After Lin Fatzi finished speaking.

"Hello everyone, I am Ye Longhua, and I speak for myself. "A middle-aged man with light hair came to the podium.

Xi Ming didn't know what to feel, and saw Ma Yun's same look from this middle-aged man.

It seems that he is imitating Ma Yun, whether it is his tone or the temperament he exuds, he is a very strange person......

"Boss Ye, share and share your story. There were people who knew Ye Longhua under the podium and applauded, and everyone applauded.

"Hehe, yes. ”

"Maybe it's a coincidence, my company is related to Indonesia, and I do the docking of Chinese brands with Indonesian retailers.

In 2010, I left TCL after 7 years. To be honest, this traditional home appliance manufacturer really doesn't have much appeal to me.

So I started to wander around cities in China looking for new business opportunities.

I chose Indonesia as my last stop.

It's a coincidence, I happened to have a friend in Indonesia, and I went somewhere with the mentality of stopping by.

As a final destination, I found it to be in line with the characteristics of the original market: the economy was underdeveloped, but the goods were not cheap.

I realized that it might be a business opportunity, so I started going back and forth between China and Indonesia.

Half a year later, I became a pioneer of a new wave of "going to the South Seas".

It's not an easy task, though. Due to the language barrier, I carried my bag and took the address written by my fellow countryman for several months, with two legs and a motorcycle, to run through the wholesale markets in the streets and alleys of Indonesia.

Every time I meet an old overseas Chinese, I have a feeling of tears in my eyes. With someone who can talk, you really feel like a relative. ”

Ye Longhua on the podium sighed and said, thinking of those sad years, his eyes couldn't help but moisten.

Everyone in the audience applauded and cheered for him.

Ye Longhua eased his emotions and continued:

After months of market research, I finally settled on smartphone peripherals. This is the result of a comprehensive consideration: Indonesia's BlackBerry mobile phone has just become popular, but the BlackBerry battery is very durable, and the mobile phone accessories are the strength of Chinese manufacturing, which is suitable for cutting into the brand; more importantly, I am new to Indonesia, to tell you the truth, I am shy in my pocket.

Unexpectedly, I lost money in the first year, and the investors also withdrew.

I had no choice but to make my own brand and create an "extraordinary" 3C digital accessories brand. In this slightly primitive market, I attach great importance to after-sales service, 3C accessories in Indonesia are usually replaced for one year, I told the dealer, as long as the consumer takes it, more than a year is also replaced, you take it back must feel that you still want to change.

Relying on such word-of-mouth communication is of great significance to our company, which has taken root in the beginning.

I, Ye Longhua, were finally able to take root in Indonesia, thanks to a supplier in Shenzhen, who is my nobleman. When I was very small, I gave him money without any collateral. We agreed on an account period and paid for it after it was sold. With this support, my business snowballed and grew.

Half a year later, I made the brand of power bank up.

However, despite this, I also suffered from the pain of the billing period.

Because at that time, the mainstream sales model in Indonesia was to sell the goods first, and then pay, and how much to sell. What often makes me laugh and cry is to take 10,000 or 20,000 yuan of goods, and after a month to find and collect money, in exchange for a bunch of things that have not been sold.

Because Indonesia is still in the traditional retail distribution stage, there are account periods for layer by layer distribution. Importers give bills to wholesalers, wholesalers to small wholesalers, and small wholesalers to retail stores. Once the middle eases the break, the whole game is over.

So, in the end, I realized that I had to establish my own rules of the game. At that time, I immediately raised two things that could not be discussed: the price could not be negotiated, and the account period could not be negotiated. My extraordinary brand has ushered in a period of rapid development.

In 2013, I walked on two legs through the model of self-operated brand and agent, and occupied more than half of the market share of the Indonesian power bank market

In 2013, I also felt that the model was too traditional to be bigger.

According to the original product sales path, China's products to be sold to Indonesia, from the factory to the user when there are at least four layers of links, from the factory, importers, wholesalers, small wholesalers, retail stores, and finally to the user, layer by layer is not only inefficient, but also costly.

So I began to come up with the idea of doing retail B2C, doing cross-border e-commerce through the PC side, and directly looking for factories to purchase. In the end, I found that I couldn't do it at all, and the chain was too long.

I began to judge that the environment in Indonesia is not suitable for B2C development, and the biggest difference between the Chinese market here is that the manufacturing industry is underdeveloped, and F2C cannot be directly realized. Most of the 3C electronics are picked up at the importer.

My last real transformation took place in September 2014. At that time, I was conducting a roadshow with the students of the Dark Horse Camp, and six investors lined up and sat in the audience. It was also the first night at 11 o'clock in the evening when I decided to participate on the impromptu because it was just an idea and I didn't look for financing. In the end, I prepared a roadshow ppt.

The result was very unexpected, I finished the PPT in three minutes and answered investors' questions in two minutes. I became the second place in the 7th student roadshow of the Dark Horse Camp, and 4 investors thought it was reliable.

To tell you, I felt a sense of being pampered at the time. I doubt it myself. Only later did I realize that investors recognized the workable logic inherent in it.

The project of my roadshow at that time was OOK, a B2B e-commerce platform, which is different from the local to C approach. It connects factories and 3C brands in China at one end, and offline retail stores in Indonesia at the other end. I've upgraded it in three ways.

One is flattening. Indonesian importers generally earn 20%, wholesalers earn 10%, small wholesalers earn 7%, and retailers earn 30%. OOK connects with Indonesian offline retailers directly from domestic factories or brands. In this model, 15% of the gross profit can be guaranteed, that is, it cannot be too high or too low, because you have to provide services and bear the intermediate capital link.

The second is IT, Indonesia is backward in informatization, and almost all retail store owners do not have IT systems. I've had the awkwardness of being a remote retail owner calling him to place an order directly over the phone. This is a real problem, Indonesia's network is terrible, the app can't be opened for half a day, and most people have just entered the era of smart phones from the era of feature phones, and the payment and purchase habits are far from being formed.

So I decided to use manual assistance for a period of time, and then transfer all of them to the app to place orders.

The third is the communityization of retailers, providing retail stores with store opening experience, how to do a good job in terminals, how to display products, and provide better services. The previous pure trading relationship has been turned into a partnership, not only selling goods, but even setting up a special push team, from the original work of visiting customers, placing orders and collecting money, slowly becoming sales business, training and terminal management, providing materials to him, doing a good job in the image of the store, training shopping guides and so on. Now, OOK has also started to help domestic brands do marketing and promotion in Indonesia.

So now I'm a big believer in the value of heavy verticals.

Whether it is the extraordinary brand before 2014 or the current OOK platform, I have now narrowed the battle to the 3C field. I've done all the work that so many people do, so I can't be a long tail, I can't do everything.

"A student from the podium asked, Mr. Ye, B2C and B2B, I don't understand what the difference is, can you tell me?"

"In my opinion, the difference between the B2C and B2B models can be made as a metaphor: one is a plain and the other is a hill. On the plains, the cannons of the giants will directly blow you flat, and in the hills, there are woods, there are all kinds of rugged paths, and there are thorny bushes, which will not be noticed and violated by the giants.

So I chose to drill only one well in Indonesia, ten centimeters wide and one kilometer deep.

On Singles' Day in 015, Alibaba Group's daily trading volume hit a new record again, reaching 91.2 billion yuan. Inspired by the domestic e-commerce gameplay, I also tested the waters of the Double 11 promotion on the same day. This game has never appeared before, in fact, I haven't done much preparation and publicity, purely playing ticket mentality.

On the same day, OOK sales exceeded 3 million yuan. Of course, it can't be compared with China's tens of billions at every turn, one is that the market is different, and the second is not the same way to play.

In 2015, I saw the possibility of transforming the Indonesian market. Therefore, it continues to promote the cultivation of payment and consumption habits in the market through festivals.

In 2016, I did 30 million yuan a day for Double 11!

OOK has raised $30 million in funding so far.

At present, we have five branches and three offices in Indonesia, with a team of 320 people, and nearly 300 local employees. From the extraordinary brand in 2010 to the current B2B platform, we have mastered more than 10,000 retail store information.

The gradual expansion of the business made me feel that my knowledge reserve was not enough, so I went back to the university to study MBA again, and everyone will take care of me in the future, and my introduction and sharing will be here, thank you!

Everyone stood up and applauded, between the blue sea and palms, to realize the dream of Indonesian e-commerce! This is a big guy who returns from a hundred battles and reads again, which is worthy of respect!

Many students sighed that this year's MBA of the Business School of Xia Shi University is really Crouching Tiger, Hidden Dragon!