RINAPE :: Volume #7

#666: Logistics project progress

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After coming to an arrangement about «Super Voice Girls», on the same day returned to Yanjing, after Li Mu Chen Wan delivered to her apartment, the done first matter hurries to with Su Yingxue meets, the Cai Zhixiao matter will then just go to Hunan shortly afterward two days, Li Mu knows that she was very difficult to come out of this shadow for a short time, therefore after coming back, then as far as possible found some time to accompany her. 谈妥了《超级女声》之后,当天回到燕京,李牧把陈婉送到她的公寓之后,做的第一件事就是赶去和苏映雪见面,蔡知晓的事情刚过不久自己便去了湘都两天,李牧知道她一时半会还很难走出这个阴影,所以回来之后便尽可能的找一些时间多陪陪她。 The Wang Xinran college entrance examination is about to begin, even if Su Yingxue wants to pull out a time and Li Mu treats in the same place, because of the crucial phase of younger sister college entrance examination, therefore she must focus on the body of Wang Xinran. 王欣然高考在即,即便是苏映雪很想多抽点时间和李牧待在一起,但因为正是妹妹高考的关键时期,所以她还是必须要将重心放在王欣然的身上。 Su Yingxue does not have the too much time to leave Li Mu, Li Mu are also being busy of matter. 苏映雪没太多时间留给李牧,李牧自己也是一件又一件事的忙个不停。 The come back second day, Li Mu under the wanton bombing of Brother Liu innumerable telephone, leaves to go to the Taobao net, met with him. 回来的第二天,李牧在刘师兄无数个电话的狂轰滥炸下,动身前往淘宝网,与他见面。 Liu Qiangdong ran recently many places, saw many people, these almost all are the senior managerial staff, the block managers and the place business agent major logistics express companies. 刘镪东最近跑了很多地方,也见了很多人,这其中几乎全是各大物流快递公司的高级管理人员、片区经理以及地方代理商。 According to Li Mu's plans, Liu Qiangdong must weave a logistics big net that for the Taobao net covers the nation, at present, he has run several basic veins, waited for Li Mu to weave white/in vain in them together. 按照李牧的规划,刘镪东要为淘宝网编织出一张涵盖全国的物流大网,眼下,他已经跑出了几条基本脉络,就等着李牧把它们白编织在一起了。 Li Mu around 8 : 00 am went out, catches up arrives in the Taobao net before 9 : 00, Brother Liu already in the office his a half hour, met, Brother Liu first opened the mouth to chat, was Li Mu made in unexpectedly in the past few days the circle all knew „magnificent feat”. 李牧一大早八点多就出门,赶在九点之前抵达淘宝网,刘师兄已经在办公室等他半个多小时了,一见面,刘师兄首先开口聊到的,竟然是李牧前些天弄得圈内皆知的“壮举”。 Brother Liu first teased Li Mu several, but then said later earnestly: „Xiaojing mentioned this matter with me, she said that made me pass on to you, the Huang Family person worked sinisterly is becomes famous in Yanjing, Huang Jinxiao in the past was on the say/way of some place the big brother, does not know that with what method, unusual was near in the area, afterward this municipal party committee secretary who followed the local municipal party committee secretaries in secret rose high, finally entered Yanjing, then referred to the strip washing the white say/way to him, he then moved to Yanjing develops, moreover developed was quite competent, this person, not only cruel and merciless, moreover sought revenge for the slightest grievance, this time you were eaten such big owing by them, Xiaojing and I. Feared that he will ask you to trouble in the future.” 刘师兄先是调侃了李牧几句,但随后便非常认真的说:“小京跟我说起这件事,她说让我转告你,黄家人做事阴险在燕京是出了名的,黄锦潇当年是某地的道上大哥,不知道用了什么手段,在当地跟当地的市委书记私下里走的非常近,后来这市委书记一路高升,最后进了燕京,便给他指了条洗白的道,他这才迁到燕京来发展,而且发展的颇有实力,这种人,不仅心狠手辣,而且睚眦必报,这次你让他们吃了这么大的亏,小京和我都怕他将来会找你麻烦。” Li Mu nods, said: „This matter I know in heart, we let us not chat this, chats you recently at the busy matter, what kind of, what had to harvest?” 李牧点点头,说:“这事儿我心里有数,咱们就别聊这个了,聊聊你最近在忙的事情,怎么样了,有没有什么收获？” Brother Liu simply said: „I for several days was mainly the work in two aspects, first was you said that we wanted to construct the motorcade fast, after Brand Day, once started to concentrate to deliver goods massively, our constructed the motorcade the express item batch to transport to each provincial capital, therefore my time looked for several traditional logistics companies, the logistics company in Tong County felt good, they had the motorcade that 23 car(riage)s composed, vehicle condition also good, but the overall benefit was quite recently bad in this year, in the company account is also owing the bank 5 million loans, if we are willing to purchase, what they did not request premium., We undertake the loan, pays them again 7 million, they are willing, the belt/bring line to add bases situated in high-speed nearby 20 mu places again, the overall pack gives us.” 刘师兄便道:“我这些天主要是两个方面的工作,首先是你说的,我们要快速自建车队,等到品牌日之后,一旦开始大规模集中发货,我们的自建车队可以把快件批量运送至各个省会,所以我这次找了几家传统的物流公司,有一家通县的物流公司感觉非常不错,他们有一只二十三辆车组成的车队,车况都还不错,但是最近这一年整体效益比较差,公司账面上还欠着银行五百万的贷款,如果我们愿意收购的话,他们也不要求什么溢价,我们承担贷款,再付他们七百万,他们就愿意连人带车、带线路再加一个位于高速边上二十亩地的基地,整体打包给咱们。” ‚ ‘ Li Mu said: „What money in 20 mu place estimate in Tong County is unworthy, to them is also a parking lot?” 李牧说:“在通县的二十亩地估计不值什么钱,对他们来说也就是个停车场吧？” The Brother Liu nod said: „Place truly very leaning, remote, arrived in the porch side city quickly, but there next to high-speed, I thought that can bring the extension actually, made a logistics collection and distribution base, quite convenience to our later land transportation motorcades.” 刘师兄点头说道:“地方确实很偏,前不着村后不着店的,快到廊方市了,不过那里紧挨着高速,我觉得倒是可以拿来扩建,做一个物流集散基地,对咱们以后的陆运车队来说会比较方便。” Li Mu beckons with the hand: „Ok, our logistics collection and distribution base must first choose around the airport, other places did not consider, without the airport, or really cannot approach the airport, we act according to the convenient selected location of the highway and railroad again. Later we establish our logistics system, must allow to pass through to the efficiency.” 李牧摆摆手:“算了,我们自己的物流集散基地一定要先选择在机场周围,其他地方都不考虑,没有机场的,或者实在靠近不了机场的,我们再依据高速公路和铁路的便利性选址。以后咱们建立自己的物流体系,一切都要给效率让路。” Brother Liu slightly pondered over, Li Mu said actually also right, the automobile speed was slower than the airplane, generally, will choose the land transportation the goods is not high to the time-limited request, even the selected location near the airport, should still run for dozens minutes to one hour of distance, will be nothing, but to air express mail, collection and distribution base, if near the airport, the efficiency of entire turnover will be quicker. 刘师兄略一思忖,李牧说的倒是也对,汽车速度本来就比飞机慢很多,一般情况下,选择陆运的货品对时效性的要求都不会太高,就算是选址在机场附近,也就是多跑几十分钟到一个小时路程,算不了什么,但是对航空快件来说,集散基地如果在机场附近的话,整个周转的效率会快很多。 Li Mu then said: „Takes the words of this company, is mainly their ready-made vehicles and drivers, other does not matter, therefore you must guarantee that ties up to me their people, we let us not pay money, they fling the car(riage) and base to us, oneself ran.” 李牧接着说:“拿下这家公司的话,主要就是要他们现成的车辆和司机,其他的都无所谓,所以你一定要确保把他们的人给我拴住,别我们一付了钱,他们把车和基地甩给我们,自己跑了。” Brother Liu said with a smile: „This you could rest assured that I passed with their present boss ditches, if we determine to purchase them, purchases first me only to pay he 70% purchase, remaining 30% sign an agreement to him, in completing the first year of purchase, his 30% purchase were equivalent invested this company 30% stocks, turned into the young shareholder of this motorcade him, continued to stay here to work, so long as he maintained the operation of this motorcade, one year later, I will be based on this 30%, gave him to add 10% premiums, the stock in his hand. Receives, in this case, he wants to receive the following sum of money smoothly, must maintain to me his team.” 刘师兄笑道:“这个你放心,我跟他们现在的老板沟通过了,如果我们确定收购他们,收购第一笔我只付他70%的收购款,剩下的30%给他签一个协议,在完成收购的第一年里,他那30%的收购款相当于投资了这个公司30%的股份,把他变成这支车队的小股东,继续留在这里工作,只要他维持好这支车队的运作,一年之后,我会以这30%为基础,给他加10%的溢价,把他手里的股份收回来,这样的话,他想顺利拿到后续的这笔钱,就必须把他的团队给我维护好。” Nod of Li Mu appreciation, the Brother Liu means are also very practical, is the method in the capital market frequently playing, most companies acquire another company time, does not want to buy the hardware pack, but is the hope stays behind the product, team and the hardware opposite party completely, at least detains some time, oneself replace again slowly, therefore they will sign a similar agreement in the purchase with company everyone, spends money to tie up him and his team, but to the entity industry, many people is very difficult to accept this partnership model, thinks that the purchase on is the short-lived business that you disburse money I to deliver, Liu Qiangdong In order to attract the opposite party, gave 10% premiums to touch him, this was a very good way, moreover in fact will not have the too big disbursement. 李牧赞赏的点了点头,刘师兄的办法也很实用,是资本市场上经常会玩到的手段,多数公司收购另一家公司的时候,都不想只是把硬件打包买走,而是希望把对方的产品、团队以及硬件全部留下,最起码留住一段时间,自己再慢慢替换,所以他们在收购的时候都会跟公司所有人签订一个类似的协议,用钱拴着他和他的团队,不过对实体行业来说,很多人还很难接受这种合作模式,认为收购就是你出钱我交货的一锤子买卖,刘镪东为了吸引对方,给出了10%溢价来打动他,这是个很好的办法,而且实际上并不会产生太大的支出。 Therefore Li Mu then said: „Brother Liu, this motorcade you, if feels OK, first brought to break up using, first withstood our Taobao Brand Day demand, after our logistics company started, then and came in them.” 于是李牧便说:“刘师兄,这个车队你如果觉得OK,就先拿过来拆散了用,先顶住我们淘宝品牌日的需求,等到我们自己的物流公司开始启动之后,再把他们都并进来。” Liu Qiangdong said: „I managed as soon as possible, strive to sign the contract with him over the two days.” 刘镪东说:“那我尽快去办,争取这两天就跟他签合同。” Li Mu said: „After contract signs, first gives me to send Shenzhen and Shanghai more than 50% car(riage)s, these two places are our battle positions.” 李牧说:“合同签完之后,先给我把一半以上的车派到深市和沪市,这两个地方是咱们的主阵地。” At present, participates in Taobao summer the Brand Day enterprise majority to be centralized area Guandong Shenzhen, as well as Shanghai peripheral area, when the time comes most products must send out the whole country from these two places, therefore Taobao own motorcade must be responsible for sorting the good express item when the time comes, escorts to across the country provincial capital, is responsible for the lower transportation and sending by local EMS. 目前,参加淘宝暑期品牌日的企业大部分都集中在粤省深市一带,以及沪市周边一带,到时候绝大多数的产品要从这两个地方发往全国各地,所以到时候淘宝自己的车队就要负责把分拣好的快件,送往全国各地省会,然后由当地的EMS来负责下一级的运输及派送。 Liu Qiangdong said that the matter of motorcade, then said to Li Mu later: „Then reports the matter of logistics company with you, my time senior-level management that saw ZJS Express, STO Express as well as SF Express, and found in these three families/home is willing with the object who we work together, moreover they said that the condition that if we pledge if appropriate, will come out oneself backbone cabals belt/bring, according to you said initially, we dig the person, then invests money directly, quickly sets up our nerves in their original foundations, but a little compares the headache, their initial prices are very high, not only the pay request at least increased 50% in the existing foundation, Moreover there is a stock request.” 刘镪东说完车队的事情,随后便对李牧说:“接下来跟你汇报一下物流公司的事情吧,我这次见了宅急送、申通以及顺丰的高级管理层,并且在这三家里都找到了愿意跟我们一起合作的对象,而且他们都表示,如果我们开出的条件如果合适,会把自己手下的骨干人员都带出来,按照你当初说的,我们挖人,然后直接投钱,快速在他们原有的基础上建立起我们的覆盖网,不过有一点比较头疼,他们的开价都很高,不但薪资要求在现有基础上至少增加了50%,而且还有股份要求。” Li Mu ponders over the moment, asked him: „The resources in these manpower respectively centralized in which areas?” 李牧思忖片刻,问他:“这些人手里的资源分别集中在哪些地区？” Liu Qiangdong shows a faint smile, said: „Very interesting, the ZJS Express person in the northern China rich resources, the STO Express person is rich in the Suzhou , Zhejiang , Shanghai regional resource, as for SF Express, is Guandong and Hong Kong, Macao.” 刘镪东微微一笑,说:“很有意思,宅急送的人在华北地区资源丰富,申通的人在苏浙沪地区资源丰富,至于顺丰,就是粤省和港澳两地。” The Li Mu great happiness, takes off/escapes the tastes: „Such a can cover northern China, eastern China and southern China, so long as covers these three big regions, the demand of national logistics can cover 80%!” 李牧大喜,脱口道:“这样一下就可以覆盖华北、华东和华南了,只要覆盖这三个大区域,全国物流的需求就能够覆盖80%！” Liu Qiangdong said: „Took them to spending how much money, was mainly the issue of investment, after we this team formed, the issue that most important faces how solved the issue of money and network, these three enterprise most networks ally the pattern, in other words their although can come out the staff belt/bring, but following we want to establish the perfect network, but also needs to conduct large-scale inviting businessmen to open company, now the logistics industry whole is not quite booming, alliance business agents before several express company opened a canal the comparison to be difficult, if we established a family/home company newly, wants to open allies the business agent channel on is difficult..” 刘镪东说:“拿下他们到花不了多少钱,主要就是投资的问题,我们把这支团队组建起来之后,首要面临的问题就是如何解决钱和网点的问题,这三家企业大部分的网点都是加盟模式,也就是说他们虽然能够把员工都带出来,但是后续我们想建立完善的网点,还需要进行大规模的招商,现在物流行业整体还不太景气,几家快递公司之前的加盟代理商开渠都比较困难,如果我们新成立一家公司,想开加盟代理商渠道就更是难上加难了。” Li Mu pats the thigh, said simply: „Is unimportant, can start the alliance business channel our oneself to do!” 李牧一拍大腿,干脆的说:“不要紧,开不动加盟商渠道我们就自己做！” „Do oneself do?” Liu Qiangdong hit to startle, said: „Oneself spread the cost of channel is too big, the software and hardware needs very big cost to invest . Moreover the team managed is also difficult, for a short time feared that was difficult the progress.” “自己做？”刘镪东打了个激灵,说:“自己铺渠道的成本太大了,软硬件都需要很大的成本投入,而且团队管理也非常困难,一时半会怕是难有进展。” Li Mu asked him: „Brother Liu, you are worried that the team manages are difficultly more, the worry the invested cost high is too more.” 李牧问他:“刘师兄,你是担心团队管理困难多一些,还是担心投入成本太高多一些。” Liu Qiangdong hastily said: „Naturally is the latter, the management is a time lives, makes an effort to solve, capital did not say......” 刘镪东急忙说:“当然是后者,管理是个功夫活,使使劲就能解决,资本方面就不好说了……” Li Mu stood at this time, writes down six large characters in the blank slate: „Northern China, eastern China and southern China”, then wrote a Counties of the People's Republic of China, points at the Counties of the People's Republic of China three characters to ask Liu Qiangdong: „If I want our networks to cover Counties of the People's Republic of China this northern China, eastern China and southern China, you thought that needs the big investment?” 李牧这时候站起来,在白板上写下六个大字:“华北、华东、华南”,然后又写了一个“县级行政区”,指着“县级行政区”三个字问刘镪东:“如果我要我们的网点把这华北、华东、华南都覆盖到县级行政区,你觉得需要多大的投入？” Liu Qiangdong hear of being flabbergasted, said: „Is counted the urban district of municipality, capital and prefectural-level city to cover, is counted all Counties of the People's Republic of China to cover, I feel at least also more than 1000 networks......” 刘镪东听的咋舌,说:“算上直辖市、省会城市、地级市的市区覆盖,算上所有县级行政区覆盖,我觉得至少也得一千多个网点吧……” Li Mu asked him: „You thought that more than 1000 networks do need the big investment?” 李牧问他:“你觉得一千多个网点需要多大投入？” Liu Qiangdong said: „I do not have to calculate specifically, but we cannot only calculate the network to invest, but must be the collection and distribution base and the investment of sort center as well as motorcade, therefore I estimate probably, at least takes 35 hundred million?” 刘镪东说:“我没有具体算过,不过我们不能只算网点投入,还要算集散基地、分拣中心以及车队的投入,所以我大概估计一下,至少要三五个亿吧？” Li Mu claps: „Ok, presses most five hundred million to make one plan to come out.” 李牧一拍手:“行,就按最多五个亿做一套方案出来吧。” Liu Qiangdong said with amazement: „We take so much money......” 刘镪东惊讶的说:“我们拿有这么多的钱……” Li Mu said with a smile: „Now does not have, quick had.” 李牧笑道:“现在没有,很快就有了。”
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