# Travis Kalanick at Startup School 2012 > `[00:00:00]` Wow this is awesome. `[00:00:00]` 哇这太棒了。 > OK. 好的 > This place is full. 这地方满了。 > All right. 好的 > So good to meet all of you My name\'s Travis Kalanick co-founder CEO of Uber. 很高兴认识你们所有人，我的名字叫特拉维斯·卡兰尼克，优步的联合创始人之一。 > Let\'s see so I do a lot of speaking because we are we\'re a technology company that is we\'re in the trenches we\'re in the cities you know more than half of our employees are not in San Francisco. 让我们看看，所以我做了很多演讲，因为我们是一家科技公司，也就是说，我们在战壕里，我们在城市里，你知道，我们一半以上的员工不是在旧金山。 > And I almost I don\'t even remember the last time I spoke in San Francisco in front of an audience. 我甚至都不记得上一次在旧金山当着观众的面发言是什么时候了。 > Every time I go to speak somewhere I look I go on Google and I look at the roads I look at architecture I look at cool pictures I input that are iconic. 每次我去某个地方演讲，我就去谷歌，看看道路，看看建筑，看看我输入的很酷的图片，这些都是标志性的。 > I\'m going to speak in Silicon Valley. 我要在硅谷发言。 > I\'m searching google images and I can\'t find anything. 我正在搜索谷歌图片，却什么也找不到。 > And so yeah there you go. 所以是的，给你。 > It\'s good to be here 能在这里笑真好。 > And it was I found a little something. 我发现了点东西。 > All right. 好的 > So guys I\'m guessing most people here at least know what Uber is. 所以，我猜这里的大多数人至少知道优步是什么。 > But for those of you who don\'t I\'m going to go do sort of a basic tour just really quick. 但是对于那些不想去的人来说，我要去做一次基本的旅行，非常快。 > It\'s an app on your iPhone that helps you get a car. 这是你 iPhone 上的一个应用程序，可以帮你买到一辆车。 > Our motto is everyone\'s private driver 我们的座右铭是每个人的私人司机 > and so you open up the app and you see a bunch of cars that are near you. 所以你打开这个应用程序,你会看到一堆车就在你身边。 > This is one of the San Francisco cars three minutes away. 这是旧金山三分钟车程中的一辆。 > and Jim will will arrive in two minutes. 吉姆两分钟后到。 > He\'s rated a four point eight. 他被评为四点八。 > And this is of course all screen shots from your app. 当然，这是你应用程序的所有屏幕截图。 > When he arrives you\'re told you\'re notified in call the driver of course and if you\'re lucky he\'ll open the door for you when you\'re done. 当他来的时候，你会被告知你会接到通知，当然，如果你幸运的话，他会在你完成任务后帮你开门。 > This is a short trip. 这是一次短途旅行。 > Fifteen dollars that\'s our minimum in San Francisco. 我们在旧金山的最低限额是十五美元。 > Of course we have lower cost options. 当然，我们有较低的成本选择。 > Now we have something called Uber axe a couple days ago we launched taxi in San Francisco for a lot of folks are like you\'re doing taxes here the anti taxi what are you doing. 几天前，我们在旧金山推出了一款名为优步(Uber)的出租车，因为很多人都喜欢你在这里征税，反出租车，你在做什么呢？ > We know what we\'re doing. 我们知道我们在做什么。 > But laughter we\'ll get to that in just a second. 但是笑声，我们马上就能讲到这一点。 > All right. 好的 > So some basics launched in June 2010. 因此，2010 年 6 月推出了一些基础设施。 > So we\'re we\'re just over two years old. 所以我们才两岁多。 > We don\'t own cars we don\'t employ drivers. 我们没有汽车，我们不雇用司机。 > A lot of people don\'t know that about us. 很多人不知道我们的事。 > They think we we have all these assets. 他们认为我们拥有所有这些资产。 > They think that we employ lots of cars we don\'t have 120 employees most of which are not in San Francisco. 他们认为我们雇佣了大量的汽车，我们没有 120 名员工，其中大部分不在旧金山。 > We don\'t have a marketing spend. 我们没有营销支出。 > We\'re deployed in 17 cities for some reason they\'re 16 here. 我们被部署在 17 个城市，原因是他们在这里只有 16 个。 > We actually just softe launched in Sydney a couple days ago actually yesterday. 实际上，几天前我们刚刚在悉尼发布，实际上是昨天。 > Amsterdam is coming very very shortly. 阿姆斯特丹很快就要来了。 > And I think Minneapolis\'s and on here we did that a couple weeks ago. 我想明尼阿波利斯是的，我们几周前就这么做了。 > So quick numbers hundreds of thousands of hours driven per week. 每周开车数十万小时。 > Very interesting engagement figure 50 percent of figure 50% of all the people who have ever ridden on uber have ridden in the last 30 days 非常有趣的参与图 50%的人在过去 30 天里骑过自行车 > And remember when you ride your pain. 记住当你骑着你的痛苦。 > So think about commerce. 所以想想商业吧。 > About e-commerce site or our ecommerce app or 50 percent of the people who\'ve ever paid paid in the last 30 days. 关于电子商务网站或我们的电子商务应用程序，或者是在过去 30 天中付费的 50%的人。 > Average person is paying about 105 dollars a month in San Francisco is a bit higher than that. 旧金山的平均月薪是 105 美元，比这略高一点。 > Prices are probably a bit too high. 价格可能有点太高了。 > I know some of you felt that sting. 我知道你们中的一些人感到刺痛。 > We\'re doing 26 percent month over month growth. 我们的月增长率为 26%。 > That\'s an average over the last now 16 17 months. 这是过去 16 个 17 个月的平均水平。 > You go OK. 你可以走了。 > Well if you start really low then you can grow really big but we\'re pretty big. 好吧，如果你开始的时候很低，那么你可以长得很大，但是我们很大。 > Twelve months ago and if you do 26 percent month over month growth that means in 12 months you\'re 16 times bigger than you were four months ago. 12 个月前，如果你按月增长 26%，这意味着在 12 个月内，你比 4 个月前要大 16 倍。 > So we\'re growing fast and in fact September over August was 29 percent month over month. 因此，我们的增长速度非常快，事实上，9 月份比 8 月份增长了 29%。 > So I want to tell a little bit about our background and then hopefully if I have enough time get into some of the regulatory stuff which I know none of you guys want to hear about. 所以我想告诉大家一些关于我们的背景，然后希望如果我有足够的时间，进入一些监管的东西，我知道，你们谁都不想听到。 > All right. 好的 > So this you can\'t see really well because of all the lights but it\'s a romantic shot from the Eiffel Tower between with me and my co-founder Gary camp some you guys may Noam Hughesy founder stumble upon. 所以，你不能很好地看到，因为所有的灯光，但这是一个浪漫的拍摄之间的埃菲尔铁塔与我和我的共同创始人加里营地，有些人，可能是诺姆休斯创始人偶然发现。 > It was in Paris at Le Web where we came up with this idea essentially you know he said look I just want to push a button and get a ride. 这是在巴黎勒维网，我们提出了这个想法，基本上，你知道，他说，看，我只是想按一个按钮，然后搭上车。 > You know let\'s and let\'s make it a classy ride. 你知道，让我们让它成为一个优雅的旅程。 > And that\'s kind of how we started. 我们就是这样开始的。 > Paris in many ways is a sister city of San Francisco. 巴黎在很多方面都是旧金山的姐妹城市。 > Impossible to get a cab there. 不可能在那里打车。 > So this is something from the past. 所以这是过去的事。 > This is what we call Halee. 这就是我们所说的海莉。 > I\'m not sure if you guys have ever done that but some people actually put their arm out to get a cab. 我不确定你们是否曾经这样做过，但有些人实际上是为了打车而伸出手来的。 > I don\'t I don\'t know what\'s going on. 我不知道发生了什么事。 > It\'s a weird thing but this is what we used to see in San Francisco. 这是一件很奇怪的事，但这是我们过去在旧金山看到的。 > I went through that when we first started actually it wasn\'t about taking over the world it wasn\'t about taking on corruption in every city around the world. 我经历过，当我们第一次开始的时候，实际上不是要接管世界，而不是在世界各地的每一个城市都要面对腐败。 > It was actually just about being baller in San Francisco. 实际上是为了成为旧金山的一名球员。 > And the only way to do it. 也是唯一的办法。 > The original idea was let\'s go buy 10 EST classes. 最初的想法是让我们去买 10 个 EST 课程。 > `[00:05:10]` Let\'s hire 20 drivers and let\'s get a parking garage. `[00:05:10]` 让我们雇 20 名司机，让我们拥有一个停车场。 > And I\'m like Garrett we\'re not buying any car Stu and we\'re not signing any lease on a parking garage. 我就像加勒特，我们不买任何汽车，斯图，我们也不签任何停车场的租约。 > But the idea of pushing a button and getting a ride in within minutes was a magical one. 但是，在几分钟内按下按钮并搭上车的想法是一个神奇的想法。 > And at the beginning it was a lifestyle thing. 一开始这是一种生活方式。 > It was as classes for us and our hundred friends. 这是给我们和我们上百个朋友上课的。 > And so that\'s where it started. 这就是开始的地方。 > In order to use the app anybody could download it but in order to use it you had to have a special code that I gave you. 为了使用这个应用程序，任何人都可以下载它，但为了使用它，你必须有一个特殊的代码，我给你。 > And pretty soon the inbox was just getting full of people who wanted the code because our friends were telling their friends and then you know I searched on Google images is my favorite thing. 很快，收件箱里就挤满了想要代码的人，因为我们的朋友告诉他们的朋友，然后你知道我搜索谷歌图片是我最喜欢的事情。 > `[00:05:50]` Explosive viral growth on the Internet. `[00:05:50]` 互联网上的病毒爆炸性增长。 > And there you go. 然后就到了。 > That was the best one I could find. 这是我能找到的最好的了。 > We have this thing called God view. 我们有一种叫神观的东西。 > This is an older version of God. 这是旧版的上帝。 > You can see much more what\'s going on today but I can\'t show you the new version of God. 你可以看到更多今天发生的事情，但我不能给你看新版本的上帝。 > It\'s too intense. 太紧张了。 > But this is a screenshot of a Friday night. 但这是周五晚上的截图。 > Very soon after we launch maybe a few weeks or something like that we had four trips going on at the same time we were going nuts. 不久后，我们推出，也许几个星期或类似的，我们有四次旅行，在同一时间，我们是疯了。 > For trips like we got trips going on we got to dispatch the green line at the top there. 对于像我们正在进行的旅行一样，我们必须派遣在顶部的绿线在那里。 > That\'s a dispatch. 那是一次调度。 > He shouldn\'t have his arm up but he does but he\'s got to he\'s got a little briefcase which is cool. 他不应该举起手臂，但他必须这样做-他有一个很酷的小公文包。 > That\'s Friday night early on in. 那是星期五晚上。 > Now this is 5:00a.m. 现在是早上 5 点。 > on a Monday. 在星期一。 > `[00:06:45]` The eyeballs by the way you see some eyeballs. `[00:06:45]` 你看到一些眼球的方式。 > Every once in a while in there that\'s somebody opening an app. 每隔一段时间，就会有人在里面打开一个应用程序。 > So we see when people open apps that helps us in demand prediction. 所以当人们打开应用程序来帮助我们预测需求时，我们会看到。 > Remember we\'re a logistics company or what I\'d call it. 记住，我们是一家物流公司，或者我会怎么称呼它。 > We were building an urban logistics fabric. 我们在建设一个城市物流体系。 > So when you do something successful. 所以当你成功的时候。 > Not everybody\'s happy. 不是每个人都快乐。 > And the older the industry you are tackling the the more protected it is by government or by corruption or by both the more they\'re going to be upset about what you do. 而且，你所处理的行业越老，它就越受到政府、腐败或两者的保护，他们对你所做的事情就会感到更加不安。 > We\'re making drivers lives a hell of a lot better they\'re making a lot more money they\'re making ends meet they\'re living their American dream. 我们让司机生活得更好，他们赚了更多的钱，他们的收入达到了他们的美梦。 > And Uber is helping them do that. 优步正在帮助他们做到这一点。 > Riders are getting around town much more efficiently I\'m not sure who hurts from this other than a particular incumbent industry which I would mention. 骑手们在城里走来走去的效率要高得多，我不知道除了我要提到的一个特定的现有行业之外，谁会因此受到伤害。 > `[00:07:39]` So a few metrics look when I\'m having a bad day I just go to our overall revenue graph laughter. `[00:07:39]` 所以当我有一个糟糕的一天的时候，我只看我们的总收入图表笑声。 > `[00:07:55]` This is a cool trick in Photoshop if you take that image and you flip it. `[00:07:55]` 这是 Photoshop 中的一个很酷的技巧，如果你拍下这张照片，然后翻转它。 > It\'s like a smile. 就像一个微笑。 > OK. 好的 > All right. 好的 > That\'s just gratuitous. 那是没有报酬的。 > OK. 好的 > Look we launched in Sanford. 听着我们在桑福德启动了。 > Oh by the way. 顺便问一下。 > So this. 所以这个。 > This is what. 这就是什么。 > 26 percent month over month growth looks like and many times when I show this when I when I do presentations in cities every time we launch in a city we do this big launch event sort of have some high rollers and people who really make the city move. 月增长率是 26%，很多时候，当我在城市里做演讲的时候，每次我们在一个城市里做一个大发布会，我们都会有一些高压路客和一些真正推动城市发展的人。 > We sort of pay our respects to that city and and do a really nice dinner. 我们对那座城市表示敬意，并做了一顿非常好的晚餐。 > And these folks are always leaning to the left looking for the Axis. 这些人总是倾向于左倾寻找轴心。 > When we first launched first a lot of people go wow it\'s successful it\'s so obvious I call it the the hand to the palm to foresaid moment when they learn about Uber they\'re like I had this idea or I should have had this idea. 当我们第一次推出优步的时候，很多人都很成功，这很明显，我称之为“掌上明珠”，可以预见到当他们了解优步的时候，他们就像我有了这个想法，或者我应该有这样的想法。 > When we first launched guys it wasn\'t easy getting our angel around. 当我们第一次发射的时候，让我们的天使四处走动并不容易。 > People thought we were crazy limos in San Francisco. 人们认为我们是旧金山的疯狂豪华轿车。 > But it took off like I said. 但它像我说的那样起飞了。 > And so one of the interesting things before we went to our series they are sorry this is actually before our series be here which we did in November of last year. 所以，在我们开始我们的系列之前，有一件有趣的事情，他们很抱歉，这实际上是在我们的系列之前，我们在去年 11 月做的。 > Was is this a one hit wonder or not is this only going to work in San Cisco because it\'s so screwed up. 这是不是一个热门奇迹，这是不是只会在圣西斯科工作，因为它是如此糟糕。 > And so we start launching in other cities and this is a revenue chart on a weekly it\'s a weekly window which you could think of as like almost a moving average blue is San Francisco yellow is New York. 因此，我们开始在其他城市推出，这是一份每周收入图表，这是一个每周的窗口，你可以认为这几乎是一个移动平均线，蓝色是旧金山，黄色是纽约。 > `[00:09:34]` This is early on the brown is Seattle and the green there Chicago obviously we\'re way past that. `[00:09:34]` 这是早在布朗是西雅图和绿色的芝加哥，显然我们已经超过了这一点。 > Now this is like sort of the first 100 days. 这就像是头 100 天。 > But what we found is that every city we were rolling out would just say hey we didn\'t know it was going to work. 但我们发现，我们推出的每一个城市都会说：“嘿，我们不知道它会起作用。” > Every city we were rolling out got progressively better. 我们推出的每一个城市都逐渐变得更好。 > Our operation side of the house got very efficient and then the technology and the number of people who knew about when we go in we went in to New York. 我们的操作方面变得非常有效率，然后技术和人数，谁知道，当我们进去，我们进入纽约。 > We had a thousand people with credit cards on file without a car on the ground. 我们有一千人在没有车在地上的情况下持有信用卡。 > `[00:10:06]` So this wasn\'t a one hit wonder and so we just started launching a ton of cities and we have this double rainbow of metrics. `[00:10:06]` 所以这不是一个热门奇迹，所以我们刚刚开始推出大量的城市，我们有这双彩虹的度量标准。 > What does it mean. 这是什么意思。 > Remember as liquidity goes up this is you know people in the market place who are building a marketplace know what liquidity means that means demand and supply go up together if they don\'t have a marketplace. 记住，随着流动性的增加，你知道在市场上建立市场的人知道流动性意味着什么，这意味着如果他们没有市场的话，需求和供应就会同时上升。 > In our world as liquidity goes up the quality of the experience goes up and it dramatically. 在我们的世界里，随着流动性的增加，体验的质量也会提高，而且会显着地提高。 > Right. 正确的 > So our average pickup times in San Francisco two minutes and 45 seconds when we first started in New York we\'re like 12 minute average pickup times and let me tell you you don\'t want to be delivering 12 minute pickup times to New Yorkers. 所以我们在旧金山的平均拾取时间是 2 分 45 秒，当我们刚开始在纽约的时候，我们的平均拾取时间大约是 12 分钟，让我告诉你们，你们不想给纽约人提供 12 分钟的接送时间。 > They will kick your ass. 他们会踢你屁股的。 > Laughter. 笑声。 > So as it gets better now we\'re right around five minutes in New York and that\'s kind of when they lose their minds. 所以，随着情况好转，我们就在纽约待 5 分钟左右，这时他们就会失去理智。 > As more people use it you go from the core user base to bigger. 随着越来越多的人使用它，你将从核心用户群转向更大的用户群。 > The engagement actually gets deeper the number of rides per rider per month actually go up as we expand as a cool cohort graph. 每个骑手每月的乘车次数实际上会随着我们作为一个酷的队列图的扩展而增加。 > But who cares. 但谁在乎呢。 > The bottom line is that 50 percent of the people who ever use still use and we\'ve seen that from the beginning. 底线是，50%的使用者仍在使用，我们从一开始就看到了这一点。 > This is an interesting one. 这是一个有趣的故事。 > This is San Francisco indexed revenue. 这是旧金山的指数化收入。 > So we\'re gettin there\'s lots of town cars in San Francisco right. 所以我们在旧金山有很多城里的车，对吗？ > The number of town cars that there were in San Francisco before we got there was 600. 在我们到达旧金山之前，城里有 600 辆车。 > There are now more cars dedicated to Uber than there were town cars in San Francisco when we got there. 现在专门为优步服务的汽车比我们到达旧金山时的城镇车还多。 > And so you\'re like well this thing\'s going to slow down this train is going to slow down at some point. 所以你会觉得这东西会慢下来，火车在某个时候会慢下来。 > We indexed San Francisco revenue from last year due July 1st through the end of the year and looked at this year July 1st to where we are now and it\'s tracking almost identical. 我们索引旧金山的收入从去年的 7 月 1 日至年底，并在今年 7 月 1 日，我们现在的情况，它的跟踪几乎相同。 > So it\'s not slowing down any time soon and when you\'re talking about for a particular city 20 percent month over month growth that\'s that\'s really big growth especially when you\'re when the numbers are getting big. 因此，它不会在短期内放缓，当你谈论一个特定城市的月增长率为 20%时，这将是一个非常大的增长，尤其是当这个数字越来越大的时候。 > So on the operations side I think a lot of us are techies. 所以在行动方面，我认为我们很多人都是技术人员。 > You know I\'m an engineer by training. 你知道我是个受过训练的工程师。 > We know what product managers are we know what that means but when you\'re on the ground when your technology touches people and it touches cities what you have to do is have process managers process managers or similar product managers they manage the process that people do versus machines and the roadmap for product has to dovetail with the roadmap for process because any time we change anything that happens in a car that\'s got to change the tack and vice versa. 我们知道什么是产品经理，我们知道这意味着什么，但是当你在地面上，当你的技术接触到人们，它涉及到城市时，你必须做的是让过程经理或类似的产品经理来管理人们所做的过程，而机器和产品的路线图必须与过程路线图相吻合，因为任何时候我们都要改变任何事情发生在必须改变策略的汽车上，反之亦然。 > So it\'s really interesting mapping processes that we go through. 所以我们所经历的映射过程非常有趣。 > `[00:12:56]` Come on. `[00:12:56]` 来吧。 > `[00:12:58]` This is supposed to be a picture of Europe. `[00:12:58]` 这是一张欧洲的照片。 > We\'re rolling out very big in Europe right now so getting the operational expertise. 我们现在欧洲推出了非常大的业务专长。 > I think this just isn\'t talked a lot about in startups is the operations side of the business. 我认为这只是\在初创企业中谈论得不多，而是业务的运营方面。 > I think a lot of e-commerce companies see that we see it on a very deep level because you know the rubber\'s actually meeting the road but getting teams ready to roll out in Europe is something we\'ve been spending time in Paris and London right now. 我认为很多电子商务公司都看到了我们在一个非常深的层面上看到了这一点，因为你知道橡胶实际上是在满足道路，但让团队准备在欧洲推出是我们现在花在巴黎和伦敦的时间。 > Like I said we\'re gonna be in Amsterdam very soon and there\'s a whole host of other cities that were that are lined up in Europe and that\'s going to be a big push. 就像我说的，我们很快就会来到阿姆斯特丹，还有很多其他城市在欧洲排成一排，这将是一个巨大的推动。 > And this year also in the first half of next year we have somebody in Asia ready to go and city sort of our first city in Asia Pac and I can\'t wait to go to a launch party. 今年，也是在明年上半年，我们有亚洲的一些人准备去，我们在亚洲的第一个城市-太平洋航空公司，我迫不及待地要去参加一个发射派对。 > OK. 好的 > So quality and choice. 所以质量和选择。 > It was really interesting right. 真的很有趣对吧。 > We had this high end thing it\'s costs about 50 percent more than a cab. 我们有一种高端的东西，它的成本比一辆出租车高出 50%。 > And everybody said oh there\'s high end and everybody goes wow I\'m going to do a low cost Uber. 每个人都说，哦，有高端，每个人都会说，哇，我要做一个低成本的优步。 > There\'s like a few companies out there I can remember their names that decide they\'re going to be a low cost to run they clone our app. 就像有几家公司，我记得他们的名字，决定他们将是一个低成本运行，他们克隆我们的应用。 > You know they flatter us by basically stealing all the pixels and copying them over to their app. 你知道，他们通过窃取所有像素并将它们复制到他们的应用程序来讨好我们。 > Uber Edwy Uber is going to be a low cost Uber but it\'s about quality and choice and what we see when we low when we roll out a low cost option. Uber Edwy Uber 将是一个低成本的优步，但它是关于质量和选择，以及当我们推出低成本选择时我们看到了什么。 > What we see is that actually engagement gets deeper because people have choice they don\'t have to always get the expensive thing so they start using it more often people who maybe wouldn\'t start with the black car products start with taxi or what we call Uber X and then it\'s date night and they will improve. 我们看到的是，事实上，订婚越来越深，因为人们有选择，他们不必总是得到昂贵的东西，所以他们开始更频繁地使用它，他们可能不会从黑色汽车产品开始，从出租车开始，或者我们称之为优步 X，然后它的约会之夜，他们会改进。 > You know they want to impress their lady or they just need a comfortable ride. 你知道他们想给自己的女士留下深刻印象，或者他们只是需要一辆舒适的车。 > And it goes from there. 从那里开始。 > So this was a choice a beautiful thing let\'s keep moving taxi we did in Chicago in April. 所以，这是一个很好的选择，让我们继续开出租车吧，我们四月在芝加哥做的。 > We now have a few cities were in Boston Toronto Chicago San Francisco we were in New York BOPA. 我们现在有几个城市在波士顿，多伦多，芝加哥，旧金山，我们在纽约，波帕。 > `[00:15:08]` Not anymore. `[00:15:08]` 不再是了。 > Don\'t get me started. 别让我开始。 > Fair enough we\'ll get to that at the end. 公平地说，我们会在最后做到这一点的。 > We did Uber acts which is sort of like a low end Uber where we did this in July in San Francisco in New York and that\'s where it\'s basically 30 percent cheaper. 我们做了 Uber 的表演，这有点像低端的 Uber，我们 7 月份在纽约的旧金山做了这件事，那里的价格基本上便宜了 30%。 > All hybrid fleet at least inS.F. 所有混合动力舰队，至少在安全部队。 > where we\'re starting to diversify a little bit out of hybrids because we can\'t get the partners to buy cars fast enough. 在这里，我们开始从混合动力车转向多样化，因为我们无法让合作伙伴足够快地购买汽车。 > But the thing is as you push a button and a car appears in five minutes and feels magical but how you make that happen is actually very complex. 但事情是，当你按下一个按钮，一辆车出现在五分钟内，感觉很神奇，但你如何使它发生实际上是非常复杂的。 > So we have a math department here. 我们这里有个数学系。 > I like to tell them I say look guys you\'re in charge of our margins right because they need to get the pickup times really low but the utilization really high. 我想告诉他们，听着，伙计们，你们负责我们的利润，因为他们需要的收货时间很低，但利用率却很高。 > How do you do that right. 你怎么做对的。 > Well you do that through a lot of math. 你用了很多数学才能做到这一点。 > Let\'s start with our math department. 我们从数学系开始吧。 > Okay that\'s not my math department. 好吧那不是我的数学系。 > We have two nuclear physicists on staff. 我们有两名核物理学家。 > Computational neuroscientist a machine learning expert and a few other guys there. 计算机神经学家，机器学习专家和其他一些人。 > They\'re killing it and some of the things they do. 他们正在扼杀它和他们所做的一些事情。 > They do demand prediction congestion prediction supply matching supply positioning smart dispatch algorithms dynamic pricing Friday and Saturday night or special nights. 他们做需求预测，拥挤预测，供应匹配，供应定位，智能调度算法，动态定价，星期五和星期六晚上或特殊的夜晚。 > We sometimes get really big waves of demand that you can\'t really get enough cars to do anything about. 我们有时会遇到一波又一波的需求，你无法得到足够的汽车来做任何事情。 > So you have a marketplace oriented sort of dynamic pricing element that clears the market it gets more cars on the road and in sort of lassoes in sort of uncontrollable demand. 所以你有一个以市场为导向的动态定价元素，它可以清除市场，让更多的汽车在路上行驶，在某种程度上是不可控制的需求。 > You can\'t see these pictures really well because of the lights but they\'re pretty these are some heat maps of cities. 你不能很好地看到这些照片，因为灯光，但它们很漂亮，这是一些城市的热图。 > This isD.C. 这是华盛顿。 > right here. 就在这儿。 > But you guys probably can\'t see it. 但你们可能看不见。 > This is Manhattan. 这里是曼哈顿。 > Can\'t you tell. 你看不出来吗。 > Anyways these are useless. 不管怎样，这些都是没用的。 > I\'ll just keep going. 我还是继续走吧。 > Okay. 好的。 > All right. 好的 > This right here is what drivers see. 这就是司机们看到的。 > This is our supply positioning so in our company when mass goes operational that becomes how am I doing on time by the way. 这是我们的供应定位，所以在我们公司，当大众开始运作时，顺便说一句，我是如何准时完成的。 > I have no timing here. 我没有时间。 > Eight minutes left. 还有八分钟。 > All right. 好的 > Minutes left. 只剩几分钟了。 > All right. 好的 > This is going to suck. 这会很糟糕的。 > All right. 好的 > All right. 好的 > So supply positioning right we have a heat map of demand but we basically were predicting demand 20 minutes ahead of time. 因此，供应定位正确，我们有一个需求热图，但我们基本上是提前 20 分钟预测需求。 > The problem is is that if I gave the heat map to drivers they\'ll all go to the same spot and then they\'ll be bad for a lot of people who aren\'t in that hot spot. 问题是，如果我把热图给司机，他们都会去同一个地方，对很多不在那个热点的人来说是不好的。 > So what we do is we say here\'s the heatmap of demand or prediction for 20 minutes time. 所以我们要做的是，这是需求的热图，或者预测 20 分钟的时间。 > But where is the supply right now that\'s anti heat that sucks the heat out of the map what\'s left over is residual heat underserved demand. 但是现在的供给在哪里呢？它的抗热把热量从地图上吸出来了，剩下的是剩余的热量，服务不足的需求。 > And we do down neighborhood by neighborhood basis will ultimately go continuous on it. 我们逐个邻里做下去，最终会继续下去。 > The math is very tricky and complex and computationally intensive but that gives you a sense of some of the things we do that\'s in car you don\'t see it because once you get in the car he\'s on trip and he didn\'t see that map anymore. 这个数学非常复杂，计算量很大，但这让你对我们在车里做的一些事情有了一种感觉，你看不到它，因为一旦你上车，他就在旅途中，他再也看不见那张地图了。 > Dynamic pricing. 动态定价 > I talked a little bit about that already. 我已经谈过了。 > We have one of our nuclear physics guys is a big San Francisco Giants fan. 我们有一个核子物理学的家伙是旧金山巨人队的忠实粉丝。 > Clearly we have to look at events in the city because that affects demand in a big way. 显然，我们必须关注这座城市发生的事件，因为这在很大程度上影响了需求。 > When the Giants play of course demand is huge. 当然，当巨人队发挥作用时，需求是巨大的。 > When the Giants win it\'s much huger than when they lose Pyong go on style. 当巨人队获胜的时候，它比失去平庸的时候要大得多，那就继续流行吧。 > You know they want to go the bars. 你知道他们想去酒吧。 > They\'re just feeling good. 他们只是感觉很好。 > Actually what\'s interesting is in Boston when they lose when the Red Sox lose we actually have bigger demand laughter. 事实上，有趣的是在波士顿，当他们输了，而红袜队输了，我们实际上需要更多的笑声。 > `[00:18:53]` No joke. `[00:18:53]` 不要开玩笑。 > `[00:18:54]` Here\'s what\'s really interesting. `[00:18:54]` 这是真正有趣的事情。 > It\'s not enough to make money. 这不足以赚钱。 > I just gave way the punch line. 我只是放弃了这句俏皮话。 > But basically that huge uptick in demand when that when the giant San Francisco Giants win starts about three hours before the game begins. 但是从根本上说，当巨大的旧金山巨人队在比赛开始前三个小时开始的时候，需求就有了巨大的增长。 > `[00:19:11]` Hubers Vegas is going to take on a whole new meaning. `[00:19:11]` 哈勃拉斯维加斯将有一个全新的意义。 > Laughter. 笑声。 > `[00:19:15]` OK. `[00:19:15]` 好的。 > So I\'ma really speed through here and this sucks because there\'s so much cool regulatory stuff I have talked about. 所以我真的会加快速度，这太糟糕了，因为我已经说过太多很酷的监管内容了。 > But giving riders high fives look transportation and thought of as a boring space it\'s boring. 但给骑手击掌看上去像交通，并认为是一个无聊的空间，这是无聊的。 > Well until you push a button and a car magically appears. 嗯，直到你按下一个按钮，然后一辆汽车神奇地出现。 > But we basically have lots of people love us and how do we get them to tell that story over and over again given an excuse to tell the uber story. 但我们基本上有很多人爱我们，我们如何让他们一遍又一遍地讲述这个故事，给出一个借口来讲述这个故事。 > So we do a lot of creative things. 所以我们做了很多有创意的事情。 > I think a lot of you guys have seen that. 我想你们很多人都见过。 > But look Valentine\'s Day we distribute tens of thousands of roses to thousands of drivers every girl who got on a car after 4pmp.m. 但是看看情人节，我们给成千上万的司机分发了成千上万的玫瑰，每一个 4 分钟后上了车的女孩。 > was handed a rose by the driver. 司机递给我一朵玫瑰。 > That\'s a strong move. 那是个强有力的举动。 > `[00:19:57]` Fellahs laughter. `[00:19:57]` 非诚勿扰的笑声。 > `[00:20:01]` I call it I call this scaling romance on Presidents Day inD.C. `[00:20:01]` 我把这叫做在华盛顿的总统日，我称它为规模的浪漫。 > We did what we call an uber Kate K escalated towncar escalate American flags all the way down to one out of every 20 people that push the button and uber kid rolls up laughs the driver the driver has an earpiece that makes him look like Secret Service. 我们做了一件我们所称的 Uber KateK 自动升级的城市轿车，将美国国旗升级至每 20 个按下按钮的人中的一个，孩子们笑了起来，司机有一个耳机让他看起来像特勤局。 > `[00:20:37]` And as you\'re driving through town kids are like waving like knocking on the window. `[00:20:37]` 当你开车穿过镇子时，孩子们就像在摇着手敲窗户。 > Laughter. 笑声。 > `[00:20:44]` Laughter. `[00:20:44]` 笑声。 > We did something in we did something in South by Southwest. 我们做了一些事情-我们在西南偏南做了一些事情。 > We got pedicabs as you know into a town car south by. 我们有三轮车，就像你知道的，在南边的一辆城里的车里。 > That\'s just do she like don\'t do that but a pedicab. 她就是这么做的-别那么做，只要有个三轮车就行了。 > Let\'s do this right. 让我们做好这件事。 > So we did that. 所以我们就这么做了。 > That\'s cool 100 pedicabs you push a button pedicab takes you where you want to go. 那是很酷的 100 个花梗，你按下一个按钮就能带你去你想去的地方。 > But we took 10 of those pedicabs and we outfitted them with these containers that could hold Texas barbecue. 但是我们拿了 10 个这样的花环，我们给他们装了这些容器，可以容纳德克萨斯的烧烤。 > So we did On-Demand Texas barbecue you pushed the button and a cow would come to you on the map. 所以我们按下德州烧烤，你按下按钮，地图上就会有一头牛来找你。 > We did ice cream in July. 我们在七月吃了冰淇淋。 > And every time we roll out a city we do what\'s called rider zero the first person to get in an uber when we saw lunch. 每次我们推出一座城市，我们都会做一件被称为“零骑手”的事-当我们看到午餐时，第一个进入超级公园的人。 > It used to be an organic thing it just happened and then them my city team started get excited. 它曾经是一个有机的事情，它刚刚发生，然后他们，我的城市团队开始感到兴奋。 > This is Edward Norton taking the first. 我是爱德华·诺顿。 > We were in Los Angeles to go surfing so we give riders high fives but we give drivers hugs and that\'s because look the riders you know they think it goes well they get to their business meeting on time with the Nostrand a certain part of town. 我们去洛杉矶冲浪，所以我们给骑手们击掌，但我们给司机拥抱，那是因为你知道的，骑手们认为一切都很顺利，他们会准时到镇上某个地方的诺斯特兰德去参加商务会议。 > But for a driver who\'s scrapping maybe has a few hours in the morning and one or two hours in the evening or in the afternoon booked filling out that time with a consistent revenue stream helps him make ends meet. 但对于一名司机来说，他可能早上有几个小时的时间，晚上或下午有一两个小时的时间，用源源不断的收入来填满时间，可以帮助他维持收支平衡。 > And so you go from just barely making ends meet to really making a living and then investing in your business. 因此，你从勉强维持收支平衡，到真正谋生，然后投资于你的企业。 > We have drivers who\'ve gone from one car to 15. 我们有从一辆车到十五辆的司机。 > Each of those cars grossing more than 100 grand a year. 每辆车每年的总收入都超过 10 万辆。 > So these guys are living their American dream. 所以这些人正在实现他们的美国梦。 > This is Riadh. 我是里亚德。 > He actually was hustling one of our engineers early on our engineers were getting unlimited Uber. 他实际上是在催促我们的一名工程师，我们的工程师很早就得到了无限的优步。 > He\'s like I got it. 他就像我明白了。 > We\'re cool but why don\'t you come join Uber. 我们很酷，但你为什么不加入优步呢？ > He did. 是他干的。 > He\'s the highest performing driver on the system he makes 20 to 30 percent more per hour most productive driver on the system than all the other drivers. 他是系统中表现最好的司机，他每小时的工作效率比其他所有的司机高出 20%到 30%。 > He also is the highest rated driver. 他也是最高等级的司机。 > We saw him figured out how he does what he does. 我们看到他知道他是怎么做的。 > He now has five cars on the system. 他现在有五辆车在系统上。 > He recently had his first born son named his son after engineer it\'s not funny. 他最近让他的第一个儿子以工程师的名字命名他的儿子，这一点也不好笑。 > Like that\'s for real. 就像那样\真的。 > All right. 好的 > This is Honny. 我是亲爱的。 > He\'s a comedian been in the city for about 25 years. 他是个喜剧演员，在这个城市已经有 25 年了。 > He or he thinks of himself as a comedian. 他或他认为自己是个喜剧演员。 > Every time I get in the car he tells me I used to be a Chippendale\'s dancer. 每次我上车时，他都会告诉我，我曾经是奇彭代尔的舞蹈家。 > Laughter. 笑声。 > This is Steve Zee\'s and guys just a signal when I\'m running out of time. 这是史蒂夫·齐和伙计们在我快没时间的时候发出的信号。 > I have no idea. 我没有头绪。 > I\'ll go over and spend an hour up here if you let me two minutes. 如果你给我两分钟的话，我就过去在这里呆上一个小时。 > OK. 好的 > All right Steve zis has 15 or sorry 20 cars on the system. 好的史蒂夫·齐斯在系统上有 15 辆或 20 辆对不起的车。 > He started with one. 他从一个开始。 > He\'s got five kids told me at 16 going on a 16 on the way. 他有五个孩子在 16 岁的时候告诉我在路上要开 16 辆车。 > That\'s funny I said Steve six kids you\'re crazy. 真好笑我说史蒂夫六个孩子你疯了。 > What are you doing. 你在做什么 > That\'s nuts. 那太疯狂了。 > You\'ve got a business to run. 你有生意要办。 > He\'s like I got I got to keep the uber uber fleet growing. 他就像我要保持超高速舰队的增长。 > Laughter. 笑声。 > His son there doesn\'t look too happy to be part of the uber fleet. 他的儿子在那里看起来不太高兴成为超级舰队的一员。 > Well I could talk about regulation. 我可以谈谈规矩。 > I\'d spend a couple minutes. 我会花几分钟。 > The bottom line is I can\'t go through a bunch of slides because I really don\'t have the time. 底线是我不能看一大堆幻灯片，因为我真的没有时间。 > Well on a let\'s just go until somebody stops saying this is a new york city medallion. 好吧，让我们走吧，直到有人不再说这是纽约市的奖章。 > That\'s the license to basically own and operate a single taxi in New York. 这是在纽约基本拥有和经营一辆出租车的执照。 > The number of taxis or medallions in New York it\'s the blue bar there the dark blue. 纽约的出租车或奖章的数量是蓝色的酒吧，是深蓝色的。 > It\'s basically been flat since 1946 the same number of taxis that were in the city in 1946 is the same number of taxis that are out there today. 自 1946 年以来，出租车基本上是持平的，1946 年在这个城市的出租车数量和现在的出租车数量是一样的。 > That value of that Medinas worth about a million dollars a pop. 一瓶麦地那酒的价值大约是一百万美元。 > There are 13000 medallions in the city of New York. 纽约市有 13000 枚奖牌。 > So you have 13 billion dollars directed at keeping Uber from being successful. 所以你有 130 亿美元用来阻止优步成功。 > DC We had a really interesting situation. 我们遇到了一个非常有趣的情况。 > We went there by the way we\'re as far as we could tell we were totally legal like love legal nicest laws in the country in terms of sedans inD.C. 顺便说一句，我们去了那里，据我们所知，我们是完全合法的，就像爱一样，在华盛顿特区的轿车方面，法律上也是最好的法律。 > butD.C. 但是 D.C. > taxi commissioner goes out there and says Hubers not legal. 出租车专员走到那里说哈伯斯是不合法的。 > Because they charge by time and distance. 因为他们按时间和距离充电。 > And let\'s just say that was real. 让我们说那是真的。 > Why is charging by distance evil. 为什么远距离充电是邪恶的。 > I don\'t understand. 我不明白。 > I don\'t get it. 我不明白。 > But he said look you\'re charged my time and distance you\'re not allowed. 但他说，你看，你用我的时间和距离，你是不允许的。 > Well we looked at the law. 我们看了法律。 > The law says sadhana for hire vehicle designed to carry fewer than six passengers would charge for service on the basis of time and mileage. 该法律称，设计用于载客少于六人的出租汽车的萨德哈纳将根据时间和里程收取服务费。 > Like what are you time I was going public forms watching postetc. 就像你什么时候我去公共表格看 postetc 一样。 > We go the attorney general in the District of Columbia. 我们去哥伦比亚特区的司法部长那里。 > And that\'s what he tells us. 他就是这么告诉我们的。 > `[00:25:26]` Laughter So when you read about the crazy stuff we\'re doing in the cities and I\'ve got to close this down some he\'s going to have the hook and they\'re going to take me off here. `[00:25:26]` 笑声，当你读到我们在城市里做的那些疯狂的事情时，我必须要结束这个故事，他会抓住我的钩子，他们会把我从这里带走的。 > `[00:25:40]` But when you read about the crazy stuff that we\'re doing in the cities know that it is corrupt out there know that we are highly highly disruptive in what you read in the papers isn\'t always true. `[00:25:40]` 但是当你读到我们在城市里所做的疯狂的事情时，要知道它是腐败的，要知道我们在报纸上读到的东西是非常具有破坏性的，但你在报纸上看到的并不总是正确的。 > And the bottom line is that in order to be in this business in order to be this disruptive to what\'s going on you have to have you have to be willing to fight and you have to not be. 底线是，为了进入这个行业，为了对正在发生的事情造成如此大的破坏，你必须有你必须愿意去战斗，而你必须不去战斗。 > You can\'t be shy. 你不能害羞。 > So it gives you a little bit about it. 所以它给了你一些关于它的东西。 > Basically they tried to put a floor on our prices I\'ll leave it at this one this last one here. 基本上，他们试图在我们的价格上设一个下限，我将把它留在这里，这是最后一个。 > They put a floor on our prices or tried to pass what they called the uber amendment make our prices five times out of a taxi. 他们给我们的价格设了一个下限，或者试图通过他们所谓的“Uber 修正案”，把我们的价格从出租车上打了五次。 > They rolled the amendment out July 10th as of Monday sorry July 9th. 他们把修正案从 7 月 10 日推出，到星期一为止，对不起，7 月 9 日。 > The vote on the bill was the tenth sorry. 对该法案的表决是第十次遗憾。 > `[00:26:34]` They put the bill out on the 9th that was a Monday at 4:00p.m. `[00:26:34]` 他们在 9 号，也就是星期一下午 4 点把账单发了出来。 > to vote on at 11:00a.m. 在上午 11 点投票。 > the next day 18 hours most of which are going to be sleeping. 第二天，18 个小时，大部分时间都要睡觉了。 > I wrote an e-mail to our consumers letting them know that they\'re about to do this. 我给我们的消费者写了一封电子邮件，让他们知道他们将要这么做。 > And by the way the rationale was to ensure that basically we don\'t compete. 顺便说一句，理由是确保我们基本上不竞争。 > If a CEO of a company told said something like this they\'d be in jail. 如果一家公司的首席执行官告诉他这样的话，他们就会被关进监狱。 > But if you corrupt your politicians and then push those laws down it\'s totally legal. 但如果你让你的政客腐败，然后把这些法律推翻，那就完全合法了。 > Anyways we did something called Life Liberty and the pursuit of membranous Uber DC law was a hashtag 18 hours later. 不管怎样，我们做了一件叫“生命自由”的事，18 小时后，我们开始追求膜式的优步公司(Uber DC)法律。 > We had 50000 original e-mails. 我们有 50000 封原始电子邮件。 > `[00:27:08]` These weren\'t robo e-mails that went to city council people Tynemouth to vote for it. `[00:27:08]` 这些不是知更鸟寄给市议会的电子邮件。 > 37000 tweets 104 million social media impressions and we won as you might imagine there wasn\'t a lot of sleep during that time but it was so short it maybe didn\'t matter. 在 37000 条推特上发布了 1.04 亿条社交媒体印象，我们赢了，就像你可能想象的那样，那段时间里睡眠不足，但时间太短了，也许无关紧要。 > So anyways guys I think the bottom line. 所以不管怎么说，伙计们，我认为底线是。 > I\'ve got so much stuff Vegas by the way gambling and prostitution illegal legal in Vegas but Hubers not. 顺便说一句，我在拉斯维加斯有这么多东西，赌博和卖淫是非法的，但是哈伯斯没有。 > I got so much stuff probably have to end this. 我有很多事情要结束。 > I\'ll just end with just a couple more slides here guys and I\'m sorry about this. 我只想在这里再看几张幻灯片，伙计们，对此我很抱歉。 > Look technology\'s wiring up the core services and city life right here being a bunch other companies they\'re changing not just tech not just your Twitter app. 看看科技把核心服务和城市生活连接在一起，作为一群其他公司，他们正在改变的不仅仅是科技，而不仅仅是你的推特应用。 > They\'re changing how you live but that change used to happen over decades is now happening over months. 他们正在改变你的生活方式，但这种改变过去是在几十年里发生的，现在却是在几个月之间发生的。 > Quality of Life is not red it\'s not blue. 生活质量不是红色的，不是蓝色的。 > It\'s just people right. 只是人是对的。 > Cities that resist are going to feel backwards and their cities were not in. 反抗的城市会感到倒退，而他们的城市却不在。 > They feel backwards. 他们倒着感觉。 > All right a lot of our customers who are used to this go. 好吧，我们很多习惯这种做法的顾客。 > Others say it doesn\'t work. 其他人说这不管用。 > So I asked the mayor what are you protecting. 所以我问市长你在保护什么。 > Who are you protecting knowing realize they just don\'t even realize that they\'re protecting they think the taxi industry think drivers know you\'re actually screwing over drivers. 你在保护谁，意识到他们根本没有意识到他们在保护谁，他们认为出租车行业认为司机知道你实际上是在欺骗司机。 > So cities need transportation alternatives but they need modern accountable convenient stylish and efficient ones. 因此，城市需要交通选择，但它们需要现代、负责、便捷、时尚和高效的交通方式。 > We\'re out there in a city near you guys and look I appreciate being here is a lot of fun. 我们在你们附近的一座城市里，看，我很感激能在这里玩得很开心。 > And thank you. 还有谢谢你。