MTL - Rebirth in a Perfect Era-Chapter 1688 Summit Forum (on)

In late autumn, at the foot of the Great Wall, the Sino-US Tourism Industry Summit Forum was officially held.

This time, more than 30 related companies from both sides participated in the forum.

The media from both sides also paid special attention to this forum, because this is the first Sino-US tourism industry forum completely organized by the people.

As the host of the forum, Li Mu announced the new business of "Where Taobao Goes" to the heads of the companies on both sides.

"Where to go" will become a new secondary section of Taobao, with a domain name.

In this section, Taobao will provide consumers with first-tier cities in China and book flights to and from several major cities in California; provide hotel reservations in first-tier cities in China and across California; and provide other travel-related resources and services to tourists in both places.

"Where to go" is a travel product created by Li Mu this time, but he did not plan to throw money and push it as soon as he came up. Instead, he planned to hold tourism resources in his own hands from the route of eating resources.

This business model of Ctrip is the intermediary and integrator in the tourism industry, but its resources are not exclusive. Users can book hotels in Ctrip, where to go, flying pigs and other products. Yes, and there is basically no difference in price.

Li Mu feels that poor and poor gameplay, rich and rich gameplay, poor gameplay is the routine of Ctrip. Rich gameplay simply spends money on resources first, then buys them for integration.

Therefore, Li Mu brought the leaders of Makino and Taobao to the summit forum, and asked Makino to talk to the service provider about the purchase of resources, and Taobao to talk to them about the specific cooperation model and cooperation requirements.

For example, for air tickets, Li Mu requires that starting in December, 10% of the air tickets between the first-tier cities in China and California be sold to Makino Technology at a 20% discount on the market, and then it will increase by 5% every month, up to 30 %.

The reason why we need to take 10% first and then increase by 5% every month is because we need to give a starting stage to the business of tourism, and the gradual growth will be more scientific.

Take Air China, for example, their flights from Yanjing to San Francisco and Los Angeles are dissatisfied most of the time. If it is the off-season of studying and traveling, the attendance rate may not even reach 40%. Only the Spring Festival, Christmas, During the summer vacation, the attendance rate may reach 80% or more.

For such flights, Li Mu let Makino Technology directly spend the first 20% off the normal discount, and hold 10% of the tickets in their own hands, and then Makino Technology authorized these tickets to Taobao where to sell them. Makino Technology is responsible for its own profits and losses, even if one is not sold, it also bears its own costs.

For Air China, 20% off the price, most of the time will not lose money, because most of the time, the remaining seats on the flight far exceed 10%, in this case, Makino Technology spent 10% of the money, It helped them a lot.

The only loss is the limited peak period of each year. In the busiest days, the aircraft may even be oversold. The entire flight has sold 320 seats for 320 seats. In this case, there is basically no discount on air tickets. As a result, 20% of the fare was naturally lost to Makino Technology.

However, airlines are not idiots. They can calculate the demand during the peak season and the low season each year. Naturally, they can calculate it. Even if they lose a little money during the peak days, it is more cost-effective to sell to Makino Technology as a whole. Rejected for any reason.

An Air China representative said to Li Mu, "General Li, we have no opinion on other conditions you have proposed, but you have requested an increase of 5% per month to 50%. We would like to know how you plan to reach 30%. operating?"

For a route where the attendance rate does not exceed 50% in most cases, Li Mu is willing to take 30% of the seats. For airlines, they have to laugh and laugh, but they do not quite understand why Li Mu set A 30% cap.

Li Mu said, "If 30% of the seats on your route have been bought out by Makino, then I would suggest that you try to increase the number of flights and air tickets, and Makino will take 40% directly!"

In Li Mu's view, he did not do charity for airlines. If 30% of air tickets are rounded up, airlines are naturally beautiful, but there is still a gap of 2-30% from their full load. For them, they are the most The hope is that Makino Technology will directly cover 50% or even 60%, so that this route will be close to full load all year round.

Therefore, for their current established routes and flights, Li Mu only covers him up to 30%. If you want to own more, you can open a new flight. As long as the new flight is opened, I will directly take 40%.

This 40% is a guarantee for incentivizing airlines to open new flights. Only by incentivizing and inducing airlines to open more flights can the interaction between the two places become closer and closer.

The representative of Air China immediately understood Li Mu's intentions and smiled bitterly: "Mr. Li, in this way, you have just pulled us out of the fire pit, and induced us to dig a new pit and jump in!"

Li Mu laughed: "You have to seize the trend, the national economy is getting better and better, the people ’s pockets are getting richer, and more and more people will travel abroad in the future. It may not be a bad thing to plan ahead, even if it is a loss. No money is a big deal. "

A representative of American Airlines asked, "General Manager Li, I have a question. If this part of your ticket cannot be sold, do you still allow us to resell it before the departure date?"

Li Mu thought for a while and nodded and said, "This is no problem. If the resources in my hand are really idle, you can resell the remaining seats within 48 hours before the plane takes off. I should pay for your insurance. We sold 55% of this income, so that you can make more money and I can lose less. "

If the price of a ticket is 5,000 yuan, Li Mu has to buy it from the airline first according to 4,000 yuan, but if it is not sold before takeoff, it is a complete waste, and the airline can earn it from itself. Instead of 4000, it ’s better to unlock it for sale to airlines just before takeoff. In this way, if they sell it for 4,000 and get 55 on both sides, Li Mu can get back two thousand, but the airline earns six thousand.

Both Huaxia Airlines and American Airlines are very satisfied with this clause. For them, this is to guarantee their interests to the maximum, and there is no reason to refuse.

After talking with the airlines, it was followed by communication with the hotel groups of the two places.

For hotels, Li Mu also proposed a 20% discount. Starting next month, they will take away 10% of the room resources directly from the hotel groups of the two places, and they will also increase by 5% monthly and up to 50%. Capped.

At this point, the hotel did not have any questions, and all agreed to this cooperation proposal.

Air tickets and hotels are relatively simple, and the most troublesome is to integrate the various resources of the tourism companies on both sides.

Including but not limited to tour guide resources, ground access resources, and various peripheral supporting service resources.

Li Mu's idea is that in the future, where Taobao will mainly sell self-operated bilateral group tours, for example, for California users, sell Los Angeles to Yanjing with group tour services, and then sell Chinese Los Angeles group tour services to Huaxia users.

In the past, travel companies, especially travel agencies that organized such multinational tour groups, integrated their own air tickets, hotels, and other resources, developed a plan for users, and then waited for enough people to start the tour from the local area.

The tour group is led by a local guide, and then received by the local cooperative ground pick-up company at the place. It is specifically responsible for the various affairs of this tour group in the local tourism, and then the tour group travel agent will then settle the tour with the ground.

For example, a travel group in Yanjing took a hundred people to travel to Los Angeles. At the time of the tour, there were only two tour guides. The accommodation, dining, play, and car use of these 100 people in Los Angeles were basically all carried out by local travel agencies or Travel company offers.

The vast majority of tour groups leave people at their destinations and dock with local partners. They usually leave their hands behind. Many domestic low-cost groups even sell tourists directly by head. For example, a travel agency has organized a hundred people to go to Spring City. , They are all low-cost tour groups. They directly find a low-cost airline to send people over, and then sell all 100 people to the local black tour group. The local tour group spends money to buy people and take them everywhere to shop. Kejinkeng, even forcing money to buy and sell.

Now, with Taobao in the middle, Li Mu certainly cannot allow anything to hurt his customers.

Therefore, Li Mu's request to the tourism companies of the two places is ~ www.novelbuddy.com ~ First of all, the price of all resources must be lower than the price they usually cooperate with travel agencies in the industry.

This is because, in the eyes of Li Mu, these cooperative travel agencies can only be regarded as small wholesalers before each other, and they will become unprecedented large wholesalers in the tourism industry.

They usually cooperate with some travel companies and send out several groups a year, which adds up to hundreds of customers. But if they can communicate with Li Mu, where they will send them from Taobao in the future, they may reach tens of thousands a year. People, this is the power of the platform. Therefore, any company that cooperates with the platform must honestly obey the platform requirements and never dare to make a mess.

This is similar to the later Apple AppStore. Almost every app developer will take the initiative to send his app to the AppStore for sale. However, the Apple AppStore is very ruthless. As long as user consumption is generated, he will deduct the developer by 30%. There are also a lot of restrictions on terms, and a slight violation of the rules will be punished or even removed.

But even if Apple is so overbearing, no app has taken the initiative to withdraw from the Apple AppStore, because they want to make money behind the platform ass, no matter what the platform requires, they must do it.

In addition to giving lower prices, it is more important that Li Mu should take the role of organizing group tours, and arrange tour guides and necessary service staff.

The destination travel company must provide the required services for Taobao's self-operated tour groups according to the requirements of where Taobao goes, and it must be at home and not neglect, because only users are satisfied, they can go from Taobao. Settlement income, if the customer complains, Taobao has the right to deduct part of the cost, and even give a certain penalty!

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