Exposing The Future of EVs in America | Car Dealership Guy Podcast

That's 2 million EV owners that are only buying EVs moving forward. So if you're not selling an EV, they're out the door. There's a massive shift happening in electric vehicles from what car brands are making and what consumers are buying. But a new narrative is defying everything we know about the car market and presenting the car industry with a huge opportunity.

这意味着有200万电动车主今后只购买电动车。所以，如果你不卖电动车，他们就不会考虑你的品牌。目前，电动车市场正在发生巨大的转变，无论是汽车品牌的制造方式，还是消费者的购买习惯。但一个新的趋势正在颠覆我们对汽车市场的所有认知，同时给汽车行业带来了巨大的机遇。

Today I'm speaking with David Thomas, director of content marketing at CDK Global, an automotive data and technology company serving thousands of dealers nationwide. Don't forget to click subscribe so you never miss an episode.

今天，我采访了David Thomas，他是CDK Global内容营销总监。这家公司是一家汽车数据和技术公司，为全国数千家经销商提供服务。别忘了点击订阅，这样你就不会错过任何一期节目。

Before we get into the show, this episode is brought to you by the 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.

在开始节目之前，向大家介绍一下AutoHauler Exchange，它是本期节目的赞助商。AutoHauler Exchange正在改变车辆运输方和承运商的连接与合作方式。如果你需要运送车辆，现在可以直接与全国范围内的承运商合作；如果你运输车辆，也不再需要通过中介平台寻找合适的工作了。通过消除中间人，AutoHauler Exchange上的所有运输任务都直接来自车辆所有者，承运商可以获得直接定价的真正运输机会。AutoHauler Exchange帮助发货方和承运商轻松、清晰地展开合作，增加透明度并建立更好的伙伴关系。通过加入AutoHauler Exchange，告别传统运输带来的麻烦。了解更多信息，请访问autohaulerexchange.com或点击下方节目说明中的链接。

This episode is also brought to you by Private Auto, the first transactional marketplace that enables a safe and secure way to buy and sell vehicles privately. Private Auto provides a self-service platform that removes the middleman and uses proprietary banking technology. This allows buyers and sellers to safely complete a private party sale on their own at any time. They've thought of it all, identity verification to avoid scams, and e-bill of sale to simplify the paperwork, instant transfer of money between buyers and sellers, and so much more. Learn more at privateauto.com and use code CDG to list your car for free.

本期节目还由Private Auto赞助。Private Auto是第一个让你可以安全、放心地私下买卖车辆的交易市场。它提供了一个自助平台，省去了中介的麻烦，并使用独特的银行技术。这让买家和卖家可以在任何时间安全地完成私人交易。他们考虑得非常周全，包括身份验证以避免诈骗、电子出售协议简化文书工作、买卖双方即时转账等等。想了解更多信息，请访问privateauto.com，并使用代码CDG免费发布你的车辆信息。

Lastly, I'd like to thank CDK Global for coming on as a guest and also sponsoring this episode. David Thomas on the CDG podcast, David, welcome. Thank you, Yoshi. Great to be here.

最后，我要感谢CDK Global作为嘉宾参与并赞助了这一期节目。欢迎大卫·托马斯做客CDG播客。大卫，欢迎你。谢谢你，Yoshi。很高兴能来到这里。

Great to have you on, David. It's funny because I was looking through some of your background, and I knew you were in the content game, but I did not know that you predate me by so much into the content game. And you've done some great things. I saw you were the founding editor of Auto Blog, which I did not know. So I would love to know a little bit about your background before we dive into lots of EV talk. And you're one of the people that has been very close to this topic. You've put out some great content, white papers with the CDK team. So I'm excited to drill into that. But like I said, yeah, can you give us a little bit about your background?

很高兴邀请到你，David。很有趣的是，我在查阅你的背景时发现，虽然我知道你一直在内容领域工作，但我没想到你比我早这么多进入这一行。而且你取得了不少成就。我看到你是Auto Blog的创始编辑，这点我之前并不知道。所以在我们深入讨论很多关于电动汽车的话题之前，我很想了解一些你的背景信息。你是这个话题的深度参与者之一，你和CDK团队一起发表了很多出色的内容和白皮书。我很期待深入探讨这些内容。但正如我刚刚说的，你能先给我们介绍一下你的背景吗？

Yeah, I started in the auto industry about 20 years ago. I had been a reporter and journalist covering entertainment, actually, and was looking for something to branch out into. And I had a love of cars, and I was approached by a company to launch a new site, and a new type of site blogging wasn't a thing really in 2004. And so that became Auto Blog. And the first six months of that site, we basically became the most popular automotive news site in the world in a pretty short order. We were more popular than car and driver, auto week, the players at the time. So yeah, so that was a really exciting time. And then I went on to cars.com. I spent a decade there as a managing editor.

是的，我大约在20年前开始进入汽车行业。那时我是一名报道娱乐新闻的记者，正在寻找新的发展方向。我非常喜欢汽车，一家公司找到我，邀请我创办一个新的网站。当时在2004年，博客还不怎么流行。于是这个网站就成了Auto Blog。在网站上线的前六个月内，我们迅速成为世界上最受欢迎的汽车新闻网站，当时我们比《Car and Driver》和《Auto Week》这些大型媒体还要受欢迎。所以，那段时间非常令人兴奋。后来，我加入了Cars.com，担任了十年的总编辑。

And that's where we did a lot of the early work on EVs, actually. And then I went to the agency side of life after cars. And I worked on the OEM side. I worked with Nissan and Harley-Davidson. And most of that work, even though it was content, was on electric vehicles. And now I'm here at CDK, helping the content side of things here. And like you said, developing some terrific white papers that help inform dealers. Yeah, we're big fans. You know, we really ingested that a lot. And we like to share it. It's just really great insights. But I think you said something interesting that it kind of surprised me. But you said you were writing about EVs 20 years ago. You know, my brain just kind of disconnected what you said that. What was the situation back then? Was that even a thing to write about back then or topic to discuss?

实际上，那就是我们在电动汽车领域做大量早期工作的地方。之后，我离开了汽车行业，转向了代理机构。我在原始设备制造商（OEM）领域工作，与日产和哈雷戴维森合作。尽管大部分工作都是内容创作，但主要集中在电动汽车上。现在，我在CDK工作，负责这里的内容方面。例如，你提到，我们正在开发一些非常出色的白皮书，帮助经销商获取信息。是的，我们非常喜欢这些白皮书，经常深入研究，并且喜欢分享它们。里面的见解非常棒。不过你刚才说了一件让我惊讶的事：你说你在20年前就已经在写关于电动汽车的内容了。我当时脑子有点短路。那时候的情况是怎样的？那时真的有这样的写作题材或讨论话题吗？

Yeah, so I mean, it is kind of funny that people kind of forget history. A lot of the folks in our industry, in the auto retail industry, have only been around at a short amount of time. And even if you've been around a decade, it's kind of a short amount of time when you talk about the longevity of this industry and seeing failures and successes and things like that. So yeah, to your point, some people don't remember the great recession.

是啊，我的意思是，人们常常遗忘历史，这有点好笑。我们汽车零售行业的很多人，其实从业时间都不长。即使你从业有十年，在这个行业的长远历史中，也算是比较短的时间了，还没见过太多的成败。所以，是的，按照你的说法，有些人完全不记得大衰退了。

But in 2008, gas, there was a recession. Gas prices went to $4 a gallon. And when that happened, it's hard to understate or overstate or whatever you want to say, how huge that was. With inflation, just think that's about six bucks a gallon now. So a few automakers said, well, we better find another way of propelling a vehicle that doesn't use gas. Nissan was well ahead of everyone else and developed the Nissan LEAF. And that was because their CEO at the times, like he just said, we're going to do it. There was no, you know, it kind of went for it.

但是在2008年，油价飙升到每加仑4美元，当时正值经济衰退。那时候，油价高涨的影响非常巨大，难以低估或高估它的重要性。经通货膨胀调整，现在相当于每加仑约6美元。因此，一些汽车制造商开始寻找不使用汽油的替代动力方式。日产（Nissan）领先于其他公司，开发了日产聆风（Nissan LEAF）。这都是因为当时的日产首席执行官坚定地表示：“我们要做这件事。”于是，他们就义无反顾地开展了这项工作。

And then GM developed the Volt, which was actually an excellent car. And that was plug-in, right? So both those things just didn't exist. And now we know that technology pretty well today. So yeah, when I was at cars.com, we bought one of each. This is around 2010 when they finally hit the market. Unfortunately, when they hit the market, gas prices had gone all the way back down. So the demand for them was not high. And the LEAF range was like 80 miles.

然后，通用汽车开发了沃尔特（Volt），这实际上一款非常优秀的汽车。而且这是插电式混合动力对吧？当时这类车都不存在。现在我们已经很熟悉这种技术了。对了，我在cars.com工作的时候，我们各买了一辆。这大概是2010年，这些车终于上市了。不幸的是，它们上市时，油价已经降回去了。所以它们的需求不高。而且日产聆风（LEAF）的续航只有大约80英里。

So you think people are complaining about range today? 80 miles range anxiety was something else when I would drive that to work every day and all that. So yeah, it was an interesting time for sure. And then, yeah, with gas prices and people going back to big trucks, the EVs just kind of disappeared.

所以你觉得现在人们在抱怨电动车续航问题？以前每天开80英里的车去上班，那时候的续航焦虑才是真的厉害。那个时候真是有趣的日子。而且随着油价的变化，人们又开始开大卡车，电动车就慢慢消失了。

Let's fast forward to today, right? Give us just an overall state of the market. Like we will get into, there's many different topics that I want to cover from, how this is impacting dealerships, the outlook for dealerships and EVs, consumers, foreign affairs, you know, China and stuff like that. But I want to just start with like a, with a highlight, you know, you put out this scorecard, which I also follow pretty closely, where you just talk about this, the state of the market, right?

好，让我们快进到今天，对吧？给我们一个总体的市场概况。我们会深入讨论很多不同的话题，比如这对经销商的影响、经销商和电动汽车的前景、消费者的反应、国际事务、比如中国等事情。但我想先从一个亮点开始，你发布的那张评分卡我也密切关注，你能先谈谈市场状况吗？

So give us a, let's just start there in the table set. Tell us where we're at as a car industry right now. So in terms of just overall sales in the market, we are seeing people that have been, you know, on the sidelines coming back, you know, the SARS, you know, in that 15 and a half range, and it's been there for a while. And I think we got back to that from the pandemic pretty quickly. And actually, if you track how quickly we came back to it versus the recession, it was in like half the time.

那么，让我们从这里开始谈起。先给我们介绍一下当前汽车行业的情况吧。从整体市场销量来看，我们看到一些观望的人们重新回到了市场。销量年率（SARS）大约在1550万辆左右，而且已经维持了一段时间。我认为，我们从疫情中恢复到这个水平的速度相当快。实际上，与经济衰退后的恢复速度相比，这次的恢复时间大约只用了之前的一半。

So the industry overall should feel pretty confident that we can do that, right? That there are that many people willing to buy a new car. There's a lot of talk about affordability and things like that out there. But for the most part, you know, we do this study. 87% of the people we survey every month, the last two months, it's been at 87% have said it's easy to buy a car right now. And that speaks, you know, to that dealer, you know, focusing on the customer experience, working on their technology to make sure it's easy to get people to sign paperwork, all that kind of stuff.

所以整个行业应该感到相当有信心，我们能够做到这一点，对吧？有这么多人愿意买新车。虽然外界对购车的负担能力等问题有很多讨论，但总体而言，根据我们的研究，过去两个月中，每月有87%的受访者表示现在买车很容易。这也反映了经销商在关注客户体验，改进技术以确保消费者能轻松完成签署文件等各方面所做的努力。

So it's, it's, I don't want to say it's super positive, but there are positive elements going on. But I think when you're in automotive retail, the thing I've noticed, you know, really focusing on it versus the OEM and consumer side, it's a negative group, right? I mean, it's, it's for some reason they want to look, you know, they want to focus on the negatives. And I think that's mainly because they don't want to miss something that could in the end hurt them, which makes sense. But I, I, I never thought of myself as that positive, but when, when you're on my side looking at data, it is a little more positive than I think we hear.

所以，我不是说情况非常积极，但确实有一些积极的因素在发生。当你处于汽车零售行业时，我注意到的一点是，比起制造商和消费者那一边，这个行业的群体是比较负面的。也就是说，他们似乎总是关注消极方面。我认为这主要是因为他们不想错过任何可能最终对他们造成伤害的信息，这也是可以理解的。但我以前从未觉得自己特别积极，不过当你从我的角度来看数据时，情况比我们听到的要稍微积极一些。

It's funny you say that things are better than maybe some people are making it seem or sound. And I'm not referring to, you know, the quote unquote normalization with, you know, dealership profits for tracking to closer to pre-COVID levels. And to be clear, they're not there yet or still above, but stuff like that, that's just going to come with a normal market. I just found that interesting given what you just said, because it is pretty eye-opening when you really, you know, when you really extract the right pieces of data, you can just, it's crazy how, you know, if a person truly has a narrative, they can paint such a different picture with the right set of data. And when you see something like this, it just, we're like, wow, this is very interesting.

你说情况比某些人描述的要好，这真有趣。而我说的并不是所谓的经销商利润回归到了COVID疫情前的水平。需要澄清的是，利润还没完全恢复到那个水平，依然高于疫情前，但这在正常市场中是会发生的。我只是觉得你刚才说的话很有意思，因为当你真正从数据中提取出正确的信息时，你会发现一些惊人的事情。一个人如果确实有一个特定的叙述，他们可以用一组正确的数据描绘出完全不同的图景。而当你看到这种情况时，我们真的是觉得，哇，这非常有趣。

And it gives you a different perspective. I 100% agree. And that's part of my job is we have this terrific research team delivering all this great data and all these findings. And it's like, well, what's the story in this data? And it's up to, you know, me and my team to kind of figure that out, connected with the trends that are going on, to ensure that it doesn't paint the wrong picture, right? And it's not, we're not trying to shine things up. The most recent white paper on, on dealer sentiment is not positive, because that's what the numbers told us.

这会让你有不同的视角。我完全同意。这也是我工作的一部分：我们有一个很棒的研究团队，他们提供了所有这些出色的数据和发现。那么，这些数据背后的故事是什么呢？我们必须弄清楚这一点，并将其与当前趋势结合起来，以确保不会误导人们。我们并不是在粉饰数据。最新的关于经销商情绪的白皮书不是很乐观，因为数据告诉了我们这个事实。

But, but yes, I think, you know, as, I was trained as a journalist, you know, I went to journalism school and there used to be a saying, if it bleeds, it leads, meaning like the worst, horrible, you know, car accident, that's what you put on the front page, right? And I think right now what you're seeing in all media is if it enrages, you know, let's get it out there. So we get clicks, right? So we get engagement. So it's like this engagement rage type thing. And it's, it's a little, you know, depressing in some ways, coming from that field. But it's definitely what's going on these days.

但是，是的，我认为，你知道的，我受过记者的培训，我去了新闻学院。以前有一种说法，如果有流血事件，就会成为头条，意思是最糟糕、最可怕的车祸等事件会被放在报纸的头版。现在，你在所有媒体上看到的是，如果能引起愤怒，就会赶紧发布出来。这样我们就能获得点击率和关注度。所以现在是一种通过引发愤怒来获取参与度的模式。对于我这种出身于新闻行业的人来说，这有点令人沮丧，但这确实是目前的现状。

Yeah. And this is a funny tangent. And you, I say it's funny, like, you know a lot about this, you've been in the game for so long. And so it's, it's, it's cool to talk to you about it. But there's what I think people don't realize is that that I consider that kind of stuff like it's short term hits, a long term, it doesn't benefit the overall media, right? So the reality is, yeah, like you can write the craziest thing right now. I know it'll go viral.

是啊，这是个有趣的插曲。我觉得很好笑，因为你懂得很多，在这个领域待了很久。所以能跟你讨论这个问题感觉不错。但我认为人们没意识到的是，这种东西只是短期的刺激，对整个媒体长期来看并没有好处。现实情况是，你现在可以写一些最夸张的东西，我知道它会迅速走红。

But what happens is, every time that you do something like that, and it does not, it's not substantiated, you've just lost a little bit of credibility. And so to your point, it's so important to try to be objective about ever. And it's, it's hard. I can tell you like, trust me, we have an entire process with, with even, you know, my content and stuff, where we really think about it, like, you know, with topics that are political, which just have become like, like your vehicles and stuff, like, how do we really go down the middle?

事情是这样的，每当你做了那样的事情，但没有得到证实时，你的可信度就会下降一点。所以，正如你所说，保持客观是非常重要的。这确实很难。我可以告诉你，比如我们在处理我的内容时，甚至有一个整个流程。特别是在涉及到政治话题时，这些话题已经变得像你的工具一样普通，我们真的需要思考，如何做到中立客观。

And I think one of the beautiful ways is when you're not beholden to any manufacturer, that really gives you a lot of that liberty to speak freely, and kind of say what you think, because it doesn't matter, you know, you don't have, you don't have to stick to an hour. So that's, that's my tangent on the content and media game, which great, great insight.

我认为，这种方式的一个美妙之处就在于，当你不受制于任何制造商时，你会有很多自由来畅所欲言，说出你的想法，因为这并不重要，你不必在意时间限制。所以，这是我对于内容和媒体游戏的一点偏见，但我认为这是一个很好的见解。

You said 87% of consumers right now are finding it easy to buy a car, right? So my two questions there are, what does that mean? Like, what is easy? And secondly, how does that compare to a year ago, six months ago, like, where are we out right now from that perspective?

你说现在有87%的消费者觉得买车很容易，对吧？那我有两个问题：这是什么意思？也就是说，什么叫容易？其次，这跟一年前或半年前相比有什么变化？从这个角度来看，我们现在处于什么情况？

Yeah, that's a great question, Yossi. And the reason we came up with, with, I mean, we framed the question on purpose, because anecdotally, the auto retail industry not viewed so highly outside of the industry, correct? So, you know, people say negative things about their car purchase pretty regularly. So we wanted to say, what's the data? Is it really that bad? So that was a simple question we asked, like, did you find it easy or not? And so, you know, you could hem and hong complain to your neighbor about it. But if someone does ask you point blank, was it easy? The number at the, not the onset of when we started this two years ago was around 80%, right? It went high 70s, low 80s.

是的，这是一个很好的问题，Yossi。我们提出这个问题是有意而为之的，因为从经验来看，汽车零售行业在行业外部的评价不是很高，对吗？人们经常会说他们买车的负面经历。所以我们想看看数据，情况真的有那么糟吗？于是我们就问了一个简单的问题：你觉得买车过程容易吗？尽管你可能会向邻居抱怨，但如果有人直接问你，过程是否容易？两年前我们开始这个调查时，结果大约是80%，上下浮动在高70%到低80%之间。

And it would vary depending on some, some outside factors, right? Or I shouldn't say outside factors, but factors in terms of the process. And certainly because of inventory at the time. So, so there you go, right? So the consumer actually feels like it's easy. They're telling us that now some say, you know, the expectation on how long it took was longer than they thought. But that number, which is a huge pain point in our industry, even that number is under 20% most of the time.

这取决于一些外部因素，对吧？也许我不该说是外部因素，而是流程中的一些因素。当然，这也和当时的库存情况有关。所以，到此为止，消费者实际上觉得这很简单。他们现在告诉我们，有些人认为花费的时间比预期的长，但在我们这个行业，这是一个很大的痛点。不过即便如此，大多数情况下这个数字也不到20%。

So, so overall, it's like we're seeing the sentiment being positive, but we're tracking the number of that process, right? A number of key steps in that process and what's really easy. And the funny thing recently is that price negotiations, which is one of the lowest scoring, has improved as has trade in negotiations, both have improved on this list. So, they're up in the high 60s now, they used to, there were some months where it was in the 50s, in terms of people saying that was an easy part of the process.

总的来说，我们看到整体情绪是积极的，但我们也在跟踪这个过程中一些关键步骤的数量。最近有趣的是，价格谈判，这个得分最低的环节之一，已经有所改善，贸易谈判也是如此。这两个环节在这个清单上的得分都提高了，现在都在60分以上，而以前的某些月份人们认为这部分过程容易度的得分只有50分左右。

And then the one that I think everyone's kind of aware is that's dropping is credit application. So, and getting the credit that they need to buy that car and keep it affordable. But are these scores, right? As you're measuring our industry and how dealers are performing, are these scores driven by like approval rates or I got what I wanted, right? Or are they, or is it driven by the actual experience, right? Because I can tell you that, talk to any subprime dealer, right? You get a bad credit customer, they don't get approved for a car, they're pissed. And I'm not saying they're not necessarily leaving you a bad review, but like, you know, it's like, they can't get what they want, they're angry. And it's like, hey, it's not my fault. Like your, it could be your credit, it could be that whatever. I mean, but you got the idea.

然后，我认为大家都有所了解的是，申请贷款的需求正在增加。也就是说，获取他们需要的贷款来买车，并让车价保持在可承受范围内。但是，这些评分到底是怎么来的呢？你在衡量我们的行业和经销商的表现时，这些评分是由批准率推动的吗？或者是由客户是否得到了他们想要的东西来推动的？还是说，这些评分是由实际的体验推动的？因为我可以告诉你，和任何次级贷款的经销商谈话时，如果一个信用不好的客户没有被批准买车，他们会很生气。我不是说他们一定会给你留下差评，但你知道，得不到自己想要的东西，他们会感到愤怒。他们可能会归咎于信用问题或其他原因，但你明白我意思吧。

So, when you say, when you mentioned, you know, credit, act negotiation, is it simply because there is more supply in the market and people are getting to slower prices? Or is it the anything, like, how do you kind of, you know, how do you define that? Sure. Well, the data is the data and we can't really, you know, say, you know, exactly the numbers and how they change, but we get tons of verbatim from these survey takers. And we read them all. It's mostly lines up with the question that we ask when they respond. It's like, yeah, I got my credit approved instantly. Like those will be the verbatim or it took too long in the F and I office. You know, it's basically lines up with what we're asking.

所以，当你说到信用、交易谈判时，是因为市场上的供应增加，人们得到了更低的价格吗？还是有其他原因？你是怎么定义这个的？ 当然。数据就是数据，我们不能确切地说出具体的数字和变化，但我们从这些调查参与者那里获得了大量的原话反馈。我们都会阅读这些反馈。它们大多数都与我们提出的问题相符，比如“是的，我的信用申请立刻通过了”这样的原话，或者“在财务和保险办公室耗时太久”。基本上，这些反馈都与我们问的问题一致。

So, to your point, at least the people responding aren't saying I was a dummy and didn't know I had bad credit. Got a 15% interest rate, right? So we're not seeing that kind of response in the verbatim either. So I do think it is, it is really, you know, what the questions line up for was it easy to get the credit or not? This episode is brought to you by my very own car dealership guy, industry job board. CDG jobs.com, my industry job board connecting the best talent and automotive with the best companies will remain absolutely free for CDG listeners to post and fill available roles at their companies. This free job board is for anyone in automotive vendors, dealers, lenders, manufacturers, auto tech, everyone already over 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 CDG jobs.com, they are hiring the most informed candidates in the marketplace. So don't hesitate.

所以，就像你说的，至少那些回答的人并不是在说我是个傻瓜，没意识到我的信用很差，结果得了个 15% 的利率，对吧？我们也没有在逐字逐句的回答中看到这样的反馈。所以我确实认为，这真的是问题在于获得信用是否容易。 这一集由我自己的汽车经销商行业招聘网站 CDG jobs.com 提供赞助，这个行业招聘网站将汽车领域的最佳人才与最佳公司连接起来，对 CDG 的听众来说，发布和填写公司职位信息将永远免费。这个免费招聘网站适用于任何汽车行业的供应商、经销商、贷款机构、制造商、汽车技术公司，所有人。 已经有超过 100 家公司发布了职位空缺，包括 Lithia Motors、Recurrent、Credit Acceptance、Vero's Credit、Cars Commerce、Shift Digital、Plug、Full Path、Westlake、Trade Pending 等。关键是，当这些公司通过 CDG jobs.com 雇佣员工时，他们雇用了市场上最了解情况的候选人。因此，不要犹豫。

You can add your open roles today by visiting CDG jobs.com or clicking the link in the show notes below that's CDG jobs.com. So transitioning to EVs, right? Ford recently announced or losing about $100,000 per EV on a net basis. Pretty crazy, right? We've gone through these last couple of years where market share has risen really quickly. It's sort of plateaued. I've been pretty vocal about the fact that I do think that long-term EVs will continue rising, just objectively speaking. I think that it seems like, by the way, it seems like the data that's coming out increasingly supports that. I think that similarly to the broader industry, that the way the time horizon that automakers had initially anticipated, adoption would occur, was way off. And I was actually quite vocal about this pretty early on, especially when it came to the whole hybrid, the growth in hybrids and just the increase in market share. We were talking about this like six, seven months ago. I think the Wall Street Journal suddenly ran an article like three months after that. And then it was like, then people started to wake up. And when I say people, I don't mean dealers, dealers were talking about this for months. It was actually the automakers. And so with all that said, I think just starting high level, right? Where are we at right now? How do you view the status quo of the market with respect to electric vehicles?

你今天可以访问CDG jobs.com，或点击下面节目说明中的链接，在CDG jobs.com发布你的职位空缺。回到电动汽车的话题，对吧？福特最近宣布每辆电动汽车净亏损大约100,000美元。这真是挺疯狂的，对吧？在过去几年中，电动汽车的市场份额迅速上升，然后有点儿进入了一个平台期。我一直公开表示，长期来看，电动汽车的份额会继续上升，这是客观的判断。而且看起来新出来的数据也越来越支持这一点。我认为，类似其他行业，汽车制造商最初预计电动汽车的采用速度远远不够准确。我在这方面很早就表态了，特别是在混合动力车的增长和市场份额的提升方面。我们六七个月前就在讨论这个问题。我记得《华尔街日报》在三个月后突然发表了一篇相关的文章，之后人们才开始醒悟。这里说的“人们”，不是指经销商，他们讨论了几个月，实际上是指汽车制造商。因此，从高层次来看，我们现在的情况如何？你怎么看当前电动汽车市场的现状？

Yeah, it's an intriguing moment right now. There was a ton of early adoption. And what happens when people own an EV is they love it. So all these early adopters were buying either a Tesla or some of the early EVs from the OEMs from traditional OEMs. They had all this positive sentiment about it. They tell their neighbors like over 80% of owners tell a family friend or a family member or a friend, you know, to go buy one. 73%. Say they're only going to buy EVs moving forward. That was in one of our recent studies. So I'm sorry, 74% of who who says that current EV owners? Correct. They're only going to buy EVs moving forward. And I can do some great math on that for you if you want in terms of what that means. In terms of what that means to unit sales. Okay. I'm not, I mentioned I was trained as a journalist. So math is not my forte. But this is some pretty easy, you know, back in the napkin math, right?

现在是一个非常有趣的时刻。之前有很多早期用户。他们拥有电动车后都非常喜欢。所以这些早期用户都在购买特斯拉或一些传统汽车制造商的早期电动车。他们对电动车的感觉非常积极，并推荐给旁边的人。超过80%的车主会告诉家人或朋友去买电动车。我们最近的一项研究显示，有73%的车主表示他们以后只会买电动车。哦，对不起，是74%。嗯，对，是现有电动车车主，他们表示未来只会买电动车。如果你想知道这对销量的影响，我可以为你做一些简单的数学计算。虽然我是学新闻出身，数学不是我的强项，但这种简单的计算还是可以的。

So in the past two years, we sold 2.7 million EVs. All right. So if three out of four EV owners say we're only going to buy EVs going forward, just let's just assume all those vehicles went to one person. That's 2 million EV owners that are only buying EVs moving forward. So they buy a new car every three to five years, like a lot of new car buyers do. Three years, that's 2 million people coming into your dealer. What are they looking for? They're looking for an EV only. So if you're not selling an EV, they're out the door, where they're going to, you know, the OEM next door that does have an EV or multiple ones for them to choose from.

在过去两年中，我们卖出了270万辆电动车。好的。那么，如果四分之三的电动车车主表示他们将来只会购买电动车，假设所有这些车都卖给了一个人，那就是有200万电动车主将来只会购买电动车。他们每三到五年买一辆新车，就像很多新车购买者一样。每三年，就有200万人来到你的经销店。他们在找什么？他们只在找电动车。所以如果你不卖电动车，他们就会走出门，去隔壁的生产厂商那里，那儿有电动车供他们选择。

So when you think of that, that number to your point, it's only going to grow. It might be incremental, right? That 2 million in our market share is only 6.8% right now, whatever it is. That number is only going to keep growing. And eventually, it'll be everybody at one point, one day from now. It might be decades away. But once you get in the EV, it's very hard for them to go back. Why do you say it's very hard to go back? Why? Why is that? What's driving that?

所以，当你想起那个数字时，正如你所说，它只会不断增加。可能是逐步增长，对吧？我们市场份额中的那200万目前只占6.8%，无论具体是多少。这个数字只会继续增长。最后，总有一天会覆盖所有人。可能需要几十年。但一旦你进入电动汽车领域，他们很难再回到传统汽车上。你为什么说很难回去？为什么？是什么驱动这个变化的？

And by the way, I want to lead that to digging deeper onto the stat you just mentioned and how that's kind of bifurcated through the country. Because I think that if I'm in a state where EV sales are just completely like anemic and you really don't have much of those, I might have a completely different consideration. Yeah, we can talk about the needs assessments that dealers should be doing with the people that walk in because there are some simple things that should sway someone to an EV. And the way I put it, and I'll get back to why they love it, but the things I point to EVs are a superior vehicle if you have two factors going for you as a buyer. You own a home with a garage, okay, and you have a second car.

顺便说一下，我想深入挖掘一下你刚提到的统计数据，以及这种情况在全国范围内的差异。因为我认为如果我所在的州电动车销量非常低迷，几乎没有什么销量，那么我的考虑可能会完全不同。是的，我们可以讨论经销商对走进店里的客户进行需求评估的问题，因为有一些简单的事情可以让人们倾向于选择电动车。按照我的说法，我会回到为什么人们喜欢电动车的问题，但我指出，如果你作为买家具备两个条件，电动车是一种更优越的车辆。第一，你有带车库的房子；第二，你有第二辆车。

So if you have that second car that runs on gas, the range anxiety for the road trip, which is a huge deal in the US, disappears. If you own a garage, you can plug it in every night and you don't have to worry about range at any time. We're finding that it used to be you had to plug in every night. Owners aren't plugging in every night anymore. They're going a couple days, even though they're just pulling their garage. That's how much range the vehicles have now. So if you're a dealer in suburbia anywhere, you're likely talking to people that meet those two criteria. If you meet those two criteria, there's not a better vehicle than an EV, period. I mean, it's just not. You're going to save money. They're quiet. If you're in the north, you can preheat it like so you have a hot car because there's no exhaust.

所以，如果你有第二辆汽油车，那么在美国非常重要的长途旅行中的续航焦虑就会消失。如果你有一个车库，你可以每晚把电动车插上电，这样你就不必担心续航问题。我们发现，过去车主们每晚都要充电，而现在他们不再每晚充电了，即使只是把车停在车库里，他们也可以几天不充电。这说明现在的电动车续航能力大大提高了。所以，如果你是郊区的一名经销商，你可能会遇到符合这两个条件的客户：有第二辆汽油车和有车库。如果你符合这两个条件，没有比电动汽车更好的选择了。你会省钱，它们很安静。如果你住在北方，你可以预热车子，因为电动车没有尾气排放。

Like no one's going to die of, you know, carbon monoxide poisoning, all those things make them superior to a gas vehicle. Now there's some other issues in terms of they are generally more expensive. But again, you're meeting those two needs. You're probably in a place where you can afford it. And in the long run, they're going to pay off. I mean, you're talking about 1500 to 3000 a year depending on what car you're moving out of in terms of gas costs. And besides California, electricity is rather cheap to fuel them, especially they all have technology where they charge only at the off peak hours to save you even more money. So, you know, EVs are by far the superior vehicle. If you take out that range issue. But given that logic, what you just said, if that's a dot, you know, the perfect like archetype for this type of purchase, what does that mean that in the craziest scenario at like max adoption, we'd be at 50 percent?

就像你说的，没有人会因为一氧化碳中毒而死亡，这些因素都使得电动车优于燃油车。当然，还有一些其他问题，比如电动车通常更贵一些。但话说回来，如果你满足了这些需求，你可能也在一个能够负担得起的经济水平。而且从长远来看，电动车的投资是值得的。你每年可能会在燃油费用上节省1500到3000美元，具体取决于你以前开的是哪种燃油车。除了加州，电力费用相对便宜，特别是电动车都有技术支持，保证它们只在非高峰时间充电，从而为你省更多的钱。所以，总的来说，电动车是更优越的车辆。如果排除续航问题，按照这个逻辑，假设这是这种购买的完美原型，在最疯狂的情况下，如果电动车被最大化采用，我们会达到50%的普及率吗？

It almost comes out to about 50 percent. 50 percent of households in the country have a garage and about 50 percent have two cars or more. So, yep. Which would still be a massive massive change to our economy and industry, given the fact that today we're not even close to 10 percent, that would be very impactful. Yeah. And so the reason is that people love them that 73 percent number we talked about never going back is a lot of what I just mentioned. When you drive an EV, it is quiet. And there's something to be said and there's been some studies here and there, you know, I don't always put too much stock into them that people are just happier driving them because they're so quiet. It just makes it a serene space that, excuse me, that a traditional, you know, gas vehicle or anything with an engine doesn't have.

它几乎达到了大约50%。该国约50%的家庭有车库，约50%的家庭有两辆或更多的车。所以，是的。这将对我们的经济和工业产生巨大影响，考虑到目前我们连10%都不到，这将是一种非常有影响力的变化。是的。因此，原因是人们非常喜欢它们。我们提到的73%的人不会再回头，这与我刚才提到的有很大关系。当你驾驶一辆电动汽车时，它非常安静。有一些研究表明，虽然我不会完全依赖这些研究，但它们表明人们驾驶电动汽车时感觉更快乐，因为它们非常安静。它创造了一种传统的燃油车或任何有发动机的车所没有的宁静空间。

So there's and just talk about like, oh, the torque is so great and things like that. That's generally not what people point to as being why they like it. And the thing that a lot of people bring up all the time, never having to go to a gas station again. That comes up time and again. You know what I think is just important to put a disclaimer here that you have no horse in this race. And I think that's beautiful. You're not representing the EV council of the world. You are simply looking to keep dealers as efficient and effective as possible, the industry that you serve. And so I think that's just, you know, I was as you're speaking, it's like it sounds convincing. And I like it's important. I think that people know that you are not like, you know, up down, right, like you don't care. Rather, you're just trying to deliver the information. So I do think that's, you know, that's an important note to just make there. That's right, Yossi.

所以，人们经常谈论扭矩如何强大之类的东西，但这通常不是他们喜欢它的主要原因。很多人反复提到的一点是，再也不用去加油站了，这个观点反复出现。我认为这里有一点需要说明的是，你在这个问题上没有偏向。我觉得这很好。你并不代表世界电动车委员会，你只是希望让经销商维持高效和有效，这是你服务的行业。所以，我觉得，听你说话的时候，这听起来很有说服力，而且重要的是让人们知道你并没有偏向一方，而是只是传达信息。我认为这是一个很重要的说明。对的，Yossi。

And, you know, you and I are online a lot having online conversations. And if you put me in an EV conversation with EV, pro EV people, I am at the bottom of that. I am on the, I am on the pessimistic side of that group, right? They are, they are way, way up in Lala land. I try and keep it real. And what, you know, if we're going to make this transition, how do we do it? And that's what I focus on. All right. So talk to me about dealers, right? Like, where are we at right now? This is changing. This has been changing quickly from the entire like sentiment, investment, right? Everything you just said, let's assume that every single dealer in the country listens to it and really internalizes it and says, wow, there is, you know, I want my business to future proof my business. I need to think about this segment of vehicles and how I'm serving it, right? So what is sentiment right now with dealers as it stands today?

你知道，我们经常在线上进行对话。如果让我参与一个电动车（EV）爱好者的对话，我就是那个最不看好的人。我属于那个小组中的悲观派，而他们则兴高采烈。我试图保持现实。如果我们要进行这个转变，我们该怎么做？这就是我关注的重点。好吧，那我们谈谈经销商吧，现在的情况如何？这个领域的变化很快，从整体的情绪到投资等等。假设所有的经销商都听到了这些信息，并且真的内化了他们的内容，想要给自己的业务做好未来规划，他们需要考虑这个车辆细分市场以及如何服务它。那么，目前经销商的情绪如何呢？

It's, it's pretty, we call it pessimistic, right? We just came out with a new study on, on how dealers are facing this transition. And the key takeaway, the big stat was 65% of dealers are pessimistic about the future of EVs on their business. Only, only 19% are optimistic and the rest obviously neutral. So that's not good. The other, some of the other stats that came out of it, only 5% of the dealers are extremely confident in their OEMs EV strategy. All right. It's like, so we have like a range. Are you not confident all the way up to extremely? And only five do we know? I'm sorry, do we know which, do we know which franchises are confident? I knew you'd ask that.

这, 这挺悲观的，对吧？我们刚刚发布了一个关于经销商如何面对这一转型的新研究。主要结论是，65%的经销商对电动车（EVs）的未来持悲观态度，只有19%持乐观态度，其余显然是中立的。所以情况不太好。其他一些数据表明，只有5%的经销商对他们的原始设备制造商（OEM）的电动车战略非常有信心。我们有一个信心范围，从完全不信任到非常信任，只有5%非常信任。我们知道哪些品牌的经销商有信心吗？我知道你会问这个问题。

It's interesting because the way we survey too many dealers have multiple rooftops and different brands. So we didn't, we weren't confident breaking it out with the number that we had. I knew that question would come up because that 5% could be Toyota, which isn't a big EV, right? They could be confident in Toyota, right? But 41% are not confident at all in their OEM strategy. So that to me is a huge flare going into the sky over the Titanic for, for OEMs, right? They need to focus on their dealers. They're the ones that are on the ground selling the EVs. If they're not confident in their OEM strategy, this is a salesperson. How do you like pick yourself up to be confident, right? To talk about that EV? So yeah, there is extreme pessimism and it is different in different parts of the country and we can talk about that too. Yeah, let's talk about it. Yeah.

这很有趣，因为我们调查了很多经销商，发现他们拥有多个展厅和经营不同品牌。因此，我们对所得到的数据并没有足够的信心去细分。我知道会有人提到这个问题，因为那5%可能是丰田，而丰田在电动车领域并不是很强，对吧？他们可能对丰田很有信心，但是有41%的经销商对他们的原始设备制造商（OEM）策略完全没有信心。对我来说，这就像泰坦尼克号上升起了一颗巨大的信号弹告知OEM们，他们需要关注他们的经销商。这些经销商是直接在地面上销售电动车的人。如果他们对自己的OEM策略没有信心，作为一个销售人员，你怎么能振作起来并自信地去推销电动车呢？所以，对电动车十分悲观的情绪在不同地区也有所不同，我们可以谈谈这个。好的，那我们来谈谈吧。

So one of the things I always point out about the EV conversation in the US, when you see a trend about EVs and it's taken at a national level, it is totally out of whack because of the state of California, right? 50% of all the sales are happening in this one place in the country and Oregon, Washington, they sell a lot too. And even New England, these coastal areas, they tip those scales way too much for a national dealer conversation because dealers operate at a local level. So hearing a trend, and I would always warn a dealer when they see a story about EV trends, it's like it's very hard for a dealer in the Midwest in the South to look at a national trend and see it applying to them in the same way.

因此，我总是指出，在美国讨论电动汽车（EV）时，如果看到全国范围的趋势，这通常是非常不准确的，因为加利福尼亚州占了很大的比例，全国50%的销售都发生在这个地方。俄勒冈州、华盛顿州，以及新英格兰沿海地区的销售量也很高。这些地方的数据严重影响了全国性的统计，因为经销商是按地方运营的。所以，当看到有关电动汽车趋势的报道时，我总是会提醒中西部和南部的经销商，很难将一个全国性的趋势完全适用于他们的市场。

So when we looked at dealers, we broke it down even when you take the West, we took the Pacific and we separated from the mountain, right? So we knew Idaho, someone, a dealer in Boise is not the dealer in San Jose and that specific mountain group is one of the most hesitant and reluctant towards EVs, not a surprise. The other area is the part of the South that includes Texas, Louisiana and Oklahoma, that is very negative. And it's almost out of whack because when you think of Texas, it's a big state with major cities that generally are more favorable to EVs. And it's something like, it's in the 90s when you ask them what their shopper sentiment is coming in the door and it's on the negative side of EVs and it's in the 90s and most of the other areas are far superior to that. So that whole Texas concern, I mean, yes, it's the land of pickups, but it's a very multifaceted state. So that's a big concern there. So that's when you got to look at the map and where the differences are just because that California is such an overbearing part of the country. Yeah, look, I think that here's the tricky part. This got so politicized because with the crazy stuff, with the crazy supply from OEMs, right, when it came to EVs and sort of dealers being, shoved all these cars down the first, hey, you got to sell these cars. I think lots of dealers found themselves in a situation almost being allergic to these vehicles. And here's the issue, I see, right? We don't know what's going to happen in the future. I think there's lots of very, and I'm not referring right now to present day demand or supply. There's no doubt that there's lots of indicators pointing to increased adoption over, let's just say five, 10 years, right? And when I think from a straight business perspective, right, how do I grow my enterprise value? How do I future proof my business? I do think that if I was running a large group right now, I do think that I would be focusing a lot on my EV investments. And having looked at some of the data that you put out, I did see, there's like 11% of dealers said they'll never sell EVs. Look, I get it. They may be in some estate that's super low adoption right now. Yeah, it's the north. Yeah, and I don't know how staunch that 11% is. It just makes me wonder, like, you know, I view business like, you know, follow the data, follow the anecdotes, kind of see where things are headed, future proof your business. It just makes me wonder, right? For the other 90% that are, you know, really considering what the future of this could look like, how do they set themselves up for success, given all the uncertainty? That's my question.

我们在分析经销商时，把西部地区进一步细分，比如我们把太平洋区和山区分开来看。所以我们知道，博伊西的经销商和圣何塞的经销商是不一样的。具体来说，山区那部分对于电动汽车（EV）最为犹豫和抗拒，这不足为奇。另一个比较负面的区域是包括德州、路易斯安那州和俄克拉荷马州在内的南部地区。这情况几乎令人费解，因为当你想到德州时，它是一个拥有大城市的大州，这些城市一般来说对电动汽车更为友好。但是在调查中，当你询问他们的消费者情绪时，大约90%的反应对电动汽车持负面态度，而大多数其它地区的情况要好得多。所以德州的这个问题很值得关注，虽然它是皮卡车的天下，但也是一个多元化的州。这是一个很重要的问题。当你观察地图时，各个地区的差异显而易见，加州在全国的影响力非常大。 这里的难点是，这个问题因各种政治因素变得复杂了。电动车供应链的混乱情况，以至于许多电动车被迫推给经销商要求他们必须卖掉，导致很多经销商对这些车辆近乎产生了过敏反应。问题在于，我们不知道未来会怎样。尽管不指当今的供需状况，但很多迹象表明未来五到十年电动汽车的采用率会增加。 从纯商业角度来看，如何提升企业价值，如何确保业务长期发展，如果我现在经营一个大型集团，我会非常关注电动汽车的投资。根据你提供的数据，我看到有11%的经销商表示他们永远不会卖电动汽车。我理解，他们可能处于一个目前采用率极低的州，比如北方。但我不知道这11%的立场有多坚定。我觉得做生意就是要根据数据和实际情况来判断未来，确保业务有前瞻性。这让我思考，其它90%的在认真考虑未来的经销商如何在这种不确定中为成功做好准备，这才是我的问题所在。

Yeah, I mean, that is the million dollar question, right? And I gave you a very reflective monologue. Yeah, that was a great monologue. But I mean, so you're right, so the 90% are going to go there, right? But three quarters of all the dealers feel it's going to have a negative impact on their bottom line, right? Three quarters of them think EVs, one way or the other are going to have a negative impact on their bottom line, which is interesting because we did some work on the service side of things a few months ago. And the store is actually servicing EVs currently that have them in say they're actually bringing in more money. Now that's because there's a lot of there's a lot of recalls and things like that right now in warranty work. But when you think of the service side of things, if you have a GMC Hummer, there's nowhere you can take that vehicle to get service besides the GMC dealer.

是啊，我的意思是，这是一个至关重要的问题，对吧？我刚刚给你讲了一段非常深思熟虑的独白。对，那真是一段精彩的独白。但是，我是说，你说得对，90%的车商将会去那个方向发展，对吧？不过，有四分之三的车商认为，这会对他们的利润产生负面影响，对吧？四分之三的人认为，无论如何，电动车（EVs）都会对他们的利润带来负面影响。这很有趣，因为几个月前我们对服务部门做了一些研究。实际上，目前正在服务这些电动车的店家表示，他们实际上赚更多的钱。这是因为现在有很多召回和质保工作需要处理。但当你考虑服务这一方面的事情时，如果你有一辆GMC悍马，除了GMC经销商，你几乎找不到其他地方可以维修这辆车。

So there is a that's the thing I think dealers need to focus on is on the service side, especially you have a window where you are the only source of service and you could win over these shoppers by delivering excellent service, right? I don't I've been in business a long time. I don't think they've ever had that opportunity ever. So on the service side, there is a lot of opportunity, pure opportunity going on. Now, one of the things I talk about a lot, you know, is this product mix of EVs that's available right now? It's not necessarily what the mass car shopper wants. Just on, I'm not talking about the EV part, I'm talking about like the body style. People look at a Ford Mustang Mach-E, a Kia EV6, they're basically hatchbacks. They're not really compact SUVs.

所以我认为经销商需要关注的是服务方面。尤其是在某个阶段，你是唯一的服务提供者，你可以通过提供卓越的服务赢得这些顾客的青睐，对吧？我从事这个行业已经很长时间了，我认为他们从未有过这样的机会。因此，在服务方面，有很大的机会，纯粹的机会。现在，我经常谈论的一个话题是现有的电动车（EV）产品组合，这并不一定是大众消费者想要的。这里我不是在谈论电动车的部分，而是像车身类型。人们看福特Mustang Mach-E、起亚EV6，它们基本上是掀背车，而不是真正的紧凑型SUV。

Compact SUVs are the best-selling non-trucks in the country. CRV, Rav4, Rogue, best sellers have been for, you know, probably 15 years where they supplanted the cameras and accords, right? So if you're not making the right body style and you're charging 40, $50,000 for a hatchback, no matter what's under the hood or floor or whatever you want to say on the EV, it's going to be hard to sell them. So the product mix isn't right for mass adoption. It was right for early adopters and that's what we got.

紧凑型SUV是该国销量最好的非卡车车型。你知道，CRV、Rav4、Rogue这些畅销车已经大概有15年的时间，它们取代了原本畅销的轿车如佳美和雅阁，对吗？所以，如果你不生产合适的车身款式，同时却要收取4万到5万美元买一辆两厢车，不管车底下或引擎盖下有什么配置，还是电动车，都很难卖出去。因此，现在的产品组合不适合大规模普及，它适合的是早期的消费者，这就是我们目前的状况。

But we're past that stage and we need products at mirror what people want. And, you know, they've got to get that form factor right as well as the pricing to get people to buy. When you're talking about a mass audience, you've got to aim yourself at that mass audience. I mean, I think hatchbacks are pretty much phased out of every automaker, you know, years ago. I think, you know, you can name on one hand who makes a, you know, a gas hatchback in the past five years, right? So it's interesting that people don't really connect it to, but that's what those things are. The IANIC 5, all those things.

但我们已经过了那个阶段，我们需要推出符合大众需求的产品。而且，你知道的，产品的外形和价格也得合适，才能吸引人们购买。当你面对大众市场时，就得瞄准这个大众市场。我的意思是，我觉得掀背车基本上已经被每个汽车制造商淘汰了，你知道的，几年前就已经这样了。我觉得，在过去五年里，能数得出 的生产汽油掀背车的厂家屈指可数。因此，有趣的是，人们并没有真正意识到这一点，但这些新产品实际上就是那样的，比如IONIQ 5之类的。

The IANIC 6 from Hyundai is the sedan, which again, not the most popular body style out there. Who do you think from an automaker perspective, do you think any like any automakers right now are tackling product mix in a smart way for EV, right? Or ask differently, let me even take it one step further. If you have to place your bet on like one automaker that and say, you know, I'm going all in on this automaker with regards to their EV strategy, like who are you bullish on, who are you betting on? So you like to say, you don't know about any automakers. I really can't choose favorites myself, but I think what you can say is the luxury automakers are far ahead.

现代的IANIC 6是款轿车，不过，轿车这种车身风格目前并不是最流行的。你觉得从汽车制造商的角度来看，现在有没有哪家在产品组合上对电动车做得特别聪明的？或者换句话说，如果你要押注一家在电动车战略方面表现出色的汽车制造商，你会看好哪家？所以你喜欢说，你不知道任何汽车制造商。我自己也真的很难选择最喜欢的，但我觉得可以说的是，豪华汽车制造商要远远领先。

They have the luxury of consumers and customers that don't worry about the price as much, right? So and also like tech and, you know, want to be kind of seen and status and those things as well, which is how Tesla was built. So a BMW, let's say, doing very well with their electric strategy, you know, adapting, you know, it was kind of on the EV side of things, there was a little bit of negativity of taking an existing car and just making it an EV. BMW did it really well, you know, so there's seven series, the i4, the new five excellent adaptations of EVs.

他们的顾客和消费者不太在意价格，对吧？而且他们喜欢科技，也希望展示自己的身份和地位，这也是特斯拉一直以来的成功之道。举个例子说，宝马在他们的电动汽车战略上做得非常好，适应得很好。尽管一开始将现有车型改造成电动汽车时有一些负面评价，但宝马做得非常成功。像他们的7系、i4、新的5系都很优秀地适应了电动汽车的发展。

And then they've got this whole other new Klaus, the thing that's coming in the future, like they seem to have it all buttoned up and they're being successful with what they're selling. And I believe Audi expects to sell more EVs this year than last year in the US. So the luxury automakers have it right. What we're seeing the issues with is really the mass market brands. You know, Ford, you know, a year ago, everyone said Ford, they got it, they nailed it, right? They had it all, they had the truck, they had the Mach-E.

然后，他们还有一个全新的 Klaus 未来即将推出，他们似乎一切准备就绪，并且他们销售的产品很成功。我相信奥迪预计今年在美国销售的电动车将比去年更多。所以豪华汽车制造商做得很对。我们看到的问题其实更多出现在大众市场品牌上。比如说福特，一年前大家都说福特抓住了机会，他们做得很好，对吧？他们有卡车，也有 Mach-E。

And now we're seeing, you know, that's not what's, you know, they're not selling. I don't know if that's all Ford's fault necessarily. I think there's been just a long year of very negative coverage of EVs and not enough talk about what they can do for you. So I mean, pretty much every EV on the market is a fantastic vehicle. I've been in almost all of them. I mean, I drove that first Nissan Leaf, I told you with 80 miles of range.

现在我们看到了，情况并不是他们所宣传的那样，销量并不好。我不确定这是否完全是福特的责任。我认为长期以来，关于电动汽车的负面报道太多，而对它们可能给我们带来好处的讨论却不足。所以，我的意思是，市场上的每一款电动汽车几乎都是很棒的车辆。我几乎试驾过所有的电动汽车。我是说，我甚至开过第一款续航里程只有80英里的日产Leaf。

I mean, the fact that you can go 250 without even an issue, like you don't have to drive it into special, you know, special way to get that range. You drive it normally, drive it like you want. You're probably going to get 250 miles, right? So that's just astounding. And it, so for most people, when you get in those vehicles, they're great. So it's interesting what's holding them up from pulling the trigger. And I think it's just not understanding basically the benefits on them. What are you seeing as far as the best practices or like when you look at dealerships that are preparing for servicing more EVs, really thinking about how can they capitalize on the opportunity?

我的意思是，你可以轻松行驶250英里而不费吹灰之力，不需要特别驾驶技巧来达到这种续航里程。你像平常一样正常开车，就能开250英里，对吧？这真是太惊人了。对于大多数人来说，当他们开上这样的车时，他们会觉得非常好。那么，他们犹豫不决的原因是什么呢？我认为他们主要是不理解这类车的优点。那么你认为最好的做法是什么？或者当你看到那些正在为更多电动车维修做准备的经销商时，你觉得他们如何才能抓住这个机会呢？

What are you seeing as the best practices when it comes to the actual dealership, you know, equipment, installation, and just give us like a high level thought? Yeah, I think it's the ones that kind of put themselves in the place of they're the expert, right? So this is where training is so essential. And I don't mean just training like a service person to service an EV. I mean, training across the dealership on EVs and like I said, the benefits etc.

你认为在实际的经销商场所，比如设备、安装这些方面，最佳实践是什么？能不能简单分享一下你的想法？嗯，我认为那些将自己置于专家角色的经销商做得最好。所以培训是非常重要的。我不仅指服务人员如何维护电动汽车的培训，我的意思是整个经销商对于电动汽车的全面培训，包括电动汽车的优势等等。

Because people, customers are coming to the dealer physically to learn about EVs. So again, you've got this moment in time where you have a captive audience and that you can make a difference. And one of our studies on the ownership side, 54% said the salesman helped them make the decision. Like they pulled the trigger because of the salesperson.

因为客户会亲自到经销商那里了解电动车。所以，你会有一个难得的时机吸引这些顾客，并产生影响。在我们关于车主的研究中，54%的人表示是销售人员帮助他们做出了决定。也就是说，他们最终购买是因为销售人员的影响。

So it really does come down to, are you eager? Like I mentioned, it's like not confident their OEM strategy is like, you've got to have some, you know, positivity about this and come off. If you don't, why would they buy an EV from you? Right?

所以，最终的问题是，你是否充满热情？就像我提到的，他们对他们的原始设备制造商（OEM）策略并不自信。你必须对这件事情有一些积极的态度。如果你没有热情，他们为什么会向你买电动汽车呢？对吧？

So I think that's a lot, a big part of it is make sure the whole dealership across the board understands, you know, that they're great. Like you're not selling a bad vehicle in any way, right? So why would you, you know, not promote it to the people coming in that have even a slight interest in it? Yeah, I think the tricky part is, where I could see some hesitancy is, is making large investments before seeing a compelling product mix. Right? Look, we all know Tesla's the leader right now and they're not immune either from price cuts, right? They've dropped their prices very significantly, right?

我认为很重要的一点就是确保整个车行都明白他们售卖的车辆是很优秀的。你并没有在卖一辆质量差的车，对吧？所以，为什么不向那些有稍许兴趣的顾客大力推荐呢？我觉得问题的关键在于，一些车行可能会在看到有吸引力的产品组合之前，对进行大笔投资持犹豫态度。我们都知道特斯拉目前是市场领袖，但它们也不能免于降价的压力，它们的价格已经大幅下降了。

So no one's immune for that. But they've clearly proven to have a compelling product mix. And I think if I were to make a large investment, I could have conviction in the future, you know, potential of EV related sales and service, sure. But I also want to have conviction in my automaker and my OEMs, you know, product mix.

所以，没有人能对此免疫。但是他们显然证明了自己拥有一个有吸引力的产品组合。如果我要进行一笔大的投资，我当然可以对电动汽车相关销售和服务的未来潜力充满信心。但是，我也希望对我的汽车制造商和原始设备制造商的产品组合有信心。

And I think you met, I think you hit the nail on the head there. And it's funny when I asked you the question about automakers that are, you know, maybe shifting strategy and doing it right. Where you said, I actually don't view it like that. I view it as like luxury versus mainstream brands. And you're right. That's a really good way to look at it. Now, again, obviously, the luxury brands have an embedded advantage because, you know, those consumers behind those vehicles are, they have more disposable income. And, you know, they can, you know, really buy what they want. Like you said, it's, it's a whole different price point. And so you can create a better product per se.

我觉得你说得很对。搞笑的是，当我问你关于汽车制造商可能在改变策略并且做得很好的问题时，你说其实我不这么看待它。我看它更像是高端品牌和主流品牌的区别。你说得对，这是一个很好的视角。当然，高端品牌确实有天然的优势，因为那些车主有更多的可支配收入。他们真的可以买到自己想要的东西。就像你说的那样，这是一个完全不同的价格水平，所以你可以制造出一个更好的产品。

But nonetheless, I do think that having conviction in that product mix, it's like, man, like, it's like to make such a large investment. I want to know that I actually think this vehicle will sell regardless of where the industry is headed. I think that's a huge pinch point. It's like checking in the egg, man. It is, it is, it is a difficult spot we're in. Because even, and again, I won't, I won't take sides. But let's, let's say a Kia, right? Or a Hyundai that have, you know, multiple EVs in their, in their mix currently, well reviewed cars of the year, all that kind of good stuff. They're discounted too.

但尽管如此，我确实认为，对那个产品组合有信念是很重要的。就像，伙计，做这样大的投资，我想要知道我真的认为这个车辆无论行业走向如何都会卖得出去。我认为这是一个巨大的瓶颈。这就像鸡和蛋的问题，兄弟，真的，我们现在处在一个艰难的境地。因为即使是——再说一次，我不会偏袒任何一方，但让我们以起亚或者现代为例吧，他们目前在售的电动车款式不止一种，并且这些车获得了年度最佳评测等好评。但这些车也有折扣。

So it's not like, you know, the dealer's still having to sell those EVs at a big discount to get them off the lot, even though that brand per se is seen in the, you know, in the press and is being super terrific about EVs. So you're right. Even if you take that example of probably the, the mass market brand with the biggest halo right now, or brands, those two, it's tricky. And then we mentioned, you know, as a joke that on confidence, maybe they're, maybe the dealers are the most confident as Toyota dealers, right? They'd only have the, the one EV out there. But Toyota is just, I mean, they've made a huge investment in battery plants in the US. It's coming. And so, so maybe it's just this idea that like, it doesn't sound great. It's not the way I'd go into it, but it's inevitable, right? It is, you know, you might not want to put the investment, you might, you might go, you know, you might be dragged into it, you might, you know, curse under your breath. But it's going to happen. So, you know, maybe you just start, however you do your budget is like, you know, pushing off a little bit to the side on, onto your green side of the business, right? And, you know, in a smart way that doesn't hurt, you know, today as much as, as, as, you know, making a huge chunk at a time, because it's going to be a long time. This is going to be, you know, the dealers tell us it's, it's, you know, way over 15 years before we hit 50%. That's what they're saying. I'm kind of with them with the way we're seeing things right now. You know, takes three to five years for a new vehicle to hit the market. I'm looking at the pipelines of all the automakers. We're not hitting 50% by 2030. So, I think the dealers have it right. It's going to be a while. So, just like saving up for a rainy day, right? Save up for that EV day. And it's not the best way to look at it, but it's probably the, the, I won't say the smartest, but it's one, it's one avenue to take.

所以，不是说车商要以大折扣卖掉那些电动车，即使那个品牌在新闻上看起来对电动车非常出色和积极。你说得对，即使你拿最大的主流品牌或其他两个品牌举例，也很复杂。还有我们开玩笑说，可能丰田的车商们是最有信心的，因为他们只有一款电动车。但是丰田在美国的电池工厂投资很大，这些都会到来的。 所以也许这就是一种想法，虽然听起来不太好，我不会以这种方式去做，但这是不可避免的。你可能不想投资，但你可能会被迫去做，甚至可能心里抱怨，但这是会发生的。所以，也许你可以开始，在做预算时，稍微为你的环保业务预留一些资金。用一种不会今天就伤害到你的聪明方式，因为这是个长期过程。车商们告诉我们，要超过15年时间才能达到50%的电动车份额。我同意他们的看法，以目前的情况来看，新车型进入市场需要3到5年时间。看各汽车制造商的计划，我们到2030年都达不到50%。所以我认为车商们是对的，这需要时间。就像未雨绸缪一样，为未来的电动车储备资金。这可能不是最好的方式，但也是一个选择。

So, let's transition to just foreign imports. And the one thing that can really derail lots of these conversations, right, which is cheap EVs coming in from overseas, specifically, we've talked a lot about China, the options there, what could happen. BYD has grown a large presence in Mexico, the potential for China to, you know, produce EVs in Mexico and bring them into the US. I mean, there's so much conversation right now happening, you know, in behind the scenes within the dealer community and the car industry in general. What's your overall view of the potential for cheap EVs from China? And yes, of course, we know tariffs, you know, the Biden administration is raising tariffs. So, you know, they're going to be taxed a lot higher, blah, blah, blah. There's a ton move going on. But what's your overall take on this topic? Well, there's two things to take. Number one thing that I take issue with, and this is mostly from media coverage, is that people want to cheap EV. Okay. And what cheap means, and they usually point to a number, which is $25,000. Now, you can get a brand new EV for $25,000 right now. It's called the Nissan Leaf. You know how many Nissan Leafs they sold in quarter one of 2024? I mean, it was just over a thousand. So, I mean, you can go get one. And it's again, terrific vehicle. I used to joke like, you used to have this type of car, we called it the commuter car, right? The car you bought to get you to and from work. The Nissan Leaf has been, and is today, the best commuter car. No one wants a commuter car. It turns out, and they don't want a commuter EV. So, the cheap Chinese EVs that will come might be a little funky you're looking, but they're not going to be an Audi. You know, you're not getting into, I'm not quite sure what people are envisioning this $25,000 Chinese EV to be. Because it's just, it's not going to outpace everyone.

好，让我们转到国外进口的内容。有一个问题可能会导致讨论偏离主题，那就是来自海外的廉价电动车，特别是中国的电动车。我们已经讨论了很多关于中国电动车的选择和可能发生的事情。比亚迪在墨西哥发展的很好，他们可能会在墨西哥生产电动车并将其引入美国。关于这一点，在汽车经销商社区和整个汽车行业内部有很多讨论。那么，你对来自中国的廉价电动车的总体看法是什么？当然，我们知道拜登政府在提高关税，所以这些车的进口税会更高，等等。但你总体怎么看这个问题？ 首先，我要指出媒体报道里的一点问题，人们想要的“廉价电动车”到底是什么。通常他们指的是价格大约在25,000美元的电动车。其实，现在就有一辆全新的电动车大约是这个价钱，那就是日产聆风。你知道2024年第一季度，他们一共卖了多少辆聆风吗？刚刚超过一千辆。所以，你现在就可以去买一辆，这车确实很棒。以前我们有一种车叫“通勤车”，专门用来上下班的。日产聆风一直是，今天也是，最好的通勤车之一。但是，结果发现没人想要一辆通勤车，也没人想要一辆通勤电动车。所以，未来的廉价中国电动车可能看起来有点怪，但它们不会是奥迪那样的豪车。我不确定人们对25,000美元的中国电动车期待是什么，但它不会超越所有其他车。

You know, it might have some flashier things here and there, but I just don't know if that's where the interest is. Now, if you want to talk about China entering the market, this is really intriguing. And people have used a tariffs and it does get political. There's no question the current administration's moves and recently are all political because there are no Chinese EVs, being sold. So, there's, I think, one on the market that even hits any of these regulations in this new way of a tariff. It's the Polestar II, right? So, and BOID and some of these other big Chinese automakers, they've kind of said we're not coming to the US right now. So, that tariff doesn't need to exist today except for a political reason, right? So, and maybe to show to the world, you know, we're putting the brakes on the Chinese.

你知道吗，这里那里可能会有一些更吸引眼球的东西，但我不确定那是不是大家感兴趣的地方。现在，如果你想谈论中国进入市场，这确实很有趣。人们使用了关税，这确实涉及政治。毫无疑问，现任政府最近的一些举动都是出于政治原因，因为目前没有中国的电动汽车在美国销售。所以，我认为市场上只有一款符合这些新关税规则的车型，就是极星二号，对吧？另外，比亚迪和一些其它大型中国汽车制造商已经表示他们暂时不打算进入美国市场。所以，除非是出于政治原因，这种关税今天其实没有必要存在。可能是为了向全世界展示，我们在遏制中国的发展。

So, then you look at China and the rise in EVs, it is not a fair fight. That country is not a capitalist freedomocracy country and they've put a number of levers in place to create that industry, to accelerate that industry. And I mean, you're talking billions of dollars of, or, you know, Chinese currency, billions of just money, they have a lock on the minerals that go into the batteries. I mean, it is just so outrageous how much advantage they have. So, the fact that they're here is planned, they've been planning it.

那么，当你看看中国和电动汽车的崛起，这根本不是一个公平的竞争。中国不是一个资本主义自由民主国家，他们已经实施了许多手段来创建和加速这个产业的发展。我是说，你在谈论的是数十亿美元或中国的上千亿资金，他们还掌握了电池所需的矿物资源。我是说，他们的优势是如此巨大，简直令人难以置信。所以，他们如今取得的成就并非偶然，而是经过精心规划的结果。

And you talk about the idea of forcing EVs on consumers in the United States and push back on that. That's what they do in China. You can't push back on Chinese government when they ask you to buy an EV, right? So, why, you know, there's all these things that happen in China that people don't kind of think of, you know, oh, it's accelerated so quickly and people buy them, buy so many. Yeah, yeah, they do. And it's, and it is a different world.

你提到在美国强制消费者购买电动汽车的想法，并对此提出了反对意见。这正是中国的做法。当中国政府要求你购买电动汽车时，你无法反对，不是吗？所以，为什么……你知道，在中国发生了很多事情，人们没有充分考虑，比如电动汽车普及加速得如此之快，人们买了那么多。对，他们确实买了很多，这的确是一个截然不同的世界。

So, the United States is a very different market. And to say that, you know, again, going back to that great recession, we bailed out the automakers because if we didn't, the impact across the country would have been devastating. You know, 5% of all employment in the country is tied to the automotive industry in this country in some way. And dealers are a big part of that.

所以，美国是一个非常不同的市场。回到那场大衰退的时候，我们救助了汽车制造商，因为如果不救助，全国的影响会非常严重。你知道，全国大约5%的就业与汽车行业有某种关系。而经销商在其中占很大一部分。

Five percent of employment, you said? Yeah. I mean, it's about the same of the GDP, right? So, you know, because there's suppliers. Again, dealers, I mean, think of, you know, all that ancillary stuff going on. So, to think that you wouldn't protect that in some way, because of, and we already bailed them out, I mean, that was why they were bailed out is because it was to protect the economy moving forward, which worked, right? It worked. So, to think that we're not going to protect our own industry against a threat from a country that is not our friend, that's the other part.

你说就业占5%？对啊。我是说，这和GDP的比例差不多，对吧？因为还有供应商啊。再有，经销商，我的意思是，想想那些相关的东西。所以，如果你想不保护这一部分，因为，我们已经救过他们一次了，我的意思是，我们当时救他们就是为了保护经济发展，这已经证明是有效的，对吗？所以，认为我们不会保护自己的产业免受一个不友好国家的威胁，这就是另一个方面。

It's like, everyone's like really happy to get some cheap Chinese EVs. It doesn't make a difference. Like, they're not, they're not our friend, right? So, it's okay to be a little, you know, negative towards them. And I tell you what, if it was a different administration, you know, we have an election coming up, I don't think it's going to be a friendlier administration to China on this topic. So, you know, this isn't, this isn't, you know, a left or right side. This is protecting an industry that is vitally important to the country. And so, I find myself, it's funny when I say these things, this isn't wherever I thought I'd be saying, you know, we should be a protectionist country. But in this instance, it seems like the right move right now. And it's just a different, if you're not in it all the time, and you haven't studied it, and I'm not the biggest student of it, by the way.

就像这样，大家都对能买到便宜的中国电动车感到很高兴。这没什么区别。就比如说，他们不是我们的朋友，对吧？所以，对他们有点负面看法是可以理解的。而且我告诉你，如果换一个政府，你知道选举快到了，我不认为新政府在这个问题上会对中国更友好。所以，你知道，这不是左派或右派的问题。这是保护一个对国家至关重要的产业。所以，我发现自己说这些话时有点搞笑，我从没想过自己会说我们应该成为一个保护主义的国家。但在这种情况下，这似乎是目前正确的做法。如果你不是一直在关注这个问题，而且你还没有深入研究它，顺便说一句，我也不是这方面的专家。

But if you haven't dug a little deeper, it might seem a little strange to have that viewpoint, but it's a valid one. You know, I think something super interesting that I heard are it was, I was actually, I just had a CNBC thing yesterday. And before me was actually Michael Wayland, who's a reporter for CNBC. He's a fan. I was listening to him. Yeah, Michael's great. And I was listening to him. And he said, he was asked, why haven Chinese vehicles made it to the US like historically? Forget electric cars, regular cars, you know, internal question. And I never thought about this, you know, at this level. But he said that one of the largest hurdles was actual manufacturing expertise with engines.

但是如果你没有深入了解的话，你可能会觉得这种观点有点奇怪，但其实是成立的。你知道吗？我最近听到一些非常有趣的内容，是这样的，我昨天刚参加了一个 CNBC 的节目。在我之前出场的是 CNBC 的记者迈克尔·韦兰。他是个很棒的人，我很喜欢听他讲话。他被问到，为什么中国汽车一直没有像常规汽车那样进入美国市场，先不论电动车，考虑的是普通汽车，内燃机汽车。我以前从没从这个角度想过这个问题。但他说，说其中一个最大的障碍就是在发动机制造方面的专业技术不足。

And what happened was this shift to electric, you know, China had already has the battery materials, the manufacturing expertise from tech sectors, right? Because, you know, specifically building phones. And so this was an extremely opportune time for them to get into the vehicle sector, because they don't have to create engines, right? And electric vehicles not have an engine. So I just found that very interesting, because you're right, like, when you go to first principles and you think like, wait, like, why now? Like what changed? What about the last 40 years? Are you why you haven't vehicles come there? And why will they now? Well, that's the big change. And that's what made way for this opportunity in the market.

事情是这样的，随着向电动汽车的转变，中国早就拥有了电池材料和来自科技行业的制造专业知识，特别是制造手机。因此，这对于他们进入汽车行业是一个极其合适的时机，因为电动汽车没有发动机，所以他们不需要制造发动机。我觉得这非常有趣，因为你说得对，当你回到基本原理去思考时，你会想，为什么是现在？过去的40年里发生了什么变化？为什么现在汽车会进入市场？这就是巨大的变化，也是市场机会的来由。

That's 100% accurate. And they're, I mean, they have a, they had a plan. I mean, it wasn't hidden. This was their strategy. They knew that it would take more effort to catch up on gas than to start fresh with EV, whereas a level playing field. And they knew it. And the other thing that is often not talked about, you know, foreign automakers went into China to build cars to sell to the Chinese market, because it was a big market, even though not as many people there can afford vehicles. There's just so many people there. So the, so the US automakers and the other foreign automakers that went in to sell and manufacture cars there, they had to partner with a local company. They weren't allowed to do it alone. So they were sharing their knowledge of manufacturing and technology for well over a decade now. I don't even know how long it's been to get those units sold, right? To make a little more profit. Now, all those companies are being pushed out. Like we don't need you anymore. Everyone knew this was going to happen. They wanted the profit, you know, at the time. So yeah, there's some, there's some problems all across the board of how we got here.

这完全正确。他们，意思是说，他们有一个计划。我是说，这并不是隐藏的。这就是他们的策略。他们知道，在汽油车方面追赶上来需要更多的努力，而在电动车方面则可以在一个公平的起跑线上开始。而且他们知道这一点。 另一个经常被忽略的问题是，外国汽车制造商进入中国是为了在中国市场销售汽车，因为那是一个巨大的市场，尽管并不是很多人能够负担得起汽车，但那里的人口实在太多了。所以，美国的汽车制造商和其他进入中国的外国汽车制造商必须与当地公司合作，他们不被允许单独行动。因此，他们在制造和技术方面的知识已经共享了十多年，甚至更久，以便能够销售那些汽车，从而赚取更多的利润。 现在，所有这些公司都被排挤出来了——中国方面不再需要它们了。大家都知道这会发生，但当时他们为了利润还是选择了这样做。所以，是的，这其中有诸多问题导致了我们今天的局面。

So, you know, when you look back at it, it's like, you know, as the outside observer, you're just kind of baffled. Like, I don't know, how do we get here? And we saw it all happening and it's like, yeah, now we're here. So, so just, I want to wrap it up, give us, first of all, give us the outlook, give us your short term outlook for how, how all this stuff, you know, how this the EV stuff, the man, I mean, how do you think this transpires over here the next six to 12 months?

所以，你知道，当你回顾过去的时候，就像，你知道，作为一个旁观者，你会感到困惑。就想，我不知道，我们是怎么走到这一步的？我们看着这一切发生，现在就这样了。 所以，我想总结一下，首先，给我们展望一下，给我们你对这些事情的短期展望，比如说，电动汽车的情况，你觉得未来六到十二个月会怎么样？

Yeah, one of the, one of the things we got to do is you introduce a new vehicle, you better start selling that vehicle. These timelines of introductions, and it's happened since Tesla and they started it, like showing it for the first time to the time it hits the dealer, just takes years now. And it used to be, you go to an auto show, you see a new car, you would be at the dealer in three to six months. I mean, that's what came out. Was that the dealer in three to six months? I mean, they kept it under wraps. I mean, obviously the same timeline to build the darn thing. But this whole EV thing and trying to be first and look cool against the, you know, for the stock market, whatever.

是啊，我们必须要做的一件事情是，当你引入一款新车时，你最好立刻开始销售这款车。如今，从第一次展示到新车进入经销商手中，这段时间已经需要好几年了，这个趋势是从特斯拉开始的。而以前，你去车展看到一辆新车，三到六个月内就能在经销商那里买到。我是说，那时候车子出来，三到六个月就到经销商那了，他们很保密。当然，建造这车的时间线是一样的。但是，现在整个电动车的情况，以及为了股票市场的表现、看起来很酷，似乎都改变了。

So, so the minds of the consumer, when they see the first, you know, let's take the VW bus, right, the cool looking electric bus that they're coming out with, it's been like five years. I mean, it's been an extremely long time. You know, if you saw it five years ago, your life has changed probably, right? So we got to change that and we've got to get the vehicles out faster. Like we've got to come up like the why is that though? Why do you think that? Because there's nothing on the mark. I mean, the Machi and all these other vehicles are two to three years old. Like you need new product, just like you need a new Tacoma, you need new EVs, like you need new stuff. And they're not the things that are being sold right now are years old in some instances. And there's not enough of the variation of the model. So that needs to happen. We need to get that ID buzz, which I think even though it won't, I mean, it's going to be limited in terms of volume that they can sell. But you need it on the street for people to see it.

所以，消费者的心态是这样的，当他们看到第一个，比如说大众的电动巴士，对吧？那款看起来很酷的电动巴士，他们已经说了大约五年了。等了非常长的时间。如果你在五年前见过它，你的生活可能已经改变了，对吧？所以我们得改变这种情况，我们必须更快地推出新车。比如说，为什么会这样？你觉得为什么？因为市场上没有什么选择。像Mustang Mach-E和其他一些车型已经有两三年了。我们需要新产品，就像你需要新的Tacoma卡车一样，你也需要新的电动汽车，需要新的东西。而目前销售的车辆有很多都是好几年前的了，并且车型的变化也不够多。所以，这方面需要改进。我们得把ID Buzz推向市场，我认为尽管它在销售量上会有限制，但你需要让它出现在街头，让人们能看到。

I think the EV9 is similar where it just stands out. You're like, yes, I can, I can put my family in an EV and those people could did it. I can do it too, right? So you need that stuff on the road to just influence, right? Overall. But we need that product mix. And so the six to 12 months, we better get that stuff happening. And my main issue is I don't see enough, I haven't seen enough in the pipeline to think that a lot of it's going to happen. So we might have the remainder of 2024 being very similar to the first half of 2024 in terms of EV sales. And it's not going to be good and then it's going to slow everything down. And then consumers are going to, the headlines are going to be negative. And it's going to be tough. It is going to be tough. So yeah, that's unfortunately my outlook there on the six to 12 months.

我觉得EV9也是如此，它就是很显眼。你会想，是的，我可以把我的家人放在电动车里，如果那些人能做到，我也能做到，对吧？所以路上需要这种东西来影响大家，对整体情况产生影响。但是我们需要产品的多样化。所以在接下来的6到12个月里，我们最好把这些事情落实到位。我主要的问题是，我还没有看到足够的迹象来认为这些事情会发生。所以2024年下半年可能会和2024年上半年在电动车销量方面差不多。这对市场不利，这会拖慢一切进程。然后消费者会看到负面的新闻，情况会变得艰难。事情会很困难。所以，不幸的是，这是我对未来6到12个月的看法。

Now, it's going to be tough, and it's going to stink and all the words I can't say. But we're going to come out the other side. The next group of vehicles that do come out, that aren't currently in the pipeline, these will be more advanced. They will have ranges where no one worries about a road trip. The infrastructure is going to grow. Obviously, you know, in Illinois with this new, you know, incentive to build infrastructure, there's not going to be, you can't go 50 miles on the highway without charging, right? That's what it'll look like. Just for an example, Illinois said, this is how we're doing it. You can't go 50 miles on the highway without having that accessibility. So in that next two, three, four, five years, that will catch up.

现在，情况会很艰难，会令人不快，还有一些无法表达的感受。但是我们会挺过去。接下来的那批车辆，它们还在开发阶段，这些车将会更加先进。它们的续航能力让你不再为长途旅行担心。基础设施也会因此发展起来。显然，你知道，在伊利诺伊州，有了这个新的激励政策来建设基础设施，你在高速公路上不会跑50英里还找不到充电站，对吧？这就是未来的样子。举个例子，伊利诺伊州表示，我们就是这么做的，你在高速公路上每50英里就能找到充电设施。所以在接下来的两三四五年里，这些问题都会迎刃而解。

The technology will be better in the vehicles. The prices will come down a little bit. That's where we're going to see this adoption start going back up. But yeah, it's going to be a tough year or two. All right, David Thomas, fascinating conversation. Thanks for coming on. This has been really great. If anyone wants to learn more about the studies that you and CDK put together EVs, everything really just discussed. Where can people go to learn more? Yeah, definitely. Thanks for having me, Yossi. They can go to CDK.com slash insights, all our research is there as well as our blogs and other content. So yeah, it'd be great if they checked it out there. Highly, highly recommend it. Like I said, we are avid readers here at CDG. David, thanks for coming on.

技术会在汽车中变得更好，价格会稍微下降一些。到那时，我们会看到这种普及率重新上升。但确实，未来一两年将会很艰难。好了，戴维·托马斯，这是一段引人入胜的对话。感谢你的参与，这真的很棒。如果有人想要了解更多关于你和CDK一起进行的研究，特别是电动汽车方面的内容，应该去哪里寻找更多信息呢？当然，谢谢你邀请我，尤西。大家可以访问CDK网站的 insights 页面，所有的研究成果都在那里，还有我们的博客和其他内容。所以非常欢迎大家去查看。我强烈推荐这网站。正如我所说，我们在CDG这边都是忠实读者。戴维，感谢你的到来。

And I should mention, we'll also link it in the show notes below. So if anyone wants to check it out, you can see the show notes below. Terrific. Thanks, Josie. 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.

我还应该提一下，我们也会在下方的节目说明中提供链接。所以如果有人想查看，可以看下面的节目说明。太好了，谢谢你，Josie。好了，希望你喜欢这一期节目。请给这个播客评分，考虑订阅这个节目，并查看节目说明中的相关链接。谢谢收听，下次再见。