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莱杯咖啡CEO周培杰:自助咖啡切入新零售

来源: 南方日报网络版     时间: 2018年10月16日 14:57:12
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(原)(标)(题)(:莱)(杯)(咖)(啡)(CEO周)(培)(杰)(:自)(助)(咖)(啡)(切)(入)(新)(零)(售)(
口)(述)(/周)(培)(杰)(莱)(杯)(咖)(啡)(创)(始)(人)(兼)(CEO
经)(济)(观)(察)(网)(记)(者)(高)(阳)(采)(访)(整)(理)(
创)(业)(缘)(起)(
创)(业)(前)(我)(在)(易)(到)(用)(车)(工)(作)(,担)(任)(创)(新)(业)(务)(部)(总)(监)(,易)(到)(创)(始)(人)(周)(航)(是)(我)(的)(老)(板)(。我)(在)(易)(到)(学)(到)(了)(很)(多)(,但)(内)(心)(一)(直)(想)(创)(业)(。2015年)(,易)(到)(正)(好)(有)(一)(个)(内)(部)(创)(业)(项)(目)(,计)(划)(与)(众)(信)(旅)(游)(一)(起)(成)(立)(一)(家)(合)(资)(公)(司)(,做)(华)(人)(海)(外)(用)(车)(业)(务)(。周)(航)(本)(打)(算)(让)(我)(去)(担)(任)(新)(公)(司)(的)(CEO。但)(经)(过)(慎)(重)(考)(虑)(,我)(没)(有)(接)(这)(个)(项)(目)(。
我)(认)(为)(创)(业)(要)(想)(清)(楚)(两)(个)(重)(要)(的)(问)(题)(。第)(一)(,业)(务)(机)(会)(,即)(:你)(看)(到)(了)(什)(么)(深)(信)(不)(疑)(且)(存)(在)(足)(够)(商)(业)(价)(值)(的)(机)(会)(。第)(二)(,你)(与)(项)(目)(的)(关)(系)(,这)(个)(项)(目)(为)(什)(么)(是)(你)(,而)(不)(是)(别)(人)(?如)(果)(我)(没)(有)(确)(定)(的)(答)(案)(,就)(无)(法)(说)(服)(自)(己)(全)(力)(以)(赴)(。
同)(一)(时)(期)(,朋)(友)(与)(我)(一)(起)(调)(研)(了)(一)(个)(共)(享)(场)(地)(的)(项)(目)(。当)(时)(看)(到)(了)(很)(多)(非)(标)(的)(闲)(置)(场)(地)(,于)(是)(就)(和)(朋)(友)(一)(起)(琢)(磨)(能)(不)(能)(做)(一)(个)(平)(台)(。然)(而)(,调)(研)(了)(一)(个)(多)(月)(,我)(们)(发)(现)(已)(经)(有)(人)(先)(于)(我)(们)(切)(入)(了)(这)(一)(领)(域)(。百)(场)(汇)(在)(2014年)(4月)(已)(经)(上)(线)(。我)(们)(对)(该)(项)(目)(做)(了)(研)(究)(与)(评)(估)(,结)(论)(是)(我)(们)(不)(一)(定)(能)(比)(百)(场)(汇)(做)(得)(更)(好)(。如)(此)(来)(看)(,尽)(管)(这)(个)(项)(目)(存)(在)(商)(业)(价)(值)(,但)(我)(们)(错)(过)(了)(最)(佳)(切)(入)(的)(时)(机)(。我)(认)(为)(,创)(业)(的)(本)(质)(是)(创)(新)(,而)(不)(是)(重)(复)(造)(轮)(子)(,因)(此)(我)(继)(续)(寻)(找)(新)(的)(项)(目)(机)(会)(。
2015年)(10月)(,我)(与)(朋)(友)(在)(北)(京)(东)(四)(环)(附)(近)(的)(一)(家)(咖)(啡)(厅)(头)(脑)(风)(暴)(。我)(们)(聊)(得)(天)(马)(行)(空)(,甚)(至)(想)(到)(了)(区)(块)(链)(养)(猪)(项)(目)(。突)(然)(,店)(员)(端)(上)(一)(杯)(咖)(啡)(,大)(家)(的)(话)(题)(也)(随)(之)(转)(移)(。一)(杯)(咖)(啡)(成)(本)(只)(有)(几)(块)(钱)(,但)(在)(咖)(啡)(厅)(一)(杯)(要)(卖)(几)(十)(块)(钱)(,毛)(利)(很)(高)(,而)(且)(是)(一)(个)(高)(频)(消)(费)(,很)(多)(人)(喝)(咖)(啡)(会)(上)(瘾)(。我)(们)(都)(认)(为)(,咖)(啡)(作)(为)(一)(种)(日)(常)(饮)(品)(,市)(场)(上)(有)(着)(非)(常)(成)(熟)(的)(需)(求)(。但)(市)(场)(上)(的)(需)(求)(要)(被)(大)(大)(激)(发)(的)(话)(,需)(要)(降)(低)(现)(磨)(咖)(啡)(的)(零)(售)(价)(格)(。
为)(什)(么)(咖)(啡)(会)(卖)(这)(么)(贵)(?主)(要)(是)(因)(为)(场)(地)(租)(金)(和)(人)(力)(成)(本)(。一)(家)(占)(地)(200平)(方)(米)(的)(咖)(啡)(店)(,需)(要)(4-5位)(店)(员)(。如)(果)(把)(场)(地)(缩)(小)(到)(1平)(方)(米)(,一)(个)(人)(管)(理)(20台)(自)(动)(设)(备)(,成)(本)(结)(构)(就)(完)(全)(不)(一)(样)(了)(。如)(果)(机)(器)(的)(成)(本)(是)(2万)(一)(台)(,一)(天)(一)(杯)(咖)(啡)(10块)(钱)(,5年)(折)(旧)(,一)(天)(只)(要)(卖)(出)(去)(7杯)(就)(能)(盈)(亏)(平)(衡)(。当)(时)(我)(生)(起)(了)(一)(个)(想)(法)(,能)(不)(能)(研)(发)(一)(台)(自)(助)(咖)(啡)(机)(?
那)(次)(头)(脑)(风)(暴)(之)(后)(,我)(确)(立)(了)(创)(业)(的)(目)(标)(和)(方)(向)(。很)(快)(,我)(开)(始)(在)(国)(内)(寻)(找)(制)(造)(自)(助)(咖)(啡)(机)(的)(代)(工)(厂)(。中)(国)(的)(自)(助)(售)(卖)(机)(行)(业)(从)(1996年)(开)(始)(起)(步)(,如)(今)(已)(经)(发)(展)(了)(20多)(年)(。日)(本)(和)(欧)(美)(的)(自)(助)(咖)(啡)(机)(相)(对)(普)(及)(,很)(多)(设)(备)(也)(在)(中)(国)(制)(造)(。当)(时)(我)(找)(到)(了)(杭)(州)(的)(一)(家)(代)(工)(厂)(,他)(们)(主)(要)(生)(产)(自)(动)(卖)(水)(的)(机)(器)(,但)(已)(经)(开)(始)(研)(发)(咖)(啡)(自)(动)(售)(卖)(机)(。尽)(管)(那)(时)(候)(还)(没)(有)(成)(立)(公)(司)(,我)(当)(场)(就)(决)(定)(采)(购)(10台)(设)(备)(,回)(去)(就)(打)(了)(20多)(万)(现)(金)(过)(去)(。
2015年)(12月)(,公)(司)(成)(功)(注)(册)(。2016年)(3月)(,我)(正)(式)(从)(易)(到)(离)(职)(开)(始)(创)(业)(。这)(就)(是)(莱)(杯)(咖)(啡)(的)(创)(业)(缘)(起)(。
融)(资)(与)(扩)(张)(
正)(式)(创)(业)(之)(后)(,我)(很)(快)(启)(动)(融)(资)(,前)(后)(聊)(了)(7个)(投)(资)(人)(,但)(都)(没)(有)(结)(果)(,因)(为)(去)(年)(大)(家)(都)(不)(看)(好)(重)(资)(产)(。在)(发)(展)(路)(径)(上)(,因)(为)(启)(动)(资)(金)(有)(限)(,我)(采)(用)(了)(贸)(工)(技)(的)(模)(式)(。一)(开)(始)(没)(钱)(自)(主)(研)(发)(,于)(是)(先)(采)(购)(设)(备)(验)(证)(需)(求)(。凭)(借)(10台)(设)(备)(,我)(一)(个)(人)(在)(北)(京)(起)(步)(,打)(算)(把)(各)(类)(场)(景)(都)(选)(择)(一)(个)(样)(板)(去)(投)(放)(,包)(括)(酒)(店)(、学)(校)(、写)(字)(楼)(。当)(时)(在)(一)(些)(场)(景)(当)(中)(看)(到)(有)(类)(似)(的)(设)(备)(,我)(非)(常)(开)(心)(,因)(为)(不)(止)(我)(一)(个)(人)(看)(好)(这)(个)(市)(场)(,有)(一)(种)(抱)(团)(取)(暖)(的)(欣)(慰)(。
我)(从)(易)(到)(拉)(了)(两)(位)(同)(事)(加)(入)(,但)(到)(2016年)(5月)(时)(,资)(金)(压)(力)(太)(大)(,发)(不)(起)(工)(资)(,他)(俩)(只)(能)(离)(开)(。这)(时)(候)(,只)(有)(我)(一)(个)(人)(坚)(持)(去)(把)(项)(目)(运)(营)(下)(去)(。此)(后)(3个)(月)(时)(间)(,我)(一)(个)(人)(承)(担)(客)(服)(、销)(售)(、补)(货)(、售)(后)(、故)(障)(维)(修)(多)(重)(角)(色)(。
到)(了)(2016年)(8月)(,一)(个)(月)(收)(入)(能)(有)(2万)(,尽)(管)(商)(业)(模)(式)(已)(经)(验)(证)(,但)(我)(越)(发)(意)(识)(这)(类)(重)(资)(产)(的)(项)(目)(光)(靠)(我)(个)(人)(的)(投)(入)(远)(不)(足)(以)(支)(撑)(,融)(资)(是)(当)(务)(之)(急)(。各)(路)(资)(本)(不)(看)(好)(的)(时)(候)(,我)(找)(到)(了)(我)(在)(易)(到)(的)(老)(板)(周)(航)(。他)(和)(另)(两)(个)(前)(辈)(出)(资)(300万)(作)(为)(天)(使)(投)(资)(。拿)(到)(这)(笔)(钱)(,我)(赶)(紧)(开)(始)(扩)(充)(团)(队)(。从)(一)(开)(始)(我)(就)(瞄)(准)(要)(研)(发)(自)(己)(的)(SaaS系)(统)(,必)(须)(有)(自)(己)(的)(核)(心)(竞)(争)(力)(。我)(从)(易)(到)(引)(进)(了)(一)(位)(合)(伙)(人)(,他)(此)(前)(在)(易)(到)(担)(任)(产)(品)(经)(理)(,加)(入)(团)(队)(之)(后)(负)(责)(系)(统)(研)(发)(。2017年)(3月)(,我)(们)(完)(成)(了)(1000万)(规)(模)(的)(Pre-A轮)(融)(资)(,投)(资)(方)(是)(梅)(花)(天)(使)(。6月)(,又)(完)(成)(了)(真)(格)(基)(金)(的)(徐)(小)(平)(老)(师)(领)(投)(的)(数)(千)(万)(规)(模)(的)(新)(一)(轮)(融)(资)(。
莱)(杯)(咖)(啡)(的)(自)(助)(咖)(啡)(机)(,占)(地)(不)(到)(1平)(米)(,高)(度)(为)(1.97米)(,配)(有)(一)(个)(23.6寸)(的)(触)(摸)(屏)(;另)(一)(款)(桌)(面)(式)(咖)(啡)(机)(体)(积)(约)(为)(柜)(式)(的)(三)(分)(之)(一)(,相)(对)(较)(小)(,屏)(幕)(为)(14寸)(。两)(类)(机)(型)(均)(可)(以)(提)(供)(现)(磨)(咖)(啡)(、奶)(茶)(等)(16种)(饮)(品)(,单)(杯)(约)(270ml,客)(单)(价)(在)(10到)(15元)(不)(等)(。其)(中)(,单)(杯)(花)(式)(咖)(啡)(出)(品)(时)(间)(不)(到)(1分)(半)(,浓)(缩)(咖)(啡)(出)(品)(时)(间)(则)(在)(1分)(钟)(以)(内)(。
当)(下)(阶)(段)(,我)(们)(的)(咖)(啡)(自)(助)(设)(备)(按)(照)(优)(先)(级)(排)(序)(,面)(向)(几)(大)(场)(景)(,包)(括)(:高)(校)(、景)(区)(、医)(院)(、写)(字)(楼)(、公)(司)(内)(部)(。现)(在)(,莱)(杯)(咖)(啡)(已)(经)(进)(入)(了)(15个)(城)(市)(,铺)(设)(了)(数)(百)(台)(自)(助)(咖)(啡)(机)(设)(备)(。我)(们)(在)(北)(京)(、上)(海)(、南)(京)(、西)(安)(、武)(汉)(、成)(都)(这)(6个)(核)(心)(城)(市)(采)(取)(直)(营)(的)(模)(式)(,其)(他)(城)(市)(则)(开)(始)(尝)(试)(引)(入)(加)(盟)(机)(制)(。
我)(们)(在)(直)(营)(的)(城)(市)(成)(立)(了)(分)(公)(司)(,业)(务)(规)(模)(较)(小)(的)(地)(方)(3-4人)(,业)(务)(较)(大)(的)(地)(方)(10人)(左)(右)(。分)(公)(司)(主)(要)(负)(责)(商)(务)(拓)(展)(和)(运)(营)(维)(护)(。每)(一)(个)(城)(市)(落)(地)(之)(前)(,我)(都)(会)(亲)(自)(前)(往)(进)(行)(详)(尽)(的)(市)(场)(调)(研)(。一)(旦)(决)(定)(落)(地)(,我)(都)(会)(亲)(自)(坐)(镇)(把)(团)(队)(搭)(建)(起)(来)(。先)(招)(人)(,再)(拓)(展)(场)(地)(,同)(时)(搭)(建)(配)(套)(的)(仓)(库)(和)(补)(货)(体)(系)(。物)(流)(配)(送)(都)(是)(我)(们)(自)(己)(完)(成)(。一)(开)(始)(很)(简)(单)(粗)(暴)(,但)(体)(系)(却)(在)(飞)(快)(完)(善)(,目)(前)(我)(们)(全)(部)(运)(营)(维)(护)(都)(是)(靠)(一)(套)(移)(动)(软)(件)(实)(时)(监)(控)(,毫)(不)(谦)(虚)(的)(讲)(可)(以)(说)(是)(行)(业)(最)(领)(先)(的)(服)(务)(系)(统)(。
我)(们)(目)(前)(正)(处)(在)(业)(务)(的)(高)(速)(发)(展)(期)(,早)(期)(困)(扰)(我)(们)(的)(设)(备)(稳)(定)(性)(问)(题)(在)(今)(年)(上)(半)(年)(得)(到)(完)(整)(解)(决)(。我)(们)(还)(在)(今)(年)(7月)(份)(,赶)(在)(夏)(季)(初)(推)(出)(了)(第)(4代)(带)(制)(冰)(功)(能)(的)(新)(机)(器)(。因)(为)(我)(们)(这)(帮)(人)(真)(的)(很)(喜)(欢)(咖)(啡)(,也)(太)(想)(能)(用)(心)(做)(出)(一)(杯)(好)(咖)(啡)(,所)(以)(我)(们)(在)(材)(料)(上)(不)(惜)(力)(气)(。莱)(杯)(咖)(啡)(的)(原)(辅)(料)(都)(是)(来)(自)(全)(球)(和)(全)(国)(范)(围)(内)(最)(顶)(级)(的)(供)(应)(商)(。我)(们)(的)(咖)(啡)(豆)(烘)(焙)(商)(金)(米)(兰)(是)(中)(国)(最)(大)(最)(老)(牌)(的)(烘)(焙)(商)(,国)(内)(五)(星)(级)(酒)(店)(万)(豪)(、香)(格)(里)(拉)(酒)(店)(、里)(兹)(卡)(尔)(顿)(用)(的)(都)(用)(的)(是)(金)(米)(兰)(的)(咖)(啡)(豆)(。我)(们)(与)(金)(米)(兰)(合)(作)(,定)(制)(烘)(焙)(了)(一)(款)(适)(合)(国)(内)(口)(味)(的)(咖)(啡)(豆)(。此)(外)(,我)(们)(使)(用)(的)(奶)(也)(是)(从)(新)(西)(兰)(进)(口)(。
城)(市)(合)(伙)(人)(模)(式)(探)(索)(
今)(年)(9月)(,我)(们)(开)(始)(思)(考)(系)(统)(性)(的)(考)(虑)(加)(盟)(机)(制)(。尽)(管)(加)(盟)(看)(上)(去)(能)(实)(现)(快)(速)(扩)(张)(,但)(有)(一)(个)(问)(题)(一)(直)(困)(扰)(着)(我)(们)(,我)(们)(能)(给)(加)(盟)(商)(提)(供)(什)(么)(?换)(句)(话)(说)(,我)(们)(核)(心)(输)(出)(的)(价)(值)(是)(什)(么)(?
我)(们)(的)(团)(队)(不)(仅)(仅)(吸)(纳)(了)(来)(自)(Costa零)(售)(业)(的)(人)(才)(,热)(爱)(咖)(啡)(、熟)(悉)(咖)(啡)(的)(同)(时)(,互)(联)(网)(基)(因)(是)(我)(们)(最)(大)(的)(特)(点)(。完)(成)(第)(一)(轮)(融)(资)(以)(后)(,我)(们)(投)(入)(数)(百)(万)(资)(金)(自)(主)(研)(发)(了)(一)(套)(供)(应)(链)(管)(理)(SaaS系)(统)(。基)(于)(这)(套)(系)(统)(,可)(以)(云)(端)(校)(准)(咖)(啡)(配)(方)(,监)(测)(咖)(啡)(出)(品)(品)(质)(,加)(盟)(商)(也)(可)(以)(通)(过)(手)(机)(端)(实)(时)(查)(看)(每)(一)(台)(加)(盟)(设)(备)(的)(运)(行)(和)(销)(售)(情)(况)(,实)(时)(进)(行)(故)(障)(排)(查)(。
我)(的)(设)(想)(是)(,传)(统)(加)(盟)(核)(心)(的)(收)(费)(项)(目)(是)(靠)(信)(息)(不)(对)(称)(,因)(为)(输)(出)(核)(心)(能)(力)(太)(弱)(,因)(此)(基)(本)(是)(收)(割)(模)(式)(。我)(们)(内)(部)(的)(定)(位)(不)(叫)(做)(加)(盟)(,而)(是)(城)(市)(合)(伙)(人)(。我)(们)(不)(收)(取)(任)(何)(加)(盟)(费)(,设)(备)(也)(仅)(收)(取)(成)(本)(价)(格)(。对)(于)(加)(盟)(商)(来)(说)(,钻)(研)(咖)(啡)(产)(品)(门)(槛)(不)(低)(,投)(入)(重)(金)(研)(发)(系)(统)(更)(是)(困)(难)(,而)(基)(于)(我)(们)(的)(系)(统)(可)(以)(做)(好)(咖)(啡)(品)(控)(提)(升)(运)(维)(效)(率)(。加)(盟)(商)(可)(以)(免)(费)(试)(用)(我)(们)(的)(系)(统)(,但)(由)(我)(们)(来)(为)(加)(盟)(商)(提)(供)(各)(类)(国)(际)(国)(内)(最)(顶)(级)(供)(应)(商)(提)(供)(的)(原)(辅)(料)(,既)(能)(严)(控)(产)(品)(质)(量)(,也)(能)(节)(省)(加)(盟)(商)(的)(供)(应)(链)(管)(理)(成)(本)(。我)(们)(希)(望)(真)(正)(“做)(到)(大)(河)(有)(水)(小)(河)(满)(”,大)(河)(指)(的)(是)(加)(盟)(商)(,小)(河)(才)(是)(我)(们)(,只)(有)(加)(盟)(商)(能)(赚)(到)(钱)(,我)(们)(才)(能)(赚)(到)(SaaS服)(务)(和)(供)(应)(链)(的)(钱)(。基)(于)(这)(套)(逻)(辑)(,目)(前)(为)(止)(,莱)(杯)(咖)(啡)(已)(经)(发)(展)(了)(几)(十)(个)(加)(盟)(商)(,一)(个)(月)(的)(加)(盟)(收)(入)(近)(200万)(。
在)(中)(国)(,咖)(啡)(消)(费)(是)(一)(个)(不)(断)(扩)(大)(的)(增)(量)(市)(场)(。行)(业)(数)(据)(显)(示)(,现)(阶)(段)(每)(个)(中)(国)(人)(平)(均)(每)(年)(消)(费)(4杯)(咖)(啡)(。然)(而)(,在)(日)(本)(和)(韩)(国)(,每)(人)(平)(均)(每)(年)(消)(费)(200杯)(咖)(啡)(,是)(中)(国)(咖)(啡)(消)(费)(的)(50倍)(。不)(过)(,我)(相)(信)(这)(种)(差)(距)(会)(越)(来)(越)(小)(。中)(国)(人)(均)(咖)(啡)(消)(费)(量)(和)(日)(韩)(持)(平)(可)(能)(只)(需)(要)(几)(年)(时)(间)(,因)(为)(有)(越)(来)(越)(多)(的)(从)(业)(者)(在)(推)(波)(助)(澜)(。星)(巴)(克)(在)(中)(国)(有)(3000家)(店)(,现)(在)(平)(均)(每)(18个)(小)(时)(就)(新)(开)(一)(家)(,三)(年)(内)(会)(新)(增)(1500家)(店)(。当)(下)(,中)(国)(的)(咖)(啡)(消)(费)(有)(近)(1000亿)(市)(场)(规)(模)(。然)(而)(,自)(助)(咖)(啡)(消)(费)(不)(同)(于)(咖)(啡)(厅)(,本)(质)(上)(属)(于)(平)(价)(及)(时)(性)(消)(费)(。在)(未)(来)(,自)(助)(咖)(啡)(将)(占)(据)(咖)(啡)(消)(费)(的)(20-40%,不)(考)(虑)(高)(速)(增)(长)(的)(增)(量)(部)(分)(,保)(守)(估)(计)(市)(场)(容)(量)(至)(少)(达)(到)(400亿)(规)(模)(。
在)(此)(背)(景)(下)(,莱)(杯)(咖)(啡)(将)(努)(力)(打)(造)(“咖)(啡)(现)(磨)(+自)(动)(智)(能)(贩)(卖)(+数)(据)(场)(景)(”为)(一)(体)(的)(物)(联)(网)(新)(零)(售)(运)(营)(平)(台)(。我)(们)(的)(愿)(景)(是)(让)(每)(个)(用)(户)(随)(时)(随)(地)(能)(来)(杯)(好)(咖)(啡)(。返)(回)(搜)(狐)(,查)(看)(更)(多)(责)(任)(编)(辑)(:
声)(明)(:该)(文)(观)(点)(仅)(代)(表)(作)(者)(本)(人)(,搜)(狐)(号)(系)(信)(息)(发)(布)(平)(台)(,搜)(狐)(仅)(提)(供)(信)(息)(存)(储)(空)(间)(服)(务)(。
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