Lu permits Hao facing Li Mu this removing firewood from under the pot -type method, making Ox Takeaway fall into the strange circle that is unable to extricate oneself all of a sudden. 卢允浩面对李牧这种釜底抽薪式的玩法,让牛外卖一下子陷入了一个无法自拔的怪圈。 Most Ox Takeaway electric car Driver, to their electric car and necessary supporting service abhor, they have hate their electric car and necessary, some multi- ORIJEN (long for) Ele.me electric cars and forming a complete set. 大部分牛外卖的电动车骑手,都会对自家的电动车以及配套的支撑服务深恶痛绝,他们有多恨自家的电动车及配套,就有多渴望饿了么的电动车及配套。 Therefore, when Ele.me digs this batch of Ox Takeaway electric car Driver, it can be said that is effortless ; 所以,当饿了么挖这批牛外卖电动车骑手的时候,可以说是不费吹灰之力; But Ox Takeaway after electric car Driver leaves job massively, to guarantee the distribution strength, can only grasp to make electric car Driver bicycle Driver conveniently ; 而牛外卖在电动车骑手大量离职之后,为了保证配送力,只能顺手把自行车骑手抓过来做电动车骑手; Bicycle Driver has not realized the sorrow of Ox Takeaway electric car Driver before then, after they start to begin truly, immediately feels that intense despair, therefore lets the Ele.me offline recruiters found their times, they are also relaxed to be transformed Ele.me Driver. 自行车骑手在这之前没有体会过牛外卖电动车骑手的悲哀,当他们真正开始上手之后,立刻就感受到了那种强烈的绝望,于是让饿了么的线下招聘人员找到他们的时候,他们又轻松被转化成了饿了么的骑手。 Now, Ele.me had regarded a training base Ox Takeaway, their spending hiring, little training, enabling these Driver to grasp the business the complete flow, then turns head, Ele.me recruited these people. 现在,饿了么已经把牛外卖当成了一个人才培训基地,他们花钱招人,一点点培养,让这些骑手掌握业务的全部流程,然后一扭头,饿了么就把这些人招走了。 Moreover, Ele.me only selects the Ox Takeaway electric car Driver team to start, withstands the test, compelled Lu Yunhao does not have the means that in a week rose continuously twice the Driver basic salary, the distribution cost of platform reaches a new peak. 而且,饿了么只挑牛外卖的电动车骑手团队下手,屡试不爽,逼的卢允浩没办法,一个星期内连续涨了两次骑手底薪,平台的配送成本达到一个新的巅峰。 This strange circle formed a close vicious circle, making Lu permit Hao to feel oneself seem like presenting the elementary school mathematics problems, a basin stores water one kiloliter, capacity one myrialiter, the tender filling hole pours water 10 rises every second, water outlet every second of water leakage is also 10 rises, asked how long can gather fully the basin. 这个怪圈形成了一个封闭的恶性循环,让卢允浩感觉自己好像是在做小学数学题,一个水池蓄水一千升,容量一万升,注水口每秒注水十升,出水口每秒出水也是十升,问多久可以把水池蓄满。 The answer is will never be possible. 答案是永远不可能。 Lu permits the time that Hao some innumerable bottlenecks cannot break through, Li Mu also in unceasing the large army under the Shanghai arrange/cloth, deeply digs a hole, the broad product grain. 卢允浩这边一直有无数瓶颈突破不了的时候,李牧还在不断的在沪市布下重兵,深挖洞、广积粮。 Probably goes to war to be the same, Ele.me in continuous is transporting a lot of commodities to Shanghai, has almost a freight vehicle every day, transports various institutes to need the commodity to arrive in Shanghai. 像是打仗一样,饿了么在源源不断的向沪市输送着大量物资,几乎每天都有一辆货车,运送各种所需物资抵达沪市。 Today is several hundred Ele.me electric cars, tomorrow will be big bunch of clothes, Cooler Box, helmet and other necessary equipment, the day after tomorrow may be car(riage) Hasee just the commercial computer of winding. 今天是几百辆饿了么电动车,明天是一大堆衣服、保温箱、头盔等配套装备,后天可能就是一车神舟刚下线的商用电脑。 All these commodities, arrive in Shanghai, hardly after the stock, distributed directly, Ele.me in the Shanghai distribution range is not only getting bigger and bigger, the Driver density is also getting higher and higher. 所有的这些物资,一抵达沪市,几乎不经过库存,就直接分发了下去,饿了么在沪市的配送范围不但越来越大,骑手密度也越来越高。 The people are more, the platform can the order volume of carrying/sustaining be bigger . Moreover the effectiveness also has the enormous safeguard, this point, was Lu Yunhao cannot compare in any event. 人越多,平台能够承载的订单量就越大,而且时效性也有极大的保障,这一点,是卢允浩无论如何都比不了的。 Meanwhile, Li Mu constantly is still raising into the good threshold. 与此同时,李牧还在不断提高入行门槛。 For example, he decided that from domestic cell phone brand star there, the order is not lower than 100,000 Ele.me to have custom-made the funds cell phone in turn. 比如,他决定从国产手机品牌中星那里,分批订购不低于十万台饿了么定制款手机。 The request of cell phone is: first-year university student unimportant and ugly unimportant, does not need to use colour screen, but the continuous cruise capability stronger, signal to be better, quality to be good, meanwhile must achieve the basic waterproofing, after all goes the most universal severe weather that Driver encounters to rain, the function of waterproofing is very important. 手机的要求是:大一点不要紧、丑一点也不要紧、不需要用彩屏,但续航能力要强、信号要好、质量要佳,同时还要做到基本防水,毕竟外卖骑手遇到的最普遍的恶劣天气就是降雨,防水的功能很重要。 Such cell phone, possibly disdains to use to the average person radically, feels big and ugly, but to Driver, has a higher convenience. 这样的手机,给普通人可能根本不屑使用,觉得又大又丑,但是对骑手来说,却有着更高的便利性。 Meanwhile, he cannot wait for the research and development of Apple iOS as well as Android, the preparation first takes the gps function, makes a model of localization cell phone. 同时,他等不及苹果ios以及安卓的研发,准备先把gps功能拿进来,做一款定位手机。 Google Larry Page has handled guidance company keyhole, now this company is Li Mu and Google altogether has, simultaneously all technologies and data also share. 谷歌的拉里・佩奇已经搞定了导航公司keyhole,现在这家公司是李牧和谷歌共有的,同时所有技术和数据也都是共享的。 Therefore, Li Mu decided that with this special superiority, gps module, does a model of localization cell phone in addition, enabling Ele.me Driver to realize the online localization. 所以,李牧决定用这个特殊优势,加上gps模块,来做一款定位手机,让饿了么骑手能实现在线定位。 If wants to realize the cell phone guidance, must first provide the gps module to the cell phone, enabling it to accept the gps signal, realizes the gps positioning function, next needed one set built-in the map of coordinates information, assists gps to locate and guidance. 如果想实现手机导航,首先要给手机配备gps模块,让它可以接受gps信号,实现gps定位功能,其次则需要一套内置了坐标信息的地图,来辅助gps进行定位和导航。 However the present stage current capacity cost comparison is high, online map although can do, but the current capacity cost will make the usage cost considerably increase, what therefore Li Mu thinks, makes the built-in map, map localization. 但是现阶段流量成本比较高,在线地图虽然可以做,但是流量成本会让使用成本大大增加,所以李牧想的是,就做内置地图,把地图本地化。 Moreover, in the future after the localization cell phone produces, the map different establishes according to the city alone, for example these 10,000 cell phones feed specially Shanghai, only built-in Shanghai map, but can also save the storage cost. 而且,将来定位手机生产出来之后,地图根据城市不同来单独设置,比如这一万台手机专供沪市,就只内置沪市地图,还能节省存储成本。 Using the gps module, uses advantage in keyhole in the electronic map as well as guidance, can realize the cell phone guidance, based on cell phone guidance, increases a coordinates receive and upload function again, can develop one to Ele.me Driver the guidance, meanwhile can realize the position real-time update to the localization cell phone of clouds server. 利用gps模块,利用keyhole在电子地图以及导航上的优势,就可以实现手机导航,再在手机导航的基础上,增加一个坐标接收与上传功能,就能够给饿了么骑手开发一款可以导航,同时还能实现位置实时更新到云端服务器的定位手机。 For example, after Driver starting, the cell phone sends a coordinate data to the server every 30 seconds, this data is only one skewer of characters, is minimal to occupancy of current capacity, but, server after receiving this coordinates, can in own localization system, label this Driver exact location, then, the user in front of the computer, where can real-time see this Driver far at present, to oneself. 例如,骑手开机后,手机每30秒向服务器发送一个坐标数据,这个数据只是一串字符,对流量的占用微乎其微,但是,服务器在收到这个坐标之后,就可以在自己的定位体系内,标注这个骑手的具体位置,如此一来,用户在电脑前,就能够实时看到这个骑手目前在哪里、离自己还有多远。 This function is very simple, but the internet industry also no one does now, once this development function , and modulation, had the enormous commercial value, for example, installs this module to the public transportation on, the clouds can know that the real-time position of each public transportation, installs on the taxi, can realize the primary need that online hires a vehicle. 这个功能很简单,但现在互联网行业还没有人做,一旦这个功能开发出来并且模块化,就有了极大的商用价值,比如,把这个模块装到公交车上,云端就能知道每一辆公交车的实时位置,装在出租车上,就能够实现在线叫车的基本需求。 But such localization cell phone, being used for the guidance is also simple, the system direct issue coordinates to the cell phone, the cell phone labels on the local map the coordinates, and using algorithm computation route then. 而这样的定位手机,用来导航也非常简单,系统直接发布坐标给手机,手机把坐标在本地地图上标注起来,并利用算法计算路线即可。 The only trouble is the map promotes is quite difficult, but is unimportant, the early vehicle-borne gps map promotes is very difficult, but gave the driver to bring the revolutionary experience as before, such localization handset design quick, the mass production was also quick, can make Ele.me close up to the mature shape of later generation to a great extent, moreover at least can use long time, before has moved the internet time arrived truly does not have the issue. 唯一的麻烦是地图升级比较困难,但是不要紧,早期的车载gps地图升级都很困难,但依旧给司机带来了革命性的体验,这样的定位手机设计出来很快,量产也很快,可以很大程度上让饿了么向后世的成熟形态靠拢,而且至少能用很长时间,一直用到移动互联网时代真正到来之前都没问题。 Lu permits to know vast Li Mu after matter of doing, the sense of desperation is even more intense, he realized matter that Li Mu must handle, original 10 million on competent matter, hundred million does with ten hundred million even dozens, as the matter stands, the basic threshold of entire industry was pulled, high and enterprise is unable to touch to most people. 卢允浩得知李牧在做的事情之后,绝望感愈发强烈,他意识到李牧要做的事情,是把原来一千万就能干的事,用十个亿甚至几十个亿去干,这样一来,整个行业的入门门槛都被拉高,高到绝大多数人和企业都无法触及。 Now, he feels the pain that this type of threshold constantly enhances to bring profoundly, let alone has custom-made the cell phone, to have custom-made the positioning and navigation cell phone, he has custom-made the strength of electric car to be insufficient, has no way to deal with various Li Mu's methods. 现在,他就深刻感受到这种门槛不断提高所带来的痛苦,别说定制手机、定制定位导航手机,他连定制电动车的实力都不够,根本没法应对李牧的各种手段。 Ox Takeaway gets online the first month, the platform day order volume about hovered in more than 10,000 lists, the odd-numbered days subsidized the user and Driver amount exceed 100,000 Yuan, the overall loss amount was hundreds of thousands of Yuan, this made Lu permit to feel vast the liver trembled. 牛外卖上线第一个月,平台日订单量还是在一万余单左右徘徊,单日补贴用户及骑手的金额超过十万元,整体亏损金额达到数十万元,这让卢允浩感到肝颤。 Own that fund, in maintaining existing scale invariable situation, perhaps can only support again for several months, several months later, if did not have second to invest, that funding chain will be cut off. 自己那点资金,在保持现有规模不变的情况下,或许只能再撑几个月,几个月后,如果还没有第二笔投资进来,那资金链就会断掉。 In comparison, Ele.me in the Shanghai daily order volume in 800,000 lists above, from the white-collar of office building work, to the Browsing ordinary citizen, the Internet users in Internet cafe, is using Ele.me to order at home a meal. 相比之下,饿了么在沪市每天的订单量都在八十万单以上,从在办公楼工作的白领,到在家里上网的普通市民,还有网吧里的网民,都在使用饿了么下单点餐。 The although Ele.me daily subsidy reaches as high as over 2 million, but Li Mu does not worry. 虽然饿了么每天的补贴高达两百万以上,但李牧一点都不着急。 Burn money is only a start, today I burnt many, tomorrow hundred times will take carry back. 烧钱只是一个开始,今天我烧了多少,明天就会百倍拿回来。 However, Li Mu also starts to arrange to reduce the subsidy cost. 不过,李牧也开始筹备降低补贴成本。 He meets to discuss with the Ele.me core team, in the conference makes the decision, from this day, the national Ele.me subsidy, the merchant must undertake 50%, other 50% are undertaken by Ele.me. 他跟饿了么的核心团队开了个会议,会议上做出决定,即日起,全国饿了么补贴,商户须承担50%,另外50%由饿了么承担。 In other words, Li Mu decided that the one breath gets rid of half the burden. 也就是说,李牧决定一口气把包袱甩掉一半。 Chief Lei was somewhat worried, he thought flings such big burden, the business may conflict. 雷总对此有些担心,他觉得一下甩出去这么大的负担,商家可能会有所抵触。 Li Mu said: „Don't worry, they are counted on that we make money, we do not exploit them, we make them branch out part from our vested interest, if this could not accept, how in the future our Ele.me will contribute money? All senior operation talents can look, our final profitability models pull out by the merchant, if has been used to the merchant, we let us not want to gain forever.” 李牧却说:“不用担心,他们是指望我们赚钱的,我们不是要剥削他们,我们只是让他们从自己的既得利益中分出一部分来,如果这都接受不了,将来我们的饿了么怎么攒钱？所有资深的经营人才都能看得出来,我们最终的盈利模式是靠商户抽成,如果一直惯着商户,我们永远都别想盈利。” Chief Lei nods, said: „Chief Li, your meaning I understand, but, our proceeding in an orderly way comes?” 雷总点点头,说:“李总,你的意思我明白,不过,我们是不是循序渐进的来？” Saying, Chief Lei was also saying: „Particularly Shanghai, now the Shanghai that side subsidy is very high, our Shan Ping must subsidize 4-5 Yuan, some and even higher.” 说着,雷总又道:“尤其是沪市,现在沪市那边补贴很高啊,我们一单平均要补贴4-5元,有的甚至更高。” Li Mu said: „Subsidy 4 Yuan, make the business pay dual, the subsidy 5 Yuan, makes the business have 2.5, agreed that continues to cooperate, did not agree that suspends his shop business three days directly, making he himself consider.” 李牧说:“补贴四元,就让商家出二元,补贴五元,就让商家出2.5,同意的,继续合作,不同意的,直接暂停他的店铺营业三天,让他自己考虑。” I help you sell the thing, you are divided to me, this is the perfectly justified matter, is the healthy partnership model, but Ele.me, because the earlier period must first attract the merchant to move into, therefore oneself disburse money to subsidize the user, this counteracts the normal rule, when the conditions are ripe, naturally must change the pattern of subsidy. 我帮你卖东西,你给我分成,这是天经地义的事情,也是健康的合作模式,但饿了么因为前期要先吸引商户入驻,所以自己出钱补贴用户,这本身就是有悖正常规则的,所以在时机成熟的时候,自然是要改变补贴的模式。 At first has the business not to want, thought that Ox Takeaway does not want our subsidy, why do you want our subsidy? 起初有商家不愿意,觉得牛外卖都不要我们补贴,你为什么要我们补贴？ Ele.me does not give any explanation, does not force to comply, only to the merchant two choices, you accepts continues to send the list, does not accept stops sending the list. 饿了么不给任何解释,也不强制必须答应,只给商户两个选择,你接受就继续派单,不接受就停止派单。 The Ele.me robust stand, truly caused the disaffection of many merchant, but Li Mu does not care completely. 饿了么强硬的态度,确实导致了不少商户的不满,但是李牧完全不在乎。 Because Li Mu is very at heart clear, oneself present is helping the business make money, they cannot leave themselves. 因为李牧心里很清楚,自己现在是在帮商家赚钱,他们根本离不开自己。 Now, but makes the business first undertake certain subsidy share, in the future, business not only wants to undertake the subsidy, each must put out 10% running water to pull out only to the platform, after all the platform will make money from the business hand in the future, rather than makes money from the consumer hand. 现在,只是让商家先承担一定的补贴份额,将来,商家不但要自己承担补贴,每单还要拿出10%的流水给平台抽成,毕竟平台将来是从商家手里赚钱,而不是从消费者手里赚钱。 If the business cannot adapt to this transformation, that can only say importance that he himself has not realized the platform. 商家如果不能适应这种转变,那只能说他自己还没有意识到平台的重要性。 Big supermarket chain like Wal-Mart, because the current capacity is huge, the sales volume is huge, before the supplier is incomparably domineering, not only the payment for goods settlement cycle is long, various promotions need the supplier to pay, if the supplier did not agree that forbids to enter the supermarket shelf, as the matter stands, any supplier will recognize instigated. 像沃尔玛这样的大型连锁超市,因为流量巨大,销量巨大,在供货商面前是无比强势的,不但货款结算周期长,各种促销活动都需要供货商来买单,如果供货商不同意,那就禁止进入超市货架,这样一来,任何供货商都会认怂。 Really also has the hotel that does not believe in evil doctrines, must with Ele.me directly just a wave. 确实也有不信邪的饭店,非要跟饿了么正面刚一波。 Lu permitted Hao to see an opportunity in the darkness, he felt, Li Mu now is so strong to the business, possibly was the good opportunity that the curve passed another vehicle! 卢允浩在黑暗中又看到了一个机会,他觉得,李牧现在对商家这么强硬,可能是自己弯道超车的好机会！