首发｜融资200万 他让1万汽车美容店掌中采购 30s勾搭供应商 月成交1千万
<span style="color: black;"><img src="http://mmbiz.qpic.cn/mmbiz_jpg/rWT4jjkl6U1sVR2sABEb0HtwNbslm0icfstKJvf9iaaxXfTMJrhX6Sh8NJQs5Yw1ZibSDQbIkCofI2JBRXMLSoMBA/640?wx_fmt=jpeg&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"></span><p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">◆</span> <span style="color: black;">配配汽车用品创始人方王</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">文| 铅笔道 记者 王梦瑶</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">►</span></strong><span style="color: black;">导语</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">去年5月，郑州市，熙熙攘攘的大街上，<strong style="color: blue;">方王的手机<span style="color: black;">忽然</span>响起一声“滴滴”。</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">信息提示音混在纷乱杂音中并不<span style="color: black;">显著</span>，但他还是听到了，并立刻屏住<span style="color: black;">呼气</span>、竖起耳朵。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">紧接着，周边<span style="color: black;">持续</span>有微弱的“滴滴”声响起。</span></strong><span style="color: black;">看着眼前一家家汽车用品美容店，方王的笑容<span style="color: black;">逐步</span>放大，一声“滴滴”<span style="color: black;">寓意</span>着App推送一个<span style="color: black;">需要</span>。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">几天前，他上线了配配汽车用品App，</span></strong><span style="color: black;">平台<span style="color: black;">触及</span>汽车内饰、外饰、电子<span style="color: black;">制品</span>、养护、照明、改装等多种品类。供应商（卖方）可展示商品类别和价格，店主（买方）既能浏览搜索商品信息，<span style="color: black;">亦</span>能发布<span style="color: black;">需要</span>，等待供应商响应。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">日前</span>，平台供应商<span style="color: black;">大概</span>1500家，店主1万多，平均<span style="color: black;">需要</span>响应时间约30秒。</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">自去年10月平台<span style="color: black;">增多</span>交易功能，<span style="color: black;">迄今</span>订单达4万（<span style="color: black;">包含</span>发布<span style="color: black;">需要</span>的线下订单），每月交易额超过一千万。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><img src="http://mmbiz.qpic.cn/mmbiz_jpg/rWT4jjkl6U1sVR2sABEb0HtwNbslm0icfsyibcpVfxuROQBwA1abRCiab8Kiab7FDCaicibXeGhwXO7OD4C5IOW3jIbA/640?wx_fmt=jpeg&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">注: 方王承诺文中数据无误，为其真实性负责，铅笔道已备份录音速记，为内容客观性背书。</span></strong></span></p><span style="color: black;"><strong style="color: blue;"><span style="color: black;">供给</span>汽车用品信息</strong></span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">10年前，郑州，方王大学毕业，误打误撞进入汽车配件行业，以OEM方式生产发动机零部件。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">暗里</span>，电商专业出身的他对互联网情有独钟，试图探寻两者的交叉点，</span></strong><span style="color: black;">但均以失败告终。“那会儿客户不常用电脑，最多安装个简易的管理软件。”</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">待时间前进至2008年，电脑联网已相当普及，而汽车用品行业异军突起。</span></strong><span style="color: black;">相较于维修场景下的汽车配件，导航、记录仪、坐垫等汽车用品的<span style="color: black;">运用</span>场景更为广泛，<span style="color: black;">能够</span>让车更实用、更美观、<span style="color: black;">乃至</span>更酷炫。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">人们的<span style="color: black;">需要</span><span style="color: black;">亦</span>在<span style="color: black;">出现</span>变化。</span></strong><span style="color: black;"><span style="color: black;">倘若</span><span style="color: black;">大众</span>都买了宝马5系，车型没办法改变，但车内“<span style="color: black;">必定</span>会装饰得不<span style="color: black;">同样</span>”。在方王看来，这是人们个性与文化属性的<span style="color: black;">表现</span>。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">之后6年，修理行业仍无甚变化，<span style="color: black;">平常</span>经营等事项多采用手记的形式，</span></strong><span style="color: black;">方王要推广活动只能前去面对面沟通。与此<span style="color: black;">同期</span>，用品终端汽车美容店的信息化服务却在<span style="color: black;">持续</span>完善。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">这或许与从业人员年龄<span style="color: black;">相关</span>。</span></strong><span style="color: black;">“做得好的修理厂老板都是从学徒慢慢升上来，大多45岁<span style="color: black;">上下</span>，而美容店店主平均年龄约30岁，对新事物接受程度高。”</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">方王平时爱玩车，他愈发觉得汽车用品市场与互联网更为契合，而前景<span style="color: black;">亦</span>更广阔。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">2014</span></strong><strong style="color: blue;"><span style="color: black;">年年底，一个修理厂客户想转向汽车用品<span style="color: black;">营销</span>方向，</span></strong><span style="color: black;">但不知该<span style="color: black;">怎样</span>筛选货源，只能翻行业杂志或会刊，拨打<span style="color: black;">宣传</span>号码询问，“繁琐耗时”。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">恰逢配件业务收入下滑，方王<span style="color: black;">即时</span>抽身，决定创办爱优配，</span></strong><span style="color: black;">转为美容店店主<span style="color: black;">供给</span>在线汽车用品信息，供其筛选采购。</span></span></p><span style="color: black;"><strong style="color: blue;">最快2秒响应<span style="color: black;">需要</span></strong></span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">彼时，O2O市场火热，方王不可避免受到影响，</span></strong><span style="color: black;">设计的首个电脑版软件中，<span style="color: black;">不仅</span><span style="color: black;">包含</span>B2B信息平台“配配”，连接汽车用品供应商（多为一级供应商）和店主；还有O2O版块，供店主管理顾客，“顾客<span style="color: black;">能够</span>关注该店，接收店铺推广信息”。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">去年年初，网站系统上线后，方王带团队挨家推广，“半小时安装，半小时讲解”。</span></strong><span style="color: black;">软件免费听起来又好用，店主纷纷<span style="color: black;">暗示</span>支持，仅<span style="color: black;">一月</span>，团队就给1000多家店安装了软件，平台<span style="color: black;">亦</span>上线了100多家货源。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">但<span style="color: black;">火速</span>，他<span style="color: black;">发掘</span>O2O版块几乎没人用，</span></strong><span style="color: black;">B2B平台的<span style="color: black;">运用</span>频次<span style="color: black;">亦</span>非常低，<span style="color: black;">每日</span>在线用户量仅有300～500。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">方王苦恼之余<span style="color: black;">起始</span>反思，</span></strong><span style="color: black;">店主对顾客管理的<span style="color: black;">需要</span>并不高，而找货<span style="color: black;">需要</span>虽在，但电脑版<span style="color: black;">运用</span>并不方便，<span style="color: black;">没法</span>随时随地查看，“软件关闭后<span style="color: black;">亦</span>收不到<span style="color: black;">信息</span>”，这些问题限制了用户黏性。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">他当即砍掉O2O版块，专心<span style="color: black;">开发</span>移动端配配平台。</span></strong><span style="color: black;">15天后，他上线了配配App1.0版本，平台<span style="color: black;">触及</span>汽车内饰、外饰、电子<span style="color: black;">制品</span>、养护、照明、改装等多种品类。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><img src="http://mmbiz.qpic.cn/mmbiz_jpg/rWT4jjkl6U1sVR2sABEb0HtwNbslm0icflscLLDysB13ozriameiaYlFiaGOXm9NmTR7MaBsJtBsrJaah7hkCxIic1g/640?wx_fmt=jpeg&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"></span><span style="color: black;">◆</span><span style="color: black;"> <span style="color: black;">配配汽车用品App界面</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">供应商（卖方）可在平台展示商品类别和价格，店主（买方）既能浏览搜索商品信息，<span style="color: black;">亦</span>能发布<span style="color: black;">需要</span>，等供应商响应。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">平台录有注册用户的<span style="color: black;">tel</span>信息，</span></strong><span style="color: black;">一旦有联系<span style="color: black;">需要</span>，用户可快速拨打<span style="color: black;">tel</span>沟通。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">为养成用户的<span style="color: black;">运用</span>习惯，<strong style="color: blue;">技术团队在1.0版本中设置了强制性推广，</strong>配配每天会推送50条信息，均是店主发布的<span style="color: black;">需要</span>。“走在市场里，时常听到<span style="color: black;">大众</span>手机<span style="color: black;">同期</span>响起滴滴声。”</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">平台<span style="color: black;">加强</span>了找货效率，响应速度最快为2秒钟，</span></strong><span style="color: black;">即店主甫一发布<span style="color: black;">需要</span>，还不待返回界面，就收到了供应商拨来的<span style="color: black;">tel</span>。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">十几天后，爱优配技术团队上线配配1.1版本，<span style="color: black;">准许</span>用户关闭强制性推广功能，<strong style="color: blue;">“<span style="color: black;">她们</span><span style="color: black;">已然</span><span style="color: black;">晓得</span>能从<span style="color: black;">这儿</span>发布或获知<span style="color: black;">需要</span>”。</strong></span></p><span style="color: black;"><strong style="color: blue;">上线交易功能</strong></span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">至去年8月，平台已收获5000店主，800多家供应商（多为一级供应商），多分布在郑州市。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">此时，配配仍停留在信息平台，并不<span style="color: black;">供给</span>交易服务。</span></strong><span style="color: black;">用户在平台上获知信息，<span style="color: black;">经过</span><span style="color: black;">tel</span>沟通达成合作后，走传统线下交易模式：卖家联系物流<span style="color: black;">机构</span>发货，送抵后由司机代收货款，原路送回，<span style="color: black;">全部</span>周期要7天之久。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">“行业内大家彼此信任度不高，依赖一手交钱一手交货，很少在线转账或打款。”<strong style="color: blue;">为<span style="color: black;">保准</span>送货效率和服务，卖家<span style="color: black;">常常</span><span style="color: black;">选取</span>小物流<span style="color: black;">机构</span>。</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">但这种模式的<span style="color: black;">危害</span>颇高。</span></strong><span style="color: black;">每逢9月旺季，“货款可能有几十万至几百万”，常有三两人的小物流<span style="color: black;">机构</span>携款跑路，卖家只能报案追讨。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">眼看临近9月，方王动了<span style="color: black;">开发</span>交易功能的念头，</span></strong><span style="color: black;">这不仅源于用户<span style="color: black;">需要</span>，<span style="color: black;">亦</span>与平台发展路径<span style="color: black;">关联</span>。“仅<span style="color: black;">供给</span>信息的话，平台只能靠<span style="color: black;">宣传</span>推广获利”，而交易数据的<span style="color: black;">累积</span>则有助于平台整合采购、库存<span style="color: black;">关联</span>的<span style="color: black;">更加多</span>服务。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">同期，<span style="color: black;">思虑</span>到人才和后期资本接入，<strong style="color: blue;">他将<span style="color: black;">开发</span>等团队迁来北京，随后<span style="color: black;">得到</span>天使汇及个人共200万元的天使轮投资。</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">去年10月，方王上线配配2.0版本，添加了交易功能。</span></strong><span style="color: black;">买家支付钱款暂存平台，卖家发货，待前者确认收货后，钱款会发至卖家账户，“钱货<span style="color: black;">掰开</span><span style="color: black;">能够</span>规避物流<span style="color: black;">危害</span>”。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">他联系供应商开展在线促销测试，<span style="color: black;">营销</span>100元以内的毛巾、挂件等商品。</span></strong><span style="color: black;">“两三个月后，用户便习惯了在线交易”，单个用户每月约在线交易几次，每次金额两三千，<span style="color: black;">迄今</span>最高交易额为5万元。</span></span></p><span style="color: black;"><strong style="color: blue;">月交易额过千万</strong></span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">交易功能上线不久，一个供应商打<span style="color: black;">tel</span>反馈平台<span style="color: black;">显现</span>Bug，</span></strong><span style="color: black;">用户当面支付几十元的商品，刷到了几百块的代金券。“若非<span style="color: black;">即时</span>反馈，等事态扩散后可能会很难处理。”提及用户对<span style="color: black;">制品</span>的支持，方王甚为感动。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">之后，团队<span style="color: black;">持续</span>优化<span style="color: black;">归类</span>、界面流畅度、主界面等，</span></strong><span style="color: black;"><span style="color: black;">例如</span>将<span style="color: black;">评估</span>系统由实名改为匿名，“在彼此认识的<span style="color: black;">状况</span>下，除非撕破脸，否则用户很少提交差评”。团队会回访未<span style="color: black;">评估</span>用户，以此来<span style="color: black;">掌控</span>用户和<span style="color: black;">制品</span>质量。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><img src="http://mmbiz.qpic.cn/mmbiz_jpg/rWT4jjkl6U1sVR2sABEb0HtwNbslm0icfYV0fiacoIzBmHjeavZGV3vHrQHtUV2Xrs3L3ia8liaiaPGkDoaPe5Cxwrg/640?wx_fmt=jpeg&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"></span><span style="color: black;">◆ </span><span style="color: black;">配配汽车用品App界面</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">为便于供应商管理进销存，今年11月，<strong style="color: blue;">方王<span style="color: black;">开发</span>并上线了一款SaaS系统，记录并分析在线交易信息。</strong>供应商录入商品种类和数量后，可随时<span style="color: black;">查找</span>商品信息和客户信息，<span style="color: black;">包含</span>爆款<span style="color: black;">制品</span>、<span style="color: black;">营销</span>频率、客户星级等。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">方王指出，平台会以集采或抄底等形式<span style="color: black;">加强</span>毛利率，<span style="color: black;">将来</span>计划<span style="color: black;">增多</span>自营商品。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">日前</span>，平台供应商<span style="color: black;">大概</span>1500家，店主1万多，平均<span style="color: black;">需要</span>响应时间约30秒。</span></strong><span style="color: black;">自交易功能上线<span style="color: black;">迄今</span>订单达4万（<span style="color: black;">包含</span>发布<span style="color: black;">需要</span>的线下订单），每月交易额超过一千万。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">供应商会缴纳年服务费和交易佣金，方王预计于年底打平盈亏。</span></strong><span style="color: black;">待郑州市及周边市县的交易量过亿，并打通物流系统后，他会将模式逐步扩展至其它省市。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">此时，他正在筹备新一轮的融资，</span></strong><span style="color: black;"><span style="color: black;">重点</span>用于人才、硬件设备、物流等方面。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">编辑 邵 希 校对 石晗旭</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="http://mmbiz.qpic.cn/mmbiz_jpg/rWT4jjkl6U1UNetvfSjCKZR5742CbYoryiamxecH6zruNsWnD76jwWEyrgsVLC2l3omiaNZTg5RmibYS42XTrwdEQ/640?wx_fmt=jpeg&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="http://mmbiz.qpic.cn/mmbiz/rWT4jjkl6U1L1a0G76TCW4oROIEhmzTWp7UkZ8R0kzpDYZnTSDDoqAxYJhumtYib6zBuTll55AGYiaBSRINficAAA/640?wx_fmt=jpeg&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"></p>
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