Raising $47M for car shipping, How RunBuggy makes money, More repos in the car market | Kevin Malik

But what that really taught us, there's actually a massive demand for interaction at the home. I call it home engagement, home pickup, home drop off. Just like when you were talking to Scott at 50, people want services at their house. I'll take you a step further. People don't want services at their house. People don't want to waste time.

但是，这真正告诉我们的是，家庭内实际上存在着巨大的互动需求。我称之为家庭参与、家庭接送。就像当你和斯科特谈论时所说的，在家中人们想要服务。我再进一步说，人们不希望在家中享受服务。人们不想浪费时间。

Exactly. You're exactly right.

没错，你说得非常准确。

What's up, everyone? This is Card dealership guy. You're listening to the Card dealership guide podcast, which is my effort to give you access to the most unbiased and transparent insights into the car market. Let's get into today's episode.

大家好，我是汽车销售员。你们正在收听《汽车销售指南》播客，这是我努力为大家提供最客观透明的汽车市场见解的努力。让我们开始今天的节目吧。

Yeah, for sure. Thanks for coming on.

没问题，当然可以。感谢你的加入。

I want to start right, get right into the nitty gritty, was looking through your background a bit, and found out a bit surprising that you went from the hospitality industry into this logistics tech. Can you walk us through that? Like your background, how did you get started? How did this all happen?

我想从一开始就开始着手，深入了解实质问题，我稍微了解了一下你的背景，发现有些令人惊讶的是你是从酒店业转行到物流科技的。你能向我们介绍一下吗？比如你的背景，你是如何开始的？这一切是怎么发生的？

Yeah, there's actually, there's a lot of steps in there. I think that was probably the longest kind of tenure I had, but really always grew up in the tech space. Right? Started my career with Accenture. Left there pretty quick to start. An SAP consulting firm joined Starwood Hotels when there was less than 100 hotels. When I left, there was 100. So I had the fortunate experience of seeing massive scale and what was kind of even a little bit start-up beat, right? And growing from what was that 30, 40 hotels to, like I said, 1100. So learn quite a bit, help grow everything from the technology side, work with the executive team, and I think really cut my teeth on global scale finance, venture capital, all that, right? Reported dotted lineup to the CFO. Got it. You did that while at Starwood?

是的，实际上，这其中有很多步骤。我想那可能是我工作时间最长的，但实际上一直在科技领域成长。对吧？我从Accenture开始了我的职业生涯。很快离开那里开始了自己的事业。当时斯巴达顾问公司还不到100家酒店，我加入了这家公司。当我离开时，已经有100家酒店了。所以我有幸亲眼见证了规模的巨大变化，也有点像初创企业的氛围，对吧？从最初的30、40家酒店发展到了1100家，我学到了很多东西，帮助推动了技术方面的发展，与高管团队合作，我想在全球范围内的金融、风险投资等方面也积累了经验，对吧？直接向首席财务官报告。明白了。你是在斯巴达效力期间做到这些的吗？

Yeah. So what do you mean? So what do you say like venture capital there? How did that play in there? So you think about it as probably more, I probably say, a closer to private equity, right? As we grew, right? From a company that eventually acquired, shared to launch the Western brand and had only a few hotels, there was a lot of acquisitions, there was a lot of discussions around capital raises. And I mostly sat it from a technology perspective, right? How are we going to scale things? How are we going to service our back office? And so I wasn't actually actively helping the financing. It was listening and learning kind of the early, forward of our years of my career.

嗯。那你的意思是什么呢？你觉得风险投资在那方面发挥了什么作用？所以你认为它可能更像私募股权，对吗？随着我们的成长，从最初只有几家酒店的公司逐渐收购并推出西部品牌，我们进行了很多收购，也进行了很多关于资本筹集的讨论。而我主要从技术的角度来看待这些事情，对我们如何扩展规模、如何服务我们的后台进行了思考。所以我并没有积极地参与融资，而是在聆听和学习，这是我职业生涯初期的一段时间。

What's it like working for Barry Starlink? What does that like? So it was interesting, right? So Barry's out of that. I like the smile. I'm ready for this one. It's been a long time with him. It's been time with his team, obviously, right? But out of Grand Canyon, Connecticut, actually yesterday, it was wearing a Starwood capital shirt. One of my good friends still works there. You know, incredibly dynamic, right? And I was probably too young to realize what I had, right? Started there in my late 20s. And I won't say how old I am now, but you know, probably double that. And it was really interesting, right? I really appreciated the attention, the detail, the design, but also just get it done mentality, right? Let's not do analysis paralysis. Let's grow. And the end product, which could be a new Western, could be a Phoenician and just amazing to see the growth, right? And I think obviously it's gone to be one of the most successful real estate investors in the world. So I think that tells you what kind of organization it was.

在Barry Starlink工作是什么感觉？那是什么感觉？所以很有趣，对吧？所以Barry不在那里了。我喜欢他的微笑。我准备好了。我和他在一起已经很久了。显然，我花了很多时间和他的团队在一起。而且昨天我还穿着一件Starwood Capital的衬衫，因为我还有一个好朋友在那里工作。你知道的，非常有活力。当时我可能太年轻，没有意识到我拥有的是什么。我在20多岁的时候就开始在那里工作。我不会说现在我多大了，但你知道的，可能是那个年龄的两倍。非常有趣，我真的很欣赏那里的关注细节、设计，还有做事的态度，不拖泥带水，积极发展。最后的成果可能是一个新的西方风格，可能是菲尼克斯风格的地产项目，看到它们的成长真是令人惊叹。而且我认为显然这个组织已经成为了世界上最成功的房地产投资者之一。所以我认为这告诉你那是一个什么样的组织。

Yeah, definitely a good place to get started. So what came after that?

是的，肯定是一个很好的开始。那之后发生了什么事情？

Yeah. So, you know, after that, I decided like, hey, I want to try this fancy thing called a startup, right? I joined a few guys that were building a data center company in Phoenix, Arizona. And, you know, I was working in the data center. I was helping, you know, build things for Starwood and get things going. This is really before the advent of cloud, right? I mean, to date myself, I remember getting my first phone, which is a blackberry and looked at through my drawer. And that was the end of that, right?

是啊，你知道，在那之后，我决定去尝试一下这个叫做创业公司的花哨玩意儿，对吧？我加入了一些在亚利桑那州凤凰城建立数据中心公司的人。我在数据中心工作，帮助Starwood建设和推动项目进展。当时云计算还未兴起，我还记得自己第一次买了一部黑莓手机，放在抽屉里就没再用过了。

And these guys had this notion that we're building the one of the largest data centers in the world. I joined them as CIO spent about four and a half years there, went on, they went on to raise about 600 million capital. Actually, I think they do or they did held the record for the most amount of venture capital and debt based in Arizona at the time. So another high scale, fast paced growth, really learned, grew from, I think it was employed 35 to 500, built the software, built the team out, and spent four and a half years there.

这些人认为我们正在建设世界上最大的数据中心之一。我作为公司的首席信息官（CIO）加入了他们，花了大约四年半的时间在那里。他们后来筹集了大约6亿美元的资金。实际上，我认为他们在当时在亚利桑那州基于风险资本和债务筹集的金额方面创下了纪录。所以又是一次高规模、快速增长，我真的学到了很多，从35名员工增长到500名，建立了软件和团队，并在那里度过了四年半的时间。

After that, went on to do some venture partner work, you know, worked actually with the chairman of MasterCard in the startup in London, working on IoT, and then bounced around quite a bit doing consulting work, support work, and came across this idea. These three guys, three founders are still involved today. They've got a product, it's MVP. They ship cars for a couple clients, and they do predominantly Southern California.

之后，我开始进行一些风险合伙人的工作，你知道，在伦敦的初创公司中与万事达董事长一起合作，从事物联网领域的工作，然后我在各个领域进行了相当多的咨询工作和支持工作，然后偶然间发现了这个创意。这三个创始人今天仍然参与其中。他们有一个产品，已经是最小可行产品（MVP）。他们为几个客户运送汽车，主要在南加州。

I took a look at it and I said, this is really interesting, right? Before all this, I bought a car and bring a trailer, right? And I'm like, I didn't know how to get it to me. And I dialed and I said, wait, you mean you're having a car guy? Oh, yeah. I'm afraid actually, I'm afraid that I might start talking about EVs. I got to tell you, yeah, you're more than you. You're talking about EVs. I feel like Steve Greenfield will pop up, Scott will pop up, and I'll get yelled at by one of them. I'll be curious to hear your take that, but we'll get that. Yeah, we'll get to that.

我看了一下，然后就说，这真的很有意思，对吧？在所有这些之前，我买了一辆车和一辆拖车，对吧？然后我就不知道该怎么把它送到我这里。我拨了电话，然后说，等一下，你是说你有一位汽车专家？哦，是的。实际上，我有点担心，我怕我会开始谈论电动汽车。我必须告诉你，是的，你比我更了解电动汽车。我感觉史蒂夫·格林菲尔德会出现，斯科特也会出现，然后其中一个人会对我大喊大叫。我很好奇听听你的观点，但我们会有机会讨论那个的。是的，我们会讨论那个的。

So, you know, they had this idea. And I said, this is this is fastening. This is about, you know, two, three of 2018, right? And they are three of 2018. And now, at this point, the company is live or is it still incubated? There's a couple customers, right? There's a handful of transporters, you know, a couple hundred cars a month being transported. Interesting. And I think at that time, you know, the first thing that came to my mind is like, Uber, how did Uber not capitalize on this opportunity? I know they have like Uber freight and all that, we can get into that too as well. But Q3 2018, I feel like if I'm not mistaken, that's right around the period where Uber had a bunch of shake up with management stuff. But just kind of walk me deeper through that.

所以，你知道的，他们有了这个想法。我说，这是令人激动的。这是关于2018年的两三件事，对吧？他们在2018年仍然稚嫩吗？有几个客户，对吧？有几个运输公司，每个月运输几百辆汽车。有趣。我认为那个时候，我脑子里首先冒出的是，为什么Uber没有利用这个机会？我知道他们有Uber货运之类的，我们也可以详细探讨一下。但是2018年第三季度，如果我没记错的话，这大约是Uber在管理层方面发生动荡的时期。但是请你更详细地向我展示这一切。

This seems like such a simple idea, right? So practical. So, it just makes so much sense. It seems like food delivery. I mean, it's like, yeah, obviously, if we need to get a car shipped, we're not going to do this manually by phones or email, like, it's going to be done through an app. How did you guys wedge into the market, right? The founders and then you, yeah.

这似乎是一个非常简单的想法，对吧？如此实用。所以，它就是那么有道理。就像送餐一样。我的意思是，是啊，如果我们需要运送一辆汽车，我们肯定不会通过电话或电子邮件手动进行，而是通过一款应用完成。创始人们和你是如何进入这个市场的呢？

Hey, you know, it seems like a simple concept, right? And in the gray hair tells a little bit of a different story. Well, to be clear, the concept is simple. The business, I'm sure, isn't very sophisticated. So the concept is super simple, right? I think people say, Oh, you're a lot like Uber, you're like Lyft, or maybe Uber freight convoy. But let's put it this way. You know, where you generally have a marketplace and you have someone that is going to get a ride or moving an object, right, shipping or food delivery, it's usually within a city, right? Or if you are a convoy over freight, you're going from port to a major distribution hub or distribution hub to another another distribution hub or store of that nature.

嘿，你知道吗，这个概念似乎很简单，对吧？而且灰发中透露出了一些不同的故事。嗯，明确点说，这个概念是简单的。我相信，这个业务并不太复杂。所以这个概念非常简单，对吧？我想人们可能会说，哦，你们很像Uber，或者像Lyft，或者可能像Uber货运车队。但咱们这样理解吧。通常你会有一个市场，然后有人要搭个车或者运送物品对吧，可能是物流或者食品配送，一般在一个城市内，对吧？或者如果你是一个货运车队，从港口到一个重要的分销中心，或者从一个分销中心到另一个分销中心，或者其他那种类型的商店。

As we started doing this, we realized that I might ship a car from my house to your house. I might ship it from a dealership to an auction, an auction to port or to auction to, you know, I'm going to fast forward here. But now in the last 18 months, we've covered 125,000 unique addresses, shifting cars, right? And it gets more and more compromised. What are them? You are one of them. Yeah, I've seen that, right? And so I think the thing that was really exciting.

当我们开始做这件事的时候，我们意识到我可能把一辆车从我的房子运到你的房子。我可能会把它从经销商运到拍卖行，从拍卖行运到港口，或者从拍卖行运到其他地方，你懂的，我要用快进的方式来说明。但是在过去的18个月里，我们已经覆盖了125,000个独特的地址，运输汽车，对吧？而且它越来越容易受到攻击。它们都是什么？你就是其中之一。是的，我看到过，对吧？所以我认为真正令人兴奋的事情是什么。

So we built this this software, right? And we thought, Hey, we're a startup. Every book we read on startups and everything, we're going to start in Southern California. And we're going to do this in Southern California, and we're going to perfect it. And we're going to launch slowly go from city to city.

所以我们建立了这个软件，对吧？并且我们认为，嘿，我们是一家初创公司。我们读过有关初创公司的每一本书和所有资料中，我们都将从南加利福尼亚开始。并且我们将在南加利福尼亚地区进行开发，不断完善它。然后慢慢地从城市到城市逐步推出。

Then comes along. One of our first big customers, and I'll mention here was it was Toyota Financial Services and Fair, right? This is 2019. And they're like, well, we can't just ship cars in Southern California. Who cares? They got to go everywhere, right? And so how do you start a marketplace across the United States? That was the hard part. Yeah, the cold star problems. I'll tell me about that. It was a lot of a lot of phone calls, right? It was a lot. Can you move this car? Can you do it? Who are you? Are you broke or do you have technology? You can't just build a marketplace across the United States overnight. It was trying to price, trying not to lose money, trying to find someone to pick up the car. And while building what has become the most robust platform in the middle of it. So extremely difficult.

然后接踵而至的是我们的第一个大客户，我在这里提到的是丰田金融服务和fair。这是2019年。他们说，我们不能只把车运往南加州，对吗？有谁在乎呢？他们必须到达各个地方，对吧？那么怎样在全美建立一个市场呢？那是最困难的部分。是的，是冷启动问题。告诉我关于这个的细节。这需要很多电话，没错。很多。你能不能运送这辆车？你能做到吗？你是谁？你是有困难还是有技术？你不能在一夜之间建立起一个遍布全美的市场。我们试图定价，努力不亏钱，努力寻找人来接车。同时还要在其中建设起最强大的平台。所以非常困难。

But when you say started, like, so what did you actually do, right? Did you pick up the phone call some major dealer groups like, Hey, I know you're shipping cars. Use us. Here's why. Like how did that actually work?

但是当你说“开始”时，你实际上做了什么呢，对吗？你是不是拨打电话联系一些大经销商群体，说：“嘿，我知道你们在运输汽车。来找我们。这是为什么。这实际上是怎么运作的呢？

Yeah. And my assumption is that you went after businesses first before consumers, because it just it seems like an easier distribution channel to crack.

是的。我的假设是你先接触了企业，而不是消费者，因为这似乎是一个更容易打破的分销渠道。

Yeah, absolutely. We went to businesses first, right? There's repetitive routes there. There's higher volume. And it was a little bit like, Hey, we have this little MVP software. This is where I think we were really smart, but we're a mixture of automotive guys, right? If you look at my executive team, a lot of them spend a lot of time at Toyota at lenders, where we have a very, very skilled technology team and a skilled operations team. Give us some of your business. Let us try it with our with our software and see how it goes, right? Like any good startup. It was a little bit of salesmanship. It was a little bit, I'll say a little bit of begging.

是的，确实是这样。我们首先去找了企业吧？那里有很多重复的路线，有更高的运输量。而且当时我们只有一个很小的MVP软件，这是我们非常聪明的地方，但我们是一群汽车人，对吧？如果看看我的高管团队，他们中的很多人在丰田或贷款方面花了很多时间，我们有一个非常非常熟练的技术团队和一个有经验的运营团队。给我们一些业务，让我们用我们的软件试一试，看看效果如何，对吗？就像任何一个好的初创公司一样，这里面有点销售技巧的成分，有点儿乞讨的意味。

What was the value proposition though? Why would I use you? Right? Your early stage, like why the heck would I use you?

这个价值主张是什么呢？为什么我要选择使用你们呢？对吧？你们刚刚起步，我为什么要选择你们呢？

Even at that point, even at that point, we still had software that gave you an interface that let you look at everything and let you enter things. And this is this is beginning in 2019. Right? You know, if you look today, it's mostly like, Hey, call us, we'll give you a quote, then we will send you an email when it's done. There's this clamoring for logistics, especially on mobile just going to be part of the supply chain. Right? Let us flow information directly into the software and spread it out to the marketplace. So we didn't want to go out and say, Hey, we'll do it faster. We'll do it cheaper. That's part of the sales pitch sometimes, right? But it was really let us hook into your system. Let us have communication back and forth and let us feed your systems upstream so you know where your asset is at all times.

在那个时候，我们仍然拥有能够提供界面供您查看和输入信息的软件。这是从2019年开始的。你知道的，如果你现在去看，大多数是这样的，嘿，给我们打个电话，我们给你一个报价，然后当完成后给你发送一封电子邮件。特别是在移动设备上，人们急需物流服务成为供应链的一部分。让我们将信息直接输送到软件中，并在市场上进行传播。因此，我们不想说，嘿，我们会更快，我们会更便宜。有时候销售策略的一部分是这样的。但真正的重点是让我们与您的系统连接起来。让我们进行双向沟通，并向上游提供数据，以便您随时知道您的资产在哪里。

How early did the founders bring you in? It just feels like you started the what you're telling you right now. You know, I hear the words MVP. And the thing that you came in so early, it's it seems like such a risky move by founders. And I commend them for that because clearly it's worked out tremendously. And you've done a great job. But like, how did that work to bring in someone so early? Like, walk me through that.

创始人是在多早的阶段引进你的？感觉你刚刚开始讲述你现在正在做的事情。我听到MVP这个词，而且你是如此早就加入了，创始人们似乎冒了这么大的风险。我对他们表示赞赏，因为显然这个决策非常成功。你也做得很出色。但是，他们是如何在这么早的阶段引进你的呢？请详细向我解释一下。

I think these guys did these guys did a phenomenal job in the sense that, you know, they they got they got their initial funding, right? And I was it was part of that that that discussion. And they realized that, Hey, if we want to make this very large company, we want to ship hundreds of thousands of cars. There has to be substantial investment in technology, right? We also have to be able to talk to corporate executives. We also have to be able to deal with individuals and dealers and bring the value up, right? It's really easy to say, Hey, we built an app. That's not that's not hard. Right? It is one thing to have a legal department. It's another thing to have insurance. It's another thing to raise money. It's another thing to develop the cybersecurity programs around all of this. And so I think they were, I think they were, you know, or thinking enough that like, Hey, let's stay involved. Let's do what we do, which is, you know, it's going to be a real company.

我认为这些家伙在某种意义上做得非常出色，因为他们获得了初创资金。我也参与了那次讨论。他们意识到，如果我们想要成为一个非常大的公司，要运送数十万辆汽车，就必须在技术上进行大量投资。我们还必须能够与企业高管进行交流。我们还必须能够与个人和经销商打交道并提升价值。说我们开发了一个应用程序很容易。但有一个合法部门是一回事，有保险是另一回事，筹集资金是另一回事，为所有这些开发网络安全方案又是另一回事。因此，我认为他们很聪明，想到了“让我们继续参与其中。让我们做我们应该做的事情，打造一个真正的公司。”

Yeah, it's going to be a real company. And we need someone to run it properly.

是的，这将会成为一个真正的公司。而我们需要有人来妥善经营它。

Yeah. And we're here 140 people today. So you mentioned raising money. Tell me more about that. Was it you that sort of steered the company towards venture capital? Why did you do that? Did you raise the money yourself? Can you kind of explain that to us?

是的。我们今天有140个人在这里。所以你提到了筹集资金。告诉我更多关于这个的事情吧。是你把公司引导向风险投资的吗？为什么这样做？你自己筹集了资金吗？能给我们解释一下吗？

Yeah. So, you know, we have the initial seed funding from all my capital, large dealership group out of Southern California. And that was how we got our product going. That's in early 2019.

是的。所以，你知道，我们有来自我在南加利福尼亚州的大型经销商集团的最初种子资金。那就是我们推出产品的方式。这是在2019年初。

This was, is this the founders dealership? No, the founders, the founders do not have dealerships. This is this is what's the connection? Yeah. Did this happen to come across this group that they were selling to? So they were selling the product to a dealer. And this is the dealership group that I knew. And that's how we got involved. And that's the initial funding. Oh, okay. Got it. I like that. Okay.

这种情况是，这是创始人的汽车经销店吗？不是的，创始人并没有汽车经销店。那么这是什么关系呢？是的。是偶然发现了他们卖给这个团体吗？他们把产品卖给了一家经销商。而这家经销商就是我所熟悉的那家汽车经销店。这就是我们参与其中的方式，也是最初的资金来源。哦，明白了。我喜欢这个。好的。

So the customer invested, but that's a great way to do it. It's a huge testament. Okay. So that's, you know, that's a first round. What about like later capital? More institutional capital?

所以客户进行了投资，但这是一个很好的方式。这是一个巨大的证明。好吧，那么这是第一轮投资。那后续的资金呢？还有更多的机构资本吗？

Yeah. So as so, so we started to get traction. And I think there's a little bit of a story to tell here. What really made it. So yeah, going into 2019, 2000, you know, Q one, 20, the pandemic hits. And we're like, as a startup, oh, like, what are we going to do? Everything's closed. The dealership's closed. I was going to buy a car. And we have been talking to a couple lenders, right, in particular, BMW financial services, financial services. And, and, you know, we got a call and they said, Hey, can you pick up cars from people's homes? Like, what are you talking about?

是的。就这样，我们开始得到了关注。我觉得这里有一个小小的故事要讲述。真正让这一切发生的是什么。所以，是的，进入2019年，2000年，你知道的，第一季度20年，疫情爆发了。作为一个创业公司，我们想，哦，我们该怎么办？一切都关闭了。汽车经销商也关门了。我本来要买一辆车。我们一直在和几家贷款机构进行谈判，特别是宝马金融服务。然后，你知道的，我们接到了一个电话，他们说，“嘿，你们能去人们家里取车吗？”我们说，“你在说什么？”

They said, well, the dealerships are closed. And we have least terminations coming up. We have termination is I have a family, right? And I'm going to drop it off a dealer because it's up and individual said, well, we don't want to keep it even if you extend it because we're not driving anywhere. I don't want the payment. So we're like, start, sure, we'll do it. Wow. Talk about timing. Right. So what that really taught us that there's actually a massive demand for interaction at the home. I call it home engagement home pickup home drop off. Just like, you know, when you were talking to Scott at Spitv, people want services at their house. And so we started to build. I'll take you. I'll take you a step further. People don't want services at their house. People don't want to waste time. Exactly. You're exactly right. And it could be at their house, it could be at their, it could be their office. It could be come to me, right? That's true.

他们说，汽车经销商已经关门了。而且我们还有一些合约即将到期。我的合约到期意味着我要失去工作，对吗？我将把车辆送到经销商那里，因为我现在不需要它，而且有人说，即使你续签合约，我们也不想要，因为我们现在不开车。我不想要这个付款。所以我们就说，好吧，我们会这么做。哇，真是时机巧合啊。这样的经历让我们真正意识到，人们实际上对在家中进行交互的需求很大。我称之为在家参与、上门接送服务。就像你和斯科特在Spitv聊天时提到的，人们想要在家中享受服务。所以我们开始构建。再进一步说，人们不想浪费时间。你说得太对了。可以在他们的家里，也可以在他们的办公室，或者他们希望我们来到他们的地方。没错。

And I think what was really interesting, that started to build our capabilities and quickly. So talk about the call start problem. How do you cover home addresses anywhere in the United States, anywhere, and move them to a dealer, right? So we started to build tech around that, right? In 2020, we launched what we call today's winded. Is that like IBM, IBM Watson's cousin or something? No, actually that's Watson, right? I know. Yeah. But the first guy, the guy, the guy credited with the horse and buggy trailer was winded. Oh, that's cool. Okay. I like that. Yeah. Man, I were in a rollover here, Spiffy with the penguin, wind tin, run buggy. I got a lot of these. We're setting the bar very high.

我认为真正有趣的是，这开始了我们的能力的快速建设。所以，我们谈谈呼叫开始的问题。如何覆盖美国任何地方的住址，并将其转移到经销商那边呢？因此，我们开始围绕此进行技术建设。在2020年，我们推出了今天所称的"Winded"。这是IBM Watson的表亲之类的吗？不，实际上那是Watson，对吧？我知道。是的。但第一个人，那个被认为是马车拖车发明者的人，是Winded。哦，那很酷。好的。我喜欢。是的，伙计，我们正在不断超越，像企鹅般时髦的Wintin跑马车一样。我有很多这种点子。我们的目标设得非常高。

So then also led us to have been conversations with the bring a trailer team. Huge fan. I bought another car on the trailer, right? And I sent an email and I said, hey, it'd be nice if I could ship this. And we made our connection to Randy, the CEO there, who I can just an amazing individual, right? If you ever had a chance to meet him, you know, amazing individual. And he made the time for us. I can only imagine, you know, everyone wants to talk to him. And to this date, they still have the most sophisticated, robust integration there is with run buggy with run buggy, right? They put a lot of time and energy and effort into this. It is completely seamless to check out its automatic pricing. It's part of your experience. It is truly like what you'd expect from an Amazon experience.

所以我们也与bring a trailer团队进行了交谈。我是他们的超级粉丝。我又在拖车上买了一辆车，对吧？然后我发送了一封邮件，说，嘿，如果我能运输这辆车就太好了。我们联系到了那里的CEO兰迪，他是一个了不起的人，如果你有机会见到他，你就会知道，他是一个了不起的人。他抽出时间与我们会面。我只能想象，大家都想跟他交谈。到今天为止，他们与run buggy之间的集成仍然是最复杂、最强大的。他们花了很多时间和精力来做这件事。结账过程完全无缝，定价自动化。这是您期望中的亚马逊体验。

So how did this work prior to run buggy, right? Like 2017, I'm buying a car on eBay motors or whatever, right? I don't know if bring a trailer was, you know, launched in 2017. Maybe they were, but what did this, what was it like as a consumer and what is it like now?

那么在发现这个运行不稳定的软件之前，这是怎样运作的呢？就像在2017年，我在eBay Motors或其他地方买车一样对吧？我不知道Bring a Trailer是在2017年推出的，也许是，但以消费者的角度来看，这到底是怎么样的呢？现在又是怎样的呢？

So I feel I still think, you know, even though we've made progress and I'll call the competition, they're probably it's still the same because the market is so big. And what do I mean by that? It is still if you go out and you asking when you're in the industry, right? So you know, guys that maybe ship a car, you can maybe ask them to ship a car. But if you go to the average person or, you know, I'll call it 99% of the population say, how do you ship a car or how does a car get shipped? No one knows.

所以我觉得我仍然认为，你知道的，尽管我们取得了进展并且我会称之为竞争，他们可能还是一样的，因为市场太大了。我是什么意思呢？如果你走出去并且在这个行业里问人们，你会发现是这样的，你知道，可能有些人能送车的人，你可以让他们帮你送车。但是如果你问普通人，或者说，我称之为99%的人口，怎么送车或者车是怎么被运输的，没人知道。

How do I ship a car? If I asked you right now, what would you do if you didn't know me? What would you do to ship a car from your house to Scottsdale? I would call up my GM and tell him, hey, who do we know? Who do we hear? We're curious to ship cars and he would go through and he would find some. Yeah, find someone, right? It's still like that. It's like that across the board, right? And even at the new car level, like they have carrier fixed carriers that do a phenomenal job, there's still deviations. They still have to go client someone, right?

我该如何运送一辆汽车？如果我现在问你，如果你不认识我，你会怎么做？你会怎么把一辆车从你家运到斯科茨代尔？我会打电话给我的总经理，告诉他，嘿，我们认识谁？我们听说了谁？我们想要运送汽车，他会找出一些。是的，找到一些人，对吧？情况仍然如此。整个行业都是这样，对吧？即使在新车级别上，他们也有固定承运商，做得非常出色，但仍然有些偏差。他们仍然需要联系客户，对吧？

I encourage you, like, you know, we think, like I said, we think 50 million cars a year are shipped and it's grown. There is no dominant player. There's no one major brand. But how do you so how do you aggregate that all on your platform? Yeah, like you have like a list of a database of like, you know, callers or because it seems like, you know, a lot of these people, you know, great people, but they're also they don't seem like the most sophisticated. Any of them I've interacted with some haulers and again, I don't want to speak for the entire market. Just, you know, certain haulers I've interacted with, you know, much obviously it's more blue collar. And you know, when you're talking about apps and all this stuff, like again, I spoke about this on the Scott Wingo podcast, like I'm a mechanic. I want to turn wrenches. Don't let me start doing all this app stuff. That's not what I want to do. If I want it to do that, I would go learn software engineering. Yeah.

我鼓励你，就是说，我们认为，就像我说的，我们认为每年有5000万辆汽车被运送出去，而且这个数字还在增长。没有一个主导者，也没有一个主要品牌。但是你如何将所有的这些数据聚合到你的平台上呢？是的，就像你有一个数据库的名单，因为看起来，你知道，很多这些人都是很棒的人，但他们却不像最精通的那些人。我曾经和一些运输商互动过，但我不想代表整个市场发言。只是你知道，我和某些运输商互动过，他们显然属于蓝领工人。当你谈论应用程序和所有这些东西时，就像我在Scott Wingo的播客上谈论的那样，我是个技工。我想拧螺栓，不要让我开始做所有这些应用程序的事情。这不是我想做的。如果我想做那个，我就会去学软件工程。是的。

So how do you go ahead? So it's a really good question, right? So one of the things is we approached the large shippers first and we said, Hey, we have a phenomenal platform. We can integrate through APIs. We can securely take it. You get all your reporting through through the platform free. You know, we have full service claims and everything got it. And then we created, we have an app for the drivers to drive. What are the drivers? We don't charge them, but we allow them to take pictures. We allow them to pick up whatever loads that they want. We allow them to be their own business. They also get paid within one or two days. We got build a shipper and that's 15 at 30. So they are literally running their book business. We also work on behalf of them. Hey, we see you have an open spot. Do you want another car along the way? So we keep the trucks. Wow. I like that a lot. Yeah. That's your your brain. That's that's a lot of value right there. Backhaul. Hey, I'm driving back from LA to New York. Do you have anything or they look on the platform better yet? And like, Oh, this is in Kansas City. I'll pick it up. Instead of driving all the way back empty. I've got something to take back. There is a challenge with a number of drivers out there, but there's also a major challenge that optimization keeping trucks full. Can't drive 24 hours. They've got a log book. They've got it here to the log book. What we can't afford is empty spots and empty trucks. What's a log book? So there's a regulation. Right. How many hours can you drive? Just just like a commercial driver, right? You can't drive too many hours. And I think that's key. So you can't say, Hey, you, you might have a team of drivers. I'm going to pay more. Get that car to meet faster. Like, Hey, I don't like to drive so many hours in a day. What's a I know some companies that you know, I see like under ads like, Hey, you get to come home every day. Like, what's what's the deal there? Like, how did they do that? Is it just like the major nationwide corporations that have so many like spokes that they're able to, you know, give you shorter halls or how does that work? Yeah, I think that's that's part of it. They're they're doing inner city. Like we do a lot of inner city work. You know, Hey, 30, 40, 50, even a couple hundred miles. Guy will go a couple of miles, come back. But what is what is really, I think unique about automotive transport, just like I think we were discussing earlier is it's it's all over the United States. Right. So if we if we talk about right, individuals, talk about movie, a car, you talk about ring a trailer, you talk about any of these things, you don't know where the order is going till you get it and you don't know what state to what state it's going from. It's extremely complex. So we have 17,000 drivers signed up on the platform right now. Wow. And out of every order that comes in between 80 to 85% of them go claimed, meaning a driver's seat on his phone and picks up that order without us getting involved.

那你接下来要怎么做呢？这真的是一个很好的问题，对吧？其中一个方法是我们首先接触了大型承运商，我们告诉他们，嗨，我们有一个非常好的平台，我们可以通过API进行集成，我们可以安全地接收。你会得到所有的报告，我们还提供全面的索赔服务。然后，我们开发了一个司机用的应用程序。那些司机不需要支付费用，但他们可以拍照，随意选择装载物，并自己经营业务。他们还可以在一到两天内收到付款。我们为承运商提供了一个建立订单的方式，其中15到30%的利润会归他们所有。我们还为他们提供服务，比如说，“我们看到你有个空位，你想要另一辆车同行吗？”所以我们保持这些卡车持续运行。哇，我非常喜欢这个想法。对，这就是你的脑子，提供了很多的价值。返程的货物。嗯，我开车从洛杉矶回纽约，你有什么要运输的吗？或者更好的办法是在平台上查看，“哦，这个东西在堪萨斯城，我可以接过来。”而不是空车行驶回去。现在有很多司机的挑战，但是以及保持卡车满载的主要挑战也很大。他们不能持续驾驶24小时，他们需要一本日志。我们无法承担空位和空车的成本。什么是日志？这是一项规定。你能驾驶多少小时？就像商业司机一样，不能驾驶太多小时。我认为这很关键。所以你不能只是说：“嘿，你们，你可能有一个驾驶团队。我会多付钱，让你们更快到达目的地。”比如说，“嘿，我每天不喜欢开车这么多个小时。”我知道有一些公司的广告上写着：“嘿，你可以每天回家。”这是怎么回事呢？他们是不是只是像那些有很多分支机构的全国性公司一样，能够给你较短的运输距离，或者是如何运作的？是的，我认为这就是其中的一部分。他们在城市之间运输，就像我们做很多城市内部的工作一样，大概30、40、50甚至几百英里。有些司机开几英里的路然后回来。但是汽车运输的独特之处，就像我们之前讨论的，是它遍布全美。所以如果我们谈论个人运输、汽车运输、拖车运输，或者其他任何形式，你不知道订单的目的地，直到你接到订单，你也不知道从哪个州到哪个州运输。非常复杂。目前我们在平台上有17,000名注册司机。哇。每个订单中80%到85%都会被接，也就是说司机会在手机上看到订单并接取货物，而我们不需要介入。

So how do you make money? The magic question? I think again, it's it's pretty straightforward, right? It's a lot like Uber, right? We will charge the the shipper one number and we'll pay the transporter another number.

那么你是如何赚钱的呢？这个关键问题？我再想一想，这其实非常直接明了，对吧？就类似于优步，对吧？我们会向托运方收取一个数额，然后向运输人支付另一个数额。

I will say this, this is an a game of marking things up two times, half a time. It's it's a it's a low margin game. And we're going for scale. What are the typical margins? Margins are probably between 10 to 10 to 15% on this. And is that is that gross? Yeah. Got it. So we'll move right. Like I said, we'll move in 2024. We'll move, you know, we think well over a couple hundred thousand cars. Got it.

我要说的是，这是一个将事物标记了两次，在半次的游戏。这是一个利润较低的游戏。而我们追求的是规模。典型的利润率是多少？这个利润率可能在10%-15%之间。这是总利润率吗？是的，明白了。所以我们会持续发展。就像我说的，我们计划在2024年运输超过几十万辆汽车。明白了。

So, you know, if I'm spending a thousand dollars on a on a transport, you're making roughly 150 gross. Yeah. I mean, I'll take that. I think that's fair. You know, you hooked me up with the transporter. You made my life easy. I don't have to pick up the phone waste time. I'll take it. Yeah. I mean, really, I used it. But you'll take it and you know, you would cover insurance, right? We make sure the driver has insurance. You have tracking links, you can you can engage with a transporter. It's on your phone. We run seven days a week, 12 hours a day. You don't have to pay the guy in cash. You can put in your credit card. If your dealer can bill you later. It's truly I call it the modern experience would expect for anything else.

这样，你知道的，如果我在运输上花费了一千美元，你大约能赚到150美元。嗯，我觉得这很公平。你帮我找到了运输工具，使我的生活变得方便。我不需要打电话浪费时间。我接受这个。没错，我真的用过它。而且你会承担保险，对吧？我们确保司机有保险。你可以通过追踪链接，与运输工具进行互动。这一切都在你的手机上。我们每周七天，每天12小时运营。你不必用现金付款，可以使用信用卡付款。如果你的经销商后续追款，也可以做到。我称之为现代化的体验，这是我们对其他事物的期望。

Yeah. I mean, I think the first time I heard about you, I was skeptical. I think it was someone at the dealership was looking to to use, you know, run buggy for some, you know, out of state sales. And I was skeptical just because, you know, we're business people. The first thing that goes to our mind is like, how do I disintermediate this middleman for my business? Yeah. But then you realize that they're actually breaking value and you're like, okay, well, maybe it's actually makes a lot of sense because it's saving me time. And my team is spending less time. And so the psychology cycle I went through or whatever it's called. I want to first write about it. I think I think you know, everyone has that initial thought.

是的。我是说，我想当我第一次听说你的时候，我持怀疑态度。我记得是在那家汽车经销店里，有人想要用一些旧的、不是很好用的车辆来做一些州外的销售。起初，我对此持怀疑态度，因为你知道，我们都是商人。我们第一个想到的就是，如何为我的企业去除这中间商呢？是的。但后来你意识到他们实际上带来了价值，你就会说，好吧，也许这真的很有道理，因为它节省了我的时间，我的团队也少花时间。所以这是一种我经历过的心理循环，或者称之为什么的东西。我想首先写一下我的想法。我认为，每个人都会有这种最初的想法。

Like, I know a guy that will go down to, you know, from Pittsburgh, New York, not a problem. And all of a sudden you're selling a car and you see, I had a Wisconsin, you know, I don't know anyone. Right. And you just call and you get different prices and you don't have to trust. And then there's cash on delivery. And so also, you're like, I don't want to do this. Right. And you realize that you're not saving any money. Right. We have that, that epiphany moment with a lot of dealer groups.

我认识一个人，他会从匹兹堡来到纽约，没问题。突然间你要卖车，你会发现，我有一个威斯康星车，但我不认识任何人。然后你就打电话询价，你不需要相信他们。而且还可以货到付款。所以你会觉得，我不想这么做。然后你意识到你并没有省到任何钱。我们和很多经销商集团都有这个顿悟时刻。

And in terms of markets, you're serving your all over the country. Yeah. We covered even Alaskan Hawaiian now. Right. So we're, we're cover all the country. We, you know, like I said, I think we probably have the most diverse delivery network and what I mean by that. You know, a lot of people will move from dealer to port or or marshall yard. We're doing couple thousand unique addresses every couple of weeks.

在市场方面，你们的服务覆盖全国各地。是的，现在我们甚至覆盖了阿拉斯加和夏威夷。对的，所以我们遍布全国。就像我说的，我认为我们可能拥有最多样化的交付网络，我指的是，很多人会从经销商那里搬到码头或运输场。我们每两个星期就会为几千个独特的地址提供服务。

How much funding have you raised in total? Yeah. So we've raised 47 million in funding today. And I think we, you know, we're going down this road and we started to talk. But you know, what led to the kind of rigor trailer on this seems was our series A, right? So series A was in, you know, public information was led by the Larry H Miller family. And then we had first ventures and Porsche all participate. So great group of people. And we purposely kept it really focused on automotive because it's, it's when you start talking about off-lazy starts about repo and finished vehicle logistics and dealers and auction. There's a lot of the main knowledge that comes to this.

你们总共筹集到多少资金了？嗯，我们今天筹集到了4700万美元的资金。我认为，我们沿着这条路走下去，开始进行了交谈。但是，你知道，导致这种严格的验证车辆的是我们的A轮融资，对吧？A轮融资是公开信息，由Larry H Miller家族领导，我们还有First Ventures和Porsche共同参与。非常棒的一群人。我们故意把焦点放在汽车领域，因为一旦涉及到追回车辆、成品车物流、经销商和拍卖会等方面时，就需要很多专业知识。

And there's a lot of, I think, bespoke information and how it served us really well is kind of on the tail end of COVID. You saw massive inventory shortages. Right. So one of the things is we sometimes I feel like we're a little bit like a leading indicator or maybe we're maybe my eyes or maybe we're trailing indicator. But we saw massive drop in repo off-lease because what happened is let me put it this way. If you were going to take a forerunner to a dealership, do you think it was going to go to auction two years ago? Unless it was on two wheels and not running, you probably would keep it and sell it. So none of those cars went to auction. So we saw a massive reduction in off-lease volume, but it's slowly starting to come back as inventory comes back.

在COVID的尾声阶段，我们获得了许多个性化信息，并且这些信息对我们非常有帮助。你会发现有大量的库存短缺。对，所以我们有时候觉得自己有点像一个领先指标，或者可能是我的眼光，或者我们是一个滞后指标。但是我们看到了经过租赁的汽车数量大幅下降，因为发生了这样的情况。举个例子，如果你要把一辆丰田越野车带到经销商，你觉得在两年前它会被送到拍卖行吗？除非它只剩下两个轮子，而且无法运行，否则你可能会保留它并卖掉。所以那些车都没有被送到拍卖行。因此，我们看到了经过租赁的车辆数量大幅减少，但随着库存的恢复，这种情况正在慢慢好转。

I think we're seeing also more demand for transport in general as the EV maker's ramp up production.

我认为随着电动车制造商生产规模的扩大，我们也会看到对交通需求的增加。

So you mentioned leading indicators. I actually wrote this out on my notes. You're transporting, you're obviously ahead of the consumer here. What are you seeing right now? What is the data telling you in terms of transport? What are you seeing?

所以你提到了先行指标。我确实在我的笔记上写了下来。你是在运输领域，显然你领先于消费者。你目前看到什么？从数据上来看，运输行业给你传达了什么信息？你看到了什么？

Yeah. So I think this is a pretty common knowledge. We're seeing a pretty big uptick in repo possessions. Really? And yes, that's sort of the partners that you're working with that lenders or whatever, you're just doing serving more business for them.

是的。所以我认为这是很常见的知识。我们正在看到赎回回购的数量显著上升。真的吗？是的，这就是你正在与贷方或其他合作伙伴合作的方式，你只是为他们提供更多的业务。

Yeah. So as a car goes from repo yard to an auction, we're moving those for a lot of lenders. We're coordinating when the car is available, we're coordinating to taking it to the auction. So we're seeing a dramatic uptick there.

是的。所以当一辆车从扣押场地前往拍卖行时，我们为许多借款人进行这种搬运。我们协调车辆何时可用，协调将其送往拍卖行。因此，我们在这方面看到了明显的增长。

What do you say dramatic uptick? Can you put some numbers behind that?

你在说戏剧性的增长吗？能给出一些具体数字吗？

Yeah. I think this is just for the business that we do. We're seeing it grow about 5% every month.

是的，我认为这只是我们所做的业务而已。我们每个月都能看到它以大约5%的速度增长。

Wow. Yeah. And is there specific regions or is this nationwide? It's nationwide, right?

哇，是的。那有具体的地区吗？还是全国范围内的？应该是全国范围的，对吗？

We can't tell, sometimes the car ends up at a yard that might not need to close to where it was originated from. So it's all over the United States, but we're seeing that continually grow and seeing more demand for it. We're also seeing more interest from customers that we don't have wanting to talk to us because it's a difficult business. You have to pick up the car from a yard and you have to make sure it's operable, you can make sure there's keys and then take it to the auction for sale. So we're seeing that's one of the most interesting things we're seeing.

有时候我们无法预测，汽车最后可能被送到一个离它的原始位置不太近的场地。所以它遍布全美各地，但我们看到这个行业一直在不断增长，需求也越来越多。我们还看到一些客户对我们产生了更多兴趣，尽管我们并不需要他们与我们交流，因为这是一项困难的业务。你需要从车场取车，并确保车辆可操作，有钥匙，然后将其带到拍卖行出售。这是我们目前发现最有趣的一件事情之一。

We're also seeing dealers, individual dealers, sell more highline cars outside of their PMA. And what do I mean by that? It used to be for a couple of years, you put anything nice on the show a lot, you had 1, 2% interest, 3% interest, there was this craze, it was gone, it was sold. Now we're seeing a little bit more, and I don't have a hard information, but Anna Dohl, I'm saying, hey, that car just got shipped to states. It's a $100,000 car. This car is being shipped over there. This car is being shipped over there. It's not as easy to find the buyer just to walk in the showroom floor.

我们也看到经销商，个人经销商，越来越多地在他们的专属市场外销售更高端的汽车。我是什么意思呢？过去的几年里，只要在展厅中展示一些不错的车辆，就能以1%、2%、3%的利率迅速卖出去，这种狂热一来就消失了。现在我们看到有一些变化，虽然我没有确凿的信息，但我听人说，那辆车刚刚被运到了其他州。这是一辆价值10万美元的车。那辆车被运到了那里，这辆车被运到了那里。现在不太容易有买家直接走进展厅购买了。

Yeah, and it makes sense, right? I'm paying more interest. Let me dispose of this car anywhere, even at a lower price, even if it's out of state, if I have to maybe subsidize shipping, just so I can get it off my books and move the metal. Well, if you have a $100,000 car, you're thinking about your flooring costs and you think about the risk there, what's maybe $1,500 to send it six, seven states away? That makes a little sense. Yeah, so we're seeing that. Wow.

是的，这很合理，对吧？我支付了更多的利息。让我无论在哪里都可以处理掉这辆车，即使以较低的价格出售，即使是在外州出售，如果必要的话可能还要补贴运费，只为了把它从我的账本上清除掉，并将资金投入其他地方。嗯，如果你有一辆价值10万美元的车，你会考虑到地板费用和风险，花费1500美元将其送到六七个州以外算什么呢？这有点合理。是的，我们正在看到这一点。哇。

Now, and then in terms of just broader demand, what are you seeing there? Are you seeing that your demand versus last year is it growing, declining? How are you seeing that?

现在，就更广泛的需求来说，你们那边情况如何？你们的需求相比去年是增长还是下降？你们是如何看待这一点的？

Yeah, so in 2021, 2022, we grew 100% over a year for two years in a row. A little. We're seeing pretty good growth this year, not at that same scale. We'll probably see 100% growth next year and beyond that.

是的，在2021年和2022年，我们连续两年实现100%的增长。尽管幅度较小，但今年我们的增长情况还是不错的。我们很可能在明年以及之后继续保持100%的增长。

I think what's happening is you have this notion, you have this reduction in driver base. A lot of them have left the business during COVID. You don't have as many young people going in, so you need to have better optimization tools. You're also seeing more as EVs come on. So whether it's Rivian, or whether it's Fisker, obviously Tesla, Lucid, they are taking up more transportation because they have more deliveries to people's homes too. They also have more deliveries that they pick up cars and taking different locations. So you're seeing.

我认为正在发生的是，你有这样的观念，你有这种司机数量的减少。许多人在疫情期间离开了这个行业。年轻人进入的人数也没有那么多，所以你需要更好的优化工具。随着电动车的普及，你也会看到更多的电动车出现。无论是Rivian、Fisker，还是显而易见的特斯拉、Lucid，它们提供更多的运输服务，因为他们需要给人们送货上门。他们也会接送车辆到不同的地点。所以你会看到这种变化。

So they're working with you for transport? A few of them are. Yeah. Because we do a lot of the home deliveries. So you're saying that you're saying that pretty much the whole direct-to-consumer model is great for your business, especially when these players use you. Yeah. It's really good for our business. I think it's good for the OEM as well. There's a good experience. People like getting their new car delivered to their home. They like having that experience. So it works out really well. But that's also taking up capacity. You're now adding this to an industry that's already challenged with delivering cars. You're now you're adding all these home deliveries on top of it. And that's an expectation.

那么他们与您合作的目的是为了运输？其中几个是。是的。因为我们做很多家庭送货。所以您的意思是说，整个直销模式对您的业务非常有利，尤其是当这些参与者使用您的服务时。是的。这对我们的业务非常有利。我认为这对原始设备制造商也是有益的。这是一种很好的体验。人们喜欢将自己的新车送到家中。他们喜欢这种体验。所以效果非常好。但这也占用了容量。您现在将这一点添加到一个已经面临交付汽车挑战的行业中。您现在在这之上又增加了所有这些家庭送货。这是一种期望。

We also have to think about the demographics. The younger people get more involved in car buying. They might buy a car that gets over in the house. They might use a subscription model. You're talking to Scott at autonomy. We move for autonomy's cars. So there's subscription models that also take up transportation because those cars get shipped to the person's house or they get moved around the US as well. So we're seeing the market grow as well.

我们还必须考虑到人口统计数据。年轻人更倾向于参与购车。他们可能购买一辆适合他们家庭需求的汽车。他们可能使用订阅模式。我们与群智公司的Scott进行交流。我们提供群智公司汽车的服务。因此，我们还提供订阅模式的交通服务，这样可以将汽车运送到用户的家中，也可以在美国范围内移动。因此，我们也看到市场在不断增长。

Do we still have a transporter shortage?

我们还有运输工具短缺吗？

I think there's enough transporters. There's probably a couple of pockets of geography that maybe there might not be enough. What I do think is we've got to do a better job of optimizing. I say this. You and I fly around a lot. I'm getting on a plane later today. Those planes are always full. They come back full. They never stop unless they're waiting for a crew.

我认为有足够多的运输工具。可能有一些地理区域可能不够。但我认为我们必须更好地进行优化。我是这么说的。你和我经常飞来飞去。我今天晚些时候要上飞机。那些飞机总是满员的。它们回来也是满员的。除非它们等待机组人员，否则它们从不停下来。

But if we go transport truck drivers and automobiles, some of the hardest working people keep their trucks full. Give them the loads that they need to. When they're driving back, don't let them drive back empty if they don't want to. Fill their trucks. If they can take nine cars, give them nine cars. So how do you do that? What's the secret sauce here?

但是如果我们把运输卡车司机和汽车放在一起，一些最辛勤工作的人会保持他们的卡车满载。给他们他们需要的货物。当他们返回时，如果他们不想空着卡车回来，不要让他们这么做。填充他们的卡车。如果他们能载九辆汽车，就给他们九辆汽车。那么如何做到呢？这里的秘密是什么？

So one of the things that we really focused on is this optimization. I think in actually we've been able to map the routes of drivers. We can see where they're going at any time. It's anonymized. We don't really know. It's not for tracking purposes. But we have the ability in the app to say, hey, they're buzzing in the app. There's a car 25 miles to the left of you that's going the same direction you are going. It's going to pay $300 if you pick it up right now. We see that you generally drive down 95 from Florida, New York. And we happen to have a car just off 95 right now. Would you like it? We do that at scale. We do that across the United States. That's been kind of one of our biggest value as we also are working right now on you will probably announce it internally in a couple of weeks with chat GBD4 and AI.

我们真正关注的一件事情是优化。实际上，我们已经能够绘制司机的路线。我们可以随时看到他们的行驶路径，但这是匿名的，我们并不知道具体是谁。这并不是为了追踪目的。但是我们的应用程序可以提醒你，嘿，你的应用程序显示有一辆离你左边25英里的车正朝着你要去的方向行驶，如果你现在接单，你可以赚300美元。我们知道你通常从佛罗里达州开车沿着95号公路前往纽约。而我们正好有一辆车就在95号公路附近。你需要吗？我们在全美国范围内都能做到这一点。这一直是我们最重要的价值所在。此外，我们还在与Chat GBD4和AI合作，目前正在进行的工作，预计将在几周内向内部宣布。

We collect all this data. So now we're able to say, this is the right transporter for this job programmatically. When what would make our transporter right? Is it just like the most profitable, the most efficient? Where it is, right? So here's the hard to say. I don't know. So you take Uber freight. You take Conway for the most part, right? But we're even Uber left. You have short runs or you know you're going between two major destinations. If you're going to ship a car tomorrow, I don't know where you're going to ship it to till I get the order. So it's extremely difficult. If you decide to ship it to Topeka, Kansas, we'll do it.

我们收集了所有这些数据。因此，我们现在能够根据程序来确定这是适合这项工作的合适运输员。什么会使我们的运输员适合呢？是最有利可图的，最高效的吗？是在哪里呢？这里就难以说清。我不知道。所以你选择Uber货运。多数情况下你选择Conway，对吗？但我们还有Uber Left。如果你只要短途运输或者要去两个主要目的地之间，我们能做到。如果你明天要运送一辆车，我不知道你要运送到哪里，直到我收到订单。所以这非常困难。如果你决定把它运到堪萨斯州的托皮卡，我们会运送。

Try to find someone to take a 5,000 pound car. You want it gone in the next couple of days. Gonsafely registered drive through the heartland of the US. It's difficult. Right. There's guys that do it, but you need to know how to find them.

尽量找到有人接受一辆重达5,000磅的汽车。你希望在接下来的几天内将它处理掉。这是有注册并可以安全驾驶穿越美国中部的车辆。这不容易。没错，有些人可以做到，但你需要知道如何找到他们。

What's the biggest challenge facing Runbagi over the next couple of years? I think one of the thing is continuing the scale, right? It is, we're taking on more and more more miracles. So today, we do B2B, B2C, C2B, and C2C. We're also starting with several companies, something that she called just sticks. So as an organization, we think we're the only transportation company that covers the entire gamut. What I mean, we do home deliveries, right? We do home pickups. We do finished vehicle justice. It's building software that's extensible and scalable for all of them, whether you're the largest OEM in the world or whether you're an individual that just is going to go on a long vacation, what's the name of your car with you? Same platform.

在未来的几年里，Runbagi面临的最大挑战是什么？我认为其中一个挑战是持续扩大规模，对吗？没错，我们正在接受越来越多的任务。所以今天，我们可以做到B2B、B2C、C2B和C2C。我们还与一些公司开始了合作，她称之为“棒棒”计划。作为一个组织，我们认为自己是唯一一家覆盖整个领域的运输公司。我的意思是，我们进行上门交付，对吧？我们可以上门取货。我们可以运送完成的车辆。我们正在构建适用于所有这些业务的可扩展和可扩展软件，无论您是世界上最大的汽车制造商，还是只是个打算去度长假、也把车带上的个人。同一个平台。

But what percentage of your business is just consumers? The consumer business is growing and not in terms of events, but in terms of dollars, because the average consumer move we have is about $1,200. The average off-lease refund move we have is about $300. And so you have almost four to one ratio that you have. So my guess there is that why is that though? Is it because the auction, the repo just goes right to an auction that's very close to it local? Are you going to ship your car 150 miles? No, you probably drive it. You're going to get someone to drive it. You might drive and take an Uber back even, right? Are you going to ship your car from Pittsburgh to California? There's a good chance you might. Got it.

你的业务中有多少比例是消费者？消费者业务正在增长，而且不是在活动方面，而是在货币方面，因为我们的平均消费者搬家费用大约是1200美元。我们的平均租赁退款费用约为300美元。所以你有差不多4比1的比例。所以我猜想，这是为什么呢？是因为拍卖会，回收车辆直接送往附近的拍卖行吗？你会将你的车开150英里吗？不会，你可能会开车去。你会找人来开，甚至可能开车回来，不是吗？你会将你的车从匹兹堡运到加利福尼亚吗？很有可能。明白了。

So that's that like inflection point where a consumer says, hey, I'll use transport. It happens to be a higher ticket item. It's almost inverse for everyone else saying, hey, we're going to sell it within our area. We're going to take it to the closest auction. Why would we move it? Although that is happening a little bit because, going back to the case of the forerunner, a salt-free California forerunner might be worth more in your area than it is in California. Right. So we're seeing some people do that because if you can have instant value or instant buying and we do instant guarantee pricing on transportation, you know exactly the price.

这就是一个重要的转折点，消费者会说，嗨，我会使用运输服务，尽管它是一个高价项。而其他人则反过来，他们会说，嘿，我们会在我们的地区出售它，我们会把它送到最近的拍卖会。为什么我们要移动它呢？尽管有一点这样的情况发生，因为就拿凯美瑞来说，在你的地区一辆无盐加工的加利福尼亚凯美瑞可能比在加利福尼亚州值更多。对的，所以我们看到有些人这样做，因为如果你可以获得即时价值或即时购买，我们在运输方面提供即时的保证定价，你就可以确切地知道价格。

Would you say instant guarantee pricing? So you tell me right away how much I'm going to pay and you haven't confirmed it yet on your end? Yes. We've done enough math, right? Enough research. Yeah. We instantly price and we guarantee it. We won't change it on you. That's good. So it can be an oversized car. It can be a motorcycle. It can be an AEV. Yeah. My assumption is that the variance there is probably not that great. So the customer experience benefits definitely outweigh the potential costs. Yeah. It seems like it makes sense.

你会说即时保价吗？这样你可以立刻告诉我要支付多少钱，而且你在自己那边还没有确认吗？是的。我们已经做足够的数学和研究了，对吧？是的。我们可以即时报价并保证价格不会变动。这很好。所以它可以是大型车辆，也可以是摩托车或者其他类型车辆。是的。我觉得变动的范围可能不会太大。所以客户体验的好处肯定超过了潜在的成本。是的。听起来是有道理的。

Sometimes we mess up, right? Because it's any address to any address and that goes to the database and we take a look at it and we refactor that price. Incredible. So I mean thinking like five, 10 years out, right? Where is Run buggy? What does this look like? Yeah. So look, I think one of my goals or investors' goal, the team's goal, right, is we really want to create a recognized brand about a lot of shipping. You know, I don't look, I don't think, you know, wherever we're going to be a brand that people are, hey, sitting on the coffee table talk about, what did you use to ship your car, right? But, you know, I think there is a need for a major brand that does most of the shipping, right?

有时候我们会搞砸，对吧？因为这是从任何地址发送到任何地址，然后我们将其存入数据库，修改价格。太不可思议了。所以，我是说，像五年或十年后，Run buggy会在哪里？会是什么样子？是的。所以看，我认为我和投资者，团队的目标之一是我们真的想要建立一个被大家认可的关于大部分运输的品牌。你知道的，我不认为我们会成为一个人们会在咖啡桌上谈论的品牌，“你是用什么运输方式运送你的车？”但是，我认为有需要建立一个主要品牌来承接大部分运输的需求。

I also think that transporters and the guys that move and gals that move the cars, they deserve to have a really good app. They deserve to get paid quickly, deserve to get paid a fair wage. They deserve all this, right? I think they're some of the hardest working people. We want to kind of extend that commonality, right? One of the things that we're doing, and I think this is part of our five-year plans, we also have software that we sell now. So in November of last year, we launched a product called Hitch, which is our transfer management system, right? That means, you know, what we said, we took a step back and we said, hey, all this software we built, just task management and workflow, why not we just give it to someone else too? Because it's built really for scale. You really are the spiffy of auto-transporter. It's exactly what's coming up. Oh, I listened to your podcast to look, hey, what should I do next? I love it. I mean, it makes sense. You build all this great technology. Well, great. Let me license it or leverage it in other ways. And the neat part is when we license it, they're still using the Rumbag. Yeah, but they're using it for their own assets. So they have their own drivers, maybe their own valet, their own porters, right? They're putting them on there. We've got 1,000 rooftops in the pipeline. We have the largest, not Mineheim, but the other largest-considered option footprint in North America that's rolling it out right now. We'll be also putting out a press release for a company in UK and Ireland, and we'll have opportunities in Mexico and Canada as well. We're playing an IPO? Not yet. Yeah. Fair enough.

我也认为运输员、车辆移动员和车辆移动女员工应该拥有一个非常好的应用程序。他们应该能够迅速收到报酬，得到公平的工资。他们理应享受这一切，对吗？我认为他们是最努力工作的人之一。我们希望扩展这种共性。我们正在做的一件事，我认为这是我们五年计划的一部分，我们现在也在销售软件。所以去年11月，我们推出了一个名为Hitch的产品，这是我们的运输管理系统，对吧？也就是说，我们退后一步，然后说，嘿，我们构建的所有这些软件，只是任务管理和工作流，为什么不给别人用呢？因为它构建得非常适合规模化。你真的是汽车运输员的亮点。这正是即将发生的情况。哦，我听你的播客，要看看，嘿，下一步该做什么？我喜欢它。我的意思是，这是有道理的。你构建了所有这些很棒的技术。恩好的，让我授权或以其他方式利用它。而且有趣的是，当我们授权时，他们仍然使用Rumbag。是的，但他们是用它来管理自己的资产。我们有1000个项目在管道中。我们在北美拥有最大的（不是Mineheim的，而是另一个），被认为是最大的选项部署正在进行中。我们还将发布一份关于英国和爱尔兰公司的新闻稿，同时在墨西哥和加拿大也有机会。我们要上市吗？还没有。嗯，好吧。

I think even though there's still a lot to be done, the market is still massive. I think, I guess we're excited about 2024. I'm not sure if the pandemic was a wrinkle or a blessing in disguise yet. I think time will tell from a pure technology perspective. It's taught us a lot of lessons, and I think that's something we need to figure out.

我认为尽管还有很多工作要做，但市场仍然非常庞大。我觉得2024年我们可能会很兴奋。我还不确定疫情是一个意外之纹折，还是一个掩映之祝福。我认为从纯技术的角度来看，时间会告诉我们答案。这次疫情教会了我们很多经验，我认为这是我们需要弄清楚的事情。

I want to backtrack to one point you made. You mentioned just EVs, the impact of that. I had to go back. I had to go back. What you got? Yeah. It impacts our business in a positive way. It's not just about us. I think there's a positive message here. I think what's come out of it, people are accepting to have their car picked up or delivered to wherever they choose, whether it's their home, like you said, rightly. It's about convenience or time.

我想回到你提到的一个观点。你提到只是电动汽车的影响。我不得不回去。我不得不回去。你知道了什么？是的。这对我们的业务有积极影响。这不仅仅是关于我们自己。我认为这里传达了一个积极的信息。我认为这带来了一种结果，人们接受了他们的汽车可以被接送到他们选择的任何地方，就像你说的，是的。这关乎便利和时间。

There is a realization though from some of these pure EV players that, hey, when a car does break down, you have to take it somewhere. In the case of some of them outside of Tesla, they don't have a lot of service centers yet. It has to be towed. They also have to have, they don't have the dealer lots. The dealers do a phenomenal job of storing cars and holding cars. Where do you put sometimes the inventory as you're building it? That means more shifting and quicker shifting in marshal yards. From our perspective, it has a positive impact.

有些纯电动车公司已经意识到一个问题，那就是当汽车出现故障时，你必须将其送到维修点。在特斯拉之外的一些公司，他们的服务中心并不多。这意味着需要拖车运送。他们也没有像汽车经销商那样的经销商库存。经销商在存储和保管汽车方面做得非常出色。在你建造库存时，有时候你要把他们放在哪里呢？这意味着马夏尔码头需要更多的转移和更快的转移。从我们的角度来看，这对我们有积极影响。

I do think EV adoption is going to grow from what we see. We see people always very excited. I personally drive an R1T. I've had it for about 14 months now. It's an amazing car. I'm a huge car guy. I can go on and on and on and on forever. At the same time, I always want to be like, hey, if something happens, where do I take it to? There is one facility about 20 miles north of me. I think there's going to be more need for specialized transport, quicker transport in the future. You don't have Rivian, Lucid, Fisker, then Fast locations all over the United States. Dude, you guys are going to be a massive company. Maybe. Not that you're not huge already, but it seems like a no-brainer.

我真的认为电动汽车的普及会增长。我们看到人们总是很兴奋。我个人开着一辆R1T。我已经拥有它大约14个月了。这是一辆令人惊艳的汽车。我是个很热衷汽车的人，我可以不停地继续说下去。但同时，我也一直想，如果出了问题，我应该去哪里维修呢？距离我大约20英里处有一个修理中心。我认为将来会有更多需要专门运输的地方，更快的运输方式。你们不仅有Rivian、Lucid、Fisker，还会在美国各地建立快速维修点。伙计们，你们将成为一家庞大的公司。或许吧。不是说你们现在不是很大，但这似乎是个理所当然的事情。

This is what I referred to at the beginning when I said a simple idea, not actually the execution of it, but it's like food delivery, simple idea, DoorDash, Uber. Of course, let me hail a ride, simple idea. It's a simple idea is that when done right, when properly executed, brings so much value to the everyday person.

这是我在开头所指的简单想法，并不是具体的实施方式，而是像食品送货、DoorDash和Uber这样的简单想法。当然，让我打个出租车也是个简单的想法。这个简单的想法，只要正确执行，能为普通人带来巨大的价值。

Yeah. I appreciate that. I think we keep focusing on it or I keep focusing on it. I want to make it as much as possible and easy and relatively enjoyable task. No one enjoys shipping their car, but let's make it something that we don't have to think twice about. It doesn't matter who I am. If I'm an OEM, if I'm an individual, if I'm buying my dream car off of an auction site, just type in address to from just like we do with Uber. We take it for granted. Is a truck in a shelf in five minutes? Absolutely not. He might be there in a couple days or a day depending on the route. Let's make it easy. Let's make it what we're used to.

是的，我很感激。我认为我们应该继续关注这件事，或者我会继续关注它。我希望尽可能地使它变得容易、令人愉快的任务。没有人喜欢运送自己的车，但我们可以让它成为我们无需再考虑两次的事情。不管我是谁，无论是汽车制造商、个人，还是从拍卖网站购买梦想车辆的人，我们只需要像使用Uber一样输入出发地和目的地地址。我们已经习以为常了。五分钟之内就有一辆卡车吗？当然不是。根据路线，可能需要几天或一天的时间。让我们变得简单。让我们习以为常的事情成为现实。

I think you guys, the more you think about it, the more you have a similar problem as dealers, which is a challenge. The average person buys one car every four to six years, something along those lines. You sort of have to be there when they're ready. It's not like a non-discretionary purchase that I make every week or every month. You have to be there when they're ready to buy that car, when they're ready to transport it, you need to be top of mind one way or another. You've lost that business potentially for years.

我认为你们越深思熟虑，你们就越有像经销商一样的相似问题，这是一个挑战。普通人大约每四到六年买一辆车，差不多是这样。你们必须在他们准备好购买时出现。这不像我每周或每月做的非自愿购买。你们必须在他们准备好购买那辆车时出现，当他们准备好运送时，你们需要以某种方式占据他们的头脑。否则，你们可能会失去那个生意多年。

That's a really good point. On the consumer side, we think it's about two million searches a year on how do I ship my car. It's pretty big. About a million private car shit. If you go to the lenders, they put out multi-year RFPs. One of the challenges in our business is participating in an RFP, winning that RFP, which can be a year sales cycle and then executing on the RFP. So for anyone in the audience that's not familiar with the corporate proposal process, these lenders put out RFP, request for proposal, fancy explainer of what I'm looking for. And you come in and say, hey, I'll offer the service at X price.

这是一个非常好的观点。就消费者而言，我们认为每年大约有两百万次搜索“怎样运送我的车”。这是相当庞大的一个数字。大约有一百万辆私家车要进行运输。而对于放贷者来说，他们发布多年期的RFP（请求提案）。我们在业务中面临的一个挑战就是参与RFP的过程，赢得RFP（可以花费一年的销售周期），然后执行RFP。所以，对于观众中不熟悉企业提案流程的人来说，这些放贷者发布RFP，即请求提案，就是我寻找的一种高级解释。你可以进来说，“嘿，我会以X价格提供这项服务。”

Yep, that's exactly right. We'll offer the service here as the insurance, here's our proposal, here's our pricing, here's our security, here's the legal-like, legally surrounded. So that's also very daunting for a startup. We've had RFPs and contracts, MSF, that are over 30 pages long. Because if you remember, a lender is a bank. So we're essentially integrating with a bank.

是的，完全正确。我们将在这里提供该服务作为保险，这是我们的建议，这是我们的定价，这是我们的安全措施，这是法律方面的保障。对于初创公司来说，这也是非常艰巨的任务。我们收到了超过30页的RFPs和合同，因为你要记住，出借人是银行。所以实质上我们需要与银行进行整合。

Incredible. Kevin, any closing thoughts? Any other things I didn't ask you that you think the audience should know? No, I think we covered quite a bit. I think the only thing that's kind of unique to us is we slightly separated our consumer brand. It's called Rumbuggy1. Right? It's at the Rumbuggy1.com.

太不可思议了。Kevin，有什么最后的想法吗？还有其他我没有问到但你认为观众应该知道的事情吗？不，我想我们已经讲了很多内容了。我认为我们唯一有点独特的地方就是我们稍微将我们的消费品牌与众不同地分开了。它叫做Rumbuggy1。对吗？它在Rumbuggy1.com上可以找到。

Who's the mastermind behind all this branding work? I want to know. I want to meet this person. Yeah, I think our head of marketing like to say he is, but he's definitely influential. But one of the things I focused on as a leader is the senior team is the exact same senior team since day one. No one's left. We have no attrition. These guys, I value their input. They work hard. So it's usually a collaborative group. We get together a lot in person.

谁是所有这个品牌工作背后的幕后操纵者？我想要知道。我想要见到这个人。是的，我觉得我们的市场营销负责人喜欢说他是幕后操纵者，但他确实有影响力。但作为领导者，我所关注的是，我们的高级团队自从创立初期以来一直保持不变。没有人离开过。我们没有人员流失。我很重视这些人的意见。他们工作很努力。因此通常是一个协作的团队。我们经常面对面开会。

I think if I had to coach, which I've done in the past, anyone else doing a startup, focus on your team. Startups are fun and cool, but if you don't have the right team, it doesn't go anywhere. That's what it's all about. Sounds trite, but it's just the truth. It is. It is. Surround yourself. Surround yourself with guys like Steve Greenfield, who's on our advisory board and talk to guys like Brad Parker, Private Auto.

我认为如果我必须要执教其他人创办初创企业，就像我过去所做的那样，我会告诉他们，专注于团队。初创企业很有趣和酷，但如果你没有正确的团队，就无法取得任何进展。这是关键。听起来陈词滥调，但这是真理。确实如此。让自己周围有像史蒂夫·格林菲尔德这样的人，他在我们的咨询委员会上，还要和像布拉德·帕克这样的人谈谈，他是私人汽车（公司）的人。

Yeah. I saw you guys just launched an integration with Private Auto. Yeah. I mean, literally, if I go down your podcast list and us, so you tell me who's next? I should charge you for the client list. You tell me who's next? I'll go talk to him, right? You'd be surprised. There's a couple on there that I probably shouldn't have mentioned that we're getting closer and closer to. Well, we got Brad Morgan from Morgan Auto Group next. So I think that's a nice book of business right there. Brad, if you're listening, we got a good one for you. Brad's a good guy.

是的。我看到你们刚刚与Private Auto合作推出了一项整合服务。是的，我是说，如果我浏览你们的播客列表，还有我们，那下一个是谁呢？你告诉我下一个是谁？我会去和他谈谈，对吧？你会惊讶的，列表上有几个我可能不应该提到的人，我们离他们越来越近了。嗯，下一个是来自摩根汽车集团的布拉德·摩根。我想那是一个很好的生意机会。布拉德，如果你在听，请注意，我们为你准备了一个好的机会。布拉德是个好人。

I love it. That's great. Yeah. Alright, Kevin. I mean, last but not least, where can people learn more about you, Ron Boggie, anyone that's interested? Yeah. Reach out, you know, sort of LinkedIn, you reach out to me directly, runboggie.com or website. We are going to be at a ton of conferences coming up, right? We're actually, in my hometown, used car week, we're going to be a major sponsor there as well. And then, listen to this podcast and send it to your friends. I think you'll be surprised.

我喜欢它。太棒了。对。好的，Kevin。最后但同样重要的是，任何对我、Ron Boggie感兴趣的人可以在哪里了解更多信息呢？可以通过链接到我的LinkedIn，直接联系我，或者访问runboggie.com网站。我们即将参加很多会议，对吧？实际上，在我的家乡，二手车周，我们还将成为一家重要的赞助商。此外，请听这个播客并分享给你的朋友。我相信你会感到惊讶的。

Well, maybe you won't be surprised, but I'm going to be doing a fireside chat with Steve Greenfield at used car week. I won't be there physically. I will be remotely. But nonetheless, I'm looking forward to it. It should be a very fun conversation. So that's my little surprise for this podcast that I haven't spoken about or announced yet. That's great. Well, we'll miss you. I think we've got a panel with Steve also. So, you know, we'll have to meet up in person then. Yeah, for sure.

嗯，也许你不会感到惊讶，但我将与Steve Greenfield在二手车周进行一个火炉旁谈。我不能亲自到场，我将远程参与。但尽管如此，我期待这场谈话。这应该是一个非常有趣的对话。所以这是我这期播客的一个小惊喜，我还没有谈论或宣布过。太好了。那我们会想念你的。我想我们和Steve也有个小组讨论。所以，我们将在以后见面。是的，当然。

Kevin, thanks so much for coming on. This was very interesting. I found it fascinating, especially the part about the leading indicators of the economy. I'm what you mentioned. Yeah, I think that's just, you know, that's info that you have access to that, you know, others don't, which I very fascinating. But thanks for sharing everything about Runbuggie. And just love to see what you guys are doing. Like I said, I have used it myself, you know, terrific experience. I actually bought my wife's car from the group that invested in you early on. And so that's how that all worked out. I did ship a car across the country. And it worked out really great. Now, thanks for the time. I appreciate the the opportunity and look forward to chatting more. Love it. We'll be in touch. Thanks. Bye. Bye. 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.

凯文，非常感谢你的参与。这真的很有趣。特别是关于经济的领先指标部分，我觉得非常吸引人。我很喜欢你提到的那些信息。因为你可以接触到一些其他人无法获取的信息，所以我觉得非常有趣。但是还是要感谢你分享关于Runbuggie的一切。我很喜欢看到你们正在做的事情。就像我说过的，我自己也用过它，体验非常棒。我实际上是从早期投资你们的那个团队那里买来了我妻子的车。所以一切都很顺利。现在，感谢你的时间。我很感谢这次机会，期待更多的交流。太棒了，我们会保持联系。谢谢，再见。好的，希望你喜欢这一集。请给节目评分。考虑订阅节目，并查看我们所讨论内容的链接，请查看节目说明。感谢收听，下次见。