重播：Farelanes：为所有人提供实时车道定价，嘉宾 Neal Huffman

一半会高于这个数，一半会低于这个数。

Half will be above it and half will half will be below.

那如果你的公司正好在下面呢？

And what if you're the company that is below?

然后你发现，天哪。

And then when you find out, oh my god.

我们不只是稍微低一点。

We're not just a little below.

我们是差得太多了。

We're way below.

我们到底哪里出了问题？

What are we doing?

如果你的承运商告诉你，我们当时是怎么做的。

And and and if your carrier might say, I'll tell you what we did.

我们的卡车跑错了路线。

We are we have our trucks in the wrong lane.

我们在运货，也在服务客户，但这条线路的竞争太激烈了。

We're we're we're moving freight, and we're serving customers, but there's too much competition in this lane.

咱们换个线路吧，那边赚钱的机会更多。

Let's move to these lanes because there's more money to be made.

市场本来就应该这样运转才对。

And that's the way the market is always supposed to work.

但说实话吧。

But let's face it.

大家都忙得不可开交。

We're all busy.

很多时候，我们根本没空问自己：为什么赚得这么少？

We don't always have a chance to say, why am I not making more money?

乔，你听我说。

Joe, that's listen.

你提的这点特别好，我们其实已经在分析模块里加了好几个功能，提醒用户说：嘿。

You bring up a great point, and we actually we've added several features into our analytics portion that says, hey.

我就是想看看过去三十天全国范围内报酬最高的运输线路，正是出于这个原因。

I wanna see the top paying lanes across the country on the last thirty days just for that reason.

所以，哪怕你是个只有十辆、三十辆，甚至五十辆车的小型承运商，也能根据哪些高报酬线路在赚钱，来调整你的车辆调度。

So if I'm a small carrier with 30 trucks or 50 trucks or even 10 trucks, I can start moving them around based on where those high paying lanes are are getting paid.

对吧？

Right?

我们在Farelanes里已经实现了这个功能，我们的目标就是为客户提供这样的洞察，让他们在货运支出上能有更多赚钱的机会。

So we have that ability to do that in Farelanes, and so our goal is to is to be able to provide that insight to our clients so that we give them every opportunity to make more money with their freight spend.

我们还在添加其他功能，当然很想多分享一些，但我们的核心目标，就是为这个目的提供数据分析。

And so there's other things that we're adding that we would love to share, obviously, more, but our whole goal is to provide analytics just for that reason.

没错。

Yep.

顺便说一句，如果你是承运商，调整路线后收入提高了，但又不需要那么多钱，你大可把多余的部分扔掉。

And by the way, if you're a carrier and you do move and you start making more money and you don't need that money, you can just throw it away.

明白吗？

Alright?

是的

Yeah.

这难道不是个好问题吗？

And wouldn't that be a good problem to have?

对

Yes.

没错

Exactly.

天哪

Oh my gosh.

这周赚了太多钱了。

Made so much money this week.

所以，我们真的觉得找到了方向。

So, again, we we believe we're onto something.

过去几个月里我们接到的那些电话，就像你刚才说的，我实在没法再重复一遍了。

The calls we've had in the last couple of months and the like you again, I just can't go back to echoing what you said upfront.

我们从客户和潜在客户那里听到，他们需要了解这条线路的定价动态。

We're we're hearing from the clients and potential clients about the need to have insight into this lane pricing development.

说实话，这之前确实挺乱的，但随着时间推移，我们正努力消除这些模糊之处。

And it's been a mess, to be honest with you, but I think over over time, we're trying to remove some of that fuzziness.

我们之前聊过承运商的事。

So we talked about the carriers.

如果你是承运商，开始使用Farelanes后，可能会更清楚自己该为这条线路拿到多少钱。

Again, if you're a carrier and you start using Farelanes, it can potentially help you understand what you're should be getting paid for that lane.

但同时，它也可能让你意识到：该退出这条线了。

But, also, maybe it helps you say, let's get out of this.

别再做那三条回报太低的线路了。

Let's get out of these three lanes that are not paying us enough.

去别处找点生意吧。

Let's find business over here.

顺便说一句，你可能还会发现自己在想：嘿。

And by the way, you might also find yourself saying, hey.

我们目前做得还不错。

We we're doing pretty good.

我很喜欢我们现在的做法。

I like what we're doing here.

你可能会觉得挺安心的。

You might be very comfortable.

这确实是个不错的位置。

It'd be a nice place to be.

说到货运中介，情况也差不多。

Now when talking about brokers, it's very similar situation.

中介总是希望以合适的价格进货，再以合适的价格卖出。

Brokers are always interested in buying for the right price and selling for the right price.

他们在卖出之前，得先知道这条线路的成本是多少。

They need to know what that lane costs before they sell it.

是的。

Yeah.

关于这个，我简单说一下，因为我多年前就了解到，很多经纪人的商业模式是，一大早就开始拼命干活。

So just real quick on that because one of the one of the things also I learned years ago is a lot of brokers, their business model is, man, they hustle in the morning.

对吧？

Right?

从早上六点到中午，他们忙着抢运单。

From 06:00 till noon, they are hustling to get those loads covered.

但很多客户早上会发一份表格给他们，说：嘿，尼尔。

But a lot of their clients will send them a spreadsheet in the morning and go, hey, Neal.

我这里有二十个货载，要运到十个不同的城市对。

I've got twenty twenty lanes or 20 loads I need to move, and they're going to all these 10 different city pairs.

这个经纪人得赶紧算出每个路线的合理价格，而且必须快，因为发货方同时把表格发给了三四家其他经纪人，说：

That broker, he's gotta figure out what is the right price for those different lanes, and they gotta do it fairly quick because their shippers have sent these spreadsheets out to probably three or four other brokers to say, hey.

你们互相竞争吧。

You know, y'all compete.

我们产品里有个叫RFQ的功能，能让客户——也就是经纪人——直接上传表格，系统在大约四十五秒内，就能给出过去三十天这些路线的准确运价。

We have a we have a solution in our product called RFQ, and we literally can allow our clients, brokers, to upload a spreadsheet and come back with a an accurate lane rate for the last thirty days on those 10 different pairs in probably forty five seconds.

最妙的是我们能帮他们更快地给客户回复准确的路线报价，还能做到心中有数。

So the beauty is we can help them respond to their clients quicker with accurate lane pricing knowing that, hey.

这条路线现在的行情价就是这样，我这边能给出的方案也很清楚。

That's what that lane's paying right now, and here's what I can do.

这样他们就能更快地给客户做出更靠谱的业务决策。

And they can make a a better, quicker business decision with their clients.

所以我们对这个功能感到非常满意。

And so we're excited about that.

我们的金卡和白金版里就有这个功能，很多客户都很喜欢，因为它能大大加快他们早上安排运输的速度。

We have that in our gold and platinum version, and a lot of clients love it because it speeds up their morning process of getting their loads covered.

顺便提一下，我以前也这么干过，虽然现在这种做法不太被提倡，但当你想知道某条线路的成本时，你会打几个承运商的电话。

And by the way, also, I've done this, and and I think it's frowned upon now, but where you're trying to understand what a lane costs, so you call a few carriers.

他们不太喜欢你这种纯粹用来比价的行为。

And they don't like it when you're basically price checking.

不过，如果你经常给他们带来大量业务，他们就会说，好吧。

And now if you're giving them a lot of business on a regular basis and they say, okay.

好的，乔。

Alright, Joe.

你可以浪费我们一点时间，谁知道呢？

You can waste a little bit of our time because who knows?

说不定最后还真能成事。

That might end up being something.

我们多试几次，他们可能根本拿不到单，也许他们在那条线上根本没价格优势。

We could do it enough times and they don't get the business because maybe they're not even competitive in that lane.

你其实并不清楚。

You don't know that.

你不知道，而且你也不知道自己拿到的报价是不是真的。

You don't know and you also don't know if you're getting a price that hey.

我们报了个价。

We're giving you a price.

其实我们并不真想接这条线，但如果你给的量大，我们也可以做。

We don't really want that lane, but we'll do it if you give us a lot.

旧方法的问题就在于，你的好坏全靠打过多少电话、认识多少人脉，但你还得求人，而且是求个大忙。

And that's the problem with the old way of doing it is you're only as good as the phone calls you made and the connections you have in the business, but you're also you're asking a favor and a big favor.

那些穷困的中介天天打电话，他们知道对方根本没必要接，说不定我都已经惹烦了——问了十次价格，却从来没给过对方任何回报。

So broke brokers who are making those phone calls, they know that that guy doesn't have to answer the phone, and maybe I've worn out my welcome because I asked him for 10 different prices and I haven't given him anything.

这正是我们面临的难题，没人愿意浪费合作伙伴的时间。

And that's the problem we have, and nobody wants to waste time of their partners.

所以如果我用Farelanes，我马上就知道自己该付多少钱了。

So if I'm working with Farelanes, you go, oh, now I know what I should be paying.

我不用浪费时间，也不用打一打 dozen 个电话。

So I don't have to waste time, and I don't have to make a dozen phone calls.

客户一问，啪，

The customer asks, boom.

答案就出来了。

Here's the answer.

是的。

Yeah.

我们常说，嘿。

We like to say, hey.

这就是Farelanes的报价。

We there's this is the Farelanes rate.

你刚才提到了BCS。

So you mentioned BCS earlier.

经纪人与承运人峰会。

Broker carrier summit.

是的。

Yeah.

我参加过在沃斯堡举办的那场。

I I attended the one in Fort Worth.

我特别喜欢。

I loved it.

我发现参会的主要是承运商和经纪人。

And I really found that the care and really it's carriers and brokers that are at the conference.

对吧？

Right?

他们很喜欢，因为彼此之间能交流。

They loved it because they're meeting with each other.

他们想了解对方的业务，互相帮忙。

They're looking for insight into each other's business to help each other.

所以我们当时在会上做了几个演示，有个挺有意思的事。

And so we actually did a few demos there, and here's what was interesting.

我们坐在其中一个宴会厅的会议桌旁，有几个承运人过来说。

We we actually sat at a conference table in one of the ballrooms there, and we had some carriers that are going, hey.

我跑这条线路。

I run this lane.

把数据调出来看看。

Pull it up.

我们就用应用把数据调出来，他们就说，天哪。

And we would pull it up on our app, and they'd go, oh my goodness.

我这是在白白错过赚钱的机会。

I'm leaving money on the table.

他们根本不知道从威斯康星州梅诺米尼到芝加哥的牛奶运输路线，最近三天的行情。

So they didn't know the last three days on a milk run from Menomie, Wisconsin to Chicago.

拥有这样的信息太有用了。

And having that insight is powerful.

当然，这说的是我们这条线路的运价。

Now, again, that's our lane rate.

最终，不管是货代还是承运方，总得有人拍板说：我接这个价。

At the end of the day, somebody's gonna make a deal from the broker side and or the carrier side to say, I'll take it for that.

我愿意少收五十块。

I'll take it for $50 less.

市场一变，我们的报价就跟着调整。

And the market, as it changes, we reflect that.

我们之前聊了点关于承运方的事。

So we talked a little bit about carriers.

我们之前聊到了经纪人，你们的两类客户。

We talked about brokers, both of your customers.

那货主呢？他们为什么用Farelanes，又是怎么用的？

Now shippers, why are they using Farelanes, and how are they using it?

我们也是出于同样的原因。

So we for the same reason.

对吧？

Right?

前面我们其实提到过。

So we touched on it earlier.

如果一家货主一年在货运上的支出达到一定规模，他们可能会重新考虑商业模式，心想：

If a shipper has x amount of spend over the course of a year for their freight, they might rethink the business equation and go, hey.

我可以把其中一部分支出拿过来自己管理，毕竟这些路线像我们之前说的那样稳定。

I can take part of that spend and I can manage it myself because it's more of a a steady lane like we touched on earlier.

但至少现在，他们能获得这样的洞察：

But now they'll at least have the insight on going, hey.

这是当前的运价，我能算出这笔账，自己操作是否更划算吗？

This is what the rate is, and can I calculate that into my and make it worth my while to do that myself?

关键在于这家公司是否愿意亲自管理这部分产品配送工作。

It's really what that company's palatability is for managing that part of getting their products out to the market.

他们在成本控制、卡车费用这些方面，遇到的问题其实和我们一样。

So they have this they have the same issues as far as cost control, truck costs, all that stuff.

但如今市场上出现的新解决方案，比如集成了货运追踪的运输管理系统，正在改变这一切。

But the solutions that are be coming available on the market today, the TMS is with the integrated freight tracing.

上周我们和一位合作伙伴，或者说是潜在合作伙伴聊了聊，他们说：

Now we we talked to a a partner or a potential partner last week, and they're like, hey.

我们需要把线路定价功能整合进我们的系统，好帮货主实现这一点。

We need the lane pricing to add to our solution to do exactly that for the shipper side.

这个领域正在经历一场有趣的转变，但无论是货主、承运方还是中介，大家都想要同样的数据洞察——而这正是我们能提供的。

So it's a it's an interesting migration in this space, but every one of those tiers, shipper, carrier, broker, they all wanna they want that data insight, which is what we bring to the table.

尼尔，假如你和我负责一家大型货主企业，我们会说：

Neal, if you and I were responsible at a big shipper and we said, hey.

咱们来画一条趋势线，看看这些不同线路的运费变化，我敢打赌，用像Farelanes这样的工具一叠加，就能清楚看到情况。

Let's put a let's put a trend line on what we're paying for all these different lanes, I'm pretty sure we would find a solution like Farelanes to overlay that and say, okay.

我们现在的表现怎么样？

How are we doing?

我老是说同样一句话。

And by the way, I always say the same thing.

我只是想确保自己跟大方向保持一致。

I just wanna make sure I'm I'm parallel.

如果运费在下降，我希望我们的价格要么稍微高一点，要么稍微低一点，但总体上别偏离这条趋势线太远。

So if if the rates are going down, I wanna make sure we're just above it or just below it, but more or less staying parallel to that lane.

我可不想突然发现，天哪。

I never wanna find out that, oh my god.

市场价格都降了，我们还在付更高的价钱。

The market prices went lower, and I'm still paying higher.

所以当我们去见老板的时候，就说：

And so when we go to see the boss and say, hey.

我们目前的情况是这样。

Here's how we're doing.

他问，市场现在怎么样？

He says, what's the market doing?

我们回答，正好在南边这条线上。

And we go, it's right here at the Southern line.

他一听，哦，明白了。

And he goes, oh, okay.

所以你们做得不错。

So you guys are doing pretty good.

是的。

Yeah.

另外，如果我们稍微高一点，那是因为我们货品的特性决定的。

And then by the way, if we're a little over it you know, the reason we're a little over it is the nature of our freight.

我们很多货都有预约时间，或者需要升降平台之类的。

We got a lot of appointments on our freight, or we got a lot of lift gates or whatever it is.

我们可以解释为什么超了2%、5%，或者低了2%。

We can explain why we're 2% over or 5% over or 2% under.

这只是一个对话的开始。

It's the beginning of a conversation.

这些数据对我们来说，就是用来做这个的。

That's what all this data is for us.

没错。

It is.

电脑接收数据，处理一下，再输出结果。

And so, you know, a computer takes in stuff and it and then it massages it and then it spits it out.

归根结底，它还是数据。

It's still data.

但最终，总得有人拿这些数据来做有依据的决策。

Somebody but at the end of the day, somebody can take that and make informed decisions off of it.

所以我们在Farelanes的黄金铂金版里，特别引入了趋势线功能。

So one of the things we're excited about in Farelanes is on our golden platinum versions, we actually have trend lines.

我们每天都在处理成千上万张采购发票，不断更新我们的数据集，这真的让人惊叹。

And so the fact that we're every day taking in thousands and thousands of purchased invoices and populating our datasets, wow.

这种实时洞察不仅动态迅速，而且覆盖全国范围。

That's really dynamic and fast paced insight on the current market rates but but across the country.

现在市面上很多解决方案都做预测性定价。

And so a lot of solutions out there, they do predictive type of pricing.

它们用加减法估算，但数据可能有点过时，具体也不太清楚。

They do plus or minus, and some of their data is maybe a little bit aged, but you're not sure.

我们相信，拥有准确的实时数据，将会带来颠覆性的改变。

And so we believe having accurate real time data is gonna be a game changer.

是的。

Yep.

我想换个话题，聊聊如果有人在听，不管是承运方、经纪方还是发货方，听到这些觉得不错的话。

So I wanna switch gears, and I wanna talk about if somebody's listening, if if they're a carrier, broker, shipper, and they say, yes.

这听起来不错。

This sounds good.

这正是我需要的。

This is what I need.

实施起来是什么样的？

What does the implementation look like?

从他们联系尼尔开始，到能用上高质量数据，大概需要多长时间？

Is what's how long does it take from the time they call Neal to the time there's they're having good data?

你们是怎么获取这些数据的？他们又是怎么接入的？

And how do you access or how do they access it?

是通过他们的运输管理系统，还是另一个独立平台？

Is it coming through their TMS or separate platform?

不是的。

No.

当然了。

Absolutely.

问得好。

Good question.

我们的好处是，访问数据的方式有很多种，安装起来只需要几分钟。

So we have the beauty is we have multiple ways to access our data, and it takes minutes and and minutes to actually install it.

我们有一个网页应用。

So we have a web app.

网址是 fairlanes.com。

It's fairlanes.com.

你只要去那里点一下，就能了解更多。

If you go there and click on it, you'll find out more about it.

我们还有一个协作者方案，比如货运公司注册账户后，可以直接用手机操作。

But we have a copilot solution that literally if somebody signs up for an account like a carrier, they can run it off their smartphone.

他们注册后，十五分钟内就能开始使用。

They could sign up and and be running up in fifteen minutes.

对吧？

Right?

他们还能用手机查询全国各个运输路线。

And they can look up lanes all over the country on the smartphone.

如果他们有调度员或者后台团队，可以用我们的银牌、金牌或白金版桌面系统。

If they have a a dispatcher or a back office, they can run our silver, gold, or platinum desktop.

就像彭博社的实时行情屏一样。

It's like a it's almost like a Bloomberg ticker.

他们可以自定义界面。

They can customize it.

能全天候监控运价路线。

They can monitor lanes twenty four seven.

路线价格和其他数据都会实时更新。

The data changes on the lane rates and all that.

如果是大公司，而且已经有自己的IT后台系统，我们提供API接口、FTP数据推送，新客户三十分钟内就能接入我们的API开始使用。

Now if you're a bigger company and we have partners that that have their own IT back office solutions, we have APIs, We have FTP data drops, and we can sign up a client and have them working with our API in thirty minutes.

对吧？

Right?

所以我们已经投入实际使用了。

So we're in production.

我们现在正开始与合作伙伴和客户更快速地讨论他们如何接入我们的数据。

We are now starting to have quicker conversations with partners and clients about them getting access to our data.

我们可以帮助小型、中型和大型企业，真正搞清楚全国各条线路的运费情况。

And so we can support small, medium, and large type companies to really become intelligent about the what lanes are paying on across the country.

所以我可以通过多种方式访问这些数据。

So I can access it all in a number of different ways.

你能把这个加进去吗？

Could you could put that in.

如果我想的话，能把它导入我的运输管理系统吗？

Can I pull that in to my TMS if I wanted?

当然可以。

Absolutely.

目前我们已经和多个运输管理系统实现了集成。当调度员在系统里安排或发布货载时，我们会直接显示该线路的运费，他们就能当场判断，比如：‘哦，明白了。’

So we actually are integrated today with several multiple TMSs, and what they do is literally inside the TMS when they when their dispatchers go to book a load or or post a load, we pull up our lane rates on that lane, and they can again, they have, yeah, they have the ability right then and there to say, oh, okay.

Farelanes 的这个报价就是这样。

It's Farelanes is this rate.

也许他们会以Farelanes价格低5%来操作。

Maybe they're gonna go in at Farelanes minus 5%.

这由他们自己决定。

That's up to them.

对吧？

Right?

这是他们业务层面可以自主决定的事。

That's the business side that they get to make the decision on.

没错，完全没问题。

And so, yeah, absolutely.

他们确实有这个权限，同时我们也在不断寻找新的合作伙伴。

They have the ability to do that, and we're always seeking new partners as well.

是的。

Yeah.

如果有人用的TMS我们还没对接，比如这种情况，我们就会说，那我们现在就来集成。

So if somebody's we had a different TMS that you guys aren't currently integrated to you, like, you might say, we'll integrate it now.

当然。

Absolutely.

我们很乐意进行这样的对话。

We we would be happy to have that conversation.

我还得提一下，市面上有太多运输管理系统了。

And I should also mention that there are so many TMSs out there, transportation management systems.

我觉得几乎所有新系统都是基于这样一个理念设计的，就是我要打造一些所谓的‘杀手级应用’。

And I think virtually all the new ones are built with the idea that we're going to have, I call them, the killer apps.

就是高速公路。

It's the highways.

就是Farelanes。

It's the Farelanes.

就是那些你必须追踪货物位置、需要可视化解决方案的公司。

It's the all those companies that you say, I need to track where my stuff at the visibility solutions.

我们得把这些成打的‘杀手级应用’都集成到我们的运输管理系统里。

There's a dozens of these killer apps that we have to add to our transportation management systems.

据我了解，就连那些处理着数十亿笔交易的老旧系统，虽然更新起来不容易，但它们已经搭建了集成层，让你们这样的公司能够接入。

And from what I understand, even some of the older legacy systems that have billions of transactions in them, Not easy to update those softwares, but I think they've created integration layers so companies like yours can plug in.

是的。

Yeah.

这点说得很好。

So that's a good point.

有意思的是，现在出现了一些我们称之为中间件或集成型的解决方案，帮助旧系统过渡到新时代，同时也让那些自带API层的新系统更好地发挥作用。

What's fun to see is there's some we call them middleware or integrator type solutions that help the old solutions move into the new world order and the the ones that are new out there that have that API layer.

API这个词现在可真是关键。

And the API is a killer term.

对吧？

Right?

它确实大大简化了与合作伙伴的对接，让这些解决方案能提供更强的功能和更大的能力。

But it really it really simplifies the ability to connect with partners to provide more capability, more power to their solutions.

而我们的目标，从一开始就明确要实现这一点。

And, really, that's our goal is to be able to and we're from the ground up.

我们就是这样。

That's how we are.

我们随时可以启动，也很乐意继续聊。

We're ready to go and happy to have the conversation.

是的。

Yep.

你刚才说，这个可以很快落地？

So you said we can implement this very quickly.

这个过程中需要培训吗？或者有什么规范？

Is there training that goes with this, or is there rules?

现在他们能访问这些数据，看起来是个很有价值的集合，我们怎么确保能真正用好它？

How do we make sure that data that they're now I have access to, which it seems like a powerful dataset, how do we make sure we're actually using it in a way that's useful?

对。

Yeah.

这点说得很好。

So good point.

所以我们设计Farelanes时，特别注重直观易用，它会主动引导你操作。

So we've really designed Farelanes to be very intuitive and meaning that it prompts you.

说实话，乔，年轻一代用这些应用的水平，比我强太多了。

And listen, the younger generation, Joe, they're miles ahead of me on how to use these apps.

对吧？

Right?

不过我们确实准备了一些简短的示例，教你怎么设置这个功能或者那个功能。

But at the end of the day, we do have some little short vignettes on how to provision this or provision that.

但我敢保证，对用户来说，用起来非常简单。

But I guarantee you, it's easy to use and for the user.

至于技术层面，比如API、FTP传输这些，确实更专业一点，但那是IT团队的活儿，他们本来就懂这些术语。

And then on the the technical side, when you start talking about an API or an FTP drop or whatever, Little more technical, but that's an IT shop and those guys speak the language.

所以最终，就是在TMS系统或者他们的后台系统里，做个用户界面的对接集成。

And so then it becomes a user interface or UI type integration on the TMS or their back office.

但不管哪一边，我们都能提供支持。

But, again, we're we're positioned to help them on either side of that.

这让我想起，我朋友Ed在替换一个服务零件订购系统时，给IT团队的指示是：做成亚马逊那样的。

It reminds me, my friend Ed was replacing a service parts ordering system, and his instructions to the IT team was, it will be Amazon.

你要让它尽可能看起来像亚马逊。

You will make it it will look as much like Amazon as possible.

然后他让全球各地的分销商都说，嘿。

And then he had all these distributors around all around the world say, hey.

培训什么时候开始？

When's the training?

他说，没有培训。

And he says, there's no training.

他们当时就愣了。

And they were like, wait.

我们需要培训。

We need training.

因为他们习惯了以前那些笨重的老系统，比如按8进成本界面，按6做这个操作之类的。

Because they were used to the press 8 to go to the cost screen, press 6 for this, right, and the clunky old systems.

所以我觉得，我之前没来得及说，但现在再强调一遍：我们期待的是消费级的技术。

And so I think the expectations that I haven't set it in a minute, but I'm saying it again, we expect consumer grade technology.

不管是打车软件Lyft，还是达美乐的App，只要是消费级的技术，都得简单易用。

And consumer grade technology, whether it's Lyft or the Domino's app, whatever it is, it is simple.

我不久前才跟别人说过这话。

And I I've said this to somebody not so long ago.

我参加一个会议的时候，想下载一个App，通过手机共享我的信息。

I was at a conference, and I wanted to order I wanted an app that I wanted to download that would share my information through my phone.

我记得当时正坐在那儿看电视，顺手掏出手机。

And I remember just sitting there watching TV, and I pulled up my phone.

我心想：我的眼镜呢？

I was like, where's my glasses?

我没戴眼镜。

I didn't have my glasses.

但我还是顺利买下了那个App，下载到了手机上，全程都没戴眼镜。

I was able to buy that app, download it onto my phone without putting my glasses on.

我总觉得这很让人惊讶，因为以前大家会觉得，只要能兼容我的安卓系统就行——抱歉，苹果用户。

And I always think that is shocking because it used to be like, if it's compatible with my Android I apologize, Apple people.

是的。

Yeah.

这很棒。

That's great.

我特别喜欢不用戴眼镜这个点。

I love the no glasses.

这真是个新概念，乔，你可以给它起个名字。

That's really that's something new we could coin, Joe.

你来想个名字吧。

You coin that.

但这本来就是理所当然的期望。

That's an expectation, though.

如果某个应用能——对。

Is if some Yeah.

不戴眼镜就能开启。

No glasses turn on.

是的。

Yeah.

而且这挺有意思的。

And if and it's funny.

时不时有人会说，我们的应用上了苹果平台，但没上安卓，你一听就懵了。

Every once in a while when somebody says, oh, our app is on the Apple but not on Android, you're like, what?

你们到底在搞什么？

What the hell are you doing?

对啊。

Yeah.

这真是致命的。

That's a killer.

不是。

No.

这行不通。

It ain't gonna work.

不过这事还挺有意思。

And it it's a funny thing, though.

我们想要的是消费级科技，必须直观、简洁，一步都不能多。

We want consumer grade technology, which has to be intuitive, has to be very elegant, no extra steps.

期望是不一样的。

Not the expectations are different.

对。

Yep.

不对。

No.

这么说太到位了。

That's a great way to phrase it, man.

我喜欢这个说法。

I like that.

我

I

我可没编造这些。

I didn't make any of this up.

我听其他嘉宾怎么说，然后我就用他们的方式表达出来。

I listen to my other guests, then I say it like I'm

天哪。

Oh my goodness.

我喜欢这个说法。

I like that.

是的。

Yeah.

总之，你听好了。

Anyway, well, listen.

我在分享的时候漏掉了什么吗？

What have I missed in sharing?

哦，你之前提到过你们有好几种套餐。

Oh, you you you mentioned a few different packages you have.

那你们具体都有哪些套餐呢？

So what are the different packages you have?

我们在网页端主要有基础版和Copilot版。

So we have base there's on our web app side, we have Copilot.

Copilot版每月9.95美元，主要是给承运商用的。

We sell that for $9.95 a month, and that's for a carrier.

银版每月49.95美元，适合经纪商、承运商和货主使用。

We have silver for $49.95 a month, and that's for broker carrier shipper.

任何人都能用。

Everybody can use it.

只要你买了银版、金版或者白金版，都会自动获得Copilot的访问权限。

And any of the silver, gold, or platinum versions that you buy, you automatically get pull pilot access to Copilot.

比如说，如果一家承运商买了金版，他们的所有司机都能用手机上的Copilot应用。

So, literally, for example, if a carrier bought gold, which we have, then all of their drivers can use the Copilot app off of their smartphone.

他们用什么手机都没关系。

It doesn't matter which, smartphone they have.

银版是49.95美元，金版99.95美元，铂金版则包含所有高级分析和定制报告，每月199.95美元。

But we so it's silver, $49.95, gold for, $99.95, and then platinum, which is all the ex extra analytics and custom reporting for $1.99 95 a month.

如果买一年的话，还能享受折扣。

And, you can buy a year and get a discount.

听我说。

Oh, listen.

这价格合理。

It's fair.

真的挺公道的。

It's a fair price.

我明白你什么意思。

I see what you did there.

是的。

Yeah.

你看，我们做到了。

See, we got there.

我太喜欢了。

I love it.

我太喜欢了。

I love it.

我来总结一下，然后想听听你对这个话题的最终看法。

I'm gonna summarize, and then I wanna get your final thoughts on the topic.

我正在和我的朋友尼尔·霍夫曼聊天，他是Farelanes的联合创始人之一，我们在讨论面向所有人的实时车道定价。

So I'm talking to my friend Neal Huffman, one of the founders of Farelanes, and we're talking about real time lane pricing for everyone.

我们谈到了数据的必要性，不管你是个运输公司、中介还是发货方，都一样。

We talked about just the need for data, and it doesn't matter whether you're the carrier, the broker, or the shipper.

每个人都需要数据。

Everybody has a need for data.

以前呢，就只是帮我找一辆卡车就行。

It used to be just get me a truck.

现在呢，你要的是车、技术，还有数据分析。

Now it's give me truck, get me tech, and get me analytics.

我觉得不管怎样，这些数据分析都在帮我们把生意做得更好。

And I think no matter what, those analytics are helping us make our businesses better.

我知道自从疫情以来，市场一直不景气，我听不少科技公司说，现在卖产品越来越难了，因为大家都不好过，不管是承运方还是中介方。

And I know we've seen since COVID, since the the market struggled, I've heard the tech companies say it's harder to sell people the stuff because they're struggling, whether you're a carrier, whether you're a broker.

但大公司在这段时间反而在加大投入，而且投的就是我们今天聊的这类东西。

But the big guys are spending during this time, and they are spending on stuff just like what we're talking about here today.

所以你得在更好的数据分析上花钱，才能赚到更高的利润。

So you need to spend the money on better analytics to make better margins.

这正是我要说的，顺便说一句，你最高档的套餐一个月才200美元。

This is that and by the way, your top of the line is $200 a month.

但靠它赚回来的，绝对不止200美元一个月。

It should make you a lot more than $200 a month.

是的。

Yeah.

乔，我们确实有在考虑这个问题。

Joe, we think about it.

我们始终关心那些只有一辆卡车、但特别靠谱的司机。

Again, we have a heart for the one truck and a dream guy.

只要这位司机一个月能多拉一单，多赚150块，那他这月的投入就全回本了。

But if the one truck and a dream guy can haul one load for an extra $150, he's paid for gold for that whole month.

他一个月可能跑十单。

They might run 10 loads a month.

你好好想想这个账。

So just think about it.

如果大家都能更聪明地花钱，那某些环节的利润可能会降一点。

If everybody could, again, spend better, and that means maybe there are some margin drops on some of the components of it.

但归根结底，只要每个人都能拿到应得的那份，货就能顺利运走，大家都能赚钱。

But at the end of the day, if everyone's making their fair share, then everything gets every the freight gets moved, everybody gets paid, and they're all making money.

这才是最核心的问题。

And that's really the bottom line.

是的

Yeah.

我觉得每个人都希望确保自己的投资能有回报。

I think everybody wants to get make sure they get an ROI on any investment they're making.

有些东西已经不再是可有可无的了，比如你花钱买的可视化工具，因为客户要求你提供这些功能。

And I think some of the things are no longer a nice to have, whether it's visibility tools you pay for them because your customers to have them.

但像这种情况下，你只是说一声‘是的’，

But something like this where you just say, yeah.

这可能就决定了多拉一单货的区别。

It could be the difference between one load.

也许你会发现，

Maybe you find out, hey.

过去一个月，我的卡车每天少赚了100美元。

I've been running my truck for a $100 less per day for the last month.

对

Yeah.

哎呀。

Ouch.

给你。

Here you go.

因为我没搞清楚别人拿到的是什么，我白白亏了1500美元。

That was $1,500 that I lost because I didn't know what everyone else was getting.

这种信息正是你们能提供的，我太喜欢了。

And that's the kind of information that you guys can give them, and I love it.

咱们换个项目聊吧。

So let's switch gears.

在忘记之前，我一定会把你的领英主页和网站链接放进去，还有你和你们市场团队的联系方式。

Let's talk about but before I forget, I will make sure I put a link to your LinkedIn profile, link to your website, and then it links you and your marketing team.

麻烦你把这些链接放到节目笔记里。

Give me up with those in the show notes.

我知道你打算参加四月在印第安纳波利斯举办的承运商峰会。

So I know you're gonna be at the broker carrier summit, and that is in April in Indianapolis.

你们和Farelanes的团队还会参加哪些其他会议？

What other conferences will we see you and the fine folks from Farelanes at?

是的。

Yeah.

我们主要关注的当然是BCS，虽然这是新办的，但我觉得效果特别好。

So we basically focus on obviously, the BCS is new, but I found it to be very powerful.

我们还会参加保理协会的IFA大会。

But we're at the IFA conference for the factoring association.

等等。

Wait.

IFA是什么？

What is IFA?

IFA指的是什么？

What is the IFA?

国际保理协会。

International Factoring Association.

那我简单快速说几句，先给大家提个背景。

So just real quick, I'll put a little blurb out here.

我们现在在和一个合作伙伴对接，具体细节我就不展开了，不过我们正在推进全新的模式：打造一套更成熟的数字货运匹配系统，这样以后就能直接对接货车司机了。

We're working with a a partner, and I don't I won't go into the details, but we're literally moving into words where we could we're creating a a like, more of a digital freight matching model to where we can actually say, hey, Carrier.

现在有一批定价合理的货源，我们就可以开始给这些企业匹配合适的资金方了。

Here's a load that's priced fairly, and we can start matching them up.

毕竟过去三四年里，行业里所有人都在尝试实现这件事。

Because everybody's been trying to do that for the last three or four years.

我觉得他们都取得了一定的成功。

I would say they've all met with some modicum of success.

所以我们还有好几条合作伙伴关系在进行，我们相信这对整个行业都有好处。

So we've got several other strings of of partnership going on that we believe will be a plus for the industry.

没错，我们确实是这样做的。

But so but we we do.

我们和保理公司有合作关系，所以我们会参加IFA的会议。

We have partners with factoring companies, and so we attend the IFA conference.

我们还会参加TIA大会，因为我们和TMS公司有合作。

And then we also attend the, TIA conference because we're partnered with TMS's.

当然，经纪人在我们的业务中也占了很大一部分。

And, obviously, the brokers is a is a big comp part of our component.

这三大活动是重点，另外我们也会参加一些地区性的活动，比如得州卡车展之类的，这些小型区域会议我们参与得特别开心，也收获了不少人脉。

So we we those are the big three, and then we've got, like, the tech do we have some regionals, like a Texas truck show and things of that nature that we that we attend and have really enjoyed the connection at that smaller the smaller regional type conferences.

这类活动我们还参加了几个，分布在全国各地。

So we've got a few of those scattered out there.

这太棒了。

I love it.

真的很棒。

I love it.

那以后我们要找你，就能直接见到你了。

So if we need to see you, we can see you.

当然没问题。

Absolutely.

我们很乐意继续聊这个话题。

And we're happy to have that conversation.

太好了。

Excellent.

我很欣赏你们在做的事情。

I love what you guys are doing.

我明白。

I get it.

在我看来，这根本不用犹豫。

It's just to me, it's a no brainer.

为什么不这么做呢？

Why wouldn't you have this?

对啊，为什么不呢？

Why wouldn't you?

我再提一下，以前我在一家小经纪公司时，他们大概有五个调度员，再加上两三个其他行政人员。

So just to touch again, when I was in one broker small broker, it was, like, probably they had maybe five dispatchers and two or three other office personnel.

这事儿发生在印第安纳州，我想。

This is in I think it was in Indiana.

她跟我说，尼尔，我不得不取消了另一个订阅，那是好几年前的事了。

And she goes, Neal, I've had to cancel one of my other subscriptions, and this is a couple years ago.

但那时候我就想，嘿，说真的。

But I was like, at that point, said, you know what?

我们得为这个领域提供一个更好的解决方案。

We've gotta bring a better solution to this space.

我们其实2003年就注册了，大概是那年年中，但直到现在才开始正式推出产品。

And so we're just now get we've been we basically incorporated in 2003, middle of two or '23, but we're just now starting to roll out production.

我们已经运行了四五个月，非常期待为市场带来更高程度的可视性和透明度。

We've been in production for four or five months, and so we're excited about bringing a new layer of of visibility, transparency to to the market.

所以我们真的很希望能和你聊聊。

And so, yeah, we would love to have a conversation.

太棒了。

Love it.

我会在节目里附上你的领英主页和网站链接。

Again, I'll put a link to your LinkedIn profile, link to your website.

你和你的市场团队提供的任何其他链接，我都会放到节目笔记里。

Any other links you and your marketing team give me, I'll put those in the show notes.

非常感谢你今天抽出时间参加。

And thank you so much for taking the time today.

是的。

Yeah.

谢谢你，乔。

Thank you, Joe.

期待下次再见，希望能在印第安纳波利斯见到你。

Look forward to future and seeing you seeing you in Indianapolis.

没错。

Exactly.

也感谢各位收听我的播客。

And thank all of you for listening to my podcast.

非常感谢您的支持。

Your support's very much appreciated.

我们下次再聊。

Until next time.

继续前进，不断向上。

Onward and upward.

您正在收听的是《物流中的物流》播客，我们与物流和供应链领域的领导者深入交流。

You have been listening to the logistics of logistics podcast where we engage with leaders in the logistics and supply chain community.

如果您喜欢我们的内容，请订阅、点赞，并在苹果、Spotify 或其他您收听的平台留下好评。

If you like what you hear, please subscribe, hit the like button, and leave us a nice review on Apple or Spotify or wherever else listen.

也别忘了观看我们在 YouTube 上的视频，并在 LinkedIn 上关注我们。

Also, please check out our videos on YouTube and connect with us on LinkedIn.

我们在 LinkedIn 上非常活跃。

We're very big on LinkedIn.

您还可以通过我们的网站 logisticsoflogistics.com 联系我们。

And you can also reach us on the logisticsoflogistics.com, our website.