Cameron Johnson

So

It actually can be an advantage to be in a small market.

The other thing is that we still got plenty of competition.

Everybody can go buy a car everywhere.

We just happen to have been in business a really long time.

So my great-grandfather started selling Model Ts in 1925.

And then he started the dealership here in Roanoke in 1938.

So when you have time on your side, that helps a lot of things.

And you're always hustling, though, too.

There are plenty of dealerships or other businesses that have been around longer than us that don't do well or that have failed and have gone out of business.

My average is around 350 per sale.

So if I'm selling 200 cars a month, I'm spending 70,000 in advertising, right?

So I'm probably... 10 years ago, I made the decision to get out of the newspaper.

We spent zero in the newspaper.

All of our competitors are still in the newspaper.

And so all of our competitors are still in the newspaper.

We outsell all of them combined.

So clearly, their return on investment is not very good.

But our...

Our breakdown is about probably 50% online.