¶ Business Leadership and Employee Incentives
okay , everybody . Uh , this is mark zweig and we're back with another episode of big talk about small business . That's how my partner , eric howerton , he's not here with us today . Ah , that was that . That was good though , mark , that's that intro . He loves to say it like that . But , um , but I've got one of my favorite business people here with me today .
Um , someone I can't say enough good about . Every time I talk with him I learned something new and I have a tremendous respect for this guy , and his name is Matt Lewis of Lewis automotive group here in Fayetteville , and Matt is the vice president and basically runs the show for Lewis , which is a big , big company .
I mean , tell everybody a little bit about the business , if you would , matt .
You bet , you bet , and it's more than just you and I have had this conversation , but it's more than just selling cars , absolutely . You know , since we've moved and I'm sure we'll get into that but since we've moved , you know our scale of employee level . We're right now sitting just below 240 . I think it was 237 .
As far as employees go , it's a big payroll brother , it is . It is , you know , it's kind of like there could be a big reward there , but you also have a big responsibility . Yeah , um , you know . So our business is scaling and it's exciting , you know it's . It's put us in some , some challenging areas as well , which is good .
You know , every once in a while you got to get a little uncomfortable , you push yourself , you all , I mean , between your athletic pursuits and your business pursuits .
You are a guy who's constantly going for more , and I love that about you , you know .
No , I would agree with that . I would agree .
That's the drive there for sure . So this new facility you have is fantastic . It's the coolest car dealership I've ever been in and it just looks so great and what a great customer experience you can provide over there now .
Yeah , it's really neat the amount of research that went into . First , employee centric , so then we could have a better customer . You know , as far as You're big on that internal customer , internal customer , if you don't take care of that employee first , how do you expect them to take care of your external customer , which is your actual customer ?
So a lot of that went into , you know , when we were looking at what do we do with the buildings , what does the size look like , so on and so forth . We've got to keep it centered that we make these areas and these places for employees to thrive .
And then we wanted to make sure any of the processes can we bake them into the actual structure of the building . You to make it automatic . Very cool . So we found so far with that we can take somebody that's new to the business and really do a leap on where they're at about six months .
So we we closed get up to speed faster , up to speed a whole lot faster . You know , especially in service . Sure , if you come into service you'll notice our service drive . You , the customers , have to pull in the service drive and then where the service drive is it's an entire glass wall .
You know that they see the customer pulling in , they've got to take action there . Those are just a couple of things that I know we'll get into each of those pieces . But man , I'm really excited to be on this show and just talk business . It's fun . Anytime , you know , we can just sit down and talk about what's going on in Northwest Arkansas .
How are we progressing business wise ? And I always gain something too every time you and I talk .
Well , you're such a leader . You know you're somebody I see as not just a good manager , because you're also a really good manager and , as you've said before , you can't forget that manage is in the word manager . So you've got to manage , but you're a great leader because you know , I've watched you . I mean you move around .
You are a classic management by wandering around . That was a term coined by Tom Peters , who's probably one of the greatest management consultants ever . You know you move around constantly . You've done every single job in this place . That was part of your sort of training that you went through initially , and and you know , you know what's going on .
People see you , they see you working and and then you know your philosophy of helping your people is is is as opposed to sort of the draconian .
You know , whip cracking , I think that's key and I think you know I'm going to . I've stole this from John Maxwell a long time ago and he's got a famous quote . It says people don't care how much you know until they know how much you care , and one of the ways to do that is show them how you're invested on making them successful .
So when I talk to my managers , you know their role is to manage activities , no matter the department . You can take any department out there and a manager's job is to manage the activities of their employees and the better job they do managing that and a piece of it is how can I jump in the middle of it and fill a gap ?
Maybe we're backed up in an area in our business , maybe it's getting the car washed , maybe it's processing the paperwork . How can they fill that gap to keep it going efficiently ?
Because you know , the last thing is we don't want the customer to have to sacrifice not having a great experience , maybe because we've got an employee that's off or they're on vacation . You've got to fill that gap to make that a seamless process and a top-level customer experience .
Well , you know , you said something very interesting and the subtlety of it wasn't lost on me and that is managing the activities versus the results , because you get the results if you do the activities right , you really do .
Um , you know , and if we're talking sports analogies too , they're focusing on positive yardage . Yeah , they're focusing on the time of possession and the scoreboard is just a reflection of those activities . Yes , and it's you and I discussed this it's not been too long ago when we talked about spiffs . You know ways of incentives for employees .
Yeah , and if you sit down with me and a manager yes , and it's you and I discussed this it's not been too long ago when we talked about SPFs you know ways of incentives for employees .
And if you sit down with me and a manager comes to me and say , hey , matt , I want to run an incentive or a SPF for employees , and I was like great , let's talk about what you'd like to do , and usually they always focus on the results .
¶ Effective Sales Techniques and Strategies
Yep , you know . So they're like in our business . How many cars did you sell ? How many sets of tires did you sell ? How many engines did you sell ? Today ? I said you got to think about it deeper than that , because what happened , what activity happened to drive that sell ? And it is usually in our business .
It would be appointments or phone calls or text messages .
That's classic sales management training , but so many people don't understand that I think you learn that until you have the chance of stepping back and learning from others .
There there's a a really successful sales automotive trainer . He's been around for decades . His name is joe verde . So joe verde really focuses on the numbers , yeah , and he says show me the numbers , show me the phone calls , show me the lot , show me the phone calls , show me the lot of . That's the way I was trained .
When I got out of grad school in 1980 , the guy I worked for was a former Xerox national sales manager . It was all in the numbers . It is how many calls did you make , how many people did you talk to , how many proposals did you send out ? That's exactly what it is .
If your numbers were okay , then they weren't worried about you because they knew the results would bear out .
You know you hit on something key there . And too many people at the end of the day , when we're doing a recap , you know they'll be disappointed because they didn't sell a car or they didn't sell as much on the service drive as they wanted . I said but show me your activities , yep . And they said well , I made a hundred phone calls today .
You know I sent out 50 videos . You know , they're going to make it and I'm like great job . And they're kind of looking at me weird , like what do you mean ? Great job , matt ? I didn't sell a car today , I didn't hit my quota in service and I said you keep doing that and we'll have the big successful days .
In fact , when we have a big day , you know , in our business , selling cars , what's called a hat trick is if you sell three cars in a day , sure , and I say show me three or four days before then , show me their activity level , and I'll tell you how that happened . Yep , you know , because I always ask them like , well , how'd you have a hat trick ?
How'd you sell three cars in a day ? They're like oh , I don't know why . No , start pilling back , pull the logs on the phone calls , on the email set , on all the social media posts . You know , but too many people miss that . Yes , so then here's what happens is is they have a hat trick ?
They sell three cars and then the next day they just fall on their face right and they're what happened . What changed ? I wore the same clothes , I had the same attitude , I did the same this and that my special socks I had . And I'll say let me tell you what happened . You forgot to do the daily activities . And we use the word daily .
There is it's not like hey , one day a week when it's the , it's compounding . Yes , I don't care if we're talking about compounding interest . I don't care if we're talking about compounding of skills . If we are an athlete , yeah . If you're in sales , whatever it is , stay consistent and it'll compound on top of each other and it the probabilities bear out .
I mean , it's really understanding probability theory , and the more events there are , the greater the odds are that it works out as it's supposed to . You know it's simple it is . But people don't understand that . But let's go back to selling for a minute because you know , let's face it , a lot of people don't understand that .
But let's go back to selling for a minute because you know , let's face it , a lot of people don't like buying cars . The car sales people have a bad reputation being high pressure . I do . You have somehow managed to diffuse that , disarm that . How do you do that with your people ? What is the ? What is it you tell them ?
How do you train them to get them to provide , let's say , a less threatening experience to the buyer ? You said you've done it .
I know you serve first and sell second . Okay but I said both , but I said both okay . I never lose focus on what the goal is , and it's to sell a car , but I need to serve first , and what I mean by serve is I need to meet a customer , wherever they're at in their buying process , right before I can sell the car .
I need to provide the information they need to make a well-informed decision . So that comes through a little bit of discovery and , as a sales professional , I'm talking to the customer to figure out what step are they at , instead of the shotgun approach . Where can I meet them ?
You know , is it that we're now down to payments and we got to figure out which payment fits ? Is it we're still trying to decide ? We're going to a car or a truck ? What step of the sell are they at ? Or they decided the car ? They've watched all the YouTube videos , but they want to see does it actually equal the review they watched online ?
It's the confirmation of what they already think right .
It really is , but that comes from discovery and I'm sure we'll talk about this a bunch . But it's really important . If you're in any type of sales out there , you better be a really good listener first . Yes , you better ask questions so you can figure out where are you picking up in the sales process , because everybody's different .
Yeah , I've noticed that with you .
Like you know , somebody who's only seen you on radio and TV or social media might think oh , matt is like a super gregarious talker you know , but you're not . You know , when you're in that mode you're very , very quiet . I've noticed and , um , you ask a lot of questions and listen to what people say .
And now you , you come and talk to my students every semester and it's always great , but what is that ? Um , tell everybody a little bit about the basic um , uh , get them to to know you , like you and trust you . You bet formula , because I think there's just pure genius in that . No matter what you're , selling you bet .
So there's two things there we got to dissect . It is one , the value of the questions and kind of where that came from , and then I'll get to the no you like , you trust you and , and I gotta be honest , if , if I go back to my 20s and even in my young 30s I wasn't as good as a listener , you know what I mean ?
Oh , I was , I was just running a gun and and a lot of people make this mistake is they do the same walk around or the same sales presentation that they did to sell the last item , whether it is vehicle , whatever it may be .
That's farthest from the truth , because now , all of a sudden you're putting this new customer in the same category of wants and needs and motive as the previous customer and that's just not the facts . Sure you have to become a very good listener . We were going over this this morning in the sales meeting .
I said I treat , when I go talk to a customer , like I've got a blank sheet of paper and the only thing on that sheet of paper is the heading that says how do I sell them a car ? Okay , and it's my job to fill this blank sheet out before I start selling see , see in our business .
We've talked about this in class , but there's over 20 000 moving parts on the vehicle . Yeah , 20 000 , it's a lot of parts . How do you decide to go what over with a customer ?
because we're all in a fast food mentality well , in your business , your , your customer base is so diverse I mean not every business is going to have the diversity of customers that you would have . I mean , basically anybody could buy a car , right so you've really got to make an effort to figure out what you're dealing with there .
And this crosses over , selling is selling , yeah , yeah , and managing people's managing people . But in the art of selling you must know your audience and you must meet them wherever , whatever stage they're at in the process of buying . That only comes from discovery , by asking questions .
So I fill this sheet of paper out and really , if you kill it out mentally , or physically , mentally , in my mind . Okay , before I go to start doing the walk around the vehicle , the test drive present figures . I'm going to know at least two hot buttons . I need to know the motive . Why are they here ?
Is it because their families get larger , their vehicle's almost out of warranty ? They've got a boat , they've got to pull , they're going to drive more , but they need better fuel mileage . See , I've got to figure out what's that motive . If I don't know the motive , what am I doing ? Right , you know I'm just selling scared Sure .
You know I love watching Shark .
Tank . I do too . I love the show .
Whenever I'm out of town , it's what I turn on and watch at night is Shark Tank , and more than the products on Shark Tank , I like the process and studying the pitches and you can always tell and for y'all listening , you're now going to notice this . The people when they start selling scared .
You know , when it feels like the line is going away , they start turning off the sharks .
They do .
You know , a couple of them say no . They're like , oh , hang on , hang on , we can do that . Once you start selling scared out of desperation , you're done . I mean desperation , you're done . I mean you're absolutely done .
No question about it , people want to buy from people who are confident about their product , sure not that are just like trying to give other incentives to give it away . Yeah , so you got to listen and you've got to really double down .
Once you figure out the motive and a couple hot buttons , you know , in our industry , you're like , well matt , what would the hot buttons be ? Let's talk about this . Is it fuel knowledge ? Is it appearance ? Is it performance ? Is it the warranty ? Is it the cup holders , the USB ports , tow capacity , like what is it ?
And for you it's different than me , and if we had 10 more people in the room they would all say something different .
Yeah , and it may be different based on I cars for me , and every time I buy one I got a different need right , absolutely so . Just because the last time around I wanted towing capacity , I may have dumped my RV along the way , and now I don't need that . You bet you're at a different stage .
Right , exactly , and . But that's so like we got to pause here because that's so important and it's so basic . But everybody misses it . They miss it . They try to sell based upon what they like or how they sold the last customer , and that's so far from the truth .
I'm sure that's true , that what they like I've been guilty of that before . I mean even in houses .
When somebody's looking for a house , what are the what's ? Your hot buttons and my hot buttons are totally different . Sure , and what I wanted in a house 15 years ago and then 15 years in the future , that's going to be totally different , yes , even on the same person .
So , so you have to slow down , to speed up right , I understand that that makes a lot of sense , but now what about the , the no , like and trust ?
all right , so let's get to the three there so what you're looking for here is the green light , and until you get the green light , you have no business trying to sell anybody something now . Somebody won't give you the green light until they answer those questions . You already hit them . Do I know you ? Do I like you and can I trust you ?
So , mentally , every customer will ask those three questions before they feel confident to go forward with you . Do I know who this person is ? Okay , do I like them ? Meaning really , can I tolerate them Not ? Am I going to invite them over for Christmas or whatever else ? Can I tolerate them through this process ? Okay , and then , can I trust them ?
Now , I can't answer the question about trust if I don't know and if I don't like them .
Yeah , so there's an order of operations . There's an order of operation .
So the only way you can mentally get those questions answered is by asking questions and having conversation . And in our business it's not about the car , it's about the person . What , how do you get somebody to open up about that ? You got to ask questions
¶ Importance of Asking Questions in Communication
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One of the things you said that's just so profound . It's amazing because you can boil stuff down in real simple terms . That's one of the things that's really good about you , and you stay with your themes . But you know , I think you said at one time , if you just ask people a lot of questions about themselves , they'll think you're a great guy .
Exactly , Exactly .
And it's so true and it's like a communication hack .
And you also said if you've ever spent any time with somebody who never asked you a question , they're not really fun to hang out with and you might not like them very much . And that's true . You know it's like you get together , like in my wife would have like a friend and then you know it's like we need to get together with the friend .
You get together with the husband and all he does is talk about himself the whole time .
I never even asked anything about you , like where you grew up , what you do , nothing okay , I think that's so important and you stole some of my thunder there , but only because we've talked about it so much and it was relevant .
It's been relevant through all these years is the quickest way to get somebody to answer that question of do I know you and do I like you is by you asking them questions to talk and like , like you said , we've all been in those situations where if that person talked the whole time , you're like man , I don't know anything about you know , they didn't ask
anything about me . I'm done , let's not go out to dinner with them again . Yeah , so you need to ask questions about you . Know I'll ask questions like hey , do y'all live here in Fayetteville ? Yeah , I don't know if they live in Fayetteville or not . The answer is either yes or no and they'll be like no , we don't . Well , where do you live ?
Well , we live up in Bentonville , perfect , do your kids go to school in Bentonville ? Well , I don't know if they have kids or not , but I'm getting ready to find out and they're like no , they don't go to Bentonville . Which school do ? Asking these questions to get to know them ? Because two things there . One , they get to start answering the question of .
I kind of like this guy . He's interested in my wants and needs . And then two , when I get ready to do my sales presentation , I'm incorporating in their daily commute Sure , I'm incorporating in taking the kids to school wherever they're going , right , so it's a twofold Sure . I want them to walk away and go . You know what ?
Matt really asked questions and he really got to know me . Yeah , so check one right , you know so now we know you well , I know you , we like you because we at least engaged . Yes , so then they can go forward in our business .
Purchasing a vehicle is usually the second largest purchase they'll make , so they better at least trust me handling the money and figuring out the monthly payments , so on and so forth . That one stuck with me . I was working for a trainer out of Chattanooga , tennessee , as an internship when I was in college and he taught me those things . He goes .
They got to know you , like you and trust you before they'll do business with you .
You had very specialized training I mean , you're fourth generation in this family business but you've really turned it on its ear , I mean , let's be honest and transformed it completely . But you went to a special four-year college for automotive professionals I did and then had other internships that were related . That's pretty unusual , isn't it ? It is .
Do you think the other people I'm sure some of them you still know I do Do they do things like you do ? Or did they throw all that out of the all that that education out the door and then go back to do things the way their parents did in the old days ? I'm just curious .
Some do , some don't . You hit on an important fact there .
There's another part to the equation is you can get all the education you want , but if the team you're around does not embrace knowing that , like , hey , we need to be progressive , we need to re-work this , and in our case , just because we've done something since 1946 doesn't mean that that's what we need to do going forward .
Yes , we have to remember that the one funding payroll is the customer , and I tell my employees that all the time . I'm like your check may say , lewis , but it's funded from the customer , all right , and if the customer's way to buy a car service , a car , changes , we need to change too . Yes , so that one's . I don't want to miss that .
Yes , I went to a lot of great training and education , but if I wouldn't have had the support of of my dad and my uncle of going , okay , let's , let's see what this looks like now , let's see what the buying process looks , then I would have hit a dead end , and some of my friends have hit that .
Yeah , maybe their parents or their other family members aren't as open-minded as yours were .
Or they , their other family members , aren't as open-minded as yours were , or they're still in the store trying to micromanage it . Yeah , you know , I've got some friends in their 40s and they've now been back . They can't get the parents out of the way . They can't . You know they'll try to be progressive .
I've seen that before . It's very demotivational for them well , then they just stop .
You know , I've got some friends and they keep and they'll have a great meeting about a new process , and you know , then their , their parents or their dad or their mom , whoever's in the business they go back and have another meeting . But no , no , we're not going to do it this way . I'll talk to so-and-so about it .
Yeah , and , like you said , after that happens a couple of times and they just stop , which is so bad .
I mean , you came into this at a young age . I met you right when you first came into the business and I'd had not a great experience at one of your stores and I told you about it . It wasn't a huge deal . I don't remember what it was . It was something silly about . I bought a car . They didn't want me to leave it there more than two or three days .
They insisted I get it . Okay , I was out of town but I didn't want to lose the car , so I bought it and then we were gone , you know . But anyway , it all worked out in the end . But they kind of made a stink about it and I told you about that and ever since then you and I've done a lot of business .
But so Hang on but you bring up a point there is . Usually it's something small like that . So everybody listening is like what it's ? Just because you couldn't leave the car for a couple of days . If you pull back the layers of the onion , usually the reason a customer leaves and goes and does business somewhere else is something small .
It's really easy that , monetary wise , it wasn't . Hey , you missed me by a couple thousand dollars . It was like you just didn't listen to my needs and how I needed you to help facilitate it .
Well , you know . That's another thing , though , that I know you've always brought up , and you've said that really , price is not the determining factor . Now you're in a mature industry . Sure , it's got its growth periods and it's decaying periods , and there's a zillion auto dealers out there . You said it before .
All four dealers pay the same price for the same f-150 . So , yeah , and you can get online and anybody can shop and find the lowest price right , but yet you still manage to do the business that you do , and it's not all price dribble in the end . Talk a little bit about that .
So we have to be competitive . Yeah , you know . So we've got all these whiz-bang tools to make sure we're competitively priced in the market , but we don't have to have a race to the bottom . See , people , they don't mind paying a profit . They want you to be competitive , sure .
But they want the free service . I want you to be successful Exactly . I don't begrudge you making a living on me . You know what I mean . That's so true . I can trust . Okay , I didn't expect to go to you and every time for you just did not make any money with me . That's a totally unrealistic expectation . It really when I've had businesses myself .
I'm not sure everybody thinks like that about their friends or you know .
I would agree . I've seen some people talk about that of like , hey , if anybody to pay a profit , it should be your friends . They want you to be successful .
Yeah , so we need to make sure that we are in a competitive , mature business , that we add value , and somebody says like , okay , they're $500 more than somebody down the road , but here's what I'm gaining . They know I'm'm gonna take care of me . I know that they're not gonna sell .
They're not building their business up to sell it three or four years and if I have an issue down the road , I'm gonna find familiar faces there because they take good care of them . Yeah , you know , if there's a gray area , more than likely they're gonna give me the benefit of the doubt exact like I know .
so I bought an f-250 from and the next day I had like a power steering hose go bad or something on it . You remember that , I remember it .
And boy , your brother and somebody else came immediately within like five minutes of where I had my problem and all I could think is if I had bought that from any other Ford dealer around there you think they would have cared to do that ?
No , it would have been . You'd get in line . Let's see when you get your schedule .
Yeah , we'll see if we can get a tow truck to bring you over back to the dealership and , you know , maybe we'll give you a loaner when you do , or not ? I ?
think that's the value of you know from a consumer .
You got to look at the entire cycle , right , you know , for us it's not just buying the car , but it's like , hey , I got to look forward of when I'm getting a maintenance or I need help with this or that , because if we have two customers come in and we only have one loaner vehicle left , the priority is going to go to the one that's purchased from us .
Of course it has to . You know it , just like you said it has to . That's an additional benefit .
Well , the other . I always think think about like if , when I go to get rid of it , I go to you guys as the first place I go , because you've got that policy where you give people a price , whether they buy a car or not , I think that is like a huge credibility , honesty , trust building .
I think that's a shift in the industry , you and I have talked about it for a few years , yeah . But that's also doing that now You're seeing a little bit more . You know , because you've got some online stuff . You know you've got some Carvana and what was Vroom and you know Carpass .
They're struggling , aren't they ? They ?
are . They are , but so people can get liquid amounts and transparent for their vehicle . And when we started to scale our purchasing off the road , we said we've got to look at a whole different model . How do we give people the most money from the get go , whether they trade with us or they don't ? Do we want them to trade with us ?
Yes , we do sure , but we want to , because you need stuff to sell . We need stuff to sell , right ? Um ? So no matter if they buy or they don't buy , here's the amount for your vehicle and it's . It's none of these funny games of like well , you got to stay on that vehicle to get that much , yeah .
As soon as that happens , the trust goes . Then you don't know what you're really paying .
It all becomes a mystery , even if you do go forward with that transaction because I had a one-off vehicle . You remember that as a customer , right , when you're telling everybody else about your experience and when you think about the next vehicle , you're going to buy One of the things we talk about with our crew and then I talk about with customers too .
My goal is not just to sell you a car today . In fact , it doesn't do me any good if I just sell you a car today . Sure , my goal is to sell you your next five or six vehicles and all your neighbors and everybody else .
Yeah , it's the lifetime value of the customer . It really is , and their network is what you're really . That's why the experience is so crucial , right , because it blow it at any step along the way and the whole stream goes away .
It does , it does , and it usually doesn't happen overnight . You look up a few years later it's like what's happened ? Why don't we have this downhill trend ? And if we look back to those experiences , they just slowly started chipping away at your market share .
It was funny the other day at your open house . Shelby's like well , nobody likes buying a car , and then he says , except for Mark's wife , you know , because it's fun . I it is . What do you mean ? Nobody likes buying a car . You know , nothing's more fun than that you get a new car .
It's clean , it's beautiful , it's fun to learn about it and experience it . I love buying cars . That new dealership is so exciting over there . It's like I keep looking at your inventory to see if there's anything I want to buy just to be a part of . Yeah , just because it's so cool , you know . But but let's , let's go back to that for a minute .
Let's let's zoom out .
Um , because , as a business owner , you have just made a commitment to radically increase your overhead , not just in terms of the facility costs , which I'm sure is two or three times or more , whatever it used to be at your old location , because you've been there for 50 plus years , but you also have to invest in more inventory in that place .
So you have really stepped up in terms of your overhead . What's that like ? What is that ? How does that make you feel ? What motivated you to do that ?
¶ Expanding Business Operations and Marketing
When we looked at it on where our business was there on college , we were really comfortable there . Sure , we had the processes efficient , we had margins where we needed them to be , the sustainability was there . But but you have to look farther down the road , you know and a lot everybody does .
Some people just say this is great , I'll just stay here and keep my overhead low as possible and make money which sounds what's wrong with ?
that . But when you start looking of , okay , our area is at 600,000 people , we're going to a million people . What does that look like for us long-term wise ? Is our position correct ? And we knew that the position was not correct ? But it's uncomfortable , you know , because , like you said , our fixed expenses are way up , are ?
way up . How long do you think it's going to take before you get your volume to where it needs to be in that ?
Right now we're on an 18-month plan for that and I've got it split up in thirds . You know the first six , 12 , and then 18 . Some of those areas will progress quicker and some won't , but on 18 months we feel like we can get it to the capacity close to where we built it for , I see , and the expense is definitely there .
So that puts us in an uncomfortable state , which is good . At times , you know , to get uncomfortable every once in a while . That's when you got to kind of get back in the corner and go okay , what does our marketing look like ? You get to look at the whole business again . Yep , where do we need to scale ? Where do we need to cut back ?
How do we get more people in service ? How do we market more of these vehicles ? We're now on 26 acres and 150,000 square feet . So we've got the facilities . Okay , we've gone from 170 to 237 employees . We've scaled the employees . All of those are expense items unless they're generating revenue .
So then I was telling you before this we just brought on a new marketing director . Okay , we got the facilities , we got the employees . Now we got to let everybody know about this and we got to drive the traffic to us .
So it's , in a sense , it's like almost opening a new business , because you're going to a whole new scale , Right , and you're starting going .
What do we need to do now to generate the revenue in the business for that , yeah do you wake up at night in a sweat and go oh my God , what did we do ? I mean , we've got to do so much business with this thing in order to make this thing pay off .
Also , just the move you had to have , like some disruption , oh yes , just you know , just being able to get out of the one place and get over to the other one . There's a lag there .
There's we did you know we did ? Uh , so two things . Yes , I do wake up in the middle of the night , but I've been doing that for a while because we were trying to get the construction done at this right , so that was waking you up at night . So you know , while running the automotive group I was also doing the construction .
So the amount of time that that took , so both of those pieces .
That's a big distraction in itself just going through a project like that , isn't it ?
It is . It is Takes you out of operations , a lot of people will just set to the side and let the planes be built as they're built . We micromanaged a lot of that , which took some time , but it equals a great customer experience . I mean , the flow inside is just phenomenal and , like you said , it's a joy to do business there now .
Yeah , so when you walk in , you're like this is not right .
It's so bright and light and pretty , so when you walk in you're like this is not right .
Used to feeling like this is actually fun .
I even saw a Ford Edge or I think it was an Edge on your showroom floor . It was a blue one . That was out there the day I was in the house . Look , I've never been a big fan of the Ford Edge I'll be honest with you , matt . But that car sitting there in that showroom with that light on it and that beautiful blue color I looked at that .
I said you know what that thing looks really cool . Can I see myself driving that ? You know what ?
I mean .
It gave me a whole new sort of perspective on the car , just sitting in that place . I know that's fantastic .
It really is . And a lot of people have asked us like where were all these cars ? Well , they were across town .
We just jammed 26 acres worth of stuff on 10 acres yeah , it's really nice when you have all the laid out , where you can see all of the one thing in one location too , because I was walking around the lot and I noticed that it's very nicely arranged now starting with when you pull in .
When you pull in the the curbs raised up and there's six display pads on each side . So we have six forwards and six cdjr . Every time you pull in , so every person that comes in , I get to market to them the vehicles I want . They're on angle , they're on raised pad . Yeah , you got the other , the weather trucks on .
Yeah , that's so cool On the rocks up there .
Right .
Hey , tell everybody though , CG day DR . I don't think everybody understands what that is .
So Chrysler , dodge , jeep and Ram . Okay , yeah , yeah . So Chrysler , dodge , Jeep and Ram on the one side , Ford on the other side . Let's go back to the move and the downtime , because I do want to talk to business owners about this . It took us a little over a week to like fully move .
Now , behind the scenes , we'd been working on that for a month , getting the shelving rights , so on and so forth . When we looked at that downtime of a week , we said we can , we can hire a moving company to help us and everybody can just have extra PTO time , right . Or let's look at the amount we were going to spend there .
And why don't I offer to my employees let's just guarantee their pay based upon their last 90 days worth of average pay , and they can help us move . That's progressive . So two things . Number one it was way more expensive to do it that way than hire a moving company . You can imagine .
Sure , because I took everybody at every right yeah , they're not all 20 buck an hour . Physical movers , right yeah so I mean managers sell people 90 day average and then I guaranteed that per day on pay and they helped us move . So then they had a part in invested interest . I was moving the stuff over . They got ownership . They have more ownership .
Yes , they're excited . Right in the middle of the move , on a Sunday , sunday afternoon , everybody had gotten out of church . We said today is a family day . Bring your family out , show your whole family around . It was almost like a soft opening in the restaurant business . So we brought them all by , showed the lifts up and down behind the scenes . So it was .
It was cool . Cool to see employees . I wasn't giving tours at that point in time . The employees were yeah , because they had already been in the facility .
Yeah that's great .
I think that's very smart to do it like that I'll tell you a goal of ours with a grand opening and you were there , man , we were blessed with a lot of people . Oh , you were . It was last friday . We had a thousand people there . I'm not surprised at all . All Saturday was another 600 or 700 . And I told my managers when we started early in the week .
I said I'll at least want a dozen tour guides at each dealership . So here was an opportunity we had and we could either step up and accomplish what I'm getting ready to talk about or we just did the normal everybody else did and had the cake and woohoo and cut the ribbon and then they moved on . I said we have an opportunity .
In our case , we didn't know how many people were going to be there . We had 16 to 1700 people and I had . One goal is that we walked them around and we showed them the entire dealership like they were a vip in the back on parts room upstairs .
Here's the showers for the mechanics , showers for the mechanics , the gym and the yoga rooms , all of it , the outdoor patios , the manager offices .
And why did I do that ? Because I wanted them to walk away from that grand opening to be a walking talking billboard for Lewis .
That's as basic as you can get in marketing word of mouth yeah , but it's not word of mouth just because you didn't do anything . A lot of times people say word of mouth . It's like we don't believe in advertising , we believe in word of mouth .
I'm like , but they got to get there in the first place to give you the word of mouth , so what drives them there in the first place ? But yeah , so you actually had something to talk about . We did , and I think that's very smart to do it like that . I was also thinking after that first day of that .
I thought , gosh , I bet Matt and his brothers are like , oh my God , we got to do this a second day . I was exhausted after that first day . You know I gotta go out there again and it was do this a second day .
It was definitely exhausting and you need to remember , if you're a leader or manager or a business owner out there , that your employees do fill that . So it's important to have quick rallies . So saturday morning we rallied up and we said , guys , we had a little over a thousand people . Yesterday we had 24 tour guides .
We sold a few cars . I wondered if , like , how could they ? You know , people were got so excited , they just wanted to buy a car right then and there you bring up a good point on what I was focused on .
So no different than when we talked about SPFs just a little bit earlier . About the activities Right , I wasn't focused on selling cars . Now , if we sold cars , great by God , sure , yeah , right .
But what I was focused on is if I could take 1,600 people and equip them to be out there every single day , organically talking about their experience , telling 20 people , telling 20 people Telling 20 people 32,000 now . And yeah , some of them are going to buy cars right , and then we'll look back six to 12 months later and be like what catapulted that ?
Was it the billboard ? Was it the social media post ? Right . No , it was the organic growth of having all those people tell 20 , 30 people they ran into .
Yeah , there's safety in those kinds of numbers . You know the odds will bear out .
You know it will and you might not see it right now , but again , it's managing activities that equal the results .
Why do you think so many small business owners are such lousy marketers ? Because you know I have my students work with a small business every semester , the small enterprise students in the consulting project and matt . If I told you like this semester , I probably saw 50 or 60 companies okay if three of them were actually marketing themselves . Effectively .
I'd be surprised . Why do you think they don't do it ? I'm just it blows me away . It's like this is your opportunity and you're not doing it what is that ?
they overcomplicate it . They overcomplicate it and all their media sources are not beaten to the same drum .
¶ Effective Marketing Strategies for Business
Okay , so a lot of times people will try to give too much information , whether it's in a radio ad or it's a post .
Yes , Attention spans are short and they're overloaded with messages .
And most of the time they talk about what they want to talk about . Remember me telling you about selling . You got to ask the questions . We got to figure out what is the motive that people are buying , and that's what the value proposition needs to be . That's out there .
It needs to be the same on the billboard , on social media , on your google paid ads , on your radio and then in the store . Consistency of messaging throughout the whole thing we talk about it as a 360 degree marketing approach .
The last thing you want to do is spend thousands of dollars to have somebody come in the store and ask one of your reps about the sale or whatever the offer was , and them not to know what you're talking about . It's like getting up to the plate and not swinging the bat and it was the perfect pitch .
Sure , you've got to have everybody on the same page and it's got to be a simple message . It goes 360 degrees around . All media sources are relevant , right , and this is a news flash to some of y'all , especially if we go back about 10 years . We're like , hey , the internet , you won't have any other advertising . That's not the truth .
Oh sure , that's not the truth , because in a , in a world where you can dvR stuff and stuff's on demand Right , then the more the static stuff comes relevant . So , like my static billboards , Yep . They can't turn them off . Yep . You know , the only way you can't see them driving up and down the road is if you're not looking at the road .
Billboards are actually more effective than a lot of small business owners know are actually more effective than a lot of small business owners know . Billboard advertising it's interesting you say that , but you've got different types of customers . They use different types of media . We do , like old people , sit around and watch the local news . They do .
Young people never see it .
You know what I mean , and that's okay as long as you understand that , yeah .
Yeah , you got to understand that , that there's different places where these customers are going to be so my you brought up tv .
My tv advertisement is is only during the news , then with some filtered in there because I know I have more of a captive audience , sure , and they're less likely to dvr the news right , because it's current information . Yeah and then the billboard is really branding . It's one . It's not cost effective and it's really hard to read .
If I tried to change like zero percents and amounts off , it is just branding to make the tv advertising or the social media posts more sticky .
That makes sense so they're familiar with it . So then they yeah , it's familiarity brings they already know you . Yes , so it goes .
The same thing reduces the risk it really does . It's like you know what I know those guys .
Maybe we should listen to that , but it's I always like to use the example of um , sam's furniture , because I think in our area they understood the kind of marketing that you have done . You know , and , and they were there . Yeah , they stay on message . They had certain things that they hammered away on .
You know you can buy it and get it the same day , same day delivery . Um , that was a big thing that they hammered on our inventory . Sitting here on the floor . You're not going to wait weeks for it , but you know , um , it becomes instead the .
The response is like subconscious , you know , to that , my , my wife , uh , ex-wife had a friend that bought a new house , five bedrooms , and she's a physician and she wanted to get all new bedding for it . She goes , brooke , needs , you know , five bedrooms worth of mattresses and box springs . Where do you think , um , she ought to go ?
And I'm like get it at sam's , because she needs it tomorrow , that same day delivery . You know what I mean . It it's , it's , it's like that , and I think you've employed that same strategy now , um , as well , very effectively . And then you eat into the market share .
The other people you know and a lot of these small business owners are sitting around blaming their woes , like , well , you know , the car business sucks and everybody bought a new car during COVID and now they're not buying cars .
Or everybody bought a new RV and now , you know , rv sales are up by 50% or whatever , and yet there are still individual businesses in those markets that do well . There is Okay , they do well . They do it by eating into the share of the other people who are not doing what they need to do , though .
It's a mindset . It's one I do agree with you . Sam's Furniture does a fantastic job . On marketing and staying consistent yes , they do Staying consistent . I had a guy teach me back in the radio days about saying the same message over and over and over . He's like Matt you have a new audience every single break and people think .
Well , I said that once Everybody got it . No , they didn't all get it . Even if they heard it , they didn't all get it . They're not paying attention at that moment .
They didn't get it and it took a while for that to click . I'm sitting over there writing new ad copy and this DJ looks over at me . He's like Matt , what are you doing ? We're going to stay on it . And he said you have a whole new audience .
We're going to say exactly what we said last time and then we're going to say it again , because when you're first in business and when you first start doing marketing , you think everybody retains 100% of everything you said and that's so .
It takes that sustained disciplined marketing activity for extended periods of time and it's like well , we tried that once . It didn't work . I mean , how many times have you heard stuff like ?
that a long time and you never know , just like your story , when it's gonna pop up that you can tell somebody hey , if you need to go get bedding or mattresses or whatever you said , get it sam , same day delivery . Yeah , it's because that had been ingrained into you , that bit .
I've been marketed 10 years before then exactly no different than me telling you about all these tour guides and giving those 1600 people a tour . Everybody that walks in we're like hey , can we give you a tour ?
one , we're proud of it , sure , but then two , we know that interesting even if we don't sell them a car , do we equip them to be a walking talking billboard for us ? We want raving fans , raving fans . Let's go back to one of the pieces you talked about . In a declining industry , yeah , no matter the market if it goes down . There's two trains of thought .
One you either start blaming everybody else and you play the blame game try to cut your costs as fast you can . Very difficult to do , very difficult to do yeah , very difficult , especially if you're in a , in a business that has peaks and valleys pretty rapidly right , because usually the expense you , you need it back when you get back up .
Instead , why don't we look at it , let's just take a larger market share ? Yeah , you know , we went over this in your class when I drew the pies up and the pieces of the pie , I said if we're going in a downturn , I'll recognize that as a business owner .
But when it comes time for me to put my sales hat on , for my team to go out there and sell , I just said here's how we're going to take market share from everybody else and we'll at least stay the same , if not improve , when everybody else declined .
Yep , and you've done that .
It's a different mindset , it's just . It's as simple as looking at something differently .
Yes .
No different than managing activities instead of results .
So much of it is mental . It's like you know . At the same time , back on selling , I was always taught like you never you don't need any one sale . If you think you need that sale , you want you may want that sale , but you don't need it . If you're not , if they're not going to be the one , somebody else is going to be . That's right .
You've got to have that mentality . If that one doesn't work out , somebody else is going to come through the door and the next one is that's so important that it's a psychological game .
You know , the quicker you understand the your brain to it , the better off you are I know it's , but that takes professional sales management and training and does to get that message across . You know , one of my daughters , um , is 33 years old . She just had our second grandchild here , last week actually congratulations um , but she , she went .
You know she's a classic kid had , you know , four majors , took seven years to get her undergrad degree . She has worked in every job you can imagine when she was young , from restaurant hostess to dental assistant , to .
I was at a party last weekend and met a guy and he's like , oh , your daughter used to work for me , he's a child's dentist to um bartender , to phlebotomist , to perfusion assistant . Then she got her degree in child development and she got into physician recruiting .
Okay , cause a friend of hers , she went to Fayetteville High with did , moved to Dallas and was making $120,000 a year , like a year out of college , and she goes , I'm going to go to work there and , you know , start out at like $40,000 , whatever $42,000 . She goes . What do you think about that ? And I said well , most people don't make it .
It's a very hard business . However , the training you will get will be invaluable to you . And if business , however , the training you will get will be invaluable to you and if you do succeed , you'll make a lot of money . Okay , and she succeeded at it and you know why . She's like I just did what they told me to do , nobody else did .
All these other people are hired . You know she went to work for that firm . They all fall . They either quit or get fired over the next two or three years . You know , I just did what they told me to do . That's so true . And then it works out . And now true , you know any business .
¶ Building Success Through Positive Influence
The statement and story you just walked through is is familiar in any business . So many people , when they get into a career , all they need to do is what they tell them to do , but what happens ? You're like well , man , that sounds simple . Let me tell you what happens . Or , I don't want to do that . They don't protect who's pouring into them .
You know , and everybody's heard this , you know , show me the five closest people around you . Yeah , I'll show you how successful you're going . To be sure you know , if you're the smartest person in the room , you're in the wrong room .
We've all heard those things and it's true I buy all that . I like to hang out with other people that I feel like I get inspired by or motivated by , versus those that suck me down .
No .
I agree . I agree there's enough negative stuff out there . Let's face it .
So that person starts up and we give them the tools they need and they might be successful for a month or two months , but then they start hanging out and they let people start talking in their ear . They're below average .
That below average person they're going to keep talking in their ear because they want to drag them down , to bring the average down , to make them feel better , didn't help their compensation . It just mentally helped them . So it's really important that they get the correct people pouring into their life .
You know , in our business we say don't go hang out with five-car Fred , and it's really that If somebody's just selling five cars , don't be taking advice from them .
And it's your job , though , manager , to move the five car frets out though , isn't it ? I mean , you can't tolerate them , because they're a cancer they are really . They drag everybody down . But where do you think like a typical small business owner gets that ? You know they're out there on their own and you know I it's something .
The other day , I said something about a business I work with my wife's like , oh , I'm sure they they're thrilled that you know you help with that , or whatever . I said . Look , I don't really get any credit for that and I don't care , I don't need it . I've been out there on my own for so long . I'm used to not getting any credit .
You know what I mean .
But ? But I think a lot of small business owners suffer from that . They , they , they don't have anybody to talk to , they don't have anybody to inspire them , they don't have anybody to say that was good . They may get plenty of people taking pot shots at I don't know for sure . You know , for all the mistakes that they make , which we all do .
But where do you , how do you get that ? I mean yourself as a business owner .
That's a great question and I think at today's day and age it's easier than it's ever been before , and here's why I say that you can go on Google or whatever browser you use and type in a subject and ask for podcasts , just like we're doing right now on a subject . I did the same thing when I was going through construction .
I wasn't a construction expert , but I had this massive project in front of me . But I can find people out there that are industry experts that might have 20 , 30 years of experience and I can listen and study that to catapult myself there . The majority of small business let me tell you what happens here because I've been there is you're wearing all the hats .
You're the advertising person , you're HR , you're payroll , you're the inspector , you're QC , you're in charge of hiring , firing motivated , you're the janitor , the bill collector , you're all of it . So what I encourage people to do and this sounds crazy , but you'll get a multiplier here here you got to step back , yeah , you got to step back .
Whatever it is , you need to step back and , even if it's just for an afternoon free of distractions , put a podcast on and start listening . It does . Don't do it in your business if you want to go on a hike , if you want to go out to the lake , whatever , you'll be interrupted , otherwise you'll be interrupted .
Plus , all this stuff surrounds you and you're thinking about what do I got to do next ? You've got some of my most valuable time is if I step back and I get around those people . So start off by looking at podcasts . There's plenty of books out there , but you're like Matt , I'd love to read books , but I'm too busy doing this and that .
Well , listen to podcasts in your ears while you're doing it , while you're driving , and then get also get around people in the community . You know , I know the different chambers . They have professionals and I have doubts . They have different stuff at different places .
Get out there and start networking and you can tell pretty quick who do I want to hang out with . That can pour success and be a good sounding board for me and who should I not .
Yeah , no question . Well , there's one last thing I wanted to talk about because we're running out of time . Your family and you've carried this tradition on has always been very active in the community and does a lot of stuff to give back .
I mean , I don't know where you find the time to do everything that you do , but how important do you think that is for a small business owner ?
I think it's extremely important , and here's why because the entire circle of doing business and economics comes into play here . Yeah , besides the fact that it's the right thing to do is , if you support people locally who do business with you , that's another reason they'll come do business with you again , even if you're not the cheapest in town .
Yeah , because they're like well , remember when we needed that t-ball sponsorship ? Remember when your aunt , who's a school teacher , didn't have supplies and she filled out a wish list and lewis automotive shipped it all directly to her ? Yep , you know , remember when this happened , or all those positive interactions and help .
Huh , and it makes a difference
¶ Small Business Success Strategies and Advice
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It's very hard to quantify when you're doing it right , no different than the billboard driving down the road , yeah . But all these pieces add up and maybe you're a small business out there and you're like , well , man , I can't do a five or ten thousand dollar donation or sponsorship . Yeah , but there is other levels you can do .
You could start off by volunteering places , right .
And where are you at ? I've seen you .
Yeah , we won't hardly sponsor something if we can't be there to volunteer as well . And here's a little marketing hack for you .
So if you're looking to sponsor something and you're like it's $5,000 to be the presenting sponsor , that's just not in our budget see what they have for three , four , five hundred dollars and then show up there with a crew to help with your shirts on you'll get more exposure yeah , that's a good advice . I like that you , you really will .
So when you start looking at those grassroots , then organically , people think of you . When it comes to automotive , serve first , sell second . So we're out there in the community , serving , yes , playing those seeds , the brand awareness . So when the time comes to sell , there's no question in anybody's mind , right , they'll at least give us an opportunity .
Well , I think you know this whole idea that people buy on more than price . It's you know as a business owner and you said it yourself . I mean I hardly buy anything based on price in any of the businesses that I'm in .
I deal with the people I want to deal with that I think are going to be there for me when I need them , that I think are going to be there for me when I need them . So you know , I've been in the construction business , the consulting business , the media business , the motorcycle manufacturing , baby products , whatever .
The price doesn't drive it , it's the relationship with the people . It is , and I've had long-term , if I have long-termterm relationships . If something goes wrong with their product , then or service they're going to try to make it right because they don't want to lose . That that's right , you know right . That's right .
And and the consistency I mean , if it's just because it's the cheapest , but then you have quality problems or you have delivery problems , that screws up your whole business , how can you afford that ? You ?
can't . You know you can't . And not only was your margin razor thin , you know the CSI and the experience was really low . So both of those are just a disaster for only equaling a short-term business . Yes , you need to be in the long-term game .
Small businesses need to understand that things are as price sensitive as they think . It's not , because this is what I run into with all my students . Okay , again , I'll go back to their consulting projects . Half of them will come back with some sort of a discounting or coupon scheme as their marketing idea for the business .
Okay , and I'm like you guys got to stop relying on that . I don't want to see it . I don't want to see coupons or punch cards at Theo's or Bordino's . You know I'm not going to go , take my wife out on a nice dinner date and say , hey , would you punch my card ? It's the wrong place for that .
It doesn't really is these , these things , the , the , not everything is price driven .
So let's look at the experience . Instead , let's be competitive . Let's look at the experience . This is fresh on my mind , cause we just got done developing it . But in services is the oil change . And we said , ok , we need to decrease the time it takes to do an oil change . But I'm not after a 20 minute oil change . I'm just not OK .
The goal is to be less than an hour , but let's provide a better experience and a higher value . Sure . So we said , all right , the goal is to be less than an hour , let's have no appointment necessary , so anybody can pull up and get it .
Let's give them a complimentary alignment check so as soon as you pull in through the bay it shows up on the screen as the vehicle enter out of alignment . Yeah , and then let's offer them a complimentary car wash .
Oh see , that makes it a lot nicer right .
So the customer sitting there thinking they're like I could have gone down the road to some sort of quick service place yeah , and it might have been faster , but this is still pretty quick . You know within an hour I'm good right .
Plus , I know if my car's in or out of alignment , right , I know I got quality products going in probably got a nicer waiting room than I'll ever have right , you're nicer waiting room and experience , and then my car's washed too . So instead of saying , give more , value .
Give more value . Yeah , instead of just cheapest price and cutting everything out that you can in order to make it so you can survive at the low price right .
There's a different approach yeah there's a different approach . It's just small business , there's always going to be somebody who's cheaper than you there is but I do want to encourage all small business owners out there If you don't take time to get around others that can help brainstorm with you and invest in yourself first , there's no way your business will grow .
You know , Craig Groeschel said this . He said everybody gets better when the leader gets better . Yeah , so you have to focus , and I know you're busy . Trust me , I'm there . No God should .
Nobody's busier than this guy . You got three young kids . It's crazy , this huge business that's open all the time .
But you have to take time , even if it's just an afternoon and you go on a hike in the woods or you go sit in a picnic table at a park . It cannot be your business . Put in a podcast , you're like Matt , I don't even know where to start .
Go in Google , type in top podcast for leadership , top podcast for handling HR , whatever season you're in , and then get a hold of the chamber and look for those professional nights out and go to other people's grand openings . You can find pockets of time .
You might not have a week to go to a whole week long seminar somewhere , but you can find these pockets and your business will benefit greatly from it .
Well , you got to be a look . I mean it's a cliche , but be a lifelong learner . You do is basically what you're saying . You're never done . I mean you've got to keep going . The world is changing at a rapid pace .
We'll be doing something different next year , yeah , and there will be different sources of advertising . Sure , and that's the thing people need to understand too , and I know we're getting close on time but advertising hasn't changed .
The sources have changed , yeah , the media has changed , but the basic psychology works from a consumer especially in a large ticket item .
You know a consumer in back of the day would look at the newspaper , see the ad , and they'd either call or they'd come down the dealership . Now they see it on our website . They either send in the lead , they call or they come directly to the dealership . Yeah , yeah , just a different source . Yeah , consistency is the biggest thing in all of this , though .
Yeah , website . They either send in the lead , they call or they come directly to the dealership . Yep , yep , just a different source . Yep , consistency is the biggest thing in all of this , though . Yep , it's being consistent and managing daily activities and , when you interact with your customer , getting them to know you , like you and trust you first .
Fundamentals . Eric and I were talking about this last week . It's just the discipline that any business owner needs to take . Discipline is so , so critical . It is it's lacking in the majority of companies , I'm afraid to say , because the people that run them aren't disciplined .
The good news for y'all that do want to be consistent and disciplined it's easier to win .
It is . You know , make the odds stacked in your favor . So good easier to win it is you know , make the odds stacked in your favor , I know Anyway . Well , listen , I could talk to Matt all day . Obviously , the guy's got so much to offer and I've been so impressed watching the success of of Matt and Lewis automotive group over the last 20 years .
It's it's really been a been a great learning experience for me and having them in my classes and and and love buying vehicles over there . I got to stop because I I got to slow down , matt , I can't do it like I used to , but but anyway . So if anybody wants to reach you , matt , what's the best way ?
you bet ? Well , let's . When we first tell you our location , in case you haven't seen it , it's on i-49 x65 in fayetteville . Come by for a complimentary tour . We'll give you free car wash while we're giving you the tour .
If you want to find us our website , it's lewisautomotivegroupcom , and then , no matter what social source you're on , you can find lewis ford or lewis cdjr on any of those If they want to contact me directly , whether you come by the store or you can find me on Facebook it's under Matt Lewis or Instagram , either way . Great , I think you're also on LinkedIn .
I am on LinkedIn as well . That's right , yeah , so follow Matt on LinkedIn as well .
Anything I can ever help with if there's business owners out there that want to come through , and I'm more than happy to help them . I've had tons of people help me along the way , and so my duty is to be able to reciprocate .
That Well you've always given back so generously and we appreciate that . Thank you All . Right , everybody . Well , this has been another episode of Big Talk About Small Business , and we'll see you next week , you next week .
Thanks for tuning into this episode of Big Talk About Small Business . If you have any questions or ideas for upcoming shows , be sure to head over to our website wwwbigtalkaboutsmallbusinesscom and click on the Ask the Host button for the chance to have your questions answered on the show . Stay connected with us on LinkedIn at Big Talk About Small Business .
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