From enemy to ally, drops of courier merge the next round of dark War begins

13 hours, marathon negotiations, starting from the morning of January 21 8, a hotel in Shenzhen, China Mobile travel field competition pattern changed. This is a new battlefield, but yesterday's death of the enemy, become today to join hands to embrace the wrist ally, or slightly abrupt.

There are six people on the negotiating table representing the two most motivated companies in the industry, as well as financial advisers. Dressed casually, spoke with a northeast accent, and walked up the road with great strides is the quick CEO Lu Zhunwei, long with the beard, the face is rich, quite a sense of humour is the Jingwei venture Capital Management partner David David, he had in 2013, the city dominated the Jingwei VC to the rapid a-round investment, continued to follow up in the B-round, and helped set up the soft silver, Tiger funds, such as the rapid 600 million trillion dollars in huge financing. Medium on the body, like wearing a dark blue shirt, employees in the back of its nickname as "grandson" is the drop of a taxi founder Cheng Wei. Baofan, the Chairman and CEO of Huaxing Capital, who has been involved in the 2012-year merger of potatoes and Youku, likes confrontational sports such as Thai boxing, and this time he brought a partner.
The outcome of the negotiations, as you know, drops with a quick agreement on the merger structure, the news is announced on Valentine's Day.
on the last day of February, the weather in Hangzhou kept the rain wet and cold, and after the announcement of the merger, Lu Zhunwei debut and accepted an exclusive interview with the Chinese entrepreneur magazine. Two years ago, he was in the Amoeba fund management partner Li Zhi introduced home, joined a quick taxi to start a business. Looking back for two years, Lu felt "like a rocket."
Just two years, travel has undergone unprecedented subversion and reconstruction. It was the last of the "basic necessities" of the Internet to transform the industry, the interests of the industry is also the most compacted. Due to drip, fast, easy to, AA, Shenzhou and other taxi, car, rental companies "from 0 to 1" Break the ice, pry out a new big market. Travel is high frequency consumption, just need, and can make full use of debris time--in cities such as Beijing and Shanghai, each person spends more than 40 minutes per day on transportation. In the age of mobile Internet, almost every entrepreneur wants to occupy the entrance. The value of the entrance, even beyond the platform, the deeper the penetration of the portal, the more obvious advantage. The entrance needs one end to match the supply side, one end matching the demand side, both ends of the blowout can be formed. Under the other line service is poor, the pain point is many, can through the line resources to deploy, only then has the transformation possibility. Travel logically conforms to the competition is the operational capacity and financing capacity.
Yes, financing is also a core competency, which is a very expensive game. According to David David interpretation, drip and fast over the past two years, much like the 2005, 2006 video War, as well as the 2009, 2010 group buying war. China's Internet lakes and rivers, every two years three years to fight once, inevitably, capital will also be involved. Just around the new entrance of the fighting, for a time than video, buy, take-away more brutal, a day burned tens of millions of eyes do not blink, and took out the real money to subsidize both the demand side (passenger), and sometimes subsidize the supply side (driver) mode, is from the taxi war began. If not backed by giants or powerful investors, once the ammunition dried up, it is easy to let opponents seconds kill. In Li Zhi (he had another identity, heis a fast angel investor), it seems, "these two years can write a very good script." "
The end of the script is rewritten. Drops and fast merger, although in unexpected, also reasonable, fight again, kill 1000, cut 800, and after the merger, a valuation may be close to the United States, more than 6 billion U.S. dollars of the company was born. The
has been evaluated as the largest merger between Chinese Internet companies, a description that is imprecise. Dripping with the fast, not pure pedigree of the internet companies, they have a strong offline ability, this should be happening in the "Internet +" era of new stories. The "Internet +" action plan has been written into the 2015 government work report. Ma, Tencent's chief executive, explains that the impact of a new generation of information technology based on the Internet is permeating value-creation links from value-transfer links. The internet, especially the mobile internet, has played a great role in the upgrading of traditional industries. "Internet +" will derive a number of entrances, travel is clearly one of the most imaginative entrance.

The drop and the fast battle is over, but it is not yet time to sweep the battlefield. The complexity of consolidation is far beyond the surface. There has been a convergence of business in the past, and shareholder relations have been complicated by multiple rounds of financing. There are other players in this field, each with their own resources and patterns. In addition, as video, electric dealers in the first encounter, like the plight of entrepreneurs must be with the lagging behind the policy game, to promote regulatory change. They will also rub off with other interests in the old ecology, such as multiple taxi software is banned, car drivers become the key law enforcement targets, taxi drivers worry about the work of the strike and other similar incidents, are reminding the reality is very bone.


, an exclusive interview with the companies in the scramble for entry, the fast, the easy, the Shenzhou, and the investors behind them, tried to record the critical moment of the entrance scramble.


the Gordian Knot


back to January 21, 2015 8 o ' morning.


considering Shanghai and Beijing "People too miscellaneous", drop and quickly put the first negotiation address in the more confidential Shenzhen. This is not a drop and a quick first attempt to walk from the battlefield of hand-to-hand to the negotiating table, but it is the most difficult one.


drops and fast has been divided into two different giants of the camp, one of the fast core investors is Ali, and Tencent is a drop behind the solid backing. In addition, several rounds of financing have made the two young companies have a long list of shareholders. With Baofan experience, this is too complicated, only the Gordian knot can be made.


negotiations the night before, Baofan and Lu Zhunwei, Cheng Wei together ate meal, recall the eventful of the previous venture, as for the merger, no one said a word. At first he felt a bit awkward, "after all, we were competitors".


First Look fast camp, Lu Zhunwei seemingly easy to close, the actual character calm and tough, Baofan think its "very leadership." David David play a role is also very important, fast to seek a round of financing, jingwei China to overcome internal disputes, played a timely role. In the ensuing rounds of financing, the investment experienced David David and the fast-growing team quickly became complementary.


"If the David David not support fast, the fast has gone." After the two burning money war so tragic, so wonderful, largely because of him. "Baofan said. At the end of 2014, the fast harvest of 600 million dollars in D-round financing, David David work.


Cheng Wei and Liu, who sat on the other side of the negotiating table, were also evenly matched. Baofan in the drip b round of financing began as a drop of financial advisers, the external impression, drip financing is always faster than a few months earlier, financing scale is also on the fast. Until Liu July 2014 by the invitation of Cheng Wei drop COO, Baofan gradually fade out. And drops in early December 2014 announced the 700 million dollar financing, the outside world is regarded as Liu representative.


As for Cheng Wei, he is the youngest of several people (born in 1983), good at mastering the overall situation.


"Cheng Wei is marketing origin, Lu Zhunwei is a technical origin." When it comes to depicting the future, the Cheng Wei of sales is more contagious. "David David Evaluation Way. And in GGV Capital partner Jixun View, the management style of Ali is still more obvious in Cheng Wei body. For example how to manage a team of 2000 people, how to get the core management of each department together, open two days and three nights closed-door meeting for brainwashing.

In addition to the one-hour meal in the middle, the meeting lasted from eight o'clock in the morning to nine o'clock at
.


Future Business is one of the contents of the discussion. After combing their business, two companies found themselves in a small gap. At the same time, to reduce the impact of the merger, stabilize the team, they also decided to dilute the shareholders of a number of shares, add some new options, to the merged management team more incentive. On the issue of how to deal with the relationship between Ali and Tencent, the bottom line is that the team has control over the merged company.


David David revealed that the January 21 negotiations to reach a consensus on the core framework is a page, no signature, raised about 10 knowledge, including how to deal with the relationship between Ali and Tencent, mainly in the core interests of the company as a matter of consideration, not to take sides with any shareholder.

After
Lu Zhunwei with Ma Yun, Tsai and Pengley communication, three people think: do you think it should? If you say so, we have 100% support. This makes Lu Zhunwei feel that after the outside will describe Ali as the biggest obstruction of merger, a little unfair.


January 27, when the two sides met again in Beijing, lawyers, auditing, finance and so on also began to participate in, the scale expanded to 77 people. Lawyers from both sides began drafting the framework agreement.


this process, Lu Zhunwei also communicate with lawyers whether there is a monopoly problem. By studying the monopoly law, it is found that antitrust is usually targeted at large companies such as Qualcomm, while two companies have little income and do not deal with monopolies.


It seems that there is no barrier between the two sides. People close to the deal said that when the negotiations, the drop placed a good posture, no matter how the merger, will be connected to Alipay. "Why drop this gesture?" Because Alipay's market share is higher, pay more convenient, on the scale faster. This kind of thing is good for drip. "The person said.


negotiations, Liu's identity or drop of COO, as the merger plans to advance, she won a bigger stage. February 4 Drop in the annual meeting, Cheng Wei announced Liu as a drop-by-taxi president. He also sang with Liu on stage Liu favorite song-"the brightest star in the night sky", but he did not have a sentence in the tune son. At this point, few people inside know that Cheng Wei and Liu are brewing a shocking merger of the industry.


February 11, the two sides made a number of compromises, the merger agreement eventually signed, but the tension of the nerves did not immediately relax. On the evening of February 12, Liu in Beijing for an interview, which was clearly not the right time for her to announce. She smiled at the merger rumor: "This has been spread countless times." ”


13th evening, she and the drop brand public relations staff to tell everyone in the meal, tomorrow 10 o'clock in the morning check the mail. February 14, the drop of a taxi and a quick taxi at the same time at 10 o'clock in the morning issued an internal mail, announced that will be a formal merger of 100% Stock Exchange. After the merger, the new company will implement the CO-CEO system, drop by taxi CEO Cheng Wei and Quick Taxi CEO Lu Zhunwei also as joint CEO, Liu as president.


, the person familiar with the matter, said the merger will be announced after the plan year, so that everyone can have a good year, but did not expect the last few days did not cover. Lu Zhunwei told The Economist that in the past two years, he was the most not calm is February 13, 14th those two days.

the speed of


people close to the merger said the two sides did not expect this to be kept secret for such a long time.


for investors who didn't get a slice of the pie, the merger means new investment opportunities. Many VC call Li Zhi asked him to old shares. In Li Zhi's view, this means that capital is very bullish on the merger and may give two companies a bigger chance of getting more money.


How to melt more money? Drip and fast almost from birth to find the answer to this question. Around the entry and exit competition, the need for strong financing capacity as an endorsement.


Li Zhi and drop of angel investor Wang Gang very familiar, two people and Cheng Wei same, all born from Ali. At first, Wang Gang to Li Zhi saw drops early ppt, then drop only sales team, research and development team or vacancy. In Li Zhi's view, the flaws in the team make the project too much uncertainty.


later became a drop angel investor, and Li Zhi became a quick angel investor. "Two teams from the beginning, they don't take others too seriously, only each other is a competitor." Li Zhi recalls.


The first battlefield is Shanghai. The Battle of Shanghai is not only a matter of market share, but also the valuation of two companies in the capital eye, both sides must do their best.


strictly speaking, this is the first battle after Lu Zhunwei became the CEO of the fast. From Hangzhou to start a quick hope to hold the Yangtze River delta, with the base camp in Beijing to form a north-south balance. At that time the fast hands are not abundant, Ali and amoeba Two add up, in the Angel round only invested 4 million yuan. And the drop in the size of the fund is fast several times, from the Jinsha River venture to get a round of financing is 3 million of dollars.


but in time, quick to grab one months first advantage. At that time Li Zhi found a law, the first entrants to spend hundreds of thousands of can turn the city, but the second to attack the market, it will take millions of or even tens of millions. Drop a round of money quickly burned, "consumes a lot of strength."


Mushroom Street founder Chen told Lee, he saw two companies, found this is the same time Taobao team and ebay playing that feeling.


as the industry's enlightenment, the United States Uber also at this time began to turn their eyes to China. But from the point of view, drop and quick play more grounded gas, that is, from the taxi market began to cut, free to do flow entrance. That was hard for Uber's founders to understand, because Uber's operations in the United States depended mainly on private cars.


According to a joke-type industry law, eldest brother and second blood spell, the most easily become cannon fodder is old. By the end of 2013, the rapid acquisition of Bumblebee, after the Hornets founder Li Yongjin into a new entrepreneurial project.


war soon spread in Hangzhou and Beijing. Although Ali had been involved in the Fast Angel round investment in 2012, it did not reduce the difficulty of starting a round of financing in the early 2013. At that time, the fast market share lagged behind the drop, in the eyes of investors, as the boss of the drop more investment value.


Jingwei China is the exception. Successively with drops and fast communication, David David found himself with Lu Zhunwei gas field very fit, and fast valuation more cost-effective. At that time the latitude and longitude inside quite controversial, but in David David advocated the final row.


Unfortunately the money has not covered the hot soon spent. Lu Zhunwei's impression is that every financing is not celebrated, because getting money often means more brutal competition.


from 2012 to the beginning of 2013, the rapid cost of millions of yuan. In the last three months of 2013, it cost 8 million dollars. This is almost all the money that the quick a round melts into. Originally David David Think this money should be fast enough to spend 9 months to a year, but the speed of burning money far more than he imagined. In the first quarter of 2014, the fast burned hundreds of millions of dollars. During that time, the first thing that Lu Zhunwei to get up every day was to settle accounts, and to see the burning of tens of millions of. "Every day is tens of millions of, this amount is not a decimal for any company." "he said.


investors can not sit still. Tiger Fund for example, in the second half of 2014 to participate in the fast C-round financing, in order to persuade Lu Zhunwei accept fast and drop of the merger, spent a lot of time and saliva.


"Capitalists are more interested in the efficiency of capital, he can use capital in innovation, technology input, new business growth, real real market share growth, but in order to burn money to burn money, this is absolutely they do not want to see." "Lu Zhunwei said.


Although two companies in the market to kill each other, Lu Zhunwei and Cheng Wei personal relationship is not so tense. The first time they met in May 2013, two companies were killed in Shanghai. Lu Zhunwei to the meeting place to remember very clearly--a KFC in Shanghai. Since then, he and Cheng Wei often meet at KFC, "eat some french fries, fried chicken, talk about". In the relevant government departments to communicate, set the bottom line of competition, the two people also have a consensus.


These communications cannot be simply equated with the foreshadowing of subsequent mergers. "A lot of things were unclear, and two CEOs (Cheng Wei and Lu Zhunwei) were strong," he said. We all feel that we can do the first place. "David David said.


not to mention that this is not just two startups wrestling.


in the first half of 2013, drip acceptance of Tencent's strategic investment, the war has begun to have the agent of the taste, behind is Ali and Tencent contend.


"That stage is actually quite poised. "David David said. But after dropping a taxi to pay for the micro-letter, Ali's morale was quickly stimulated. Taxi is essentially a pay contest, it can stimulate more users to develop mobile payment habits, increase the viscosity of different payment tools.


Two armies at war, all want to break each other's fodder, each other potential investors communicate with each other, the entire financing process has been accompanied by swords, but the participants are now evasive talk about how to play. By the year 2015, if the previous subsidy had been repeated, the two latest round of funding for a total of $ A billion of trillion would probably have been spent within six months.

The
merger has been put on the agenda.


"All the way to finance is very difficult, not plain sailing." We can not relax in the market investment and product investment. This is a very difficult process. Lu Zhunwei regrets.


March 5 Lantern Festival on this day, Lu Zhunwei, Cheng Wei and Liu Three people have a "reunion"-this time about 1.5 hours of communication is not in two companies, but in a teahouse near Peking University. By the time three people had lunch at around 2 o ' clock, the dim-lit teahouse was a seated of customers. Three men looked preoccupied. After all, there are too many challenges to solve, how to achieve 1+1 greater than 2 after merging instead of the opposite. From culture to product, the handling of every detail is a pit.


the market shock caused by the merger is conceivable, opponents have a variety of statements. Wangli, a car-hire founder, made it clear to the Chinese entrepreneur that he was not optimistic about the drop and the fast merger.


"Consolidation does not help business very much. Two companies are relatively large, but the culture and background is completely different, combined integration is a major surgery, will be very injured team. Even one team replaces the possibility of another team. He revealed that a headhunter had asked him if he wanted two companies ' technicians. He even believes that the drop-fast integration process, for AA and other peers, happens to be an opportunity.

Single-cell Division


in Lu Zhunwei's eyes, a year ago the burning money war from the market education point of view is worthwhile, but in the long run is very stupid. "Stupidity does not mean that the decision is wrong. From the beginning, we will make the same decision. Like a war. War consumes a lot of resources, but it should be played. ”


burning money to drop and fast in the shortest possible time to have the most users, and large user size becomes the basis for the new business incubation. July 2014, a quick taxi car app--a car officially on line, Drip also followed in August to launch a drop car.


According to the general manager of Sho explained that the main role of Quick taxi is as the flow of the entire travel strategy entrance, and a car business logic is more clear. This logic is based on an in-depth understanding of traditional leasing companies. "Why can traditional leasing companies have been better developed in the past more than 10 years?" That's because the car needs are there. "Sho said. His last employer was Johnson, and it was more than a year ago that he joined the club. He joked that he was a quick old employee, and in the quick like him from the FMCG industry, as well as the internet background talent, what we all have in common is executive power and rapid response capability.


fast and drip before the merger, a car has been thinking about a valuation of 3 billion dollars in the app should look like. Take the user as an example, the car user level is far from the taxi user level is big. Access to the car users, usually through the internal and external channels of two ways. Internal channels in the quick taxi inside there are car entrance, the external channel refers to a car also with Ctrip, where to Ota (Online Travel Agent) website cooperation. These site users are considered to be very well matched with the car.


new business growth rate refresh record. Sho introduced, if the taxi order volume from zero to the daily average of 100,000 need to spend a year, the car to achieve the same order volume is faster, may be as long as three months, a car download volume has more than 10 million.


with the identity of an independent app, the choice is to share an app with the taxi business.


Liu uses "Single-cell to multicellular evolution" to describe the launch of the drop-car business. To meet the users, including bus, Subway, taxis, car, carpool and so on all travel needs, is dripping, fast represented by the direction of the travel platform.


in fact, whether the drop or fast, can not shake the traditional taxi industry, at least the licence is scarce resources. They expand to the car, one reason is because the car field has not yet formed a difficult to contend with resource monopolies.


from the point of view of operation and resource integration, the car business is heavier than the taxi business, it is not only the installation of an app so simple, but in the past one year in the taxi market competition, two companies have experienced the highest intensity of the devil-style training.


for Liu, changing career trajectory to add drops, is a fresh life experience, but also a big adventure. She wants teamwork to work together, because if it's not highly executed, it's a very rigorous attitude and dreams are just wishful thinking. "Make yourself dead." She smiled.


Although she is called "Green elder sister" inside, but Liu to own appraisal is "a very sharp person". She and Cheng Wei all agree with Steve Jobs: "Why do you work with A + man today because you don't need to be overly protective of his self-esteem." "You know you're going to be able to hold on and vice versa. Opposite the Liu Office is a meeting room decorated in a sauna style. A little serious talk Liu will choose to do it in this room rather than in the office (she and Cheng Wei's office are next to each other, with a poorly soundproof sliding door).


Drop Car Division general manager Chen Ting and Liu together into the "Sauna room." Born in 1985, Chen Ting has had three entrepreneurial experiences, ready for the fourth time to start a business, was pulled to drop to do the car business. In Liu's eyes, Chen Ting is a highly intelligent person, and very good at dealing with various people, "85 looks like 75", very old.


Although Chen Ting executive power, but does not mean that he always need to rush to solve the problem of driver management. As Liu's daughter, Liu to Lenovo culture in the "Back plate", "team, strategic, with the team" and so on very much agree. "Be sure to take the team. She said, "The real good manager is something can be discussed, a person must have a blind spot." ”


Liu has more than once expressed caution about the use of funds. "Although we have a lot of money, can be very in awe of every penny, our money to hold up to just what I said the dream come true, it is not easy." As a two-year enterprise, it is really on the cusp, very fragile, like a small boat. ”


She stressed that some money must be spent. Liu and Cheng Wei travel standards are flying economy class Han court, and the car department from the general manager to the management of the service can live Shangri-La, sit first class, "must let them know what is called high-end services, experience what is the real diamond card enjoyment."

The
car is the first step in the incubation of the new business, and soon they are discovering new opportunities in the business vehicle market.


"We do taxi business, try the Enterprise version gives us a lot of inspiration." "Sho said. Before the car business also let him find a number of noteworthy information feedback, such as he found that someone one months in a special car platform to spend 20,000 yuan. In this type of heavy users to visit regularly, found that this person belongs to enterprise users, often help colleagues and leaders call the car.


In addition, a car rental in November 2014 after the U.S. listing, quickly also specially studied a hi earnings, found that a 34% of the revenue from the driving service, China's foreign companies will be more inclined to a hi as a national car partner, rather than their opponents. "It also shows that the market is very big. "Sho said.


when the drip started a new round of financing in November 2014, its entry effect as a travel platform had become more readily available to investors. As a result, the drop in a very short period of time to complete the 700 million dollar financing, the participation of nearly 20 investors.


GGV Capital is one of them. "The stakes are still high. "But once the entrance effect begins to manifest, I think I should go in anyway," Donshau, a partner in the capital Management, said in an interview with The economist. ”

Multifaceted
Most of China's travel start-up companies are inspired by Uber, including drip and fast.
But in China, past experience has proved that the apprentice does not necessarily lose to the master. Uber started late in China. Donshau a few years ago with the founder of Uber had a conversation, in his view, no matter how good the Uber team in China, so that a professional manager team to the drop, fast represented by the wild relatively strong local entrepreneurs competition, the results are not optimistic. Moreover, foreign Internet companies are not in the Chinese market for Uber to open a good head.
Uber is not without teeth.
"Uber pursuit of the flow of efficiency, the driver's empty and the user's waiting time to compress as short as possible, behind this is a huge social benefit." "Uber Shanghai general manager Wang said. For example, unlike other car platforms, Uber does not require a user to enter a destination, but rather a mandatory dispatch rather than a robbery on the driver's side.
"We really appreciate Uber. "Wangli said. He was the co-founder of a rocking car (yes, the first company to be in the Beijing market with the drop of two armies), and he set up a AA car after shaking his car and pulling out of a taxi. Like Uber, users do not need to enter destinations when they rent a car. However, in the trial of other platform products, Wangli soon found that his account for two competitors sealed, one of them is Uber.

AA Car Rental founder and CEO Wangli
Interested in Uber also includes Baidu chairman and CEO Robin Li. Lee had visited the Uber United States headquarters in the summer of 2014, and December 2014 "Baidu · Uber the signing ceremony of strategic cooperation and investment, Li also attended in person.
"We're speeding up. "Uber Beijing general manager Kang Zhiya said. It is worth pondering that, at the beginning of February, and easy to use the car has been the merger of the gossip is dripping, now drip replaced by Uber. "The company declined to comment at the moment. "Easy to use car PR director Hu Juare replied."

Uber Beijing general manager Kang Zhiya
Like Uber, easy to use car founder Zhou Ai also adhere to the light asset model, but he also to Uber adhere to fast, insist on efficiency of practice. He believes that the social nature of travel is more important than efficiency, and he does not require a car driver to wear a suit and white gloves. In his view, the car stressed the standardization of services, which is completely wrong, is the lack of depth and independent thinking of the industry.
Haier Industry Financial Wisdom Transportation Division general Manager He Pengfei said, in early 2014, had discussed overweight asset model with Zhou Ai, but at that time Zhou Airlines is still in the peer-to-peer mode of thinking, easy to use the role of car play is the private car and consumer information matchmaking platform. In He Pengfei's view, this is the ideal model for car sharing, but there is friction between reality and ideal. Since is the platform, the pattern should be compound, the peer-to-peer should not be all, certainly also exists the Business-to-consumer.
So Zhou Ai made a difficult decision. At the end of January 2015, easy to use vehicles and Haier industrial finance announced the establishment of a joint venture company "Sea Easy travel." Zhou Ai said that the sea easy travel will become a mobile travel of the heavy asset resource platform, Haier provides financial support, easy to be responsible for operations. Zhou Ai The idea is that with the ease of the resource platform, the easy to play role will be similar to the Bank of China Merchants Bank rather than ABC. Because "CMB's dot is not the most, the user's quality is the highest, service is the most word-of-mouth." According to his plan, by 2017, the sea will be easy to travel 100,000 vehicles, the size of assets will reach 8 billion.

Easy to use car founder Zhou Ai
Zhou Ai also challenged the Shenzhou car rental, said the next three years, the sea will be more than the Shenzhou car rental, become the country's largest leasing company.
As the founder and chairman of the China rental car, this is not the first time Lu Zhengyao has become a subversive object. But he was not afraid. In the sea soon after the announcement, January 28, the Shenzhou special car business officially online.
From the point of view of time, the Shenzhou special car is the successor, but Lu Zhengyao that time will not be equal to the market position. "In the car this market, the Shenzhou has not entered the bureau, this industry can not calculate the beginning!" "January 31, in Beijing to receive an interview with our correspondent, the land is full of confidence:" Online resources can be filled, offline resources to fill. ”
Donshau met Lu Zhengyao in 2008. In his eyes, Lu Zhengyao is a man who can make a powerful person, can be surprisingly soldier.

Lu Zhengyao, chairman of the founder and board of China car Rental
"Our big strategy is not a car rental company, the future is definitely the entrance to the entire trip." "Lu Zhengyao said. In addition to car rental, bus, Peer-to-peer car rental is also in the Lu Zhengyao layout. When the mobile Internet to the impact of the trip to the oncoming, he thought that the other people to subvert, rather than subversion himself.

Compared with the Uber, Shenzhou special car may be more let drip and fast tension into the bureau.
With the help of the previous line advantage in the car rental business, the Shenzhou train was launched at the same time in 60 cities nationwide. 2015 Shenzhou car new users are expected to be 50 million, assuming that according to a new user of 50 yuan free amount, a year down the subsidy will reach 2.5 billion.
Perhaps because of the China car Rental "Lenovo holding member enterprises," the identity of the relationship between Liu and Lu Zhengyao is not unfamiliar. "I have great respect for Brother Lu, and personal relations are very good." "Liu said. From the company's point of view, they are also competitors. Drops and fast mergers have only wiped out the strongest rivals, but they are far from blocking all competitors.
In Li Zhi's view, the development of differentiation is very important. One investor friend once told him that potatoes and youku should be more differentiated in their combined positions, such as the way potatoes move to the internet, but that is not the case. It has been said that the drop and the rapid merger may be the same as the mistakes of the good soil. "There are a lot of emerging lines of business in our industry that are blank, and the video industry doesn't have that much space." "Lu Zhunwei said.
Hey, car rental. Chairman Zhang thinks there is a glut of "internet thinking" in the industry. "O2O is actually the hardest part of the second O,offline line, where the industry ultimately competes by service." "Just before the launch of the Shenzhou limousine, a hi-car car is also on the line," said one. Zhang is not worried about his future, he thinks that any industry in the world will not rely on an entrance. "From the end user, he may choose different entrances in different scenarios," he said. Like the current tourism industry, there are Ctrip, where to go, there are passers-by and so on. ”

a car rental chairman Zhang


Ecological Conflict


in general manager Yang Yiwei repeatedly persuaded, Wang Cheng Wei letter Chairman Ma Yuhai finally agreed with the drop of the car to renew the front, although a bit reluctant.


ten years ago, Ma Yuhai was a taxi driver, four years ago, he founded the Hong-Cheng Wei-Letter Labor Services Co., Ltd., aspiring to "build a professional driver of the aircraft carrier." Recalling the 2014 with drop and AA car rental cooperation, Ma Yuhai said two words: "sad." ”


"decided to work with AA and drops before the cooperation to do a full and meticulous investigation and market analysis, blindly on the horse caused the company to lose a lot of money, but also to the company's honor caused a bad impact." "The letter was published at the end of 2014," he wrote.


Manulife-Wei letter with the cooperation of a traditional dispatch mode, Acer Fidelity is responsible for driver recruitment training and labor relations, but the Employment management is AA to do. With drops of cooperation in addition to responsible for Labor dispatch, but also assume the driver's management and coordination. According to the horse, 2014 4-the end of July due to the AA business development fluctuations, Acer Wei letter loss of more than 200,000. and drop in cooperation for about four months time, also because of platform policy instability, business philosophy difference and other reasons loss of 500,000. 2014, including the drop of a car in the car business concentrated, but Acer letter not only not from the cooperation to make money, Ma Yuhai weight instead of more than 10 pounds, because of suspected depression to live in the hospital.


in his view, drops in the driver management is not professional, and do not attach importance to the views of partners. Once the driver reflects the problem drops can not be resolved, the labor company became the target. 2014 the night before the Mid-Autumn festival, due to a drop of car drivers in the company entanglement, Ma Yuhai 9 dozen more than 110 to get away. Counted down, in 2014 with drops of cooperation four months, alone 110 he has called four return. He had sent a message to a high level, but received no reply. October 31, 2014, although Chen Ting tried to retain him, he was desperate to put a stop to this partnership.


in Yang Yiwei view, Wang-Wei letter should not be due to the unhappy before and miss the trend. Mobile internet to traditional travel subversion is already visible in the future, the value of the car platform is beyond doubt, how to establish a more ideal multi-party relationship is the urgent matter. Ma Yuhai eventually renewed and drops cooperation, but no longer responsible for the driver's labor relations.


"Change travel, drop is actually want to do good, is a high strategy, but the bottom of the driver only at the front, the two ends are now formed a certain conflict." "The owner of another company that has a partnership with the drop car told this newspaper," They are now in the unit, asking the driver to pull the number of days of water, I have resisted. Because you can calculate out, a driver drove for an hour to pull 60, open bad an hour pull 50, because the operation is lucky, not you want to pull can pull, want to rob single can rob. If a driver's water can be 600 a day, he has more than 10 hours of working time in a day. A limousine is not much more expensive than a taxi. We driver eight hundred or nine hundred and 1000 a day, but you check his online time, basically in more than 44 hours. "He is not opposed to cooperation now is not positive, attitude is, after all, is a new thing, dilute the contradictions first, to see if it can go to the next step."


also need to accept changes in the traditional leasing companies.


Easy to initially with the traditional leasing company to try to cooperate, found that "they are conservative, not happy." In Zhou Ai's view, "they are all vested interests, the cooperation is laborious." ”


But as the mobile-travel market gradually heats up, Zhou Ai has found interesting changes. "Their mentality is very contradictory. Know that the block can not stop, we must cooperate with such companies, but also take a lucky, can block on the block. "With the relevant provisions of rental vehicles to participate in the car operation of the recognition, those in the past are not easy to the leasing companies are now willing to cooperate."


high subsidies also contribute to the addition of private vehicles. For private car order subsidy is regarded as the mobile travel industry burning money "hardest hit", in contrast, the user end of a few to more than 10 blocks of red envelopes, the subsidy is a small penny. Take a 30-dollar order For example, if you use a 15-dollar coupon, the user still has 15 bucks to deal with. But in addition to the 30, the driver received an additional 60 to 70 of the revenue from the order.


on the other hand, demand will increase dramatically. "The car was supposed to be above the taxi position, and now it's attracting a lot of price-sensitive users because of the subsidy." Because you have a lot of coupons, a few dollars or even almost no money can take a car, who will not sit? Everyone will, why not? "Zhou Ai said.


in other words, huge bubbles have begun to form. The day the subsidy ended, the bubble burst, followed by a huge dilemma.


"Originally this business model is a large number of part-time people who use their spare or fragmented time to provide a shared service, which is very good, and resources have been more utilized." But the price distortion for a short time to cover up the subsidy, then come in these people if they are profit for the purpose of life, not enough orders, and no subsidy, then how to do? When the two-way red envelopes are removed, the tide receded, really like naked swimming. "Zhou Ai said.


By contrast, the face of policy is becoming clearer. The reform of taxi system has been a heavy and obsolete topic, and it has become the government's appeal to break the existing interest pattern by mobile travel market.


"The original city passenger transport this piece in the Ministry of Communications Management system under the weight is very small." The Ministry of Communications leaders said that our department of maternal grandmother does not hurt, uncle did not love. Suddenly overnight mobile phone taxi sprang up, everyone came to me, overnight fame, they are very happy. Because there is work to do, can be a political achievement. "A person close to the Ministry of Communications joked.


This is not a consolation. As the pace of mobile travel becomes more and more dense, the first mover and current policy frictions seem to be less of a problem. Donshau experienced how video industry and policy game and reached a consensus process, he remembers the process took five years, and now drops and fast only two or three years. "The various interests may take longer to settle, but as long as you are the industry leader, we are willing to gamble." "he said.


However, driver Cao Yun (alias) has lost his passion for the job. As the former pacesetter, he experienced several changes to the driver's assessment, "every change, the drivers will be negative for a few days." How to manage the car drivers in the era of mobile travel has become a platform-type company facing the problem, but the answer is different.


, which was founded at the end of 2014, is located at a military station in the suburbs of Beijing, where the main drivers are veterans. Liu that this is a veteran's advantage in discipline and dedication, but needs to be trained in communication and service awareness.


and AA is the plan to hire a person to manage 500-1000 drivers within six months through technical means. A AA car hire will set technical standards to monitor drivers ' driving behavior. According to the statement, it is said that the maximum number of data can be set 1000, now AA only adopted twenty or thirty, is already ahead of the industry level.


but these are not in line with Zhou Ai values. When it comes to management, it's the industrial age, not the logic of the internet age. You put a portrait of a machine like the management, let him standardized, standardized, not this era should have temperament. The future is created on the basis of respect for human beings and the stimulation of human kindness. ”


These arguments Cao Yun may no longer care. Just before Ma Yuhai accepted our interview, Cao Yun to drop the car. The busy state of the car driver can bring him nearly million monthly income, but the thought of his mental and physical double pressure, he was not interested in the job of the car driver.


and the combination of drops and fast, and the other players in the fight, the next round of real opponents may not be each other, but how to deal with the old ecological transformation, running-in, compromise and symbiosis.