Chapter 100 Tucao Conference

Cao Shen naturally felt the unfriendly gaze.

Alas, excellent people are easy to attract attention.

Cao Shen did not look at Xu Guangkai, he was too lazy to look at him, anyway, he was not as good-looking as his own skin, and instead stared at the company introduction on the big screen.

All the investors turned their bodies to Cao Shen. They were actually very curious about what issues Mr. Cao was concerned about.

Entrepreneurs usually only focus on their own little piece of land, and look at Cao Shen somewhat one-sidedly. But investors often exchange opinions and study all of Cao Shen's technology and product release rhythm as classic cases.

Cao Shen is far-sighted, far-sighted, and has a unique vision, which is the final conclusion in the eyes of investors.

Therefore, Mr. Cao's speech today must be written down in a small notebook!

What he said must be the future direction, the outlet, the hot spot, and the money that cannot be missed!

They have missed a once-in-a-lifetime Mr. Cao, and they cannot miss Mr. Cao's views again!

Finally, with everyone eagerly waiting, Mr. Cao spoke.

"I don't have any questions."

The host Zhao Xueling was slightly startled, and then she thought that this brother's unconventional behavior was so cute.

The other investors were also stunned, thinking carefully, Mr. Cao is not interested in this project?

It seems to be right. Mr. Cao is engaged in technology, social networking, and game products. He may not understand this kind of O2O project?

I feel a little regretful. The entrepreneurial direction is not right...

Yes, people can't be omnipotent!

Zhao Xueling is a professional host, it is impossible for her to be dull, and looking at Cao Shen's smiling face, it is definitely impossible for him not to understand.

Well, in her heart, little brother Cao is an all-rounder!

So Zhao Xueling said: "If Mr. Cao has no questions, why don't you comment directly?"

"Well!" Cao Shen picked up the microphone. He was too lazy to spend time playing the question-and-answer game. He had to be efficient and direct in his complaints!

"The threshold of this project is too low. The team has achieved today's results, but it is just because they started early and have no competitors."

Xu Guangkaiming raised his chin slightly in the audience. It was just as I expected!

I have only worked on pure mobile Internet products, I don't understand offline at all, I don't know where the difficulty is.

Pretend! Talk nonsense!

The threshold is low!

If you want to do this, I will kill you!

But Xu Guangkai has to maintain his personality on the show, after all, there are other investment institutions and viewers in front of the TV.

He will not be angry and retort, but he will be elegant and calm, and guide Cao Shen to reveal his flaws and collapse his personality, so that everyone can see that his villain is in power, ignorant and arrogant...

So Xu Guangkai immediately smiled, with a humble expression, just glanced at Zhang Hanzheng from the corner of his eye.

Zhang Hanzheng immediately understood, he is a partner of Qianju Investment, in fact, he has already decided to invest in Xu Guangkai in private. He is still thinking about the next round of financing after this round.

You can't let Cao Shen make a final decision, you must give a reason.

The reason is actually a brick to attract jade. You have your opinion. As long as it is not a hammer, others can also think about your opinion dialectically. Besides, I can still refute it.

Zhang Hanzheng is optimistic about being hungry, he is still confident that he can refute it successfully.

Other investors on the stage are also a little impatient. To be honest, they think the data performance of this project is quite good, and the team background is also good, but they are a little confused about the direction of takeaway.

The largest takeaway now is called Huali Fast Food, but the model is different. This company makes and delivers its own meals, but it only has a revenue of about 200 million yuan a year, which shows that domestic users don’t have the habit of eating takeaway.

The largest company has only this little income, which is far from satisfying the appetite of investors. The takeaway business may not even be considered a track.

And Cao Shen raised another issue besides the market size, the low threshold. This is even more worth hearing about in detail!

Zhang Hanzheng sat next to Cao Shen, and he said directly:

"Mr. Cao, can you be more specific? So that the project party can learn fully."

Well, I will not only let you learn well, but also let you spend money well!

Cao Shen said slowly:

"Colleges in Shanghai are clustered in districts, and college students live in dormitories, which is very concentrated.

Business resources around colleges are also relatively concentrated. From the perspective of difficulty, this is the easiest market to break through.

The characteristics of college students' consumption of takeout are high frequency, low unit price, and price sensitivity.

Users with these characteristics have no loyalty as long as I am willing to subsidize them.

In other words, if I am willing to spend money on the market you conquer today, tomorrow this market will be mine.

Spending money can cultivate users and expand the user base. Isn't this what capital likes and is best at doing?

I dare to As long as Ele.wa has proved that the food delivery market has prospects, there shouldn’t be too many latecomers.

Money has never been a threshold for the capital market.

What will be compared later is which startup gets money faster, has more money, and quickly spends money to cover the market.

The key to this matter is to expand the reset cost. As long as investors find that the reset cost of investing in other companies to surpass the top two is too high, they will give up and put all their money in the top one or two.

And your current reset cost is too low, and you are far from forming a moat.

I just throw some money at you and you will be killed.

In addition, throwing money can open up the market, but long-term user stickiness needs to be cultivated with products and services.

If everyone only focuses on universities, a market with extremely high concentration of users and merchants, they will always be able to play a money-splitting game, and everyone will lose in the end.

Because this highly concentrated market cannot establish a moat for goods and services.

The college market is just to make your data look better and facilitate financing.

The real profitable areas are the white-collar and residential markets, because these types of users have high unit prices, but the user groups also have higher requirements for service quality.

Only by providing high-quality services to meet the needs of such users can we establish long-term user stickiness and cultivate long-term real consumption habits.

Improving service quality requires

First, you need to have enough restaurant choices, and restaurants in the white-collar and residential markets are not as concentrated as the college market, requiring a lot of manpower to expand.

This is where your local promotion ability will truly be tested and where you can establish barriers to competition.

Second, delivery guarantee. Their requirements for delivery time and delivery quality are much higher than those of students, and the delivery areas are scattered.

This requires you to have a professional distribution team, manage a huge distribution team across the country, and require technical support and efficient management methods.

These two points can form a moat other than money. (audience)

But now you not only don’t have these restaurants, but you don’t even have a delivery person. I don’t even bother to mention the big data system of the delivery platform. It’s really not competitive.

To expand the takeout market and form user habits, there must be a rich supply of goods and good delivery services.

What you are doing now is not enough.

You are in the O2O business, not purely online like me. Do you understand offline?

Offline cannot be taken lightly but must be done seriously. Learn about raising land promotion army and raising distribution army. "

After listening to Mr. Cao's speech, everyone was stunned.

The most confused person is Xu Guangkai, how come he knows everything...

Impossible! He has never worked offline. He is so young, how could he...

Seeing Xu Guangkai's shocked expression that he couldn't hide, Cao Shen sighed softly:

Alas, I bullied someone again. I’ve never worked offline, but I’ve eaten so many takeaways in my last life!

After listening to Cao Shen's words, the investors' brains began to work rapidly.

The scene fell into sudden silence for a while.

Zhao Xueling: Fortunately, this is a recorded program, so think about it slowly.

Investor: Mr. Cao is right. As long as the products and services are good, user habits can be cultivated! Isn’t this how e-commerce cultivates users?

Then let’s start with a quick calculation. Dongguo has a population of 1.2 billion. If only one in 10 people can order takeout, even if they only order it once a month, there will be 1.44 billion transactions in a year.

Even if it takes at least half an hour to cook or go out to eat, the cost that users are willing to pay to save this half hour is usually 4 to 7 yuan, and a compromise of 5 yuan is the delivery fee.

The unit price of a meal must be at least 6 times the delivery fee for users to accept it. So the average unit price of each transaction is 35 yuan, and the market size per year is 50 billion.

This is calculated based on the minimum standard. If 300 million people order takeout twice a month, the market size in one year will reach 250 billion!

Even if we take a 10% commission, we can still achieve 25 billion in revenue!

This market is so big! It can be done!

Moreover, it is human nature to eat well and be lazy in cooking. As long as you have good delivery, you will have the opportunity to eat more!

Now I have three meals a day. I'm craving for coffee and milk tea, and I want to eat crayfish at night, but I can't bear to go out and think about it. But in the future, takeout will be more convenient, and you can order any of these at will.

This is more than just three meals a day! The number of single customer orders can increase again, and it will exceed 250 billion in the future.

And as long as there are enough delivery people, it can not only deliver takeaways, but also medicines, water, and small commodities from convenience stores! Within three kilometers, we will deliver everything we can! This is money again!

In addition, what Mr. Cao said makes sense! This market can be created by spending money!

Do it! We know this best, and all we have is money!

And most importantly, Mr. Cao also said that as long as you spend money to build a big one, it will have the characteristics of an Internet product. Highly concentrated, the first place has 70% market share, the second place has 20%, and the remaining 10% loves so and so.

Unicorns can be made by spending money. Such a good thing should be done quickly!

Is this Xu Guangkai? Mr. Cao is right!

Your replacement cost is too low and you have no moat. But you have us, we have money, we can increase the replacement cost for you, and give you money to promote it! Get a takeout delivery team!

After the investors figured it out, they all looked at Mr. Cao with bright eyes.

You came to the right place, you really came to the right place today!

Look, listening to you is better than ten years of reading!

In just a few words, Mr. Cao pointed out the food delivery track to us and how to play it.

No wonder Mr. Cao said he had no problem. How could he have a problem? He had already figured everything out clearly! Genius, really a genius, he understands everything by analogy!

He deserves to be worth tens of billions of dollars in market value in one year! There is no comparison between people!

Zhang Hanzheng also nodded secretly. Mr. Cao still saw clearly and wanted to refute, but there was no way to refute.

However, Mr. Cao pointed out the disadvantages of Hungry Wow, but these disadvantages can be solved with money, which is simply the best solution.

Although today, as soon as Mr. Cao said that, there will definitely be a large number of people rushing in to do takeout, but Ele.wa started early and has accumulated experience. They are also college students who have started their own businesses and understand the university market.

Fortunately, I started early!

I have to talk to Xu Guangkai again in a while to settle the investment. Lest he raise the price, there are so many investors today, and they may all rush to grab the project!

[Ding, congratulations to the host, you have obtained three months of life value and a reward of 700,000 yuan]

Yo, not bad!

Compared with the projects in "Entrepreneurship Heroes" that increase their life value every few days, this one has only been here for three months, which is very cost-effective. However, the project is still too early, and you can see it by looking at the reward of only 700,000.

I will still find opportunities to complain about later projects in the future, the bigger ones!

However, the most cost-effective thing is to kill them!

Ele.wa, you must work hard to make it bigger, don't let me down.

"System, this program hasn't been broadcast yet. Does this settlement include the effect of the program being broadcast nationwide?"

[It has been calculated]

Sure enough, it has been calculated. Otherwise, with this financing scale, it would not reach the life value of three months.

The second project is the mobile office software "Kuang Kuang". With Cao Shen's performance last time. The investors looked at him affectionately, waiting for his enlightenment.

Cao Shen still didn't ask questions, but complained directly.

The program director began to sweat. My program process...

But this is Mr. Cao. It's so rare for him to open his mouth. All the guests are listening with relish. Can I just go up and interrupt him!

I can only call the editor over: "Let other guests re-record the Q&A session later, and edit it later."

"Kuang Kuang, right?" Cao Shen thought of "Dingding". He actually didn't like this kind of software that controls employees.

"Your team has no advantage in making this product. You have to talk to companies one by one and ask them to use this product. The development is too slow.

And this thing is not popular. It is only used in the same company and has no social network effect.

How long will it take for you to expand?

There are at least 30,000 or 40,000 domestic companies, and there are regional ones. How many sales people do you have to recruit to expand the scale of the company?

Although the renewal rate of enterprises for this kind of tool is very high, if everyone in your company uses it, it will be difficult to switch to something else in the second year.

But have you ever made a financial model to see how long it will take to break even by charging annual service fees? I just roughly calculated it and it will take at least three years.

That is to say, if you can't get financing in these three years, the company will be finished.

And this is when there are no competitors. If there is competition in the market, your annual fee will have to be reduced, and it will take more than three years to break even.

This situation will also be encountered by "Sales Treasure".

Also, your current product has too few functions: group chat, private chat, clock-in, file upload and document management. To be honest, just delete the functions of TT. I reduced it and added a punch card.

You said, if I want to become an enterprise Youxin one day, will it develop much faster than you?

Let alone me, like Jushi and Taotao, which have a large number of users, if they want to do this, what chance do you have?

Not only do we have a large number of users, but we can also be free.

Your product cannot actually bring revenue growth to the company. For the company, buying a set is a cost expenditure.

Moreover, the efficiency improvement for the company cannot be quantified based on the current functions, and it is difficult to sell it.

For large companies, costs are not so sensitive, but your current functions cannot meet their needs at all, and buying them is useless.

If you want to meet the needs of large companies, you need customized development.

Customized development burns the team, and you have to spend N multiple project teams to meet the needs of large companies one by one. In this way, your capital cost and management cost will rise again.

Small companies do not have such high requirements for products, but they are price sensitive. Your product, which has no practical use, can be used or not for them, and finally not used. "

The investors looked at each other in bewilderment. Mr. Cao is right!

This kind of product should seek strategic investment, let those companies with large user base invest, then it will be launched! What did he just say?

Giant Lion! Taotao! Yes, yes, these two companies should be found to invest!

Mr. Cao is right, this business is good, the renewal rate of corporate users is high, unlike individual users who abandon the product in minutes. In this way, as long as you get in, you can just lie down and collect money in the future. This is good, this is good!

As for customized development to meet the needs of large companies, this is very necessary, after the development is completed, the functions can be reused! It doesn’t matter if there are more project teams in the early stage, they will gradually decrease later!

Mr. Cao is right, he reminded us that we should first build a large company and complete the functions with customers! Yes, yes, this is the path!

Cao Shen finally felt relieved when he looked at the bright eyes of the investors. It turns out that you are all Qian Ming!

As for "Sales Treasure", before Mr. Cao had time to complain, the investors automatically filled in the blanks.

The business model of "Sales Bao" is similar to that of "Kuang Kuang", but unlike "Kuang Kuang" which is a business cost, "Sales Bao" is a software for managing sales, acquiring customers and managing customers. This is a software that can make money!

This is good, this is good! Invest, invest!

The reason why Cao Shen found that he had no chance was because the system had already settled the account.

[Ding! Congratulations to the host, you have obtained three months of life value, plus a bonus of 700,000. This is a reward from Kuang Kuang and Sales Bao]

The two companies only gave three months in total. It seems that the development of these two companies is not as good as "Ele.wa". Moreover, "Sales Bao" must have given less because it did not directly complain!

The third one to come on stage is the vertical e-commerce "Ai Tao Xie". In the past two years, domestic sports shoes have begun to be sluggish, and a large amount of inventory has appeared.

So "Ai Tao Xie" collected these inventories and sold them online at a low price.

It weighed the weight when it purchased, so the profit was quite considerable. And because it was really cheap, it attracted a large number of users at once.