# 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]` 我們必須坐直，我們的業務較低。 > This is not right. 這是不對的。 > Admiral Rickover would not stand for this. Rickover 上將不會容忍這件事。 > OK. 好的 > George. 喬治 > 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]` 所以我們正在為 TGB 邊框代碼構建一個多人編程游戲。 > So write code Kaddoumi but actually game a game. 所以寫代碼，Kaddoumi，但實際上是一個游戲。 > `[00:00:25]` So how do you how do you win the game. `[00:00:25]` 那么你是如何贏得這場比賽的呢？ > `[00:00:27]` So you just beat more and more levels until you\'re an awesome developer. `[00:00:27]` 所以你只需擊敗越來越多的級別，直到你成為一個出色的開發人員。 > `[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 某種程度上得到了分數，因為這就像競爭學習，你了解了你的綠色墻，得到了更多的分數，更有競爭力。 > `[00:00:37]` So there\'s multiplayer so like write code to kill a bad guy. `[00:00:37]` 這樣就有了多人游戲，就像寫代碼殺死壞人一樣。 > Yeah. 嗯 > So the first level you got your guy you go to moving around and you kill another guy. 所以第一層你找到你的人，你四處走動，然后殺了另一個人。 > Right and then you\'re killing dudes. 對然后你就殺了人。 > All right so you\'re motivated. 好吧，所以你很有動力。 > 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\作為字符串你名字的長度。 > Okay that\'s Guben. 好吧那是古本。 > Kill that. 殺了那個。 > Oh yeah we do right away. 哦，是的，我們馬上就做。 > It\'s not just badges not gadgets. 這不只是徽章，不是小玩意。 > Is it launched yet. 它發射了嗎。 > It is. 它是 > Actually we launched it yesterday. 實際上我們昨天就發射了。 > `[00:01:05]` Well the beta things move faster. `[00:01:05]` 貝塔的動作更快。 > 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]` 你看是因為我們說過你會在辦公時間。 > Actually no we just a coincidence. 實際上，不，我們只是個巧合。 > `[00:01:16]` It is somehow fortunate because we don\'t have time to prepare. 它是幸運的，因為我們沒有時間去準備。 > The launch went crazy. 發射瘋狂了。 > `[00:01:20]` Yeah but I got home from that from the dinner last night. `[00:01:20]` 是的，但我昨晚的晚餐回來了。 > 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. 我和這些家伙混在一起，他們就在服務器終端控制室，看到并重新啟動服務器，因為服務器負荷太大了，現在情況并不好，幸運的是，我們只能服務于我們所得到的流量的某一小部分，而且它已經持續了 24 小時了。 > How did you start working on this. 你是怎么開始做這件事的。 > I wanted to learn to code about a year or two ago. 我想在一兩年前學會編碼。 > 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. 在我的第一家初創公司，我被指派為我的技術聯合創始人，我試著編寫 Kindom 代碼，并嘗試了很多這樣的東西，但我不能再繼續了。 > It wasn\'t engaging for me. 對我來說不是訂婚。 > And so these guy two co-owners were like hey why don\'t we actually make a game. 所以這些家伙，兩個共同的老板，就像嘿，為什么我們不做個游戲呢。 > `[00:01:59]` So you were the original guinea pig. `[00:01:59]` 原來的豚鼠是你。 > I was they thought you can\'t keep motivated using existing stuff like a game where you can kill people. 我是說，他們認為你不能繼續使用現有的東西，比如你可以殺人的游戲。 > `[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，我不是因為我們的第一批創業客戶不斷來找我們，說我們一直在使用貴公司的產品，因為這就像一場游戲，而我們根本沒有參加過。 > And what was it. 那是怎么回事。 > It\'s a company to teach people Chinese characters. 這是一家教會人們漢字的公司。 > 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. 所以我們想，如果我們能不經意地做到這一點，那么如果我們真的制作了一個游戲，你能學會如何編程，比如你能教多少人，會發生什么。 > `[00:02:34]` Right. `[00:02:34]` 對。 > 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. 因為我能記得我高中時做的那種糟糕的編程，當時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 上的東西，你怎么能強迫人們學習高級概念，而他們真正需要的只是擁有正確的庫調用。 > Right. 右（邊），正確的 > Can you make advanced concepts pretty advanced weaponry. 你能使先進的概念相當先進的武器。 > `[00:02:57]` So the software engineering part of learning to be a developer. `[00:02:57]` 所以，軟件工程是學習成為一名開發人員的一部分。 > That\'s something we can later focus on core programming for now. 現在我們可以把重點放在核心編程上。 > Was you get motivated enough. 你是否有足夠的動力。 > 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]` 現在我想構建這個應用程序，但是你必須通過不同的級別，對吧。 > 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. 您可能會變得越來越復雜，但是您可以通過編寫越來越多的代碼和訪問正確的庫函數而變得越來越復雜，而不必真正了解編程。 > Right. 右（邊），正確的 > 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. 難道你不能強迫他們學習更多關于編程的知識，以便制造出更強大的武器，這樣你就可以擁有這樣的東西-你的代碼需要這么快地運行。 > `[00:03:28]` And that\'s when you know you don\'t know how to use recursion. `[00:03:28]` 當你知道你不知道如何使用遞歸的時候。 > 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. 這是希爾的唯一方法，在這里，您需要弄清楚如何在這里執行一個函數傳遞方法。 > And generally if you make the levels hard enough you\'re able to do when they have a reason to complete it. 一般來說，如果你使水平足夠難，你就能做到，當他們有理由完成它。 > They try really hard and you can get them to do harder and harder stuff is a natural progression of the game. 他們真的很努力，你可以讓他們做得越來越難，這是比賽的自然進展。 > `[00:03:46]` Have you run beta users through this yet. `[00:03:46]` 你已經運行過測試用戶了嗎？ > Quite a few actually. 實際上有不少。 > What did you learn from it. 你從中學到了什么。 > Like what went wrong. 比如出了什么差錯。 > `[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]` 錯誤的第一件事是，我們開始使用 Heimbach，因為我在某種程度上是一個技術性的角色，我的第一家創業公司，我們承擔了很多之前的知識，這對我們的 Bayti 用戶來說是完全不正確的。 > 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，我們一開始就像為循環寫東西一樣，哦，這很簡單，然后我們的人沒有編程背景，他們甚至不知道如何完成一行，比如，沒有形式符號的概念，這是唯一的最大障礙。 > `[00:04:16]` Correct. `[00:04:16]` 正確。 > `[00:04:16]` What\'s the most advanced concept you\'re teaching now. `[00:04:16]` 你現在教的最先進的概念是什么？ > `[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]` 到目前為止，我們還沒有做得很好，如果你個子越高，你就需要弄清楚瞄準目標的策略，這樣你就能找到一群人的中心，而你也是被炮兵一半的炮兵，以避開你的射擊，而且你必須確保他們不會像你那樣追逐你的射擊線。 > `[00:04:35]` What era of technology is this. `[00:04:35]` 這是什么科技時代？ > `[00:04:37]` What is a web game and you\'re doing everything in JavaScript. `[00:04:37]` 什么是網絡游戲，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]` 什么時代的幻想。 > You\'re a wizard and you\'re casting some control your soldiers and your and your heroes in that sort of thing. 你是個巫師，你在那種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. 我看到很多用戶認為沒有 Apache 直升機之類的東西。 > No unfortunately we don\'t have the magic. 不，不幸的是我們沒有魔法。 > All right we\'ve seen do robots we could do when fancy you can make up anything. 好吧，我們見過機器人，我們可以做，當幻想，你可以彌補任何東西。 > Right. 右（邊），正確的 > How many users did you guys get. 你們有多少用戶。 > `[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]` 所以我們在 15000 人的時候把服務器打了個最大值，我們有 200 個并發，但是我們真的不知道，因為我們實際上是 4 的人。 > Why not just open up a bunch more servers. 為什么不多開一堆服務器呢。 > `[00:05:16]` We weren\'t architected that way. `[00:05:16]` 我們不是那樣設計的。 > We didn\'t think we got nearly as much traffic. 我們不認為我們有那么多的交通。 > We just posted it to read it. 我們只是貼出來看的。 > That\'s it. 就這樣了。 > `[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]` 我們發布了它，讀了它，我們被淹沒了的部分，甚至沒有主要或實際上，在 Reddit 線程上的人，就像重復的東西，他們說，你知道，哦，一個死亡的擁抱，你知道，因為沒有工作，所以他們昨晚都在忙著去做這件事。 > `[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]` 你知道是人們不知道如何編程，然后才開始這么做嗎？或者僅僅是人們想玩一個有趣的游戲。 > `[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]` 所以那些已經知道如何編程的人，當她開始編程的時候，他們就像好的一樣。 > When can we. 我們什么時候能。 > This is awesome. 這太棒了。 > Let\'s get on here. 我們到這兒去吧。 > 20 people yesterday. 昨天有 20 個人。 > Oh you mean like that. 哦，你是說那樣。 > I want to help out. 我想幫忙。 > Can we pull poll link we clone. 我們能不能把我們克隆的民意測驗聯系起來。 > Who are thinking. 他們在思考。 > Open sourcing in the next couple of months to really capitalize on that interest. 在接下來的幾個月里，開源才能真正地利用這種興趣。 > But most of the people yeah they\'re on the learn programming so I\'ve read it. 但是大多數人，是的，他們都在學習編程，所以我已經讀過了。 > 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. 而且他們也不知道我在任何地方都不是很差勁，無論是級別還是排外者，都不知道博彩業的情況。 > `[00:06:08]` Like do you know how to make games. `[00:06:08]` 就像你知道怎么做游戲一樣。 > `[00:06:10]` We\'re learning is this is the quick answer there. `[00:06:10]` 我們正在學習，這是快速的答案。 > OK. 好的 > Because probably certain best practices in the gaming business and probably whatever they do would be to be the starting point. 因為可能是游戲行業的某些最佳實踐以及他們所做的任何事情都將成為起點。 > 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開源，我不知道他們有多少開放源碼的東西在他們的世界，但無論他們做什么，可能是默認的事情開始。 > `[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，事實上，這是我們成立公司時做的第一件事，我們意識到，哇，我們都不是專業的游戲設計師。 > 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. 讓我們找到游戲設計師，并與他們交談，這樣我們就有了這樣的核心團隊，他們建議我們，主要是告訴我們什么時候建造得很糟糕，但到目前為止，這是非常有幫助的。 > `[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]` 他們有沒有告訴你什么改變了你正在做的事情，制造機器人，并說人們了解機器人，游泳機器人。 > Because when you have like controlling your units view code people think okay that\'s natural if you\'re robots. 因為當你喜歡控制你的單元，查看代碼時，人們會想得好，如果你是機器人，那是很自然的。 > When you say oh it\'s a spell your wizard you\'re adding to the fancy things. 當你說，哦，這是你的巫師的咒語，你在增加花哨的東西。 > Oh it\'s a little bit hard to understand the see. 哦，這有點讓人費解。 > `[00:07:05]` Okay so is it robots now. `[00:07:05]` 好的，現在是機器人了。 > Oh so very to choose the art. 哦，選擇藝術真是太好了。 > Art is an all right. 藝術是好的。 > `[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]` 我知道你們只是想創造盡可能多的內容-你們知道的-你們剛剛完成了水平編輯器。 > `[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]` 所以現在的希望是，我們每周能生產出三個層次，使用可怕的生命編碼，拖放東西，因為它可以繪制所有手風琴，你知道的。 > `[00:07:26]` So growth first how many people do you have. `[00:07:26]` 所以成長第一，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]` 你知道嗎？我們有一個人把服務器派上了正確的位置，他很有希望地給了他很多。 > Scott keep it alive. 斯科特讓它活下來。 > `[00:07:36]` Is it the same team from the first star and working together for six years now. `[00:07:36]` 這是第一顆星的同一個團隊，現在一起工作了六年嗎？ > `[00:07:41]` How did you originally meet. `[00:07:41]` 你們最初是怎么認識的。 > So I was his roommate and I lived down the hall from my cofound college. 所以我是他的室友，我住在宿舍的樓下。 > O\'CONNOR Yeah allision me. 奧康納是的聯合我。 > Did you guys study. 你們學習過。 > Were you guys. 你們是。 > Programmers yes. 程序員是的。 > Scott and I didC.S. 斯科特和我做了。 > and Georges theEcon. 還有喬治·西恩。 > film. 電影。 > `[00:07:57]` And then we graduated. `[00:07:57]` 然后我們畢業了。 > Let\'s not get jobs is going to say what are you talking about. 我們別找工作了，你說的是什么。 > 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. 然后我們創辦了這家公司，三個月后，公司倒閉了，很多人創業的原因都是因為他們不想要工作。 > `[00:08:10]` Yeah right. `[00:08:10]` 對。 > No Siri. 沒有 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. 如果我們看某個人的應用程序，他們在一家大公司工作了很長一段時間，實際上對我們不利，原因之一就是，就像最好的初創公司創始人一樣，他們可能無法忍受 IBM 在大二的幾個月里對我做的事情。 > `[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]` 你們怎么才能用這個賺錢呢？ > 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-基本上是我們通過編碼挑戰產生的領導者-在我們與一家潛在公司取得聯系之前，就為我們提供了合格人才的機會，并有可能培訓這些人，讓他們成為有價值的員工。 > `[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]` 我們交談過的招聘人員說，是的，公司對你網站上的開發人員很感興趣，我們對此很感興趣，所以讓我們知道你有一些招聘者常說的瘋狂的話。 > Yeah they do. 是的他們有。 > `[00:08:57]` So that\'s yet to be validated. `[00:08:57]` 這樣\還有待驗證。 > `[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]` 我們交談過的空間里的其他人也說了同樣的話-運行編碼挑戰的人和在新兵訓練營中做安置的人-實際上是一家 Y Combinator 公司。 > `[00:09:09]` He we asked him how he had done his recruiting. `[00:09:09]` 我們問他征兵的情況。 > He said We sent a group of qualified recruiters a spreadsheet. 他說我們給一群合格的招聘人員發了一份電子表格。 > `[00:09:15]` I said how that turned turnout. `[00:09:15]` 我說那是如何改變投票率的。 > He said Oh we had 50 placements in six months. 他說，噢，我們在六個月內有 50 個職位。 > So I said okay. 所以我說好的。 > `[00:09:24]` You\'re out of time. `[00:09:24]` 你沒時間了。 > All right. 好的 > Nice. 好的，漂亮的 > Thank you. 謝謝。 > `[00:09:27]` Applause. `[00:09:27]` 掌聲。 > `[00:09:36]` OK guys you guys guys. `[00:09:36]` 好的，伙計們，你們這些家伙。 > Wait wait come back for a second. 等等，回來一會兒。 > You didn\'t realize that. 你沒有意識到這一點。 > But that was your Y Combinator interview. 但那是你的 Y 組合采訪。 > You\'re in the next batch your. 你在下一批。 > `[00:09:50]` Applause after I get along. `[00:09:50]` 在我相處后鼓掌。 > `[00:09:54]` We just sort of do that on the fly. `[00:09:54]` 我們只是在飛行中這樣做。 > I mean that was that was the first time I talked to them. 我是說那是我第一次和他們說話。 > Hi I\'m Karen. 嗨，我是凱倫。 > Finbar. 芬巴。 > We are making. 我們正在制造。 > Give it 100 dot com. 給它 100 個網址。 > What is it. 這是什么 > Give it 100 you can look at me. 給它 100 你可以看著我。 > `[00:10:10]` We\'re making a video site where you sign up. `[00:10:10]` 我們正在制作一個視頻網站，你可以在那里注冊。 > You choose something that you want to get better at and then you share a video of your progress every day. 你選擇一些你想做得更好的東西，然后每天分享一段關于你進步的視頻。 > `[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，比如現在推出的最典型的。 > `[00:10:23]` It\'s in private beta right now. `[00:10:23]` 現在是私人測試版。 > `[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，比如人們現在最常見的一種情況下會變得更好，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]` 之所以這樣做，是因為我在一年內錄制了一段自己學習跳舞的視頻。 > And I put it online ended up. 最后我把它放到網上了。 > I mean you spent a year learning to dance. 我是說你花了一年時間學習跳舞。 > I did spend a year learning today. 我今天確實花了一年的時間學習。 > What kind of dancing robot dancing. 什么樣的機器人跳舞。 > `[00:10:47]` OK it\'s all robots today. `[00:10:47]` 好吧，今天都是機器人。 > Ron could you hear this. 羅恩你能聽到嗎。 > This is the new trend robots. 這是新趨勢機器人。 > `[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]` 所以我收到了幾百封電子郵件，他們給我打了招呼，因為我看了這段視頻，這不是一個了不起的舞蹈演員的視頻，而是一個開始不知道怎么做和變得更好的人。 > `[00:11:08]` Susan see the video you put on YouTube and a lot of people looked at it. `[00:11:08]` 蘇珊看到你在 YouTube 上放的視頻，很多人都看了。 > Yeah. 嗯 > So was this what led to the startup. 這就是導致創業的原因。 > 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，你拍了一段你自己學習跳舞的視頻，然后你想如果其他人做了這樣的事情，會鼓勵他們跳舞。 > `[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]` 除了舞蹈學習之外，人們主要表現出的是什么。 > `[00:11:29]` They are. `[00:11:29]` 他們是。 > Users are there. 用戶在那里。 > We have a invite only better 50 people and we like our 4300 or so on the waiting list. 我們只有更好的 50 人的邀請，我們喜歡我們的 4300 左右的等待名單上。 > Yeah they are. 是的他們是。 > There\'s a nine month old learning how to walk. 有個九個月大的孩子在學走路。 > There is a woman who is recovering from a multiple sclerosis exacerbation. 有一位婦女正在從多發性硬化癥惡化中恢復。 > She\'s learning how to walk. 她正在學走路。 > `[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]` 有些人正在學習如何騎獨輪車，學習一種新的語言，學習如何編寫代碼學習設計。 > Why don\'t you accept the rest of the wait list. 你為什么不接受剩下的等待名單。 > `[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，我們的工作就像熨平產品中的一些扭結，把它帶到我們認為它會真正吸引人的階段，但現在還不夠吸引人-好吧，我們必須有一些非常棒的約會-如果它足夠吸引人的話-你現在經常很投入。 > `[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]` 當然，我認為我個人想看到的主要事情是社交分享功能，因為當我們打開閘門，失去了大多數人，我們想要在這個平臺上最大限度地發揮作用。 > `[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，如果他們中的很多人來分享，然后離開，他們可能會有更多的人來。 > So they\'re not sharing it enough now. 所以他們現在分享的還不夠。 > Well there is no way to share it right now because it\'s totally are private close Batur like nobody can see it. 嗯，現在沒有辦法分享它，因為它完全是私人的，親密的，蝙蝠俠，就像沒人能看到的那樣。 > `[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]` 我們真的只是在對我們的第一批人進行實驗，得到他們的反饋，然后我們將在接下來的幾周內推出。 > Do they always make videos of their progress. 他們總是把自己的進步錄下來。 > Yes. 是 > But that\'s how it works. 但這就是它的工作原理。 > 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. 我們一開始是一個照片和視頻網站，但后來我們剪掉了視頻，我們剪掉了照片，因為視頻更有趣。 > `[00:12:55]` So how do people make videos of themselves learning to code. `[00:12:55]` 那么人們是如何制作自己學習編碼的視頻的呢？ > 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]` 事實上有人正在學習如何觸摸類型，但他們有時會對著鏡頭說話。 > `[00:13:08]` They talk about what\'s challenging what they\'re struggling with. `[00:13:08]` 他們談論他們所面臨的挑戰。 > `[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]` 他們將顯示真實的照片，顯示他們實際建立了多少觀看量-一段普通的視頻就像一個潛在的 50 次。 > `[00:13:19]` So you can\'t saucing about a thousand views a day. `[00:13:19]` 這樣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. 我們大約有 20 到 30 的小規模用戶，每天都有一個戰斗網站，每 50 人中就有 20 到 30 人。 > Come back to the website everyday. 每天回到網站。 > So you need a kind of unique visitors it\'s not like the same 20 30 everyday. 所以你需要一種獨特的游客，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. 就像人們會喜歡幾天，然后上傳一批視頻。 > `[00:13:40]` So the videos are hosted on your site not YouTube right. `[00:13:40]` 所以視頻是托管在你的網站上，而不是 YouTube 上。 > `[00:13:44]` But we want to use you. `[00:13:44]` 但我們想利用你。 > We want to piggyback off of YouTube as a marketing channel the same way we did with my video. 我們希望像對待我的視頻一樣，把 YouTube 作為一個營銷渠道。 > So we\'ll take really compelling 100 day challenges and we will turn it into a viral video. 因此，我們將采取真正令人信服的 100 天挑戰，我們將把它變成一個病毒視頻。 > `[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，說用 100 制作似乎在測試過程中對我們來說很重要。 > Will people share this on YouTube. 人們會在 YouTube 上分享這個。 > And do they get watched. 他們會被監視嗎。 > `[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，我想這是我們的測試，因為它是我的視頻，它有 300 萬的瀏覽量，并被廣泛分享。 > 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. 視頻剪輯本身就在我們的網站上。 > That\'s something that you can go on everyday and see the same people every day see their clips. 這是你每天都可以看到同樣的人，每天看他們的剪輯。 > So Sam was saying I should have tested putting it on YouTube specifically other clips the 10 second clips themselves. 所以薩姆說我應該測試一下把它放到 YouTube 上，特別是其他的視頻，10 秒的視頻本身。 > `[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]` 我認為，就像我們在網站上擁有的那種格式，你可以擁有這個由 10 秒剪輯組成的畫廊，你可以看到它們，然后在上下文和序列中使用它們，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]` 所以你可以看到一個頁面，上面有很多小圓點。 > `[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]` 如果你想象麥克·保羅·格雷厄姆(MikePaulGraham)在學習哪一家初創公司，你就會看到從頭到尾都很吸引人。 > I\'m learning to pick which startups were Y Combinator for 100 days. 我正在學習選擇哪些初創公司是 Y 組合 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，然后當你懸停在每一個視頻，它只是開始播放。 > 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，因為我有一個很短的注意力跨度，我正在建立這個由我自己。 > `[00:15:09]` What do you think will be the most popular things. `[00:15:09]` 你認為最受歡迎的東西是什么？ > 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歡迎的事情。 > 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，對于第三方來說，最受歡迎的事情是什么來觀看聚會，就像那些不是在練習的人一樣。 > `[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]` 你說了什么？你建立了一系列你想看的東西，或者你對別人的學習感到興奮。 > `[00:15:30]` I want to see a good story. `[00:15:30]` 我想看個好故事。 > I want to see someone who is struggling and and against all odds like doesn\'t think they want to do. 我希望看到一個人正在掙扎，面對一切困難 > `[00:15:36]` I want to see like Phil Libin at his 3:00a.m. `[00:15:36]` 我想像菲爾·利賓那樣在凌晨 3 點看到他。 > 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. 一小時說我沒錢了，我剛收到這位投資者的一封電子郵件，我想看這段視頻，而不只是聽他談論這件事。 > `[00:15:48]` I think like today we don\'t think he would have used your system. `[00:15:48]` 我想今天我們不認為他會利用你的系統。 > No seriously. 不是認真的。 > Not for like starting a startup. 不是為了創業。 > Maybe someone in this room will more for learning how to how to dance or something like that. 也許這間屋子里的人會更多地學習跳舞之類的東西。 > Right. 右（邊），正確的 > But what do you think will be not. 但你認為什么不會。 > I mean what specific type what genre of stuff will it be people learning how to dance. 我的意思是，什么樣的特定類型的東西，它將是人們學習如何跳舞。 > Do you think that will be the most popular stuff. 你覺得那會是最受歡迎的東西嗎。 > Will it be babies learning to walk. 會不會是嬰兒學會走路。 > 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. 我認為這是個場景，因為孩子正在學走路，這聽起來很令人興奮，就像父母們想要看到和記錄他們孩子的進步一樣。 > I\'ll tell you the thing if you don\'t have kids. 如果你沒有孩子我會告訴你的。 > `[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]` 作為父母的一個大問題是，現在的孩子的記憶掩蓋了最近的一些悲傷的回憶-我不記得我 4 歲的兒子在 3 歲的時候是什么樣子-我想，我記得他是那樣的，但我只是模糊地記得，因為我的上帝，我得到了這個。4 歲的時候，就像在床上跳來跳去，然后又在床上跳來跳去。 > 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，我認為會有一些真正的殺手類別，這將是非常有趣的。 > The children one is certainly very very compelling. 孩子們當然很有吸引力。 > 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. 這些孩子喜歡爬行，學會開一扇門，然后像它一樣，父母牽著他的手，他就像在邁出嬰兒的步伐。 > `[00:17:07]` And you do have videos that implicitly have these the structure of like sequences. `[00:17:07]` 而你確實有一些視頻，它們隱含著類似序列的結構。 > That\'s right. 那是正確的。 > But they\'re not organized that way. 但它們不是這樣組織的。 > They\'re just like on your iPhone. 就像你的 iPhone 一樣。 > Right. 右（邊），正確的 > In chronological order you know they\'re not like the series of the kid trying to say some phrase or something like that. 按時間順序排列，你知道\‘他們不像孩子的系列，試圖說一些短語或諸如此類的東西。 > How `[00:17:28]` good are the users that sticking with the whole hundred days of making a video every day. `[00:17:28]` 每天堅持制作一段視頻的用戶是多么的好啊。 > `[00:17:31]` So good question. `[00:17:31]` 這么好的問題。 > So our values that we have there\'s an average of 18 videos uploaded per user. 因此，我們擁有的值平均每個用戶上傳了 18 段視頻。 > So I guess we have some people who are actually our earliest implementation of the product to us send us videos via Dropbox everyday. 所以我想我們有一些人實際上是我們最早的產品實現者，他們每天都會通過 Dropbox 發送視頻給我們。 > 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. 所以我們現在有一些人，在 80 年代的時候，他們開始打拳擊，我們從今天第一天起就讓他打拳擊。 > Like 85 I think and he\'s pretty awesome. 我想他大概 85 歲了，他很棒。 > `[00:17:57]` What It\'s Like beatboxing beatboxing. `[00:17:57]` 什么叫擊打拳擊賽。 > Yeah yeah exactly like that one guy. 是的，就像那個人一樣。 > I like that. 我喜歡這樣。 > He like starts off and he\'s like not very confident or very good. 他喜歡先發，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]` 但是隨著時間的推移，你真的看到了他的驚人進步-就像看著一個人一樣，人們喜歡鼓勵彼此堅持，這就是社區會讓你更有可能堅持下去的關鍵。 > `[00:18:17]` Sure absolutely. `[00:18:17]` 當然可以。 > So that\'s definitely part of it as well. 所以這也是它的一部分。 > 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，我們有這樣的評論和支持功能，如果你說，哦，這是一個非常棒的一天。 > 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，就像我們最喜歡和最喜歡的視頻一樣，有些人可能會學會騎獨輪車。有一天，你上傳了一段視頻，視頻中她摔得很厲害，摔了一跤，一遍又一遍，感覺很痛，但你知道，保持瑜伽，放松身體，人們可以把自己的東西變成半私密的。 > `[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]` 有一個功能可以讓你所有的視頻都是私密的，因為很多人在瀏覽視頻時都不想分享。 > `[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]` 但也許一旦他們表現得很好，或者他們希望一群朋友能像他們的孩子一樣看到這一切。 > Yeah that\'s an interesting thing for us. 是啊，這對我們來說是件有趣的事。 > 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，孩子走路和自學獨輪車的人有很大的不同，不要過早地過度優化。 > Like let it grow into whatever it\'s going to grow into you. 就像讓它成長成任何你將要成長的樣子。 > Maybe it will end up being kids or the big thing or maybe not. 也許它最終會成為孩子或者是大事，或者可能不是。 > Who knows. 誰知道呢。 > But be empirical about it and don\'t don\'t like Wire in some mental health outcome too early. 但要以經驗為依據，不要過早地接受某些心理健康結果。 > `[00:19:15]` Is it time. `[00:19:15]` 是時候了。 > Thank you. 謝謝。 > All right you guys. 好了伙計們。 > `[00:19:19]` Applause applause applause sounds pretty good to you you\'re right there. `[00:19:00]` 掌聲對你來說很好-你就在那兒。 > `[00:19:31]` I am you don\'t know how this is for us. `[00:19:31]` 我是你，你不知道這對我們有什么好處。 > 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. 這位是我們過去資助過的人的弟弟，除了留著一張看上去一模一樣的胡子外，這是一件非常令人不安的事。 > `[00:19:42]` Hopefully that\'s a good thing. `[00:19:42]` 希望這是件好事。 > Yeah yeah. 對，對。 > `[00:19:49]` What are you working on it says oh that\'s your username. `[00:19:49]` 你在做什么，上面寫著哦，那是你的用戶名。 > What\'s the startup it\'s called flex port where the first licensedU.S. 它被稱為 FLEX 端口，第一個獲得美國許可的地方是什么？ > 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. 海關 Burkett 是建立在一個現代化的網絡應用程序，海關經紀人，是的，每當你從另一個國家進口的產品，你不是通過海關。 > What is a customs brokerage do you collect tons of documents and organize them and file it forms withU.S. 什么是海關經紀公司？你收集大量的文件并整理它們并在美國存檔。 > Customs to clear your goods to show that this is illegal product and you pay the right taxes. 海關要清關您的貨物，以證明這是非法產品，而您交納的稅款是正確的。 > `[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]` 我們與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專門的人，他們的整個工作也激發了他們的頭腦中的聲音，他們必須像噢，是的，他們說的不是。 > `[00:20:25]` So the government trusts them. `[00:20:25]` 所以政府信任他們。 > Yes they\'re not going to lie. 是的，他們不會撒謊的。 > Correct. 對，是這樣 > Right. 右（邊），正確的 > `[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]` 政府得到了一張橡皮圖章，文件，還有聯邦調查局的背景調查，以獲得執照。 > 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. 實際上，你喜歡什么樣的文件表格給你這樣的雇主，根據你的產品是什么，可能有 120 個不同的表格。 > You have to file. 你得把文件歸檔。 > 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. 我們必須采取產品的決定，哪些表格是需要的，填寫這些為他們的客戶或電子存檔他們的政府。 > So there are existing customs broke. 所以有現存的習俗被打破了。 > Yeah right. 對。 > `[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]` 而你將以某種方式接受它，你將成為軟件吞噬世界的一個實例。 > Yeah. 嗯 > I think you\'re going to eat customs brokers. 我想你會吃海關經紀人的。 > 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. 如果你寫這樣的軟件，會不會是某種程度上的可擴展性呢？ > What do you do differently than an existing customer. 你有什么不同的做法比一個現有的客戶。 > Well first what we want is a fax machine. 首先我們要的是傳真機。 > `[00:21:10]` And unless the customer Wow. `[00:21:10]` 除非顧客哇哦。 > Right. 右（邊），正確的 > `[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，這是一個在線儀表板，你可以組織所有這些文件，并幫助你理解哪些文件是需要的。 > And then we actually collect those documents for you. 然后我們會幫你收集這些文件。 > 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. 而不是讓你去拿它，然后我們就把它歸檔，這樣我就可以在我要導入的東西上輸入一個網站類型，然后讓它進入美國。 > and I\'ll take care of everything else. 我會處理好其他事情的。 > `[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]` 用戶的體驗意愿會像海關經紀人一樣簡單嗎？ > Were they going to have to do a little bit more work. 他們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. 哦當然。 > I mean we do that work for you. 我是說我們為你做這件事。 > But doesn\'t the humans customs broker like to interview out of people what they\'re importing. 但是，人類海關經紀人不喜歡詢問他們進口的東西。 > `[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]` 就像那個人說他們進口的那樣，我們沒有刪除我們給你配上許可證的人的元素，我們有海關工作人員在其所在地的工作人員，希望能做到這一點。 > `[00:21:56]` It\'s sort of like Uber. `[00:21:56]` 有點像優步。 > Yeah I haven\'t used that knowledge. 是的，我沒有用過這些知識。 > It\'s kind of like telling border for products instead of for people. 這有點像告訴邊界的產品，而不是為人。 > OK. 好的 > Yeah yeah. 對，對。 > How much does someone pay a broker to import like a million dollars of goods. 一個經紀人要付多少錢才能進口大約一百萬美元的貨物。 > `[00:22:09]` Usually it\'s not dependent on the value of the goods. `[00:22:09]` 通常它不取決于貨物的價值。 > It\'s like between a hundred and three hundred dollars per shipment and there\'s 30 million shipments that enter theU.S. 每批貨物大約有一百到三百美元，有三千萬批貨物進入美國。 > every year are filed with the Customs Customs entry 30 million yeah. 每年都要向海關備案 3000 萬是的。 > And then that\'s just tip the iceberg. 這只是冰山一角。 > So really I mean how many of themU.S. 所以我是說他們中有多少是美國的。 > Customs Brokers use a customs worker. 報關員使用海關工作人員。 > 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個海關經紀人 Insaaf。 > Yeah I would think like Apple at a certain scale. 是的，我會在一定程度上像蘋果一樣。 > Yeah you hire customs workers. 是的你雇了海關人員。 > 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. 我們希望能做到這一點，這樣你就不用雇傭海關經紀人了，因為我們的軟件比維護貴公司現在有客戶的部門更容易使用。 > Yeah we have three customers right now that are importing stuff. 是的，我們現在有三個顧客在進口東西。 > We actually have a waiting list of 300 the peak oil company in the world signed up. 我們實際上有一個 300 人的等待名單，世界上的石油高峰公司簽約了。 > We were a little scared of creating an energy crisis. 我們有點害怕制造能源危機。 > `[00:22:52]` We told them to hold off we have a supertanker approaching 40 years later right now. `[00:22:52]` 我們告訴他們停下來，40 年后我們有一艘超級油輪即將駛近。 > So how did you get those customers. 那你是怎么得到那些顧客的。 > `[00:23:03]` So I was in the industry for like 12 years I know a lot of importers. `[00:23:03]` 所以我在這個行業工作了 12 年，我認識很多進口商。 > Are you currently a customs broker. 你現在是海關經紀人嗎。 > I have not personally had Abkhazia\'s worker license I have customs here. 我個人沒有阿布哈茲的工人證，我在這里有海關。 > It works for me. 對我有用。 > 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]` 那么你們已經在做這個的手冊版了。 > `[00:23:21]` So over the years I\'ve probably imported about a thousand containers and clear them through customs. `[00:23:21]` 這么多年來，我大概進口了大約 1000 個集裝箱，并通過海關清關。 > OK. 好的 > My companies that I\'ve worked with worked for my brother\'s company is one of only so for my brother. 我曾與我共事過的公司為我兄弟的公司工作過，這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. 當然可以。 > Why is no one done this before. 為什么以前沒人這么做。 > `[00:23:41]` Well why the existing companies haven\'t done it before is kind of obvious. `[00:23:41]` 那么，為什么現有的公司以前沒有這么做，這是很明顯的。 > There you go to a customs broker convention software where software the years probably the whiteners start ups have done it. 在這里，您可以使用一個海關代理約定軟件，軟件可能是多年來由增白劑啟動的軟件完成的。 > Well first why mention it\'s highly regulated hard to get a license. 那么，首先，為什么提到它是高度管制的，很難獲得許可證。 > And actually until recently it wasn\'t possible to clear shipment except at your local port. 事實上，直到最近，除在當地港口外，還不可能辦理貨物清關手續。 > So if you built a software startup to do this you could only help people importing into the Port of Oakland. 因此，如果你建立了一個軟件創業來這樣做，你只能幫助人們進口到奧克蘭港。 > `[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，你在每個港口都有一間辦公室，但你并不是在做清關，但你不只是把他們和一個報關行聯系起來。 > `[00:24:13]` No we are licensed customs workers we actually do the clearance and file it electronically with customs. `[00:24:13]` 不，我們是有執照的海關工作人員，我們實際上進行清關，并以電子方式向海關備案。 > `[00:24:18]` OK so you guys are kind of the customs broker of record. `[00:24:18]` 好吧，你們是有記錄的報關人。 > Yes. 是 > So it\'s it\'s not quite like Uber yet. 所以它還不太像優步。 > `[00:24:25]` Yeah I didn\'t quite get that analogy to be honest. `[00:24:25]` 是的，老實說，我不太明白這個比喻。 > `[00:24:28]` Laughter. `[00:24:28]` 笑聲。 > `[00:24:33]` He had the same mordant sense of humor as your brother. `[00:24:33]` 他和你哥哥一樣有著同樣的幽默感。 > `[00:24:38]` Office hours with him always a little bit prickly. `[00:24:38]` 和他一起辦公的時間總是有點刺痛。 > `[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，你將如何讓所有的客戶-所有的進口商-轉向這個。 > Well presumably they have these like long strained relations with their customer brokers. 好吧，想必他們和他們的客戶經紀人有著長期緊張的關系。 > Yeah and they\'re kind of importers to a large degree have this figured out by definition. 是的，他們在很大程度上是進口商，從定義上來說，這是有意義的。 > `[00:24:58]` They\'ve been doing it they know how to import goods. `[00:24:58]` 他們一直在這樣做，他們知道如何進口貨物。 > So but every and every time we imported product into theU.S. 所以每次我們把產品進口到美國。 > it\'s public record that product. 這是公開記錄的產品。 > And my last company actually sells that data. 而我的上一家公司實際上是銷售這些數據的。 > We aggregate every time you import something yeah. 每次你進口東西時，我們都會進行匯總，是的。 > We\'ve collected 300 million of those shipping manifests itself subscriptions to access it. 我們已經收集了 3 億的航運清單本身的訂閱，以訪問它。 > So we know every single you have a grocery list. 所以我們知道你們每個人都有購物單。 > So you have the customer list. 所以你有客戶名單。 > 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]` 我們在美國有每一個進口商和一個數據庫，我們可以使之哇，這是非常方便的。 > `[00:25:25]` Wow. `[00:25:25]` 哇。 > So how far along are you. 那么你有多遠。 > Have you got sort of like a Christopher bait version. 你有類似克里斯托弗誘餌的版本嗎。 > `[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，我喜歡 MVP 的產品，它是一個網絡應用，你可以注冊它。 > 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. 我們現在不需要新用戶，但這只是我想要感覺一切都非常緊湊和良好的用戶體驗的問題，但它確實有。 > `[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，它有樂趣，它的功能版本，它將不得不對你的前三個客戶進行住房所有權面試。 > How much right many inbound shipments if you don\'t notice it at first glance it\'s happening in November. 如果你乍一看沒有注意到，那么有多少貨是正確的-它發生在 11 月。 > `[00:25:56]` So we\'ve got these guys lined up ready to go. `[00:25:56]` 所以我們已經讓這些人排隊準備出發了。 > We\'ve got. 我們有。 > But the first shipment actually the government shut down three weeks ago stopped us from. 但第一批貨物實際上是政府三周前關閉的，阻止了我們。 > They won\'t take a new broker. 他們不接受新的經紀人。 > The guy whose light job it is to onboard US was furloughed but he\'s backwords office and I filed the forms on Monday. 那個在美國工作輕松的家伙被停職了，但他的背書辦公室和我在周一提交了這些表格。 > `[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]` 我本來希望能把它放下，然后能上 YAP 說我們的第一批貨，但是看到你們政府里的白癡們，你們實際上在減緩創新，你們賺了多少錢？ > `[00:26:29]` Did you have a sense of like on average how much she\'ll make per customer. `[00:26:29]` 你覺得她平均每個顧客賺多少錢嗎？ > `[00:26:32]` Yeah well for each clearance that gross margin should be out 75 percent. `[00:26:32]` 是的，對于每一次清理，毛利率應該是 75%。 > It doesn\'t take a lot of time to kind of. 不需要花很多時間。 > 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層次，但通過這個過程。 > How much do people pay for one clearance. 一次清關人們要付多少錢。 > We\'re going to charge a hundred dollars to do it no matter the size of the shipment. 不管這批貨有多大，我們都要收一百美元。 > 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. 它實際上不是關于大小的，但就像有些東西，你可能會收取額外的費用，比如清理，如果你想做一些與 FDA 有明確規定的事情，我們可能會收取額外的文件。 > `[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]` 事實上，人們似乎會花更多的錢買 7，7，7 滿的手機，而你知道，就像一艘小輪船。 > Yeah. 嗯 > `[00:27:03]` Well that now they\'re going to pay more in taxes to the government. `[00:27:03]` 他們現在要向政府繳納更多的稅款。 > Right. 右（邊），正確的 > But as far as the broker it\'s still just one former or current brother is charged flat rates no matter what they ship. 但就經紀人而言，無論他們運什么貨，仍只有一位前兄弟或現任兄弟收取固定費率。 > No they charge more. 不收更多的錢。 > 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，我的看法有點不同，經紀業務正是我們進入更大物流空間的方式，因為一旦我成為你的海關經紀人，我就知道你的供應鏈的一切。 > So what is you don\'t have freight warehousing inspectors looking set up with trucks or something like that. 那么，你為什么不讓貨物倉庫檢查人員用卡車之類的東西來檢查呢？ > Someday I would like to be doing all those things. 總有一天我想做這些事。 > But are other brokers doing that sort of these services after you get into the country. 但是在你進入這個國家之后，其他經紀人是否也在做這樣的服務呢？ > 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，但我不知道他們認為這是他們賺錢的主要方式。 > `[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]` 他們永遠不會以失敗領袖的身份參與其中，我不知道我是否會這么做。 > `[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]` 我喜歡我不喜歡燃燒率，但你認為你能在一次發射時做多少呢？ > `[00:27:52]` Yeah well the logistics globally is at two point three trillion dollar industry. `[00:27:52]` 是的，好吧，全球的物流產業規模為 2.3 萬億美元。 > 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，我只是說，當你做報關經紀人的時候，我只想說一萬億這個字，你知道，真的，大市場都是不好的，創業不好。 > `[00:28:04]` Yeah if you say a too big number the investors just don\'t believe it. `[00:28:04]` 是的，如果你說的數字太大，投資者就是不相信。 > `[00:28:09]` You know it\'s really hard to say. `[00:28:09]` 你知道這很難說。 > 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，我有一種模式，比如，哦，是的，如果你能得到 1%的話，我們一年就能賺到大約 3000 萬美元的利潤。 > 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. 我不喜歡做這種分析，但你知道，每個客戶每年大概值兩三千美元。 > `[00:28:25]` And I think we can get as many customers at the core businesses 3 billion a year. `[00:28:25]` 我認為我們每年能在核心業務中獲得同樣多的客戶。 > Yeah it\'s Wearne percent. 是的，這是韋恩百分之。 > `[00:28:31]` Yeah exactly the customs currency is it\'s about 5 billion. `[00:28:31]` 是的，正是海關的貨幣，大約有 50 億美元。 > `[00:28:35]` I mean you said earlier the wholeU.S. `[00:28:35]` 我是說你早些時候說的全美國。 > Customs about business about 3. 海關業務約 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]` 現在我沒有確切的數字，但根據明確的貨運量和人們對這艘船收取的費用，你是否只會雇傭一批銷售人員，可能會問我們是否有一群銷售人員，而這并不是一件有趣的事情。 > But things aren\'t Funder\'s sometimes. 但有時候事情并不是這樣的。 > 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. 有時候這是賺錢最多的方法，所以我不想比去年做得更好，所以這更有趣。 > `[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. 謝謝。 > Thank you for coming. 謝謝你的光臨。 > Thanks. 謝謝