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In June 2015, the project received angel financing of 12 million yuan, led by Koala Capital and followed by Warp Capital and Ali partners. At the same time, the line test water, a month only made 5 orders.
By January 2016, the monthly orders of Chinatown have reached 6,500, the main overseas 9 key cities, the service scope has included Asia, Europe, Australia, North America and other places, the transaction volume, Asia accounted for 70%, Europe accounted for 20%, Australia and North America accounted for 10%, mainly because more than 70% of Chinese people are still in Asia. Tangren's Asian business is mainly concentrated in Japan, South Korea, Thailand, Malaysia, Vietnam, Taiwan six regions.
"The time for sharing economy is not yet, we should do standardization"
In one sentence, Tang Renjie's model is like this: cooperate with the local car industry, give the car industry SaaS system to improve efficiency, give the car industry order volume to get the right to speak, and become the co-ordinator of local car industry resources.
Anjing believes that this model is closer to resources than the sharing economy model. In terms of the industry, in the past, online tourism was the era of traffic, and now the importance of resources is gradually becoming prominent, and the bottleneck of the industry is how to achieve accurate allocation of resources and traffic.
The difference between the car shop model and the sharing economy model is as follows:
Among them, standardization is a big move to attract users, and it is also one of the reasons for 6,500 singles in half a year. Most of the cars in the car line are medium brand cars, large space, can carry luggage, suitable for tourism scenes, and can basically meet the psychological expectations of users. Under the sharing economy model, although there are more luxurious models, there are also low-end models, which may not be consistent with the tourism scene.
Tang people do not take energy, price floating customized routes, but the use of standardized ideas, according to standardized prices, do daily, hourly charter, according to fixed route charter services.
Resource concentration and high scheduling are the second biggest move of the car model. In the sharing economy model, resources are scattered, management is difficult, there are problems such as lost orders, waiting time is too long, and resource allocation is unreasonable. In the car mode, the instructions are issued quickly, and the consistency of the same car on the shuttle route can be achieved, and urgent orders can be received 24 hours a day.
At the same time, for startups, resource fragmentation and non-standardization also mean that it is difficult to scale quickly.
Use capital + technology to transform local car shops
Under normal circumstances, 30 cars is the bottleneck of a car line, on the one hand, because more will be chaotic, difficult management, on the other hand, the car line is more for the boss's apprentice model, localized operation, limited funds. Therefore, the coexistence of multiple car companies with similar strength in one place is more common.
Anjing's idea is not just to cooperate with the local car industry so simple, but hopes to use capital means to further control the resources of the team. For example, there are 5 homogenized car shops in Phuket, and the Tang people will promote the merger of 2 of them, which will distinguish between strong and weak, and the war will end.
The low level of information technology is another bottleneck for the car industry. An Jing introduced that the car shop is generally a mom-and-pop shop, buddy shop, and the way of scheduling is: take a small book, paste a note on the white board, Excel scheduling, so only the next day's car list can be arranged every night.
The practice is to install a SaaS system on the car, which can arrange the car list for the next week, and assign tasks to the driver's mobile phone through PC operation, and the driver's position can be reported synchronously. At the same time, from 1 car 1 driver, transition to 2 cars 3 drivers, improve vehicle utilization.
Tang people to meet the founder of An Jing
"To do the Internet, just to the car system is not enough, the key is to give the order volume, to have the right to speak." Anjing said. At present, the number of monthly orders received by Tang people accounts for 70% of the total number of vehicles.
At the beginning of the expansion of resources, Anjing had a partner who was very familiar with the local tourism resources, and would first touch all the local car shops, and then find a good one or two to cooperate. Under the flow right to speak, Anjing now basically does not talk with the car industry abroad, and the person in charge of the car industry will visit Beijing.
The position of Tang Renzhi is a resource supplier, and the traffic mainly comes from the following aspects:
Big e-commerce platform. Including Tmall Taobao, Ctrip where to go, accounting for 70%;
The high-end group. Including corporate users, interest groups (skiing, golf clubs), accounting for 20%;
Companies of the same trade. Including traditional travel agencies, WiFi visa companies, hotel booking platforms, etc., accounting for 10%.
In addition, Tang people will also cooperate with airlines, responsible for first class, business class "two class customers", the proportion of this part will increase rapidly in the future - at first, Tang people did not pick up airlines because the single amount is too large, and their own ability to pick up orders is limited.
Airport transfers account for more than 80% of the order volume, and the figure is the entrance
At present, the airport service accounts for more than 80% of the orders received by Tang people and more than 65% of the trading volume. Compared with the local chartered bus, the Tang people pay more attention to the shuttle business, because the average 1 hour of closed communication on the way to the shuttle is the entrance of the value-added service.
Tang people pick up the driver, all are local Chinese, will be Chinese, in the shuttle, the user and the driver will generally two-way communication, resulting in the transformation of eating, drinking and fun, "at this time the decision is in the line of decision-making, the conversion rate will be higher, the average conversion rate of 50%, up to 80%, most of the income is owned by the car, the driver can get a certain percentage."
Taking advantage of this entrance, in 2016, Tangren will carry out integrated marketing with local food and entertainment suppliers, such as: putting a map designed by themselves in the car, the front is a functional map, and the back is a business advertisement, duty-free shop coupons, restaurant coupons, etc.; Handing out cosmetics company samples in the car.
In the eyes of ordinary users, the six things in tourism are food, accommodation, travel and purchase entertainment, while in the eyes of practitioners Anjing, outbound travel services are mainly divided into five parts: air tickets, hotels, cars, eating and buying. Among them, the degree of standardization of air tickets and hotels is already very high, and there is no opportunity. And eating and buying are too dispersed, leaving only the car for information transformation, improve online penetration, and become an entrance with a certain standardized flow.
According to reports, the gross profit of Tangren platform is about 10%, and the monthly order can be flat when it reaches 10,000 orders, and then it can be profitable.
