# Travis Kalanick at Startup School 2012 > `[00:00:00]` Wow this is awesome. `[00:00:00]` 哇這太棒了。 > OK. 好的 > This place is full. 這地方滿了。 > All right. 好的 > So good to meet all of you My name\'s Travis Kalanick co-founder CEO of Uber. 很高興認識你們所有人，我的名字叫特拉維斯·卡蘭尼克，優步的聯合創始人之一。 > 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. 讓我們看看，所以我做了很多演講，因為我們是一家科技公司，也就是說，我們在戰壕里，我們在城市里，你知道，我們一半以上的員工不是在舊金山。 > And I almost I don\'t even remember the last time I spoke in San Francisco in front of an audience. 我甚至都不記得上一次在舊金山當著觀眾的面發言是什么時候了。 > 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. 每次我去某個地方演講，我就去谷歌，看看道路，看看建筑，看看我輸入的很酷的圖片，這些都是標志性的。 > I\'m going to speak in Silicon Valley. 我要在硅谷發言。 > I\'m searching google images and I can\'t find anything. 我正在搜索谷歌圖片，卻什么也找不到。 > And so yeah there you go. 所以是的，給你。 > It\'s good to be here 能在這里笑真好。 > And it was I found a little something. 我發現了點東西。 > All right. 好的 > So guys I\'m guessing most people here at least know what Uber is. 所以，我猜這里的大多數人至少知道優步是什么。 > But for those of you who don\'t I\'m going to go do sort of a basic tour just really quick. 但是對于那些不想去的人來說，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. 這是你 iPhone 上的一個應用程序，可以幫你買到一輛車。 > Our motto is everyone\'s private driver 我們的座右銘是每個人的私人司機 > and so you open up the app and you see a bunch of cars that are near you. 所以你打開這個應用程序,你會看到一堆車就在你身邊。 > This is one of the San Francisco cars three minutes away. 這是舊金山三分鐘車程中的一輛。 > and Jim will will arrive in two minutes. 吉姆兩分鐘后到。 > He\'s rated a four point eight. 他被評為四點八。 > And this is of course all screen shots from your app. 當然，這是你應用程序的所有屏幕截圖。 > 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. 當他來的時候，你會被告知你會接到通知，當然，如果你幸運的話，他會在你完成任務后幫你開門。 > This is a short trip. 這是一次短途旅行。 > Fifteen dollars that\'s our minimum in San Francisco. 我們在舊金山的最低限額是十五美元。 > Of course we have lower cost options. 當然，我們有較低的成本選擇。 > 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. 幾天前，我們在舊金山推出了一款名為優步(Uber)的出租車，因為很多人都喜歡你在這里征稅，反出租車，你在做什么呢？ > We know what we\'re doing. 我們知道我們在做什么。 > But laughter we\'ll get to that in just a second. 但是笑聲，我們馬上就能講到這一點。 > All right. 好的 > So some basics launched in June 2010. 因此，2010 年 6 月推出了一些基礎設施。 > So we\'re we\'re just over two years old. 所以我們才兩歲多。 > We don\'t own cars we don\'t employ drivers. 我們沒有汽車，我們不雇用司機。 > A lot of people don\'t know that about us. 很多人不知道我們的事。 > They think we we have all these assets. 他們認為我們擁有所有這些資產。 > They think that we employ lots of cars we don\'t have 120 employees most of which are not in San Francisco. 他們認為我們雇傭了大量的汽車，我們沒有 120 名員工，其中大部分不在舊金山。 > We don\'t have a marketing spend. 我們沒有營銷支出。 > We\'re deployed in 17 cities for some reason they\'re 16 here. 我們被部署在 17 個城市，原因是他們在這里只有 16 個。 > We actually just softe launched in Sydney a couple days ago actually yesterday. 實際上，幾天前我們剛剛在悉尼發布，實際上是昨天。 > Amsterdam is coming very very shortly. 阿姆斯特丹很快就要來了。 > 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，我們幾周前就這么做了。 > So quick numbers hundreds of thousands of hours driven per week. 每周開車數十萬小時。 > 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 非常有趣的參與圖 50%的人在過去 30 天里騎過自行車 > And remember when you ride your pain. 記住當你騎著你的痛苦。 > So think about commerce. 所以想想商業吧。 > About e-commerce site or our ecommerce app or 50 percent of the people who\'ve ever paid paid in the last 30 days. 關于電子商務網站或我們的電子商務應用程序，或者是在過去 30 天中付費的 50%的人。 > Average person is paying about 105 dollars a month in San Francisco is a bit higher than that. 舊金山的平均月薪是 105 美元，比這略高一點。 > Prices are probably a bit too high. 價格可能有點太高了。 > I know some of you felt that sting. 我知道你們中的一些人感到刺痛。 > We\'re doing 26 percent month over month growth. 我們的月增長率為 26%。 > That\'s an average over the last now 16 17 months. 這是過去 16 個 17 個月的平均水平。 > 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，如果你開始的時候很低，那么你可以長得很大，但是我們很大。 > 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 個月前，如果你按月增長 26%，這意味著在 12 個月內，你比 4 個月前要大 16 倍。 > So we\'re growing fast and in fact September over August was 29 percent month over month. 因此，我們的增長速度非常快，事實上，9 月份比 8 月份增長了 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. 所以我想告訴大家一些關于我們的背景，然后希望如果我有足夠的時間，進入一些監管的東西，我知道，你們誰都不想聽到。 > 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，因為所有的燈光，但這是一個浪漫的拍攝之間的埃菲爾鐵塔與我和我的共同創始人加里營地，有些人，可能是諾姆休斯創始人偶然發現。 > 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. 這是在巴黎勒維網，我們提出了這個想法，基本上，你知道，他說，看，我只是想按一個按鈕，然后搭上車。 > You know let\'s and let\'s make it a classy ride. 你知道，讓我們讓它成為一個優雅的旅程。 > And that\'s kind of how we started. 我們就是這樣開始的。 > Paris in many ways is a sister city of San Francisco. 巴黎在很多方面都是舊金山的姐妹城市。 > Impossible to get a cab there. 不可能在那里打車。 > So this is something from the past. 所以這是過去的事。 > This is what we call Halee. 這就是我們所說的海莉。 > I\'m not sure if you guys have ever done that but some people actually put their arm out to get a cab. 我不確定你們是否曾經這樣做過，但有些人實際上是為了打車而伸出手來的。 > I don\'t I don\'t know what\'s going on. 我不知道發生了什么事。 > It\'s a weird thing but this is what we used to see in San Francisco. 這是一件很奇怪的事，但這是我們過去在舊金山看到的。 > 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. 我經歷過，當我們第一次開始的時候，實際上不是要接管世界，而不是在世界各地的每一個城市都要面對腐敗。 > It was actually just about being baller in San Francisco. 實際上是為了成為舊金山的一名球員。 > And the only way to do it. 也是唯一的辦法。 > The original idea was let\'s go buy 10 EST classes. 最初的想法是讓我們去買 10 個 EST 課程。 > `[00:05:10]` Let\'s hire 20 drivers and let\'s get a parking garage. `[00:05:10]` 讓我們雇 20 名司機，讓我們擁有一個停車場。 > 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，我們不買任何汽車，斯圖，我們也不簽任何停車場的租約。 > But the idea of pushing a button and getting a ride in within minutes was a magical one. 但是，在幾分鐘內按下按鈕并搭上車的想法是一個神奇的想法。 > And at the beginning it was a lifestyle thing. 一開始這是一種生活方式。 > It was as classes for us and our hundred friends. 這是給我們和我們上百個朋友上課的。 > And so that\'s where it started. 這就是開始的地方。 > 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. 為了使用這個應用程序，任何人都可以下載它，但為了使用它，你必須有一個特殊的代碼，我給你。 > 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，收件箱里就擠滿了想要代碼的人，因為我們的朋友告訴他們的朋友，然后你知道我搜索谷歌圖片是我最喜歡的事情。 > `[00:05:50]` Explosive viral growth on the Internet. `[00:05:50]` 互聯網上的病毒爆炸性增長。 > And there you go. 然后就到了。 > That was the best one I could find. 這是我能找到的最好的了。 > We have this thing called God view. 我們有一種叫神觀的東西。 > This is an older version of God. 這是舊版的上帝。 > 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發生的事情，但我不能給你看新版本的上帝。 > It\'s too intense. 太緊張了。 > But this is a screenshot of a Friday night. 但這是周五晚上的截圖。 > 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，我們推出，也許幾個星期或類似的，我們有四次旅行，在同一時間，我們是瘋了。 > For trips like we got trips going on we got to dispatch the green line at the top there. 對于像我們正在進行的旅行一樣，我們必須派遣在頂部的綠線在那里。 > That\'s a dispatch. 那是一次調度。 > He shouldn\'t have his arm up but he does but he\'s got to he\'s got a little briefcase which is cool. 他不應該舉起手臂，但他必須這樣做-他有一個很酷的小公文包。 > That\'s Friday night early on in. 那是星期五晚上。 > Now this is 5:00a.m. 現在是早上 5 點。 > 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. 每隔一段時間，就會有人在里面打開一個應用程序。 > So we see when people open apps that helps us in demand prediction. 所以當人們打開應用程序來幫助我們預測需求時，我們會看到。 > Remember we\'re a logistics company or what I\'d call it. 記住，我們是一家物流公司，或者我會怎么稱呼它。 > We were building an urban logistics fabric. 我們在建設一個城市物流體系。 > So when you do something successful. 所以當你成功的時候。 > Not everybody\'s happy. 不是每個人都快樂。 > 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，你所處理的行業越老，它就越受到政府、腐敗或兩者的保護，他們對你所做的事情就會感到更加不安。 > 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. 我們讓司機生活得更好，他們賺了更多的錢，他們的收入達到了他們的美夢。 > And Uber is helping them do that. 優步正在幫助他們做到這一點。 > 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. 騎手們在城里走來走去的效率要高得多，我不知道除了我要提到的一個特定的現有行業之外，誰會因此受到傷害。 > `[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]` 所以當我有一個糟糕的一天的時候，我只看我們的總收入圖表笑聲。 > `[00:07:55]` This is a cool trick in Photoshop if you take that image and you flip it. `[00:07:55]` 這是 Photoshop 中的一個很酷的技巧，如果你拍下這張照片，然后翻轉它。 > It\'s like a smile. 就像一個微笑。 > OK. 好的 > All right. 好的 > That\'s just gratuitous. 那是沒有報酬的。 > OK. 好的 > Look we launched in Sanford. 聽著我們在桑福德啟動了。 > Oh by the way. 順便問一下。 > So this. 所以這個。 > This is what. 這就是什么。 > 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. 月增長率是 26%，很多時候，當我在城市里做演講的時候，每次我們在一個城市里做一個大發布會，我們都會有一些高壓路客和一些真正推動城市發展的人。 > We sort of pay our respects to that city and and do a really nice dinner. 我們對那座城市表示敬意，并做了一頓非常好的晚餐。 > And these folks are always leaning to the left looking for the Axis. 這些人總是傾向于左傾尋找軸心。 > 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. 當我們第一次推出優步的時候，很多人都很成功，這很明顯，我稱之為“掌上明珠”，可以預見到當他們了解優步的時候，他們就像我有了這個想法，或者我應該有這樣的想法。 > When we first launched guys it wasn\'t easy getting our angel around. 當我們第一次發射的時候，讓我們的天使四處走動并不容易。 > People thought we were crazy limos in San Francisco. 人們認為我們是舊金山的瘋狂豪華轎車。 > But it took off like I said. 但它像我說的那樣起飛了。 > 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，在我們開始我們的系列之前，有一件有趣的事情，他們很抱歉，這實際上是在我們的系列之前，我們在去年 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. 這是不是一個熱門奇跡，這是不是只會在圣西斯科工作，因為它是如此糟糕。 > 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，我們開始在其他城市推出，這是一份每周收入圖表，這是一個每周的窗口，你可以認為這幾乎是一個移動平均線，藍色是舊金山，黃色是紐約。 > `[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]` 這是早在布朗是西雅圖和綠色的芝加哥，顯然我們已經超過了這一點。 > Now this is like sort of the first 100 days. 這就像是頭 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. 但我們發現，我們推出的每一個城市都會說：“嘿，我們不知道它會起作用。” > Every city we were rolling out got progressively better. 我們推出的每一個城市都逐漸變得更好。 > 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. 我們的操作方面變得非常有效率，然后技術和人數，誰知道，當我們進去，我們進入紐約。 > We had a thousand people with credit cards on file without a car on the ground. 我們有一千人在沒有車在地上的情況下持有信用卡。 > `[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]` 所以這不是一個熱門奇跡，所以我們剛剛開始推出大量的城市，我們有這雙彩虹的度量標準。 > What does it mean. 這是什么意思。 > 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. 記住，隨著流動性的增加，你知道在市場上建立市場的人知道流動性意味著什么，這意味著如果他們沒有市場的話，需求和供應就會同時上升。 > In our world as liquidity goes up the quality of the experience goes up and it dramatically. 在我們的世界里，隨著流動性的增加，體驗的質量也會提高，而且會顯著地提高。 > Right. 正確的 > 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. 所以我們在舊金山的平均拾取時間是 2 分 45 秒，當我們剛開始在紐約的時候，我們的平均拾取時間大約是 12 分鐘，讓我告訴你們，你們不想給紐約人提供 12 分鐘的接送時間。 > They will kick your ass. 他們會踢你屁股的。 > Laughter. 笑聲。 > 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，隨著情況好轉，我們就在紐約待 5 分鐘左右，這時他們就會失去理智。 > As more people use it you go from the core user base to bigger. 隨著越來越多的人使用它，你將從核心用戶群轉向更大的用戶群。 > The engagement actually gets deeper the number of rides per rider per month actually go up as we expand as a cool cohort graph. 每個騎手每月的乘車次數實際上會隨著我們作為一個酷的隊列圖的擴展而增加。 > But who cares. 但誰在乎呢。 > The bottom line is that 50 percent of the people who ever use still use and we\'ve seen that from the beginning. 底線是，50%的使用者仍在使用，我們從一開始就看到了這一點。 > This is an interesting one. 這是一個有趣的故事。 > This is San Francisco indexed revenue. 這是舊金山的指數化收入。 > So we\'re gettin there\'s lots of town cars in San Francisco right. 所以我們在舊金山有很多城里的車，對嗎？ > The number of town cars that there were in San Francisco before we got there was 600. 在我們到達舊金山之前，城里有 600 輛車。 > There are now more cars dedicated to Uber than there were town cars in San Francisco when we got there. 現在專門為優步服務的汽車比我們到達舊金山時的城鎮車還多。 > And so you\'re like well this thing\'s going to slow down this train is going to slow down at some point. 所以你會覺得這東西會慢下來，火車在某個時候會慢下來。 > 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. 我們索引舊金山的收入從去年的 7 月 1 日至年底，并在今年 7 月 1 日，我們現在的情況，它的跟蹤幾乎相同。 > 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，它不會在短期內放緩，當你談論一個特定城市的月增長率為 20%時，這將是一個非常大的增長，尤其是當這個數字越來越大的時候。 > So on the operations side I think a lot of us are techies. 所以在行動方面，我認為我們很多人都是技術人員。 > You know I\'m an engineer by training. 你知道我是個受過訓練的工程師。 > 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. 我們知道什么是產品經理，我們知道這意味著什么，但是當你在地面上，當你的技術接觸到人們，它涉及到城市時，你必須做的是讓過程經理或類似的產品經理來管理人們所做的過程，而機器和產品的路線圖必須與過程路線圖相吻合，因為任何時候我們都要改變任何事情發生在必須改變策略的汽車上，反之亦然。 > So it\'s really interesting mapping processes that we go through. 所以我們所經歷的映射過程非常有趣。 > `[00:12:56]` Come on. `[00:12:56]` 來吧。 > `[00:12:58]` This is supposed to be a picture of Europe. `[00:12:58]` 這是一張歐洲的照片。 > We\'re rolling out very big in Europe right now so getting the operational expertise. 我們現在歐洲推出了非常大的業務專長。 > I think this just isn\'t talked a lot about in startups is the operations side of the business. 我認為這只是\在初創企業中談論得不多，而是業務的運營方面。 > 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. 我認為很多電子商務公司都看到了我們在一個非常深的層面上看到了這一點，因為你知道橡膠實際上是在滿足道路，但讓團隊準備在歐洲推出是我們現在花在巴黎和倫敦的時間。 > 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. 就像我說的，我們很快就會來到阿姆斯特丹，還有很多其他城市在歐洲排成一排，這將是一個巨大的推動。 > 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，我們有亞洲的一些人準備去，我們在亞洲的第一個城市-太平洋航空公司，我迫不及待地要去參加一個發射派對。 > OK. 好的 > So quality and choice. 所以質量和選擇。 > It was really interesting right. 真的很有趣對吧。 > We had this high end thing it\'s costs about 50 percent more than a cab. 我們有一種高端的東西，它的成本比一輛出租車高出 50%。 > And everybody said oh there\'s high end and everybody goes wow I\'m going to do a low cost Uber. 每個人都說，哦，有高端，每個人都會說，哇，我要做一個低成本的優步。 > 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. 就像有幾家公司，我記得他們的名字，決定他們將是一個低成本運行，他們克隆我們的應用。 > You know they flatter us by basically stealing all the pixels and copying them over to their app. 你知道，他們通過竊取所有像素并將它們復制到他們的應用程序來討好我們。 > 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 將是一個低成本的優步，但它是關于質量和選擇，以及當我們推出低成本選擇時我們看到了什么。 > 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. 我們看到的是，事實上，訂婚越來越深，因為人們有選擇，他們不必總是得到昂貴的東西，所以他們開始更頻繁地使用它，他們可能不會從黑色汽車產品開始，從出租車開始，或者我們稱之為優步 X，然后它的約會之夜，他們會改進。 > You know they want to impress their lady or they just need a comfortable ride. 你知道他們想給自己的女士留下深刻印象，或者他們只是需要一輛舒適的車。 > And it goes from there. 從那里開始。 > So this was a choice a beautiful thing let\'s keep moving taxi we did in Chicago in April. 所以，這是一個很好的選擇，讓我們繼續開出租車吧，我們四月在芝加哥做的。 > We now have a few cities were in Boston Toronto Chicago San Francisco we were in New York BOPA. 我們現在有幾個城市在波士頓，多倫多，芝加哥，舊金山，我們在紐約，波帕。 > `[00:15:08]` Not anymore. `[00:15:08]` 不再是了。 > Don\'t get me started. 別讓我開始。 > Fair enough we\'ll get to that at the end. 公平地說，我們會在最后做到這一點的。 > 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. 我們做了 Uber 的表演，這有點像低端的 Uber，我們 7 月份在紐約的舊金山做了這件事，那里的價格基本上便宜了 30%。 > All hybrid fleet at least inS.F. 所有混合動力艦隊，至少在安全部隊。 > where we\'re starting to diversify a little bit out of hybrids because we can\'t get the partners to buy cars fast enough. 在這里，我們開始從混合動力車轉向多樣化，因為我們無法讓合作伙伴足夠快地購買汽車。 > 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，當你按下一個按鈕，一輛車出現在五分鐘內，感覺很神奇，但你如何使它發生實際上是非常復雜的。 > So we have a math department here. 我們這里有個數學系。 > 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. 我想告訴他們，聽著，伙計們，你們負責我們的利潤，因為他們需要的收貨時間很低，但利用率卻很高。 > How do you do that right. 你怎么做對的。 > Well you do that through a lot of math. 你用了很多數學才能做到這一點。 > Let\'s start with our math department. 我們從數學系開始吧。 > Okay that\'s not my math department. 好吧那不是我的數學系。 > We have two nuclear physicists on staff. 我們有兩名核物理學家。 > Computational neuroscientist a machine learning expert and a few other guys there. 計算機神經學家，機器學習專家和其他一些人。 > They\'re killing it and some of the things they do. 他們正在扼殺它和他們所做的一些事情。 > They do demand prediction congestion prediction supply matching supply positioning smart dispatch algorithms dynamic pricing Friday and Saturday night or special nights. 他們做需求預測，擁擠預測，供應匹配，供應定位，智能調度算法，動態定價，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. 我們有時會遇到一波又一波的需求，你無法得到足夠的汽車來做任何事情。 > 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. 所以你有一個以市場為導向的動態定價元素，它可以清除市場，讓更多的汽車在路上行駛，在某種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. 你不能很好地看到這些照片，因為燈光，但它們很漂亮，這是一些城市的熱圖。 > This isD.C. 這是華盛頓。 > right here. 就在這兒。 > But you guys probably can\'t see it. 但你們可能看不見。 > This is Manhattan. 這里是曼哈頓。 > Can\'t you tell. 你看不出來嗎。 > Anyways these are useless. 不管怎樣，這些都是沒用的。 > I\'ll just keep going. 我還是繼續走吧。 > Okay. 好的。 > All right. 好的 > This right here is what drivers see. 這就是司機們看到的。 > This is our supply positioning so in our company when mass goes operational that becomes how am I doing on time by the way. 這是我們的供應定位，所以在我們公司，當大眾開始運作時，順便說一句，我是如何準時完成的。 > I have no timing here. 我沒有時間。 > Eight minutes left. 還有八分鐘。 > All right. 好的 > Minutes left. 只剩幾分鐘了。 > All right. 好的 > This is going to suck. 這會很糟糕的。 > 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，供應定位正確，我們有一個需求熱圖，但我們基本上是提前 20 分鐘預測需求。 > 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. 問題是，如果我把熱圖給司機，他們都會去同一個地方，對很多不在那個熱點的人來說是不好的。 > So what we do is we say here\'s the heatmap of demand or prediction for 20 minutes time. 所以我們要做的是，這是需求的熱圖，或者預測 20 分鐘的時間。 > 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. 但是現在的供給在哪里呢？它的抗熱把熱量從地圖上吸出來了，剩下的是剩余的熱量，服務不足的需求。 > And we do down neighborhood by neighborhood basis will ultimately go continuous on it. 我們逐個鄰里做下去，最終會繼續下去。 > 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. 這個數學非常復雜，計算量很大，但這讓你對我們在車里做的一些事情有了一種感覺，你看不到它，因為一旦你上車，他就在旅途中，他再也看不見那張地圖了。 > Dynamic pricing. 動態定價 > I talked a little bit about that already. 我已經談過了。 > We have one of our nuclear physics guys is a big San Francisco Giants fan. 我們有一個核子物理學的家伙是舊金山巨人隊的忠實粉絲。 > Clearly we have to look at events in the city because that affects demand in a big way. 顯然，我們必須關注這座城市發生的事件，因為這在很大程度上影響了需求。 > When the Giants play of course demand is huge. 當然，當巨人隊發揮作用時，需求是巨大的。 > When the Giants win it\'s much huger than when they lose Pyong go on style. 當巨人隊獲勝的時候，它比失去平庸的時候要大得多，那就繼續流行吧。 > You know they want to go the bars. 你知道他們想去酒吧。 > They\'re just feeling good. 他們只是感覺很好。 > Actually what\'s interesting is in Boston when they lose when the Red Sox lose we actually have bigger demand laughter. 事實上，有趣的是在波士頓，當他們輸了，而紅襪隊輸了，我們實際上需要更多的笑聲。 > `[00:18:53]` No joke. `[00:18:53]` 不要開玩笑。 > `[00:18:54]` Here\'s what\'s really interesting. `[00:18:54]` 這是真正有趣的事情。 > It\'s not enough to make money. 這不足以賺錢。 > I just gave way the punch line. 我只是放棄了這句俏皮話。 > But basically that huge uptick in demand when that when the giant San Francisco Giants win starts about three hours before the game begins. 但是從根本上說，當巨大的舊金山巨人隊在比賽開始前三個小時開始的時候，需求就有了巨大的增長。 > `[00:19:11]` Hubers Vegas is going to take on a whole new meaning. `[00:19:11]` 哈勃拉斯維加斯將有一個全新的意義。 > Laughter. 笑聲。 > `[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. 所以我真的會加快速度，這太糟糕了，因為我已經說過太多很酷的監管內容了。 > But giving riders high fives look transportation and thought of as a boring space it\'s boring. 但給騎手擊掌看上去像交通，并認為是一個無聊的空間，這是無聊的。 > Well until you push a button and a car magically appears. 嗯，直到你按下一個按鈕，然后一輛汽車神奇地出現。 > 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. 但我們基本上有很多人愛我們，我們如何讓他們一遍又一遍地講述這個故事，給出一個借口來講述這個故事。 > So we do a lot of creative things. 所以我們做了很多有創意的事情。 > I think a lot of you guys have seen that. 我想你們很多人都見過。 > 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. 但是看看情人節，我們給成千上萬的司機分發了成千上萬的玫瑰，每一個 4 分鐘后上了車的女孩。 > was handed a rose by the driver. 司機遞給我一朵玫瑰。 > That\'s a strong move. 那是個強有力的舉動。 > `[00:19:57]` Fellahs laughter. `[00:19:57]` 非誠勿擾的笑聲。 > `[00:20:01]` I call it I call this scaling romance on Presidents Day inD.C. `[00:20:01]` 我把這叫做在華盛頓的總統日，我稱它為規模的浪漫。 > 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. 我們做了一件我們所稱的 Uber KateK 自動升級的城市轎車，將美國國旗升級至每 20 個按下按鈕的人中的一個，孩子們笑了起來，司機有一個耳機讓他看起來像特勤局。 > `[00:20:37]` And as you\'re driving through town kids are like waving like knocking on the window. `[00:20:37]` 當你開車穿過鎮子時，孩子們就像在搖著手敲窗戶。 > Laughter. 笑聲。 > `[00:20:44]` Laughter. `[00:20:44]` 笑聲。 > We did something in we did something in South by Southwest. 我們做了一些事情-我們在西南偏南做了一些事情。 > We got pedicabs as you know into a town car south by. 我們有三輪車，就像你知道的，在南邊的一輛城里的車里。 > That\'s just do she like don\'t do that but a pedicab. 她就是這么做的-別那么做，只要有個三輪車就行了。 > Let\'s do this right. 讓我們做好這件事。 > So we did that. 所以我們就這么做了。 > That\'s cool 100 pedicabs you push a button pedicab takes you where you want to go. 那是很酷的 100 個花梗，你按下一個按鈕就能帶你去你想去的地方。 > But we took 10 of those pedicabs and we outfitted them with these containers that could hold Texas barbecue. 但是我們拿了 10 個這樣的花環，我們給他們裝了這些容器，可以容納德克薩斯的燒烤。 > So we did On-Demand Texas barbecue you pushed the button and a cow would come to you on the map. 所以我們按下德州燒烤，你按下按鈕，地圖上就會有一頭牛來找你。 > We did ice cream in July. 我們在七月吃了冰淇淋。 > 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. 每次我們推出一座城市，我們都會做一件被稱為“零騎手”的事-當我們看到午餐時，第一個進入超級公園的人。 > It used to be an organic thing it just happened and then them my city team started get excited. 它曾經是一個有機的事情，它剛剛發生，然后他們，我的城市團隊開始感到興奮。 > This is Edward Norton taking the first. 我是愛德華·諾頓。 > 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. 我們去洛杉磯沖浪，所以我們給騎手們擊掌，但我們給司機擁抱，那是因為你知道的，騎手們認為一切都很順利，他們會準時到鎮上某個地方的諾斯特蘭德去參加商務會議。 > 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. 但對于一名司機來說，他可能早上有幾個小時的時間，晚上或下午有一兩個小時的時間，用源源不斷的收入來填滿時間，可以幫助他維持收支平衡。 > And so you go from just barely making ends meet to really making a living and then investing in your business. 因此，你從勉強維持收支平衡，到真正謀生，然后投資于你的企業。 > We have drivers who\'ve gone from one car to 15. 我們有從一輛車到十五輛的司機。 > Each of those cars grossing more than 100 grand a year. 每輛車每年的總收入都超過 10 萬輛。 > So these guys are living their American dream. 所以這些人正在實現他們的美國夢。 > This is Riadh. 我是里亞德。 > He actually was hustling one of our engineers early on our engineers were getting unlimited Uber. 他實際上是在催促我們的一名工程師，我們的工程師很早就得到了無限的優步。 > He\'s like I got it. 他就像我明白了。 > We\'re cool but why don\'t you come join Uber. 我們很酷，但你為什么不加入優步呢？ > 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. 他是系統中表現最好的司機，他每小時的工作效率比其他所有的司機高出 20%到 30%。 > He also is the highest rated driver. 他也是最高等級的司機。 > We saw him figured out how he does what he does. 我們看到他知道他是怎么做的。 > He now has five cars on the system. 他現在有五輛車在系統上。 > He recently had his first born son named his son after engineer it\'s not funny. 他最近讓他的第一個兒子以工程師的名字命名他的兒子，這一點也不好笑。 > Like that\'s for real. 就像那樣\真的。 > All right. 好的 > This is Honny. 我是親愛的。 > He\'s a comedian been in the city for about 25 years. 他是個喜劇演員，在這個城市已經有 25 年了。 > He or he thinks of himself as a comedian. 他或他認為自己是個喜劇演員。 > Every time I get in the car he tells me I used to be a Chippendale\'s dancer. 每次我上車時，他都會告訴我，我曾經是奇彭代爾的舞蹈家。 > Laughter. 笑聲。 > This is Steve Zee\'s and guys just a signal when I\'m running out of time. 這是史蒂夫·齊和伙計們在我快沒時間的時候發出的信號。 > I have no idea. 我沒有頭緒。 > I\'ll go over and spend an hour up here if you let me two minutes. 如果你給我兩分鐘的話，我就過去在這里呆上一個小時。 > OK. 好的 > All right Steve zis has 15 or sorry 20 cars on the system. 好的史蒂夫·齊斯在系統上有 15 輛或 20 輛對不起的車。 > He started with one. 他從一個開始。 > He\'s got five kids told me at 16 going on a 16 on the way. 他有五個孩子在 16 歲的時候告訴我在路上要開 16 輛車。 > That\'s funny I said Steve six kids you\'re crazy. 真好笑我說史蒂夫六個孩子你瘋了。 > What are you doing. 你在做什么 > That\'s nuts. 那太瘋狂了。 > You\'ve got a business to run. 你有生意要辦。 > He\'s like I got I got to keep the uber uber fleet growing. 他就像我要保持超高速艦隊的增長。 > Laughter. 笑聲。 > His son there doesn\'t look too happy to be part of the uber fleet. 他的兒子在那里看起來不太高興成為超級艦隊的一員。 > Well I could talk about regulation. 我可以談談規矩。 > I\'d spend a couple minutes. 我會花幾分鐘。 > The bottom line is I can\'t go through a bunch of slides because I really don\'t have the time. 底線是我不能看一大堆幻燈片，因為我真的沒有時間。 > Well on a let\'s just go until somebody stops saying this is a new york city medallion. 好吧，讓我們走吧，直到有人不再說這是紐約市的獎章。 > That\'s the license to basically own and operate a single taxi in New York. 這是在紐約基本擁有和經營一輛出租車的執照。 > The number of taxis or medallions in New York it\'s the blue bar there the dark blue. 紐約的出租車或獎章的數量是藍色的酒吧，是深藍色的。 > 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 年以來，出租車基本上是持平的，1946 年在這個城市的出租車數量和現在的出租車數量是一樣的。 > That value of that Medinas worth about a million dollars a pop. 一瓶麥地那酒的價值大約是一百萬美元。 > There are 13000 medallions in the city of New York. 紐約市有 13000 枚獎牌。 > So you have 13 billion dollars directed at keeping Uber from being successful. 所以你有 130 億美元用來阻止優步成功。 > DC We had a really interesting situation. 我們遇到了一個非常有趣的情況。 > 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. 順便說一句，我們去了那里，據我們所知，我們是完全合法的，就像愛一樣，在華盛頓特區的轎車方面，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. 出租車專員走到那里說哈伯斯是不合法的。 > Because they charge by time and distance. 因為他們按時間和距離充電。 > And let\'s just say that was real. 讓我們說那是真的。 > Why is charging by distance evil. 為什么遠距離充電是邪惡的。 > 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. 但他說，你看，你用我的時間和距離，你是不允許的。 > Well we looked at the law. 我們看了法律。 > 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. 該法律稱，設計用于載客少于六人的出租汽車的薩德哈納將根據時間和里程收取服務費。 > Like what are you time I was going public forms watching postetc. 就像你什么時候我去公共表格看 postetc 一樣。 > We go the attorney general in the District of Columbia. 我們去哥倫比亞特區的司法部長那里。 > And that\'s what he tells us. 他就是這么告訴我們的。 > `[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]` 笑聲，當你讀到我們在城市里做的那些瘋狂的事情時，我必須要結束這個故事，他會抓住我的鉤子，他們會把我從這里帶走的。 > `[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]` 但是當你讀到我們在城市里所做的瘋狂的事情時，要知道它是腐敗的，要知道我們在報紙上讀到的東西是非常具有破壞性的，但你在報紙上看到的并不總是正確的。 > 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. 底線是，為了進入這個行業，為了對正在發生的事情造成如此大的破壞，你必須有你必須愿意去戰斗，而你必須不去戰斗。 > You can\'t be shy. 你不能害羞。 > So it gives you a little bit about it. 所以它給了你一些關于它的東西。 > Basically they tried to put a floor on our prices I\'ll leave it at this one this last one here. 基本上，他們試圖在我們的價格上設一個下限，我將把它留在這里，這是最后一個。 > 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. 他們給我們的價格設了一個下限，或者試圖通過他們所謂的“Uber 修正案”，把我們的價格從出租車上打了五次。 > They rolled the amendment out July 10th as of Monday sorry July 9th. 他們把修正案從 7 月 10 日推出，到星期一為止，對不起，7 月 9 日。 > The vote on the bill was the tenth sorry. 對該法案的表決是第十次遺憾。 > `[00:26:34]` They put the bill out on the 9th that was a Monday at 4:00p.m. `[00:26:34]` 他們在 9 號，也就是星期一下午 4 點把賬單發了出來。 > to vote on at 11:00a.m. 在上午 11 點投票。 > the next day 18 hours most of which are going to be sleeping. 第二天，18 個小時，大部分時間都要睡覺了。 > I wrote an e-mail to our consumers letting them know that they\'re about to do this. 我給我們的消費者寫了一封電子郵件，讓他們知道他們將要這么做。 > And by the way the rationale was to ensure that basically we don\'t compete. 順便說一句，理由是確保我們基本上不競爭。 > 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執行官告訴他這樣的話，他們就會被關進監獄。 > But if you corrupt your politicians and then push those laws down it\'s totally legal. 但如果你讓你的政客腐敗，然后把這些法律推翻，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. 不管怎樣，我們做了一件叫“生命自由”的事，18 小時后，我們開始追求膜式的優步公司(Uber DC)法律。 > We had 50000 original e-mails. 我們有 50000 封原始電子郵件。 > `[00:27:08]` These weren\'t robo e-mails that went to city council people Tynemouth to vote for it. `[00:27:08]` 這些不是知更鳥寄給市議會的電子郵件。 > 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 條推特上發布了 1.04 億條社交媒體印象，我們贏了，就像你可能想象的那樣，那段時間里睡眠不足，但時間太短了，也許無關緊要。 > So anyways guys I think the bottom line. 所以不管怎么說，伙計們，我認為底線是。 > I\'ve got so much stuff Vegas by the way gambling and prostitution illegal legal in Vegas but Hubers not. 順便說一句，我在拉斯維加斯有這么多東西，賭博和賣淫是非法的，但是哈伯斯沒有。 > I got so much stuff probably have to end this. 我有很多事情要結束。 > I\'ll just end with just a couple more slides here guys and I\'m sorry about this. 我只想在這里再看幾張幻燈片，伙計們，對此我很抱歉。 > 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. 看看科技把核心服務和城市生活連接在一起，作為一群其他公司，他們正在改變的不僅僅是科技，而不僅僅是你的推特應用。 > They\'re changing how you live but that change used to happen over decades is now happening over months. 他們正在改變你的生活方式，但這種改變過去是在幾十年里發生的，現在卻是在幾個月之間發生的。 > Quality of Life is not red it\'s not blue. 生活質量不是紅色的，不是藍色的。 > It\'s just people right. 只是人是對的。 > Cities that resist are going to feel backwards and their cities were not in. 反抗的城市會感到倒退，而他們的城市卻不在。 > They feel backwards. 他們倒著感覺。 > All right a lot of our customers who are used to this go. 好吧，我們很多習慣這種做法的顧客。 > Others say it doesn\'t work. 其他人說這不管用。 > So I asked the mayor what are you protecting. 所以我問市長你在保護什么。 > 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. 你在保護誰，意識到他們根本沒有意識到他們在保護誰，他們認為出租車行業認為司機知道你實際上是在欺騙司機。 > So cities need transportation alternatives but they need modern accountable convenient stylish and efficient ones. 因此，城市需要交通選擇，但它們需要現代、負責、便捷、時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. 我們在你們附近的一座城市里，看，我很感激能在這里玩得很開心。 > And thank you. 還有謝謝你。