Solving the Aging Used Car Bubble of 2024
发布时间 2024-01-25 18:00:03 来源
摘要
In this episode, I'm speaking with Brian Kramer, EVP of Cars Commerce. This episode is brought to you by: Valvoline - Valvoline ...
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中英文字稿 
There's an aging use car bubble growing on dealers' lads, and this ex-dealership general manager thinks his team has the solution. To them speaking with Brian Kramer, EVP of cars, commerce and general manager of Accutrade, an integrated vehicle appraisal tool for car dealerships that lets consumers conduct self appraisals and save dealers money. We discuss catching $48 million in undetected appraisal errors for car dealers, rising the ranks from a lot poorer to general manager in only six years, why he eventually walked away from the dealership business and went to the vendor's side and much more.
车辆二手评估工具Accutrade的执行副总裁Brian Kramer与我们交谈，他是一名前车行总经理，他认为自己的团队有解决方案。Accutrade是一个综合车辆评估工具，允许消费者进行自我评估，为车行节省成本。我们讨论了为车行检测出4800万美元未发现的评估错误、在短短六年内从普通员工晋升为总经理、为什么最终放弃了车行业务并转投供应商方面等等。
Don't forget to click subscribe so you never miss an episode. What's up everyone, this is CarDealershipGuy, you're listening to the CarDealershipGuy podcast which is my effort to give you access to the most unbiased and transparent insights into the car market. But before we get into the show, this episode is brought to you by Valvoline. You might know Valvoline is the original motor oil. After all, they've been at it since 1866, but to their dealership customers, there's so much more. When you partner with Valvoline, your dealership not only gets access to legendary Valvoline products but also to their customer business solutions, marketing resources, consumer promotions and other programs that go beyond the traditional supplier partnership. Valvoline can help you drive your service department by streamlining operations and increasing revenue with hands-on technician and sales advisor training, state-of-the-art service lane technology and a robust preventative maintenance chemical program. They even have programs to help you sell more cars and increase trade-ins. What other fixed ops vendor can say that? So what's all this mean for you? Fewer vendors, more value and a brand your customers know and trust. Valvoline is reinventing how supplier partners with the dealership. For more information about how Valvoline can become your ultimate fixed ops partner, visit partner.valvoline.com or click the link in the show notes below.
不要忘记点击订阅，这样你就不会错过任何一集。大家好，我是汽车经销商小伙子，你正在收听汽车经销商小伙子的播客，这是我努力为你提供对汽车市场最公正透明的见解所做的努力。但在我们开始节目之前，本集节目由瓦尔油赞助。你可能知道瓦尔油是最早的机油品牌。毕竟，他们从1866年开始一直在从事这一工作，但对于他们的经销商客户来说，瓦尔油还有更多的提供。当你与瓦尔油合作时，你的经销商不仅可以获得传奇般的瓦尔油产品，还可以获得他们的客户业务解决方案、市场营销资源、消费者促销活动以及其他超出传统供应商伙伴关系的计划。瓦尔油可以通过简化运营和增加收入来帮助你推动服务部门，提供实地技师和销售顾问培训、最先进的服务车道技术以及强大的预防性维护化学品计划。他们甚至还有一些计划帮助你销售更多汽车和增加二手车交易。还有哪个固定运营供应商能这样说呢？那么，这一切对你意味着什么呢？更少的供应商，更多的价值以及你的客户所知道和信任的品牌。瓦尔油正在重新定义供应商与经销商的合作关系。有关瓦尔油如何成为您的终极固定运营伙伴的更多信息，请访问partner.valvoline.com或点击下面节目说明中的链接。
Before we get into the show, I'd like to thank Cars Commerce for coming on as a guest and also sponsoring this episode. So I started off as a lot poorer, which is somebody who organized a lot and moves cars around at an old mobile Pontiac James C dealership in Columbus, Ohio. Double Ohio right outside. From there, I've had every position in a dealership from block Porter all the way up to running multiple dealerships most recently for a dealer group in Ohio and Florida. I ran their Florida platform, multiple rooftops. Did you always think you would stay in the car business?
在我们开始节目之前，我想感谢汽车商务作为嘉宾前来并赞助本期节目。我起初是个穷小子，在俄亥俄州哥伦布市的一家旧手机庞蒂亚克 - 詹姆斯C经销商那里组织并运送汽车。从那以后，我在经销商中从基层的车辆搬运工一直升至最近为俄亥俄州和佛罗里达州的一家经销商集团管理多家经销商。我负责他们佛罗里达地区的多家店面。你一直以为自己会留在汽车行业吗？
No, absolutely not. I don't think that many people get into the car business to stay into the car business. I think it was quite the opposite, but it's easy to fall in love with. There's plus and minus the hours and there's sacrifices that you make, but I don't know of anything that's as addictive as retail automotive and all the multifaceted perspectives of it. To your point, I didn't think I was going to say in the car business either. I think that's a common thing with people in the car business. It's like, oh, yeah, this is just a stepping stone. I thought, I want to do what I grew up. I'm still there.
不，绝对不是这样。我认为很少有人从事汽车业务，然后一直留在汽车业务中。恰恰相反，但这个行业很容易让人着迷。这个行业的工作时间有好有坏，需要做出一些牺牲，但就我所知，没有什么东西比得上零售汽车业务的吸引力以及其中多方面的观点。说到你的观点，我也没有想过会一直在汽车业务中。我觉得这在汽车业务中很常见。就像，嗯，这只是一个过渡阶段而已。我原以为我会做我从小就梦想的事情，但现在我还在这里。
So what was that time period for you? How long did it take you from lot Porter to GM? Can only imagine, you say that like, oh, this is what I did, but you can only imagine everything you went through and throughout that process. Give us a little bit more insight to that. So I was in the right place at the right time. Timing was good the years. I think that because of my age, I'm Gen X. There's not as much competition. So I think it gave me an edge. And all the people I went to college with went to school for marketing, radio, TV, newspaper, by the time they got out, it was not relevant anymore. So I was kind of at a level playing field with everybody else because I didn't go to college. So I took about three years before I realized that because I was just dabbling, but I needed to make an income. So I'm working really hard and you get used to making that kind of money. What were you making? In sales, $3,000 to $5,000. But once I figured it out and I got with the right group that had the right culture and treated people right, I mean, it was $10,000 to $15,000 a year. I was not even old enough to drink alcohol. So I got it's $10,000 to $15,000 a month. And how old were you at the time? 19, 20. Wow. I mean, that's real money. Right. And there's that opportunities there today for with technology, you know, to assist. And it's a lot easier for the people coming in now that it was back then. I'm sure every generation says that.
那对于你来说，那段时间是怎样的？从雇佣工人到总经理需要多长时间？我只能想象，你说得好像，哦，这就是我的经历，但你只能想象到你在整个过程中经历了什么。给我们更多了解吧。所以我在对的时间、对的地方。时机很好。我认为因为我的年龄，我是X世代，没有那么多竞争。所以我觉得这给了我一个优势。我上大学的同学都是学市场营销、广播电视和报纸的，但当他们毕业的时候，这些已经不再相关了。所以相对于其他人，我在同等起跑线上，因为我没上大学。所以大约花了我三年才意识到这一点，因为我当时只是尝试，并且我需要有一份收入。所以我努力工作，慢慢习惯了赚那种钱。那你当时赚多少钱？销售的话，每月3000到5000美元。但一旦我弄明白了，并加入了那个有适当公司文化、善待员工的团队，我意识到我每年可以赚到1万到1.5万美元。那时候我还不到合法喝酒的年龄。所以我说的1万到1.5万是指每月的收入。那你当时几岁？19、20岁。哇，那可是真金白银。没错。而且如今有技术的帮助，对于现在的人来说比过去容易得多了。我相信每一代人都会这么说。
But then I went into the finance office and that was also just by, you know, chance. And then shortly after that, sales manager and sales manager, you make a right today. Definitely managers make more than sales managers. But back then sales managers made more than the finance managers did.
但接着我进入了财务办公室，这也只是偶然的。然后不久之后，我成为了销售经理，你知道，这一切也是偶然的。当时销售经理的薪水比财务经理的要高。而现在肯定是经理比销售经理赚更多钱。
And then I took a 50% pay cut to be a general manager because I didn't ask what it paid. And it took me a minute to put it out. That was a temporary thing because it, you know, it was a turnaround, which is always your first dealership. It's always some train wreck, you know, Afghanistan type situation.
然后我接受了一个50%的薪水减少来当一名总经理，因为我没有询问工资。我花了一分钟来理清思路。那只是一个临时的决定，因为你知道，这是一个翻转项目。通常第一家经销商总是一团糟，就像阿富汗那样混乱的情况。
Well, that's interesting, though. So you're saying, right? Like you took a step back to take, you know, three steps forward. You said, Hey, I want to grow in this opportunity. And so you're saying you took, you took on a turnaround dealership. Where was this act? Like give us some more details there.
嗯，这真有趣。你是这样说的吧？就像你稍微退后了一步，然后迈出了三步。你说，嗨，我想在这个机会中成长。所以你是说你接手了一个需要转型的经销店。这个经销店在哪里呢？能再给我们一些详细信息吗？
It was in Columbus, Ohio. So it was a dealership we acquired. There was a three dealer, three gentlemen, prior to me, and I had no experience. Uh, no formal training whatsoever of that position in 18 months. So a lot of adversity, nobody knew what I signed up blindly and trusted the, uh, the people that were mentoring me and I luckily had some people to lean on for help. But there's, there's things that you know that happened in a dealership that you just can't be prepared for.
这件事发生在俄亥俄州的哥伦布市。我们是收购了一家经销店。在我之前，那里有三位经销商，三位绅士，而我没有经验。在接任那个职位的18个月里，我完全没有接受过正式培训。所以我面临了很多困难，没有人知道我是怎么盲目加入并信任我的导师。幸运的是，我有几个人可以向他们求助。但在经销店中会发生一些你无法预料的事情。
I mean, I pulled a gentleman that was stuck on a toilet and there's no standard operating procedure for that. And it ended up being my appointment that he was coming in. And I said, you know, after I pulled him off, because he was stuck. I'm laughing because, you know, we had, I just had another conversation and there was a conversation about the restrooms and seems to be a recurring theme in the podcast. Oh, it was, I mean, it's, it's, it's a, it's an absolutely crazy story. But after he came out, I said, let me get you to where you're going. Cause I'm here to see Brian Kramer, because I got a problem with my car and I'm like, oh, you know, but we sold him the oldest, uh, the 735 day old new car that we inherited as part of the buy sell. And, uh, it all worked out.
我的意思是，我帮助了一个被卡在厕所里的绅士，可没有标准操作程序可供参考。结果他原来是来见我的。我说，你知道吗？我把他拉出来后，因为他被卡住了。我笑是因为我们刚刚谈过另外一个话题，关于洗手间，似乎在这个播客中反复出现。哦，我是说，这是一个完全疯狂的故事。但是他出来后，我说，让我带你去你要去的地方。因为我是来见布莱恩·克雷默的，因为我车出了问题，我就像，哦，你知道吗？但是我们卖给了他最老的一辆，那是我们作为买卖合同的一部分接收的一辆全新车。总之，一切都解决了。
So then I got to actually go to bigger dealerships and then, and they, once you prove yourself in that, in a tough situation, which is typically like a Cadillac or a Lincoln dealership that doesn't do as much volume. Back then it was Mercedes Benz for me. Then they put you in a little bigger dealership and another dealership, you'd like a big Toyota dealership, like I ran, you know, at the end of my career in retail. Nobody's just going to put somebody in there because the, if you make a mistake in a store like that, it's like, you know, running an aircraft carrier into a, a, you know, iceberg instead of a small boat. And there's so much damage that can be done in a very short period of time.
然后我真的去了一些规模更大的经销商，他们会在你在那些艰难情况中证明自己之后，将你送进更困难、通常销量不高的经销商，例如凯迪拉克或林肯经销商。对于我来说，那时候是奔驰。然后他们会把你送到一个稍微大点的经销商，再到另一个经销商，例如一个大型的丰田经销商，就像我在零售业中职业生涯的最后阶段所管理的那样。没人会只是把一个人放进去，因为在那样的店里犯错误就像是把航空母舰撞向一艘小船，会造成很多损害，并且很短的时间内就可以造成这么多损害。
So how long was this entire process for you? Right? From a lot of Porto to GM. How many years we talking about here?
那么，整个过程对你来说用了多长时间？对吧？从波尔图到GM，我们要说多少年的时间呢？
It was fast. It was, um, those six years.
这是非常快的。嗯，就是那六年。
Wow. And what do you think was like about yourself, right? So I'm sure there's some people listening that would love to have that type of career trajectory. What do you think about yourself? Was it?
哇，那你认为自己有什么特点呢？我相信会有一些人想了解你这种职业生涯的轨迹。你对自己有什么看法呢？是这样吗？
And there's always a function of you and also your environment, but like, what was it that allowed you to do that? To just grow so quickly within the organization.
而且，你和你的环境之间总是存在一种相互作用，但是，是什么让你能做到那样呢？是什么让你在组织中迅速成长呢？
Well, at the beginning, I had to make money and had some debts to pay off. And so I didn't have a choice. And then I think that instilled the motor and I just kept that going. And I also, I would say this is extremely important because I see this all the time in automotive retail where, especially I used to work for other nation and the publicly traded companies, this is random, I really all of them. If I managers are making so much money that they said, well, hey, to get the training, the knowledge to be able to be a GSM general sales manager or a general manager and a dealer should be going to take a step back. And they, they frequently say, well, how much am I going to do? And it's still a lot of money.
起初，我必须赚钱并偿还一些债务。所以我别无选择。我认为这种经历激发了我的动力，我一直保持着这种动力。我还想说，这非常重要，因为我经常在汽车零售业见到这种情况，特别是我以前为其他国家的上市公司工作，这是随机的，我真的经历过所有这些情况。如果经理们赚了很多钱，他们会说，嘿，为了获得成为总销售经理或总经理和经销商所需的培训和知识，他们应该退一步。他们经常问，我要做多少？但仍然可以赚很多钱。
What's a lot of money like when you say F and I managers make a lot of money, like, what are they making?
当你说F和I经理赚很多钱时，指的是什么？他们赚多少钱呢？
Well, I don't know about the last few months, you know, I guess, I mean, I can talk to 2023, but 2023 is also not reality, but they're very well compensated. I mean, it's, and it's a grueling job. You're clear. You're there till midnight, you know, sometimes later locking the doors or the last person there. There's an insane amount of pressure six days a week, but you're talking 15 to $40,000 a month, $50,000 a month.
嗯，关于过去的几个月，你知道的，我也不清楚，我猜吧，我的意思是，我可以说到2023年，但2023年也不是现实，但他们的收入非常可观。我的意思是，这是一份艰苦的工作。你要待到半夜，有时候更晚才锁门或者是最后一个走。一周六天，压力非常大，但一个月可以赚到15,000到40,000美元，甚至50,000美元。
Yeah. And when you see these roles and then you look at like a GM, right? Like what's like a typical pay cut that you see in that transition when someone goes from the management into a GM?
是的。当你看到这些角色，然后再看一下像GM这样的职位时，你会看到一个典型的薪资降幅是什么？当有人从管理岗位转到GM时。
Well, the pay cut would be due to the size of the store, because typically a GM gets paid. Well, Brett Morgan said it what it was with $10,000 and 10% of it net income. So a smaller store is going to be that. But you have to go into a smaller store to be able to learn that. It's almost like going to college in reverse and you have to take that to pay your tuition, right? So you're never going to be less than 200,000, regardless of them. And they've been like the standard. They're going to make sure that that works or maybe a little bit more. But I know I know general managers that make more than $5 million a year. And what type of stores are they running? Toyota does pretty much all Toyota. Maybe I don't know anybody to then store making that much. Yeah. You got to be selling north of six, seven, eight hundred or more.
嗯，降薪是因为店铺规模较小，因为一般而言，总经理薪资较高。布雷特·摩根说的是，薪资是以1万美元和净收入的10%为基准的。所以，较小的店铺就会是这样。但你必须去一个较小的店铺才能学到这点。这几乎就像是反向上大学，你必须付学费，对吧？所以你的收入永远不会低于20万美元，不管别人是怎样的。他们一直是标准。他们会确保这样的薪资能够生效，甚至可能更多一些。但我知道有些总经理一年赚超过500万美元。他们经营的是什么类型的店铺呢？丰田几乎都是销售丰田汽车的。也许我不认识任何一个经营那么赚钱的店铺的人。是的。你必须卖出六七八百万美元甚至更多才能达到那个水平。
A car is a lot more. Yeah. I mean, you're you're it's an enterprise at that point. It's not, you know, no small store. So yeah, the Toyota store I ran. We we have a separate rental car agency. I mean, you you just talked to the euro from long go to it. The number one dealership in the world. I mean, they that the operation they have, there's absolutely insane. There's businesses within businesses and DMV in there. And you can you can scale it to as big. And that's the one cool thing about automotive retail is there is no limit. Yeah, definitely definitely lots of opportunity, especially, especially when you think about, you know, like you one department is maybe semi mature, but you can always expand another one. Yeah, like right now, if the dealers that are struggling are not strong use car operators or their service because it's shifted to those two departments, right? And you all it's like a constant balancing act with however those things are going.
一辆汽车是一个很大的东西。是的，我的意思是，这是一家企业了。不是一个小店。是的，我管理的丰田店。我们有一个独立的租车代理处。你只需要和那个从前的Euro谈谈就行了。那是全球排名第一的经销商。他们的经营方式绝对是疯狂的。其中有不同的业务和车辆管理局。你可以无限扩展它，这是汽车零售的一个很酷的地方。是的，绝对有很多机会，特别是当你考虑到，一个部门可能相对成熟了，但你总是可以扩展另一个部门。是的，现在如果经销商遇到困难，可能是因为他们在二手车运营或者维修服务方面不够强大，因为业务重心已经转移到这两个部门上了。你需要不断地平衡这些事情。
Take us to 2020. When we did some research on your background, we saw that you had launched this virtual reality car buying experience or metaverse, whatever you want to call it. I was so intrigued. Like, why did you do this? Like, how did all this even happen? Give us the back story here. So we got to the point where we developed the process to sell vehicles paperless, right? And we did end up doing 12,000 transactions that way with not one piece of paper, no wedding zero. So you as the GM, you implemented this process? Well, with the team, I mean, it's, yeah, of course, it took a lot of war room and, you know, process mapping. But yeah, so as we figured this out, a lot of people are like, OK, we did that or whatever. And I'm like, but we can keep pushing the needle on this and how far ahead because my thought was, that's great. And then it's going to not long after this, everybody's going to be there. And then what's next and what happens after that? So I'm trying to look out two, three chess moves ahead because that's typically what happens, right? It's not what happened, surprisingly.
带我们到2020年。当我们研究你的背景时，我们看到你推出了这种虚拟现实的汽车购买体验或者元宇宙，无论你想如何称呼它。这使我非常感兴趣。为什么你要这样做？这一切是如何发生的？给我们讲一下背后的故事。所以我们到了一个点，我们开发了一种无纸销售车辆的过程，对吧？我们最终以这种方式进行了12,000笔交易，没有一张纸，没有任何文件。那么作为总经理，你实施了这个流程吗？嗯，和团队一起，是的，当然，这需要进行大量的研讨和流程规划。但是，我们发现很多人都说：“好吧，我们做到了。”然后，我就会说：“但是我们可以继续推动这个进程，因为我的想法是，这很棒，但是在这之后不久，每个人都会这样做。然后下一步是什么？接下来会发生什么？”所以我试图向前看两三步，因为通常情况下，事情发展没有想象中那么简单。
But once we got that down, I realized that, you know, we had found AccuTrade, which is a cars converse appraisal tool to put valuations on the cars.
但是一旦我们掌握了这一点，我意识到，你知道的，我们找到了AccuTrade，这是一款用于对汽车进行估值的工具。
And I was walking across the used car lot to the new car building, you know, it's like 100 yards over. And I said to my general sales manager, hey, look at the valets that are doing these inspections on the service drive, why can't we just give them the AccuTrade app and let them appraise cars? And he's like, oh, but the cool thing is, is that he was very supportive and willing to try anything, which I think is a trait that everybody needs.
我走过二手车场去新车楼，你知道，大概100码左右。我对我的总销售经理说：“嘿，看看那些负责在服务区域进行检查的车辆员工，为什么我们不能给他们使用AccuTrade应用来估价汽车呢？”他回答说：“哦，但有个很酷的地方是，他非常支持并愿意尝试任何事情，我认为这是大家都应该具备的特质。”
So I we did it and we did it too fast, too much at first instead of a crawl, walk, run strategy and it blew up. It was it didn't go for it. So it really backed.
所以我们做了，而且速度太快了，一开始做得太多，没有遵循循序渐进的策略，结果出现了问题。就是我们没有做到。所以事情真的倒退了。
So one second, so you were running this, you were doing all these virtual deals, which was like, you know, innovative, right? Like I saw you got all this press and whatnot. And so you came across this tool, which obviously today you run this tool and, you know, you're, you've really evangelized it big time. But I think it's interesting. Like you're saying you were first exposed to this as an actual customer, you're as an a client of it. Yes. And I didn't, I started looking at it. I'm like, you know, many different things you could do with this. So I said, why don't we just give them to the salespeople to do it on the service drive? And if we can do it on the service drive, why don't we give it to them so that when they go to public, they can appraise cars there or a volleyball game.
所以一秒钟，你在经营着这个，你在进行所有这些虚拟交易，这是创新的，对吧？像我看到你获得了所有这些媒体报道之类的。然后你遇到了这个工具，显然今天你正在运行这个工具，你真的很大力地宣传它。但我认为很有趣。你说你最初是作为一个真正的客户，作为一个客户使用它的。是的。我开始关注它。我说，为什么我们不把它交给销售人员在服务区使用呢？如果我们可以在服务区使用它，为什么我们不把它交给他们，在去公共场所的时候他们可以估价汽车或者打排球比赛。
So the next thing was the metaverse. What was it? What was it actually at the time when you started using this tool? What was it actually providing for your operations? Oh, it was, it was just to provide inbound leads off of our website, widget to try to get clients further down the funnel. Yeah.
所以下一个问题是“元宇宙”。这是什么？当你开始使用这个工具时，它实际上是什么？它实际上为你的运营提供了什么？噢，它只是用来从我们的网站获取潜在客户的工具，用于尝试将客户引导到更深入的销售过程中。是的。
So like explain that even more. Like I think for anyone listening, it's not familiar with Accutrade. Like what, what is the, what is the thesis behind it? What does the tool do? Like, can you give us all the background? So it's the, it's the most accurate vehicle acquisition tool on the planet. And the values are a different conversation, but there's a lot of pedigree and a huge background behind what, what makes our value so accurate. But it also, it's like five, four or five products in one.
就像更详细地解释一下。比如我认为对于任何听众来说，他们对Accutrade并不熟悉。那么，它的背后是什么，它的论点是什么？这个工具是做什么的？能给我们提供所有的背景吗？所以它是地球上最准确的车辆采购工具。价值方面是另外一个话题，但是有很多的渊源和背景，这就解释了我们价值如此准确的原因。而且它实际上是五个或四个产品的结合。
It's a website widget. So when you get onto a dealership's website, top value, my trade, they all have it. Some of them provide ranges, some of them provide guaranteed value. Some tells you just to come in and won't give you a number. Our widget is transactional. We can do either one, but it can allow you to go all the way through and actually complete a transaction because we're going to guarantee that value. And it's going to be competitive similar to some of the large online youth car aggregators. So, you know, you can just get on there and get, find out which car is worth.
这是一个网站小部件。所以当你进入一家经销商的网站时，它们都会有这个小部件。有些提供范围，有些提供保证价值。有些只告诉你过去一趟并不会给你一个具体数字。我们的小部件是交易性的。我们可以两者兼顾，但它可以让你一路走到底并完成交易，因为我们将保证这个价值。它将具有与一些大型在线青年汽车集合网站相似的竞争力。所以，你可以上去看看，找出哪辆车值得购买。
Right. So check. I wanted to be able to do what they did. And I wanted to do it better than they did at a local level. So there's a lot of national brands that can do that. And they will come to you or we'll do this. And I thought to myself, why can't we do that? And why can't we do it better? And our team did. And I don't, I think that every dealer needs to think about that, that if somebody else can do it, there's no reason why you can't. There's no reason why you can't do it better unless there's some technology that you don't have, which is one of the main things that we're trying to do. Of course, commerce is we're trying to democratize that and we're trying to enable salespeople, you know, service advisors, anybody in the dealership. It doesn't, you know, the lot quarters, the valets. It's so paint by numbers simple that anybody can do it in three minutes or less.
没错。所以核对一下。我希望能够像他们一样做到这一点。而且我希望在当地能够做得比他们更好。所以有很多国际品牌能做到这一点。他们会来找你，或者我们会做到这一点。我突然想到，为什么我们不能做到这一点呢？为什么我们不能做得更好呢？我们的团队做到了。我认为每个经销商都应该思考一下，如果别人能做到，就没有理由你不能做到。除非你缺少某种技术，这正是我们努力提供的主要内容之一。当然，我们试图使商业化变得民主化，并试图使销售人员、服务顾问以及经销商中的任何人都能够做到。不管是停车场工作人员、负责接待的人员还是其他人员，它都是如此简单，以至于任何人都可以在三分钟内完成。
So when you can enable that many people and empower that, many people who have praised that many cars and the consumers to appraise their own cars, you get so many more leads. We triple quadrupled our amount of appraisives per month. So we didn't buy a car from the auction after 2019.
因此，当你能够让如此多的人参与其中并赋予他们能力时，很多人会对很多辆车进行赞扬，并让消费者评估自己的车辆，这样会带来更多的潜在买家。我们每个月的评估数量增长了两倍，甚至三倍。因此，2019年之后，我们不再从拍卖行购买车辆。
So everything you just mentioned, right? You're now GM of this Toyota store and, you know, we fast forward a year. You're running this product at cars commerce, which is publicly traded company. I mean, night and day from an automotive retailer.
所以你刚刚提到的一切，对吗？现在你是这家丰田商店的总经理，并且，你知道的，我们向前推进一年。你正在经营这家上市公司Cars Commerce的产品。我是说，与汽车零售业完全不同。
I think the multimillion dollar question here is what gave you so much conviction to uproot your life. You know, you've been a dealer for, you know, over a decade, uproot your life and go evangelize this product and, you know, really all show it, you know, show it to the entire dealer community and really leave your job. Like why did you decide to do that? Because I really believe that it's the technology that's going to revolutionize and decentralized on a retail.
我认为这里最重要的问题是，是什么让您如此坚定地放弃一切。您知道，您已经做了十多年的经销商，为什么您要毅然决然地改变生活，去宣扬这个产品，并向整个经销商界展示，并且辞去您的工作。您为什么决定这样做呢？因为我真的相信这项技术将会彻底颠覆和去中心化零售业。
It's like the last frontier. You can do a credit application online, select your vehicle online. You can transact on any other product. We live our life every day with just always constantly online. But the one thing that you have doctor's office appointments, you can do it online before you get there. But you can't buy a car because of the trade, the trade is the biggest friction point and it's so frustrating. And once we unlock this, then it's obviously a lot of change management, a lot of letting go of the past because it's different and, you know, I got any, you know, paper book.
这就像是最后的边疆一样。你可以在线申请信用，并在网上选择你的车辆。你可以在任何其他产品上进行交易。我们每天都生活在不断在线上的状态。但唯一一件事是，你可以在到达医生办公室之前在线上预约挂号。但是你不能购买汽车，因为交易是最大的阻碍，这真的很令人沮丧。一旦我们解决了这个问题，显然就要进行大量的变革管理工作，放下过去的种种不同之处和，你知道的，我有任何，你知道的，纸质书籍。
Oh, there it is for anyone that, yeah, the NADA book, you pulled it off. I love it. And get updated once a month and EVs don't operate like that. It's real time. It has to happen immediately. And if you don't have access to that type of data, because that is the crude oil of this century, if you don't have access to that data right now, when you need it, you get risk averse and you don't make aggressive decisions.
哦，这就是我找的东西，对于任何人来说，是的，那本NADA书，你找到了。我喜欢它。并且每个月都会更新，但电动汽车并不是这样运作的。它是实时的。必须立即发生。如果你现在没有获取那种类型的数据的途径，因为这是本世纪的原油，如果在你需要时没有获取到这些数据，你会变得风险厌恶，不会做出积极的决策。
So when we unlock that Rubik's Cube, if you will, it's not only did we in a market after COVID, when the volume was going down, we increased it, but everybody was more profitable. So our profit was, you know, in the five X before all the crazy, that profit increases. So, you know, the Godfather of wholesale automotive, that's wholesale 50 million cars in its career, Robert Hollins had, who was on your show. Yeah, he's been on the podcast before. Yeah.
所以，当我们解开那个魔方时，我们不仅仅是在COVID之后的市场上实现了销量增长，而且每个人都变得更加有利可图。因此，我们的利润在所有这些疯狂之前增加了五倍。你知道，批发汽车界的教父，罗伯特·霍林斯，在他的职业生涯中批发了5000万辆汽车，他是你节目中的嘉宾。是的，他之前在我们的播客节目中出现过。
He reached out and tried to figure out just by looking at the data, what, you know, cold, cold, what are you guys doing? How are you doing it? And then started brainstorming with him. He introduced me to the CEO of cars commerce. We talked about it. He said, I think that you could take this model, scale it across the country. Yeah. I said, I don't know why everybody does it. So then he said, well, they both said, why don't you help us do it? And I think that it's a, it's a change that's needed to happen for decades. And the reason that that core wasn't able to come out of the bottle was literally because of accurate, it turns digital retail tools from a lead generation tool to a transactional tool.
他伸出手来，试图通过观察数据来弄清楚你们在做什么，你们是怎么做的。然后我们开始集思广益。他把我介绍给了汽车商务的首席执行官。我们谈论了这个问题。他说，我认为你可以将这个模型在全国范围内推广。是的，我说，我不知道为什么大家都不这么做。然后他说，他们俩都说，为什么不帮我们做呢？我认为这是改变，几十年来都一直需要的，而那个核心之所以不能被释放出来，实际上是因为准确地将数字零售工具从潜在客户生成工具转变为交易工具。
Everybody wants to debate about that. I think any deal are listening to this and every consumer, many of us can think of a time when, you know, you're faced with a trade-in that you don't have perfect or great information on. And like you said, you just lowball on it because you're concerned that you're going to miss, miss the mark big time and lose, you know, lose your pants. On the other hand, as a consumer, right, you've been lowballed on, on trade-ins or on, you know, evaluation, suddenly someone gives you an offer that's $5,000 better. Right.
每个人都想就这个问题进行辩论。我认为任何交易都需要倾听这个问题以及每个消费者，我们许多人都可以回想起，在面对一个不太清楚或没有很好信息的交易时的情况。就像你说的，你只是低估它，因为你担心你会严重失误，失去很多利益。另一方面，作为一个消费者，你可能会被低估，在交易或估价方面，突然有人给出了比原来多5000美元的报价。
And then to your point, I think where I grew through here is like it all comes down to access to information. And, you know, what can I do with this car? Right. Is that do I have the proper information on this car? Can I really hedged out amount of risk? Yeah. And if they're not confident, a dealer is not confident in their process and they're not transparent. And the transparency is going to become, as you know, the new cars, FTC rule that's coming out later this year. It's going to force that.
然后说到你的观点，我认为我在这里成长的地方就是所有事情归结于获取信息的途径。你知道的，我能用这辆车做什么呢？对，我是否有关于这辆车的正确信息？我真的能够避免足够的风险吗？是的，如果经销商对他们的流程不自信，不透明，这种透明度将会变得重要，正如你知道的，新车的FTC规则将在今年晚些时候出台，它将是强制性的。
I just wrote about it. Yeah. I don't think everybody really fully understands the impact of that, but that's going to make this even more important. And what I found is by just giving the client the information, they transact more. It's not, you know, I don't, you might be too young to remember this. But when I first was at Oldsmobile, the rule was unless they were committed and they gave you some item or their wallet or something that they were committed to do business today, we didn't give them a price.
我刚刚写了一些关于这个的东西。是的，我不认为每个人真正理解这个的影响，但这将使得这更加重要。而我发现，只要给客户提供信息，他们就会更多地交易。你可能年纪太小，不记得这个了。但是当我第一次在Oldsmobile工作时，规定是，除非他们承诺并给了你一些物品或钱包之类的东西，表示他们今天要做生意，我们才会给他们报价。
And I think that not giving somebody a price online or anywhere they want to is just as insane as what it was back in the 80s and the 90s of not doing that. I mean, that's, it seems crazy now. And I think a few years from now, we'll look back up this and say, that is so crazy. How did we let that go as long as we did? And why would we do that to consumers? What is it about, you know, this specific tool that makes it different from, you know, just like the legacy trading tools and KBB, instant cash, whatever, whatever.
我认为，在网上或任何地方不给人们一个价格，就像在80年代和90年代不这么做一样疯狂。现在看来，这似乎是疯狂的。我认为几年后，我们会回过头来说，那真是太疯狂了。我们为什么让这种情况持续那么久？而且为什么我们要对消费者这样做？相对于传统的交易工具和KBB、即时现金之类的东西，有什么特别之处呢？
What is it about Accutrated that kind of gave you so much conviction?
Accutrated这个项目是什么方面使你如此坚定地看好它呢？
Well, a, it's the act, it's the act you received the numbers because I stress checked it and what if I do this? What if I did this?
好的，实际上，就是你接收到了这些数字，因为我进行了强调性检查，如果我这样做会有什么情况？如果我这样做会有什么结果呢？
So take that one level deeper. Like, why are the numbers so accurate?
那就更深入思考一下。比如，为什么这些数字如此准确？
Well, the other tools that that exist out there that you're talking about are competitors were designed by that Godfather of wholesale. So trade in marketplace by auto trader Kelly Blue Book, instant cash offer. He was the creator of both of those. This is like version 3.0, the most evolved version that he's come up with.
嗯，你所提到的其他工具是由那位批发行业教父设计的竞争对手。所以说，汽车贸易市场的交易工具，比如由汽车交易商凯利·蓝皮书所提供的即时现金报价，都是他创造的。这相当于他推出的最为发展完善的第3版。
And instead of, you know, selling them to who he sold them to, he parted up with cars, commerce, because we wanted to integrate across the platform through our websites embedded in a native format. So it looks like what you see on Amazon or Shopify where everything's fully integrated, where we don't need as much information from you, because we're going to already have it if you're a cars commerce customer, if you're in the cars, commerce garage, we won't have to request so many things. That's one thing that's also the audience.
相反，他没有把这些车卖给他之前的购买者，而是选择将车辆分成部分，进行商业化。因为我们希望通过我们的网站嵌入本地格式，实现跨平台整合。所以它看起来像在亚马逊或Shopify上看到的那样，所有内容都得到了充分整合，我们对您的信息需求也不再那么多，因为如果您是汽车商务的客户，如果您在汽车商务车库里，我们不再需要那么多的请求。这也是我们面向的观众之一。
But the primary thing is his buying team, the most experienced buying team.
但是最重要的是他的采购团队，这是最有经验的采购团队。
Nobody. What do you mean by that? Like, how does that impact his tool?
没人。你是什么意思？比如说，那对他的工具有什么影响？
So typically to dealership, let's say it's a 200,000 mile car that maybe they don't specialize in or a F450 diesel, they're going to call somebody and they're going to call somebody and they're called a wholesaler. So that wholesaler calls somebody else. And it's a daisy chain and each person is getting a cut as this car gets bid from this person to this person. And what I've learned since, you know, knowing this gentleman is that all roads seem to lead to him or one member of his team. So he's got specialists on exotic cars. The black rock of used cars. That's a perfect analogy.
典型情况下，对于经销商来说，比如一辆里程20万英里的汽车，可能不是他们专业领域的车辆，或者是一辆F450柴油车，他们会打电话给某个人，然后那个人又会打电话给某个人，叫做批发商。所以这个批发商会打电话给另一个人。这就像一串开心果，每个人在这个车辆被从一个人拍卖到另一个人时都会得到一份分成。我自从认识这位先生以来，学到的一点是，所有的线索似乎都指向他或他团队的一员。他有专门处理奇特汽车的专家。这就像二手车中的黑岩石一样，完美的比喻。
The black rock of used cars and 80% of the moves run through him in one way or another. He's got the EV specialist that know that market and everybody calls him for that or somebody calls him on this. And it's amazing the information that Gordon Gecko thinks that the information flow that passes through him. So if you can go straight to the source, you know, if you will, and you don't have to have all the people in between the distributors and you're just going, which is what Accutrate is. You're dealing directly with the source of the data that everybody relies on for theirs.
这个黑车之石，80%的交易都会以某种方式经由他进行。他拥有了懂得市场情况的新能源汽车专家，所以每个人都找他求助或者找他洽谈。令人惊讶的是，戈登·吉可认为他所掌握的信息流是庞大的。因此，如果你能直接接触到信息源头，你就可以省去中间环节，无需通过经销商。而这就是Accutrate的优势所在，你与众人依赖的数据源头直接进行交流。
Yeah. I mean, it's pretty much his data. And I mean, it's there, you know, there's no whisper down the lane. You know, there's no broken telephone. Yeah. I do. You're not making any mistakes. You're kind of getting it all spoon-fed to you. And they're looking at it. They have to be very, very competitive because what we're trying to do is we're trying to enable the, you know, one, two, less than 10 rooftop dealership groups so that they're on equal playing ground and have an equal arsenal against a 300 store group when it comes to trades because I don't want to be, you know, exaggerate this. I actually think I'm playing this down, but without Accutrate, you're just like a significant disadvantage to anybody else that has Accutrate.
是的。我的意思是，那基本上就是他的数据了。而且，它就在那里，你知道的，没有什么传言。你知道的，没有破碎的电话游戏。是的。我知道。你没有犯任何错误。你几乎都被人指导得很仔细。他们正在审视着它。他们必须非常非常有竞争力，因为我们试图让那些拥有1、2个或不超过10个屋顶经销商集团的人处于平等竞争的地位，并与拥有300个门店的集团在交易方面拥有相等的武器。我不想夸大其词，但没有Accurate，你与拥有Accurate的其他人相比，会处于明显的劣势。
I think the use car market in general has been crazy the last six to 12 months. And I would say like a bad crazy for the industry, at least, meaning, you know, prices have been coming down. Um, but more specifically when prices come down and that car is on your balance sheet, to, you know, to your books, you're losing a lot of money. And so what do you think, like just thinking out the next 12 months, what do you think?
我认为过去的六到十二个月里，二手车市场普遍变得非常疯狂。至少对于这个行业来说，我会说是一种不好的疯狂，意思是价格一直在下降。具体来说，当价格下降并且这辆车在你的资产负债表上时，你会损失很多钱。那么在接下来的十二个月里，你认为会发生什么呢？
I, what are the biggest changes you think that are going to happen with just use car management?
我认为在二手车管理方面，将会发生哪些最重大的变化？
Ultimately, that's going to impact pricing, but just give us that first insight.
最终，这将会影响定价，但首先给我们这个初步的洞察。
Like how do you think just the next 12 months of use cars, valuations, pricing, where is that, where are we all headed here?
你觉得下一个12个月的二手车使用情况、估值、定价会怎样？这一切会走向何处？
So I think, well, I might see it already. And that's one of the cool things to be in the cars, commerce is that I can see a lot more data than I did at one dealership and I can see trends all over the place.
所以我认为，呃，我可能已经看到了。而作为汽车商业的一个酷炫之处之一就是，我可以看到比在一个经销商那里更多的数据，我可以看到各个地方的趋势。
And I know that I was living in a bubble because in a dealership, you're supposed to not have any, the goal is to not have a car over 60 days old and inventory. That's kind of the rule.
我知道我一直生活在一个封闭的环境中，因为在汽车销售商那里，你不应该让车辆库存超过60天。这可以说是一种规定。
Yeah, that's like, uh, some people follow some dome, but neither way, I agree with you. That's sort of like the standard. And 34 days on average is when the margin runs out.
是的，就像一些人跟随一些愚蠢的规则，但无论如何，我同意你的观点。那是一种标准。平均而言，边界耗尽需要34天的时间。
So that's what I explained that for a second. So there's the car depreciates. It's like a consumer's car does every day. Some cars depreciate, which is something we share with our dealers is what's the daily depreciation rate of every single vehicle. At the point, and this is what I'm talking about when I'm talking about, like, everybody thinks the world is flat and use cars. Our system shows them that it's round and some people have a hard time swallowing that concept. But here's the thing.
所以这就是我为什么解释了一下。车辆的贬值就像消费者的车辆每天都在贬值一样。有些车辆贬值，而我们与经销商分享的是每辆车每天的贬值率。在这一点上，我所说的就是当我说到“每个人都认为二手车是平的”时的情况。我们的系统向他们展示了二手车市场的真相，但有些人很难接受这个概念。但是，事实就是这样。
Yeah. So if 60 days is the day, you're not supposed to keep cars and that's a, you know, just the standard. Everybody that I talked to says they don't keep cars less than 60 days. I pulled the numbers this morning and on 2.3 million use car listings, 33% of the inventory in the country. So there's over 600,000 cars are over a third or over 60 days old. But here's the more concerning thing. 20% are over 91 days old. And this spike just happened in the last 45 days. Wow. So, so what was it before? What was it like three months ago? That's well, 33%. Well, yeah. So it was in the teens. It was in the teens. Okay. So you're seeing a huge run up in aging right now, a huge aging bubble. And it's mostly in expensive vehicles, electric vehicles, a lot of vehicles where they're not seeing any auction because everybody's keeping their inventory. Because like, well, you know, the auction averages this. I don't want to get rid of it, but somebody's going to at some point and then it's going to come tumbling down our software tells them what laws and to see around the corner and through the windshield and so through the rear view mirror and determine that from day one. So you'll know on day one, what's the average depreciation? If you do hold it, it's more of a risk management tool. Then the managing your inventory by days and inventory. It's managing it like you would a four one K portfolio. What do you mean by that? So there's certain funds that are more risky than others. There's some that are conservative. But nobody manages their nobody determines their risk tolerance as a dealer. It's very intuitive and it's kind of reactive.
是的。所以如果说60天是个时间节点，那你就不应该保留汽车，这是一个标准。我和每个人都谈过话，他们都说他们不会保留少于60天的汽车。我今天早上统计了数据，在230万个二手车拍卖品中，有33%的库存是已过期60天的车辆。所以说超过60天的车超过了60万辆，超过三分之一。但更令人担忧的是，有20%的车已经超过91天了。而且这种突增现象发生在过去的45天内。哇！那么，之前的情况如何？三个月前呢？嗯，33%。嗯，嗯。所以从十几个百分点上升到现在的情况。你现在看到了一个巨大的老化潮。而且这主要发生在昂贵的车辆上，电动车，很多车辆因为大家都保留自己的库存，所以拍卖行都没有车来售卖。因为大家都不想卖掉，但是总有某个时候会有人卖，那么价格就会猛跌，而我们的软件可以预测到这些情况，并从第一天开始就能告诉他们，如果你继续持有它会面临什么样的平均贬值风险，所以这更像是一个风险管理工具，而不是按天数和库存数量管理。它像你管理401K投资组合一样管理。你是什么意思？所以有些基金比其他基金更具风险性，有些更保守。但是作为一位经销商，没有人管理他们的风险承受能力。这是一种非常直观和反应性的管理方式。
And if you think about it from a logical standpoint, if the average car and some of them depreciate $10 a day or $3 a day, some of them depreciate $100 a day. And the supply and demand and how many cars are aged determine all that, right? Versus the search demand. We share all that data, which nobody else does. And if you know for a fact that you don't have cars any 60 days old, why would you keep a car that's 100 days in stock or 100 market day, you know, 100 days on market on average? It's not a good decision. You know, it's going to lose money from day one, but all the other software can't tell you that. So the dealers are blind. Why? They're like driving in the dark with no headlights and the. That's a, a, a must you know for sure that you can sell this car and you sell them consistently. You need to look at that data and you need to assess whether or not you're the best then user.
如果你从逻辑的角度思考，平均车辆有些每天贬值10美元或3美元，而有些每天贬值100美元。供求关系和汽车年龄决定了这一切，对吧？而对比搜索需求来说，我们分享了所有这些数据，其他人没有。如果你确定没有60天以上的车辆了，为什么要继续存有100天以上或市场上平均100天的车辆呢？这是个不明智的决定。你要知道，它从一开始就会亏损，但其他软件告诉不了你这个。所以经销商是盲目的。为什么呢？他们像是在黑暗中开车，没有前灯。除非你确信能卖出这辆车且能持续卖出，否则你需要看看这些数据，并评估自己是否是最好的使用者。
What's happening is the dealers are really good at that. A lot of our dealers are up significantly and use car sales year to day. And I, I talked to one dealer on the same, same street to be on one side of the street. One dealer's having a great year, great month, record, all these records, little like across the street. And it's, you know, I can't, I don't know what's happening or we can't find cars, the auctions have dried up and they're not self sufficient.
发生的情况是那些经销商真的很擅长这个。我们的很多经销商今年的二手车销售额大幅增长。我和一位经销商在同一条街上交谈，他的店在街的一侧。一个经销商正在度过一个伟大的年份，一个伟大的月份，创下了很多纪录，但在马路对面，情况就不同了。我们不清楚究竟发生了什么，或者是我们找不到车了，拍卖会已经枯竭，而他们又没有自足能力。
It's kind of like having two legs on a chair. They don't have the other revenue streams to source cars or acquire cars. We handle all these sources, all the channels, service drive, sight unseen appraisals, which is if somebody's at home and they want to estimate for their vehicle, that's a friction point in most dealerships because the employees are not enabled to do it easily or the manager is a blocker. And I'm glad you have this platform, CDG, because those are things that need to be talked about because it's kind of a backroom where the industry, you know, myself, my team included would say, Hey, just get them in. Well, the customer wants to know what the car is worth. Just get them in. Well, they don't want to come in unless they know what it's worth. So then that tug of war happens in a dealership internally, you know, behind the scenes, customers can typically sense that the dealership associate is going through that. So they come in after they sold their car to another, you know, use car only retailer and they still buy the car from the dealer and they never know. And that's why they have such a shortage of inventory.
这就像是椅子上多了两条腿一样。他们没有其他的收入来源来购买车辆或者获取车辆。我们处理所有这些渠道，所有这些途径，包括服务驱动、未经视察的估价，也就是说，如果有人在家想要评估他们的车辆，这在大多数经销商那里都是一个摩擦点，因为员工不能轻松地完成这个任务，或者经理成了一道阻碍。我很高兴你们有这个平台，CDG，因为这些是需要谈论的事情，因为这是一个行业内部的秘密，在这个行业里，包括我和我的团队，我们会说，嘿，只要把他们带进来就可以了。可是顾客想知道这辆车值多少钱，他们不想进来除非他们知道这辆车值多少钱。所以在经销商内部，发生了内斗，你知道，在幕后，顾客通常可以感觉到经销商的员工正在经历这个。所以他们在把车卖给另外一个二手车零售商后，仍然从经销商那里购买车辆，但他们永远不知道这是为什么造成库存如此短缺的原因。
Do you see that the trade in process is broken? Like when I think about, you know, you can get a junk trade, you said you can get the 20, you know, 2023 F two 50 that you have no business having on your car lot. Like, do you think that that that just entire trade and process is broken? Or do you think that, you know, like what you just mentioned, what you're doing with AccuTrade, pretty much anyone should be able to take any type of trade as long as you have the right data, there's no reason you shouldn't take that vehicle and dispose of it in some way to get the deal done. Like, what's your thoughts on that?
你觉得整个交易流程有问题吗？比如说当我想到，你知道的，你可以得到一个垃圾交易，你说你可以得到一个2023年的F250，而且你车场上没经营这样的车型。像这样，你觉得整个交易流程就是有问题的吗？或者你认为，你知道你刚才提到的，你在AccuTrade上做的事情，基本上任何人只要有正确的数据，都应该能够接受任何类型的交易，没有任何理由不接受这辆车并以某种方式处置它以完成交易。你对此有什么想法？
I agree 100% of what you just said. And a lot of people are comfortable saying that. I'll say it. We're which part the four, the former, the latter, which, which statement both. So it is broken. It is based on the data, but the lack of data is partially why it's broken. But there's also this misnomer that wholesaling cars, even within your own group is a sign of weakness at the dealership level. The ego will allow it to happen and they remove logic. When in fact, if you bring a Dodge Challenger Hellcat 170 into a dealership, I don't know what that thing's worth. You don't have praise cars every day. I'm going to have to rely on a backstop or it's going to take me hours and hours and hours to get that number, whereas I can get it with AccuTrade in seconds.
我完全同意你刚才说的话。很多人都很舒服地这样说。我也会这么说。我们是在讨论哪一部分，前一部分还是后一部分，哪一部分陈述两个观点。所以它是有问题的。它是基于数据的，但是缺乏数据部分是它出问题的原因。而且还有一个误解，即在经销商层面，即使在你自己的团队内部，批发汽车被看作是软弱的表现。自尊心导致这种情况发生，并削弱了逻辑思维。事实上，如果你带着一辆Dodge Challenger Hellcat 170到经销商那里，我不知道那辆车值多少钱。你不可能每天都评估这种车。我只能依赖一个后援或者花几个小时来估算那个价格，而AccuTrade可以在几秒钟内给出结果。
It were like I just experienced earlier this afternoon, there's five sales people waiting to get the cars appraised. The time that our, the sand going through the hourglass is they're waiting for the one person that's empowered to be able to appraise cars because typically stands for the hourglass. Typically, there's one person and it takes three years to upskill these, these people, because it's like an automotive technician back in the shop. You, there's so many mistakes you can make. It takes three years to upskill what? A good use car manager. There's like an apprenticeship program. I mean, they sell cars for a certain period of time, then they follow a use car manager round, look out for this, check this, you want to watch this and do all those things where you, I get it up to speed so you can hear that. You know, there's a lot of like, well, just like a apprenticeship going on.
就像今天下午刚经历的那样，有五个销售人员在等待车辆评估。我们的时间就像沙漏中的沙子一样正在流逝，他们在等待那个有权评估车辆的人，因为通常情况下沙漏象征着时间。通常情况下，只有一个人可以进行车辆评估，而这需要三年的时间来提升他们的技能，就像汽车修理工坐在店里一样。你知道，会有很多错误。需要三年的时间来提升一个优秀的二手车经理的能力。就像一个学徒计划一样。我的意思是，他们在销售一段时间后，跟随二手车经理四处查看、检查，了解这个，注意那个，并进行所有这些工作，从而使他们适应并能够胜任。你知道的，就像一个学徒训练正在进行。
But with AccuTrade, there's an OBD to OBD to tool that scans 109,000 operation codes of the vehicle, which has just recently changed because the right to repair act. Now everybody can have that information. That previously wasn't available until a few years ago. What's that? What's the right to repair? Tell us more about that.
然而，使用AccuTrade，有一种OBD至OBD的工具可以扫描车辆的109,000个操作代码，这是最近根据修理权法案才发生的改变。现在每个人都可以获取这些信息了，而以前几年前是不可得到的。那是什么？什么是修理权？请告诉我们更多相关信息。
So the right to repair act was enacted, I think it was in 2019, 2020, but when it, when it went into effect, it used to be that let's say, let's say a German or a Japanese automaker, you had to pay $25,000 a month as a dealer to have access to the software, the right to repair act allowed independent shops to have access to that data. They didn't have to have the $25,000 a month tool.
我记得修理权法案在2019年或2020年被执行，当它开始生效时，以前的情况是，比如说德国或日本的汽车制造商，作为经销商要支付每月2.5万美元来获得软件访问权限，而修理权法案允许独立修理店获得这些数据的访问权限，不再需要支付2.5万美元的费用。
So when that happened, these OBD two tools now allow, you can scan the whole vehicle. Ours is integrated into the appraisal, translated into what the dollars and the cents are, but you can avoid massive mistakes that happen all the time. I mean, $719 is the average mistake that our tool detects. And I think it's on every fourth or fifth scan.
当发生这种情况时，这些OBD二工具现在能够让你可以扫描整个汽车。我们的工具已经整合到评估中，将其翻译成美元和分的形式，但你可以避免经常发生的巨大错误。我的意思是，我们的工具平均可以检测到719美元的错误。我认为这种错误出现在每四次或五次扫描中。
But last year alone, dealers saved $48 million in detected errors that were internal misfires in the engine. Kind of let it converters remove things like that, that normally they would, there's no way that they would be able to detect that. So it allows them to be more aggressive on consumer squarts. Was that $48 million on trade ins that they would have otherwise purchased? It's on internal parts that they wouldn't have found out until the following day, that they were able to find out prior to the appraisal. So they're either talking to the customer about it or they're making a decision or they're making a decision to take it in or not to take it in. But they have that much more information. God.
但仅仅去年一年，汽车经销商因发现内部发动机故障造成的错误而节省了4800万美元。这种情况让催化转化器能够删除类似的问题，通常情况下，他们是无法察觉到这样的问题的。因此，他们能更积极地进行消费者谈判。这4800万美元是他们原本会购买的二手车交易吗？不，这是指他们能够在车辆估价前，提前发现的内部零部件问题。因此，他们要么与客户谈论此事，要么做出是否接受车辆的决定。但无论如何，他们拥有更多的信息。天啊。
So you're saying $48 million is the total sum of inaccuracies that your software detected and likely from a trade in from a customer or whatnot? Yes. Got it. So if you think about dealers, how can they get more aggressive? Yeah. Well, yeah, those, one of my questions, like, what is actually the net effect here? Like when you look at this, like on a, on a per unit basis or like, I don't know, you look at like a dealership's bottom line, right? Like, what do you see? Like how, how much do you see this tool really move the needle when it comes to it being more efficient?
所以你的意思是4800万美元是你的软件检测到的不准确总数，很可能是来自客户的交易或其他事情吗？是的，明白了。那么如果你考虑到经销商，他们如何能够更加积极？是的，那个，是我其中之一的问题，具体的净效果是什么呢？比如说，从每个单位的角度或者像，我不知道，从经销商的利润角度来看，你看到了什么？你觉得这个工具在提高效率方面真的能够有多大的作用？
Well, when it's fully mature at my other, my dealership that I left at last year, it was it was well over $5 million. It was probably closer to $5 million. Why? And that's per year. Yes. Well, how many trainings were you taking there? 230 to 275 to 300 a month. So we didn't buy any first the auction for after 2019. Zero. So that alone, the difference between an auction purchase.
嗯，当我的另一家经销商完全成熟时（我去年离开的那家），它的价值超过500万美元。可能更接近500万美元。为什么这么贵？而且这是每年的收入。是的。那你在那里参加了多少培训？每个月230到275到300个。所以在2019年之后我们没有购买任何拍卖车辆。一个都没有。所以这仅仅是拍卖车辆购买与否的差异。
And what did you do? Like, did you start advertising to consumers, come sell me your car? Like, did you get really aggressive with that? Like, what was your, what was your strategy around that time? We changed our whole concept. We stopped advertising price and we started advertising the experience. And we started, which was actually really hard because it was simple, fast and easy. So when you're not simple, faster, easy, which I thought we were more when I started than we were, they all ended up my office, the consumers.
你们做了什么呢？比如，你们开始向消费者做广告，来卖我你们的车吗？你们变得非常有攻击性吗？在那个时候，你们的策略是什么？我们完全改变了我们的理念。我们停止了以价格为重点的广告，开始宣传消费体验。而且，这真的很困难，因为我们之前以为我们更注重简单、快捷、方便，但事实上不是这样。最后，他们都来到了我的办公室。
And they said that's false advertising because the demand was so overwhelming. It was, we had to hire a bunch of additional staff right at the beginning of COVID because so many people wanted that experience. And I had no idea that that demand was there. They would rather have that than $10,000 off or whatever rebate program you had, but they wanted you to do it. And you actually have to be transparent. You've got to just treat the customer like they deserved to be treated like a family member. And a lot of delicious associates aren't enabled to do that for consumers. And that's the one of the things that that I'm trying to fix with being here is helping dealers get over that hurdle.
他们说这是虚假广告，因为需求太大。事实上确实如此，我们不得不在COVID开始时雇佣了一大批额外的员工，因为那么多人想要那种体验。而我根本不知道有这种需求存在。他们宁愿拥有这种体验，也不愿意享受1万美元的折扣或任何其他的优惠计划，但他们希望你为他们做到。你必须透明，必须像对待家人一样对待顾客。然而，很多员工无法为消费者提供这样的服务。这也是我来这里要解决的问题之一，帮助经销商克服这个障碍。
Now, is this something that like do consumers have the ability to, you mentioned earlier, consumers can appraise the vehicles, just like dig into that for a second. Does that mean that I can just go online right now and do it myself? Do I have to be able to deal with shit? Like what really happens here behind the scenes as a consumer? If I want to, you know, like someone actually asked me this morning, they said, Hey, I have a 2018 X two. How should I sell it? Right. And it's like, OK, how should you sell it? Right. Like who's going to benefit from that car the most? Right. Because the dealer in the street, Joe Schmo might not need that car. Maybe car max once that six year old, you know, low mileage use vehicles. So it's actually not a, not a simple answer when a consumer asks you that. How are you solving that?
现在，这是一种像消费者有能力做的事情，你之前提到过，消费者可以评估车辆，可以再详细谈谈吗？这是否意味着我现在可以上网自己做这件事？我必须具备处理这些事情的能力吗？作为消费者，背后的情况究竟是怎样的？如果我想，你知道，就像今天早上有人问我，他们说：“嘿，我有一辆2018年的X2。我该如何卖掉它？”那么，你应该如何卖掉它？谁会从这辆车中受益最多？因为车行和一般人可能不需要这辆车。也许汽车超市需要那些六年前的低里程二手车。所以当消费者问你这个问题时，答案并不简单。你们是如何解决这个问题的？
Part of the big part of our differentiation is the scale of the car's commerce platform. So the first thing that I would do is they get, they need to get on the cars.com hero page, you know, landing page, home page. And on the right hand side, it will save value your trade. That's going to be a guaranteed offer from us. And we'll forward that on to a local dealer to honor that. That we're going to follow up with the customer. They're going to tell us if they're satisfied or not. Because obviously we want them to be satisfied, but we're sending it to one dealer so that they have the opportunity to provide that experience. We don't want a bunch of dealers calling the client and giving them a less than desirable experience if the first dealer can solve that problem for them.
我们的差异化的一大部分是汽车商业平台的规模。所以我首先要做的是将他们放在cars.com的主页、落地页上。右边有一个模块，它能够为您的汽车估值，这是我们提供的一个保证交易。然后我们会将这个估值转发给本地经销商，由他们来兑现保证。之后我们会跟进顾客的反馈，他们会告诉我们他们是否满意。因为我们显然希望顾客满意，但我们将信息发送给一家经销商，以便他们有机会提供这样的体验。我们不希望一大堆经销商给顾客打电话，给他们带来不太理想的体验，如果第一家经销商能解决他们的问题。
Correct. That's the ideal state, right? But that we determine who the best end user is because internally dealers will bid if it's a BMW dealer and they're a better user on BMWs. We have an internal tool that allows them to offer more, which will be the price that's displayed to route it to them. So if it's a Mercedes Benz dealer, maybe they're stronger on that. Or what we also see is a lot of independent dealers, especially these large independent dealers, in many cases, as soon as a luxury Jaguar Land Rover go out of warranty, the independent becomes, in many cases, the strongest, best-end user. Because they obviously they have different strategies on how they're going to sell it.
正确。那是理想状态，对吧？但是我们必须决定谁是最好的终端用户，因为如果是宝马经销商并且他们对宝马车更熟悉，他们就会竞标。我们有一个内部工具，允许他们提供更高的价格，这个价格将显示给他们，以便指定给他们。所以如果是奔驰经销商，也许他们在这方面更有竞争力。或者，我们还经常看到很多独立经销商，特别是大型独立经销商，在许多情况下，一旦豪华的捷豹路虎过了保修期，独立经销商通常成为最有实力、最好的终端用户。因为他们显然对如何销售有不同的策略。
But the other thing that I see is the reconditioning. And I think that's an epidemic across the country. That's something the Carmacs does really well and for all the large publics. But the average variance of what we see, what's estimated in terms of reconditioning. So I'm talking tires, talking bumper scratches, second keys, things like that. The dealers that are really good and invite the client in. And they said, yes, as long as it's just the way you said it is, which is what they should do, then we're going to honor it. And then when they get in, they're going to verify it. But a lot of dealers aren't confident in their process. And this is a huge problem for consumers and for dealers that needs to be fixed. They need to, when the client arrives, they need to do what we call an active appraisal. Active appraisal means walking out with the client, with their vehicle, taking the pictures, checking, verifying that everything is the way that they said it was, which in most cases it is. And then going in and having a logical discussion, if there is a variance on that, after you scan it with the OBD, sometimes the codes were cleared prior to arrive or things like that. But that's an outlier. It's not the norm, but we treat the industry treats consumers like they're the exception and don't give them the benefit of the doubt.
但我所见到的另一件事是翻新问题。我认为这是全国流行的一种疫情。卡马克斯在此方面做得非常出色，适用于所有大众。但我们所看到的平均差异，以及对翻新的预估存在着差错。我指的是轮胎、保险杠划痕、备用钥匙等方面的问题。那些真正善于与客户互动的经销商会说：“是的，只要你所说的完全属实，我们将会履行承诺。”然后当他们开始处理时，会进行核实。然而很多经销商对他们的流程并不自信。这对消费者和经销商来说都是一个巨大的问题，需要予以解决。他们需要在客户到达时进行我们所称的主动评估。主动评估意味着与客户一起出去，带着他们的车辆，拍照，核对并确认一切是否与他们所说的一样，大多数情况下是符合的。然后进行有理有据的讨论，如果有任何差异，在使用OBD进行扫描后，有时候代码会在到达之前被清除或者出现其他问题。但这只是个别情况，不是常态，但我们行业对待消费者时常将其视为例外，不给予他们怀疑的余地。
And that difference is $1,800. So dealership has poor processes or they don't feel confident. They're either their associates are going to go out there or the manager has time to do it. They hold back and they get risk averse. So that's the competitive advantage of a dealership that has all these pieces, the technology, the process, the people. When you have those three things in line, you can be $1,800 more aggressive than to deal it on the street without costing yourself a dollar or profit. Yeah, because you're, again, because you have better data.
这个差异是1800美元。所以汽车经销商的流程不好，或者他们不自信。他们要么是他们的员工要去做，要么是经理有时间去做。他们退缩，并对风险充满担忧。所以，拥有所有这些要素的经销商（技术、流程、员工）具有竞争优势。当你拥有这三个要素时，你可以比其他一条街上的经销商更加激进，而不会损失一分钱的利润。是的，因为你，再次强调，拥有更好的数据。
Do you think it, do you think it matters where the car and like cars come from? I mean, again, I'm trying to think of like all the nuances and, you know, having purchased lots of cars, you know, if the vehicles from a certain region, a certain state, you're just going to value that differently. And do you think that, do you think that matters here?
你觉得这个问题重要吗？你认为车辆的产地和类似的车辆从哪个地方来有关吗？我的意思是，我再次尝试考虑所有的细微差别，毕竟我购买了很多辆车，如果车辆来自特定地区、特定州，你对它的价值会有不同的看法。你觉得这在这里有关系吗？
Oh, 100% it matters. We've got an, we've got an interim ranking system for that.
哦，百分之百重要。我们有一个临时排名系统来处理这个问题。
Oh, so you, you take down the consideration.
哦，所以你，你把这个考虑给摒除了。
Yeah. And you're in the business, the car in Naples, Florida versus the car in New York City or Chicago or Detroit or Minneapolis, you know, markets like that, where there's a lot more traffic congestion, there's salt on the roads.
是的。你在那个行业里，讲的是在佛罗里达州的那辆车和在纽约市、芝加哥、底特律或明尼阿波利斯等市场上的那辆车的区别，那里有更多的交通拥堵，道路上有盐。
Yeah, that's exactly what I'm thinking right now. Which car is going to get picked first? Always going to pass on that one. God, I love me and off leads from, from New York with no, no, no, no service records. Tires are worn out, but it only has 10,000 miles. How much, how much of the same car is running down the lane and one of them's from, you know, Sarasota, Florida and one of them's from Chicago. How much more do you think you see them pay for that same car? If it's a Camry, the 20,000.
是的，这正是我现在在想的。哪辆车将首先被选中？我总是会跳过那辆车。天啊，我喜欢那些没有修过的来自纽约的开车记录。轮胎已经磨损，但只有1万英里的行驶里程。同样的车在车道上还有多少辆，其中一辆来自佛罗里达州的萨拉索塔，另一辆来自芝加哥。你认为他们会支付多少更多的费用购买同一款车？如果是凯美瑞，那就是2万美元。
I mean, I think, I think that's the crazy and efficient part about the use car business in to a certain extent, right? That you have this, this asymmetric information where, you know, like what you said, you're trying to bring that to the masses. But the reality is lots of people still don't have this information. Naturally, you're disadvantaged because you don't know. Well, you don't have that exact perfect info on that specific vehicle. And so you may end up underpaying or you made up over, or if you underpay, you're not going to get it. If you overpay, you just lost your pants.
我的意思是，我觉得这就是二手车业务的疯狂和高效之处，到一定程度上是这样吧？你有这种不对称的信息，就像你说的，你试图将它带给大众。但事实上，很多人仍然没有这些信息。自然而然，你处于不利地位，因为你不知道。嗯，你对那辆特定汽车没有确切完美的信息。所以你可能会低估价格或者高估价格，如果你低估了，就不会买到。如果你高估了，你就亏大了。
You know, one of the biggest challenges that we deal with around this is skepticism that our data can reveal these issues, which is just fact. But it's, it's a lot for people to some, some people that have done it a certain way for a long time to wrap the mind around. Yeah, it doesn't surprise me though. Like if you told me like what would be like, you know, top skepticism that something actually works, I think that's, you know, I think that's valid actually. What do you think?
你知道，我们在这方面面临的最大挑战之一是对我们的数据能够揭示这些问题持怀疑态度，这其实是一个事实。但对于某些长期以来一直按某种方式行事的人来说，这是一件很难理解的事情。是啊，但这并不让我感到惊讶。如果你告诉我有什么东西真的有效，可能最大的怀疑就是这个，我觉得这是合理的。你觉得呢？
Oh, it's 100%. We see it, you know, consumers want, uh, or dealers want better quality leads from consumers is what they're asking for right now. But what they don't realize is that this process is what creates a better quality lead. So the more transparent you are in making digital trust with a consumer so that they start trusting you and they give you more information and they start sharing more things with you because it's a law of reciprocity. I gave you something and I told you this, no obligation, no big deal. They feel obligated to trust. They trust you. And that's a big piece of the, though these leads aren't good. Well, the leads aren't good until you nurture them, give them information. They give you more, pulls them further down the purchase funnel and, but they got to think of leap of faith first.
哦，这个是百分之百的真实。我们看到了，消费者想要更好质量的Leads，或者说经销商现在要求从消费者那里获得更好质量的Leads。但他们没有意识到，就是这个过程才能创建更好质量的Leads。因此，在与消费者建立数字信任时，你越透明，消费者越开始相信你，给你更多信息，与你分享更多事情，因为这是互惠互利的法则。我给了你一些东西，并告诉你，没有义务，没有什么大不了的。他们会感到有义务相信你。他们信任你。这是很重要的一部分，尽管这些Leads不好。嗯，Leads在你培养它们、给予它们信息之前是不好的。他们给你更多，将它们拉入购买漏斗更深的位置，但他们必须要有信任的飞跃的想法。
Yeah. What's your hope? Like, what's your hope for the use car business? I mean, what do you think this just, how does, how is our industry going to evolve here over the next couple of years given just all the craziness of the last couple of years to run up to run down now in valuations? How do you see things playing out here over the next couple of years?
是的，你的希望是什么？比如说，你对二手车行业有什么期望？我的意思是，考虑到过去几年的疯狂发展以及估值的长期上涨和下跌，你认为我们行业未来几年会如何发展？你对接下来的几年里情况如何发展有何看法？
Well, I worry for the dealers that aren't evolving and adapting because I feel like I'm watching a train coming down the tracks and wait, still way out there or a tidal wave. And I'm like on the beach going, hey, you need to think about this. And everybody's like, kind of like that movie, don't look up. But they don't realize this is that, you know, we, we, we have all the major groups, as clients of ours. So I get to see what they're doing and I get to see what others are doing. And I see that the more well capitalized the groups are, they're, they're hiring data scientists and they're looking at that and they're looking at AI solutions. They're going to power a lot of these things. As are we, and we already had a lot of that stuff that's, you know, in the background working, uh, creative that we're going to be talking about in any day with a few things about that. But if, if dealers aren't thinking about that and they're just living in the moment and not looking around the corner, that's what I was doing, the metaverse. I want to do that. And then what happens after that? And what's the next, the next thing that I should be looking out for so that somebody else doesn't grab my market share and somebody else doesn't gobble me up because I don't want that to happen. They have to be more strategic or they have to rely on us with the technology so that we can give them the data because we have it and give them, enable them. They also have to be able to enable and empower their employees. But that's a huge epidemic.
我担心那些不愿进化和适应的交易商，因为我感觉就像是在看火车朝着轨道驶来，然后等待，还很远，或者像是一场海啸。而我就像是站在海滩上，告诉他们，嘿，你们需要考虑这个问题。而每个人都像是电影《不要看上去》中的人一样，他们没有意识到这一点。你知道吗，我们拥有所有主要集团的客户。所以我可以看到他们在做什么，也可以看到其他人在做什么。我发现，那些资本实力雄厚的集团，他们正在雇佣数据科学家，正在关注人工智能解决方案。它们将会推动很多事情的发展，我们也是如此。我们已经拥有很多背景下运作的创新技术，我们将在任何一天都会谈论这些事情的。但是，如果交易商们没有考虑到这一点，他们只是活在当下，不去观察周围，那么我当初就可能遭遇到了元宇宙的问题。我想做好现在的事情，然后之后会发生什么？接下来我应该关注什么，以免其他人夺走我的市场份额，或者吞并我，因为我不想发生这种情况。他们必须更具战略性，或者依靠我们的技术，以便我们能够提供给他们数据，让他们能够使用。他们还必须能够激励和赋予员工能力。但这是一个巨大的流行病。
There's dealers that I see that many dealers, uh, you know, single point of contact, the salesperson takes it all the way through, that defies every religion thing that I grew up with, but I see them join a wild success with it. We had 53 people appraising cars and I see some groups that have more than that. We have one of the top four groups that's going to go into the process of allowing every salesperson to praise their own cars because you need that bandwidth in order to, in order to please the customer and we can onboard somebody in three days versus three years. Do you think that's the, I was going to say future, but frankly, do you think that's the present where, you know, a customer can expect to come into a dealership and that one single point of contact can just take them from beginning to end very, very smoothly regardless of the fact that, you know, there's a couple other dependencies in between or, you know, an F&I manager or whatnot. But do you think that's the really how automotive retail is evolving?
我见过许多经销商，他们采用了一个接触点的销售人员全程负责的模式，这与我从小所接受的宗教观念相悖，但他们却取得了巨大的成功。我们有53个人评估汽车，我看到一些团队拥有更多的人员。我们所属的四个顶级团队之一将开始使每个销售人员评估自己的车辆，因为这样做能提供足够的资源来满足客户需求，相比之下，我们可以在三天内培训新人，而不是三年。你认为这是未来吗？说实话，你认为这是当前的汽车零售方式发展的方向吗？客户可以期待在经销商处寻求帮助时，只需一个唯一的接触点能够非常顺利地负责整个过程，无论中间可能有其他依赖或是金融保险经理之类的人员存在。
Oh, I think it's already been there. I think that I was one of them. I was holding off because there's so much profit in that finance model, but now I see this other model can be just as profitable, if not more. And I see dealers doing it. I'm open minded. I'm, I'm objective. I think it's maybe it's been there in theory, but the reality is like you just mentioned about, you know, all these dealers holding on to this inventory bubble, right? All right. Yeah. Everyone says, Oh, I saw my cars at 60 days. Well, you don't.
嗯，我觉得这个已经存在了。我觉得我是其中之一。我一直犹豫不决，因为那种金融模式有很多利润，但现在我看到另一种模式可能同样有利可图，甚至更好。我看到经销商在这么做。我思维开放，客观看待。可能从理论上来说它已经存在了，但现实就像你刚才提到的，所有这些经销商都在守住这个库存泡沫。对，没错。每个人都说，哦，我把我的车卖出去了，只用了60天。但实际上并不是这样。
I think of this on the same token. Like everyone says, you know, Oh, you know, we have great salespeople this and that. But at the end of the day, you posted about the start of the day or today and, you know, people are still spending hours of the dealership. Why is that happening? Well, because different people need to contribute to different deals and things just take more time, right? He, this person is busy. That person is busy. So, you know, maybe some of the big groups or, you know, maybe even some of the smaller groups have implemented this kind of, you know, one person, you know, front or start to finish. But the reality is, I think it's a similar thing where there's still so much inefficiency when it comes to an opportunity when it comes to, you know, bringing that customer in a store and actually getting a deal done.
我对这个问题的看法也是如此。就像每个人都说的那样，你知道的，噢，你知道的，我们有很棒的销售人员这个那个。但是到了一天结束的时候，你发布了有关一天开始或今天的事情，你知道的，人们仍然在经销商那里花费了几个小时。为什么会这样呢？因为不同的人需要为不同的交易做出贡献，事情就是需要更多时间，对吧？这个人很忙，那个人也很忙。所以，你知道的，也许一些大的团体或者一些小的团体已经实施了这种一人独立做到底的方式。但现实情况是，我认为这与提高效率、吸引客户进店和完成交易仍然存在很多低效。
I think it's like gambling. Because, you know, every I talked to, when I come back from Vegas, I never talked to anybody who lost a lot of money. You know, but the public is so big. Except that one friend, except that one friend, I like loves bragging about losing money. Right. And everything else like you or everything else is going wrong. But the interesting thing is that's how many use car managers look at the that's a good analogy. Yeah, it's a good analogy for their appraisal.
我觉得这就像赌博一样。因为你知道，每次我从拉斯维加斯回来，我从来没和谁谈过谁输了很多钱的事。你知道，不过公众如此庞大。除了那个朋友，除了那个朋友，我喜欢炫耀自己亏钱的。对。其他一切，就像你或其他一切都出了问题。但有趣的是，这就是许多二手车经理看待估价的方式。这是个很好的比喻。是的，这是对他们估价的一个好比喻。
So like, well, hold on a second. There's that one time. So we're not doing that because on the last EV, we appraised two years ago. We don't take in Teslas anymore because remember that one, we lost a grand dog. So hit them all 10 grand light because you never know what's going to happen. And, you know, think about like Amazon or Shopify. If they did that, well, you know, what if 3% of these people return the items and they're not satisfied? Well, bake it into your process and understand that there's a there's a loss ratio like any business on earth. They have this is going to be some sort of loss ratio. But it's interesting to me. And I was there that car dealers don't factor that in. They don't they expect zero mistakes whatsoever. When there's that many inefficiencies at the beginning of the appraisal process that can clearly be eliminated and they choose not to. Well, I said my friend.
所以嗯，等一下。有那么一次。所以我们不做那个了，因为我们在上次评估电动车的时候已经有两年了。我们不再接收特斯拉了，因为还记得那次，我们丢了一只很贵重的狗。所以把他们打八万块轻一点，因为你永远不知道会发生什么。你知道的，想想亚马逊或Shopify。如果他们那样做了，你知道的，如果有3%的人退货并且不满意了怎么办？那么就把它融入你的流程中，并且明白像地球上的任何企业一样，肯定会有某种损失比率存在。但我觉得有趣的是，汽车经销商没有考虑到这一点。他们期望没有任何错误。在评估流程的开始阶段存在这么多低效率的地方明显可以消除，但他们选择不这样做。那么我告诉我的朋友。
Well said, if anyone wants to learn more about Accutrade or if anyone wants to get in touch with you, can you just give us? Tell us where they can go. Absolutely. You can obviously go to the Carves Commerce website. I've got a YouTube page with all things about vehicle acquisition. It's just YouTube backslash Brian Kramer or my LinkedIn page, which is which is the same. So plug them all. Not to help anybody with anything vehicle acquisition. We're just trying to move the industry forward and help dealers become more relevant, specifically service drive acquisition or anything virtual with vehicle acquisition.
说得好，如果有人想了解更多关于Accutrade的信息，或者想与您取得联系，您可以告诉我们吗？告诉我们他们可以去哪里找到您。当然可以。您可以去Carves Commerce的网站。我有一个YouTube页面，上面有关于汽车购买的所有内容。网址是YouTube.com/BrianKramer，还可以去我的LinkedIn页面，也是同样的地址。所以请多多关注。我们希望能帮助任何人在车辆购买方面取得成功。我们力求推动整个行业的发展，帮助经销商更具有相关性，尤其是在服务采购或任何与车辆购买有关的虚拟领域。
I love to see it. Yeah, you've been very active and social. So I think it's a, you know, it's good. It's definitely. You're watching your moves. I'm actually learning a lot studying how you're engaging. Yeah, it's it's definitely, you know, people are like, oh, it's a full-time job. Like it's more than a full-time job. Because you want to do it well. If you want to keep up with you for a few days on Twitter and I'm like, no, I'm not. Yeah, it's it's definitely all consuming, but I like it. I have I have fun with it. So Brian, thanks so much for coming on, man. This was awesome. Thank you. All right. Hope you enjoyed that episode. Please give the podcast a rating. Consider subscribing to the show and check the show notes for links to what we talked about. Thanks for tuning in. I'll see you guys next time.
我喜欢看到这一切。是的，你非常积极和社交。所以我想这是一个好的，你知道，很不错。你的一举一动我都在留意。实际上，通过观察你的参与方式，我学到了很多东西。是的，确实，人们说这就像是一份全职工作。实际上它比一份全职工作还要多。因为你想把它做好。如果要在Twitter上跟上你的节奏几天，我就像“不了”。是的，它确实需要全身心投入，但我喜欢它。我乐在其中。所以Brian，非常感谢你参加节目。这真是太棒了。谢谢你。好的，希望你喜欢这一集。请给这个播客评分，考虑订阅节目，并查看节目说明中我们讨论的链接。感谢收听，下次见。