Chapter 141: Simple and unpretentious means of competition (Happy Holidays)

"This place is quite remote."

Just after seven in the morning, Yanjing office workers who were rushing out were surprised to find that a large group of well-dressed and elegant people appeared in this shabby neighborhood.

The leader had a smile on his face and was explaining something to the people behind him.

Looking closely, it was Liu Fugen leading the way.

Behind him are Li Zehua and a group of venture capital giants. Liu Qiangdong is also there, but there are a few more new faces than yesterday.

Since there were not enough parking spaces in the old residential area, they parked their cars on the main road and walked in.

Looking at the messy and bad environment around them, several ladies couldn't help but cover their noses and fan themselves, and some even put on masks directly.

Li Zehua was used to this. While carefully avoiding the oil stains on the ground, he smiled at Zhu Xiaolong who was speaking with emotion.

"When starting a business, every penny must be spent wisely. Please forgive me."

Looking at the crowd that was out of tune with the surrounding environment, he explained, "After eating Mejia Fengniao, the first two batches of more than 240 people were arranged to go to Yanjing to develop the market.

It is divided into 45 business groups in total. The site we came to today was decided by random selection and voting, so next, you will see the most real scene of Chi Ma.

Now please invite Mr. Liu from Yanjing Branch to introduce it to you.”

Then he handed the stage to Liu Fugen, who had a simple and honest face. Under Li Zehua's encouraging eyes, his words were full of sincerity.

"This is a station near Zhongguancun. Because of your visit, I have called them and asked them to delay their work by one hour..."

Someone rubbed his eyes and yawned repeatedly, obviously not getting enough sleep. "Wait, it's only 7:5 now, an hour late. What time do you usually go to work?"

Liu Fugen explained, “We usually start going out to clean the store at five or six in the morning.

Because the breakfast shop starts to get busy after 6 o'clock, and the boss has no time to chat with us..."

As he spoke, he led everyone upstairs.

Everyone was speechless and asked some details about attendance. When they found out that Zuima had not attended the event at all, they looked at each other in bewilderment.

Li Zehua smiled and said, "Due to practical considerations, the front-line business team does not set clear working hours.

The logistics team still strictly follows the 9-to-5 work schedule. Please rest assured that even if we don't enforce attendance, everyone is very conscientious.

Because the more you work, the more you get. It’s no use listening to me for details. You should ask the frontline employees in person. Their words will be more convincing. "

Everyone then gave up, kept their doubts to themselves, and followed him upstairs.

Even on a sunny summer day, the tube-shaped building was still dark and damp, as if the air was filled with the smell of decay.

The group of people frowned, feeling very uncomfortable because usually everyone worked in high-rise buildings and had spacious offices.

While holding a cup of coffee and looking at the computer, one sentence can determine the future and fate of many companies.

It seems like two completely different worlds from here.

Lin Wenhui couldn't help but complain, "Mr. Li, normally you let your employees live in this kind of environment. Wouldn't it affect their work the next day?"

Li Zehua was very calm, "If not here, where else can I live?"

Two months ago, he himself lived in this kind of rental house and didn't find it strange at all.

A woman in the team frowned and said, "Is this a place for people to live in, with no hygiene, lighting, or ventilation?!
Oh, there's a mouse! "

As they were talking, a huge rat jumped over from the stair window and quickly disappeared into the sewer.

The impression that it is not suitable for human habitation was further deepened.

When you knock on the door and enter the crowded rental house, the scene that comes into view is even more shocking.

This is a standard room for twelve.

The room, which is only about 40 square meters, is crowded with six double bunk beds, and the piled-up clutter leaves almost no space to stand.

Near the windows, various clothes were hung to block the sunlight. The most eye-catching were the rows of yellow work clothes.

If the lights are off, there is almost no light in the room.

Except for those twelve pairs of bright eyes.

When they arrived, the twelve people were gathered together and having a meeting.

"Or, let's go downstairs and talk."

Even Liu Qiangdong, who started from scratch, was stunned when he saw this scene.

With so many people crammed into this small space, it's hard to breathe.

Li Zehua didn't say much, signaled Liu Fugen to knock on the door opposite, and then led everyone downstairs.

At this time, no one was polite, as if there was something terrible chasing them.

But someone couldn't help but look back, and saw a staff member of Chimei who was also wearing work clothes coming out of another rental house.

They are all branch dispatchers, clerks and other logistics positions.

"Don't you feel wronged or complain about living in such a dirty and messy place?

As far as I know, your salaries are not low, so you can definitely change to a better living environment.

Is there water in it?"

After going downstairs, Zhu Xiaolong couldn't wait to ask.

His questions were tricky and confusing. The group of people in front of him looked very contradictory!

Living in a place like this should make one numb, but it's outrageous that I can feel a positive spirit from them.

The employee who was asked was stunned, looked at him suspiciously, then hesitated to glance at the boss next to him before he refrained from refutation.

Li Zehua smiled and shook his head, then waved to Liu Fugen, "Come with me to buy a pack of cigarettes."

He is very tactful and confident.

Since the venture capitalists asked to see it in person, just let them see it. It's no big deal.

After Li Zehua left, Zhu Xiaolong asked again, "Now that your leaders are gone, don't be afraid. You can tell the truth."

The employee was stared at by a large group of people and felt a little uncomfortable. After a long while, he said shyly, "I'm not wronged. The rent is paid by the company. We are grateful to you all."

If Mr. Liu hadn't greeted them in advance and said that they were the company's distinguished guests, he would not have bothered to pay attention to them. If he had the time, wouldn't it be better to open two more customers?
Everyone didn't believe it, "Really?"

"of course it's true!"

As the promotion team leader of the Zhongguancun site, Dai Youqing felt that he had to speak out.
"I am the earliest employee to join Chime. If the boss has any questions, he can ask me directly."

Zhu Xiaolong looked at him, pondered for a moment, and decided last night to go to the front line and get a close look at the Chimo model.

This site was chosen by lottery again, and they certainly didn't have time to arrange it in advance, so they continued to ask, "Is it convenient to ask for your name, position, and monthly salary in the company?"

Dai Youqing, who had been greeted, told everything he knew.

When he heard that he received 4750 yuan in June, Lin Wenhui whispered to the people around him about the value of this salary.

Someone quickly gave the answer, "It is more than four times the lowest income in Yanjing, reaching the average income of white-collar workers in commercial offices and grassroots management."

Lin Wenhui thought for a moment and asked Liu Qiangdong for his opinion.

The latter thought about it, asked Dai Youqing a few more questions, and after thoroughly understanding the situation, he said with emotion,

"He was previously the head of a promotion team in Shanghai, and was not even considered a manager. However, this income is considered average in JD Logistics."

Even so, there is still selective concealment. In fact, the income level of middle-level management in JD Logistics is about this.

Dai Youqing then introduced the various benefits provided by the company. For example, the housing rent for their colleagues who moved north from Shanghai was fully borne by the company.

If you do not require accommodation and it is inconvenient to bring your family with you, you can receive an additional housing allowance of 100 yuan per month.

For example, the company has arranged five insurances and one fund for team leaders and above, as well as outstanding employees.

Team leaders and above can also purchase the company's original shares at a preferential price.

He was sincerely grateful that JD Logistics had reached a strategic cooperation with Hummingbird.

Otherwise, with this level of remuneration, once competition arises, eight out of ten employees under you will leave.

It can be seen that this is not a pre-arranged script, because it concerns everyone's vital interests. The satisfaction and pride on their faces cannot deceive anyone.

The data are all real!

Verification is also simple. You just need to do a quick calculation between the salary they say and the specific base salary and commission, and then take a look at the remittance slip to their family, and you will know whether it is true or false.

Xu Xin didn't quite understand, "Why would you live in such a place with such a high income?"

Dai Youqing smiled bitterly and said, "Some people live in slightly better places, but most of us have bad family situations, some are in debt, and our families need money for many things.

I'm afraid of being poor, so I have to save every penny. It doesn't matter where I live, as long as I have a place to shelter from the wind and rain.

The company has been very good to us. When I was in the factory before, even if I worked overtime until the early morning every day, I could not get 2500 yuan.

If we eat it, we can see the hope of changing our fate!" Everyone was speechless.

"Can't other companies, such as competitors, offer this level of salary?"

Lin Wenhui still didn't quite understand, so he tilted his head and asked his assistant.

The assistant didn't quite understand either, and hesitated for a long time without being able to explain the reason. It was Zhu Xiaolong who saw through it that came to the rescue.

"Boss Lin, you may not be very familiar with the salary and benefits in our mainland. These people have not received a very good education.

They don’t have any professional skills. If it weren’t for the food delivery and express delivery business model like Chimo, it would be difficult for them to get a salary of more than 3000 yuan elsewhere!

Moreover, it is difficult for similar companies to provide such treatment. For example, Mr. Liu, can you please ask about the treatment of your company's front-line employees?"

Liu Qiangdong chose to avoid the main point and focus on the trivial point. "Their promoters are similar to salesmen. Team leader Dai, you just said that for every new customer you open, you will reward each person 30 yuan, right?"

Dai Youqing nodded and said, "Initially it was 25 yuan per family, 20 yuan was actually given out, and 5 yuan was given as a reward for team completion.

Now the actual salary is 30 yuan. If an individual completes 30 orders per month, he/she will receive an additional reward of 10 yuan per order.

In addition, there are team rewards for the promotion group, such as our group of 12 people.

The task goal for July is to open at least 300 stores and give the team an additional reward of 3000 yuan.

And let 100 of them complete the monthly sales task of 200 takeout orders, with a total monthly sales of 4, and the team will receive an additional reward of 7000 yuan.

In addition to the no-responsibility base salary for the first three months, after completing the task, everyone can get at least 2600 yuan, and the better ones are around 3500 yuan. "

Zhu Xiaolong keenly noticed the loophole, "There are only so many restaurants in a region. If all of them are developed, won't your wages drop sharply?"

Dai Youqing is very confident, "No! Development does not mean letting go. The company requires filing and each site must count the total number of restaurants of various types in the area.

The first stage requires all contacts to be established. In the second stage, when the cooperation rate reaches 60-90%, it will be switched to fixed-point maintenance, with a focus on assessing the store’s compliance rate.

That is, the total number of takeout orders each month for 1234 types of restaurants. This needs to be completed in cooperation with the marketing department. Our promotion department will arrange a fixed-point maintenance team to follow up.

Colleagues who are hardworking and want to make money can transfer to other teams and continue to develop new clients. Their salary will not be much lower if they stay.

For example, if a Category 3 restaurant completes 300 takeout orders every month, it can contribute a commission of 10 yuan to the colleagues who perform point maintenance.

In addition to other tasks of the company, for example, the recent assessment of the computer office penetration rate among merchants, a reward of 30 yuan will be given for completing the task.

Because there are relatively few maintenance personnel, the customer base is large, and the income is not low..."

“It seems that most of their losses are concentrated on promoters.

However, a complete salary system with market competitive advantages has been formed, which can almost be said to be unique in the current environment.

The biggest challenge for any company that wants to compete is not to poach talent, but to provide a matching salary package.”

Zhu Xiaolong asked the promotion department, and the others were also busy, waiting for the information they had collected to be summarized, and everyone was very satisfied.

Because the Hummingbird model of delivery projects is basically unsolvable.

A model based on almost full commission is sufficient to ensure that front-line employees receive wages far exceeding those of their competitors.

Liu Qiangdong couldn't help but smile bitterly, "It's all about the volume of orders. According to the latest logistics data, Yanjing currently has more than 50 express parcels every day.

Fengniao has already reached cooperation with one-third of the large companies in the express delivery industry. It is likely that it will complete full coverage of the industry except for the post office.

By then, if we add takeout and eat at Mejia Fengniao, it will be no problem to reach an average of 500,000 orders per day in the short term, and even one million orders in one or two years!
Yanjing alone can support a distribution team of 10,000 to 20,000 people. With this number of people, there is no way to compete.

It’s useless no matter who comes!”

He knew Li Zehua's overall plan for the takeout industry. Taking the current Shanghai market as an example, it only took Qingyun 1000 days to increase its daily average of 20 orders to orders.

It only took 3 days to increase the number of orders from 15 to .

It only took them more than 3 days to go from 10 orders to 20 orders.

The four key time points include the launch of Chimei.com's website and the acquisition of Fanjisong's customer base.

The heavy rain also stimulated the business, and finally Hummingbird reached a cooperation agreement with the express delivery company.

Relying on the original food delivery base, they developed a team of three to four thousand people, and in just half a month, they increased the express parcel business to an average daily scale of nearly 3 orders.

With the cooperation with Huitong and forcing Yuantong Yunda to open up collection and delivery in commercial areas, I believe this number will continue to surge.

After sharing this information with everyone, Zhang Lei could no longer sit still. "Mr. Lin, no matter what you Temasek are going to do, we at Gaoling will not wait any longer."

Zhu Xiaolong also decided not to hesitate, "Mr. Lin, if Temasek does not invest, Jinshajiang is also prepared to invest alone.

The situation is very clear. Just in Shanghai alone, Yanjing wants to achieve the same salary and service level.

Competitors must at least employ tens of thousands of people to do the simplest thing. For a competing company that simply does food delivery, the loss from employee salaries alone will be as high as tens of millions every month.

If expanded to the whole country, the monthly losses would be hundreds of millions, which would amount to tens of billions or even hundreds of billions a year!
Add to that subsidies to merchants, snatching up express delivery companies, and all kinds of advertising. If you eat and then subsidize users, this war is almost impossible to win.”

He also privately advised Lin Wenhui, "The rise of Hummingbird is unstoppable!

This is a once-in-a-lifetime opportunity. It will only take one or two months to produce results. I don’t think it’s necessary to worry about the 5% stake. Let’s just cooperate directly.”

We talked until late yesterday evening, and the two sides argued over whether the shareholding should be 15% or 10%, and whether it should be before or after the investment.

In the end, the venture capital side took a step back and agreed to US$3000 million to hold 1.6 million shares.

But Li Zehua refused to give in and only agreed to 1.33 million shares. He would rather sign a bet agreement and receive an additional 10% share compensation if the target was not met than give in on the shares.

The total number of shares was increased because venture capitalists invested and requested to expand the share pool by giving away nine shares for every one they received, thus expanding the original share pool tenfold to more than one billion shares. This does not affect the interests of all parties.

Lin Wenhui was a little hesitant. If it was only Temasek, he would just accept it.

But now, Temasek and Jinshajiang are in the same group, and Gaoling Capital has also brought in Tomorrow Capital.

Two parties and four companies, how to divide 10%?
Zhang Lei obviously heard it, and immediately came over and said with a smile, "The two families will share it equally, so no one will suffer a loss."

He is also afraid that Temasek will use its own strong financial resources to attack others.

Gaoling Capital is currently gathering funds to acquire a stake in JD.com, but does not have much cash on hand.

Lin Wenhui could not stand it and refused immediately, "82 points! Temasek will definitely take the lion's share."

Zhang Lei's face changed. What he feared came true. After thinking for a while, he advised, "Gaoling Capital attaches great importance to this investment!
If we continue to argue, it will not only waste time but also attract new opponents.

Besides, you and I are both engaged in venture capital and capital operation. There is no need to keep raising the price in front of customers. This is not good for both parties. "

Lin Wenhui thought of the instructions sent to him by Temasek headquarters in the early morning, and took a step back, "73, 5% for the additional investment agreement, I want 4%, which means Temasek will take a total of 11%."

Worried that Zhang Lei would refuse, he quickly added, "I know you plan to invest in JD.com. Don't lie to me. We can find out that you are in contact with investors and are raising funds."

Zhang Lei's face suddenly changed, "Why, you want to fight for Temasek too?
But I remember that you guys seem to be cooperating with Ahri, aren't you afraid of the restrictions of the competition agreement?"

Lin Wenhui lowered his voice and said, "We do have it, but Jinshajiang Venture Capital doesn't, and the American branch doesn't have it either.

How about a deal? Temasek will not hinder Gaoling's financing of JD.com, and Mr. Zhang will also make concessions for this financing. "

Zhang Lei thought about it carefully and finally made up his mind, "Gao Ling can take a step back. We want 4% in the first round, 3% for the bet, and 2% for the follow-up investment after the performance is achieved.

However, when Gaoling invested in JD.com, there was still a funding gap, and we hope Temasek can provide some support.”

From the very beginning, Zhang Lei was very optimistic about the development of JD.com. Now, in order to achieve his goal, he had to reluctantly give up the Hummingbird and use it as a bargaining chip.

Otherwise, if Temasek rushes in to compete with him, it will be another fierce bidding war, which will not benefit anyone.

Lin Wenhui thought about it, discussed it with the team, and then reached out his hand to shake his...

Next, the venture capital firm followed the front-line business team for a field trip.

This time they finally witnessed the strong fighting power of this team.

The food delivery industry has actually always existed, but due to cost issues, almost all telephone ordering companies have not developed on a large scale.

Eat Moga Hummingbird is an exception!

When they first appeared in the Yanjing market, they were like prehistoric beasts, leaving nothing behind wherever they went.

As the chairman of the company, Li Zehua could even secretly put his competitors' advertisements into his pocket when the restaurant owners were not paying attention.

Then he continued chatting with everyone as if nothing had happened.

As the saying goes, what goes up comes down. With a boss like this, the people below will naturally follow suit.

For example, secretly blacking out the contact information at the bottom of a competitor’s poster.

There were also people who took off their work clothes and pretended to be passers-by, ran to the door of other people's stores, tore up their competitors' posters when no one was paying attention, and then turned around and ran away.

This simple and crude way of competition left the venture capital bosses dumbfounded.

What made Liu Qiangdong speechless the most was that the advertisements placed by JD.com in the commercial district were blacked out at some point.

"This one must have been made by Taotao Dingdang."

Li Zehua insisted that he had not been caught on the scene and refused to admit it. "You know, we are in the catering business and have no grudges against e-commerce companies. How could we have done it?"

Liu Qiangdong was very upset. "How dare you say that the billboard of JD Logistics was not made by your men?"

(End of this chapter)