Building a Winning Toyota Store From Scratch | Car Dealership Guy Podcast

I got a question for you though. Would you ask that question to a man? This dealer went from broke to dealer principle of a top five Toyota store in the nation. And like all trailblazers, the path to her success wasn't easy. Today on the car dealership guy podcast, I'm speaking with Julie Herrera, president of Idea Auto Group serving Toyota and Subaru customers in the heart of Texas. Don't forget to click subscribe so you never miss an episode.

我有个问题想问你。你会把那个问题问给一个男人吗？这位经销商从一贫如洗变成了全国前五大丰田经销店的经销商负责人。就像所有的先驱者一样，她成功的道路并不容易。今天在汽车经销商先生的播客节目中，我正在与茱莉·埃雷拉，Idea汽车集团总裁展开对话，为德克萨斯州中心地区的丰田和斯巴鲁客户提供服务。别忘了点击订阅，这样你就不会错过任何一集了。

Before we get into the show, this episode is brought to you by the Auto Hauler Exchange. Auto Hauler Exchange is changing how people who send and carry cars work together. Now, if you need to send a car, you can directly work with carriers all over the country. And if you carry cars, you don't have to look through broker's list to find good, fair jobs anymore. By eliminating the middleman, all shipments on the Auto Hauler Exchange come directly from the owner of the vehicle being shipped with carriers receiving real shipment opportunities at direct pricing. Auto Hauler Exchange helps shippers and carriers work together easily and clearly adding transparency and making better partnerships. Get off the Auto Hauling Roller Coaster by getting on the Auto Hauler Exchange. To learn more, visit autohaulerexchange.com or click the link in the show notes below.

在介绍节目内容之前，本集节目由Auto Hauler Exchange赞助。Auto Hauler Exchange正在改变发送和运载汽车的人们之间的合作方式。现在，如果您需要发送一辆车，您可以直接与全国各地的承运人合作。如果您运载汽车，您不再需要浏览经纪人的清单来找到好的、公平的工作。通过消除中间商，Auto Hauler Exchange上所有货物都直接来自车辆所有者与承运人以直接价格接收真实货物运输机会。Auto Hauler Exchange帮助发货人和承运人轻松明确地合作，增加透明度，建立更好的合作关系。通过加入Auto Hauler Exchange摆脱汽车运输的过山车，了解更多信息，请访问autohaulerexchange.com或点击下方节目备注中的链接。

This episode is also brought to you by CDK Global. CDK Global has been empowering nearly 15,000 dealers with the tools and technology they need to build deeper relationships with customers. Their team is keenly aware of the state of dealership technology. And while many vendors promise seamless experiences between your CRM, DMS, digital retail and fixed ops, most of these bolt-on solutions tend to break workflows and cause more harm than good. That is why CDK has launched a new dealership experience platform. This new integrated software consists of everything you need to operate a dealership officially while delivering an unparalleled experience to your customers. Basically, everything working together, not separate, one system to run your dealership as opposed to 10.

这一集还由CDK Global赞助。CDK Global已经帮助近1.5万家经销商获得他们所需的工具和技术，建立更深入的客户关系。他们的团队对经销商技术的现状非常了解。虽然许多供应商承诺在您的CRM、DMS、数字零售和固定运营之间提供无缝体验，但大多数这种增值解决方案通常破坏工作流程，弊大于利。因此，CDK推出了一个全新的经销商体验平台。这个新的集成软件包含运营经销商所需的一切，并为您的客户提供无与伦比的体验。基本上，所有的东西共同运作，而不是分开，一个系统来经营您的经销商，而不是十个。

CDK developed it with an outside-in approach listening to dealers every step of the way. You can learn more about CDK's dealership experience platform by visiting CDKglobal.com slash DXP or clicking the link in the show notes below. For those that are watching this, I know most people actually listen, believe it or not, but for those watching, you have a pretty interesting sword behind your head. Tell us about that. What is this? I do, I do. That's a Japanese Kaitan sword that was given to me from Toyota when I got the Toyota franchise in 2017. They presented that sword to me on our grand opening day. I keep it behind my desk for fun just in case I get me bad actors in my office. I can whip it out. Actually, I will only take it out of its case one time, but it's a really chronic one. I like you already.

CDK采用了一种由内到外的方法开发了这个平台，每一步都听取了经销商的意见。您可以通过访问CDKglobal.com/ DXC了解更多关于CDK经销商体验平台的信息，或点击下方的链接。对于那些在看这个视频的人，我知道大多数人实际上是在听，信不信由你，但是对于那些在看的人，请告诉我们你后面有一把非常有趣的剑。这是什么？是的，我有一个。这是一把日本开拓者剑，2017年，我获得了丰田特许经销权时，丰田公司送给我的。他们在我们的开业大日子里向我赠送了这把剑。我把它放在桌子后面，以备不时之需，如果有坏家伙进我的办公室，我就可以拔出来使用。事实上，我只会在必要的时候将它取出来，但它确实是一件非常珍贵的物品。我已经喜欢你了。

What a great way to start. While I'm excited for our conversation, you've done some tremendous things broken through some real barriers in the industry, which we'll dig into today. I want to say, you're the number five highest volume Toyota store in the country. Is that correct? I think we're sitting at number five this year. We finished at number two last year. It'll be an interesting good dog fight to see where we end up. I think the East Coast and the West Coast have their back in the game. They figured out with more cars, they're able to sell a little more. We're going to have to raise our game if we want to keep number two in the nation spot. Looking forward to that.

这是一个开始的好方式。我对我们的谈话感到兴奋，你已经在该行业突破了一些真正的障碍，我们今天会深入探讨。我想说，你们是全国第五大丰田汽车销售量最高的店铺。是这样吗？我想今年我们就是排名第五。去年我们排名第二。看看最后的结果会很有趣。我觉得东海岸和西海岸也在努力追赶。他们发现有更多的车辆，就可以多卖一点。如果想保持全国第二名的位置，我们就需要提高我们的水平。期待着未来。

Did you think 30 years ago, did you think you'd be in the car business and make it this far? Absolutely not. Actually, I've been in the industry now a little over 30 years. 30 years, I stopped saying the exact years. I just say 30 plus now because it's really good. But no, looking back at those early days, selling aftermarket at a Chevy store in San Antonio, just needed to make a little money. I was so sick of being broke. I never would have fathomed them that I could stay in at this long and persevere and make it to this level today. So yeah, crazy, pretty crazy.

三十年前，你是否曾想过会从事汽车行业并走得这么远？当然不是。实际上，我已经在这个行业里工作了三十多年。在那个时候，我停止具体计算年数了。现在我只说三十年加了一点，因为真的很不错。但是，回想起那些早期在圣安东尼奥的雪佛兰经销店卖售后市场产品的日子，我只是需要赚一点钱。我对穷困潦倒已经受够了。我从来没有想过自己能够坚持这么久，一直奋力前进，达到今天的这个水平。所以，是的，真是疯狂的，相当疯狂。

Tell us about your beginnings in the industry. Just tell us about how you got into the industry. How did you even get started in cars? Sure. I'm really going to date myself then. So I answered an ad in a newspaper for aftermarket sales lady. I had no idea what that was. I needed a job. I'd gone a couple of years college. I was so sick of being broke. And I said, I'm just going to work this summer. I'm not going to school. And so I walk into a Chevy store in San Antonio, Texas. And they hire me on the spot and they said, okay, you're going to sell this package to every customer before they go into finance. And it was literally a box. Okay.

告诉我们关于您在这个行业的起步。告诉我们您是如何进入这个行业的。您是如何开始涉足汽车行业的？当然。那我就显得有些老了。我在报纸上看到了一个售后销售女士的广告。当时我根本不知道这是什么。我需要一份工作。上了几年大学之后，穷得受够了。于是我说，我就去打暑期工。暂时不上学了。然后我走进了得克萨斯州圣安东尼奥的一家雪佛兰经销店。他们当场就雇了我，并说，好的，你要在每位客户进入融资前销售这个产品。那实际上是一个装箱。

And then box is all this mop and glow aftermarket items. So I'm selling this aftermarket product. And after about two weeks, I thought, gosh, I'd rather sell that Corvette and that suburban that truck. So I got all the courage up and went into the general manager and said, I'd like to sell cars instead of this products. And he said, really? Well, ladies really don't do that. It's difficult job. It's, you know, it's negotiating. It's going in. It's big throughout the sun. It's weekends. It's late nights. And I said, okay, well, when can I start? And he's just standing in his office. It was extremely awkward. He did not want me to sell cars. And he said, well, if you really want to do this, you understand it's 100% commission. And I said, I get it. I said, I want to try this.

然后箱子里装满了这些地板护理的售后产品。所以我开始销售这些售后产品。大约两个星期后，我想，天啊，我宁愿卖那辆雪弗兰科尔维特和那辆雪佛兰suburban卡车。于是我鼓起了勇气，去找总经理，告诉他我想卖汽车，而不是这些商品。他说，真的吗？嗯，女士们通常不这么做。这是个困难的工作。需要谈判，需要去户外，需要周末加班，需要熬夜。我说，好的，我可以什么时候开始呢？他就站在办公室里，显得很尴尬。他并不希望我销售汽车。他说，如果你真的想这样做，你要明白这是全凭佣金的。我说，我知道。我想尝试一下。

And they gave me a shot, the new car manager on those forget his name was Donnie Fraser, good old guy. And he put me out there and taught me a little bit about how to sell cars. And I stayed with it. I just put my head down and decided to learn the industry and to ask a ton of questions and they never give up. So I was just so sick of being broke that I ended up at a car dealership was an accident. Nobody recruited me in. They weren't looking for women at the time. You're looking for an opportunity.

他们给了我一个机会，在那家新车经理，我忘了他叫什么名字了，唐尼·弗雷泽，是个好家伙。他让我到那里去，教我一点关于如何销售汽车的知识。我坚持了下来。我只是低下头，决定学习这个行业，提出了一大堆问题，从不放弃。所以我实在受够了一直穷困潦倒，最终来到了一家汽车经销商，这是个意外。没有人招募我进去。他们当时也不是在寻找女性，而是在寻找一个机会。

Let me ask you this. So like, what was it about your personality that sort of motivated you to go against a grain, right? Like it's it's it's easier to say, hey, well, you know what? He's right. It's, you know, 90s, right? He's I'm a woman. Maybe I should have been selling cars. What was it about your personality? Why were you being rebellious, quote unquote, at the time, relative to, you know, the stigma? What was happening through your head? Well, if you asked my mother that she say that was that exactly who I was, I was always asking why not? Why can't I? And, you know, I five brothers. I played college basketball. I was pretty resilient.

让我问你这个问题。就像，是关于你的个性，促使你去逆流而行的原因是什么？像说，说实话，是不是更容易说，嘿，你知道吗？他是对的。这是90年代，对吧？我是个女人。也许我应该去卖车。关于你的个性，是什么让你在当时对抗，引用一下，与社会对抗呢？在你脑海中发生了什么？如果你问我妈妈，她会说那就是我的本性，我总是问为什么不？为什么我不能？你知道，我有五个兄弟。我在大学打篮球。我非常有韧性。

But what appealed to me the most about the opportunity was simple. I got to be in charge of my destiny. I got to decide how much money I make. I got to decide how many I sell, how many appointments I set, what will my front gross profit be? What will my back gross profit be? What will my commission be? And I would play little games for myself. I would write out a fake check and have it under my my desk man say I'm going to make this much this month. And nobody could tell me that I couldn't do it. I was in charge of, you know, my destiny for the first time as a 23 year old.

但对我最吸引的机会是简单的。我可以掌控自己的命运。我可以决定自己赚多少钱。我可以决定卖多少产品，安排多少个预约，我的前端毛利是多少？我的后端毛利是多少？我的佣金是多少？我会为自己玩一些小游戏。我会写一张虚假支票放在桌子下面说我这个月要挣这么多。没有人能告诉我做不到。我第一次作为一个23岁的人掌控自己的命运。

And to me, that really appealed to me. My daddy was in the car business. And he did really well. My uncle was in the car business. I did not tell my parents when I did this. They figured it out a couple of months later when I didn't call for money for a while. But, you know, I wasn't necessarily raised around the business. My father was a sales manager for several of your dealerships. And I had a small use car lot of his own. He didn't quite have the opportunities that I was going to have in my day in automotive. But so I guess it was a little in my blood. But I love the fact that you could do as much as you wanted to with it. And that really appealed to me.

对我来说，这确实很吸引我。我爸爸是做汽车生意的。他做得很好。我叔叔也是做汽车生意的。我当时没有告诉我父母。几个月后，当我有一段时间没有电话要钱时，他们就发现了。但是，你知道，我并不是在汽车生意中长大的。我父亲是你们几家经销商的销售经理。他有自己的小二手车。他并没有像我在汽车界将会拥有的机会那样。但我想这可能与我有些血缘关系。但我喜欢的是你可以尽情地做你想做的事情。这真的吸引了我。

So, I want to ask you a broader question. What has it been like? You've so you've seen decades of just, you know, automotive evolving here. And I'm saying that as a, you know, I commend you. That's that's obviously impressive. And you've seen a lot. And so my question to you is, what has it been like to be, you know, a woman and an up and comer in automotive 30 years or in the 90s, right, versus today? Like, what were some of the biggest differences? I mean, I can't empathize, right? I'm a man, I'm a guy like, I have no idea. And to be honest with you, the way I always saw it at our dealership, I mean, you know, if we found a female or someone that was, you know, wanted to enter the business and, you know, even start in sales, I mean, we were, I mean, enthused because we always felt like they did better, right? It just, it's just human nature. Like women performed really well on the floor. And I'm generalizing, but for the most part, like, you know, it seemed to be the case. But anyway, so what were like the biggest differences back then, right? Especially as an up and comer and someone that was, you know, a high performer.

所以，我想问你一个更广泛的问题。你在这里看到了数十年的汽车发展。我要说的是，我很钦佩你。这显然是令人印象深刻的。你见过很多。我想问你的是，在汽车业30年或者90年代，作为一个女性和一个新兴的人，你的感受如何？与今天相比，有哪些最大的不同？我无法感同身受，因为我是一个男性，我不明白。说实话，在我们的经销商那里，如果我们发现一个女性或者有意进入这个行业，甚至从销售开始的人，我们非常兴奋，因为我们总觉得她们表现得更好。这只是人性。女性在工作中表现得非常出色。我在泛泛之谈，但大多数时候，似乎是这样。不管怎样，那个时候最大的不同是什么？特别是作为一个新兴的人，一个高绩效者。

Yeah, well, obviously, first of all, the industry has become much more regulated and it's come a long way. I'll tell you, it was difficult. The journey was difficult. You know, there just wasn't any role models at all in automotive. Women, there was very few. You had to beg to get trained. You had to push for everything. The environment wasn't a really healthy environment for ladies. We've come a long way in the industry. We still struggle with attracting more talent into our industry. But there's been a lot of change for the good over the years. I know when I got in and after a few years, I thought, gosh, this is really cool business. I could do some things here. And I remember just putting my head down and wanting to work and to keep learning. And they never thought of it was I had to push for every promotion. I had to raise my hand every time. I had to prove myself over and over. And it was just harder for the GMs at the time or the dealers at the time to see a lady in the role of director of a department or a general self manager, much less a general manager. So you were constantly having to do your homework. You were constantly having to outperform the others.

是的，显而易见，首先，汽车行业已经变得更加规范化，它已经走过了很长的路。我告诉你，这是困难的。这个旅程是困难的。你知道，汽车行业几乎没有任何榜样。女性，只有非常少。你必须乞求接受培训。你必须为一切事情努力。这个环境对女性来说并不是一个真正健康的环境。我们在汽车行业走过了很长的路。我们仍然在努力吸引更多的人才进入我们的行业。但多年来已经发生了许多积极的变化。我记得当我进入这个行业后的几年，我想，哇，这行业真酷。我可以在这里做些事情。我只记得低头工作，想要不断学习。我永远没有想到，我必须努力争取每一次提升。我必须每次举手自愿。我必须一次又一次地证明自己。而时任总经理或者经销商往往很难接受一个女性担任部门主管或者总经理，更不用说总经理了。所以你不得不不停地准备好功课。你必须一直努力超越其他人。

And you had to get along with everybody. Because if not, if you're too firm, then there's other words that they call a lady in the industry. So you're always dancing and playing this game of, I need to perform because it's a scoreboard industry. I need to keep learning. I need to keep raising my hand. But boy, I better get along with everybody or I'm really not going to get a shot. So you have to be a heck of a teammate and even then it will be difficult. And even then it will be, you know, for anybody, I think it's difficult for the guys too. So I love the changes in the industry. I think we've gotten a lot better. One of the corny goals I always had was why don't we just make it better? Why don't we just make the industry better? We're you're proud to be a part of it. And for 30 plus years, that's simple thing I've been trying to do. I actually want salespeople to be proud that they're salespeople and to be proud of the title of sales. You know, it's not a negative thing. So I think we've grown as an industry. I think it's gotten better. I think it's gotten quicker when you raise your hand now and you want something, you can go to NADA Academy. You can get in and get additional training. I mean, I literally had to fight for those opportunities back in the 90s and 2000s until I could get heard.

你必须与每个人相处融洽。因为如果不是这样，如果你太强硬，那么在这个行业里就会有其他用来称呼女士的词语。所以你总是在跳舞和玩这个游戏，我需要表现得好因为这是一个计分板的行业。我需要不断学习，我需要不断举手。但是哎呀，我最好要和每个人相处融洽，否则我真的不会有机会。所以你必须成为一个出色的团队合作者，即使这样也会很困难。即使如此，我认为对于任何人来说，男性也很困难。我喜欢这个行业的变化。我认为我们已经变得更好了。我一直有一个幼稚的目标，为什么我们不让它变得更好呢？为什么我们不让这个行业变得更好呢？我们应该为成为其中一员而感到自豪。在过去30多年里，我一直在努力做这件简单的事。我实际上希望销售人员能够为自己是销售人员以及销售这个头衔感到自豪。你知道，这不是什么负面的事情。所以我认为我们作为一个行业已经在成长。我认为它变得更好了。如果你现在举手要什么，你可以去NADA学院。你可以得到额外的培训。我真的不得不在90年代和2000年代争取这些机会，直到我才能被听到。

So tell us about at what point were you promoted to general manager? So it took a long time. I think I was I was thinking about that. I think it was 2008. But prior to that, I was a general sales manager of very large Toyota volume store. We were the number one retail volume store in the San Antonio market. That's a big market here at Texas. I think there's six Toyota stores in that market. And I got that opportunity. So a lot of people would say that's pretty much equivalent to to be in a GM because it's such a large department in that variable department. I think I was in charge of 150 people. And we were we were selling 650 new and used cars and President's Cabinet Award hitting all the leasing penetrations, all the things I asked us to do.

请告诉我们，您是何时晋升为总经理的？这需要很长时间。我想我在2008年被提升的。但在那之前，我是一个非常大的丰田汽车销售经理。我们是圣安东尼奥市场上的首家零售销售量最大的店铺。这是德克萨斯州的一个大市场。在那个市场里有六家丰田汽车店。我获得了这个机会。很多人会说那几乎等同于担任总经理，因为在那个部门里需要管理很多人。我负责管理150人。我们销售了650辆新旧车，并获得了总裁团奖，达到了所有租赁渗透率，完成了我要求我们做的事情。

The general manager first job was a Cavender Audi in San Antonio. And it was only for 14 months. And right after I got that position, Toyota didn't want me to leave Toyota. And they said, why don't you apply for an open point? So I said, absolutely. And that story took off from there. So I was only a general manager for a very short time. And I jumped right into dealer principal, which is a blessing. And I think that a lot of people get that opportunity and I was able to get that opportunity.

总经理的第一份工作是在圣安东尼奥的卡文德奥迪。只待了14个月。在我得到那个职位后，丰田不想让我离开。他们说，为什么不申请一个空缺岗位呢？所以我说，当然可以。从那时开始，我的故事就展开了。所以我只是一个很短时间的总经理。我直接升任经销商负责人，这是一种幸运。很多人没有这样的机会，而我却有了。

Take us behind the scenes. So what was that like? I mean, first of all, you mentioned 14 months GM and new store, right? I mean, really you're only a little bit over a year in. So you're just starting to really make your impact. This opportunity comes into what goes through your mind. Yeah, I think before they asked me to apply for this new open point, Gulf States, Toyota, the distributor and all of the Gulf States here, there's 165 dealers in Gulf States. They had a couple of things moving around. And they were going to put a new point in Brownsville, Texas, which is a tip of Texas. You're basically in Mexico. You know, I didn't really want to move there. But I went ahead and jumped in the game. I thought, you got to get in the batter's box and say you want something and see how it goes. So we applied for that. My investor partners and I, and I felt clearly like we were the best candidate. We were not picked. And so I said, okay, well, it wasn't meant to be let's get back to work. At the time I had taken the leap from variable. And I was running the fixed operations department of Cavender Toyota, which is a very large high volume top 10 Toyota dealers in the country. I took that position to get Toyota's attention and to learn the back end of a store.

带我们走进幕后。那是什么感觉？我是说，首先，你提到了担任14个月的总经理和新店，对吧？我是说，实际上你只有一年多一点时间。所以你才刚开始真正产生影响。这个机会出现时，你脑海中经历了什么？是的，我想在他们要求我申请这个新的开放点之前，海湾州丰田经销商和所有海湾州的165家经销商都在转移一些事情。他们要在得克萨斯州的布朗斯维尔设立一个新的指示点，那是得克萨斯州的尖端。你基本上就在墨西哥了。我并不是真的想搬到那里去。但我还是决定参与其中。我想，你得进入打击区，让别人知道你想要什么，然后看看会发生什么。所以我们申请了那个位置。我的投资伙伴和我觉得很明显我们是最好的候选人。但我们没有被选中。所以我说，好吧，这就是命运，让我们回去继续工作吧。当时我已经从可变部门跳槽了。我正在经营卡文德丰田的固定运营部门，这是美国排名前十的丰田高销量经销商。我选择了这个职位是为了吸引丰田的注意力，并学习一家店的后端运营。

It was in their store. There's crazy stories about that. I can tell you, but so I went back to work. I put my head down and I'm in fixed operations. I've got grease under my nails. I'm running a big group there. I'm learning fixed operations. And we get another call from Gulf States Toyota. And they said, Julie, we want to talk to you. And they said, the reason we didn't pick you for the open point in Brownsville, Texas, is we have something else for you. I said, fabulous. What is it? So it was Toyota Cedar Park and a brand new point here in North Austin. So they said, after you applied, we saw what you brought to the table where we wanted to the miss market, which was a huge blessing. Obviously, this is a very, very big market growing leaps and bounds in every direction all around the Austin Metro. So fortunately, it was the last person standing and it was awarded the new point. And we opened our doors for business in 2017, May of 2017. So it's been a while. You've had a crazy run. Tell us a little bit about what it was like to actually open this point, right? For people listening that maybe have these type of aspirations. How do you actually do it? How did you capitalize it? Give us the behind-scenes. Yeah. So first of all, it's absolutely nerve-wracking. I had very, very good investor partners that they're car dealers and they're in the San Antonio market and they wanted to help me. And I wanted to help them. I wanted to get my foot in the door. So they came to the table with a lot of money. I came to the table every dollar I had. We pushed it and went up in. And I moved up to the Austin market. I didn't bring one employee. I knew that the Austin market was very different than the San Antonio market. I also had been running fixed operations for the previous four years. So I didn't have a lot of variable people on my side. I moved into Austin with my spouse and my two dogs and my mother. And we get to work.

这是在他们的店里。关于这件事有许多疯狂的故事。我可以告诉你，但我重新开始工作了。我低头努力工作，我在固定运营中。我手指头下有油脂。我在那里管理着一个大团队。我正在学习固定运营。然后我们又接到了来自Gulf States Toyota的电话。他们说，朱莉，我们想和你谈谈。他们说，我们没有选择你去布朗斯维尔，德克萨斯的开放点的原因是我们为你准备了其他安排。我说，太棒了。是什么安排呢？所以这就是丰田锡达公园和奥斯汀北部的一个全新开店点。他们说，在你申请后，我们看到了你带来的东西，我们想要抓住的市场机会，这是一个巨大的幸运。显然，奥斯汀大都会周围的市场是一个极其庞大且朝各个方向快速发展的市场。所以幸运的是，我当时是最后一人，并且被授予了这个新的店。我们在2017年五月开业。所以已经过了一段时间。你经历了一段疯狂的经历。告诉我们一点关于实际开店的经历，对于那些也有这种志向的人来说。你实际上是如何做到的？你是如何利用这个机会的？告诉我们一些幕后故事。是的。首先，这绝对让人心慌。我有非常好的投资合作伙伴，他们是汽车经销商，他们在圣安东尼奥市场，他们想要帮助我。我也想帮助他们。他们带来了很多资金。我带着所有自己的钱加入了。我们一起推动并投资进去。我搬到了奥斯汀市场。我没有带来任何员工。我知道奥斯汀市场与圣安东尼奥市场非常不同。我之前四年一直在管理固定运营。所以我身边没有太多变化的人。我和我的配偶、两只狗和母亲搬到了奥斯汀并开始了工作。

The building's going up. Gulf States, Toyota was very instrumental in picking the land. And we picked out all the stuff on the building. You're getting it all going. About four months out, you start to hire your talent. The first person I hired was my parts and service director. He was from the market. I knew him by running in him. But I knew after spending four years in parts and service that it's going to be difficult to find technicians, to find a great shop foreman and to find service advisors. I knew I could variable people. I knew there was salespeople that wanted to work here and finance people, sales managers. So I hired Cecil first. We've had a great run together. And he's still here on the team. Then we hired a controller. I hired a HR person. And then we got my we got a shop foreman. So we just started building it. Once I had HR and getting a little closer, but literally had to hire 135 people within a few months.

大楼正在建设中。海湾州，丰田在选址方面发挥了重要作用。我们还挑选了建筑的所有材料。你们要开始动工了。大约四个月后，你们可以开始招聘人才。我雇佣的第一个人是部件和服务总监。他来自市场。我通过与他接触认识了他。但我知道在部件和服务方面经历了四年后，很难找到技术员、出色的车间主任和服务顾问。我知道我可以找到有能力的人。我知懂有销售人员和金融人员、销售经理想要在这里工作。所以我首先聘请了塞西尔。我们一起合作的很顺利。他仍然在团队里。然后我们聘请了一个财务总监。 我还聘请了一个人力资源经理。接着我们找到了一个车间主任。所以我们开始着手建设。一旦我有了人力资源部，就接近成功了，但实际上不得不在几个月内聘请135人。

Train, establish culture, put people in positions and launched this giant seven seven I call seven 67. It's a big store. And we built it with the goal in mind that this market can support it. We were heavy on expense. We were heavy on personnel. But I didn't want to think small because I knew the brand Toyota and I knew Austin. I knew that we were meant for something really big. Thank God. Thank God we were right. Yeah, so this episode is brought to you by my very own car dealership guy, industry job board. CDG jobs.com my industry job board connecting the best talent and automotive with the best companies will remain absolutely free for CDG listeners to post and fill available roles at their companies. This free job board is for anyone in automotive vendors, dealers, lenders, manufacturers, auto tech, everyone already over 100 companies have posted open positions, including lithium motors, recurrent credit acceptance, Vero's credit, cars commerce, shift digital plug, full path Westlake trade pending, you get the point. The best part is that when these companies hire through CDG jobs.com, they are hiring the most informed candidates in the marketplace. So don't hesitate. You can add your open roles today by visiting CDG jobs.com or clicking the link in the show notes below that's CDG jobs.com.

火车，建立文化，让人才入位，推出这个巨大的七七七我称为七六七。这是一家大商店。我们建立它的目标是这个市场能够支持它。我们花了很多钱。我们投入了大量的人力资源。但我不想小打小闹，因为我知道丰田品牌，我知道奥斯汀。我知道我们注定要做一些非常大的事情。感谢上帝。谢天谢地我们是对的。是的，本集由我自己的汽车经销商人才行业招聘工作板支持。CDG jobs.com我的行业招聘工作板将继续为CDG听众免费提供发布和填补公司可用职位的机会。这个免费的求职板适用于任何汽车领域的人才、经销商、贷款人、制造商、汽车科技公司，已经有超过100家公司发布了空缺职位，包括锂动力汽车、回程信用批准、维洛斯信用、车辆商务、数字转移插件、全路径Westlake交易待处理，你明白了。最棒的部分是，当这些公司通过CDG jobs.com招聘人才时，他们正在聘用市场上最了解的人选。所以不要犹豫。今天就通过访问CDG jobs.com或点击以下节目备注中的链接添加你的空缺职位，CDG jobs.com。

A couple questions that I want to dig in there. So first of all, how did you, you know, everyone is always talking about staffing fixed up service. How did you find your fixed ops team? Right. You mentioned it was difficult, but how did you do it? Well, I knew the importance, like I said, so I knew that hiring a fixed operations director first was going to be key because they have all the contact. They have the team. Yes. Nations are full, you know, technicians don't just jump around. They have to feel comfortable. They have to know somebody. Immediately we hired the shop foreman that came in. They have both excellent reputations. Tech started calling. We went through and visited four, it was three at the time, three local high schools. There's CTE programs, automotive technician programs, immediately set up relationships so that we could have a pipeline of technicians coming in.

我想深入了解一些问题。首先，你知道，每个人都在谈论怎样找到固定运维服务人员。你是怎么找到你的固定运维团队的？你提到这很困难，但是你是怎么做到的呢？嗯，我知道它的重要性，就像我说的那样，所以我知道首先要雇佣一个固定运营总监是关键的，因为他们有所有的联系。他们有团队。是的，国家是满的，你知道，技术人员不会随便跳槽。他们要感到舒适。他们要认识一些人。立即我们雇佣了来的车间主管。他们俩的声誉都很好。技术人员开始打电话。当时我们去了四所当地高中，那时有三所，那里有CTE项目，汽车技术项目，立即建立了关系，这样我们就可以有技术人员的人才储备。

I'm very hands on. I mean, I rolled up my sleeves, we're involved in everything. We start getting all the contacts and we start building this team. And, you know, throughout the first 12 months of operation, you're pulling your hair out. You're not making much money. You're figuring out that some people aren't going to be your culture. You're figuring out that some aren't talented in this area. You're moving people around. There's a ton of moving parts. But we never wavered on our process of taking amazing care of our customers. And we literally wrote all of our sales processes with the customer in mind. And the customers in this market loved it. They said, of finally, someone's listening to us. So things like Express purchase were basically 90% of their transactions online. And they just come into test drive and pick up. And what year was this? Julie, yeah, what year was this? It was 2017. We had online shopping before the pandemic.

我十分实际。我的意思是，我卷起了袖子，参与了一切。我们开始建立所有联系人，组建团队。在运营的头12个月里，我们一直在抓狂。赚的钱并不多。你会发现有些人不适合你的企业文化。你也会发现有些人在这方面并不具备才华。你会在不同人之间进行调动。这其中有很多繁琐的工作。但是我们从未动摇过提供给客户优质服务的过程。我们所有的销售流程都是以客户为出发点编写的。市场上的客户喜欢。他们说，终于有人听我们的了。快速购买之类的服务占据了他们线上交易的90%。他们只是进来试驾然后取车而已。这是哪一年？朱莉，是哪一年呢？是2017年。在疫情爆发之前我们就有线上购物服务了。

Because I knew the market was, this market is, you know, very high technology market. I mean, it's home to a lot of high tech companies. So came in, we said, they're not going to want, we're going to make the special way to listen. So literally, paperless transaction, paperless F&I transaction, tablet based right up on the sales side, as well as the service side, multi point inspection video. I mean, we literally send you a video of your car as we're inspecting it. And the market ate it up. They said, this is this is pretty forward thing. And finally, a dealership operating the way we want. And so it worked. It really worked. Yeah, it clearly worked on hindsight. You've made it pretty far in a short time. Tell us, so you were ahead of the curve in 2017. What are you what's on your mind today, in terms of, you know, processes, systems that you feel are maybe ahead of the curve? What are you doing today? That's a bit different.

因为我知道这个市场是一个非常高科技的市场。我的意思是，这里有很多高科技公司。所以当我们进入市场时，我们意识到他们不会想要传统的方式。所以我们推出了一种特殊的听觉方式。也就是说，无纸化交易，无纸化F&I交易，基于平板电脑的销售和服务端，多点检查视频。我是说，当我们检查您的车辆时，我们会向您发送一段视频。市场对此反响热烈。他们说，这是一种前瞻性的事情。最后，我们找到了一个我们想要的车行运营方式。所以这个方法行之有效。是的，回顾过去显然取得了成功。你在短时间内取得了很大的进展。告诉我们，2017年你处于领先地位。你今天有什么想法，关于你认为可能领先潮流的过程，系统？你今天在做一些有点不同的事情吗？

Yeah, every year, we're heading into ADA. We're looking at different going to different digital seminars. We want to know, what's the next thing? Because the minute you're not thinking that way, you're already getting high. Okay. You know, most people say, gosh, you're, you were number 10 in the nation last year. Why are you, why are you thinking about all this? But AI obviously is going to take a big, big role in our industry. And I mean, heck, I'm old enough to remember when the internet came, and they said, we're going to sell cars on the internet. We laughed about it. And I thought, gosh, you know, this may really happen. But with AI, I think there's so much out there, we're looking at some neat products right now. I don't want to tell everybody about them. But, you know, we have these huge owner banks in our stores. And we got to figure out how to properly communicate with our customers better, how to target what they're really looking for. What if your customer has three Toyotas, but now when somebody in their family is online looking at a Subaru? How do we know that? I have a Subaru franchise also, and I'm working on a third franchise right now. So in my mind, to be able to take amazing care of your customers, you have to be able to communicate with them effectively. So that you're not always out there trying to get more customers. You're harvesting and taking great care of the ones you have, and marketing specifically to what they're looking for, or that their wants and needs are in their household.

是的，每年我们都会参加ADA大会。我们会参加不同的数字化讲座。我们想要了解，接下来会有什么新鲜事物？因为一旦你没有这种思维，你就会被甩在后面。你知道，大多数人会说，天啊，去年你在全国排名第十。为什么你要考虑这些问题呢？但人工智能显然将在我们的行业扮演重要角色。我是够老了，还记得互联网的诞生，他们说我们将在互联网上销售汽车。我们当时都笑掉了大牙。但我觉得，天啊，这或许真的会发生。但是，对于人工智能，我认为有很多尚未开发的领域，我们正在研究一些很棒的产品。我不想向大家透露。但是，你知道，在我们的店里有这么多车主银行。我们必须弄清楚如何更好地与客户沟通，如何准确地针对他们真正想要的东西。如果你的客户有三辆丰田，但现在他们家里有人在网上看斯巴鲁车，我们怎么知道呢？我也有一家斯巴鲁连锁店，现在正在开发第三家连锁店。所以在我看来，要想照顾好你的客户，你必须能够有效地与他们沟通。这样你就不必总是在外面争取更多的客户。你要善待现有的客户，并有针对性地针对他们的需求和想法进行营销。

Everybody knows that people have three or four cars. So I want to look into that more. I found some companies that use AI to be able to dig into what their existing owner bank is looking at when they look at other products, because I want to sell them those other products. So there's some interesting things. That's just one thing, but I think that. And any specific names you can share with our audience? Well, I'll tell you, at NADA, we went to a very good showing with me and my team with FullPath.

每个人都知道人们拥有三到四辆汽车。因此，我想更深入了解这一点。我发现一些公司利用人工智能来挖掘他们现有的车主银行在查看其他产品时的偏好，因为我想向他们销售其他产品。所以有一些有趣的事情。这只是其中之一，但我认为这很重要。您能与我们的观众分享任何具体的公司名字吗？嗯，我告诉你，在NADA展会上，我和我的团队与FullPath取得了非常好的业绩。

And they have an exceptional product, and we immediately saw that and said, let's look at it. I will just say that FullPath is a partner of this podcast, and this was absolutely, absolutely not pre-planned. So totally organic, and that's pretty cool to hear. But anyways, is it keep going? Because a second you said that, I'm sure people are like, wait a second, FullPath is an advertiser on that. Yeah, so anyways, I just wanted to make sure that I put that out there. But you go ahead. Actually, they were brought to me by our chief marketing officer, and she said, I think we need to look into this. And she's always looking at ways to target and market specifically with the customers looking for. The way it was explained to me, and a lot of it's over my head, but the way it was explained to me is, we can really know what our customers, if they're servicing with us, they go home and three days later, they're on their tablet, and they're looking up a Nissan, and you own a Nissan store. Well, great. Let's talk to them. Let's send them some things. I think there's going to be some cool things coming up with respect to AI, and that should help us. Yeah. So I want to dig in more on your transition from GM to dealer principle. There's a lot of people that listen to this in podcast where GM's.

他们有一个异常的产品，我们立刻看到了，说，让我们来看看吧。我只想说FullPath是这个播客的合作伙伴，这绝对绝对没有事先计划好。所以完全是有机的，听起来相当酷。但无论如何，继续吧？因为你一说到这个，我肯定有人会想，等一下，FullPath在那里做广告。是的，无论如何，我只是想确保我把这个说出来。但你继续。实际上，他们是由我们的首席市场官介绍给我的，她说，我认为我们需要调查一下这个。她一直在寻找针对客户的特定营销方式。当我被解释时，很多东西我都没听懂，但从我听到的解释来看，我们确实可以知道我们的客户，如果他们在我们这里接受服务，他们回家后三天后，他们在他们的平板电脑上搜索尼桑，而你拥有一家尼桑商店。嗯，很棒。让我们与他们交谈，给他们寄些东西。我想AI在未来将有一些很酷的东西，这应该会帮助我们。是的。所以我想更深入地了解你从GM到经销商负责人的转变。有很多人在听这个播客的时候是Gm。

There's also lots of dealer principles. My first question on that is, first, firing dealer principles were currently GM's, right? What was the biggest kind of mindset shift for you as you went from one role to the next? What would you say was the biggest change for you? Well, first of all, to go to the next level, you have to absolutely, unequivocally believe that you can. You have to speak it into existence. I want to be a dealer. I want to be a dealer principle. I want to figure this out. And for me, I didn't know any other dealers that were female, that weren't millionaires.

还有很多经销商原则。我的第一个问题是，首先，解雇经销商原则的人目前是通用汽车的，对吧？在你从一个角色转移到另一个角色时，最大的心态转变是什么？你会说，对你来说最大的改变是什么？嗯，首先，要进入下一个层次，你必须绝对，毫无疑问地相信你能够成功。你必须说出来。我想成为一个经销商。我想成为一个经销商原则。我想找到解决方法。对我来说，我不知道其他不是百万富翁的女性经销商。

And there was nobody like me. So you have to change your own thinking. That would be the first thing I'd say to get you there. But the shift in, and it's kind of a hardship because you're operational, and you're used to being a general manager, and you used to being involved in every old thing. I had to learn to step back a little bit and ask myself, what is my role now? And as we grow and add additional points, I'm more of an executive now. I'm not involved in every decision.

没有人像我这样的。所以你必须改变你自己的想法。这是我会说的第一件事，让你明白这一点。但这种转变有些困难，因为你是实际操作者，你习惯于做一切事情的总经理。我不得不学会退一步，问问自己，现在我的角色是什么？随着我们的成长和新增加的要点，我现在更像一名高级管理人员。我不会涉及每一个决定。

So that took a little bit of, you know, it hit me a little bit because I always used to be a little bit of a control freak and a little bit involved in everything. But I'd say that my role now as the dealer is the protector of the people, the protector of the process and the culture. And decisions that I make now are, well, if we use this company for our benefits, you know, how is it going to affect our employees? What type of expenses involved? If we use, you know, this company for our 401k, or the administrative fees this much, how can I match some of that? What can I do that's different at most dealers aren't doing?

这让我有点动容，因为我以前总是有点控制狂，参与每件事。但我现在作为经销商的角色是人们的保护者，是流程和文化的保护者。我现在做出的决定是，如果我们利用这家公司，它会如何影响员工？涉及哪些费用？如果我们使用这家公司的401k，或者行政费用这么多，我怎么办才能匹敌一些呢？我能做一些其他大多数经销商不做的事情吗？

So I find myself now looking at things that are people, people development, decision making on how to take care of that, our employees really well, and then how to keep our culture. And I say culture a lot. And to me, it's a winning culture, but it's also a kindness first culture. And I know that might sound goofy. But in this business, I have found that you can really win in a lot of ways, if you're, if you're kind. And if you're taking care of each other and taking care of your customer, the soft skills of what missing from this industry for so long. And I think they're damn important.

现在我发现自己关注的是人，人的发展，如何决策来好好照顾我们的员工，以及如何保持我们的企业文化。我经常谈论企业文化。对我来说，这是一个成功的文化，但也是一个以善良为先的文化。我知道这听起来可能有点傻。但在这个行业，我发现如果你善良，你可以在很多方面取得成功。如果你互相关心，照顾员工和客户，这些软技能长期以来一直在这个行业中被忽视。我认为它们非常重要。

My retention is incredible. People don't want to leave. Now, am I firm? Heck yeah. Do I hold a accountable? Heck yeah. You don't get to be, you know, top dealer in the nation. And all of that, unless you're, you know, you have a firm set of rules that you follow by, but they know you care. And they know you care by how you treat what their schedule looks like, what kind of money they make, what kind of opportunity and career path they may be on. Did you take them to NADA this year? Did you take them to a different seminar? Did you send them to NADA Academy? Did they get training? When you're doing all that, there's no dispute whether you care about them or not.

我的员工保留率很高。人们不想离开。现在，我是一个严格的领导吗？当然。我会严格要求他们承担责任吗？当然。你想要成为全国顶级经销商，就必须执行一套严格的规则，但他们知道你关心他们。他们知道你关心他们是因为你关注他们的工作时间安排、收入情况、事业机会和发展路径。你今年带他们去参加NADA了吗？你带他们去参加其他研讨会了吗？你把他们送去NADA学院了吗？他们得到了培训吗？当你做到这些的时候，就不存在他们是否有疑问你是否关心他们的问题了。

I have six graduates from NADA Academy, and I'm sending two more this year. The guys at the Academy, the guys at the Academy called me, says, what are you doing? And I said, educating people on the car business, the stuff that I never got to do, because my dealers wouldn't let me go, is wrong. And so the soft skills are important. And you'll find out you'll be amazingly profitable, and you'll have extremely high retention, if you just pay attention a little bit to the people side of things. So I find myself doing a lot of that as the dealer now. All right. So Julie, in car dealership guy style fashion, as we like to see, you know, we like to the quiet part out loud. Right.

我从NADA学院毕业的有六名学员，并且今年我还要送两名。学院的人打电话给我，问我在做什么，我说，我在教育人们汽车行业的知识，这是我以前从未有机会做的事，因为我的经销商不让我去做。软技能很重要。如果你稍微关注一下人际关系，你会发现你的利润会惊人地增加，员工保留率也会非常高。所以我现在作为经销商经常做这些工作。好吧。所以朱莉，以汽车经销商的风格，我们喜欢直言不讳地说出来。对吧。

So if someone's listening to this now, they're like, oh, well, you know, Julie is a woman in the industry, she's a minority. That's why she had the opportunity for an open point or to grow like she did. How do you respond to that? Well, you know, that's always going to be said. But I will tell you this. I worked every dang job, just like everybody else did. I sold cars for seven years, new and used. I went to finance. Walling finance, I went to freaking night school, you know, two days a week to finish my degree. I didn't get out of there. I said yes to every job. They put me through the grind to be able to be able to do this. Randy, huge use car dealerships.

如果有人现在听到这个问题，可能会说，“哦，你知道，朱莉是行业中的女性，她是少数族裔，这就是她有机会获得一个开放的职位或像她一样成长的原因。”你如何回应这种说法？我会告诉你，这种说法总是会有的。但我可以告诉你，我和其他人一样，做过每一份工作。我曾经在车行做销售工作七年，销售新车和二手车。我转到了金融部门。在金融部门，我上夜校，每周两天去上课，完成我的学位。我没有选择逃避。我接受了所有工作机会。他们让我经受考验，才能做到今天。兰迪，大型二手车经销商。

Then after a variable, 23 years of variable, I knew that I would not get a shot unless I learned fixed because when you're a woman, you better know it all. Okay, you're not automatically going to be thought of. You have to keep pushing yourself in front of the camera to be able to get a shot. I spent four and a half years with grease under my nails, but in parts and service, 150 people to finally get the attention of a manufacturer and say, hey, well, maybe we ought to let her, you know, try to try to be this dealer. I'd go up against some multi billionaires. And it wasn't easy. I never wanted it because I was a female and I never wanted it because I was Hispanic. I wanted it because I was the best person for the job.

然后经过了不稳定的23年后，我意识到除非我学会适应固定的规则，否则我不会有机会。因为当你是一个女人的时候，最好什么都懂。好吧，你不会自动被人考虑进去。你必须不断让自己出现在镜头前才能有机会。我花了四年半时间，指甲下沾满了油污，但在零部件与服务中，与150人打交道，最终吸引了一个制造商的注意，他说，“嘿，也许我们应该让她试试，试试看成为这个经销商。”我要去竞争一些亿万富翁。这并不容易。我从未想要因为我是女性，也从未因为我是西班牙裔而想要它。我之所以想要，是因为我是最适合这份工作的人选。

So the minute I got the job, what did I have to do? Well, you got to go be good because they're going to say, hey, Julie got it because she's a female minority. They gave it to her. Well, bullshit. Okay, you don't become number two in the nation. You don't sell 1200 cars a month and you don't have 520 employees at one store that you hold in because you're a minority or because you're a woman. You do it because you worked your tail off. You deserved it. You put yourself in the light. So bring it on. I'd love that discussion with anybody. So I love it. You're so good.

所以一分钟之后我得到了这份工作，我得做些什么呢？好吧，你必须表现出色，因为他们会说，嘿，朱莉得到了这份工作是因为她是女性少数人群。他们给她的。嗯，胡扯。好吧，你不可能成为全国第二，你不可能每个月卖1200辆车，你不能在一个店里有520名员工并且保持住他们的团队精神，都不是因为你是少数族裔或是女性。你是因为辛勤努力，你应该得到了这份工作。你置身于光明之中。所以来吧，我愿意和任何人讨论这个问题。我喜欢这种挑战。

So on that same note, right, you've put in decades in this industry to really work your way up and prove yourself as you have, which is very commendable. Again, for I would say specifically even for for female listeners here that are listening to the podcast right now and really look up to you. I mean, you've just achieved so much. Does doing what you do, does that have to does that comment expense of family?

所以在同样的情况下，你已经在这个行业里工作了几十年，真正努力工作并证明了自己，这是非常值得称赞的。我想，特别是对于现在正在听播客并非常仰慕你的女性听众来说，你已经取得了如此多的成就。那么做你所做的事情，是否会以家庭为代价呢？

Well, absolutely. I think I think it's an expense whether you're male or female. I think we put in a lot of late night and a lot of weekends. We miss birthdays. We miss baby showers. It's a tough, it's a tough deal to be in retail. And it kind of comes with kind of comes with the game. I will tell you, I'm a lot nicer to myself nowadays and there's a lot more Saturdays that I have off. But you know, working any business, I don't care what you do for a living a fear, you're making any real money and you're making any real difference. You're putting in 70, 80 hours a week sometimes. And that goes for anybody, this lawyer, doctor, whatever industry that you're in nurse, you're going to put the time in.

当然。我觉得，无论你是男性还是女性，这都是一种开销。我们经常加班到深夜，周末也很忙碌。我们错过生日，错过宝宝洗礼。在零售行业工作很辛苦。但这似乎是行业规律。我要告诉你，现在我对自己更加温柔，也有更多周六可以休息。但你要知道，无论你从事什么行业，不管你是否赚钱或产生真正的影响，你有时都要每周工作70、80小时。无论是律师、医生，还是其他行业的护士，都要投入时间。

And that's why you've got to be really good at time management and try to try to work it out in your household. But I got a question for you though. Would you ask that question? Would you ask that question to a man? I would not. And that's exactly why I asked that question. Because I think that, you know what, you know what I think is beautiful about this podcast? I think that this podcast is, I try when I when I ask a question and when I have the conversation, I try to put myself in the shoes of a listener and the audience. And I try to ask myself, what's going through their mind? Yeah, what's going through their mind? Right? Like, what are they thinking? What am I not asking that someone might be thinking? And then I think if I was a woman right now listening, and I hear this extremely successful woman and and let just, you know, like the facts are, right, biologically, right, being a woman, you do different things in male, right, you give birth, I mean, nine months, there's like these experts in your career. And so then what I would be thinking if I was a woman right now, I'd be saying, okay, well, like, is that even possible for me? Like, what do I have to give up in order to do what Julie has done? And I think that the conversation around that, I feel like it's super important to have that open conversation, because if it's not you and me right now, then where is it? Who is it? At what forum? How is it going to be, you know, how is it going to be spoken about? Yeah, and I think times have really changed. I mean, you see a lot more state have dads, you see a lot more career women. Obviously, you're going to juggle things, especially as a as a dealer or GM, you're juggling a lot. So I think that you finding the healthy balance for you and your families are right thing to do. But when when there's a determined woman to do something, she's going to find a way. It's one of those things if you if you really want to get something done, and you can do it, and you can find a way to have balance with your family also. So well, I love, I love just your openness around that. I appreciate that. You know, that you're able to speak freely of that.

因此，你必须非常擅长时间管理，并努力解决家庭中的问题。但是我有一个问题要问你。你会向男人问那个问题吗？我不会。这也正是我问这个问题的原因。因为我认为，你知道吗，这个播客的美妙之处在于什么？我认为这个播客是，当我提出问题和进行对话时，我尽量把自己放在听众和观众的位置上。我努力问自己，他们在想什么？是的，他们在想什么？可能正在想些什么？然后我想，如果我现在是一位女性听众，听到这位极其成功的女性，你知道，就事实而言，从生物学的角度来看，作为女性，你会做一些不同于男性的事情，你会生育，对吗？九个月，同时还要在事业上做出重大的贡献。那么如果我现在是一位女性，我会想，好吧，像朱莉做到这些可能吗？为了做到朱莉所做的，我需要牺牲什么？我认为围绕这个问题的对话非常重要，因为如果现在不是我们谈论这个问题了，那么谁来谈论？在哪里？如何谈论？是的，时代已经发生了巨大变化。你会看到很多父亲参与照料孩子，有很多事业女性。显然，作为一名销售经理或总经理，你需要在生活中做很多事情。因此，我认为找到适合自己和家人的健康平衡是正确的选择。但是当有一个坚定的女性想要做某事时，她会找到方法的。如果你真的想做某件事情，并且你可以做到，你可以找到与家人协调的方式。我欣赏你对此的坦率和开放。

So I want to transition. I want to ask you a little bit about just what you're seeing in the market, right? Your actual insight into the current trends today. And what's happening, right? We're coming off these, you know, crazy couple years where dealers were doing three times earnings on an annual basis. You know, 2023 was sort of a beginning to revert to the mean 2024 stabilize a little bit so far. What are you currently at? I would say in like a broad picture, right? Before we talk about outlook, what are you currently seeing right now in the market, right? And I'm talking about in all departments fixed variable, you know, use new what's kind of your overall take right now. I think things are, I think are obviously any day dealer will tell you things are getting a little bit back to normal. You know, day supplies are up. We're probably have right at a 4550 day supply of vehicles. Gross profits are trending back to a normal area. Customers still want you to take great care of them. They still want efficiency. They still want to get in and out. They still want you to be there for them after the sale. And the franchises I have, we are not seeing hardly anybody walking in wanting an EV. It just hasn't been there for us. The test red does great in this market. But I will tell you, I have five or six of them sitting on my used car lot right now where customers are still saying, hey, you know, we like a dealer. We like to be able to come in and get something taken care of. And we like that you have parts in stock to be able to take care of us. So those are some of the basics we're seeing.

所以我想要进行转变。我想问一下您对市场的看法，您对当前趋势的真实见解。现在发生了什么呢？在过去的几年中，经销商的年收入达到了三倍。2023年似乎开始回归正常，到2024年目前趋于稳定。您目前的情况怎么样？在我们谈论展望之前，总体来说，您目前在市场上看到了什么？我在谈论所有部门，固定收入、变动收入，新车旧车这些，您目前的总体看法如何？我认为目前的情况显然有所恢复正常。库存量增加了。我们可能有大约4550辆车的库存量。毛利润正在趋于正常水平。客户依然希望您照顾周到。他们仍然期待高效率的服务。他们还是想快速进出。他们还是希望在售后您能为他们提供帮助。我所经营的特许经销商，我们几乎见不到有人想要购买电动汽车。对我们来说，这方面的需求并不强烈。测试车在这个市场表现不俗。但是我必须告诉您，我的二手车库里现在有五六辆测试车，顾客依然表示，嘿，您知道，我们喜欢经销商。我们希望去店里解决问题。我们希望您有备品备件来照顾我们。这些是我们目前看到的一些基本情况。

Our customers on the service drive want transparency. I love our multi point inspection video that we work with them. They still want to get in and out as much as they like your facility as nice as you are and as rated as. So I think people still, you know, they're back to work. They're busy. They want your respect. They want you to respect their intelligence and not waste their time. So those are, those are, you know, I think we're just getting back to where we were. I don't have a big problem at this location in the Austin market with losing my customers to other dealers.

我们服务站的客户想要透明度。我很喜欢我们与他们一起工作的多点检查视频。他们仍然希望能够尽快完成事情，尽管他们喜欢你的设施有多么好，而且评价也很高。所以我认为人们还是回到了工作状态。他们很忙，他们希望得到尊重。他们希望你尊重他们的智慧，不要浪费他们的时间。所以这些，我认为我们正在回到以前的状态。在奥斯汀市场的这个地方，我不太担心会把我的客户输送给其他经销商。

We didn't raise the price over our P at the store. And during the last couple years, we just didn't. And I think they really respected that. We are seeing some customers that are heavily in a negative equity position on their trade ins in this market. That was something we didn't really see before. So you're seeing some of that. But I think it's going to be a great year by all indications. The first two months, I mean, they're January or February. They're not your stock rock star months. But we're averaging right under 1200 units a month on both of those months. And we forecasted for this store over 16,000 pieces for next year.

在店里，我们没有把价格提高到我们的 P 之上。在过去几年里，我们一直没有这样做。我觉得他们真的很尊重这一点。在这个市场上，我们看到有一些客户在交易中处于负资产的严重位置。这是我们以前真的没有见过的情况。所以你会看到一些这样的情况。但我认为从各种迹象来看，今年将是一个很棒的一年。前两个月，我是说，他们是一月和二月。它们不是您股票明星月份。但在这两个月里，我们的平均销售量接近1200辆。我们预测这家店明年将达到16,000多销售额。

We finished with a little over 14,000 last year. So we feel good about the year. But that's kind of, kind of the state of the market here, at least in Texas and central Texas. What's your outlook for the remainder of the year for 24 between used new service? What are you most bullish on? I think what I'm most bullish on is we're going to start making money again in the use card apartments. Our use card grosses were way off last year. And I think that that market is stabilizing prices are coming down at the auctions. We can buy things a little bit more in line with book value. So I'm excited about that. And then as you know, we've been in growth mode for literally seven and a half years in Austin. It hasn't slowed down.

去年我们完成了超过14,000的销售。所以我们对这一年感觉不错。但这在这里的市场状态，至少在得克萨斯州和中得克萨斯州是这样的。对于24年剩下的时间，您对二手车新服务有什么展望？您最看好什么？我认为我最看好的是我们将会在二手车公寓方面再次开始赚钱。去年我们的二手车销售额大大下降。我认为市场正在稳定，拍卖价格在下降。我们可以以接近账面价值的价格购买物品。所以我对此感到兴奋。而且您知道，我们在奥斯汀已经增长模式已经持续了七年半。这种情况并没有减缓。

So I'm kind of blessed because of stores that we have right here in a very busy growing market. But I'm excited about the whole year. I think it's going to be great. I know it's an election year. I hate listening to all that crap. I like to stay focused on the things that we can control. And I mean, you're going to let your head go way negative if you want to. What I try to do is stay focused on what's going on in our little area and just own this primary marketing area. And you know, I'm surprised we're able to keep the gross profit we've been able to keep on new cars.

所以我有点幸运，因为我们这里有很多非常繁忙的新兴市场的商店。但整年我都感到很兴奋。我觉得会很棒。我知道今年是选举年。我讨厌听到那些废话。我喜欢专注于我们可以控制的东西。我是说，如果你想让自己的情绪变得非常消极，那完全没问题。我尽力专注于我们这个小区域发生的事情，专注于主要的营销区域。你知道的，我很惊讶我们能够保持在新车上的那个毛利润水平。

Well, that was my next question because I was going to ask you about margin compression. I mean, are you concerned about new car margin compression with, you know, supply increasing pretty rapidly? And look, I know you're at the OTA store. So you're like, you're like, you're like, the hot shit right now, right? The lowest day supply, everyone's still once your product. But not everyone's in that position, right? Does margin compression concern you at all? It does a little bit. I will tell you, you started to see it come down. And at the last quarter of last year, I said, let's change our thinking. Let's look inward. Why do we have to lose the profitability? Why aren't we doing a great means assessment? Why aren't we doing a great product presentation, a great demo ride? Why aren't we building value? Let's get back to those basics to keep the profitability so that we can keep what we've done.

好吧，那就是我接下来要问的问题，因为我本来打算问你关于边际压缩的问题。我的意思是，您是否担心随着供应迅速增加，新车的边际压缩？我知道您在OTA门店工作。所以你现在就像，你就像，你就像，像个大人物，对吧？库存供应最低，每个人都还在追捧你的产品。但并非每个人都处于这种位置，对吗？边际压缩是否让您感到担忧？有点让我担心。我要告诉你，你开始看到它有所下降。去年最后一个季度，我说，让我们改变我们的思维。让我们往内部看。为什么我们必须失去盈利？为什么我们不做一个出色的需求评估？为什么我们不做一个出色的产品展示，一个出色的试乘体验？为什么我们不去创造更多的价值？让我们回归这些基础知识，以保持盈利能力，这样我们就可以保持我们所做的一切。

You know, I think it all starts with what's going on between these two ears. And if you set your mind to a higher level of thinking and don't just go, Oh, well, the markets doing, Oh, well, we, yeah, no, we're gonna have to take some losers roberstalked on under right now. We can do that. But why do we just have to give up and shortcut all the things that make our profitability happen? So I think a lot of it is leadership and a lot of it is mindset. And we'll see how it goes. I mean, so far, it's working as we're holding on pretty good. So I'm not as worried about that. But we all we all got excited over those last years. Everybody was making create money.

你知道，我认为一切都始于这两只耳朵之间发生的事情。如果你将思维力量提升到一个更高的层次，而不是仅仅说，“哦，市场正在做什么”，“哦，我们...是的，不，我们必须现在就采取一些失败者策略。我们可以做到。但为什么我们要放弃，为什么要捷径，缩短让我们盈利的一切过程呢？所以我认为很多都取决于领导能力，也取决于心态。我们会看看结果如何。目前为止，我们的表现还不错。所以我对此不太担心。但在过去几年里，我们所有人都因为获得巨大的利润而兴奋。

And now it's back to reality and basics of sales. So tell us about the name for your group. You know, I was checking out your website. I saw it looks, it just looks very different. Right? Like you don't expect it from a dealer group and auto group like your logo is like, it's very, you know, very thin typeface like the lettering. It almost looks like a, like a premium brand. And of course, the name, you know, idea, which I want you to talk about as well. Can you tell us a little bit about the evolution of this, like how you ideated this, right? No pun intended. Why you came up with this? Like give us a little bit background to that. Yeah. So and our logo does look a little and I think I mean, it is a lady run group.

现在回到现实和销售的基础。告诉我们关于你们团队的名字吧。你知道，我看了你们的网站。我发现它看起来非常不同。对吧？就像你不会期待一家经销商集团和汽车集团的标志是非常瘦的字体。它几乎看起来像一个高端品牌。当然，名字，你知道，这个想法，我希望你也谈谈。你能告诉我们一点关于这个演变的，你是如何构思出来的吗？不是故意的。 你为什么想到这个？给我们一点背景吧。是的。我们的标志看起来有点，我想我的意思是，这是一个女性主导的团队。

But the idea behind idea was, you know, I wanted to make a little bit of a difference. And this team here want to make a little bit of a difference in automotive. Idea is about inclusion. It's about, you know, helping diversify automotive. It's about, you know, trying to recruit and retain and train women, more women and automotive and more minorities. And it's kind of one of those topics where, you know, I don't want anything because of where minority, I just want to, I just want to help make the dealer body look more like the consumers. And we have a very diverse consumer space. There's a lot of Asian Americans in the Austin market. There's a lot of Indian Americans in the Austin market in Hispanics and in Texas.

但这个想法背后的意图是，你知道的，我想要做出一点不同。这支团队也想要在汽车领域做出一点改变。这个想法是关于包容性的。它是关于帮助多样化汽车行业。它是关于努力招募、留住和培训更多的女性和少数族裔在汽车行业。这是一个我不想因为是少数族裔就得到任何东西的话题，我只想帮助使经销商团队更像消费者。我们有一个非常多元化的消费者群体。奥斯汀市场有很多亚裔美国人。奥斯汀市场和德克萨斯州有很多印度裔美国人和西班牙裔人。

And I just think that it's harder to get a break when you don't have a daddy that gave it to you or a granddaddy that gave it to you or a family with multi millions of dollars. So the idea is, let's recruit, recruit and train and keep and develop more women and more minority talent. And let's make a case for this blue collar group of people that we get, we get into the business. It means so much to us. Nobody gave it to us. So that's the passion behind it. In no means do I want to exclude anybody from that. I have amazing white male guys that are DMs with me that are amazing. But I wanted to focus a little bit more attention on that. And I wanted to, you know, not just make a living, make a little bit of a difference in automotive. So that was the idea.

我只是觉得当你没有一个父亲或祖父给予你支持，或者一个拥有数百万美元家产的家庭时，获得成功会更加困难。所以，我的想法是，让我们招募、培训、留住和培养更多的女性和少数族裔人才。让我们为那些我们吸纳到企业中的蓝领群体做出案例。这对我们意义重大。没有人给予我们这一切。这就是背后的激情。我绝不希望排斥任何人。我有一些与我一起工作的优秀白种男性，他们是优秀的。但我想多关注一下这一点。我想要不仅仅谋生，还想在汽车行业做出一些改变。这就是我的想法。

And it's very, again, like very respectable how you've done that and again, achieved financial success. I think that's the fact that you worked your way up and you're such a Toyota powerhouse. I really do think it's impressive to do multiple things. It's, look, it's hard enough to do the ladder, right? Just to sell cars and manage that business on its own is hard enough as it is. So the fact that you're combining sort of like a personal mission in addition to that, kudos to you on doing that. Thank you. Thank you. I really appreciate that. Yeah. And you know, just piggybacking off that.

你做到了很多很了不起的事情，再次取得了财务上的成功，这真的很值得尊重。我认为你通过自己的努力走上了成功之路，成为了丰田公司的强大人物。能够同时做多样的事情真的很令人印象深刻。光是做销售和经营汽车生意就已经很难了，更别提还要有自己的使命。你能够顺利将这些结合起来，真的值得称赞。非常感谢。我真的非常感激。是的，顺带一提。

What's your personal mission as you, as you, I know you're very involved in the industry, right? You mentioned, and when I say very involved, I mean, in other ways, other than just selling cars. And this was kind of, this is really what everything is rooted in what you just mentioned. But what is really your goal for the industry? Like, what would you like to see changed or evolved over this next decade? I mean, pretty much what I was just talking about. I mean, right now, 80, it's 84% as a latest, I heard 84% of the buyers on a new car in the United States of America, all right, are either by a woman or the woman made the decision for that family. And we've all heard these for years. Every year, we hear all the, all the statistics. But dang, and still less than 5% women own automobile dealerships.

作为您个人，我知道您在这个行业非常投入，对吗？您提到过，并且我所说的非常投入，是指以其他方式参与，而不仅仅是销售汽车。这实际上是您提到的一切根源。但是真正的问题是，您对这个行业有什么目标？您希望在未来这十年内看到什么样的改变或发展？我刚才讨论过的内容基本上就是这个问题。我是说，目前，根据最新数据，我听说在美国，购买新车的84％的买家要么是女性，要么是女性为家庭做出了决定。多年来，我们都听到这些。每年我们都听到各种统计数据。但是令人惊讶的是，仍然不到5％的汽车经销商是女性所有的。

It's absolutely crazy. So we got to figure it out. And it just, I think that women can really help the perception of the industry. Women tend to do things a little bit differently. If you walk into, to any of the stores that, that are run, it's clean, it's fresh. There's fresh flowers, there's smiling faces, there's cookies and smell. There's a cafe, there's wonderful. I just want it to be a better experience. And I know a lot of dealers do that, but we're trying to go to another level. I want unreasonable hospitality. I want people to go, holy mother, they just bought a car here and they're leaving. There's a bow on every car as if it was Lexus December to remember every day at Toyota Cedar Park and every day at City Member Subaru.

这真的太疯狂了。所以我们必须弄清楚这个问题。我认为女性可以真正帮助行业的形象。女性往往以稍微不同的方式做事。如果你走进任何一家经营的店铺，那里干净、新鲜。有新鲜的花朵、微笑的脸庞、小点心的味道。还有咖啡厅、美好的氛围。我只是希望这种体验更好。我知道很多经销商都在做这样的事情，但我们正在努力达到另一个水平。我想要不合理的热情款待。我希望人们会感叹，他们刚在这里买了车，现在要离开了。每辆车上都有一道蝴蝶结，就像雷克萨斯的“12月值得回忆”促销一样，在城市汽车公园的丰田和城市汽车的斯巴鲁，每一天都是这样。

It's just a passion to make it better. And I think it comes from, you know, feeling like, gosh, you know, I got into sales because I was broke. And people look at sales as a negative thing. Why? Why do we look at sales as a negative thing? Why can't it be friendly experts? You know, friendly experts passionate about the industry helping people buy what they want to buy. You know, and I get people that, oh, gosh, Julie, you know, it's really, you know, you're not going to be great doing it that way. Well, they're absolutely wrong. You can be amazingly great doing it the right way and using your soft skills and making a difference in the industry.

这只是一种让事情变得更好的激情。我觉得这来自于，你知道的，觉得自己真的穷困潦倒，所以我选择了销售。但人们总是把销售看作是负面的东西。为什么呢？为什么我们要把销售看作是负面的东西呢？为什么我们不能把销售员看作是友善的专家呢？你知道，友善的专家热爱这个行业，帮助人们购买他们想要购买的东西。我明白有些人会说，哎呀，朱莉，你这样做不会成功的。但是，他们是错的。你完全可以以正确的方式做得非常成功，运用你的软技能，在这个行业中创造差异。

I just wanted to be proud of the industry I was in and I wasn't real proud in those first few years until I found the right dealers to work with. And I learned how I wanted to do things. And that's when we talk culture, that's what the culture is. Listen, we don't change as dealers. Okay, you're going to continue to have carvanas and Teslas and people buying online. If we don't get better, it's our fault. We are not good enough to take care of our customers. We're not doing it right. So, I think that we got to put our money where our mouth is and start taking better care of each other and our customers.

我只是想为自己所从事的行业感到自豪，那最初的几年里我并不真正自豪，直到找到合适的经销商合作。我学会了如何做事情。这就是我们谈论文化时所说的。听着，作为经销商，我们不会改变。好吧，汽车网购和特斯拉之类的会持续存在，人们会继续在线购买。如果我们不变得更好，那就是我们的错。我们还不够好去照顾我们的客户。我们没有做对。所以，我认为我们必须真正付诸实践，开始更好地照顾彼此和我们的客户。

So, that's right. So, so, so what's next for you? You briefly mentioned you're looking at another store. What's on the horizon? I tell you that I've been asked a lot that question about UFO and our most out of partners and they want to know how many and how much I want I want to continue to grow. I don't want to I don't want name I want manufacturers. I don't want other stores for no reason. I want to do a calculated four opportunities with these GM candidates that we've been developing to put them in as operators. If it's the right market, if it's the right manufacturer, you know, I don't want 20, 30, 50, 80 stores. I want probably, you know, five to seven, but I want to be in the top five in volume and every damn one of them. So, they can't say, well, you know, they change their model. They're not doing what what Julie was saying.

所以，没错。那么，接下来你打算做什么？你简短提到你在看另一个店铺。未来有什么计划？我告诉你，我经常被问到有关UFO和我们的伙伴们想知道我想要多少个和多少钱我想要继续增长。我不想要名字，我想要制造商。我不想要其他店铺毫无理由。我想要通过这些我们一直在发展的GM候选人来做计算好的机会，把他们放入经营者的位置。如果是正确的市场，正确的制造商，你知道的，我不想要20、30、50、80家店。我可能想要5到7家，但我想要每一家都在销量排名前五。这样他们就不能说：“嗯，你知道的，他们改变他们的模式了。他们不做朱莉说的那样了。”

I think that, you know, we can make a difference in a community with changing automotive to a better space. And we can we can retail a lot of units doing it the right way to. So, that's kind of the goal for now. We'll see how it rolls. And I mean, obviously, I'd love to be a luxury dealer. I'd love to have a few franchises are on my list that haven't called me back yet. But we'll keep working on this. I just had another guest on a podcast and they set a line that I liked, which is, if we can't be the largest, can we be the best? And so, I like, I like that mindset. You know, there's many ways to the top. So, you're definitely embarking on one. There you go.

我认为，你知道的，通过改变汽车行业，我们可以让社区变得更美好。在正确的方式下，我们可以普及很多单位。所以，这是目前的目标。我们将看看情况如何发展。我是说，显然，我很想成为奢华车商。我很想拥有一些品牌目前还没有回应我的连锁加盟。但我们会继续努力。我刚刚在播客上接待了另一位嘉宾，他说了一句我喜欢的话，那就是，如果我们不能成为最大的，我们能成为最好的吗？所以，我喜欢这种心态。你知道，通往成功的道路有很多。你肯定已经踏上其中一条了。这就是我的看法。

There you go. I like it. Julie Herrera, this was awesome. Thanks so much for coming on. I really had a pleasure. Hey, thank you. I appreciate it. All right. Hope you enjoyed that episode. Please give the podcast a rating. Consider subscribing to the show and check the show notes for links to what we talked about. Thanks for tuning in. I'll see you guys next time.

这就是我的想法。我喜欢它。朱莉·埃雷拉，这太棒了。非常感谢你的到来。我真的很愉快。嘿，谢谢你。我很感激。好的。希望你喜欢这一集。请给这个播客评分。考虑订阅节目并查看节目说明中我们讨论的内容的链接。感谢收听。下次见。