E generation driving Yang Jiajun: How to get 40,000 drivers to earn 1 billion

E-generation and 58 's relationship with the city has changed somewhat unexpectedly. October 17, E generation to obtain a new round of financing 25 million dollars, of which 58 of the city with 20 million U.S. dollars to vote, thus holding e generation 7.8% of common stock. E generation is valued at more than 250 million dollars in this transaction. Prior to this, there have been rumors that 58 of the city of e-generation driving eyeing, to buy and then quickly. E Generation drive is also in the midst of advancing financing to fight against 58 of the same city. The financing means that e-generation and 58 of the city from the fierce competitors into collaborators. We would like to be able to take a step back from each other, to achieve a win, from competition to cooperation, which is a higher grade of ideas. "October 29, E Generation CEO Yang Jiajun in an interview said. For Yang Jiajun, however, financing and valuations may not be the most fulfilling thing. The most fulfilling is the transformation of the industry. At present, e generation of 40,000 drivers (mostly part-time) of the annual income of the total can reach 1 billion. E generation driving three years, we have never held such a large media meeting, has been comforting ourselves because we are low-key, pragmatic. Actually did not see the media there are two reasons: first, drink generation is not what on the table on the business, also did not attract the attention of the media; second, over the past three years, we have focused on the development of the wine-making business from business into an industry. This round because of the investment of 58, let e generation drive itself aroused some concern, we feel the need to let the media friends can get some answers, e generation drive in the end what is the company? What kind of business are they engaged in for the sake of the wine generation? What kind of consideration do they have in the future? So, hold such a meeting today. Over the past three years, we have also posted a variety of labels, such as a mobile internet companies, we use LBS to provide services, in the O2O industry, we locate the mobile phone or network to provide OEM products and so on. Our own positioning is that we use mobile internet thinking to transform wine generation to drive this traditional industry. First, share with you what we've done in the last three years. The total is divided into three stages. First, October 2011 was established to June 2013. October 2011 E Generation of the official establishment of the time we chose Beijing as a pilot city, when we spent one months to find 20 drivers, to Huaqiang north of the elderly machine as a work mobile phone began to dry up, only 3 months, January 2012 single day orders more than 200, More than 10 years of traditional driving company in the market of Beijing. Why do we know that the order is more than the largest traditional generation company in Beijing? Before we stepped in the driving business, in order to better understand the industry, one of the founders dedicated to wine generation driving company candidates, for two weeks of driving the driver, so the situation is more clear. Three months of data gave us great confidence in the early 2012, followed by the opening of Shanghai, Guangzhou, Shenzhen, Hangzhou, Chongqing plus Beijing six cities. Second, July 2013 to December 2013.In the second half of 2013, we opened in the provincial capitals above the city, December 2013 opened 23 cities, further experience of our open City play. Third, the beginning of this year to now. January 2014 batch opened the city, more than 300 cities nationwide, we selected more than 200 cities. As of October 2014, 102 cities were opened. Up to today, the day peak orders broken 50,000, one night in the country more than 50,000 guests use e-generation driver for his service. Next, share a few data: first, 40000 and 5000. With e-driver signed 40,000 drivers, with a monthly growth rate of 5,000. Second, the order database, the total number of miles completed orders more than 100 million kilometers. What concept? 2800 laps around the earth. From the Earth to the sun is only 140 million kilometers. You may have questions, why did you cut into the driving industry? You have to start with the founder's own background. Our founders began by using Google's Internet engine to sell Chinese fiber and chemical fiber to Pakistan and India. When the 2011 mobile Internet tide is about to open, what changes do we think the mobile Internet will make to the industry? There are two core points: first, move. What business is related to mobile, location-based services? Second, which industries need to be reformed? Based on these two considerations, of course, after some attempts, eventually chose the wine offspring driving. What is the status quo of traditional driving? Why do you need to change? We can do a general review of the past, the traditional generation of driving company how to form? How does it work? Often is such a situation, a generation boss, with a few hotels have a better relationship, he recruit a few drivers, with several hotels to talk about good relations, Tell the hotel attendant that someone calls the wine-coming driver. This phone may be the driver's phone, perhaps the boss's own phone. As you can imagine, what's finally going on? In general, there are three pain points in the traditional generation: first, the charge is high; second, arrive slow, third, whether it is to the guest, or to the driver itself, the safety of the driving process is not guaranteed. This is doomed to the traditional generation is not an industry, is a particularly small business, to feed a lot of small generation of driving company, this is the past generation of driving status. In response to these pain points, how do we use mobile Internet ideas to transform the industry? The whole idea of the design should be based on several points: first, how can we lower the price? Our first consideration is to allow the guest to exchange money directly with the driver, and second, to ensure that the entire driver's income is worth the price. , third, arrive fast, the driver leaves the place of the guest order nearer the better, how near the better? Use the mobile Internet to display the nearest driver to the guest on the mobile phone, giving him a direct order. For a small number of guests are still not particularly accustomed to using the app, for such guests, by the individual personally under the orders into the 400 center operator. The whole system is designed for traditional driving pain points. The axes of e generation is the technical ox,Strict operation, market ruthless. Why is it called a technology cow? The whole technology is based on small e intelligent systems, with the aim of technology-driven, efficiency as the core of the entire operation. Why is it based on efficiency? like seamless orders. E Generation Drive Single mode is a push mode, which is similar to the broadcast mode. We sent the list to the target driver, called push. If the response is fast, the reliability of the push itself should be fundamentally protected, which is a technical difficulty. In the process of pushing, there are two indicators, guests point to order, through the background to the driver after the receipt of feedback, we ensure that each single response speed in 10 seconds. We have such a demand for driver management, mobile phone rings within 30 seconds must receive orders, if not orders, cumulative down to statistics and penalty points. The entire system ensures that the order success rate reaches 98%. In terms of valuation, the first time is to rely on the driver to read the car on the odometer calculation, there is a certain customer complaints. For some drivers, there are occasional tricks in the mileage. We soon launched the pricing system, based on GPs and the entire positioning system, which is also a technical difficulty. After more than a year of trial operation, accurate pricing system is also our technical pride. Third, we launch the operation, the market backstage support system. For example, in the operation, a driver if you want to enter the E generation, must first choose some questions, study after the test, after the examination to register. Just download an e generation driver from the Internet, from the registration to the test to upload information, one-time on the phone to complete. Including intelligent push system, how to make fast and good? We have developed a market work mobile phone called intelligent push system. These are the places where our technical team is proud. In addition, strict operation. Our philosophy is to get the driver to serve the guests well, our management and service to the driver should be done well. If you want to manage and service the driver well, your management team should be qualified. We have an organizational principle called Ningquewulan, rather than in this city can not find the person in charge, also not anxious to open the city. All key node cards in the City team leader selection and training, many cities often choose three or four months also choose not to come out, that will not open. Once a service complaint occurs, the elimination mechanism starts immediately. With qualified city operations executives, all service experiences come from drivers. There are several basic requirements for driver recruitment: First, there must be 5 years or more driving age, and the current average driving age of the drivers who signed with us is 9.7 years. The whole driver recruitment link, first of all through the early mobile phone registration, learning, exams. After passing the exam, there will be written examination, interview, driving, and then practice, Special road test, known as the most stringent driving in history. The driver pass rate is only 30%, 100 are enrolled, only 30 entry. It is rumored that e generation is harder to test than driving. There is a little fun, Beijing has a driver, in the state-owned enterprises for 32 years, retired, and ran to do the driving, did not test. Through preliminary screening, to ensure that the driving technology clearance, does not mean that the entire service is able to meet the requirements, the backThere are a series of strict management system. Includes several aspects: first, in the light of the driving points, we have 12 points for driving points, 12 points a year, such as the red light, how many points, how many charges, do not display the number of meters, do not wear the work of how many points, deducted 12 points, you can study here. I went back to my exams while I was studying. City leaders must have a late-night one-week screening, to troubleshoot wearing uniforms, services, standard language and so on. We also employ a large number of mysterious customers, we pay him to do the driving, to investigate the level of service of drivers. In addition to strict, there is a commitment to the guests and drivers: a pipe to the end. For example, we launch compensation for personal vehicles and personal driving, up to 2 million. Once the car Chuxian, it is necessary to repair, the steps are: first, repair the car in the course of the day to the guests to subsidize 100 yuan transportation; second, if you agree to take your car insurance, the car insurance premiums in the second year floating part of our one-time compensation. We pay extra for the mental loss. If you do not want to take insurance, repair the car all the money we out. Market ruthless. Through marketing, the original real need to expand, to extrapolate to the market boundary. How do you push it? So far, the most effective and the most powerful piece is the material, "the e-driving price and the two-dimensional code of the toothpick box, ashtray, paper towel bucket, etc. shop to restaurants and nightclubs." How many restaurants do you have in Beijing? Tens of thousands of, a hundred thousand of, hundreds of thousands of are there, how to shop it? by Fortitude. With the help of intelligent push system, what efficiency can be achieved? In Beijing, 10,000 restaurants a day, about 100 sets of materials per restaurant. Some market personnel develop a habit, carry a bag, containing toothpick paper, ashtray, see where not to put. In this way, the boundaries of the market are greatly expanded. After what we call the tank Army for some time, joined the Air Force, in the 1039, the traffic lights in the column of some ads, hope that wine future driving consumption into people's daily life a necessary lifestyle. Finally, after what we have done, what subversion do we have over traditional generations? First, the price is low. How low is the price? Two: 39 and 19, we have only three sets of price system in the country, the first set is the North Canton, 39, 59, 79, 99. The second is type B city, 39, 59. Category C Cities, 19, 29. Pricing is related to time points. Second, arrive fast. How fast is it? There are 11,000 drivers in Beijing, what is the time from the order to the position? Less than 7 minutes. Third, experience well. Customer satisfaction with our evaluation reached 96%. Four, safety. There has never been a major accident, scraping and other accident rate control under one out of 10,000, what concept? The accident rate of Shanghai taxi industry is three out of 10,000. Five, free professions. We create a career where drivers find that their skilled driving skills can change money and are free. Most drivers are part-time, what does a part-time job mean? It means doing more and doing more, wanting less and doing less, and the driver is free. It turns out that the driver is a business, and now the driverCalled an industry. When we entered this industry, we did a survey, how many single days are there in Beijing? Uttered is about 2000 single, how many orders are we in Beijing now? The exact number cannot be said to be dozens of times times the list in the past. In the country the entire generation drive is 50,000 single, the driver 40,000. How much value can we bring to the driver this year? 1 billion. This is where the pride of creating a freelance profession can be created. In fact, we have brought to the low and middle income people to use their own skills to change the job, which is our pride and the place. We have done this, and we will ask how the future develops? With the improvement of living standards, even in some county-level cities and even towns have the popularity of cars, there will be (generation driving) demand, base more to do the larger, hope that the wine future driving services spread to every cell corner. In this business has been the first time, we want to drive the wine to do a wider, deeper, I think there is a long way to go. Now, look at the distribution of orders, more than 90% is the wine to drive, or even more. Is it possible to call a driver to the airport to pick up a friend or send an old man to a hospital? We have not developed this habit, one is the idea of the problem, there is a price problem. Many drivers also have time during the day, if one hours to sell 29 yuan, the wine future driving into a generation, may also be our future development direction, so that the driver itself to further change life.