The Iconic Dealer: The Legend of Fred Beans on Wealth, Succession, Future of America

I think we do it to many jobs supporting our community. But the growth, I think, has come from reinvesting into business. I don't have hobbies outside the business. I don't have a second home. It's all invested because 27 dealerships and six collision centers and a couple other little car business ideas like the parts warehouse have all come from first generation. Unless you inherit it, it's not quite so easy.

我认为我们做了很多工作来支持我们的社区。但我认为，企业的发展来自于重新投资。我在生意之外没有什么爱好，也没有第二套房。所有的资金都投入到了公司，因为27家经销店、6家修理中心以及其他一些小型汽车业务（比如零件仓库）都是从零开始建立的。除非你继承财产，否则这一切并不容易。

A big thank you to our sponsors for making today's episode possible. Open Lane, car dealership, Guy News, and Uber for Business. And now let's get into the show. Fred Beans on the CDG podcast. Fred, welcome. Thank you. Glad to be here this morning.

非常感谢我们的赞助商，让今天的节目得以顺利进行。感谢Open Lane、汽车经销商、Guy News和Uber for Business。现在让我们开始节目吧。这是CDG播客的Fred Beans。Fred，欢迎你。 谢谢，早上好，很高兴能来这里。

I posted about you this morning. I actually asked the audience, you know, I've over 550,000 followers across all platforms. And I just said, Hey, does anyone have any questions for Fred Beans? He's been in the business for 65 years. Over 27 dealerships, the largest dealer owned parts operation in the country, which is I find fascinating and we'll dig into that. How do you do it all? How'd you get into this? What's going on?

今天早上我发了关于你的帖子。我实际上向观众提问，你知道的，我在各个平台上有超过55万的关注者。我就说，嘿，有谁对Fred Beans有问题吗？他已经在这个行业干了65年，拥有超过27家经销商，全美最大的经销商自有零件业务，我觉得这个非常有趣，我们会深入探讨。你是如何做到这一切的？你是如何进入这个行业的？发生了什么事？

Well, I was very lucky. I was raised on a farm during World War II, where it wasn't in an abundant society. It was a work society. And I guess in that age group, it was cars and airplanes. And, you know, there wasn't all the other side things. So I got very interested in cars being raised on the farm because I wasn't in the cattle and I really was into the tractors and driving a tractor and getting to use that. That probably would ease your work on a farm.

嗯，我非常幸运。我在二战期间是农场里长大的。那时候不是一个物质丰富的社会，而是一个工作为主的社会。在我那个年龄段，大家感兴趣的主要是汽车和飞机。那时候没有那么多其他的娱乐项目。所以我在农场里长大，对汽车产生了浓厚的兴趣。因为我对养牛没什么兴趣，但对拖拉机很感兴趣，喜欢开拖拉机，觉得使用拖拉机能让农场的工作变得轻松一些。

So the background came from the farm and then the interesting cars and my dad worked part time in the winters for a farm equipment deodorant. I used to spend a lot of time with my dad on Saturdays. I go to work with him on Saturday and I got real interested. Then I went to Ryder College and I worked in a service station.

背景是来自农场，然后是有趣的汽车，我爸爸冬天兼职在一家农用设备除臭剂的公司工作。以前，我常常在周六和爸爸一起度过很多时间。我会在周六和他一起去工作，这让我变得非常感兴趣。后来，我去了莱德学院，并在一个加油站工作。

And the guy decided that he didn't want the business and I got the opportunity to buy it. And, of course, I was 20 years old. I applied to BPUL company. They didn't ever investigate my age and I never told them. I needed $5,500. I had 124 hours to my name. And a car. And my dad didn't want to cosign a note because he didn't want to look bad for him. But he said, your mother will go with you all Monday. And my mother cosigned a note and I started in a service station with $5,500 a capital.

那个家伙决定不想要这家企业了，我就有机会买下来。当然，那时我才20岁。我向BPUL公司申请贷款，他们从来没查过我的年龄，我也没告诉他们。我需要5500美元，当时我只有124个小时的工作记录和一辆车。我的爸爸不愿意给我担保，因为他怕自己难堪。他说，你妈妈可以陪你去。于是，我妈妈帮我担保了贷款，我就用5500美元的启动资金开了一家服务站。

And I worked very, very hard. I built it up to about 12 people. I had I had it for 12 years. I had a rental car business, a national rental car franchise. And then I got up to about 37 cars and a national had a rental car leasing program. And I got up to 75 cars that I leased to customers around a vicinity of my service station. And so I learned a lot and I was lucky enough to know a small deal or a new town has passed away, Bill Marsh. And Bill Marsh was a very smart guy at what the Yale Law School times were tough for his parents and he had to quit.

我非常非常努力地工作，把公司发展到大约12个人。我经营这家公司有12年了，这是一家全国性的租车特许经营公司。后来，我扩展到大约37辆车，并且有一个全国性的租车租赁项目。我将租赁的汽车数量增加到75辆，租给我服务站周围的客户。因此，我学习了很多东西。很幸运，我认识了一个小城镇里去世的小商人，比尔·马什。比尔·马什是个非常聪明的人，就读于耶鲁法学院。但由于他父母的日子艰难，他不得不辍学。

He had to quit law school and come home. And I used to go to his dealership and hang around with him at night. And he kept talking to me and talking to me. And finally one day he offered me a 25% partnership. And within six months, I was running a small store, did a great job. And I was with him for three years. And then I thought with his Yale brains and my work ethic, we'd find other places and grow. And it was a guy named John. We question. So so that that was your foray into the dealership business. Is that right? Like before that, you were in service business separately.

他不得不退出法学院回家。我以前经常晚上去他的车行，和他在一起。他不停地和我聊天，最终有一天，他给了我一个25%的合伙机会。在六个月内，我就管理了一家小店，做得很出色。我和他一起工作了三年，然后我想，凭借他的耶鲁学识和我的工作热情，我们可以找到其他地方并扩大业务。这个人叫约翰。所以那是你进入汽车销售行业的起点，对吗？之前你是在服务行业工作的，对吧？

And other question before you keep going is what was it? Because I don't want to just talk cars here. I think you have such a wealth of knowledge that you can bring to the table. So I'm going to ask you some questions that are not necessarily just related to automotive. But what was it like in that era of late 60s, early 70s, like getting into the car business, was it was it taboo? Was it considered like progressive, like, call it like the tech frontier today or finance of the 80s and 90s? Like what was it like getting into the car business at that time?

在你继续之前，我还有一个问题，那就是当时的情况是怎样的？因为我不想只谈论汽车。我认为你有丰富的知识可以分享。所以我会问你一些不一定只与汽车相关的问题。那么，60年代末到70年代初那个时期，进入汽车行业是什么样的？当时进入汽车行业是否被视为禁忌？还是被认为像今天的科技前沿或80年代和90年代的金融界一样先进？那个时候进入汽车行业到底是什么样的？

It was it was very difficult when I decided that I wanted to be a dealer. I went to General Motors, Chevrolet, and I went to Ford. And I went to Osmobile because that was like the car choice, the Osmobile Cadillac. And I got it was very difficult because if you didn't get past the zone rep, that's as far as you got, you were sort of doomed. So it seemed to me that the entry into the car business was either sons or daughters.

当我决定要成为一名汽车经销商时，事情变得非常困难。我去找了通用汽车公司，雪佛兰，还有福特。我也去了奥兹莫比尔，因为那时奥兹莫比尔凯迪拉克是很受欢迎的车。然而过程非常艰难，因为如果你不能通过区域代表这一关，那你就没机会了，你就像被判了死刑一样。所以在我看来，进入汽车行业的途径要么是靠关系，要么是子承父业。

And I started to look around for I get lucky enough to the assistant zone managers, Osmobile like me. He gave me a list of all the horses didn't have any children or going to enter the business and I started to go talk to him. So it wasn't easy for an outsider with no money. And now probably virtually damn near impossible. And by the way, that that is true because I was going to say it seems like there had to have been so many open points back then or potential for open points. Right. We're going back 40, 50, 60 years. So as you just stated, I feel like this is how lots of people feel nowadays or up in commerce where they say, you know, you kind of you kind of said the quiet part out loud, which is it's it's almost near impossible to get an open point. You know, there's some programs or so many factors and whatnot. But if you want to just become a new car dealer or franchise dealer, it is very, very difficult to break into that space. It seems that what I see is the most you know, prevalent strategy nowadays for the best performers is they get in with an existing dealership and an existing dealer group. You know, they prove their worth and then they get a minority partnership opportunity on a future point, right? As an operating partner, that seems to be the most, you know, the surest path nowadays from what I'm seeing. Are you seeing that? Are you seeing anything differently or do you?

我开始四处寻找机会，很幸运地遇到了和我一样的助理区域经理奥斯莫比尔（Osmobile）。他给了我一份名单，上面都是没有孩子或即将进入这个行业的马。我开始和他们谈话。对于一个没有钱的外人来说，这真的不容易。现在大概几乎是不可能的了。 顺便说一下，这是真的，因为我本来想说，当时肯定有很多空缺或潜在的机会。我们说的是四五十年前。所以正如你刚才所说，现在很多人，尤其是那些进入商业的人，都会觉得几乎不可能找到一个空缺点。现在有一些项目或很多因素，但如果你想成为一个新的汽车经销商或特许经销商，打入这个领域是非常困难的。 我看到的最普遍的策略是，最优秀的表现在乎通过现有的经销商和现有的经销商集团。他们证明了自己的价值，然后在未来的某个点得到少数人的合作机会，成为运营合伙人。从我看到的情况来看，这似乎是当前最可靠的路径。你有同感吗？你看到的情况有什么不同吗？

Why? I think you're absolutely correct because when I first became a dealer, you could known a contiguous dealership or another dealership. And now we have three Ford stores that are contiguous. OK. So I think it's more difficult now because there's more wealth out there. There's blue sky that didn't exist in those days. And it took very little money to to enter the automobile business. It just took the opportunity. Now I think it's pretty hard.

为什么？我认为你完全正确，因为当我刚开始成为经销商时，你可以认识一个临近的经销商或另一家经销商。而现在我们有三家相邻的福特店。我觉得现在更难了，因为外面有更多的财富。有些以前不存在的机会，而当时进入汽车行业只需要很少的钱，只需要有机会。现在我认为相当困难了。

This is a bit of a personal question. So, you know, kind of feel free to respond or not. But how have you reinvested your wealth or throughout this entire time? Has it all gone back into the car business or not all but the majority? Have you really just said, hey, I'm going to grow my my dealership footprint? Like, how have you thought about finances, wealth and growing, you know, your legacy and stuff like that? Well, I think I've been lucky to have a few good mentors, but it's been a and the other thing I think Warren Buffett said, if you I'm lucky that I'm not a really young guy, although I'd like to be young, I think there's certain things that come through compounding and a certain advantage to a guy that that guy that dies at 60 or a guy that dies at 40. That 60 year old should accomplish a lot more because I think real wealth unless you're get lucky is probably created after you're 60 years old, not before that, they call it the law compounding.

这个问题有点个人化。所以，你知道，可以自由选择是否回答。但我想问一下，你是如何重新投资你的财富的？是把所有的钱都投回汽车业务了吗，或者至少是大部分？你真的只是想着扩展你的经销网络吗？你是怎么考虑财务、财富以及如何打造自己的遗产和影响力的？ 嗯，我认为我很幸运有几个好的导师。还有，我记得沃伦·巴菲特曾说过，如果你不算年轻，尽管我也希望自己年轻一些，复利的作用和一些优势会随着时间的推移显现。比如一个60岁的人和一个40岁的人相比，60岁的人应该会取得更多的成就。除非你特别幸运，否则真正的财富可能是在你60岁之后才开始积累的，他们称之为复利法则。

And so for you, has that mostly been within automotive or have you had other interests, anything that, you know, Britain particular that is, you know, not automotive where you've, you know, been active in, I mean, you know, who comes to mind, right? Let's just talk Reed Mintol, who's not far from you. You know, they obviously huge in real estate as, you know, builders, developers has for you has anything been on the sidelines or has it been really focused on automotive kind of stick into what you're great at? I've focused on on reinvesting as much as I can in our business and each month, whatever profit we make, we take out the we take the profit and we take out the tax money, which is a pretty hefty burden today and let's say we made a hundred thousand and we're going to put away 30 for taxes and we'd have 70 leftover. We'd add back depreciation and divide it by two. And we've saved basically every month, 50 percent of earnings. So we have only reinvest. I've been a believer that the automobile business has been an opportunity to take a guy with very little and grow and support his community. I think we do a tremendous job supporting our community, but the growth, I think has come from reinvesting in the business. I don't have hobbies outside the business. I don't have a second home. It's all invested because that 27 dealerships and six collision centers and a couple other little car business ideas like the parts warehouse of all of all come from first generation and that's a little unless you inherit it. It's not quite so easy.

所以对于你来说，主要是在汽车行业内还是有其他兴趣呢？比如说，在英国有没有一些你活跃参与的非汽车领域？比如说离你不远的Reed Mintol，他们在房地产领域非常成功，作为建筑商和开发商。对你来说，有哪些是边线的，还是你主要还是专注于汽车行业，做你擅长的事情呢？ 我一直专注于尽可能多地再投资我们的业务。每个月，无论利润多少，我们都会把税款扣除，这部分负担相当沉重。比如说我们赚了十万美元，我们会预留三万用于税款，剩下的七万。我们会加回折旧，然后再除以二。基本上，我们每个月会存下50%的利润。所以我们只进行再投资。我坚信汽车行业为那些起点不高但想有所作为并支持社区的人提供了机会。我认为我们在支持社区方面做得非常出色，但增长主要得益于再投资于业务。 我没有业务之外的爱好，也没有第二套房产。一切都投入在我们的业务中，因为我们有27家经销店和6个碰撞维修中心，还有一些小的汽车业务想法，比如零件仓库。这些都是从第一代开始的，除非是继承的，否则并不那么容易。

So have there been inflection points in your learning curve throughout your time in a business, meaning has it been like a consistent kind of, you know, small steps, slow and steady, learning a little bit more, a little bit more, getting a little bit wiser, a little bit smarter, or have there been like very meaningful inflection points in that knowledge where you said, like, oh, I met this mentor that took me to the next level. Like, what has that growth been for you? Well, my personal philosophy about life is that we need mentors all the time and there's a great book called the station and it's about a train and the people that get on the train with you. But I think we need to seek out mentors, whether it's in history, whatever we need to always constantly look for someone to mentor us. If it's a parts business, I think I had a mentor. I went to somebody who was doing a good job and he asked them to help me duplicate what they did and they helped me. And I paid them monthly to come visit with me and work with me and we developed a very, very good business of 370 employees in our parts business. Give us an overview of your entire business. What's the top line, sales, service, parts? Can you just give us a quick overview? Well, because I had a service background, I think I always thought that I wanted to be known when I got a Ford dealership. I wanted to be known as the Ford garage because that was so important to people then, but it's still important now. And I think if we take good care of our customers in service and they service with us maybe three or four years, that bills loyalty is the word of going to buy their car. They may not even know that, but it's happening automatically. They built a confidence level on us. And I've always wanted to be when somebody asked what's it like to do business with Fred beans or what was it like to work for Fred beans? I'd like them to say it was like friends doing business with friends. This episode was brought to you by Open Lane, the leading online dealer marketplace for use cars. Open Lane brings you exclusive inventory, simple transactions and better outcomes, all with the lowest fees in the industry. Dealers love Open Lane because they can find a vast selection of all these exclusive vehicles, rental, dealer trades and more, all combined with a truly transparent process, best in class inspections and easy to read condition reports, allowing buyers to bid with confidence. If you're new to Open Lane, you can sign up now and receive a $350 buy fee credit. Learn more at openlane.com or click the link in the show notes below.

在你的商业生涯中，你的学习曲线上有没有出现过转折点？也就是说，它是否一直是一种持续的、小步走、稳中有进的方式，一点一点地学习，越来越聪明，越来越智慧；还是说在知识上出现过非常有意义的转折点，比如说你遇到了一个导师，让你上升到了一个新的高度。你的成长经历是怎样的？ 我的个人生活哲学是，我们时时刻刻都需要导师。有一本很棒的书叫《车站》，讲的是一列火车和与我们同车的人。我认为我们需要不断寻找导师，无论是在历史上还是其他方面，我们都要不停地寻找某人来指导我们。如果是零部件业务，我也有过一个导师。我找到一个做得很好的人，请他帮助我复制他们的成功，他们也帮助了我。我每月付他们钱，他们会来见我，和我一起工作，我们结果发展出了一家非常优秀的公司，拥有370名员工。 能否给我们一个关于你整个业务的概述：销售、服务、零部件？能给我们一个快速概述吗？ 因为我有着服务背景，我一直认为，当我拥有一家福特经销店时，我希望能以“福特车库”而闻名，因为这对当时的人们非常重要，现在仍然重要。我认为，如果我们在服务上好好照顾客户，他们可能会在我们这里服务三四年，这会建立一种忠诚度，最终他们会选择在我们这里买车。即使他们可能不是很清楚，但这种信任关系在不知不觉中已经建立起来了。而且我总是想，当有人问及与Fred Beans做生意的感受，或在Fred Beans工作是什么感受时，我希望他们说，这就像是朋友之间的生意往来。 本期节目由Open Lane赞助，Open Lane是领先的在线二手车经销商市场。Open Lane为您带来独家的库存、简单的交易和更好的结果，且以行业内最低的费用著称。经销商们喜欢Open Lane，因为他们可以在这里找到大量的独家车辆，包括租赁车、经销商交易车辆等，所有交易都采用真正透明的流程，配备行业顶级的检测和易于阅读的状态报告，让买家可以放心竞价。如果您是Open Lane的新用户，现在注册可以获得$350的购买费用抵扣。了解更多信息，请访问openlane.com或点击下方的节目笔记中的链接。

I want you to dig in a little bit into growing the business, right? And you've focused on a plethora of brands. You built a pretty diverse portfolio. What thought process has gone into that? Has it been opportunistic? The deals that popped up in your local region? Has it been, you know, with the times and the cycles? I want specific brands. How have you even thought about growth? Well, I thought about growth in a couple of ways, but one of the things that I, to me, is very important that I work diligently to build our brand and a brand has to be a brand promise. So I've tried to when we've expanded, we've tried to buy dealerships that are local because I would like to have the feeling that when somebody comes into our place of business, that the the business says who I am. I always I have this thought process that you don't have to know a man. All you have to do is visit his home and you'll know everything you need to know about him, what books are on a shelf. What's the house look like?

我希望你深入探讨一下业务增长的问题，是吧？你已经关注了大量品牌，建立了一个相当多样化的投资组合。这个过程中你的思考过程是怎样的？是否主要依靠机遇，比如你所在地区出现的交易机会？还是根据时机和周期来决定的？我想知道具体品牌是怎样选择的。你是如何考虑增长的呢？ 嗯，我从几个方面考虑增长，但对我来说很重要的一点是，我努力用心去打造我们的品牌，而且一个品牌必须具有品牌承诺。因此，在扩展业务时，我们尝试收购本地的经销店，因为我希望每当有人进入我们的营业场所时，这个业务能反映我的个人风格。我一直有这样一个想法：你不需要真正认识一个人，只需造访他的家，就能了解他的一切，比如他书架上的书和房子的样子。

And I want I want people to know and it's not an easy job today with competition to differentiate yourself. And the level of service provide is very difficult. But if we could differentiate ourselves to be like a hotel chain, maybe to four seasons, maybe the risk Carlton, but who tells that it's had a tremendous effect on me. I never got to talk to the people to run it is the breakers in Palm Beach, Florida. It's the people are well dressed, neat, clean, facility always always exceeds my expectations for the opportunity to go there. So I want to exceed the customer's expectations. I want to build a band. I want I want my name to be a brand, a brand promise. And my home phone number or my cell rather sits on every every salesman's desk.

我想让大家知道，在如今的竞争环境下，想要突出自己并不容易。而提供高水平的服务更是难上加难。但如果我们能像某些酒店连锁一样脱颖而出，比如四季酒店或者丽思卡尔顿，这对我们会有巨大的影响。有一家酒店给我留下了深刻的印象，那就是位于佛罗里达棕榈滩的Breakers酒店。那里的员工穿着整洁、仪容干净，设施总是超出我的预期。因此，我也希望能超越顾客的期望。我想打造一个品牌，我希望我的名字能成为一个品牌承诺。我的家庭电话或手机号码也放在每个销售员的桌上。

So if a customer is not completely satisfied and I get I get these calls all the time. And I'm thankful because if I get a call from a customer that's not happy, I have a chance to rectify and make a customer for life. I always said you can't trust somebody until you test them. OK, somebody say I give great service. I stand behind my product, but we don't do the right thing for a customer. And they call me and we correct it. I think that there's a trust level that's built. So I've been very close to my customers, very accessible, even at our size. Is that a byproduct of just a culture you're trying to, you know, and still within your business or is that indicative of like a leadership challenge with your team? Right. Like, why do you why do you do that? That's pretty much what I'm trying to ask you. When when somebody does something wrong here, sometimes I blame it on parenting. OK, so if I you don't mind me joking around, I hope a little bit. Have fun, have all the fun of the world. I'd like to think if you bring your son or daughter here and drop them off to work, I'm going to complete the process. OK, and so I called up my private school and we're going to educate the whole man or the whole person physically, mentally and morally. So we have healthy living committee. We do a lot of things for lunch and learn. We do nutrition, weight loss. So at the end of the day, I want somebody to say, have a work for Fred Beings. I'm a better person today. And why do you want that?

所以，如果有客户不太满意，我会时常接到这样的电话。我很感激，因为如果我接到一个不满意的客户的电话，我就有机会纠正问题，进而让这个客户成为我们的终身客户。我一直说，不能信任一个人，除非你考验过他。好吧，有的人说他们提供优质服务，支持自家产品，但如果我们没有为客户做好，那么他们会打电话给我，我们会纠正问题，我认为这样建立起了一种信任。所以即使在我们公司规模不小的情况下，我还是和客户保持非常密切的联系，非常容易接触。这是你试图灌输给公司的一种文化的副产品吗？还是意味着你的团队在领导上有挑战？对吧，这就是我想问你的。当这里有人做错了什么，有时候我会把责任推给家庭教育。如果你不介意我开个玩笑，希望你能享受其中所有的乐趣。我会觉得如果你把你的儿子或女儿送到这里来工作，我会完成这个过程。所以我联系了我的私立学校，我们会在人格、身体和心智上全面地教育。我们有健康生活委员会，我们做很多午餐学习的活动，包括营养和减肥。所以，总之我想要让人们说，为Fred Beings工作过，我今天成为了一个更好的人。你为什么要这样做？

I think that's, you know, I've been a pretty lucky guy. I started with nothing except good parenting in a in the form, which was a tremendous lesson. I think the thing is that we want to leave some type of legacy, some kind of what people have made their their mark on you or me or what kind of obituary do you want to have. And I want to do everything I can not to tarnish the name, my name. What's your daily regimen? Like, do you read a lot? I have a reading list. I share with people as a company. We read books together. So I would say I'm an avid reader and an avid, audible guy. I don't listen to listen to many podcasts, but I think it's the three things that make somebody successful. And we deal with so many young people that come from broken homes today. And that that's probably 50% of American population. So I think that we have to be good mentors and we have to provide the leadership and the mentoring that they may not have had to chance. I don't think anybody brings a son or daughter home from the hospital and said, he's going to work in a gas station or he's going to be a car salesman or she is.

我认为，我一直是一个相当幸运的人。尽管起初除了良好的家庭教育之外，我一无所有，这却是一个巨大的教训。我认为，我们希望能够留下某种遗产，是那些对你或我产生影响的人所留下的印记，或者你希望自己能有怎样的讣告。我尽一切努力不让我的名誉受损。 你日常的作息是怎样的？你经常阅读吗？我有一个阅读清单，会和公司的员工一起分享并共同阅读。所以，我可以说自己是一个热衷于阅读和听有声读物的人。我不常听播客，但我认为成功有三大要素。如今我们接触到的许多年轻人来自破碎的家庭，这大概是美国人口的50%。因此，我们必须成为好的导师，提供他们可能没有机会得到的领导和指导。我不认为任何人会把从医院抱回家的孩子培养成加油站工人或汽车销售员。

And we have to help them build this. It's a big job today. It's a lot bigger than it ever was before. We used to get higher people out of the military. They still were able to hear and hear the discipline and rules. And now it's a different society. You mentioned the status of just the percentage of broken families, which it's tough to even think about, right? Because I feel you said this right, that so many of society's problems, which impacts everyone, whether not just automotive, but impacts everyone and everything is starts and ends with parenting. And I feel like there's so many distractions nowadays that you can really numb.

我们必须帮助他们实现这个目标。今天这是一项艰巨的任务，比以往任何时候都要大。以前我们可以从军队中招募高素质的人才，他们能够理解并遵守纪律和规则。而现在，社会已经不同了。你提到了破碎家庭的问题，光是想想都让人感到难过，对吧？我觉得你说得很对，社会上很多问题，无论是否与汽车行业相关，最终都与家庭教育有直接关系。而现在有太多的干扰让人们变得麻木。

Like back then, you know, way before I was born, I want to believe that there weren't many options in life, which, you know, in a way was there again, there was positives and negatives. Negative to that, you could you would just go on this path and, you know, have a family pick of like from like five to 10 careers, right? It was life was much more simple. Feels like today. Things are way more complicated. And from what I think is lots of the issues would just stem from that. The fact that we don't have that kind of predictability. Everyone is, you know, numb by all these 50 different things that they can do to distract themselves on a daily basis, so many options with everything. Is that something you're privy to on interest environment you work in and you see your teams and your employees? How does that impact you?

就像从前那样，就是在我出生之前很久，我想相信那时候人生的选择并不多。你知道，这既有好处也有坏处。坏处是你会按照一个既定的道路走下去，比如成家立业，可能只能从五到十种职业中选择一份工作，那时候的生活要简单得多。而现在感觉事情要复杂得多，我认为很多问题都来自于这个复杂性。我们没有那种可预测性，每个人每天都被各种可以分散注意力的五十种选择弄得麻木了，各方面的选择太多了。在你工作的环境中，你的团队和员工会有这种感觉吗？这对你有什么影响呢？

Well, I think it's it's definitely we have to worry about it because it's the outside influence and what you want to do is what I want to do is when somebody comes here to work, I want to build a respect level in our company and the trust level. And in case they didn't have the mentoring that they should have, and I'm not here to prejudge, but I think that we should be that mentor about putting things back and the chair goes here and we should have something to look up to. All of us need to look at and we you mentioned mentors a minute ago. You may we need to find mentors if it's learning how to work at computer. You just mentored me on something I didn't know about my computer. OK, I think we need to look for these people. I would ask you a different question. You know, Ray Ray Dalio, the founder of Bridgewater, he always says says that the things in his life that he finds most shocking or surprising are things that he hasn't experienced yet during his lifetime and that happened before he was born. Let's say, right?

嗯，我认为我们必须担心这个问题，因为这是外部影响。我想做的是在有人来我们公司工作时，建立一种尊重和信任的氛围。或许他们没有得到应有的指导，我并不是在先入为主，但我认为我们应该成为这种导师，告诉他们物归原位，比如椅子该放在哪儿。我们都需要有样可学。刚才你提到了导师，我们确实需要寻找导师，不管是学习如何使用电脑，还是其他技能。你刚刚在我不懂的电脑问题上对我进行了指导。我认为我们需要寻找这样的人。我也想问你一个不同的问题。你知道，桥水基金的创始人雷·达里奥常说，他一生中最让他感到震惊和惊讶的事情是他还没遇到的事，或者是那些在他出生前已经发生的事情。对吗？

And so for me, I asked myself like the car business today and what we're going through, are things really changing or are we just so kind of hyper focused on every little thing, you know, due to social media and whatnot? From your perspective, right? Is the car business is what we're going through? Is this the same? Is it just the same cycles? Right. And I'm putting technology aside, like technology is is always going to change our processes, but the human nature, like human nature and the way we interact is always going to remain the same behind the scenes. It's really the same. The same type of levers are being pulled. The tech makes it a little slicker, quicker, faster, great. But is the car business throughout your last 30, 40, 50 or like has the car business meaningfully changed or is it really still the same car business just through different cycles? How do you view that?

所以对我来说，我问自己，今天的汽车行业以及我们正在经历的一切，事情真的在改变吗？还是说因为社交媒体等原因，我们对每件小事都过分关注？从你的角度来看，对吗？汽车行业以及我们正在经历的这些，是不是和过去一样？只是不同的周期而已，对吧。我这里不谈技术，技术总是会改变我们的流程，但人性和我们互动的方式依旧如故。实际上，背后的操作方式并没有改变。技术让一切更顺畅、更快、更高效，很好。但在过去的30、40、50年里，汽车行业是否发生了实质性的变化，还是说它其实还是那个汽车行业，只是经历了不同的周期？你怎么看？

Well, I think if you don't mind me speaking about the Internet's go. The we we think we sell about 70 percent of the cars. We sell a result of the Internet either through a phone call or or an Internet lead. And consequently, we sell the same amount of cars, maybe that we were selling 20 years ago, but we sell them a lot further away geographically. And it always worries me because we do their job right. And they're delighted when they leave here, but they have to drive two hours back home will they buy their next car here. So I think I really worry about the loyalty factor because in the old days, cars were so poorly built that they relied so much on the service, the garage component of it, the repair shop component, then now it's become a little bit more of a commodity. I don't worry about it. I just get in and drive home and never let's be down. And so I sell the same amount of cars, but I don't sell them in my market as well as I should. Well, as I'd like to sell them.

嗯，我觉得如果你不介意我谈谈互联网的影响的话。我们认为通过互联网，我们大约卖出了70%的汽车。通过电话或者互联网咨询得到的客户线索，我们卖出了很多车。因此，尽管我们卖的汽车数量可能和20年前一样，但现在我们卖的车地理位置更远了。这让我一直很担心，因为尽管我们服务到位，客户离开时很满意，但他们还需要开车两小时回家，下次他们会再来这里买车吗？所以我很担心客户的忠诚度。过去，汽车质量不好，人们非常依赖维修服务，但现在汽车变得更像一种商品，车主不再担心，只要开车回家，车子从不让人失望。所以，尽管我卖了同样数量的车，但在本地市场的销售情况却没有那么理想。

So I think that we have to work harder when you got to get it lives two hours away or three hours away, and he sold them a car three years ago or four years ago. I think you have to work. You have to have some. How do you bring them back and the other way you can bring them back is the treatment he got here. He remembers because I always say nothing good or bad in life is good or bad until it's compared, right? And then we have to hope that that person appreciated the treatment, which might be because of our society changes a little less today and they should say to act with it, I'll go say to target rather than my local store or where, you know, I think you understand what I mean. Well, these whether it's in a car business or in a grocery business or a dry cleaner, it's an important, it's an important part of a fiber of our life.

所以，我认为我们必须更加努力工作，特别是当客户住在两三个小时车程之外，而你三四年前卖给他一辆车。我认为我们必须付出努力。你必须有一些方法来让他们回来。而让他们回来的另一种方法，就是他们在这里得到的待遇。他记得，因为我总是说，生活中没有什么是好还是坏，直到进行比较，对吧？然后我们还得希望那个人感激当时的待遇，这在今天的社会环境下可能不太容易，他们可能更倾向去大超市购物，而不是当地的商店或其他地方。我想你明白我的意思。不管是在汽车行业、杂货店，还是干洗店，这些都是我们生活的重要组成部分。

I want to talk a bit more about the tactics of the business. So first things first, we just spoke about the parts department. What led you to build up and here I want to two separate directions. They're like, was it more of a emotional decision like, Hey, I came from this world, I know it well, and I'm going to stick to it. Or was it like a very economic decision like, Hey, this is a great business line of business. You know, it's an opportunity in the market. Let me jump into it. What was it more for you? Well, I think when you become a car dealer or a retail or it will be a dealer, you have so many opportunities that you don't have to develop the given to you the service business, the used car business, the new car business. OK, the detail business. The we have a separate auto express. It's sort of like a pet voice that we do a great job with. OK, where customers don't want to do business with a car. So we had an opportunity. A car dealer has so many opportunities in life. He has local real estate opportunities, which we've done some of it. I wish we could have done more because what we did was years ago, we helped develop with a few other guys, the shopping center. But it's all because of being in a car business.

我想多聊聊这门生意的策略。首先，我们刚刚谈到了零件部门。是什么促使你发展起这个部门的呢？这里我有两个方向的问题：是出于一种情感上的决策吗，比如说“嘿，我来自这个行业，我很熟悉它，所以我会坚持做下去。”还是一种经济上的决策，比如说“嘿，这是个很棒的业务机会，市场上有这个空白，我要抓住它。”对你来说，这两者哪个是主要原因呢？ 嗯，我认为当你成为一个汽车经销商或零售商时，你有很多机会，不需要开发就能得到，比如维修业务、二手车业务、新车业务等。我们还有一个专门的汽车快修服务，就像一个秘密武器，我们做得非常好。还有一些顾客不愿意和汽车打交道，所以我们抓住了这个机会。 总的来说，成为一名汽车经销商能够带来很多机会，比如说当地的房地产机会。我们已经做了一些房地产项目，我希望我们能做更多。多年前我们和其他几个人一起帮忙开发了一个购物中心，而这一切都是因为我们从事汽车业务。

So if you want to talk about the parts business for a minute. OK, so I I wouldn't say that the parts business is for everybody. We have about a about a 30 million dollar inventory and about a 35 million dollar receivable. So a good day. I never thought that I'd talk about this as a car dealer, but a good day is collecting two million dollars. So I'm interested not just in what we sold yesterday. How should we collect? But what here's what I like about the parts business. We were able to detail sort of build a business plan and adhere to it. It's hard to build a business plan. Let's say this Saturday you want to sell 20 new cars in our Ford dealership, or there are 20 cars. We used to do that by the way, but it's not the same today. 15 would be pretty good. What is that specific to Ford? You're saying? Yeah, because Ford has less of the market. Chevrolet has only seven percent of the market in Duels town. So it's not it's the competition rate. A lot of a lot of competition when I came here, there was no Hyundai dealer, no Nissan, no Subaru, no Hyundai, no Kia. Now they're all here to force and that that's diluted our market.

好吧，如果你想聊聊零部件业务的话。可以的，我必须承认零部件业务并不适合每个人。我们大概有三千万美元的库存和三千五百万美元的应收账款。一个好日子的话，我们能收回两百万美元。我从没想过作为一家汽车经销商我会谈论这些，但一个好日子就是能够收回两百万美元。所以我不仅关注我们昨天卖了什么，更关注我们如何收款。但我喜欢零部件业务的一点是，我们能够详细制定一个业务计划并遵循它。制定一个业务计划是很困难的，比如说这个星期六我们想在福特经销店卖出20辆新车，以前我们曾经能做到，但现在不一样了。今天卖出15辆已经相当不错了。你说的这是福特的情况吗？对，因为福特在市场上的份额减少了。在Duelstown，雪佛兰只占市场的7%。所以竞争非常激烈。当我刚来这里时，没有现代经销商，也没有日产、斯巴鲁、起亚等，现在它们都来了，分散了我们的市场。

I think the parts business, if you want me to expand upon it, the parts the parts business gave us an opportunity to look at the product we sell and look at the market and say we want to go to another market and we went back and we did mind maps and we might name it like a project overhaul. So we pick a market that we were weak in and we would define that market and then put a marketing plan to go there. So the parts department is much more measurable. We can decide what we're going to do tomorrow. We can visit where we need customers to visit us in a retail car business. So the way I think about this is it's like, again, I'm just going to compare it to real estate as an example, but it's sort of like like property management as property management is to like developing or something, right? It's consistent, it's predictable, it's lower margin, but it's kind of always humming. Would you say that's sort of correct? Yes. And because because we're a product, they're inventory and business planning and being able to be, I don't know in the retail car business and I'm sure that people out there are lots of water than I am. That can be more strategic about what they're doing. But in our parts business, because the 370 employees were pretty strategic, we can put a business plan together, get excited about it. Really, I get excited about it and I can see it develop.

我认为零件业务，如果你想让我详细讲的话，零件业务给了我们一个机会，可以重新审视我们销售的产品和市场。我们决定进入另一个市场，于是我们回到原点，做了一些思维导图，可能把这个项目命名为“项目大修”。我们选定一个我们相对薄弱的市场，然后确定这个市场，制定一个营销计划去开拓它。因此，零件部的工作更容易衡量。我们可以决定明天要做什么，可以到客户需要我们造访的地方去，而不仅仅是做零售汽车销售。我的想法是，这有点像房地产管理和开发的关系。有点像物业管理，性质稳定，利润较低，但一直在持续运作。你觉得这样的形容是正确的吗？是的。因为我们是产品导向，他们是库存和商业规划导向，在零售汽车业务中，我肯定有很多人比我更有战略眼光。但在我们的零件业务中，因为有370名员工，我们非常有策略，可以制定业务计划，对此感到非常兴奋，我真的很兴奋，我能看到它的发展。

I can't sit in a and our Ford dealership or my office is at and say, we're going to sell on it and we're going to work on it next month. But we can identify the customers and because we have the inventory now on that investment, it's not a good investment for somebody. It's not truly committed to it because it's a very difficult business. It's a 24 hour a day operation. We're not open on Sunday, but it's a 24 hour operation. This episode is brought to you by Uber. Courtesy transportation is no longer a nice to have. It's a need to have. That's why 80% of dealership respondents agree that providing on-demand courtesy rides with Uber has helped retain customers based on Uber survey of 79 organizations in 2023. With Central, you can request a ride on behalf of your customers, even if they don't have the Uber app. Card dealerships are loving Uber for business because it's a headache free solution for offering white glove service and seamlessly handling tasks like pickup and delivery of auto parts and replacing shuttles and loaner cars. Dealers can request one way or round trip rides, add multiple riders and locations and even monitor trips in real time. Plus, you'll get monthly reports to keep track of everything. If you're ready to reduce the costs associated with maintaining shuttles and limit the liability of loaner vehicles, it's time to partner with Uber. Visit t.uber.com slash CDG Auto today to learn more or visit the link in the show notes below.

我不能坐在福特经销店或我的办公室里说，我们下个月就会进行销售和工作。然而，我们可以识别客户，因为我们现在有库存了。对那些没有真正投入的人来说，这不是一个好的投资，因为这是一项非常困难的业务，需要全天候运营。虽然我们星期天不营业，但仍是一个24小时的运营。 本期节目由优步赞助。便捷的交通已经不再是“锦上添花”，而是“刚需”。这就是为什么80%的经销商受访者同意，通过优步提供按需接送服务有助于留住客户。这是基于优步在2023年对79家机构进行的调查。借助Central平台，你可以代表客户请求乘车，即使他们没有优步App。 汽车经销商非常喜欢优步的企业服务，因为这是一种无忧的解决方案，能提供VIP服务，并轻松处理零件接送和替换班车及代步车等任务。经销商可以请求单程或往返乘车服务，添加多名乘客和多个地点，甚至可以实时监控行程。此外，你还可以获得月度报告，跟踪所有事项。 如果你准备减少维护班车的费用，并限制代步车的责任，那么是时候与优步合作了。访问 t.uber.com/cdgauto 了解更多信息，或点击以下节目备注中的链接。

How do you think about the future of just dealerships in general? Very kind of open end question, but do you think that we're going to a future where the manufacturers will want to be more direct to consumer agency model on the new car side at least? Do you think that's not going to happen? What's your take on that? You know, I mixed emotions. I don't really think it's going to happen because in a maybe it's been a while ago, but Ford started out by acquiring dealerships and a dealer, a local dealer that's good, puts a lot of money back in his community. He has more influence in Washington, DC with politicians than the manufacturer does because he's a root of the market or a root of a congressman's district. And I feel real good, though. We are our dealerships tied to a charitable foundation of ours. So we we each dealerships sends a check in every month to our foundation. And we try to put that money back to use in our community. So I think a dealer has a much more effect on a community of people. And you think that will promote longevity for the traditional dealer? I think the longevity thing and I don't offer to society thing, I think it's our easiest days, maybe behind us. It's certainly not as easy as when I came and business. I think it was relatively easy because all he had to do was be nice to a customer and sell them a car. I can't tell you how many houses I went to. If we didn't sell a car 30 years ago, we'd go right to the customer's house at night with a car. And we don't do that. That ethic is not out there. If you didn't buy a car and you were here at 20 afternoon, we go to your house and I go with my salesman. It was kind of fun. We made a good customer doing that. Times have changed.

你怎么看待未来的汽车经销商？这个问题有点开放，但你认为制造商会在新车方面更多地采用直接面向消费者的代理模式吗？还是你觉得这不会发生？对此，你有什么看法？ 说实话，我看法比较复杂。我觉得这在未来可能不会发生。之前，有段时间了，福特公司尝试过收购经销商。而且一个好的本地经销商会把很多钱投入到当地社区里，他在华盛顿特区的政界影响力比制造商还大，因为他是市场的根基，或者说是国会议员选区的根基。但是，我对我们与慈善基金相关的经销商感到很自豪。每个经销商每个月都会向我们的基金会捐款，我们尽量把这笔钱用于社区的建设。所以，相比之下，我认为经销商对一个社区的影响力更大，这也会促进传统经销商的长期发展。 关于经销商的长寿，我觉得社会价值也很关键。过去的日子也许更容易一些。当时，对我来说，只要对客户好，卖车就相对简单。我记得30年前，如果我们没能卖出一辆车，我们会在晚上带着车去客户家里。现在我们不再那么做了，那种行为已经不存在了。如果你在下午20点还没买车，我们会去你家，我会和我的销售员一起去，这还挺有趣的。通过这种方式，我们和客户关系很好。但时代已经变了。

Have you ever thought about have you ever thought about divesting? Like, you know, you've obviously done this for a while, to say the least. Is it crossed your mind at any point? I think you got it but was raised in my generation. I think I had really good parents with a good work ethic. But I think it was always brought up to believe if we'd been given the opportunity, we should take advantage of it. We've had numerous opportunities to sell. But I always say to my daughter, when you sell something, you don't own it anymore. And you're not going to grow anymore. Now, you know, retirement is not part of my makeup. I wouldn't really want to sell. I'd want to grow. I think it's my obligation to give back. If you received a lot of you, been blessed, which I think I have, I think it's my obligation to give back. I think it's my obligation to be a good example.

你有没有想过变卖资产？你知道，你显然已经做这行有一段时间了，至少可以这么说。这在任何时候有没有在你脑海中闪过？我觉得你理解了，但在我的一代人中，这是一个经常被提起的话题。我觉得我有很好的父母，他们有很强的工作伦理。而且我认为，如果我们有机会，我们应该好好利用。我们有过很多次出售的机会，但我总是对我的女儿说，当你卖掉某样东西时，你就不再拥有它了，而且也不会再有增长。现如今，退休不是我的想法。我真的不想卖掉，而是想要增长。我觉得有责任回馈社会。如果你接受了很多祝福，我觉得这是我的义务要回馈社会。我认为我有责任成为一个好榜样。

Speaking of you mentioned your daughter, can you share a little bit about your succession planning or anything like that that could possibly help other people in your position? We have a leadership advisory board that we put together. And we have some of our key people are service. Service director, my youth card director, my son-in-law who's very active. So we put a pretty good plan together for successorship. OK, I think that we may not we the only beat that I can see it will miss is a guy that wants to pick up papers on the floor, put chairs back where they belong. I think some of that discipline will disappear because that's a different generation, but I think I think we have a solid plan. And it could even grow because I think sometimes founders of stymie things.

说到你提到的女儿，你可以分享一下你的继任计划或类似的事情吗？这些可能会对处于你这种职位的其他人有帮助。我们组建了一个领导顾问委员会，其中包括我们的一些关键人物，比如服务总监、青年事务总监以及非常活跃的女婿。所以我们为继任制定了一个相当不错的计划。 不过，我认为我们可能会漏掉一点，那就是能主动捡起地上的杂物，把椅子放回原位的人。我觉得这种纪律性可能会消失，因为这是一代人的差异。但总体来说，我认为我们有一个可靠的计划。这个计划甚至可能会进一步发展，因为有时候创始人会阻碍事情的发展。

I hope I'm not one of those. I don't think I've been, but I think that my family's in a good position. I just had a grandson entered a business. And I'm very excited about that. And he went to college and during COVID he was a very good salesperson, but he went to New York for three years and worked somewhere else. So we have a leadership advisory committee for him. So my son-in-law and my daughter and myself aren't involved. We have a controller, a service director and a general manager in his progression. So it's not I've seen why the deal was annoying to their children. It's just not an anointment.

我希望我不是那样的人。我认为我没有那样做过，但我觉得我的家庭处于一个不错的位置。我刚刚有一个孙子进入了商业领域，这让我非常兴奋。他上了大学，在新冠疫情期间他是个非常优秀的销售员，但他后来去了纽约工作了三年。因此，我们为他设立了一个领导力顾问委员会，所以我女婿、女儿和我自己都没有直接参与。我们有一个财务主管、一位服务总监和一位总经理来帮助他的职业发展。所以这并不是我看到他们的交易惹怒了他们的孩子，而只是没有直接任命他。

This is a I guess maybe you want to call it right a passage. I hope for for an up and comer that has no family ties into the business and wants to grow within the business. What's your advice? Like what would you recommend someone like that in any position in deals? Well, first of all, if I was an up and comer, I try to find a deal where it had to structure and the character to help me with my learning process. So when they ask him that, but does he have the character? Does he want to grow? Does he want to help you grow and reach your your dreams? OK, find find a place, find a home that has the structure for growth. Right. And that may not be it might be easier today. It was 20 years ago because all these dealerships were owned by one person. And I think that most people have a life cycle of what they want to do. They want to be successful and buy a second home and spend time in Florida. That's never been my MO. But I think that's where maybe the difference is.

这是一个可能你会称之为正确方向的建议。我希望能够帮助那些没有家族关系、想要在行业中发展的新晋人士。你的建议是什么？你会推荐这些人在任何职位中的注意事项是什么？ 首先，如果我是一个新晋人士，我会尽量找到一个结构完善且能够帮助我学习和成长的交易机会。所以，当他们问他是否有发展愿望时，问问自己他是否有良好的品格？是否愿意帮助你成长并实现梦想？好的，找一个提供成长结构的地方。与20年前相比，这可能更容易实现，因为现在所有这些经销商都由个人拥有。而且，我认为大多数人都有一个他们想要完成的生命周期目标，比如成功后买第二套房，在佛罗里达度假。这从来不是我的做事风格，但我认为这可能是差异所在。

OK, if you do the same thing over and over again with discipline, I think it helps you succeed. What brands do you believe in? Right. If you could acquire any brand right now or generally speaking, I mean, what interests you the most? What do you think brand is going to be? It's going to keep rising here over this next decade. We just acquired our first Honda store. And I'm pretty excited about that. We have two small Toyota store and we have eight four dealerships. I think I'm pretty excited about that. I don't have I don't have Mercedes Benz or BMW. I have what I call the working man's franchise. I feel pretty excited about a Honda because of the loyalty factor. And I think that companies focused, I think over the years at Ford, we've had different leadership, OK, have a lot of involvement from the Ford family, but maybe less today.

好的，如果你能有纪律地重复做同一件事，我认为这有助于成功。你相信哪些品牌？是的，如果现在可以收购任何品牌，或者更笼统地说，什么品牌最让你感兴趣？你认为哪个品牌在未来十年会不断上升？我们刚收购了第一家本田店，我对此非常兴奋。我们有两家小型丰田店，还有八家福特经销店。我对此感到非常兴奋。我没有梅赛德斯-奔驰或宝马。我所拥有的是我称之为“劳动人民的专营权”。我对本田非常兴奋，因为它的客户忠诚度很高。我认为公司的专注也是关键。多年来，福特经历了不同的领导层变更，现在福特家族的参与可能不如以前那么多。

So I worry a lot about Ford because when I came to the Duels town, Ford was the number two franchise. And Ford almost got knocked out a second place by Osmobile and his market because it was cars. You know, Ford is not the number one nameplate. We outsell Ford with Hyundai on my salvation, frankly, as commercial trucks. And we are good. So we've been really when you joke around a little bit in this player, we made niches with a parts department found the niche and worked at it. And I guess it's like a deal where it finds its niche with used cars and does this guy's out there to sell two to one. I wish we were. We're not one of them.

因此，我非常担心福特，因为当我来到决斗镇时，福特是排名第二的品牌。而且福特差点被奥斯莫比尔挤到第三，因为市场上的需求是汽车。你知道，福特并不是第一品牌。说实话，在这个市场上，我们的现代汽车销量超过了福特，而我的救命稻草实际上是商用卡车。而这正是我们擅长的。所以，当你在这个领域开玩笑时，我们在零件部门找到了一个利基市场并且努力经营。我认为这就像是一个发现利基市场的交易，用二手车做到两倍的销量。我希望我们也是这样，但我们还不是。

And usually because he has that background. When was life better? Was it better 50 years ago with less technology? But arguably, you know, well, I wouldn't even say a little quality of life because maybe it was better, but when was life better? Was it better 50 years ago or today? And even from your perspective, you could define better, however you'd like. Well, I'm not sure about better, but I feel like there's less the structure in the home because I think everything comes. If you said, what is my success? I'm glad you asked, by the way, I say it's my mother and my father in the form, the form, the form because on a formula, lessons of life, right? I'm not sure you learn all those lessons of life without a mentor if you have a self-um. So I think as the work ethic has it's disappeared. It's not the automobile benefit changing.

通常来讲，这是因为他拥有这样的背景。什么时候生活更美好？是50年前的科技水平较低时更美好吗？可以说，嗯，我甚至不能断言生活质量有所提升，因为也许那时更好，但是，究竟什么时候生活更美好呢？是50年前还是现在？即使从你的角度，你可以随意定义“更好”。嗯，我不确定什么是更好，但我觉得家庭结构发生了变化，因为我认为一切都源于家庭。如果你问我什么是成功，我很高兴你问这一点，我会说，这是我母亲和父亲的教导，因为这是一个公式，一种教导生活经验的公式，对吧？如果没有导师，我不确定你能否学到所有这些人生经验。所以我认为随着工作伦理的消失，这并不全是汽车的变革所带来的影响。

It's the society's changing. The society is instant gratification today, I think, is less respect for other people's property. And I might be wrong about that just where I feel. Man, I don't think you're wrong. It's why I keep asking you about it because I'm very curious. You have so much more knowledge and wisdom than me. You've been on earth so much longer. So it's just interesting to hear it from someone in your shoes, right? I'm in my 30s. So I haven't seen a smidge of what you've seen. You mentioned growing up at the farm. Do you still get out to nature a lot? Is that something you do? No, I don't. But a form is a seven day a week job. OK, and a form. Yeah.

这是一种社会的改变。如今的社会是即时满足的，我觉得对他人财产的尊重也减少了。我可能错了，这只是我的感觉。老兄，我不认为你错了。我不断问你这个问题，因为我很感兴趣。你比我知道的更多，也更有智慧，你在这个世界上的时间比我长得多。所以听到像你这样的人说这些事情，很有意思，对吧？我三十多岁，所以我还没见过你见过的那么多。你提到在农场长大，你现在还经常接触大自然吗？这是你会做的事吗？不，我不会。但农场的工作是一周七天的。是的，农场工作是一周七天的。

And a form is a return. The results are a return on your efforts. And he's coming said the best, the best fertilizers, the footsteps of a farmer. So that exists right here in our car business. OK, walking around, looking at things, correcting them and talking to your people other than staying in your office all day, which is not helpful. I don't think what are some of the biggest customer pain points nowadays that you and your team are focused on? Like, how is your business evolving today? What are you focusing on? My personal pain points are the internet. The internet lead, the internet phone call that doesn't result in an appointment. Because in order to sell cars today, we have to appoint. And then what happens when they get here? And if they come from a distance and the guy says, I want to go home and think about it, they have a distance to drive now.

表单是一种回报。结果是你努力的回报。他所说的最佳肥料，归根结底是农夫的脚步。同样的道理也适用于我们的汽车行业。到处走动，查看情况，纠正问题，与员工交谈，这比整天呆在办公室里要有效得多。我不觉得待在办公室里有什么帮助。现在你和你的团队关注的客户主要痛点是什么？你的业务如何在当下演变？你们主要关注什么？我个人的痛点是互联网。互联网产生的潜在客户和电话咨询，但最终却没有形成预约。因为要想在今天卖车，我们得有预约。而且当客户来到店里后会发生什么？如果他们来自远方，而且说想回去再考虑一下，那么他们还得开很远的车回去。

And I think I think the chance of coming back or next to nil. So it's earning a business that a customer when they come here. Do I think we're prepared when they come? I'm disappointed. I think the car should be lined up with a hang tag in it. And we have a hard job, you know, typical salesman and say he'd rather walk around because they don't always know what they want to buy. But when you had a recently a Christmas time in December, a customer applied a request on the internet to buy a car here at our Ford store. And we had the car parked in a certain spot. He said he was coming from Williamsburg, Virginia, with his wife. And his wife told me that night it was seven thirty at night in the dark and cold. She said, my husband said we're at the right place when we drove in. And then she said, you know that you want to know how? And I said, yes. She said, because the car was parked out front with a bow on it. Now to get that kind of attention to detail, joking, there's a great book that people should be called One Word. And I had a dog and my one word one year was detail. And my so my dog's name was detail. So that the devil, you know, the devil lies in the detail.

我认为回来或再次光临的机会几乎为零。因此，经营一家当顾客来这里时光顾的生意是很重要的。我认为我们准备好迎接他们了吗？我感到失望。我认为车子应该整齐排列并有挂牌。而我们有一项艰难的工作，你知道，典型的销售员会说他们宁愿四处走走，因为他们不总是知道自己想买什么。但是当最近十二月圣诞节的时候，有位客户在网上申请在我们福特店买车。我们把车停在一个特定的位置。他说他从弗吉尼亚的威廉斯堡和他的妻子一起来。他的妻子那晚告诉我，当时是晚上七点半，又黑又冷。她说，我丈夫说我们到了正确的地方。当他们驱车进入时，然后她说，你知道为啥吗？我回答说，想知道。她说，因为那辆车停在前面，车上还有一个大蝴蝶结。现在要关注到这种细节真不容易，这里开个玩笑，有本不错的书叫《一个词》。我养了条狗，有一年我的词是“细节”，所以我的狗的名字就叫“细节”。所以细节决定成败。

Then one year I had the word this year, it's discipline. You don't discipline your neighbor's children or your neighbor's pet. You discipline your own children because you care about them, right? Your own pet because they want to get run over by a car. So I think that the reading of the books helps us grow. And when once if you were an employer, you want people to say they have a work there, I'm a better person today. I was going to say, for all your employees that you know, have kids, have children and even for anyone else's listening, how do you how would you think about parenting like young kids today? Right.

有一年，我的关键词是“纪律”。你不会去管教邻居的孩子或宠物，对吧？你会管教自己的孩子，因为你关心他们。同样，你会管教自己的宠物，因为你不希望它们被车撞到。因此，我认为阅读书籍有助于我们成长。如果你是雇主，你希望你的员工能够说：“在这里工作后，我变成了一个更好的人。”对于所有有孩子的员工以及所有在听的人来说，你们如何看待当今的育儿问题，尤其是小孩子的教育呢？

And I'd like to if you could also relate this to, you know, when you when you raise your kids, did you bring them to the dealership? Did you right away, you know, put them to work to build that discipline? How do you think about parenting in general? I think with my daughter, I was lucky because I came to work on Sundays. And when I had my service station, I used to plow snow at night and I had a jeep and that was hard work. And she I think I did a lot of mentoring to my with my daughter. And she's she's done a marvelous job. She's very involved in the image of her company, how we appear to the customer. She does a great job networking with women. But I think it was all again, I think it goes back to the parenting. I think it goes back to time spent and mentoring.

我想，如果可以的话，请你也谈谈你在养育孩子时的经验。你有没有带他们去过你的车行？你有没有让他们马上开始工作，以培养他们的纪律？你如何看待养育孩子这一问题？我觉得在抚养我女儿的过程中，我很幸运。因为我周日会去工作，当时我有一个服务站，晚上会开着吉普车去铲雪，那是很辛苦的工作。我觉得我和女儿之间有很多的指导和交流。现在她表现得非常出色。她在公司形象方面非常投入，特别是如何向客户展示公司的形象。她在与女性的社交网络方面也做得非常出色。但我认为这一切都可以追溯到家庭教育，追溯到我和她在一起的时间和给予的指导。

OK, so I think that's that's important. Yeah, I have two daughters, you know, super young, like toddlers. But I think about, you know, the future for them and you've obviously your your daughters in an exceptional operator in the business, at least from what I could tell from the outside. So you've obviously was that now when she was when she was growing in the business and there were much less women in the business was Alec taboo. Was that a bit, you know, was that a rougher transition? I think I think it was pretty early on. I wish there were more women in the in the business because I think they have a different kinder.

好的，我觉得这个很重要。对，我有两个女儿，都还很小，像蹒跚学步的孩子。但我想到她们的未来，显然你的女儿是在业务中非常出色的运营者，至少从外界看来是这样的。所以，显然你在培养她的时候，那时候这个行业中的女性还很少，是否会有禁忌引起困扰？ 那个过渡阶段是不是更困难一些？我想，那时候应该还算早期。我希望这个行业中有更多的女性，因为我认为她们有不同的、更温和的视角。

Carter Myers, his daughter, Liza, I think she's I don't know if you've found her at all. I'm familiar. I don't personally know her, but I've seen her name. And so maybe we've got to get on the podcast. That's real good. They heard their companies at ESOP and believe it or not, believe it or not. When I had my service station, I used to go to visit the Ford Dior in Doyle's town, which I told you about when Ford had a Ford Dior magazine and there was a Pontiac Dior. I used to visit with and he gave me the General Motors business builders book.

卡特·迈尔斯（Carter Myers）和他的女儿丽莎（Liza），我觉得你可能没找到她。我对她有点了解，但不认识她，不过我见过她的名字。也许我们可以邀请她参加播客，这挺不错的。他们的公司是员工持股计划（ESOP），信不信由你。我以前有个加油站，常去多伊尔斯镇（Doyle's town）的福特4S店，跟你讲过，当时福特有一本福特4S店杂志，还有一家庞蒂克（Pontiac）4S店。我常去那里，那里的人给了我一本《通用汽车业务构建者手册》。

And through that, I read an article about Carter Myers the second. So I made sure that I got to know Carter Myers. And Carter Myers is a true mentor. And he's done that with his daughter. She worked for America, Honda. I don't know how many years before she came home. And now she's grown. Her father has been as tremendous late. And it's an ESOP company. Just just to describe that to anyone listening to your referring to like employees, stock option for people, the employees actually have shares in the company. Yes.

通过这种方式，我读到了一篇关于卡特·迈尔斯二世的文章。所以我确保自己了解卡特·迈尔斯。卡特·迈尔斯是一位真正的导师，他也对他的女儿如此。他的女儿曾为美国本田公司工作了很多年，然后才回到家里。现在她已经成熟了，她的父亲最近表现得非常出色。这是一家职工持股公司（ESOP），简单来说，就是员工拥有公司股份，员工实际上拥有公司的部分股权。

What do you think about that model? Do you think that we should see more than? You know, you know, it's it's intrigued me. Now it would be fairly, I think, impossible for us because of our size. But if we just started, I think it's I sort of like the I sort of like the ESOP. But it has some negativities from where I gather. And I've read a lot about it. I visited with a bank, a book pretty hard about it. And I think the funds have to be there when we have a 401k, I'm pretty proud of our 401k. I should be able to tell you the total. I think it's about 21 million. But I do want to tell you something.

你怎么看那个模式？你觉得我们应该深入了解一下吗？你知道的，我对此有点兴趣。话说回来，由于我们规模有限，我觉得这个对我们来说可能是不可行的。但如果我们刚开始的话，我还是蛮喜欢员工持股计划（ESOP）的。不过，从我了解到的信息来看，ESOP 也有一些负面之处。我读了很多相关书籍，还和一家银行深入探讨过这个问题。我认为基金必须在那里，而我们有一个401k计划，我对我们401k计划非常自豪。我们的401k 总额大概是2100万美元。不过我还想和你说点别的。

We have an employee investment account and employees can invest money with us. And that that investment is not investment. it's a paid out of our floor plan and we paid them 7.5 percent. And this is a very proud thing for me. Ask me how much our employees have invested. How much are your employees invested? I'm glad you asked the question. There's nine million dollars yesterday. And that nine million dollars is 300 investors at 30. That's roughly 30,000 a piece. That has to say something about the confidence people have in us. And so I'm proud of the fact that we have healthy living, employee investment account, months and learns. We put out a healthy newsletter to our employees and we work hard to control our health care costs. These are our obligation to our fellow man.

我们有一个员工投资账户，员工可以在我们这里投资。这种投资并不是真正的投资，它实际上是我们根据融资计划支付的，我们给他们7.5%的回报。我对此非常自豪。你可以问我，我们的员工一共投资了多少钱？我们的员工投资了多少？很高兴你问了这个问题。截止到昨天，共有九百万美元。这九百万美元是由300名投资者贡献的，每人大约投资了3万美元。这说明了大家对我们的信任。因此，我很自豪我们有健康的生活方式、员工投资账户、每月学习活动。我们还为员工提供健康的新闻简报，并努力控制医疗成本。这些都是我们对同伴的责任。

You mentioned floor plan. So if you're if you're leveraging a floor plan at your scale, how long you've been in business, I have to imagine that you're getting a better return on that capital elsewhere. Well, when I see I'm trying to read if I'm paying Ford Motor Credit 8 percent, let's say, or they're giving me that on a floor plan offset and I give my boy 7 percent. It's pretty hard to go get a bank that will give you in and out with a hundred dollars at 7 percent or 3,000. So an employee gets money out. So we use that money to reduce our floor plan and then pay the employee. So I think it's kind of unique. In other words, I think you'd want somebody to be able to tell that story about work here. So at least there's 300 people have enough faith to put put that money back. Doesn't it say something to you? Says something to me. My prior company was an ESOP. So we had to get a get a card or people had 200 employees.

你提到过平面图。那么，如果你在你的规模上利用平面图，考虑到你从业这么久，我得说你在其他地方获得的资本回报应该会更好。所以，当我看到这种情况时，我会想，如果我支付福特汽车信贷8%的利率，他们在平面图上给我相应的抵消，我给我的员工7%的利率。那么如果能有一家银行提供7%的存取利率，哪怕是100美元或3000美元，也是挺难的。那么员工就能提取这笔钱。因此，我们使用这笔钱来减少我们的平面图贷款，然后支付给员工。我觉得这种方式挺独特的。换句话说，我认为你会希望有人能够讲述一下在这里工作的这个故事。所以至少有300人有足够的信心把钱放回公司。这对你来说不意味着什么吗？对我来说是有意义的。我之前的公司是一个员工持股计划（ESOP），那里有200个员工。

The biggest difference is that we were venture backed. So we didn't have employees didn't have liquidity, right? Liquidity and venture backed companies, you know, when you sell or you go IPO. So that was and I can tell you candidly that because there was no liquidity at our scale, we're still small. It was very tough to get you know, anyone besides like executive level or call it even even kind of senior managers to really value the equity, right? It was it didn't it didn't have the effect that it intended. And you know, you saw the super common in venture backed companies. That's not anything novel.

最大的区别在于我们是由风险投资支持的。因此，我们的员工没有获得流动性。流动性指的是，当公司被出售或首次公开募股（IPO）时，可以变现的资产。我可以坦率地说，由于我们规模较小，没有流动性，所以很难让除了高层管理人员或资深经理以外的人重视公司股权。股权没有达到预期的效果。这在风险投资支持的公司中非常常见，并不是新鲜事。

Yes. And you know, our own governor of Pennsylvania, Wolf, whose new longer governor had a company and turn it into an ESOP and then wound up buying it back and we looked at becoming an ESOP, the debt to get the tax benefits of it. We're so great that I don't think we could service the debt. I guess if you start out with it and then the other thing, I think what you what you just said or what I think I heard is you didn't have that. What did he be able to 401k? It's your money and you're going to get it regardless of what happens to us.

是的。而且你知道，我们宾夕法尼亚州的前任州长沃尔夫曾有一家企业，他将其转变为员工持股计划（ESOP），但后来又买了回来。我们也曾考虑过转变为ESOP，以利用其税收优惠。不过，由于债务过高，以至于我们认为无法偿还这些债务。我猜如果一开始就用这种方式，可能还好。还有另一点，你刚刚说的或者我理解的意思是，你们没有这样的计划，员工的401k退休金计划是他们自己的钱，无论公司发生什么，他们都会得到那笔钱。

So if I was saving my money as an individual and working man, I I I wanted to be in my own account on my own name on it. How do you approach business opportunities at your size and scale? Meaning do you still get approached for all these different types of opportunities? Like what what does it take for you to say yes to an opportunity?

所以，如果我作为一个个人和打工者在存钱，我想要这些钱存在我自己的账户上，账户上写我的名字。面对你这种规模的业务机会，你是如何处理的？意思是，你还会被各种不同的机会找上门来吗？什么样的因素让你对一个机会说“是”？

How do you think about this? Well, we have a thing called a buy box. And the buy box says we want something that we can where we can go and if we do a good job making effect on the community, people know we are. And one of the things I I dislike about our expansion is we don't affect some of the communities where we're at because we live here. We when we choose to go to church, we go to church here. We eat here and I think that as a tremendous effect on our business, just like if you hire somebody that lives in an hour from home, eventually they're going to get tired of driving two hours a day. And when they get their check, we're going to do what anybody else does. If they're married, I say they're going to run home to mama. They're going to go home because all met when we turn home at night.

你觉得这个怎么样？嗯，我们有一个叫做“购买框”的东西。这个购买框的意思是我们希望可以去一个地方，如果我们在这个社区做得很好，人们就会认识我们。而我不太喜欢我们扩张的其中一个原因是，我们在有些社区没有产生影响，因为我们住在这里。我们选择上教堂就在这里上教堂，我们在这里吃饭，我觉得这对我们的业务有很大的影响。就像你雇用了一个住得离家一个小时远的人，久而久之，他们会厌倦每天开车两小时上班。当他们拿到工资，他们会像任何人一样。如果他们结婚了，我觉得他们会马上回家。因为所有的人晚上都会回家。

And that money goes to another town an hour away and we don't build the influence of a sphere of influence that we can. So we want to be in communities where we can get to try to get to know people, get some kind of a footprint, give back to and also not just be investors. I don't want to be an investor. I want to build for some quirky reason and maybe that's my background of coming from nothing, but I want to build a brand. And we just went through the landscaping in Duels town. And when you drive up in that street, we have one business in a row that's not ours. It's not a car dealership. It's a Italian food market. I'd like to identify the street with a landscaping. So this street our footprint of landscaping speaks to the customer. There are people that care about need this cleanliness and respect for property.

这笔钱去了一个距离一个小时车程的另一个小镇，我们没有在我们能够建立影响力的地方发展我们的影响力。因此，我们希望在我们可以更好地了解人们、留下足迹并回馈社区的地方发展，而不仅仅是当投资者。我不想只是做一个投资者。我想要建立一个品牌，可能是因为我来自贫困背景，有一种特别的动力。我想要建设一个品牌。我们刚刚完成了Duels镇的景观美化工程。当你开车驶入那条街道时，我们在同一排有一家不是我们的企业，它不是一家汽车经销店，而是一家意大利食品市场。我希望这条街道能够通过景观美化体现出我们的存在感。让这条街道的景观向顾客传递信息：这里的人在意清洁和对财产的尊重。

So we want to we'd like to know that guys remembers us by our cleanliness, our attention to detail. Do you travel ever often? 90% of my travel is to factory meetings. Oh, I thought you were going to tell me West Palm because you mentioned earlier in the conversation. I've only been to the breakers three times, but all result of a 20 group meeting or winning a award and go into the breakers. So if I go to the 20 group meetings, there's no and a factory meetings. There's no time left to work and like to be around work as much as I can.

我们希望大家记得我们，因为我们的干净整洁以及对细节的关注。你经常旅行吗？我90%的旅行都是去工厂开会。哦，我以为你会告诉我你去过西海岸，因为你之前谈话中提到过。我只去过三次，但都是因为20人小组会议或者获奖而去。如果我要参加20人小组会议和工厂会议，就没有时间工作了，我还是希望尽可能多地在工作岗位上。

Yeah, do you go to any other industry conventions, any D.A. anything like that? Go to any D.A. Didn't go this year. My daughter spoke a couple of years ago to an A.D.A. So I certainly went to that. But yes, yes, we do. And we're a member of the 20 group. We're a member of a multi D or 20 group. And that's been beneficial to my growth. Are there any questions you want to ask me? You what prompted you to do this show? I mean, I mentioned it earlier to you that there was good or bad until it's compared and I wonder what I could have done better for you. So to answer your first question, I mean, failure, right? Because I had you have to think about me. I was on the dealership track for over a decade.

是啊，你有参加其他行业的会议吗？比如D.A.之类的会议？参加D.A.会议了吗？今年没去。我女儿几年前在一个A.D.A.会议上做过演讲，所以那次我当然去了。但对，我们有去。我们也是20集团的成员。我们是一个多D或20集团的成员，这有助于我的成长。你有什么问题想问我吗？是什么促使你来做这个节目的？我之前提到过，好或坏都需要对比，我想知道怎样做才能更好地帮助你。回答你的第一个问题，说实话，是失败吧。你要考虑到我在这个经销商行业已经干了十多年了。

And I went from a traditional dealership and then I built an online auto retailer. And I went much bigger, much quicker. And when you go big, you can go really, really big or you can fall really, really big. And we weren't able to really we weren't able to differentiate enough in the marketplace at our peak. We had already raised close to $60 million of capital. So we had to pivot and I just I spent two years really trying to pivot to private equity and figure out a way to profitability. But it didn't work out. And for the first time in my life, after sunsetting that business, I was faced in a position.

我从一家传统的汽车经销店起步，然后创建了一家在线汽车零售公司。我迅速扩大了业务。走大规模有成功的可能，也有失败的风险。我们在市场上没有足够的差异化竞争力。巅峰时期我们已经筹集了接近6000万美元的资本。所以我们不得不转型。我花了两年时间尝试向私人股本转型，找出盈利的方法，但没有成功。这是我人生中第一次，在结束那项业务后，我面临这样的局面。

I said, look, I took a big swing. It didn't work out, but I said, I can actually explore my curiosity. And I never actually had that opportunity. If you think about it, I started working on the car lot when I was 14, right? 15, just like helping out lot guy and all that stuff. So it was the first time in life where I could finally explore my curiosity. And I've always been interested in the marketing side of the business, right? So you mentioned, right, you love going and paying attention to that detail with the customer.

我说，你看，我下了一次大赌注，但没成功。不过，我也说，我其实可以探索我的好奇心。而这机会我从来没有过。你想想看，我14岁就开始在停车场工作，对吧？15岁的时候就帮忙处理各种琐事。所以，这是我人生中第一次能够真正探索我自己的好奇心。而我一直对商业中的市场营销部分很感兴趣，对吧？你也提到过，你喜欢关注客户的细节。

For me, when I got onto that car lot, I would gravitate to the computer and I'd want to go to like do some marketing thing, whether it was run a new Facebook ad or put a new post online. That was what I gravitated towards. I just doubled down on that and said, let's just start talking about the industry, try to solve a problem, which I believe is a lack of transparency in our industry. And so I just did that and it grew, grew, grew. And here we are today, you know, have a very large influential audience with an automotive, but it wasn't, I could tell you one thing for sure. It wasn't like very intentional. I didn't plan it out for years. It kind of just happened and it was compounded.

对我来说，当我走进那片汽车销售区时，我会很自然地被电脑吸引，我想做一些市场推广的事情，比如刊登新的Facebook广告或在网上发布新的帖子。这就是我真正感兴趣的方向。我决定全力以赴，于是就开始讨论这个行业，尝试解决我认为这个行业中存在的一个问题——缺乏透明度。我就是这么做的，然后它不断发展壮大。现在我们拥有了一个在汽车行业内非常有影响力的庞大受众，但可以肯定地说，这并不是一个非常有意图的计划，我没有提前规划多年，事情就这样发生了，并且逐渐积累壮大。

To the point where I said, there' s a real business opportunity here. I' m going to, you know, evolve this into an actual media company. Interesting. I think sometimes ask me how we get. You didn't ask me this, but I want you to ask me this question. How did how do we get so big? And I don't think we' re so big. We're small compared to others. We've just we're a first generation, but ask me that question. How did you get so big? I' m glad you asked. OK. And these are these are lessons from the form.

于是我说，这里有一个真正的商业机会。我打算把它发展成一家真正的媒体公司。有趣的是，有时人们会问我是怎么做到的。虽然你没问，但我希望你问我这个问题。我们为什么变得这么大？其实我不认为我们很大，和其他公司比起来，我们还是很小。我们只是第一代，但请问我这个问题：你们是怎么变得这么大的？我很高兴你问了。好吧，这里有一些经验教训。

I think we I think we grew by staying small by focusing on the details. Yeah, so I always say, I' ll local the locals. OK, and growth comes from by staying small. Everything is details. I mean, that every aviation accident you ever read about, you tube those a lot because very interested. And it' s usually a detail. It' s usually a lack of doing something the right way. Speaking of details is a perfect segue.

我认为我们是通过保持小规模来成长的，专注于细节。对，我总是说，要了解本地人。成长来自于保持小规模。一切都是细节。我是说，你读到的每一个航空事故，网上有很多这样的资料，我对这些很感兴趣。通常都是因为一个细节问题，通常是没按正确的方式做某件事。说到细节，这是一个很好的过渡。

So Brett Morgan CEO of Morgan Auto Group, which I have to imagine you' re familiar with, he posted a tweet the other day. He wrote card dealers, you parachute into an underperforming store. What are the first four pieces of information that you will ask before you dig into the operation? I want to ask you that question. What are those first four pieces that you would ask if this were if you were in a situation? I' d want to know about the leadership and the and the dealership, the longevity, the turnover.

所以 Morgan Auto Group 的首席执行官 Brett Morgan，我想你应该听说过，他前几天在推特上发了一条推文。他写道：汽车经销商们，当你空降到一家表现不佳的店时，你会先问什么四个信息，然后再深入研究店里的运营情况？我想向你提这个问题。如果你在这种情况下，你会问的前四个信息是什么？我要了解领导层和经销店的情况，包括他们的任职时间和员工的流动率。

OK, I' d want to know about the market and the sales penetration, the sales CSI because some of those things are very difficult and turnover and reputation is a span. We bought a Toyota store. I think there' s 1244 Toyota dealers or 1244, I think. And this was 1242 and 1241 sales. And that was not easy to overcome. Today, unfortunately, one at a time, OK, but today we' re in the top 10 percent and we' ve won the Toyota President' s Award several times. But I think I' d look at the market.

好的，我想了解市场情况和销售渗透率、客户满意度指数（CSI），因为其中一些事情非常复杂。此外，还有营业额和声誉的问题。我们买了一家丰田经销店。我记得有1244家丰田经销商，大概是这个数量。而这家店的销售排名是1242或1241，在倒数的位置。这并不容易克服。但是今天，我们已经进入了前10%的排名，并且多次获得了丰田总统奖。我觉得我还是要关注市场。

I' d want to know about the leadership team. And I think the leadership team is to we I can' t give it a cold right now. I should have it, but we look at all the time at our turnover in sales and parts and service. And we have turnover in sales hired in another universe stores. Right away, it goes down to I called parenting. It goes down to leadership, OK, people people on quit jobs, people quit people. I believe in that.

我想了解领导团队的情况。我觉得领导团队对我们来说很重要，但我现在还不能冷静地评价。我其实应该了解它，因为我们一直在关注销售、零部件和服务方面的人员流动。我们在其他分店雇用的销售人员的流动情况也是如此。我把这称为“管理”，归根结底都是领导力的问题。人们不会因为工作本身辞职，而是因为与人的关系而辞职。对此我是深信不疑的。

And I don' t know how we get that across. I mean, this is not for the listening audience. This is a philosophical thing. But how do we get how do we understand that and understand our obligation to people? I mean, being I guess some people don't give a hoot if you're a bad example. But I'd like somebody to say having worked for Fred bees, I'm a better person. That would be because you want a legacy and a legacy is not become how much you accumulate life. It's what you leave behind. It's the mark you leave on other people, right? And what's that mark that you want to leave is just for people to really become better? I you know, better, but you know, when people come in our dealership, let's say that we joked around and we said 50% of the people are going through domestic reorganization. That's a fair statement. And that's a lot of anxiety. And then you've got aging parents. People have a lot more of a struggle today, I think, than my generation earlier had because households were, you know, was not that divorce wasn't that common. Reorganization wasn't that common. So he says whether you're a boy or a girl weren't that common, maybe they maybe I maybe I just didn't know about it. OK, when I was 18 years old, I his like the California from Philadelphia, San Francisco. And that was a hell of an experience, but it was actually a good experience. That I don't think it won a hitchhike. Yeah, times have changed.

我不知道如何传达这一点。我的意思是，这不是针对听众的谈话，这是一个哲学性的问题。但我们要如何理解这一点，并理解我们对他人的责任呢？我猜有些人根本不在乎自己是否成为坏榜样。但我希望有人能说，因为曾经为弗雷德工作过，我成为了一个更好的人。这是因为你希望能留下一个遗产，而遗产并不是你在生活中积累了多少财富，而是你留下了什么给别人。你在他人身上留下的印记是什么？那种印记就是希望人们真的变得更好。你知道的，变得更好。比如说，当人们来到我们的经销店时，我们曾开玩笑说有50%的人正在经历家庭重组。这是一个公平的说法，这带来了很多焦虑。此外，还有年迈的父母。今天的人面临的挣扎比我那一代人更多，因为家庭结构不再像以前那样稳固，离婚不那么常见，家庭重组也不那么常见。不论是男人、女人，类似的问题或许存在，但我可能在年轻时没有意识到。当我18岁时，从费城搬到旧金山，这是一段了不起的经历，但实际上是一次很好的经历。我不认为现在人们会去搭便车了，时代变了。

Before we wrap up, is there any message, you know, we have thousands of listeners across the industry dealers, industry partners, vendors, Wall Street, consumers, enthusiasts, any message you want to leave everyone listening with? The my message to me is an older guy that wants to leave a legacy is to be sure that we are and I haven't been as active, but active in our beliefs and active in helping our country be the place we want it to be and the place we believe in it. I believe that America provided it to a tremendous opportunity for a lot of people, my generation, my parents, my grandparents. I think we're fortunate to be here and I think we should work hard. I call it. I call it today when I come to work. I want to polish the blue oval every day, but I don't want to lower the American flag. I want to raise the American flag and I want to speak out when I to my local politicians and let them know how I feel if they're not doing what I think they should do such an untrust today in the news. I heard my wife say last night when I was having dinner, there's an untrusting news. There's an untrusting that our political candidates, both sides are news, right, which is correct and which is photoshopped.

在结束之前，我想确认一下：你知道吗，我们有成千上万的听众，包括行业经销商、行业合作伙伴、供应商、华尔街投资者、消费者和爱好者。你有什么信息想要传达给所有的听众吗？ 我的信息是，作为一个年长者，希望留下一点遗产，就是要确保我们，虽然我自己并不总是那么活跃，但我们在信念上是活跃的，并且积极帮助我们的国家成为我们希望和相信的那个地方。我相信，美国为很多人提供了巨大的机会，包括我这一代、我的父母和我的祖父母。我觉得我们很幸运能生活在这里，因此我们应该努力工作。我每天来工作的目标是擦亮蓝色椭圆标志（福特标志），但我不想让美国国旗降下，我希望它高高飘扬。如果当地的政客们没有按我认为他们该做的去做，我也会对他们坦率表达我的看法。现如今，新闻中充满了不信任感。昨晚我和妻子共进晚餐时她也提到，政治候选人和新闻媒体都在制造不信任感——有些是正确的消息，有些则是经过美化的。

Let's say, where do you consume your news? Like what platforms TV channels or what are you consuming news? Well, I read the Wall Street Journal because I like the Wall Street Journal a lot because I call it the Good News paper. It's not about somebody less than their next door neighbor, child or shooting a neighbor. There used to be there used to be things in the new and the journal that aren't there today. I miss and that was by the way, if you Google Fred Bean's Wall Street Journal, you'll see a good little article. It'll at least make you smile. OK, just Google Wall Street Journal Fred Bean's. Oh, wow. Look at that push up in the dealership. God bless you. Do you work out? So I worked out. I'm joking because I wouldn't work out because I'm basically a workaholic and lazy, but I have a trainer that comes to the house twice a week. If he knew the house, I wouldn't do it. I love it. Fred Bean, thanks for coming on. My pleasure. Thank you.

我们来聊聊，你一般是通过什么渠道获取新闻的？比如哪些平台或者电视台呢？嗯，我看《华尔街日报》，因为我非常喜欢这份报纸，我称它为“好新闻”报。它不像其他报纸那样，总是报道邻居的小事或者枪击案之类的。以前《华尔街日报》上有些内容，现在已经没有了，我还挺怀念的。顺便说一句，如果你在网上搜索“Fred Bean's Wall Street Journal”，会找到一篇不错的小文章，它至少会让你微笑一下。好的，就搜“华尔街日报 Fred Bean's”。哇，看这推销力度。上帝保佑你。你健身吗？其实我健身，不过开玩笑啦，因为我是个工作狂，而且有点懒，不过我每周有两次私人教练来家里。如果不是他来了，我是不会练的。太好了。Fred Bean，感谢你的到来。我的荣幸。谢谢。

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