最后一公里的五大失败——与杰森·伯恩斯对话

下一次我打电话时，他们就说：‘您所在区域没有滴滴司机。’

And then the next time I call, they're like, we don't have Lyft drivers in your neighborhood.

我当时就想，确实如此。

I was like, yep.

这背后是有原因的。

There's good reason.

这活儿确实不容易。

It's a hard job.

没错。

Yeah.

而且，乔，我觉得这里的风险甚至更高。

And and I'll I'll Joe, I would actually say the stakes even higher.

像滴滴和Uber，我愿意把它们归为零工经济一类。

So so the the, you know, Lyft and Uber, I'll put those in the gig the gig kind of category.

但说到最后一公里配送，我以前工作的公司，司机虽然是独立承包商，但并不算零工，因为我们服务的是血库、医院这类关键机构。

When I think about Final Mile, the place I come from, the drivers may be independent contractors, but it's not gig workers because a lot of the solutions we're do we're talking about we deliver for blood banks, hospitals.

哦，确实如此。

Oh, yeah.

这关系到生死大事。

So life and death

在那个时候。

at that point.

是关乎生死的事。

Life and death stuff.

所以你不想让司机队伍这么流动性大，对吧。

So you don't want this very transient driver fleet Right.

来来去去的。

Dropping in and out.

你得保持一定的稳定性，尤其是在你核心客户和高危配送任务上。

You wanna have some stability there, particularly around your core clients in the high critical deliveries you're doing.

因此，你更需要合理定价，因为司机留下来的首要原因，就是报酬得公平。

So it's even more critical that you price things out probably because the number one reason a driver is going to stay on a job is because they're getting fairly compensated.

你帮我确认一下，我这么说对不对。

I think you tell me if I'm wrong.

我觉得，招揽并让这些司机保持满意、接受培训和留下来，这背后的成本很多公司根本没预料到。

I suspect recruiting and keeping all those guys happy and trained and retained is a hidden cost that a lot of these companies didn't anticipate.

他们不会说，‘作为公司CEO，我花了这么多时间去招聘、培训，还花时间留住我请来的人。’

So they don't that they don't say, I, as the CEO of my company, spent this much time recruiting, this much time training, this much time re retaining the people I got.

对。

Yeah.

我觉得我得提醒一下，招聘这个词容易让人联想到雇员。

I think and I would say I would caution and say recruiting because recruiting tends to lead towards an employee.

是的。

Yeah.

雇员。

Employees.

我明白。

I get it.

是的

Yeah.

这些是内部的，呃，独立承包商。

These are IC's in inter yeah.

是的

Yeah.

这正是这个行业的难点所在。

That's this is the challenge of this business.

把员工称为独立承包商实在太容易了。

It's really easy to call an employee an independent contractor.

我刚就这么说了。

I just did it.

确实如此。

It is.

这确实是，查德，作为领先企业你必须重视的问题。

It's truly Chad, it's something that you have to be as a lead organization.

你得一直往下跟进，确保一线员工在与这些人打交道时能处理得当。

You have to be constantly down downstream to get the frontline folks who are probably doing having these interactions.

在我经营业务的时候，我会花很多时间跟调度团队沟通，告诉他们跟司机交流时哪些话该说、哪些话不该说。

We will spend a lot of time when I have my business talking to our dispatch team about what to say and what not to say when communicating with a driver.

是的，没错。

Oh, yeah.

因为如果你说，

Because if

你跟司机说‘老板对你很生气’，对方肯定一头雾水：‘啥？’

you said, oh, you know, the boss said the boss is mad at you, you're like, what?

我是独立承包商。

I'm an independent contractor.

或者，有时候司机根本不清楚‘独立承包商’到底是什么意思。

Or or if say driver may not fully and sometimes these drivers don't fully understand what independent contractor means.

所以他们会说，嘿。

So they'll say, hey.

我什么时候能拿到工资？

When am I getting my paycheck?

如果你拿不到工资，就会拿到一笔赔偿款。

Well, if you don't get a paycheck, you get a settlement.

这些词听起来不大，但如果你真进了法庭，得自己辩护，你一定会惊讶于这些话后来会怎么反咬你一口。

And so these little big words but think they if you ever get inside of a courtroom and you've gotta get you gotta defend yourself, you'd be very surprised how these things can come back

咬得你措手不及。

to bite you.

是的。

Yeah.

对啊。

Oh, yeah.

对了，几年前我有个朋友发给我一份合同。

By the way, I saw a few years ago, a friend of mine sent me a contract.

他说，喂。

He says, hey.

这家公司让我为他干活。

This company wants me to do this work for him.

我说，这明明是个修改过的雇佣合同，你们明明是独立承包商，但合同里每一条都把你当员工对待。

And I said, this is an employment contract that they modified, but they're you're an independent contractor, but everything in here acts if acts as if you're an employee.

光把‘员工’改成‘独立承包商’是没用的。

Just changing it from employee to independent contractor doesn't matter.

我说你直接去网上搜一搜。

I said that you just Google it.

政府是怎么定义独立承包商的？

What does the government consider an independent contractor?

一共有七八个判断标准。

And there's seven or eight questions.

我跟他们一条一条对过，发现合同里每一条都违反了规定。

And I said we went through them together, and I said, there's like everything they put in this contract is against the rule.

你其实就是他们的员工。

You're an employee there.

我说了，但他们根本不想把你当回事。

And I said, but they don't wanna treat you like one.

对。

Yeah.

没错。

Yeah.

我觉得这甚至体现在制服上。

And I think that's even down to the uniform.

对吧？

Right?

如果我的配送公司叫‘Last2First’，我肯定不希望我的合同司机穿着这种衣服。

So if my delivery company is called Last2First, I would not want my driver my my contract drivers to wear this.

我得付他们广告费，因为他们代表的是我的品牌。

I need to be paying them an advertising fee for representing my brand.

就连这种细微差别，也能清楚地区分两者之间的界限。

So even that subtle difference can draw a line between w two versus

这事儿真不简单。

This is not easy.

一点都不容易。

Not easy.

咱们录之前你提到的下一次失败，就是答应了不该答应的人。

So the next failure that you told me about before we hit the record button was saying yes to the wrong people.

到底哪些人是不该答应的，老兄？

Who are the wrong people, man?

是啊。

Yeah.

我觉得在基础领域，很多公司都很难拒绝那些明显不好的生意。

I think one thing I see a lot in the fundamental space is companies in this space have a hard time saying no to, what I think, bad business.

我觉得背后有几个原因。

And I think there's a it's a there's a couple reasons for this.

第一，就像我们之前说的，供应链这个细分领域长期以来一直被忽视，你之前好像说是——

One, as we mentioned, historically speaking, this particular sector of supply chain has been the stepchild, I think you referred to earlier, is

就像是被遗弃在角落里，完全没人管。

kinda like just disconnected from It's the backwater, man.

对。

Yeah.

所以我觉得，这种心态已经渗透到我们行业很多人心里了，大家总是担心失去业务，担心拿不到下一个客户。

So I think that has that has gotten to the headspace of folks in our industry where we're always concerned about losing business or not being able get that next customer.

于是我们可能会被迫接受一些糟糕的客户合同——要么对方付款拖沓，要么给的钱太少，我们想提价，但他们又要求我们承担更多责任，可我们的模式根本做不到。

And so we may find ourselves in these bad customer contracts whether it be the client's not paying us timely, whether it be they're not paying us enough money, and we wanna go up on an increase, or what they wanna they want us to exercise more control, but our model may not allow us to do that.

我们特别不愿意切断这些客户关系。

We're very hesitant to depart from those client relationships.

说实话，我自己也经历过这种处境，真的很难下决定。

And, look, I have I've been in that position myself, and it is a difficult thing to do.

但我得说，对很多人来说，如果你正处在这种情况，我前几天跟一个人聊，他有个客户付款周期是90天，结果实际到账还要更晚。

But I will say this, for many people out there, if you are I was talking to someone the other day and they had a customer that was paying them the terms with net 90, and they're getting paid in a 100.

情况恶化到他现在不得不找保理公司帮忙了。

And it got so bad that they're now having to work with a factoring company.

就像我们之前说的，这个行业的利润太薄了，根本养不起保理公司。

And as we said earlier, there's just not enough meat in the bone in this particular industry to have a factoring company involved.

我当时在劝这位老板，听我说。

And I was trying to advise this owner about, hey.

你得严格要求客户，要是他们连你的条款都做不到，那就得果断终止合作。

You need to really hold the customer accountable, and if they can't abide by your terms, then you need to fire them.

不行啊。

Oh, no.

我不能辞掉他们。

I can't fire them.

我真做不到。

I can't do

这个。

this.

我太需要他们了。

I need them too badly.

他们是我最大的客户。

They're my biggest customer.

我就想说，这个客户简直在把你生意拖垮。

And I'm like, this customer's literally running your business in the ground.

真的，你连一些账单都付不出，现金流根本跟不上。

Like, literally, you don't have the cash flow to make certain payments.

是的。

Yeah.

顺便说一下，他们三十天才付款，所以一直在拖着这笔钱不付。

And by the way, they're getting paid in thirty days, and so they're just holding their they're just holding that money.

这说得通。

That makes sense.

有道理。

Sense.

他们就是故意压着钱不给。

They're holding them.

而且很多时候，乔和她，还有这位老板告诉我，客户甚至威胁说，嘿。

And it's because and a lot of times, Joe and she and and this owner told me that she the client even threatened that, hey.

我就去找个更大的公司合作。

I will just call a bigger company.

我会联系亚马逊、优步、Lyft，或者他们提到的任何一家大公司。

I'll call Amazon or Uber or Lyft or whoever they were referencing.

我就跟他说，你干脆现在就打给他们。

And I said, you should tell them call them right now.

你该直接打过去，因为我敢肯定，那些大公司绝不会允许客户这么拿捏他们。

You should call them because because I guarantee you, those companies won't allow them to to have the tail wagging the dog as this case.

所以我觉得关键在于，你要明白自己带来的价值，如果合作对你不利，就直接拒绝。

So I think that the challenge is really is to understand that you bring value to these equations and that if it's not working out for you, say no.

我向你保证，外面还有很多更适合你业务的机会。

I promise you there's more and more opportunities out there that would be a good fit for your business.

我觉得你刚才说的这个问题，很多听众虽然不从事最后一公里配送，但也会觉得这在整条产业链里都是个普遍难题。

I think what you just described there, and I think there's a lot of people listening who are not necessarily in final mile who are saying, that's a problem in this whole business.

做物流这行，你总是因为太着急想扩张而什么都答应。

Logistics business is you say yes because you're desperate and you wanna grow.

仓储行业以前就遇到过这个问题。

Warehousing had this problem.

那时候电商公司纷纷冒出来，很多规模都很小。

All these ecommerce companies popped up, and a lot of them were very small.

大家都一口答应，结果才发现根本服务不了，因为客户太小了。

And everybody said yes to them and then realized I can't serve them, right, because they're too small.

我得赚更多钱才行。

I need to make more money.

很多公司都是这样。

And there's a lot of companies.

我待过的那些公司，往往两个客户就占了八成的业务，其他客户你得仔细想想：值不值得花精力？

I've worked at them where you go, I got two customers that make up 80% of my business, and these other ones, you have to go and look and say, are they worth it?

确实如此。

True.

确实。

True.

我给大家

I'll give

举个简单的例子。

you one quick example.

我以前有个大客户。

I had a class customer years ago.

那一家客户占了我们要公司收入的42%。

It's 40 represented 42% of our company's revenue.

说实话，我们几乎就是专门为他们服务的。

And we were you might as well called us.

我不提具体名字，但我们当时的业务重心基本就是围着他们转。

I don't say the name, but we were pretty much in in business to serve them.

我确实很担心丢掉这块业务，但后来我们仔细盘点了那些隐性成本，把给这个客户投入的所有开销都算了一遍，不只是司机，还包括管理团队和其他相关人员的服务成本。

And I was really concerned about losing that business, but ultimately, when we really we talked about some of those hidden costs, when we looked at all the costs we're spending, not just the drivers, but the management team and everyone else to service the client.

是的

Yeah.

你花在上面的时间。

Your time spent on it.

对

Yeah.

但关键是这样。

It's but here's the thing.

当我们退出这项业务后，一年内，我拿下了七个新客户。

When we exit that business, a year later, I had brought on seven different accounts.

我们的收入已经补回来了。

We had made up the revenue.

我们不再那么集中于单一客户，这为我们打开了更多机会。

We weren't so much concentrated, and it opened us up for more opportunities.

但要是我继续困在这一条路上，完全让这个客户牵着鼻子走，我们早就

But had I stayed in that one lane and just let this customer dictate us, we would

我根本不会跨出那一步。

have never ventured beyond that.

这属于现金流问题，真的很难处理。

This is this is one of those cash flow things where it's just hard to do it.

但你说得对，在这行里，答应错的人就是失败。

But to your point, saying yes to the wrong people is a failure in this business.

你总说，如果客户对你不好，尤其是大客户，那他们提供的价值根本不够支撑这段关系。

And, you keep saying that there's not enough meat on the bones to have a customer that's got that's not treating you right, especially if they're really big.

这跟下一个问题其实很相关。

So this kind of relates closely to the next one.

你说第四个问题是低估了自己为客户带来的价值。

And you said the fourth issue is undervaluing what you do for your customers.

这跟我们之前说的定价过低、还有答应错的人，其实都紧密相关。

It seems like that's very closely related to what we talk about underpricing, but also saying yes to the wrong people.

你觉得

What do you

你说的‘低估’是指什么？

mean by undervaluing?

这两者确实密切相关。

They are closely related.

你之前提到过新冠疫情，想想那时候的情况。

Think about you you referenced COVID a little bit earlier in the conversation.

当时我们的行业被迅速认定为必需行业。

And COVID was our industry was quickly designated as an essential industry.

所有人都待在家里，但我们依然得把东西送到他们手上，不管他们在哪里。

You had everyone at home, and again, we still needed things to get to them wherever they were.

所以，幸运的是，我们抓住了很多机会。

And so our industry, fortunately, again, we were able to capitalize on lot of opportunities.

但在那十二到十八个月里，我深刻体会到最后一公里行业的价值——我们简直是救命的。

But it was in that twelve, eighteen month window where we saw the value of the final mile, last mile industry to me They were the lifesavers.

抛开那些表面的东西不谈，真正救命的是我们做的事：我之前待的公司，后来被Dropoff收购了，我们每天从将近一千家CVS药房取走新冠检测样本，空运到西海岸的大实验室，就是为了让人尽快知道自己是否感染，好及时治疗。

It was truly even we get beyond just all the partial stuff, but the true lifesaving thing that we delivered, the mask, the company I was with that I exited to Dropoff, we were doing literally picking up from probably almost a thousand CVS locations every single day, picking up COVID samples and flying it to a big lab on the West Coast just to make sure people if they understood they had COVID, to understand they had COVID so they can treat it.

所以他注意到了这一点，也看到了电商发生的变化。

So he saw that, and he also saw what happened with ecommerce.

对吧？

Right?

那层遮羞布被一下子扯掉了。

The band aid got ripped off.

我们本来就已经在往这个方向发展了，但当时我奶奶快九十岁了，还一直靠线下购物。

We were trending that direction, but my grandmother who, at the time, was probably in her late eighties, she was ordering stuff off offline.

是啊。

Oh, yeah.

那段时间，我教我妈网上购物。

I taught my mom to shop online during that time.

没错。

Yeah.

真是不可思议，因为需求催生了所有创新。

It was amazing because everyone was it was necessity breeds all invention.

所以当时，我们这个行业给世界带来了巨大的价值，真的，就是那个年代的世界。

And so there was a lot of value that our sector brought to, you know, the world, truly, the world at that time.

但从那以后，我觉得有些东西慢慢流失了，这让我很沮丧，因为我生来就在最后一公里的行业里，我领导过相关企业，还为此做过保险业务，甚至专门做了一个播客讲这个话题。

And then what I think has happened since then, we've seen some of that slip away, and that that's frustrating for me, someone that that is literally born into the last mile, led organization, announced on insurance, announced a podcast about it.

我希望这个行业能守住自己的价值，真正提升地位，让我们得到和海运、航空、铁路行业同等的尊重，甚至像地面运输中某些细分领域那样被重视。

I wanna see this industry hold our value and really raise our value to where we're valued just as much as the maritime industry is valued, air industry is valued, the rail industry is valued, even some parts of the ground sec sector are valued.

我觉得我们有时候忘了这一点。

And I think we we forget that sometimes.

作为行业从业者，我们自己常常忘了。

I think we forget it as the owners.

消费者也忘了。

I think consumers forget wait.

如果你今天去沃尔玛药店给孩子买点泰诺，我敢打赌，这瓶泰诺一定是靠最后一公里的公司送来的。

If you go to a a Walgreens store today and you gotta get your kids some Tylenol, I guarantee you that Tylenol was delivered by a last mile company.

所以，关键是要明白我们到底带来了什么价值，而这又回到了定价、谈判，以及如何说‘不’的问题上。

And so part of it is just understanding what we bring to the table, and that goes back to pricing, how you negotiate, how you say no.

但更重要的是，你要怎么看这个世界，明白我们为这些关键环节带来了实实在在的价值，而且

But more more important, just how you look at the world and understand that we're bringing something of serious value to these equations, and

我们不再是供应链里被忽视的那一个环节。

we're no longer the stepchild of supply chain.

确实如此。

Yep.

没错。

Yeah.

你得清楚自己的价值。

It's you gotta know your worth.

我觉得随着婴儿潮一代陆续退休，而且很多人身体还很健康，会继续工作，超过正常的退休年龄。

And I think as the baby boomers retire, and again, that a lot of them are healthy and they're gonna stick around for past normal retirement age.

但我想，其中一些人可能会继续从事这类工作。

But if I think some of them probably do some of this kind of work.

你要么付钱请他们留下，要么就让他们回家。

You're gonna pay them or they're gonna go home.

现在只要愿意干活的人，都能拿到不错的薪水。

Anybody who's willing to work can get good pay these days.

所以还觉得‘你能有这份工作就该知足了’，这种想法早就过时了。

And so the idea that you go, you're lucky to have this job.

要是现在有人跟你说这话，你肯定觉得他在开玩笑。

If somebody says that to you right now, you're like, you kidding me?

我现在彻底明白了。

Now I get it.

如果你说，嘿。

If you say, hey.

你是大公司的销售总监，或者副总裁，拿的薪酬高得吓人，那没问题。

I'm a I'm a director of sales of this big company or vice president of this or that, and you are getting huge compensation.

但如果你是个送货的，别人还说‘你有这工作就该感恩了’，那你肯定觉得他疯了吧。

But if you're saying a job where you're delivering stuff and somebody says, oh, you're lucky to have this, you're like, what are you kidding me?

我转身就能去街对面，挣的一样多，甚至更多。

I'll I'll leave here and go down the street and make the same money or more.

所以你得好好对待员工，这意味着你要真正重视他们。

And so you've gotta treat the people right, and that means you gotta value them.

这意味着薪酬也得给到位。

It means you gotta get the you gotta get the money right.

人们都希望被尊重，我觉得这种需求可能甚至比钱还重要。

And people wanna be treated right, I think maybe even more so than the money.

但这两点都得兼顾，因为咱们得吸引人才进入这个行业。

But both of them gotta it's gotta add up because we gotta recruit people to this space.

完全没错。

100%.

我经常跟这个行业里的老板们聊天，问他们最大的难题和痛点是什么。撇开那些杂音，归根结底就是利润太薄，根本没钱去投入人力、技术、风险管理、市场营销——那些我们真正想做的事。

Like, when I talk to owners all the time in this industry about what their challenge and pain points are, when you cut through a lot of the noise, what it comes down to is there's not enough margin to to access the resource and things we need to invest in the people, invest in technology, invest in the risk management, invest in the marketing, invest in all the things that we want.

这正是我想跟欧文斯沟通的重点。

And I think that's what I try to talk to Owens about.

嘿。

Hey.

你没意识到自己在这里的价值。

You don't understand your value here.

你为供应链、为这个行业、甚至为整个世界都带来了巨大价值。

Like, you you bring a lot of value to the supply chain, to the industry, to the world.

你可不能心安理得地只靠5%的利润率运营。

Like, you you shouldn't be comfortable operating on 5% margin.

这可是你应得的回报。

That that that's that's you work.

乔，你自己也清楚，在我看来，没有哪个行业比运输业更拼命了。

And then, Joe, and you know this from your own experience, like, there's not a more harder working industry than transportation in my opinion.

在这个最后一公里的领域，你做的都是小单子，但这些小单子加起来才能拼出完整的业绩。

And in this space, last mile, you're talking about a lot of little bit of deliveries that have to add up to make a whole pie.

我只是希望人们能明白，这些小单子有多重要。

And I just want people to understand how valuable those pieces are.

杰森，我住在郊区，离底特律有一个小时车程。

Jason, I live in the suburbs, like, hour from Detroit.

这儿车不多，但要是我现在开车出门，学校刚放学，开上十五分钟我就该烦了。

There's not a lot of traffic out here, but if I got my car right now, school's out, I'd be driving for about fifteen minutes before I get frustrated.

这到底怎么回事？

What what's going on here?

让我一整天在堵车里转悠？天啊。

So the idea that I could drive around all day in traffic, oh, man.

那真是个苦差事。

That that that's a hard job.

所以这些司机确实该得到应有的报酬。

So the the these guys gotta be compensated.

对了，最后一个，第五个问题。

Anyway, last one, the fifth failure.

顺便说一句，自从那天跟你聊完，我就一直在想这个问题。

And by the way, I've been thinking about this one ever since I talked to you the other day.

就是保险不够。

It's being underinsured.

顺便说一句，我们到目前为止聊的所有内容都归结为风险，而保险正是为了应对这种风险。

And by the way, everything we've talked about so far comes down to risk, and that risk is why you have insurance.

所以请你谈谈这个‘最后一公里’保障不足的问题。

So please talk about the underinsured final mile business.

对。

Yeah.

那我给你讲讲。

So I'll give you

简单说一下背景。

a quick little background.

我刚进入保险行业的时候，大概是两年半前，前几个月一直在打电话给核保人员、保险公司，想搞清楚情况。

So when I first got into the insurance industry, probably two and a half years ago, I spent the first few months calling underwriters, insurance, underwriters, carriers to understand.

因为我自己有经验，知道这个领域风险特别高。

Because I knew from my own experience, this particular category sector is high risk.

我想知道他们是怎么看的。

I want to understand what they saw.

他们跟我提了三点。

And so there's three things that they pointed out to me.

第一，这个领域完全没有监管。

One, this particular sector is not regulated.

交通运输部的监管只针对十千磅以上的车辆，除非你只是偶尔跑运输。

There's no the DOT, Department of Transportation, really starts its regulations at vehicles that's 10,000 pounds and above, unless you're just to pass that transportation.

信息不透明。

Lack of visibility.

对吧？

Right?

由于我们的司机模式以独立承包商为主，很难在车上安装远程信息设备或其他工具，也就无法获取司机行为数据，难以评估风险。

So because of the sheer nature of our driver model being more prevalent on the independent contractor side, you're unable to put telematics and different tools in the vehicle so you can get more reporting on driver performance and how that captures your risk profile.

所以他们根本不清楚自己在跟谁打交道。

So they don't know who they're talking to.

对。

Yeah.

第三，由于我们工作的性质，通常在城市里要频繁停靠多个地点。

And then three, just by nature of what we do, we're making multiple stops most times inside of urban markets.

你们开的是没有标识的车辆。

You're in unmarked vehicles.

这些车更容易被偷。

They're more prone for theft.

货物价值高，从厢式货车或SUV里偷走货物，比从卡车后部上锁的货箱里偷要容易得多。

The value of the cargo, it's easy to it's easy to steal cargo out of a van or SUV than a box that they may have be locked on the back end of the truck.

所以，所有这些因素加在一起，不幸地让我们的行业风险更高，保费也随之上涨，这导致一些公司要么有意、要么无意地投保不足——要么是负担不起，要么就像你提到的其他原因，根本不知道自己需要哪些保险。

And so the combination of all these things, unfortunately, it creates a higher risk profile for our sector, which means higher premium cost, and that leads to, I think, companies sometimes intentionally, sometimes unintentionally being underinsured, whether because they either can't afford it or for some of the other points you mentioned, they just are not aware of all the insurances they may need.

是的。

Yeah.

我觉得这是一种精打细算的商业模式。

I think it's a it's you've it's a lean business model.

所以很多人会想方设法在各个环节省点钱，好赚点钱，把生意做大。

So I think a lot of people are trying to cut a corner here and there to make some money and grow their business.

是的。

Yeah.

你看看这种情况。

You see that and look.

我从小就在这个行业里长大。

I again, I operate grew up in this industry.

我经营这家公司已经十四年了。

I operate our business for fourteen years.

我明白。

I get it.

这本就是个利润微薄的行业，确实不容易。

It's a low margin industry, and it's tough.

但现实是，不能因小失大。

But the reality is you don't wanna be penny penny wise and pound foolish.

尤其是当你是个独立承包商时，有些保险是必须配置的。

And so particularly when you're at independent contractor, there's certain insurance that you wanna have.

你得把这套保障机制建立起来。

You gotta have in place.

要买雇佣责任险，而不是自己拥有保险，这样才能为独立承包商提供保护，涵盖意外责任风险。

Hire not own coverage to protect your business on behalf of the independent contractor or contingent or liability coverage.

至于你的司机，如果你用的是10-8-9模式，就得在合同里明确要求他们购买职业意外险，简称‘ACK ACK’，其实就是给独立承包商用的工伤保险。

And then for your drivers, if you're using ten eight nines, you wanna mandate in your contract with them that they have occupational accidental insurance coverage, short for ack ack, which essentially is like a workers' comp policy but for independent contractors.

这一点我之前在对话里已经提过了。

So that's an area I gave earlier in the conversation.

如果司机出了事故，他们只能找自己的律师，因为他们的保单能提供一些赔偿，帮他们支付医疗费，甚至短期或长期的残疾补助。

If that driver gets in an accident, they will have to go to their lawyer because they'll have a policy that's gonna give them some benefits there to help them with medical bills and even short term, long term disability.

现在最后一公里行业里，不是所有公司都这么做——有些公司确实按规矩来，也愿意投入，但保险费用一直在持续上涨。

And so what I see right now in in the final mile space is not all companies, because some companies do it by the book and they're making the proper investments, but the insurance costs just continue to ratchet up higher and higher.

加上我们失去了疫情期间积累的那笔现金，现在的账根本算不过来。

And because we've lost some of that value, some of that cash that we had in COVID, the math is not mathy.

公司现在不得不做出一些艰难决定：是降低保额，还是压低保费，然后自己多承担一点风险。

As companies are having to make some very tough decisions whether I lower my lower my my my limits or my, like, lower premium, and I'm gonna just take on a little bit more risk.

我在CUI工作期间，我们的专长是自保保险。

One of the things I do at CUI and while I join the organization is that we specialize in captive insurance.

自保保险是一种让你对保险拥有更多掌控权的方式，前提是

And captive insurance is a way of taking control of your insurance if it's the

适合你的需求。

right fit.

对。

Yeah.

并不是每个人都适合。

It's not for everyone.

但本质上，它能把保险从一项支出转变为一项资产，而且你的保费只根据你公司的具体风险历史和状况来评估。

But, essentially, it turns insurance from a liability into an asset, and you're only rated based off your particular company's exposure history and profile.

所以，提前在风险管理与风险控制上多投入，对你非常有利。

So it behooves you to really invest in risk management, risk mitigation upfront Yep.

我觉得这可以作为一个卖点，对货主说：嘿，各位。

I think it's a selling point potentially to say to a shipper, hey, guys.

你们做事很到位。

You guys are doing things right.

你们是财富500强，或者财富5000强，不管你们想让我们怎么配合送货都行。

You're a Fortune 500 company, Fortune 5,000, whatever you want us to do delivery.

我们每一步都做得很规范。

We are doing everything right.

我们在严格筛选司机。

We are vetting drivers.

他们都是独立承包商。

It they are independent contractors.

顺便说一句，我们已经按照最佳实践做了核查，确保这一点属实，因为我们不希望任何问题牵连到我们，或者你们。

And by the way, we've done we've done the best practice to make sure that's actually true because we don't want any of this to splash back on us or you.

而且我们有完善的保险，我们也明确说，我们专精于你们这样的行业，不管你们具体做什么。

And we are properly insured, and we say we specialize in your business, whatever it might be.

我记得在我的播客里，有两家公司也说过类似的话。

And I think I heard two companies say this in my podcast.

这两家都是长途货运公司。

They're both over the road trucking companies.

他们说，这话说起来容易做起来难，在播客里讲讲倒是简单。

They say, this is so much easier said than done, easy to do on a podcast.

他们会说，我们从来不是价格最低的。

They'll say, we're never the lowest price.

我们根本沾不上边。

We're not even close.

我们可能是价格最高的，但选择我们的客户，是因为认同我们的价值观。

We're probably the highest price, but the customers who buy from us buy because they share our values.

我们做事讲究，而讲究做事的成本自然更高。

We do things right, and doing things right costs more money.

我真想不通，大公司怎么会愿意拿自己冒险，可在这行里，卖低价太容易了——别人报多少，你也跟着报，结果为了压价，连保险都取消了，风险全自己扛，这完全说不通。

And I can't imagine big firms want to put themselves at risk, and yet it's really easy in this business to sell and commodity pricing is, oh, if you can match this pricing if I match that pricing, I had to go take my insurances off and and take some risk, and that makes no sense.

这确实是这个行业的一大难题，你说得对。

It's something that is a big challenge in this space because, yeah, you're right.

你可能会觉得，那些大客户或者使用我们服务的发货方，应该会欣赏那些做事正派、持续投入、严格遵守法规的公司。

You would think that some of these larger shippers or customers using our services would would value a company that's doing it the right way, making all the right investments and following the letter of law.

但现实是，他们总是很快转向那些每单能便宜一美元的下一家供应商。

But the reality is they'll they're quick to go to the next provider that's gonna go a dollar less per delivery.

所以我觉得这确实是个难题。

And so I do think that is a challenge.

在我看来，我们做最后一公里的，或许可以通过坚守自己的价值、稳住底线来解决这个问题。

In my opinion, I think, hopefully, that can be solved by on our side, you know, last mile side, making sure that we can hold our value, hold the line.

对吧？

Right?

水涨船高，只要行业整体提升，发货方和制造商自然会跟上来。

Rising tide lifts all boats, and the shippers and manufacturers, they'll come online for that.

不过我还想说，现在提到物流、电商、手机下单这些事，消费者其实才是真正的推动力——正是他们的行为变化，让我们有机会把最后一公里做得更有人情味。

But the the other point I would say is that in in today's time, when you're thinking about chain, shipping, ecommerce, all these things, ordering things from your phone, consumers and this is where I think there's an opportunity here to humanize the last mile in a way because consumers are the ones really driving this because of the change in behavior.

人人都希望明天就能收到货。

Everyone wants it yesterday.

所以如果你真的希望昨天就收到，而且这对你来说很重要，那你就该为这份价值付费。

So if you truly want it yesterday and that's of value to you, you should be paying for that value.

没有免费的送货，各位。

There are no free deliveries, ladies and gentlemen.

这根本不可能发生。

It doesn't happen.

现实就是这样。

This exists.

没错。

Exactly.

我来总结一下我们刚才聊的内容，然后听听你的最终看法，杰森。

So I'm gonna summarize what we talked about, then I'm gonna get your final thoughts on the topic, Jason.

我正在和我的朋友杰森·伯恩斯聊天。

So I'm talking to my friend Jason Burns.

我们在讨论最后一公里的五大问题，之前谈到了司机估算错误和分类失误。

We're talking about the five failures of final mile, and we talked about driver miscalculate misclassification.

很多人说这些人是独立承包商，但实际上公司却把他们当员工用。

And a lot of people are saying that these people are independent contractors, but they're treating them like employees.

这风险很大。

Big risk.

定价过低是个严重问题。

Underpricing is a big problem.

没把这些全算进去，这生意其实特别复杂。

Not capturing all of this is a very nuanced business.

看着简单，但背后隐藏的成本很多。

It seems simple, but there's a lot of hidden costs.

所以你必须把那些成本管起来。

That's why you gotta get on top of those costs.

答应了不该接的单子，我觉得这跟定价过低是相关的。

Saying yes to the wrong people, I think underpricing relates to that.

哎，我赚得不多，但成本倒是挺低的。

Go, oh, I'm not making much, but, boy, our costs are low.

没你想象的那么低。

Not as low as you think they are.

这就牵扯到低估的问题了。

This gets to undervaluing.

我们得重视自己做的事，这可是物流和供应链中关键的一环。

We gotta value what we're doing, and this is a critical piece of the logistics and supply chain.

我们得把自己当成这链条里的一分子来对待。

We gotta treat ourselves like we are part of that.

最后一点，保险不足。

And last but not least, underinsured.

今天我们聊的所有内容都跟风险有关——质量风险、法律风险、成本风险，这就是为什么你需要保险。

There everything we talked about today relates to risk, quality risk, legal risk, cost risk, and that's why you get insurance.

所以，是的，我觉得还有一点相关的是，你平时的保险代理人可能根本不懂这行，这就有问题了。

So, yeah, I think I I would also say maybe kind of a corollary to this is your regular insurance guy might not know anything about this business, and that's a problem.

所以你得找像杰森这样专攻这一块的人合作。

So you wanna work with somebody like Jason who specializes in it.

是的

Yeah.

谢谢你的分享。

Thank you for that.

对

Yeah.

没错

Yeah.

确实如此

Do.

你看，很明显。

Obviously, look.

我不是做保险的，这点我之前也说过。

Not to like I said, I'm not an insurance guy.

我从来不觉得应该强行推销给客户。

I don't really believe in selling people.

只要能带来价值，不管对我有没有好处，这都是我的做事风格。

If I can provide value, whether that's gonna benefit me or not, that's my MO.

但你说得对。

But you're right.

尤其是在这个领域，这真是个独特的行业。

Particularly in this space, this is such a unique industry.

你真的得找一个完全懂这些漏洞和隐性风险的人，因为稍不注意就可能把自己置于危险之中。

You really wanna work with someone that truly understands all these gaps and these hidden areas because it doesn't take much to get yourself in harm's way.

所以咱们给这个话题画个圆满的句号吧。

So put a big old bow on this one.

最后总结一下，杰森·伯恩斯。

Final thoughts on the topic, Jason Burns.

是的。

Yeah.

我得说，你看。

I will say, look.

如果你是从事最后一公里配送，或者零工经济领域的经营者，想了解如何为自己的业务保驾护航，

If you are an owner in the final mile, last mile space, even a gig space, and you are looking to understand more about how to I'll back it up.

想知道我现在才明白的风险管理和保险知识——要是当年经营时就知道就好了——你可以上网找我，

If you wanna know the things that I now know about risk management insurance, which I would have known when I was operating, you can find me online.

公司名叫CUI保险代理，

CUI Insurance Agency is the company.

他们也会听你的播客，

And they can listen to your podcast.

这是第二个广告了，

That was the second plug.

你跳得太快了，

You're jumping ahead.

下一个，

Next.

如果你也身处这个行业，想从那些真正推动这个领域发展的人的角度，了解从过去到现在供应链的演变，不妨听听我们的播客。

If you're also in this space and you wanna understand from the lens of the people that are driving this industry, this sector from last to now first today's supply chain, check out our podcast.

节目叫《Last2First》，我们会邀请这个行业里的顶尖人物来访谈，他们分享了大量宝贵的见解、经验故事，以及如何克服商业和个人挑战最终取得成功的案例。

It's Last2First and forced to interview some of the top players in this industry, and they share a lot of insights, a lot of nuggets and stories and examples of how they've overcome business and personal success to challenges to find success.

这是这个领域里增长最快的播客之一。

And it's one of the fastest growing podcasts out there in the space.

我们上线才六个月，所有集数的播放量已经累计达到几十万次。

We've been opening air since six months ago, and we've already had a couple 100,000 views of all episodes.

这真是个特别棒的资源，作为听众，我每次听到这些人的故事都特别兴奋。

So it's a really cool resource, and I get excited as an audience to to learn about these guys and what they're doing.

在YouTube上也很火。

Big on YouTube too.

在YouTube上也很火。

Big on YouTube.

是的。

Yeah.

我们所有内容都这么做。

Everything we do.

你可以在YouTube、Apple、Spotify还有我们的社交媒体上找到我们。

YouTube, Apple, Spotify, you can find us there and on social media.

所以这个节目叫Last2First。

So Last2First

是的。

is Yeah.

就是'last'这个单词，加上数字2，再加'first'。

It's the the word last and then the number two and then first.

杰森，我会给你放上你的领英主页链接、网站链接，还有你的播客链接。

So what I'll do, Jason, is I'll put a link to your LinkedIn profile, link to your website, link to your podcast.

你给我的任何其他链接，我都会放到节目简介里，方便大家联系你、关注你。

Any other links you give me, I will put in the show notes so people can reach out and follow you, reach out and contact you.

杰森·米勒，我觉得是杰森·米勒。

Jason Miller, I think Jason Miller.

我刚才在想那个做供应链的杰森·米勒。

I was thinking of Jason Miller, the supply chain guy.

杰森·伯恩斯，非常感谢你今天抽出时间。

Jason Burns, thank you so much for taking the time today.

不过，乔，我

But, Joe, I

我也要谢谢你，我看了你好多年的播客，你一直是我学习的榜样。

wanna thank you too because I've been watching your podcast and what you've been doing for many years now, and you've been an inspiration to me.

祝你继续成功，

It's continued success to you and

你正在做的

what you're

这个播客项目。

doing with your podcast.

而且你还能继续为这个行业带来更多价值，因为我觉得你做的事、你的做法都非常重要。

And, you can bring continue to bring more value to this industry because I think what you do and how you do it is very important.

是的。

Yeah.

这个你当然知道。

You know this.

我们做播客主持人，真是占尽了优势。

We get the best job at the pod casters.

你能接触到所有厉害的人物。

You get to talk to all the cool kids.

我从中学到了很多东西。

I've learned so much.

通过做这个，我还结识了无数优秀的人。

I've also gotten some know so many people from doing it.

这真是份绝佳的工作。

It's a fantastic gig.

没错。

Yeah.

完全正确。

100%.

非常感谢你的提及。

Thank you so much for the shout out.

谢谢。

Thank you.

好了，兄弟。

Alright, man.

杰森·伯恩斯，真的非常感谢你，也感谢各位收听我的播客。

Jason Burns, thank you so much, and thank all of you for listening to my podcast.

你们的支持我非常感激。

Your support's very much appreciated.

下次再见，继续前进，不断向上。

Until next time, 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.

如果你喜欢我们的内容，请订阅、点赞，并在苹果、Spotify 或其他你收听的平台给我们留下一个好评。

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 you listen.

另外，也请关注我们在YouTube上的视频，并在LinkedIn上与我们互动。

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

我们在LinkedIn上特别活跃。

We're very big on LinkedIn.

你也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.