RINAPE :: Volume #17

#1688: Peak forum (First Part)

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Late autumn, in Great Wall, the Sino-US tourist industry peak forum convenes officially. 深秋,在长城脚下,中美旅游行业巅峰论坛正式召开。 This time, both sides had more than 30 related enterprises to attend this forum. 这一次,双方同有三十多家相关企业参加了这次论坛。 Media of both sides also pay attention to this forum especially, because this is first completely by the Sino-US tourist industry forum of folk spontaneous organization. 双方的媒体对这次论坛也格外关注,因为这是第一个完全由民间自发组织的中美旅游行业论坛。 Li Mu as the organizer of forum, announced the Taobao Which Goes new plate business to two sides enterprise person in charge. 李牧作为论坛的主办人,向两边的企业负责人宣布了“淘宝去哪”的新板块业务。 Which Goes will become under Taobao the new second-level sector, has the domain name. “去哪”将成为淘宝旗下新的二级版块,拥有域名。 In this sector, Taobao will provide the China first-tier city to the consumer, travels between the airplane tickets of California several big cities scheduled ; Provides the hotel reservation of China first-tier city as well as entire California ; Provides other travel related resources and services in two places to the tourist. 在这个版块里,淘宝将向消费者提供华夏一线城市,往返加州几大城市的机票预定;提供华夏一线城市以及全加州的酒店预订;在两地向游客提供其他旅行相关的资源及服务。 Which Goes is Li Mu this time a journey product that seizes the chance to build, but he does not have the preparation to come up to put up the cash to push fiercely, but is the preparation from eating the route of resources grasps the tourist resources in own. “去哪”是李牧这次趁机打造的出行产品,只不过他没准备一上来就砸钱猛推,而是准备从吃资源的路线上把旅游资源抓在自己手里。 CTrip this business model, is medium and integrator in the tourism industry, his resources do not have the exclusiveness, the user can in the hotel that CTrip subscribes, which can also subscribe on, the flying pigs as well as other products obtains . Moreover the price basically has no disparity. 携程这种商业模式,就是旅游产业里的中介以及整合商,不过他的资源是不具备排他性的,用户能在携程订到的酒店,在去哪儿、飞猪以及其他的产品上也都能订得到,而且价格基本上没有什么差距。 Li Mu felt, has the poor method poorly, the rich rich method, the poor method is CTrip's such repertoire, the rich method, first buys the resources simply, buys to make the conformity again. 李牧觉得,穷有穷的玩法,富有富的玩法,穷的玩法就是携程那样的套路,富的玩法,就干脆先花钱买资源,买来再做整合。 Therefore, Li Mu brought peak forum Muye Science and Technology and person in charge of Taobao net, making Muye Science and Technology go to discuss the resources purchase with the service, making the Taobao net go to discuss the specific partnership model and cooperation requirements with them. 于是,李牧把牧野科技、淘宝网的负责人都带到了巅峰论坛的现场,让牧野科技去跟服务商谈资源购买,让淘宝网去跟他们谈具体的合作模式和合作要求。 For example the airplane ticket, the Li Mu request starting from December, by the price of market 20% discount, will first travel between the 10% airplane tickets between China first-tier city and California sold to Muye Science and Technology, later every month grows 5%, highest to 30% of airplane ticket total. 比如机票,李牧要求从12月份开始,先以市面8折的价格,将往返华夏一线城市和加州之间的10%机票卖给牧野科技,随后每个月增长5%,最高至机票总数的30%。 Reason that must first take 10%, then grows 5% every month , because wants the business of tour abroad to keep an initial steps, the growth of proceeding in an orderly way will be more scientific. 之所以要先拿10%,再每月增长5%,是因为要给出境游的业务留一个起步阶段,循序渐进的增长会更加科学。 With China Airlines, they, travel between the flight of San Francisco and Los Angeles from Yanjing, most time are not to be filled, if study , the off season of travel, the booking rate cannot even achieve 40%, only then Spring Festival, Christmas and student during summer vacation, the booking rate may achieve over 80%. 拿国航来说,他们从燕京出发、往返旧金山、洛杉矶的航班,绝大多数时间是坐不满的,如果是留学、旅行的淡季,上座率甚至达不到40%,只有春节、圣诞节、学生暑假期间,上座率才有可能达到80%以上。 To such flight, Li Mu makes Muye Science and Technology first spend by the world normal discount to fold the 20% discount directly the price, 10% airplane tickets in own, which Muye Science and Technology is authorized these airplane tickets to Taobao again goes to sell, these airplane ticket Muye Science and Technology assume responsibility for own profits and losses, even if has not sold, is bears the cost. 对这样的航班,李牧让牧野科技直接先花钱以世面正常折扣折上八折的价格,把10%的机票拿在自己手里,牧野科技再把这些机票授权给淘宝去哪销售,这些机票牧野科技自负盈亏,哪怕一张没卖,也是自己承担成本。 To China Airlines, folds the 20% discount the price, most time will not lose money, because of most time, flight surplus seats far over 10%, in this case, Muye Science and Technology spends to buy 10%, instead helped them be busy. 对国航来说,折上八折的价格,绝大多数时间都不会亏本,因为绝大多数时间,航班剩余座位都远超10%,这种情况下,牧野科技花钱买走10%,反而是帮了他们大忙。 The only loss is every year limited peak, busiest several days, the airplane will even have the situation of ultra selling, the entire flight 300 seats sell 320, in this case, the airplane ticket basically is nothing discount, then, but must according to eight make over to Muye Science and Technology, naturally lost 20% prices. 唯一的损失是每年有限的高峰期,最忙碌的那几天,飞机甚至会出现超售的情况,整个航班300个座位卖出去320张,这种情况下,机票基本上是没有什么折扣的,如此一来,还要按照八折给牧野科技,自然就损失了20%的票价。 However, the airline is not a fool, they weigh the demand of a next every year busy season and off season, naturally can calculate, even the peak lost a money for these days, but the whole sold to Muye Science and Technology 10% more cost-effective, therefore they have no reason rejection. 不过,航空公司也不是傻子,他们衡量一下每年旺季和淡季的需求,自然就能算出来,即便是高峰期这几天损失一点钱,但整体还是卖给牧野科技10%更划算,所以他们没有任何理由拒绝。 The China Airlines representative said to Li Mu: „Other conditions that Chief Li, you put forward, we do not have the opinion, but you request to increase progressively every month 5%, to 50%, us wants to know, after achieving 30%, how do you prepare to operate?” 国航的代表对李牧说:“李总,您提出来的其他条件,我们都没有意见,不过您要求每月递增5%,一直到50%,我们想知道,在达到30%之后,您准备怎么操作？” Regarding most situations , the booking rate over 50% routes, Li Mu is not willing to take away 30% seats, has a dream to the airline simply must smile to awake, is they are not quite clear, why Li Mu must set a 30% upper limit. 对于一个大部分情况下,上座率都不会超过50%的航线,李牧愿意拿走30%的座位,对航空公司来说简直做梦都要笑醒,可是他们不太明白,李牧为什么要设定一个30%的上限。 Li Mu said: „If your routes, 30% seats were bought out by Muye Science and Technology, that I will then suggest that you attempt to increase the flight, increases the flight airplane ticket, Muye Science and Technology takes away 40% directly!” 李牧说:“如果你们的航线,30%的座位都被牧野科技买断,那接下来我会建议你们尝试增开航班,增开航班的机票,牧野科技直接拿走40%！” It looks like in Li Mu, he does not make the charity to the airline, if 30% airplane ticket hold/container Yuan, the airline nature is delicious, but this also has such 2-30% disparities from their full load, to them, they most hope is the Muye Science and Technology direct package of circles 50% even 60%, like this their routes can throughout the year be at the condition of being close packed with. 在李牧看来,他不是给航空公司做慈善的,如果把30%的机票都包圆,航空公司自然美滋滋,但是这距离他们满载还有那么2-30%的差距,对他们而言,他们最希望的就是牧野科技直接包圆50%甚至60%,这样他们这条航线一年四季都能处于接近满载的状态。 Therefore, in view of their current established routes and flights, Li Mu is highest only wraps him 30%, if wants itself to wrap are more, good, you put on additional the new flight, so long as the new flight clears, I take away 40% directly. 所以,针对他们目前的既定航线以及航班,李牧最高只包他30%,如果想要自己包更多,好,你加开新航班,只要新航班开通,我直接拿走40%。 This 40% are drives the airline to open guaranteeing a minimum of new flight, only then the drive and induction airline has many flights, can let between two places is alternately getting more and more close. 这40%是激励航空公司开新航班的保底,只有激励、诱导航空公司开更多航班,才能让两地之间的交互越来越密切。 The China Airlines representative understands immediately the Li Mu's intention, the forced smile said: „Chief Li, as the matter stands, you were equal to just pulling out the fiery pit us, induced us to dig a Xinkeng to jump!” 国航的代表顿时明白了李牧的意图,苦笑道:“李总,这样一来,您等于是刚把我们拉出火坑,又诱导着我们挖个新坑跳进去啊！” Li Mu said with a smile: „You must hold the situation, the national economic development is getting better and better, in the people's pocket is getting more and more rich, in the future the person of overseas travel will be getting more and more, ahead of time the layout not necessarily is a misdemeanor, even if owes a money is not anything at the worst.” 李牧笑道:“你们得抓住大势啊,国民经济发展越来越好,人民口袋里越来越有钱,未来出境旅游的人会越来越多,提前布局未必是件坏事,就算是亏一点钱也不算什么大不了的事情。” The representative of nearby US (America) aviation asks: „Chief Li, I have an issue, some airplane tickets that if you wrap cannot sell out, whether also allows us before approaching the launching date opens sells?” 一旁美国航空的代表开口问:“李总,我有个问题,如果你包的这部分机票卖不掉的话,是否还允许我们在临近起飞日期之前重新开售？” Li Mu thinks, the nod said: „This does not have the issue, if resources really massive idles in my hand, you can, in the airplane takes off in first 48 hours to start sells the remaining seats, I should pay your guaranteeing a minimum to pay as charged, some sold out income, we 55 are divided, like this you also make money, I can also little lose part.” 李牧想了想,点头说道:“这个没问题,如果我手里的资源真的大量闲置,你们可以在飞机起飞前48小时内重新开售剩下的座位,我该付你们的保底照付,卖掉的这部分收入,我们55分成,这样你们也多赚钱,我也能少损失一部分。” If a price of airplane ticket is 5000 Yuan, Li Mu must first buy from airline according to 4000 Yuan, but if has not sold out before the launching, that wasted purely, the airline can gain from own to 4000 actually, with its this, might as well before approaching the launching, the unlocking sells to the airline, in that case, if they sell by 4000 prices, two sides 55 are divided, Li Mu can take carry back 2000, the airline actually gained 6000. 如果一张机票的价格是5000元,李牧要按照4000元先从航空公司手里买下来,但是如果在起飞之前还没卖掉,那就是纯粹浪费了,航空公司倒是能从自己手里赚到4000,与其这样,不如在临近起飞之前,解锁给航空公司销售,那样一来,如果他们以4000价格卖出去,两边55分成,李牧能拿回来两千,航空公司却赚了六千。 China Airlines Corporation, is the US (America) aviation, is satisfied with this provision, to them, this is ensures their benefits to the full, does not have any reason rejection. 无论是华夏航空公司,还是美国航空,对这个条款都非常满意,对他们而言,这是最大限度保证他们的利益,没有任何理由拒绝。 After the airline reached an agreement, is and communications of two place hotel groups. 与航空公司谈好之后,紧接着便是与两地酒店集团的沟通。 Hotel, Li Mu proposed similarly folds the 20% discount the price, starting from next month, from two place hotel group, will take away 10% room resources directly, similarly will grow 5% in the future every month, highest to 50% will place an upper limit on. 酒店方面,李牧同样提出折上八折的价格,从下个月开始,直接从两地酒店集团手里,拿走10%的房间资源,同样是往后每月增长5%,最高至50%封顶。 This point hotel side has no issue, complied with this cooperation to propose completely. 这一点酒店方没有任何的问题,全部都答应了这个合作提议。 The airplane ticket and hotel are relatively simple, most troublesome, conforms with various resources of two sides travel. 机票和酒店相对简单,最麻烦的,就是整合两边旅游公司的各种资源。 Meets the resources including but not limited to , the tour guide resources and place, as well as various peripheral adequate and systematic service resources. 包括但不限于导游资源、地接资源、以及各种周边配套服务资源。 The Li Mu's idea is, which main force sale self-management both sides organized tour in the future will go to Taobao, for example facing the California user, will sell Los Angeles to serve to the Yanjing organized tour, will then face the China user to sell Los Angeles organized tour to serve. 李牧的想法是,将来在淘宝去哪主力销售自营的双边跟团游,比如面对加州用户,销售洛杉矶到燕京跟团游服务,然后再面对华夏用户销售洛杉矶跟团游服务。 In the past the travel, the travel agency organized this transnational touring party particularly, is conforms with own airplane tickets, hotels as well as other resources, had/left one plan to the user, then sufficiently collected the population, sent the group from the local area. 以往旅游公司,尤其是旅行社组织这种跨国旅行团,都是整合自己的机票、酒店以及其他资源,出一套方案给用户,然后等凑够了人数,就从当地发团。 Sending the group is leads by the local tour guide, is met the company to receive by the place of local cooperation to the place again, specifically is responsible for this touring party at various business of local traveling, then sends the group travel agency to meet the travel agency to settle accounts with the place again. 发团是由当地导游带队,到地方再由当地合作的地接公司接收,具体负责这个旅行团在当地旅游的各种事务,然后发团旅行社再跟地接旅行社结算。 For example some Yanjing touring party had 100 people to go to Los Angeles traveling, sent the group time, only then two leading conducted a tour, but these 100 people of lodgings in Los Angeles and dining, played, vehicle, basically is completely provided by the local travel or the travel. 比如燕京某旅行团带了一百人去洛杉矶旅游,发团的时候只有两名带队导游,而这一百人在洛杉矶的住宿、餐饮、游玩、用车,基本上全部由当地旅行社或者旅游公司提供。 Most touring parties, deliver to the destination, docks after the local partner, generally washed one's hands, domestic low price group even sells the tourist directly per capita, for example had the travel agency to organize 100 people to go to Kunming (Spring City), but also was the low price touring party, they found an inexpensive navigation to deliver directly, then all sold to the local black touring party this 100 individuals, the local touring party spent to buy, brought to shop everywhere, with all one's might the pit, even to make money to buy and sell by using compulsion. 绝大多数的旅行团,把人送到目的地、跟当地合作方对接之后,一般就甩手不管了,许多国内的低价团甚至直接按人头卖游客,比如有旅行社组织了一百人去春城,还都是低价旅行团,他们直接找一个廉航把人送过去,然后就把这一百个人全卖给当地黑旅行团,当地旅行团花钱把人买走,就带着到处购物、可劲坑,甚至为了赚钱强买强卖。 Now, which because the middle clamps Taobao to go, Li Mu cannot certainly allow the matter that any harms the customer to happen. 现在,由于中间夹着淘宝去哪,李牧当然不能允许任何伤害自己客户的事情发生。 Therefore Li Mu to the requests of two place travel is, first, all resources offers must be lower than them usually and industry in the price of travel agency cooperation. 所以李牧给两地旅游公司的要求是,首先,所有资源报价必须低于他们平时与业内旅行社合作的价格。 This is because, in the Li Mu eye, before these cooperation travel agencies each other , can only be the young wholesaler, but oneself will become the tourist industry unprecedented big wholesaler. 这是因为,在李牧眼里,这些合作旅行社彼此之前只能算是小批发商,而自己将成为旅游行业前所未有的大批发商。 They usually with certain travel company cooperation, one year send several groups, in addition also on several hundred guests, but they, if with Li Mu, in the future which will go from Taobao to the customer that they transmit, has possibility one year to achieve several tens of thousands of people, this is the powerful place of platform, therefore, any with the company of platform cooperation, must obey the platform to request honestly, does not dare carelessly hurriedly. 他们平时和某些旅行公司合作,一年发几个团,加起来也就几百个客人,但他们如果跟李牧可以,未来从淘宝去哪给他们发送的客户,有可能一年达到数万人,这就是平台的强大之处,所以,任何跟平台合作的公司,都必须老老实实听从平台要求,绝不敢胡乱造次。 This looks like later generation Apple app very much 这很像后世苹果的app store, almost every app developer, will deliver to app own app on own initiative store,几乎每一款app开发者,都会主动把自己的app送到app store on the shelf sale, but Apple app store上架销售,但是苹果app store is ruthless, so long as produces the user to spend, he must detain the developer 30%, moreover his also big pile of provisions fetter, will violate the rule to be punished even the bottom carriage slightly. store非常狠,只要产生用户消费,他就要扣开发者30%,而且他还有一大堆条款束缚,稍微违反规则就会被处罚甚至下架。 But Apple is so even overbearing, still has no app on own initiative from Apple app 但即便苹果这么霸道,也没有哪个app主动从苹果app store bottom carriage, because they must follow to make money behind the platform buttocks, regardless of the platform requests anything, they must comply. store下架,因为他们要跟在平台屁股后面赚钱,无论平台要求什么,他们都必须照做。 Except for giving a lower price, what is more important, Li Mu wants to undertake to organize to send the role of group, simultaneously oneself arrange with the group tour guides and essential service personnel. 除了给予更低的价格,更重要的是,李牧要自己承担组团发团的角色,同时自己来安排跟团导游以及必要服务人员。 Which request the destination travel must go to according to Taobao, maintaining quality and quantity is Taobao the service that which self-management touring party goes to provide to need, moreover must serve proficiently, can not neglect, because only then the user satisfied, which they can go to settle accounts the income from Taobao, if the customer sues, where Taobao has the right to deduct some expenses, even gives certain punishment! 目的地旅游公司要根据淘宝去哪的要求,保质保量为淘宝去哪的自营旅行团提供所需的服务,而且必须服务到家、不得怠慢,因为只有用户满意了,他们才能从淘宝去哪结算收入,如果客户投诉,淘宝去哪有权扣除部分费用,甚至给予一定处罚！
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