Chapter 7 5

Player profile Qian Jiang, male, born in 1970, master degree, major in computer, economic management, MBA. entries Marriage dating site - Baihe.com.Through scientific psychological and emotional analysis, customers can objectively understand themselves, and through computer technology, analyze dozens of personality characteristics of customers that affect marriage and love happiness, and recommend suitable dating partners for customers based on these personality characteristics. Site briefing "Win in China" Season 1 Promotion Chapter 4, judges: Xiong Xiaoge, Wu Ying, Ma Yun

live playback Jack Ma: Are you married? Qian Jiang: Married. Ma Yun: When you talk about marriage, it feels like you are a marriage supervisor. Qian Jiang: That’s right. I’m a Cancer. Many experts told me that the characteristic of Cancer is family love. The goal is to do a life cycle called life relationship. In fact, we have already done the matching part, and then we will start the new business is the marriage part, and then we will go down to marriage consultation and services, including children. Ma Yun: Well, for example, my younger brother is getting married next week. You have to tell me why I use your company and what are the benefits of using your company?

Qian Jiang: With our company, we are going to get married next week. Jack Ma: My younger brother is getting married. Qian Jiang: It will be a little difficult, because the greatest value of supervision lies in the early participation in negotiations and planning. Ma Yun: Then get married next month, one month earlier. Qian Jiang: The greatest value for users is that we help them negotiate with these service providers. Jack Ma: Which service providers? Qian Jiang: In fact, the most important thing in the wedding process is the wedding dress. Ma Yun: Can you help me discuss whether the price of the wedding dress is the rental price or the purchase price?

Qian Jiang: Not only the price, but also the content of the entire service. Wedding services are very complicated. For example, where do you take pictures and how do you take pictures under what weather conditions? What will it be like if it is raining and cloudy, what kind of wedding dress you are shooting in the middle, how many shoes and so on. Ma Yun: It is wedding photography. Qian Jiang: For wedding photography, the second expense is the purchase of rings and jewelry. Ma Yun: I will definitely buy the ring myself, I will not let others buy it, right? Qian Jiang: The third segment is the largest. The largest wedding service is the wedding ceremony, which is also the most troublesome segment for couples.All the weddings I have participated in have not been without obstacles. When you negotiate with a wedding company, especially a small wedding company is very unreputable. He told you to provide a Lincoln car, and said there was a problem with the car before arriving. Now I want to replace you with a Mercedes-Benz, but it will cost an extra thousand dollars.

Ma Yun: Are there still such problems? Qian Jiang: Yes. Jack Ma: Are there more rural areas? Qian Jiang: There are also such problems in cities.There will be fewer problems in Beijing and Shanghai. Host (Wang Lifen): You have been separated from the masses for a long time. Jack Ma: He didn't leave. I'm worried that he's divorced from the people. It's easy to borrow a car now. Qian Jiang: It's not a question of borrowing a car. In fact, it's not that the wedding company doesn't have a car, but that he uses it to increase his income. Ma Yun: Then there is another one is to borrow a car for the ceremony.

Qian Jiang: Then there is the honeymoon trip. Jack Ma: Honeymoon? Qian Jiang: Honeymoon travel is a big expense.The quality of honeymoon travel is actually very cumbersome. Generally speaking, wedding is a very cumbersome organization type, and there are many types of products. Ma Yun: I understand, how do you monitor them next? Qian Jiang: That’s right. The most important monitoring starts from the preliminary negotiations. During the negotiations, the specific terms are clearly discussed. Generally, newcomers will feel dizzy when they see such terms for the first time, because many unspoken internal rules of the industry are used in them. , It is generally difficult for newcomers to understand, because for most people this is the first time in their life.

Ma Yun: Although it is the first time, many people will tell everyone how to do it, and parents will tell them how to do it. Qian Jiang: Even people in my age group and people ten years younger than me have different services when they get married. I can guarantee that after five years of wedding services, the product update rate will be higher and innovation will be more effective. Able to increase high profits.This kind of development cannot be tracked by ordinary people, only people in the industry can track it. This is an early negotiation.Then in the later stage, it means that in the process of service provision, it is necessary to select key moments for supervision, and it is also necessary to track the whole process of product provision. If we have one hundred weddings held in Beijing at the same time, then we may have to prepare five extra wedding ceremony cars for future troubles. This kind of guarantee is something that ordinary wedding companies cannot afford.

Jack Ma: I understand, how much does it cost for a person to prepare for a wedding? Qian Jiang: This is the case now. The average cost in Beijing and Shanghai is about 30,000 to 100,000. According to the latest survey, more than 40% of the weddings in Beijing and Shanghai are now more than 100,000. Ma Yun: Let’s say 50,000 a wedding, you charge 50 yuan, five-five twenty-five, you charge 2,500 yuan. Qian Jiang: We estimate that the average supervision fee is about 4,000 yuan, and those who actually use wedding supervision are often relatively high-end client groups. Ma Yun: 4,000 yuan. If one person does well, he can do two to three a week. The seasons with the most weddings in China are limited. During May Day, October 1, and the Spring Festival, not every day, no There may be marriages every day.

Qian Jiang: And it is often on weekends, but basically there are many weddings every weekend. Ma Yun: If the average price of each show is 4,000 yuan, if you do 6 shows a month, 24,000 a month, these people should be married, have graduated from a bachelor’s degree, and have to talk about this and that with others every day. Work like a consultant. Qian Jiang: It was a week. Ma Yun: How many employees do you have to do this? Qian Jiang: By 2008, we will have about 150 people responsible for the wedding supervision work, and they will serve about 10,000 customers a year. Jack Ma: 150 people serve 10,000 marriages.

Qian Jiang: Yes, 10,000 marriages, the number of marriages in Beijing this year is about 100,000 to 120,000. Jack Ma: Okay, thank you. Jack Ma Comments Qianjiang, I think the biggest service you just mentioned is e-commerce, and e-commerce itself is a service industry.I think your business is very good, because most of what I heard in the past two days talked about the great cause of turning ten million into hundreds of millions. What China needs now is an investment of two to three million to make a A business of 20 million yuan, I think this is very good, we encouraged Aunt Wang next door to why she opened the noodle shop so well, and it was very prosperous. Chinese entrepreneurs should have great dreams and start little by little.Your business itself is very good as a matchmaking agency for others, but it is a service industry and it is difficult to standardize. In other words, Mr. Xiong said that you don’t need to invest, you can’t spend so much money, and it is difficult to scale up talent cultivation.I did hesitate for a long time between the two of you, but I believe the audience will choose you, so I will not choose you.Or someone else will choose you, but the most important thing that makes me give up on you is that you said that this is a new challenge when you answer Mr. Xiong’s question later. I think you want to challenge new challenges too much. There are new challenges, people need something to focus on, and there will be more challenges in a person's life, if you change every day, I'm afraid of you.

Player profile Qin Xiaoli, female, postdoctoral fellow, majoring in biology. entries Develop clinical diagnostic reagents for respiratory infectious diseases.Utilize the most advanced scientific research methods of molecular systematics and immunology to develop and develop clinical diagnostic reagents to provide immune protection for susceptible populations. Site briefing "Win in China" Season 2 Promotion Chapter 7, judges: Xiong Xiaoge, Shi Yuzhu, Ma Yun. live playback Ma Yun: Qin Xiaoli, I think I admire your knowledge, doctor, postdoctoral, scientist, this is the most educated girl I have ever met, I don’t know what questions to ask, do you think I should ask you What's the problem? Qin Xiaoli: I also thought of this kind of reaction. I think they will ask me something. Jack Ma: What questions do you think it would be better for me to ask you? Qin Xiaoli: I think you should ask me, why do I have to read so many books and what have I learned, especially as a girl, why do I have to read so many books? Jack Ma: What else? Qin Xiaoli: If you have any questions, please ask them. If you don’t have any, I will provide them to you. Jack Ma: There are some unique problems. Qin Xiaoli: The top 36 contestants also asked, and the contestant who claimed to have a relatively low EQ said that you are the most beautiful female doctor I have ever seen.I just heard that a female doctor is called an extinct master, or a dinosaur, not sure if it's a compliment or what. Ma Yun: What is your first step? Qin Xiaoli: Scientific research is basically based on scientific research. Ma Yun: Three to four million research fees should be very small? Qin Xiaoli: Very small. Ma Yun: You just mentioned a problem. You have procedures, and foreign countries have procedures, methods, funds, and intellectual property rights. What are you here for? You have funds and everything. Qin Xiaoli: If you want to establish a biological company and a laboratory by yourself, it is not a question of three or four million yuan, but a question of tens of thousands of dollars.In this case, if we want to develop, we have to use resources. There are many such companies in the United States. The company’s own experiments and experimental conditions are very simple. Most of the work is to find a company with mature systems and mature equipment. , do experiments, each experiment has different instruments and different steps. Ma Yun: I fully understand what you are talking about. Three to four million yuan, and your annual salary is also three to four million yuan, which fully supports your research. Why do you still ask Xiong Xiaoge and give him back the shares, and he can't help you? busy? Qin Xiaoli: My plan to come here is because this is not a lot of money. Jack Ma: Little money is money. Qin Xiaoli: I originally planned that before participating in this program, we were more suitable for venture capital investment. When we have done a good job in patents, we will get ready-made things and then go to venture capital investment, and then commercialize and industrialize them to attract big investors. It is more appropriate for the company to cooperate with us for commercialization and industrialization. This is an opportunity. I want to take a look and have an exchange with you. Ma Yun: I still have a stupid question, three to four million can do this research well, and other people also invest three to four million, that is, is it commercialized faster than anyone else? Qin Xiaoli: We have advantages. First, my scientific research level is based on our ability, and I have talked with my professors and supervisors at Stanford. They are very interested and willing to be our partners. It is a leading advantage in technology.The reason why I want to take it back to China is that in the United States, it takes time to find a patient, but in China we always have many patients with respiratory diseases every winter. In terms of time and cost, we are fast. The reason why we take Come back to use this advantage. Ma Yun: Have you managed people? Qin Xiaoli: I have managed technicians, I have not managed a large team, but I will be a team leader. Ma Yun: We invested three to four million yuan to you, what will be the biggest problem?We give you money and throw it away like water. What do you think is the biggest risk? Qin Xiaoli: Do you think or I think? Jack Ma: What do you think? Qin Xiaoli: This is experimental science. I think it is possible, and I can even give you a Nobel Prize, but I will tell you after two years that I can't do it. It is high risk and high investment. Ma Yun: How much money did you invest yourself? Qin Xiaoli: I think you must have heard a saying that you should not use your own money to start a business. Ma Yun: I don't need my own money to start a business. I use my own money to start a business. Qin Xiaoli: So I said that my husband funded it for me. It’s not good to say that. I don’t plan to use my personal money, including starting a business. This is an example that others have. There are no special circumstances, I do not intend to use investors' money, angel investors are willing to take this risk, take my word for it, then it is his choice. Ma Yun: If an investor tells you that if you don't invest money yourself, we will definitely not invest money, so you find another investor? Qin Xiaoli: I think there will be such a situation, but many people are willing to do this kind of thing. Ma Yun: Why don't you invest the money yourself? Qin Xiaoli: Because I have to be responsible for my family.That's right, some of my friends already have tens of millions of dollars in personal assets. Ma Yun: If the project is so good and the market is so good, why don’t you invest a little money yourself? Many investors will tell you, you invest a little, and I will invest again. Most of them will say that, why don’t you invest? ? Qin Xiaoli: Bio-tech itself is high-risk and high-return. I never said that there is no risk, but I will not lose confidence. This is an industry problem.Any of us thinks this is risky. For angel funds or venture capital, the money is not a lot of money for them, and they will have high returns. I believe there are such people, and we can Ask President Xiong. Jack Ma Comments On the 28th (Qin Xiaoli), our postdoctoral fellow, I think you are very smart and excellent, which I admire very much, and your expression is not bookish at all, so I appreciate it very much.But you are right, you need angel investment, not venture capital. As a judge, my duty is not to allow me to vote for you, but as an individual, you can trust me, and many people present, including Many people in front of the TV are willing to make angel investment for you, which is indeed a very meaningful thing.Also, venture capital is not investment risk.And let me give you a suggestion. Commercial activities are not the same concept as experimenting in the laboratory. You may fail in the laboratory and try again.Commercial activities are a very serious matter, so you may have to think a little more about it. In addition, when you really want to find venture capital, you must share the risk with the venture capital, and you will be more likely to get it. Player profile Zhai Yu, male, born in 1981, bachelor degree, major in business management. entries Longteng P2P media on-demand system, using Longteng P2P technology to transform and expand the original equipment and network bandwidth of the original operator's video-on-demand system, charge a one-time transformation fee, and cooperate with provincial and headquarters-level operators to create a unified video on demand business model. Site briefing "Win in China" Season 1 Promotion Chapter 6, judges: Xiong Xiaoge, Wu Ying, Ma Yun. live playback Ma Yun: Fortunately, Wu Ying understood it. I was rather confused when I heard it. I think this thing is probably good, as long as Wu Ying understands it.I want to ask a question, did you discover this thing, or did you find that many people are doing it? How did you come up with this thing? Zhai Yu: That’s right. I am a firm supporter of B2B. I have done a lot of things in the B2B industry. Although I am not very famous, I am the initiator of B2B operators, and now I am a media regulator.When communicating with Wang Zhidong and Gao Hongbin, I found that they did the same thing as me. Now that the product is finished, it has not started to push.So I found that this thing has a great business opportunity, because I don't have so much money and manpower to investigate, and I found that I happened to be doing the right market. Ma Yun: You founded Qiming Times in 2002 and 2003. Why didn’t you do it? What was your thinking at the time? Zhai Yu: At that time, that company was my first start-up company after I left Hewlett-Packard. There was no business at that time. Originally, I had a partner who wanted to get 400,000 yuan, of which 100,000 yuan was used to start a company. He did not have the money in place.At that time, I talked about a 1.08 million project, but the 1.08 million project only gave you an advance payment of 5,000 yuan. If you asked me if I would do it, I did it.Taking advantage of HP's reputation and using our company's long-term indicators to bring it over, the business was done in this way.When it was done, I made two more orders.The partner brought in the money again. During the process of making two orders, he bought me a car with the money he earned. After buying two cars, I had no money.It shows that I don't understand financial concepts, business philosophy, and shareholder equity. I am just a money maker. Although I can make money, I am a fool in business.Later, I refused to cooperate with him, and he owed 60,000 yuan, and I should have been allocated hundreds of thousands of yuan, but I didn't get it.Later I went abroad to study business management, because I felt that I was deceived too badly in this area, and I planned to do it again when I came back to see if I could do it. Jack Ma: After studying in Australia for two years, you set up another company? Zhai Yu: Yes. Jack Ma: How about that company? Zhai Yu: I didn’t set up a company when I was studying, and I had no money when I was studying. When I had the least money in my pocket, I had 10 yuan left in my pocket. I borrowed it from my classmates, and my family sent me money.I have classes in the morning and classes in the afternoon, and go shopping with my wife in the evening.I want to graduate soon, I want to leave soon, I really can't afford such a high fee.Three months before graduation, I found a business opportunity. After parents send their children abroad, the probability of their children graduating is too small, but they all like to take a diploma back to explain to their parents. I found a business opportunity, which is a good way to get a degree. , Acting for a degree online, I made money from it, and soon I accumulated the original capital, I fled back and established the current company. Xiong Xiaoge: Selling fake diplomas? Zhai Yu: It's not a fake diploma, it has a record. Jack Ma: When you went to Australia, you didn’t do well in your first company, so you went to study business. After you arrived in Australia, you couldn’t afford the fees.Do you know how much the tuition fee is before you go? Zhai Yu: Knowing how much the tuition fee was, I thought I could afford it at the time, but after I went there, it was not what I imagined. After I went there, I found that the money was too fast, far beyond what I could afford. Ma Yun: Mr. Wu asked you many questions. Now that the company is going to do it, you have the relationship, you have the technology, is the technology developed by you or someone else? Zhai Yu: Team. Jack Ma: Do you understand? Zhai Yu: I understand. Ma Yun: You have everything you should have, what things do you not have? Zhai Yu: I definitely don’t have any money. I don’t want to answer your question like this, Mr. Ma, because I once talked with Mr. Tian Yuan, and he was very supportive of me. If a real entrepreneur with a reputation and status in the mall recommends you, you may not succeed, but as I said, recommending you may change the rest of your life. Jack Ma Comments Zhai Yu, I think you are very smart. Let me give you some advice. The most unreliable thing in this world is relationship.Because there is no money, when you don’t have a team, you have to rely on relationships. We are all the same, especially me. Clever, the most important thing in doing business is that you know what your customers need. If you try and create, you must persevere, and there will definitely be opportunities. Don't be greedy for too much, it is very important to be precise and thorough. When you meet a strong opponent or role model, what you should do is not to challenge it, but to make up for it. Player profile Wang Qiang, male, born in 1983, majored in e-commerce. entries Sogouba website), with discounts as the core selling point and fee-paying members as the main customers, is a comprehensive online consumer service platform built for modern business and fashion consumers. Site briefing "Win in China" Season 2 Promotion Chapter 2, judges: Xiong Xiaoge, Shi Yuzhu, Ma Yun. live playback Ma Yun: You started a company in March 2005, a company in April, a company in June, and a company in August and September respectively. What is your starting point?Why do you start so many companies?Some once a month, what does this mean? Wang Qiang: Because Mr. Ma misunderstood, I did not start a company. In fact, the industry I really set foot in was the Internet and the clothing industry as Mr. Xiong said just now. When I first started doing the Internet, I started from scratch and didn’t have any money. Now, you can only do some very basic companies, similar to Internet companies, very simple, sell a space, act as an agent to advertise, or even be a Yahoo promotion, if you can’t even sell domain names, you can still be called an Internet company ?I also need bits and pieces of money to do things I really want to do. Ma Yun: Two things, first, many Internet companies do not sell domain names, and second, pay attention when writing your resume next time, I am confused, we think you are building a new company every month The company, you didn't express clearly, or everyone got it wrong, it must be that you have a little problem. Wang Qiang: Teacher Ma, I gave a new one when I came on stage just now. Ma Yun: There are many new ones.I would like to ask, what do you think is the difference between a webpage and a website? Wang Qiang: I think from a technical point of view, it should be a difference between databases. From a service point of view, web pages can only serve as display functions, and the relative number of pages is relatively small, while the number of website pages is relatively large. Jack Ma: By the end of last year, you had 1,000 sellers, which are equivalent to the merchants you stayed in, and 4,000 customers who paid fees.According to the increase of 20% per month to the beginning of this year, how much will it be? Wang Qiang: Now I am a little unclear, because I have not been in the company for a long time to participate in "Win in China". Jack Ma: You arrived at the end of last month. Wang Qiang: I'm sorry, I can't answer this question, and I don't want to tell lies. Ma Yun: You have to write it down with your fingers. How many customers do you have? The question asked by Mr. Xiong just now, what are the three most unique value points when someone pays you 100 yuan?You talked a lot just now, so let’s just talk about three. Wang Qiang: The first point is definitely that using my service can save them money. Our merchants are very authoritative, especially in the Qinhuangdao area, the leaders of various industries are our contracted merchants, such as our local shopping malls, such as Xinhua Bookstore, Haier Electric. Jack Ma: Why did Haier Electric come to your place to open a store? Wang Qiang: It’s not about opening a store. We don’t want merchants to come to us. Even if they come to us, we have to review it.Generally, we take the initiative. We think you are better, so we will sign a contract with you and recommend you to our customers and members. Therefore, we will never let go of a good technology company like Haier, of course. It's not Haier's head office, but Haier's Qinhuangdao area. The second point is that many resources of our services come from merchants, which are beyond our control. Therefore, we have proposed many advanced service concepts, such as our implementation of final price negotiations and discounts. Some merchants are similar to specialty stores for some products. There are discounts all the year round, and there are still some stores that can negotiate prices. You have to give me a final bargain before discounting. If you don’t agree, no matter how big the business is, we will not sign it. If an accident happens to the business, you have not honored it. For discounts, our merchants will give members a lot of compensation. Ma Yun: The requirements are higher than VC (venture capital)? Wang Qiang: There are indeed many, because our services to merchants are free, and we consume merchants through members. Since we don’t pay, we must contribute.The third point is that we still have a lot of diversified services, because some people are doing this kind of project, but they have not done it successfully. The biggest difficulty for members is that they don’t know which merchants will give me discounts when they consume. When I’m in the office, I go to the computer to watch it. For example, when I was walking on the street today, I wanted to have lunch on the street. I am a member of Sogou Bar, but I don’t know which one has a discount, but I can check it through the website. , very convenient, this is only our first step, and we have launched many new services, which always focus on making member consumption more and more convenient, and there are fewer and fewer problems. Ma Yun: I asked one that may have something to do with us, not counting as advertising, what would you do if Taobao competed with you, because if it is cheap, it must be much cheaper than you, because you only have thousands of stores in total, it There are 600,000 stores, how can you be cheaper than it? Wang Qiang: Face the competition directly. Ma Yun: People haven't regarded you as an opponent yet, so how can you be cheaper than them? Wang Qiang: The small number of stores is not a disadvantage. Taobao operates in the whole of China. We operate in a small city, and the opening time and development time of our side are relatively short. According to the proportion, I think Taobao It’s not our competitor in Sogou. It has something to do with doing it early and running fast. In addition, there is a difference between us and you competing. If you come to compete with me, I am very confident that I can beat you, so I will take the points In other words, the points on many websites are worthless, and members who have worthless points are unwilling to see them. However, the point cards on our website are all exchanged for money. If he doesn't reject me, I have resources. As long as I have resources, I have the opportunity to compete with you, that's all. Jack Ma: Do you believe in Feng Shui in doing business? Wang Qiang: I may be relatively young, living in a scientific age, I don't really believe in this. Jack Ma Comments I think you are very capable and young. The reason why I did not vote for you is that you want to do too much, think too much, and want to do too much.In fact, what you just said to define entrepreneurship in the 1980s is a mistake that young people make when starting a business. I hope everyone will use my products and services. This is impossible. The positioning must be accurate to do well. For all Entrepreneurs, including you, also have a suggestion, do less is to do more, don’t be greedy for more, it is very important to be precise and thorough. When you encounter a strong opponent or role model, what you should do is not to challenge it, but to make up for it It, do what it can’t do, serve it well, seek survival first, and then seek strategy. This is the basic law of all businesses. It is definitely not okay to challenge others before you have a firm foothold. Survive first and then challenge This will increase your chances of winning. Player profile Shi Lehua, male, born in 1977, bachelor degree. entries Yifan Sanitary Ware takes the road of characteristic integration, carries out key combination of sanitary ware, and is committed to participating in the formulation of standards and brand building, processing by original equipment manufacturers, and becoming a national sanitary ware brand. Site briefing "Win in China" Season 2 Promotion Chapter 1, judges: Xiong Xiaoge, Shi Yuzhu, Ma Yun live playback Ma Yun: With first-class companies as the standard, what kind of standard do you want to promote? What you make is the toilet washbasin in the bathroom. What kind of standard do you want to promote? Shi Lehua: This standard looks like this. Your toilet, or your wash cabinet, and towels, etc., each item requires the country to establish a standard.But at present, because the history of the development of the sanitary ware market is only more than ten years, it is now facing many gaps. Now the country is committed to integrating this policy, and some products are committed to participating. Now they have not formed a leading position. It's something we're going to be involved in doing. Ma Yun: Why do you want to integrate others, why should I follow you to be integrated by others, one million RMB can integrate me, why, you tell me three reasons, except for 1 million RMB, you said I would follow Your standards go, can you integrate me? Shi Lehua: There are three reasons. The first reason is the basis of our reality, because we have been doing sanitary ware for five years now and have a certain reputation in the industry. This is the first reason.The second reason is my personal thinking. At present, there are many small and medium-sized sanitary ware, and there are at least thousands of sanitary ware manufacturers in the world or in China, but there are very few people who really develop their own ideas, or have this concept. , so far there is no such alliance in the country.The third reason is my confidence and strength in myself. Ma Yun: Take TOTO as an example. It is doing ahead of you. How do you plan to deal with it? A company like TOTO or an enterprise like American Standard sounds good. They have more money than you. You have a history of five years, so buddy It is said that it has a history of 100 years and has done better than you, what should you do? Shi Lehua: This is a matter of market positioning. Even if TOTO integrates, it doesn't matter, just like we understand that there is no market conflict between Mercedes-Benz and Guangzhou Honda. Ma Yun: Your corporate culture slogan is "Quality is the life of an enterprise".How do you express this culture, and how can this culture enter your company? Shi Lehua: First of all, we have a standard document. In terms of values, the above-mentioned document is the core, and the outside is gradually penetrated into the hearts of the people through the company's system and the cohesion of employees. We start from every detail. Ma Yun: Tell me an example, how to start from the details, quality is the life of an enterprise, and all enterprises say this. Shi Lehua: We try our best to choose some high-quality suppliers in the upstream of materials. Jack Ma: How many employees does your company have? Shi Lehua: More than sixty people. Ma Yun: The core team you just mentioned has more than ten people. Shi Lehua: We counted the management team, and the real core team should be around six people. Jack Ma: What do you mean by core? Shi Lehua: The core is that having the simplest premise is irreplaceability, and he plays a very key role in the company. Ma Yun: What is the composition of your six-person core team, and what are their configuration skills? Shi Lehua: First of all, the first one is the sales team, one of which is the sales manager. This is a very important link in our factory at present, because it must be based on sales. Sales will always be ranked first. This is the first.The second is our HR director, because for a factory, the changes in the HR department, the stability of employees, and the planned salary system are very important. The third is our accountant. We are now taking a road The road of a public company is good for the government and all aspects of society for employees. Now we try our best to do a social work and integrate into the society, so the chief accountant will be very important. Shi Lehua: Another one is the design department, because our current factory is not large, but we have realized that this is a shortcoming of our own. We have strengthened this area and formed a team, so we pulled him to the core team. Shi Yuzhu: How many people did you mention just now, who do you spend the most time with? Shi Lehua: Currently, I spend more time with the marketing manager. Ma Yun: 30 million sales, profit or loss? Shi Lehua: We have been making money since the first month of setting up the factory. Jack Ma Comments Let me talk about my opinion. I feel that your organization is very clear, your mentality is very good, and your passion is different from others.Many people regard entrepreneurs as passionate people. You are very persistent in your beliefs. It is meaningful to insist on your own mergers and acquisitions and integrations. Even if the judges or others say you are unreliable, you will What integration, but the firmness of your own inner beliefs has the qualities of an entrepreneur.But what I want to talk about here is that among the elements of integration, you talk about ideas and confidence. From my own perspective, it seems that ideas are quite worthless things. What is really valuable is the value you create and the down-to-earth results.Many people say that I have excellent ideas. I have heard too much. There are no excellent ideas in this world, only down-to-earth results.So don't use your ideas to integrate others, but the benefits you create for others.Your project, as you said just now, requires a good body and long-distance running. This project requires long-distance running. I don’t necessarily think that you must find a VC (venture capitalist), and sometimes you will find a VC after a few years. (Venture investor) is also good, not necessarily at the beginning.You just mentioned that venture capital has invested in you. You use capital to speak, never let capital speak, let capital make money.Entrepreneurs who let capital speak will not be promising. The real thing is to listen to capital, but if they are not allowed to speak, I will listen to them. What do they want? Listen to shareholders. The most important thing is that you let capital make money and let Shareholders make money.If one day you get a lot of money, you stick to today's principles and do what you think can make money, I believe that one day capital will listen to you.