54:01]:
Yeah, yeah. For sure.

David Roman [00:54:03]:
They're going to keep them going. Apparently.

Uwe Kleinschmidt [00:54:04]:
Yes.

David Roman [00:54:05]:
Which is the right thing.

Uwe Kleinschmidt [00:54:07]:
They had 9,000 chapters, and after his death, they got 37,000 requests to become a chapter. And they are including now high schools, too.

Lucas Underwood [00:54:20]:
That's crazy.

Uwe Kleinschmidt [00:54:21]:
Anyway, thanks, guys, everyone.

Lucas Underwood [00:54:24]:
Yes, sir. Thank you for being here. Go teach your class now. Make sure you get some lunch.

David Roman [00:54:28]:
Yes, thank you.

Uwe Kleinschmidt [00:54:29]:
Yes, sir.