The Yanjing weather warms gradually. 燕京的天气渐暖。 For these days, Muye Science and Technology was responsible for the ipo team, has been conducting the communication and docking of ipo work with the team of China State Bank securities. 这几天,牧野科技负责ipo的团队,一直在跟华国银行证券的团队进行ipo工作的沟通与对接。 Li Mu is not willing to see Wendy as before Goldberg, even if she comes Muye Science and Technology, to wait in the onstage hall every day, but Li Mu never wants to see her. 李牧依旧不愿意见温蒂・高柏,即便她每天都来牧野科技、都在前台大厅等候,但李牧始终不想见她。 Sequoia Capital as the Muye Science and Technology shareholder, sending CEO of Greater China region to come, hopes that can further mediate with Li Mu, but Li Mu had not agreed. 红杉资本作为牧野科技的股东,派了大中华区的ceo来,希望能跟李牧进一步斡旋,但李牧也没同意。 Sequoia although invested Muye Science and Technology, but that is they asks to throw, before throwing, signed the agreement, gives up all stock correspondences the voting rights and board of directors seat, therefore they in Muye Science and Technology, is a passenger who rides the SF Express car(riage), does not have any expresses the opinion the power. 红杉虽然投资了牧野科技,但那是他们求着投的,投之前就签了协议,放弃所有股份对应的投票权以及董事会席位,所以他们在牧野科技,就是一个搭顺风车的乘客,没有任何发表意见的权力。 However, Sequoia felt, oneself with Li Mu is the cooperation, Li Mu many will also sell a face, one side best to see with Li Mu, then finds the way to urge him to restart goes to US the ipo business. 但是,红杉觉得,自己好歹跟李牧也是合作关系,李牧多少也会卖个面子,最好是跟李牧见一面,然后想办法劝他重启赴美ipo的事务。 Sequoia this time shouldering, not only future interest, the hope of Wall Street folks. 红杉这次肩负的不只是自己未来的利益,还有华尔街父老乡亲们的希望。 In order to let Muye Science and Technology returns to US (America) ipo, Wall Street is even willing to enhance to the Muye Science and Technology 5%-10% estimate values, so long as Li Mu is willing to discuss, all have the possibility. 为了让牧野科技回到美国ipo,华尔街甚至愿意提高对牧野科技5%-10%的估值,只要李牧愿意谈,一切皆有可能。 But the actual situation is, Li Mu has not entered the Muye Science and Technology opportunity to Sequoia CEO from the start. 可实际情况是,李牧压根没给红杉ceo进牧野科技的机会。 He is very clear, if at this time were tempted by Wall Street this interests, that was equal to that say/way of Wall Street, later in the US stock market, they could not operate Muye Science and Technology even, can still rig other stocks, even except for the Muye Science and Technology entire internet listed company. 他心里很清楚,这时候如果被华尔街这点利益引诱,那就等于还是着了华尔街的道,以后在美股,他们就算操纵不了牧野科技,也能操纵其他股票,甚至除了牧野科技的整个互联网上市公司。 Moreover, goes on the market this matter, once on, thinks that is extremely difficult, particularly to a development momentum excellent enterprise, after the listing, wants to privatize, when must pay compared with ipo the fund more prices of melting, can realize. 而且,上市这种事情,一旦上了,想下来就极其困难,尤其是对一家发展势头极好的企业,上市之后再想私有化,就要付出比ipo时融到的资金更多的代价,才能实现。 If Muye Science and Technology issued 450 hundred million USD stocks in NASDAQ, takes 450 hundred million USD, possibly a listing, the estimate value turns time, this batch of circulation stocks on value 900 hundred million USD. 如果牧野科技在纳斯达克发行了450亿美元的股票,拿到手450亿美元,可能一上市,估值就翻倍,这批流通股票就值900亿美元了。 At this time you want to privatize, even if you put out 900 hundred million USD, NASDAQ and investors will not comply, because they felt, this stock may turn one time in the future again. 这时候你想私有化,就算你拿出九百亿美元,纳斯达克以及投资者们也不会答应,因为他们觉得,这股票有可能在将来再翻一倍。 Therefore, once oneself cannot support the seduction of Wall Street, goes to US (America) to go on the market, that may really not have the road back to walk. 所以,一旦自己架不住华尔街的诱惑,去美国上市,那可就真的没有回头路可走了。 Therefore, Li Mu makes Li Ziwei pass on to Sequoia Greater China region CEO: „According to the initial financing agreement stipulated, I can return any shareholder with the current price on market momentarily, Sequoia , to follow to make money to close the mouth, to get out, now returns you.” 于是,李牧让李紫薇转告红杉大中华区ceo:“按照当初的融资协议规定,我随时可以用市场价清退任何一个股东,红杉如果想跟着赚钱就把嘴闭上,如果想下车,现在就把你清退出去。” Sequoia shuts up immediately. 红杉立刻闭嘴了。 Vinson Goldberg also arrived at China. 紧接着,戴文森・高柏也到了华夏。 However, he stayed for several days in Yanjing, ran several times toward Muye Science and Technology, has not seen Li Mu as before. 但是,他在燕京住了几天,往牧野科技跑了好几次,依旧没有见到李牧。 Actually, Li Mu prepares to Vinson leaves an opportunity, after all this old brothers to work ipo with oneself, entire bought the Man City club gave to itself, if oneself broke ties with him thoroughly, white/in vain with his football club, many doing seemed also to occupy his small advantage. 其实,李牧是准备给戴文森留一点机会的,毕竟这老哥们为了跟自己合作ipo,把曼城俱乐部整个买下送给了自己,如果自己彻底跟他绝交,白拿他一个足球俱乐部,多少搞的好像自己还占了他的便宜。 Therefore, at heart what Li Mu thinks, first conducts the cold treatment to Vinson, when he knows after he made the big mistake, then keeps the meat to eat to him. 所以,李牧心里想的是,先对戴文森进行冷处理,等他知道他犯了多大的错误之后,再给他留口肉吃。 However he was impossible again like before, does lord credit corroborative that Muye Science and Technology listed, most was also follows behind the China State Bank securities to eat the food left over leftover dish. 不过他不可能再像之前那样,做牧野科技上市的主承销商了,最多也就是跟着华国银行证券后面吃点剩饭剩菜。 ...... …… Bloomy spring. 春暖花开。 Vinson had stayed for a half month at a Yanjing hotel, Li Mu leadership new product Ele.me, started to get online the test. 戴文森已经在燕京的一家酒店住了半个多月,李牧主导的新产品饿了么,开始上线测试了。 Test Stage 1, is in the Yanjing four points the region. 测试的第一阶段,是燕京的四环以内区域。 Muye Science and Technology in YY, and YY net issues the officer to proclaim, Taobao also issues the officer to proclaim in the Taobao net, said that the new e-Commerce product „Ele.me” gets online officially, from now on, the users in Yanjing four points can through „Ele.me”, enjoy convenient online to reserve the service. 牧野科技在yy,以及yy网发布官宣,淘宝也在淘宝网发布官宣,称新的电商产品“饿了么”正式上线,从现在起,燕京四环以内的用户可以通过“饿了么”,享受便捷的在线订餐服务。 Ele.me gets online in the Taobao net, the child domain name is, has the independent entrance in the Taobao net home page. 饿了么在淘宝网上线,子域名是,在淘宝网首页也有单独的入口。 After the click enters Ele.me, the user can input own receiving goods position, obtains in oneself nearby five kilometers all has gotten online the restaurant. 点击进入饿了么之后,用户可以输入自己的收货位置,获得自己附近五公里内的所有已上线餐厅。 These have gotten online the restaurant, in the complete electronic menu will have passed to own online shop. 这些已上线餐厅,均已将完备的电子菜单上传到了自己的线上门店。 For the Ele.me team enhances the service quality to the full, in the product the process of build as well as test, has sent out many camera crews ahead of time, goes to each cooperation restaurant specially, conducts the specialized free photograph upload to each. 饿了么团队为了最大程度提升服务品质,在产品搭建以及测试的过程中,就已经提前派出多个摄影团队,专门去每一家合作餐厅,对每一道进行专业的免费拍照上传。 Therefore, the electronic menu on Ele.me, the picture is real, moreover each vegetable/dish picture, matched the writing to introduce incessantly simultaneously, including respective cuisine, burden sheet, taste as well as allergic source. 所以,饿了么上的电子菜单,图片真实精美,而且每一道菜不止一张图片,同时搭配了文字介绍,包括所属菜系、配料表、口味以及过敏源。 It can be said that is at present in the market the most careful menu. 可以说,是目前市面上最细致的菜单。 Users after entering the online shop in any restaurant, can direct on online order, after ordering the meal, through Alipay pays. 用户在进入任何一家餐厅的线上店铺之后,就可以直接在线上进行下单,点餐后,通过支付宝进行支付。 Ele.me team initial period of online, distributes to spend Quanmian, and collaborates the business, provided the rich preferential red packet for the user. 饿了么团队在上线初期,配送费全免,并且联手商家,为用户提供了丰厚的优惠红包。 For example the Ele.me new gift parcel, inside has five two Yuan coupons and five Zhang Sanyuan coupons, five five Yuan coupon. 比如饿了么的新手礼包,里面有五张两元优惠券、五张三元优惠券,五张五元优惠券。 Spends the full ten Yuan, may use a two Yuan coupon ; The full 15 Yuan may use a Zhang Sanyuan coupon, the full 20 Yuan, may use a five Yuan coupon. 消费满十元,可使用一张两元优惠券;满十五元可使用一张三元优惠券,满二十元,可使用一张五元优惠券。 Users in payment, will also enjoy reduces immediately, the lowest 1 hair, the highest entire list is free. 用户在支付的时候,还会享受随即减免,最低一毛,最高全单免费。 As for amount and proportion of randomly reducing, at first what establishes is high, because this period of time is to draw the new crucial phase, compensating to select money Laila to be new, buying newly is much more cost-effective. 至于随机减免的金额以及比例,起初设定的是较高,因为这段时间是拉新的关键时期,赔点钱来拉新,比花钱买新要划算得多。 According to the receiving goods position of user, the initial period only supports them to order in a surrounding area five kilometers restaurant, because this is for the effectiveness that to safeguard the user receives goods, if otherwise the distance is too far, the period of reservation of number is too long, will seriously affect user's use experience. 根据用户的收货位置,初期只支持他们在方圆五公里的餐厅下单,因为这是为了保障用户收货的时效,否则万一距离太远、用户等待时间太长,会严重影响用户的使用体验。 But Ele.me also pledged to the user, in without the influence of severe weather and under natural disaster, all orders in a half hour delivers, over a half hour delivers, according to the overtime time will compensate, biggest may obtain the entire list payment. 而饿了么也向用户承诺,在没有恶劣天气、自然灾害的影响下,所有订单半小时内送达,超过半小时送达的,将按超时的时间进行赔偿,最大可获得全单赔付。 What is worth mentioning is, Ele.me to the box that Driver provides, the effect of insulation is good, and has the heating wire heating function, supplies power by the vehicle-borne lithium battery group, the power is not big, but because the effect of insulation is very good, therefore this can reduce speed the speed that the meal decreases temperature to a great extent, guaranteeing the user can eat the hot meal. 值得一提的是,饿了么给骑手提供的餐盒,保温效果非常好,而且带有电热丝加热功能,由车载锂电池组进行供电,功率不大,但由于保温效果很好,所以这样就可以很大程度减慢饭菜降温的速度,确保用户可以吃上热腾腾的饭菜。 Li Mu hopes to Ele.me very high, once this thing starts to be accepted by the user, immediately can unfold in the first-tier city comprehensively, then sinks to two and three even five cities unceasingly. 李牧对饿了么期许很高,这东西一旦开始被用户接受,立刻就能在一线城市全面铺开,然后不断向二线、三线甚至五线城市下沉。 Under the powerful capital promotes, 1-2 years can realize in the city even cities of nation cover comprehensively. 在强大的资本推动下,1-2就可以在全国的城市甚至城镇实现全面覆盖。 By that time, the Ele.me value will be immeasurable. 到那个时候,饿了么的价值将无可估量。 Moreover, Li Mu had decided that once Ele.me obtains the success internally, immediately starts the Ele.me overseas business in North America and Europe, the manpower cost of European and US developed country seems like very high, but the power of consumption also correspondingly is much higher, they have food to pay about 10% as the power of consumption of tip, food pays for 2-3 USD distribution fees is not the major problem. 而且,李牧已经决定,一旦饿了么在国内取得成功,立刻就在北美和欧洲启动饿了么的海外业务,欧美发达国家的人力成本看似很高,但消费能力也相应高出很多,他们有一顿饭支付10%左右作为小费的消费能力,一顿饭支付2-3美元的配送费也不是什么大问题。 Initially Ele.me and Meituan these product internally promotions time, first relieved all additional charges, simultaneously gave back to massive subsidies, at the later period of the user lazy cancer achieved, immediately turns hostile to collect the distribution fee/spent, two Yuan and three Yuan to eight Yuan and even higher, the domestic people also lukewarm water boiled the adaptation of frog, let alone developed country. 当初饿了么和美团这些产品在国内推广的时候,也都是先免掉一切附加费用,同时还给大量补贴,等用户懒癌达到晚期,立刻变脸收配送费,两元、三元一直到八元甚至更高,国内的人民群众也都温水煮青蛙的适应下来了,更何况发达国家。 Li Mu also prepares with the similar means that around the world trains the user „lazy cancer”, first compensates a money to be indifferent, focus money is also indifferent, sooner or later can several times and dozens times of even several hundred times of gaining come back. 李牧也准备用同样的办法,在全世界范围内培养用户的“懒癌”,先赔点钱无所谓,烧点钱也无所谓,早晚都能数倍、数十倍甚至数百倍的赚回来。 The news circular that Ele.me gets online internally, triggered the extensive attention of domestic media, the Internet users also extremely pay attention, but the only issue is, the present Ele.me business only cleared Yanjing this city, therefore, the Internet users in other places can only eager looks at. 饿了么在国内上线的新闻通告,引发了国内媒体的广泛关注,网民对此也非常关注,但唯一的问题是,现在的饿了么业务只开通了燕京这一个城市,所以,其他地方的网民只能眼巴巴的看着。 But the Internet users in Yanjing four points, the company white-collar, realize the Ele.me unequalled convenient place particularly immediately. 而燕京四环内的网民,尤其是公司白领,立刻就体会到了饿了么无与伦比的便捷之处。 On the day of Ele.me gets online, many Yanjing Internet users to taste foods newly in season, to give preferential benefit, to experience does not go out the feeling of meal, log in Taobao Ele.me, searches oneself nearby order online orders. 在饿了么上线这天,许多燕京网民为了尝鲜、为了优惠、为了体验不出门点餐的感受,登陆淘宝饿了么,搜索自家附近的订单进行网上下单。 Their orders after paying to be successful, immediately deals with by system, system transmits the order the restaurant, while transmits the order Driver in this/should region. 他们的订单在支付成功后,立刻由系统进行处理,系统一边将订单发送给餐厅,一边将订单发送给该区域内的骑手。 Driver has not cleared temporarily snatches the single function, but uses system to send the single algorithm. 骑手暂时没有开通抢单功能,而是采用系统派单的算法。 system will act according to each Driver busy degree, sends the list from not the busiest that start. 系统会根据每一个骑手的忙碌程度,从最不忙的那个开始派单。 If Driver in this region does not have the order, then the first order starts from ID smallest Driver, will assign in the future. 如果这个区域内的骑手都没有订单,那么第一个订单就从id号最小的骑手开始,一路往后分配。 After several rounds of orders divide equally, system will calculate each Driver distribution efficiency to change the proportion of everyone. 几轮订单均分下来之后,系统会计算每一个骑手的配送效率来更改每个人的比重。 The distribution efficiency is high, will obtain more order additions ; 配送效率高的,将得到更多的订单加成; For example average per person 5 single time, meets the distribution efficiency high Driver 6-7 orders, simultaneously will reduce the distribution efficiency low Driver order number, reduces it to 3-4 orders, as the matter stands, can realize attendance to be many. 比如人均五单的时候,会给配送效率高的骑手6-7个订单,同时会减少配送效率较低的骑手订单数,将其降低到3-4个订单,这样一来,就能实现勤者多得。 Moreover, because each Driver activities are fixed, and overlaps alternately, therefore their will deliver meal the distance to be biggest not over five kilometers, will ride the electric car to run five kilometers, to them will not be the issue, the effectiveness can very big safeguard. 而且,由于每一个骑手的活动范围是固定的,并且互相交叉重叠,所以他们的送餐距离最大也不会超过五公里,骑电动车跑五公里,对他们来说不是什么问题,时效性可以又很大的保障。 Ele.me in First Day that Yanjing gets online, enjoyed praise of Yanjing white collar worker. 饿了么在燕京上线的第一天,就受到了燕京白领阶层的追捧。 Day of time, the order number achieved 200,000, the total consumption amount breaks through 3 million. 一天时间,订单数就达到了二十万,总消费金额突破三百万。 Several thousand distribution night and day, shuttle back and forth in the Yanjing street frequently, not only achieved 97% the order timeliness , the exposure rate/lead will improve a new altitude, hit the reputation all of a sudden. 数千名配送员连轴转,在燕京街头频繁穿梭,不光将订单准时率做到了97%,也将曝光率提高到了一个新的高度,一下子就将口碑打了出去。 This is only in the Yanjing four points the First Day achievement. 这只是燕京四环内第一天的成果。 If expands across the country, a day of 20 million list is relaxed. 如果扩展到全国范围内,一天两千万单轻轻松松。 If continues to raise the level of dependency of user, and continues to draw newly, one day 200 million are only not the dreams. 如果继续提升用户的依赖程度,并且继续拉新,一天两亿单也不是梦想。 That night, the domestic media, the venture capitalists media blasted out the pot particularly. 当天晚上,国内媒体,尤其是创投媒体就炸开了锅。 Everyone didn't expect, Li Mu can delivers the restaurant meal the business move to unexpectedly online. 谁也没想到,李牧竟然能把餐厅送餐的业务搬到网上。 Moreover, this novel pattern, unexpected was welcome by the user! 而且,这种新奇的模式,出乎意料的受到用户欢迎！ Li Mu as if found a new blue sea potentially large! 李牧似乎又找到了一个潜力巨大的新蓝海！