Chapter 1688

In the late autumn, at the foot of the Great Wall, the summit forum of China US tourism industry was officially held.

This time, more than 30 enterprises from both sides participated in the forum.

The media of both sides also paid special attention to this forum, because it is the first Sino US tourism industry forum organized by the people.

As the sponsor of the forum, Li Mu announced the new business of "where to go Taobao" to the heads of enterprises on both sides.

"Go where" will become a new secondary section of Taobao, with domain name quna.taobao.com 。

In this section, Taobao will provide customers with air tickets to and from the first tier cities in China, hotels in the first tier cities in China and all over California, and other travel related resources and services.

"Where to go" is a travel product created by Li Mu this time. However, he didn't plan to spend money on it, but he was prepared to seize the tourism resources in his own hands from the route of eating resources.

Ctrip's business model is the intermediary and integrator in the tourism industry. However, its resources are not exclusive. Users can book hotels in Ctrip, where to go, flying pigs and other products, and there is basically no difference in price.

Li Mu thinks that the poor play the way of the poor, the rich play the way of the rich, the poor play the way of Ctrip. The rich play the way of the rich, simply spend money to buy resources, buy them and then do integration.

Therefore, Li Mu brought the leaders of Muye technology and Taobao to the summit forum. He asked Muye technology to discuss resource purchase with the service, and Taobao to discuss specific cooperation modes and requirements with them.

For example, Li Mu requires that from December, he first sells 10% of the air tickets between the first tier cities in China and California to Makino technology at a 20% discount on the market price, and then increases by 5% every month, up to 30% of the total air tickets.

The reason why we should take 10% first, and then increase 5% every month is that we should leave an initial stage for outbound tourism business, and the gradual growth will be more scientific.

Take Air China for example. Most of their flights from Yanjing to San Francisco and Los Angeles are discontented. If it's the off-season for studying abroad and traveling, the attendance rate is even less than 40%. Only during the Spring Festival, Christmas and summer vacation can the attendance rate reach more than 80%.

For such a flight, Li Mu asked Muye technology to pay 80% of the world's normal discount price first, and take 10% of the tickets in his own hands. Muye technology authorized Taobao to sell these tickets. Muye technology was responsible for its own profits and losses. Even if one of them was not sold, it would bear its own costs.

For Air China, if the price is 20% off, most of the time it won't lose money, because most of the time, the remaining seats of the flight are far more than 10%. In this case, Makino technology paid 10% of the cost, but it helped them a lot.

The only loss is the limited peak time every year. In the busiest days, there will even be oversold of the plane. The whole flight will sell 320 seats for 300 seats. In this case, there is basically no discount on the air tickets. In this case, 20% of the ticket price will be lost if we pay 20% off to Makino technology.

However, airlines are not idiots. They can measure the demand of peak season and off-season every year. Even if they lose a little money in peak season, it is more cost-effective to sell 10% of the total to Makino technology, so they have no reason to refuse.

The representative of Air China said to Li Mu, "Mr. Li, we have no opinion on the other conditions you put forward, but you need to increase by 5% every month until 50%. We want to know how you are going to operate after 30%?"

In most cases, Li Mu is willing to take 30% of the seats on a route with a seating rate of no more than 50%. For airlines, it's almost a dream to wake up with a smile, but they don't quite understand why Li Mu sets a 30% ceiling.

Li Mu said: "if 30% of your seats are bought by Makino technology, then I will suggest you try to open more flights, and Makino technology will take 40% of your flights directly!"

In Li Mu's opinion, he doesn't do charity for the airlines. If 30% of the air tickets are fully covered, the airlines will be naturally happy, but there is still a gap of 2-30% between them when they are fully loaded. For them, what they want most is to directly cover 50% or even 60% of Muye technology, so that their airline can be nearly fully loaded all the year round.

So, for their current established routes and flights, Li Mu only covers 30% of them at most. If you want to pack more, OK, you can add new flights. As long as the new flights are opened, I will take 40% directly.

This 40% is the guarantee to encourage airlines to open new flights. Only by encouraging and inducing airlines to open more flights, can the interaction between the two places become closer and closer.

The representative of Air China suddenly understood Li Mu's intention and said with a wry smile, "President Li, in this way, you just pulled us out of the fire pit and induced us to dig a new pit and jump in!"Li Mu said with a smile, "you have to seize the general trend. The national economy is developing better and better, the people are getting richer and richer, and there will be more and more outbound tourists in the future. It is not necessarily a bad thing to plan ahead, even if you lose a little money, it is not a big deal."

"Mr. Li, I have a question. If you can't sell this part of your package, will you allow us to reopen it before the departure date?" the representative of American Airlines asked

Li Mu thought for a moment, nodded and said, "it's OK. If I have a lot of idle resources, you can resell the rest of the seats 48 hours before the plane takes off. I should pay for your minimum guarantee. We will share 55% of the income from the sale, so that you can make more money and I can lose less."

If the price of a ticket is 5000 yuan, Li Mu should buy it from the airline at 4000 yuan first, but if he hasn't sold it before taking off, it's a waste. The airline can earn 4000 yuan from itself. Instead, it's better to unlock it to the airline before taking off. In that way, if they sell it at 4000 yuan , 55% on both sides, Li Muneng takes back 2000, but the airline makes 6000.

Both Huaxia Airlines and American Airlines are very satisfied with this clause. For them, this is to guarantee their interests to the maximum extent, and there is no reason to refuse it.

After talking with the airlines, the next step is to communicate with the two hotel groups.

In terms of hotels, Li Mu also offered a 20% discount. From next month, he took 10% of room resources directly from the two hotel groups, and also increased by 5% every month, up to 50% ceiling.

The hotel did not have any problems at this point, and all agreed to the cooperation proposal.

Air tickets and hotels are relatively simple, and the most troublesome is to integrate various resources of tourism companies on both sides.

Including but not limited to tour guide resources, grounding resources, and various peripheral supporting service resources.

Li Mu's idea is that in the future, where will Taobao sell its own bilateral group tour? For example, in the face of California users, sell Los Angeles group tour service to Yanjing, and then sell Los Angeles group tour service to Chinese users.

In the past, travel companies, especially travel agencies, used to integrate their own air tickets, hotels and other resources, come up with a set of solutions for users, and then wait to gather enough people to send the tours from the local area.

The departure group is led by the local guide, and then received by the local cooperative grounding company. It is specifically responsible for all kinds of local tourism affairs of this group, and then the departure group travel agency will settle accounts with the grounding travel agency.

For example, a tour group in Yanjing took a hundred people to Los Angeles for tourism. When the tour was launched, there were only two tour guides. The accommodation, catering, play and car use of these 100 people in Los Angeles were basically provided by local travel agencies or tourism companies.

The vast majority of travel groups, after sending people to their destinations and connecting with local partners, usually give up. Many domestic low-cost groups even sell tourists according to their heads. For example, a travel agency has organized 100 people to go to Chuncheng, which are all low-cost travel groups. They directly find a low-cost airline to send them, and then sell all these 100 people to local black travel Groups, local tour groups spend money to buy people away, with shopping everywhere, kejinkeng, or even in order to make money to buy and sell.

Now, because of Taobao in the middle, Li Mu can't allow anything to hurt his customers.

So Li Mu's requirement for the two tourism companies is that, first of all, all the resources quoted must be lower than the price they usually cooperate with the travel agencies in the industry.

This is because in Li Mu's eyes, these cooperative travel agencies can only be regarded as small wholesalers before each other, and they will become the largest wholesalers in the tourism industry.

They usually cooperate with some travel companies. They send several groups a year, which adds up to hundreds of guests. But if they can send them from Taobao to Li Mu in the future, they may reach tens of thousands of customers a year, which is the strength of the platform. Therefore, any company that cooperates with the platform must faithfully follow the requirements of the platform and never dare to Hu Hu Make a mess.

It's very similar to the app store of later generations. Almost every app developer will take the initiative to send his app to the app store for sale. However, the app store is very ruthless. As long as there is user consumption, he will deduct 30% from the developer. Moreover, he has a lot of restrictions on terms. If he violates the rules a little, he will be punished or even removed from the app store.

But even if Apple is so domineering, no app will take the initiative to get off the Apple App store, because they want to make money behind the platform bottom, no matter what the platform requires, they must do the same.

In addition to the lower price, what's more, Li Mu has to take the role of organizing and developing the group by himself, and arrange the tour guide and necessary service personnel for the group by himself.

According to the requirements of Taobao where to go, the destination tourism company should provide the necessary services for the self-supporting travel group with quality and quantity guaranteed, and must provide the services to the home without neglect, because only when the user is satisfied, they can settle the income from where to go. If the customer complains, where to go to Taobao has the right to deduct part of the expenses, or even to impose certain penalties!