Building the “Amazon” of Car Shipping | Car Dealership Guy Podcast

People think Amazon's the greatest marketplace in the world. They're not. They're the greatest logistics company in the world. There's a dirty secret in the automotive shipping world, and dealers are stuck footing the bill. This man is changing the decades-old system and saving dealers millions along the way.

人们认为亚马逊是世界上最伟大的市场。但事实并非如此。他们是世界上最伟大的物流公司。在汽车运输行业存在一个肮脏的秘密，而经销商们却不得不承担这笔费用。这位男士正在改变几十年来的系统，为经销商节省了数百万美元。

Today, I'm speaking with Royce Newbauer, CEO of Autohuller Exchange, a digital marketplace that connects car shippers and automotive carriers. Don't forget to click subscribe so you never miss an episode. Before we get into the show, this episode is brought to you by Experian Automotive. Experian Automotive is one of the most trusted sources of data and insights in the automobile industry and are a one-stop shop. That's because Experian maintains massive databases from credit profiles to vehicle history data and millions of consumer data points.

今天，我将与Autohuller Exchange的首席执行官Royce Newbauer进行对话，Autohuller Exchange是一个数字化市场，连接汽车承运商和汽车运输公司。别忘了点击订阅，这样您就不会错过任何一集。在我们开始节目之前，本集由Experian Automotive赞助。Experian Automotive是汽车行业中最受信任的数据和见解来源之一，是一个一站式商店。这是因为Experian拥有从信用档案到车辆历史数据以及数百万消费者数据点的庞大数据库。

Imagine the potential of Experian data insights to drive your marketing strategies. Dealers can use automotive, lifestyle, and predictive data to find in-market car shoppers faster and at lower costs. By leveraging targeted audiences, dealers can communicate with car shoppers based on make, model, off-lease, off-loan, inequity, fuel type, or vehicle servicing needs. All this allows dealers to communicate with the right car shopper with the right message at the right time.

想象一下，运用艾克斯贝恩数据洞察潜能来推动您的营销策略。经销商可以利用汽车、生活方式和预测数据更快地找到市场上的购车者，并以更低的成本。通过利用目标受众，经销商可以根据车型、品牌、租赁到期、贷款情况、车辆需求状况等与购车者进行沟通。所有这些使经销商能够在正确的时间用正确的信息与正确的购车者进行沟通。

They can increase their success rates and consumers are happy because they receive timely, relevant communication. You can learn more about the Experian marketing engine by clicking the link in the show notes below. Lastly, this episode is also brought to you by the Autohuller Exchange. I'd like to thank the Autohuller Exchange for coming on as a guest and also supporting this podcast.

他们可以提高成功率，消费者也会感到高兴，因为他们收到及时、相关的沟通。您可以通过点击下面展示说明中的链接来了解更多关于Experian营销引擎的内容。最后，本集节目还由Autohuller Exchange赞助。我想感谢Autohuller Exchange作为嘉宾参与并支持这个播客节目。

Royce Newbauer on the CDG podcast. Royce, welcome. Thanks for having me. I'm excited to be here. It's good to finally have you on. How's Life in the Logistics world nowadays? Life in the logistics world has it's always been up and down crazy. I think that's why logistics either sucks you in or spits you out very quickly. I must be crazy because it sucked me in about 23 years ago, 24 years ago, and I've loved putting the puzzle pieces together ever since. I respect it. I had my very, very short and brief foray into logistics that my private company get a car with transporting cars all over the country, of course not in a commercial capacity, but that was never my cup of tea.

Royce Newbauer在CDG播客节目上。Royce，欢迎。谢谢你邀请我。我很兴奋能来这里。很高兴终于能有你的参与。现在物流界的生活怎样？物流界的生活一直是忽高忽低，疯狂不已。我觉得这就是为什么物流要么吸引你，要么很快就把你排斥掉。我一定是疯了，因为23年前，24年前，它就吸引了我，从那以后我一直喜欢拼凑那些难题。我很尊重它。我曾经有一个非常简短的在物流领域的经历，我私人公司跟运输汽车到全国各地，当然不是商业用途，但那并不是我的菜。

And you know what the funny part is? I remember doing the research into like Carvana's, those is Suzuz and whatnot. And man, that's a whole world in its own. It's insane. I mean, when you look at everything that goes into a store, into your office, that microphone was on a truck, your closure wearing was on a truck. The vehicles we drive, the parts, I mean, everything that is around supply chain is logistics based. And you can even look at marketplaces in general. People think Amazon's the greatest marketplace in the world. They're not. They're the greatest logistics company in the world. And that's why that thing runs as good as it does. So logistics holds a big part in everything we do. I don't know if a lot of people look at it or think about it that way, but it's one of the largest industries in the world, obviously. Yeah, I would tell you from my experience that to build a large automotive retailer, and I want to say large, I mean, like, you know, national scale or multi-state, you're just becoming a logistics company. It's, I think, you know, again, this isn't the hard lesson I had to learn.

你知道最有趣的部分是什么吗？我记得曾经研究过Carvana、Suzuki等等。这是一个完全不同的世界。太疯狂了。我是说，当你看着每样东西进入商店、进入办公室的时候，那个麦克风是在一辆卡车上送来的，你穿的衣服也是在一辆卡车上送来的。我们开的车，零部件，我是说，所有和供应链相关的事情都是基于物流的。甚至可以看看市场。人们认为亚马逊是世界上最伟大的市场。其实不是。他们是世界上最伟大的物流公司。这就是为什么他们的运营如此顺利。因此，物流在我们做的一切中扮演了重要角色。我不知道有多少人会这样看待或者考虑它，但显然它是世界上最大的行业之一。是的，根据我的经验，建立一个大型汽车零售商，我想说的是，像全国范围或多个州范围内，实际上你只是在变成一个物流公司。这是我觉得，你知道，这并不是我必须学会的艰苦教训。

No, but seriously, it was, it was constant logistics equation. And you know, how do we just, you're moving all these cars around. It was all logistics and ops. And that was sort of the core competency at scale in our industry. So. And I think if you look at a lot of businesses, they kind of cast logistics off as a necessary evil, right? They're not focused on it. They're not focused on how efficient it can be, how transparent it can be for their consumer. It's just a spend center for most businesses. The ones that are unbelievably successful and can grow and drive revenue from multiple verticals within their business, understand the logistics can be much more than a spend center. It can be a revenue generator for them as well.

不过，说真的，整个过程就是一个不断运算的物流方程式。你知道吧，我们要搬移这么多的车辆。这一切都是物流和运营。这在我们的行业规模中算是核心竞争力。所以。我觉得如果你看很多企业，他们都将物流视为必要之恶，是吧？他们并不专注于它。他们并不专注于它可以有多高效，有多透明对于他们的消费者。对大多数企业来说，这只是一个花费中心。那些非常成功并且能够从他们业务中的多个垂直领域实现增长和营收的企业，了解到物流可以远不止是一个花费中心，它也可以成为他们的一个赚钱机会。

Well, I think, and we'll get shortly into, I want to talk about how you got to disappointing your career and your entrepreneurial journey, which I think is fascinating. I did some reading on your story. But before we even get into that, our soon we'll get into the, you know, what you're doing today and what you've brought to the marketplace with auto-holic exchange. And I think what's interesting is, as I thought about this, our industry and this business, that you can, if I'm selling a widget through Shopify or on Amazon, right? Like I can have someone fulfill that for me. But in automotive, you know, automotive is different. I mean, we're moving these massive, you know, several ton pieces of metal. It's, you can't just outsource that, but you can outsource elements of that to make your life a lot easier. And obviously we'll get into that shortly. So before we even get kick off into what you do, can you walk us through your entrepreneurial journey? I mean, you mentioned you've been in logistics space for over two decades, right? So how did you take us up to the point of what you're working on today? Yeah, so, you know, like most college kids, I graduated, didn't really have a clue what I wanted to do, was gonna be a lawyer, then I was gonna be a football coach and teacher, and then somehow ended up at a logistics company in Cincinnati, Ohio called TQL. TQL was founded by two entrepreneurs that saw a need for freight brokerage in primarily food shipping. I was a 30th employee there, I was there for about 10 great years, and now they're the second largest freight brokerage firm in the country, going about 15 billion in sales. So I was able to learn from those leaders what logistics and supply chain really meant to our ecosystem, to our commerce, to our economy as a whole, and just fell in love with the space. But there was always, I don't know if it was, the good cop or bad cop in me, you just tapping me on the shoulder saying, hey, you need to go try this on your own, you can launch your own logistics company and do it a little bit differently.

嗯，我认为，我们马上就会谈到，我想谈一谈你是如何令人失望地经历你的职业和创业之旅的，我觉得这很迷人。我在你的故事上有一些阅读。但在我们深入讨论之前，不久我们就会谈到，你知道，你今天在做什么以及你通过汽车交易所带给市场的东西。我认为有趣的是，当我考虑到这点，我们的行业和这个业务，如果我通过Shopify或亚马逊销售一个小部件，对吧？我可以让别人为我履行这个订单。但在汽车行业，你知道，汽车是不同的。我是说，我们正在移动这些庞大的金属块，有几吨重。你不能只是外包来处理，但你可以外包一些元素，让你的生活变得更容易。显然不久我们将会深入探讨这一点。所以在我们开始讨论你的职业之前，你能向我们介绍一下你的创业之旅吗？我是说，你提到你在物流领域已经有两十多年的经验，对吧？那么你是如何一步步走到今天的这个阶段的呢？嗯，你知道，像大多数大学生一样，我毕业时并不真的知道自己想要做什么，一开始打算成为律师，然后打算成为橄榄球教练和老师，最后不知怎地，我来到了俄亥俄州辛辛那提一个叫TQL的物流公司。TQL是由两位创业家创立的，他们看到了主要是食品运输领域的货运代理需求。我是公司的第30位雇员，我在那里度过了大约10年美好的时光，现在他们是美国第二大的货运代理公司，销售额约150亿美元。所以我能够向那些领导者学习物流和供应链对我们生态系统、商业和整体经济意味着什么，然后就爱上了这个领域。但总是有一种，我不知道是善良的一方还是恶劣的一方在拍我的肩膀说，嘿，你需要自己尝试一下，你可以开办自己的物流公司并且做一些不同的事情。

One thing that kind of keeps me up at night or drives me crazy is inefficiencies in any process. Well, I'm glad you brought it up because I was gonna ask you that question anyways. Yeah, I mean, it's just something that's always spinning in my head. How do I make something easier, more user friendly, fewer touches, much more transparent, how do we drive efficiency in business? Because let's be honest, money is time, or time is money, right? So if I'm wasting half my day doing administrative tasks instead of buying and selling, I just lost half my day of selling opportunities or buying opportunities. So as I was developing my own freight brokerage, which I opened in 2011, we decided to drive out as much cost as possible. And we started looking at a different technology partners that could allow us to move more freight with fewer touches. For an example, in 2016, we had roughly 92 employees at our brokerage. But then I started looking at our bottom line and we were consuming ourselves. We were just not able to drive enough profits even though we were moving a ton of freight. And we were able to partner with a few technology companies out of California that allowed us to grow our revenue by about 400% the limit, my internal costs by over 300%. So we were driving out touches, we were driving out manual processes and we became, I would think, one of the most efficient freight brokerages in the country. But it still wasn't good enough for me in my head. I always felt that there isn't always a need for a middleman.

有一件事让我翻来覆去难以入眠或让我发疯的是任何过程中的低效率。嗯，我很高兴你提出这个问题，因为我本来也打算问你这个问题的。是的，我指的是，这种想法总是在我的脑海中盘旋。我如何使某件事变得更容易，更用户友好，减少触摸次数，更透明，我们如何提高业务效率呢？因为说实话，金钱就是时间，或者说时间就是金钱，对吧？所以如果我浪费了半天时间来做行政任务而不是买卖，我就失去了半天的销售机会或购买机会。因此，当我开设了自己的货运经纪公司时，我们决定尽可能地降低成本。我们开始寻找不同的技术合作伙伴，让我们能够用更少的触摸来运送更多的货物。举个例子，在2016年，我们的经纪公司大约有92名员工。但是后来我开始查看我们的财务状况，我们正在消耗自己。尽管我们运输了大量货物，但我们无法创造足够的利润。我们能够与加州的几家技术公司合作，使我们的收入增加了约400％，将内部成本降低了超过300％。因此，我们减少了触摸次数，减少了手动流程，我认为我们成为了全国最高效的货运经纪公司之一。但在我心中，这还不够。我始终觉得，中间人并不总是必需的。

Now in some cases there is, but it should never be your first or second decision. It should never be your first or second choice. If I can connect a shipper directly with a carrier, that's where the link should stay as much as possible. And in the brokerage world, you are the middleman. You're constantly negotiating with the carrier and the shipper. And in most cases, it slows down the shipping process. I couldn't find a vertical in freight where I felt that you could truly digitize it, become a marketplace. I think Uber and Convoy are prime examples of trying to wrap their arms around that 3,000 pound gorilla and figuring out a way to digitize the freight world. Uber tried it for many years. Now they're the fourth largest brokerage in the country. And Convoy, yeah, Uber is the fourth largest brokerage in the country, Uber Freight.

在某些情况下，确实存在这种情况，但绝不应该是您的首选或第二选择。如果我能直接将托运方与承运方联系起来，那么尽可能让这种联系保持下去。在货运经纪行业中，您是中间人。您不断与承运方和托运方进行协商。在大多数情况下，这会拖慢货物运输进程。在货运业中，我找不到一个垂直行业，我觉得您可以真正数字化它，成为一个市场。我认为Uber和Convoy是试图解决这个重要问题并找到数字化货运世界途径的主要例子。Uber多年来一直在努力。现在他们是全国第四大经纪行。而Convoy，对了，Uber是全国第四大经纪行，Uber货运。

I wouldn't necessarily call that a marketplace. Convoy was backed by Amazon of all people, tried it for years as well. But it was the problem with freight and trying to truly digitize every vertical is every vertical is different. Shipping food is very different than shipping produce, which is very different than shipping cars, right? Yes. And that's a part of what I was trying to say earlier, right? So to explain that deeper to us, right? Like, what is the state of automotive logistics compared to other industries today? Right? You, as someone that comes with a fresh perspective and you intimately understand this, right? I don't understand it like you. I just know how we used to ship cars and the transport is used all over the country and what worked and what didn't work, right? But like, where are we in this spectrum? Like, how are we doing?

我不一定会称之为市场。Convoy得到了亚马逊的支持，并且也尝试了多年。但货运业存在问题，试图真正数字化每个垂直领域都是不同的。运送食品与运送农产品是非常不同的，运送汽车也是如此，对吧？是的。这也是我之前试图说的一部分，对吧？那么，请向我们深入解释一下，对吧？比如，如今汽车物流行业与其他行业相比如何？你，作为一个带着新鲜视角并且对此有深刻了解的人，对吧？我不像你了解得那么透彻。我只知道我们曾经如何运输汽车，以及运输是如何遍布全国的，什么有效什么无效，对吧？但是，在这个范围内我们处于哪个阶段呢？我们的表现如何？

Yeah, to your point, I came into the vehicle logistics world in 2021. We launched a vehicle logistics team within our brokerage. I came in with no blinders on, no preconceived notions, just like a sponge ready to soak up information. And I was very shocked at how inefficient the processes were by some of the largest shippers in this country, how untransparent the communication was. And I felt like the industry as a whole kind of had a, it ain't broke, don't fix it kind of mentality. This is just the way we've been doing it for the last 50 years. Why would we change it? That's just not how my mind works. So I started interviewing carriers around the country.

是的，关于你说的，我在2021年进入了车辆物流行业。我们在我们的经纪公司内部成立了一个车辆物流团队。我毫无顾虑地进来了，没有预设观念，就像一块海绵准备吸收信息。我对一些这个国家最大的托运商的流程是多么低效，沟通是多么不透明感到非常震惊。我感觉整个行业似乎有一种，如果没坏就不修的心态。这只是我们过去50年一直这样做的方式。为什么我们要改变呢？这不符合我的思维方式。所以我开始在全国范围内采访承运商。

We're interviewing large scale shippers, whether it's OEM or remarketing to large dealer groups. And most of them had the same problems. And the bulk of the problems were around, well, I've got this broker or I've got this middleman. And they just tell me what I need to do. There's no data saying how much I'm spending or how much I'm saving. It's just, I know I'm getting my cars picked up and delivered. I'm not really sure when they're going to get picked up or delivered, but I have about a 10 to 14 day window. And that blew my mind away. I was just shocked because in the freight world, you have a one to two hour window to pick up and deliver in most cases. And if you miss that window with a large retailer and freight, you could be sitting two or three days before they'll receive you.

我们正在采访大型货运商，无论是面向原始设备制造商还是面向大型经销商团体的转销售。大多数人都遇到了相同的问题。问题的主要原因在于，我有这个经纪人或这个中间商。他们只告诉我需要做什么。没有数据表明我花了多少钱或省了多少钱。只是，我知道我的车被接走并送达了。我并不确定它们何时会被接走或送达，但我大约有10到14天的时间。这让我大吃一惊。因为在货运世界中，大多数情况下你只有1到2小时时间来接货和送货。如果你错过了与大型零售商和货运的窗口，可能需要坐上两三天才会接受你。

In the vehicle logistics space, it was, yeah, if my cars were picked up five days after I purchased them or five days after they were allocated to me and delivered within 10 days of purchase, I guess I'm OK with that because that's what I'm used to. So we started asking, you know, what if we could drive a better service model? Well, what if we could drive a better, you know, more efficient model for you that could a drive out some of your internal spend, which is your holding costs. You know, what are you paying the railhead to hold those vehicles per day? What are you paying the port to hold those vehicles per day? How much is it costing you in depreciation value?

在车辆物流领域，是的，如果我的汽车在购买后五天就被提走，或者被分配给我后五天就被交付，购买后十天内送达，我想我还可以接受，因为我已经习惯了这种情况。所以我们开始思考，要是我们能提供更好的服务模式呢？要是我们能为您提供更高效的模式，从而减少您的内部支出，也就是您的持有成本。您每天支付给火车站或港口来保存这些车辆的费用是多少？折旧价值给您带来了多少成本？

If you buy 50 vehicles from auction and you don't receive those for 12 to 14 days, you know, what if we could get those vehicles to you in two to three days? And, you know, we just started really investigating that the industry as a whole, the vehicle logistics space. And another shocking element came out and really just popped out to me because in the freight world, where I originated from brokers, don't control a vast majority of the opportunity. Asset-based carriers do. Brokers control a very small portion. And now there are some very large brokers that have huge market share. But the overall trillions of dollars in spend, brokers control about 12 to 13%.

如果你从拍卖会购买了50辆车，但是12到14天都还没有收到，你知道，如果我们可以在2到3天内把这些车送到您手中会怎样呢？我们开始对整个行业进行了深入调查，特别是车辆物流领域。另一个令人震惊的事实浮出水面，让我印象深刻，因为在我最初的货运世界中，经纪人并不控制绝大部分的机会。资产基础的承运公司才控制着很大部分。经纪人只掌控了很小的部分。现在有一些非常大的经纪人拥有巨大的市场份额。但总体上花费了数万亿美元，在经纪人控制着大约12到13%的份额。

We found in vehicle logistics, it was more around 90%. And that just shocked me. Wait, what was 90% that brokers were controlling the opportunity on about 90% of the volume that we were seeing or we were discussing with our shippers in the car, in the car business, in the car shipping business. And one of the glaring things that really popped out was a lot of the large scale asset-based carriers were developing brokerage arms. When you say asset-based, what do you mean by that? They own their own trucks. They hire their own drivers. They have their own equipment. A broker is a third party. They don't own equipment. They don't own trucks. They're a middleman who negotiates for shipper and carrier, right?

在车辆物流中，我们发现控制大约90%的机会是经纪人。这让我感到震惊。等一下，这90%是指什么? 经纪人控制了我们看到的或者与我们的承运商在汽车、汽车运输业务中讨论的约90%的运量。其中一个突出的问题是很多大规模资产所有的承运商正在发展经纪业务。当你说资产所有，你是指什么? 他们拥有自己的卡车。他们雇用自己的司机。他们拥有自己的设备。经纪人则是第三方。他们没有设备。他们没有卡车。他是一个为承运商和货主谈判的中间人，对吗?

Well, we found a large portion of the large fleets in vehicle logistics. We're all leveraging and building out brokerage arms around their asset business. To me, that's interesting. You don't see that nearly as much in the freight world. Why is it happening in the vehicle logistics space? Wait, and just so I understand this, before you explained it, so you're saying, right, I am an auto-hauler or I do transportation in the car industry. And maybe hypothetically speaking, right, I operate in five states, 10 states. But now I also launch a brokerage arm and maybe I'm able to work in every state. I see you nodding.

嗯，我们发现在车辆物流中有很大一部分大型船队。我们都在利用和拓展经纪业务，围绕他们的资产业务。对我来说，这很有趣。在货运界中并不经常看到这种情况。为什么会在车辆物流领域发生呢？等等，我只是想明白一下，在你解释之前，你是说，对吧，我是一名汽车运输者或者在汽车行业从事运输工作。也许假设来说，对吧，我在五个州、十个州进行运营。但现在我还开设了一个经纪业务，也许我能够在每个州都开展工作。我看到你点头了。

But one of the things we're seeing, though, also is not only can I operate in every state, if I'm an asset-based trucking company and I own a thousand power units, I own a thousand trucks, thousand trailers. Well, if I'm trying to get a large-scale opportunity with an OEM, they're going to look at my size and say, well, you can only manage a portion of that based on the amount of equipment you have. Well, now if I can go and say, hey, I'm also a broker and I can leverage my brokerage arm to contact 10,000 different carriers around the country, now I can take on more of your opportunity.

然而，我们现在看到的一个情况是，如果我是一家以资产为基础的卡车公司，拥有一千辆卡车和挂车，我不仅可以在每个州运营。那么，如果我想要与一个原始设备制造商(OEM)进行大规模的合作，他们会看着我的规模，然后说，根据你拥有的设备数量，你只能管理其中的一部分。现在，如果我可以说，嘿，我还是一家经纪公司，我可以利用我的经纪部门与全国范围内的一万家承运商联系，那么我就可以承接更多的机会。

So these brokerages and these asset companies that have brokerages were consuming just vast shares of the market and it was leaving the mom and pops kind of on the outside looking in in a different way than we'd ever seen and free. When you say that, like, weren't the brokers working with the mom and pop? Brokers do work with mom and pops. No question about it. But when you look at a business model, what's the primary reason that a ship or hires a carrier? It's to pick up their vehicles and deliver them safely, right? Now, in the freight world, I'm told I need to pick up on Monday and it has to be their Thursday. And if it's not, there's going to be a problem. In the vehicle logistics world, when we first entered, was, yeah, you can pick up this week and deliver sometime next week because that was the expectation.

因此，这些经纪公司和这些拥有经纪公司的资产公司正在占据市场的大部分份额，这让小投资者有点局限于外。你说，经纪人不是在和小投资者合作吗？经纪人确实和小投资者合作。毫无疑问。但是当你看一个商业模式时，一个公司雇佣承运人的主要原因是什么？是为了接载他们的车辆并确保安全运输，对吧？在货运世界中，我被告知需要周一接载，必须在周四送达。如果没有做到，就会出问题。在车辆物流世界里，当我们刚进入的时候，情况是，是的，你可以这周接载，下周随时送达，因为这是预期。

We basically said, what if the expectation's wrong? What if you should set parameters around your pickup windows or delivery windows? Because we're seeing these dwell times just get excessively out of control. And the concept with the auto-hauler exchange was, well, what's slowing down the process? Well, we felt that the brokerage model was the key figure that was slowing down the process. A broker, and I've done it for a long time. I know what brokers do. I'm negotiating against the shipper for a higher rate, and I'm negotiating against the carrier to drive down a lower rate. Because all I care about is making that middle profit. That's where brokers live. They're going to make a profit based off of what they're getting paid by the ship room with their pay in the carrier. So if you're going to give me 10 days to pick up a vehicle, I'm going to negotiate for as long as possible so I can find the cheapest truck. Yeah, I get it. Incentives are extremely misaligned. Yeah.

我们基本上在说，如果期望是错误的呢？如果您应该在取货时间或交付时间周围设定参数呢？因为我们看到这些停留时间变得过度失控。自动运输交换的概念是，是什么正在拖慢这个过程呢？我们认为经纪模型是拖慢这个过程的关键因素。作为一个经纪人，我已经做了很长时间了。我知道经纪人是做什么的。我和托运人为更高的费率进行协商，我和承运人协商更低的费率。因为我唯一关心的是赚取中间利润。这就是经纪人的生活。他们会根据他们从托运人那里得到的支付和承运人那里的支付来赚取利润。所以如果您给我10天来取车，我会尽可能地谈判，以便找到最便宜的卡车。是的，我明白。激励措施极为不协调。是的。

Yeah. I'm not driven by service. I'm not driven by getting that car picked up as quickly as possible and delivered to you as quickly as possible. Now, if you give me parameters and rails to live in, all right, now I've got something to work with, or I'm going to start up in the rates on the shippers because I still need to make my 20 to 25 profit. Now, that's where brokers want to live, right? So I basically said, okay, it doesn't work in freight because freight's too big, but vehicle logistics is very siloed. Everybody seems to have the same problems. Everybody seems to tell me that cars are getting picked up fast enough. They're not getting delivered fast enough. Carriers are telling me I don't have enough opportunity. I'm stuck working with brokers. I'm stuck sitting outside of auctions hoping I get a call that there's cars for me to pick up today. My dealer networks are working with brokers because they know that they can attach themselves to larger carrier bases than just being my five trucks. And we basically said, what if we could democratize the space? What if I could just open up every vehicle shipping opportunity direct to carriers? I don't care if you own 100 trucks. I don't care if you own one truck. As long as your authority is strong, as long as you've got good safety ratings, as long as your insurance matches the need of the shipper, you have an open market to go shop for opportunities on your own with nobody else in the middle.

是的。我不是被服务驱使的。我也不是为了尽快接到车辆并尽快将其送达给您而着急。现在，如果你给我一些生存的范围和规定，好吧，那么我就有了一些可以使用的东西，或者我会通过提高承运商的费率来保持我的20到25%的利润。这就是经纪人们想要生存的地方，对吧？所以我基本上说，好吧，在货运行业行不通，因为货运业太大了，但车辆物流非常分散。每个人似乎都有同样的问题。每个人都告诉我，汽车被接走的速度不够快。交付的速度也不够快。承运商告诉我他们没有足够的机会。我被困在与经纪人合作的困境中。我被困在拍卖会外，希望今天能接到汽车的电话。我的经销商网络与经纪人合作，因为他们知道他们可以连接到比我五辆卡车更大的承运商基地。我们基本上说，如果我们可以使这个领域民主化会怎样？如果我可以直接向承运商开放每个车辆运输机会呢？我不在乎你拥有100辆卡车，也不在乎你拥有一辆卡车。只要你的执照是强有力的，只要你有良好的安全评级，只要你的保险符合托运人的需求，你就有一个开放的市场，可以自己去寻找机会，没有其他人在中间。

And that was the creation of the AutoHauler Exchange. We consume the idea. Oh, gosh, back in 2021 and started having some serious conversations in 2022, early 2022 and received our VC backing the summer of 2022. And we launched in the back company. Yeah, where did VC come into play here? So you have any experience with the VC world? I'd never ever had experience in the VC world. And it's an interesting world. So we, I built a service based business. I built a brokerage, which is service based, right? So in a service based business, your goal is to show profits every single day, grow your business in a fiscally responsible way. So it was a slow, tread up the hill. Well, the AutoHauler Exchange is a B2B marketplace. It's a technology company. And the speed to market is much more volatile and you have to be fast and you have to be agile. And your trend is much higher. Your burn rate is going to be much higher when you're building tech. So we partnered with a technology marketplace construction company. They built our marketplace and they were showing their VCs one day in one of their board meetings, what products they were working on and what marketplaces they were building. And the AutoHauler Exchange came up in their board meeting. And within a week, we had three different VCs call us and reach out and say, hey, this is interesting. We'd like to talk to you about it. We partnered with a fund out of Toronto called Golden Ventures and they've been a great partner to this point.

这就是AutoHauler Exchange的创立过程。我们深信这个理念。噢，天哪，回到2021年开始，到了2022年初我们开始进行一些认真的讨论，到了2022年夏季我们收到了风投的支持。我们在后期公司推出了这个项目。哇，这里怎么出现了风投？你有过与风投世界的经验吗？我从来没有在风投界有过经验。这是一个有趣的世界。我曾建立过一家以服务为基础的公司。我建立了一个经纪公司，这是以服务为基础的，对吧？在以服务为基础的业务中，你的目标是每一天都显示利润，以财务负责任的方式发展你的企业。所以这是一个缓慢而艰难的攀登。而AutoHauler Exchange是一个B2B市场。这是一家科技公司。市场推广速度更加激烈，你必须快速而灵活。而且你的投入要高得多。与投资者合作，让他们建立我们的市场。他们在他们的董事会会议上向风投展示他们正在开发的产品和正在构建的市场。AutoHauler Exchange在他们的董事会会议上被提及。一个星期内，我们就接到了三家不同的风投打来电话并联系我们，说：“嘿，这很有趣。我们想和你谈谈。”我们与多伦多的一家名为Golden Ventures的基金合作，他们到目前为止一直是一个很好的合作伙伴。

And they've allowed us the financing to really build out a product that is starting to take hold in the vehicle logistics space. We launched in December of, gosh, 2022 in a beta program with about five shippers. And last month, we believe we had over 300 shippers nationwide, market wins in the exchange in close to 3,500 carriers who have signed up. Wow. And how many dealers are you working with? Roughly 300. Roughly 300. Yeah. So, all right. So just a back battle for one second, right? And it's funny because, you know what, if Chris, who I worked with him for years, he was handling all logistics, if he's listening to this right now, if I had a, if I had a freaking dollar for every time we had this conversation about like, you know, the cars came late or why are the cars not there yet? You know, recon, the reconditioning center. I mean, it's, it's a no-brainer challenge. So 100% agree with you there. And so it's funny to kind of, you know, I was smiling when you were explaining this.

他们为我们提供了资金，真正扩展了一个在车辆物流领域开始占据主导地位的产品。我们在2022年12月推出了一个测试项目，大约有五家承运商。上个月，我们相信全国有超过300家承运商，在交易所中赢得了市场，并有将近3500家承运商注册。哇。你们和多少经销商合作？大约300家。 大约300家。是的。所以，好吧。所以，让我们退后一步，对吧？很有趣，因为你知道吗，如果克里斯，我和他一起工作了好多年，他负责所有的物流，如果他现在在听这个，如果我有一美元，每次我们讨论车辆为何迟到或车辆为何还没来的次数，你知道，重新整理中心。我是指，这是一个毫无疑问的挑战。所以我完全同意你的看法。所以在你解释的时候，我看着感到很有趣。

Second thing is you are not asset based, meaning like you don't own your own shippers, but the way you've solved for this, like, conflict of interest with brokers is simply by being a transparent tech marketplace, where people can make their own decisions. And again, there's no human involvement. Human involvement is the key. We are connecting carrier with shippers. We're not involved in any aspect of the negotiation, of the shipping process. We're not managing the shipping process. A lot of this is handled by tech and companies that we've partnered with or tech that we've built in. So, you know, there are a couple of things that brokers do very well, and that's aggregate carriers, and track the carriers' information. Do they have insurance? Do they have the right authority? Are they a safe carrier? If you're a good broker, you're doing that daily. A lot of people don't know that that's handled by technology. That's a simple plug-in.

第二件事是您不是基于资产的，这意味着您不拥有自己的货主，但您解决这个与经纪人的利益冲突的方式只是通过成为一个透明的技术市场，在这里人们可以做出自己的决策。再次强调，没有人的参与是关键。我们正在连接承运商和货主。我们不参与任何谈判或货运过程的方面。这些大部分由我们合作的技术和公司或我们建立的技术处理。所以，经纪人做得很好的几件事是汇总承运商，并跟踪承运商的信息。他们是否有保险？他们是否有合适的执照？他们是否是安全承运商？如果您是一个好经纪人，您每天都在做这些。许多人不知道这是由技术处理的。这只是一个简单的插件。

Alright, so the broker's not really doing anything. The second piece is the financing. Most trucking companies in the United States, whether you're in freight or vehicle logistics, they are surviving check to check. It is a tough industry. There's repairs, there's fuel, there's driver costs, there's insurance, there's damages. So, these guys need to get paid a lot quicker than most shippers are willing to pay them. So, I can take an OEM, for example. Most OEMs are going to pay in around 45 to 60 days. That's just how it works. 90% of the asset-based trucking companies in the United States cannot wait that long. The large fleet scan because they're backed by banks, right? The 2,000 assets, 1,500 assets, they've got financing behind them. So, they can survive that period of time for payment. The 45,000 independent trucking companies in the US that are surviving check to check, they need to get paid quickly. They need to get paid same day of delivery or within a week. Explain that to me for one second though.

好的，所以经纪人实际上并没有做什么事情。第二个问题是融资。在美国，大多数货运公司，无论是货运还是车辆物流，都是勉强度日。这是一个艰难的行业。有修理费，燃油费，司机成本，保险费，损失费等等。所以，这些人需要比大多数货主愿意支付给他们的时间更快地得到支付。举个例子，我可以拿原始设备制造商（OEM）来说。大多数OEM大约需要45至60天才能支付货款。这就是事实。美国90%的资产支持的货运公司无法等那么久。​​大型车队可以因为它们有银行背景支持。有2,000个资产，1,500个资产​​，它们有融资支持。所以，他们可以在支付期间存活下来。在美国有45,000家独立的货运公司，他们是靠勉强度日存活的，他们需要快速得到支付。他们需要在交付当天或一周内得到支付。不过，你能为我解释一下吗？

Wait, where are we at right now in the supply chain? We're saying OEMs. Is this OEM shipping to where? OEM shipping to dealership. OEMs, if I'm contracted with an OEM, my payment terms are going to be typically at states 30 days, but I'm not receiving payment for usually upwards of 45, 50 days. So, my brokerage will wait 50 days to get paid, and we're paying our carriers, 50% of our carriers are getting paid same day of delivery. So, I have to float that capital for upwards of 49 days.

等一下，我们现在在供应链的什么位置？我们说的是OEM（原始设备制造商）。这个OEM是运送到哪里？是运送到经销商那里。通常，如果我和一个OEM签约，我的付款条件会是30天，但我通常要等上45、50天才收到付款。所以，我的货运代理要等50天才能收到付款，而我们支付给承运人，有50%是在交付当天支付。所以，我必须为长达49天的时间浮动这笔资金。

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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. Is there a markup due to OEM's mark, the transportation up to the dealers? I would say that's on a case-by-case situation with each OEM. They all operate differently. They've been nice to say they operated the same. They all have their own processes. I don't know that answer because I'm not on the inner circle on the OEM's and how they're negotiating with their dealer networks.

在CDGjobs.com上招聘时，这些公司最棒的地方在于他们在市场上雇佣到了最了解情况的候选人。所以，不要犹豫。您可以通过访问CDGjobs.com或点击下面节目说明中的链接，今天就加入您的开放职位。这就是CDGjobs.com。关于OEM（原始设备制造商）贴标、运输费用至经销商那里的问题，我会说这是因不同情况而异的。每家OEM的运作方式都不同。它们都可能表示他们运作方式相同，但实际上每家都有自己独特的流程。我不知道答案是什么，因为我不在OEM内部圈，并不了解他们如何与经销商网络进行谈判。

What we see on OEM pricing, they're trying to get the cars shipped at the least costly all kinds. But there are analytics that we're trying to figure out for them that, yeah, you may want to move that car for $75 out of the port of Houston to whatever location per VIN, but it's going to take you 14 days to get that car picked up at $75. If you paid $95, you'd have it picked up in two days. What is actually costing you more money? Most OEM's don't know that. But if I'm even, forget, if I'm a dealer and I'm buying an auction and, you know, if it's taking, I'm making a summer now. It's taking, you know, let's say four days, five days for the vehicles to get to me.

我们看到OEM的定价，他们试图以最低成本将汽车运往各种地方。但是有一些分析数据，我们正在为他们找出，是的，也许你想以$75的价格将车从休斯顿港口运到任何位置，但是要花费您14天时间去接车。如果你支付$95，你只需要两天就可以接车。究竟哪种方式对你的花费更高呢？大多数OEM都不知道这一点。但是，就算我是一个经销商，从拍卖会购买车辆，如果它需要四天、五天才能送到我这里。

So technically speaking, if I use your platform, I might be able to get those vehicles in two and a half days. 100%. Okay. Well, look, I think your timing is great. I, Royce, I think your timing is good because, you know, the word here, like the word that everyone is talking about, obviously in 2024 now is just efficiency. You mentioned it a couple of times, but this is not 2021 anymore. And everyone is looking for where they can, you know, trim a bit more margin and become more efficient in light of declining margins on the new side and the new side. And so I think that that is just the theme that everyone's back to and the timing makes a lot of sense.

从技术角度来看，如果我使用你们的平台，我可能能在两天半内得到那些车辆。100%。好的。嗯，看，我觉得你们的时机很好。罗伊斯，我觉得你们的时机很好，因为，你知道，现在大家都在谈论的关键词，显然在2024年是效率。你提到过几次，但现在已经不再是2021年了。每个人都在寻找他们能够在新产品的利润率下降的背景下削减一些利润，并变得更加高效的地方。所以我认为这只是每个人都回到的主题，时机非常合适。

I think the timing definitely makes sense. But I also think, you know, it's about looking at pat, you got to look past the actual freight rate. You got to look past the, what did it cost me to ship that then? And we loaded it fully loaded. And what did it cost? Because most of the shippers we were speaking to earlier, we're like, well, I'm already paying this broker, you know, X amount per VIN, but your market data is telling me I need to be paying 10% higher. And we said, well, that's what the market's showing. If in the reason it's taking you 10 days to receive that vehicle after purchase, it's because you're marketing under market value and it takes time to find that care, we're willing to pick it up.

我觉得时间安排确实是有道理的。但我也认为，你知道，要看看过去的情况，你必须看得更远一些，不能只看到实际的运输费率。你必须向前看，那么运输费用究竟是多少呢？我们负载完全装载了。这样的成本是多少呢？因为我们之前联系过的大多数货主都说：“嗯，我已经向这个经纪支付这么多钱了，但你们的市场数据告诉我，我应该支付高出10%。”我们说：“那就是市场所显示的。如果买车后你需要花费10天才能收到车辆，那是因为你的市场价值偏低，需要一段时间才能找到适合的承运商，我们愿意接手。”

So is it actually saving you money to pay 10% less prevent? And as we started diving deeper into the numbers, which not one single dealer was able to tell us yes or no, they said, well, we don't know. We're not sure. So we started diving into some of their holding costs and the depreciation value of some of the vehicles. And it was just like light bulb moment went off. Man, if you can get it here in two days and three days versus 10, holy cow, I just got a full extra week to sell that vehicle. Oh, yeah. I mean, it's no different than when you're buying a car, right?

那么，实际上支付少10%的预防性费用真的能为您省钱吗？当我们开始深入研究这些数字时，没有一个经销商能告诉我们是还是否，他们说，我们不知道，我们不确定。因此，我们开始研究一些他们的持有成本和一些车辆的折旧价值。突然灵光一现，如果您可以在两天或三天内得到它，而不是十天，那真是太棒了，我有了整整一周的额外时间来销售那辆车。哦，是的，这就像购买汽车时一样，对吧？

Any you don't need to be a genius to think that as a dealer, if you're purchasing a car from, you know, it was in Bob way or whatever, right? You better you better pack in transportation costs because that rolls right down to the cost of the car, right? So that's 1000. I mean, even even, yeah, it's it's you got to look at a fully loaded, but I get your point, right? Like you need to you're basically saying that you're taking a more efficient view into that transportation and you're straight up looking at days and depreciation. And depends how much depreciation, you know, you as a dealer are associating per day with your vehicle could be $10 a day, could be $50 a day, could be, you know, $100 a day depends on the vehicle. But that that's just, you know, a cost that gets factored into the equation.

并不需要特别聪明才能想到，作为一个经销商，如果你从鲍勃那里购买一辆车，你最好考虑包括运输成本，因为这直接影响到车的成本。所以，即使是1000美元，是的，你必须要考虑到全部费用，但我明白你的意思。你需要采取更有效的视角来看待运输，并直接考虑到天数和折旧。作为一个经销商，你每天所关联的车辆折旧成本可能是每天10美元、50美元，甚至100美元，这取决于车辆。但这只是一个被纳入方程式的成本。

Yeah, so we are taking a holistic approach to looking at the total cost of the transaction, right? It's not just the pick up and delivery. You know, so what is the total cost of the transaction on the dealer's end? And it dives even a little bit deeper than that when you look at, and I know this is, you know, something I wanted to talk about, but if you look at most dealerships, who's actually setting up the transportation? 99% of them are not logistics professionals. They're used car buyers, they're group sales managers, you know, that some cases, 100% they're the GM, right? 100%.

是的，所以我们采取了一种综合的方法来看待交易的总成本，对吧？不仅仅是提货和送货。你知道，对于经销商来说，交易的总成本是多少？当你进一步考虑这个问题时，甚至要深入挖掘一下，我知道这是我想谈论的事情，但如果你看看大多数经销商，实际上是谁在安排运输呢？99%的情况下，他们不是物流专业人员。他们是二手车买家，是集团销售经理，在某些情况下，可能是总经理，对不对？100%。

So they're trusting that the person they're working with is giving them all the data points. That is a great, that is a great insight. Yeah. Yeah, I'm sorry. I'm just like, I love it because it hits home, right? Thinking about it. At a new Scorpio ship. Yeah. Yeah. And listen, we had a logistics coordinator at scale. But before that, who's handling it? Like the buyer, right? Or like the operations, like it just 100% agree with you. So our product gives them all the data and analytics that a logistics professional would typically just know, and it's all right in front of them.

因此，他们信任正在合作的人会提供给他们所有的数据点。这是一个很有见地的观点。是的，我很抱歉。我很喜欢它，因为它触动了我的内心，对吧？想想看。在一个新的天蝎座的船上。是的，是的。听着，我们以前在规模上有一个物流协调员。但在那之前，是谁在处理这个？买家对吧？还是像运营这样的人？我完全同意你的观点。因此，我们的产品为他们提供了所有的数据和分析，通常只有物流专业人员才知道的，而且这些都清楚地呈现在他们面前。

So they can make wiser decisions on buying. They can make wiser decisions on how much they want to pay to ship it. Do they need the vehicle expedited? Has it been sold already? You know, they have the choice to market that vehicle with the price they want to sell it at or ship it at. And our system will kind of aggregate their expectation based off of our AI and our data. You know, bank to where we're constantly collecting data to make it smarter. So they can make smarter, more efficient decisions.

这样他们就可以更明智地购买。他们可以更明智地决定要支付多少运费。他们需要加急送达这辆车吗？它已经卖出了吗？你知道，他们可以选择按他们想要的价格或者运费来推广这辆车。我们的系统会根据我们的人工智能和数据来汇总他们的期望。你知道，我们不断收集数据来使其更智能。这样他们就可以做出更明智、更高效的决策。

And it's proven to make their days more efficient. They're not worried about finding trucks. They're not worried about communicating with a broker on picking up the phone or sending emails. Everything's right in front of them on their desktop. Or the system will push notifications to them based off the notification they want. So now they can just focus on what you hired them to focus, which is buying and selling cars.

这被证明可以让他们的工作更高效。他们不再为寻找卡车而担心。他们不再为与经纪人沟通而担心需要打电话或发送电子邮件。所有信息都直接显示在他们的桌面上。或者系统会根据他们想要的通知推送通知给他们。现在他们可以专注于你聘用他们要专注的工作，即购买和销售汽车。

So Royce, what are you seeing? Right. What are you seeing across the industry in terms of like potential savings? And I'm talking about fully loaded savings, right? When dealers take advantage of, you know, when dealers are optimizing their shipping, is there like an average you're seeing like our dealer saving on average two and a half days at 350 bucks per car? Like what is it?

罗伊斯，你看到了什么？对的。在整个行业中，你看到了潜在的节省。我说的是全面节省，对吧？当经销商充分利用时，当经销商优化他们的运输时，你看到了一些平均值吗？我们的经销商平均每辆车节省了两天半，每辆车350美元？是多少呢？

We've found with most of the dealers that we've signed up on average 15 to 17 percent on the shipment of the car they're saving because those brokerage fees don't exist anymore. And these are dealers that have worked with brokers. We're actually cutting the delivery time for them pretty much in half. So most of our dealer partners that we're working with, and I'm talking about large-scale, you know, enterprise dealers all the way down to a mom and pop that might own five dealerships. And their delivery window from purchase to delivery prior to auto-hauler exchange was right around seven to 10 days.

我们发现，大多数经销商在车辆运输方面平均节省了15至17％，因为那些经纪费用已经不存在了。而且这些经销商过去与经纪人合作过。实际上，我们几乎将他们的交车时间缩短了一半。因此，我们与大多数合作的经销商合作，从大型企业经销商一直到可能拥有五家经销店的小玩意。在自动运输交换之前，他们从购买到交车的交车时间窗口约为七到十天。

Our delivery window is right around three and a half to four days from purchase. And the reason for that, and I touched on it earlier, is there's no negotiation. Our system's going to give a dealer, hey, you're buying from this location and you're shipping to this location. This is what the market data tells you the rate should be. This is what the auto-hauler rate has been providing in the system. You should market around there and your car should get picked up relatively quick. Now we found if somebody markets it higher, carriers jumping on it, right?

我们的交货时间大约是从购买之日起三天半到四天。这样的原因，我之前已经提到过了，就是没有谈判的余地。我们的系统会告诉经销商，嘿，你是从这个地点购买的，然后要运到这个地点。根据市场数据，你应该付的运费是多少。也就是自动运输费用在系统中提供的数据。你应该在这个价格范围内进行市场营销，你的车辆应该很快就会被运走。现在我们发现，如果有人把价格设得更高，承运商就会抢着送。

Supply and demand, they say, high price, they're going to jump on it. If they're marketing it exceptionally low, just trying to get the cheapest truck, that car might sit on the exchange a little bit longer. But the system can trigger it to say, hey, every two hours or every day, raise a index amount. So we're trying to help give them tools to make their process more efficient, but also drive revenue back to the carrier and create a cost savings for the shipper.

供需关系，他们说，价格过高，他们就会入市。如果他们以异常低的价格进行营销，仅仅是为了得到最便宜的货车，那么这辆车可能会在交易所停留更长的时间。但系统可以触发它，说，嘿，每两个小时或每天，提升一个指数金额。因此，我们试图帮助他们提供工具，使其流程更加高效，同时将收入返给承运商，并为货主节省成本。

So I have a challenge to post to you. I'm curious how you're going to respond to this, right? So I think as a dealer, like one of the challenges with shippers is integrating them into your process, right? When they drop off the vehicle, I see you smiling, what happens with the keys and where are they dropped off? And can you stop in the street or do you like blah, blah, blah, blah? I had Doug, you wrote a general manager and president of Longo Toyota on the podcast. And I love that he was saying that, you know, and our dealerships, shippers can only come drop off at night because they're just like, we're so busy. We're so busy.

那么我有一个挑战要给你。我很好奇你会如何回应，对吧？我认为作为一个经销商，和承运商打交道的挑战之一是将他们融入到你的流程中。当他们把车辆送到时，我看到你在微笑，钥匙会怎么处理，他们会把钥匙放在哪里？他们可以停在街上吗，还是像……的做法？我在播客上采访了朗戈丰田的总经理和总裁道格。我很喜欢他说的那句话，就是在我们的经销商店，承运商只能在晚上送车，因为我们实在太忙了。太忙了。

We don't have time for them during day. It just disrupts traffic, blah, blah, blah. So how do you integrate this into your process? And how do you give me as the dealer that predictability? Right? Because like, what I try to think like we worked, you know, with mom and pops for years. And there's a reason why, right? You build that relationship, but they get to know your process and they get to know what you want. And so how do you build that predictability into the process? So we handle this on the front end when we're onboarding a shipper. We tell them that information is king. You know, the more information you can give that driver, the fewer mistakes you're going to have and the fewer calls you're going to get, fewer emails you're going to have to respond to.

我们白天没有时间和他们交流。那只会干扰交通，啦啦啦。那你如何将这个整合到你的流程中呢？如何让我作为经销商能够获得可预测性？对吧？因为，你知道，我们多年来一直与小商家合作。有一个原因，对吧？你建立了关系，他们了解你的流程，他们知道你想要什么。那么你如何在流程中建立这种可预测性呢？我们在引进货运商时就在前端处理这个问题。我们告诉他们信息就是王道。你给那个司机提供的信息越多，就会减少错误，减少需要解答的电话和邮件。

So when we're setting up a shipping location, our team works with that shipper, our operations team will call that shipper and say, hey, what are your parameters? What are your windows? Work gate do we need to come into? Who does the driver need to speak to? So we're preloading all that shipping information before there's ever been moved out of a location or into a location. So when a driver receives their tender from the system, it'll have all that information, contact phone numbers, addresses, delivery parameters, and our system will grade the driver. If they're in fractions, our operations team will make a call and say, hey, let's strike one. We're giving you all the data you need. You want to work directly with Toyota, they need you to follow these instructions. And the carriers are coachable, right? They're not doing it on purpose. So at the end of the day, it's all about the information you're willing to share and how detailed do you want to be? We hold our dealers hands or shippers hands on, hey, we need details. The more details, fewer problems we're going to see, where you run into issues or around holidays or end of the month and end of the quarter, where people extend their hours because they've got to hit numbers. We ask them that, hey, if if anything's changing, change the system, you have access to it, or if you don't want to change it, center ops team and email will change it. But at the end of the day, it's like anything else. There is a little bit of a manual process in that in the beginning. But once it's preloaded and set, and that becomes a consistent shipping lane, then the right communication is there. And we're also seeing once we see consistent volume in a specific lane, we're seeing the same carriers run those lanes over and over again. So now you're really seeing a consistent service model because those drivers have been there 10 times, 20 times, 30 times, they know the process. They know what your expectation is. And that's what we're trying to do is really drive that relationship between shipper and carrier, let them communicate together, let them collaborate together, let them figure out what works for them. And at the end of the day, after the setup process, we're not really involved anymore.

所以当我们设置一个运输位置时，我们的团队与运输商合作，我们的操作团队会给那个运输商打电话，问他们有哪些要求？他们的运输时间是什么？我们需要进入哪个工作门？司机需要和谁交谈？所以我们会在任何货物被运出或进入一个地点之前加载所有这些运输信息。因此当司机从系统中接收到他们的交通通知时，它会包含所有这些信息，联系电话号码，地址，送货参数，而且我们的系统会评估司机。如果他们有问题，我们的操作团队会打电话说，嘿，这个问题是一个亮点。我们已经给你所有你需要的数据。你希望直接与丰田合作，他们需要你遵循这些说明。而承运商可以接受指导，对吗？他们并非故意这么做。因此在一天结束时，这一切都取决于你愿意分享多少信息以及你愿意有多少细节？我们和我们的运输商手牵手，“嘿，我们需要更多的细节”。细节越多，问题就越少。在节假日或月底季末时，问题会出现，因为人们必须完成任务。我们会问他们，嘿，如果有什么变化，请更改系统，你可以访问它，或者如果你不想更改，发送运营团队电子邮件将更改。但是在一天结束时，就像其他任何事情一样。在一开始，那里有一点手动过程。但一旦加载和设置完成，并且这变成一个持续的运输道路，那么正确的沟通就在那里。我们还发现，一旦我们在特定道路上看到稳定的货运量，我们会看到相同的承运商一次又一次地运行这些航线。所以现在你真的看到了一个持续的服务模型，因为那些司机已经去过那里10次，20次，30次，他们知道流程。他们知道你的期望是什么。而我们试图做的就是真正推动托运商和承运商之间的关系，让他们互相沟通，合作，找出适合他们的方法。而一旦设置好后，我们在一天结束时就不再真正涉入其中。

I want to shift for a second to market, right? Like, you obviously are working with 300 dealers, you have tons of data here. What are you seeing in the market right now in terms of rates, right? We know inflation is kind of ramping up again. We know just prices across the board have gone up over the last couple of years. But today, as it stands, right? Where are we at with shipping rates, averages? Are you seeing a rise right now with spike? Where are we at? Yeah, I think we're seeing a slight rise, nothing extreme. I think a lot of it has to do with, you know, supply and demand. I mean, that's really what drives any trucking rate in the US. OEMs are pumping out more cars than they did a year ago, two years ago. So there's volume surges. We know where the market world is, but we're marketed prices have dropped dramatically. So we're starting to see an uptick in auction buying. So when there's more cars to ship, of course, it's going to cost a little bit more to ship them. It's simple math, supply and demand. And there are certain markets that are depressed around the country right now based off of seasonality changes. And then there are certain markets that are surging. Our system will track that and follow that. Snowbird season is a prime example. You see massive surges in December and January out of the Midwest and in East Coast going to Florida. There's just a lot of snowbirds heading south for the winter and we're shipping their cars down there. Other people are shipping their cars down there. So the cost to ship those vehicles that time of year out of the Midwest and Northeast are twice what they are right now. Right now, snowbirds are coming back home. So the cost to ship the vehicles out of Florida back to the Midwest and East Coast are a lot more expensive than they were two months ago, three months ago. So it's simply about following different trends, different seasonality trends to kind of stay ahead of some of that.

我想转移到市场方面，对吧？就像，你显然正在和300家经销商合作，这里有大量的数据。目前市场上的运价情况如何？我们知道通货膨胀又开始加剧了。我们知道过去几年来价格普遍上涨。但是，就目前来看呢？运费率平均水平如何？你是否看到了上涨的趋势？我们目前处于何种情况？是的，我认为我们看到了轻微的上涨，没有什么极端的情况。我认为这很大程度上与供需关系有关。这确实是美国任何一家卡车运输公司都要考虑的因素。原始设备制造商比一年前、两年前都要生产更多汽车。因此出现了货量激增。我们知道市场世界在哪里，但市场价格已经大幅下降。因此我们开始看到拍卖购车量在增加。当有更多的汽车需要运送时，当然，运输成本也会略微上升。这是简单的供需关系。目前，基于季节性变化，全国各地的某些市场处于低迷，而其他市场则在增长。我们的系统将追踪并跟踪这些情况。雪鸟季节是一个典型例子。你会在12月和1月看到中西部和东海岸到佛罗里达的大量汽车需求增长。有很多雪鸟冬天前往南方，我们将他们的汽车运到那里。其他人也在将他们的汽车送到那里。因此，这个季节出发的汽车运输成本是现在的两倍。现在，雪鸟们回家了。因此，从佛罗里达将汽车送回中西部和东海岸的成本比两个月前、三个月前要高得多。因此，我们需要跟踪并了解不同的趋势、不同的季节性趋势，以便提前应对。

But then also, natural disasters can cause major fluctuations in rates. End of quarter and a month at a certain OEMs can get a little bit crazy in specific markers where manufacturers are located because they're going to pump and surge volume out of certain markets. So we're seeing a gradual uptick in the cost to ship vehicles right now and we feel that that will continue. Just as supply really comes back on to the market from the OEMs and we're seeing great deals at dealerships. There's incentives. Use car prices are dropping because of those incentives. So we feel that the market's starting to heat up a little bit.

然而，自然灾害也可能导致汇率大幅波动。季末和某些原始设备制造商的某个月份可能会在特定市场变得有些疯狂，因为他们将会在某些市场推动和增加产量。所以我们目前看到汽车运输成本逐渐上升，我们认为这种趋势将持续下去。随着原始设备制造商供应增加到市场上，并且我们注意到经销商推出了很棒的优惠，有激励措施。二手车价格也因为这些激励措施而下降。因此，我们感觉市场开始有点升温了。

If I'm a carrier, why do I want to work with you? Like why do carriers prefer to work with you in general? That's a great question. And the carrier response has been unbelievable. I think the main reason they choose to work with the all the holier exchanges because they feel they're getting control back. That was ultimately when we first started having these conversations a couple of years ago, the carriers were very frustrated. They didn't have direct access to the opportunity. They had to work through brokers most of the time. So we basically said, I give you direct access to say 50 ship rigors. Say I'm in Metro Detroit. I'm a carrier Metro Detroit owned five trucks and I move. I got five three car haulers and I've got to wait for a broker to call me for every opportunity or I can log into a marketplace and see thousands of opportunities sitting right outside my door from multiple vendors, multiple shippers. And I have the ability to work directly with them, communicate directly with them. I don't have to go through a third party anymore. I know I'm going to get paid just as quickly as I needed to because Auto Hall or handles the payment processing and then we build a vendor. So they don't have to worry about payments. They don't have to worry about who they're working for. They know that the VINs are legitimate because the person that owns the vehicle is marketing the vehicle, right? Whereas a broker, I might post on five different load wars, 10 different shipments when I only have one because I'm trying to find the cheapest truck. So that is a big difference between a load board and a marketplace. What's marketed on the marketplace, the Auto Hall or Exchange, is actual VINs being posted by the actual owner of the vehicle. Whether it's a consumer, an auction, a dealer, an OEM, those vehicles are coming directly from the source so that the carrier can trust it. They can trust that that shipment is legit. They get direct communication link to that shipper. They get a direct communication link to that receiver. They're managing the process. They're managing the relationship for there. So now they have the control back. It's up to them to grow that business with the opportunities that the exchange is providing them. So like I said just a second ago, we really haven't marketed the carriers directly and we have over 3,500 carriers that have signed up into the exchange.

如果我是一个承运人，为什么我想要和你们合作呢？一般来说为什么承运人更倾向于和你们合作呢？这是一个很好的问题。承运人的回应让人难以置信。我认为他们选择和所有更神圣的交易所合作的主要原因是因为他们感觉他们重新获得了控制权。当我们几年前首次开始进行这些对话时，承运人非常沮丧。他们不能直接获得这个机会。他们大多数时候不得不通过经纪人来工作。于是我们基本上说，我给你们直接访问50家船厂的机会。比如我在底特律市，我是一家拥有五辆卡车的底特律市的承运人，我运营着五辆三车运输车，我要等待经纪人为我提供每一个机会，或者我可以登录到一个市场，看到成千上万的机会就在我门外，来自多个供应商，多个托运商。而且我有能力直接与他们合作，直接与他们沟通。我不再需要通过第三方了。我知道我会得到和我需要的一样快的支付，因为Auto Hall or处理支付，然后我们向供应商收费。所以他们不必担心支付问题。他们不必担心他们为谁工作。他们知道这个VIN是合法的，因为拥有车辆的人正在销售车辆，对吧？而经纪人可能会在五个不同的装载板上发布，10个不同的货运，而我只有一个，因为我想找到最便宜的卡车。因此，市场与货运板之间存在很大的区别。在Auto Hall或者Exchange上进行市场营销的内容是真正的VIN，由车辆的真正所有者发布。无论是消费者、拍卖、经销商、还是汽车制造商，这些车辆都是直接来源，因此承运人可以信任。他们可以相信这个货运是合法的。他们可以直接和托运商沟通。他们可以直接和接收方沟通。他们管理这个过程。他们管理关系。因此，他们现在重新获得了控制权。他们可以利用交易所为他们提供的机会来发展业务。就像我刚才说的一样，我们实际上并没有直接营销承运人，但我们有超过3500家承运人已经注册进入交易所。

Well, yeah, you're providing more value, which doesn't surprise me. And well, I want to flip to the other side then, right? I have experience with obviously shipping to consumers. What do you think about that? Number one, are you shipping to consumers? Number two, do you think that's something that it's going to continue rising in our industry, right? Because it has retracted since COVID craze when cars were shipping everywhere. There was no supply. Now there's more supply. People can find cars in the local markets. So are you shipping to consumers? And do you see that as like a secular tailwind for the industry? I think it's an absolute tailwind. I think direct to consumers where it's headed. Yeah, I mean, if you look at the consumer today, they're used to shopping with their thumbs. They're used to shopping on multiple marketplaces, multiple websites. And they're not going to go pick that item up. I'm not driving to Amazon to pick up the boxes.

嗯，是的，你提供了更多的价值，这并不让我感到惊讶。我想转向另一方面了，对吧？我显然有着向消费者发货的经验。你对此有什么看法？第一，你们是否在向消费者发货？第二，你认为这在我们这个行业会继续上升吗？因为自从COVID疫情疯狂时汽车到处运输之后，它已经收缩了。现在供应更多了，人们可以在当地市场找到车辆。所以你们是否向消费者发货？你觉得这是否会成为行业的持续助推力？我认为这绝对是一股助推力。我认为直接面向消费者是未来的方向。是的，我是说，如果你看看今天的消费者，他们习惯用大拇指购物，他们习惯在多个市场、多个网站上购物。他们不会去拿那个物品。我不会开车去亚马逊拿快递。

I'm not driving to wherever my wife's shopping to pick up the clothing she bought for my kids. It's being delivered to my house. So we've been pleasantly surprised that within the auto-holic exchange, we've had hundreds, several hundred consumers directly reach out to us to move their vehicles. We didn't initially build the product for direct to consumer, but we have the ability to do that. So we've been doing that for dealers in our network that have asked us to deliver directly to consumers. But also consumers are marketing their cars to ship, whether they're snowbird or they've been transferred, they're moving, things of that nature. And we're building in a platform to make that more efficient and easy for them so they can swipe their credit card and it's paid and it's done. But I absolutely see that market growing because our consumer demands it. That's the lifestyle we're used to. My kids, I don't know if you have kids, but my kids, they're used to boxes showing the other three. Are they used to boxes showing up at the house? And that's what we bought? They're too young for that, but they're used to mom buying stuff on the box. 15 year old daughter and she's used to seeing boxes show up at the house. It drives me a little breezy sometimes. But that's just the life they've lived in. It's a different consumer than it was 10 years ago, 20 years ago. I love it.

我不会开车去我妻子去购物的地方取孩子们买的衣物。它们会送到我家。因此，我们惊喜地发现，在汽车上瘾的交换中，已经有数百名消费者直接联系我们来移动他们的车辆。我们最初并不是为直接消费者建立产品，但我们有能力做到这一点。因此，我们已经为我们网络中的经销商直接送货给消费者。但消费者也在推广他们的汽车进行运输，无论他们是过冬的雀鸟还是已经转移，他们在搬家，等等。我们正在建立一个平台，使其对他们更高效和方便，这样他们可以刷信用卡，支付完成。但我绝对看到这个市场的增长，因为我们的消费者需求。这是我们习惯的生活方式。我的孩子们，我不知道你是否有孩子，但我的孩子们，他们已经习惯了包裹出现在家里？家里经常有快递包裹？他们还太小了，但他们已经习惯妈妈在包裹上购物。我有一个15岁的女儿，她已经习惯了看到包裹送到家里。有时候这让我感到有些失望。但这就是他们生活的方式。这已经是与10年或20年前不同的消费者。我喜欢这种方式。

All right. So I want to talk about EVs. You mentioned a very interesting anecdote to me about EVs that I'll let you kind of tell the story here. But specifically, I want to talk about EVs because I know now that I tweeted about this a couple of times that use car dealers are spying and selling more EVs. And the reason that's happening is driven really by the tax credit, which is being applied sort of as a down payment, especially for a subprime consumers that maybe need to be at a lower loan to value ratio under loan or whatnot. They're getting $4,000 applied to their vehicle. It's remarkable. So with that said, I'm just hearing use cardiators are buying more EVs or dealers that are selling used cars are simply buying more because it's a more lucrative sale. So I'm curious to know from your end, right?

好的，我想谈一下电动汽车。你给我讲了一个很有趣的电动汽车趣事，我让你自己来讲。但是我特别想谈一下电动汽车，因为我现在知道我发推文几次关于二手车经销商在偷偷销售更多的电动汽车。这种情况发生的原因主要是由税收抵扣驱动，这被应用为一笔首付款，特别是对于那些可能需要在低贷款价值比下进行贷款的次级消费者或其他什么的人。他们将收到4000美元的抵扣用于他们的汽车。这是非常值得注意的。所以，我听到二手车经销商正在购买更多的电动汽车，或者售卖二手汽车的经销商只是因为这是更有利可图的销售。因此，我很好奇从你那里了解更多。

Well, if you could share the anecdote with us, which I found very interesting and I had never thought about shipping EVs or in the depth that you shared with me. But also, what it's how EV shipping is impacting the industry in any way. What are the biggest differences? I think the biggest difference that we have seen, I mean, obviously EVs aren't going anywhere. They may have slowed to some degree, but you're also seeing a pop in the remarketed space, which is interesting. And I think that tax credit has lots to do with it. Yeah, driven by price, really.

如果你能与我们分享这个趣事，我发现它非常有趣，我从未想过运输电动汽车或者你与我分享的深度。而且，电动汽车运输对行业造成了什么影响。最大的区别是什么？我认为我们看到的最大区别，我是说，显然电动汽车不会消失。它们可能在某种程度上放缓了，但你也会看到二手市场正在蓬勃发展，这很有趣。我认为税收优惠在其中起了很大作用。是的，主要是由价格驱动的。

A hundred percent. But on the shipping side of it, something that I particularly didn't consider when we first started shipping EVs was the actual weight of the batteries. We have one particular manufacturer that I'm not going to mention any names, but they produce a very heavy vehicle. And we have to send in eight or 10 car haulers to pick up their vehicles because of the weight distribution. And they're only fitting four to five vehicles on the truck. And if I compare that to picking up large SUVs or pickup trucks, I'm going to load seven to eight of those on the same truck because of the weight distribution. The weight distribution on a combustible engine pickup truck versus a battery power truck or SUV is considerably different, almost double in some cases.

百分之百。但在运输方面，有一些事情我特别没有考虑到当我们开始运输电动汽车时，那就是电池的实际重量。我们有一个特定的制造商，我不打算提任何名字，但他们生产非常重的车辆。我们不得不派出八到十辆汽车拖车来接他们的车辆，因为重量分布的原因。他们只能在卡车上装载四到五辆车。相比之下，如果我比较接送大型SUV或皮卡，我可以在同一辆卡车上装载七到八辆，因为重量分布的原因。燃油发动机皮卡与电池动力皮卡或SUV之间的重量分布在某些情况下差异很大，几乎是两倍。

So that's going to drive up more shipments across the board. It's a less efficient process because you're not shipping as many cars at the time. But due to weight restrictions on the roads throughout the United States, a carrier has to max out at 80,000 pounds in most states. If you're interstate, that's what you have to max out on. So with the weight of some of these EVs, we just can't ship as many, which is going to drive up the need for more trucks in the marketplace. And again, not something that I ever considered. I never thought about it. Never crossed my mind until we were sent in and said, Hey, we're going to pick up eight of these. They're like, no, you can only get four in that truck. Like, hold on, what's going on here? Like, don't you know how much these weigh? Oh, yeah. It's like done. Yeah. Well, Royce, I mean, this has been very fascinating. I learned a lot. So thank you for that. I want to transition to just your outlook. I mean, what's next for AutoHauler Exchange, right? Like, what does the future look like for you? And then I also want to know, I want to get your take on what's next for our industry. So to kind of split that up for us, give us one by one. Yeah, I think, you know, for AutoHauler Exchange, it's to continue being problem solvers. You know, we came up with a concept to build a marketplace for logistics. That has proven market fit and need and it's growing. And we're going to continue to improve on the product. We're going to continue to listen to our shippers and carriers to make it a more efficient product, the smarter product. But we're also going to add new opportunities to become stickier with our shippers and our carriers to provide more opportunities to them, whether it be outside of logistics, just for the automotive space in general, or the dealership space in general. We have a few products that we're working on to complement what we're currently building. One of those actually just launched last week, it is having a very successful beta, but it's still wet cement. I can't really get into the details of that yet. Maybe in our next conversation, I'll have much more to share there. But AutoHauler is, you know, here to grow, we're here to stay. And we're here to solve problems in the automotive industry that to help drive revenue back to the dealers that they were losing through some of the decisions they were making that they didn't even know they were losing and to find a way to drive more opportunities direct to carriers because we have to start building up our carrier network, or we're going to have a real problem a decade from now. You know, drivers are walking away from the industry. You know, the baby boomers are retiring.

这将会推动更多的货物运送。这是一个效率较低的过程，因为你不能同时运送太多汽车。但由于美国各地道路的重量限制，大多数州的承运商在大多数情况下必须以80,000磅为最大限制。如果你跨州运输，那就是你的最大限制。考虑到一些电动汽车的重量，我们就不能同时运送太多，这将增加对市场更多卡车的需求。这是我从未考虑过的事情。直到有人告诉我，嘿，我们要载走八辆这样的车。他们说，不行，这辆卡车只能装四辆。我愣住了，这是怎么回事？难道你不知道这些车的重量吗？哦，知道了。嗯，Royce，这非常有趣。我学到了很多。谢谢你。我想转向你对未来的展望。AutoHauler Exchange接下来会怎样？对于我们行业接下来会发生什么，我也想了解你的看法。分开来说说吧。是的，我认为AutoHauler Exchange的目标是继续成为解决问题的人。我们提出了一个为物流建立市场的概念。这已经证明了市场的适应性和需求，并且正在不断增长。我们将继续改进产品。我们将继续倾听承运商和货主的意见，使产品更高效、更智能。但我们还将增加新的机会，与货主和承运商建立更紧密的联系，为他们提供更多机会，无论是物流之外，还是汽车行业或经销商空间。我们正在开发一些产品，以补充我们目前正在建设的产品。其中一个产品上周刚刚推出，目前正在进行非常成功的测试阶段，但仍在试水阶段，我还不能透露太多细节。也许在我们下次对话中，我会有更多的分享。AutoHauler Exchange是为了增长、为了留下。我们致力于解决汽车行业的问题，帮助经销商通过他们甚至不知道会损失的决策来提高收入，以及找到一种方式直接吸引更多的承运商，因为我们必须开始建立我们的承运商网络，否则十年后我们将面临真正的问题。司机们正在退出这个行业。婴儿潮一代正在退休。

You know, Generation Z and millennials, they don't want to drive a truck. But if we find a way to make it efficient to help them make a lot of money in that truck, to help them have route optimization tools and AI tools to give them, you know, routes that they can get home to their kids on an evening or a weekend in a much more efficient way. And we can help them do it with their thumbs because that's how they're used to living. You know, that's the type of intuitive technology we're building and we want to continue to grow. But I think people need to really realize how many drivers have left the market in the past decade across freight together. You're talking hundreds of thousands. You know, there's a shortfall of hundreds of thousands when you combine freight with vehicle logistics, you're two or 300,000 drivers short. But when you say left the market, I mean, where are they going? Like, what are they doing? They're retiring like having an Amazon truck. Amazon delivery route, right? Or I'm doing daily movements for Amazon or bumping a dock at Walmart for their marketplace, right? Those drivers are getting paid just as much as a vehicle logistics driver who, by the way, has to load his truck in the rain, sleet or snow responsible for those damages. Right? I think they're the most professional driver in all of logistics that I've experienced. They're the only ones that I know that actually load their truck every day other than maybe a flatbed carrier. So we need to figure out a way to get more people in trucks. And I think if we can drive more revenue towards them, give them control of what they pick up each and every day and where they're delivering each of them every day, it's going to make it a more appealing career move. So that's the type of efficiency and product that we're trying to drive to the market. The industry as a whole, I think, is exciting right now. I really do. I think there's a lot of interesting conversations around technology, AI, and me just entering the space in 2021 to today has been light years of advancement in the conversation.

你知道，Z世代和千禧一代，他们不想开卡车。但如果我们找到一种有效的方法来帮助他们在卡车上赚很多钱，为他们提供路线优化工具和人工智能工具，让他们能够以更高效的方式回家和孩子们一起度过一个晚上或周末。我们可以帮助他们用手指操作，因为这是他们习惯生活的方式。你知道，这就是我们正在建立的直观技术，并且我们希望继续增长。但我认为人们需要真正意识到在过去的十年里有多少司机离开了整个货物运输市场。你在谈论数以千计的司机。当你结合货运和车辆物流时，你缺少两三百万司机。但是当你说他们离开市场时，我是指他们去哪了？他们是不是退休了，像有一辆亚马逊卡车。亚马逊快递途径，对吧？或者是每天为亚马逊运作，或者在沃尔玛的市场上停靠。这些司机的工资与车辆物流司机的工资一样高，而车辆物流司机必须在雨中、雪中负责装载卡车，负责这些损害。我认为他们是我所经历过的所有物流业务中最专业的司机。他们是我知道的唯一每天装载卡车的司机，也许还有载货平板运输者。所以我们需要想办法吸引更多人驾驶卡车。我认为如果我们能为他们创造更多收入，让他们控制每天取和送货的地点，这将使这个职业变得更具吸引力。这就是我们正在试图推向市场的效率和产品。整个行业目前我认为非常令人兴奋。我真的是这么认为。我认为关于技术、人工智能的讨论非常有趣，而我在2021年入行至今，在这方面已经取得了长足的进步。

You're seeing a lot of good tech companies pop up. A lot of good products out there that I think make the driver experience better, make the shipper experience stronger. So we'll be a part of those conversations. We're going to try to drive solutions with those same people. And like I said in the beginning, we're here to solve problems and we're going to continue to build products that will. I love it. Royce. Thanks so much for coming on. This has been super interesting. If anyone wants to get in touch with you, is there an email that you can share where they can reach out? Yeah, they can reach out to me directly. Royce at auto-hollerx.com. Or if they want to just check out our business, our website is www.auto-holler-exchange.com. And we'll throw the link up in the show as below. Royce, new Bower. Thanks for coming on. I appreciate it. Thank you for having me. 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.

你会看到很多优秀的科技公司涌现。我认为市场上有很多优秀的产品，能够提升司机的体验，增强发货方的体验。所以我们会积极参与这些讨论。我们将与这些同行一起努力寻求解决方案。就像我之前说的，我们在这里解决问题，我们将继续开发有用的产品。我很喜欢。罗伊斯，谢谢你的参与。这真的很有趣。如果有人想要联系你，你有邮箱可以分享吗？是的，他们可以直接联系我。我的邮箱是Royce@auto-hollerx.com。或者如果他们想要了解我们的业务，可以访问我们的网站www.auto-holler-exchange.com。我们也会在节目中放上链接。罗伊斯，纽鲍尔，感谢你的参与。我很感激。谢谢你邀请我。希望你们喜欢这一集。请给节目评分，考虑订阅节目，并查看节目笔记中我们讨论的链接。感谢收听，下次见。