Rebirth in 1998 is also a kind of life

"According to dogmatic theory, the life cycle of an enterprise is nothing more than four stages: development, growth, maturity, and decline;"

"But in fact, enterprises should be divided into six stages: survival, development, growth, maturity, regeneration, and decline; the vital gates of enterprises in each stage are different, so the things that need to be focused on are also different."

"At the beginning of Zhutou Trading's establishment, the company's first priority was to survive."

"Therefore, I have to find a profit point with an extremely low risk factor to ensure the minimum survival and development funds of the company, and to accumulate the most basic strength for subsequent growth;"

"So, after carefully evaluating the three elements of the company, I chose the agency business of Quancheng Soda;"

"The first choice is to talk about the weather."

"At that time, although foreign cola and various new beverages had become popular, the overall price was not close to the people; in 98, when the national income was still low, as long as the low-priced carbonated soda was properly marketed, it would still be popular in the low-end market. Have a comfortable period of survival of at least 2-3 years;”

"In addition, the flood control had just ended, and the Quancheng Soda Factory was very popular. The advertising effect brought by it could directly save more than 80% of the market expansion costs, and the requirements for the team's ability were also greatly reduced; This kind of project with a high input-output ratio is simply the dream of enterprises.”

"Let's talk about the location."

"The basic market of Quancheng soda is Quancheng. The advertising effect generated during the flood fighting period may have a significant decline in other regions after three or four months. However, the regional representativeness of Quancheng soda has led to its viscosity in Quancheng and Qilu. higher, this rate of decay will be much lower than in the rest of the region;”

"Coupled with Qilu and Quancheng government's emphasis on and support for local star brands, this attitude will greatly reduce various obstacles and a lot of hidden costs in the process of Zhutou's business agency operation, which will further reduce The company’s public relations and maintenance costs mean that as long as there are suitable channels, even if the profit of the customer order on the book is not high, the real income will still exceed 70% of the fast-moving consumer goods on the market.”

"Finally, let's talk about harmony."

"I am an employee of the Quancheng Soda Factory, and my relationship with Mr. Li was very good at that time. Leaving aside all the conveniences brought by him as the chief of the sales department, his relationship with the director of the factory is determined. As long as I don’t make excessive demands, Quancheng Soda Factory will definitely give me enough support and priority—this is very important when Quancheng Soda was hot, after all, it was necessary to grab the goods at that time.”

"Secondly, one point that you may easily overlook is that Director Yan and the others actually have their own team and circle. They are also laid-off workers, and he has already gained some reputation in this group. Even if he develops according to Amway's model, There is no difficulty in distributing a large number of offline stores, which can be described as guaranteed harvest in drought and flood!"

"It needs to be emphasized that the term Renhe does not just refer to the company's own network resources, but also includes the potential needs of people in the target market;"

"For example, the reason why we opened up campus channels at the beginning was because of the characteristics of those technical secondary school students who want to make money and are easy to be incited. As long as the means are suitable, it is not difficult to transform them into the help of casting investment business!"

………………

"Next, let's talk about the 1.0 project of Gongyou Home. At that time, the company was in the development stage, and the company's first priority was to expand its popularity."

"So, at this stage, the profit growth point of the enterprise is not purely financial figures, but more store traffic."

"So how do you consider the three elements of the enterprise at this stage?"

"First of all, let's talk about the weather;"

"Although people's income gradually began to rise at that time, it was not high overall, so low-priced just-needed goods had a natural drainage attribute;"

"In addition, at that time, the domestic urbanization process had begun to enter the vigorous stage, and vigorous expansion activities began in various places. During this process, a large number of laborers must enter the city every day to find job opportunities;"

"And these people who have just arrived in a strange city, in addition to eating and drinking, there is another need-that is information!"

"After all, whether it's renting a house, looking for a job, buying furniture, traffic information, or even eating, they are blind. At this time, the free intra-city consultation service we launched first gave them great convenience."

"Moreover, Chinese people always like to take advantage of it. In fact, [discount poster] was already very popular in the island country at that time, and similar things began to appear in Shanghai. After finding out that this thing is very popular in China, I immediately Decided to implant this kind of preferential and discounted business to expand the drainage effect; "

"People are prone to inertia. When they find that the consultation services provided by our Workers' Home are comprehensive and reliable, they will naturally come into the store for a second consultation, coupled with the business discount service we provide. Among them A large part of it will naturally generate a sense of dependence, and thus become our private domain traffic."

"Secondly, let's talk about the location;"

"Actually, at this stage, except for the base camp in Quancheng, we didn't have any geography at the beginning. The fact that the Workers' Home encountered all kinds of embarrassments shortly after its establishment also proved this point."

"However, you may not have noticed that it was a very delicate period at that time; although the main tone of domestic economic development had been set after the Southern Tour speech, many chaos occurred in the middle, which led to the Southern Debate in 94. From the very beginning, the big discussion above has actually been going on all the time—it didn’t end until the second half of the year before last.”

"Precisely because the big discussion was not over at that time, as long as the corporate background of Zhutou Trading is changed to a state-owned enterprise as a shareholder, the impact of protectionism in various places can basically be avoided to the greatest extent."

"Perhaps in your view now, in terms of geographical advantage, it is nothing more than two offsetting zeros, which is really not an advantage;"

"But I want to say that for private enterprises across the country, this factor was a relatively bad process in the year before last. Even if they got zero points, they are definitely much better than 99% of other enterprises in the country!"

"Finally, let's talk about harmony."

"You should have a little more experience in this area."

"As a platform, the most important thing in the early stage is business resources; since our store managers are all screened, local contacts are one of the most important conditions;"

"They all belong to the extremely large circle of laid-off workers. Due to the particularity of this group, they tend to stick together when there is a relationship of interest; Send it to each store manager and let them report the commission ratio of each city, in order to form a mutually acceptable interest alliance with merchants everywhere."

"Facts have proved that although this kind of decentralization has caused a certain loss of income to Zhutou Trading in the short term, in the long run, it has formed a virtuous circle of customers-businessmen-workers' homes."

"After all, business is not something that you can do whatever you want if you have money. Only when a company has enough private domain traffic can it really have the capital to make the next big move."

………………

"Later, the Home of Workers launched the O2O project and entered the 2.0 era. At that time, the company was in the growth stage; the company's first priority was to seize consumers' minds by expanding misplaced competition and make it sticky enough."

"Although the dislocation competition methods of various brands are mainly based on advertising, I don't want to do that."

"The best misplaced competition is to make consumers feel that you are different at a glance, rather than slowly educated through advertisements - this is the original intention of my design of the O2O model."

"Let's talk about the time first."

"First of all, the concept of the Internet has been popular for many years, and everyone knows it. Although the industry has ushered in the first wave of bubble collapse, ordinary people don't know it. They still regard it as the most fashionable and advanced thing at the moment. But if anything is linked to the Internet, it will definitely attract a lot of attention;”

"Secondly, although the concept of the Internet is still so popular that there are no friends, basically all Internet projects were suspended in the sky at the beginning, and a suitable business monetization model could not be found. closely linked products,"

"Therefore, even though many brick-and-mortar businesses are exploring the concept of the Internet and launching a lot of so-called Internet-related products, the public is not a fool. How much water is in it, at least after contacting it, they will know all about it; "

"Our O2O project is completely different. No one can deny that it is a project strongly related to the Internet, and no one can deny that it has opened up online and offline channels;"

"This epoch-making business model will inevitably attract the attention and curiosity of the whole society. When the enthusiasm of the whole people is ignited, it will not be difficult to quickly become popular."

"Moreover, if you still pay attention to the offline situation, you will find that... as the overcapacity of merchants becomes more and more obvious, bullying by dealers and channels is becoming more and more common, and the level of efficiency is too low and expenditures are too high. High channel costs have become one of the three big mountains that weigh on merchants."

"Under such circumstances, channels with a relatively flat structure and low cost must be easily accepted by merchants; without so many distribution levels, the prices of merchant products will often be very attractive in the market—as long as they are well managed , can easily form another virtuous circle.”

"Secondly, let's talk about the location."

"With the stable operation of Gongyou Home in the early stage, local governments have gradually discovered the positive role of this project in coordinating the local economy - after all, after eliminating the information gap, the interactive and excellent experience of consumers and businesses can easily stimulate economic vitality. Yes, this virtuous circle can also avoid the occurrence of bad money driving out good money to a certain extent.”

“Therefore, even though local protectionism still exists everywhere, the attitude towards the Home of Workers has become very positive—after all, the Home of Workers is essentially a platform, not a company that competes with local entities for food. "

"So, in this area, the advantages of Gongyou's Home are simply superior to other private companies in the country-after all, even competitors such as 117.com and Lizhi.com that emerged later, because of too rough quality control and many other details, are in the market. Coordinating the local economy is far behind us."

"Finally, let's talk about harmony."

"Since the 1.0 era of Gongyou Home, we have emphasized service attitude and detail management, and we have done a particularly good job in merchant rating and quality control; therefore, this has led to a high degree of trust in us by consumers."

"Our local life service is originally a package of content that is closely related to the life of Nissan consumers. With good reputation and service, we have successfully attracted a large enough base of customers in just half a year;"

"With enough trust as a support, we believe that even if we launch the most sensitive and outrageous services and products, we believe that a large number of consumers will pay for our goodwill, not to mention that our O2O project does not go from line to line. Step down to online, but adopt a transitional model?"

"What I said above is about the situation at the C-end; the same is true at the B-end. The size of our Workers' Home and our loyal consumer base are placed there. Anyone with a discerning eye will know that we are an extremely high-quality super channel;"

"Therefore, even those merchants who have never heard of the O2O project are not sure about it; but as long as we take the initiative to seek cooperation and give an appropriate percentage, no matter how strict our quality control agreement is, 99% of them % will not refuse! - After all, the cost of traditional channels has already overwhelmed most merchants!"

"In addition, with the introduction of star products such as Quancheng soda, pretty much cocktail juice, and a series of meat products from Quancheng Meat Factory, it is easy for both consumers and businesses to follow suit under the demonstration effect; With the own traffic of those star products, the start of the O2O project will not be difficult."

"With all kinds of BUFF superimposed, the failure rate of O2O project startup is less than [-]%. With such a high success rate, I'm sorry for myself if I don't try!"

………………

After talking for a full half an hour, Yang Zhu was a little thirsty, so he took a sip of sweet-scented osmanthus water, and the smell of sandalwood infecting him made him recover a bit, and continued:

"It must be said that the signing of the contract with Liao Province at the end of last year was an unexpected situation. Because of my old friend, I had to choose to cooperate with them in depth;"

"Actually... I originally wanted to settle for a year before taking the next step."

After listening for so long, Wan Qingyi could roughly understand Yang Zhu's basic way of thinking, hesitated for a while, and asked speculatively: "WTO?"

Yang Zhu nodded. It was indeed related to the WTO. However, unlike the school girl who optimistically thought that Huaxia would join this year, Yang Zhu, who has two generations of experience, knew that Huaxia would not officially join the WTO until December next year. And the reason why he originally planned to act at the beginning of next year was actually to plan a year in advance, and at that time he had more capital in his hand and more bargaining chips to use.

Seeing Yang Zhu nodding his head, Wan Qingyi felt slightly delighted like a student who was praised, thought for a while, and then asked: "So, even though it's been a year earlier, you are already the same as that of Liao Province. Bian signed an in-depth cooperation agreement, which means that the company will enter the next stage...is it going to enter a mature stage?"

Yang Zhu continued to nod.

Wan Qingyi was a little distressed. The textbooks explained the maturity stage of an enterprise, nothing more than consolidating the site and increasing efficiency by optimizing business and management processes. However, Yang Zhu's big move was imminent, which was obviously different from what was said in the book.

However, she had read the pile of agreements anyway. Thinking of the thick stack of documents, Wan Qingyi had a flash of inspiration: "Could it be that the company's next step is to focus on building the core industrial chain?"

Yang Zhu looked at her approvingly, nodded, but shook his head again: "Yes, not right!"

"To be precise, the company's next focus is to gradually build its own core industrial chain and at the same time start to build an ecosystem that can form a closed loop!"

Wan Qingyi:? ? ?

(PS: The above part is to answer the doubts of some book lovers. Some people think that the project of the Workers’ Home is taken for granted, but I want to say that before 2004, China’s economy has been in a state of rapid growth and change. As long as we can grasp the With a small outlet, success is not unimaginable.)

………………

After nearly an afternoon, Yang Zhu finally calmed down his left and right arms; I don't know if it was because he had learned some knowledge, or because he was used to it, Wan Qingyi seemed to have eaten himself up hard. He completely forgot about the matter of Bo Tofu, and he didn't even have the slightest intention to settle accounts with Yang Zhu, which made someone feel greatly relieved.

However, the end of the Spring Festival holiday soon passed. Whether he wanted it or not, Yang Zhu reluctantly sent Zhang Mengping away the next day, and obediently ran back to the office of Zhutou Trading to go to work.

Maybe it's because this year's things are more important, or maybe it's because he's slowly regaining the rhythm of his previous life. Even though there are a lot of things to deal with every day, Yang Zhu, who is so focused on his work, doesn't appear to be in the first year or two of his rebirth. Feeling bored, he took the initiative to overtime several times, and didn't go home until close to the early morning, which surprised Director Yan and others, and almost rushed over to help him take his temperature.

In the busy work, time passes quickly, and half a month has passed in a blink of an eye.

On this day, just after the meeting, Yang Zhu was complaining that Lin Keran sent his little girl out on a business trip again, so that no one could cook for him; while thinking about where to go for dinner tonight, But he found Ren Minghan standing at the door of his office sneakily.

"Huh? Director Ren, how long has it been since you got off work, and you still not going back?" Yang Zhu looked at the time in surprise, it was already past seven in the evening.

Ren Minghan smiled tremblingly: "Mr. Yang, that... I need to report something to you."

Yang Zhu looked at him with some doubts, then opened the office door casually: "What happened?"

Although it is reasonable to say that Ren Minghan should report to his boss Zhang Jun first if he has something to do, and Zhang Jun will then respond to him, but this is the point, and it is obviously not an official business with a high probability.

"Why, my classmate's business is not going well? Is it because of poor sales?" Yang Zhu thought for a while, and the only personal matter he and Ren Minghan could talk about was about Yu Xiaohua.

Speaking of it, she was a bit busy and dizzy during this period, and Yu Xiaohua was not Zhang Mengping, so Yang Zhu didn't care too much about her affairs. Anyway, there was a special person watching, so it probably wouldn't go wrong.

But...look at this situation, could it be that Huahua's extremely delicious crispy duck is even affiliated with the platform of Gongyou's Home, and business is still difficult! ?

Thinking about it, Yang Zhu wanted to turn on the computer, intending to check the situation on the PC website of the Home of Workers.

"No, no, no! Mr. Yang, Mr. Yu's sales are fine, but the production capacity is a bit behind." Ren Minghan felt a little weak, and quickly waved his hands.

In his opinion, the sales of Yu Xiaohua's crispy duck are really tight, but it is entirely due to her own limited production capacity, which has nothing to do with him, but anyway, the other party is also Yang Zhu's classmate, if Yang Zhu Zhu saw that the sales volume of only a few dozen per day was angry, and he sprayed himself indiscriminately, so he had no place to complain!

"Oh? Then why are you looking for me?" Yang Zhu knew what was going on as soon as he heard that the production capacity could not keep up, so he asked casually.

"That... Mr. Yang, your classmate called me this afternoon." Ren Minghan had a strange expression on his face.

"Oh? What did you say?" Yang Zhu was a little curious.

"It's nothing, the main reason is that she has sold well recently, and she came to thank you for a call; but...it seems that she called you and you didn't answer, so I asked me about your situation. After all, you said before that you will do something after the new year." A newcomer has jumped to our company." The expression on Ren Minghan's face became even more strange.

Yang Zhu took out his mobile phone, only to realize that because of the meeting, he had already turned on mute, looked at the three or four missed calls that were obviously phone booth numbers, and frowned: "What did you say?"

Ren Minghan said with a bitter face: "Mr. Yang, you have explained before, so naturally I will not reveal your true identity;"

"However, we haven't discussed the content of the response to this situation, so I casually assigned you a position; I have been waiting for you today, just to match the caliber with you, so as not to reveal the truth in time."

Yang Zhu was taken aback for a moment, and then he remembered that he really didn't assign a specific position for himself, which was a big bug, so he patted Ren Minghan's shoulder with some appreciation: "Good job! But having said that... you give What position did I get?"

After being photographed by Yang Zhu, Ren Minghan felt a little lighter, and felt that his more than an hour of waiting was completely worth it: "Well, I told Mr. Yu that you are now a selection specialist in the O2O business department, don't you mind? ?”

Hearing this, Yang Zhu was very satisfied. As a product selection specialist, almost 90% of the time in a month had to run outside, and business trips and the like were commonplace. With this position as a cover, even if he could not see himself for a few months , classmate Huahua will not doubt it, and... When I have a little time to relax, this identity will be very helpful for my "matchmaker plan".

Just about to praise Ren Minghan fiercely, the phone that had just been unmuted rang again. Looking at the strange number on it, Yang Zhu pressed the answer button: "Hello, who is it?"