Because is worried to mislead Li Dong, making Li Dong select the electrification business war. 因为担心误导李东,让李东挑起电商大战。 Also prepared to hide point willow Qiangdong, considered slightly continues saying: „ My meaning is not the present makes war. 原本还准备藏着点的柳强东,微微考虑了一下就继续道:“我的意思不是现在开战。 Actually, the stage, the e-commerce market is not quite at present mature. 其实,目前阶段,电商市场还不太成熟。 The market requirement all flowers blooms together, can make the e-commerce market more prosperous. ” 市场需要百花齐放,才能让电商市场更繁荣。” Li Dong beckons with the hand to say with a smile: „willow do not misunderstand, I spoke thoughtlessly.” 李东笑着摆手道:“柳总别误会,我只是随口说说。” willow Qiangdong smiles bitterly, who letter/believes you! 柳强东苦笑,谁信你啊！ Has not continued to intertwine this topic, willow Qiangdong the sincere say/way: „ Li, since wants to listen to my opinion, I discussed several. 没继续纠结这个话题,柳强东正色道:“李总既然想听听我的意见,那我就浅谈几句。 I have believed, the consumer goods industry is actually a sugar cane. 我一直认为,消费品行业其实就是一根甘蔗。 The value chain of consumer goods industry, can be divided into ten links. 消费品行业的价值链,可以分为十个环节。 Creativity, design, research and development, manufacture, pricing, marketing, transaction, warehousing, distribution and post-sale. ” 创意、设计、研发、制造、定价、营销、交易、仓储、配送、售后。” Li Donglai the interest, he heard to cross before probably one time, but the previous generation he does not make this, slightly has hearing. 李东来了兴致,他以前好像听人说过一次,不过前世他又不是做这个的,也只是略有耳闻。 This should be willow Qiangdong continuously esteem „ten sugar canes” theory. 这应该就是柳强东一直推崇的“十节甘蔗”理论了。 willow Qiangdong does not need Li Dong to talk , to continue saying: „ However these ten links, first five, belong to the brand business. 柳强东不用李东搭话,继续道:“而这十个环节,其中前五个,归于品牌商。 Latter five, then enulls the seller. 后五个,则是归零售商。 The market discipline caused the profit of industry and brand, wants to fixing in a reasonable level. 市场规律导致了行业和品牌的利润,都想对固定在一个合理的水平上。 How to excavate a bigger value in the fixed profitability level? 如何在固定的利润水平上发掘更大的价值？ The profit was deep cut, the cost drops, the profit breaks surface, the competitiveness strengthens. 利润被深挖,成本下降,利润上浮,竞争力加强。 By that time, we had the energy and qualifications, speaks the last words with any opponent. ” 到了那时候,我们才有底气和资格,和任何对手叫板。” Li Dong nods saying: „ Is this truth, before I had also considered, did not have willow to say was so detailed. 李东点头道:“是这个道理,以前我也考虑过,就是没柳总说的这么详细。 You continue, I thought that I this has not come today white/in vain. ” 你继续,我觉得我今天这趟没白来。” Was esteemed by Li Dong, willow Qiangdong somewhat is also proud, depresses the self-satisfaction in heart, willow strong east to the say/way: „ To deep cut the profit point, the expanded competitiveness. 被李东推崇,柳强东也有些自傲,压下心中的得意,柳强东接着道:“想要深挖利润点,扩大竞争力。 That begins to be good from these ten links! 那就从这十个环节着手才行！ This is similar to a sugar cane to have ten, wants the maximization of profit, the core competitiveness maximization, that needs to eat several sugar canes. 这就如同一根甘蔗有十节,想要利润最大化,核心竞争力最大化,那就需要多吃几节甘蔗。 Now, the common retailer, actually cannot achieve including the latter five links. 现在,一般的零售商,其实连后五个环节都做不到。 They can only participate in the marketing, transaction and warehousing, has the individual enterprises, even the warehousing cannot achieve. 他们只能参与营销、交易、仓储,有个别的企业,连仓储都做不到。 Ten sugar canes, they can only eat three, the profit are allocated by others. 十节甘蔗,他们只能吃三节,利润都被其他人平摊了。 The profit is low, the competitiveness is weak, the name effect is weaker, sooner or later will face elimination of market. 利润低,竞争力弱,品牌效应更弱,迟早会面临市场的淘汰。 The distant place has achieved four points now, the marketing, transaction, warehousing and distribution. 远方现在已经做到了四点,营销、交易、仓储和配送。 You have the perfect logistics system, is building the warehousing center across the country, ten sugar canes, you divided 2/5. 你们有完善的物流体系,正在打造全国范围内的仓储中心,十节甘蔗,你们分到了五分之二。 However, your receives the post-sale system not to establish the improvement. 然而,你们的收售后体系没有就建立完善。 Your producer research and development, the brand establishes depends upon the brand business. 你们的产品研发,品牌建立都依靠品牌商。 Continually basic pricing power, actually not in your my hand. 连基本的定价权,其实都不在你我手中。 Our product prices, are actually not we decide, but is the brand business. 我们的产品价格,其实不是我们来定的,而是品牌商。 They give us to give preferential benefit, we can go to move , to promote sales. 他们给我们优惠,我们才能去进行活动,进行促销。 Does not give us to give preferential benefit, even broke our supply, we will have a fracture. 不给我们优惠,甚至断了我们的供应,我们就会伤筋动骨。 To make the industry the vanguard, leader who wants to make the industry, that needs to eat several sugar canes to be good. 想要做行业的先锋者,想要做行业的领袖,那就需要多吃几节甘蔗才行。 If which day, we gave to eat ten sugar canes, we grasped the entire market. 如果哪天,我们把十节甘蔗都给吃了,那我们就掌握了整个市场。 By that time, what is Taobao? 到了那时候,淘宝算什么？ I want to fight the price war to fight the price war, I want to inspire the unrest on the inspiring unrest, I want to make anything to make anything...... ” 我想打价格战就打价格战,我想引动风潮就引动风潮,我想做什么就能做什么……” „Monopoly!” “垄断！” Li Dong said two characters at this time suddenly, made a summary to willow Qiangdong the words. 李东这时候忽然说出了两个字,给柳强东的话做了一番总结。 His „ten sugar canes” theory, Li Dong too had not paid attention before. 他的“十节甘蔗”理论,以前李东没太注意。 Today listened to willow Qiangdong to say personally, Li Dong immediately the clear potential meaning. 今天听柳强东亲自说了一场,李东顿时明白其中的潜在含义了。 Monopolist who makes the market! 做市场的垄断者！ What also has, makes money compared with the monopoly? 还有什么,比垄断更赚钱的？ What also has, compared with monopolizing competitive? 还有什么,比垄断更具有竞争力的？ willow Qiangdong said one pile, actually wants to work as a monopolist. 柳强东说了一堆,其实就是想当一个垄断者。 Even he and Li Dong said these, there are to instigate Li Dong the dry/does thoughts. 甚至他和李东说这些,也有唆使李东去干的心思。 If Li Dong really wants to do, will definitely encounter the enemy to be innumerable, will divert the energy. 李东要是真想这么干,肯定会遇敌无数,也会分散精力。 Without the energy opening e-commerce war, without the energy and Jingdong these e-commerce competes, because at that time the enemy in distant place was not Jingdong. 没有精力开启电商大战,没有精力和京东这些电商较劲,因为那时候远方的敌人不是京东。 Jingdong seizes the chance to be dormant some time, secretly savings strength. 京东趁机蛰伏一段时间,暗自积蓄实力。 Can achieve the monopoly as for the distant place, willow Qiangdong the present stage does not favor Li Dong. 至于远方能不能做到垄断,柳强东现阶段不是太看好李东。 Such layout, such plan, first did not say others to want, the cost was too big. 这样的布局,这样的规划,先不说别人愿不愿意,成本太大了。 The improvements of ten big links, are not matters in one single day. 十大环节的完善,不是一朝一夕的事。 Perhaps even if ten years later Jingdong, cannot achieve unable to complete. 哪怕十年后的京东,恐怕也做不到完不成。 Li can Dong achieve? 李东能做到吗？ Thinks of these, willow Qiangdong the look glittered, looks that Li Dong has not spoken. 想到这些,柳强东眼神闪烁了一下,看着李东没说话。 But Li Dong? 而李东呢？ Actually at this time, Li Dong is also pondering itself. 其实这时候,李东也在思考自己。 He had not defined to oneself behavior, to at this moment, him knows oneself want to make anything, is making anything. 他一直没给自己的行为下定义,则到此刻,他才知道自己想做什么,在做什么。 Monopoly! 垄断！ Yes, he toward this goal has actually been trying hard. 是的,其实他一直在朝这个目标努力。 Core one that the e-commerce retail or the entity retail, he has actually made, monopolizes the entire retail market. 无论是电商零售还是实体零售,其实他一直做的核心点只有一个,垄断整个零售市场。 The establishment of distant industrial corporation, to make up the downstream industry chain of distant place. 远方实业公司的成立,就是为了补足远方的下游产业链。 For substitution brand supplier! 就是为了替代品牌供应商！ The first five links, Li Dong has actually been starting to do. 前五个环节,李东其实早就在开始做了。 As for selling the back balance draws, actually Li Dong has also been doing. 至于售后权收拢,其实李东也一直在做。 A more important point, willow Qiangdong only said ten links, in fact the distant place does are more. 更重要的一点,柳强东只说了十个环节,实际上远方做的更多。 The ten thousand cartoons of distant place, made up the payment system. 远方的万卡通,补足了支付体系。 The Dongyu real estate builds the city complex compound, to solve the most fundamental rent and shop problem. 东宇地产打造城市综合体,也是为了解决最根本的租金和门店问题。 If really can complete the complete layout, perhaps the distant place really can monopolize the retail market of Huaxia. 如果真能完成全部布局,远方恐怕真能垄断华夏的零售市场。 At this time, Li Dong sobered! 这时候,李东清醒了！ Originally, I am not the law-abiding person! 原来,我一直就不是安分的人！ No wonder no wonder, I will be hostile to by so many people. 怪不得,怪不得我会被这么多人敌视。 Li Dong is suddenly enlighted, actually does not know, others are hostile to him, at all is not reason that because he monopolizes. 李东恍然大悟,却不知道,人家敌视他,根本不是因为他垄断的缘故。 Distant place's monopoly, now is also only an embryonic form, the average person simply has not realized this. 远方的垄断,现在还只是个雏形,一般人根本没意识到这点。 Even some people guessed, at present has not thought Li Donghui really has such big ambition. 就算有人猜测,目前也没想过李东会真有这么大的野心。 Reason that is hostile to him, the benefit is, another point is this fellow asks for the person to dislike. 之所以敌视他,利益是一点,另一点则是这家伙讨人嫌。 The market peaces is precious, this fellow this doing, was not hostile is also natural. 商场都是以和为贵,这家伙偏偏不这个干,被人敌视也是理所当然的。 Naturally, Li Dongyi did not feel oneself ask for the person to dislike, naturally cannot acknowledge this. 当然,李东一直不觉得自己讨人嫌,自然不会承认这点。 Now, he was hostile to seek a reason to himself, Li Dong feels very appropriate. 现在,他给自己被敌视找了个原因,李东觉得很合适。 ...... …… willow Qiangdong the opinion, is not extremely abstruse. 柳强东的言论,并不是太过深奥。 In fact, Li Dong has not obtained anything additionally. 实际上,李东也并未额外得到点什么。 However willow Qiangdong the words, making Li Dong clearly recognize itself, clearly recognized the goal of oneself next stage, the struggle direction of next stage. 不过柳强东的话,让李东认清了自己,认清了自己下一阶段的目标,下一阶段的奋斗方向。 Said is the direction, rather willow Qiangdong makes a summary to Li Dong today. 说是指点,倒不如说柳强东今天给李东做了一番总结。 Summarizes Li Dong at present the achievement of stage, will summarize in the future the effort direction of stage. 总结李东目前阶段的成就,总结未来阶段的努力方向。 No matter how, Li Dong felt, this are not white. 不管如何,李东觉得,这次自己没白来。 The minimum harvest is big! 起码收获还是不小的！ Several people exchanged, crossed probably for about an hour, Li Dongcai sets out to shake hand to say with willow Qiangdong: „willow, this time many thanks.” 几人交流了一番,大概过了将近一个小时,李东才起身和柳强东握手道:“柳总,这次多谢了。” willow strong east to being busy at saying with a smile: „ Li was too polite, in fact exchanges with Li, deepened to the self- understanding. 柳强东连忙笑道:“李总太客气了,实际上和李总交流,也加深了对自我的认识。 Ten sugar cane views, I had not improved before, or thought that is unable to improve. 十节甘蔗这个说法,以前我一直都没完善,或者觉得根本无法完善。 But now, I saw the hope on Li. 可现在,我在李总身上看到了希望。 Must say industry, who can help me improve this theory, belongs to Li. ” 要说业内,谁能帮我完善这个理论,非李总莫属。” Li Dong said with a laugh: „ Receives your auspicious words, I also hope that can have such a day. 李东笑呵呵道:“承您吉言,我也希望能有这么一天。 In the future willow goes to from all over the world speech, perhaps my Li Dong can also profit at someone's expense, becomes first tester in willow the mouth. ” 日后柳总去世界各地演讲,也许我李东还能沾沾光,成为柳总口中的第一个试验者。” „Should be I receives your auspicious words to be right, I also hope that can have such a day.” “该是我承您吉言才对,我也希望会有那么一天。” willow Qiangdong said that and said with a smile: „Recently I want to report a business school to try hard to promote itself, Li thought that is the Yangtze River is better Central Europe to be better?” 柳强东说完又笑道:“最近我想报一个商学院努力提升一下自己,李总觉得是长江好一些还是中欧更好一些？” Li Dong smiles, since the member exposure of previous Huaxia fellow student association, this matter has had many times. 李东笑了笑,自从上次华夏同学会的成员曝光,这种事已经发生过很多次了。 Solely is not willow Qiangdong, many people hope that joins in this circle through this channel. 不单单是柳强东,很多人都希望通过这个渠道加入这个圈子里。 Even if the school expense is high, cannot block everyone's enthusiasm. 哪怕学费高昂,也挡不住大家的热情。 willow Qiangdong asked Li Dong, not only the single was the consultation, had the potential meaning, hopes that circle can admit him. 柳强东问李东,不单单只是咨询,更有潜在的含义,希望那个圈子能接纳他。 When you have not succeeded certain situation, the circle culture is necessary. 当你没成功到一定的地步,圈子文化不可少。 Now in Huaxia, the entrepreneur club, the Huaxia fellow student association, Mount Tai meets...... these circles, is the peak commercial circle. 如今在华夏,企业家俱乐部,华夏同学会,泰山会……这几个圈子,就是最顶尖的商业圈子。 Mount Tai met that side is quite recently low-key, the entrepreneur club average person could not go, had the relations with the individual enterprise. 泰山会那边最近比较低调,企业家俱乐部一般人进不去,和个人企业都有关系。 The only Huaxia fellow student association, was quite recently active. 唯独华夏同学会,最近比较活跃。 A short time ago, Mengniu was seriously battered, the Huaxia fellow student association collected several hundreds of millions fund rescues. 前不久,蒙牛遭受重创,华夏同学会筹集了数亿资金救援。 Charitable night that evening, the fellow student association reveals the prestige again, acts for Li Dongcheng Gathering place. 慈善夜那晚,同学会再次显威,纷纷出面为李东撑场子。 Several times, in the commercial circle have spread the prestige of Huaxia fellow student association. 几次下来,商圈中早就流传出华夏同学会的威名。 willow Qiangdong in fact cannot return the floor now, Jingdong is not too strong, he naturally is the hope can advance into the circles of these big shot. 柳强东现在实际上还上不得台面,京东也不是太强,他自然是希望能跻身于这些大佬的圈子中。 Even if cannot get the help, light/only enters, is actually to he biggest help. 哪怕不能获得帮助,光是进入,其实就是对他最大的帮助。 Li Dong considered one will say with a smile: „ Yangtze River, after all in the north, more suitable willow. 李东考虑了一会笑道:“长江吧,毕竟在北方,更合适柳总。 When willow graduates, I will help willow introduce. ” 等柳总毕业,我会帮柳总引介的。” The exchange of gifts between friends, willow Qiangdong combs the vein to him today, Li Dong helps him introduce joins the Huaxia fellow student association. 投桃报李,今天柳强东给他梳理了脉络,李东帮他引介加入华夏同学会。 As for can pass, looks at willow Qiangdong own. 至于能不能通过,看柳强东自己的。 But Li Dong this/should repayment repaid, as for will be hostile in the future, he does not owe the opposite party the favor, kills not to use leniently. 可李东该报答的都报答了,至于日后敌对,他也不欠对方人情,杀起来也不用手软。 willow Qiangdong had not realized at this time Li Donghui raises such thoughts, if knew perhaps depressed spitting blood. 柳强东这时候可没意识到李东会升起这样的心思,要是知道了恐怕会郁闷的吐血。 Gathering me was thinking that we related were so good, the sentiment was false. 合着我觉得咱俩关系这么好了,感情都是假的。 This fellow, the first idea is to kill not to use unexpectedly leniently. 这家伙,居然第一想法就是杀起来不用手软。 Again the smalltalk several, finally willow Qiangdong and Jiang Heming delivered Li Dong to go out together. 再次客套了几句,最后柳强东和姜鹤鸣一起送李东出门。 Goes out, passed by the work region, the staff elongated the neck, the facial expression were more than for three points to awe before. 出门的时候,路过办公区域,员工们都伸长了脖子,神情比之前多了三分敬畏。 Many people are thinking at heart, „perhaps this was the future new boss, must keep a good impression to be right to the boss.” 很多人都心里想着,“也许这就是日后的新老板了,得给老板留个好印象才对。” willow Qiangdong really does not know, knows perhaps he can spit blood dead today. 柳强东是真不知道,知道了他今天恐怕能吐血到死。 My you? 我怎么你们了？ Does Li Dong this fellow pull casually talks nonsense you to understand? 李东这家伙随便扯扯淡你们明白吗？ He cannot gather the talent, serves a need to dig you? 他又不是招揽不到人才,用得着挖你们？ Also, good that Li Dong you have not imagined, he also consulted my issue, do you know? 还有,李东没你们想象的那么牛,他还请教我问题了,你们知不知道？ If this news passed on...... 要是这消息传出去了…… Good, willow Qiangdong this thoughts, have not passed on also no one to believe. 好吧,柳强东没这心思,传出去了也没人相信。 Even if some people believed that should still think that Li Dong is open-minded, worthily is the business leader. 即使有人相信了,也会觉得李东不耻下问,不愧是商界大佬。 As for the big hadron, most is also a supporting role. 至于大强子,最多也就是个配角。 ...... …… Has gone to Jingdong, Li Dong has not gone to hundred degrees celsius again. 去过京东,李东没再去百度。 Today's harvest was enough, goes to hundred degrees celsius again, he will not have many harvests. 今天的收获足够了,再去百度,他也不会有更多的收获。 In the evening. 晚上。 Li Dong pores over the books. 李东伏案疾书。 He will rarely write what archives, writes something each time, represented him to have the new understanding, new harvest. 他很少会写什么文案,每次写一些东西,都代表他有了新的认识,新的收获。 Naturally, sometimes got rich, Li Dong also likes doing accounts, that regards as another matter. 当然,有时候发财了,李东也喜欢算算账,那个另当别论。 „Ten sugar cane theory monopolistic markets”...... “十节甘蔗理论垄断市场”…… These nouns, appear in the Li eastern writing repeatedly. 这几个名词,频频出现在李东的笔下。 „Ten sugar canes” theory, in fact is not monopoly in the traditional sense, but is a subtler market monopoly. “十节甘蔗”理论,实际上并不是传统意义上的垄断,而是一种更微妙的市场垄断。 It does not aim at one line one industry, but from each industry growth, composes a complete ecology chain. 它不是以一行一业为目标,而是从各个行业发展,组成一条完整的生态链。 But this ecology chain, in fact a core, all for retail service! 而这条生态链,实际上还有一个核心,一切都是为了零售服务！ If the distant place continues to improve this ecology chain, in fact is not strong in other industry competitiveness, however in the retail, can actually achieve the monopoly unknowingly. 远方如果继续完善这条生态链,实际上在其他行业竞争力并不强,然而在零售行业,却能不知不觉做到垄断。 Has the pricing power, has the initiative of war, this is the true meaning of monopoly. 掌握定价权,掌握战争的主动权,这就是垄断的真意。 The price war, Li Dong can want to hit hits. 价格战,李东可以想打就打。 The extreme compression cost, the core competitiveness will surpass other person of big truncations, every action and every movement of distant place, sufficiently influence entire domestic retail market. 极度压缩成本,核心竞争力会超出其他人一大截,远方的一举一动,足以影响整个国内的零售市场。 He does not need to be ruthless others, whom but is he wants to kill to kill anyone, this is most essential. 他不用把别人赶尽杀绝,而是他想杀谁就杀谁,这才是最关键的。 At that time, what China Resources and hundred associations, collaborated to be able how? 那时候,什么华润、百联,联手了又能如何？ Only if they also collaborate with the entire brand field of quotients department, why otherwise can Li Dong? 他们除非和整个品牌商体系也联手,要不然能奈李东何必？ Moreover the retail is not the energy industry, is not the stock exchange, the country looks in this above is not quite heavy. 而且零售不是能源产业,也不是金融证券,国家在这上面看的不太重。 The antennas of some respected families have not extended to the retail system, monopolizes in this domain, can much less troublesome. 一些大家族的触角也没延伸到零售体系,在这个领域垄断,也能少很多麻烦。 When Li Dong carried out thoroughly the layout, even was discovered by others, that relations are not big. 等李东彻底完成了布局,就算被别人发现了,那关系也不大了。 Improves ten big links, this is a long process. 完善十大环节,这是一个漫长的过程。 But in this process, the staff in distant place may break through 1 million, the value of distant place may achieve 1 trillion. 而在这个过程中,远方的员工可能会突破百万,远方的价值可能会达到万亿。 By that time, what Li was Dong also worried about? 到了那时候,李东还担心什么？ Ali several of later generation are actually also carrying out the monopoly, hundred degrees celsius monopolizes the search business, Tencent monopolized the social business, Ali must capture the business of bank. 后世的阿里几家其实也是在搞垄断,百度垄断了搜索业务,腾讯垄断了社交业务,阿里连银行的生意都要抢。 Put in just how many years of rise, did they dare? 搁在刚崛起的几年,他们敢吗？ Afterward dared , because the position was enough, the competitor died certainly. 后来之所以敢,是因为地位足够了,竞争对手死绝了。 At this time, maintaining social stability became main, as for is the monopoly, different people had different views to different people have different views, some people said are not, he was not. 这时候,维稳就成了最主要的,至于是不是垄断,仁者见仁智者见智,有人说不是,他就不是。 This evening, Li Dong wrote several papers. 这一晚,李东足足写了好几张纸。 This evening, Li Dong also forgot Liu celebrate threat, forgot the sentimental dispute. 这一晚,李东也忘了刘庆的威胁,忘了感情的纠葛。 Sometimes, on your mouth is saying repugnantly, actually longs for these at heart. 有时候,你嘴上说着讨厌,心里却是渴望这些。 Li Dong said that he does not want to be tired, does not want to go to the manages company again, may really see the opportunity, can he bear? 李东说他不想再劳累了,不想再去管公司,可真看到了机遇,他能忍住？ horse Yun said that he regretted to found Ali, you had the skill to sell the full share to become a free old man. 马昀说他后悔创建了阿里,你有本事卖了全部股份当个逍遥翁。 Let alone artificial big hadron, your wife, if really long is like the ghost, you ensure cannot say own having a face blind sickness...... 更别说矫情的大强子,你老婆要是真长的跟鬼一样,你保证不会说自己有脸盲症了…… Therefore summarizes, the big shot is really installs to compel the expert! 所以总结下来,大佬果然都是装逼达人！ ( Many people said that the lead likes meddling randomly, what industry likes butting. Also some people said, the economic system of this book is chaotic. (很多人说主角喜欢乱插手,什么行业都喜欢插一脚。还有人说,本书的经济体系杂乱无章。 Today this chapter, is raises simply, all that actually the lead makes, are centered on the retail selects. 今天这章,算是简单提一下,其实主角所做的一切,都是以零售为核心点。 Solely is not the traditional retail, including the network retail, the new retail system that and nag they proposed a short time ago. 不单单是传统零售,包括网络零售,以及老马他们前不久提出的新零售体系。 But the ten sugar cane theories of big hadron, are many people are actually also doing, therefore in view of the economic system of this book, everyone do not struggle again.) 而大强子的十节甘蔗理论,其实也是很多人都在做的,所以针对本书的经济体系,大家就别再争了。)