RINAPE :: Volume #17

#1689: Peak forum (Last Part)

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In order to guarantee each link can achieve the minimum cost, Li Mu requests the travel in China and US, must to oneself a market minimum offer, and forces to sign the price safeguard agreement, pledged that cannot the tourist resources in hand, less than or equal to supplies the Muye Science and Technology price, other supplies third party companies. 为了确保每一个环节都能做到最低的成本,李牧要求中美双方的旅游公司,必须给自己一个市面最低的报价,并且强制签订价格保障协议,承诺不会将手里的旅游资源,以低于或等于供给牧野科技的价格,供给其他第三方公司。 In other words, the Muye Science and Technology resources cooperate the negotiated price, must be lowest. 也就是说,牧野科技的资源协议价,必须是最低的。 At first, several US (America) travel, „overlord provision” are also wary about this, Li Mu found a time, gathers to meet them. 起初,几家美国的旅游公司,对这个“霸王条款”还心存疑虑,李牧抽了个时间,将他们聚集起来开了个会。 At the meeting, Li Mu to these business advisories the anxiety issue, discovers at present they biggest worry, was worried that which customer Taobao goes to measure insufficiently in a big way. 会上,李牧向这些企业咨询了他们目前疑虑的问题,发现他们最大的担忧,是担心淘宝去哪的客户量不够大。 In their opinion, the customer measures insufficient, market potential naturally also insufficient, if also pledged the bottom price, if a bigger customer had the opinion, processing is very thorny. 在他们看来,客户量不足,市场潜力自然也不足,如果还承诺最低价格,如果更大的客户对此有意见,处理起来就很棘手。 California biggest tourist service company person in charge said to Li Mu: „Mr. Li, we are willing to a Muye Science and Technology enough low service offer, but you make us guarantee that is lowest to the offer of Muye Science and Technology, but must guarantee that other families/home cannot be lower than were equal to this price, this to us, somewhat was truly harsh.” 加州最大的旅游服务公司负责人对李牧说:“李先生,我们愿意给牧野科技一个足够低的服务报价,但你让我们保证给牧野科技的报价最低,还要保证其他家不能低于等于这个价位,这对我们来说,确实有些苛刻了。” Li Mu asked him: „You thought where can raise harshly, we consulted.” 李牧反问他:“你觉得哪里苛刻可以提出来,我们协商一下。” The opposite party said: „We fully studied the China first-tier city the market reality and prospect that goes to US to travel, although we also anticipated that very much the China tourist can bring the huge income to grow for us, the business space that but according to our analyses, the China first-tier city goes to US to travel in a short time is not very big, if we gave your exclusive bottom price at this time, will have very big injury to our other customer.” 对方说道:“我们充分研究了华夏一线城市赴美旅游的市场现状与前景,虽然我们也很期待华夏游客能够为我们带来巨大的收入增长,但根据我们的分析,短时间内华夏一线城市赴美旅游的增长空间并不是特别大,如果这个时候我们给您排他性的最低价格,对我们其他的客户会有很大的伤害。” Li Mu said with a smile: „Present stage the US (America) person comes the China traveling, the China person goes to the US (America) traveling, are quite relatively few, because of so, the future development opportunities will be huge.” 李牧笑道:“现阶段无论是美国人来华夏旅游,还是华夏人去美国旅游,相对还都比较少,可正是因为如此,未来的发展空间才非常巨大。” Saying, the Li Mu example was saying: „You look, our time is to strengthen the traveling of California and China first-tier city in name interactive, is Yanjing, Shanghai, Yangcheng and Shenzhen, but do you know, besides embassy of US (America) in China in Yanjing, Shanghai and Yangcheng has the US (America) consulate-general, these two city cover eastern China, covers southern China, is the China economy most developed areas, can say the China richest and average per person highest paid city in their coverage scopes, therefore, you really thought that behind this is only the business of four city and California?” 说着,李牧举例道:“你看,我们这次名义上是加强加利福尼亚州与华夏一线城市的旅游交互,也就是燕京、沪市、阳城和深市,可是你知不知道,除了美国驻华夏的大使馆在燕京之外,沪市、阳城都有美国的总领事馆,这两个城市一个覆盖华东,一个覆盖华南,都是华夏经济最发达的地区,可以说华夏最有钱、人均收入最高的城市都在它们的覆盖范围内,所以,你真觉得这背后只是四个城市和加州的生意吗？” , Li Mu also said: „Everyone makes the traveling, the base element of very clear cross China Airlines line, China to the US (America) such long range, the route can say that particularly is the hub to the hub, I attain the market lowest ticket price now, attained the market lowest hotel price, now I am wanting other market lowest tourist resources prices with you, if you work with me, tourist product that then I formulate, the cost price will be far lower than the normal level, in addition I to not make money, so long as supplements the operation cost in the cost, does not need to take the one cent profit, price that as the matter stands, I give., In the market the unique ultra-low cost.” 顿了顿,李牧又道:“大家都是做旅游的,很清楚跨国航线的基本要素,尤其是华夏到美国这么长的航程,航线可以说全是枢纽对枢纽,我现在拿到了市面最低的机票价格,拿到了市面最低的酒店价格,现在我在跟你们要市面最低的其他旅游资源价格,如果你们跟我合作,那么我制定的旅游产品,成本价格将远低于正常水平,再加上我根本不为赚钱,只要在成本上追加运营成本,不需要多拿一分钱利润,这样一来,我给出的价格,就是市面上绝无仅有的超低价。” „If I provide, from Los Angeles to a Yanjing seven days roaming, the implicit price compared with other channel small advantage several hundred USD, I believes that other California peripheral states' people will choose from Los Angeles without hesitation embark, flies Los Angeles also to want one hour from the Phoenix of Arizona, dozens USD.” “假如我提供的,从洛杉矶到燕京的七日游,综合价格比其他渠道便宜几百美元,我相信加州周边其他州的民众会毫不犹豫的选择从洛杉矶出发,从亚利桑那州的凤凰城飞到洛杉矶也不过只要一个多小时,几十美元而已。” „The price that if I give, can compared with other channel small advantage thousand USD, let alone your peripheral several state, I believe that even the New York residents meeting of east coast is still willing to purchase my service, then spends for several hours arrives at Los Angeles turnover one time, I heard that flies the airplane ticket of West coast from the east coast, the price is lower than hundred USD year to year.” “如果我给的价格,能比其他渠道便宜一千美元,别说你们周边的几个州,我相信就算是东海岸的纽约市民也会愿意购买我的服务,然后花几个小时的时间到洛杉矶周转一次,我听说从东海岸飞到西海岸的机票,价格常年低于一百美元。” The attending travel is silent, the content that Li Mu said that really has very strong attraction to them. 与会的旅游公司一个个都沉默起来,李牧说的内容,对他们确实有很大的吸引力。 The China situation, everyone many have heard some, at present the China hub airport are not many, the hub airports of overwhelming majority flying international airways, are Yanjing, Shanghai and Yangcheng, even can say, currently speaking, overwhelming majority China people want to go to US (America), the place that must be at from oneself goes to one of them of these three airports, then takes the international flight to fly to US (America). 华夏的情况,大家多少都听说过一些,目前华夏的枢纽机场不多,绝大部分飞国际航线的枢纽机场,就是燕京、沪市、阳城,甚至可以说,就目前而言,绝大部分华夏人想去美国,都得从自己所在的地方前往这三个机场的其中之一,然后再乘坐国际航班飞赴美国。 Then , means that behind Li Mu's this big plan, covered, not only the residents in four first-tier cities, but is the nation, or at least mostly country's people. 如此一来,也就意味着,李牧的这个大计划背后,覆盖的不只是四个一线城市的市民,而是全国,或者至少多半个国家的民众。 Very possibly future half China people, when considers to go to US to travel, will consider that which goes to purchase the Freedom Travel meal from Taobao or where joins a group itinerary in Taobao directly, then starts from these three first-tier cities, as the matter stands, the potential customer measures considerably increases. 很可能将来半个华夏的民众,在考虑赴美旅游的时候,都会考虑从淘宝去哪购买自由行套餐或者直接在淘宝去哪参团,然后从这三个一线城市出发,这样一来,潜在的客户量大大增加。 But that side US (America), the hub airport are many, moreover distributes quite loose, for example New York, Chicago, Atlanta, Los Angeles, San Francisco, Seattle wait/etc are the ranking very big airport near the top, theoretically, from any of these hubs, has to non-stop fly Yanjing or the Shanghai flight. 而美国那边,枢纽机场很多,而且分布比较散,比如纽约、芝加哥、亚特兰大、洛杉矶、旧金山、西雅图等等都是排名很靠前的大机场,理论上,从这些枢纽的任何一个,都有直飞燕京或者沪市的航班。 However, cannot support the frequency that the US (America) person takes plane to endure compared with the China person rides the train, often flies this to fly that flying were many, the experience were also many . Moreover the US (America) person traveling is backpacker, the poor roaming are quite many, will plan carefully very much, how to use the favorable turn to obtain a more inexpensive journey, the US (America) person compares the China person to be an expert. 但是,架不住美国人坐飞机的频繁程度堪比华夏人坐火车,动不动就飞这飞那,飞的多了,经验也就多了,而且美国人旅游都是背包客,穷游比较多,很会精打细算,如何利用转机来获得更廉价的出行,美国人比华夏人更在行。 Similarly to Yanjing, most US (America) people, regardless of embarks from above any US (America) hub airport, when he realized a special plane time can save several hundred even over a thousand USD, he is very difficult to resist this attraction. 同样是到燕京,大部分美国人无论从以上任何一个美国枢纽机场出发,当他意识到专机一次可以节省几百甚至上千美元的时候,他都很难抵御这种吸引力。 Theoretically said that if Li Mu can press enough lowly to the Yanjing overall cost Los Angeles, the entire US ordinary tourist comes the Yanjing traveling, may consider Los Angeles that purchases Li Mu to provide to the Yanjing meal, as the matter stands, he covers, incessantly a California state. 理论上说,如果李牧能够把洛杉矶到燕京的整体成本压得足够低,全美的普通游客来燕京旅游,都有可能考虑购买李牧提供的洛杉矶到燕京套餐,这样一来,他覆盖的,就远不止加利福尼亚一个州。 Before these travel, has felt, Li Mu is because relates with Schwarzenegger quite well, therefore helps Schwarzenegger make achievements, to stimulate the tourist income of California, but didn't expect, Li Mu wants to use the price advantage unexpectedly, turns into entire US to go to the China traveling California the core hub. 这些旅游公司之前一直觉得,李牧是因为跟施瓦辛格关系比较好,所以才帮施瓦辛格做点政绩、拉动一下加州的旅游收入,但没想到,李牧竟然想利用价格优势,把加州变成一个全美赴华夏旅游的核心枢纽。 As the matter stands, this matter had the worth doing. 这样一来,这件事就更有搞头了。 To these enterprises, felt that looked like suddenly sees the light generally, in addition Li Mu has the unequalled resources, after their little reflection, then without hesitation complied. 对这些企业来说,感觉就像是豁然开朗了一般,再加上李牧有着无与伦比的资源,他们稍加考虑之后,便毫不犹豫的答应下来。 Therefore, Li Mu won another victory, attained the entire California most small advantage tourist resources. 于是,李牧再下一城,拿到了整个加州最便宜的旅游资源。 The resources of these travel cover very broadly, included the tour guide, translator, vehicle, dining, admission ticket and amusement project, even is the shopping, the cost overall drop of this part, where can make Taobao have bigger operating space. 这些旅游公司的资源覆盖非常广,囊括了导游、翻译、用车、餐饮、门票、游乐项目,甚至是购物,这部分的成本整体下降,能让淘宝去哪拥有更大的操作空间。 When the peak forum will soon end, which cooperation range Li Mu has merged into Taobao to go to all attending enterprises completely, simultaneously attained the entire industry lowest price. 在巅峰论坛即将闭幕的时候,李牧已经把所有与会的企业全部并入了淘宝去哪的合作范围,同时拿到了全行业最低的价格。 Which Taobao goes to the Sino-US Traveling Related Enterprise maximum attraction, was it helps both sides find a new resources realization market. 淘宝去哪对中美旅游相关企业最大的吸引力,就是它帮助双方找到了一个新的资源变现市场。 Before then, US (America) travel grasp the large amounts of native tourist resources, but their main realization objects, from US (America), Europe, Australia as well as Japan & South Korea, the China 1.3 billion population, go to the population of US (America) traveling to be short to every year can ignore, now, where Taobao starts to output US (America) more China tourists, making them also many realization community. 在此之前,美国旅游公司手握大量本土旅游资源,但他们主要的变现对象,来自美国、欧洲、澳洲以及日韩,华夏十三亿人口,每年前往美国旅游的人数少到可以忽略不计,现在,淘宝去哪开始把更多的华夏游客输出到美国,让他们又多了一个变现群体。 If this chain in turn, to China travel, also enjoys. 这个链条如果反过来,对华夏旅游公司来说,也同样受用。 US (America) or China, the use of tourist resources is far from the saturated condition, this also means, the both sides market needs more consumers. 无论是美国还是华夏,旅游资源的利用都远没到饱和状态,这也就意味着,双方市场都需要更多的消费者。 However, to Li Mu , compared to make the China tourist walk, he hopes that makes the overseas visitors walk, simultaneously hopes they can issue the China beautiful country, lets more overseas visitors Zhixiao. 不过,对李牧来说,相比让华夏游客走出去,他更希望让海外游客走进来,同时更希望他们能够把华夏的大好河山发布出来,让更多的海外游客所知晓。 To promote fast landing of tour abroad project as soon as possible, Li Mu invited CCTV documentary film team to reorganize manufactures the documentary films of China all famous attractions, prepared to place on Twitter to be used to propagandize, CCTV also thought that this was one allows the overseas people deeply to understand China good opportunity, without hesitation complied, even did not need Li Mu to bear the one cent production cost. 为了尽快推动出境游项目的快速落地,李牧邀请央视纪录片团队整理制作华夏所有著名景点的纪录片,准备放在twitter上用来宣传,央视也觉得这是一个让海外民众深入了解华夏的好机会,毫不犹豫的答应下来,甚至不需要李牧承担一分钱制作成本。 Afterward, Li Mu convenes to meet Muye Science and Technology and executive of Taobao net, combs the tour abroad service process. 随后,李牧将牧野科技与淘宝网的高管召集起来开会,梳理出境游服务流程。 First, simultaneously looks for the head-hunting company to help, the professional who digs a number of tourist industries fast, forms a complete tourist group, before being responsible , the latter three stages of entire service comprehensively. 第一,同时找猎头公司帮忙,快速挖一批旅游行业的专业人才,组建一个完整的旅游团队,全面负责整个服务的前中后三个阶段。 The pre-sale stage, docks and helps the user apply including the traveling plan formulation and customer to get visa, particularly visa issue, not only need help the user prepare the necessary material, the help user fills in the necessary form, but must unify to organize the user to the embassy and consulate surface bamboo slip, striving to be biggest signing rate/lead ; 售前阶段,包括旅游方案制定、客户对接、帮助用户申请签证,尤其是签证问题,不但要帮助用户准备必要材料,帮助用户填写必要表格,还要统一组织用户到使馆、领事馆面签,争取最大出签率; Sells the stage , sends the group including the customer organization and set, and group and translator, as well as coordinates the tourist resources between both sides enterprises. 售中阶段,包括客户组织、集合、发团、跟团、翻译,以及协调双方企业之间的旅游资源。 The post-sale stage, pays a return visit , the degree of satisfactory investigation, suit processing and feedback including the customer ; 售后阶段,包括客户回访、满意度调查、投诉处理以及反馈; Second, the coordinate flow of entire business, where the In short description is Muye Science and Technology puts up a stage, Taobao to perform, all costs have Muye Science and Technology and supply enterprise dock, which then goes to conform with the sale by Taobao, then settles accounts with Muye Science and Technology, based on this principle, the different plan formulation of the touring party and self-drive roaming, where takes responsibility by Taobao completely, is made the plan, then to calculate the pricing by them. 第二,整个业务的配合流程,一句话描述就是牧野科技搭台、淘宝去哪唱戏,所有的成本都有牧野科技和供应企业对接,然后由淘宝去哪整合销售,然后再跟牧野科技结算,基于这个原则,旅行团、自驾游的不同方案制定,完全由淘宝去哪做主,由他们制定方案、然后核算定价。 The Li Mu's objective is the earlier stage one cent does not gain, ties then, subsidizes the user, to foster the market by the lowest price fast, if the user feeds back is not quite positive, but can also put out some money to come to subsidize the user, for example a cost price of travel plan is 8000 Yuan RMB, where Taobao goes to be able everyone subsidy 1000 Yuan, first pounds its several hundred million, pounds the heat the tour abroad, later does not worry not to have money earned ; 李牧的宗旨是前期阶段一分钱也不赚,打平即可,以最低的价格来补贴用户、快速养成市场,如果用户反馈不太积极,还可以拿出一部分钱来补贴用户,比如一个旅行方案的成本价是8000元人民币,淘宝去哪可以每人补贴1000元,先砸它几个亿,把出境游砸热,以后不愁没钱赚; Third, once after the plan formulates, where gets online the sale in Taobao immediately, YY and Weibo (Micro Blog) Twitter follows up to promote immediately, at the maximum speed straightens out! 第三,一旦方案制定出来之后,就立刻在淘宝去哪上线销售,yy、微博twitter立刻跟进推广,以最快的速度步入正轨！
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