The Cyber Attack Testing a Trillion Dollar Industry

I'm going to kick this off. Thanks, everyone, for joining. This is going to be a very great, just jam-packed session. But what we're going to talk about today is we have some really great people here that came on to speak. Everyone that's joining us already at this point, and you've likely seen my barrage of posts and tweets over the last week with what's going on in car business. CDK, and I'll provide some quick context for anyone that is not up to speed, and then we'll kick it off.

我要开始了。谢谢大家的参与。今天这个活动会很精彩，内容十分丰富。我们今天要讨论的是一些非常棒的嘉宾来到这里进行演讲。已经在这里的大家可能已经看到我上周在社交媒体上发布的大量关于汽车行业的动态。对于那些还不了解情况的朋友，我会先提供一些背景信息，然后我们就开始吧。

But CDK Global, an automotive software provider, got hacked. The first report of the incident was on June 19th last week, about five or six days ago. Now, this is a pretty big deal, because this has pretty much crippled roughly. You can estimate 50% of US car dealerships. So to take a quick step back, the automotive industry between new and used car sales annually is about $1.2 trillion in sales. Obviously, massive, massive vertical. And CDK powers over 50% of auto retailers. So insanely significant amount for a company like that to get hacked and to go down has had massive impacts on our industry thus far.

但是汽车软件供应商CDK Global被黑客攻击了。该事件首次报告是在上周的6月19日，也就是大约五六天前。这件事情相当严重，因为它基本上瘫痪了大约50%的美国汽车经销商。快速回顾一下，汽车行业每年新车和二手车销售额大约为1.2万亿美元。显然，这是一个巨大的市场。而CDK为超过50%的汽车零售商提供服务。所以，像这样一家公司被黑客攻击并因此瘫痪，对我们的行业产生了巨大的影响。

And we'll talk more about what that means. We have some people around the table here that we're going to share about how the industry is dealing with it and what can happen next. To give a quick timeline for anyone that's not familiar, and I've made this super, super summarized into like six sentences. So I'll kind of run through this really quick. But on June 19th, there was the first report of an incident of CDK being hacked. You may remember that I posted about a week or two ago about a dealer group in the Vegas area that was hacked as well. Again, two separated isolated events.

我们会详细讨论这是什么意思。我们今天有几位嘉宾，他们会分享整个行业如何应对这个问题，以及接下来可能发生的事情。为了给那些不太熟悉情况的人提供一个简短的时间线，我已经将内容总结成大约六句话。所以我会很快讲一下这些事件。首先，在6月19日，首次报告了CDK被黑客攻击的事件。你们可能还记得一两个星期前，我发过一个帖子提到拉斯维加斯地区的一个经销商集团也遭到了黑客攻击。不过，这两起事件是独立的、相互分开的。

But it was really on the heels of that. This dealer group has been shut down. And suddenly on June 19, CDK reported that they were hacked and they had to shut down. On June 20th, they announced a second incident. We really don't know at this point if that was actually the first incident and they didn't fully clean it out or whatever is the right technical term for this. But the point is CDK shut down again. And they said that the attack is likely to last a couple of days.

但这真的就是紧接着发生的。这个经销商集团已经被关闭。突然在6月19日，CDK报告说他们被黑客攻击，不得不关闭。6月20日，他们宣布了第二起事件。我们现在真的不清楚这是否实际上是第一次事件，他们没有完全清除干净，还是有什么其他合适的技术术语。但关键是CDK再次关闭了。他们表示，这次攻击可能会持续几天。

Mind you, at this point dealers were already down. They had no access to their dealership management system. For anyone that's not in the business and you don't know what a DMS is a deal management system, just think of it as the brain of a dealership. It's the brain, it's the heart. You can't operate without it. It's extremely poor or apparently you cannot operate without it, but it's extremely difficult. Anyways, fast forwarding. June 21, CDK Global said that they're preparing to pay, or they were announced that they're preparing to pay millions of dollars to a criminal group based out of Eastern Europe. This was actually reported by Bloomberg.

请注意，此时经销商们已经陷入困境。他们无法访问他们的经销商管理系统。对于那些不在这个行业的人来说，如果你不知道什么是经销商管理系统（DMS），可以把它当作经销商的大脑和心脏。没有它，你无法运营，或者即使能勉强运营也会非常困难。无论如何，快进到6月21日，CDK Global宣布他们正在准备支付数百万美元给一个位于东欧的犯罪组织。这一消息实际上是由彭博社报道的。

And then on the 20s, we actually launched here a crowd source best practices, which we publicized, actually pinned it on my profile, just trying to help the industry continue to push forward in light of all the craziness here. It's hard to really explain hidden specific words right now, what it's like operating in the industry and the real data, the impact this is having a hundreds of thousands of employees, but we'll get into that shortly. And lastly, today is Monday and CDK is still not back on. So you still have 50% of US car dealerships right now somewhat crippled, and this is having a big impact.

接着在20号的时候，我们实际上启动了一个群体智慧最佳实践，这个项目我们进行了宣传，甚至把它固定在了我的个人资料上。我们的目的是在当前混乱的情况下，帮助行业继续前行。现在真的很难用特定的词语来解释在这个行业中的运营情况和其对成千上万员工的实际影响，但我们很快会详细讨论这个问题。最后，今天是星期一，而CDK系统仍然没有恢复。所以目前美国有50%的汽车经销商在某种程度上陷入了瘫痪，这对行业产生了巨大的影响。

So what we're going to discuss here today is, like I said, we have many great dealers, experts, cybersecurity experts, we're government and regulatory experts here on the stage. And really my goal is in open forum here where we can chat about how this may have happened, what it means, what it's going to be for the economy, what it means going forward, right? Like outlook for our industry, and how would this one pack the consumer experience in the future, the dealer experience tech, I mean, a lot to cover.

那么，今天我们要讨论的是，正如我刚才所说，我们这里有许多优秀的销售人员、专家、网络安全专家和政府及监管领域的专家。我的目标是通过这个开放论坛来讨论这件事是如何发生的，它意味着什么，对经济的影响以及今后的前景，对我们的行业有何展望，以及这将如何影响未来的消费者体验和销售人员的体验，以及这方面的技术。这需要讨论的内容很多。

But with that said, I'm going to take a quick pause to bring on another one or two speakers. And I also want to kick it off to start David. David Spiesak, your CEO up here, really appreciate you joining us for context for everyone. David is president and CEO, corrupted with solutions and automotive consultant. David is pretty much a legend car business. David would love to, would love if you can just give us like a quick background yourself and then dive into your, your take of what's happened with CDK and where we're at today right now in the industry.

但话虽如此，我现在要稍作暂停，邀请另外一到两位演讲者上台。同时，我也想请大卫开始发言。David Spiesak，你是我们的CEO，感谢你能加入我们，给大家提供一些背景信息。David是汽车解决方案公司的总裁兼首席执行官，也是汽车行业的顾问。他在汽车业务中堪称传奇人物。David，如果可以的话，请简要介绍一下你的背景，然后谈谈你对CDK当前情况以及我们今天在行业所处位置的看法。

You'll see, thank you so much for having me on and good to be with everybody. So my name is David Spiesak. I started in the car business. Like most people in this business, I fell into the job. I didn't grow up as a child dreaming that I would be accepted into being a salesperson. I fell into the business. I spent my first 25 years on the retail side. I'm a former dealer myself. I've created technology and I've been doing advisory and consulting services for dealers around the country as well as for some tech providers, vendors to solutions, vendors to dealers around the country. So here's my take.

你看，谢谢你们邀请我，很高兴和大家在一起。我叫David Spiesak。我最初进入汽车行业。像大多数人一样，我是无意间进入这个工作的。我小时候并没有梦想过成为一名销售人员。我进入这个行业后，在零售端工作了25年。我曾经自己也是一名经销商。我还开发过技术，并为全国的经销商以及一些技术供应商、解决方案供应商提供咨询服务。所以，这是我的看法。

I'll be as quick as I can. First of all, there's some really important conversations, interestingly, all kinds of conversations, as you know, you'll see that have happened over the last five days, five and a half days. And it makes sense we would have those. But I think that this is going to turn out to be a watershed moment for dealers around the country that while the GLBA has been around, Grand Leach Bily Act forever and the FTC last month massively increased the regulatory requirements, which we'll talk about in a second.

我会尽可能快一点。首先，我们已经进行了很多非常重要的对话，有各种各样的对话，你知道的，这在过去五天半里已经发生了很多。这是很正常的情况。但我认为，对于全国的经销商来说，这将成为一个分水岭时刻。尽管《金融服务现代化法》存在已久，但联邦贸易委员会上个月大幅增加了监管要求，我们稍后会讨论这个问题。

And dealers really have been doing, I think, a lot in order to elevate their security. I think this is going to force everybody to take a hard look, a different look at who they're doing business with. And starting with the DMS platforms, architecture matters. Talk about that momentarily. Your partner's cybersecurity platform matters. And we'll talk about that shortly. But long story boring, as you mentioned, 15,000 CDK dealers have been knocked out. And while their business has been disrupted and interrupted, depending on the store, we've got literally hundreds of thousands of associates that get paid on variable.

经销商们确实做了很多工作来提升他们的安全性。我认为这将迫使每个人更认真地审视他们的商业伙伴。首当其冲的就是DMS平台，架构很重要。我们稍后会谈到这个问题。你合作伙伴的网络安全平台也很重要，我们稍后也会讨论这个问题。总而言之，正如你提到的，有15000家CDK经销商被淘汰了。尽管他们的业务因不同的商店受到干扰和中断，但实际上有数十万计的员工在按业绩获取报酬。

So service advisors, finance men, people, technicians, who've all set their business, their income disrupted. So it's been obviously an incredibly challenging situation. How would happen? I don't know that anybody's ever going to tell us. I'm sorry, I just want to ask you a quick question, because I'm going to push it forward to Yara and Melissa. I want to talk about how it happened from the technical perspective. I do want to ask you a quick question though. What are you hearing right now on the ground floors? I'm sure you've spoken with lots of dealers who are crippled right now, handicapped to do this. What are they telling you? Right, the end of the month is nearing, like commissions for employees. There's so many things that happen, and deals should be like, what are you hearing right now from the ground floor?

所以服务顾问、财务人员、技术人员，他们的业务和收入都受到了干扰。这显然是一个非常具有挑战性的情况。这是怎么发生的呢？我不知道是否有人会告诉我们。抱歉，我只是想问你一个快速的问题，因为我打算把它转给Yara和Melissa。我想从技术角度讨论这是怎么发生的。但是我确实想先问你一个快速的问题。你现在在基层听到的是什么？我确定你跟很多现在陷入困境的经销商聊过。他们告诉你什么？对，月底快到了，比如员工的佣金。有很多事情发生，交易也要进行。你现在从基层听到的是什么情况？

Number one, there's huge concern from employees understandably so on whether they're going to get paid, how they're going to get paid, how accurate that payroll's going to be, or any of their deals going to end up going into July, which is going to cost them. Many of these employees are living paycheck to paycheck. They're not big companies, they rely on this money. So that's one thing. Second thing, it was a huge wake-up call. They had no idea that something like this could happen. We hear about it, everywhere in the world, there was over 3,000 cyber attacks last year alone. However, to have something to this extent was really truly unimaginable.

首先，员工们非常担心他们是否能够得到薪水，薪水将如何支付，支付是否准确，以及他们的任何合同是否会延续到七月份，这会让他们产生额外的费用。许多员工都在靠薪水勉强度日，他们并不是大公司的员工，他们依赖这些收入。这是第一点。第二点，这是一个巨大的警示。他们完全没有想到这种事情会发生。我们听说过全球各地都有网络攻击，去年就有超过3000起。然而，发生如此严重的事件，的确是难以想象的。

I want to shift the conversation to take us back now to the technical side. And we have Yaron Rosen here. He's a CEO of Fuse. He's here on the stage as well. Yaron is a cybersecurity expert. Again, I'm going to save the intro because you can do it better than me. If you could, Yaron, just keep it at 30 seconds about your background, which has been super impressive. And as I read about you, because I'd love to know your take as an expert in cybersecurity. If you can give us a little bit, take us a little bit into the behind the scenes of not only how this may have happened because anything can be hacked, I believe in that. And you could tell me if you disagree, you're the expert on that.

我想把话题转回到技术层面。这里有亚伦·罗森（Yaron Rosen），他是Fuse公司的首席执行官，也在现场。亚伦是一位网络安全专家。再次申明，我就不做具体的介绍了，因为你讲得肯定比我好。亚伦，请你用30秒左右简单介绍一下你的背景，非常了不起。我之前读过关于你的信息，因为我想听听你作为网络安全专家的看法。请你向我们简单介绍一下，不仅仅是这种情况可能是如何发生的，还有幕后的一些情况。因为我相信任何东西都可能被黑客攻击，如果你不同意的话可以告诉我，你才是专家。

Really, more importantly, if you can take us to the chain of events here, right? They said that there was a second hack that happened, right? Like what's really, from your experience, what do you really think is happening behind the scenes? Communication has been pretty limited. You know, CQ has put out some communications as their dealers, but the CEO hasn't come forward and spoken. There hasn't been any more communication beyond some emails. And maybe their management team having some conversations on the side with other management teams, really tough to know. So again, kind of wanna give you an open floor to introduce yourself and give us a little, you know, your take on what may have happened behind the scenes and what is currently happening right now.

其实，更重要的是，你能不能带我们回顾一下这里的事件链，对吧？他们说发生了第二次黑客攻击，是吗？从你的经验来看，你觉得幕后到底在发生什么？沟通真的很有限。你知道的，CQ作为他们的代理机构已经发布了一些信息，但CEO还没出面发言。除了几封电子邮件之外，也没有更多的沟通了。也许他们的管理团队和其他管理团队之间进行了一些私下对话，但真的很难知道。所以，再次给你自由发挥的空间，介绍一下自己，并告诉我们你觉得幕后可能发生了什么，以及现在的情况如何。

Yeah, thank you, OC. Thank you for having me. I'm good to be here in my background. In short, I'm very, I did the physical operations for about, you know, almost 30 years in the military. And somehow in a magical way, I transferred, transformed into cyberspace and ended up being the chief of the cyber staff and after I retired about seven years ago, I went into the private sector, founded two startups and now in Fuse, which is totally away from cybersecurity. I just wanted to stay away from it for a while. Just another challenge in my life. So that's my journey, basically. Thank you. So can you, can you answer your take?

是的，谢谢你，OC。谢谢你邀请我来。我很高兴能在这里分享我的背景。简单来说，我在军队里做了将近30年的物理操作工作。然后，在某种神奇的方式下，我转向了网络空间，并最终成为了网络部队的负责人。大约七年前我退役后，我进入了私营部门，创办了两家初创公司，现在在Fuse工作，这完全与网络安全无关。我只是想暂时远离这个领域，寻求生活中的另一个挑战。这就是我的历程，谢谢。那么您能谈谈您的看法吗？

Yes, can you take us back here, right? Back to the chain of events, right? Doors, CDK had an initial hack, and then a second hack, so they claimed. Now, right, there's this ransom, which according to Bloomberg, to preparing to pay, right? Can you take us a little bit behind the scenes of, what is really happening? What's your perspective? Having seen, having experienced, you know, a lot of this stuff throughout your career, like what do you really think is happening behind the scenes here and how is this chain of events unfolding?

好的，你能给我们解释一下吗？回到事件的起点，对吧？首先是CDK遭遇了首次黑客入侵，然后又遭遇了第二次黑客攻击，至少他们是这么说的。现在，像彭博社*报道的那样，他们准备支付赎金，对吧？你能不能带我们了解一下幕后到底发生了什么？从你的职业生涯中的经验和所见所闻来看，你觉得事情背后真实的情况是怎样的？这整个事件的发展是如何一步步展开的？ *彭博社全称为"彭博资讯"，是全球领先的金融信息和财经资讯提供商。

Yeah, you know, for CDK, I can't feel sorry enough for what they're going through. It's terrible. I mean, for the whole company, the CEO, the management, the board, it's a huge, huge lift, a huge challenge. In my view, this is really a moment that all of us should remember. I call it, I think it's nothing less than automotive's software, Black Swan. I think this is a moment that has the whiff of COVID-19. If all of us remember that, you know, it seems like a long time ago, but I think that all of us have to think about what really this means for how we consume vendors and dealers, how we consume software and how we place it inside dealerships.

是的，你知道，对于CDK，我真的非常同情他们现在的处境。这非常糟糕。对整个公司来说，不论是CEO，管理层，还是董事会，这都是一个巨大的挑战。依我看，这真的是我们所有人应该铭记的时刻。我称之为，称其为汽车软件领域的“黑天鹅事件”毫不为过。我认为这和COVID-19那种重大事件有相似之处。大家如果还记得，这事看上去似乎已经是很久以前的事了，但我们必须思考这对我们如何消费厂商和经销商的软件，以及如何在经销店内部署软件，究竟意味着什么。

Right now, what's going on is, I'm guessing, some kind of negotiations. These guys, from what I understand through, these guys are super sophisticated, these groups. It doesn't matter. The name doesn't matter. There are various groups, Eastern Europe, Chinese, North Korean, South America. They're very, very, very bullish. They got inside probably by accessing credentials from someone, whether it's a customer or someone else, which it's called in the industry, it's called spearfishing.

目前，正在进行的是某种谈判。这些人，据我了解，非常老练，这些团伙非常有一套。不管他们叫什么名字都无所谓。这些团伙有来自东欧、中国、朝鲜和南美洲的。他们特别积极。他们可能是通过获取某人的凭证进入系统的，无论是客户还是其他人，这种技术在行业内被称为“鱼叉式网络钓鱼”。

So CDK was probably the target. They were not, it wasn't just a statistic attack. It was, they were going for CDK. It's a huge landscape. They have so many opportunities. And the bigger we are as a company, the bigger our landscape is, and the harder it is to defend, and they chose a huge target and a very lucrative one.

所以CDK很可能是这次攻击的目标。这不仅仅是一次随机的攻击，他们的目标就是CDK。这是一个非常广阔的领域，他们有很多机会。我们公司越大，我们的领域就越大，防御起来也越难。他们选择了一个庞大且非常有利可图的目标。

And once they are inside, basically what they do, they do two things actually at once. They do a double extortion tactic. So they lock your computers and you have that famous screen telling you that you are under attack. And then they also probably extracted information. So they hold your data and they lock your hardware, your computers, and basically they shut you down. And now it's the negotiation start.

一旦他们进入系统，基本上会同时做两件事。他们会采取双重勒索策略。首先，他们会锁住你的电脑，屏幕上会出现你正在遭受攻击的提示。接着，他们可能还会提取信息。换句话说，他们不仅扣住你的数据，还锁住你的硬件设备，电脑无法使用，把你完全瘫痪了。然后，就是谈判的时候了。

In that case, usually what happens, there are incident response teams and crisis management teams that come into play. At the size of CDK, I'm guessing this is huge. So the best teams were called in, but there's no, I mean, if the way CDK was organized before this, I mean, it's such a hard hit that it's really hard to do anything than to negotiate and pay eventually. And that's what I'm guessing is happening. In my mind, I'm hearing that they're coming back, but humbly, I don't know how fast they can come back. I mean, this is something that takes weeks. After you get back some of your data or some of the access to your hardware, how do you know what's going on? How do you start? What do you start with? What part of CDK software do you go?

在这种情况下，通常会出现事件响应团队和危机管理团队。在CDK这样的规模下，我猜这影响很大。因此，最好的团队被调用了，但是，不管怎么说，如果CDK之前的组织方式就是这样的，那么这次打击真的是非常严重，很难做其他事情，只能最终选择谈判和支付赎金。而这是我猜测正在发生的情况。在我看来，他们正在尝试恢复，但说实话，我不知道他们能多快恢复。这种事情需要数周时间。即便你拿回了一些数据或恢复了对部分硬件的访问，你怎么知道发生了什么？你怎么开始？你从哪个部分的CDK软件开始恢复？

This is in my mind something that will take a while and I'm guessing at least weeks until they restore full operations and the MERSC attack in 2016, this ended up in three weeks of crippling of global commerce. I mean, and this is a huge company, the biggest shipping company in the world, the amount of retailing that goes on on CDK's software is huge in the US. And I think that if you look,

在我看来，这件事会花费一段时间，我猜至少需要几周才能恢复全面运营。就像2016年的MERSC攻击，那次事件导致全球贸易瘫痪了三周。我要说明，这是一家巨大的公司，是世界上最大的航运公司。在美国，使用CDK软件进行的零售交易数量非常庞大。我认为，如果你看看......

No, no, I was just gonna, I wanted to try me quickly. Okay, so you mentioned from your experience, this could take weeks. You know, I was speaking with someone, one of the top five largest public autographs. And I tweeted this, he mentioned, he said, hey, I forget the exact word, you look through my post, but he said, hey, my management has been, you know, creating plans for weeks, potentially, like, you know, over a month. Now, when I posted this, it got some pushback. People are like, oh, you're spreading negativity, this and that. But I mean, hearing you say that, like, my intent was, obviously, the globe, this is actually what's happening. And, you know, whether you like it or not, there are very sophisticated auto retailers out there that are planning potentially for, you know, weeks of being shut down.

不，没有没有，我只是想迅速试一下。我想说的是，根据你的经验，这可能需要几周时间。你知道，我最近和其中一家全球五大公众公司之一的人聊过。我在推特上提到过这个，他说，他的管理团队已经筹划了好几个星期，甚至可能超过一个月了。当我发这个消息时，有些人反应很强烈，说我在传播负面情绪之类的。但听到你这么说，我原本的意思其实是，这就是事实，不管你是否喜欢，有非常精明的汽车零售商已经在为可能长达几周的停业做准备。

And just hearing you say this, do you think that CDK telling the world now that they are, you know, hopeful that, you know, they're days away from reigniting their systems here, especially their, you know, their DMS, which we described earlier, this is like the brains of the dealership. Do you think that that's wishful thinking at this point? Like, you think it's realistic, or do you think that we're unlikely to see the DMS, you know, a restoration anytime soon? Like, how do you feel about that? What do you think?

听完你这么说，你认为CDK现在对外宣布他们有希望在几天内重新启动他们的系统，特别是他们的DMS（我们之前描述过，这相当于汽车经销商的大脑），这是一种一厢情愿的想法吗？你觉得这现实吗，还是我们不太可能在短期内看到DMS恢复？你对此有什么看法，怎么看这个问题？

Really humbly from my experience, a hack this size takes weeks to recover from. I just can't believe, you know, that it will come back in days. I think it's wishful thinking. And again, as much as my heart goes out to the CDK guys, I really, I know how this looks like from the inside. It is hell. It is really something you do not want to happen to you, to yourself or to your company or to your friends. It is really heavy, heavy lift. And it takes so much time to clear, you know, the areas that you can run off and really promise your customers, okay guys, now we are safe. Hey, 50%, 15,000 dealerships just got hit. Now you're telling me what? After one week, just go back to normal.

根据我的个人经验，恢复这种规模的入侵事件需要花费数周时间。我简直不敢相信它能在几天内恢复正常，我认为这只是痴心妄想。而且，尽管我非常同情CDK的员工，但我真的了解从内部来看这是怎样的情形。这是地狱般的经历，你根本不希望这种事发生在你自己、你的公司或你的朋友身上。这是一项非常巨大的工作，需要花费很多时间来清理受影响的区域，并向客户保证：“好了，各位，现在我们安全了。”可是，你看，有50%、大约15,000家经销商受到了冲击。现在你告诉我什么？一个星期后就能恢复正常？

Again, that's why I say it has the whiff of COVID-19 because I remember myself at a board meeting talking about something happening in China. And some people just said, yeah, you know, we'll go back flying in about a month or two, don't worry. And some people were saying, guys, this is something physical. It's going to change the way we do business. And we all know how it ended up. Now it doesn't matter if it's exactly that or anywhere in the middle. What I think the point is what we take from this event. And the point is what needs to change is the grand architecture and how dealerships organize, build a much safer architecture of how they consume the parts that power the dealership.

再说一次，这就是为什么我说这有点类似COVID-19。当时我记得在一次董事会会议上谈到中国发生的事情。有些人说，不用担心，大概一两个月我们就会恢复飞行。而另一些人则表示，这是一个实际的问题，它会改变我们做生意的方式。大家都知道最后的结果如何。现在，不管它是否与当时情况完全相同或有所差异，我认为关键在于我们从这个事件中得到什么经验。重点是需要改变的是整体架构，以及经销商如何组织、建立一个更安全的架构来管理他们使用的零部件来维持业务。

So if I am a dealer and I have my CRM and I have the in-store, numerous software systems, only if you're taking Fuse, you can do it with one. And then you have the DMS, the cash register, which is your way to take money from someone that is inside your dealership and wants to go home with a car. What does it rely on? On the CRM? No. Does it rely on the DMS? No, taking money, think about restaurant, you have eaten your dinner and you're at the cashier and the cashier is not working. Who cares, does the customer care about the DMS, about how the brain of the dealership works? The customer doesn't care. Does it care about the CRM? No, the customer doesn't care. The customer wants to step out of the dealership. So what we need to create is an architecture that has three separate, isolated parts and there cannot be interconnected. They cannot be interconnected.

所以，如果我是一个经销商，我有客户关系管理（CRM）系统，也有店内的各种软件系统，只有使用 Fuse，才能将它们整合为一个系统。然后，你还有经销管理系统（DMS），也就是用来处理现金交易的系统，让想要买车的顾客付款。 那么，它依赖于什么呢？依赖于CRM吗？不是的。依赖于DMS吗？也不是的。要想想餐厅的情况，你吃完晚餐去收银台结账，但收银系统坏了。谁会在乎系统呢？顾客在乎经销商的管理系统是怎么运作的吗？顾客不在乎。顾客在乎CRM系统吗？也不在乎。顾客只想离开经销店而已。所以，我们需要创建一个有三个独立部分且互不关联的架构，它们不能互相连接。

Do you need the CRM? You need the DMS and you need a point of sale system, a deal, cash register in the middle, which is different from the first two. That is the grand architecture. And there are of course many things that you can do in the middle to secure yourself. That's the grand architecture. Under additional to that, of course from a cybersecurity perspective, if you're a small dealer or a medium dealer or a large dealer group, it's very different how you deal with such threats. I would ask here, I wish I could do a voting here, but imagine if I would ask here the audience, how many people have a chief information security officer in their dealership group? Like what is the size of dealer that above it, you should have a chief information security officer. And if you're small, of course you don't have one. So do you work with an MSSP, a managed security service provider? You can't do this alone. Cybersecurity is a group, you know, as a team sports. You have to work with someone. Get help.

你需要客户关系管理系统（CRM）吗？你需要经销管理系统（DMS），还需要一个销售点系统（POS），即一个在中间进行交易和现金处理的系统，这与前两者不同。这就是整个系统架构。当然，在这个过程中有很多事情可以做来保障你的安全。这是总体结构。 从网络安全的角度来看，具体处理方式因你的规模大小而异。如果你是小型经销商、中型经销商或大型经销商集团，对待威胁的处理方式是非常不同的。我这里想做一个投票，但请大家想象一下，如果我问在座的各位，有多少人在其经销商集团中有首席信息安全官？那么多大规模的经销商才需要一个首席信息安全官？如果你是小型经销商，当然你不会有一个首席信息安全官。那么，你是否与托管安全服务提供商（MSSP）合作？网络安全是一项团队运动，不是你一个人能完成的。你必须与他人合作，寻求帮助。

Again, process people and technology, the blend between these three process, being ready for incident response, people, what do you do? How do you get help? How do you train? Do you have a CISO and tech? I can go on and on on that. We can speak about that later. I agree wholeheartedly with Yaren. It would be so outrageous to bring a system the size of CDK up in a matter of days. You remember when that attack first happened and it was first revealed, first announced? And then we weren't told at that point that it was an Eastern European group or it was ransomware, just that the system had a cyber incident, a cyber incident for those in the car business. Here's the equivalent of a check engine light. A check engine light, I mean, you didn't do a good job putting your gas cap on or a convenient issue that's gonna take your car down for a while. It's a huge bandwidth, same thing here. So I think describing it, characterizing as a cyber incident, I think was purely understandably an optics thing. I think they didn't possibly understand the depth, the issue of this issue. They then stated probably prematurely, possibly, that they're bringing all the systems up and then they got hacked again. Again, that if you have any background or understanding in this a bit, it's a bit like seeing my house burned down and then it burned down again.

再次说一下，关于流程、人员和技术，这三者之间的融合，为事故响应做好准备。人员方面，你该怎么办？怎么寻求帮助？如何培训？你有没有首席信息安全官（CISO）和相应的技术支持？我能一直说下去，我们可以之后再聊。我完全同意Yaren的观点。让像CDK这样规模的系统在几天内恢复运行是非常令人难以置信的。你还记得当攻击刚发生并且被首次披露时吗？当时只告诉我们系统发生了网络事件，是汽车行业内所谓的网络事件，就像引擎检查灯亮起一样。引擎检查灯亮起，可能是因为你没有把油箱盖拧紧，或者是其他一些会让你的车暂停使用的问题，影响范围很大，这里也是同样的道理。 所以我认为，称其为网络事件完全是可以理解的，从效果上来看。我认为那时他们可能没有完全理解问题的严重性。他们可能还没准备好就宣称要恢复所有系统，结果又遭到了攻击。如果你对这方面有些了解，这就像是我的房子被烧毁了，之后又被烧毁一次。

So it's not like, if there was ransomware, it's not like somebody got in, penetrated, put malware, put a lockdown on you and then decided, well, I'm gonna ease up, take you off the chokehold so you could bring stuff up and then do it again. That's interesting. The second thing though is just the reality that for most people out there, cybersecurity experts, CISOs out there, chief information security officers and CTOs, they will tell you it absolutely typically would take weeks to recover from this. And then even when that happens, you still have to investigate at that point what data was stolen as Yeren accurately described, they're gonna lock you down and they're gonna extract data to say that there was no breach on data was probably greatly premature if somebody was to assert that at this point. The next thing that's really important to understand is that from everybody I've spoken to experts and as you've known, I've built a number of systems that integrate, it's a monolithic architecture and a monolithic architecture basically means that once you break into an access point, you have open access to literally everything else that's inside that environment. First is a microservices environment which is what a Netflix and Amazon, a Tachyon or some of the other modern architectures will use. They do it on purpose because if you break in, you're basically isolated in a room, you can't get anywhere else. And then beyond that as Yeren would tell you, if you're dealing with a company, it's now become critical that they have ISO certifications that they have, SOC 1, they have SOC 2. And these things take one or two years to pass significant audits to achieve. You gotta ask your provider, do you have some kind of a red team? Are you hacking yourself? Do you have penetration reports? Do you have vulnerability reports? They should be able to share those with you. So I think this is like I said, a watershed moment for them. And I think unfortunately for CDK and my heart goes out to them and their associates. But I think this is a transformative moment and obviously probably not in a good way. We won't know the full fallout yet, Yossi. It's gonna come weeks and months past this. But I just think it's going to be possibly even more catastrophic than the event itself. It seems just frightening. I think this is a good segue to bring Melissa and Brad from Comply Auto.

所以，这并不是说，假如有勒索软件攻击，并不是说有人入侵了、渗透了、植入了恶意软件、对你系统进行了锁定，然后又决定放松一下、让你恢复系统、再进行一次攻击。这一点很有趣。不过还有一个现实情况是，大多数网络安全专家、首席信息安全官（CISO）和首席技术官（CTO）都会告诉你，从这种攻击中恢复通常需要数周时间。即使恢复了，你仍然需要调查到底哪些数据被盗了。就像 Yeren 准确描述的那样，攻击者会锁定你，同时会提取数据。说数据没有被泄露的话，现在看来可能过于乐观了。 接下来要理解的重要一点是，所有我谈过的专家都告诉我，而且正如你所知，我构建过一些集成系统，这些系统是单体架构。单体架构的意思是，一旦你破开了一个访问点，你就可以访问该环境中的所有其他部分。而在微服务架构中，例如 Netflix 和 Amazon 以及一些现代架构所使用的，你攻破一个点之后，只能在一个隔离的“房间”中，无法访问其他部分。除此之外，正如 Yeren 会告诉你的那样，如果你在与某家公司打交道，现在要求他们有 ISO 认证，他们有 SOC 1 和 SOC 2 认证。这些认证需要一到两年的时间通过严苛的审计才能取得。你必须问你的服务提供商，他们是否有红队（模拟攻击团队），他们是否进行自我攻击测试？他们是否有渗透测试报告和漏洞报告？他们应该能够把这些报告分享给你。 所以，我认为这是一个分水岭时刻。而不幸的是，对于 CDK 及其员工来说，我感到非常同情，我认为这是一个转折点，显然可能不是一个好的发展方向。我们目前尚不知道全部影响，要等数周甚至数月的时间才能知晓。但我认为这个事件的影响可能比事件本身更加灾难性。这听起来令人恐惧。我觉得这也是一个很好的契机，请 Melissa 和 Brad 来自 Comply Auto 上来讲讲。

So let me just table set for one second, right? Like I mentioned, automotive is a huge contributor of GDP, right? Roughly three, three and a half percent. Now, every day that dealers are operating significantly less efficiently or simply not operating in some cases, that's obviously a big hit to the economy. But specifically, right, if you drill down to the, if you drill down dealership by dealership, and I think this is, you know, other people here on the stage, Todd, Andrew, Vine, you might have some good insight here as well. But we know that, you know, if you don't sell a car today, or maybe you spot a car, right, you put a car on the road, you paper it, you know, later down the line, right? You can likely recoup many of those car sales. You might lose some and whatnot, but you can recoup some, many of them.

让我简单说明一下情况，好吗？就像我提到的，汽车行业是GDP的重要贡献者，对吧？大约占了3%到3.5%。现在，每天经销商的运作效率显著降低，或者在某些情况下根本没有运作，这显然对经济是一个巨大的打击。但具体来说，如果你逐个经销商仔细分析，我想这里的其他人，像Todd、Andrew、Vine，你们可能也有一些好的见解。我们知道，如果今天没有卖出一辆车，或者你只是把车放在路上，把相关文件处理好，稍后你可能还是可以收回这些汽车销售的损失。虽然你可能会失去一些销售机会，但还是可以挽回不少的。

Service is a much different beast, right? Service is, you know, supports most deal shirts across the country, right? It's really the breadwinner of many operations. And, you know, you can't make more technicians. You can only get the technicians to work so much over time. I mean, they're humans. You know, every day of lost productivity and service is a day of lost productivity that you're likely not gonna get back in any way. And so this, obviously, every single day that goes by is having a huge impact on those employees, those operations.

服务是完全不同的范畴，对吧？服务，你知道的，支持全国大部分的交易场所，对吧？它实际上是许多运营的主要收入来源。而且，你知道，你不可能制造出更多的技术人员。你只能让现有的技术人员加班工作，但他们毕竟是人类。每天服务的生产力损失都是一种无法弥补的损失。所以显然，每过去一天，对那些员工和运营的影响都很大。

But now, as I mentioned, Melissa, Brad, and I'll let both of you provide a quick intro on yourself. I wanted to shift the conversation here. You're both regulatory experts. Brad, you are Chief Regulatory Counsel at NADA, which is the National Auto Deal Association. You're also now Chief Regulatory Compliance Officer and head of legal at comply. Although, Melissa, you are a partner at a firm where you do federal, state, local government relations, and really opening this to either of you. So feel free to, you know, do the, you feel free to raise your hand on the icon here. I can go to either of you to start.

但是现在，正如我提到的，Melissa 和 Brad，我会让你们两位简单介绍一下自己。我想将话题转向这里，你们都是监管方面的专家。Brad，你是全国汽车经销协会（NADA）的首席监管法律顾问，现在还是Comply的首席监管合规官兼法律负责人。而 Melissa，你是一个公司的合伙人，负责联邦、州和地方政府关系。现在，我把话题交给你们二位中的任何一位。所以请随意举手，这里有一个图标，我可以让你们中的任何一位开始。

But I'd love to understand from you right now, every day that goes by, right? How detrimental is this? Is there a cutoff point, right? Is there a point where you say the stakes just got, you know, significantly higher, even higher than they're at right now, right? What does every day really look like here from a regulatory perspective, you know, potentially from a cost perspective, you know, take us, give us some light on that side of the house. Sure thing. This is Brad Miller, Melissa. I don't want to jump in, but me. Brad Miller, I'm with comply now, as you said, I was with NADA for a long time and private practice before that for a number of years. You know, it's a good question and it's a multifaceted question because there's lots of different places where the risks increase exponentially. Obviously you've talked about the operational issues. And again, I joined everyone else. My heart goes out, not only CDK, but to the dealers dealing with this, obviously on a daily basis and the folks out there working through it. But you've got the operational challenges which are apparent.

但我很想了解一下，从你的角度来看，每天过去，对我们有多大影响，对吧？这个问题有一个临界点吗，对吧？是否有一个你会说利害关系显著增加，甚至超过现在这个水平的时刻呢，对吧？从监管角度来看，每天的情况到底是怎样的？从成本角度呢？请你详细解释一下这个方面的情况。 当然可以。我是布拉德·米勒，梅丽莎。我不想插话，但我就说几句。我是Comply Now的布拉德·米勒，正如你所说，我之前在NADA工作了很长一段时间，在那之前在私人执业领域也有很多年的经验。 这确实是个好问题，而且是个多层面的问题，因为有很多不同方面的风险会呈指数级增长。显然，你已经提到了操作问题。我和所有人一样，心情沉重，不仅为CDK感到难过，也为每天应对这些问题的经销商以及那些努力工作的人们感到忧虑。你面临着显而易见的操作挑战。

You know, you've got, I think it's interesting. I heard a couple of folks saying, you know, revisit the entire architecture the way this is done in their auto retail space. That may be, but I will say some of our clients, you know, at least anecdotally, who had been sort of prepared from a business continuity perspective, have been affected operationally to a far less dramatic degree. So in other words, there are things you can do to mitigate over time. Now you never want to think about this kind of thing, but this is, you know, if nothing else for all the dealers out there, if you're saying yourself, thank goodness it wasn't me this time, but what about next? Think about it ahead of time. It's just like anything else, right? I mean, dealers get hit with ransomware, businesses of all kinds get hit with ransomware and with issues like this and being prepared can really mitigate that operational challenge. Now, the other pieces of the risk that grow over time, as you said, are regulatory and legal.

你知道的，我觉得这很有趣。我听到有些人说，应该重新审视他们在汽车零售领域的整个架构的处理方式。可能确实如此，但我要说的是，我们的一些客户，至少从经验上来看，那些从业务连续性方面有所准备的，运营受到的影响要小得多。换句话说，有一些措施可以在长时间内减轻风险。虽然我们从不希望遇到这种情况，但对于所有经销商来说，如果你在庆幸这次不是自己中招，那么下一次呢？要提前考虑这些事情。这就像其它事情一样，对吧？经销商会遭遇勒索软件袭击，各种类型的企业也都会遇到类似问题，有所准备真的可以减轻这些运营挑战。另外，随着时间推移，如你所说，其它方面的风险在增加，包括法规和法律风险。

And really it ties into, you know, the tie in under U.S. law generally is with respect to customer data. Now, as we know, dealers are the regulated entities. That's the part that people need to understand. And frankly, people, you know, at the OEM level, and at the vendor level, we spent years at NAD trying to explain this, because it's not very well understood. Dealers are the financial institutions under federal law.

实际上，这与美国法律下的客户数据有关。正如我们所知，经销商是受监管的实体，这是人们需要理解的部分。坦率地说，在原设备制造商（OEM）和供应商的层面上，人们对此了解不多。我们在全国汽车经销商协会（NAD）花了多年时间试图解释这一点，因为它并没有被很好地理解。根据联邦法律，经销商被视为金融机构。

Dealers are the controllers of the data under state privacy laws. Dealers are the entities that have these responsibilities. And so even though this happened at a vendor, ultimately, you know, the technical legal obligation will fall on the dealership. Now, there's lots of ways to mitigate it. Obviously, we would certainly hope that CDK will work with people on that saying that they won't help. But the dealer's gonna have to think about these things. So, notifying the FTC.

根据州隐私法，数据的控制权在经销商手里。承担这些责任的实体是经销商。所以，即便问题出在供应商这里，最终的法律责任还是会落在经销商身上。当然，有很多方法可以减轻这种责任。显然，我们非常希望CDK能够在这方面与大家合作，不能说他们不会提供帮助。但经销商还是得考虑这些问题，比如通知联邦贸易委员会 (FTC)。

There's a recent rule that a lot of people don't know about. Just ironically came into effect about a month ago, May 13th of this year, it's a new part of the safeguards rule that requires you to notify the FTC when you have what they call a notification event. And we're at the point now, where it's a little unclear what this is a notification event, but I think it's almost becoming to the point where, you know, that question is answering itself.

最近有一条新规定，很多人还不知道。讽刺的是，这条规定大约一个月前，也就是今年5月13日才生效。这是新保护规则的一部分，要求在发生所谓的“通知事件”时向FTC（联邦贸易委员会）报告。现在我们处于一个有些不清楚什么算是“通知事件”的阶段，但我认为，这个问题几乎正在自行解决。

I mean, the determination you have to make is, was the unencrypted data of 500 or more of your customers involved in an unauthorized acquisition event, right? So, the whole idea. Good question there. So, if thousands of dealers are obviously a CDK that was hacked, but that impacts thousands of dealers. Yep, who has the liability? You're saying the dealers have the liability? Well, yeah, I wanna be careful. It's a good question. It's not necessarily the liability. I just wanna make sure that they're ultimately the ones that have to do these things, right?

我的意思是，你需要确定的是，是否有500个或更多客户的未加密数据涉及到未经授权的获取事件，对吧？所以，整个想法是这样的。这个问题问得很好。如果数以千计的经销商明显是被黑客攻击了的CDK系统的一部分，那这就影响到了数以千计的经销商。嗯，那么，责任在谁？你是说责任在经销商？嗯，对，我要谨慎一些。这个问题提得很好。责任不一定完全在他们，我只是想确认最终需要处理这些事情的人是他们，对吧？

I mean, liability is fixed with indemnification clauses and contracts and those kinds of things. But, yeah, they are now, I'm talking about from a regulatory perspective. Yes, dealers have to file a report. We actually had, when I was in an AD, I had a webinar with an FTC lawyer, asked for this exact question last fall. So, what happens if one of the, if it's a service provider from the dealers that has a problem, they said, well, the dealer has to make sure this report's filed.

我的意思是，责任问题可以通过赔偿条款和合同等方式来解决。不过，我现在说的是从监管的角度来看。是的，销售方确实需要提交报告。实际上，去年秋天我在一家广告代理公司工作的时候，曾经和一位联邦贸易委员会的律师进行过一次网络研讨会，特意问了这个问题。如果是销售方的服务提供商出了问题，该怎么办？他们说，销售方必须确保提交这份报告。

So, again, who actually does the report is less important than the fact that's gonna be a report that says Miller Motors had an issue on June 19th, involving customer data, and that's on a publicly available website. So, they've done that obviously on purpose because they want the world to know, they want the plaintiffs bar to know that there's been an issue. So, those risks will increase from a dealer perspective going forward, if, now this is all dependent on whether customer data, unencrypted customer data was involved.

所以，重点不在于实际上是谁写的报告，而在于会有一份报告说米勒汽车公司在6月19日发生了一起涉及客户数据的问题，并且这份报告会公开发布在一个网站上。显然，他们这样做是故意的，因为他们希望全世界都知道，尤其是原告律师群体知道这个问题。因此，从经销商的角度来看，未来的风险会增加，前提是是否涉及未加密的客户数据。

And we don't know that at this point, I wanna be very, very clear, but that's sort of the trigger for one of these duties and frankly, some of the larger legal risks will transpire. And there are timing issues on these things. The safeguard rule is, you have to tell the FTC as soon as possible and no later than 30 days after discovery and discoveries that are an open question and we're sort of working through some guidance at compile out on exactly what it means for to discover this event.

我们现在还不确定这一点，我想非常明确地说明这一点，但这是触发其中一项责任的因素之一，老实说，一些更大的法律风险也会因此发生。而且这些事情都有时间限制。根据保护规则，你必须尽快通知FTC，并且不得迟于发现之日起30天。发现这个事件的过程还是一个悬而未决的问题，我们正在编写一些指导性文件，明确这类事件的发现到底意味着什么。

But this, I don't wanna get the legal weeds on you now, but my point is you gotta do it quick. So, look, I've had a lot of consumers reach out to me here on X and they say, hey, should I go buy at a dealership? I'm concerned, was the dealership I'm gonna shop at hack? So, I would say to you or to your own or really to anyone here, but these groups that perform these hacks, right? Do they typically, right from my understanding, they're pretty professional, right?

但是，我现在不想在法律问题上纠缠你，但我的意思是你必须迅速行动。看看，我收到很多消费者在X平台上联系我，他们问，嘿，我应该去经销商那儿买吗？我很担心我要去的经销商是否被黑客攻击过。所以，我会对你、你的朋友或者这里的任何人说，进行这些黑客攻击的团体，通常来说，他们是很专业的，对吧？这是我的理解。

As ironic as that sounds, I mean, these are professionally organized, right? They know what they're doing, but do they try to double dip? Meaning do they also take the data, try to maybe resell it on the black market and get ransom or are they like, hey, give us a ransom, we don't care about your data, just pay us and we're out. How does this occur? They've been talking to people at CSO, which is the federal agency, it says cybersecurity infrastructure, security agency, that's the federal agency that deals with these things.

尽管这听起来很讽刺，但我的意思是，这些攻击是由专业团队组织的，对吧？他们知道自己在做什么，但他们会不会试图“双重获利”？意思是，他们不仅勒索赎金，还会把数据拿去黑市上出售，或者只是单纯要求赎金，不在乎数据本身，只要拿到钱就走人。这种情况是怎么发生的呢？他们和联邦机构CSO（网络安全基础设施安全局）的人聊过，这个隶属联邦政府的机构专门处理这些事情。

They generally describe these, it varies, but the problem is you don't know, right? So you pay the ransom to get your systems unlocked and then as you're on noted, they give you the double, the double whammy of saying, then you gotta pay me to give you the data back. And by the way, if they give it back to you, there's no guarantee they're not going to then post it anyway or resell it again or come back to you and try to black value again. So it's an awful, awful, awful situation. And just by the way, just as a complete aside, believe it or not, there's actually legal jeopardy for paying this ransom, because you can be paying this to a criminal gang that's on the federal O-FAC list. So there's all sorts of, I mean, it's just a horrible, horrible situation to be in and there's no guarantees, right? I mean, you're right that they're professional, but they're criminals, right? And so they're blackmailing you and it's the problem with blackmail, as you get, you never know. So again, it's a problem, you can't guarantee it. I hope and pray that the answer comes back and says no unencrypted customer data was affected. That's the best outcome. If not, it raises issues. Yeah, look, let's take it a step further and look, we have some really great operators here and Andrew Wright is also on the stage. Andrew operates several extremely successful dealerships and he's the chair of the Hyundai dealer council. But I really wanna pose this to you, anyone here, but I mean, if this does not get solved in the next couple of weeks, week, whatever timeframe you wanna put it, and which based on what I heard here so far, it seems that that's pretty unlikely. Like Andrew, or what are you doing here? I mean, what are you waiting three months to get onboarded to another? Like, how do you operate? Like, what is an industry gonna do? I'm really curious on what is gonna be the impact, right? Are we gonna see inventory, the day supplies start to rise because dealers are selling fewer cars, which is gonna result in prices, prices going down on massive drop in, and vehicle prices? Are manufacturers gonna produce, help vehicle production? I mean, what is gonna happen?

他们一般会描述这些情况，各有不同，但问题在于你不知道具体会发生什么，对吧？所以你支付赎金来解锁系统，然而，如你所看到的，他们会给你双重打击，然后要求你再支付一笔钱才能拿回数据。顺便说一句，即便他们把数据还给你，也不能保证他们不会把数据发布到网上，或者再次转手卖给别人，或者回来再次勒索你。所以这真的是一种非常、非常、非常糟糕的情况。另外，顺带一提，不管你相信与否，支付赎金实际上有法律风险，因为你可能在支付给一个在联邦O-FAC列表上的犯罪团伙。所以，这种情况真的是糟糕透顶，无法确保任何事情，你也对他们的职业水平有疑虑，因为他们毕竟是犯罪分子，对吧？他们在敲诈你，而敲诈的问题就在于你永远无法知晓。所以，这又是一个问题，你无法保证结果。我希望并祈祷最后的答案是没有未加密的客户数据受到影响，这是最好的结果。如果不是，那就引发了更多问题。再进一步讨论，我们这里有一些非常出色的经营者，Andrew Wright也在台上。他经营着几家极其成功的经销店，同时也是现代经销商协会的主席。但我真的想把这个问题抛给你们任何人，我的意思是，如果这个问题在未来几个星期，或者无论你设定什么时间范围内无法解决，而根据我目前听到的信息，这种可能性很小。那么，Andrew，你们打算怎么做？你们会等三个月以便切换到另一个平台吗？你们如何运营？整个行业会怎样？我真的很好奇这将带来什么影响，我们会看到库存日益增加，因为经销商在卖更少的车，导致价格下跌，大量价格下降吗？制造商会减少车辆生产吗？我想知道到底会发生什么。

First of all, thanks for having me on. I think the tentacles of this are far reaching and you just mentioned a couple of different scenarios that absolutely have merit. I take it one step further. There are several manufacturers out there that have monthly stair step programs that many dealers rely on to drive their profitability. And if we are not able to report sales and achieve those objectives, again, that's just another byproduct unforeseen ramification of a situation like this. So the tentacles are far reaching, but I wanna take a positive spin for a minute here. And I just wanna say that I found it extremely refreshing and heartening at how well the industry has really come together and rallied to try to support all the people that are impacted by this. This episode is brought to you by my very own car dealership guy, Industry Jobboard. CDGjobs.com, my industry job board connecting the best talent and automotive with the best companies will remain absolutely free for CDG listeners to post and fill available roles at their companies. This free job board is for anyone in automotive, vendors, dealers, lenders, manufacturers, auto tech, everyone. Already over 100 companies have posted open positions, including Lithium Motors, Recurrent, Credit Acceptance, Vero's Credit, Carse Commerce, Shift Digital, Plug, Full Path, Westlake, Trade Pending, you get the point. The best part is that when these companies hire through CDGjobs.com, they are hiring the most informed candidates in the marketplace.

首先，感谢您的邀请。我认为这件事的影响范围非常广，您刚才提到的几种情况确实有道理。我再进一步说，有几家制造商实行每月阶梯式的奖励计划，许多经销商依赖这些计划来推动他们的盈利能力。如果我们不能报告销售业绩并达到这些目标，这将是这种情况的另一种未预见的副作用。因此，影响是广泛的，但我想以积极的角度来看待。我非常欣慰地看到整个行业团结起来，努力支持所有受此影响的人。 这期节目由我的汽车经销商伙伴 Industry Jobboard 赞助。CDGjobs.com 是我的行业招聘平台，将汽车领域的顶尖人才与优秀公司连接起来，并且对 CDG 观众完全免费开放，供大家发布和填补公司的职位空缺。这个免费招聘板面向汽车行业的任何人，包括供应商、经销商、贷款机构、制造商、汽车技术人员，每个人。目前已有超过100家公司在该平台发布了职位空缺，包括 Lithium Motors、Recurrent、Credit Acceptance、Vero's Credit、Carse Commerce、Shift Digital、Plug、Full Path、Westlake、Trade Pending，等等。最重要的是，通过 CDGjobs.com 招聘的公司，雇用到的是市场上信息最全面的候选人。

So don't hesitate, you can add your open roles today by visiting CDGjobs.com or clicking the link in the show notes below. That's CDGjobs.com. And I think that's very encouraging. I think to see the other DMS companies stepping up and trying to offer their services to impacted dealers, certainly the state associations, NADA, the banks. I mean, I'm getting emails from all corners of the industry and I'm not even a CDK dealer. I'm on TechyOn, but a lot of my friends, most of my friends are on CDK. And I've been partied to many conversations about steps that are being taken to deal with this. And it's just really great to see how the industry is rallying to support those that are impacted by it.

所以，不要犹豫，您可以今天就通过访问CDGjobs.com或点击下方节目说明中的链接来添加您的空缺职位。那是CDGjobs.com。我认为这是非常鼓舞人心的。我看到其他DMS公司也在行动，试图为受影响的经销商提供服务，当然还有州协会、NADA、各大银行。我收到了来自行业各个角落的邮件，而我甚至不是CDK的经销商。我用的是TechyOn，但我的很多朋友，大部分朋友都在用CDK。我参与了许多关于应对措施的讨论。看到整个行业团结起来支持受影响的人，真的太棒了。

But as many of the speakers that have already chimed in here have noted, I think the real question here is where do we go from here? And how does our industry now rally around a direction that we go, hopefully with consensus, that speaks to addressing the vulnerabilities in many of the systems architecture. That's a word that we're hearing a lot here today. How we address some of the vulnerabilities or all of the vulnerabilities in these legacy applications that have arguably more antiquated architecture as I think David alluded to and Aaron alluded to, this whole sort of monolithic approach versus that compartmentalized approach that does mitigate the impact of these things when they do happen.

但是，正如许多已经发言的演讲者指出的那样，我认为真正的问题是：我们接下来该怎么走？我们的行业该如何围绕一个方向团结起来，希望能达成共识，以解决许多系统架构中的漏洞。今天我们多次听到“系统架构”这个词。我们该如何解决这些遗留应用中的一些或所有漏洞？正如David和Aaron所提到的，这些遗留应用的架构可能更加陈旧。这种整体式的方法与模块化的方法相比，后者可以在问题发生时减轻其影响。

So that's really gonna be the question. I've had a front row seat to many of those discussions as a former chair of the standards for technology and automotive retail, which has been extremely enlightening. And now here we are, we find ourselves in a situation where a combination of security protocols and data security being at the forefront of a major crisis in the industry. So hopefully we get this beyond behind us and we can all rally to prevent this from happening again in the future because we have to do it. Appreciate it Andrew. And Doug? Yes, Doug. Doug, yeah, I was just gonna add Andrew. I second what Andrew said, working with him on the Star Organization and ADA. He's also been, let me just sort of throw something else out there just to consider. And we've talked about sort of what this is in a mean long term. Let me just throw out a notion.

这确实是个很重要的问题。我曾担任科技和汽车零售标准的主席，亲身参与了许多相关讨论，这些经历让我受益良多。如今我们正面临一个严峻的局势，安全协议和数据安全成为行业的一大危机的焦点。希望我们能克服这一难关，大家齐心协力防止类似问题在未来再次发生，因为这是我们必须要做的。谢谢你，Andrew。Doug，你有话要说吗？是的，Doug。我只是想补充一下，完全赞同Andrew的观点，还记得我们曾在Star Organization和ADA一起合作。他还提到了一些需要考虑的事情。我们已经讨论了这一问题长期可能带来的影响，现在我想提出一个新的想法供大家思考。

There's a concept in bank that has been bubbling up over the last 10 years in the banking sector for National Services sector called Open Banking, if you're familiar with it, which where the FinTech companies and the banks were sort of fighting over access to customer data and there's actually been some regulatory activity at CFPB through the Dodd-Frank Act. Long story short is they're coming to a consensus in the financial services industry about the way the customer information is handled to maximize the customer experience and to sort of be furious to let these the FinTech companies provide services and branch out for the banks, right?

在过去的十年中，银行业中的一个概念开始浮现，称为开放银行（Open Banking），尤其在国家服务部门。如果你熟悉这个概念的话，应该知道金融科技公司和银行一直在争夺客户数据的访问权。事实上，美国消费者金融保护局（CFPB）通过《多德-弗兰克法案》也采取了一些监管措施。简单来说，金融服务行业正在就如何处理客户信息以最大化客户体验达成共识，同时允许金融科技公司提供服务并帮助银行扩展业务。

And for consumers. Well, I think we do have a fundamental, if there is a fundamental question here, and again, I'm not saying it's tied to this issue, but if we have a fundamental question or a dealer being flexible enough to address this, there is and we fought these battles for many, many years in NADA and continuing on behalf of dealers is having full and full some ability to use the information that you have as a dealership, right? And some of it, some of what we've seen, but certainly when I was in NADA as sort of artificial restrictions on the ability to integrate and to use the data that is dealer information is really a problem in many ways.

对于消费者来说，我认为这里确实存在一个根本性问题。再次声明，我并不是说这问题和当前的议题直接相关，但如果说我们确实面临一个核心问题，或者说经销商是否足够灵活来应对这个问题，那么在全美汽车经销商协会（NADA）我们已经为此奋斗了很多年，并将继续代表经销商们争取权益。具体来说，就是完全和充分地利用作为经销商所拥有的信息的能力，对吧？我们已经看到一些限制措施，尤其是当我在NADA的时候，这些对信息整合和使用能力的人工限制在很多方面确实是一个问题。

And it does sort of hamstring some of the ability that dealers have to be flexible in terms of getting vendors and sort of doing things in their own to have different integrations and maybe even to build security into these things. So I'll just throw that out there as for those of you in the industry long enough, you probably know what I'm referring to, but the notion of having dealers have full and adequate control over their data and their systems is gonna be key to this because it'll let a thousand flowers of sort of competition and innovation bloom, I think. Hey, Brad, can I ask you a question?

这在某种程度上限制了经销商灵活获取供应商的能力，也限制了他们自行进行不同集成的操作，甚至可能限制了他们在这些事情中加入安全措施的能力。对于那些在这个行业里有足够经验的人来说，你们可能明白我指的是什么，但让经销商完全和充分地控制他们的数据和系统这一概念是关键的，因为我认为这会让竞争和创新像百花齐放一样蓬勃发展。嘿，布拉德，我能问你一个问题吗？

So I mentioned that this in many ways will be a watershed moment. And I think everybody agrees with that for dealers. They're gonna expect more, ask more and demand more from their vendors to make certain that they are secure and their clients are secured to a much higher level. The law in Arizona that was passed that was upheld in their Supreme Court, which both Reynolds and CDK lost their battle, asserting that somehow if a dealer had access to their data, in other words, they weren't able to charge them for vendors accessing the data, that somehow that was gonna infringe on their copyright. Of course, the Supreme Court found that to be to not hold water and so that law stands.

所以我提到这在很多方面都会是一个分水岭时刻。我想所有经销商都会同意这一点。他们会对供应商有更高的期望，提出更多要求，确保自己和客户的安全达到了一个更高的水平。在亚利桑那州通过的一项法律经最高法院维持，这场法律争端中，Reynolds和CDK都输了。他们主张如果经销商可以访问他们自己的数据，或者说供应商无法收费来限制经销商访问这些数据，这会侵犯他们的版权。当然，最高法院认为这种说法站不住脚，因此那项法律依旧有效。

There are varying levels of, and maybe you could speak to this, there's many people that believe to this day that the MS providers aren't necessarily adhering to that law the way they're supposed to and there are other states behind it, such as Oregon and California that are right behind. Do you think one of the watershed moments here is that this will cause our state associations for dealerships to work as hard as possible to get those types of laws passed? Yeah, and the state associations work very hard on a whole number of issues and believe me, they are working day and night for dealers all the time.

有很多人依然认为MS服务提供商并没有完全按法律要求去做。而且其他州，如俄勒冈州和加利福尼亚州也存在类似情况。你认为这是否会成为一个关键时刻，促使我们州的经销商协会尽最大努力推动这些法律的通过？是的，州协会在很多问题上都非常努力，相信我，他们一直都在为经销商们日夜工作。

Yeah, the Arizona law is, as you said, it was one quite Supreme Court, but the Ninth Circuit did uphold it. And yeah, look, the concept here is just sort of, it gets complicated and I don't wanna unnecessarily tarnish either side of the debate, but the way the world is going is really, sort of an open API structure makes so much more sense than sort of some of the ways that things have been developing in the auto space. And again, it's a hard conversation to have in a limited period of time, but for those of you who understand this issue, the notion to be able to sort of interface on a much more in a way that dealers want, rather than the way that's sort of dictated by users or vendors is gonna be better for dealers at the end of the day.

是的，正如你所说的，亚利桑那州的法律确实曾被最高法院裁决，但第九巡回法院维持了该法律。而且，从整体来看，我们谈论的概念其实变得很复杂，我不想对辩论的任何一方做不必要的抹黑。不过，当今世界的发展趋势来看，相比于汽车领域里一些现有的发展方式，开放的API结构显得更加合理。再者，这确实是一个很难在短时间内讨论清楚的复杂问题，但对于那些理解这一问题的人来说，能够以经销商想要的方式进行互动，而不是按照用户或供应商的要求，是对经销商更好的选择。

Now, there's some arguments the other way. I do think at the end of the day, especially with this kind of atmosphere, the ability to protect data would be heightened. I don't know if there'll be a renewed interest in things like the Arizona law after this, perhaps, but it's, but I think it would certainly be a tool that dealers would have in the future just to be able to be more flexible in this kind of situation. You know, I gotta say guys real quick that David's V-SAC, my friend, always makes so many great points, but as a retailer that's on the front lines, I can tell you that I'm hopeful that what comes out of this most is a narrative again that really speaks to how our industry can rally to prevent this from happening in the future.

现在，也有一些相反的观点。尽管如此，我确实认为最终，尤其是在这种氛围下，数据保护能力将得到增强。我不确定这之后是否会对类似亚利桑那州法律的事情重新产生兴趣，但我认为这肯定会成为经销商未来的一种工具，使他们能够在这种情况下更加灵活。你们知道吗，我得赶紧说一句，David 的 V-SAC 总是提出很多很好的观点，但作为身处一线的零售商，我能告诉你们的是，我希望从这次事件中，我们的行业能形成一种叙述，真正展示出我们如何团结起来防止此类事件在未来再次发生。

And I'm not so concerned about necessarily indicting this party or that party or pointing fingers. I'm looking to be solutions we're in in an outcomes base. So how can we look to other industries, for example? And I think Brad, you mentioned FINRA. You know, can we look to other industries for data security standards and for security protocols and maybe mimic some of those standards because Lord knows our industry, the auto industry, for those of us that have been around it a long time, you know, we tend to be a little bit behind the times and behind the curve. And maybe that's a contributing factor to why we find ourselves in this circumstance. But, you know, how do we work together to come out the other side stronger and better for it? That's the narrative that I think we need to be advancing.

我并不是特别关心指责这个党派或者那个党派，或者相互指责。我关注的是解决方案，以结果为导向。因此，我们能否借鉴其他行业的经验？我记得布拉德，你提到过美国金融业监管局（FINRA）。我们能否借鉴其他行业的数据安全标准和安全协议，也许可以模仿一些标准。因为老天知道，我们的行业，尤其是汽车行业，对于那些在这个行业工作了很久的人来说，我们往往会落后于时代和潮流。这可能是我们处于目前这种情况的一个原因。但是，我们如何共同努力，变得更强大、更好？我认为这是我们需要推进的议题。

Okay, and just one thing, Andrew, you're Mercedes-Benz dealer amongst other things. And Mercedes-Benz is such a great example of what you just shared because they are legendary for two things. One is innovation, superiority when it comes to engineering. But what many people may not realize is that although they created things like ABS and airbags and, you know, all the lane detection that we see today on everything from Kia's to Ferraris, Mercedes-Benz, what's extraordinary is when they invent something, create something, engineer something that is important from a safety perspective, they share it with other manufacturers at no cost because their number one driver is making certain that they are advancing to your point. They're advancing the overall industry when it comes to secure, when it comes to providing the safest transportation possible.

好的，还有一件事，安德鲁，你是奔驰的经销商之一。奔驰是一个很好的例子，可以说明你刚刚提到的内容，因为他们以两个方面的传奇闻名。第一是创新和卓越的工程技术。但许多人可能不知道的是，尽管他们发明了像ABS和安全气囊这样的东西，甚至车道检测系统，这些现在从起亚到法拉利的所有车型上都有，奔驰真正了不起的是，当他们发明、创造或工程设计出某些重要的安全技术时，他们会免费与其他制造商分享，因为他们的首要目标是确保他们在推动你的观点——推动整个行业的发展，特别是在提供最安全的交通工具方面。

And it would be a pretty amazing thing for us to do the same thing here on technology. I wanna push the conversation forward. Thanks guys, it's been really insightful. And I wanna fast forward here. We got Brian Benstock on the stage. Brian runs PowerGob Honda. I'll save the intro, Brian. You can intro yourself. It'll be much better than majoring for you. But you are an impacted dealer. We've had some conversations and would love for you to give us some insight to how you're getting around the struggle right now and how you've really been able to operate in line of all these outages.

如果我们在技术方面也能做到同样的事情，那将是非常了不起的。我想推动这方面的对话。谢谢大家，这次讨论非常有见地。我想加快一下进程。我们现在请到了Brian Benstock登台。Brian是PowerGob Honda的负责人。我就不介绍了，Brian，你自己介绍一下吧，这样会更好。不过你确实是受影响的经销商。我们之前讨论过一些事情，希望你能分享一下你是如何克服目前的困难，并且在各种中断情况下继续运营的。

Hey, Jose, good to be here with you and good to hear so many good friends making great comments, especially appreciate the insights from David and Andrew Wright. They really always show up guys and write on. I think the goal for Paragon and our stores is to keep this seamless to our customers. I think that's the obligation that we have to protect the current data that we have with them and to do business as best we can. And I'm happy to say it's not been that bad. Being a dinosaur, I was around when we did things with a legal pad and a yellow marker and surprisingly, no customers ever walked into Paragon asking me who's your DMS provider? And so that being the case, we've kept it seamless. The accounting team on our end and we've got a pretty strong lead in that and show it. They're the ones that are gonna experience the difficulties making sure that we have accountability for the transactions we've concluded. Right now I'm sitting here in my office and parts are presumably going over the counter and making sure that we have a good count on those parts and accountability is gonna be critical. And again, back to the green boards and back to the old way we've done business. As far as the vulnerabilities are concerned, it's a real eye opener. This can happen to anybody. So certainly don't wanna throw rocks or colleagues at CDK because tomorrow it can be any one of the other DMS providers. The fears, of course, it's bad parties would hit the alt delete button and delete our database and then we'd have to go about trying to reconstruct the database and the value, of course, of our franchises is incredibly tied to that database. The blue sky is a direct reflection on the robust nature of the database. So it puts us in a situation where I've got to have a backup to the database that I, we, as the dealers control that is housed someplace that is not subjected to the internet that's possible. It's gotta be a hard backup copy of the database that's updated on a periodic basis, plugged in, updated, and then unplugged. And presumably that would give us some level of comfort. But again, my heart goes out to the people at CDK and to the dealers. We don't know the extent of this yet and hopefully they can put this behind them quickly. Brian, how long are you prepared? How long are you growing up preparing for? Like what are the conversations like in your dealership when you're speaking with the team, right? What is the timeframe here? We don't have a crystal ball, you know, but it's whatever it takes. And you know, we think that we've heard rumors like everybody else that there's been a request or a demand for payment and that there's some steps being taken in that direction. We've heard rumors that the federal government does not want to be directly involved, but the federal government is encouraging them to resolve it. And I'm encouraging them to resolve it. You know, we're car guys, right? What's that saying? Your first loss is your best loss. And so take that loss. It's not gonna get better with time. You're gonna have dealers that are gonna get wounded and the lawsuits will be unbearable from CDK. I'm not aware, I'm not giving them advice, but it seems based on the limited amount of information that I have that make the best deal you can and move on, prevent it from happening, as best you can in the future and move on. Even with that, you're still gonna have a lot of rubble to sift through. But I think the longer this goes on, the more difficulty we're gonna face.

嘿，Jose，非常高兴能在这里和你在一起，也很高兴听到许多好朋友发表了精辟的评论，特别感谢David和Andrew Wright的见解。他们真的每次都很给力，并写得非常好。我认为对于Paragon和我们的商店来说，目标是让客户感觉不到任何变化。我认为我们有责任保护我们与客户之间现有的数据，并尽可能好地开展业务。而且我很高兴地说，目前状况还不算太坏。作为一个“恐龙”级别的人，我还记得我们曾经用法务记录本和黄色标记笔做事的日子，令人惊讶的是，没一个客户进入Paragon时问过我谁是我们的DMS（经销商管理系统）提供商。因此，我们成功保持了业务的无缝进行。我们的会计团队在这方面表现得非常出色，他们确保我们已经完成的交易都能得到责任明确的确认。现在我坐在办公室里，零件可能正在柜台上被拿着，我们要确保对这些零件有准确的计数和责任追溯，这非常关键。回到绿板，回到我们曾经的业务模式，就脆弱性而言，这真的让人大开眼界，这种情况可能发生在任何人身上。所以当然不想对CDK的同事们指手画脚，因为明天这种事也可能落在其他DMS提供商头上。我们的担忧自然是那些恶意人士可能会按下alt delete键删除我们的数据库，那时我们就不得不去重建数据库，而显然我们的特许经营权的价值与数据库息息相关。我们公司的前景与数据库的强大性能直接相关，因此我们必须有一个由我们经销商掌控的数据库备份，这个备份存储在不受互联网影响的地方。必须是一份硬备份，通过定期更新、插入更新然后拔下，或许这样我们会感到更放心。但再次强调，我向CDK和那些经销商表示同情，我们不知道此次事件的具体影响范围，希望他们能尽快解决这个问题。 Brian，你准备好了多久？你在经销商团队中与他们交谈时讨论的是怎样的时间框架呢？我们没有水晶球，但无论需要多久我们都会应对下去。我们听说一些传闻，就像其他人一样，说有支付要求以及正在朝那个方向采取的一些步骤。据传，联邦政府不想直接介入，但鼓励他们解决问题。我也鼓励他们解决这个问题。我们是汽车销售的人，对吧？俗话说，第一次损失是最好的损失，所以接受那个损失吧。时间不会让情况更好，相反，经销商们会受到伤害，CDK将面临难以承受的诉讼。我没有给他们建议，但根据我有限的信息来看，达成最好的协议，着手解决问题，防止未来再发生。这么做后仍会有很多后续问题要处理。但我认为，这种情况持续得越久，我们将面临的困难也将越大。

My biggest question is, how do you end the month and how do you produce a financial statement? And when does that happen? You know, and are people have to get paid on aggregating commissions to pay people what a nightmare? And to turn that to me. But, you know, I think we are a resilient bunch. We will automobile dealers and we'll get through this. Thank you, Brian. And I know we tried to get Melissa on earlier. I shared some audio issues. Melissa, can you hear us now? I can hear you. Can you hear me? Yes, we hear you well.

我最大的疑问是，你们是如何结算月底的，又是如何生成财务报表的？这些工作通常是在什么时候进行的？还有，人员的佣金要聚合计算并发放，这是多么麻烦的事情啊！不过，我相信我们是有韧性的群体。我们这些汽车经销商会度过难关的。谢谢你，布莱恩。我们之前试图与梅丽莎取得联系，但遇到了一些音频问题。梅丽莎，现在你能听到我们说话吗？我能听到，你们能听到我吗？是的，我们听得很清楚。

Melissa, we were having a conversation about just, you know, the regulatory framework here and, you know, the impact and every day that goes by, you know, how much more detrimental is this when it just passes the first of the month? Did you have any insight into that side of the world? So certainly a few observations. You know, I've been in politics for 25 years and working in the automotive space for almost all of that. And I will tell you, in this particular space, you know, car dealers and the automotive retail process is probably among the most highly regulated components of the entire industry, as we know it, of any industry, from production of the vehicle, the retail experience, most importantly, the consumer experience, which of course we're talking about and then the end of life of the vehicle.

Melissa，我们刚才在讨论这里的监管框架，谈到它的影响时，随着每一天的流逝，当进入下个月初的时候，这对我们的影响是什么样的呢？你对此有什么见解吗？确实有一些观察。你知道，我从政25年了，几乎一直在汽车领域工作。我可以告诉你，在这个特别的领域，汽车经销商和汽车零售过程是整个行业中监管最严格的部分之一。无论是从汽车制造到零售体验，还是最重要的消费者体验，甚至到汽车的报废处理，每个环节都有大量监管。

And what I've also learned in those many years of working in politics is that governments like to be reactionary and they like to have credit given for what they've done to help consumers, which are of course voters. They like to investigate, they like to review. And in some cases, they like to come out with legislation to quote fix the problem. You know, there's always this running joke in Washington like, hey, we're from the government and we're here to help, right? Well, we're not looking necessarily for any help here and to the earlier panelist point.

在多年的政治工作中，我还了解到，政府喜欢做出反应，他们喜欢因帮助消费者（当然也是选民）而得到认可。他们喜欢调查，喜欢审查。有时，他们喜欢推出立法来“解决问题”。你知道，华盛顿总有一个笑话，说“嘿，我们是政府，我们来帮忙了，对吧？”不过，我们这里并不一定需要任何帮助，正如前一个小组成员所说的那样。

You know, it's important to watch the business component of this play out. And what we don't want is to let this drag on where the government, whether it's state or federal and sometimes local, would feel the need to intervene. We don't want that. We want this to handle itself and for the businesses and consumers and more importantly, the dealers to have a say in how this happens. You know, it's an unfortunate juxtaposition for a dealer where they're consumer facing, but this isn't their fault, right? Yes, they chose the vendor. I feel horribly for CDK and what they're handling here. But the dealer doesn't have an answer to their customer to say, when's my car going to be done? And dealers are always creative, always put the consumer first, we'll figure this out. But these next week or so, you know, two weeks is going to be very interesting. And I wouldn't be surprised if you saw states or the federal government looking for at least a hearing on what happened here.

你知道，关注这场事件中的商业成分是很重要的。我们不希望政府，无论是州政府或联邦政府，有时甚至是地方政府，觉得有必要介入其中。我们不想这样。我们希望这件事能够自我解决，让企业、消费者，更重要的是经销商们能够参与决定事情的走向。 你知道，对于经销商来说，这是个不幸的局面，他们面对的是消费者，但这并不是他们的错，对吧？虽然他们选择了供应商，但我对CDK在这里处理的情况感到非常难过。然而，经销商无法回答客户的问题，告诉他们汽车什么时候能修好。 经销商们总是富有创意，总是把消费者放在首位，我们会找到解决办法的。但是接下来的一两周会非常有意思。如果你看到州或联邦政府至少想对此举行一个听证会，我也不会感到惊讶。

Wow, that's good. I mean, that's pretty big. I mean, if you're saying a hearing, at least, that's an an an ancous surprising, but to hear it from someone like yourself, that takes it to a different level. Well, and I would say the problem here for this particular instance is dealers and automotive in general, we're already all talking about data privacy, right? And this is a federal issue, a state issue. We've got 18 states that I know was discussed previously that have already implemented data privacy laws. The feds are looking at doing it. There's actually a hearing on Thursday, unrelated to automotive on the American Privacy Rights Act. That bill's probably not going to see the light of day after the hearing, but it will pass on Thursday.

哇，那真是不错。我是说，这是个大消息。我是说，如果你说的是一个听证会，至少，这很出人意料，但从你这样的人那里听到这个消息，就更有分量了。那么，我认为在这个特定情况下，问题在于经销商和汽车行业，实际上我们都在谈论数据隐私，对吧？这是一个联邦问题，也是一个州级问题。有18个州，我之前了解过，已经实施了数据隐私法。联邦政府也在考虑这个问题。这实际上在周四有一个听证会，虽然与汽车无关，是关于《美国隐私权法》的。那个法案在听证会后可能不会通过，但周四会被通过。

So I think it's always important to know that policymakers are watching, but it doesn't mean we don't have responses and more importantly, relationships, you know, car dealers, frankly, have some of the best relationships of anybody with their elected officials. So no doubt there's a conversation happening about what's going on, but it'll be very interesting to see what happens in the next week. We're certainly very hopeful this is fixed sooner than later to sort of prevent a longer dialogue around it, but I wouldn't be surprised if there's a conversation going forward that uses this as an example. In my experience, there are three major issues in automotive that have happened, the manufacturer bankruptcies, the COVID experience, and now this, this is big news. I couldn't help but think about the Boeing CEO getting grilled for the last few months, understandably, because of the many, many issues they've had with safety and fallout from the 737 accident and a number of other things.

所以，我认为了解政策制定者在关注是很重要的，但这并不意味着我们没有回应，更重要的是，我们有关系网。你知道，老实说，汽车经销商与他们的民选官员之间的关系是最好的之一。所以毫无疑问，关于目前发生的情况正在进行对话，但未来一周会发生什么真的是值得关注的。我们当然非常希望问题能尽快解决，以避免较长时间的讨论，但我不会感到惊讶，如果今后以此作为案例进行讨论。在我的经验中，汽车行业发生过三大主要事件，制造商破产、COVID经历，现在是这件事，这是一条重大新闻。我忍不住想到波音公司的CEO在过去几个月里被严厉质问，因为他们在安全和737事故等方面遇到了许多问题，确实是可以理解的。

Do you think it's likely to your point that it's gonna be almost impossible for the CEO of CDK to not find themselves there because one of the things that dealers are going to have to know unequivocally is what of my data, whether it's financial, whether it was transactional, operational, warranty data, customer data, what data was compromised? I think the answer to that question will determine whether or not there's going to be a hearing of anyone from CDK. If it turns out that they were able to stop the bleed, if you will, that's one thing. If it turns out that millions of consumer transactions and PII are now public or are in some way available and compromised, that's gonna be a huge issue. And I, there's gonna have to be somewhere, someone is going to have to be responsible for this. And I think a lot of it is somewhat remains to be seen. It was their consumer harm. What does that look like? How many people were impacted? Once we know that information will have a better feel for the government response. But as I said earlier, there are so many regulators that know their car dealers, have those relationships, will appreciate the horrible position that dealers are in here. So I think it's a little bit TBD on what that ultimately looks like. But I- Hey Melissa, Brian Bentzau. You know, ultimately the customers entrusted us with their data. And ultimately we, the dealer are responsible for the deal with the customers, doesn't know from CDK or Reynolds or Techion. And so, you know, that is a concern, what happened with that data? Were they able to, is there something encrypted in the data now that gives the bad actors the ability to get back into that data? We were on a network system.

你认为按照你的观点，CDK的CEO几乎不可能不出席听证会，因为经销商需要明确知道的是：哪些数据被泄露了？不论是财务数据、交易数据、运营数据、保修数据还是客户数据。我认为这个问题的答案将决定是否会召集CDK的人员参加听证会。如果最终证实他们能够制止数据泄露，那是一回事。如果事实证明数百万的消费者交易数据和个人身份信息（PII）已经公开或以某种方式被泄露，这将成为一个巨大问题。有人必须对此负责，我认为很多情况仍需观察。是否对消费者造成了损害？那损害状况如何？受影响的有多少人？一旦我们掌握了这些信息，就能更好地预测政府的回应。但如我之前所说，有很多监管机构了解他们的汽车经销商，拥有这些关系，并会理解经销商在这种情况下的困境。所以结果还需要进一步观察。不过，嘿，梅丽莎，布莱恩·本特佐在此。你知道，客户把数据托付给我们，最终我们，经销商，负责处理与客户的关系，不论来自CDK、雷诺兹还是Techion。因此，我们会关心这些数据发生了什么事？是否有某种方式让黑客能够重新进入这些加密的数据？我们使用的是一个网络系统。

We were, I don't wanna say sold, but we were convinced to have your data is only as safe as the network, and we paid a fortune to have a secure network through CDK. That secure network records every keystroke at every desktop in my store, which means if somebody here is going through a bank and putting in codes to access a bank that in theory, that information's floating someplace where it shouldn't be. And that those are daunting, daunting concerns. You know, now you've got consumer data and you've got, you know, the working capital exposed you to every dealer that was a CDK dealer that was on that network. And Brian, you were dialed in on all this is Brian Kramer, but you think you're dialed in on this, but how many dealers do you think are really tuned into this? I've only only the last two years realized, not a lot of how we learned during COVID that we're not vertically integrated from a supply chain standpoint when they're building cars, but in the dealership world, we're not vertically integrated on a cloud-based architecture and you know, compared to a traditional network system. But with a cloud-based native architecture, you can rely on security updates, patches, like on the spot, just like they do in over the air updates and cars, which obviously eliminates the vulnerability, but it also makes it faster. But nothing's ever a big deal till it's a big deal, but how many dealers do you think even are tuned into this problem to be able to go to the depth that you're going? But Brian, I think the auto choke is just going to unpeel itself. You know, as you see layer of layer being stripped away, you realize the difficulties, the challenges, the vulnerabilities that we're facing. You know, and you know, I think it gives us, you know, in fact, I have a presentation I'm doing on Wednesday.

我们不想说被“出售”，但可以说我们被说服认为，数据的安全仅与网络的安全性相当。我们花了大量的钱通过CDK搭建了一个安全的网络。这个安全网络记录了我店里每个桌面上的每一个击键，这意味着如果这里有人在访问银行并输入代码，理论上这些信息可能会在不该出现的地方浮动。这让人感到不安，非常不安。而且，现在不仅有消费者数据，还有你的营运资本暴露在每一个使用CDK网络的经销商面前。布莱恩，你对这一切都很了解，但实际上有多少经销商真正关注这个问题呢？我只是在过去两年才意识到，很多从疫情中学到的东西告诉我们，从供应链的角度看，我们在造车方面并不是垂直整合的；而在经销商领域，我们在基于云的架构上也不是垂直整合的。而相比于传统的网络系统，基于云的原生架构能够依赖安全更新和补丁，就像汽车中的OTA（空中下载）更新一样，显然消除了漏洞，同时也加快了速度。但是，直到真的出事之前，人们往往不会重视这个问题。但实际上，有多少经销商真的关注到这个问题，能够深入了解它的深度呢？布莱恩，我认为汽车业的问题会逐层揭开，当你看见一层层问题被剥开时，就能意识到我们面临的困难、挑战和漏洞。而且，我在星期三还有一个演讲要做。

And to really talk about, you don't realize how much you value something till it's gone. And I think you can take your database for granted and none of us overtly take our database for granted. But you know, the notion of losing that database and what it would take to recreate that database and how, what the power is in being able to tap into that database properly as a dealer. All the different people in all the third party, three PA access to your DMS, not maybe years, that the dealers give arbitrarily to so many different vendors that might not have the right cyber security insurance which David Speedzak just brought me up to speed on. Or the end user license agreements of what they can do with your data. Some of them can sell your data. Brian, can you tell me one person has proper cyber security insurance? The insurance companies limit that. And you know, some dealers, I know 2 million, 3 million, 4 million, 5 million, 10 million. I mean, these are miniscule coverages, amounts of coverages, compared to the potential liability on the law side. And you know, the insurance companies are not in the law's business, they're in the collecting premium business. And they do put caps on what the amount of coverage you can have for cyber security.

要谈的是，你不会意识到某个东西的价值，直到它失去。你可能觉得数据库理所当然，但实际上，我们谁都不应该轻视它。试想一下，如果失去了这个数据库，要重新创建一个需要多大的努力。而作为一个经销商，能够正确利用这个数据库的力量是多么重要。考虑到第三方和各种外部供应商对你的DMS（经销商管理系统）的访问，这些访问可能是经销商随意授予的，但并不是所有供应商都有合适的网络安全保险，这一点是David Speedzak刚刚让我了解到的。还有终端用户许可协议，某些协议允许他们出售你的数据。 Brian，你能告诉我有谁有合适的网络安全保险吗？保险公司对此是有限制的。我知道有些经销商保额有200万、300万、400万、500万、甚至1000万美元。但相比于法律上的潜在责任，这些保额都是微不足道的。保险公司并不是法律专家，他们是收取保费的，而他们会对网络安全保障的金额设定上限。

So, you know, I would think most of us given a catastrophic loss of data, would find ourselves in a position where we're not properly insured. You know, what David said on the ISO certifications. Another good point with what Brian's saying is that in Northern California, farmers and state farm, you can't get fire insurance on your home anymore. If you go to USAA because of the lane changing technology, you know, rates are up 75%, you have another insurance company just last week announced that they eliminated pet insurance. In other words, the stakes are getting the risks or getting insurance at- It's a lot more to them. They're getting so high at this point, how many more, you know that what the total ransomware was last year that was paid, $1.1 billion. You'd think that the cyber insurance companies are paying attention to that. And think about this, if you look at GLBA, the Grand Leach Blyley Act, $35,000 per customer record, you're talking a wimpy 300 records, what amount to $10 million. So if you have $10 million coverage, great, you're covered for your first 300 customers. What do I do about the other $5,000?

所以，你知道，我们大部分人在遇到灾难性的数据丢失时，可能会发现自己的保险并不足够覆盖损失。你知道，David提到的ISO认证是一个很好的点。与Brian所说的另一个好例子是，在北加州，你已经不能再通过农场和州立保险公司为你的住所购买火险保险了。如果你选择USAA，由于车道变换技术的影响，保险费率上涨了75%。另有一家保险公司就在上周宣布取消宠物保险。换句话说，获取保险的风险越来越高，代价也越来越大。现在的情况是，去年支付的勒索软件赎金总额为11亿美元。你会认为网络保险公司会注意到这一点。再想想，如果你看GLBA（Gramm-Leach-Bliley法案），每个客户记录的罚金是$35,000，那么仅仅300个记录就会对应1000万美元。所以如果你的保险覆盖金额是1000万美元，很好，你能覆盖前300个客户的损失。但我该如何处理其余的5000个客户呢？

I think that, I mean, you know, regulations, law, hearings, all these things are very important in order to shape the future of the industry and what is right to do and how to affect, you know, the safety of data and all these things. But from a business perspective, I think that in the next few weeks, if I'm a dealer, I would really start to think about it as, think about this as something that will take time. I think some of the speakers spoke about that. I mean, you can't wait for it and think, okay, this is gonna be just for a few days or even a week, just really transition into a different mode of operation. That's the first thing. And the other thing that I'm taking from this is, you know, it's really important that the architecture is part of how you safeguard your business continuity. Like what do you have for CRM? What do you have for DMS? And what do you have in the middle with all of the cash registry? How do you take your money? How do you take charge, close deals, loans? How do you do all that in a seamless way that serves the customer? If we wanna serve our customers, sell cars, keep the data safe. We have to have all, each one of these parts safe. And again, from a cybersecurity perspective, you need to start thinking about the processes, the people and how are you taking care of their knowledge about this and the technologies. Some of you mentioned, you know, encryption, things like that. There's so many new technologies out there that the dealers are just not seeing because the industry is just so broken in so many ways in the way it consumes technology. There are really high level encryption technologies today. VPNs don't count anymore. The hackers know how to move through VPNs. It's like nothing to them. It's air. They know how to move through it. Do you have a two FA? All these little things. Some are not having posted notes on the monitor with the password on it. Exactly, exactly.

我认为，呃，我是说，你知道，法规、法律、听证会，这些东西对于塑造行业的未来以及决定什么是正确的做法、如何影响数据安全等方面非常重要。但从商业的角度来看，我认为在接下来的几周内，如果我是经销商，我真的会开始考虑这一点，认为这将需要时间。我想有些演讲者也谈到了这一点。我是说，你不能等着想，这只会持续几天或一周，你真的需要转变为不同的操作模式。这是第一点。 另一个我从中得到的启示是，了解你如何保业务连续性是非常重要的。比如，你的CRM系统是什么样的？你的DMS系统是什么样的？在所有的现金流水处理中间还有什么？你是如何收钱的？如何处理交易、贷款？如何以无缝的方式为客户服务？如果我们想为客户服务，卖车，保障数据安全，我们必须确保每一个部分都是安全的。 再从网络安全的角度来看，你需要开始考虑流程、人员，以及如何照顾他们在这方面的知识和技术。你们中的一些人提到了加密之类的东西。现在有很多新技术，经销商并没有看到，因为这个行业在技术消费方面有很多问题。现在有非常高级的加密技术，VPN已经不再管用，黑客知道如何通过VPN穿透网络，对他们来说简直就是空气一样。他们知道怎么通过。你有二次身份验证吗？所有这些小细节。比如不要在显示器上贴密码。就是像这样。

Yeah, I want to have a wrap up in 15 minutes. And I want to give an opportunity for a couple of questions from the audience. I think the beauty of this forum is there's everyone from dealers to consumers to just industry enthusiasts in the audience. And I'm sure some people have questions after anyone here on the stage or anyone who would like to take some questions. So if anyone does have any questions, please request to come up to the stage and we'll have a couple people brought up. And before we do that, while people are requesting Todd, I know you had. I know you had something you wanted to say to go ahead. Sure. Yeah, you'll see. Thanks for having me. I appreciate it. Just a couple of comments on what everybody had to say today. There's going to be ripple effects from this. You think about business interruption insurance, right? Like, how is that going to kick in for dealers? Who's it going to affect? What carriers is it going to affect? There's probably a lot of consumers that are listening to this too. And like Brian Dunstok said, they don't have CDK or Reynolds and Reynolds or they don't care.

好的，我希望在15分钟内总结完毕。我也想给观众提供一个提问的机会。我认为这个论坛的美妙之处在于，观众中有从经销商到消费者乃至行业爱好者的各种人群。我相信在座的一些人对台上或台下的人会有一些问题。所以如果有人有问题，请请求上台，我们会有几个人被邀请上来。在此之前，当大家请求上台时，Todd，我知道你有话要说，请继续。好的，谢谢让我发言，我非常感激。今天我想对大家所说的发表几个评论。这将会产生连锁反应。你想想业务中断保险，对吧？比如，它会如何影响经销商？会影响哪些承运商？可能还有很多消费者在听这个论坛，正如Brian Dunstok所说，他们没有使用CDK或Reynolds and Reynolds系统，也不在乎这些系统。

But I can tell you, from my perspective, right, as a consultant, you know, today, you know, I went to the dealership that I sold to public and I scheduled an appointment last week online after this outage took place. They're on CDK. They put a tire on my car this morning. They changed the oil on my car this morning. I was in and out in an hour. I happened to attend a sales meeting with all my old people, which felt great. But they sold some cars over the weekend. They had a lot of leads over the weekend. And, you know, they were getting by. For consumers, it may just be a little bit of an inconvenience or a little bit of a slower process when you're at the dealership. But all in all, I don't see this having a huge negative impact on the use car market or the new car market, even if this goes on for an extended period of time. And if it ended tomorrow or the next day, it still will be felt for weeks in a car dealership, mainly by what Brian Dunstok said.

但是，我可以告诉你，从我的角度看，作为一个顾问，你知道的，今天我去了我销售给公众的经销商，并且在这一故障发生之后，我上周在线预约了。他们用的是CDK系统。他们今天早上给我的车换了轮胎，换了机油，我一个小时内就完成了。我还参加了一个销售会议，见到所有以前的同事，感觉很棒。上周末他们卖了几辆车，也获得了很多客户线索。他们在应付过去。对于消费者来说，这可能只是有点不方便或者在经销商那里过程会慢一点。但总的来说，我认为即使这种情况持续一段时间，这对二手车市场或新车市场的负面影响也不大。而且，即便这种情况明天或后天结束，其影响在汽车经销商处也会持续数周，主要是因为布莱恩·邓斯托克所说的。

The accounting people, especially, are going to have a very difficult time and their productivity will definitely be affected 100%. But all in all, this is definitely a wake-up call, the industry for sure. And all these things that we've talked about over the years with the way software works in a car dealership and the architecture and the networking, it's all coming ahead now. And the only other comment I'll make, it would be nice to hear from leadership, from the dealer's perspective, from CDK. I mean, I don't know of any dealers that have really heard anything from anybody in leadership at CDK, at all, other than just some emails with telling us, you know, telling dealers when they're going to be back up again, it'd be nice to hear from them.

会计部门的人尤其将面临非常艰难的时刻，他们的工作效率肯定会受到100%的影响。但总的来说，这对整个行业来说无疑是一个警醒。我们这些年来一直讨论的关于汽车经销商软件的工作方式、架构和网络问题，现在都开始浮出水面了。另外，我还想说的是，从CDK领导层那里听到一些经销商的观点会很不错。我的意思是，我不知道有任何经销商从CDK的领导层那里真正听到过什么，除了收到一些邮件告知我们系统何时恢复之外，能听到他们更多的声音会很好。

It'd also be nice to hear from them from the pro-wealths, from NADN. They can't, they can't. I understand it. I understand that they can't, but still, it'd be nice to hear something. They're on lockdown, the situation's fluid. They don't want to cause, to say something that would cause the bad actors to do something. I think, you know, it's understandable. They've got to keep that information as close as possible. And any suggestion that they're going to make to give us encouragement, here's what's happening, is fluid and probably wouldn't be appropriate. I agree, I would love to. I've got dear friends at the top level there, and I'm getting these damn corporate answers that I don't want, but I get it, I get it, I get it. We've got to let this thing play out just a little bit. And again, I don't disagree with what you're saying. But is it practical matter when you're living it, you got to let it play out.

他们能给我们一些消息就好了，特别是那些支持富裕派的，还有NADN的人。可是他们不能说，不能说。我理解，我理解他们不能说，但还是，希望能听到点什么。他们被封锁了，情况也不断变化。他们不想说些什么，然后让那些坏人做出什么事。我觉得，这可以理解。他们要尽可能保密这些信息。他们可能本来想鼓励我们，但情况总在变化，说什么恐怕都是不合适的。我同意，我也很想听到消息。我在那里的高层有好朋友，我现在得到的都是那些该死的官话，不是我想听的，但我理解，我理解，我理解。我们得让事情稍微发展一下。我并不反对你说的这些，但实际上，当你身处其中时，你得让它自己发展。

All right, let's take a couple of questions. We got John Acosta here in Raja Gupta. So John, we'll start with you. If you can just address the question to someone specific, or if it's a general question. Hey, Yosie, just wanted to say thank you for what you're doing for the industry. It's a critical time that needs critical leadership. So thank you for what you're doing. But to the dealer operators in the room, how are you guys handling crisis communication? Because during this time, you know, it's muddy waters. What I was asking is, you know, Brian, dealer operators in the room, and Andrew, are you guys handling the crisis communication? I know that during these cyber attacks, there's a lot of false information that goes out, false starts, impersonation scams. How are you guys dealing with and communicating with your teams? What does that cadence look like? Keep it seamless to the customers. We'll get through this. You'll get paid. The customers don't care what's happened to CDK. They are interested in the service and sales products that we offer.

好的，让我们来回答几个问题。我们有约翰·阿科斯塔和拉杰·古普塔在这里。约翰，我们先从你开始。如果你能把问题具体指向某个人，或者这是一个普遍的问题。嘿，尤西，我只是想感谢你为行业所做的工作。在这个关键时刻，我们需要关键的领导。所以感谢你所做的一切。至于在场的经销商运营者们，你们是如何处理危机沟通的？因为在这个时期，情况很混乱。我问的是，布莱恩和安德鲁，你们这些经销商运营者是如何处理危机沟通的？我知道在这些网络攻击期间，会有很多虚假信息、假启动、冒充诈骗等情况。你们是如何处理以及与团队沟通的？这种沟通的频率是什么样的？保持对客户的无缝衔接。我们会度过难关的，你们会得到报酬。客户并不关心CDK发生了什么，他们关心的是我们提供的服务和销售产品。

You got to keep their head in the game. Most of the salespeople at our store don't directly deal with CDK. They're dealing with ACRM. We have a different CRM set in place for them to keep the information, letting them know the website traffic, giving them data. The website traffic is actually up, not down. People are still looking for cars. And again, nobody ever inquires who's a CRM company. I'm walking in the door. And so it should be a non-issue to the customers and to the extent we can keep it a non-issue for more staff. I think that's great.

你必须让他们保持注意力集中。我们店的大多数销售人员并不直接处理CDK系统，他们使用的是ACRM系统。我们为他们设立了一个不同的CRM系统，以便存储信息，让他们了解网站流量数据。实际上，网站流量在增加而不是减少，人们仍然在找车。此外，客户从来不会关心我们用的是哪家CRM公司，对他们来说这根本不是个问题，我们也要尽量使它对员工不造成困扰。我认为这样的做法很好。

Brian, can I ask you and Yossi, these people that are out that are even worse actors that are attempting to portray themselves as CDK, and I'll get your store back online, these scammers. Has anybody been able to out any of those people thus far? Not that I know of. It's, from what I understand, it's pretty common. People are trying to ride the wave and do some phishing scams. But not that I know of, although it is happening and super prevalent. Pretty disgusting. David, I watched that Ashley Madison Netflix thing a couple of weeks ago about their hack. And this has got all the same telltale signs of that. And the Ashley Madison people didn't take the bluff, but it treated the threat as a bluff. And really, it's the detriment of so many of the people that were on that site. People would say, well, that serves them right. But it speaks to that.

布莱恩，我能问问你和尤西吗？那些假扮成CDK（软件公司）并声称可以让你的店铺重新上线的骗子，比这些骗子更可恶的人，有没有人能把他们揭露出来？据我所知，没有。从我的了解来看，这种情况很常见，人们试图趁机进行网络钓鱼诈骗。但据我所知，目前还没有人揭露这些人，不过这种情况确实很普遍，真是恶心。大卫，我几周前看了 Netflix 上关于 Ashley Madison 黑客事件的纪录片。这次的情况和那个事件有很多相似之处。Ashley Madison 当时没有把威胁当回事，但实际上那个威胁并不是虚张声势，结果害了很多使用该网站的人。有人会说，他们活该，但这件事就说明了这个问题。

CDK has also hired people from Europe to take a look at this. They seem to have found where the bad actors are. And I think, again, the quicker they can resolve this, the less painful it's going to be for CDK and for their customers. Hey, you see this Brad Miller, maybe just on John's good question, just to what Brian said. I've just- Brad, you could just keep it to 30 seconds. I want to- Yeah, 30 seconds. I just want to- Brad Tuscaudia, operator. Oh, absolutely. I'm sorry. Keep it consistent. You don't want to- You want to make sure your people are not telling customers something that ultimately turns out to be true. Like, you know, what your data was involved, something like that. And the other piece is, think now about what and whether you're going to be telling people when you have been notified of them under state law.

CDK还从欧洲雇了些人来研究这个问题。他们似乎已经找到了那些不良行为者的位置。我认为，他们解决得越快，CDK和他们的客户所受的痛苦就会越少。嘿，你看看这个布拉德·米勒，也许仅仅是约翰的好问题，正如布莱恩所说。我只要——布拉德，你能不能控制在30秒内？我希望——对，30秒。我只想——布拉德，操作员。哦，绝对可以。对不起，保持一致。你不想——你得确保你的人不会告诉客户一些最终被证实是真的事情，比如你的数据被泄露了，诸如此类。另一个问题是，现在考虑一下，在你根据州法律通知客户时，是否以及要告诉他们什么。

So I won't belabor you here. But there's a couple of decisions to be made. We got some guidance on that on our website. If you want to look at it, specific issues you want to think about now in terms of what you're telling people. So thanks. Can I jump in for 10 seconds? Go ahead. Just a word to the wise. Yeah, just a word. Sorry. Please, team, you know, everybody involved with this, make sure that you're talking to your cybersecurity teams and looking for lateral movement from CDK in the case that there is a springboard attack after this, that they're looking at lateral movement because CDK has core access or admin access to your workstations, that they're really making sure that there's no lateral movement from those programs inside of your dealership inside the dealership workstation systems.

我不想多费唇舌，但有几个决定需要做。我们的网站上有一些指导建议，如果你想了解具体问题，可以去看看，现在你需要考虑一下要告诉大家些什么。谢谢。可以插一句吗？请讲。只是一些提示，对大家有好处。对不起，稍等一下。请团队里的每一个人，确保你们在和网络安全团队沟通，并关注CDK可能进行的横向移动，特别是在这种情况下发生利用此作为跳板的攻击。因为CDK对你们的工作站有核心访问或管理员权限，一定要确保这些程序在你们的经销商工作站系统中没有进行横向移动。

John, what else does that mean? Does that mean like what email, the email servers hosted by the same company or phone systems, like what all could be, what could they do potentially? So CDK works is it has core system access to your workstations, right? So you'd be able to get access to their system and they can push updates. They recently pushed out an R&M call called Adaptiva that is literally a remote management and monitoring system. And if depending on what the size and scope of the attack is, they could potentially have admin access to your system. So what we did is isolate those systems as fast as possible, quarantine those systems.

约翰，那还意味着什么？比如说，那是不是意味着电子邮件，同一家公司托管的电子邮件服务器或电话系统，还有什么其他可能性，他们能做些什么？CDK的工作原理是它可以访问你工作站的核心系统，对吧？所以你可以访问他们的系统，他们也可以推送更新。他们最近推出了一款叫做Adaptiva的远程管理和监控系统。如果攻击的规模和范围足够大，他们可能会拥有你的系统的管理员访问权限。因此，我们所做的是尽快隔离这些系统，对这些系统进行隔离。

And over the next couple of weeks, as we see this open back up, we're gonna be hyper-vigilant of looking for a lateral movement or, you know, ring fencing the applications inside of CDK. So they're not talking to other applications that they're not supposed to be talking to, right? So if you see movement from CDK going to, let's say SharePoint, that's a movement that's gonna be very odd, that's gonna trigger the security operation center to create an alert, isolate that device and make sure that there's not a ransomware attack that's springboarding from the CDK. Appreciate the insight, Tom. Thanks for that. And Marzia, we can hear you now.

在接下来的几周内，当我们看到系统重新开放时，我们会非常警惕，密切关注横向移动或隔离CDK中的应用程序，确保它们不会与不应通信的其他应用程序交流。如果您发现CDK有与SharePoint通信的情况，这是一种非常不寻常的行为，这会触发安全操作中心发出警报，隔离该设备，并确保没有从CDK发起的勒索软件攻击。感谢您的见解，汤姆。谢谢你。而且，玛齐亚，我们现在可以听到你讲话了。

We'll go Marzia Frank, we'll wrap up with Dan and that'll wrap up the segment. So if we more questions, go ahead. Yeah, great. Thanks. Thanks for squeezing me in here. So sorry if I might have missed this earlier, but I'm curious, like for the dinners, you know, a little last few days, is there a way to quantify, you know, what kind of impact are you already starting to see in the business in terms of either sales or service work lost due to the outage, you know? Is there a way? You just got cut off, but I think we heard your question. Anyone wanna answer that? Anyone?

我们将先请Marzia发言，然后请Frank发言，最后由Dan来总结这个部分。这样就结束这一段内容。如果大家有更多问题，请继续提问。好的，谢谢。感谢你能挤出时间来提问。很抱歉如果我之前错过了什么，但我很好奇，关于过去几天的晚宴，有没有办法量化一下，业务方面的影响，比如由于停机导致的销售损失或服务工作损失？有没有办法？你刚才被切断了，但我们听到了你的问题。有人想回答吗？有人吗？

The dealers I've spoken with are, the dealers I've spoken with say that the cost is not so much financial, it's gonna be time. And it's gonna be like Brian was talking about staying there late, having to keep people there at the end of the month or next month or paying somebody on an accrued type of payroll and then trying to true everything up and having to do the same work two or three times. And the redundancy of not being able to generate new business because the old business is the most expensive expense that they're gonna have. Yeah, let's not make that mistake. Get your people paid. This is not on them. You know, we've got to make sure you get your people paid error on the side of overpaying and underpaying. And hopefully the manufacturers, hopefully the flow-playing companies, hopefully the warranty companies are all gonna be flexible with this, but you don't want flexibility from the employees when it comes to compensation. Make sure that that flow keeps going because people got bills. Thanks, Brad. We're gonna move on to more questions here. We got Frank, go ahead.

我跟几位经销商聊过，他们说，问题不在于财务成本，而在于时间成本。正如布莱恩提到的，可能需要加班，月末或下个月还要留人，加班工资也是按累积的方式发放，然后还得把所有账目核对清楚，同一项工作可能要做两三遍。另外，还有一个问题是，无法开展新业务，因为处理旧业务是最耗费成本的。这次千万别犯错。要确保你的人能按时拿到酬劳。这不是他们的问题，我们必须确保他们能及时拿到薪水。宁愿多发点也不要少发。希望生产商、流动资金公司和保修公司可以在这方面灵活一些，但在员工酬劳方面绝不能有弹性。要确保资金流转，因为大家都有账单要付。谢谢，布拉德。我们继续回答下一个问题。弗兰克，请说吧。

Just wanted to recognize the group, particularly all those powers that be for the dealership group representing the aftermarket. Some would think that the aftermarket is sort of the arch-rival we're not. We're all one big, happy family. I do wanna recognize, particularly here in Scottsdale, Arizona and throughout Arizona market. I've talked to many of my peer, I think, the dealerships are handling it well. The got unsung heroes, particularly in our case, our parts counter people that are getting it done. I think at the end of the day, there'll be a quantification of the cost, but in the end, this is a great example of how we really need to build these work cultures to be able to pivot on a dime. So I thank everyone here, particularly in the dealership groups, for taking care of us here in the aftermarket. Thanks, Dan. I appreciate that. However, way to end, it's been a crazy couple of days, and I'm sure this week is gonna continue to be interesting. Dan, we did just lose Dan, so we'll wrap that up. We'll wrap that up. No more questions for now. But appreciate everyone for tuning in.

我只是想表扬一下这个团队，特别是那些在售后市场代表经销商集团的高层人员。有人可能认为售后市场是我们的竞争对手，其实不是。我们都是一个幸福的大家庭。特别想表扬一下这里在亚利桑那州斯科茨代尔的团队以及整个亚利桑那市场的团队。我和很多同行聊过，我觉得经销商们应对得很好。我们有一些无名英雄，特别是我们的零件柜台员工，他们一直在努力工作。我认为最终会有对成本的量化，但这无疑是我们需要构建这些工作文化，以便迅速适应变化的一个很好的例子。所以我要感谢这里的每一个人，特别是在售后市场照顾我们的经销商团队。谢谢你，丹。我对此非常感激。另外，这几天确实很疯狂，我相信这周会持续有趣。丹，我们刚刚失去了丹，所以我们会结束这次会议。不再有问题了。但感谢大家的参与。

We're gonna do a recap of this entire podcast. It'll be live on the Cardio Shub Guide podcast tomorrow as well, edited, so you can share it with anyone who you think would find it valuable. And as information continues to come out, I'll be sure to share it with all of you. Thanks everyone for joining us, and the Cardio Shub Guide.

我们会对整个播客内容进行总结。明天，这段总结会在Cardio Shub Guide播客上直播，并经过编辑，你可以分享给你认为会觉得有用的人。随着新信息的不断发布，我会确保与大家分享。感谢大家加入我们，也感谢Cardio Shub Guide。