Can This Used Car Dealer Succeed Where Others Failed? | Car Dealership Guy Podcast

Our first month we sold 65 cars. 30 days into it. I knew I didn't want to do anything else for the rest of my life. Why is that? Because I made more money in that month than I would make usually in a year. Can you really lose money on every car but still make money on every deal? For this dealer, it's not just a bad dream. It's in his business plan and it's very profitable.

我们刚开始的那个月卖了65辆车。在30天之内。我知道我不想在我的余生做其他工作。为什么呢？因为我那个月赚的钱比我通常一年赚的还多。你真的可以在每辆车上亏钱，但在每笔交易中还是赚钱吗？对于这位经销商来说，这不仅仅是一个噩梦。这已经写入他的商业计划，并且非常有利可图。

Today I'm speaking with Ali Hanna, dealer principal for Hanna Cars, a three store independent dealer group. We discussed selling his first car behind a service center at 30 years old. How he runs his $200 million a year, used car business in two states. Can his newest acquisitions succeed where others have failed before him? And much more. Don't forget to click subscribe so you never miss an episode.

今天我和Ali Hanna交谈，他是Hanna汽车的经销商负责人，这是一个拥有三家门店的独立经销商集团。我们讨论了他在30岁时在服务中心后面卖出了他的第一辆车，以及他如何在两个州经营每年达2亿美元的二手车生意。他最新的收购能否成功，而其他人以前失败过呢？还有更多内容。别忘了点击订阅，这样就不会错过任何一集。

What's up everyone? This is Car dealership guy. You're listening to the Car dealership guy podcast, which is my effort to give you access to the most transparent insights into the car market. But before we get into the show, this episode is brought to you by my very own Car dealership guy, industry job board. I hear it every day. CDG, why aren't you charging money for this? My answer? Because I can. CDGjobs.com, my industry job board connecting the best talent and automotive with the best companies, will remain absolutely free for CDG listeners to post and fill available roles at their companies.

大家好！我是汽车经销商先生。您正在收听的是汽车经销商先生的播客，这是我为您提供对汽车市场最透明的见解的努力。但在我们开始节目之前，本集是由我自己的汽车经销商先生行业招聘板提供的。我每天都听到这个问题，CDG，为什么你不收费呢？我的答案？因为我可以。CDGjobs.com，我的行业招聘板将继续完全免费，供CDG的听众在他们的公司发布和填补空缺职位。

This free job board is for anyone in automotive, vendors, dealers, lenders, manufacturers, auto tech, everyone. Already, over 100 companies have posted open positions, including lithium motors, recurrant, credit acceptance, and Vero's credit, cars, commerce, shift digital, plug, full path, Westlake trade pending, you get the point. The best part is that when these companies hire through CDGjobs.com, they are hiring the most informed candidates in the marketplace. So don't hesitate, you can add your open roles today by visiting CDGjobs.com or clicking the link in the show notes below. That's CDGjobs.com.

这个免费的求职板面向汽车行业的任何人，包括供应商、经销商、贷款机构、制造商、汽车技术人员等。目前已有超过100家公司发布了开放职位，包括锂电动车、循规宝、信用接受和维罗信贷、汽车、商务、数码转型、插件、全路径、西湖贸易等等，你懂的。最棒的地方在于，当这些公司通过CDGjobs.com招聘时，他们正在招聘市场上最了解情况的候选人。所以别犹豫，你可以通过访问CDGjobs.com或点击以下节目说明中的链接添加你的开放职位。就在CDGjobs.com。

Ellie Haddell on the CDG podcast. Ellie, welcome. Thank you, Yossi. Thank you for having me. I'm excited. I'm excited because you told me it's the first podcast you've ever done. That's number one. Number two, I'm excited because you're a used car guy and it's been a minute since we had a good old used car guy on the podcast telling how it is, how popular it is. I wanna get started with really your upbringing in this business, how you even got started with Hannah Imports. Give us some of the background. I'll give you all the background. Actually, I'm from Lebanon. I grew up in Beirut. Moved here when I was almost 18 to go to NC State University. And never had any intention to be in the car business whatsoever. Went to NC State for an engineering degree and out of college, I moved to New York City and got a job in engineering field. I was there for almost six years. I was there during September 11, actually. I was in New York City. And I never really fell in love with the engineering business and I always knew at some point I would find something else to do.

艾丽·哈德尔参与了CDG播客节目。艾丽，欢迎你。谢谢，约西。感谢你邀请我。我很兴奋。我很兴奋，因为你告诉我这是你第一次参加播客节目。这是第一点。第二点，因为你是一个二手车行业的人，我们很久没有在节目中邀请一位专门从事二手车行业的人来讲述这个行业有多受欢迎了。我想先从你在这个行业中的起步谈起，谈谈你是如何开始在汉娜进口车行业工作的。给我们一些背景资料。我会告诉你所有的背景。实际上，我来自黎巴嫩，在贝鲁特长大。快满18岁时搬到这里去北卡罗莱纳州立大学上学。我从来没有想过要在汽车行业工作。我是去NC State读工程专业的，大学毕业后，我搬到了纽约市，在工程领域找到了一份工作。我在那里呆了将近六年。实际上，我在911事件发生时就在纽约市。我从来没有真正热爱过工程行业，我一直知道总有一天我会找到其他事情去做。

So I moved back to North Carolina and looked for a different field and I stumbled into the car business. I didn't work in the car business until I was 30 years old and I'm 47 now. So tell me more about that, right? Like, would you say stumbled? You moved back to North Carolina. What does that mean to you? Did you just start selling cars, flipping cars? Or what really happened? I started going with a friend of mine to the option when I had extra time on my hand. I would buy a car, then I would buy two cars. I would put them at somebody else's lot. And at some point I had 10 or 15 cars and I quit my job. And I started selling behind a service shop. I would actually do paperwork on the back of a car. The dad for a while, almost a year, like work from streets. And I opened my store in 2009. I always remember that the day I opened I had 40 cars in inventory. And our first months we sold 65 cars. And 30 days into it, I knew I didn't want to do anything else for the rest of my life. Why is that? Because I made more money in that month than I would make usually in a year. My man, I've given it real. So now, tell us more about that, right? You came from, and just understand, when you say, what was your job? You say, when I quit my job, what was that job? I was a bridge engineer.

所以我搬回了北卡罗来纳州，开始寻找不同的领域，然后偶然进入了汽车行业。直到我30岁才开始在汽车行业工作，现在我已经47岁了。那么告诉我更多关于这件事，对吧？就像，你会说是偶然发现的吗？你搬回北卡罗来纳州是什么意思呢？你是刚开始卖车、翻车吗？或者真正发生了什么？ 我开始和一个朋友一起去拍卖行，当我有多余时间时。我会买一辆车，然后就买了两辆车。我会把它们放在别人的车场里。然后有一天，我有了10到15辆车，就辞掉了工作。我开始在一个服务店后面卖车。实际上我在车背后做文件工作。做了一段时间，大约快一年，在街头工作。我在2009年开了自己的店。我永远记得开业的那天，我库存里有40辆车。开业的第一个月我们卖掉了65辆车。到了30天后，我知道我想要继续做这件事情直到生命结束。为什么？因为那一个月我赚的钱比我通常一年能赚的还要多。伙计，我这是实话实说。 那么，现在再告诉我们更多关于这件事，对吧？你来自哪里，而当你说，你的工作是什么时，你会说，当我辞去我的工作时，那份工作是什么呢？我是一名桥梁工程师。

So I feel like, you know, I hearing that, it's like you sound to me like someone that had options. And I think that's, you know, that's a testament to the opportunity in this industry, because typically, in many cases, people that, you know, get into the business don't have options. And the car business, you know, low barriers to entry, I mean, there's a lot of opportunity that way if you're willing to grind, but you had options. And so what was it for you that really kind of sucked you in? Was it really the opportunity for, you know, kind of the American dream financial success? What was that for you? One day, it kind of made me want to decide to do this. I was driving from the option. And that's before I had my own car loved. And I had maybe seven or eight cars parked behind a service shop. And I used to buy single ads on auto trader and cars.com. And anytime, you know, these ads expired, I kept them active. I kept them active, even though I had sold the car. And so my phone would drink all day. It would not stop ringing because I will have seven cars in inventory, but 70 cars advertised. So one day I was driving from the auction and my phone kept drinking nonstop on seven cars. I told everybody to meet me there at two o'clock in the afternoon. I get there at two o'clock in the afternoon. I have 10 people wait for me. I sold all seven cars. And then I knew I can make a living doing this. I love to hear it. That's incredible. Tell me about when you launch, you say you launch with 40 cars. How did you do that? And because the first thing that comes to my mind is, you know, did you own all those cars outright? Did you floor plan? It's hard enough to launch your first car lot. How did you launch with 40 cars? And I'm talking about 40 cars. At the time, my average car was under $10,000. And they were all cheap cars. And before I opened my car lot, you know, I started with seven, eight cars and I went to 15 and I went to 20. And I, you know, I knew I needed at least 30, 40 cars to open a place. So I didn't want to open a place before I had that. And I invested all my profit and all my savings. I mean, from the previous seven, eight years. So I put it all on the line. I even borrowed on credit cards. I, you know, that was all of it. That 40 cars was everything I owned.

所以我觉得，你知道，当我听到这个时，你给我的感觉就像是一个有选择的人。我认为这表明了这个行业的机会，因为通常情况下，那些进入这个行业的人并没有太多选择。汽车行业，你知道，准入门槛低，这意味着有很多机会，只要你愿意努力，但是你有选择。那么对你来说，是什么吸引了你呢？是机会还是实现美国梦的财务成功？是什么让你做出这个决定的呢？有一天，我正从拍卖会回来，那时我还没有自己的爱车。我在一个服务店后面停着七八辆车，我通常在《汽车交易商》和cars.com上刊登单独的广告。每当这些广告到期时，我都会保持它们有效，即使我已经卖掉了车子。所以我的电话整天都在响个不停，因为我库存中有七辆车，但我却在广告上展示了70辆车。一天，我正在从拍卖会回来的路上，我的手机一直在响，关于这七辆车的事。我告诉每个人下午两点在那里见我。下午两点我到达那里，有十个人在等我。我卖掉了所有七辆车。那时我知道我可以用这种方式谋生。听到这些我很高兴。太不可思议了。告诉我当你开始经营的时候，你说你开始时有40辆车。你是怎么做到的？因为我想到的第一件事就是，你是不是完全拥有那些车辆？你有接受赊销吗？开第一家汽车店已经够难了，你是怎么开到40辆车的？我说的是40辆车。那时，我平均每辆车不到1万美元，都是便宜的车。在我开车店之前，我从七八辆车开始，到15辆，再到20辆。我知道我需要至少30、40辆车才能开店。所以在我拥有足够车辆之前我不想开店。我投入了我所有的利润和存款，我是从过去七八年中积攒下来的。所以我押上了一切，甚至用信用卡借钱。那40辆车是我所有的一切。

What was it like with just, you know, thinking through, sure, you had got a family in the picture, right? You reinvesting everything in the business. I was single at the time. There's no family. And I remember telling my mom and dad that I want to quit my engineering gun and be a car dealer. And they were like, please don't do that. Please, my dad thought it would be embarrassing, actually, to tell the strength that the sun is a car dealer. Oh my God. And what do they think now? Oh, they're very fast. So give us, I want to take a step back. Give us a lay of the land for a second of your business today, right? Three locations is what I read online. I'm sure you can tell us more about that. But just tell us like high level, like how many units are you selling per year? Give us like a lay of the land. So our main store is in Raleigh. We currently have about 600 cars on the ground on that store. And we're pacing almost 300 cars sold in February. There's actually to be our best February ever. We've never sold 300 cars in February.

那时候你只是单身，只是想着，确实，你有家人在画面中，对吧？你把一切都重新投入到生意中。我那时候是单身。没有家庭。我记得告诉我的爸爸妈妈，我想辞掉我的工程师工作，做一名汽车经销商。他们当时说，请不要那样做。请，我爸爸觉得这样做实际上是会很尴尬的，告诉别人说我儿子是汽车经销商。哦，天哪。现在他们是怎么想的？哦，他们非常支持。那就让我们回过头看看你现在的生意情况吧。网上我看到你有三家店铺。我相信你可以告诉我们更多。但是简要地告诉我们，你们目前的业务状况，对吧？每年你们卖出多少辆车？简单说一下。我们的主店在罗利。我们目前在那家店里有大约600辆汽车。我们2月份销售了将近300辆汽车。这个2月份是我们有史以来最好的2月份。我们从来没有在2月份销售过300辆汽车。

What's driving that? Because especially at a time when lots of dealers are crying in the use market and you're saying you're at best February, like tell me about that. We doubled down on inventory as a short answer. We went from 400 cars to 600 cars in the last couple of months. And we doubled down on staff. And we went all in. You know, every since I started in this business, I've only had one setback. And that happened in 2022. After 21, you know, we all had our best year ever. Every car dealer had his best year ever. And things started to go backward in 2022. And the setback was mostly caused by me taking my foot off the pedal. I started being less aggressive. I was concerned that the wholesale market is going to keep on shifting downward at a fast pace. I shrunk my inventory and I would say that's the biggest mistake I've ever made on this field. The only way to be successful in this business, in my opinion, is to operate without fear. You got to be aggressive at all times. The minute you take your foot off, things start sliding down. I'll never make that mistake again.

是什么在推动这一切？特别是在很多经销商在二手车市场哭泣的时候，你却说你最好的时候在二月，说说这个。简单来说，我们加大了库存。在过去几个月里，我们的车辆从400辆增加到600辆。我们加大了员工队伍，并全力以赴。你知道，自从我开始经营这个行业以来，我只经历过一次挫折。那就是发生在2022年。在2021年之后，我们都度过了有史以来最好的一年。每个汽车经销商都度过了有史以来最好的一年。然而，2022年事情开始倒退。这个挫折大部分是因为我放慢了步伐。我开始变得不那么积极。我担心批发市场会以快速的速度继续向下移动。我缩减了库存，我要说这是我在这个领域所犯的最大错误。在我看来，在这个行业取得成功的唯一途径是无所畏惧地经营。你必须时刻保持积极进取。一旦放慢脚步，事情就开始滑落。我绝不会再犯同样的错误。

I can tell you just opened up another store, a former off-least only location, which we'll get into that shortly. I'm really curious about that for anyone that doesn't know. And I'm sure most people do off-least, you know, huge use car operation in Florida. That went out of business recently and you're capitalizing on that real estate, which I think is genius. So talking more about a little bit of the numbers, how have you recently scaled from four to six hundred units? Were you acquiring these additional units? In this particular case, we had a third store in North Carolina that we was a big store too. We had about 300 cars on the ground and we sold it. We got an offer that was really good offer and I thought it was a good idea to take. So we moved our inventory from that third store to the two other stores and we retained all 60 of our staff. So it was kind of how it happened. But tell me about your actual inventory acquisition sources. Like are you relying on auctions? Are you buying off the street? How are you getting this inventory? We buy anywhere. We buy from every option in this country. We buy a manheim ACV, Adeso. We buy from all the rental companies. We also buy from the public. So we think you should pursue all options. Especially in this store in Florida where we had to buy 500 cars in four weeks. So you do whatever you have to do. A lot of people tell me that buying from the public, they want to do more of it. But logistically, it's just more work. And when you're very under-resourced, low staff, it's tough to do for the small guys. I'm not referring to the big companies. How have you been able to scale up your buy from public operations? It is tough and it's gotten tougher over the last year or so because a lot of people are upside down. That makes it more difficult. And plus, there's a lot of competition. We're talking car max, carvana of the world. It's not an easy thing to do. You have to be fully committed and you have to hire dedicated staff. It's not a side job. So you have dedicated staff just from buying cars off the street or just total acquisition. So we have two people in our Florida store that do nothing but chase outside leads for buying from the public. Yeah. Tell me more about your business model. Give us the full layer to land. Are you completely vertically integrated? Meaning, do you have reconditioning in house, transportation in house? Do you outsource that stuff? How do you do all that? We do all of our own reconditioning. We don't sublet anything on recon. But no, we don't do our own transportation. We're mostly vertically integrated, I would say. Yeah, we have our own service departments. We have our own detailed department. We have exceptional Florida actually. Because we're new. And then when it comes to reconditioning, how do you operate that? Are you doing it centralized warehouses like carvana style or do you do every single store on a smaller scale? And I'm also curious to know what are you spending per reconditioning per vehicle? We spend about $800 a car in Florida and I don't. The metrics for us is time to line. We like that to be 7 to 8 days. And we like it to be about $800. We don't buy a lot of rough cars. Usually, if a car doesn't make the cut, we all sale it. Because that was slowed down the reconditioning process and will affect aging and try to avoid that.

我可以告诉你，你刚刚开了另一家店，这是以前只有租赁的地点，我们很快会详细讨论这个问题。我对此非常好奇，对于那些不了解的人来说，我确信大多数人知道，在佛罗里达有一个规模巨大的二手汽车行业。最近它破产了，你正在利用这些房地产，我认为这是个天才的举措。谈谈一些数字，你最近是如何从400辆扩展到600辆的？你是如何获取这些额外车辆的？在这种情况下，我们在北卡罗来纳州有第三家店，那也是一家大店。我们有大约300辆车在现场，我们将它卖掉了。我们接到了一个非常好的报价，我认为这是一个好主意。所以我们把存货从第三家店搬到了其他两家店，保留了我们的60名员工。就是这样发生的。但是告诉我你实际的库存来源。你是依赖拍卖吗？你是在街上购买？你是怎么获取这些库存的？我们哪里都买。我们在这个国家的每一个拍卖会上都会买。我们从曼海姆、ACV、Adeso等地方购买。我们也从所有的租车公司购买。我们也直接从公众手中购买。因此，我们认为你应该追求一切可能的选择。特别是在佛罗里达这家店，我们必须在四周内购买500辆车。因此你必须尽一切可能。很多人告诉我，他们想要更多地从公众手中购买。但从逻辑上讲，这需要更多的工作。当你人手不足，人员紧缺时，对于小公司来说很难完成。我不是在说大公司。你是如何能够扩大你从公众手中购买的规模的？这很困难，过去一年左右情况变得更加困难，因为很多人负债累累。这使情况更加困难。另外，竞争也是激烈的。我们在谈论卡玛克斯、卡瓦纳之类的公司。这并不容易。你必须全力以赴，你必须雇用专门的员工。这不是兼职工作。因此，你必须有专门的员工负责从公众手中购买车辆或总体收购。因此，在我们佛罗里达店有两个人，专门负责寻找公众购买的线索。告诉我更多关于你的商业模式。给我们一个全面的策略。你是否完全垂直整合？也就是说，你有自己的整车事务，运输事务？或者你外包这些工作？你是如何处理的？我们的所有整车工作都是自己做的。我们没有在整车方面外包任何东西。但是不，我们不负责运输。我想说我们大部分是垂直整合的。是的，我们有自己的服务部门。我们有自己的详细部门。我们实际上在佛罗里达有一个异常。因为我们是新的。然后在整车方面，你是如何操作的？你是像卡瓦纳那样在中央仓库进行，还是像每家店都进行小规模的操作？我也很好奇你每辆车整车费用是多少？我们在佛罗里达每辆车花费约800美元。对我们来说，指标是上线时间。我们希望是7到8天。我们希望费用在800美元左右。我们不会购买很多破车。通常，如果一辆车不符合标准，我们会卖掉它。因为那会延缓整车过程，并会增加车辆老化，我们努力避免这种情况。

And the reason why we're here actually is that we think it's a facility that was tailor-made for our needs. 16 acres, we can put maybe 1500 cars on the ground if we need to. We got a 24,000 square foot service building that is separate from our retail building on the same property. So it was beautifully laid out for volume. We think we can get to 500 or 600 cars a month here in the future. That's incredible. So who are you selling to? Who's your target market? Our average selling price is usually about $30,000.

实际上我们来这里的原因是因为我们认为这个设施是为我们的需求量身定制的。这个16英亩的场地，如果需要的话，我们可以在地面上摆放大约1500辆汽车。我们有一个独立于零售建筑物的24,000平方英尺的服务建筑物，位于同一块地产上。所以它被精心布局，以适应大量交易。我们认为未来可以在这里每月销售500到600辆汽车。这是令人难以置信的。那么你们卖给谁？谁是你们的目标市场？我们的平均销售价格通常是3万美元左右。

So a lot of people fall under that category. I think the average selling price nationwide is what? 27,000 these days? So we usually between 27 and 30. What's your percentage of subprime business? Do you think? Probably 20%. Wow, that's a lot lower than I expected. We're not really geared. We never really target subprime, but we take what we can get.

所以有很多人属于那个范畴。我想全国的平均销售价格是多少？现在是27,000？所以我们通常在27到30之间。你们次级信贷生意的比例是多少？你认为呢？可能是20%。哇，比我预期的要低得多。我们实际上并不专注次级信贷，但是我们接受任何能得到的生意。

So what do you say you don't target subprime? And if you're going upstream, I'm going to have to assume you're operating on a pretty low gross margin per vehicle. What's your gross profit per vehicle right now? It's negative on the front end. Really? Oh, yeah. That's part of the plan actually. Wow. So you're operating a very aggressive model. We think it's a volume gain. And when you can set a lot of cars, you don't have to make any money on the front. So you're relying strictly on the back end? Well, there is a back end. There is a dog feed. And in Florida, what's the dog feed in Florida? Ours is $9.98. Got it. So you're relying on it.

所以你是不是说你不针对次级市场？如果你在上游操作，我就得假设你每辆车的毛利相当低了。你们目前每辆车的毛利是多少？前端是负的。真的吗？哦，是的。实际上这也是计划的一部分。哇。所以你在采用一种非常激进的模式。我们认为这是为了增加销量。能卖出很多车，那么前端不赚钱也没关系。所以你完全依赖后端收益？嗯，有后端收益。有狗粮费用。在佛罗里达，狗粮费用是多少？我们是9.98美元。明白了。所以你们是依赖这个的。

And then what's your average back end per vehicle or like, you know, products, warranties, gap insurance? What are you selling that? What's your profit on that? In North Carolina, it's about 2500. Here, we're not there yet because we just opened three and a half weeks. Interesting. So, you know, this kind of reminds me of, by the way, very different model from what I'm accustomed to and used to, you know, as I we were growing our independence store.

然后你的每辆车后期平均成本是多少呢？比如商品、保修、购车保险之类的。你们在卖什么？这些项目上的利润又是多少呢？在北卡罗来纳，大约是2500美元。而我们这里，因为我们开业才三个半星期，所以还没达到那个水平。有意思。这让我想起了，顺便说一句，与我习惯和熟悉的模式非常不同，当我们经营我们独立的商店时。

We were very much more a gross store, as you'd call it, where, you know, on the actual vehicle, we were making a couple grand, you know, really dependent on the customer. But obviously lower volume than this. I mean, we weren't doing, you know, 300 cars a month. So, you know, doesn't it doesn't shock me. I mean, you're taking an aggressive model kind of reminds me of Echo Park, how they've, you know, really scaled by offering very, very low front end on the actual vehicle and relying, you know, all on the back end. Have you operated this model in your North Carolina store for, you know, this entire time, all these years, or is this a new model for you?

我们更像是一个大型商店，就像你们说的那样，在实际的车辆销售中，我们每辆车能赚上几千美元，这主要取决于客户。但是明显的销量比这低。我是说，我们并没有每月销售300辆车。所以，我并不感到惊讶。我是说，你们采取的这种激进模式让我想起了Echo Park，他们通过在实际车辆上提供非常低廉的利润来实现规模扩张，完全依赖于后端收益。你们在北卡罗来纳店铺中一直使用这种模式吗？还是这对你们来说是一种新模式？

Well, it's the same model, but our front end has been going down year after year. So, we used to make $1,000 than it was 800, then which 500 and 0 and now we're in the negative. But that's always been the target is to maximize volume and not focus on front end profit. On a consolidated basis, you are profitable, right? Oh, we're very profitable.

恩，它是同款型号，但我们的前端业绩一年比一年下降。所以，我们过去赚了1000美元，然后是800，500，0，现在是负数。但我们一直以来的目标就是最大化销量，而不是关注前端利润。总体来说，你们是盈利的，对吧？哦，我们非常盈利。

And then tell me about just about, you know, financing the company. Have you always, have you financed everything yourself? Like do you have any investors? How did you, how did you even get to this point? So my first door, it was, you know, in Acre land, I was renting it for $4,000 a month. And I was there for five years before I moved into that current rally store. And, you know, I got lucky, actually, you know, the right property became available at the right time. And I went and bought it and got 100% financing from the bank. I don't have any investors. I don't have any partners.

然后告诉我，你对公司的融资方面有什么看法。你一直自己负担所有开支吗？你有投资者吗？你是怎样做到这一步的？所以我的第一家店，你知道，在艾克尔兰，我每个月租金4000美元。我在那里呆了五年，然后搬到了现在的店面。你知道，我很幸运，正好有合适的物业出售，我去买了它，并且从银行获得了100%的融资。我没有投资者，也没有合作伙伴。

And so today, when you think about just your outlook for this year, what is your, how are you preparing for, you know, the market, what's your outlook for, you know, just like economic headwinds, where's the customer going to be? Like how, what, if I was a fly on the wall today in your, you know, in your executive team meeting, right? What are you and your top leadership talking about? I feel like the economy in general has been more resilient than we all expected. And the demand is still here for cars. I mean, I don't think it's going anywhere. I'm, I feel positive about this year. I feel like we can have a great year. There is demand despite the high interest rate, despite the inventory challenges.

所以今天当你想到今年的前景时，你是如何为市场做准备的呢？你对经济面临的困难有什么看法？客户会走向何方？如果我今天是你们高层会议的一员，你和你的高层领导们会在讨论什么？我感觉总体经济表现比我们预期的更加有韧性。对汽车的需求仍然存在，我认为这种需求不会消失。我对今年感到乐观，我觉得我们可以有一个很棒的一年。尽管利率高，尽管存在库存挑战，但仍然存在需求。

I think if you execute, you can, you can be very profitable this year. You're an optimist. I love it. You know, the, you know how the saying goes, right? Pass, pessimists sound smart. Optimists get rich. Tell me, tell me more about lending. How did you get lenders, right? Getting lenders is a young upstart, you know, unproven per se in this business. And, and if for anyone that doesn't know what I mean by getting lenders, I mean, you are a new dealer. You want to work with the best lenders in the country, right? People that will approve your client. I mean, you know, the allies, the capital ones, I mean, and many, many more names to add to the roster. It is not easy.

我觉得如果你付诸行动，你今年可以非常有利可图。你是个乐观主义者，我喜欢。你知道吧，俗话说得对吧？消极者听起来聪明，乐观者发财。告诉我，谈谈更多关于贷款的事情。你是如何找到贷款方的呢？找到贷款方对于一个年轻的新秀来说是很困难的，尚未在这个行业证明自己。当然，如果有人不明白我所说的找贷款方是什么意思，我是指你是一个新的经销商，你想和这个国家最好的贷款方合作对吧？愿意批准你的客户。我是说，像盟友，Capital One，还有其他很多，可以添加到名单上的名字。这并不容易。

So how did you get your initial lenders? I worked very hard. That actually, my first four years in the business, I had zero lenders. And I wasn't doing any financing. It was one random day and I allied up, walked into my office in the smaller store and he offered me ally. I took it and it was my only lenders for the next couple of years. I was back in cap one every day. I called them every day. I sent emails every day and they finally said, yes. And once you have these two, I think the doors open.

那你是怎么找到最初的贷款人的？我非常努力工作。实际上，在我从事这个行业的头四年，我没有任何贷款人。我当时也没有进行任何融资。有一天，一个随机的日子，我走进我的小店办公室，他给我提供了贷款。我接受了，这成为我接下来几年唯一的贷款人。我每天都在不断联系第一资本银行。我每天给他们打电话，每天发邮件，最终他们终于答应了。一旦你有了这两家贷款人，我觉得大门就打开了。

I couldn't agree more. Very similar story, very similar story and you know, kind of humble beginnings, right? Chasing the lenders, right? Because I mean, everyone knows this, right? The lenders are your opportunity. No lenders, no business at scale. My business model doesn't even work without any lenders, especially with losing money in the front end. I can imagine.

我完全同意。非常相似的故事，非常相似的故事，你知道，就那种谦虚的开始，对吧？追求贷款方，对吧？因为我是说，每个人都知道，对吧？贷款方就是你的机会。没有贷款方，就没有规模化的业务。我的商业模式甚至没有任何贷款方的话都行不通，尤其是在前期亏损的情况下。我可以想象。

Now, now fast forward to today, right? What is, what is it like for you, with lending? With the way the banks have tightened over the past year, where interest rates are today, right? How is lending going for you? I mean, are you seeing that as a big issue with customers? You mentioned people under water. What are you seeing there? It's more challenging for sure. So there is people who are more upside down than there's nothing you can do for them. There are 10,000 other upside down and they don't have the income. You can't sell them a car. So you do some opportunities there for sure. But you know, overall, I think it doesn't affect the big picture.

现在，快进到今天，对吧？对于您来说，借贷是什么样的呢？由于过去一年银行收紧政策，如今的利率是怎样的呢？您的借贷情况怎么样？我是说，您是否看到客户在这方面遇到很大问题？您提到了有人负债。您在这方面有什么看法？肯定更具挑战性。有些人的负债比房产价值高，帮不了他们。还有一些负债高而没有稳定收入的人，你无法卖车给他们。所以确实有一些机会。但总的来说，我认为这并不会影响大局。

Who are your like, who would you say are your most strongest lenders right now? Like, who are you putting out the most paper on the street with? Ally and California still. Well, that's one of the other. Usually one of them is my top lender. Yeah. And I can't say it's too surprising. I mean, obviously, you know, very powerful lenders in this industry.

你喜欢谁，你现在会说是你最强大的贷款者？比如，你目前在街上最频繁地与谁合作？联盟和加州还在。嗯，还有另一个。通常其中一个是我的首选贷款者。是的。我不能说太惊讶。毕竟，显然，你知道，这个行业里非常强大的贷款者。

Tell me more about on your inventory acquisition side. What do you do with inventory wholesale? Where do you wholesale that? Mostly ACV, actually. Some men have expressed too. But I say, you know, mostly ACV. I don't want to send cars to the lane, transport them and bring them back. ACV and men have expressed make it easy. They come, they do their condition report. You can sell it, not sell it. They charge reasonable things as a tool for the lane. It works for the most part.

请告诉我更多关于你们库存收购方面的情况。你们如何处理库存批发？在哪里进行批发？其实主要是ACV。有一些人也表达了意愿。但我说，你知道的，主要是ACV。我不想把车送到车行，再运回来。 ACV和一些人让一切变得简单。他们来了，做好检查报告。你可以卖掉它，也可以不卖。他们收取一些费用作为车行的工具。这在大部分情况下很有效。

And how do you choose at your store? How do you decide what you're retailing or wholesaling or just in general, how do you manage your inventory? Like, are you like a store where at 60 days you send it, shoot it to the auction? Or what's your method? I don't have a hard cut off day. I've never had one. The way I look at it is I don't want a certain percentage of my inventory, say 15% of my inventory shouldn't be more than 60 days old. But it doesn't mean I can't have one here. That is 100 days old. So what do you look at? I mean, are you looking at your equity in the vehicle relative to book value, your cost route? Like, what are you looking at? I want to retail it. My goal is to retail it because I can overcome front end losses, most cases, if I retail a car, by selling a warranty, by getting finance, by adding a dog feed. I'm more likely to recover by retailing the car. So unless I can't retail it, I'm not going to wholesale it. I mean, if a car doesn't have any leads, nobody's looking at the car, then I know I can't retail it.

在你的店铺里，你是如何选择的？你如何决定是零售还是批发，或者总的来说，你是如何管理你的库存的？就像，你是一个在60天后就把车送去拍卖的店铺吗？还是其他什么办法？我没有硬性的截止日期。我从来没有这样做过。我的看法是，我不希望我的存货中有一定的百分比，比如存货中15%的车不应该超过60天。但这并不意味着我不能有一个100天的车。你看重什么？我是说，你是在看车的资产相对于估值，你的成本线路？你看的是什么？我想要零售出去。我的目标是零售出去，因为我可以通过销售保修、获得融资、增加利润来弥补前端损失，大多数情况下，如果我零售一辆车的话，我更有可能通过零售这辆车来收回成本。所以，除非我不能零售这辆车，我就不会批发它。我是说，如果一辆车没有任何潜在买家，没有人看这辆车，那我就知道我不能零售它。

Okay, so let's talk about that. Speaking of leads, because you're a low margin store, you work on volume, how are you marketing? Like everyone else, really, car gurus, auto trader, cars.com, true cars, all the third party advertisers, we use them all. We also do Google, VLAs, SEM, pay churches, we do it all.

好的，我们来谈一下这个问题。说到潜在客户，因为你们是一个利润较低的商店，你们注重销量，你们是如何做市场营销的？就像其他人一样，我们使用一切渠道，比如汽车专家、汽车交易商、cars.com、true cars等第三方广告商。我们还利用谷歌、VLAs、SEM、支付点击以及其他所有方式进行推广。

Tell me more about your expansion to Florida, right? Was this like opportunistic for you, right? When you saw the off-least property, or did you, did you have a plan? Hey, I want to move into Florida. I've always had an eye towards Florida. And when we sold the store in North Carolina, I became more serious about it. And when off-least went out of business and had a feeling that these properties would surface. So I went after that, I actually went and looked at all of them. And I picked this one because I felt it was the nicest property of them all, facility-wise. I've always heard about people putting up big numbers in Florida, from off-least to H-drag and others, independent. I think in the vacant door, maybe I can. I mean, I don't blame it. Obviously, Florida's a super booming market. Population has been growing like crazy. Competition has been growing as well. It's not an easy market. What's the hardest part? For me, like now, trying to figure it out because I'm new at it.

请告诉我更多关于你们在佛罗里达的扩张计划，对吗？这对你们来说是机遇吗？当你看到这些未出租的物业时，你是被动地选择了它们，还是你有一个计划？嘿，我想搬到佛罗里达。我一直对佛罗里达很感兴趣。当我们在北卡罗来纳州卖掉店铺时，我变得更加认真对待这件事。当未出租的公司倒闭时，我有一种感觉这些物业会出现。所以我就去追求了，实际上我去看了所有这些物业。我选择了这个，因为我觉得设施条件最好。我一直听说在佛罗里达有人取得了很大的成就，从未出租到H-drag和其他独立店铺。我认为在这个市场上，也许我也可以做到。我并不怪你。显然，佛罗里达是一个非常繁荣的市场。人口增长速度疯狂。竞争也在增长。这不是一个容易的市场。对我来说，最难的部分是什么？现在，尝试弄清楚这一切，因为我在这方面还是新手。

What's the best way to do you have the team with you? Are you hiring people like where you are right now? Oh, I'm fully operational. We've hired almost 70 people in the last 30 days. Wow. What rules? Everything. You know, technicians, service managers, sales coordinators, finance, accounting, buyers, detail, the whole night. So when you say accounting, are you operating, are you decentralized? Meaning do you have anything that's strictly at North Carolina? Or are you operating in a way where each store has its own controller and stuff like that? How are you operating? We are centralized in Raleigh, North Carolina for now, but you still have to have people in the ground at every store. And how many people are your entire company total? Close to 200. What do you, what's your outlook for revenue? Like how many, you know, what do you think your revenue is going to be this year? How many units are you planning on selling? Projecting about 600 cars a month combined.

你最好的团队协作方式是什么？你现在在招聘员工吗？哦，我已经全面运作了。在过去的30天里，我们已经雇了将近70人。哇。什么职位？各种职位。技术人员、服务经理、销售协调员、财务、会计、采购员、细节处理等等。所以当你说会计，你是中心化运作，还是分散化的？也就是说，你在北卡罗来纳严格要求有任何部门吗？或者你是以每个店铺有自己的财务控制人员之类的方式运作？你们是如何运作的？我们目前在北卡罗来纳的罗利进行集中化管理，但是每家店铺仍然需要有地面人员。那么你们公司总共有多少人？接近200人。你们对收入有什么预期？比如今年你们计划售出多少辆车？我们预计每月总共售出约600辆车。

So at 600 a month, you said roughly $30,000 average ticket. I mean, you're going to be, you're likely going to be doing over $200 million a year in sales. Now, yeah, we'll exceed 200. You know, if someone's listening to this, you know, small dealer, maybe doing a couple million in sales a year and has visions and aspirations of growing, to being a size like, to being in a similar scale as you. I mean, what do you have to tell them, right? Like, what was, what has been the most important lessons for you going from, you know, selling cars in the back of a service shop to doing over $200 million a year in sales? There isn't any secret sauce to be honest with you, but the most important aspect of our operation is managing the inventory. Because when you have 40 or 50 million other words of cars, you want to minimize your risk. And that's the most difficult part. And it's been quite difficult over the last few years, a couple of years, at least. But other than that, you know, everybody knows, you know, you got to maximize your PVR, you got to have volume, you got to recondition your car the right way. You can't overspend on advertising, you can't overspend on reconditioning, time to line. These are all important. I mean, it doesn't work unless it's all clicking together.

所以，每月600美元，你说大约30,000美元的平均销售额。我的意思是，你很可能每年销售超过2亿美元。是的，我们将超过200亿。你知道，如果有人听到这个，一个小经销商，可能每年销售几百万美元，并有增长的愿景和抱负，希望成为像你这样的规模。我是说，你有什么话要告诉他们呢？对于你从在服务店后面卖车到每年销售2亿美元以上的经验，最重要的教训是什么？老实说，没有什么秘诀，但我们运营中最重要的方面是管理库存。因为当你有4亿或5亿美元的汽车库存时，你想要降低风险。这是最困难的部分。过去几年，至少过去几年都非常困难。但除此之外，每个人都知道，你必须最大化你的PVR，你必须有销量，你必须以正确的方式重新整修汽车。你不能在广告上花太多钱，你不能在重新整修、上市时间上花费过多时间。这些都很重要。我是说，除非所有事情都互相配合，否则就不会奏效。

Yeah, it's the most complicated, simple business in the world, right? Like you said, it's all just about the fundamentals. I mean, you really, if you don't have the right reconditioning team, if you don't have the right, you know, FNI department, it doesn't work. It just doesn't. Everything has to work. Have you ever considered going franchise? I have, actually. You're smiling. Do you have a contract right now? Are you under agreement? There's something in the work. I'm not at liberty to discuss right now. Yeah. Okay. Well, that's, I think, you know, doesn't, doesn't surprise me. I feel like you're at that scale where we typically see, you know, lots of independence kind of, you know, starting to sniff around in the franchise world. I never wanted to be a franchise dealer until I saw what happened in 2021 and I was jealous.

是的，这可能是世界上最复杂但又最简单的生意，是吧？就像你说的，一切都只是关乎基本原则。我的意思是，如果你没有正确的再制造团队，如果你没有正确的金融与保险部门，一切都不会奏效。一切都必须顺利进行。你有考虑过加盟吗？我曾经考虑过。你在微笑。你现在有合同吗？你签约了吗？有一些事情正在进行中。我现在无权透露。好的。嗯，我觉得，你现在这个规模，可能是我们通常看到的那种，你知道，独立经销商开始在加盟世界中嗅探的时候。我从来没想过要成为一个加盟经销商，直到我看到了2021年发生的事情，我感到嫉妒。

What are your biggest challenges right now specifically, right? Like, if there's someone listening to this that can reach out to you, whether it be a potential, you know, sales manager, a lender, who knows what, right? What are some challenges like real tactical jobs facing? Find and find in the right person at the right job is the most challenging part by thought. It's people. It's always people. If you don't surround yourself by the right people, I mean, you'll never be successful. I'm not going to personally sell 607 cars a month. I can't do it. I have to have quality people around me from every department. Otherwise, I think that's by far the most challenging part about it. And I'm going through it in Florida right now and it's not easy. It's not easy.

你目前面临的最大挑战是什么呢？比如，如果有人在听这个节目，可以联系到你，无论是潜在的销售经理，还是贷款机构，或者其他，对吧？你们所面临的一些真正的实际岗位上的挑战是什么？找到合适的人做合适的工作是我认为最具挑战性的部分。这是关于人的问题，总是关于人。如果你没能在周围和合适的人相处，那么我认为你永远不会成功。我自己一个月售卖不了607辆汽车。我做不到。我必须要有每个部门里的优秀员工。否则，我认为这绝对是最具挑战性的部分。我现在正在佛罗里达经历这一切，这一点并不容易。这并不容易。

How have you been acquiring talent? Where have you been defining people like to traditional, you know, in deeds, LinkedIn, stuff like that? Or what are you doing? Yeah, I would say mostly that. And, and, and in this tour, we might have done a little bit different. We, we, we recruited some old employees from off-least and they put us in touch with some others and that helped a little bit. I love to hear it. So tell me more about your plans for the group. I mean, you just opened your third store. You were hinting potentially at a franchise some point down the line. You know, any, any other big plans for you? It's not a solid plan, to be honest with you, but the idea is to potentially grow in the Florida market. Or land though, maybe, and maybe other locations in Florida. But we're focused on the store right now. And we might also have a franchise play coming up. So we're not pursuing that right now.

你是如何获取人才的？在哪里依赖传统方式招聘人才，比如行动、LinkedIn等等？或者你在做些什么？嗯，我会说大部分都是这样的。而且在这次活动中，我们可能做了一些不同的事情。我们从以前的员工中招募了一些人，他们还介绍了一些其他人给我们，这有点帮助。我很乐意听到这一点。那么告诉我更多关于你们团队计划的事情。我是说，你们刚刚开了第三家店。你暗示过未来可能会考虑加盟。你还有其他大计划吗？说实话，这并不是一个确定的计划，但想法是潜在地在佛罗里达市场扩展。或者在佛罗里达的其他地方，但我们现在专注于店铺。我们可能还会考虑加盟。所以我们目前并没有追求这个方向。

So selfish question. How did you come across Cardio? Like, I'm just totally curious, you know, what, or what platforms you consume? Like, tell me a little bit about that. Actually, my, my controller told me about you the first time. She was like, do you follow the Cardio dealership guy on Instagram? And I said, nope, I've not been with the Fed. And she said, you need to because I follow him. And I don't know anything about the corporate business, but I find it interesting. So I started doing that same way. I love it on Instagram. On Instagram. Actually, most of us, most of my, most of our staff follow you now. I curse everybody. You know, sometimes you post something about, you know, MSRP discount. And I'm like, well, I'm glad he did that because I don't want to go by a 2023 use one that they just stopped.

这真是一个自私的问题。你是如何了解 Cardio 这家公司的？我只是非常好奇，你知道的，你是在哪些平台上关注他们的？告诉我一点关于这个吧。实际上，是我的经纪人第一次告诉我有关你的。她问我，你在Instagram上关注过 Cardio 公司的那个人吗？我说，没有，我没有和他们有过接触。然后她说，你应该关注他，因为我在关注。虽然我对企业业务一无所知，但我觉得很有趣。于是我也开始在Instagram上做同样的事情。我喜欢在那里。事实上，现在大多数我们的员工都在关注你。我也被诅咒了。你知道，有时候你会发布一些关于MSRP折扣的东西，我就想，好吧，我很高兴他那么做，因为我不想只能买到2023年的二手车。

Yeah, you get to see, I mean, you know what I call it? I call it the other day, like it's, I'm trying to sort of create this, you know, the collective intelligence of the automotive industry. So with everyone sending me all this stuff all the time, it gives me this crazy opportunity to really filter, like, you know, make sense of it all and push it out to the world in real time. And so, you know, we have, we share recall information before it's published. You know, you see price drops in real time before it even gets to the auction because where you see it already happening on the retail sale. So that's actually really cool. Intel love to hear that. It's definitely working for you. It's exploding, isn't it?

是的，你可以看到，我是说，你知道我怎么称呼它吗？我称之为前几天，就像我试图创建这个，你知道，汽车行业的集体智慧。所以每个人都不断地给我发送所有这些东西，这让我有了这个疯狂的机会来真正过滤，你知道，理解其中的意义，并实时地将其推送到世界各地。所以，你知道，我们在信息发布前分享召回信息。你可以在拍卖前实时看到价格下降，因为你已经看到它在零售销售中发生。这实际上是非常酷的。情报部门一定会喜欢听到这个。它对你来说肯定很有效。它正在蓬勃发展，不是吗？

Try my best. And I think the best part is the diversity of guests like on this platform, right? Like, you know, you are a growing use card dealer. Suddenly next week, I may have, you know, a multi-billion dollar franchise dealer followed by a vendor that's using AI to innovate the car. So like, there's so many different, you know, kind of walks of life in the industry. And that's actually my favorite part because I don't want to be, I talk about it all the time. I don't want to just appeal to, you know, one, one sector versus the other. I really want to bring a well-rounded perspective to the industry.

我会尽力。我认为这个平台最好的地方就是来宾的多样性，对吧？比如，你可能是一个正在成长的二手车经销商。突然下周，我可能会接待一个价值数十亿美元的连锁经销商，接着是一个利用人工智能创新汽车的供应商。所以，行业中有各种不同的人，这是我最喜欢的地方，因为我不想专门吸引某个特定行业的人群。我真的想为行业带来一个全面的视角。

And so, you know, keeps saying, it keeps the conversation interesting. You know, I would love for you guys to come visit us one day so we can show you in person what we do. And be fun, I think. Well, we're going to be doing a lot more of that. We're planning a bunch of in-person, you know, activations. We call it now that again, out in the world. It's a lot easier to commit to these types of things. Actually, you just mentioned Orlando. I think we had an opportunity request down there. There was a couple others, you know, in Philadelphia where I'm based and all over the place.

所以，你知道，不停地说话让对话变得有趣。你知道，我希望你们能有一天来拜访我们，这样我们就能亲自向你们展示我们做些什么。我觉得会很有趣的。嗯，我们将要做更多这样的事情。我们计划了很多亲自参与的活动。我们现在称之为“再次出现在世界上”。承诺这些事情会更容易。其实，你刚提到奥兰多。我记得我们在那里有一个商机请求。还有其他一些地方，比如我所在的费城和其他地方。

But long story short is, you know, we are going to be doing more in-person activations. And generally speaking, you know, you should definitely, you know, expect to see us more out there in the wild in the next year. Yeah, I'm very proud of this facility in Florida. And I would love to show it to you guys. I love it. And I'd love to see it. You know, so before we wrap up, just tell me, you know, what's your outlook for the independent dealer? I mean, you've done a really good job at scaling your business. You know, you've clearly been very disciplined. I love your focus on the fundamentals.

长话短说，我们将会做更多的线下活动。总的来说，你们可以期待在明年更多地看到我们在外面的身影。是的，我对佛罗里达这个设施感到非常自豪。我很想向你们展示。我喜欢它。我也很想看到它。所以在我们结束之前，告诉我一下，你对独立经销商的展望如何？你在扩展业务方面做得很好。显然，你非常有纪律性。我喜欢你对基本原理的关注。

How do you feel about the, you know, just the state of the independent dealership over the coming years? How do you think about that? Yeah. The future is right, in my opinion. Big scale independent dealers will be even more dominant in the future. In my estimation, I feel like a new car dealers will go back to selling new cars and they'll focus on that. The small pops and shop stores are just not equipped. I think we have a bright future. I think we're here to stay. And, you know, EVs doesn't necessarily hurt us. I think they might even have.

你对未来几年内独立经销商的发展状态有何感受？你如何看待这个问题？是的，从我的观点来看，未来是光明的。大型独立经销商在未来会变得更加主导。据我估计，我认为新车销售商将回归销售新车，并将专注于此。小规模的修车店只是设备不足。我认为我们有一个光明的未来。我认为我们会持续存在。而且，你知道，电动汽车不一定会对我们造成伤害。我认为它们甚至可能会带来好处。

Why do you say that? Because you can sell a lot of USB-V's, especially when you can get a rebate on. And lots of dealers have taken advantage of that. So, time will tell how it all shakes out. But there's definitely opportunity. And I think it's easy to get drowned into that negativity and like, oh, it's, you know, it's going to hurt this. It's going to hurt service. But you're right. Like it's always, there's always opportunity out there. That's the right outlook. As long as there is demand and the economy stays resilient, will be fine, I think, depending on any major economical setbacks.

为什么你会这么说呢？因为你可以销售大量的USB-V，特别是当你可以获得折扣时。很多经销商已经利用了这一点。所以，时间会告诉我们一切如何发展。但肯定存在着机会。我认为很容易被消极情绪淹没，觉得哦，这会对这个有影响。会影响服务。但你说得对。总是有机会存在。这是正确的态度。只要有需求，经济保持韧性，我想我们会没事的，取决于是否有重大的经济挫折。

I think the market will continue to thrive. Alihana, this was really, really great. I wish you lots of success with the new store. That's number one. Number two is we'll put your website and link in the show notes below. If anyone wants to reach out to you, reach out to the store, you know, is looking for an opportunity in Florida, you know, they can reach out to you directly. And so we'd love to kind of pass on that information. And maybe, maybe soon enough, you'll give us a tour of your facility as well. I'd love to. Thank you for having me on your podcast. I really enjoyed it. 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.

我认为市场会继续繁荣发展。Alihana，这真的太棒了。祝你新店大获成功。第一点就是，我们会在下面的节目说明中放上你的网站和联系方式。如果有人想联系你，联系店铺，或者在佛罗里达寻找机会，他们可以直接联系你。我们很乐意传递这些信息。也许很快，你会给我们展示你的设施，我很期待。谢谢你邀请我参加你的播客节目。我真的很享受。好了，希望你们喜欢这一期节目。请给节目一个评分，考虑订阅节目，并查看我们讨论内容的链接。感谢收听。下次见。