PEP Episode 041 — Auto Dealership Payments Unraveled with Dealer Pay | Five Businesses Under One Roof Expert

Julie Douglas brings 25 years of payments industry expertise to this fascinating conversation about how Dealer Pay (https://www.dealer-pay.com/) is transforming the automotive retail landscape. After spending over a decade at Global Payments and experiencing the industry from every angle, she’s now leading a revolution in dealership payment processing that goes far beyond basic credit card terminals.

The modern auto dealership operates essentially as five businesses under one roof – parts, service, sales, financing, and leasing – each with unique payment requirements. Traditional payment processors have treated these operations as simple commodities, often employing what Julie calls the “smash and grab” approach: offering attractive initial rates before hiking fees months later. Dealer Pay has shattered this model by developing sophisticated software that integrates directly with dealer management systems to streamline operations across all departments.

What truly sets Dealer Pay apart is their innovative payment gateway technology. This “tunnel” between the point of sale and acquiring banks handles critical functions like fraud detection, interchange optimization, and transaction security. Their systems can flag suspicious transactions in real-time, protecting dealers from potential chargebacks – crucial when handling transactions that might range from $5 to $50,000 within minutes. This technology doesn’t just process payments; it transforms raw sales data into actionable business intelligence.

Julie’s customer-centric approach emerges as the heartbeat of her business philosophy. Unlike many software providers that resist enhancement requests, Dealer Pay actively solicits dealer feedback and develops solutions based on real-world challenges. This commitment to listening has positioned them as trusted partners rather than mere vendors, allowing them to stay 10 steps ahead of competitors who are just beginning to understand the value of integrated payment solutions.

Looking toward the future, Julie envisions payment processing evolving into comprehensive financial management systems where dealerships can both collect payments and pay vendors through a unified platform. With potential developments in cryptocurrency conversion and continuous refinement of their fraud protection tools, Dealer Pay continues to lead innovation in a space where technology and financial services converge.

Ready to discover how modern payment technology can transform your dealership operations? Explore the intersection of software, payments, and business efficiency with solutions designed specifically for automotive retail.

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**Matters discussed are all opinions and do not constitute legal advice.  All events or likeness to real people and events is a coincidence.**

Chris Dryden (00:00):

So then I went to them and I said, well, look, what would make my life a lot easier is if I could just duplicate the transaction by hitting a button. And then all I have to do is change the time and make a no charge. You know what that got 

Julie Douglas (00:12):

No. 

Chris Dryden (00:13):

Got a no. Nope. Totally. Jeremy was with me on this one. Absolutely. Because we, he would help me with the billing and he would see it and he was like, yeah, this would make it so much easier. And I’m like, it amazed me that they said no because I said, look, I don’t even want anything. It says in our contract, you get all the enhancements. No problem. Right? It amazed me. And I do appreciate, based on my experiences as a customer, especially around software, I do appreciate the fact that you really listen. And I think that that’s probably throughout your organization because I do believe that the way that you operate, the people that you hire, they’ll emulate that modeling and that I also think that you’re identifying the people that kind of fit the mold. 

Jeremy Stock (00:58):

Welcome to the Payments Experts podcast, a podcast of global legal law firm. We hope you enjoy this episode. Welcome to the Payments Experts Podcast, a podcast of global legal law firm. We’re really excited today in studio joining us managing partner of the firm, Christopher Dryden, as well as our special guest. We have Julie Douglas from dealer pay.com. Julie, welcome to the Payments Experts podcast. Really excited to have you. How are you doing? 

Julie Douglas (01:32):

Thank you. Glad to be here. 

Chris Dryden (01:34):

It is amazing, man. I’ve been on three podcasts in the last three weeks. I didn’t do a podcast maybe for eight months, seven months, and just been rolling along with ’em recently, so this is great. 

Julie Douglas (01:46):

Why are you all of a so popular? 

Chris Dryden (01:48):

Say it again. 

Julie Douglas (01:49):

Why are you all of a sudden so popular? 

Chris Dryden (01:51):

Because Jeremy bothers me for this stuff all the time, and I have to tell you, 

Jeremy Stock (01:54):

He’s in demand. Julie, 

Chris Dryden (01:55):

I have to tell you that the one cool part about this job, the one thing that keeps me coming back every day, especially the subject matter that we work in, is it’s constantly moving, constantly shifting, becoming the center of all commerce. When I fell into electronic payment almost 20 years ago, I would’ve never have believed the trajectory of what it would become. Julie, why don’t you tell us about dealer pay.com and exactly what it does? 

Julie Douglas (02:23):

Okay, so we got to stop calling it dealer pay.com because it’s just dealer pay. 

Chris Dryden (02:28):

Alright, dealer pay, LLC, just dealer pay. I got you. So Julie, how did you get involved with Dealer Pay? 

Julie Douglas (02:37):

Sure. So I have been in the payments industry for 25 years, so I have a little bit on you there, Chris, but I started just selling check processing and credit card processing in St. Louis and I stumbled upon a dealership. And what was cool about it is you were talking about payment acceptance, it’s like five businesses under one roof, so the volumes are high, the average tickets are high, and the synergies of all the moving parts are just exciting. So when I was able to get my first dealer in St. Louis, it was one of those things where I didn’t even know anything about credit card processing. I’m quoting him rates that I had no idea how they worked, but it was great because I pretty much jumped in head first to learn all about it. So from there, I actually, Chris worked at Global Payments for 10 and a half years, so I ran Oh, 

Chris Dryden (03:34):

I didn’t know that. Yeah. Okay. 

Julie Douglas (03:36):

I ran for a dealer vertical. 

Chris Dryden (03:37):

You’ve been inside, that’s what I call it. It’s like big law for us. I’ve never worked for anything but mom and pop including this firm. 

Julie Douglas (03:47):

So we solve a lot of problems, and as you mentioned before, payments just isn’t credit card processing. So the ability to bring to the table what I’ve learned over many years working for global, and then also I had a little stint at Freedom Pay for a little bit. We bring the modern aspect of technology and payments to an industry, like I mentioned, that’s traditionally antiquated. So solving problems and making things more efficient and allowing them to be more productive and ultimately more profitable. 

Chris Dryden (04:21):

The thing that I find really interesting is I didn’t know anything about automobile dealerships before we started working together, and the interesting part to me is that you were like, it’s five businesses in one. And it is because when you qualify somebody for a merchant account, you’re looking at what’s the product or service that they sell. A lot of times it’s not product and service. So the idea that you’ve got a parts section that does one thing, like a service section that’s actually providing another thing, and then you got new sales and how new sales and financing associated with new sales or leasing, it adds a whole other layer, at least legally. I mean, I find it kind of fascinating because automobile dealerships touch so many different areas of the law, which is really interesting because on the payment side, you actually have to pay attention to all those different areas of the law. And so it’s been interesting to watch a dealership and I think it’s kind of funny, but I don’t think people understand payment gateways. And I would actually call dealer pay, not just a software, but a payment gateway more than anything else. I think it would be really beneficial for the people out there to really understand what a payment gateway is and how dealer pay fits into that characterization. 

Julie Douglas (05:41):

Sure. So you have the software, the point of sale, what the user is interacting with the front, that’s the creation of what dealer pay is, but we’ve got to communicate to all the processors and acquiring banks, and that’s done through a channel, or I like to call it kind of like a tunnel where there’s back and forth transactions, going to the processor acquiring bank to get the approval and back. But what’s happening in that tunnel is really important. You’ve got everything like mitigating fraud, making sure you’re qualifying for the lowest interchange rate, making sure we don’t have duplicates or failed transactions. So there’s a lot going on in that tunnel. So over the years, we’ve really perfected or crafted our little magic in there to make sure that uptime always making sure that there’s no errors, because in the dealership space, you could have someone coming in to put a $10,000 down payment on a car. If I duplicate that transaction or something happens, that person is in a pinch and the dealership’s not happy 

Chris Dryden (06:53):

For sure. And look, I’ve seen other payment gateways operate software systems where they would have drops between the terminal and the POS system if they had terminals away, and you would have a duplicate charge where somebody would run it a second time, but really there was a suspense that was happening and it didn’t actually cancel the transaction when there was a drop between the card reader and the POS terminal. So I mean, there’s so much of importance to not only the checkout and the checkout process, but I think it’d be interesting to explain the business efficiency tools dealer pay provides dealerships and how they can take the software and use the information that the software is gathering From a business standpoint. I think that’s where the real value add is, is that you’re aggregating everything and bringing it all under one place so that they can actually use the information. 

Julie Douglas (07:54):

So ultimately, our customer is the dealership’s customer, so we need to provide them tools to make that customer have a great experience at the dealership. I always say the payment is the last experience the customer has at that dealership, so you’ve got to make it convenient, you’ve got to make it secure, you’ve got to make it fast. So a lot of that is really the software end of it. But because we have integrations with several other products or software solutions specific in the industry, it’s called a dealer management system. We’re getting a lot of data. So we’re getting all the consumer data, we’re getting all their repair orders, parts tickets, deals, customer information, vendor information, and we’re taking this data and we’re basically utilizing it to make the processes in the dealership more efficient. So there’s a lot of magic that happens behind the scenes because if you do all that and you manipulate all these processes, you still have to turn it into a solution for the dealership. These guys aren’t tech savvy, these guys don’t know a lot of what’s going on behind the scenes. So we want to make the solution work for them in a very simple form. 

Chris Dryden (09:11):

Yeah. So where do you see your best opportunities out in the marketplace these days? 

Julie Douglas (09:16):

Well, I mean, we traditionally focus on franchise auto. We don’t really grab the independence or the used car dealers as much. There’s a little more risk with those guys. And risk is something too, Chris, that’s interesting about it too, because a dealership, I mean, one minute they could run a $5 transaction and the next minute they could run a $50,000 transaction. So when I work with my processing partners, they’ve got to be able to account for all those levels of risks and not decline sales because it’s uncommon or not traditional. So that’s kind of a little sidebar onto the processors, but it’s huge. It’s a big thing. 

Chris Dryden (10:00):

No, no. I mean everything is risk and understanding the merchant. I mean, I was talking to somebody that today about, it was kind of like a platform where there was drop shipping and I was talking, he was going to board this guy and give him a great deal, and I said, yeah, but I mean the underwriting and risk, they might need a merchant reserve. It is really important for the processor to have, if not independent understanding, but a liaison dealer pay with a system that actually they can come back and feel comfortable with who the dealership is. And like we were saying before we got on, the dealerships to me are very interesting because they are so diverse and they have bargaining power. I mean, most merchants out there really don’t have a lot of bargaining power, but when you look at the dealerships, especially the franchise dealerships, and they’ve got 37 locations over seven states, and they’ve got the ability to actually go to the processor and bargain a better deal than most people could or even think that they could because they bargain with everyone. 

Speaker 5 (11:07):

Right. 

Chris Dryden (11:09):

Absolutely. Yeah, I think that that’s super important that you’re able to assist in the risk assessment and then also assist the dealership in minimizing risk. Absolutely. What are ways that you feel like you are able to assist in that? 

Julie Douglas (11:23):

Yeah, I mean, the gateway that we talked about, we’ve got some behind the scenes products, a specific one called Count, and they’re doing realtime fraud mitigation for us. So if a certain transaction or card or customer kind of looks funny or smells funny, this company is giving them a risk score. So we’re able to provide that application real time to that user. So a big example, Chris, is if there’s a card that’s associated with a high number of chargebacks, we are knowing that real time. So then that dealer user could say, Ooh, maybe I don’t want to sell $10,000 worth of tires to this person over the phone. 

Chris Dryden (12:05):

And that’s data that’s real time sitting in the software system as you’re running the card. 

Julie Douglas (12:10):

Yep. 

Chris Dryden (12:11):

That’s awesome. That’s awesome. So because you work in a varied space, I know you also experience challenges at times. What do you think your biggest challenge is right now of trying to build a better product or satisfy the auto dealership in a way, or any dealership in a way that would benefit them going forward? 

Julie Douglas (12:32):

Sure. So credit card processing for years upon years has been a commodity. So there’s thousands of processors, agents, companies out there trying to sling credit card processing in the dealer space. Unfortunately, most of them do not practice good business. They raise rates. They’re not good partners. They’re one of those love them and leave them type of relationships. So my biggest challenge is really fighting that reputation that the payments industry has gotten and being able to say, okay, Mr. Dealer, yeah, you’ve got someone knocking on your door saying they’re going to save you 10 grand a month, but what you don’t know is three months later they’re going to jack your rate back up. So it’s been a challenge for me to kind win back the trust and get real partners in the space and use all my reputation to show that, hey, not everybody’s dishonest or just out for the money grab. 

Chris Dryden (13:39):

I call it the smash and grab model, but no, I get you. And look, there’s a lot of things that happen behind the scenes, and it’s interesting to me that people would actually look at a dealership like a more sophisticated animal and think that they can raise rates even like five basis points, and because of the volume, they’re not be some sort of red flag that triggers, right? 

Julie Douglas (14:02):

Yeah. These guys aren’t looking at their statements. They don’t know how to calculate an effective rate. I’ve had so many webinars I’ve done where dealers are like, so you divide what to what? Oh, 

Chris Dryden (14:14):

Really? 

Julie Douglas (14:16):

Yeah. So obviously there’s some that are way more sophisticated than others, but they really just think that this is what you have to pay for this commodity. So what I’ve been really putting a lot of focus on into last year and into this year is showing dealers that payments nowadays isn’t necessarily a commodity. It’s got to be backed by software. It’s got to be backed by tools. It’s got to be backed by things that actually help you, not just a terminal that sits at a cashier’s office that collects a payment and all of a sudden there’s a deposit in 24 to 48 hours. 

Chris Dryden (14:55):

Yeah, I mean, that’s where the dynamism that it’s super dynamic to me of what payments has become because it’s really been an avenue where you always have to have the checkout mechanism. But the fact is, is that what’s truly pushed payment are all of these business management software systems, and as a business grows, analyzing their payment and having real time talking between a dealer management system and the payment gateway can reveal a lot of data that will help identify problems within the business. I find it really fascinating because they built and it keeps getting better and better. We’re a law firm. I will tell you, we’ve been through a couple different law firm management systems. Some of ’em are really good on time, some of ’em are really good on workflows, some are really good on something else, but nobody’s really built something that has a comprehensive complete product that really to me, and not only did they not built it, they don’t even want feedback when you have a really good idea for it, given them really good ideas and they don’t want to hear any of ’em, which is kind of fascinating to me. 

Chris Dryden (16:04):

But it’s that idea that we are so dependent on software as a business, as this law firm is. And it’s interesting to me because I didn’t know a lot about technology until technology invaded payments. And I don’t know if you saw this working at Global, but I’m not a software person, maybe a user, but I wouldn’t have really thought how software would help until it becomes an integral part of your business. But then the gateway takes it one step further, which I find fascinating because you’re taking raw sales data and you’re computing that based on the uniqueness of the dealership, and you’ve parlayed your knowledge of doing payments from selling check processing to working at global and to really identifying what the industry needed in a particular sector. So where do you see it going from here? And I’m not saying give away the secret sauce, but where do you see payments going? Because I’ve found that this molding of technology and business efficiency with payment is natural. What’s the next step? 

Julie Douglas (17:19):

Well, it’s just evolving what’s already there, and the good news is we’re probably 10 steps ahead of a lot of our competitors in the space right now. They’re just now starting to figure out, Hey, maybe I need an integration or maybe I need a processing partner that does level two and three or whatever it might be. We’ve tripped and we’ve fallen down a lot, but we’ve learned from our mistakes and we got back up and made it better. So the future’s bright because there’s still a lot of payment options out there that I want to bring to these dealers so that they continue to be profitable, offer their customers options. I think we’re going to convert crypto to cash for some dealers this year. So that’s going to be interesting. It’s 

Chris Dryden (18:06):

Funny, I was just talking to somebody about that today and they said, where do you see it? And I say, I think the advent of it is in POS systems. It’s just that the banking side of everything has to treat it like any other currency, and that means the banks have to carve out their foothold to get paid. So when they figure that out, but I think the avenue is going to be the POS system for sure. 

Julie Douglas (18:32):

Yeah. Then my philosophy is payments point of sale, it’s primarily a receivable, but now I’m looking at payables, which is a whole nother ball game with virtual cards, a CH to where basically it’s one platform that the dealer uses to not only collect their payments but pay their vendors. So in the middle of that is some banking, so directing traffic, what deposits go where, what batches are split to do this and really making it automated for them. So I mean, we’re taking a ton of the accounting work out of their normal jobs. 

Chris Dryden (19:16):

Yeah. Look, I’ve worked on all sorts of interesting technology products. A lot of them I can’t talk about, but I will say one of the things that I find interesting is this idea when you have a dynamic business that as we move away from physical cash, and you could be a deposit account acquirer, and you could be, there’s a way for if you want to set up your employees, if you have a lot of employees on a debit card tied to a deposit account where there’s no fees associated with it, where they’re making a spend on a debit card and you’re actually making money back from having to pay payroll tax. I mean, I hear what you’re saying there. The payable side is really fascinating to me. I think it’s a lot more complicated, or maybe I just made it more complicated, but I do think that that’s really interesting. I haven’t really given that thought from your perspective, but now that you say it, it just seems like a natural progression. That’s pretty awesome. What else do you think might be out there as far as, because what you had just talked about, I almost feel like it’s a draw to maybe get the unbanked into the banking world. 

Julie Douglas (20:30):

Well, what’s interesting about the banks and the dealer space is these banks have their floor plans, so they have a lot of financial interest in the dealer. So when I come in and I take the bank out, now the bank has one less thing in there, but the merchant services to a bank is just a commodity. Some of the banks are just referral partners and put their name on it. Some of ’em are actually doing the processing, underwriting, et cetera. But now what’s interesting is these banks are coming to me saying, how can I resell your product because you’re taking me out of all the dealers. 

Chris Dryden (21:07):

And I think it’s pretty awesome that you’ve made enough disruption with a quality product that the banks see the value in it, and that you’re able to actually find new partners where you didn’t think you could because who knows what opportunities lie in the no offense to the banks out there. They’re a pain in the ass to work with personal opinion, just leave it there. But having them as referral partners, there’s probably opportunities that are very similar to what you’re working on now. And I think that’s pretty awesome that you’re outside and outside the box thinker, because I think that that’s required in today’s payments business is the people that I’ve seen maintain longevity from the days of the terminal. And you’re trying to sell qualified rates versus non-qualified, or I mean the payment processing today, it is a commodity. The revenue made off of it in comparison to what it was a long time ago. It kind of gets condensed and squashed, and it’s what you not if you’re 

Julie Douglas (22:16):

Surcharging, I mean, 

Chris Dryden (22:18):

Agreed. The 

Julie Douglas (22:20):

On those are 

Chris Dryden (22:21):

Huge. No, no, no. I agree. I agree. I mean, that’s another opportunity out there. And that’s another thing where there’s so much disparity. I said this on another podcast, it’s very, very interesting, but with the dismantling of the federal apparatus, there’s going to be a natural inclinations for the states to fill the void. And so when you don’t have consumer oversight on a federal level that you’re going to start to get oversight in spaces that you didn’t normally think of. And because there’s not going to be a uniformity among states and the laws, I mean, that’s obvious. You see it. You mentioned surcharge is a really good thing to talk about, not we did on another podcast, but the states are so disparate in how they look at it. And then as they get educated, I’ll just tell you a quick story. We represent a really small POS provider. 

Chris Dryden (23:14):

They contacted, not an automobile dealership, totally different stuff, but they work in liquor stores. It’s a big vertical for them. And they contacted the state of Oklahoma and had a communication with the state oversight agency in Oklahoma. And there were two laws that they quoted where this guy was asking, Hey, can we do dual pricing in the state of Oklahoma? There’s no laws related to dual pricing other than New York. Really? I mean, the card brands have regulations, but there’s no laws. And so they quote this guy, two laws, and they’re basically like, no, you can’t do dual pricing. And I read the laws and one of ’em is the right to actually surcharge, which was very clear, and then it was very promoted as long as it was done uniformly to all customers, and it was the list price. And then there was this other thing that you couldn’t have an inducement as a liquor store operator to sell your goods. So it was really random. But then I read ’em, and I didn’t think either one of them applied and not because I was advocating, I just read ’em. The people that pass these laws have no clue sometimes what they’re passing or they’re not even effective. It’s crazy in certain respects. So I think there is a real opportunity. I think those are just going to expand too. 

Julie Douglas (24:28):

Yeah, absolutely. I mean, I sold a dealer group in New York today on dual pricing, and it’s interesting how you can do that program in pass fees in the sale price on a credit and debit card, but then where it’s scrutinized in those states, they’re actually allowing them to have more benefit than other states who are just surcharging on the credit, not the debit. So it’s interesting, but there’s a lot of companies really doing it wrong and they’re not compliant. And that’s another thing that I run up against is some of these dmss or dealer management systems that I work with, they’re trying to play in the payment space. So even though they’re my partner, they’re also my competitor on some levels. And even some of these big companies, they’re promoting surcharging in their platform. They can’t do it compliantly. So they’re saying, Hey, you can surcharge up to 4%, and the extra money that you’re making on that, you can pay for your debit card transactions, 

Chris Dryden (25:38):

Which we know is if you’re in any state that there’s a cap on the amount that you can charge, or it’s limited by what you are charged or it’s just prohibited or, yeah, totally. Good luck with that guys. 

Julie Douglas (25:53):

A huge company like this is telling dealers they can do that. So the dealer’s like, well, they said I could do it. Why are you telling me different? So it’s interesting for sure. 

Chris Dryden (26:04):

Yeah, I mean, it’s even more interesting because that directly violates visas 3% gap. I mean, that’s the thing that even allowing somebody to go above it, I mean, maybe there’s some secret shoppers out there, maybe not. But I find that interesting that that’s also an opportunity where you find people doing things incorrectly in the space that could actually, cause I mean, last Visa find I looked at it was extraordinary. So I mean, it could be a real problem. 

Julie Douglas (26:33):

And that one thing I talked to you about a couple of weeks ago where there’s a big player out there that’s doing rebates, so they’re way overcharging the dealer and then cutting them in on their profits. I just think that’s ruining the whole system and how it’s supposed to work. Just give these people competitive rates and make money. Don’t be dishonest, don’t do stuff like that. Again, it goes back to that reputation. So that’s the industry reputation I fight every day. Is these salespeople or companies out there that are just making fools of themselves, in my opinion. 

Chris Dryden (27:12):

Yeah. Well, I think it’ll get obsoleted to a certain degree. I mean, I feel as though there will, I mean the auto dealership space all don’t know much about, I don’t really pay attention when I drive around all that much, to be honest with you, because I basically drive around in the area I grew up in, but I don’t pay attention to dealerships all that much except that if I go to service my vehicle. And so you mentioned motorcycle dealership. I mean, there’s all sorts of dealerships that I don’t even think of. There’s probably like tractor dealerships. I mean, could be 

Jeremy Stock (27:48):

Right. RV sales is a big one. 

Chris Dryden (27:50):

Totally. Dude, I don’t even think about it as much, but I think it’s very creative what you’ve come up with Dealer pay. I know I work with you, so I actually watch your mind work and your innovation, and I am consistently impressed with it is really nice to see somebody operating at a high level every day. I mean, that’s part of the great part about my job is that I’m a lawyer. Most lawyers are horrible business people. They won’t tell you, but that’s the truth. And to get to work with really dynamic businesses such as Dealer Pay and see how you as their leader identifies different areas that most times, so here’s my plug for dealer pay. Most of the time that I talk to Julie about dealer pay, it’s because one of her customers has brought an issue to her attention that she does not know the answer to that involves something legal and that we have not discussed. 

Chris Dryden (28:54):

And she can call me and I can tell her what I think if I know, and if I don’t, which very often I don’t, then I have to go and research it. But the cool part about that is that dealer pay listens to its customers and is actually trying to find answers and solutions for them. And I know that because the work that comes to me from Dealer Pay is all about questions from customers that are using our service or going to use their service that they don’t know, and she dutifully wants to answer those questions and make dealer pay better. So I will plug you there because I do see where all that comes from, and I find it impressive that you listen to your clients, they know your product probably better than you do in ways. 

Julie Douglas (29:36):

Yeah, absolutely. And my theory to that is if one dealership has this question or problem or concern, or maybe they want something new, there’s a good chance many more do as well. So that’s kind of the thought behind it. 

Chris Dryden (29:49):

I said we use the software. I had two things in the billing module for the software system that we use that I thought every single law firm out there of any size would want it. It was something that they would use. It was if you wanted the no charge time within the same, like say somebody works five hours on something and you want to give half of that away in the system that we use. If I want to do that, I have to either no charge the whole thing or duplicate the transaction and then do half of it in half, half no charge. So you 

Julie Douglas (30:21):

Benefit me too if you had this. 

Chris Dryden (30:24):

Yes. So I went to them and I said, Hey, could you do this and can you do it so that it calculates I want to no charge this portion, and then it calculates a total with the no charge in the build time, and they said No. And I said, okay, well, everybody would want this. And they said No. I said, can I create it? They said, no. Totally. Yeah. Yeah. I mean, it’s Rocket Matter if anybody wants to know the name of that software. So then I went to them and I said, well, look, what would make my life a lot easier is if I could just duplicate the transaction by hitting a button, and then all I have to do is change the time and make it no charge. You know what that got 

Julie Douglas (31:03):

No, 

Chris Dryden (31:04):

Got a no. Nope. Totally. Jeremy was with me on this one. Absolutely. He would help me with the billing, and he would see it, and he was like, yeah, this would make it so much easier. It amazed me that they said no, because I said, look, I don’t even want anything. It says in our contract, you get all the enhancements. No problem. Right. It amazed me, and I do appreciate, based on my experiences as a customer, especially around software, I do appreciate the fact that you really listen. And I think that that’s probably throughout your organization, because I do believe that the way that you operate, the people that you hire, they’ll emulate that modeling and that I also think that you’re identifying the people that fit the mold. And so I think it’s good that you guys do that. That’s my big plug for dealer pay. Oh, 

Speaker 5 (31:53):

Thank you. 

Chris Dryden (31:53):

Yeah, for sure. I am always impressed by that, and I’m always impressed by you, and I appreciate working with you and give us your closing thoughts about what you would want to put out there out into the podcast world of what you would like to say about anything, but primarily dealer pay. 

Julie Douglas (32:14):

Sure. So just like I said, I’ve been in payments for a very long time and I’m still learning. So it’s refreshing for me to be able to provide something that I’ve had all of my career’s experience in and continue to evolve it and make new fun things that generate revenue. But yes, I like money. We all like money, but I also like that I can provide something that also helps my primary clients or my customers also make money. 

Chris Dryden (32:47):

And if you’re selling a car and you’re providing a estimate on a repair or it’s not one size fits all with all of this stuff, so the laws associated with it from the first time you see a cost associated with the dealership till you actually get to the checkout, right. There’s a lot that takes place. That in and of itself, all of the advertising laws, and I mean, it’s really kind of crazy. 

Jeremy Stock (33:16):

Awesome. Well, you guys, it has been a great conversation. I want to thank you for listening this long to the Payments Experts podcast. We’ve had our special guest, Julie Douglas with Dealer Pay. Please go find them. They are great friends of global legal law firm. Chris, thank you for joining us today in studio. Thank you for listening to this episode of The Payments Experts Podcast, a podcast of global legal law firm. Visit us online today at global legal law firm.com.