Building the Dealership of the Future | Car Dealership Guy Podcast
发布时间 2024-05-02 09:00:04 来源
Consumers, I believe, will continue to shift to buying their car online, but the tools are still just not perfect and they're not fully ready to transact. This dealer doesn't just sell cars to some of the biggest software CEOs in Silicon Valley. He's a true tech visionary and is building some of the most exciting technology in the automotive industry. Today, I'm speaking with Jeremy Beaver, CEO of Dell Grande Dealer Group, a 17-store group from the heart of Silicon Valley. Don't forget to click subscribe so you never miss an episode.
消费者会继续向在线购买汽车转移，但目前的工具还不够完善，他们还没有完全准备好进行交易。这家经销商不仅向硅谷一些最大的软件CEO销售汽车。他是一个真正的技术先见者，在汽车行业建造一些最激动人心的技术。今天，我和Jeremy Beaver先生交谈，他是戴尔大型经销商集团的首席执行官，在硅谷中心拥有17家门店。别忘了点击订阅，这样你就不会错过任何一集。
Before we get into the show, this episode is brought to you by Wide Whale, the auto industry's trust marketing platform. Wide Whale is the reputation engine behind thousands of dealers, including Lithia, Coons, Westhurst, Swickard, Irv Chambers, and many more. AI is here to stay and Wide Whale is ready to help you take advantage. With brand new AI topic analysis tools, you can give structured a free text customer reviews. This allows you to reveal opportunities for improvement according to the voice of your customers like never before. Wide Whale AI analyzes every review to compile frequently mentioned topics. Paired with ratings and sentiment, your quarterly reports will go from, we have a 4.4 rating on Google to our customers think wait time out our dealership is 30% worse than industry benchmarks. Now that's actionable insight. Wide Whale is the fastest growing reputation and management vendor in automotive. You can learn more by visiting widewell.com or clicking the link in the show notes below.
在我们开始节目之前，本集由Wide Whale带给您，这是汽车行业信任营销平台。Wide Whale是成千上万经销商背后的声誉引擎，包括利西亚、库恩斯、韦斯特赫斯特、斯威卡德、厄尔夫·钱伯斯等。人工智能已经来临，Wide Whale随时准备帮助您利用。凭借全新的人工智能主题分析工具，您可以对客户的结构化自由文本评论进行分析。这样可以让您根据客户的意见揭示改进机会，前所未有地洞察到。Wide Whale AI分析每一条评论，整理出频繁提及的主题。结合评分和情感，您的季度报告将从“我们在谷歌上获得了4.4分的评分”变为“我们的客户认为我们的等待时间比行业基准高出30%”。现在这就是可操作的见解。Wide Whale是汽车行业中增长最快的声誉和管理供应商。您可以通过访问widewell.com或点击下面节目说明中的链接了解更多。
This episode is also brought to you by Cars Commerce. The platform to 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 in 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 leading 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 are 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. To learn more about how you can measure and improve your team's follow up performance, go to cars.comers.ink slash experience or click the link in the show notes below.
本集节目也由Cars Commerce赞助。这是一个简化汽车买卖一切的平台，包括所谓的跟进。让我来解释一下。对于转化潜在客户来说，经销商快速有效的跟进至关重要。但问题在于，有40%的购物者称他们没有及时或有帮助性的回复来自经销商。这是一个巨大的问题，因为你的团队可能正在错失四成的销售机会。Cars Commerce让测量和改善跟进表现变得简单。Cars.com的体验报告跟踪你的团队回复潜在客户的比例，以及客户对这些回复的评价。而经销商激发式零售科技让你的团队能够快速通过个性化融资选项发送短信跟进，充分利用每一个机会。想要了解如何测量和改善团队的跟进表现，请访问cars.comers.ink/experience或点击下方节目注释中的链接。
Jeremy Beaver on the CDG podcast. Jeremy, welcome. Oh, welcome. Well, thanks for having me. It's going to be a great time. Yeah, it's going to be great. I never thought I'd have someone come on the pod. The first thing they tell me is, look man, I'm not a car guy. I don't love the cars. And then I tell him, I'm like, me and you both. No, but I always talk about this. I always say, I love the business. That's what always attracted me to this industry. But the cars was never, to me, I always viewed it as like metal. It was the thing, like we're in the relationship business.
杰里米·比弗在CDG播客上。杰里米，欢迎。哦，欢迎。谢谢你邀请我。这将会是一个很棒的时光。是的，这将会很棒。我从来没有想过会有人来到这个播客节目上，第一件事就告诉我说，看，伙计，我不是一个汽车迷。我不喜欢汽车。然后我告诉他，我说，我和你一样。但我总是谈论这个。我总是说，我热爱这个行业。这就是吸引我的地方。但对我来说，汽车从来都不是什么重要的东西。我总是把它看作是金属。我们在这个行业是做关系生意的。
And so, but there's definitely the two different types of dealers. There's the dealers that, and I have lots of friends like this who are obsessed with the car, obsessed with the metal. Like they're passionate about it. Exhaust, and then there's me, I'm like, do you like, let's find a good customer for this thing? That's right. Well, you know, first of all, the cars are cooler today than they've ever been, right? With the technology and all the items that are there. But for us at DTDG, culture, technology, modernization, better consumer experience, that's really what we're focused on. Now, there are a lot of cars around here.
因此，在这里有两种不同类型的经销商。有一些经销商，我有很多像他们这样的朋友，他们对汽车着迷，对金属着迷。他们对这个充满激情。排气管，然后还有我，我只是想，你喜欢的话，我们可以找个好客户。没错。嗯，首先，现在的汽车比以往任何时候都更酷，对吧？有着技术和各种物品。但对于我们DTDG来说，文化、技术、现代化、更好的消费体验，这才是我们关注的重点。现在，这里有很多汽车。
So we do got to sell them in service them. So we got to love them a little bit. But I don't have a huge collection of cars at home. So sorry for everyone waiting to hear like, you know, what I got in the garage. Well, give us your story. I mean, you've been over 15 years with the group. You've had quite a tremendous rise from e-commerce director. Now you're running the entire group. Tell us a little bit about your background in your story. Yeah, well, I'll give you the quick elevator pitch. But I started in the car business at a high school. Both my parents are relatively well educated. Dad was in tech startup. Mom was a teacher. And I told him, hey, mom and dad, I don't want to go to college. I got this job making cold calls in a BDC, trying to get people to sell cars and buy cars at an old Dodge dealer here in San Jose.
所以我们必须在售前为他们提供服务。所以我们必须稍微喜欢一下他们。但我家里并没有大量汽车收藏。对不起，让大家久等了，想听听我车库里有什么车的消息。好吧，告诉我们你的故事。我是说，你已经在这个团队待了15年以上了。你从电子商务总监一路上升，现在管理整个团队。告诉我们一点关于你的背景和经历。是的，我会简要介绍一下。我是从高中开始就进入汽车行业的。我的父母都受过相对良好的教育，爸爸是科技初创公司的创始人，妈妈是老师。我告诉他们，嘿，爸妈，我不想上大学。我在圣何塞的一家老道奇经销商那里做冷视电话，试图让人们销售汽车和购买汽车。
And worked my way up from there. Then went to a tech startup called Jump Start Automotive, which powers a lot of the online behavioral for road and track car and driver, all that fun stuff. And then I joined Shondale Grand 15 years ago when we had three dealerships in 2008 and have been able to really help the group grow with really what is a wonderful team here, supporting every single day. And now it's become a pretty large scale business here in the Bay Area out in Silicon Valley.
然后我一步步向上发展。之后我加入了一家名为Jump Start Automotive的科技初创公司，该公司支持许多在线行为路和赛车以及驾驶员的内容，以及其他有趣的事情。然后我在15年前加入了Shondale Grand，当时我们在2008年只有三家经销商，我真的能够以这里的一个出色团队的支持帮助这个集团不断壮大。现在，在硅谷湾区，这已经发展成为一家相当大型的企业。
Yeah, how large scale? Give us a sense of your scale numbers, units per year, service revenue. Yeah, we sell about 25 to 30,000 retail units a year. So I guess depending on the year and inventory and COVID, that'll excuse. But we do roughly about $1.3 billion in sales and have over a thousand team members here, all local in the Bay Area. Since you joined the group, right? How much have you guys grown since that, your early days in the group? Yeah, when I joined, we were selling roughly 3,000 cars, had about 150 people here.
是的，规模有多大？给我们一个关于你们规模的概念，每年的销售量，服务收入等等。是的，我们每年大约销售25至30,000个零售单位。所以我猜这取决于年份、库存和COVID，但我们大约有13亿美元的销售额，并在这里有超过一千名团队成员，都是当地人在湾区。加入团队以来，你们增长了多少？是不是从最初的日子开始？是的，当我加入时，我们大约销售3,000辆车，这里有大约150人。
So it's been quite a journey over the 15 years. And it's been a really, really wild ride and pretty neat. We never thought we were set out to kind of build a brand here, especially as a car dealer. And I don't know when you become a group, but I guess maybe it's when you get to like four or five or whatever that is. But now, you know, DGG, we have a yellow license plate and our brand really stands for a lot here, not only for consumers in the Bay Area, but also just who we are with our team.
15年来，这是一段相当艰辛的旅程。这是一次非常疯狂而令人惊叹的经历。我们从未想过自己会在这里建立一个品牌，尤其是作为一家汽车经销商。我不知道什么时候才算是一个团队，也许是当你达到四五个成员的时候吧。但现在，你知道，DGG，我们有一块黄色车牌，我们的品牌在这里确实代表了很多，不仅仅是为了湾区的消费者，也代表了我们团队的价值观。
And so it's really neat to be able to experience that, see that, but also just share in all of the growth and the opportunity that's been created for so many people in the organization. You know, for many of us that came into this industry, I always have this conversation, right? Like the classic, I never planned on being a car guy, right? I never planned on saying an industry. What was it for you that just kept sucking you in and like, you know, tech guy, father's a tech guy, right? But you stay in the car dealership auto-retailing business.
因此，能够体验和看到这一切真的很棒，而且能够分享组织中为很多人创造的所有增长和机会。你知道，对于我们许多人来说，进入这个行业时，我总是有这样的对话，对吧？就像经典的，我从来没有计划成为一个车迷，对吧？我从来没有计划加入一个行业。那么对你来说是什么吸引你并让你留在汽车经销商业中的呢？科技人员？父亲也是科技人员？但你却留在了汽车经销商销售业务中。
What was that for you? Like, why did you get sucked in and how did you endure over a decade? And I mean, let alone with the same group, right? And the same organization, what was it for you? Yeah, I think for me, you know, I was not really like, I was good in school, but I just like, it wasn't really like exciting for me. And so what I really just loved is I love to go to work. And what I found is that the more that I put in, the more that I'd actually get out of the car business.
那对你来说是什么样的体验？为什么会被吸引，又是如何挺过十多年的？而且还是和同一群人一起，对同一个组织，那对你来说意味着什么？是的，我觉得对我来说，我并不是很喜欢学校，虽然成绩很不错，但那并不是让我兴奋的事情。事实上，我真正喜欢的是去工作。我发现，我付出的越多，我在汽车行业得到的回报也越多。
And so, you know, I could spend 50, 60, 70, 80 hours a week at times and be able to, you know, outperform others. You know, maybe I wasn't the greatest in my job, but I could just outwork or outperform or learn and grow and be able to be coachable. And so what that really just provided was a platform for me to, you know, be able to, I guess be where I am today. I mean, I guess when you're a 16 year old kid making cold calls, you're not thinking about being a CEO of a large dealer group. And even when I joined with Sean DelGrand, who's the principal here, who's amazing, that was really never the path to start, but then has really evolved into this much larger situation, which is guiding tech, leading people, having opportunities for people to live and grow in the Bay Area. And so it's been a really cool journey. I definitely, you know, I'm still definitely not the smartest guy, that's for sure. I make more mistakes here than anyone, but to be able to do it in a team environment, have a lot of wins and celebrate them. It's just a really cool business.
所以，你知道，有时候我可能会每周工作50、60、70、80个小时，能够超越别人。也许我的工作能力不是最强的，但我可以通过更努力、更出色地表现、学习和成长，成为一个可以被教练的人。所以，这实际上为我提供了一个平台，让我能够，我想今天我所在的地方。我猜当你是一个16岁的孩子在打冷电话时，你并没有想过会成为一个大经销商集团的CEO。甚至当我和这里的主要合伙人Sean DelGrand一起加入时，他真的很棒，这从来不是起步的路径，但后来真的发展成了这种更大的情况，是引导技术、领导人才、为人们在旧金山湾区提供生活和成长的机会。所以，这是一个非常酷的旅程。我肯定，我绝对还不是最聪明的人，这是肯定的。我在这里犯的错误比任何人都多，但能够在团队环境中做到这一点，取得很多胜利并为之庆祝。这真的是一个非常酷的业务。
And there's so many different verticals. It's changing so much, especially with technology and consumer trends and marketplaces and A to Z online sales and the directions at that. That's really going. And then, you know, probably for me at the end of the day, like we're in the heart of it all. If you're in Silicon Valley with Google, Apple, Facebook, you know, everything, EVs, we can probably talk about that a little bit today. This is where it all starts. And so it's really exciting to really challenge yourself to modernize what has historically been a little older school business and modernize it as fast as possible because the consumers not necessarily only want it, they now expect it here in the Bay Area.
还有很多不同的行业。随着科技、消费趋势和市场以及从A到Z的在线销售等方面的变化，情况变化如此之快。这真的很不错。然后，你知道，对我来说，最终一天，我们处在这一切的核心。如果你在硅谷，与谷歌、苹果、脸书等一切在一起，你知道，一切与电动汽车等等，我们可能今天可以稍微谈一下。这就是一切开始的地方。因此，真的很激动，真的很挑战自己，将历史上有些陈旧的业务现代化，尽可能快地现代化，因为消费者不仅想要，他们现在在湾区是期望的。
I have to imagine that your consumer is very different than most of my guests on this podcast, right? Like you are in the epitome of tech and innovation and startups, right? Silicon Valley, SF. I mean, what is it like, just like very broadly speaking, what is it like running a dealership in such a place? It's something different every day. That's for sure. There's no dull moments around here. You know, I think the first thing from the consumer is they expect the experience at DG-DG to be like everything they already do in their life in Silicon Valley. So heavy tech, heavy speed, heavy efficiency, world-class guest experience, everything on an iPad, like it's just like that is like the barrier of entry to start. So that's like a very tricky thing because there's cost, there's all these different things.
我得想象一下，你的顾客和我这个播客上的大多数客人很不一样，对吧？你们处于科技、创新和初创企业的巅峰，对吧？硅谷，旧金山。我的意思是，广义地说，像在这样的地方经营一家经销商是什么感觉？肯定是每天都有不同的事情。这里绝对不会无聊。你知道，我觉得消费者的第一点期望是在DG-DG的体验应该像他们在硅谷生活中已经做过的一切一样。极度科技化，极速，极高效率，世界级的客户体验，一切都在iPad上，这就好像是开始的门槛。所以这是一个非常棘手的问题，因为有成本问题，还有许多其他因素。
And then for a business, right? This is a very expensive place to do business. Cost of real estate, cost of team members, you know, all of the things that go into running a business on a major metro and then in the state of California and a very, very educated consumer. So very high FICO, a lot of cash, a lot of stock options stuff that goes on around here. And so you just need to be very versatile in the business and then very nimble. And so we really pride ourselves, you know, to be able to, you know, move and jive while we're still a, you know, we're a small, still a small business compared to, you know, the large publics that are out there.
对于一家企业来说，这是一个非常昂贵的经营地点。房地产成本、团队成员成本，以及在一个主要的大都市和加利福尼亚州经营企业所需的所有成本，还有非常受过良好教育的消费者。因此，这里的信用评分很高，现金很多，股票期权等等。因此，在经营企业时，你需要非常灵活，非常敏捷。我们真的很自豪，能够在我们仍然是一家相对小型的企业时，能够灵活地应对挑战，我们还是小公司，相比之下公开的大公司。
But for the Bay Area as a family-run operation, you know, I'm not part of the family, but I guess I've been here 15 years so I've pretty much an adopted son. But, you know, like we really pride ourselves on being large-scale, but still very quick to react to market conditions and trends. So that's a really, really important piece while you have a business at scale, right? So in 30,000 cars and servicing a couple hundred thousand, there's a lot of guests that come through these facilities every year. Yeah, look, I'm checking out your website as you're speaking, man, and look very clean, right? I see what you're saying, right? Very, I mean, very airtight, very thoughtful about every single call to action.
作为一个家族经营的企业，我不是家庭成员，但我在这里已经15年了，所以我几乎算是一个被收养的儿子。我们以大规模经营为荣，但仍然非常敏捷地对市场状况和趋势做出反应。这对于拥有规模化业务非常重要，不是吗？每年有成千上万的客人来到我们的设施。当你说话的时候，我正浏览你们的网站，看起来非常清洁，是吧？我明白你的意思，非常，我是说每一个呼吁行动都非常周到。
I can tell like you don't overdo that. So you pass the smell test. Thanks. That's a good start. All right. So yeah, right. By the way, you said stock options. I'm curious, like how does that play into like any of, you know, just deals, financing, right? I can imagine you get a lot of that around. I'm kind of weird because, you know, like it's not something that we really would like track back in the day, but now when, you know, you have companies like NVIDIA that are here and that stock goes through the roof or, you know, Apple stock as well. I mean, you see these people buying cars, which is pretty crazy. And so it's a really, it's kind of a little bit of a bubble in the economy, which is great. So there's never, you know, a dot-com boom. It stays pretty level, but again, a very educated consumer. And so prices have big sensitivity. They know more about a lot of these cars than, you know, some of our product specialists because they're just very smart and educated. And not that that doesn't exist across the country. You just have very concentrated areas in each one of those pieces where they know what they know and, you know, what they're used to.
我能感觉到你并没有过度。所以你通过了嗅觉测试。谢谢。这是一个好的开始。好吧。对，就是这样。顺便说一句，你提到了股票期权。我很好奇，这在交易、融资等方面起到了什么作用？我可以想象你周围肯定有很多这样的事情发生。我觉得有点奇怪，因为我们以前并不会特别关注这个，但现在，你知道，像NVIDIA这样的公司出现了，股价直线飙升，或是苹果的股价也是。我看到这些人买车，这真的很疯狂。所以经济上有点像是一个泡沫，但这是很棒的。并不会像点com繁荣那样，保持在一个相对稳定的水平。但是，消费者非常受过教育。他们对许多车了解比我们的产品专家还多，因为他们非常聪明和受过教育。并不是说全国各地都没有这种情况，只是在每个领域都有专业人士，他们知道自己在做什么。
So I want to talk a little bit about just from a tech perspective, right? Give us an overview of what is it like, like how are you operating your dealership and really keeping it? Like you've just mentioned a lot of tactical things you're doing to meet the modern demands of, you know, the consumer. But give us a, I want to get a little bit of an overview of how you're really doing things differently. Given the fact that you are in this hotbed that is so receptive to tech, I can only imagine, right? Like I think the beauty of being where you're at is that you can really test things and you'll probably get adoption very quickly, right? People will try. People want to, you know, experience, right? If you try to sell a car online and maybe an area in the country that's a bit more rural and the average age is, you know, older, maybe people are not going to be as receptive.
所以我想就从技术角度谈一下，对吗？给我们一个概述，你是如何经营你的经销商并保持其现代化的？你刚提到了许多你正在做的战术性的事情来满足消费者的现代需求。但我想了解一下，你是如何真正以不同的方式做事的。鉴于你所处的地区对技术如此敏感，我可以想象，对吧？我认为你所处的美妙之处在于你可以真正测试各种事物，而且你可能会得到很快的采纳，对吧？人们会尝试。人们想要体验，对吧？如果你试图在网上销售一辆汽车，而且可能是在一个更为偏远的、平均年龄较大的地区，也许人们不会那么接受。
So what are some of the things you're doing at your store differently, right? Like just tell us a little bit about that. Yeah. So let me just kind of, we have a couple of different thoughts on tech. And the first one is kind of like our overarching strategy, which is why can't you buy and service your car with just like you do anything else in your life? So pick your favorite brand, whether it's Starbucks, or it's Carlton, like whatever experience you like in a retail environment, why can't buying, selling, and servicing your car be that easy? And so we really focused on that efficiency through technology.
那么在你的店铺，你们有哪些不同的做法呢？给我们谈谈吧。是的。让我来简单说一下，我们对科技有一些不同的想法。首先是我们的总体战略，为什么不能像购买其他生活用品一样方便地购买和维修汽车呢？无论你喜欢星巴克还是喜来登，无论你喜欢零售环境中的哪种体验，为什么买卖和维修汽车不能如此简单呢？因此，我们真的将重点放在了通过科技实现效率上。
Now we do really need the people still because they're the performance driver and they're dealing with our guests, which is awesome, but you need a technology that's going to be able to integrate and do that. So we really have three options. We can buy out of the box kind of platforms. And so we could buy things that are automotive tech today. A lot of those are legacy platforms that aren't kind of modern day tech. So they don't have what consumers call their APIs, their data integrations to have consumer flows. It's really, really tough.
现在我们确实仍然需要人员，因为他们是绩效驱动者，他们正在处理我们的客人，这太棒了，但你需要一种能够整合并实现这一点的技术。因此，我们确实有三种选择。我们可以购买一些现成的平台。因此我们可以购买当今的汽车技术。很多这些都是传统的平台，不是现代技术。因此它们没有消费者所谓的API，数据集成以及消费者流程。这真的很困难。
Number two, we can go invest in some companies, right? And we can be partners with them, we can beta with them, and we can take automotive tech or non-automotive tech. Or in step three is we actually go build our own tech on things that are on the modernization scale for a consumer flow. And that is really around how do you take everyday tools? So think of things like a Salesforce or a Microsoft Azure or even Office 365, and how do you bring them in to the automotive industry so that then you can create efficiencies in processes with people and with our guests.
第二，我们可以去投资一些公司，对吧？我们可以成为他们的合作伙伴，我们可以与他们一起进行测试，我们可以选择汽车科技或非汽车科技。或者第三步是我们实际上开始在现代化消费流程中构建我们自己的技术。这实际上涉及到如何利用日常工具？比如像Salesforce或Microsoft Azure甚至Office 365这样的工具，我们如何将它们引入汽车行业，从而可以在与人员和我们的客人的流程中创造效率。
And so we do all three of those. So our team today looks like we have roughly 10 in-house people just on our team that are actually at DQDG, from project managers, UX UI designers, consumer experience designers. We have a full-time CTO, we have a product manager to help us shape projects. And then we have a whole engineering team that's overseas that helps us build a lot of these. And then on our technology marketing team, we have 32 people that are on that team that run from social to online experience, to our own search and remarking company.
因此，我们三者全部都在做。所以我们今天的团队大致有10个团队成员在DQDG，他们都是项目经理、用户体验设计师、消费者体验设计师等。我们有一个全职的CTO，一个产品经理帮助我们塑造项目。然后我们有一个海外的完整工程团队帮助我们建立许多项目。而在我们的技术营销团队中，有32个成员，从社交媒体到在线体验，再到我们自己的搜索和推广公司，团队成员涵盖了各个领域。
So we have a lot of different, what we would call economies of scale that help us move faster, quicker and then meet those consumer demands on those pieces. Some of the things that I think consumers don't see is we also, we focus a lot on automotive data. And so this industry is always changing. Supply, demand, inventories, pricing. We're not a one-price organization when it comes to selling cars new and used. But what we manage to is what we call a price-to-sale gap.
因此，我们拥有许多不同的规模经济，这帮助我们更快，更迅速地满足消费者对这些产品的需求。我认为消费者看不到的一些事情是，我们也专注很多汽车数据。因此，这个行业总是在不断发展变化。供应、需求、库存、定价。在销售新车和二手车时，我们并不是一个定价的组织。但是我们努力管理的是所谓的价格到销售差距。
And that's what we price the car online at, to what we sell the car. And our average transaction is under $200. From what we have the car online to what we sell the car, we really believe in having that right price up front. And some people want to come in and negotiate and do all those things. Our entire team is on our sales team. They're called product specialists. They're all non-commissioned. So they're here to help the right person find the right car that fits their needs. They're not paid on if they charge you more for the car or charge you less for the car.
这就是我们在网上标价汽车的原因，也是我们卖车的价格。我们的平均交易额不到200美元。从网上标价到卖车之间，我们真的相信在最初就确定正确价格的重要性。有些人想要进来讨价还价和做其他事情。我们整个团队都是销售团队。他们被称为产品专家。他们都是无佣金的。所以他们在这里是帮助合适的人找到符合他们需求的合适的车。他们不是按照为车收取更多或更少费用来支付薪水的。
So to do that properly, we got to use a lot of market data to make sure that it aligns with what the consumer is seeing. When they go on KBB or when they go to cars.com and they go look at those marketplaces, which we really believe that they're seeing the same thing when they get to DGGG. All right, so a lot to unpack there. OK, number one, you have this team of, you mentioned like over 30, 40, just individuals working on tech, on mark tech. I mean, everything to do with your product. What are they doing? But more importantly, what's the net result? What is different? That's a big investment to make annually. I've hired tons of engineers. I've hired hired engineers overseas. It's not cheap, and it's a lot to manage. What is the net result of all that?
为了做到这一点，我们必须使用大量的市场数据，以确保它与消费者所看到的内容一致。当他们访问KBB或cars.com时，查看市场时，我们真的相信当他们来到DGGG时看到的是相同的东西。好吧，有很多内容需要梳理清楚。 首先，你提到你有一个30、40人的团队，专注于技术、市场技术等方面的工作。他们在做什么？更重要的是，最终结果是什么？有何不同？ 年度大量投资，我雇佣了大量工程师，还雇佣了海外工程师。这并不便宜，而且需要管理的事情很多。所有这些努力的最终结果是什么？
Yeah, the first one is just efficiency and scale. And so when you think about growing a business, so we've gone from three stores to 17 stores, we need to have platform type strategies that allow us to buy a store and go in and put our tech and be able to operate it overnight under the DGGG platform. In our stores, we have essentially standardization that we have across the entire group. So a consumer has the same experience, and our team has the same experience. So that's like the kind of the highest level.
是的，第一个是效率和规模。所以当你考虑扩大业务时，我们已经从3家店扩大到17家店，我们需要采取平台化的策略，让我们能够购买一家店，然后在DGGG平台下进行技术整合，并在一夜之间运营起来。在我们的店铺里，我们基本上有整个团队都遵循的标准化。消费者获得相同的体验，我们的团队也有相同的体验。这就是我们的最高层次的目标。
When you use technology through efficiency, there is also what is called SG&A, so expense strategy, that we really try to maximize the expense reduction strategy using technology because costs are so high in the Bay Area that we really focus on that from those pieces. On a manufacturer level, so think about the brands that are out there, guest experience is critical for them. So our customer satisfaction scores, we really target to be in the top 10% of the country in all of our stores. So with that, it really makes us be able to have a strategy to empower with the guests that are there as well.
当你通过效率使用技术时，还有所谓的SG&A，即费用策略，我们真的尽力通过技术来最大化费用降低策略，因为在旧金山湾区成本如此之高，我们真的从这些方面做了很多工作。在制造商层面上，想想那些品牌，顾客体验对他们至关重要。因此，我们的客户满意度分数，我们真的努力目标是在全国所有门店中排在前10%。因此，这让我们能够有一种战略，赋予那些在那里的客人力量。
And so we use it in many different functions. In a day-to-day operation, we try to remove any manual reporting or manual guesswork. Everything is run from our data reporting engine, what we call dg-dg-dash. And so instead of having 40 different people doing Excel sheets and all that stuff, it's 100% automated and delivered to the proper people to do, really understand what's going on and make the proper changes on a day-to-day. And what type of reporting are you referring to? Everything, anything from time cards for our team to daily sales tracking, to inventory strategies, to search demand for vehicles on websites, to leads, appointments, financial statements. You name it, we probably have a report for it. So we're kind of, I guess we're car guys, but we're probably more data geeks than anything, but it's really important when you're using data as not just having the data, but how does it actually become usable in a day-to-day operation?
因此，我们在许多不同的功能中使用它。在日常运营中，我们努力消除任何手工报告或手工猜测。一切都是通过我们的数据报告引擎运行的，我们称之为dg-dg-dash。所以，我们不再需要40个不同的人做Excel表格等工作，一切都是100%自动化的，并交付给适当的人员去真正理解发生了什么，并在日常进行适当的更改。您所指的报告类型是什么？一切，从我们团队的考勤卡到每日销售跟踪，到库存策略，到网站上车辆的搜索需求，到潜在客户，预约，财务报表。你说了，我们可能都有相应的报告。所以，我猜我们是汽车人才，但我们可能更像是数据极客，但当你使用数据时，重要的不仅是拥有数据，而且还要了解在日常运营中如何真正将其变得可用。
Take us deeper into your tech stack. I think it's one of the things I'm most interested here is you mentioned the combination of building versus buying and everything in between and just a ability to of course extract more efficiency, especially given the fact that you're a large group. You have many, many different stores and you want to standardize everything, right? What does your tech stack look like? I mean, just break it down for us kind of piece by piece. Yeah, I think today in the strategy, it starts with receiving all of the data sets into a Azure data lake using Microsoft platform that we then use business intelligence tools to kind of structure the data the way that we want it.
带我们深入了解你的技术堆栈。我认为我最感兴趣的事情之一是你提到了建立与采购的结合，以及两者之间的一切，尤其是鉴于你是一个大集团，你肯定希望提取更多效率。你有许多不同的店铺，你想要实现一切标准化，对吧？你的技术堆栈是什么样子的？我是说，给我们一一分解一下。是的，我认为今天的战略是从将所有数据集接收到Azure数据湖中开始，使用微软平台，然后我们使用商业智能工具来按照我们想要的方式结构化数据。
Some of the large challenges, not emotive still, are being able to one, just get the data from our partners, so from the big box partners that are out there and then getting it in a way that is actually consumable for our team to use. So we focus a lot on data aggregation to start and that is really through the Azure platform. We use a Office 365 platform for almost all of our communication internally and then from our consumer views, over the last couple of years, we have built a in-house Salesforce tech stack.
一些重大挑战，虽然没有情感色彩，但是我们要解决的问题之一是能够从我们的合作伙伴那里获取数据，特别是来自大型合作伙伴的数据，然后以一种我们团队能够实际使用的可消费方式传递。因此，我们着重于首先进行数据聚合，这主要通过Azure平台实现。我们几乎所有内部沟通都使用Office 365平台，并且在过去几年里，针对我们的消费者视角，我们已建立了一个内部使用的Salesforce技术堆栈。
So it's called Sales Cloud, Service Cloud, Marketing Cloud for our consumer data platform and that is where we see all the consumer views of all of our guests so that we can track who, what they've done every single time, household purchases. Do they have open recalls? Are they coming up for their lease? Like all of those different items, but all of that data is really fed from the one repository, which is the data lake which gathers it from 40 different sources for us to operate our business every single day. So definitely more like not a normal car dealership operating that way.
因此，我们的消费者数据平台被称为销售云、服务云、营销云，所有这些都是为了让我们能够追踪每位客人的消费者视图，了解他们的一举一动、家庭购买情况。他们是否有未解决的召回问题？他们的租赁合同即将到期吗？就像所有这些不同的事项，但所有这些数据实际上都来自一个仓库，即从40个不同的来源收集数据的数据湖，这让我们能够每天经营我们的业务。因此，我们的经营方式与普通汽车经销商有所不同。
Normally a car dealership has a DMS and we have a DMS as well, but we use that more as an accounting function that we report the way that we need due to our manufacturers and certain items. The consumer facing tools are historically, our strategy is a much more modern format of one system if we can. Man, it sounds like everything you've built in our building that alone could just be licensed out as an entire platform. Could be.
通常汽车经销商都拥有一个DMS，我们也有一个DMS，但我们更多地将其用作会计功能，以便根据制造商和特定项目的需求进行报告。消费者面对的工具在历史上，我们的策略是如果可能的话，使用更现代化的一种系统。天啊，听起来你们在我们的大楼里建立的一切，单单那一点就可以作为整个平台进行授权。可能吧。
All right, so Jerry, talk to me a little bit about consumer, right? Again, given the fact of where you're at in my experience with online retailing, right? Where do you think the market is headed? What do you see from a consumer demand perspective and do people want to still buy online or 100% online, you know, hybrid of in-store? What do you kind of see as the future for this for online car, for car buying in general? For sure. Well, we could probably talk on this topic for an hour on the trends in this scenario. So I'll give a kind of a quick background. When COVID happens, the dealers really shift to a model where it's digital retailing, it becomes the hottest thing ever, buy your car online, COVID, all those different things.
好的，所以杰瑞，跟我谈谈消费者吧？考虑到你在在线零售方面的经验，你认为市场的走势会如何？从消费需求的角度来看，你觉得人们还想要在线购买吗，还是想要百分之百在线购买，你知道，在店内购买的混合模式？你认为这对在线汽车购买，对汽车购买的未来有什么看法？肯定的。嗯，我们可能可以在这个话题上讨论一个小时的趋势。所以让我简单说一下背景。当COVID发生时，经销商真的转向了数字零售模式，这成为了最火热的事情，通过在线购买汽车，COVID等等不同的因素。
As it really shifted then to really low supply, high demand, the dealers were like, well, you know, like everyone's got to come find a car and all these different things. And now we're more into what is kind of a normal transaction besides high interest rates for consumers and some of those functions that are there. Today, there's still a lot of work to do in the entire automotive industry. Consumers, I believe, will continue to shift to buying their car online in a fashion more and more every single day, but the tools are still just not perfect and they're not fully ready to transact.
当供应量真正下降，需求量上升时，经销商们就会觉得，你知道的，每个人都得来找车，出现了各种各样的情况。现在，除了消费者利率较高和其他一些功能外，我们更多地进行的是一种比较正常的交易。今天，整个汽车行业仍然有很多工作要做。我相信，消费者每天都会越来越倾向于在线购买汽车，但是现有的工具仍然不完善，还没有完全准备好进行交易。
And so while there are, there's been tremendous progress. So companies like Upstart, who have really gone out and tried to figure out AI-powered financing and online financing and the ability to take the consumer A to Z, but also pick up in the dealership where they left off with iPads, which is a very important process here at DGG. But at the end of the day, not many customers are going online, buying their car and fully signing everything, including DMV, getting their loans in the normal retail world across the United States. And so there's a lot of work to do still with DMV, with forms, with banking relationships, where a consumer can go buy a new or used car online and make that process as easy as anything else. And so we've made a lot of progress, but there is still a lot of work to do. And that involves partnerships with our manufacturers and with all of the other kind of vendors that goes along.
虽然在这方面已经取得了巨大进展，比如像Upstart这样的公司，他们真的努力尝试了AI动力融资和在线融资，以及让消费者从头到尾完成整个购车流程，同时在经销商处继续使用iPad，这在DGG非常重要。但到最後，很少有客户会完全在线购买车辆并签署所有文件，包括DMV（车辆管理办公室），在美国普通零售业也是如此。因此，仍然有很多工作要做，包括与DMV，表格和银行关系合作，让消费者能够在线购买新旧车辆，并使整个流程像购买其他商品一样简单。虽然我们取得了很大进展，但仍然有很多工作要做。这包括与我们的制造商以及所有其他相关供应商的合作。
But the consumer, just like they do anything in their life, they're doing it more online. What I do believe a trend really that has been a kind of an age-old car business trend for a long time is this lead submission. And what happens is in the world, the customer goes on to a website and they go like put their phone number and email and then like all these people call them. It's really like antiquated if you think about it. I don't know for you, but I don't know when's the last time you went online and gave all your information for someone to call you back, but I haven't done it in a while. I think that what you see consumers are still doing that today because they're just not still getting enough of the fully transactable information to just complete it online.
但是消费者，就像他们在生活中做任何事情一样，他们现在更多地在网上进行购物。我真的相信一个长期存在的汽车行业趋势是这种潜在客户提交。顾客会进入一个网站，然后填写他们的电话号码和电子邮件，然后很多人会打电话给他们。如果你想想，这实际上是有些过时的。我不知道你是不是这样，但我不记得上次你何时在线填写了所有信息让别人给你回电话，但我有一段时间没有这样做了。我认为消费者今天仍然在做这些事情，因为他们仍然无法获得足够的完整信息来在线完成交易。
And so that's really our goal. And especially here in the Bay Area, we think that we should be early, early stage to bring that on fully adopted. But today in our stores using our Upstart platform, we have the customer either start online or finish and store on the iPad over 85% of all transactions at DG, DG. So tech usage is extremely high here in the Bay Area. This episode is brought to you by my very own car dealership guy, industry job board. 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 lithium motors, recurrent credit acceptance, Vero's credit, cars commerce, shift digital plug, full path, Westlake trade pending, you get the point. The best part is that when these companies hire through CDGjobs.com, they are hiring the most informed candidates in the marketplace.
这就是我们的目标。尤其是在湾区，我们认为我们应该早早地引入这种全面采用。但是今天，在我们的商店中使用我们的Upstart平台，超过85%的所有交易在iPad上开始或完成。湾区的技术使用率非常高。本集节目由我自己的汽车经销商招聘网站CDGjobs.com赞助。我的行业招聘网站连接着汽车行业的最佳人才和最优秀的公司，对CDG的听众来说将始终是完全免费的，用于发布和填补公司空缺岗位。这个免费的招聘网站适用于汽车业的各个部门，包括供应商、经销商、贷款方、制造商、汽车技术等等。已经有超过100家公司发布了招聘岗位，包括莱思姆汽车、循环信用承认、维罗斯信用、车辆商务、shift数字、plug、full path、威斯特莱克贸易挂起，你懂的。最棒的一点是，当这些公司通过CDGjobs.com招聘时，他们正在雇佣市场上最了解情况的候选人。
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. It seems like you're just a culmination of lots of feedback from your customer and continue to kind of build on top of it. How are you systematized that? How are you actually getting feedback from your customers and creating a better car buying experience that suits the need of your specific customer? And I think this is very relevant to people all over the country because it doesn't matter if your customer is extremely tech savvy or after a lot of the, at the end of the day, they have some needs and you want to morph to those needs or give them what they want.
所以不要犹豫，您可以通过访问CDGjobs.com或点击下方节目笔记中的链接，今天就添加您的空缺职位。就是CDGjobs.com。看起来您只是汇总了许多来自您客户的反馈，并继续在此基础上建设。您是如何系统化这一过程的？您实际上是如何获得客户的反馈并创造一个更适合您特定客户需求的汽车购买体验的？我认为这对全国各地的人们都很重要，因为无论您的客户是非常精通科技还是最终，他们有一些需求，您想要适应这些需求或者满足他们的需求。
So how are you doing that? Well, I couldn't have said it better. I think again, I'm going to talk from Silicon Valley out here but you can take any of the anecdotes and you just make it fit to however it fits in your business, right? And I think that's really critical and that's how the car dealerships really operate. And so I think for us, we just do a lot of testing, get a lot of feedback, use a lot of listening tools. We take, you know, when you sell that many cars and service that many cars, there's going to be a heck of a lot of good experiences, but there's going to be a lot of experiences to learn from as well. And so we're a retail business. We do make mistakes. We're not perfect. Cars break, by the way. So there's not fun, you know, not enjoyable times for app consumers.
那你是怎么做到的呢？嗯，我无法说得更好了。我认为我要再次从硅谷这里谈起，但你可以拿任何一个轶事，然后适应到你的业务中去，对吧？这真的很关键，这也是汽车经销店的操作模式。所以对我们来说，我们要做很多测试，获取很多反馈，使用很多听取意见的工具。我们卖了那么多车，服务了那么多车，必定会有很多好的经验，但也会有很多需要从中吸取教训的经历。所以我们是零售业务，我们会犯错。我们不完美。汽车会出故障，顺便说一句，这对于应用消费者来说并不是一件好事，不是一件享受的时光。
And so we just do a lot of whether they're case studies, whether they're UX UI tests, so user studies, where we see what people click on, what they use. We take, you know, adoption rates. And then again, we also, you know, good or bad, we watch, you know, a lot of the leading and top performers. And so, you know, Tesla's a big market share here in the Bay area or the Rivians or any of even the startups. You know them all. We watch and we see what's working for them, what's not working for them, and, you know, how can we fit that into our own business model? And so we're just, you know, we live with the thought of we're always want to be getting better. And so we're not, we're never going to be stagnant. We always want to improve.
因此，我们会进行大量的案例研究，UX UI测试，用户研究，看看人们点击什么，使用什么。我们会关注使用率。并且，无论是好是坏，我们也会密切关注一些领先和顶尖表现的企业。比如说，在湾区特斯拉市场份额很大，或者Rivian或者其他创业公司。我们会观察并且了解他们的成功之处以及不成功之处，然后思考如何将这些因素融入到我们自己的商业模式中。因此，我们始终秉持着一种理念：我们总是想变得更好。我们永远不会停滞不前，我们始终渴望进步。
And we also don't know what we don't know. And so we're very open to learning, very open to change. And, you know, as always, you know, sometimes we try things that don't work. That's a part of life. So we built some tech that doesn't work and we scrap it. Or we, you know, we've had a new process and it sounds great. And we're like, yeah, that was not such a good idea. And so, fail fast and then, you know, pick up and move on. And so we're just, we're not set in our ways. And I think that that mentality throughout the entire organization really then helps build a better consumer experience because they know that we are always thinking of them.
我们也不知道我们不知道的东西。因此，我们非常乐意学习，非常乐意改变。而且，你知道的，有时候我们尝试了一些行不通的事情。这是生活的一部分。所以我们开发了一些不起作用的技术，我们会放弃它。或者，你知道的，我们尝试了新的流程，听起来很棒。然后我们就会意识到，嗯，这并不是个好主意。所以，快速失败，然后，你知道的，重新再开始并继续前进。因此，我们并不固守成规。我认为全组织范围内的这种心态真的有助于构建更好的消费者体验，因为消费者知道我们一直在为他们考虑。
And at least we are really trying, if that makes sense. When you, you know, any little restaurant or you go to, you know, pick anywhere and they make a mistake, but they care. And they're like, oh, hey, like, we'll fix it. And it wasn't like, that's all people really want, right? Like they know that this is real life. And so we just really have an attitude of, you know, being able to take care of our guests and each other every day.
至少我们真的在努力，如果这有意义的话。就像你去的任何小餐馆，或者你到任何地方，他们犯了错误，但是他们在乎。他们会说：哦，嘿，我们会解决的。这不就是人们真正想要的吗？就像他们知道这就是现实生活。所以我们真的有一种态度，就是每天都能照顾好我们的客人和彼此。
Man, you're quite a nigma. I want to, I'll tell you, let's talk some brass tacks here, right? You do all this fancy stuff. I mean, you're running a tech business. You just happen to sell cars. That's clear to me at this point. How does your profitability stack up with other dealers, right? Like give us a, your profit for vehicle. I mean, how does that rank?
哥们，你真是一个谜。我想告诉你，让我们谈谈实际问题，好吗？你做了这么多高端的东西。我是说，你在经营一家科技公司。你只是碰巧也卖车。这一点我已经很清楚了。你的盈利情况如何与其他经销商相比呢？比如说，给我们一个，每辆车的利润。我是说，这个利润如何排名？
Yeah, I think in the Bay Area, we're probably level. I think, you know, I think that there's again, many different ways. I think we talked about, you know, some of these costs that we have today in our business, we think about them more as investments. So a lot of they do show up as, you know, an expense. It's really an investment for us to have a better, brighter future for, you know, consumers and our team. It's also been, has been what has enabled us to grow to the size we are.
是的，我认为在旧金山湾区，我们可能是处于同一水平线上。我认为，你知道，我觉得有很多种方式。我们谈到了，你知道，我们今天在业务中面临的一些成本，我们更多地把它们看作是投资。因此，很多时候它们被视为一笔费用，但实际上对我们来说是为了拥有一个更好、更光明的未来，不仅是为了消费者和我们的团队。这也是使我们能够发展壮大到我们现在规模的关键。
So maybe there's some dealers that have had, you know, three stores and they now they have four and we've, you know, gone from three to 17. So maybe there's, you know, a higher, a higher total dollar there. But, you know, I would just tell you, you know, I have, you know, I get to shout out to, you know, my boss, who's the chairman, Shondo Graham, but like his, his mentality is really, you know, really cascaded through the organization. We are a for profit company. So we got to pay the bills and we got to pay our team and all that stuff. But this is not, we don't run this business like we need to squeeze every last dollar out of it.
也许有些经销商曾经只有三家店，现在多了一家，而我们从三家扩展到了十七家。也许在这里有更高的总收入。但是，我想告诉大家，要感谢我的老板，也就是主席Shondo Graham，他的理念真的贯穿整个组织。我们是一家盈利公司，所以我们必须支付账单和团队的薪水等等。但是我们并不像需要榨干每一分钱的方式来经营这家企业。
And we really, you know, are mindful of our team and growth and partnerships and, you know, not squeezing vendors and all of those things. And so, you know, could we probably make a little more if we wanted to go do some different stuff or not have a, you know, a team here that works at DDDG and all the fun stuff we're talking about. Yeah. But you know what, for us, life's too short. We want to have a lot of fun. We want to bring a lot of people along the way. And so I've been very blessed to, you know, be able to be part of this.
我们真的非常注意团队、成长和合作伙伴关系，你懂的，不会压榨供应商等等。所以，你知道，如果我们愿意去做一些不同的事情或者不需要有一个在DDD工作的团队，或者我们说过的所有有趣的事情，我们可能会赚更多。但是你知道吗，对于我们来说，生活太短暂了。我们想要玩得开心，我们想要带着许多人一起前行。所以我很幸运能够参与其中。
But I also have, you know, I have a lot of free rain to, to do a lot of this fun stuff. So that's what makes it really exciting. But I think that's what drives what you see here at DDDG every day. So, yeah, probably, you know, there, I'm sure there's way more profitable car dealers than us. Like that is, you know, and that's, that's okay too. And that's, you know, everyone gets to do it their own way. And that's kind of the beauty of the franchise system in the United States. So I do want to talk about AI, which has, you know, has been making waves in our industry.
但是我也有很多自由发挥的空间，可以做很多有趣的事情。这就是让我感到兴奋的地方。我认为这就是每天在DDDG看到的东西所驱动的。可能，有比我们更赚钱的汽车经销商。这也没关系，每个人都有自己的方式。这也是美国特许经营系统的优势。我想谈一谈人工智能，它正在我们的行业掀起风浪。
Lots of conversation about it. You mentioned that you're doing some stuff with Upstart on AI, Upstart as a partner of the podcast. Can you tell us a little bit about what are you doing there?
很多关于这个话题的讨论。你提到你正在与Upstart在AI领域合作一些项目，Upstart是这个播客的合作伙伴。你能和我们稍微介绍一下你在那方面在做些什么吗？
Yeah. So, you know, when we found the original platform from Upstart, it was actually a different company called Prodigy. It was a startup in, in like a garage room in San Francisco, we found it. So this is the one that we partnered with and then ended up doing some deals with. And so we helped build their digital retailing tool, which was the consumer facing part of how you would buy your car online. That company then got bought by Upstart, which is really a, AI powered lending solution, that they spent a lot of their career from the business in the personal lending side, some Google executives, a really, really neat executive team over there.
是的。所以你知道，当我们找到Upstart的原始平台时，实际上是一个叫做Prodigy的不同公司。它是一个初创公司，位于旧金山的一个车库里，我们发现了它。所以这就是我们合作的公司，然后最终进行了一些交易。所以我们帮助建立了他们的数字零售工具，这是消费者面向的部分，您可以通过在线方式购买汽车。该公司后来被Upstart收购，这实际上是一个由人工智能提供动力的借贷解决方案，他们在个人贷款领域花了很多时间，一些谷歌高管，真的是一个非常棒的执行团队。
And so they did a lot of personal lending using AI. And now they have brought that into the auto lending space. So today, if you're at DGDD and you're a liner in the store, we actually use their lending platform to offer using their lending platform to offer them, you know, a loan from one of, you know, 100, 200 banks across the nation all real time using, you know, very sophisticated, you know, AI technology, which is verifications of identity, residence, income, and get them the absolute best rate from a bank that they may or may not ever have heard of before, because at least in our belief, while we do a lot of business with our captives, which is where the manufacturers, that's the banks they use, we do tons of relationship with that. But you need a secondary tier for financing.
因此，他们利用人工智能进行了大量的个人借贷。现在他们将这种技术应用到了汽车贷款领域。所以今天，如果你在DGDD，并且是商店的一名顾客，我们实际上使用他们的借贷平台为他们提供贷款，通过该平台我们可以为他们从全国100家、200家银行中获取实时的贷款利率，采用了非常先进的人工智能技术，验证身份、住址、收入，并从他们可能从未听说过的银行中为他们提供最优惠的利率。因为至少在我们的看法中，虽然我们与厂商合作很多，这些厂商是他们选择的银行，我们与之建立了大量的关系。但是为了融资，你还需要一个次级层面。
They are our number one secondary tier lender because consumers just love the process, which is really neat that we can say, hey, here's the iPad, here's the lowest rate available to you and the customers absolutely love it. They don't necessarily care as much that it's a main bank, right? Like if you can save some money, like let's save some money, you know, they'll fund your car loan.
他们是我们排名第一的次级贷款人，因为消费者非常喜欢这个流程，我们可以说，嘿，这里是 iPad，这里是给你最低利率，顾客绝对喜欢。他们并不一定在意它是否是主要银行，对吧？如果你能省点钱，就让我们省点钱，你知道的，他们会为你的汽车贷款提供资金。
So let's do it, right? Which is really, really neat. And so they're, they align a lot with us because they are a tech company, by the way, they're a large market cap out and they're a public company. And so it's really cool that with our tech mindset and then working with a tech company, we get to move stuff pretty quickly between the two. Talk to me about talking about AI. I mean, you did mention AI lending, but I'm curious to hear your take on the state, first, like the state of AI and automotive today. Secondly, actually, let's just start there because I have a bunch of follow-up questions to that. Yeah, I think it's really, really fragmented. I think it's like everyone wants to throw around that word and then they don't even really know what it is, but it's like a tagline for a product or a service right now.
那我们就开始吧，对吧？这真的很棒。他们和我们很契合，因为他们是一家科技公司，而且他们是一家市值很高的上市公司。所以我们和他们合作，有了科技思维，我们之间的东西可以快速地来回移动，这真的很酷。
谈谈人工智能的话题吧。虽然你提到了AI贷款，但我很想听听你对当今汽车领域的人工智能状况的看法。首先，实际上，我们可以从那里开始，因为我有很多后续问题要问。是的，我觉得这真的非常零散。每个人都想随随便便地提起这个词，但他们甚至不知道它是什么，但它现在就像一个产品或服务的宣传口号。
And again, so what is it in your mind? What is it in your mind? I think that they're trying to take modern items that are essentially like doing human work and being able to like create efficiencies into these car dealerships. Yet most of the car dealerships don't have the tools or resources to utilize it in a proper way. So, you know, CRMs aren't fully designed to be able to write things, even AI chat or, you know, predictive analytics for business behavioral tools. Like they don't have systems that are going to actually take that data and then deliver it in a usable format, which by the way, it will get there. But it's not like the engines that these car dealerships operate on today.
在你的脑海里，这到底是什么？在你的脑海里，这到底是什么？我认为他们试图利用现代物品来完成人类工作，并提高汽车经销商的效率。然而，大多数汽车经销商没有工具或资源以正确的方式利用它。所以，你知道，客户关系管理系统并没有完全设计好，无法写东西，甚至是人工智能聊天或商业行为预测分析工具。就像他们没有实际拿到数据并以可用格式传递的系统，顺便说一句，他们会到达那里。但这并不像今天汽车经销商操作的引擎。
They're still very, very legacy and not tech forward. So what we're trying to do is take like 1990s to 2000s tech and then bring in like 20, 20, 30, 24 and trying to like do let them do some of it together. Yet there's 40 different companies that are down here. And so again, I've seen a lot in our modern stuff, like our sales force stuff. We can use it at certain times. I just think it has a long way to go for scalable platforming in the auto industry for the future within within no doubt.
他们仍然非常传统，不走在科技前沿。因此，我们试图将上世纪90年代到2000年代的技术引入，然后结合2020年、2030年、2040年的技术，让它们共同发挥作用。然而，这里有40家不同的公司。因此，再次我在我们的现代工具上看到了很多，比如我们的销售力量。我们可以在某些时候使用它。我只是认为，在未来的汽车行业中，为了可持续发展，它还有很长的路要走，毫无疑问。
It will happen. It's just a matter of time in my opinion. When you say it will happen, right? Like what's going to happen? Is it going to replace people or is it going to make them more efficient or go? I think that I still believe this is a very human business. But I think if you like, let's just take very small examples, let's say in two examples. Let's talk about in sales.
这将会发生。我认为只是时间问题。当你说这将会发生，是吗？像什么会发生呢？它会取代人类还是让他们更高效？我认为这依然是一个很人性化的行业。但我认为如果你愿意，我们可以拿两个小例子来说。比如在销售方面。
Well, if a product specialist can go from selling 12 to 18 cars, like that's better for all of us. They make more money. They have more opportunity for growth. Maybe it becomes more all appointment driven. It does more efficient follow up. So there's less waste. There's just all of those different things that I think are better for the consumer experience and the team member experience. Maybe on the tech side, like maybe instead of them, like handwriting all notes about cars, it like reads what all the work is done and it creates them from typing, you know, 47 different lines on every repair order.
如果产品专家的销售量可以从12辆增加到18辆，对我们所有人都是更好的。他们可以赚更多钱，有更多成长的机会。也许销售会更多地以预约为驱动，跟进更高效。这样就减少了浪费。我认为这些都对消费者和团队成员的体验更好。也许在技术方面，比如不需要他们手写有关车辆的所有注释，而是让系统读取所有工作并自动生成文字，避免在每个维修单上打上47行不同的内容。
And so I think that there's those types of efficiencies. There is for sure on the marketing front going to be like, you know, just think about have every normal company markets to you. That's where there's, you know, a lot of efficiencies in marketplaces and all of those. And I think those are the easier ones because they have the largest change of spend and those other companies are very, you know, they're just, they can move at a different pace than trying to get 17,000 franchise car dealers to do the same thing.
因此，我认为有那种效率。在营销方面肯定会有，你知道，只要想想每个普通公司是如何向你营销的。在市场上有很多效率，我认为那些是比较容易的，因为它们有最大的支出变化，并且那些其他公司是非常，你知道，它们可以以不同的速度运转，而不是试图让17,000家特许汽车经销商做同样的事情。
And that's, that's kind of one of the challenges in the industry, right? If you're a public group, you want to do it a certain way or if you're DTT, you do it a certain way or if you have one store, which, you know, there's 9,000 dealers that have one store, then they do, they all do it completely different. And so to get continuity in this, in this automotive industry, we still have a long way to go to work together. And it's what we believe should happen. Mm hmm.
这也是行业中的一个挑战，对吧？如果你是一个公开集团，你想以某种方式做事，如果你是DTT，你以另一种方式做事，如果你只有一个店铺，你知道，有9000家只有一个店铺的经销商，那么他们，他们都以完全不同的方式做事。所以要在汽车行业实现连续性，我们还有很长的路要走来共同努力。这就是我们认为应该发生的事情。嗯。
What parts of our business do you think are going to change the mode? I mean, you mentioned marketing, which is, you know, a certain segment, but any other specific parts that you think will be like really severely impacted. Um, positively, of course, but, you know, impacted by just better technology, more efficiency, anything specific come to mind. Yeah, I think these marketplaces are really going to change.
你认为我们企业的哪些部分会改变模式？我是说，你提到了营销，那是某个特定的领域，但你认为还有哪些具体的部分会受到严重影响呢？嗯，当然是积极的影响，但你有没有想到会受到更好技术、更高效率的影响？是的，我认为这些市场将会发生真正的变化。
So think of like companies like cars, commerce, or, you know, even auto trader, true car. I think that there's just so many shoppers online, right? They have tens of millions of uniques and they can really continue to focus on that consumer experience of finding the right car and then being able to transact on that car in a more meaningful way. And I think that is really going to create efficiency in the system for the dealers, the marketplaces and the consumer, almost like a three sided marketplace, um, which, you know, we really believe in.
所以想想像汽车公司、商业公司，或者甚至像汽车交易商、真实汽车这样的公司。我认为在线购物的消费者实在太多了，他们有几千万的独立访客，他们真的可以继续专注于消费者体验，找到合适的汽车，然后以更有意义的方式进行交易。我认为这将为经销商、市场和消费者创造效率，就像一个三方市场，我们真的坚信这一点。
And I think that that's going to allow them to compete with, you know, companies more like the Tesla or more like some of the startups. So, you know, Caravan has done a really good job, um, on use. And you've seen that they've just, you know, they've proven a lot of these models, um, you know, full disclosure, their friends of mine. So, um, but I just think like what they've proven is consumers like these experiences.
我认为这将使他们能够与特斯拉之类的公司或者一些初创公司竞争。所以，Caravan在使用方面做得非常出色。你会发现他们已经证明了许多这些模式，说实话，他们是我的朋友。但我认为他们证明了消费者喜欢这些体验。
And then, you know, at the end of the day, the dealers have a lot, you know, mostly all the new cars and a big chunk of the used cars. And I think that there's room for everyone. I really do. Like, you know, some people that's probably not a, you know, a, a popular thing to say. They're like, you know, Carmana or whatever. But like, I think that, you know, they can still continue to grow, but the dealers still have massive opportunity to sell more cars through the private party system on use and all these different things that at least in my lifetime, like we're going to have awesome opportunity. That's for sure.
然后，你知道的，在一天结束的时候，经销商拥有很多，你知道的，大部分是新车和很大一部分二手车。我认为每个人都有机会。真的。有些人可能会觉得这不是一个受欢迎的观点。他们可能会说Carmana或其他什么的。但我觉得，他们仍然可以继续成长，但经销商仍然有巨大的机会通过二手车私人交易系统销售更多车辆，至少在我的有生之年，我们将会有很多机会。这是肯定的。
Where do you think a company like Carvana fits in the marketplace over the, you know, the upcoming future here? I mean, you know, a couple of years back, it was all deraged, you know, throughout COVID and, you know, now things have subsided, you know, Carvanas still, they're still growing, but where do you think they fit in the marketplace? Yeah. I just think they, you know, they determine how they want to have what they want to have, you know, an economic growth or they want to have volume growt.
你认为像Carvana这样的公司在未来的市场中定位在哪里？我的意思是，你知道的，几年前，一切都很混乱，你知道，在整个COVID期间，现在事情已经平息，你知道，Carvana仍然在增长，但你认为他们在市场中的定位是什么？是的，我只是认为他们需要确定他们想要经济增长还是销量增长。
You know, where does that business position from, you know, the future of, of scale of markets? Um, I mean, that team, uh, I'm not sure if you ever had them on your, on your set. Yeah. But I mean, you know, Ernie Garcia, I mean, he's a, he is a extremely, extremely built, brilliant man plus that leadership team that's there. So, you know, I do believe that they're going to be able to figure out a lot of things. Um, and they have, you know, very similar to what we're talking about.
你知道，那个商业定位来自哪里，你知道，市场规模的未来？嗯，我的意思是，那个团队，呃，我不确定你是否曾经在你的环境中见过他们。是的。但我是说，你知道，厄尼·加西亚，我的意思是，他是一个非常非常杰出、聪明的人，再加上那个领导团队。所以，我相信他们将能够解决很多事情。嗯，他们有，你知道，与我们所讨论的非常相似的东西。
I think if we just said like, how do you boil it down and why do you say that? Well, I think they're focused on the same thing we are, that consumer experience. Like how can you make it more modern? How can you make it better? Car buying doesn't have to be, you know, difficult. It should be really fun. And, you know, so I think from our Holy Grail, we're all focused on that same area.
我认为如果我们只是问一下，你将其归纳为什么这样说呢？我认为他们关注的是和我们一样的事情，就是消费者体验。比如如何让它更现代化？如何让它更好？购车不必是困难的，应该是非常有趣的。所以，我觉得从我们的圣杯来看，我们都专注在同一个领域。
And so that's why it's always cool to see what they do now, you know, I would do. We want to, you know, grow in some more cars and all that stuff. Yeah. Uh, you know, absolutely. So, um, you know, I guess that's to be seen on Carvana. That's the, the crystal ball. Maybe I don't have. You know, so when you're, why are you speaking, and I was still on your website, I saw that dealer inspired at the bottom of your website, put your website. I was curious. I was trying to understand why you decided to work with a third party for your website, given the fact that it's such a critical component. It's your, it's your storefront. Right. It's like, it's so important. It's where everyone lands. And so why did you go with a third party? In this case, dealer inspired who is again, phenomenal websites. And I'm a part and they actually did my website as well. Uh, so go ahead. Why did you decide to do that?
所以这就是为什么总是很酷去看看他们现在在做什么，你知道，我会做的。我们想要，你知道，增加更多车辆和所有这些东西。是的。嗯，你知道，绝对的。所以，嗯，你知道，我想这要看在Carvana上。那就是水晶球。也许我没有。你知道，所以当你在说话的时候，我还在你的网站上，我看到你的网站底部有“经销商启发”，放在你的网站上。我很好奇。我试图理解为什么你决定和第三方合作，为你的网站，考虑到这是如此关键的组成部分。这是你的，这是你的门面。对。这是如此重要。这是每个人落脚的地方。那么你为什么选择第三方呢？在这种情况下，再次，dealer inspired是出色的网站。我也是其中一部分，他们实际上也做了我的网站。那么，请继续。你为什么决定这样做？
I think I'm going to go back to just the very beginning, which is, uh, what we focus on when we choose, when we're, when we're talking about partnering with tech, uh, they have been an unbelievable partner. And so we've known Alex veteran, the team over there at cars, commerce for a long time, uh, pretty much my entire car business career. Uh, you know, everyone, I don't, you know, I think maybe they want to talk to me. You probably, do you have stock in all these companies? Are you what's going on? Carvana. Then I'm going to say to you as my new negotiator, this is what I'm going to do. It's going to be perfect. I'm telling you, everyone that's on the podcast, they seem to be like, you know, affiliated over here. What's going on? Well, I think I think it's about me. We'll see. But, um, no, so anyway, so, so, so we have done a lot of like technology usage and stuff with cars, commerce. And then when dealer inspired, which was a startup in neighbor bill, uh, with Joe Chura and the team over there, um, we connected and they have done so much. We do a ton of custom dev work on that website. You see, so they allow us to do all those things. It's very, very dynamic. It's not like the car dealer website.
我觉得我要回到最开始，那就是，当我们选择合作伙伴时，我们关注的是什么，他们是一个令人难以置信的合作伙伴。所以我们很长一段时间以来都认识Alex和他们车辆商务的团队，几乎是我整个汽车业务生涯的时间。你知道吗，大家可能都想和我谈谈。你可能会问，你是不是持有所有这些公司的股票？发生了什么？Carvana。那么作为我的新谈判代表，我会告诉你我的计划。我告诉你，每一个参加这个播客的人，他们似乎都与这里有关。发生了什么？嗯，我觉得这可能是关于我，我们会看到的。但是，总之，我们和车辆商务做了很多技术方面的合作。当时dealer inspired是一家在邻近建立的初创公司，Joe Chura和那边的团队，我们建立了联系，他们做了很多工作。我们在那个网站上做了很多定制开发工作。你可以看到，他们让我们能够做所有这些事情。这个网站非常动态，不像汽车经销商的网站。
And then they allow us to push us, but this is a perfect example. We don't need to go build website platforms. They have one that's perfect. We just want to customize it to make sure it's like crazy modern. And thank you for saying unbelievable things about the website. But by the way, like we're already on like wait till you see the new version, like that thing's about to get scrapped and it's already great. Um, we're going to do some really, really cool stuff in the future with them. And they want to push the boundaries as much as anyone else. And so that is like for us as, you know, being tech guys or being, you know, modernization on a mode of guys, finding awesome partners, like, like, all of them over there to like try stuff and break stuff and push them out of their comfort zone. That's why that names on that website because like we're proud. Like that is like amazing. And so it's really, um, it's really, really cool. I love it. You know, you, I was thinking as you were speaking about, um, earlier, you were mentioning the fact that your consumers are, you know, all work for these tech companies. And you might already be doing this, right? Uh, but as a marketing campaign, like imagine just sending emails to people that like, like whoever has the biggest spike in the stock, it's like, oh, this stock is up a hundred percent in the last three months automatic. Let's send an email. Hey, you're rich now. Like I'm buying art, like not actually like using that language, but it's like tracking the stock performance of tech companies in your region and targeting them with, you know, language that resonates. It's like, Hey, we know you have money now. Come by a car. So anyways, just put it on the marketing team. This is perfect. I mean, this is exactly. I'm trying to bring some value. Yeah. I love it. Um, all right.
然后他们允许我们推动自己，但这是一个完美的例子。我们不需要去建设网站平台。他们已经有一个完美的。我们只是想定制它，确保它像疯狂现代化一样。谢谢你对网站说了令人难以置信的话。但顺便说一句，我们已经在等待看到新版本，就像那个东西即将被废弃一样，它已经很棒了。我们未来将与他们一起做一些非常酷的事情。他们想要像任何其他人一样挑战极限。所以对于我们来说，作为技术人员或现代化倾向的人来说，找到一些了不起的合作伙伴，就像他们中的所有人一样，来尝试各种东西，打破一些东西，推动他们走出舒适区，这就是为什么那个名字在那个网站上，因为我们为此感到自豪。那简直是不可思议的。这真的太酷了。我喜欢它。你，当你说到你的消费者都在这些科技公司工作时，我在想，你可能已经在做这个了，对吗？但作为一项市场营销活动，想象一下只给那些股票出现最大涨幅的人发送电子邮件，比如，哦，这支股票在过去三个月涨了一百个百分点，立即发送一封电子邮件。嘿，你现在富了。像我在买艺术品，不要实际使用那种语言，但是跟踪您地区科技公司的股票表现，并用与之相关的语言瞄准他们。就像，嘿，我们知道你现在有钱了。来买一辆车吧。无论如何，这只是一个市场营销团队的建议。这太完美了。我是想为您带来一些价值。是的，我很喜欢。好的。
So before we wrap up, I want to know, um, talking more about the market side. Um, what are you seeing in your market in your market today? Right. I have to imagine that you have a lot of EV buyers in your market. Uh, EVs have been the prices have gone slashed over the past year. Lots of people, you know, underwater. So give us a little lay of the land of what you're seeing in the market. You know, by the way, we're super pro EV. We think it's going to be, you know, it's going to be a really important dealer in the Bay Area over the coming years. Um, but we're in a very weird gap of time. And that's really how we deal with it. We deal with it kind of in the, you know, we'll call it control what we can control. Um, EVs have been hot. Um, now EVs are, you know, there's a lot of negative press out there for, um, charging across the country and hybrids are now really hot. And so it's really like Evan flows. Um, Tesla plays a major part.
在我们结束之前，我想了解一下，在市场方面更多地讨论。你在你的市场中看到了什么？我想象你的市场中有很多电动汽车的买家。过去一年里，电动汽车的价格大幅下跌。许多人都受到影响。所以，请给我们介绍一下市场的情况。顺便说一句，我们非常支持电动汽车。我们认为电动汽车在未来几年将成为旧金山湾区一个非常重要的经销商。但是我们正处在一个非常奇特的时间段。这真的是我们如何处理它的方式。我们会控制我们能控制的事情。电动汽车一度非常火热。现在电动汽车受到了很多负面报道，全国范围内的充电设施，现在混合动力车非常火爆。所以整体市场正处于起伏不定的状态。特斯拉扮演着重要角色。
Um, they have a massive, massive market share here larger here than anywhere else in the country. um, you know, 30% of your high twenties of every single car sold as a Tesla, um, which is unlike anywhere else in the country, um, the entire area is 40% EV or plug in hybrid, um, in a market share. So, you know, think about those compared to seven, eight percent in the entire nation. This is where it all happens. Um, but with that being said, um, there's a pretty strong price point situation going on where some of our manufacturers qualify for federal remades. Some of the manufacturers are incentivizing their cars, but the average EV is still 40 to 50 to $60,000 in a lot of our brands where a model three and a model Y is 30 to $35,000, right? And so you have these large gaps in pricing still, which is, you know, again, Elon, uh, they've done an amazing job building that brand. Um, there's just a, there's just a price discrepancy on where they're at today. Um, and by the way, that's going to get solved. There's going to the OEMs are going to build cheaper cars. They're going to figure out, you know, where the, where the world's going.
嗯，在这里，他们拥有比全国任何其他地方都要大得多的市场份额。您知道，您高二十多岁的30%的每辆汽车都是特斯拉，这与全国任何其他地方都不同，整个地区有40%的电动车或插电混合动力车在市场份额中。所以，您知道，与全国仅7到8%相比，这就是一切发生的地方。但是，话虽如此，我们这里正在发生价格点问题，一些制造商符合联邦减免政策。一些制造商正在激励消费者购买他们的车辆，但是平均电动汽车的价格仍然在40到50到60,000美元之间，其中一些品牌的特斯拉三型和Y型的价格是30到35,000美元，对吧？因此，在价格上仍然存在着较大的差距，这就是，再次说一下，埃隆，他们在建立品牌方面做得非常成功。但是，现在他们的价格存在差距，顺便说一句，这会得到解决。汽车制造商将会生产更便宜的汽车，他们将会找出世界的前进方向。
They're going to get the tax credits with the batteries. Who knows what change of office does, all that stuff. So today, um, we're still selling a lot of EVs. Uh, margins not great. Uh, on those EVs today is, uh, in the, what do you mean by that? Like, you know, what do you mean by margins? Like, right? What happens is, you know, it, when we have a, you know, a high supply of cars, um, then, you know, you have two options, the, uh, manufacturers, they incentivize the cars from themselves or the dealers have to drop prices. And that's, um, there's, um, in cars, there's, you know, I think everyone like the, the, the, I don't know what the, the world thinks, but it's like that every time we sell a car, we make, you know, so much money on every car.
他们将通过电池获得税收抵免。谁知道办公室的变化会带来什么样的影响，所有这些都很复杂。所以今天，嗯，我们仍在大量销售电动汽车。电动汽车的利润不是很高。你是什么意思？你所说的利润是什么意思？当我们汽车的供应量很高时，你有两个选择，制造商自己对汽车进行激励，或者经销商不得不降价。在汽车行业中，我认为每次销售一辆车，我们都会赚很多钱。
That's not how these car dealerships work, especially here in the Bay area. Um, we need every department to work. We need sales, service, uh, parks. We need all to work to have a successful business. We don't, we don't make $10,000 a car around here. Um, so I think, you know, and it just really, it goes into the margin strategy that's there and especially, um, car dealers, um, have to hold cars and we pay interest on those cars that we're holding. And, uh, you know, you know, interest rates are not, uh, not in an all time below today. So, um, we really try to move the inventory efficiently, but all in all, positive EV OEMs are definitely coming.
这些汽车经销商的工作方式并非如此，尤其是在湾区。嗯，我们需要每个部门通力合作。我们需要销售、维修、停车场。所有部门都需要共同努力才能让业务蓬勃发展。我们这里没有每辆车赚取1万美元。因此我认为，这实际上反映出利润战略，并且汽车经销商必须保留汽车，并且我们需要支付持有汽车的利息。您知道，利率如今并非创历史新低。因此，我们真的在尽力高效地销售库存，但总体而言，EV原始设备制造商肯定会取得成功。
So many new models out so much better range. We have an infrastructure here in the Bay area that can support EVs, which is great and carpool. Um, but, uh, we're in a gap of time where, uh, you know, it's all, depending on what the news says on how the consumer feels today. Mm hmm. That's true. What do you do in the service side? Right. Like I have to imagine you do something different there as well or more innovative modern. What do you do there? Yeah, I think for us, um, you know, it was just probably use of technology, iPads and every drive online payment systems, um, you know, videos, um, you know, text messages with photos, just more of like, we try to focus on not taking the tech too crazy there because it's like, it's already kind of a stressful piece of like, you're getting your car, there's a bill, like we try to just make the communication simple and easy and not like what you're used to over, you know, life cycles of cars.
目前推出了很多新款车型，续航性能也大大提升。在旧金山湾区，我们有支持电动汽车的基础设施，这非常好，并且可以共乘。但是，在这段时间间隙中，要看新闻报道和消费者当前的感受。是的，没错。在售后服务方面你们做什么？我想你们在那方面也有所不同或更具创新性和现代性。你们在那方面做些什么呢？是的，我认为对我们来说，可能是对技术的利用，在每次维修时使用iPad, 在线支付系统，视频，带有照片的短信等，我们尝试着不过度使用科技，因为这已经是一个有压力的环节，你拿到车，有一笔账单，我们试图让沟通变得简单和容易，而不是你在汽车使用周期中习以为常的那种模式。
And that's really, that's been the majority of our focus, um, to create streamline. Again, we sell 25, 30,000 cars. We service a couple hundred thousand cars. So simple processes that are just better and more efficient are better trying to do like. Evolution at least in our stage today. So before we wrap up, I mean, anything that when you think about just where the car business is headed, right, anything specific that excites you, how do you just think about these next couple of years? Yeah, I think for a, you know, a non car guy who's a car guy, um, like, I think the cars are just cooler, like they connect to everything in your life. They, you know, they have like bigger screens. They're like easier to drive. They're like, I mean, cars are cool. I mean, which is great because, you know, you go back and look at cars 10 years or you're like, that's not cool at all. Right. Um, and so I think that that's really exciting. I think there's, um, significant strategies ahead on the consumer. Buying experience and servicing experience through technology, which I think is going to make people love the car experience even more.
这真的是我们主要关注的大部分内容，就是创建高效流程。再说一遍，我们每年销售25,000到30,000辆汽车。我们为几十万辆汽车提供维修服务。因此，简单而更高效的流程，尽可能更好地尝试类似的进化，至少在我们目前的阶段是这样。那么，在我们结束之前，当你思考汽车行业的未来时，有没有什么特别激动人心的事情，你是如何看待接下来的几年的？是的，我认为对于一个不是汽车迷但却是汽车迷的人来说，汽车变得更酷了，它们和你生活中的一切连接起来。它们拥有更大的屏幕，更容易驾驶。我是说，汽车很酷。这很棒，因为你回头看10年前的汽车，你会觉得那真的一点都不酷，对吧。所以我觉得这真的很激动人心。我认为在未来，通过技术在消费者购买体验和维修体验方面存在重要的策略，这会让人们更加热爱汽车体验。
So like finding out what their car is worth every day or getting notifications that are really valuable to them on a one to one basis. Um, so I think there's a lot of new stuff that's coming along, um, because the world is changing so fast that I believe the industry has changed faster in the last five years than it did the last five years in the last five years. And I think those gaps just keep getting shorter of evolution. And so for me, and Silicon Valley and with our team and with everyone here, like why not? Like how cool is it that I get to wake up every day and like push the needle and try new stuff? Like that's what's probably most exciting for us, um, that we can, you know, have not the same old, same old. That makes sense.
所以就像每天了解他们的车值多少钱，或者收到对他们来说非常有价值的通知，一对一的。嗯，我认为有很多新的东西即将出现，因为世界变化如此之快，我相信这个行业在过去五年内的变化速度比过去五年内的速度快。而且我认为这些差距只会越来越短，进化得越快。对于我来说，在硅谷和我们的团队以及这里的每个人，为什么不呢？每天早上起来，推动改变，尝试新事物有多酷呢？这可能是对我们来说最令人兴奋的事情，我们可以尝试新鲜事物，而不是老一套。明白吧。
Jeremy Beaver, great having you in the pod. Dude. This was awesome. Awesome. Well, excited to spend more time together and, uh, been watching you from a far. So great to finally chat with you and, uh, keep up the amazing work and gosh, all the, all the people following you every day. It's amazing the brand you've built. yeah. I appreciate that. Thanks for coming on. Really enjoyed it.
杰瑞米·比弗，很高兴能在节目中和你交流。伙计。这太棒了。太棒了。很高兴能有更多时间在一起，嗯，我一直在远处关注着你。终于有机会和你聊天感觉太棒了，嗯，继续做出惊人的工作，天啊，每天都有这么多人关注你，你建立的品牌太棒了。是的，我很感激。谢谢你的参与。真的很享受。
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.
好的，希望你喜欢这一集。请给这个播客评分。考虑订阅节目并查看节目注释中我们谈论的链接。感谢收听。下次再见。