Solving the Car Theft Epidemic | Car Dealership Guy Podcast

So that's the first thing they're going for. Any vehicle that they can pull the fan, they can dismantle what's factory installed, that's what they're doing. They know it, they study it. Over 1 million cars in the US were stolen last year. But the big question is whether or not there is a solution to this epidemic.

所以这是他们正在追求的第一件事。他们可以拆下的任何车辆风扇，他们可以拆下工厂安装的零件，这就是他们正在做的事情。他们知道这一点，他们研究过。去年美国有超过100万辆汽车被盗。但一个重要问题是是否有解决这种流行病的方法。

Today I'm speaking with Melissa High, Vice President of LoJack, a stolen vehicle recovery system for drivers, car dealers and law enforcement. Don't forget to click subscribe so you never miss an episode. But before we get into the show, this episode was brought to you by Stream Companies. Stream Companies is the type of agency partner that easily becomes an extension of your team, fully engaged in the growth of your business. They're impressive team of auto industry and marketing experts dive in to understand your business needs, study the data and provide full media strategies that leverage every channel that is right for your specific business and its goals. Stream is fully integrated, full service and just celebrated 28 years of consecutive growth. A feat that is only possible through collaborative partnerships and exceptional customer service. From building your brand, to leveraging their patented ad tech, Stream has driven a capture that attention of your shoppers and convert them into buyers. They work with some of the biggest and best dealerships in the country and serve all OEMs.

今天我和Melissa High，LoJack的副总裁进行了交谈，LoJack是一种为驾驶员、汽车经销商和执法部门提供的被盗车辆追踪系统。不要忘记点击订阅，这样您就不会错过任何一个节目。但在进入节目之前，本期节目是由Stream Companies赞助的。Stream Companies是一种能够轻松成为您团队延伸的合作伙伴类型的代理机构，完全投入于您业务的增长中。他们出色的汽车行业和营销专家团队深入了解您的业务需求，研究数据，并提供利用适合您具体业务及目标的每个渠道的全媒体策略。Stream是完全集成的全方位服务机构，刚刚庆祝了连续28年的增长。这一成就仅通过协作伙伴关系和卓越的客户服务才有可能。从打造您的品牌，到利用他们的专利广告技术，Stream已经吸引住了您购物者的注意力，并将他们转化为买家。他们与全国一些最大最好的经销商合作，服务所有原始设备制造商。

To learn more, head to stream companies.com today where you can book a free advertising audit. Their team will dive deep into your online presence and digital advertising to uncover all your immediate opportunities for growth. 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.

想要了解更多信息，请今天访问streamcompanies.com，在那里您可以预订免费的广告审计。他们的团队将深入研究您的在线存在和数字广告，揭示所有您立即可用来实现增长的机会。这一集还由AutoHauler Exchange赞助。AutoHauler Exchange正在改变车辆承运商和运输商之间的连接和合作方式。现在，如果您需要运输汽车，您可以直接与全国各地的承运商合作。如果您运输汽车，您不再需要通过经纪人板来寻找好的、公平的工作了。通过消除中间商，AutoHauler Exchange上的所有运输都直接来自车辆所有者，承运商以直接价格获得真实运输机会。AutoHauler Exchange帮助承运商和运输商轻松明了地合作，增加透明度，建立更好的伙伴关系。摆脱传统的汽车运输过程，加入AutoHauler Exchange以获得更多信息，请访问autohaulerexchange.com或单击下面节目说明中的链接。

Lastly, this episode is also brought to you by LoJack. I'd like to thank LoJack for coming on as guests and also supporting this podcast. Melissa, hi on the CDG podcast. Melissa, welcome. Thank you for having us. I'm super excited to be here and it's a great opportunity for us. So thank you again for having me. Pump to have you on. I need some representation on what's going on with all these vehicle thefts in our country. So excited to take into the conversation. Yes, it's an all-time high right now. You know, I read somewhere that a vehicle is stolen in the US every 30 seconds. Is that legit? Yes. And you know, people don't realize that it's, you know, years ago, even back when I was a kid, my father's, I come from a family of law enforcement, right? So when I was young and teenager, you know, you would hear the stories of teenagers stealing vehicles to drive a transam, you know, joy ride a vehicle and then put it somewhere in a parking lot. Now vehicle crime is not only an all-time high, but these vehicles being stolen are used to commit other crimes. It's created for a very dangerous situation for not only the community and residents, but also law enforcement. So it's just really been, as it increases, it's also at a whole other level of what these stone vehicles are being used for and how quick they're being sold and shipped out of the country. So it's really, it's really become a very big situation worldwide, but especially here in the US.

最后，本集节目还由LoJack赞助。我想感谢LoJack作为嘉宾出现并支持这个播客。Melissa，在CDG播客上你好。Melissa，欢迎。谢谢你邀请我们。我很高兴能在这里并且这对我们来说是一个很好的机会。所以再次感谢你邀请我。很高兴你能来。我需要了解一下我们国家的车辆盗窃情况。非常期待接下来的对话。是的，现在是历史最高点。你知道，我曾在某个地方读到，美国每30秒就有一辆车被盗。这是真的吗？是的。你知道，人们并不意识到，多年前，甚至是在我还是个孩子时，我父亲的，我出生在执法人员的家庭。当我还是个年轻人和青少年的时候，你会听到青少年偷车来开一辆跑车，玩车和然后把它停放在某个停车场的故事。现在车辆犯罪不仅达到了历史最高点，而且这些被盗车辆被用来犯其他犯罪。这不仅对社区和居民构成了危险，也对执法人员构成了威胁。所以随着增加，这些被盗车辆被用于什么以及它们如何快速被卖出并运出国外，已经达到了一个新的境界。所以这真的变成了一个全球性的大问题，尤其是在美国。

I mean, last year, what was it, over a million vehicles were stolen according to NICB, which is the National Insurance Crimes Bureau, which I mean, if you think about that, that's increased, you know, 12,000 plus units over the prior year. But it's also, you know, it's carjackings are an all-time high. So it is at an all-time high. So it's very, very complex. And there's not enough resources, right? Law enforcement is very under-resourced. They don't have the manpower to be going after the volume of vehicles. So they love to partner with, you know, what we offer at a low-jack because we're very integrated with them to be able to aid them in effective and higher chances of recovery.

我的意思是，去年，根据国家保险犯罪局的数据，超过一百万辆车被盗，而且相比上一年增加了12,000多辆。而且汽车劫持案件也达到历史最高点。所以情况非常复杂。而且资源也不足，对吧？执法部门资源非常匮乏，他们没有足够的人手去追踪这些被盗车辆。所以他们喜欢与我们提供的low-jack合作，因为我们与他们的合作非常紧密，可以帮助他们以更有效的方式提高追回被盗车辆的机会。

Tell me about, so let's break down these numbers a little bit more, because then I want to get into like, where we're headed as an industry root cause. There's also brands, most susceptible. I have my own personal experience. I've actually spoken about some prior episodes about my experience with, you know, most stolen vehicles and most stolen parts, most stolen cats, you know, catalytic converters. That's a fun one.

告诉我，让我们更详细地分析这些数字，因为我想深入探讨我们作为行业根本原因的发展方向。同时，一些品牌更容易受到影响。我有自己的亲身经历。我之前在一些节目中谈到了我的经历，包括被盗车辆和被盗零部件，比如最常被盗的催化器。这是一个有趣的话题。

What are we seeing in terms of thefts from dealer lots versus consumer? Cause I have to imagine there's, you know, some pretty significant difference there. Oh, yes, yes. So dealer lots. So, you know, let's think about first COVID, right? COVID impacted the industry greatly. We were all, I mean, the world, right? We were all shut down and basically everything had to be no touch, no contact, a lot of remote. So which caused dealers to, they're not at the store. They don't have their staff at the stores. So dealers started seeing an uptick in vehicles being stolen off their lots just because it's susceptible, right? There's not as much movement. There's not as much activity going on. So then, you know, it's just incrementally increased. And what we're seeing is vehicles are being stolen off dealer's lots, not even just one at a time. We see six, seven or they're breaking into the showroom and stealing 60 key fobs and then go returning to the lots, you know, days prior after that to steal these vehicles. And it's just an ongoing battle.

在对比车辆经销商停车场和消费者方面的盗窃情况，我们看到了什么？因为我想象中两者之间肯定存在相当大的差异。噢，是的，是的。所以，关于经销商停车场。首先让我们想一想COVID，对吧？COVID对该行业产生了巨大影响。我们都，我是说全世界，都被封锁，基本上一切都必须是无接触、远程操作。这导致经销商不在店里。他们没有员工在店里。所以经销商开始看到他们的停车场上车辆被盗的情况有所增加，因为它是脆弱的，对吧？没有那么多活动，没有那么多活动。所以，我们看到的情况是车辆被从经销商的停车场偷走，甚至不止一辆。我们看到有六七辆车被偷走，他们甚至闯入展厅偷走60把钥匙，然后几天后再返回停车场偷走这些车辆。这只是一场持续不断的战斗。

And what's interesting is it's not in certain markets. It's now become across the whole nation. It's across the whole country. It's not only the inner cities. It's not only certain markets. It's everywhere. Yes, where there's higher volume of vehicles on dealers' lots. It may be easier where there's more, you know, dealers are land like locked up in the Northeast where there's remote lots all over the place. So it's a little bit harder to have good lot, non-asmeir effective asset protection. You know, that's where we come into play to aid in that. But it's happening on a nightly basis on a daily basis.

有趣的是，这种情况不局限于特定市场，而是已经蔓延到全国各地。它已经成为全国范围的问题，不仅仅局限于市中心或特定市场，而是遍布各地。是的，在汽车经销商的停车场里车辆数量较大的地方可能会更容易发生此类问题。在东北部，经销商的土地资源可能较为有限，因此有效地保护资产会有一定困难。这就是我们介入的原因。这种情况每天每晚都在发生。

I mean, and it's not, we've seen it. We've seen instances where salespeople were on test drives and they were held up at gunpoint and had to get out of a vehicle and they were stole the vehicle on a test, you know, a chronicle claiming to be a test drive, right? It was a false test drive. It was someone actually looking to steal the vehicle, but it's happening on a daily basis. So look, I know that asset protection, I mean, look, key machines, low jack, right? Like tracking vehicles, that's been around for decades. But asset protection in general, do you see that as a booming industry with an auto, right? Like if I'm putting my entrepreneurial hat on and I think about opportunities where the industry, you know, like dealers are struggling or even consumers, of course, but do you see that as, you know, just a booming industry? Yes, absolutely, especially now.

我的意思是，我们已经看到过了。我们看到过销售员在试驾时被持枪抢劫，不得不离开车辆，车辆被盗，你知道，一个声称是试驾的史实，对吗？这是一个虚假的试驾。实际上是有人想要偷走车辆，而这种情况每天都在发生。所以，我知道资产保护，我的意思是，像钥匙机、低杰克，跟踪车辆，这些都已经存在了几十年了。但总体来说，资产保护，你认为是一个蓬勃发展的行业，尤其是汽车行业吗？如果我戴上我的企业家帽子，考虑到行业面临的机遇，像经销商、甚至消费者都在挣扎，但你是否认为这是一个蓬勃发展的行业？是的，绝对是，特别是现在。

So what dealers really need to, what we help, you know, solve for is it's not even, it's good key management as well, right? So there's a lot of things that dealers have to do today and make sure they have good process in place and key management accountability. There should never be keys anywhere exposed, left unattended, everything should be not only managed and locked up at all times, but have a good process to the way keys are being signed out and signed back in and good management to that, as well as vehicle inventory being locked at all times, right? Making sure that whether it's during the day, whether it's at the end of the night that all their vehicles are locked at all times.

因此，经销商真正需要的是我们帮助解决的问题，不仅仅是良好的关键管理，对吧？因此，今天经销商需要做很多事情，确保他们有良好的流程和关键管理责任。关键绝不能暴露在任何地方，被疏忽不管，一切都应该始终受到管理和锁定，而且应该有一个良好的关键签出和签入流程以及对此的良好管理，还有车辆库存始终锁定，对吧？确保无论是白天还是夜晚，所有他们的车辆都始终被锁定。

And then also, just anything you can do to protect your lot. So block lanes, fences to make sure and ideally only one way in and one way out is best, it's not always possible for every dealer, but the more that they can make it difficult to steal, right? And then have a good lot management process, which is where we low-jacklier come into play, where you have, you know, a second layer protection or an added layer of protection installed on all of your vehicles, it gives you the ability to have line of sight of where your inventory is at, but also no one is not in the right place, right? If you have to be able to quickly identify where a unit is to know, hey, this is not in the right place. Why is this vehicle over there? Or why is this vehicle off a lot after hours? To be able to take action and get that vehicle back, get that asset back.

然后，任何你可以做的事情来保护你的车场。所以封锁通道、设置围栏，最理想的情况是只有一个进出口，最好，这并不是每个经销商都能做到的，但他们可以做得越困难越好，对吗？然后要有一个良好的车场管理流程，这就是我们low-jacklier进入的地方，你可以在所有车辆上安装第二层保护或额外的保护措施，让你能够看到你的库存在哪里，同时也知道哪辆车不在正确的地方，对吧？如果你能迅速识别一辆车在哪里，了解“嘿，这辆车不在正确的位置。为什么这辆车在那边？或者为什么这辆车在营业时间后不在车场上？”以便采取行动，找回那辆车，找回那项资产。

So yes, asset protection in anything that a dealer can leverage to protect their assets and if it's stolen, be able to recover it. It's extremely beneficial for dealers today. When you think about the finance side of it, you know, every stolen vehicle, it's un-recovered, right? It leads to either a direct hit on their financial statement or, you know, eventually the more claims you have, if you're putting it through your G&L or your garage liability insurance, the more claims you have, the higher your premiums are. And that's where you start running into that risk where you're now, it's costing you even more money to file that claim. So this is why dealers want their inventory back. They wanna make sure they have good process in place to make it as difficult as possible to be hit. And then if it's stolen, how are you getting it back?

因此，资产保护是经销商可以利用的任何资源来保护其资产并在其被盗时能够找回的方式。对于今天的经销商来说，这是非常有益的。当你考虑到财务方面，你知道，每辆被盗的车辆，如果无法找回，对他们的财务报表造成直接打击，或者最终，如果你要通过G&L或车库责任保险提出更多的索赔，你拥有的索赔数量越多，你的保费就越高。 这就是你开始面临风险的地方，现在为了提出索赔，花费的钱甚至更多。因此，这就是为什么经销商希望找回他们的库存。他们希望确保他们有良好的流程，使被盗的可能性尽可能小，并且如果发生被盗，他们将如何找回车辆。

You've been in the industry for quite a while. I mean, today you are the VP in charge of all of LoJack. And again, you've been working with dealers for a long time. Just give us a brief overview of how you got to this point in your career and sort of where you started, how you got to today where you're spearheading, just, you know, asset protection for dealers. Sure. So actually I started about 16 years ago, almost 17 years ago now, where I was, had the opportunity to work in more of the TPA or like an administer of all the products or service contracts and so products sold by dealers to customers, reinsurance programs.

你在这行业已经相当长时间了。我是说，今天你是LoJack的副总裁，负责所有工作。而且，你和经销商一起工作已经很长时间了。简要概述一下你如何在职业生涯中达到这一点，从哪里开始，如何到达今天这个你正在带头的位置，为经销商保护资产。当然。实际上，我大约16年前开始，现在快17年了，当时我有机会在TPA或像服务合同的管理员这样的地方工作，这些服务合同和产品由经销商销售给客户，再保险计划。

And what I learned very quickly when that opportunity came to me was, hold up, I need to really understand the car business, right? I need to work in the car business to be successful in that side of the industry, actually partnering with dealers and helping with income development. So fortunate for me, I had some general managers that I knew that were in the business, family, friends, that took me under their wing and I started working in retail. Jurassic Change, I came out of the hospitality industry leading the charge of Marriott as a director of services, crossed over into automotive retail, worked in sales, worked in F&I and then went back over onto the reinsurance side of the business and service and helped develop, you know, effective and profitable reinsurance companies and help drive penetrations of products and profit center and F&I, right?

当那个机会来临时，我很快意识到我需要真正了解汽车行业，对吧？我需要在汽车行业工作才能在这个行业成功，实际上与经销商合作，帮助增加收入。幸运的是，我认识一些在这个行业的总经理，他们是我的家人、朋友，他们带领我开始在零售业工作。发生了巨大的改变，我从酒店行业转到了汽车零售，从事销售工作，从事F&I工作，然后又回到了再保险部门并帮助发展有效且盈利的再保险公司，推动产品渗透率和利润中心以及F&I的发展。

So we're dealers nationally and then was, explored the opportunity, you know, with Spiriton who in 2019, I joined as a dealer sales and success manager. From, and that was our product, you know, legacy to Cahu was known as, sorry, the legacy to LoJack was known as Cahu. And so when I started in this connected car, asset protection, GPS, I learned, you know, okay, what a, what a dealer's looking for. How does this benefit a dealer? And really was a student of this type of product, right? So I'd come out of the retail space, understood the value of, you know, reinsurance, products, core products being offered, but how does, you know, what's now in LoJack at that time it was Cahu, how does that help dealers? How do dealers leverage and get the most out of it and what it offers, even beyond asset protection? And then my role grew over the last, you know, a few years, so then we were acquired by Celera and now I'm the vice president of all LoJack sales and service.

所以我们是全国经销商，然后在2019年，我加入了Spiriton，担任经销商销售和成功经理。那时我们的产品Cahu是一个传统产品，后来被称为LoJack。所以当我开始接触这种联网车辆、资产保护、GPS产品时，我了解了经销商需要什么，这种产品如何帮助经销商。我从零售领域转型而来，理解再保险产品的价值和核心产品的推广，但现在LoJack这种产品（当时是Cahu）对经销商有何帮助？经销商如何发挥利用它的最大作用，它提供的服务不仅仅是资产保护？随后，我的职责在过去几年里逐渐扩大，我们被Celera收购，现在我是LoJack所有销售和服务的副总裁。

So what are you focusing on nowadays, right? Like what, what's occupying your brain space? When you think about challenges in our industry, how you can, you know, solve that, bring solutions, what are you doing? So it's really continuing to stay in the know. We work, you know, when you think about, we partner with dealers, we partner with law enforcement, right? We are heavily integrated with law enforcement and the only company out there that has this type of integration where something we've more recently developed, you know, which full I'll share in here as well is the LoJack for law enforcement, right? We developed an app and that's part of what we focus on is what do we need to continue to do to improve? How do we continue to solve for pain points that the dealers are experiencing? Because again, effective law management, it encompasses a lot, right? Risk and asset protection is one piece of it. But how do you effectively leverage LoJack to aid in your day-to-day business to improve operational efficiency, to have a profit center, to be able to sell this solution and transfer those benefits over to customers buying from each of our dealer partners?

你现在在关注什么呢？就像什么事情占据了你的大脑空间？当你考虑我们行业的挑战时，你如何解决它，提出解决方案，你在做什么？所以继续保持了解是非常重要的。我们与经销商合作，与执法部门合作，我们与执法部门紧密合作，是唯一一家具有这种整合方式的公司。我们是最近开发的LoJack for Law Enforcement的开发者，开发了一个应用程序，我们专注于我们需要继续做什么来提升？我们如何继续解决经销商正在经历的痛点？因为有效的法律管理包括很多方面，风险和资产保护只是其中之一。但是如何有效利用LoJack来帮助提高日常业务的运营效率，建立一个盈利中心，销售这个解决方案，并将这些好处转移到每个经销商的客户身上呢？

To then, how do you leverage retention? Because we also drive customer retention back to the selling dealer. So it's a very comprehensive solution. We have a team of LoJack liaisons, they're all former retired law enforcement, they're part of our LoJack team and they was some of our product folks, myself, some of my team members, Canvas the US and took feedback from our dealers, but also law enforcement. How can we help you? Because if we help you, they're serving the victims and the victims are dealers, right? When it's a dealer inventory vehicle being stolen and then they're customers who are buying LoJack. So how do we help improve what the process was, you know, a year ago, so what it is today? And that's where we spend a lot of our time is not only, you know, supporting our dealers with process and making sure they're getting the most out of what we offer in LoJack, but also how do we continue to expand and develop so make sure we're staying cutting edge and providing that level of protection and peace of mind.

那么，你是如何利用留存来提升业绩的呢？因为我们也帮助客户留在原销售商那里。所以这是一个非常全面的解决方案。我们有一个LoJack联系团队，他们都是退休前的执法人员，他们是我们LoJack团队的一部分，他们与我们的产品人员、我自己以及我的团队成员一起在美国展开调查，并从我们的经销商和执法部门那里获得反馈。我们可以如何帮助您呢？因为如果我们帮助您，实际上也是在帮助受害者，而受害者就是经销商，对吧？当一辆经销商库存车被盗和购买LoJack的客户成为受害者时，我们该如何改进过去的流程，使之符合现在的要求？这就是我们花费大量时间的地方，不仅仅是支持我们的经销商的流程，确保他们充分利用我们在LoJack中提供的服务，还有就是如何继续拓展和发展，以确保我们保持在前沿并提供 那种安全和安心感。

This episode is brought to you by my very own car dealership guy, Industry Jobboard. CDGjobs.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 100 companies have posted open positions, including Lithia 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 CDGjobs.com, they are hiring the most informed candidates in the marketplace. So don't hesitate, you can add your open roles today by visiting CDGjobs.com or clicking the link in the show notes below. That's CDGjobs.com.

这一集的赞助商是我自家的汽车经销商，Industry Jobboard。CDGjobs.com，我的行业招聘网站，连接着最优秀的汽车人才和最好的公司，仍然绝对免费供CDG的听众们发布和填补公司中可用职位。这个免费的招聘网站适用于汽车行业的任何人，包括供应商、经销商、贷款人、制造商、汽车技术人员等等。已经有超过100家公司发布了空缺职位，包括Lithia Motors、Recurrent、Credit Acceptance、Vero's Credit、Cars Commerce、Shift Digital、Plug、Full Path、Westlake、Trade Pending，你懂的。最棒的部分是，当这些公司通过CDGjobs.com招聘时，他们正在聘请市场上最了解行业的候选人。所以不要犹豫，您可以通过访问CDGjobs.com或点击下面节目说明中的链接立即添加您的空缺职位。就在CDGjobs.com。

So what brands, right? You mentioned dealer pain points, I wanna get into that, but before that, what brands are you seeing today as the most susceptible to theft? Yes, so National Insurance Crime Vero again is a very valuable resource for us. They're a very valuable partner in getting good data and making sure we're staying close to the insights, but pickup trucks are number one, Chevy, Dodge, Ford. That's been on the rise over the past year. Wait, why is that? Why is that? So, I don't have a good clear answer onto why it is, but it's happening and they're buying these vehicles and they're shipping them out. So it's the value of these vehicles. As fast as vehicles are being stolen, oftentimes they're being stolen to either Canada crimes or they're being stolen to ship out of the country. And it's a big business. And whether they're going to the ports and being shipped out, where they're going up through Canada and being shipped out, that's what we're finding is they are very big, a big uptick, I should say, in those vehicles being stolen.

所以说哪些品牌容易被盗？你提到了经销商的痛点，我想了解一下，但在此之前，您认为今天哪些品牌是最容易被盗的？是的，全国保险犯罪信息中心对我们来说是一个非常宝贵的资源。他们是我们获取良好数据并确保我们与市场洞察保持紧密联系的宝贵合作伙伴，但皮卡卡车是第一名，雪佛兰，道奇，福特。在过去一年里，这种情况一直在上升。等等，为什么？为什么呢？ 所以，我没有一个明确的答案来解释为什么，但事实就是如此，人们正在盗取这些车辆并将它们运向外地。因此，这些车辆的价值很高。车辆被盗的速度非常快，通常它们要么被盗用于犯罪活动，要么被盗走外运。这是一个大生意。无论它们是被运往港口并被转运，还是通过加拿大转运，我们发现盗取这些车辆的情况在大幅增加。

Let me answer, are there any brands that you're finding are impossible to steal? And I know impossible is a big word. Yes, yes. So there's nothing impossible to steal, or is everybody trying to take a stance to make it more difficult? Yes, including the factory, right? Everyone's looking for ways to make it more difficult. Well, whether it's, again, making it more difficult to get it out of the lot, whether it's looking at ways to have any kind of technology installed in the vehicle, as well as like adding a second layer of protection where if they steal it, right?

让我来回答，有没有一些品牌是你发现不可能被盗的？我知道“不可能”是一个很大的词。是的，是的。所以没有什么是不可能被盗的，还是每个人都在努力采取立场让它更加困难？是的，包括工厂对吧？每个人都在寻找方法让它更加困难。无论是让它更难从停车场取走，还是考虑安装车辆中的技术，以及添加第二层保护的方式，如果被盗的话就能发挥作用。

Because it's feeling impossible to say it'll be something that will prevent theft, but it's what is installed that can help recover and recover quickly. You know, to go off on a bit of a tangent for a second, I do talk a lot about insurance. I just posted the other day that insurance, vehicle insurance is up roughly premiums, up 25% year over year in March. And so my question to you is like, what do you know about the impact that rising theft of vehicles is having on vehicle insurance? Like how big of a piece is that in a driver of what we're seeing happening across the country? Because I hear it every day from dealers. I mean, dealers are losing tons of business because insurance premiums are just out of touch.

因为感觉像是不可能说会有什么能够防止盗窃的事情，但安装了什么可以帮助迅速恢复和追回。你知道的，稍微离题一下，我经常谈保险。前几天我发了一条消息说，车辆保险费大约上涨了25%。所以我想问你的是，你对车辆盗窃上升对车辆保险的影响了解多少？在全国范围内，这到底有多大影响？因为我每天都听到经销商们抱怨。他们因为保险费用过高而失去了大量业务。

And you know, people are paying crazy prices to ensure the vehicles, the premiums are rising. It's become a huge issue. But like how much of that is driven by vehicle theft? A high percentage, right? So when you look at, over the last stat was over 20% was reported by NICB that premiums are rising. And what's happening is vehicle prices are on their eyes, right? So it doesn't cost the same to purchase a vehicle today.

你知道的，人们为了确保车辆正支付着疯狂的价格，保费在不断上涨。这已经成为一个巨大的问题。但实际上有多少是由车辆盗窃引起的呢？相当高的比例对吧？所以当你看到最新数据显示，超过20%的保费上涨是由NICB报告的。而且出现的情况是车辆价格一直在上涨。因此，今天购买一辆车的成本不再是相同的。

Interest rates have been on their eyes. So when you take all of this into consideration for a customer to buy a new vehicle, right? Whether it's pre-owned or new, there's a chance that the insurance premium is also going to be higher because the insurance companies are absorbing for the higher risk out there because vehicle theft is at all time high. So if your vehicle is deemed a total loss because it wasn't recovered, right? Now that's insurance claim where the insurance company is paying out on the value of that vehicle.

利率一直处于高位。所以当客户考虑购买一辆新车时，要考虑所有这些因素，对吗？无论是二手车还是新车，由于保险公司正在消化更高的风险，保险费也有可能更高，因为车辆盗窃达到了历史最高水平。所以如果您的车被认定为全部损失，因为它没有被找回，对吗？那么这就是一个保险赔偿，保险公司要支付该车辆价值的赔偿金。

So there's a direct impact, right? There's a direct impact to what insurance companies are paying out on losses. If the vehicle was not recovered and it was deemed a total loss because that's what will happen. Essentially, if it's not recovered and a customer files a claim or a dealer files it against their gradual liability premium, it's increasing their rates. And the more claims you have, the more your rates are going to be. But then there's also a standard increase. You see it all the time, front, you know, stats out there saying that an increase in premiums, Florida, for example, you know, Florida has seen has one of the highest insurance rates right now for auto insurance. And what's been driving that? A lot of that is, you know, the vehicle theft. It's, you know, yes, there's going to be driver, you know, everyone's insurance goes by their driving record, goes by the amount of claims they have or have had in the past, but vehicle theft is definitely impacting and increase premiums.

所以这对保险公司有直接的影响，对赔付的损失有直接的影响。如果车辆没有被找回并被认定为全损，那就会发生这种情况。基本上，如果车辆没有找回，客户提出索赔或经销商针对其渐进责任保费提出索赔，那就会提高他们的费率。而且您提出的索赔越多，费率就会越高。但同时也存在标准性的涨价。您可以随时看到前方的一些数据，表明保费增加，比如佛罗里达，就知道佛罗里达目前是汽车保险费率最高的州之一。是什么推动了这种情况呢？很大程度上是车辆被盗。是的，驾驶员有责任，每个人的保险费取决于他们的驾驶记录，以及过去曾经提出过的索赔数量，但车辆被盗绝对影响并提高了保费。

So you mentioned earlier, you mentioned just pain points for dealers, right? Like how are you, like what are the biggest pain points? How are you solving them today? What does that look like? So sure. So when you think about again, effective lot management, right? So what are we doing to help that? So it's really working with the store to help create a process to make sure they're getting the most out of the solution in LoJack, right? So with LoJack, if a dealer is preloading all of their inventory, they have line of sight to where their vehicles are 100% of the time, 24 hours a day, seven days a week.

所以你之前提到过，你只提到了经销商的痛点，对吧？像他们最大的痛点是什么？你们今天如何解决它们？看起来是什么情况？当然。所以当你再次考虑到有效的车辆管理时，对吧？那么我们在帮助什么？我们真的是在与商店合作，帮助他们创建一个流程，以确保他们充分利用LoJack解决方案，对吧？所以有了LoJack，如果一个经销商加载了他们的所有库存，他们就能随时看到他们的车辆在哪里，全天候，七天24小时。

We can also create alerts that will allow the dealer or any of the points of contacts designated by the dealer, Prince of Lord, the GM leading the charge at the store to say, okay, if this vehicle leaves the lot after hours, I should get this alert. So they could take action grouping vehicles, making sure they know where their loaners are, what loaners are assigned out, what should be on the lot, parts in shuttle land. So just on all levels, having line of sight of your vehicles, trip history on your vehicles and be having the ability to know where your vehicles are at, 100% of the time is key.

我们还可以创建警报，允许经销商或经销商指定的任何联系点（上帝之子、领导店铺的总经理）说，如果这辆车在营业时间之后离开车场，我应该收到这个警报。因此，他们可以采取措施对车辆进行分组，确保他们知道他们的租赁车在哪里，哪些租赁车已经分配出去，应该在车场上有什么，零配件在运载车上。因此，在所有层面上，对车辆的视线，车辆的行程历史以及了解车辆的位置的能力是至关重要的。

What are the economics of all this? Like what are dealers selling this for and store what are customers or what are dealers paying for what are customers buying it for? What does that look like? So sure, so we have different plans. Some dealers start with a lot management plan, which could be as low as $69, $79 a device or a unit. But then there's upsell, there's a second step for the airtime when you're selling it due to the customer. So, and then there's plans that have more of that consumer airtime included on the upfront purchase. And that can be anywhere under $150 a unit, a car. What a dealer typically does is they'll then, the parts department will inventory that part in, no different than any other part, right? So now there's your parts matrix and then there's your service installation.

所有这些是经济学的因素？像经销商将这些产品卖给客户的价格是多少，店铺给客户的价格又是多少？这是什么样的情况？当然了，我们有不同的计划。一些经销商以低至69美元、79美元一个设备或单位的价格开始一个设备管理计划。但是然后会有增值服务，当你卖给客户的时候需要额外付费。所以，还有一些计划在首次购买时包含更多消费者通话时间。这可能价格在每辆车150美元以下。经销商通常会将这一部分产品列入零件清单，就像任何其他零件一样。然后就有了你的零部件矩阵和服务安装。

So whatever they decide to add, whether it be three tents, four tents in your PDI or UCI department in service, right? So then that comes over to the sales department on the arrows and then, you know, they're selling it, they have the ability, you're leveraging it for operational efficiency, getting all of the benefits as a dealer with the asset protection. But then they're selling a customer, a product that's tangible, right? Something that's gonna be highly utilized from the moment they walk out of the dealership. There's features and benefits within that app that allow them to engage. It's not only stone vehicle. And are our customers rolling this into their loans as a product? Yes, they are. So what we'll see, it's typically an add-on, whether it be a hard add on the front of, you know, with the vehicle purchase or they're selling it in the finance office and basically they'll roll it into their loans. So the average, you know, the average retail cost you can expect to be depending on the term, right? So a lot depends on the term that they're rolling in, but the average, you know, anywhere from 1,099 or 1,099. And again, it fluctuates based on time and what plan they decide to enroll in.

无论他们决定添加什么，无论是在您的PDI或UCI部门增加三个帐篷，四个帐篷，对吧？ 然后这就涉及到箭头的销售部门，他们在销售产品时具有这种能力，以提高运营效率，从中获得所有与资产保护有关的好处。 但是他们在向客户销售一种有形的产品，对吧？ 这是一种从走出汽车经销店开始就会被高度利用的产品。 在这个应用中有一些功能和好处让他们参与其中。 客户将这项产品整合到他们的贷款中吗？ 是的，他们会。 因此，通常会是一种附加服务，无论是在购买车辆时进行硬性附加，还是在金融办公室销售并将其纳入贷款。 因此，您可以预期的平均零售成本取决于期限，是的，取决于他们将其纳入的期限，但是平均成本可以在1,099美元至1,099美元之间波动。 再次，这取决于时间和他们决定加入的计划。

So if you are now came to my dealership, right? And you told me about this. And I didn't know anything about it, right? I think like a dealer, right? The first thing I would tell you is Melissa, how are you competing with AirTag, right? Simple question. So how do you respond to that? So great question. I love the smile. I love this smile. Listen, I gotta give it to you like a dealer, you know what I mean? No, no, absolutely. So here's the difference, right? With LoJack being installed, yes. One would think throw an AirTag in it. I'm gonna have, you know, I'm gonna be able to see location. Here's the difference. With a product like LoJack installed on your inventory, you are getting the benefits of keeping your customer engaged with your store. The average consumer is in their app eight to 12 times per month. So when you align that, you know, what product is out there today that's being offered that is tangible, the moment they leave, they have a ways to utilize that, whether it be they set their own geofences, they use it for the speed alerts for safety, for their loved ones, you know, they get open recall notices in the app. We're getting open recall notices to the customers before the letters even go out and the dealers, our dealers have a chance to reach out to that customer, right? And everything we do, it's going back to you as a selling dealer. All the call to actions, click to call, call to schedule, everything is going back to the selling dealer. And that's why we say we compliment the manufacturer.

所以如果你现在来到我的车行，对吧？然后你告诉我这些。我什么都不知道，对吧？我像个经销商一样思考，对吧？我会告诉你的第一件事是，梅丽莎，你是如何与AirTag竞争的，对吧？简单的问题。那你会如何回应呢？太棒了，很棒的问题。我喜欢你的微笑。我喜欢这个微笑。听着，我得像个经销商一样告诉你，你知道我的意思吧？不，绝对不是。所以这里有个区别，对吧？安装了LoJack，没错。人们可能会想到用AirTag。我会知道位置。这里有个区别。安装了LoJack这样的产品在你的库存中，你可以享受到与客户保持联系的好处。普通消费者每个月都会在应用中花费8到12次。所以当你把这些对齐在一起，你知道今天有什么产品是实际的，他们离开后立即能利用的吗？无论是他们设置自己的地理围栏，他们用它来进行速度警报以确保他们的亲人安全，还是他们在应用中收到未完成召回通知。我们在客户收到信函之前就会收到未完成召回通知，我们的经销商有机会联系客户，对吧？我们所做的一切都是要回报给您作为销售经销商。所有的呼吁行动，点击拨打电话，预约电话，所有一切都是回报给销售经销商。这就是为什么我们说我们是制造商的补充。

We're not in competition with the manufacturer. We're not in competition with AirTag. We are in, when you look at everything we offer, it's not only the peace of mind for what we're faced with today, but also there's a robust amount of benefits to the dealer and to the customer by a low jack. Yeah, I mean, if I had to sum this up in a sentence, right? You've sort of built a customer retention tool by way of solving vehicle theft. It's pretty interesting. And we do, and you know, when you think about it, automatic service reminders, and you know, we all know in automotive, whether it's we're short turnover, high turnover, you know, everyone's experiencing, you know, short staff, whether they're short staffed, whether it's the industry, the times that we're in, whether it be rate of inventory shortages, I mean, you name it. The most fascinating thing about the automotive industry is the resilience and the ability to adjust and still deliver, right? Still deliver, still sell cars, still create a buying experience for customers. And that's where we tried ourselves in making sure that we're staying ahead of the curve and really driving that back to the dealer, helping the dealers solve the pain points from the buying experience all the way through to retention.

我们并不是在与制造商竞争。我们也不是在与AirTag竞争。当你考虑到我们所提供的一切时，这不仅仅是对今天所面临的问题感到放心，而且对于经销商和客户来说，LoJack带来了大量的好处。是的，我是说，如果让我用一句话来概括的话，你可以通过解决车辆盗窃问题来建立客户留存工具，这非常有趣。我们提供自动服务提醒，你知道，在汽车行业，不管是短期营销还是高周转，每个人都面临着人手短缺的问题，不管是人手短缺还是行业环境，不管是库存短缺率，你可以想象得到。汽车行业最令人着迷的地方在于它的韧性和适应能力，它仍然能够调整并且保持交付，依然销售汽车，依然为客户创造购买体验。我们很自豪地确保我们始终处于行业发展的前沿，真正将这些优势带给经销商，帮助他们解决从购买体验到客户留存的困难。

So what we like to say is we help dealers make money, save money, and retain their customers after the sale. So I want to get out to the important stuff. Give me the any interesting vehicle theft and recovery stories, what we got? Oh my goodness. So, and you know, it's crazy that we, it's like we live and breathe this, right? So we always talk about this as a team too, with my whole team, like it's a stop-drop-and-roll. If a dealer calls, if a customer for one of our dealers, it is a stop-drop-and-roll, because again, speed and efficiency leads to the highest probability of recovery.

所以我们想说的是，我们帮助经销商赚钱，省钱，并在销售后保留他们的客户。所以我想谈谈重要的事情。给我一些有趣的车辆盗窃和追回故事，我们有什么？哦，天啊。我们好像活在这个领域，对吧？所以我们团队经常讨论这个问题，像一个停、跌倒和翻滚。如果一个经销商打电话来，或是我们的一位客户，就必须停、跌倒和翻滚，因为速度和效率导致最高可能的追回率。

So a more recent story, this just happened actually yesterday. So we have a team at the conference, the IAD conference, which is, you know, auto theft conference in North chapter, which is being held in Grand Rapids right now. So one of our Lojia cleans is there. Some of our dealers are there. And one of my directors that's on my team is over there. And as their cheaper police is getting ready to start his keynote session, we have a Mercedes Benz that was stolen off of one of our dealer's laps, and happened to be out in attendance at the conference. And through our new Lojia law enforcement app, we were quickly able to identify the vehicle, get the report, you know, police report open, drop it into the law enforcement app, and within an hour, the vehicle was recovered. So they were able to get Illinois State Police on it, and then local authorities on it. And what's awesome is, you know, again, this is another point is, the thieves dismantled the OEM technology. It was ripped out. They knew exactly where to go to rip out the factory, you know, install technology, telematics, but they were able to get the location through the Lojia law enforcement app with Lojia can recovered within an hour.

所以最近的一个故事，事实上就发生在昨天。我们在会议上有一个团队，这个会议是IAD会议，也就是北部章节的汽车盗窃会议，目前正在格兰德拉皮兹举行。我们的一个Lojia清洁工在那里。我们的一些经销商也在那里。我的团队上的一位主管也在那里。就在当地警察准备开始他的主题发言时，我们有一辆奔驰车被偷走，这辆车是从我们的一个经销商那里偷走的，恰好在会议上出席。通过我们的新Lojia执法应用程序，我们很快就能够确定车辆的位置，报案，打开警方报案，并将其放入执法应用程序中，一个小时内车辆就被找回了。他们能够联系到伊利诺伊州警察局和当地执法部门。更棒的是，盗贼拆解了原厂技术。他们熟悉的是如何拆卸工厂安装的技术，远程汽车监控系统，但是通过Lojia执法应用程序，他们能够在一个小时内找回被偷车辆的位置。

I've had my fair share of vehicle theft and recovery. Unfortunately, many of the recoveries didn't come back in one piece. I'm sure many dealers can resonate with that, but there's definitely, you know, not every vehicle makes it back. So it's always interesting when you do get that vehicle back, you know, is it back and it's decently drivable? Or do you get something that, I mean, some of these vehicles you get back, I mean, my Lord, right? Like, you know, depending on where you're at, you know, you get some vehicles back that are, you know, pretty cheap.

我曾经经历过车辆被盗和追回的事情。不幸的是，许多被追回的车都没有完整的回来。我相信很多经销商都有同感，但肯定并不是每辆车都能够追回来。所以当你真的把车找回来时，总是很有趣的，你知道，是不是还能够正常驾驶？或者你得到的是一些，我的意思是，有些车你找回来，天哪，对吧？就看你所在的地方，有些车找回来很便宜。

Oh yeah, pretty cheap. Yeah, stripped down. Yeah. You wonder like, what do they do with this vehicle? What do they do this car? I mean, like, how did this get into this type of shape? Yeah, no, but to your point, exactly. And that's why how quick, like the process being quick, prevents that too. Because the longer, you know, when they steal these vehicles, what we see is they're going to a resting area, like there'd be parks somewhere for a period of time to see before they start trying to dismantle, or, you know, they're moving from location to location to get it to a place where they could, whether it be a chop shop, whether it be, and in storage units, or wherever we've seen it all, to then start shipping the vehicle or do a vin plate change.

哦，是的，价格相当便宜。是的，简化了。是的。你会想，他们用这辆车做什么呢？他们怎么把这辆车弄成这样的状态？是的，不过确实如你所说的。这也是为什么整个过程要快速进行的原因，因为这样也能防止这种情况发生。因为你知道，当他们偷了这些车之后，我们看到他们会把它们带到一个休息区域，比如某个公园，等一段时间看看再开始拆解，或者他们会不断换位置，直到把车开到一个地方，无论是车辆改装店、存车库或者我们见过的任何地方，然后开始运送车辆或者更换车辆的识别代号。

And you'd be surprised how quick they're doing vin plate changes as well. I mean, it's crazy what we see today. But that's why the quicker this stuff is reported. And we, you know, work with law enforcement to recover, the probability of that vehicle coming back in one piece with minimal damage is improved. It's greatly increased. I mean, we see, you know, we've had recoveries. And this is, some of our recoveries have led us to 15, 16, 20 other vehicles that are parked here, right? That maybe weren't equipped with a technology or a second layer of protection, that LoJack recovery led them down to many other vehicles being recovered.

你会被他们改变车辆识别号码板的速度惊讶的。我是说，今天我们看到的情况真是疯狂。这就是为什么越快报告这些事情越好。我们与执法部门合作进行追回，那辆车以完好无损的状态回来的可能性就会提高。这种可能性大大增加了。我是说，我们看到，我们已经有了一些追回的记录。一些追回行动甚至带我们找到了15、16、20辆其他停在这里的车辆的位置，对吧？也许这些车辆没有安装类似的技术或第二层保护，但是LoJack的追回行动带我们找到了很多其他被追回的车辆的位置。

We see that all the time as well, which is, you know, and that's typically where you're going to see these rings, these step drains that are heavily involved. And, you know, they're shipping these cars again, that right out of the country, they're going. I mean, we had one out of a dealer out of a Chantilly, Virginia area, four cars stolen, one after the other after the other after the other. I want to ask you, so I want to change gears before we wrap up because I want to talk about the macro. I'd have to also imagine that you're pretty close to the car manufacturers and knowing where we trending as an industry when it comes to, you know, vehicle security and just, you know, mitigating theft, right? So, like, what are the trends on the horizon that you see from the manufacturer level with respect to vehicle security?

我们也经常看到这种情况，就是你知道的，通常你会在那些被盗车辆中看到这些环形排水口，这些步骤排水口被严重涉及。而且，你知道的，他们再次将这些车辆运出国家。我的意思是，我们从弗吉尼亚Chantilly地区的一个经销商那里得知，有四辆车被盗，一辆接着一辆接着一辆接着一辆。在我们结束之前，我想问你一个问题，我想换个话题谈论宏观问题。我还得想象一下，您与汽车制造商之间的关系相当密切，了解我们作为行业在车辆安全和减少盗窃方面的趋势。那么，您从制造商层面看到的关于车辆安全的未来趋势是什么？

So with the manufacturer, right, their apps and their connected car technology that's installed, they're obviously always looking at ways to continue to improve. Here's what I'll say, and this is where a lot of the factory, you know, the factory installed technology is really to drive customer experience, right? Making sure that that customer experience and its feature rich in that regard, except as a whole other level. So, yes, they're looking at ways to provide and improve their technology. And we're also looking at ways to continue to partner with OEMs, right? Because that's what we pride ourselves in doing.

所以制造商，他们安装的应用程序和车联网技术，显然一直在寻找改进的方法。我想说的是，很多工厂安装的技术真的是为了提升客户体验。确保客户体验丰富多彩，这是一个完全不同的层次。所以，是的，他们正在寻找提供和改进他们的技术的方法。而我们也在寻找持续与原始设备制造商合作的方法，因为这是我们自豪所擅长的。

And that was one of the reasons that, you know, we, Solera, Logak by Solera, I made this investment to develop Logak for Law Enforcement, is because it's on our roadmap too, to partner with the manufacturers strategically to allow that telematics data to flow into our Logak for Law Enforcement app. And that's a big focus for us as we continue down this calendar year in really helping them and working as a partnership to them to help build that out as well. And I think, you know, every card manufacturer out there, it was continuously looking at ways to improve.

这是我们Solera和Solera收购的Logak为执法部门开发这项投资的原因之一，因为我们在路线图上也计划与制造商战略合作，让远程数据流入我们的Logak执法应用程序中。这对我们来说是一个重点，我们将继续在今年帮助他们，并与他们合作建设。我认为，每个汽车制造商都在不断寻找改进的方法。

Again, it's that these septorings and these, the criminals that are out doing this, that's the first thing they're going after. So if they're ripping it out, it then becomes cumbersome, right? It's not a fault of the factory. It's that this is what we're up against. This is the battle that we have today. So it's what do we do and how do we all create together through the partnerships and development, create ways and strategies to continue to battle this, which will then again, stop not only vehicle crime, but other crimes that we're seeing that are being committed.

再次强调，这些钥匙环和这些罪犯正在专门盗取它们。如果他们把它们拆掉，那就变得非常麻烦了，对吧？这并不是工厂的错。这就是我们所面对的挑战。这是我们今天所面临的战斗。那么我们应该怎么做，通过伙伴关系和发展，创造出方法和策略来持续对抗这种情况，从而再次阻止不仅是车辆犯罪，还有其他犯罪行为的发生。

So prediction as we wrap up here, next five years, vehicle theft down or up, given all the attention that it's getting now. Down, that's the goal, down, right? Again, I think, you know, with the focus there and everyone's strategy and I believe that we will see that, but it's not gonna be something where people that will be able to make light of it, right? I think it's no matter what there's going to be some degree of vehicle theft, I don't think we'll ever see it be at zero, but I think having this situation being an all-time high, we will see that, you know, produce.

因此，预测在结束之际，接下来的五年，车辆失窃会增多还是减少，考虑到现在引起的所有关注。减少，这是目标，对吧？我认为，有了关注和大家的努力，我相信我们会看到这一点，但这不是一个人们可以轻视的问题，对吧？我认为无论如何，会有一定程度的车辆失窃，我不认为我们会看到它降至零，但是我认为这一情况正处于历史高点，我们会看到这一点产生影响。

I love it. Melissa, hi on the CDG podcast. Melissa, thanks so much for coming on. This was super interesting. No, thank you so much for having us. It's an amazing experience and it's an honor to be here. Thank you, Yossi. 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.

我喜欢它。梅丽莎，你好，在CDG播客节目里。梅丽莎，非常感谢你的参加。这真的很有趣。不，非常感谢你的邀请。这是一次很棒的经历，能在这里受邀是一种荣幸。谢谢，尤西。好了，希望你们喜欢这一集。请给这个播客节目评分。考虑订阅这个节目，并查看节目注释中我们谈论的内容链接。感谢收听。下次再见。