Podcast Ep. 73 – Taking the SmartPath

Larry Olsen October 26, 2021


Putting care back into the lives of those he touches, John Beaumont is the real deal. Welcome to Mindset Playbook’s new series The Great Automotive Experience, which occurs when the buying experience meets or exceeds the thrill of owning a new vehicle. John Beaumont has twenty-two years and counting with Toyota and Lexus, he is currently Senior Manager for Dealer Engagement, Toyota Motor North America, working with their dealer partners to maximize sales, customer and associate satisfaction, and retention. Most recently John has begun working with their SmartPath team helping to provide a comprehensive digital retail platform for their dealers, and bring a best-in-class buying experience to their customers.


Larry Olsen I want to welcome everybody to Mindset Playbooks new series, The Great Automotive Experience. We’re going to talk to leaders in the industry on what goes on within their organization to actually create that customer buying experience. And now today’s guest has 22 years and counting with Toyota and is currently Senior Manager for Dealer Engagement of Toyota North America, working with his dealer partners to maximize sales, customer and associate satisfaction and retention, key areas in the success of any organization. Most recently, John has begun working with their SmartPath team, helping to provide a comprehensive digital retail platform for their dealers and bring a best in class buying experience to their customers. John also has three daughters, a wife of 13 years, and really enjoys golfing, political intrigue and cheering on his Chicago sports teams, as well as the Indiana Hoosiers where he graduated. A proud graduate of Indiana University, I want to welcome John Beaumont to our new series, The Great Automotive Experience. I met John a few years back while I was working with Toyota, and we have remained friends since. John is all about bringing out the best in others, and I felt he would be a first, a great guest. John is all about bringing out the best in others, and I felt he would be a great first guest on our new show. Welcome, John.


John Beaumont [00:04:07] Hey Larry, it’s great to see you. Yeah, I think we’ve been working together almost a better part of 10 12 years, something like that. It’s just great to see you excited to be here.


Larry Olsen [00:04:17] Well, and I’m so thankful for you being a guest today. Hey, John, what changes in impact have you seen in the industry with the pandemic, the chip shortages, and the larger online shopping experience that customers now have, rather than having to go into the dealership? So please share with us how Toyota is dealing with these issues and when you get a chance what the SmartPath is all about.


John Beaumont [00:04:44] Oh, absolutely great. Great first question. So, I think you’ll find that any online retailer. COVID and the pandemic has accelerated their need for a great retail digital platform. You know, companies like Amazon had it already figured out. However, the auto industry, we were progressing. However, the pandemic really accelerated the need for that online buying experience and not just any old online buying experience, I mean. You know, it’s one thing to say, hey, we’re going to order food online or we’re going to order a package online, you know? You know, the price, you know what you’re going to get right. With the automotive experience. It’s quite a bit more complex, right? So, figuring out how to pay attract a consumer to start that process to go online, but then actually work through, you know, picking out a car, working out the transaction, figuring out the payment options that’s, those are items that we’re not very well addressed prior to the pandemic. So, a lot of us were scrambling to figure out how to do that. How do you actually do that a to z process for the consumer to buy a car online? And honestly, although it’s been accelerated, it hasn’t been perfected. And honestly, you can only go so far in the current retail buying experience for an automobile. What SmartPath is doing is creating a much more comprehensive. This is Toyota’s first kind of proprietary software as a solution mechanism for buying cars online where you can go everywhere from, pick your vehicle out, all the way to your payment options to deliver in that car and everything in between. And it’s evolving. We have steps to go, but we have a really, really nice platform out there that our dealers are engaging with. And when it’s done, is it’s provided a lot more control to the consumer as well as transparency, the consumer where if you think about what an online buying experience for our car was even two or three years ago was, I’m going to send a lead to a consult to a dealership. I’m going to start interacting with that dealership. We may agree on a price and a car, but anything else to lead up to the delivery and figuring out the financing that was all done in the dealership, you had to physically go into the store to make that happen. We are, we have progressed and, like you said, evolved and accelerated that process immensely in the last two years, where now we can see light at the end of the tunnel where a consumer may not even have to come into a dealership anymore.


Larry Olsen [00:07:43] Now, now your best partners in this in this whole journey have always been your dealer partners. Correct? (John Beaumont: Correct). As a manufacturer, you’re the provider of the vehicle for those dealers outside of the used cars that they get. Correct?


John Beaumont [00:07:58] No doubt. We could not be successful in this venture without our dealers.


Larry Olsen [00:08:06] And so, yes, and having been a former general manager myself as an auto dealership, there is quite an expense in and owning one of those, from the property to the building to everything else. And then the thought that people aren’t going to have to come in here anymore with all my associates and all of the investment that I’ve made. How are you dealing with any pushback that you might be getting? And I don’t mean, you know that any dealer is mean spirited because that’s not it at all. They’re trying to protect their investment. How did how do you as a manufacturer deal with any of that? Is it an educational process for the dealer or how do you really find what works best in making that transition occur?


John Beaumont [00:08:54] Yeah, that’s a great question. So, the traditional dealer body model is something we believe in a lot at Detroit. We could not be as successful we are as a company without our dealer partners. They are the ones that interacting with our consumers. They truly understand the business, they understand their particular markets. So of course, there’s been a little bit of pushback from the dealers saying, well, hey, you’re taking us out of the process, or you’re taking my team out of the process. And there’s concern about, you know, what is the need for a Sales consultant at the dealership anymore if you guys are going to take them out of the process? What SmartPath is done, though, is actually empower the Sales Consultants more than you could ever imagine. So now they are helping not only the consumer pick out the right vehicle for themselves, they’re also helping them talk about finance options. These are all things that the Sales Consultants didn’t necessarily do on a day-to-day basis. What we’ve done is we’ve actually empowered them to be more involved with it and created more transparency. So now you have the consumer interacting with the Sales Consultant, interacting with the Sales Manager, and having that dialog where there wasn’t actually there was a kind of a gap between that in the past where the consumer didn’t necessarily know who they were talking to and who were the decision maker was, right? (Larry Olsen: yeah, absolutely) So, the dealership is going to be more of a hub for people to come in and maybe learn about the product more. So, they bought a product, but you know, maybe they need education on the technology, they need an education on hey, tell me about this needs to be serviced or what is the maintenance schedule? So, it’s actually created a lot better dialog, I think, between the consumer and the dealership. And then keep in mind to the dealership will also have service and parts and all the great revenue generation on that side of it, where they can also build a great bit of customer satisfaction and retention too. And SmartPath is now going down the path of now, it’s not just a new car buying experience, it’s a, ownership experience because while you own that car, you’re going to have to service it and you’re going to have to maintain it. And that brings you back in the dealership, too. And then after that, in turn, means more retention for the dealership as well.


Larry Olsen [00:11:38] You know that it’s interesting to have been involved in the business long enough to recognize, in the old days you tried to keep your salesmen basically stupid, was the term that was used. Because when someone green came in who hadn’t sold cars before, they’d have a tremendous first couple months. And when you got into the psychology of it, you realize why did they do so well, because they didn’t know anything. They didn’t know about financing. They didn’t know about margins. They didn’t know about any of the conversations that they would have with the desk. And so, the old adage was, keep them stupid, and it wasn’t meant to do anything of not revealing information to them. But sometimes the more information you have, the less likely you are to spend time listening to the customer and finding exactly what their needs are because you’re waiting for an opportunity to sell the customer. And when the customer feels that you don’t have a great buying experience, you have a manipulation. And I think that’s kind of the worst offense that any of us can experience whenever we’re buying anything.  And then when they started to go, I remember doing a program years ago and, with the ‘vision building’ if can you remember those? I asked everybody, “make sure you don’t share any information. Everything stays in this room, because we’re going to come up with creative thoughts and we’re going to be talking about things that we may not be in any danger of implementing. And one of the things that came up, was one price was that, you know, customer would come in and they wouldn’t have to barter on the on amount of the price of the car. Well, this was so many years ago. One of the salesmen that was in the vision building at the break went to his phone, called the dealership, and told the salesman that there was going to be one price. Its three people quit that afternoon and so I want, those listeners, it may not be aware of the evolution of what it means to make a customer experience fantastic to the point where they want to tell their friends and neighbors. It really requires getting down in this, John and I wanted you to touch a little bit with us on, is that experience that connection, that face to face that, is this person really caring about me? Or am I a means to an end? And in the work that you’ve done through the years because I know you’re involved and have been involved in everything from the sales side of it to the human relations side of it? Where do you see that going now with the dealers being able to open their arms to that? And what kind of results have you seen as far as the customer who actually gets to be involved in an experience where they have more control?


John Beaumont [00:14:45] Right. So, I get frustrated because when you watch TV and particularly football, I won’t mention any names of these auto retailers, but they take pot shots at the traditional dealer model about how things used to be. And I say, used to be. They say, they make it seem like it’s going on now. But I will say that the traditional dealer model is about immensely important over the last 20 years. You know, we talk about process and improving the process. Well, we certainly always continue talking about improving the process, but we have to talk about the tools that we now are providing people to be more involved in the process and create that awesome experience. So, it’s very subjective to say that hey, that was the best sales experience I ever had, right? I like to tell people, I want you to have your favorite car buying experience, ever, because nobody can debate you on that, nobody can say, Hey Larry, that wasn’t your favorite. I mean, who’s to say that we, you know? So, if somebody goes in and says, hey, I did SmartPath and let me tell you what SmartPath is. SmartPath allowed me to, no pressure, pick the right car that was for me. Explore my payment options. Think about that.  You know, the old school way was from the four square, right? Everybody’s familiar with the four square, the auto industry. Here’s your payment options. Here’s your lease options. Here’s your APR options. Oh, that doesn’t work for you. Well, let me move these numbers around. And okay, now this is your new payment you know, so everybody saw that. Well, with SmartPath, it allows the consumer to then change its own payment options. So, if you’re trying to get within a payment, you can go into SmartPath and say, well, let me adjust the down payment, let me look at a rate on a finance deal. Let me look at a lease special that we have. Oh, let me apply some, you know maybe there’s a military rebate. It allows you to take all those different factors as a consumer. Adjust it the way that best suits your need. Deal that the dealer and the dealer saying, Yeah, that looks good. I can agree to that deal. So what? What is done is, it’s cut down on transaction time, (Larry Olsen: okay) which is obviously, you know, time is the most important, you thought me, time is the most important thing you can give to a person, right? To give back hours of somebody’s time because they’ve been able to essentially negotiate their own deal at terms that are acceptable to them that they created versus a dealer pushing the deal to them and say, “hey, do you agree to these terms?” (Larry Olsen: Yeah) That transparency is creating a favorite car buying experience for people.


Larry Olsen [00:17:57] Ok, we have a new term here now, buddy. Yeah, I like it.


John Beaumont [00:17:58] Everything that was frustrating to the consumer in the past. We are addressing and helping them. Like I said, “I understand the terms of the deal. I understand why the terms of the deal are the way are because I was part of the negotiating experience and looking at the numbers as I adjusted it.” You gave me back time. I’m not going, I’m not sitting in a dealership and a salesperson is running back and forth to a desk, right? I’m not sitting at home doing emails back and forth with a, invisible person behind a computer screen, right? I’m literally sitting there chatting with somebody saying, Hey, how about this? How about that? And we’re finding that, the number of first-time negotiations, “yep, that looks good to me” is skyrocketing because.


Larry Olsen [00:18:53] Isn’t that something? How much do you think the fact that the customer trust that process has to do with these numbers skyrocketing because they have control?


John Beaumont [00:19:06] Yeah, I kind of look at it as. When you look at a calculator, you put the numbers in and you see that the numbers change and they change proportionately to the things you did, I did a larger down payment, of course, then my payment drops. OK, that makes sense, right? (Larry Olsen: Yeah) The ability to see that those numbers are changing based on the terms that they put in is peace of mind. You know, it’s not the shell game of how come this number change? But what did you do to make this number change? Larry Olsen: yes) Am I more out of pocket? Did you raise the price? Did you lower the price? You know, it just seems that, the numbers you put in directly impact the numbers that come out and that means a lot to people.


Larry Olsen [00:19:59] Absolutely. Let me ask you this, one of the elements of this show is, to get kind of behind the scenes, because all we as a consumer get to see is the flashy car and the beautiful showroom or the nice website or the ability to transact and be in control, because I get to put the numbers in. I understand if I don’t get the greatest interest because I also know what my credit score is. So, you guys just didn’t talk among yourselves and say, “what kind of problems are customers having that we can overcome with this SmartPath?” What kind of research was done? I think it’d be very fascinating to know that this probably didn’t get created overnight.


John Beaumont [00:20:46] Oh no, this is a five-year-plus project.


Larry Olsen [00:20:51] Really?


John Beaumont [00:20:52] That involved not only our internal Toyota people. It’s been hours and hours of, and days of feedback from pilot dealers that we had initial pilot stores. We had to get a lot of different backend vendors to help us, you know, CRM providers, DMs providers, service schedulers, you know, working with Toyota Financial Services, our financial arm, Lexus has its own form of SmartPath called Monogram. So, it’s been a huge collaboration with our retail partners, with our vendors, with other big information providers. So, that’s the other thing about this too I. we now have a ton of consumer information that we can then digest. The dealers can digest to then create a great program for the consumer. So, it wasn’t let’s try this out and see how this interaction works. It’s had, the data is saying this. The data is saying, “hey, when a consumer clicks on this from a consumer looks at this information, their propensity is to then look at it, x y to z”. So, it’s a, if there’s artificial intelligence involved, there are many people smarter than me on the back end making sure this all comes so it’s going to evolve. You know, (Larry Olsen: how long has it been in play?) So, we’ve been in play, we started enrolling dealers in the spring of 2020, but prior to that we had pilot dealers in markets around the country, where we tried different aspects of SmartPath, and we fine-tuned and tweaked. And then those, you know, those different modules for lack of a better word. And then come into play to form what is now SmartPath, and we’ll be adding more services to this in the future. Used vehicles we have that, but not just to used vehicles for certified used vehicles, all used vehicles. We’re going to have aftermarket protection products. We’re going to have service. It’s just continual growth, where we look to look at it as the shot by own model, you know which is to get it on a constant perpetual loop. We want to be a part of all three of those processes. So, shopping for the car, going through the buying process and then owning that car and that’s your service. And then with the hopes of retaining them in the Toyota family and within those dealers do.


Larry Olsen [00:23:51] Beautiful, beautiful. I. You know, I think that from the customer’s perspective. Your transparency concept is outstanding, and there’s always been a fear in the automotive industry or any business to get too involved and talk too much to the customer about profits. Because they didn’t want profits to be misconstrued with, you’re manipulating me. The only reason you’re doing this is to make more money. Those are really bitter people that have, had a bad experience that or have heard someone who had, that developed that mindset. And what I hear you folks doing is, like you said, it’s not a shell game. I mean, you are in control of this. And of course, we have to have a margin of profitability, or we can’t offer any of this for you. And I think we’ve got such an intelligent audience now. And what I mean by that is so much information, much more educated, don’t like games played, and it’s just such a refreshing thing to hear what Toyota is doing. And I’m sure there are several other organizations that are involved in it as well, or they’re becoming obsolete overnight. But my biggest question too, was what type of attitudes you think you had to overcome with the salespeople in the dealership, with the management in the dealership, with the dealers in the dealership now, the dealers probably had a little more inside information that dealer meetings and all of that. But what were some of the biggest attitudes that you felt you needed to have people have a great enough understanding that they were able to change their attitude from resistance to embracing these new programs. Right?


John Beaumont [00:25:59] But, you know, when you talk to dealership associates, of course, this is their livelihood. They say they know, and they need to make money to pay their bills and feed their families. So, I think that’s a number one obstacle you get is, wait, am I? Am I going to make less money? (Larry Olsen: sure) You know, you’re taking me out of the process. But what we’re finding is and you know, absolutely we have a couple of years now of data of using a SmartPath. We can track a SmartPath deal versus a non-SmartPath deal. We can look at, you know, profitability of those deals versus, you know, not SmartPath deals. And we’re finding that trans, actually, they actually transacted a little higher price. So, it’s not as if because of the transparency increases. Profitability decreases in actuality, and we’re finding that it’s the opposite where because consumers are controlling the deal, they believe the deal is fair. They’re accepting the first pencil and we’re finding that the margins made on those deals are actually higher than a non SmartPath deal.


Larry Olsen [00:27:21] Yeah. Yeah. Well, you know if you think about it, there’s averages in everything. And you know, you got one customer that I know the term used to go. I hit it over the fence with that customer and we in my business, we get people to change their dialog and how they talk about behind the scenes, about what’s going on with their transaction and the customer because they recognize a customer’s writing, the paychecks of everyone involved. And so, I’m just so excited to hear about this because it just it frees and breaks down all of that. But the challenge was, is that you’d get this one customer that, you know, basically just trusted everything they were told, and the dealer made a whole lot of money on the deal. And you get another one that comes in at the end of the month and they’re trying to get rid of the car and just gets basically the car cost. Well, what happens when these two customers talk to each other? (John Beaumont: Sure). And one spends $5000 more on the same car. This is such a blessing that what you folks are doing with SmartPath is you’re basically cutting all of that out. So, it’s a fair opportunity for each customer as opposed to which customer is the best negotiator or what salesman was the best negotiator or which manager was a best counselor. So, is that what you’re talking about with the fact that there is actually better profitability offered to doing a better job with the customer?


John Beaumont [00:28:51] Yeah, I think I think the dealers, not the excuse me, the consumer is they have a great experience. That trust factor goes up, that they’re not being taken advantage of, and they’re not overpaid. No doubt. I think people will pay for a better experience. (Larry Olsen: Absolutely.) One of the tendencies of a SmartPath is, you know, if you think about the old way that a lead was sent via email to a dealership, whether via their website or so forth. The issue would be, though, somebody would negotiate a price on, you know, via email and then they’d walk into the dealership and they feel like they’re starting the process all over again. You know (Larry Olsen: yeah) where it’s like, Wait, wait, wait,


Larry Olsen [00:29:38] Didn’t I already fill all this out, right?


John Beaumont [00:29:40] Yeah. I went through the email to the BBC manager, the sales manager, and we agreed on this price.


Larry Olsen [00:29:48] But you know, little did the customer know that a lot of organizations hadn’t accepted the whole process yet, or they hadn’t educated their sales force to what the people on handling the digital clients were going. And are we splitting them and who? You know? I mean, there was a lot of things behind the scenes that needed to be cleared up for that to work seamlessly. Wouldn’t you agree?


John Beaumont [00:30:10] Right? Well, it was a smart path. You now have a record, you know, you’ve created a profile, you know the car, you know the prices that were submitted to the dealership, and they agreed to it. I walk into this store, and you go, hey, here you are in our system. Yeah, that’s a good deal. We’re going to, you know, let’s move along to get you through the paperwork and the delivery and so on and so forth. So, you have, you have that record of everything that was talked about and agreed upon. And we actually have a nice way to, you know, we have the online version of SmartPath where you can go, you can work through it, you know, sitting on your couch. But if you choose to go into a dealership, you can continue that process, you know, through the SmartPath mobile app, where you can continue that in the dealership or if you just walk into a dealership, you can still use SmartPath in the dealership and kind of go through that process physically sitting in the store. So, it’s that ease, is that transparency. It’s that systematic way through the process that makes it so much easier for people that, oh man, I walk to the store and I’m back-to-back to square one.


Larry Olsen [00:31:36] So, John, having been in the industry for a while, what are you most excited for SmartPath?


John Beaumont [00:31:47] We live in obviously crazy times right now, so we live in, especially in the automotive world where there’s a lack of vehicle availability. The consumer and the dealers are kind of confined to what’s out there, right? So, it’s that confinement that is, I would say, holding us back from truly seeing what SmartPath can really be because a customer isn’t getting every car option they want, a dealer, a consumer, a dealer isn’t providing everything that they can provide a consumer, right? So when the world returns to quote unquote normal, right, and we have better availability and we’re still bringing amazing cars to market, right? You take those combinations of availability, the right car for the right consumer and a process that is easier for them. They’re going to be so much happier than they even are right now because a few people have their limitations are kind of holding them in as to what they really, really want from a car buying experience because we don’t have everything that’s the consumer wants right now, but that’s going to open up, and that’s why I think SmartPath can be so much great. That’s going to be the great differentiator, when everybody has all the cars on the lots and all the different brands, and all the different dealers have every car that they want to fill their needs. The great differentiator is going to be in the process of how somebody’s bought a car.  And that’s why I’m excited about SmartPath and we’re going to be able to promote it, to be an OEM that has their own proprietary software to buy a car at a dealership. And we can say, look at us, look at what Toyota is doing, look at what Lexus is doing. That’s what I’m really excited about.


Larry Olsen [00:33:46] All right. That’s so exciting. And I can see what a great opportunity too, with these dealers, is making sure that when that customer does come in at that connection, they have with whoever that transactioner is, that salesperson is, is as genuine and authentic and transparent as the digital experience.  Because that can either be the breakdown or that can be the, “yeah I expected that”. And it’s really an industry that is in such transition is accomplished so much and is no longer the day of throwing your keys on the roof and you won’t leave here until we make a deal. And then and a lot of people within the industry that really didn’t care about the customer, you know, all they cared about was the profit. And now with, I’ve seen dealers now that are going to colleges and interviewing graduates because now it’s something that a young person could get excited about when they don’t have to be in a business where you know, you might as well be in a foreign country because there’s very few things you can negotiate when you buy anymore, you know, prices are generally fixed in the auto industry was always that hybrid where, yeah, we got, you know, we got a bargain for you and some guys in the back of this truck singing his lungs out at the commercial you’re watching. So, kudos to you, folks, for the sophistication that you’re bringing to the party and, what do you think is the message that our listeners need to hear when they get ready to purchase an automobile.


John Beaumont [00:35:41] The message I would say is there are a lot of different ways to go about buying a car these days, and you’ll see it on TV, or you’ll hear it on radio, you’ll read about it. But all car buying experiences are created equal. (Larry Olsen: Okay) so do some research, not only on the product, but on the process, because the process can be the differentiator to where you choose to buy a car.


Larry Olsen [00:36:12] Beautiful. Yeah. And I think you’ve eloquently stated that in what Toyota is doing and I give kudos to Toyota and Lexus because they’ve been frontrunners for years and are a dominant force in the transportation industry. And to be able to put themselves in a position where they want to make the best buying experience, which leads to a great automotive experience, is where we all need to be headed. And when we can get to a point where it gets down to again as everything in life is what was the quality of the relationship. It’s just like a conversation between one another right now. You know, you’re being kind enough to listen to me and I’m listening to you. And that is such a lost art with many organizations now. And it’s got to be careful, too, with organizations that are coming up with their own process that as soon as a customer comes in, we jump right into the own process. Yes, hello, how are you, John? And then boom, we’re right into the process. You know, it’s kind of like, wait a minute, that’s a human being that you’re connecting with. (John Beaumont: Absolutely) And so make that wonderful.


John Beaumont [00:37:31] Yeah, you know with SmartPath you know, there is dialog, I don’t want anybody to get the perception that, you know, we’re taking the human side out of this. Now we’re obviously using more of a modern way for people to communicate where we’re using a chat function. You will have face to face interaction when you are in the dealership. So those are definitely skill sets that, we in the auto industry and especially our retail partners, they can’t lose. They can’t lose that face to face, create that, that bond, create that, that relationship, that’s not going away. And that’s one thing that we really are stressing to our dealerships is they are your customers, they are your friends, they’re the people that live in your community. So, despite us taking away that traditional model, what can’t go away is that bond that you’re this


Larry Olsen [00:38:28] beautiful, beautiful, that old concept, high tech, low touch, right? We get it. We got to stay aware of that. Well, John, a time flies when you’re with good people and I want to thank you so much and for taking your time to be here today. And I wanted you to make sure that when we say goodbye to our listeners for now, that there is something else that you would like to share before we, we wrap this up.


John Beaumont [00:38:58] You know, I think COVID has really taught us that we need to check in with each other and make sure that we’re all doing well. You checked in with me and it was great to keep our friendship going. And you know, what came out of this was, hey, we’re having a great dialog about something that we’re both passionate about. So, I would just tell everybody, “Hey, check in on your friends, check in with your neighbors.  You’re never going to know what bond you can create if you don’t reach out to them”.


Larry Olsen [00:39:29] And that’s the truth! Well, you’ve been a pleasure, as always, and those of you that have the opportunity to meet John, will find yourself with a great friend. And I know I have one in you, and I just want to thank our listeners to whatever it was you were doing to make this a priority, to actually listen to what we’ve been sharing with you. And I can’t thank you enough because I just am always in admiration of people that are investing in themselves with any kind of education they can get because then they make a better experience for those of us that meet those individuals. And as John mentioned, you know, it’s all about the connection. So, thanks for connecting until next time. Remember, wherever you are happens to be exactly where you need to be, to make whatever you want happen in your life take place. So, take care until next time. Thank you. All right, buddy.


Narrator: Thank you for listening. If you’ve enjoyed this episode, we ask that you please subscribe and share with your friends and associates. Larry’s next guest is Vikram Deol, a serial entrepreneur, who is passionate about business and loves helping owners and managers scale and reproduce themselves. As a business coach and consultant, he has realized that the missing link often isn’t more strategy or more sales pitches for improved growth, but by pulling the root or filling the gap holding you back from the success you deserve. Join Larry and hear what it takes to do just that.







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