Ambassador Zhang Ligang: Finding business models from physical examination to large data

#要上市就上创业家 # "Entrepreneur" as a report of the new generation of entrepreneurs of the mainstream financial business magazine, with its "value discovery" characteristics, in 2013, has in-depth reports on where to go, 58 of the city and other newly listed companies, formed a "to go on the market on the entrepreneurial" Word-of-mouth. Tonight, the ambassador will be listed on the Nasdaq! The first Chinese health examination will be born! At this time, founder Zhang Ligang How to look back on his own business for ten years? How to imagine the future of the Ambassador of Love? Will the Secretary for Health and Wellness become an Ctrip in the healthcare industry?

Dictation: Zhang Ligang (founder of Ai Kang)

Without Sohu, there will be nothing I have done in China; in the art dragon, I am the follower of the Internet industry, not the change person, in the health care industry, the AI-Kang ambassador has the opportunity to become the change person.

Find a business model

This decade, I encountered the biggest difficulty is: how to grasp the market, find business model.

2004, Love Kang just founded, touch the road to sell membership card, do the Business-to-consumer. But the company does not have a brand, selling cards, a year down, a few people have only done 1 million business, simply to raise the company. A year later, a gradual transformation, from the consumer to business-to-business, from selling to consumers to sell to the team, business, this is a major breakthrough. After this breakthrough, the business came up, the next year to 10 million. Then again, the problem that the Ai Kang encounters is that there is no place to fall alone, this need entity, love Kang to take this step, walk to the entity. After the three steps have gone, the company will have no development obstacles.

From the mouse company (Love Kang net), to become a mouse and cement company (Ai Kang Ambassador), this is a qualitative change. If you can't get out of the way, love may still be a company that earns only tens of millions of yuan today. However, the traditional medical institutions such as the acquisition of ambassador, the focus shifted to the field of medical entities operating, for an internet company, means that the internet is far away.

I am Internet origin, have internet complex. Ai Kang was originally an internet company, but when I entered it, I found that it was not the same as the mainstream internet industry. The big internet companies are thousands of servers, and we start with a few servers and a limited number of Internet service clients. This has a big gap with the traditional understanding of Internet companies big traffic. At first, Love Kang also want to do platform company, but at that time private medical institutions in China few, very small, non-mainstream, medical services are almost monopoly of public hospitals, in this case, do platform company is dead.

Therefore, entrepreneurship to learn to compromise, although I am a person's principle, the company's values will never compromise, but in the business model, can be compromised to the market.

The Art Dragon is a lesson to me. The first thing to learn is the city search in the United States to do urban life. Later, I proposed to buy a travel reservation company with our business cooperation, because the city to attract customers, tourism business can be converted into e-commerce. This merger strategy is right, the mistake is that after the acquisition did not focus on the block, but continue to sell online advertising, the flow as the focus. At that time, the booking business is still growing, advertising is not moving, traffic is not going to feed the company. Huang, vice president of marketing, said the company should shift its focus to tourism. I made a mistake, detained (MUD) in the mode, that the booking company is to call the booking, not the internet, and I was going to do the Internet mode, so I did not focus on the reservation, nor send a competent executive management of the business. If at that time, the Arts dragon put all the energy on tourism, it is possible to do than Ctrip big. In fact, up to today, Art Dragon, Ctrip's largest orders are not from the network, but from the telephone.

I made a mistake in the art dragon, and did not make a second time in love. Two years after the start of the transformation, and later these years, it is to further expand. I do not understand the whole line of physical medicine, slowly turning to chain management.

From physical examination to large data

In the 2006, when I entered the medical field, I asked myself what I loved to do. To the hospital to compete head-on, or do a big market demand, but not the core of the hospital business? There are only two items: first, a medical check-up, a family doctor, and a private clinic. 2006, we chose the physical examination, the medical examination first develops.

Now, the love of Health ambassador has 45 offline medical institutions, in 2013 for nearly 2 million people to provide medical services, of which 90% from enterprises, 10% from individuals. For the ambassador, the biggest problem now is how to provide a diversified service for this group, and not just a single medical requirement.

For example, the client of the AI Kang Ambassador, how many people are nearsighted, may need to do laser treatment; how many people have dental problems, may need dental support services; How many people are overweight and may need weight management services? In my opinion, the core of medical data is to provide a range of medical and health services to meet the needs of customers around the health of their clients. When a private medical institution provides millions of trips a year, it is possible to tap into these big data to provide more and more convenient services in the future. If you ask me what the past is inadequate, I think still need to open up the mentality, whether it is employing, or doing things. For example, an app company that talks to a public hospital is basically out of the way, but come talk to us and it's possible to provide this interface. Only the private medical institutions like us will know how to do large data mining in the case of protecting clients ' privacy.

Today's ambassador, a medical service company with Internet ancestry, cannot say that it has an internet gene. Internet people like to multiply every year, to the medical industry, you will find that the annual growth of 40%, is already very good. In this case, there is a great psychological contrast. The question that the company asks every day is, is it possible to find a model and a service system that can multiply a traditional medical profession like an Internet corporation? If the ambassador can find this model, it will be able to embrace the internet and become a truly Internet-enabled medical service company.

If you develop more health-related needs under large data, it is possible to achieve this dream and become a company with internet genes. In the age of large data, love may also grow exponentially.

Dream of reverting to the platform

The thing I've been thinking about recently is that the ambassador of Hong Kang has a bigger chance. Ai Kang Ambassador first * Kang network, want to do platform company, later due to the natural environment, into a medical and health services based companies, now Love Kang has the opportunity to become a platform company.

The pattern that had been tried before was unsuccessful and did not indicate that it did not apply today. Internet history, in addition to E Dragon (Art Dragon), there are several called "E" Companies, E-Tang, e-country. Among the few, the only thing that survives is the E dragon, and the survival is due to the need for change. If the e country, there are 8848 and other companies, can also change, first survive, it is likely that they are today's Alibaba (rolling information) and Jingdong (rolling information) mall. So start a business to survive. In 2000, SMS business had saved some internet companies, and SP business had saved some internet companies. After their survival, these companies have grown. Can also do this analogy understanding, physical examination business saved Love Kang.

Through the physical examination, the ambassador of Love has torn open a very big cut mouth. In addition, we also see in the mouth, ophthalmology and other specialist areas, private medical services are emerging, and has a certain brand awareness. In this way, it is possible to be a platform company.

Another opportunity is the advent of the wireless medical age. A few years ago, do medical information of the company, are docking hospital. Docking hospital is difficult to do this business model, in China to dig hospital resources to make money than Heaven is difficult. In recent years, with the popularity of smartphones, the possibility of wireless medical care, smartphones it can track people, a variety of applications around people are being developed, although it will not be as popular as the game, but the good application of recognition, more or less people will pay.

A big piece from the Internet, it is a company with the internet means to promote the traditional mode of change, so I have a sense of mission. The growth of the company and the industry, but also gave me confidence, I think that love Kang has the opportunity to become a great company.

1998, I gave up Harvard to Sohu, which may not be what today, but in 1998, a good background of people give up the United States back to China, few. At the outset this step, I think is right, no sohu, may not I later in China's everything. In the 2004, I entered the health care industry, and over the years I found more confidence. In the art dragon, I am the Internet industry follower, not the change person. In the health care industry, the Ambassador of Love has the opportunity to become a transformative person.