Chapter 483: Feet, do you still want to see? The first step to capture 100,000 merchants!
It was not until September 13 that Chen Yansen returned to Xucheng.
At this time, Qiandu and Ctrip had just reached a preliminary agreement. The two parties would exchange equity and cash, with Qiandu giving out 45% of Qunar's equity and 200 million US dollars in exchange for 25% of Ctrip's equity.
At the same time, Qiandu downgraded the products of Senlian Capital in the search field.
Although users can still search for the official websites of products such as Kuaipao, Kuaidi Taxi, and AutoNavi Maps, they have to scroll through more than ten pages to find them.
In the past, in order to ensure the user's search experience, Baidu only placed them on the second and third pages. Now it is too lazy to even do the superficial work and simply lowers them to the lowest level.
After getting off the plane, Chen Yansen left a message for Zhang Yiming on the Yunzhou, requesting that Qiandu's products be banned as well.
At this point, the competition between Senlian Capital and Qiandu has extended from the O2O industry to the OTA field.
In addition, Orange smartphones have completely blocked Qiandu: no Qiandu app can be found in the app store; entering the Qiandu URL in the browser will automatically jump to Lingxi search; the download links of all Qiandu software are also invalid in the application ecosystem of Senlian Capital.
When it comes to disgusting methods, Chen Yansen is several times better than Zhou Hongyi.
Anyway, after more than a year of development, ByteDance already has similar alternatives such as encyclopedias, Q&A, forums, and libraries, which are enough to maintain a good user experience.
When Chen Yansen returned to Delta Villa, it was exactly eight o'clock in the evening.
Song Yuncheng pushed the suitcase to the cloakroom on the third floor and put Chen Yansen's coat, lining, boxer briefs and socks back in their original places one by one.
As for her own underwear, she still kept them in the suitcase, but she only took toiletries, a change of underwear and a set of clean pajamas.
When she finished her work, she found that the living room was empty. She then walked out of the living room and found Chen Yansen on the soft couch by the sink.
"Master, are you hungry? I'll give you something to eat." Song Yuncheng sat down next to Chen Yansen and asked in a soft voice.
After hearing this, Chen Yansen stared at Song Yuncheng. Seeing that he had no other intentions, he smiled and replied, "Forget about the rest. I ordered takeout. They have your favorite crispy chicken and West Lake beef soup."
After saying that, he threw the fish food in his hand into the water, then lay down in Song Yuncheng's arms, waiting comfortably for the takeaway.
Song Yuncheng's body stiffened, and she bit her lip, looking at Chen Yansen who was so close to her. Her little hand unconsciously rested on his cheek, and she even pinched it bravely.
"If you dare to pinch the boss's face today, will you pinch his butt tomorrow? I have to pinch him back during the meeting tonight."
Chen Yansen half-closed his eyes, put his face against Song Yuncheng's belly, and threatened in a low voice.
"Master, Orange Pay's 'National Quiz' is now online. Yesterday, 13 million users participated in the game. While it's not as widely discussed online as WeChat's Airplane Wars, the trend is clearly on the rise."
Song Yuncheng rolled his eyes and changed the subject with a smile.
"Pony keeps copying my products, and now it's my turn to copy his. Look, this guy is so scared on the phone, he can't even say a word! That's called a guilty conscience!"
Chen Yansen nudged his head in Song Yuncheng's arms and replied softly.
"Don't move, it's itchy." Song Yuncheng chuckled and held Chen Yansen's head.
"Where does it itch? Let me check it for you?"
Chen Yansen said seriously.
"Feet, do you still want to see them?" Song Yuncheng said nonsense.
What kind of teacher you have, what kind of apprentice you will have.
Under Chen Yansen's training, Song Yuncheng's facial expressions when lying became more and more natural, with no flaws visible at all.
"Why don't you look?" Chen Yansen turned over and sat up, picked up Song Yuncheng and walked into the house.
Outside the garden, the night breeze was cool, and a hint of cold moonlight floated on the water.
The next morning was a Saturday.
When users of Kuaipao open the hotel and travel channel, they will see a huge promotional poster: "Weekend trips to the suburbs, tickets to attractions as low as 1 yuan."
When I clicked on the event page, I found out that Kuaipao had lowered the ticket prices for the nearby botanical garden, zoo and oceanarium. The original prices of 15 yuan and 30 yuan were only 1 yuan, and the original prices of 90 yuan and 120 yuan were only 39.9 and 59.9 yuan.
Tickets priced at 1 yuan can be purchased directly, while tickets priced at 39.9 yuan and 59.9 yuan must be purchased in conjunction with a hotel or homestay product.
After placing an order, users can also receive red envelopes ranging from 18 yuan to 1888 yuan.
Invite your friends to bargain. If you can reduce the price to 0 yuan, the red envelope will be activated and can be used to purchase tickets to attractions and hotel products.
In addition, Kuapao has also deeply bundled air tickets and hotels for sale, thereby attacking the air ticket and high-end hotel markets.
Kou Zhen personally led the team and led the Iron Army to expand rapidly towards the surrounding cities.
From city managers to regional managers and field sales managers, everyone has a copy of Ctrip's hotel partner list, and they follow the list to poach Ctrip's talent.
Li Zijie was originally an intern in the group buying business, but before he could be hired as a regular employee, he received news of an organizational restructuring, where the takeaway and group buying sales teams were merged into one.
In other words, when canvassing the streets offline, you can communicate with your boss about the entry of takeout and group buying stores at the same time, which increases work efficiency and brings in more income.
In addition, the company is in a war with Ctrip, and the hotel and travel categories have become public resources. As long as the merchant's information has not been entered into the CRM database of Kuaipao, whether it is a ground promotion in the food category or a business in the leisure and entertainment category, they are eligible to make cold calls.
Therefore, under the guidance of the master Xu Xianguo, the two took the bus to Chuansha Commercial Street, then walked along the intersection and entered a mid-range hotel called "Star Dream".
As soon as you enter the gate, you can see an open-air swimming pool with a total of 6 swimming lanes. There are rest areas on both sides, and two four-story buildings in front.
"Don't underestimate this hotel. Although it doesn't have a star rating, it has a lot of sales on Ctrip. I did some research and found that the store has 931 reviews, 11 of which are neutral and only 7 are negative, giving it a 98% positive rating. If you get it, the commission for the first month will be over 10,000 yuan."
Xu Xianguo said as he walked.
For hotels like "Dream Star" that previously only cooperated with Ctrip, as long as they signed the contract and went online, the field sales manager could receive 30% of the hotel's first month's order commission as a reward.
According to the new commission policy, Kuaipao Hotel's commission rate is about 8% to 12%, so the actual commission in the first month is 2.4% to 3.6% of the order amount.
If the monthly turnover of "Xingmeng" exceeds 300,000 yuan, the commission amount will be between 7,200 yuan and 10,800 yuan.
The commission rate in the second month will be reduced to 10%, but there will be an additional step-by-step reward for incremental turnover.
For example, if a merchant's monthly turnover increases by 10% to 20% month-on-month, the commission ratio for the increased portion will be upgraded to 15%; if the growth rate exceeds 30%, the commission ratio will be upgraded to 20%.
Of course, this is a special incentive policy of Ctrip. There are no such high commission rewards on ordinary days.
"Brother Xu, why don't we go talk to Home Inn or Jinjiang Inn?" Li Zijie asked curiously.
"Those are the meat on the plates of regional managers and city managers. Forget it. If we go there with our identities, I'm afraid we won't even be able to see the person in charge."
Xu Xianguo shook his head.
Who doesn’t know that brands like Home Inn, Hanting, and Jinjiang Inn have high turnover and generous commissions?
But the prerequisite is that we can negotiate it.
They are a hotel chain, and the owner of a single franchise store cannot make the decision. They have to report to higher authorities before the online channel price can be determined.
An ordinary field sales manager can’t handle it.
"Oh, I understand." Li Zijie nodded, feeling disappointed.
"You have quite a big appetite, kid. If you can finish Star Dream today, I'll treat you to a foot bath tonight." Xu Xianguo said with a grin.
"Brother Xu, you wash your feet every day, aren't you afraid that your sister-in-law will find out?" Li Zijie asked in a low voice.
Xu Xianguo's face froze, and he angrily scolded: "It's just washing feet, not taking a bath, what are you afraid of!"
After they got to know each other, they often teased each other.
It was only a little over a hundred meters from the gate to the hotel lobby, and Xu Xianguo and Li Zijie quickly arrived in front of the front desk.
"Please tell Mr. Wang that Xu Xianguo, the business manager of Kuaipao, wants to see him. We made an appointment yesterday to discuss cooperation with Kuaipao."
Xu Xianguo said calmly to the girl at the front desk.
In fact, he didn’t even have the mobile phone number of “Star Dream” boss Wang Haifeng, so how could he have contacted him?
But he had no choice but to do this, otherwise he wouldn't even be able to pass the front desk.
If Wang Haifeng is willing to meet him, it means that the other party also wants to expand sales channels; if not, he will come again next time.
After all, people’s ideas change at different stages. Just because someone is unwilling to cooperate today doesn’t mean they will be unwilling to cooperate tomorrow.
Xu Xianguo was in his early thirties, wearing a well-tailored suit. He looked mature and steady, and with his super natural expression, he easily fooled the cashier at the front desk.
"Okay, Manager Xu, please wait." The girl at the front desk did not doubt it and subconsciously picked up the landline on the table and called Wang Haifeng's office.
"Mr. Wang, there's a business manager from Kuaipao on the first floor. He said he made an appointment with you yesterday and is at the front desk right now."
The girl at the front desk explained.
Chopsticks run?
Business manager?
When did I make an appointment to meet him?
Most of them are just sales techniques of Kuaipao’s sales staff!
Wang Haifeng was about to refuse, but when the words came to his lips, he quickly took them back.
In the past year, Kuaipao has grown by leaps and bounds. Not to mention the categories of takeout, grocery shopping, food and leisure and entertainment, its market share in the hotel and travel category alone is almost catching up with Ctrip, and has left platforms such as Qunar and Tongcheng far behind.
These hotel owners are actually no different from merchants on e-commerce platforms. It would be foolish of them to stick to one channel.
He understands that one more sales channel means one more sales volume.
The reason why he rejected the business offer from Kuaipao half a year ago was that Kuaipao's hotel and travel business had just started at that time, and secondly, Ctrip's docking business threatened him that if "Star Dream" dared to join Kuaipao, the commission rate would increase by 5%.
Although Wang Haifeng was furious, he could do nothing about it.
At that time, Ctrip occupied half of the online travel market.
For the sake of his own hotel business, he has to be timid!
"Bring him to my office." Wang Haifeng said after thinking for a while.
He had also heard about the competition between Sunlink Capital and Ctrip and Qiandu.
The commission rate that "Star Dream" gives to Ctrip is 15%. Since Senlian Capital wants to snatch customers, it should show some sincerity, right?
Wang Haifeng thought secretly.
Three minutes later, the receptionist led Xu Xianguo and Li Zijie to knock on the door. After hearing Wang Haifeng's reply, she gently turned the doorknob and motioned for the two to go in.
Wang Haifeng sat in the boss chair, looking the two of them up and down.
One was in his early thirties, dressed in a suit and tie, and the other was in his early twenties, dressed casually.
"Please take a seat. What are your names?" After the two approached, Wang Haifeng grinned, asked them to sit down, took two bottles of mineral water from the refrigerator and placed them on the table, and then asked.
Xu Xianguo's mouth twitched. He had just met Wang Haifeng half a year ago. The two chatted for a few minutes and then ended the communication abruptly.
I thought I had a sure win, but I didn't expect the other party to turn around and refuse to cooperate with Kuaipao.
"Seohyunguk!"
"Li Zijie!"
Old Xu was too lazy to care. He knew that his position was low and the other party was a big boss with a net worth of tens of millions, so it was normal that he couldn't remember him.
"I know what you two are here for. To be honest, Ctrip's commission rate is 10%. I wonder how much Kuaipao can give? And is there any additional traffic support?"
Wang Haifeng is a typical Shanghainese who values interests the most. As soon as he opened his mouth, he was testing Xu Xianguo's bottom line.
10%?
Xu Xianguo sneered in his heart. He was not an expert in the hotel and travel category, but he could guess the approximate commission rate of "Star Dream". Given Ctrip's overbearing style, at most they could reduce Wang Haifeng's commission by two or three points. It would be good if the other party could negotiate the commission rate to 12%.
Still 10%?
Dream on!
Xu Xianguo was used to seeing the faces of businessmen and was not moved at all. He smiled and said, "Mr. Wang, I can give you a 12% commission discount. This is the biggest concession I can make. But in terms of traffic, I can support 'Star Dream' and I can do my best to arrange exposure on the hotel and travel homepage."
12%?
Only three o'clock?
Wang Haifeng thought it was too little, but when he saw Xu Xianguo's expression, which seemed to imply that 12% was the optimal policy, he followed up by asking, "Where are the resources you're talking about?"
"Zijie, show it to Mr. Wang."
Xu Xianguo said to Li Zijie.
Li Zijie responded, took out his mobile phone, opened Kuaispao, clicked on the entrance of the homepage, swiped his finger down, and saw the 'Nearby Selections' channel page.
It is mainly displayed to users within ten kilometers.
"There are a total of 50,000 precise traffics." Xu Xianguo added.
"It's too little. 10% plus 100,000 store traffic per month is about right." Wang Haifeng bargained.
"10%? Frankly speaking, Kuaipao can't offer that much. It won't matter who you ask."
Xu Xianguo said with a firm tone.
Although the company has given a minimum authority of 8%, it is a preferential policy for large hotel chains and high-star luxury hotels.
What is the scale of 'Star Dream'?
There are only 128 guest rooms in the hotel, and the vacancy rate exceeds 45%.
After all, in 2013, Shanghai Disneyland had not yet opened, and a daily occupancy rate of 55% was considered good.
Xu Xianguo looked determined. One point less would mean 900 yuan less. His psychological bottom line was 11% or 10%. He would rather not do it if it was lower than 10%.
Because if the order is submitted, based on Star Dream's rating, it is likely that it will not pass the internal review.
"Manager Xu, 12% is too high. It's on par with Ctrip. Why should I risk offending Ctrip by partnering with Kuaipao?"
Wang Haifeng spread his hands and said helplessly.
What I mean is, I won’t agree to 12%.
"Kuaipao gave Star Dream 50,000 precise customer traffic. Will Ctrip give it to Star Dream for free?" Xu Xianguo asked in return.
Without waiting for Wang Haifeng to respond, he continued, “The hotel category has been separated from the hotel and travel category, and is currently at the same entry level as food delivery, grocery shopping, and group buying businesses.
Kuapao has the traffic support of Pinbei, Gaode, Taobao and Chengzi Pay, and the monthly turnover growth rate will definitely not be lower than 20%.
Mr. Wang, if we sign a contract today, it’s 12%, but it may not be the same tomorrow.”
Xu Xianguo had worked at Kuaipao for two years and was well versed in business negotiations. He saw that Wang Haifeng had the intention to cooperate, so he offered inducements while shortening the other party's consideration time.
Hearing this, Wang Haifeng's expression changed. He was able to start from scratch and grow a family hotel into one with more than a hundred rooms. Naturally, he couldn't be fooled so easily.
He smiled lightly, acting nonchalant. "I'm sorry, I don't see Manager Xu's sincerity in cooperating. Since we can't reach an agreement, forget it."
"Mr. Wang, I'm sorry to bother you."
Xu Xianguo immediately stood up and prepared to leave.
He had already made up his mind to visit the thatched cottage three times, and he didn't want to swallow up Star Dream in one go.
Wang Haifeng secretly looked at the expression on Xu Xianguo's face. Seeing that he looked indifferent, his heart sank. He vaguely felt that perhaps with the size of Star Dream, it could only get a 12% deduction.
However, he was not in a hurry and decided to wait a few days.
Sometimes, it is easy to make mistakes when you are impatient. Only by looking back and thinking calmly can you make a more correct decision.
Out of courtesy, he sent Xu Xianguo and Li Zijie to the elevator.
(End of this chapter)
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