Chapter 1688 Summit Forum (1)

In late autumn, at the foot of the Great Wall, the China-US Tourism Industry Summit Forum was officially held.

This time, more than 30 related companies from both sides participated in the forum.

The media from both sides paid special attention to this forum, because it was the first China-US tourism industry forum that was completely organized by non-governmental organizations.

As the organizer of the forum, Li Mu announced the new business of "Where is Taobao going" to the heads of enterprises on both sides.

"Qunar" will become a new secondary section of Taobao with a domain name.

In this section, Taobao will provide consumers with first-tier cities in China, air ticket reservations to and from several major cities in California; provide hotel reservations in first-tier cities in China and throughout California; and provide tourists with other travel-related resources and services in the two places.

"Where to go" is a travel product that Li Mu took the opportunity to create this time, but he didn't plan to throw money at it as soon as he came up, but planned to grab the travel resources from the route of eating resources into his own hands.

The business model of Ctrip is an intermediary and integrator in the tourism industry, but its resources are not exclusive. Users can book hotels on Ctrip, Qunar, Fliggy and other products. Get it, and the price is basically the same.

Li Mu thinks that the poor play the poor, the rich play the rich, the poor play is a routine like Ctrip, and the rich play, just spend money to buy resources first, and then do the integration.

Therefore, Li Mu brought the heads of Muye Technology and Taobao to the scene of the summit forum, and asked Muye Technology to discuss the purchase of resources with the service, and asked Taobao to discuss the specific cooperation model and cooperation requirements with them.

For example, for air tickets, Li Mu asked to sell 10% of air tickets between first-tier cities in China and California to Makino Technology starting from December at a 20% discount on the market, and then increase by 5% every month, up to 30% of the total air tickets. %.

The reason why we need to take 10% first, and then increase it by 5% every month, is because we need to leave a starting stage for the overseas travel business, and gradual growth will be more scientific.

Take Air China, for example, most of their flights from Yanjing, to and from San Francisco and Los Angeles are unsatisfactory. If it is the off-season for studying abroad and traveling, the occupancy rate does not even reach 40%. Only the Spring Festival, Christmas, During the summer vacation of students, the attendance rate may reach more than 80%.

For such a flight, Li Mu asked Muye Technology to directly spend the money at a 20% discount from the normal discount in the world, and took 10% of the air tickets into his own hands. Muye Technology then authorized these tickets to Taobao Qunar to sell these tickets. Muye Technology is responsible for its own profits and losses, even if one is not sold, it will bear the cost by itself.

For Air China, at a 20% discount, most of the time it will not lose money, because most of the time, the remaining seats on the flight are far more than 10%. In this case, Makino Technology spends money to buy 10%, Instead, it helped them a lot.

The only loss is the limited peak period every year. In the busiest days, the plane will even be overbooked. The entire flight has sold 320 seats out of 300. In this case, there is basically no discount on the ticket. , As a result, it is necessary to give Muye Technology a 20% discount, which will naturally lose 20% of the fare.

However, airlines are not fools. They measure the demand in the peak season and the low season each year, and they can naturally calculate it. Even if they lose a little money in the past few days during the peak period, it is still more cost-effective to sell 10% to Muye Technology, so they do not refused for any reason.

The representative of Air China said to Li Mu: "Mr. Li, we have no opinion on the other conditions you put forward, but you asked for an increase of 5% every month until it reaches 50%. We want to know, after reaching 30%, what are you going to do? operate?"

For a route where the occupancy rate will not exceed 50% in most cases, Li Mu is willing to take 30% of the seats, which is almost a dream for the airline, but they don't quite understand why Li Mu set A 30% cap.

Li Mu said: "If your route,

30% of the seats have been bought out by Makino Technology, then I will suggest you try to open additional flights, and the tickets for additional flights, Makino Technology will directly take 40%! "

In Li Mu's view, he is not doing charity for airlines. If 30% of the air tickets are included, the airlines will be happy, but there is still a gap of 2-30% before they are fully loaded. For them, they are the most The hope is that Muye Technology will directly cover 50% or even 60%, so that their route can be close to full load all year round.

Therefore, for their current established routes and flights, Li Mu only covers him by up to 30%. If you want to cover more by yourself, well, you can add a new flight. As long as the new flight opens, I will directly take 40%.

This 40% is the bottom line to encourage airlines to open new flights. Only by encouraging and inducing airlines to open more flights can the interaction between the two places become closer and closer.

The Air China representative immediately understood Li Mu's intentions and said with a wry smile, "Mr. Li, in this way, you just pulled us out of the fire pit and then induced us to dig a new pit and jump into it!"

Li Mu smiled and said: "You have to seize the general trend, the national economy is developing better and better, people are getting richer and richer in their pockets, and more and more people will travel abroad in the future. Planning ahead is not necessarily a bad thing, even if it is a loss. A little money is not a big deal."

The representative of American Airlines asked, "Mr. Li, I have a question. If this part of the ticket you have packaged cannot be sold, are we still allowed to reopen it before the departure date?"

Li Mu thought for a while, nodded and said: "This is no problem, if the resources in my hand are really idle, you can re-sell the remaining seats within 48 hours before the plane takes off, and I should pay you the guaranteed pay-as-you-go, We will share 55% of the income from the sale, so you can make more money, and I can also lose a part of it."

If the price of a ticket is 5,000 yuan, Li Mu has to buy it from the airline for 4,000 yuan first, but if it is not sold before takeoff, it is a waste. The airline can earn it from its own hands. 4,000, instead of this, it is better to unlock it for sale to the airline before taking off. That way, if they sell it at 4,000, the two sides will get 55%, Li Mu can get back 2,000, but the airline earns 6,000.

Both China Airlines and American Airlines are very satisfied with this clause. For them, it is to guarantee their interests to the maximum extent, and there is no reason to refuse it.

After negotiating with the airline, it was followed by the communication with the hotel groups of the two places.

In terms of hotels, Li Mu also proposed a 20% discount. Starting from next month, he will directly take 10% of the room resources from the hotel groups in the two places. It will also increase by 5% every month, up to 50% capped.

There was no problem with the hotel, and all agreed to the cooperation proposal.

Air tickets and hotels are relatively simple, and the most troublesome thing is to integrate the various resources of the travel companies on both sides.

Including but not limited to tour guide resources, ground connection resources, and various peripheral supporting service resources.

Li Mu's idea is that in the future, Taobao Qunar will mainly sell self-operated bilateral group tours. For example, to California users, it will sell Los Angeles to Yanjing group tour services, and then sell Los Angeles group tour services to Huaxia users.

In the past, travel companies, especially travel agencies, organized such transnational tour groups. They integrated their own air tickets, hotels and other resources, and came up with a set of plans for users. Then, when there were enough people, they sent the group from the local area.

The tour group is led by a local tour guide, and then received by the local cooperative company, which is responsible for the various affairs of the tour group in the local area.

For example, a tour group in Yanjing took 100 people to Los Angeles for a tour. When the group was dispatched, there were only two tour guides leading the group. The accommodation, dining, sightseeing and car use of these 100 people in Los Angeles were basically all provided by local travel agencies or provided by tour companies.

The vast majority of tour groups, after sending people to the destination and connecting with the local partner, generally leave it alone. Many domestic low-cost tour groups even sell tourists directly by the head. For example, a travel agency organized 100 people to go to Spring City. , they are all low-cost tour groups. They directly find a low-cost airline to send people there, and then sell all the 100 people to local black tour groups. The local tour groups spend money to buy people and take them everywhere for shopping. , Kejinkeng, and even strong buy and strong sell in order to make money.

Now, with Taobao in the middle, Li Mu certainly can't allow anything that hurts his customers to happen.

Therefore, Li Mu asked the travel companies in the two places that, first of all, the quotations for all resources must be lower than the prices they usually cooperate with travel agencies in the industry.

This is because, in Li Mu's eyes, these cooperative travel agencies can only be regarded as small wholesalers before each other, but he will become an unprecedented large wholesaler in the tourism industry.

They usually cooperate with certain travel companies and send a few tours a year, adding up to a few hundred guests, but if they can work with Li Mu, the number of customers who will be sent to them from Taobao in the future may reach tens of thousands a year. People, this is the strength of the platform, so any company that cooperates with the platform must obey the platform's requirements honestly, and never dare to make mistakes.

This is very similar to Apple's AppStore in later generations. Almost every APP developer will take the initiative to send their APP to the AppStore for sale, but Apple's AppStore is very ruthless. As long as user consumption is generated, he will deduct 30% of the developer, and he There are also a lot of terms and conditions, and the slightest violation of the rules will be punished or even removed from the shelves.

But even if Apple is so domineering, no APP has taken the initiative to remove it from the Apple AppStore, because they have to follow the platform to make money, no matter what the platform asks, they must do it.

In addition to offering a lower price, more importantly, Li Mu has to assume the role of organizing and dispatching the group, and at the same time arrange the tour guide and necessary service personnel for the group.

The destination travel company must provide the required services for self-operated tour groups on Taobao with high quality and quantity according to the requirements of Taobao. Settlement income, if the customer complains, Taobao Qunar has the right to deduct part of the cost, and even give a certain penalty!

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