How Crushing Automotive Recalls Might Save Lives AND Dealerships | Car Dealership Guy Podcast
发布时间 2024-03-05 10:00:16 来源
I have a lot of peers and 20 groups and dealer friends of mine. They've got 50, 60, 80 service bays. They're half full. Right now. Yeah. And these are dealers that a year ago were booked out five weeks, seven weeks. 100,000 cars are recalled every day in America. What some saw as a major public safety threat, this man saw an incredible business opportunity. And the best part, it's making the streets much safer. Today, I'm speaking with Ryan Mahr, CEO of BusyCar, an automated recall management tool. We discuss how to crush the 70 million automotive recalls on the road today, his journey from infantry officer to chief executive officer, technology fatigue in the car business and much more. Don't forget to click subscribe so you never miss an episode.
我有很多同行和20个团队和经销商朋友。 他们拥有50、60、80个服务区。现在只有一半被使用。 是的。 而这些经销商一年前还需要预约五周、七周的时间。每天在美国有10万辆汽车被召回。 有些人将其视为一个严重的公共安全威胁，但这位男士却看到了一个令人难以置信的商机。 最重要的是，它让街道变得更安全。 今天，我和BusyCar的首席执行官Ryan Mahr一起讨论自动召回管理工具如何应对如今道路上的7000万辆汽车召回，他是如何从步兵军官变成首席执行官的，汽车行业中的技术疲劳等等。 别忘了点击订阅，这样您就不会错过任何一集了。
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 transparent insights into the car market. But before we get into the show, this episode was brought to you by private auto, the first transactional marketplace that enables a safe and secure way to buy and sell vehicles privately. Private Auto provides a self service platform that removes the middleman and uses proprietary banking technology. This allows buyers and sellers to safely complete a private party sale on their own at any time. They've thought of it all identity verification to avoid scams and e-bill of sale to simplify the paperwork, instant transfer of money between buyers and sellers and so much more. Learn more at private auto.com and use code CDG to list your car for free.
大家好，我是汽车经销商的小伙子。你正在收听汽车经销商的播客，这是我努力让你了解汽车市场透明度的努力。但在进入节目之前，本集由Private Auto赞助，这是第一个交易市场，可以安全地买卖私人车辆。Private Auto提供一个自助平台，去除中间人，使用专有银行技术。这使得买家和卖家可以在任何时间安全地自行完成私人交易。他们想到了一切，包括身份验证以避免欺诈，电子销售账单以简化文件工作，买家和卖家之间的即时资金转移等等。了解更多信息，请访问privateauto.com，并使用代码CDG免费上架您的车辆。
This episode is also brought to you by CDK Global. CDK Global has been empowering nearly 15,000 dealers with the tools and technology they need to build deeper relationships with customers. Their team is keenly aware of the state of dealership technology. And while many vendors promise seamless experiences between your CRM, DMS, digital retail and fixed ops, most of these bolt-on solutions tend to break workflows and cause more harm than good. That is why CDK has launched a new dealership experience platform. This new integrated software consists of everything you need to operate a dealership efficiently while delivering an unparalleled experience to your customers. Basically, everything working together, not separate, one system to run your dealership as opposed to 10. CDK developed it with an outside in approach and listening to dealers every step of the way. You can learn more about CDK's dealership experience platform by visiting CDK Global dot com slash DXP or clicking the link in the show notes below.
这一集也由 CDK Global 赞助。CDK Global 已经为近 15,000 家经销商提供了他们需要建立更深层次客户关系的工具和技术。他们的团队非常了解经销店技术的现状。尽管许多供应商承诺在您的客户关系管理系统（CRM）、经销管理系统（DMS）、数字零售和固定运营之间提供无缝体验，但大多数这些附加解决方案往往会破坏工作流程，带来更多坏处。这就是为什么 CDK 推出了新的经销店体验平台。这个新的整合软件包含了您运营经销店所需的一切，同时为客户提供无与伦比的体验。基本上，所有东西都协同工作，而不是分开，一个系统来运营您的经销店，而不是十个。CDK 采用了外部内部的方法开发，一路听取经销商的意见。您可以通过访问 CDK Global 点 com/DXP 或点击以下节目中的链接了解更多关于 CDK 的经销店体验平台。
Lastly, this episode is also brought to you by BusyCar. I'd like to thank BusyCar for coming on as a guest and also supporting this podcast. So you just mentioned that you watch the podcast prior to this. I'm out of curiosity. What's your favorite podcast or which episode did you like the most? I really liked the one with Devin daily last week from Impel. Those guys are doing some pretty cool things. But, you know, as a car dealer, I'm amazed at some of the interviews that you've been able to get the last few weeks and last few months. I love the one with Jim Farley. That was that was wild. We'd love to see you. Wait, are you talking about the live one? Yeah, Twitter spaces. Yeah. Yeah. Yeah. We're trying to get Jim actually to come on. We're trying to get him to come on because some people have actually requested him. And I think we can have a pretty good conversation. So we are working on that. I love to see you get Jose Munoz. He, you know, on the Hyundai side, he's, uh, I've known him a little bit for the last few years, uh, you know, from afar as a, uh, you know, because of his relationship of running these, these car manufacturers. But yeah, you've, you've got some pretty cool guests. Uh, I really liked the one with Devin, you know, seeing where AI is, is, uh, is going and some of the cool stuff in that space. It's nice to see it enter into the automotive industry.
最后，本集节目也由BusyCar赞助。我要感谢BusyCar作为特邀嘉宾并支持这个播客。你刚提到你之前看过这个播客。我很好奇，你最喜欢的播客是哪个，或者你最喜欢哪一集？我上周真的很喜欢那集和Impel的Devin一起的。那些家伙正在做一些很酷的事情。但是，你知道，作为汽车经销商，我对你最近几周和最近几个月能够请到的一些采访感到惊讶。我喜欢那一集和Jim Farley的。那真的太疯狂了。我们希望看到你。等等，你说的是现场那集吗？是的，Twitter空间。是的。是的。我们正在努力邀请Jim来参加。有些人实际上要求他。我认为我们可以进行一次非常好的对话。所以我们正在努力。我很想看你请Jose Munoz。他在现代汽车这边，我已经了解他几年了，因为他经营这些汽车制造商的关系。但是，你请到了一些非常酷的嘉宾。我真的很喜欢那一集和Devin，看到AI的发展方向和在这个领域的一些很酷的东西。看到它进入汽车行业真是太好了。
Yeah. A couple of things there. So Devin daily, I mean, just fascinating entrepreneur. I remember his company when they were just doing, you know, spin car software, like just imaging software for dealers, right? We use them for years ago and his growth and impulse growth has just been astonishing. Uh, how they've, you know, really gone in different directions and, you know, new products and services and whatnot. So that was for me, like a shocker. I was like, wow, you have come a long way. Um, needless to say, I mean, they rebranded at our whole different company.
是的。有几件事。所以Devin是一个非常迷人的企业家。我记得他的公司刚开始只是做汽车翻转软件，为经销商提供影像软件，对吧？几年前我们用过他们，他们的发展和迅速增长令人惊讶。他们的发展方向和推出新产品和服务等方面都让人印象深刻。对我来说，这真是一个惊喜。我觉得他们已经走了很长的路了。不用说，他们重新品牌定位成了一个完全不同的公司。
And then you mentioned Jose. So I mean, I, you know, there's some emails being exchanged right now. I'll keep it at that. Uh, but if, if someone from, you know, team Hyundai is listening to this and they want to put it a little word, we, we welcome it because we want to, we want to get them on sooner rather than later. Uh, next couple of months are going to be great though. There's some incredible people coming on. Um, and what I always like to emphasize is that it's not just, you know, the big of the big, the big executives, the big entrepreneurs, the billionaires.
然后你提到了何塞。所以我的意思是，你知道，现在有一些电子邮件正在交换。就到这里吧。但是如果，如果现在有来自现代团队的人在听这个节目，并想要表达一点看法，我们欢迎，因为我们希望能尽早地让他们上节目。接下来的几个月将会很棒。会有一些令人难以置信的人来参加。我想要强调的是，不仅仅是那些大人物，大企业家，亿万富翁。
It's not just that. There's also, you know, some mom and pop dealers that are bootstrapped have, you know, started from, from nothing and are putting together a really great little operation, sharing their insight from the ground floor. And I think pride in that, because I just think that that is, you know, it's easy to get the kind of drowned out as, you know, the platform scales. I mean, today, you know, we have tens of thousands of monthly listeners and obviously, you know, you want to get like the shiny, like the, the, you know, the big, you know, the big executive, someone, you know, that's done something really crazy and big, but I think it's just as important to bring, you know, the person that is going through, you know, something maybe on a much smaller scale, but that's also very relatable.
不仅仅是这样。还有，你知道的，一些小商贩是自力更生的，他们从零开始，组建了一个非常棒的小型运营，分享他们从基层开始的见解。我为此感到自豪，因为我认为，在平台扩展时，很容易被忽视。我是说，今天，我们每月有数以万计的听众，显然，你想接触到闪闪发光的人物，像是，你知道的那些大佬，已经做了一些很疯狂又很大的事情，但我认为同样重要的是要邀请那些可能在一个更小水平上经历一些事情的人，这样更容易引起共鸣。
And so I think that's the cool part about this platform, because I can do that. And people really appreciate kind of all sides of the platform. So. Well, it's like your story. You come from the small mom and pop. So it's nice to see you get a big microphone now. Yeah. I mean, it's probably, you know, it's probably a little bit of my dad beating into my head, kind of, you know, growing up as a kid, just, you know, kind of stay with your boots on the ground and stay grounded. So it's probably that subconsciously impacting it. But I want to get into that. And I think there's a lot to discuss today with you over here.
所以我觉得这个平台很酷的地方就在于我可以做到这一点。人们真的很欣赏平台的各个方面。就像你的故事一样。你来自一个小家庭经营的店铺。所以看到你现在拥有一个大的麦克风很好。是的。我想，可能是因为小时候父亲不断教导我，要脚踏实地，保持谦卑。也许潜意识中受到了影响。但我想深入探讨这个话题。我觉得今天和你在这里有很多值得讨论的内容。
Love your background and, you know, you've been through some interesting things. So we'll get into it. Start us off about just your growing up in the dealership business, right? For, for those that don't know, you grew up, your family owns prominent dealer group at St. Louis. You know, you grew up in that environment. Tell us a little bit about that. What was that like? Yeah. So we're a third generation auto group, depending on how you, who you ask in the family, fifth, fifth generation family business. You know, we're involved in a company like most card dealers.
爱你的背景，你经历过一些有趣的事情。我们将深入了解一下。先从你在经销商业务中的成长经历开始说起，对于不了解的人来说，你在圣路易斯拥有一家知名的经销商集团。你在这样的环境中成长，能稍微讲讲那是什么感觉吗？是的，我们是一个第三代汽车集团，具体视家庭成员而定也可以算是第五代家族企业。和大多数汽车经销商一样，我们参与了一家公司。
We're involved in a couple of different other industries, out of home media, or, you know, we do multi-family housing. And but those are, those are tough to do when you're 12 years old and when you're a little kid and you want to spend Saturdays with your dad, you, you come out to the car dealership and we would, my brother and I, we, we crawl around that. We have, you know, we were, we were a little bit mischievous as kids and it was always kind of a game. You know, we, we jump in the new cars in the showroom on a Saturday and hopefully not set off one of the car alarms, which would like invariably happen between my brother and I got a younger brother who now is our, is our platform president and general manager. Phenomenal, phenomenal operator.
我们参与了几个不同的行业，户外媒体，或者，你知道的，我们也做多户家庭住宅。但是当你12岁的时候，当你还是个小孩子想和爸爸在周六共度时光，你就来到汽车经销店，我和我的兄弟爬来爬去。我们作为孩子有点调皮，总是玩一些游戏。你知道的，我们在周六会跳进展厅里的新车里，希望不会引发其中某辆车的警报器响起，这种情况几乎每次都会发生在我和我的弟弟之间。我有一个年纪更小的弟弟，现在是我们的平台总裁兼总经理。他是一个了不起的、出色的经营者。
But I'm not just saying this because he's my brother, but I mean, the best car guy I've ever met, just super capable. You know, spend a lot of time at Sewell and, and AutoNation before he came back and worked with the family.
但我并不是因为他是我的兄弟才说这些话，我是认真的，他是我遇见过的最优秀的汽车专家，非常有能力。你知道，他在Sewell和AutoNation花了很多时间，然后才回来和家人一起工作。
But yeah, I grew up washing cars. My dad wanted to make sure we didn't fall into the proverbial SOD, you know, son of dealer type type scenario where, you know, a lot of these general managers and owners, they don't, they don't grow up in the business. You know, they come in, they're looking for a free job.
是的，我是在洗车中长大的。我爸爸想确保我们不会陷入所谓的车商之子类型的境地，你知道，很多这些总经理和老板，他们并不是在这个行业里长大的。你知道，他们进来，只是为了找份轻松的工作。
And when they graduate college and my dad made sure that wasn't the case for us. So we started off three, 15 an hour washing cars. I was about 12 years old. It was a ton of fun. St. Louis in the summer is hot and it's miserable. It, and a lot of humidity. You really appreciate what it takes to, to get a car front line ready and, you know, what the technicians do in the back to to get cars repaired.
当他们大学毕业时，我的爸爸确保我们不会重蹈覆辙。于是我们开始以每小时15美元的工资洗车。那时我大约12岁。洗车的过程非常有趣。圣路易斯的夏天又炎热又难熬，还有很多湿气。你会真正体会到将一辆车准备好交付客户有多么辛苦，以及后面修车技师们的辛勤工作。
And I fell in love with it. Car industry's got so many cool aspects to it. You know, you've got really four businesses in one and you don't see that. I think when you're, when you're a kid, and as you get older and you realize, you know, all of the cool aspects of the, of the car business and ways to make money.
我爱上了它。汽车行业有很多很酷的方面。你知道，你实际上拥有四种业务，而你可能并没有意识到。我觉得，当你还是个孩子，随着你长大，你会意识到汽车业务的所有酷炫方面和赚钱的方式。
And, and also ways to impact the customer. It's amazing. Like there, I can't think of another industry that's like this. Went to school in New England, did that for a couple of years, graduated and then 9 11 and happened and found myself going off into the military, which I think is pretty unique from from the Cartier-Luschapore.
然后，还有影响客户的方法。真是令人惊讶。就像在那里，我想不出还有哪个行业像这样。在新英格兰上学，做了几年，毕业后发生了911事件，发现自己进了军队，我觉得这跟卡地亚路易威登很不一样。
Like, yeah, tell us more about that. I mean, you're, you're involved in a family business at this point, right? Your, your family has this, you know, big dealer group and, you know, suddenly you want to go to the military. Why? Right. What happened? Was it simply, you know, the terrorist acts of 9 11 or what happened? What went off in your brain?
好的，告诉我们更多关于这件事。我的意思是，你现在参与家族生意对吧？你的家族有这个大经销商团体，突然间你想加入军队。为什么？发生了什么？是简单地因为911恐怖袭击吗？是什么激发了你的想法？
Yeah. So, uh, I'm 38. So when I was on 9 11, I was a sophomore in high school. I mean, pretty impactful, horrible thing that happened during, you know, my 400 of years and it, it really changed my outlook on a lot of things.
是的，那么，我今年38岁。所以当我经历了911事件时，我还是高中二年级学生。我意思是，在我的400年生活中发生了一件非常具有影响力和可怕的事情，它真的改变了我对很多事情的看法。
I, I think, you know, we had 15 rooftop, 16 rooftops when I was, when I was a kid between my dad and my uncle, a mix of, you know, luxury brand, super luxury, like Aston Martin and JAG, the mainline brands like, you know, Nissan Hyundai V Dub.
我觉得，你知道的，我们在我小时候有15个屋顶，16个屋顶，我爸爸和我叔叔之间，有着奢侈品牌、超级豪华品牌，像阿斯顿·马丁和捷豹，以及主流品牌，如日产、现代和大众。
Actually funny enough, my, my grandfather, who served in World War II, was, you know, got back after, after the war and got into business with another great St. Louisan. And between the two of them, they were, you know, responsible for the Volkswagen, his tribute ship for the, for the Midwest and really great way for my grandfather to get started.
实际上挺有意思的，我的祖父曾在二战中服役。战后他回来后和另一位伟大的圣路易斯人合作做生意。两人合作创办了大众汽车在中西部的代理商，这对于我的祖父来说是一个很好的起步。
And, and that led to him, you know, purchasing his first, you know, cardio ship and eventually really growing it. And my uncle and my dad are, they were great operators. You know, my dad's still involved, my uncle not involved in car business anymore.
然后，这导致他购买了他的第一艘有氧船，最终真的发展壮大。我的叔叔和爸爸都是很棒的经营者。我爸爸还在继续参与，我叔叔不再从事汽车行业了。
But, you know, it was a, it was a great place for them to, to kind of learn in the late 70s and early 80s. But I always remembered, you know, I, I go over to my grandparents house when I was a kid and I'd see these, these photos of, you know, my grandfather, he was an engineer.
但是你知道，那是他们在70年代末和80年代初学习的好地方。我总是记得，小时候我去祖父母家，看到祖父的照片，他是一名工程师。
He worked on the, the turrets on the B 29 bombers. He took a policy me, University of Texas to do that. I mean, that's what she did back then. And he, I would see those photos and I'd hear the stories and I never really contemplated myself joining the military.
他在B-29轰炸机上负责炮塔的工作。为了做这份工作，他接受了德克萨斯大学的培训。当时就是这样的。我看着那些照片，听着那些故事，从来没有想过自己会加入军队。
I thought I, you know, join the car business, right? And I still remember having that conversation with my parents being like, hey, I think I'm going to, I'm going to join the military and I'm just kind of being like, what are you talking about?
我当时想，你懂的，加入汽车行业，对吧？我仍然记得和父母谈话，告诉他们我打算加入军队，他们当时有些不解，问我在说什么。
And, you know, Iraq was raging and, you know, Afghanistan was still going on. And so yeah, I, I felt the calling. I just, I think that there is a, you know, we live in a great country and I just think there's a, this sense of duty or service that's maybe missing from, from our generation.
而且，你知道，伊拉克正在激烈战斗，阿富汗也在持续进行。所以是的，我感到了召唤。我觉得我们生活在一个伟大的国家，我认为我们这一代可能缺少一种责任感或服务精神。
I felt very strongly that I needed to go do something. So I, you know, I went to Oxford candidate school, which is, which is brutal, not fun. I joined the Marine Corps and also in the Marine Corps.
我非常强烈地感到我需要去做点什么。所以，你懂得，我去了牛津的候选学校，那里非常严格，不好玩。我加入了海军陆战队，也在海军陆战队里工作。
And that was absolutely the best decision I could have ever made as a, as a, you know, 22 year old kid. Why do you say it was the best decision?
那绝对是我作为一个22岁小孩能做出的最好的决定。为什么你说这是最好的决定呢？
Yeah. So I didn't know a whole lot about the military. You know, I was, I was interning. I'd heard some stories, you know, my uncle, I had, you know, one of the car businesses was a Huey pilot in Vietnam, but he never talked about it.
是的，我对军队并不是很了解。我当时在实习，听过一些故事，比如我叔叔是越南的一名休伊直升机飞行员，但他从来不谈论这些经历。
My grandfather, a little bit of service in World War II, but, you know, not frontline. I mean, he was, he was working for the Army Air Corps at the time. He has an engineer. And so I didn't really have the, I mean, other than, you know, watching movies as a kid, Chuck Norris or under siege or some of these, some of these other things.
我祖父在二战中做了一点点服务，但不是在前线。我是说，当时他是在陆军航空队工作的工程师。除了小时候看Chuck Norris或《围困》等电影外，我并没有真正了解过战争。
I, I didn't know a lot about it. And it was a rude awakening. I mean, total, you know, the Marine Corps is completely based on meritocracy. They do not care that, you know, your dad's got a car dealership in the middle. That means nothing. And, you know, your, your reputation is everything. And there's just so many core values that, that get in, you know, instilled in you. And, you know, I, I think the Marine Corps is the best service out of all of them, definitely the hardest. And that was a, a really tough awakening. A lot of like early lessons learned of what right and wrong looks like. I'll give you a, I'll give you a short story here. Um, so I remember, you know, going, uh, your second lieutenant, so I'd, I'd been in the Marine Corps about a year. I was an infantry officer. So I had a platoon, 44 guys.
我，并不是很了解这些。这是一个粗鲁的觉醒。我想说，整个海军陆战队完全基于优胜劣汰。他们不在乎，你知道，你爸爸在中间有一个汽车经销商。那毫无意义。你的声誉才重要。有很多核心价值观被灌输给你。我认为海军陆战队是所有服役中最好的，绝对是最困难的。那是一个很艰难的觉醒。很多早期的教训是关于对错是什么样子的。我给你讲一个简短的故事。我记得，你知道，成为一个二尉，所以我当时已经在海军陆战队待了一年。我是一个步兵军官。所以我有一个排，44个人。
And, um, I just remember being like, okay, I know what I'm doing. I've been trained. I've been, you know, they put you through a lot of training, very rigorous environment. The one thing that I didn't want to do was, was make a mistake or screw up. And, you know, you're pretty 22. You got some swagger, you know, it's a tough environment. You physically fit your, your, your tactically competent. And man, I got lost on a, on a patrol one dime. And it was absolutely the most humbling experience ever. Cause you're every, it happens to every second lieutenant. You, you invariably, you do something stupid, right?
嗯，我记得当时就觉得，好的，我知道我在做什么。我接受过培训。他们训练得很严格。我想做的唯一一件事就是不想犯错或搞砸。你知道，你年纪轻轻就22岁。你有一些自信，你知道，这是一个艰难的环境。你身体健康，你战术娴熟。但是，有一次我在巡逻中迷路了。那绝对是我经历过的最令人羞辱的经历。因为每个二尉都会经历这种情况，你总会不可避免地做些蠢事，对吧？
You, you read the wrong direction on your map or your compass or whatever. And you just, you totally punt. I mean, you really, you screw up in front of a lot of guys that are, are counting on you. Cause if you make a mistake, you know, the, the, the consequences are severe. You know, you're, this isn't like, oh, you had a bad Saturday in the car business. This is, you know, people's lives are at stake. I got lost. And I, I just remember, you know, my platoon sergeant who great guy, uh, Staff Sergeant Joe Medina.
你，你在地图上或指南针或其他什么上读错了方向。你完全搞砸了。我是说，你真的，在很多指望着你的家伙面前搞砸了。因为如果你犯错，后果是严重的。你知道，这不像汽车业里周六做得不好那样简单。这关系到人们的生命。我迷路了。我记得我的排长，一个很棒的家伙，中士乔·梅迪纳。
And, um, you know, it's kind of like the right hand man of the, of the, uh, platoon commander. And he kind of sits me down and I think he's going to give me this, you know, whisper sweet nothings in my ear and tell me it's going to be okay. And he's like, you know, very direct. You screw this up again. You're going to get somebody killed. So I'm not going to let that happen. And I just kind of remember like, Oh my God, like, this is, this is super serious. And it just makes you, you know, at a young age, you realize you better know what you're doing. And I've carried that with me. I mean, I think about that story almost every day. Um, you know, after I served in Afghanistan and you just, you, you need to, you got to know what's going on. And so now I apply these lessons to everything I do in my life. And it's just a, it's a very different, you know, very different, uh, background than I think most people in the, in the auto industry. And tell me what, what was it like when you were finally coming back from deployment, right?
然后，你知道，他有点像是排长的得力助手。他让我坐下来，我以为他要跟我说一些安慰的话，告诉我一切都会好起来。但事实上，他非常直接。他说，你再搞砸这件事，就会有人丧命。我不能让这种事情发生。我记得当时我惊叹不已，这真的事情非常严重。这让我在年轻的时候意识到，你最好知道自己在做什么。这个经历一直伴随着我。我觉得几乎每天都有人提到这个故事。在我在阿富汗服役之后，我意识到你必须知道周围发生了什么。所以现在我把这些教训应用到我生活中的所有事情上。这与汽车行业中的大多数人是非常不同的背景。告诉我，当你最终从部署中回来时，你是什么感受？
And you're getting back to, you know, quote unquote normal life. Right. What was that transition like for you? Right. And, and because I want to, I want you to take us all the way through today, right? And launching busy car, what you're currently doing. So just tell us a little bit about that transition back. So I, uh, I commissioned in 2007, I got out on 2012. So, you know, we did, uh, I did a tour in Afghanistan. I did a tour off the Horn of North Africa. Um, we did humanitarian assistance on Haiti after the 2010 earthquake. So I got to kind of see a lot of different aspects of what you can do in the Marine Corps.
你开始逐渐恢复，重新过起所谓的“正常生活”。对吧。对你来说，这个过渡是怎样的？对啊。我想让你从一开始一直讲到现在，对吧？以及你目前正在做的Busy Car的启动。所以，告诉我们一点关于你回归的过程。我在2007年入伍，2012年退伍。所以，你知道，我在阿富汗进行了一次任务，然后在非洲北部的角角上进行了一次任务。在2010年海地地震后，我们进行了人道主义援助。所以我得到了看到美国海军陆战队不同方面工作的机会。
It's not always, you know, combat experiences. There's a lot of other stuff that we did. I was wondering, do I want to make the a career out of the Marine Corps? I, I felt, you know, my family wanted me home. Obviously it was always an option to come back and, and work in the family business. Um, but I didn't feel like I had to do it. So I just remember I was talking to, uh, talking to my dad on a, on a satellite phone and, uh, he's like, so, you know, what do you want to do, son? Uh, this is, you know, like 2011 in Afghanistan.
并不总是战斗经历。我们做了很多其他事情。我在想，我想要把美国海军陆战队作为职业吗？我感觉，家人想让我回家。显然，随时可以选择回来，在家族企业工作。但我不觉得非得这样做。我记得我正在和爸爸通过卫星电话交谈，他问我，你想要做什么，孩子？这是2011年在阿富汗。
And I said, you know, I, I think I'd like to come back and explore, you know, what a, what a career would be like in the, in the auto industry. So I, okay, well, you don't know anything about it. So what are you going to do? So, you know, I, I'd grown up washing cars. I, I didn't, I didn't know anything about the car business. Not for real, you know, and I had, I had some great leadership lessons from the Marine Corps, how to take care of people. Um, you know, and it's, it's really, there's a great quote. Um, I don't know if it is an hour or patent or somebody, but, uh, amateur's talk tactics professionals talk logistics.
我说，我想回来探索一下，在汽车行业从事职业会是什么样子。所以我说，哦，你什么都不了解，那你打算怎么办？我小时候帮人洗车长大，但我对汽车行业一无所知，真的，而且我从海军陆战队学到了一些很棒的领导课程，如何照顾人。有一句很棒的引用，我不知道是谁说的，是阿尔托贝尔还是巴顿，但是业余者谈策略，专业者谈后勤。
And, um, you know, that's kind of like saying this, how important the support function is. So in the car business, we're super front end focus. We're very focused on selling cars, but there's so many other people in this, in this industry that are critical to its success, namely on the, on the service side, the technicians, the, uh, the people that make the car safe. And so I, I told my dad, I said, Hey, I think I want to focus on that. I think I want to focus on, um, you know, the technician side, the service side. So great. Why don't you, you know, take a year, get your MBA, learn, you know, take a little, you know, combat's tough. You kind of come back from that and having a little bit of transition time is helpful. You know, I was going to get married and a couple other things, just, you know, life milestones. And it was, um, it was good. I'm really glad we did that. So I ended up doing a, an MBA program and, you know, did a little, uh, you know, got to intern and do some other stuff. And then eventually made my, my way back, uh, to the, to the car business.
嗯，你知道的，这有点像在说，支持功能有多么重要。在汽车行业中，我们非常注重前端。我们非常专注于销售汽车，但在这个行业里还有很多其他关键人员对其成功至关重要，具体来说是在服务方面的人员，技术人员，那些确保汽车安全的人。所以我告诉我爸爸，我说，嘿，我想专注于那个方面。我想专注于技术人员，服务行业。他说，很好。为什么不花一年时间，拿到MBA学位，学一些新知识呢？过渡时间是有用的。我正要结婚，还有其他一些人生里程碑，它很好。我真的很高兴我们这样做了。最终我参加了一个MBA项目，做了一些实习和其他事情，最后回到了汽车行业。
This episode has brought you by my very own car dealership guy, industry job board. I hear it every day, CDG, why aren't you charging money for this? My answer, because I can see the jobs.com, my industry job board connecting the best talent and automotive with the best companies will remain absolutely free for CDG listeners to post and fill available roles at their companies. This free job board is for anyone in automotive vendors, dealers, lenders, manufacturers, auto tech, everyone already over a hundred companies have posted open positions, including lithium motors, recurrent credit acceptance, Vero's credit, cars, commerce, shift digital, plug, full path, Westlake trade pending, you get the point. The best part is that when these companies hire through CDG jobs.com, they are hiring the most informed candidates in the marketplace. So don't hesitate. You can add your open roles today by visiting CDG jobs.com or clicking the link in the show notes below that CDG jobs.com. So tell me, and tell me how you got into, you know, tech entrepreneurship.
这一集是由我的私人汽车经销商Guy和行业招聘网站赞助的。每天我都听到人们问，CDG，你为什么不收费呢？我的回答是，因为我可以看到jobs.com，我的行业招聘网站，连接最优秀的人才和最好的汽车公司将始终对CDG的听众免费发布和填补空缺职位。这个免费的招聘网站适用于汽车供应商、经销商、贷款人、制造商、汽车技术人员等，已经有超过一百家公司发布了空缺职位，包括锂电动力、重复信贷接受、Vero信用、汽车商务、数字转变、插头、全路径、Westlake贸易等等，你明白我的意思了。最棒的是，当这些公司通过CDG jobs.com招聘员工时，他们正在雇佣市场上最了解行情的候选人。所以不要犹豫，您可以通过访问CDG jobs.com或点击下方节目注释中的链接将您的空缺职位添加到今天。告诉我，您是如何涉足技术创业的呢？
Right. I mean, it feels like you had no exposure to that. I mean, you had clearly exposure to entrepreneurship, but where did tech come into play? And you know, your current company, busy car, which I want to get into, what, what you currently do, the problem you're solving. By the way, love your, love your marketing. Really curious to know who's the marketing, marketing brains behind all that. But, but I suspect you have some good involvement there. But anyway, so like what brought you into tech entrepreneurship? Why did you launch busy car?
对，我的意思是，看起来你并没有接触过那方面。我的意思是，你显然接触过创业，但是科技是怎么介入的呢？而且，说说你目前的公司busy car，我想了解一下你目前的工作内容，你正在解决的问题。顺便说一下，我很喜欢你们的营销方式。真的很好奇，是谁在背后策划的营销方案。但是，我猜想你在其中有一些很好的参与。总之，是什么让你步入科技创业？你为什么创办了busy car呢？
Yeah. So one of the lessons learned in the Marine Corps is, you know, it's not all, it's not all, you know, going out and, and, you know, patrolling through, you know, the mud flats of Afghanistan, right? 90% of your job is an officer. Believe it or not, is, is solving fairly bureaucratic problems. So how do I feed my Marines? How do I, how do I get them promoted? And, you know, they got problems back home. How do I, how do I help them with their family? So you're spending a lot of time really as a leader solving, solving problems. And you're in a giant believer in that bureaucracy. You got there's 200,000 Marines. And then there's just like millions of people that are, that are in the department of defense. So I found myself, you know, kind of taking this, this, like infantry officer mindset to like solve problems. And I would solve one problem and solve another problem. And it's just, it's about, you know, breaking through barriers and, and solving problems on a daily basis.
是的。在海军陆战队学到的一课是，你知道，不都是像在阿富汗的泥潭中巡逻那样。作为一个军官，你90%的工作实际上是解决相当官僚化的问题。比如，我要怎么给我的士兵们提供食物？怎么让他们得到晋升？而且，他们家里也有问题。我要怎么帮助他们和家人相处？所以，作为领导者，你会花很多时间解决问题。你在一个庞大的官僚体系中，有20万名海军陆战队员，还有数以百万计的国防部工作人员。我发现自己以步兵军官的思维方式解决问题。我解决一个问题，又解决下一个问题。这就是突破障碍，每天解决问题的过程。
And so when I, I got back from the Marine Corps and, you know, fast forward a couple of years, my brother and I were sitting in a, in a conference room on Saturday. And we got this email from a car manufacturer. I think I'll leave it nameless on who it was. We got this email saying, Hey, you've got 42 customers that are in your primary market area. Every car dealer has like a defined area throughout the US. And they said you have these 42 recalls. You got to go, you got to go fix them. And it was just, it was just a tough email to get on Saturday. You know, my brother and I just bought lunch for everybody. We're sitting in one of our conference rooms and he's like, yeah, it's a huge pain point. You know, my brother, it's like Mr. Cardiola, you know, you know, he fits the mold to a team. He's got the, you know, the shoes and the fancy watch. And, you know, he's a phenomenal salesman, great leader, great GM. And I'd be like, Hey, if you want to do this on your, you know, on your off time, knock yourself out, recall sucks, right? Like it's just a, it's something that you have to do as a dealer.
因此，当我从海军陆战队回来的时候，你知道，再快进几年，我和我哥哥坐在一个星期六的会议室里。我们收到了一个汽车制造商的电子邮件，我想我应该不透露是谁发的。他们说：“嘿，你们的主要市场区域有42名客户。每个汽车经销商在美国都有一个确定的区域。他们说你们有这42个召回。你们必须去，你们必须去修复它们。”这封邮件在星期六收到真的很艰难。我和我哥哥刚刚为大家买了午餐。当时我们坐在一个会议室里，他说：“是的，这真的是一个巨大的痛点。”你知道，我哥哥就像是一个名副其实的销售专家，很出色的领导者，很棒的总经理。我会说：“嘿，如果你想在你的空闲时间里做这事，那就请自便吧，召回这活真糟糕，对吧？这只是作为一个经销商必须做的事情。”
This is like four years ago now. So we got the email and it was just a list of the numbers that, that had, you know, customers had a recall. We had no way of contacting them. We had no way of reaching out to them, no name, nothing. And just on a whim, totally, like totally random. I went to auto trader and I said, okay, can you find me? I don't know. I'll make it up used Nissan's and, you know, in my backyard. So you set the little radius to 10 miles or 25 miles. And, and that, believe it or not, that's, that's how busy car was born is identifying vehicles that, that had recalls, you know, throughout our, throughout our, our backyard, so to speak. And 60 days later, COVID hit. So it was just this massive, like once in a generation thing that happened. And here we are trying to, you know, we were just messing around with this, like recall thing and everybody, everybody was shutting down.
这大概是四年前的事了。我们收到了一封电子邮件，里面只是列出了一些数字，显示有顾客需要召回。我们没有联系他们的方式，也没办法接触他们，没有名字，什么也没有。就凭直觉，完全是随意的。我去了汽车交易所，说，可以帮我找到吗？我不知道，我随便找了些二手尼桑，在我家附近。所以我设置了半径为10英里或25英里。信不信由你，这就是繁忙汽车的诞生之处，识别出在我们“后院”里有召回的车辆。60天后，COVID来了。这是一次巨大的，一生一次的事件。我们只是在玩弄这个召回的东西，但所有人都关闭了。
You know, dealers were looking at laying off technicians. We were, you know, we were, we weren't selling any cars. I mean, no, we were locked down. I mean, it was really bad. And I was like, there's no way we can let these technicians go finding technicians in the car business is like the, I mean, it's like chasing unicorns. They are really hard to, to find. And I said, there's just no way we can, we can do this. And we were in a really fortunate position. You know, my, my dad made sure, I mean, we had a, we have a, as a family, as a, as a cardiovascular group, we had a, you know, strong balance sheet. We were able to kind of weather the storm, but we didn't know how long this thing was going to last. And so we started going to use car lots and finding vehicles with recalls and repairing them. And it worked, man. It's just like, I'd like to say that I had like a crystal ball and this was all part of some grand fan fantasy. It was, to be honest with you, it was luck and timing and solve one problem.
你知道，经销商们原本考虑裁员技术人员。我们当时，你知道，我们根本没有销售任何车辆。我是说，不，我们被封锁了。我是说，情况真的很糟糕。我就觉得，我们绝对不能让这些技术人员离开。在汽车行业找到技术人员就像，我是说，就像追逐独角兽一样，真的很难找到。我说，我们绝对不能这样做。我们当时处在一个非常幸运的位置。你知道，我爸爸确保我们，我是说，我们作为一个家庭、一个心血管团队，我们拥有强劲的资产负债表。我们能够度过这场风暴，但我们不知道这件事会持续多久。于是，我们开始去二手车场找有召回问题的车辆然后修复。这样做起作用了，伙计。我想说我拥有一个水晶球，这一切都是某种宏伟幻想的一部分。但实话说，这只是运气和时机，解决了一个问题。
Okay. Solve another. I mean, my dad's like, there's no way this used car dealers going to let you take one of their cars. So I just picked a phone and called. I mean, so many entrepreneurs are, are just afraid to pick up the phone. You know, they, people have ideas for businesses. They have, they have ideas to do it. You got to, you got to have that personality where you just are like, all right, well, I'm going to, I'm going to try it. Pick up the phone, call the dealer. I was nervous, right? Like maybe he's going to say no. So what? All right. So that's known to me. I get told no all the time. We started making money in our first month. We made $40,000. And just to be clear, this was from recall work that you just went out, found and you brought that business to get it done. Totally.
好的。解决另一个问题。我的意思是，我爸爸说，二手车经销商不可能让你随便拿走他们的车。所以我就拿起电话打了过去。我的意思是，有很多创业者害怕拿起电话。你知道的，他们有开办企业的想法。他们有做这件事的想法。你必须有那种敢于尝试的性格。拿起电话，给经销商打电话。我很紧张，也许他会说不。那又怎样？我一直被告知不行。我们第一个月就开始赚钱。我们赚了4万美元。清楚一点，这些是通过找到回收工作，然后把这项业务引入并完成的。完全是这样。
Yeah. Use finding, finding cars with recalls on, on other dealers. Lots. So we, we called it, you know, business to business B2B recalls. The true, the true definition of dialing for dollars, dialing for dollars. That, that was it, man. Like it was, it was like, oh my God, we found a, and you know, you check the then and there'd be like maybe five recalls on this or six recalls on this. So, I mean, there's some, some arrows that we use some repair orders. We wrote up that were like two, three thousand bucks. And the nice part was, you know, these cars are, are, are on safe, right? The, the vehicle was recalled because there's a problem that had to be fixed.
是的。使用搜索功能，在其他经销商那里找到存在召回的汽车。很多。所以我们称之为，你知道的，企业间的B2B召回。这就是挖掘金钱、挖掘金钱的真正定义。那就是了，伙计。就像是，哦天啊，我们发现了一个，你知道，然后你检查，可能会发现这辆车有五个或六个召回。所以，我的意思是，有些我们用过的，一些维修订单，写了两三千块的。而且好处是，你知道，这些车是不安全的，对吧？这辆车被召回是因为有问题需要修复。
And I had no intention at the time of turning this into a, into a company. But, you know, a couple of months later and, you know, we were, you know, in the middle of COVID and, you know, we're an essential business, right? Getting cars repaired. So, um, things started, you know, when I mean this like very gently, but, you know, things started to kind of come back. And, um, it's like, what are we, what are we going to do about this recall thing that we, we come up with?
当时我并没有打算把这件事变成一家公司。但几个月后，我们正处于疫情期间，我们是一个重要行业，修理汽车。事情开始慢慢起色，我们开始考虑如何处理我们提出的回收问题。
And I did a little research. You know, um, we started, you know, breaking down some barriers. And, uh, as it turns out, the, the number of vehicles on the road today that I have a recall is shocking. It, it really blew my mind. Or what was that at the time? Yeah. So at the time it was 59 million vehicles on the road with an open recall. Uh, today it's close to 70 million. So it's going off one and four. Yeah. And you got, you got your work, you got your workout out for you, Ryan. We, uh, we're busy. We say we're busy and busy car.
于是我做了一些调查。你知道吗，我们开始打破一些障碍。结果发现，今天在路上有召回的车辆数量让我震惊。这真的让我大吃一惊。或者说当时是什么情况？是的。那时有5900万辆车在路上，有召回通知。今天接近7000万辆。差不多四分之一的车有问题。你有工作要做，Ryan。我们很忙。我们说我们忙，车也很忙。
Um, I couldn't believe it, man. Like the numbers are huge. Uh, one in four cars on the road and depending on the manufacturer, it can be higher than that last year in the United States. We recalled over 30 million vehicles to about a hundred thousand vehicles a day. And that's a shocking number. So tell me, tell me, just give us some insight into the state of recalls, right? Are we seeing recalls overall rising? Are they staying, you know, kind of stable or, you know, declining? Like what is happening with recalls and why? Right. What is driving these movements?
嗯，我简直不敢相信，伙计。像这些数字都是巨大的。嗯，在美国，每四辆车中就有一辆召回，而根据制造商不同，去年的数字可能还要更高。我们召回了超过3千万辆车，平均每天大约有10万辆车。这个数字让人震惊。所以告诉我，告诉我，给我们一些关于召回状况的见解，对吗？总体来说，我们是否看到召回数量在增加？它们是保持稳定还是有所下降？召回现在发生了什么？它们的动向是什么驱动的？
A couple of things. One is, uh, we're getting better at it diagnosing and testing faster on recalls. So, um, you know, it's kind of like the correlation causation issue. So, uh, if you test more, you're going to get more positive results. So we're better. That's part of it. But really the, the bigger issue is these cars are just way more complicated. And a lot of my technicians and my stores, you know, they, they love turning rinses, they love kind of, you know, touching the parts and the pieces of engines and brakes and tires. But there's a ton of electrical work on these vehicles, EVs, especially.
有几件事。首先是，我们在诊断和快速检测召回方面有所改进。所以，你知道，这有点像相关性和因果关系的问题。如果你进行更多测试，你会得到更多积极的结果。所以我们做得更好了。这是其中一部分。但真正的问题是这些汽车变得更加复杂。我的很多技术人员和我的店铺，他们喜欢换零件，喜欢摸发动机、刹车和轮胎的零件。但是这些车辆上有很多电气工作，尤其是电动汽车。
Yeah. I mean, they're, they're basically, you got to be, you got to be a software engineer nowadays. That's, I mean, that's, you know, there's a lot of dealers I talked to that they basically call some of their master texts engineers. Um, and that's, that's really what they've had to become. And I, I do wish, you know, just, you know, broadly speaking to our industry, I wish we would, you know, spend more time about how we craft the message around our technicians. They are engineers. If they were in another industry like HVAC or something, we would call them an engineer.
是的。我的意思是，现在基本上，你得成为软件工程师。我是说，我和很多经销商交谈过，他们基本上把一些顶尖技术工程师称为大师。那就是，那确实是他们不得不成为的角色。而且我希望，你知道，从广义上来说，我希望我们能花更多时间在如何塑造我们的技术人员这个信息的讨论上。他们是工程师。如果他们在另一个行业像暖通空调之类的领域，我们会称他们为工程师。
So I think that's part of the, the reason why we, we have a tech shortage is just the way we treat our people. It's the, we could do better. But, um, recalls are, are getting worse, not better, depending on how you want to look at it. There's just more cars on the road. Part of it's we're getting better quality control, but, uh, you know, a lot of reasons, the cars are just more complicated. And, you know, people want to drive safe cars. I don't blame them.
所以我认为技术短缺的部分原因在于我们对我们的人才的待遇方式。我们可以做得更好。但是，召回问题变得越来越严重，而不是变得更好，取决于你如何看待这个问题。道路上的车辆越来越多。一部分原因是我们在质量控制方面做得更好，但是，你知道，车辆变得更复杂了。而且，人们想要开着安全的车辆。我不怪他们。
I want to drive, I want my wife and my, you know, with my kids to be in the safest car possible. So, you know, cars today, uh, you know, getting recall rates are really high. Um, and as we, you know, the, the SARC count starts to, you know, the total number of cars sold every year starts going back to normalizing. I think you're going to see the recalls go up as well. But tell me a little bit more about the incentives here, right? Because 10 years ago, right, could you have done this profitably or would the, you know, the vehicle manufacturer undercut you on what they're paying you, which would leave you with no incentive to go find these cars on the road.
我想开车，我想让我的妻子和孩子坐在尽可能安全的车里。你知道，现在的汽车，召回率真的很高。随着我们每年销售的车辆总数逐渐趋于正常化，我认为召回率也会上升。但请告诉我这里的激励措施更多一些，对吧？因为10年前，你能够盈利地做到这一点吗？或者车辆制造商是否会通过降低他们付给你的费用来削弱你的动力，从而让你没有动力去找出路上的这些汽车。
Right. Basically, my question to you is has what else has changed on the way vehicle manufacturers are paying dealers? Cause that's obviously the incentive, right? They're paying you to perform this work. So what is that like today? And are there manufacturers where you have more of an incentive to go find their recalls because you know, you might get paid more or a premium. Yeah. So, and I know, you know, you have, you have a huge audience. So maybe, maybe recalls one on one, right? So, um, car manufacturers are required by federal law. Um, to send out a recall notice when they identify an issue that could be unsafe to their, uh, customer.
对的。基本上，我问你的问题是，车辆制造商在支付经销商方面还有什么其他改变？因为显然这是激励措施，对吧？他们是为了让你进行这项工作而支付费用。那么，今天这种情况是如何的？是否有一些制造商有更多的激励让你去寻找他们的召回，因为你知道，可能会得到更多的报酬或溢价。是的。所以，我知道你有很多听众。也许，倒回一下，对吧？所以，汽车制造商根据联邦法律的规定，当他们发现可能对他们的客户不安全的问题时，必须发出召回通知。
Um, it's totally free. It is a hundred percent free for the consumer. So if you get a recall notice in the mail, um, from your car manufacturer, it is a hundred percent free to get that repaired. And it's actually free for the dealer as well. The dealer is getting paid from the car manufacturer to get that repair. That's how this works. Now, on the dealer side, it's, it's good margin. You know, it's about 70% gross margin, which, which sounds like a lot and it is. Um, but it's still not as good as, is kind of main, main shop work, you know, other, other service type work. So recalls one on one, a recall gets announced. You hear about the big ones, you know, on, on the six o'clock news, a million vehicles from, you know, some Detroit manufacturer, a million vehicles from a Japanese manufacturer.
嗯，这完全是免费的。对消费者来说是百分之百免费的。所以，如果你从你的汽车制造商那里通过邮件收到了一份召回通知，那修理是完全免费的。而且对于经销商来说也是免费的。经销商是从汽车制造商那里得到报酬来进行修理的。这就是运作原理。现在，在经销商这边，这是不错的利润。你知道，约70%的毛利润，这听起来很多，而且确实是。但它仍然不如其他主要的维修工作那样好。所以召回通常是这样的，一条召回通知发布出来。你会在六点钟新闻中听到大的召回事件，你知道，来自底特律制造商的一百万辆汽车，或来自日本制造商的一百万辆汽车。
Um, but really it's a hundred thousand a day. And the incentive side of this, you know, back in the day, 10 years ago, the only, the only way that we could solve this problem is we would send a letter to the customer and we would alert them to the fact that they had a recall. That was it. The, and in fact, until a busy car was, was founded, that was the, the primary methodology for getting your, your vehicle repaired. And the only place where you can get a recall repaired, um, and have it be free is that a franchise car dealership. There's a lot of reasons for that. Some of these recalls are very complicated and you need to go to a franchise dealer who has kind of the, the technical expertise to, to do that properly and keep it to manufacturer spec.
但实际上，每天是十万辆。而且激励方面，你知道，十年前，我们解决这个问题的唯一方法是给客户寄一封信，告诉他们有召回。那就是了。实际上，直到 busy car 成立之前，那是你得到车辆维修的主要方法。而唯一可以免费修复召回的地方是特许经销商。这有很多原因。一些召回非常复杂，你需要去特许经销商那里，他们具有专业的技术知识，可以正确地进行维修，并保持到生产商的规格。
So that's how we were doing it. Uh, in our, in my own stores and, and there's some other companies out there. They're really marketing companies, um, you know, service retention or whatever they would, they would use, you know, some of these direct mail lists to get, you know, to, to alert customers, but they didn't see the kind of like the deep value of, of what you could do with this. And then tell me, explain to me how dealers are handling recalls today then. Right. Clearly now we, there's what you do. Busy car. You've commercialized this, right? You had this insight work to commercialize it. But overall, I mean, dealers that are, you know, are not familiar with what you're doing and busy car and just the general, you know, this opportunity. How are they handling this today?
这就是我们当时的做法。在我们自己的店铺和其他一些公司，他们真的是市场营销公司，你知道，服务留存或者他们使用某些直邮清单来通知客户，但他们没有看到这种深度价值的重要性。那么告诉我，解释一下现在经销商是如何处理召回的呢。对吧。显然现在我们明白了你做了什么。Busy car。你把这个商业化了对吧。但总的来说，我是说，那些不熟悉你和busy car正在做的事情的经销商以及一般的这个机会，他们如何处理这件事呢？
It's a mass man. Like it's just this perfect store, a storm of like, uh, you have, uh, you know, fragmented data. There's like 18 different ways you have to look up the information. Um, you know, did the customer buy a car from me? Do I have the right contact information? Then you have to go into the car manufacturer portal. And then, you know, it's not like these car manufacturers just have a plethora of parts sitting around. So the parts are restricted. It, it's super complicated. And, you know, this goes back to, you know, Marine Corps for me, solve one problem and solve another problem and then simplify it, just make it easy. One step at a time. Totally. And, you know, you eat the elephant one by the time and you've just got to find a way to make this easier.
这是一个非常复杂的过程。就像这家完美的商店一样，遇到了各种零散的数据。你得用18种不同的方式查找信息。你知道，顾客是不是从我这里买了车？我有正确的联系信息吗？然后你得进入汽车制造商的门户。而且，汽车制造商并不是拥有大量备件。所以备件是受限制的。这很复杂。你要解决一个问题，然后又要解决另一个问题，最后简化它，让它变得简单。一步一步来。完全正确。你要一口一口吃大象，但你必须找到使这变得更容易的方法。
And one of the things I kind of pride myself on, uh, in, in my stores is, you know, making the complicated or simple, right? Cause that's what you do in the Marine Corps. We have to take extremely complex, you know, like machine gunnery or mortar employment, like that is some complicated stuff. I mean, you're basically doing like trigonometry under fire and you have to get it right. So what are we doing in the Marine Corps? We distill it down to two GM second graders mindset, right? Like we get it. And I hope, I mean that endearingly, like we, you know, I'm a college graduate.
我自豪的一件事之一，在我的店铺里我总是把复杂的事情简化了，你明白吗？这就是在海军陆战队中所做的。我们必须处理非常复杂的事情，比如机枪射击或迫击炮运用，这些都是些复杂的东西。我是说，你基本上就是在火力下做三角函数，你必须做对。那我们在海军陆战队是怎么做的呢？我们把它简化为两个小学二年级生的思维方式，对吧？我们能理解。我是真心希望这样说，我们，你知道，我是大学毕业生。
And if I was, you know, cold, wet, tired and getting shot at, um, I, I, I, I, I need to keep things simple so that I can react accordingly. So we, we kind of have that culture at busy car. We have taken this super complicated, fragmented, disjointed process. And we've kind of stitched it all together to this elegant, simple, easy to use tool. And I, I told my brother, I said this when, when we asked like, Hey, when I, I do this, this has to be a product that nobody logs into. This has to be, you know, we have like 39 vendors that we work with. So it's a lot, it's a lot to manage, it's a lot to log into. I don't, I don't need another vendor.
如果我感到又冷又湿又累，还在被射击，嗯，我需要保持简单，这样我才能做出相应的反应。在繁忙车行，我们有这种文化。我们把这个超级复杂、破碎和不连贯的流程拼凑在一起，打造成了一个简洁、简单易用的工具。我告诉我哥哥，我说，当我们问起如何做这个时，这一定不能是一个需要登录的产品。我们有39家供应商，对我们来说已经够多了，管理和登录都很多，我不需要再多一个供应商。
What I need is a tool that is going to simplify my life. And so my brother Kevin and I, and he's like, okay. All right. He's like, I would buy that. He goes, you just need to get the car to show up. Right. Like that's in his top. He's tough on vendors. I went, man, I want to meet your brother. This is, this is good. I'm starting, I'm starting to, you know, he's, he's pretty awesome. You know, Kevin's magnetic. He's like, uh, he's a great poker player. He's just, he's like the ultimate. What was the last time you beat him up? Oh man.
我需要的是一个能简化我的生活的工具。所以我和我弟弟凯文，他说，好的。好吧。他说，我会买的。他说，你只需要让车出现就行了。就像那是他的首要任务一样。他对供应商要求严格。我说，我想见见你哥哥。这太棒了。我开始欣赏他了，他真的很棒。你知道，凯文很有吸引力。他是个很棒的扑克玩家。他就像是终极目标。上次你打败他是什么时候？哦天啊。
Uh, okay. You, I'll let him know. That's, that's the real question that we want to know. Yeah. Uh, you know, I don't, I don't think I've ever lost a, a golf outing, uh, to him. So we'll, uh, we'll get him on at some point, but, uh, yeah, he, uh, he's a pretty dynamic guy. He's a, he's a great brother. But, um, he was right, man. I mean, he, he hit the nail on the head and Kevin's, you know, he's on national dealer council. You know, he's, he's on a bunch of stuff for our finance companies. I mean, he really knows what he's doing and his, his answer to me was, Hey, Ryan, you want to build something, get the cars to show up and I don't want to lift a finger.
啊，好的。我会告诉他。这就是我们想知道的真正问题。是的。你知道，我觉得我从来没输过他的高尔夫比赛。所以我们会在某个时候联系他，但是他是个非常有活力的人。他是个很棒的兄弟。但是，他说得对，凯文，你知道，他是国家经销商委员会的成员。他参与了我们的一些金融公司项目。他真的知道自己在做什么，他对我说，嘿，瑞安，如果你想建设什么东西，就让车辆出现，我不想动一根手指。
It's like, okay. So that's our bar. That's every time that we add a feature or we explore making a tweak. We have to make sure that it's, it's going to work that way. And. I mean, God bless that we did it that way because 97% of our customers never logged into our platform. It just runs in the background. I think, I think that's incredible. And. You know, the, the beauty of being a practitioner, right? And ever a dealer and having built this is that you see, I mean, you get to use it firsthand. And like you said, you know exactly what your pain points are. Right. You can solve it. You're from within the industry and it just makes things so much more practical.
这就像，好吧。所以这是我们的标准。每次我们添加一个功能或探索进行微调时，我们必须确保它会起作用。我是说，感谢上帝我们以这种方式做到了，因为我们97%的客户从未登录到我们的平台。它只是在后台运行。我认为，我认为这太不可思议了。你知道，作为一个从业者的美好之处，就是你可以亲自使用它。就像你说的，你清楚自己的痛点在哪里。对吗？你可以解决它。你来自这个行业内部，这样做起来就更实用。
Like you said, you don't want to log into the tool. Like when I hear that, my, you know, kind of entrepreneurial, like tech brain right away says that is not the incentive that you should have as, you know, a founder, an entrepreneur. If you're strictly looking at how do I maximize, you know, time on, you know, tool or whatever. Right. But if you're putting the customer first, right, you're putting the end user first, then you're absolutely doing the right thing, right? No one wants to log into another platform. I've talked about SaaS fatigue. And if you look at, you know, all the big players in their industry, there's a lot of integration and consolidation. I mean, people are trying to simplify, right? Like you said, things have gotten, there's lots of different tech and, and don't get it twisted. Like, you know, dealers that adopt tech that use tech are going to be ahead of the curve. There's just no doubt about it.
就像你说的那样，你不想登录这个工具。当我听到这样的话时，我的创业者的技术思维马上就会认为，这并不是你作为创始人、企业家应该具有的激励。如果你只是在考虑如何最大化在工具上的时间，那就不对了。但是，如果你把客户放在第一位，把最终用户放在第一位，那你绝对是在做正确的事情，对吧？没有人愿意登录另一个平台。我谈过关于SaaS疲劳的问题。如果你看一下行业中所有的大玩家，他们都在进行整合和 consolidation。我是说，人们正试图简化。就像你说的，事情已经变得复杂，有很多不同的技术，不要弄混了。使用技术的经销商将处于领先地位，这是毫无疑问的。
Increasingly, I had the curve. I think that's, you know, that should not be controversial. But like you said, right? It's keeping it, keeping it simple. Yeah. So there's, there's so much technology that's coming out. And I really do think, you know, in the car industry from a technology standpoint, you know, five to 10 years behind, you know, some of the other leading stuff out there. I mean, even look at some of our, some of the AI solutions, like, you have these vendors that are trying to build AI. And like, you're going to compete with Microsoft. You're going to compete with Amazon. It's just, you know, it's tough.
越来越多地，我掌握了这个领域的趋势。我认为这应该是没有争议的。但就像你说的，对吧？保持简单。是的。现在有很多新技术出现。从技术角度来看，我真的认为汽车行业落后了五到十年，相比其他领先的领域。我是说，甚至看看我们的一些人工智能解决方案，像是，一些厂商试图构建人工智能。 你们要和微软竞争。你要和亚马逊竞争。 这真的很困难。
And, you know, I think what, what we see in the industry, from my perspective is, build a solution that's auto-magical, right? Build a solution that's on that word. Yeah. You like that? It fits auto-magical. It seems to kind of, kind of play out. We just, I just want tools that are kind of, you know, Marine Corps again, fire and forget, like push the button and, you know, boom, it does what it's supposed to do. That's important.
我认为在这个行业里，我们所看到的是，要构建一个自动化的解决方案，对吧？构建一个符合这个词的解决方案。你喜欢吗？这种自动化的解决方案似乎可以实现。我们只是希望工具能够像美国海军陆战队那样，一键开启然后忘记它，按下按钮，然后，嗖，它就能完成它应该做的事情。这很重要。
And I think if, as we look at evaluating vendors into the future, like what are we, what are we going to use inside of my stores? And then like, you know, we have some really big customers, the Publix, you know, the Lithias of the world, the Asberries, you know, some really large groups on here. They don't, they don't have time to manage this stuff. And if you're fighting, you know, other vendors to, to make this stuff work, you know, for, if you're, you're fighting for like, Mindshare, it's tough.
我认为，当我们未来评估供应商时，我们将考虑在店内使用什么。我们有一些非常大的客户，比如Publix，Lithias和Asberries，一些非常大的集团。他们没有时间去管理这些。如果你要和其他供应商竞争，让他们为你工作，你要争取他们的思想认同，这是很困难的。
I mean, you either have to have a product that is so good, you know, or that you have to have like a V auto or, or, or DMS, something that you like have to have on a daily basis to, to run your, your product or to work inside your stores. But yeah, for us, people can sleep at night. The general manager can sleep at night because he's not lying at him, you know, every month, right? Let's cut expenses, cut expenses.
我是说，要么你必须拥有一个非常好的产品，你知道的，要么你必须拥有像V汽车或者DMS这样的产品，或者是像日常生活中必须拥有的东西，为了运营你的产品或者在你的店铺中工作。但是对我们来说，人们可以安心睡觉。总经理可以安心睡觉，因为他不会每个月都对他说谎，对吧？我们必须削减开支，削减开支。
Okay. Well, you, the general manager knows I have a tool that's going to reach out to customers. It's going to use AI to schedule. So my team doesn't have to train or do anything. And then the car is just going to show up. And there's so many pieces about this, you know, the way the product works that's so elegant.
好的。总经理，您知道我有一种工具，可以与客户联系。它会使用人工智能来安排时间。这样我的团队就不必培训或做任何事情。然后汽车就会出现。关于产品如何运作的许多方面都非常巧妙。
My, I think my favorite piece is that recalls are, are, you know, the outreach, we're exempt, right? We're exempt from TCPA. So for dealers that are, you know, members of your audience that are on the dealer side, a car manufacturer side, this is a way to talk to customers that haven't been to your store in years. So recalls the safety component super, super important to me. But, you know, that's the mission, but the value prop is loyalty and retention. And that's the thing that we're bringing beyond. And everybody knows this.
哇，我认为我最喜欢的部分是召回，你知道的，外展，我们是豁免的，对吧？我们豁免于TCPA。所以对于你的听众中那些经销商，汽车制造商团队，这是一种与多年未光顾你店的客户交流的方式。召回对我来说安全组件非常重要。但是，你知道，这是使命，但价值主张是忠诚和留存。这才是我们所要带来的东西。每个人都知道这点。
Look at what the car manufacturer, you buy a new car. If you got there and buy a Volvo, you go out there and buy a Ford, you're getting three years of maintenance. And it's not because the car manufacturers, you know, want to give you free oil changes. What they want to do is build. Come back, baby. 100%. Like get that, you know, you got to exercise that muscle. And if you're coming back to the store twice a year for three years, you're building a relationship, you're getting to know the people, you know the process. And then what are you doing?
看看汽车制造商，你买了一辆新车。如果你去那儿买了一辆沃尔沃，你走出去又买了一辆福特，那么你将得到三年的免费维护。这并不是因为汽车制造商想给你免费换油。他们想要建立关系。回来，亲爱的。全力以赴。就像是锻炼你的肌肉一样。如果你每年两次去店里三年，你正在建立关系，你正在了解那些人，你了解流程。那么你在做什么？
You're kicking some tires, you're looking at the brand, you're looking at the new stuff that's coming out. And you're going to, you know, there's a direct correlation between service retention and what happens on brand loyalty and buying that car. We've actually invented something out of this called REI, the Recall Efficiency Index. That's our, you know, trademark tool. And there's a direct correlation on REI and, you know, dealers that are good at increasing their REI and what their service loyalty and retention is and NCSI. So we've been able to, you know, really get this out in front of dealers.
你正在观察一些品牌车辆，看看新款车辆的情况。你知道，服务保留率与品牌忠诚度和购车之间有直接关联。我们实际上从中发明了一种叫做REI的东西，召回效率指数。这是我们的商标工具，REI和增加其REI的经销商以及他们的服务忠诚度和保留率以及NCSI之间有直接关联。因此，我们确实能够把这一点展示给经销商。
And we ask them all the time, like, do you know what your REI is? They're like, what is that? You know, they've never heard about it before. You know, if you asked Dale Pollack 15 years ago, when he would go into dealers and he'd say, hey, what's your inventory turn? Dealers would be like, what's an inventory turn? Now it's like synonymous, right? Like with the industry. So the analogy is if V-Auto is a, you know, I love distilling things down to like five-word answers. So V-Auto is an inventory turn product, right? Busy cars, automated recall management.
我们经常问他们，比如，你知道你的REI是多少吗？他们会说，那是什么？你知道，他们以前从未听说过。你知道，如果15年前问Dale Pollack，当他去经销商那里，他会问，嘿，你的库存周转率是多少？经销商会说，库存周转是什么？现在这个词已经成为同义词，对吧？就像是这个行业中的同义词。所以类比一下，如果说V-Auto是一个什么产品，我喜欢将事物归纳为五个字的答案。V-Auto就是库存周转产品，对吧？繁忙的汽车，自动化召回管理。
And what we're going to do is we're going to increase your REI score. So we take a look at all of your recalls in your backyard and we have, you know, the best data in the world. We are the only vendor in the space that is directly integrated with the car manufacturer. So we have real-time recall updates, you know, real-time recall updates from the OEMs. And then what we're doing is- I got to say, man, I, oh, no, I don't have any cash out, but I love your clarity.
我们要做的是提高您的REI分数。我们会查看您后院的所有召回信息，我们拥有世界上最好的数据。我们是该领域唯一与汽车制造商直接集成的供应商。因此我们能够获取来自汽车制造商的实时召回更新。然后我们正在做的是-我必须说，伙计，我，哦，不，我没有投入现金，但我喜欢您的清晰度。
I love your clarity of thought, right? Like the distilling down, you know, I was looking the other day, how many times I've tweeted, right? Like posted on Twitter and LinkedIn and all that. And the last, you know, year and a half, two years, 18,000 times. And I was, I was having a chat with my team about it. And I said, you know, 18,000, 18 or like 17,800, whatever. Wow. I was telling them, yeah, I mean, I was telling them, you know, if, if not for anything else, I mean, the one thing I've, this entire experience, you know, the one thing that I've really kind of gone from it is just, you know, being forced to distill your thoughts down and simplicity. Keep things simple, right? Use simple words.
我喜欢你清晰的思维，对吧？就像精炼的过程一样，你知道，前几天我在看，我已经在推特和领英上发表了多少次推文了，自从过去的一年半到两年里，总共18000次。我和我的团队进行了一次聊天，我说，你知道，18000次，或者说17800次，哇。我告诉他们，是的，我的意思是，我告诉他们，你知道，就算不考虑其他的，这整个经验中，我真正学到的一件事就是，被迫将思维简化并保持简单。保持简单，用简单的词语。
You know, there's a, there's a website that I like now and I started using called Hemingway App, where you literally put in a sentence or something and it tells you what grade or what, you know, what grade it's, it's being written in, right? Like third grade, fifth grade, like what grade level comprehension. So, you know, just keeping things simple. It goes such a long way in everything in business and life. But anyways, so that's a sidebar. So Hemingway App, you'll love that if you have a museum. I love that. And I love Blinkist. I don't know if you're a Blinkist guy, but, you know, distilling down complex books to, you know, 10 chapters. Yeah, getting the, getting the simplified focused efforts in the car industry are long overdue. Get to the crux of it.
你知道吗，我现在喜欢并开始使用的一个网站叫Hemingway应用程序，你可以输入一句话或其他东西，它就会告诉你这句话写作在什么级别，比如小学三年级、五年级，即理解需要的年级水平。所以，保持简单很重要，无论是在生意上还是生活中。顺便说一句，Hemingway应用程序很好用，如果你有博物馆，你会喜欢它的。我也很喜欢Blinkist，不知道你有没有用过，它把复杂的书籍精简为10章节。长久以来，汽车行业一直需要简化和专注的努力。抓住问题的要害吧。
So, you know, while we were talking about service retention, I know, so I look through your tagline. I look a little bit through again, your brand. And I love how you, for you, you're not recall management. You're making the streets safer. And I love that, right? Because that is fundamentally like, that is the why behind it. And I think, again, a lot of brands lack that, right? You are making the streets safer by getting these recalled vehicles off the streets and fixing them. And then I thought about present day. I thought about today, I thought about the industry and kind of the trends right now in the auto business. And another thing went through my mind, which is that, you know, right now, you know, dealers are seeing new car margin compression at faster pace than they've seen in the last, you know, in years. Used cars are still, you know, incredibly challenging to source during short supply, right? We have this leasing, leasing cliff of, we didn't lease in the vehicles over the last couple of years. And we're hitting that cliff now, where there's just fewer lease returns, which again, that also kind of, that hurts the use car market and inventory availability. But where you came to mind, I said, wow, I said, you've sort of, you launched as this recall, you know, recall automation software where you're making the streets safer.
所以你知道，当我们讨论维持客户服务的时候，我知道，所以我看了你的标语。我稍微再看了一下，你的品牌。我喜欢你的做法，对你来说，你不只是处理召回管理，你是在让街道更安全。我喜欢这样，对吧？因为这实质上是背后的原因。我觉得，很多品牌缺乏这一点，对吧？你正在通过将这些召回车辆从街道上拿走并修理它们来让街道更安全。然后我想到了当今。我想到了今天，我想到了这个行业，以及当前汽车业务中的趋势。另一件事闪过我的脑海，就是，你知道，目前，经销商看到的新车利润挤压速度比他们在过去几年里见过的更快。二手车仍然非常具有挑战性，供应短缺。我们有这个租赁断崖，过去几年里我们没有租赁车辆。现在我们正碰到这个断崖，租赁回车辆数量减少，这也对二手车市场和库存可用性造成伤害。但当你浮现在我脑海中时，我说，哇，我说，你已经开始作为这个召回自动化软件，你正在让街道更安全。
And today, I would make the case that you are, you know, fixing margin compression, potentially. I mean, you know, think about it, right? Exactly what you did in 2020, when you went out to get cars off the streets, when you needed to fill your service department. Well, guess what? Today, service has become so, so important, even more than has been services always been important. But it's especially important when new car sales are going for a moment, when there aren't enough use cars in the street. And so here you are, and you're providing the opportunity for dealers to hedge against margin compression by proactively finding and sourcing vehicles that have recalls on the street and bringing them into the department. Am I thinking about this the right way? Is this how you guys are thinking about it now? As a super big, you know, super important value proposition to the dealership community?
今天，我要提出这样的观点，就是你们正在修正边际压缩的情况，有可能的话。我是说，你们想想看，对吧？就像2020年你们为了让车辆脱离街头，需要填补服务部门的时候所做的那样。嗯，猜猜看？如今，服务变得如此重要，甚至比以往更重要。但是，当新车销售一时难以开展，街上又没有足够的二手车时，服务变得尤为重要。所以在这里，你们为经销商提供了一个机会，通过主动寻找和获取街上存在召回问题的车辆并将其引入服务部门，来抵御边际压缩的风险。我对这个问题的理解对吗？你们现在是这样思考这个问题的吗？将其作为与经销商社区的超级重要的价值主张？
Yeah, so I look at interest rates. I mean, I look, you know, our family owns a bunch of car dealerships January was soft, you know, we're seeing the things are starting to come back to where they were a few years ago. Margin compression is very real. And I mean, you know, depending on what statistic you want to pull, but I mean, can we agree? 55, 56% of a dealership's gross profit comes from service roughly. So, you know, we're very, you know, focused on when sales slow a little bit, or margin gets compressed. We're really focusing on our fixed side. And how do you get the right customers back in? And there was a there was this huge, like, glut of service work that needed to get done the last 18 months, because nobody was buying cars. And, and, you know, there was this, you know, cars need to get serviced. That's, that's like, you know, worth through that.
是的，我关注利率。我是说，我们家族拥有一堆汽车经销商，1月份的业绩不佳，但我们看到事情正在重新走回几年前的水平。利润压缩是非常现实的。我是说，根据你想要引用的统计数据，但我们能达成共识吗？一个经销商大约有55％到56％的总利润来自于服务业务。所以，当销售放缓一点或利润被压缩时，我们会非常关注我们的固定收入。我们会思考如何吸引合适的客户回来。在过去18个月里，有很多需要进行的服务工作，因为没有人购买汽车。汽车需要维修，这就像是一个不断进行的工作。
So I have a lot of, you know, peers and 20 groups and, you know, dealer friends of mine, they've got 50, 60, 80 service pays. They're half full. And right now, yeah. And these are dealers that a year ago, were booked out five weeks, seven weeks. They couldn't get enough customers through put. And when you say they're half full, is that due to a lack of just demand or consumer demand or to condition shortage or both? Yeah. I feel like the technicians shortage is we always chalk a lot of problems, you know, up to, you know, I think you and I could agree to this.
所以我有很多，你知道的，同行和20个团体，还有，你知道的，我认识的经销商朋友，他们有50、60、80个服务位。现在只有一半满。而且现在是这样。这些经销商一年前订满了五周、七周。他们找不到足够的顾客。当你说他们只有一半满，是因为需求不足还是消费者需求不足或者都有？是的。我觉得技术人员短缺总是造成很多问题，你觉得我们可以同意这一点。
So if you had a sales manager, you know, so if you owned a store, you know, my stores, if a sales manager came up to you and said, Hey, we don't have enough people to sell cars. You mean, that'd be a pretty quick conversation with that sales manager, right? You'd say, right, you're better off. You don't work here anymore. But when we say, Hey, we don't have enough technicians, we, we just kind of let it happen. And if you know, I hope this isn't hubris, but like, we don't have a technician issue. And in our source, because we focus on it and we pay people, you know, the right way people are incentivized every single salesperson. You know, that is, that is on the variable side, is incentive base comp.
所以如果你有一个销售经理，你知道，如果你拥有一家商店，你知道，我的店里，如果一个销售经理过来告诉你说，嘿，我们没有足够的人来卖车。你会说，对，你最好走了。但是当我们说，嘿，我们没有足够的技术人员时，我们就随之而来。如果你知道，我希望这不是傲慢，但是像我们这样的源，我们并没有技术问题。因为我们关注这一点，并且我们按照正确的方式支付员工，你知道，每个销售人员都有激励性基础工资。
I mean, that's literally why you sell cars, right? Because you work your pay plan. Like the fact that we don't have, you know, pay plans are incentive structures for advisors, technicians, service managers, and like career track and career progression, that's tough. And so, you know, you talk about where the industry is going, why are these bays short? Well, some of it is, am I focusing on that as a general manager, my focus on focusing on the technicians, am I focusing on the people? You know, one of them, my favorite sayings from the Marine Corps is mission first Marines always.
我的意思是，这就是你们销售汽车的原因，对吧？因为你们遵循你们的工资计划。比如我们没有为顾问、技术人员、服务经理提供激励制度和职业发展规划，这很困难。所以，当谈论行业发展方向时，为什么维修间短缺呢？有些原因是我作为总经理是否专注于技术人员，是否关注员工？在美国海军陆战队中我最喜欢的一句话就是“任务优先，海军陆战队员永远服从任务”。
I love that, right? Like, if we apply that to the car industry, I need to sell cars, but I also have to take care of my people. And these two things are, or they're not like opposing forces. In fact, they're just two different things that we have to pay attention to. So if we're short work in a lot of our stores, how do you, like, where are the customers going? Where they're going to the third parties, right? They're going to Jiffy Lube and Balvoline and some of these convenience-based places. And they're going there because it's not more cost-efficient.
我喜欢这个，对吧？就像，如果我们把这个应用到汽车行业，我需要卖车，但我也必须照顾我的员工。这两件事并不是对立的力量。事实上，它们只是我们需要关注的两件不同的事情。所以如果我们很多店铺缺少员工，那么客户会去哪里呢？他们会去第三方机构，对吧？他们会去杰夫旅Lube和巴尔沃灵和一些这样的便利店。他们之所以去那里，是因为那里的成本效益更高。
Getting an oil change at, you know, national average for quick loop, 20% higher than a franchise dealer, 20%. So they go there because it's convenient, sufficient, simple, and, you know, we're losing these customers in the franchise dealer world, and it's tough to get them back. Recalls is a way to get them back, right? You can hook the customer back, kind of get that, create that boomerang, if you will. But we've got to make sure that we're giving consumers other tools. So we're very, you know, at BusyCar, and in my stores, we're really looking at things like mobile service, like how is that part of the equation?
在这里做一次换油，你知道，快速换油的全国平均价格，比连锁经销商高出20%。所以人们会选择去那里，因为它方便、足够简单，你知道的，在连锁经销商的世界里，我们正在失去这些顾客，要把他们重新挽回来真的很难。召回是一个重新吸引他们的方法，对吧？你可以把客户吸引回来，形成那种回头客的效果，如果你愿意这样说的话。但我们必须确保我们提供给消费者其他工具。所以我们在BusyCar和我的店里，真的在研究移动服务之类的东西，这在其中是怎样的一个因素？
How is service delivery and pickup part of the equation? Like, you know, if somebody offered you the ability to repair your vehicle in your driveway versus driving, you know, 15 minutes, the car dealership and waiting here for two hours, what are you going to say? You're going to sit in your driveway, right? Like, you're going to make it easy at home. So, and I think there's a lot of technicians that would love that job, you know, they don't want to work in a shop. Really interesting because I've actually taken the opposite stance.
服务交付和取件如何参与其中呢？就像，如果有人能够在你的车道修理你的车，而不是开车15分钟，到汽车经销商等待两个小时，你会怎么选择？你会选择坐在自家的车道上对吧？你会让事情更便利，在家里搞定。所以我认为很多技术人员会喜欢这份工作，他们不想在修理店里工作。真的很有趣，因为我其实持有相反的观点。
I've thought that it's, you know, tech just wants to be a tech. They don't want to be driving around, providing customer service. Yeah, I think it depends on the tech. And where I'm seeing this is, you know, our family owns a bunch of HVAC companies, you know, the Cardiologists, right? We're involved in a bunch of different stuff. And the right play here is those HVAC technicians absolutely know how to diagnose a problem, do a menu presentation, right? They got to explain it to me in my home.
我以为就是这样，你知道，技术只想做技术。他们不想到处开车，提供客户服务。是的，我觉得这取决于技术人员。我看到的情况是，你知道的，我们家拥有一堆暖通空调公司，心脏科医生，对吧？我们涉及许多不同的事情。在这里正确的做法是那些暖通空调技术员绝对知道如何诊断问题，做一份菜单呈现，对吧？他们必须在我的家里给我解释清楚。
And, you know, in some instances, you know, provide additional value. So, hey, we came out here to do some seasonal work, but you need a filter change. Well, what's that sound like in the car industry? I came out here doing an oil change. How about a set of wiper blades or whatever? So, while I'm with you that the average car technician does not want to be driving around or, or, you know, doing, you know, customer menu presentations, there's an opportunity, I think, for either recruiting new people into this industry, which I think has an immediate impact on the technician shortage.
嗯，在某些情况下，提供额外的价值是很重要的。所以，嘿，我们出来做一些季节性的工作，但你需要更换滤芯。嗯，在车行业听起来怎么样？我出来换油。要不要换一套雨刮片或者其他的东西？所以，虽然我明白普通的汽车技师可能不想四处奔波或者为客户提供菜单演示，但我认为，这是一个招募新人进入这个行业的机会，我认为这对缓解技师短缺问题有即时的影响。
And I also think there's an opportunity to create new value. And I'm kind of worried, man, like what's going to happen in five or 10 years when EVs are all the rage? Like, there's no 3495 oil change. What am I going to do to get that customer? Like what's going to be that lost leader in five years? And if you don't have like an exemplary service opportunity for your consumers, then you're going to be stuck. Recalls as part of that equation, you know, express service stuff like that. So, I'm with you, I think, putting technicians, trying to convert a technician out of your shop onto the road, that's a mistake, huge mistake, and it won't work. We've tried it.
我也认为有机会创造新的价值。而且我有点担心，就像五年或十年后，当电动汽车变得非常流行会发生什么？比如说，就没有那种3495美元的换油服务了。我要怎么吸引那些顾客呢？五年后会是什么样的市场领导者呢？如果你没有为消费者提供卓越的服务机会，那么你会陷入困境。召回也是其中的一部分，快速维修之类的服务。所以，我同意你的观点，让技师离开修车店出去工作，那是一个错误，一个巨大的错误，而且行不通。我们已经尝试过了。
Where I think you have great opportunity is bringing new people into this industry that have not been here before with no predispositions and just kind of starting from scratch. No bad habits. And, you know, service managers, I'd say, I don't want to make like, you know, absolute statement here, but I would say most service managers there in that role, because they were probably the best technician in the shop. And so we promoted them. Maybe they're a great manager, you hope that they are, but not always.
我认为您有很好的机会，可以将那些之前没有接触过这个行业、没有先入之见的新人引入这里，从零开始。没有不好的习惯。而且，你知道，服务经理，我不想做绝对的说法，但我会说大多数服务经理之所以能在这个角色中，是因为他们可能是店里最优秀的技师。所以我们提拔了他们。也许他们是很好的经理，你希望他们是的，但并不总是这样。
And I'd say more often than not, they, you know, they're not managers by, you know, by choice. We put them into the role. And, you know, some technicians just don't want to deal with that. They don't want to deal with somebody that doesn't know how to leave the shop. And I think by creating, you know, creating an opportunity out of the shop could be valuable there. I want to get a little bit of sense of your scale, right? We also have, you know, a lot of entrepreneurs that listen to this podcast and founders and just people in the industry that are looking to, you know, do things differently and kind of push to envelope.
我要说的是，通常情况下，他们并不是经理是出于自愿。是我们把他们安排到这个角色里去的。有些技术人员就是不想处理这个。他们不想和不懂得如何领导团队的人打交道。我认为通过在车间之外创造机会可能是有价值的。我想了解一下你的规模，对吧？我们也有很多企业家听这个播客，还有创始人和行业内的人们，他们想要做出不同的事情，推动创新。
So just tell us a bit a bit more about, you know, the nitty gritty of the business, your scale, how you how you've been funding it, how you got it off the ground, kind of give us, give us a lay out of land there. Yeah, being an entrepreneur is not for the fan of heart, especially in the auto tech space. I really think that there's a huge opportunity in our industry the next few years to bring some tremendous change. Like, like, game-changing trajectory type stuff. I think there's a lot of pain points on the variable side, on the fixed side, on the finance side that, you know, car dealers, like, they know how to solve the barrier to entry for, to be a technology entrepreneur is a lot lower than it was even five or ten years ago.
所以，就告诉我们更多关于业务的具体细节，比如说规模，你是如何资助它的，你是如何让它起步的，给我们一个整体的情况。是的，做企业家并不是件容易的事情，特别是在汽车科技领域。我真的认为在未来几年我们行业有巨大的机遇可以带来巨大的改变，就像是改变游戏规则一样。我认为在汽车经销商、固定端、金融方面都存在着很多痛点，他们知道如何解决这些问题，成为科技创业者的门槛比五到十年前低得多。
And there's some amazing technology out there, AI, you know, RPA, robotic process automation. There's some really cool stuff. So if you're a car dealer and you have a pain point, which is what we had, right? We had a pain point around recalls and I wanted to solve it. And I think there's a great opportunity to bring about that change. So how did we kind of do it? It was really tough at the beginning. Finding, you know, somebody like a developer or software engineer, that was the hardest part, because I had no idea how to do that. And once we found that right person through a lot of, like, networking and talking, you know, it was really me and him for the first year, building out kind of an MVP of the product. What, what, what could this look like? And then we started getting some early traction.
有一些惊人的技术存在，比如人工智能和自动化流程机器人技术。这些都是非常酷的东西。如果你是一家汽车经销商，你遇到了一个痛点，就像我们遇到的一样，我们在召回方面遇到了问题，我想解决它。我认为有一个很好的机会来带来这种变革。那么我们是如何做到的呢？一开始真的很困难。找到像开发人员或软件工程师这样的人是最困难的部分，因为我不知道该怎么做。一旦我们通过很多的社交和交谈找到了合适的人，接下来的一年里实际上就是我和他，搭建了产品的最初版本。这个产品可能是什么样子呢？然后我们开始得到了一些早期的好评。
I sold it to some of my dealer friends. And, you know, we were trying to find the right price point, then you have to have DMS integration. That's really kind of the first major inflection point as an automotive technology entrepreneur. Until you have DMS integration, you're really like, what are you? You're kind of a, it's a good idea. That's, yeah, you got to have that first. So once we did that, we went to all the majors, we went to, you know, all the service scheduling tools. Things really started to pick up. And, you know, our company now is a little over 50 people. We signed up 700 dealers last year alone. Yeah, we're super excited about the growth, man. A lot of signups last year. We'll probably do twice that this year. We don't spend any money on marketing or advertising. It's all pure word of mouth at this point. And it's just through, you know, getting building product market fit, like identifying a pain point that dealers have a real pain point, and then solving, like giving them a solution to solve for it.
我把它卖给了我的一些经销商朋友们。你知道，我们试图找到合适的价格点，然后你必须要有DMS整合。作为汽车科技创业者来说，这真的是第一个重要的转折点。如果没有DMS整合，你真的还不知道自己是什么。你可能只是一个好主意而已。是的，你必须先有这个。所以一旦我们做到了，我们去找了所有的主要公司，我们去了所有的服务预约工具。事情真的开始起飞了。我们公司现在有50多人，去年单单就签约了700家经销商。是的，我们对增长非常兴奋。去年有很多注册用户。今年我们可能会是去年的两倍。我们不在市场营销或广告上花任何钱。现在一切都是纯粹口口相传。这全都是通过建立产品市场的适应性，找到经销商真正的痛点，然后提供解决方案来解决它。
And, you know, I wanted to have a price point that was attainable, you know, obtainable for pretty much every franchise dealer out there. So we've done that accordingly. And we did, we got some funding along the way. So we're, you know, series A backed institutional venture capital. That was a harrowing journey at the time. But I'm really glad that, you know, we did that. It's put a really good board. We've got a good board of people that, you know, advise me and the rest of the company. And, you know, our goal is to be in 10 or 12,000 dealers. This is a, this is a pain point. This is a problem that every card dealer in America has to solve. And candidly, we're expanding to Canada and, or have expanded to Canada. And we have some major launches coming up there in the next few weeks, which we're excited about. The growth in the scale is really ramped in the last 12 months.
而且，我想要一个价格点，对每个连锁经销商来说都是可以达到的。所以我们按照这样做了。然后我们获得了一些资金。所以我们是A轮支持的机构风险投资。那时是一段艰难的旅程。但我真的很高兴我们做到了。我们建立了一个非常好的董事会。我们有一个优秀的团队给我和公司其他人提供建议。我们的目标是在10或12,000家经销商中展开。这是每个美国汽车经销商都必须解决的痛点。坦率地说，我们正在扩展到加拿大，或者已经扩展到加拿大。接下来的几周我们将在那里进行一些重大发布活动，这让我们感到兴奋。在过去的12个月里，增长和规模真的迅速增加。
Well, I'm very, very pumped for you. I feel like you're operating at a very opportune time. So there's definitely a need for something like this, especially with all the craziness around, just deal with your profitability. Really, really excited to continue, you know, following your growth and, you know, what you're going to be up to. I want to thank you for coming on. It's been awesome. If anyone wants to learn more about BusyCar, I'm on the website right now, BusyCar.com. You can check it out there. We'll also throw the link in the show notes. If anyone wants to get in touch with you, what's your email? Yeah. So hello at BusyCar.com is the, is the easiest and we got a bunch of contact info. We make it pretty easy to go whole of us. So we're everywhere, LinkedIn, Facebook and our website. Love it. Ryan, appreciate it. Any, any parting words for our guests?
嗯，我对你感到非常非常激动。我觉得你处在一个很好的时机。所以肯定需要类似这样的东西，尤其是在所有疯狂的事情发生时，只需处理你的盈利能力。非常非常兴奋继续关注你的成长，你将要做些什么。感谢你的到来。这太棒了。如果有人想了解更多关于 BusyCar，我现在就在网站上，BusyCar.com。你可以在那里查看。我们也会在节目注释中放上链接。如果有人想与你联系，你的电子邮件是什么？是的。hello@BusyCar.com 是最简单的，我们有一堆联系信息。我们让联系我们非常容易。所以我们无处不在，LinkedIn、Facebook和我们的网站。太棒了。Ryan，感谢你。有什么告别的话要对我们的嘉宾说吗？
I just want to say it's good to see you. The big review of the last few weeks has been super exciting. And, you know, much appreciation for, for having us on and wish you continued success and looking forward to the Jose interview. Let's go, baby. All right. Hope you enjoyed that episode. Please give the podcast a 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.
我只是想说很高兴见到你。过去几周的大回顾非常令人兴奋。感谢你邀请我们参加节目，希望你继续成功，期待Jose的采访。加油，宝贝。好了，希望你喜欢这一集。请给这播客评分。考虑订阅该节目并查看我们谈论的内容的链接，请查看节目说明。感谢收听。下次再见。