New vs. Used Cars: What’s a better deal right now? (EP2)
发布时间 2023-03-31 12:15:01 来源
What's up everybody? Welcome to the second episode of the car dealership guy podcast. I am your host, car dealership guy. I can't believe we made it to number two. Here we are. It was very overwhelmed by the results of the first one. So thank you for the support. Thank you for sharing, for listening. It's truly remarkable. I never imagined that after one nine minute episode, we'd make it to the top charts and the leisure category of Apple Podcast number one within 72 hours. So you know, it gives me motivation and excites me to do more of these, to share what I'm seeing on the ground floor, to talk about the data in the industry and without further ado, let's jump right into it.
大家好！欢迎来到汽车经销商播客的第二期。我是您的主持人 - 汽车经销商。我很难相信我们已经做到了第二期节目。感谢大家对第一期节目的支持，分享和聆听。这让我激动和有动力继续制作更多这样的节目，分享我正在工作中所遇到的情况，讨论行业数据。在此，我没有更多的话要说了，让我们开始吧！
Today I want to talk about what is happening between the new and used car vehicle segment. Specifically, what is the current trends mean for consumers? As a consumer, should you buy a new car or use car and as a dealer, what should you expect? What is happening on both sides of the spectrum?
今天我想谈一谈新车和二手车市场之间正在发生的事情。具体而言，当前的趋势对消费者意味着什么？作为消费者，你应该买新车还是二手车，作为经销商，你应该期望什么？在这个范围的两侧发生了什么事情？
Let's start with new car. I got to tell you, at a very high level, I'm seeing some things that I like on the new car side, some things that are improving. So first of all, let's just talk about overall supply. New car inventory, right? Our new vehicle inventory is up 70% year over year. So obviously, it's a very, very, very good trend.
让我们从新车开始谈起。我必须告诉你，我在新车的方面看到了一些令我满意的东西，有些正在不断改善。首先，我们来谈一下总体供应问题，也就是新车库存。我们的新车库存同比增长了70％，这显然是一个非常好的趋势。
Last year, at this time, we had about a million units available. Right now, we're at about 1.7 million. So it's a great improvement. I think the downside here is that we're still down nearly 50% since 2019. And again, I'm sure that's not shocking.
去年这个时候，我们有大约一百万个单元可供选择。现在，我们有约1.7百万个。这是一个很大的进步。但是我们仍然比2019年的水平低了近50%。我相信这并不令人惊讶。
But the key here is that everything I'm mentioning is not equally distributed across the board. Because what we're seeing is that there are certain OEMs that still have crazy shortages while others have rebounds significantly. And at a high glance, we're seeing that the domestics, right? So maybe Stellantis, which is Chrysler Dodge, Fiat, or if we're seeing Ford GM, we're seeing that the domestics have rebounded really well with inventory, whereas the Asian brands be maybe Toyota, Honda, Kia, they're still very much struggling.
但这里的关键是，我提到的所有情况并不是平均分布的。因为我们看到有些OEM仍然存在严重的短缺问题，而其他一些则有了明显的复苏。总的来看，我们看到国内品牌，比如斯泰兰蒂斯（克莱斯勒道奇、菲亚特），或者福特和通用汽车，他们的库存状况已经非常好，而亚洲品牌，比如丰田、本田、起亚等，仍然面临很大的困难。
I think the highlight with the Asian brands is Toyota, right? Because I should I say the low light, because they're struggling the most. And they've stated several times that they're working on their supply. I think last August, they stated that they predicted that their supply would rebound within a year. Then in January, they said, we're working on it and we're hoping to have it fixed as soon as possible. They even mentioned it at NADA to their dealers. NADA is a dealer convention.
我认为亚洲品牌中最值得一提的是丰田，对吧？但实际上应该说是它们最为困难的时期。他们已经多次表示正在努力解决供应问题。去年八月份，他们预计供应问题将在一年内得到解决。然后在一月份，他们表示正在努力解决，希望尽快解决问题。他们甚至在一家名为NADA的汽车经销商会议上与经销商们讨论了这个问题。
But I think the bottom line is Toyota has still not fixed their supply situation. And it's now starting to really bite them into ass. Why is that? Well, they're losing market share, bottom line. I tweeted yesterday that Tesla actually gained the most market share in Q1, which was specifically, they gained 1.4% market share in the industry.
但我认为问题的关键是丰田仍未解决他们的供应情况，这已经开始严重地影响到他们了。这是为什么呢？因为他们正在失去市场份额。昨天我在推特上发了一条推文，说特斯拉实际上在第一季度获得了最多的市场份额，具体来说，他们在汽车行业中获得了1.4%的市场份额。
So if you think about all the cars in industry and vehicles in the road will test less the one that has put the most vehicles sold the most vehicles and are gaining market share, whereas Toyota is actually losing a lot of market share, where they dropped 2% from about 15.2 in 2022 to 13.2% now in Q1. And so when people tell me, oh, but Cardiola Shabgai, Toyota's due to juicester profits. And yeah, like I get it. And it makes sense to think that okay, they're due this because it's helping their their profit situation and you know, they are making more money per car, right? People are paying markups and whatnot.
因此，如果你考虑到工业中所有的汽车和道路上的车辆，将会对销量最高、占有市场份额的公司进行少量测试，而丰田实际上正在失去很多市场份额，他们从2022年的15.2%降至现在的Q1的13.2%，因此当人们告诉我：“哦，但是卡迪奥拉·夏尔巴吉，丰田由于增加利润而做出了这个决定。”是的，我理解，这是有道理的想法，因为这有助于提高他们的利润状况，你知道，他们每辆车赚更多的钱，对吧？人们支付溢价和其他费用。
But I got to tell you like, I don't know what that conversation is in that boardroom. This is not a good long term strategy. I have people in my DMs, you know, there's a Mazda dealer in my DMs that is telling me, hey, you don't understand how many Toyota customers were converting. It's crazy because people can get their Toyota's. And so there's trying new brands, right? Toyota historically has a cult following, right?
但我得告诉你，我不知道那个会议室里的谈话在说什么。这不是一个好的长期策略。我在我的信息箱中收到了一些来自一家马自达经销商的信息，他告诉我，“你不知道有多少丰田客户正在转换。因为人们可以购买马自达车。所以他们试着尝试新品牌，对吧？丰田在历史上一直有一大批忠实粉丝，对吧？”
On the other hand, I have a Toyota dealer from Tennessee that DM me this morning. And he's telling me, listen, like we do not have inventory on a lot. We've sold out every single new car on the lot, right? That is like unfathomable. If we have to go back three years and imagine that there would be a new car store without one car in our lot, let alone Toyota, right? With all their their brand equity and their cult following, I mean, it almost doesn't make sense.
另一方面，我接到来自田纳西州的一个丰田经销商今早的私信。他告诉我，我们没有仓库存货了。我们把所有的新车都卖光了，这几乎是无法想象的！如果我们回到三年前，想象一下一个新车店没有任何车辆，更别提丰田了，因为丰田拥有品牌资产和忠实粉丝，这几乎是不可思议的。
But I think this is the reality of the situation. And again, Toyota, Kia, Lexus, Honda, they are by far have the lowest supply availability in the market today. Subaru and Land Rover are right behind them. But still, they by far lead the way. I would say on the flip side, when we look at who has the most supply, again, as I mentioned, you're seeing Chrysler, you're seeing Volvo, you're seeing Buick, you're seeing Jeep, Alpha. And so again, completely different end of the spectrum, these brands, on the other hand, we're seeing some positive trends evolve, right?
我认为这就是现实情况。同时，丰田、起亚、雷克萨斯和本田等品牌今天市场上的供应量远远低于其他品牌。紧随其后的是斯巴鲁和路虎。但它们仍然是市场的领军者。相反地，当我们看到谁拥有最多的供应时，就像我之前提到的，你会看到克莱斯勒、沃尔沃、别克、吉普和阿尔法等品牌。因此，这些品牌位于完全不同的光谱的另一端。与此同时，我们看到一些积极的趋势正在逐渐发展。
We're seeing better incentives being offered. We're seeing consumers buying the vehicles below with no markups at MSRP. And of course, as I said, with depending on the incentives, it can even below a summer P at some points.
我们看到更好的激励措施被提供。我们看到消费者按照建议零售价购买以下车型，不加价。当然，根据激励措施的不同，在某些时候甚至可以低于建议零售价的夏季促销价格。
And so overall, the supply situation on the new side, I would say, is improving on an average across the industry, we're seeing cars sell closer to MSRP or specifically 100% of MSRP, right? Which has not been the case for a while. We've been the industry's been selling cars for 100 and 200, 300, 400% of MSRP. So the closer you get to being at 100%, all it means that you're selling the car for the asking price.
总的来说，我认为新车供应情况正在整个行业不断改善，我们看到汽车销售价格接近厂商建议零售价（MSRP），或者就是100%的MSRP，这在过去是不常见的。过去行业一直在以100%、200%、300%或400%的MSRP售出汽车。所以，越接近100%售价，就意味着你正在以要价出售汽车。
We're seeing incentives as a percentage of asking price, sorry, incentives as a percentage of transaction price actually creep up quarter over quarter, from about 2% to 3%. So again, it means consumers are getting an overall better deal on that car. And we're seeing supply just go up. And so that's what we want to see.
我们看到，激励措施数量占要价的百分比（抱歉，实际上是交易价格）逐季度逐渐增加，从约2%上升到3%。因此，这意味着消费者在购买汽车时得到了更好的优惠。同时，我们还看到汽车供应量不断增加。这正是我们希望看到的。
Again, ideally, we'd like to see it evenly distributed across the board. Although right now, that is just not the case. And time will tell how quickly Toyota can fix its issues because it's been making these claims. We haven't seen too much yet.
理想情况下，我们希望问题能够均匀地分布在整个行业中。然而，现在并非如此。时间会告诉我们丰田能够多快地解决问题，因为它一直在提出这些要求。但我们还没有看到太多积极的进展。
The last thing I'll say before I flip over to the new side is that you have to remember that even when Toyota starts fixing their stock and their issues, you're not going to see dealers with lots of cars flooding or Toyota dealers, specifically lots of cars flooding their lots right away. And the reason for that is because so many vehicles will arrive pre-sold. And so one of their executives, and I quote said, we'd much rather park them, the cars and customers drive ways as opposed to a dealer's lot.
在我翻转到新的一面之前，我要说的最后一句话是，你必须记住的是，即使丰田开始修复他们的股票和问题，你也不会立即看到经销商大量汽车涌入，尤其是丰田经销商大量汽车涌入他们的车场。原因是因为很多车辆会提前销售。所以他们的一位高管说过，我们更愿意将汽车停放并让客户自行驾驶，而不是将其停放在经销商的车场。
And there's truth to that because there's such a backlog of customer demand for these Asian brands that the realistic situation is going to be that even when supply starts rebounding significantly, it's first going to go right to customers' driveways.
这是有道理的，因为这些亚洲品牌的客户需求积压，实际情况是即使供应开始显著反弹，它首先也会直接满足客户的需求，即他们的车库。
And so my takeaway when the new car side is that, things are improving overall, there's some brands where you can get some deals nowadays. You know, lots of franchise dealers are happy that they have more supply to offer and they're able to sell these cars at more competitive prices. But again, it's not evenly distributed across the board. And time will tell when that gets better.
所以，对于新车销售行业，我的看法是整体上正在改善，现在有一些品牌可以得到优惠。你知道，很多连锁经销商都很高兴他们有更多的供应可以提供，他们能够以更具竞争力的价格销售这些汽车。但是，这种情况并不是均匀分布的。时间会告诉我们什么时候情况会变得更好。
Now, let's flip over to the new side. You know, I'm not too thrilled about what's happening on the new side. As you all know, I am a use car dealer. I am specifically focused on the use car segment. And things are not too hot right now.
现在，让我们来到新的一面。你知道吗，我对新的一面发生的事情并不是太兴奋。众所周知，我是一名二手车销售商，专注于二手车市场。目前情况并不太好。
You know, last episode I mentioned that supply was at 2.2 million in vehicles. And in use, I mentioned that there are 2.2 million vehicles in dealer inventories, right? Use vehicles available for sale in the US. Well, guess what? Since the last episode, that's actually dropped. It is not 2.07 million vehicles in dealer inventories.
你知道吗？在上一集中，我提到了汽车的供应量为220万辆。在使用方面，我提到了经销商现有220万辆汽车，对吧？这些可在美国销售的二手车。但你知道吗？自上一集以来，这个数字已经下降了。现在经销商库存中的汽车数量为207万辆。
So supply use car supply has actually gotten worse. Now, what are the ramifications of that? Well, use car dealers are continuing to struggle to source the cars they need to sell. Things are not improving there. And specifically, when we look at cars below $20,000, which a major portion of the market wants, we are not we're not able to source these cars, right?
因此，二手车供应状况实际上变得更糟了。那么，这会有什么后果呢？二手车经销商仍在努力寻找他们需要出售的汽车。事情并没有改善。特别是，当我们看到市场上大部分人想要购买价格在20000美元以下的车辆时，我们不能够提供这些车辆，对吧？
I mentioned that every dealer and their mother is competing for that car from the from the auction or, you know, from the public, right? When we advertise, we will buy your car. It's really, really difficult to source these cars. And remember, as use car dealers, we don't have all fleece inventory. And so it's even tougher because you don't have that guaranteed flow of inventory that's coming back from consumers.
我提到了每个经销商和他们的家人都在争夺从拍卖或公开市场上买到的这辆车，对吧？当我们广告宣传时，我们会说我们可以买下你的汽车。所以说，现在要找到这些汽车是非常困难的。记住，作为二手车经销商，我们没有全部的存货。这使得任务更加艰巨，因为你没有来自消费者的保证流动的库存。
So I would say that's at a glance the situation of use car supply, right? You're seeing that the lowest they supply, really meaning the least amount of inventory available to meet the demand is on the low end, say cars under $20,000.
我认为对于二手车供应的情况，这就是一个简单的描述，对吗？你发现最低供应，也就是可供满足需求的库存最少的部分在低端，比如售价低于20000美元的车辆。
As you go up in the price ranks, there's more inventory available. Of course, you know, it's less affordable and there's just less demand for it. With that said, I would say the biggest struggle in the market right now continues to be the subprime consumers and dealers that cater to subprime consumers, right? Which is many and I would say most use car dealers have a higher percentage of subprime or near prime consumers.
随着价格等级的升高，可用的库存就越多。当然，价格对大众来说也就越不可承受，求购该价格范围内的商品的需求也相对较少。话虽如此，我认为目前市场上最大的挑战仍然是次贷消费者和针对次贷消费者的经销商，对于这种情况，大多数二手车经销商都有更高比例的次贷或近乎次贷的消费者。
And so when you think about, you know, there's you have the franchise dealers, right? You have the corporate stores, think the car max is the sonic on motives and whatnot. And then you have just independent dealers, not not affiliated, no franchise. And so these are the brands that typically the the independence that are not affiliated with the franchise have a larger percentage of subprime consumers relative to their overall customer base.
当你考虑到这一点时，你知道，你有经销商特许经营权，对吧？你有企业店，想想车辆最大和莫蒂夫等等。然后你有独立经销商，不隶属于特许经营权。因此，这些品牌通常是那些独立经销商，相对于他们的整个客户群，具有更大比例的次级信贷消费者。
It just that's just the way the car business has been for a while. And yes, there's some exceptions, but that's typically where the subprime consumers and the purchasing and also the big driver for that is that many subprime consumers, you know, given the rates that they have to pay relative to the prices of cars, a flock and gravitate towards a use car, which tends to be cheaper. And so it sort of all makes sense that way, right?
这只是汽车业的一个普遍情况。当然，也有例外，但通常次贷消费者倾向于购买二手车，这也是次贷消费者购车的主要驱动因素。因为相对于汽车价格，他们需要支付更高的利率。因此，购买二手车成为了他们的首选。所以这是很合理的。
But I got to tell you, lending is really not getting any better. It's actually getting worse. And specifically, we're seeing that, you know, the large lenders think the publicly traded lenders, just auto lenders, that is they continue to just tighten their standards, you know, maybe the cap capital ones, the Santander's and many, many others, but they are not making it easy for consumers or subprime say, you know, consumer consumers with a 620 credit score below roughly speaking and a dealer to get these cars on the road.
但我必须告诉你，贷款情况真的没有变得更好，事实上是变得更糟了。具体来说，我们看到大型贷款机构，特别是上市的汽车贷款机构，仍在收紧他们的标准，例如 Capital One、桑坦德等等，他们并不容易让消费者或者620左右的信用评分以下的次级消费者和经销商购买这些车辆上路。
I would I will tell you that there is one exception, which is ally. So ally is surprisingly, they're buying pretty well right now in this market. And I would say better than their competition, right? The ally has a program, which I've actually written a newsletter about called ally plus.
我要告诉你一个例外，那就是盟友。在目前市场上，盟友的表现出奇的不错。我想说，比他们的竞争对手表现更好，对吧？盟友有一个名为“盟友Plus”的计划，我曾经写过一篇新闻通讯介绍过这个计划。
And ally plus is pretty much a program that caters towards, you know, lower credit consumers. And it's saying they're in 2022, they bought a lot deeper than they are now, but still relatively to their peers, ally right now is buying a bit deeper than everyone else.
Ally Plus是一项主要面向信用较低的消费者的项目。它表示到2022年，他们的购买力比现在要深得多，但相对于同行而言，现在Ally购买力比其他人略微更深。
Now they're still being a lot more disciplined. I don't think this is something to be alarmed about because it's, you know, their volumes and everything is still lower overall. They just have a program that is, you know, catering to this specific segment of consumers, which is it's doing pretty well as a dealer, I would say, because again, it's something that enables us to actually get auto loans done. And get consumers, you know, being again, financed.
现在他们仍然更加遵守纪律。我认为这不是什么值得警觉的事情，因为总的来说，他们的交易量和其他方面仍然较低。他们只是有一个特定消费群体的计划，而这个计划在我的经销商看来效果还不错，因为这有助于我们完成汽车贷款，并让消费者再次获得融资。
So it is, I'll keep you posted on how that program evolves, but so far it's definitely been, you know, ally has been stealing the show as a recent, whereas, you know, prior to 2023, it was the case, it was more so capital one in Santander from our perspective.
所以，我会告诉你那个项目的进展情况，但目前为止，最近的焦点明显是Ally，而在2023年之前，从我们的角度来看，焦点更多地是Capital One和Santander。
The one other thing I'll say on the use car front, and again, specifically, I want to touch on the cars under $20,000 is that we're seeing that customers, because of the desperation for this type of inventory, people are trying to, you know, internally, they're trying to rush our reconditioning department to get these cars, right?
关于二手车的问题，我还想说的一件事情，特别是那些价格在20000美元以下的车。我们发现，由于顾客非常需要这种车辆的存货，他们会试图尽快要求我们的装修部门重新装修这些汽车。
So let me kind of walk you through dealership dynamics, right? But you have a reconditioning or service department, which gets the cars ready. And of course, you have a sales department, which needs the cars to sell. And there's this, you know, kind of friction between the two, because, you know, sales always wants the cars completed as fast as possible, and the service department's job is to, you know, complete the car up to the required standards to make sure that we sell a great car.
所以，让我来为您简单介绍一下经销商的运营，对吧？首先，您需要一个重新装修或服务部门，负责准备汽车。当然，您还需要一个销售部门，销售部门需要准备好的汽车来销售。这两个部门之间会存在“摩擦”，因为销售部门总是想尽快完成汽车销售，而服务部门的工作是确保汽车达到要求的标准，以确保我们销售的汽车品质优良。
Now, this is not to mean that sales doesn't want to sell a great car. Of course, they do, because guess who gets the headache if the customer has an issue after the sale, the sales team does. But the sales team, you know, it is, of course, they are, it isn't their best interest to get that car out as quickly as possible and get into the customer.
这并不意味着销售团队不想卖一辆好车。当然，他们希望卖出好车，因为如果客户购买后遇到问题，销售团队就会受到责备。然而，销售团队不希望让这辆车卖得太慢，因为他们的最大利益是尽快把车卖给客户。
And the interesting thing lately, I was actually touring yesterday our reconditioning center with the team. We were walking around looking through, you know, all the different inventory and some of our data and really just what's happening, you know, you know, the fine points of what's driving our current inventory performance and whatnot.
最近有趣的事情是，昨天我和我的团队去浏览我们的改装中心。我们逛了逛，看了看不同的存货和我们的一些数据，真正了解了现在的存货情况以及对它产生影响的因素。
And one thing that was really interesting is that the sales team was pretty much kept telling us, but you know, the management that, hey, these cars are, you know, the cars that were below 20 grand or say even below 18 grand to be more specific, these cars are pretty much sold, right? And so, yeah, I understand that there's, you know, a little dent on the bottom left panel on the door.
有一个非常有趣的事情是销售团队一直在告诉我们，但是管理层却说，嘿，这些价格在20,000美元以下甚至在18,000美元以下的车已经基本上卖完了，对吧？所以，是的，我知道门的左下角面板上有一个小凹痕。
But guess what? It really doesn't matter too much because the customer is aware of it. And they, or they will be aware of it. And they really don't mind. They need the car. It's much more important to them right now than waiting to fix a little dent and it's a used car at the end of the day.
但是你知道吗？这其实并不太重要，因为顾客意识到了它。他们知道这些或将会知道。而且他们其实并不介意。他们需要这辆车。比起等待修复一个小凹痕，它对他们来说现在更重要，而且最终这是一辆二手车。
And so, you know, it just shows you that, yes, you know, we have very tight standards and we have a reconditioning operation, which takes recon very, very seriously. Again, we've been in business for well over a decade and our reputation is built by the, you know, big part of the quality of inventory we sell.
因此，你知道，这只是表明我们有非常严格的标准和极其认真的翻新操作。我们已经经营了十多年，我们的声誉建立在我们出售的库存质量的很大部分上。
But I think as a consumer, I would be very weary in the market nowadays because, you know, there's definitely some fly-by-not operation, fly-by-night operations out there or even, you know, just private people selling cars in those price ranges.
但是作为一个消费者，我认为现在的市场非常令人担忧，因为你知道，市场上肯定存在一些靠近非法或短暂存在的运营，甚至是那些以这些价格范围出售汽车的私人。
And even though you may be really, you know, needing that car, you should just be careful about the standards of the reconditioning out there because in this market, when things are sold, before they even get to the lot in those price ranges, you know, not everyone is going to do the right thing.
即使您非常需要那辆车，您也应该对市场上的车辆重新翻新标准保持谨慎，因为在这个市场中，当车辆出售时，在那些价格范围之前，很多人并不会做正确的事情。
And it could result in, you know, cars that maybe have more issues than if we were on a different market when there was a plethora of inventory and everyone was really fighting on quality and service.
这可能导致汽车出现更多问题，如果我们处在不同的市场，那时有大量库存并且每个人都非常关注质量和服务，这种情况就不会出现。
And so just something to look out for.
因此，只需留意这一点即可。表明需要注意某事。
But with that said, I'm going to wrap it up for today.
然而，我要在此结束今天的讲话。
Again, just to sum it up, seeing some positive things on the new car front, seeing inventory rebound 50% year over a year, although still down, still down relative to 2019, as I mentioned earlier, seeing incentives rise, seeing M.S. Markups decline, again, not evenly distributed across the board, of course, because not everyone has inventory.
总的来说，我们看到了新车领域的一些积极进展。库存回升了50%，尽管相对于2019年仍有一定差距。与此同时，我们也看到了激励措施的提高，以及销售人员奖励的下降。当然，并不是每个人都有库存，因此这些变化并不是均匀分布的。
On the use car front, not seeing things that I like to see at all inventory, continues to get tighter down from 2.2 million cars available last week down to 2.07.
在使用汽车方面，我没有看到我想看到的所有库存，库存继续从上周的220万辆汽车减少到207万辆。
This week, also seeing lending continue to tighten up, although there are, you know, a couple exceptions, as I mentioned, such as Ally, who's doing well on the subprime front.
本周，我们看到贷款继续紧缩，尽管有一些例外，如我所提到的Ally，他们在次级信贷方面做得不错。
And overall, really fighting tooth and nail to make sure that we can get enough inventory to maintain our numbers and to continue growing, although I will tell you, it's just really, really difficult.
总的来说，我们正在不遗余力地努力确保我们能够获得足够的库存来保持我们的销售数量并继续增长，尽管我必须告诉你，这真的非常困难。
And top line is declining in this market.
在这个市场上，头部的收入正在下降。
And you can bet you that if we're declining on a top line in this market, then other use car dealers are as well.
你可以肯定，如果我们在这个市场的销售额有所下降，那么其他二手车经销商也是如此。
And overall, it's going to be, it's not going to be, you know, too fun over the next couple weeks, couple of months, but, you know, we just got to keep going and keep focusing on the customer experience, on efficiencies and make the best out of it.So thanks for joining me.
总的来说，在未来的几周、几个月里，情况可能不会太美妙，但我们必须坚持下去，专注于客户体验、效率，尽力发挥最大的作用。感谢大家的参与。
This has been really fun.
这真的很有趣。
We will, I'm not real, I'm not sure yet what the next episode's topic will be about, but there will be one over the next week.
我们会在下一周发布一个新的话题，不过我还不太确定它会是关于什么的。我并不是很确定，但我们会有新内容。
So stick around, subscribe to the channel and Apple podcasts on YouTube or wherever you listen to your podcasts.
所以请继续关注我们的频道，并在您听播客的任何地方订阅苹果播客。
And let me know what else you want to hear.
请告诉我您还想听什么内容。
I'm open to it.
我很乐意接受。
You know, this is, again, I said, this is a very just adaptive, adaptive type of podcast and it's going to change consistently.
你知道的，我说过，这是一种非常适应性强的播客，它会不断变化。
It's going to evolve.
它将会进化。意思是指某种事物或情况将会发生变化或改变。
And if there's any specific topic that you think may, may interest the crowd and let me know and I'm happy to do a deep dive into it.
如果您认为有任何特定的主题可能会引起观众的兴趣，请告诉我，我很乐意深入研究它。
But with that said, I'm going to end it here.
但话虽如此，我要在这里结束了。
意思：此处的意思是结束某个话题或某段对话。
Thanks for joining me and I'll talk to you soon.
谢谢你参加我的活动，很快我会和你再次交流。
Bye.
再见。