13 1 business model: When customers want to succeed, they should understand that business model is the transaction structure of stakeholders, and build an innovative business model of "optimizing transaction structure" between "user thinking" and "product thinking" by organizing stakeholders more effectively.
132 C2B (reverse business model of finding products by demand): When you want to turn the pooled demand into business opportunities, you can improve the transaction structure and create efficiency space through group purchase+reverse customization+physical crowdfunding-> Let consumers benefit themselves and succeed themselves.
133 O2O (online matching, offline delivery): When you want to eat all online and offline, you can use online information symmetry and offline experience and acquisition to create a more efficient and convenient "information flow+capital flow+logistics" combination.
134 P2P (replacing information intermediary and trust intermediary with "decentralization"): When the efficiency and cost of centralization are too high, use decentralized thinking and adopt blockchain/trading platform to realize point-to-point connection.
135 Watch the football match (social e-commerce "Pinduoduo" from B2C to C2B): The traditional e-commerce takes the model of "product demand+search as the core", while Pinduoduo takes the "ultra-low price/full number/limited time" group purchase as the basis, and uses social soil such as WeChat to achieve exponential replication of similar demand.
W28 *** Basic mode of enjoying economy (separation of right to use and ownership and sale+* * pricing mode of enjoying medium and low frequency resources+leased property in spatial dimension+* * using idle resources to enjoy economy+no innovation without protection);
136 sublease by purchase (separation of right to use and ownership, sale): When products that are not frequently used get long-term benefits, the ownership is divided into "right to use+right to dispose of+right to benefit", and then the "right to use" is sold separately. What is the premise of renting a house? Over-lease-to-sale ratio+idle use right
137 Time-sharing multiplexing (spatial dimension * * * Enjoy the resources used in low frequency): When you don't want to pay high rent for the office space used in low frequency, first divide the available space into high frequency+medium frequency+low frequency, and * * * enjoy the space used in low frequency.
138 over-rental-sale ratio (the pricing method of leased property calculated from three dimensions): When you want to define a profitable rental-sale ratio (= rental price ÷ sales price), first calculate "use cost = ownership cost ÷ service life ÷ use frequency" and then define the price.
139 Idle use right (using idle resources to enjoy economy): * * * When using wasted stock resources instead of incremental resources, you can enjoy the parking space in * * * */Wifi and write an article about it.
140 applying for a business model patent (without protection, there will be no innovation power): Facing the homogenization competition of the Internet, in 20 17 years, China's new patent law stipulates? You can apply for "business model patent/process patent" through "business model realized by certain technical means":
W29 *** Enjoy the new economic retail (innovative efficiency improvement "information flow+capital flow+logistics"+data empowerment "information flow+capital flow+logistics"+efficiency improvement strategy of wide drainage, high-frequency purchase, bulk purchase and precise investment+shortcut to supply chain to improve efficiency+support valuation PK to your home)
14 1 new retail (innovation efficiency "information flow+capital flow+logistics"): retail is a combination of "information flow+capital flow+logistics"; New retail is driven by new technology, which improves the efficiency of one factor, thus reducing the profit requirements for other factors and finally achieving the overall profit target.
142 data empowerment (empowering "information flow+capital flow+logistics" with data): When a physical store wants to compete with chain stores, it can use Internet data and "retail links" to become a Tmall store (accurate purchase and unified delivery), which can combine credit analysis and early delivery to better serve users.
143 flat efficiency revolution (wide drainage, high frequency, large amount and accurate investment to improve efficiency): When we want to go beyond the offline "rent bottom line", we can adopt low frequency to high frequency+accurate distribution of big data+increase online income for offline+small varieties and large packages, and use the efficiency of the Internet to break through the limit of flat efficiency.
144 short-circuit economy (take the shortcut of supply chain to improve efficiency): To reduce the cost of supply chain, first understand the composition of traditional economic chain: D (design)-> M (factory)-> Agent)-> B (hypermarket)-> B (small shop)-> C (customer), and then find a way to directly connect across nodes to improve the efficiency of the supply chain, such as M2B, S2b, C2M, C2B, C2C.
145 Meituan takes a taxi PK Didi Takeaway (supports the valuation PK to go to your home): Meituan seeks greater business to support the ever-increasing valuation-> Our monopoly is a profitable market->; The success of local network effect does not mean the success of the whole world->; Latecomers have the opportunity to make a single breakthrough-> If you want to fight, fight at your house.
W30 New Retail (unmanned only after reducing trust cost+earning service commission by operating brand experience+charging service fee with special value instead of selling products+charging commission to help users after cutting off interest chain with products+improving transaction structure to create efficiency space)
146 unmanned operation (unmanned operation only after reducing the trust cost): when the transaction structure is optimized but still losing money, it is necessary to understand that optimizing the transaction structure also has costs, only when new costs (such as trust costs) are added.
147 brand experience store (earning service commission by operating brand experience): If you want to solve the problem that customers always compare online and offline prices before paying the bill, you can turn the physical store into an information flow that only provides customers with rich experience, place orders online and complete the delivery by logistics.
148 channel service (charging service fees with special value instead of selling products): When dealing with the decline of intermediary business caused by information transparency, we should use our own professional knowledge or information collection channels to transform from "selling goods" to "providing services" and create value.
149 user spokesperson (after cutting off the interest chain with the product, help the user to buy and collect the commission): When the life of the agent becomes difficult, it changes from "selling" for the enterprise to "buying" for the user, and charges the service fee while providing better service for the user.
150 (improving transaction structure and creating efficiency space): The improvement of internet connection efficiency has produced "C2B+O2O+P2P"; * * * Enjoy the economy? "sublease by buying+time-sharing+rental-sale ratio+idle use right"; New retail? "Short-circuit economy+efficiency limit+unmanned business+brand experience store+channel service+user spokesperson"
W3 1 moat of barrier theory (digging moat with patent/brand/legal license+making the price of betrayal higher than temptation+winning with price reduction but still making profits in homogeneous market+moat that can grow by itself after crossing the critical point+digging real moat with immediate advantages)
15 1 intangible assets (moat digging with patent/brand/legal license): When the first-Mover advantage is about to decline rapidly, make full use of the time won by the first-Mover advantage to build an invisible barrier water army through patent/brand/legal license.
152 switching cost (making betrayal cost higher than temptation): When customer loyalty is not enough, the three dimensions will increase the "betrayal cost" of users? Programming in time and energy+finance in funds+emotion/psychology/trust; User's motivation to change products = (new product value-original product value)-switching cost
153 cost advantage (in the homogeneous market, the price reduction is still profitable): when potential competitors are ready to move, they can adopt the scale advantage of winning by quantity+the process advantage of streamlining links+the geographical advantage of proximity principle+the resource advantage of unique sources, thus creating profit space when the cost and price are lower than those of competitors.
154 network effect (a moat that can grow itself after crossing the critical point): when there is no advantage but strength, you can choose to enter a "natural monopoly industry" that can produce "winner takes all", such as the Internet/finance/telecommunications industry, and then create a cross-border/unilateral network effect; Premise? The value of a product to users depends on the total number of users who use this product.
155 fake moat (identify and use immediate interests to dig out real moat): according to the four advantages of non-moat, apply for the patent of "quality products"+exploit the profits brought by "high market share" to develop subversive technology+match "excellent management" with the times/strategy/governance+transform "effective implementation" into a cost advantage centered on processes.
W32 leverage theory (only "competence core and resource leverage" can be replicated successfully+be enlarged by the team on the basis of competence core+replicate "competence core+leverage more benefits with the combination of money and core competence+innovative moat running all the way).
156 leverage theory (only "competence core and resource leverage" can be replicated successfully): If you want to replicate a successful store, you need to start with two key elements of leverage? Fulcrum (competence core)+lever (which can copy the rich and effective resources of competence core) is based on "doing a good job in product flow/producing a good employee system/obtaining a good user".
157 team leverage (based on the core of competence, the consulting company can become bigger through the team): when you want to make the consulting company bigger, you must first extract the core of competence of "knowledge base and methodology" and then copy it through the team binding method of trust/strategy/process/reward and punishment;
158 product leverage (copy "competence core" through service productization): When consulting business relying on working hours wants to break through the limit of "marginal delivery time", some links in the whole manual delivery process can be packaged, productized and sold as products.
159 capital leverage (using the combination of money and core competence to incite greater profits): the core values of knowledge base and methodology are not willing to only charge consulting fees, so they can use capital to intervene in "bad managers" for restructuring and improvement, and then sell them after everything is turned into profits.
160 is the moat theory outdated (running all the way's innovative moat): Schumpeter's three cycles: innovation->; The "moat" formed by innovation-> imitation rent is eroded; Leverage Dafa? The intangible assets of smart fish eating stupid fish, the cost advantage of big fish eat small fish, the network effect of eating more fish and eating less fish, the running all the way of eating fish first and then changing the cost, and eating fast fish slowly.
The Battle of Dragon and Snake in W33 Alliance Mode (moat that is easy to defend but difficult to attack+solidifying employees' personal ability into organizational system ability+higher skills, lower dimensions and faster invasion ability+* * Dragon and snake combined with light weight winning mode+take-away Starbucks quality coffee)
16 1 local strongman business (a moat that is easy to defend but difficult to attack): When business expansion encounters local strongmen, we must first understand the composition of their defense capabilities? Relationship and trust with upstream and downstream (network effect)+understanding the special needs of each customer (intangible assets)+customer share (switching cost)+local communication (cost advantage), and then formulate targeted attack or cooperation strategies.
162 streamlining (solidifying employees' personal ability into organizational system ability): when you want to expand without relying on local employees with strong ability, refine the expert's method into a process, turn disorder into order, turn complexity into simplicity, let people follow the process, and lay a solid system foundation for the upcoming expansion.
163 strategic potential energy (invasion ability with higher technology, lower dimension and faster speed): when you want to crush local strongmen, you may pass? The technological advantages are strong and weak, the cross-border ability is high and low, and the desperate speed is fast and slow; Ascending thinking? Knowledge dimension+practice dimension+resource dimension.
Exponential growth 164 (* * win-win mode of combining light with heavy): When you want to cooperate with local strongmen, let the light "fission core" (product/patent/technology) of Qianglong cooperate with the "leverage resources" (human and material resources) of local strongmen, so as to achieve mutual benefit and win-win.
165 why luckin coffee can grow rapidly (take-out Starbucks quality coffee): take-out coffee with Starbucks flavor+take-out in offline leisure shops+slow pricing+crazy marketing promotion+continuous improvement of shortcomings.
Replication of W34 alliance model (rapid expansion of shared ownership or management right+sacrificing rapid expansion but maintaining quality service+combination model of store group and cutting boss+recruiting investment and consumption boss+ how to do it quickly, do more and become bigger and stronger)
166 joining mode (rapid expansion of shared ownership or management rights): when the expansion is limited by funds and talents, you can entrust to join and only share management rights+join and only share part of ownership and management rights+join completely independently and voluntarily+join only by brand supply+join only by brand cooperation and have the right to speak.
167 direct selling mode (sacrificing rapid expansion but maintaining high-quality service): Can it still be established when the quality of franchise stores declines due to loose management/diversified interests? According to the "front desk+annual index" of the standard single store assessment and the regional "middle desk+? Establish a three-level management system of process planning policy training and one-stop management with the "backstage" of the headquarters as the main body.
168 direct mode (combination mode of store group and cutting boss): In order to ensure the quality of operation and achieve rapid expansion, you can operate a unified image/management/procurement/distribution/decoration/settlement/price by yourself, and only recruit cutting bosses who have money in the store, but only take money regardless of the actual situation.
169 crowdfunding mode (recruiting bosses for investment and consumption): When you want to obtain resources other than the franchisee's money, on the basis of strong management ability, create a combination of "raising plan+dividend plan+membership plan" to raise scattered capital for investors to invest and consume.
170 (how to be fast, do more, be bigger and stronger): protect competitive advantage (patent/brand/legal license+conversion cost+cost advantage+network effect); Be bigger and stronger (fulcrum "replicable core"+lever "team/product/capital"); On the road of expansion, the first battle is needed (the local snake has geographical advantage+the system ability of the strong dragon); Exponential growth (joining+direct selling+direct management+crowdfunding); Strategic process, process tool
W35 financing: (risk management mechanism of gradual investment+adding a timeline for equity through "power and responsibility integration"+four dimensions of venture capitalists' value judgment+entrepreneurs' choice of investors+a paper agreement between entrepreneurs and investors on marriage)
17 1 venture capital (risk management mechanism of gradual investment): Do you want to upgrade your business? Angel Round evaluates "market capacity+founding team+investment enthusiasm" to A round of investment "good team+good products" to B round of investment "successful single point profit" to C round of investment "operational ability that can fully blossom" to D round of investment banks to participate in "listing preparation" to enjoy the results;
172 equity design (adding a timeline for equity through "integration of powers and responsibilities"): When you want to share equity with the partners who start a business together, the equity will only be given to those who can't play without him; And big but not unique (not less than 50% of the first shareholder)+earn first and then give (all can be taken away after four years)+increase and decrease (option pool, 10%~20% only increase but not decrease).
173 life is related to life (four dimensions of venture capitalists' value judgment): to judge whether an entrepreneurial project is worth investing, whether the team is complementary in ability+sticky+reasonable in equity, whether the idea is ambitious enough, the pace of completing the stage goal, and whether it is on the right track.
174 Ma Xiangbole (the way entrepreneurs choose investors): When looking for a suitable investor, first do a reverse due diligence on this person's ability and integrity, whether he understands and trusts the other party after borrowing money from him, and finally find a financing consultant FA who can not only give money, but also make use of his resources and experience.
175 Letter of Intent for Investment (agreement reached between entrepreneur and investor on marriage): After the initial cooperation intention is reached between investor and entrepreneur, a $ Termsheet(TS) is drawn up: financing valuation+investment amount+investor' s main rights in the future+benefit distribution method between investor and entrepreneur; It has no legal effect, but only agrees to talk for a period of time, so it is not easy to reveal core secrets.
W36 business model forbidden zone (robbing Peter to pay Paul's scam+only earning the entry fee of latecomers+misappropriating the money "kept by you" to invest+determining the quality of how far you can fly+operating manual for venture financing)
176 Ponzi scheme (robbing Peter to pay Paul): in essence, the principal of the latecomer is used as the income of the latecomer; Capital transfer that does not create value; In the face of this scam, calmly analyze: what is the product+what is the profit model+what is the attached dotted line?
177 MLM (only earning the entry fee for latecomers): The essence is that capital fission does not create value. What are the three characteristics? Multi-level distribution (five people split 13 times, which has exceeded the global population)+inferior products (it is difficult to produce repeated purchases outside the pyramid)+high admission fee.
178 illegal fund-raising (misappropriating the money "kept by you" for investment): in essence, you raise funds from the public by way of share allotment, bonds, etc. , and promised to return in kind or money, but the money raised is in debt rather than the money earned.
179 business ethics (the quality that determines how far you can fly): all the benefits of "destroying fair competition" obtained by tricks/gifts/cleverness may violate "business ethics"; So what? Honesty+avoiding "conflict of interest" (voluntary declaration)+not giving "improper gifts" (> 200 yuan RMB)
180 (Operation Manual of Venture Financing): Financing is to use future money to realize today's development; Venture capital is to choose a good company with entrepreneurial risk management mechanism; Sticky and clear partner shares; Life is a matter of life, take money to find entrepreneurs; Look for investors who know the roots and have a keen sense of smell; Stay away from the forbidden area of Ponzi /MLM/ illegal fund-raising; Keep the moral bottom line of honesty and integrity, and only take the money you deserve.
W37 business model (focusing on diversification+quickly grabbing users and resources VS overtaking by accumulation+value reorganization VS low-cost differentiation+subverting the old world with destructive technology and repeatedly consolidating the city wall+the greatest common denominator of privacy and convenience);
18 1 explosion VS combination (focusing on multiple benefits): when you want to formulate product strategy according to the period in which the enterprise is located, you should use explosion strategy (all in one) in the growth period, combination strategy (cultivating ecology to meet differentiated needs) in the maturity period, and contraction strategy (strictly controlling costs/centralized marketing) in the recession period.
182 first mover VS second mover (grabbing users and resources quickly VS overtaking by taking advantage of the situation): when hesitating whether to make efforts first or later, we will face the first mover advantage of "winner takes all+scale effect+scarce resources" and the second mover advantage of "enterprises with unclear technical direction+enterprises needing education market+laggards".
183 blue ocean VS competition (value reorganization VS low-cost differentiation): trapped in the red sea, should it be turned into a blue ocean? Add (increase valuable)+subtract (decrease low value)+multiply (create new value)+divide (eliminate worthless); Is the competitive strategy still in the Red Sea? Cost leadership+differentiation
184 subversion VS continuation (subverting the old world with destructive technology and constantly consolidating the city wall): When you want subversive innovation, you should establish a culture that allows mistakes+master the inventive thinking of the system+rather than better, it is better to be different; But we must also understand that subversive innovation is sudden and continuous innovation is normal.
185 GDPR (the greatest common denominator of privacy and convenience): users in the EU have strict regulations: the right to know (what to use and where to use it)+the right to modify+the right to be forgotten (which can be deleted).
W38 strategic switching (keen to build strategic execution+make good use of opponents+abandon stocks and embrace variables+live hard until a good strategy is produced+read 20 18 Internet trend report)
186 The brave man broke his wrist (sharp to create strategic execution): To make the elephant turn around lightly, we must first stop bleeding quickly (reduce cost/organization)-> General Surgery (the "Executive Committee" with the first executive power changes the fixed bonus into a floating bonus)-> Change the heart (change the core business)
187 Embrace the enemy (make good use of the opponent): When you want to use all resources to get out of the predicament, you should regain your strength (eliminate abnormal sound and firmly transform)+embrace the enemy (unity of knowing and doing, win-win cooperation)+change your heart (strategic transformation).
188 Farewell to Excellence (abandoning stocks and embracing variables): When you stick to your core business but keep going downhill, you should understand that only after seven years of life can you bid farewell to past achievements and embark on the road of embracing greater Excellence again.
189 internal incubation (I am working hard until I have a good strategy): When I don't want to just follow the strategic direction of the top, can I live? Scattered beans make a soldier (broken down into self-financing small manufacturers)-> Water and fertilize (set up an entrepreneurial platform to provide management and financing training and investment)-> Harvest the future (investing in stocks)
190 interpretation of 20 18 internet trend report: user growth slows down, dividends end, time spent every day increases, social media promotes purchase conversion rate, mobile phone and radio advertisements are more worthy of investment, the value of online and offline goods declines, the unemployment rate is below average, and the service industry is divided, so it is difficult to be replaced by artificial intelligence. The top 20 internet companies in China account for 9+ boxes of fresh horse daily turnover, far exceeding Carrefour.
W39 influencing factors (we can't ignore objective factors, but making friends with you+you are better at sprinting, and I am better at lifting weights+doing the right thing repeatedly with high probability until luck comes+continuously improving business efficiency through continuous innovation+optimizing transaction structure is business model innovation).
19 1 patterns and trends (you can't ignore objective factors but make friends with them): When a short-term successful business model can't be effective for a long time, use "a thousand ways"? Millennium (understanding the future) > 100 strategies (setting goals and choosing routes) > X. Governance (sorting out the transaction structure among stakeholders) > Management (team building/process building/motivation)
192 mode and ability (you sprint better than I lift weights): When you covet others' success and want a piece of it, you should understand that the best success is the matching of desire and ability, so don't compete on the runway that you are not good at, but look at yourself to find advantages, give play to your own advantages and call your best abilities and resources.
193 mode and luck (doing the right thing repeatedly with high probability until luck comes): a good business model+luck can succeed, so manage luck? Find the right table (new technology/new mode/not all bets/not leaving the table)+make decisive bets (keep life-saving money+re-bet at a good time)+improve the winning rate (incite high-quality resources+never give up before luck comes).
194 entrepreneurship (continuously improving operating efficiency through continuous innovation): business cycle theory: only innovation can create profits, moat can protect profits, and imitation can eliminate profits; So you can't just stare at money and ask for money? The starting point of all business is to benefit consumers-> Meet the demand with products-> Optimize the transaction structure of stakeholders; With innovation, we can not only improve "pricing power" but also reduce "fixed rate"
195 big resumption (optimizing transaction structure is business model innovation): an example of business model innovation: Xiao Ping Revolution+C2B+O2O+P2P; Improve business thinking? Change purchase into lease/time-sharing lease; New retail three cores ~ data empowerment+horizontal efficiency revolution+short circuit economy; Big business? Digging a moat+using leverage+dragon and snake cooperation; How to raise money: venture capital+equity design+mutual search of Mabo+not stepping on the restricted area; Strategic transformation? Strong men break their wrists+embrace the enemy+bid farewell to Excellence+have children; Appropriate methodology? Explosions and combinations+beginning and end+blue sea and red sea+subversion and continuation; What factors affect success? Trend+ability+luck; Only those who keep innovating are entrepreneurs.