Private Courier Tonglu Help: Special rules of the game are being tested

Venture capital into the eve of a large influx, relying on special regional culture to establish special rules of the game, the test Chen Shanshan just over, Richie contracted a large-scale private courier Jinan Company's a site, began to start a "small boss."　　Although only one car, and only recruited an employee, but each receipt of a single goods, he can talk about the price of their own, the city's own send, outside the town to the Jinan company to deal with.　　And Jinan company is in fact a large express company franchisee, with its own vehicles and operations center, in addition to a single cargo to the headquarters to pay a certain waybill fee, Jinan company can also be based on cost and profit space to determine the delivery fee, or even recruit contractors. From the beginning of the 90 's, Shentong, Yuantong and other private express enterprises, are through this way to join the rapid expansion.　　Today, their networks are all over the country, with millions of dollars a day in business and annual turnover of billions of.　　After entering this line, Richie also gradually found that the current in the Express circle is called "Four Tong a Tatsu" (Shentong, Yuantong, Qualcomm, Huitong, Yun Tatsu) The scale of the larger private express enterprises, the boss is actually Zhejiang people, and almost all from the same place-Tonglu.　　Relying on special regional culture to establish special rules of the game, "Tonglu help" successfully steered a huge express delivery network. But this kind of enterprise culture with a strong river-Lake color can also support these express companies to go how far?　　This is also Shentong and other private courier bosses began to think about the problem. Shentong's "Spark" in the "four through a", Shentong can be said to be the first to enter the express industry.　　1993, Tonglu County Zhongshan township, Xia Tang cun villagers nie take-off and Chunan people Zhan, opened a private courier company Shengtong Company, this is the predecessor of the Shentong. At that time, the company's main business is for customers in Hangzhou to the customs declaration dispatched to Shanghai.　　The collection of pieces from a few bicycles began, to get the customs and immediately take the train to Shanghai. So the original delivery method, at that time can also be called "speed."　　Because if the postal EMS, from Hangzhou to Shanghai need 3 days, this is far less than Shentong took the "special line" to facilitate. The advantage of speed, also make Shentong quickly occupy the market of Hangzhou, thus, the company began to encourage staff to contract the way to the two provinces of Jiangsu and Zhejiang to pull business, and then launched a relatively fresh at that time to join the system--recruiting interested in some areas of private courier to join Shentong, many enterprises share a brand,　　The Union's internal delivery costs are exempt from each other. Through such a franchise and contracting mode, just more than 10 years later, Shentong in the provinces and cities laying more than 600 first-level franchisee and more than 2000 two-level franchisee. The company's headquarters in the lobby of the network map, has been densely marked with more than 4,000 business outlets.　　Shentong becomes the most complete and largest private express delivery system in domestic express delivery network. Shentong rapid expansion, was a lot of Tonglu the villagers see in the eyes, so rich began to set up their own express company, no money to goJoin or contract. 1997, Nie took off because of the death of a car accident, the original followed the NIE take off with the villagers began to set up their own company.　　1999 was born the Rhyme Tatsu, 2000 has the Yuantong, 2002 has a medium pass.　　and Nie take-off together with entrepreneurial Zhan in 2004 also set up a Daily Express. Within the "Tonglu gang", relationships are intertwined. Yuantong wife and the boss, are Shentong current Chairman Chen Dejun (Nie take-off brother-in-law) classmate. And a lot of people in Huitong, before the work in Yun da.　　Because "Tonglu help" mostly ordinary people started, money is insufficient, so they are in the expansion of the network also follow the Shentong, the use of joining mode, and the choice of franchisee, are mostly friends and relatives and the villagers preferred. The rules of the game under the local culture in fact, in Beijing and Shanghai, there have been some private express companies, and also hope to join the way to expand the national network, but ultimately because of the inability to control the management or franchisee independent and gradually be eliminated by the market.　　Now, with a national system of companies that is "four tong a Tatsu" and Daily Express (last year was HNA acquisition), there are few direct companies shun Fong and postal EMS, the rest are some regional and City Express enterprises. In this regard, a courier industry insiders on the "First financial daily" reporter analysis that to shentong as the representative of the Express Enterprise has a strong regional cultural characteristics, this way in the early days of enterprise development is very simple and effective, in the formation of enterprise cohesion Advantage is also very prominent.　　At that time there was no such a cultural background of the express enterprises, to now many have been flowers Xie withered.　　Although the franchise system for many people is not unfamiliar, but in private courier companies, headquarters and franchisee relations, or the general retail industry to join the model is different, this is the "Tonglu help" to establish the rules of the game. In these express companies, the headquarters is in fact a loose management body, the waybill as the main source of income, such as a single yuan of money. The larger the number of franchisees, the larger the delivery volume, the headquarters sales of the waybill more, the more income.　　In addition, all over the network if the need for headquarters to build Transit center for transit distribution, but also pay a certain amount of transit allocation costs. All over the franchisee is the real express delivery of the cost and price of the party responsible. They want to buy their own vehicles, hire employees or subcontract their subordinate sites. Therefore, consumers generally see the express price, not by the headquarters to make, but each place to join the network to determine their own.　　Some outlets have even delegated pricing power to contractors at their sites, and contractors can bargain with customers as long as they earn. In the development process, Tonglu Department of Express Enterprises also set up a number of provisions, is the franchisee of various enterprises to eliminate the chain of goods, after the goods strictly follow the waybill.　　Such rules in many Tonglu Department of the Express Company and franchisee implementation is very good, and some other express companies are difficult to do, so often produce scalping shipments. "These publicWhat's the difference between the divisions? The main thing is in people, and the problem behind people is culture. "The above industry personage pointed out, because Tonglu department's express company headquarters and the important region's franchisee is the same area's practitioner, everybody's thinking way and the values are similar, such execution force will be very strong and the cost is very low."　　And the reverse view some can't copy and manage this mode of express enterprise, many are relying on all over the "bully" to combine, cooperation unavoidably appear friction.　　Low-price strategy vicious cycle and in China Express Consulting Network chief advisor Xu, "Tonglu help" stage success, in addition to the local culture of bonding, but also because it is in line with China's specific national conditions-relative to the service, more Chinese consumers more sensitive to the price. But now, due to the weight of the quality of the loose management and speeding expansion, including Shentong many private courier services, but also for consumer criticism.　　Express industry complaints, also often ranked in the forefront of consumer association statistics. Because the headquarters profit mainly depends on franchisee's waybill growth, this actually also encourages its to franchisees the low price strategy support.　　The low profit margins brought about by this low-cost strategy have led to a vicious circle of expansion of infrastructure weakness. Although today in China, low-cost demand still has a market, but Xu that express companies should begin to pay attention to the transition. "With the increasing demands of consumers, the government's supervision is becoming more and more stringent, the transition is risky and the risk of not transforming is greater."　　"In fact, some express companies, including Shentong, are beginning to realize this and hope to improve their control of key areas," he said. For example, Shentong Express on a one-time hope through and join the company to change shares of the way to incorporate more than 7 profitable city outlets, and Rhyme Tatsu Express also hope that the distribution center of large cities to be the headquarters of their own investment.　　However, one of the Express company's management also to the reporter Tan Chen, to be able to incorporate more profitable outlets into a real direct battalion is also not easy, first of all need huge financial support. This is one of several express companies decided to "open mind", exposure to external investment. Starting from last year, HNA Group, Fosun Group and some PE and VC companies, are in with the national network of Private Express enterprises to negotiate, hope to share or holding.