Christopher Otts

Yes.

Legacy auto companies have the existing relationships with their dealer network that can't easily be severed.

And the whole question in the Scout Volkswagen thing is, is Scout truly a new company, a new brand that doesn't have any existing dealer relationships?

Or is Scout Volkswagen by another name?

So if you looked at this store and everything that's around it and its location and took it all in context, you realize that there's no way that these sales figures are coming from the traditional way a dealership operates.

There are not 350 people a month coming into this store and buying a Jeep Wrangler or

or a Ram 1500, there must be a lot of activity that we're never seeing.

It's happening online, somebody's shopping on their couch, arranging everything, and then the vehicle is either delivered to a local place where they can go pick it up or right to their driveway.

I also, I really think there's a generational aspect to this as well.

I think across generations, most people do not like the dealership experience.

But I think younger people especially are less used to in-person interactions and potentially awkward interactions.

Carvana has always been, like, basically wanting to be the Amazon of cars.

They have focused on light touch, fixed price, digital, efficient from the beginning.

Carvana does a lot of things differently than typical dealers.

They don't have any salespeople.

They have what they call advocates, but they're very clear that there's nobody who's making a commission for selling you something.

And lots of people like that.

It turns out way, way more people than dealers might have imagined were willing to buy a car to spend tens of thousands of dollars on a car sight unseen.

It's really remarkable, actually.

Yeah.