February 20, 2025 • 27 mins
In this episode, my guest is Bradley Gelber—the digital media and content marketing mastermind at West Herr Auto Group, the largest privately-owned dealer group in New York.
Now, let me ask you something… Does your dealership’s online presence actually stand out? Or are you just another brand blending into the endless scroll of sameness?
Here’s the brutal truth: Most dealerships treat social media like a digital billboard, and it’s killing their engagement. But Brad? He gets it. He’s built a brand that doesn’t just post—it actually connects with people. And in this conversation, he’s breaking down exactly how he does it.
We get into:
- Why storytelling is your biggest marketing weapon
- The truth about AI in marketing—is it a powerful tool or just a shortcut to soulless content?
- How to build a brand voice that actually means something instead of regurgitating the same old “best deals in town” phrase
- The one type of content that consistently gets massive engagement
- Why perfection is overrated—and how scrappy, real, behind-the-scenes content will outperform a polished, overproduced video every time
If you’re tired of dealership social media being boring, transactional, and ineffective, this episode will challenge you to think differently. Because the dealerships that win online aren’t just shouting about deals—they’re building brands that people actually care about.
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This Episode's Sponsor
FlexDealer Need Better Quality Leads? FLX helps car dealers generate better quality leads through localized organic search and highly-targeted digital ads that convert. Not only that, they work tirelessly to ensure car dealers integrate marketing and operations for a robust and functional growth strategy.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
MC (00:00):
This episode is brought to you by FlexDealer Auto industry.
What's going on?
In this episode of the podcast?
I'm sitting down with my pal,brad Gelber.
(00:21):
He is the digital media andcontent marketing manager at
West Her Auto Group.
We're going to be talking abouthow you can effectively market
and position your dealershiponline, specifically on social
channels.
Brad, thanks so much forjoining me on the Dealer
Playbook.
Brad (00:35):
Yeah, thanks for having me .
I appreciate it.
MC (00:37):
I mean tell me if I'm wrong the largest privately owned
dealer group in New York.
Is that right?
Brad (00:43):
Yeah, we often get that as like a surprise.
I think a little bit, justbecause you know people well, I
guess maybe they assumedownstate just because of
population.
But if you think about it likefrom a geographic standpoint,
just where do you put all thestores?
I think it's the problemdownstate.
Yep, you're correct, we'renumber one in New York and
(01:04):
actually one of the largestgroups in the country, we're all
.
So yeah, Before I worked here Iwouldn't have thought that was
located in our area of New YorkBuffalo primarily.
But we're across three citiesnow in upstate New York Buffalo,
rochester.
We have one point in Syracuse,so we're pretty regionally
condensed, which is a little bitunique for a group of our size.
(01:24):
But yeah, number one in NewYork.
MC (01:26):
So Bro, the bills though.
Like what is going on, dude.
Brad (01:31):
Yeah, I don't know.
People may know that you knowJosh Allen and we have a couple
of guys here that are part ofwhat we call Team West Her,
which is our kind ofspokesperson football related
endeavor that we embarked onseveral years ago.
Steve Tasker also for the OGfans here has been a longtime
member of Team West tour and ithurt.
It hurts a little bit more whenyou're close to it and you get
(01:52):
to know these guys on a humanlevel.
But yeah, we're kind of inmorning mode still right now.
We're trying not to talk aboutit too much.
MC (01:58):
You're doing it well with a smile on your face, but I can't.
I'm like bro Alan.
You get no more discounts onvehicles, bro, come on.
You were playing like youdidn't want it.
What's going on?
Brad (02:09):
you know what I'm saying I'll let you say that, and I'll
just yeah, I'll say it.
MC (02:13):
I'm in texas, I'm far enough away.
I was rooting for them, man.
Brad (02:19):
I was rooting for them cheating chiefs anyways,
everyone other than people inKansas City.
I think we're rooting for them.
MC (02:26):
So yeah, that's fair.
That's interesting.
You bring that up.
I might want to revisit that,though, later on.
Not the game, not the bills,but the advocacy, the program
that you guys have built toreach deep into the communities,
especially around somethingthat is as charged as football.
How did you get into the carbusiness?
Brad (02:44):
I often tell people it wasn't on purpose.
I'm originally from Western NewYork.
I went away to school in Boston, actually, and while I was in
Boston I would come home toBuffalo for the summers, started
doing internships, primarily atad agencies on the more
traditional side accountmanagement stuff like that and I
(03:06):
just stumbled across social,which I know isn't what you
asked me exactly, but kind ofsocial was at this point, was
just kind of taking off.
I'd say it was back in you know2011 time period.
So at that point I had ended upworking at a social agency in
Boston.
That one of the accountsactually my main account that I
(03:28):
worked on was for SonicAutomotive, which is even bigger
than West Church.
So at the time it just ended upbeing what was available to me.
So that was kind of my firstfull-time gig was working, just
happenstance, in automotive.
And then, when I moved back toBuffalo, I joined a local
startup here in Buffalo which atthe time there wasn't a lot of
(03:48):
people doing social forbusinesses.
And when I joined there, eventhough we were small, it was
myself the owner and one graphicdesigner working out of the
owner's kitchen at his house.
True startup, I'm not kidding,it was legit hardcore startup
which was super cool and Ilearned a ton, but one of.
Again, there wasn't a lot ofpeople doing this, so businesses
(04:09):
in the area had to rely on,like a startup to to help them
with social.
So one of the bigger autogroups, who's actually one of
our competitors now.
I was the primary point personfor them for their social media
bat, you know in 2014 or so, andagain just kept falling into
automotive.
I always say, well, again wasn'tlike hey I want to work in
(04:31):
automotive or I want to work fora car dealership or anything
like that.
And then once I have kind of amixed background on like
broadcast media side, I've donesome stuff with tv and radio and
things like that on the sportsside of things.
So my world always kind of keptcolliding back together as a
(04:52):
common theme.
But after I dipped my toe indoing that stuff a little bit
full time, I decided I reallywanted to be back in marketing
and I had reached out to severalbusinesses locally that I
thought I might be able to helpthem.
I just, you know, I'd heard thenames, I saw some stuff.
I thought, you know, maybe Icould lend my expertise, if you
will, to what they were doing.
And West Shore happened to beone of them.
(05:12):
And I sent Scott Beeler, who'sour CEO, a email directly and I
told him they weren't hiring,there was no job post.
I just told them, hey, I, likeyou know, I love what West Shore
is doing.
I think I could help on thesocial side.
And people listening orwatching might be familiar with
(05:32):
a good friend of mine, mattLasher, who was the marketing
director at Westchester at thetime, and Scott forwarded the
email that Matt and I ended upgetting coffee, I think four or
five times and just completelyhit it off.
We're still on the same pagesocial marketing, everything
content related, wise, and theyactually created a position for
me at West Chair to come on andhelp them with their social,
with content, kind of findingtheir voice online.
(05:53):
And then I've been here almosteight years now, so it's just
one of those things where youtook the trust fall.
MC (06:00):
Yeah, you took the trust fall into the industry and then
you ran with it.
Brad (06:04):
So I understand what you're saying now, that you kind
of did it on purpose, like itwas on purpose but it kind of
wasn't yep, it just kept kind ofcoming up and it was like this
common theme and now it's likeit's really what I've known now
at this point I gotta say too,while we're on the topic of matt
, one of one of my favorites inthe industry yep, I don't know
if he can be anything other thanwho he authentically is Totally
(06:28):
Right, he's the same, and thatis something that I think is so
rare in our industry.
MC (06:33):
That I appreciate so deeply resonates deeply with me.
Did he teach you how to solve aRubik's cube?
Brad (06:38):
Well, no, I actually just saw him about an hour ago Cause,
funny enough like his office isstill right down the hall from
me, even though he's now withStreamline full time and you
know I don't get to see him asoften, but I still see him and I
was giving him a hard timebecause I saw his post on
LinkedIn and I was like dude,I've never seen you solve the
Rubik's cube.
I didn't know you could even dothat.
(06:58):
So you learn new things aboutpeople all the time, no matter
how long you've known him.
MC (07:02):
His kid was giving him a run for his money.
He was like, oh crap, there wasa minute there.
He's like, oh dang, I'm out.
Yeah, you said a couple ofthings I want to touch on
helping them find their brandvoice.
I think this is something thatgets so overlooked, especially
in the dealership industry,where most of the time it's a
(07:23):
marketing agency that's doingsome sort of cookie cut or
something and everybody soundsthe same.
It's very transactional Totally.
What do you recommend somebodybe thinking about who's in a
similar position as yours, tohelp build out or find that
brand voice for their dealership?
Brad (07:39):
Yeah, and honestly I've been on both sides of it,
because when I not to put anyonedown or what they do, but when
I was working at that agency outof school, that's what it was
Like.
It was working for this mammoth, you know, sonic Automotive,
but it was essentially there wasfour or five of us on the
account and we just our goal wasjust to get something posted,
like it was like completelycookie cutter, like you're
(08:02):
saying, and this templatizedthing was you got to do one
review, posted it this day andyou got to do post this day.
So when I got to West Shore, Iwas super fortunate that they
have such a strong communitypresence and such a strong
vision for who this company isculturally, who they want to be
ethically.
It's just radiated down fromScott Beeler and the leadership
(08:25):
team, and so for me here it wasreally taking things they were
already doing and just finding away to showcase that through
where people were finding theircontent.
At the time, facebook was theprimary driver, but then
Instagram came along and TikTokcame along later, and so you
just kept having variouschannels.
You know that grew over thetime, but it really wasn't
(08:46):
creating the voice as much as itwas taking what was their
legacy, wise, and finding theright way to communicate it to
the people and I think that'sprobably the case for a lot of
auto groups or dealerships is,you know, not to plug anyone or
anything, but you know, the MoreThan Cars series has been
awesome.
West Tur was on that series.
But I watched these dealershipsand everyone has their own story
(09:09):
to tell, however big or howeversmall you are.
So it may not be to the scaleof Scott Beeler and West Tur,
because that community wise, Idon't know anyone that's running
at the speed Scott's running,but everyone's doing something
and I think that's what makesyou special.
Whether it's a dealer orwhether it's non-automotive.
Everyone has their own story totell.
(09:29):
So I think it's just findingand that's your point being
immersed in it every day orbeing part of the company.
That's so much easier.
And, again, not putting downagencies or outside vendors,
because they do great work too.
But it's a lot more challengingto be able to tell those
stories if you're not immersedin the company every day.
So on the inside, I think someof it's just helping tell those
(09:52):
stories of what's alreadyhappening every day.
MC (09:55):
Yeah, you've brought up a couple of, I think, really
important ingredients to callout.
First is the affinity that youfeel for the group's leadership.
Right, that definitely is forme, just the thought of people
waking up in the morning goingto work for a company and or an
individual that they have noaffinity for makes it difficult
(10:19):
Totally.
So that's a critical ingredient.
And then I see the spill off ofthat in culture that you want
to be there.
You are in a position mentally,as a result of the culture and
the leadership with which youare open, to seeing the story.
Sure, yeah, is it possible?
If you're in a position whereyou're like, ah, but I got to do
(10:41):
my job, and like, what do yourecommend to those individuals?
Because we know they're outthere, we know they're probably
listening or watching, what doyou say to them?
Maybe a hopeful sentimentthat's like, yeah, but you can
still get something out of this,even if you don't want to be
there right now, like that's thething, right, like even, yeah,
ideal world.
Brad (10:59):
We all love our job or we all love where we work, but
again, not super realistic.
I think that doesn't mean therearen't stories to tell our good
people at your company.
So one of the things I find hasalways been so important is you
know, again, I bring up MattLashler a lot, but he'll be like
dude, you didn't have to plugme this whole time, but
basically, like I love, it,because it's one more reason why
he's going to share thisepisode out for us.
(11:21):
The thing if anyone follows himon linkedin or anything, he's
like people over everything,right, like that's always like
his moniker, so like.
But it's true, like the end ofthe day, people are a driver of
this emotive response.
We feel like, if you see, Ialways tell people I was talking
to, uh, advising this localbusiness ethics organization
today that we we do some workwith on their social media, and
(11:44):
I was telling them like theywere like, you know, if we post
this award, we can just post thecompany's logo and say they won
the award, and I said, or youcould get the leader of the
organization to take a picture,a video, with the award talking
about why it's important to them.
Like seeing that face connectsit just a little bit further.
So, similar to what you asked,like maybe they don't love the
(12:06):
company they work with, butmaybe there's a really good man
or woman who's been there 30years who, like has a really
cool story to tell.
Like maybe they view thecompany through a different
vantage point because they'vebeen there forever and they know
stuff that the person inmarketing or social media
doesn't know about the company.
So like there's still, I think,to tell stories or post
engaging content without beingin love with what you do.
(12:28):
I think that's what makes ustalented marketers sometimes
Because, look, I love Western, Ilove working here.
But I think every day, wealways Everyone has challenges
in their job, even if they loveit or not, and there's difficult
things.
Maybe leadership wants you tomake the logo two times bigger,
right?
MC (12:46):
And you know it's got to be bigger.
Brad (12:48):
But you run out of room to like storytell the rest of that
, whether it's graphically orthrough copy or through in a
video, they want it to be twiceas long and you're like no,
please Like.
So you know, there's alwaysgoing to be those moments where
it's not perfect, but I thinkthat's where creativity, that's
where, like honing, your craftcomes into play and you can
still, you know, tell thosestories, even if it's not your
(13:10):
dream job.
MC (13:11):
What I love about what you're saying here, man, is not
once yet have you said it'sabout the lighting, it's about
the camera, it's about theplatform.
You are saying no like.
Here's a thing that is readilyavailable to you, no matter your
circumstances.
It is finding the story andtelling the story, which, to me,
(13:32):
is just a signal that you are acreator through and through.
Like you, you are a creatorbecause you can find the thing
that you want to talk about andyou understand the power of
storytelling.
So I hope those listening andwatching are picking up on that.
That's available to you rightnow.
But I know there are peoplethinking, yeah, but Brad, just
tell what's the platform that'spopping right now?
(13:54):
Does the platform matter if thestory is sound?
What's your take?
Hey, does your marketing agencysuck?
Listen, before we hop back intothis episode, I know you know
me as the host of the DealerPlaybook, but did you also know
that I'm the CEO of FlexDealer,an agency that's helping dealers
capture better quality leadsfrom local SEO and
(14:16):
hyper-targeted ads that convert?
So if you want to sell morecars and finally have a partner
that's in it with you, thatdoesn't suck, visit
FlexDealercom.
Let's hop back into thisepisode.
Brad (14:29):
Yeah, I mean it does and it doesn't To your point.
I agree.
I think the story comes first.
Always, we can always tell, wecan find ways to tell the story
on the appropriate platform.
I guess that's what I would say.
Right?
It shouldn't be necessarilylike look, if you're a one man
or woman band and you don't havethe capacity to have a team and
you don't have editors, and youdon't have graphic designers
(14:50):
and you can't do everythingcustomized, I would tell you
like find the right story firstand that'll connect with people,
no matter the platform.
But if you do have the capacityor you are a little bit more
advanced in some of these things, we try to hone the story to
the platform.
So if it's TikTok, it's goingto look a little different than
it does on Facebook, than itdoes on Instagram, than it does
(15:12):
on X or wherever we're postingLinkedIn, but at the end of the
day, the story is still thestory.
So if we do something kind oflike out there, that's a little
bit more funny or it's a littlebit more trendy because it's
relevant.
On TikTok, we could probablyfind a way to clean it up a
little bit and make it a littlebit more connectable to an older
demographic on Facebook.
(15:33):
So the story, the root of thestory, might still be the same,
but just how we're telling itmight change a little bit.
So I always tell people you knowI do a kind of bi-monthly
workshop with sales folks hereat West Tur where we talk about
like how do I leverage socialmedia and what is social media
and like should I be on everyplatform?
(15:55):
And you know we get a wholedifferent range of people in
these workshops.
We get out some people who haveno idea anything I'm saying is
completely foreign to them.
And then we get people who arelike on Instagram and TikTok all
day long and they're like thisis like 101, like way underneath
my learning skills, but I tryto hone it to like everyone.
But in that workshop we talkabout like best ways to utilize
(16:17):
social, not just from like asalesy, like hey, come on down
today, $2.99 lease deal special,but more of like an authentic
connection to people that mightone day want to buy a car if
they know you work at West Her.
So like.
I try to give them thatunderstanding that it's a lot
more than just this like salestool, which is sometimes
surprising to people becausethey think like, hey, I just
(16:40):
post this picture of a caronline and I'm going to get 10
leads tomorrow and I'm going toget a bunch of shares and
engagement and that's how itworks, and I'm like, no, not
really it's not quite that way,but it's a really interesting
workshop and people ask a lot ofgood questions and stuff.
But yeah, I think it's just oneof those things where you can
educate to a degree, but at theend of the day, the platform is
(17:02):
a platform and the story is thestory the day.
MC (17:08):
The platform's a platform and the story's the story.
There's so many ways I want togo here and I'm having trouble
deciding which way I want to go.
I hate that.
I'm going to go here.
Let's breeze past it, shall we?
Sure AI people are sittingthere going ah, here's this
thing that'll be able to tellthe story for us and stitch it
together.
Does that rub you the wrong way?
If so, for us and stitch ittogether.
Does that rub?
Brad (17:27):
you the wrong way?
If so, why does it not?
If so, why?
Yeah?
That's a great question,honestly, and it's something I
think about a lot in my role nowwith having a team here of
primarily younger folks.
I still think I'm young inmyself, but as you get older,
you work with people who areeven younger than you.
So, yeah, but wait a minute.
You did say Facebook for theolder crowd and I instantly was
(17:48):
like well, you know, facebookwas my first primary platform
too, but I think, when we talkabout AI, here at least and I
know every organization isdifferent and again, ai might be
a godsend to people, like Isaid, that are by themselves in
a department or a team that justdon't have the resources to do
(18:08):
everything.
Yeah, absolutely, but I view AI, and everyone I've talked to
here, as a tool that can help bemore efficient, but not replace
what we're doing.
So you know, when I actuallywent to the Asodu conference
last the most recent one and webrought a couple of our team
members here and I brought withme our in-house videographer,
(18:30):
who does a lot of these cool carfeatures and he actually was a
freelancer for us.
We loved his work so much webrought him on full time.
His name's Jason Great guy butsuper talented.
But I remember I was sittingwith him at a SOTU and we were
talking about, you know, one ofthe sessions was on AI and
content creation through AI andeven how there's a lot of really
great companies out there rightnow that are leveraging AI to
(18:52):
create video.
Now that looks completelyrealistic, and him and I had a
very transparent conversationafterwards just about the future
of content creation and is hisjob a risk and that whole sort
of thing?
And I think for me to him itwas like I will never replace
you.
Your artistry and your craft islike different from what a
(19:16):
computer will make, like that'sgreat and there's value in it
because it can cause, you know,while it might take him several
hours to shoot and edit a video,ai can do it like that, but
that doesn't mean that itreplaces the artistry of what
he's creating.
So I think there's room forboth, as I would hedge it that
way.
I know that's not a transparentanswer, but I think like
(19:37):
there's room for AI to make youmore efficient.
But I don't think at least herewe're looking to replace the
artist with that right now.
MC (19:47):
Yeah, interesting, as I'm taking notes and I'm thinking
about this, like, what are theaspects of the work that just, I
think will never be replaced byartificial and I know this
might sound dumb, dude, but it'scalled artificial for a reason
sure, yeah, it's like here weare right now.
I feel like 2020, tail end of 24, now moving into 25
(20:09):
authenticity is something that'sat the forefront of all of our
minds, probably because of theundertone of artificial
intelligence coming, making itsway, but it just kind of shows
that the human appetite is forreal.
It's we want authenticity.
Sooner or later, it's going tobe revealed how many people
didn't put any effort intoanything anymore, and I think
(20:30):
that's going to ruin the socialdeposits into the, you know,
into the social bank accountsthat we all kind of unofficially
have in our souls.
And and to tell a story withemotion, in a way that we, using
our human senses, know willconnect with an audience, I
think is pretty powerful that weare built, I believe, divinely
(20:52):
by a creator who instilled notartificial intelligence in us,
but intelligence for sure.
Brad (20:59):
No, no, I think that's like that's a great way to put
it, and I think that you knowyou see all this stuff now, like
Hollywood soon, we're not goingto need actors or
cinematographers or anything,cause people are just going to
be able to do it all with AI andstuff, and it's like there's
still a level of having a craftthat connects with people, and I
think the way you and I arehaving this conversation, like
(21:21):
you still want to connect withanother human being who share,
teaches you new things, or youconnect with them on a common
interest, and I don't thinkwe're at a point where computers
are just going to take thataway from from people.
I don.
MC (21:34):
I don't think so.
I think even like look at whathappened with the whole, uh,
marvel cinematic universe.
At first it was new andexciting and Holy smokes, look
at all the action and the bup.
But it, it, it, it, it, it, it,it, it, it it.
Gun maverick slips in andbecause you know that they were
(21:55):
all sitting in that aircraftflying at supersonic speeds, and
because of the missionimpossibles where you know he's
doing his own stunts are likehuman nature kind of leans into
that, it becomes more excitingknowing that he wasn't wearing a
pajama suit with all the dotsyou know in a puppet head.
There's something about thatauthenticity that I think shines
(22:15):
through and again, you know theundertone of everything that
I'm picking up from you, brad,is the authenticity storytelling
.
It's all readily available toyou.
What do you say to those thatare holding off because they're
like I bet you he's got thefanciest p McKinnon-esque Canon
1D Mark, whatever, shootingeverything, I don't have the
(22:39):
fancy mics, I don't have thefancy camera.
Like, what do you say to thosepeople?
Brad (22:43):
Like honestly this isn't just me saying this for to you
know, refute what you just said.
We have nice equipment herethat we work with at times, but
often the stuff that we justshoot right on this thing here,
our phone or whatever, now likeconnects better with people.
It honestly just ties back towhat you just said about
authenticity, because sometimeswe do the full production thing
(23:05):
with the mics and the lights andthe cameras and we share stuff
and it feels like we're likefeeding them like a commercial,
like it's like a produced piecethat like is like like I need to
see another car commercialright.
So it's like sometimes the rawstuff you just take a picture on
your phone in the moment I wassaying today to group, I was
telling you about the, the fxboard, like sometimes, like I've
(23:27):
noticed now and not to putvideo down because I love video
and stuff, but like the oldschool just like posting a still
photo on social media like cutsthrough the noise a little bit
now and it works really wellstill.
So it's like sometimes youdon't need all that.
It's again, and I already saidthis like comes back to the
story.
But if you have a really goodstory to tell it doesn't always
(23:47):
have to feel like slick andproduced, like there's still
space for that stuff and it likeworks really well in certain
areas.
But other times I think peoplefeel like you're just being
authentic with doing it right onyour phone or, you know, on a
non-fancy camera you will.
So I don't think it's about theequipment.
At the end of the day, I trulybelieve, like I keep saying,
(24:07):
that it's more about the storyyou've had to tell or the
company you're representingthose sort of things, instead of
just what camera you shot it on.
MC (24:15):
Okay, I'm going to ask you this question.
This is the question that theOG listeners wait for, because
they know it comes at the end.
After all, the ADD peopledropped off at 12 minutes, at 17
minutes, at 20 minutes.
How do you know what makes agood story or not?
Brad (24:37):
I think honestly, it's if you, if you feel something when
you hear it.
I've I've seen a lot of storieson social media.
Um, you know whether it'sLinkedIn is a great example?
Right Cause I feel likeLinkedIn is a unique space
because people tend to tell alot of the same stories.
It's always like the hustle,the grind, like why I was
(24:59):
successful in my businessendeavor because I did X, y, z
for this many days a week, typeof thing.
You get a lot of people tryingto coach other people on success
or business tips and things,which is all good, great.
If that's where your successlies, then awesome.
But I think, like we keep usingauthenticity, and something we
say a lot here too, is thisreciprocity sense on social
(25:21):
media, like it's not just abouttelling your story, it's also
about listening and engagingwith other people's stories, and
that's where the authenticitycomes from.
So, for me, if I see a story onsocial media or, you know,
(25:48):
online somewhere, and I feellike I'm driven to engage with
it, like you're liking something, sharing it, commenting,
sending it to your friend in aDM, like that to me is
compelling because it didsomething, it made you look on
it.
We didn't just swipe by itRight.
So like to me that if you feelsomething or you feel compelled
(26:09):
to do something with that story,that's the top way I could say.
That story drove you.
For me at least.
MC (26:16):
I love it.
I mean, it makes so much senseto me.
Did you feel something?
And nine times out of 10, bro,if you didn't feel something,
why are you so cold?
You know who hurt you?
No, I'm just kidding.
Hey, man, I've enjoyed this somuch.
I am so excited that we got toshare some time.
How can those listening andwatching connect with you?
Brad (26:33):
Yeah, pretty much on every social channel, as you would
imagine.
But you know I'm on LinkedIn isprobably, professionally, the
easiest way to connect with me.
You know West her, we're oneverything too.
So if you want to kind offollow along with our journey,
what we're doing, you can findus on your network of choice.
But yeah, like I'm alwayslooking to engage with other
people in the industry.
Like I said, reciprocity, learnfrom them, hopefully, learn
(26:55):
something from me.
And I'm always looking toengage with other people in the
industry.
Like I said, reciprocity, learnfrom them, hopefully learn
something from me.
And I'm always down to connect.
MC (26:59):
Love it, man.
Thanks so much for joining meon the Dealer Playbook Podcast.
Appreciate you having me.
Hey, thanks for listening tothe Dealer Playbook Podcast.
If you enjoyed tuning in,please subscribe, share and hit
that like button.
You can also join us and theDPB community on social media.
Check back next week for a newdealer playbook episode.
(27:22):
Thanks so much for joining.
This episode is brought to you by FlexDealer Auto industry.
What's going on?
In this episode of the podcast?
I'm sitting down with my pal,brad Gelber.
(00:21):
He is the digital media andcontent marketing manager at
West Her Auto Group.
We're going to be talking abouthow you can effectively market
and position your dealershiponline, specifically on social
channels.
Brad, thanks so much forjoining me on the Dealer
Playbook.
Brad (00:35):
Yeah, thanks for having me .
I appreciate it.
MC (00:37):
I mean tell me if I'm wrong the largest privately owned
dealer group in New York.
Is that right?
Brad (00:43):
Yeah, we often get that as like a surprise.
I think a little bit, justbecause you know people well, I
guess maybe they assumedownstate just because of
population.
But if you think about it likefrom a geographic standpoint,
just where do you put all thestores?
I think it's the problemdownstate.
Yep, you're correct, we'renumber one in New York and
(01:04):
actually one of the largestgroups in the country, we're all
.
So yeah, Before I worked here Iwouldn't have thought that was
located in our area of New YorkBuffalo primarily.
But we're across three citiesnow in upstate New York Buffalo,
rochester.
We have one point in Syracuse,so we're pretty regionally
condensed, which is a little bitunique for a group of our size.
(01:24):
But yeah, number one in NewYork.
MC (01:26):
So Bro, the bills though.
Like what is going on, dude.
Brad (01:31):
Yeah, I don't know.
People may know that you knowJosh Allen and we have a couple
of guys here that are part ofwhat we call Team West Her,
which is our kind ofspokesperson football related
endeavor that we embarked onseveral years ago.
Steve Tasker also for the OGfans here has been a longtime
member of Team West tour and ithurt.
It hurts a little bit more whenyou're close to it and you get
(01:52):
to know these guys on a humanlevel.
But yeah, we're kind of inmorning mode still right now.
We're trying not to talk aboutit too much.
MC (01:58):
You're doing it well with a smile on your face, but I can't.
I'm like bro Alan.
You get no more discounts onvehicles, bro, come on.
You were playing like youdidn't want it.
What's going on?
Brad (02:09):
you know what I'm saying I'll let you say that, and I'll
just yeah, I'll say it.
MC (02:13):
I'm in texas, I'm far enough away.
I was rooting for them, man.
Brad (02:19):
I was rooting for them cheating chiefs anyways,
everyone other than people inKansas City.
I think we're rooting for them.
MC (02:26):
So yeah, that's fair.
That's interesting.
You bring that up.
I might want to revisit that,though, later on.
Not the game, not the bills,but the advocacy, the program
that you guys have built toreach deep into the communities,
especially around somethingthat is as charged as football.
How did you get into the carbusiness?
Brad (02:44):
I often tell people it wasn't on purpose.
I'm originally from Western NewYork.
I went away to school in Boston, actually, and while I was in
Boston I would come home toBuffalo for the summers, started
doing internships, primarily atad agencies on the more
traditional side accountmanagement stuff like that and I
(03:06):
just stumbled across social,which I know isn't what you
asked me exactly, but kind ofsocial was at this point, was
just kind of taking off.
I'd say it was back in you know2011 time period.
So at that point I had ended upworking at a social agency in
Boston.
That one of the accountsactually my main account that I
(03:28):
worked on was for SonicAutomotive, which is even bigger
than West Church.
So at the time it just ended upbeing what was available to me.
So that was kind of my firstfull-time gig was working, just
happenstance, in automotive.
And then, when I moved back toBuffalo, I joined a local
startup here in Buffalo which atthe time there wasn't a lot of
(03:48):
people doing social forbusinesses.
And when I joined there, eventhough we were small, it was
myself the owner and one graphicdesigner working out of the
owner's kitchen at his house.
True startup, I'm not kidding,it was legit hardcore startup
which was super cool and Ilearned a ton, but one of.
Again, there wasn't a lot ofpeople doing this, so businesses
(04:09):
in the area had to rely on,like a startup to to help them
with social.
So one of the bigger autogroups, who's actually one of
our competitors now.
I was the primary point personfor them for their social media
bat, you know in 2014 or so, andagain just kept falling into
automotive.
I always say, well, again wasn'tlike hey I want to work in
(04:31):
automotive or I want to work fora car dealership or anything
like that.
And then once I have kind of amixed background on like
broadcast media side, I've donesome stuff with tv and radio and
things like that on the sportsside of things.
So my world always kind of keptcolliding back together as a
(04:52):
common theme.
But after I dipped my toe indoing that stuff a little bit
full time, I decided I reallywanted to be back in marketing
and I had reached out to severalbusinesses locally that I
thought I might be able to helpthem.
I just, you know, I'd heard thenames, I saw some stuff.
I thought, you know, maybe Icould lend my expertise, if you
will, to what they were doing.
And West Shore happened to beone of them.
(05:12):
And I sent Scott Beeler, who'sour CEO, a email directly and I
told him they weren't hiring,there was no job post.
I just told them, hey, I, likeyou know, I love what West Shore
is doing.
I think I could help on thesocial side.
And people listening orwatching might be familiar with
(05:32):
a good friend of mine, mattLasher, who was the marketing
director at Westchester at thetime, and Scott forwarded the
email that Matt and I ended upgetting coffee, I think four or
five times and just completelyhit it off.
We're still on the same pagesocial marketing, everything
content related, wise, and theyactually created a position for
me at West Chair to come on andhelp them with their social,
with content, kind of findingtheir voice online.
(05:53):
And then I've been here almosteight years now, so it's just
one of those things where youtook the trust fall.
MC (06:00):
Yeah, you took the trust fall into the industry and then
you ran with it.
Brad (06:04):
So I understand what you're saying now, that you kind
of did it on purpose, like itwas on purpose but it kind of
wasn't yep, it just kept kind ofcoming up and it was like this
common theme and now it's likeit's really what I've known now
at this point I gotta say too,while we're on the topic of matt
, one of one of my favorites inthe industry yep, I don't know
if he can be anything other thanwho he authentically is Totally
(06:28):
Right, he's the same, and thatis something that I think is so
rare in our industry.
MC (06:33):
That I appreciate so deeply resonates deeply with me.
Did he teach you how to solve aRubik's cube?
Brad (06:38):
Well, no, I actually just saw him about an hour ago Cause,
funny enough like his office isstill right down the hall from
me, even though he's now withStreamline full time and you
know I don't get to see him asoften, but I still see him and I
was giving him a hard timebecause I saw his post on
LinkedIn and I was like dude,I've never seen you solve the
Rubik's cube.
I didn't know you could even dothat.
(06:58):
So you learn new things aboutpeople all the time, no matter
how long you've known him.
MC (07:02):
His kid was giving him a run for his money.
He was like, oh crap, there wasa minute there.
He's like, oh dang, I'm out.
Yeah, you said a couple ofthings I want to touch on
helping them find their brandvoice.
I think this is something thatgets so overlooked, especially
in the dealership industry,where most of the time it's a
(07:23):
marketing agency that's doingsome sort of cookie cut or
something and everybody soundsthe same.
It's very transactional Totally.
What do you recommend somebodybe thinking about who's in a
similar position as yours, tohelp build out or find that
brand voice for their dealership?
Brad (07:39):
Yeah, and honestly I've been on both sides of it,
because when I not to put anyonedown or what they do, but when
I was working at that agency outof school, that's what it was
Like.
It was working for this mammoth, you know, sonic Automotive,
but it was essentially there wasfour or five of us on the
account and we just our goal wasjust to get something posted,
like it was like completelycookie cutter, like you're
(08:02):
saying, and this templatizedthing was you got to do one
review, posted it this day andyou got to do post this day.
So when I got to West Shore, Iwas super fortunate that they
have such a strong communitypresence and such a strong
vision for who this company isculturally, who they want to be
ethically.
It's just radiated down fromScott Beeler and the leadership
(08:25):
team, and so for me here it wasreally taking things they were
already doing and just finding away to showcase that through
where people were finding theircontent.
At the time, facebook was theprimary driver, but then
Instagram came along and TikTokcame along later, and so you
just kept having variouschannels.
You know that grew over thetime, but it really wasn't
(08:46):
creating the voice as much as itwas taking what was their
legacy, wise, and finding theright way to communicate it to
the people and I think that'sprobably the case for a lot of
auto groups or dealerships is,you know, not to plug anyone or
anything, but you know, the MoreThan Cars series has been
awesome.
West Tur was on that series.
But I watched these dealershipsand everyone has their own story
(09:09):
to tell, however big or howeversmall you are.
So it may not be to the scaleof Scott Beeler and West Tur,
because that community wise, Idon't know anyone that's running
at the speed Scott's running,but everyone's doing something
and I think that's what makesyou special.
Whether it's a dealer orwhether it's non-automotive.
Everyone has their own story totell.
(09:29):
So I think it's just findingand that's your point being
immersed in it every day orbeing part of the company.
That's so much easier.
And, again, not putting downagencies or outside vendors,
because they do great work too.
But it's a lot more challengingto be able to tell those
stories if you're not immersedin the company every day.
So on the inside, I think someof it's just helping tell those
(09:52):
stories of what's alreadyhappening every day.
MC (09:55):
Yeah, you've brought up a couple of, I think, really
important ingredients to callout.
First is the affinity that youfeel for the group's leadership.
Right, that definitely is forme, just the thought of people
waking up in the morning goingto work for a company and or an
individual that they have noaffinity for makes it difficult
(10:19):
Totally.
So that's a critical ingredient.
And then I see the spill off ofthat in culture that you want
to be there.
You are in a position mentally,as a result of the culture and
the leadership with which youare open, to seeing the story.
Sure, yeah, is it possible?
If you're in a position whereyou're like, ah, but I got to do
(10:41):
my job, and like, what do yourecommend to those individuals?
Because we know they're outthere, we know they're probably
listening or watching, what doyou say to them?
Maybe a hopeful sentimentthat's like, yeah, but you can
still get something out of this,even if you don't want to be
there right now, like that's thething, right, like even, yeah,
ideal world.
Brad (10:59):
We all love our job or we all love where we work, but
again, not super realistic.
I think that doesn't mean therearen't stories to tell our good
people at your company.
So one of the things I find hasalways been so important is you
know, again, I bring up MattLashler a lot, but he'll be like
dude, you didn't have to plugme this whole time, but
basically, like I love, it,because it's one more reason why
he's going to share thisepisode out for us.
(11:21):
The thing if anyone follows himon linkedin or anything, he's
like people over everything,right, like that's always like
his moniker, so like.
But it's true, like the end ofthe day, people are a driver of
this emotive response.
We feel like, if you see, Ialways tell people I was talking
to, uh, advising this localbusiness ethics organization
today that we we do some workwith on their social media, and
(11:44):
I was telling them like theywere like, you know, if we post
this award, we can just post thecompany's logo and say they won
the award, and I said, or youcould get the leader of the
organization to take a picture,a video, with the award talking
about why it's important to them.
Like seeing that face connectsit just a little bit further.
So, similar to what you asked,like maybe they don't love the
(12:06):
company they work with, butmaybe there's a really good man
or woman who's been there 30years who, like has a really
cool story to tell.
Like maybe they view thecompany through a different
vantage point because they'vebeen there forever and they know
stuff that the person inmarketing or social media
doesn't know about the company.
So like there's still, I think,to tell stories or post
engaging content without beingin love with what you do.
(12:28):
I think that's what makes ustalented marketers sometimes
Because, look, I love Western, Ilove working here.
But I think every day, wealways Everyone has challenges
in their job, even if they loveit or not, and there's difficult
things.
Maybe leadership wants you tomake the logo two times bigger,
right?
MC (12:46):
And you know it's got to be bigger.
Brad (12:48):
But you run out of room to like storytell the rest of that
, whether it's graphically orthrough copy or through in a
video, they want it to be twiceas long and you're like no,
please Like.
So you know, there's alwaysgoing to be those moments where
it's not perfect, but I thinkthat's where creativity, that's
where, like honing, your craftcomes into play and you can
still, you know, tell thosestories, even if it's not your
(13:10):
dream job.
MC (13:11):
What I love about what you're saying here, man, is not
once yet have you said it'sabout the lighting, it's about
the camera, it's about theplatform.
You are saying no like.
Here's a thing that is readilyavailable to you, no matter your
circumstances.
It is finding the story andtelling the story, which, to me,
(13:32):
is just a signal that you are acreator through and through.
Like you, you are a creatorbecause you can find the thing
that you want to talk about andyou understand the power of
storytelling.
So I hope those listening andwatching are picking up on that.
That's available to you rightnow.
But I know there are peoplethinking, yeah, but Brad, just
tell what's the platform that'spopping right now?
(13:54):
Does the platform matter if thestory is sound?
What's your take?
Hey, does your marketing agencysuck?
Listen, before we hop back intothis episode, I know you know
me as the host of the DealerPlaybook, but did you also know
that I'm the CEO of FlexDealer,an agency that's helping dealers
capture better quality leadsfrom local SEO and
(14:16):
hyper-targeted ads that convert?
So if you want to sell morecars and finally have a partner
that's in it with you, thatdoesn't suck, visit
FlexDealercom.
Let's hop back into thisepisode.
Brad (14:29):
Yeah, I mean it does and it doesn't To your point.
I agree.
I think the story comes first.
Always, we can always tell, wecan find ways to tell the story
on the appropriate platform.
I guess that's what I would say.
Right?
It shouldn't be necessarilylike look, if you're a one man
or woman band and you don't havethe capacity to have a team and
you don't have editors, and youdon't have graphic designers
(14:50):
and you can't do everythingcustomized, I would tell you
like find the right story firstand that'll connect with people,
no matter the platform.
But if you do have the capacityor you are a little bit more
advanced in some of these things, we try to hone the story to
the platform.
So if it's TikTok, it's goingto look a little different than
it does on Facebook, than itdoes on Instagram, than it does
(15:12):
on X or wherever we're postingLinkedIn, but at the end of the
day, the story is still thestory.
So if we do something kind oflike out there, that's a little
bit more funny or it's a littlebit more trendy because it's
relevant.
On TikTok, we could probablyfind a way to clean it up a
little bit and make it a littlebit more connectable to an older
demographic on Facebook.
(15:33):
So the story, the root of thestory, might still be the same,
but just how we're telling itmight change a little bit.
So I always tell people you knowI do a kind of bi-monthly
workshop with sales folks hereat West Tur where we talk about
like how do I leverage socialmedia and what is social media
and like should I be on everyplatform?
(15:55):
And you know we get a wholedifferent range of people in
these workshops.
We get out some people who haveno idea anything I'm saying is
completely foreign to them.
And then we get people who arelike on Instagram and TikTok all
day long and they're like thisis like 101, like way underneath
my learning skills, but I tryto hone it to like everyone.
But in that workshop we talkabout like best ways to utilize
(16:17):
social, not just from like asalesy, like hey, come on down
today, $2.99 lease deal special,but more of like an authentic
connection to people that mightone day want to buy a car if
they know you work at West Her.
So like.
I try to give them thatunderstanding that it's a lot
more than just this like salestool, which is sometimes
surprising to people becausethey think like, hey, I just
(16:40):
post this picture of a caronline and I'm going to get 10
leads tomorrow and I'm going toget a bunch of shares and
engagement and that's how itworks, and I'm like, no, not
really it's not quite that way,but it's a really interesting
workshop and people ask a lot ofgood questions and stuff.
But yeah, I think it's just oneof those things where you can
educate to a degree, but at theend of the day, the platform is
(17:02):
a platform and the story is thestory the day.
MC (17:08):
The platform's a platform and the story's the story.
There's so many ways I want togo here and I'm having trouble
deciding which way I want to go.
I hate that.
I'm going to go here.
Let's breeze past it, shall we?
Sure AI people are sittingthere going ah, here's this
thing that'll be able to tellthe story for us and stitch it
together.
Does that rub you the wrong way?
If so, for us and stitch ittogether.
Does that rub?
Brad (17:27):
you the wrong way?
If so, why does it not?
If so, why?
Yeah?
That's a great question,honestly, and it's something I
think about a lot in my role nowwith having a team here of
primarily younger folks.
I still think I'm young inmyself, but as you get older,
you work with people who areeven younger than you.
So, yeah, but wait a minute.
You did say Facebook for theolder crowd and I instantly was
(17:48):
like well, you know, facebookwas my first primary platform
too, but I think, when we talkabout AI, here at least and I
know every organization isdifferent and again, ai might be
a godsend to people, like Isaid, that are by themselves in
a department or a team that justdon't have the resources to do
(18:08):
everything.
Yeah, absolutely, but I view AI, and everyone I've talked to
here, as a tool that can help bemore efficient, but not replace
what we're doing.
So you know, when I actuallywent to the Asodu conference
last the most recent one and webrought a couple of our team
members here and I brought withme our in-house videographer,
(18:30):
who does a lot of these cool carfeatures and he actually was a
freelancer for us.
We loved his work so much webrought him on full time.
His name's Jason Great guy butsuper talented.
But I remember I was sittingwith him at a SOTU and we were
talking about, you know, one ofthe sessions was on AI and
content creation through AI andeven how there's a lot of really
great companies out there rightnow that are leveraging AI to
(18:52):
create video.
Now that looks completelyrealistic, and him and I had a
very transparent conversationafterwards just about the future
of content creation and is hisjob a risk and that whole sort
of thing?
And I think for me to him itwas like I will never replace
you.
Your artistry and your craft islike different from what a
(19:16):
computer will make, like that'sgreat and there's value in it
because it can cause, you know,while it might take him several
hours to shoot and edit a video,ai can do it like that, but
that doesn't mean that itreplaces the artistry of what
he's creating.
So I think there's room forboth, as I would hedge it that
way.
I know that's not a transparentanswer, but I think like
(19:37):
there's room for AI to make youmore efficient.
But I don't think at least herewe're looking to replace the
artist with that right now.
MC (19:47):
Yeah, interesting, as I'm taking notes and I'm thinking
about this, like, what are theaspects of the work that just, I
think will never be replaced byartificial and I know this
might sound dumb, dude, but it'scalled artificial for a reason
sure, yeah, it's like here weare right now.
I feel like 2020, tail end of 24, now moving into 25
(20:09):
authenticity is something that'sat the forefront of all of our
minds, probably because of theundertone of artificial
intelligence coming, making itsway, but it just kind of shows
that the human appetite is forreal.
It's we want authenticity.
Sooner or later, it's going tobe revealed how many people
didn't put any effort intoanything anymore, and I think
(20:30):
that's going to ruin the socialdeposits into the, you know,
into the social bank accountsthat we all kind of unofficially
have in our souls.
And and to tell a story withemotion, in a way that we, using
our human senses, know willconnect with an audience, I
think is pretty powerful that weare built, I believe, divinely
(20:52):
by a creator who instilled notartificial intelligence in us,
but intelligence for sure.
Brad (20:59):
No, no, I think that's like that's a great way to put
it, and I think that you knowyou see all this stuff now, like
Hollywood soon, we're not goingto need actors or
cinematographers or anything,cause people are just going to
be able to do it all with AI andstuff, and it's like there's
still a level of having a craftthat connects with people, and I
think the way you and I arehaving this conversation, like
(21:21):
you still want to connect withanother human being who share,
teaches you new things, or youconnect with them on a common
interest, and I don't thinkwe're at a point where computers
are just going to take thataway from from people.
I don.
MC (21:34):
I don't think so.
I think even like look at whathappened with the whole, uh,
marvel cinematic universe.
At first it was new andexciting and Holy smokes, look
at all the action and the bup.
But it, it, it, it, it, it, it,it, it, it it.
Gun maverick slips in andbecause you know that they were
(21:55):
all sitting in that aircraftflying at supersonic speeds, and
because of the missionimpossibles where you know he's
doing his own stunts are likehuman nature kind of leans into
that, it becomes more excitingknowing that he wasn't wearing a
pajama suit with all the dotsyou know in a puppet head.
There's something about thatauthenticity that I think shines
(22:15):
through and again, you know theundertone of everything that
I'm picking up from you, brad,is the authenticity storytelling
.
It's all readily available toyou.
What do you say to those thatare holding off because they're
like I bet you he's got thefanciest p McKinnon-esque Canon
1D Mark, whatever, shootingeverything, I don't have the
(22:39):
fancy mics, I don't have thefancy camera.
Like, what do you say to thosepeople?
Brad (22:43):
Like honestly this isn't just me saying this for to you
know, refute what you just said.
We have nice equipment herethat we work with at times, but
often the stuff that we justshoot right on this thing here,
our phone or whatever, now likeconnects better with people.
It honestly just ties back towhat you just said about
authenticity, because sometimeswe do the full production thing
(23:05):
with the mics and the lights andthe cameras and we share stuff
and it feels like we're likefeeding them like a commercial,
like it's like a produced piecethat like is like like I need to
see another car commercialright.
So it's like sometimes the rawstuff you just take a picture on
your phone in the moment I wassaying today to group, I was
telling you about the, the fxboard, like sometimes, like I've
(23:27):
noticed now and not to putvideo down because I love video
and stuff, but like the oldschool just like posting a still
photo on social media like cutsthrough the noise a little bit
now and it works really wellstill.
So it's like sometimes youdon't need all that.
It's again, and I already saidthis like comes back to the
story.
But if you have a really goodstory to tell it doesn't always
(23:47):
have to feel like slick andproduced, like there's still
space for that stuff and it likeworks really well in certain
areas.
But other times I think peoplefeel like you're just being
authentic with doing it right onyour phone or, you know, on a
non-fancy camera you will.
So I don't think it's about theequipment.
At the end of the day, I trulybelieve, like I keep saying,
(24:07):
that it's more about the storyyou've had to tell or the
company you're representingthose sort of things, instead of
just what camera you shot it on.
MC (24:15):
Okay, I'm going to ask you this question.
This is the question that theOG listeners wait for, because
they know it comes at the end.
After all, the ADD peopledropped off at 12 minutes, at 17
minutes, at 20 minutes.
How do you know what makes agood story or not?
Brad (24:37):
I think honestly, it's if you, if you feel something when
you hear it.
I've I've seen a lot of storieson social media.
Um, you know whether it'sLinkedIn is a great example?
Right Cause I feel likeLinkedIn is a unique space
because people tend to tell alot of the same stories.
It's always like the hustle,the grind, like why I was
(24:59):
successful in my businessendeavor because I did X, y, z
for this many days a week, typeof thing.
You get a lot of people tryingto coach other people on success
or business tips and things,which is all good, great.
If that's where your successlies, then awesome.
But I think, like we keep usingauthenticity, and something we
say a lot here too, is thisreciprocity sense on social
(25:21):
media, like it's not just abouttelling your story, it's also
about listening and engagingwith other people's stories, and
that's where the authenticitycomes from.
So, for me, if I see a story onsocial media or, you know,
(25:48):
online somewhere, and I feellike I'm driven to engage with
it, like you're liking something, sharing it, commenting,
sending it to your friend in aDM, like that to me is
compelling because it didsomething, it made you look on
it.
We didn't just swipe by itRight.
So like to me that if you feelsomething or you feel compelled
(26:09):
to do something with that story,that's the top way I could say.
That story drove you.
For me at least.
MC (26:16):
I love it.
I mean, it makes so much senseto me.
Did you feel something?
And nine times out of 10, bro,if you didn't feel something,
why are you so cold?
You know who hurt you?
No, I'm just kidding.
Hey, man, I've enjoyed this somuch.
I am so excited that we got toshare some time.
How can those listening andwatching connect with you?
Brad (26:33):
Yeah, pretty much on every social channel, as you would
imagine.
But you know I'm on LinkedIn isprobably, professionally, the
easiest way to connect with me.
You know West her, we're oneverything too.
So if you want to kind offollow along with our journey,
what we're doing, you can findus on your network of choice.
But yeah, like I'm alwayslooking to engage with other
people in the industry.
Like I said, reciprocity, learnfrom them, hopefully, learn
(26:55):
something from me.
And I'm always looking toengage with other people in the
industry.
Like I said, reciprocity, learnfrom them, hopefully learn
something from me.
And I'm always down to connect.
MC (26:59):
Love it, man.
Thanks so much for joining meon the Dealer Playbook Podcast.
Appreciate you having me.
Hey, thanks for listening tothe Dealer Playbook Podcast.
If you enjoyed tuning in,please subscribe, share and hit
that like button.
You can also join us and theDPB community on social media.
Check back next week for a newdealer playbook episode.
(27:22):
Thanks so much for joining.
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