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Guo Qu Disease: Cold Business Intelligence Of The Internet

2014/1/13 18:25:00 14

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Guo Quji Internet Lanting Pavilion Gathering Potential

China's history of civilization is interesting to read: "like Apollo's lunar landing plan, Zheng He's 6 great voyages in 1405-1424 years also showed great wealth and high technology standards.

In 1416, sending a Chinese eunuch to the East African coast is comparable to the heroic action of sending American astronauts to the moon in 1969.

However, the successor of Yongle Emperor suddenly cancelled the ocean exploration business, and the economic benefits from Zheng He's achievements were negligible.

Neil Ferguson, a British financial historian, wrote in the book "civilization".

but the Internet has changed everything.

An entrepreneur who came back from Silicon Valley moved investors like this: "the world's oldest VC is the queen of Spain invested Columbo to discover the new world. Behind every Columbo there is a queen of Spain. The Lanting Pavilion with maritime culture is going to be Columbo, and you are going to be my queen of Spain."

Five years later, in June 6, 2013, China's largest foreign trade B2C Lanting Pavilion was listed on the NYSE, the first and the only Chinese company to list in the US in 2013.

In August 8th, Lanting Pavilion's stock price hit a new high of $19.30, and its market value approximated to $1 billion.

the chairman of the Lanting Pavilion gathering and CEO Guo went to comment on Zheng's voyage to the West: "China's land is very large, and no matter how many acres of land it cares."

He is watching the earth leveled by the Internet.

In July 17th, Guo Quji was first interviewed by Chinese media after being listed.

He said: "we are successful in the global electricity business. There are contingencies and inevitability. It is inevitable that we are born with globalized DNA."

the Internet is destroying the barriers to Global trade.

Suzhou Huqiu Camellia village wedding industry accounts for 70% of the domestic market, most of which are low and messy workshops, and rely on electric fans to drive away the sultry and humid climate.

Starting from here, the traditional path is "factory exporter importer wholesaler retailer consumer".

Foreign trade B2C electricity supplier rise, the path is simplified to "China factory - network retailers - overseas consumers".

In Lanting Pavilion's annual sales of $200 million, clothing accounts for 40%, and wedding dress is the core product.

The P warehouse in Shenzhen is stacked with 14 kinds of "made in China", clothing, electronic products, toys, accessories, home appliances and sporting goods. The workers are busy packing, passing the customs, and then passing the international express of UPS, DHL and so on, sending them to the global consumers after four or five days.

This is the vivid footnote of "the world is flat".

But in the huge retail arena of the world, Lanting Pavilion is not strong enough, and its competitors are too fierce.

In 2012, Amazon, which has a revenue of 61 billion US dollars, opened the global plan of opening a store. Jingdong, which has nearly $10 billion in revenue the same year, launched the international strategy. It launched the English version for more than 35 countries and regions, and over 400 thousand kinds of Chinese goods were available for purchase.

Guo Qu disease ambitious ambition, hope that Lanting Pavilion will become a global C2B business.

He made a simile, "the last thing we need to solve is to turn the retail industry into C2B, like hawks catching chickens, customers are eagles, we are hens, and production companies are chicks behind."

Where the customer moves, the hen moves, and the hen moves with the hen.

He said that there will be a more accurate word in the future to describe C2B's business form and help everyone find what he wants in an era of excess productivity.

this may be more difficult than Google's redefining search and Apple's redefinition of mobile phones, because it has to resist the two invincible magic of distance and time in the physical world.

The name of the conference room named "P > Lanting Pavilion is named" San Francisco Lombard Street "and" Aegean Sea ".

The conference room that only has a weekly meeting is named after Guo Zhi Zhi, called "truth".

"In addition to creating value for customers and shareholders, the company's greatest personal value lies in the practice of using mathematics to manage enterprises and find truth."

Guo Chi's arrogant strength is supported by facts and speaks with results.

why can Guo Qu Zhi become the Columbo of the Internet age? This year's 38 year old Guo Qu disease has a beautiful history: Zhongke University, Microsoft, Standford MBA, Amazon and Google.

In 1984, 9 year old Guo Quji and his mother set out from Chengdu and took the train to Beijing for the first time along the Longhai line.

In 1999, Guo Quji took the train through the Longhai line for the last time, and the scenery outside the window was still a cave built by hills and loess.

The Longhai line is the artery between China and Europe and Europe and Asia. Farmers in the west go to work in the eastern coastal factories. Later, returnees went to the factories to find business opportunities.

he embarked on the American mainland with hope. From 1999 to 2005, he witnessed many miracles in Silicon Valley and was deeply infected by adventure.

"I am from Sichuan, and my blood has been washed by Silicon Valley."

Three of the best companies in the world: Microsoft, Amazon, Google, he learned to develop software independently, retail companies's careful calculation (Amazon used cheap thin paper to make business cards to impress him), spoke and innovating with data.

Guo Qu Zhi asked Bill Gate whether MSN and AOL could win together. The latter replied, "competitors can not win together."

He remembers this sentence forever.

He reported to Amazon founder Bezos, who told him, "you have to have eye contact with me."

Recollection of those years, "these people set a high benchmark for you. Why don't you meet the ceiling of the state, because you talk to the master."

Lanting Pavilion will sell Chinese goods directly to overseas consumers through the Internet.

Two years ago, Guo Quji said, "I think many entrepreneurs in China are the ceiling of his imagination."

2003, Guo Quji studied in Standford MBA, his study group of 6 people, the birth of two listed companies: Trulia, Lanting Pavilion gathering potential.

He loved Standford very much, and there was a mixture of flashy, adventurous, low-key, modest and so on.

From Seattle to Standford, he drove alone for 14 hours to fly 800 miles, and opened his eyes for second days. Guo Quji felt: "my life has changed."

He did not miss any master's speech.

In 2005, Jobs delivered a famous speech at Standford's graduation ceremony.

He did not miss any Party. The two generation from the whole world worked hard in the daytime, eager to start business and public welfare. He opened Party in a big house with a swimming pool at night, and sent students to school every 15 minutes.

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Standford, chairman of the board of directors of CISCO, came to class like a school worker wearing a vest and holding a lecture note. Another unattractive lecturer, Intel and EA, was his investment case.

Guo Quji found a strong sense of identity in Standford, which was not found in China University of science and technology, University of Illinois and Microsoft.

He is not an academic scholar who focuses on research, nor a geek who loves programming.

In Standford, Guo's personality is very popular.

He loves organizing activities and contacts, and gets the message from his classmates, "you speak great today", "we are the same kind of people, without envy, jealousy, hate, mutual encouragement".

"Generally speaking, China is a society that oppresses individuality. Individuality should be based on the premise of paying the price. In Standford, you have to jump on the table at high, and we applaud you."

In 2005, Xu Xiaoping, founder of New Oriental and founder of real fund, went to Standford to look for investment opportunities. He met many people, but Guo invited him to join Party.

He thought Guo was clever and friendly, and hoped Guo and he would make investments together and talk about the project every day in the big house with a swimming pool.

Xu Xiaoping was the first angel investor in Lanting Pavilion, and in the end of 2006 provided $100 thousand in start-up capital for the company.

Xu holds a 6.8% stake in Lanting Pavilion, which is calculated at the market value of US $600 million at the time of listing. The market value of its holdings is US $40 million and its value is 400 times. It is one of the most successful angel investment cases in China.

Guo P completed the B round of $11 million 270 thousand financing in 2009.

He borrowed Party from Xu Xiaoping's big house and invited many guests.

Guo Qu disease said with enthusiasm: "China has not had a global commercial brand for five thousand years, and Lanting Pavilion has to make it happen."

This shook Xu Xiaoping.

In 2007, P was born in the financial crisis period, and Lanting Pavilion was gathering momentum.

The reduction of overseas orders led to a large number of small and medium-sized enterprises in China specializing in foreign trade, and China's OEM mode, which had lower labor costs in exchange for market, came to an end.

Industry needs pformation and upgrading.

Guo Quji said: "China's local market is too large, so the globalization of Chinese companies is not strong. Most of China's successful enterprises use the particularity of the Chinese market to quickly replicate a globally proven business model or product.

The enterprises in the US, Europe and South Korea have successfully grasped the essential laws of the market in which they are constantly changing.

Lanting Pavilion is directly facing overseas consumers to sell wedding dresses, expanding the scale of wedding dresses in Huqiu, Suzhou, installing fluorescent lamps and air conditioners, straighten up the production lines, improve quality inspection standards, and pform the supply chain in a variety, small batch and fast sales way.

Lanting Pavilion has a stock turnover rate of more than 20 times a year, and traditional foreign trade enterprises only have 3 to 5 times a year.

The potential of Lanting Pavilion, which is directly linked to overseas consumers, has given suppliers a higher profit margin and more timely settlement of Funds - an average settlement of 30 days, far exceeding 60 days to 180 days of traditional foreign trade companies.

< --EndFragment-- > according to the The WeddingReport survey, in 2011, the average price of each wedding dress in the United States was 1166 dollars, while the average price of Lanting Pavilion wedding dress was only 209 dollars during the same period.

With the help of China's low-cost, export-oriented manufacturing base, global payment and logistics solutions, and global network marketing capabilities, the number of users in Lanting Pavilion has increased from 30 thousand in 2008 to 2 million 500 thousand in 2012, and revenue grew from 58 million 700 thousand US dollars in 2010 to 200 million US dollars in 2012.

At present, it sells in 22 languages, and Guo Quji is ready to speak several languages.

He is also considering setting up an overseas sourcing center, and South Korea is likely to become the first set point because South Korea has many excellent designers in the clothing and accessories industry.

a globalized "a href=" http://www.91se91.com/news/index_c.asp "network retail market < /a > is spreading.

According to Euromonitor, a market research firm, the global retail sales revenue reached 521 billion US dollars in 2012, and will grow at a compound annual growth rate of 17.7%. It will increase to 849 billion US dollars by 2015.

According to AI consulting, the total size of China made consumer goods in the global online retail market will increase from 1 billion 700 million US dollars in 2012 to US $9 billion in 2015, with a compound annual growth rate of 75.8%.

Lanting Pavilion is a small United Nations, and all kinds of people of different colors gather together.

Its "Marco Polo plan" in 2013, directly recruited talents from France, Italy and Spain to China.

When Guo Quji came out of Google China to start his business, the biggest challenge was how to turn a smart person from a single person into a manager of a diverse group of smart people.

Xu Xiaoping said Guo Quji is a classic combination of cold wisdom and violent violence.

Guo Quzhi is calm, calm and logical, and has eloquence of the eloquent speaker.

"I know a lot of smart people, but there are not many smart people like him," said Zhou Zhe, another angel investor at Lanting Pavilion gathering and former Google Chinese colleague.

it is difficult to persuade Guo to go to disease.

Zhou Zhe said: "he has a set of logic, unless you have data.

He didn't argue with you either. He thought you were too naive.

Later, he told Zhou Zhe, "people are really different from products in management, and products have no feelings."

In the history of Lanting Pavilion, 2000 employees (including workers) were lost, among whom "outstanding employees are less than 200" (Guo Quji language).

It is no more than 1200 now.

Guo Quji said that his challenge now is that the people in the company originally had a higher demand for themselves. Now they are doing business and meeting many ordinary people. Not everyone wants to be a great entrepreneur.

He needs more attention to these people's demands.

he learned tolerance from Li Kaifu and learned the balance between humanized management and institutionalized management, both with strict system and humane touch.

Li Kaifu evaluated Guo Quji: "he is an overbearing genius, and I prefer tolerance to decentralization.

Each has its own advantages. "

"He has been plain sailing and lacks a little modesty, but he has made progress. Now it is almost the same. If we make progress, we will turn him into a smooth man."

Li Kaifu said.

Speaking of strength, Guo Kui retorted and said, "do you think I am stronger than Liu Qiangdong and Zhou Hongyi? I think when I am most powerful, my view is contrary to the direction of truth, and I want to pull it back.

If the strong demand is to establish authority, it is worthless.

If we are to seek truth, strength is to sacrifice ourselves and accomplish our cause.

"Guo Quji may become the next big man, but foreign trade can not be very influential in China.

Ma Yun really has influence in China, and is also doing Taobao. "

Internet observer Hong Bo said.

March 2013, the Deputy underwriter of Lanting Pavilion and Huaxing capital president Bao Guo suggested Guo go to the market at any cost, which was the window period at that time.

Bao Fan said: "Alan (Guo's English name) has a strong strategic thinking and a clear direction. When he first met, his academic taste was heavier and his taste was heavier. Now he is more mature and has more peace of mind."

Lanting Pavilion may be the fastest priced company in history. It only takes 15 minutes to set the issue price of $9.5.

Guo Quji said, "you have to figure out who is pricing and not judge the situation.

Only a few big funds have pricing power, and they are more willing to buy at a price of $9.5.

You must always leave room for your future.

What we are concerned about is not the listing price, but the foundation for the company to accumulate long-term investor trust. "

He likened Lanting Pavilion to Spiderman.

"There are two superheroes in the American culture. One is the Superman born to be a superhero. One is the Spiderman who learns all kinds of technological evolution.

Some companies are born to be evergreen and some companies are from excellence to excellence.

We are the latter. "

When the roadshow was p, some investors asked, how to solve the problem of selling the wedding dress to the United States? This is not a problem.

In order to implement the mobile strategy, he told Lanting Pavilion, Lin Jiashu, a creative marketing and public relations director, to learn iOS programming. The latter jokes: do you plan to let programmers not have meals? .

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speak with data. This is Guo Quji's experience in Google.

In the case of Lanting Pavilion, he carried out the AB test. The small scale test was successfully carried out on a large scale.

"A small question, I will not see it for the first time, I will not mention it three times or four times. It is not that I can not stand it, but a mathematical induction. It has already been representative."

He also used the word "game rules" and did not like "Chinese wisdom": "it means how to cope with complex interpersonal relationships. It is thick black science".

If the relationship is always the strongest and the individual is weak, the society will not develop.

within the limits of the rules of the game, Guo Quji has the cunning of Sichuan people.

At that time, the Chinese government asked Google China to apologize for something. Li Kaifu communicated with the headquarters of the United States. The headquarters said no apology could be made.

When Guo Quji, chief strategist of Google China, proposed to write an e-mail, the wording in Chinese sounds like an apology.

He and Li Kaifu scratching the words with one word and one word: "we regret that we have a wrong understanding of the laws of your country (Miss understanding)."

Li Kaifu said, "this is not a good plation, but it can't be deceptive. Anyway, the Chinese government cares more about your apology."

he is bold and sometimes unexpected.

In order to win the same treatment for the interns who only had 15 yuan for lunch in Google China Shanghai branch, the same treatment for the formal employees has been repeatedly reflected in the past, Guo Guo disease launched a dispute with the US headquarters HR, secretly copied the Google CEO Schmidt.

HR wrote a lot of strange reasons to shirk, all fall into Schmidt's eyes.

Things quickly solved.

Tao Ning, chief operating officer of Google innovation, said: "who wants to get the global CEO for interns for lunch subsidies? He dares to do such a thing.

He complied with the rules of the game and thought that it would be effective for the company pursuing equality to adopt such a way to correct errors that do not conform to Google culture.

, but sales of "made in China", Lanting Pavilion gathering potential is difficult to avoid Shanzhai problem.

Guo Quji said: "in the process of industrialization, every country has the stage of Shanzhai.

I don't think the Shanzhai is itself evil or wrong, but you have to operate within the scope allowed by the rules of the game and grasp the distance between imitation and plagiarism. "

> a href= "http://www.91se91.com/news/index_c.asp" > Lanting Pavilion gathering potential < /a > hired us law firm at the early stage of development. At present, its products are sold to more than 200 countries and have not yet had intellectual property lawsuits.

the lobby of Fidelity Fund, the largest fund management company in the United States, is crowded like hustle and bustle, like a railway station.

Guo Qu Chi, a roadshow, originally thought that Chinese enterprises would go back to the United States and return home.

In fidelity, he realized that even the company with a market capitalization of Google billions of dollars is only a drop in the ocean of capital.

"Everyone is busy, there is not much time to listen to your story, and there is not much time to tolerate your flaws in integrity."

He feels that the integrity of Chinese enterprises has caused profound harm to Chinese brands. Some investors have vowed never to buy stocks again. "Others start from scratch, and we start with negative numbers."

When Wang Xiaochuan returned to Beijing for celebration at P IPO, Chengdu's hometown dog and Sogou CEO asked Guo Quji: "did you have any ripples in your heart at the moment of the bell?" Guo Quji replied, "No.

Although the day is very special, there are no five flavors, it's a happy party. What should we do when we get up tomorrow morning?

but even the "a href=" http://www.91se91.com/pioneer/, which is well versed in the game rules, has made mistakes in the procedure.

In 2007, Guo Quji and Liu Jun, senior vice president of operations, told Xu Xiaoping happily that they had found a new partner Wen Xin and gave him 20% shares.

Xu Xiaoping wrote that diluting shares is a major event and shareholders have the right to go through the approval process.

Guo Quji answered his letter and made a mistake.

"Their motives are absolutely flawless, but I came out of new orient to know the importance of procedures.

Even if Liu Jun was vice president in Amazon China, Guo Quji came back from Standford, and they still have room for learning on many issues, because the market economy is still in infancy in China.

Xu Xiaoping said.

2009, Guo Quji's birthday party came to Li Kaifu, Xu Xiaoping and Standford alumni and so on fifty or sixty people.

Guo Quji said, "have you found it? Most of you here return home after 2005.

2005 marks the return of China's top talent, and MBA of Harvard and Standford is back in large numbers.

Xu Xiaoping fell into the memory: "in red wine, vodka, champagne, I feel the splash of a long wave in the history of the moment, it is worth remembering."

editor asked Guo Quji why he didn't do it in the Chinese market. He said, "the Chinese market is big, but the competition is fierce.

The most important thing to start a business is to always face the opportunity.

Walking around difficulties is part of sailing culture.

As you have seen, "the young school's fantastic drifting", we know that the larger fleet in the ocean is also a drop in the ocean.

The mainland culture is a small mountain with imperial feelings. "

Can this modern Columbo lead the Lanting Pavilion around the Amazon?