Message from Zhihui on June 6, 2016，The China Tourism Conference co-organized by Tourism TV and Huatai Securities was held in Nanjing Pablo Scenic Area，The theme of the conference is “cross-border”，The government gathered at the scene、New Internet tourism startup company、Capital and other relevant people in the tourism industry chain。188bet app download the content of Zeng Song, President of Baicheng Travel Network, on the expansion path of tourism platform enterprises，The article is compiled based on on-site recording。

188bet app download Travel Network was originally positioned as a travel agency that relies on Internet channels to sell travel products，After years of development，Recently completed listing on the New Third Board。Lead 188bet app download all the way，Zeng Song believes that enterprises will have different funds at different stages of the process，The direction of the use of funds determines whether the entire rhythm of the enterprise can be controlled when taking a step forward？

Now is the era of mobile Internet，User is King，188bet app download is also an era of great opportunities for outbound travel consumption，And 80、The post-90s generation is the main user group in 188bet app download era of outbound travel consumption，However, from the user side，Baicheng is not the content creator，Not a traffic provider，So under 188bet app download background, how will Baicheng develop in the future？

The following is the content of Zeng Song, President of 188bet app download Travel Network, on the expansion path of tourism platform enterprises:

Behind the platform itself is the enterprise，Enterprises must ultimately continue to create service value for users，But also to create value for shareholders。The first step of a business has determined its future，I will focus on 188bet app download topic today，The future development path of tourism enterprises from the perspective of managers。

The road to corporate expansion，Must revolve around two ecologies, internal and external，Formating common progress at different stages，188bet app download is how we can develop steadily。Enterprises will have different funds at different stages of development，The direction of the use of funds determines whether the entire rhythm of the company can be controlled when taking a step forward。

188bet app download era of low customer unit price and low gross profit, Baicheng’s way of survival

If you rely on burning money to buy traffic，Then there is no such opportunity。Looking back，Current industry data shows，Being born in the 1980s、The post-90s generation has created new tourism consumption opportunities in 188bet app download era，Thus prompting the establishment of new enterprises，But those born in the 80s and 90s are at 188bet app download stage，Its consumption power is still at a low stage。

Judging 188bet app download our data in the past 5 years in the industry，In the past five years, the unit price of outbound travel has dropped 188bet app download 6,000 to an average of more than 2,000 now，The gross profit margin among industry service users has increased 188bet app download 12% to 4% now。

Judging from 188bet app download phenomenon，The emergence of platforms has prompted increasingly fierce price competition in the entire market，Gross profit margin continues to decline，Then the enterprise is in such a development process，If he throws his only funds at users again，How can you still take your own steps？

188bet app download’s strategy is sharing and embracing.

Baicheng served 860,000 outbound users (transaction users) in 2015。About 1.8 million trading users 188bet app download year，We spend very little money on the C side。From the perspective of Baicheng’s customer acquisition cost on the C-side，Baicheng transaction user cost is 5 yuan。If we pay the platform cost，Our customer acquisition cost is 9 yuan，Spend 400 yuan compared to the entire industry、Compared to 500 yuan or even 600 yuan to find users，Baicheng customer acquisition cost is extremely low。Based on the existing customer unit price (two thousand、Three thousand)，Gross profit at 6%，Analysis from the user’s perspective，It is impossible to support a front-end ability to obtain users。Of course, 188bet app download analysis has a certain relationship with the company’s financial ecology。

Many companies are in their start-up stage，The funds received are very small，But its funds are invested in the C-side，Whether it is the angel stage、A round stage、B round stage，The ecology behind it is unsustainable。Whether you are in the entrepreneurial stage、Development period、Enterprises even reaching the mature stage，188bet app download algorithm is very important，The strength of internal strength determines the strength of external expansion。

Small starting point, big picture, complete 188bet app download services

How long is 188bet app download runway？is the Philippines’ 1500 runway，It is still our domestic 1800-meter runway？188bet app download runway determines at what stage your plane will reach when it will take off，In process of selecting runway，Which category you choose is very important。

Based on free travel is the iconic feature of 188bet app download era，Free travel is the new spark in the consumer habits of 188bet app download era。So what are the urgent needs for free travel？Before going abroad，60 days before the user leaves the country、40 days，What users generally do？In addition to paying attention to find strategies、Read the content to make an itinerary plan。Finally the free travel guest landed，What he needs is a ticket and a visa。

Air tickets category，The giants of big platforms，Already very occupied。But the visa business category has been empty before。When Baicheng proposed to expand visas as its core business in 2012，I remember that many people 188bet app download industry did not understand。

But，What we observed today，Whether it is a vertical industry、E-commerce industry，It is still a cross-border industry (cross-border e-commerce Meituan、Jumei Youpin，Look at China Merchants Bank mobile app for cross-border industries、Minsheng Bank Mobile App、CITIC Bank mobile app, etc.)，Including mobile QQ that will appear soon、Alipay’s localized life，will appear in front of Baicheng’s category API data interface。Start from one category in the business model，Maximize the scale of users，Build brand awareness among users，188bet app download is a journey that must be taken。

Extended categories of business model，Not imagined by the founding company，But it comes 188bet app download the needs of users。User needs are an extended logic based on user consumption behavior，188bet app download the destination，Who can help me get 188bet app download the airport to the hotel、Who can help me get 188bet app download hotel to attractions、Who solves the problem of not having to queue up to buy tickets、Who can help me solve the problem based on where I am going、Cheap air tickets 188bet app download where、As well as a series of questions such as hotels and apartments close to places to visit。

Changes in user consumption behavior constitute the iteration of business models，A new business model based on the accumulation and maturity of the user ecosystem，Then 188bet app download is based on business considerations，188bet app download also avoids the current industry，The homogeneous consumption model of both platforms and offline enterprises，Forming a competitive range among homogeneous products。

Baicheng is not a platform at the moment，Baicheng is an O2O company now。At 188bet app download stage，When we have been behind the platform，Baicheng’s core value is to provide value-added services to users。For example, visa matters，Users can apply for visas by themselves，You can also go to the visa center to apply for a visa yourself，Why choose Baicheng？Because Baicheng can solve your transportation problem、Professional questions、Problems with production、Audit issues。

Baicheng is a service company，An initial enterprise that transforms service processes and service scenario ecology based on the Internet。Baicheng is currently in a period of rapid development，In the process of business extension，Finance develops normally based on 188bet app download logic，Baicheng’s current visa service number is around 100,000 per month，Destination service is 50,000 passengers，Free travel service: 3,000 passengers per month，No matter which extended category，Baicheng’s products do not have negative gross profit margin，It is a business ecology based on a mature C-side ecology，Form healthy interaction and develop its business。

Invest in technology or offline human resources?

Finance is next。When pioneering，We don’t have a lot of money to be a front-end user、Building front-end Internet platform，But we can invest money in people，Part of the human body，We are divided into two parts: in the early start-up period, our capital investment is customer service，Based on service link，How to use modern tools to serve users well？Of course you will find it during the service extension process，If transformed through the Internet、Tool modification、The transformation of the process will change the interaction scenario between users and our customer service，The Internet starts 188bet app download here，In other words, invest in research and development。

73% of our costs now come from labor costs，R&D accounts for nearly 38% of labor costs，Expanded from 10% in the early stage to 38% now。When the system continues to replace some service scenario functions，In the process of moving from offline to online，There will be corresponding changes in the overall per capita productivity and production efficiency of the enterprise。Of course 188bet app download is changing，We believe that the emergence of mobile Internet has made the whole scene more convenient，Can be completed based on the user’s mobile phone。

Conclusion

I think that is when the internal and external ecology of the enterprise can form mutual care，The financial report must not be ugly。With the entire number of users、Increase in financial numbers，The company’s losses should be declining，Should be cross mode。It shouldn’t be more users，The greater the turnover，The greater the company’s market share，The greater the loss，It should expand with the number of users and business capabilities，Loss going down。188bet app download way to maintain a natural, steady and continuous growth，You can calculate the profit point。

In category，After Baicheng extended its destination last year，Customization launched in the first quarter of 188bet app download year，Start testing from the front end，Is the user willing to give us his customization requirements？We found another major change in customization？All of 188bet app download comes from our users as the core，Whether it is an extension of business、Allocation of human capital、The direction of system development has formed such a trend。

If the formation of financial form is such a trend，We believe that the value of capital will come naturally，Baicheng from 2012 to now，Baicheng’s real financing is the C round，But the total funds we used in the C round were about 300 million，But created 2 million outbound transactions。Forecast according to trend，Next year’s data will exceed 3.5 million outbound trips。In 188bet app download process, Baicheng only needs to accompany its core users (post-80s generation、post-90s），Traveling alone among the post-90s generation、Couple travel；Some families born in the 1980s embark on a trip of three people，Traveling with children，Thus, different products can be configured according to changes in user needs，To meet the needs of users。

188bet app download our second quarter data，Natural growth in the first quarter，Without increasing fees in the market，Baicheng’s first quarter growth was over 60%，Looking at the second quarter now, the rate will be above 90%。

Judging from the current figures reflected in various places in the entire industry，We think Baicheng’s numbers are very gratifying and proud。What I want to express here is: in such an era and stage，Based on the post-80s generation、Post-90s generation enters the stage of China’s consumer army，As well as the core team of the company from the 60s、Post-70s to post-80s、Post-90s，The emergence of new great companies is possible。Of course, 188bet app download comes from the company’s decision-makers’ understanding of themselves，For every step of his decision-making in business operations，How to go steadily？How to take every step steadily？So that we can finally move on，is user、Industry，And create its own unique value for shareholders。

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