You Oughta Know June 22, 2021
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00:00Hello, everyone, and thank you, and welcome to the first installment of You Ought to Know.
00:11Shout out to Larry for that great playlist. I wanted Alanis Morissette, but you clearly,
00:17you know, got it, got it a lot better than what I would have done. So today is our first
00:22installment of You Ought to Know, and we're going to talk all about co-op. We're going to have Eric
00:27Klipski on to learn about his success with co-op. Eric is currently our number two person in the
00:34company right now for new business development, and he's really done it with a lot of co-op. He's
00:39done successful programs with Aaron's, Gravely, and Working Gear. So he's going to talk a little
00:44bit about his tips and, you know, success that he's had and ways that he's approached the co-op
00:50category. We're also going to hear from Tim Jorgensen, who's going to talk to us about how
00:54to get co-op approved for your auto dealers for digital. Ashley Grimm's going to have a little
01:00bit of an update in between all of this, and then, you know, Larry's going to be moderating,
01:05so make sure that you ask any and all questions that you have for this group. Next up will be
01:11how to get your email open. That'll be in the next certain installment of You Ought to Know. So
01:16without further ado, I will turn it over to your host, Larry Chase.
01:20Well, thank you, Tina. And I even unmuted myself. So there will be a fine for all participants today
01:29who have to be told to unmute themselves. So I've escaped that. As Tina mentioned, welcome to our
01:35very first You Ought to Know session. The goal of our time together today, and each time we do this,
01:40is to learn what some of our Beasley colleagues know that maybe we don't know. Tips, tricks, tactics,
01:47and strategies. So like other Zoom calls, there'll be no PowerPoints, spreadsheets, or videos, just
01:55in-depth conversation and old-fashioned brain picking. So there'll be no decks to share after
02:01each meeting, but this session will be recorded and posted later this week on Beasley Academy.
02:06And as Tina said, today we're going to talk about co-op. We'll be talking retail co-op with Eric
02:10Lipsky from Boston and auto co-op with Tim Jorgensen, Beasley Media Group's new National
02:17Automotive Digital Director. We'll also be spending a few times with Ashley Grimm with some things she
02:24knows that you ought to know. But before we get started, I'd like to bring Jessica Police into
02:30the conversation. Jessica, if you would join us. There you are. Jessica will be my co-interrogator
02:41today. And Tina pointed out before this meeting that that was a good choice of words, interrogator,
02:46because of course Jessica's last name is Police. She's going to be asking some tough questions of
02:51Eric and Tim to help understand what drives their success, so that all of us on in the session today
02:59can take that and perhaps apply to our own business. Jessica has been with our Detroit
03:04station since September of 2018. Prior to joining us, she spent time at iHeart and Gas Station TV.
03:11Welcome, Jessica. Thank you. And if any of you in the session today have any questions for any of
03:17our guests, please enter them into the Q&A box, not the chat box, but the Q&A box, and we'll try to
03:22get to as many as possible. So now let's meet Eric Lipsky. Welcome, Eric.
03:29Thank you, Larry. Thank you for having me. Hi, everybody.
03:35So, Eric, why don't we start? So let's start with some credentials here. I did the math
03:42beforehand, and you've been with Beasley, what, three and a half years?
03:48Three and a half years. Three and a half amazing years, Larry.
03:52Yeah, I have no doubt every minute was amazing. But here's what I think the real amazing thing,
03:57and you may not give yourself enough credit for. But during that time, it looks like you booked
04:02about $5 million in co-op business. Is that, would you say that's fair?
04:08Yes. Yeah, we were going back at a 10-year, my career. My career, I don't know, the numbers,
04:14they all add up. I can't really keep track anymore, Larry. But it's a good amount. And the best part is
04:21that the whole crux of co-op is that half of it was paid by the manufacturer at the least.
04:26Yeah. And it appears that, like this year, it appears that you have about 10
04:31co-op-related accounts on the air so far this year?
04:35Yep. Exactly. Yeah. Between retailers, distributors, and the manufacturer. Yeah,
04:40the whole three-tier.
04:41And how does that relate to previous years?
04:45It's on average. There's times where in a really good year, without the inventory constraints that
04:52retailers are facing right now, it can get up to be about 20 different clients that are all
04:56utilizing co-op. Non-auto as well. Non-auto and non-liquor, which were kind of like the originating
05:03co-op clients in our industry, I feel like. So non-auto and non-alcohol in those segments
05:11could be as many as 20 clients throughout the year that are using co-op.
05:15Yeah. So you've been selling for about 10 years. You were with, I think, CBS before
05:19joining Beasley. When did you decide that co-op was going to be your specialty? What led to that
05:29decision? And how'd you get started at that? Yeah, we were trained pretty heavily on it when
05:36when I first started. My manager, who I still work for, Carrie Tulare in Boston, and another manager
05:43that was at CBS were big advocates of it. Certainly, it's the fact that it's free money for a dealer or
05:50retailer. It's just really getting them to embrace it and to go through the process. So initially,
05:56the thought is to go after auto. And that was a little overwhelming for me at the time,
06:01just a little daunting. And so I went the route of going to a motorcycle dealer on the outskirts
06:07of our market and kind of learned and cut my teeth on that for the first six months or so,
06:13understanding how co-op was administered. And it just seemed to be not easy money, but just like the
06:18path of least resistance, because it's obviously where they just have to embrace the idea of going
06:23through the process of being reimbursed. And then from that point on, it's something that has been a part
06:28of every year of business that I've been able to achieve.
06:33So just as a preset to what Tim is going to talk about later, you had told me about why you stopped
06:40calling on the auto dealers for co-op. And tell me a little bit about that experience that you had,
06:47because I think a lot of the people on our session today can relate to this.
06:51Yes, you specifically told me not to say what I said, which I'm going to say anyways,
06:54is that auto business is soul crushing. And that going into auto dealers is not for everyone.
07:02But neither is this job. So like, obviously, you have to have thick skin, it's not for the faint part.
07:07But auto specifically, there's some dealers that are lovely people, and that I still talk to to this
07:14day, and some that are very mean to me. And I resent that. No, I think that the, at the time,
07:22and it still is, it's like, it's just like a hard vertical to crack. And like, once you like,
07:26there's some great sellers on our floor that have an incredible book of auto business. And that's,
07:31that's crucial for our whole overarching business. But then in the beginning, that's just like,
07:36kind of like the first place everyone goes, I think, is just you kind of start in that auto
07:41business, auto and radio goes hand in hand. I wasn't having the greatest luck with it.
07:45But at least gave me the understanding of how half of it was paid for by the manufacturer.
07:52And then there's the whole idea of like scaling it across these industries that are not auto that
07:57where people are not going to, you know, not the commonplace that you may start a power equipment
08:02dealer, or a paint retailer. And that's really what helped me. So yes, not not for everyone,
08:08you know, motorcycles is kind of where I landed initially. And then and then it all went from
08:11there. I'm sorry, Larry, I had to say it. I figured if I told you not to, you would. And I'm
08:18glad you brought that up. Jesse, do you call you call on some car dealers?
08:21I have a couple, but I find them also to be very difficult. So I tend to stray away from the
08:28the other the two that I have good relationships with. So I'm curious, Eric, what made you go
08:35motorcycle? How did you know to find the dollars there?
08:38No, it's a great question. It was a lead that Carrie, so my manager still, she gave me a lead,
08:44they were on a competitor of ours. And it was like an old school approach. We had a bigger
08:50listenership, we had, you know, obviously, all the qualitative, all the stuff that you kind of start
08:54with in the initial first years, and still, you know, what we embrace, it made a compelling sale
09:00for them to switch the business over from the competitor to us. And then just like with a ton of
09:05persistence, like the that rep wasn't going there often, it was on the outskirts was like 40,
09:1045 minutes away from where both our offices were. And I was going there quite a bit, became very close
09:16with him. And then we were able to work with the dealership, they owned a car dealership as well. So
09:21it actually dovetailed nicely. But it was it was one of the things like I don't, I'm not, I'm sure
09:26you can tell I don't ride motorcycles just by my appearance. But I there, that's like an uncovered
09:32vertical, you know, certainly, there wasn't a ton of them on the radio, there's one or two big
09:36dealerships that were on. So that was one that wasn't on. And then the manufacturers,
09:42there was one manufacturer that was a challenger brand Indian motorcycles that was coming into the
09:47market, and they hadn't been in New England before. And so that helped a lot, because they
09:52were able to offer disproportionate amounts of co-op, and certainly were more amenable to to
09:57working outside the typical confines of co-op. Now, did you find that Indian motorcycles would
10:03do co-op? Or did your client tell you that? Say the one more time, did I find? Did you find out
10:10that Indian was going to provide some cash? Or was it the your client that said, hey, they're going to
10:15pay for half of this? They, he asked me to do the legwork because they were new. That's a great
10:22question. So that was, that was helpful to me, because it, like, I really didn't know anything,
10:26right? Like, I couldn't make a mistake, because I, they were new to the market, he didn't even want
10:30to go bother and talking to the regional manager. So I had to, he gave me the information, the regional
10:34manager, who set me up with their co-op department, and then kind of in concert between him and the
10:39dealership that we understand what they needed to do to make sure they were reimbursed at 75% co-op.
10:45And then it helped understand what events they wanted to pull off, who their ideal customer was. So it
10:51was like, really that, like, I hold the hope is like, let's find a need. And just, and just, you
10:56know, you know, fixated on that, that pain point. And that helped, because that's where most of the
11:01co-op dollars came from for that year was from Indian, and they had a little bit of BMW motorcycles.
11:06So was that was that was that motorcycle deal? Was that your first, first co-op account?
11:11Yeah, the the, the one that I've talked about before, on these calls is, is an Aaron's dealership,
11:18Aaron Snowblowers, and Gravely Lawnmowers that everyone in the Boston market is rolling their
11:23eyes listening to hearing the story again. But I would obviously, that's kind of like how
11:28we've got to this point now. But Indian, the Indian and BMW motorcycle account at Wagner
11:35Motorsports in Worcester, Massachusetts was my first one. And then shortly thereafter worked
11:40with a power equipment dealer, not too far from them. And that was a little bit more robust, because
11:47the seasonality, there was a lot more to underwrite the whole year to work with all the different types
11:53of power equipment that they were selling. And it led me to a distributor that has the exclusive
12:00rights to sell Aaron's and Gravely snowblowers and lawnmowers across the Northeast, which is where a lot
12:06of the co-op dollars have kind of come from and been referred throughout the region with a lot of
12:11the campaigns that I've done. So before I ask my next question, just want to remind everybody who's
12:15joined us today, if you have questions, please enter them into the Q&A box at the bottom of your
12:20screen, and we'll ask, get answers from Eric. So Eric, when you started finding success in co-op,
12:28were you targeting your account because they had co-op? Or were you targeting them and finding out that
12:34they had co-op after the fact? So once I got a couple under my belt, it seemed like the no-brainer
12:41to focus on, especially with any verticals or any challenger brands, any brands that are coming in
12:46like an Indian motorcycle that's trying to compete with Harley. So I would actively pursue those
12:53verticals and those retailers, and still to this day, go in to retailers to try to get to the regional
12:59people that would influence the dollars and have maybe the appetite to scale a regional campaign
13:04across the dealer network. So I still do. It's almost half of my business probably would be co-op
13:10and made up of it. It's just really getting through the exercise of being willing to work with that
13:16dealer or work with the regional person so that it's turnkey for them and that they feel as though
13:20they have the bandwidth to pull it off. But it's important. Right now, it is challenging,
13:25I will say with inventory. Since you're talking about pull through of inventory and really what
13:31you're looking to help increase the velocity of that, it's a challenge given how much of an impact
13:35COVID's had on supply chain and logistics. So it's worth starting now. If you haven't embraced it
13:41before, it's worth starting to cultivate those contacts now because by the time you start to get
13:47familiar with those people and understand where they're looking to grow or where they're able to
13:53utilize some of their marketing dollars, hopefully some of the logistics and the issues with supply
13:57chain will be worked up by the fall or by early next year. But right now, there's been a little
14:01pushback when it comes to co-op because people are pretty pissed about inventory. There's just not
14:07enough of it really to justify advertising in certain verticals. So do you find that,
14:14like, so you target because you feel there may be some co-op dollars there. Do you use any resources
14:23like the RAB co-op guide or the Futuri co-op guide to help with this? Or do you just assume that if
14:28it's a retailer, they have co-op? No, I used to use RAB a lot. And I really, I even talked about this
14:36in a previous conversation. I need to use it more. And I think that they have there, it's a great database,
14:42it's a free database. So you, we should be using it all the time. At least you just get like
14:45inspiration or just to maybe get comfortable with the vertical before you go in and talk to a
14:49retailer. And then with Futuri, I use Futuri quite a bit, especially when it comes to the initial
14:54conversation, just to show the reference point of what information we're finding and what research
14:59we're paying for to get. And this might educate the retailer that might not see that from the
15:03manufacturer, or of course, how much of an impact we can use our platforms and the qualitative,
15:09like I think Futuri is a great resource, but ultimately going into a retailer and trying
15:16to pull them aside to, you know, make them obviously disarm them. You're not trying to
15:19sell them anything like the typical spiel, but just to understand better as to what are some
15:24of the products, the brands that are moving for them and where they are able to exploit some
15:30of the co-op opportunities. Some co-op is a hundred percent co-op and they don't either know
15:34that or they don't have the time to, to, um, to use it. So it's a matter of, uh, of really honing
15:40in on the, where the areas are and the resources that they use, they can use to deploy a campaign.
15:46So Eric, you said something that I kind of want to backtrack a little bit about because, um,
15:51I know that so many, what you're saying is fantastic, but like, like right to the very beginning,
15:56you walk into that retailer, you, you meet with the regional manager or the district manager or
16:03whomever's at that actual store. Pretend I'm that person and tell me your spiel.
16:11Great. Yeah. It's a great question. Jessica, I didn't know I was role-playing today, Jessica. So now
16:15I'm, well, you never know what you're going to get on these, right?
16:19Jeez. Um, well, a good, a good anecdote. And I was, I was at an event. I mentioned a couple,
16:25um, sellers yesterday. I was at an event, a grand opening of an ACE hardware and it's a
16:29independent ACE hardware that's owned by a family in this, uh, in this area. They own 40 locations
16:35across the Northeast. Um, they're a big, big prospect. They used to be a big advertiser
16:39with one of our competitors. And, uh, so we did a grand opening with them. We promoted it in advance
16:44and the Weber grills regional sales manager was there. And so was the Scott's lawn care,
16:50regional sales manager and the Ben Moore, like all the guys, like all these people that are
16:54tasked with selling their products through this store, obviously were there and met with the
16:59owners and they had a 10 by 10 setup and all that. So I basically said that, uh, first and foremost,
17:05right now you have to like, you have to certainly address the fact of inventory because if you go to
17:10them and say, Hey, let's do some advertising, you know, you, they look, you know, it looks like
17:14you have 10 heads. So you would say, given the situation going on with inventory, I'm obviously
17:17aware of inventory, but when things start to, um, you know, stabilize, uh, we've put together,
17:24obviously to explain who you are, you're from Beasley media group, you have, um, you know,
17:28multimedia platforms, digital radio events. Um, so we specialize in the ability to leverage co-op
17:34across the region with your key retailers, certainly those that are going under utilized
17:39because so many dealers or retailers just don't use their co-op at all. They don't have time for it.
17:43So we specialize in utilizing co-op to deploy a campaign so that, that your retailer and your
17:48brand is top of mind across the platforms that we own and operated on, you know, et cetera, et cetera.
17:53So ideally you have a little bit of background as to the product, the products that are going to be
17:58there, the regional managers. So, you know, a little bit about what they care about their
18:01seasonality, obviously Scott's or Scott's is a new product coming out or they have a new endorser.
18:07You know, we, we do a lot with endorsers or utilizing an athlete or utilizing, um, you know,
18:11kind of like a household name. You can talk about that. Like they don't even think that that's
18:14possible that, you know, corporate's going to do that. But in reality, you can do that. You can
18:19curate it all. And you can even make reference to examples that we're doing right now. And, uh,
18:24and then it usually, they embrace it and they warm up to that idea. As long as you say you've done it
18:30in the past and you can reference some current or previous campaigns, even if your peers did, or,
18:34you know, if you're in a different market, Boston has done this. And so why can't we do this in Tampa?
18:39So, so Aaron, uh, Aaron Cohen asked a question in the, in the Q and a box at the bottom of the
18:46screen, if he's starting out with, with trying to sell co-op and sort of emulate the success that
18:53you've had is he wants to, is it better to start at the retailer level first, or should you try and
19:00get directly to a distributor or a regional, a regional manager? That's a great question. There's
19:07really no wrong answer. It depends on there's whether you're, you're looking at HVAC that
19:12doesn't really have a lot of the retailer components. There's, there's certainly a pro
19:16component, um, on plumbing supply houses. You could go there and you could physically walk in
19:21explaining you're not trying to sell them anything and that you're looking to reach the, you know,
19:25the carrier regional sales manager and go that path. Um, and usually if you say Tom from Republic
19:31a plumbing supply told me to call you or email and have that or copy Tom, they're certainly more
19:37likely to respond because Tom sells their stuff. Um, you could go to the retailer and you could
19:43start on a smaller level and just work with the retailer and utilizing a co-op campaign. Like I
19:48still have a handful of retailers and dealers that buy advertising just for our stuff. Um, so you could
19:54do just the dealer level and it could be a $10,000 campaign and it's $5,000 in co-op that was going to
20:01go unused. If you didn't come with them, come to them with an idea. Um, so it, there's really no
20:06wrong answer, but if there's no brick and mortar component, um, and you need to go the route of,
20:11uh, going to, you know, a non dealer, right. There's no dealer that doesn't exist with no, um,
20:17dealer network. Then you, you should certainly go after like a field marketing manager is a title
20:21that comes up a lot or a regional sales manager of that product. And you can find that on LinkedIn
20:25with any typical, how you would landscape an account, you find their email handle and obviously
20:30back into it that way. So, so speaking of the landscaping, the account is, uh, um, the DOS
20:37in, in Boston, Brian Schneecloth says you never go in, you never have just a drop in, you never go in
20:43unprepared. You're super prepared. So what, so when you go in to a retailer for the first time,
20:51that you've targeted because they may have co-op, how do you prepare for that? What,
20:55what steps do you take? Cause Brian says you never just drop in empty handed.
21:01Yeah, well, that's a good point. And I, I don't talk about this a lot and I think it's just cause
21:05it's kind of one-on-one, but we overlook it or we take things for granted, especially with
21:09how easy it is to just go online, look up, um, you know, there's, there's two methods that I've
21:14talked about in the past before is that there's every state has, um, a corporate database.
21:19So you could go on to the corporate database and search the name of the business that you're
21:24looking for. So if it's Rocky's ACE hardware, which is where we were on Saturday, you can find
21:28out that the owner's name is Rocco Falcone and you can Google Rocco Falcone and find a picture of him.
21:36And then hopefully you can talk to him who is the most important person in the store and has all the
21:40contacts of all the, all the manufacturer representatives. Um, instead of going to, you know,
21:46Al who's in tools and he is, uh, he and I are not vibing cause I don't drive, I don't ride
21:52motorcycles and then tells me to leave and I don't get any information.
21:57And in that one more step you take using, using the internet in some helpful way.
22:04One other, I feel like you're, you're coaching me into the right answer. And I've already
22:08heard me cause I've been rambling, but I feel like the other thing too, is just like, obviously
22:11have a VBR, like talk about the sales challenges and talk about, you know, what you have read
22:15or have you heard from peers in the industry? But, um, is there something else, Larry, that
22:21you want to subliminally tell me?
22:24Well, you mentioned previously, and I thought this was brilliant talking about sales one-on-one
22:28is for, so you found out the name and the name of the person before you go in, but don't
22:34you also look for a picture and why do you do that?
22:36I, no, I thought I said that. I would've said, oh, yeah.
22:40Well, I got to improve my listening skills. That will be an upcoming, of an upcoming one.
22:47Okay. So you got to embody a jealous ex-boyfriend and, you know, do the deep dive, you know, do
22:53the, get the picture, get the name, uh, get the social and then go in there.
22:58Make a model of his car. Know when he's there or she's there. Uh, Eric, I have a question
23:03as far as your ratio, how many of your co-op clients are a regional base and how many are
23:09those onesie twosies that are just doing the smaller amounts?
23:1350, 50. I, the dealers are still, especially now when we were coming out of hell in Q2 last
23:19year, like, you know, you're, you're, you're very, you've been humbled, believe me. So,
23:23uh, the dealers still, uh, make it work. And then, you know, those do snowball, uh, and
23:29those, those dealers could buy another location, you know, or they have, um, you know, non-competing
23:34dealers in other areas that they don't compete with that they're happy to do collaborative
23:38campaigns with. So still 50, 50, the regional ones obviously are, you know, the, the big
23:43ones that make up the total billing. But, um, if you want to break into a category or you
23:47want to break into a brand, um, it's always nice to kind of start with the dealer that deal
23:51is the dealer still has so much cash, you know, when it comes to the manufacturer and that's
23:56they're really still at the mercy of that, that brick and mortar footprint and that whole
23:59model.
24:01How much more work is it? Cause our time as an AE is always stretched very thin with all
24:06the things that we're responsible for. How much more effort do you have to put in for
24:09co-op?
24:11Where are you in? I don't even know. I'm sorry. Where, what market are you in?
24:14We're in Detroit.
24:16You're in Detroit and you're in AE?
24:18Yes.
24:19I'm a terrible person. I didn't even, I didn't Google you. I Googled Tim cause I didn't
24:23know about Tim. So now I know a lot more about Tim than nobody.
24:26All right. So as an AE, great question is it's a little bit in the beginning. Um, you
24:32know, and if, if you learn this, if you feel like you have the time, you know, there's
24:35the time, but it's just one of those, like, you need to like kind of get back into the
24:39one-on-one of it and just go into the retailers. Like you probably go to these stores already
24:43as a person, like you probably go there. You don't think of it as being in, in, you know,
24:47your profession. So, um, I'm not passionate about snowblowers. I'm not passionate, you know,
24:52like, I don't, I'm not someone who's like, Oh, I care. I was like, no, I I'm not. And
24:56I, it's just really like go where the money is and, um, and where you can leverage it.
25:01And it's, I think it's a matter of like, it's a no brain. It should be a part of your,
25:04of your book of business. And the fact that it's usually 50, 50 at minimum, or it could
25:10be a hundred percent call up. Like that's the easiest sell ever is you're not going to
25:14pay for a dealer or retailer. I'm, you know, somewhat, uh, ramped up into the whole process
25:20of it. And I think that being, we have to be novel and we have to be creative now more
25:25than ever. And I think that's probably the path of least resistance and trying to compete
25:28on a cost per point. Right.
25:30So are you offering to do the legwork for submitting for co-op for your, for the smaller
25:36dealers or are they doing that?
25:39Beasley has, we've been pretty decent, especially our business department. Like we've, they've
25:44done phenomenal. I've never really had any pushback or any issues with any invoice. So
25:48as long as the, you, when you sell it, as long as the background is done correctly, you put
25:54it in and you go through everything on Marketron. So that when it, the invoice is generated at
26:00the proof of performance is there, um, the, that usually works itself out. And sometimes
26:05you might have to work with the person that's submitting for it or being reimbursed. Usually
26:09it's not the owner, it's like a person in the back office. Um, so when, if you're there
26:14in person, it's a lot easier, you can work with, with them and they, you know, they, they
26:18obviously want to make sure that they're not getting more work. So it is a little bit in
26:21the beginning in that sense, but there's obviously, um, I'm sorry, obviously there's
26:25often pre-approval that the brand requires. So just getting a little accustomed to that,
26:30to making sure that the scripts mention the name of, um, you know, the manufacturer enough
26:35were that the digital piece that like the logo is large enough when you're doing anything
26:38on, on a display or on social. So, um, it's just a little bit, there's a little, there's
26:43some nuances, but that's like broad stroke. That's basically all you need to do is make
26:47sure that the pre-approval is there. You get the blessing from the manufacturer or, and
26:51often the regional sales manager or the field marketing manager, there's a guy in Ben, at
26:55Ben Moore in the New England areas. All he does is make sure that co-op is being used,
26:59but also being used correctly. Um, and they can usually, and they're very motivated to
27:03make sure that, I mean, they're paid that the co-op is used. So they'll help you kind
27:08of get all that done. Um, Kate, Katie Lawless in Fayetteville is, asks about objections, right?
27:17So what objections do you get from the, either the retailers or the distributors from time to
27:22time? What are the common ones? And she wants to know specifically, if you ever have this
27:26objection where the client says they take credit for their co-op rather than use it for
27:32advertising, do you come across that? And if so, how do you handle that?
27:36That's a great question. We, I have a lumber yard on a lumber dealer right now. And, uh, one
27:41of their composite decking manufacturers cuts them a check at the end of the year. And so as
27:46you know, nice as it would be to, to do advertising, they obviously want to take that and, um, and, uh,
27:52and get credit for that. So that is, there's really no way to compete on that objection.
27:56Um, uh, most common objection is the time and that everyone's time is, is harder and harder
28:02to, um, offset for co-op. So, you know, like for me, like a daunting category would be like
28:08insurance, right. Or like, I don't, I don't do a ton in as much as I'd like in, in, uh, you
28:12know, the financial sector or insurance. So just embracing and understanding an industry
28:16and trying to become an expert in order to sell it successfully is, is really the ramp up.
28:21So that's, that's it is like, if you take the time and embrace it enough, you can, uh,
28:26you can overcome that objection pretty quickly by saying, we do this all the time. It's not
28:31going to be a big, um, a big lift for you. And, uh, that's the number one is just time
28:36or obviously inventory right now, inventory, you can't really compete with that, but there's
28:40some, believe me, like I have, I still have seven or eight, I think I have 10 accounts,
28:44like I said, that are utilizing co-ops. So, I mean, inventory is still there and they still
28:48need to advertise and you certainly don't want to be out of, um, out of the mix when
28:52it comes to inventory getting back to normal. Yeah. And, and the inventory is sort of a
28:57forward issue, right? But isn't what they have to spend based on previous spending. So
29:02they have money, but they don't have inventory. Is that, is that right? Correct. Correct. Yeah.
29:07Often the co-op funds are based on sales accrual and it's like standard is 2% of sales.
29:14Um, you are, you are, it generates a total co-op. They are, their co-op funds, um, are filled
29:21in like around February for a lot of industries, a lot of home improvement industries. And so
29:25they get their co-op amount and then the co-op guidelines come out at the same time. So
29:30yes, it's, it's historical sales, um, on the go for it. Sometimes they accrue on an ongoing
29:35basis, like on a rolling period, but that's rare. So, so there's still a lot of money out
29:41there that they have to use or eventually lose. Yeah. Yeah. I have a, I have a, a Kubota
29:47dealer that has $300,000 in co-op right now. And he, it's a Kubota tractor dealer. He doesn't
29:57have any Kubota tractors. He has, he has a 200 person waiting list. So he's, he's not advertising
30:04right now for the obvious, even with handhelds or non tractor SKUs. It just, they're hurting
30:10really bad in that, that specific segment. It's not all segments. Um, but he's accrued
30:14in, in 2020, he accrued $300,000 in co-op just based on sales. So, um, you know, the numbers
30:20are huge. They have to obviously pay 50, 50, so they have to come up with 150 grand in
30:24cash, but, um, if they wanted to utilize it all, but still it's easy for them to swing.
30:29They were, they were spending 11 grand with me a month leading up to this, this next quarter.
30:34Wow. I just noticed that we had a bunch of people drop off. I think they're out calling the
30:38Kubota dealers in their, in their market. I wrote that one down myself. Um, you mentioned
30:44categories. Um, I want to know more about what categories you've found success in. So
30:48you've mentioned lumber, snowblowers, tractors, motorcycles, and insurance. What else are areas
30:54that you would suggest looking into co-op? The two ones that I focus on the most are home
31:00improvement and power equipment. And there's so many SKUs within that. Um, there's, and home
31:04improvement is, um, the, the amount of new SKUs that are coming out on an annual basis.
31:10Um, it's, it's, it's really, it's overwhelming. So there's a lot of co-op. There's a lot of
31:15marketing funds that go on, um, that, that, uh, help launch those. Um, and, uh, I have a current
31:21account on right now that is in, uh, retail and, uh, in apparel and their, um, Carhartt, Wolverine,
31:28um, Telle Hanson, Cherokee. So the, uh, workwear brands, and they also sell healthcare apparel like
31:35scrubs. Um, there's a lot of co-op within that, uh, that they're utilizing. They happen to be the
31:40largest and based locally here. So they're the largest independent workwear and healthcare apparel
31:45in the, in the country. So, um, you know, there's definitely others out in, in different markets,
31:50but they're larger to, to, to kind of swing a pretty significant campaign. Um, one, one thing I,
31:56I just, let me think of it too, is a lot of these categories and all these industries have
32:00in-person and they're certainly now on the go for it as a, as the pandemic, um, subsides is that
32:06they're, they have a ton of in-person events. Um, and that's where I've met a lot of these retail,
32:11I'm sorry, a lot of these manufacturer representatives, uh, is that they have a lot
32:15of trade shows and you can pay to go in, or you can get in through someone, you know, like through
32:20any manufacturer. And that's a great way to meet in person people that are hiding behind their
32:25computers, these manufacturing representatives that you would never get on the phone or never
32:28would reply to your email. And they're standing there at the booth and they have to look at you
32:33point blank, like Alan tools at the Rocky Saves Hardware in Midway, Massachusetts.
32:37So we only have a few seconds left with you. And, and certainly is anybody has, um, any questions?
32:45Eric has graciously said, send him an email, ask your questions. You know, he, he, he is happy to help
32:51everybody on the road, road to co-op. Um, but if you take off your modesty hat for the last 60 seconds
32:59of this, this chat, a lot of people have tried co-op. A lot of people don't do it so well.
33:05What makes you so successful personally at selling co-op as much as you do?
33:14I, there's, there's definitely a little thrill to like, not like sticking it to the man, but like
33:18the manufacturer, these dealers and retailers, they, they, him and ha all the time about the
33:23manufacturers. They don't support enough. They don't do any. So to finally, to finally be a part
33:29of changing how their perception is with the manufacturer. So a little bit of that, a lot
33:34of it is, it's the only source of revenue in mind that I know of that is where the retailer doesn't
33:41have to pay for all of it, or the client doesn't have to pay for all of it. So it's underwritten,
33:44right? So there's a great split there. Sometimes there's a hundred percent. Benjamin Moore was
33:48offering a hundred percent co-op in August, 2020. And we, we pulled down like seven or
33:5380 grand in, in a week, just because it's a hundred percent co-op. Um, and then, uh, the,
33:58the connection, like the, the fact that a lot of these guys are just there, that's, you know,
34:03going away every day is it's hard and harder to be in front of people, but these retailers
34:07and dealers are there. Right. And so it's, it's pretty easy to still get in front of them. That's
34:11an exciting part about this job. It's confrontational sales. Um, so, and, and, and the ability to
34:17scale it, right. Like you can, you can maybe get to a brand. Um, you know, we were able
34:21to be a part of a big situation where we, we changed the understanding of one manufacturer
34:26owning another manufacturer and embracing that. And now they're kind of synonymous and
34:30that's something that's taken years to change. It's a whole branding problem that we helped
34:35be a part of. Um, but that scaled significantly up and now they're, you know, that, that whole
34:40category for me is a really big segment of my business. Excellent. Eric, well, thank you so
34:44much for joining us. And I encourage everybody to, to contact Eric with any, any questions that you may
34:51have about getting started or improving your, your co-op sales. Cause certainly he does a, a phenomenal
34:56job. And just to, to demonstrate the size of that, that market, the last information I saw that
35:03there's $70 billion in co-op available every year, give or take, and only about 35 billion
35:09gets utilized. So not only is it free money as, as, as Eric points out, there's a lot of it. And
35:16there's a lot that aren't being, being used. So it's certainly a good, a good strategy for,
35:20for improving, improving sales. So thank you, Eric. You are awesome. And, uh, thanks again.
35:27Thank you so much. And congratulations on being, I'm being you. So we're going to hear from Ashley
35:34next. Ashley, if you want to jump on, Ashley is our, our director of digital training. And there's
35:40some things she thinks you ought to know before we hear from Tim about more co-op issues.
35:46Hi guys. And thank you, Larry. Larry, we switched spots on our Tuesday sessions and I'm happy to be
35:52here. So thank you for having me. I just want to share some updates in case you missed them.
35:59So first update, we have a new digital spec guide that is on Academy. So if you go to sales forms,
36:08you can, um, download it right from Academy. Trevor and his team worked on it. It looks beautiful. So
36:14check it out. Simplify had a webinar last Monday and it was about addressable geofencing.
36:23Um, in case you missed it, I will, um, tag it in the finish strong Friday email this Friday. So if you
36:31want to watch that, check out the email, it's a good, it's a good webinar, something we're working
36:37on right now, we're working on reporting training. So, um, we're going to have a course in Academy and
36:43it'll go through each one of our solutions and it'll go through the report and some key indicators,
36:48how to communicate the report thoroughly. So, um, that's coming soon. And a reminder Salesforce,
36:56if you guys have any trouble or have any questions with Salesforce, please reach out to me. Um, we can
37:02jump on a one-on-one, um, call and if I don't know the answer, I know the people who can help us. So
37:09please let me know any Salesforce questions. The last thing I wanted to share, there's a lot of buzz
37:15right now going on, um, around recruitment, right? A lot of businesses, most businesses their main need
37:21right now is hiring. And so we're running quite a bit of recruitment campaigns. And this particular
37:28one, this is a truck, uh, a truck leasing company and they were needing assistance to hire technicians,
37:36drivers, and truck washers. Uh, their target audience was men 30 to 55 job seekers and people
37:47who have CDL licenses. And so we created an email campaign along with additional display ads for them.
37:54Um, we ran three deployments. I don't know if you could see, there's a, there's a box right there. Um,
38:00Larry, that's, um, covering some of the results, but we wrote, um, we, I believe sent out a hundred and
38:09sixty something thousand emails. And on top of that, another 68,000 display ads and with matchback
38:20reporting, 33% of all their new recruits came from us. So it was a big win and we're running a lot of
38:28recruitment campaigns. So if you have questions on, um, ways to build the campaign for most success,
38:35reach out, let me know. And that's all I have guys. Thank you, Ashley. So the next victim that
38:43Jessica and I have, so Jessica, if you want to jump back on is Tim Jorgensen, our new, and I'm going
38:50to mangle your title national director of everything automotive for Beasley Media Group. You've been
38:57with us for what, about 10 minutes? About, uh, I'd say about 10 minutes. Yeah. Um, first,
39:03if you just quickly, in a nutshell, tell us why you are specifically, uh, capable of talking about
39:11all things automotive, what's, what's your background. So my background is I have 26 years
39:17of experience inside of car dealerships from family owning it, um, with, with my family, um,
39:23to running it for a dealer that we sold to for over 15 years, then going to the media business and
39:31working for a competitor for the last couple of years, um, selling automotive digital and selling
39:38automotive, um, broadcast to dealers. And then coming over to Beasley, um, almost three months
39:45ago now. Well, welcome. So what is the reason that, that, that we thought you would be a good fit
39:53for this call is something you said on a call. Uh, I don't know if you were on this call, Jessica,
39:58uh, uh, uh, uh, a couple of weeks ago, you had said that, um, you said you can, you can work to
40:07overcome the answer that our AEs hear the most when they talk to car dealers, a major objection
40:15that you can help them overcome. And Jessica, you can tell me if any of your, um, any of your car
40:20dealers have ever said this. I've been on calls with our reps, our Beasley reps, and I've heard
40:25this personally, the rep goes in and says, you know, you've been advertising with us for a long
40:29time. We've got a great relationship. I know you're doing a lot of digital advertising. We have
40:35some great digital product that I'd like to talk to you about some display, some email and the dealer
40:42who likes them good relationship. We'll say we have to use preferred vendors from the manufacturer
40:51to use co-op. Now you say, yeah, exactly. Right. Cause I've heard it a bunch and Kim. So,
41:01so let's talk about that approach. If, is there a different way than going in and saying I have
41:07some digital product, do you want to buy it? Is there a better way to leverage digital dollars
41:12out of co-op to overcome that objection? So, yes, I mean, going in, especially if you have a
41:20relationship and you're not prospecting, even when you're prospecting, but going into a dealership
41:24and, and you have a relationship with dealer a, and, and you sit down and you're like, Hey,
41:29I got some digital products for you. Uh, I got something digital. I got some display that I want
41:33you to take a look at. That's not really, I, that's not the approach I used to take. And that's
41:37not the approach that you really want to take because they, when they come back to you and they
41:43say, I can't do anything because they're going to say, I can't do anything. I got to use my preferred
41:47vendor. Some of that's true. And some of it's not, they don't need to always use preferred
41:51vendors for everything. So again, when you go into a dealership or you're going into the dealership
41:58and you're talking to the owner, the GM, the sales manager, the marketing manager, whoever it's going
42:03to be, and you want to talk digital, it's always good to go in with excitement and bring a package
42:09with you. If you're rolling broadcast into some email marketing and display, but bringing all that
42:14together and selling it to them as a package and staying off that focus that I'm not a certified
42:20vendor because it really doesn't matter. Because if you look at FCA, you can do email marketing and
42:27they get a hundred percent of their co-op dollars back. So there's a lot of different things that
42:31are out there. It's just understanding it, but it's always going in with that excitement
42:34and being, being happy and, you know, loving what you're doing and not getting into the weeds
42:40about, I need to be a certified vendor. Um, I, you know, I can't do that.
42:47So how does that come back to the reporting? Because I've had specifically one dealership
42:51that I've worked with, we've sold them a package and we've had to be creative in how we did,
42:57how we, how they got built and how we put the package together because they had to skate around
43:04the fact that the digital stuff had to come from a preferred vendor. So depending on the manufacturer
43:10that we agree to talk to, there is, so if it's GM, so yeah, if you're selling GM, something that's
43:17something that's digital, then there is a little creativity into getting it built for them, getting
43:24a hundred percent, because that would be like streaming audio. You need to do streaming audio
43:28with them, or you can do OTT. That's still billable through us. You don't need to go to
43:32for vendors for that, but there is a little creativity to it.
43:37So, so when do you actually, should the AE, and again, I hear this a lot is the, the, the,
43:45the, the dealer will indicate they have co-op for digital, but they'll say, how much co-op do you
43:49have? Is, is that a question that will, will, will make the dealer happy and want to move forward?
43:56No. And you don't ever want to go into a dealership and one, ask them how much co-op
44:02they have, because you look like you don't know what you're doing to, it doesn't really matter
44:06because it goes back to what I said in the beginning. It's going into there and selling
44:10them something that they're going to love. That's going to show them attribution. That's going to
44:14show them sales. It's not going to matter how much co-op dollars they have. Believe me,
44:18they're spending their money. I know there's dealers that have some money there out there. They
44:22have it built up, but they're spending their money. And if they love what you have and love
44:26what you're doing for them, and you're showing them sales, it doesn't really matter on the bottom
44:29line, if they're just using their co-op or not, they're going to end up using it for what they
44:33have because they use it on their dealer, their websites. They do have preferred vendor programs
44:37that they're already doing. So the stuff you're selling them, it doesn't, sometimes it doesn't
44:41relate back to that. So, so, so what I hear that you just explained is don't go in and talk
44:49about digital and co-op. If you want to get digital and co-op additional to what you might
44:53be getting on the radio, go in with a great idea. Go in with a great idea. Go in with your package,
44:59go in with excitement, believe in what you're selling. You got to believe in what you're selling
45:03and what we have and the products that we have at this company, they do perform and they're awesome.
45:09And when you walk in there and that's what you're doing, you're, you're like, I always say they
45:13leave, they leave, um, leave behinds, always leave something behind with you. When you're going in there,
45:18you're always not, you're not going in there to sell the person at that time. You got to earn
45:22that appointment. You got to earn their respect. So when you're just, especially if you're
45:26prospecting, the first thing I used to do when I used to go into prospecting is, and I used to hear
45:30it all the time too. And I walked into places, they'd be like, Oh, we're good. We already got
45:34something for that. We need it. We have a preferred vendor. I always be like, that's great. That's
45:37awesome. I'm not here to even talk to you about that. I'm here to talk to you about this.
45:42And I just need to know when's a good time next week, Thursday, maybe you can come back and see
45:46you. You know, it's always that you, you don't want to say, well, okay, thanks. And just walk
45:51out. No, Hey, I just want to talk to you about this. When can I come back and see you? And I'm
45:55just going to leave this with you right here. Cause you don't know what's going to trigger their mind.
46:00So have you, have you seen this sort of work firsthand where you go in and you sell this huge
46:06sponsorship? It's full of digital, got some radio in it. And you've heard before, right? They may have
46:13said, I have to use preferred vendors, but now you've put this great idea in front of them.
46:17So suddenly do they say, that's great. Now help me figure out how to co-op it. Even though they
46:23have told you before they have to use a preferred vendor. So yeah, if you've got a great package,
46:29you go in there with it. They love it. It has digital on it. And they say, I need to co-op some
46:34of this. Yeah. That's where you go back and you might have to get a little creative depending who the
46:38vendor is. So if you go to a Ford dealership, everything that when 99% of the stuff we do,
46:42they can get their co-op dollars back a hundred percent. If it's, you know, if it's an FCA
46:47dealership, a lot of their products, you can still get their co-op dollars back. Even though
46:52they say they can't, they can't get their money back. It's just understanding that program.
46:57So you don't challenge them, right? When they say the dealer says, I know Jessica probably would
47:02do this because this is how, this is how she rolls. They say, I can't do this. I have to use a
47:07preferred vendor. When you ask them about co-op, it's probably not wise to challenge them,
47:12right? And say, no, you're wrong. You can do whatever you want. Is that, is that a bad tactic?
47:17I would, if somebody says, I can't do it. If you have this great program, they love it. And they
47:21say, I can't do it because it's not going to be, I can't get it co-op. That's when you come back and
47:25you do challenge them a little bit. Say, Hey, look, there's ways around this. Hey, there's ways we
47:29can do this for you. You know, it's going to work. You love it. Let's do it and move forward with it.
47:34I just keep going forward. You can't stop or you can say, you know, Joe Schmo down the street's
47:40doing it. So why can't you? Yeah. Yeah. So, so step on going with a package that uses digital,
47:48not ask if you can do their digital advertising. Yeah. You never want to go in and ask. You want
47:56to go in. We're all salespeople. We want to walk in there and we want to be able to go in and be
48:02confident and tell them this is what they need to do. Tell them why they need to do it. Give them
48:08examples of other people you have on the program that are doing it. You know, like you said,
48:12what'd you say? Joe Schmo? Joe's down the street's doing it. He's doing it. Why can't you?
48:18You don't want to be left in the dark. Tim, you know, I know, I know you've mentioned this and Eric
48:22mentioned it earlier, know who you're going in to talk to, know what they look like. So you can say,
48:27hey, Tom back there, I need to talk to him. Is he available? What other tactics are good
48:35to go after a new dealership that you haven't had that relationship with to talk about the co-op
48:40situation? So just like Eric said, obviously one, you want to do your research. That's huge. You want
48:45to research a dealership. Some, especially with who makes the decisions, you know, it could be the,
48:51it could be the owner. It could be the GM. It could be the sales manager. It could be the
48:54marketing manager. There's a lot of different people in the store. So you kind of want to
48:57research a little bit. But then when you find out who it is and you see who they are, because
49:02dealers love to put their pictures of all their employees on their website. For some reason,
49:07they love to do everything on there, what they love to do sports wise, family wise. So you know who
49:12it is. But when you walk into that dealership, walk in with confidence. And honestly, I know it's
49:18crazy. And, but walk to where you need to go. Because when you stop at the front door and you
49:24ask the, I call the gatekeepers, you ask the gatekeeper, Hey, is Larry here today? And they're
49:30going to be like, Oh, who are you? Let me have your business card, blah, blah, blah, blah, blah.
49:34And they'll make the fake phone call, wait two minutes. And it's like, no, he's not, he's not
49:39answering. I don't know where he's at. When you see him walking, then you see him walking by. So
49:42you'd be like, Oh, he's right there. So you go grab him. Or you just walk to his office. Dealers love to put
49:47themselves right on the showroom floor. I mean, I would say 90% of them. So no one's going to throw
49:52you out. But again, when you get to that point, you don't pitch them at that time, either. It's
49:57Hey, I know you're busy. I know you got a lot going on. Let's be set something up with you. And
50:02that's where you move from there. And then, you know, and when you get in there, you have that big
50:06idea. You go in, you go in and listen to them, listen to their needs, listen to what they're doing.
50:11And then when you come, maybe come back with your idea, you pitch that idea to them, but don't bring up
50:16co-op. Don't bring it. It doesn't matter. You know, unless they bring it up, I wouldn't bring
50:21it up at all. You don't want to ask them like, how much co-op do you have? It doesn't matter how
50:25much co-op they have. Do you love my package? Let's sign up for it. And I know I'm probably
50:28repeating myself, but sorry. Can you tell, talk, uh, I know we're probably coming up on end of time
50:34here, but talk about the different departments of dealerships. Do they also have co-op service?
50:40So service department, um, back at, I would call it a backend would be like service parks and body shop.
50:46Mostly it'd be parts and service, especially like if they have a, um, a quick lane or GM center,
50:52like an all change center. Um, they do have co-op a lot of, a lot of stores don't focus on that co-op.
50:58Um, the money is there, but a lot of dealers really focus on the new vehicles and pre-owned vehicles.
51:06Um, but just, just like Eric said, you do need to do your research on the co-op plans that are out
51:11there a little bit. And you can get into any of these sites or pretty much any of the sites that
51:16are out there for these dealers to find out what is co-op. But yeah, so like, like, um, they'll do
51:22certified programs for certified vehicles. So use car, the pre-owned center, use cars, however you want
51:28to say it, they'll have funds that they can use. Um, it pretty much all rolls up into the same thing,
51:33but there are funds for each department. And you referenced websites. What are some of those
51:38websites that you're, you're able to find this info on? So, um, just like the, obviously the big
51:43three. So like Ford direct or not for direct and be Ford. Um, I don't know the exact, I have to get
51:49the actual site thing. It's like Ford.dealerconnection.com. You can sign up for it and then you'll have
51:55access to, um, make all the co-op guidelines. FCA it's called PAP. They have theirs. You can sign
52:02up for it and you get access to all the guidelines. Um, you know, I know the RAB has a site which lays
52:08out a lot of the stuff, but if you really want to get into the, into the weeds or into the details
52:13of it, like Kia has it, they all have different sites. Okay. So, so Tim, after this, would you mind
52:18taking a few minutes, maybe a little later today and any of the websites that you know of is maybe send
52:24that to me and I can distribute it out to everybody who joined us today, um, of, of the websites that
52:30you're, you're talking about. And also you could, could, uh, address one other thing is, is the,
52:37there's no cookie cutter for the car dealers. You had mentioned that one dealer, um, or, or one
52:43manufacturer has a deal where as long as the, um, dealership is using the preferred vendors,
52:53uh, tools for their website. Right. And how does that affect which, which, which
53:01manufacturer was that and then how does it affect how they can spend their co-op?
53:04So that was FCA. So non-certified, like, so internet, um, display, it was display, internet
53:11search, video, I think paid social. They could use another vendor and get their co-op dollars
53:16back. Um, as long as they use a preferred vendor for their website, which most dealers 99% do
53:21use preferred vendor for the website. So, so again, I think you dragged the point that if
53:31you ask, can I talk to you about digital advertising? The answer is always going to be, no, we have
53:37to use a preferred vendor. So why ask that question? Correct. Yeah. Don't ask the question. And you're
53:44going to get someone that might bring it up again. We'll go back to the scene. Don't, don't get
53:48into the weeds about being a digital preferred vendor. You have a relationship for broadcast.
53:52They're already getting the money. They're already using that co-op money. They, you have that
53:57relationship. So use what you have and sell the great products that we do have, you know, sell the
54:03sizzle and then you can show them the attribution and they'll love it because that's what they need.
54:07At the bottom line, they want to sell cars. They don't care about anything else. They just want to
54:11sell cars. And I know inventory is tight, but they're still selling cars and they're still doing well
54:16right. So one last question. And then as Jessica said, we're up against the clock. Somebody named
54:22Tina, I'm not sure who that is, but somebody named Tina wants to know, and this is not specifically
54:26co-op, but I think it's a great question. If you have any advice on how to continue to sell dealer
54:31campaigns, either digital or radio, as they are facing the, the huge challenge that they have of
54:38getting inventory because of chip issues. So, so yes, what you need to do in, if you have a dealer,
54:45dealers need to be out and they need to be present and they still need to be top of mind.
54:49They can't back off because they don't, they say they don't have inventory. Yes. They might be
54:53light on new vehicles, but they have pre-owned vehicles on a lot, which they're paying big
54:58dollars for right now, because it's a short inventory. What's going to happen to those pre-owned
55:03units if they don't sell them pretty quick in the next three months, they're going to be upside
55:08down on them. So they're going to lose money. So they need to move that product. So to get your
55:13question is there's, there's the pre-owned department, there's the service department,
55:17you can still advertise and you can still advertise new cars, especially in Detroit area right now,
55:21you'll see a lot of dealers and I'm in Detroit too. You'll see a lot of dealers, they're advertising,
55:28come order your car from us, get an additional thousand dollar rebate. If you order your car,
55:33don't wait. There's this, there's different ways to do it. You know, you don't have to,
55:38it has to be that by now it's $99. It's, Hey, come order your car. We got these great programs
55:43for you to put different messages out there. There's always ways around, but they need to
55:48stay out there. Dealers can't back down. Yeah. Any last questions, Jessica, for Tim?
55:55I think we're good on my end. Excellent. So like Eric, Tim has said, feel free to email him with any
56:02questions, thoughts, or concerns you might have. He has, and perhaps he can share this, he's still
56:08listening, sort of, he put together a one sheet of the different co-op programs that are available
56:14for each manufacturer that could, that, that could be helpful. So thank you so much, Jessica, for being,
56:21being the co-host for today's presentation. Thanks, Ashley. Thanks. Thanks, Eric. And we'll do this again
56:28next month. It was that much fun. And this will be posted, um, by the end of the week, it'll be the,
56:33uh, the replay of this will be posted at Beasley Academy in case you want to watch further. So
56:37thanks everybody for joining us. Now, you know what you ought to know. Thanks.