Dealership Matchmaker: Demystifying Pay Plans! Top Trends in Automotive Hiring Today
发布时间 2024-09-03 09:00:30 来源
摘要
Welcome to the Car Dealership Guy Podcast. In this episode, I'm speaking with Steve Adragna where we discuss: The biggest ...
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There are areas like Chicago, California, Florida, Texas that are the trendsetters for compensation, right? So I think some of the smaller dealer groups haven't caught on to, hey, where comp really is because they don't have an expert telling them where comp is, right? So maybe I get a search and the owner of the business is telling me, hey, we'll pay up to $500,000. And I go, well, do you really need to pay up to $500,000, right? I might be able to get you somebody in a little lower range, but hey, are you willing to bend on this or are you willing to bend on that, right?
有些地区，比如芝加哥、加利福尼亚、佛罗里达和德克萨斯，是薪酬趋势的引领者，对吧？所以我觉得一些较小的经销商集团还没有意识到实际的薪酬水平，因为他们没有专家告诉他们当前的薪酬标准。所以，可能我得到一个搜索任务，而企业的老板告诉我，他们愿意支付高达50万美元。我会想，你真的需要支付这么多吗？我可能能找到某个稍微低一点薪酬的人选，但你愿意在这方面或那方面做一些让步吗？
So I am thrilled to chat with Stephen Adranja, a dealership recruiting expert who's helped fill hundreds of roles in top dealerships across the country. We dive into the biggest dealership hiring trends, demystify employee pay and discuss the most sought-after roles in automotive right now. Plus my biggest announcement ever on the podcast. Let's get into it. Steve Adranja on the CDG podcast, Steve, welcome. Thank you. Thanks for having me. I appreciate it. Looking forward to it. Good to have you on. Highly anticipated episode.
我很高兴能与Stephen Adranja聊天，他是一位汽车经销商招聘专家，帮助全国各地的顶级经销商填补了数百个职位空缺。我们将深入探讨当前经销商招聘的最大趋势，揭开员工薪酬的神秘面纱，并讨论目前汽车行业中最抢手的职位。此外，我还将在播客上发布有史以来最大的公告。让我们开始吧。欢迎来到CDG播客，Steve Adranja。欢迎您，Steve。谢谢，非常感谢您邀请我。我非常期待这次对话。很高兴您能参与我们这个备受期待的节目。
So we are going to dig in today to really everything, dealership, hiring, compensation, some pay package stuff, try to really demystify this. I had an episode months ago with Brett Morgan. And I think I asked him, it was a question about how much or how he pays general managers. Sure. And that episode went very, very viral. And people were telling me like, wow, it's really refreshing to actually understand like see how dealerships are paying people and just have more transparency.
今天我们要深入探讨一下关于汽车经销商的一切，包括招聘、薪酬以及一些薪酬方案等，力图真正揭开这些方面的神秘面纱。几个月前我跟Brett Morgan录了一期节目，我问了他一个问题，关于他是如何支付总经理的工资的。那期节目非常火爆，很多人告诉我，能够实际了解经销商是如何给员工发工资的，并且能看得更透明，真的让人耳目一新。
Needless to say, I know lots of GMs that have reached out to me that they went to apply there afterwards for jobs. But that's not the point. The point I'm trying to make is like, the signal I got from that was like, okay, people want to know, like people want to know how comps are trending in our industry, how positions are shifting and changing and where people are hiring. So I just think it's a super juicy topic. I'm excited to dig into it together.
不用说，我认识很多总经理，他们后来都联系我，说他们去那里申请了工作。但这不是重点。我想表达的重点是，我从中得到的信号是，人们关心行业内的薪酬趋势、职位变化以及招聘动态。所以我觉得这是一个非常有趣的话题，我很期待和大家一起深入探讨。
But first, there's always surprises on the podcast. So we've been cooking up something together. So I'm really excited to announce that before we even get into the show. So today on this podcast, very special announcement, we are announcing that Stephen and I are launching CDG recruiting. So whoo, big deal. Big deal. So big deal. Yeah. Well, lots to talk about in that, but I'll give a quick little overview of what does even mean for anyone listening, right?
不过首先，我们的播客总是充满惊喜。这次我们一起准备了一些东西。所以在正式开始节目之前，我真的很兴奋地宣布一个特别的消息。今天的播客中，我们要宣布一个重大消息：Stephen和我正在启动CDG招聘项目。哇，真是件大事。是的，绝对的大事。所以，有很多内容可以聊，但我会先给大家一个简短的概述，让听众们了解这是怎么回事。
So if you followed me, you know that I launched a job board for the industry, I don't know, maybe like six months ago. The job board has done very well. It's really been a job board to connect, automotive employers and talent in a free forum, right? Where everyone can just come together and just help the industry. That's literally been, it's that simple. Like nothing complicated. Now, one of the biggest issues I've had with the job board is that I get lots of people reaching out to me that are, hey, you know, I need a little bit more help or maybe, you know, I need some more vetting or screening or I'm looking for like a very high level position and I don't just want inbound, I want outbound, right? It's not perfect, right? And so the issue, so I ran into this issue a couple months back and I put a post on LinkedIn, right?
如果你一直关注我，你就知道大约六个月前我启动了一份行业招聘公告板。这块招聘板效果非常好，它实际上是一个免费平台，专门用于连接汽车行业的雇主和人才，大家可以在这里聚到一起，帮助这个行业。真的就是这么简单，没有什么复杂的东西。
不过，我在运营这个招聘板过程中遇到了一些问题。很多人联系我说，他们需要更多的帮助，或者需要更多的筛选和审核服务，或者他们在寻找高级职位，不仅仅想要被动接收简历，而是希望也能主动出击。这并不是完美的。所以几个月前，我遇到了这个问题，并在领英上发布了一条帖子。
You remember this very well. Yeah, yeah, we jumped right on that one. Let's go, baby. So I put a post on LinkedIn like months ago, a couple months back, I said, hey, we're the best automotive recruiters, right? And like overwhelmingly, you were tagged like more than anyone else. So either you have a very good social team that rigged the system or you might know what you're doing. Yeah, a little bit of both. Yeah.
你记得这个非常清楚。是的，是的，我们马上就行动了。加油，宝贝。所以几个月前，我在LinkedIn上发了一个帖子，我说，嘿，我们是最好的汽车招聘公司，对吧？结果你被标记的次数远超其他人。所以要么你有一个非常厉害的社交团队在幕后操作，要么你真的很擅长这方面的工作。嗯，两者都有一点。
So we started having conversations and really that's where the idea came to be, right? We said, right, we are already helping the industry with this free job board, which is great and it's here to stay. But what if we can, what if we can grow that and add another layer of not just inbound, right? Inbound is talent coming to the job board, but also outbound, like actually providing a service to the industry that helps dealerships find talent. And so that was really what got all distorted and why we're sitting here today.
所以我们开始进行讨论，实际上就是这样想法产生的，对吧？我们说，没错，我们已经在通过这个免费的招聘平台帮助行业，这是很棒的，而且它会一直存在。但如果我们能在此基础上更进一步呢？不仅仅是被动地接受人才，人才主动来找工作，而是主动出击，真正为行业提供一种服务，帮助经销商找到人才。这就是一切的起点，也是我们今天会坐在这里的原因。
Well, it's funny because even you had made a post about, hey, I never envisioned me being a part-time recruiter. And I had offered you a job at the time, but I think, you know, for what you got going on is a little better than coming over to my company. But, you know, I think it's a very hot topic right now in the industry is finding top talent. And, you know, with us partnering up, I think not only are we gonna be able to expand that reach but make it a hundred times better than the industry has ever seen before. And I'm super excited about it. It's just an area that I've just been very passionate about, which is why initially did the job board, you know, with kind of just, hey, let's put it out there and see what happens.
好吧，这很有趣，因为你也曾发过一篇帖子，说你从未想过自己会成为兼职招聘员。当时我给你提供了一份工作，但我觉得你现在的情况比加入我的公司要好。不过，你知道，现在行业内的一个热门话题就是寻找顶尖人才。而且，通过我们的合作，我认为我们不仅能扩大影响力，还能让这个行业达到前所未有的高度。我对此非常兴奋。这是一个我一直非常热衷的领域，也正因如此，我最初才做了那个职位板块，就是抱着一种“让我们把它发布出去，看看会发生什么”的心态。
I've also experienced the first hand, like, you know, hiring in a dealership where all is very fricking tough, as everyone here knows, or hiring the right talent and stuff. So I just think this is gonna be a great supplement for the job board. The job board is gonna be more of that inbound and more kind of hands-off experience. And then CDG recruiting will be more of that outbound and hands-on where we kind of vet for you, we screen for you, and almost like a full service type of ordeal.
我也亲身经历过，就像你们知道的，在经销店招聘是非常艰难的，找到合适的人才真的很难。所以我认为这会是招聘平台的一个很好的补充。招聘平台会更偏向于被动接收求职者的申请，不需要太多干预。而CDG招聘服务会更主动，更具参与性，我们会为你筛选和审核候选人，几乎是一种全方位的服务。
And then the chair on top that I found very interesting when we started having conversations about partnering is that you have a database of like 16,000 employees and just dealership talent. And it's current too, it's very current. So this is a database that, you know, not only that I took all the contacts I have had in my career and I've really pieced together a lot of big players and really qualified people in the industry.
然后最让我感兴趣的一点是在我们开始讨论合作的时候，你们有一个大约16,000名员工和经销商人才的数据库。而且这个数据库非常新，非常及时。这个数据库不仅包含了我职业生涯中所有的联系人，还汇集了行业中很多重要人物和真正有资质的人才。
And I think that with that comes the ability to deliver quickly, right? Is we have these people and- Time to fill, right? Which is what everyone always asks, like, time to fill, time to fill. I need this role filled now. I can't wait 30, 60, 90 days and then I lose all this money. So everything in our industry is, hey, who can get it done? And I talk about it as speed, right? Is if you can deliver fast, you can make a big difference but you have to get the right people in front of them, you know, in front of dealers and you have to make sure the candidate, it's a good place for them too. So I think it's, I think, I know what we're gonna build is gonna be game changing for the industry. Yep, and I'm excited about it.
我认为，快速交付的能力是我们的一大优势。我们手上有这些人才，而“填补时间”总是大家关心的问题。他们总是在催问：填补时间，填补时间。我现在就需要有人来填补这个职位，不能等30天、60天、90天，否则会损失大量资金。因此，在我们的行业里，关键是谁能快速完成任务。我说的就是速度。如果你能快速交付，就会产生巨大的影响，但你必须把合适的人才推荐给合适的客户，并确保这个岗位也适合候选人。我相信我们即将打造的东西将会改变整个行业。我对此感到非常兴奋。
So Steven, so I think a big part of this episode today, like I said, I wanna talk about, you know, kind of demystify a lot of these things for dealers. Sure. And I wanna just start with your background, right? How did you get into this? Give us kind of the, give us the full story. Well, so goes back to day one. There's always wanting to be in the car business. My family came from the car business. You know, I jumped in it at 18 years old. Actually, if you really track back 16, 15, 16, but that was part stocking and detailing and everything like that.
所以，史蒂文，我认为今天这一集的一个重要部分是——像我之前说的，我想为经销商们揭开许多疑问。好的。我想从你的背景开始聊起，对吧？你是怎么进入这一行的？给我们讲讲完整的经历。好的，可以追溯到最初的那一天。我一直想进入汽车行业。我的家人来自汽车行业。我在18岁时就进入了这个行业。实际上，如果你真的追溯到15、16岁的时候，我就开始从事一些零配件的存储和汽车美容之类的工作了。
So the first, I think I turned 18, my senior year in high school, and I started selling cars a senior year, my senior year in high school. So transitioning from, you know, being a student to selling cars, there was nothing I would rather have done more than being like, you know, sell cars. So I, you know, I understood fixed. I went through it. I stock parts. I understand all that, but I'm a, you know, sales is my passion, right? And that's really what it came down to.
所以首先，我在高中的最后一年，应该是18岁那年开始卖汽车。从学生过渡到卖汽车，没有什么比卖汽车更让我想做的了。我了解固定的东西，经历过这个过程，储存零件，我都明白这些，但销售才是我的热情所在。这就是事情的关键所在。
You know, transitioned into an F and I role, sales manager, young GSM, young general manager. And then I found that, you know, there is a major issue in the business of recruiting and retaining top talent, right? So I had those struggles myself being a young general manager in the business and, you know, needing that extra resource to fill roles, right? And it's also time management, like, you know, dealers, general managers are very busy, right?
你知道的，我刚开始转职到F&I（财务和保险）岗位，然后做了销售经理，一步步成为了年轻的销售总经理和年轻的总经理。然后我发现，在招聘和留住顶尖人才方面，生意上有一个很大的问题，对吧？作为一名年轻的总经理，我自己也曾面对这些挑战，需要额外的资源来填补岗位空缺。还有时间管理的问题，比如说，车行老板和总经理们通常都非常忙碌，对吧？
So, you know, what really made it, what set it off for me was, you know, hey, I'm connecting a lot of people all the time. And why don't I, you know, make money off of it? And granted, like, hey, I transitioned. It was another family business. And I, you know, I had a little segue into recruiting, right? I understood how it worked. So just saying, you were a GM, but then your family had another family business recruiting.
所以，你知道，真正让我决定这样做的原因是，我一直都在为很多人建立联系。然后我想，为什么不从中赚钱呢？当然，我转行了。这是家族的另一个生意。我也有机会涉足招聘行业，对其运作方式有所了解。所以，仅仅是这样说的话，你之前是个总经理，但后来你的家族还有另一个从事招聘的家族生意。
Yeah. Got it. So why did you pivot to recruiting? I pivoted to recruiting mostly because I felt the need and I, you know, I wanted to get out of retail. You know, I came through the business. The only thing I've ever done was being a dealership. And, you know, I told my, the owner I worked for at the time, because he was worried of, he knew that this transition was going on with me, right? And he was like, Steve, hey, are you leaving? And, you know, and I told him, hey, you know, I don't know where else I would go, John, but I know this is my last job in the car business in retail, right?
好的，明白了。那么为什么你转向招聘行业呢？
我转行到招聘行业主要是因为我感到需要转变，而且我也想离开零售业。你知道，我整个职业生涯都在做汽车经销商。这是我唯一做过的工作。当时我告诉我的老板，他知道我正在经历这个转变，很担心。他问我：“史蒂夫，你是不是要辞职了？”我说：“约翰，我不知道还能去哪，但我知道这是我在汽车零售行业的最后一份工作。”
In retail. In retail. And so I did a lot of soul searching and I was like, why don't I just get into recruiting, right? There's already a business set up and, you know, I can segue really nicely and I already dabbled in it. Like when I'd be in between jobs, I'd, you know, do a little recruiting here and there. Yeah. And so I, I made the full leap about eight years ago and I haven't looked back since. Being a matchmaker in the business, right? I came from one side of the business, being a, you know, a high level operator and knowing how a dealer thinks I've been around them so long. So I'm able to make that connection with candidates and dealers that some aren't able to make because my ability to make that match is from personal experience, right? So that makes sense. That is where it really comes in as, hey, hey, knowing, cause our industry is not like any other industry, right? So automotive is. It's definitely nuanced. I agree with that. Yeah. So, so I think that. You bring people from the outside, okay. And you're like, you know, F and I, they're like, what the hell is F and I? Right. And that's what, you know, and that's what you do struggle with, with people coming from outside the business is, hey, are the rules we fill are very unique, right? Some people think of finance managers, someone in accounting, right? So, you know, knowing the business and jumping into, hey, personality matters too. I might have an A player on paper, but the dealer and him don't, the dealer and them don't click, right? Don't click. That makes sense, but you know what I mean? So. No, 100%. And I think that from that perspective, what we can offer is really unique, right? Is connecting people, matching personalities, not just people's experience, but personalities, right? Yeah, co-current, super-born.
在零售行业。在零售行业。所以我进行了很多自我反思，我想，为什么我不进入招聘行业呢，对吧？已经有一个成熟的业务，而且，我可以很顺利地转型，我也已经在这方面有了一些尝试。比如当我在工作间隙时，我会做一些招聘工作。因此，大约八年前我下定决心，彻底转行，现在我再也没有回头看。
在这个行业里充当“红娘”，对吧？我来自业务的一方，曾担任高级运营人员，并且了解经销商的思维方式，我与他们打交道已经很长时间了。所以，我能够与候选人和经销商建立某些人无法建立的联系，因为我的匹配能力来源于个人经验，这点很有意义。
我们的行业与其他行业不同，对吧？汽车行业确实有其独特之处，我同意这一点。所以，当你把外部的人才引入时，他们可能会不明白F&I是什么，这就是你在引入外部人才时所面临的困难之一。我们的许多岗位规则非常特殊，有些人会把财务经理想象成会计人员。因此，了解业务并融入其中，个性也非常重要。我可能在纸面上有一个非常合适的候选人，但他们和经销商在个性上不匹配，这也是个问题，对吧？你明白我的意思。
从这个角度来看，我们能够提供的服务确实是独一无二的。不仅是经验匹配，更是个性匹配。这点非常重要。
So, I want to talk a little bit about, like let's dig in a little bit about the trends that you're seeing in cars, is right now, right? COVID was not, you know, dealership employee turnover was at all time lows, right? People were making boatloads of money, right? So, it's not surprising that turnover would be very low. I was super happy. Times have changed. People are getting readjusted to more of a, you know, a reality. First of all, speak at high level, right? Like what is the general demand you're seeing out there right now in terms of, you know, employees looking to make a change, like just general movement in the industry.
好的，我想谈一谈你目前在汽车行业看到的一些趋势。大家都知道，疫情期间，汽车经销商的员工流动率创下历史新低，对吧？人们赚了很多钱，所以流动率低也就不足为奇了。我当时非常开心。但现在情况有所变化，人们开始重新适应新的现实。首先先从高层面讲一下吧，你现在看到的员工需求情况是怎样的，比如说在行业内找工作换工作的总体动向是什么？
So everyone's willing to talk right now. And I think it's because, I know it's because compensation's have changed, right? And gross profits are trending in a different direction, right? Not so much down, I bet. When you say everyone's willing to talk because companies have changed, are you saying like comp plans or just like the absolute number? The absolute number. So, people are making less money obviously, so they're open to have a conversation. Right. And the, so what happens in our industry is that the norm changes all the time, but people stay, don't, you know, they don't change with the times, right? So, yeah, now if you're a general manager and you made a million dollars last year, you're probably gonna make 600 this year. Who's making a million dollars a GM? What types of stores are those? A lot of family owned businesses, smaller dealer groups, where we see a huge, I see some of the highest comps, believe it or not, come from smaller dealer groups, right? Makes total sense. And I think also it's like there's high variance.
现在每个人都愿意谈一谈。我认为这是因为，实际上我知道这是因为薪酬发生了变化，对吧？而且毛利润的趋势也在变化，不是大幅下降。我猜你是这么认为的。当你说每个人都愿意谈一谈是因为公司的变化时，你是指薪酬计划还是绝对数值？是绝对数值。所以，人们显然赚得更少了，因此他们愿意聊聊。对的。在我们的行业中，标准一直在变化，但人们不跟上时代的步伐。所以，比如说，如果你是一个总经理，去年你赚了一百万美元，今年可能只能赚六十万。谁能作为总经理赚到一百万美元？那是哪些类型的店铺？很多是家庭经营的企业，较小的经销商集团，据我所见，有些最高的薪酬居然来自较小的经销商集团，这完全说得通。我认为这也存在很大的差异。
So again, having come from a small dealer group, a dealership to having built a much bigger, kind of more systematized auto-retailing operation, in the small group, right? Like we were a lot more variable, right? So, from my experience, and I'm sure many people listening can attest to this, but you can make, in many, in certain cases, you can make more money with a smaller group, because you might be on a more variable plan where your upside is greater, but your downside is greater as well. Sure. I've seen, from my benchmarking, and I'm curious what you have to say, is that the bigger groups, they have much tighter pay bands. Much tighter.
所以，再次重申一下，从一个小型经销商集团、也就是一个单一经销商，发展到建立一个更大、更系统化的汽车零售业务，在这个过程中，我的经历是这样：在小型集团中，我们的经营方式多变得多。根据我的经验，我相信许多听众也会认同，你在某些情况下，确实能通过小型集团赚到更多钱，因为你可能采用的是一种更具变动性的计划，这种情况下你的上升空间更大，但风险也更大。当然。根据我的基准测试，我发现大集团的薪酬范围更为紧凑。我也很想知道你对此有何看法。
And so, you might have a bigger salary component to your plan and a smaller commission component. So you have more stability, less upside. But again, this is, it can all be very different, right? Because you have some big groups that, yeah, you might have a lower commission, but suddenly, but their business is just like insanely, they're very busy, and so, you end up making more money that way, and just more stability and more volume. So, that's my experience. Curious to hear what you think.
所以，你的计划中可能包括更高的固定工资和较少的提成，这样你会有更多的稳定性，但相应的潜在收益也会较少。然而，不同的情况也会有很大差异。例如，有些大公司虽然提成较低，但他们的业务量非常大和繁忙，所以你反而会因此赚到更多钱，并且也更有保障。这是我的经验。很想听听你的看法。
Yeah, I think it's two types of, you know, two types of people, too, right? Some people are really, you know, they'd like to see a bigger return on the money they bring in for the company, and some are very, you know, different in the, they wanna know what they're gonna make, right? And that's where, you know, you see, the trends right now is, you know, the bigger companies is people, they, operators tend to make less money than a dealer group that has five rooftops. So, I think to be fair to the bigger dealer groups, right? You might not need to do half the things you have to do at a smaller dealer group. Absolutely. And so, it's more- You have to wear many more hats at a smaller dealer group than you do at, you know, an auto-nation lithium, and then the comps, then that's why the comps are different, right?
是的，我认为这也分为两类人，对吧？有些人真的希望能从他们为公司带来的收入中获得更大的回报，而有些人则很不同，他们希望明确知道自己会赚多少钱。这也是为什么，目前的趋势是，在大公司里，运营人员通常比那些拥有五个店面的经销商集团赚得少。所以，我认为，为了对大经销商集团公平一点，你在大公司里可能不需要做小公司里一半的事情。而在小经销商集团，你需要身兼多职，而在大型的如AutoNation或Lithia这样的公司则不是这样。这也是为什么薪酬差异存在的原因。
So- So, talk to us about comps. Like, this is the juicy stuff that people wanna- Yeah, so comps, let's go through all the rules in the deal, let's just start with like the GM. Yeah. Right, like, what are comp plans? So, comp plans for GMs I'm seeing right now is we're running a search in LA, which is one of the most, you know, expensive places to live, and I'm running against that, right? So, comp in that area is lower than I'm seeing in Ohio where I can, you know, where I have a general sales manager search where the potential upside is half a million dollars, right? Wait, I don't understand. You're saying the comp is lower in LA, where cost of living is higher? Yes. Why? I don't get that. I see it a lot in California, mostly, you know, expenses are higher, rent factors are higher, quite a bit. Gross profits are very similar all over the country, right? If you think about our industry.
好的，让我们谈谈薪酬（comps）。 这是大家想知道的热门话题。 好吧，我们先从总经理（GM）开始，逐条讨论这个交易中的所有规则。 好的，那么什么是薪酬计划呢？目前我看到的总经理薪酬计划是，我们正在洛杉矶进行一个搜索，那里是生活成本最高的地方之一，而我正针对这一点进行比较。所以，洛杉矶地区的薪酬比我在俄亥俄看到的要低。在俄亥俄，我有一个总销售经理的岗位搜索，潜在的收益有可能达到五十万美元。 等等，我不明白。你是说洛杉矶的薪酬更低，而那里的生活成本更高？ 是的。 为什么？我不太明白。 在加州我经常看到这种情况，主要是各种费用更高，房租因素也更高，很多都是这样。但如果你考虑我们的行业，总利润在全国范围内都是非常相似的。
So you're saying that the if I'm a GM in Ohio or LA, LA is more expensive to live in and I might make less money. Yes. Wow. That's not the counterintuitive. Not all the time, but a lot of the time as I struggle a lot with, you know, compensations in California, right, is, hey, is attracting talent. It's not always about compensation. It's about, hey, growth, right? But I think compensation in a lot of areas, because it's two, it's, hey, you know, there are areas like Chicago, California, Florida, Texas, that are the trend setters for the comp for compensation, right? So I think some of the smaller dealer groups haven't caught on to hey, where comp really is because they don't have a expert telling them where comp is, right?
所以你是说，如果我在俄亥俄州或洛杉矶做总经理，洛杉矶的生活成本更高，而我可能赚得更少。是的。哇，这有点反直觉。虽然并不是总是这样，但很多时候我在处理加州薪酬问题时遇到困难。你知道，吸引人才不仅仅是关于薪酬的问题，还涉及到发展的机会。然而，我认为在许多地区，薪酬是由一些地方如芝加哥、加州、佛罗里达和德克萨斯这些趋势引领者决定的。而一些较小的经销商集团没有意识到目前薪酬的真实情况，因为他们没有专家来告诉他们。
So maybe I get a search and the owner of the business is telling me, hey, we'll pay up to $500,000. And I go, well, do you really need to pay up to $500,000, right? I might be able to get you somebody in a little lower range, but, hey, are you willing to willing to bend on this or you willing to bend on that? Right. So I think historically you talk to any card guy and or gal and they're going to tell you that they want to make X amount of dollars, right? And I think that's where our trend is going is to, you know, maybe closer to the bigger dealer group model where, you know, pays more consistent, right? You know, there's there's months where there's, you know, people are making a lot of money. There's months where they're not. And I think that is slowly going away, right?
所以，也许有人来咨询我，他们的生意主告诉我，他们愿意支付高达50万美元的费用。我会问道："你真的需要支付高达50万美元吗？" 我可能能帮你找到一个费用稍低的人选，但你愿意在这方面做些让步吗？或者在其他方面呢？历史上，你问任何一个做汽车销售的人，他们都会告诉你他们想赚多少钱。我觉得我们的趋势是向更大的经销商集团的模式靠拢，这个模式支付的薪酬更稳定。有些月份收入很高，而有些月份收入不多，我认为这种大幅波动正在逐渐减少。
So you're saying that we're going to like more a bit more fixed, a bit less variable as an aggregate? Yes. So a lot of the time we intake, I intake a client and, you know, we, we dive into compensation because that's a huge part of, you know, what I do, right? Is, you know, I could have the best job in the world, but if it doesn't pay, I can't attract talent, right? So I think that where we, where we're seeing the trend in that is that, you know, people will do want security right now too. Right. That makes sense.
所以你是说我们整体上会更喜欢固定一些、变动少一些的薪酬结构对吗？是的。很多时候，当我接触一个客户时，我们深入探讨薪酬问题，因为这是我工作的一个重要部分。即使我提供的职位再好，如果薪酬不够吸引人，我也无法吸引人才。所以目前的趋势是，人们也确实更渴望安全感。这是有道理的。
Yeah. You know, and especially as we've gone up and down, like it's been so volatile over the last couple of years. Right. So, you know, security, being able to reach realistic expectations is, you know, dangling the carrot doesn't work so much right now. Um, people want to walk in knowing what they're going to make. And, you know, I think, I think that comes with, you know, and honestly, comps are all over the place most of the time. But what I find is that, hey, if you can find a dealer group that, you know, wants to invest in you and take you to the next level in your career, you got away comp, you know, you got to say, Hey, maybe I'm going to make lower a little bit less money.
是的。你知道，特别是随着我们经历了起起落落，最近这几年真是变化多端。所以，现在的关键是提供一个安全、现实的预期，光靠画饼已经不管用了。人们希望一进门就知道自己能赚多少钱。而且，我觉得，现在的薪酬标准也是五花八门。但我发现，如果你能找到一个愿意投资你、帮助你提升职业水平的经销商集团，你就需要在薪资上做出权衡，也许你需要接受稍微低一些的收入。
Yeah. Yeah. And, you know, comp is compensation is as far as I'm concerned, you know, and I've talked to many lateral industries and recruiting and we have the best, some of the best compensation in the, in the world, right? In our business, right? And so I think that, you know, making, making compensation, you're one, you know, I, I don't per, I, I get into compensation because I have to, right? But I'd say, Hey, it's about connecting people matchmaking, right? Compensation only only lasts for so long, right? I have guys making, you know, I told you I have operators making a million dollars a year and they're not happy, right? So I wouldn't. Why are they happy? You know, because either one, they're not appreciated, right? They feel like they're not appreciated, which, you know, feelings in our business is a tough thing to have, right?
是的，是的。而且你知道，薪酬——就我而言，我和很多同行业的人以及招聘人员聊过，我们的薪酬是世界上最好的之一，对吧？在我们的业务中。我认为，将薪酬放在首位是一种做法。但我谈论薪酬只是因为不得不这样做，对吧？我会说，关键是要连接人们，找到合适的匹配。薪酬只能够维持一段时间，我有的操作员年薪百万，他们却不开心。为什么他们不开心呢？要么是因为他们觉得不被认可。在我们的业务中，情绪是一个很难处理的问题，对吧？
So I think that there has to be like, you know, older school car guys or gals or whatever listening to this right now and saying like, dude, give me a break. Like you're making a million dollars a year. Like I'll wipe the floor. Like I'll, I'll go, you know, I'll drink the bathroom from the water. Like, no, and I, I think that's where we've set. You know, the, the COVID, all that. It's that really. So our memories are so short in this business, right? So we're thinking, you know, and I did it myself, right?
So I'd come, you know, off a great year, whether, you know, I was in the retail in 2008, I was at a Honda store when the, I don't know if you recall, but paint, you know, they couldn't get the paint from Japan or what it. So I don't worry. I was low. Everybody's making a lot of money. Honda's were selling for MSRP and, and then cash for clunkers. And we all thought that was, you know, hey, we're back to, we're back to making a lot of money. Cause I, I feel like a lot of what we hear about comp, if it's not, you know, is exaggerated, but from people, right? So from candidates, you know, who knows if they're, I don't ask for, I mean, I have had a dealer ask me for someone's pay stub, but, you know, we don't do that.
所以我认为现在肯定有一些老派车迷在听这个节目，并且在心里想："老兄，别开玩笑了。你一年赚一百万美元。我愿意做任何工作，比如拖地，甚至喝厕所水。" 其实，我觉得这就像是COVID以来的一个现象。我们的记忆在这个行业里真的很短暂。我们会想，自己曾经也经历过类似的事情。
比如说，我曾有过非常好的一年。不管是2008年我在一家本田店工作的时候，当时因为种种原因无法从日本获取油漆材料，但大家都不在意，因为每个人都赚了很多钱。那时候，本田车是按厂商建议零售价销售的，而且还有以旧换新的活动。我们都以为自己可以继续赚大钱。
我感觉，我们听说的关于薪酬的事情，很多都被夸大了。这些传闻大多来自候选人。谁知道他们说的是真是假？我从来不要求看他们的工资单，尽管有次某位经销商确实向我要过某人的工资单。但我们一般不会这么做。
Yeah. But, you know, I'm not sharing, you know, I'm not asking people for their pay stubs, but, you know, I think that, hey, everyone has their expectations and everyone knows what they, their value is. Right. So I think that's where we, we struggle. If like basically feel like a successful GM, right, that may be really one partnership path, but you don't have that track where you're at, right? In theory, there's all this money that's looking to come into the business, right. That would partner up with you. Right. In theory.
是的。但是你知道，我不是要让大家分享他们的工资单，我也不是要问他们的工资情况。但是，我觉得每个人都有自己的期望，也知道自己的价值。所以这就是我们所面临的困难之一。如果你觉得自己像个成功的总经理，那可能是一个很好的合作路径，但在你现在的位置上没有这样的机会。理论上，有很多资金想要进入这个业务领域，并与你合作。在理论上。
Yeah. And you know, that, that takes a unique individual to make that leap to. Right. So I think from, from where it's going to where it has been in the past, this is the best time to be in the industry, right? Because there is tons of opportunity, right? There's movement. There's so much movement and there's tons of opportunity, right? And if, and if you're a big player, um, as a dealer right now, what I would be doing is I would be, I'd be recruiting top talent because it's out there right now. Very, you know, up in commerce that have actually proven records and then don't discount the experienced operator that's been in the business 30 years right now.
是的。你知道，做出这种跳跃需要一个独特的个体，对吧。所以我认为，从目前的发展趋势来看，这是进入这个行业的最佳时机。因为有大量的机会，对吧？行业在变动，有很多变动，同时也有大量的机会。如果你现在是一个大玩家，比如说一个经销商，我会建议你抓紧时间招聘顶尖人才，因为现在市场上有很多有实际业绩的新兴人才。当然，也不要忽视那些已经在这个行业有着30年经验的资深运营者。
We hear it a lot right now is that I'm getting a lot of inquiries and say, Hey, I need a somebody that has been there, done that. Right. And it ties into, you know, a lot of second generation, third generations are taking over businesses and, you know, they times are changing right now. So we need operators that can change what it's like. The same time you got to bring the gray hair in. Yes. You want it. You want a team of the gray hair with the second, third generation. Right.
我们现在经常听到有人说：“我需要找一个有经验的人。” 这与很多二代、三代接管企业的情况有关。时代在变化，我们需要能够适应这些变化的经营者。同时，你也需要引入有经验的老将。是的，你需要一个由老将和第二、第三代共同组成的团队。
And that that was always, you know, even when I was coming up, why did I get the opportunities? Cause I'd work 80 hours a week and, you know, so I think that we're going to see a huge, it's going to be really, a really exciting time to be in the business. So I'm really, really positive. And, you know, there, it's going to be some people are going to, some people are going to come up in this, in this, in this moment, the stars are going to shine. One of the craziest things about the car dealership guide platform is our direct access to literally thousands of dealership and automotive employees.
那一直以来，甚至在我刚起步的时候，为什么我能获得那些机会呢？因为我每周工作 80 小时。所以，我认为我们将会见证一个巨大的、非常激动人心的商业时代。所以我非常非常乐观。你知道的，会有一些人在这个时刻脱颖而出，明星们将会闪耀。 关于汽车经销商指南平台最疯狂的事情之一，就是我们能够直接接触到成千上万的经销商和汽车业员工。
So naturally, I often hear this question, CDG, can you use your network to help me fill an open role at my company? Well, now I can. Building on a success of my free industry job board, I'm proud to launch CDG recruiting and more hands on white glove, automotive recruiting service. Whether you're looking to fill roles in dealership management, C suite, FNI, fixed ops, auto tech, SaaS, we take the hassle out of hiring by doing the heavy lifting for you. And here's the best part, we've been screen thousands of candidates. So you don't have to. And with our placement guarantee, hiring through CDG recruiting is 100% worry free.
自然地，我经常听到这个问题：“CDG，你能利用你的人脉帮我在公司招聘一个空缺的职位吗？” 现在，我可以帮忙了。基于我的免费行业招聘板块取得的成功，我很自豪地宣布推出CDG招聘服务，这是一项更加贴心的高级汽车行业招聘服务。无论你需要填补的是经销店管理层、高管、财务与保险、固定业务、汽车技术、还是软件服务相关的职位，我们都会帮你省去招聘的麻烦，替你处理繁琐的工作。最棒的是，我们已经筛选了数千名候选人，所以你不必费心。而且通过我们的录用保证，通过CDG招聘用人完全无需担忧。
Our team has decades of experience and has successfully placed over a thousand roles in the automotive industry. So if you're ready to find your next rock star employee, try CDG recruiting today by visiting CDGrecruiting.com or clicking the link in the show. It's below again, that's CDGrecruiting.com.
我们的团队拥有数十年的经验，已经成功地在汽车行业安置了超过一千个岗位。所以，如果你准备寻找下一位明星员工，请访问 CDG 招聘公司的网站 CDGrecruiting.com 或点击节目中的链接进行尝试。再次提醒，网址是 CDGrecruiting.com。
So talk to me more. We talked about GMs and I want to get a little bit deeper into the broader kind of hiring trends you're seeing. It's when I want to wrap up the other conversation of what other roles are you seeing right now? Or like, are you seeing any other roles in dealership with high variance on the comp? And let me tell you where my head is. Go.
那我们多聊聊吧。我们之前讨论了总经理（GM）的情况，现在我想更深入地了解你看到的更广泛的招聘趋势。首先，我想总结一下之前的讨论，你现在还看到其他哪些职位吗？或者说，在汽车经销商里，有哪些职位的薪酬差异特别大吗？让我先说说我的想法。你开始吧。
Right. Like with all this, you know, technology is getting more embedded in the dealership. Yeah. Right. In theory, there's more support, consolidation deals with consolidations rise, continues to rise. Right. It's record pace and Q1 or Q2. I want to Q1, right? Record number of buy cells in Q1 of this year, which is unbelievable.
对。就像这些一样，你知道，科技越来越多地嵌入到经销商中。对吧。理论上来说，会有更多的支持，合并交易也在增加，继续上升。对。在第一季度或第二季度的速度创下了记录。应该是第一季度，对吗？今年第一季度的买卖交易数量创下了记录，简直令人难以置信。
All that said to me is that there's more support for more roles in the industry, meaning, right, like bigger operation, more technology, a bigger support system. You maybe have to do a little bit less or you can be more focused on your role. That's the broader macro theme that I see.
所有这些对我来说意味着，业界对更多职位的支持在增加。换句话说，就是更大的运营规模，更多的技术，以及更庞大的支持系统。你可能需要做的事情会少一点，或者可以更多地专注于自己的角色。这是我看到的更大的宏观趋势。
I'm curious to know from you, like, where also you seeing trends or like big variance in a dealership when it comes to comp or like the type of positions? Or are you seeing any of that stuff? So we're seeing, you know, a lot of fixed, a lot of, a lot of comp changes in fixed operations.
我想了解一下，你有没有看到在经销商那里，薪酬方面或者职位类型方面的趋势或大的变化？有这样的情况吗？我们确实看到很多固定运营部门的薪酬变动。
And why is that? Well, it's a backbone of the dealership right now, right? Is that, hey, you know, when I, so when I kicked off this year, I told everybody that, hey, fixed and accounting is going to be the big thing this year. I know it. And I kid you not, it's panned out. GM hiring is going to phase into, you know, the end of the year, but fixed and, you know, bringing that revenue in, that gross profit, and then being able to manage the money coming in and smart and keeping track of everything.
为什么会这样呢？嗯，目前这确实是经销商的支柱，对吧？就是说，当我今年开始的时候，我告诉大家，今年重点是固定收入和会计。我确信这一点。而且我不是在开玩笑，事实证明是对的。通用汽车的招聘会在年底逐步展开，但重点是固定收入，带来毛利润，然后能够聪明地管理资金流入并跟踪所有数据。
Wow. Now, again, we're hearing you say it makes total sense, right? Like as people are relying more on fixed, it's just becoming more of, it's a hotter topic. Not that fixed is ever not important, like, you know, service part, but it's just more important when your new and new sales are slowing.
哇。我们再次听到你说这完全有道理，对吧？就像人们越来越依赖固定收入，这个话题也变得更热门了。固定收入一直很重要，比如服务部分，但当新的销售放缓时，它变得更加重要。
Well, it's, okay. So technology is a major factor right now. And, you know, into your, to your question is technology is a major factor, but you also need the people that you can have all the technology in the world. But if you don't have the right people, that technology doesn't mean anything. Right.
嗯，好吧。所以现在技术是一个主要因素。你知道的，针对你的问题，技术确实是一个关键因素，但是你还需要合适的人才。你可以拥有世界上所有的技术，但如果没有合适的人才，那些技术就毫无意义了，对吧？
So I think that, you know, yes, with all the stuff coming out and especially, you know, say AI and everything, I think that I know that people are going to be more crucial right now in the, in the role they're in, right. So if you're not able to execute in fixed, if you're not able to execute in sales, then there's really no excuse for it right now because you have stuff that you and I in early on in the business didn't have, right.
所以我认为，你知道，现在有那么多新东西出来，特别是人工智能这些技术，我觉得人们在他们的岗位上会变得更加重要。如果你现在在固定角色中不能执行任务，或者在销售中不能执行任务，那真的就没有任何借口了，因为现在你有的资源和工具，是我们当初刚入行时没有的。
So to tie that into compensation is yes, you will get paid a little less, but there, but you are going to have a little less work to do, so to speak, right. So I, and I do hear it all the time. I, I don't hear as many people that I used to that are working 80 hour work weeks, you know.
那么把这个和薪酬联系起来，就是说，没错，你的工资会少一点，但相应的，你的工作量也会少一些，对吧。我确实经常听到这种说法。我现在听到的工作80小时一周的人比以前少多了。
So I think, you know, going back into accounting and really keeping the money they're making and, you know, growing their business in the economy we're in right now is really crucial. And that's the way I have you out that is like, just like any industry, like the eight players are always going to get paid.
所以我认为，现在回归会计工作，确实把他们赚到的钱保存好，并在目前的经济环境中发展他们的业务是非常关键的。而且我觉得，这就像其他任何行业一样，顶尖的人才总是会得到应有的回报。
Yeah. You know, a player comp. Yep. Like they're always going to be the hottest demand, right? And they're always going to bust a rass. Right. Right. So, you know, I think there's always kind of, there's just always caveats to all these things. Yeah. But I understand your point.
对啊。你知道的，球员对比。是的。他们总是最热门的需求，对吧？他们总是拼尽全力，没错。所以，我觉得这些事情总是有一些附加条件。对，但我明白你的意思。
So tell me more about, so you mentioned accounting and fixed. Yes. So fixed makes total sense. Accounting, interesting. I can imagine why even the past month or the past two months, because of the CDK outages, right. That's probably people are like, you know, maybe in desperate need in some cases to bring on more support. Certain stuff shows weakness and vulnerability, right?
所以再告诉我更多一些细节，你提到了会计和固定的东西。对，固定的部分完全可以理解。会计这个挺有意思的。我可以想象为什么即使是在过去一个月或两个月内，因为CDK的宕机，对吧。可能有些人非常需要更多的支持。一些事情会显示出弱点和脆弱性，对吗？
So like when we went through, oh, wait, we had a lot of cream rise to the top and a lot of people didn't, right. And a lot of mistakes were made. And I think that, you know, accounting being, I've had the most, I've picked up dealer groups in the last three months that have never had a corporate controller. And now they want a corporate controller, right?
所以，当我们经历那些时候，哦，等等，我们有很多优秀的人才脱颖而出，但也有很多人没有成功，犯了很多错误。我想，会计方面来说，我这三个月接手了一些从未有过公司财务总监的经销商集团。现在他们想要一个公司财务总监，对吧？
So we're adding new roles. We're adding new high level rules, right? So corporate controllers are pretty high level role. You say corporate controller, you're referring to the person that manages all the controllers and all the dealerships. So similar to a CFO, but we use terms very titles, very loosely in the business, right? Yeah. That is a show me what you can do. And I'd say like, hey, a CFO is maybe somebody that is a CPA, essentially, that really understands some finances, you know, it's all open to interpretation, but corporate controller being, you know, somebody over six stores managing the office managers manage. But there's all sorts of mixes, right? It's like, hey, some, some accounting people may not have this background that the dealer wants, right? And that's really crucial right now, especially with what to your reference and mergers and acquisitions, people are looking for people that have been through those, right? Because the dealers are trying to acquire more businesses right now. And I think that that competency, yeah. And you know, if you're a accounting person and you've never been through one of those, then, you know, it's tough.
所以我们正在增加新的职务，尤其是高级职务，对吧？比如说公司控制员，这是一个比较高级的职位。当你说到公司控制员时，你指的是管理所有控制员和经销商的人。有点像首席财务官（CFO），但我们在业务中使用这些职位名称时非常宽泛。这个角色有点像是“让我看看你能做什么”。我会说，CFO也许是一个注册会计师（CPA），基本上非常了解财务。尽管职位名称可以有不同的理解，但公司控制员通常是管理六个门店的办公室经理的职位。但实际情况可能各种各样。有些会计人员可能没有经销商所需要的背景，而这在当前的兼并和收购环境中尤为重要。经销商现在正试图收购更多业务，因此他们在寻找有相关经验的人。如果你是一个会计人员，但没有经历过这样的过程，那么这会很困难。
Oh, yeah. So tell me, you said GM's that hiring for GM's typically picks up later in the year. Right. So right now you're extremely busy on fixed and accounting. Why GM's later in the year? Why is that? Well, it goes down to like every time I have ever seen a change in the industry is normally at the general manager level as at the end of the year. They've got the numbers in, the years closed out. Got in. So just like normal cycle of business. Cycle of business. It's been that way for a while, right? So you see high level rules pick up towards the end of the, you know, third, fourth quarter. And that's historic, right? So inquiries in is historic, right? That's historic.
哦，是的。你告诉我，通常来说，总经理的招聘会在年底有所增加，对吧？所以现在你在固定资产和会计方面特别忙。为什么总经理的招聘会在年末增加呢？这是为什么呢？
嗯，其实每次我看到行业有变动，通常都是在总经理这个层级，并且一般发生在年底。他们已经有了数据，年份也结束了。所以这就像是商业周期的规律。商业周期，一直都是这样的，对吧？所以你会发现高级职位在第三、第四季度增加。这是有历史依据的，对吧？查询量也是有历史依据的，这是有历史依据的。
So yeah, look, I, from my experience, I always, it was tougher to rock the boat for us as a use cardio during tax season, not for any dealer, but especially when you're relying on that, it was always tougher to rock the boat. Sure. Stakes were higher, right? Now September, October, you know, even like late summer, you're, you know, it's a bit easier to do that, right? Because, you know, they're not going to be inundated with demand and, you know, it's going to be very, very tough to operate. No, 100%. I know that, um, there, it's an industry of change, right? And if you, you got to be, you got to be a customer change to be in our industry. And we have some, I had a dealer use a reference with me the other day. It was, I might say it wrong. Good. But they say if the world were to end today, there'd only be, you know, a few people that survive and be card dealers. Thank you guys. Because they're, you know, he used the reference cockroach. I don't know what the exact term goes. People have said on the podcast before.
所以啊，看，这就是我的经历。从我的经验来看，在报税季节期间，（作为卖车的人）我们要摇船（指冒险或引发变动）确实更难，特别是你依赖这个生意的时候。没错，当时的风险确实更大。到了九月、十月，甚至是夏末，这样做就比较容易了，对吧？因为那时候需求不会那么大，你知道，操作起来会相对容易得多。没错，我完全理解。这是一个变化的行业，对吧？如果你想在这个行业立足，你就得成为一个接受变化的人。前几天有个经销商跟我提到了一个比喻，可能我会说错，但他说如果世界今天要结束，只有少数几个人能存活下来，比如卖车的人。他们被形容为“小强”（指蟑螂，寓意顽强存活）。我想，这个比喻在我们播客之前也有人说过。
Yeah. And by the way, dealers have said on the podcast before. I don't view it like a negative connotation. I actually, I get it. Like the other one, like the cockroach is a business. Yeah. They're just very resilient. They don't disappear. Right. And, and that's what, you know, I think that everybody has to be like, hey, you know, industries, this industry is always changing, right? Automotive, the way we hire, where we, where we operate, whether we retain talent. I think there's a much bigger focus, especially this year on retaining talent, but also seeking out more talent, right? Not that they're eliminating roles.
对啊，顺便说一下，经销商们之前在播客中提到过这个问题。我不认为这是负面的。我其实能理解。就像蟑螂，它们在商业中也是如此。对，它们很有弹性，不会消失。这就是为什么我认为每个人都应该意识到，各行各业总是在变化，比如汽车行业，我们的招聘方式，我们的运营方式，还有我们留住人才的方法。我认为尤其是今年，人们更加关注留住人才，同时也在寻找更多的人才，而不是在裁减职位。
Yeah. And I want to talk about that. So what's the second toughest role to hire in the dealership? And I'll tell you why I say second. I'll tell you why I say second. Yeah. Because we all know what's the first. The hot topic, if we had a technician machine. We can't produce technicians. If I tell it, even when I get those inquiries for technicians, I'm like, hey, if I had a technician making machine, I'd be, I wouldn't even, I wouldn't even need to call you. And all you should is like, it's, it's, it's, it's just tough. It's always been tough there. Right.
好的，我想谈一谈这个问题。那么在汽车经销商里，第二难招聘的岗位是什么呢？我会告诉你为什么我要说第二的原因。是的，因为我们都知道第一是什么。这个话题很热门，如果我们有一种能制造技师的机器就好了。我们无法培养足够的技师。每当有人来咨询技师岗位时，我都会说，如果我有一台制造技师的机器，就根本不需要给你打电话了。你知道的，这一直都是个难题，那里的情况总是很困难。
Yeah. So this is, you know, I'd say, I'd say finding a really good service manager, you know, because they don't change a lot, right? They don't service managers are a lot different than, you know, a variable person, in their mindset, right? Yeah. The fixed people seem to be more like consistent. Very consistent. And, and, you know, I would say that, yeah, I'd say, anything fixed is, you know, it's a little more work, right? You call a variable guy and they're like, sure, right away. You know, that, I, hey, I didn't even tell you the job. You know, so I think that it, I'd say fixed, you know, because not only that is that, you know, there's a lot less people that are, you know, that variable is, well, you know, where we think all the excitement is, but fixed is fascinating, you know, side of the business. And I think, you know, the little thing, you know, as a general manager with no fixed experience, right? Besides detailing cars and being a lot porter. And, you know, you, you rely on those people so much and, you know, on the fixed side, it's, it's a different person, right? You have to have a different skillset. So I'd say, I'd say right now it's fixed.
好的。所以，我认为找到一个非常优秀的服务经理是非常重要的，因为他们的变化并不大，对吧？服务经理的思维方式和变动性很大的人是很不同的，对吧？固定岗位的人似乎更一致，非常一致。而且，我会说，任何固定的职位都需要更多的工作。你打电话给一个变动性大的人，他们就会马上答应，但你可能还没告诉他们具体工作内容。所以我认为，固定岗位不仅工作量较大，而且从事这一岗位的人也相对较少。虽然我们认为所有的刺激和冒险都在变动性岗位上，但实际上固定岗位也非常有趣。作为一个没有固定岗位经验的总经理，除了清洗汽车和停车场的工作，你非常依赖这些固定岗位的人员。在固定岗位上，需要不同的技能。所以我认为，目前来说，固定岗位很重要。
Yeah. What roles right now are dealers engaging you for most? Like, is it, you know, you mentioned accountants and fixed or, or is there any other kind of bump in any other type of role? There's a lot of unique positions coming out right now, like hybrid roles, whether it's, you know, a marketing person that has digital, you know, a lot of, you know, so that speaks to what, you know, cardiolorship guy, you know, the media aspect of it is, is important. Dealers are understanding the importance of finding a person internal that can manage social.
对。目前经销商主要在聘用你从事哪些岗位？你提到过会计和固定岗位，或者还有其他岗位吗？现在有很多独特的新职位出现，比如混合型岗位，比如一个市场人员还需要有数字化技能，这和汽车经销商的需求有关，尤其是媒体方面的需求非常重要。经销商们开始理解找到一个能管理社交媒体的内部人员的重要性。
Yeah. We, um, so you probably saw this. We rust flips whips, who's, you know, another great automotive creator that we're partnered with. He did this, um, dealership training at Warren and Auto Group. I know it's really, really big success, but they also have someone now on staff, right? You know, he is just creating content all day, um, on the phone and, you know, putting out there and getting, getting great distribution. But the cool thing is they, they train all their employees to do that. Right. To kind of decentralize the kind of integration. But I just think that it's, it's inevitable. Like first of all, many dealerships already have roles like this, you know, within. Yeah. Many don't, but many do. But they may have them in, they may have them, but are they doing it correctly? Right. It's, it varies like crazy. Right. Like I see stuff and there's some dealerships that are executing so well, the in-house content. Right. Like, you know, you look at, um, it's a central Houston Nissan. Sure. Central Houston. Yeah. They went viral. Yeah. They went viral. You look at, um, I mean, there's, there's, there's a bunch of others. You can just go and tick-tock, right? Dealish. You can, you'll see a bunch.
是啊。我们，呃，所以你可能已经看到了。我们与“Rust Flips Whips”合作，他也是一个非常棒的汽车内容创作者。他在Warren汽车集团进行了一场汽车经销商的培训，我知道这非常非常成功。此外，他们现在有一个全职员工，专门负责整天制作内容，通过手机发布，并获得了很好的传播效果。而最酷的是，他们培训了所有员工来做这件事。对吧？这种去中心化的整合方式非常有效。我觉得这是不可避免的，首先，很多汽车经销商已经有这样的岗位。是的，许多没有，但也有很多已经有了。但他们可能有这个职位，但是他们做的对吗？这就因店而异了。我看过一些内容，有些经销商的内部内容制作执行得非常好，比如中央休斯顿日产。是的，中央休斯顿日产他们的视频就火了。还有很多其他的例子，你只需去TikTok上搜索经销商，你会看到很多内容。
Yeah. The point is there's some that really know what they're doing. Yeah. Um, and, and you know, you built it that, but I think to your point, that's a very interesting kind of insight that dealers are increasingly seeing the value in that. Right. And looking to bring more of that content creation in house and, and training so that they know what they're doing.
是的。重点是，有些人真的很清楚自己在做什么。嗯，你知道，你建好了这个东西，但我认为你的观点非常有意思：经销商们越来越意识到这种做法的价值。对，他们正在考虑把更多内容创作和培训引入内部，这样他们就知道自己在做什么了。
Yeah. No, I had, you know, just to use a real example is I had a dealer, they're getting ready for a tent sale and, um, offsite sale and the marketing person wasn't equipped to go after on social. They did the traditional email blasts and all that stuff. Mailers, right? It didn't work as well this time because I think a lot of people, you know, are going to tick-tock and all the other. Yeah. I mean, listen, the older school strategies in my opinion, you know, they still work, right? Like people ask me like, I even asked this question. I was like, you know, like when you're going to deal with websites, like 50 pop-ups, it's not a terrible customer experience. Don't do that. Um, in the long term, it's not going to benefit you. But in the short term, like the reality is like it does convert, right? Right. Again, I'm not saying like I would do, I didn't do that. Like, you know, it's just long term. It's not a good customer experience. But if it does convert, like there's a reason for it, right? You are able to get the consumers' information. So I think that, you know, when you think about these things, like there are some of these things that we laugh at and we're like, you know, they actually work.
嗯。是的，其实我有一个真实的例子。我有一个经销商，他们在准备一个露天销售活动和一个场外销售活动，而负责营销的人并没有准备在社交媒体上进行宣传。他们采用了传统的电子邮件群发和邮寄广告等方式，但这次效果不太好，因为很多人现在都在用抖音等其他平台。对吧？听我说，我觉得传统的营销策略依然有效。就像有人问我，比如在处理网站时弹出50个窗口，这对用户体验来说确实不好，不要这样做。从长远来看，这对你没有好处。但从短期来看，现实是，这样确实有效，对吧？再说一次，我不是建议你这样做，我自己也不会这样做。从长远来看，这不是一个好的用户体验。但如果它确实有效，那也是有原因的，你能获得消费者的信息。所以我认为，当我们思考这些事情的时候，有些我们觉得可笑的事情，其实确实有效。
Yeah. So I came across a product, but I preface this. I might be so stupid. It works. Yeah. But I preface this like three times and say that, you know, it can work. It doesn't mean it will. Right. And you should still like ultimately optimize for the best customer experience because that's going to bring that repeat business. Absolutely. Even if you get that customer's information at one time and, you know, to end up buying a car still doesn't mean it's the right strategy, in my opinion. So no. And dealers are always looking for, you know, different things, right? Yeah. So why do candidates come to you now? And would the angle I'm coming from? Like, do you see that it's mostly like money related now? Is it like my organization is in growing? Is it my boss? I've heard that my boss is a jerk? Is it all of the above? All of the above. I'm seeing hearing less compensation calls, more guidance.
是这样。我最近发现了一款产品，但在介绍之前，我得先说一下，可能我很蠢，但这个产品确实有效。不过我得先说明一下，它确实有效，但这不意味着它一定会适用于所有情况。你仍然需要最终优化最佳的客户体验，因为这才是带来回头客的关键。即使你一次性获取到客户信息并最终成功卖出一辆车，但我认为这并不代表这是最合适的策略。
经销商总是在寻找不同的方法，对吧？那为什么现在有些求职者会来找你呢？从我的角度来看，你是否认为主要原因是与钱有关呢？是因为他们的公司没有在发展，还是因为他们的老板？我听说他们的老板是个混蛋？是不是所有这些原因都有可能？没错，全都有可能。我现在听到的关于薪酬的问题少了，更多是关于指导和建议的问题。
So I give a lot of calls where, you know, I did this early on in my recruiting careers, I would talk to people, you know, that are looking for a job, right? And kind of, I get a lot of inquiries, just, Hey, where am I out in the market? Like, hey, is my comp good? Should I stay where I'm at? And you know, I have no, yeah, makes and makes total time. People want to kind of benchmark and yeah, you're there, you're their source for that. Right. And hey, is there opportunities out there? And what I tell a lot of people is, hey, if just try to stick where you're at, right? And make it work because, you know, the grass isn't always greener, but sometimes it is, you know, so, you know, and I am a recruiter, but I, you know, we try to do the best for our clients and candidates. We like to change people's lives in a positive way. And I think that's unique. I don't just place people. I really believe that we change people's lives.
所以，我接了很多电话，你知道，在我招聘生涯的早期，我会和那些在找工作的人交谈，对吧？通常会有很多咨询，比如“我在市场上的位置如何？”、“我的薪资怎么样？”、“我应该留在现在的岗位上吗？”等等。你知道，大家都会有这些问题，他们希望能从我这里得到一些基准信息，对吧？他们想知道市场上是否有机会。我通常会告诉很多人，尽量坚持现在的工作，试着让它变得更好，因为你知道，草地并不总是更绿，但有时候确实是。所以，虽然我是一名招聘人员，但我们尽量为客户和候选人做到最好。我们希望通过积极的方式改变人们的生活，而这很独特。我不仅仅是为人们找到工作，我真的相信我们在改变人们的生活。
Yeah. Well, I will tell you that I think people, you're in an interesting position, because you're just like, this like concentration of knowledge. Sure. Right. And it's kind of like me where people send me these scoops and stuff really early on. And then like, I'll post tell tweet about it. Right. I'm kind of like the filter mechanism to make sure it's like, you know, as legit possible for kind of put out to the world, we want to make sure, you know, putting up the right information. And that's why we get so many scoops. But for you, it's kind of similar that like you have that knowledge of like what's happening on the ground right now within recruiting.
是的，好吧，我想说的是，我认为你处于一个很有趣的位置，因为你就像一个知识的集中点。没错，对吧。这有点像我，人们会很早就给我提供内幕消息，然后我会在推特上发布这些消息。我算是一个过滤机制，要确保发布的信息尽可能准确。我们希望发布正确的信息，这也是为什么我们会得到这么多内幕消息。而对你来说，情况也差不多，你拥有关于招聘现状的各种知识。
Yeah, right. No, and that's what I always be. I had a dealer ask me the other day, hey, what's where's the market at? And I'm like, what do you mean, the car market? I don't have no clue. No, Steve, the recruiting market, you know, because because I tend to only talk to stuff, you know, speak about stuff I know, right. And it's not about not a bad strategy. It is very interesting to think that a dealer asked me, Hey, where's the recruiting market? Yeah, right now. What talents out there, right? And where's it going?
对啊，没错。我一向都是这样的。前几天有个经销商问我，“嘿，现在市场怎么样？”我问他，“你是指汽车市场吗？”我完全没有头绪。他说，“不，Steve，我是说招聘市场。”因为我一般只谈论自己熟悉的东西，对吧？这其实不是个坏策略。确实很有趣的是，经销商会问我“现在招聘市场怎么样，目前有什么人才，未来会如何发展？”
And you know, that that's where you know, we, I can help candidates a lot too. And right is like, Hey, career guidance, right? Is hey, stay where you're at. You know, you're doing great. And but you know, keep one eye open, right? I had an old car dealer tell me one time is like, he's trying to recruit me and he said, Hey, you always got to keep one eye open, right? And it goes on both sides, right? Is you know, we, we, I reach out to dealers that aren't looking for people. And I say, Hey, I have a, I have some excellent candidates. Let's have a conversation. And they will talk, you know, dealers want to know what talents out there.
你知道的，这也是我能够大大帮助候选人的地方。比如说，职业指导，告诉他们继续待在现有岗位，因为他们做得很不错。但同时，也要保持警惕。我曾经遇到一个老车商，他想招揽我，就对我说：“你永远要留个心眼。”这道理对两边都适用。我也会联系那些不一定在找员工的经销商，对他们说：“我有一些非常优秀的候选人，我们聊聊看吧。”经销商总是想知道外面有哪些人才。
Of course, you always want to know what great talent down there. And I also think for you, like, you know, you build that trust. So people are reaching out to you, right? You're just giving them free information. Yeah. And you're building trust. And when one day an opportunity maybe comes up for them, boom, like now they're in your database. Yeah. And like, Hey, FYI, this might be a good fit for you. Right. Vice versa with, you know, dealers, they get to know you. Hey, I might have someone good for you. Right. Well, and then tight, you know, talk about comp real quick again is that, you know, I do get asked, Hey, what should we pay for this role? Right. So, you know, we, I keep current with it. I, you know, I jot down everyone's compensation. So it's real that every day, all the data I have on compensation is fairly rare. It's real. It's real. It's real actual that I could tell you what that person's making. We could want to literally build a product out of just a data. It could literally be like a product on its own. Do you want to know what? Hey, I probably know what the CFO of most of these big auto groups are making. I probably know exactly what they're making. You know, when I was running get a car, my private company, they, there's a big VC firm. There's a big VC firm outside of Philadelphia or in Philadelphia that like has this internal database of comp for like all the rules across different stages of funding. Yeah. And I remember like, I was like, I need to access that because it's like, you want that knowledge to know, you know, what are people paying for a series A, you know, finance VP, whatever, like, so it's super super valuable.
当然了，你总是想了解那里有哪些优秀的人才。我也认为对你来说，建立信任很重要。这样一来，人们会主动联系你，对吧？你免费提供给他们信息，而且你是在建立信任。将来某天如果有机会出现，他们已经在你的数据库里。这时你可以告诉他们，“嘿，顺便说一句，这个机会可能适合你。”同样的，和经销商建立关系也是如此，他们也会了解你，也许他们有合适的人选推荐给你。
再谈一下薪酬问题，这方面经常有人问我，“我们应该给这个职位支付多少薪水？”为了保持最新的信息，我记录了大家的薪酬情况。因此我手头的数据都是最新的、真实的。我可以告诉你某个人现在赚多少钱。我们甚至可以把这些数据做成一个独立的产品。比如说，我大致知道这些大汽车集团的首席财务官收入是多少。以前我经营一家私人公司“Get a Car”时，费城有一家大型风险投资公司，他们内部有个数据库，记录了不同融资阶段的各种职位薪酬。我记得当时我特别想访问那个数据库，因为那样你可以知道，大家在为一个A轮融资的财务副总裁支付多少薪水。这种信息非常宝贵。
How quickly do typically fill roles? Like what's a tip of coverage or obviously depends on the role. You know, I, you know, I, I had a few where I struggled this year, but, you know, to, to that, that's always going to happen. Yeah. You know, it's just timing and, you know, depending on, you know, what candidate pulls out there for that role. But I'll tell you this is that for an example, we got a call on a Monday for a search to find him a platform general manager, dealer group in West Virginia. We had three people over to him by Wednesday. They flew somebody out on Friday and made him an offer. So, you know, not everything. All the stars don't always align that perfectly. But when they do they align quickly. Yeah. But it's all and that goes back to what I said earlier is that it's all comes. It's not always, it's not always what's on the resume. It's, it's the fit, the personality. Yeah. You know, and if a dealer is able to, you know, understand that, you know, hey, I may have to pay a little more for this person. But they're check every box I have in my mind, then that's, you know, the stars align real quick.
你们通常需要多长时间来填补职位空缺？比如说，有没有什么覆盖范围？或者显然这因职位而异。你知道，有几次我今年遇到了困难，但这种情况总是会发生。是的，这只是时间问题，并且取决于你能找到什么样的候选人。但我要告诉你的是，比如说，我们在星期一接到了一个请求，要为西弗吉尼亚州的一家经销集团寻找平台总经理。到星期三我们就推荐了三个人选，对方在星期五飞过去面试并向其中一个人提出了聘用。并不是所有事情都能这样完美地协调，但当它们协调好时，进展会非常迅速。而这也回到了我之前提到的，这不仅仅是简历上的内容，还是要看人选是否合适，个性是否契合。如果经销商能明白，可能需要多付一些薪水，但这个人选完全符合他们的要求，那么事情就会很快顺利进行。
So do you ever reject candidates or dealers from working with you? Yeah. So, can you like, yeah, yeah, been there done that. Well, if you like, I'm not big into, hey, for one, you know, if I'm, I really truly believe, and this is, I believe this, and that I can change, not only a dealer's business, but I can change somebody's life, right? But that that's a big power, right? If, you know, because at the end of the day, I'm putting him in front and I want to make sure that both parties are good people, right? And that this is going to stick. This is a good relationship that's going to land a lot of, you know, it's my reputation, exactly. So, yes, I have fired clients and I have not, well, it's not used the word black, but certain people, yeah, if you, if you want to dive into compensation, and that's your most important thing within 30 seconds of talking to me, probably not, right? A fit for me and my clients, right? So, I do have so to speak triggers that, hey, this candidate is, I'm going to put him off to the side, right? But I believe in matching the people, right? And that's my most, like, I have a candidate I'm placing right now that I've shopped around a lot. And I finally found him what he considers and the dealer considers his forever home, right? I love that. And that's, you know, that's the most rewarding thing about what I do is that, hey, we're, we're really focused on making the right decision for our clients and candidates. I love it. Amazing. Amazingly said.
那么，你们曾经拒绝过候选人或经销商与你们合作吗？
是的。所以你是指，嗯，对，我确实做过。如果你愿意了解，首先，我真的非常相信，我不仅能改变一个经销商的业务，还能改变某个人的生活，对吧？这是很大的能力，因为最终我要把他们放在前面，我想确保双方都是好人，而且这是一个会长久的良好关系。毕竟这是我的声誉，所以，是的，我曾解雇过客户。我并不想用‘黑名单’这个词，但确实有些人，如果你一上来30秒内就把重点放在薪酬上，那你可能不适合我和我的客户。所以，我确实有一些触发点，让我把某些候选人搁在一旁。但我相信人和人之间的匹配。这是我的重点。我目前有一个候选人，我已经为他找了很多机会，最终找到了他和经销商所认为的永久家。我喜欢这种感觉，这也是我工作中最有成就感的地方，我们真的在为客户和候选人做出正确的决定。我喜欢这份工作，非常喜欢。
So before we wrap up, we talked about comp, we talked about hot roles, trending roles, the changes in the industry. Of course, we talked about CDG recruiting. Yeah. So in case you didn't stuff. Yeah, in case, in case you missed that part, we are launching CDG recruiting to expand our job, the job, the CDG job board, which I've talked about. The automotive industry has not seen something like this. Oh, I, I, that's, that's music to my ears, but yeah, I'm excited to, excited to just make it better. And really, again, the premise behind it is to enable an expanded service where the job board today is really for inbound and kind of hands off on our end.
在我们结束之前，我们讨论了薪酬、热门职位、趋势职位以及行业变化。当然，我们也谈到了CDG招聘。对，如果你错过了那部分，我们正在推出CDG招聘，以扩展我们的工作范围，也就是我之前提到的CDG职位公告板。汽车行业还没有见过这样的东西。哦，这听起来真让人激动，但对，我很期待让它变得更好。其背后的理念是提供一个扩展的服务，现在的职位公告板主要是针对主动应聘的，比较不需要我们亲自参与。
And now it's like, hey, we can do more outbound. Yeah, we can actually have a service that's hands on helping you vet screen, find, and, you know, sift through thousands of candidates to really, you know, help you land someone quicker, or maybe someone that's just not in the ecosystem. So, and that's why you use a recruiter because, you know, they're not everyone's advertising that they want a job. They want to change. I mean, I think, I think the key is to have options. Yeah. Right.
现在的情况是，我们可以做更多的外部招聘。是的，我们实际上可以提供一种服务，亲自帮你筛选、甄别、寻找，甚至从成千上万的候选人中挑选出最佳人选，从而更快地帮你找到合适的人，或者找到那些不在你圈子里的人。这就是为什么你需要用猎头，因为不是每个人都在公开找工作或考虑换工作。我认为，关键是要有选择的余地，对吧。
Like even myself, like I've hired from, you know, just online job boards, I've hired from recruiters, I've got it just depends on the situation. How quickly I need to, if I'm coming up on taxis and maybe I need someone sooner, I mean, you just never know. Right. Or maybe you just can't find the right talent. But the point is, like, I'm just excited to have that service. You know what I mean? Just to be able to offer that. It's just like a natural fit and extension of what we've already done. So super excited to be doing this together.
就像我自己一样，我曾经通过在线招聘网站、招聘人员来雇佣员工，这都取决于当时的情况。如果我急需找人，比如说在报税季节或者其他紧急情况下，我可能需要更快找到人，有时候你就是找不到合适的人才。但是重点是，我对有这样的服务感到非常兴奋。你懂我的意思吗？能够提供这样的服务，对我们已经做的事情来说是一种自然的延伸。所以我非常高兴能一起做这件事。
Any closing thoughts, like, where is our industry headed to next from a people perspective? As, you know, we're coming off to CDK madness. You know, there's a ton of messages about that from candidates. Like what, you know, just like, Hey, where we're struck. No one, no one has said, Hey, we're, you know, it's not changing their job. You know, but they're, they're working hard right now. And, you know, it is a, it was a, it was a thing, right? And so I think that, you know, for me is that, you know, I'm seeing a lot of people that are willing to adapt to the changes in the industry. And I'm really excited to see, you know, the next phase of recruiting. And we're really going to revolutionize talent acquisition in the car business. I love it. I'm excited.
最后有什么想法吗，比如我们这个行业接下来从人力角度会走向何方？因为我们刚刚经历了CDK的疯狂。很多候选人对那件事有很多看法。不过，没有人说这改变了他们的工作，只是目前他们都在努力工作。这的确是一个大事件。因此，我看到许多人愿意适应这个行业的变化，这让我非常兴奋。我们将见证招聘的下一个阶段，我们将彻底革新汽车行业的人才招聘。我对此充满期待。
So, if and if anyone wants to reach out to you to talk about CDG recruiting and if you're looking for talent, if you're a candidate, we'll throw the link up in the show notes. Sure. So you can just go right into show notes as well. Of course, CDGrecruiting.com. We got the domain. Yeah. So we got that. So it's available there. Steven, really excited about this. You're super interesting just to hear it from you. Yeah, we're going to, we got to do these like on like a quarterly basis. Yeah, we're doing it. Just to give us like an update on like the state of the market, how's comp trending, right? You know, it's kind of like the M and A update. This could be like the recruiting update. So very interesting.
所以，如果有人想联系你，谈论关于CDG招聘的事宜，或者如果你在寻找人才，又或者你是求职者，我们会把链接放在节目的备注里。当然，你也可以直接访问CDGrecruiting.com。我们已经有这个域名了。所以可以在那里找到相关信息。Steven，对此我感到非常兴奋，你真的很有趣，听你讲解很吸引人。我们得每季度做一次这样的更新会议，给我们介绍市场的最新情况，薪酬趋势之类的。你知道，就像并购更新一样，这可以是招聘更新，非常有趣。
Steven, thanks for coming on, man. This is awesome. Awesome. Thank you for having me. Thanks, brother. All right. Hope you enjoyed that episode. Please give the podcast a rating. Consider subscribing to the show and check the show notes for links to what we talked about. Thanks for tuning in. I'll see you guys next time.
史蒂文，谢谢你来参加节目，这真是太棒了！太棒了！感谢邀请我参加节目。谢谢，兄弟。好的， 希望你喜欢这期节目。请给播客打个评分，考虑订阅我们的节目，并查看节目说明中的相关链接。感谢你的收听，我们下次再见。