Chen Ze did not expect that Li Mu would use the car's commercial insurance as a reference for pricing the club's annual fee. However, according to his analysis, this reference does have a certain specific meaning. For a sports car owner, it must have sufficient financial strength. , for him, the amount of car insurance, even if it is not a drop in the bucket, is at least not a large expenditure, and should be within the acceptance range of these car owners.
Immediately, Chen Ze asked Li Mu: "After we gradually complete the membership grading system, what kind of services will we provide to members of different levels?"
Li Mu thought for a while and said: "Members pay to join the club, on the one hand, for the club's connections, but on the other hand, they also want to enjoy the club's services, so membership fees are the basic operating funds for us to provide special services to our members. My thoughts Yes, think of the membership fee as a pre-recharge consumption. For example, an A-level user pays 100,000 yuan in membership fees every year. Then we will treat this 100,000 yuan as his pre-deposit amount in our club, and then customize various membership fees for them in the next year. This kind of free service will be used until all the 100,000 yuan is used up, and the remaining amount can be combined with some other paid projects.”
Chen Ze asked in surprise: "Take it from the people and use it for the people?"
Li Mu smiled and said: "That's true, but we calculate it based on market pricing, and there will be enough profit margins."
As he said that, Li Mu added: "For example, the cost for us to use the track for one time is one thousand yuan. We make a profit on this one thousand yuan, and we will also use this price when accounting for members. For example, we usually hold a cocktail party and go to a bar outside. The normal situation here is that the per capita consumption is 2,000 yuan, so we will also calculate the membership based on 2,000 yuan. A-level users pay 100,000 yuan, and we provide services worth 100,000 yuan. According to the profit rate of the high-end service industry, we have to Keep 50% of the gross profit.”
"That's pretty much it..." Chen Ze smiled and said, "I thought you wanted to take them 100,000, so just spend 100,000 on them."
Li Mu smiled and said: "How can such a good thing be possible? While we provide basic services to users who pay membership fees, we will also cooperate with major high-end service providers to launch other paid projects for those who provide golf, yacht, high-end Suppliers of overseas travel and high-end parties connect to us, they provide services, and we sell to members. At that time, we encourage members to prepay in our club, find a senior event planner, and continuously customize it for them. , combine various entertainment projects, and let them carry out group-style high-end consumption through us. In this way, our club will not only have a certain amount of funds on its books, but also earn considerable profits while selling high-end services. "
The high-end service industry itself is an industry with very high gross profit. However, although the gross profit of this industry is high, the net profit is relatively average. The main reason is that selling these high-end services itself requires high operating costs.
A high-end membership in a golf club may cost at least 200,000 to 300,000 yuan a year, but the commission for sales staff must be at least 5-10%, and some may even be higher.
It is difficult for merchants like golf clubs to expand high-end users simply by relying on their own sales teams, so they usually look for merchants with high-end users to cooperate, such as five-star hotels or high-end brand 4S stores. Merchants with high-end customer resources will carry out consignment sales, and this cooperation model must give the seller at least about 20% of the sales share.
If the CSC club succeeds, the number of high-end users it can gather here will definitely exceed that of any 4S store in Yanjing or even the country. By then, the club will not only have considerable sales volume for high-end service merchants such as golf clubs, but also Get at least 20% or even higher sales share, which will also become a major source of income for the club in the future.
After listening to Li Mu's comprehensive analysis, Chen Ze completely understood Li Mu's gameplay. No matter what Li Mu did, he pursued a complete business model. The future of the club must not only gather high-end users, but more importantly, the club itself must have a A healthy business model to maintain its own operation. Although both Li Mu and Chen Ze have enough money to maintain such a club for a long time, in Li Mu's eyes, any business model that cannot achieve self-sufficiency is He would not be interested in a product of failure.
At this time, Li Mu added: "After we gather a large number of high-end users in the future, the first thing we must think about is how to provide high-end users with a full range of high-end customized services. If everyone just gets together to play with cars, brag, and bubble Ma Zi, not only are clubs like this unable to improve their level, but it is also difficult for them to develop significantly, so we not only have to consider their food, drink and entertainment, but also higher-level things."
"Higher-level things?" Chen Ze was a little confused. He was indeed not good at business, and his thinking model in this regard was far less vivid than Li Mu's.
Li Mu smiled and said: "Look, we will gather a large group of rich first and second generations. These people have very high economic strength. We can guide and lead them to organize some charity activities in a group. On the one hand, we will provide Winning a better social reputation for the club will also bring them a better reputation. In addition, we can also set up an investment fund within the club in the future, open to all members through subscription, and then I will control this fund and make some investments with my company or my other funds to create a better internal financial product for everyone."
Chen Ze smiled and said, "This is interesting. Can you tell me more about it?"
Li Mu said: "It's actually very simple. Suppose the initial scale of this fund is 100 million yuan, we will make it into a tiered fund, and then the two of us will invest 50 million yuan as inferior funds first, and then invest 100,000 yuan per share. At the price, 500 shares will be issued to the entire fund, and each member can subscribe for a certain number of shares, and another 50 million yuan will be raised as priority funds. After 100 million yuan is raised, the fund will officially start operating."
“Our 50 million is used as inferior funds to cover the bottom line, taking the maximum risk while enjoying the maximum return; the members’ 50 million is used as priority funds, taking the minimum risk while enjoying the capped return. Suppose we set an annual net profit of 15% for this part of the priority funds. The upper limit of profit, then if this 100 million yuan earns back 30 million yuan in one year, then we need to pay the priority capital 50 million principal plus 7.5 million net profit, and the remaining 22.5 million profit belongs to us; if After losing 80 million yuan within a year, we still have to allocate 57.5 million yuan to priority funds first, and all the remaining losses will be borne by the two of us."
Chen Ze asked: "What if we lose everything?"
Li Mu smiled and said: "If we lose everything, everyone will lose everything. We don't need to pay additional priority funds. If we don't lose all the money, let the priority funds get it first until it has enough or until it is all taken."
Chen Ze looked at Li Mu like a monster and asked, "Where the hell did you learn so many tricks?"
Li Mu smiled and said: "Isn't it very common to have hierarchical funds? It is also a normal cooperation model to give priority to the worst. One is high risk and high return, and the other is lower risk and lower return. This can also guarantee the interests of these members to the greatest extent. "
With that said, Li Mu added: "If this fund starts to operate, we will use this fund to invest part of the projects on a small scale in the future. For example, if our Wanying wants to invest in a billion-dollar project, let this fund follow us." Invest 20 million. If I want to invest in a project worth hundreds of millions, let this fund invest 10 million. In short, let this fund participate in a small part of everything we do, which can be regarded as a little bit we give to our club members. Little perk.”
"By the way, if the fund is large enough, we can also use it to invest in the entrepreneurial projects of other members of the club. It is no problem to develop it into an internal venture capital fund, as long as it can operate in this circle. With a capital system, the centripetal force of this small circle will be very strong!"
Chen Ze was speechless for a long time. After a long time, he sighed: "If I didn't know you, I would blindly build a racing track by myself. I'm afraid I would have to accompany you all the way. Everything will be different after I know you. At this rate Look, I think this club can not only sustain itself, but also make a lot of money!"
Chen Ze was not only dazzled and dumbfounded by many of Li Mu's operating concepts, but some of these operations were still a little different even more than ten years later.
There are many well-known supercar clubs in later generations. The annual membership fee is only about 10,000 yuan. The membership fee is not expensive and the threshold is not high. They can gather a lot of people in a short period of time to have fun and occasionally make some influential things in the society. Although this kind of operation mode is not risky with small actions, it is very difficult to really expand the influence of the club.
Because the club itself, without financial support and a healthy business model, has easily developed into a gathering place for eating, drinking and having fun. Slowly, those members who spent money to join the club are just like spending money to join the club. White-collar workers who have a fitness card may never participate in club activities again after the three-minute heat has passed.
Under such an operating mode, no club of any kind can become bigger and stronger, so Li Mu needs to change his mind to a new idea, increase the cost of membership to a certain extent, but at the same time give club members sufficient feedback from activities, plus various Customized high-end services and the creation of an internal capital system will allow this club to have enough ability to spin itself and generate a strong gravitational pull.
Li Mu didn't know that while he was talking eloquently, he had completed the entire process of his deification in Chen Ze's mind.
Chen Ze looked at Li Mu with a pious face and asked him: "What should I do next?"
Li Mu said: "In addition to preparing the club's publicity, we also need to find a few planners who are good at high-end event planning, and find someone who is familiar with capital operations."
As he said that, Li Mu suddenly thought of his own affairs and said to Chen Ze: "By the way, I want to start a charity project. Can you find me a good project leader? It requires strong control skills and media sensitivity." of."
Chen Ze frowned and thought for a long time, then his eyes suddenly lit up and he blurted out: "I know a girl who used to be in the fashion industry. She has planned many major events in the domestic fashion industry. She is very capable, but she seemed to have lost interest in the fashion industry some time ago. I went to the North Pole and Africa by myself. I just came back last month. I can introduce her to you and you two can have a chat."
As soon as Li Mu heard that the other party was from the fashion industry, he knew that this person must be very sensitive to planning, public relations and media. Although it sounds unreliable for such a person to be responsible for the Veterans' Immortality project, one is serious and the other is exaggerated, but if you think about it carefully It's quite imaginative. I don't want Veterans' Immortality to be an official charity project that only focuses on influence to move China. If I want to commercialize it and make it a "well-known trademark of China", I need someone who doesn't press it. Those who play tricks will take the wrong approach!
(End of chapter)