Chapter 154: The finishing touch
"Sorry to have kept you waiting. Where were we talking about now?"

Along the way, I exchanged views with Zhang Baige on the issue of MoTou's investment. We reached a consensus on the general direction, but the details still need to be discussed.

When I arrived downstairs at the company, I apologized to everyone and proposed to spend 30 minutes to preside over the company meeting to reach a consensus. No one had any objection.

I went upstairs without stopping and entered the meeting room amid the warm greetings of my colleagues.

Gu Shijie was ordered to temporarily preside over the meeting. Seeing him come in, he breathed a sigh of relief, "Boss, you are finally back. Everyone may not understand and have big differences..."

The words were not fully expressed, but the meaning was clear.

"Hi boss."

"Hello, Mr. Li."

"Good morning, Chairman."

Everyone greeted each other in different ways. Those who followed him earliest were closer, while those with higher status were more casual.

The rest, such as senior executives in technology, R&D, and other departments, are relatively reserved when they meet less frequently.

"Good morning everyone, please take a seat."

Li Zehua didn't take it seriously. He smiled and greeted everyone one by one before sitting down. "If you don't understand anything, please tell me and speak out your mind.

Only when everyone has a unified mind can we work together and work hard in the same direction. "

At today's meeting, it was quite interesting to see the seating arrangement.

Gu Shijie is on the left, followed by Yu Li, Wu Wenhui, Feng Mingcheng and deputy managers, assistant managers and above of their respective departments.

Yang Zhichao is on the right, next to him are Qin Lang who just rushed back, Ye Feng, as well as Zhou Anquan and the assistant branch manager.

The middle and senior management of the express delivery and distribution departments were scattered around, mainly because their boss Zeng Haiyang and former boss Xie Bin were not there.

But there are more people sitting on Yang Zhichao's side.

I asked casually and found out that the seating arrangement was similar. Both groups had great expectations for the company's development prospects.

Just keep the major premise unchanged!
Even a couple can have different dreams, let alone a group company like this.

Gu Shijie and the group led by Yu Li are not as optimistic as they appear.

Gu Shijie made the judgment based on the normal business operation model.

Chizumo and Fengniao grew so fast that they had no time to sort out their organizational structure. Many times, they hired a large number of people just to look big, resulting in serious waste of manpower.

For example, the current number of people is not normal. Apart from the two trips to the south and north to expand the market, minus 1500 people, nearly half of the part-time students return home.

In mid-to-late June, the company had only 2500 employees. Minus 2000 of them, there should only be talents left in Shanghai, which can support the current business scale of more than orders.

But the reality is that in just two weeks, the company recruited nearly a thousand people through major talent markets such as Shanghai, Yanjing, eastern Guangdong, Jiangsu and Zhejiang regions.

Zeng Haiyang recruited nearly a thousand people for the express delivery company through his own internal channels.

There are three to four hundred franchisees of the express delivery company.

I have come into contact with hundreds of restaurant waiters, salesmen from competitors, and people from other industries who have voluntarily changed jobs after hearing about the high salaries here.

In addition to the internships, hundreds of graduating college students, and through special channels, the number of people in Yenching increased by nearly two thousand and that in eastern Guangdong by hundreds.

In short, the entire Qingyun organization welcomes everyone, as long as you are willing to come and provide a health certificate and a criminal record certificate (which can be supplemented later).

A company whose revenue in June just exceeded 35 million has nearly 10,000 employees signed labor contracts, and nearly 8,000 of them are full-time employees.

Not to mention that there are leaders of relevant departments in Rongcheng and Jinling waiting outside, ready to recommend thousands or even tens of thousands of people in at any time.

Gu Shijie and Wu Wenhui met to discuss something and felt a little panicked!
Even if Li Zehua successfully negotiated an investment of tens of millions or even hundreds of millions of dollars in Yanjing, it still could not dispel such doubts.

The basic salary for employees alone is 1,000 yuan, so we have to prepare tens of millions in July.

Add to that accommodation, ticket reimbursement, advance payment for the purchase of an electric vehicle, various other expenses after joining the company, office equipment and website maintenance and upgrades, various legal services, and server and office space rental, and the total cost is another tens of millions.

As a result, Wu Wenhui felt nervous every time she signed a contract. Unfortunately, she had a boss who spent money like water, and two advertising contracts cost her 10 or 20 million yuan.

I heard that people from Focus Media are still waiting downstairs, which looks like another big expense.

The company's revenue simply cannot cover such huge expenses.

Although the commission rate for merchants has been increased and the express delivery order business has grown rapidly, the overall revenue situation is still not ideal.

Taking June as an example, the company achieved nearly 3500 million in revenue for the month, with a gross profit of more than 100 million. Even if the latest commission rate in the July contract was increased by more than 15 million, it would still be less than %.

Just looking at the commission part, excluding the one given to front-line employees, what is left for the company is only 4% of the revenue, which is about 20% based on gross profit.

The express delivery business is slightly better, with the collection commission being about 64 points, with the front-line business accounting for 65% of the commission and the company taking 35%.

However, the delivery part is also calculated at 90% to 10%. This part is the main business of express delivery. After conversion, the overall revenue ratio is 82 points, and the company's revenue only accounts for 20% of the gross profit.

When converted as a whole, it means that no matter how much the company's operating income is, only 4.5% of the total revenue can be deposited into the company's account and retained. Add in unplanned electric vehicles, computer sales, paid ranking traffic support, etc., and it can be a maximum of 5%.

Even in July, due to the addition of new cities and the growth of express delivery business, even if the revenue reached 100 million, excluding the basic salary, the gross profit was only 5 million.

The five million will be used to pay the front-line team bonuses for completing tasks and to maintain the huge logistical support system, as well as wages and benefits for various departments such as personnel, administration, finance, scheduling, and technology.

Gu Shijie seemed worried about this. Seeing that the number of front-line personnel was approaching 20,000, the logistics support team would need at least 1,000 people.

This part alone eats up all the profits.

The front-line business team has nearly 2 people!
If we count all the distribution groups, there are nearly two thousand groups, not to mention so many promotion groups. The bonus package alone is worth tens of millions per month.

Adding in staff training and initial business development costs, the plan is to incur a loss of 30 to 40 million in July?

The huge losses have caused people to become unstable.

With an unstable foundation, the faster the development, the less confident it will be. With more and more people, the shortage of management personnel will become larger and larger, and the risk will also be greater.

As the executive vice president of the group, Gu Shijie has to consider everything carefully.

Yu Li's situation was much simpler. As the company grew larger and larger, its losses also grew larger. She was worried that Li Zehua would fail in his business one day and be heavily in debt.

I just want to work hard, share his worries, and save more money to prevent him from ending up on the streets one day.

Feng Mingcheng?
He was forced to do so, and finally came up with the virtual payment system, thinking he could finally breathe a sigh of relief.

As a result, hundreds of interns suddenly poured into the network department, all of whom were juniors and seniors from various universities in Shanghai, as well as engineers and programmers who were continuously recruited.

I was quite happy at the beginning, thinking that as the team grew bigger, the tasks assigned to each individual would be less.

As a result, the company assigned him more and more mandatory tasks, so that he had been living and eating in the company for the past month and had no time to think about anything else.

His girlfriend was almost going crazy, thinking that her boyfriend had mistakenly entered direct sales and was under house arrest. At one point, accompanied by Uncle Hat, she ran to the company to "rescue" Feng Mingcheng.

Fortunately, after the explanation, and seeing that the company had distributed option rewards, he calculated the amount to be as much as 600,000 or 700,000 yuan. Then he smiled, apologized repeatedly and left.

After hearing this, Li Zehua understood a little.

He turned to Yang Zhichao and asked, "What are your opinions? Let's talk about it."

Yang Zhichao shrugged his shoulders and said confidently, "Boss, we are all on the front line and have more contact with customers, so we don't feel that way."

Qin Lang was also laughing. "Isn't Mr. Gu too pessimistic? I think it's good this way. Everyone is motivated to do things, and there is no need to keep an eye on them all the time."

The subtext is not revealed, these people sitting in the office are just daydreaming and worrying about nothing.

Everyone is running the business on the front line, and they are so proactive that they are willing to even sacrifice their lives for money.

He also took the opportunity to brag a little, "It's Mr. Li who is sympathetic to his employees and set a time limit for delivering orders every day. Otherwise, these people would probably run from morning till night and even want to deliver orders before they go to sleep."

As soon as these words were spoken, they instantly won the approval of all front-line management teams.

No one understands better than them how hard the employees on the front line work and how difficult it is!
In order to earn an extra 10 or 20 yuan in commission a day, many people are still running around the city at 11 or 12 o'clock at night.

There was even a more radical assistant manager who said bluntly, "If you have time, you can go to the business district to take a look. The office workers there have the most say.

Even if they work overtime until two or three in the morning, as long as they place an order on the website, we can deliver it in time!

How can an excellent management team achieve this kind of self-motivation and self-encouragement?
I even heard that the administration department plans to set up a unified attendance system for all frontline colleagues. Isn’t this a disguised way of increasing the burden on the frontline? "In a start-up company, everyone is trying to contribute to the company's development and stand out from the competition. There is no inherent concept between superiors and subordinates, and the authority is not strong.

Faced with such questioning, Yu Li opened her mouth to refute, but when she saw Li Zehua shaking his head slightly, she could only keep silent.

This made the assistant to the general manager of the administrative department behind her feel helpless. She also saw the boss shaking his head and could only keep her thoughts to herself.

Li Zehua said, "Attendance is never a means, but an end. I have emphasized this time and again."

If he wants to get the company on the right track, his best option would be to wait for the two sides to argue and reach a conclusion, and then make a ruling.

But now he has no time to waste. "Since the front-line staff can take the initiative to complete their tasks and exceed the quota without attendance checks, we should not interfere.

Because there is no evidence that attendance can improve delivery efficiency.

We can doubt everything, but we never need to question the driving force of money. Under the premise of the minimum assessment order, everyone must complete enough orders to get excess commissions. "

Yu Li didn't say anything, but the assistant behind her couldn't help but raise her hand and say, "Chairman, if we leave it alone like this, it will be more difficult to manage in the future. This goes against the ideas you have always instilled in us.

If there is no effective management from top to bottom, how will tens of thousands or even hundreds of thousands of people work together in the future? "

Li Zehua never held people accountable for what they said, but he also had to take Yu Li's feelings into consideration. He thought about it again and again and said, "What you said makes sense. How about this, the Administration and Human Resources Department come up with an effective plan.

For example, the team leaders, station managers, and back-end staff such as dispatchers, resident finance, and human resources specialists of the front-line team are included in the unified attendance system, but promoters and delivery staff are still assessed based on the original order volume. "

Having been in business for 13 years in his previous life, how could he not know that both promotion and distribution are essentially marketing, with the only difference being the front-end and back-end.

For this group of people, it is meaningless to put shackles on them. The promoters report the number of customers of the cooperating stores, and the deliverymen report the number of orders. These data cannot be deceived.

As for some people taking advantage of loopholes, that's fine. Even if no orders are delivered for a month, the 960 yuan they get is enough to survive in a first-tier city?

After cutting the Gordian knot and appeasing both sides.

He chose to get straight to the point. There were a group of people waiting outside, so there was no time to waste. "I called everyone to a meeting today to report on the company's recent financing situation. Everyone is aware of the first round of $1 million.

No need to applaud, because the difficulties have just begun!
What I want to say now is that the newly established Pinxixi e-commerce company under the group has successfully obtained a 5+1 investment from Temasek, totaling US$ million in financing.

What does this mean?

After a quick glance, he saw that everyone was stunned and very satisfied, "Okay, the money is ready, now what should we do and how to do it well is the top priority!

Ladies and gentlemen, there is no need to emphasize takeaway delivery for the time being!

I know many of you are wondering when the company's recruitment will end. Mr. Gu, I remember telling you, right? "

Gu Shijie nodded quickly.

Li Zehua continued, "Promoters are very important. I have mentioned this more than once, but today, I still want to mention it!
That means the number of people is not enough, we must continue to recruit, and recruit persistently. Ladies and gentlemen, US$1.5 million will soon be received, which is more than 10 billion RMB!

Do you think it fell from the sky out of thin air?

Wrong, dead wrong!

In my opinion, these investments are all from the promotion department, at least most of them are brought by the promotion department.

Well, please write this down on the blackboard for me. Everyone must keep this in mind. This is the business logic that runs through the entire company!

The bottom line that will never change is the promotion department. Its importance cannot be overemphasized! "

When the blackboard was in place, Li Zehua finally spoke out his innermost thoughts. Without exception, all those who could attend the meeting here would enjoy free allocation of company options, and they were a community of interests tied together.

What business is there if you can't even trust them?
Just lie down.

“You may not fully understand now that there is any essential difference between food delivery platforms and Taotao.

Same merchants, platforms, and consumers!
As for express delivery, it is more similar to Taotao Mall and JD Mall. The express delivery company is the manufacturer, and then to Fengniao, the consumer.

Tao Tao has a slogan that says it is easy to do business, so our motto is to make sure there are no hungry people in the world! "

Everyone laughed.

Li Zehua continued, "There is no difference in essence. Both dine-in and delivery are essentially about solving the problem of eating. People can stop doing business and go to work without starving, but can they stop eating?
Modern economic society is developing faster and faster, and people's desires are also constantly increasing as information exchange becomes smoother and more convenient.

In the past, people’s primary goal was to have enough food. When they were hungry, their biggest wish was to eat.

But once you are full, trouble comes, because countless other desires emerge. I believe everyone here has experienced this deeply, such as getting promoted and getting a raise, buying a house and a car, getting married and having children, and living a better life.

This is the most basic logic that cannot be changed; it is human nature!
So, how does it connect to what I’m going to talk about next?

Have!
That is, as people's desires increase, if they are not satisfied, they will become impetuous, complain, and then lazy, and it is easy for them to lose their feet and never be able to recover their previous calmness and steadiness.

This will become more and more obvious among those born in the 85s, 90s, and even the 00s in the future, that is, all kinds of unnecessary impulse consumption.

Our future lies in these people!

Therefore, it is very important to plan ahead! "

Gu Shijie couldn't help but ask, "Chairman, this cycle is too long. You yourself were born in the 90s, but you are only 20 years old. I am not questioning your age.

But you can't expect everyone to be as tall, handsome, and rich as you are."

A little flattery can defuse conflicting tensions.

Li Zehua nodded with satisfaction, "So, time is the key to victory!
Why didn't I let you applaud just now? That's because it's far from time to celebrate. At best, we took advantage of our opponents' lack of understanding of the rules of the game and jumped ahead to gain a slight advantage.

When those big companies realize what is happening, will they just sit there and watch us occupy the huge market?

impossible!

Those venture capitalists waiting outside will hold a press conference once the agreement is signed. By then, people all over the country will know that it is profitable to run a takeaway delivery company, and it is easy to raise hundreds of millions of dollars in financing. "

Then he asked Yu Li, "There are a lot of media friends here these days, right?"

The latter nodded.

He added, "Everyone, the days of peace and comfort we have left are numbered. Put away your fantasies and prepare for war!

There is still a big gap between us and the giants, and we are far from the stage where we can make money by lying down comfortably!
Therefore, Pinxixi is the gift we prepared for the giants, a weapon to win living space and development time. Among them, the most important part is the promotion department. "

Everyone looked at each other, unable to understand.

Just look at what Li Zehua wrote heavily on the blackboard, "The core of cross-regional logistics and intra-city logistics is order volume, and this is not our exclusive patent. Large companies can rely on their connections, sales networks and massive funds.

By competing with us in terms of consumption, they can definitely take away our market share bit by bit.

But they absolutely have no way to swallow up the excess products of millions of factories and small workshops in one go.

This is the significance of Pinxixi group buying, and it is also the core value of the promotion department’s existence, the advantage of numbers!

That is the key to victory!"

Yang Zhichao was very happy. The authority of the Promotion Department was strengthened again and he was very satisfied.

Qin Lang was also happy. The more orders he received, the stronger his business team would be, and the more stable his voice and position would be.

Others seemed confused. E-commerce? Isn’t Taotao the biggest one?
How can the group buying platform Pinxixi resolve the advantages of the giants?

Li Zehua smiled confidently, "Don't you understand? In the financial crisis, how much inventory of unsold goods do manufacturers have?

Does Taotao dare to accept all these products? It doesn’t dare, because this will directly impact its original dealer system. Low prices are delicious, but also poisonous.

It simply cannot quickly enter the competition, but we, as long as we have enough promoters and grasp the first-mover advantage, can even, to a certain extent, shout out the slogan of "underwriting the country's overcapacity products" in the first few months. "

“Underwriting domestic excess production?”

Everyone was stunned!
I couldn't even hear clearly what was said next, I only vaguely heard two words.

“Promote!”

　Today is my nephew's birthday. I drank a little wine and am typing now. The second and third updates will be a little later.

　　The second update may not be available until 2 o'clock, and the third update will be available in the morning. Sorry!

　　
　
(End of this chapter)