Chapter 1236 Gravity
Chen Ze didn't expect that Li Mu would use the car's commercial insurance as a reference for pricing the club's annual fee, but after listening to his analysis, this reference does have a certain meaning. For a sports car owner, it must have sufficient financial strength For him, the amount of car insurance, if not a drop in the bucket, at least would not be a large expense, and it should be within the acceptable range of these car owners.
Immediately, Chen Ze asked Li Mu: "After we gradually complete the membership grading system, what kind of services will we provide to members of different levels?"
Li Mu thought for a while, and said: "Members pay to join the club. On the one hand, it is for the club's contacts, but on the other hand, it is to enjoy the club's services, so the membership fee is the basic operating fund for us to provide special services to members. My thoughts Yes, consider the membership fee as a pre-recharge consumption. For example, if an A-level user pays 100,000 yuan in membership dues every year, then we will take this 100,000 yuan as his pre-deposited amount in our club, and then customize various membership fees for them in the next year. This kind of free service, until the amount of 100,000 yuan is used up, and the rest can be matched with some additional paid items.”
Chen Ze asked in surprise: "Take it from the people and use it for the people?"
Li Mu smiled and said, "It's true, but we calculate it according to the market price, and there will be enough profit margins in it."
As he said that, Li Mu said again: "For example, the fee we use for an external track is 1,000 yuan. We have a profit from this 1,000 yuan. We also use this price when accounting for members. For example, we usually hold a reception, outside the bar The normal situation here is that the per capita consumption is 2,000 yuan, so we also calculate it for members at 2,000 yuan. A-level users pay 100,000 yuan, and we provide services worth 100,000 yuan. According to the profit margin of the high-end service industry, we need Keep 50% of the gross profit."
"That's about the same..." Chen Ze said with a smile: "I thought you wanted to spend 100,000 on them just because you wanted to take 100,000 from them."
Li Mu smiled and said: "How can there be such a good thing? While we provide basic services to users who pay membership dues, we will also cooperate with major high-end service providers to launch other paid items, so that those who provide golf, yachts, high-end Overseas travel and high-end party suppliers connect to us, and they will provide services, and we will sell to members. At that time, we will encourage members to prepay in our club, find a senior event planner, and continue to customize for them , Combining various entertainment items, let them use us to carry out group-style high-end consumption. In this way, our club will not only have a certain amount of funds deposited on the books, but also earn considerable profits while selling high-end services. "
The high-end service industry itself is an industry with very high gross profit. However, although the gross profit of this industry is high, the net profit is relatively average. The main reason is that selling these high-end services requires high operating costs.
A high-end member of a golf club may cost at least two to three hundred thousand a year, but the commission for the sales staff must reach at least 5-10%, and some may even be higher.
For businesses like golf clubs, it is difficult to develop high-end users relying solely on their own sales team, so they usually find cooperation with businesses that have high-end users, such as five-star hotels, or high-end brand 4S stores. Merchants with high-end customer resources will conduct consignment sales, and this cooperation model must give the seller at least about 20% of the sales.
If the CSC club is established, the high-end users that can be gathered here must exceed Yanjing or even any 4S store in the country. Get at least 20% or even higher sales share, which will become a major source of income for the club in the future.
After listening to Li Mu's overall analysis, Chen Ze fully understood Li Mu's gameplay. No matter what Li Mu does, he pursues a complete business model.
The future of the club is not only to gather high-end users, but more importantly, the club itself must have a healthy business model to maintain its own operation, although both Li Mu and Chen Ze have enough money to maintain such a club in the long run , but in Li Mu's eyes, any business model that cannot achieve self-sufficiency is a product of failure, and he himself will not be interested.
At this time, Li Mu said: "After we gather a large number of high-end users in the future, the first thing we need to think about is how to provide a full range of high-end customized services for high-end users. Ma Zi, then such a club will not only fail to improve, but it will be difficult for them to develop significantly, so we should not only consider their food, drink and entertainment, but also have higher-level things.”
"Things of a higher level?" Chen Ze was a little puzzled. He was indeed not good at business, and his thinking mode in this area was far less flexible than Li Mu's.
Li Mu said with a smile: "Look, we will gather a large group of wealthy first-generation and rich second-generation people. These people's economic strength is very high. We can guide and lead them to organize some charitable activities. On the one hand, we will help The club wins a better social reputation. On the one hand, it can also bring them a better reputation. In addition, we can also establish an investment fund in the club in the future, which is open to all members in the form of recognition, and then I will manage this fund and invest with my company or other funds to create a better internal wealth management product for everyone.”
Chen Ze smiled and said, "This is interesting, can you tell me more about it?"
Li Mu said: "It's actually very simple. Suppose the initial size of this fund is 100 million yuan, we make it into a graded fund, and then the two of us will first invest 50 million in it as a secondary fund, and then use 100,000 yuan per share. Price, issue 500 shares to the entire fund, each member can subscribe for a certain number of shares, and then raise 50 million as priority funds, and after 100 million is collected, the fund will officially start operation.”
"Our 50 million is used as the bottom line of the inferior fund, which takes the greatest risk and enjoys the greatest return; the member's 50 million is the priority fund, which takes the minimum risk and enjoys the maximum return. Suppose we set an annual 15% net profit for this part of the priority fund. If the 100 million yuan earns back 30 million within one year, then we need to pay the priority fund 50 million principal plus 7.5 million net profit, and the remaining 22.5 million profit belongs to us; If there is a loss of 100 million yuan within a year, there is still 80 million yuan left, so we still have to allocate 57.5 million yuan to the priority fund first, and all the remaining losses will be borne by the two of us."
Chen Ze asked, "What if I lose everything?"
Li Mu said with a smile: "If you lose all, then everyone will lose all. We don't need to pay additional priority funds. If you don't lose all, let the priority funds get it first, until it gets enough or runs out."
Chen Ze looked at Li Mu like a monster, and asked, "Where the hell did you learn so many tricks?"
Li Mu smiled and said: "Isn't it very common to have tiered funds? It's also a normal cooperation model to prioritize the inferior and the inferior. One has high risk and high return, and the other has lower risk and lower return. This can also guarantee the interests of these members to the greatest extent. "
As he said that, Li Mu said again: "If this fund starts to operate, we will bring this fund to invest in a small part of the projects we want to invest in the future. For example, if our Wanying wants to invest in a one billion project, let this fund follow Invest 20 million. If I want to invest in a project with hundreds of millions, let this fund invest 10 million. In short, whatever we do, let this fund participate in a small part, which can be regarded as a little bit for our club members. Little benefit."
"By the way, if the fund is large enough, we can also use it to invest in the entrepreneurial projects of other members of the club. It is no problem to develop it into an internal venture capital fund, as long as it can operate in this circle. A capital system, then the centripetal force of this small circle will be very strong!"
Chen Ze was speechless for a while, and then sighed after a long time: "If I didn't know you, I would blindly build a racing track by myself, I'm afraid I'd be lost with you, and everything would be different after I met you. Look, I think this club is not only going to keep itself afloat, it's going to make a lot of money!"
Chen Ze was dazzled and stunned by many of Li Mu's business concepts, and some of these operations were different even after more than ten years.
There are many well-known supercar clubs in later generations, and the annual membership fee is only around 10,000 yuan. The membership fee is not expensive, and the threshold is not high. In a short period of time, a large number of people are gathered to have fun, and occasionally engage in some influential clubs in the society. Small moves, although this mode of operation is not very risky, but it is very difficult to truly expand the influence of the club.
Because the club itself has no financial support and no healthy business model, it is easy to slowly develop into a gathering place for eating, drinking and having fun. Slowly, those members who spend money to join the club are like spending money to run A white-collar worker with a fitness card, after three minutes of enthusiasm, I am afraid that he will never participate in club activities again.
Under such an operation mode, it is impossible for any club to become bigger and stronger, so Li Mu needs to change a new way of thinking, to increase the cost of joining the club to a certain extent, but at the same time give club members enough rewards for activities, plus various Customized high-end services and the creation of an internal capital system will allow the club to have sufficient ability to rotate and generate a strong gravitational force.
Li Mu didn't know that while he was talking eloquently, he had already completed the whole process of his deification in Chen Ze's mind.
Chen Ze looked at Li Mu devoutly, and asked him, "What am I going to do next?"
Li Mu said: "In addition to preparing the club's publicity, we also need to find a few planners who are good at high-end event planning, and find someone who is familiar with capital operations."
As he said that, Li Mu suddenly thought of his own affairs, and said to Chen Ze: "By the way, I want to start a charity project, can you find me an awesome project leader? It requires strong control skills and media sensitivity." of."
Chen Ze frowned and thought about it for a long time, then his eyes suddenly brightened, and he blurted out: "I know a girl who was in the fashion circle before and has planned many major events in the domestic fashion circle. She is very capable, but she seems to have lost interest in the fashion circle a while ago. Yes, I went to the North and South Poles and Africa by myself, and I just came back last month, I can introduce her to you, and you two have a chat."
As soon as Li Mu heard that the other party was in the fashion industry, he knew that this person must be very sensitive to planning, public relations, and the media. Although it sounds unreliable for such a person to be in charge of the Veteran’s Undying project, one is serious and the other is exaggerated, but think carefully. I think there is still room for imagination. I don’t want to make Veteran’s Immortality an official charity project that only focuses on influence. Those who play the cards come to the sword and take the slant!