Salted Fish’s Self-help Strategy

Chu Yuanxi emphasized many times inside and outside the company that the most important underlying asset of Xiaokang is membership card members. Users who have paid for a membership card can enjoy extremely powerful services and discount rates, which are very attractive to users who really understand membership services. Chu Yuanxi believes that as long as users who have experienced three months, the subsequent rates will be due It must be extremely high.

　　 This method is not the same as the membership card of the marketer. The membership card fee of the marketer is the bulk of the income, and members are not allowed to enter the store at all. There are many moderately well-off people who can consume without membership. Membership card fees are not the bulk of the income, but these members themselves are regarded as the underlying assets of the enterprise.

　　 But the pain points will follow. Now the user's self-protection consciousness is tempered by the society and it is not the same as three years ago. What users are afraid of is not to spend money to recharge members to enjoy discounts, but to run away after refilling the donations that members find to open a store.

　　 Based on a complex set of path deductions, Chu Yuanxi can't blindly provide users with a free membership experience period, and slapped their heads for discounts is equivalent to harming well-off. As a result, the first purchase of a membership card has become an unexpectedly high threshold. So far, it has been plagued by Xiaokang, and the number of core members has never been mentioned.

At this time Ali’s "Huazhi Light Member" appeared. The meaning is to link the two products of Huabei and Zhima through big data, allowing users with a certain level of Zhima credit to directly become members of the merchant without paying. Payment will be made when it is due.

　　 In this way, the high threshold is cut off. For Xiaokang, if you use this service, members are satisfied, Xiaokang himself is also satisfied, and the number of core members can be raised immediately.

　　 But this is not a service provided by Xiaokang itself, but a third-party service, Ali’s service, and Ali’s sentence of death of the traditional membership fee system.

　　 In fact, Chu Yuanxi considered whether to join Huazhi. Once this service was launched, more than two thousand merchants joined the Huazhi system within one month. The problem is that it is easy to enter and difficult to come out. Once a well-off society enters, whether to stay in it forever becomes a philosophical question, which requires Zhuangzi to pit Hegel.

　　 A series of simple questions for a certain period of time caused Chu Yuanxi to think about it, should he develop his own data? What happens after development? How to exit? The relationship and money are on Ali's side. The more core members you add, the more you can't get back! All in all, as long as it is added, it is not as simple as analgesia when you want to retreat.

　　 If Xiaokang just wants to be a top convenience store player, he can easily join in. This is also the embarrassing place of Chu Yuanxi, because his competitors like 724 and his like can settle this corner. Maybe with Huazhi, 724, which had no membership card system, would have to come up with a membership card system.

　　 But well-off is not enough. What Chu Yuanxi wants to do is the Internet, and it is impossible to accept Ali's lock. This convenient service is a sweet bite of poison for him. As long as he eats it, he is waiting to sign Ali's battle.

　　 When the well-off community socializes, the penguin cries in tears, and Ali Kaka’s Liu Harazi, can this work? In order to keep Penguin’s tears from flowing in vain, Chu Yuanxi bitterly rejected Huazhi, causing a period of incomprehension within Xiaokang. Then he said, “A 300 billion-scale enterprise cannot give the service that concerns its own destiny to the first. "Three parties" prevaricate back.

Today, when faced with many big investors, his caliber has not changed, "I have to burn this money myself and burn my own data. It is not required to be sesame, as long as it can achieve a useful purpose. "

　　 "What's the use?" ×N

"For the overdraft service for membership card users, post-installation charges, or in any order can be done, for example, membership fees are charged in the middle of the year. The sooner the better, the user's mind may be changed by Huazhi in a few days. Well-off pre-charge immediately said that your membership charges are too low!"

　　 "Oh, do you plan to build your own credit system model based on transaction data, cycling data, online content, etc.?"

　　 Such professional bluffing questioning naturally came from Yuan Mu's mouth. This is the result of her learning with Chu Yuanxi behind her. At least the first time she speaks, she feels very good at it. Chu Yuanxi's answer is: "There are also mobile payments and mass scale, so my very aggressive main purpose is to accelerate the launch of mobile payments."

He was a little helpless: "Many investors are very excited to see that I want to make mobile payments. They don’t know that I am not pushing mobile payments for mobile payments, but for credit data. This is a bit black humor, but it’s true. If there is not enough The data of the company rushed to give users a membership card and then pay for the model, then the risk control would be impossible to read, and it would even affect the user experience of normal membership card members."

　　 In fact, for credit, users also value the size and scale of an enterprise. Ali's ability to make his Sesame Credit effective is based on Ali itself as a huge life empire. The cost of users' failure to keep their promises is very high. After a breach of contract, many of Ali's services may be useless. Unless the determination is made to defect to Penguin in this life, we will always try to avoid breaching Ali's contract.

　　 So if Xiaokang is not big enough, even if the same user has the same credit data, he may be trustworthy when facing Ali, and it is not impossible to break his trust when facing Xiaokang.

　　 But if Xiaokang also enters all aspects of users' lives, from payment to shopping, and even providing unique online content, then the user's heart will naturally increase and it will not be easy to default. The purpose of Chu Yuanxi's online content is to make users who have experienced online content are subjectively unwilling to breach the contract. After the breach of the contract, the online content is not allowed to use, which is more painful than not allowing the use of Alipay.

　　 However, online content must also be linked to scale. Without scale, content will not be too attractive. At most, it is just some games.

　　 Although mobile payment needs to wait for online content to go online, even if it is radical, it will not be visible before March next year, but scale is equally important. Without a certain scale of business, mobile payment cannot be pushed hard. Therefore, Xiaokang needs to build up a sufficient volume before the online content goes online. The scale has always been the hardest wall.

Chu Yuanxi elaborated on his thoughts, and finally concluded: "Our dilemma and disadvantages must now be resolved radically, and we need to use the skills of overdraft in the future. Alibaba has to use it first and pay later, can I not rush it? Many people think that I am so radical and think that I care most about growth data. In fact, everyone who has heard my road show knows that I don’t talk about growth very much. Growth is the simplest, and I don’t care too much now. Time growth is definitely not a problem.

　　 What I am most afraid of now is that Huazhi is open to other convenience stores, and then a large number of convenience stores that do not have a membership system have issued membership cards one by one to grab business with me. This is a direct attack on the key to the well-off society. The membership card will eventually have to be paid, regardless of whether it is paid in advance or after payment, so a rational user is almost the same as a member of a convenience store. I must quickly expand the scale, achieve enough data and enough users, and then quickly launch a membership card payment form similar to Huazhi. "

　　 Xu Xin regrets bringing too many people, so she should only bring one or two of the most significant. Chu Yuanxi's in-depth analysis made her understanding of Xiaokang a step deeper. Of course, the social aspect is a big killer, and outsiders still don't know it, but the context below the social network has been exhausted.

　　Especially everyone in this complex society is running forward, and new technological methods are appearing every moment to change the world. If you want to outperform in this environment, as Chu Yuanxi did, you must understand your own strengths and weaknesses, and then use your best efforts to make targeted measures.

　　 This is a race against time, not a friend of time. If you want to be qualified as a friend of time, undoubtedly, you have to race against time many, many years ago and outperform before you can be a friend.

　　 So Xu Xin didn't intend to delay Chu Yuanxi's time, and said directly: "Xiao Chu, for Xiaokang, I completely trust you, but you have to think about what resources Lu Yin will use this time."

　　Chu Yuanxi said that talking to a sensible person is so direct. You have to figure out what resources you need to use, and of course you have to think about what price you have to pay. It's just that Xu Xin still values ​​the fresh food business so much, and even so persistently, it is still something he can't imagine.

　　Maybe when the track collapsed, she had to temporarily stop the action of throwing money, and even rescued herself like everyone else, but when the opportunity appeared, she was bolder than everyone else.

"Okay Sister Xu. Although I will lead the investment in this entrepreneurial project, it still needs your experience and wisdom. The same goes for all the seniors present today." Chu Yuanxi said and deliberately looked at Yang Jiangang hiding in the corner. "My leading incubation business is quite generous, and Peak Visual Effects is a good example."

Hearing what Chu Yuanxi said, Xu Xin immediately relieved that in Pinnacle Visual Effects’s financing, Chu Yuanxi actually gave up the priority of Series A investment and gave all the released shares to new investors. generous.

　　 So after some answers in line with industry practices, Chu Yuanxi hurried back to Xiaokang with Lu Yin and Yuan Mu. Yang Heng has been waiting for a long time in the well-off period, and Liu Lu, who is troubled by everything, has to spare precious time.

　　 Actually, the days when Xiaokang opened stores in Yangcheng and Pengcheng, if no accidents happened, it was finally decided on Double Twelve to join in the fun, so Liu Lu would go there before then, and could leave at any time. Chu Yuanxi would definitely go there too, but all sorts of things have been infinitely arranged, maybe he will have to wait until the store opens.

　　 It turned out that he did not wait until he returned to Pakistan. The assistant to the president Deng Shuang first called and asked him if he had time for the evening. Zhang Yan and Chen Junsheng from the Alibaba Investment Department planned to visit.

　　 "Did the two big guys say anything about coming?" Chu Yuanxi ate a whale at the time. Why did these two come here?

"No, no." Deng Shuang was also very dazed. He considered himself a little transparent. During the transaction process of the Pakistani game, the name Zongzhu was actually an errand. He just used the opportunity of running errands to add Chen Junsheng's WeChat account for Work communication. Unexpectedly, Mr. Chen Junsheng would take the initiative to chat with him privately after the transaction, which was flattered.

　　 The two people mentioned by Deng Shuang are both leading figures in the Ali's War Investment Department. Zhang Yan was originally in charge of cultural media, and she should be responsible for the M&A of Pakistani games. However, in June, the entire Alibaba Investment Department changed its head. Boss Cai left. After changing the new boss Wu Wei, the business line was completely reorganized, and Chen Junsheng gradually became responsible for all domestic investments.

　　 But Zhang Yan has not been demoted. Now he is the VP of Ali Group, sorting out the middle stage of the War Investment Department.

　　 In short, when the transaction entered the substantive stage, Chu Yuanxi's negotiations were basically discussed with Lao Fan, but the procedures and legal terms were completed in Lao Chen's hands, and the two were not unfamiliar.

　　 In other words, should this visit be initiated by Zhang Yan, who has never met? Otherwise, if Chen Junsheng takes the lead, there is no need to call Deng Shuang through WeChat. But Zhang Yan initiated it. Once Chen Junsheng called and Chu Yuanxi said that I was not free at night, it would be more embarrassing.

　　 Chu Yuanxi checked the time, and it was only three o'clock in the afternoon, and it was too late, so she told Deng Shuang to inform Uncle Sheng to accompany the guests at night.

　　 Yang Jiangang, who was driving, kept his ears in his ears. When Chu Yuanxi put down the phone, he immediately wentssip: "Who?"

　　 "Let's drive your car well. Ali's big shot, why do you want to come too?"

　　Yang Jiangang shrank his neck, "Then I won't go, they, shouldn't they be there?"

　　 "Where is that?" Chu Yuanxi said that it's better not to be that. It is said that the settlement is almost over and it is time to pay the second money. Could it be that there is something that needs to be discussed again in the money-making process? That's not okay, the first money has already arrived, and now the general trend is in me, um, that's it!

　　 Ignoring this matter for the time being, he returned to the company and summoned all relevant people to the conference room. Even Jiao Tu, who was in the company, pulled over. At this time, "Jixia Academy" is going through the process after its completion, so Zhu Yan and Yang Yuanmei are not in the company, but they involve Pakistani investment, and it is the first foreign investment in the true sense, not an internal incubation. Therefore, it is necessary to bring the co-founders to listen together, which is in line with procedural justice.

"In short, the new company’s personnel composition and business situation is like this. After its establishment, with a relatively comfortable throughput, the new company is basically an open transaction in the Imperial Capital area. It only needs to ensure high-quality supplies and low prices. It’s not a problem. But the new company will definitely start from the south. What I need is for the new company to quickly flush up the volume, initially straighten out the business in Yangcheng and Pengcheng, and then take down the suppliers around the Imperial Capital as soon as possible, and also the business in the north. Get organized."

Chu Yuanxi gave an introduction, afraid that Uncle Sheng and Jiaotu would not understand, and could not find a word: "In short, the new company will definitely make money. Earn more and less profit. It can integrate more throughput to supply other products. allies."

Without waiting for Uncle Sheng’s question, Yang Heng raised his hand first: "Wait for Mr. Chu, if you have this kind of request, should the new company merge upwards or build an agricultural factory on its own? This method is the best way to guarantee business, but it costs money. Too much."

"This is not my problem anymore." Chu Yuanxi glanced quickly, "My plan is for the Pakistani angels to cast 50 million in rounds, and then prepare another 100 million emergency. The money needs to be used for the work within our plan. You guys. If the two want to build a similar agricultural factory, the money is definitely not enough, and they cannot be paid from the Pakistani money, but if they can get other people’s money, and the valuation is reasonable and the time point is reasonable, I can accept diluting the Pakistani’s shares. , And follow your ideas. I can follow up."

　　 Yang Heng and Lu Yin smiled bitterly at each other. Although 50 million is a lot, the things to do are not small, and it feels like it was barely enough at the beginning. As for external fundraising, although it is not hopeless, it is not ordinary difficult to look at this year and look at your own reputation.

Just listen to Chu Yuanxi’s words: “Don’t be pessimistic, don’t worry about this, take it step by step. The economy of the country always enters a trough in the 8th year, and the 9th year is the most difficult year, and then various policies will be introduced to help. The year of 1989 has begun to recover, and it will come out every 2 years, and the historical cycle has been like this. It’s definitely not next year when you get to the point where you need to open up agricultural factories, right? It won’t be that difficult then."

　　 Yuan Mu feels that as an investor in Pakistan, he can’t just ask Uncle Sheng and Jiaotu to ask questions. These two have their own expertise but are equivalent to idiots in the economic field. What questions can they ask?

So she asked: "Lao Yang, I have always wanted to ask but didn't ask questions after you came to Xiaokang, but I have to ask today. Why did Songzi Duoduo lose money before engaging in social e-commerce? Ordinarily, you use the community WeChat group to engage in e-commerce selling goods. The format is close to sitting on the ground and sharing the spoils. It should be more stable, right? Although I put aside some of the homework on the investment side, I didn't put it down. In the first half of this year, I said that this model is very profitable."

　　 "I lost it because I thought I was making money~www.wuxiaspot.com~ We did a good job before. The GMV is over 100 million."

Yang Heng vomited fiercely as he gestured: "We started from the low-line sinking user base. When we saw that we did a good job, we immediately attacked the second and third-tier cities. As a result, after our large-scale expansion, we were in a small community Seven or eight friends popped up, so you still made a lot of money? I pushed and burned a lot of money, recruited a bunch of community leaders and said that they could infiltrate the community, but they didn’t use any farts. Who gave them high conditions? They immediately quit, and the money is made by them, which can almost kill the popularity."

　　Chu Yuanxi added: "Well, then investors don’t want to invest in the community and collectively change to another."

　　Jiaotu feels like listening to a story, and then curiously asked: "What did you change to?"

　　 "Change to the community to buy food, and then the competitive conditions on Lu Yin's side deteriorated, and finally he went bankrupt."

　　 Lu Yin lowered his head to cover up his expression, but Jiao Tunao added: Heart-struck old iron!

　　 But Uncle Sheng has been observing Chu Yuanxi. At this time, he was observing the opportunity of a president to promote a big event. At this moment, seeing him obviously look at him, as if thinking of something?

　　 I only heard Chu Yuanxi's question: "Lu Yin, you make fresh food. I remember that there is an app. How many users are there?"

　　 "There are more than 6 million registrations, and when the DAU is high, there are close to 500,000."

　　 Luyin is a regional fresh food that occupies the eastern Guangdong province and spreads out a small amount. It focuses on big cities, so it is not easy to have this user volume.

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