Toronto Auto Consulting

Car Biz Insider Ep#5

Car Biz Insider featuring Xavier Kleinermann Ep#5

Car Biz Insider Episode #5 featuring Xavier Kleinermann – Honda Canada Finance – Automotive Podcast

Please like and share this live event! Xaiver has been recently appointed as Co-Chair with International Automotive Remarketers Alliance (IARA) Xavier Kleinermann Co-Chair: Canadian Committee Xavier Kleinermann has been part of the remarketing industry since 2018 and works as National Remarketing Coordinator for Honda Financial Services. He brings to the table 10+ years’ experience in non-profit communications & management as well as international exposure, having lived in five countries and fluently speaking five languages.

Xavier has been actively involved with the IARA since 2019 in the role of Co-Chair for the Canadian Press & PR Sub-Committee. In 2020, his industry peers recognized him for the “Remarketer on the Rise” Award.

Xavier considers himself a lifelong learner and is one of the first CAR-certified IARA members from Canada. He holds a bachelor’s degree in Philosophy from two European Universities and is currently an MBA Candidate with the University of Fredericton (New Brunswick, Canada).

https://iara.biz/

https://www.honda.ca/

https://torontoautoconsulting.com/

Transcript

00:00:27 Jon Toker 

Hi everybody, this is your host Jon Toker from Car Biz insider. 

00:00:31 Jon Toker 

I have a very special guest here with me today. 

00:00:34 Jon Toker 

Xavier Kleinerman from Honda Financial Services, Xavier. 

00:00:38 Jon Toker 

How are you doing today? 

00:00:39 XAVIER KLEINERMANN 

John, how are you great to talk to you? 

00:00:42 Jon Toker 

Thanks for being on the show. 

00:00:44 Jon Toker 

Well, I I like to apologize from people who’s waiting for the show because we had some connection issues. 

00:00:52 Jon Toker 

’cause Xavier has a very strong security system on his computer. 

00:00:57 Jon Toker 

It prevented. 

00:00:57 

Hey, what I’ve done. 

00:00:58 Jon Toker 

Us to start. 

00:00:59 Jon Toker 

But thanks for joining today. 

00:01:02 Jon Toker 

So Xavier, how was your days going? 

00:01:04 Jon Toker 

How is this chip shortage affecting you and all that stuff? 

00:01:08 Jon Toker 

Why don’t you introduce yourself to the listeners and viewers and tell us what do you do for Honda Financial Services and a little bit your background. 

00:01:17 Jon Toker 

We can talk about your organization that you’re part of too, so why don’t you introduce yourself to us today? 

00:01:22 XAVIER KLEINERMANN 

Hey, that’s a lot of questions here. 

00:01:25 XAVIER KLEINERMANN 

Thanks John. 

00:01:26 XAVIER KLEINERMANN 

Just congratulations for your podcast. 

00:01:29 XAVIER KLEINERMANN 

I’ve been following it from since the beginning. 

00:01:32 XAVIER KLEINERMANN 

You started a couple episodes ago and finally quality. 

00:01:35 XAVIER KLEINERMANN 

Just amazing. 

00:01:35 XAVIER KLEINERMANN 

So just keep doing what you’re. 

00:01:37 XAVIER KLEINERMANN 

Doing you put the ball? 

00:01:39 XAVIER KLEINERMANN 

Really, really high, you know, so I’m I’m. 

00:01:43 XAVIER KLEINERMANN 

Maybe I work for Honda Financial Services. I’ve been with the automotive industry since 2014 when I started in the automotive, I had the choice in which. 

00:01:51 XAVIER KLEINERMANN 

Between a job at a bank and and Honda one year contract with Honda, and my good feeling we told me to go with Honda and I’ve never been looking. 

00:02:03 XAVIER KLEINERMANN 

You know, I I’ve never regretted it since since then. 

00:02:07 XAVIER KLEINERMANN 

So I’ve been with Honda for the last eight years. I guess going on eight years and start with Honda Financial Services started with in customer service and worked my way to where I am right now and remarketing where I’ve been since 2018 and I guess I landed in remarketing at the perfect time just before all the. 

00:02:28 XAVIER KLEINERMANN 

All the interesting parts of re marketing, uh, happened with covert and the pandemic and everything like that, you know? 

00:02:35 XAVIER KLEINERMANN 

And the chips or dates and things. 

00:02:38 XAVIER KLEINERMANN 

So it’s been an exciting time. 

00:02:40 XAVIER KLEINERMANN 

There hasn’t been a single Monday that have haven’t been unhappy to go to work. 

00:02:45 XAVIER KLEINERMANN 

I’ve always woken up and excited to go to work. 

00:02:47 XAVIER KLEINERMANN 

And knocking on wood. 

00:02:48 XAVIER KLEINERMANN 

Hopefully it will stay that way. 

00:02:50 Jon Toker 

That’s good, you guys have a really good team there that you guys working together. 

00:02:54 Jon Toker 

So I mean and you know how the vehicles are hold their value really good when you were to, you know, trying to remarket them. 

00:03:02 Jon Toker 

Uh, and why don’t you talk about your latest appointment too? 

00:03:07 Jon Toker 

Is it I ara is that the international automotive market is alliance? 

00:03:13 XAVIER KLEINERMANN 

Correct, yes, yeah, exactly so. 

00:03:13 Jon Toker 

Right? 

00:03:16 XAVIER KLEINERMANN 

Yeah, the IR is an organization industry organization. 

00:03:19 XAVIER KLEINERMANN 

Uh, it stands for like you said, the international automotive for marketing. 

00:03:24 XAVIER KLEINERMANN 

Clients it’s a re marketing organization. 

00:03:27 XAVIER KLEINERMANN 

I always say that re marketing is like a hidden gem. 

00:03:30 XAVIER KLEINERMANN 

It’s a. 

00:03:34 XAVIER KLEINERMANN 

It’s a reflection of the global economy. 

00:03:36 XAVIER KLEINERMANN 

I think the automotive industry is a reflection of the global economy and the RE marketing industry is a reflection of that on a smaller scale. 

00:03:45 XAVIER KLEINERMANN 

Well, I should say maybe you bigger, big scale because the used car industry is pretty big. 

00:03:50 XAVIER KLEINERMANN 

So, so I was appointed yeah on February 1st as the Co chair for Canada for the IRA. So basically what it is, it’s an industry organization that tries to. 

00:04:02 XAVIER KLEINERMANN 

To promote standards and networking and to uh to. 

00:04:09 

You know, try. 

00:04:09 XAVIER KLEINERMANN 

To communicate with the with the industry about different key aspects and key topics of the. 

00:04:16 XAVIER KLEINERMANN 

Yeah of the re marketing we want to be basically the go to platform for the industry to assist, educate and share knowledge with or or industry and with our partners and so that our Members and can have, you know, get away with efficiencies and achieve better. 

00:04:36 XAVIER KLEINERMANN 

Prices maybe in their sales to share tips and things like that. 

00:04:40 XAVIER KLEINERMANN 

So we do that through different events. 

00:04:42 XAVIER KLEINERMANN 

We have 4 yearly events, main events or quarterly. 

00:04:46 XAVIER KLEINERMANN 

States and then we’ll have an introduction to remarketing, remarketing one on one. 

00:04:51 XAVIER KLEINERMANN 

They’ll do that twice a year for people who are unfamiliar with remarketing. 

00:04:56 XAVIER KLEINERMANN 

And then we’ll have. Obviously the the Conference, the early conference up here in Canada. the US has several of them that we do in Toronto and partnership with. 

00:05:05 XAVIER KLEINERMANN 

Uh, those are lights and his team from Cherokee Media Group. 

00:05:10 Jon Toker 

That’s that’s really good. Congratulations on the appointment. Uh, would you so you’re talking about remarketing 101? Why don’t you explain what remarketing is for people who may not be familiar with because you know, we got a lot of people watch this from different experience levels from car business, right? So somebody may just join the car business. 

00:05:32 Jon Toker 

Start selling cars like you know three months ago may not be familiar with the term remote. 

00:05:37 Jon Toker 

Why don’t you like? 

00:05:38 Jon Toker 

Briefly explain what re marketing is. 

00:05:40 Jon Toker 

What does re marketers do and you know what’s that exactly mean? 

00:05:44 XAVIER KLEINERMANN 

Ah, that’s an amazing question. 

00:05:45 XAVIER KLEINERMANN 

I find myself you know myself when I started in the automotive, I didn’t know what remarketing was. 

00:05:50 XAVIER KLEINERMANN 

It took me several years before I bumped into it and saw exactly what it was and fell absolutely in love. 

00:05:55 XAVIER KLEINERMANN 

With it, So what are the simplest way to describe remarketing? 

00:05:59 XAVIER KLEINERMANN 

Is imagine someone who’s injecting used cars into the. 

00:06:04 XAVIER KLEINERMANN 

Market, in our case it’s in the Canadian markets. 

00:06:06 XAVIER KLEINERMANN 

We inject used cars into the Canadian market, so when you walk in front of a dealership, they’re selling used cars. 

00:06:13 XAVIER KLEINERMANN 

They’re selling news, new cars. 

00:06:15 XAVIER KLEINERMANN 

Well, where did these used car come from? 

00:06:17 XAVIER KLEINERMANN 

While these used car came from auction, they also, you know, from trade ends but. 

00:06:24 XAVIER KLEINERMANN 

We like the auction parts so we sell at Honda we sell. 

00:06:28 XAVIER KLEINERMANN 

Before the pandemic, I’d say we would sell thousands and thousands of cars a year through the whole country through the different auction houses and dealerships are the ones who assist to the auctions who buy from us or our main buyers and and that’s that. 

00:06:47 XAVIER KLEINERMANN 

I think that’s. 

00:06:48 XAVIER KLEINERMANN 

A brief way to answer the question. 

00:06:51 XAVIER KLEINERMANN 

It’s really that fueling in declining automotive industry. 

00:06:54 XAVIER KLEINERMANN 

The automotive market used cars. 

00:06:58 Jon Toker 

So you you basically because you’re you, you work for the manufacturer. 

00:07:03 Jon Toker 

So when Honda needs to, uh, sell those used cars, probably they come back from lease returns most likely, right? 

00:07:10 Jon Toker 

And then, if that that car’s like, let’s say the person leases the car, didn’t buy the car out, or the dealership doesn’t want to buy that car. 

00:07:19 Jon Toker 

Then you just find a new a new home for those cars basically right? 

00:07:22 Jon Toker 

How about the manufact? 

00:07:23 XAVIER KLEINERMANN 

Sure, that’s that. 

00:07:24 XAVIER KLEINERMANN 

So there’s these returns. 

00:07:26 XAVIER KLEINERMANN 

You also have repossessions. 

00:07:28 XAVIER KLEINERMANN 

You also have company cars. 

00:07:30 XAVIER KLEINERMANN 

There’s different sources of where you you find these cars and that you’ll that you’ll put on auction after that. 

00:07:38 XAVIER KLEINERMANN 

So it’s exactly that finding a new home, finding your good home, and giving our dealers. 

00:07:44 XAVIER KLEINERMANN 

An amazing product to buy that’s really that’s really the key part. 

00:07:48 Jon Toker 

So especially now, right? 

00:07:49 Jon Toker 

Like dealers, don’t have enough new cars to sell, but now you probably don’t have much cars to remarket anyways, because like I’m sure everybody is holding onto the cars as. 

00:07:58 Jon Toker 

Best as they can. 

00:07:59 Jon Toker 

Within their abilities, right? 

00:08:01 Jon Toker 

Would you say that happening? 

00:08:02 Jon Toker 

Like because of the pandemic chip shortage. 

00:08:05 Jon Toker 

Do you find your remarketing less cars to in the auction channels? 

00:08:09 Jon Toker 

Do you think? 

00:08:09 XAVIER KLEINERMANN 

Oh, I think. 

00:08:10 XAVIER KLEINERMANN 

That’s that’s something that’s not only me saying it. 

00:08:13 XAVIER KLEINERMANN 

I think that’s a global phenomenon. 

00:08:15 XAVIER KLEINERMANN 

As far as I can see. 

00:08:17 XAVIER KLEINERMANN 

Come for sure. 

00:08:19 XAVIER KLEINERMANN 

Yeah, or and inventory are not the same as they used to be. 

00:08:22 XAVIER KLEINERMANN 

We try to offer or dealers the best we have all we have and there’s definitely a difference in our marketing levels from before the the pandemic. 

00:08:32 XAVIER KLEINERMANN 

Yes, it’s actually a great a great thing to see all. 

00:08:36 XAVIER KLEINERMANN 

I mean, it’s not great not to have the product to sell or having very low product itself, but you see, you know. 

00:08:42 XAVIER KLEINERMANN 

How the whole economy of used cars is going. 

00:08:46 XAVIER KLEINERMANN 

Switching from a you know a lot a lot to offer and price that we’re a little bit lower to now. 

00:08:52 XAVIER KLEINERMANN 

A little bit less to offer or quite a bit less to offer to prices. 

00:08:56 XAVIER KLEINERMANN 

Spiking you know it’s and with that global chip shortage that you’ve talked about. 

00:09:03 XAVIER KLEINERMANN 

Uh, we hope that will be. 

00:09:05 XAVIER KLEINERMANN 

They’ll figure it out very soon and not to throw in any dates there. 

00:09:09 XAVIER KLEINERMANN 

I don’t want to compromise myself. 

00:09:11 XAVIER KLEINERMANN 

No, but. 

00:09:13 

Secret information there. 

00:09:14 Speaker 1 

Ha ha. 

00:09:15 XAVIER KLEINERMANN 

But but but yeah. 

00:09:18 XAVIER KLEINERMANN 

Hopefully you know, very soon we’ll be able to find out everything that, uh, a balance in the in the industry. 

00:09:23 XAVIER KLEINERMANN 

I don’t think you know we’ll see. 

00:09:25 XAVIER KLEINERMANN 

Prices like we had. 

00:09:27 XAVIER KLEINERMANN 

The price will still be very very high for the used cars. I don’t think they’ll go back anytime soon to what it was before the pandemic and for what the everyone is talking about, you know I think we’re in in there with strong prices until 2025 on there. 

00:09:46 Jon Toker 

But you know exactly you remember, like, uh, in the last three years I think, or two years, a Canadian black book awarded Honda being the most you know retained value right and and that means that the resale value of the product is historically always high with the Honda. 

00:10:06 Jon Toker 

Because of the demand on the vehicle, right and the reliability? 

00:10:10 Jon Toker 

The reputation of the brain so you always see that anyways, like when you send a car to the auction, it always is a high demand product, right? 

00:10:17 Jon Toker 

You you see that happening anyways. 

00:10:18 Speaker 1 

It’s a it’s. 

00:10:19 XAVIER KLEINERMANN 

A high demand product and yes, holiday great reputation. 

00:10:21 XAVIER KLEINERMANN 

Before we we still do, but you know, not at this level of what it is right now. 

00:10:28 XAVIER KLEINERMANN 

The price that we’re seeing right now, that’s just you know, out of this world it’s never seen before. 

00:10:33 XAVIER KLEINERMANN 

So it’s a interesting time. 

00:10:35 XAVIER KLEINERMANN 

I was actually thinking yesterday about. 

00:10:38 XAVIER KLEINERMANN 

You know everyone. 

00:10:39 XAVIER KLEINERMANN 

We all say, you know, we’ve never seen this before. 

00:10:41 XAVIER KLEINERMANN 

And yes, in our lifetime we’ve never seen it before. 

00:10:43 XAVIER KLEINERMANN 

But yesterday I was thinking about the podcast. 

00:10:45 XAVIER KLEINERMANN 

And I said. 

00:10:45 XAVIER KLEINERMANN 

Well, you know what actually after World War Two. 

00:10:49 XAVIER KLEINERMANN 

What is the state of the automotive industry and the others had no cars to sell and you know new cars were there. 

00:10:55 XAVIER KLEINERMANN 

Were there was a big shortage, new cars obviously. 

00:10:58 XAVIER KLEINERMANN 

Obviously you’re not talking about an industry with the amount of production that it has right now, but it wasn’t a little bit of a similar situation. 

00:11:06 XAVIER KLEINERMANN 

Probably people scrambling to find cars. 

00:11:09 XAVIER KLEINERMANN 

To sell and people having to wait for several months prior to getting there finally to buy there to finally buy their product or their car right so? 

00:11:19 XAVIER KLEINERMANN 

It’s a once in a. 

00:11:20 XAVIER KLEINERMANN 

100 time 100 years event event. Yeah that we are going through exactly. 

00:11:26 Jon Toker 

Yeah, no. 

00:11:27 Jon Toker 

It’s you’re absolutely right, like this stuff that’s happening right now is is a. 

00:11:32 Jon Toker 

I don’t think we’ll ever have something like this and probably the next one is going to be the electrification right once we start selling everything electric, then we’re going to have a big event like this again. 

00:11:41 Jon Toker 

But I I think it’s the biggest. 

00:11:43 Jon Toker 

Just off topic question. 

00:11:45 Jon Toker 

I’d like to ask you because. 

00:11:47 Jon Toker 

I know you speak multiple languages. 

00:11:49 Jon Toker 

How many total languages do you speak because of your European background, right? 

00:11:53 Jon Toker 

So you. 

00:11:54 Jon Toker 

So you got 1/5 or 4. 

00:11:55 

That’s it. 

00:11:56 XAVIER KLEINERMANN 

That’s The thing is, then you. 

00:11:58 XAVIER KLEINERMANN 

I’m from Belgium. 

00:11:59 XAVIER KLEINERMANN 

You know, which is a very small country. 

00:12:00 XAVIER KLEINERMANN 

I don’t know how many 10s or maybe hundreds of times Belgium fits in into the into Canada, but so if you don’t speak another language, we have three national languages. 

00:12:11 XAVIER KLEINERMANN 

I don’t speak all three of them, so if you don’t speak any other foreign language well. 

00:12:16 XAVIER KLEINERMANN 

You’re lost, you’re you’re going absolutely nowhere, right? 

00:12:19 XAVIER KLEINERMANN 

So I’ve. 

00:12:20 XAVIER KLEINERMANN 

Had the privilege to study. 

00:12:21 XAVIER KLEINERMANN 

In a different couple different. 

00:12:23 XAVIER KLEINERMANN 

Countries, so I’m at I’d say. 

00:12:25 XAVIER KLEINERMANN 

Five, give or take, you know. 

00:12:26 Jon Toker 

5 languages. 

00:12:29 Jon Toker 

Wow, so you speak probably French, Dutch, English, what? 

00:12:33 Jon Toker 

What are the other two? 

00:12:34 XAVIER KLEINERMANN 

Uh, Spanish and Italian. 

00:12:36 Jon Toker 

Oh wow, that’s amazing. 

00:12:38 Jon Toker 

So uh, in in Belgium just I get an off topic question. 

00:12:43 Jon Toker 

Uh, what are the national languages of French, Dutch, and what’s the third one? 

00:12:47 XAVIER KLEINERMANN 

German so. 

00:12:48 Jon Toker 

Well, German is a national language. 

00:12:49 Jon Toker 

Well I. 

00:12:50 Jon Toker 

Didn’t know that wow. 

00:12:50 XAVIER KLEINERMANN 

Yeah, it’s a very. 

00:12:51 XAVIER KLEINERMANN 

It’s a minority of the population, but you know, Belgium is a little bit similar to what Canada is and we we like to say we are cousins for the simple reason that we are Canada is as our country with two different national languages. 

00:13:04 XAVIER KLEINERMANN 

You’re next to someone who, on the international sphere, takes a lot of of importance, you know. 

00:13:12 XAVIER KLEINERMANN 

And it’s the same for us. 

00:13:14 XAVIER KLEINERMANN 

We’re next to France. 

00:13:15 XAVIER KLEINERMANN 

We have three national languages. 

00:13:17 XAVIER KLEINERMANN 

We’re really good at diplomacy, you know so. 

00:13:22 XAVIER KLEINERMANN 

We like that we have all the European institutions therein. 

00:13:25 Jon Toker 

Yeah, I know it’s huge man. 

00:13:27 Jon Toker 

It’s been going on for years and the reason I know Belgium like that because I was watching this TV show on Netflix. 

00:13:34 Jon Toker 

And it’s it’s, uh, Belgium, like from from from Belgium, right? 

00:13:37 Jon Toker 

And I see they like go back and forth in French and Dutch when the in in the show so. 

00:13:44 XAVIER KLEINERMANN 

Yeah, I’m not. 

00:13:44 

I knew that that was the. 

00:13:46 XAVIER KLEINERMANN 

In my family you know you, my brother is married to a girl from the Dutch side of Belgium. 

00:13:52 XAVIER KLEINERMANN 

My my other sister from a guy from the Dutch side of Belgium as well. 

00:13:57 XAVIER KLEINERMANN 

So at the end of the day, everything is you know, doing great. 

00:14:01 XAVIER KLEINERMANN 

It’s a. 

00:14:02 XAVIER KLEINERMANN 

Yeah, it’s a very small country in very very very rich cultures. 

00:14:06 Jon Toker 

As well, I know I know one word and a child to say, and it’s supposed to be in good or or like a delicious or yummy. 

00:14:14 XAVIER KLEINERMANN 

What is it? 

00:14:14 Jon Toker 

It’s like, yeah, liquor. 

00:14:16 XAVIER KLEINERMANN 

Like, uh, yeah, you could also say yeah, yeah, yeah. 

00:14:17 Jon Toker 

Yeah, that’s like it’s nice, right? 

00:14:21 Jon Toker 

Yeah, yeah, because, uh, you know I had friends were were living in Holland and Netherlands and I was learning from them and like back when I was a kid growing up and they were keep saying like yeah like it everything, I’m like what’s that mean? 

00:14:34 Jon Toker 

They say it means good, like yummy nice, you know. 

00:14:36 Jon Toker 

Like it’s the response, they do it right. 

00:14:39 Jon Toker 

I think it’s a good response. 

00:14:41 XAVIER KLEINERMANN 

And exactly, and Toronto. 

00:14:43 XAVIER KLEINERMANN 

Actually, you’ve got a place a Belgium food place. 

00:14:45 XAVIER KLEINERMANN 

Some somewhere that’s the liquor is the name of the store as well, so if you just look it up. 

00:14:51 Jon Toker 

All night. 

00:14:52 XAVIER KLEINERMANN 

Really good. 

00:14:53 Jon Toker 

Yeah, it’s LEKKERI think like yeah, that’s how you spell it. Perfect man. OK, I’m going back to the topic so I had some questions for you. 

00:14:55 

That’s right. 

00:15:03 Jon Toker 

Yeah, so you pretty much answered. 

00:15:06 Jon Toker 

We were talking about it right? 

00:15:08 Jon Toker 

So one question I have is that I forgot to ask you this in your profile on LinkedIn you have an acronym, stands for CFE Car. 

00:15:18 Jon Toker 

Uh, what is that? 

00:15:20 Jon Toker 

And, uh, you know, how did you qualify for that? 

00:15:23 Jon Toker 

Uh, title, like what did you need to do that? 

00:15:26 Jon Toker 

I get that? 

00:15:26 XAVIER KLEINERMANN 

Yeah, so car is some certifications certified in automotive remarketing. 

00:15:32 XAVIER KLEINERMANN 

It is the certification the premier certification in the industry. 

00:15:36 XAVIER KLEINERMANN 

It’s actually done by the IRS. 

00:15:39 XAVIER KLEINERMANN 

So, So what? 

00:15:40 XAVIER KLEINERMANN 

It is, it’s basically I’m an overview of all of the different. 

00:15:46 XAVIER KLEINERMANN 

Topics that you find in automotive remarketing there’s 20 modules and they re grouped in five different chapters so you have the remarketing channels you have. 

00:15:58 XAVIER KLEINERMANN 

The pre sales activities, actual sales activities. 

00:16:01 XAVIER KLEINERMANN 

They’re obviously done. 

00:16:02 XAVIER KLEINERMANN 

The post sales activities and then the whole legal ethics and remarketing technologies. 

00:16:08 XAVIER KLEINERMANN 

Terminology, sorry, so these are the five aspects so we do that certification and we have more and more in Canada we have 25 graduates from the car certification since we started two years ago and then we in the US. We have obviously a lot. 

00:16:25 XAVIER KLEINERMANN 

It’s a great thing to have, especially even if you’re not maybe directly related to remarketing. 

00:16:30 XAVIER KLEINERMANN 

I’d say because it really helps you understand basically the key topics of remarketing. 

00:16:36 XAVIER KLEINERMANN 

If you’re like a legal, if you’re an exact C-Suite, exec or whatever you know if you’re new in this industry as well, it’s a great. 

00:16:43 XAVIER KLEINERMANN 

Thing to have because it’s a. 

00:16:45 XAVIER KLEINERMANN 

A very fast, specific and dumb. 

00:16:50 XAVIER KLEINERMANN 

And a global 360 view basically of the of the remarketing industry. So that’s what. 

00:16:55 XAVIER KLEINERMANN 

It stands for yeah. 

00:16:57 Jon Toker 

So so basically listening this I’m learning from you about the re marketing perspective. 

00:17:05 Jon Toker 

Uh, I think it. 

00:17:06 Jon Toker 

Could be very beneficial for large auto groups to have at least one of their associates or employees to be part of this, because you know we got big auto groups in Greater Toronto area. They own multiple stores more than 1030. Forty right, big big. 

00:17:21 Jon Toker 

I think it would be have to some at least one of their Members who take care of auctioning cars re marketing to get educated and do this professionally through your organization. 

00:17:31 Jon Toker 

So the question is, is your organization only open to OEM’s or is it open to a group can say OK so? 

00:17:40 Jon Toker 

Jack is working for ABC Order Group. 

00:17:43 Jon Toker 

He’s taking care of our remarketing and day auction and Manheim or. 

00:17:47 Jon Toker 

Or ADESA or trade review. 

00:17:49 Jon Toker 

Name it right. 

00:17:50 Jon Toker 

We would like to get him involved with your organization and get trained on it properly and do this professionally. 

00:17:57 Jon Toker 

Is this a capability? 

00:17:58 Jon Toker 

Could they reach you out? 

00:17:59 Jon Toker 

Would you help them? 

00:18:00 Jon Toker 

To join like is that something? 

00:18:01 XAVIER KLEINERMANN 

100 percent 100%. Actually we are still. 

00:18:03 XAVIER KLEINERMANN 

In the growing. 

00:18:05 XAVIER KLEINERMANN 

Stage of the IR A here in Canada. 

00:18:07 XAVIER KLEINERMANN 

We came, you know, on we came to be a little bit later than the US. the US has had it for the last 20 years. 

00:18:16 XAVIER KLEINERMANN 

So, so this is actually the one of the next steps we want to do is to open up to dealer groups and exactly. 

00:18:24 XAVIER KLEINERMANN 

Or things like that to provide they give them value. 

00:18:26 XAVIER KLEINERMANN 

You know, I think today it’s it’s hugely important to be part of an industry organization. 

00:18:32 XAVIER KLEINERMANN 

You know you’ve got so many benefits. 

00:18:34 XAVIER KLEINERMANN 

Call it. 

00:18:34 XAVIER KLEINERMANN 

Uhm networking college education advocacy information. 

00:18:40 XAVIER KLEINERMANN 

It’s it’s it’s huge for employees for employees, for them to develop for sales, people to develop in there what they do for you know, especially in the used car. 

00:18:50 XAVIER KLEINERMANN 

Expect and also to have that go to place to find if you have questions about the industry. 

00:18:57 XAVIER KLEINERMANN 

If you want to know what the future of the industry will be. 

00:19:00 XAVIER KLEINERMANN 

If you want things like that and also to bring to raise your voice right? 

00:19:03 XAVIER KLEINERMANN 

Because it’s not the organization, it’s as good as the members are. 

00:19:08 XAVIER KLEINERMANN 

If the members take part of it and bring topics like. 

00:19:11 XAVIER KLEINERMANN 

Important topics like that on the table, so I see it as a an amazing networking opportunity. 

00:19:15 XAVIER KLEINERMANN 

And yeah, we definitely encourage dealer groups to be part of it. 

00:19:21 XAVIER KLEINERMANN 

As much as we can so we have an A website IR dot biz. 

00:19:25 XAVIER KLEINERMANN 

On that website you’ll see there is a keen load flag on the on the left side so they can always or they can reach to me all to me through LinkedIn as well, so these are the. 

00:19:34 Jon Toker 

So you’re open to help the like dealer groups if they want to come and ask you questions. 

00:19:39 Jon Toker 

Learn more about this and you’re willing to like. 

00:19:41 Jon Toker 

OK, so and and you like to be reached on LinkedIn. 

00:19:42 XAVIER KLEINERMANN 

Yeah 100%. 

00:19:45 Jon Toker 

That’s the best place to reach out. 

00:19:47 Jon Toker 

Say the first. 

00:19:48 XAVIER KLEINERMANN 

About that specifically, they can definitely go to the website and there’s a contact there. 

00:19:52 XAVIER KLEINERMANN 

And we’ll they’ll be directed to us at the end of the day, but if they want to do LinkedIn as well, they can. 

00:20:02 Jon Toker 

That’s that’s good stuff, because, uh, I don’t think uh in in in Canada there’s re marketing aspect of things, but like. 

00:20:11 Jon Toker 

In in a lot of aspects, back in the days when I first started selling cars and re marketing means called the wholesaler and said what this car worth? 

00:20:20 Jon Toker 

Right? No, it’s the remarketing. 

00:20:22 XAVIER KLEINERMANN 

You called Bob. 

00:20:24 Jon Toker 

Hey Bob, I got this car here. 

00:20:25 Jon Toker 

What do you think? 

00:20:26 Jon Toker 

It’s worth, and they’re like it works. 

00:20:28 Jon Toker 

Oh, the black book calls for 5000, but you know, the black book doesn’t write the checks for it. 

00:20:33 Jon Toker 

It only gonna work for grand. 

00:20:34 Jon Toker 

You know? 

00:20:35 Jon Toker 

But then we tell the guy but. 

00:20:36 Jon Toker 

The auction averages. 

00:20:37 Jon Toker 

Yeah, then you take. 

00:20:38 Jon Toker 

It to act like it was. 

00:20:40 Jon Toker 

It’s getting much better with these digital platforms like trade Rev and. 

00:20:44 Jon Toker 

Or or what’s the other one ibla? 

00:20:47 Jon Toker 

It’s getting much better, much professional, but I think it would be a good idea for big organizations to join organization like yours to get educated on it, because you can leave a lot of money on the table to write by making a mistake and re marketing is crucially important because. 

00:21:04 Jon Toker 

Right now, not a big problem, but when things start to go back to normal to high volume, you start turning around inventory and then trading is coming back and some cars you’re not going to be able to keep it in. 

00:21:14 Jon Toker 

You need to remarket those vehicles, not retail, buy wholesale it. 

00:21:18 Jon Toker 

Uh, you want to get as much as money you can for those units, so then that means you can give as much as money to your customers to trade those cars. 

00:21:25 Jon Toker 

Person, so then you can create that kind of ecosystem. 

00:21:28 Jon Toker 

So I think it would be a great idea to people to reach you out and learn more about and educated because you do this for an OEM level in a professionally right. 

00:21:37 Jon Toker 

Like there’s guided. 

00:21:38 Jon Toker 

There’s guidelines and standards and policies and procedures. 

00:21:42 Jon Toker 

To maximize that kind of income for on the financial services that helps out with the residual values of the company. 

00:21:48 Jon Toker 

So I think. 

00:21:49 Jon Toker 

It’s the remarketing is a very uh. 

00:21:52 Jon Toker 

It’s a crucial part of the the ecosystem of car business because. 

00:21:58 Jon Toker 

You may not necessarily retail every single car, and which is OK because sometimes it doesn’t work out for your situation. 

00:22:05 Jon Toker 

You know you need to get out of it. 

00:22:06 Jon Toker 

Still a lot of cash and how fast you can do it and how fast you can get paid on it. 

00:22:12 Jon Toker 

’cause I remember the days big older groups send cars to the auction. 

00:22:16 Speaker 1 

Is it? 

00:22:16 Jon Toker 

Schools that doesn’t sell stays there all of a sudden. 

00:22:19 Jon Toker 

Three months later, they realize that they’ve been paying for parking spots for those cars because. 

00:22:24 Jon Toker 

They don’t get a minimum reserve. 

00:22:26 Jon Toker 

They put it in there, right? 

00:22:27 Jon Toker 

So like. 

00:22:28 Jon Toker 

I think your. 

00:22:29 Jon Toker 

Organization probably trains people on that like have to monitor that have to be efficient on it. 

00:22:33 Jon Toker 

So good stuff man. 

00:22:34 Speaker 1 

Of course. 

00:22:35 Jon Toker 

That’s really good. 

00:22:36 Jon Toker 

You know it’s another aspect. 

00:22:36 XAVIER KLEINERMANN 

Of course. 

00:22:38 XAVIER KLEINERMANN 

You bring, you bring up a great point on and that’s about you know what you were saying and also there. 

00:22:44 XAVIER KLEINERMANN 

Also, I think with over the last couple years we’ve seen different new actors coming up in the used car business. 

00:22:49 XAVIER KLEINERMANN 

You know, felt like Caravana, Canada drives, etc. 

00:22:52 XAVIER KLEINERMANN 

All these big online. 

00:22:54 XAVIER KLEINERMANN 

Ah, sales platforms that are open to public where public can just go and and these guys are also competitors too. 

00:23:01 XAVIER KLEINERMANN 

To uh, or dealerships and to use car dealerships as well so. 

00:23:07 XAVIER KLEINERMANN 

That you’ve got this. 

00:23:08 XAVIER KLEINERMANN 

You’ve got. 

00:23:08 XAVIER KLEINERMANN 

The second thing is, consumers are also more aware of have more access to information and education, so whenever they step into your dealership, they’ll be much more educated, and they’ll probably have a pretty good idea of what their their car is worth. 

00:23:25 XAVIER KLEINERMANN 

So I think it’s very important to for dealers to in that sense to adapt to that, and being able to give their customers, like you know. 

00:23:35 XAVIER KLEINERMANN 

The price price, like customers cars, are very accurately to. 

00:23:39 Jon Toker 

Yeah, the trading values right? 

00:23:40 XAVIER KLEINERMANN 

Not include any. 

00:23:40 XAVIER KLEINERMANN 

Money on the table? 

00:23:41 XAVIER KLEINERMANN 

Yeah yeah, exactly. 

00:23:43 XAVIER KLEINERMANN 

So yeah, there’s so many. 

00:23:45 XAVIER KLEINERMANN 

New challenges that we are seeing that we are facing. 

00:23:47 XAVIER KLEINERMANN 

I think that you have to take into consideration to maximize you know. 

00:23:51 XAVIER KLEINERMANN 

Yourself as well. 

00:23:54 Jon Toker 

So, since you’re saying that what do you think is the biggest challenge in the business right now? 

00:24:00 Jon Toker 

Overall, you would pick one item in. 

00:24:04 XAVIER KLEINERMANN 

Pick one item you know that it’s you have so many challenges right now. 

00:24:11 XAVIER KLEINERMANN 

They can choose, you know, but. 

00:24:14 XAVIER KLEINERMANN 

No, no, I think it’s definitely the electrification the transition to electrification that was already the case before the pandemic I. 

00:24:23 XAVIER KLEINERMANN 

I think that would be one of the main challenges with so many big unknowns. 

00:24:28 XAVIER KLEINERMANN 

Yeah, I would. 

00:24:29 XAVIER KLEINERMANN 

I think I would put that as first. 

00:24:31 XAVIER KLEINERMANN 

You know, in remarketing for example, if I applied to remarketing. 

00:24:36 XAVIER KLEINERMANN 

We don’t really know how don’t have a lot of information yet on how the residual price of the electric cars you know it’s we don’t have. 

00:24:45 XAVIER KLEINERMANN 

We don’t know the battery percentage the the battery life percentage will be after, say 10 years. 

00:24:52 XAVIER KLEINERMANN 

Eight years. 

00:24:53 XAVIER KLEINERMANN 

You know how you also the the. 

00:24:58 XAVIER KLEINERMANN 

The article at the bottom. 

00:25:01 XAVIER KLEINERMANN 

The base is, you know, to to. 

00:25:03 XAVIER KLEINERMANN 

I don’t, I don’t have. 

00:25:03 XAVIER KLEINERMANN 

The word right. 

00:25:04 XAVIER KLEINERMANN 

Now, with the places to charge your battery. 

00:25:05 XAVIER KLEINERMANN 

For example, your your car batteries? 

00:25:08 XAVIER KLEINERMANN 

You know people have them at home, but it’s not developed yet as much as as the charging station. 

00:25:14 Jon Toker 

The charging stations. 

00:25:17 XAVIER KLEINERMANN 

Yeah, there is another term I had, but yeah. 

00:25:18 XAVIER KLEINERMANN 

Whatever, so you know, there’s so many. 

00:25:21 XAVIER KLEINERMANN 

Unknown still for that, so I think that is driving a lot of the current challenges that we are facing. 

00:25:29 XAVIER KLEINERMANN 

In a sense, maybe you know it’s the fact. 

00:25:31 XAVIER KLEINERMANN 

Having a little inventory a good thing for that because it can maybe help people to get into use electric cars, it can, it, you know. 

00:25:40 XAVIER KLEINERMANN 

Let’s we could. 

00:25:41 XAVIER KLEINERMANN 

Go on and on about that topic. 

00:25:44 Jon Toker 

Well, there’s a lot of challenges, definitely, uh, so the last question I’d like to ask you is what would you suggest car dealerships to overcome used car shortage because any dealer right now I talked to, they’re complaining about the new car situation and we say. 

00:26:04 Jon Toker 

Use cars then they say where we going to get to use cars from. 

00:26:08 Speaker 1 

So who would you suggest? 

00:26:09 

Well, John. 

00:26:11 XAVIER KLEINERMANN 

If I knew the answer to that question, I’d be a probably a billionaire now. 

00:26:16 XAVIER KLEINERMANN 

But but no. 

00:26:18 XAVIER KLEINERMANN 

It’s a, it’s an amazing question, yeah? 

00:26:22 XAVIER KLEINERMANN 

Yeah, or dealers we’ve seen or the alerts have. 

00:26:25 XAVIER KLEINERMANN 

Been tremendous, really incredible at adapting to the challenges of the pandemic. 

00:26:31 XAVIER KLEINERMANN 

From from day one and and we’ve seen them, you know, last week you had on your on on on your on your show you had. 

00:26:41 XAVIER KLEINERMANN 

Or friends there from bravery, yes no no. 

00:26:44 XAVIER KLEINERMANN 

From Honda on your show and he had like this amazing system. 

00:26:48 XAVIER KLEINERMANN 

You know about, you know, delivering the car to the. 

00:26:50 XAVIER KLEINERMANN 

Customer in a in a in. 

00:26:52 XAVIER KLEINERMANN 

A truck and trailer which many others. 

00:26:54 Jon Toker 

Well, that’s that’s that’s Midland. 

00:26:55 Jon Toker 

Honda Richard Davies. 

00:26:56 XAVIER KLEINERMANN 

Also, which I OK yeah OK so so and I think that came from you know they switched towards digitalization and you know. 

00:27:07 XAVIER KLEINERMANN 

Buying card, uh at at one touch of a of the one click of the mouse. 

00:27:12 XAVIER KLEINERMANN 

So that’s one answer, but that doesn’t answer the question. 

00:27:16 XAVIER KLEINERMANN 

I think you know there’s dealers have been able to purchase cars from customers to do trade ends and attract people to their dealership to do those. 

00:27:28 XAVIER KLEINERMANN 

Trade ends and find new strategies and there to be able to attract the most car possibles because the traditional ways of acquiring new starts were maybe not us with us. 

00:27:42 XAVIER KLEINERMANN 

Filled with with opportunities and new cars, used cars to buy, so I think that’s one great thing they’ve been doing is they’ve been like being very innovative to attract the customers. 

00:27:54 XAVIER KLEINERMANN 

I think it’s at the end of the day. 

00:27:56 XAVIER KLEINERMANN 

It’s all about that being. 

00:27:57 XAVIER KLEINERMANN 

Always open to innovation. 

00:27:59 XAVIER KLEINERMANN 

It’s also about. 

00:28:00 XAVIER KLEINERMANN 

Maybe changing the atmosphere, the changing the relationship with your customers, having a more personalized relationship. 

00:28:09 XAVIER KLEINERMANN 

You also want to become. 

00:28:12 XAVIER KLEINERMANN 

The obvious the obvious Sal, the obvious dealer that your customer will think about when it’s time to sell their cars. 

00:28:20 XAVIER KLEINERMANN 

So that means that you have to create some kind of authority of legitimacy in in their mind as well. 

00:28:26 XAVIER KLEINERMANN 

That means that that means that they need to have respect for you. 

00:28:29 XAVIER KLEINERMANN 

That means that they need to see you, maybe in. 

00:28:31 XAVIER KLEINERMANN 

Doing genuine things, it was an amazing chat we had with a couple dealers a couple weeks ago on on clubhouse and was exactly about that. 

00:28:43 XAVIER KLEINERMANN 

It was about. 

00:28:45 XAVIER KLEINERMANN 

Quit doing philanthropy, doing things like that. 

00:28:48 XAVIER KLEINERMANN 

That will mark customers mind so that you know in the future they’ll come to you because you’re part of the community. 

00:28:55 XAVIER KLEINERMANN 

You’re an actor in the community community, and they’ll they’ll want to give you their used car and maybe buy a new one from you or something like that. 

00:29:06 XAVIER KLEINERMANN 

So philanthropy I think it’s a big thing. 

00:29:09 XAVIER KLEINERMANN 

Doing finding innovative innovation, being curious to it’s to innovation. 

00:29:14 XAVIER KLEINERMANN 

Maybe the systems that are in place right now can be innovative, can be changed. 

00:29:19 XAVIER KLEINERMANN 

Think about the metaverse. 

00:29:20 XAVIER KLEINERMANN 

Things like that these are to attract customers to you. 

00:29:24 XAVIER KLEINERMANN 

Know go and pick their curiosity. 

00:29:26 XAVIER KLEINERMANN 

I would say that. 

00:29:28 XAVIER KLEINERMANN 

At least these two. 

00:29:31 XAVIER KLEINERMANN 

And then you know, obviously, you know, online auctions are always the best place to go to. 

00:29:35 Jon Toker 

So right here. 

00:29:35 XAVIER KLEINERMANN 

Find used cars. 

00:29:37 Jon Toker 

So when you re marketing cars right now? 

00:29:39 Jon Toker 

Like do you see the most of the business is done through these digital auctions such as like Edial Ernie Block, sorry E Block and trade ref type of stuff is more popular do you think? 

00:29:52 Speaker 1 

Yeah well yeah. 

00:29:52 Jon Toker 

Funny put it this way, do you do? 

00:29:54 Jon Toker 

You think they’re going to surpass the physical auctions in near future? 

00:29:57 Jon Toker 

Or do you think the physical auctions will still be there for a long time? 

00:30:00 Jon Toker 

Well, what’s your personal opinion on that? 

00:30:02 XAVIER KLEINERMANN 

That’s a good question. 

00:30:03 XAVIER KLEINERMANN 

I think for for us for Honda we already were selling most of our units through digital auction before the pandemic, so so that was a big thing. 

00:30:14 XAVIER KLEINERMANN 

I think physical actions will still have a meaning people at the end of the day need to feel they need to smell. 

00:30:22 XAVIER KLEINERMANN 

They need to. 

00:30:23 XAVIER KLEINERMANN 

See they need to touch. You know I, I think that cannot go away. I think I’m 100% confident digital auctions will become more and more digitalized and with incredible new tools and and features. 

00:30:39 XAVIER KLEINERMANN 

I think digital auctions will stay maybe for different kind of vehicles. 

00:30:43 XAVIER KLEINERMANN 

Uh, for you know, locally. 

00:30:46 XAVIER KLEINERMANN 

But yeah, I I see it. 

00:30:47 XAVIER KLEINERMANN 

I see the big answer will be in digital actions. 

00:30:51 Jon Toker 

Do you know what? 

00:30:52 Jon Toker 

Well personally why I like the digital auctions? 

00:30:55 Jon Toker 

More because it’s more environmentally friendly, so a typical auction so the car lands on your lot. 

00:31:03 Jon Toker 

You send it to a distance from your dealership, let’s say another 40 fifty 6000 kilometres away. Because physical auctions you can have those in every corner. 

00:31:11 Jon Toker 

You need the big space. 

00:31:13 Jon Toker 

So let’s say for example, we take an example of North Bay dealership. They want to send the car to the auction, where is the closest auction to 300 kilometres away, right? 

00:31:23 Jon Toker 

That car goes to 300 clammers away. Then it gets sold. Let’s say go back to Montreal or something like that. 

00:31:28 Jon Toker 

So there’s a lot of carbon footprint. 

00:31:30 Jon Toker 

I think digital auctions are good because the car at the physical location, the. 

00:31:34 Jon Toker 

What do I call the first point of acquire? 

00:31:36 Jon Toker 

Like when you first acquire the vehicle, it’s there. 

00:31:40 Jon Toker 

Then you can do a digital auction. 

00:31:41 Jon Toker 

Sell that car. 

00:31:42 Jon Toker 

So then the next step that car goes to where it’s going to get resold again. 

00:31:46 Jon Toker 

So we save that extra trip to the physical auctions. 

00:31:49 Jon Toker 

In terms of carbon footprint, because then you burn less fossil fuels, right? 

00:31:54 XAVIER KLEINERMANN 

100 percent 100%. It’s an amazing point that you’re bringing up. Also, I think it’s a lot of money that you’re saving in transportation fees. 

00:32:01 XAVIER KLEINERMANN 

You know, so why would you send a card to do physical auction when you can solve from your lot? 

00:32:08 XAVIER KLEINERMANN 

Online and just send the pictures and with proper pictures. 

00:32:11 XAVIER KLEINERMANN 

I think that’s another very important aspect to have quality pictures and consistent pictures on your website. 

00:32:18 Jon Toker 

Yeah, you you got you. 

00:32:20 Jon Toker 

Gotta you gotta look into the green aspect of your business because carbon footprint? 

00:32:24 Jon Toker 

It has. 

00:32:25 Jon Toker 

Uh, very bad effect on the health and and all that stuff. 

00:32:29 Jon Toker 

And with the technology that we have we we should be able to avoid that because. 

00:32:34 Jon Toker 

I like physical auctions and if that’s the case, like for instance government auctions right? 

00:32:40 Jon Toker 

It may not work for them. 

00:32:42 Jon Toker 

They send a physical run it. 

00:32:44 Jon Toker 

Makes sense, but an average dealership really should consider using digital channels because even the physical location. 

00:32:52 Jon Toker 

Actions have capability of doing the digital stuff anyways, right? 

00:32:56 Speaker 1 

Product form 

00:32:56 Jon Toker 

Like I remember even before these digital tools, you could always put the car on like dealer Ave dealer block, right? 

00:33:03 Jon Toker 

Those were like the still digital but old version of it. 

00:33:07 Jon Toker 

Not as easy as the those ones that you use your cell phone to snap. 

00:33:11 Jon Toker 

It was a little bit more cumbersome, but. 

00:33:13 Jon Toker 

Capabilities there, but I think. 

00:33:15 Jon Toker 

Uh, I don’t know what would you guys stay like stance on it as an organization but I think uh, environment should be an important factor remarketing these vehicles to minimize the. 

00:33:27 Jon Toker 

The transportation between locations. 

00:33:30 Jon Toker 

Then it lends into the actual location to get sold and then this could make a significant impact on the environment to solved, but. 

00:33:36 XAVIER KLEINERMANN 

100 percent, 100% and it’s right there. The at the tip of your finger, right? You can. It’s easy to do. 

00:33:42 XAVIER KLEINERMANN 

It doesn’t take it even you save money like I just said, so why wouldn’t you follow that route? 

00:33:49 Jon Toker 

That’s good, man, uh, I appreciate your time. 

00:33:52 Jon Toker 

I know you you gave us this time in your busy schedule. 

00:33:55 Jon Toker 

I I don’t want to take more of your time today. 

00:33:58 Jon Toker 

Is there anything else that you want to add to wrap this up? 

00:34:01 Jon Toker 

Any comments, suggestions, anything you want to share about anything? 

00:34:06 Jon Toker 

Pretty much before we wrap this up. 

00:34:08 XAVIER KLEINERMANN 

Hey John, well that’s pretty much it for me, but thank you very much for having me on the show. 

00:34:14 XAVIER KLEINERMANN 

Maybe one thing we have one meeting with for our next meeting. I think it’s on March 26th with the IR a Canada for 1st Q1 update. 

00:34:25 XAVIER KLEINERMANN 

So obviously it’s open to all our Members, and if some people are curious about the organization, well, they can always reach out to us through the website to to know more about it. 

00:34:36 XAVIER KLEINERMANN 

And that’s on a I believe. March Monday, March 26th, but the information is on our website, so we’d be glad to welcome there and welcome them for. 

00:34:46 XAVIER KLEINERMANN 

To be introduced to the IR. 

00:34:48 Jon Toker 

What’s the? 

00:34:49 Jon Toker 

What’s the format of that meeting? 

00:34:52 Speaker 1 

So it’s. 

00:34:52 Jon Toker 

Is it going to be virtual or physical? 

00:34:54 XAVIER KLEINERMANN 

Yes, so it’s still virtual as a city, the situational and Ontario is here doesn’t allow us to run physical events yet, so it will be a two hour 2 1/2 hour meeting virtual with a chance to interact with the chance to talk to other people, et cetera. So we encourage. 

00:35:14 XAVIER KLEINERMANN 

Everyone to take part. 

00:35:15 Jon Toker 

For March 26th. 

00:35:17 XAVIER KLEINERMANN 

That’s right, yeah, we actually have a guest speaker. 

00:35:20 XAVIER KLEINERMANN 

His name is Selma angler. 

00:35:21 XAVIER KLEINERMANN 

He’s a startup, are in the automotive industry. 

00:35:24 XAVIER KLEINERMANN 

Amazing guy. 

00:35:26 XAVIER KLEINERMANN 

He has a MBA for you from UFT and and he’s going to talk about innovation and re marketing. 

00:35:33 Jon Toker 

That’s good, I suggest all the OEM’s and probably pretty much pretty much all the OEM’s are member of. I and I like your organization anyways, but like other groups could be an interesting. 

00:35:34 Speaker 1 

Right? 

00:35:45 Jon Toker 

Uh, you know opportunity for them to educate their staff to make this more professionally to maximize their income, and you know and reduce the social impact in terms of environment and all that stuff to. 

00:35:56 Jon Toker 

Perfect, well, I’ll thank everybody today. 

00:35:59 Jon Toker 

Tune in today. 

00:36:01 Jon Toker 

Whether you’re watching it or listening to it, this. 

00:36:05 Jon Toker 

I’ve, but I will put this up on your favorite podcast place so you can listen to it. 

00:36:11 Jon Toker 

Or if you want to look if you miss this opportunity, you just joined in, you want to know what we were talking before. 

00:36:17 Jon Toker 

Uh, you can watch. 

00:36:19 Jon Toker 

You can watch this again. 

00:36:21 Jon Toker 

Record it on YouTube and if you have any questions, feel free to reach Xaviar is more than happy to help you and I wish everybody a wonderful day and I’ll see you guys next Wednesday with my special guest. 

00:36:36 XAVIER KLEINERMANN 

Thank you,  Jon thanks everyone. 

00:36:36 Jon Toker 

You everybody Dave here have. 

00:36:39 Jon Toker 

A good day. 

00:36:39 XAVIER KLEINERMANN 

Bye thank you Jon you too bye.