Before meeting Zhao Zejun, Liu Qiangdong considered the various reactions that the other party might make when he made a request for cooperation. Pen, fun, and www.biquge.info

The biggest possibility is bargaining. Zhao Zejun's reputation for refusing to suffer losses is well known in the industry, and he has basically not fallen behind in business negotiations.

It doesn't mean that there is no at all. Not long ago, in an internal meeting with the board of directors of Blog China, Zhao Zejun seemed to have suffered a big loss. But soon, he changed his door and started again, completely suppressed the blog with Weibo, and the only negotiation that seemed to be a loss finally made him again.

Therefore, before coming, Liu Qiangdong was ready to bargain with Zhao Zejun in view of Zhao Zejun's personality and past experience, and the comparison of the actual situation of the two companies.

But he never expected that Zhao Zejun listened to his suggestion seriously, and in the end, he didn't give any room for negotiation, and refused without hesitation.

This...... To use the phrase that has been popular on the Internet lately, this is very unscientific.

Liu Qiangdong was in a bit of a trance at this moment, what he could bring to the other party did not seem to be a potential project that stood firm in the financial crisis, not the largest B2C e-commerce platform in China, nor a Jingdong with a unique business model that was enough to compete with Taobao in terms of dimensions, but a garbage company that had no value potential at all in the eyes of the other party, and people didn't even bother to think about it.

This is a problem, Zhao Zejun and Zelianke can get to this point, it is impossible not to see the future potential of Jingdong, and there is no room for discussion.

"Mr. Zhao......" Liu Qiangdong thought about it and was about to speak.

Zhao Zejun waved his hand and interrupted him.

"Mr. Liu, don't get me wrong, I said that I can't cooperate, it's not that I'm not optimistic about JD.com, on the contrary, my confidence in JD.com is stronger than most professionals, and even stronger than JD.com's shareholders. I believe that in the future, JD.com is a qualified company to stand side by side with Taobao in China. Zhao Zejun said.

"Then why can't the two of us work together?" Liu Qiangdong said: "I can't think of a reason. ”

"Let's put it this way. The first of the three items you just mentioned, money. ”

Zhao Zejun smiled: "Zelianke is not short of money, but this is based on Zelianke's use of funds for its own projects, spending hundreds of millions of dollars in exchange for a few points of shares in Jingdong, which is not of much value to Zelianke." Not cost-effective. ”

Liu Qiangdong frowned slightly, followed by Zhao Zejun and explained very clearly: "Jingdong is a high-quality enterprise, Zelianke is also a high-quality enterprise, the same investment of hundreds of millions, I put it in my own Zelianke, the future income, I'm afraid it will not be smaller than investing in Jingdong." So, you just said that I can't find a better investment option in China except for JD.com, and I don't agree with this sentence. ”

"I'll admit it's not too accurate." Liu Qiangdong nodded: "However, one of the core tasks of Zelianke's enterprise investment and development department is to carry out venture capital, and I believe that JD.com is the best choice among the external enterprises that are worth investing in at present." ”

Zhao Zejun smiled faintly: "Zelianke's venture capital is to maximize benefits, in other words, what we prefer is to be an angel investor and make the earliest investment, at least before the second round of financing, with a small and large." If JD.com had invited me in the previous financing, I would have invested without hesitation. However, in the next round of financing, the ratio of pay and harvest may not be as attractive to me as you think. ”

After a pause, he said: "In the next round of financing, exchanging money for Jingdong shares is just a no-win deal compared to the money I spent on Zelianke itself." So,This is the most fundamental reason why I don't want to cooperate with JD.com,Just ask,Since it's unprofitable,Why should I pay money and various resources,Help JD.com for free。 ”

Liu Qiangdong was scolded by Zhao Zejun continuously, and he was shocked at first, these words sounded very reasonable, and even the blind spot of his thoughts that he had not thought about before at all.

However, soon, he realized that Zhao Zejun's words were actually very problematic.

Plausible, stealing the concept.

Investing in a certain company and cooperating with a certain company is a very specific and detailed matter in itself, rather than being decided with a very absolute concept in a few words like Zhao Zejun.

It would be nice if, according to him, all companies with potential could use all the money on their own companies without having to invest.

"Of course, I'm talking about more than just money." Zhao Zejun continued: "I think, what Jingdong lacks the most now, in fact, is not money, just now Mr. Liu, the three cooperation projects you proposed, are really important for Jingdong, but the latter two, propaganda and the logistics center of southern Jiangsu Province." ”

"Yes, if it's just for a few hundred million, as long as I'm willing to open my mouth, there are many companies willing to exchange money for shares in Jingdong in the future." Liu Qiangdong nodded.

"Online publicity, the most users, and JD.com's most homogeneous are Blog China and Weibo, and obviously, Blog China is not as good as my Weibo in terms of current scale and influence, or as a commercial promotion. As for the logistics center, this is a physical industry, and I can help even more. ”

Zhao Zejun's words changed, and he asked rhetorically: "However, Mr. Liu, don't forget that Zelianke is a member of the Skynet Data Center Alliance, and like Alibaba, they are all core members. There is direct competition between JD.com and Alibaba, if I help JD.com, how can I explain it to Alibaba? ”

"Do you need to explain to Alibaba?"

Liu Qiangdong shook his head: "I don't think so, the Skynet Alliance is a loose organization, and the biggest obligation among members is to provide data for the data center, and the greatest right is to enjoy the results of the data center." Everything else has nothing to do with business ethics and is not subject to any legal and moral constraints. No matter what the relationship between JD and Taobao is, it does not prevent Zelianke from cooperating with JD.com. ”

paused, "What's more, there is an essential difference between the models of Jingdong and Taobao. ”

"Mr. Liu, you don't need to explain to me the concepts of B2B, B2C, or C2C, and you don't need to talk about JD.com's closed one-stop model. I'll just say one thing, your customers are all online shoppers, and your products are all varied and all-encompassing. The product you provide is the same, the customer base is the same, no matter what your business model is, it's a matter of how your business develops internally, but from the outside, it's direct competition. As for the data center, you are right, there is no moral constraint between me and Alibaba, but there is a lot of business cooperation, and I myself am the largest natural person shareholder of Alibaba. ”

Zhao Zejun smiled faintly: "For the sake of a few points of JD.com's shares, or the shares I bought with my own money, I sacrificed the benefits brought by Alibaba's cooperation, do you think it's cost-effective?" I don't need to explain to Ma Yun, but I need to explain to myself and Zelianke. ”

Liu Qiangdong can't return to Zhao Zejun's question for the time being, no matter how fast his brain turns, it will be impossible to find the answer for a while.

He has his own way, and if he can't figure it out, he will put it aside for the time being, so as not to get more and more entangled, and the more entangled he is, the more passive he becomes.

"So what's the trouble with the logistics center of southern Jiangsu Province?"

"Well...... Zhao Zejun leaned back from his seat and said leisurely: "It's no problem." The logistics center is an industry, and it has to deal with the grassroots in all aspects, and doing industry in southern Jiangsu Province is indeed what you just said, I said a word, I nodded, and Jingdong's logistics center can be built. On the other hand, if I don't approve, JD.com's life in southern Jiangsu Province will not be too easy. ”

"I can't think of a reason why you don't approve of it." Liu Qiangdong said: "Zezi is not involved in logistics, and there is no competition. Jingdong is a logistics center, which is of great help to the freight and Internet development of southern Jiangsu Province, and is beneficial to the entire Zezi system. ”

"I don't do logistics. The thing is, I have a very good relationship with Shunfeng Express. ”

Zhao Zejun said with a smile: "Shunfeng's logistics center in southern Jiangsu Province was built with my help, and the address is just in Nanping Industrial Zone, adjacent to my company, and their person in charge respects me very much." So, in terms of logistics, even if there is no JD.com, my Zezi system is very convenient. If I suddenly support JD.com now, it will inevitably damage the interests of Shunfeng. ”

The reason why Jingdong Mall struggled in the early days has a lot to do with its development strategy.

There are too many people to offend.

is also e-commerce, and it also seems that many physical store employees have lost their jobs, but Taobao and JD do have huge differences in models.

Taobao is only an intermediate platform, and everything else is not responsible, which has led to the development and prosperity of a large number of related industries such as express delivery; As a result, the quality of the products on Taobao is uneven, and it is not an exaggeration to say that it is the largest market for counterfeit goods in China.

Jingdong adopts a closed one-stop service, and the platform takes care of everything, from the manufacturer to take the goods directly, warehousing, freight, until the door-to-door delivery to the customer, every link, is operated by JD itself.

In doing so, the rights and interests of shoppers are protected to the greatest extent, but it also harms the interests of other practitioners in the marketing chain.

Take the goods directly from the manufacturer, minimize the price difference, so that the dealer has no way out; self-delivery, so that other express business business greatly reduced; Cancel the store, so that the physical operator has nothing to eat. JD.com collects all the profits in the industrial chain in its own hands to provide customers with high-quality services.

Therefore, where Taobao is, it can drive where an industry, where Jingdong opens, it will occupy a large area of industry there, forcing many people to die, naturally making many enemies, and it is very difficult to expand in the early stage.

"So, Mr. Liu, you have to know that I have my own industry, my own network and interpersonal network, and I even have to spend money to buy ...... for a few points of Jingdong shares."

Zhao Zejun smiled: "This is not an investment, but to make trouble for yourself." Cooperating with JD.com is an unnecessary big trouble for me. ”