Why the Canadian Gov’t is the Best Car Salesman

The government said that next year they will reduce the incentive and the year after they're going to reduce it also. There's a saying in Canada, the government is the best car salesman. And after interviewing this dealer, I'm starting to think it's true. Today I'm speaking with Jimmy Hool, CEO of Group La Lier, a seven rooftop dealership group in Quebec. Don't forget to click subscribe so you never miss an episode. This episode is brought to you by Lotlinks and Experian. Jimmy Hool on the C2G podcast. Jimmy, welcome. Thanks, Yossi. You're loving me. It's really nice to be here to speak with you today. Good to have you on from representing the Lier up in Canada. You're the first Canadian dealer on the C2G podcast. How does it feel?

政府表示，明年他们会减少补贴激励，后年也会继续减少。加拿大有句俗话说，政府是最好的汽车销售员。和这位经销商采访后，我开始觉得这句俗话是对的。今天我在采访Group La Lier的CEO Jimmy Hool，这是一家位于魁北克，有七个分店的经销集团。别忘了点击订阅，这样你就不会错过任何一期节目。本期节目由Lotlinks和Experian赞助。Jimmy Hool做客C2G播客。欢迎你，Jimmy。谢谢你，Yossi。很高兴今天能和你在这里交流。很高兴你代表位于加拿大的Lier 来到我们节目。你是C2G播客的第一个加拿大经销商。感觉怎么样？

It's really nice. And to be honest, I've been listening to your podcast for maybe a year now. And when I spoke with John and you told me, you know, you're going to be the first one who speaks with Yossi. I'm like, wow, it's really nice. I couldn't even realize it. So super happy to be here. I love it and pumped to have you on. And truthfully, I don't know too much about the Canadian market other than the fact that, you know, everyone and their mother used to bring or still brings, you know, the Canadian trucks to Manheim, Pennsylvania auction here in Lancaster, PA. So that was my big exposure to the Canadian market in general.

这真的很棒。说实话，我已经听你的播客大概一年了。当我和John谈话时，你告诉我我是第一个和Yossi聊天的人时，我心想，哇，真是太好了。我甚至有点不敢相信。所以非常高兴能在这里。我很喜欢，也很激动能够和你一起录节目。老实说，我对加拿大市场了解不多，除了大家和他们的妈妈都习惯或者还在把加拿大的卡车带到宾夕法尼亚州兰卡斯特的曼海姆拍卖。总体来说，这是我对加拿大市场的主要了解。

Seeing those pickup trucks every single week at Manheim auction and wondering, can I buy these? Can I not buy these? Will they still be covered under a manufacturer's warranty? Will they not be? Will the banks finance them? Like these are the, I remember these thoughts going through my head and walking through those lanes. Yeah, usually I think you can buy them because, you know, all these trucks have been produced in the States. So that's why they're returning to their motherland. Yeah. Over time I learned that. So obviously a lot of money in that business. Actually, you know, we'll talk about that. I'm curious to hear your take on that. Well, look, lots of this costs, you know, I think in general, lots of people cares about how everything's functioning in the Canadian market.

每个星期在Manheim拍卖会上看到那些皮卡车，我都会想，我能买这些车吗？不能吗？这些车还在厂商质保期内吗？不是吗？银行会给这些车提供贷款吗？等等。我记得这些问题在我脑海里反复出现，当我走过那些车道时。是的，通常我觉得你可以买这些车，因为这些卡车是美国生产的，所以它们回到自己的母国，这就是原因。是的，随着时间的推移，我学到了这一点。所以显然在这个生意中有很多钱。其实，你知道的，我们会聊聊这个。我很好奇听听你的看法。嗯，看，这些东西成本很高，你知道，我觉得总体来说，很多人都关心加拿大市场上这些东西是如何运作的。

I will tell you that I have a, I have a big Canadian audience, which is just not something that I expected as I've been growing cardio, but I've just, I've come to realize it because I have people that have reached out to me, Hey, can you share, you know, X, Y and Z for the Canadian market? It may, may be industry info, you know, insight, whatever it is. So I've kind of come to realize that, you know, it's actually likely a bigger market than I even thought of initially. And then I discovered a bunch of different groups. Of course, there's your group, my buddy, John from H. Greg and there's, you know, plenty of other groups. But anyways, that was really my, how I became more exposed to it. Your story, particularly is fascinating. And we'll get into that.

我会告诉你，我有很多加拿大观众，这是我在发展心肺功能时没预料到的事情。我后来才意识到这一点，因为有很多人联系我，问我能不能分享一些针对加拿大市场的信息，可能是行业资讯或见解等等。所以我渐渐意识到，这个市场实际上可能比我最初想象的还要大。然后我发现了一些不同的群体，当然包括你的群体，我的朋友John还有H. Greg的团队，还有很多其他的群体。不管怎样，这就是我如何对加拿大市场有更多了解的过程。而你的故事特别有趣，我们会深入探讨这个话题。

Can you start by telling us a little bit about yourself, how you got into this business? Yes. So I grew up not too far from Montreal. My dad is a farmer. I grew up on a farm with my, my two parents that are still together. My mom, she's the second generation in the business right now. So she was in the car business and my dad has been a farmer. And you know, since I was little, I always knew I wanted to be in the car business. That wasn't even a question for me. So I was really fortunate to go to a really nice school. I was really good at Mathematic Finance during my late years. People are starting to ask you what you want to do later. And you know, for me was clear, it was car sales, car dealerships. And in my school was paying me to go to the Canadian contest for Mathematic. You know, they bring all the best kids for every school in Mathematic. And you can win money. So I went, I think, two years in a row I won one year.

你能先给我们介绍一下你自己，以及你是如何进入这个行业的吗？ 好的。我在离蒙特利尔不太远的地方长大。我爸爸是个农民，我在农场和我的父母一起长大，他们至今还在一起。我妈妈是家族企业的第二代，现在还在从事汽车行业，而我爸爸一直是个农民。从小我就知道自己想进入汽车行业，这一点从未改变过。我非常幸运，能上一个很好的学校。在高年级时，我在数学金融方面表现出色。人们开始问我以后想做什么，而对我来说答案很明确，就是汽车销售和经营汽车经销店。我的学校还资助我去参加加拿大的数学比赛，每个学校都会派出最优秀的学生参赛，获胜可以赢得奖金。我记得连续两年参赛，其中一年还获了奖。

So my school was paying me to go to the Mat test for all the best kids in the province of Quebec. And when I told them I wanted to sell cars, they told me, you know, you can't do this. You know, you have to go in finance. You have to do something in Mathematic. You have to do something in this branch. And for me, it's never been a question. When I told my mom that I wanted to go in the family business, she told me, you know, you can do what you want, but you need to go to school first. Wow. So after I school, I went straight to college. And there's a program in Canada and the Georgian College for automotive business, automotive marketing. So I did three years there. And after I finished my last year in Northwood University in. I was just going to say Northwood University of Canada.

所以，我的学校支付我去参加魁北克省最优秀学生的数学考试。当我告诉他们我想卖车时，他们对我说，你不能这样做。你得学习金融，或者从事与数学相关的职业。而我从来没有怀疑过自己的选择。当我告诉妈妈我想进入家族生意时，她对我说，你可以做自己想做的事，但必须先上学。于是，高中毕业后，我直接上了大学。加拿大的乔治亚学院有一个汽车商业和市场营销的项目，于是我在那里学习了三年，最后一年在诺斯伍德大学完成。我本来想说加拿大诺斯伍德大学。

Yeah, but there you go. Yeah, it's. They're affiliate actually. So I finished up Northwood. And after that, that 21 years old, I started in the business. You know, I was started as a salesman. Just a couple of quick questions. Can you explain to anyone listening that's not familiar with Northwood? I can tell you, I sure as hell wasn't as an independent dealer. Can you explain what that is? Yeah, it's a business goal. You get your bachelor in business, but all the classes are oriented in the automotive industry. You have an accounting class that's really for dealerships. You have a dealership management system class. You have a marketing class that's really oriented for the automotive industry. So it really puts you in the business as soon as you go to college. And all the person that are in this class, they're people like you. Maybe half of the classes, you know, dealer kids, all they call them. And the other half are people that want to work in the industry. So that's really nice. And you get to meet a lot of people and it's been still my roommate from college that I met at the E works for me now. He's one of the GM and my stores.

是啊，但情况就是这样。实际上，他们是一家附属公司。所以我在Northwood完成了学业。然后在21岁的时候，我就进入了这个行业。当时我是以销售员的身份开始的。有几个简单的问题，你能解释一下什么是Northwood吗？因为听众里可能有些人不熟悉这个。我可以告诉你，作为一个独立经销商，我一点也不了解这个。你能解释一下这是什么吗？ 好的，它是一个商业目标。你在这里获得商业学士学位，但所有的课程都是针对汽车行业的。比如说，你会有专门针对经销商的会计课程，还有经销商管理系统课程。此外，还有专门为汽车行业设计的市场营销课程。所以一上大学，你就已经开始接触这个行业了。在这些课程中，所有的学生都是像你这样的人。可能有一半的学生是所谓的“经销商子弟”，另一半是想在这个行业工作的人。这点很不错。你会遇到很多人，我在大学时认识的室友现在还在为我工作，他是我一家店的总经理。

Can you fast forward us through your entrance rise and where you currently are in like your your involvement in the car business? I know you run the entire Lile A group today, but can you just kind of run us through entrance rise and how you got to today? Yes. When I graduated in 2011, 2012, sorry, I went, we have dealerships in the Montreal area and we have dealerships in the Ottawa area. So when I graduated from college, I wanted to be in the family business, but I didn't want to be like close to family. Because you know, you always the kids, you know, you're the kid that got every exactly the purpose of dealership, grandmother as a dealership for me. So I wanted to be far from the family. So I went to Ottawa to work in the family stores there. So I was, you know, two hours away from home and I spent two years there. I worked as a salesman and after I worked as a sales manager. And in 2014, you know, we had a position in Montreal in Nevada where my family was and they told me, you know, Jimmy, it's time maybe for you to come back a little bit closer and maybe learn a little bit more about the administration side of the business. So I moved back home after two years and I did two years as a sales manager. And after I got, you know, my first store as a GM in 2016. And after that, you know, I was for Kia for the, I worked at the Kia stores for a couple of years. You know, so I saw the progression of Kia was, which was crazy in Canada. I started in 2012 with Kia and 2016 sales were going really, really well. My brother joined me in 2017. He joined me as a sales rep promote. I promoted him as a use car manager a couple of years later and I, we kind of grew together from from there. And I always knew I wanted to take over the business since then. And you know, we just, you know, we were good for selling cars and it's, it's how it made happen. So I was brought to you by latlings dealers when you look onto your lab, do you see risk every day, almost half of the dealers inventories at risk of aging. That's an average of a $1,500 hit on your gross profit per vehicle, but savvy dealers can avoid risk and get that money back. Introducing latlings Sentinel, the first and only AI inventory management solution completely focused on predicting and mitigating your carryover risk. With a decade of machine learning optimization behind it, latling Sentinel allows dealers to launch separate strategies for each individual Vin and ensure they sell faster and more profitably. All this so you can turn cars seven to 10 days sooner and protect your margins. Stop accepting unnecessary risk and start controlling your inventory. Get the lot links effect with the lot link Sentinel visit lot links.com slash Sentinel to learn more or click the link in the show notes below.

当然可以。这里是用中文表达这个内容： 你能不能和我们快速讲一下你进入汽车行业的历程以及你现在的角色？我知道你现在是Lile A集团的整体负责人，但是你能不能从一开始说到现在？ 好的。当我在2011年或者2012年毕业时，我们在蒙特利尔和渥太华地区有一些汽车经销店。所以当我大学毕业后，我想加入家族企业，但我不想离家太近。因为你知道的，作为家族里的孩子，总是被认为靠家里关系进入公司。所以我去了渥太华，在那里的家族经销店工作。我离家大约两个小时，并在那里工作了两年。我一开始是作为销售员工作，后来成为了销售经理。 在2014年，我们在蒙特利尔的一个家族经销店有了一个职位，他们对我说，“Jimmy，也许现在是你回来的时候了，离家人近一点，并学习更多关于管理方面的知识。”所以我在两年后回到了家乡并继续做了两年的销售经理。之后，在2016年，我第一次担任总经理的角色。 后来，我在Kia品牌的经销店工作了几年。我见证了Kia在加拿大的迅猛发展。我从2012年开始为Kia工作，到2016年，销售情况非常好。2017年，哥哥加入我的团队，最初作为销售代表，我将他提拔为二手车经理，之后我们一起成长。我一直知道我想接管这个业务，我们也确实做到了，我们擅长卖车，这就是一切发生的原因。 接下来是一些关于latlings dealers的广告词，说明了他们可以如何帮助经销商避免库存老化带来的风险，从而更快更高效地销售车辆，保护利润率。 希望这段翻译和解释对你有帮助。

Give us a little layer of the land of your business today, like store count, top line revenue. Yeah, so right now we are we have seven stores, four-handed dealerships and three-key stores. Last year we sold the 6,800 cars this year, we're getting 7,000 one-for-one, so one new car for one use car. We all sell approximately 1500 cars a year. We have revenues of approximately 300 million. You said 6,800 cars a year. That's between new and used or is it 50? So roughly 7,000 cars a year between new and used. Exactly. It's pretty much half enough. Got it. And what were you saying? What's the revenue on that? 300 million is a revenue.

给我们介绍一下你们目前的业务概况，比如店铺数量和营业收入。 好的，目前我们有七家店铺，其中四家是授权经销店，三家是独立店铺。去年我们卖出了6800辆车，今年打算达到7000辆，其中新车和二手车的比率是一比一。我们每年大约销售1500辆车，总收入大约是3亿美元。 你说每年卖了6800辆车，这是新车和二手车加起来的数量吗？ 对，总共大约7000辆，基本上对半分。 明白了。那么你刚才提到的收入是多少？ 收入是3亿美元。

Got it. Okay. And so you have you have seven franchises. Got it. You know, the first thing that comes to mind is you have four Honda stores. How do you feel about I see you smiling already. How do you feel about? I don't know if it feels the right word. How did you react to Honda's announcement about cutting dealer profit margins by as much as like 40% just like give me your entire mental cycle from the moment you heard that story till now? When you hear 40%, you know, it can be big, but it's not 40%. You know, because it's only on the profit per car. And you know, we sell a lot of accessories and a lot of FMI products. It's not that much. And you know, when you hear that, I know it can be really frustrating. It can seems big. But when you hear why Honda's doing it and their plans for the futures, like now you start to understand why. And you know, right now in Canada, we are going to have a problem for all the manufacturers that don't have a certain amount of cars that are fully EVs by 2026. But Honda's been a little bit late to the party with the EV cars. So what this means? So, under decided to shrink down the volume a little bit for Canada for a couple of years to not have big, big penalties. But in order to do that and invest much more in the EV, they reduce a little bit our margins. You know, I'd rather not have to, but I think for the long game, it's better.

明白了。好的。那么，你有七个加盟店，我知道你有四家是本田店。你怎么看待——我看到你已经在笑了——你怎么看待这个消息？我不知道“感觉”这个词用得对不对，你是如何对本田宣布要削减经销商利润高达40%的消息做出反应的？可以告诉我从你听到这个消息到现在的整个心理过程吗？ 当你听到40%的时候，你会觉得这个数字很大，但实际上并不是整个40%，因为它只是每辆车的利润。而且我们销售很多配件和很多金融保险产品，整体影响并没有那么大。我知道当你听到这个消息的时候，可能会觉得非常沮丧，看起来数字也很大，但当你了解到本田这么做的原因和他们对未来的计划时，你就会开始理解了。 目前在加拿大，对于那些到2026年没有一定数量的电动汽车的制造商来说，我们将会遇到问题。而本田在电动汽车方面显得有些迟缓。因此，本田决定在未来几年内缩减在加拿大的销量，以避免被处以巨额罚款。为了做到这一点并加大对电动车的投资，他们稍微减少了一些我们的利润空间。我本人是希望不要削减利润，但从长远来看，我认为这对未来发展更有利。

You seem pretty optimistic, which I'm surprised. You know, one could make the case that they shouldn't, like they can make these investments, but it can come into expensive. Their margin doesn't have to come into expensive. You're a margin. It could also, I could also make the claim that it actually diminishes brand value because the franchise is, you know, less profitable. Do you feel it's justified that, you know, they came out with this statement coming at the dealers margin. And I understand it's for a future investment. I get that. And I also don't have any horse in this race. I'm completely like down the middle. I'm a bystander here, but like, do you feel like it's justified that are coming after your pocket for this? If we only look at the short term, you know, it's, it's, it's not the best proposition that we could have yet. But, you know, I'm here for the long game. And, as always, been, you know, top manufacturers since the last 40, 50 years that they've been in Canada and America. So I think on the long game, it's, it's the play. They decided to make that play so they can maybe come back stronger in the next years. And they decided to build a $15 billion plant in Canada and that they're starting to build next year. So it's, they're going to give us a lot of cars to sell. A lot of nice EVs, a lot of hybrids. So like I said, it's two, three, maybe okay years on the 30 year careers. I don't think I will remember in 30 years.

你好，你似乎很乐观，这让我感到惊讶。你知道，有人可能会认为他们不应该这样做，比如他们可以进行这些投资，但这可能会变得很昂贵。他们的利润率不必变得如此昂贵。而且，我也可以说，这实际上会降低品牌价值，因为特许经营权的利润降低了。你觉得他们发表这个声明，瞄准经销商的利润是合理的吗？我明白这是为了未来的投资，我也明白这一点。而且我在这场比赛中没有利益关系，我只是一个旁观者，但你觉得为了这个原因他们从你口袋里拿钱是合理的吗？ 如果我们只看短期，这并不是最好的提议。但我在乎的是长期，他们在加拿大和美国已经是领先的制造商四五十年了。所以我认为从长远来看，这是一个好策略。他们决定采取这个策略，也许几年之后会变得更强大。他们决定在加拿大建一个价值150亿美元的工厂，明年开始建设。所以，他们会给我们很多车卖，很多好的电动汽车和混合动力汽车。就像我说的，两三年，可能会一般，但在三十年的职业生涯中，我觉得我到时候不会记得这两三年的事了。

I like the attitude. How is Honda doing in, in your markets in Canada right now? Does it generally speaking, how are sales inventory? For us inventories, it's been, it's been low right now. We have a personally 0.5 month of supply in my stores. I wish we had a little bit more. So like 15 days supply? Yeah. Wow. As we speak. Yeah. I got, I have a lot of cars coming in June though. So it's going to balance out a little bit. And sales are, you know, since we don't have a lot of inventory, we sell what we have. If we would have more cars, we would sell more, especially civics, base model civics, Alex, these are the cars that the Canada has always been really fan of. We don't have a lot of, yeah, forability. I see what you're doing. Fortability.

我喜欢这种态度。那么Honda（本田）目前在加拿大的市场表现如何？总体来说，销量和库存情况怎么样？对于我们来说，库存目前比较低。我们店里只有大约半个月的供应量。我希望我们能有更多一点，像是15天的供应量？对，确实如此。目前就是这样。不过，到了六月会有很多车到货，所以情况会稍微平衡一些。销售情况是，由于我们库存不多，所以我们卖完手头上有的车。如果有更多的车，我们会卖得更多，特别是思域（Civic），基本款的思域。这款车在加拿大一直很受欢迎。但我们目前没有很多库存，我明白你想说的可负担性问题。

That's it. Are you experiencing similar challenges as the US? Like negative equity, affordability, crunch? Are you experiencing similar? Also like, is it, you know, are you experiencing more or less? Like how do you compare it? I think less on the on the side of affordability, you know, on the cars, I've always been more expensive than the competition in here in Canada. So we're still more expensive. I think the rest of the manufacturers are more and more expensive. So they're maybe joining on the little bit on this little bit more expensive than it used to be. But on the car, on the trade in, they worked so much that people are finishing their lease and they have five, six grand of positive equity. So most of the people, they take this amount of money and they put it on their next lease. So they can have lower payment.

就是这样。你们在加拿大也面临着类似美国的挑战吗？比如负资产、负担能力、紧缩之类的？你们有没有类似的情况？另外，你们的情况是比较严重还是较轻呢？你们是怎么对比的呢？我觉得在可负担性方面，我们这边的车一直比美国的要贵。我们这里的车确实还是贵一些。我觉得其他制造商的车也越来越贵，所以在价格上可能和以前相比略有增加。而在汽车交易方面，车的价值很高，人们在租赁期结束时还会有五六千美元的正资产。大部分人会把这笔钱用于他们的下一次租赁，这样他们的月供就能降低。

So what are your biggest challenges right now? Like if you have the pinpoint top challenge or top two, what is it for you up in your market? I'm trying to figure out, I'm trying to actually compare. I'm curious to see like, you know, the similarities and differences, you know, cross border. On my side, the biggest opportunity and the biggest challenge I have right now is to find good use car. Mm hmm. Yeah. So we're, you know, maxed in our location of new car. We're always trying to buy a used car. I have a couple of buyers on the road. They're looking at the auction right now. And it's always important to have at least 1.5 months of inventory. That's our goal right now. We sit in a, we sit on 500 cars right now and we sell approximately 350 years a month. So I'm trying to get this number a little bit higher. So we can, we can sell more in the upcoming months because, you know, summer has always been a really good time for us.

那么你现在最大的挑战是什么？比如说，如果要找出一个或者两个最大的挑战，在你的市场上是什么？我想搞清楚，我其实是想做个比较。我很好奇想看看跨境之间的相似点和差异。对我来说，目前最大机遇和挑战就是找到好的二手车。嗯，是的。所以在我们这里，新车的库存已经满了，我们总是想买二手车。我有几位买家正在路上，现在他们正在拍卖会上看车。保持至少1.5个月的库存量是非常重要的，这是我们现在的目标。目前我们有500辆车，而我们每个月大约卖出350辆。所以我想把这个数字再提高一些，这样我们在接下来的几个月里就能卖出更多，因为夏天对我们来说总是一个很好的时机。

And on the new car side, on the key, in the key of stores, the main, the main challenges I think EVs, because EVs are crazy right now in the province of Quebec. We have $12,000 cashbacks from government. So every person right now, what do you mean they're crazy? Like they're selling like crazy? Yeah. All the EV cars that are under 65,000 MSRP, you get $12,000 discount from government. Wow. That's more than the US. Well, Canadian dollar, Canadian dollar. Canadian dollar, exactly. So all the, you know, all the EVs that are in this price range, people are really want to buy them right now because the government said that next year they will reduce the incentive and the year after they're going to reduce it also. So it's a clock ticking. So people really want to buy their car before December 31. And you know, Kia, we have a couple of EVs. We have more incoming. So people are trying to put their in on the EV6, EV line, narrow EV the quickest they can.

在新车方面，特别是在各大门店，主要的挑战我认为是电动汽车。因为在魁北克省，电动汽车现在非常火爆。我们有政府提供的1.2万加元的返现。因此现在每个人都在考虑购买电动汽车。你说的“火爆”是什么意思？就是卖得非常好？对，所有售价低于65,000加元的电动汽车都能获得政府提供的1.2万加元折扣。哇，那比美国还多。是的，加元，加元。正因为如此，所有在这个价格范围内的电动汽车，大家现在都非常想买。因为政府说明年会减少这个补贴，后年也会继续减少，所以时间紧迫。人们都希望能在12月31日之前买到他们的车。我们Kia有几款电动汽车，还有更多即将上市。因此人们都在尽快预定EV6、EV系列和Niro EV。

Or EVs, your best sellers right now because of this, because of this tax subsidy? In the Kia side, definitely. We sell more than 50% of EVs right now, every month. That's like night and day with the US right now. Not to say that, you know, not to say that all EVs aren't selling. It's just that that's absolutely not the case on the US side. I mean, the sales are cooling quicker than your average vehicle. Yes. But don't get me wrong. All the cars that are too expensive to get the incentive from government, they're not selling. Yeah, I can imagine. Or the best salesman is the government. Yeah. How what a line. The best salesman is the government. I'm sure that the EVs above 65K are not selling. Like you said, but what about non EVs above 65K? Like how's that? And I do. I'm also cognizant that you you run pretty mainstream brands like Honda Kia, you're not a poor store. But how are the cars above those price points? And generally speaking, not just EVs. How are they doing for you?

你们现在最畅销的车是电动车吗？是因为这个税收补贴的原因吗？ 在起亚这边，绝对是的。我们现在每个月卖出的电动车超过50%。这和美国目前的情况简直天壤之别。我并不是说所有的电动车都不畅销。实际上，美国那边的情况并不是这样的。我是说，销量比普通车辆降得更快。没错，但不要误会，那些因为太贵而无法享受政府补贴的车是卖不动的。是的，我能理解。最好的销售员其实是政府，真是句妙语。那些超过6.5万美元的电动车肯定卖不动，就像你说的。那么，超过6.5万美元的非电动车呢？它们的情况如何？我也清楚你们主要经营主流品牌，比如本田和起亚，不是高端品牌。那么那些价格较高的车，无论是否是电动车，销量怎么样？

In my side, I don't have a lot of cars over $65,000 since I sell Honda and Kia. But when I look at a dealership, there's a new city dealership not too far from here that I run by every day. And he has a lot of car in stock right now that I haven't seen that much cars in the main city stores for maybe two, three years now. So I know like I am dealerships are now having the best year. I think Porsche is different though, because someone who wants to buy 911 is going to buy 911. 100%. How much better are the margins when you send them from Canada to the US? How much more on average are you really making per car? It always depends on the exchange rate. I'm not a, there's way, way bigger exporter than I am. I do maybe 15, 20 cars a month when the exchange rate is good. So I'm usually trying to make between 1500 and 2500 per unit when I send them to the auction in the States. But like 1500 is what it left. I paid the transporter. I paid the man I'm fee. I paid everything. So roughly 50 and 2500.

在我这边，我没有很多超过65,000美元的车，因为我卖的是本田和起亚。但是，当我看一家经销店时，有一家新的城市经销店离这里不远，我每天都路过。他现在库存很多，这种数量的车我已经有两三年没在主要城市店见过了。所以我知道像我这样的经销店现在正经历最好的年份。我认为保时捷情况有所不同，因为想买911的人100%还是会买911。把车从加拿大送到美国，利润有多好？每辆车平均能赚多少？这总是取决于汇率。我并不是最大的出口商，有比我大得多的。我在汇率好的时候一个月可能出口15到20辆车。所以，当我把车送到美国拍卖时，通常每辆车想赚1500到2500美元左右。1500美元是扣除运输费、手续费和其他费用后的净利润。所以大致上每辆车的净利润是1500到2500美元。

And then what are you really banking on when you send the cars to the US? Are you banking on the exchange rate arbitrage or are you banking on that plus actually just making more money on the actual car? No, it's always the exchange rate. So you're saying there isn't a benefit. Like the market, the market speaks, it can be in the Canada US, it doesn't matter. There isn't actually a benefit to that specific car going to that market. It's more so the exchange rate. Exactly because I remember when I think it was in 2008, 2010, the rate was the same. One US dollars for one Canadian dollars and Canadian dealers, we were buying cars from the States. It was the opposite. Are you seeing any US entrance in your market? I know if there's a group of stores that, but a group of American dealerships that stores here, I don't think so. I know, you know, H. Greg is getting really, really big in the US. They're big in Canada too. I think about to Canada, they're starting to buy dealerships in the States. But I don't know if some of the major group are starting to buy dealerships in Canada.

然后，当你把车送到美国时，你真正依靠的是什么？是汇率套利，还是说除了汇率套利，还希望通过卖车赚更多的钱？不，这总是关于汇率的。所以你是说这没有什么额外的好处。市场可以在美国和加拿大之间运作，这没什么区别。事实上，将特定的车送到那个市场并没有什么额外的好处，主要就是因为汇率。确切地说，我记得好像是在2008年或2010年，那时候汇率是一样的，一美元等于一加元。而我们这些加拿大的经销商当时是在从美国买车。这种情况正相反。你在你的市场上看到美国的进入者了吗？我知道如果有一组商店，但一组美国经销商在这里开店，我不这么认为。我知道H. Greg在美国变得非常大，他们在加拿大也很大。我想他们正在向加拿大扩展，并开始在美国购买经销店。但我不知道是否有一些主要的集团开始在加拿大购买经销店。

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本集由Experian汽车公司赞助。Experian汽车公司是汽车行业中最受信赖的数据和洞察来源之一，提供一站式服务。这是因为Experian拥有庞大的数据库，从信用记录到车辆历史信息，再到数百万消费者数据点，包罗万象。想象一下，利用Experian的数据洞察来驱动您的营销策略的潜力。经销商可以使用汽车、生活方式和预测数据，更快、更低成本地找到有购车意向的消费者。通过精准的受众定位，经销商可以根据品牌、车型、租借结束状况、贷款还清情况、燃料类型或车辆维护需求来与购车者进行沟通。这一切使得经销商能够在合适的时间用合适的信息与合适的购车者交流。他们能够提高成功率，而消费者也因为收到及时且相关的沟通信息而感到满意。您可以点击下方节目说明中的链接，了解更多关于Experian营销引擎的信息。

Think about the presence in your markets of the online players. In the US, of course, there's the rise of Carvana. I competed in that space or various other players. I know Canada has its own set of players. Do they provide any meaningful competition in the market or is it sort of an afterthought, the online only players? How powerful are they in your market? They're not here. You're like, they're not. You looked at me like I fell off the moon. No, it's a, because I know Carvana is really big in the States, but here in Quebec, we have a lot that if, let's say you sell a product 100% online and you deliver it to someone's door, like it's door to door cells. And when you do door to door cells, you have a 30 day back that you have 30 days policy that you can return the product and get 100% refund. That's mandated by the government. Yeah, exactly. So people that don't, like so everyone was trying to sell car 100% online. Someone can buy the cars, drive it for 29 days. And after 29 days, just give the car back and they want my money back. So I know people are not entering to a 100% online because of that. It's probably going to change in the next years because online cells are coming. A lot of people are considering buying online, but most of the dealers, we don't have for the A to Z solution. We have customers, we have a lot of customers starting their process online, but they take the possession, they can pick up the car in the dealership. We do everything over the phone, but they come here to sign the papers and they leave the dealership with their new car. We don't deliver it in the cars. Oh, I can understand why.

考虑到你们市场上在线销售者的存在。在美国，当然，有Carvana的崛起。我曾与各种在线玩家在这个领域竞争。我知道加拿大也有自己的一套在线销售者。他们在市场中提供任何有意义的竞争吗？还是说在线销售者只是一个事后想法？他们在你们市场上有多大的影响力？他们不在这里。你说，他们不在。你看我的表情，好像我从月亮上掉下来一样。不是这样的，因为我知道Carvana在美国确实很大，但在魁北克，我们有很多规定，比如说如果你100%在线销售产品并将其送到客户家门口，就像上门销售一样。而在上门销售中，你必须有一个30天的退货政策，客户可以在30天内退货并获得全额退款，这是由政府规定的。没错。所以那些想100%在线卖车的人，他们会遇到这样的问题：有人可以买车，开了29天，然后在第29天还车并要求退款。所以人们还没完全接受100%在线，因为这一点。这可能会在未来几年改变，因为在线销售正在兴起，很多人正在考虑在线购买，但大多数经销商还没有从头到尾的在线解决方案。我们有很多客户从网上开始他们的采购过程，但他们会到店提车。我们在电话上完成一切手续，但他们会来店里签字并开走他们的新车。我们不负责送车上门。我能理解为什么会这样。

So I want to transition, given this is a great tangent, I want to transition to just how do you run your stores? Like at a high level, are there any core differences? I mean, the 30 day return if you deliver it, that's a pretty core difference. Are there any other core differences in the way you operate your stores versus how a USD would operate? It's really, in 2009, I went to visit Paragonanda. I went with one of my GM. Oh, like a guy. Who's the biggest under dealer that we can go and visit? And so we drove from Montreal to Brooklyn. So I parked my car right in front of the store, getting the stores, say, I'm a hundred dealer in Montreal. I want to see how you guys are doing. It's reselling in a month what I do in a year. So the general sales manager is, hey, nice meeting you. You say, how you know us and how you come here? So I know I saw a documentary on Mr. Benstock and I'm like, I'm a hunter dealership and I want to do as good as you in my market. So he said, Oh, Mr. Benstock is here today. He's going to be happy to see you. So Mr. Benstock, he came to meet us. He spoke with us for maybe 15, 20 minutes. Explain how he's doing it in his market. And we spent half of the day with his general sales manager to visit all the departments of his store is a business development center. We went to his service center and you know, business is pretty much the same. The only difference is volume. So you're saying just the volume here in the US is just much greater. There's eight million people living in the province of Quebec. There's what 25 million in the New York City. I think there's 10, 10 hundred dealers in the area of New York City. There's 65 dealers in the province of Quebec. So you know, the biggest dealer here. 65 one dealers. No, what type of dealers? Under dealers. Whoa. Six in the private franchise dealers with three million. In the province of Quebec. Yeah. What's going on? Like, how does that get to? You know, one of my questions I was going to ask you is about open points. But why would, how did you get to, how did we get to 65 hundred dealers? What is hard to do? You know, they want to, and it's not only under. It's all the manufacturers. We all have the same amount of manufacturers that has on the between 60 and 70 for all manufacturers. I know more stores, they have more chances. They have of selling more cars. That's probably their philosophy. There's not been a lot of open points in the past years. I don't recall having, I've been seeing an open point for hando key dealers for the past. Maybe five, six years.

既然这个话题很精彩，我想过渡到另一个话题：你们是如何管理你们的商店的？从一个高层次来看，你们的运营方式有任何核心区别吗？比如说，你们提供的30天退货政策，这就是一个非常明显的区别。还有其他与美国市场不同的核心运营方式吗？ 说到这里，2009年我去参观了Paragonanda。我带着我的一位总经理开车从蒙特利尔去了布鲁克林。我们就把车停在店门口，进去后我说我是来自蒙特利尔的一名经销商，我想看看你们是怎么做的。结果发现，他们一个月的销售量相当于我一年的销售量。总经理很热情地接待了我们，他问我是如何知道这家店并来到这里的。我说我看过关于Benstock先生的纪录片，我是蒙特利尔的一名经销商，我希望能在我的市场上做到和你们一样好。他说，哦，Benstock先生今天在店里，他一定会很高兴见到你。 Benstock先生随后见了我们，和我们聊了大约15到20分钟，解释他是如何在他的市场上取得成功的。之后我们和他的总经理花了半天时间，参观了店里的各个部门，包括业务发展中心和服务中心。其实生意的本质是一样的，唯一的区别就是销售量。 你是说美国这边的销售量更大？魁北克省有800万人，而纽约市则有2500万人。我认为纽约市有大概1000家经销商，而魁北克省只有65家。所以这里最大的区别就是销售量。魁北克省有65家经销商。嗯，什么类型的经销商？现代汽车的经销商。私营连锁的经销商在魁北克省有大概300万。 所以这是怎么回事呢？我本来打算问你关于开放点的问题。不过，你们是怎么达到有65家现代经销商的？很难做到吗？他们的想法可能是，更多的商店就有更多的机会卖出更多的车。因此在过去几年里并没有很多新的开放点。我不记得在过去五六年里看到有新的现代或起亚的开放点。

So we're pretty saturated in this market. That's an interesting philosophy. Because you'd think that fewer dealers could like consolidating, consolidating with fewer dealers, but the best dealers would actually provide the best possible experience for the customer. Not more dealers. I mean, I could see the other side as well, right? There's just more competition. So you have to be even better. But I feel like if I'm a manufacturer, I'd want my, you know, my brand in the hands of fewer better operators. So that actually, that surprises me to hear that. So I can only imagine how much that impedes your volume growth, at least on the new side, because you're just not as exclusive in your market. Exactly. But you know, manufacturers, they sell you two things. It's 10 cars. So having more open points, having more dealerships, I think you can maybe service more cars, service more cars, buy more parts from under. So I think they're winning on this side.

我们在这个市场上基本上已经饱和了。这是一个有趣的观点。因为你可能会认为，减少经销商数量并合并它们，最佳的经销商会提供给客户最佳的体验，而不是更多的经销商。 我的意思是，我也能看到另一种观点，就是更多的竞争可能会提升服务质量。但如果我是制造商，我会希望把我的品牌交给更少但更优秀的经销商。所以听到这个真的有点让我吃惊。我只能想象这会如何阻碍你在新车方面的销量增长，因为你在市场上的独占性就没有那么强了。完全正确。但是你知道，制造商卖给你的不仅是车，还有它们的服务。所以拥有更多的销售点和经销商，可能会服务更多的车，买更多的零件。因此，我觉得在这方面他们是获益的。

Are you facing any major headwinds in the Canadian auto market? I think we are in the worst, in the worst of what we could have been, because, you know, our interest rates are really, really high right now. We're talking, you know, lowering them in the next month. So I think the worst as, you know, we're maybe in the worst or it was maybe in the beginning of the year. I don't see how it's going to, it can be worse than what we do now. We see a lot of small dealers having trouble, people in the, not in the metro area, but in more a countryside. It's not as easy as it used to be, you know, and COVID years, they were not real years, you know, everyone was making so much money. You could sell cars, you know, blindfolded. So I think right now it's a big of a reality check.

你在加拿大汽车市场遇到了什么重大挑战吗？我认为我们现在正处于最糟糕的时期，因为目前利率非常非常高。我们预计在下个月降息。因此，最糟糕的情况可能是在年初或现在。我不认为情况会比现在更糟。我们看到很多小经销商面临困境，特别是在乡村地区，而不是市区。这不像过去那么容易。你知道，新冠疫情那几年并不真实，那时每个人都赚了很多钱，卖车只需闭着眼睛就行。所以我认为现在是一个重大的现实考验。

When you say the small dealers are having trouble, why do you think they're having trouble? Let's say the dealer used to sell 200 cars a year, 300 new cars a year. You build a nice facility. So you pay a lot of money for your facility. You build a facility to be able to sell that much cars. You hire a lot of people to sell you these cars. And within a couple of years, your sales go from 300 to 150. So you still have the same overhead, but you have less car to sell. So you need to find a way to compensate for that. Use car buyers, you know, they're still there, but use car is really, really competitive for now margins or not as high as they used to. We margins are under three grand a car front and back for use car right now.

当你说小型经销商遇到困难时，你为什么认为他们会遇到困难？假设一个经销商过去每年能卖200辆车，300辆新车。他们建造了一个漂亮的设施，为此花了很多钱。这个设施是为了每年卖出这么多车而建造的。他们雇用了很多人来卖这些车。但是几年来，他们的销量从300辆降到了150辆。虽然他们仍然有相同的开支，但卖的车却变少了。所以需要找到一种方法来弥补这个差距。二手车买家依然存在，但二手车市场竞争非常激烈，利润率也不如以前高。现在每辆二手车的利润不到三千美元。

And what were they for you a year ago? Like, I don't want to go pee COVID when things were like five grand, six grand. But like last year, the same period, there were a thousand higher per car. And what's driving the decline in your market? Is it the car or is it, you know, the warrant to back end products? The main issue I see right now is last year, in the years before, there were not enough cars on the market. And now the market is being flooded by the manufacturers on the new car side. So people are lowering their price of the new cars to be able to sell them. It's the first time in years that we see dealerships announcing 25% discount on new cars. So if the new car price drop, the use car is going to drop. So and it's a circle that's always going and going and going. So now the prices of the use cars are going so low. People they want to get rid of their inventory because they're paying so much interest on their floor plan. So what they do, they prefer to sell the car the quickest possible and they keep the lowest margin and they try to make money on the back end.

那它们在一年前对你来说是什么样的情况呢？我并不想说是 COVID 期间，当时车价大概是五千美元、六千美元。但去年同期，每辆车的价格大概高了约一千美元。是什么原因导致市场价格下跌的？是因为车本身，还是其他附加产品的原因？我现在看到的主要问题是，去年以及之前几年市场上的车不够多。而现在制造商向新车市场大量投放。于是，新车的价格被压低以吸引顾客。这是多年内第一次看到经销商宣布新车有25%的折扣。所以，一旦新车价格下降，二手车价格也会随之下降。这个循环一直在持续进行。所以现在二手车的价格非常低。人们急于甩卖库存，因为他们的经营费用（特别是贷款利息）太高了。所以他们倾向于以最快的速度卖掉车子，即使利润微薄，同时试图从其他服务中赚钱。

How's it been for you managing? I mean, you mentioned you have 15 day supply. So I would have to think that you've done pretty well, but how's it been managing inventory for you? For new cars, we always try to sell what's coming in. That's our main target right now. And for the use car, we have approximately 50 day supplies. So for the use cars, what we try to do is get to market as soon as possible, price aggressively. Let's say you don't have any action on the car for the first 65, 75 days, we're just trying to get rid of the cars as soon as possible. Maybe through auction, maybe we send them to other dealers. We have the chance to be a group. So maybe sometimes a car doesn't sell here. I'm going to sell it, send it to one of my stores and maybe 30 minutes away from here and it's going to sell there. Yeah. I want to ask you a couple of into weeds questions, right? Like how do you operate your stores? Meaning do you have a managing partner at each store? Do you have like co-managing partners? Do you have GMs? How do you run your stores?

你是怎么管理库存的？你提到有15天的库存，我认为你做得不错。但是，管理库存对你来说怎么样？对于新车，我们总是尽量卖掉即将到货的车，这是我们目前的主要目标。至于二手车，我们大约有50天的库存。对于二手车，我们尽量尽快上市，定价要有竞争力。假设某辆车在最初的65到75天内没有动静，我们就会尽快处理掉，可能通过拍卖，或者送到其他经销商那边。由于我们是一家集团，有时候一辆车在这边卖不出去，我可能会把它送到30分钟车程以外的其他门店，可能在那里就能卖出去。 我想问几个具体操作的问题。你们的门店是怎么运营的？每家店都有一个管理合伙人吗？有没有联合管理合伙人？还是有总经理？你们是怎么管理这些门店的？

So right now we have seven stores. We have one GM that's a partner. He's been with us for 30 years, I think this year. So he's a managing, he owns a percentage of the store and he's the GM at this place. I'm the GM at one of the stores. So I operate as a GM and as the CEO of the group. My brother is a GM of one of the store too and he's the co-owner with the family also. And to all the other stores, I have a GM that's there too, that's running the stores. They could become a managing partner in the future. It's something that we often do. But we want to get the boys a couple of years behind the desk and if they continue to have their good years as they do it, we're not close to sell them shares of the business. It's something a lot of dealerships are doing this practice just to make sure your good guys stay with you for a long time. Yeah, retain that talent, definitely a good move. Just back to cultural differences or like regulations, what other nuances separate the Canadian market from the US market? I can't tell from the Canadian market, but let's say more for the Quebec market where my stores are located. We have a mandatory law that people need to have winter tires on their cars from December 1st to April 1st. So that's a really good thing for dealerships because your customers get to come back twice a year to do their tire change.

目前我们有七家店铺。我们有一位总经理是合伙人，已经和我们一起工作了30年，他拥有店铺的一部分股份，也在这家店担任总经理。而我在其中一家店担任总经理，同时也是这个集团的CEO。我哥哥也是其中一家店的总经理，并且也是家庭共同所有者之一。其他店铺也各自有一位总经理在负责管理。他们未来有可能成为管理合伙人，这是我们常做的事情。不过，我们希望这些经理们能够在岗位上工作几年，如果他们持续表现出色，我们并不排除将公司股份卖给他们的可能性。许多经销商都采用这种方法，以确保优秀的员工能长期留在公司，是个留住人才的好方法。 再说说文化差异或者法规，不同之处是什么呢？以我的店所在的魁北克为例，这里有一项强制性法律，要求车辆在12月1日至次年4月1日期间必须安装冬季轮胎。这对经销商来说是件好事，因为客户每年需要回来两次进行轮胎更换。

So what we try to do usually is we try to sell them the winter tires when we sell them the car and we try to attach them so we can give them free storage for the summer and winter tires so they need to come back to see you and install the tires. I think your customers coming back to your store twice a year, it's really nice. Like I said, it's another government help we have right now. That's a pretty pro business move, especially you said you store the tires for them. I don't want to take four dirty tires in my car to replace them. So you store them for me. I'm definitely going to be back.

所以我们通常会在卖车的时候推荐冬季轮胎，并且将其与免费存储服务捆绑，这样他们需要回到店里来更换轮胎。我觉得顾客每年回来两次是很好的，就像我说的，这也是政府对我们的帮助。这是一个非常有利于商业的举措，特别是你们提供轮胎存储服务。我可不想把四个脏兮兮的轮胎放在车里去更换，所以你们帮我存储的话，我肯定会回来。

Exactly. That's one of the strategies we have to have a good retention at the service department. We try to get on let's say on five years, we're looking at maybe 45% service retention after five years. So 45% of your service customers continue coming back to your store after five years? Yes, are we calculated as let's say you sell a thousand car a year, you're zero, you sell a thousand car. I'm many of these customers still coming back to your store five years later. So we're trying to go at 45%. But I'm saying that's what you're at, right? That is the number you're at? Does the number we're at and does the number or 20 groups are saying we should get right now we're at 47%. We're really happy with this number.

没错，这就是我们在服务部门保持高客户留存率的策略之一。我们的目标是五年后能有大约45%的服务客户继续回来。也就是说，五年后大约有45%的客户还会回到你的店里进行服务，对吗？是的，我们的计算方式是这样的，比如你每年卖一千辆车，那么这些客户中有多少人在五年后还会回来。我们的目标是达到45%。但我说的是你们目前的实际数据对吗？那个数字就是你们的现状吗？对，这就是我们的数据，也是业内20个标杆小组认为我们应该达成的目标。我们现在的留存率是47%，对此我们非常满意。

Yeah, I mean, what I'll tell you is that you have a ton of competition. So I've obviously heard of a lot higher in the US with some stores and there's also some stores that are worse and lower. But given your amount of competition and if your 20 group is putting out that bogey of 45%, it seems like you're doing something right. Yeah, exactly. So you're trying to, if you have your customers coming back to your store two times a year after two or three years, you're trying to sell them a new car, put them in a behind new wheels. So it's really helping us to have the retention even on the sell side.

是的，我的意思是，你面临很多竞争。我听说在美国有一些店的销售表现要好得多，但也有一些店的表现更差、更低。不过，鉴于你们有这么多竞争，如果你们团队的目标是达到45%的业绩，那说明你们做得很好。对，没错。如果你能让顾客每年光顾你的店两次，那么在两三年后，你就有机会向他们卖新车，让他们开上新车轮。这对我们的销售保留率真的很有帮助。

What about other in-store processes? You mentioned you're struggling with acquiring used cars. Are you leveraging auctions primarily? Are you buying off the street, service drive? How are you doing with a used car acquisition in this market? We have a person looking at auction every day. So auction as you know, auction are not really the best car to buy, but it's the easiest way to buy some. So we're having people looking at them. We place a lot of bids to buy one or two cars every day because you know, people are putting their proxies so much higher these days. I have to imagine you're buying from Openlane. They made the acquisition of Manheim Canada. Yeah. So we go to Openlane. There's other auctions in the area here that we use. There's trade rev. I don't know if it's in the US too. Yeah, I'm from a trade rev.

您提到您在店内的其他流程方面遇到了困难，特别是二手车的获取。您主要通过拍卖来购车吗？还是通过其他途径，比如街头购买或售后服务获取？在当前市场形势下，您是如何进行二手车采购买的？ 我们有专人每天在关注拍卖市场。如您所知，拍卖车其实质量不是最理想的，但确实是获取车辆的最便捷方式，所以我们在拍卖上投入了很多精力。我们每天都投很多标，只为了买到一两辆车，因为现在大家在拍卖时的出价都非常高。 我想你们是通过Openlane平台购车吧？他们收购了Manheim Canada。是的，我们会去Openlane平台。这里还有其他一些拍卖平台我们也在使用，比如Trade Rev。我不确定美国是否也有这个平台。对，我了解Trade Rev平台。

So we try to be on every platform. We are also on Facebook marketplace. I have people looking at marketplace every day, refreshing their pages every five minutes to see if the new car is coming in. I think this is the best place that we can buy cars right now. It's brand new cars on the market. So I'm probably buying between 15 and 25 cars a month only for marketplace. Another 15 to 25 from the actions and maybe 50 from all sellers. We have a big network of people on the road buying cars from all the stores. And there's, you know, I'm buying a lot of used cars from Audi stores, not too far from where he's only keeping Audis and stuff. So we selling all these two. Yeah. Yeah.

所以我们尽量在每个平台上都有覆盖。我们也在Facebook Marketplace上活跃。我每天都有专人查看Marketplace，每五分钟刷新一次页面，看是否有新车上市。我觉得这是目前我们买车的最佳平台，有全新车在市场上。我大约每月在Marketplace上购买15到25辆车，另外在拍卖会上再买15到25辆，并从其他卖家那里买大约50辆。我们有一个庞大的网络，在路上有人从各种店铺买车。我们也从离这里不远的奥迪店买很多二手车，他们只保留奥迪这样的品牌。所以我们会把这些车都卖掉。对，就是这样。

So another question I had for you was you mentioned sending a bunch of cars to auction, right? What's your philosophy, right? Are these trade-ins? Why aren't you retelling them? Do you just not have the market for these types of cars to effectively retail them? Like how do you think about that? There's two types of cars that we're sending to auction. The first one is are all the cars that say that you wouldn't sell to your sister. If the car is not made for someone, I could refer this car to. For me, it's really easy to send it to the auction. I don't want any trouble with the customers coming back in two, three months saying, you sold me a lemon. And the other cars is high expensive cars. We were trying to sell maybe expensive cars one every two months, two, three months. But it's easier for us to just get back the money and buy civics, buy Kia for days with this amount of money. Yeah. I mean, it doesn't seem like that's really a market.

所以，我还有另一个问题，你提到要把一堆车送到拍卖， 对吧？你的想法是什么？这些车是置换来的旧车吗？为什么你们不自己零售这些车？是因为没有合适的市场来有效地零售这些车吗？你是怎么考虑这些问题的？ 我们送去拍卖的车可以分成两类。第一类车是那些你不会卖给你妹妹的车。如果我觉得这辆车不适合推荐给认识的人，对我而言，把它们送去拍卖就很容易。我不想几个月后顾客回来抱怨说我卖给他们次品车。另一类车是那些高价车。我们曾经尝试每两三个月卖一辆高价车，但我们发现更容易的方法是直接把钱拿回来，然后用这笔钱购置更多的思域或起亚，连续几天都是这样做。确实，这个市场好像并不太适合我们。

So tell me, what's on your mind was you think about the future of your group growth, the market, what gets you excited? For me, what's really getting me excited right now is interest rate coming down. I think we are going to have a good year next year if the interest rate are coming down. Economists says that the interest rate of Canada is probably going down to 1% lower from in the next five, six months. So right now we are at 5%. And the predictions are the rates going to be at 4% by the end of the year. So just for us, if 1% drop, it's going to be a lot easier for us to carry inventory. And I think customers are going to be really more inclined to change their cars because right now we're renewing customers that were paying 0%, 2% interest rate on lease. And right now we're renewing them at 7%, 8%. So if we can get a couple of percentage back, it's going to be easier a little bit for us to sell cars.

那么，告诉我，你在考虑你们团队的未来增长和市场时，有什么想法？有什么让你感到兴奋的？对我来说，现在最让我感到兴奋的是利率正在下降。我认为如果利率下降，明年会是一个好年景。经济学家说，加拿大的利率在接下来的五六个月可能会下降1%。现在我们处于5%的利率水平，预测到今年年底，利率将降至4%。所以对我们来说，如果利率下降1%，我们管理库存就会容易得多。我还认为，顾客会更愿意换车，因为我们现在正在为那些原本支付0%到2%利率的租赁客户更新合同，而我们现在给他们的是7%到8%的利率。所以，如果我们能重新降低几个百分点，卖车就会稍微容易一些。

I'm really excited also to see what are the next models coming in the next years. Like I told you, Andes, as big plans for the next years, they're bringing 1 EV car year for the next five years. So for me, it's going to be really nice to see what's coming into the stores and what I can offer my customers. So I think it's what's going to be the plan for the next years. I think as a lot of new players are trying to get in the game right now. And I don't think it's going to be easy for them to stay in the new markets. I see, even fast, they open five stores and a couple of months here in the Montreal area. And then the Quebec area. And I don't see them selling a lot of cars. So I'm really curious what's going to happen with them. And there's a lot of manufacturers that plan to come here. We had the Lucid Motors and Imperial Motors that were planning to come to Canada. And I haven't seen the car from them yet.

我也非常期待未来几年将推出的那些新车型。正如我告诉你的，Andes 有一个大计划，他们将在未来五年内每年推出一款电动汽车。对我来说，看到这些新车进入商店、了解我可以向客户提供什么，这将是非常有趣的。我认为这将是未来几年的计划。目前有很多新玩家试图进入这个市场，但我认为他们在新市场上立足并不容易。我看到，有些厂家在蒙特利尔地区和魁北克地区几个月内就开了五家店，但我没见他们卖出很多车。所以我很好奇他们将如何发展，而且有很多制造商计划来这里。比如 Lucid Motors 和 Imperial Motors 计划进军加拿大，但我还没见到他们的车。

Are you looking to make more acquisitions? Are you looking to grow with more stores? Like what's your thoughts? And also, and if that is the case, what type of brands are you looking at? Right now, it's not a plan. You know, I mean my brothers, we got we got in two years ago. So we bought back our own coal, who was in the business for a long, for a long time. So it was a big chunk at one time. What I'm trying to do is I'm trying to integrate vertically a lot of businesses. So this is my goal for the next two, three years. I opened to last year, we opened the rust proof business. I just opened another one in April. So we're rust proofing cars. Wow. Another dealer, another dealer going into different or alternative businesses. I'm telling you, like every dealer I speak with nowadays is like more than I've more than ever, at least in my world, people are looking at alternative business.

你们在寻找更多的收购机会吗？你们在考虑通过增加更多店铺来扩展吗？你是怎么想的？如果是这样的话，你们正在考虑什么类型的品牌？目前，这还不是一个计划。我的意思是，我和兄弟们是在两年前进入这个行业的。那时我们买回了我们自己的业务，它已经经营了很长时间。所以，这次收购占据了很大一部分资源。现在，我的目标是将很多业务垂直整合，这是我未来两到三年的目标。去年我们开设了一家防锈业务，我在四月份又开了一家新店，所以我们现在进行车辆防锈处理。真是令人惊讶，另一家经销商进入了不同或替代的业务领域。现在我跟很多经销商聊天，发现他们比以前更多地在考虑进入替代业务，至少在我的世界里是这样的。

And why are you? Why'd you get into rust proofing? Just in one store, we were selling 1000 rust proof protection every year that we were contracting to the guy just across the street. So one day I told my brother, because I wanted to open the parts stores. That was my first idea. I wanted to because we buy over, I think it's over two millions, non-hoey parts a year for our body shops. So I wanted to open just a parts store. So I was looking online to buy parts store seats. There's one for sale that there were franchise opening. And I found the franchise of rust proof. So I tell my brother, I say, you know what? We do so much rust proof every year. We should do them by ourselves. So I call the guy from the rust proof business. He sent me and my brothers to go visit one of his franchisees. And we had so much fun that day because we sell cars.

你为什么要做这个？你为什么从事防锈处理工作？ 在一个店里，我们每年销售1000个防锈保护，这些工作我们都是外包给街对面的那个人。所以有一天我告诉我兄弟，我想开个配件店。这是我的第一个想法，因为我们每年为我们的修车行购买价值超过两百万的非原厂配件。所以我想开一个配件店。我在网上查看配件店的位置信息的时候，发现有一个防锈处理的加盟店在出售。我就告诉我兄弟：“你知道吗？我们每年做这么多防锈处理，为什么不自己做呢？”于是我联系了那家防锈处理公司的负责人，他让我们兄弟俩去参观他的一家加盟店。那天我们玩得很开心，因为我们也卖车。

I never did a rust proof protection myself. So the guy said, he told me, I'll keep bringing your truck inside. I'm going to shoot your car. You're going to see we do the best rust proof protection. And we got into the rust proof business like this. Here we made only with this location, we did over a thousand rust proof. That's warranted for 10 years. So customers need to come back one of your. I was going to say, what's the economics on that? Like if you do a thousand rust proof, how much do you charge? What's your margins? So we charge $149 per car and $150 for trucks. It's not a big money, but it gets your customers to come back to your stores every year for 10 years. What's nice too is we put the rust proof business in one of the key store. So people are calling us away. Do you do a Mazda? Do you do pickup chumps? Do you do this brand? So we do it all brands for rust proof.

我自己从来没有亲自动手做过防锈处理。所以那个人跟我说，他告诉我，他会继续把我的卡车开进来。他说要给我的车喷防锈涂层，还说你会看到我们的防锈处理是最好的。就这样，我们进入了防锈业务。在这个地点，我们做了超过一千次的防锈处理，而且保证有效期为10年。因此，客户需要每年来我们这里一次。我想问一下，这样的经济效益如何？如果做一千次防锈处理，你们收多少钱？利润是多少？我们每辆车收费149美元，卡车则收费150美元。这不是很大的钱，但能让客户每年都回来光顾你的店，连续10年。更好的是，我们把防锈业务放在一个关键的店面，所以很多人打电话问，我们是否给马自达做防锈？是否给皮卡做防锈？是否做某个品牌的防锈？我们的回答是，对，所有品牌的防锈处理我们都做。

So what I prefer about this business, what I like the most is sometimes I go to the store and I see someone coming in the service drive with a 2024 Mazda 3 doing the rust proof business in the key store and he sits in the service lounge with all my customers and he's looking at the key of cars in the showrooms while he's doing that. So for me, that was the main goal. So I have a thousand customers that don't drive keyers that don't drive lallies that are coming to my stores to do the rust proof every year. That is very smart. So for us, that was the main goal with the rust proof and we did a thousand the first year. I think we're going to have a 80% renewal. So we're going to do 800 of these this year plus a thousand new. So in a couple of years, we're planning to do 5,000, 6,000 a year. I'm blown away. I mean, I've never done rust proofing. It's not something we do in this market. But the fact that you do it and you get people in your doors, I'd be curious to know how many, what percentage of those people you actually convert to other service work and a new car.

我最喜欢这项业务的一点是，有时候我去店里，会看到有人开着2024款马自达3来到服务区，进行防锈处理，然后他坐在休息室里和其他顾客一起，同时还在展厅里看车。对我来说，这就是我的主要目标。所以我有成千上万的顾客，他们并不开凯亚或其他品牌的车，但每年来我的店里做防锈处理。这非常聪明。对于我们来说，防锈处理的主要目标就是这个。我们第一年做了1000次防锈处理，我认为我们会有80%的续约率。所以今年我们会做800次续约加上1000次新的防锈处理。所以，几年后我们计划每年做5000到6000次防锈处理。我非常惊讶，我以前从未做过防锈处理，这在我们的市场上并不常见。但你们这么做，并吸引顾客进店，我很想知道你们实际转化了多少顾客，进行了其他服务或卖出新车的百分比。

I don't have the numbers for conversion right now. It's not something that we track right now, but I want to track definitely. I know we did upsells for service department, that's for sure. Because the service advisor is going to see the cars, we change wipers. We offer is also washed at the same time because we do aesthetic too. So I know we can't rid of a little bit of customers, but in the long game, I really want to change a car for someone who's coming for rust proof for his car and he leaves with a brand new car. That's something I can imagine doing in the next year that we do. Speaking of ancillary products, your top products that you sell with cars, is it similar to US like a VSC, a vehicle service contract and gap insurance or anything different there? On the accessory side, it's winter tires. That's for sure. We sell 75% of our deals have winter tires in it. So two sets of tires in the car.

翻译如下： 我现在没有转换率的数据。目前我们没有跟踪这些数据，但我绝对想要开始跟踪。我知道我们确实在服务部门进行了增销，服务顾问会看到汽车，我们会更换雨刷。同时，我们还提供洗车服务，因为我们也做汽车美容。所以我知道我们确实减少了一些客户，但从长远来看，我真的希望可以改变来做防锈处理的客户，让他们最终开走一辆新车。我可以想象我们明年会做到这点。说到附加产品，你们最畅销的产品和美国类似吗，比如车辆服务合同和缺口保险，还是有其他不同的产品？在配件方面，冬季轮胎是最畅销的。我们75%的交易都包含冬季轮胎，所以车里会有两套轮胎。

Does that get rolled into the loan or is that paid separately? How does that work? Yeah, it's all in the loan. And on the backhand, there's a product we sell here. It's like a little bit about gap insurance. So it's a similar product. We try to have 40% penetration and 40% penetration and extended warranty too. Okay. So it's pretty similar to US. I wanted to talk to you about something because I listened to the podcast, the recent one you posted. And you were saying that you cannot imagine not delivering a car the same day the customer purchased it here. It never happened the same day. It's always two or three days later. So it's always a two time visit for every time customer buy a car. Well, I'm not shocked anymore since I heard it happening in Massachusetts. But it seems like the more north you go, the slower people are to pick up their cars. But explaining why is that happening? Why do you guys sell the car and not deliver it for two or three days?

这会包括在贷款里还是需要单独支付？这是怎么运作的？对，这都包括在贷款里。我们这里卖的一种产品，类似于差额保险。我们希望这种产品的渗透率达到40%，还有延保的渗透率也达到40%。好的。这和美国很相似。我想跟你谈一些事情，因为我听了你最近发布的播客。你说过，你无法想象不能在客户购车当天交付车辆。在我们这里，从未发生过同一天交付的情况，总是两三天后才交付。也就是说，每次客户买车都要来两次。现在我不再惊讶了，因为我听说在马萨诸塞州也发生过同样的情况。但似乎越往北，人们提车的速度越慢。能否解释一下为什么会这样？为什么你们卖车后要等两三天才交付？

I think it's a culture thing because I'm coming back to my visit to Paragon Landa. He told me that his goal was to get a customer in and out with a new car in two hours. I was like two hours for me if I do it in two days. That's really, really good. They prep their cars right before the customer comes in. For us, the cars are not ready before the car comes in. So when we show a customer the car, the car is still wrapped with all the plastic. The car is not really PDI is almost never done before the customer buys it. So after we order the parts because we don't, maybe the difference we don't carry as much of parts as the bigger dealer in the US. So we order the parts the next day. We receive them the day after. We prepare the car two days after and the customer can pick it up to three days. So I think that's a culture thing. You said unwrap, but is that also for used? People buy a used car and pick it up three days later?

我觉得这是一个文化差异问题。我回想起我访问Paragon Landa的经历。他告诉我，他的目标是让顾客在两个小时内买到车并开走。我当时想，对我来说，如果能在两天内完成已经非常好了。他们在顾客来之前就把车都准备妥当了。对于我们来说，车在顾客来之前是没有准备好的。当我们展示车给顾客看时，车还是用塑料包着的，而且交车前的预交检(PDI)几乎从来没在顾客购买之前完成过。所以，在我们订购零件后，我们也许不像美国的大车行那样备有那么多零件。我们订购零件的第二天收到货，然后在第三天准备好车，顾客大约在三天后才能提车。所以我认为这是一个文化差异问题。你提到拆包装，但那也包括二手车吗？人们买二手车也要等三天才能提车吗？

Yeah, all the time. Dude, you guys are unique, man. That's putting it nicely. I mean, people here are so impulsive. I buy that thing. I want it now. I mean, to wait three days, man, that's a new one for me. Yeah, and we probably have more cancellation though. We have approximately 20% cancellation. Oh, holy. That's a lot. Dude, that's a ton. Yeah, we have months with 40% cancellation though. That's incredibly, that's crazy. So there's a lot of buyers' remorse. A lot. You know, and you know, you get home, you talk to your neighbor, you talk to your uncle, and they told you they got the better deal at this store. They told you, oh my God. You shouldn't have. But this car, you should have. This is something I hear every day. So we have to stop a car two times. Wow. I can only imagine all the double work. Yeah, Southman, they merit, they, you know, they gain their commission. Sometimes you have to sell the car two or three times. So their commission is well-relevoceved.

对，确实如此，兄弟，你们真是独特啊。这还是说得委婉了。我是说，这里的人都很冲动。我买东西就是想马上拿到手。要我等三天，这对我来说可是新鲜事儿。是啊，我们可能还会有更多的取消订单。我们大约有20%的订单被取消。哇，那可真不少。兄弟，那真是太多了。是啊，有时候我们一个月甚至有40%的取消率。简直是太疯狂了。所以买家后悔的情况很多，非常多。你知道的，你回家后，跟邻居聊聊，跟你叔叔聊聊，他们告诉你，他们在另一家店买到了更划算的东西。他们会对你说，哦天哪，你不该买这个。不过这辆车，你应该买的。这种话我每天都会听到。所以我们可能要给同一辆车停两次。哇，那可真是够麻烦的。我能想象到所有的重复工作了。是啊，售货员确实是赚到了他们的佣金。有时他们不得不把同一辆车卖两三次，所以他们的佣金也是应得的。

All right, Jimmy, this was awesome. I think we covered lots of topics. Any parting thoughts before we wrap up? Honestly, it was really fun talking to you. Thanks a lot for having me. What's your favorite episode of the podcast, Ms. Kerris? Or do you have a favorite event? I should ask that. The first one I really liked was the one you did with Brett Morgan. Yep. That was a big one. Yeah, that was a big one. I really liked this episode. The one with Brian Benstuck was, you know, it was really, really, really good too. These were my two favorites. And the other one I really liked is what's the, I think it's Danielle Krennick's time autogroup. They got what the Tesla stocks. Yeah. Yeah. This guy is crazy. He's in a good way. Like he's a fan. It was a super, it was really nice episode. Guy started from nothing and built this out by himself. It was really good.

好的，吉米，这次真的很棒。我觉得我们讨论了很多话题。结束前你有什么要补充的吗？说实话，和你聊天真的很有趣。非常感谢你邀请我。克里斯女士，你最喜欢的播客是哪一集？或者你有最喜欢的事件吗？我应该问这个。我最喜欢的第一个是你和布雷特·摩根做的那一期。是的，那期很重要。对，那是一期重要的节目。我真的很喜欢那一集。你和布赖恩·本斯托克的那集也非常非常好。这是我最喜欢的两集。还有一个我也很喜欢，是那个，应该是丹妮尔·克伦尼克的节目。他们有谈到特斯拉的股票。对。这个人很疯狂，但以好的方式。他是粉丝。那期节目真的很好。这个人从一无所有开始，自己建立了这个。真的很棒。

Yeah. I'll tell you a funny story. And Daniel, if you're listening to this, text me when you hear this. He texted me one day and we actually need to do this, but he's like, hey, he basically like made an ask of me. He asked me to kind of like join him on some meeting or something, but he was, what I like about Daniel is he's, he's a dealer, but he's, he's extremely transparent or at least that's the vibe I got. So he pretty much told me he's like, hey, would you like to attend this with me? And he was like very honest about why he wasn't like, hey, I come with me. It'll be cool. He was like, hey, like I need you for this. You know, this will be, this will help me out. And like I just, I appreciate, I appreciate candle like that. You know, in our business, you know, it's, you have the fortunate thing is you do have a lot of that people are real.

好的，我给你讲个有趣的故事。丹尼尔，如果你在听这个，听到后发短信给我。有一天他给我发短信，我们实际上需要去做这件事，但他基本上是向我提出了一个请求。他叫我和他一起参加某个会议之类的东西，但我喜欢丹尼尔的一点是，他是个生意人，但他非常坦诚，至少这是我得到的感觉。所以他直接告诉我说：“嘿，你愿意跟我一起参加这个会议吗？”他很诚实地解释了原因，而不是说“嘿，跟我来吧，这会很酷。”他直接说：“嘿，我需要你参加，这对我有帮助。”我很欣赏这种坦诚的人。在我们的行业中，幸运的是你会遇到很多这样真实的人。

In other industries, in many cases, it's not like that. You know, a lot of people are very, you know, timid, like, oh, soft spoken or not, like, you know, they may be scared to say something to your face, but our industries, you know, has a very blunt nature to it, which is a great thing in my opinion. So anyways, that's my story for what it's worth. Jimmy, thanks for coming on.

在其他行业，很多情况下并不是这样的。你知道，很多人非常胆怯，或者说话很委婉，他们可能怕当面说些什么。但我们这个行业呢，大家都很直接，我觉得这是件好事。不管怎么说，这就是我的看法。Jimmy，谢谢你来参加。

This was great. I'll help the link to your group in the show notes below. And it was a pleasure. Really enjoyed it. Thanks for coming on. Thanks a lot for having me. Super happy to be the first candidate in the room. We finally did it. Cardio Shrimp guy news is live and ready to serve the car industry. We're not a traditional news outlet. And I'm not a journalist, but I believe the market deserves concise and unbiased car industry news presented in clear, straightforward English. From the latest stories in automotive to CDG podcast summaries, dealership best practices and even consumer deals, we're going to offer it all. And the best part in the classic CDG spirit, everything's 100% free for you. Check it out at CDG.News that CDG.News and please give us feedback. Tell us what else you want. Rip us apart. We're not scared. We just want to provide value. Again, visit CDG.News or click the link in the show notes below.

这真是太棒了。 我会在下面的播客说明中加入你们团队的链接。 非常感谢，很享受这次交流。 感谢你的到来。 多谢邀请我。 很高兴成为第一个参加的人。 我们终于做到了。Cardio Shrimp 的新闻服务已经上线，准备为汽车行业服务。 我们不是传统的新闻媒体，我也不是记者，但我相信市场需要简洁、公正的汽车行业新闻，以清晰、直白的英语呈现。 从最新的汽车行业故事到 CDG 发布的播客摘要、经销商最佳实践，甚至还有消费者优惠信息，我们将提供一切服务。 最棒的是，按照经典 CDG 的精神，所有内容对你们都是 100% 免费的。 请访问 CDG.News，看看吧，记得给我们反馈。 告诉我们你们还想要什么，尽管批评，我们不害怕，只想提供有价值的内容。 再次提醒，访问 CDG.News 或点击下面的链接。

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. See you guys next time.

好的。希望你喜欢这一集。请给我们的播客评分。考虑订阅我们的节目，并查看节目说明中的相关链接。感谢收听。下次再见。