Although China’s tourism market has been developing for some years，But important changes have occurred in the past two years: take online travel C business as an example，Ctrip integrated its main competitors after a series of operations，This has also directly caused other companies in the market that are engaged in Class C business to avoid it and turn to Class B business，But something unexpected，Less than a year since the last major event in the tourism industry，Class B business has welcomed the intervention of giant Alibaba。Reportedly，October 11th，Alibaba Travel released a new strategic product-Alibaba Business Travel，This may also be the new project incubated by nearly a hundred people mentioned by the person in charge of Alibaba Travel at the 2016 Global Travel News Summit。The author thinks this is also a big event。188bet Online Sports Betting and Casino

The zero-sum game has encountered a bottleneck, and Alibaba needs to seek a breakthrough

Since Alibaba Travel became independent from Taobao and became involved in the C-type business in a high-profile manner，This shows Ali’s determination to get a share of the tourism market，The big cake and the wide road are always in the mature standard product market，This determines that we must compete with other major players in the market to compete for the market；The process of grabbing these two years may not be smooth sailing，First, 188bet app download the major players in the market were “annexed” one by one by the greedy snake Ctrip and won the main say in the market，Including the "unimportant" ones that Ali ridiculed at the beginning；The second is after Ctrip merged with Zonglianheng，Start sniping Alibaba’s business immediately，For details, please see "Alibaba Travel Confirmed to Be Blocked, Ctrip Says It Respects Hotel Choice"、"Strengthening upstream resources: Ctrip reaches a general distribution agreement with Qianjia Hotels" etc.，This directly caused Ali Travel to enter street fighting mode，Carrying with weight；The third is a series of experience improvement "experiments" conducted by Ali on the resource side, such as "future scenic spots"、“Future Hotel” and even the relatively pragmatic “IP strategy” have not attracted consumption，Of course, the next VR and the possible Alibaba live broadcast may not be able to compete in the market； Fourthly, the tourism market is no longer prosperous or even losing money due to the impact of overall investment and economy，Resulting in a serious reduction in the resources invested by various business units on the Alibaba platform，In addition, consumers are less novel about major promotions such as Double 11，Business that does not advance but retreats must not be new；

In summary，Alibaba must find a more efficient way to achieve business breakthroughs，Because it was difficult to work on the resource side before，So this time Alibaba chose to start from the category B buyer’s market。

Can Alibaba do a good job in Class B business？Let’s take a look at Ali’s conditions

1, innate genetic advantage.If you want to find a company in China that knows the best about Class B business，This is none other than Ali，This is determined by its genes，In addition to B2C Tmall and B2B2C Taobao, they have been operating B-type sellers for many years，The English-speaking Alibaba, which is based on its foundation, is specifically dedicated to serving type B buyers (it is strongly suspected that the traditional China Canton Fair was affected by this and no longer became popular), This means that Alibaba already has a very mature system prototype that can serve Class B sellers and buyers；

2, Advance payment is not a problem, there are many financial weapons.

One of the pain points of the traditional business travel business is the bad debts that advance funds and may cause secondary problems，To solve this problem，Many companies, including listed companies, are using P2P and other financing and risk transfer methods to operate their businesses，Details of this method are in the author’s previous article "The "Sweetness" of Finance and Tourism"，But Alibaba launches business travel business，You can completely rely on your own strength to advance funds and reduce the procurement costs of service companies，For example, Alibaba has implemented advances in C-side ticket booking and other services to enhance the experience - that is, as long as it complies with the policy，Refund even if the supplier does not operate，Alibaba can also provide real-time refunds to buyers；

Except for Alibaba’s own industry habit of being able to handle advances，Alibaba also has other heavyweight weapons in finance，Interest-free repayment period similar to "Huabei"，This is equally attractive to companies with and without financial pressure；Hua Qiao’s subsequent installment business has brought huge profits to the business。

3, traffic entrance and seamless connection;I have to say，Alibaba, who never gave up on instant messaging, finally made substantial progress on DingTalk after experiencing difficulties in "coming and going"，The stickiness is greatly enhanced because of the embedded enterprise OA service function，Now there are even more channels to provide related business services；

4，True use of platform big data to achieve many-to-many service model；The service model of traditional business travel is mostly one-to-one，But Alibaba’s platform undoubtedly has many-to-many service capabilities，Buyers can choose services from many sellers，Sellers can also distribute services to many buyers at the same time，Simple operation that may retain the key，For corporate buyers traveling personnel no longer need to handle invoices and advances，In the same way, managers of corporate buyers can also use Alibaba’s invoice quota management system to select one or more companies that can issue invoices to them for reversal；

In summary，The intersection of these conditions and advantages may produce a multiplier effect，Explosion effect。

Alibaba Business Travel may affect the market format

1, cut off transaction;The decision-making process for business travel procurement is nothing more than unified decision-making by the company and decision-making by the business travelers themselves，The former is more commonly used by medium and large companies，The latter is more commonly used by central companies，Once Alibaba Business Travel launches an enterprise version of the procurement application for business travelers，As a small and medium-sized company management, it is entirely possible to require unified procurement，Thereby cutting off the original business trip personality that was spread among competitors；

2, sniper the opponent;mentioned earlier，Ctrip launched a round of ban on Alibaba at the end of last year，The reason why we can do this is simply because we have mastered the buyer to "hijack" the resources，If Ali Business Travel goes smoothly，After accumulating to a certain amount, you can also counterattack your competitors，Even if the resource side cannot be biased towards itself, it is still possible to make it neutral。

In 188bet Online Sports Betting and Casino addition to the impact on resources，Ali can communicate directly、Finance、Price wars and other factors directly attack existing business travel companies in the market，This aspect will lead to the loss of its customers，On the other hand, the "fat meat" of existing business travel companies may become the "lean meat"。

3, investment and mergers and acquisitions;Investment and mergers and acquisitions are the fastest way to change the market format，Ctrip’s integration on the C side has proven this，But I believe that the effect will be better if combined with the above measure 2；

4, hurting "innocent";There is a joke saying this，The boss and the second child fight，beat the third and fourth children to death，The author does not fully agree that Ali’s business travel is definitely going to war with Ctrip，Because this market itself is huge，Not fully developed either，The long tail effect is not fully utilized，But for companies that also focus on B-category sales，Especially for a startup company, it must be a huge challenge and pressure，Therefore, it is necessary to fully evaluate the effects of giant peers；

What should Class B startups do?

Very simple，Don’t take countermeasures in the general direction to grab sales targets，But adopt a cooperative attitude to become its supplier，Optimize products and services at the same time to gain support and development opportunities，Of course，There will be a process。

“The world is yours，Also ours，But are they really all from BAT in the end?？”

* The author of this article is Yang Qingkun, an expert author of Zhihui Tourism.