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• In order to compete for a prime location, it took us more than half a year to communicate;

• It’s not that important to chase after the wind. As long as you continue to cultivate, you will make it someday;

• You ca n’t understand why a sausage machine that looks very low is bought by so many people;

• When I learned that the giants were going to suppress us, I was very excited: “The giants are going to hit us as a small startup?”

• Capital is a very good partner, not a food and clothing parent. If you ca n’t do it yourself, it ’s useless to die every day;

• I have n’t paid myself a few months ago, but since November, I dare to send myself 20,000 yuan a month;

• People who buy shoes now have money and are irrational. As soon as the brand and the sneaker are brainwashed, the wallet is handed over.

• This year has been miserable. I would like to give you a senior character’s motto: sincerity, kindness, refinement, perfection. The first four words do people, the last four words do things.

Part 1Low-key persistence type

I was so desperate for young people to become famous, but the company is on the right track and is rather bearish

Li Jiajia 33-year-old entrepreneur of design studio

I graduated from university in 2010 and worked as an interior designer in a well-known real estate company design institute in China. At the end of 2014, I followed the Shuangchuang wave to start a business with naked resignation. What I cut is the Internet home improvement outlet, which is also my old business.

In fact, as long as you have done renovations at home, you know there are many pain points in it. Several people from the Ali department talked to me many times and wanted to pull me to start a business together. I was so excited that I hadn’t slept for almost a week.

But when the share talks and the office space is good, I flinch. Because I am too familiar with this industry, an industry, the more pain points the deeper the water. Some traditional home improvement companies specialize in hammer trading. In order to obtain customers, they use below-cost prices to attract users, and then increase oil and water through additional items. This was contrary to my original intention, so I turned to high-end design.

High-end design has no fewer pits than home improvement. Once, Party A arrogantly asked me: “Why are your prices twice as high as your local counterparts? I’ll give you 5 minutes. If you can explain it clearly, you can continue to talk. If you don’t explain it clearly, you will be sent off.” I only returned him a sentence: “Because our team has made more mistakes than our colleagues.” In the end, I not only finished my PPT for an hour, but also successfully signed the order.

We have achieved 20 million revenue this year, and we are quite satisfied. Every year, I take my staff to study abroad, and I have a year-end bonus of 1 million +, and 16 days of Chinese New Year leave. The design circle is an industry with frequent job movements. The annual turnover rate of the normal design institute is 50%. From the beginning of 3 designers to 30 today, the turnover rate is almost zero.

I was particularly anxious in the first two years of my business, and I was extremely eager to become famous in my youth. I announced that the output value would be at least multiplied by two, and I would even slander my competitors sourly. When the company got on track, it became bearish. Originally, a company wanted to buy us for 50 million this year, and asked me to sign a three-year sale contract, which can cash out 30 million. After some internal struggles, I chose to give up.

I actually really love this industry, and now I hope others respect me not because my company is large, but because my work is mature. When people are confident enough, they are the brand.

This year has been miserable. Everyone is ashamed and unsure. I want to give everyone the eight-character motto of an industry senior: sincerity, kindness, refinement, perfection. The first four words do people, the last four words do things. These eight words are enough to keep me going.

I see a lot of education companies running this year. Their biggest problem is to treat prepayment as operating income and eager to expand. I knew from the start of the business that this money could not be moved. We are more willing to double our hearts every year and use compound interest to drive the company forward steadily.

The first is to control the pace of development of the entire company in its own hands, and the second is that the company can complete self-hematopoiesis, so that even if the environment is bad, it can have a place in the cold winter.

As long as the cost is kept low enough, it will not be a problem for another seven or eight years

Qian Qi 33-year-old founder of public relations company

I started my own public relations company three years ago and have earned 7 figures this year.

There is no secret at all. If there is, it is to cut everything that can be cut off and outsource everything that can be outsourced. Try to do everything yourself. The office location should be as cheap as possible. .

Early this year, the company successively cut from 14 people to only 4 people now. All business was cut, keeping the most basic configuration, one medium, one finance, one copy editor, and me. The main person is me, the others are of little significance. My company can’t afford planning, and customers have saved money this year. There is not much need for planning. If it is really needed, it will be outsourced. If a company agrees, I think two or even three companies can raise a plan.

I work 12 hours a day, and my employees’ salaries are maintained at the level they do not resign. Encouraging them to go out to work part-time, selling shoes and being a writer is fine, as long as it does not upset my customers. There are no new customers this year, and the customers are cutting back on food. It does n’t make sense to expand any more. I will keep my old customers. The clients I’m looking for are quite capable, and just “kneel” them well.

Being honest is also very important. I always cooperate with the KOL I work with, regardless of whether the customer is settled or not. I give everything that cannot be described. I can do what the customer requires. Just do it. If you ca n’t do it, give the customer money back. The customer trusts me. If you do n’t have money, give it less. When you have money, you will think of me. Some people can find a small list for me when they change companies.

The biggest worry this year is not that there are no customers. It is because the activities have not been able to make money. I have never encountered a situation where customers did not borrow. However, the budget of old customers is also dying. It was given to two or three hundred thousand in the previous year, and this year it was only less than 100,000.

I took a list of field activities at one time. I flew by myself and was there.I found two part-time employees. I had a fever the next day when I was there, but I couldn’t change four famous KOL manuscripts. It was suddenly unconscious in the middle of the night. Later, who was knocked by the brain like, “The manuscript has not been changed yet!” After waking up, I found that I had been lethargic for two or three hours. Fortunately, the customers didn’t find the messy, thinking that I was a small team to serve them.

As long as the cost is kept low enough, I don’t think it will be a problem for another seven or eight years. But the premise is that I’m still young, and I can still use my life to fight.

Part 4 hit the tuyere

I didn’t deliberately step on the air vent, but luck encountered the air vent

Liu Xing, 27, an entrepreneur in the animation industry

Our company is a professional CG art education. I am a co-founder.

In 2017, I followed my former leader, not to say I saw a market opportunity. We did not deliberately step on the air vent, but the company encountered the air vent during the development process. In the past two years, “Nazi” and “Wandering Earth” are very hot. They will use CG technology a lot and accidentally run into it.

The threshold in this industry is not high and the competition is fierce. We may have some innovation in the model to make it relatively smooth. The education in our industry is basically an employment model, and our model is to cooperate with the big guys in the market. We operate the course as a broker, so that teachers have the motivation to maintain the course, and will not want to leave if they can continue to do it. . In addition, we have our own media, with nearly 2 million fans. To be clear, the media does not participate in various trainings, but cooperates with the company’s business.

I think our company can come out. One is better luck. The other is that the division of labor between the partners is reasonable. The third is that the industry is not sufficiently competitive. The contacts are all art teachers. We have signed several top-level teachers in the industry, and we are not afraid of peer competition. In the course of the company’s development, we have also been extremely cost-effective.

Of course, the first year of entrepreneurship was quite difficult. In the first few months, I tried a few things in the direction and the overall salary was low. This year the company has 22 people with a net profit of more than 10 million. Earning money is very important for the continuous construction of employees. This year we first raised basic wages and added various benefits.

Our current status is not particularly different from three years ago, probably because we have been less sensitive to the outside world, but our capabilities will continue to improve as our experience increases. There are always new art students in the market that need employment and training every year.In addition to having a platform for operating cash, we also help others to develop the same system, tap out their own payment channels, and let them promote it. We can also earn the company’s price difference.

Ma Yun said that the crisis must be in danger. 2019 is an opportunity for the payment industry. The more layoffs and the company going out of business, the better our lives will be, as more people withdraw cash from credit cards, and more people will be nervous about repaying loans in the cold winter. We need to turn around. We may have more opportunities.

The fact is the same. Now our daily transaction value has been from 5 million at the beginning of the year to more than 20 million at the beginning of the day. Someone will send me a circle of friends to register for me. Hundreds and a thousand, now basically every pen is 20,000, some people take 100,000 a month.

We are not those companies that need financing, so we are not afraid of breaking the capital chain, nor do we need to burn money for promotion. We rely on the original users to promote themselves, because they promote the difference in fees that they can earn; It ’s difficult. Capital is so smart now. Where is it so easy to cheat their money.

Our payment system is also relatively mature. We work closely with those payment companies that have licenses. There is no problem with signing payment channels. Therefore, we are not worried about the development of the company for the time being. The only risk is national policy. I’ll do it for you.

In response to the interviewee’s request, Li Xiang, Xu Fei, Qian Yan, Liu Xing, McGrady, Hu Yizhan, and A Zhu were pseudonyms.