In mid-August 2015, announced hundreds of nearly 200 million RMB b round of funding. Head shared economic, outbound and mobile Internet, three rings, staying home is considered to be a start-up with great imagination.
Finally, once intended to sell to ctrip and almost sold the way startups, it lifted the alert for the time being, survived. How did he survive it? has experienced what crisis? corner what is the killer app?
Soon, a week later, Airbnb announced in China. In simple terms, hundreds of Airbnb, is just like drops of to Uber. Hundreds of Chinese overseas rental booking and free services, for quite a long period of time, it has been considered the Airbnb subset of apprenticeships and business in China.
Competition structure changed. Home has just crossed the wards, will face competition from treading on thin ice danger. Before Wolf, after the Tiger, there are mice in the Middle, ready to do? what should I do?
Engineers still shrug off. Business world is growing African grasslands, who all want to be the last remaining species in the food chain. As hundreds of the Cubs, screens have full, natural enemies loom. It is likely to die a little careless, but if you are lucky enough, or wild growth, had the last laugh in a hard way.
Airbnb is lucky enough one. Not long ago, it has just completed e round of $ 1.5 billion in financing, valued at $ 25.5 billion, second only to the Uber and millet. However, Super Unicorn when it was started, founder Brian Chesky has concern for an unpredictable future. He received a recommendation from YC founder Paul Graham, he said: “start-ups are to die from suicide, not because of murder and death. ”
Godfather thought-provoking. Winter is approaching, the Cubs must speed up the running, and it survives until the next season were announced.
In early 2014, Zhang Hengde received a strange phone call.
Each other from Sequoia China. The prestigious investment agencies are mysterious layout, hope for himself in the United States the star project Airbnb looking for a CEO in China.
At the time, Airbnb has yet to enter China, but has been on a tear. The rental reservation App from San Francisco, which has just completed a round of financing of $ 450 million, valued at $ 10 billion, has 10 million customers and 550,000 rooms around the world. It along with the Uber, called the Gemini of the global economy.
Though has been kept secret, but the Chinese market is crucial. In that year, Airbnb book from China’s market grew by 700%.
Zhang Hengde (left), Zou Xin (below right), Ruan Zhimin () (photography/Ji Ke)
Zhang Hengde into Airbnb’s search list. He looks is a white and shy of young, but has a copies quite elite of resume: was born Yu 1985, graduated Yu Michigan University Ross school, has 5 years overseas life experience; although young, but from a quite has background of political business family, family members in China of investment territories and real estate circle are has influence; are match of career experience–years Qian, he served as had I love I home of Deputy General Manager, also had in Hong Kong founded had a home property managed company, Airbnb is one of the third-party suppliers in Asia. It should be said that he know about Airbnb.
For now, Hong Kong companies have already ended, Zhang Hengde identity is the founder and CEO of hundreds. This is a specialized company to provide Chinese with overseas service, has just run a year. Though small, but probably qi is the Chinese version of Airbnb.
However, the caller may not know, Zhang Hengde is at a most difficult time. This was is a mess: venture one years, money fast spent finished, account Shang also left hundreds of thousands of, only enough four or five months of overhead; Shenzhen Office from Office moved to has residents floor in, Beijing Office only left not to 10 a people; Board in infighting, COO disappeared, CTO is line code also didn’t wrote had, words works Center and customer service santiandayu once; is addition someone take has a website, but å is almost no flow, only put houses put in ctrip, and to where and way home Shang sold, but still not satisfactory.
Zhang Hengde were preoccupied looking for opportunities. He can’t make up his mind whether this is an olive branch, or an intriguing temptation. But he also is the date. Interview at a coffee shop in Beijing fangcaodi, Airbnb and he talked for an hour of Heads of the Asia-Pacific region.
The ABC told him in English, Airbnb is about to enter China, the company needed to find a “people who can help us win”, who contributed the next two or three years, with all my heart to create a “Airbnb gang”. The candidates have to be acceptable to the Americans and the Chinese, not only to integrate into Airbnb culture, but also has considerable prestige and resources in China.
”Do you have any plans to buy?” Zhang Hengde began to make inquiries.
”No”. We do not want to purchase break the culture of Airbnb. ”
”What time do you usually knock off?” He asked again.
”Six o’clock in the afternoon. ”
In this horrifying answer, Zhang Hengde ended the matter rest conversation. He does not intend to seek a salary offer of 2 million Yuan. Informally, as a rich second generation, money was not a temptation to him. More importantly, he feels, for weak live hundreds, Airbnb is powerful, but seems to be savage enough.
He has his own judgment: “this person is not easy, Airbnb foreign culture in China may well acclimatized, and managers and founders are two different things. ”
This is just an episode, Zhang Hengde decided to continue to endure. Though he was never late, Airbnb really when I came to China, if I’m still alive. He knew that the head of this venture did not play well, came off the hole the first year.
First year hole
In 2010, Zhang Hengde from United States returning.
Chief beauty officer-Niu Meng (photography/Ji Ke)
All things bad. He had always wanted to Goldman, but no plane. Home investment in CITIC King Lam Estate and dry for a while, but add up to nothing for six months. His uncle is co-founder of I love my house, no, simply arranged for his succession in advance. In 2011, the Deputy General Manager Zhang Hengde into the I love my home, in the Sanya tourism real estate business.
This is a depressing period. Zhang Hengde like a bulldozer to accumulate a lot of horsepower, but don’t know where to push. His uncle recalled: “he lost-I love my family-unless there is an innovative business, but it’s hard. ”
During this time, Zhang Hengde met United States Tripadviser TripAdvisor CEO of Chinese companies. He is alumni of the University of Michigan (called alumni), on real estate, tourism and how to combine the Internet, having something to talk about.
On one occasion, alumni a refers to Airbnb: this housing rental model, are also set up in China?
In early 2011, Airbnb has just completed round b, valued at $ 1 billion. New appearance of unicorns, opened a House share economic impersonations. Overnight, emerged in China love daily rental short rent, short rental, pig, Ant way, freely travel the world, friends and everyday home, a large number of similar items.
The logic of these projects and similar to Airbnb: encourages owners to hang themselves on the product side of idle housing, travel accommodation needs you can search, matching, ordering, enjoy relatively cheap price, and get and hotel accommodation are not the same experience.
Inspired by the Alumni Association, Zhang Hengde noticed the hot markets and began to do feasibility studies. He was fascinated by it. After a while, he simply resigned from I love my home, apply for admission to University Master of science in e-commerce in Hong Kong. At that time, Airbnb in Asia also has no Office, but Germany Rocket King of fake Internet investment a twin company Wimdu. Wimdu’s Asian Office in Hong Kong, and Airbnb is 5 times the amount of users in Hong Kong.
Zhang Hengde have two strings to one’s bow, while studying, while trying to field trips. In short, he wants to find such a thing, passionate, long enough, and you’re good at. He felt faint, Airbnb this direction though they may be-but even if it fails, a master’s degree would find a job in the future.
At first, Zhang Hengde founded a property managed companies in Hong Kong. He collected and proxy over more than 20 houses, at their own expense for standard decoration, then on Airbnb and Wimdu pages on rent, rent. The decoration cost of 20,000 yuan for each housing, renovation cycle control in 2 weeks this year, he had a small profit of 1 million.
Zhang Hengde is a conscientious parent. In the provision of services by third parties in the process, he learned that some road housing rental industry, have begun to comb his point.
First, Airbnb is C2C platform of pure mode, it does not manage the supply. In Hong Kong, for example, good houses are rare, so Zhang Hengde listings a little quality control on hand, can be easily visited on Airbnb Search Home.
Second, Airbnb has no 24-hour call center customer service, not for the demand side to provide timely service. Users if after arrival, there is a dispute, can only use English to write messages of complaint, and may reply 24 hours later, is more likely to disappear.
Third, Airbnb light model is flawed, but still viable overseas. Because good houses and more outside, high user quality, supply and demand both relatively mature.
Finally, C2C platform of pure mode is not suitable for the domestic market. At home, the better houses not much, on the ideas, people are not used to his house and strangers, coupled with the cheap hotels, rental prices are not competitive.
Finally, B2C business model similar to the way home to live at home, but with a shared concept of economy is a far cry from. In order to specifically address the country’s problems on the supply side of the market, road home directly from the resort developer listings, their decoration, their management, their operations. So instead of shared accommodation, vacation rentals than.
VI, now that there are systemic problems in the domestic market, from overseas rental market for Chinese users, and this may be a clever positioning. On one hand, supply have been Airbnb education abroad for a few years, relatively mature, on the other hand, freedom of outbound and domestic demand is on the rise, but the Chinese language barriers and cultural barriers the problem still cannot be resolved on the Airbnb platform. The point difference is market.
In conclusion, Zhang Hengde want to do based on Airbnb, but different from Airbnb. If the mode light of Airbnb, similar to Taobao, pedestrian mode, similar to the East of Beijing, so he wanted to do a similar cat pattern company, weight is somewhere in between: grasp the pain point needs still unmet in the market, set up a service system of my own, through the continuous optimization of service, improve the experience of Chinese outbound tourism.
Zhang Lingpeng (photography/Ji Ke)
In March 2012, Zhang Hengde signed up hundreds. By the end of the time, just Wimdu the abolition of Hong Kong’s business, to withdraw the Berlin team. Zhang Hengde seized the opportunity and found Wimdu Ruan Zhimin, Director of housing development. The two men hit it off and decided to start the joint business.
”I told him, the Chinese outbound tourism is big enough in this direction, attack or defensive back. “Zhang Hengde says,” do it, would be a considerable volume of company. Do it, can also be sold to c, where they, that’s wonderful. ”
It should be said that a O2O projects, hundreds of genes under a strong line from the very start of the team. Earlier, Zhang Hengde Airbnb and Wimdu suppliers, under cable operations experience. Ruan Zhimin filtered high quality brought hundreds of overseas listings, it become the biggest resources–hundreds of early in the next year, hundreds have made such a serious error but not hanging out, probably also comes from this resource barriers.
The beginning of 2013, Zhang Hengde has found several angel investors, intend to run dry. This list of angels include: Li Kanglin capital partners, alumni Zhang Bo, founder, American beauty, and a Vice President of ctrip.
Right from the beginning, as a company director of alumni, will play a strong role for deep engagement. He is the first to stir Zhang Hengde, who gave him inspiration. He worked as corporate leaders, learn about the tourism industry, articulate, his broad. Zhang Hengde first serious business after graduating from University, trust his opinion.
Zhang Hengde nightmare began.
A first arrangement between Zhang Hengde and Ruan Zhimin Office of alumni. Zhang Hengde operations team moved to Beijing, Ruan Zhimin and two customer service to stay in Shenzhen, responsible for housing development and after sales. Reason is that most of his personal resources in Beijing, so easy to do.
In the initial phase of a company, the co-founder of missing back-to-back opportunities to a team. This directly led to the subsequent series of management issues. After a while, the company’s customer service team has moved to Beijing. “A muddle. “Zhang Hengde recalls,” regular customer service staff overnight and no phone, tired of the day when he went out to play, call came again. ”
Subsequently, the Director’s old subordinate were arranged to live hundreds served as COO, his brother-in-law served as CTO. However, Zhang Hengde and Li Kanglin recalled, the CTO “line of code is not written”. In fact, hundreds of sites, but there is virtually no traffic-no money flow.
In the first full year of time, hundreds of plays are OTA platform vendor’s role, sales have been up to. First, OTA does not attach a small vendor’s products and, secondly, OTA genes natural standardized product for air tickets, hotel, bed and breakfast in non-standard products rental, even if very cheap, the user knows what it is, without orders.
In a year’s time, Zhang Hengde are in a State of oppression and struggle. On one hand, he slowly slowly over, began to feel funny, does not agree with alumni of a play. The other hand, every Board meeting to hear each other talk, speak a variety of planning, he swallowed my tongue.
”This could be his Achilles ‘ heel: too much emotions. “Li Kanglin said,” very early on, I think is wrong, has told him, don’t hesitate to start adjusting. But he felt that, for his good and trust of others, he wants to return. Business is a cruel and last you into the pit, how to return it. ”
In early 2014, over a year later, left on the corporate accounts of hundreds of thousands of Yuan. COO couldn’t find people, has been wavering command battle alumni also reveals a means. Zhang Hengde think twice, was devoted to fly a trip to Shanghai, Li Kanglin dinner.
”I can feel it, he was a bit shaken. “Li Kanglin recalls,” when walking on the road, he told me, Airbnb to find him. But he gave me three options. First, quit, withdrew. Second, get some money, support braces. Third, sold to pedestrians. Way home, has been talked about many times, but have no bargaining power. ”
”Of course, change the options he did not open his mouth. “He added that” this may be his courtesy to me. He is a man of high EQ. ”
This is a Rainbow restaurant in Pudong, they ate and talked. In fact, he would never say who is right and who knows. Likanglinbizhanghengdeda 6, is Zhang Bo took with him knew a year ago. He hasn’t been working closer together, but sometimes will take with him to a dinner party. He saw Zhang Hengde was a modest, quiet and thoughtful person, quite hard, emotion never went out of control and is suitable for long distance running of entrepreneurs.
At first, when he knew that Zhang Hengde is rich when, at once very surprising. This is not to say look clumsy, but that, as a rich second generation, not only without publicity, in a desperate venture didn’t take home a penny – Li Kanglin, this is simply unbelievable.
”Probably because of pride. “He guessed. Father of computer genius Turing s life
Zhang Hengde called Li Kanglin “big brother”. He admires Lee, he and American TV series game of Thrones Halfman compare–it’s a beloved character. However, he he was unwilling to reveal the inner world.
Zhang Hengde well-born. Great grandfather Zhou Xue-XI, was Yuan Shikai’s economic ministers, “South the Northern Zhou dynasty,” said (Zhang Jian). Grandfather Huang Qiang, graduated from Tsinghua University and Cornell, is the new senior technical officer of the Ministry. Grandfather participated in the Sino-Japanese war, the war of liberation and the Korean war, was an old head.
But he grew up in one-parent families. His father’s company in Shenzhen, his mother being in the real estate business in Dalian, he goes to school in Beijing. For a while, he followed grandfather lived in Wanshou road compound in General, and for a while, his grandmother lived in tuanjiehu. Elementary school when his school was hit by other children, sometimes is Uncle came forward, sometimes uncle is Uncle came forward-sometimes it is four, sometimes five uncles.
In mid-August, a wine restaurant in the North ring, Zhang Hengde confided to me that he’s hurt. He pulls up his trouser legs to me, has a large raised faint scar on leg. “All in my back. “He said. This is being played since his childhood, and later other medals.
In fact, Li Kanglin knew nothing of his past. He only knew he had been in the army before, but did not know he had been expelled from high school before he joined the army. At that time, Zhang Hengde different-it was a gangster and a red hair, nicknamed “diesel”. He didn’t go to school, don’t really care. In addition to fighting, Internet bar, his time is spent on selling computer accessories.
Zhang Hengde rarely told people about it. Being a founder, to say to admit, myself as a child growing up in the loneliness, fear and confusion, it was hard. He prefers to talk back section that sounds more inspirational and decent: after the army, he spent years cramming of instruction and English, managed to miraculously got the United States College acceptance letters.
He is not a nice guy, he has a shrewd and ruthless. His grandfather, uncle and aunt were all military. Since his recall, all the loved ones at home and became a businessman. Business as war, somehow, thinking like a businessman and soldier is isomorphic to: have the experience again and existential crisis, know only the strong will live for truth.
”My life has three principles. “He said,” no diplomacy for weak countries, everything on your own, networking is a good leverage. ”
Zou Xin (photography/Ji Ke)
In late July, the company moved house. His new Office in the lobby of a giant iron man statues, as if his incarnation of the superego. But in fact, his favorite comic book hero Batman. “He is an old man hit the rich second generation, but he eventually found his cloak and became a hero. ”
Most of the time, Li Kanglin see is put on your cloak of Zhang Hengde. But on this night, Zhang Hengde asked him what to do, he reveals the confusion, like a cloak was blown up, see inside the body.
Li Kanglin finished the last bowl of soup. He suggested that Zhang Hengde, you sell a House, I’ll find you a sum of money, we hold two or three years.
”Is on the right track, and just the right time. “He explained that this is not an emotional decision,” initially didn’t think the matter would slowly. It now appears that projects live hundred is born too early. Chinese concept of the family house, go abroad because of the language problem prone to insecurity, more accustomed to staying in a hotel, and good communication. ”
”In addition, the annual growth in Chinese outbound 20%, but 90% is going to Southeast Asia. Compared with Europe and America, Southeast Asia hotels are cheap, accommodation price advantage is small. ”
”Changes in consumer habits is a lengthy process. “He added,” today is the day to go to New York, I go to Europe, you live in New York City bed and breakfasts, I saw, I feel good, I said the next time I go to live there. But really waiting for me to take place, possibly two years later. There is a time difference. ”
And Zhang Hengde, didn’t submit to Li Li Kanglin, he wanted to take a gamble. A month later, Li Kanglin from Cheung Kong GSB students found a new Angel for hundreds, with millions of Yuan.
There is this much money in August 2014, hundreds get Lenovo star millions of dollars worth of series a financing. Oftentimes a year later, Zhang Hengde concept has finally been recognized by the capital.
Association analysis of Star investor Li ming said: “outbound is the trend, but still has not been solved pain points: collective and lived for a long time. At this time, living accommodation than staying in a hotel at all. Hundreds of cards very well: much of the supply side has been education abroad, domestic demand is up. We voted and it certainly is betting listing, but the key is that it can catch enough of the user. ”
When deciding to invest, Lenovo gave Zhang Hengde star of two pieces of advice: be sure to do mobile must be a voice in the market.
At this time, live hundreds or an OTA (online travel agency) supplier, no product, no content. In addition to the two founders and the lack of sets of houses, it’s almost nothing. Zhang Hengde is hard, but not sophisticated Internet experience. His partner, Ruan Zhimin is better at the line. In that case, you want to do online, users, traffic, easier said than done.
Clearly, the original Director is no longer applicable. Zhang Hengde needs to find a flow of weapons, a long enclosure in the future period, the survival of the people will decide the winner.
Came from Baidu to find a winning hand
End of October 2014, when Baidu mobile sector “facing the four gentlemen”, leaving only one.
Zhao Tiejun all Vice President of vehicle sales, is Ke b round of funding.
Lu Wenyong e wash bag CEO, is going to a round.
And one to Shanghai, O2O project.
Zou Xin became one of the most lonely “to stay”. He was 34 years old, is an “old company” in Baidu Phoenix nest, Philharmonia, Baidu had you do maps and mobile distribution. Google map when he had seen countless O2O project, the Eight Immortals, each one, and either is a trillion-dollar-level areas.
He had to sit. At this time, Zhang Hengde found him.
That afternoon, meet them at hundreds of media office in the village of. Cold, windy, blowing Windows Bang Bang Bang. Zhang Hengde Chong Zou Xin roared across the table: how much money did we not take the project, but the general direction the mark, come on.
Back home in the evening the same day, Zou Xin Internet checked the information itself in total:
”The resources of the project is OK. In their hands already have homes, are all the competitors do not open around things. ”
”The founder’s family background is good, should have a lot of contacts. ”
”He’s not as rich second generation will say don’t stress, we take a try, he was very focused, hands-on approach. ”
”The outbound direction, the rhythm is right, on the approaching wind. What to do, it’s going to be a Unicorn. ”
12 midnight when Zhang Hengde Zou Xin with a phone. Zou Xin to come out, “he was just busy, rather than just finished dinner party. ”
Zou Xin had one of the most emotional decision: leaving the Baidu, leaving Li Mingyuan, follow a rich second generation is 5 years younger than me, a fight that may even the rapist is not.
”My thought was, this time with 90% venture failed, I can at least know what I accumulated over the years would not be able to do one thing. If you do, interests on the one hand, and more importantly, I hope that this is in connection with my name. ”
The end of 2014, Zou Xin with the fastest speed of entry, become a home third in the COO and co-founder. A General Division of labour are: Zhang Hengde is responsible for financing, Zou Xin is responsible for “this thing”, Ruan zhimin fly each month Beijing, open meeting.
At that time, the two major problems facing the hundreds of offline and online.
Offline availability compared with is complete, but need to improve efficiency. August when a round entered, hundreds of active houses of less than 20,000, when the KPI is 200 units per month. Zou Xin improved KPI, official website at the end of lines, number of active listings had increased to 50,000 units.
Housing selection process further. The addition of each set of listings, to begin browsing through data, video interviews and visit three local links, room size, cleanliness, the landlord whether friendly, environment and other factors make a comprehensive evaluation.
In addition, made an adjustment in housing development direction. Removed Hong Kong, like Taiwan, and Thailand, and Japan, should retain the houses, but no longer promoted. Focused development for Europe, the United States, and Australia and Singapore to the four focus areas.
Ruan Zhimin, explained: “Hong Kong houses are too small, poor user experience. Taiwan and Thailand well houses a lot, but sales could not get up because local hotels are cheap, user experience and prices wouldn’t open gaps. Only in the Western world, housing similar to the seaside villas, castles, explosions, appetite can be lifted at once. ”
Online is the most critical, because Zou Xin is a blank. The three founders decided, based on the official website, the app and the App started in order of channels to promote, accelerate spread, first to make a RMB 1 million flowing to, facilitate b round of funding.
”They asked me to go to Baidu traffic delivery. Only hundreds of thousands of our budget, I know too much, this money will not have any effect. I considered using QQ Group promotion, but later decided to use letter public, app group, which is more direct. ”
Soon, led by Zhang Hengde, found itself in the overseas friends, pulling a crowd of 500 people. Other marketers are responsible for tour groups on the basis of constantly new groups. These groups have different characteristics, each group has its own administrator and administrator will be mobilized, with the product, helps product sales.
2015 before the Spring Festival, hundreds of fans in the Beijing Hilton Hotel had a line annual meeting, there are 300 fans to buy tickets. At that time, hundreds of formal recognition of the community to promote “travel people” plan.
So-called tourism people, most of them more than 20 years, overseas study, students, State-owned enterprises overseas staff or freelance, they themselves have a rich experience of living abroad travel enthusiasts hope found in the community and people themselves, search for cultural identity.
In essence, the tourism talent plan is a crowdsourcing game. It is home in times of special formation of sales system. Tourism talent not only to help hundreds of promote forward, pulling new users, can also help complete the sale.
Zou Xin said, “human existence reduces the barriers to product advocacy means not that heavy. They are also very strong decision power agent. Many people even read more travel information, also want to find a friend to confirm. Next, if your service and experience, and did a good job, he’ll trust you after purchase. ”
In the original plans, hundreds to achieve 500 tourist a year to blossom. The result, this goal was achieved in just 1 month. Before the Chinese new year, 1 million water sales target was successfully completed.
After the Spring Festival, Zhang Hengde started b round of funding. However, despite tourism’s got talent and millions of revenue endorsement, financing is not too well. Many investors may ask: what were you and differentiation of Airbnb?
At this time, hundreds also launched its second plan of crowdsourcing: the Ruan Zhimin housing expansion team is responsible for, the formation of hundreds of “local Steward” team. And travel up to different local steward and cooperate more closely with hundreds of, and strict. They will contract orders, to provide users with a range of local services. These value-added services will be provided by the user to pay hundreds, local stewardship from which to obtain a certain percentage of shares.
Tourism talent and local owners, the Butler, these three elements form a complete set of shared economic and ecological systems. One investor said: “you can understand tourism’s got talent is the air force, responsible for the promotion and sale. Butler is in the local army, responsible for aftermarket and value-added services. Are part-time, management of the air force community relations is a loose, not required for sales; the army’s rigorous management is a partnership like Uber driver management, according to acting, award-winning there. ”
As of mid-August 2015, hundreds of 1000 or so part-time staff. Which 30–40% are overseas local steward, in each of the cities has 100-200 people. Tourism heads to other people. At present, on the sources of income, sales revenue from tourism reached people characteristically have, and heads from the App and website. In terms of income, 40% ‘s revenue comes from sources, short rental, 60% is from the line of value-added services provided by the local stewards. (However, which included a large part of standardization of airline booking services)
Zhang Hengde said: “in the beginning, a lot of users in the order after booking will be asked, can book tickets, can you pick up drop off, can someone on the ground. Logic of the local stewards came, it expanded the integrity of hundreds of outbound travel services system as a whole. ”
At this time, living hundreds and differentiation of Airbnb is ready: in addition to Airbnb, overseas sources, short rental, also provide Airbnb no pre-sales consulting, after-sale service, value-added services such as a one-stop experience. It is no longer just a rental company, but starting with overseas rental, trying to evolve into a Chinese outbound travel total personalization solutions provider.
”In the past, barriers to housing is. Now, we hope that barriers to services. “Zou Xin said,” we want to see is that rivals unless our service system as a whole, have moved out, otherwise, he would imitate us, steal our. ”
Zhang Hengde is accelerating his ideas: marketing and resale crowdsourcing service package. In this way, staying home was neither as Airbnb, in addition to provide rental information do nothing; not like the way that, in addition to providing housing information, almost everything you do.
Next, home and offering his own killer. The killer is not new, or even a cliché: free.
Free, not rent free, but free of service charges. On Airbnb, it will fix the charging of rent cent service charge. Airbnb’s core source of profit.
Zhang Hengde decided to dispense with it.
”At that time was tangled. “Zou Xin said,” our customers are high-end, you received 40% services, they don’t care. Among other things I’m in the same descent, 1% is to save every day, that 0.5%, to free up, think about it. ”
However, Li Kanglin, free at this time there is no need to hesitate. “As marketing expenses as well as good. Users with less than 10,000 a year before, to the user base, charge higher service fees are also boring. Hundreds of mobile companies in the Internet age, that is, it provides information, payment and service endorsement of wool in pigs, first up. ”
Thinking about whether or not free for a few days, Zhang Hengde is reading from 0 to 1. This is not a book talking about free or other business models, but have a subtle effect on his decision. “Says in the book, thinking is not the Internet and rivals bury small run, with the fastest speed in a vertical segment form a monopoly in the field. ”
”Historically, 360, Taobao and millet are already doing. We have built an entire eco-system services, optimize the user experience, plus free, can speed up the enclosure. ”
In March, hundreds of App testing online. In May, App finished product updates. At this point, the data is kicking in.
According to hundreds of guest data, as of mid-August, hundreds of 100,000 sets of overseas availability; growth capacity of 200,000 users in August alone, the figure was 30,000 a month before; conversion rate 10%, complex purchase rate 50%; revenue equal to last year’s revenue for the first quarter of this year June monthly income has been flat and quarterly revenue in the first quarter of this year.
The end of July, in the b round of financing after the close, for so many years dealt with House Zhang Hengde also moved a home. Three-bedroom home from the media village to relocate a business Office of the North ring. No. 780, who just moved in, and a few days later, and faster than sitting.
Moving party, Zhang Hengde talk to seize Li Kanglin Tong Meng. They haven’t seen. A long chat on like or eat in Shanghai after a week. Li Kanglin worried Beijing class the opportunity to lazhanghengde while out to dinner. He recalled that during Ma Jiajia, she was in good form, chatting, Zhang Hengde is relatively silent.
”He’s probably not too convinced. “Li Kanglin said,” but this time to see him, a much more confident. “” Now this help young entrepreneurs. “He is feeling,” either as an actor, special shows. Or cock wire will only baffle hard work. His sound is really not much. This is the player can run. ”
Now, Zhang Hengde Li Kanglin into the corner and said, have you times in my return, I can make a super Unicorn does not?
Iron Man (a photography/Ji Ke)
Anxiety of skating on thin ice
When the end of August, just announced to the finance news, Zhang Hengde, rushing to the hospital for a stomach operation. No two days the surgery, no time to rest, he continued work as usual. Next round of funding that launched, several big head to see.
Clip-harp clip-se, Zhang Hengde inside my heart understand that something is changing. He was excited and anxious, sleep at night, two or three points in the Middle work catch people using discussions.
”In fact, I am very grateful to Airbnb. “He said,” because of its success, our valuations are lifted. It is a bottom line of the company, does not make very LOW means, so this year we have been able to develop quietly. ”
”But I also play drums, this time in order to make the branding, traffic on us so much, must have many competitors will notice us. Yiqian, still got Airbnb bullet for us, then, maybe there is to us. ”
Half a month ago, Lenovo showed Zhang Hengde a Star Investment Manager App, called “bed and breakfasts in an” almost exactly like hundreds. Earlier, passers-by to complete a new round of funding, other than declared valuation of $ 1 billion, also said he would begin to enter overseas markets. Earlier, or the investment manager, he transferred to Zhang Hengde email is ctrip an internal study, focused on hundreds of cases.
CITIC’s stone of an investor showed me a copy of the PPT. According to the analysis, if the Chinese tourist market is divided into four stages, traditional travel agencies are OTA1.0, ctrip and where is OTA2.0, such as poor tour network, Hornet’s nest content-driven community, OTA3.0, and hundreds of the sharing economy is OTA4.0. As you go farther back, non-standard features more obvious.
B, AB Capital has played with hundreds of rounds. This is the star of a new investment agency, initiated by the female star Angelababy. When done adjusting, AB investor focus on the structure of competition in the tourism industry. In his opinion, OTA4.0 of non-standard services Corporate genes that are not OTA1.0, destined to be done by startups. However, competition in the OTA3.0 and OTA4.0 should not be ignored in the future.
”All entry points are different, but services outside the tourist crowds are exactly the same. “He said,” was cut from the hotel, someone from the airline reservation, and someone from visa, and Wi-Fi from overseas, and someone from the community content, and hundreds were cut from non-standard accommodation. More non-standard custom travel, but it is a small and beautiful, do not. ”
”In the end, competition in the outbound entrance must be only two or three left, who can get funds and flows from the Godfather, who will be able to win. ”
Was also very calm, think big fight does not happen immediately in the field of tourism. The reason is very simple, China’s outbound tourism market, while more than 20% growth every year, but consumer habits change takes a long time, the shift from standard hotels to bed and breakfasts in non-standard, you also need 1-2.
In any case, one year, hundreds returned from the razors edge, was now seriously into a player. However, before the wolves, after the Tiger, there will still be little mice, such a situation did it hold up?
Live hundreds of of suspense is, in outlet real coming zhiqian, it can caught window period desperately growth? in front-end sales and Hou end service category are high-speed growth of while, it can guarantee service quality not declined? it can using real-time monitoring of dynamic data, and technology and products, further stable himself of service system, makes of standardization? it whether can in high-speed development of process in the not fatal errors, each step are back got head?
Back in June, hundreds of core team and two more people. This is Zhang Hengde masterpiece. Ali, he dug up a master, as product Director, Zhang Lingpeng and his classmates from the United States shouted back, as Chief Strategy Officer. It is said that it is a quantitative analysis of a talent.
Zhang Lingpeng as saying that future home could use data to accurately monitor the changing needs of users, demand could make the transformation to the product side, would have sufficient capital to support this transformation and adjustment, it is “the anxiety of skating on thin ice.”
Geniuses don’t understand. Zou Xin, then translate is that future live hundreds of orders and service 90% in the end, supplemented by Daren 10%, that’s right. For example, your overseas tours had scrapes on the road, having to call customer service again, click on the App back key, you can enter the insurance process.
All this suspense, ultimately to a person, Zhang Hengde really work?
He is the man who should be walking on thin ice. He has somehow come back to life, and haven’t had time to celebrate, will have to face the tougher challenge.
He understands that. Sometimes, he felt the pressure was too great, one’s day and drove to the fragrant hills. Next to gold mountain revolutionary martyrs cemetery, lay with his grandfather. That was a veteran of the old Chief, the only gift he gave his wife, is a United States soldiers seized a pistol in his hand.
Zhang Hengde sitting here, born and died, and the killing, they are so confusingly intertwined, but told him to relax.
Zhang Hengde dialogue: Batman is a rich second generation that was trounced, but he became a hero
Q: did someone tell you rich second generation, you don’t want to hear?
A: from small to large, I did not enjoy any privileges, all suffer.
In third grade, my grandfather died. My dad in Shenzhen, Dalian, my mother, they took me from the public school to elite schools. Where is Shawshank Redemption for me, is the silence of the lambs, who suffer every day.
One of the most serious, bully in the ground hit a pile of tiles, I roll, roll, covered in blood. Teachers know that, in turn, I gave up. Later, my uncle came and asked who did it. I did not say, said it would be useless.
The bully taught me, the winner is King, one being bullied. Then I thought, how not to be bullied, have to comply, break the evil. But the man who does win, will have their own people, there is a team. Later, when it comes to high school, I became the big brother.
In the United States reading is. Do project work, must have a team, make their own dead. We are not too willing to co-operate with the Chinese, I bind a xueba, then a star student. After winning once, back is easy.
Q: it’s a food chain.
Answer: Yes. When I fill out college applications, writing, my character, adaptability is particularly strong, has been practicing as a child, I was inside the last remaining species of evolution.
I’m the kind of person to a sense of crisis are particularly strong, the rules of the game changed, I’ll know. After the army, I discovered the Internet and stand against the violence, not to the top of the food chain, I must go to school. United States came back, I was going to invest in, but what I found when I used big brother, does not work, can find opportunity.
Effects of childhood trauma on my character. I had a college roommate, he is also a government official, he was particularly peaceful. We say things, I always think it no it not, to do emergency well, he will feel better.
My mom is a fighter in the Virgo, a little spiritual cleanliness. I was under the influence of her, is particularly intolerable uncertainty, particularly nasty incidents. I see rolls of blessing of the imitation game, I hate can’t be that carrot and peas to open people.
However, the venture was a practice for me. I still hate unexpected events, but I’m not panicking.
Q: do you love commercial?
A: my business of enlightenment is the poor dad, rich dad. After I saw it, and made himself a financial model, investing to buy a House, make millions of. Now, my mother’s money I’m responsible.
I have a feeling for doing business, may also be seen as a child. But sometimes do not know why you want to do, is how it feels like to win.
After the start, I believed in Buddhism. Entrepreneurship was set free, no scale, it’s easy to feel confused and bitter. I sometimes wonder, entrepreneurial people live life purpose?
Q: are you tired?
Answer: I’ve always been thin. One thing done, I immediately started with a sense of emptiness.
My mom was home only a college student, but doing business with brothers and sisters. She is very strong, very dissatisfied. When I was a kid, she always said, you want to be the best one, Guo Jing, gambling house long.
Q: what you get angry?
A: the met were particularly gruesome. Seemed oppressive murderous look out when I was a kid. The room quiet for two or three minutes, feeling Naruto out. But I rarely get angry.
Q: did you enjoy the iron man?
A: I like Batman. He is a second generation, too old to be bullied. Later, he found his trench coat and becomes a superhero.
Nelson Mandela and Aung San Suu Kyi is my Idol and Mao Zedong. I believe in life, they are not recognized by the people who for a long time, but they always believe in yourself, finally proved that he was right.
At every stage of my life, as if there is a Prince charming character. He stood in that Flash, especially cattle, I felt my role was taken away from me. I have his lines, but it became, immediately will be next.
When I was in elementary, was the bully, he taught me the winner is King. When soldiers, veterans, particularly, who recognized him, particularly eat away. He taught me to comply, break the evil. When I was at University, CAI was taught me by the President of Beijing University, “If you are light, not dark in China.” After returning to alumni working in the CIC, he said a Word to me: successful people always help others succeed, not successful people always stop people from succeeding. He knew a particularly large number of people, there is always a party, sometimes take me with them. He taught me that network is a very useful lever. Later, venture, began trying to grow up.
Q: from small to large, have you ever taken something?
A: when toys are taken away, trowels, small bucket or something. School beat, dignity was taken away, feel humiliated.
Many years later, I have been repeating the same dream, dreamed of being beaten. At first, was hit. Later, half is to talk to them. Last time was to the United States when the reconciliation in the dream.
People with experience, could power will be of particular interest. I love watching the game of thrones, like the Halfman, the dwarf, especially.
Question: power gives you something to enjoy?
Answer: a sense of security. I was very insecure person, I must be the one to make the rules of the game, and standing at the top of the food chain, I feel safe.
However, the authority itself has the magic. Especially for men, it can fill an inner void, becomes substantial.
Givenchy iPhone Cases in 2015 