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这个应用通过一张照片就能识别植物。
This app identifies plants from a single photo.
你觉得它上个月赚了多少？
How much do think it made last month?
我不知道，大概一万美元左右？
I don't know, like $10,000 or something?
它赚了一千八百万美元。
It made $18,000,000.
谷歌镜头不是免费就能做到吗？
Doesn't like Google Lens do that for free?
那不重要。
Doesn't matter.
今天，我们要分享三个年入百万美元的识别应用，你绝对想不到，还有三步法教你如何做到同样的事。
Today, we're sharing three identifier apps making $1,000,000 a year that you just would not believe, and the three step playbook for how you can do the same.
这太不可思议了，但你猜怎么着？
That's unbelievable, but guess what?
我其实找到了三个利基B2B企业，每个年收入都超过五千万美元，而且它们都在同一个类别里。
I actually found three niche B2B businesses making over $50,000,000 a year each in exactly the same category.
什么？
What?
所以，正确识别和分析目标对象，真的可以为你的公司节省数百万美元。
So this is where identifying and analyzing the right object can actually save your company millions.
好，那我们开始吧。
Well, let's get into it.
Saba，我想玩个游戏。
Saba, I wanna play a game.
什么游戏，Charlie？
What's the game, Charlie?
这个游戏叫“猜收入”。
It's called Guess the Revenue.
我已经喜欢上这个游戏了。
I love this game already.
第一个，Stone ID。
First one, Stone ID.
这是一个识别岩石的应用。
It is a rock identifier app.
所以你只要拍一张岩石的照片，它就能告诉你这是什么？
So you just scan a you take a photo of a rock and tells you what it is?
没错。
Exactly.
我不知道，大概每月两万美元吧。
I don't know, like $20,000 a month.
它每年大约赚六百万？
It makes about 6,000,000 a year?
你还好吧。
You're okay.
不。
No.
你的ID有问题。
There's a problem with your ID.
这是来自Sensor Tower的数据。
This is from Sensor Tower.
Sensor Tower是一个信誉良好的应用商店数据分析工具，你应该知道。
Sensor Tower is a reputable app store data analysis tool, I know you know.
它也非常准确。
It's also very correct.
比如我看我们应用在它上面的数据时，几乎完全一致。
Like when I look at the data of our apps on it, it's pretty much bang on.
下一个应用叫Coin Snap。
So the next one is called coin snap.
好的。
Okay.
从名字就能猜到，这是一个硬币识别应用。
So it's a coin identifier if you can guess from the title.
好的。
Okay.
所以你给硬币拍张照，它就会告诉你这是什么硬币。
So you take photos of a coin, it tells you what coin it is.
好的。
Okay.
那它比岩石那个应用还火吗？
So is that bigger than rocks?
我觉得
I would
稍微低一点。
A little lower.
有意思，因为我本来觉得对硬币感兴趣的人比岩石多，但显然我错了。
Interesting because I would actually say that there's more people that are interesting coins than rocks, but I'm clearly wrong.
嗯，地质学很酷嘛。
Well, geology rocks so
好的。
Okay.
那么，好的。
So Okay.
比如说，那样的话，每月一百美元。
Like, in that case like $100 a month.
对。
Yeah.
一年大约四百八十万。
It's about 4,800,000 a year.
所以比那更多。
So more than that.
所以每月大约三千四百美元。
So it's like $3,400 a month.
是的。
Yeah.
第三个你已经知道了，就是那个植物识别应用，在iOS上每月赚1400万美元，安卓那边是18。
And the third one you already know which is the plant identify app which makes $14,000,000 a month on iOS with Android as 18.
植物识别应用？好吧。
How a plant okay.
我能理解识别植物比识别硬币和石头更有趣，但这也差得太多了吧。
I can fathom that plants identifying plants is more interesting than coins and rocks, but that is orders of magnitude more.
我知道。
I know.
确实疯狂，对吧？
It's crazy, isn't it?
植物应用好像有很多这样的，对吧？
Plants seems to be there were so many of these, right?
但我发现植物识别是最大的一个，而且这个产品用起来真的很酷。
But plants I'm finding is the biggest one and they're real it's really cool to actually use this product.
这些基本上就是现实版的宝可梦图鉴，不是吗？
These are like real life pokedexes basically, aren't
对吧？
they?
是的。
Yeah.
所以我当时在浏览这些，我在做入门引导，我就想，这里的主要教训是什么？
So I was going through these, I was doing the onboarding, I was like, what are the main lessons from this?
对吧？
Right?
我觉得第一个教训是关于如何找到正确的想法。
And I think the first one is on how to find the right idea.
这些人，我不认为他们当初是猜到了人们会想做这个。
So these people, I don't believe they guessed that people wanted to do this.
你可以去追求一个小众市场，也可以去追求一个用户众多的大市场，付出的努力是一样的。
You can go after it's just as much effort to go after a tiny niche as a big one with lots of users.
对。
Yep.
所以如果你在谷歌上用Ahrefs、数据SEO之类的工具做关键词搜索，
So if you look on a keyword search on Google using Ahrefs, data SEO, whatever you wanna use.
植物识别应用是识别类应用里搜索量最大的之一。
Plant identifier app is one of the biggest searches around identifier basically, an identifier app.
那为什么不从植物入手呢？
So why not go after plants?
但还有很多其他的，比如岩石、硬币、鸟类。
But there's a bunch more, there's there's rocks, there's coins, there's birds.
人们有各种爱好，去发现、收集、照料这些东西。
There's all these things where people have hobbies to go and, you know, look for things, collect things, look after things.
我觉得鸟类识别那个真的很酷，因为它实际上是通过音频来识别的。
I I find like the bird one really cool because it actually does it via audio.
它听鸟的声音，然后根据声音来识别。
It listens to the sound of the bird and then identifies it based on that.
对。
Yeah.
它肯定也能通过视觉识别。
It must also do it visually.
对吧？
Right?
两种方式都可以。
You can do either.
你大概可以拍张照片。
You probably could you probably could take a photo.
有意思。
Interesting.
音频识别很有意思。
Audio is very interesting.
但比如植物识别应用，每月在谷歌上有18000次搜索。
But plant identify app for example was 18,000 Google searches per month.
你还可以去Sensor Tower上看，基本上就能看到人们在搜什么，比如植物识别，然后你只要输入“识别”这个词，它就会给你列出包含这个关键词的应用，以及它们赚多少钱、是什么应用。
And you can also go on sense out and look, you can just basically look at what people are searching for like plant identifier, then you can just type if you just type like the word identifier into sensor tower, it's just gonna give you a list of apps that contain that keyword and how much money they make and what they are Mhmm.
还有他们获得了多少下载量。
And how many downloads they get.
这比凭空想一个点子，然后去问十个人“你会用这个吗”要靠谱得多。
And this is just a better way to find ideas than like having an idea than like trying to mom test with 10 people asking them, would you use this?
他们可能会说“也许吧，当然”。
They're like, maybe, sure.
你知道，这种方法不好，但太多人这么干了。
You know, it's a bad way to do this and too many people do it.
所以这些人不是在瞎猜。
So these people are not guessing.
他们是在看人们真正在搜索和使用什么。
They're like, what are people actually actively searching for and using?
我觉得这是一个好的开始。
And this is a good way to start, I think.
对。
Yeah.
其实我也有一个可能挺有意思的方法。
I actually have a I think potentially interesting way to do it as well.
对。
Yep.
我偶然发现了这个植物识别应用，因为它的广告打得太猛了。
So I came across this plant identifier apps just because I was being advertised quite aggressively.
嗯。
Mhmm.
所以我觉得他们找到了一个对很多人来说都挺有意思的点。
And so I think they found something that's like interesting for a lot a large group of people.
嗯。
Mhmm.
很多这类识别应用感觉都是围绕兴趣爱好来做的。
A lot of these identifier apps feel like they're based around hobbies.
嗯。
Mhmm.
对吧？
Right?
比如园艺，我喜欢植物。
So like gardening, I like plants.
嗯。
Mhmm.
硬币，喜欢硬币的人叫什么？
Coins, what's the name of someone who likes coins?
硬币收藏家。
Coin collector.
好的。
Okay.
硬币学家。
Coinologist.
喜欢石头的人叫什么？
What's the people that like rocks?
喜欢石头的人叫什么？
What's the name of people that like rocks?
传奇人物。
Legends.
吉米·亨德里克斯。
Jimi Hendrix.
硬汉。
Chads.
硬汉。
Chads.
所以，其实在这之前，我觉得挺有意思的是，世界上最大的爱好是什么？
So so I I actually like interesting enough before this, it was just like, what are the most like the biggest hobbies in the world?
不用查，最流行的是什么？
What is the most without looking.
世界上最流行的爱好是什么？
What is the most popular hobby in the world?
爬树。
Climbing trees.
不对。
Wrong.
烹饪和烘焙。
Cooking and baking.
下一个。
Next.
这个蛋蛋应用是什么？
What is this egg app?
对。
Yes.
嗯，我觉得像是识别食物、食谱之类的东西。
Well, I think like identifying identifying foods, recipes, stuff like that.
是的。
Yeah.
我觉得那有点像卡路里计算类的应用，比如那种，对。
I guess that's kind of like the calorie counting ones for example, which are kind of in this Yeah.
领域。
Sphere.
那是什么？
What's that?
好的。
Okay.
下一个。
Next one.
下一个。
Next one.
接下来最流行的爱好是什么，仅次于
What is the next most popular hobby after
狗。
Dog.
养狗吗？
Owning a dog?
不对。
Wrong.
读书。
Reading books.
哦，好的。
Oh, okay.
书籍识别器。
Book identifier.
不错。
Nice.
所以，从封面判断一本书。
So judge a book by this cover.
下一个。
Next one.
接下来是什么？
What's next?
继续引用。
Keep quoting.
游戏。
Gaming.
对。
Yeah.
游戏。
Gaming.
很大。
Huge.
对。
Yeah.
对。
Yeah.
巨大。
Massive.
巨大。
Massive.
我不知道，就像杂志，你懂的，像战锤照片识别器。
I don't know like magazine like, you know, like Warhammer photo identifier.
比如漫画书就有这样的。
There's there's one on like comic books for example.
漫画书。
Comic book.
对。
So yeah.
这完全说得通。
It makes total sense.
很受欢迎的东西。
Something popular.
宝可梦卡牌。
Pokemon card.
卡牌。
Card.
卡牌。
Card.
你知道吗。
You know.
我发现了一个重要的关键词。
There was a big keyword I found.
就是“这是什么电影？”
It's what is this movie?
对。
Yeah.
你知道吗？
You know?
就像Shazam，但它是用来识别电影的。
It's like Shazam but for films.
没错。
Exactly.
对。
Yeah.
而Shazam是最早的识别应用。
And Shazam is the o g original identifying app.
对。
Yeah.
这大概有20年历史了。
This is like 20 years old.
不过话说回来，这确实是个好方法。
But anyway, yes, this is a good way to do it.
户外和自然活动。
Outdoor and nature activities.
那可能有点像植物识别之类的。
That's kind of like maybe a plants fit in.
对。
Yeah.
确实和植物沾边。
Definitely plant adjacent.
宠物护理和动物相关的东西。
Pet care and animal stuff.
狗识别器和动物识别器。
Dog identifier and animal identifier.
这里面可能有点门道。
There's probably something in that.
品种识别，旅行和观光。
Breed identifier, travel and sightseeing.
嗯。
Mhmm.
历史识别、建筑识别，我不知道。
History identify, building identify, I don't know.
我在哪里？
Where am I?
那叫谷歌地图。
It's called Google Maps.
哦，对。
Oh, yeah.
对。
Yeah.
艺术、手工艺和DIY。
Arts, craft and DIY.
不。
Nah.
对。
Yeah.
那个画作鉴定功能？
That painting collection identification?
也许就像，我刚花了一百万美元买的这幅画是假的吗？
Maybe like, is this painting fake that I just bought for a million dollars?
对。
Yeah.
对。
Yeah.
然后最后一个就是园艺，有24%的人喜欢。
And then like and then like the last one's gardening, popular with 24% of people.
太喜欢了。
Love that.
对。
Yeah.
总之，这就是我找灵感的方式，不过就这样吧。
Anyway, so that's how I would look at finding the ideas but Yeah.
把这些和额外的流量之类的结合起来。
A combination of that with the additional traffic and stuff like that.
对。
Yeah.
而且你还可以在这方面发挥创意。
And you can get creative with this as well.
我觉得你也可以很有创意，比如人们用这些术语的不同方式。
I think you can also be quite creative like different ways people use this terminology.
基本上，我觉得我只是在找“什么是”这些关键词，然后它显示了所有“什么是”的组合，里面有很多有趣的东西。
Basically, I felt I was just looking for what is this keywords and it showed all the combinations of what is and there's just like loads of interesting things in there.
另一个是，我觉得如果你这样做，用不同的语言和国家，他们显然不会用英语搜索。
Another is like, I think if you did this, so in different languages and countries, they're obviously gonna be searching not in English.
对吧？
Right?
所以可能有人在其他国家或某些细分领域这样做，会做得很好，比如如果你会说法语、西班牙语或日语之类的。
So there probably is some doing this in other countries or for certain niches which would do well, like if you speak, you know, French or, you know, Spanish or Japanese or something.
我发现最有趣的是，人们以为只要拍张照片，它就会告诉你那是什么。
I found they all did that was super interesting is people think it's just snap a picture and it tells you what it is.
那真是大错特错。
That's so wrong.
这些产品远不止如此，有免费版和付费版，但人们是因为拍照识别功能而来，却因为那些重复使用的场景而留下，这些场景正是爱好者们想做的，而且他们会集中在那些可重复的事情上。
There's so much more to these products and there's a free plan and a paid plan, but they're like come for the image, the snap, stay for the repeatable use cases of what these hobbyists want to do and they converge on repeatable things.
所以，为拍照而来，为爱好而留。
So come for the picture, stay for the hobby.
不只是像识别植物这样的一次性功能，而是在识别植物之后，还能诊断出问题所在。
Not just a one time thing, like identify the plant, but also once you've identified the plant, diagnose what's wrong.
比如，如果它枯萎了，这植物需要浇水吗？
Like if it's done, what does this plant need watering?
它有没有长螨虫？
Does it have like mites?
对，这就是重复使用的部分。
Like So that's the repeat usage element.
你已经识别出了这种植物。
You've identified the plant.
对。
Yeah.
我该怎么处理它？
How do I fix it?
以及我该如何照料它？
And how do I look after that?
他们考虑得很全面，比如那些关心植物到愿意拍照的人，他们不只是去户外探索。
They thought holistically, like, the kind of people who care enough about plants to be taking photos, they're not just outdoors, exploring.
他们会在家里拍照，或者在花园里拍照之类的。
They're in their house taking photos or they're in a guard their garden or something like that.
他们想要知道如何让植物存活，而这款应用能帮助诊断问题，建议下一步怎么做，以及如何照料。
And they're like, they wanna know they wanna keep the plant alive and they can help diagnose what's wrong, suggest what to do next, look after it.
还有很好的浇水提醒功能。
This was great watering notifications.
它们会提醒你浇水，是的。
They get reminders to water their plants Yeah.
真聪明。
Really smart.
浇多少水。
How much.
还有探索功能，比如哪些植物有毒，这种植物能不能碰。
Also for exploring like what plants are toxic, like is this plant safe to like touch
或者像，我能吃这个红浆果吗？
or like Can I the red berry?
我能吃这个
Can I eat this
浆果吗？
berry?
蘑菇识别器。
Mushroom mushroom identifier.
我猜也是。
I bet yeah.
对。
Yeah.
我猜这确实有一些很好的关键词。
I bet there's actually some great keywords for this.
其他的也是同样的道理。
And this is the same with the others as well.
比如你看那个岩石的，就是帮你整理你的石头收藏，或者你在野外找到的石头。
So if you look at the the rock one, for example, it's about creating a collection of your rocks or the rocks that you found in the wild.
它们有社区功能，你可以和其他对岩石和植物感兴趣的人交流。
They have community features, so you can talk to other people who are enthusiasts about rocks and plants.
明白。
Mhmm.
它还能帮你估价。
It helps you, valuations.
所以对于硬币来说，它们有不同的价值和稀有度，它可以估算价值。
So for coins, like they have different values and rarities and it can estimate the value.
而且估算某物的价值其实是另一个完整的用例。
And also estimating the value of something is actually another whole use case.
所以人们拍下某物的照片，然后问：我能在别处买到更便宜的吗？或者这东西值多少钱？
So people take a picture of something and say, can I get this cheaper elsewhere or what is this worth?
这些都是很棒的主意。
These are all brilliant things to do.
就像人们看到某物时，心里会问什么问题？
Just like what are the questions people ask in their head when they're looking at something?
用应用和拍照来回答这个问题，基本上就是这样。
Answer that with the app and taking the photo basically.
你知道
You know
你知道吗？
you know what?
这真的让我想起有一整类关于识别的书。
This this really reminds me of there's actually a whole class of books on identification.
比如有像英国哺乳动物、海鸥、稀有植物之类的。对。
There's like spy like British mammals, seagulls, rare plants Mhmm.
英国蜘蛛、城市植物。对。
British spiders, urban plants Mhmm.
真菌。
Fungi.
对吧？
Right?
比如《柯林斯鸟类指南》。
Like collings bird guide.
对。
Mhmm.
《柯林斯鸟类指南》有18004.5星评价。
The collings bird guide has 18,004 and a half star reviews.
真的吗？
Really?
很多人都想
A lot of people wanna
对。
Yeah.
看看这些东西。
Look at this stuff.
所以这不只是识别，还有像目录一样的元素。
So it's not just identification, there's like a catalog element to it as well.
对吧？
Right?
对。
Yeah.
完全同意。
Absolutely.
所以我想谈谈我在他们如何发展这些东西时发现的一些常见模式。
And so I wanna talk a little bit about the kind of common patterns I'm finding on how they grow these things.
嗯。
Mhmm.
因为并不是说，哦，是的，有些人在做冷邮件，有些人在做SEO，有些人基本上每次都在做类似的事情，我觉得这真的很有趣。
Because it's not like, oh, yeah, some of them are doing cold email, some of them are doing SEO, some of like they basically all doing similar things every time and I think it's really interesting.
所以你在App Store里看到的第一件事就是他们的App Store优化非常出色，很容易在App Store里被找到。
So the first thing you just see in the App Store is like their App Store optimization is brilliant to be found in the App Store.
对吧？
Right?
他们在标题中使用了每个人搜索最多的确切关键词，而不仅仅是品牌名称。
They use the exact keywords everyone searching for the most in the title, not just the brand name.
嗯。
Mhmm.
图标让你一眼就知道它是什么。
The icon is you instantly get what it is.
就像一个植物图标，周围环绕着某种图片图标。
It's kind of like a plant icon with like a kind of picture icon around it.
就是非常简单明了。
It's just dead simple.
你基本上立刻就能知道它是什么，在那种情境下。
You know what it is basically immediately the context of being
就像相机取景器的概念。
the idea of like a camera's viewfinder.
对。
Yeah.
就像那个外圈，中间是植物。
It's like that that bit that goes around the outside with the with the plant in the middle.
没错。
Exactly.
就是非常简单明了。
It's just dead simple.
所以，查理，你是说如果我想做一个蘑菇识别的应用，嗯。
So so, Charlie, you're telling me that if I wanna make an app for mushroom identification Mhmm.
那我该给它起什么名字呢？
What should I call the app?
我会叫它，你得在名字里带上“蘑菇识别”这些关键词。
I would call it you need to have the keywords mushroom identifier in there somewhere.
但至于具体叫什么，你可以直接叫它，比如……
But in terms of what you call it, you can just call it like
你知道吗，我会叫它……
You know, I would call it.
你叫它什么？
What do you call it?
我会叫它……
Would call
真菌。
it Fungus.
不。
No.
我会叫它蘑菇识别器。
I I would I would call it mushroom identifier.
对。
Yep.
如果我要做一个交易卡识别应用，我会叫它……
And if I was gonna do a trading card identification app, you know, I'd call it.
交易卡识别器。
Trading card identifier.
是的。
Yeah.
我们是不是应该……
Should we
所以关键在于，他们里面有关键词，但也有品牌名，我觉得这是因为他们可以注册商标。
So the thing is they have these keywords in there but they also have they also have a brand name and I think it's because they can trademark that.
但是你不能只把“植物识别器”注册成商标。
But you can't trademark just plant identifier.
最大的植物识别器叫什么？
What's the biggest plant identifier called?
它叫“拍下这个”。
It's called picture this though.
好的。
Okay.
但它后面还有“植物识别器”这个词。
But then it's then it has the word plant identifier.
好的。
Okay.
到处都是。
Everywhere.
所以就是品牌名加植物识别器。
So brand name dash plant identifier.
所以我会，是的。
So I would actually Yes.
叫它，我会叫我的蘑菇识别器。
Call it I would call my mushroom identifier
比如叫“蘑菇菌”。
Like Shroomy.
蘑菇菌或者有趣，是的。
Shroomy or fun Yes.
关键。
Key.
有趣的家伙们。
Fun guys.
天哪。
Jesus Christ.
我们刚刚把播客给切了。
We just cut the podcast.
我们结束了。
We're done.
真菌
Fungus
是的。
Yes.
破折号。
Dash.
对。
Yeah.
蘑菇识别器。
Mushroom identifier.
对。
Yeah.
确实，完全正确。
Literally, exactly.
这正是你应该做的，而且里面有很多好看的图片和功能。
That's exactly what you should do and like great images and throughout anyway, and all the features in there.
但接下来他们为了增长所做的，就是一旦你过了那个阶段，他们的引导方式非常吸引人。
But the next thing that they all do to grow is, once you're past there, the way they do onboarding is fascinating.
所以我试了岩石识别器、植物识别器、硬币识别器。
So I did the the rock identifier, the plant identifier, the coin identifier.
顺便说一句，它们都是同一家公司做的，这本身就很有趣，而且它们的引导流程基本相同。
They are made by the same company by the way, which is in itself interesting and they basically have the same onboarding.
有些公司在引导时，会尽快让用户进入应用，尽快开始使用。
So some people when they're onboarding like, just get people in the app quickly, get them using it quickly.
但这些公司恰恰相反。
These guys do the opposite.
你安装这个应用后，整整一分钟内基本上什么都做不了。
You basically can't do anything for a whole minute after you install this app.
它就是在展示给你看，而且看起来也很漂亮。
So it is showing you and it also looks beautiful.
展开剩余字幕（还有 340 条）
它就像在展示所有不同的功能，给你看引语、五星评价、社会证明、本地化的内容。
It's like it's showing you all the different features, it's showing you quotes, the five star reviews, social proof, localized stuff.
有趣的是，有些地方就像石头在跟你说话，石头说“做那个”。
It's funny, like some of it is like the rock is talking to you like rock says do that.
而且他们，我还没见过多少应用这样做，但他们用了很多。
Like they also I haven't really seen many apps do this before, but they use a lot.
他们用声音，比如音乐。
They use sound like music.
他们还用触觉反馈，在某些点会震动。
They just also Haptic play feedback, it like vibrates at certain points.
这真的是一种感觉，非常直观的互动。
And it's just really a feel it's very visceral like interact.
他们试图吸引你的注意力。
They're trying to keep your attention.
所以他们让你做这个大约一分钟，保持你的注意力，然后他们都做同样的事情。
And so they they make you do this for like a whole minute, keep your attention, then they all do exactly the same thing.
那是什么，萨巴？
And what was that, Saba?
让你付钱。
Make you pay money.
对。
Yes.
他们用很硬的付费墙来拦截你，而且这个付费墙跟我平时看到的不太一样。我平时不太下载这种应用，所以感觉特别不一样。
They hit you with a hard paywall and it's one it's just the one that you don't I don't normally, you know, I don't often downloading a lot of apps like this and it's just very different at the pricing table I'm used to seeing.
首先，他们基本上把免费计划藏起来了。
So first of all, they basically hide that there's a free plan.
在右上角有一个小退出按钮，让你以为要退出应用，但实际上只是退出这个付费页面，然后使用免费版。
There's in the top corner, there's a little like quit button, which makes you think you're gonna exit the app, but actually it's just like quit this payroll screen and use the free version.
嗯。
Mhmm.
但整个界面很难找到免费入口，不过它是免费七天，然后三十四美元。
But the whole it's very hard to even find it, but it's it's free for seven days then thirty four.
所以他们不说免费试用，而是说免费七天，然后每年35英镑，或者你每月付1英镑，这我也觉得很奇怪，但显然这招管用。
So they don't say free trial, they're like free for seven days then £35 per year or you pay £1 for a month, which again I found bizarre, but apparently this works.
而且如果你想在试用期结束前收到通知，你必须选择接收应用的推送通知。
And if you want them to send you a notification before your trial ends, you have to opt in to know push notifications notifications from the app.
我就觉得，这简直是邪恶的天才，我敢打赌这转化率高得惊人，看看他们这些应用的收入就知道了。
That's And I'm like, this is like, you know, this is just evil genius for them and I'm willing to bet this converts like crazy given their revenue for all of these apps.
所以，说实话，如果你对消费类应用感兴趣，我会注意这些应用是怎么做的，因为这真的非常吸引人。
So I would have honestly, if you're interested in consumer apps, I would pay attention to how these apps are doing it because it's absolutely fascinating.
然后一旦你付了钱，它会给你带来前所未有的多巴胺冲击。
And then once you pay, it hits you with the biggest dopamine rush ever.
当你付钱的时候。
When you pay.
付完钱或者基本上注册试用后，它会让你超级投入，然后立刻让你开始使用应用，比如拍照，如果你没有照片，它就会显示一张之前做好的，然后你就慢慢熟悉这个过程。
After pay or after you sign up basically for the trial, it hits you with all it's super engaging and then it's instantly getting you into use the app to like, you know, to take a photo now or if you haven't got one, it will just like show you one it's made earlier and you and you just go through the process of getting used to it.
总之，它们都做同样的事情，我觉得这肯定很有效。
And anyway, they all do the same thing and I think it must work pretty well.
所以我觉得这个类别有趣的一点是，你下载应用的时候可能并不在植物旁边。
So I think one of the interesting things about this category is like you might not be next to the plant when you download the app.
对。
Yeah.
确实。
Absolutely.
因此，你必须让人们非常兴奋，觉得这有很好的社会证明，好的引导流程，然后他们才会说，好吧，我试试。
Therefore, you have to get people really excited that this is great social proof social proof, good good good onboarding onboarding onboarding and then be like, okay, yeah, I'll try it.
对。
Yeah.
对。
Yeah.
没错。
Exactly.
你知道，他们就像，好吧，我们怎么在人们面前没有植物的时候也吸引住他们呢？对。
You know, they're like, okay, how do we get hook people even when they don't have one right in front of them Yeah.
基本上就是尽快让他们回到应用里。
Basically and just get them back in the app as soon as possible.
如果你开启了推送通知，他们就会把你拉回来。
And if you've selected push notifications, they're gonna be getting you back in there.
他们不会轻易放过你，
They're not gonna be easy off
不会让你忘记他们告诉你的。
of what they tell you.
对。
No.
是的。
Yeah.
所以接下来，这在消费类应用里很常见，但基本上所有这些应用的增长方式都是通过短视频。
And so the next thing, so this is well known in consumer apps, but the way basically all of these apps tend to grow is through short form video.
要么是应用创作者制作，要么是网红也制作视频。
So either the app creator making it or influencers making videos as well.
所以他们通常会找那些在他们领域或者相近领域已经表现不错的格式，或者就是那些正在流行的梗，然后他们就跟风，这样效果往往不错，他们就把这些混在一起试试看哪个有效。
So what they tend to do, they find formats which are already doing well in their niche or other adjacent niches or that are just going memes that are going viral and they jump on a trend that tends that can work quite well, and they just remix a bunch of these and they see what works.
当他们发现某个内容表现特别好，获得很多浏览量、很多评论或者转化率很高，他们就会在后面投广告，然后放大它。或者如果他们找到了某个特别有效的网红和格式，他们就会加倍投入，三倍投入，一直做下去，直到彻底爆发。
And when they find something that does super well, gets a lot of, views, gets a lot of comments or conversion, they tend to put ads behind it and just scale it or if they find the particular influencer and format that works, they just double down, triple down, keep going and going and going until they explode basically.
对。
Yeah.
这些就是所有这类应用似乎都具备的主要特点：应用优化、用户引导、视频。
These are the kind of main things that all of these apps seem to have the apps optimization, the onboarding, the video.
对。
Yeah.
这里有几个有趣的点，比如SEO并不是他们增长的方式。
So few interesting things there, like SEO is not how they grow.
我觉得就像你说的，是付费广告，对吧？
I think it's, as you said, it's paid ads, right?
还有网红。
And it's influencers.
对。
Yeah.
对。
Yeah.
对。
Yeah.
所以我觉得有意思的是，SEO，你说得对。
So I think as it was interesting so SEO, you're right.
SEO不是他们增长的方式，但它是他们优化应用商店列表的方式。
SEO is not how they grow, but it is how how they optimize for like their app store listing.
因为他们会考虑人们实际在搜索或输入什么。
Because they're like, they factor in like what people are actually looking for or typing in
嗯。
Mhmm.
然后他们确保自己出现在那里。
And they just make sure they show up there.
但是，是的，在那之后他们并不是靠这个增长的，但一开始他们确实了解人们在寻找什么。
But yeah, it's not how they like grow after that, but it's how they kind of start is with I think they do have an understanding of what people are looking for in the beginning.
嗯。
Mhmm.
但是，是的，从那时起，就完全是其他东西了。
But yeah, from there, it's very much all the other stuff.
对。
Yeah.
对。
Yeah.
对。
Yeah.
好的。
Alright.
所以我们选一个热门领域。
So we've got pick a popular niche.
对吧？
Right?
所以植物、硬币，我们试了好几个。
So plants, coins, we went for a bunch of them.
嗯。
Mhmm.
第二点，就是命名规则，要弄对。
Number two, it's like the naming convention, get that correct.
嗯。
Mhmm.
第三点，就是引导流程，要让用户尽快遇到付费墙。嗯。
Number three, it's like that onboarding sequence, get the user to hard paywall Mhmm.
但你不能直接硬性收费，你得先让他们看到一些价值，让他们知道接下来会得到什么。
But you can't just hard paywall them, you have to show them some value of what they're about to
得到。
get.
对。
Mhmm.
好的。
Okay.
嗯。
Mhmm.
接下来呢？
What next?
然后基本上他们有了功能，这些功能就是吸引人们持续使用的点，特别是如果你是爱好者的话。
Then after they have features basically, which are just, you know, hooks that people wanna keep using, especially if you're an enthusiast.
然后最终他们用视频来扩大规模。
Then eventually they scale it with video basically.
所以短视频，他们会找到适合自己领域或类似领域的格式。
So short form video, they find formats that work in their niche or like similar niches.
他们尝试不同的格式、不同的标题、不同类型的影响者，基本上就是通过实验来找出什么有效。
They try different formats, they try different titles, they try different types of influences and figure out what you're basically just experiments to figure out what works.
最终，那些做得好的，他们往往会找到某个方向，然后全力投入。
And eventually, they tend the ones that are really good, they tend to find something eventually and they just triple down on it.
继续做类似的视频，同时投放广告来推广，基本上就是把视频内容做成广告，因为他们知道这些内容很吸引人。
More videos like that, also putting ad spend behind it to promote them more basically, making ads based on the content in these videos because they know it's engaging.
而且据说效果最好的并不是那种高端精致、剪辑精良的视频，而是看起来非常自然的。
And supposedly what's working really well is not really like high end fancy well edited videos, but stuff that looks very organic.
你看到了吧，对。
Did you see yeah.
就像一张文字对话的截图，嗯。
It's like a screenshot of a text conversation Mhmm.
或者就是一个人对着麦克风正常说话，你知道的。
Or it's like a person talking into a mic just like normally, you know.
这种内容似乎效果好很多，对。
This stuff seems to be doing a lot better Yeah.
据说。
Supposedly.
对。
Yeah.
对。
Yeah.
非常有意思。
Super interesting.
所以你之前稍微提到过这个控股集团。
So you've mentioned a little bit on this holding group.
我找到了。
I found it.
其实是一家中国公司在做所有这些，它叫Glority Group LLC，就是G-L-O-R-I-T-Y。
It's actually a Chinese company making all of this and the the it's called Glority Group LLC, l l t t.
我以为我找到了一个名字不一样的，但有好几个这样的公司。
I think I thought I found one called something different but there's few of these.
我找到了一个叫Next Vision的，但我觉得有好几个这样的工作室在做一堆这种视频。
I found one called Next Vision, but I think there's a few of these studios that are making a bunch of them.
有意思。
Interesting.
事情变得复杂了。
The plot thickens.
嗯。
Mhmm.
但这个也有植物识别功能。
But this this one who also has a plant identifier.
我想这就是品牌的作用，因为如果你叫它植物识别器，对。
I suppose this is where brand comes in because if you if you call it plant identifier Yeah.
就像有很多竞争对手，这个类别竞争挺激烈的。
Like there's like quite a lot of comp there's there's quite some competition category.
你不能注册商标，对，基本上就是一场噩梦。
You can't trademark it like, yeah, it's a nightmare basically.
人们就是抄袭你。
People just copy you.
对。
Yeah.
对。
Yeah.
非常非常有意思。
Super super interesting.
好的。
Alright.
嗯，就像那个剧本，但查理，嗯。
Well, like that playbook but Charlie Mhmm.
我之前说过，我其实对高流失率的产品，我就是不太喜欢
As I said before, I actually I find high churn products, I just don't love
它们。
them.
嗯。
Mhmm.
我就是觉得，高流失率的生意真的很难做，因为你说的那种生意模式，嗯。
I just think it's really hard to build a business of high churn because effectively the business that you're talking about building which Mhmm.
不过别误会，这些公司确实做得很好。
Get don't get me wrong, these companies are killing it.
嗯。
Mhmm.
对吧？
Right?
问题在于，你基本上是在设一个收费站，然后优化这个收费站。
The problem is you are basically making a toll booth and you are optimizing the toll booth.
你在优化你的营销支出。
You're optimizing your marketing spend.
你在优化你的用户引导，所以才有那个一分钟引导加硬性付费墙，然后你还在优化LTV，对吧？
You're optimizing your onboarding, hence the one minute onboarding with hard paywall and you're optimizing LTV, right?
那其实有点像在跑步机上跑，停不下来。
And that just is a bit of a treadmill business.
对。
Yeah.
你基本上是在向大量的人推销，然后从每个人身上赚取少量的利润。
You need to you're basically marketing to a very large number of people and you're getting a small number amount profit Mhmm.
从每个人身上。
From each one.
而你说的则是，怎样才能从少数人身上赚取大笔利润，而企业基本上就是这样。
Whereas what you're saying is like, how can you just make a large amount from some a small amount and businesses basically.
对。
Yeah.
嗯，我不知道我有没有告诉过你，上周我遇到了马修·普莱斯，他是Cloudflare的首席执行官兼联合创始人。
Well, I don't know if I told you this actually, but last week I met Matthew Price who is the CEO and co founder of Cloudflare.
哦，是吗。
Oh, yeah.
不错。
Nice.
对。
Yeah.
然后他给了我一个建议。
And he gave me one piece of advice.
他说，Saba。
He was like Saba.
是关于熔岩灯的。
It was about the lava lamps.
他说，Saba。
He was like, Saba.
他说，你的生意很酷，也很有吸引力。
It's like, you got a really cool business and it's like really sexy.
他说，你生意里不吸引人的部分是什么？
He was like, what's the unsexy version of your business?
我一直在想这个问题，我在考虑这个类别。
And I kind of been thinking about that and I'm thinking about this category.
那植物识别器的不性感版本是什么？
What is the plant what is the unsexy version of the plant identifier?
我找到了三家公司，它们用非常相似的技术在做一些非常有趣的事情。
And I found three companies doing really interesting things with very, very similar technology.
对。
Mhmm.
好的。
Okay.
第一家是一家位于伦敦的公司，好像叫Tractable。
The first one is a company, I believe based in London called Tractable.
对。
Mhmm.
基本上，它是一家计算机视觉公司，可以分析图像并找出其中的损坏。
And basically, it's a computer vision company that can analyze images and find damage in the images.
对。
Mhmm.
比如说，想象你是一家租赁公司。
So for example, imagine you are a rental company.
对。
Mhmm.
这个AI可以拍照，然后评估有没有损坏。
This AI will take photo you can take photo and assess if there's any damage.
对。
Mhmm.
它可以用于维修，也可以用在经销商那里，还能用于保险。
It can be used for repairs, can be used in dealerships, and can be used for insurance as well.
所以如果你要报保险，拍张照片。
So if you make an insurance claim, take a photo.
它会分析损坏情况，确认是你的车，确认是什么损坏，然后帮你了解下一步该怎么做。
This will analyze the damage, verify it's your car, verify what the damage is, and then, like, help you understand what to do next.
这家公司的估值已经达到十亿美元。
This company has a billion dollar valuation.
预计年经常性收入将超过五千万美元，而且还在增长。
It is projected to be doing over 50,000,000 in annual recurring revenue and growing.
哇。
Wow.
不错嘛。
Not bad.
这确实很有意思。
That's super interesting, actually.
对。
Yeah.
所以概念类似，但市场不同。
So similar concept, different market.
对。
Yeah.
我想这更多是那种冷启动的销售方式，对吧。
So I imagine that has much more of a sort of sort of cold outreach sales based Yeah.
对。
Yeah.
增长策略那种。
Growth kind of strategy.
对。
Yeah.
从网站来看，我猜保险是最大的市场。
Judging by the website, I'm assuming insurance is the biggest market.
所以就是，找到所有
So it's like, find all
在保险行业工作的人，
the people who
找到合适的职位，比如产品负责人或集成负责人之类的。
work in insurance, you know, find the right job title, which is like head of product or integrations, whatever.
联系他们，开始销售流程。
Reach out to them, start the sales cycle.
顺便说一句，保险业可以说是世界上最大最好的行业之一，基本上就是世界历史上最好的行业之一。
Insurance is, by the way, meant to be one of the big the best businesses in the world, like in the history of the world, basically.
一直有人告诉我保险市场有多大。
People have all the time to tell me how the insurance market is so massive.
简直不可思议。
It's incredible.
嗯，那是因为你为风险付钱。
Well, it's because you pay money for risk.
对。
Yeah.
但这有点像赌博，庄家总是赢。
But like, it's kinda like gambling, the house always wins.
对。
Yeah.
总之，我还找到了另一家公司，做的事情有点类似。
Anyway, I found another company as well which does something a little bit similar.
这个叫hover.two，你可以从多个角度拍你房子的照片。
It's called hover.two, which is you can take photos of your house from multiple angles.
明白。
Mhmm.
它会生成一个三维模型。
It'll build a three d model.
它会估算房子的占地面积，嗯。
It'll like estimate the footprint of the house Mhmm.
还有户型图，然后你还可以直接编辑。
The the floor plan, and then you can start editing it as well.
所以跟之前那个类似，你用相机拍照，然后它就会自动处理。
So similar in the way that you use your camera to take photos and then it does an action.
这里的处理就是生成三维模型。
The action here is building a three d model.
这家公司说，hover可以测量、设计和估算，一站式搞定。
But this company, which says hover to measure design and and estimates all in one place.
对。
Mhmm.
对吧？
Right?
据说，它的年度经常性收入达到了六千万美元。
Apparently, it's doing 60,000,000 in annual recurring revenue.
哇。
Wow.
不错嘛。
Not bad.
那真的很酷。
That's that's really cool.
是的。
Yeah.
然后我还有一个，嗯。
And then I have one more Mhmm.
这个产品我自己也在用。
Which is a product that I use as well.
那是什么？
What's that?
它叫Dexed。
It's called Dexed.
你之前听说过Dexter吗？
Have you heard of Dexter before?
哦。
Oh.
等等。
Wait.
这是那个金融类的吗？
Is this the finance one?
是的。
Yes.
好的。
Okay.
给我讲讲。
Talk me through it.
是的。
Yes.
所以我不明白为什么纸质收据还存在。
So I don't know why receipts still exist, paper receipts.
对。
Mhmm.
但它们确实存在。
But they do.
是的。
Yeah.
对吧？
Right?
而且财务部门的人想要你花公司钱的收据。
And anyone in finance wants to get the receipts that you're spending at a company.
对。
Mhmm.
他们想要收据是因为可以申请增值税退税。
And they want it because they can claim the VAT back on it.
对。
Mhmm.
所以这算是双赢。
So it's a bit of a win win.
比如，你通过拍收据并申请增值税退税来省钱，而且这让会计的工作轻松多了。
Like, you save money because you're taking photos of the receipts and claiming about the VAT, and it makes the accountant's life much much simpler.
所以DEXT是一个收据扫描器。
So DEXT is a receipt scanner.
对。
Mhmm.
对吧？
Right?
而且它在2024年被以5亿美元收购了。
And it was bought in 2024 for $500,000,000.
哇。
Wow.
真的吗？
Really?
是的。
Yeah.
是的。
Yeah.
所以你拍一张收据照片，它就会自动填好所有需要的数据，比如这是什么，金额是多少。
So you'd snap a photo of your receipt and it will just like fill in all the data you need like is there what what was this?
金额是多少？
What's the amount?
是增值税吗？
Is it VAT?
是增值税吗？
Is it VAT?
就是这类问题。
That sort of thing.
更疯狂的是，嗯。
What's even crazier Mhmm.
而且这个，我不知道，你知道我们对这个怎么看，但在当时被收购的时候，它每年只增长25%。
And this is I don't know, like, you know, how we feel about this, but like in twin it actually at the time that it got bought, it was only growing 25% a year.
嗯。
Mhmm.
营业额是5000万，利润是250万。
Was a 50,000,000 in turnover and it had 2,500,000 in profit.
这告诉我，这不是一家快速增长的公司，而是一家稳健的公司，嗯。
What that tells me is this is not a fast growing company, but it's a durable company Mhmm.
而且它还在盈利。
And it's making profit.
对。
Mhmm.
所以10倍营收对于25%的年增长率来说，估值算是相当高了。
So 10 times revenue is a pretty punchy pretty punchy valuation for 2025% annual growth.
是的。
Yeah.
那你们大概怎么估算，比如，如果那是他们的利润，他们在API调用和营销上大概花了多少钱？
So what would you all kind of napkin math on, like, you know, roughly maybe if that's their profit, like, much they're spending on things like, you know, API calls versus marketing Nothing.
和别的方面。
Versus Nothing.
这不算太多。
This is a Not too much.
这是一门相对盈利的生意。
This is a relatively profitable business.
250万不算多，但这可能是他们开始收获的起点。
2,500,000 is not loads, but like it's the start potentially of them starting to harvest.
而且这也不是那种会被淘汰的产品。
But then also like this is not one of those products that you rip out.
对。
Yeah.
ChatGPT不会取代你。
ChatGPT is not coming for you.
它太小了。
It's too small.
对吧？
Right?
所以这真的是一门不错的生意。
So it's it's just a really nice business.
我不知道这家公司后来怎么样了，但我想，取决于谁收购了它，团队成员可能会被裁掉，然后它就会开始每年赚20亿到30亿美元的利润。
And I don't know what's happened to this company since, but I would imagine depending on who bought it, team members would potentially be removed and it would just be starting to do $2,030,000,000 dollars profit year.
对。
Yeah.
对。
Yeah.
我也这么觉得。
I suspect so.
而且大家经常这么说，就是你可以用ChatGPT来分析这些东西。
And the the ways it go is people say this a lot, it's like, but you could just use chat GPT to analyze these things.
我想，理论上是可以的。
It's like, may I guess, theoretically you could.
但是这些产品从端到端都构建了非常具体的用户体验，不只是用户端，还有比如你的会计也有一个仪表盘，他们也可以登录进去之类的。
But these build such a specific UX around it from end to end from So that's the not just the user to but also, you know, with so your accountant has a dashboard where they can also log into and that kind of thing.
对。
Yeah.
而且，确实有很多方法可以只用ChatGPT来竞争。
And yeah, it's there's lots of ways you can compete with just chat GPT.
所以如果是我来建这个收据扫描产品的话，我其实不会用大语言模型。
So I would actually not use if I built this product of receipt scanner.
我其实不会用大语言模型来做这个。
I would actually not use a large language model to do it for
对。
me.
明白。
Mhmm.
我会用OCR。
I would actually use ORC.
对吧？
Right?
字符识别，很传统的计算机视觉，就是便宜很多。
Character recognition, very traditional computer vision, just it's much cheaper.
什么是OCR？
What's our ORC?
物体OCR。
Object OCR.
OCR？
OCR?
我不知道那个。
I don't know that.
有意思。
Interesting.
OCR，OCR的意思是光学字符识别的缩写。
OCR, OCR meaning it's short of optical character recognition.
哦，那很酷。
Oh, that's cool.
也许他们用的就是那个。
And maybe Maybe that's what they use.
对。
Yeah.
百分之百肯定用了。
A 100% they do.
对。
Yeah.
对。
Yeah.
对。
Yeah.
对。
Yeah.
这真的很有意思。
That's really interesting.
对。
Yeah.
我觉得其实用真正的图像分析器可能有点大材小用了，对吧。
I guess you actually it's actually probably overkill to use like an actual image image analyzer Yeah.
就为了那个。
For that.
没必要把它交给语言模型。
There's no there's no point giving it to LM.
大规模做的话，会花很多钱。
It's gonna cost you so much money to do it at scale.
对。
Yeah.
我之前都不知道。
I didn't even know that.
对。
Yeah.
我学到了很多。
I'm learning so much.
不错。
Cool.
好了，这期节目不错，查理。
Well, good episode, Charlie.
所以这些就是一堆识别类的应用。
So those are a bunch of identifier apps.
我们想看看你做出了什么。
We wanna see what you build.
我觉得这里其实有很多相邻的细分领域。
I think there's actually so many adjacent niches here.
比如说，你能不能为其他平台做这个，比如Messer眼镜、iPad？
It's like, can you make this for other platforms like Messer glasses, iPads?
眼镜这个想法不错。
Glass is a nice one.
我觉得那会挺酷的。
I think that'd be quite cool.
我猜将来某个时候会有应用商店，可能现在已经有了。
I assume there'll be an app store at some point if not already.
然后我觉得说实话，做其他语言的版本，我猜西班牙语市场会更有空间，但也挺大的。
And then I think honestly just doing this in other languages, doing I reckon there's some the Spanish market for this, I would guess is way more open but also pretty big.
而且我就是希望大家听完这期节目后，能去试试，然后告诉我们你做了什么。
And I just think I want you all to go out and let us know what you're building after this basically.
查理，你有什么想法能让我们先开始吗？
Charlie, have you got any ideas to get us started?
我发现一个很大的需求，就是“这是什么字体”这种应用。
So I found some for a huge one is what is this font.
对吧？
Right?
已经有很多人在搜索这个了。
There's there's a lot of people searching for this already.
这不算特别新，但我也会考虑其他有意思的，比如其他国家和语言，那些已经做得好的东西。
This is not super new, but I would also think about interesting like other so other countries, other languages for stuff that already does well.
比如植物、岩石、硬币，用其他语言做，但也不只是图像识别，还有音频类的呢？
So like plants in other other languages, rocks in other languages, coins in other languages, but also thinking not just image based, but like what audio based stuff is there.
未来，视频方面会有什么样的应用呢？
In the future, what video based stuff could there be?
我们已经开始看到像“这是什么电影”这样的应用，你可以拍张照片来识别。
We've started to see what is this movie where I guess you could snap a photo of that or something.
但我在想，未来会不会有更多这种分析视频的工具。
But I wonder if there's going to be more of these things for analyzing video.
我觉得这还处于早期阶段，你知道，而且它可能不只是“这是什么”，还可以是“你怎么改进这个”之类的。
I feel like this is still pretty nascent like, you know, like and that could go beyond just what is this, but you know, how would you, improve this and that kind of thing.
我觉得那可能会更有前景。
I think that might be bigger.
还有细分市场。
Niching down as well.
我看到一些很酷的关键词，不只是植物识别，还有树木识别，比如“这是什么树”。
So I've seen some really cool keywords not just for plant identifier but tree identifier and what is this tree.
那么，有哪些细分领域可以让你在关键词搜索中占据绝对优势呢？
So what are the kind of some sub genres of these that you could just absolutely dominate the keyword search for?
我觉得那会挺酷的。
I think that could be pretty cool.
还有一些更小的，比如蛇类识别之类的。
There's also some smaller ones like like snake identifier and things like that.
商业模式上也可以考虑，比如有没有一个完全免费的版本，只靠广告，然后你就把所有的免费搜索都占了。
Maybe also business model as well, like, is there a a free just a purely free version that's just ads only and you just eat up all the free searches for this.
还有，如果你想卖铲子，能不能做一个API或者用Lovable来构建识别应用？
And also, do you if you do you wanna sell shovels, like, could you just make an API or a lovable for building identifier apps?
你实际上是在做一个白标版本，任何人都可以……对。
You're effectively making a white label version that anyone Yeah.
做一个产品，让任何人都能制作它的白标版本。
Make a product where anyone can make a white label version of it.
没错。
Exactly.
对。
Yeah.
对。
Yes.
所以这些都是你可以做的事情。
So these are all a bunch of things you could do.
我们这是在抓救命稻草。
We're clutching onto straws here.
知道我们时间不多了，但更吸引人的是飞蛾识别，对吧？
Know we're low on time, but the what's also super interesting is for moth identifier, right?
如果你看2015年以来的搜索流量。
If you look at the search traffic over the since 2015
嗯。
Mhmm.
你会发现它像波浪一样有高有低。
You will see that it's like peaks and troughs.
有高峰和低谷。那是飞蛾季节吗？
Peaks and Was that moth season?
七月
July
是蛾子季节。
is moth season.
看来是这样。
Apparently so.
七月是蛾子季节，这非常有趣，非常有趣。
July is moth season, which is super interesting, super interesting.
好的。
Okay.
如果这期节目播出三十天内还没看到蛾子识别器，我会很失望。
If we don't see a moth identifier within thirty days of this episode dropping, I'll be disappointed.
是的。
Yeah.
所以请做一个吧。
So please drop one.
好的。
Alright.
好的，非常感谢。
Well, thanks a lot.
是的。
Yeah.
谢谢。
Thank you.
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