The company has done, the management must pay attention to

1, the company has done, management must pay attention to. The implementation of the strong soldiers must be placed in the management position, you not only less than a strong soldier, but also a counselling will.

2, those who make you hit the bottom, often is also to push you to the high point of Help, this power may be people, things or potential.

3, no corporate culture is the most lethal. Team execution is strong, if all the work is to complete the performance target, it is still disunity. A person's ability is good, but if he and the whole team is not stick, he may be more harm to the whole team.

A year ago, when I knew about the company, they were still in the planning stage when they got the Lan investment. Founder Wang was born in 1983, has been pioneering 10 years, claiming to be "old Cannon".

Contacted him at that time, Wang was busy with the pawn shop to establish contact, unwilling to talk more. It was not until this spring festival that he sat down to talk to me about the pawnshop. It is a website that helps traditional pawnshops sell goods and attract lenders. To be blunt, Wang wants to get into the hot internet finance. Only Peer-to-peer is unsecured loans, Amoy line pawn Shop, need collateral.

This is the fourth time for Wang to start a business. When he was a freshman, he broke into the SP industry and later made mobile download tools and cosmetics dealers. Although have the top VC's favor, but these several projects some mingtu, even the ending is poor. Wang said that the first three startups, he almost made mistakes, fell into countless pits. For more than 10 years, he does not belong to any faction, has experienced the joy of financing tens of millions of dollars, but also tasted the loss of penniless after the taste. That afternoon, Beijing was not foggy, the window covered with blue sky, our conversation has become heavy.

The pain of employing: Strong soldier is strong soldier, cannot be when will make

In the 2002, Wang was still a freshman at a university in Nanjing, and he caught the eve of the SP's big shine. An accidental opportunity to write a program he took SP technology outsourcing work, set up a system to the user to push weather forecast information. It made him 20,000 bucks. But before the checkout, the other party said to him, "You have to register a company, a dozen money to the personal tax is too high, and secondly this system needs daily maintenance." ”

Later, for various reasons, the other party to the project to the Wang. He applied for an SP licence, and in the first month it was divided into 300,000 pieces. Mobile Dream Network to build a partnership, he got the qualification. As a result, Wang jumped into the SP with rapturous joy, and the cartoons, jokes and news that had been roughly edited by students at school were quickly transformed into renminbi. 2003, he also spiker on the machine on the stand-alone game, in fact, the red and white machine game makeover, but still attracted a large number of users. Wang entered the open pocket to collect money in the era, one months revenue has a 1 million or 2 million, his mouth is happy.

At that time, the smartphone has not been popularized, the so-called application distribution channel is only one, that is mobile dream net. We then summed up the promotion of three elements, from consumption, brush ranking, Mass. "Wang also gradually transformed from a technician into a product manager and commercial operation. He went out with a doll face to talk about things, and some feel that he is so small out of the way to take care of him, and some think he is not reliable, words are too lazy to tell him a word. Wang is not inconsistent with commercial operations, then he knew that, as the eldest, he must be his own. Or, at that time, young and arrogant, he likes to challenge himself, this kind of mentality continues to the present.

His products have not been ignored, on the contrary there is a certain market, it is a lack of products of the Times. For two years, Wang had a plan to raise money. In the 2005, a good college graduate in Shanghai gave him a little money, the first investment-type partner on Wang's entrepreneurial path. The man named Lynch, and later founded a game company tour group, last year in a a-share loan shell listed. Lin Qi investment Wang, Days Soft monthly has five hundred thousand or six hundred thousand yuan gross margin, the team also reached sixty or seventy people. But the company did not get into the fast lane because of capital intervention. Instead, the problem comes.

Wang met the first pitfall on the road to entrepreneurship, management. He has No. 670 people, but he is not even the management of what is not clear, the project has no management process, the company also has no regulatory system. The most direct manifestation is that a person who performs well can be placed in a managerial position. As for the reason does not need to ask more, you think, with him to play Jiangshan brothers, business is very good, time long nature to promote. But the result was unexpected, he lost a strong soldier, out of thin air to a counselling. The project began a large-scale delay, the outside recruit people are not satisfied with the implementation of the people grumble, the company a mess. Most crucially, Wang has no solution to this. At this point, he smoked and added, "I was only 20 years old." ”

Said earlier, Wang is to engage in technical origins, and he came out of the freshman, and then continued to suspend school, also did not go back to schools. His entire business experience and business was almost entirely on his own, except for the same financing. Wang wrote a stack of business plans to get the money, but no one talked to him. The chance to know the founder of the Billion Tang network Tanghaisong, for at that time Wang, Tanghaisong is simply a famous figure, on a few pages of PPT took tens of millions of of dollars, give people can not hold a candle to the feeling. From Tang, Wang learned how to write ppt, how to deal with the relationship with investors. If you have to ask his entrepreneur, Don is a.

But the company's internal management problems and the decline of the entire SP industry, Don can not help him. The days of the SP were almost at an end in 2006, as the Mobile dream Network announced policies to stop declaring all new games. Wang find the way out, with the idea of selling the day soft. In June, he signed a merger agreement with a Japanese company, Wang left the day soft.

Financing pain: Strategic investment is a double-edged sword

Just after 2007 Spring Festival, Wang from Shanghai north to Beijing. He wanted to see what the legendary Internet circle was like in Beijing. 3GV8, the partner of the stone-interacting predecessor, Feng Wenjie, has a mind to start a business. Two people at the north of the Yi home side of the family eat meatballs, while discussing what to do. Do mobile phone client is in tune with the trend, and to attack the Symbian system, because Wang before the start from Saipan. As for Feng Wenjie, he has a close relationship with Nokia, which will play a key role in their future business. Feng as CEO, Wang as COO, director of Operation Promotion.

The only thing they didn't finalize was the specific direction of the business. Antivirus？ The Net Qin already occupies a pit, 360 although still did not have exerting force to move end, but two people judge this will be the world of the giant. Browser？ UC just melted tens of millions of dollars, lei all went into the board as Chairman, they do it is not suicide road? What kind of ebook, they still don't see, think is small market. The last two people decided to do a mobile phone download tool, speak popular point, is the mobile phone on the Thunder.

The software is named "Thousands of feet download", its technical principle and thunder, in the unstable 2G network, to help users eat full network, quickly download dozens of k or hundreds of K packets. At the same time, they do software distribution, although it was not the world of smartphones, and not so many applications, but at that time is a way, mobile dream Network also let them help distribute traffic.

They did two things to make the thousand-foot download quickly break through the Tens user. One of them is to have the gigabit download built into the Nokia phone. This is Feng Wenjie's credit, but why he can move Nokia, we do not know. In short, Nokia all the factory smartphone, the thousands of feet download occupies a place. How it works, ask the founders who have benefited from the Symbian system to imagine it.

What about Nokia's old users and the parallel market? The trick was Wang. At that time there are many download stations, like the PC Portal, those home page, the first screen are advertisers scramble for the popular position. One click a dime, to the user activation conversion may be two or three pieces. Of course, this figure is now at dozens of hundreds of users to get the cost is not comparable. But it's not a small amount for startups at the time, at least you have to consider the inflation factor?

Wang find one of the most worthless locations, the download details page for each application. He clicked on the location of the download added a small link, called thousand-foot high-speed download. With you in the PC to download things, the Thunder always jump out to prompt you is a truth. The single click in that position is less than a penny, but the traffic is huge and fits their product positioning. Thousands of feet to download by these two means, quickly spread out the market.

Wang's every start is like the Spring Festival in the play, the tone is very harmonious. Thousands of feet download is no exception, he and Feng Wenjie do not need to dig a penny, started to take hundreds of thousands of of dollars angel, the other side only accounted for less than 10% of the shares. After 3 months of technical development, and then 3 months of simple promotion, thousands of feet to download the millions of users. Through the above and the depth of the promotion, the user has been easy tens of millions.

2008, they took beautiful data to finance, all of a sudden took 7 teem sheet, our mouth often talked about several top VC in it. Two people immersed in joy, difficult to select one of the family. However, at the time of signing the agreement, the financial crisis is coming. Finally, the agreement with VC has not been carried out.

In the interview that day, "take Money", "big tens of millions of dollars" These words are Wang repeatedly mentioned. The money itself seems to prove to him. "In fact, you have a great deal of money back, happy is not how you melt, the market value is high, but someone recognized you, give you a pioneering milestone sense of achievement." "Of course, he soon awakened from this sense of accomplishment, money is not the same as money, and sometimes the fate of the company."

After a year, the thousand-foot download was just set up the investment department Sina Aim. Strategic investment or to seek financial reporting, in short, to meet such a mobile phone software, the user is not small, fresh strength Sina to the thousands of feet to download more than 2 million of dollars. 2010, Ding Hui came in. The specific amount of financing they also did not external cloth, probably tens of millions of dollars. Wang said so, good project is like this, six months can enter a round of financing.

Just as they were busy taking the money, the whole mobile market was quietly making a big change. Although Symbian is a big body, the outlook has long been dim. The thousand-foot downloads are also starting to adjust to the switch to iOS and Android. Wang's idea is that the threshold for iOS is high, and the thousand-foot downloads can continue to dive deeper into the technology, making tools like 91 of assistants. But because they have long been able to benefit from Nokia's built-in systems, Feng Wenjie is unwilling to give up the line.

Moreover, their strategic investors, Sina, also want them to continue the business model. Sina Weibo 2010 is the heyday of the time, the thousands of mobile phone manufacturers to download the built-in way, to a certain extent, beneficial to the promotion of micro-blog. The decision itself is correct, but it is not the best choice for the company to be invested, and a question mark needs to be made.

No corporate culture is the deadliest

thousand-foot download is so far Wang to make the closest star Enterprise project, it is said that peak period of installed capacity reached 80 million, daily activity of seven hundred thousand or eight hundred thousand, was the largest Symbian system download software, once occupy China Mobile 1.3% of the amount of data. But as the two founders split in their business direction, Wang out of the company's operations and board, but now he is one of the big shareholders of the grand-scale download. The company is currently the main game distribution business, according to the current mobile market pattern, has almost faded out of view.

If the thousand-foot download just gave Wang point color to see see, the third venture today is the beauty of his completely pushed into the bottom. Thousands of feet to download in addition to the introduction of strategic investors this lesson, there is a bit of Wang deep feeling: those who make you hit the bottom, often is to push you to the high point of Help, this help may be people, things or potential. And he was doing the beauty of the day, exactly the same, and this time almost made him penniless.

Today's beautiful start is also very smooth, 2011 after the Spring Festival, the Northern lights of the millions of dollars to the account. At that time everyone was doing group buying, talking about group buying, with group buying, so this story is from the regiment enough to start. Cosmetics market is big enough, there is no one online company alone, Wang think they have a way to grab a piece of meat.

Wang's execution is really strong enough. March 2011, the website online, the September, the beautiful monthly sales of tens of millions of dollars, May 2, to achieve 50 million of the monthly sales. Today, like a fast-moving fish in the pool, it keeps swinging its tail and quickly swallows the small fish around him. Whether it's a user conversion rate, a retention rate or a two-time purchase rate, the data goes up at a unified pace.

But when they are immersed in eating small fish, a fierce rise to find, finished, around no small fish, their own into a small fish. Monthly sales of 50 million of the data did not maintain how long, began to fall down. Others are desperately eating away at his market share, but he has no power to fight back.

In order to the monthly sales from 30 million yuan to 50 million yuan, he from group buying to the online mall. Adding SKUs, he thinks, is an effective way to entice users to stay. This decision led to today's beauty in the warehouse SKU from the most 100, expansion to two thousand or three thousand, inventory pressure suddenly increased, followed by the various costs. Monthly sales of 30 million yuan, the company only a loss of two hundred thousand or three hundred thousand yuan per month. But in order to increase the monthly sales of 20 million yuan, Wang will bear a monthly loss of 2 million or 3 million yuan price.

The blind expansion of the SKU is one of the wrong decisions made by Wang, and he said the decision was made at the best of the company's development. Financial data is just a symptom, and the real reason is to fall on people.

Wang's assessment of today's beauty is that it is a company with no corporate culture. "What does that mean?" Today, beautiful team execution is very strong, all the work is to complete performance indicators, we all day long to say only kpi,kpi,kpi. No matter how you are, as long as your ability is strong, I will use you. ”

Simplest of all, the company's departments are constantly wrangling, one will be for their own KPI, all the resources in their own hands, but other people will be affected, the whole company damaged. Wang said, "At this time I did not go to balance, because my eyes also see only KPIs." ”

A person's ability is good, but if he and the whole team is not stick, he may be more harm to the whole team. This is Wang's personal experience, and he said, those who push you to the heights of the help, it is also likely to pull you into the bottom of the factors. The team's strongman, when Wang decided to shrink the company, signed a lot of contracts with suppliers and flow wholesalers who knew nothing about it. At last he was stuck in the company and had no way to go.

He admitted that he had been a bit of a success. Because he always thought that today is a beautiful old, always chasing others. "When we are doing the flow of time, Poly-Mei has begun to do the brand, when we began to do brand, Poly-Mei has begun to do marketing." We are a year behind the gathering, but the gap is great. ”

It can be said that this is the most miserable time since Wang started a business. Back then, days soft successful sold, thousands of feet download before he go, there are tens of millions of installed capacity, is the best time. He thought he could hold the beauty of the day. He asked himself, "Where am I wrong?"

In November 2012, the beauty officially ended, and he used all the money he had earned from his venture to pay off the uninformed contracts. Then shut yourself up at home and think about what mistakes you've made. A lot of sleepless nights, thinking a lot of things, the whole person on the verge of collapse. How did that time survive? He said, "stiff." ”

At first he thought, he should not use this person, should not use that person. These decisions were wrong, but they were forced. But later found, "These people are the mother you Wang yourself recruit, you set him up as a benchmark." The decisions you make are the ones you're most proud of, the best you've ever had. ”

He was annoyed when Wang realized that most of the mistakes were on his own. "Entrepreneurs are paranoid and think they're right. But it is a painful process for entrepreneurs to say they have done something wrong and feel they are wrong. ”

Balance speed and efficiency

In fact, from the days soft to the thousands of feet download, and then to today beautiful, Wang did not think of their own exactly why entrepreneurship. Like inertia, he just thinks he should start a business. So the fourth time he started the entrepreneurial model, he wanted to figure out what he was fighting for. Wang says he is a person who has a strong sense of self-awareness and learns from the mistakes he has made in the past. The rest is waiting for a chance.

At the beginning of 2013, he and angel investors thought about more than 70 directions, finally chose to Amoy Pawnshop. This time, Wang attaches great importance to team building, he learned the lesson of today's beauty, he first set the standards of employing, "ability is based on moral priority." He knows that corporate culture is not a dead or slogan, the early core team basically determines the tone of the corporate culture, and they will pass on, so his core team screening is almost harsh. Today's beautiful original team by his strict selection, only part of the shop to stay in Amoy.

Even after a lot of checkpoints to stay these people do not mean absolute security, even since the Wang has been reluctantly many times, including those who can independently the strong soldiers Jag. "It's not easy for early startups to have a strong person, but he doesn't fit in with team culture," he said. "Some of these people go away because the customer resources in the hands of the Eat, some hold a part-time mentality, and some do not want to assume responsibility, habitually on the head of others."

But isn't there a lot of people like that in big companies? is Wang a moral freak because of previous entrepreneurial lessons? The company is big, these people can tolerate. But the backbone, the core of the early employees must do so. Corporate culture is also being instilled in the earliest of these people. What kind of leader will recruit the soldier in the future. "Wang said.

His decision is no longer lost because he has such a ruler in his hand. "When you measure with a ruler, things will prove your ruler in turn, and this ruler will be more accurate." ”

Wang hope to Amoy is the Three Kingdoms culture. Like the Three Kingdoms period of the size of the separatist, the fate of the uncertain, may be like Yuan Shao such a powerful person accidentally was also destroyed, and Liu shut down can also in the remote village reverse attack success, the decision is the success or failure of the faith and team.

Even investors feel Wang is not the same as before, although he is still a doll face, but the whole person's state has been completely different. The first investor in the pawnshop was blue-shot and still supported his Arctic light venture, and in the king's eyes they were the real investors who did nothing to help. He spoke to Lan investors on the phone every day (Wang showed me his phone records, true), communication, and mentality.

Unlike the previous projects, Wang has a better sense of balance between speed and efficiency, even if he wants to slow down. The pawn shop is a traditional industry with a long history, which has not been baptized by the Internet and is still running in its own way. He went from the pawn shop with the least attention to the goods and used the electric dealer to help them sell the goods, charging 5% to 15% of the Commission on each sale. Such a family knock down, Beijing 260 pawn shop, there are more than 100 and Amoy Pawnshop signed a cooperative relationship.

In fact, helping pawn shops sell the goods is only one of his additional services, the way to build trust in the early stage. Wang's goal is internet finance. You know, the pawn shop has a trillion-dollar record of lending every year, and it has a small fluctuation, maintaining a compound growth rate of 30% a year. If you can cut through the Internet, the cake is tempting enough.

It's easy to think of the current popular Peer-to-peer credit, which, strictly speaking, is a different business. Pawn shops need collateral, what 3C products, gold, automobiles and other kinds of physical things can be mortgaged, even a few tons of corn, several sets of steel racks. A day's loan is no longer than 6 months. Short-term lending rates are low and fast, which is a pawn shop advantage.

But does the pawnshop's business seem too old-fashioned and clumsy compared to Peer-to-peer unsecured loans? Wang do not think so, one is that many people do not have credit records, and it is said that Peer-to-peer site audit very strict, loan success rate is not generally low. and the pawn shop mainly for a large number of small business owners, self-employed, rather than white-collar, so such as cement mixer, such as means of production and industrial raw materials are their baby, can be used as collateral for short-term capital turnover.

Wang's vision is to successfully drain online users to traditional pawn shops and collect commissions from them. If you pay attention to 91 finance and 360 of the page, the pawn of the financial sector is the business of the pawnshop, they have a data docking. If the Peer-to-peer site can not pass the audit, the user may consider the other loan scheme of the pawnshop. But the business didn't come out until last December, because the pawn shop didn't accept the Internet at first.

But users need the Internet. For example, not every pawn can undertake all the collateral, have the corresponding appraiser and shipping channels, they can take the corresponding business. Further, pawn shop also has lean time, in case you hold something to go, the other people's money is shining, can only run a trip. The pawnshop will be useful at this time.

But at present, it seems that the pawnshop also need time to preheat the market, now monthly help pawn shop to sell the amount of goods in million yuan. At the same time how to put the pawn firm on their own platform, but also Wang need to solve the problem.

I asked him that today's beauty is a mess, don't you worry about people doubting you? and have you ever doubted yourself?

That's what he said to me, "I don't mind anyone doubting me, I didn't make a grade, I doubted I was normal." But I do not doubt that the team does not doubt me, my investors do not doubt me, I trust people do not doubt me, this is enough. You have feelings for the Phoenix Nirvana. ”