Emergency Podcast: Amazon and Hyundai launching online car sales?
发布时间 2023-11-20 17:55:19 来源
All right, so with that said Andrew, kick us off. Can you give us your background? Just tell us a little bit about yourself, you know, and also what you went.
好的，那我们就开始吧，Andrew，你来带头。你能告诉我们一些关于你的背景信息吗？就简单介绍一下你自己，你知道的，还有你曾经经历过什么。
Well, I'll let you start down. We'll go from there. Sure, sure. Well, first and foremost, you know, thank you for the opportunity to come on your forum and talk to you about this very important issue. And share my thoughts as well as some of the details and facts that I was made aware of yesterday before the announcement at the LA Auto Show. I was there in attendance before flying back a home east here to my home base in alan town, Pennsylvania.
好的，我就让你开始讲述吧，我们会接着你的内容展开。当然，当然。首先，我要感谢你给我提供了来到你的论坛，并有机会和你探讨这个非常重要的问题的机会。我会分享我昨天在洛杉矶车展公告前得到的一些我知道的细节和事实。在我飞回东边的家，也就是宾夕法尼亚州的阿伦镇前，我就在那里参加了。
But before I get into that a little bit about me, I've been in the car business my whole life full time about 25 years. Before that, you know, I started in the business. I'm a second generation dealer. Started washing cars, working for my dad, that kind of thing. I'm sure it's a story that you hear quite often and kind of worked my way up from there and now the rest is history became became a dealer principle a little over five years ago and I operate Acura Honda Hyundai Mercedes Benz and Porsche franchises in alan town, Pennsylvania, the Lehigh Valley of Pennsylvania, which is about an hour north of Philadelphia and an hour west of New York City.
在我深入讲解之前，先来说说我自己。我一生中大部分时间都在汽车行业工作，全职也有25年了。在此之前，我开始接触这个行业。我是第二代车商，起步时在父亲的公司里洗车，干各种零活儿。我相信你经常听到这样的故事，我也是从这里一步步向上，然后现在剩下的就成为了历史。大概五年前，我成为了主要的车商，我在宾夕法尼亚州阿伦敦，亚伦城，以及宾夕法尼亚州利哈伊谷经营奥迪，本田，现代，奔驰和保时捷经销店。阿伦敦大约离费城北部一个小时车程，离纽约市西部也大约一个小时车程。
You know, growing up being in this business, you know, my dad started from scratch with his business partner and was always an ardent proponent of the franchise system, protecting the franchise system and also making sure that he was engaged in the dealer council process. He was always a very big believer in the importance of the manufacturer having the type of working relationship with the franchisees that is most conducive to us achieving mutual success. There's always obviously going to be areas where we're going to have disagreement, but there's going to also be areas where we are going to have an opportunity to collaborate at a high level and enjoy mutual success.
你知道的，在这个行业里，我从小就在这个环境里长大。我的爸爸从零开始，和他的商业伙伴共同开始了这项事业，他一直是特许经营系统的热切拥护者，坚定地保护这个系统，并确保他参与经销商委员会的过程。他一直非常坚信制造商与特许经营商之间的工作关系对我们达到共同成功的重要性。我们肯定会在某些方面有不同的看法，但我们也会有机会在高层次上进行合作，享受共同的成功。
And so I've always been involved in dealer council related projects, initiatives, processes, whatever you want to call it. So I've been a member of Hyundai's National dealer advisory council now for a little over two years. I was recent.
因此，我一直参与与经销商委员会相关的项目、计划、流程等，无论你怎么称呼它们。所以，我已经成为现代汽车全国经销商咨询委员会的成员超过两年了。我是最近才加入的。
Andrew, what does that mean for the audience? What does that actually mean? Sure. So all the manufacturers have a little bit of a different approach to it, but in theory it's largely the same. So every manufacturer has operating regions or territories throughout the country. And there are a number of representatives appointed or elected to represent the dealers in each operating region throughout the country.
安德鲁，那对于观众来说意味着什么？这实际上是什么意思？好的。所以所有的制造商对此都有一点不同的处理方式，但理论上说这基本是一样的。每一个制造商在全国都有一些运营区域或者经营领域。并且在全国各个运营区域里，都有一些代表被指定或者选出来，代表各个经销商。
So in the case of Hyundai, they have the eastern region, they have the mid-Atlantic region, they have the southern region, they have the south east region, the middle states region, western region, and so on and so forth. So the way our process works is we have a regional dealer council, which meets quarterly and is comprised of representatives from each of the districts in each of the regions. And then the regional council will elect two representatives to represent dealers at the national council.
那么以现代汽车公司为例，他们将销售业务划分为东部区域、中大西洋地区、南部地区、东南地区、中部地区和西部地区等等。我们的工作流程是每个区域都设有一个经销商理事会，每季度开会一次，理事会成员由每个分区的代表构成。然后，区域理事会会选出两名代表，去代表所有的经销商参加全国理事会。
And then we go from there and then we have four meetings a year with HMA management as well as various touchpoint calls throughout the year, subcommittee calls. And the topics can range on everything from sales to after sales, which is parts and service to finance, to customer experience, certainly dealer development, technology, things along those lines. And so basically any areas where there's opportunity for collaboration, that's how the committees and the working groups are structured, which ultimately informed the agenda that is discussed at the national meetings, which in Hyundai's case happened quarterly. Some OEMs will do them every two months, some OEMs will do them every month. But again, it's just an opportunity for representatives from the OEMs leadership team to meet with representatives on behalf of the dealer body and talk about the issues that are of most importance at that time for the brand, the industry, the market, so on and so forth.
然后我们从这里开始，每年和HMA管理层进行四次会议，以及一年中各种联系点的电话会议和分会电话会议。会议主题可以涵盖各种内容，从销售到售后服务，包括零部件和服务、金融、客户体验、经销商发展、技术等各个方面。因此，基本上任何有合作机会的领域，这就是委员会和工作组的结构，最终形成在全国会议上讨论的议程，以现代汽车的情况来看，这种会议每季度举行一次。有些原始设备制造商每两个月开一次会，有些每个月开一次会。但再次强调，这就是原始设备制造商领导团队的代表有机会与代表经销商团体的人员会面，讨论对品牌、行业、市场等最重要的问题的机会。
Does that make sense? Got it. So it does. Now, can you tell us why you flew to LA the over the last couple of days? Like what were you doing there? What was the agenda there?
那样说得通吧？了解了，确实如此。那么，你能告诉我们为什么你在过去的几天飞到洛杉矶吗？你在那里做了什么？你的主要目的是什么？
Yeah, sure. So, you know, it's funny, I was down in Florida in Palm Beach for Brian Pash's modern retail conference the first couple of days of this week. And my wife went down with me, we took a long weekend and right before I left last Friday, I got a call from my primary liaison at Hyundai, who is responsible for coordinating efforts with the dealer council or with the officers of the dealer council, of which I was one as vice chairman now incoming chairman and said, listen, we'd like you to fly out for the LA Auto Show for the debut of the 2024 San Jose and attend the press dinner the night before, and then also get an opportunity to meet with some of the executive management team on Thursday before the festivities really kicked off and earnest. And of course, you know, when the leadership team asks you to meet, you know, I try to drop everything because I believe in the power and the importance of our relationship and of the process. So myself and our outgoing chairman Kevin Riley, we hopped on a plane and flew out and met with the senior leadership team on on on Wednesday, had the dinner, got up the next morning, thought we were going to the press conference and then that's when this announcement about the Amazon partnership was was presented to us shortly before it was made public. So that was how this this thing kind of played out and how I was made aware.
好的，没问题。你知道，这个事实上挺有趣的，我刚在佛罗里达州棕榈滩参加了布莱恩·帕什的现代零售会议，我妻子也陪我去了，我们在那里度过了一个漫长的周末。然后在我上周五离开之前，我接到了来自现代汽车的主联系人的电话，他负责协调与经销商委员会或经销商委员会高层的工作，我是其中一员，现在的副主席即将成为主席，他说，我们希望你能飞往洛杉矶汽车展览会，参加我们2024年圣何塞新款车型的首发，并在前一晚参加记者晚宴，同时也有机会在活动真正开始前的周四与一些执行管理团队进行会面。当然，你知道，每当领导团队邀请我进行会议，我都会尽量抽出时间，因为我深信我们之间的关系和这个流程的重要性。于是我和我们即将离任的主席凯文·莱利一起坐飞机去了洛杉矶，我们在周三与高级领导团队会面，吃了晚餐，第二天早上醒来，以为我们要去参加记者发布会，然后在公开之前不久，关于与亚马逊合作的消息就向我们公布了。所以，这就是事情的经过以及我是怎么得知的。
So you did not know about this until you were already there. No, not not the extent that not the extent that was announced yesterday.
所以你直到已经在那儿的时候才知道这件事。不，至少我并不知道昨天所公布的那种程度的情况。
I think it's important to I think it's important to note that what most people don't realize is that Hyundai has had a relationship, they've had a a partnership, whatever you want to call it with Amazon. I think since 2018 or 2019, I forget how far back it goes. But dealers have had their inventory listed on Amazon's marketplace for several years now. And it's sort of operated similarly to how we do things on the automotive endemic sites, the sites where people would go to shop for a car like cars.com or auto trader or car key ruse, stuff like that. It wasn't identical, but it was very similar in how it was structured. Basically, the inventory is listed and the consumer has an opportunity to reach out to the dealer through the Amazon platform or through a link to the dealer's website and the VDP page, the actual listing page on the dealer's website and start the process of attempting to buy the car if they were so inclined. So the functionality was very similar to what consumers experience on other third party automotive endemic sites, the sites like I mentioned cars.com, auto trader, car gurus, things like that. So that's been around for a while. So Hyundai being in partnership or in a relationship in a strategic alliance, again, however you want to characterize it with Amazon is not new. That is not new news that has been around for several years.
我认为很重要的一点是，大多数人并没有意识到现代汽车与亚马逊已经有了一段关系，他们有一种伙伴关系，或者你想怎么称呼都行。我记得从2018年或2019年开始，我已经忘记具体是哪一年了。但是，经销商已经在亚马逊的市场上列出了他们的存货，这已经有好几年了。并且，其运作方式与我们在汽车原生网站上的做法非常相似，就像人们会去Cars.com、Auto Trader或者Car Key Ruse等网站购车一样。它们并不完全相同，但结构上非常相似。基本上，经销商会在平台上列出存货，消费者可以通过亚马逊平台或者连接到经销商网站的链接，以及经销商网站上的VDP页面，也就是实际的产品列表页面，开始购车流程，如果他们有购车需求的话。因此，其功能与消费者在Cars.com，Auto Trader，Car Gurus等其他第三方汽车原生网站上的体验非常相似。所以，这已经存在了一段时间。现代与亚马逊的伙伴关系，或者说战略联盟，无论你想如何定义它，都不是新鲜事。这个消息已经传了好几年了。
What was news was the announcement that was made yesterday about their enhanced collaboration, their enhanced relationship, which really touched three fronts. Obviously, first and foremost was the announcement that we're talking about today, which is the ability for consumers to purchase cars through Amazon. And I want to elaborate on that more in a moment. But in addition to that, there was an announcement made about Alexa being the voice recognition technology that will be in Hyundai products in the future, which is obviously a very big deal. And then the other one was a a transition, if you will, for Hyundai to utilizing Amazon Web Services for a lot of their cloud computing needs across the entire company. So not necessarily a consumer facing or necessarily even directly dealer facing piece of news, but significant nonetheless. I mean, that's a big deal for them to be migrating their technology platforms to Amazon's cloud. So, and I think that'll ultimately be a good thing.
新闻的主要内容是昨天宣布的他们之间加强合作，加深关系的事情，这主要涉及三个方面。显然，最重要的首当其冲要提的就是我们今天正在讨论的事情，那就是消费者可以通过亚马逊购买汽车。我稍后会详细阐述这个问题。除此之外，还宣布了Alexa将会成为未来现代汽车产品中的语音识别技术，这无疑是一项重大的进展。另一个宣布是现代汽车将会使用亚马逊的云服务来满足他们公司整体的云计算需求。这并不一定直接面向消费者或者经销商，但是无论如何都是很重要的新闻。我的意思是，他们将技术平台迁移到亚马逊的云端，这对他们来说是一件大事。我认为，这将最终带来好处。
But as far as, I'm sorry, go ahead. Yeah, go ahead. No, I was going to say, can you give us a breakdown of each of those sort of one by one? I think what a lot of people are trying to understand is like, what is actually different here? Is this just a big, just PR hype cycle? I think that's the first question. I think there's lots of follow-ups of why is Hyundai working so closely with Amazon on this consumer front? Or is that like a derivative or it's sort of an added bonus for Amazon? It's like, hey, you work with us on the B2B front, we'll work with you on the B2C front. So just give that one, you could break it down for us, and explain each of those different elements on this deal. Because I want to get to the, ultimately, I want to get to the point of like, what does this actually mean, right?
但就我而言，抱歉，你继续。没问题，你继续。我想说的是，你能不能对这些事情一一做个详细说明？我觉得大多数人想明白的是，这里究竟有什么不同？这仅仅是一个大型的公关炒作周期吗？我想这是第一个问题。接下来很多问题都是关于，为什么现代汽车与亚马逊在消费市场上密切合作？或者说，这是否是对亚马逊来说种衍生的或者额外的好处？就像"嘿，你在B2B方面与我们合作，我们就会在B2C方面与你合作"。所以对这些事情，你能不能做个详细的分析，并解释这项协议中的每一个不同的要素？因为我最终想明白的是，这究竟意味着什么，对吧？
Does our friends or whoever in 18 months, are they buying a new Hyundai on Amazon? Is that real or is it not? So the actual functionality of how it's going to work and play out is really going to be ultimately curated, if you will, through the pilot program that's going to transpire over the course of the next 30 days.
我们的朋友们，或者任何人，在18个月后，他们会在亚马逊上购买一辆新的现代汽车吗？这是真的还是假的？所以，它真正的功能性，以及它会如何运作和发展，最终将通过即将在未来30天进行的试点程序来策划，如果你愿意的话。
So over the course of the next 30 days, a select group of dealers, I think the total number is 16 or 18 or something like that, are going to have an opportunity to participate in the pilot, whereby they will have the ability to sell cars to Amazon employees only. So this won't even be a full fledged, full public facing program until after the pilot period, because they need to learn the nuts and bolts and work out the kinks in the partnership that Amazon has formed with a third party company, who in essence is going to serve as the intermediary that will connect the Amazon platform to the digital retailing tools, the certified digital retailing tools, that Hyundai dealers across the country are required to use.
所以在接下来的30天内，一些精选的经销商，我认为总数是16或18个左右，将有机会参与到这个试点项目中，他们将有权只向亚马逊的员工销售汽车。所以在试点周期结束之前，这甚至都不会是一个完全面向公众的项目，因为他们需要学习和理解这个合作项目的基本操作，并解决其中的问题。亚马逊已经和一个第三方公司建立了合作关系，这家公司将起到中介的作用，将亚马逊的平台与全国的现代汽车经销商必须使用的数字化零售工具、认证的数字化零售工具连接起来。
I think there's three or four of them now, Roadster, Taekyon, I think there's one other one, if I'm not mistaken, it might be Gavagoo or a car now or one of the, I think it might be Gavagoo, I can't remember what the other one is, forgive me, but basically Hyundai, like most other OEMs, they have these programs where they require dealerships to use certain technology vendors. And whether those in the dealer space in the dealer world agree with the philosophy and the strategy behind those types of programs, we could probably do an entire show about that alone, their car dealership guide, but that's for another time. The reality of it is, is that they do it to achieve the economies of scale in terms of how their systems integrate with the software tools and technologies that dealers are using to execute processes at retail.
我想现在大概有三四个，Roadster，Taekyon，还有一款我记不太清楚了，可能是Gavagoo，或者车型，我觉得可能是Gavagoo，记不清楚其他的是什么，原谅我。基本上像现代这样的主要原厂们，他们都有这样的计划，要求经销商使用指定的科技供应商。无论经销商圈内的人是否赞同这样的理念和策略，也许我们可以为此单独做一期节目，关于他们的汽车经销商指南，但那是另一回事了。实际上，他们这么做是为了实现规模经济，以便他们的系统能更好地与经销商在零售环节使用的软件工具及科技设备进行整合。
So what Amazon has in essence done is, is they partnered with a third party intermediary that is going to serve as the conduit between the dealers digital retail system and the Amazon platform. So now, in theory, once this all will come to fruition, the customer that finds the vehicle, the, the, the, the in stock vehicle that is on a dealer's lot, but they're finding it on the Amazon.com marketplace or on the Amazon.com platform. Whereas before they would get redirected to the dealership website to start the transaction, they will be able to initiate the transaction on Amazon.com. And in essence, what's going to happen is, the, the, the transaction will happen on Amazon.com, but in the background, it will be happening inside the dealer's digital retail tool.
因此，Amazon实际上做的是，与一个第三方中介合作，该中介将作为经销商数字零售系统和Amazon平台之间的桥梁。所以现在，理论上，一旦所有这些都实现，找到车辆，即库存车辆的顾客，他们会在经销商的停车场上找到它，但他们会在Amazon.com市场或Amazon.com平台上找到它。以前他们会被重定向到经销商网站开始交易，现在他们将能够在Amazon.com上启动交易。实际上，购买过程会在Amazon.com上进行，但在背后，它会在经销商的数字零售工具内进行。
Now with that comes some addict. I think that's a really important point. It is. It is the point you're making is yeah. Keep going. Yeah. This is why this is why I wanted to make sure that I had an opportunity to talk about this because first and foremost, the dealers have the option to participate in this program or not. That's number one. Number two, the dealers set the price. Amazon's not setting the price. Hyundai is not setting the price.
随着这个问题的存在，也带来了一些成瘾性。我认为这是一个非常重要的观点。的确，这就是你要表述的，对吗？请继续。对。这也是我想要确保我有机会讨论这个问题的原因，首先，经销商可以选择是否参与这个项目，这是第一点。第二，定价权在经销商手中，不是亚马逊定的价格，也不是现代汽车定的价格。
Number three, there are some things that in the initial stages are going to need to evolve and get worked out that could actually serve as challenges or hurdles to making this process seamless for the customer. And by that, I mean number one, there is as of, as of this date and they are working on resolving this, but as of this date, there is no mechanism within this process on the Amazon.com platform for a customer to trade in a vehicle. So if you have a car that you want to trade and you have an aspiration to buy a car through from a Hyundai dealer through the Amazon platform, there's no mechanism for you to input your trade information, receive a value, facilitate the pulling of a payoff, all that type of stuff. So that's a big hurdle because as you well know, that's 50 sometimes, 60 sometimes, you know, north of 70% of the transaction.
首先，有一些问题，在初始阶段需要不断发展和解决，这些问题实际上可能成为客户实现无缝交易的挑战或障碍。具体来说，我想指出的第一个问题，截至目前，他们正在努力解决这个问题，但现在，亚马逊平台上还没有机制让客户进行汽车交易。所以，如果你有一辆车想要交易，并想要通过亚马逊平台从现代汽车经销商这里购买一辆车，那么你就没有办法输入你的交易信息，接收价值，完成支付等所有操作。这是一个巨大的障碍，因为正如你所知，这个过程往往占据了交易的50%、60%甚至70%。
So that's a big hurdle that they're going to need to work out. Did they allude to anything? Did they make any references or did anyone ask them about how are you going to handle trade-ins? They didn't have an answer for us at this time. That's still sort of TVD. So that's. Who's running this process? Is there like a lead on this? Is it the CMO?
这是他们需要处理的一个大难题。他们做了任何暗示吗？他们有没有提及或者有人问到他们，你们怎么处理交易呢？他们现在还没有答案。这还在探讨中。那么，谁在主导这个过程？这个过程有个负责人吗？是首席市场官吗？
So the Hyundai marketing team in conjunction with the folks at Amazon have been coordinating on how this partnership is going to be taken to market. And then some of the digital retail people inside Hyundai are working with the intermediary that was selected and the digital retail tools to set this whole thing up and facilitate it. So. But there's a couple other things that I think are important to note here as well.
所以现代汽车的营销团队与亚马逊的团队一起，正在协调这次合作如何推向市场。然后，现代汽车的一些数字零售内部人员正在与被选中的中介，以及数字零售工具合作，来设定和推动这整个项目。此外，我认为还有几件其他的事情需要注意。
So I mentioned the trade. Go ahead. Initially, financing will only be able to be arranged through Hyundai Finance. So, you know, that's problematic because if there are better opportunities for consumers to secure more favorable financing terms through other lending institutions or whatnot or their credit union or whatever, they're not going to be able to take advantage of that through this platform in the initial stages. So financing will be exclusive to Hyundai Finance. So some may view that as a positive, some may view that as not a positive. I do it as a limitation. And, you know, it's important to note.
所以我提到了交易。继续吧。一开始，融资只能通过现代财务公司来安排。你知道，这是个问题，因为如果消费者通过其他贷款机构或者他们的信用联盟等获得更有利的融资条件，他们在这个平台的初始阶段是无法利用这些机会的。所以，融资将只能通过现代财务公司来进行。有些人可能会认为这是件好事，也有些人可能不这么看。我认为这是个限制。这一点很重要，需要注意。
The next important piece is going to be the F&I portion of the transaction. So finance and insurance. So how dealers right now assist customers with arranging for financing and then arranging for the purchase of ancillary protection products like extended service contracts, warranties, tire and wheel protection, things along those lines. Every dealer, whether it's at the state or the federal level, has responsibilities for compliance, for 100% disclosure, things along those lines. It's very important. It's critical to our business. It's an area where no one wants to get into hot water in on. So how that's ultimately going to be handled is also TBE because we, of course, want to be transparent and we want to be compliant. So I'm giving you these scenarios and these exceptions because they are important nuances that are to be determined and yet to be worked out. So I'm going to be interested to see how this plays out and obviously following closely and be doing everything I can to help facilitate a resolution to this that's beneficial to the consumer, the dealer and all parties involved.
下一个重要部分将是交易中的融资与保险(F&I)部分。也就是说，现在汽车经销商如何协助客户安排融资，并安排购买附属保护产品，如延长服务合同、保修、轮胎和轮毂保护等。每个经销商，无论是在州级还是联邦级别，都有遵守法规、100%披露的责任。这是非常重要的，对我们的业务至关重要，没有人希望因此陷入热水。因此，如何最终处理这个问题也还有待确定，因为我们当然希望保持透明，并符合规定。我向你提出这些情景和这些例外，因为它们是待确定的重要细微差别，还有待解决。所以，我会对此表现出关注，并积极跟进，我将尽我所能帮助找到对消费者、汽车经销商和所有参与方都有利的解决方案。
Andrew, first thought is on here, he follows Tesla extremely closely and on just on on X on this platform sharing lots of insights. He has to run in 10 minutes. So I want to give him the opportunity to ask you a couple questions and to share his insight. Sure. So that floors yours.
安德鲁，首先我想在这里说，他非常密切地关注着特斯拉，并且在此平台上分享了大量的见解。他必须在10分钟内离开。所以我想给他一个机会向你提问，并分享他的见解。好的，那么现在舞台就交给你了。
Awesome. Thank you. Thank you. CDG for hosting. Thank you so much, Andrew, for all the awesome information you're sharing. This is super valuable stuff and I'm learning a ton. So I may have missed it because I did join about five to 10 minutes after the space started. But so so the Amazon integration here, it just sounds like it's a sort of like a layer on top of the current the model where the dealership essentially has stopped and then somebody can go on Amazon and use that platform versus saying going to the dealer lot and purchasing a car. It's basically just an additional layer. So can so are the prices fixed? Can the be negotiated? Can you talk about that a little bit?
很棒，谢谢你。非常感谢CDG为我们提供的承办机会，也要特别感谢Andrew分享的所有精彩信息。这些都是非常有价值的内容，我从中学到了很多。可能因为我在讨论开始后的五到十分钟才加入，所以我可能漏掉了一些内容。就像Amazon在这里的整合，听起来好像就是在目前的模式——也就是经销商已经备货，然后消费者可以在Amazon上使用那个平台进行购买，而不是直接去经销商处购买汽车——的基础上添加了一个层。所以，价格是固定的吗？可以进行谈判吗？你能否详细谈谈这个问题？
Yeah, great. I'm glad you brought that up. That was actually one of the other talking points that I was going to try to get to.
是的，非常好。我很高兴你提到了那个问题。那其实正是我接下来要讨论的其中一个要点。
But yeah, so the other thing that's important to note here is that and this is especially important for the non automotive folks that are on the call today to understand that in the in the franchise dealer world, most OEMs have policies that speak to minimum advertised pricing.
但是，这里需要特别注意的又一件事是，这对于今天参与电话之邀的非汽车业人士来说非常重要，他们需要理解在特许经销商行业中，大多数原始设备制造商（OEM）都有关于最低广告定价的政策。
And basically what that means is is they establish rules and guidelines that the owners must follow for when they go out to the marketplace and engage in advertising whether it's online, digital, traditional, whatever you want to call it. There are certain rules and guidelines that stipulate that we can't advertise a price below a car below a certain price.
基本上，这就是说，他们制定了一些规则和指南，车主在外出市场进行广告宣传时，无论是在线的、数字的、传统的，或者你想称呼它为什么，都必须遵循这些规则和指南。有一些特定的规则和指南规定，我们不能将价格广告在低于某一特定价格的车以下。
Okay, the only way for a consumer to realize a price that might be below that would be to engage the dealer in a two way dialogue. Once that happens, then you know, sort of the rules go out the window and dealers are free to sell the car for whatever price they would like to sell the car for and and handle the transaction accordingly.
好的，对消费者来说，唯一可能实现低于此价格的方式就是和经销商进行双向对话。一旦发生这种情况，那么你知道，规则就被打破了，经销商可以自由地以他们想要的价格出售车，并相应地处理交易。
So the way that the Amazon arrangement was presented to us was that dealers that elect to participate in the program and list their inventory online on amazon.com will be subject to MAP pricing guidelines. So it's important to note that while the pricing is not into what's MAP. It's a minimum advertised price, minimum advertised price.
所以，亚马逊的安排方式呈现给我们的是，选择参与此项目并在amazon.com上列出他们库存的经销商将受到MAP定价指南的约束。所以需要注意的是，尽管价格并未达到所谓的MAP。什么是MAP？那就是最低广告价格，最低广告价格。
So dealers will be subject to minimum advertised price guidelines. And so if they elect to participate in the program, that will apply. And the consumer in exchange for the desire to transact in accordance with how they'll be able to transact on amazon.com. That's the price that they will be ultimately transacting at. Again, it won't be set by Amazon. It won't be set by Hyundai, it's set by the individual dealer.
所以，经销商将受到最低广告价格指导的约束。如果他们选择参加这个项目，这个规定就会适用。消费者出于愿意按照他们在amazon.com上的交易方式交易的愿望，这就是他们最终交易的价格。再次强调，这个价格不会由亚马逊定，也不会由现代汽车定，而是由单独的经销商定。
So if the minimum advertised price on on a car is $20,000 and the list price is $25,000, one dealer might want to sell it on Amazon for $24,000, one might want to sell it for $23,000, one might want to sell it for $22,000. But no one can list it on there for less than $20,000. And that's how that works. So that will definitely be part of how this go to market initiative is executed. That's an important note.
所以，如果一辆车的最低广告价格是$20,000，而标价是$25,000，那么可能会有一家经销商想在亚马逊上以$24,000的价格出售，也可能有一家经销商想以$23,000的价格出售，还可能有一家经销商想以$22,000的价格出售。但无论如何，没有人能够以低于$20,000的价格在那里上架。这就是运作方式。所以，这将绝对是这个出口市场计划执行过程中的一部分。这是一个重要的提示。
So the dealer sets the price, they can't go below a floor. And once the person goes online and sees the price and they click buy, that's the price, that's it. So there's literally no negotiation. It's just whatever the dealer sets and the customer agrees to online, that's the price. Is that a great way of, okay, cool. So that's helpful.
所以经销商会设定价格，他们不能将价格设定低于一个最低限度。当顾客上网看到价格并点击购买后，就不能改变价格了。所以，根本就没有讨价还价的空间，顾客在网上看到并同意的价格，就是实际价格。那这种方式好吗，好， 那这挺有帮助的。
And so if I make dealer, if I make dealer that, let's say I'm in Northern North Carolina and I'm a customer that's in New York, would the, and that dealer in North Carolina decides to list the car on Amazon, would the person in New York, would they see that listing?
那么，如果我做了经销商，假设我在北卡罗来纳州北部，我的客户在纽约，如果北卡罗来纳州的经销商决定在亚马逊上列出汽车，那么纽约的人会看到那个列表吗？
It's conceivable that they could come across that listing, depending on how this revised marketplace is constructed and established by Amazon. The consumer might be able to search by proximity to their location. They might be able to search by price, regardless of proximity to their location. They might be able to search by specific vehicle criteria.
根据亚马逊如何构建和建立这个修订的市场，他们有可能会找到那份列表。消费者可能可以根据他们所在位置的接近程度进行搜索。不论离他们的位置多远，他们可能还可以按价格进行搜索。他们可能还可以根据特定的车辆标准进行搜索。
So I'm looking for a particular 2024 Hyundai Tucson SEL with package two in white with tan interior. You know, they could, they could get very specific and granular in terms of what vehicle they're searching for. That's all, that's all TBD. I'm going to be interested to see how that is set up. I have not seen any wireframes or any screenshots of what this new marketplace is going to look like.
所以我正在寻找一辆特定的2024年款现代图森SEL车型，配备二号套餐，颜色是白色，内饰是棕色。你知道，他们可以非常具体且细致地寻找他们要的车辆。这一切都还待确定。我很感兴趣看看这将如何设置。我还没有看到任何关于这个新市场将是什么样子的草图或者屏幕截图。
All we've been made sort of aware of is the process, how it's going to flow, and the fact that dealers will still be in full control of transaction prices, of delivering the car, and of processing the actual transaction behind the scenes via their DRS tool that connects to the Amazon platform through this third-party intermediary.
我们被告知的只是整个流程，包括交易的进行方式，还有一个事实就是，经销商们仍将完全控制交易价格，车辆交付，以及通过其DRS工具在幕后处理实际交易的过程。该DRS工具通过第三方中介将经销商和亚马逊平台连接起来。
So I just want to reiterate those very important points for all of our dealer friends on this call that may have misinterpreted some of the headlines like those that were published on automotive news yesterday, which stated Hyundai will sell vehicles on Amazon in 2024. Completely misleading, it should say how big dealers will sell vehicles on Amazon in 2024.
我想再次强调对于电话中所有可能误解了昨天汽车新闻标题的经销商朋友一些非常重要的点，比如那些标题声称2024年现代汽车将在亚马逊上销售车辆。这完全是误导，其实应该是大型经销商将在2024年在亚马逊上销售车辆。
And that's the important takeaway that I want everybody on the call to have here is that this is still very much a dealer-centric process that will in essence be facilitated by the Amazon.com platform. Gotcha.
我想让在电话里的每个人理解一个重要的要点，那就是这仍然主要是一个以经销商为中心的过程，只不过会通过Amazon.com平台来促进。明白了。
And then one more question if I may. So, you know, when somebody buys on Amazon, everything shows up at the door. And again, I may have missed this. So if I buy, I'm in North Carolina, North Carolina dealer, let's say they're 40 miles away, I place order and buy. Do I have to go pick up the car? Does the car come to me? Dealers will have the option to offer delivery services if they'd like.
那我再多问一个问题，如果可以的话。你知道，当某人在亚马逊购物时，所有东西都会送到门口。关于这一点，我可能有所遗漏。假设我在北卡罗来纳购物，北卡罗来纳的经销商距离我大约40英里，我下单购买。我需要去取这辆车吗？还是说这辆车会送到我家？经销商如果愿意，可以选择提供送货服务。
And of course, just like, you know, I do business right now in Eastern Pennsylvania. But, you know, we deliver cars. I'm from Bethlehem. Yeah, I'm in Allentown. We had Allie. We had Allie Hyundai. Yep, that's where I am here. So, 17 years, I'm in Austin now. But yeah, there you go. Small world. Yeah. So, but yeah, I mean, we have delivery services that we offer our customers, but there are certain thresholds or mileage caps, radiuses, things like that that, you know, we will offer to our clients at no charge. And if we have to go beyond that, then obviously we talk about different delivery fees or things along those lines. But that's free for the dealer to say.
当然，就像，你知道，我现在在宾夕法尼亚东部做生意。但是，你知道，我们做汽车送货。我来自Bethlehem。是的，我在Allentown。我们有Allie，我们有Allie Hyundai。对，我就在这里。所以，我在奥斯汀呆了17年。但是，你看，世界真小。对。所以，但是，我们为我们的客户提供送货服务，但是有一些特定的阈值或里程上限，半径，诸如此类的东西，那么，我们将免费提供给我们的客户。如果我们必须超过那个范围，那么显然我们会讨论不同的送货费用或者类似的东西。但这对汽车经销商来说是免费的。
Andrew, Andrew, I do have a question. Yeah. Did they share with you? I don't know, like, how confidential this is, but did they share anything about like the economics of this? Like, how is this better for consumers? And I mean, Amazon has to make some money here. Did they share anything or that you can tell us?
安德鲁，安德鲁，我有个问题。嗯。他们和你分享了吗？我不知道这是否属于机密，但是他们有没有透露一些关于这种经济影响的信息？比如，这对消费者有什么好处？我意思是，亚马逊肯定在这里也要赚一些钱。他们有没有分享这方面的信息，或是你能不能告诉我们？
So, you know, the economics of it are really this. It seems to me that Amazon has a desire to expand their platform to allow people to shop for cars. And we were told that several other OEMs are going to be getting on board with Amazon here, most likely in the second half of 2024. Okay. So this is not an exclusive arrangement that Hyundai is entering into. Hyundai is just going to be first to market with this relationship.
所以，你知道，其经济层面的考虑其实是这样的。在我看来，亚马逊似乎有意扩大他们的服务平台，让用户可以在上面购买汽车。我们得到消息说，还会有其他几家原设备制造商也计划在2024年下半年左右加入亚马逊的这个计划。所以，这并不是现代汽车正在进行的独家合作。现代汽车只是这项合作关系中的首家上市公司。
And I really think that, you know, if there's a key takeaway on that front here that people should have, it's that, you know, Hyundai is a progressive company. They want people to be able to shop for vehicles where they're most comfortable shopping for vehicles. And at the end of the day, though, they want their dealers servicing the customers. They want their dealers being the people that when, if there's a problem, if if if service is needed, we are the local representation. And it's incumbent upon us to service our mutual clients so that they have a great buying and ownership experience and want to come back and buy more Hyundai's and send their friends in the family room to buy more Hyundai's.
我真的认为，如果说这里有一个关键的信息，那就是现代是一家具有前瞻性的公司。他们希望顾客在最舒适的环境下购车。然而在一天结束的时候，他们希望的是，他们的经销商能够服务顾客。当有问题出现，或者需要服务时，我们是本地的代表。我们有责任服务好我们共有的顾客，以便他们有一个愉快的购买和拥有体验，想要再次购买现代汽车，并向他们的朋友和家人推荐购买现代汽车。
So I don't think there's anything wrong with wanting to have a presence on one of them on the lural on arguably the world's largest e-commerce platform. Just like I think it makes sense for Hyundai to have a presence on the other automotive and dynamic websites like cars.com and car gurus and all these other places. You want to go where the shoppers are where people want to shop where they ultimately want to transact. But it's important to note and to reiterate that the transaction will ultimately be processed and get catered by the dealers, the dealer network, the franchise dealers.
所以，我不认为如果想在全球最大的电商平台之一上建立存在感有任何问题。就像我认为现代汽车在诸如cars.com、car gurus等汽车网站上设立存在感是有道理的。你需要去到顾客集结的地方，那些他们想要购物，最终希望进行交易的地方。但需要强调的是，最后的交易将由经销商、经销商网络、特许经销商处理和服务。
I think one of the thoughts that came to my head was if Amazon has a desire to really tap into the smart game, I don't have any data or stats to back to some. And I can only imagine that the average customer on Amazon is likely making or not spending as much time as they would otherwise spend on an automotive listing site. And it makes me wonder like is the right strategy to offer one OEM at a time, Hyundai, this, that kind of go one at a time where you're not really bringing the most options to the customer versus going out and acquiring a listing site that has, and I've spoken about I'm an investor in cars commerce has other listing sites like there's car gurus and there's other listing sites as well. But like doesn't make more sense to work with one of these listing sites. Assuming that they have more of a captive audience that is already in the market, they're coming to that site because they're clearly in the market to buy a car versus Amazon. It feels like it's not the fact of destination for where I go to if I'm going to buy a car.
我在思考的一个想法是，如果亚马逊真的想进入智能游戏领域，我并没有任何数据或统计来支持这个观点。我只能想象在亚马逊上的普通消费者可能没有花费他们在汽车销售网站上的大部分时间。这让我开始思考是否正确的策略是一次只提供一个OEM，例如现代、这个、那个，一次只关注一个，这样你就无法为顾客提供最多的选项。相比之下，去收购一个已经存在，并且我曾经讨论过我作为投资者的car commerce, 还有其他的汽车销售网站，比如 car gurus等。或许与这些销售网站合作会不会更有意义。假设他们已经有了一个更稳定的受众基础，并且明确在市场上购买汽车，而不是在亚马逊。我感觉这并不是我将要购买汽车时的首选目的地。
Mind you, I don't buy a car every three days. I buy a car once every five, six years. And so what's the thought process behind that? Or, and I'll say one more thing, is it that Amazon has all these other arrows in the quiver with AWS and all these other embedded advantages that they bring to the table. And so it puts Hyundai in this position where like let's just sign up for this because there's other advantages as part of a deal.
别误会，我并不是每三天就买一辆汽车。我大概每五六年才会买一辆。那么，这背后的思考过程是什么呢？或者我再说一件事，那就是亚马逊是否因为拥有AWS和其他众多的内在优势，让他们拥有了更强大的竞争手段。因此，这就把现代汽车置于这样一个位置：我们就参与这个行动吧，因为它作为一个交易的一部分，还有其他的优势待兑现。
Like how do you think about this? I think that Amazon's done a great job diversifying their e-commerce platform. They're in so many different spaces and so many different verticals now. And I mean, whether you look at their forays into prescription drugs and other areas where I mean, I don't know about you, but there's certain aspects of their business that I would have never thought. I mean, they started as an online book retailer. And then their third party marketplace business has evolved so much. I mean, there's a ton of car dealers. I'm sure many of them that are listening in today that are selling parts and accessories on Amazon's platform. And basically, some are even having Amazon fulfill those parts and accessories orders for them. So they're actually shipping parts to Amazon for customers to buy. And then Amazon will fulfill the orders, take their fee and pay the dealers the balance.
你对此怎么看呢？我认为亚马逊在多元化他们的电商平台方面做得非常好。他们参与的业务领域和垂直市场现在非常多。我指的是，无论你是否注意到他们进军处方药等其他领域，他们的业务方向有些甚至让我想象不到。毕竟，亚马逊起步时只是一个在线书店。然后他们的第三方市场业务发展得非常快速。我敢肯定，现在听到这个的许多汽车经销商都在亚马逊平台上销售零部件和配件。有些甚至让亚马逊来完成客户的订单。他们实际上是在向亚马逊发货，供客户购买。然后，亚马逊会完成订单，收取费用，并支付余额给经销商。
You know, I don't do that at my stores. We sell parts on Amazon. We pay them their fee, but we fulfill all the orders. We control the stock. And we are ultimately responsible for the transaction. So, you know, this notion that they would have to go out and make an acquisition of a third party platform in order to begin to build a presence in this vertical. And the automotive, in the new car or the certified pre-owned vehicle vertical, I just don't think that that's their, I don't think they're predisposed to do that. I think they're predisposed to sort of pursue it on their own. I could be wrong about that. That's just my own opinion. But I think, again, this is sort of the opening salvo in how they're in the continued evolution of the auto sales platform. And I think, you know, Hyundai sees the opportunity here to take a leadership position. I agree with that. I think that positions them well to build their brand and to convey to the public that, you know, Hyundai is a progressive company that wants to help people buy cars and transact in any way that they possibly can.
你知道，我在我的商店里就不会做那种事情。我们在亚马逊上销售零件。我们支付他们的费用，但我们处理所有订单。我们控制库存。我们最终负责这笔交易。所以你知道，他们必须去收购第三方平台来开始在汽车这个垂直领域建立影响力，无论是新车还是认证过的二手车，我只是觉得那不是他们的工作，我不认为他们有预备做那件事。我觉得他们倾向于自己来处理这件事。我可能错了，这只是我个人的观点。但我认为，再一次，这只是他们继续发展汽车销售平台的一个开始。我觉得现在，现代汽车看到了这里的机会，想要占据领导地位。我同意这点，我认为这将有利于他们建立品牌，并向公众传递出，现代汽车是一家进步的公司，希望帮助人们以任何可能的方式购买和交易汽车。
But at the end of the day, the transaction is ultimately going to be handled by the 850 plus Hyundai dealers across the United States who do a great job representing this brand, who are fully invested in their communities, in their team members. We have something like 80% of Hyundai facilities are going through their remodel program right now. So this is not your father's Hyundai. This is a completely different company. It's technologically progressive. It's design aesthetic. If anybody saw the release of the all-new Santa Fe yesterday, the truck is fantastic. It's functional. It checks all the boxes. It's just I've had Hyundai. My family's had Hyundai since 1990. We've seen the company go through peaks and valleys, ups and downs like any OEM. But I can tell you right now that this company is on the ascendancy. They are on the verge of being in the same conversation as the likes of Honda and Toyota for all the right reasons. And you just got to look at their actions, not their words. And they're doing things right now. And they've remained committed and steadfast in their commitment to their franchise dealer network. So that's encouraging.
但在一天结束时，这项交易最终还是要由美国全境超过850个现代汽车经销商来处理，他们在代表这个品牌方面做得非常好，他们全身心投入到他们的社区和团队成员中。我们有大约80%的现代设施正在接受他们的改造项目。所以这不再是你父亲的现代汽车，这是一个完全不同的公司。它在技术方面具有前瞻性，设计美学。如果昨天有人看了全新Santa Fe的发布，那么会发现这个车非常棒，它功能出色，它符合所有的需求。我家从1990年开始就有现代汽车，我们看到公司经历了高低起伏，就像任何原始设备制造商一样。但我现在可以告诉你，这家公司正在上升阶段，他们即将与本田和丰田等等同一类型的公司共同在同一件事上席谈。你只需要看看他们的行动，而不是他们的言辞。他们现在正在努力，他们一直坚定不移地致力于他们的特许经销商网络。这是令人鼓舞的。
Andrew, let's take a couple questions from the audience. One second. See, Eddie. If anyone has any questions, just send a request. I can bring you up. And you could ask your question.
安德鲁，我们来回答几个观众的提问。等一下，看，这是埃迪。如果有任何问题，请发出请求，我可以邀请你上来，你就可以提问了。
Eddie, can you hear us? Do you have a question?
Yeah, I have a couple of questions. If you don't mind, thanks for putting this. So I did post a question on here. And I'm not accusing anybody of anything. But could this be the end of my enticing customers with an internet deal? But selling them on something else? I can't say that I completely understand the context of your question. I think that, again, I think it really just boils down to it's another marketplace to present your products. I mean, if you think about it in physical terms, I mean, for years and years and years when I first got into this business, we used to pay to have our cars on display at the local shopping mall during the holiday season so that people could see the latest product. They might be presented with whatever year in sales offer there was. And they may or may not be compelled to drive over the dealership, take a test drive, take a look at the products. And if they walk in intending to pursue the model that they saw on display at the shopping mall, and instead to their right, it's something that they like better, and they end up pursuing that and purchasing that, at the end of the day, they've raised their hand as a shopper, as an entender. And the fact that we had a product on display in a physical marketplace, in this example, the shopping mall, led them to ultimately pursuing the purchase of one of our products. I think that's healthy. I think that's a great way for people to make sure that they are considering all their options. And I don't think there's anything wrong with that. So again, it's just another marketplace that's display products.
埃迪，你能听见我们吗？你有什么问题吗？
是的，我有几个问题。如果你不介意，首先谢谢你们举办这个环节。我在这里提出了一个问题。我并不是指责任何人。但是，这会不会意味着我吸引客户的网络交易的结束，而将他们推向其他的东西？我不能说我完全理解你问题的语境。我觉得，再说一遍，我觉得这其实就是提供另一个展示产品的市场。我 mean，如果你从实体的角度去思考，我 mean，当我刚刚进入这个行业的时候，我们会花钱在当地的购物中心展示我们的汽车，以此让人们能够看到最新的产品。他们可能会得到当年的销售优惠。他们可能会或者可能不会因此被推动去汽车销售地，进行试驾，看一看这些产品。如果他们一进来就打算看他们在购物中心看到的那个车型，而他们却看到他们更喜欢的东西在他们的右边，他们最终选择了那个并购买了，那么在这一天的最后，他们作为顾客举起了手，作为意图购买的人。我们在实体市场上展示产品的事实，在这个例子中是购物中心，引导他们最终去购买我们的产品。我认为这是一种健康的态势。我认为这是一个很好的方式，以确保他们考虑所有的选择。我不认为这有什么问题。所以再说一遍，这只是另一个展示产品的市场。
Can I rephrase my question then?
Sure. So what I'm getting at is, if, let's say I complete where I start the purchase of that car on Amazon, and I logged in with that car, and I get it at that price with that car in inventory, or will I go in there? And they say, you know, that car's already been sold. And then now we have this other car that's more expensive and such. I mean, we've heard about like kind of like the bait and switch tactic to have some dealers and I'm not accusing anybody of anything. But that's kind of where I was getting at.
我能否重新表达我的问题？
当然可以。我想问的是，假设我在亚马逊上开始购买那辆车，用那辆车登录，然后以库存中的那辆车的价格得到它。或者我前往那里然后他们告诉我说，你知道吗，那辆车已经被卖了。然后现在我们有另一辆更贵的车。我的意思是，我们听说过一些经销商有诱饵换货的策略，我并未指责任何人。但这就是我想问的问题。
Yeah. Well, I think I think conceptually, I think in theory, no, that shouldn't happen. Could it happen? Should it happen? You know, could it happen? Yeah, it could happen. But should it happen? Absolutely not. There should be full transparency into availability and into pricing and things along those lines. And even if a consumer does decide to pursue the purchase and then fails to take delivery and decides that they want to back out of the transaction, there's certainly within their rights to do that. You know, there are state laws throughout the country that speak to rights of rescission and things like that. So all that will be into play. It's really no different than the way it is now if you came in and bought the car in the fiscal dealership. Thank you, Eddie. Thanks for your questions.
We just brought up a shot. Do you have a question? That's right. Thanks. Thanks for all the color here. I just had a question on like the FNI process and you mentioned that you will be just Hyundai financial in this case and does Hyundai give the dealer like a flat fee or commission? If it's sold through Hyundai, like does the dealer make any money on the financing like they do at the dealer? And then how do the warranty products attachments work here? Thanks.
是的。好吧，我觉得概念上来说，理论上来说，那不应该发生。可能会发生吗？应该会发生吗？可能会吗？是的，有可能。但是，应不应该发生呢？绝对不应该。应该有完全的透明度，关于产品的可用性，价格等各方面的事情。即使消费者决定购买，然后未能交货并决定他们想要退出交易，他们当然有权这样做。全国各地的州法律都规定了有关撤销权等事项的权利。所有这些都会影响。这实际上与现在的情况没有什么区别，如果你来了并在实体经销商那里购买汽车。谢谢你，Eddie。感谢你的提问。
我们刚刚提出了一个问题。你有问题吗？那就对了。谢谢。感谢所有的信息。我只是关于FNI流程有一个问题，你提到你将只是在这种情况下的现代金融，现代是否给予经销商一个固定的费用或佣金？如果通过现代销售，经销商是否会赚取任何金融方面的钱，就像他们在汽车经销商那样做？然后这里的保修产品附件如何运作？谢谢。
Yeah, so just to clarify and reiterate, the initial stages of this rollout will be exclusive as it relates to FNI will be exclusive to Hyundai Finance. Until such time as the system is built out to handle the offerings from other banks and lending institutions and certainly aftermarket protection product companies. So, but in the context of just looking at it through, you know, HMS Hyundai Motor Finance exclusivity right now, Hyundai will have the exclusive opportunity to offer finance and lease terms to customers as well as protection products like service contracts, warranties, tire and wheel protection, things like that. But from there, how a dealer is compensated or not compensated, it's our understanding, it's the typical relationship. So there are certain fees paid to dealers for arranging financing, things like that. There's obviously a profit margin on protection package sales and things like that. So all of that will will continue. That's very helpful. Thanks for doing this.
是的，为了澄清和重申，这个推出的初始阶段将会是独家的，而它与FNI的关联将只限于现代金融。直到系统建立起来，能够处理来自其他银行和贷款机构以及一些保护产品公司的各种产品。但是，如果只从现代汽车金融的独家性角度来看，现代将有独家机会向客户提供融资和租赁条件，以及像服务合同、保修、轮胎和轮毂保护等保护产品。但从那里，经销商如何获得赔偿或者不获得赔偿，我们理解的是，这是典型的关系。因此，经销商为安排融资而支付了一定的费用，保护套餐销售等方面当然也有一定的利润空间。所以所有这些都将继续。这个解答很有帮助，感谢你的解答。
Thank you, Richard. Hey, Andrew, I do have a quick question on this. Do you not think that this signals or this is like the first step of the OEMs potentially heading down like dealership disintermediation or, you know, cutting out a dealer?
谢谢你，Richard。嘿，Andrew，我对此有一个小问题。你不认为这是汽车原厂商可能开始走向汽车经销商剥离的第一步或者说剔除经销商的信号吗？
I mean, if you think of let's fast forward for a second, five years, 10 years, and let's, you know, of course, we know there's franchise laws, but let's paint this picture for one second where if customers are transacting through Amazon.com, they're financing through the an OEM's lender, captive lender. And by that point, they're selling themselves on the products. Right? Like, does that not threaten the dealership network?
我是说，我们稍微想象一下，再过五年、十年，虽然我们知道有专营权法，但让我们描绘一下这样的情境：如果消费者通过Amazon.com进行交易，通过原装设备制造商的贷款持有者进行融资。到了那个时候，他们可能已经自行对产品进行销售了，对吗？这样的情况，不是对传统汽车经销商网络构成了威胁吗？
What do you, how do you think about that? Well, I think there's two ways you could look at that. I mean, I think I think an academic argument could be made for that, but I just think that once academics go out the window and we start to look at practical realities, I think that there are more reasons than not for them to not go that route and continue to invest in the franchise system.
你怎么看这个问题？好吧，我认为你可以从两个角度来看待这个问题。我认为可以从学术角度为此辩论，但是我认为一旦抛开学术，我们开始考虑实际现实，我觉得有更多的原因让他们不应该走那条路，而应继续投资于连锁加盟系统。
So, you know, franchisees are ambassadors and representatives for these companies in our local markets. We're the face of the company. We are the people that are in the trenches on the ground helping our customers when they have challenges and giving them options to transact, whether it relates to buying a car or servicing a car, doing all that type of stuff.
所以，你知道，加盟商在我们的本地市场上就是这些公司的大使和代表。我们是公司的面孔。我们是在一线，当我们的客户遇到问题时，我们在前线帮助他们，为他们提供交易的选择，无论是涉及购买汽车还是汽车服务，做所有这些类型的事情。
So, you have, there are numerous economic reasons for the preservation of the franchise system, not just the philosophical reasons that I just stated, but do they want to assume that financial responsibility for the real estate? Certainly the inventory argument right now, when that car rolls off the assembly line and gets wholesale to the dealership, the factory is in essence paid for that vehicle.
所以，保留特许经营制度有众多的经济原因，不仅仅是我刚才提到的哲学原因。不过，他们是否愿意承担那份对于房地产的财务责任？现在，当车辆从生产线上滚下并被批发给经销商时，工厂实际上已经为那辆车支付了费用，这也是存货的一个论点。
So, you know, if they're having to retain those vehicles until such time as they are retailed, I think you'd be hard pressed to find a CFO at an OEM right now that would be in favor of tying up that type of cash while cars are, you know, sitting waiting to be sold.
所以，你知道，如果他们必须持有这些车辆，直到它们被零售出去的时候，我想你很难找到一个目前任职于原设备制造商的首席财务官，他会赞成在汽车还在等待出售的时候，绑定那么多现金。
So, there are economic reasons why I think the franchise system makes sense and will continue. There are philosophical reasons that I think I just stated and there are practical reasons. So, I don't think there's, but with all that being said, I think there's opportunity. And again, this is why I believe so strongly in the dealer council process.
所以，我认为特许经营制度合理并将持续存在是有经济原因的。我刚才也谈到，这里面还含有哲学原因和实际原因。因此，尽管已经说了这么多，我认为还是有机会的。再次强调，这就是我为何如此坚信经销商委员会流程的原因。
I do think that there are areas of common ground and opportunities for collaboration where we can align our business processes so that we're delivering on the promise of a better customer experience while preserving the integrity of our business models and the things that make the franchise system the single best delivery mechanism that I think the world has ever seen for retail automotive.
我确实认为我们有一些共同的领域和合作机会，这样我们就可以整合我们的商业流程，以便同时实现提供更好的客户体验的承诺，保护我们的商业模式的完整性以及使加盟系统成为我认为世界上对于零售汽车行业最好的交付机制的那些要素。
Now, maybe I'm a little bit biased, but I think I also have some pretty good factual evidence to fall back on just as much as anything else.
现在，也许我有一些偏见，但我认为我也有一些相当有力的事实证据可以作为依据，这一点与其他任何事情一样重要。
So, there's arguments for both, but I think the franchise system is here to stay. I want to wrap up in 10 minutes and just go through like winners and losers. Like, who wins here? Who loses here? How much? Let's take three more questions and then we'll get to that. Nikhil, Nikhil, you're up.
所以，对于两者都有一些争论，但我认为特许经营制度是会长期存在的。我想在十分钟内做个总结，然后我们再讨论一下赢家和输家。例如，谁会在这里获胜？谁会在这里失败？损失多大？让我们再来三个问题，然后我们就可以开始讨论这个了。Nikhil，Nikhil，该你了。
Thank you. So, thank you for the spaces where informative. So, I have a question for Andrew. Andrew, could you talk more about traditionally a buyer would go to a dealer, a local dealer, perhaps learn through a friend or just like seeing the dealer and just walks into the dealership or perhaps goes online, looks at the inventory and then goes to the dealer, takes a test drive and then make a purchase decision.
谢谢你们，尤其是为我提供了有信息的空间。我现在有个问题想要问Andrew。Andrew，你能否详细解释一下，买家传统上是怎么通过去经销商处，可能是当地的经销商，或许是通过朋友的介绍，或者直接去看经销商的店面，然后走进经销商的店里，或者可能是上网查看库存，然后去经销商处试驾，最后做出购买决定的。
With this new partnership, what are the key benefits from the user perspective or the real customer perspective that the solves? Could you talk a little more about that? And then the second question is, there are multiple different parties in this transaction. There is the Amazon marketplace, there is a customer and there is a seller, manufacturer. How does this help? Each of these different parties, what are the key benefits for them? Thank you.
这个新的合作伙伴关系从用户或实际消费者的角度来看，有哪些主要的好处？解决了哪些问题？你能多聊一点关于这个问题吗？接下来的问题是，在这个交易中有多方参与，包括亚马逊市场、顾客和卖家、制造商。这个合作将如何帮助他们？对于这些不同的参与方，都有哪些主要的好处？谢谢。
Okay, so I'm going to actually answer your second question first. I think it's important to note that this is still a two-party transaction, the customer and the dealer. The Amazon platform is really nothing more than a shopping marketplace that is facilitating the connection.
好的，我会先回答你的第二个问题。我认为应该注意到这仍然是个双方交易，也就是消费者和商家。亚马逊平台实际上仅仅是一个购物市场，它的作用只是促成双方的连接。
They're facilitating the connection by virtue of their existence and then by virtue of the mechanisms that they are employing to connect that customer with our platform here at our dealership with our digital retailing tool.
他们通过其存在以及他们所采用的机制来促进连接，进而将消费者与我们在经销店的平台以及我们的数字零售工具连接起来在它们的生存是为了使连接更易于达成，然后通过它们正在采取的方法将客户与我们在经销商的平台和我们的数字零售工具相连。
So it's really a two-party transaction. The manufacturer is really not party to the actual sales transaction. They were party to the transaction of wholesaling the vehicle to the dealer who in turn will retail it to the customer.
所以这实际上是一个两方交易。制造商并不真正参与实际的销售交易。他们参与的是将车辆批发给经销商的交易，然后经销商将其零售给客户。
So again, it's a two-party transaction. Your other question really revolves around what is the evolution of the shopping process in retail automotive. So forever in a day, the only way to shop was to visit multiple dealerships, go out in a lot, kick tires, do test drives, talk to salespeople, do all that type of stuff. Well, obviously with the advent of the internet, all that change, people can do a lot of the shopping process online now. They can search inventory, they can read reviews, they can look up product specifications, all that type of stuff.
所以再次说明，这是一个两方交易。你的另一个问题主要涉及的是零售汽车行业购物流程的演变。以前，购车的唯一方法就是亲自去多家汽车经销商处，走走停停，踢踢轮胎，试驾，和销售人员交谈，做所有那些事情。然而，显然，随着互联网的出现，所有这些都改变了，人们现在可以在网上完成很多购物过程。他们可以搜索库存，阅读评论，查看产品规格等，所有这些都可以在网上完成。
But when COVID hit, there was a big push into digital retail. The traditional car dealers got to be more like Carvanner and they got to do the transaction 100% online or even Tesla. We got to do it 100% online. Well, I think as COVID obviously began to go by the wayside. This whole notion of an omni-channel retail experience began to become a lot more pervasive. And I think it is the future for how people will shop for vehicles.
但是当新冠疫情爆发时，电子零售业得到了大力推进。传统的汽车经销商开始变得更像Carvanner，他们开始将交易100%转移到在线，甚至像特斯拉那样全程在线操作。嗯，我认为随着新冠疫情明显舒缓，这种全渠道零售体验开始变得更加普遍。我认为这就是人们未来购买车辆的方式。
And for those of you that are on that don't understand what the omni-channel retail concept is, basically it means in short, if a customer wants to transact 100% online, 100% in store for a combination of the two, we're going to have the tools, the technologies, and the processes that enable exactly that to happen. Any one of those three things.
对于你们当中那些不太理解全渠道零售概念的人来说，简单来说，如果一个消费者想要100%在线交易，或者100%在实体店交易，或者两者结合，我们将拥有实现这一目标所需的工具、技术和流程。这三种情况我们都可以应对。
So if you start the shopping process on one of my websites and you decide you want to finish up in the store, we can make that happen. If you want to do it 100% online and have the vehicle delivered to you, we can do that. If you just want to quickly search my inventory to see if I have a car in stock, that you want to buy, you never reach out to one of my sales consultants or one of my call center team members, and you just decide to show up at the dealership and say, I want to buy this car, we can make that happen 100% in person.
所以，如果你在我的网站上开始购物过程，然后决定想在实体店完成购买，我们可以办到。如果你想完全在线操作并且让我们将汽车送到你家，那我们也能办到。如果你只是想快速浏览我的库存，看看我有没有你想买的车，你根本就没有联系我的销售顾问或者呼叫中心的团队成员，你只是决定直接来汽车销售店说，我想买这辆车，我们也能让你完全在实体店里完成购买。
So I think that this is just an extension, this Amazon partnership, is just an extension of what is the future of automotive retail, and that we want to go where the customers want to transact, and we want to deliver the type of experience that they want on their terms from the standpoint of again 100% online, 100% in store, or a combination of the two. Sounds good. Thank you, Andrew.
所以我认为，这个亚马逊的合作项目只是汽车零售未来的延伸，我们想去客户想去的地方交易，我们想要在他们的条件下提供他们想要的体验，无论是完全在线，完全在店内，还是这两者的结合。听起来不错。谢谢你，Andrew。
Just a quick follow up. Does this is this limited to new cars or certified beyond cars, or it could be open to like use cars as well? The Amazon partnership initially is new car exclusive. I believe there are plans to introduce Hyundai certified pre-owned vehicles to the marketplace in the second half of 2024, but that's filled PVD based on how the pilot goes, and how the process of working out the kinks goes, and things like that. Thank you.
只是一个快速的后续问题。这个是只限于新车和认证过的二手车，还是也包括了像旧车之类的？亚马逊的合作项目最初是只针对新车。我认为有计划在2024年的下半年向市场引入认证过的现代二手车，但这主要取决于项目试运行的情况，解决问题的过程等等。谢谢。
All right, two more questions, and we'll get into winners and losers. Let's bring up Benj. Hi, Benj. Hi, thanks. Andrew, I am a current shopper for a new 2024 Elantra, and I actually have deposits down at three separate dealerships, and I have done extensive searches to make sure that I'm at the ones that present the biggest issue for me, which is Markups. How is this product going to disincentivize Markups on new cars, which I think is the current biggest issue for new car buyers?
好的，我们再讨论两个问题，然后我们就来看看赢家和输家。让我们请上Benj。嗨，Benj。嗨，谢谢。Andrew，我正在为买一辆2024款的伊兰特做购物调查，我已经在三家不同的经销商那里交了订金，并且我做了大量的搜索，以确保我选择的经销商是能解决我最头痛的问题，那就是价格标高。这款产品如何能打消新车被标高价格这一现象，因为我认为这是现在新车买家面临的最大问题？
So I don't know as though the platform itself will disincentivize Markups if a dealer is just inclined to mark up the car. If it's going to serve the purpose of disincentivizing, it's because the platform is going to be a repository for all this inventory to reside so that people can shop and compare. And I think, again, it's just another mechanism to promote transparency, and to promote the ability for a customer to compare pricing, compare options, all that type of stuff. Just like one could do right now on a platform like cars.com or an auto trader or one of those online marketplaces that are endemic to the automotive space. So I don't.
所以我不确定这个平台本身会对涨价有所制约，如果一个经销商就是想抬高车价的话。如果这个平台要起到制约的作用，那是因为它会成为所有库存的仓库，让人们能够购物并进行比较。我认为，再次强调，这只是另一种促进透明度的机制，增强消费者比较价格、比较选择的能力，就像现在人们可以在像cars.com或auto trader这样的汽车在线市场上所能做的那样。所以我并不认为这个平台会对标价制度产生影响。
Andrew, let me just add something there. You're basically saying, you're basically saying, by simple virtue of having dealers compete on this global marketplace, the free market will work itself out, and the prices will just align with supply and demand. In theory, yes. And in practice, yes, because, and this is not revolutionary, this already exists, and so many other places around the internet. It's just so happens that now it's going to exist on arguably the largest e-commerce platform in the world. So, again, this is not a new concept. It's not revolutionary. I just think it's more evolutionary to the process of shopping for and purchasing a vehicle as we get into 2024 and beyond. I'm going to appreciate your answer. Thank you very much. Thank you, Benj.
安德鲁，我在这里补充一下。你基本上在说，只要让经销商在这个全球市场中竞争，自由市场自然会调整到合理的状态，价格也将与供求关系相符。从理论上来说，这是对的。在实践中，也是如此，因为这并非什么革新的想法，互联网上的很多其他地方早已存在这样的情况。只是恰好现在这将在可能是全球最大的电子商务平台上实现。再次强调，这并非一个新的概念，也不是革新。我只认为对于我们在2024年及以后购买汽车的过程，这只是更多的演变。我很欣赏你的答案，非常感谢。谢谢你，班杰。
All right. One final question, and then, Andrew, let's wrap up with winners and losers.
好的。最后一个问题，然后，Andrew，我们就总结一下谁是赢家，谁是输家。
Greg Troy. Hey, thank you. Andrew, thanks for clarifying that this isn't exclusive to Hyundai.
格雷格·特洛伊。嘿，谢谢你。安德鲁，感谢你澄清这并不只是现代公司的专属问题。
Two questions. Who do you think is the next one to fall in line behind the Amazon Web Service AI capability? And to the degree that this is evidence of a fear of missing out on the space race into AI inside of cars? Who do you think wins that between Amazon, Google, Alphabet, Apple, Siri, or Tesla?
两个问题：你认为在亚马逊网络服务人工智能能力之后，下一个会跟进的是谁？同时，在这明显的对于错失汽车内部人工智能空间竞赛的担忧中，你认为亚马逊、谷歌、Alphabet、苹果的Siri，还是特斯拉，谁会胜出？
Wow. Two great questions. The first one, who's next? Goodness gracious. Your guess is as good as mine. I don't know. It's tough to say. I really would be just taking a stab in the dark. I don't know. I really don't. So, I'm unfortunately going to have to take a pass on that because I wouldn't want to get in trouble for speculating and being completely off base or whatever, but not that I would get in trouble, but I just think I want to stay away from that one.
哇，两个很棒的问题。第一个，谁是下一个？天啊，你的猜测和我一样好。我真的不知道。这很难说。我真的只能在黑暗中试探。我不知道。我真的不知道。所以，我不幸地必须放弃这个问题，因为我不想因为瞎猜而完全离谱或者造成其他什么问题，虽然我不会因此而陷入麻烦，但我认为我还是想远离这个问题。
And as far as your second question about, you know, in-car voice recognition, AI, infotainment compatibility, it's sort of an all-encompassing term, you know, I think right now Google and Apple are in a fortuitous position to ascend to a position of dominance. Having said that, this Amazon announcement does change things. So, it's really going to be, I think, a race to see who can partner with the most OEMs and collaborate and integrate at a level that drives value for both the OEM car company, the technology company, and ultimately the customer. And I think we're still in a bit of an arms race there to see how that all shakes out. You know, personally, I think Apple's doing some really great things, but I'm really interested to see where Amazon and Hyundai go on this partnership because Hyundai of the brands that I represent, they do an outstanding job with in-car infotainment. I mean, if you look at the JD Power reports and so many of the other reports that speak to Hyundai's leadership position in in-car technology, infotainment, things like that, it's just they tend to make good decisions when it comes to this stuff. So, it's going to be interesting to see what happens.
关于你的第二个问题，即车载语音识别、AI、信息娱乐兼容性，这些都是全方位的话题。我认为，目前 Google 和 Apple 处于一个有利的位置，有望占据主导地位。当然，亚马逊的这次声明确实改变了一些事情。因此，真正的问题将是，看谁能与最多的原始设备制造商(OEMs)建立合作关系，实现真正对汽车公司、科技公司，以及最终的用户都有价值的集成。我认为我们目前仍处在一种竞争态势中，看最后的结果会怎样。个人来说，我认为苹果正在做一些非常出色的事情，但我真的很想看看亚马逊和现代这个合作会怎样发展，因为在我代表的品牌中，现代在车载信息娱乐方面做得非常出色。如果你看一下 JD Power 的报告，和很多其他指出现代在车载科技，信息娱乐等方面处于领导地位的报告，你就会发现，他们在这方面的决策往往是正确的。所以，看到最终的结果将会非常有趣。
Hey, thank you. And I didn't mean to leave out Microsoft. You just to follow up, you think that there's a chip on board similar to what Tesla manufacturers for its vehicles that Amazon will be manufacturing?
嘿，谢谢你。我并不是有意遗漏微软。再次确认一下，你认为亚马逊也会像特斯拉为其车辆制造的那样生产一款类似的芯片吗？
Great question. I don't know the answer that, sir. I'm sorry.
很好的问题。对不起，先生，我不知道答案。
Thank you, Greg. Thank you, Greg.
谢谢你，格雷格。再次感谢你，格雷格。
All right. So, I do want to take one more question, but before that, just a quick note for anyone listening. This is recorded and it's going to be the full podcast, this full live podcast will be uploaded to the CDG podcast. So, if you don't follow, if you don't listen, check it out on any platform, please subscribe so you can get, you never miss an episode, but we will upload this over the next day or two. And so, if you do want to refer back to anything, listen again, it's going to be available.
好的。在最后一个问题之前，我想向所有听众简单说一下，这个现场节目是录制的，完整版将上传到CDG播客。所以，如果你还没有关注，还没有收听，无论在哪个平台，请订阅以便不错过任何一期节目。我们将在接下来的一两天内上传这期节目。因此，如果你想回顾或再次听取这期节目，你将可以在任何时候找到它。
I do want to take one more question actually from Gordon Johnson, who just came up here. So, Gordon, go ahead, please ask your question.
我真的想再接受一个问题，实际上是来自刚刚过来的Gordon Johnson。所以，Gordon，你开始吧，请问你的问题。
Hey, thanks for bringing me up. This is a question for you, car dealership guy and anyone else who may have insights here. I have a close relative who works at a large car dealership in California. And admittedly, it's one dealership, but his commentary to me over the past several months has been that it's been much harder to sell, not just the Tesla cars, but the EV cars overall. And just taking a step back, all the data that we've gleaned thus far, just from Tesla because that's the company we covered, but it's suggesting that thus far in November and even in October, the demand has been far less than expected. So, maybe you already discussed this. If you did, I apologize. I just got on the call, but just wanted your insights into those two dynamics if you're seeing that and or not. Thank you.
嘿，感谢你提问。这是一个问题，可能汽车经销商和其他可能有见解的人可以解答。我有一个亲戚在加利福尼亚的一家大型汽车经销商工作。他过去几个月对我说过，不仅是买特斯拉汽车，而是所有的电动汽车都变得更难销售。再退一步说，我们从特斯拉这家公司获得的所有数据都表明，到目前为止，在十一月甚至十月，需求都远低于预期。或许你们已经讨论过这个问题，如果是这样，我道歉，因为我刚加入电话会议，但我只是想听听你对这两种情况是否存在以及你的看法。谢谢你。
So, we're actually, what we're discussing here is we're sticking to the Amazon and Hyundai announcement about selling cars online. And so, that's been the topic of conversation. With respect to EVs, I did just put out a tweet about this the other day about legacy EVs, day supplies rising. Demand is really significantly cooled. I think Tesla is an exception here, but Tesla also has some levers that legacy manufacturers don't. They have stronger margins and the ability to reduce their pricing to stimulate demand. Needless to say, it is also the preferred EV product in the market. Over 50% market share. There's no doubt about that. Happy to Gordon, I'm happy to discuss this further. I don't think this is the right form right now. I do want to wrap up with Andrew and us stay on topic here, but it is a concerning trend right now. And we have been discussing a lot of it. So, thanks for that.
所以，实际上，我们在这里讨论的是我们坚持亚马逊和现代的公告，即在线销售汽车。这一直是我们的讨论话题。关于电动汽车，我前几天刚在推特上发表了一条关于传统电动汽车日供应量上升的消息。需求真的大幅降低了。我认为特斯拉在这里是一个例外，但特斯拉也有一些传统制造商没有的杠杆。他们有更强的利润率，有能力降低价格以刺激需求。不用说，它也是市场上最受欢迎的电动汽车产品。市场份额超过50%。对此毫无疑问。我很乐意与Gordon进一步讨论这个问题。但我不认为现在是适当的时机。我想以安德鲁和我们的主题结束，但这确实是一个令人担忧的趋势。我们已经讨论了很多。所以，感谢你的参与。
Andrew, let's wrap up winners and losers. So, let's go out three to five years, just place out who actually wins here, who loses here, go.
安德鲁，我们总结一下赢家和输家。让我们向前看三到五年，看看谁是真正的赢家，谁是真正的输家，开始吧。
So, another great question. I think the clear winners are obviously the consumers who have yet another marketplace that they can go and shop and collect information and have everything they need at their fingertips to make an informed decision. I think that's, I just think that makes them a clear winner.
那么，又一个很好的问题。我认为明显的赢家肯定是消费者，因为他们有了又一个可以购物、收集信息的市场，并且他们所需要的一切都在他们的指尖，可以做出明智的决策。我认为，这就是让他们成为明显赢家的原因。
I think an argument could be made that obviously Hyundai is a winner here in assuming a leadership position in terms of this relationship with Amazon. Because again, I think it's indicative of their progressive outlook, their desire to be a leader when it comes to technology, both mechanical technology that propels vehicles, to digital technology that will dictate how we communicate, how we interact, how we process information, and how we go about the process of buying a vehicle, of maintaining a vehicle, and all that type of stuff. So, I see Hyundai as a clear winner here as well.
我认为一个有力的观点是，很明显，现代汽车在与亚马逊的这种关系中处于领导地位，显然是赢家。因为再次，我认为这表明了他们开拓进取的眼光，他们渴望在科技领域成为领导者，无论是推动汽车的机械技术，还是决定我们如何沟通、互动、处理信息，以及我们如何购买汽车，维护汽车等相关事物的数字技术。所以，我也认为现代汽车在这里是明显的赢家。
Losers, I'm sure there's some people out there that think that dealers are losing here. I don't see evidence of that. Not in how this has been presented to me over the course of the last 24 hours and as more details have come out. I think again, not Hyundai, Jose Munoz, Randy Parker, the leadership team there. They've been adamant about their commitment to the franchise system and to their franchise dealer partners. They've not only said it, but they've acted on it. And so, I take them at their word, but also based on their actions. And I think that that that bodes well for dealers and consumers as well.
有些人可能会认为车商在这里是输家，我并未看到这方面的证据。至少在过去24小时之内，随着越来越多的细节逐渐浮出水面，事情并没有朝这个方向发展。我再次强调，我觉得现代汽车，Jose Munoz，Randy Parker，以及他们的领导团队并没有走下坡路。他们始终坚定地致力于经销商系统，并忠诚于他们的经销商伙伴。他们不仅有言在先，而且付诸了行动。因此，我相信他们的话，同时也依据他们的实际行动。我认为这对经销商和消费者来说是一个好兆头。
So, stuff to pick a loser here. I'm not letting you. I'm not letting you. I'm not letting you. I'm not letting you.
所以，选择一个失败者的任务，我不会让你去做。我不会让你去做。我不会让你去做。我不会让你去做。
I was going to say, listen, listen, listen, listen, listen, listen. I got, I think if there if there could be one loser here, it could be one of the other marketplace platforms that is maybe exclusive to automotive. If they could see a dramatic decline in shopper activity on their website. You know, there's a lot of players in the space in that space right now in particular that were that are struggling now that were pretty substantial players back in the day. And, you know, now they're struggling. So, some, but then yet some are thriving. So, I think if there is a loser, it's probably going to be other online marketplaces, particularly those that are automotive exclusive.
我想说的是，你们得听我说，听我说，听我说。如果这里面真的有赢家和输家，输的可能就是其他一些专门面向汽车市场的线上平台。他们的网站上的用户活动可能会大幅降低。你们知道，当前这个领域有很多参与者，有些以前曾经很出色，但现在却在挣扎。当然，也有一些是在蓬勃发展的。因此，如果说有什么可能的输家，我认为可能就是其他线上市场，特别是那些专门面向汽车市场的平台。
Andrew Wright, thank you so much. Thank you. Awesome. Love the impromptu nature. Thanks for coming on. And like I said, you know, we'll get this, we'll get this uploaded to the CDG podcast, if anyone wants to re-listen or share with anyone else. And Andrew, we got to get you on the CDG podcast. I'm sure people would want to listen to that. I love to. There's so much I love about this business. And, you know, I have every, every desire and I always take every opportunity to share what I can because it's the greatest business in the world. And I'm thankful to be a part of it.
安德鲁·赖特，非常感谢你。真的非常感谢你。太棒了。我喜欢这种即兴的自然方式。感谢你的参与。就像我刚才说的，我们会将这个对话上传到CDG播客，如果有人想再听一遍或者分享给其他人的话。而且，安德鲁，我们也得邀请你参加CDG播客。我相信大家会想听你的。我非常愿意。我对这个业务有太多的热爱，而且我有每一个愿望，我总是抓住每一个机会分享我所知道的，因为这是世界上最伟大的商业，我很感激能成为其中的一部分。
I will. I'm in Mexico. I took a little break to do this. Time for me to go eat some some breakfast tacos. So, I'm going to let you go. Enjoy. Thank you. Thanks for everyone for tuning in. And this was awesome. All right. Talk to you soon. Thank you.
我会的。我现在在墨西哥。我刚好休息一会儿来做这件事。现在是时候我去吃一些早餐煎饼了。所以，我得挂了电话。请享受。谢谢。感谢每一位收听的朋友。这次体验很棒。好的，我们近期再聊。再次感谢你。