Dunhuang Network Beauty Wang Shutong Resurgence

The first year of the business was $1 million, second years and 10 million dollars, and nearly $200 million in third years.

On the other hand, there are tens of millions of small and medium-sized manufacturers, and the varieties are complex. On the other hand, there are tens of millions of small and medium-sized buyers. The demand is changing rapidly.

Connecting these two ends and infiltrating the nerve endings of the economic chain and rapidly achieving geometric multiplier is the latest long tail theory of Dunhuang network.

October, Haidian District, Beijing, Huayuan Road, Ye Xin, Huang maple leaf red.

Wang Shutong, a former five year old girl, was once again a mother of a girl of about two years old. After leaving the excellent network, she was already the founder and chief executive of Dunhuang network.

I like to work quietly.

Wang Shutong of cancer summed up her last three years of hard work in a simple sentence.

Perseverance, sensitivity, forbearance, and more courage, these qualities have also been integrated into today's Dunhuang network. The Internet rookie has just been selected into the "DDT high tech, high growth China Top 50" list, ranking seventh.

Dunhuang network is actually the first B2B website to help Chinese small and medium enterprises engage in online international trade. Unlike B2B eBay., unlike other B2B websites that provide information and collect membership fees, Dunhuang Netcom has extracted profits from buyers.

At present, Dunhuang network has received two rounds of financing from venture capital.

When Wang Shutong, B2B's eBay, was also developing the B2C market in an excellent way, Mr. Wang Shutong was acutely aware that although Internet Co was a Internet Co, it did not successfully bypass the problems of real stock, logistics and consumer purchase. At the same time, the application of the Internet to enterprise level was often scarce.

The other main idea is: China's international trade, from the original point to point trade, to the Canton Fair, in 1999, this mode of development has been developed by the Internet into a "no curtain down" fair like Alibaba. At the same time, there are all kinds of B2C and C2C online trading websites in China, but there is no B2B website that is actually online.

Like a great novel, the two main lines converge in Wang Shutong's mind. This is the embryonic form of today's Dunhuang network: the establishment of a B2B website aimed at Chinese small and medium enterprises to help them achieve online pactions with the world's major small and medium buyers.

The status quo of the real economy of Wang Shutong's economy has further consolidated the "Big Idea" of the "Idea": the number of small and medium-sized enterprises in China is up to more than 3400, and the number of small and medium-sized enterprises online is only more than 1100. Less than 70% of the total export volume is completed by small and medium-sized enterprises. The export of e-commerce is only 4%. downstream. The retail giants such as metro, Carrefour and so on are buying and selling on the global scale with their global network advantages, and thus have a strong impact on the local small and medium retailers.

In the summer of 2004, Wang Shutong found some partners in traditional international trade and began to validate his business model.

It's hard to predict the next step. "99% of enterprises die from 12 months to 18 months before the start."

Wang Shutong recalls that although he had heard similar arguments before, it was a long and arduous process until he really started out.

First of all, the idea of starting a business is not very clear. Colleagues may have questioned the current practice based on past experience. "This industry already has elephants such as Alibaba. Why should ants come in?"

Some partners dropped out.

The website was originally planned to go online in the summer of 2005, and more than a dozen people have been set up, and the office has found a good job, but a good deal of capital injection has been withdrawn at a critical juncture.

In May 2005, the investment that had signed the contract did not arrive on time. Wang Shutong heard that the other side was not right on the phone. When she dropped the phone, she flew to Shenzhen immediately, but the other side had decided not to cooperate.

Wang Shutong left and was caught in a torrential rain.

There was no sign of a tropical rain. "From inside to outside, from head to toe, I had a cool heart."

The brain is in a big way.

The thought of giving up is fleeting.

After returning to Beijing, Wang Shutong resolutely took out his savings and cut the expenses to the bone. The team left less than 10 people, and moved the office to the 20 square meter room of the IT Department toilet of a friend's company, and the Dunhuang network went on like this.

However, Wang Shutong said, these are not the hardest. When a company is fumbling, you can't predict what will happen next. That's the real challenge.

There are only more than 30 suppliers in the Dunhuang network.

This is the first batch of sellers that Wang Shutong persuaded to sell in Guangzhou and Jiangsu Province.

Wang Shutong still remembered a ceramic worker who ran to the workshop of the other side in person. The other party initially promised to provide some pictures and materials of the products, but when the time came, they went back.

As for overseas buyers, on the one hand, she has introduced the way through friends, and has established a link with foreign vertical industry portal websites or network alliances.

It will be difficult for Dunhuang to survive for half a year. By the end of 2005, if there is no follow-up capital to enter, the risk of capital disconnection will be faced.

However, in the investment field, she also encountered the same question: what can you do with Alibaba?

Finally, Wang Shutong met the first investor who agreed with her.

This person is Ru Linqi of KPCB.

In January 2006, the cold wind in the north winter night kept blowing into the lobby of the China World Trade Center hotel with the revolving door. Wang Shutong waited for more than two hours in such a cold.

Ru Linqi, who had finished the meeting, was late at night. Wang Shutong was delighted that after listening to her description, Ru Linqi did not mention the Alibaba, but said, "your position is very concise. What you have to do is constantly verify that this is right.

Facing a huge market, the arduous nature is like climbing Mount Everest. Many people will die in the middle. The key is to find the right path.

The investment of Kai Peng Hua Ying is very important. After that, the sales volume of Dunhuang network ran all the way.

In 2007, the paction volume of 2006 was completed in a month.

Since then, ATLAS has also been inject capital into Asia and Europe.

It is the most complicated way to think about how to manage high growth B2B.

Though experienced many difficulties, she did not leave any hard marks on the gentle looking woman.

Apart from traditional trade, Dunhuang network has many advantages, such as variety, low price and fast speed.

The completion of a paction takes only 7~14 days. The buyer orders and remittances to the Dunhuang net. The Dunhuang network notifies the seller of the shipment. After the seller inspecting the goods satisfactorily, the Dunhuang net will hit the seller's account and raise the paction cost of about 7%.

Dunhuang Netcom has a supply chain service mechanism including pportation, payment and cargo tracking to ensure smooth trading and safe handling of goods.

Do you charge the buyer or charge the seller?

The result of this slight profit pattern difference is very huge.

As early as 1999, some enterprises in China tried to do B2B online pactions, such as American business network and Shihua Kai, but eventually they were aborted by buyer-driven (buyer driven mode).

In the background of the global financial crisis, some B2B websites have declined because of the withdrawal of small and medium-sized enterprises, but the seller driven Dunhuang network still appears to be on the fast track.

In addition to cooperation with Paypal and other international mature payment systems, Dunhuang network is also working with renowned universities to study more practical payment platforms and search technologies within the network.

At present, some suppliers are asking to pay the advertising fee and strive for a better location of the online store, which has also prompted Wang Shutong to ponder over a more diversified way of earning.

"The paction cost extracted by eBay is the 7%~8% of the paction volume, and 8% of the advertising fee will be collected. We will learn from it."

However, at the present stage, Wang Shutong's challenge is no longer high growth, but how to effectively manage high growth.

In the future, Wang Shutong intends to expand the scope of business to import trade and domestic trade.

She said she was guarding the gold mine, which was a lifelong career. "Like Wang Yongqing, if I could live to 80 years old, I would be 80 years old."