Secrets to Building the Largest Honda Store in the U.S. | Car Dealership Guy Podcast

It's about 800,000 square feet, the largest Honda dealership built in America. Cause we've always believed we were gonna be number one. A gas station, barbershop, an actual courthouse. Three surprising things that can be found at one of the nation's top Honda dealerships. But the real secret to building one of the most successful dealer groups in the nation, philanthropy and lots of it. Today I'm speaking with Rita Case, CEO of the legendary Rick Case Auto Group based out of South Florida. Don't forget to click subscribe so you never miss an episode.

这个Honda经销店占地大约80万平方英尺，在美国是最大的。因为我们一直相信我们会成为第一。一个加油站、理发店，甚至是一个真实的法院，这些都可以在全国顶级Honda经销店发现。但建立全国最成功的经销商集团的真正秘诀是慈善和大量的慈善活动。今天我和南佛罗里达著名的Rick Case汽车集团CEO Rita Case进行了对话。别忘记点击订阅，以便您永远不会错过任何一集。

But before we get into the show, this episode is brought to you by podium. Here's a question. How much would your business change if you had one more employee who worked 24 seven to turn every lead including the ones that come in after hours into a test drive, sale and more money for your dealership? Meet Jerry, podium's new AI BDC. Jerry is the lead conversion powerhouse designed to respond instantly to every incoming lead to answer questions accurately, keep leads warm and schedule test drives all without direct human supervision. The best part, with a seamless handoff to staff on the sales floor, customers will never know they were interacting with an AI to begin with. Text CDG to 706 710 2303 to see how Jerry is selling more cars for dealerships around the country. That's CDG to 706 710 2303 or click the link in the show notes below.

在我们开始节目之前，本集节目由 podium 带来。这里有一个问题。如果你有一个额外的员工，可以全天候工作，将每个潜在客户转化为试驾、销售，为你的经销商带来更多收入，你的业务会有多大的变化？来认识一下Jerry，podium的新人工智能BDC。Jerry是一台强大的潜在客户转化机器，可以立即回应每一个输入的线索，准确回答问题，保持潜在客户的温暖，并安排试驾，而无需直接人工监督。最棒的地方是，借助与销售现场工作人员的流畅交接，客户永远不会察觉他们最初是在与AI互动。发送CDG到7067102303，看看Jerry是如何为全国各地的经销商销售更多汽车的。这是CDG到7067102303，或者点击下方节目说明中的链接。

This episode is also brought to you by Four Eyes, Batman and Robin, Jordan and Pippin, Frodo and Sam. You get the idea. Now add to the roster of heroes elevated by an iconic sidekick, salespeople in Four Eyes. When salespeople need to stay in front of more prospects and BDC teams can grind any harder, dealerships turn to Four Eyes. Four Eyes supports sellers with a complimentary skillset that elevates their performance. This includes automated lead logging, personalized inventory updates based on shoppers interests and real time alerts when a prospect is back on your website. All of this while making sure dealers maintain control of their process the entire time. Automotive is a people business and Four Eyes is in the business of helping your people stay in a spotlight. You can learn more at foureyes.io or click the link in the show notes below.

本集节目也由“四眼仔”、“蝙蝠侠和罗宾”、“乔丹和皮平”、“弗罗多和山姆”等一同带给大家。你已经明白了吧。现在，让我们将四眼仔的销售人员加入到由标志性搭档提升的英雄名单中。当销售人员需要接触更多潜在客户，而BDC团队不能再加倍努力时，经销商就会求助于四眼仔。四眼仔为销售人员提供了一套免费的技能，提升了他们的业绩。这包括自动化的线索记录、根据购物者兴趣进行个性化库存更新，以及当潜在客户再次进入您的网站时实时提醒。所有这些操作都能确保经销商在整个过程中保持对流程的控制。汽车行业是一个以人为本的行业，而四眼仔的业务就是帮助您的员工保持在聚光灯下。您可以在 foureyes.io 获取更多信息，或点击下方节目说明中的链接。

Read a case on the CDG podcast, read a welcome. Hey, thank you very much, Ose. How does a husband and wife duo, two car dealers get to be number one in the country? Yes, we had a lot of fun the whole way. I was very good in one area of the business. He was very good in another area of the business. So that was the first key to our success. I was really involved in the office, parts and service, human resources and building that part of the business to structure the operations. And he was about how can I sell more than anybody else? So we both had different directions and that made a very good combination for a very successful partnership. We both wanted to be the best we could be what we were doing. We respected each other. That's I think is key.

在CDG播客上听取了一个案例，读了一篇欢迎词。嘿，非常感谢你，Ose。一个丈夫和妻子的双人车商如何成为全国第一？是的，我们在整个过程中很开心。我在商业的一个领域很擅长。他在另一个领域也很擅长。这是我们成功的第一个关键。我主要负责办公室、零部件和服务、人力资源以及构建业务结构方面的工作。他关心的是如何比其他人卖得更好？所以我们两个有不同的方向，这为我们非常成功的合作奠定了基础。我们都想做到最好。我们尊重彼此。我认为这是成功的关键。

But when it came down to compromise, we would make a list. He would say what he thought was, and I'd say what I thought, if there was a tie, he always won. I always let him win. But, and that was okay. That was just the way the partnership worked. And how many years did you and your late husband rake? How many years did you work together with? Actually, when we met, which was in 1977 at a 120 group meeting, we ended up getting married in 1980. So I was in Santa Rosa, California. He was in Akron, Ohio. So we never lived together or anything. When we got married is when we started our actual, married life together. So it was since 1980, we've been together and building our business together. Wow. So you worked as a husband and wife duo for 40 years, roughly speaking.

但当涉及到妥协时，我们会列出一份清单。他说出他的想法，我也说出我的想法，如果出现平局，他总是赢。我总是让他赢。但这也没关系。这就是合作伙伴关系的工作方式。您和您已故丈夫一起工作了多少年？您俩一起工作了多少年？实际上，我们是在1977年在一个120人团体的会议上认识的，然后在1980年结婚了。所以我当时在加利福尼亚州的圣罗莎，他在俄亥俄州的阿克伦。所以我们从来没有住在一起或任何接触。我们结婚后才开始了我们真正的婚姻生活。所以自1980年以来，我们一直在一起并共同经营我们的生意。哇。所以大致上说，您和您的丈夫作为一对夫妇共同工作了40年。

And I wanna ask you about that, but you also came from a car dealership family. Is that correct? Well, my dad was one of the first Honda motorcycle dealers in 1959 when they came to the country. And in 1968, when Honda decided to bring a car to the United States, they offered it to their motorcycle dealers because that was their network. And my dad was the first assigned Honda automobile dealer in the country. So he's dealer number one. And that was in Santa Rosa, California. The dealers originally, the car dealers were originally given to California dealers cause Honda was based in LA, their motorcycle division. And that's how it started.

我想问你关于这个，但你也来自一个汽车经销家庭。这是正确的吗？是的，我的爸爸是1959年第一个成为本田摩托车经销商的人，当时他们来到这个国家。1968年，当本田决定把汽车引入美国时，他们把它提供给了他们的摩托车经销商，因为那是他们的网络。我的爸爸是全国第一个被指定为本田汽车经销商的人，所以他是第一家经销商。那是在加利福尼亚州圣罗莎。最初，汽车经销商是给了加利福尼亚的经销商，因为本田的摩托车部门总部在洛杉矶，这就是开始的原因。

So my dad was a motorcycle dealer. He ended up becoming a Honda car dealer in 1968. I started selling Hondas when I was in high school because it was such a small little car. If you remember, the engine was less powerful than some of the Honda motorcycles produced at the time and it was the smallest car presented in America. It was even smaller than the Volkswagen Beetle. So I was selling those in high school and after school, my parents shot. So that's how I got my car. So I started with my car, but mainly we were selling motorcycles. It wasn't until the oil and bar go that the Honda product really took off. Same with Datsen and with Ljoda. So this was meant to be, right? You came from a family with selling Hondas. You married a Honda dealer. I mean, this was all meant to be. And what years were you the number one dealer nationwide? Well, Rick was the number one in the 70s. He was the number one dealer at Akron and Cleveland in the country. And then as the dealerships in LA continued to grow and think, but he had even been number one in the country in the, in some of the years in the 80s, but not in the late 80s, more in the early 80s when the accord first came out in 1980. And then we then ended up getting the franchise here in Fort Lauderdale in 2002.

所以，我爸爸是一名摩托车经销商。他最终在1968年成为了本田汽车经销商。我在高中时开始销售本田汽车，因为这款车型非常小巧。如果你还记得，那时的引擎比当时生产的一些本田摩托车都要弱，它是美国市场上最小的车型。甚至比大众甲壳虫还要小。所以我在高中时卖这些车，放学后父母也帮忙。这就是我得到自己车的方式。所以我是从我自己的车开始的，但我们主要还是卖摩托车。直到石油危机爆发，本田的产品才真正开始起飞。和达特生以及利奥达一样。所以这是命中注定的对吧？你来自一个销售本田的家庭。你还嫁给了一位本田经销商。我是说，这一切都是命中注定的。你们在哪些年份是全国销量第一？嗯，里克在70年代是排名第一的。他是全国阿克伦和克利夫兰地区的第一大经销商。然后，在洛杉矶的经销店不断壮大和思考，但在80年代的某些年份，他甚至曾经是全国第一大经销商，但不是在80年代后期，更多是在80年代初期，当1980年第一款雅阁上市时。然后我们在2002年在劳德代尔堡这里获得了特许经营权。

So when we opened that dealership, we were number one in the country in 2003 and we're number one right now. So you're number one right now in Honda today, presently? Yeah, today was the number one volume dealer year to date for Honda 2024 with the number one volume dealer for Volkswagen. And we have been that consecutive years. So yeah, most of our franchises are in the talk. We're number three. That's incredible. And we're number, we're number three of the Hyundai number seven with Kia in the country. That's incredible. So I want, before we get into the business side, I think you bring a very unique perspective here as having worked, you know, as a husband and wife duo for so many years. I wanna just first like car business aside, do you recommend this to people in general, working with your spouse? There's, you hear so many like negative things and then there's people that are like, oh, it's no, it's great. Like what's your take on this? Wow, that's a great question. I really think it has to do with the each individual person's passion. If you're a person that doesn't really, just wants to support your husband's career and to be that person that's a support to that career, that's one kind of relationship.

所以当我们开设那家经销店时，我们在2003年是全国第一，现在我们仍然是第一。所以你们现在是本田的第一吗，现在？是的，今天是2024年本田的全国第一大经销商，还是大众的第一大经销商。我们已经连续多年保持这个地位。所以是的，我们大部分特许经销商都在讨论中。我们在本国排名第三。这太不可思议了。我们在现国内排名第三，而在现国内用起来排名第七。这太不可思议了。所以在谈到商业方面之前，我认为你们有一个非常独特的视角，因为作为夫妻团队工作了这么多年。首先，不考虑汽车业务，你们推荐一般人和配偶一起工作吗？你听到很多负面消息，还有人说，哦，这很好。你怎么看待这个？哇，那是个很好的问题。我真的认为这取决于每个人的热情。如果你是一个不太在意自己的事业，只想支持你丈夫的事业，并成为那个支持他事业的人，那是一种关系。

It was different than my relationship. I wanted to win at what I was doing. He wanted to win at what he was doing and we both happened to be in the car business. So I supported him, he supported me, but that wasn't how we really operated. We were both had different goals and different directions and different past, different passions, but they just came together to make one dealership operation. So I really think it has to do with the two people and what they're trying to get out of their careers and the relationship.

这段关于两人关系的情况和我之前的关系完全不同。我想要在我所做的事情上获胜，而他想要在他所做的事情上获胜，巧合的是我们俩都是从事汽车行业的。所以我支持他，他也支持我，但这并不是我们真正运营的方式。我们俩有不同的目标、不同的方向、不同的经历和不同的激情，但它们合在一起组成了一个经销商的运作。所以我认为这取决于两个人以及他们想要从事业和关系中获得什么。

I mean, I think that makes sense, right? Like self-awareness. And so I guess what you're saying is like it's situational and we shouldn't just like draw a hard line black and white. And look, I'll tell you like from my perspective, right? Having grown up in a family business. It was, I mean, the highs were high, the lows were low. It was, there's some things that are obviously tougher about being in that environment. Whether you're in, by the way, whether you're an employee or you are a family member, right? It's just a different type of operating environment when you're operating in a family business. But I think NetNet brought me a lot of lessons for life, just problem solving and navigating really getting a level of emotional intelligence. I think it helps you develop that as well.

我是说，我觉得那是有道理的，对吧？就像自我意识一样。所以我想你的意思是，这是情境性的，我们不应该简单地划清界线，黑白分明。听着，我告诉你我自己的观点，对吧？我是在一个家族企业中长大的。那里，高处的喜悦和低谷的失落交替出现。在那种环境下，有一些显然更具挑战性的事情。无论你是雇员还是家庭成员，处于家族企业环境中运作时，这种运营环境是完全不同的。但我觉得，总的来说，这给了我很多人生的经验和教训，比如解决问题、驾驭情绪智商等方面。我认为这也帮助你发展这一方面。

Well, I mean, I was the dealer's daughter for so long. I was always discounted as just being in the meetings because I was Bill Manley's daughter. So people didn't even give me any sort of respect or any consideration. I was just the dealer's daughter. I was there because the dealer was there and he brought his daughter along. And then after I asked my dad to leave and let me run the store by myself because that was never gonna happen with him there, then I met Rick and I become the dealer's wife. I started all over again. You have to, in order to get respect at the level in which you might personally desire, you've gotta earn that respect. And it's much more difficult when you're the dealer's daughter or the dealer's wife, opposed to being not related to the dealership owners or the dealership leadership.

嗯，我的意思是，我很长一段时间都是掌柜的女儿。人们总是觉得我只是因为是比尔·曼利的女儿才参加会议而被忽视。所以人们甚至不给我任何尊重或考虑。我只是掌柜的女儿。我在那里只是因为掌柜在那里，他带着女儿一起来。然后在我请求我爸爸离开让我一个人经营店铺，因为他永远不会在那里发生，然后我遇到了瑞克，成为了掌柜的妻子。我从头再来。为了得到你个人所渴望的尊重水平，你必须赢得尊重。当你是掌柜的女儿或掌柜的妻子时，要获得尊重要困难得多，与不与汽车经销商所有者或经销商领导有关。

Yeah, well, obviously we know the industry term PhD. Papa has a dealership, but we haven't heard that industry term had, husband has a dealership. That's a new one. No, but in all seriousness, I mean, I think that, I love that line of chips on shoulders, put chips in pockets, right? It's like, it seems like just hearing you talk, it seems like you had this chip on your shoulder and you wanted to prove yourself. And to me, at least from the first, I had a five minutes of this conversation, that was likely a big driver of your success. So with that said, I do wanna move forward. And I wanna talk a little bit about just your operations today, your business. What does that look like today? And how have you reinvented yourself for operating, right? Since your husband passed, there's been obviously a transition in operations. I'm curious to know how you operate today.

是的，显然我们都知道行业术语博士学位（PhD）。爸爸有一家汽车经销店，但我们还没有听说过行业术语“有”，丈夫有一家汽车经销店。这是个新名词。不过说真的，我觉得，我喜欢那句“肩膀上的籽粒，放进口袋里”，对吧？听你说话，好像你一直怀有一种不服输的心态，想要证明自己。至少在我看来，在我们谈话的前五分钟里，这很可能是你成功的重要驱动力。因此，我想继续向前走。我想谈谈今天你的运营情况，你的业务。今天的情况是怎样的？在丈夫去世后，你是如何重新塑造自己的经营方式的呢？显然，在经营方面发生了变化。我很想知道你今天是如何经营的。

Well, when my husband had, what my husband did, what Rick did for the company was the advertising, the manufacturer relationships, these sales side of the unit sales, vehicle sales. And I worked on parts and service personnel, like you said, the financing, that side of it. When he passed away, it was right in COVID, 2020. We regrouped with my team, because I did have, you know, it was running all these dealerships and I did have long-term people that was always really a positive. When he passed away, we all got together, we decided all the things that Rick did for the company. And we figured out who was gonna be best to help me with those areas.

嗯，当我的丈夫去世时，他为公司做的事情是广告、制造商关系以及销售部门销售车辆。而我负责零部件和服务人员，还有财务方面。当他去世时，正值2020年新冠疫情。我和我的团队重新集结起来，因为我管理着所有这些经销商，并且拥有长期的团队成员，他们一直都非常积极。我们一起讨论了Rick为公司所做的一切，并且确定了谁最适合帮助我处理这些方面的工作。

And fortunately, I had a 16 year CMO for marketing. I had a 15 year sales leader. We had all the people that we had were long-term in our corporate office. There's seven of us, there's not a lot. And we all just regrouped and we, and for 35 years, he worked for one guy that produced all of our spots. We always, we didn't have an ad agency. We've never had, Rick was our ad agency. His brain was our ad agency. And we produced our own team, Rick and I were on all the TV spots, we produced our own radio spots, we did them ourselves, we did our own newspaper.

幸运的是，我有一位从事市场营销工作已经有16年经验的首席营销官。我有一位从事销售工作已经有15年经验的销售领导者。我们公司的所有员工都是长期在这里工作的。我们只有七个人，人数不多。我们都重新聚集在一起，35年来，我们都为同一位制作我们所有广告视频的人工作。我们一直没有广告代理商。我们的广告代理商就是Rick。他的头脑就是我们的广告代理商。我们自己制作广告团队，Rick和我出现在所有的电视广告里，我们自己制作广播广告，我们自己做，我们自己发布报纸广告。

So we worked with one gentleman who did that production for us. So after he'd been working with Rick for 35 years, we, it was pretty much, you know, the car business is the car business. We're not really got a new message. It's what's your payment, what are the new models? So he took over that advertising for us to continue that. So our operations really haven't changed much. We haven't added any more people. We just continue to do what we knew how to do.

所以我们和一个先生合作，为我们做了那个制作。因此在他和Rick一起工作了35年后，我们基本上知道，汽车业就是汽车业。我们并没有真的有新的消息。关键是你的付款方式和新车型号是什么。因此，他接管了我们的广告，继续进行。因此，我们的运营没有真正改变多少。我们没有增加更多的员工。我们只是继续做我们知道如何做的事情。

So I wanna break that down a couple, a couple of different segments. First of all, you mentioned that he was sort of the visionary with respect to marketing, right? And we know we're living in times where competition is more brutal than ever. There's crazy consolidation in the industry and marketing, brand positioning, what you offer as a dealership, in my opinion, is more important than ever. What have you done in the marketing front since he's passed? How have you handled that? How have you, you know, really focused on pioneering and continuing to be a leader in the market from that perspective? Well, before we passed away, we were seeing on TV and in all the ads and in all the radio as Rick and Rita. We were a team and we were in all the commercials. We were a family owned and operated dealership group.

所以我想把这个拆分成几个不同的部分。首先，你提到他在营销方面是有远见的，对吗？我们都知道现在的竞争比以往任何时候都更加激烈。行业内有疯狂的整合，营销、品牌定位、经销商所提供的服务，在我看来，比以往任何时候都更加重要。自从他离世以后，你们在营销方面做了些什么？你们是如何处理的？你们是如何真正专注于开拓市场，继续在市场上保持领先地位的？ 在他去世之前，我们在电视上、所有广告和所有广播节目中都能看到里克和丽塔。我们是一支团队，出现在所有广告中。我们是一个家族经营的经销商集团。

And we built a community around that brand. All of our stores are named the same thing. They're all named Rick Case. So when Rick passed away, I brought my two adult, our two adult children. We have two, Rick and I had two children, have two children, I should say, I'm sorry. And we brought, I brought them in immediately into the commercials. I never did a commercial by myself. So there was a period of about 30 days we went off TV, not our commercials, but without anyone on them while there was a period that the community found out that Rick had passed away because he wasn't sick very long. So then I brought my kids on. So now all of our commercials are with my son and my daughter and myself doing the commercials together.

我们围绕着这个品牌建立了一个社区。我们所有的商店都以相同的名字命名，都叫里克凯斯。所以当里克去世时，我带着我们的两个成年孩子进入了广告中。我从来没有一个人单独拍过广告。所以在大约30天的时间里，我们没有在电视上播放广告，但广告上没有人出现，这是因为社区发现里克过世了，因为他生病的时间不长。然后我带着我的孩子们一起上了广告。所以现在我们所有的广告都是我和我的儿子、女儿一起做的。

We are a brand that is one of the edge that I believe sets us apart. We are a family owned and operated dealership group. And we are the most recognized community leaders in Broward County, you know, South Florida. So that's our edge. So in your mind, having family on these commercials in your mind is an edge because it tells the community that you're true local family owned business. And that provides a competitive advantage. Is that how you see it? I absolutely believe that's true. Coupled with, we do so much community work.

我们是一家品牌，我相信我们与众不同的一点是我们是一家家族拥有和经营的经销商集团。我们是布劳沃德县，也就是南佛罗里达最知名的社区领袖。这就是我们的优势。你认为在广告中出现家庭成员是一种优势，因为这向社区表明你是一个真正的本地家族企业。这提供了竞争优势。你是这样看待的吗？我绝对相信这是真的。再加上，我们做了很多社区工作。

We are on, you know, we built, we just finished the largest workforce housing project in Broward County's history. We built 76 homes called the Rick Case Habitat Community for Habitat for Humanity. We started the project, our name is on it. We do, we just did CPR kits for every middle school and high school in Broward County. But we're doing these huge initiatives that we get recognition for as a newest article. And I think the combination of our community support and that we're a family owned and operated card dealership group is the edge that's going to keep us as this consolidation continues at a fairly rapid pace in South Florida. You're like a philanthropist disguising as a card dealer. Like.

你知道吗，我们正在做的，我们建造了布劳沃德县历史上规模最大的劳工住房项目。我们建造了76栋房屋，名为Rick Case Habitat社区，为人类家园组织。我们开始了这个项目，我们的名字也在上面。我们刚刚为布劳沃德县所有中学和高中提供了CPR套装。但我们正致力于这些巨大的倡议项目，并因此获得了最新的文章报道。我认为我们得到社区支持并且我们是一个家族经营的汽车销售集团是我们区别于其他竞争对手的优势，这将使我们在南佛罗里达地区持续进行的整合中保持领先地位。你就像个慈善家，假扮成汽车销售商。

We've been doing this. We so believe in the community. We never do it to go ours. I know I love like, I love pushing on this because I just think it's interesting to me that like there's like 30 logos on your website of different things you're involved with. I know you're sitting on multiple boards. I just find it interesting kind of, I like to dig into the brain. Like I want to know like why the drivers, right? That's what interests me. And it's like, why do this? Right?

我们一直在做这个。我们非常相信社区。我们从来不是为了赢利而做这些。我知道我喜欢像这样做，我喜欢推动这个，因为我觉得这对我来说很有趣，就像你的网站上有30个不同的logo，代表你参与过的不同事物。我知道你还参与了其他多个董事会。我觉得很有趣，我喜欢深入了解你的思维。我想知道为什么要这样做，这才是吸引我的地方。是什么驱使你这样做呢？

Like at the end of the day, you're going to sell cars and look, lots of people obviously, you know, we all want to get back to community. Everyone wants like we all want to be in a society that's driving, but like, is this, why is it so important to you? Right? And I'm not saying that by the way, I'm not saying that negatively. I'm not saying that negatively. I'm saying that in like a positive way. Like what is it about your life? Like how did you get so that you decide to position a business? I'm a marketer. So I think about brand positioning. And like your brand positioning is super clear to me. It's like the family, the community give back. That's definitely one way, right?

就像到了一天结束的时候，你会卖车，看，很多人显然，你知道的，我们都想回到社区。每个人都想要，就像我们都想要生活在一个进步的社会，但是，这对你来说为什么这么重要？对吧？我并不是消极地说这个。我并不是消极地说这个。我是以积极的方式表达。就像你的生活是怎么样的？是什么让你决定开设一家企业呢？我是一个营销人员，所以我考虑品牌定位。你的品牌定位对我来说是非常清晰的。就像家庭，社区回馈。这绝对是一种方式，对吧？

Let's look at the complete other way, right? You have like the big company, you know, I'm not going to pick on anyone, but like, you know, what's it like to say, car max, carvana, like that's very different. You're going to expect a very corporate experience, you know, clear expectations, it's like, da da da da da da. So is this like, why position yourself this way? Truly, we've always been caring about people. We truly would see a need and then we would go after it.

让我们换个角度看这件事，对吧？就像有大公司，你知道，我不会挑毛病，但比如说像卡玛克斯，卡瓦纳，类似的公司就很不同。你会期待非常公司化的体验，你知道，清晰的期望，就像，嗒嗒嗒嗒嗒。那么为什么要定位成这样呢？事实上，我们一直关心人。我们真的会看到需求然后采取行动。

When we had these, we had 16 bicycle stores all throughout the Northeast Ohio and all the way down to Cincinnati. And we had these bicycle stores and we would see these kids coming and wishing they had a bicycle during the holidays. And Rick and I go, you know what? What if we ask everybody in the community to bring in the bicycle, they no longer need because they're not using it anymore. They're kids out brought and we'll just give them to any kid that couldn't afford a bicycle. And I'm like, oh, that sounds like a really good idea.

当我们拥有这些自行车店时，我们在俄亥俄州东北部遍布16家自行车店，一直延伸至辛辛那提。我们拥有这些自行车店，看到这些孩子们在节日期间都希望能拥有自行车。Rick和我说，你知道吗？如果我们请社区的每个人捐出他们不再需要的自行车，因为他们不再使用它了，这些孩子就有自行车骑了。我们会把这些自行车分发给任何无法负担自行车的孩子。我觉得，哦，这听起来是个好主意。

So that was in 1981 and we still do it today. So it was just the idea of how could we match somebody who needed a hand up with something that we could, we could help and we've just continued that. We like to start initiatives that we believe are going to make a substantial difference in people's lives. It may have nothing to do with the car business or even any publicity like the Boys and Girls Clubs.

所以那是在1981年，直到今天我们仍在坚持这样做。这只是一个想法，我们如何能够帮助需要帮助的人，我们能提供的帮助，我们一直在继续这样做。我们喜欢发起我们相信会在人们生活中产生重大影响的倡议。这可能与汽车业务无关，甚至不会引起任何像男女童会这样的宣传。

When we got to South Florida in 1985, they had three boys clubs and we said, wow, this is a really good place for kids to be safe after school, to get an education. And we led over the last 37 years from three boys clubs to 13 boys and girls clubs serving 12,000 kids in Brown County. You're strong hold in the South Florida market, of course, in Georgia, right? What led you to these markets? I mean, was this accidental? Do you think that, you know, are you, was this intentional? Like why these Southern markets?

1985年我们来到南佛罗里达时，那里有三个男孩俱乐部，我们说，哇，这真是一个让孩子们在放学后安全并接受教育的好地方。在过去的37年里，我们从三个男孩俱乐部发展到了在布朗县服务12000名孩子的13个男孩和女孩俱乐部。你在南佛罗里达市场的影响很大，当然，在乔治亚也是吧？是什么引导您进入这些市场？我是说，这是偶然吗？您认为，您，这是有意为之吗？为什么选择这些南方市场？

Okay, so we were in Cleveland with all these motorcycle stores and bicycle stores. We were the largest volume hind the dealer in the world. We were the largest volume Kalamazaki dealer in the world. And we had these motorcycle stores that sold bicycles, moped and all four brands of Kalamazaki, Yamaha, Suzuki and Honda. And that was kind of our main business from Cincinnati, all the way up to Northeast Ohio. We had the Honda store in Cleveland, the Honda store in Akron.

好的，所以我们在克利夫兰有很多摩托车店和自行车店。我们是全球最大容量的汽车经销商。我们是全球最大容量的卡拉马扎基经销商。我们有这些摩托车店卖自行车、脚踏车和卡拉马扎基、雅马哈、铃木和本田四个品牌。这基本上是我们从辛辛那提一路到俄亥俄东北部的主要业务。我们在克利夫兰有本田店，在阿克伦也有本田店。

And actually we pioneered every new car brought to the America since 1980. So we pioneered a Suzoo in 1980. We opened two of Suzoo stores. We opened Mitsubishi stores in the 80s at the D-Hoo store. So when Acura was coming out with, well, excuse me, when Honda was coming out with Acura, that was in 1985 when they were introducing the idea of getting dealers. And then same year in 1985, so was Hyundai from Korea.

实际上，自1980年以来，我们引领了每一款新车进入美国市场。所以我们在1980年引领了Suzoo。我们开设了两家Suzoo店铺。在80年代，我们在D-Hoo店铺开设了三菱店铺。所以当 Acura 推出时，哦不好意思，当本田推出 Acura 时，那是在1985年，他们提出了与经销商合作的理念。同样在1985年，韩国的现代也是如此。

So we applied for both of those franchises, the Acura dealership and a Hyundai dealership. And we were awarded those. We picked Fort Lauderdale because we thought, huh, it's going to be difficult opening an Acura store in Cleveland, Ohio, the first Japanese luxury vehicle, because that was before Lexus and before infinity. And the Korean product we felt would be a better opportunity as well. Since really there was no Korean products at all sold in America. Most people in 1985 thought of the Korea only the war. They weren't like Japanese. I mean, I say, yeah, I wasn't alive back then, but I believe you. Yeah, well, you know, and that's what, you know, everybody knew that Japanese made a good product because they had the cameras and they had other things, but the Koreans had nothing they were selling in the United States. So that's what brought us to Fort Lauderdale.

因此，我们申请了亚康德经销店和现代经销店的特许经营权。我们成功获得了这两家特许经营权。我们选择了劳德代尔堡，因为我们觉得，在俄亥俄州克利夫兰开设第一家日本豪华车品牌的经销店会很困难，因为当时还没有雷克萨斯和英菲尼迪。而韩国产品在美国几乎没有销售，我们觉得这将是一个更好的机会。大多数人在1985年只把韩国想象为战争的国家，他们不像日本人那样受人尊敬。尽管我没有在那个时代生活过，但我相信你所说的。是的，你知道的，每个人都知道日本产品质量好，因为他们有相机等产品，但当时韩国没有任何在美国销售的产品。这就是我们选择劳德代尔堡的原因。

We wanted to pick a place that we thought would be the best melting pot for these brand new franchises. And it was either LA, Texas, or South Florida. And we picked South Florida because it was the team's same time zone as we had the stores in Ohio. So that's how we ended up in Fort Lauderdale. And at the same time, we convinced Hyundai with our enthusiastic proposal. They said, you know what? You're gonna be an amazing dealer. Why don't you open a point in Atlanta, Georgia? So we opened two Hyundai stores on February 18th, 1986. And one after a store on March 20th, 1986, those were the opening days for those brands in America. And that's how we ended up in Atlanta and how we ended up in Fort Lauderdale.

我们想选择一个我们认为会成为这些全新品牌最好的交融地点。选择范围是洛杉矶、德克萨斯州或南佛罗里达。我们选择了南佛罗里达，因为这支球队与我们在俄亥俄州的店铺处于同一时区。这就是我们最终选择福特劳德代尔堡的原因。与此同时，我们用充满热情的提议说服现代汽车公司。他们说，你们将是一家了不起的经销商。为什么不在佐治亚州亚特兰大市开设一个点呢？因此，我们在1986年2月18日开设了两家现代汽车店铺。在同年3月20日，我们开设了一家店铺，那是这些品牌在美国开业的日子。这就是我们如何来到亚特兰大，以及我们如何来到福特劳德代尔堡的故事。

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Talk to me a little bit about your Fort Lauderdale Honda store, which is again, number one volume. How is that store operated? Like give us some of the nitty gritty. I wanna get to the details. Oh, that's a little late. So that was a market that was developed. It was an open point, that area was an open point. It was when a new freeway was put in just on the West side right up next to the Everglades. So it was for new communities for happening and it was an open point. So we ended up building a six story parking garage. It's about 800,000 square feet. The largest Honda dealership built in America. And because we believed that we were gonna be, because we've always believed we were gonna be number one. We just never thought that was always our focus and our passion.

请跟我谈谈你们位于Fort Lauderdale的本田店，它再次成为销量第一。这家店是如何运营的？给我们一些具体细节。我想了解更多细节。哦，有点晚了。这是一个发展起来的市场。这是一个空白市场。当新的高速公路修建在西侧靠近沼泽地时，这一地区发生了变化。所以我们建了一座六层停车楼。大约有80万平方英尺。这是美国建造的最大的本田经销商。因为我们相信我们将成为销量第一。我们一直相信我们会成为第一。这一直是我们的关注点和激情。

So the way we've opened that store, we have, it's very unique in order to drive that much traffic there to be the largest volume. We have an eight pump gas station there that we sell gas to our customers at cost. There's an activation called the Rick Case Rewards card and that activation card, it's like a credit card, but it's not a financial card, it's just an activation card. So you can go up to the pump, activate the gas pump with your card and pump gas at cost. We and that's an eight pump. That's for anyone at any time, if I'm a customer, I can come pump gas at cost at your Honda store. Yes, it's a full gas station with eight pumps. We also have a car wash there, the same thing. The car washes car wash for life, you can come every day. It's often as you want and you have an activate, this Rick Case card, it activates the car wash and it has a dryer, it's a really nice car wash. So we have a barber shop there.

因此，我们开设了那家商店的方式非常独特，目的是为了吸引大量客流并成为销售额最大的商店。我们在那里有一个八泵加油站，我们以成本价向客户销售汽油。还有一个叫做Rick Case Rewards卡的激活卡，这是一张像信用卡一样的卡，但不是金融卡，只是激活卡。所以你可以拿着卡去加油泵，用你的卡激活加油泵，然后以成本价加油。这是一个八泵的加油站，任何时候任何人都可以，我是客户，我可以随时到贵公司汽车店以成本价加油。是的，这是一个配有八个泵的完整加油站。我们还有一个洗车中心，同样的道理。这个洗车中心是终身洗车，你可以每天来，随时想洗车就洗，而且有一个Rick Case卡来激活洗车中心，有风干设备，是一个非常不错的洗车中心。所以我们在那里还有一个理发店。

I mean, we get out of here. Whoa, you have a barber shop. I love that. You're giving me, this is giving me, I'm not comparing here, but it's giving me like a long go to your vibes. I had Doug, Dougie Row on the podcast. And we were talking about them being a destination. It just seems like you've sort of a similar strategy in like being a destination and not being a dealership. Well, you'll love this then. So you've got to remember this was a brand new market, a new freeway had come out, there's a brand new market. So there was a lot of homes being built, but there were no public services there. There was no clerk of courts, there was no place to get a driver's license, no place to get a wedding or a marriage certificate. So we gave Broward County an office at our Honda store. So we had a wedding chapel, you could get married there, you could get your driver's license, you could pay your tickets. We gave them space in our dealership to open a clerk of courts for Broward County because there wasn't anything out there. Anything we could do to get traffic to the dealership has always been our role.

我的意思是，我们离开这里。哇，你有一家理发店。我喜欢那个。这给我的感觉是，虽然我不是在比较，但这让我感觉像是一个长途前往目的地的氛围。我曾经在播客中邀请过Doug，我们讨论过他们作为一个目的地的地位。看起来你也有类似的策略，不像一个传统的经销商。那您一定会喜欢这个。你必须记住这是一个全新的市场，新的高速公路刚刚建成，市场全新。所以有很多新房子被建造，但却没有公共服务。没有法院书记官，没有地方可以办理驾驶执照，也没有结婚证书的地方。所以我们在我们的本田店给了Broward县一个办公室。我们有一个婚礼礼堂，你可以在那里结婚，你可以办理驾照，缴纳罚单。我们在我们的经销商店给了他们空间开设了一个Broward县的法院书记官办公室，因为那里什么都没有。我们一直在不遗余力地做任何能吸引顾客光顾经销店的事情。

Okay, that's very interesting. So you've really optimized, okay, you've optimized for traffic to the dealership. And have you ever like, what's the return bin like on that? Like what do you know about that, right? So people come to, I mean, do people really come just, hey, like I get my haircut at Rick case Honda, like is that really what people do? How does that work? Oh my gosh, the barbershop is full, they've got three shares in there. Absolutely they come there because it's a discounted price too. And our theory is that if somebody's coming and getting gas for cost and they're driving a Cadillac, they're gonna think, you know what? I'm gonna give that Rick case an opportunity when I'm ready to trade in my car. Why wouldn't I? We are the largest voting precinct in Broward County. So when they were looking for this to vote, they didn't have any place to vote. We said, well, you can use our dealership to vote. So we have the largest, we have 45, I think it's 4600 registered voters that come to our dealership showroom every time there's a vote. And are we clear out the parking lot? We offer coffee and donuts. We do the whole thing. Everybody wants to volunteer to be on the voting at the Rick case location. So the idea is the more times people come to the store getting a free benefit, wouldn't they think, let me give those people a chance. Let me give them a chance. That's why we're, you know, that's what we're number one.

哇，这真的很有趣。所以你真的优化了， okay，你优化了到经销商的流量。那你有没有想过返回率是多少呢？你对此了解多少呢？人们会来这里，我是说，人们真的就会去理发店比如里克凯斯本田理发吗？这是人们的常态吗？这是如何运作的？哦天啊，理发店里人满为患，里面有三个位置。当然他们会到这里来，因为价格便宜。我们的理论是，如果有人为成本费用来加油，但是开着一辆凯迪拉克，他们会认为，你知道吗？我在准备换车时，我想给里克凯斯一个机会。为什么不呢？我们是布劳沃德县最大的投票地点。所以当他们需要投票的时候，在这里投票。我们说，你们可以使用我们的经销商进行投票。所以我们拥有4600名注册选民，每次投票时都会来我们的展厅。我们清空停车场，提供咖啡和甜甜圈。我们做了全部过程。每个人都愿意自愿在里克凯斯的位置上投票。所以这个想法是，人们来店里获取免费福利的次数越多，他们难道不会想，让我给这些人一个机会？这就是我们为什么是第一。

Yeah. I mean, you did answer my question because I was wondering, yeah, like, you know, and I was wondering like, what are you doing differently? Like to be number one, that doesn't happen accidentally. And so you are a traffic machine, right? You are bringing, you're funneling people, all these people to your dealership. And oh, by the way, you could buy a car here as well. And we also do something that nobody else does. We double the factory warranty. So if you buy a Hyundai from us, you get a 20 year 200,000 mile warranty or a key it's 20 years 200,000 mile warranty or a Honda. How does that work? We double the factory warranty. So the factory, and this for free, you get that for free with every car you buy. So we, so when the warranty is with Hyundai, it's a 10 year 100,000 mile warranty. By the way, did you know Rick wrote that? So in 1996, when Hyundai was in real trouble, I don't know, were you born then? When is it? Yeah, yeah. I was born there, not 85. I was born there. I was born in the United States. Come on. Hey, come on. I have listened to three kids. I'm in my 30s. I was born there.

是的。我的意思是，你回答了我的问题，因为我在想，是的，你知道，我在想，你是怎么做到第一位的呢？这不是偶然发生的。所以你是一个交通机器，对吧？你在给你的经销商带来所有这些人。哦，顺便说一句，你也可以在这里买车。而且我们还做一些其他人不做的事情。我们会把工厂保修期延长一倍。所以如果你从我们这里买一辆现代车，你就会获得20年20万英里的保修，或者从我们这里买一辆本田车，同样也是20年20万英里的保修。这是怎么回事？我们会把工厂保修期延长一倍。所以工厂，而且这是免费的，你每买一辆车都会获得这个。所以当现代的保修期是10年10万英里的时候，顺便说一句，你知道Rick写的吗？所以1996年，当现代陷入真正的困境时，我不知道你当时出生了吗？是什么时候？是的，是的。我出生在那里，不是85年。我在美国出生。拜托。嘿，拜托。我有三个孩子。我三十多岁了。我就是在那里出生的。

Well, in 1996, when Hyundai was really in trouble, which you, like I said, you weren't living as a car owner then, but Hyundai was really good. They went from selling 300,000 cars a year in 1988 to selling 90,000 cars in 1996. They were basically going out of business here in the United States. We had all these Hyundai stores because we'd opened a couple in Ohio. We'd opened a couple in Florida. We had a couple in. And we had Hyundai had to succeed for our operation to succeed. We didn't have the Honda store then. We didn't have the Volkswagen store. So Rick, we went to the Koreans. We went to the Hyundai executives and we said, you have a choice. You can either leave the country because you're just about ready to go out of business. Most of their dealers had given back the franchise and taken their big beautiful dealerships and made them Toyota or Nissan or something else. Or you can change the name of your brand, change it from Hyundai to anything else. And let's start fresh with your product. Or you can do my 10 year, 100,000 mile warranty, which will, which at back then in 1996, it was only the 24, 24, was pretty much it. 24 months, 24,000 miles. That was the standard warranty for cars back in 1996. So he said, if you do this 10 year, 100,000 mile warranty, people are gonna go, wow. You know, maybe I should consider a Hyundai again. Well, that works. We know in hindsight, but I'm curious now about the economics behind us. How do you double that for your customers? Like, how do you do that and stay competitive? Like behind the scenes, what does that cost you? How do you actually do that? We buy an extended service policy and we bank that most people aren't gonna keep their car 10 years or 100,000 miles. And those that do, they have a warranty. When you think about it, how much is it gonna cost to put an extra 100,000 miles and 10 years on a car? How many people do you know that have a car over 10 years? Not very many. So it's not really that much risk. It's just, it's a cost of doing advertising. It's an advertising. It's a marketing cost. You know, one of the things we're doing right now, because one of the biggest complaints that people have is how long it takes to buy a car. It's been a, you know, a complaint for, for the number of years, people say, wow, why does it take me so long to buy a car? So what I developed about two years ago is you 90 minute guarantee or the first payments on us. So the idea is you come into our dealership and if you're not in and out with your new car or used car in 90 minutes or less, your first payment is on us. Now, in order to do that, the people have to go online. They have to fill out a lot of the paper. They have to fill out basically all the paperwork that you have to do with the dealership. So they have to do some work at home and then they get a green check mark either a QR code or they can print off a green check mark. They bring that in and they're gonna be in and out 90 minutes or less. So just keep, you know, adding benefits to people.

好的，在1996年，当现代汽车真的陷入困境时，就像我之前说的那样，那时你还不是汽车车主，但现代汽车当时真的很好。从1988年每年销售30万辆汽车，到1996年销售9万辆汽车。他们基本上在美国快要倒闭了。我们有所有这些现代汽车店，因为我们在俄亥俄州开了几家，在佛罗里达开了几家，在其他地方也有。而我们需要现代汽车成功，我们的业务才能成功。当时我们还没有本田店，也没有大众店。所以Rick，我们去找了韩国人。我们去找现代汽车的高管们，我们说，你们有选择。你可以离开这个国家，因为你们快要破产了。大多数代理商已经放弃了特许经营并把他们宽敞漂亮的经销商店变成了丰田或日产等其他品牌。或者你可以改变你们的品牌名称，把它从现代改成其他任何名字。然后我们可以用你们的产品重新开始。或者你可以选择我的10年、10万英里保修，那时1996年，这是24个月、24,000英里是标准汽车保修期。所以他说，如果你们给出这个10年，10万英里的保修期，人们会感叹。也许我应该再考虑一下现代汽车。这在事后我们知道是有效的，但现在我对我们背后的经济学很好奇。你是如何为客户加倍服务的？如何在竞争中保持竞争力？在幕后，这对你来说是什么成本？你是如何做到的？我们购买一个延长服务保单，我们预计大多数人不会将他们的汽车保留10年或10万英里。那些保留这样做的人，他们有保修。当你考虑这一点，为一辆汽车增加额外的10万英里和10年会花费多少钱？你认识有超过10年的汽车的人有多少？没有很多。所以这并不是非常大的风险。这只是做广告的成本。这是一项广告。这是营销成本。现在我们正在做的其中一件事是，人们最大的抱怨之一是买车花费的时间太长。这已经成为多年来的抱怨，人们说，哇，为什么我买车要花那么长时间？所以我大约两年前研发了你90分钟保证或者我们付你第一个付款。想法是你进入我们的经销商店，如果你在90分钟内或更短的时间内没有完成购买新车或二手车，我们将为你支付第一个付款。为了做到这一点，人们必须在线填写大量文件。他们基本上必须填写你必须在经销商处填写的所有文件。所以他们必须在家里做一些工作，然后他们会得到一张绿色复核标志，一个QR码或者他们可以打印一个绿色复核标志。他们拿着这个进来后，他们会在90分钟内或更短的时间内完成交易。所以不断地为人们增加福利。

And do you still have scenarios with people going over 90 minutes where you end up paying their payment? It's been very rare because they have to fill out the form online. So we've already picked out the car. They've picked out the car, they've made the deal, they know the price, all basically we're doing is just getting the car. It's already gonna be ready anyway. I love it. Yeah, yeah, I mean, I can just imagine that person that comes there and sits for 45 minutes with insurance company and like up 90 minutes is up. Payments on you. Well, we do all the insurance online as well.

你们还有人超过90分钟的情况吗，最后你们支付他们的费用吗？这种情况非常罕见，因为他们必须在线填写表格。所以我们已经挑选好了车。他们已经挑选好了车，做好了交易，知道价格，基本上我们就是去把车拿回来。车本来就已经准备好了。我喜欢这样。是的，是的，我可以想象那个来了坐了45分钟等待保险公司处理事务的人，然后等到超过90分钟交费就归你们了。那么，我们所有的保险也都在线上处理。

Yeah, so you make sure that they come prepped so that there's no excuses. And they can do it online. They complain about being at the dealership too long. Okay, we'll sit at home and do it all. It's all available now. You can completely purchase a car at home and we can deliver it to you if you choose. What's it like to be a general manager at RICase Auto? What's your day like? Being a general manager at RICase Honda or being a general manager at RICase Hyundai or any of the stores, it's a great, I welcome you to have them on your show. They will tell you it's a great, great job. It's not even a job. They have so much fun. It's more like, Why? Well, first of all, they're very proud to wear their RICase shirt like I have on today. I mean, this is my uniform. They can, they are so proud to wear it because wherever they go, people are coming up to them and going, Oh my God, you work with RICase?

是的，所以你要确保他们提前准备好，这样就没有借口了。他们可以在线完成。他们抱怨在经销商待的时间太长。好的，那我们就在家里完成所有的事情。现在一切都可以在线完成。你可以完全在家里购买一辆汽车，如果你选择的话我们可以把它送到你那里。在RICase Auto担任总经理是什么样的感觉？你的一天是什么样的？在RICase Honda担任总经理或在RICase Hyundai或其他门店担任总经理，这是一个很好的，我欢迎你们在你的节目上介绍他们。他们会告诉你这是一份非常了不起的工作。这甚至不是一份工作。他们太开心了。更像是为什么？首先，他们非常自豪地穿着RICase的衬衫，就像我今天穿的这样。我是我的工作服。他们会非常自豪地穿着它，因为无论他们走到哪里，人们都会过来问，哦，天哪，你和RICase合作吗？

They gave to my, to my, you know, humane society or they, my family's living in one of their homes or they gave to the Cleveland Clinic Hospital. They're proud to wear their RICase shirt. I think that's first of all, which makes them so motivated to be on our family. Plus we treat our associates as family and we treat our customers as our friends. That's why we wrote our book. We wrote a book to celebrate our 50th anniversary, which was 2012. So that was what, what 12 years ago, we wrote a book called, Our Customers, Our Friends. And it's free.

他们捐赠给了我的，你知道的，人道主义协会，或者他们给予了我家人居住的其中一间家，或者他们捐赠给了克利夫兰诊所医院。他们以骄傲的态度穿着他们的RICase衬衫。我觉得首先，这是让他们如此有动力成为我们家庭的一部分。再加上，我们把我们的员工当作家人，把我们的顾客当作朋友。这就是为什么我们写了这本书。我们为了庆祝我们的50周年纪念，也就是2012年，写了一本书。所以那是什么，12年前吗，我们写了一本叫做《我们的顾客，我们的朋友》的书。而且是免费的。

We give it out at the dealership. You can get it online as well or anywhere you want, but it's a book about, it's a book about how we treat our customers, how we support the community, what we did start to finish. It's a whole story about our career, pioneering all these brands as they came through. I mean, we were the largest smart car dealer. We brought Fiat back. I mean, you name it. We've tried it all. But to be a great general manager in our company is just basically having good people skills. We always say, you know, you can, with the right personality, the positive personality, you can train the skills of sales. We're just a people business.

我们在经销商那里发放这本书。你也可以在网上或任何地方获取它，但这是一本关于我们如何对待客户、支持社区以及我们做的每一件事的书。这是关于我们职业生涯的整个故事，开创了所有这些品牌。我的意思是，我们是最大的智能汽车经销商。我们重新引入了菲亚特。我是说，你说得出来的我们都尝试过。但在我们公司成为一名出色的总经理基本上就是具备良好的人际交往能力。我们总是说，你知道的，拥有正确的人格特征、积极的个性，你就可以培养销售技巧。我们只是一个以人为本的企业。

How do you compensate your GMs? Well, our compensation plan for our general managers is a hundred percent commission, as is all of our sales managers, our salespeople, service advisors. We are a hundred percent commission organization, except for possibly the title clerks and things like that that are hourly. Our general managers are paid on adjusted net. Adjusted net is operational net, not including any fixed expenses, anything, you know, from the fixed expense line, the rent, the insurance, the repairs and maintenance on the buildings. Interesting.

你们是如何补偿你们的总经理的？嗯，我们对我们的总经理的补偿方案是百分之百的佣金，就像我们所有的销售经理、销售员和服务顾问一样。除了可能是标题文员这类按小时计酬的工作之外，我们完全是按佣金制度运作的组织。我们的总经理的薪酬是基于调整后的净利润。调整后的净利润是业务净利润，不包括任何固定费用，比如租金、保险、建筑物的维修等。很有趣。

All of those things are not included in their expense. So it's, it's top line, less controllable expenses. There are people who are advertising. That's how we pay them. We, they get a percentage of that with a draw against it. I think that's, That's really interesting. Cause you know, the gripe you usually hear about being paid on net is that, oh, I don't want to, you know, pay for the owners real estate and stuff like that. It's a conflict of interest.

所有这些事情都不包括在他们的开销中。因此，这是收入的上部分，减去不可控制的费用。有人在广告。这就是我们支付他们的方式。他们会获得其中一部分作为预付款。我认为这真的很有趣。因为你知道，通常听到的关于按净额支付的抱怨是，哦，我不想支付业主的房地产等费用。这是一种利益冲突。

So I think that's a really cool model that you do adjusted net. Now tell me, but tell me about 100% commission, right? Like I want to know why do you, why do you have this type of model? And obviously like I'm not, I don't mean that in a way like clearly it's performance driven. I know that, but I would, I would make the case that is that really the smartest business decision for everyone giving you have a pretty predictable business. And you know, you may be even overpaying by being a hundred percent commission versus having, you know, some portion salary, maybe offering a little bit more stability even arguably to the employee, but a lot,

所以我认为你们采用调整后净收入模式是非常棒的。现在告诉我，但是告诉我关于100%佣金的情况，对吧？我想知道为什么你们选择这种模式？我知道这显然是基于绩效的。我并不是这个意思，但我想问的是，对于你们这种业务比较可预测的公司来说，这真的是每个人都做出的最明智的商业决策吗？也许即使可能超额支付一些，但与其100%佣金相比，给员工提供一些薪水部分甚至可能更稳定的工作，甚至可以辩证地说，这是更明智的选择。

what a lower commission basis. So anyways, what's your thinking about 100% commission? Why do this? Well, the way that we've always presented it and we've had a lot very stable workforce. So that is proven to us that we must be on the right track because we do have very stable workforce is we explain to them, we are giving you an opportunity to run your own business. We seek out entrepreneurs, whether it's an entrepreneur in the service advisor, it's an entrepreneur as a parts manager.

佣金基数降低了多少呢？那么，你对百分百佣金的想法是什么？为什么这样做？我们一直以来的做法是，我们向员工解释，我们正在给你们一个经营自己业务的机会。我们寻找的是那些有创业精神的人，无论是服务顾问、还是零部件经理。我们拥有非常稳定的团队，这证明我们走在了正确的道路上。

We want each of our associates to be, have that entrepreneur bug that, I'm going to run my own business. A service advisor runs his own business, he really does. A salesman runs his own business. So why, we believe that if they're going to run their own business, then if they do well, then they are going to receive the financial compensation in line with what their effort is and what their results are. And if you design those percentages to your business model, then you're never going to be paying them too much. You're not going to pay them too much if you design the percentage based on your model.

我们希望我们的每一位同事都拥有那种创业的激情，即我要经营自己的业务。服务顾问经营着自己的业务，销售员也是如此。因此，我们相信，如果他们要经营自己的业务，那么如果表现出色，他们将会得到与自己努力和成果相匹配的经济补偿。如果你将这些比例设计到你的商业模式中，那么你就永远不会支付给他们太多。如果你根据你的模式设计比例，你就不会给他们支付过多的报酬。

Like for example, we just give you an example, like let's just talk about sales managers for a minute. Let's say I have eight sales managers at the Honda store and I'm going to say I'm not going to pay out. It doesn't matter whether it's the Honda store with eight sales managers or the Mazda store with two, for example. I'm not going to pay out any more than 12% of my, I don't know what you want to say if it's the gross profit of the department, which is F&I, including the PVR. And then it doesn't matter whether I have eight or if I have two, I'm only going to pay out that much.

比如，我们就拿销售经理举个例子来说吧。比方说，在本田店我有八个销售经理，我要说我不会再支付任何多余的报酬。无论是本田店有八个销售经理，还是马自达店只有两个销售经理，都一样。我不会支付超过12%的费用，无论是以部门的毛利、财务与保险、还是单车销售平均利润为基础。因此，无论我有八个还是只有两个销售经理，我只会支付那么多。

So if I add another sales manager to my Honda store and go from eight sales managers to nine sales managers, which is going to produce more gross profit, otherwise why would you add them? And everybody else gets reduced. How are you handling recruitment of salespeople, the conditions? How are you driving that recruitment?

所以如果我在我的本田店再增加一个销售经理，把销售经理从八个增加到九个，哪一个会产生更多的总利润呢，否则为什么要增加他们呢？其他人的工资会减少。你是如何处理销售人员的招聘和条件的？你是如何推动这项招聘工作的？

Are you having struggles? Yeah, I have an HR department and we've had one for years. And when we need sales, when we need salespeople, we'll run traditional ads. We have a recruiting bonus for our associates. If they can bring somebody in that fits the position, there's a recruiting bonus that they get for, we want them to bring in their friends and to work into the dealership. But we haven't, we're fully staffed. The only place we're looking for people with B technicians, I think the whole industry is exploding in the fixed operations.

你有困难吗？是的，我们有一个人力资源部门，这么多年了。当我们需要销售时，我们会发布传统广告。我们为我们的员工设定了招聘奖金。如果他们能介绍一个适合职位的人，他们将得到一个招聘奖金，我们希望他们能介绍自己的朋友来汽车经销商工作。但我们已经完全满员了。我们唯一需要B级技术人员，我认为整个行业在售后服务领域都在蓬勃发展。

Because when the cars were highly priced with the short supply, people bought out their leases, they kept their cars, they didn't trade them in, because the payment was going to be so much more. And the cars are made great anyway. So they kept their cars, that has promoted a lot more service work. And what I'm saying is that we have, we've had record service every single month. I'm talking about total company-wide. We are breaking the record in our service every month, and we've been in business for over 60 years. So some of our stores have been 38 years. That's how big service is. So that is the place where we're most looking to come up with the solution to build technicians.

因为当汽车价格飙升，供应短缺时，人们选择了买断租约，他们保留了自己的汽车，没有进行置换，因为新车的付款金额会更高。而且这些汽车质量也非常好。所以他们保留了自己的汽车，这促进了更多的维修服务工作。我想说的是，我们每个月的维修服务都创下了纪录。我说的是整个公司范围内。我们每个月都在打破我们的维修服务记录，而我们已经经营了60多年。因此，一些我们的店已经经营了38年。这就是维修服务的重要性。因此，这是我们最希望能够找到构建技术人员解决方案的地方。

All right. I want to ask you also, we know affordability is the hottest thing in our country right now, or maybe say the coldest thing, because people can't afford cars like they could in the past. And it's a problem. And so I'm curious to know about, well, a couple of questions here, but first things first, where you're at in the country. Are there any different, like regional differences, regional trends that you're riding? We know that in the Northeast, leasing is always the highest leasing penetration, right? Go to New York, people are leasing like two out of every three vehicles. So I'm curious to know like how you are managing this affordability crisis that our industry is dealing with, where you're based.

好的。我还想问你，我们知道在我们国家，负担能力是目前最热门的问题，或者说可能是最冷的问题，因为人们不能像过去那样买得起车了。这是一个问题。我很想了解一下，在你所在的地区，有没有不同的、像是地区差异或地区趋势，你所关注的？我们知道在东北部，租赁总是租赁渗透率最高，对吧？去纽约，人们租赁的车辆中有三分之二。所以我很想知道，你们是如何在你所在的地方应对我们行业正在面对的负担能力危机的呢。

The first thing that came to my mind when I was thinking about this question was, well, Florida has had a massive influx of new residents. Lots of these people came with money. And so maybe, just maybe, you're dealing with a population that has more disposable income and can actually afford cars. I'm just like hypothesizing, I want to hear from you, how are you dealing with this affordability issue in your market? Well, it hasn't really touched us yet, to be honest. Fort Lauderdale, South Florida, the people still are buying cars. We're still selling. We have inventory now, of course, everyone has inventories, availability of inventory, but it isn't stockpiling up the brands that we have. We are with brands that still have a loyal customer base. And also in Atlanta. So I have not seen my associates, my general managers, telling me that they're struggling getting people to have an affordable payment, where the manufacturers are definitely discounting.

当我想到这个问题时，我脑海里首先浮现的是，佛罗里达州迎来了大量新居民。很多人带着钱搬来了。也许，也许，你们所面对的是一个拥有更多可支配收入、实际上能够承担购车费用的人群。我只是在推测，我想听听你的看法，你们在市场上如何处理这个支付能力的问题呢？呢？嗯，坦率地说，这个问题目前还没有影响我们。在弗罗里达州的劳德代尔堡，南佛罗里达，人们仍在购买汽车。我们仍在销售。现在我们当然有库存，每个人都有库存，库存的可用性，但它并没有扎堆我们所拥有品牌的库存。我们合作的品牌仍有忠诚的客户群。也在亚特兰大。所以我还没有听到我的同事、我的总经理告诉我他们在努力让人们能够承担得起汽车付款的困难，制造商们当然也在打折。

There's definitely incentives. There's, you know, they're working with the interest rates now. There's some submissive with interest rates. Leasing in Florida is very high. Like you just mentioned, a good strong 70, 70, 80% leases. Atlanta's not so. In Florida? Yes. Florida and the North East are the same. They're both almost all leasing. Oh, absolutely. We've been, and that was a big turnaround when the supply situation people stopped leasing.

肯定有激励措施。他们正在调整利率。在佛罗里达，租赁率很高。就像你刚提到的，有很高比例的租赁。亚特兰大就不一样了。在佛罗里达吗？是的。佛罗里达和东北地区一样，几乎都是租赁。当供应情况改变时，人们停止租赁，这是一个很大的转变。

So we're going to really start feeling that those leases are not going to be coming back that we're used to having come back, which was our CPO chain of inventory. So how are you, how are you prepping for that? Are you prepping for it? Is there just like wait and see and again for the audience listening, where I mean, we're referring to the leasing cliff here, where, you know, we're like a month or two away of having a massive, massive drop, you know, 50 to 80% in some cases, some stores of lease returns.

所以我们会开始感觉到那些我们习以为常等待回来的租赁都不会再回来了，这是我们CPO库存链。那你是怎么准备应对的呢？你在为此做准备吗？是等待看情况发展？对于听众来说，我们在谈论租赁悬崖，距离出现大规模下降只有一个月或两个月的时间，有些店面甚至会出现50%至80%的租赁回归下降。

Obviously fewer lease returns means fewer used cars in the market. And again, it's a supply constraint environment. So how are you preparing for that for you? Well, that's a really good question. And we're struggling with figuring out exactly what the impact is going to be. The people that were leasing that bought their leases, they're going to be are we're hoping that they're going to be trading them in now.

显然，更少的租赁退车意味着市场上二手车减少。而且，这又是一个供应约束的环境。那么你们如何为此做准备呢？嗯，这是一个非常好的问题。我们正在努力弄清楚影响到底会是什么样子。那些购买了租赁车的人，我们希望他们现在会把车交易掉。

Because they bought out their lease and now they are going to trade it in as a regular purchase and maybe release another car because now leases are again, a forward of them. So we're counting on that and that would also be a use car stream for us. We do believe that we're going to have less availability for CPOs plus the auction too. That's another thing. We used to buy a lot of cars that low miles off the rental car companies, but they also didn't buy any cars because they had no cars available to them from the manufacturers.

他们已经买断了租赁车，现在打算将其作为正常购买交易，可能还会释放另一辆车，因为租赁车再次出现在他们的前方。所以我们正在依赖这一点，这也将成为我们的二手车来源。我们相信我们将会对认证二手车的供应量减少，拍卖也是如此。这是另外一件事。我们过去经常从租车公司购买低里程的车，但是他们也没有购买任何车，因为生产商那里没有车辆可供他们购买。

So it's going to be, it's going to be interesting, but I do, I'm not too worried. I think they'll be, they'll be used cars available. There always have been people that were buying after lease. They're going to come and buy a car. People that postponed buying a car in 2022, 2021 and 2023. They're going to be ready for a car. So I think we're going to see a steady stream of use cars coming in, maybe not least returns, but still use cars.

所以这将是有趣的，但我并不太担心。我认为会有二手车可供选择。总会有人在租赁之后购买。他们会来购买车辆。那些推迟在2022年、2021年和2023年购买车辆的人。他们会准备好购买车辆。所以我认为我们会看到持续涌入的二手车，也许不是租赁退车，但仍然是二手车。

So if I just sum this up, I mean, all in all, it seems like you're not really too concerned in your market with respect to affordability. Are you seeing any stark differences between Florida and Atlanta when it comes to that affordability issue? No, not yet. Because remember in Atlanta, we just have, we have Audi, Mazda, Kia and Hyundai. Those are the brands we have there and Genesis. We have a couple of Genesis. And so I have to say, no, not yet. Not yet. Are you, are you having some states that are saying people can't afford to buy cars? I would say it's a lot beyond states. I would say it's, it's, you know, looking at, first of all, we know certain brands, we know increased prices more than others, which has created an issue.

所以总结一下，总的来说，看起来在你的市场中，你并不太关心价格是否可承受。在佛罗里达和亚特兰大之间，你是否看到了价格可负担性的明显差异？不，还没有。因为要记住，在亚特兰大，我们只有奥迪、马自达、起亚和现代这几个品牌，还有几个起亚的子品牌。所以我必须说，不，还没有。你有没有发现一些州的人们买不起汽车？我会说这不仅仅是一些州的问题。我会说，首先，我们知道某些品牌的价格涨幅比其他品牌大，这就造成了一个问题。

For example, yeah, yeah, which we know that. I mean, it's definitely, you know, on the, on the high end, you know, over like 50% since 2019 and prices are coming down now. So they're readjusting. But yeah, I mean, I think, you know, we're seeing least, least penetration rise across the country. So more people are leasing, leasing has become more attractive. And it's not that rates have gone down or anything like that. It's simply that people need that lower payment and leasing is just a more attractive option.

例如，是的，是的，我们知道这一点。我的意思是，自2019年以来，租赁率肯定是在上升的，超过了50％，而现在价格正在下降。所以他们正在重新调整。但是，我认为我们正在看到整个国家租赁率上升。所以越来越多的人选择租赁，租赁变得更具吸引力。并不是利率下降或其他什么，仅仅是人们需要较低的付款，而租赁只是一个更具吸引力的选择。

You know, we're seeing payments over $1,000 a month at record highs. Now we should expect payments to be a record highs because inflation, but the rise in car payments is outpaced, a rise in inflation. And so yeah, I think altogether it's, it's definitely, you know, it's definitely been a big issue for consumers. And we haven't seen while prices have come down and are coming down. I mean, it's been pretty steady. Yeah. On the use car side, we are seeing a little bit, I'm getting kind of like a full update here, but bear with me.

你知道吗，我们正目睹每月超过1000美元的付款创下历史新高。现在虽然我们应该预期因通货膨胀而导致付款创下历史新高，但汽车付款的增长速度超过了通货膨胀。所以，我认为总体来说，对消费者来说这绝对是一个大问题。虽然商品价格有所下降并且正在下降，但消费者支出一直相当稳定。是的，在二手车领域，我们略微看到了一些变化。我现在正在给你一个完整的更新，但请耐心等待。

On the use car side, we are seeing a little bit of accelerated depreciation now versus, you know, prior years, like 2019 and whatnot. Again, you know, we'll see how that impacts the retail markets, but all in all, I think it definitely is something that I think a lot about and what does the future look like for car sales and how do, where do prices go from here? Well, the manufacturer is going to continue to make cars. They have factories. They've got, they've got to make cars. That's their business.

在二手车市场上，我们现在看到折旧速度有点加快，与之前的几年例如2019年相比。再次强调，我们将看到这对零售市场产生什么影响，但总的来说，我认为这绝对是我非常关注的一件事，未来汽车销售会是什么样子，价格又会怎样变化呢？制造商将继续生产汽车。他们有工厂，他们必须生产汽车。那是他们的业务。

They will figure a way to price it so people can afford it. They're not going to let the cars pile up at their ports and stop building them. So if in fact, the price point gets to be where it's not able to sell at the volume they need to sell so that the dealers buy the cars, they will figure a way to make the price work. That's what they've always done in the past. We're not just going to sit here and be a stalemate. Yeah. I mean, I think that's what the competent manufacturers do, but I think that also, again, I don't want to say incompetent, but maybe not as savvy manufacturers that are slower to adjust. You know, that has a real-world impact. And that's when I have dealers, you know, sending me messages on Twitter and LinkedIn saying, Hey, I'm looking for a job at a Toyota store or, Hey, I'm looking for a job at a Honda store or whatever, because they know that they're going to make the bread over there and they will have, you know, more value in what they're selling. So I think that's kind of, you know, the overall kind of industry trend that I'm noticing today. Well, I believe that the manufacturers, they're going to have to come up with whatever we need to sell cars. I don't see the interest rates going down. I'm on the board. Well, they're going to have to. So they're going to have to swallow that pill and, you know, make it, make adjustments as quickly as possible. How do you view your used car business in general, in this market? Like you have any stores that outperform and use versus other, you know, obviously some stores are stronger and new, some are stronger and use, some are stronger and fixed. So where do you kind of view yourself and how do you just treat your used car business in general?

他们会想办法定价，让人们能够负担得起。他们不会让汽车在港口堆积，并停止生产。因此，如果价格达到了无法以他们需要的销量销售的程度，以至于经销商购买车辆，他们会想办法让价格合适。这就是他们过去一直在做的。我们不会坐在这里陷入僵局。是的。 我的意思是，我认为有能力的制造商会这样做，但我认为另外一些可能不那么精明的制造商可能调整速度较慢。你知道，这会产生真实的影响。这就是当我有经销商通过Twitter和LinkedIn给我发消息说，嘿，我正在寻找在丰田店工作的机会，或者说，嘿，我正在寻找在本田店工作的机会。因为他们知道他们在那里赚钱，他们所销售的东西价值更高。所以我认为这是我今天注意到的整个行业趋势。 嗯，我相信制造商们会想尽一切办法来销售汽车。我不认为利率会下降。我在董事会上。嗯，他们必须这么做。因此，他们将不得不吞下这颗苦果，尽快做出调整。在这个市场中，您如何看待您的二手车业务？您是否有表现优异的店铺，二手车与其他方面相比？显然，有些店铺在新车方面更强，有些在二手车方面更强，有些在维修方面更强。那么您是如何看待自己的情况，以及您如何对待二手车业务？

Our used car business this year has been great. Definitely up over last year. Those reasons are more availability to get used cars. That's, you know, a plus. And all of our franchises equally have a similar used car growth. It's not like the Honda store has less or more or the Mazarati store has less or more. We're finding that the used car business is very much growing. And it all depends on if you have the right wide variety of inventory. So that's what's changed in the last couple of years. It was a roller coaster with used car inventory ever since the pandemic. It was a bit of a roller coaster. So we're feeling very positive about the used car business this year and going on in the future. I think it's going to be great. What's exciting to you nowadays? This is like my new favorite question. But it's really like, you know, I've been I've been asked to like, what's what's keeping you excited? What are you what's on your mind nowadays? Like what's what's exciting?

我们今年的二手车生意表现得非常好。绝对比去年好。原因是我们能够更容易地获得二手车。这是一个好消息。我们所有的连锁店二手车的增长都是相似的。不像本田店销量更少或更多，或者玛莎拉蒂店销量更少或更多。我们发现二手车生意正在蓬勃发展。这一切取决于你是否拥有多样化的存货。这是过去几年发生的变化。自从疫情以来，二手车库存一直处于一种过山车状态。所以我们对今年以及未来的二手车生意感到非常乐观。我认为会非常棒。现在有什么让你感到兴奋吗？这就像我最喜欢的新问题。但事实上，你知道，我总是被问到，你现在激动的是什么？你现在想的是什么？什么让你感到兴奋？

Well, you know, just becoming time dealer of the year was certainly very exciting out of 17,000 car dealerships in the United States to be chosen as the time dealer of the year. I'm still like on cloud nine over that. I got invited to go to the 100 most influential people. So I was surrounded by all these famous, you know, sports stars and movie stars. And so I felt like I was, you know, something big was really, really fun. Got all dressed up the whole bit. So I have to say, yeah, I really looked forward to that. I was really excited. I've been named the lifetime. I'm getting the lifetime award at name ad this year in August. So then looking forward to that. I'm excited about being the. I'm on I'm on the card dealership guy podcast. Oh, I forgot about that. Yeah. I'm kidding. I'm kidding. I'm kidding. I'm kidding. I'm all my family and friends. You got to listen to this. There we go, baby. There we go. But definitely I'm excited about the car business as well. I'm glad to be in business. I know people thought, well, wasn't it great having the. Order taking short supply, but that's not the business. This is the fun part. So when I say I'm number one, I really earned it by selling the most when you have it on your lot.

嗯，你知道的，在全美的17,000家汽车经销商中被评选为年度时间经销商是非常令人兴奋的。我仍然为此感到乐不可支。我被邀请去参加“最具影响力的100人”活动。所以我被所有这些著名的运动明星和电影明星包围着。我感觉就像我真的做了什么重要的事情，非常有趣。我打扮得整整齐齐。所以我必须说，是的，我真的很期待。我今年8月将被评为终身成就奖。所以我期待着那一天。我很兴奋成为汽车经销商界的一员。我在汽车经销商节目中登场。哦，我差点忘了。是的，我在开玩笑。我告诉我所有的家人和朋友，你们一定要听这个。就这样，宝贝。但我绝对对汽车行业感到兴奋。我很高兴能从事这个行业。我知道有人可能会想，是不是缺货的订单很棒，但这不是买卖。这才是有趣的部分。所以当我说我是第一时，我是通过销售最多的产品来赢得这个头衔的。

Before we wrap up, any closing thoughts? I mean, what's your outlook for our industry? Like, where do you see this industry headed in the next couple of years here? Really with all this change happening now and I'm in the market from consumer preferences, how people buy a car technology, right? What's your overall outlook for the business?

在我们结束之前，有什么最后的想法吗？我的意思是，你对我们行业的前景怎么看？你认为未来几年我们行业会走向何方？现在市场上发生了这么多变化，消费者偏好、人们购买汽车的方式、科技等等都在改变，对于整个行业，你的总体前景如何？

I think it's going to be a really exciting time. One of the most exciting 10 years of the auto industry, both the EV, the hybrids, I think hybrids are going to become much more popular than the EV trend right now. I think the early adopters are kind of done and the ramifications of having a battery car. Now that the Tesla's are going to be 12 and 15 years old, we're going to see, you know, how that whole trade-in value works when you know the battery is on its last leg or its last charge. But I really feel like this next 10 years is going to be really exciting for a car dealer. The whole AI that's coming out, where it's going to be able to integrate with your customer service and they have a consistent customer experience, I believe that 75% of every single phone call that comes into a dealership, whether it's an even the online communication, can be handled by AR efficiently, accurately, consistently, honestly. And then the other 25% will necessarily be something that has to actually be happened by a human interaction. But I see that as being such an advantage to both the customer and efficiencies of the dealership. So I'm really excited about AI and what it's going to do in the dealership environment.

我认为未来将会是一个非常令人兴奋的时代。汽车行业将迎来最激动人心的10年之一，包括电动车和混合动力车。我认为混合动力车会比电动车更受欢迎。我觉得那些早期采用者已经完成了使用电池车的过程。现在特斯拉已经有12到15年的车龄，我们会看到当电池存活末期或电量充满时，交易价值会是怎样的情况。但我真的觉得未来的10年对于汽车经销商来说将会非常令人兴奋。人工智能的发展，将能够与客户服务整合，提供一致的客户体验。我相信每个联系汽车经销商的电话，无论是线上还是线下沟通，75%都能通过人工智能高效、准确、始终如一、真诚地处理。剩下的25%将需要人类干预。但我认为这对客户和经销商的效率都是有益的。所以我对人工智能在经销商环境下的应用非常兴奋。

I also think that the cars that come out are going to be really fun with all this connectivity that they're going to have and some of the new ways that they're building the cars are coming out. Edgy, everybody's kind of competing with the style. So I think it's going to be fun again, like the 50s, when every car came out was totally different. So I'm excited about that as well. I'm very positive about the franchises that we have, the Hondas, Hyundai, Kia, the Audi, Volkswagen, Genesis, the brands we have, I'm really excited about. We don't have some of them. We don't have every brand, but the ones we have, I'm feeling like they have a great future, a solid future, and that they all support the dealer body. They all support the dealer network.

我也认为，随着所有这些互联性，新车型确实会很有趣，并且它们将采用一些新的方式来构建车辆。前卫，每个人都在竞争风格。因此，我认为这将再次变得有趣，就像上世纪50年代，每款车型都是完全不同的那样。所以我对此也感到兴奋。我对我们拥有的品牌，如本田、现代、起亚、奥迪、大众、捷豹和其他品牌感到非常乐观。虽然我们没有所有品牌，但我觉得我们拥有的这些品牌有着美好的未来，稳健的未来，并且它们都支持经销商群体。它们都支持经销商网络。

The cons. Yeah, you definitely have a good batch of brands on your side. I really think that's important. So I think my best years are ahead and I'm hoping to be number one with all my franchises. That's my goal. I love it. Great, great positive mindset. Rita, this has been super fun. Thanks so much for coming on. I really had a blast. Thank you very much. You see, I appreciate it. We'll have to do this again. All right. Hope you enjoyed that episode.

缺点。是的，你绝对拥有一批好品牌支持。我真的认为这很重要。所以我觉得我最好的岁月还在前面，我希望能够成为我所有加盟店的第一名。这是我的目标。我喜欢它。太棒了，太积极的心态。丽塔，这真的很有趣。非常感谢你的参与。我真的很开心。非常感谢。你看，我很感激。我们得再做一次。好吧。希望您喜欢这一集。

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