Edited transcript — AI-generated audio
Episode: PIMS Marketing for Independent Propane Dealers (NotebookLM deep dive, take 2)
Source audio: pims-podcast-v2.mp3 (20:00, 1,199.6 s). Machine transcript by faster-whisper small.en,
proofread line by line against the audio; suspect spans re-transcribed with medium.en.
Both voices are AI. They are not people, not our staff and not customers. Edits correct speech-recognition
errors only (PIMS, NAP, robots.txt, ClaudeBot, radius-based rank tracking); no spoken content was added,
removed or reworded. Timestamps are the start of each line.
Known audio-side defects, left as spoken and logged in LISTEN-NOTES-v2.md: at 17:49 a host pronounces
PIMS as "Pums"; at 19:07 a host says "ensuring" (a banned word).
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[00:00] Heads up, both voices in this episode are AI, and so is the artwork.
[00:05] This is a summary of Propane Insider's own PIMS documentation.
[00:09] It is not a statement from Google or any AI company, and it is not a promise of
[00:14] rankings, citations, or leads.
[00:16] And, um, that is strictly the foundation we are working from today.
[00:19] Exactly.
[00:21] Okay.
[00:21] So let's unpack this material.
[00:23] Today we're doing a deep dive, specifically for you, the listener.
[00:28] Right.
[00:28] And, you know, by you, I mean independent propane dealers.
[00:31] Yeah, strictly independent dealers.
[00:32] Specifically, we're looking at owner-operators.
[00:34] You're running anywhere from, say, one to 50 trucks, and this is the defining
[00:40] characteristic of this entire conversation, really.
[00:42] Yeah.
[00:42] You're operating with absolutely no marketing staff on the payroll.
[00:45] Yeah, that is the reality for the operator that this documentation targets.
[00:50] I mean, if you're running one to 50 trucks, your daily reality is the
[00:54] physical operation of a propane business.
[00:57] Exactly.
[00:57] You're out there doing the work.
[00:58] You're focused on the dispatch board, uh, the routes, you know, the weather
[01:02] conditions, the weather's huge.
[01:04] Right.
[01:04] And the maintenance of the bobtails, the logistics of the bulk plant, the
[01:07] physical reality of the business just entirely consumes the day.
[01:12] It has to honestly, it is a highly demanding operational environment, and it
[01:16] is definitely not an environment where you are sitting behind a desk trying
[01:20] to like track digital tasks across the internet.
[01:23] Right.
[01:23] That physical reality is exactly where this whole deep dive starts.
[01:27] Yeah.
[01:28] Because you don't have a dedicated person in the office just, you know,
[01:31] managing digital signals all day.
[01:33] No.
[01:33] So today we're looking at a system called PIMS, and PIMS is from Propane Insider.
[01:38] That's right.
[01:39] And if we had to define exactly what it is in plain operator-to-operator
[01:44] language, purely based on this documentation, it serves as your
[01:49] whole marketing department, just all consolidated into one subscription.
[01:52] That is the, uh, the core concept of the tool right there.
[01:54] Yeah.
[01:55] It consolidates the tasks that you would otherwise have to staff internally
[01:58] or, you know, outsourced to a third party and puts it all into a single dashboard.
[02:02] It's a single dashboard, right?
[02:03] And the documentation makes the ultimate goal of this tool incredibly clear.
[02:09] The focus is exclusively on booked stops.
[02:12] Exclusively booked stops.
[02:14] Yes.
[02:14] It is a highly specific operational focus.
[02:18] It is not about, um, clicks on a screen.
[02:21] I really, really appreciate that distinction in the material.
[02:24] Because, you know, an independent propane dealer doesn't deal in abstract metrics.
[02:29] No, they don't.
[02:30] They deal in booked stops.
[02:31] So think of it this way.
[02:32] Having PIMS is basically like having a dedicated department checking the gauges
[02:36] on your business's online presence.
[02:38] I like that analogy.
[02:40] Right.
[02:40] Just like you check the gauges on the bulk plant, or you, uh, walk around
[02:44] and check the gauges and valves on the bobtails before a route.
[02:47] Yeah.
[02:47] It's routine maintenance.
[02:48] Exactly.
[02:49] This system is checking the gauges on how your business details appear across the web.
[02:53] It basically tracks the signals and it flags what needs your attention.
[02:57] That is a very accurate way to frame it.
[02:59] PIMS checks, it tracks, it flags, and it drafts.
[03:02] Checks, tracks, flags, and drafts.
[03:04] Right.
[03:05] And the documentation breaks down exactly how it functions across six distinct pillars.
[03:10] Let's get right into those pillars then.
[03:12] Starting with pillar one, which is local SEO.
[03:14] Okay.
[03:14] Pillar one.
[03:15] The immediate question I have when I look at the phrase local SEO, especially in
[03:20] the context of a propane delivery business is how PIMS handles the actual
[03:25] specific geography a dealer covers.
[03:27] Right.
[03:27] The real world map.
[03:28] Because, I mean, a standard circle drawn on a digital map and the physical
[03:33] reality of a delivery route, those are two entirely different things.
[03:37] They are completely different.
[03:38] And the documentation actually addresses this directly.
[03:41] Oh, it does.
[03:41] Yeah.
[03:42] The mechanism PIMS uses here is radius-based rank tracking, plus
[03:47] per-location optimization for every service area you cover.
[03:50] Okay.
[03:50] So radius-based rank tracking and per-location optimization.
[03:53] Exactly.
[03:54] Let's break down that service area concept though, because like we said, a delivery area
[03:58] is almost never a perfect circle.
[04:00] This is a critical clarification in the system's architecture.
[04:04] Your configured service area is the truth.
[04:06] Wait, say that again?
[04:08] Your configured service area is the truth.
[04:10] That is the baseline for everything that PIMS tracks.
[04:13] Your configured service area is the truth.
[04:16] Okay.
[04:16] That makes total sense because real delivery ranges are defined by geography
[04:21] and logistics, not just a compass.
[04:23] Exactly.
[04:23] Like you have highway corridors that stretch that footprint far outside a
[04:26] standard radius, or you have, you know, open counties where a truck might travel
[04:31] further just because the roads allow for it.
[04:34] Right.
[04:34] The logistics dictate the area.
[04:36] Yeah.
[04:36] Or even tribal service areas, like a route stretching out across the Navajo nation.
[04:41] That completely changes the shape of where a truck actually goes and where
[04:45] you provide service.
[04:46] Precisely.
[04:47] The system does not assume a shape.
[04:49] Okay.
[04:50] The configured area is what matters.
[04:52] PIMS tracks based on where you configure the system to know you actually deliver.
[04:57] Oh, I see.
[04:57] Yeah.
[04:58] It tracks the specific custom footprint of your physical operation.
[05:01] That is a vital starting point.
[05:03] You really have to measure the reality of the route.
[05:05] Exactly.
[05:06] So that's the foundation of Pillar 1.
[05:09] Let's move to Pillar 2, the Google business profile.
[05:12] Right, Pillar 2.
[05:13] The documentation outlines a specific set of mechanisms here.
[05:18] It lists auto-posting, AI drafted Q&A, and AI drafted review
[05:23] responses that you approve.
[05:25] Yes, those are the specific drafting functions it handles for the profile.
[05:29] Now, hold on.
[05:30] I want to pause and push back on this for a second.
[05:32] Okay, go ahead.
[05:33] Because when we start talking about auto-posting or, you know,
[05:36] drafted responses for Q&A and reviews, we need to establish a hard
[05:41] rule regarding control.
[05:42] Very true.
[05:43] As an operator, your relationship with your local community is everything.
[05:47] It is literally the foundation of an independent dealer's business.
[05:50] Exactly.
[05:51] Yeah.
[05:51] So I want to state directly what the documentation says about control.
[05:54] And it's this, nothing publishes without the dealer's approval.
[05:58] That is a fundamental absolute boundary of the system.
[06:01] Okay, good.
[06:01] Drafting strictly means drafting.
[06:04] PIMS drafts the responses to reviews.
[06:06] It drafts the Q&A content, but the operator always holds the keys.
[06:10] Always.
[06:10] Yes.
[06:11] Nothing goes live on its own.
[06:13] I think that is a massive point of clarification for anyone running a business.
[06:17] Like you are not handing over a microphone to a system.
[06:20] No, definitely not.
[06:21] You are simply removing the blank page.
[06:24] Yeah.
[06:24] The system drafts the text and then you, the operator read it, and
[06:28] you are the one who clicks to approve it.
[06:30] That is exactly how the mechanism works.
[06:32] Got it.
[06:32] It's designed to handle the heavy lifting of drafting the text, which
[06:36] obviously saves the time of sitting at a desk, typing it all out.
[06:40] But it leaves the final approval entirely in your hands.
[06:43] Okay.
[06:43] That makes sense.
[06:44] Moving on to pillar three, listings and NAP.
[06:48] Pillar three, yes.
[06:49] First off, just for the listener who is focused on running trucks
[06:53] and not dealing with internet acronyms all day, what is NAP?
[06:56] NAP stands for name, address, phone.
[06:59] Name, address, phone.
[07:01] Okay.
[07:01] So why is this its own entire pillar and how is PIMS
[07:05] checking this data across the web?
[07:06] Well, the mechanism PIMS uses here is tracking.
[07:10] 52 directories are tracked per location.
[07:12] 52?
[07:12] Wow.
[07:13] Yeah.
[07:13] Per location.
[07:14] And what PIMS does is it looks for mismatches in that NAP data, your
[07:17] name, address, and phone, as well as your hours and your services.
[07:20] Okay.
[07:21] And when PIMS finds a mismatch across those directories, it
[07:23] flags those mismatches for the operator.
[07:26] 52 directories.
[07:27] Let's just think about the physical reality of that for a second.
[07:30] Right.
[07:30] If a dealer without a marketing staff had to check 52 different
[07:34] websites just to see if their phone number was correct, that would
[07:38] take hours, if not days of manual labor.
[07:41] It is a massive manual task.
[07:43] Nobody has time for that.
[07:44] No.
[07:45] And the documentation names specific directories that are
[07:48] tracked within that 52 list.
[07:51] Oh, what are they?
[07:52] We are talking about Apple maps, Bing places, Yelp, Foursquare,
[07:57] the BBB, Nextdoor, MapQuest, and Yellow Pages.
[08:01] Okay.
[08:02] So those are major directories where a local community actually
[08:05] looks for business information.
[08:06] Exactly.
[08:07] So just to be completely clear on the mechanism here, if your phone
[08:11] number is like an old one on Yellow Pages or your business hours
[08:14] are listed incorrectly on Bing places, PIMS tracks that 52
[08:18] directory list, finds that the data doesn't match your baseline,
[08:21] and then flags the mismatch for you.
[08:23] Exactly.
[08:24] PIMS tracks the same name, address, and phone across 52
[08:27] directories per location and flags the mismatches for the operator.
[08:31] That's super helpful.
[08:32] It just brings the discrepancy to your attention, you know, so
[08:35] you are aware of the inconsistent information out there.
[08:38] Which brings us to pillar four, which is reviews.
[08:40] Views, yeah.
[08:41] This is always a major operational topic for any local business.
[08:44] Yeah.
[08:45] How does PIMS handle the feedback loop after a delivery or,
[08:48] you know, a service call is completed?
[08:50] So the mechanism here operates through specific channels.
[08:54] Post-service SMS asks, response automation, and sentiment
[08:58] routing to dispatch.
[08:59] Okay.
[08:59] Let's break those down because when I hear response automation
[09:02] that instantly triggers that control question we discussed in
[09:05] pillar two again.
[09:06] It does.
[09:06] And the definition remains incredibly strict here too.
[09:09] Okay.
[09:10] Response automation strictly means drafting.
[09:13] Every single reply to a review is drafted for your approval.
[09:17] Perfect.
[09:17] Nothing publishes without the dealer's approval.
[09:20] Good.
[09:20] We establish that rule and it firmly holds up.
[09:23] Now let's talk about the SMS asks.
[09:25] Right.
[09:25] Sending texts to people.
[09:27] How does PIMS actually manage that?
[09:29] This is a crucial operational detail in the documentation.
[09:32] These requests go exclusively to your own customers who opted in.
[09:36] Okay.
[09:36] It happens strictly on your say so and the opt-out is built in.
[09:41] So it's a highly structured permission based mechanism.
[09:44] Extremely structured.
[09:45] It is exclusively your own customer list like people who
[09:49] have actively opted in to receive messages from your business.
[09:53] Yes.
[09:54] The requests are initiated strictly on your say so and that
[09:57] opt-out mechanism is just built directly into the system.
[10:00] That is exactly correct.
[10:01] And when a review does come back from one of your customers
[10:03] the sentiment routing flags it for dispatch.
[10:06] So your dispatch team or your office can see exactly what kind
[10:10] of feedback just came in from a recent stop.
[10:12] Right.
[10:13] They see it right away.
[10:14] Now there are two other critical facts about reviews in this
[10:17] documentation that we really need to unpack.
[10:19] Okay.
[10:19] What's the first one?
[10:20] The first is about schema rich results.
[10:22] The documentation notes that schema rich results become
[10:25] eligible at five genuine crawlable reviews.
[10:28] Yes.
[10:29] The threshold mentioned in the documentation is exactly that five
[10:32] genuine crawlable reviews.
[10:34] Five genuine crawlable reviews.
[10:36] Right.
[10:37] That makes the profile eligible for schema rich results.
[10:40] Got it.
[10:41] And the second fact and this seems like a very strict operational
[10:44] rule is that PIMS never does any review gating.
[10:48] Never.
[10:49] The documentation is extremely explicit on this point.
[10:52] Okay.
[10:52] There is no review gating ever.
[10:55] Okay.
[10:55] So just to recap where we are, we've covered the tracking of
[10:58] the configured service area geography, uh, the drafting for
[11:01] the Google business profile, the tracking of name, address, and
[11:04] phone across 52 directories and the structured mechanism for
[11:08] those SMS review asks.
[11:10] Yep.
[11:10] That's four pillars down.
[11:12] Let's transition to pillar five, which is the vendor blog.
[11:14] This is all about content generation.
[11:16] Yes.
[11:16] The mechanism for pillar five is that PIMS drafts one to two
[11:20] posts per week, one to two posts per week.
[11:23] Right.
[11:23] And these posts are drafted in your voice.
[11:25] They cover your topics and they are focused entirely on
[11:28] your service area.
[11:29] So again, we're looking at a system that handles the
[11:31] heavy lifting of drafting.
[11:32] Exactly.
[11:33] It drafts the content based on that specific configured service
[11:36] area we discussed back in pillar one, basically giving
[11:38] you material tailored to your local operation.
[11:41] Exactly.
[11:42] It drafts the material.
[11:43] So it is just ready for you to review and utilize, which
[11:46] leads us nicely to the final pillar, pillar six, pillar six
[11:50] AI search or AEO.
[11:53] Now this isn't an entirely new digital landscape for a
[11:56] lot of people.
[11:57] How does PIMS approach AI search, AEO?
[12:00] The mechanism PIMS utilizes here is per-engine optimization
[12:04] plus entity-authority signals.
[12:06] Okay.
[12:06] Per engine optimization and entity-authority signals.
[12:10] Let's frame that strictly in terms of what PIMS
[12:11] actually does for the dealer.
[12:13] Yeah.
[12:13] We must use very strict framing here based entirely
[12:16] on the documentation.
[12:17] PIMS is built so AI engines can find and cite
[12:20] the dealer.
[12:21] That's it.
[12:22] So it basically provides those entity-authority signals
[12:25] so that the engines have the structured data they're
[12:27] looking for.
[12:28] That is the exact mechanism.
[12:30] I mean, the operator is wanting a physical business
[12:32] in the real world, right?
[12:33] Yeah, they're in the trucks.
[12:34] PIMS is just built to provide the digital entity
[12:36] authority signals.
[12:38] So AI engines can find and cite that exact business.
[12:41] That is a very clear operator focused way to look at it.
[12:44] So that covers all six pillars.
[12:46] It does.
[12:47] Local SEO with 
[12:51] with radius-based rank tracking, Google business
[12:53] profile drafting, listings and NAP tracking across
[12:56] 52 directories, reviews with opted in SMS asks,
[13:00] the vendor blog drafting one to two posts per week,
[13:03] and AI search, AEO.
[13:06] That's the whole suite.
[13:07] Now here is where this conversation gets
[13:09] incredibly important.
[13:11] We really need to talk about the honest limits
[13:12] of this software.
[13:13] Yes, this is a vital part of the documentation.
[13:16] Because it defines exactly how the software
[13:18] interacts with a dealer's existing digital
[13:21] infrastructure.
[13:22] Exactly.
[13:23] So let me ask a direct technical question that
[13:25] literally any owner-operator would have right
[13:27] about now.
[13:28] Does PIMS go in and edit the code on a dealer's
[13:31] website?
[13:32] The plain truth in the documentation is no.
[13:34] No.
[13:34] Okay.
[13:35] PIMS audits and it flags.
[13:36] It does not edit your website.
[13:38] Auditing versus editing.
[13:39] That is a massive operational boundary.
[13:41] Massive.
[13:42] It looks at the site from the outside.
[13:43] It audits the signals and it flags things for
[13:45] you, but it definitely does not edit the site.
[13:48] Yes.
[13:48] The mechanism is that it surfaces single line fixes
[13:51] in plain language for the operator.
[13:53] Single line fixes in plain language.
[13:55] Do we have an example of what that actually looks
[13:57] like in practice?
[13:58] We do.
[13:59] The documentation provides a very specific example
[14:01] of this.
[14:02] Okay.
[14:02] PIMS might surface a flag pointing out, quote,
[14:06] your robots.txt blocks ClaudeBot — add Allow.
[14:10] Your robots.txt blocks ClaudeBot — add Allow.
[14:13] Right.
[14:14] So instead of a massive confusing technical
[14:16] report that you can't read, it identifies the
[14:18] exact line of code, tells you what it is in plain
[14:21] English and tells you exactly what to add.
[14:23] Exactly.
[14:23] And then you, the operator, are the one who
[14:25] actually applies that fix to your site.
[14:27] Precisely.
[14:28] You maintain total control over your own websites
[14:30] code and its infrastructure.
[14:32] I love that.
[14:33] Yeah.
[14:33] PIMS simply provides the audit and flags the
[14:36] necessary one line fix for you to apply.
[14:38] I really appreciate that boundary.
[14:40] It keeps the control firmly in the hands of
[14:42] the business owner.
[14:43] It does.
[14:44] Now, what about when PIMS provides a score?
[14:47] Because the documentation mentions a zero to
[14:49] 100 score.
[14:50] Yes.
[14:51] So whenever PIMS provides that zero to 100 score,
[14:54] it always comes with a specific fix list.
[14:57] It comes with the fix list.
[14:58] So you know exactly what the audit actually flagged.
[15:00] Exactly.
[15:01] And there is a very strict caveat attached to
[15:03] that score, isn't there?
[15:05] Let me read it exactly as it's written in the
[15:07] pack, quote, representative sample via web
[15:10] search, not a direct measurement.
[15:12] That is a crucial piece of context,
[15:14] right there.
[15:14] The score is a representative sample via web
[15:17] search, not a direct measurement.
[15:19] It is strictly auditing the external signals
[15:22] that are publicly available.
[15:24] Okay.
[15:24] Let's pivot and talk about the proprietary assets
[15:26] mentioned in the documentation.
[15:28] Because there is a mention of city pages.
[15:31] Yes.
[15:31] There is a specific clarification needed here
[15:33] regarding those assets.
[15:35] The documentation states the 294 city pages
[15:38] are the pages we already run on Propane Insider.
[15:41] The 294 city pages are the pages we already
[15:43] run on Propane Insider.
[15:46] Okay.
[15:46] So those specific pages belong to Propane
[15:48] Insider itself, right?
[15:49] But what does the listener, the Propane
[15:51] dealer actually get when it comes to city
[15:53] pages for their own use?
[15:55] The listener gets a city page for every
[15:58] town inside their configured area.
[16:00] Going back to that configured service
[16:01] area from pillar one.
[16:03] Exactly.
[16:03] Tying it all together.
[16:04] So if your physical footprint covers say 15
[16:07] different towns, you get a city page for
[16:11] every single town inside that specific
[16:13] configured area.
[16:14] That is correct.
[16:15] It is based entirely on your configuration.
[16:17] Okay, cool.
[16:18] There's also a mention of a newsletter
[16:20] audience in the documentation.
[16:22] Yes.
[16:23] The Propane Insider newsletter audience
[16:25] of 31,996 subscribers.
[16:28] 31,996 subscribers.
[16:31] Right.
[16:31] But it is important to clarify the nature
[16:33] of this audience.
[16:34] This is Propane Insider's own
[16:36] distribution audience.
[16:37] So that is a distribution audience
[16:38] for the publication itself.
[16:40] Yes.
[16:40] It is definitely not a list of leads being
[16:42] handed to the dealer.
[16:43] It is directly their own distribution
[16:45] audience.
[16:45] All right.
[16:45] Let's lay out the plain terms of the
[16:47] software.
[16:47] Okay, the terms.
[16:48] If an owner-operator running trucks without
[16:51] a marketing staff looks at these six pillars,
[16:55] you know, the tracking, the drafting, the
[16:56] flagging, the audits, and decides they
[16:59] want this whole marketing department in a
[17:00] single dashboard, what are the actual terms?
[17:04] It is a month-to-month service and it
[17:07] cancels on 30 days' notice.
[17:09] Month to month service cancels on 30 days
[17:11] notice, very straightforward.
[17:13] Very.
[17:13] I also see a note here about a specific
[17:15] price lock.
[17:16] Yes, the founding partner price lock
[17:18] spans 24 months.
[17:19] Okay.
[17:20] So the founding partner price lock spans
[17:22] 24 months, but the service itself remains
[17:24] month-to-month and cancels on 30 days
[17:26] notice.
[17:27] Correct.
[17:28] Is there a reference we can share of an
[17:29] operator currently using this system?
[17:31] There is a single reference provided in
[17:34] the documentation for this.
[17:35] Oh, who is it?
[17:36] Southwest Propane runs it across three
[17:38] locations in New Mexico.
[17:39] Southwest Propane runs it across three
[17:41] locations in New Mexico.
[17:42] Got it.
[17:42] Yeah.
[17:44] So what does this all really mean when we
[17:47] step back and look at the whole picture?
[17:48] Well, if we synthesize all of this
[17:50] information, PIMS is a highly structured
[17:53] tool designed for a very specific type
[17:56] of operator.
[17:57] Yeah.
[17:57] It respects the strict boundary between
[17:59] auditing and editing, and it maintains the
[18:02] operator's total control over publishing
[18:04] and communication.
[18:05] It really is a system built entirely
[18:08] around checking, tracking, flagging, and
[18:10] drafting.
[18:10] That's the core of it.
[18:12] It is a neutral operator-to-operator tool.
[18:15] It basically lets you manage what would
[18:17] normally be a whole marketing department's
[18:19] worth of daily digital tasks from a
[18:21] single dashboard.
[18:22] Right.
[18:23] All while you focus on the physical
[18:24] realities of running the dispatch board
[18:27] and keeping the trucks moving out on
[18:28] the road.
[18:28] And the architecture of the entire system
[18:31] really reflects the background of its
[18:32] creator, Bill Stomp.
[18:34] Oh, right.
[18:34] Yeah.
[18:34] Bill Stomp ran 87 branch offices across
[18:37] 12 states over a 25-year operator
[18:40] career, combat veteran, and has since
[18:43] helped 200-plus propane companies.
[18:45] Wow.
[18:45] That is a serious operational background
[18:47] in this specific industry.
[18:48] It really is.
[18:49] And it makes perfect sense why the tool
[18:51] focuses so heavily on the practical
[18:52] realities of the business.
[18:54] Yeah.
[18:54] You can tell it's built by an operator.
[18:55] Totally.
[18:56] Tracking the actual configured service
[18:58] areas, initiating SMS asks strictly to
[19:01] opted-in customers on the dealer say
[19:03] so, providing one line plain language
[19:05] fixes and just ensuring nothing
[19:08] publishes without the dealer's
[19:09] approval.
[19:11] It is built for someone actually
[19:12] running trucks.
[19:13] It's built for the physical reality
[19:15] of the job, which leads me with a
[19:17] final thought for you to mull over
[19:19] today.
[19:19] Okay, let's hear it.
[19:20] The modern online landscape with all
[19:22] the directory listings, AI search,
[19:24] AEO and constant profile updates.
[19:27] It isn't about changing how you
[19:28] operate your physical business.
[19:30] Right.
[19:30] You know how to deliver propane.
[19:32] You know your routes and you know
[19:34] your community.
[19:34] Exactly.
[19:35] This is simply about auditing the
[19:37] digital signals you're putting out,
[19:39] applying plain one line fixes when
[19:41] a mismatch is flagged in your NAP data
[19:44] and just making sure all your hard
[19:45] work on the ground is properly
[19:47] structured so that AI engines can
[19:49] find and cite the dealer where
[19:51] your local community is already
[19:52] looking.
[19:53] It's really just about auditing
[19:54] those external signals.
[19:55] Exactly.
[19:56] Just checking the gauges.
[19:57] Thanks for doing this deep dive
[19:58] with us.