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Barter CEO Qin Yu: a methodology for urban distribution and operation

Uncertainty to certainty: stability overwhelms everything

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UBER has done an event marketing similar to "meeting a more interesting world", and a wave of stars and entrepreneurs like Tong Dawei and Ren Xianghui became the UBER endorsement driver. UBER makes people aware of its product Magic: today, if you are a driver, you may be a king superstar, or you may be a soft sprouting sister paper. It's more likely to be next door old Wang. Every time you use UBER, it's like a birthday gift.


The unexpected surprises brought about by the uncertainty of the service object have made the people of the eating melon be glad to see them, because people are often full of expectations of uncertainty. And service itself? In such a standardized scenario, safe delivery is basically OK at the C end.


If it is an enterprise customer at the B side, can you accept such a "surprise"? Today's warehouse is 1000 flat. Try for another 500 leveling tomorrow. Today's distribution prescription can not be done, instead of sending off tomorrow?


For the B client, the service is often a part of its production and operation in the chain, if this link is uncertain, it will trigger the bullwhip effect is very strong, a little carelessness may lead to a serious consequence, and even spread to the upstream suppliers and downstream customers. For example, when there is a wrong product in the warehouse, the impact is not only on warehousing, but also after the delivery and delivery, there will be rejection, return, waste of cost, reverse logistics and so on.


Therefore, B client needs not only the information matching platform but also a reliable Party B, which can satisfy the needs of every part of B client with deterministic services.


And certainty is the standard to meet the promise of the pre incident.


How to ensure the certainty of service? The most effective way is to do weight.


Of course, the heavy assets are only the appearance, and the heavy operation is the core. Taking the logistics industry as an example, in my opinion, there is no real asset light logistics company. Excellent companies do very well, but they are different forms of expression.


Taking the C.H.Robinson, a car free carrier company that is popular in China as an asset myth, as an example, it can be seen clearly in its annual report: in 2015, the total assets of C.H.Robinson amounted to 3 billion 200 million US dollars, of which the current assets were 2 billion 100 million US dollars, accounting for 65% of the total assets. The accounts receivable in the current assets are $1 billion 600 million, and 75% of the current assets, accounting for about 50% of the total assets. This data reflects the business feature of C.H.Robinson is involved in the transport process to the identity of the carrier depth, to provide cross-border and global freight solutions involved in the account and transaction settlement process, the operation is the depth of a typical model, rather than a simple card car information matching platform.


From short chain to long chain: building a one-stop full chain service


The characteristics of C terminal transactions are short chain interaction between people and people or businesses, while the characteristics of B terminal transactions include long chain interaction among all links such as procurement, production, manufacturing, trunk line, warehousing, distribution, and possibly distribution.


For example, take away, do is between businesses and consumers C end point of the food delivery service; and barter Di are engaged in B2B city distribution, do is B oriented end enterprise customer warehousing, distribution, IT, supply chain finance and the whole chain of service, which is also related to the upstream suppliers, carriers, cooperation partners and terminal consignee etc..


Therefore, the method of single point blasting "theory in the C end of a market, as long as a small enough starting point and to achieve the ultimate experience, people have to pay for; and for B terminal values should be ten day cane, as far as possible to cover the B client on the supply chain a sufficient number of links, the formation of the overall solution. Because the requirement of the B end customer is a long chain, it is hard to improve the overall efficiency by optimizing it only on one node.


To B2B city distribution market as an example, a single delivery time on average 3 hours, including 2 hours spent in the storage of this link, only 1 hours spent in the distribution and delivery process, and there are many uncontrollable factors in the process of delivery (limit line, traffic jams, and so on, if the consignee is not only) the distribution of the things to the extreme, the overall efficiency of the city with the increase is still very limited, so the barter Di delivery to the customer to provide warehousing + warehouse with integrated solutions, is to fundamentally enhance the efficiency.


Therefore, to serve B clients, we must jump out of the C single end users' single point thinking and make the chain of services long, and provide a one-stop solution for the whole chain as far as possible.

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From no difference to industry difference: focusing on a vertical industry to form a solution


The C end is often the only difference in consumption and consumption habits, but there are huge industrial differences in the B side.


Or return to the UBER today, either Daniel Wu or Lin Chiling UBER to meet you, your goal is to travel, not to fall in love with the driver (of course, does not rule out someone is holding this purpose) is not to talk to them in the car business, or chat, or need a charging treasure, this is a very standard scene, almost all of the drivers to meet your needs.


But for the B side, gehangrugeshan, different industries need different services, the ability to completely different. Or in the city distribution as an example, the electronic business platform to meet the needs of the tidal capacity supply capacity; retail and Shang Chao customers need more efficient distribution and milkrun; large appliances and Home Furnishing industry needs to be installed to send one ability; fresh cold chain industry needs and the temperature control ability and so on.


Such a phenomenon brings two results: first, the ability to build different industries needs to precipitate for a long time. Therefore, the B terminal across industry barriers is not overnight. It also causes B terminal enterprises to hardly grow like helicopters in the same way as C enterprises.


Secondly, because compared with the operation mode of C end universal standard platform, the service B terminal needs customized services, and no B service provider can rely on a set of standards to win the world. For example, the dro mode can meet people's travel needs well, because it faces anyone who wants to provide high-quality drivers and vehicles. In the B side of the city distribution industry, because the customer is in a different industry, in addition to the driver and the car, but also consider the goods line problems, warehouse problems, problems, problems of process design, performance delivery problems, unable to meet all of the industry through a set of standard. Therefore, the B end of service is essentially to focus on the vertical industry in depth, to form an industry solution, and thus become an industry barrier.


From single point to networking: only networked enterprises can serve networked customers


The C end user is a physical single point, such as I am an individual, and can't appear in many different physical spaces at the same time: I can't be at the same time in Hangzhou and Shanghai. Therefore, the C end of the offline consumption radius is to walk or light traffic can arrive, that is, the same city.  You need to buy a bowl of porridge, when you have this bowl of porridge to be hot, or sour, it stores would not be too far away from you.


But in the end, B has many large B China vast territory and abundant resources, the enterprise itself has the characteristics of the network is very strong, have business in the city and around the world, so these companies need to B whole network of services, rather than just a single regional service. For example, you need to serve a national large appliance group, and its whole body is distributed across the country. Can your supply chain network match with its national sales network? Can you provide the depth of service in more than one city in the country?


Therefore, only the network of its own, can provide network service. So the major premise for the B end market is to lay out a number of regions and cities as soon as possible, and to form a national network, rather than just a single point of deep ploughing.


From the mobile Internet to the Internet of things: to connect everything to the B end


In 2013, I worked in Ali. At that time, Ali proposed the all in wireless strategy based on WIFI, 4G, smart phone infrastructure, APP entry and consumption scenario.


In the past 4 years, the wave of mobile Internet has penetrated almost all the consumer end scenarios. This is because the APP installed on the mobile phone has great advantages for connecting C terminals. It can be said that the mobile Internet is born for the C terminal.


However, the mobile Internet is almost powerless for the penetration and efficiency of the B - side scene.


The typical B end to the logistics industry as an example, the scene of people, vehicles and goods, warehouse, field (station) five basic elements, APP can only connect people (the driver), almost all of the remaining elements of online application, and car networking, intelligent storage, intelligent park, cargo data label the logistics industry is also very early. This also led to Internet plus logistics movement with vigour and vitality to engage in a few years, limited to enhance the logistics industry on the nature of the changes. If the scenes are longer, in the whole manufacturing process, the mobile Internet will have no sense of existence in the whole supply chain process of machinery, equipment and raw materials.


Therefore, only relying on the mobile Internet technology, enhance the efficiency of B terminal can be said to attempt an ineffective solution. Even with the establishment of the mobile Internet based on APP, DAU, MAU these membership indicators to measure B end to address the pain points and value, is even more laughable.


In addition to people in the B end, there are a large number of "things". only artificial intelligence and the Internet of things have developed, so it is possible to use technology for the B end.


In celebration of 30th anniversary Transfar issued a "new strategy from the interconnection of all things to all things, and the" listed company was renamed tansfa Transfar Zhaopin its essence lies in the future, we should vigorously develop the networking and intelligent logistics technology, the realization of "wake up everything" and "all the" logistics elements connected to everything, from nature really solve the pain points of logistics.

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Barter CEO Qin has a wonderful view


1. city distribution market view: urban distribution increment market and stock market


City distribution is a large stock, and also a large increment of the market. The size of the city's market is two times that of the express market, and the number of truck drivers is six times the number of taxi drivers.


wher does the increment of the city come from? I think it comes from three places:


The first is the distribution of the brand. Before we buy a product at the outlets, you will find that the shipping address is the same as the merchant address. But now it is different. The address of the merchant is in Hangzhou. The shipment may be in Yiwu, which is achieved through building the warehouse.


Nowadays, many brands send warehouse construction to the same city around the city, which means that the emergence of the sub warehouse and the front warehouse means that the previous trunk logistics has been cut into a lot of distribution.


The second comes from many emerging businesses and newly triggered businesses. If the new model is to live well, there must be a mature logistics supply chain system, which we have learned by sharing a bicycle. A single car is the same, and so is the other form of business. However, I would like to remind that the tuyere also means risk, and we should be on the alert while accepting the increment.


The third is new retail. The new retailing has brought 3 increments to the logistics, first of all, there are many new retail innovation companies in the market, all of which are substantial increments.


But this increase is the surface of the integration of the greater the increment from the retail business and logistics system, before the convenience store logistics demand of logistics enterprises are unable to touch, basically is the boss open their own car to purchase, there are a lot of B2B retail enterprises in the integration of the downstream retail store. The last one is the emergence of a large number of B2B retail platforms.


2. on the city with the competitiveness of enterprises: Transfar logistics ecological system and relying on the resources is the core competitiveness


The supply chain solution provides the whole chain service, which involves all links of procurement, production, distribution and consumption, which is not provided by a single urban distribution company. From the KA - SDS supply chain solutions customized three unique advantages in the program is not difficult to find, relying on the powerful resources logistics ecological system, the formation of its core competitiveness.


"China highway Transfar logistics logistics integration operators for the position, based on the capacity to integrate the business model innovation of logistics + Internet plus finance, small and medium-sized manufacturing enterprises, business gathering area focus on services, relying on key national highway network in Hong Kong over the hub of the city, services for small and medium-sized enterprises to reduce logistics cost, improve production efficiency.


At present, the road to Hong Kong in 80 and a number of national city layout, national highway network has gradually become the entity platform in Hong Kong; to car goods, and business service based logistics O2O platform land whale, city logistics solution provider barter tick, the user scale and the rapid growth of business, to gain market recognition; payment, commercial transport factoring, insurance brokerage, financial leasing and other financial services to develop fast, smoothly obtain relevant qualification.


"Relying on the logistics ecosystem, barter Di can give full play to its own" entrance level application "advantage, logistics, Internet financial products and the effective integration of Transfar system, with the help of other members of the system to provide value-added services, the formation of business loop." "Finally, barter will form an overall and full chain of urban supply chain solution to serve the upgrade of customer demand," Qin said.

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The future development of urban distribution market


The direction of network service in the direction of distribution of 3. cities is the direction


The first thing is to use technology to connect the socialized storage capacity resources. In this barter Di and a lot of the same type of enterprises is not the same, standing on the point of view we are barter Di neither positions have no car, but we are standing in the angle of Transfar both positions and car.


The second sentence is to build a national urban distribution network. This is the networking required by the B - side customers I mentioned earlier.


The third sentence is to provide a one-stop city allocation solution for the enterprise. Relying on the ecological system of barter Di resources: highway port, trunk, transportation, finance, provide one-stop service for customers warehousing + distribution +IT.


The trend of the 4. industry: the trend of the city distribution industry


I think there will be a few future trends in the city's distribution industry.


The first trend I think is to redefine the customers and find the service sensitive customers. The industry needs to be redefined, not only on the supply side but on the demand side, to find the service sensitive customers, that is, the city with the real customers in the future.


The second is to realize the integration of the warehouse and make the intensive distribution. The future of the city with only the car is not enough, but also a warehouse, barter Di has a great advantage, because in every city has Transfar road to Hong kong.


The third is to achieve the overall solution from the high quality capacity. What the customer needs is not only a good driver, but also a whole solution, which often goes beyond the scope of the logistics.


The fourth is the extension of the end, extending from the same city to the intercity. In the next 1 to 2 years, there will probably not be a formulation of the city allocation company. It may be a comprehensive logistics company that needs to do some inter city transportation. All the urban distribution companies must take this step.


The fifth is driven from business driven to data driven. Nowadays, many product decisions are derived from customers, which means that current demand meets current demand, and urban distribution enterprises must be more long-term than he sees. Products should be faced with future and forward-looking factors, and wher will that factor come from? It is from the mass of data to predict the future of the data.

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