RINAPE :: Volume #13

#1236: Gravitation

LNMTL needs user funding to survive Read More

Chen Ze didn't expect Li Mu will take the pricing reference of club yearly payment with the commercial insurance of car(riage), but listens to him to analyze, this reference also really has certain specific significance, to a race car vehicle owner, has the enough economic strength inevitably, the amount of car insurance to him, even if not a drop in the bucket, at least will not be a large disbursement, should in the acceptance scopes of these vehicle owners. 陈泽没想到李牧会拿车的商业保险作为俱乐部年费的定价参考,不过听他分析,这个参考依据倒也确实有一定的特定意义,对一个跑车车主来说,必然是具备足够经济实力的,车险的金额对他来说,就算不是九牛一毛,起码也不会是一笔大额支出,应该是在这些车主的接受范围内。 Immediately, Chen Ze also asked Li Mu: „After we gradually complete the member classification system, in view of the members of different rank, what service gives?” 随即,陈泽又问李牧:“我们逐渐完成会员分级制度之后,针对不同等级的会员,给予什么样的服务呢？” Li Mu thinks, said: „Members pay expenses to join the clubs, on the one hand for the personal connection of club, but very first-year university student aspect to enjoy the service of club, therefore the membership dues are we provide the foundation operation fund of special service to the members, my idea is, recharges in advance the expenses that the membership dues regard, for example a level user pays 100,000 Yuan membership dues every year, then we for the time being these 100,000 Yuan regards him in our club saves the amount in advance, will then have custom-made various free services for them in the next year, exhausts until 100,000 Yuan amount completely, remaining can match some another payment projects again.” 李牧想了想,道:“会员付费加入俱乐部,一方面是为了俱乐部的人脉,但很大一方面还是为了享受俱乐部的服务,所以会费是我们给会员提供专项服务的基础运营资金,我的想法是,把会费当成的预充值消费,比如a级用户每年缴纳10万元会费,那么我们姑且把这十万元当成他在我们俱乐部的预存金额,然后为他们在未来的一年时间内定制各种无偿服务,直到十万元的金额全部用尽,剩下的可以再搭配一些另付费项目。” Chen Ze surprised asking: „Takes from the people and serves the interests of the people Ah?” 陈泽惊讶的问:“取之于民、用之于民啊？” Li Mu said with a smile: „That said was not false, but we calculated according to the market pricing, this inside will have enough room for profits.” 李牧笑道:“话是这么说不假,但我们是按照市场定价来计算的,这里面会有足够的利润空间。” Saying, Li Mu was also saying: „The expense that for example our foreign racetrack uses is 1000 Yuan, these 1000 Yuan we have the profit, to the member calculated also defers to this price, for example usually does a cocktail party, the normal condition outside bar spends 2000 Yuan in average, we also defer to 2000 Yuan to calculate to the member, a level user paid 100,000, we provide a value 100,000 Yuan service, according to the profit margin of high-end service industry, we must retain 50% gross profits.” 说着,李牧又道:“比如我们对外一次赛道使用的费用是一千元,这一千元我们是有利润的,给会员核计的时候也按照这个价格,比如平时搞个酒会,外面酒吧里的正常情况是人均消费两千元,那我们也按照两千元给会员进行核算,a级用户缴纳了十万,我们提供价值十万元的服务,按照高端服务行业的利润率,我们要保留50%的毛利。” „This also almost......” Chen Ze said with a smile: „I also think that you want to take them 100,000 the flower 100,000 on them.” “这还差不多……”陈泽笑道:“我还以为你想拿他们十万就在他们身上花十万。” Li Mu said with a smile: „Where has such good matter? The user who we give the payment membership dues provides the foundation service at the same time, will also unite the major high-end services again , to promote other payment projects additionally, making these provide the golf, yacht and high-end boundary to wander abroad, the high-end party supplier to connect us, is provided the service by them, we come to sell to the member, when the time comes we encourage the member to conduct the prepay in our club, looks for a senior activity plan, has custom-made and combines various entertainment projects to them unceasingly, making them conduct the group -type high-end expense through us, as the matter stands, in the account of our club, not only will have certain fund to precipitate., But also during sales high-end service makes the considerable profit.” 李牧笑道:“哪有这么好的事情？咱们给缴纳会费的用户提供基础服务的同时,还会再联合各大高端服务供应商,额外推出其他的付费项目,让那些提供高尔夫、游艇、高端境外游、高端party的供应商接入我们,由他们来提供服务,我们来向会员进行销售,到时候我们鼓励会员在我们的俱乐部里进行预付费,找一个资深的活动策划,不断给他们定制、组合各种娱乐项目,让他们通过我们来进行组团式的高端消费,这样一来,我们俱乐部的账面上不但会有一定的资金沉淀,还会在销售高端服务的同时赚取可观的利润。” The high-end service industry is a gross profit very high industry, but gross profit although of this industry is high, but the net profit relatively is quite ordinary, the main reason is to sell these high ends serves, itself needs very high operation cost. 高端服务行业本身就是一个毛利非常高的行业,不过这个行业的毛利虽然高,但是净利却相对较为一般,最主要的原因是销售这些高端服务,本身就需要很高的运营成本。 A high-end member in golf club, one year possibly at least wants 200,000-300,000, but at least needs to achieve 5-10% to deducting a percentage of sales workers, some will be even higher. 一个高尔夫俱乐部的高端会员,一年可能至少要200,000-300,000,但是给销售人员的提成就至少要达到5-10%,有的甚至会更高。 Similar golf club such business, purely depends upon own sales team is very difficult to develop to launch the high-end user, therefore they will look to have the merchant of high-end user to cooperate generally, for example looks for the five-star hotel, or looks for high-end brand 4s shop business who has the high-end customer resources sells, but this partnership model, at least needs to give the seller about 20% sales volumes to be divided. 类似高尔夫俱乐部这样的商家,单纯依靠自己的销售团队是很难拓展开高端用户的,所以他们一般会找拥有高端用户的商户进行合作,例如找五星级酒店,或者找高端品牌4s店这种有高端客户资源的商家来进行代销,而这种合作模式,至少要给出销售方20%左右的销售额分成。 If China Super Car Club does, the high-end user who here can gather, surpasses certainly Yanjing even nation any 4s shop, by that time, the club severs the business to do to sell golf club such high end, not only will have the considerable sales volume, at least will also attain 20% higher sales volumes to be even divided, this future will also become the big source of income of club. 如果csc俱乐部做起来,这里能够汇聚的高端用户,一定超过燕京甚至全国任何一家4s店,到那个时候,俱乐部为高尔夫俱乐部这样的高端服务商家做代销,不仅会有可观的销量,同时也会至少拿到20%甚至更高的销售额分成,这将来也会成为俱乐部的一大收入来源。 After the Chen Ze hear Li Mu's analyzes overall, then thoroughly understood the Li Mu's method, Li Mu, regardless of makes anything, pursue is the complete business models, the future of club not only need gather the high-end user, what is more important is the club must have a healthy business model to maintain own revolution, although Li Mu or Chen Ze, have enough money to come to maintain such a club to revolve for a long time, however in the Li Mu eye, any is unable to realize the self-sufficient business model, is the products of failure, he himself will not be interested. 陈泽听完李牧的全盘分析之后,便彻底明白了李牧的玩法,李牧无论做什么,追求的都是完整的商业模式,俱乐部的未来不但要聚拢高端用户,更要紧的是俱乐部本身要有一个健康的商业模式来维持自身的运转,虽然无论是李牧还是陈泽,都有足够的钱来维持这样的一个俱乐部长期运转下去,但是在李牧眼里,任何无法实现自给自足的商业模式,都是失败的产物,他自己更不会感兴趣。 At this time, Li Mu also said: „After the future we gather mass high-end users, must first think how to provide all -around high end custom-made service for the high-end user, if everyone gathers together plays the car(riage), to blow awesome and bubble numeral, that such club not only the scale cannot come up, but also is very difficult any considerable development, therefore we, not only need consider their making merry, but must have the thing of higher level.” 这时候,李牧又说:“未来我们聚拢大量高端用户之后,首先要想到的就是如何为高端用户提供全方位的高端定制化服务,如果大家只是聚在一起玩玩车、吹吹牛逼、泡泡码子,那这样的俱乐部不但档次上不去,而且很难有什么长足的发展,所以我们不只是要考虑他们的吃喝玩乐,还要有更高层次的东西。” „The thing of higher level?” Chen Ze somewhat wonders, he truly does business bad, the ideological mode in this aspect is also far from Li Mu being so flexible. “更高层次的东西？”陈泽有些纳闷,他确实不善经商,在这方面的思维模式也远没有李牧那么活泛。 Li Mu said with a smile: „You looked, we gather an important goods first generation of rich and second generation of rich when the time comes, the economic strengths of these people are very high, we can guide and be leading their group -type to engage in some charity events, on the one hand won better social reputation for the club, on the one hand can also bring a better reputation for them, in addition, we can also do an investment fund in the club in the future, to recognize the way of planning, is open to all members, is controlled this fund to follow my enterprises by me or my other funds makes an investment, builds a better internal finance product for everyone.” 李牧笑道:“你看,我们到时候聚拢一大帮富一代、富二代,这些人的经济实力是很高的,我们可以引导、带领着他们组团式的做一些慈善活动,一方面为俱乐部赢得更好的社会声誉,一方面也能为他们带来更好的名声,除此之外,我们未来还可以在俱乐部内搞一个投资基金,以认筹的方式,面向所有会员开放,然后由我来管控这个基金跟着我的企业或者我的其他基金去做一点投资,为大家打造一个更好的内部理财产品。” Chen Ze said with a smile: „Did this interest, specifically say?” 陈泽笑道:“这个有意思,具体说说呗？” Li Mu said: „Actually is very simple, supposed that this fund the preliminary scale is 100 million Yuan, we make the gradation fund it, then after we personal first throw 50 million comes to do to be poor the fund, then by the price of 100000 Yuan per share, distributes 500 to the entire fund, each member can subscribe certain fold of yarn, then collects 50 million to make first fund, after waiting to sufficiently collect 100 million Yuan, this fund formally starts to operate.” 李牧说:“其实很简单,假设这个基金的初步规模是一亿元,我们把它做成分级基金,然后咱们俩私人先投五千万进来做劣后资金,再以每股100000元的价格,向整个基金发行500股,每一个会员都可以认购一定的股数,再募集五千万做优先资金,等凑够一亿元之后,这个基金就正式开始运作。” „Our 50 million after poor the fund revealed that took the biggest risk to enjoy the biggest return simultaneously ; Members 50 million as first fund, take the smallest risk, simultaneously enjoys to place an upper limit on the return, supposed that we give this part first fund to establish every year 15% net profits the placing an upper limit on upper limits, then these 100 million Yuan, if gains 30 million in one year, we need the advance detachment to pay first fund 50 million capital to add on 7.5 million net profits, the remaining 22.5 million profits turn over to us ; In one year if 100 million Yuan owe is also left over 80 million, we must first put out 57.5 million to give first fund, the remaining all losses are undertaken by us.” “我们的5000万作为劣后资金兜底,承担最大风险同时享受最大回报;会员的5000万作为优先资金,承担最小风险,同时享受封顶回报,假设我们给这部分优先资金设定一个每年15%净利润的封顶上限,那么这一亿元如果在一年内赚回3000万,那我们需要先支付给优先资金5000万本金加上750万净利润,剩下的2250万利润归咱俩;如果一亿元在一年内亏的还剩下8000万,那我们也还是要先拿出5750万给优先资金,剩下的所有亏损都由咱俩来承担。” Chen Ze asked: „If lost everything?” 陈泽问:“如果赔光了呢？” Li Mu said with a smile: „Lost everything everyone to lose everything, we did not need to pay damages first fund additionally again, without losing everything, that first made first fund take, took enough to it, or took till.” 李牧笑道:“赔光了就大家都赔光了,我们不需要额外再赔付优先资金,如果没赔光,那就先让优先资金拿,一直到它拿够了,或者拿完了为止。” looks at Li Mu of Chen Ze like looking at the monster, asked: „Your his mother where studies so many circles Ah? flower” 陈泽像看怪物一样看着李牧,问道:“你他娘的到底从哪里学来的这么多花花绕啊？” Li Mu said with a smile: „Gradation fund is not very common, after being first poor, is very normal partnership model, a high risk high return, a low-risk, the low return, this can also ensure the interests of these members to the full.” 李牧笑道:“分级基金不是很常见吗,优先劣后也是很正常的合作模式啊,一个高风险高回报,一个较低风险、较低回报,这样也能最大程度保证这些会员们的利益。” Saying, Li Mu was also saying: „If this fund starts to revolve, the projects that we later must throw, can bring this fund small scale with throwing part, for example our Wan Ying must throw a 1 billion project, makes this fund with throwing 20 million, if I must throw a hundreds of millions project, makes this fund with throwing 10 million, in brief is we make anything, lets this fund small participation part, is we give us the club member the small benefits.” 说着,李牧又道:“如果这个基金开始运转,我们以后要投的项目,都会带着这个基金小规模跟投一部分,例如咱们的万盈要投一个十亿的项目,就让这个基金跟投两千万,如果我要投一个几亿的项目,也让这个基金跟投一千万,总之是我们做什么,都让这个基金小小的参与一部分,也算是我们给我们俱乐部会员的一点小福利。” „Right, if the fund scale of this fund are many enough, we can also bring the start-up that invests other club members, develops an internal venture capitalists fund not to have the issue it, so long as can revolve one set of capital system in this circle, then the centripetal force of this small group will be powerful!” “对了,如果这个基金的资金规模足够多的话,我们也可以拿来投资俱乐部其他会员的创业项目,把它发展成一个内部的创投基金也是没问题的,只要能够在这个圈子里运转起一套资本体系,那么这个小圈子的向心力就会非常强大！” Chen Ze long time could not speak, long time later sighed: „If I do not know you, oneself do race track blindly, must accompany bottom to fall, knew after you, all were different, according to thought so, I felt this club not only can maintain itself to revolve, instead can also make money!” 陈泽半晌说不出话来,良久之后才感叹道:“如果我不认识你,就自己盲目去搞一个赛车场,恐怕得陪个底儿掉,认识你之后一切都不一样了,照这么看,我觉得这个俱乐部不但能够维持自身运转,反而还能赚大钱！” Li Mu's many operation ideas, dazzling and dumbfoundedness that not only Chen Ze looks, these operate some, even if places for more than ten years later, is still some alternatives. 李牧的许多运营理念,不但陈泽看的眼花缭乱、目瞪口呆,这些操作有些即便是放在十多年后,也是有些另类的。 The later generation has well-known supercar club, every year the membership dues in 10,000 Yuan high and low, the membership dues are inexpensive, the threshold is not high, in a short time convenes big pile of person amusement, occasionally makes the influence common petty action in the society, such operation mode although risk is not big, but wants the influence club to do truly greatly is very difficult. 后世有许多知名的超跑俱乐部,每年会费也就在一万元上下,会费不贵,门槛不高,短时间内召集起一大堆人玩玩乐乐,偶尔在社会上搞点影响力一般的小动作,这样的运作模式虽然风险不大,但是想把俱乐部的影响力真正做大是很困难的。 Because club, in without in the fund support, does not have under the premise of healthy business model, developed a making merry agglomeration very much easily slowly, member who slowly, these spent to join a society, was similar to spends to manage the white-collar of gym membership, three minutes of heat degree in the past, perhaps will not participate in the event of club. 因为俱乐部本身在没有在资金支撑、没有健康商业模式的前提下,很容易就慢慢发展成了一个吃喝玩乐的聚集地,慢慢的,那些花钱入了会的会员,就如同花钱办了健身卡的白领,三分钟热度过去之后,恐怕就再也不会参与俱乐部的活动了。 Under such operator schema, what club is impossible to be bigger and stronger, therefore Li Mu must change a new mentality, price that the certain extent speeding up joins a society, but gives the club member enough activity feedback, in addition the high-end services of various custom-made as well as build an internal capital system, this can make this club have enough ability rotation, and has the strong gravitation. 这样的操作模式下,什么样的俱乐部都不可能做大做强,所以李牧要换一个新的思路,一定程度提高入会的代价,但同时又给予俱乐部会员足够的活动回馈,再加上各种定制化的高端服务以及打造一个内部的资本体系,这样就能让这个俱乐部有足够的能力自转,并且产生强大的万有引力。 Li Mu does not know, oneself spoke with confidence at the same time, has completed itself in Chen Ze the deified entire process in mind. 李牧并不知道,自己侃侃而谈的同时,已经完成了自己在陈泽的心目中的神化全过程。 Chen Ze face devout looks at Li Mu, asked him: „What do I then want to make?” 陈泽一脸虔诚的看着李牧,问他:“我接下来要做些什么？” Li Mu said: „Besides preparing the propaganda of club, but must look for the plan master who several are good at moving the plan high-end, moreover looks for the familiar capital operation again.” 李牧说:“除了准备好俱乐部的宣传之外,还要找几个擅长高端活动策划的策划师,另外再找个熟悉资本操作的。” Saying, Li Mu thinks suddenly own matter, said to Chen Ze: „Right, I must carry out a charity project, can look for awesome project person in charge to me? Requests to control ability, and there is a media sensitivity.” 说着,李牧忽然想到自己的事情,对陈泽说:“对了,我要搞一个慈善项目,能不能给我找找牛逼的项目负责人？要求把控能力强,并且有媒体敏感度的。” Chen Ze knit the brows to think for quite a while, at present suddenly one bright, blurted saying: „I know a miss, before mixed the fashion, has plotted the big events of many domestic fashion, was talented, but lost the interest in the fashion a while ago probably, a person ran to go to North and South Poles and Africa transferred a great-circle, last month just came back, I can introduce her to you, both of you chatted.” 陈泽皱眉想了半天,眼前忽然一亮,脱口说:“我认识一个姑娘,之前混时尚圈的,策划过很多国内时尚圈的大事件,能力很强,不过前段时间好像对时尚圈失去兴趣了,一个人跑去南北极和非洲转了一大圈,上个月刚回来,我可以把她介绍给你,你们俩聊一聊。” Li Mu one hear of opposite party are the fashions, knows that the plan, public relations and the media sensitivity this person are certainly strong, such person is responsible for Veterans Don't Die project although sounds far-fetched, serious, an empty boasting, but thinks very to have the imaginary space carefully, oneself do not want to make affected China that type only to pay great attention to the influence official charity project Veterans Don't Die, oneself must its commercialization, and makes „the China known trade mark”, needs not to play a card the person the sword to walk the slant according to the repertoire! 李牧一听对方是时尚圈的,就知道这个人的策划、公关和媒体敏感度一定非常强,这样的人来负责老兵不死的项目虽然听起来不靠谱,一个严肃、一个浮夸,但仔细想想还是挺有想象空间的,自己不想把老兵不死做成感动华夏那种只注重影响力的官方慈善项目,自己要把它商业化,并且做成“华夏驰名商标”,就得需要一个不按套路出牌的人来剑走偏锋！
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