凌晨4点起床年入10亿—自虐式自律成功密码
字幕摘录
| 时间 | 英文 | 中文 |
|---|---|---|
| 0:00 | What is up and welcome back to Working Hard. | 欢迎回到辛勤工作 |
| 0:01 | I seriously can't believe this podcast is old | 真不敢相信这个播客老了 |
| 0:03 | enough to have returning guests but after we had our first ever guest Conor Walker back on, | 足够带回客人了 但我们有第一个客人康纳·沃克 |
| 0:07 | so many of you asked for similar episodes with our earliest guests and so I've been so excited | 你们很多人都要求 和我们最早的客人一起拍类似的节目 所以我非常兴奋 |
| 0:12 | to talk to George Heaton, founder of Represent today. | 和今天的代表创始人乔治·希顿谈谈 |
| 0:14 | When I spoke to George back in 2021, | 2021年我和乔治谈话时 |
| 0:16 | Represent was a huge cult success but to be totally honest I'd only just discovered them | 代表是邪教的伟大成功 但说实话 我刚刚才发现他们 |
| 0:21 | and now you would struggle to find anyone with any sort of interest in fashion who hadn't heard of | 现在,你会挣扎找到 任何对时尚有兴趣的人 谁没有听说过 |
| 0:26 | and in the last year alone they opened flagship stores in Los Angeles and Manchester, | 仅在去年,他们在洛杉矶和曼彻斯特开设了旗舰店 |
| 0:30 | grew their team to over a hundred and are projecting turnovers of over a hundred million | 他们的团队发展到一百多个 并预测的营业额超过一亿 |
展开字幕全文（856 条）
| 序号 | 英文 | 中文 |
|---|---|---|
| 1 | What is up and welcome back to Working Hard. | 欢迎回到辛勤工作 |
| 2 | I seriously can't believe this podcast is old | 真不敢相信这个播客老了 |
| 3 | enough to have returning guests but after we had our first ever guest Conor Walker back on, | 足够带回客人了 但我们有第一个客人康纳·沃克 |
| 4 | so many of you asked for similar episodes with our earliest guests and so I've been so excited | 你们很多人都要求 和我们最早的客人一起拍类似的节目 所以我非常兴奋 |
| 5 | to talk to George Heaton, founder of Represent today. | 和今天的代表创始人乔治·希顿谈谈 |
| 6 | When I spoke to George back in 2021, | 2021年我和乔治谈话时 |
| 7 | Represent was a huge cult success but to be totally honest I'd only just discovered them | 代表是邪教的伟大成功 但说实话 我刚刚才发现他们 |
| 8 | and now you would struggle to find anyone with any sort of interest in fashion who hadn't heard of | 现在,你会挣扎找到 任何对时尚有兴趣的人 谁没有听说过 |
| 9 | and in the last year alone they opened flagship stores in Los Angeles and Manchester, | 仅在去年,他们在洛杉矶和曼彻斯特开设了旗舰店 |
| 10 | grew their team to over a hundred and are projecting turnovers of over a hundred million | 他们的团队发展到一百多个 并预测的营业额超过一亿 |
| 11 | but what I'm most excited to talk to George about is his approach to his lifestyle and the | 但我最兴奋的是 乔治的生活方式 |
| 12 | discipline that rules his every day which is now entrenched in his business too. | 他的天下天下都受纪律约束 他的事业也根深蒂固 |
| 13 | And before we get | 在我们得到之前 |
| 14 | {\fn黑体\fs22\bord1\shad0\3aHBE\4aH00\fscx67\fscy66\2cHFFFFFF\3cH808080}现在是时候订阅这个频道 {\fn黑体\fs22\bord1\shad0\3aHBE\4aH00\fscx67\fscy66\2cHFFFFFF\3cH808080}这样我们才能帮你改进 | |
| 15 | ネ | |
| 16 | We get up to a lot of lovely stuff around here from pep talks to improve all of | 我们得到了很多可爱的东西 在这里从Pep谈话 改善所有 |
| 17 | lives to advice-filled conversations with incredible people like George. | 和乔治这样的不可思议的人交谈 |
| 18 | Thank you so much for joining me. | 非常感谢你加入我 |
| 19 | Thank you. | 谢谢 |
| 20 | Cheers for having me. | 为有我干杯 |
| 21 | In person for the first | 第一次亲自 |
| 22 | time ever. | 永远 |
| 23 | Big growth for I guess for both of us actually since last recorded about four years ago. | 对我们来说,增长很大, 我们俩实际上自四年前的记录以来。 |
| 24 | I can't believe it's been that long. | 真不敢相信已经那么久了 |
| 25 | I know it really doesn't feel like four years. | 我知道这真的不觉得 像四年。 |
| 26 | But how much | 但多少钱 |
| 27 | have you done since then? | 你从那以后就做完了吗? |
| 28 | I mean we'll be going into how much you've done and I feel like | 我的意思是,我们将去 你做了多少,我觉得 |
| 29 | with the business's growth in that time even at that time, Represent felt like it was really | 在那个时候,企业的成长 即使在那个时候, 代表的感觉是真正的 |
| 30 | having a moment and I think the way you've been able to sustain that growth since then | 有一阵子 我想你能维持增长的方式 |
| 31 | and also you as a personal brand and just seeing the whole movement really go from strength to | 而你作为一个个人品牌, 只是看到整个运动 真正从力量走向 |
| 32 | strength I think has been really really amazing. | 力量,我觉得是真的很惊人。 |
| 33 | I think that was the start of like where we're at | 我想这是开始 像我们在哪里 |
| 34 | now really. | 现在真的。 |
| 35 | That exact moment was like the start of the huge growth that we had. | 那个时刻就像我们曾经有过的巨大增长的开始。 |
| 36 | Yeah and I can't | 是啊,我不能这样 |
| 37 | get into it. | 进去吧 |
| 38 | So first of all I always ask every guest whether you feel like at the moment you're | 所以首先,我总是问每个客人 你是否觉得在此刻 |
| 39 | more working hard or hardly working. | 更努力工作或几乎不工作。 |
| 40 | Come on. | 来吧。 |
| 41 | Please. | 请 |
| 42 | Always working hard. | 常勤修习. |
| 43 | Yeah. | 对 |
| 44 | Only setting | 只有设置 |
| 45 | you have? | 是吗? |
| 46 | I guess so yeah. | 我想是这样 |
| 47 | Tried to relax from it but I can't. | 试着放松,但我不能。 |
| 48 | And do you feel like you're able | 你觉得你有能力 |
| 49 | to get like little bits of relaxation in say a week or a month or are you the type of person that | 或者说你是那种人 |
| 50 | fully switches off in some settings or are you fully always on? | 在某些场合完全关闭 还是你总是完全打开? |
| 51 | I think I'm fully always on | 我觉得我一直都在 |
| 52 | within. | 内部。 |
| 53 | So like in the mindset yeah. | 所以,就像在心态 是的。 |
| 54 | Fully always on. | 总是满的 |
| 55 | I can detach myself physically and do other | 我可以自己解剖身体 做别的事 |
| 56 | things but I don't think you can get away from it within your mind. | 事情,但我不认为你可以 离开你的脑海里。 |
| 57 | I'm sure you're the same. | 我敢肯定,你是一样的。 |
| 58 | Yeah | 对 |
| 59 | and I think that is I mean we'll go into it and we'll go in a lot into your routine and the | 我想这就是我的意思 我们将进入它, 我们将进入很多到你的常规和 |
| 60 | business but also personal brand and I think that there is this real catch 22 when it comes to | 商业上,还有个人品牌 我认为,当涉及到 |
| 61 | building a business that is somewhat tied to your personal brand or even if it's not to your | 建立一个与你个人品牌有某种联系的生意 即使它不是你的 |
| 62 | kind of ethos and the way you live your life and all of that and the downsides of that and how we can | 那种气质和生活方式 你的生活,这一切, 的缺点,我们如何可以 |
| 63 | really create success that's lasting success whilst also understanding that we are human | 真正创造成功,这是持久的成功 同时理解我们是人 |
| 64 | right and there are some limits there. | 是的,这里有一些限制。 |
| 65 | Yeah it's a double-edged sword isn't it? | 是双刃剑吧? |
| 66 | There's like duality | 好像有双重性 |
| 67 | to it because you set yourself these crazy standards and you have to live to that persona | 因为你为自己设定了这些疯狂的标准 你必须活在那个人身上a |
| 68 | you've like there and that's your image so then that gives you this opportunity to actually do | 你喜欢那里,那是你的形象 这样你就能有这个机会去做 |
| 69 | that but at the same time it does weigh heavy on you when you know everything has to revolve around | 但与此同时,当你知道所有事情都要绕过去时,它确实对你很重 |
| 70 | that. | 那个 |
| 71 | Yeah of course and I want to dive into what your hard work actually looks like. | 当然,我想潜入你的辛勤工作实际的样子 |
| 72 | You've spoken | 你说过了 |
| 73 | a lot about routines and what you stand for and kind of what you see as not just this view of work | 很多关于例行公事,你代表什么 以及你所看到的不仅仅是这种工作观点 |
| 74 | this view of kind of what your whole life should look like when living this kind of optimal | 这种观点 你的生活应该是什么样子 当生活这种最佳 |
| 75 | life. | 活着 |
| 76 | What does your kind of daily routine look like now? | 你现在的日常活动是什么样子? |
| 77 | It depends where I am I spend 70% of | 这取决于我在哪里 我花了70% |
| 78 | my time in the US 30% in the UK so like when I'm in the UK we have a gym and stuff in the office so | 我在美国的时间是30% 所以我在英国的时候 我们在办公室有个健身房 |
| 79 | at the mornings I'm in the gym and then we just work throughout the day it's office till six seven | 早上我在健身房 然后我们整天都在工作 直到六点七分 |
| 80 | pm and because I'm there for only a short period of time you've got to cram a month's worth of stuff | 而且因为我在那里只呆了很短一段时间 你就得挤一个月的货 |
| 81 | into one week every month but over here it's the opposite like when I wake up here obviously I'm | 每个月进入一周,但这里却正好相反 当我醒过来的时候 |
| 82 | eight hours behind the UK so I've got to catch up with everyone that's finishing their day in the UK | 离英国8小时后 我得跟所有在英国过完日子的人谈谈 |
| 83 | so I'll wake up super early here so it's like four am till midday. | 所以我会很早就醒过来 所以这就像凌晨四点到中午 |
| 84 | You wake up at four am here? | 四点醒来吗? |
| 85 | Yeah | 对 |
| 86 | oh because I a lot of my calls start at like seven and even then I try and get like some sort of | 哦,因为我很多的电话 开始像7,即使我试图得到 像某种 |
| 87 | morning routine in before that point. | 在那之前早上例行公事 |
| 88 | Seven's five pm at home right so then I prefer to like be on | 晚上七点在家 所以我更喜欢上 |
| 89 | the home time zone and not have to have them wait for me um and I think that's just like a | 家里的时区 不必让他们等我 我想那就像一个 |
| 90 | disciplinary thing but over here yeah it's work until around midday then I'll train get my training | 纪律问题,但在这里 是的,它是工作 直到中午左右, 然后我会训练我的训练 |
| 91 | and whether that's one or two hours and then my LA day will start everyone starts later here they | 以及这是否是一两个小时 然后,我的洛杉矶日将开始 每个人稍后在这里开始 |
| 92 | start like 11 so I can go to the office here in the afternoon it seems like morning and get the | 从11点开始,我下午可以去办公室, 早上好象是早上 |
| 93 | the day of LA done so some days feels like two days. | 洛杉矶的一天结束了 所以有些日子感觉就像两天。 |
| 94 | Yeah I was about to say great so you get two | 是啊,我正要说很好 所以你得到两个 |
| 95 | which is great well then by the weekend there's no days. | 这很好 到周末就没有日子了 |
| 96 | Yeah do you take full weekends off? | 你整个周末都休息吗? |
| 97 | It depends what we're doing a lot of the times out here and we're doing a lot of creative stuff so | 这取决于我们在做什么 在这里很多的时间 我们做了很多创造性的东西 所以 |
| 98 | it shoots and campaigns usually I'll do them on the weekend so it doesn't disrupt the week. | 它拍摄和运动 通常我会做他们 在周末,所以它不 扰乱这个星期。 |
| 99 | Even though it's part of the the work? | 虽有功德. |
| 100 | Yeah of course. | 当然 |
| 101 | We're so gonna have a good time talking | 我们要好好聊聊 |
| 102 | about burnout here. | 有关燃烧在这里。 |
| 103 | And how does your routine look now I guess versus what it looked like | 和你现在的例行公事 看起来如何? |
| 104 | last time we spoke like what would you say are the key differences? | 上次我们说话的时候,你会说关键区别是什么? |
| 105 | What happened in 2021 was I hired a CEO so I stepped out of the role of trying to do | 2021年发生的事是我雇了一位CEO 所以我摆脱了试图做的角色 |
| 106 | everything within the business and he allowed me to just be in what I wanted to do which is product | 他允许我做我想做的事 就是产品 |
| 107 | creativity and content and I really leaned into that over the past four years and put all my | 创造力和内容 我在过去的4年里 真正投入到其中 |
| 108 | effort into those things so it's not like I don't have to do finances I don't have to do monthly | 努力做那些事 这样我就可以不用做财务了 |
| 109 | weekly check-ins I don't have to see how people are getting on and what's going on in different | 每周都登户,我不用看人多好,情况如何 |
| 110 | departments so I have a lot more creative freedom within what I do. | 部门,所以我有更多的创造自由 在我的工作。 |
| 111 | And what about the kind of what | 什么样的? |
| 112 | you do outside of work or I guess not so much outside of work because it feels like you have | 你工作之外,或我想没有太多工作之外,因为感觉你有 |
| 113 | this kind of work-life integration rather than kind of like this is me living this is work and | 这种工作与生活融合 而不是像这样的 我生活 |
| 114 | everything but what would you say is the key difference in the things that you do as a person | 除了你所说的话之外,所有事情 都与你一个人所做的事有关键区别 |
| 115 | your routine so things like working out I don't know how you eat like how you maintain I guess | 你的习惯,所以事情 像工作,我不知道你怎么吃 就像你如何维持我猜 |
| 116 | this what you've put out as kind of I don't want to just be someone who works hard I also want to | 我也不想成为努力工作的人 |
| 117 | be someone who's super healthy who's super fit all of that. | 成为一个非常健康的人 一个非常适合这一切的人 |
| 118 | {\fn黑体\fs20\shad2\2aH82\3aH20\4aH33\fscx95\3cH592001\be1}在我身边造了个品牌 | |
| 119 | lifestyle so like I put 247 out actually just after I'd met you on that podcast and that was | 就像我在播客上遇见你之后 将247放出去 |
| 120 | my way of being able to put my physical work my mental work and like my training my diet my | 我的方式可以把我的身体工作 我的精神工作 喜欢我的训练 我的饮食 |
| 121 | exercise into the brand so that could like become something that was intrinsically linked to the | 在品牌中锻炼,这样就有可能成为与品牌有内在联系的东西。 |
| 122 | brand but also me improving myself and I guess it feels kind of like selfish when I look back at it | 品牌,但也让我自我改进 我想当我回头看的时候 感觉有点自私 |
| 123 | like why I did that but if it made me feel better and it made me be able to include every hour of | 喜欢为什么我这样做,但如果 它让我感觉好一些, 它让我能够 包括每个小时 |
| 124 | the day into represent and now that has its own whole ecosystem where that's like a brand for | 现在它拥有了自己的整个生态系统 就像一个品牌 |
| 125 | so what I try and do is like whenever there's something that I'm into or enjoy if I can bring | 所以,我尝试和做 就像每当有东西 我感兴趣或享受 如果我可以带来 |
| 126 | that into the brand then it can make something of itself then I'll do that. | 进入品牌,然后它可以 使自己的东西 然后我会做到这一点。 |
| 127 | Yeah and I think | 是啊,我觉得 |
| 128 | you know you can always look at something as selfish but I think if we were to look at that | 你知道,你总是可以 看着一些自私的东西 但我想如果我们看 |
| 129 | as selfish then we'd also look at a lot of the great brands that have been built as selfish same | 自私的,那么我们也会看到很多伟大的品牌 已经建造的自私的一样 |
| 130 | with great products all of this like so many of the best products and best brands have come out of | 这么多最好的产品 和最好的品牌都出来了 |
| 131 | the founder's need for that brand or product to exist so yes it is entirely self-serving but | 创始人需要那个品牌或产品存在 所以是的 它完全是自私的 |
| 132 | it's so self-serving that there was enough passion to actually be like do you know what I'm not just | 这太自私了,有 足够的激情,实际上 像你知道什么 我不只是 |
| 133 | gonna go out and try and find this product I'm actually gonna make it I'm gonna make my whole | 出去找找这个产品 我一定会做到的 |
| 134 | life around it I'm gonna try and make it something big all of that. | 我要试着让这一切变得重要 |
| 135 | Especially like if we go back | 特别是如果我们回去 |
| 136 | down the route of what 247 is in represent like it changes people's lives people DM me every day | 沿着247的路线走 就像它改变了人们的生活一样 |
| 137 | about how it changes their lives and if that's just something that I'm passionate about that I | 关于它如何改变他们的生活, 如果这只是的东西 我充满激情,我 |
| 138 | do for other people then why wouldn't I do that? | 为别人做,那我为什么不这样做? |
| 139 | Yeah I definitely say actually you're one of the | 是啊,我肯定说 其实你是其中之一 |
| 140 | most motivated people that I know and it very clearly comes across in everything you're doing | 最有动机的人,我知道 而且它非常清楚地发现 在你所做的一切 |
| 141 | and all parts of your life where would you say that motivation comes from? | 还有你生活的所有部分 你会说动机来自哪里? |
| 142 | I think from an early | 我想从早期开始 |
| 143 | age definitely my grand my granddad and my dad like all I would ever see them do is work they | 我老了,我爷爷和爸爸... ...就像我所见过的... |
| 144 | would drop me off at school and they would work then my mum had picked me up and I wouldn't see | 会送我到学校 他们就会工作 然后我妈妈接我走 我看不到 |
| 145 | them until they were going coming home and I'm going to bed at 8 9 p.m because they've been at | 直到他们回家 我晚上8点9分上床睡觉 因为他们一直在 |
| 146 | work all day and that was seven days a week so I was like that was kind of bred into me and then | 整天工作,一周七天 所以我就喜欢 那种成长在我身上,然后 |
| 147 | when I actually wanted to build the brand I had to then live up to that standard because my dad had | 当我真的想打造这个品牌时... ...我必须达到这个标准... ...因为我爸爸... |
| 148 | set it in the family and he and I didn't want to go into the family business so I was like okay | 放在家里,他和我不想 进入家庭生意 所以我像没事 |
| 149 | how do I match that standard and how do I make something of myself that wasn't through him so | 我如何符合这个标准 我如何让自己 的东西没有通过他这样 |
| 150 | I just felt like I had an obligation to do that and I think after so many years of doing it yourself | 我只是觉得自己有义务做这些事 我觉得自己做了这么多年了 |
| 151 | you just kind of fall into it and I would say become obsessed with it. | 你只是有点掉进它,我会说 变得迷恋它。 |
| 152 | Yeah no I totally see | 对,我完全明白 |
| 153 | that I also think that there's two kind of schools of thought when you grow up with parents who | 我也认为当你和父母一起长大时 有两种想法 |
| 154 | work all the time there's one side seeing that as a positive and being like they worked super hard | 工作时有一方看到,作为一个积极 和像他们工作超努力 |
| 155 | that's now ingrained into me and there's the other side of kind of there being an absence and then | 而另一边则是缺席 然后 |
| 156 | being like you know say if you're saying they were they'd pick you up from school and then they'd | 就像你知道的,如果你说他们是 他们来接你 从学校,然后他们会 |
| 157 | work the whole rest of the day and you wouldn't really see them I could also see why you would | 整天工作,你不会真正看到他们... ...我也能理解你为什么 |
| 158 | see that as a negative. | 视之为阴. |
| 159 | Why do you think you specifically saw their hard work as something | 为什么你会特别看到他们的辛勤工作 |
| 160 | that was positive and I guess I don't know whether it allowed extra freedom rather than | 我想我不知道它是否允许额外的自由 而不是 |
| 161 | it being something that you could also see as like I never saw them and isn't it important? | 这是一件你也可以看到的, 像我从来没有见过他们, 是不是很重要? |
| 162 | I think it depends personally on how you take it doesn't it and with my dad I was like he had a | 我觉得这取决于你如何接受它,不是吗 和我爸爸,我就像他有一个 |
| 163 | sick car and like his house was better than my friend's house so for me it was motivating | 生病的车和喜欢他的房子 比我的朋友的房子,所以对我来说,它是激励 |
| 164 | I'd be he'd pick me up in this Range Rover and my friends would always be like oh well your dad's | 我会是,他来接我 在这个Range Rover 我的朋友会永远像 哦好你爸爸的 |
| 165 | car's fucking huge and sick and I'd be like it kind of made me proud and then like you know if | 车的他妈的大和病了,我会 喜欢它那种让我骄傲 然后喜欢你知道,如果 |
| 166 | your kids had come home for dinner after school they'd like come through your gates and be like | 你的孩子放学后回家吃晚饭 他们想从你家门口过来 |
| 167 | your dad's house is amazing. | 你父亲的房子是惊人的。 |
| 168 | Yeah coming through gates. | 是的,通过大门。 |
| 169 | And I would sit there and think like shit yeah that's why you work so much | 我会坐在那里想狗屎 是的,这就是为什么你工作这么多 |
| 170 | but then there's levels to everything and that's something you realize later on down in your life | 但每件事物都有水平 这是你以后在生活中意识到的 |
| 171 | and like my dad used to take us to this little place called Abersock in Wales and like compared | 就像我爸以前带我们到威尔士一个叫阿伯索克的小地方 和比较 |
| 172 | {\fn黑体\fs22\bord1\shad0\3aHBE\4aH00\fscx67\fscy66\2cHFFFFFF\3cH808080}学校里每个人都认为我们就像大狗 {\fn黑体\fs22\bord1\shad0\3aHBE\4aH00\fscx67\fscy66\2cHFFFFFF\3cH808080}我们去那儿像我们一样 | |
| 173 | were nothing compared to everyone there and then you'd realize like what was like these people must | 和那里的所有人相比,你什么也没有, 然后你就会意识到,这些人必须像什么 |
| 174 | work 10 times harder than what my dad would work so it's just like a lot of realization and I think | 工作比我爸要努力十倍 所以这就像很多的 认识,我想 |
| 175 | he showed me how to like understand I can kind of guess levels of wealth of where you go and who | 他教我如何理解 我可以猜测你到哪里去和谁的财富水平 |
| 176 | you'd meet and what you'd see and I think unless you see things for yourself in person you can | 你会见面,你会看到什么 我想除非你能亲眼看到一些东西 |
| 177 | never get to that point. | 从来没有达到这一点。 |
| 178 | Yeah yeah no I think that's I think that's really true I think also | 是啊,是啊,不,我想这是 我认为这是真的,我也认为 |
| 179 | as someone who like I don't know when I was younger I never saw my mom like she was always | 喜欢我年轻时不知道的人 我从未见过我妈像她一样 |
| 180 | working and I think it's that definitely rubbed off on me too at the same time there's parts of | 工作,我觉得它肯定 擦了我,同时有部分 |
| 181 | that when you're kind of looking at the type of life you want to build in terms of you know a | 当你看着你想要构建的 生命类型时,你知道 |
| 182 | family and being able to kind of see them or whatever it might be I also don't think I've | 家人和能够见到他们 或可能是什么,我也不认为我已经 |
| 183 | necessarily got that balance right I'm like I've definitely inherited the like hard work like | 一定要保持平衡 就像我绝对继承了像辛勤工作一样 |
| 184 | you know able to do long hours able to really work for what you want but on the other side I'm | 你知道可以做长时间 能够真正为你想要的工作 但另一方面我 |
| 185 | do you feel like that'll ever change because I always feel like is there a point in your life | 你觉得那会改变吗? 因为我总觉得你生命中有一点 |
| 186 | where then you actually flip that switch and you become the family person that you want to be? | 你在哪里真正翻开开关 成为你想要成为的家庭的人? |
| 187 | I mean hopefully I think I think you know like there's the I guess when any of us are working | 我的意思是,希望我认为,我想你知道 就像有我想,当我们谁在工作 |
| 188 | for something the majority of the time we're probably working for more freedom or the ability | 大部分时间我们可能都在为更多自由 或能力而努力 |
| 189 | to choose what we do with our time I think there's definitely a kind of tripwire there where a lot of | 选择我们用时间做什么 我认为肯定有某种绊线 那里有很多 |
| 190 | us what is enough gets more and more and more and therefore it's very hard to kind of ever be like | 足够多的东西越来越多 因此很难成为 |
| 191 | oh yeah do you know what I've got enough of all of this and I'm going to concentrate on something | 哦,是的,你知道什么 我已经得到了足够的这一切 我要集中精力的东西 |
| 192 | else or I think a lot of us like for me so much of what I do like I love it so much like it is | 不然的话,我想我们很多人都喜欢我 喜欢我做的事,喜欢它 |
| 193 | somewhat of a game to me like not in a negative sense like it is it is stimulating it is fun it | 对我来说有点像一种游戏,不是负面的, 它在刺激它,它很有趣 |
| 194 | the ability to build something that you yourself have created and dreamed up and spend time on that | 能够创造出你自己创造和梦想的东西 |
| 195 | like that is such a huge privilege that I also want to do that you know there's always trade-offs | 喜欢,这是一个巨大的特权, 我也想做 你知道总是有权衡 |
| 196 | yeah I always think about it like I watched my grandad work himself literally to his grave | 是啊,我总是想着它,就像我看我的爷爷 亲自在坟墓里工作一样 |
| 197 | and it's like when do you when do you actually turn that off or like I mentioned earlier is it | 就像你什么时候关掉那个 或者我之前提到过一样 |
| 198 | just levels to everything but you always want more like when are you able to actually realize | 你总是想要更多 就像什么时候你才能真正意识到 |
| 199 | all right this is enough now yeah so let's zoom out a little bit and we'll come on to speaking | 好了,这就够了 是的,让我们放大一下,我们来谈谈 |
| 200 | a lot about kind of ideas of balance and things like burnout and things like you know when is it | 很多关于平衡的想法 和诸如燃烧之类的东西 比如你知道什么时候 |
| 201 | enough for anyone that didn't listen to our first episode four years ago I'm pretty sure it was four | 四年前没有听我们第一集的人 我敢肯定是四集 |
| 202 | years ago I'm now going between four and five years ago somewhere in that vicinity when did | 几年前,我现在要去 四到五年前 在附近某处 |
| 203 | you decide to start represent and what was the initial idea for you kind of in your head what | 你决定开始代表 最初的想法是什么 |
| 204 | do you want to really want to start this brand there was a few things I was doing graphic design | 你真的想开始这个品牌 有几件事我做图形设计 |
| 205 | at college so I was heavily into like graphic t-shirts and west coast brands that I thought | 在大学的时候,我非常喜欢 图形T恤和西海岸的品牌,我想 |
| 206 | were cool streetwear was huge that was like really blowing up in the culture and instagram was just | 很酷的街道服饰是巨大的, 就像是真的爆炸 在文化 和Instagram只是 |
| 207 | starting so I kind of had those things to like bring a bit of luck to me wanting to build a | 开始的时候,我有点喜欢这些东西 带给我一些运气 我想建立一个 |
| 208 | {\fn黑体\fs22\bord1\shad0\3aHBE\4aH00\fscx67\fscy66\2cHFFFFFF\3cH808080}网站和产品销售 {\fn黑体\fs22\bord1\shad0\3aHBE\4aH00\fscx67\fscy66\2cHFFFFFF\3cH808080}我可以用我的艺术赚钱 | |
| 209 | because I remember my brother went into a um a lecture in his uni and he came out with it with | 因为我记得我哥哥在大学里做了个演讲 他带着它出来 |
| 210 | two things he was like most artists only make money when they're dead and I was like I'm not | 他喜欢的两件事,大多数艺术家 只有在他们死了才赚钱 而我就像我不是 |
| 211 | fucking I'm not doing and then he also said the average salary for a graphic designer was 40 | 他妈的我不做,然后他还说 平面设计师的平均工资是40 |
| 212 | thousand a year and I wanted my dad's car and I was like that's not gonna pay for that yours was | 一年一千块,我想要我爸爸的车... ...我仿佛不会因为你的车而付出代价 |
| 213 | like that's got three years till I get my dad's car and that's if I buy nothing else and I don't | 喜欢那有三年的时间,直到我得到我爸的车, 如果我没有买别的,我不 |
| 214 | yeah so I thought right I need to do something here where I can actually make money and enjoy | 是啊,所以我想对了 我需要做一些事情 在这里,我可以真正赚钱和享受 |
| 215 | doing it and that was that was the beginning of it really and so how did that go from an idea | 做它,这是它的开始 真的,所以如何从一个想法 |
| 216 | of this kind of lifestyle you wanted to build from your for yourself to actually a business | 那种生活方式 你希望从你自己 建立到实际的生意 |
| 217 | that was selling physical products walk me through that process well it started off as just I wanted | 卖物理产品让我经过了这个过程 开始的只是我想要的 |
| 218 | to make a bit of money right and I knew that I knew a guy who owned a screen print in place and | 我认识一个拥有屏幕指纹的人 |
| 219 | I knew that big cartel had just started which was like the shopify of the 2000s so I put a few | 我知道大贩毒集团刚刚成立 就像2000年代的购物 |
| 220 | {\fn黑体\fs22\bord1\shad0\3aHBE\4aH00\fscx67\fscy66\2cHFFFFFF\3cH808080}我打印的T恤 {\fn黑体\fs22\bord1\shad0\3aHBE\4aH00\fscx67\fscy66\2cHFFFFFF\3cH808080}我把T恤卖给朋友 | |
| 221 | then everything was on paypal back then so my paypal balance was just building up and building up | 那时一切都在付账上 所以我的付账平衡只是积聚起来 |
| 222 | and I was going to uni whilst this was happening and I would take my orders to the post office | 我本来打算趁着事情发生去Uni的 我会奉命去邮局 |
| 223 | before it and then I'd come home and I'd design after it and I even put everything I did at uni | 在它之前,然后我会回家, 我会设计它之后,我甚至把我所做的一切 在uni |
| 224 | was based around the brand so like we just spoke about like my whole life is based around represent | 以品牌为基地 就像我们刚才说的一样 就像我整个人生都以代表为基地 |
| 225 | now I was doing that back then and I didn't even realize like every like degree like subject that | 那时我在做这个 我甚至没有意识到 像每个学位一样的主题 |
| 226 | I would do it would be like how do you bring women's wearing to represent how do I make this | и穦暗 碞钩或р》狝盿ㄓ |
| 227 | garment for this price so intrinsically I was just like building the brand whilst I was still | 这个价钱的服装 内在的我就像在做品牌时一样 |
| 228 | working as a like a uni student Mike came into the brand as well and after those three years of | 迈克也进入了这个品牌 在这三年之后 |
| 229 | university I thought to myself like right I'm probably going to need to get an accountant here | 大学,我想我应该找个会计 |
| 230 | and make a limited company because I think I've made over 70,000 in the bank or whatever so I | 做个股份有限公司 因为我在银行赚了七万多 |
| 231 | went to my dad's um who was it now my dad's accountant who was just like he would write | 去我爸的嗯,谁是谁 现在我爸爸的会计 他就像他会写 |
| 232 | everything down on paper because it was so like backwards and my dad's business was so small back | 都写在纸上 因为它就像倒着 我爸爸的生意那么小 |
| 233 | then and he was like did all this accountancy stuff for me and he was like George if you've not | 然后他就像做了所有这些 会计工作给我, 他就像乔治 如果你不 |
| 234 | got like 100 grand in the bank I would stop doing this and I just I remember going home with Mike | 银行里有十万块 我不会再这样了 我还记得我和迈克回家 |
| 235 | and was like checking PayPal and looking at the bank and being like we should probably carry on | 就像检查PayPal 看着银行 和像我们应该继续 |
| 236 | then and that's when we realized like okay this this can be a business and I employed a few of | 那时,我们意识到这样是好的 这可以是一个生意 我雇用了一些 |
| 237 | my friends um one of them which is still at the brand now um done very well for himself and like | 我的朋友,嗯,其中之一 仍在品牌 现在,嗯做得很好 为自己和喜欢 |
| 238 | we did we just did everything together we lived every single minute of our lives together um | 我们只是做了一切 我们生活在一起的每一分钟 |
| 239 | printing t-shirts like sewing labels in taking them to the post office um and just just looking | 印刷T恤,如缝纫标签 带他们去邮局,嗯,只是看看 |
| 240 | for suppliers trying to figure out what Instagram was at the time how we could use the brand through | 给那些试图找出Instagram是什么的供应商 我们如何通过这个品牌 |
| 241 | Twitter and other things like that and after like six or seven years of doing that the brand had | 推特和其他类似的事情 以及六、七年之后 |
| 242 | grown significantly where like I could have a full team and I could go and um get myself a unit and | 长得很大 就像我可以有一个完整的团队 我可以去,嗯,我自己 一个单位, |
| 243 | start holding stock because before then it was just like scattered around my mum's house in the | 开始持有股票 因为在那之前 就像散在我妈妈的房子里 |
| 244 | garden shed and like it wasn't it didn't feel real so the the moment where it actually felt real was | 花园的棚子,好像它不是感觉不真实 所以真正感觉真实的时刻是 |
| 245 | when I moved into this like warehouse unit thing and I was like fuck we'll never fill this thing | 当我像仓库一样搬进这间屋子时 我就像操蛋一样 我们永远不会填满这个东西 |
| 246 | and showing off in a year it was full so I think that was like the beginning and I think it's such | 一年之内就显露出来了 所以我觉得这就像开始 我想它是如此 |
| 247 | a good testament to like there's so much we can see about other people's business journeys online | 一个很好的证明,就像有这么多 我们可以看到 关于其他人的商务旅行在线 |
| 248 | now that we couldn't see you know 15 years ago I think it's easy to really look at other people's | 既然15年前我们没看见你 我觉得看别人的 |
| 249 | businesses and think you have to start with a big idea and I think it's fair to say that you didn't | 企业,认为你必须从一个大主意开始 我认为说,你没有 |
| 250 | start with a big idea you literally just started and I think the importance of just starting over | 从你刚开始的一个大主意开始 我认为从头开始的重要性 |
| 251 | starting with something that's like completely conceptualized like very clear this is what we | 开始的东西 像完全概念化 像非常清楚 这是我们 |
| 252 | do like you're going to learn so much about your customers the second you're actually selling | 碞钩秨 芥碞穦厩ê或 |
| 253 | products and I reckon those first few years of like everything not necessarily being official | 产品,我认为最初的几年 喜欢的一切不一定是官方的 |
| 254 | and it just being like well we're making a t-shirt someone's buying it I'm taking it to the post | 我们做一件T恤,有人买它,我把它贴上去 |
| 255 | office that was so I reckon that was so pivotal in actually truly understanding your customer | 在真正了解你的客户方面 办公室是如此关键 |
| 256 | in the longer term right but you so easily could have put that off for three years and being like | 从长远来看,你很容易 把它拖了三年,就像 |
| 257 | no I'm gonna make sure that I'm very very clear on exactly what we do and don't do and only start | 不,我会确保 我非常清楚 我们到底做什么,不做什么,只是开始 |
| 258 | {\fn黑体\fs22\bord1\shad0\3aHBE\4aH | |
| 259 | presentation deck till seven years into the business there was no there was nothing | 演示文稿甲板,直到7年 进入业务 什么都没有 |
| 260 | but yeah never even did that never realized like what most people started businesses like | 但是,是啊,甚至从来没有做到这一点 从来没有意识到 像大多数人创办企业喜欢 |
| 261 | like for me it was just go and do something and just do it and do it and do it until something | 就像我一样,它只是去做一些事情, 只是做它,做它,做它,做它,直到某事 |
| 262 | works and then do that more yeah well I think that's a really good ethos and I think it applies | 工作,然后做更多 是的,好,我认为 这是一个非常好的气质 我认为它应用 |
| 263 | to a lot of things um I really do think especially in the world of social media you can over plan so | 有很多事... 我真的觉得... 尤其是在社交媒体界... |
| 264 | much like it is so easy to spend so much time doing things that isn't actually doing the thing | 喜欢它是如此容易 花这么多时间 做一些事情 其实不是做的事情 |
| 265 | and I think that this information overload you get on anything like you can spend I don't know | 我觉得这个信息超载 你得到的任何东西 像你可以花费 我不知道 |
| 266 | three years like looking on YouTube about how to start investing money and until you actually | 3年就像在YouTube上看如何开始投资 直到你真正开始投资 |
| 267 | start there is zero value in anything you're doing and as much as it's important to educate | 一开始你所做的一切 都毫无价值 教育也同样重要 |
| 268 | ourselves I really do think that like it's tough now because yes you have all of this availability | и痷谋眔瞷螟 琌 Τ┮Τ诀穦 |
| 269 | but actually it's overwhelming yeah it creates this like kind of decision paralysis and action | 但事实上是压倒性的 是的,它制造了 这样的决定瘫痪和动作 |
| 270 | paralysis when you're kind of not just being like do you know what I'm just gonna put this in here | 当你不是那样的时候会瘫痪 你知道我会把这个放在这里吗? |
| 271 | work out how it works and go from there and I guess if you looked at the business over the past | 研究出它如何运作,然后从那里走, 我猜如果你看过去的业务 |
| 272 | 15 years and charted the kind of success of the business and different inflection points | 15年,并绘制了企业的成功类型和不同的插图 |
| 273 | what would you say the biggest points of change were and what did they look like um I'm gonna | 你会说最大的变化点是什么 他们看起来像什么,嗯,我要 |
| 274 | say the biggest point was like personal growth and like really leaning into myself and trying to | 说最大的一点是像个人成长 和像真正 倾斜我自己,试图 |
| 275 | actually like become a better person and putting that into the brand and then realizing this can | 事实上,就像成为一个更好的人 并把它在品牌 然后意识到这个可以 |
| 276 | work as a thing that helps grow the business and I remember back in 2020 like we were at a point | 我还记得在2020年,就像我们在某个时候一样 |
| 277 | where we'd done the same thing for three years same revenue like not much profit we were kind | 三年来我们做了同样的事情 收入也一样,我们是善良的 |
| 278 | of stuck and we thought everyone else in the business was like oh this is just how it is you | 被卡住,我们以为 其他人在生意是 像哦,这是你是如何 |
| 279 | just get to this point and then you start another brand or something and I thought there was no way | 说到这里,然后你开始 另一块牌子什么的,我以为没有办法 |
| 280 | like we can't grow this substantially from there and I spent like that whole year just it had | 就像我们无法从那里大量成长 我花了整整一年的时间 |
| 281 | luckily COVID happened and I was stuck in my house and all I would do was read books | 幸运的是,COVID发生 我被困在我家 我只会看书 |
| 282 | listen to podcasts try and understand like how businesses get from one point to another point | 听播客尝试理解企业如何从一个点到另一个点 |
| 283 | what makes like perennial sellers how do we like replenish stock like what do we actually do to | 像常年卖家一样,我们喜欢什么 补充股票,像我们做什么 |
| 284 | to like get more of a market share or go to a different category or to go through a different | 喜欢获得更多的市场份额 或进入不同的类别 或者经历不同的 |
| 285 | geography and that year was like the inflection inflection point where the brand just took off | 地理学和那一年就像 插曲插曲点 品牌刚刚起飞 |
| 286 | and that was like the hockey stick time so we'd already been going like nearly 10 years then | 这就像曲棍球时间 所以我们已经走了近10年了 |
| 287 | and not really done much at all I think we were stuck at like around eight nine million pounds | 我觉得我们被困在八千九百万磅左右 |
| 288 | in revenue and then we went 20 they weren't 50 then we're 18 then we went 100 so um that that | 然后我们去了20 他们不是50 然后我们18 然后我们去了100 如此嗯 |
| 289 | was the point that like a lot changed I learned a lot about myself and learned a lot about like | 这一点就像很多改变 我学到了很多关于我自己, 学到了很多喜欢 |
| 290 | how you actually work a business and what were the key things you changed in the business at | 你如何实际工作 一个企业, 什么是关键的东西 你改变了在企业 |
| 291 | that time like if someone was listening to this and they've been at a sticking point in their | 那段时间 就像有人在听... ...他们一直坚持着自己 |
| 292 | business for a few years what were the things that you implemented then that you would recommend | 几年的生意... ...什么是你执行的东西... ...然后你会推荐 |
| 293 | they implement well it's obviously every different every business is different even in fashion but | 他们执行得很好 很明显每一行都不同 即使是在时尚上 |
| 294 | like for me it was supply chain so it was I was so obsessed with like making things in the uk and | 就像我一样,这是供应链,所以我是如此的痴迷 像制造事物在湖和 |
| 295 | it had to be this way and like we would print a t-shirt then it would get shipped to a supplier | 一定是这样,就像我们会打印一件T恤 然后把它运到供应商那里 |
| 296 | where it would get washed and then it would get the label put in then it get packaged and it come | 然后把标签放进去 然后包装好 然后就来了 |
| 297 | back to us and I was just realizing like we realized how much money we were losing on all | 回到我们身边,我突然意识到 就像我们意识到我们损失了多少钱一样 |
| 298 | these little things that didn't matter to anyone so we eventually moved all our production to | 这些对任何人都不重要的小东西 所以我们最终把我们的作品都搬到了 |
| 299 | Portugal got a much quicker supply chain we were able to do much more better quality everything | 葡萄牙的供应链更快,我们能做的更好 |
| 300 | like that at a lower price point and we'd already built the brand on this retail price point where | 像那样在低价点 我们已经在这个零售价点上建立了品牌 |
| 301 | people wanted to buy it like they knew it was like luxury and now we're able to give them more | 人们想买它 就像他们知道那是奢侈品 现在我们可以给他们更多 |
| 302 | for their money and quicker and easier and we just started putting products out like that and it gave | 他们的钱,更快,更容易 我们刚刚开始推出产品 这样,它给了 |
| 303 | us more time to do other things and then that really blew the business up yeah I think that's | 我们有更多的时间做其他的事情 然后,这真的搞砸了业务 是的,我想这是 |
| 304 | interesting and like from my own experience within businesses and especially like e-commerce | 从我个人的企业经验 特别是电子商务经验来看,很有趣 |
| 305 | businesses I think it's so easy again to look at all of these 100 things that you could be doing | 企业,我觉得它是如此容易 再次看 所有这些100件事 你可以做 |
| 306 | and actually like the core of your business at that point was selling t-shirts I'm gonna guess | 实际上就像你当时的生意核心 就是卖T恤一样 |
| 307 | so how can you make that process of even if it's just that process of selling t-shirts how can you | 所以,你怎么能做这样的过程 即使它只是一个过程 卖T恤 |
| 308 | make that one process as profitable as possible as quick as possible as replicable as possible | 尽可能快的复制 |
| 309 | scalable as possible like even if you just double down on that one thing I think one of the biggest | 尽可能的伸缩,即使你只是 双倍降低一件事,我认为一个最大的 |
| 310 | moments that I guess I learned like do less better like really really double down on like | 我想我学会了 少做一些好 喜欢真正的双打 |
| 311 | what are you doing and how can you make that thing that you're doing so much better and better for | 你在做什么,你怎么能 做的东西,你做这么多 更好和更好的为 |
| 312 | the company as well and I think again it's one of those things where you could have been like oh | 公司也一样,我再次认为这是其中之一 你可能已经像 哦, |
| 313 | we're gonna try this huge new category or we're gonna try this huge new thing and we're gonna | 我们要去尝试这个巨大的新类别 或者我们要去尝试这个巨大的新东西 |
| 314 | spend so much money on it rather than just being like this one thing the main crux of our business | 花这么多钱买它 而不是像这一样 成为我们业务的主要核心 |
| 315 | the margin's not strong enough and it's not scalable enough focus on that first and just | 差幅不够大 也不够突出重点 |
| 316 | make it better right all you need to do is a few things to make something so much better | 你只需要做一些事情来让事情变得更好 |
| 317 | and we did that but we did it multiple times so at first it was product then it was like | 我们做了,但我们做了多次 所以一开始它是产品 然后它就像 |
| 318 | warehousing then it was shipping then it was social media and each one of these things just | 仓储,然后是船运,然后是社交媒体 每一件事情都只是 |
| 319 | grew the brand significantly over and over yeah that's really interesting and I think obviously | 牌子长得很大 一遍又一遍,是的 这真的很有趣 我想很明显 |
| 320 | last time we spoke I think we were at that 20 million year so you'd kind of you you just I | 上次我们说话的时候... ...我觉得我们是在2000万年... ...所以... ...所以你只是... |
| 321 | like over doubled in revenue from the previous year but you weren't to know that you would have | 就像去年的收入翻了一番 但你不知道你会有 |
| 322 | been pretty much doubling every year since then which is incredibly incredibly impressive | 从那时起几乎每年翻一番 这令人印象深刻 |
| 323 | that was one thing you did you know really doubling down on your main business and working | 这是你所知道的一件事,你真正 加倍你的主要业务和工作 |
| 324 | out how the margins could be better how the supply chain could be better what do you think | 如何利润会更好 如何供应链会更好 你觉得呢 |
| 325 | you did and the business did in the next few years to maintain that massive growth every year and | 你和企业在接下来的几年里 维持了每年的大规模增长 |
| 326 | {\fn黑体\fs22\bord1\shad0\3aHBE\4aH00\fscx67\fscy66\2cHFFFFFF\3cH808080}你不只是撞到另一个天花板 {\fn黑体\fs22\bord1\shad0\3aHBE\4aH00\fscx67\fscy66\2cHFFFFFF\3cH808080}首先... | |
| 327 | myself and mike this creative freedom that was a huge thing then he hired a full c-suite which | 我和Mike的创作自由 是一个巨大的事情 然后他雇用了一个完整的C套房 |
| 328 | we never had which then obviously delegated their teams into doing different things and | 我们从来就没有 那时显然授权他们的团队 做不同的事情 |
| 329 | flourishing the business in ways where we couldn't do it because we didn't have the capacity | 以我们办不到的方式 繁荣企业 因为我们没有能力 |
| 330 | and there was people in the business then that could do things that we couldn't do we didn't | 企业里有人能做我们无法做的事 |
| 331 | know how to do they were so much better than us it whether that is supply chain or its logistics | 无论是供应链还是物流 |
| 332 | or its finance whatever and then we went out to wholesale as well and we were prepared now | 不管是金融还是金融,然后我们去 批发,我们现在准备好了 |
| 333 | like we had good suppliers we had good terms we were able to produce stuff on time in full | 就像我们有好供应商 我们有好的条件 我们可以按时生产 全部的东西 |
| 334 | went out to all the retailers self which is having Nichols Harrods like every one of those | 去了所有的零售商 自己有尼科尔斯哈罗德斯 像所有这些 |
| 335 | managed to deliver to them on time everything sold through they doubled their orders then that | 及时把卖掉的所有东西都交给他们 然后把订单翻倍 |
| 336 | happened over and over again and now the business has scaled well like there's so many things | 一次又一次的发生 现在生意发展得很好 就像有很多事情一样 |
| 337 | happening now that i feel like my ceo says is like you feel like you're the you're the | 瞷и谋眔и c弧 碞钩谋眔琌 |
| 338 | captain of the ship but you don't know how to fucking slow the ship down and there's so | 船长,但你不知道 如何他妈的慢船下来,所以 |
| 339 | many things going on that like if something breaks in the hull of the ship you don't even | 许多事情发生,比如 如果有东西在船体中破裂,你甚至不 |
| 340 | know it's broken within that time i can imagine there have been so so many issues as well as | 我知道在那个时间里它被打破了 我能想象到有这么多的问题 |
| 341 | so many things that have gone right how have you made sure that even though you're hiring | 这么多事情都是正确的 你怎么保证你虽然在雇用 |
| 342 | really great people i guess and being clear on what your growth trajectory is how have you made | 真正的伟大的人,我猜 和清楚的 你的成长轨迹是什么 |
| 343 | sure that each of those decisions is the right decision at any point like that ceo was a great | 确定每个决定都是正确的 在任何时刻像Ceo是伟大的 |
| 344 | decision it also could have been a terrible decision and you only would have known by | 也可能是一个可怕的决定 而你只会知道 |
| 345 | actually doing that how have you made sure that you stayed close enough to that whilst also giving | 你是如何确保你保持 足够接近,同时给予 |
| 346 | {\fn黑体\fs22\bord1\shad0\3aHBE\4aH00\fscx67\fscy66\2cHFFFFFF\3cH808080}你还有创造的自由 {\fn黑体\fs22\bord1\shad0\3aHBE\4aH00\fscx67\fscy66\2cHFFFFFF\3cH808080}嗯... | |
| 347 | corny and like you read nikes brand values or apples brand values but if you can put them in | 粗俗,就像你读了Nikes品牌价值或苹果品牌价值,但如果你能把它们放进去 |
| 348 | front of a person that you're going to hire who's a big role and they can bleed them values into | 面对一个你将要雇用 一个大角色的人 他们可以把他们的价值观 |
| 349 | their team then everyone should be on the same wavelength and should know how to get from a to b | 他们的团队应该保持同样的波长 并且应该知道如何从a到b |
| 350 | and if they don't look they've got to go people people that will get you to 100 million can't get | 如果他们不看,他们必须去的人 让你达到1亿 |
| 351 | you to 250 million in most cases so then you've got to hire again and do the same thing and bleed | 大部分情况下你都是两亿五千万 所以你得再雇人 做同样的事 流血 |
| 352 | them values into other people um but i feel like i did i did get lucky with the ceo that was someone | 他们对其他人的价值,嗯,我觉得我确实 得到了幸运与CEO是某人 |
| 353 | i'd known five years before it and we'd always like talked about it if we'd ever grown to this | 我知道五年前,我们总是喜欢谈论 如果我们曾经成长到这个样子 |
| 354 | size and like i'm not a great people person i'm not great at hiring at all um but he is and he is | 体型和喜欢我不是一个伟大的人 我并不擅长雇用在 嗯,但他是,他是 |
| 355 | like he's exactly what i'm not and i'm exactly what he's not his creative skills are absolutely | 就像他正是我所没有的 而我正是他所没有的 他的创造能力是绝对的 |
| 356 | terrible um but my skills on like yeah geography and territory and hiring is not great either so | 糟透了 但我在地理和地域上的技巧 和雇用也不怎么样 |
| 357 | i think it's about finding the right people who are good at what you're not good at yeah and really | 我认为,这是关于找到合适的人 谁擅长什么 你不擅长是和真的 |
| 358 | understanding your strengths as well because i can imagine and your weaknesses because i can imagine | 也理解你的长处 因为我能想象你的短处 因为我能想象 |
| 359 | you didn't have the right self-awareness around that then you're not going to be hiring around | 你没有正确的自我意识 周围,然后你不会 雇用周围 |
| 360 | right yeah and you know i'd go into finance meetings or management meetings whatever it is and | 是啊,你知道我会去 金融会议或管理会议 不管是什么和 |
| 361 | they would suck me of my energy within an hour the rest of the day i couldn't do anything | 他们会在一天的余下时间里 吸我的能量 我什么都做不了 |
| 362 | so i was just wasting my time and wasting mike's time by sitting in these meetings and i was just | 所以我只是浪费我的时间 和浪费迈克的时间 通过坐在这些会议 我只是 |
| 363 | not not getting anything from it and not being able to work on like improving the business because | 没有从它得到什么, 无法工作 像改善业务,因为 |
| 364 | we were just doing mindless stuff that we're not good at yeah it's so funny because like this is | и琌暗иぃ穦暗ㄆ |
| 365 | i'm definitely out of some of this stage but i'm still in this stage in some aspects too and i think | 我绝对不在舞台上 但我在某些方面也在舞台上 |
| 366 | that like for me the real mental block has been the fact that anytime i'm avoiding things that i | 对我来说,真正的精神障碍是, 无论何时,我都在躲避我的东西 |
| 367 | don't enjoy and that i'm not good at i feel like i'm not being negligent but i feel like i'm kind | 不享受,我不擅长 我觉得我不是疏忽 但我感觉我很好 |
| 368 | of i still should be like you don't just get the good sides of the business so anytime i've been | 我仍然应该像你不 只是得到好的一面 生意,所以我曾经去过 |
| 369 | like moving more away from the logistics and the finance and the you know things like territory | 就像远离物流和金融 以及你知道的事情 比如领土 |
| 370 | expansion and the very like granular aspects of the business i feel like you're doing something | 扩张和像颗粒 方面的业务,我觉得你正在做一些事情 |
| 371 | wrong i'm doing something wrong but i think like there's you have people in them places to do those | 我做错什么了,但我觉得你好像有人在他们的地方 |
| 372 | things so just have an overview of it yeah or just ask the person who's in charge of it at the end | 事情是这样的,只是有一个概述 是的,或者只是问问谁 负责它的最后 |
| 373 | of the day like how did that go what happened kind of see which way you've gone with it and they're | 一天,就像如何去 发生了什么事 那种看你已经走的方式 |
| 374 | happy to tell you because they know you're interested then you could just leave it and not | 很高兴告诉你,因为他们知道你感兴趣 然后你可以离开它而不是 |
| 375 | think about it and then i think it's so funny though because like building a business you have | 想想看,然后我觉得这很有趣 但是,因为像建设一个生意 你有 |
| 376 | so many things that go wrong and i think early on in the business i put so much trust in people that | 太多事情出了问题,我想 早期在生意中 我非常信任人们 |
| 377 | i shouldn't just because they looked the part and i didn't like i was the 21 year old like running | 我不应该只是因为他们看起来 角色,我不喜欢我是21岁 像跑 |
| 378 | {\fn黑体\fs22\bord1\shad0\3aHBE\4aH00\fscx67\fscy66\2cHFFFFFF\3cH808080}我们该这么做 {\fn黑体\fs22\bord1\shad0\3aHBE\4aH00\fscx67\fscy66\2cHFFFFFF\3cH808080}像他们一样 | |
| 379 | industry for however many years and just i that was so to the detriment of the business that i | 多年来的工业, 仅仅是我,这是 损害到商业,我 |
| 380 | think still now i struggle being like do you know what it's actually good for me to be concentrating | 想想现在我还在挣扎着,你知道什么才是我专心的好 |
| 381 | on the things that only i am good at even though i know in my head that's the right thing because | 虽然我脑海中知道这是正确的 |
| 382 | i so don't want to make the same mistakes again and at the same time then i'm just half the time | 所以我不想再犯同样的错误 同时,我只是一半的时间 |
| 383 | micromanaging and i'm also just i'm zapping my own energy what were the mistakes that you made | 微管理,我也是 我只是在撕裂 我自己的能量 什么是你犯了错误 |
| 384 | you mean you hired people with great resumes that didn't actually contribute to the business yeah and | 你是说你雇了那些履历很好的人 他们没有为生意做任何贡献 |
| 385 | just weren't right for the business and didn't hold the same moral and kind of as you say brand | 只是不太适合做这个生意 也不像你说的一样有道德和品味 |
| 386 | value values that i really had for the business i think like you know when you've built a business | 价值,我真正拥有的 企业,我想像你 知道,当你建立了一个企业 |
| 387 | based on very specific values it's natural that as a business grows those values kind of | 基于非常具体的价值观 自然,作为一个企业 成长这些价值观 |
| 388 | flex with time or kind of get you just understand them better and you understand the nuances of them | 随时间或类型而灵活 让你更了解他们 了解他们的细微差别 |
| 389 | better and i think i was almost convinced at that stage that sometimes you just lose values as you | 我觉得当时我几乎相信 有时候你只是失去价值 |
| 390 | grow and that absolutely was not true so it literally took me two years and so much money to | 成长,那绝对不是事实 所以我花了两年的时间,这么多钱 |
| 391 | instill those values in the business purely and i was like oh my god that like why did i even do | 把这些价值注入企业 纯粹,我就像 哦,我的上帝 喜欢为什么我甚至做了 |
| 392 | that but it was because i thought i was doing the right thing for the business i think we're | 是因为我觉得我做对生意了 我觉得我们 |
| 393 | different in that way that like i me and mike worked 10 years before we hired like anyone big | 那样我和Mike工作了10年 才像雇佣大人物一样 |
| 394 | into the brand so we kind of done everything and we knew what was good and what was bad in every | 所以,我们做了一切, 我们知道什么是好,什么是坏 |
| 395 | aspect of the business to a certain degree to like this this level here so when we were hiring | 业务的某个方面在某种程度上 喜欢这个级别 在这里,所以当我们雇用 |
| 396 | people we knew what they could do and what they couldn't do yeah but you look you're always going | 我们知道他们能做什么,他们不能做什么 |
| 397 | to have the wrong choices in life like you just got to move on from it quick yeah i think it also | 在生活中有错误的选择 像你刚刚得到 前进的快速 是的,我想它也 |
| 398 | really shows how much self-doubt can actually not just get in your way in terms of like not taking | 真正表明 多少自我怀疑 实际上不能 阻碍你的方式 喜欢不采取 |
| 399 | opportunities and all of that but it can get in your way by you not backing yourself and actually | 机会和这一切,但 它会妨碍你的方式 你没有支持自己,实际上 |
| 400 | putting right backing other people when why do you not have that same doubt about them because | 支持别人,你为何不怀疑他们? |
| 401 | more times that you can do the hard thing than they've proven that to you and actually really | 你比他们证明的更能做难的事 事实上 |
| 402 | understanding your sense of self and understanding your strengths and your weaknesses and like just | 理解你的自我感 理解你的长处 和你的弱点 |
| 403 | knowing yourself could really help to actually you know it's not just nicer for yourself mentally | 知道自己真的可以帮上忙 你知道这不仅仅是对你自己的心理更好 |
| 404 | but it actually really helps you to be able to build a good business because you you back | 但它真的帮助你 能够建立一个良好的企业 因为你回来了 |
| 405 | yourself and you understand what you can do yeah and you build that confidence over how many years | 自己和你知道你能做什么 对 你建立这种信心 几年 |
| 406 | you've done it and you've proven successful over and over again right so you should know really but | 你已经做到了, 你已经证明成功 一次又一次地,所以你应该知道,但 |
| 407 | like i still have that problem now like especially in the creative side of things sometimes it can | 就像现在我还有那个问题 特别在创造力方面 有时它可以 |
| 408 | take two years to build someone up to the level where you wanted them to come in up | 要花两年时间 才能造出你想要的人来 |
| 409 | like i have this story about my so mike does graphics he's like all in on graphics and he | 就像我有一个故事 关于我的 所以Mike做图形 他像所有的图形 他 |
| 410 | has like a a left-hand man to him called will this guy came into the business and for two years mike | 像一个左撇子 他叫这个家伙来做生意 两年麦克 |
| 411 | was like fuck i don't he's not doing it right i can't get it he's not getting it like can we get | 就像他妈的我不 他没有这样做对 我不能得到它 他没有得到它 像我们能得到 |
| 412 | rid of him like can we do this like he's just not working do you want to put him in somewhere else | 像我们这样摆脱他,我们能做到这一点 像他只是不工作 你想把他安置在别的地方 |
| 413 | and now he's like the best graphic designer fucking in the world and like does everything that mike | 而现在他就像最好的图形设计师 性交在世界上,喜欢做的一切,麦克 |
| 414 | was doing to a better degree and now it's like this thing things just take time a lot of time | 做到一个更好的程度 现在它就像这件事情 只是需要时间 很多时间 |
| 415 | and you got to have patience yeah no absolutely and what would you say the best days in the | 你必须要有耐心 没有绝对的,你会说什么 在最好的一天 |
| 416 | business have been since we last spoke as in not in terms of revenue or whatever but your best days | 自从我们上次谈话以来 生意就不是在收入方面 还是在什么方面 |
| 417 | {\fn黑体\fs22\bord1\shad0\3aHBE\4aH00\fscx67\fscy66\2cHFFFFFF\3cH808080}什么是突破性的时刻? | |
| 418 | headed with everything whether it's good or bad i'm always kind of in the same mood and same mindset | 不管好坏 我总是心情和心态都一样 |
| 419 | there's been amazing launch nights where we're just like fuck i didn't even know that many people | 有惊人的发射之夜 我们就像性交 我甚至不知道很多人 |
| 420 | would come on your website and like see what you're doing and look at it and buy it | 会来到你的网站 喜欢看你在做什么 看着它,买它 |
| 421 | i think one of the best moments is we built a relationship with like liam gallagher's team and | 我觉得最好的时机之一是 我们和Liam Gragher的团队建立了关系 |
| 422 | then oasis got back together and like we already had the presentation ready to give them to say if | 然后绿洲又重聚了 就像我们已经准备好 让他们说如果 |
| 423 | we could do a collab and then that happened and within like three months it's online ready to go | 我们可以合作,然后发生, 在大约三个月内,它在线准备去 |
| 424 | and we like had one of the best sales nights ever so i'd probably say that i think that was so like | 我们喜欢有 最好的销售夜晚之一 有史以来 所以我可能要说, 我认为这是这样 |
| 425 | intrinsically linked to us and what we've done over the past years so yeah i think it's so funny | 与我们有着内在的联系 以及我们过去这些年所做的一切 |
| 426 | because i think that every time you ask like a business owner which the best days are they're | 因为我认为,每次你问 像一个企业主 最好的是,他们是 |
| 427 | never like i don't know the day you got secondary so like it's always like the true days that reflect | 从来没有像我不知道哪天 你得到了第二, 喜欢它总是 像真实的日子反映 |
| 428 | the passion and the moment like and the kind of reason that you started the business in the first | 激情和瞬间 以及你第一次创业的原因 |
| 429 | place like i totally understand why that would be your absolute best day but it's so funny because | 我完全理解为什么这是你绝对最好的一天 但是这太有趣了 |
| 430 | at the same time anyone else looking in could be like oh surely the day you got like this much in | 与此同时,任何人 寻找可以像 哦,肯定的一天 你得到了这么多 |
| 431 | your bank account or whatever it might be yeah but that that wasn't the best day it was just a | 你的银行账户,不管它可能是什么 是的,但这不是最好的一天,它只是一个 |
| 432 | strange day because it's so different to the norm that like you don't actually know what to do with | 很奇怪的一天,因为它是如此不同 与规范一样,你实际上不知道 该怎么办 |
| 433 | yourself and then points yeah no absolutely and what would you say were the worst days of the | 自己,然后指出 是的,不是绝对的, 你会说什么是最糟糕的日子 |
| 434 | business since we last spoke um i always have a lot of fear and doubt with everything we do | 自从我们上次谈话以来,我总是有很多 恐惧和怀疑我们所做的一切 |
| 435 | whether it's products or categories or like launching women's wear that's been like an 18 | 不管是产品还是类别 还是像推出女性的服装 都像18岁一样 |
| 436 | month thing that we kept under the shadows for so long and then did it um and that's going to take | 一个月的事情,我们在阴影下 这么久,然后做了,嗯,那要花 |
| 437 | so many years for it to grow to be something substantial like the men's wear um but worst | 这么多年了 才变得像男人穿的一样 |
| 438 | days man i don't know it's so hard because i'm actually pretty pessimistic i'm not an optimistic | 日子,男人,我不知道这有多难 因为我实际上相当悲观 我并不乐观 |
| 439 | guy i'm pretty i'm pretty pessimistic i'm like i'm a realist right i kind of understand how things | 我非常悲观 我就像个现实主义者 |
| 440 | are going to go before they happen um and my like my ceo is the absolute opposite he's so | 在他们发生之前就要去 我就像我的Ceo 绝对相反 |
| 441 | optimistic about everything and like even if we've had a bad week of sales he's like so happy about | 对一切都很乐观,即使我们有一个糟糕的销售 一周,他也很高兴 |
| 442 | it and he says we'll definitely do this and do this and enjoy that and look at this it's doing | 他说我们绝对会做这个 做这个 享受这个 看看它正在做的 |
| 443 | well so i don't know i i try to just stay on the same wavelength whether it's things are good or | 好吧,所以我不知道 我试图保持相同的波长 不管它是什么好或 |
| 444 | bad i try not to change my mood too much and not have many many highs and lows yeah i think that's | 糟糕的是,我尽量不改变我的心情 太多的,没有很多高,低 |
| 445 | really good point i think we've spoken a lot on this podcast before about um the the ben | 我觉得我们之前在播客上 说过很多关于Ben的事 |
| 446 | horowitz quote that in a business you're either in a state of euphoria or terror all the time | 霍洛维茨引用你的话 在一个生意中 你要么处于一种喜怒无常的状态 |
| 447 | and i do think first of all i think that's true and that was definitely like my experience so | 我想首先我觉得那是真的 绝对像我的经历 |
| 448 | you got to keep that within yeah exactly like that was definitely my experience at the beginning but | 你一定要保持内在 没错,就像那 肯定是我的经验 在一开始,但 |
| 449 | like learning how to be up within the down and just be able to and also not allowing those huge | 就像学会如何在下层上方 并且能够 也不允许这些巨大的 |
| 450 | {\fn黑体\fs22\bord1\shad0\3aHBE\4aH00\fscx67\fscy66\2cHFFFFFF\3cH808080}有些时候 {\fn黑体\fs22\bord1\shad0\3aHBE\4aH00\fscx67\fscy66\2cHFFFFFF\3cH808080}给你太多高音 {\fn黑体\fs22\bord1\shad0\3aHBE\4aH00\fscx67\fscy66\2cHFFFFFF\3cH808080}你当然想快乐 | |
| 451 | and you want to celebrate it but even on i would say the best like sales days we've ever had or | 你想庆祝它,但即使我说最好的 像销售日我们曾经有过或 |
| 452 | whatever we've probably had some of you know some real logistical challenges we've had some real | 不管我们可能有过什么 你们知道一些真正的后勤挑战 |
| 453 | you know might be bad news or bad reviews or like whatever it might be that like you're so up and | 你知道,可能是坏消息 或坏评论 或喜欢什么 它可能是你这样起来, |
| 454 | down if you actually were to ride all of those waves you actually you'd be like it would be like | 如果你真的要骑那些浪... ...你就会像它一样 |
| 455 | nervous system you have to like i feel like the first few years i really let that i was like up | 神经系统,你必须喜欢我 感觉像头几年 我真的让我喜欢 |
| 456 | and down and up and down it actually makes you ill yeah it truly truly does i think that like | 下而上而下,实际上让你生病 是的,真的,我觉得 |
| 457 | our nervous systems are not equipped to deal with it you know what is it like those um memes that | 我们的神经系统没有应付它的能力 你知道什么是像那些ummems, |
| 458 | are like unfortunately my body doesn't know the difference between me being like chased by a bear | 就像不幸的我的身体不知道我之间的区别 就像被熊追赶 |
| 459 | and an email and it is literally that within a business it's kind of because a lot of the | 和电子邮件,其实是 在一个企业内部 它有点因为很多 |
| 460 | yeah and a lot of the news you get is like by the way this is going to cost us | 是啊,很多你得到的消息 喜欢的方式,这是要花费我们 |
| 461 | 300 grand right and you're like oh okay like that's you know that's a fucking load of money | 右30万 你就像哦 好吧 就像你知道这是一大笔钱 |
| 462 | sometimes you know i mean could easily sink a business like all of these different things | 有时候你知道我的意思是,我可以轻易 沉没一个生意 像所有这些不同的东西 |
| 463 | it is so up and down this ability to develop this level headedness i feel like it's pretty | 它是如此的上下 这种能力 发展这个水平头部 我觉得它很漂亮 |
| 464 | essential i think it's a muscle isn't it and you grow the muscle and you've got to maintain that | 关键是,我认为这是肌肉,不是它 你生长肌肉,你必须保持 |
| 465 | and you can't you can't step away from it um but it's such a funny thing like we me you like all | 你不能离开它,嗯,但它是如此有趣的事情 像我们一样,你喜欢所有 |
| 466 | the guys i talk to and girls that i talk to that are in this position we all feel the same everyone | 和我交谈的男生 和和我谈话的女生 都处于这种境地 我们都一样 |
| 467 | has that same like fear and also like commitment to that fear and worry and like it keeps you up | 和恐惧一样 也像对恐惧和忧愁的执着一样 就像它让你醒过来一样 |
| 468 | at night but it's also good because it it makes you know you're going in the right path i guess | 在晚上,但它也是很好的,因为它使你知道 你走在正确的道路,我想 |
| 469 | and you've said that in everything you do and new categories and everything the business does | 而且你说过,你所做的一切 和新的类别和所有的业务 |
| 470 | you have a lot of fear and doubt and you've said you're naturally a pessimistic person | 你有很多恐惧和怀疑 你说你自然是个悲观的人 |
| 471 | at the same time the business has done so incredibly well and there have been huge wins | 同时,生意做得非常好 也取得了巨大的胜利 |
| 472 | as part of that could you tell me a little bit about how that kind of fear and doubt manifests | 作为其中的一部分,你可以告诉我一点 如何显示这种恐惧和怀疑 |
| 473 | is it in the lead-up to a launch is it generally around what you're doing is it kind of a constant | 这是在发射前的阶段吗? 通常是围绕你正在做的事 |
| 474 | to be able to keep your mindset in like a level place yeah i think so i think it's like you know | 让你的思维保持平凡 |
| 475 | i've seen brands come and go so many times throughout the 15 years that we've been doing it | 这15年来 我见过很多品牌来来去去 以至于我们一直在做 |
| 476 | and i've seen brands blow up and then disappear and i've seen brands get to great levels where | 我见过品牌爆炸,然后消失 我见过品牌 达到伟大的水平 |
| 477 | they then go into too many categories and lose what they were good at and then just the whole | 然后分成太多的类别 失去他们擅长的东西 然后整个 |
| 478 | brand image just changes and then the customer disappears and then they they're back to zero | 品牌图像只是改变 然后顾客消失 然后他们又回到零 |
| 479 | so i always have that fear whenever we're doing new things | 所以每当我们做新的事情,我总是有那种恐惧 |
| 480 | whether the customer will perceive it well whether the team will perceive it well like | 顾客会觉得很好 团队会觉得很好 |
| 481 | whether it's the right direction to go like when you're at the helm of it like | 这是否是正确的方向 就像当你掌舵它喜欢 |
| 482 | them decisions kind they weigh on you right so yeah i always have that fear and it's not something | 他们的决定... ...他们对你很重... ...所以... |
| 483 | i shy away from and i'll always tell the team like i'm worried that this will happen or this | 我躲开,我会一直告诉球队 就像我担心会发生这样或这样 |
| 484 | will happen and which way do we go from here so it's just yeah it's always in the back of your mind | 我们从这里走哪条路,所以它总是在你的脑后 |
| 485 | and do you find that the you're fine carrying the mental load of that based on the fact that | 你是否发现你没事 携带的精神负荷 基于事实 |
| 486 | you know yes of course it's your business but carrying that every single day | 当然是你的事,但每天都带着它 |
| 487 | is a lot especially when you're constantly proving to yourself that you know you're doing | 特别是当你不断向自己证明 你知道自己在做什么 |
| 488 | really well i completely agree i personally always have like a little bit of existential | 我完全同意 我个人总是有点存在 |
| 489 | dread just like as a halo around me yeah and i think it's it's good like i agree so many | 就像我身边的光环一样害怕 我觉得这很好 就像我同意这么多 |
| 490 | businesses fail so it's important to like have that in the back of your head at the same time | 生意失败了,所以重要的是要同时把那个放在脑后 |
| 491 | it's a lot for you to always be carrying that even on the good days i think with myself it's | 你总是带着这些 即使在美好的时光里 |
| 492 | double-edged sword i think it's half fear and half confidence um because i do have a lot of confidence | 双刃剑,我认为这是一半的恐惧和一半的信心,嗯,因为我有很多的信心 |
| 493 | in the business and i know where i'm going with it i know what i want to do but there's just always | 我知道我要去哪儿 我知道我想做什么 但总是有 |
| 494 | that lagging fear and i think with us especially like very like social media driven you know | 和我们一起思考 就像社交媒体驱动的 |
| 495 | what a product's going to do when you put it out there and you see the reaction from customers and | 产品会做什么 当你把它放在那里,你看到的反应 从顾客和 |
| 496 | read your dms or whatever it is and like if that thing isn't there then you realize like | 读你的dms或它是什么, 和喜欢如果那个东西不在那里, |
| 497 | okay this is probably not going to work so well um and then that's when it that's when it starts | 好吧,这可能不会 工作这么好,嗯,然后,这是什么时候开始 |
| 498 | to creep in have you ever had it like in the lead up to a launch like incredibly overwhelmingly | 你曾经像在发射前一样 爬进来 像惊人的压倒性 |
| 499 | like is there any moment that you can remember having that kind of doubt almost a form of dread | 任何时刻你都能记得 那种怀疑几乎是一种恐惧 |
| 500 | in the lead up to something represent we're doing um not really because i'm i'm very like product | 在前期的某事 代表着我们做,嗯... 不是真的 因为我很像产品 |
| 501 | focused like i keep my hand in the product at all times so um it's like kind of led by me so i kind | 就像我一直把我的手放在产品里一样 所以嗯... 它就像由我领导 |
| 502 | of know what i want to do and when i have given off times where like i don't i've not touched | 知道我想做什么 以及当我放弃了 像我没碰过的地方 |
| 503 | something and usually they do fail and i know it sounds bad but like i need to keep trying that | 有些事,通常他们确实失败 我知道这听起来很糟 但我需要继续尝试 |
| 504 | because there's going to be a point where i'm not the brand and the brand isn't me and like i although | 因为有一点,我不是品牌 品牌不是我,就像我一样 |
| 505 | maybe majority to this day like the customers want to dress like me and want to wear what i'm | 也许今天大多数客人都想穿我的衣服 想穿我的衣服 |
| 506 | wearing and want to do what i'm making see what i'm making and buy what i'm making but the brand | 穿着和想做我正在做的 看看我在做什么 买我正在做的,但品牌 |
| 507 | has got to grow beyond that um and i think like we've proved ourselves with that in some areas | 已经长大了,嗯,我觉得好像我们已经证明自己 在有些领域 |
| 508 | and we've proved ourselves wrong in some areas with that um so it's just about finding that | 而且我们已经证明自己在有些地方 错了,嗯,所以它只是找到 |
| 509 | balance of whether it's right or wrong and that i think that's the struggle like we have this | 无论是对还是错 我认为这是我们的斗争 |
| 510 | collection called owners club which is like logo on the front large logo on the back um really good | 叫做"主人俱乐部"的收藏,就像前面的标志 后面的大标志,嗯,非常好 |
| 511 | quality jersey but the people that buy that aren't the people that follow the brand's story | 高级球衣,但买球衣的人 并不是跟随品牌故事的人 |
| 512 | like through and through and understand who we are like i can see 20 people wearing that hoodie in | 像穿透和通过 了解我们是什么人 我可以看到20个人穿着那件连衣衫 |
| 513 | the street and none of them know who i am but then i'll see someone wearing anything else and | 街上的人都不知道我是谁 但我会看到有人穿其他衣服 |
| 514 | they're always like oh can i get a picture i love the brand of the story like so we've kind of built | 他们总是喜欢哦,我可以得到一个图片 我喜欢的品牌 故事喜欢,所以我们已经建立了 |
| 515 | different uh customers in different areas and so how do you know which of those things is | 不同的... 不同领域的顾客... |
| 516 | right for the brand because i can understand we've just got to keep testing i think we're | 不错的品牌 因为我能理解 我们只是需要继续测试 我认为我们 |
| 517 | keep testing over and over yeah that's fair enough and you've obviously said which is some | 不停的测试 耶,这已经足够公平了 而且你显然已经说过了 |
| 518 | of your best hires in that your you know ceo and c-suite in general was a huge turning point for | 你最好的雇员中,你知道Ceo和C -site 总的来说是一个巨大的转折点 |
| 519 | the business what hiring mistakes have you made hiring mistakes um i think in product because | 企业什么雇用错误 你犯了雇用错误... |
| 520 | that's where i'm majority i think hiring people that have their own vision of product that isn't | 在那里,我是多数 我认为雇用的人 有他们自己的视野 产品不是 |
| 521 | aligned with the brand is a mistake and when someone has not maybe it's an ego maybe it's | 和品牌结盟是个错误 当有人没有的时候 也许这是个自我 |
| 522 | like it's what they want to wear but it's not exactly what our customer sees the brand as | 就像他们想穿的一样 但是这不是我们的顾客认为的 |
| 523 | and not what they've grown up with that can always be a problem um so yeah definitely in | 而不是他们长大后 总是有问题 嗯,是的,绝对 |
| 524 | product i've made some hiring mistakes yeah and i think that's one of those areas where like | 产品,我犯了一些雇用错误 是的,我认为这是一个领域 喜欢 |
| 525 | as a founder you're constantly trying to work out what you're in too much and what you're in | 作为创始人,你一直在努力 研究你身处的太多,你所处的 |
| 526 | not in enough and trying to work out how many things you can delegate whilst also not losing | 没有足够多,并试图 找出多少事情 你可以代表 同时不输 |
| 527 | the soul of the business and i think it's really easy from the outside to you know i get dms all | 生意的灵魂 我觉得从外面到你们都很容易 |
| 528 | time for example when i'm like this is my schedule at the moment don't actually know how to change | 举例来说,当我这样的时候, 此时此刻的日程安排 并不知道如何改变 |
| 529 | it would love it not to look like this but this is what it's like and people are like just delegate | 最好不要这样 但这就是它的样子 人们只是代表 |
| 530 | delegate and it's like cool so let me talk to you about where that goes wrong like yes delegating | 代表,这很酷,所以让我告诉你 哪里出了问题,就像是授权 |
| 531 | is incredibly important and i absolutely need to do it more at the same time you can't just | 我绝对需要做更多 同时,你不能只是 |
| 532 | delegate everything is product one of those things that you've realized that you will | 代表一切是产品之一 你已经意识到你会 |
| 533 | never properly fully be able to delegate um i would hope to do it but i don't at the moment | 从来没有完全能够 代表嗯 我希望做到这一点 但我现在没有 |
| 534 | no at the moment like the vision has to come from myself and i have to kind of like tweak everything | 不,在此刻,像 视觉必须来自我 我不得不有点像 调整一切 |
| 535 | along the way um which always causes problems in the team because people want to own stuff and they | 总是给团队带来麻烦 因为人们想要拥有的东西,他们 |
| 536 | want to design stuff themselves and they want to have their own saying things so i do try my best | 想自己设计一些东西 他们想自己说一些事情 所以我尽力了 |
| 537 | to like not be so involved with it fully but i also kind of know what our customer wants because i'm | 不喜欢这么参与其中 但我也知道我们的客户想要什么 因为我 |
| 538 | there and i listen to them all day every day and i talk to them and i look at them and all of this | 在那里,我整天听他们 我和他们说话 我看着他们和这一切 |
| 539 | stuff so like i do know what they want um so i'd love to be able to find a group of people just | 喜欢的东西,我确实知道 他们想要什么,嗯,所以我很想 找到一组人只是 |
| 540 | like me that can do the same thing as me and like understands our market um on a product level like | 像我一样,可以做同样的事情 和我一样,喜欢理解我们的市场 嗯,在产品水平上, |
| 541 | designer level yeah let me know if you have a point that yeah it would be in the market too | 设计师级是的,如果你有一点 说它也会在市场上 |
| 542 | but it is interesting too because i often think about like what could at the same time we need | 但它也是有趣的 因为我经常想 像什么可以 同时我们需要 |
| 543 | so what could someone in the team be doing more to get to reflect that better and then at the same | 团队里有什么人可以做更多的事情 来更好地反映,然后在同一个地方 |
| 544 | time i'm like i live and breathe this every single second of every single day like i could be | 每当我活下来 呼吸这每一秒 |
| 545 | i don't know the sickest i have ever been and i will literally still be consuming different | 我不知道我做过最恶心的 我仍然会消费不同的 |
| 546 | areas of the industry and everything i'm consuming through a lens of the business because it's so | 行业领域 和一切 我消费 通过一个镜头 业务,因为它是如此 |
| 547 | ingrained so it's like at the same time i don't think the majority of the time that it is a | 精疲力尽,所以它就像 同时,我不认为 大部分时间是 |
| 548 | they should be they should really understand the brand they should really understand what we stand | 他们应该真正理解品牌 他们应该真正理解我们的立场 |
| 549 | for and all of this but at the same time this gut feeling i have of whether something is taller or | 这一切,但与此同时,这种直觉 我有一种感觉 东西是高还是高 |
| 550 | not that's gonna take them the equivalent six years to build and every single second of every | 他们需要6年时间 每一秒 |
| 551 | day looking at every single part of social media in the exact eyes of the brand and that's just | 日复一日地看着社交媒体的每一个部分 在品牌的精确眼中,这仅仅是 |
| 552 | {\fn黑体\fs22\bord1\shad0\3aHBE\4aH00\fscx67\fscy66\2cHFFFFFF\3cH808080}这才是最难的 {\fn黑体\fs22\bord1\shad0\3aHBE\4aH00\fscx67\fscy66\2cHFFFFFF\3cH808080}我觉得你永远逃不掉的 | |
| 553 | until the brand becomes way bigger than you and i look forward to that day where like i don't have | 直到品牌变得比你大 我期待着那一天 |
| 554 | to do anything and the brand just like does what it should do like a well-oiled machine yeah | 做任何事情 品牌就像做它应该做的 像一个油腻的机器 耶 |
| 555 | but i don't know i really don't know you see it when like creative directors step down and brands | 但我不知道,我真的不知道你看到它 当像创意导演 下台和品牌 |
| 556 | just tank it or the founder disappears and then the brand disappears and i think that's one thing | 要不然创始人就消失 品牌就消失 我觉得有一件事 |
| 557 | this fashion industry that like people can't get around and i try and like look at case studies | 这个时尚行业,像人一样 无法四处走动,我尝试,喜欢看案例研究 |
| 558 | like who's actually been able to build a brand and then step away from it and the brands still go | 就像谁真的能够 建立一个品牌,然后走出它,品牌仍然去 |
| 559 | yeah do you know emily vice glossier oh i've seen that store on melrose actually i think that's one | 是啊,你知道Emily的副光泽 哦,我见过那家在Melrose的商店 其实我认为这是一个 |
| 560 | example but you know that's consumer product like lipstick and yeah so yeah you're right you're | 举个例子,但你知道这是消费产品 比如口红,所以是啊,是啊,你是对的,你是对的 |
| 561 | totally right you know how much of like a purse persona is in lipstick i think i wonder how | 完全正确,你知道 多少钱像一个钱包 人是在口红 我想我想知道如何 |
| 562 | involved someone like anin bing is for example like i think she you know you could so tell like | 比如说,我以为她 你知道你可以这么说 |
| 563 | if you follow her personal brand you could so tell where that's been integrated into the business | 如果你跟随她的个人品牌 你就可以知道它在哪里融入了企业 |
| 564 | but that business is so much bigger than it once was yeah i reckon they've been able to do that | 但生意比以前大得多 我想他们已经能做到 |
| 565 | well but i completely agree i look i mean fashion is literally the hardest business to be in just | 好吧,但我完全同意 我看起来像我是说时尚 字面上最难做 |
| 566 | terms of like logistics and multiples and margins and you know all of that i | 后勤条件 倍数和利润 你都知道 |
| 567 | maybe will will go out and try and find them and i want to come on to talking about really | 也许会出去找他们 我想谈谈真的 |
| 568 | like transforming your life and discipline obviously this is something that has been | 就像改变你的生活和纪律 很明显,这是一件 |
| 569 | a thread through everything you've done but has really become part of the business and become part | 穿过你所做的一切 却真正成为生意的一部分 |
| 570 | of the business's ethos you said in an interview recently that doing hard things makes you happy | 你最近接受采访时说过 做艰难的事让你快乐 |
| 571 | and i really like this idea and i talk about this type of thing a lot on the podcast when it comes | 我真的很喜欢这个想法 我经常在播客上谈论这种事情 |
| 572 | to discipline and habits could you explain a little bit more what you meant by that yeah i | 你能多解释一下你的意思吗? |
| 573 | mean doing hard things whether that's yeah having to have a hard conversation with someone or running | 意思是做坏事 不管是和别人谈话还是逃跑 |
| 574 | a marathon or like whatever it is that you find difficult and a step further than what you're | 马拉松或者喜欢什么 你发现困难 更远比你是什么 |
| 575 | used to i feel like if you can do that every day or at least as much as you can it keeps your level | 我曾经觉得如果你每天能做到这一点 或者至少能保持你的水平 |
| 576 | keeps you going and that's how you're going to grow as a person right you can't grow if you stay | 保持你前进,这就是你将如何成长 作为一个人的权利,你无法成长 如果你留下来 |
| 577 | in the same circle do the same thing every day and never step out your comfort zone and whether | 在同一圈子里,每天都做同样的事情 永远不要离开你的舒适地带 |
| 578 | that is you have bucking a local 10k or it's having to have a hard conversation with someone | 也就是说你搞了个本地的10千块 或者跟别人谈得很难 |
| 579 | that works for you just doing them things will actually open up your mind to realize like | 对你有用,只是做他们的事情 将实际上打开你的头脑 以意识到像 |
| 580 | doing hard things really works for yourself and putting just just like relaying that into the | 做艰难的事情真的对你自己有用 并且把就像传递到 |
| 581 | business especially in like a work level it's something i love and when did you start to really | 特别是像工作一样的生意... ...这是我喜欢的东西... ...你什么时候开始真正 |
| 582 | implement that in your personal life i guess like was that being the case for the past 15 years or | 在你的个人生活中,我猜是在过去15年里 |
| 583 | has it been no enough never like i would shy away from it i would shy away from it but until like | 难道这还不够吗? 从来没有像我会 躲开它... ... |
| 584 | 2020 when i spent a lot of time looking in and doing my own thing and understanding like how to | 2020年,我花了很多时间 寻找和做我自己的事情 和理解喜欢如何 |
| 585 | get from a to b i guess i just became more unapologetic in myself and how i set my standards | 从一到二,我猜我只是 变得更不乐观 我如何设定我的标准 |
| 586 | how i expect people to live to those standards and me living that myself always has like a | 我如何期待人们 生活到这些标准 和我生活 我总是像一个 |
| 587 | trickle-down effect especially within the business like if i hired a ceo and then three days of the | 滴滴效应,特别是在企业里 就像如果我雇用一个Ceo,然后三天 |
| 588 | week i was playing golf like he would be the same he wouldn't live and breathe it but because i live | 一周我打高尔夫 就像他不会活着呼吸一样 |
| 589 | and breathe it and like i'm so bought into it and mike so bought into it like the whole team is like | 呼吸,就像我被买进去一样 麦克被买进去一样 |
| 590 | that and it just creates this like essence of everyone working hard together yeah yeah no i | 这就像每个人努力工作一样 |
| 591 | think that's really powerful and does it ever weigh on you a lot that you've got this kind of | 觉得这真的很强大 并且它有没有 重过你很多 你有这种 |
| 592 | brand that is tied so into this ethos that you have around discipline and hard work and | 品牌如此紧紧地绑在 这种气质 你围绕纪律和辛勤工作, |
| 593 | doing hard things and you're also you know your personal brand is hugely behind that and you're | 做艰难的事情,你也知道 你的个人品牌 巨大的背后,你 |
| 594 | also blogging around it and you're doing like a lot of this kind of 360 content does that weigh | 也围绕它写博客,你正在做 像很多这种360 内容做重量 |
| 595 | {\fn黑体\fs22\bord1\shad0\3aHBE\4aH00\fscx67\fscy66\2cHFFFFFF\3cH808080}但与此同时 {\fn黑体\fs22\bord1\shad0\3aHBE\4aH00\fscx67\fscy66\2cHFFFFFF\3cH808080}我还是可以做到的 {\fn黑体\fs22\bord1\shad0\3aHBE\4aH00\fscx67\fscy66\2cHFFFFFF\3cH808080}你应该知道 | |
| 596 | yeah like anyone else would kill to be in this position and i've been able to build myself into | 是啊,就像其他人会杀人 处于这个位置,我已经能够 建立自己在 |
| 597 | this position and like build up the confidence to be able to do it over all these years that like i | 这姿势和喜欢 建立信心 能够做到这一点 这些年来,喜欢我 |
| 598 | can't do it so why should i complain about doing it when like this is such a big privilege and i | 我为什么要抱怨这样做呢? |
| 599 | think it keeps me in check the the way i've shown up on social media keeps me the way i'm in real | 认为这能让我检查我出现在社交媒体上的方式 保持我真实的方式 |
| 600 | and i think when them two things change that's when it'll be a problem but i don't think it can | 我想当他们改变两件事时 就会是个问题 但我不觉得 |
| 601 | change for me and if someone was listening to this and thinking do you know what i actually | 换个地方给我,如果有人在听... ...在想,你知道我到底在说什么吗? |
| 602 | don't make myself do a lot of hard things and i am currently in a bit of like a rut when it comes to | 别让我做很多难事 而我现在有点像一个鲁特 |
| 603 | my life in general and where i'm trying to get to in the type of business i'm trying to build | 我一般的生活 以及我试图去的地方 在商业类型 我试图建立 |
| 604 | what would you say to them in terms of actually making themselves do hard things like putting | 你会怎么对他们说 让他们自己 做硬的东西,如把 |
| 605 | themselves in the positions where they are doing that as a habit i think one thing that i did that | 在他们这样做的位置上 我习惯于这样想 |
| 606 | changed it a lot and on that term was this like it was a challenge called 75 hard and it was like | 改变了很多,在那个词上 像这样, 这是一个挑战 被称为75硬,它就像 |
| 607 | work out twice a day drink this much water read 10 pages don't drink alcohol whatever stick to a diet | 一天工作两次 喝这么多水 读10页 不喝酒精 无论坚持饮食 |
| 608 | and just did that over and over and over again and it just made me made my mind so much clearer with | 一遍又一遍地做这个 让我更清楚地决定 |
| 609 | work and when then i was like seeing the progress in the running that i was doing and the training | 工作,然后我就像看到 进展的运行,我在做什么和训练 |
| 610 | and then like once you start seeing progress then you get addicted to it and i think that's | 然后就像一旦你开始看到进步, 你就会对它上瘾 我想这就是 |
| 611 | the same with anyone if they're in a rut and like they feel unhealthy like just start eating better | 和任何人一样,如果他们在 rut 感觉不健康,只是开始吃更好 |
| 612 | and you'll see progress and then you'll you won't want to go back to the old things right | 你会看到进步 然后你就不想回到旧事了 |
| 613 | so i think it's just creating habits and making them last yeah i spend a lot of time thinking | 所以,我觉得这只是创造习惯 并让他们最后 是的,我花了很多时间思考 |
| 614 | about how obviously nowadays we're all we're all aiming for convenience in a lot of things like | 很明显,在很多事情里 我们都是为了方便 |
| 615 | you know it's really easy to get your food delivered or even your groceries delivered or | 你知道这真的很容易 得到你的食物 或甚至你的杂货交付或 |
| 616 | whatever it might be that's the literal one example i can think of at the moment | 不管是什么,我都能想到这个例子 |
| 617 | but everything is kind of convenience based we all want to do more things that require less energy | 但一切都是方便的 我们都想做更多需要更少能量的事情 |
| 618 | in this expectation that we're able to spend more time doing things we love which i don't think | 在这个期望中,我们可以花更多的时间 做我们爱的事情,我认为不 |
| 619 | always happens i think sometimes we increase the amount of convenience we have and increase the | 总是发生,我觉得有时我们增加 方便量,我们拥有和增加 |
| 620 | amount of ease we have around everything we need to do without then adding on i don't know a hobby | 多少的轻松,我们有 周围的一切,我们需要做,然后增加 在我不知道爱好 |
| 621 | or doing something hard or yeah like something that gives you that kind of | 或做一些硬的东西 或像的东西给你这种 |
| 622 | dopamine hit and i i do often think about the fact that we're kind of cheating ourselves of | 多巴胺被击中了 我经常想我们是在欺骗自己 |
| 623 | that dopamine hit that we get from saying you're going to do something and actually doing it just | 多巴胺被击中 我们从说 你会做一些事情 并且实际上只是做 |
| 624 | that simple thing every day if you can cheat that by doing some sort of shortcut instead don't get | 每天都有这么简单的事情 如果你能通过做某种捷径来欺骗它 而不是得到 |
| 625 | me wrong some of these convenient options are so helpful for when you're living like a very full | 我错了,一些方便的选择 如此有帮助 当你的生活像一个非常充实 |
| 626 | life but at the same time if you are waking up just going to the kitchen working from home all | 生活,但同时,如果你醒来 只是去厨房 从家里工作 |
| 627 | day not leaving the house much like not making yourself do any hard things it is to me to me it | 一天不离开家 就像不让你自己做任何艰难的事一样 对我来说 |
| 628 | would be very hard to do that and also feel good about yourself yeah yeah and i don't know if that's | 这样做会很困难 也感觉很好 对,我不知道是不是 |
| 629 | just me and i don't mean anyone with dependents who finds it a lot easier to work from home so | 只有我和我不是说有家属的人 觉得在家工作容易得多 |
| 630 | that they can spend time with their kids or like whatever it might be think we almost use that as | 他们可以花时间和孩子在一起 或喜欢什么 可能认为我们几乎使用作为 |
| 631 | defense a bit too much and then we're kind of wondering why we're not happy right when we're | 辩护太过份了 然后我们想知道 为什么我们不快乐 当我们是 |
| 632 | literally doing three steps a day yeah sitting in the same place yeah getting things done but | 一天做三个步骤 坐在同一个地方 完成事情 |
| 633 | kind of feeling like a machine and then watching some tv and going to sleep yeah but like again | 那种感觉像机器 然后看电视然后睡觉 是的,但又像 |
| 634 | it's a double it's a double-edged sword you've got to do the hard thing to be able to enjoy the easy | 双刃剑 双刃剑 你必须做难事才能享受轻松 |
| 635 | thing right and i think you've got to just train your brain into realizing that like you can't go | 事情是正确的,我认为你必须 训练你的大脑 来意识到,像你不能去 |
| 636 | and order that uber eats unless you've done that 10k run or whatever it is even if it's something | 并命令 uber吃,除非你已经做了10k跑 或者它是什么,即使它是什么 |
| 637 | so small like go out and go for a walk and listen to a podcast that'll give you the reason to be | 这么小的像出去散步 听播客的播音 让你有理由 |
| 638 | able to eat the cookie whatever it is just always put something at the other end of the spectrum | 能够吃饼干 不管它是什么 只是把东西 在光谱的另一端 |
| 639 | to make it worthwhile and i think that's how you can get them dopamine hits and like actually um | 使它变得值得 我认为这样你就可以让他们 多巴胺的命中率 |
| 640 | kind of enjoy life more i feel like it gets very stale when you're just doing the same thing | 那种享受生活,我觉得它变得很闷 当你只是做同样的事情 |
| 641 | every single day and not like progressing towards anything right it's like that there's like a | 每一天 都不像向任何正确方向发展 |
| 642 | graphic that's like do easy things have a hard life do hard things have an easy life and i | 平面就像做容易的事情 生活艰难 生活艰难 |
| 643 | short term pain long term yeah gain short term gain short term pain i don't know | 短期疼痛 长期 是的 短期疼痛 |
| 644 | let's talk about burnout because the way you've talked about your schedule it's obviously very | 让我们来谈谈燃烧,因为你 谈论你的时间表的方式 它显然非常 |
| 645 | there are parts of it that are very intense and you know you're waking up at 4am and you're doing | 里面有些地方很紧张,你知道你在4点醒来,你正在做 |
| 646 | uk hours and la hours which i'm also doing at the moment and understand you know where the | 时间和时间,我也在做 现在,你知道在哪里 |
| 647 | experience proper burnout i don't think so i really don't think so because i've i've read | 经历正常的燃烧,我不认为 所以我真的不认为 因为我读过 |
| 648 | about it and i've heard about it a lot and i've never felt that like low from something um and | 关于它,我听说过很多 我从来没有感觉 低从的东西,嗯和 |
| 649 | i think that's because it's rewarding what i do is rewarding whether it is the the training aspect | 我觉得这是因为它奖励我的工作 是奖励它是否是训练方面 |
| 650 | of it or the work aspect of it as long as i'm putting that effort in then something's going | 只要我把努力投入其中 事情就会发生 |
| 651 | to come out of it whether it's in three weeks or three years or 30 years like i don't i don't ever | 不管在三周或三年内 还是在30年里 |
| 652 | feel like i've felt like it so i can't really talk on it that much do you ever feel it i guess to a | 感觉自己喜欢这样,所以我不能真正 谈论它多少 你曾经感觉到它,我猜 |
| 653 | smaller extent when say it's been like a few really tough weeks in a row and really full-on | 说这是几星期来很艰难的 并且很全面 |
| 654 | hours or whatever it might be yeah definitely and i just have conversations with people and | 几小时或什么的 绝对是的 而我只是和人交谈 |
| 655 | that really relieves it for me i think just like letting steam off with whether it's your | 这真的减轻了它对我来说, 我想就像让蒸汽 离开是否是你的 |
| 656 | partner or your brother or anyone even if it's like i keep mentioning my ceo like i will just | 搭档或你兄弟或任何人 即使我一直提到我的CEO 就像我会 |
| 657 | to him on like a sunday night and he'll just tell me like how it should be and what i should be | 像星期天晚上一样对他, 他会告诉我应该怎么样,我应该怎样 |
| 658 | doing and then i'm just feel relieved off it yeah yeah i've never really had anything deeper than | 做,然后我感觉解脱了 是啊,是啊,我从来没有真正 有比 |
| 659 | that yeah which is obviously great i think yeah in terms of like being able to truly build a | 是啊,这很明显是伟大的 我认为是的,就像 能够真正建立一个 |
| 660 | routine where you can have intensity without having the downfalls of intensity around truly | 常规中可以有强度,而不会有强度的下降 |
| 661 | burning out or completely zapping your creativity i guess instead of then like true mental burnout | 燃烧或完全撕裂你的创造力 我想而不是像真正的精神燃烧 |
| 662 | given you're doing a lot of creativity based things i can imagine when you're having like a | 如果你做了很多基于创造力的事情 我可以想象 当你有像一个 |
| 663 | super busy travel schedule and also i don't know back-to-back meetings or whatever it might be | 超繁忙的旅行日程 我也不清楚后背会议或可能是什么 |
| 664 | what do you do to increase creativity when you're feeling a little bit stunted based on how busy | 你做什么来增加创造力 当你感觉有点迟钝 根据多忙 |
| 665 | your life's been um i just use my notes pad on my phone and i'll just write down everything that | 你的生活,嗯,我只是用我的记事本在我的手机上 我会写下来的一切 |
| 666 | i'm always thinking about like whether i've got the time or not to then go and design it or put | и稱 狦иΤ丁 临琌⊿Τ丁 |
| 667 | i'll just make sure i just make them notes so that when their meetings are over or them flights are | 我会确保只给他们做笔记 这样当他们的会议结束或者他们的航班是 |
| 668 | done over on a different place in a different time zone like i can just go back to them and | 在一个不同时区的别的地方完成的 就像我可以回到他们身边 |
| 669 | then that'll then create the spark that then goes ah that's what i wanted to do let's go and try | 然后,那会创造火花 然后去啊,这就是我想做的 让我们去试试 |
| 670 | and do it now let's spend two hours doing it but i never like block time out for things that's not | 现在做吧,让我们花两个小时做, 但我从来不喜欢阻断时间 的东西不是 |
| 671 | some and i read and listen to a lot of people that do that way it's like okay every hours | 有些我读和听 很多人这样做, 它像每小时都好 |
| 672 | for like four hours of just we're just going to design i can't do that right i'm just not | 4个小时,我们只是要去设计 我不能做到这一点的权利,我只是不 |
| 673 | type of person yeah but that's what i think is so important because like understanding the type | 人的类型 是的,但这正是 我认为如此重要 因为像理解的类型 |
| 674 | of person you are in the type of position that gets you to do your best work is one of the most | 最能让你完成你最出色工作的人之一 |
| 675 | important things we can do because if someone listens to my method for example and they're | 重要的事情我们可以做 因为如果有人听我的方法 例如,他们是 |
| 676 | like absolutely not that would ruin my day or like whatever it might be but then that's like the | 绝对不会毁了我的一天 或像它可能是什么, 但那样,就像 |
| 677 | important thing is that yeah you know that and i think a lot of especially again it's like with | 重要的事情是,是的,你知道, 我想很多 特别的,它就像 |
| 678 | this huge influx of information from all different sides it's like you can spend so much time | 这些来自各方的大量信息 就像是你可以花这么多时间 |
| 679 | consuming all of this and thinking you need to work like this or thinking you need to work like | 消耗这一切,思考 你需要工作像这样 或者思考 你需要工作喜欢 |
| 680 | that and actually as long as you find a way that works for you and maintains what you need to | 只要找到一个适合你的方法 维持你需要的东西 |
| 681 | maintain without completely rinsing yourself then like truly that's what matters and i think just | 保持不完全冲洗自己 然后像真正的那才是关键 我认为只是 |
| 682 | create deadlines for yourself even if they don't need to matter too much i think as long as there's | 为自己创造最后期限 即使他们不需要太重要 我想只要有 |
| 683 | a deadline there then you're going to work towards something to get it done yeah rather than just | 期限,然后你要去 努力做一些事情 完成它 是的,不只是 |
| 684 | letting it go or just doing it half-assed i think if you put like okay this needs to be done by | 放手,还是做半个屁股... ...我想如果你把像好... |
| 685 | tuesday then at least instead of having to time block three hours every day until then | 周二,至少不要每天三小时挡住时间 |
| 686 | like eventually it'll just come together before tuesday and you have to get it done by them | 像最终它会只是 聚集在周二之前 你必须得到它由他们完成 |
| 687 | yeah and obviously back in september was it you sold a minority shareholding of the company | 是的,显然回到了September 是你卖了公司少数股权 |
| 688 | has your life changed at all since that point because i can imagine you were paid a pretty | 从那以后你的生活就变了 因为我可以想象你得到一个漂亮的 |
| 689 | good amount of money that came over to you and i you know i can see a lot of people looking at | 我看见很多人在看 |
| 690 | and being like okay great he's gone clear he can do whatever he wants tell me about your life | 并像没事伟大的他走清楚 他可以做任何事情 他想要告诉我关于你的生活 |
| 691 | before then versus now i think something i've always done all my life is like go against what | 在那之前和现在... ...我觉得我这辈子都做过的事... ...就像... |
| 692 | people expect me to do so like you would read that and think oh he's just gonna probably just | 人们希望我这么做 就像你读那本书 以为他可能只是 |
| 693 | leave the brand now and go and fucking enjoy his life and like you can pretty much have whatever | 现在离开品牌 去他妈的享受他的生活 就像你可以拥有任何东西一样 |
| 694 | you want to an extent but then for me that i'd be like okay now so i'll do the opposite of that | 你想达到某种程度,但对我来说, 我会像现在没事 所以我会做相反的 |
| 695 | and it's been look it's it's great having enough money to be able to buy your family houses and | 看样子 有钱买下你家的房子真好 |
| 696 | like retire your parents and stuff fantastic but at the end of the day i've been doing the same | 就像让你父母退休一样 感觉棒极了 但最后我也是 |
| 697 | {\fn黑体\fs22\bord1\shad0\3aHBE\4aH00\fscx67\fscy66\2cHFFFFFF\3cH808080}15年了 {\fn黑体\fs22\bord1\shad0\3aHBE\4aH00\fscx67\fscy66\2cHFFFFFF\3cH808080}我也不会停止的 {\fn黑体\fs22\bord1\shad0\3aHBE\4aH00\fscx67\fscy66\2cHFFFFFF\3cH808080}直到事情发展到我们说的地步 | |
| 698 | talked about earlier the brand is way bigger than me i want that to happen i want it to be like a | 之前说到的品牌比我大得多 我希望它能像一个 |
| 699 | legacy so it for me personally it's not changed anything and do you think you will know when | 遗产,所以对我来说,它没有改变任何事情, 你认为你会知道什么时候 |
| 700 | it's been like enough like as we've spoken about when is enough yeah i don't know what you can if | 就像我们说过的 什么时候就够了 |
| 701 | you can put like a number on it or a size or whatever that is i don't think so i think it's | 你可以把数字放在上面,或者说大小,或者什么的,我认为是的 |
| 702 | just when you feel like all right i've done it now yeah and maybe that is what like when people | 等你感觉好点了,我现在就做了 或许这就是当人们 |
| 703 | constantly ask they're kind of like surely that's enough now i guess when the motivation isn't | 不停地问他们 那种肯定的 现在够了 我想当动机不是 |
| 704 | financial obviously it's a benefit but when the motivation isn't financial the end goal isn't | 很明显,这是个好处 但是当动机不是财务时 最终目标不是 |
| 705 | {\fn黑体\fs22\bord1\shad0\3aHBE\4aH00\fscx67\fscy66\2cHFFFFFF\3cH808080}所以你突然有钱 {\fn黑体\fs22\bord1\shad0\3aHBE\4aH00\fscx67\fscy66\2cHFFFFFF\3cH808080}这不会改变你喜欢的事实 | |
| 706 | building this brand every day and i'd assume and kind of what you said from the best days within | 每天都在打造这个品牌 我将假设 和那种你从最好的一天里说的话 |
| 707 | the business those best days have been around legacy and brand and building rather than yeah | 最好的生意 围绕着遗产 品牌和建筑 而不是是 |
| 708 | absolutely like you know at the start i started because i wanted to make money and i wanted to | 就像你从一开始就知道的 我开始是因为我想赚钱 我想 |
| 709 | prove my dad wrong but like after a few years it becomes way more than that and like yeah no | 证明我爸爸错了 但是几年后 事情就变得不止于此了 |
| 710 | how much money you're going to get paid like i love doing what i do so it doesn't really motivate | 你会得到多少钱,就像我喜欢做 我做什么,所以它并不真正激励 |
| 711 | me to that like getting getting customers that say fuck 247 has changed my life or i've lost | 喜欢得到的顾客 说他妈的247 改变了我的生活或我已经失去了 |
| 712 | 20 kilos because of your clothes that's what's like exciting to me yeah and do you think you | 20公斤,因为你的衣服 这让我兴奋 |
| 713 | have work-life balance no do you want work-life balance no i remember i went on steven's podcast | 没有工作与生活平衡 没有工作与生活平衡 |
| 714 | his first question was like do you believe in work-life balance i said nice bullshit | 他的第一个问题 就像你相信工作与生活平衡 |
| 715 | and everyone hated it but now i don't believe in it because i've i've literally made my life | 每个人都讨厌它,但现在我不相信它 因为我已经使我的生活 |
| 716 | around my work and obviously that will take its toll on like partners and stuff like that | 这显然会像合伙人那样 给工作带来损失 |
| 717 | like girlfriends whatever but like everything i do is intrinsically linked to the brand so | 就像女朋友一样 不管我做什么 都和品牌有内在的联系 |
| 718 | there's not really a balance there for me yeah and i think that we can hate for others what | 我觉得我们可以为别人恨什么 |
| 719 | we wouldn't want for ourselves but i do think having exposure to like why you say that your | 我们不想要自己, 但我确实认为有 暴露像你为什么说,你的 |
| 720 | reasoning behind it the type of life you're living all it needs to be | 它背后的推理 你的生活类型 所有它需要是什么 |
| 721 | Okay for is you like as long of course like the people around you and family and as you've said like relationships | 好吧,你当然喜欢 像周围的人 你和家人, 正如你说的 像关系 |
| 722 | like these are the things that really affect but being truly able to be like this is what I have chosen and this is what it looks | 这些都是真正影响的东西 但真正能够这样是我选择的,这就是它的样子 |
| 723 | like and | 喜欢 |
| 724 | Understand both sides of that and what you would choose for yourself. | 了解两边 以及你会为自己选择什么。 |
| 725 | I feel like is what really matters | 我觉得真正重要的是 |
| 726 | I think where it becomes problematic is when you're saying, you know | 我认为哪里变得有问题 当你说,你知道 |
| 727 | If you were saying to people no one should have work-life balance because otherwise, you know, like yeah | 如果你在对人说,没有人应该有 工作与生活平衡,因为 否则,你知道, 像是的 |
| 728 | I do believe that when you're starting out, you shouldn't really have a balance. | 我相信当你开始的时候 你不应该有平衡 |
| 729 | I think like you've got to be obsessed | 我觉得你一定迷上了 |
| 730 | You've got to be all in on it for a period of time until you can let things go | 你得参与一段时间 直到你能放手 |
| 731 | But like for me, I've built an ecosystem which I didn't realize I was building over the past however many years | 但像我一样,我建造了一个生态系统, 我不知道我在过去很多年里正在建设。 |
| 732 | Well, like my best friends work in the brand | 就像我最好的朋友在品牌工作一样 |
| 733 | So like when we're doing stuff we're doing stuff for the brand like my best friends filming me | 所以,像当我们做的东西,我们正在做的东西 像我的最好的朋友拍我 |
| 734 | Well, the best friend lives with me and we're fucking having a good time whilst we're doing campaigns and building the brand | 最好的朋友和我住在一起 我们他妈的玩得很开心 当我们在做运动和打造品牌 |
| 735 | Yeah, I get my enjoyment of everything that is also involved with that | 是啊,我得到了我的享受 所有与它有关 |
| 736 | Yeah | 对 |
| 737 | And before we finish I want to chat quickly about the decision to launch women's wear because I think it's such a great | 在我们结束之前 我想尽快谈谈决定 推出女性穿戴,因为我觉得这样很棒 |
| 738 | Kind of microcosm of the fact that you have been really clear on what your strengths and weaknesses are and obviously also four years ago | 有点缩影,因为你已经 真正清楚你的长处和弱点是什么 很明显也是四年前 |
| 739 | You said | 你说 |
| 740 | You and Mike were really designing for yourself as target customer. | 你和迈克在为自己设计目标客户 |
| 741 | So obviously bringing that to women | 很明显是给女人带来的 |
| 742 | I assume you're not designing for yourself anymore | 我想你已经不再为自己设计了 |
| 743 | How was that process I guess building the brand from that point to a | 这个过程怎么样? 我猜从那个点到 |
| 744 | different target customer | 不同目标客户 |
| 745 | Maintaining the ethos of the brand maintaining what your | 保持品牌的气质 保持你的 |
| 746 | Motivations were behind it and all of that whilst also knowing where your limits were and you know bringing | 动机在背后,所有这一切 同时知道你的极限在哪里,你知道带来 |
| 747 | Women's wear designers into the business or whatever. | 女人穿设计师 进入企业什么的。 |
| 748 | It might be well, we did it because the brand was growing exponentially at the time and | 这可能是好的,我们做到了,因为品牌 指数增长在当时和 |
| 749 | Like for me, I love a challenge and I love something that is gonna scare me than that is worrying and that is the biggest | 像我一样,我喜欢挑战 我爱的东西会吓到我 比那更担心,这是最大的 |
| 750 | Scare that I've had over the past like two years when we've been doing it | 害怕我过去有 像两年,当我们一直在做 |
| 751 | but we hired a team that have extreme like | 但我们雇了一支团队 拥有极致 |
| 752 | Capabilities and they've managed to build collections that are way beyond what we've been able to do in men's wear | 能力 和他们已经设法 建造的收藏 远超出我们所能做的 在男人的穿戴 |
| 753 | So we're also able to take that experience and that knowledge and that craftsmanship into our teams | 因此,我们也能够把 经验和知识 和工艺品进入我们的团队 |
| 754 | So we kind of we kind of get the best of both worlds where we're building something here | 因此,我们有种 我们得到了最好的两个世界 在那里,我们在这里建造的东西 |
| 755 | That's gonna stand for itself | 那会代表自己 |
| 756 | but then we can implement that into what we've already got to make ourselves better in menswear and | 但是,然后,我们就可以将它 执行到我们已经得到了 使我们自己更好 穿男装和 |
| 757 | I'm not gonna sit here and pretend like it's oh the launch has been amazing and it's so successful in this like it's not | 我不会坐在这里装作是哦 发射非常精彩 发射非常成功 |
| 758 | It's gonna be a struggle for the next few years | 接下来的几年会是一场斗争 |
| 759 | Like we're starting from zero in a market where we've had no success whatsoever not done anything | 就像我们从零开始 在一个市场,我们没有成功 没有做任何事情 |
| 760 | Our price points are pretty high. | 我们的价位很高 |
| 761 | Like how are we gonna stand out? | 我们该如何突出? |
| 762 | It's gonna take at least three seasons of data and then maybe four seasons for Tony and her team to really understand | 这至少需要三个赛季的数据 然后也许四个赛季 托尼和她的团队真正理解 |
| 763 | What the brand is about but if we don't do it now and we keep delaying it and we don't ever do it | 品牌是什么,但如果我们不做 现在,我们继续拖延,我们从来没有这样做 |
| 764 | Then we'll never know where we get to with it. | 那我们就永远不知道该怎么处理了 |
| 765 | No, I think that's really powerful | 不,我觉得这很厉害 |
| 766 | And I also think it's such testament to the fact that like you're very clearly both yourself and a brand you're not just chasing | 我还认为这证明了一个事实 就像你非常清楚的 无论是你自己还是品牌 |
| 767 | Quick wins, right? | 快赢,对吧? |
| 768 | And I think anyone could see the point that you've got to and go | 我想每个人都能理解你必须去的地方 |
| 769 | Why would you not just keep chasing quick wins because I assume there's a lot of I don't know | 为什么你不继续追求速赢 因为我猜有很多我不知道 |
| 770 | I'd assume if you did your owner's tea, for example in every single color under the Sun | 我估计如果你做你的主人的茶, 比如在太阳下的每一个颜色 |
| 771 | I'm pretty sure there'd be some great cash there and like whatever but like really working out what? | 我敢肯定,那里会有一些伟大的现金 喜欢什么,但喜欢真正的工作什么? |
| 772 | What does what builds this brand for the next 10 years rather than what gets us the next right 1 million? | 未来10年是什么造就了这个品牌 而不是我们下一个100万? |
| 773 | Yeah, 10 million whatever it's not even the next 10 years | 是啊,1000万 不管它是不是 甚至未来十年 |
| 774 | It's the next hundred years like we've got to realize that this is gonna this has to surpass us and what we're good at | 接下来的一百年里,我们必须意识到 这会超越我们 |
| 775 | So we've got to try and test things and look | 所以我们得试试看 |
| 776 | We can sit here inside the business and get all worried and think like what are people gonna perceive this like? | 我们可以坐在店里 担心别人会怎么想? |
| 777 | But at the end of the day, no one cares as much as you do | 但到最后 没人像你那么在乎 |
| 778 | So if you make a mistake or you go down the wrong path, you can easily just correct it | 所以,如果你犯了错误或者走错了路, 你很容易纠正它 |
| 779 | So I like to test a lot of different things. | 所以我喜欢测试很多不同的东西。 |
| 780 | Yeah | 对 |
| 781 | No, that makes complete sense and it you can really tell that there's that synergy between the way that you work and also how | 不,这是完全合理的,你可以 真正地说,有协同作用 你的工作方式和如何 |
| 782 | You approach your personal life. | 你接近你的个人生活。 |
| 783 | Yeah, I saw what the other day. | 是啊,我看到了什么 有一天。 |
| 784 | Did you be do a big high rocks competition? | 你参加高岩比赛了吗? |
| 785 | Yeah | 对 |
| 786 | Yeah, that feels like a big commitment to be doing outside | 是啊,这感觉就像一个巨大的承诺 做在外 |
| 787 | Working 24 7 | 工作 24 7 |
| 788 | Yeah, but like it's this constant pushing it's this constant like how can I challenge myself? | 是的,但就像它是这种 不断推 它是一个恒常,就像我如何挑战自己? |
| 789 | How can I get to the next level and that to me is when it feels? | 我怎样才能进入下一个层次? 对我来说,这就像感觉一样? |
| 790 | Like a game and I don't say that in a negative way | 像游戏一样,我不以负面的方式说 |
| 791 | I say that in a like when we have a life to live and we are trying to keep | 我说,在类似 当我们有生活 我们试图保持 |
| 792 | ourselves like stimulated and excited and genuinely a joy would like feel alive | 我们自己喜欢刺激和兴奋 真正的快乐会喜欢活着 |
| 793 | Understanding what makes you feel alive and pursuing that I feel and not | 理解是什么让你觉得活着 追求我的感觉而不是 |
| 794 | Feeling ashamed of that just because that might not be what works for other people | 觉得羞愧,只是因为 那可能不是对别人有用的 |
| 795 | I feel like has been so important for me | 我觉得对我很重要 |
| 796 | I think I definitely actually probably had more moments of burnout when I felt like | 我觉得我确实 可能有更多的时间 燃烧,当我感觉 |
| 797 | My view of work-life balance was different from everyone else's and therefore I was doing it wrong | 我对工作与生活平衡的看法与其他人不同 所以我做错了 |
| 798 | And I'm not saying that to be like all work so hard and like, you know all of this | 我并不是说要像所有的人一样努力工作,你知道这一切 |
| 799 | But it is important like it's important to know what you want | 但重要的是要知道自己想要什么 |
| 800 | What what makes you feel alive? | 什么让你觉得活着? |
| 801 | Challenges you and it might be completely the opposite from what it is for me or what it is for you | 挑战你 可能与我或你完全不同 |
| 802 | but understanding that getting to the | 但理解到,进入 |
| 803 | Like the crux of that and replicating that and putting that into every day like that to me is doing a service to yourself | 就像那的十字架 复制它 并把它 每天都这样对我 做一个服务自己 |
| 804 | And the life you want to live | 还有你想要的生活 |
| 805 | Absolutely. | 当然 |
| 806 | I think like for competition like high rocks and marathon and stuff for me. | 我觉得像比赛一样 像高岩和马拉松之类的东西给我。 |
| 807 | That's that's where I feel like I'm | "这就是我的感觉" |
| 808 | most alive but also like | 最活的,但也喜欢 |
| 809 | Throwing myself in at something that I'm just not not ready for no good | 投身于我还没准备好的事业 |
| 810 | I love doing that and I love the other side of it when you come out of it and you realize like oh shit | 我喜欢这样做,我爱它的另一边 当你走出它,你意识到 像哦狗屎 |
| 811 | We just won that oh, we've done amazing here or I got to where my body didn't think it could get to | 我们刚刚赢了 哦,我们已经做了惊人 在这里,或者我得到了 在那里我的身体认为它不能得到 |
| 812 | And also it pays tribute to the brand like 247 is built on that if I'm able to show up and do that myself | 而且它也向品牌致敬 就像247是建立在 如果我能够出现 并自己做 |
| 813 | Then the athletes that are our ambassadors will also think highly of me and will also want to be part of the brand | 那么作为大使的运动员也会高度评价我 也想成为品牌的一员 |
| 814 | They wouldn't want to be part of the fitness brand if I was a guy that just sat behind a computer all day | 如果我是整天坐在电脑后面的家伙 他们就不会想加入健身品牌 |
| 815 | I've got to live the brand, right? | 我必须活下来,对吧? |
| 816 | Yeah | 对 |
| 817 | What would you say is the best piece of advice that you've ever received | 你会说,这是你收到的最好的建议 |
| 818 | Best piece of advice I've ever received | 我收到过最好的建议 |
| 819 | Now I've got a lot of advice over the time | 现在我有很多建议 |
| 820 | I think the way you do anything is the way you do everything is one of my favorite quotes | 我认为你做事的方式 就是做任何事情的方式 是我最喜欢的引言之一 |
| 821 | And again apply that to anything whether that is that high rocks or it's the design we're putting out there | 再说一遍,不管那是高岩石 还是我们设计的 |
| 822 | It's the content that we show up with | 这就是我们出现的内容 |
| 823 | Yeah, everything you got to do is to the standard that you portray. | 是的,你要做的一切都符合你描绘的标准 |
| 824 | I guess. | 应该是吧 |
| 825 | Yeah | 对 |
| 826 | Well, thank you so much for joining me | 非常感谢你加入我 |
| 827 | What's your? | 你怎么样? |
| 828 | Let me think I really like do less better that's | 让我觉得我真的喜欢做 少更好,这是 |
| 829 | good for me because my | 对我有好处,因为我 |
| 830 | Default setting is to try and do everything | 默认设置是尝试和做一切 |
| 831 | But my default setting is also trying to do everything to a very high standard and I think that's like my biggest | 但我的默认设置 也试图做的一切 在一个非常高的标准 我认为这像我最大的 |
| 832 | Floor and I know that sounds like the biggest like interview answer when you're like | 地板和我知道,这听起来 像最大的采访答案 当你喜欢 |
| 833 | But genuinely like that's what I run myself into the ground doing that too much | 但是,真的喜欢,这就是 我跑到地面 做太多 |
| 834 | and so I I really need focus and I really need to be able to | 所以我真的需要专注 我真的需要能够 |
| 835 | double down rather than constantly getting the benefit of | 双倍减少,而不是不断得到好处 |
| 836 | the dopamine hit of new over and over and over and that's something that I've like tried to instill in myself because I've | 新的多巴胺 一次又一次的重击 这也是我喜欢的东西 试图注入我自己 因为我已经 |
| 837 | Benefited from doing lots and doing lots of high standard, but there are definitely limits to that, right? | 从做很多事情和做很多高标准工作中获益,但绝对有限度,对吧? |
| 838 | So I think that's definitely a very important one | 所以我觉得这绝对是件很重要的事 |
| 839 | I think that's hard in fashion though because things can dial up and down and trends can change | 我觉得这在时尚上很难 虽然因为事情可以上下拨号 趋势可以改变 |
| 840 | Yeah, like we used to sell | 是啊,就像我们过去卖 |
| 841 | 200 pairs of jeans online every single day without any marketing when we're back in the day when it was like | 每天200双牛仔裤上网,没有推销 当我们回到那一天,就像 |
| 842 | 2015 and then one day it just stops, right? | 2015年,然后有一天 它只是停止,对不对? |
| 843 | So then you've got to have your other lanes ready | 所以你得准备好其他的车道 |
| 844 | And I so I think I do it as a defense mechanism | 所以我认为我这样做 作为一种防御机制 |
| 845 | like I do it as a how can I be most prepared for the future within the business within my life within all of | 就像我做它作为一个 我如何能最准备 未来在我的企业 在我一生中 |
| 846 | This like if I do as much as possible. | 这就像如果我做尽可能多的。 |
| 847 | Yeah, then I allow myself the ability to | 是啊,那么我允许自己的能力 |
| 848 | Decrease exposure to risk basically, but there is some point that stops and you can't be doing everything. | 基本上减少风险的暴露, 但有一些点是停止的,你不能做任何事情。 |
| 849 | Don't give me more | 别再给我了 |
| 850 | Line you can walk. | 线你可以走。 |
| 851 | Yeah, it's true and it's definitely I should also | 是啊,这是真的,它肯定 我也应该 |
| 852 | Appreciate that where that has got me out of shit | 感谢那让我出狗屎的地方 |
| 853 | whilst being like | 却像 |
| 854 | Also need to notice that all the time. | 还要时刻注意 |
| 855 | Yeah | 对 |
| 856 | I like that. Thank you. You've been great. I like that. Thank you. You've been great. I like that. Thank you. You've been great. I like that. Thank you. You've been great. I like that. Thank you. You've been great. I like that. Thank you. You've been grea | 我喜欢 谢谢 你表现得很好 我喜欢 谢谢 你表现得很好 我喜欢 谢谢 你表现得很好 我喜欢 谢谢 你表现得很好 我喜欢 谢谢 你表现得很好 我喜欢 谢谢 你表现得很好 我喜欢 谢谢 你表现得很好 我喜欢 谢谢 你表现得很好 我喜欢 谢谢 你表现得很好 我喜欢 谢谢 你表现得很好 我喜欢 谢谢 你表现得很好 我喜欢 谢谢 你表现得很好 我喜欢 谢谢 你表现得很好 我喜欢 谢谢 你表现得很好 我喜欢 谢谢 你表现得很好 我喜欢 谢谢 你表现得很好 我喜欢 谢谢 你表现得很好 我喜欢 谢谢 你表现得很好 我喜欢 |
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