Chapter 5 3

Player profile Zhang Yiduo, male, born in 1975, master's degree, major in business administration. entries Combining the technical model of online games with the teaching purpose of distance education, a game platform is developed to organically integrate knowledge into games and learn knowledge through games. Site briefing "Win in China" Season 1 Promotion Chapter 8, judges: Xiong Xiaoge, Wu Ying, Ma Yun. live playback Jack Ma: How long have you worked in Shanda? Zhang Yiduo: Half a year. Jack Ma: Why did you want to join Shanda? Zhang Yiduo: When I returned to China, I finished my MBA. It was 2003, and I was already 28 years old. I thought my experience was not rich enough, and I needed to go to some big companies to practice.At that time, I heard the story of Chen Tianqiao. At that time, Chen Tianqiao was not very well-known, but there were already such stories. I think he is very admirable. I contacted Shanda at that time and joined Shanda after returning to China. , and I'd like to learn something from it.

Jack Ma: Why did you decide to leave Shanda within half a year? Zhang Yiduo: The reason why I left is very simple, because I am an MBA student, and I have no problem dealing with these things in Shanda. How do I look at this online game? In the field of online games, I can't compare with people born after 80 years.In society, people should do what they are best at. In online games, I am not as good as the generation born after 1980. I should do what I am best at, and come out to do business simulation. Ma Yun: You left Shanda for one month, and you founded this company. Zhang Yiduo: Yes.

Ma Yun: Your company has a very good relationship with the government. What is the necessary relationship between this and the development of your company? Zhang Yiduo: I think that as an enterprise, you should deal with all aspects of the relationship and deal with people from all aspects. As a CEO, 70% of your energy is dealing with people. Jack Ma: Why do you emphasize government relations? Zhang Yiduo: Our company has government Beijing angel investment to invest, which is of great help to promote our products. Ma Yun: Will you let me think that you have won 6 awards, and you have a good relationship with the government. How did you get it? I will think about it.

Zhang Yiduo: It should be said that there is no necessary connection.It’s just that when I started this project, it was an educational project. The Chinese government advocated the revitalization of the country through science and education, innovation and entrepreneurship, and they were willing to support such a project. Jack Ma Comments Xiao Zhang, I think that your whole plan is very good, and this plan is also very successful.You are more stable and rational in doing things.But I think the competition for this plan will be very fierce, and it will be difficult to achieve.Another suggestion is that entrepreneurs are often pioneers. You have learned a lot of knowledge in MBA, but it may not allow you to start a business.The greatest joy of entrepreneurs lies in learning and improving in the process of starting a business.In many cases, entrepreneurs start a business because they are not clear about it. When you figure it out, you don’t start a business. So it doesn’t matter if you don’t read a lot of books, you’re afraid that you don’t study in society.

Player resume Cao Zhengqiang, male, born in 1973, majored in EMBA. entries Create a new national outdoor media network with the LED large-screen mobile TV vehicle that has obtained national patents.Through festivals, sports events, interactive programs, advertising, and broadcasting by various large, medium and small TV stations, the customer's information is directly delivered to the target customer group. Site briefing "Win in China" Season 2 Promotion Chapter 3, judges: Xiong Xiaoge, Shi Yuzhu, Ma Yun. live playback Jack Ma: How much does it cost to build a car? Cao Zhengqiang: This is my business secret.This car is used for operation in China and will not be sold externally.The price abroad is 250,000 US dollars for a car.

Ma Yun: Seeing advertisements on the Internet, seeing Jiangnanchun advertisements in the elevator, and seeing your big advertisements on the road, will consumers feel sleepy? Cao Zhengqiang: We mainly provide special advertising services during the exhibition.During the Guangzhou exhibition, my big-screen TV car drove outside the gate of the exhibition center, and all the people who entered the exhibition center paid great attention to this car. Jack Ma: Are the audience curious about your car, or are they looking at the advertisement content on the screen? Cao Zhengqiang: Look at everything, first at the car, then at the screen.

Ma Yun: You particularly emphasized that your products are strongly supported by the Ministry of Culture, the State Administration of Radio, Film and Television and the Qingdao government. Do you need a lot of support from the government? Cao Zhengqiang: The state advocates the construction of a harmonious society, encourages culture to go to the countryside, and culture to enter the community. This requires a carrier of cultural propaganda to enter the community and the countryside.My big-screen TV car just meets the needs of current social development. Jack Ma: Is your main client an enterprise or a government?

Cao Zhengqiang: Mainly enterprises.The government also needs my big-screen TV car, because in the process of sending culture to the countryside, my car may be needed to broadcast movies and some cultural and educational films.While playing content, various advertisements are also played to make money. Jack Ma Comments Contestant No. 10 (Cao Zhengqiang), in fact, your project is still good, but not attractive enough.I think your person is more attractive than your project, you are very sincere and real.I would like to suggest to you, when encountering such an opportunity in the future, speak out your thoughts boldly. There are no secrets in the market, let alone rely on those so-called secrets.There are no more secrets in today’s shopping malls. Secrets are not your core competitiveness. Sometimes you will feel happy when you tell the secrets. It’s tiring to hide a secret. Like me, I will die of exhaustion if I hide a secret.

◎ There is a saying on the Internet that barefoot people are never afraid of wearing shoes. ◎ I don't care what other people think of me, but I care how I see the world. ◎ The success of small enterprises depends on shrewdness, the success of medium enterprises depends on management, and the success of large enterprises depends on integrity. ◎ The biggest failure is giving up, the biggest enemy is yourself, and the biggest opponent is time. ◎ Today is cruel, tomorrow will be even crueler, and the day after tomorrow will be beautiful, but most of them will die tomorrow night.So everyone don't give up today.

◎ For all entrepreneurs, always tell yourself one sentence: From the first day of starting a business, what you have to face every day is difficulties and failures, not success.My most difficult time has not yet come, but that day will definitely come.Difficulties cannot be avoided, and you cannot let others carry them for you. Any difficulties must be faced by yourself. ◎ When the winter is cold, our slogan is: "Perseverance is victory".As long as we live, there is hope in not dying. ◎ Never compare your luck with others. I never thought that I was luckier than others. I may have more perseverance than them. In the most difficult time, when they can't stand it anymore, I can survive for a second or two more.

◎ Every blow, as long as you survive it, you will become stronger.I also thought that the higher the expectation, the greater the disappointment, so I always think that tomorrow will definitely be unlucky, and there will be more unlucky things, so if there is a blow tomorrow, I will not be afraid.What else can you do besides hitting me hard?Come on, I can handle it.When the ability to resist blows is strong, real confidence will also be there. ◎ 100 people start a business, 95 of them don't even know how they died, they fell into the cliff without hearing the sound, and 4 people fell down when you heard a scream; the remaining one may not know why he is still alive , but I don't know if I will survive tomorrow. ◎ I am a very stupid person, I can't count, I can't count, I can't say, but I have succeeded in starting a business.I think, if even I can succeed in starting a business, then I believe that 80% of young people can succeed in starting a business. ◎ Use a microscope to find your own defects. ◎ Those who advise us privately and point out our mistakes are true friends. ◎ We don’t want to be businessmen, we just want to be an enterprise, an entrepreneur, because in my opinion, there is a difference between a businessman, a businessman and an entrepreneur. A businessman is based on money, and everything is for making money. For, but not for.Entrepreneurs create wealth, create value for society, and influence this society. Making money is an entrepreneur's basic skill, not all skills. Player profile Jia Yu, male, born in 1977, master degree. entries AUTOFANS Che You Auto Life Store builds a mutually beneficial and win-win service platform for auto supplies manufacturers and consumers, and provides car owners with high-quality, fast, caring and thoughtful products and construction services. Site briefing "Win in China" Season 2 Promotion Chapter 4, judges: Xiong Xiaoge, Shi Yuzhu, Ma Yun. live playback Ma Yun: What kind of services does your car club provide? Jia Yu: We only provide car accessories services and services related to cars.As far as car supplies are concerned, such as the most commonly used things in the car, seat covers, cool pads, wool pads, floor mats, perfume, locks and various maintenance products, such as car clothes, we provide them all. We provide The most are fast moving consumer goods, drop and go, things that don't require too many tools.We implement membership management, and I have a vice president who is always the vice president of China Insurance Property Insurance. Jack Ma: What is membership management? Jia Yu: After spending a lot of money, you will automatically become my member and enjoy value-added services. For example, we have reached an agreement with the insurance company to buy insurance. If you are my member, you can get a discount on the compulsory traffic insurance; ; If you are a member of 3,000 points, I will rent it to you for free; if you are a member of 1,000 points, a deposit will be charged.There are also wool pads that are removable and washable. Ma Yun: What is it like to be big and comprehensive? Jia Yu: There is a difference between being small and fine and being big and complete.I believe that you all have cars, and you will enjoy services in Beijing Yuefu, including car washing, beauty, decoration, boutique, and quick maintenance. There are more than 1,000 to 2,000 square meters, and our store is 30 to 40 square meters. The store only deals with the automotive supplies. Ma Yun: You just said that what you are most proud of is your team. Then you can tell us what is unique about your team?You talk about passion, I think all entrepreneurs say they have passion, the store manager can drive, there are too many people driving in China, what is your unique point?Is this the team? Jia Yu: The few of us came together for the dream of a common cause. Ma Yun: Almost everyone will say that, we came here for a dream.No problem, for the first time, everyone has a common goal, ideal, and what else? Jia Yu: In addition, we have strong execution capabilities, and our teamwork is very good. When it comes to one point, there is not much difference. Ma Yun: You are the boss, 100%, what you say must be focused on one point. Jia Yu: To be honest, I am still very good at listening to other people's opinions, and I communicate very well with others. Ma Yun: Okay, what about the third point? Jia Yu: The third point is that our knowledge of auto accessories is higher than that of other auto accessories stores.Each of us has driven a car for a long time, and we have a relatively good understanding of what and how to use a car. Jack Ma: What is the registered capital of Chezhiyou Auto Accessories Co., Ltd.? Jia Yu: I am a small scale, 30,000. Jack Ma: 30,000 yuan.But I see that you are an MBA graduate from the Macau University of Science and Technology. I am curious, why did you go to Macau to study for an MBA? Jia Yu: I had a study abroad experience before. I was studying for a bachelor's degree at the University of Delampau in Germany, but I didn't actually get a degree, because there is no bachelor's degree in Germany, only a master's degree.Going abroad itself has a very practical significance, that is, to learn from the classics and develop. Later, when Macao came to enroll students, I went to study for an MBA degree. Ma Yun: Is it a correspondence course? Jia Yu: No. Ma Yun: Which course is interesting? Jia Yu: Human resources, my graduation thesis is also "Effective Motivation". Ma Yun: I heard it very interesting just now. You are a 4-person team and you own 100% of the shares. How do you effectively motivate your team to achieve your goals with you? What is your incentive method and what reward mechanism do you have? Jia Yu: First of all, if we want to cooperate, it must be based on a common goal. If you do something, you must be willing to do it. In addition, I recognize you as a person and what you think, and we will do it together.In addition, through certain authorization and credit, no matter how strong a person is, he can't hit so many nails.As the general manager, don’t push yourself to the end, let others do what they should do with due diligence, use professionals to do professional things, and let them do it well. Ma Yun: This company was established in March 2006? Jia Yu: Yes. Jack Ma: Where did these people come from? Jia Yu: These people are not recruited, they are all my friends.Because my friend, my CFO, the boss in charge of finance, he is my colleague of Henan Electric Power System, and he is a certified public accountant.My marketing executive is Zhu Xinning. He used to work in Luoyang Motorcycle Group, specializing in promotion work, and he is very good at marketing.Originally, motorcycles and cars have certain similarities, so he was invited to do it.Through 108, I just found a very good partner. My chief planner and executive officer is Mr. Xiong Yong from 108. He flew to Shanghai yesterday and gave me good advice last night. Ma Yun: You said you found a good chief executive? Jia Yu: Planner. Ma Yun: I agree with your idea in such a short period of time, and have a good understanding of you? Jia Yu: To date, as long as you think you are good at it.Just like Ren Chunlei and Qian Jiang, they form a company now, as long as they are willing to work together. Jack Ma: What are the requirements for joining your company? Jia Yu: First of all, I have to recognize my products and my service model. In addition, I have to pay a quality assurance deposit and a franchise fee. Jack Ma: How much is the franchise fee? Jia Yu: It costs 20,000 yuan to get started.Then to negotiate and agree with the design of the storefront, we provide the design plan, which must be implemented according to our plan. Ma Yun: A total of 30,000 yuan for the registration fee, as well as the VI (visual identity) design plan. Jia Yu: If you want to be a brand, you should pay close attention to the whole. Ma Yun: Do these franchise stores buy car mats, mops, etc., or can they only buy from you? Jia Yu: All the brands we make are the exclusive agent in Henan Province or in the channel. Whether it is some imported brands or domestic brands, only I can get them in Henan Province or in this channel. Ma Yun: I understand that Henan Province is the sole agent in Henan Province, and the manufacturer is from Henan? Jia Yu: Some are imported from all over the country. Ma Yun: The last question, besides Henan, you are now going to Shanghai, right? Why did you choose Shanghai instead of Jiangxi and Jiangsu? Jia Yu: When choosing a business location, I consider the central cities of the country, where the consumer population is large and the level of consumption is high. It happens that a friend in Shanghai makes auto supplies there. I proposed to him that we cooperate together and do it according to my business model. For this brand, he was looking for a store in Shanghai, and I supplied all of them, and he was responsible for the decoration. Jack Ma: You just told me that there are already 4 self-operated stores in Shanghai? Jia Yu: Yes. Jack Ma: That friend is doing it? Jia Yu: He is only responsible for helping us find a store. He only owns 15% of the shares, and the rest is mine. Jack Ma: The registered capital is 30,000 yuan. Jia Yu: Yes. Ma Yun: How much money was invested in total, and how much money was actually invested? Jia Yu: The central store is 800,000 yuan, and the investment for the four stores is about 1.2 million yuan.Including the stores in Shanghai at 160,000 per store, the total is 600,000. Jack Ma: Where does the money come from? Jia Yu: All the money earned last year was invested in it. Jack Ma: Where did you earn the money? Jia Yu: The money earned from business. Shi Yuzhu: How much profit? Jia Yu: The retail gross profit margin is 72%, and the net profit is around 50%. Jack Ma: How can people trust you if your registered capital is only 30,000 yuan? Jia Yu: Because I opened a store before, to be honest, I did it based on the idea of ​​self-employment. This company is the first company I registered. At the beginning, I didn’t know much about the company, and then I found an agent. How fast, how come, think of a way.how much is it? 30,000 yuan is enough, and 30,000 yuan was given. Ma Yun: Which position is the most urgent in your entire operation chain system? Jia Yu: Marketing, Marketing Director. Ma Yun: Where is the store manager? Jia Yu: The store manager and the market are put together. Ma Yun: The store manager is also a market manager, and the market is also a store manager? Jia Yu: Yes. Jack Ma: How many store managers did you recruit in 12 months? Jia Yu: I recruited them all. Ma Yun: How many recruits? Jia Yu: There are 8 store managers and deputy store managers. Ma Yun: There are 4 stores in Shanghai and 4 stores in Zhengzhou, so there should be a shortage of 20 store managers. Jia Yu: The agent is joining me. I don't need to send someone to manage it, and open a store by myself. Jack Ma Comments thanks.I think Shi Yuzhu and Xiong Xiaoge's comments are very good, and they have finished most of them. Unfortunately, I didn't choose any one this time. There is no way. My level at this moment today allows me to make such a decision.I would like to offer some suggestions and ideas. On the 13th (Jia Yu), your project is good and you are very down-to-earth, but you shouldn’t be given money. Giving you money will harm you.The reason why many people fail is not too little money, but too much money.Do it small at the beginning, accumulate a little bit, and you will do it steadily, so it is best not to consider profit or financing within 3 years of your project, and do it solidly and practically. This is better, so what I just said The number of 3 million is going up. It is not shameful to say your real number, but it is shameful to say that 3 million is 30 million.Today, I found that many contestants have such a trend. The numbers come out without thinking, and they are not true. This is for the judges, and for any investor, I feel guilty. I don’t feel ashamed when you said 3 million just now. , 3 million is good, slowly reach 30 million, 30 million to 60 million is very tiring, 3 million to 30 million is still possible, you have to tell your real number. Player profile Li Zongen, male, master's degree, major in business administration. entries "Web 3.0: a new generation of network", Web 3.0 is a brand-new concept, which changes the original user interaction mode, breaks the boundary between knowledge content and advertising, and enables the new business model to generate substantial economic benefits. It also brings profits to the operation itself. Site briefing "Win in China" Season 2 Promotion Chapter 9, judges: Xiong Xiaoge, Shi Yuzhu, Ma Yun. live playback Xiong Xiaoge: Please explain what Web2.0 is. Li Zong'en: It's equivalent to YouTube. Today's Alibaba website will not say that I, Li Zong'en, will go up and change it, and will not change or add content. Web2.0 is interactive, and consumers can change it by themselves. YouTube has more than one million users. Everyone can add things to it and communicate with each other. This is an interactive mode. 1.0 is one-way. For example, the Alibaba website is dominated by a company. No matter how much interaction users have, the interaction itself must be guided by the company. Jack Ma: You lowered mine to 1.0, right? Li Zong'en: ...For example, YouTube will basically not change the content.The biggest problem is that 2.0 does not represent the economic behavior in the real society. Economic behavior will not have a million people trading in the city. This is the biggest problem of 2.0. 3.0 is an economic entity, which actually represents the economic behavior of many individuals and forms a company, so the behavior patterns of real economists in real life are brought to the Internet, so that the virtual world and the real world can be combined, which is also That's why most 2.0s don't make money. Google acquired YouTube, and it still loses money today, and the part itself still loses money. Google bought it for other reasons.There is no way for a single Web2.0 company to make money.There is no need to build a 2.0. Jack Ma: Which other company in the world has made a real 3.0? Li Zong'en: Not now. Basically, Microsoft developed it in China. For example, when George W. Bush investigated something, 50% of people thought he was a fool.Real-life problems get searched online. Jack Ma: Use 3.0? Li Zongen: Now 3.0 basically absorbs the Web as W. Jack Ma: I have another question. Alibaba is 1.0. Have you ever used Alibaba? Li Zong'en: I don't think I should comment. I may not be clear about Alibaba. I know about B2B. Now Alibaba does not have YouTube. 1.0 and 2.0 are just indicators for discussion. Ma Yun: So I'm curious about your 1.0, 2.0, 3.0. For Alibaba, I don't care about the zero version. We must create value for customers and be useful to customers, even Web-0.1 doesn't matter. Li Zongen: Apart from value, it is useless if everyone can create value. Ma Yun: I didn't hear clearly what you were doing, we invested money, how do you make money for shareholders? Li Zongen: This company is tantamount to helping big companies to do a kind of brainwashing advertisement. In fact, it is not an advertisement, but it affects consumer behavior. Jack Ma: Brainwashing advertising?Not actually an ad? Li Zongen: For example, selling cosmetics is not selling cosmetics, but teaching you how to make up. Ma Yun: Are you worried that we are copying you, or we know that it is not real at a glance. Li Zongen: I am not afraid of plagiarism. You can see the flaws, and I also recognize them. I think there is no flaws.I originally wanted to accept the CEO of this company. If you told me that it was not possible and that the money did not need to be invested, then I did not have to go either. Jack Ma Comments No. 34 (Li Zongen), I may speak a little more seriously, I think you are what I am most worried about, just now I was quite worried that the audience would choose you, but fortunately, I missed by one vote.Why do you say that?I want to discuss with you, in fact, the smartest people always believe that others are smarter than themselves. Smartness is the natural enemy of wisdom. It is difficult for people who think they are smart to become wise.So I think entrepreneurs should always think of your shareholders and your team as smarter than themselves, because they basically know everything.My feeling, your whole story, you just said that you run many VCs, and no one gave you money, but I have to tell you the truth, because many of what you talk about are concepts, and concepts can no longer be sold in this day and age Once the money is lost, it must be turned into something concrete, even if it is small, very specific, and very detailed, everyone will appreciate it.So I think, no matter what the purpose is, you must explain your plan clearly so that everyone can understand it.Maybe my IQ is relatively low and I didn't understand. If there are still many people who don't understand, the problem must be on you, not others, so this is a suggestion I give you, I hope you will remember it.If you go out and speak a hundred times according to the existing routine, you will not be paid, because people think that your things are not bad, but they don’t understand.