Art of appraising cars, How much money auto wholesalers make, Cars to avoid | Chad Cunningham
发布时间 2023-06-02 09:29:13 来源
Even as like, we're the number one manhime seller. And everyone thinks like, we just don't get short. One second, what do you mean by that? What the number one manhime seller? You're the number one manhime seller in the world? Yeah, yeah, whole set up. Seeing a location, yeah. Wow. Well, anyone, it isn't mad. Yeah, nobody else is some 1,500 cars a week.
我们就像是最大的漫画卖家，每个人都认为我们不会短缺。等等，你是说什么？你是世界上最大的漫画卖家吗？是的，全球市场。我们有很多的销售点。哇，这真是太厉害了。嗯，没有人可以与我们竞争，我们每周能卖出1500本漫画。
What's up, everyone? This is Car dealership guy. You're listening to the Car dealership guy podcast, which is my effort to give you access to the most unbiased and transparent insights into the car market. Let's get into today's episode. Chad Cunningham is an automotive wholesaler at wholesalchat.com and a part of Give Me the Vin, the world's largest auto wholesaling business. This was a ridiculous conversation in the best way possible. We discuss how he decides how much of vehicle's worth, how many cars give me the Vin sells per week, what cars he avoids, the time he lost his pants on 98 Teslas, and accidentally building 140,000 person Facebook groups for car buyers and sellers. Pretty crazy list of topics, right? Well, before we get into the show, this episode is brought to you by Fullpath.
大家好，我是汽车经销商的人。欢迎收听我主持的汽车经销商播客，这是我为了让大家能够获得最公正和透明的有关汽车市场的见解而做的努力。接下来进入今天的节目。Chad Cunningham 是 Wholesalchat.com 的汽车批发商，同时也是全球最大的汽车批发公司 Give Me the Vin 的一员。这是一次非常有趣的对话。我们讨论了他如何确定一辆车的价值，Give Me the Vin 每周销售多少辆汽车，他避免的车型，他在 98 辆特斯拉车上失去裤子的经历，以及意外地为汽车买家和卖家建立了 14 万人的 Facebook 群等话题。听起来很疯狂的话题列表，对吧？在进入节目之前，这一集由 Fullpath 赞助。
Wasted data is a serious issue in automotive, but data is the key to driving revenues, which means some dealers out there are just ignoring a gold mine that is staring them in the face. Let's face it, most dealerships are completely overrun with data silos. None of the data sources are integrated with each other, leaving the data as a jumbled mess instead of a clean said that could be turning into cash. Fullpath solves this by gathering, cleaning, and sorting your data into one platform so you can use it to seek your customer's needs with killer AI-powered marketing campaigns. My friends over at Fullpath are breaking barriers and I'm really excited to have them as a partner on the podcast. I believe in their product and more importantly, in their mission to help deal or sprout. Fullpath can help you turn your data into dollars, find them at fullpath.com.
在汽车业中，浪费数据是一个严重的问题，但数据是推动收入增长的关键，这意味着有些经销商只是忽略了一个盯着他们的金矿。让我们面对现实，大多数经销商被数据孤岛淹没了。所有的数据源都没有互相集成，使数据成为一个混乱的杂乱无章，而不是可以变成现金的清洁数据。 Fullpath通过将您的数据收集、清洗和分类到一个平台中来解决这个问题，以便您可以使用它来寻求您的客户需求，进行具有杀伤力的AI营销活动。我的朋友们在Fullpath上打破了障碍，我很高兴将他们作为播客的合作伙伴。我相信他们的产品，更重要的是，我相信他们帮助经销商发芽的使命。Fullpath可以帮助您将数据变成现金，在fullpath.com找到它们。
All views of car dealership guy and guests on this podcast are solely their opinions. None of the views expressed should be treated as financial advice. This podcast is for informational purposes only.
这个播客中，汽车经销商和嘉宾的所有观点仅代表他们的个人意见。任何观点都不应被视为金融建议。此播客仅用于信息目的。
Chad Cunningham on the pod. Chad, welcome. I want to get started with, how did you get into wholesaling? What's your background? Lots of people are interested to know. You do this at a large scale nowadays. So tell us how you got started. I did grow up in the business a little bit. My dad had a used car a lot. He was like a buy here pay here. So we did a lot of cheap cars. And then it kind of turned into like a cheap cash lot. Like we'd keep five to $10,000 of course. He sold it when I went out to college. I always tell people basically so I wouldn't do it. I'm pretty sure. It was like, I'm going to remove this option. So there's no danger of him.
喂，Chad Cunningham在这里。Chad，欢迎。我想首先问一下，你是如何进入批发业的？你的背景是什么？很多人都很想知道。你现在在大规模地经营这项业务。所以告诉我们你是如何开始的。我在这个行业中有一点成长的经历。我父亲有一个二手车场，是一家“在这里买，这里付”的商店。我们主要经营便宜的小车。后来，这个车场变成了一个现金消费的场所。我们会留下价值5到10,000美元的汽车。当我上大学时，他把车场卖了。我一直告诉人们，他卖掉它主要是为了让我不跟他做同样的事情。我相信这是他的想法：“我要把这个选项移除，这样他就没有危险了。”
My parents didn't want me to get into car business. So why is that? Tell me more about that. You know what I mean? The car business is tough. Like it's a grind. I think in their mind it was kind of like, oh, you should go be an accountant or a, where that's going to be a pharmacist at one point, like something like that where it's like, you know, get out of this crazy car world. Like it's, you know, it's tough. It's hard. It's long hours. And but I love it. That's what I want to do. And that's what I was good at. So in the summers during college, I started working in a new car store and then I started full time afterwards and ended up. I was like a GM at a price or a GM God grant. I did it all to you know, I worked all the way through. I was like the ultimate like, hey, this job's open. Like I'll do that.
我父母不希望我从事汽车业。那是为什么呢？请告诉我更多。你知道我的意思吗？汽车行业很艰难，像是不停疲劳的工作。在他们的想法中，我应该成为会计师或在某个时候成为药剂师之类的职业，离开这个疯狂的汽车世界。因为那样的工作是很艰难，工作时间长。但我喜欢这个行业，它是我想做的，并且我做得很出色。大学期间的暑假，我开始在汽车店工作，之后全职工作并且一直升到了GM（总经理）的位置。我通过自己的努力走到了这一步，我什么工作都能做。
You know, it's like new car, use car manager, finance manager. I really did everything with service. I didn't like serve that. May I've worked a service line a couple days and I was like, this isn't for me. Like that's the one job I didn't do.
你知道的，就像新车，二手车经理，财务经理。我真的做了一切与服务有关的工作。我不喜欢服务这个行业。也许我在服务行业工作了几天，我就知道这不适合我。那是我从未做过的一份工作。
But GM overstore, I want to be GM over the biggest Toyota store in the area of B. And we're doing like 500 new Toyota's. And really it was when I started talking about having kids, you know, it was kind of like, okay, well, I was just going to work like I'm working six days a week and 12 hours a day. And I'm just going to auction randomly with my dad. Like he was still kind of working a little bit. And I ran into like the guy in town that ran the big wholesale company Steve Brewster. And he was asked what I was doing. And he's like, I just knew idea like you'd be perfect.
我想成为B地区最大的丰田店的总经理，他们销售大约500辆新车。当我开始谈论生孩子的时候，我意识到我只是每周工作六天，一天12小时，随着我父亲仍在工作，我只是会随意参加拍卖。有一天我碰到了当地大型批发公司Steve Brewster的老板，他问我在做什么，然后他认为我非常适合这份工作。
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Like if you want to do something else, if we should talk. So I ended up going in for an interview. I left my other job. I've never like interviewed for a job. I have a job. I ended up going back to the other guys. Like this is a working like, just not for me.
如果你想做别的事情，我们应该谈一谈。所以我最终去面试了。我离开了我的另一份工作。我从来没有像这样去面试应聘过工作。我已经有一份工作了，但最终我还是选择回到那个公司。这份工作对我来说不太适合。
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I left and I called Steve a self interview. And the funny story I talked about, I went in like a suit and they're all wearing like hoodies and t-shirts and like shorts. And it's like, I was like, what is it? It's like, you know, I'm sitting there. But like they were pretty big wholesale company even then. Like an R and it's like, you know, Steve and the CFO. And it's like they're all just like, I mean, they literally look like they could have been playing basketball or something. And like I'm in like a full suit. And that's how much I knew about how the whole so world operated I guess. But no suits in the car business. Yeah, yeah, well, there was for me then, I retail back then.
我离开后，我给史蒂夫打了个自我面试电话。我谈到了一个有趣的故事，我当时穿着西装，而他们都穿着连帽衫、T恤和短裤。我当时很惊讶，他们是个相当大的批发公司，就像R一样，你知道的，有史蒂夫和首席财务官。他们看起来就像在打篮球一样，而我穿着正式的西装坐在那里。我猜那时我对批发业的运作完全不了解。但汽车行业不需要穿西装。是的，在我当时的零售行业中需要。
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And it was like everybody was decked out. So, but right away, I just really liked it. You know, I was, I mean, fairly successful retail. Like I was running big stores. And it's like, you think you understand wholesale. And like within two weeks, it was like, whoa. Like this is like a whole world. Like I even know existed. And you know, one, I like really enjoyed just the way it worked and two, it's like, man, there is a way to like make a living in a car business that isn't retail. And I didn't really know that existed either. So I was kind of hooked immediately. And now I'm like a wholesale lifer, I guess.
当时，每个人都穿得很时髦。然而我马上就非常喜欢这种感觉。我以前在零售业也比较成功，管理着大型商店。我觉得我对批发业也有一定的了解。但是在接下来的两周里，我发现这是一个完全不同的世界，我之前完全不知道这个行业的存在。我喜欢它的运作方式，而且我意识到，在汽车行业中，不只有零售业可以谋生，还有其他的方式。我马上就着迷了，后来一直在批发业工作。
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It's a different world, but I love it. Like it's, I know you were talking to Jake about it kind of like the car business is like the stock market. Like wholesale trade is like the ultimate car stock market. Like that's how I feel like it is. Like it's always changing. Like it's always a move. So it works for my brain a little bit. Let's dig into that because I'm super curious myself. I've been in retail my whole life. I never made it to the dark side like you. But I think it's one of those things where the grass is always greener.
这是一个不同的世界，但是我喜欢它。就像你和杰克讨论汽车业就像股市一样。批发贸易就像最终的汽车股票市场。我感觉就是这样。它总是在变化。它总是有所变动。所以这适合我的大脑一点。我们来深入探讨一下，因为我也很好奇。我一直在做零售生意。我从来没像你一样加入了这个领域。但我认为这是一种草更绿，情况更好的心态。
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The wholesalers want the retail margins, but they don't want the retail headache. The retailers want the wholesale. I don't want to call it ease, but simplicity, you could say, at least it looks like it from the outside, but we don't want your margins. And so I think I want to understand, give us a detailed breakdown of just the wholesaling process. Like for people that are listening, what does that actually mean? And really from the moment you acquire a vehicle or even before that, give us like an overview of that process from pre-acquisition to sale of a vehicle.
批发商想要零售的利润，但却不想承担零售的麻烦。零售商想要批发。我不想称之为容易，但可以说是简单，至少从外观上看是如此，但我们不想要你们的利润。所以我想了解，给我们一个详细的批发过程分解。就像对于听众而言，这实际上意味着什么？从事前获取车辆甚至更早的时间点开始，给我们一个从获取前到销售车辆的概述过程。
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Sure. And like we're selling, so like the last two companies that I worked for, we're mainly selling at auction. So it's like that's how we're distributing them is like we're large auction sellers. So is there a reason for that? Like why auction? Afficiency, you know, it's like right now we're selling 1,500 to 1,500 dollars a week, which is really a day where selling them all on Wednesday. And like at an auction, we can do all that in four hours efficiently. You know, it's quick, it's efficient. Like if I was trying to hand sell 1,400 dollars to dealers, like it would be almost, I mean, I'm not saying it's impossible, but it's a totally different set up. The auction is just very efficient on the sell side.
当然。像我之前工作的两家公司一样，我们主要是通过拍卖来出售产品。这就是我们分配产品的方式，我们是大型拍卖销售商。那么为什么要选择拍卖呢？因为它效率高。现在我们每个星期卖出大约1,500至1,500美元的产品，这实际上就是我们每周三把产品都卖出去。在拍卖会上，我们可以在四个小时内高效地完成所有销售。这是快速和高效的。如果我试图向经销商手动销售1,400美元的产品，那将是非常难以完成的，尽管我不想说这是不可能的，但它是完全不同的设置。拍卖在销售方面非常高效。
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So to break down that process to us. So on the buy side, like you basically have like three tranches, like it's like you're buying from consumers, you're buying from dealers and you're buying at auctions. And then within the auctions, you've got all the different lanes and sellers and dealers and fleet and repos and everything else. So you're sourcing the cars on the front side and all three of those transactions are very different and like what time it takes and everything else. So you got to buy the car and then you got to pay for the car, you got to transport the car.
让我们来简单解释一下这个过程。在购买方面，你可以分为三个部分，分别是从消费者购买、从经销商购买以及在拍卖会上购买。在拍卖会上，你还需要考虑不同的车道、卖家、经销商、库存和再融资等因素。因此你需要在前面的环节中寻找汽车，这三个环节有着很大的区别，涉及到购车的时间以及其他方面的因素。因此，你需要购车，支付车款并将车辆运输到目的地。
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So it's like you're going to buy it, you're going to do the paperwork, whatever's involved, you're going to pay for it. You either going to get a title then or they don't have a title. So you're waiting for the title or if you're making a pay off, you're paying off a lean order and following up on the title. So it's like on the front side, you got to pay for it, make sure you have a title coming and you got to transport it to the auction. Get the car checked and get it inspected. Get it marked for recon.
这就像你要购买一辆车，需完成各种文件手续，支付购车款项。你或者可以得到车辆的所有权证明，或者没有所有权证明。如果你等待所有权证明，或者正在清偿债务并跟进所有权证明，这就需要支付车款。因此，在前期，你必须支付车辆款项，确保有相关所有权证明，并将车辆运送到拍卖行。进行车辆检查和评估，代价重新评估。
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Do whatever recon needs. Make sure it has pictures. Make sure it has good pictures. Check this in condition reports because it's like you have all these guys right in these different condition reports and like some of them go both ways. Like some moments like why they missed this tailgate torn off the truck. And sometimes it's like, why don't I have a 23 Ferrari with 100 miles? They marked as a full repaint. Like it can be anything on both sides. So make sure they're inspected. Make sure all that's good. Make sure your picture is good.
做你需要的任何侦察工作。确保有图片。确保图片质量好。检查这一点需要用到状态报告，因为它就像你在这些不同的状态报告中有很多人，有些人同时两方面。有时为什么他们错过了卡车的尾门被撕掉的这个时刻。有时就像，为什么我没有一辆里程为100英里的23法拉利？标记为全新漆。在两边都可能是任何东西。所以确保他们受到检查。确保一切都好。确保你的图片好。
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Then you gotta like prep for the sale. Get the run list together and mark what you have titles for. Don't have titles for all that good stuff. Then you gotta sell them. And then all that gets sold on one day of week on a Wednesday, 1500 cars. Correct. Yeah, about four hours. So basically like we log in at 9.30 and it's gonna run to about 1.30, six lanes, four hours. And they pretty much all get sold. We sell 98% year round. So if we run 1,400, 1,500, we're gonna sell 1,450. We're gonna sell about all of them.
然后你需要为销售做准备。组织出售列表，并标记你拥有标题的物品。并非所有物品都拥有标题。然后你需要售出这些物品。在每周的星期三，1500辆车会在一天内被出售。没错，大约需要四个小时。基本上，我们会在早上9点半登录系统，然后销售会持续到下午1点半，共有六个车道，持续四个小时。几乎所有车辆都会被售出，我们全年售出率达到了98%。因此，如果我们运行1400-1500辆车，我们将卖掉大约1450辆。我们会售出所有车辆。
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How many cars do you expect to profit on? Lose like what's the ratios here? So at Varys, we tracked it harder at wholesale ink and we didn't sell as high a percentage. So as wholesale ink being the previous company you worked at, right? Previous company. We actually tracked that hard. Like that was like a metric we really watched. And we ran probably a higher percentage there of wins because our sales percentage was lower. It was a little different model. But like we would try to win 80% of the time. Sometimes a year we could win 85, 90, some buyers, 90 all the time, some buyers won 70 all the time. Like there's different buying philosophies among the buyers. But if we ran 80-ish, 75 to 80 was like a good number. We don't track it as giving the bin because we sell them differently. Like it's kind of our model is like selling them. So it's almost like we don't wanna see anything that like slows them down from selling them. But I would say the numbers are same. Like I ran mine. It's maybe a little lower 75%, you know, see the winning 75, 25. And what's considered winning, like making a dollar profit? Anything, yeah, a green number, like a hundred bucks. Like that's, I mean, just as far as like a profit, like a green number versus a red number. I mean, I don't really consider a hundred dollars winning. Like it was saying like that, but that's like a profit versus a not a- But that's a green number. Yes.
你预计会从多少辆汽车中获利？失败率是怎样的比例？所以在Varys，我们在批发墨水方面跟踪得更严格，销售比例不高。那么批发墨水是你之前工作的公司，对吗？是之前的公司。我们实际上跟踪了这个指标。像那是我们非常关注的一个度量标准。而且我们在那里运行的获胜率可能更高，因为我们的销售比例较低。这是一个有点不同的模式。但我们会尝试80％的赢率。有时我们可以取得85％到90％不同的买家赢了70％到90％的情况。不同的买家有不同的购买哲学。但是如果我们运行在80左右，75％到80％就是一个不错的数字。我们不会追踪它们给的编号，因为我们以不同的方式销售它们，我们的模型就像销售它们。所以，我们几乎不想看到任何减慢销售的事情。但我想说的是数字是一样的。比如我的胜率可能略低一些，大约在75％-25％，而什么样才算是胜利，就是赚取了利润，比如100美元这样的绿字数字。这是盈利而不是亏损。
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What's the biggest win you've ever had at auction? Like profit wise. I mean, we've done a hundred a few times. I mean, that's rare. But like on some of the expensive cars, I mean, we've made a hundred 105 110. Just to be clear for anything, a hundred thousand dollars on one. A hundred thousand 105 110. What type of car would that have been? Like we had a Ford GT do really well last year, two years ago, Ferrari, a long wheelbase span on one time. Like we just really ran off from what we thought. Normally like exotic stuff. Where does your source those cars? They were pretty much all consumer vibes, I'd say. Like, as far as like biggest winners, I mean, there's good and bad with consumer cars. But most of the time like for a car to really run off that far, it's going to have to be like a totally unmarketed car previously. So it's normally like a one to two owner consumer car. Like nobody's ever seen before. So the first time we bring it to market. Yeah, that's wild.
你曾在拍卖中获得的最大赢利是多少？我指的是利润方面的。我是说，我们有几次赚了一百万美元。这很少见。但就一些昂贵的汽车而言，我们曾经赚到过一百万、一百零五万、一百零八万美元。就是要明确，这是一辆汽车赚了一百万、一百零五万和一百零八万美元。这种汽车会是什么类型的？比如说我们去年有一辆福特GT车表现很好，两年前有辆法拉利，一次有较长的轴距之类。我们真的跑题了。通常像这样的奇特车辆是从哪里得到的？我要说，它们几乎都是来自使用者自己的车，至于最大的赢家和输家，我要说，使用者车辆有好有坏。但大多数情况下，为了让一辆车赚那么多，它必须是之前完全没有市场的一辆车。所以通常会是一个或两个车主的使用者车辆。之前没有人看到过，这是我们第一次将其推向市场。是的，真是太神奇了。
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Now let's flip the table. I mean, what are some of the biggest losses you've taken? Oh, I've had some, I mean the same. I mean, well, I don't know if I ever lost a hundred on one bar, but I've lost 50 a couple times. Oh, man. Like I remember the one that like really sticks out is when the 18 GT2 RSS came out, the Porsche's, we were selling those and we were making like 30, 40, 50 a pop pretty frequently. Like we were really doing well. We were selling 250, 300 over. And then we kept two for retail when I was, we did some retail also going to. And like for my part, I was like, I don't know, let's not do this. Like this is risky. Like these cars could fall off. Like sure enough, like the market turned on quickly. And I think we lost 60 K on one, 75 K on one. And like, I mean, this was like a week. It wasn't like we had them like that long.
现在让我们反转局面。我的意思是，你曾经经历过最大的亏损是什么？噢，我也有过，和你们差不多。我是说，我不知道我是否曾经在一处酒吧里亏了一百美元，但是我曾经有过几次亏损五十美元的经历。噢，天哪。我还记得有一个很深刻的记忆，就是当18 GT2 RSS的保时捷推出时，我们在销售中赚了很多钱，每个销售可以赚30,40,50美元。我们还以250, 300美元的溢价出售。然后我们留了两辆车自己卖，但我认为这太冒险了。这些车可能会贬值。果然，市场很快反转了。我们亏损了六万美元，七万五千美元。这只持续了一周，我们没有持有这些车太久。
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So that happens, like especially the high line bars, like the swings even, like I tell people, one of the most interesting things if somehow you could show people is like, when we sell exotic something Wednesday, it's like a cardiac arrest on the profit line. It's just like, you know, I mean, they'll be like up by a downturn, up 15, down for like, when you sell them like that, like they just fly all over. And even like week to week month to month, they can be that way. Like they can really move when you're selling them that aggressively the way we are. Like the profits and go both ways really fast.
有时候会发生这种情况，尤其是在高线酒吧，甚至是秋千上。我告诉人们，最有趣的事情之一是，在我们每个星期三卖出异国情调的东西时，它就像是营收线上的心脏骤停一样。它就像是，你知道的，它们会像下降一样上涨15%，然后再下跌。像这样卖出时，它们就像乱飞一样。即使是从一周到另一周、从一个月到另一个月，它们也会是这样。当我们这样积极地销售它们时，利润可以迅速双向波动。
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How do you make money in this business consistently? Or like, how do you have any predictability? And especially, you know, we've had such a dynamic market to say the least, right? Yeah. 2021, we were rising. And I'm sure you made a boatload of money then because everything you held, along with your held it, the more money you made in theory. And then 22, we had more so declining market or more than usual. But the other way, yeah. Yeah, great.
第一段：
你如何在这个业务中稳定地赚钱呢？或者说，你有任何可预测性吗？尤其是，你知道我们经历了一个如此动态的市场，是吧？2021年，我们一路上升。我相信你当时赚了一大笔钱，因为你所持有的每一个东西，在你持有它的同时，就会在理论上赚更多的钱。而22年，我们面临了一个比平常更加下滑的市场。但也有其他的方法，对吗？好的。
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And so, and so given what you just said, like how do you manage through that on a consistent basis? That's what I want to know. Yeah, I mean, like the wholesale business is hard, like you talked about on the front. So I think a lot of people from the outside to look at wholesale are like, oh, you're the guys at the auction in the shorts and T shirts. Like, yeah, that looks easy. I want to do that.
所以，鉴于你刚才说过的，你如何在一贯的基础上进行管理？这就是我想知道的。是的，我的意思是，像你刚刚提到的，批发业是很困难的。因此，我认为很多外部的人看待批发业时会认为：“哦，你们是穿着短裤和T恤在拍卖会上的那些人。看起来很容易。我也想这么做。”
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It is complicated, but it is also like a, it's like the sun, like for me on a sale day, like I look at it as a day, as a week, as a month, as a quarter, as a year, I'm very rarely in down to like car to car because there's always variance in the car to car.
这很复杂，但它也像太阳一样，对我而言就像打折日一样，我把它看作是一天、一周、一个月、一个季度、一年，我很少会陷入到车辆差异中。因为车辆之间总会有差异。
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Like I don't really worry about like if I sell, you know, my team sells a couple hundred cars just Wednesday. If the profit number is really good, I'm not just drilling the crap out of a couple single cars. Because sometimes you can like figure out why something happened, but sometimes just like, oh, it wasn't the right day. Or, you know, the car, before it ran off. And so we, yeah, that second car kind of dipped, but it was like part of it might have been because of the car before it was just like, took off to the moon and sometimes it like takes everybody and minutes to like collect themselves.
我不太担心，如果我的团队在周三销售了几百辆汽车，如果利润数字很好，我不会把几辆单独的车强行销售。因为有时候你可以找出问题出在哪里，但有时候只是因为当天不太适合，或者之前的一辆车顺风顺水，这辆车可能会受到影响，有时候大家需要一些时间来调整。
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So it's hard to do it that way, even like month of month, like you know some of the stuff's gonna happen to car business, like you know some of the season out, you know what's supposed to happen, but also cars kind of like stock market. Like it doesn't always happen the way we think it's gonna happen. So it's like, you're just kind of riding it out.
因此，即使是按月份计划，例如您知道汽车行业会发生一些事情，例如某些季节性因素，您知道应该会发生什么，但汽车也有点像股票市场，它并不总是按照我们预期的方式发生。所以，您只能将其乘风破浪。
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Like sometimes, like my philosophy I was always taught, like you buy all the time, if you buy all the time, you're fine. Like when you catch the market on the upside, like great you have cars, if you kind of always average in yourself and that's the way I look at it. It's like there's gonna be some wins and losses, but like if we do our job and like me and my team like do a good job buying, like the wins are gonna beat the losses because typically, the market does move up more than down.
有时候，就像我一直被教导的哲学，如果你一直买进，那么你就没问题了。当你抓住市场上涨的时机，拥有汽车真的很棒，如果你一直保持平稳，这就是我的看法。就像会有一些赢和输，但是如果我们做好自己的工作，我和我的团队做好买进，那么赢的次数就会超过输的次数，因为市场通常更倾向于上涨。
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Like you've seen the man high and little chart, like it looks like this, not this. So like if you just kind of stay in it and know what you're doing, like it typically does move up. Like there is sometimes like 2022, like it's rare for the market to move straight down for a year, and yeah, like it wasn't as good as 2021, but like it was still good year. Yeah. I think there's still ways to make money when the market's technically coming down. So it's just gonna stay in it all the time. In that way, it's not different from retail either. It's like you really gotta be in business all the time.
就像你看到的股市图表一样，它看起来是这样的，而不是那样的。如果你能够保持冷静并知道自己在做什么，股市通常会上涨。有时可能会像2022年那样，市场很少会连续一年下跌。虽然它不像2021年那么好，但它仍然是不错的一年。我认为即使市场技术性下跌，仍然有赚钱的方法。因此，你需要一直保持在里面，并且这与零售业并没有区别。就像你必须时刻处于业务状态一样。
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Like you're always buying and selling. Yeah, you gotta play the long game. Like one thing like we did good this year is, you know, coming into the end of the year, like the market had fallen the whole year, but coming into the end of 2022. And I feel like it was like a pretty negative vibe overall. And there was a lot of people that were like, oh, it's just gonna keep falling through the floor. Like we were kind of the opposite. It's like, okay, what's falling from a same sort of way up here? Like this has never happened in Manhattan, reported history.
就像你总是在买卖一样。是的，你得玩长远的游戏。就像我们今年做得好的一件事情是，在年底前，整个市场一直在下跌，但快到2022年年底时，我感觉整体氛围还是比较消极的。有很多人觉得它会一直跌到谷底。而我们则恰恰相反。我们想，什么从这个高度掉下来是正常的呢？在曼哈顿的历史上，从未有过这样的事情。
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I think we need to put an emphasis here on something though. I don't think people realize how, I can't believe I'm about to say this, but I don't think people realize just how much vibes impact sales at vehicle auctions. Do you agree with that? Yeah. It's huge. Yeah. The auctions are so momentum based. Like it's wild. Like, oh my goodness.
我觉得我们需要强调一件事情，那就是人们没有意识到氛围对汽车拍卖的销售有多大的影响力，我简直不敢相信我要说这个话了。你同意这一点吗？是的，影响非常大。拍卖完全是一个势能导向的过程。就像是狂野的。天啊。
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It's just like people, it's a market where people watch other people. It's very emotional. So it's so much driven based on, well, it's the big players too. It's like car max. Like when people start seeing car max banging away, it's like automatically some of the other big guys are like, hey, a car max is buying, like it's time to buy. And then all the nations buying. And then the son of guys are like, seeing these alternations, you know, and then the guy down the street's buying. Like it is a fall to leader mentality.
这就像人们，这是一个人们观察其他人的市场。它非常情感化。所以它看起来很大程度上取决于大的玩家。就像卡玛克斯一样。当人们开始看到卡玛克斯交易繁忙时，一些其他的大公司就会自动想：“嘿，卡玛克斯在买，是时候买进了。”然后所有的国家都开始买进。而那些小城区的买家也会跟着看这些势头，最终也加入进来。这是一种顺从领袖的心态。
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And like that's what happened. It's like the car, one of the inventory was shorter than people expected. Like I don't think people just thought about that use car shortage enough. But it's like all of a sudden there's no cars. And all of a sudden people are buying. And I think it's coming into spring and the dealers were like, oh crap. Like we gotta get in on it. And it was like wildfire. It was like boom. like biggest man high increased month out of nowhere. Like it was literally out of nowhere as far as a lot of people were concerned. But we were like a little early. Like we felt it. Like it felt like it was coming. So we were really aggressive. It had a great start of the year. So that worked out good.
就像事情就是这样发生的。就像汽车库存中的一辆车比人们预期的要少。我觉得人们没有足够地考虑到二手车短缺问题。但突然之间就没有车了。突然之间人们开始购买。我认为这是进入春季，经销商们都感到慌了。他们开始加入这个行列。就像野火一样，突然之间，这个月的销售额增长得最高。对于很多人来说，这似乎是突如其来的变化。但我们看到了一点端倪。我们感到了这股力量的涌现，所以我们非常积极采取行动。这一年开始得很不错，这很顺利。
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Yeah, look, I think that it's just understated how much emotions do impact pricing in the car business. And to your point, why we think that, you know, everything's become algorithmic and Carvana has their computers buying cars and what not the reality is that there are still humans controlling much of this behind the scenes. In many cases, they're on the front lines and you're right that it does really impact buying decisions. And I think a good buyer is a disciplined buyer, at least from my experience of retail, having bought lots of cars in the past. It was always about being disciplined, knowing when to stop and not to chase that bid to the point where you're making a mistake.
是的，我认为人们低估了情绪对汽车业定价的影响。虽然现在很多东西都被算法化了，比如Carvana有他们的计算机来购买汽车，但实际上仍有不少人在幕后控制着这些事情。在很多情况下，他们是在第一线，并且您是对的，情绪确实会影响购买决策。我认为一个好的买家是一个有纪律的买家，至少从我的零售经验来看，在过去买了很多车之后，关键是要有纪律，知道什么时候停止，而不是追逐报价，让自己犯错。
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I do want to go back to one question specifically. Go back to the economics of the wholesale. So how much profit are you expecting to make on average on a car today when you wholesale a car? So like normal cars, and I say like normal cars to me is like anything under 80 grand. You know, like it can be a $20,000 to coma, $2,000 to an $80,000 or a tile. And those still vary a little bit because it is kind of, you expect to make a little more margin on the more expensive cars, but also not always. Like we will buy an $80,000 to ho to make 500, just like we will have $8,000 to coma. But that's, I mean, you want to make, I mean, a thousand number, a thousand is a great number. You know, like it can be a little better than that. Sometimes I think it is, in a way, like wholesale margins are both more and less than people think.
我想回到一个具体的问题。让我们回到批发的经济学。当你批发汽车时，你期望在一个普通的汽车上平均赚多少利润？就像普通汽车一样，我认为普通汽车的价值在80,000美元以下。它可以是20,000美元的康马车，也可以是2,000美元的车或80,000美元的跑车。这些仍然各不相同，因为你期望在更昂贵的车上获得更多的利润，但并不总是这样。就像我们会花8,000美元买康马车，也会花80,000美元买豪车赚500美元。不过，如果能赚1,000美元，那就太好了。有时候，批发利润率比人们想象的要多或少。
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I mean, that was like straight up, like one of the main reasons, like the thing that like drew people into like when we sold wholesale ink, but I could still remember sitting in the meeting is like, they can see our numbers, but they also had the man-hine arbitrage numbers that like we didn't really have any part of. And they're like, wait, you're advancing these cars $2,000? Like just auction to auction. Like with, you know, with like, what does that mean? Most people don't think that's possible. Like if we were paying an average of $22,000 for a part, one man-hine auction, we were selling it the other auction for 24,000. How? Just being, you know, knowing the arbitrage, knowing what we could buy and sell. Like some of it's regionally, some of it's just seller, some of it, it's like it's just knowing that market, like it's knowing what you can buy here and then move it to here and sell it.
我是说，那是其中一个主要原因之一，吸引人们购买我们的批发墨水的因素之一。但我依然记得当时的会议上，他们能看到我们的数据，但他们也有自己的人机套利数据，这些数据我们并没有参与。他们问道，“等等，你们花2000美元预付这些汽车吗？就是拍卖到拍卖。”这意味着什么？大多数人都认为这不可能。如果我们平均花费2.2万美元购买零部件，并在另一场拍卖中以2.4万美元出售，这是如何做到的？这只是因为我们知道套利，知道我们可以买什么然后卖什么。有些是区域性的，有些则是卖方的因素，还有一些是通过了解市场情况而知道哪些货物在此地购买的便宜并可以转移到那里出售。
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So a function, would you say it's like a function of just regional arbitrage and then your brand being a consistent, you know, loyal seller on a week basis? It's a little bit of both. Like it's like you're, you're knowing what to buy. So it's like in my mind, it's always like, we're trying to get them cheap. Yeah. Cheaper's not even really the right word. It's just knowing the right stuff to buy in certain markets and from certain sellers. And then it's basically bringing them and selling them. Like, and we're getting like a little premium. But it's really not the sales side. Like to me, it's like GMTV doesn't make money now because we sell them more than anybody else. Now a lot of people tell you we sell them cheaper than anybody else because we sell them so aggressively. It's just doing a good job on the sourcing buy side. That to me is like the trick in the wholesale. It's like you've got to be a really good buyer, source or at bars.
这个函数，你会说它就是区域套利和品牌忠诚度销售的结合吗？它既有一点区域套利的意味，同时也有你的品牌作为一个稳定、忠实卖家的作用。它是既要了解买什么，又要清楚什么市场和卖家可以获取更优质的商品。然后就是把它们带来并销售它们。我们在这个过程中还能获得一些溢价。但它并不是从销售中获得利润。对我来说，GMTV现在之所以能够赚钱，是因为我们卖得比其他人便宜。很多人会告诉你，我们之所以能够以如此便宜的价格出售，是因为我们努力地买进。在批发业中，这就是诀窍：你必须成为一位非常出色的买家，并在酒吧里寻找最优质的商品。
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And it's in retail, it is like that. Like it's the profits made on the bottom. Like if you buy the car right, your job's essentially done. And if you buy it wrong, you're also kind of essentially straight right away. It's like you know right away.
在零售业，就是这样。就像在底部赚取利润。如果你购买了合适的汽车，你的工作基本上就完成了。但是如果你购买不当，你也会立即变得有些被动。就像你会马上知道。
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And how many days do you keep a car in hand? Give me the van. It's not long 10, 14, probably the average. We're selling most of them within like 10 days. We're moving them very quickly. 10 to 14 days.
你们一般持有汽车多少天？给我那辆货车。通常不会太长，大概十天到十四天左右的平均值。我们大部分车辆都在十天内售出。我们卖车速度很快，大约在十到十四天之间。
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Holes to a week, we kept them a little longer, but still not that long. Like our average day would be like 20-ish, just because we'd have a retail component. So like our retail was mixed in there. It was a smaller component. And we did not sell as high as a percentage. So it's like more of those cars we're getting carried to like as a no sell. But like right now it's 10 to 14 days. I mean there's some old ones in there. There's ours and recon. cars.
我们保留了汽车达到一个星期，但并不长。我们的平均时间是20天左右，因为我们有零售业务。我们的零售业务规模较小，销售占比不高，所以更多的汽车被当成了滞销车辆。现在的保留期为10到14天，其中有旧车、我们自己和修复过的车辆。
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And these like the bottom line is your average margin on the car is like 1%. Yeah, the percentage, it's not great. Like that was always kind of same thing. Like one of the things like when Rumble on Baldness, like it was like they were so big on like the margin number. It's like they're wanting to run these like, 8 to 10% margins on wholesale. And it's like, I mean we can't do that. Like I can't make $3,000 every time on a $30,000 car. Like it's just not always going to be that way.
这些车辆的底线是你在车上的平均利润大约是1％。是的，这个百分比并不高。这一直是一个问题。就像秃头的轰鸣一样，他们非常注重利润率。他们希望批发的利润率在8％至10％之间。但我们做不到，我不能在每一辆价值3万美元的车上赚取3000美元的利润。事情并不总是这么简单。
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So I think the magic question is how do you negotiate those manheim fees, those auction fees? You don't have to answer that one if you don't want to. I mean the thing with manheim and auction, it's like I tell people it's like, I don't think it's that hard to figure out. It's like you just do a lot of business. And then like it's like anything else. Like whoever, like to me, it's like you think of manheim like a vendor. Like any vendor you have, like marketer or whatever, like you're basically trying to, you know, do more business with them and like negotiate whatever deal you can. Manheim's the same way.
因此，我认为关键问题是如何谈判那些曼海姆费用，那些拍卖费用？如果您不想回答这个问题，那就算了。我的意思是，关于曼海姆和拍卖的事情，我告诉人们，我认为它并不难想明白。就像你只需做更多的生意一样，它就像其他任何事情一样。对我来说，像曼海姆这样的供应商应该也是如此。就像任何其他供应商一样，营销人员或其他人一样，您基本上都在尝试与他们做更多的生意，并谈判任何可行的交易。曼海姆也是如此。
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Like the more business you do, the more you might be able to negotiate a little bit. I will say, I don't think things are ever the way they think people that like manheim is still pretty similar. Like even as like, like we're the number one manheim seller. And everyone thinks like, we just don't get short. One second, what do you mean by that? What the number one manheim seller? You're the number one manheim seller in the world. Yeah, yeah whole set up single location. Yeah. Wow. It can be like nationwide. Yeah, nobody else is some 1500 cars a week. Like that's what's Hollins head selling? He sells like four or five hundred a week. Wow. That's impressive. I know your number one. Yeah, we moved up there. I guess three, three years ago, two, three years ago. Wow. So, I mean Hollins head was forever.
就像做的生意越多，你可能就可以更好地谈判一点。我要说，我认为情况从来没有像人们认为的那样，人们认为曼海姆还是十分相似的。就连像我们这样的曼海姆头号卖家，每个人都认为我们只是不会赔本。等一下，你说什么？ "曼海姆头号卖家" 是什么意思？你是世界上最大的曼海姆销售商。是的，一个地方就搞定了。哇，这可以在全国范围内实现。是的，没有其他人会卖一周1500辆车。这就是 Hollins head 卖的东西吗？他每周只卖四五百辆。哇，那真让人印象深刻。我知道你是头号。是的，我们在三年前或两年前升上去的。哇，那么 Hollins head 就永远是第二了。
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Like that's who I grew up watching. Like that was, like I was hooked on wholesale. But I will say like that was like a huge hook. And like Bosnian super helpful for me. Like why do you spend so much time answering my questions on the phone? I don't know. We got a blessing like he was super helpful. But like going up there when they were running like six, seven, eight hundred cars and like watching them hammer every car and sell those high dollar cars. Like that was like a huge motivation for me. Like that was my big like my whole platform. And also ain't was like let's be Hollins head. Like that was like the one goal. Is that I want to be Hollins head? They've been number one for 20 years.
就像我成长的时候看的那个一样，就像我被整个钩住了一样。但我会说那是一个巨大的诱惑。波斯尼亚对我非常有帮助，为什么你花那么多时间在电话里回答我的问题呢？我不知道。我们很幸运，他非常有帮助。但是当他们运行六七八百辆汽车时，去那里观看他们敲打每辆汽车并售卖那些价值高的车，对我来说是巨大的动力。那是我的整个平台，而且也是让我成为霍林斯头号的目标。他们已经连续20年排名第一。
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Like somebody's got to beat them. Like we can do it. Yeah. And for the audience listening, right? Like Hollins head is a guy named Bobby Hollins head. One of the largest auto wholesalers in the world used to be the largest based on what you just said. So that's a super impressive and congrats on that. I want to talk more about when you spoke about specific cars in this business. I'm super interested.
就像有人必须打败他们一样，我们可以做到。是的，还有听众们，对吧？霍林斯·海德是一个名叫鲍比·霍林斯·海德的人。他曾是世界上最大的汽车批发商之一，根据你刚才说的。这真是太令人印象深刻了，祝贺你。我想更多地谈谈你在这个行业中谈到具体汽车的事情，我非常感兴趣。
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So are there any specific cars you focus on? Are any specific types of acquisition channels? For example, do you like to chase sourcing from consumers more than, you know, other places? Because it's more profitable. Are there specific segments of cars that are typically you can make more money on them? How do you think through that? Or do you just acquire anything that comes to you? You put a number on it no matter what car it is.
那么您是否会专注于某些特定的汽车？是否有特定类型的收购渠道？例如，您是否更喜欢以从消费者处获得的渠道来获取资源，因为这更为有利可图？通常有哪些汽车类型的特定细分市场可以获得更多利润？您如何考虑这些问题？或者您是否只是收购任何发送给您的车辆？不管是什么车，您都会给出一个价格。
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Yeah, I mean we will number anything. So it's like same thing. Like we'll take any car. I mean there's definitely an R-Mine like better or worse cars to buy. But we'll still number them all. Like it's just what you're going to be more aggressive on.
我是说我们会给任何东西编上号。所以这就像是同样的事情。就算有更好或更差的车要买，我们仍然会给它们编上号。这只是要看你想更加积极地处理哪个问题。
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As far as sourcing the cars, there's good and bad every situation. Like consumer cars are great in a way. But they also are the most time, you know, they take more time. They take more effort. Just dealing with direct consumers can be a pair. Just like, it's like reverse retail.
关于汽车采购，每种情况都有好的和坏的方面。例如，消费者汽车在某种程度上很好。但是它们需要更多时间和努力。与直接的消费者打交道可能也会成为一种负担，就像反向的零售一样。
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I mean that's one thing. Like I'm sure like a lot of retailers would be like, hey, some customers are great. Some of them like make us want to jump off the building. And when you're buying cars from consumers, it's the same thing. Like a bunch of them are awesome. And some of them it's like, oh my gosh, like we did everything we were supposed to do.
“我的意思是这样的。我敢肯定，很多零售商都会有这样的感受，即有些顾客真的很好相处，有些则让我们恨不能跳下楼去。购买二手车的时候，情况也是一样的。有很多车主非常赞，有些则让我们觉得很无语，好像我们已经尽了最大的努力。”
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Like we got everything set up. And now like we're trying to get this car picked up. And like the guy's just being terrible to the transport or whatever the car somewhere. Like there's always problems. And of course you got a ton of capital because you got to make all the payoffs and everything.
就像我们已经把一切都准备好了。现在我们试图去接这辆车，但是那个人对于运输或者把车运到某个地方，态度很恶劣。总是出现问题。当然，你需要大量资本来支付所有费用。
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I mean consumer buying is like insanely capital intensive because of the payoffs. Unless you're just like not going to do payoffs. That's one thing like in the dealership world, like a lot of people are like, we should just buy more consumer cars. It's like, yeah, have fun with that. Like it's pretty tough. Like it can be easy with like your local customers, but like getting past that. It can be pretty complicated.
我是说消费者购买是非常资本密集型的，因为涉及到回报。除非你不需要回报。比如在经销商领域，很多人说我们应该多买一些消费者汽车，但其实这非常困难。在本地客户方面还比较容易，但要超越这个层面就相当复杂了。
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I love dealer cars. To me, like buying dealer cars is like my retail fix. It's like I get to talk to all the retail stores. I'm involved in deals. Like it's like it's kind of like getting to go sit in the tower for a day and like get my fix of like retail life. A lot of stores sell us cars buy from us on Wednesday. So it's like this constant kind of cycle. So I mean dealer cars are great too.
我喜欢经销商的车。对我来说，购买经销商的车就像满足我零售心理的需求一样。就好像我可以和所有的零售店交谈，参与交易。就像可以在塔楼里待上一整天，获得零售生活的享受一样。很多商店会在星期三从我们这里买车。所以这是一个不断循环的过程。所以说，经销商的车也很棒。
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The auction cars I haven't done in a while. We do have guys that buy from auction. Like I just haven't done it in a while. The auction thing is just like a rare grind of like, you know, I'm going to show up at Man IPA today. They're going to have 10,000 cars. I'm going to bid on 400 of them and hope I get 15 or 20 or whatever the number is.
我已经有一段时间没有参加拍卖会了。我们有人在从拍卖会上买车。只是我很久没有去了。拍卖会就像一项罕见的挑战，你要去面对今天可能有上万辆车，你要竞标400辆车，然后希望能获得15到20辆的机会。
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Like it's it's a huge to me. It was always just like a volume game of like, I'm going to bid on as many cars as possible. And I'm just trying to catch the ones that like fall through the final. How do you praise cars that you buy?
这对我来说很重要。我一直像一场数量游戏一样竞标尽可能多的汽车，只是试图抓住最终掉落的那些。你如何称赞你购买的汽车？
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How do you do that? So we use AccuTradE like it's just like a tool like be all or whatever. So it's like we're looking at AccuTradE like, you know, look at CarFacts all check. I look at Man IPA. I look at used to be an ADA. Now it's shady power. I check retail costs a lot more than I used to. It used to be like I grew up. It was just booked by I was taught by by the buck. Like we use black book. Look at black book. MMR doesn't matter. Retail doesn't matter. Whatever like just look at black book. That's it.
我们如何做到这一点呢？我们使用AccuTradE就像使用任何工具一样。就像我们查看CarFacts、Man IPA、曾经的ADA（美国汽车经销商协会），现在是Shady Power，我比以前更常检查零售价格了。以前我成长过程中只会用一本书，我们只会按价值来教授，就像我们使用黑书。只需查看黑书就好了，MMR或零售价都不重要。
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But I do think it's got harder like over time. Like try to look at everything like it's like pin on the car to an ADA or to MMR. It's going to check retail listings. I do a bunch of classic stuff too. So then it's like you got to check BAT or like, you know, the bring a trailer. Yeah. Yeah. I've got like a little auction. What is it called a camera price where it's like you can look through like all the like like other like other bees and like bear jacks or whatever. So there's a lot more look at it. You got to look at a lot of stuff.
我认为随着时间的推移，这项工作变得更加困难了。要查看像ADA或MMR这样的汽车销售清单时，需要查看所有的信息。我还做了很多经典车的工作，所以还需要检查BAT或如bring a trailer这样的网站。我还使用一个叫做camera price的拍卖网站，可以查看其他的拍卖项目。所以需要查看很多东西。
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Would you say this business is or at least evaluation that praisle part is not extremely process driven. And you know, experience does really matter. Or would you say that's not really true. It is process driven experience adds a touch.
你认为这个业务是或者至少评估华赞部分并不是极度受流程驱动的吗？经验确实很重要。或者你认为这并不完全正确，它是受流程驱动的，经验只是为其增添了一点色彩。
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Like how do you think through that because you're one of one in a sense. You're the largest wholesale or in the world. But scaling this thing and thinking about how to you know systematize it. That's what the brain always thinks about these things. It just seems like a very tough task given the fact that someone is spending big dollars on every single I purchase acquisition.
您是独一无二的人物，您是世界上最大规模的批发商。您如何思考并系统化规模化生意是一件非常困难的任务。您的大脑会一直思考这些事情。考虑到每个客户的购买都需要投入大量的资金，这似乎是一个非常棘手的任务。
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And it just doesn't seem like there is you know, there's one kind of one stop method to for valuing car from a wholesale perspective. It's both it is hard. I think that's one thing. at least like everybody's kind of learned that like it just hasn't worked out yet. It's just you can't you can't buy cars from a machine only. Everybody's tried it. It just doesn't work like it's just too much nuance in a car.
这似乎并没有一种一站式的方法来从批发角度评估汽车，这是非常困难的。我认为这是一个问题。至少大家都知道这个方法还没有成功。你不能仅仅从机器上购买汽车。每个人都试过了，但这并没有奏效，因为汽车上有太多细微的差别。
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Like trying to teach a machine the difference in cars is just really hard. But you do need the machines to do volume. So it's like the combination of the tech and the pricing tools and everything else. But you need to follow it up with humans.
第一段：
在教导机器区分汽车的情况下，这实际上非常困难。但是你确实需要用机器来完成量产。因此，你需要将科技和定价工具等各种元素组合在一起。但是你还需要人类的跟进。
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Like carmax is a great example of this. Like to me like carmax is like the ultimate car buyers. They're big retail buyers. They're big wholesale buyers. But it's still based on humans. Like it's they're taking a bunch of technology and they're basically putting a human behind it. And to me that's kind of how it works. And like that's what we do it.
就像卡玛克斯是一个很好的例子一样。对我来说，卡玛克斯是最终的汽车买家。他们是大型零售买家和大型批发买家，但仍然基于人类。他们使用了许多技术，但实际上是将人类放在技术背后。对我来说，这就是它的功效所在，也是我们所做的事情。
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Give me the bin and like what I do person with my team. It's like you know we have the leads generation. We have the websites. We have the pricing tools. We're giving numbers on the spot a lot of times. But there's always humans behind it. Following up on it. Like making sure the numbers are correct. And kind of negotiating out the differences or whatever.
把垃圾桶给我，让我和我的团队一起行动。就像你知道的，我们有潜在客户生成、网站和定价工具。我们常常能够立即给出数字。但这背后总有人在掌控着。他们会跟进，确保数字的准确性，协商出差异之类的事情。
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So it is it's tough to scale because you do have to do both. And it's like you're going to need good technology and you're going to need like good pricing tools. But you're also going to need like a lot of like real buyers. Because up to this point I mean short of like. I really taken off or something. No computers have been able to buy cars. Possibly like everybody that tries that. Pretty much fails miserably.
因此，难以扩展的原因是你必须同时做好两方面的工作。你需要良好的技术和优秀的定价工具，还需要大量真正的买家。因为到目前为止，除非短时间内出现了突破，否则没有电脑能够购买汽车。尝试这样做的人几乎都失败了。
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It's kind of like the zillo home buying thing. It's just like it's just losses. So how do you explain Carvana then? I mean we can you know we could dispute their margins and whatnot. But they obviously have a very big chunk of their purchases made by computers.
这有点像zillo购房那样，只不过都是赔钱的。那么你怎么解释Carvana呢？我是说，我们可以质疑他们的利润等等，但显然他们有非常大比例的汽车购买由电脑完成。
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How do you explain that? They're doing the same thing though. Like they have a buying room full of a ton of buyers. And they're doing the same thing. And I would say just from dealing with people from Carvana. I don't know. I mean I don't work there. So not like getting in their business. But like from an outsider's perspective. They put more human touch on that over time.
你如何解释这个呢？他们做的事情是一样的。就像他们有一个充满许多买家的购买室。他们正在做同样的事情。从与 Carvana 工作人员打交道的经验中，我想说的是，他们可能会在很长一段时间内加入更多的人性化因素。我并不了解他们的业务，所以不想过多干预。但从一个外部人员的角度来看，他们可能会添加更多的人性化因素。
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Not less because when they just turn the machines loose full speed. They did lose a lot of money. So it's like over time they have had to put like more human touch on it. And that's probably like the one place like they have room to go. They could really help them is like to me like they get a lot for a part.
由于在开始时他们放开了机器，全速运行，导致他们损失了很多钱。因此，随着时间的推移，他们不得不在这方面增加更多的人性化处理。这可能是他们有改进空间的唯一领域。对我来说，他们可以在这个领域做得更好，他们可以从一部分中获得更多。
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And they you know they do a lot of things really good. Like they actually do get a lot for a part. They get a lot of the financing like they get a lot of product. They're pretty good on the sell side. If they could like get the acquisitions like a little more owned in like they could actually probably do pretty well. But it's like they just go so far in each direction.
他们做很多事情都做得很好。比如说，他们确实能够获得很多投资和产品。他们在销售方面也做得不错。如果他们能够将收购更多地纳入自己的管辖范围，那么他们可能会表现得更好。但问题是，他们在每个方向上都做得太过极端了。
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Like it's like when they're in COVID like they just crank it all the way up. And then all of a sudden you know the market turns they have too many cars and everything else. And then it's like they pull back too far. And then you know it is but it's hard. It's very hard like I do get that like what they're trying to do to me like in my lifetime.
就像疫情期间，他们把产量调到最高，但突然市场变化后，他们过量生产导致库存积压。接着，又会收回过多，这很困难。我很理解他们在我这一生中尝试做的事情。
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Like the two craziest things I've seen are like Tesla and Carvana. Like what they're trying to do. Like if you would have set us down and been like 10 years or 15 years ago. I'm like hey this new electric company is going to start out of the grand like from no where. Now there are going to be Ford. I'm beginning and they're going to get to where Tesla is now. I've been like not it's not going to happen.
我见过的两件最疯狂的事情是特斯拉和Carvana，它们试图做什么。如果我们十年或十五年前坐下来讲，说有这样一家刚刚从无到有出现的新的电动汽车公司，如今它们已经赶上了福特，我可能会回答说这是不可能的。
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They like the same thing with Carvana. If you've been like hey there's going to be this online company. They're going to start from absolutely nothing and in five years we're going to sell 500,000. Well yeah I mean I know they got the you know they got the drive time thing. But you know what I mean like what they've done is wild.
他们和Carvana一样喜欢相同的东西。如果你已经听说过有一个在线公司，他们将从零开始，5年内将销售50万辆车。当然，我知道他们有DriveTime公司的支持。但是你知道的，他们所做的事情真的很不可思议。
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But they've the sourcing thing I think they. There is more humans involved. And I think maybe someone realized I do think they've realized they have to do that. Because if they just turn their machines on full speed. They will go even more broke than they have been before.
但我认为他们意识到了采购的重要性。这需要更多人参与。我认为可能有人意识到了。如果他们仅仅是全速运转他们的机器，他们会比以前更加破产。因此，他们必须进行改进。
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Well speaking of Tesla and Carvana and just consumers in general. I'm really curious to know you've bought and sold just tens of thousands of cars. What cars would you tell consumers to stay away from or are there specific cars that you just always lose money on. And it's not necessarily because of the value. But it's just because the cars you know a piece of shit like what comes to mind when I say that.
说到特斯拉、Carvana以及消费者，我很想知道，因为你已经买卖了数万辆汽车，你会告诉消费者要避开哪些汽车，或者说有哪些汽车你总是亏钱。这不一定是因为价值问题，而是因为这些车就像垃圾一样不值钱，你会想到哪些车呢？
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I mean I do generally think like cars are pretty decent over all these days. I think the build quality today on the average car versus 20 years ago is not even close. Like when I first started buying cars I mean there was a lot of cars that were total trash. And now like most cars are pretty good like they're really decent. Like you're basically just trying to dodge the depreciation holes.
我觉得现在的汽车整体而言都相当不错。相较于20年前，如今通常车辆的质量明显提高。当我开始买车时，有很多车子都很垃圾。如今，大多数车都相当不错，质量还可以。你只需要注意避开不断出现的折旧问题就好了。
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And like right now high dollar BMW 7 series is always like the first car that like pops in my mind. Because it's like first year 7 series has always been an depreciation monster. Like it's just like it's 120,000 MSRP and right off the bat is worth 80. Right now the worst ones are just all these high dollar EVs. I mean that's the one right now but like really?
现在我脑海中最先想到的汽车是高档的宝马7系，因为这个系列的第一年车款总是非常易贬值。它的MSRP价格达到了120,000美元，但一上市就跌至80,000美元。现在最糟糕的车款就是那些高价值的电动汽车。但实际上，这是当前最糟糕的车型吗？
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I tell people it's like man you buy one of these high dollar EVs like you better like it. Like you better want to own it because if you go to sell it pretty quick like those depreciation numbers are like nothing I've honestly seen. Like we're selling these 23 Mercedes EQS's like 23s. It's ticker for like 120 130 and MMR is like 65 70. Like they're literally selling for half all. Yeah just to explain that so you're saying pretty much the manufacturer price is like 130 and the current auction market price that you're actually getting for that car is like half of what the car sells for brand new. And it's a 2023. Wow. Correct. It may be like I mean maybe it's like a little higher on some of them but I mean you're talking like 30 to 40% depreciation and like the new all those some of those all the e-trons are the same way.
我告诉人们，这就像是你买了一辆高价的电动汽车，你最好喜欢它，你最好想拥有它，因为如果你想快速出售它，那么这些折旧数据几乎没有我见过的数字那么严重。我们正在销售这些23辆梅赛德斯EQS，像23年的。它的商标价是120到130，但MRR只有65到70。实际上，它们的售价只有原价的一半。是的，让我解释一下，你的意思是制造商的价格大约是130，而你实际上为这辆车得到的当前拍卖市场价格只有全新车价的一半。而且这是2023年的车型。哇，是这样吗？是的，也许有些车会稍微高一些，但是你在谈论的是30至40％的折旧，所有某些e-tron也是如此。
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It's like you look up and it's like you know we'll be running a 22 23 and we're trying to get 65 70 K and like I'll pull a sticker when it's on the block and it's like 135 and it's like oh my gosh. Wow. Those cars are just it just doesn't seem like there's demand yet and they're building a bunch of them like there's a few on the ground so. Those have been pretty scary short time and I generally pro Tesla like I'm an Elon Tesla guy and they've been good pieces like I've done really good with Tesla's over the years.
这就像你抬头看一眼，你就知道我们将要跑22 23路段，而我们正在努力达到65 70公里每小时的时速。当我拿到钥匙的时候，它表盘上显示135公里每小时，我就感觉不可思议，太棒了。那些汽车看起来并没有什么需求，但他们正在建造大量这样的车辆，现在地面上已经有几辆了。这些是令人害怕的短暂时期，而我通常会支持特斯拉，我是一个埃隆·特斯拉的忠实粉丝。我多年来一直在提供特斯拉的优秀部件，业绩也表现得非常好。
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They did get really scary when they you know like jacked MSR piece way up and they backed them way off. I mean there was some wild Tesla numbers coming to me for me like kind of same thing tell me about that like tell me about I'm really curious did you have any testless on hand when that happened. Oh yeah yeah we had so we were rolling along with the Tesla's like we we've done we do well with Tesla's like I buy a lot of them like give me the bend by is a lot of them. So 50 to 100 Tesla's a week and when that whole thing happened you know it takes us to even like it's quick as we move them like there's there's two weeks two three weeks term so.
当他们把MSR的价格猛烈上涨并将它们大幅调低时，它们确实变得非常可怕。我是说有些特斯拉数值对我来说真的很惊人。同样的事情告诉我，我很好奇，在那时候你手头有没有特斯拉的测试数据？哦，是的，我们一直在使用特斯拉，我们善于用特斯拉，我买了很多，每周50到100台特斯拉。当这一切发生时，你知道，就算我们动作快，也需要两到三周才能完成。
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We probably had 300 of them balled up when they did one those big price cuts and I mean we that was one of the worst loss couple weeks we had like on a segment like just it just I mean there was probably. We sold 100 Tesla's and I bet we lost on 98 oh wow like it was just like a straight beat down. But that was just so impressive and I mean they were ripping those prices down like 10 15 20% but then like when they ripped those numbers down. We were getting people you know they have a 22 model as planned of one 68 window the use a sticker for 100 like and now all the sudden it's worth 90.
当他们进行了一次大规模的降价时，我们可能有300个例子，我指的是，那是我们在某个领域最糟糕的损失几周之一，就像是直接打击一样。 我们卖出了100辆特斯拉，我打赌我们在98辆车上都亏了，哇哦，就像是直接的打击一样。但那真是太令人印象深刻了，我的意思是，他们把价格砍了10-15%甚至20%，但是当他们降下这些数字时，我们得到的人们都在购买这些降价商品。例如，如果他们原本计划购买一辆22模型车，窗口价格为168，凭借一张售价100的标签，现在这辆车突然只值90元。
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You know like they've ripped the price way down like everybody was scared of death of them. That was pretty wild like that was some of the stuff with like the EV's have been like. I've never seen this before like this is really wild stuff so yeah it was definitely a wild swing and I think it's going to be interesting to see if car manufacturers take more control and try to introduce more of this direct consumer stuff with with specifically with EV's I think that's at least the idea that you know what it's going to be like for changing MSRP's how it's going to impact the use car market. Just seems like it adds another layer of risk and opportunity for dealers wholesalers and for car prices in general.
你知道，他们把价格降得非常低，就好像每个人都害怕他们的死亡一样。这真是一些野生的东西，就像电动汽车一样。我以前从未见过这样的情况，这真的非常疯狂。我认为车辆制造商会更多地控制并尝试引入更多的直接消费品，特别是电动汽车，这将是一个有趣的转变。我认为这至少是一个改变建议，它将影响MSRP的变化以及它对二手车市场的影响。看起来似乎为经销商，批发商和汽车价格总体上增加了另一层风险和机会。
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I think on that note from your perspective why do the trade and offers vary so much by you know from wholesalers right like is it seems like you're the largest wholesaler in the world. I want to believe that you have some of the best appraising technology and processes obviously you mentioned use AccuTrad as one of your tools but why do offers and prices vary so much does that all come down to emotion at the end of the day would you say.
从你的角度来看，为什么来自批发商的交易和报价如此不同呢？你们似乎是世界上最大的批发商。我想你们拥有一些最好的评估技术和流程，你提到了使用 AccuTrad 作为你们的其中一个工具，但为什么价格和报价如此不同？最终是不是都取决于情绪？
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I mean there's not to like not answer I mean there's just a lot of reasons for it and I think it just goes to show like how varied the how varied the use car market really is like I think people want to feel like. You know a lot of guys like it's like I know what this car's worth like it's like no you know what it's worth to you I get that like I'm very I know what it's worth to me to but I'm also very always been very cognizant of like I don't even know what this part work like what it's worth is what y'all know all paid.
我想说的是，这个市场的缘由是多种多样的，这也说明了二手车市场的多样性。很多人想让自己觉得了解一辆车的价值，但实际上只有你自己知道它对你的价值。我也很清楚我会为它支付多少钱，但我更注重的是我甚至不知道这个零件是否有效，我所知道的只是我愿意支付的价格。
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But what the car might be worth yeah we might be right like they may roll a 22 to come in front of me and you and we may say hey that car is worth I may say 38 you may say 38 5 we may be right but somebody else may pay 41 5 or somebody else may hit it at 35 5 and think we've absolutely lost our mind.
但这辆车的真实价值可能会有所差异。虽然我们可能会估算得很准确，例如我说它值38万，你说它值38.5万，但有人可能会出价41.5万，也有人可能认为它只值35.5万，认为我们的估价完全不靠谱。
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And you seem to mean the fights over use car values like blow my mind like we could start one today like you could start it today and you could say hey what is this car work. I want all the dealers to weigh in and you could type in all the info and I guarantee you in the comments there will be dudes won't emerge each other over the arguments about what these cars are.
你似乎指的是对二手车价值的争论，就像我们今天可以开始一场辩论，你可以问：“这辆车值多少钱？”我想让所有车商都参与进来，你可以输入所有信息，我保证在评论中会有人为争论这些车的价值而彼此争吵。
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I think the play here and of course you know I do agree that from the dealer perspective I agree that yeah like different types of dealers like if you're a you know a Honda dealer and there's a good Honda being traded yeah you may want to hold on to that because you have that market of consumers coming to you anyways.
我认为这里的玩法当然你也知道我同意，从经销商的角度来看，我同意不同类型的经销商，比如如果你是本田经销商，有一辆好的本田交易，你可能想留着它，因为你已经有一批消费者来找你。
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But I think the play here as far as consumers are concerned like you said is you know you have a car well yeah it makes sense to try to sell it to that specific brands franchise dealer because you're right they may need that car and from a from a geographical perspective right.
但就消费者的角度而言，我认为这里的玩法就像你说的那样 - 如果你有一辆车，将它卖给特定品牌的专营商是有意义的，因为你说得对，他们可能需要那辆车，而且从地理角度来看也是如此。
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Are you seeing that different regions in the country just fetch better dollars for vehicles period or does it just happen to be like hey in the South of course you're going to get more for trucks and the northeast you're going to get better for all we'll drive.
你是否发现，这个国家的不同地区卖车能卖出更高的价格，或者只是因为在南方当然会卖得更多的是卡车，而在东北，所有车型都能卖得更高呢？
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Is it like the standard stuff like that or are there specific pockets where you just say hey like Florida market right now I'm just getting more money from my car so I'm just going to send more cars there.
这是标准的做法还是有特定的市场，比如像佛罗里达市场，现在我的车子可以赚更多的钱，所以我会多送些车去那里。
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Yeah I mean it's both so some of it is pockets of inventory you know just like yeah four will drive trucks do better of nor two will drive do better down South got it that makes sense you know same for SUVs like two will drives and Texas is great two will drives in Minnesota not so great. But there's like more to it it's like the areas where they lease a lot and they typically right now there's not least returns but like one of the examples is like.
是的，我的意思是它兼具两者。部分是存货量的问题，就像四轮驱动的卡车在南方表现更好，而两轮驱动的表现不太好，懂吧。同样，对于SUV车型，两轮驱动在德克萨斯州非常好，但在明尼苏达州就不是很好。但更多的还是取决于他们租赁的区域，目前他们没有租赁回报，但其中一个例子就是……
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An area that leases a lot and gets a lot of lease returns. Part trade in similar those lease returns don't get valued very high because the stores already have those coming in the supply but if you if you go to an area where they don't lease those cars are very valuable and so it's like if you're trying to trade your 21 C class to a store in New Jersey and they've got a hundred lease returns coming in every month.
这是一个出租和大量租赁归还的区域。像这些租赁归还的交易一样，它们并不会被高价评估，因为商店已经有这些车辆的供应。但如果你到一个不出租这些车的区域，那么这些车就非常有价值。因此，如果你想把你的21款C级换到新泽西的商店，而他们每个月有一百辆租赁归还车，那么你的车就不会被高价评估。
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They don't give a food about that car because they've got a gazillion of them coming in but if you take it to the guy in Oklahoma. Who maybe doesn't have any and he does great with C class like it may be more valuable to him so there's stuff like that it can be a lot of things like it can really. Very but a lot of it is just what cars are available in certain markets versus not like like domestic and Detroit there's always going to be a gazillion domestic and Detroit and sometimes they're still really strong.
他们不在乎那辆车，因为他们有无数辆车即将到货。但如果你把它送到俄克拉荷马州的那个人那里，可能他没有太多汽车，并且他非常喜欢C级轿车，对他来说这可能更有价值。所以这有很多因素，有时情况会非常不同，但它主要取决于不同市场的可用车辆类型，比如在国内市场和底特律市场总有无数本土生产的车辆，有时它们仍然非常强大。
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But sometimes that market gets a little overfield and they can get a little salt because there's just too many up there where there may be a huge void in Florida or somewhere like that where they can't get them toys have always been kind of regional because it's like. Toyota versus southeast Toyota versus Gulf states versus who's getting the cars where like to it is so so inventory driven like you can have like some pretty wide variations so.
但有时候这个市场会有些饱和，他们可能会感到一些焦虑，因为当某些地方供应过剩时，就可能会导致在佛罗里达或类似地方出现巨大的缺口，而他们总是想在区域内的玩具市场占据优势。因为像丰田、东南亚丰田、海湾州以及谁会得到这些汽车这样的事情总是以库存为驱动，所以你可能会发现很大的变化。
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Well there you have it folks 1% margins trade in your car to states that don't do lots of leases the car businesses driven by vibes and we're all just winging it I gotta tell you. That's it that's it vibes baby this has been a this has been a hell of an episode but we're not done yet I do have other questions here so as I thought about this episode I was thinking through how do you maintain an edge like this takes cut throat the whole new level when I think about the wholesale business and I was thinking about what people here may not know.
大家听说了，只有1%的利润率，而且汽车经销商都走的是感觉路线，我们都是冒险尝试。这就是它，感觉是关键。这一集十分精彩，但我们还没有结束。我还有其他问题，我一直在考虑如何保持这样一个优势，这需要很强的竞争意识。我在思考批发业务时，也在考虑这里的一些人可能不了解的内容。
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At least audience you know my audience may not know is that you have co founded a Facebook group and the Facebook group is called wholesale car club so shout out wholesale car club and I've been fascinated by this group because you have built a essentially a marketplace a two side and marketplace on Facebook in a group you have over like. a hundred thousand members and pretty much it's almost like a proprietary lead lead funnel for you at this point so just.
至少你们已经知道的是，我观众可能不知道的是，你曾经共同创办了一个 Facebook 群组，这个群组叫做“批发汽车俱乐部”。所以，大声喊出“批发汽车俱乐部”，我对这个群组很着迷，因为你已经在 Facebook 上建立了一个双向交易的市场，你拥有超过10万个成员，基本上这几乎成为了你的专属商机，非常高效。
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Tell us a little bit about like this group like how did you start this group what's the purpose of the group traffic i'm super super curious to hear it from your perspective really the you know why this group got started how it's helped you get an edge in this very competitive vehicle acquisition market so the way it started.
告诉我们一点关于这个群组，比如你们是如何开始的，这个群组的目的是什么，流量方面的问题非常让人好奇，我想从你的角度听听这个故事，了解一下为什么这个群组会开始，以及它如何帮助你们在这个极其竞争的车辆获取市场获得优势，事情是这样开始的。
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I actually just wanted to buy a watch like I like cars watches and shoes like that's I guess my thing like it's pretty much like yeah I don't know you know but like I wanted to buy watch I wanted to try to get halfway educated about I mean I didn't know much about watches whatever so it's like you search I don't know how the world somehow stumbled upon this watch group on Facebook and it's basically was just a watch group and it was. Dealers and consumers together and.
其实我只是想买一块我喜欢的手表，就像我喜欢汽车手表和鞋子一样，这算是我的喜好吧，就是你懂的。我想尝试半路学习一下手表方面的知识，因为我之前对手表并不了解。我不知道怎么会那么偶然地发现了这个脸书手表群组，里面有经销商和消费者。
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One I learned a lot about watches I didn't try to learn it was I'm trying to flip them anything was just like okay well here's what I want to buy and here's like more or less what they're worth and kind of. Kind of like you could learn pretty fast but the most fascinating thing to me is like there's always dealers interacting with these consumers face to face and like it really benefited both sides like the consumers were getting a lot out of it the dealers were getting a lot out of it there was really more being shared than I would have expected and like there's always like a little brushback with that like you know the deal like I get some heat about that kind of like basically like you're letting.
在探究手表的过程中，我不是刻意去学习的，而是通过翻买卖记录了解它们的价值。这个过程很快，但最有趣的是，经销商和消费者总是面对面接触，彼此受益。消费者得到想要的东西，经销商得到了利润，他们之间的互动比我想象中要紧密。不过，有些人会在这个过程中遭受批评，认为这是在让人受益。
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These secrets out and I'm always like there's not any secrets like this is always how it's been like it's out there like it's kind of we're not being transparent isn't giving away secrets like it's just that's just part of the business so. But it was cool like and I ended up buying a watch from the Dean random watch group I want a lot of watch from the Dean read it up who's the Dean he's the other co founded the groups and he runs all the motor groups he's got a bunch of these Facebook groups.
这些秘密已经被揭露出来，我总是觉得像这样没有任何秘密，因为这总是一直存在的，它已经公开了，这有点像我们没有透明度，但并不是放弃秘密，这只是业务的一部分。不过很酷，最后我从Dean随机手表团购买了一款手表，这些团购是由Dean和另一位共同创始人成立的，他管理了所有汽车团购，还在Facebook上开了一堆团购。
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And I was like hey like we can do this for cars like this would work like people with love this like dealers can get something out of it like consumers can get something out of it like I'll help put it together like basically like you know Facebook I'm not very tech savvy or social media savvy but like you know Facebook I know the car business like we can do this it'll work. And he was like cool let's do it and honestly for me it was just like this is kind of like a give back thing like I can do this like it's going to help dealers it's going to help consumers.
我说，嘿，我们可以用这种方法来处理汽车问题，这样会有很多人喜欢，像经销商可以从中获得好处，消费者也可以获得好处，我可以帮忙搭建基础设施，就像你知道Facebook一样，我虽然不太精通技术或社交媒体，但我了解汽车行业，我们可以做到，这会很有效。他说，好啊，我们来试试吧，对于我来说，这就像是一件回报社会的事情，我可以做这件事，它可以帮助经销商和消费者。
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I didn't really know where it would go from that point like I really didn't I can honestly say like it wasn't like I was like brainstorming some way to create a lot more business it was just like this makes sense this will benefit everybody and if. My general was like I help other people normally it comes back like it works out so it's like if I have these other dealers and they'll sell me some cars whatever like great.
我当时真的不知道事情会往哪个方向发展，可以说我并没有像头脑风暴一样思考如何创造更多的业务机会，只是感觉这样做有意义，对每个人都有好处。我一直是愿意帮助他人的，一般而言，这种付出最终会回到我身上，所以如果我能得到这些其他经销商的帮助，买一些汽车之类的，那就太好了。
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So we said it up it's always been a private group I think now there's like 140,000 people in there. I can honestly say it would be like five six hundred thousand people I'm sure it was like a public open group and but we've always kept it like pretty tight because of the trans abt natural nature like there is a bunch of cars traded in there so it's like we kind of want to know who's who it's like pretty heavily modded and we try to you know do a lot of reference checks and.
我们创建了这个群组，并一直把它保持为私人群组。现在群内已经有大约14万人。如果我们将它设为公开群组，我相信会有五六十万人加入。但是我们一直严格控制群组的成员数量，因为它是与汽车交易相关，我们希望知道每个人的身份。这个群组通常是进行大量改装的，因此我们会进行一些参考检查。
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Do you make any money from the group or really the way you're making money from this is from buying and selling cars through the group yeah I make money from buying selling cars like I purposely have not taken money from the group just because.
你从这个群组里赚钱吗，或者你从这个群组赚钱的方式是通过买卖汽车吗？对，我从买卖汽车中赚钱，我刻意没有从群组里取钱。
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I've always said like that's not that's not why did it and it's not my thing like I make money by car so like if you want to help me. In response to the group like great so some cars and like we'll do that and then like one of the ways like we really help a lot of people in the group that I think is a good knowledge for consumers or even for dealers it works out for everybody is.
我一直说，这不是我为什么这样做的原因，也不是我的专业领域，我的收入来源是通过汽车。如果你想帮我，那就给我一些汽车吧。对于这个小组的回应很好，可以提供一些汽车帮助我。另外，我们可以通过向消费者或者经销商提供有用的信息，来帮助这个小组中很多人，这对每个人都是双赢的。
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People trade their cars like we're talking about earlier you go trade your car to dealer and you feel like you're not getting a fair offer like you can send it to us will number it and will buy the car direct from your dealer. In your dealer gets to flesh out of car if you didn't give you a good number you probably doesn't want. So it's like he's either sound into me or sound it some other wholesaler but we number. the car we get the car we're happy you get your new car you're happy the store gets their new car deal they're happy. Like it's like everybody wins situation so.
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人们会像我们之前讨论的那样，将他们的汽车交易出去。如果你觉得经销商给的价格不公平，你可以将车直接卖给我们，我们会为车定价并直接购买。如果你的经销商没有给出好的价格，他很可能不想卖给你。因此，他要么把车卖给我，要么卖给其他批发商，但我们为车定价后会直接购买。这样每个人都会得到好处，我们得到汽车，你得到新车，商店得到新车生意，大家都开心。
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That's how I make money in the group is just like buying the cars and like helping dealers but deals together meets a new dealer is like that's great. We do like we just started taking any money from the group like in the past like six eight months and honestly it's mainly just to pay the mods because we dig it to the point like. I mean in the group now there's like 140,000 people it's very active like there's usually a hundred twenty thousand active members which means like they're pretty much in there every day. We have a couple hundred posts and in the comments are like thousands it's like it's it's a lot to keep track of like to keep it civil so.
我在团体里赚钱的方式就像是买卖汽车，帮助经销商，但与经销商们合作遇到新经销商的时候，感觉很不错。我们刚开始没从团体里拿取任何钱，到了过去六到八个月，主要是为了支付管理互动区的费用。现在我们团体有大约14万人，非常活跃，通常会有12万活跃成员，他们几乎每天都在里面。我们有几百个帖子和成千上万的评论，很难跟踪和保持文明互动。
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Has anyone offered to buy the group for me? Oh yeah like all the time like it's a pretty common topic like we're I mean anything's for sale like I'm a car guy. Like we would sell it but it's like I'm not selling it for like we self like a real offer but it's like you know Chad what's your vision for this Facebook group wholesale car club? What's your vision for it or do you have a vision or is it just like let it coast let it bring some leads and let me buy some cars.
有人为我提出收购这个群组了吗？哦，对的，这是一个非常普遍的话题，就像一切都可以卖一样，就像我是一个汽车迷一样。我们可以把它卖掉，但我不会为了出售而出售，我需要真正的报价。Chad，你对这个Facebook群组批发汽车俱乐部有什么愿景吗？你有构想吗，或者只是让它继续发展，积累潜在客户，然后买些车？
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Yeah I mean I like where it's kind of headed like where it goes in the next iteration like I'm not sure like I like that it's got to where it is now. They're basically like dealers benefit a lot from it consumers benefit a lot from it but I do think it works on both sides like it works for the dealers who get to sell the cars and get the customers. And just like some of the dealers you've had on like I mean some of those dealers are super involved in there like some of these are high level guys. I mean these are like owners, GMs like guys you normally really can't have access to and they're like right there in the middle of it you know like answering questions like pitching cars like working deals.
我是说，我喜欢它的方向，喜欢它在下一步中会向哪里发展，我不确定我是否喜欢它现在的状态。基本上，这对经销商和消费者都有很多好处，但我认为它对双方都起作用，经销商可以销售汽车并吸引客户。就像你接待的一些经销商一样，他们都非常投入，如一些高层管理人员、老板和总经理，一般人不容易接近，但他们就在其中，回答问题、推销汽车、谈判交易。
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I mean in some dealers brokers whatever like they've made a living out of selling cars in that group which is awesome. Consumers get a lot of info they can sell their cars easily they can buy cars easily there's just a good feel of like what the real market is like you kind of get a it's very easy to figure out like this is what this new car selling for like this is what the you because you literally see it like see the offers. I think you see like to me that's become like a huge market tool is like just going through the group day to day it's like all right well I know what these are bringing I know what these are bringing I know what new cars are available I know what's not like.
我的意思是，对于某些经销商或经纪人来说，他们已经靠在这个小组中销售汽车谋生了，这太棒了。消费者可以获得很多信息，他们可以轻松出售或购买汽车，有一种真正市场的良好感觉，你可以很容易地了解这辆新车的销售价格，你可以看到报价。对我来说，这已经成为了一个巨大的市场工具，我每天都会在这个小组中浏览，我知道这些车辆的售价，我知道哪些车辆正在销售，我知道哪些车辆不可得到。
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So it's like just growing it that way is cool and then I don't know like I don't know where to eventually land if it lands on like. We've always been hesitant to take it off of Facebook because there is some ingrained advantages of Facebook and that you're seeing all the real people and like we don't allow new profiles like there's there's not a lot of ways to as many ways to trick it where when you take it off of that like it's kind of it's almost like adds a level of protection like we'd have to figure out but.
所以，以这种方式增长很酷，但我不知道最终会结果如何。我们一直不愿意从 Facebook 上移除它，因为 Facebook 有一些根深蒂固的优势，你可以看到所有真实的人，而我们不允许新的个人资料，也没有太多的方法可以欺骗。当你把它从 Facebook 上移除时，它几乎像是增加了一层保护，我们需要想办法解决这个问题。
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I think I think you're smart I think you're smart for keeping it on Facebook especially the fact that you're monetizing through actual car sales because you know it's it's tough to get consumers a cost of anyone to a whole new platform I thought a lot about this but I you know I think that keeping it in their plus Facebook's free so you know that's another thing you can you know to think through and it just it keeps things you know it keeps them in the ecosystem and it's something that people do check at least Facebook users check back you know on a very regular basis so.
我认为你很聪明，特别是在Facebook上赚取汽车销售的收益，因为你知道让消费者转移到全新的平台很困难。我对此想了很多，但我认为你将其保留在Facebook上很好。而且Facebook是免费的，这是另一个你可以考虑的事情。它可以使事情保持在生态系统中，并且人们会定期检查，至少Facebook用户会这样做。
Paragraph 1:
I do think that's a smart decision you made. Yeah and it's a it's there's pros and cons to like there's definitely some stuff it's like like we run auctions in there and it's like pretty pretty manual but it like does word like sometimes it's like oh it'd be nice to have like run the auction but like I said there's there's such an advantage of like.
我认为这是你做出的明智决定。当然，这里面有利有弊，我们在那里进行拍卖有一些事情是比较手动的，但有时这样的方式可以起作用。虽然有时可能会感到没有运行拍卖的方便，但我们确实有很大的优势。
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In a way it is hard to trick Facebook if you're a real person or not because it's like you can go see the guys profile go back years and years and you know like it's like I said we don't let the new people in there it's like if you go to my Facebook profile you can learn probably more than I want to about myself but it's like you will realize I'm a real person and like this is what I've done for a long time sort of things. so.
从某种程度上说，如果你是一个真实的人，要想欺骗Facebook就很难了，因为你可以查看他们的个人资料，回溯多年的历史，了解更多他们的情况。就像我刚才说的，我们不让新人轻易进入其中。如果你访问我的Facebook个人资料，你可能会了解更多关于我自己的，但你也会意识到我是一个真实的人，我已经做了很长时间的事情。
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There's going back to you for now like we just kind of keep growing it a little bit and kind of you know let me take off because it has been really successful and like it's just created so much business for everybody like it's weird like that order line probably what I've become known for as much as anything it's like.
暂时还需要回到你这里，我们得继续推广它一点，让我发挥自己的作用，因为它确实很成功，给每个人都带来了很多业务，就像那个订单线一样，可能已经像任何东西一样让我变得出名了。
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Hey you run the whole so far club or whatever and it's like I should cars in there I do this or I do that like we laugh all the time and I wipe it's the biggest kick out of like traveling and it's like we're going into like all A people or pie you know it's like almost every trip we go on now some guys like. I'm in the trap like it's a you know it's the basic park club guy and it's like you know I'm in the park so it's that's so funny it really has like taken off and like a weird way I mean you know the do me your your thing is like become a lot bigger than that and it's like.
嘿，你一直运营着整个俱乐部或其他场所，有时我会说：“我应该把我的汽车放在那里”或“我该做这个”，我们总是开怀大笑，而且最大的乐趣是旅行。几乎每次旅行我们都会遇到一些A人物或困境，有些人就像只是普通的俱乐部人，你知道，我就是那种在公园里的人，这太有趣了，它真的以一种奇怪的方式起飞了，我的事情变得比这个大多了。
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You know it's not you don't really that's I mean my list of goals when I started that was not to be that I'm not that dude so it's like that part of it's kind of weird but the helping out people and like feeling like that part of it is great because that was in.
你知道我的目标清单开始时并不是成为那个人，我并不是那样的人，所以有点奇怪。但是帮助别人，感觉到那一部分很棒，因为那就是我想要的。
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That's been good so no I mean you guys have been very successful I think for me it's been I never imagined that CDG would be as the you know as large as the brands it is today at least you know online you could say there's something there's something fun I find fun is even the right word about being anonymous because you're right like I do have you know hundreds of thousands of followers and I don't know if I want that you know for someone to see me.
你们做得很好，我觉得我从来没想过CDG会像现在这样成为一个广受欢迎的品牌，尤其是在线上。我觉得匿名有点有趣，因为你说的对，我有数以千计的粉丝，但是我不知道我是否想被他们看见。
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Yeah you know maybe it's cool the first couple times but I think you know also coming out with this podcast I didn't really care like I was I was anticipating a big flood of you know text messages and DMs oh it's you I was like yeah it's me so like the people that know me know you yeah I'm cool with that but yeah it's we'll get to the point where I do like a full reveal and I yeah it'll be it'll be a fun day but for now it's I think we know we're all with the punches and we're having a good time doing it so yeah I think you're smart with the anonymous as long as you can at this point everyone in the industry that needs to know who I am knows who I am I'll tell you that.
可能最开始一两次是很酷的，但我觉得，制作这个播客时，我并不在意。我预计会有一大堆的短信和私信问“是你吗？” 我会回答“是我”，所以认识我的人都知道是我，我也不介意。但是，到最后我会公开身份，那会很有趣，但现在我们都知道该怎么做，一起玩得开心。所以，我认为你现在保持匿名是明智的。至此，行业中需要知道我的人都知道我的身份，我保证。
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Yeah it's hard once you start doing the podcast and stuff and it takes you to which I'm cool with and the funny thing is I there was a Twitter spaces like a live podcast with Jim Farley CEO Ford and Elon Musk and so I I clicked to join it and then Elon you know brought me up as a speaker I requested it and it was really funny because I guess Jim Farley thought I was a guy named Mike I forget the guys last name Mike something and he's like oh Mike is that you and I'm like and they're going back and forth and Mike and and Jim Farley's to Elon is like hey Elon is that Mike and Elon's like I don't know is that Mike and they all everyone starts laughing and I'm like hey guys I was like I'm just casually having a conversation with Elon Musk and Jim Farley and I'm like hey guys I'm not Mike but I have but I have Mike and yeah so funny little story from other day I'm definitely not Mike for everyone listening It's been interesting I've been asked a box like because I'll reference some of your posts or whatnot like some of it's like online some of it's offline it's like do you know who that is and I'm like yeah I do actually like you know we I'm like I've become I'm a good secret keeper who calls I found out pretty early and I didn't smoke it anywhere so I appreciate it.
在你开始制作播客之后，一切都变得困难了，但我习惯了。有趣的是，有一次有一场Twitter Spaces直播播客，Jim Farley是福特的CEO，而Elon Musk也在场。我点击加入，后来Elon把我拉上来当演讲者，这很有趣，因为Jim Farley以为我是一个叫Mike的人，他问“Mike，是你吗？”他们来回说着“Mike，Mike”，而Elon说：“我不知道是不是Mike。”大家都笑了，而我则轻松地与Elon Musk和Jim Farley交谈。这是一个有趣的小故事，我必须强调我不是Mike。最近，我被人问了一些问题，因为我提到了你的一些帖子，有些在网上，有些在离线状态下。他们问我你是谁，我回答道我知道，我成为了一个好的秘密保管人。我早早就知道了，但我没有将其公之于众，我很感激你。
Paragraph 1: But it is like interesting because I've had a ton of people like that they're like oh it's so and so and I'm like no it's not and they're like how do you know I'm like because I know who it is it's not him like you know people saying it was like you were like some like one of them was like you were a Hinder a guy that I knew like I'm like I know for a fact it's not him because one I know who CDG is it to I know the other guy it's not him so but yeah it's been fun because like a lot that Twitter Account like blew up so much that there's been like a lot of like
有趣的是，很多人都会误认为我是某某人，但我会告诉他们不是的，也会被问怎么知道，我会回答是因为我知道那个人是谁，不是他们以为的那个人。有些人甚至认为我是我认识的某个 Hinder 的人，但我可以肯定地告诉他们那不是他，因为我知道 CDG 是谁，而且我也认识另一个人。但总的来说，这个 Twitter 账户的人气蹿升，这让很多事情都很有趣。
Paragraph 2: I'm sure and it's funny because I do understand it's. like so many people in their mind like it's like they think they just almost put a name with it like oh it's this person and they've been convinced probably Jim Farley like he thought you were Mike this whole time and that's how he reads it to us like it's like you're you're right so Mike is shout out Mike.
第二段：我很确定，而且很有趣，因为我理解它。就像很多人在他们的脑海中，他们认为他们几乎可以用一个名字来描述它，比如“噢，那个人”，Jim Farley可能一直以为你是Mike，这是他对我们的解读方式，就像你说的那样，Mike得到了喊出。
Paragraph 3: Well dude this has been awesome. There's learned a lot lots of really interesting stories and I got to say like you're your level of knowledge and tap them that whole so business is pretty pretty fascinating so I think people will love it in terms of where people can learn more about you about you know someone can sell your car you know plug it in tell us everything we need to know.
嗨，伙计，这真是太棒了。这里学到了很多很有趣的故事，而且我必须说，你的知识水平和对整个商业的掌握非常迷人，我相信人们一定会喜欢它。关于更多关于你的信息和关于如何卖你的车的信息，你可以告诉我们所有需要知道的内容。
Paragraph 4: Yeah appreciate so yeah if you're selling a car wholesale chat dot com or wholesale chat at gmail dot com I've had the wholesale chat thing for a while now so that's you just wait for me that is very meme worthy I don't know how in two year old the chat meme you know that meme with the guy with the wave the arms and the blind hair right now you could make a you could make a hell of a meme out of that so yeah I need to get with you and you can help me out with that so yeah wholesale chat dot com or wholesale chat at gmail dot com now I've got a whole blind team that helps me with that so it's like you know there's plenty of people working in
这里说的是，如果你想批发出售车辆，可以联系他的网站或邮箱，他已经有了这个网站很长一段时间，并且觉得这个名字很梗。他还提到了一个梗，就是一个挥手状似乎很可做meme，他需要你的帮助，然后告诉你他有一个很棒的团队在帮他，一切进展顺利。
Paragraph 5: I mean we we run like a quick style in the wholesale car club or we'll get like sometimes a thousand appraisals and like an hour basically so like we can handle a lot of appraisals store sell to us consumer sell to us we'll buy either we will buy anything so that part's easy other than I'm on Instagram wholesale chat on Facebook under my real name check coming in so if you want to follow me on social I have an on Twitter mind so it was always such a different platform like I'm Twitter for me is like my morning paper yeah like it's like I get up and I like read just to kind of see what's going on but I've never been active so like you five million there's probably like a Twitch one house of college or something but you know it's yeah that's that's the best way to find me is I am active on social I'm one of the more easy probably transparent guys on there as far as that goes so
在批发汽车俱乐部，我们通常会迅速进行估价，有时会在一个小时内完成一千个估价，因此我们可以处理大量的估价，包括店铺出售给我们，消费者出售给我们，我们什么都会买，这很容易。此外，我在Instagram批发聊天室和Facebook上使用我的真实姓名，如果您想在社交媒体上关注我，我有一个Twitter账户，但这是一个完全不同的平台，对我来说就像是早晨的报纸一样，我会读一下看看最新的情况，但我从来没有活跃过。可能还有其他像Twitch或类似的社交平台，但在社交媒体中，我是比较透明和容易接触的人。
Paragraph 6: I mean also far though we're going to join the Facebook group we're in there CDGs in there so there's a there's a lot of good car guys in there that share a ton of knowledge and it's kind of you know it's like a lesser version of your Twitter account I guess it's like a lot of the same stuff you know like if you want to really see get like some real info and like some real knowledge of kind of what goes on the business and like watch far people interact with non-car people which to me is like where you really learn stuff like you learn stuff to see the real interactions and that's what's crazy about today's time like not so young people coming up all the time it's like you have so much more exposure to like talk and see these people now like where I was coming up it would have been like call them on the phone I mean I even know you got there you know it's like getting the yellow pages and try to call them so that part's really cool or we now today like we can chat we can have these combos we can close them for people and it's cool like I'm it's it's a really cool thing you're doing like I'm glad people are getting to see and hear
到了第六段，我想说的是，即便我们加入了Facebook群组，也会有CDGs在那里。那里有很多汽车发烧友，分享了大量的知识。这有点像你的Twitter帐户的简版，也有很多相同的东西。如果你想真正了解业务内幕以及人际交往方面的真正信息和知识，那么在非汽车人和汽车人之间互动的地方就是你真正学到东西的地方。这就是现在的时代之所以很疯狂的原因，因为年轻人有更多的机会接触这些人，与他们交流。像我成长的时候，我只能打电话，甚至不知道电话号码在哪里可以找到。现在，我们可以在线上聊天，交流，这是一件非常酷的事情，我很高兴人们有机会看到和了解。
Paragraph 1: Hey guys what is up that is best I've been super excited for this episode we've got Chad Nugent with us which is the founder of go wholesale and we're gonna be talking everything cars so Chad how are you man
大家好啊，这是我最激动人心的一集节目了，我们邀请到了go wholesale的创始人Chad Nugent，我们将谈论关于汽车的所有话题。Chad，你好吗？
Paragraph 2: I'm doing great thanks for having me on the podcast been a big fan of yours been listening for a while so it's great to be here
段落2：非常感谢能够参加这个播客节目，我感觉很好。我一直是你的忠实粉丝，已经听了一段时间了。所以能够来到这里真的非常棒。
Paragraph 3: Yeah absolutely and I just love cars and I think cars are so interesting because there are so many different parts to it not just the machinery but also the business side and I think you are doing some really interesting things in the business side of it and you're making it more transparent so tell me a little bit more about go wholesale and what you're trying to do there
是的，当然，我非常喜欢汽车，我认为汽车非常有趣，因为它们不仅仅是机械的构造，还有商业方面。我认为你在汽车商业方面正在做一些非常有趣的事情，并让它更加透明化。请告诉我更多关于Go Wholesale以及你在那里想做的事情。
Paragraph 4: Yeah that's great I mean go wholesale when we launched we launched in January of this year and the idea was really just to bring transparency into selling cars wholesale and that's kind of the sweet spot of the business where dealerships are buying cars to sell on their lot and really before this it was kind of the Wild West like you didn't really know what your car was worth you didn't really know who to sell it to and so we wanted to bring that transparency to the market and really just create a more efficient marketplace and so we launched in January it's been amazing so far we've had a ton of dealerships sign up with us a ton of independent sellers as well and it's just been really exciting to see
这很棒，我是说，我们在今年一月份推出批发市场，这个想法真的是为了让卖车的批发透明化。这是我们业务的最佳点，经销商购买汽车并在其停车场上销售。在这之前，这个领域就像是“荒野西部”，你真的不知道你的车值多少，也不知道该卖给谁。所以我们想要为市场带来透明度，创造一个更高效的市场，我们在一月份推出后就一直很棒。迄今为止，我们已经和一大批经销商以及独立销售商签约了。看到这一切真的令人兴奋。
Paragraph 5: Yeah that's amazing and I mean transparency is I think what everyone wants in all aspects of every business right and I think the car business is notorious for not being transparent so how has the response been from the dealerships from the customers like how are they responding to this new level of transparency
第五段：是的，这很惊人，我觉得透明度是每个业务的所有方面所需要的，而且我认为汽车业是以不透明著称的。那么，经销商和客户的反应如何呢？他们对这种新的透明度水平作出了什么反应？
Paragraph 6: Yeah I mean it's been overwhelming I think you know the dealerships are really enjoying it because they're they're finding new buyers that they haven't been able to connect with before they're also really enjoying the tools that we've put in place to show them what's going on in the market because I think before you know they didn't really have any insight into what their car was worth and so we're providing them with a lot of data a lot of analytics and we're also just really making it easy for them to connect with buyers so they're really enjoying it and then on the independent side I mean it's it's really a game changer because before it was so hard to figure out who to sell your car to and now we're providing a platform where they can go in they can put their car up for sale and they know that they're getting connected with serious buyers so it's just been really exciting everybody's been really positive about it
“是的，我觉得这真的让人感到不知所措。经销商非常喜欢这个平台，因为他们可以找到之前无法联系到的新买家。我们还为他们提供了市场数据和分析工具，帮助他们更好地了解车辆价值。此外，我们还让买家和卖家之间的沟通变得更加便捷，这让他们非常满意。对于独立卖家来说，这个平台真的是一次改变游戏规则的机会，因为以前很难找到合适的买家，而现在我们提供了一个平台，可以让他们轻松地售出汽车，并且与真正严肃的买家联系。整个过程非常令人兴奋，大家的反应也非常积极。”
Paragraph 7: I think the transparency is good for the car business I love the car business I think sometimes it gets a bad name for trying to be like the little old school and like I think the new school transparency is good for everybody long term and if you just kind of embrace that part there's plenty of business to go around there's plenty of cars to go around like we can nobody's trying to like hurt anybody like it's just making that mean by the car should be fine like selling your car wholesale should be fun like it shouldn't be I mean I've helped friends buy cars before and I just think oh my gosh like this should not be that hard like and that's all like we're trying to do to like I like to make it easy I like to make it fun most people with the deal that's kind of my thing is like it's really easy and kind of so it's that's cool that's you know we'll see where it goes from here we'll do this was great thanks so much for coming on I really had a blast and I'm excited I'm excited for this absolutely go live I think people will love it you share a lot of gems and go wholesale chat hey by the way I did sell my car to chat true story oh yeah that's right I need to add that to my profile see me so me as far as you can sell it to me by sold it to us so I think that's the ultimate endorsement not paid by the way not sponsor but it's the truth it was just it was just so easy I just I just hit up chat my kio chat I need to sell my car I he's like yeah no problem and just like boom boom we got done so super easy and yeah highly recommended so this was great chat thanks for coming on man and we'll talk soon overall thank you ever go right all right hope you enjoyed that episode please give the podcast or rating consider subscribing to the show and check the show notes for links to what we talked about thanks for tuning in I'll see you guys next time
我认为透明度对汽车业是有益的。我热爱汽车业，有时候我觉得汽车业会因为试图保持老派而招致批评。我认为新派的透明度对每个人都有好处，如果你接受这一点，市场上有足够的生意、足够的汽车供应，没有人想要伤害别人。卖车的过程应该是轻松愉快的，我曾经帮助朋友买车，有时发现这过程真的不应该那么难。我喜欢将交易变得简单有趣，这就是我的特长。感谢你参与这场访谈，我非常享受，很期待我们的节目上线后会受到大家的喜爱。顺便说一下，我曾经把我的车卖给了 Chat。这并不是广告，只是真实的经历。卖车的过程非常简单愉快，我只需和 Chat 联系，告诉他我想卖车，他说没问题，很快就卖掉了。不得不说，这是一次很好的推荐。最后，非常感谢 Chat 的参与，我们很快会再次交流。如果你喜欢这个节目，请考虑评价、订阅，并查看节目笔记备注中我们提到的链接。感谢收听，下期节目再见！