Hey, my name is Dan. I used to work at the biggest dealership in the country and now I teach. Fine folks like yourself how not to get f•••ed when buying a car. In this video, when I go over an app that is unfortunately increasing its way in popularity and is probably one of the most dangerous and most cancerous car apps that is out there, it’s taking off right now, but I’m hoping it’s going to get squashed by common sense. This video we’re about to watch is 10 minutes long. It’s made on J.D. Power, a conference for the dealerships about the dealerships, about this app. And this video is not supposed to be seen by you at all. I’m actually very surprised that this video is even on YouTube. I actually downloaded just so I will have a copy of it. So let’s dive into it.
From our studios in Atlanta, this is CVT.
I’m a former dealer, and when I heard about fair and how it works, I was blown away. So the deal was watching right now, kind of give us the one to one on what fair is and how it helps them sell more cars.
You know, I think that.
So listen very carefully to what they have to say. Keep keep in mind, the guy with the beard is going to be the guy that’s the inventor or founder of this app. And the guy on the right side is a ex car salesman or ex dealership owner. He’s just do an interview. So this guy listen to what she just said. How this app will help dealerships sell more cars. Be very like keen to what they have to say.
Dealers right now are sort of thinking about how is autonomous technology ride sharing the shift to electric. I mean, how is that really going to affect their business?
And I think there’s a lot of anxiety around all the changes that’s occurring. You know, from an entrepreneur’s point of view, it’s a pretty exciting time to be innovating, building new companies. And I think that this time around for me, you know, and part of the reason that I think I’m I’m here to speak to dealers of J.D. Power is that it’s a really exciting time.
All these dealers that you see here, they are a j.g power to learn how to take more of your money. How would you have some more efficient sales and how to get as most money out of your pocket as physically possible? They’re there to learn how to increase their sales.
To be a dealer, because I think a lot of the change is really going to help dealers to sell more cars. I think that, you know, a lot of these solutions are about making it a better experience for the consumer and anything that’s going to help the consumer. But while helping the dealer to sell the car and move the medal is is going to be a good and positive development. And so, you know, what we’ve developed is a really idealized digital experience. I think modern consumers clearly want to do more on their phone than ever before. Right. The way that we consume music, media of all kind, it’s all it’s all based on our phones is based on sort of a commitment free or a lower commitment type model. And so I think that, you know, what we traditionally think of his car ownership is fundamentally changing the idea that, you know, you get all of the status, the optionality and the, you know, sort of security that comes with owning a car. But without the big commitment and this idea of going out and borrowing a big pile of money to buy an appreciating at eighty four months seems to be the norm in many cases.
Right.
Well, you know, the average car, by the way, if you’re financing your car for eighty four months. Your car got to be worth like 100 f•••ing grand. At least. I mean, don’t fall for this. Eighty four months financing because you will be so much more money in interest. It’s ridiculous.
Costs about a third of the average consumer’s net worth. Wow. It’s almost half of their gross income and. You know, a car is only half of what we spend on mobility as consumers. We spend about 15 1 5 percent of our total gross income getting around. And that’s usually in six areas.
It’s the car maintenance, repair, fuel accessories. And now we’ve got ridesharing as sort of an ad that. But it’s only growing. Right. I mean, well, 50 percent is pretty static. But, you know, it means if you’re if you’re making a hundred thousand dollars a year, you’re spending about $15000 a year on mobility. And about half of that’s going to the car. Half of it’s going to everything else. And that means you’re driving about a $60 a month car payment.
If you’re driving a six hundred dollars a month car payment. Me, I hope you’re driving a sixty thousand dollar car. I hope your car is worth 60 grand or at least used to be worth 60 grand, because if you’re driving yet 30 or 40 thousand dollar Toyota or a f•••ing Honda or some like that, you got ripped off big time. Let’s keep going. There’s way more we’re just starting.
So it’s a it’s a really big part of modern life. And I think that modern consumers have really said by an early they don’t want to go through with the commitment or the confrontation that they’ve had to in the past. And that’s where there’s an opportunity to reinvent it. I think what’s happening with subscriptions both on the new and the.
Did he just say subscriptions as a as in we’re not going to own cars anymore.
We’re just going to pay for them monthly like we do with Netflix. OK. Let’s let’s lead.
Let’s see where this leads to used car side are really exciting because what that represents to a dealer is a sale.
Oh, gosh. I see. So he wants to have.
More revenue because we’re going to pay in subscriptions and there’s going to be more sales going on. Makes perfect sense, where do I start my own dealership.
And that represents also a sale to a happy customer that’s going to come back into the dealership, that’s going to need service work, that’s going to be another opportunity to sell that car and go through the cycle a little bit, a little bit faster.
The average whole time on a used car today is five to six years. If we can get that velocity up to, you know, consumers, Holden cars for, you know, a year to 18 months on average. Right. That’s just.
Remember the s••• sandwich you had to go through when you bought your last car? You go shooting with the salesman. Negotiating with the dealership. Terms and conditions. Monthly payment. Down payment. All the bulls••• you had to go through. Then you have to go to financing and and sit through that three hour bulls••• ordeal just so you can get out out of the dealership with your car. You’re there to give them your money.
And they make it so hard for you to buy a car. He wants that s••• sandwich to you, served every 15 months. Not every five, six years like regular people do. He wants you to go through it every 15 months.
More opportunity for the dealer, and I think I think it’s a really good time to be a dealer and I think we’re about to see a real renaissance on the used car side. We’ve got so many of these late model returns coming back off lease, right.
You know, you’ve got nearly six million lease returns in the next 18 months that are projected to come back into a, you know, a high production market. But that is a very big percentage of the overall population of cars that are out there.
And so making dealers very nervous. Right.
That is actually very true to what you said. He said there is s••• on the cars coming back.
From releasing a release three, four, five years ago, and now they’re coming back, it’s about six million cars that are coming back. So if you’re thinking of buying a brand new car with the next 10 years, you’re going to get so f•••ed. Oh, my God. When you’re going to be ready to sell your car, your car will plummet in price like a rock is going to lose at least 50 percent of its value in the first three, four years. And this is.
I had this has not been revealed to me by Jesus himself. I did not see a dream. It’s not a revelation is just common sense. There’s six million cars that are coming back to market. Gay people are buying. Eleven million cars, 12 million, 13 million cars a year. Depends on which statistics you look at. Let’s say twelve million cars a year in America. There’s going to be an influx of 6 million cars extra. What’s going to happen to your new car once you’re ready to sell it? If there’s more cars than there are people who are ready to buy it. Demand pricing. You know anything about that? Your car will absolutely plummet in price. If you’re thinking about buying a new car in next 10 years. Stay the hell away from it. Buy something that’s already has been depreciated. So when it depreciates even more. Three, four, five years from now, you’re not taking the ten fifteen thousand dollar hit.
I think anything that represents change is nervous. You know, it represents an opportunity for anxiety.
But he’s talking about change in dealerships being nervous. They have every reason to be nervous right now because there’s a 12-inch dildo aimed at theira••because they know that their sales are going to suffer immensely. Dealerships make money from profit and cars. This is profit on the car. What happens when there’s increased supply of product? Profit goes down. Imagine. Imagine if it started to rain gold tomorrow. How valuable will the gold be? Not very available because everybody has it right. So if there is more cars, the prices of cars are going down. What happens to the dealership profits? It’s going down. Are they nervous? f•••, yeah, they’re nervous. That’s why this guy wants us to be buying cars every 15 months so they can have a lot of sales with this little profit like McDonald’s. There’s not a lot of profit on the cheeseburger. But once you multiply by millions of cheeseburgers, there’s a lot of profit.
I think what we’re seeing is it represents an opportunity for dealers that are leading in and want to relate to a modern consumer using these technologies and these new innovative tactics. I think it represents a real big opportunity to get a higher velocity and greater turn. And these are real transactions. Right.
So enters fair. So talk to us a little bit about fair and and exactly how it works.
Well, so fair really came out of sort of my almost career long focus on trying to really think about what’s next.
So this guy, the founder of this fair app, he is actually he used to own TrueCar.
This guy is super rich. I mean, Hill is multi, multi, multi millionaire. And he his job was to make sure he was a CEO. His job was to make sure that the dealerships that were working with his websites were selling cars. Just so you know where he’s coming from. He has extremely close relationship with dealerships.
For the modern consumer and the promise of technology has always been simplicity and savings. And so we’re really creating an idealized, totally digital experience and this is a totally new way to get a car on your phone. But everything that you get through fair is a used car. And these are used cars that are for sale right on it.
By the way, I have done some research on this app. This is not just me watching this video for the first time, I have done quite a bit of research.
If you buy a car with this app, well, not a buy. I’m sorry. I’m thinking of buying. This is not a buying thing. If you get a car with this app, he will pay 30 percent more.
Just keep in mind.
Dealer’s lot. Are the consumer. OK, so we operate with all the appropriate licenses. But when a consumer in our app gives us a scan of their driver’s license, we immediately approve them for a monthly payment. And then they are presented with vehicles that are for sale in their area at dealers lots. OK. And then when they select a car, they’re selecting it based on a monthly payment. OK. Not on a selling price because we don’t sell them the car when the custom.
Let me get this straight. Since he is not selling us the car, we don’t own the car. I always wanted to make payments on the car. Have insurance on the car and never owned a car. But be also responsible for anything that happens to the car. You hit a pothole, you bent the wheel. f••• up the tire. Sir, you are responsible for that. Your water pump goes out. Congratulations. That’s coming out of your pocket radio. AC goes out. Coming out of your pocket. Anything that happens to your car, coming out of your pocket. Congratulations.
More pics out of car. Right. We buy that car and simultaneously enter into a contract with that customer to be able to use that vehicle. And it’s not a loan, it’s not a lease. It’s a new contract.
But it is neither a loan or at least it’s neither alone nor Ali said it sits right on top of all of it, all of a deep body of law around both.
It’s not a loan. It’s not a lease. You’re not buying a car. What the f••• is this? What is this? I watched this before and I honestly, I’ll tell you the conclusion I came up with. It’s a bad conclusion. It’s it’s a really bad deal.
I mean.
It’s what it sounds to me. It has everything that a rental car would have you just pay monthly. You want the car for a month? No problem. Here’s a car for a month. OK. However, if anything breaks in the car, you’re responsible, you know, if anything breaks in the car, on the rental car. I don’t give a f•••. I’m going to. I’m not I’m not even going to take that car back to the rental place. They’re going to tow that b•••• back to wherever it is go into. And they’re going to bring me a new car. They’re probably going to pay for Uber. Yeah, you’re not gonna get any of that with a rental. I mean, what, the renting from this company?
But it’s a totally new way for a customer to get a car without commitment. They can return that card anytime they have a start fee. The start fee is sort of akin to a down payment or a cap cost reduction, but it’s it’s actually a real fee. OK.
I am so glad you said that. It’s actually a real fee opposed to a not real fee. A fake fee. That’s right. Every dealership fee that you’re going to go for right on to or pay for. I don’t know how else to say it.
That’s a fake feat. You don’t have to pay any of the dealership fees, the communication fee bulls••• fees only have to pay is a state requirement s•••, which is registration and taxes. That’s it. All the dealership fees, you’ll have to pay any of them. In fact, they actually made a video on bulls••• dealership fees and how to avoid them.
And so we actually give the customer the option of returning that car, whether they want to have the car for six months, six weeks, six years. Doesn’t matter.
And with no catch to say you’ve got to take another car, they can walk away from it if they wish.
They can walk away from the car. We hope they stay with us for life. I mean, our belief is that we’re gonna create a recurring revenue relationship with that customer around a subscription.
I’m sorry. I get a little emotional. I get a lot emotional around this part and it is just so sorry. This man promised change and he delivered a change that nobody was asking for, but she brought it to you. You didn’t want it, but you got it. I’m sorry.
I just know how much my life is going to change. I’m looking forward to it. I will never owned the car again.
Give me a second.
Remember how. I don’t know. I don’t even know where to start with this. I don’t care if you’re twenty five or fifty five years old.
I bet you’re waiting for that day where you’re going to pay off your car and put that money into your savings, vacation, the house payment, medical bills or anything else.
Forget about all that. You’re going to drive a car for the rest of your life without owning that, you’re going to make car payments for rest of your life.
How would you like that instead of paying your band your car off? And owning it and driving no car payment car for the next 5, 7, 10 years. However you want to keep it. You’re going to pay a car payment for rest of the life. Does that sound like exciting proposition? Oh, and you’re fully responsible for me for repairs on this car.
Better way to get access to mobility, get access to the car. But that that’s OK. We don’t mind if they rotate and they get a SUV in the winter and they get a convertible in the summer.
You’ve combined third party, a third party lead element with an approval process and actually approving this customer and then identifying that vehicle on the lot.
What’s really important is we’re not selling leads where, you know, the dealers that are a part of our network. They sell us cars. Right. That’s it. That’s pretty. And that we are not asking them to pay us, right? We’re not asking them to pay a marketing expense. It is. Do you want to sell the car, yes or no? And these these cars are you know, these cars are priced based on their advertised price. So when a dealer advertises a car with a VIN at a certain price. Right. We show that any app, if the customer likes it, they select that car. We pay the dealer the price or advertising that car for sale for.
Okay. So you can see why. When I first started the conversation, Albina, a former dealer myself, it sounds so good. It may be too good to be true. What’s the catch? Well, from a dealer’s point of view, what we’ve created is a used vehicle leasing app.
Right?
I’m sorry, what did you create?
Not alone, it’s not a lease. It’s a new car. Thank you. Thank you. There’s really not a lot of options for used vehicle leasing today. But leasing is a really interesting opportunity for the dealer to offer the customer more car for less money because the customer isn’t financing the full cap cost or the value of the car. They’re just financing depreciation plus fees plus taxes. Okay. And so very similar what we can offer on the new car side. Right. The consumer gets more car for less money without the long term commitment. Right.
And what what states is this available on? Is it. Is it available nationwide or so?
We just got started five months ago. We recently acquired the Uber Exchange leasing business and we are now Uber’s exclusive partner nationwide gradually. So we’re currently operating in California, but we will be operating nationwide in the next six to nine months. So we are rolling out and, you know, city by city over the next nine mile, you need dealers.
I mean, I would imagine that in order for you to be successful, you need these dealers to be onboard with you. And and it sounds to me like it it is it’s a no brainer for a dealer to be onboard with.
It’s a car sale, right? Yeah. I’m sorry. What is it? It’s a car sale.
A-ha. OK, thank you. Thank you, appreciate it. And just just needed to hear that one more time.
So, you know, I’ve been part of some high friction moments in the car business before, and I think that really by partnering with a guy like George Bauer, who is the CEO of Mercedes Credit Corporation and BMW Financial Services, he did the same thing for Tesla. I mean, his his going in premise was, can we please build something that is good for dealers that drives a sale?
And so what we’ve built is I’m sorry, what did you build something for dealers that drives a sale?
Did they hear you write something that is good for dealers that drives a sale?
Ok, OK, gotcha.
A full gross transaction for the dealer at no additional cost Dinamo. It’s a pretty exciting thing for me to be able to come back to a dealer convention or a dealer meeting where people are talking about what’s next for the dealer, where there’s a lot of anxiety and say we’re here to help you move more metal. And there’s absolutely it’s a very different approach. Fair is an inclusive approach versus I think what we were doing it at some of these other businesses. We’re not trying to get a fee. All we’re doing is trying to help consumers get access to mobility a different way. And it work in a way that works for the industry.
So it’s a good thing for everybody and it will be both for high line vehicles, use vehicles as well as well.
So we’re doing it today on used cars. But I think you’re going to also see a real proliferation of subscription models on the new car side. Sure. Of course, those will have to be in some degree subs.
So this guy doesn’t want you to own a car at all. He just wants to have you drive a car. That he owns. But you’re paying for it.
There’s actually people that are doing this. I think they must be aliens because I don’t know any human with sense that would that would do this.
Esdaile by the new car manufacturers, but they’re already doing that today by sending cars to fleet and they’re already doing that with leasing. So I think it’s it’s sort of interesting to see how the market’s going to get conditioned on the new car side. I think what’s happening with Book Cadillac and with Porsche and with that over and I mean, I think that the way we access the car, this idea that you’re gonna have to go borrow big pile of money to buy a depreciating asset, I think that’s going away.
Hold on a second. So you suggest that I shouldn’t borrow money at a small percentage rate to go buy a depreciating asset that will help me and my family have a better life and actually make more money because I can drive to work or I can do my own things on it. You’re telling me I shouldn’t buy a depreciating asset. But this guy, this beautiful human being right here, this guy will buy millions of depreciating assets. And have you paid for him?
For those of you that still don’t understand what this guy is doing and how this whole business thing works. Here’s a Jewish appears the car, OK. He is going to buy this car and he’s going to own it. You are going to rent this car. And you’re going to pay for it. Five, six, seven years later, millions of cars later.
I mean, he’s he’s plain to have tens of millions of cars. I mean, this is not a hobby. This is not a weekend thing. He raised, I think, over 50 million dollars in capital from investors to do this. This is a serious thing they’re doing. He is going to own millions of cars. And you are going to pay for them. Five, six, seven years later, after they’re paid off, OK?
Guess what he’s going to do?
He is going to sell them. He’s not going to keep millions of cars with hundreds of one hundred thousand miles on them. How much is three million cars multiply by three thousand dollars more? That’s nine billion dollars. You might be thinking then no one’s going to buy, you know, used cars in America like that. You know? Did you know that there’s other countries that would love to do this? Let’s think about this. Mexico, South America. Then we have Africa. Eastern Europe. Then we have India, just eastern countries like Afghanistan, Iraq, Iran. Then we have Asia, like China, Thailand, Koreas, Vietnam. And then we have Russia. All these countries would love to have a four or five thousand dollar car with hundred thousand miles on them. They would love to have him. He’s going to sell them at three thousand dollars or two thousand dollars a piece at wholesale to him. He’s going to be so f•••ing rich in five years if this thing works out. I hope it doesn’t. I hope not. Nobody falls for this s•••. But if it does, I mean, this guy’s making money literally out of thin air.
I think that’s not necessarily a smart financial decision.
Consumers don’t want it and it’s tougher for the dealers that have that right and say you’re taking that customer.
The average car dealer has to spend a lot of time developing the skill set internally to do the F9 two step. And it’s a high friction conversation with a customer for. Because most people cannot afford to pay cash for their car. Right. Auto financing. Leasing is absolutely essential for getting people behind the wheel. That’s not going to change. Right. What we’ve really started to do on the used car to car side and what we’re seeing on the new car side is that this idea of paying as you go. And the idea of paying for depreciation starts with having a fundamental deep understanding of empirically.
Here’s a here’s a free ninety nine tip for you. If you don’t want to pay for depreciation, don’t buy a new car.
It’s kind of easy.
What does a car really worth? Right. The wholesale and the retail marketplace, both on the new and the used car side, has become so clear about value that we can now accurately price depreciation and fees so that the customer is paying the right price and they’re never being customer is paying the right price.
Really? And who is deciding that right price? Come on. This is a real question. Who would decide the right price? The dealership. This guy here who? Really, you want to pay right price. You want to pay a fair price. You know what I want? I want the best price. I want the best monthly payment. I want the best down payment, which probably would be zero. I want the best car. I want the car that has the most options. I want s•••. That’s the best. I bet he’s flying the best airplane. That’s possible. I bet he’s not flying coach. His kids are going to the best school. He has the best wife, the best house, the best cars. He’s not settling for anything, but he wants us. To have mediocre everything we do, you’ll get an OK car. You’ll get an OK payment, which you can’t even sell that car later. Fair?
Oh, my God. Then just the name of this app. It brings cancer to my soul.
Being obligated to sell that car at the end of the term. They don’t have any of that commitment or any of that headache. Well, so we remove all of the complexity for the consumer. They don’t handle tax title registration, any of that. And so we’ve made it just an easy way to have an all in single cost of ownership all on your phone. Right.
So for the dealers that are watching right now, I know that next question is gonna be how to how do I learn more about this? Does it as I said, it sounds so incredibly good for a dealer without any downside. Right.
Look, you can just go to fair.
Here’s the thing that really blows my mind. He hasn’t said anything about the customer. He hasn’t said it’s the best deal for the customer. You’re going to get 30 percent off. There’s a completely new way of buying cars. You don’t have to f••• around with the dealerships anymore. You’re going to get the best possible price. No. I mean, when I when they see like a pizza ad or a mattress ad or something like that, you’re going to get the best price. You’re going to have zero down payment. You’re going to get the best monthly payment here. None of that. None of that. And that is really what blows my mind. I understand this is for the dealerships.
But she’s not talking about us for actually getting best of anything at all, this guy can’t even say best at all because nothing of this is best.
All right. Let’s finish watching this video and see what conclusion we come up with.
Fare dot com and you can learn everything about us. But obviously as we roll out, we’re looking for dealer partners. So it’s a pretty easy way to find out about who we are. But I’m also a Scot at Fair. You can e-mail me directly.
And you heard it there, Scott. It fair doesn’t get any easier, right? That’s it. Scott Painter. Thank you.
Ok. When he says score a fair and he wants people to e-mail and if you’re gonna be thinking about this company at all and doing business with them. Email him, ask him this question if dealership’s banks, credit unions, investors and this guy are all going to be making money. There is a pie that needs to get divided into five pieces. Where is this pie coming from? Where’s all this pile of money coming from? And why is it coming now that it wasn’t there before, it wasn’t there before, because it used to be that you go to a dealership and dealers would make money and financing companies would make money. All right. Now there’s there’s more parties to that pie. There’s more mouths. That was to get on to that pie. So what has to happen to that pie? The pie has to increase that money pool that everybody wants to be part of has to increase. How you increase debt from your pocket. The reason that everybody is going to make money is because they’re going to charge you more than regular early. Buying a used car or hell, even a new car for that matter. Because eventually you’re going to own a new car and it’s going to be free. Well, not free, but less. I suggest buying used cars, as always, I never buy a new car. So. If anybody is thinking about doing this, stay the hell away from this bulls•••, guys.
Men, it’s our responsibility to provide everything best for our family. It’s our job to go out and hunt a f•••ing dinner. It’s our job to put the roof over the head. It’s our job to make sure that our family is secure financially and has best of everything. It’s our job. Why would we go for fair? Settle for normal? What? Why would we do that? Why would we just go for. OK. You can have the best car with the best car payment with the lowest down payment, preferrably 0. I’d like to have zero down payment. You can have that, but you gotta have some f•••ing balls to do that. You can’t be going the easy way in trying to figure out, oh well what if I’ll just pay more? f••• my family, waste the s••• on the money and do absolutely zero work. No, you can’t be doing that stuff. Giving money to f•••ers like these that absolutely don’t deserve it. They’re skimming. Does this is the worst app I have ever seen? You will lose so much money on this app. It is absolutely ridiculous. I better stop before it burst into flames. So this is then I’m signing out and I’ll see you on the Internet.
