Will Amazon & Hyundai Reshape Car Sales? | Car Dealership Guy Podcast

A customer goes on to Amazon, they find a vehicle they want to purchase, they see the price, they say, okay, I want to buy that car. Hyundai recently announced one of its most ambitious efforts yet, a strategic partnership with Amazon to bring cars onto the world's largest digital marketplace with the launch finally around the corner. It's time to find out what's happening behind the scenes. Today, I'm speaking with Andrew Wright, managing partner of VIN Art dealerships and chairman of Hyundai's National Dealer Council. Don't forget to click subscribe so you never miss an episode.

一个顾客在亚马逊上看到一辆他们想要购买的车子，他们看到了价格，然后说，好的，我要买这辆车。现代最近宣布了他们迄今为止最雄心勃勃的努力之一，与亚马逊达成战略合作，将汽车带入全球最大的数字市场，随着推出的时间即将到来。现在是时候找出幕后发生了什么了。今天，我与VIN运营商的董事经理、现代国家经销商委员会主席安德鲁·赖特进行了交谈。别忘了订阅，这样你就不会错过任何一集了。

But before we get into the show, this episode is brought to you by Cars Commerce. The platform will simplify everything about buying and selling cars, including the quote unquote follow up. Let me explain. Dealers, fast and effective follow up is crucial for converting leads into customers. But here's the problem. 40% of shoppers report that they are not getting timely or helpful responses from dealerships. This is a huge problem because your own team could be leaving four out of every 10 sales opportunities on the table. Cars Commerce makes it simple to measure and improve your follow up performance. A Cars.com Experience Report tracks the percentage of leads your teams responding to and how customers rate those responses. While dealer inspires retailing technology enables your team to quickly text follow ups with personalized financing options to make the most out of every opportunity.

在我们开始节目之前，这一集由卡斯商城为您带来。该平台将简化购买和销售汽车的一切，包括所谓的跟踪。让我解释一下。对于汽车经销商来说，快速有效的跟进对于将潜在客户转化为客户至关重要。但问题在于，40%的购物者报告称他们未能及时或得到有用的经销商回应。这是一个严重的问题，因为你的团队可能会错失每十个销售机会中的四个。卡斯商城让衡量和改进跟进表现变得简单。Cars.com体验报告追踪您的团队响应的线索比例以及客户对这些回应的评价。而经销商激励零售技术使您的团队能够快速通过个性化融资选择发送跟进消息，以充分利用每一个机会。

To learn more about how you can measure and improve your team's follow up performance, go to carscommerce.ink slash experience or click the link in the show notes below. This episode is also brought to you by AutoHauler Exchange. AutoHauler Exchange is changing how vehicle shippers and carriers can connect and work together. Now, if you need to ship a car, you can work with carriers all over the country directly. And if you transport cars, you don't have to look through brokerage boards to find good fair jobs anymore. By eliminating the middleman, all shipments on AutoHauler Exchange come directly from the owner of the vehicle being shipped with carriers receiving real shipment opportunities at direct pricing. AutoHauler Exchange helps shippers and carriers work together easily and clearly adding transparency and making better partnerships. Get off the AutoHauler and rollercoaster by getting on the AutoHauler Exchange. To learn more, visit autohaulerexchange.com or click the link in the show notes below.

想要了解如何衡量和改善团队的跟进业绩，可前往carscommerce.ink/experience或点击下方节目备注中的链接。本集的赞助商还包括AutoHauler Exchange。AutoHauler Exchange正在改变车辆承运商和运输商之间的联系和合作方式。现在，如果您需要运输车辆，可以直接与全国各地的承运商合作。而如果您是汽车运输商，就无需再在经纪人网络中寻找合适的工作了。通过消除中间人，AutoHauler Exchange上的所有货物都是直接来自车辆所有者，承运商可以直接收到真实的货物运输机会和定价。AutoHauler Exchange帮助承运商和车主轻松清晰地合作，增加透明度，建立更好的合作关系。赶快加入AutoHauler Exchange，摆脱起伏不定的运输市场。想要了解更多信息，请访问autohaulerexchange.com或点击下方节目备注中的链接。

Andrew Wright on the CDG podcast. Andrew, finally, finally welcome. Thank you, Yoshi. Good to be good to be on with you. It's been a while since the Amazon announcement. I think it was the last time we chatted rather impromptu, but great to be on the show. Yeah, that was great. It was very spontaneous. You came on right away. I was actually away. I was away on this business pleasure trip thing. And I suddenly got the notification. I'm like, whoa, got to cover this. And so never did a lie of podcasts or Twitter spaces, but did it then worked out really well. Of course, you came on. People found it very valuable. I never actually gave you just feedback, but people were telling me like, hey, that was just really insightful, like the specifics and the details kind of, you know, were able to really cut through the noise and say it how it is.

安德鲁·赖特在CDG播客节目中。安德鲁，终于，终于欢迎你。谢谢，Yoshi。很高兴能和你一起上节目。自从亚马逊宣布以来已经有一段时间了。我想那是我们上次聊天的最后一次，颇为仓促，但能上节目真的太棒了。是的，那真是太棒了。那真的很突然。你当时马上就参加了。我当时其实不在，我正在进行一次业务兼度假之旅。突然收到通知，我就想，哇，一定要报道这个。虽然我以前从未主持过播客或Twitter空间，但那时真的很顺利。当然，你上了节目，人们觉得很有价值。我从来没有给过你反馈，但有人告诉我，那真的很有见地，具体和细节能够很好地剖析事实真相。

And I mean, and there was a lot of press when Amazon and Hyundai made that announcement. There was a ton of press. So a lot got lost, you know, through the noise. Yeah, sure was. That was a, that was an exciting time. Unfortunately, the, the negotiation is still ongoing and the finer details. And I'm sure you'll want to get into that a little bit later on, but we're still working away at it. I'm still very optimistic for what that could represent for the industry and for the Hyundai brand. Yes, definitely. So we'll get into that later on. Of course, you're, you are the chair of the Hyundai dealer council. We'll talk about what that even means and what you're doing current role before we even get started with that, right? Who is Andy Wright? How did we get here?

我是说，当亚马逊和现代宣布合作时，媒体报道很多。真是有很多报道。所以在噪音中，很多都被忽略了。是的，确实如此。那是一个激动人心的时刻。不过，谈判仍在继续，一些细节问题仍在处理中。我确定你稍后会问到这些，但我们仍在努力进行。我对这对行业和现代品牌可能带来的意义仍然充满乐观。是的，当然。我们稍后再谈。当然，您是现代经销商委员会主席。我们会谈一谈这代表什么，以及您目前的角色，然后再开始讨论，对吧？安迪·赖特是谁？我们是如何到达这里的？

Well, that's a long story that I'll try to keep short, but yeah. So I'm a second generation dealer. I've been doing this, this business my, my whole life. I started like a lot of dealer sons, washing cars and doing tasks around the dealership, taking the trash out, doing those types of things. I even did pinstripes and gold kits back when those were popular. If you remember that, I mean, I was, I was trained in that and, and did all that type of stuff. Growing up as a kid though, I, I, I played all kinds of sports, ended up landing on golf, had a very successful junior golf career, which led me to college. I was drafted by, or I was recruited, excuse me, by several schools and had an opportunity to play golf collegiately. I started at Villanova University outside of Philadelphia, was there for two years and then transferred to a small division three school here in Allentown called Muhlenburg College and that's where I finished things out and I had a great, I had a great experience in college.

嗯，这是一个很长的故事，我会尽量简短来讲。我是第二代经销商，我一直在从事这个行业，几乎从小就开始。我像很多经销商的孩子一样，从洗车和做一些杂事开始在经销商周围工作，倒垃圾，做这些事情。甚至曾经做过车身斜纹和金套件，那时很流行。如果你记得的话，我接受过培训，并且做过所有这些类型的事情。但小时候，我玩各种运动，最终选择了高尔夫球，并在青少年高尔夫生涯中取得了很大成功，这让我进入了大学。我被几所大学招募，有机会在大学时代打高尔夫。我先在费城外的维拉诺瓦大学开始，待了两年，然后转学到了阿伦敦的一所小型三级学院麦伦堡学院，那是我完成学业的地方，我在大学度过了美好的时光。

I had aspirations, believe it or not, to get into law and I, my family in addition to our automobile dealership business, we have a real estate development company, very, very much, very small real estate development company. We primarily focus on commercial and multifamily and I had aspirations of getting into the legal field and I really wanted to go to school in New York City and I applied and didn't get in anywhere for law school. So I, I applied to all the big schools up there, had an opportunity to enroll in graduate school at NYU in Stern School of Business and seize that opportunity and that was 2001 and we all know what happened in this, in September of 2001.

我有志向，信不信由你，想进入法律行业。我和我的家人除了经营汽车贩卖生意外，还有一家房地产开发公司，非常小，非常小。我们主要专注于商业和多家庭住宅开发，我渴望进入法律领域，而且我真的很想去纽约念书，我申请了但没有被任何法学院录取。所以，我申请了那里所有的大学，有机会报读纽约大学斯特恩商学院研究生学位，我抓住了这个机会，那是在2001年，我们都知道2001年9月发生了什么。

I was living in New York City in an apartment in Greenwich Village on Bleeker Street and I was attending class at NYU until those two planes hit those towers and of course that turned everybody's life upside down, especially those of us that were living in New York City. So we didn't know what was going to happen in New York at the time so I, I decided to leave the city and go back and just start working for my father in the car business and sort of the rest is kind of history from there and it's been a great run ever since. I, I went to, went to somewhat traditional route I guess you could say of attending NADADiller candidate academy school and doing all that type of stuff and that was a great foundation but really the, the blessing I had was I just, I have a, I have an amazing father, amazing parents and my mother and father who just did, have just been incredibly supportive. They hold, they've always held me accountable, always held me to high standards and something I've always taken very seriously and that translated into the car business for me and and here we are five stores later, 400 employees, we retail about 6,000 cars a year, around 370 million dollars a year in sales. So nice little business here in the Lehigh Valley, which I'm very proud to call home. I've called it home my entire life and it's been, it's been a heck of a run. I'm excited for the next 45 years. So we'll see what happens. Incredible story.

我曾经住在纽约市的一个格林威治村的公寓里，位于布里克街，我在纽约大学上课，直到那两架飞机撞上了那些建筑，当然这改变了每个人的生活，尤其是我们这些生活在纽约市的人。所以那时我们不知道纽约会发生什么，我决定离开这座城市，回到家里开始为我父亲在汽车行业工作，从那时起一切就变了, 事实上一直都很顺利。我走了一条有点传统的路线，出席了NADADiller候选学院，做了一些表面功夫，那是一个很好的基础，但真正的祝福在于我有一个了不起的父亲，了不起的父母，他们一直给予了我巨大的支持。他们总是让我承担责任，总是要求我保持高标准，这是我一直认真对待的，这对我进入汽车行业起到了指导作用，现在我们有了五家店，雇员达到了400人，每年零售大约6000辆汽车，销售额约为3.7亿美元。这是在利哈伊河谷的一个不错的生意，我为此感到非常自豪。我一直把这里称作家园，我一生都在这里生活，经历了许多，这是一个很不错的历程，我对接下来的45年充满期待。我们将看看接下来会发生什么。这是一个令人难以置信的故事。

Tell us a little bit about the group, Vinart group and your growth, right? Since you joined until today, right? How many stores were you out? How many are you out today? What brands have you accumulated along the way? So right now we have five franchises. We have Acura Honda, Hyundai, Mercedes Benz and Porsche. So we are located all in the Lehigh Street, Auto Mile here in Allentown, Pennsylvania, which is about an hour north of Philadelphia and about an hour west of New York City for people who aren't familiar with the geography. It's the third largest market in the state behind Philadelphia and Pittsburgh. It's one of only a handful of counties in the state of Pennsylvania that are growing. There are currently 67 counties in the state of Pennsylvania. And I think on last count, the economic data I saw, only around 12 or 13 of them were growing. Most of them were in the Philadelphia and Pittsburgh markets. And then the others were Lehigh County, Northampton County, Bucks County, which are in the immediate area around my dealerships. So all my stores are right in the row. And I've been blessed to have that as an opportunity. I did have other stores. I had a Honda store in Hershey, Pennsylvania, which is about an hour and a half west of me. I owned a Hyundai store in New Jersey at one point. But I really wanted to focus on the Lehigh Valley because it's a growing market.

请告诉我们一点关于Vinart集团以及您的发展，对吧？自从您加入直到今天，对吧？您做过多少家店铺？今天您有多少家店铺？在这段过程中积累了哪些品牌？目前我们有五家连锁店。我们有Acura Honda，现代，梅赛德斯奔驰和保时捷。我们所有的店铺都位于宾夕法尼亚州阿伦敦的Lehigh Street汽车里程。这里离费城北部约一个小时的车程，离纽约市西部约一个小时的车程。对于不熟悉地理的人来说，这里是宾夕法尼亚州第三大市场，仅次于费城和匹兹堡。这是宾夕法尼亚州为数不多的正在增长的县之一。宾夕法尼亚州目前有67个县。根据我看到的经济数据，只有约12至13个县是在增长的。大部分位于费城和匹兹堡市场。其他的是利哈伊县，北安普敦县，巴克斯县，这些县都在我经营的附近地区。我所有的店铺都在同一排。我很幸运有这个机会。我也有过其他的店铺。我曾经在宾夕法尼亚州的赫申市拥有一家本田店，这离我西部大约一个半小时的车程。我曾经在新泽西州拥有一家现代店铺。但我真的想专注于利哈伊谷，因为这是一个增长的市场。

I have great brands here. I have a great team. And while I'm absolutely in acquisition mode or if I am absolutely acquisitive in my approach to the business, I want to do it the right way. And I want to make investments in additional dealerships when I have the people to run them, which I'm growing and developing a great team of people right now. And I'm prepared to do that as soon as an opportunity presents itself that makes sense in today's market. As you well know, you'll see prices have been pretty high for dealerships. It's definitely a seller's market. But at the same time, there's a lot of cash on the sidelines. And that's why prices have hung in there like they had. So I get that and I have a lot of respect for people that have gone out and bought dealerships over the course of the last couple of years. The opportunity has been tremendous, at least until recently with cheaper interest rates and abundance of COVID profitability to redeploy that capital to redeploy. It makes a lot of sense. My business partner has done the same thing.

我这里有很棒的品牌。我拥有一个出色的团队。虽然我绝对是在收购模式下，或者说我在经营业务时绝对是有着强烈的收购意愿，但我想要用正确的方式去做。当我有足够的人手去管理时，我希望能够对其他经销商进行投资，我现在正在壮大和培养一支出色的团队。只要有一个在当今市场上合理的机会出现，我就准备着行动。正如你所知道的，你会看到经销商的价格一直相当高。这绝对是一个卖方市场。但与此同时，很多资金仍然在等待适当的时机。这也是为什么价格一直保持在较高水平。我理解这一点，我对那些在过去几年里出手购买经销商的人们充满了尊重。机会是巨大的，至少直到最近，随着利率越来越便宜，以及丰富的COVID利润可重新配置资本，这是非常有意义的。我的商业伙伴也做过同样的事情。

Tell me more about your strategy. You mentioned staying in the Lehigh Valley. So I know Lehigh Valley, the market you're in, phenomenal market, right? We sold lots of cars into the Lehigh Valley. We did lots of deliveries into there. What are the benefits that you believe you're getting? Because you mentioned specifically, you said, I want to do it right, which means that to you, this is the right strategy. So why is that? Why do you believe in keeping your stores close together? Why is that the right strategy? Yeah. And I should probably clarify that comment because I didn't mean to convey that I think my strategy is the right strategy and everyone else's is not. It's the right strategy for me and for where I want to be in my life. I'm just, I'm at a point where I didn't, at one point I had an appetite and a desire to say I'm going to become a mega dealer and have stores all over the place that I got to get an airplane and fly to or I got to drive two hours to get to. I'm just at a point in my life right now where I don't need to do that. I would do it for the right opportunities, of course. I never say never to anything. But for me right now, with the five brands that I have in this market, were the number one Hyundai dealer in the state of Pennsylvania. I think that says a lot about our operation and about this market. We were the number one Honda dealer in the state of Pennsylvania until right before COVID. And I'm confident we will get back to number one post COVID. Once we have an opportunity to earn more cars, we're completing a facility renovation right now and the way Honda does it, they give you facility action cars when you remodel your building for them. So that's a great opportunity for us to get back to number one with Honda.

请告诉我更多关于你的策略。你提到了留在利哈伊谷。我知道利哈伊谷，你所在的市场，是一个非常好的市场，对吗？我们在利哈伊谷卖了很多车。我们做了很多送货到那里。你认为你可以得到哪些收益？因为你特别提到，你说，我要做对，这对你来说，这是正确的策略。为什么？你为什么相信保持你的店铺靠近在一起是正确的策略？是为什么？是的。我可能应该澄清一下我的评论，因为我并不是要传达我认为我的策略是正确的策略，而其他人的不是。这对我和我想要的生活状态来说是正确的策略。我现在只是，我已经到了一个点，曾经我渴望说我要成为一个大型经销商，到处开店，需要坐飞机飞过去或者开两个小时的车去到。但现在我不需要这样做。当然，对于正确的机会，我会这么做。我永远不会对任何事说绝对不。但就我现在而言，有了这个市场中我拥有的五个品牌，我们是宾夕法尼亚州第一大现代汽车经销商。我认为这充分说明了我们的运营和这个市场。我们曾经是宾夕法尼亚州第一大本田经销商，直到COVID之前。我相信我们在COVID之后会恢复到第一名。一旦我们有机会卖更多车，我们现在正在进行设施翻新，而且本田的做法是，当你为他们翻新大楼时，他们会给你设施行动车。这对我们来说是一个很好的机会，让我们重新成为本田的第一名。

Let me know one more time, one second. Expand out what does Hyundai give you? What does Hyundai give you? So a lot of manufacturers, when it comes to remodeling dealer facilities or enticing dealers to build new facilities, a lot of them will dangle different carrots, if you will, for dealers to take advantage of. Some will outright pay dealers per car that they wholesale to them or that they retail as a means for reimbursing them or rewarding them for making investments in facilities. Honda doesn't do that. What Honda does is Honda has always notoriously been very, very like in their on hand day supply at dealerships. So that inventory is notoriously scarce for Honda. So as a result of that, you said Honda with an A, not Hyundai. Yes. So Hyundai has more of a traditional program that is tied to wholesale and retail and things like that. Honda gives you over the top or on top allocation. So if I get allocated 100 cars this month, they might give me 30 more as a reward for building my building. Does that make sense? For how long? For what I've heard? So usually the way Honda does it, it's two months worth of your planning potential. So planning potential is what the factory estimates is the expected sales volume at a dealership in a market on an annualized basis. So what Honda does is they give a dealer that agrees to do their facility program the equivalent of two months of your planning potential.

请再告诉我一次，稍等一下。请详细说明现代汽车给予你什么？现代汽车给予你什么？许多制造商，在翻新经销商设施或诱使经销商建造新设施时，会给经销商提供各种激励。一些会直接支付每辆批发给他们或零售给他们的汽车的费用，作为对他们进行设施投资的回报或奖励。本田不会这样做。本田一直以来以在经销商手中的库存量非常少而著称。 因此，由于这一点，你说的是本田，不是现代。是的。所以现代拥有更多与批发和零售等传统计划挂钩的计划。本田会提供你超过额定配额之外的分配量。所以如果我本月被分配了100辆车，他们可能会再奖励我30辆作为对我建造建筑的奖励。明白了吗？持续多久？根据我所听到的？通常本田的做法是，根据你的规划潜力来衡量。规划潜力是工厂根据预期销售量在市场上的年度基础上估算的。所以本田的做法是，他们会给予同意进行设施项目的经销商相当于两个月的规划潜力。

So in my case, that was 550 cars. So basically on average, Honda's saying that our store should be selling 225 cars a month. So I mean, and then I can spread that out over however long I want to, as long as their production can meet what I'm requesting. So that's how Honda does it. So that'll give me an opportunity to earn the cars back that I didn't get during COVID so that I can hopefully return to the top spot here in the state for Honda. So yeah, that's the plan. And 2018, 2018 we acquired Mercedes Benz and Porsche, which is right next door to our Honda store. That was a great opportunity. The guy that owned that store was a gentleman and a friend for a long time who decided to retire and always told me he would give me an opportunity when he was ready to go. And he did exactly that. And we were able to shake hands and put a deal together. And we operated that store for 18 months right until COVID happened. And then obviously, the world changed. And now we're in a post COVID more of a pre COVID type market post COVID, if you will. And we're excited about the prospects for that store as well. So again, I'm just I'm blessed with great brands and a great market. You'll see.

在我的情况下，这是550辆车。所以基本上平均来说，本田公司表示我们的店应该每个月销售225辆车。我是说，我可以把这个数目分散到我想要的时间长度，只要他们的产量能够满足我的要求。这就是本田的做法。这将给我一个机会，让我把在COVID期间没有得到的车都赚回来，这样希望我可以重新回到这个州的本田销售榜首位置。是的，这就是计划。 2018年，我们收购了奔驰和保时捷，这两家店就在我们本田店旁边。这是一个很好的机会。这家店的老板是一位绅士，长期以来一直是我的朋友，他决定退休的时候告诉我他会给我一个机会，当他准备好的时候。他确实做到了。我们握手，达成了交易。我们经营了那家店18个月，直到发生COVID疫情。然后明显，世界改变了。现在我们处在COVID后的一个更像是COVID前的市场。对于那家店的前景，我们感到兴奋。所以再次，我很幸运拥有伟大的品牌和一个伟大的市场。你会看到的。

What's that been like for you going from, you know, more mainstream brands to luxury? You mentioned Porsche, Benz, right? What's that transition been like for you on the operating side? So you know, it's actually been pretty easy. And I say that only because the dynamics of the business are different. There's some idiosyncrasies involved with the high line car business. But at the end of the day, it really is the same thing that we're accustomed to doing at our other stores, which is try to provide the best environment for our employees to thrive and flourish in so that they're delivering the highest level of customer service at the best possible value and creating as many repeat and referral customers as possible.

对您来说，从更主流的品牌转向奢侈品牌是什么样的体验？您提到了保时捷、奔驰，对您在运营方面的过渡是什么样的？所以，事实上这是相当容易的。我之所以这样说，仅仅是因为这个行业的动态不同。高档汽车行业涉及一些特殊性。但归根结底，我们所习惯的工作还是一样的，那就是努力为我们的员工提供最好的工作环境，让他们能够茁壮成长，为客户提供最高水平的服务，以最优惠的价格，并尽可能多地创造重复和转介绍客户。

You know, in our survey, crazy business and world that we live in right now, where we're surveying people and asking them 50 questions after every visit to the store, which is crazy. But that's the way it goes right now. That's the JD powerization of our businesses, I like to say, but that's the way it is. And you know, but there's nothing more flattering than someone that says, yes, I'll be back and I'm going to send in my friends and family. I mean, at the end of the day, what further validation does one need to know that they're doing something right? And to me, that's the biggest compliment I can get is when someone says, you know, I'm a three time, four time, five time customer and I've sent my friends, my family, my kids, it's that that's that's the best feeling that I get every time I hear that. So that's why I keep doing this.

在我们现在生活的疯狂的商业和世界中，我们不断调查问卷，每次去商店后问他们50个问题，这真是疯狂。但现在就是这样。这就是我们企业的JD力量化过程，我喜欢这么说，但事实就是如此。但你知道，没有什么比有人说“我会回来的，还会带着朋友和家人来”更令人高兴的了。毕竟，还有什么比这更加明显地表明我们做对了呢？对我来说，最大的赞美就是当有人说“我是三次、四次、五次的顾客，我已经介绍了我的朋友、家人和孩子”，那种感觉每次听到都是最好的。所以我会继续这样做。

Tell me more about the brands that you're very bullish on, right? Again, you've you've kind of dabbled in different brands here, right? As you as you as you're speaking, you spoke about a Honda Hyundai Porsche, like I'm curious to know you think about the future, right? What brands really are you bullish on and why? Well, I have to admit, I'm bullish on all five of my brands. And I know that that's easy to sit here or to stand here and say, but I think that Honda has has successfully gone to market with a strategy where they have figured out a way to effectively balance their production mix and their strategy with respect to internal combustion engine vehicles.

请告诉我更多关于你非常看好的品牌，对吧？再次，你在不同品牌间有所涉猎，对吗？当你在讲话时，说到了本田、现代和保时捷，我很好奇你对未来是怎么想的，对吧？究竟你最看好哪些品牌，为什么呢？嗯，我得承认，我对我手上的五个品牌都很看好。我知道在这里坐着或站着说这些话很容易，但我认为本田成功地推出了一种策略，他们找到了一种有效平衡生产组合和内燃机车辆的策略的方式。

They have their first bev coming in the prologue, which should be out any day. And then they have hybrids in between. And I think that, you know, the market has has spoken. And the market is saying that the next iteration that the consumer needs to go through in terms of vehicles that they buy are hybrids or plug-in hybrids. The transition from ice to bed is not going to happen as quickly as perhaps the government would like it to with the current market conditions as they are. So I think Honda has struck the right balance much like Toyota has in what their go to market strategy is so that they can deal with the transition to bev, right?

他们的第一款车型将在序言中推出，可能随时都会发布。接着他们将推出混合动力车型。我认为市场已经发表了自己的看法。市场表明消费者接下来购买的车型应该是混合动力车或插电混合动力车。在当前市场条件下，从燃油车到电动车的转变不会像政府希望的那样迅速。因此我认为本田已经像丰田一样找到了正确的平衡，思考他们的市场战略应该如何来处理电动车的转变。

Then you have brands like Hyundai and Mercedes. I continue to be extremely impressed by my Korean friends at Hyundai, the investments they've made in product. The product is fantastic to think, you know, we've been Hyundai dealer since 1990. And you know, to think that, you know, the Hyundai. You've gone through a hell of a change. Yeah. Yeah. We've been through. We've been up and down the roller coaster. But I have to tell you, because of that experience, I know when I'm in a position that feels different from what it maybe has historically. And I feel very strong about the future of Hyundai. The product lineup is fantastic. The business model is dialed in. The value promise to the consumer is there. They're just doing things right. Do they have their challenges like any brand? Yes, they do. They're doing a lot of things really, really well right now, which makes me bullish about them.

然后你有像现代和奔驰这样的品牌。我继续对我的韩国朋友在现代汽车方面所做的投资印象深刻，他们在产品方面所做的投资令人印象深刻。想想看产品是多么出色，你知道吗，我们自1990年起一直是现代汽车的经销商。你知道，想想看，现代汽车。它经历了巨大的变化。是的。是的。我们经历了。我们经历了起起伏伏。但我必须告诉你，正因为有了那种经历，我知道当我处于一种与过去历史上可能不同的位置时。我对现代汽车的未来感到非常有信心。产品线非常出色。商业模式得到了完善。价值承诺给消费者已经到位。他们只是在做正确的事情。他们像任何品牌一样有自己的挑战吗？是的，他们有。但他们现在正在做很多事情非常出色，这让我对他们感到乐观。

So what would you say? What are those challenges for Hyundai? Right? Because we hear so many good things. And you know, we look at valuations. These Hyundai dealerships have just skyrocketed over the last decade. I mean, let alone five years. Right? What are some challenges that the brand is facing? Well, I think, first and foremost, let me just address what I think they're doing really white, really right? And that is their designs are great. Their in-car technology is terrific. Their powertrains are exactly what the diversity of powertrains are exactly what the market is demanding. And I think that's something to tip your cap towards, right? The challenges really revolve around the customer experience. And you know, when Hyundai had historically lagged the industry, Yossi, by quite a bit in terms of dealer profitability.

那么你会说什么？对现代汽车来说，有哪些挑战呢？因为我们听到了很多好消息。你知道，我们看了这些估值。在过去的十年里，现代汽车经销商的业绩简直是窜升。甚至可以说，不仅仅是五年。对吧？该品牌面临的一些挑战是什么？嗯，我认为，首先，让我来说说他们做得非常不错的地方。那就是他们的设计很棒。他们的车载技术也很棒。他们的动力系统正是市场所需要的多样化动力系统。我认为这值得称赞，对吧？挑战主要围绕客户体验。你知道，历史上现代汽车在经销商盈利方面一直落后于整个行业很多。

So when dealers can't make money or are not able to garner a return on their investment, they do one of two things. They sell the store. Okay. And when it's, you know, distress merchandise or something that doesn't have a lot of buyers lined up, the people that end up buying it are maybe not the most savory characters. And that just leads to not good things happening, right? Self perpetuating cycle, yeah. Yeah. Another thing that happens is they put the underperforming franchise in their secondary buildings and facilities with their secondary management teams, right? They're just, you know, that's just the way it goes. And I think that, you know, that happened for several decades with Hyundai.

因此，当经销商无法赚钱或无法获得投资回报时，他们会选择两种方法中的一种。他们会出售店铺。当销售的是陈旧商品或没有很多买家排队时，最终购买它的人可能不是最可靠的人。这将导致不好的事情发生，对吧？这就是一个自我循环，是的。另一件事是，他们会将表现不佳的特许经销商置于他们的次要建筑和设施中，并由次要管理团队管理。这就是事实，已经持续了几十年与现代汽车公司。

Well, now we have product that's on par with Honda and Toyota. We have brand, we have branding and marketing on par with Honda and Toyota. And I think we still have a subset of dealers that are sort of stuck in the old way of doing things and are maybe not representing the brand to the best of their ability. And I think that Hyundai's doing what they need to do in order to affect change there. I mean, you could see it. You see the buy sell statistics. I mean, the number of Hyundai and Kia stores that have turned over in the last 24 months is astronomical. So it's definitely attracting the savvy buyers and the sophisticated buyers. They're coming in and gobbling up Hyundai and Kia franchises. And they're taking them to the moon, Yossi. I mean, these stores are making money now. The product is great. And the customer experience is improving every day. Is it improving as quickly as I think we would all like to see it? You know, generally speaking for the brand, I'm talking now, probably not, but we're on our way and we're making progress. So I'm very encouraged about that.

现在，我们的产品与本田和丰田不相上下了。我们拥有品牌，品牌推广和营销水平与本田和丰田相当。但我认为我们依然有一部分经销商仍然停留在旧的做事方式上，可能没有充分展示出品牌的实力。我认为现代正在做他们需要做的事情来改变这种情况。你可以看到这一点。看看买卖统计数据。过去24个月内，转让的现代和起亚店铺数量是惊人的。这确实吸引了懂行的和精明的买家。他们进来并收购现代和起亚的经销权。他们将这些店铺发展的飞起，Yossi。这些店铺现在已经开始赚钱。产品不错，顾客体验每天都在提升。它的提升速度是否如我们想象的那样快？总的来说，对于品牌，我现在谈的是，可能不是，但我们在这条路上并且在不断取得进步。所以我对此感到非常鼓舞。

And then in addition to that, the other challenges really are no different than what every OEM has right now, which is challenges related to in-car electronics. You know what I mean? The infotainment systems and all this stuff that's just sort of wreaking havoc throughout the industry and how that impacts vehicle operability and things like that.

此外，与此相关的其他挑战实际上与现在每个原始设备制造商所面对的挑战没有太大差别，即与车载电子设备相关的挑战。你知道我的意思吗？信息娱乐系统和所有这些对整个行业造成混乱的东西，以及它们如何影响车辆的可操作性等方面。

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这一集是由我的私人汽车经销商，行业招聘网站CDGjobs.com赞助的。CDGjobs.com是我的行业招聘网站，连接最优秀的汽车人才和最好的公司，对CDG的听众来说是完全免费的，可以发布和填补公司空缺职位。这个免费的招聘网站适用于汽车供应商、经销商、放贷人、制造商、汽车技术人员等各界人士。已经有一百多家公司发布了空缺职位，包括锂电动力汽车、循环、信用接受、维罗的信用、汽车商务、数字插件、全程、Westlake贸易挂起，你懂的。最好的部分是，当这些公司通过CDGjobs.com招聘时，他们正在聘用市场上最了解情况的候选人。不要犹豫。您可以通过访问CDGjobs.com或单击下方节目说明中的链接，立即添加您的空缺职位。这就是CDGjobs.com。

Tell me more about the Hyundai experience. You run a great business, right? You're well off, life's good. Why go and put your hat in the ring to become the chair of the Hyundai dealer council? And what does that even mean? Like, give us the context here of what led up to this, why you decided to embark on this and to spend your time dedicated to this. So really, it goes back to my father.

请告诉我关于现代汽车的经验更多细节。你经营得很出色，是吧？你经济状况不错，生活很美好。为什么要冒险竞选成为现代汽车经销商委员会主席？这究竟意味着什么？比如，讲讲你是如何决定参与这一角逐，并将时间专注在这件事情上的背景。整个决定的起因其实源自于我的父亲。

My dad was and still is a very influential force in my life. And my dad, being a self-made guy that came from nothing, he very much appreciates and reveres the franchise system, right? And if you look at the franchise system for what it's done for people, it's really, I tell people all the time, my dad is the embodiment of the quintessential American dream. You know, came from nothing. Family of a big family in Norristown on a row home, had no money. You know, he just worked hard, worked his way up, got an opportunity, had a little bit of luck. And the franchise system that made him wildly successful and helped him deliver the life that I was able to enjoy and continue to enjoy to this day.

我的父亲过去和现在都是我生命中一个非常有影响力的力量。我的父亲是一个白手起家的人，他非常欣赏和敬畏特许经营系统，对吧？如果你看看特许经营系统为人们所做的一切，我经常告诉人们，我的父亲就是典型的美国梦的化身。你知道，他白手起家，来自诺里斯敦的一个大家庭，在一栋排屋里，一无所有。他只是努力工作，一步步地向上爬，得到了机会，也有一点运气。特许经营系统让他取得了巨大的成功，帮助他创造了我能享受到、至今仍在享受的生活。

But as a result of that, my dad's always been an advocate for the franchise system. And he's always been a big-time advocate of the dealer council process. And that is the process whereby the manufacturer liaises with a group of dealers that represent the brand as a whole. So in the case of Hyundai, it's 12 dealers from throughout the country. We meet with Hyundai executive management four times a year. We have a process whereby we bring issues to the table that we believe warrant attention from the manufacturer. We work with them on strategic initiatives. We work with them on product planning and marketing and all that type of stuff because at the end of the day, we're the retailers on the ground dealing directly with the customer.

由于这个原因，我爸爸一直是特许经营制度的倡导者。他始终是经销商委员会流程的坚定支持者。这个流程是制造商与代表整个品牌的一群经销商进行联络的过程。以现代为例，这个群体包括全国各地的12家经销商。我们每年与现代管理层会面四次。我们有一个流程，在这个流程中，我们将我们认为需要制造商关注的问题提交到桌面上。我们与他们合作制定战略计划。我们与他们合作进行产品规划和市场营销等工作，因为在一天结束时，我们是直接与客户打交道的零售商。

And so that relationship, while it can be contentious at times, it's incredibly important because we both need each other. And I would argue that we need each other now more than ever. So I just find it incredibly important. Tell me about that. Why do you say that? You think car manufacturers and dealers need each other more than ever? So the reason is, is because if you look at the amount of disruption and tumult that our industry is experiencing right now, primarily because of the forced transition to BEV. We need each other now more than ever because they have to produce cars.

因此，尽管我们的关系有时可能会有分歧，但这种关系非常重要，因为我们彼此都需要对方。我认为我们现在比以往任何时候都更需要彼此。所以我觉得这非常重要。你觉得怎么样呢？为什么会这么说？你认为汽车制造商和经销商比以往任何时候都更需要彼此吗？原因在于，如果你看看我们行业现在正在经历的混乱和动荡的程度，主要是由于迫使我们转向电动汽车所导致的。我们现在比以往任何时候更需要彼此，因为他们必须生产汽车。

Okay, we need to make sure that that product continues to move. And customers have a tremendous amount of customer demand, not only for replacement vehicles, but also for vehicle maintenance and repair. Because of the price of new vehicles has increased so much, the last couple of years has been well documented. You've talked about it extensively. The price of used cars subsequently has gone up. So there's a ton of capital deployment out there on the part of the manufacturer and on the part of the dealer. And if we don't keep the wheels turning, the part in my pun, that's when things can really start to go sell. And so they produce the cars, we sell the cars.

好的，我们需要确保该产品继续销售。客户对于替换车辆以及车辆维护和修理有巨大的需求量。由于新车价格大幅上涨，过去几年情况有目共睹，你已经多次谈论过。二手车价格随之上涨。因此，制造商和经销商都需要大量资金投入。如果我们不让车轮保持转动（我开个玩笑），那么情况可能会开始变得困难。他们生产汽车，我们销售汽车。

They stand behind the product in the form of the warranty. We're on the front lines letting the consumer know that we have their back. The manufacturer is going to stand behind their products. And when you need something, your local franchise dealer is here to help you when you have a problem or you're in need of service. And I think that's tremendously powerful. And I think it's tremendously valuable. And I think the consumers recognize that as well. Have we always, as it always been, peaches and cream in that relationship? No. I think things have changed dramatically for the better lately. And I see things only getting better. And a lot of that you can point to the disruptors who have, I think, taught maybe some of the traditionalists, some best practices.

他们在保修的形式下支持这个产品。我们站在最前线，让消费者知道我们支持他们。制造商将支持他们的产品。当你需要东西时，你当地的特许经销商在你遇到问题或需要服务时会给予帮助。我认为这是非常有力的。我认为这是非常有价值的。我认为消费者也认可这一点。我们在这关系中总是一帆风顺吗？不是。我认为最近情况发生了很大的变化变得更好了。我看到情况只会变得更好。其中很多进步可以归功于一些颠覆者，他们也许教导了一些传统主义者一些最佳做法。

But at the same time, the manufacturer dealer relationship is more important than ever in my opinion. Mm hmm. You know, I had a pretty prominent dealer on the podcast and he said a line that stuck with me. The manufacturer is not your friend. Yeah. Mm hmm. What do you think about that line? Well, did you listen to that one? Yeah, I did. And listen, I think that I'll paraphrase my dad. Okay. There are going to be times where we're going to agree. And there's going to be times when we're going to disagree. And the disagreements are usually going to fall or are going to usually result from one of us taking a position that we are steadfast because it benefits us.

但同时，在我看来，制造商和经销商的关系比以往任何时候都更重要。嗯，你知道的，我曾经在播客上采访过一个非常重要的经销商，他说了一句话让我印象深刻。制造商并不是你的朋友。是的。你觉得这句话怎么样？嗯，你听过那期节目吗？是的，我听过。听着，我觉得我可以用我爸爸的话来解释一下。好的。我们会有一些意见一致的时候。也会有一些我们不同意的时候。这些分歧通常会来自于其中一方坚持自己的立场，因为这符合我们的利益。

But then there's going to be areas where we're going to need to find common ground so that we can continue to coexist, right? And I think that that largely still governs the relationship. So can you say that we're not friends? I mean, I think we're business partners at the end of the day. And I think if you want to say that that is not a friendly relationship, I understand that position. I think that my relationship with all of our manufacturers is good. It's cordial. It's respectful. But yeah, there are times where it gets contentious. And sometimes we need to put our foot down and they need to put their foot down and we got to do what we got to do. So yeah, I get that position. I don't know if I agree with that 100%, but hopefully my explanation or my response to that gave a little bit better clarity to how I approach it. I'm a little more diplomatic. Yeah, I can tell.

然后，我们将需要找到共同点，以便能够继续共存，对吧？我认为这在很大程度上仍然影响着关系。所以你能说我们不是朋友吗？我意思是，我认为我们归根结底是商业伙伴。如果你想说这不是友好关系，我理解这个观点。我认为我与所有制造商的关系都很好。它是友好的。是尊重的。但是，有时候会产生分歧。有时候我们需要坚持自己的立场，他们也需要坚持自己的立场，我们必须做我们必须做的事情。所以是的，我理解这个观点。我不知道我是否完全同意这个观点，但希望我的解释或回应能为我如何处理这种情况提供更清晰的解释。我比较圆滑。是的，我能感觉到。

But I do get your point. Like, you know, it's not always going to be black and white. I want to ask you a bit of a different question, right? Lots of use cardiologists listen to this podcast as well. And I'd have to imagine there's one use card dealer out there at least and I'm sure many more that are listening and thinking, wow, like, you know, you started or your father started with Hyundai in the 90s, right? And obviously look at the brand today. It's gone through been a roller coaster ride, but today it's worth a ton. And it's appreciated a ton. I mean, talk about a, you know, a great asset to acquire.

但我理解你的意思。就像你知道的，事情并不总是非黑即白。我想问你一个有点不同的问题，对吧？很多心脏病学家也听这个播客。我可以想象至少有一个心脏病医生在那里，我相信还有很多人在倾听并思考：“哇，你是从90年代与现代汽车开始的，对吧？”显然，看看今天的品牌。它经历了一次过山车般的历程，但今天它的价值极高。它受到了极高的赞誉。谈到一种不错的资产收购，不是吗？

If you are a used car dealer today, right, that was looking to get into the franchise world or maybe you have a franchise, but you're looking to grow. Is there any brand out there that you'd like bet on? You'd say, you know what, this is a brand, whether it be a newer, newer entrant or it be, you know, an existing brand that maybe you believe has a bright future ahead of it. But is there a brand out there like that that comes to mind? Yeah, there, there absolutely is. I think the only other sort of caveat to that that I would add is I think you also have to take a look at the marketplace too, because, you know, I would love to have it to a store, you know, as I tell people all the time, like pretty much everybody that comes on your podcast.

如果你是一名二手车经销商，现在想要进入特许经营世界，或者你已经拥有一家特许经营店，但想要扩大业务。有没有哪个品牌会让你信心十足？你可能会说，你知道吗，这是一个品牌，无论是新近进入市场的还是已经存在一段时间的品牌，你可能认为它前途光明。但是有没有这样的一个品牌在你脑海中？是的，绝对有。我认为另一个要考虑的因素是市场情况，因为，你知道，我会喜欢拥有一家店，就像我总是告诉别人的那样，几乎每个参加你的播客节目的人都有这个想法。

Everyone, yeah. Everybody wants to join the store. Right. Yeah. So join the club. But at the same time, there may be instances in markets in other parts of the country that I'm not aware of where maybe Toyota is over dealer. And therefore it would make it difficult to go in and pay all the money for that store and expect a return on your investment within a certain amount of time and do it the way that I'm accustomed to doing it. And I, you know, I'm still a businessman. I, I still want to go out. And when I deploy capital, I expect a return on my investment in X amount of time at X amount of a return rate. And if I can't, if I can't get that, then I'm not going to do the deal. I just because I don't have to, I don't have shareholders that I have to answer to like the public companies do. I, I, you know, I have me and my business partner and we do what we think is best for us. And we don't really listen to outside, you know, outside influences. But right now, I mean, look, I think, I think Toyota and Honda are, are doing it really well. I mean, Hyundai and Kia, the Koreans, I think are, are the up and comers. They're the real challengers that are rapidly transitioning from being challengers to being tier one brands. You see, are they up and comers or have they already came? Like I'm thinking about even below that, right? Anything, anything come to mind. And by the way, maybe not. But I feel like Hyundai and Kia is already like, you know, the prices at this point. I mean, it's real. It's, it's an established brand. It's, it's not cheap anymore. Right. Yeah. So like, is there like, is there like, is there a Hyundai and Kia out there? Like the next Hyundai and Kia, anything come to mind? Not really. I mean, you know, a lot, a lot has been said about Nissan. And I think that, you know, Nissan's been around a long time and, and certainly had a lot of turbulence throughout their tenure, at least of late. You know, but if, if an opportunity arose and someone could acquire a Nissan franchise for the right amount of money in the right location and could get in with, with reasonable overhead, I mean, you could really say this about any shingle, about any franchise. I mean, at the end of the day, if you can, if you can put yourself in a situation to make an investment where you're not going to be living and dying by the new car market, because I can tell you right now, if you are, you're setting yourself up for failure.

大家，是的。每个人都想加入这家店。是的。所以加入这个俱乐部吧。但同时，在我不清楚的国家其他地区可能存在一些市场情况，也许丰田经销商过多。因此，进入并支付所有钱并在一定时间内获得投资回报可能会变得困难，而且要按照我习惯的方式进行。我仍然是一个商人。当我投入资本时，我期望在一定时间内获得投资回报。如果我无法实现这一点，那么我是不会进行交易的。因为我没有像公共公司那样需要向股东负责的责任。我和我的商业合作伙伴认为什么对我们最好，我们并不会听取外部的影响。但现在，我觉得，我觉得丰田和本田做得很好。我觉得现代和起亚，韩国汽车品牌，是挑战者，他们正在迅速地过渡，从挑战者变成一线品牌。你看，他们是新兴企业还是已经崛起了？我在想还有没有比他们更前列的。有什么你想到的吗？顺便说一句，也许不是。但我觉得现代和起亚已经像你说的那样，到了一个价格达到了实质上的品牌。不再便宜。对吧。所以，有没有像现代和起亚那样的汽车品牌？有什么想到的吗？不是很清楚。关于日产说了很多话。我认为，日产已经存在很长时间了，最近至少经历了很多动荡。但如果出现一个机会，有人能以合适的价格在合适的地点收购日产经销权，并以合理的经营成本进入，我想你可以真的将这种情况应用于任何品牌、任何特许经营。最终，如果你能让自己不要被新车市场所左右，因为我可以告诉你，如果你被左右了，你就在为失败埋下伏笔。

And that's one of the things that always made us set up for success was we always had very strong parts and service operations, fixed operations as we refer to it in, in the retail auto industry, you see, and as a result of that, we've been able to achieve above average, fixed overhead coverage percentages, which is, which means we don't have to sell a car and our expenses are covered. And that's a, that's a fortuitous position to be in. But it's hard to do that if you, you have a rent factor, which is how dealers, which is the mechanism by which dealers largely will cover their, their debt service. If your rent factor is astronomical and out of line with the market and with the brand, it makes it really tough. So that's what, that's, those are all the factors that have to get weighed when one is deciding whether or not to make an acquisition.

这是我们总是成功的一个因素之一，我们拥有非常强大的零部件和维修服务运营，即我们在零售汽车行业中所说的固定运营。由于这个原因，我们能够实现高于平均水平的固定开销覆盖比率，这意味着我们不必销售汽车即可支付费用。这是一个幸运的位置。但如果您的租金因素（即经销商主要用来支付债务服务的机制）高得离谱，与市场和品牌不匹配，那将变得非常困难。所以这些都是在决定是否进行收购时需要权衡的因素。

I want to talk more about fixed ops and what you just mentioned. Give us just a little bit more insight on rent factor. So like what do you look at, like any specifics you can share with audience? Yeah, I mean, so, you know, normally when, when I'm, when I'm assessing a deal, I'm going to look at, I want to make sure that my, my fixed expenses, primarily my rent factor, which is in essence, my debt service is on the very, very high end around 12 and a half percent of, of, of the gross that we generate, of the gross profit that we generate every month, right? Okay. So just, just so, just to recap that, right? The rent factor you say it's your debt service because you are buying the property, right? So you're just passing along the mortgage payment. That is essentially the rent. And then your total dealership gross profitability sales service, you don't want rent to be more than 12 and a half percent, roughly speaking. That's, that's, you know, the sweet spot for me is really 10%, but you know, 12 and a half is on the high end.

我想谈谈固定运营和你刚才提到的事情。给我们更多关于租金比的见解。比如，你关注什么，有没有什么具体细节可以和观众分享？是的，我想说的是，通常在评估交易时，我会看一下，我希望确保我的固定费用，主要是我的租金比，也就是实质上的我的债务服务，在我们每个月产生的总毛利中非常高端，大约是百分之十二点五。好的。所以，总结一下，你说租金比就是你的债务服务因为你在购买这个物业，对吧？所以你只是传递房贷付款。那本质上就是租金。然后你的总经销商毛利销售服务，你不希望租金超过百分之十二点五，粗略地说。对我来说，理想的情况是百分之十，但你知道，百分之十二点五是高端。

You know, so again, it's one of those things where if I had an opportunity to acquire a Nissan store or a CDJ or store or, you know, pick a, pick a franchise. It doesn't really matter. If, if your debt service is going to equate to on a monthly basis, a number north of 12 and a half percent of the gross profit generated by the store, that's where I start to, I start to question the validity of moving forward with an acquisition like that or pursuing an acquisition like that. If that makes sense. Got it. All right. That's helpful. So now I want to go back to what you said about fixed ops. So you said that, you know, you have over a hundred percent absorption, right? And for, for anyone listening, again, it just simply means that your service revenue or profitability is enough to cover your fixed expenses and incredible position to be in. Cause you're just, you're building a very formidable business that can withstand headwinds, right? How did you get to this point? Right?

你知道的，所以再说一遍，如果我有机会收购一家日产车店或克莱斯勒/捷豹车店，或者，你知道的，选择一个特许经营。其实这并不重要。如果你的负债服务相当于每月由店铺产生的毛利的12.5%以上，那我就开始怀疑是否继续进行这样的收购或追求这样的收购是否合理了。如果这样说通了。明白了。好的。这点很有帮助。现在我想回到你说的固定运营成本。你说你有超过100%的吸纳率，是吧？对于任何在听的人来说，再次强调，这只是简单地意味着你的服务收入或盈利足以支付固定费用，这是一个了不起的位置。因为你正在建立一个可以经得住逆风的非常强大的企业。你是如何达到这一点的呢？

You, you said that very emphatically, like, you know, we've taken service very seriously. What does that actually mean to you? So I think, I think first and foremost, it starts with having a great product and having a great team that can deliver on the customer service promise that you make upfront when you sell the car, right? So if people are coming in for service and a lot of OEMs now are including a lot of car manufacturers are including, you know, maintenance, which is really oil changes and tire rotations in, in the price of the vehicle now for anywhere from one to two to three years, depending on the brand. But even prior to that, you know, we would always give away our, our first, our first oil change, we would, we would provide complimentary to the customer because we wanted them to come in and experience what it was like to do business with us.

你说得很有力，就像是说我们非常认真对待服务一样。那对你来说具体意味着什么呢？我认为，首先首先，这始于拥有出色的产品和出色的团队，他们能够在销售汽车时做出的客户服务承诺上实现。所以如果人们前来维修，许多原始设备制造商现在都包括了一些汽车制造商，你知道，现在的汽车价格都包括维护，也就是换油和更换轮胎在内，这是品牌不同，时间从一到两到三年不等。但即使在这之前，我们总是会免费提供我们的第一次换油，我们会为客户提供免费的服务，因为我们希望他们来体验与我们做生意的感受。

So I thought we did a really nice job of, of establishing a foundation from which to grow our relationship because I am a big believer, Yost that sales sells the first car, service sells all this, the subsequent cars, right? Yeah. I think there's a lot of, there's a lot of merit and there's, there's a lot of truth to that. So, you know, we, we couple the way we approach the customer experience, the training of our people, the condition of our facilities, we have a free Pennsylvania State Inspection Program that we give to all of our customers and members of their household. So it really has just become one of those things where service was always a big part of what my dad focused on. He was still trying to make the mistake. He was a sales guy, still is a sales guy, you know what I mean?

所以，我认为我们在建立起一个良好的基础来发展我们的关系方面做得非常好，因为我是一个非常信奉销售是第一辆车的销售者，服务是销售所有随后车辆的人。对吧？是的，我认为这是非常有成效的，也非常符合实际的。所以，你知道，我们在客户体验、员工培训、设施条件方面的处理方式，我们提供免费宾夕法尼亚州车辆检验计划给我们所有客户和他们家庭成员。所以，服务一直是我父亲所注重的重要部分。他仍然在努力避免错误。他是一个销售员，现在依然是一个销售员，你知道我的意思吧？

Like most dealers, you know, they're sales guys. But he understood the, he understood the importance of, of fixed operations of parts and service. And it was always a big part of how he structured his business, how he structured his facilities, how he structured his processes. And I just feel like I came in was given his insights and he imparted a lot of his wisdom on me in that respect. And I took it to the next level only by the grace of a tremendous team of people that work for us. They deserve all the credit. I just simply have provided tools and resources and they've done the work and just been incredible. And that's why we're successful. So it's, it's a big part of our business model.

像大多数经销商一样，你知道，他们都是销售人员。但他理解固定运营部门和零部件服务的重要性。这一直是他经营业务、设施和流程的重要组成部分。我觉得我受益于他的见解，在这方面他传授给了我很多智慧。而我之所以能够将其推向更高水平，完全要归功于我们团队中的一群出色的人。他们值得所有的赞扬。我只是简单地提供工具和资源，是他们完成了工作并表现出色。这就是为什么我们成功的原因。所以这是我们业务模式的重要组成部分。

Yeah. And when it comes to processes and you mentioned, you know, the way you operate, you have multiple stores, is there anything that you do? Would you say that's like non-traditional on the actual just general processes side? Anything specific that comes to mind or is it really, you know, just focusing on fundamentals, the nuances, doing it really well, nothing too crazy to flashy? Yeah, no, it's funny. So we actually had a Ford store years ago that we sold in 2003, 2004. Yeah, 2003, 2004. And a lot of the fixed ops training that I received was from the Ford around the wheel program. I don't know if you've ever heard that or if anybody's ever mentioned to you. But basically the around the wheel program was basically get the car in the shop, get it up on the lift and get the wheels off of it. And you know, everything kind of goes from there because it's tires, it's brakes, it's, you know, obviously, you know, if the car's up in the air, you're changing oil. So a lot of it revolved around that.

是的。在谈到流程时，你提到了你的运营方式，你有多家店铺，有没有什么你会说是非传统的在实际的一般流程方面？有没有什么具体的想法或者说，你只是专注于基本原则，细微之处，做得很好，没有太过炫耀的东西吗？是的，挺有趣的。我们实际上多年前有一家福特门店，我们在2003年或2004年出售了它。许多我接受过的固定运维培训都是来自福特的around the wheel项目。我不知道你是否听说过或有人向你提到过。基本上，around the wheel项目就是把车开进车间，抬升起来，把车轮卸下来。你知道，一切从那里开始，因为这涉及到轮胎，刹车，显然，如果车抬起来了，你就在更换机油。所以很多流程围绕此展开。

We were one of the first people in our market and in particular with Honda that implemented a multi-point inspection form. That was a paper form. And this was probably yours back in 2008 or something like that, 2007. And then quickly with the advent of electronic MPIs, we jumped into that space and the electronic MPI was a game changer. And it was a game changer because we could not only document what the condition was of the vehicle and provide that to the customer as a no charge value add. Here's your vehicle's report card. We would call it. But we also had the ability to keep a documented record of what happened the last time they were in. So when it came to addressing, you know, previously declined services or things that somebody was overdue for.

我们是市场上最早使用本田车型进行多点检查表的人之一。开始时是使用纸质表格，大概是在2008年左右。随后，随着电子多点检查表的出现，我们迅速转向电子化。电子多点检查表是一个革命性的变革，因为我们不仅可以记录车辆的状况并提供给客户作为免费增值服务，我们会称之为您的车辆报告卡。而且我们还能够保留记录了客户车辆上次来店维修时的情况。这样在需要处理以前被拒绝的服务项目或者是某些服务已经过期的情况时，我们就能轻而易举地对客户提出建议。

I mean, listen, not everybody wants to spend all the money to maintain their vehicle at any given moment in time. So we try to help people manage their budgets. We try to help people manage keeping vehicle maintenance affordable while also doing things the right way to ensure the longevity of their vehicle. So it's just as much about the consultation, Yose, as it is about the transaction. And I think that, you know, we're still a people business. I know that's a cliche. We're still a relationship business. I know that's somewhat cliche too. But it's true. And I think that, you know, when you approach that relationship with the customer that way, that's what leads to that long term relationship. And I think we've been successful with that. And I think that's been a hallmark of our success.

我的意思是，听着，不是每个人都想在任何时候花费所有的钱来维护他们的车辆。因此，我们试图帮助人们管理他们的预算。我们努力帮助人们以保持车辆维护的费用合理同时也以正确的方式来确保车辆的使用寿命。所以，这与咨询Yose一样重要，也和交易一样重要。我认为，我们仍然是一家服务人员的企业。我知道这是老生常谈。我们仍然是一家关系型企业。我知道这也有点老生常谈。但这是真的。我认为，当你以这种方式与客户建立关系，这才会导致长期的合作关系。我认为我们在这方面取得了成功。我认为这已经成为我们成功的标志。

So I want to build on top of that now, right? Relationship business, which, you know, is, of course, people say it out a lot. And then how do you reconcile that with the Amazon Hyundai announcement? Like are we moving to a future where we're not going to be a relationship business or where that is going to be the way that people buy cars exclusively? Like explain that to me. Like what does that future look like, especially given in light of just, you know, Amazon and Hyundai working very closely on this online buying experience? Sure. I think that Amazon relationship, yes, is really a response or reaction to the fact that there is a subset of the population that has an aspiration or a desire to transact 100% online, right? There's also a subset of the population that aspires or wants to transact 100% in store. And then there's the largest chunk that's out there right now, which wants to do a combination of the two, right? So there's a, there's a, you know, Amazon is the world's largest marketplace. No one, no one refutes that, right? And there are people out there, you might be one of them, that buy everything on Amazon. You know, that's just what they're inclined to do. They, they, they like the experience of just being able to hit a button and something shows up at their house and, and things like that. Why should buying a car be any different, right? But that doesn't mean that that's how everybody wants to do it. What it means though is, is that if there is a subset of the population that aspires to transact in that fashion as good retailers, we should be there. And that's why, you know, that's why I think it's an opportunity.

所以现在我想建立在这个基础上，对吧？关系业务，你知道，当然，人们经常谈到这个。那么你如何将这一点与亚马逊现代的宣布相一致呢？我们是不是正朝着一个不再是关系业务或者人们只会通过这种方式购买汽车的未来前进？给我解释一下。那个未来会是什么样子，特别是考虑到只是你知道，亚马逊和现代在这个在线购买体验上密切合作？ 当然。我认为亚马逊的关系，是对有一部分人口渴望或者希望完全在线交易的事实做出的回应或反应，对吧？另外还有一部分人口渴望或者希望完全在实体店面交易。然后，目前最大的那部分人口，他们希望两种方式结合起来，对吧？所以，你知道，亚马逊是世界上最大的市场。没有人会否认这一点，对吧？而且还有人，你可能是其中之一，所有东西都在亚马逊上购买。这就是他们倾向于做的事情。他们喜欢只需按下一个按钮，东西就出现在他们家里之类的体验。为什么购买汽车要有所不同呢，对吧？但这并不意味着所有人都想这样做。不过，这意味着，如果有一部分人口渴望以这种方式交易，作为优秀的零售商，我们应该在那里。这就是为什么我认为这是一个机会。

Okay. So, how does this not disintermediate the dealer? And, and the second question is like, and if it doesn't, if the dealer is still fulfilling everything and doing the transaction, is this any different really than like a, you know, third party marketplace, like we've, you know, like cars.com or any other marketplace that enables you to get a certain part in the transaction? Well, the short answer to that last part of your question is no, it isn't really any different, but it is different because it's Amazon and Amazon has set the bar and established the standard for transacting electronically as easy and seamlessly as possible, right? So if they can bring their standards and their technology and their ecosystem to retail automotive and help us cater to the customers that want to transact that way in an effective, efficient, seamless process, I think that's a good thing because the dealer is at the end of the day still fulfilling the transaction.

好的。那么，这样不是绕过经销商了吗？第二个问题是，即使没有绕过经销商，如果经销商仍然在完成所有事务并进行交易，这跟像cars.com这样的第三方市场有什么不同呢？嗯，对于你问题的最后部分的简短回答是不，它实际上并没有太大不同，但它不同，因为它是亚马逊，亚马逊已经设定了标准，建立了在电子交易方面尽可能轻松顺畅的标准，对吗？所以如果他们能把他们的标准、技术和生态系统带到零售汽车行业，并帮助我们满足想要以有效、高效、无缝流程进行交易的客户，我认为这是一件好事，因为最终经销商仍然在完成交易。

Okay, a customer goes on to Amazon, they find a vehicle they want to purchase, they see the price, they say, okay, I want to buy that car. At that point, the dealer picks up the communication, gets involved and facilitates the transaction. That's how it's set up to work. But it, but it is going to happen. The, the electronic signing, all that type of stuff is going to happen as much as possible within the Amazon ecosystem. Okay, it can't all happen because there's still a lot of states, Pennsylvania included, that still require wet signatures on certain documents. So the customer is still going to have to come into the dealership or have someone come to them to deliver the car and they're still going to have to sign one or two documents with wedding. So, you know, we're, we're getting closer. So, but again, I, I just, I think that Amazon gives us an opportunity to connect with that consumer that wants to transact in that fashion. But they still are going to call us the dealer when they have a problem with their vehicle, when they need service, they're not going to call Amazon.

好的，顾客在亚马逊上找到一辆他们想购买的车辆，看到价格后，他们说，好的，我想买这辆车。这时，经销商将接手交流，介入并促成交易。这就是它的运作方式。但是，这确实会发生。所有这些电子签署等等都将尽可能地在亚马逊生态系统内进行。好的，不是所有的事情都能在那里完成，因为仍然有许多州，包括宾夕法尼亚，对某些文件仍然要求湿签名。因此，顾客仍然需要进入经销商店内或者请人送车到他们那里，并且仍然需要用湿签名签署一两份文件。你知道的，我们正在逐渐接近。但是，再次强调，我认为亚马逊给了我们一个机会与那些希望以这种方式进行交易的消费者联系。但当他们的车有问题或者需要维修时，他们仍然会打电话给我们经销商，而不是打给亚马逊。

So again, Amazon's a facilitator. They're not a retailer in this instance. And that's how I view it. Correct. That's the big difference here, that they're not a retailer. Now, this is, this is more of speculation, but I'm curious to hear your take. Like, for them to go, you know, build a lot of this at the partner, I mean, have they considered just making an acquisition of a third party marketplace or do you, or again, you're not Amazon. So I'm not asking you to, you know, give me a precise answer, but it almost seems like to me, it's like, you know, you're going to try to, you know, reinvent the wheel here.

所以，再次强调，亚马逊是一个促成者。在这种情况下，他们并不是零售商。这是我对此的看法。没错。这里的主要区别在于，他们不是零售商。现在，这更多是猜测，但我很想听听你的看法。比如，他们是否考虑过收购第三方市场，而不是建立合作伙伴关系，或者你认为，你不是亚马逊，所以我不是要求你给我一个准确的答案，但对我来说，似乎他们是在尝试重新发明轮子。

You know, as a consumer on Amazon, I'm not going to buy a car. It doesn't mean I can't be trained to do that over many, many years. But that's the other thing that comes to mind. I mean, is there a world where, you know, a company like this acquires a marketplace, be it third party or an actual retailer? Of course, you know, Carvana has been, you know, I've heard that one many times. What do you think about something like that? I'm purely speculating at this point. So I just want to be, I want to preface my comments by saying that.

作为亚马逊的消费者，我不会购买汽车。这并不意味着我不能在很多年后被训练去这样做。但这让我想到了另一件事。我的意思是，是否存在这样一个世界，在这个世界里，像这样的一家公司收购了一个市场，无论是第三方还是实际的零售商？当然，你知道，Carvana这样的公司已经被收购了，我已经听说过很多次了。你对这样的事有什么看法？我现在纯粹是在推测。因此，我想在发表我的观点之前先这么说。

I, I, you know, I formed relationships with people at Amazon throughout this process. There's a lot of really good people on, on their side that are trying to do the right thing. And it's been, it's been a pleasure getting to know them, but I haven't asked them those questions. I'm just speculating. I would think that if that were an option for Amazon, they would have pursued it already. The truth of the matter is, is that Amazon already has a dealer council that is comprised of dealers of all brands and all sizes, and all geographic territories throughout the country. They were already advising Amazon on things related to their approach to the automotive marketplace. Okay. Hyundai just took it upon themselves to be first to market with this new found relationship with Amazon, which they announced at the LA Auto Show, where not only were they going to be first to market with selling cars on that platform via dealers, mind you, but, but connecting consumers with dealers on that platform. But also they have Alexa as in car technology in Hyundai's, and they're also using AWS for their cloud services. Those were two other additions that were a part and parcel to this arrangement. But yeah, I mean, I got to believe that if Amazon thought that they could go out and acquire a dealership, I don't even know what I mean, they could have probably just found a retailer in Seattle that represented one of the brands and said, we're going to send all this business through you. I don't know. I'm just speculating.

在这个过程中，我跟亚马逊的人建立了关系。他们一直在努力做正确的事情，有很多非常优秀的人。认识他们是一种快乐，但我并没有问过这些问题。我只是在猜测。我认为如果亚马逊有这个选择的话，他们可能早就已经采取行动了。事实上，亚马逊已经拥有一个由各品牌、各规模和各地区经销商组成的经销商委员会，他们已经在就他们在汽车市场的做法提供建议。好的。现在，现代汽车正在第一个与亚马逊建立这种新关系并且进行推广，他们在洛杉矶车展上宣布了这一消息，他们不仅将成为第一个通过经销商在该平台销售汽车的品牌，而且将消费者与经销商连接在一起。此外，他们还在现代汽车中使用亚马逊的Alexa车载技术和AWS云服务。这两个增值服务也是此协议的一部分。但是，如果亚马逊认为他们可以收购一家汽车经销商，我会相信他们可以找到一家西雅图代表品牌的零售商，然后说，我们将把所有业务都通过你这里进行。我不知道。这只是我的猜测。

I think there are 100% a myriad of things they could have done to not fully engross themselves into the politics of the franchise system and all that other type of stuff. Because that, I mean, yes, that's what I've been telling them throughout this whole process is they have to be careful for how they, regarding how they position themselves. Because if they want to take up the mantle of being an automotive retailer, they are now then subject to CFPB and FTC and all of the regulations that you know, auto dealers are subject to at the federal and the state and even the local level, right? But if they remain sort of simply a third party facilitator, they get the benefits of being, you know, party to the transaction, I guess is probably the best way to characterize it without having to deal with all of the regulatory scrutiny. Now I say that, that doesn't mean that the government, you know, might not turn around and they have the CFPB knocking on their door for whatever reason. But yeah, I mean, this is the direction they've chosen to go and we'll see what happens. I'm excited about Hyundai being first to market on it.

我认为他们在全面参与特许经营体系的政治以及其他种种事务中，本可以有100%的丰富选择来避免这种情况发生。因为这个原因，我是说，是的，在整个过程中我一直在告诉他们的是他们必须小心地对待他们的立场。因为如果他们想担任汽车零售商的职责，那么他们就会受到CFPB和FTC以及所有自动经销商在联邦、州甚至地方层面受到的所有法规的约束，对吧？但是如果他们仍然只是第三方促进者，他们将获得作为交易的一方的利益，我想这可能是最好的方式来描述它，而无需处理所有的监管审查。现在我说这话，并不意味着政府可能不会转身，他们有理由让CFPB找上门来。但是是的，我是说，这是他们选择的方向，我们将看看会发生什么。我对现代率先进入市场感到兴奋。

You know, hats off to Jose and the whole team at Hyundai for putting this together and hopefully we get it off the ground in a meaningful, broad-based way. I still am pilot and I know some of the pilot dealers are going through some growing pains, but hopefully we'll get to a point where we have a boilerplate agreement in place that will govern the relationship and this will be rolled out to any Hyundai dealer that wants to participate. And do you have a rough timeline for when that could be? You know, if you'd asked me that two weeks ago, I just said hopefully by May 1st, but we had some scheduling conflicts and I think we're pushed back to probably June 1st at the earliest and probably more likely to die first. But it's not. Yeah, I mean, we're not talking that far out either way. No, no, but we've been talking since the LA Auto Show, Jose, and that's back in November, right? So it's been a while and there was a lot of urgency to get this done. Yeah, so we got to keep working in that direction.

你知道，我要向Jose和整个现代汽车团队致敬，因为他们把这个项目组织起来了，希望我们能够以一种有意义、广泛的方式启动这个项目。我仍然是一名飞行员，我知道一些飞行员经销商正在经历一些成长的痛苦，但希望我们能够达成一个模板协议，以规范双方的关系，并将其推广给任何想参与的现代汽车经销商。那么，你有一个大致的时间表吗？你知道，如果你两周前问我，我只会希望能在5月1日前完成，但我们遇到了一些时间冲突，我认为最早可能要推迟到6月1日，更可能要推迟到8月。但也不是不可能。是的，我是说，无论如何，我们不会太远。不是的，但我们从11月的洛杉矶车展开始就一直在讨论这个问题，对吧？所以已经过了一段时间，现在迫切需要完成这个项目。是的，所以我们必须继续朝着这个方向努力。

Well, it's going to be interesting to watch how that unfolds. I'm really curious to see just the experience and how well it gets adopted. And if people actually use it, right, because it's like it is Amazon, but I don't go there to make super discretionary purchases. So it's just going to be interesting to see the intent of the consumer and if they can properly train them to bring value to dealers for the return on the investment actually makes sense. I agree. I agree. It's a brave new world. Yeah.

嗯，看着它是如何发展将会很有趣。我非常好奇要看到这种体验以及它如何被接受。如果人们真的使用它，对吧，因为尽管它是亚马逊，但我不会去那里购买非常自由裁量性的商品。因此，看到消费者的意图以及他们是否能够正确培训他们，为经销商带来价值，使投资回报实际上是有道理的，这将会很有趣。我同意。我同意。这是一个勇敢的新世界。 是的。

So I want to shift to just overall economy. You know, this is really I wanted to ask you as an operator here in Lehigh Valley, like what are you seeing on the ground floor right now? Consumer health, right? Like just market demand. Where are we out right now? What are you seeing? Yeah. So people ask me this all the time, you know, house business, what's going on in my, my response has been the classic dealer house business. Yeah. Yeah. Or like you go to the auction, you go to the auction house business. Or what do you do? What do you do on exits temperature check? I think is what you do. Yeah. Yeah. I read those. I read those. That's and that's one of my most popular posts. And I know that just by people by people constantly tell me, and they're like, yeah, I read through the comments, see what's done. It's great. It's amazing. But yeah, again, what I've been telling people and I stand by this is that it's been surprisingly resilient.

因此，我想重点讨论整体经济。你知道，作为利哈伊谷的经营者，我想问问你，你目前在一线看到什么？消费者健康，对吧？市场需求。我们现在处于什么情况？你看到了什么？是的。人们经常问我这个问题，你知道，家庭生意，我的回答一直是典型的经销商家庭生意。是的。或者像你去拍卖，你去拍卖行生意。或者你做什么？你对出口温度做了什么检查？我认为这就是你做的事情。是的，我读到了那些文章。有人告诉我，那是我最受欢迎的帖子之一。我知道，因为不断有人告诉我，他们说，是的，我读了评论，看看都有什么。太棒了。太神奇了。但是，再说一次，我告诉人们的，我一直坚持的观点是，这一切都出乎意料地强劲。

We had we had we were two cars short three, excuse me, three cars short of an all time record at our Honda Hyundai location in March. So that was combined new and used cars. So our all time record at that location is 522 cars and we did 519 in March. And that was that was shocking because January and February were not great. I mean, they weren't hateful. They weren't terrible. They were more akin to a typical January and February in a pre COVID market. But then for March to come out and and and show that that much force in the marketplace was just great to see. And then of course, you know, here we are in April, we're always fighting the tax man. That impacts people's, you know, appetite to make big ticket purchases when they got to write big checks to the government and things like that. But, you know, the consumer overall, I still think is in a good place.

在三月份，我们在本田和现代汽车的店面，缺少了三辆车才差三辆就打破历史记录了。这是包括新车和二手车在内的总数。在这个地点，我们的历史记录是522辆车，而在三月份我们售出了519辆。这真是令人惊讶，因为一月和二月的销售并不是很好。并不是很糟糕，但也不是很差。更像是在COVID市场之前典型的一月和二月。然而三月份的销售表现出那么大的力量，真是令人欣慰。现在四月份了，我们总是在与税务机构斗争，这会影响人们购买昂贵物品的意愿，因为他们要给政府写支票之类的事情。但总的来说，消费者们我认为还是处于一个不错的状态。

I think there's definitely people out there that are experiencing challenging times. And, you know, that's regretful and hopefully we can get the economy growing again so that the rising tide lifts all boats. I'd really like to see that happen. Interest rates are definitely having an impact. I saw a thing in automotive news on on Monday. I think it was that the average interest rate on a used car in March was 11.2%. Don't don't quote me on that. But I think it was pretty that that's incredible. Yes. When you think about it, I mean, think back when you were selling cars a couple of you, I mean, 11.2% average rate. So that's, you know, that's definitely going to be problematic as we continue to move forward here. So I think that also though, is going to give an opportunity for leasing to come back in a big time way. And it is already.

我认为肯定有人正在经历挑战性时期。而且，你知道的，这是遗憾的，希望我们能让经济再次增长，让所有人获益。我真的很希望看到这种情况发生。利率肯定会产生影响。我在周一看了一篇汽车新闻。我想3月份二手车的平均利率是11.2%。不要引用我说的话。但我认为这是很让人难以置信的。是的。当你想到这一点时，我是说，想想你几年前卖车时，平均利率是11.2%。那么，你知道，随着我们继续向前发展，这肯定会带来问题。但我认为这也会为租赁提供巨大的机会，而且已经在大量增长中。

So leasing is really starting to come back with a vengeance. We're seeing it with our brands. I mean, Hyundai in the Northeast last month was 58% lease penetration in the Northeast. 68% in the New York City metro area. So those are staggering numbers that are definitely akin to pre-COVID levels. And I, you know, personally, I think that's a good thing for the industry and it's a good thing for consumers. I, I've always been an advocate and proponent of leasing. So I don't see that as a bad thing. So why do you think that's a good thing? Because I think that when consumers make the decision to lease, they're, they're obviously making a good decision with respect to their budget and affordability.

因此，租赁业务确实开始大力回归。我们在我们的品牌中看到了这一点。我的意思是，上个月在东北部，现代汽车的租赁率达到了58%。在纽约市都会区达到了68%。这些数据是令人震惊的，绝对可以与疫情前的水平相媲美。我个人认为这对整个行业和消费者都是件好事。我一直是租赁的支持者和倡导者。所以我并不认为这是一件坏事。那么你为什么认为这是一件好事呢？因为我认为当消费者决定进行租赁时，他们显然在预算和可负担性方面做出了明智的决定。

They're, in essence, insulating themselves from the, the cost of the more expensive maintenance and repair services that come once a vehicle is out of warranty. If you know, customers that are leasing are usually under warranty for the duration of the lease. And again, I, you heard me say earlier, most of the manufacturers have some form of prepaid maintenance now included with the purchase of a vehicle. So when you start to look at total cost of ownership, or as I like to refer to you now, total cost of mobility, because that's really what, you know, we've been talking to our customers about is you really need to change the way you think about buying a car and really looking at your, the cost of mobility, you know, and the cost of mobility is your car payment, your gas, your maintenance, your, you know, obviously tolls, all that, that insurance, you've done a great job chronicling the rise in insurance rates, which is a huge issue that I'm surprised more people are not talking about.

他们实质上是在自我保护，避免了车辆在保修期结束后需要更昂贵的维护和修理服务的成本。如果您了解，租车客户通常在租赁期内处于保修状态。而且，正如我之前所说的，大多数制造商现在在购买车辆时都包含了某种形式的预付维护服务。因此，当您开始考虑总拥有成本，或者我现在喜欢称之为总移动成本，因为这才是我们一直在与客户谈论的内容，您真的需要改变购买汽车的方式，并真正关注您的移动成本，您的汽车月供、汽油费、维护、显然还有通行费、保险，您在记录保险费率上升方面做得很好，这是一个巨大的问题，我很惊讶更多的人没有谈论。

But yeah, I mean, consumers need to start taking a look at the total cost of mobility, and they need to get over this while I don't own the car. Well, if you're financing for 84 months, you don't own the car anyway. Okay. And, and if you lease it for 36 months, at the end of the lease, if you like it, you buy it. If not, you give it back to the bank. You know, it's really, it's a great way to, to, it's a great way to own a car, if you ask me. And then as a dealer, I like it because, you know, there's that life cycle of customers coming back and opportunities for pre-owned inventory and things like that. So it's a, it just, it just makes the business more cyclical, more predictable, and I think more efficient. And you had a statistic the other day about the number of people with $1,000 plus car payments, it's just crazy to think that that's where we're at, but that's where we're at. And, you know, leasing can help with that.

但是，我是说，消费者们需要开始关注出行的总成本，他们需要克服这种“我不拥有这辆车”的想法。如果你选择分期付款84个月，你也不真正拥有这辆车。好吧。如果你选择租赁36个月，在租赁期结束时，如果你喜欢这辆车，你可以购买它。如果不喜欢，你也可以把它还给银行。我觉得这真的是一个很好的拥有汽车的方式。作为一个经销商，我喜欢这种方式，因为客户的购买周期更加稳定，对于二手车库存的机会也更多。这种方式让生意更具周期性，更可预测，我认为更高效。你前几天提到的有1000美元以上汽车月供的人数统计数据，让人感到震惊，但这就是事实。租赁可以帮助解决这个问题。

I totally agree on a leasing front. I think, you know, the numbers are rising very quickly. And it's almost like, even if I didn't agree, the market needs it at this point. It's one of the only ways that are sustainable. And I say sustainable because your alternatives are extended terms on loans, right? Maybe four months, 96 months. But leasing is just offering, you know, it just offering your lower payment. And what I spoke about the other day is about like, I call it like the hurdle where maybe a couple of years back, leasing could be a nice to have because you could get a lower payment. Maybe today it's a need to have because the payment difference is, you know, to stock or you simply can't, you know, every penny matters at that higher, you know, you're not paying 300 amounts. And I, you're paying 500 amounts. And that extra $200 is very meaningful. And so you go with the lease. So I couldn't agree more on that front. I think I'm going to, we're going to keep falling this closely, but I definitely think we're going to continue seeing rise also with use car leasing and programs that are, you know, enable, are you doing any use car leasing at your stores? A little bit, not a lot.

我完全同意租赁方面的看法。我觉得，你知道，数字增长得非常快。现在几乎是这样，即使我不同意，市场也在这一点上需要它。这几乎是唯一可持续的方式之一。我说可持续是因为你的选择是延长贷款期限，对吧？也许是四个月，96个月。但租赁只是提供了更低的付款。我前几天说的是，之前租赁可能是一种美好的选择，因为你可以享受较低的付款。但也许今天，这是一种必需的选择，因为付款差异很大，你根本支付不起，每一分钱都很重要，在那个较高的，你不再支付300金额，你支付500金额。那多出来的200美元非常有意义。所以我在这一点上非常同意。我想，我们会继续密切关注这个情况，但我肯定认为我们将继续看到二手车租赁的增长，以及使你能够在你的店铺中进行二手车租赁的计划。你的店铺中是否有进行二手车租赁？有一点点，但不多。

It's something that's always intrigued me. And for whatever reason has been a challenge overcoming that hurdle with the consumer. But use car leasing historically when I've done the payment comparisons, yes, it's, it's really not, in my opinion, a big enough of a difference for the consumer to make the leap. I think EVs might change that, my friend, but we'll see just because of how pricey EVs are. But who knows? But I think I think everything needs to be on the table as the business evolves and as things change. So I think for those of us that have been around around a long time to sit here and say that, well, that's never going to happen. I just, I don't, I take those words out of my vocabulary anymore. It's just, I've just seen too much. And listen, it's an exciting time to be in the car business. I love this business. I love everything it represents. It's been amazingly wonderful for my family. And I'm incredibly blessed. So yeah, the car business is awesome, man. My final infamous question that I was like to ask, and keeping you up at night nowadays, what's on your mind?

这是一直让我感到困惑的事情。不管出于什么原因，消费者一直克服这个障碍是个挑战。但是以我过去的支付比较经验，二手车租赁并没有在我看来让消费者产生足够大的差异，以至于让他们采取这一举措。我认为电动汽车可能会改变这一点，但是因为电动汽车价格昂贵，我们将拭目以待。谁知道呢？但是我认为一切都应该摆在桌面上，随着业务的发展和事物的变化。因此，我认为那些在行业中很久的人坐在这里说：“那永远不会发生。”我不再使用这些词汇。我见证了太多。并且，现在是身处汽车行业的激动时刻。我热爱这个行业。我喜欢它所代表的一切。它对我的家庭带来了极大的幸福。我非常幸运。所以，汽车行业太棒了，伙计。我最后想要问的臭名昭著的问题是，你最近晚上熬夜所思考的是什么？

The thing that keeps me up at night is definitely people. You know, we're incredibly blessed to have a great team here. But because we've been in business for so long, and we have some people that have been with us for a long time, they're starting to retire now, right? So I got to replace them. And, you know, replacing people that have been with me a long time that are consummate professionals that just do their job and are turnkey and represent us well and take care of their customers and are good people and etc, etc. It's getting harder and harder to find the people that we can replace them with, train them and get them up to speed to do the job like the people they're replacing, right? So I'd say the biggest thing keeping me up at night is just, you know, the, the readiness of our workforce to pick up where the people that are that are stepping away are leaving things off. So that's, that's probably the thing that keeps me up most at night. I'm very, I'm very bullish on the franchise system. I'm very bullish on retail. I'm still very bullish on the United States of America. We certainly have our problems.

晚上让我失眠的事情肯定是人。你知道，我们在这里有一支非常优秀的团队，我们真的非常幸运。但是因为我们已经经营了很长时间，有一些员工也跟着我们很久了，现在他们开始退休了，对吧？所以我必须替换他们。你知道，要替换那些跟我在一起很久的员工，他们是专业的，认真做事，代表我们的形象，关心顾客，为人善良等等。找到可以替代他们的人，培训他们，并让他们熟悉工作，让他们能够像之前的员工一样胜任工作，是越来越困难了，对吧？所以我可以说让我最担心的事情就是，我们的员工能否做好接替那些正在离开的员工未完成的事情。这可能是让我最烦恼的事情。我对特许连锁系统非常乐观，对零售业也很有信心。我仍然对美利坚合众国充满信心。当然我们也有自己的问题。

Oh, there you go, baby. Let's go. Yeah, I'm still. Yeah, I'm still bullish on the United States of America. And yeah, we'll see what happens, but definitely, definitely people keep me up at night. You're the man, dude. Andy, you're on a killer operation. So this was really, really fun, especially because of the first time we chatted. I didn't know too much about you other than, you know, your dealer group and, and, and, you know, what you do, but just learning about your father, the connection to Piazza, who I, like I said, have bought tons of cars from them. And I'm just very familiar with that, you know, with the organization. So small world, great conversation. Thanks so much for coming. We're going to have to do this again for sure, especially as these things roll out, things unfold. I'm sure I'll have many more questions for you.

哦，宝贝，你来了。走吧。是的，我依然对美利坚合众国充满信心。我们将看看会发生什么，但肯定会有一些让我晚上难以入眠的事情。你是个了不起的人，安迪，你在一个杀手级的计划中。这真的很有趣，尤其是因为我们第一次交谈。除了知道一些关于你的经销商团队和你的工作之外，我并不太了解你，但是了解了你的父亲和Piazza的联系后，我在这家公司购买过很多车辆。我对这个组织非常熟悉，所以这真是一个小世界，很棒的谈话。非常感谢你的光临。我们一定要再次进行这样的交流，特别是当这些事情逐渐展开时。我相信我会对你有更多的问题。

Well, listen, my friend, it's been a pleasure getting to know you. Congratulations on your success. You've done amazing things for our industry. The more people we can expose to retail automotive and how great it is, give them the insights. All the things that you're doing, keep it up, man. You're doing a great job and it's a pleasure to be here with you today and looking forward to the next. You know, it's, it's truly incredible how like some people that just tune in, obviously look at the followers on X. I mean, like a lot of these people have no connection to the car industry, but they're just so interested because it's like, wow, it's like an uncovering an entire new world. And so it's funny. Like you read some of the comments and stuff. I get some of the emails from listeners. And it's just fascinating to see the people that are not in the industry that listen and just how interested they are. They always tell me, they're like, I have zero connection to auto, but I just find it interesting to learn about like how it works.

嗯，听着，我的朋友，认识你真是一种快乐。恭喜你的成功。你为我们的行业做了很多了不起的事情。我们能让更多的人接触到零售汽车行业以及它的伟大之处，给他们洞察力。你正在做的一切，继续努力，伙计。你做得很棒，今天能和你在一起是一种快乐，期待着未来。你知道吗，有些人就是觉得真的很惊人，明显地就是看了 X 的关注者。我是说，很多这些人与汽车行业没有任何联系，但他们却如此感兴趣，因为它就像是揭开了一个全新的世界。所以很有趣。你读一些评论和东西。我收到一些听众的邮件。看到那些不在行业内的人听并且那么感兴趣，真是令人着迷。他们总告诉我，他们和汽车领域没有任何联系，但是他们觉得学习它是很有趣的。

So well, hey, it's, you know, it's a glamorous business. You know, as a lot of people say restaurants and car dealerships, everybody, everybody wants to be in both those businesses until they realize what it takes to be successful. And then things change, but, you know, that's the way it goes. Good stuff. All right, Andy, thanks for coming on. This was awesome. My pleasure. Thank you. All right. Hope you enjoyed that episode. Please give the podcast a rating.

这个行业太棒了，你知道的，是一个充满魅力的行业。许多人会说餐厅和汽车经销商都是大生意，每个人都想进入这两个行业，直到他们意识到成功需要付出什么。然后一切就会改变，但是事情就是这样。好东西。好的，Andy，谢谢你的到来。这次真是太棒了。非常感谢。好的。希望你喜欢这一集。请给这个播客评分。

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