# Office Hours at Startup School 2013 with Paul Graham and Sam Altman > `[00:00:06]` We have to sit up straight we have a lower business. `[00:00:06]` 我们必须坐直，我们的业务较低。 > This is not right. 这是不对的。 > Admiral Rickover would not stand for this. Rickover 上将不会容忍这件事。 > OK. 好的 > George. 乔治 > Nick what are you working on. 尼克你在忙什么。 > `[00:00:19]` So we are building a multiplayer programming game for TGB border code. `[00:00:19]` 所以我们正在为 TGB 边框代码构建一个多人编程游戏。 > So write code Kaddoumi but actually game a game. 所以写代码，Kaddoumi，但实际上是一个游戏。 > `[00:00:25]` So how do you how do you win the game. `[00:00:25]` 那么你是如何赢得这场比赛的呢？ > `[00:00:27]` So you just beat more and more levels until you\'re an awesome developer. `[00:00:27]` 所以你只需击败越来越多的级别，直到你成为一个出色的开发人员。 > `[00:00:30]` CS sort of get points somehow for it\'s like competitive learning that you learn about your Greenwall get more points more competitive. `[00:00:30]` CS 某种程度上得到了分数，因为这就像竞争学习，你了解了你的绿色墙，得到了更多的分数，更有竞争力。 > `[00:00:37]` So there\'s multiplayer so like write code to kill a bad guy. `[00:00:37]` 这样就有了多人游戏，就像写代码杀死坏人一样。 > Yeah. 嗯 > So the first level you got your guy you go to moving around and you kill another guy. 所以第一层你找到你的人，你四处走动，然后杀了另一个人。 > Right and then you\'re killing dudes. 对然后你就杀了人。 > All right so you\'re motivated. 好吧，所以你很有动力。 > Yeah. 嗯 > You know what is your name what\'s the length of your name as a string. 你知道你的名字是什么\作为字符串你名字的长度。 > Okay that\'s Guben. 好吧那是古本。 > Kill that. 杀了那个。 > Oh yeah we do right away. 哦，是的，我们马上就做。 > It\'s not just badges not gadgets. 这不只是徽章，不是小玩意。 > Is it launched yet. 它发射了吗。 > It is. 它是 > Actually we launched it yesterday. 实际上我们昨天就发射了。 > `[00:01:05]` Well the beta things move faster. `[00:01:05]` 贝塔的动作更快。 > Check it out. 去看看。 > `[00:01:11]` Did you watch because we told you you were going to be at office hours. `[00:01:11]` 你看是因为我们说过你会在办公时间。 > Actually no we just a coincidence. 实际上，不，我们只是个巧合。 > `[00:01:16]` It is somehow fortunate because we don\'t have time to prepare. 它是幸运的，因为我们没有时间去准备。 > The launch went crazy. 发射疯狂了。 > `[00:01:20]` Yeah but I got home from that from the dinner last night. `[00:01:20]` 是的，但我昨晚的晚餐回来了。 > And I get on hang out with these guys and they\'re just at the server terminal control seeing and restarting the server because it\'s under so much load doing now not much better and fortunately we can only serve a certain fraction of the traffic that we\'re getting and that\'s been going on for 24 hours. 我和这些家伙混在一起，他们就在服务器终端控制室，看到并重新启动服务器，因为服务器负荷太大了，现在情况并不好，幸运的是，我们只能服务于我们所得到的流量的某一小部分，而且它已经持续了 24 小时了。 > How did you start working on this. 你是怎么开始做这件事的。 > I wanted to learn to code about a year or two ago. 我想在一两年前学会编码。 > I had been assigned my technical co-founder at my first startup and I tried to code kindom and tried a whole bunch of these and I just couldn\'t stay with it. 在我的第一家初创公司，我被指派为我的技术联合创始人，我试着编写 Kindom 代码，并尝试了很多这样的东西，但我不能再继续了。 > It wasn\'t engaging for me. 对我来说不是订婚。 > And so these guy two co-owners were like hey why don\'t we actually make a game. 所以这些家伙，两个共同的老板，就像嘿，为什么我们不做个游戏呢。 > `[00:01:59]` So you were the original guinea pig. `[00:01:59]` 原来的豚鼠是你。 > I was they thought you can\'t keep motivated using existing stuff like a game where you can kill people. 我是说，他们认为你不能继续使用现有的东西，比如你可以杀人的游戏。 > `[00:02:07]` You know I was it wasn\'t just that our first startup customers kept coming to us and saying we keep using your your company your product because it\'s like a game and we hadn\'t attended that at all. `[00:02:07]` 你知道，我不是因为我们的第一批创业客户不断来找我们，说我们一直在使用贵公司的产品，因为这就像一场游戏，而我们根本没有参加过。 > And what was it. 那是怎么回事。 > It\'s a company to teach people Chinese characters. 这是一家教会人们汉字的公司。 > And so we thought well if we can do that inadvertently what would happen if we actually made a game so how far can you learn how to program by like how much can you teach people. 所以我们想，如果我们能不经意地做到这一点，那么如果我们真的制作了一个游戏，你能学会如何编程，比如你能教多少人，会发生什么。 > `[00:02:34]` Right. `[00:02:34]` 对。 > Because I can remember the kind of crappy programming I did when I was in high school where I didn\'t really understand what I was doing. 因为我能记得我高中时做的那种糟糕的编程，当时我并不真正理解我在做什么。 > So if you look at the stuff that\'s on TopCoder hackery how can you force people to learn advanced concepts when all they really need is to have the right library calls. 所以，如果你看看 TopCoder Hackery 上的东西，你怎么能强迫人们学习高级概念，而他们真正需要的只是拥有正确的库调用。 > Right. 右（边），正确的 > Can you make advanced concepts pretty advanced weaponry. 你能使先进的概念相当先进的武器。 > `[00:02:57]` So the software engineering part of learning to be a developer. `[00:02:57]` 所以，软件工程是学习成为一名开发人员的一部分。 > That\'s something we can later focus on core programming for now. 现在我们可以把重点放在核心编程上。 > Was you get motivated enough. 你是否有足够的动力。 > Okay. 好的。 > `[00:03:06]` Now I want to build this app but you have to get through different levels right. `[00:03:06]` 现在我想构建这个应用程序，但是你必须通过不同的级别，对吧。 > Presumably you get more and more sophisticated yet but you could get more and more sophisticated just by writing more and more code and getting access to the right library functions without actually learning any more about programming. 您可能会变得越来越复杂，但是您可以通过编写越来越多的代码和访问正确的库函数而变得越来越复杂，而不必真正了解编程。 > Right. 右（边），正确的 > Couldn\'t you how can you force them to learn more about programming in order to make more powerful weapons so you can have things like Okay your code needs to run this fast. 难道你不能强迫他们学习更多关于编程的知识，以便制造出更强大的武器，这样你就可以拥有这样的东西-你的代码需要这么快地运行。 > `[00:03:28]` And that\'s when you know you don\'t know how to use recursion. `[00:03:28]` 当你知道你不知道如何使用递归的时候。 > This is the only method of hill you in this one you need to figure out how to do an a function passing method here. 这是希尔的唯一方法，在这里，您需要弄清楚如何在这里执行一个函数传递方法。 > And generally if you make the levels hard enough you\'re able to do when they have a reason to complete it. 一般来说，如果你使水平足够难，你就能做到，当他们有理由完成它。 > They try really hard and you can get them to do harder and harder stuff is a natural progression of the game. 他们真的很努力，你可以让他们做得越来越难，这是比赛的自然进展。 > `[00:03:46]` Have you run beta users through this yet. `[00:03:46]` 你已经运行过测试用户了吗？ > Quite a few actually. 实际上有不少。 > What did you learn from it. 你从中学到了什么。 > Like what went wrong. 比如出了什么差错。 > `[00:03:51]` Well the first thing that went wrong was that we we started to Heimbach because I had worked in kind of a somewhat technical role and my first startup we assumed a whole bunch of prior knowledge that was totally untrue for our Bayti users. `[00:03:51]` 错误的第一件事是，我们开始使用 Heimbach，因为我在某种程度上是一个技术性的角色，我的第一家创业公司，我们承担了很多之前的知识，这对我们的 Bayti 用户来说是完全不正确的。 > So you know we started out like you know writing for loops that you\'re like oh well that\'s that simple and then we got people with no programming background and they didn\'t even know how to complete a line like meaning no concept of formal notation is the single biggest obstacle. 所以你知道，我们一开始就像为循环写东西一样，哦，这很简单，然后我们的人没有编程背景，他们甚至不知道如何完成一行，比如，没有形式符号的概念，这是唯一的最大障碍。 > `[00:04:16]` Correct. `[00:04:16]` 正确。 > `[00:04:16]` What\'s the most advanced concept you\'re teaching now. `[00:04:16]` 你现在教的最先进的概念是什么？ > `[00:04:19]` So `[00:04:19]` so far we haven\'t done well where it was like okay you\'re going to need to figure out the targeting strategy if you are taller so you\'re going to find the center of a group of dudes and you\'re you\'re soldiers backed up with artillery half to avoid your shots and you have to make sure they don\'t chase into your like line of shooting. `[00:04:19]` `[00:04:19]` 到目前为止，我们还没有做得很好，如果你个子越高，你就需要弄清楚瞄准目标的策略，这样你就能找到一群人的中心，而你也是被炮兵一半的炮兵，以避开你的射击，而且你必须确保他们不会像你那样追逐你的射击线。 > `[00:04:35]` What era of technology is this. `[00:04:35]` 这是什么科技时代？ > `[00:04:37]` What is a web game and you\'re doing everything in JavaScript. `[00:04:37]` 什么是网络游戏，你用 JavaScript 做所有的事情。 > No no no what. 不什么。 > `[00:04:41]` What era of fantasy. `[00:04:41]` 什么时代的幻想。 > You\'re a wizard and you\'re casting some control your soldiers and your and your heroes in that sort of thing. 你是个巫师，你在那种事情上控制你的士兵和英雄。 > I see many users that there\'s no Apache helicopters or anything like that. 我看到很多用户认为没有 Apache 直升机之类的东西。 > No unfortunately we don\'t have the magic. 不，不幸的是我们没有魔法。 > All right we\'ve seen do robots we could do when fancy you can make up anything. 好吧，我们见过机器人，我们可以做，当幻想，你可以弥补任何东西。 > Right. 右（边），正确的 > How many users did you guys get. 你们有多少用户。 > `[00:05:06]` So we maxed out the server at 15000 people we had 200 concurrent but we really don\'t know because we were actually people were just getting for 4. `[00:05:06]` 所以我们在 15000 人的时候把服务器打了个最大值，我们有 200 个并发，但是我们真的不知道，因为我们实际上是 4 的人。 > Why not just open up a bunch more servers. 为什么不多开一堆服务器呢。 > `[00:05:16]` We weren\'t architected that way. `[00:05:16]` 我们不是那样设计的。 > We didn\'t think we got nearly as much traffic. 我们不认为我们有那么多的交通。 > We just posted it to read it. 我们只是贴出来看的。 > That\'s it. 就这样了。 > `[00:05:20]` Yeah. `[00:05:20]` 是的。 > `[00:05:21]` We posted it read it and we got swamped parts not even the main or it actually people on the Reddit threads were just like there were repeated things they were saying you know like oh a hug of death hug of death hug of death and you know for for not working so they were scrambling all last night to do that. `[00:05:21]` 我们发布了它，读了它，我们被淹没了的部分，甚至没有主要或实际上，在 Reddit 线程上的人，就像重复的东西，他们说，你知道，哦，一个死亡的拥抱，你知道，因为没有工作，所以他们昨晚都在忙着去做这件事。 > `[00:05:36]` Do you know if it\'s people that didn\'t know how to program before they\'re mostly doing this or if it\'s just people that want to play a fun game. `[00:05:36]` 你知道是人们不知道如何编程，然后才开始这么做吗？或者仅仅是人们想玩一个有趣的游戏。 > `[00:05:41]` So the people that know how to program already they\'re like okay when\'s it on get her. `[00:05:41]` 所以那些已经知道如何编程的人，当她开始编程的时候，他们就像好的一样。 > When can we. 我们什么时候能。 > This is awesome. 这太棒了。 > Let\'s get on here. 我们到这儿去吧。 > 20 people yesterday. 昨天有 20 个人。 > Oh you mean like that. 哦，你是说那样。 > I want to help out. 我想帮忙。 > Can we pull poll link we clone. 我们能不能把我们克隆的民意测验联系起来。 > Who are thinking. 他们在思考。 > Open sourcing in the next couple of months to really capitalize on that interest. 在接下来的几个月里，开源才能真正地利用这种兴趣。 > But most of the people yeah they\'re on the learn programming so I\'ve read it. 但是大多数人，是的，他们都在学习编程，所以我已经读过了。 > I don\'t know any programming. 我不懂任何程序。 > It\'s great. 太棒了。 > And they don\'t know I wasn\'t really crappy anywhere levels or xenophobes know anything about the gaming business. 而且他们也不知道我在任何地方都不是很差劲，无论是级别还是排外者，都不知道博彩业的情况。 > `[00:06:08]` Like do you know how to make games. `[00:06:08]` 就像你知道怎么做游戏一样。 > `[00:06:10]` We\'re learning is this is the quick answer there. `[00:06:10]` 我们正在学习，这是快速的答案。 > OK. 好的 > Because probably certain best practices in the gaming business and probably whatever they do would be to be the starting point. 因为可能是游戏行业的某些最佳实践以及他们所做的任何事情都将成为起点。 > Yeah. 嗯 > So if you\'re wondering how much to open source I don\'t know how much they open source things in their world but whatever they do is probably the default thing to start with. 所以，如果你想知道有多少开源，我不知道他们有多少开放源码的东西在他们的世界，但无论他们做什么，可能是默认的事情开始。 > `[00:06:29]` Yeah we actually that was the first thing we did when we started the company was we realized wow none of us are professional game designers. `[00:06:29]` 是的，事实上，这是我们成立公司时做的第一件事，我们意识到，哇，我们都不是专业的游戏设计师。 > Let\'s find and talk to game designers so we have we\'ve got this kind of core group of people that are advising us mostly just telling us when we\'ve built sucks but it\'s been very helpful thus far. 让我们找到游戏设计师，并与他们交谈，这样我们就有了这样的核心团队，他们建议我们，主要是告诉我们什么时候建造得很糟糕，但到目前为止，这是非常有帮助的。 > `[00:06:46]` Is there anything they told you that changed what you were doing said make robots and said people understand robots swimming robots. `[00:06:46]` 他们有没有告诉你什么改变了你正在做的事情，制造机器人，并说人们了解机器人，游泳机器人。 > Because when you have like controlling your units view code people think okay that\'s natural if you\'re robots. 因为当你喜欢控制你的单元，查看代码时，人们会想得好，如果你是机器人，那是很自然的。 > When you say oh it\'s a spell your wizard you\'re adding to the fancy things. 当你说，哦，这是你的巫师的咒语，你在增加花哨的东西。 > Oh it\'s a little bit hard to understand the see. 哦，这有点让人费解。 > `[00:07:05]` Okay so is it robots now. `[00:07:05]` 好的，现在是机器人了。 > Oh so very to choose the art. 哦，选择艺术真是太好了。 > Art is an all right. 艺术是好的。 > `[00:07:13]` I know you guys just going to create as much content as you can what people are you know just finished the level editor. `[00:07:13]` 我知道你们只是想创造尽可能多的内容-你们知道的-你们刚刚完成了水平编辑器。 > `[00:07:17]` So now the hope is that we can finally churn out three levels a week using awesome life coding drag and drop thing as it cartooning all accordions you know. `[00:07:17]` 所以现在的希望是，我们每周能生产出三个层次，使用可怕的生命编码，拖放东西，因为它可以绘制所有手风琴，你知道的。 > `[00:07:26]` So growth first how many people do you have. `[00:07:26]` 所以成长第一，你有多少人。 > `[00:07:29]` Is it just you know we have one one guy that\'s manning the server right and he\'s keeping it a lot hopefully giving it. `[00:07:29]` 你知道吗？我们有一个人把服务器派上了正确的位置，他很有希望地给了他很多。 > Scott keep it alive. 斯科特让它活下来。 > `[00:07:36]` Is it the same team from the first star and working together for six years now. `[00:07:36]` 这是第一颗星的同一个团队，现在一起工作了六年吗？ > `[00:07:41]` How did you originally meet. `[00:07:41]` 你们最初是怎么认识的。 > So I was his roommate and I lived down the hall from my cofound college. 所以我是他的室友，我住在宿舍的楼下。 > O\'CONNOR Yeah allision me. 奥康纳是的联合我。 > Did you guys study. 你们学习过。 > Were you guys. 你们是。 > Programmers yes. 程序员是的。 > Scott and I didC.S. 斯科特和我做了。 > and Georges theEcon. 还有乔治·西恩。 > film. 电影。 > `[00:07:57]` And then we graduated. `[00:07:57]` 然后我们毕业了。 > Let\'s not get jobs is going to say what are you talking about. 我们别找工作了，你说的是什么。 > And then then we did the startup and then three months later it was crash and a lot of the reason people start startups is because they don\'t want jobs. 然后我们创办了这家公司，三个月后，公司倒闭了，很多人创业的原因都是因为他们不想要工作。 > `[00:08:10]` Yeah right. `[00:08:10]` 对。 > No Siri. 没有 Siri。 > One of the reasons we\'ve if we\'re looking at some someone\'s application and they worked for a long time for a large company that\'s that\'s actually bad to us because like the best startup founders probably could not stand that months that IBM did me in the sophomore year. 如果我们看某个人的应用程序，他们在一家大公司工作了很长一段时间，实际上对我们不利，原因之一就是，就像最好的初创公司创始人一样，他们可能无法忍受 IBM 在大二的几个月里对我做的事情。 > `[00:08:28]` Oh no. `[00:08:28]` 哦，不。 > `[00:08:29]` How are you guys going to make money with this. `[00:08:29]` 你们怎么才能用这个赚钱呢？ > So it\'s recruitment model basically they\'re the people that the leads that we generate through the coding challenges provide us with the opportunity to qualify people before we even get in touch with a potential company and possibly train these people good enough to make them valuable employees. 因此，它的招聘模式-基本上是我们通过编码挑战产生的领导者-在我们与一家潜在公司取得联系之前，就为我们提供了合格人才的机会，并有可能培训这些人，让他们成为有价值的员工。 > `[00:08:47]` The recruiters we talked to said yes absolutely companies are interested in developers on your site and we\'re interested and so let us know you have something recruiters famously said all sorts of crazy stuff. `[00:08:47]` 我们交谈过的招聘人员说，是的，公司对你网站上的开发人员很感兴趣，我们对此很感兴趣，所以让我们知道你有一些招聘者常说的疯狂的话。 > Yeah they do. 是的他们有。 > `[00:08:57]` So that\'s yet to be validated. `[00:08:57]` 这样\还有待验证。 > `[00:09:00]` The other people in the space that we talked to also say the same things people running coding challenges and doing placements in boot boot camps and that sort of thing is actually one Y Combinator company. `[00:09:00]` 我们交谈过的空间里的其他人也说了同样的话-运行编码挑战的人和在新兵训练营中做安置的人-实际上是一家 Y Combinator 公司。 > `[00:09:09]` He we asked him how he had done his recruiting. `[00:09:09]` 我们问他征兵的情况。 > He said We sent a group of qualified recruiters a spreadsheet. 他说我们给一群合格的招聘人员发了一份电子表格。 > `[00:09:15]` I said how that turned turnout. `[00:09:15]` 我说那是如何改变投票率的。 > He said Oh we had 50 placements in six months. 他说，噢，我们在六个月内有 50 个职位。 > So I said okay. 所以我说好的。 > `[00:09:24]` You\'re out of time. `[00:09:24]` 你没时间了。 > All right. 好的 > Nice. 好的，漂亮的 > Thank you. 谢谢。 > `[00:09:27]` Applause. `[00:09:27]` 掌声。 > `[00:09:36]` OK guys you guys guys. `[00:09:36]` 好的，伙计们，你们这些家伙。 > Wait wait come back for a second. 等等，回来一会儿。 > You didn\'t realize that. 你没有意识到这一点。 > But that was your Y Combinator interview. 但那是你的 Y 组合采访。 > You\'re in the next batch your. 你在下一批。 > `[00:09:50]` Applause after I get along. `[00:09:50]` 在我相处后鼓掌。 > `[00:09:54]` We just sort of do that on the fly. `[00:09:54]` 我们只是在飞行中这样做。 > I mean that was that was the first time I talked to them. 我是说那是我第一次和他们说话。 > Hi I\'m Karen. 嗨，我是凯伦。 > Finbar. 芬巴。 > We are making. 我们正在制造。 > Give it 100 dot com. 给它 100 个网址。 > What is it. 这是什么 > Give it 100 you can look at me. 给它 100 你可以看着我。 > `[00:10:10]` We\'re making a video site where you sign up. `[00:10:10]` 我们正在制作一个视频网站，你可以在那里注册。 > You choose something that you want to get better at and then you share a video of your progress every day. 你选择一些你想做得更好的东西，然后每天分享一段关于你进步的视频。 > `[00:10:19]` So what would be a typical example like what\'s the most is it launched now. `[00:10:19]` 所以什么是典型的例子，比如现在推出的最典型的。 > `[00:10:23]` It\'s in private beta right now. `[00:10:23]` 现在是私人测试版。 > `[00:10:25]` OK. `[00:10:25]` 好的。 > So what do you anticipate being the typical use case like what sort of thing would people get better at the most common one right now is dancing. 那么，您期望什么是典型的用例，比如人们现在最常见的一种情况下会变得更好，那就是跳舞。 > `[00:10:32]` The reason that the reason for that is because I made a video of myself learning to dance in a year. `[00:10:32]` 之所以这样做，是因为我在一年内录制了一段自己学习跳舞的视频。 > And I put it online ended up. 最后我把它放到网上了。 > I mean you spent a year learning to dance. 我是说你花了一年时间学习跳舞。 > I did spend a year learning today. 我今天确实花了一年的时间学习。 > What kind of dancing robot dancing. 什么样的机器人跳舞。 > `[00:10:47]` OK it\'s all robots today. `[00:10:47]` 好吧，今天都是机器人。 > Ron could you hear this. 罗恩你能听到吗。 > This is the new trend robots. 这是新趋势机器人。 > `[00:10:57]` So I ended up getting several hundred e-mails from people who said hey because I saw this video it wasn\'t a video of an incredible dancer but it was someone who started off not knowing how to do it and getting better. `[00:10:57]` 所以我收到了几百封电子邮件，他们给我打了招呼，因为我看了这段视频，这不是一个了不起的舞蹈演员的视频，而是一个开始不知道怎么做和变得更好的人。 > `[00:11:08]` Susan see the video you put on YouTube and a lot of people looked at it. `[00:11:08]` 苏珊看到你在 YouTube 上放的视频，很多人都看了。 > Yeah. 嗯 > So was this what led to the startup. 这就是导致创业的原因。 > Yeah okay so you made this video of yourself learning to dance and then you thought if other people did something like this it would encourage them to dance to. 是的，好吧，你拍了一段你自己学习跳舞的视频，然后你想如果其他人做了这样的事情，会鼓励他们跳舞。 > `[00:11:22]` Yes. `[00:11:22]` 是的。 > `[00:11:24]` What what sorts of things are people mostly showing themselves besides dance learning. `[00:11:24]` 除了舞蹈学习之外，人们主要表现出的是什么。 > `[00:11:29]` They are. `[00:11:29]` 他们是。 > Users are there. 用户在那里。 > We have a invite only better 50 people and we like our 4300 or so on the waiting list. 我们只有更好的 50 人的邀请，我们喜欢我们的 4300 左右的等待名单上。 > Yeah they are. 是的他们是。 > There\'s a nine month old learning how to walk. 有个九个月大的孩子在学走路。 > There is a woman who is recovering from a multiple sclerosis exacerbation. 有一位妇女正在从多发性硬化症恶化中恢复。 > She\'s learning how to walk. 她正在学走路。 > `[00:11:47]` There is people who are learning how to ride a unicycle learning a new language learning how to code learning design. `[00:11:47]` 有些人正在学习如何骑独轮车，学习一种新的语言，学习如何编写代码学习设计。 > Why don\'t you accept the rest of the wait list. 你为什么不接受剩下的等待名单。 > `[00:11:58]` Well we\'re working out just like ironing out some kinks in the product and getting it to the stage where we think it\'s going to be really engaging is not engaging enough now well is we got to have some really awesome engagements that well if it\'s engaging enough now you are often out and out enough kinks. `[00:11:58]` 嗯，我们的工作就像熨平产品中的一些扭结，把它带到我们认为它会真正吸引人的阶段，但现在还不够吸引人-好吧，我们必须有一些非常棒的约会-如果它足够吸引人的话-你现在经常很投入。 > `[00:12:13]` Sure we have I think really the major things that I\'d like to see personally are the kind of social sharing features because when we kind of open the floodgates and have lost most people come onto the platform we want to kind of maximize on that. `[00:12:13]` 当然，我认为我个人想看到的主要事情是社交分享功能，因为当我们打开闸门，失去了大多数人，我们想要在这个平台上最大限度地发挥作用。 > `[00:12:23]` And you know if a lot of them come on and share and then leave they could have more people come and that. `[00:12:23]` 你知道，如果他们中的很多人来分享，然后离开，他们可能会有更多的人来。 > So they\'re not sharing it enough now. 所以他们现在分享的还不够。 > Well there is no way to share it right now because it\'s totally are private close Batur like nobody can see it. 嗯，现在没有办法分享它，因为它完全是私人的，亲密的，蝙蝠侠，就像没人能看到的那样。 > `[00:12:38]` We really just were kind of just experimenting on our first batch of people getting their feedback and then we\'re going to launch in the next couple weeks. `[00:12:38]` 我们真的只是在对我们的第一批人进行实验，得到他们的反馈，然后我们将在接下来的几周内推出。 > Do they always make videos of their progress. 他们总是把自己的进步录下来。 > Yes. 是 > But that\'s how it works. 但这就是它的工作原理。 > We started off as a photo and video site but then we cut out videos we cut out photos because the videos were more interesting. 我们一开始是一个照片和视频网站，但后来我们剪掉了视频，我们剪掉了照片，因为视频更有趣。 > `[00:12:55]` So how do people make videos of themselves learning to code. `[00:12:55]` 那么人们是如何制作自己学习编码的视频的呢？ > Look how much faster I can type. 看我打字的速度有多快。 > `[00:13:01]` Actually there is someone who is learning how to touch type but they sometimes talk to the camera. `[00:13:01]` 事实上有人正在学习如何触摸类型，但他们有时会对着镜头说话。 > `[00:13:08]` They talk about what\'s challenging what they\'re struggling with. `[00:13:08]` 他们谈论他们所面临的挑战。 > `[00:13:11]` They\'ll show actual photos show what they actually build how many views just an average video go out of like a potential 50. `[00:13:11]` 他们将显示真实的照片，显示他们实际建立了多少观看量-一段普通的视频就像一个潜在的 50 次。 > `[00:13:19]` So you can\'t saucing about a thousand views a day. `[00:13:19]` 这样你就不能一天看一千次了。 > And we have roughly between 20 and 30 of our kind of small group of users a combat\'s website everyday 20 and 30 out of 50. 我们大约有 20 到 30 的小规模用户，每天都有一个战斗网站，每 50 人中就有 20 到 30 人。 > Come back to the website everyday. 每天回到网站。 > So you need a kind of unique visitors it\'s not like the same 20 30 everyday. 所以你需要一种独特的游客，它不像每天的 20，30。 > It\'s like people will kind of like a few days and then upload a batch of videos. 就像人们会喜欢几天，然后上传一批视频。 > `[00:13:40]` So the videos are hosted on your site not YouTube right. `[00:13:40]` 所以视频是托管在你的网站上，而不是 YouTube 上。 > `[00:13:44]` But we want to use you. `[00:13:44]` 但我们想利用你。 > We want to piggyback off of YouTube as a marketing channel the same way we did with my video. 我们希望像对待我的视频一样，把 YouTube 作为一个营销渠道。 > So we\'ll take really compelling 100 day challenges and we will turn it into a viral video. 因此，我们将采取真正令人信服的 100 天挑战，我们将把它变成一个病毒视频。 > `[00:13:55]` Put it up on YouTube and say made with 100 seems like that would been really important to us during the beta. `[00:13:55]` 把它放到 YouTube 上，说用 100 制作似乎在测试过程中对我们来说很重要。 > Will people share this on YouTube. 人们会在 YouTube 上分享这个。 > And do they get watched. 他们会被监视吗。 > `[00:14:03]` Well I guess are our test for it is my video which has 3 million views and was shared widely. `[00:14:03]` 嗯，我想这是我们的测试，因为它是我的视频，它有 300 万的浏览量，并被广泛分享。 > You don\'t put it on YouTube. 你不能把它放到 YouTube 上。 > Well the video clips themselves are on our site. 视频剪辑本身就在我们的网站上。 > That\'s something that you can go on everyday and see the same people every day see their clips. 这是你每天都可以看到同样的人，每天看他们的剪辑。 > So Sam was saying I should have tested putting it on YouTube specifically other clips the 10 second clips themselves. 所以萨姆说我应该测试一下把它放到 YouTube 上，特别是其他的视频，10 秒的视频本身。 > `[00:14:25]` I think like the kind of format that we have on the Web site where you can have this gallery of 10 second clips and you can just kind of see them all and consume them all kind of in context and sequences like really power. `[00:14:25]` 我认为，就像我们在网站上拥有的那种格式，你可以拥有这个由 10 秒剪辑组成的画廊，你可以看到它们，然后在上下文和序列中使用它们，就像真正的力量。 > `[00:14:35]` So you have a view with a page with a whole bunch of little dots on it. `[00:14:35]` 所以你可以看到一个页面，上面有很多小圆点。 > `[00:14:39]` And you see from the beginning to end it compelling Barbassa if you envision Mike Paul Graham I\'m pogrom am learning to leg pick which startup\'s I\'m learning. `[00:14:39]` 如果你想象麦克·保罗·格雷厄姆(MikePaulGraham)在学习哪一家初创公司，你就会看到从头到尾都很吸引人。 > I\'m learning to pick which startups were Y Combinator for 100 days. 我正在学习选择哪些初创公司是 Y 组合 100 天。 > That you see day one day to day three and then as you hover over each video it just starts playing. 你看到的第一天到第三天，然后当你悬停在每一个视频，它只是开始播放。 > So you can see what you can watch out for a second or for 10 seconds be capped at ten seconds because I have a short attention span and I\'m building this from myself. 所以，你可以看到，你可以注意的是，一秒或 10 秒，被限制在 10 秒，因为我有一个很短的注意力跨度，我正在建立这个由我自己。 > `[00:15:09]` What do you think will be the most popular things. `[00:15:09]` 你认为最受欢迎的东西是什么？ > I don\'t mean the most popular things by a number of people who do them. 我指的不是很多人所做的最受欢迎的事情。 > I mean what will be the most popular things for third parties to come and watch parties like people who are not the people who are practicing. 我的意思是，对于第三方来说，最受欢迎的事情是什么来观看聚会，就像那些不是在练习的人一样。 > `[00:15:25]` What do you what you\'ve said you built a series of what do you want to watch like or do you get excited about watching other people learn. `[00:15:25]` 你说了什么？你建立了一系列你想看的东西，或者你对别人的学习感到兴奋。 > `[00:15:30]` I want to see a good story. `[00:15:30]` 我想看个好故事。 > I want to see someone who is struggling and and against all odds like doesn\'t think they want to do. 我希望看到一个人正在挣扎，面对一切困难 > `[00:15:36]` I want to see like Phil Libin at his 3:00a.m. `[00:15:36]` 我想像菲尔·利宾那样在凌晨 3 点看到他。 > hour saying I\'m out of money and I just got an e-mail from this investor and I want to see video of that rather than just hearing him talk about it. 一小时说我没钱了，我刚收到这位投资者的一封电子邮件，我想看这段视频，而不只是听他谈论这件事。 > `[00:15:48]` I think like today we don\'t think he would have used your system. `[00:15:48]` 我想今天我们不认为他会利用你的系统。 > No seriously. 不是认真的。 > Not for like starting a startup. 不是为了创业。 > Maybe someone in this room will more for learning how to how to dance or something like that. 也许这间屋子里的人会更多地学习跳舞之类的东西。 > Right. 右（边），正确的 > But what do you think will be not. 但你认为什么不会。 > I mean what specific type what genre of stuff will it be people learning how to dance. 我的意思是，什么样的特定类型的东西，它将是人们学习如何跳舞。 > Do you think that will be the most popular stuff. 你觉得那会是最受欢迎的东西吗。 > Will it be babies learning to walk. 会不会是婴儿学会走路。 > I think there\'s some scene because the baby\'s learning to walk part actually sounds pretty exciting like parents would love to view and document their kids progress. 我认为这是个场景，因为孩子正在学走路，这听起来很令人兴奋，就像父母们想要看到和记录他们孩子的进步一样。 > I\'ll tell you the thing if you don\'t have kids. 如果你没有孩子我会告诉你的。 > `[00:16:24]` One of the big problems about being a parent is the memories of the current kid overwrite the memories of the more recent the recent some so sad I can\'t really remember what my 4 year old son was like when he was 3 I see 3 year olds and I think oh yeah I remember he was like that but only vaguely because my God I got this 4 year old like jumping up and down in the bed and then on the bed in my mind right. `[00:16:24]` 作为父母的一个大问题是，现在的孩子的记忆掩盖了最近的一些悲伤的回忆-我不记得我 4 岁的儿子在 3 岁的时候是什么样子-我想，我记得他是那样的，但我只是模糊地记得，因为我的上帝，我得到了这个。4 岁的时候，就像在床上跳来跳去，然后又在床上跳来跳去。 > Very few. 很少。 > `[00:16:51]` Wait till you have kids. `[00:16:51]` 等你有了孩子。 > `[00:16:54]` I mean I think there\'s going to be like a number of real kind of killer categories which will be very interesting. `[00:16:54]` 我的意思是，我认为会有一些真正的杀手类别，这将是非常有趣的。 > The children one is certainly very very compelling. 孩子们当然很有吸引力。 > Yeah. 嗯 > These kids like crawling learn to kind of open a door and then like it\'s parents hold his hands and he\'s kind of taking baby steps. 这些孩子喜欢爬行，学会开一扇门，然后像它一样，父母牵着他的手，他就像在迈出婴儿的步伐。 > `[00:17:07]` And you do have videos that implicitly have these the structure of like sequences. `[00:17:07]` 而你确实有一些视频，它们隐含着类似序列的结构。 > That\'s right. 那是正确的。 > But they\'re not organized that way. 但它们不是这样组织的。 > They\'re just like on your iPhone. 就像你的 iPhone 一样。 > Right. 右（边），正确的 > In chronological order you know they\'re not like the series of the kid trying to say some phrase or something like that. 按时间顺序排列，你知道\‘他们不像孩子的系列，试图说一些短语或诸如此类的东西。 > How `[00:17:28]` good are the users that sticking with the whole hundred days of making a video every day. `[00:17:28]` 每天坚持制作一段视频的用户是多么的好啊。 > `[00:17:31]` So good question. `[00:17:31]` 这么好的问题。 > So our values that we have there\'s an average of 18 videos uploaded per user. 因此，我们拥有的值平均每个用户上传了 18 段视频。 > So I guess we have some people who are actually our earliest implementation of the product to us send us videos via Dropbox everyday. 所以我想我们有一些人实际上是我们最早的产品实现者，他们每天都会通过 Dropbox 发送视频给我们。 > So we have some people now who are actually up to kind of in the 80s got beatboxing who we\'ve got him from day one today. 所以我们现在有一些人，在 80 年代的时候，他们开始打拳击，我们从今天第一天起就让他打拳击。 > Like 85 I think and he\'s pretty awesome. 我想他大概 85 岁了，他很棒。 > `[00:17:57]` What It\'s Like beatboxing beatboxing. `[00:17:57]` 什么叫击打拳击赛。 > Yeah yeah exactly like that one guy. 是的，就像那个人一样。 > I like that. 我喜欢这样。 > He like starts off and he\'s like not very confident or very good. 他喜欢先发，他不是很自信，也不是很好。 > `[00:18:07]` But you really see like over time the amazing improvement in him and that\'s like watching a guy are people like encouraging each other to stick with it is the point of this that the community will make you be more likely to. `[00:18:07]` 但是随着时间的推移，你真的看到了他的惊人进步-就像看着一个人一样，人们喜欢鼓励彼此坚持，这就是社区会让你更有可能坚持下去的关键。 > `[00:18:17]` Sure absolutely. `[00:18:17]` 当然可以。 > So that\'s definitely part of it as well. 所以这也是它的一部分。 > So we have these kind of commenting and kind of propping features if you will say oh this was a really awesome day. 因此，我们有这样的评论和支持功能，如果你说，哦，这是一个非常棒的一天。 > I actually think like our most commented on and most kind of liked video that we\'ve got some may learn to unicycle and one day you upload a video where she had kind of a bad fall and kind of fell over and over it it was like Oh that really sore but you know keep it keep going your yoga and relaxing you can people make their stuff semiprivate. 我想，就像我们最喜欢和最喜欢的视频一样，有些人可能会学会骑独轮车。有一天，你上传了一段视频，视频中她摔得很厉害，摔了一跤，一遍又一遍，感觉很痛，但你知道，保持瑜伽，放松身体，人们可以把自己的东西变成半私密的。 > `[00:18:41]` There\'s a feature to make all your videos private because a lot of people they don\'t want to share when they\'re going through it. `[00:18:41]` 有一个功能可以让你所有的视频都是私密的，因为很多人在浏览视频时都不想分享。 > `[00:18:46]` But maybe once they\'re good or they want a group of their friends to be able to see it like their kid. `[00:18:46]` 但也许一旦他们表现得很好，或者他们希望一群朋友能像他们的孩子一样看到这一切。 > Yeah that\'s an interesting thing for us. 是啊，这对我们来说是件有趣的事。 > And you know the kids thing the kid walking is very different from someone teaching themselves how to unicycle don\'t be don\'t like like over optimize too early. 你也知道，孩子走路和自学独轮车的人有很大的不同，不要过早地过度优化。 > Like let it grow into whatever it\'s going to grow into you. 就像让它成长成任何你将要成长的样子。 > Maybe it will end up being kids or the big thing or maybe not. 也许它最终会成为孩子或者是大事，或者可能不是。 > Who knows. 谁知道呢。 > But be empirical about it and don\'t don\'t like Wire in some mental health outcome too early. 但要以经验为依据，不要过早地接受某些心理健康结果。 > `[00:19:15]` Is it time. `[00:19:15]` 是时候了。 > Thank you. 谢谢。 > All right you guys. 好了伙计们。 > `[00:19:19]` Applause applause applause sounds pretty good to you you\'re right there. `[00:19:00]` 掌声对你来说很好-你就在那儿。 > `[00:19:31]` I am you don\'t know how this is for us. `[00:19:31]` 我是你，你不知道这对我们有什么好处。 > This is the brother of someone we funded in the past and except for having a beard who seems identical it\'s a very disconcerting. 这位是我们过去资助过的人的弟弟，除了留着一张看上去一模一样的胡子外，这是一件非常令人不安的事。 > `[00:19:42]` Hopefully that\'s a good thing. `[00:19:42]` 希望这是件好事。 > Yeah yeah. 对，对。 > `[00:19:49]` What are you working on it says oh that\'s your username. `[00:19:49]` 你在做什么，上面写着哦，那是你的用户名。 > What\'s the startup it\'s called flex port where the first licensedU.S. 它被称为 FLEX 端口，第一个获得美国许可的地方是什么？ > Customs Burkett\'s built around a modern web application a customs broker yeah whenever you import a product from another country you don\'t it through customs. 海关 Burkett 是建立在一个现代化的网络应用程序，海关经纪人，是的，每当你从另一个国家进口的产品，你不是通过海关。 > What is a customs brokerage do you collect tons of documents and organize them and file it forms withU.S. 什么是海关经纪公司？你收集大量的文件并整理它们并在美国存档。 > Customs to clear your goods to show that this is illegal product and you pay the right taxes. 海关要清关您的货物，以证明这是非法产品，而您交纳的税款是正确的。 > `[00:20:12]` Is it one of these things we\'re dealing with the government is so awful that you need like a specialized group of people whose whole job it\'s also fueled a voice in their head they have to be like oh yeah heavily they say otherwise. `[00:20:12]` 我们与政府打交道的其中一件事是如此糟糕，以至于你需要像一群专门的人，他们的整个工作也激发了他们的头脑中的声音，他们必须像噢，是的，他们说的不是。 > `[00:20:25]` So the government trusts them. `[00:20:25]` 所以政府信任他们。 > Yes they\'re not going to lie. 是的，他们不会撒谎的。 > Correct. 对，是这样 > Right. 右（边），正确的 > `[00:20:30]` The government got a rubber stamp the paperwork you an FBI background check as well to get the license. `[00:20:30]` 政府得到了一张橡皮图章，文件，还有联邦调查局的背景调查，以获得执照。 > And what do you actually do you like file forms for this employer like you any time based on what the product is there could be like 120 different forms. 实际上，你喜欢什么样的文件表格给你这样的雇主，根据你的产品是什么，可能有 120 个不同的表格。 > You have to file. 你得把文件归档。 > We have to take what the product is determined which forms are needed fill those out for their customer or file them electronically with the government. 我们必须采取产品的决定，哪些表格是需要的，填写这些为他们的客户或电子存档他们的政府。 > So there are existing customs broke. 所以有现存的习俗被打破了。 > Yeah right. 对。 > `[00:20:52]` And you\'re going to somehow you\'re going to take it you\'re going to be an instance of software eating the world. `[00:20:52]` 而你将以某种方式接受它，你将成为软件吞噬世界的一个实例。 > Yeah. 嗯 > I think you\'re going to eat customs brokers. 我想你会吃海关经纪人的。 > Yeah. 嗯 > So what do you do. 那你是做什么的。 > Is it is it somehow scalable if you write software like what. 如果你写这样的软件，会不会是某种程度上的可扩展性呢？ > What do you do differently than an existing customer. 你有什么不同的做法比一个现有的客户。 > Well first what we want is a fax machine. 首先我们要的是传真机。 > `[00:21:10]` And unless the customer Wow. `[00:21:10]` 除非顾客哇哦。 > Right. 右（边），正确的 > `[00:21:14]` So yeah it\'s an online dashboard allows you to organize all these documents and help you understand which documents are needed. `[00:21:14]` 所以是的，这是一个在线仪表板，你可以组织所有这些文件，并帮助你理解哪些文件是需要的。 > And then we actually collect those documents for you. 然后我们会帮你收集这些文件。 > Instead of asking you to go get it and then we\'ll file it so I can just come to a Web site type in what I\'m importing and have it come in theU.S. 而不是让你去拿它，然后我们就把它归档，这样我就可以在我要导入的东西上输入一个网站类型，然后让它进入美国。 > and I\'ll take care of everything else. 我会处理好其他事情的。 > `[00:21:30]` Yeah. `[00:21:30]` 是的。 > `[00:21:31]` Will the will of the experience for users be as simple as a customs broker. `[00:21:31]` 用户的体验意愿会像海关经纪人一样简单吗？ > Were they going to have to do a little bit more work. 他们是否需要做更多的工作。 > No way less work. 不可能少干活。 > It\'s less work. 工作少了。 > Oh absolutely. 哦当然。 > I mean we do that work for you. 我是说我们为你做这件事。 > But doesn\'t the humans customs broker like to interview out of people what they\'re importing. 但是，人类海关经纪人不喜欢询问他们进口的东西。 > `[00:21:47]` Like the person says they\'re importing we\'re not removing the human element that we\'re pairing you with a license customs worker we have customs workers on staff at its locations tould like enable it. `[00:21:47]` 就像那个人说他们进口的那样，我们没有删除我们给你配上许可证的人的元素，我们有海关工作人员在其所在地的工作人员，希望能做到这一点。 > `[00:21:56]` It\'s sort of like Uber. `[00:21:56]` 有点像优步。 > Yeah I haven\'t used that knowledge. 是的，我没有用过这些知识。 > It\'s kind of like telling border for products instead of for people. 这有点像告诉边界的产品，而不是为人。 > OK. 好的 > Yeah yeah. 对，对。 > How much does someone pay a broker to import like a million dollars of goods. 一个经纪人要付多少钱才能进口大约一百万美元的货物。 > `[00:22:09]` Usually it\'s not dependent on the value of the goods. `[00:22:09]` 通常它不取决于货物的价值。 > It\'s like between a hundred and three hundred dollars per shipment and there\'s 30 million shipments that enter theU.S. 每批货物大约有一百到三百美元，有三千万批货物进入美国。 > every year are filed with the Customs Customs entry 30 million yeah. 每年都要向海关备案 3000 万是的。 > And then that\'s just tip the iceberg. 这只是冰山一角。 > So really I mean how many of themU.S. 所以我是说他们中有多少是美国的。 > Customs Brokers use a customs worker. 报关员使用海关工作人员。 > I mean you can have a big company you have a customs broker Insaaf. 我的意思是你可以有一家大公司你有一个海关经纪人 Insaaf。 > Yeah I would think like Apple at a certain scale. 是的，我会在一定程度上像苹果一样。 > Yeah you hire customs workers. 是的你雇了海关人员。 > We\'d like to make it so you don\'t have to hire a customs broker because our software is easier to use than than maintaining that division of your company you have customers now. 我们希望能做到这一点，这样你就不用雇佣海关经纪人了，因为我们的软件比维护贵公司现在有客户的部门更容易使用。 > Yeah we have three customers right now that are importing stuff. 是的，我们现在有三个顾客在进口东西。 > We actually have a waiting list of 300 the peak oil company in the world signed up. 我们实际上有一个 300 人的等待名单，世界上的石油高峰公司签约了。 > We were a little scared of creating an energy crisis. 我们有点害怕制造能源危机。 > `[00:22:52]` We told them to hold off we have a supertanker approaching 40 years later right now. `[00:22:52]` 我们告诉他们停下来，40 年后我们有一艘超级油轮即将驶近。 > So how did you get those customers. 那你是怎么得到那些顾客的。 > `[00:23:03]` So I was in the industry for like 12 years I know a lot of importers. `[00:23:03]` 所以我在这个行业工作了 12 年，我认识很多进口商。 > Are you currently a customs broker. 你现在是海关经纪人吗。 > I have not personally had Abkhazia\'s worker license I have customs here. 我个人没有阿布哈兹的工人证，我在这里有海关。 > It works for me. 对我有用。 > I kind of teaching me everything. 我什么都教我。 > `[00:23:17]` So you guys have you already been doing the manual version of this. `[00:23:17]` 那么你们已经在做这个的手册版了。 > `[00:23:21]` So over the years I\'ve probably imported about a thousand containers and clear them through customs. `[00:23:21]` 这么多年来，我大概进口了大约 1000 个集装箱，并通过海关清关。 > OK. 好的 > My companies that I\'ve worked with worked for my brother\'s company is one of only so for my brother. 我曾与我共事过的公司为我兄弟的公司工作过，这是我兄弟唯一的工作公司之一。 > `[00:23:34]` So you do know how to do this yourself. `[00:23:34]` 你自己也知道怎么做。 > Yeah sure. 当然可以。 > Why is no one done this before. 为什么以前没人这么做。 > `[00:23:41]` Well why the existing companies haven\'t done it before is kind of obvious. `[00:23:41]` 那么，为什么现有的公司以前没有这么做，这是很明显的。 > There you go to a customs broker convention software where software the years probably the whiteners start ups have done it. 在这里，您可以使用一个海关代理约定软件，软件可能是多年来由增白剂启动的软件完成的。 > Well first why mention it\'s highly regulated hard to get a license. 那么，首先，为什么提到它是高度管制的，很难获得许可证。 > And actually until recently it wasn\'t possible to clear shipment except at your local port. 事实上，直到最近，除在当地港口外，还不可能办理货物清关手续。 > So if you built a software startup to do this you could only help people importing into the Port of Oakland. 因此，如果你建立了一个软件创业来这样做，你只能帮助人们进口到奥克兰港。 > `[00:24:06]` You had an office in every port really in 2000 you\'re not doing the clearing though aren\'t you just matching them up with a customs broker. `[00:24:06]` 2000 年，你在每个港口都有一间办公室，但你并不是在做清关，但你不只是把他们和一个报关行联系起来。 > `[00:24:13]` No we are licensed customs workers we actually do the clearance and file it electronically with customs. `[00:24:13]` 不，我们是有执照的海关工作人员，我们实际上进行清关，并以电子方式向海关备案。 > `[00:24:18]` OK so you guys are kind of the customs broker of record. `[00:24:18]` 好吧，你们是有记录的报关人。 > Yes. 是 > So it\'s it\'s not quite like Uber yet. 所以它还不太像优步。 > `[00:24:25]` Yeah I didn\'t quite get that analogy to be honest. `[00:24:25]` 是的，老实说，我不太明白这个比喻。 > `[00:24:28]` Laughter. `[00:24:28]` 笑声。 > `[00:24:33]` He had the same mordant sense of humor as your brother. `[00:24:33]` 他和你哥哥一样有着同样的幽默感。 > `[00:24:38]` Office hours with him always a little bit prickly. `[00:24:38]` 和他一起办公的时间总是有点刺痛。 > `[00:24:44]` All right. `[00:24:44]` 好的。 > So how are you going to get all of the customers all the importers to switch to this. 那么，你将如何让所有的客户-所有的进口商-转向这个。 > Well presumably they have these like long strained relations with their customer brokers. 好吧，想必他们和他们的客户经纪人有着长期紧张的关系。 > Yeah and they\'re kind of importers to a large degree have this figured out by definition. 是的，他们在很大程度上是进口商，从定义上来说，这是有意义的。 > `[00:24:58]` They\'ve been doing it they know how to import goods. `[00:24:58]` 他们一直在这样做，他们知道如何进口货物。 > So but every and every time we imported product into theU.S. 所以每次我们把产品进口到美国。 > it\'s public record that product. 这是公开记录的产品。 > And my last company actually sells that data. 而我的上一家公司实际上是销售这些数据的。 > We aggregate every time you import something yeah. 每次你进口东西时，我们都会进行汇总，是的。 > We\'ve collected 300 million of those shipping manifests itself subscriptions to access it. 我们已经收集了 3 亿的航运清单本身的订阅，以访问它。 > So we know every single you have a grocery list. 所以我们知道你们每个人都有购物单。 > So you have the customer list. 所以你有客户名单。 > Yeah. 嗯 > `[00:25:19]` We have every importer in America and a database that we can wow that\'s very convenient. `[00:25:19]` 我们在美国有每一个进口商和一个数据库，我们可以使之哇，这是非常方便的。 > `[00:25:25]` Wow. `[00:25:25]` 哇。 > So how far along are you. 那么你有多远。 > Have you got sort of like a Christopher bait version. 你有类似克里斯托弗诱饵的版本吗。 > `[00:25:33]` Yeah I like the MVP product it\'s a web app you can sign up for it. `[00:25:33]` 是的，我喜欢 MVP 的产品，它是一个网络应用，你可以注册它。 > We\'re not taking new users right now but that\'s just a matter of me wanting to feel like everything\'s super tight and nice user experience but it has. 我们现在不需要新用户，但这只是我想要感觉一切都非常紧凑和良好的用户体验的问题，但它确实有。 > `[00:25:46]` Yeah I mean it has the fun the functionality the function version it\'s going to have to hum homeownership interview done with your first three customers. `[00:25:46]` 是的，我的意思是，它有乐趣，它的功能版本，它将不得不对你的前三个客户进行住房所有权面试。 > How much right many inbound shipments if you don\'t notice it at first glance it\'s happening in November. 如果你乍一看没有注意到，那么有多少货是正确的-它发生在 11 月。 > `[00:25:56]` So we\'ve got these guys lined up ready to go. `[00:25:56]` 所以我们已经让这些人排队准备出发了。 > We\'ve got. 我们有。 > But the first shipment actually the government shut down three weeks ago stopped us from. 但第一批货物实际上是政府三周前关闭的，阻止了我们。 > They won\'t take a new broker. 他们不接受新的经纪人。 > The guy whose light job it is to onboard US was furloughed but he\'s backwords office and I filed the forms on Monday. 那个在美国工作轻松的家伙被停职了，但他的背书办公室和我在周一提交了这些表格。 > `[00:26:12]` I was hoping to have that down and be able to come up the Yap and say our first shipment already but see you idiots in the government you are actually slowing down innovation how much do you make. `[00:26:12]` 我本来希望能把它放下，然后能上 YAP 说我们的第一批货，但是看到你们政府里的白痴们，你们实际上在减缓创新，你们赚了多少钱？ > `[00:26:29]` Did you have a sense of like on average how much she\'ll make per customer. `[00:26:29]` 你觉得她平均每个顾客赚多少钱吗？ > `[00:26:32]` Yeah well for each clearance that gross margin should be out 75 percent. `[00:26:32]` 是的，对于每一次清理，毛利率应该是 75%。 > It doesn\'t take a lot of time to kind of. 不需要花很多时间。 > So you can be like really Hands-On and higher level but through the process. 因此，你可以像真正的手和更高的层次，但通过这个过程。 > How much do people pay for one clearance. 一次清关人们要付多少钱。 > We\'re going to charge a hundred dollars to do it no matter the size of the shipment. 不管这批货有多大，我们都要收一百美元。 > Yeah pretty much. 差不多吧。 > It\'s actually not about the size but like there\'s some things you might charge extra for like clearing certain if you want to do something that has a clear with FDA there\'s extra paperwork we might charge. 它实际上不是关于大小的，但就像有些东西，你可能会收取额外的费用，比如清理，如果你想做一些与 FDA 有明确规定的事情，我们可能会收取额外的文件。 > `[00:26:56]` Actually it seems that people would pay a lot more for like 7 7 7 full of phones then you know like one little ship. `[00:26:56]` 事实上，人们似乎会花更多的钱买 7，7，7 满的手机，而你知道，就像一艘小轮船。 > Yeah. 嗯 > `[00:27:03]` Well that now they\'re going to pay more in taxes to the government. `[00:27:03]` 他们现在要向政府缴纳更多的税款。 > Right. 右（边），正确的 > But as far as the broker it\'s still just one former or current brother is charged flat rates no matter what they ship. 但就经纪人而言，无论他们运什么货，仍只有一位前兄弟或现任兄弟收取固定费率。 > No they charge more. 不收更多的钱。 > And you know I\'m kind of looking at a little differently where the brokerage is just the way that we enter the much larger logistics space because once I\'m your customs broker I know everything about your supply chain. 你知道，我的看法有点不同，经纪业务正是我们进入更大物流空间的方式，因为一旦我成为你的海关经纪人，我就知道你的供应链的一切。 > So what is you don\'t have freight warehousing inspectors looking set up with trucks or something like that. 那么，你为什么不让货物仓库检查人员用卡车之类的东西来检查呢？ > Someday I would like to be doing all those things. 总有一天我想做这些事。 > But are other brokers doing that sort of these services after you get into the country. 但是在你进入这个国家之后，其他经纪人是否也在做这样的服务呢？ > Yeah but I don\'t know that they look at it as like they\'re the primary way that they\'re going to make money. 是的，但我不知道他们认为这是他们赚钱的主要方式。 > `[00:27:40]` They would never go into it as a loss leader for example and I don\'t know if I\'ll do that. `[00:27:40]` 他们永远不会以失败领袖的身份参与其中，我不知道我是否会这么做。 > `[00:27:44]` I like I don\'t like burn rates but how much do you think you\'ll be able to make like in a once the thing launches. `[00:27:44]` 我喜欢我不喜欢燃烧率，但你认为你能在一次发射时做多少呢？ > `[00:27:52]` Yeah well the logistics globally is at two point three trillion dollar industry. `[00:27:52]` 是的，好吧，全球的物流产业规模为 2.3 万亿美元。 > No I just mean when you do the customs broker I just like to say the word trillion you know really big markets are bad start ups not good. 不，我只是说，当你做报关经纪人的时候，我只想说一万亿这个字，你知道，真的，大市场都是不好的，创业不好。 > `[00:28:04]` Yeah if you say a too big number the investors just don\'t believe it. `[00:28:04]` 是的，如果你说的数字太大，投资者就是不相信。 > `[00:28:09]` You know it\'s really hard to say. `[00:28:09]` 你知道这很难说。 > I mean I\'ve kind of model that and say like oh yeah we can make about 30 million dollars a year in profit just being a Customs Brokerage if you get say 1 percent. 我的意思是，我有一种模式，比如，哦，是的，如果你能得到 1%的话，我们一年就能赚到大约 3000 万美元的利润。 > I don\'t like to do that kind of analysis but you know each customer is probably worth maybe two or three thousand dollars a year. 我不喜欢做这种分析，但你知道，每个客户每年大概值两三千美元。 > `[00:28:25]` And I think we can get as many customers at the core businesses 3 billion a year. `[00:28:25]` 我认为我们每年能在核心业务中获得同样多的客户。 > Yeah it\'s Wearne percent. 是的，这是韦恩百分之。 > `[00:28:31]` Yeah exactly the customs currency is it\'s about 5 billion. `[00:28:31]` 是的，正是海关的货币，大约有 50 亿美元。 > `[00:28:35]` I mean you said earlier the wholeU.S. `[00:28:35]` 我是说你早些时候说的全美国。 > Customs about business about 3. 海关业务约 3. > `[00:28:39]` Now I don\'t have exact figures for that but based on the number of shipments that are clear and what people charge for the ship are you going to hire just an army of sales guys and go on that list possibly by asking if we had an army of sales guys and it wasn\'t that fun to manage. `[00:28:39]` 现在我没有确切的数字，但根据明确的货运量和人们对这艘船收取的费用，你是否只会雇佣一批销售人员，可能会问我们是否有一群销售人员，而这并不是一件有趣的事情。 > But things aren\'t Funder\'s sometimes. 但有时候事情并不是这样的。 > Sometimes it\'s the way to make the most money so I\'m not out to do it better than I did last year so it\'s more fun. 有时候这是赚钱最多的方法，所以我不想比去年做得更好，所以这更有趣。 > `[00:29:00]` All right. `[00:29:00]` 好的。 > All right interesting yeah. 好的有趣的是。 > `[00:29:02]` All right. `[00:29:02]` 好的。 > Thank you. 谢谢。 > Thank you for coming. 谢谢你的光临。 > Thanks. 谢谢