OTSS Podcast

Kahn Media
  • 5.0 (6)
  • Entrepreneurship
  • Updated Biweekly

This is the guiding principal behind most new businesses, the entrepreneurial "eat or be eaten" ethos that drives the builders, the doers and the risk-takers responsible for history's greatest brands and companies. www.otsspodcast.com

  1. OTSS Podcast - Dan Kahn

    2d ago

    OTSS Podcast - Dan Kahn

    When Dan Kahn isn’t hosting “The Only The Strong Survive” podcast, he serves as CEO of Kahn Media and the outdoor-focused TREAD Agency. Both agencies offer a wide range of innovative marketing services to everything from small startups to mid-size companies to massive OEMs. His “day job” of leading both agencies and over two decades of experience give Dan deep insight into the marketing landscape and the many challenges brands currently face. In this unique solo episode of “Only The Strong Survive,” Dan takes a break from the podcast’s usual format. Instead of interviewing a guest, he takes time to reflect on how modern marketing is rapidly changing and what brands can do to stay ahead. Click on the icon above to listen to the entire insightful episode, and here are our top takeaways: * There is a huge shift in consumer behavior happening right now. * The current marketing landscape is stuck between two different economies. * Building brand authenticity is still one of the best ways to connect with consumers. * Breaking through to consumers without damaging your brand is vital. The Big Shift One massive change Dan explains is happening right now is the shift from an attention economy to a filtering economy. Most of us are familiar with the attention economy, where brands that make the most “noise” tend to win. However, that is now being replaced by an environment in which marketing messages are “filtered” before ever reaching consumers. “We have become completely overwhelmed with content. What that means now is people are relying on third parties to sort and prioritize that content for them,” explained Dan. “That could be an algorithm on a social platform, it could be AI in your Gmail helping you organize spam from emails you are getting directly from your coworkers or it could be even something like an LLM. Those filters are helping people assess what information they want from the stuff they don’t want.” The New Grey Area AI acts as a large-scale filter, providing an ever-increasing number of consumers with product information and recommendations. Its mass adoption has helped to usher in a new filtered economy. However, according to Dan, that shift isn’t fully complete, leaving brands having to operate in a grey area between an older attention economy and a newer filtered one. “It is one of the biggest shifts in consumer behavior that has happened in the last century. We don’t even know when that transition will be completed because we are still certainly living in this transitional phase right now,” said Dan. “The attention economy does still function, and the filtering economy is still coming online. The number of people adopting AI for decision-making is doubling about every six months, and at this point, the most recent study I read said over 1 billion people on Earth have now used AI in the last month.” Future Proofing Your Brand Many companies are struggling with this huge shift in consumer behavior. How does one stand out when there are now multiple filters between a brand and consumers? For Dan, the answer is to lean hard into building an authentic brand as it will always be the best way to connect with your customers. “How do you future proof your business? How do you figure out how to stand out in a world where algorithms and LLMs are making a lot of decisions for you? Well, one of the ways you do it is through authenticity,” said Dan. “To me, branding is not just a logo. Your brand is who you are, what you stand for and your values. It is what it says about a person or a customer when they buy your product. What are they aligning themselves with?” The Challenge Some brands are looking for gimmicky ways to break through the new filters and gain attention. However, the recent Ferrari Luce launch and highly questionable Jaguar rebrand are good examples of how that tactic can fail. The biggest challenge is connecting with consumers in a way that doesn’t damage your brand, which requires longer-term thinking and a deeper understanding. “How do you stay loyal and true to the values that brought you to the customer in the first place while also being visible enough that you can break through that filtered economy and get the algorithms and the LLMs to recommend you? That is the challenge, and it is an interesting one,” said Dan. “You can turn the hard stuff into good stuff if you are willing to understand how this transitory ecosystem we are living in actually works.” This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit www.otsspodcast.com

    36 min
  2. Dave Cole, Co-Founder of King of the Hammers & President/CEO of Hammerking Productions

    May 21

    Dave Cole, Co-Founder of King of the Hammers & President/CEO of Hammerking Productions

    In the world of motorsports, some races test your outright speed, and then some test the absolute limits of mechanical and human endurance. Falling squarely into the latter category is King of the Hammers (KOH), widely recognized as the toughest one-day off-road race on the planet. What started as a casual challenge among 12 friends in 2007 has evolved into a massive, week-long global phenomenon that draws over 80,000 spectators and hundreds of elite race teams to the rugged terrain of Johnson Valley, California. At the helm leading that dramatic transformation after founding the race in 2007 is Dave Cole. In this episode of the “Only The Strong Survive” podcast, host Dan Kahn speaks with Dave about what it took to transform KOH and the many lessons he learned along the way. It is an amazing look at entrepreneurship on a grand scale. Click on the icon above to listen to the entire episode, and here are our top five takeaways: * Keeping to the middle can minimize ups and downs. * Build your vision and stick to it. * Overcoming challenges is all about getting people to work with you. * You have to pay attention to the next generations. * Listening is a critical part of leadership. Play the Middle There have obviously been many highs and lows in turning KOH into what it is today. All of them could have easily created an emotional rollercoaster that would have challenged the sanity of any entrepreneur. However, Dave created a unique way to handle the ups and downs and keep pushing forward. “I don’t ever remotely think about the mistakes of yesterday. I just go forward, go forward and go forward,” said Dave. “I also don’t celebrate the wins either because if you go up with the wins, you have to crash hard with the losses. If you find some way not to go too high with the wins, then you won’t crash as hard with the losses, and you will still be in the middle. If you keep to that middle part, you can keep going the next day.” Stop Chasing Everything One of the pivotal moves Dave made early on was to avoid morphing KOH into what a big sponsor wanted. With the natural ebb and flow of sponsors, KOH could become something it shouldn’t be. Instead of chasing big sponsors, Dave focused on building KOH as he envisioned, and then sponsors approached him. “I stopped trying to chase the big single-title sponsors, which seemed to be what everyone would go after. If you do that, you are building your event around what they need, and that could change every three years when their marketing budget changes,” said Dave. “If you build the event to what you need and they find value in what you are doing, you can just keep plugging away.” The Secret to Overcoming Challenges If there is one thing Dave has become a certifiable expert in, it is overcoming challenges. Turning a dry lakebed into a city, running a massive race on BLM land and livestreaming the entire event from the middle of nowhere have all posed major challenges. However, Dave has overcome them all by sticking to one philosophy. “No matter what the challenge is, your challenge is enrolling people to be your supporters rather than your detractors. That is the constant battle. It doesn’t make a difference if you’re making a race or trying to be elected president or whatever,” said Dave. “All you are doing is working with people to get them in one way or another to work with you. As soon as you can achieve that, then everything is easy, no matter what the technical hurdle is.” Building the Next Generation Ultimately, if you want any form of motorsports to be a long-term success, you have to ensure there is another generation coming. To accomplish that is the Ultra4Next Training & Workforce Development Center in Kentucky. It provides youth with technical and skill development in the motorsports industry, along with career pathways. “If we are going to be the most awesome form of motorsports or the best sport period, we have to have the best people. If we want to make new technology, then we have to have the best people,” said Dave. “I want the smartest people to come do what we do. Turns out it is pretty exciting work, and people want to do it, but they just need a path. “ Listening is a Superpower Some people mistakenly think of leadership as nothing more than telling others what to do. While that is a component of it, listening to people is just as important. It is a critical skill that Dave wishes he had learned earlier in his career. “I didn’t listen enough. I am finding out now that the more I listen, the better off I am. I know I hardly did any of it (listening) back then. I think it was a bit of a give-and-take then. You needed a certain mix of not giving a s**t. It is hard to do that and have listening skills,” said Dave. “Now, you can listen to people, and you can hear them tell you exactly what you need to hear. You just have to listen.” This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit www.otsspodcast.com

    1h 13m
  3. OTSS Podcast X The Garage Agency

    May 7

    OTSS Podcast X The Garage Agency

    Brett Caslow followed in his father’s and grandfather’s footsteps, joining the family business of selling automotive paint to jobbers. After learning the ropes, he then landed a job at 3M, where he put his extensive experience to work in sales, sales training and marketing. Even though Caslow worked for a major corporation, he always describes himself as a “light blue collar worker,” sticking close to the auto body shops and owners he interacted with daily. Now, Caslow lends his extensive expertise to The Garage Agency. Kahn Media’s latest offering, The Garage Agency, specializes in helping collision repair facilities keep their bays full with a host of marketing services. Custom websites, local SEO optimization, social media management, AI search visibility enhancement, review boost programs and more are all offered in affordable packages. On this episode of the “Only The Strong Survive” podcast, Caslow shares his deep insight into the current state of the auto body shop industry and the challenges it faces with host Dan Kahn. The discussion is a unique look into a sector that doesn’t get much fanfare but is almost a $40 billion industry. Click on the icon to listen to the entire episode, and here are our top five takeaways: * The auto body industry is constantly changing. * Shops can struggle with adapting to a modern marketing environment. * Google reviews play a huge role in shop selection. * Most shops overlook important website metrics. * Finding skilled labor will soon be a struggle. The Auto Body Industry is Rapidly Changing One trend Caslow quickly points out is how collision repair facilities are transitioning from a reputation of dirty, disorganized shops to more professional organizations. That change is also coupled with investors now looking at auto body shops as a source of revenue. Both factors have brought rapid change to the industry. “The industry is now understanding that we can’t present ourselves as dirty collision shops. We have to present ourselves as professional corporations like everyone else does,” said Caslow. “Now, people are also investing in shops. They might not come from that space, but are looking for shops to buy and figure out how to make money doing it. There is now a mix of intimate industry knowledge and people buying up shops, so it is a nice combination.” Modernization is a Challenge Adapting to an era where most customers find shops online can be a struggle. Many shop owners are busy people and have little time to stay on top of changing algorithms and best website practices. That is where Caslow sees The Garage Agency making an impact. “Websites in general, and why I am so drawn to this (The Garage Agency), are a huge miss for our industry right now,” said Caslow. “Our job is to help them understand that they can have a beautiful website, but if it is not doing all the right things, it is not going to make a difference. That is some of what The Garage Agency does. We take a strong look at what they are doing from a website standpoint.” Google Reviews are Gold The critical role Google reviews play often gets lost in shops’ struggle to modernize. Those reviews now make a bigger impact than a personal referral in selecting an auto body shop. Caslow sees helping shops get more reviews and manage them as vital for The Garage Agency. “We choose our providers based on Google reviews. It is amazing in our space how many great shops only have 20 reviews just because they are not using the system effectively. They should have 220 five-star reviews,” said Caslow. “Referrals are still great and still a core part of it, but they are not the core part of it anymore. There are bigger things going on in the industry than that.” Metrics Matter Your shop can have a beautiful-looking website, but it doesn’t matter if it doesn’t deliver results. A big part of getting those results from your website is paying attention to the right metrics. If you are too busy or don’t understand the role those metrics play, getting with an agency that does is a wise idea. “The other big miss I would say in almost all websites is that they are not tracking metrics on who is visiting, keyword searches and SEO,” said Caslow. “Understanding the behind-the-scenes of what is happening is important: who is coming to the website, what they are doing when they get there, which links they are clicking and who is setting appointments. All of those are the next big steps for your website that we don’t see often. Most of them are informational and not transactional.” The Skilled Labor Problem As the average age of auto body shop technicians rises, finding skilled labor is a challenge. Thankfully, vocational and trade schools are coming to the rescue. And, with fears of AI taking jobs, interest in them is higher than ever. “In the collision industry, one of our biggest concerns is finding skilled labor in the next 20 years. The current age of most of our technicians is 50-plus,” said Caslow. “Our vocational schools are now doing a great job of trying to recruit kids. It used to be the kids who were trouble in school and maybe didn’t have a future in the education system, you would throw them in the auto body class. That is not the case anymore, as vocational and trades are the new four-year degree in this country.” This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit www.otsspodcast.com

    53 min
  4. Mike Spagnola, CEO of SEMA & PRI

    Apr 23

    Mike Spagnola, CEO of SEMA & PRI

    The automotive aftermarket is a massive economic force, generating $53 billion in annual sales and a total economic impact of $337 billion. At the helm of its most influential organization, the Specialty Equipment Market Association (SEMA), is Mike Spagnola, a lifelong enthusiast who transitioned from building companies to leading the entire industry as SEMA’s CEO. Spagnola’s automotive journey began from an obsession with the sounds, sights and smells of muscle cars rumbling past his childhood home. His career was then ignited by a $200 scholarship from industry legend Mickey Thompson, which he won as the top student in his high school auto shop class. Before leading SEMA, Spagnola spent decades in the trenches of the automotive industry, most notably by building Street Scene, a business that became a fixture in the lowered-truck, muscle-car and tuner market. On this episode of the “Only The Strong Survive” podcast, Spagnola shares with host Dan Kahn the vital role SEMA plays in the automotive aftermarket industry and what he has learned from his many years in the business. Click on the icon above to listen to the entire episode, and here are our five top takeaways: * Advocacy for the industry isn’t flashy, but it is vital. * You have to make your “tent” bigger. * At the SEMA Show, it is about finding a balance between B2B and consumer audiences. * Learning to delegate is a powerful skill. * A shared passion can bond anyone. Advocating For and Protecting the Industry One of SEMA’s most critical functions is its extensive advocacy for the industry in Washington, D.C. The organization has tripled its government relations budget to protect enthusiasts’ rights to modify their vehicles and access to public lands for recreation. While it might not get as much attention as the SEMA Show, doing so is vital for the industry’s future. “We have to stand up for our rights to continue to be able to modify, continue to be able to do off-roading and continue to be able to have racetracks available,” said Spagnola. “In the off-road community, they say, ‘No trails, no sales.’ It is more than just protecting trails; it is really protecting that lifestyle.” Expanding SEMA’s Tent Under Spagnola’s leadership, SEMA is actively expanding its reach into the powersports and the off-road lifestyle markets. By bringing these segments further under the SEMA “tent,” the organization hopes to provide better representation and protection for all forms of motorized recreation. SEMA’s recent purchase of the Off-Road Business Association (ORBA) and the inclusion of side-by-sides at the upcoming SEMA Show are a reflection of its commitment. “Through the purchase of ORBA and some of the other things we are doing, we are really paying attention to the whole off-road community now,” said Spagnola. “We want to make sure they are protected, and we want to see them grow. We are going to be doing a lot of work this year at the SEMA Show and are doing a full powersports area and starting to grow West Hall with trucks, off-road trucks and side-by-sides.” The Evolution of the SEMA Show The SEMA Show is easily the largest gathering of the automotive aftermarket industry in the world. However, there has always been a struggle with whether the show should be strictly business-to-business or more consumer-facing. For Spagnola, it is about balancing the needs of all SEMA members while continuing to evolve the show. “There are still lots of mom-and-pop guys that come to the SEMA Show every year, so we need that business-to-business connection,” said Spagnola. “A lot of people now are just looking for eyeballs and branding. They just want to make sure that the consumer sees them and knows them. If you take a Meguiar’s or even Ford Motor Company, they want to see consumers and show their products to them. So you do need a consumer side, which is what we do now on Fridays and with the outdoor activities.” Don’t Be Afraid to Delegate Reflecting on his career, Spagnola identified delegation as one of his greatest early challenges. Early on, he believed in leading by doing every task himself, but he eventually realized the value of empowering his team. He now focuses on providing support and encouragement rather than trying to be “the guy that’s the best at everything.” “I really had to learn to delegate. I really had to learn to trust. I really had to learn to surround myself with the best people,” said Spagnola. “That even involves your ego sometimes, with saying that you are going to let them do it to the best of their ability and trust them to do it and continue to trust them until there is a reason not to.” We All Share a Passion It is not hyperbole to say that we live in extremely polarized times. However, one thing that unites many people, regardless of who they are or where they live, is a shared passion for cars. No matter where Spagnola travels across the world, he always seems to find and form a bond with other car people. “I’ve said for years I think we could solve world peace if we just talked cars,” said Spagnola. “We find each other, and we share that love and that passion that, I don’t know if I can put the right words together, but you just start to smile and chuckle and find this common ground. People can be so polarized today, yet when you start talking about cars and who they are and what they drive, it’s just fun. It’s just cool”. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit www.otsspodcast.com

    1h 17m
  5. OTSS Podcast X Growth Garage: How Video is Driving Modern Marketing

    Apr 9

    OTSS Podcast X Growth Garage: How Video is Driving Modern Marketing

    Attention is harder to earn than ever, and video is becoming the tool brands rely on to break through. At the latest Growth Garage Lunch and Learn, Kahn Media unpacked one of the biggest shifts in marketing today: how video is driving attention, engagement and action. Hosted by Kahn Media’s Michael Serrano, the session featured insights from David Kennedy of the NHRA and Jordan Perri of Hoonigan, who shared what’s working, where brands are missing the mark and how to build a smarter video strategy. We loved this conversation so much that we decided to release it on our podcast. Here were our biggest takeaways from the conversation. Why Video Matters More Than Ever Brands are no longer just competing with each other. They are competing for attention in a landscape shaped by creators, algorithms and constant scrolling. The takeaway: Success doesn’t come from doing more content. It comes from creating the right videos for the right audience, platform and purpose. For brands getting started, that means understanding who you are, who your audience is and what kind of story only your brand can tell. After that, build content that is authentic, manageable and designed to connect. Start With Identity, Not Trends A key theme from the discussion was the importance of starting with an identity. For legacy brands like the NHRA, that means understanding the history and foundation that shaped the brand, then translating it into modern formats. The framework is simple: Start with your history, your brand identity and your audience, then build content that clearly connects all three. Each piece of content should also have a defined role. Too often, brands try to make everything do everything, instead of being intentional about what each post is meant to accomplish. Different Platforms Need Different Strategies One of the most practical takeaways was the need for platform-specific thinking. You cannot treat every channel the same. Content built for YouTube will not automatically work on Instagram, and vertical social content will not translate into long-form content. Yet many brands still create one asset and push it everywhere, leading to underperformance. The better approach is to plan distribution early and build content for how people actually consume it on each platform. Video Should Drive Behavior, Not Just Views Another standout insight was the importance of focusing on behavior. For NHRA, success is not just about views. It is about getting people to attend events, engage with the sport and become part of the community. For marketers, this reframes success. Instead of focusing on impressions, the question becomes whether content is driving action, whether that is engagement, sharing, exploration or long-term loyalty. Those are the signals that build real momentum. Authenticity Still Wins Authenticity came up repeatedly throughout the Growth Garage discussion. Audiences can quickly tell when content feels forced, trend-driven or disconnected from the brand. The panel pushed back on the idea of “going viral,” emphasizing that strong content comes from clarity and consistency, not chasing reach. At the end of the day, brands need to show up in a way that feels natural to both the platform and their identity. How to Know if Your Strategy is Working While metrics like views, watch time and shares matter, they only tell part of the story. The stronger signal is sentiment. How people respond to your content, whether they engage meaningfully, share it or come back for more, is a better indicator of impact than surface-level numbers. Content that sparks real interaction and community is a sign that it is resonating. Before the Camera Rolls, Get Clear on the Goal Strong video content starts before production. Brands need clarity on the goal, the audience, the platform and what success looks like before anything is shot. The more clearly the story is defined upfront, the easier it is to execute effectively. When content is built with that level of intention, it performs better and delivers more value. The Hook Matters but So Does the Experience The first few seconds still matter. Attention is earned quickly and lost just as fast. But effective hooks are not about gimmicks. They are about creating immediate interest and pulling the viewer into the experience in a way that feels natural. If the content makes the audience feel like they are part of the moment, it is far more likely to hold attention. The Big Takeaway The clearest message from this session was that effective video content starts with intention. The brands getting it right are not chasing every trend, reposting the same asset across every platform or optimizing for vanity metrics. They are creating content with a clear purpose, a strong understanding of their audience and a thoughtful approach to where and how that content appears. That is the real attention shift. Attention is no longer something brands can assume they will get. It has to be earned through relevance, clarity and authenticity. When video is built that way, it becomes one of the most powerful tools a brand has to capture attention, build connection and drive action. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit www.otsspodcast.com

    1 hr
  6. Danny Combs, Director of the Colorado Disability Opportunity Office

    Mar 26

    Danny Combs, Director of the Colorado Disability Opportunity Office

    Danny Combs didn’t set out to be the head of a non-profit that makes a huge difference in the lives of neurodivergent individuals. In fact, he spent most of his high school years working in the trades in the summer before serving a stint in the Air Force. After that, he moved to Nashville to pursue a music career.However, it was the birth of his son that radically changed Danny’s trajectory. After his son was diagnosed with autism, Danny found that most of the programs designed to help his son were deficit-based. Instead of telling his son what he was good at, the programs told him everything he needed to improve. Danny looked for programs that would focus more on his son’s abilities but couldn’t find any.That fact led Danny to create TACT, a Colorado-based nonprofit that teaches vocational skills to neurodivergent individuals and helps them find jobs. He would also become the director of the Colorado Disability Opportunity Office, a state-led organization that maximizes support for new and innovative programs benefiting Colorado’s disability community. In this episode of “Only The Strong Survive,” Danny discusses with host Dan Kahn why he started TACT, its critical mission and how neurodivergent people can make a positive impact in today’s workplace. Click on the icon above to listen to the entire episode, and here are our top five takeaways: * The trades offer great career paths for neurodivergent individuals. * Changing the traditional educational model to better fit the needs of TACT’s students required radically different thinking. * Creating TACT required a “just do it” mentality but also the right team. * The focus and loyalty of neurodivergent people can make them ideal employees. * It is time for business owners to question the narrative built around autism. There is a lot of Opportunity in the Trades (Especially for Neurodivergent People)The massive increase in college costs and the rise of AI have led many people to consider vocational opportunities instead. With the previous focus on jobs that require degrees, there are also many unfilled jobs in the trades. These facts align perfectly with TACT’s mission and are a huge benefit for its neurodivergent students who might not thrive in a traditional college setting.“The trades offer so many opportunities. I think part of the reason TACT has such a high placement rate is that those businesses (in the trades) are seeing how talented our kids are. They are recognizing that, oh my gosh, this is an untapped talent pool,” said Danny.“When TACT started, it was me driving around in a ’58 Chevy, pretty much begging them to hire our graduates and look at all the things they can do. Now they come to us.” A Shift in ThinkingFounding TACT required some significant shifts in thinking. First, Danny wanted to create an organization that focused on the abilities of autistic individuals instead of their supposed deficits. He also wanted to abandon the traditional time-based educational model, where people spend a fixed amount of time in programs before advancing. Both shifts played key roles in the success of TACT and its students.“At TACT, it is competency-based rather than timetable-based. So you and I went to high school for four years, and if we went to college, it was for four years. If you ask any educator why it is four years, nobody knows,” said Danny. “It seems to be this arbitrary number that we have come up with. But if you can do the job and you can develop the skills, why can't you just move along at that point?” Just Do ItCreating TACT seemed like a giant undertaking, but Danny’s advice for anyone considering something similar is to just do it. While he threw himself at TACT with an almost reckless abandon out of sheer passion, he was smart enough to surround himself with the right people. Recognizing where he needed help was key to TACT’s survival and success.“It (starting TACT) was very, I wouldn’t say foolish or reckless, but more like a dad throwing everything into it and just going for it,” said Danny. “My education and trade background helped, but I had never written a grant before and didn't understand how it worked. Or how it works with the state and federal governments. I surrounded myself with people who did know all of that, and thankfully, those people have always ensured everything we do is very much above board.” Locked In and LoyalMany neurodivergent individuals possess a unique skill sorely missing from much of today’s workforce: the ability to focus completely on a task until it is done. They are also highly appreciative of those who hire them and stay loyal to those employers. These facts can make them extremely talented and valuable employees.“When you look at our graduates, they are on task. They do not want to talk about what they saw on Facebook, what they did at the bar last night or who won the Broncos’ game. They want to work. That is what they want to do, and they are there to work,” said Danny. “Likewise, they are incredibly loyal. Once they get placed, they are not looking to go to theshop across the street for a quarter more because they are happy and feel valued and respected.” Questioning the NarrativeFor business owners thinking of employing neurodivergent individuals, Danny notes that it is important to question the traditional narrative built around autism. By doing that and keeping an open mind, they can wind up with an awesome employee. Hiring someone with autism also isn’t just for charity, as they can make as big an impact on your business as you do on their lives.“I would encourage people to have an open mind and question the narrative that a lot of us have learned about autism. I would guess that when a lot of people hear the word 'autism,' they think it is a bad thing. That is what I thought when my son was first diagnosed with autism,” said Danny. “But as we are learning more, a lot of us are recognizing that this isn’t something we should shy away from or be afraid of. Maybe there is an opportunity for a demographic that we haven’t even recognized as there that we can bring into our businesses. I would encourage them to look for the programs that are supporting that talent in their area.” This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit www.otsspodcast.com

    57 min
  7. Johannes Crepon, Co-Founder and CEO of PDM Automotive

    Mar 12

    Johannes Crepon, Co-Founder and CEO of PDM Automotive

    Johannes Crepon of Paramount Data Management (PDM) knows a lot about product data. That might sound boring to some business founders who are more focused on developing actual products than on the data behind them. However, having the right product data is crucial for any automotive aftermarket e-commerce operation. Without ACES, PIES and other data standards, figuring out which parts fit which vehicles and other important information quickly becomes a mess, and selling those parts becomes almost impossible. Johannes experienced this firsthand when he launched his own e-commerce business focused on selling hot-rod and classic Mustang parts in Europe. As the company grew, adding more parts to the site quickly became challenging with data of varying quality. Pivoting from his original business, Johannes founded PDM to address the challenges of inconsistent, fragmented and complex data in the automotive industry. On this episode of the “Only The Strong Survive” podcast, Johannes sits down with host Dan Kahn to discuss the important role product data plays. It is an in-depth and interesting discussion of an often-overlooked but critical subject. Click on the icon above to listen to the entire episode, and here are our top five takeaways: * Accurate product data offers many benefits. * Product data affects every channel of your business. * Understanding the reasons for having good product data makes your brand more successful. * Create the right infrastructure to ensure product data is accurate across your company. * Build the right team and continuously invest in it. The Benefits of Good Product Data are Huge Some think of product data as minuscule details that don’t really matter. However, it affects everything from how your product appears on a site to whether consumers can even find it in the first place. Not paying attention to or having bad product data can have a significant negative impact on sales, as online consumers have little patience for errors. “If you take it (product data) seriously, you will come out ahead. It is such an opportunity for companies now to really differentiate themselves from knock-off products and other companies,” said Johannes. “Building a brand and having that effort you put into it pay off has never been greater in my opinion.” All Channels Benefit from Good Product Data Another misconception about product data is that it is narrowly focused. However, because it affects so many aspects of e-commerce, the benefits of good data reach far and wide. Sales, marketing, wholesale distribution and all of your other channels perform better when product data is accurate. “The beauty is that while you have that one channel you are optimizing for, all of your other channels are going to benefit from good product data,” said Johannes. “All channels will benefit from you taking cataloging seriously, at least for one channel to start. Then companies start to see the benefits across all their channels.” Don’t Just Check the Box Product data is about a lot more than just checking a box. According to Johannes, the companies that win with product data are the ones that have a clear understanding of what it is for. Without that vision, perfecting product data quickly becomes just another mundane task on a to-do list. “The most successful suppliers we onboard are coming with a very specific objective. If the goal is that they just want to have ACES and PIES because someone told them to, whether external or internal, then they typically fail, because they are just checking a box,” said Johannes. “The most successful suppliers come with an objective. They see that they have an opportunity to grow their business with a customer, but they need better product data.” Build Your Infrastructure First Johannes notes that for any entrepreneur starting a business, it is important to consider where product data lives and to build a proper infrastructure around it. Often, product data comes from multiple sources and resides in different systems. If that data doesn’t match across your company, it can be extremely frustrating for your customers. “This is why it is so important, this is true whether you are a hard parts supplier or a performance parts supplier, as you are setting up your company, and if you are taking it seriously and it’s not a side hustle, to really start thinking through what are the data points that are relevant to your business and which system owns that data point and how are those systems connected,” said Johannes. “You don’t want to run down the road, and a year later, you are trying to normalize and sync a lot of different systems. There is nothing more frustrating for a reseller than if they get data from you, but your website tells a different story.” And Build the Right Team As an entrepreneur himself, Johannes has naturally had his fair share of struggles. The key to getting through them (and avoiding some of them in the first place) is to employ the right people. Just as important as building your team is to continuously invest in it, especially in a rapidly evolving workspace. “Build the right team and invest in your people. AI has a sense of doom to it that everyone is going to be out of work. Frankly, some people will be negatively affected as AI becomes more present,” said Johannes. “But on the flipside, people who embrace it and don’t shy away from it will benefit greatly, especially in their own professional careers. This is why, for me, as a CEO with a team of amazing people, I want to make sure they are not falling behind. It serves us as a company, but it also makes all of us so much more successful professionally.” This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit www.otsspodcast.com

    1h 8m
  8. Tom Maxwell, CRO of Velocity Restorations & Classic Recreations

    Feb 26

    Tom Maxwell, CRO of Velocity Restorations & Classic Recreations

    Velocity’s Tom Maxwell on “Only The Strong Survive”Initially, Tom Maxwell wanted to be an actor and got a degree in creative writing while attending university in the U.K. However, he quickly realized that pursuit would only be good enough for “beer money” and pivoted to a more steady corporate job. Corporate life turned out to be a bit too monotonous for Tom, and he made another pivot. This time, he landed at one of England’s premier Land Rover restoration specialists. It was there that his passion for cars and the business of restoring them was born.That pivot to a career in automotive restoration perfectly set him up for his current role as Velocity’s chief revenue officer. A premier builder of reimagined classics like early Ford Broncos, Mustangs, trucks and Chevy K5 Blazers, Velocity has revolutionized the restoration process with transparent pricing, no endless timelines, warranties, bespoke options and dealers nationwide. In his role, Tom is responsible for growing sales, marketing and the customer experience.On this episode of “Only The Strong Survive,” Tom shares with host Dan Kahn his deep insight into selling to a completely different customer base and the restoration market. It is a highly informative discussion for anyone selling high-end products or starting their own shop. Click on the icon above to listen to the entire episode, and here are our top five takeaways: * Always be passionate and knowledgeable about your products. * The restomod market is still going strong. * You have to do something different to stand out in a crowded market. * Sales are more than just transactions. * Hire people, not resumes. Be Passionate and Be KnowledgeableVelocity’s offerings stretch well into six figures, so selling them takes different tactics than cheaper products. For Tom, it is not about convincing someone to purchase a Velocity build. Instead, it is about being knowledgeable and just as passionate about Velocity vehicles as potential customers are.“The biggest thing I have learned, and that we train into our sales guys, is that you have to be passionate about what you’re selling and you have to have the knowledge,” said Tom. “The truth is, these customers are all ultra-high-worth individuals, and they don’t like to be sold to. They don’t need to be sold to because if they are passionate about it, they are going to buy from you. It is then about building trust, and that trust comes from answering their questions, having knowledge of the product and being equally as excited about it as they are.” The Restomod Market is HugeYes, the restomod market can be thought of as a niche industry, but it isn’t a small one. In fact, it continues to grow every year and attracts even more customers. It is a fact that even an industry veteran like Tom is surprised by.“What surprises me is how big this cottage industry has become. I remember back in 2017 or 2018 when I was doing Defenders and selling the first $100,000 Land Rover. We danced around like we invented fire,” said Tom. “Now, if you are going to build a restomod Defender, and that market is having a bit of a tough time at the moment, but certainly six to 12 months ago, you were going to be spending $350,000 for that sort of product. Seeing how this market has changed, seeing the appetite, the appeal and the fact that it hasn’t slowed down and continues to grow, that surprised me a lot.” Create Something DifferentIf you want to compete in a crowded market, you have to differentiate yourself from your competition. While there are plenty of shops selling restomods, Velocity operates on a different business model: fixed pricing, warranties, quick delivery of a custom vehicle and inventory ready for sale. Velocity has also built many vehicles, meaning there are no bugs to work out.“You can go to places and spend really good money and still have issues,” said Tom. “If anybody has owned a classic car before, they will know the worst feeling is being really excited on a Friday night because they know the weather is going to be good on Saturday morning. Then they get in their car, and it doesn’t start, or it leaks or something doesn’t work. So a thing you are paying for (with Velocity) is consistency and knowing you can enjoy your vehicle when you have the time. Sales are Consultative, not TransactionalIt is easy for a salesperson looking to meet a quota to see a sale as a transaction. However, when a customer is spending six figures, that logic doesn’t work. For Tom, sales should be more of a consultative process, with his role being to guide decisions and answer questions. If you view a sale as only a transaction, you’re more likely to lose it, regardless of price point.“I think all good selling at whatever price point has to be consultative. Our sales are definitely more consultative than most, and they are also passive. You can’t push. There are some people who come in and know what they want immediately, and that can be more transactional,” said Tom. “But a lot of the time, people have lots of questions, and it might be the first time they have ever purchased a vehicle like this.” Hire the Person, not the ResumePeople can “look good on paper” with impressive resumes and backgrounds. However, for Tom, it is essential to look past a resume when hiring someone. A person might seem like a good fit on paper but not be the right fit for a company in the long run.“Early in my career, I looked at the resume rather than the person. I was trying to hire people on paper who felt like an amazing fit,” said Tom. “I should have known better, because I knew nothing when I got started. People might not be interested in products, but they are interested in people, customer service and standing for the right things. I had to learn that the hard way. I had two or three people who were very well paid and had incredible backgrounds, but just weren’t the right fit here.” This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit www.otsspodcast.com

    55 min
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About

This is the guiding principal behind most new businesses, the entrepreneurial "eat or be eaten" ethos that drives the builders, the doers and the risk-takers responsible for history's greatest brands and companies. www.otsspodcast.com

Information

  • Creator
    Kahn Media
  • Years Active
    2024 - 2026
  • Episodes
    67
  • Rating
    Clean
  • Copyright
    © Kahn Media Inc
  • Show Website
    OTSS Podcast