First Ever Live Q&A with Car Dealership Guy

My name is Doug Miller. I'm the president of Cars, Commerce. I am not the grand reveal today. We have all watched his followers grow exponentially. But who is this person? Is he an executive? Is he an OEM? Is he a dealer? Is he a supplier? Is he an analyst? Car dealership guy? Come on up. It's awesome. It's great to see you. It's really people. Thank you. This is unbelievable. All right. Yosee, I'm not answering this. I'm just going to go behind the screen. Okay. I know there were a lot of rumors that it was going to be a woman or a chatbot or something different. But Yosee, sit down. Let's hear from you. All right. All right.

我叫道格·米勒（Doug Miller）。我是Cars, Commerce的总裁。今天的主角可不是我。我们都见证了他的追随者数量呈指数级增长。但这个人是谁呢？他是高管吗？他是原始设备制造商（OEM）吗？他是经销商吗？他是供应商吗？他是分析师吗？是汽车经销商的人？快上来吧。太棒了。很高兴见到你。真是太棒了。谢谢。简直难以置信。好了。Yosee，我就不回答了。我直接退到屏幕后面去。好吗。我知道有很多传言说可能是一个女性或者一个聊天机器人或者其他一些不同的东西。但是Yosee，请坐下。让我们听听你的意见。好的。好的。

So, so first of all, to all your followers that are here, they now know what you look like. But who are you, Yosee? Like, tell the group, who are you? And a little bit about how you got this thing started.

首先，对于在座的所有粉丝们，现在他们已经知道你长什么样子了。但是Yosee，你是谁？告诉大家，你是谁？同时简单说说你是怎么开始这个事业的。

So, I'm not a fake person behind the eye behind the screen. That's for sure. My quick story is a second generation dealer. Father had immigrant family, had a small pen car, used car lot in Northeast Philadelphia. Grew up in the business, loved the business, or in the go-learned to love the business, wasn't so much into the car's aspect, and really stuck around and grew the business, or focused on growing the business over the years. Long story short, in 2014, I was leading this small-use car lot, and took it from really gross from about 500 or so to 2,000 cars a year of retail. And I got to a point in my life, around 2018, where I said, I feel like there's a lot of opportunity for change in our industry, as we all know, and for a lot of room for improvement, and I felt like what I was doing was not cutting it. And so, in 2018, I did something that was very weird at the time, or because it'll be crazy, but I completely pivoted from a traditional used car dealership to an online auto retailer, 100% online. I went from a family business to a venture-backed, hyper-growth company that we were selling cars 100% online, we owned the cars, we transported them long story short, but raised tens of millions of dollars of capital and whatnot to really build this next-generation company.

所以，我不是一个假借屏幕之眼的虚假人物。这是肯定的。我的简短经历是作为一名二代经销商。父亲是一个移民家庭，在费城东北部拥有一个小型二手车经销场地。我在这个行业中长大，热爱这个行业，或者说从小就学会了去喜爱这个行业，并且一直致力于使该企业扩大或者说专注于其发展。长话短说，在2014年，我带领这个小型二手车经销场地，将其从大约500辆左右开过的车每年零售数扩大到每年约2000辆。到了2018年左右，我觉得我人生中有很多改变的机会，正如我们都知道的那样，车辆行业有很大的改善空间，我觉得我所做的还不够好。所以，在2018年，我做了一件当时非常奇怪的事情，或者说因为这么做太疯狂，但我彻底改变了传统二手车经销业务，转向了100%在线汽车零售商。我从一个家族企业转变成了一家风险投资支持的高速增长公司，我们完全在线销售汽车，我们拥有这些汽车，我们运输它们，简而言之，筹集了数千万美元的资本等等来真正打造这个下一代公司。

In 2021, things were unbelievable, we're valued at the time at over $200 million, we're doing close to $100 million in sales, and within six months, everything turned around. We were pretty much written down to zero, we couldn't acquire inventory, things were not go well, and I found myself for the first time in this car business of life where I said, wow, like, I'm lost, I didn't know what to do, and I needed an escape. And that's what brought me the car dealership back, because I was sitting one night in bed with my wife, and I just needed to do something that was positive and creative, and I created this Twitter account, and it was a hobby, and it was just a joke, it was for fun. And to be here two years later with you, with everyone here, and to know the impact and the scale of car dealership guides, this just feels totally surreal.

2021年的事情令人难以置信，我们当时的价值超过2亿美元，销售额接近1亿美元，在短短六个月内，一切都发生了转变。我们的价值几乎归零，我们无法获得库存，事情进展不顺利，我第一次发现自己在车行业生活中迷失了方向，我不知道该怎么办，我需要一个出口。这就是我回到汽车经销商的原因，因为有一天晚上我和妻子躺在床上，我只是需要做一些积极和有创意的事情，于是我创建了这个Twitter账号，这只是一种爱好，一个玩笑，一种娱乐。而现在能与你和在座的每个人一起，并且知道有关汽车经销商指南的影响和规模，这真的感觉太超现实了。

Well, we're getting some substance here, because people want to know, inquiry mites, want to know, is there a car dealership lady, you mentioned that you were with a wife, so the Abba family wears home?

嗯，我们正在得到一些实质性的东西，因为人们想要知道，询问微妙之处，想要知道，是否有一位汽车经销商女士，你提到你有一个妻子，所以阿巴家庭是住在家里的吗？

Yes, yes, yes, so there's a car dealership lady, she's somewhere here, like, I'm finding her right now with a mauvet. There she is right there, so shout out to car dealership guide lady. She's the real hero. The truth won't even hurt, there is no car dealership guide, because when I put my headphones on and three kids are yelling in the house, it's all of her, but, yes, it's 303, so we're busy. It's based in Philadelphia.

是的，是的，是的，所以有一位汽车经销商的女士，在这附近，我正在用紫红棕色找到她。她就在这儿，所以向汽车经销商指南女士致以敬意。她是真正的英雄。事实甚至不会受伤，因为没有汽车经销商指南，因为当我戴上耳机时，家里有三个孩子在尖叫，这全是她的功劳，但是是的，这是303，所以我们很忙。总部位于费城。

Yeah, well, look, I know I had a chance of meeting your wife and your growing family, and I know one of the reasons we connected a couple years ago is just you were moving the industry faster, and moving us towards technology, which obviously, you know, I'm a student of the game as well, but what I've loved about what you've done is that you've connected all of us in real time. And so, tell us a little about why you wanted to reveal yourself now. I mean, I would think the life of anonymity would be awesome, but, like, why come out now and share who you are, and then I got to follow a question to that.

是的，嗯，看，我知道我有机会见到你的妻子和你的成长中的家庭，我知道我们几年前建立联系的其中一个原因是你更快地推动了行业发展，将我们带向科技。显然，你知道，我也是这个游戏的学生，但我喜欢你所做的是，你实时地将我们所有人连接在一起。那么，告诉我们一点关于你为什么想要现在透露自己的原因。我是说，我觉得匿名生活应该很棒，但是，为什么现在才出来并分享你是谁，然后我还有一个问题要追问。

Sure. So, what I'm dealing with car dealership guide is, I'm democratizing the 20-group, right? What does that mean? Well, if you think about it, car dealership guide used to mean me, and today, car dealership guide is a platform. I have, you know, hundreds, if not some points, you know, I mean, just hundreds of people, dealers, experts in the history, people that are feeding me information, and that is very special, because that allows every single person here to have the same access to information that, you know, someone that may have a lot of money, a little money, a big dealership, a small dealership, someone that may not even be a dealer. And so, I think that's very, very important. And I think that being non-anonymous, right, will unlock the next stage of growth for car dealership guide, from being able to do more for the industry, to connect more dealers, and just to provide more value in transparent ways that truly haven't been done before, because it has been a platform like this.

当然。那么，我所处理的汽车经销商指南是在实现20群（20-Group）的民主化，对吗？这是什么意思呢？ 嗯，如果你仔细思考一下，汽车经销商指南以前就是指的我，而如今，汽车经销商指南成为了一个平台。我认识数百个经销商、历史上的专家，他们向我提供信息，这非常特殊，因为这使得每个人都可以获得同样的信息，不管他们是富有还是贫穷，经营大还是小的经销商，甚至可能根本不是一个经销商。所以，我认为这非常重要。我认为，不再匿名将为汽车经销商指南解锁下一个增长阶段，让我们能够为行业做更多事情，连接更多经销商，并以真正前所未有的透明方式提供更多价值，因为以前从未有过这样的平台。

Well, what about cars, cars, cars, and why you're here? Like, how did you pay, like, I appreciate it thinking I was really like, yes. Yeah, so I have a funny story, you know the story, but, so when I was early on car dealership guide, you were one of the early people that actually followed me. And so Alex reaches out to me, we were talking, and I wanted to have Alex on the podcast, and Alex is like, I'm coming to you. Got on a plane, we met up, we're into dinner, we recorded a podcast, it was amazing. But I think it was, I think the reason that was so impactful was because I felt like we really shared values and the values of connecting dealers with what you're building with cars, with cars, with cars, you should be like, the values of transparency. I thought that was, that was something that was, again, not many people at that point really knew what car dealership we had, or even care. And so that meant a lot. And so I think it was, you know, in a way it's closing the circle, or really just the beginning, but that was, you know, that was really important for me.

那么，关于汽车，汽车和汽车，以及你为什么在这里呢？就是说，你是如何支付的，我很欣赏你的想法，感觉我们真的很有共鸣。 是的，所以我有一个有趣的故事，你知道这个故事，但是，当我在车行指导时，你是最早一个真正关注我的人之一。然后Alex联系了我，我们交谈，我想要在播客节目中邀请Alex，但Alex说，我要来找你。于是他坐了飞机，我们见了面，一起吃了晚餐，录制了一期播客，非常棒。但我认为这样的影响力是因为我觉得我们真正分享了价值观，你在汽车方面所建立的价值观，如透明度。我觉得那真的很重要，因为在那个时候，不多的人真的了解我们的车行，或者关心它。所以这对我来说意义重大。所以我想，以某种方式来说，这是虚线的终点，或者说只是开始，但对我来说真的很重要。

Well, I think, you know, it was an incredible moment because learning about your family business and your humble roots and beginnings, and I think what we share is that, like, we've got an incredible network of dealers that work across the country, and if we can connect to you guys with technology, we don't have to wait for a big event once a year to get together, we can do that in real time, innovate together, and communicate together, and I know your platform's connected so many dealers directly to me as well, that I've enriched new conversations, so I thank you for connecting us as a society because we can move faster together.

嗯，我认为你知道，这是一个令人难以置信的时刻，因为了解到你的家族企业和你的谦逊起源，而我们所共享的是，我们拥有一个令人难以置信的经销商网络，他们遍布全国。如果我们能通过技术与你们连接，我们就不必等到每年一次的大型活动才能聚集在一起，我们可以实时进行创新和交流。我知道你们的平台也直接将许多经销商连接到了我身上，我有了许多新的对话。所以我感谢你们将我们作为一个社会连接在一起，因为我们可以更快地共同前进。

I think, I think for me, like, what you just mentioned, connection, it's, that is part of the ethos of what I'm doing, and I respect, you know, I respect other people that are following that, and, you know, I don't know, it's Brian Kramer's here, I just had him on the podcast. Brian Kramer, he was just on the podcast as well, and we were talking about Accutrating Your Pride, which, you know, he runs, but oop, there he is, what's up, Brian? But anyways, the point is, it's, I think, that is, that is what I believe in, and, you know, being able to bring dealers, being able to bring the industry together in an unfiltered way, I think that's, it's very special.

我认为，对我来说，就像你刚才提到的，联系，就是我所做的一部分，我尊重，你知道的，我尊重那些追随这一理念的其他人，我不知道，布莱恩·克莱默在我这里，我刚刚在播客上邀请了他。布莱恩·克莱默，他也刚刚在播客中谈论了他开展的准确评估您的自豪活动，但是哎呀，他在那里，嘿，布莱恩，你好吗？但无论如何，重点是，我认为这就是我所信仰的，你知道的，能够以无过滤的方式把经销商、把整个行业联系在一起，我认为这非常特别。

So, I know you just launched a job board helping everybody here hire for roles. What's next for a car dealership guy? Where do you go now that you're out in the open and people know how to find you, obviously, through the handle, but what's next?

所以，我知道你刚刚推出了一个工作板，帮助这里的每个人招聘角色。作为一个汽车经销商，接下来是什么？既然你现在公开了，人们显然知道如何找到你，但接下来是什么？

Well, first of all, I mean, you're going to obviously see my face now, so that's pretty fun. I can just, you know, do crazy stuff when I'm recording podcasts. I actually have to look at the camera. No, but seriously, it's, this is really the next stage of growth for what we're going to do in the industry. You mentioned the website, which, by the way, you have dealer and supplier, your team built, which I really appreciate. They did a phenomenal job, so if anyone's here on the team, thank you very much. Seriously, like, check it out, dealers from Guy.com, it looks great. But more importantly, they're looking great. You mentioned my job board, which is, that's one example of what I believe our industry needs. It's more ways to be transparent and connect, dealer to dealer, vendor to vendor. Just people, you know, permissionless way, right, where there's no gatekeeping, and, you know, with the job board as just one example, everyone gets to truly leverage my network, right? Like, hundreds of thousands of followers are captive audience for their benefit. It's free. And so, you know, that's, again, that comes down to values and what I want to do more of. I don't know what I'm going to be doing in a year, two years, three years. I don't know what, you know, tactically, but I do know that it's always going to be rooted in those values. Fantastic. Well, I know you're going to hang out here for a little bit and connect with your, your physical audience, and you'll be back online. I'm certain throughout the show, is there anything that you're looking for here at NEDA or things that you're trying to cover and, and speak about?

首先，我的意思是，你现在显然能看到我的脸，所以这很有趣。当我录制播客时，我可以疯狂地做一些事情。我真的必须看着摄像头。不过，说真的，这确实是我们在行业中要做的下一个增长阶段。你提到了我们团队构建的网站，我非常感激。他们做得非常出色，所以如果有人在这个团队中，非常感谢你们。真的，去看看我的网站dealersfromguy.com，看起来很棒。但更重要的是，人们看起来很棒。你提到了我的招聘板块，这是我认为我们行业需要的一种方式的一个例子。我们需要更多透明和连接的方式，经销商之间、供应商之间互相联系。只是人们以一种无需许可的方式，没有门禁，只是一个例子就是招聘板，每个人都可以真正利用我的网络，数十万名追随者成为他们的受众。而且还是免费的。所以，这再次归结为价值观和我想做更多的事情。我不知道未来一年、两年、三年我会做什么。战略上我不知道，但我知道它始终根植于那些价值观。真棒。我知道你会在这里待一会儿，与你的实体观众互动，并会再次上线。我相信在节目中你都会出现，你在NEDA这里有什么需要或者想要谈论的事情吗？

Well, I will want to say it as a couple of quick things. So, first of all, we will be here. I will be hanging here at 12 to two o'clock. I want to meet every single one of you. So, please, I mean that? For two years, I've been behind the screen, and this is like over from zero to a hundred. It was like, wow. But I really do want to meet because I'm so appreciative that, you know, I, you consume the content if you don't, I hope you will. And then I get to be a small part of everyone's life here. Four, thank yous are really important to me.

好的，我想简短地说几句。首先，我们会在这里。我会在12点到2点期间待在这里。我想见到你们每一个人。所以，请相信我，我是认真的。在过去的两年里，我一直是在屏幕后面，现在仿佛是从零到一百。真是太棒了。但是我真的很想见见你们，因为我非常感激，你们阅读我的内容，如果你们还没有，我希望你们会。然后我会成为你们每个人生活中的一小部分。第四，对我来说，感谢非常重要。

Number one, chorus commerce and the team for putting on a phenomenal unveiling here, which means a lot to me. So, thank you for that.

第一，感谢合唱商务和团队在这里举办如此精彩的揭幕，这对我来说意义重大。所以，非常感谢你们。

Number two, my team. So, believe it or not, Cardio Lushabai has a team, and they're also out here in the crowd, Justin, John, Cole, Noah. I mean, there's many of us here, but they're in the crowd. So, thank you for being the support, the supporting team that helps me and allows me to do everything I do on a weekly basis and create the content that we all see.

第二，我的团队。信不信由你，Cardio Lushabai有一个团队，他们也在这里的人群中，Justin、John、Cole、Noah。我们这里有很多人，但他们就在人群中。我要感谢你们作为支持团队，帮助我完成我每周所做的一切和创造我们所看到的内容。

Number three, my lovely wife, Lee, for, again, this, and I mean it. There would be no Cardio Lushabai without Lee. Zero chance because I would just not be able to do it.

第三，我可爱的妻子李，再次感谢她，我是认真的。没有李就没有"Lushabai"有氧运动，这是百分之零的可能性，因为我无法做到。

And number four to every single person here because at the end of the day, I am only as good as all of you. Again, the content, the information sharing at this point, it really, you know, it comes from the community. And I really am that nucleus where I'm trying to make sense of it, right? Use my experience from having been a small dealer, you know, cleaning cars to be a big dealer, raising lots of capital and blah, blah, blah, and make sense of it in an easy way for the world to understand. So, thank you to everyone. And then at 12 o'clock, we'll have the meet and greet. And one more thing to mention. I'll also be hosting a panel here tomorrow at 11.30 a.m. We'll be talking about, again, one of the topics that was suggested by the audience. And so, I'd love to see you tomorrow as well.

对于这里的每个人来说，我会给你们每个人第四点，因为说到底，我只有你们才能变得更好。再次强调，这里的内容、信息共享，实际上都来自于社区。而我，就是一个核心，试图用自己的经验来理解它们，就如同我曾经从一个小经销商做到变成一个大经销商，筹集了大量资金等等，将它们以一种易于世界理解的方式加以解读。所以，非常感谢大家。另外，12点我们将举行见面会。还有一件事要提到的是，明天上午11点30分我也将在这里主持一个小组讨论会。我们将会讨论的话题也是由听众提议的。所以明天也希望能见到你们。

Well, look, I know I thought Brett Morgan did the best saying who the F is Cardio Lushabai. We're happy that you're now out about here. So, folks, one more hand for Yossi and Cardio Lushabai. Thanks for being here, buddy.

好了，听着，我知道我认为布雷特·摩根说得最好，说"F是谁"是Cardio Lushabai。我们很高兴你现在离开了这里。所以，朋友们，再为Yossi和Cardio Lushabai鼓掌一次。感谢你能来这里，伙计。