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Secret sauce of used car auctions, Auction’s biggest threat, Elon Musk & A.I. | Robert Hollenshead

发布时间 2023-09-08 10:27:14    来源

摘要

This episode is brought to you by: ⁠KEYper Systems⁠ - Key Management Simplified. (https://www.keypersystems.com) In this episode, I'm speaking with Robert Hollenshead, Founder of R. Hollenshead Auto Sales and Accu-Trade. 00:00 - Intro 02:21 - Bob's background 08:27 - Lack of transparency back in the day 13:11 - Creating things the industry needed 35:24 - Accu-Trade, Galves, Manheim index, Kelly Blue Book 48:31 - Consensus forces bad decisions 55:59 - A.I. & The future of auctions 1:07:16 - Wrapping up Follow Robert: ⁠LinkedIn⁠ (https://www.linkedin.com/in/robert-hollenshead-38810624) ⁠R. Hollenshead Auto Sales⁠ (https://www.rhollensheadautosales.com) ⁠Accu-Trade⁠ (https://www.accu-trade.com) ⁠Galves⁠ (https://www.galves.com) Check out ⁠⁠⁠⁠⁠the website (https://dealershipguy.com)⁠⁠⁠⁠⁠ for more and follow me on X ⁠⁠⁠@GuyDealership⁠⁠⁠! Interested in advertising with CarDealershipGuy? Drop us a line ⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠: https://cdgpartner.com This podcast is for informational purposes only and should not be relied upon as a basis for investment decisions.

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I love throughout my entire career to buy a car in front of another hustler, pay too much money for it, bring it to the block, they're standing there watching, and I blow 12 1500 I love it, I love it. You know why? The message you're giving your competitor is, this cat is nuts. That's how we chase anybody out of a stop that we want to be in, right? You just do crazy things.
我喜欢在整个职业生涯中，向另一个拼命工作的人的面前购买一辆车，花太多钱买下它，然后把它开到街区，他们在那里观望，而我花掉了一大笔钱。我喜欢这样，我喜欢。你知道为什么吗？你给竞争对手传达的信息是，这个人疯了。这就是我们如何把任何想进入的市场驱赶出去的方式，对吧？你只需要做疯狂的事情。

What's up everyone? This is Car D'Oeship Guy. You're listening to the Car D'Oeship Guy 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.
大家好吗？我是Car D'Oeship Guy。你正在收听Car D'Oeship Guy的播客，这是我努力为您提供最客观和透明的汽车市场见解的结果。让我们开始今天的剧集吧。

Robert Hollins had his founder of RHA Auto Sales, one of the largest vehicle wholesalers to ever exist with over $45 billion of used cars sold at auctions. It doesn't end there. He has also founded and exited two software companies, one of which is called Accutrade and with soldtacars.com. He is a fascinating human with an obsessive attention to detail.
罗伯特·霍林斯是RHA汽车销售公司的创始人之一，该公司是有史以来规模最大的汽车批发商之一，拍卖销售的二手车达到450亿美元以上。但这并非他的全部。他还创立并退出了两家软件公司，其中一家名为Accutrade，另一家是soldtacars.com。他是一个富有魅力且对细节抱有痴迷的人。

Some quick context. You will hear some industry terms in this episode, one of which is called GALPS. For those that don't know, you can think of GALPS as a book that dealers used to use to value cars, similar to say a Kelly Blue Book for consumers.
一些简单的背景信息。在本集中，你会听到一些行业术语，其中之一就是GALPS（Gross Average Loan Portfolios）。对于那些不知道的人来说，你可以将GALPS理解为经销商过去用来评估车辆价值的一本书，类似于消费者使用的凯利蓝皮书。

But before we dive into the show, theft is plaguing dealerships nationwide, losing car keys is an unneeded cost, and searching for keys can lead to bottlenecks in the sales process. Keeper systems has the solution for dealers. The Keeper MX is the number one key control solution in the auto industry, handling millions of transactions per day. It features a 16 gauge steel cabinet with a built-in camera and a puck-lock for additional safety, along with many other features so that dealers can know who took a key when and why. Keeper systems has been in the auto industry for over 40 years and has had over 12,000 dealerships, offering exclusive key control for 6 out of 10 biggest automotive groups in the world. They have a wide range of products that fit the needs of franchise dealers, independent dealers, and even the smallest pre-owned lots.
然而，在我们深入了解该节目之前，盗窃问题正在全国各地的经销商那里肆虐，丢失车钥匙成为一种不必要的成本，并且寻找钥匙可能导致销售过程中的瓶颈效应。Keeper系统为经销商提供解决方案。Keeper MX是汽车行业中排名第一的钥匙控制解决方案，每天处理数百万次交易。它采用16号钢柜，带有内置摄像头和一个额外的安全锁，还具有许多其他功能，使经销商能够知道谁在什么时候以及为什么领取了一把钥匙。Keeper系统已经在汽车行业经营了40多年，并在全球拥有超过12,000家经销商，为全球最大的10家汽车集团中的6家提供独家的钥匙控制服务。他们拥有多种产品，适用于特许经销商、独立经销商，甚至最小的二手车销售点的需求。

New customers can take advantage of my partnership with Keeper systems right now to receive an exclusive discount. All you need to do is visit KeepRSystems.com, click on the Card dealership guide link, and fill out the form to receive 25% off your first key machine purchase. Or if you prefer to call, just mention Card dealership guide to receive your discount. Keeper systems.com, K-E-Y-P-E-R systems.com.
新客户现在可以利用我与Keeper系统的合作关系，获得独家折扣。您只需要访问KeepRSystems.com，点击"卡片经销指南"链接，并填写表格，即可享受首次购买钥匙机75折的优惠。或者如果您喜欢打电话，只需提到"卡片经销指南"即可获得您的折扣。Keeper systems.com，即K-E-Y-P-E-R systems.com。

Alright, I'm fired up for you to listen to this episode. Here's my conversation with Robert Hollinson. All views of Card dealership guy and guests on this podcast are solely their opinions. None of the views expressed should be treated as financial advice. This podcast is for informational purposes only.
好的，我对你们的收听本集充满热情。这是我和罗伯特·霍林森的对话。该播客中所有卡车经销商和嘉宾的观点仅代表他们个人的意见。任何表达的观点不应被视为财务建议。本播客仅供信息目的。

Alright, we got the big dog, Bobby Hollinson on the pot. Bob, welcome.
好的，我们请到了大牌人物Bobby Hollinson。Bob，欢迎你。

Hey, don't gush. I think the conversation we had this morning, that could have been a podcast on its own. You know, I put together a list of topics, subjects, things that I thought would be interesting, but the reality is, you know, I don't know why I have a feeling like this conversation will flow organically and we'll, you know, we'll hit on a lot of different topics. So I think we'll just, you know, we can just kick it off that way.
嘿，别太过激动了。我觉得今天早上我们的对话本身就可以成为一期播客了。你知道，我整理了一份我认为有趣的话题、主题和事物的清单，但实际上，你知道的，我不知道为什么有一种感觉，好像这次对话会自然而然地展开，我们会谈到很多不同的话题。所以我觉得我们可以就这样开始。

I don't rabbit holes. I'm famous for falling down rabbit holes. That's why we make sure everything gets produced to get people what they want.
我不沉迷于兔子洞。我以掉进兔子洞而出名。这就是为什么我们确保所有事物都能够生产出来，以满足人们的需求。

So Bob, I want to go, I want to start early on for a second, right, before we get into the modern day in nitty gritty. You know, before I was born, right, you, when did you got it to wholesaling in the 70s? Is that right?
所以鲍勃，我想先从二十世纪之前的早期开始谈起，然后再深入到现代的细枝末节。在我出生之前，你是在70年代开始从事批发业务，对吗？

Yeah, I actually, I joined a Marine Corps when I was 16 years old in 1972. And when I got out of the Marine Corps, I was married with two kids when I was 19. And actually reality set in and I got a job selling cars. It's the only job I ever had in my life. Actually, it was short lived, but I took a job selling cars and I was introduced to the retail business, right?
是的，实际上，我在1972年16岁的时候加入了海军陆战队。当我退出海军陆战队时，我已经结婚，并且在19岁的时候有了两个孩子。实际上，现实开始真正进入我的生活，我找到了一份卖车的工作。这是我一生中唯一的工作。实际上，这份工作只持续了很短的时间，但这让我接触到了零售业。

We did really well. We did a lot of things that probably weren't supposed to sell on cars on Sundays and the blue laws, all the rest of it. So we got, you know, I started doing pretty good in that, but immediately I was fascinated with where the trades were going. And there was a number of wholesalers that was walking in the door buying cars, going in and visiting the manager, closing the door when they visit the manager, putting a little something in the gal's book every time I noticed that immediately where the size of the gal's book. In those days, the only book that exists was gal's. If anybody used a different book, you know, they obviously had no idea what they were doing. And a hundred dollar bill fit perfectly in a gal's book. And as a little kid that's like, you know, very green, barely shaving at that moment, I'm trying to understand what's happening.
我们做得很好。我们做了很多事情，可能周日汽车销售法律不允许的事情，还有其他的一切。所以我们有，我开始在那方面表现得相当不错，但我马上就对交易的发展方向产生了兴趣。有一些批发商走进门来买车，去拜访经理，拜访经理时把一点小东西放在女士的账本里，我立刻注意到了女士的账本的大小。那个时候，唯一存在的账本就是女士的账本。如果有人用了别的账本，你知道他们显然不知道自己在做什么。一个一百元的钞票完全可以放进女士的账本里。作为一个年纪很小、刚刚开始剃胡子的孩子，我正在努力理解正在发生的事情。

We just traded a Dodge door to shut out the back door for 10 minutes after it got traded. I might even have a customer for that car, right? But it disappeared. So when I start paying attention to where these cars are going and how quickly they're coming in, somebody had to be getting some intelligence saying the car was getting traded and get here quick before anybody else gets here. And the next thing you know, the car disappears. Now, when you watch where the car is going, it's going across the street and it's getting so instantaneous. And why would somebody else do that?
我们刚刚把一辆道奇车的门关上了后门，以防止门关上后的10分钟。也许我甚至有个顾客要买那辆车，对吧？但是车却消失了。所以当我开始注意这些车去哪里以及它们来得有多快时，肯定有人在得到情报说这辆车要被调换，然后在别人来之前快速赶到这里。接着不出所料，车就消失了。现在，当你看着这辆车去了哪里时，它瞬间就过了街。那么为什么其他人会这样做呢？

So as I'm watching this happen, you know, I asked more questions and I'm paying attention. It started to become clear to me that weird things were happening with trade ins, right? And as a result, be a little more curious. I started actually trading cars, let's say on the side, where a customer has a car and the pricing way too low, where I actually started buying the cars that were going to get traded and wholesale for way less money. They were worth and, you know, took them home, cleaned them, put them in the ink wire or a bulletin at that time and started making money. That led to how do we turn this into a business? That led to obviously going to auctions and watching how that process worked. And that led to actually buying cars out of the newspaper.
当我看着这一切发生的时候，你知道，我开始提出更多问题并保持关注。很明显，关于置换交易有一些奇怪的事情发生。因此，我开始更加好奇了。我实际上开始在一边进行汽车交易，就是说，当客户的汽车价格过低时，我开始购买即将进行批发贸易的汽车，价格远低于它们的真实价值。我把它们带回家，清洗整修，然后放在互联网或当时流行的广告栏上，并开始赚钱。这导致了如何将这个变成一个业务的思考。接着，我开始参加拍卖会，观察那个流程是如何进行的。然后，我开始从报纸上购买汽车。

So tell me more about that. Tell me about buying cars under these paper. You hinted at an edge earlier this morning and I think that I won't talk about it. Yeah. So the edge was in those days, cars were, you know, three, four, five, six, seven thousand dollars. And when you walk into dealerships and you basically got the cold shoulder because you didn't have a manager on a smear, there was only one alternative. And that is to actually buy cars directly from a consumer. And when you are looking at 10 or 12 newspapers a day from Allentown to Wilmington, Dowell, where Camden, New Jersey, the New Jersey, the Philadelphia papers, you basically put yourself in a position where there was 15 other wholesalers that were running around door to door trying to buy cars. So my alternative to that was going to the editor of, let's say, the bulletin and actually making a little deal where I got the ads prior to being prior to the paper being.
请告诉我更多关于这个的内容。告诉我在这些报纸下购买汽车的事情。你之前暗示了一个优势，我觉得我不会谈论它。是的。所谓的优势是，在那个时候，汽车的价格大约在三四五六七千美元左右。当你走进经销商店里，却被冷落了，因为你没有合作伙伴或者联络人，只有一种替代方案，就是直接从消费者那里购买汽车。当你每天读十二份报纸，从Allentown到Wilmington，还有Dowell，Camden，New Jersey，费城等地的报纸，你就会发现有其他15个批发商也在四处奔走，试图购买汽车。所以我的替代方案是去找《公报》的编辑，通过一些小手段，提前得到广告，以便在报纸发行前购买汽车。

You were from running the market. Yeah. So in other words, we were actually getting to the cars before they were in the newspaper. And, you know, we quickly developed a methodology of carrying, you know, 30 or 40 Gs in cash in your pocket. So you have enough money to go out for the day. And we started to use a, think a very effective method, you know, knocking on the door with the sunbird or the nova was sitting and having the money in your top pocket hanging out. So it was pretty clear that you were definitely a buyer. You understand. And using a store for that, you know, I'm an exporter and I'm going to buy 10 cars today. One of them could be yours. Right. So if you're asking 3200 and, you know, happily buy your car this second, I got the cash with me. As you can see, right? We'll pay it 2,700.
你曾经是在市场上进行交易的人。是的。换句话说，我们实际上会比车辆出现在报纸上前就去购买。你知道，我们很快就形成了一种方法，就是在口袋里装上3万或4万美元现金，这样你就有足够的钱出门了。我们开始使用一种非常有效的方法，就是敲门时把太阳鸟或新月鸟的车停在那里，钱放在上衣口袋里露出来。这样你就清楚地知道我们肯定是有意要买的人。你明白吗？我们利用这个方式进行交易，比如我是一个出口商，今天要买10辆车，其中一辆可能就是你的。对吧。所以，如果你要价3200，我愿意立即买下你的车，我随身带着现金。你看得到，对吧？我们可以付2700。

I would say my success rate was probably in the high 90s where first they'd ask the question, well, how do you know to my cars for sale? It's not even in paper yet. And I said, well, I don't know. It's just found out and here I am and I'm going to buy your car today. If I don't buy yours, I typically have the paper circle with 12 other cars to let them know that if they don't take my money, I'm just going to go buy somebody else's car. And that method worked really well.
我会说，我的成功率可能在90%以上。起初，他们会问这个问题，你怎么知道我在卖车？它甚至还没上报纸呢。我回答说，我不知道。我只是刚刚发现，并且我今天要买你的车。如果我不买你的车，通常我会拿着报纸上用圆圈圈出的其他12辆车，告诉他们如果他们不要我的钱，我就会去买别人的车。而这个方法非常有效。

Now what that really did was give us option, the ability to buy not a lot of cars, but 10, 20, 30 cars a week that when you actually got those cars were already brought up to the auction, they were actually what you would call like pretty good cars. Because you weren't buying adverse selection trade ins, you're buying cars that you selected out of the paper. So when you get to the block, you have what we would call up cars, right? In other words, cars that really got reason why you would create a little bit of anxiety in an option lane because you got stuff to pay for actually one.
现在，这实际上给了我们一个选择，即使不是购买很多车，也可以每周购买10、20或30辆车，当你拿到这些车时，它们已经被带到拍卖场，实际上是相当不错的车。因为你不是购买adverse selection（不良选择）的二手车，而是从报纸上挑选出来的车辆。所以当你到达拍卖场时，你手上有我们所谓的up cars（高质量的车），对吧？换句话说，这些车实际上是你真正有理由在拍卖过程中产生一点紧张情绪的车，因为你确实有东西要支付。

Explain me how all these years, all this wholesaling, how did you never get into retail? Well, that's a question that, you know, it's funny that you're asking that question, but in my very short experience in the retail business, in those days, there were no computers. So credit apps actually were filled out by a salesperson. So you sat eyeball to eyeball with a person that's actually looking for credit, right? So you'd sit there with whatever bank you're using, American bank, PSFS, Providence Bank, whatever, and you fill out the app. And in the upper left hand corner of those apps was a little box. So you put in, you know, they work at the Redding Railroad. They'd been there 32 years. They live at 17th and whatever, right? And, you know, all the information. But this is probably a weird thing to say. And I probably shouldn't bring the topic up. But unfortunately, it's an absolute fact and it really had a lot to do with why I never really gotten a retail business. There was a little box up in the upper left hand corner of the credit app that was blank. And it was for the salesperson to put a number in that box. And that number was like a one or a two. A one got 6% interest. But two got 11.08 interest.
你能给我解释一下，这些年来，你一直在批发业务上，为什么从未涉足零售业呢？这个问题有点有趣，你问得好。但是根据我在零售业务上的很短的经验来看，在那个时代，是没有电脑的。所以信用申请实际上是由销售人员填写的。你会与一个真正需要信用的人坐在一起，对视交流。所以你就坐在那个你使用的银行旁边，比如美国银行、PSFS银行、普罗维登斯银行，然后填写这份申请表。在这些申请表的左上方有一个小方框。你会填写一些信息，比如他们在雷丁铁路公司工作，已经工作了32年，住在17街和任何地方之间等等。但这可能是个奇怪的话题，我可能不应该提及。但不幸的是，这是一个不可否认的事实，并且它确实对我为什么从未真正涉足零售业务起了很大的影响。在信用申请表的左上方有一个空白的小方框，销售人员需要在那个方框中填写一个数字。这个数字可以是1或2。1代表6%的利率，而2代表11.08%的利率。

What that to me was was something that it just didn't make any sense being a naive boy. In other words, I couldn't understand why or how anybody would actually use an identifier to actually, you know, make them put an individual on a circumstance where they're going to pay a different interest rate because of what you're looking at, right? Who that person happens to be? What it really is. It was institutional racism and lending institutional unquestioned or unquestionable racism and lending. It didn't matter what the person's job is, they got a different interest rate than it was based on who the salesperson was looking at. So when you put that app in the deal jacket and you called it into the bank, that's what determined the interest rate the person was getting.
对我来说，当我还是个天真的男孩时，那是一件毫无意义的事情。换句话说，我无法理解为什么或者如何有人会真正使用一个标识符来将一个个体与一个特定情况联系起来，以至于他们会因为你正在观察的事情而支付不同的利率，对吗？那个人是谁？事实上，这是机构内种族主义和贷款种族主义，没有人质疑或质疑。无论一个人从事什么职业，他们得到的利率都与销售人员所看到的人有关。因此，当你将那个应用程序放入交易文件夹并将其呼叫给银行时，这就决定了该人获得的利率。

Now, that being said, here's where it really gets very weird. So this is 70s. You know, the practice, I think, continued into the early 80s. You know what happened in the early 80s? It's called computers. So in other words, when there's computers, it was really weird. And, you know, I'm not saying this is the fact, but the coincidence of it is a little bit beyond what I say could be coincidental. Banks started to merge and get sold to get bought and so forth because computers are now being used. And in other words, there has to be some way to get rid of evidence of any kind of institutional lending practice that would not be really good for somebody to be able to pull up on a computer, right? And that means all of those tens of thousands, hundreds of thousands of apps. It'd be very difficult. There is no plausible deniability that that occurred. When a bank gets sold to another bank and now everything's computerized, the idea that that record keeping disappears, I think it makes it kind of plausible as to why all of these things were happening at that period of time.
现在，话虽如此，事情变得非常奇怪，这是在70年代。我认为，这种做法一直延续到80年代初。你知道80年代初发生了什么吗？那就是计算机的出现。换句话说，当有了计算机，情况就变得很奇怪。我不是说这是事实，但其中的巧合可能超出了我认为可能是巧合的范围。银行开始合并、出售和收购等，因为现在开始使用了计算机。换句话说，必须有一种办法来摆脱任何可能让人们在电脑上查出机构放贷实践的证据，对吧？这意味着所有这些成千上万、数以百万计的记录将非常难以处理。这种事情的发生是没有合理否认的。当一个银行被出售给另一个银行，现在一切都被计算机化了，这种记录的消失，我认为可以解释为什么在那段时间内发生了所有这些事情。

Times have changed. It feels like it was a Wild West back then. It was more than a Wild West because that also in the 70s and 80s, early 80s for sure, before computers before computers.
时代变了。回想起来，那时候就像是个西部荒野。事实上，那不仅仅是个荒野，还是在70年代和80年代，特别是在80年代初，还没有计算机的时代。

So in 1984, when mileage certificates became like a regular thing and computers were actually able to track cars, obviously speed on motors were changed on a regular basis. Right. So that's anybody that denies that just isn't just they just aren't facing the facts of life. Right. Because or they were completely naive, but that was a normal practice where cars went into the time machine.
所以在1984年，里程证书成为了常规的事物，并且计算机能够真正追踪汽车，显然摩托车的速度经常变化。是的，所以任何否认这一点的人不仅仅是他们没有面对现实。对，因为要么他们完全天真，要么他们对汽车进入时间机器的正常做法一无所知。

You see what I'm saying to you? That that was perfectly normal. Actually, you know, lease companies would leave titles open knowing that a car is going to change its age. You know, it's chronological mileage age because that's what happened in the car business. Nobody will admit to it. Nobody would agree to it. But auctions all know it as well. They absolutely know it. You follow me? You know it.
你明白我在跟你说什么吗？那是完全正常的。事实上，你知道，租赁公司会故意留下车辆的车辆所有权不明确，因为它会改变车辆的年份。你知道，这是汽车行业的现实，虽然没有人会承认，没有人会同意，但拍卖行也都知道这一点。他们绝对知道。你明白我的意思吗？你也知道。

That changed in the early to mid 80s when computers became a way of doing business. And as a result, it disappeared by 1985 or 86, I would say that completely came to a halt where it never happens at this point. There's been a couple little instances here in there with knuckleheads that you know, you hear about once in a while, but it's just not the case.
那种情况在80年代早期到中期发生了变化，那个时候电脑已经成为了一种经商的方式。因此，到了1985或86年，我可以说这种现象彻底停止了，此后再也没有发生过。偶尔会有一些蠢蛋做出一些小的例外，你可能偶尔听到一些，但这已经不成为常态了。

What that really means is we went from absolutely no transparency and we've moved over the five, six decades. I've been in the car business into absolute transparency. In other words, everything is transparent. And so we've actually lived through that entire evolution of murky things into a point where everybody knows everything.
这实际上意味着我们从完全没有透明度开始，在过去的五六十年间发生了转变。我一直从事汽车业，目睹了从没有透明度到绝对透明度的过程。换句话说，一切都变得透明了。因此，我们实际上经历了从模糊不清到每个人都了解一切的整个演变过程。

You start in this business so long ago and you've been able to adapt. I think that's what is so unique about you. So I'm curious, like, how have you done that? Have you just been so in tune and you've had your fingers in the polls and you see where the industry's been heading and you've sort of kept steering that direction or what it's been for you to embrace transparency and capitalize on it?
你在这个行业开始早就很久了，而且你一直能够适应变化。我觉得这就是你如此独特的地方。所以我很好奇，你是怎样做到的？是你一直与时俱进，紧跟行业趋势并朝着那个方向前进，还是其他什么帮助你接受透明度并从中获利的因素？

Yes. So that's an interesting point. So I think I'm a little weird in the sense that when people who are making their living change in speedometers, didn't they were unable to convert to, you know, the next part of the Internet? The next part of the evolution. I think in my particular case, I've always been a student, not just of the industry, not just of people, not just of how things actually transpired, but incorporate in our business, not just today with our bricks and mortar business by selling, you know, 1000 cars every other week, but the other within the technology that we build.
是的，这是一个有趣的观点。所以我觉得在某种程度上我是有点奇怪的，当那些靠更改里程表谋生的人们遇到无法转换到互联网的下一阶段时，他们是不是无法适应？下一阶段的进化。我认为在我个人的情况下，我一直是一个学生，不仅仅是学习这个行业，不仅仅是学习人们，不仅仅是了解事情是如何发生的，而且可以将它融入到我们的业务中，不仅仅是今天我们的实体店通过每两周卖出1000辆车，而且是在我们所构建的技术中。

So as a student and as a participant, we actually, I think, see things a little bit differently, almost in an altruistic standpoint, where we understand from an empathetic standpoint as well. What the person you're dealing with, the person you're buying a car from it in the dealership, what's his circumstances? How do we actually make it easy for them to do business with us? How do they trust us? How do they make sure that if they do something, we're there to help them never get in a bad position vice versa?
作为一名学生和一名参与者，我们实际上从一种利他的角度来看待事物，我们也从一个共情的角度去理解。当与某个人打交道时，比如在汽车经销商买车时，我们会思考他的背景情况是怎样的？我们如何让他们更容易与我们做生意？他们如何信任我们？他们如何确保如果他们做了某件事情，我们会在那里帮助他们避免陷入困境？

It's the same thing when we go to an auction block, you know, 2500 Fridays in a row, right? How do we enable people that are actually strangers coming from all over the world to actually go and buy cars at an auction lane, as you say, complete maps of chaos. How do we take that chaos and bring it to a point where people can feel safe, where they can feel confident, where they don't have fear.
当我们参加拍卖会时，情况也是一样的，你知道，连续2500个星期五，对吧？我们如何让那些来自世界各地的陌生人能够去拍卖场购买车辆，就像你所说的那种混乱中的完整地图。我们如何将这种混乱转化为人们可以感到安全的点，让他们感到自信，不再害怕呢？

And the only way that could be done is if you look at things from the other person's perspective, where you make it easy for the other person to do business without having any fear of getting hammered, right? We don't follow the rules and regulations, we go way beyond the rules and regulations, where I'm willing to listen to someone's complaint that he didn't think, and it wasn't his fault, and can I please let him out of the car? We're not pointing the rule books as to why he's not allowed to get out of the car. We're saying without any question or doubt, you ain't allowed to have a car because you don't want it.
而唯一的方法就是如果你从另一个人的角度来看问题，让对方能轻松地进行交易而不担心被处罚，对吧？我们不只是遵守规则法规，我们远超出规定范围，我愿意听别人的投诉，他没有考虑到，这不是他的错，他能不能请我放他下车？我们不会指出规章制度为什么不允许他下车。我们毫不犹豫地说，你不被允许拥有一辆车，因为你不想要它。

Now, you know, that actually is something that I've done since I started in the early days. Well, what is that secret sauce for you? The secret sauce is putting skin in the game, helping people make it easy for them to have confidence to do business with you, whether you're a buyer or a seller.
现在，你知道，实际上，那是我从一开始就做的事情。那么，对于你来说，这个“秘密酱料”是什么呢？这个“秘密酱料”就是亲身参与，并帮助人们轻松地获得与你做生意的信心，无论你是买方还是卖方。

I'm going to back up just one second because that's kind of an important point. When we first started bringing a little bit of volume to auctions, it was in Hatfield, Pennsylvania, which is today's manheim Philadelphia. It went from, you know, a little tiny to lane auction, which was a Chrysler sale. It was really only a Chrysler sale when Mark Gallop bought it from our bailist.
我要往回顾一下，因为这是一个相当重要的点。当我们开始在拍卖中带来一些交易量时，那是在宾夕法尼亚州的哈特菲尔德，现在是曼海姆费城。从一开始，这只是一个很小的车道拍卖，而且只有克莱斯勒的销售。当马克·加洛普从我们的承印商那里购买它后，它真正成为了克莱斯勒的销售。

And we turned it into a consignor sale simultaneously. What that means is they had nothing but Chrysler cars there, but we started buying ours down south in South Carolina, North Carolina, buying Chrysler product and bringing enough Chrysler product to Hatfield, Pennsylvania, to the Chrysler sale to actually sell cars as consignors.
我们同时将其变成了一个托运商销售。这意味着他们那里只有克莱斯勒汽车，但我们开始在南卡罗来纳州和北卡罗来纳州购买我们的克莱斯勒产品，并把足够数量的克莱斯勒产品带到宾夕法尼亚州哈特菲尔德，作为托运商将汽车出售出去。

What we did was we bought cars that actually were different than the rental cars that were gone through, but you actually had critical massive buyers because all Chrysler dealers would be in those two little tiny Mickey Mouse lanes. One lane would be the Chrysler sale. The other lane would be our consigned cars or Chrysler's.
我们所做的是购买与租赁车辆有所区别的汽车，但实际上，你们是具有重要的大量买家的，因为所有克莱斯勒经销商都会在那两个小小的迷你车道上。其中一个车道是克莱斯勒的销售车道，另一个车道则是我们委托的车辆或克莱斯勒的车辆。

Now, what you would have there is critical massive buyers. Once you brought critical mass of cars that match with those buyers, one, we start to learn about how a marketplace is created to get irrational money for a particular category of car. If you have a, let's call it an audience that's prepared to buy as many cars as you have, and there's other competitors in that same audience that are friends, but they're not friends because they're competitors, and when one bids, the other one bids, the other one bids, we create a a testosterone driven marketplace, and it's based in matching the market with the merchandise.
现在，你会有一群重要的大买家。一旦你获得了与这些买家相匹配的重要数量的汽车，我们就开始了解如何创建一个市场，为特定类别的汽车获取非理性的金钱。如果你有一个准备购买与你一样多汽车的观众，并且在同一个观众中有其他的竞争对手，虽然他们是朋友，但他们之间并不是因为他们是竞争对手，当一个进行竞标时，另一个也会竞标，另一个也会竞标，我们就创造了一个以睾酮驱动的市场，它基于将市场与商品相匹配。

We're not bringing four diesel trucks there. We're bringing Chrysler K cars in town and countries and Chrysler Imperials, you see, where they can't go any place else to find them in sufficient quantity that you wind up getting irrational money for those cars. If you were to go out on the street and sell them hand in hand combat to another dealer, and you asked them, let's say a number, 22,000 for a car. You'd never get that money, but in an aggregated concentrated marketplace, you could get 23, 4, or 5,000 for that car. You see what I'm saying? I think it's incredible, and I've experienced it being there, and you see who's not disciplined and who's overextending themselves on that purchase.
我们不会带去四辆柴油卡车。我们会带克莱斯勒K型车辆进城和乡村，还有克莱斯勒帝国车型，你们看，这些车在其他地方找不到足够数量的，所以你们最终得到的价格会非常高。假如你们走到街上与另一位经销商进行面对面的销售，并为一辆车要价2.2万，你们永远不会得到那笔钱，但是在一个集中的市场上，你们可以得到2.3万、2.4万或者2.5万的价格。你明白我的意思吗？我觉得这太不可思议了，我亲自经历过，并能看到谁没有纪律性，谁在购买时过度透支自己。

But where my mind goes right away is like with what you just said, and the auctions going all online and man-hinding online. What has that done to your margins? Has that completely hurt margins?
但我脑海中首先浮现的是你刚才说的关于所有拍卖都在线上进行以及男人在网上隐匿的情况。那对你们的利润率有何影响？这是否完全损害了利润率？

So just think about this, and I want you to do this. If you look at any auction with random sellers, right, and people who aren't aware of critical mass alignment, what it actually does for the person that there are the group of people that you're selling cars to, you're going to see complete random alignment, of course, and a lane. You're going to look at any lane. There's a 187,000 mile car sitting next to a 2,000 mile car, a car with a bed, car fax, a car with it. So in other words, complete scrambled eggs.
所以请考虑一下这个，我希望你能这样做。如果你观察任何随机卖家的拍卖，对于那些不了解关键群体对齐的人来说，它实际上对于你卖车给的这群人有什么影响，你会看到完全随机的排列，当然还有车道。你会看到任何一个车道上有一辆行驶了18.7万英里的车停在一辆行驶了2,000英里的车旁边，还有带车身检查报告的车和没有的车。换句话说，就是一团糟。

I've tried to explain this a thousand times to people that run auctions, and they're not in skin and the game players, so they really don't pay attention to what we're saying. Now, the people who have paid attention using our software that forces critical mass alignment have become very successful, extraordinarily successful, actually. When you look at a lane that actually is laid out in critical mass, you're going to see cars that are similar.
我已经试过无数次向拍卖会的经营者解释这个问题，但是他们并不是参与者，所以他们真的不太注意我们说的话。现在，那些使用我们的软件并借助关键质量对齐取得了成功的人们变得非常成功，实际上是异常成功。当你看着一个实际上布局在关键质量上的车道时，你会看到相似的车辆。

So buyers that come to those lanes give you the respect to showing up in those lanes, whether it's in lane or virtual, they're going to see 65 cars that match what they would want to buy. We're not confusing them with a Volkswagen convertible and Mercedes, you know, GLK, right?
来到这些车道的买家会尊重你能在这些车道上展示自己，无论是实体车道还是虚拟车道，他们将会看到65辆符合他们购买意愿的汽车。我们不会用大众敞篷车或奔驰GLK之类的车型来让他们感到困惑，明白吗？

So all you have to still is thinking about once you have them in your lane, once they turn to your channel, how do we keep them there?
所以你要做的只是考虑一旦他们进入你的领域，一旦他们转到你的频道，我们如何让他们始终停留在那里？

Couple different things happen when they stay there. They watch their competitors bidding on cars. That means we've let them in the water. It's the water's warm. It's okay. Your other guys are doing it. Therefore, it's social proof. Yeah, social proof validation of activity. That's a human nature thing, right?
留在那里的时候发生了一些不同的事情。他们观察到竞争者在拍卖车辆。这意味着我们已经让他们进入市场了。市场行情看起来不错，大家都在这么做。因此，这是社会证明。是的，这就是活动的社会证明的有效性。这是人类的本性，对吗？

So when I say I'm a student, it's when you think about habitual activity, consistent habitual activity. What do people do on a particular day because they actually get Pavlovian response? In other words, the sugar saliva, right?
所以当我说我是一名学生时，我指的是习惯性的活动，持续的习惯性活动。人们在特定的一天会做什么，因为他们实际上会有巴甫洛夫反应呢？换句话说，就像唾液分泌的反应一样，对吧？

So in other words, they come to the lane, they're getting cars. They're actually watching cars that are getting sold that they may not be the best endures or for, but they feel good about being there. So when it's their turn to bid, it's not like they're jumping in ice cold rock filled water. We've already run through the prior patch and we're actually enabling you if you're at five or 10 or 20 car buyer to see everything you need to see in a really short period at times so you're not wasting your time or effort.
换句话说，他们来到车道上，看到有车辆被销售了。这些车辆可能不是最好的选择，也不一定适合他们的需求，但是他们在那里感觉很好。所以当轮到他们竞标时，他们并不像是跳入冰水中一样毫无准备。我们已经在之前的阶段中进行了分析，以便在短时间内为那些购买五辆、十辆或二十辆车的人提供所需的一切信息，这样他们就不会浪费时间和精力。

More importantly, everything has to get sold. In other words, you can't start that. Oh, I need 300 more. I need 4,000 more. Once you start doing it, the first time those words come out of your mouth. It's understandable as a seller that if you're not able to sell, it's understandable, but you have just thrown ice cold water in your marketplace. In your marketplace and also into the auctions marketplace. See, because micro and macro are directly related, right? If you have lanes that actually sell 100%, very rare, there's only a couple of them in the nation to do that for cars that are 20, 30, 50, $80, $100, $50,000. There's only a couple lanes in the country to do that. It becomes almost impossible to believe that other people don't understand it or see it.
更重要的是，所有的东西都必须卖掉。换句话说，你不能开始这个。哦，我还需要300个。我还需要4000个。一旦你开始做，第一次这些话从你嘴里说出来时。作为一个卖家，如果你无法销售，这是可以理解的，但你刚刚给你的市场泼了一盆冰水。对你的市场和拍卖市场都是如此。你看，微观和宏观是直接相关的，对吧？如果你的车道实际上能以100%的销售率销售，这是非常罕见的，在全国只有几个车道能做到这一点，无论是价值20、30、50、80、100还是50,000美元的车辆。几乎不可能相信其他人不理解或看到这一点。

What do you think that tells the average dealer? Does it tell them like, hey, I might find a deal over here? Well, any reason, it's all about Jerry Springer. You ever see Jerry Springer? Anything can happen, Daddy. Oh, you might get up and smack your mother in the mouth. Therefore, you're not changing channels. You're staying on just to see what kind of craziness is used. Oh, yeah. And here's where it goes. Watch. And I love throughout my entire career to buy a car in front of another hustler, pay too much money for it, bring it to the block. They're standing there watching. And I blow 12, 1500. I love it. I love it. You know why? The message you're given your competitor is this cat is nuts. That's how we chase anybody out of a stop that we want to be in, right? You just do crazy things, right? Because what that whole, of course, he's nuts, man. So who do you want to fight with? A smart guy or a nut? He's quitting the fight, brother. You understand? But when you ain't ready to quit the fight and you're coming back for more, right? That's a guy is not a good idea to get in a ring with. You dig what I'm saying. 100% more importantly to answer your question more specifically.
你认为这对一般的经销商有什么意思呢？这能告诉他们像“嘿，我可能会在这儿找到一个交易”吗？不管是什么原因，这都与杰瑞·斯普林格相关。你见过杰瑞·斯普林格吗？任何事都可能发生，爸爸。哦，你可能会站起来打你妈妈的嘴巴。所以，你不会换台。你会继续看下去，只是想看看会发生什么样的疯狂。哦，对了。看看后面发生了什么。看吧。而且我在整个职业生涯中都喜欢在另一个骗子面前买辆车，花太多的钱，然后把它带到拍卖场。他们站在那里看着。然后我亏损了12,1500。我喜欢。我喜欢。你知道为什么吗？你给你的竞争对手传达的信息就是这个家伙疯了。这就是我们吓跑任何我们想要进入的地方的方式，对吧？你只需要做些疯狂的事情，对吧？因为当然，他疯了，兄弟。那你想和谁打架？聪明人还是疯子？他已经退缩了，兄弟。你明白吗？但是当你还没有准备好放弃战斗，而且还要回头继续战斗时，那么和这个家伙争斗可不是个好主意。你明白我的意思。更重要的是，具体回答你的问题，百分之百。

If it's all about a casino as well as Jerry Springer, you walk in a casino in the background. There's 9,000 people in the casino, but you hear the little thing in the power. What's that telling you? Oh my God, only Jesus. I could win. I could win. You got no shot at winning, but you heard somebody else win. Therefore, you could win. And therefore, when we sell cars too cheap. Oh, man, he's a dumb answer. That car was cheap. I love it. It's enabling two things to happen. Anybody to believe that they really could be a winner. They really could walk away from here. Holy Christ, I bought that car with the candy. More importantly, they understand this is not softball. This is real. This is cage fight with no gloves. Anything can happen. Therefore, you can't change channels. The average dealer's looking at 20 screens, you know, the average buyer. He already did all his homework. He's already done his proxy bits torture torture, more torture. And then you get to the lane where you did your own work and somebody says no to what you did was you just you just put the fire out, right? And the probability of Pavlovian of returning to that lending to do the same thing because you ain't getting your little cube of sugar is very low.
如果讲的都是关于一个赌场和杰瑞·斯普林格的事情，你在背景中走进了一个赌场。赌场里有9000人，但你听到了那个微小的声音。那是在告诉你什么？哦，天呐，只有耶稣。我可能会赢。我可能会赢。你没有机会赢，但你听到别人赢了。所以，你也可能会赢。所以，当我们卖车太便宜时。哦，天啊，他真是个笨蛋。那辆车真便宜。我喜欢。它让两件事情成为可能。任何人都相信他们真的可以成为赢家。他们真的可以离开这里。天哪，我用糖果买了那辆车。更重要的是，他们明白这不是打软球。这是没有手套的笼子搏击。任何事情都可能发生。因此，你不能换台。普通的销售员看着20个屏幕，你知道，普通的买家。他已经做完了所有的功课。他已经完成了他的代理出价的折磨，折磨，更多的折磨。然后你来到了你自己工作过的车道，有人对你的所做所为说不行就熄了火，对吧？而回到那个出借做同样事情的“贝伦”的概率因为你没有得到你小方块糖而非常低。

Now, I'm using current day example. We've done this for six decades. What we learned in the beginning, critical mass alignment, selling straight through. What you wind up doing is getting more for cars that anyone else can get. And as a result, that makes you a more capable buyer to pay more for cars that you actually want to create your critical mass because some cars are going to lose money. And we really do lose a lot of cars. The difference is when you add it all up. Buyers that I'm not bragging about this, but I think it's going to be difficult to find anybody say that they don't like buying cars in our lanes. But through the decades that they have been screwed in some way because no fear. How do you get with no fear? How do you get to that point? So everybody buys everything regardless of what anybody says through their eyeballs. The better you can make a car more desirable. You're taking it up a level to levels three levels. And who you attract as your critical man as buyer changes entirely. The dealer that trades the cards smells like a cat, whatever it's got to happen. Do you think that's still true in today's economy where dealers are buying cars online? Do you think that's still the case? I mean, with these proxy babes and these computer buyers, like, is that still the case?
现在，我使用当下的例子来说明。我们已经做了六十年了。我们在一开始学到了什么，关键的集结，直接销售。你最终会得到比其他人更多的汽车。因此，这使你成为一个更有能力的买家，可以为你真正想要的汽车支付更多的钱，以创造你的关键集结，因为有些汽车会赔钱。我们确实会损失很多汽车。不同的是，当你把它们全部加起来时。我并不是在吹嘘，但我认为很难找到任何人说他们不喜欢在我们的车道上购买汽车。但是在过去的几十年里，他们以某种方式被坑害过，因为没有恐惧。你如何在没有恐惧的情况下做到这一点？你如何达到这一点？因此，每个人都通过眼球买任何东西，不管别人说什么。你越能使一辆车更具吸引力，你就将其提升到三个级别。而你吸引的关键买家群体也会完全改变。交易汽车的经销商闻起来像猫一样，不管这是怎么发生的。你认为在今天的经济中这个说法仍然正确吗？你认为这还是事实吗？我的意思是，在这些代理模特和计算机买家的情况下，是不是还是这种情况呢？

One thing is the car. So you're saying the car, the vehicle, the used car is not commoditized at this point, or better yet maybe maybe you are saying it is commoditized, but you can still get more for that car. So where are you out on the spectrum here? Explain it.
一件事就是汽车。所以你是在说这辆车，这辆交通工具，这辆二手车目前还没有商品化，或者更好的说法也许是你在说它已经商品化了，但是你仍然可以卖出更高的价格。所以你在这个观点的哪一端？请解释一下。

So the verbiage that is now becoming common, the commoditization of the Vin. If you read our writings from 1994 or five or eight, we were using the concept of commoditizing the Vin. What I meant by that was, you know, when you're talking about the purity of gold or, you know, the wheat or this or what name any commodity, a car is a commodity. Because every single one of them is an individual thing. The software we built actually, it extracts all of the details that enables a commodities price, a guaranteed price, to be put on that particular car.
所以现在变得越来越常见的术语是，对Vin的商品化。如果您阅读我们1994年、1995年或1998年的文章，会发现我们当时就在使用“商品化Vin”的概念。我的意思是，您知道，当您谈论金的纯度或小麦等任何商品时，一辆汽车也是一个商品。因为每辆车都是一个独立的物品。我们所构建的软件实际上可以提取出使商品价格成为可能的所有细节，并将保证价格放在该特定车辆上。

Now, what's missing inside of that is who is capable of encountering the best-end user for that Vin. This is where critical mass comes into play. This is where credibility comes into play. Where trust comes into play, the exact same car is sold by eight individual as opposed to another individual, right? The same exact car that somebody spends three or five or $800 to recondition to make the visual different on that particular unit can change the actual value because you're changing who the best end user is for that car.
现在，其中缺失的是谁有能力遇到最佳最终用户的问题。这就是关键群体的作用所在。这就是信誉的作用所在。这就是信任的作用所在，相比于另外一个个体，有八个个体销售完全相同的汽车，对吗？同一辆完全相同的汽车，某人花费了三到五或八百美元进行改造，以在那个特定单元上改变可视外观，这可能改变了实际价值，因为你改变了该车最佳最终用户是谁。

You see, I got it. This is where it's really going to get weird because everybody uses certain software that says everybody's the best end user for every car. I think you know what I'm alluding to, right? And why would you wholesale a car when the next person is just going to do the same thing with it? It's the most fallacious concept in the history of the world. And I'm going to give you an example of this. If I bought a million cars in my life, and let's just say with my own money and actually sold those cars, right?
你看到了，我理解了。这就是真正要变得奇怪的地方，因为每个人都使用某种软件，这个软件认为每辆车的最好使用者都是每个人。我想你知道我在暗示什么，对吧？那么，为什么要批发一辆车，当下一个人只会用它做同样的事情呢？这是世界历史上最荒谬的概念。我将给你举个例子。如果我一生中买了一百万辆汽车，并且假设是用我自己的钱购买并卖出这些汽车，对吧？

Who do you think we buy Lexus's from? Who do you think we buy Mercedes from? Who do you think we buy any brand of car from? We buy Lexus's from Lexus dealers. Why would that be? Aren't they the best-end user for a Lexus? You know, the Fast Flow. And you'd catch it. It's cash flow. They have duplicates, and it might even interrupt the possibility of selling a new one because it's too late a model, and they don't want to take away from their, you know, punching an RDR card because they got to sell the other car. And so another dealer would say, well, Jesus Christ, I mean, you could join, but you can't.
你认为我们从谁那里购买Lexus呢？你认为我们从谁那里购买奔驰呢？你认为我们从谁那里购买任何品牌的汽车呢？我们从Lexus经销商那里购买Lexus。为什么会这样呢？不是他们是Lexus的最终用户吗？你知道的，供应链畅通。你会接收到现金流动。他们会有重复的车辆，这可能会妨碍销售新车，因为它是一个过时的型号，而他们又不想降低他们的业绩，因为他们必须销售其他的车辆。因此另一个经销商会说，天啊，你可以参加，但你不能加入我们。

And what happens is if they have to trade it for a price where they can make it attractive to be a useful car on the use car lot, they've under traded that car to the point where there's a better end user that could be two or three or five or $8,000 more than the brand specific dealer. It happens across the board. If you looked at our management system to see where we buy cars, we buy the Lexus's from Lexus dealers. We buy in other places also. But we buy Toyota's from Toyota dealers. We buy Mercedes from Mercedes dealers. And when somebody says, well, you know, they'll never say that car. Here's the worst part of that story. The probability that the Mercedes dealer is the best end user on any Mercedes is almost zero. It's almost zero. It's very rare.
发生的情况是，如果他们必须以一个价格来交易车辆，使其在二手车市场上成为一辆有吸引力的有用汽车，他们就会将这辆车进行了低估，届时可能会有更好的终端用户，他们可以比品牌特定的经销商多出两三五八千美元。这种情况普遍存在。如果你看看我们的管理系统，你会发现我们从Lexus经销商那里购买Lexus。我们也从其他地方购买。但我们从Toyota经销商那里购买Toyota。我们从Mercedes经销商那里购买Mercedes。当有人说，你知道吗，他们永远不会卖那辆车时，这个故事的最糟糕之处就在于，Mercedes经销商是任何一辆Mercedes的最佳终端用户的可能性几乎为零。几乎为零。这非常罕见。

If I sell 120 Mercedes this week on the auction block, we will sell five of them to a Mercedes dealer. But every one of them came from a Mercedes dealer. And that means the theory that whatever you trade, you should keep the retail is completely utterly flawed. It has no relationship to the reality of the marketplace to the commoditized marketplace. Our job as well for what we do is to take a car, bring it to the next level condition wise, then scratch, tire, wheel, in other words, stink, whatever. And then put it logically with 40, 50, 80 other cars that are similar to that. So we don't have people changing channels on us. They're not changing channels because we're showing them for a pickup truck, but it's a Mercedes lane. You want Mercedes, you're coming here because we got them and we're definitely going to sell them. You dig it.
如果我这周在拍卖场上卖掉了120辆梅赛德斯，我们会将其中五辆卖给一家梅赛德斯经销商。但是每一辆车都来自梅赛德斯经销商。这意味着"无论你交易什么，你都应该保持零售价"的理论是完全错误的。它与市场现实及大众化市场没有任何关系。我们的工作是将一辆车带到更高的品质水平，然后修补、更换轮胎、车轮，总之，做出有竞争力的改进。然后将其与其他40、50或80辆类似的车辆逻辑地放在一起展示。这样我们就不会因为展示一辆皮卡车却是在梅赛德斯车道而被观众转台。你想要梅赛德斯车，你就来这里，因为我们有梅赛德斯并且一定会卖出去。明白吗？

And what that does is once you've brought them into that market and you've brought them to the next level, the probability of us no sailing the car is right next to zero. Because Jerry Springer, you remember Jerry Springer, right? Well, anything could happen here, Daddy. Keeps them on the channel. We don't want them changing channels. Go on to a different lane, get lost, forget about coming back to Arlene. The idea is to keep them locked in and enable them to get whatever they're looking for.
这个做法是将他们引入市场，带他们提升到下一个层次，这样我们不销售汽车的可能性接近于零。因为你还记得Jerry Springer吧？在这里，什么都有可能发生，亲爸爸。这让他们一直留在频道上。我们不希望他们换台，迷失方向，忘记回来找到阿琳。我们的目的是让他们固定在这里，并让他们获得他们想要的一切。

So I want to sub this up and then I want to talk about the next step here, which is you take them to software and licensing it to dealers. But look, basically, this is how I view this, right? You build this incredible machine and along the way, you built an incredible brand. And initially, when you say the word commoditized, my brain said, well, that's against his interest because if you're going to commoditize the vehicle, you're going to be out of business because why would you be needed? I'll cast a site, but you've built a brand with clear value propositions around yourself, which is something that, you know, 99.9% of wholesalers don't have. And so you're actually building a moat around yourself and your business by making that vehicle more commoditized because guess what? If you as a dealer want to get a pre-melt on your vehicle, you're the guy to go.
所以我想先总结一下，然后再谈谈下一步的计划，即将软件和许可授权给经销商。但是，基本上，我是这么看的，对吧？你打造了一台令人难以置信的机器，在此过程中，你还打造了一个令人难以置信的品牌。起初，当你说“商品化”这个词时，我想，这是不符合你的利益的，因为如果你要把车辆商品化，那你就失去了生意的意义，因为为什么还需要你呢？我来扮演一个重大角色，但你已经建立了一个带有明确价值主张的品牌，这是99.9%的批发商所没有的。因此，通过使车辆更加商品化，你实际上在自己和自己的企业周围筑起了一道壕堑，因为你知道吗，如果作为经销商，你想要顶级预熔车辆，你就是那个人。

That's partially correct. And I don't want to sign Bragget-Dosh's about that. It's the very few people that actually get to the point where they can do the volume to actually enable critical mass to work. A, B, that would have the stupidity in their brain to be sure that you're building software that's going to definitely disable you from having a future, which also becomes an invalid concept because who is actually going to be the check behind the offer? There has to be someone there. And if it's a Mercedes and it's not the Mercedes dealer, who is it? It's the commoditizer. It's the person that actually says, here's the check. I'll take that car. Any object is only worth what somebody's willing to pay on the barrel.
这部分是正确的。但我不想对此签署Bragget-Dosh的协议。只有很少的人真正能够达到能够产生关键规模的程度。A、B是那些大脑中存有愚蠢想法的人，确保你正在构建的软件将确保你没有未来，这也变成了一个无效的概念，因为谁会真正成为这个报价背后的检查者呢？一定得有人在那里。如果这是一辆梅赛德斯，而不是梅赛德斯经销商，那是谁呢？他就是商品化者。他就是那个说：“给我支票，我会把这辆车买走。”任何物品的价值取决于某个人愿意出多少价钱。

And if in our case, we then take those cars and have the casino-esque will to put them in the market and absolutely let them all go. What then does that infer to our analysts that are putting the prices on the cars? We got skin in the game. We know where they came from. We know if it's a cat or dog. And therefore, how do we set our prices going forward? That goes back to the question about, gosh. Our analysts are also car buyers. These analysts have skin in the game. And more importantly, they protect my skin in the game. When they see. Yeah, I noticed that you call your team analyst, which I found very interesting. As I was looking through your website, I didn't expect that. But I can see why you used the word analyst.
如果在我们的情况下，我们将这些车辆带到市场，并且绝对有赌场般的意愿让它们全部销售出去，那么，对于给这些车辆定价的分析师们来说，这意味着什么？我们参与其中，我们知道它们来自于何处，我们知道它们是猫还是狗。因此，我们该如何定价？这回答了一个问题，是的，我们的分析师也是车辆买家。这些分析师们参与其中，并且更重要的是，他们保护我自己的利益。当他们看到这一点时，我非常高兴。是的，我注意到你们称呼你们的团队为分析师，这让我感到很有趣。在浏览你们的网站时，我没想到会是这样，但我能理解为什么使用了这个词。

Well, if they're analysts because they also buy for Kate as buyers. If a car comes in their category and they're wrong, they actually get an electrical shock to understand we got to modify. Could be a mileage adjustment. Could be a rebate on a new car that's changing the desirability of a car. Right? We're saying that right now with late model Mercedes, aren't we? 2023, C-Class, whatever. They're giving them away. They're stacked up at the dealership. They can't find a customer form. So when we actually feel that, it's irrational to somebody. Oh, that's not true. These electric cars are big. Well, until you actually write a check and then until you can't lose 10 or 12 or $15,000 in that car, you don't actually understand what the value of that car is. Right? How are you doing that though? How are you valuing electric cars right now? Like, is it different? Are you finding a challenging dollar for it?
嗯，如果他们是分析师，因为他们也作为购买者为凯特购买车辆。如果有一辆车符合他们的类别，但他们的判断错误，他们会受到电击以理解我们需要进行改进。这可能是里程调整，或者是对一辆新车的折扣，改变了一辆车的受欢迎程度。不是吗？我们现在正在说的不是晚期奔驰吗？2023年，C级，不管是什么。他们正在免费赠送。他们积压在经销商那里。他们找不到顾客。所以当我们真正感觉到这一点时，对某些人来说是不理性的。哦，那不是真的。这些电动车很吃香。嗯，直到你真正写了支票，直到你不能在那辆车上亏损10到12或者15000美元，你才真正明白那辆车的价值是什么。对吧？然而，你现在是怎样评估电动车的价值的呢？是否有所不同？你是否觉得难以确定它的价格？

We buy them. Somebody put them at some sort of a nut, Hummer EV, something with 22,000 miles on it. And it's $131,000 that I'm watching the car that we have on the auction block today in Dallas. And nobody's been at $123,000. What do you think the price of that car did? What do you think the price of that proactively did on that particular car? We buy from 10 or 12, maybe 15 Audi dealers, right? So when we see Audi dealers that got these cars coming in and they don't want them for any price, right? They don't want them for any price. They can't give a new one away, right? And we can actually feel the desperation. But more importantly, when we got a quarter list for $130,000, we paid $78,000 and can't get no bit of $60,000. How are we doing, friend? And then somebody's referring to a transaction that occurred three months ago in somebody else's auction, right? But what are the challenges with that you would, uh, wholesaling EVs right now? Like, are you finding that?
我们买了它们。有人把它们放在一辆某种坚果、Hummer EV 或者里程数为22,000英里的车上。我正在关注我们在达拉斯拍卖会上的这辆车，售价为131,000美元。目前还没有人出到123,000美元。你认为那辆车的价格会怎样变动？你认为这辆特定车型的价格会如何主动地变动？我们从10到12家，可能是15家奥迪经销商那里购买车辆，对吧？所以当我们看到那些有这些车辆进货却不想要的奥迪经销商时，不论价格如何他们都不要，对吧？他们甚至赠送都无人接受，对吧？我们确实可以感受到他们的绝望。但更重要的是，当我们有一辆售价130,000美元的车的时候，我们只支付了78,000美元，但连60,000美元的最低出价都没有。朋友，我们做得怎样？然后有人提到三个月前在别人的拍卖会上发生的一笔交易，对吧？但你现在卸货电动车遇到了哪些挑战？你是否发现有这种情况？

We put up Miami about by a thousand this morning and right now I have no problem with that. Because what do you feel like you'll put a competitive market price on it? 100% I'd be invite first in our tool. I don't think you've been on it. We give you an insurance policy. And then we tell you what we assume that car could bring to a better end user. The insurance company, me, is not the necessarily best end user. So we're actually showing you proactively what we believe that car could bring if we find a better end user for that car.
今天早上我们把迈阿密的价格上调了一千美元，目前我对此没有任何问题。因为你觉得你会设定一个有竞争力的市场价格吗？如果我首先在我们的工具中邀请您，我百分之百确定。我认为你还没有了解过这个工具。我们给您提供一份保险单，然后我们告诉您我们认为这辆车可以给一个更好的最终用户带来什么。作为保险公司的我，并不一定是最佳的最终用户。所以我们实际上在主动向您展示，如果我们找到一个更好的最终用户，那辆车可能带来的效益。

It won't be an e-tron and an Audi dealer. I could tell you that right now. They won't trump that number and keep it for themselves because they realize that car is not very hot in this particular market. And do you have or there are like sets of data that when it comes to electric vehicles and value them, what are you going to call it? We don't have sets of it. We have mountain service. Do you got to know when it comes to the battery and stuff like that? Are you seeing any challenges when it comes to that? Absolutely. And we're actually doing it with OBD where we can actually predict battery life.
它不会是一辆e-tron，也不会是一家奥迪经销商。我可以现在就告诉你这个。他们不会把那个数字抬得过高，留给自己，因为他们意识到这款车在这个特定市场不是很热门。当谈到电动汽车和价值评估方面，你有没有类似的数据集？我们没有这样的数据集，我们只有一些服务信息。你了解关于电池和相关问题吗？在这方面你是否遇到了任何挑战？当然。我们实际上正在使用OBD来预测电池寿命。

Is that right? We're the only tool that actually has the ability for an appraiser to plug it in at the happy. When you see we, who are you referring to? We say are you referring to the state I because I hate to sound like a narcissistic pig. We're referring to accutrated and other sources of information that we accumulate. Now, it's longitudinally, right? So it's not something. So the same way our condition reports and our transaction data. Doesn't disappear the day we sold a car. No, that becomes longitudinal data that we refer to. In many different ways in rub off effect with similar cars, but when that same car comes back into the marketplace. We have data that nobody else has.
是这样吗？我们是唯一一个真正能让评估师在现场插入的工具。当你说"我们"时，你指的是谁？我们指的是AccuTrated和我们积累的其他信息来源。现在，这是纵向的，对吧？所以这不是一时的事情。就像我们的车况报告和交易数据一样。它们不会在我们卖掉车辆的那天消失。不，它们成为我们所依据的纵向数据。以多种不同的方式与相似的车发生相互影响。但当同一辆车再次出现在市场上时，我们拥有其他人没有的数据。

One second, we haven't introduced accutrated at all. I want to form them to introduce that. So I'm putting myself back in your shoes for a second, right? You mentioned buying gals, the book, you know, during these transactions. Now you are, you're trading these cars, you're, you know, selling 1000, let's say 1000 plus cars a week at auction. You have these book values that you're consistently spitting out. The next thing in this evolution is you say, Hey, I can license this to other dealers who can then leverage my data to buy cars. And by the way, I can also use it as a mechanism to acquire more leads and more cars for myself because I will give these dealers every other dealer in the country that uses this platform. I guaranteed bid on the car they're trading in. So guess what? If they don't want it, I'll take it and I'll sell it. Right? That's huge. You're putting skin in the game.
一秒钟，我们还没有介绍准确地。我希望组成一个介绍他们的方式。所以我暂时代入你的角色，对吧？你提到在这些交易中购买妹子的书。现在你正在交易这些汽车，每周在拍卖会上销售超过1000辆。你有这些不断生成的书值。这个演变的下一步是你说，“嘿，我可以将这个授权给其他经销商，他们可以利用我的数据来购买汽车。而且，顺便说一句，我也可以利用它来获得更多潜在客户和更多汽车，因为我将给使用这个平台的全国其他经销商提供对他们正在交易的汽车的保证出价。所以你猜怎么着？如果他们不想要它，我就会买下来并出售。对吧，这是很重要的。你投入了利益进来。

So explain to me how you got from gals from valuing to cars and to actually licensing this to dealers and inventing accutrate, which is a company that you found. So there's a, there's a few modifications to what you just said. One, we are not the guarantor that wants to buy the dealer's car. What we are doing is giving the dealer the information altruistically. So they actually have an insurance policy to actually make a transaction on. So I'm just going to go back into your experience at an auction. How many times have you been to an auction? Too many times. Okay. So you're going to wait for car to come in and you got a friend standing next to you. How often have you heard the banter back and forth. Hey, I'm getting ready to bid on this. What do you think gets worth? You ever hear that before? How many hundreds of thousands of that? Hey, I just bought this car showing a guy a slip. What do you think this is? You think I paid too much for it? What are you doing right there, brother? You're co-validating activity.
那么请你向我解释一下，你是如何从对妹子的追求转移到对汽车的关注，进而将这一切授权给经销商，然后创办了你所发现的Accurate公司。所以，你刚才说的有几处修正。首先，我们并不是想买下经销商的汽车的担保人。我们所做的是无私地向经销商提供信息，以便他们能够进行交易。所以我要回到你在拍卖会上的经历。你去过拍卖会多少次？太多次了。好的，你会等待一辆车开过来，旁边站着一个朋友。你有多少次听到他们相互讨价还价的交谈？嘿，我准备对这辆车出价，你觉得它值多少钱？”你听到过吗？几十万次了？嘿，我刚买了这辆车，给个机会，你觉得我付的太多了吗？”在那一刻，你做了什么，兄弟？你在为彼此的活动提供验证。

We've taken our experience at all functions of hundreds of thousands of conversations with people. You're not too much for this car. Should I put this car in our try to get out of it? Okay. We've taken that. Yeah, you're the side takes. You don't have to talk to nobody. You already got our information and what we believe along with the course we built into the tool, not just our opinion. You can put any other book. If you want to book, you can put MMR in there. So you're getting the satellite dish little remnants of information to help you feel more secure about your decisions. So it's not necessarily that we built this. So we buy a million course. Actually, my volume is going way down. I'm only going to have 600 cars at the options. Because our main focus is maintaining the software that other dealers are getting the benefit of our transparency in a dealership's showroom is helping the McGillicuddy, the customer to actually see the premises of how we're coming up with the price.
我们积累了数十万次与人交谈的经验，涵盖了各种职能。这辆车对你来说并不过分。我要把这辆车放在我们的试驾车里吗？好的，我们已经考虑了这个。是的，你是正确的。你不必与任何人交谈。我们已经得到了你的信息和我们的信念，以及我们在工具中构建的课程内容，这不仅仅是我们的意见。你可以放入任何其他书籍。如果你想要预订，你可以放入MMR。因此，你会获得一些小片段的卫星信号信息，以帮助你对自己的决策感到更加安全。所以，并不是我们建造了这个。所以我们只卖60万辆车。因为我们的主要聚焦点是维护软件，让其他经销商从我们透明的展厅中获益，这有助于顾客真正看到我们如何确定价格的过程。

It's not any longer. My use for car managers going to go out and put a price on a card. In the meantime, let's talk about you. Let's become best friends for life. I wear a plaid. You wear a plaid. We're almost brothers. It's unbelievable.
不再是这样了。我不再使用车辆管理员来估价一张卡片。与此同时，让我们谈谈你。让我们一生成为最好的朋友。我穿着方格纹衬衣，你也穿着方格纹衬衣。我们几乎是兄弟了。这太令人难以置信了。

Oh, the use car managers back with the price. Let me see the good news. Jump up out of the chair, walk back and put the cold water in the consumer's face. They say, Oh my God. That's all you're going to give me for your trade. No, now the salesperson goes back and becomes the dealership's worst enemy. I suppose they were next door and the dealer gave him 10,000 more for it. What do you want me to do? You want to give more money or you want to let them walk? Every dealer in a country's heard it ad nauseam.
哦，二手车经理回来了，带着价格。让我看看好消息。我从椅子上跳起来，走回去，把冷水泼在消费者的脸上。他们说，哦天哪，你只给我这么少的交易价格。不，现在销售员回去成为了经销商的死敌。我猜他们就在隔壁，而经销商给他多了1万。你希望我怎么办？你想给更多的钱还是让他们走？这是每个国家的经销商听到过很多次的故事。

So buy. And we hope the tool to disable it to disable that. We encourage any dealer with AccuTrade to walk with the consumer around the car. Take the pictures, point out the damage. Show the good things. Oh, you have a white car with 22 inch wheels. You have four sets of sun roofs and you've got nine navigation systems. Wow, that's all positive. Whoops. Looks like the quarter panel has been replaced. Oh, you must have a big car fax. See, now what we've done is revealed the DNA details of that particular event. Why? That's what I want to know. Like, why did you decide to do this?
购买吧。我们希望有这样一个工具能够将其禁用。我们鼓励任何使用AccuTrade的经销商与消费者一起走遍整车。拍照，指出损坏，展示好的地方。哦，你有一辆带有22英寸轮毂的白色车。你有四个天窗和九个导航系统。哇，这都是正面的。哎呀，看起来后围板已经被更换过。哦，你一定有一份很详细的汽车报告。看，现在我们已经揭示了那个特定事件的DNA细节。为什么呢？这就是我想知道的。为什么你决定这样做？

It's specifically to enable back based communication between a salesperson and a customer between the customer. Between the salesperson and the manager between the manager and the dealership to actually understand the facts about what their inventory is actually worth and why you made a decision to trade it for more. You're a best end user. You want to trade it for more because you definitely are going to put it in shop and retail it or you're making the decision to put it in a broader marketplace potentially with critical mass and actually get a wholesale profit out of the car. It just feels like such an innovators dilemma because you're, I mean, partially, it's against your interest, right? You have this like proprietary data on the other hand against our interest, but it therefore is in our customers interest, isn't it? If you're getting the benefit of our knowledge, our insurance policy and you're not obligated to sell us anything, you're getting a guarantee every time you've been to go to court.
这个工具的特定目的是为销售人员和客户，销售人员和经理，经理和经销商之间提供回复型沟通。目的是为了让大家真正了解他们的库存价值和为何做出了交易决策。作为最优用户，你希望交易以获得更多的利益，因为你肯定会将其放到店里零售，或者你正在考虑将其放入一个更广泛的市场，潜在地获得批发利润。这感觉就像是一个创新者的困境，因为从某种程度上说，这与你的利益相悖，对吧？另一方面，这也与我们的利益相悖，但对我们的客户来说，这是符合他们利益的，不是吗？如果你从我们这里获得了我们的知识和保险保障，同时没有义务向我们销售任何东西，那么每次都能得到保证，你就不用担心诉讼问题了。

But I want to address the elephant in the room, right? The elephant in the room to me is like, if you are, you've been successful in many things in life, clearly, you've sold multiple companies to Cox Automotive to cars.com. We'll get into that shortly. You've just built an empire, right? Doesn't this threaten manheim's dominance? If you truly are able to commoditize the vehicle and you are in the brand, does not threaten now. Manheim, no, no, no, no. So that's a very interesting, very interesting point. No, I'm not even though we don't get treated that way. We're their best customer in their history. We were totally loyal to them. That's for a lot of different reasons. One, logistically, you can walk across the street from where our office has been since 1983. And our reputation is based on what we've done inside those trading holes. It has nothing to do with manheim, our reputation. It's our choice to treat our customers in a way that they get the rub off effect of having, you know, like people that sell cars to back them up. In other words, that invites the buyer into their arena with less fear.
但是我想要点出大家心里默默存在的问题，对吧？对我来说，心中的大象就是，如果你在生活中取得了很多成功，显然你已经将多家公司卖给了考克斯汽车和cars.com。我们马上会详细讨论这个。你已经建立了一个帝国，对吗？这是否威胁到Manheim的主导地位呢？如果你真的能够使车辆成为一个商品，并且你在品牌上也是如此，那现在并没有威胁。Manheim不，不，不，不。这是一个非常有趣的观点。不，我们并不是，尽管我们没有受到这样的待遇。我们是他们历史上最好的客户。我们对他们完全忠诚。这有很多不同的原因。首先，从物流的角度来看，你可以从我们办公室所在的地方步行过去，这个地方我们自1983年以来一直在使用。我们的声誉是建立在我们在这些交易场所内所做的事情上，与Manheim无关。我们选择以一种方式对待我们的客户，让他们能够享受到有车辆销售者作为支持的好处。换句话说，这使得购买者在他们的领域内更加不那么恐惧。

Let me more specifically answer your question. We would not be a threat. We would actually be, you would assume they're greatest ally. Because if we use their trading floor as the place where we convert our billion dollars a year in sales, they get the full benefit of that. For us to slide off because somebody's going to give us a different fee or, you know, what, that's not what we do. We've created a customer base in those arenas. The arenas that we actually have always been in for many decades.
让我更具体地回答你的问题。我们不会构成威胁。事实上，你可以假设我们是他们最大的盟友。因为如果我们将每年数十亿美元的销售额通过他们的交易平台进行兑换，他们将获得全部的利益。对于我们来说，因为有人提供了不同的费用或其他原因而离开，这不是我们所做的。我们在这些领域已经建立了一个客户群体。实际上，这些领域是我们数十年来一直经营的。

I'll tell you, who is the threat to manheim? Can I take a guess? Yeah, I want you to guess. All right. Well, I'm going to go carve on a desk. Because put their capital structure all their debt issues. A staff for a second. I think they are the biggest player that I'm seeing that's blurring the lines between retail and wholesale and the car business. And that's the only reason I say that. Yeah. I think that, you know, they have that potential. But go ahead. It was a biggest threat.
我告诉你，谁对曼海姆构成威胁？我可以猜猜看吗？是的，我想让你猜猜。好吧，我要去在一张桌子上刻字。因为他们的资本结构和债务问题。等一下。我认为他们是我所看到的在零售和批发以及汽车行业之间模糊界线的最大竞争者。这是我之所以这么说的唯一原因。是的。我认为，他们有潜力。但是继续吧。它是最大的威胁。

So, so I like it. So your rationality is good. First of all, there's smartest people that the car industry has seen in a long, long time, right? Their ability to market is phenomenal. Their business model, they've pressed to the n-teeth degree. The fact that they don't need to make profit makes it very difficult for competitors. All they got to do is increase volume and everybody thinks it's going to be, you know, half dot com and Google and so forth. Right? All of that.
所以，我非常喜欢它。你的理性很好。首先，汽车行业已经很长时间没有见过这么聪明的人了，对吧？他们在市场营销方面的能力是非凡的。他们的商业模式已经发展到了极致。事实上，他们不需要盈利，这让竞争对手很难办。他们所要做的就是增加销量，然后所有人都认为它将会成为另一个半点com或者谷歌等等。对吧？所有这些。

But no, in my estimation, that is not the biggest threat. The biggest threat is, I would say, co-part. I know you're laughing at me now, right? Okay.
但是，依我估计，那不是最大的威胁。我会说，最大的威胁是合作伙伴（co-part）。我知道你现在在笑我，对吗？好吧。

Coat part or Richie Brothers. And let me tell you why. So the Amarcas auto options have been around for quite some time. A friend of mine actually sold the ABC options. My cock had sold the ABC options to the Amarcas. They bought another friend of mine who unfortunately passed away last year. Alexis Jacobs, Columbus, fear auto option, one of the great independent options in the world. They actually made that acquisition.
关于Coat部分或Richie Brothers的事情，让我告诉你为什么。所以Amarcas汽车选项已经存在很长一段时间了。我的一个朋友实际上卖掉了ABC选项。我的同事卖掉了ABC选项给Amarcas。他们还收购了我另一个不幸去世的朋友，亚历克西斯·雅各布斯(Columbus)的Fear汽车选项，这是世界上一家伟大的独立选项公司。他们实际上完成了这笔收购。

They bought the Linmay auto option in Boston, which in Boston, it's a phenomenal option. They have unbelievable loyalty and customers and great merchandise because of the local dealers that sell their trades there, etc. So they've actually accumulated really good strategic locations around the country. But they're owned by Wall Street money or venture money. They don't buy things to hold them and keep them due to now. They buy the flip on don't they?
他们在波士顿购买了林梅汽车选项，这在波士顿来说是一个非常棒的选择。由于当地的经销商销售他们的车辆以及其他因素，他们拥有难以置信的忠诚度和客户，并且拥有出色的商品。因此，他们实际上在全国范围内积累了非常好的战略位置。但他们是由华尔街或风险投资的资金拥有的。他们不会购买东西来持有和保留，而是购买来翻转，对吗？

And they've aggregated enough options at this point. And some of the auctions have really good talent. One of the great options is Lancaster Amarcas. It's run by Greg Gaiman, who came from 25 years of running Manheim auto options, biggest option in the world. He's the general manager there. Great guy, unbelievably phenomenal guy. Right? So they have what I would call a real gold nugget for somebody like Copart with a $45 billion market cap that really does dominate their core business, which is junk.
他们已经在这个阶段聚集了足够多的选择。有些拍卖会拥有真正优秀的人才。其中一个很好的选项是Lancaster Amarcas。它由Greg Gaiman经营，他曾在Manheim汽车拍卖公司工作了25年，该公司是全球最大的拍卖公司。他是那里的总经理。他非常好，令人难以置信。对吧？所以他们对于像Copart这样市值达450亿美元并真正主导他们的核心业务（也就是废品）的公司来说，拥有一颗真正的金矿。

You understand, Copart, if you look at their basics and their management, I think there's probably 10% owned by the founders and so forth. They're in a position because of their locations everywhere. And they've tried a couple of times to get in the whole car business but failed miserably for a lot of different reasons, right? But they have their own software. They have a huge customer base, massive customer base. They're in a position to buy Amarcas auto options and immediately be in the whole car business.
如果你关注Copart的基本情况和他们的管理方式，你就会明白，我认为创始人可能拥有大约10%的股份等等。由于他们的业务遍布各地，他们处于一种有利位置。他们曾试图进军整车业务，但因为各种原因遭受了惨败。然而，他们拥有自己的软件和庞大的客户群体。他们有能力收购Amarcas汽车选项，并立即涉足整车业务。

That, if I was Cox or Manheim, I would be paying him underwear about. You follow me? Because with their locations and with the whole car business and with their, I would call it their capability, that would be a threat. And I believe it would be a threat, extraordinary to any of these other little marketplaces that have popped up and they're running around and doing whatever they do with inspectors and all the rest of it.
如果我是Cox或Manheim，我会对他的内衣付款。你明白吗？因为他们有自己的位置、整个汽车业务和他们的能力，这将是一种威胁。我相信这将对那些冒出来并且运行并使用检查员等方式的其他小市场构成非同寻常的威胁。

But what do you think the threat is here? You're a fan of Elon Musk, one of the smartest guys in my opinion, like him or not, like the smartest guy you ever think because he's an asymmetrical think-a-dude. And typically, one of his asymmetrical talk and when you actually boil it out, what he's saying is true. What did he do, you know, like six or eight months ago, when everybody's shooting their mouth off for General Motors, that flashed the prices of his car?
你认为这里有什么威胁呢？你是埃隆·马斯克的粉丝，在我看来，他是最聪明的人之一，不管你喜不喜欢他，他是你心目中最聪明的人，因为他是一个非对称思维的家伙。通常情况下，他的非对称言论，当你仔细分析时，他所说的是真实的。你知道他六到八个月前做了什么吗？当所有人都在侮辱通用汽车时，他展示了自己的汽车价格。

Listen, listen, he didn't have to ask nobody. He don't have a board of directors, he's gonna piss him on and carry on and so forth. The guy woke up one day and says, okay, I'm sorry. We're just gonna chop the price by an extra amount of money. What happened? Stop flew. It was down the way, 110 bucks or something. And when he did it, what do you do? He upset everybody's apple court. You know why he could do it. He didn't have to listen to nobody. He didn't have to ask permission. The cat is a wild man on steroids and just done. And then when you think about why and how he did it, that sends a shockwave in my estimation through the traditional giant corporations with legacy overhead and legacy operational issues. Board of directors that can't do it. You got to ask them 42 times, etc, etc, etc.
听着，他不需要问任何人。他没有董事会，他会自己决定并继续下去之类的。有一天，这个家伙醒来说，好吧，对不起。我们只是要再降价一部分。结果怎样？价格直降。以110美元之类的方式。当他这么做的时候，你猜怎么着？他激怒了每个人。你知道他为什么能这么做吗？他不需要听取任何人的意见。他不需要征求许可。这家伙就像是被注射了类固醇的疯子，他就是这么做了。当你思考他为什么和如何做到的时候，我估计这会对那些拥有庞大传统业务和过时运营问题的巨型公司造成冲击。那些架构和运作上有传统的董事会办不到。你得问他们42次之类的事情。

They can't just get up one morning and slash slash the prices 22%. They can't do that. He can. And he's going to do it again. Anytime anybody starts to make it headway, who do it again with no problem. You know, it's gonna happen. Stocks are under 300 from 200 because he's able to do that. He's agile enough to do that. So in the case of what we're talking about. And I'm just using these words. I don't have no inside information about this, right? Just looks to me like a merc is just getting lined up to be, you know, potential acquisition.
他们不能一觉醒来就将价格削减22%。他们不能这样做。他可以。而且他会再次这样做。每当有人开始取得进展时，他都能毫不费力地再次这样做。你知道，这将会发生。股票从200下跌到300以下正是因为他有这样的能力。他足够灵活去做到这一点。所以在我们所谈论的情况下。我只是用这些话来说说而已，我对此没有内部信息，明白吗？只是看起来对我来说，某家公司似乎正在被摆好了被收购的架势。

In my fact, you just had a guy on your show. I listened to it the other day. The hate partners. If I was him, I'd be, I'd be talking to them folks right now, man. Try to make a little deal. Not that they, they need a deal to be made. But my feeling is a merc is just going to get bought by it's not going to get bought by that. So you ain't going to get bought by card. I ain't going to get bought by man. I'm just going to get by asymmetrical.
实际上，你的节目上有个家伙。我前几天听了。讨厌的伙伴们。如果我是他，我会立刻和那些人谈谈，试图达成一笔小交易。虽然他们不需要达成交易。但我的感觉是一家商家只会被……买走，而不会被他们……买走。所以你不会被……买走。我也不会被……买走。我只会以非对称的方式生存下去。

Now, the other possibility in my estimation is Richie Brothers. Richie Brothers is the king, the king of heavy equipment. These people are unbelievably smart and well run. And they dominate the heavy equipment business worldwide. They do auctions, but you know what they do differently? They do exactly what we do in an auction. They own the merchandise. Now, owning the merchandise means you have a much better probability of making customers happy of actually selling every piece that you have on the auction block. And more importantly, understanding the value of every piece that you bought to put on the auction block. And what that does is it makes their marketplace multiples more efficient. They own the merge. If they got in the space and actually own the merge that's gone through the auction block, the world has changed as we know why.
现在，在我的评估中，另一种可能性是来自里奇兄弟公司。里奇兄弟是重型设备的王者，他们非常聪明和高效，全球范围内占据重型设备业务的主导地位。他们也进行拍卖，但你知道他们有什么不同之处吗？他们和我们拍卖一样，拥有商品货物。拥有商品意味着你有更大的可能性使客户满意，并且几乎能够出售拍卖台上的每一件商品。更重要的是，你能够了解你购买的每一件商品的价值。这样一来，他们的市场倍数更加高效。他们拥有所售商品。如果他们进入市场，并实际拥有经过拍卖处理的商品，世界将会因此发生改变。

But that's what I want to be doing. Our risk adverse, their fee forward. They're happy to keep charging more to everybody's stream and they don't have an old airport. They keep smashing it. You see, if you own the merge, you don't have to charge fees more importantly, you're absolutely guaranteeing first of all the conditional words perfect. Because if it's not the person that bought it doesn't have to take it. Where importantly, every single car, you know who you're buying it from. You know who the conditional word.
但这正是我想要做的。我们害怕风险，他们是费用先行。他们乐意向每个人收取更多费用，而且他们没有旧机场。他们一直都很成功。你看，如果你拥有这个合并，你就不必收取费用，更重要的是，你绝对保证首先是完美的条件字。因为如果不是购买者不必接受它。更重要的是，每一辆车，你都知道你是从谁那里购买的。你知道条件是什么。

What would you do if you were a man, I'm our auction biggest auction in the world. You're in the boardroom, right? You're flying the wall or maybe you're not a final, maybe you're the chairman, whatever. What would you do if you were there? If you were wearing a pants boy, boy, I loved your questions. I know why your show is so popular. You guys. Good question. First of all, certain board of directors are run by consensus that I would end in a day because consensus forces bad decisions when everybody has to agree to something and nobody with a brain. No doubt. So I would end that. And here's what I would do.
如果你是一个男人，而我是世界上最大的拍卖会，你会怎么做呢？你在董事会会议室里，对吧？你可能是房间里的一堵墙，或者说你可能不是最终决策者，可能你是董事长，无论如何。如果你在那里，你会怎么做呢？如果你穿着男人的裤子，男孩，我喜欢你的问题。我知道为什么你的节目这么受欢迎。你问得好。首先，某些董事会是由多数决定来运作的，我会在一天内结束这种方式，因为多数决定会导致不好的决策，当每个人都必须同意某件事时，没有一个人能用脑子思考。毫无疑问，我会结束这种情况。然后我会做以下事情。

I would take from experience what works best. The only reason some of these online auctions currently even exist is because of manimes op to understanding of what a dealer does want and charge it too much for what they do one. I would do a beeline musk. You see that. I chopped the feed. I chopped. I knocked the piss out of the fees to the point where we can't do that. We won't make our quarterly and you know what our profit here. Here, let me tell you another thing that I can tell you from experience. When you ask too little, you know how much you get. You get too much. When you ask too much, you know what you get. You get got to the goal. You can get nothing.
我会从经验中学习并采取表现最好的方法。目前，这些在线拍卖之所以存在，只是因为有些人对经销商的需求了解得太少而过高定价。我会毫不犹豫地将费用削减到最低。你看到了吗？我去除了成本，我削减了费用。我将费用削减得如此之低，以至于我们无法再这样做了。我们将无法完成季度目标，而且你知道我们的利润也会受到影响。还有，我可以告诉你一件从经验中学到的事情。当你开价过低时，你知道你会得到什么吗？你会得到太多。当你开价过高时，你知道你会得到什么吗？你会得不到目标。你什么都得不到。

You follow that. When you ask too little, you invite everybody in and therefore critical man takes over Don't testosterone takes over time. They're definitely inviting competition right now. They forced their own competition by obtuse arrogance and my estimation. No criticism. I love everybody in the world. But as an outsider and tried screaming many, many, many times, which of course just being a dog outsider, you know, their best customer. Nobody's paying attention. Nobody even think about have a conversation. Once we made our deal, that was the end of the conversation. We don't know anything and nobody knows nothing about it often. And therefore, that's okay. It's no problem. I don't feel like a scorned wife or something, right?
你明白这一点。当你要求过少时，你会使每个人都加入进来，因此关键的人接管了。不要让睾丸素支配时间。他们现在肯定在邀请竞争。他们凭借愚蠢的傲慢迫使自己面临竞争，这是我个人的看法。没有批评。我爱世界上的每个人。但作为一个局外人，我多次试图尖叫，当然只是一个狗的局外人，你知道，他们最好的客户。没有人注意。没人甚至想要进行对话。一旦我们达成了协议，对话就结束了。我们什么都不知道，没人知道得太多。因此，这没关系。没有问题。我不觉得自己像被伤害的妻子或者什么的，对吧？

But I got to be perfectly frank with you. Like I'm watching a train wreck in slow motion, opening the door up to half knucklehead marketplaces that have no reason on earth to exist. If an auction was smart, they would use an application that actually created a conditional work and guaranteed price before the dealer traded the car to enable the dealer to make the choice that they could check and listen careful to me and ride along to the net result.
但是我必须对你100%坦诚。就好像我在慢动作中目睹一场火车撞车事故，让一些毫无理由存在的二流市场扯破脸皮。如果一个拍卖会聪明一点，他们应该使用一个能在车辆交易之前，确实创造一个有条件的作品和保证价格的应用程序，以便车商能够做出选择，他们可以仔细检查并听取我的建议，最终达到一个网络结果。

It's what I called wholesale holdback. Give the dealer what we're saying the insurance value is, but enable them to travel to the net result. If somebody I can't tell you the hundreds of thousands of dealers that have asked me to sell cars for them. I don't represent other people's cars. I only saw what I own. I wrote a check and now I'm selling that. You follow me. I'm not selling somebody else's card. It has all kinds of crazy things hidden underneath it. You're not going to find out until your customer gets on board it from you with your reputation and now find some crazy shit in the back of car. I ain't doing that. Right.
这是我所谓的批发暂扣。我们给予经销商一个我们所称的保险价值，但让他们能够真实地达到净结果。有很多经销商向我讨教如何帮他们销售汽车，但我不代表他人的车辆，只卖我自己的车。我写了支票，现在我在出售它。你明白我的意思吗？我不会卖别人的车，因为车底下可能隐藏着各种奇怪的东西。直到你的客户开车出门后才会发现，那样你的声誉也会受到影响。我不会那样做。明白吗？

So think about this dealer appraises the car with the tool set, which includes a condition report in an OBD. So we know what's broken. What's not broke. So theoretically you're now trading the car for what is worth when the dealer decides to keep the car or not keep the car.
所以，请考虑一下，经销商使用一套工具对车辆进行评估，其中包括一个车况报告和OBD（汽车诊断接口）。这样我们就知道哪些地方出了问题，哪些地方没有问题。因此，理论上来说，当经销商决定是保留车辆还是不保留车辆时，你现在交易的是车辆的真实价值。

That car can be pushed to an auction with a guaranteed price. And we're going to put it in critical mass arrangement and sell it to the best end user with all the other theories we've talked about to be sure that we can. We can't afford that we get ultimate commoditized value for that VIN on that day in that particular marketplace.
那辆车可以以一定的保底价推向拍卖会。我们将对它进行大规模整理，并结合我们讨论过的其他理论，将其卖给最合适的最终用户，以确保我们能够得到最好的价值。我们不能够在那一天、那个特定的市场中获得终极的商品化价值。

You see, so now a dealer don't have to worry about wholesaling cars because they got at the ability to take the insurance policy. You see, push that car to an auction. That then gets put into our critical critical mass machine where everybody, the right people are watching that car when it hits the auction block and 100% of the time. The result goes into the dealers dividend account.
你看，现在一个经销商不需要担心批发汽车了，因为他们可以获得承保政策。你看，把那辆车推到拍卖会上。然后它就会进入我们的关键关键质量机器，只有对的人在拍卖会上关注那辆车，百分之百的时间。结果会进入经销商的分红账户。

So the management system that we own enables a dealer to say we pushed 37 cars into the wholesale whole pack this week after we traded them. We didn't want them and we pushed them to the marketplace on those 37 cars. We have a dividend do us, which could take it today or next week or next month of $53,000. That's the difference between what we paid for the car and what we sold the car for minus cost, transportation, recon conditioning, etc.
所以我们拥有的管理系统使经销商可以说，我们这周在交易后将37辆汽车推向整体批发市场。我们不想要这些车，所以把它们推到了市场上。我们有一笔分红金额为53,000美元，可以选择在今天、下周或下个月领取。这是我们购买汽车和销售汽车的差额，减去成本、运输费用、整备等费用。

Now, could you explain to me, in that case, we really would have completely emasculated the concept of their ever being a wholesaler again in the world. We just created the dial up telephone identity of a wholesaler, never going to ever be another read for it. What would you do it for it?
现在，在这种情况下，你能解释给我听，如果是这样，我们实际上已经完全削弱了世界上再也没有批发商的概念。我们只是创造了一个批发商的传统电话身份，再也找不到其他与之相符的角色了。你会怎么办呢？

The software is enabling you to trade the car for what it's worth with an insurance policy. You now make the right rational decision. If you want to disperse that car right now, get a check up front and put that car into critical mass arrangement on an auction block and have that sold within the next five days. You know what I'm saying, what could possibly be more efficient than that. It's physically impossible.
这款软件使得您能够根据车辆的实际价值与保险单进行交易。您现在要做出正确的理性决策。如果您想立即处理掉这辆车，可以提前收到支票，并将车辆放置在一个拍卖台上进行集中销售，并在接下来的五天内将其出售。您知道我的意思，还有什么比这更高效的呢？这在物理上是不可能的。

We're actually at a point where you're going to be able to ask Siri Siri, what's my car worth? Good afternoon. Are you talking about the LX 470 or the S550? Could you please update your miles? The miles are 32,700. The current cash value of your car is $47,400 to sell. Would you like to trade that car? Yes. What kind of car would you like to buy? Another Mercedes. Would you like the directions to that's where we're at right now with the software development? This is not something coming soon. You dig it?
我们实际上已经达到了一个你可以问Siri“Siri，我的车值多少钱？”的地步。下午好。你是指LX 470还是S550？能请你更新你的里程数吗？里程数是32,700英里。你的车当前的现金价值是$47,400以便出售。你想要交易这辆车吗？是的。你想买什么牌子的车？另一辆奔驰。你想要去那儿的路线吗？这就是我们现在的软件开发处于的阶段。这不是即将到来的事情。你明白吗？

What that really means is we're taking all of the elements. It's actually getting worse than that. I hate to say this because there's probably salespeople are going to be listening to this. The last person on Earth when I did somebody's a war, we're going to value cars using AI. It couldn't be anything more comical to me in the history of the world. That doesn't mean we don't take data points from AI. It means that you're never going to take the element of the last trader out of the side of what that car is actually worth and what you'd really write a check for.
这句话的真正意思是，我们正在考虑所有的因素。事实上，情况比这更糟糕。我不愿意说这个，因为可能有销售人员在听。当我把别人的战争做成视频时，地球上最后一个人，我们将使用人工智能来评估汽车的价值。在世界历史上，对我来说可能没有更滑稽的事情了。这并不意味着我们不会采用人工智能的数据点。这意味着你永远无法抛开最后一位交易者的因素，来确定这辆汽车的真实价值和你愿意写支票的金额。

But I'm going to take this one step further. Salespeople are in a world of trouble. You hear that? Why salespeople? They're in deep poop with a wave coming, brother. Because every question that you load into AI with a competent answer. And when you load 82 million questions about a whatever happened in a showroom, whatever happened in a car sale into AI and someone asked that question, you know what happens, right? Take a while. Yes. They get the right answer back. They don't get a wise answer. They don't get an attitude answer. They don't get a trick answer. They're getting the answer back that a salesperson interaction with a consumer.
不过我要进一步发展这个话题。销售人员正陷入了巨大的困境。你听到了吗？为什么是销售人员？他们将面临一波巨大的挑战，兄弟。因为每一个你在人工智能中输入一个配备了合格回答的问题，每一个你在人工智能中输入了8200万个有关展厅中所发生的任何事情、车辆销售中所发生的任何事情的问题，当有人提出这个问题时，你知道会发生什么吗？花一些时间想一想。对了。他们会获得正确的回答。他们不会得到一个聪明的回答。他们不会得到一个态度问题的回答。他们也不会得到一个欺骗性的回答。他们会得到一个关于销售人员与消费者互动的回答。

Right now. How many people like going to a car dealer and shopping for a car and say that's a great experience. What's the statistics say? They ain't that good, right? And no, most dealers, most consumers are dealer regressive. Most are dealer regressive because the experience could have been better, etc, etc. I believe AI will have a deep impact on that all the way to when you're shopping online.
现在，有多少人喜欢去汽车经销商购物并表示那是一次很棒的体验？统计数据如何？这些数据并不太好，对吗？而且，大多数经销商以及顾客都对经销商持保留态度。大多数人对经销商持保留态度是因为购车体验本可以更好，诸如此类。我相信人工智能将对购物在线时产生深远影响。

But I think for a while, the salesperson role has materially changed. I mean, it's and it's going to more. It's going to morph. That's my feeling. It's going to morph. Not everybody's going to buy into it. But I think that's emblematic of a bigger thing in the economy, General, which is that anything that can be automated will be automated.
但是我认为一段时间以来，销售人员的角色已经发生了重大变化。我的意思是，它正在以及将会发生更多变化。它将会转变。这是我的感觉，它将会转变。并不是每个人都会接受这种转变。但是我认为这象征着经济中的一个更大的事情，也就是任何可以自动化的东西都将被自动化。

Transactional rules will be eliminated and people will be left doing, you know, their options will be more creative rules or, you know, I've not leave that 100%. Yes. But it's just like a dial up phone. It's not coming back. We're moving down a pathway that is going to be what you might not even be comfortable for people. We're just going in a different direction altogether.
事务性规则将被取消，人们将被留下，他们的选择将更多地是创造性的规则或者，你知道的，我没有完全放弃那一百％。是的。但这就像是拨号电话一样。它不会回来了。我们正在朝着一个可能对人们来说甚至都不舒服的方向前进。我们正在完全朝着一个不同的方向前行。

I think it also goes to what we're talking about with, you know, the future of the icon auction houses and. How certain software will become less relevant to the point of being irrelevant. And how other things that are coming to the market will dominate. If I'm not mistaken, it all boils down to transparency, the ability to trust whatever you're doing and having it completely accessible at any given time. I believe all of those things to be true. And let me answer. Why haven't any of the online auctions taken off? And you just obviously spoke about a very good point, which is, you know, taking skin in the game or having ownership in the vehicles. But like, do you believe that physical, physical footprint is still integral for, you know, the next auction or kind of the future up and coming auction or I think that is the most important hybrid. We're not all electric. We're hybrid.
我认为这也与我们正在讨论的图标拍卖行的未来有关。有些软件将变得越来越不相关，甚至可以说是无关紧要。而其他即将进入市场的事物将会主导。如果我没记错的话，这一切归结于透明度，也就是无论你做什么都能信任，并且在任何时候都能完全了解。我相信这些都是真实的。让我回答一下，为什么在线拍卖还没有起飞呢？你刚才提到了一个很重要的观点，就是参与其中或在车辆上拥有所有权。但是，你是否认为实际的存在仍然对下一场拍卖或即将到来的拍卖的未来至关重要，或者说，我认为这是最重要的混合型。我们并不是全电动的，而是混合动力的。

In other words, we're not guests. We don't want ice cars. We don't want electric cars. We want hybrid. Because it also has something to do with category of car. You talking about a $4,000 car. You talking about a $400,000 car. You talking about a racket. You talking about a whole car. So the hybrid also breaks down the categories, of course. So there's not one size fits all next. So you asked the question about why these online options. Well, let me tell you something. The final case, not only took off it, dominate brother. It's probably not the best software. But believe me when I tell you, we were real early converters.
换句话说，我们不是客人。我们不想要冰车。我们也不想要电动车。我们想要混合动力车。因为这也与汽车的类别有关。你说的是一辆价值4,000美元的车。你说的是一辆价值400,000美元的车。你说的是一个圈套。你说的是一个完整的汽车。所以混合动力车也打破了类别的限制。所以没有一种大小适用于所有人。所以你问为什么会有这些在线选项。好吧，让我告诉你一些事情。最终的案例，不仅取得了成功，还主导了兄弟。这可能不是最好的软件。但相信我告诉你，我们是真正的早期转换者。

Well, we were converting 60 70% when dealers were concerned, converting 5%. Trust. Critical mass. In other words, all the reasons why we were way ahead of other dealers convert non simulcast. Today, we do 90 to 6% of our cars online. And we do sell car max a few cars in the lane or a couple other little dealers that have the inclination to sit there and do whatever they do, touch cars, etc. Right. Now, why other online versions of marketplace, their model doesn't work. So if you're going to send a, that's not a criticism. I love everybody and we do business with everybody. The model can't scale. You can't spit fast enough to make it work. You're sending inspectors out to actually go to a place where they may or may not sell a car. You're paying gas insurance toll. You know, everything to go with it. They do an inspection. In other words, now they actually sell a car and they're going to make a deal with you to sell it for less because they want to get your business. What does that? What does each one of those inspections cost? And they're selling it 20 or 30 or 40% is success rate. That means a whole bunch of them are going. Those those inspections that might have cost you $150 to do. And therefore, the software that enables what I believe, you know, right on the window of the car, the original condition report, the software enables the person appraising the car to be this, the condition report writer. So our tool enables the person looking at the car to take the pictures to show the dent to put the thing and put the option in. And that becomes the condition report. If you've ever seen our tool, our condition report is next generation. It includes an OBD and what's wrong with that car. Incidentally, it doesn't take five or 10 or 15 minutes. And in a matter of two minutes, you have a full and absolute guaranteed condition report. If these online auctions were, I don't believe they're going to have the capacity to do it. But if they were to use a platform that actually enables the person appraising the car to be the condition report. Right.
嗯，说到经销商的转化率，我们当时能达到60%至70%，而其他经销商只有5%的转化率。信任是关键，形成重要的规模。换句话说，我们在转化非同步广播方面领先其他经销商的原因有很多。如今，我们有90%到96%的汽车在线交易。而我们也会向CarMax和其他一些小经销商出售一些车辆，这些经销商有意愿在车场上待着，做他们擅长的事情，拿车子等等。对，其他在线市场的模式不起作用。所以，如果你要派人去实际去一个地方看车，而那个地方可能卖车，也可能不卖车，这样的模式行不通。你需要支付汽油、保险、过路费等各种费用。他们要做一次检查。换句话说，现在他们真的卖了一辆车，他们将与你达成协议以低价出售，因为他们希望获得你的业务。那么这样的检查每项费用是多少呢？而且他们的成功率只有20%或30%或40%。这意味着很多次检查可能会花费你150美元。我们的软件实际上使得在车窗上列出汽车的原始状况报告成为可能。我们的工具使得看车的人可以拍照展示凹痕、摆放物品并提供选项。这就成为了条件报告。如果你看过我们的工具，我们的报告是下一代的。它包括车辆出现的问题以及OBD（汽车诊断接口）信息。顺便说一句，这并不需要花费5到10或者15分钟。在短短两分钟内，你就会得到一份完整而绝对可靠的状况报告。我不认为这些在线拍卖会有能力做到，但是如果他们使用能够使评估车辆的人成为状况报告的平台，那就不同了。

Let me answer a question. You're putting out a lot of super interesting ideas. What are you working on right now? I know you're not sitting still. You're way too active. You have that drive in you. Give me a favor. Give me a favor over here, right? I ain't telling my wife that I'm on this thing. And I hope that Christ, not of her friends hear about it. Right. Because I'm not young. I've been doing this a long time. And I don't need to be doing this because I do got a couple of shackles in the bank. You dig it. We do it to win. We do it because it's possible. That's the reason we're doing this. And my wife don't understand it. She don't wire you as a restaurant robot. You can. We just sold $28 million with the cars. Honey, do you mind if I take it easy for four seconds? Yeah. But what are you doing this for? So, and I don't certain what's your net worth. It's not your business, but it ain't even close to being a listen. You ain't going to go with it. 500 million 500 million. It ain't even close. But in the meantime, it ain't nothing. I can tell you that. Right.
让我来回答一个问题。你提出了许多非常有趣的想法。你现在正在做什么工作呢？我知道你不会闲着。你太活跃了。你内心充满了动力。帮我一个忙。帮我个忙，好吗？我不告诉我妻子我在这里。我希望她的朋友们也别听说。因为我已经不年轻了。我已经做这个很长时间了。而且我不需要做这个，因为我银行里有一些钱。你明白吗。我们这样做是为了赢。我们这样做是因为这是可能的。这就是我们这样做的原因。我妻子不理解。她不把你当作餐馆机器人。你可以。我们刚刚卖了2800万辆汽车。亲爱的，你介意我休息四秒钟吗？是啊。但你这样做是为了什么？所以，我并不确定你的净值。这不关你的事，但离五亿还差得远呢。你得不到五亿。五亿。那还差得远呢。但与此同时，那也没什么。我可以告诉你这一点。对吧。

I'm going to give you another question. I question what we're working on. So we made a little deal with the folks at cars.com. And as a result, we're still in the process of distribution of the basic tool to dealer groups to dealers, etc, etc, etc. So my next maneuver, obviously, is after we have sufficient distribution is to enable marketplaces. I believe our tool would enable the online marketplaces that I've referred to to thrive, no matter which one of the three or four they are. If they used our tool, they don't have to pay for inspectors. They actually start their auction with a guarantee price upfront. And arbitration is all taken care of through the app. My theory would be the marketplaces would be smart enough to enable the dealer to choose the marketplace. They want to arbitrage their car. So name any one of the three or four or five marketplaces that the official conditioner import is the one that dealers guarantee, which I underwrite the guarantee. With the first bid, the only reason they push it to someone else's marketplace is to get more, not to get less. They already know what they got. The question is, can that next marketplace get them a thousand, two thousand, four thousand more. So it's a sales made marketplace that we don't want to tell the dealer, you can't use this market, you can, you're going to use it or market, you can't use nobody else's. If we could get the powers to be to enable the condition report that's produced by Accutrade to be used in any marketplace, the dealer then has the option of pushing to the one that they feel comfortable selling their cars on.
我打算给你提出另一个问题。我质疑我们正在进行的工作。因此，我们与cars.com的人们达成了一项小协议。因此，我们仍在向经销商群体和经销商等等分配基本工具的过程中。所以，显然，在我们有足够的分销之后，我的下一个策略是启用市场。我相信我们的工具将使我提到的在线市场得以繁荣，无论其中的三个或四个是哪一个。如果他们使用我们的工具，他们就不需要支付验车员的费用。实际上，他们可以在拍卖开始时就设定一个保证价格。而仲裁问题则通过应用程序处理。我的理论是市场将足够聪明，以使经销商能够选择市场来进行汽车套利。无论是三个、四个还是五个市场中的任何一个，官方条件进口都是经销商所保证的，而我是保证的支持者。凭借第一次出价，他们将把它推到其他市场上的唯一原因是为了获得更多，而不是更少。他们已经知道他们得到了什么。问题是，下一个市场能否为他们多得到一千、两千或四千。因此，这是一个通过销售实现的市场，我们不想告诉经销商他们不能使用该市场，他们可以，可以使用它或其他的市场。如果我们能够让当权者允许Accutrade生成的车况报告在任何市场上使用，那么经销商就有选择将其推向他们感到舒适的销售汽车市场的选项。

All right, so a couple of questions. Number one, why did you sell the cars like calm? Was it distribution play? Was that what you're looking for? So after we got done our, let's call it our non compete with Cox. And we bought gals and had to move our development to Canada because I had a two year non compete. There was a couple other opportunities that we were working through and due diligence went one way or another with and I won't bring up who they were with but they're obviously very well known players and management changed there. So the whole thing, it becomes a little weird and I was running out of patience. Meantime, I never really had. We were always diametrically opposed as, you know, Cox, order trader to cars.com. So I never really had a relationship with Alex better or their team. And once we actually started talking, it seemed like it was kind of a natural thing for Accutrade to be absorbed in their group of products dealer, inspire, you know, different things. It seemed like very logical things go one of the tools in Accutrade is value your trade.
好的，所以有几个问题。首先，为什么你像泰然自若一样卖掉车辆？这是一种分销策略吗？这是你想要的结果吗？所以，在我们与科克斯公司结束了我们的非竞争协议后，我们购买了gals，并不得不将开发工作转移到加拿大，因为我有两年的非竞争条款。我们还在处理其他一些机会和尽职调查，结果左右摇摆，我不会提起和他们的关系，但他们显然是非常著名的参与者并有管理变动。整个事情变得有点奇怪，我开始失去耐心。与此同时，我从来没有真正与Alex better或他们的团队有过关系。一旦我们开始交谈，似乎Accutrade被吸收到他们的产品组合中是一件自然而然的事情，比如dealer和inspire等。这些似乎是很合乎逻辑的事情，而Accutrade中的一个工具就是value your trade（评估您的交易价值）。

Right. So the other admire has six thousand dealers, whatever the number is seems like a natural distribution point. Would you agree? Only dealers down in the trade are you also referring to consumers because I'm just trying to think about like 100% 100% facing a consumer value or get an instant cash offer. Go into the process, tell us the best you can. And in other words, that lead goes to a dealer that actually theoretically is a buyer for that car. And if for some reason they don't want to car, the dumb Irishman's there with a check. Me. So I'm guaranteed and every one of those leads to every dealer in the country.
对。另一个令人钦佩的公司有六千个经销商，无论数量如何，似乎都是一个自然的分销点。你同意吗？当然经销商是参考在行业中的交易吗？因为我在思考着面向100%消费者价值或获得即时现金报价的问题。详细介绍一下整个流程，尽力吧。换句话说，这些潜在客户会被分配给理论上有意购买该车辆的经销商。如果由于某种原因他们不想要这辆车，会有一个傻瓜爱尔兰人带着支票。也就是我。所以我可以保证，每一个潜在客户都会分发给全国各地的经销商。

Obviously that gives them the intestinal for it to typically to keep the car. If I'm willing to buy it, right. Well, geez, it must be worth that much. I'm going to keep it and retail it. And that's basically what typically happens.
显然，这给了他们保持汽车的充足理由。如果我愿意购买，那么嘿，它一定值那么多钱。我会保留它并进行零售。这基本上是通常发生的情况。

So what does the technological landscape look like in five to 10 years, right as a dealer. Let's just go 10 years on for a second. And do you see this envision this like seamless marketplace where it's completely online and the dealers are themselves doing conditional reporting in these vehicles and transacting online.
那么，作为一名交易员，在未来五到十年内，科技领域的形势将如何呢？我们先假设是十年后。你是否能够想象到一个无缝连接的市场，完全在线上进行交易，并且交易员们可以自行对车辆进行条件报告并在线完成交易呢？

So that's really a broad question. And I would say we're going to do a nutshell answer. I would say without any question or doubt, a version of what you just said is definitely happening. Rather, whether I'm capable of it making it happen or not.
那是一个很广泛的问题。我会简要回答一下。毫无疑问，你刚才所说的版本确实正在发生。但是，我是否能够使其实现，这还不确定。

A dealer will absolutely walk to a car vindicoted plug it in OBD, right. Take the pictures and theoretically have the option to push it to a critical mass arranged group of buyers that buy that category of car. So while the car is still warm.
一个经销商绝对会走到一辆被还原的汽车旁，插入OBD，对它拍照，并理论上有将其推向一个可购买这类汽车的重要群体的选择。因此，在汽车仍然保持温暖时。

They're quite a bit changed cool off yet. Right. You are now in front of 63 buyers within a geographic area for transportation resist issues, etc. That have the ability to push that car if we're signed traded for 72,000 and we find a better buyer at 76,000. What's the chance to deal it all take that money.
目前他们还没有彻底冷静下来。没错，在由63个地理区域内的买家组成的交通阻力等问题面前，你已经来到了这里。他们有能力为这辆车提供推动力，假如我们以72,000的价格签约交易，但如果我们找到一位能以76,000购买的更好的买家，我们应该抓住这个机会吗？

Access to the player the buyer in the seller is the only thing that's necessary and then creating a marketplace to enable anyone. I don't care who it is to use an application that's guaranteed, by the way, that's verifiable. Data infused up the gazole to be able to push it into a marketplace that would make bring a trailer or some other some other the something marketplace.
让买家能够联系卖家是唯一必要的事情，然后创建一个市场，使任何人都能使用一个经过验证的应用程序。我不关心是谁，只要能确保可验证的应用程序。将数据注入到平台中，以便能够推送到一个市场，这将成为一个拖车或其他市场。

Kindergarten, pure kindergarten. The only thing dismissing is one really simple thing. It's who's going to do title check and finance. And that's the easiest thing in history of the world. All of these auctions when you say what's next for auctions, they will become.
幼儿园，纯正的幼儿园。唯一需要解决的是一件非常简单的事情。那就是谁来进行标题检查和财务工作。而这是世界历史上最简单的事情。当你问关于拍卖的下一步是什么时，它们就会实现。

Not all of them, but some will become the purveyor of the title, you know, making sure the titles to transfer. It's usable. Operations that's exactly right. Daddy. Oh, what title making sure that check bounced and didn't bounce and somebody got their money because I sold it. I traded it two minutes ago with a title.
并非所有人，但部分人将成为这个头衔的提供者，你知道的，确保头衔转移。这是可用的。确切地说是操作。爸爸。哦，确保支票不被退回并且将钱发给某人，因为我卖了它。两分钟前，我交易了一个带有头衔的东西。

I pushed it to a marketplace and that just sold right this minute happened the same minute. We didn't wait. Okay. And I got the title. I want to know where my checks at, brother. For that technology, you latch on the distribution, you know, a wire, you're going to operate. Yeah. Yeah. And we have cell phones.
我把它推向市场，就在刚刚这一分钟它就被卖出去了。我们没有等待。好的。我拿到了所有权。我想知道我的支票在哪，兄弟。对于那项技术，你要依靠分发，你知道，用一根电话线来操作。是的。是的。而且我们有手机。

In other words, there is more dollar phone. In other words, the pay the pay phone that we knew every pay phone as the beeper went off. And we had a call, video and ads to give them a price on a card that's it's all over brother and they're coming back. You see what I'm saying?
换句话说，有更多的美元电话。换句话说，支付支付电话，我们每一个支付电话都认为是蜂鸣器。我们可以通过电话、视频和广告来给他们一个价格，通过一张卡完成所有。这就是全部，兄弟，而它们正在回归。你明白我的意思吗？

By the way, I saw I saw somebody had asked the question because obviously people, you know, look at different people's profiles on Facebook, right? And I'm always posting my garden. That's my psychiatrist, right? I saw that. A couple people asked what my favorite flower is just to give them the understanding. It's a gardenia, brother. The gardenia is absolutely 100% my favorite flower. I don't know if the audience will be wanting.
顺便说一句，我看到有人提出了这个问题，因为显然人们会在Facebook上查看不同人的个人资料，对吧？而我总是发布我的花园照片，这是我的心理医生，明白吗？我看到有几个人问我最喜欢的花是什么，只是为了让他们了解。它就是栀子花，兄弟。栀子花完全是我最喜欢的花，但我不知道听众是否会感兴趣。

Yeah. Why not? Dude, this has been a fascinating conversation. Maybe closing thoughts before we wrap up. No, I'm very happy and proud of what you did. I have no reason to take pride. But I take pride in people that are in our industry to actually think a little bit differently. Very few people think differently.
是啊，为什么不呢？哥们，这次的对话真是让人着迷。在我们结束之前，也许你可以给出一些总结性的想法。不，我对你所做的感到非常高兴和自豪。我没有理由自豪。但对于我们行业中那些有着稍许不同思考方式的人，我会感到自豪。很少有人能够有不同的思维方式。

Everybody can follow the other one, right? But I love asymmetrical thought. I love it. It actually is exhilarating to me. And it's rare. It's really rare. Appreciate you, brother. All right, doctor. All right. Hope you enjoyed that episode. Please give the podcast a rating.
大家都可以跟随他人，对吧？但我喜欢不对称的思维。我热爱它。对我来说，它实际上令人兴奋。而且它很罕见。真的很罕见。感谢你，兄弟。好了，医生。好的。希望您喜欢那一集。请给该播客一个评分。

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.
考虑订阅这个节目，并检查节目说明中所提供的我们讨论的链接。感谢收听。下次再见。