This is the best team: from Ctrip to Home Inns, Hanting I

Chapter 24
Ctrip issued 420 million American depositary receipts this time, accounting for about 28% of the total enlarged share capital, at an issue price of US$18 per share.On the first day of listing, the opening price was US$24, and then climbed to US$37.35, and the final closing price was US$33.94, an increase of 88.6%.

Even if the price is temporarily raised, the pursuit of investors has made Ctrip oversubscribed by as many as 10 times.

无意中，携程成为中国公司在纳斯达克第二波上市潮的引领者。4名创始人连同168 这才是最牛团队3位高管在内的7名管理层持有携程23.65%的股份；携程的最大股东，凯雷获得922万美元的收益，还有18.30%的股份；IDG三轮投资中一共投入160万美元，上市之日获得了3700万美元的收益。

It is worth mentioning that this time Ctrip’s listing is different from the listing of the three major portal websites in the past. In addition to issuing 270 million new shares, Ctrip also sold 150 million internal company shares at the same time.The management sold internal stocks. Based on the financing of 7560 million US dollars, a total of 2721 million US dollars was cashed out, or more than 2 million yuan.The shares sold by these five executives accounted for 5% of the total share capital of this issuance: Financial Director Shen Nanpeng 12.68%, CEO Liang Jianzhang 9.51%, President Ji Qi 9.51%, Beijing Branch General Manager and Company Vice President Wang Shengli 2.75%, the company's executive vice president Fan Min 2.02%, and the other two company managers Gabriel Li and Robert Stein did not sell their stocks.By the way, this is not wealth on paper, but real money.The executives of the three major portals Sina, Netease and Sohu can only experience the thrill of cashing out after two years and after China's Internet stocks fully recover.

In addition to reaping a large amount of cash, with the skyrocketing stock price, the "paper wealth" of Ctrip executives has also increased.After the issuance, the seven executives holding Ctrip shares still accounted for 7% of the total share capital, of which Shen Nanpeng still held 23.65% and Liang Jianzhang held 7.60%.Based on the market value of 6.24 million US dollars, the net worth of Shen Nanpeng and Liang Jianzhang will reach more than 2.72 million US dollars and 2000 million US dollars respectively.

Leaving aside the wealth on the books, let’s ask a question: After Ctrip’s executives have cashed out so much cash, how do they plan to spend it?
In order to reveal this secret, please continue to read the next chapter "The Birth of Rujia".

Summary This chapter focuses on the following issues:

4. The role of the team Shakespeare said: "The world is a big stage, and all people are just actors on this stage. The important thing is to play their roles well." Some Chinese performing artists once said similar words: "There is no Small roles, only small actors." This shows that no matter in any environment, it is very important to recognize the role you play.Of course, here, the role is discussed in the team. A well-known team coach has long advocated: "Individuals obey the role, and the action exceeds the goal." How should we understand the concept of role?Let's explain it from [-] aspects:

1. Role perception.It is how you should behave in a certain situation, and at the same time, how you recognize and understand this performance.

2. Role identification.Once you understand the role you want to play, you must align your attitude with your actual behavior.

3. Role expectations.It is how others think you should behave to be justified, and this is what others expect of you.

4. Role conflict.When you play a role and find that you are not suitable for this role, this is role conflict.

Here, our main concern is character conflict.Because the purpose of the team is the perfect cooperation between individuals, not the pursuit of personal perfection.Of course, this perfect fit does not necessarily refer to the fit between advantages. Sometimes, when the weaknesses are properly applied, they can become a perfect fit.The following two short stories can illustrate this point.

There was a general in the Qing Dynasty named Yang Shizhai. During a battle, he encountered a very headache. Among the few soldiers in the army, there were three war disabled: one was dumb, one was lame, and the other was blind.what to do?After thinking about it for a long time, he decided to send the mute to pass the secret message, because even if he was caught, he would not be able to ask more questions except to search for 3, which is the best team secret letter; Because the lame man sticks to his position, it is difficult to abandon the formation and flee; the blind man is ordered to lie in front of the formation before the battle, because he has a particularly good hearing and listens to the enemy's movements, so he is most suitable for reconnaissance tasks.As a result, in this battle, the team led by Yang Shizhai won a victory.

Coincidentally, there is a similar story in modern times.After the new director of a factory in the south went to work, he found that the chief of the marketing department was very "cautious" in his work, the director of the office was very "picky" about everything, and the chief of the production department was always talking about it... The new factory director finally understood why The reason why this company is on the brink of bankruptcy.So, he decided to come to personnel reform.In the whole team, those who usually love to be "picky" will be the chiefs of quality supervision; those who are "cautious" will be the chiefs of safety production supervision; Those who spread gossip should become information specialists; let those who "like to talk big" be the chiefs of product promotion... After such a "promoting" by him, those little people who are usually looked down upon suddenly become "big generals" and feel helpless. Honor.As soon as they step into these positions, the disadvantages become exactly the advantages.Everyone performed their duties and showed their abilities, which promoted the vigorous development of various tasks.As a result, the factory came back to life under the leadership of the new factory manager.

The above discussion is about the proper positioning of roles. However, in a team, there is not only one role. A perfect and great team needs many roles to form.How many roles do you need?Dr. Belbin from the UK conducted research on thousands of entrepreneurial teams for more than 20 years, and finally came to a conclusion: an excellent team consists of 9 roles (see Figure 5-1), and these 9 roles and their characteristics are respectively as follows:
1. Informers: These people are very sensitive to the outside world, curious about everything, and are often the first to know about changes in the outside world; they don’t like to stay at home and often run around outside; they are born communicators, Extroverted, warm to others, likes to party and make friends.

2. Innovators: These people have new ideas, broad thinking, and rich imagination; they are impulsive, and their ideas are often extreme and unrealistic; they are unconstrained, informal, and do not abide by time and discipline; Good at dealing with people, people always think they are sick and weird.

3. Technologist: This kind of person is an authority in a certain field. They are stinky and often self-admired; they love their profession and are proud of their expertise; their job is to maintain a standard and not lower it this standard.

4. Practitioners: This kind of people are hard-working Saburo, they believe that God rewards hard work; they are well-planned, disciplined, and self-controlling; they are very loyal, and they think less about personal interests for the sake of the overall interests of the company; they are not afraid Hard work, not afraid of tiredness, and regard responsibility as the most important thing.

5. Facilitator: This kind of person is very purposeful, and they are very efficient; they have a high degree of work enthusiasm and a sense of accomplishment; they believe that there are always more solutions than problems, and they think of solutions for the results and do not make excuses for failure; their personalities They are extroverted, like to challenge others, and prefer to argue; they are often self-centered and lack mutual understanding; they are very strong when encountering problems or setbacks, and their enthusiasm does not allow anyone to throw cold water on them.

6. Coordinator: This kind of person is very charismatic and can guide a group of people with different skills and different personality traits to move towards a common goal; they seem mature, confident, and trustworthy; they act objectively and without personal Prejudice; they can quickly discover everyone's strengths in interpersonal communication, and use them properly in the process of achieving their goals; they have good self-control, calm in dealing with things, and will not become emotional, let alone lose their temper.

7. Supervisor: This kind of person is basically a cold-blooded animal, they are serious, and they are usually unsmiling; they lack enthusiasm and rarely praise their subordinates, but it does not mean that they do not recognize them; they are not easy to be emotional and like to communicate with others. Keep a certain distance; they will not be hot-headed when dealing with things, and they are not easily excited; they prefer to find faults, and they are very critical.

8.完美者：这种人做事非常注重细节，力求完美和追求卓越；他们坚定没有最好，只有更高；他们几乎不需要外界的刺激就能主动、自发地去开展工作；他们不太可能去做那些没有把握的事情，从不打无把握的仗。完美者对工作的要求图5-1（1）信息者外向敏感、好奇心强、善于交际（5）推进者挑战别人、富有激情、反应强烈（4）实干者忠诚度高、工作认真、遵守纪律（3）技术专家孤芳自赏、维护标准、内向木讷（2）创新者有创造力、点子较多、我行我素（6）协调者情绪稳定、信赖感强、待人公平（7）监督者头脑冷静、好挑毛病、批判性强（8）完美者埋头苦干、尽职尽责、精益求精（9）凝聚者性情温和、接受建议、合作性强贝尔宾九种团队角色内容特 点 描 述类型很高，对下属也同样，跟这种人一起工作真的累死人。

9. Aggregator: This kind of person is gentle and gentle, good at dealing with others, very empathetic, always caring, understanding, sympathetic and supportive of others; they are very flexible in dealing with things, can assimilate themselves into the group, and let themselves adapt to others They will not express opinions and ideas that are unfavorable to others. They are very cooperative and believe in "peace is the most important". They will care about anyone's suggestions, and they will also care about them. How your actions will affect others.

After Dr. Belbin proposed the above nine team roles, he also designed a sequence for them, that is, in the team, their order of appearance is as follows: first, the informant provides the latest information, and the innovator proposes his own new ideas, technologies. Experts provide technical support, followed by doers who start planning, promoters who hope to implement it quickly after the meeting, coordinators who think about who is right to do it, supervisors who start to pour cold water, and finally perfecters who criticize and cohesive people who lubricate and make do.

Of course, Dr. Belbin’s theory of 9 team role models is just an ideal state of a team. Such an ideal team will never be found in real life. If you find it, it may not be possible, because it is too perfect .At the same time, a team with combat effectiveness does not necessarily have 9 roles, at least 9 players.However, among these 9 roles, informants, practitioners, supervisors, and cohesive persons are indispensable.

Also, a team member can also play several roles. For example, a doer and a promoter can be combined together, a coordinator and a cohesive person, a perfectionist and a supervisor can also appear in one person.

Now, let’s look back at the Ctrip team in real life. They only have 4 people. If Dr. Belbin’s team role model theory is applied to them, does this team have the shadow of these 9 roles?
We actually discovered that a certain member has several roles, for example: Liang Jianzhang is the informant and technical expert of the team; Ji Qi is the doer and promoter of the team.At the same time, it was also accidentally discovered that a character has the shadow of two members.For example: the role of the innovator is played by Ji Qi and Fan Min, and the work of the promoter is jointly completed by Ji Qi and Shen Nanpeng.

We all know that the value of a team lies in achieving perfection through combination, and each role must be good at different fields.Looking back at the development history of Ctrip, I found that their cooperation was seamless on the way of starting a business: first, Liang Jianzhang, who had lived in the United States for many years, proposed to enter the Internet industry, and after discussions between Ji Qi and Liang Jianzhang, they decided to target the tourism industry; With the joining of Shen Nanpeng and Fan Min, the business started.However, at this time, only Ji Qi was working alone, and the other three were just working part-time.Later, after the first and second rounds of financing came in, the other three founders devoted themselves to this business.The next step is to face the transformation of the enterprise, specializing in the hotel reservation industry and the acquisition of room reservation companies. Up to this stage, Ji Qi has contributed the most. It is no wonder that Wu Hai sighed: If this enterprise does not have Ji Qi, the other three may not Dare to operate this company, let alone whether it can be done.

After the second half of 2000, Ji Qi handed over the position of CEO of Ctrip to Liang Jianzhang. At this time, Liang Jianzhang was able to use his strengths to the limit.Not to mention that the website was developed under his leadership, the customer management system, call queuing system, order processing system, and electronic map query system were also made by him.The most incredible thing is that he also introduced ERP and Six Sigma, which have never been heard of in the service industry, into the management system of the enterprise. The establishment of these systems has greatly helped Shen Nanpeng's listing.

When the Internet picked up, many Internet companies in China began to plan to go public.However, in the midst of shouting, the first company listed in the second round turned out to be Ctrip. The speed of Ctrip's listing really amazed people in the industry. The rules of the game have been established. Not only did he let Ctrip go public, but he also let Ctrip's executives cash out in time. Those CEOs who went public before didn't understand this trick.

After Ctrip went public, history pushed Fan Min to the front of the stage.Of course, this is for another day.

In short, the members of the Ctrip team seem to be conducting a 400-meter sprint relay race.The first is Ji Qi, the second, third and fourth are: Liang Jianzhang, Shen Nanpeng and Fan Min.

80. Technology adds wings to creativity According to some surveys, every person who starts a business dreams of making his business stronger and bigger, and more than [-]% of entrepreneurs plan to list their companies.Why do you have such a dream?Because the current global economy is becoming more and more integrated, people are very envious of seeing how international capital predators can control the wind and rain in the capital market.Especially after a certain company goes public, the founder of the company turned into a billionaire overnight, which is even more fascinating.Therefore, listing has become an irresistible temptation for domestic entrepreneurs.

Here, let’s start with a past episode, about an unsuccessful listing.

In 1994, after Feilong Company's Yansheng Hubao liquid was sold nationwide, Jiang Wei, the founder of the company, began to plan for his company to be listed in Hong Kong.At that time, although a large amount of payment was owed by the dealer, Jiang Wei was very clever. Under his instigation, the profit on the book was as much as 2 million yuan.

After Jiang Wei rushed to Hong Kong excitedly, what he didn't expect was that he was dumbfounded by the lawyer in Hong Kong.

"Profits on the books are meaningless. In Hong Kong, eight months of arrears are bad debts." The Hong Kong lawyer continued, "How much do you invest in technology development every year?"

Jiang Wei gritted his teeth and said, "It should be 2000 million yuan!"

The other party said: "Mr. Jiang, you really know how to joke! With such a small investment, can it support the sales of 5 billion in the next five years?"

Jiang Wei couldn't answer for a while, and the Hong Kong lawyer continued to ask many questions, but Jiang Wei couldn't answer more than half of them.Jiang Wei finally understood that the domestic method of deceiving people will not work when it comes to Hong Kong, an international financial metropolis.

Later, the people of Hong Kong gave Feilong a diagnosis: there was no credible long-term development plan, no head-to-head high-tech products; assets were false and too low, and financial management loopholes were too large.

Although the conclusion on the medical certificate is scary, the operation of going public is still going on.By March 1995, 3, Feilong Group finally obtained the approval documents for listing on the Hong Kong Stock Exchange.However, at this moment, Jiang Wei suddenly made a decision that surprised everyone: Feilong gave up listing.So, after 23 months of torture and at a cost of 6 million yuan, Jiang Wei flew back to Shenyang with a set of standardized financial statements and evaluation reports.

From Jiang Wei, we have to calm down and think about a series of questions:
Do I have the strength to go public?Why is it listed?Does my business have to go public?Will my business be smooth sailing after going public?How can I avoid the loss of the company after listing, or even the suspension of trading... Here, what I want to tell you is that listing has both advantages and disadvantages.The advantage is that going public can solve the financial problem, retain talents, and make them work more passionately; after going public, the market will force you to operate in a standardized and sunny manner, and the company's reputation will be higher and the brand effect will be obvious.However, going public is like jumping a disco with "golden shackles", which is also quite dangerous.Because, with the loss of corporate privacy, the company is almost completely under the attention of the public and competitors, which is obviously not good for the company's operations.In addition, the degree of freedom of managers is limited, and major decisions of the company must be approved by the directors, and even voted by all shareholders.In addition, once a company goes public, it becomes a public company, and the public has the right to invest in it. Once a big buyer makes a move, the company may change hands at any time.

However, the Ctrip team introduced in this book is very professional. In February 2004, two months after Ctrip went public, Shen Nanpeng said at the Chinese Entrepreneur Forum in Yabuli: "Ctrip is a premeditated enterprise. The story of Ctrip is similar to that of Sina and Sohu. The only difference is that this company has just It was premeditated when we founded it. We planned it a long time ago, let venture capital support us, and after three or four years, we will go to Nasdaq. Our business model is similar to some famous companies in the United States. The path is relatively clear, and we walked through it step by step, without any special surprises.”

Tell me, is Shen Nanpeng's speech awesome?This team is different. No wonder Shi Mingchun, a partner of Softbank, said: It is rare to meet such a team in a lifetime.

Application 1988. Why is Huawei not listed? Huawei Technologies Co., Ltd. is an employee-owned private technology company that manufactures and sells telecommunications equipment. It was established in 8 and is headquartered in Longgang District, Shenzhen City, Guangdong Province.Huawei's main business scope is switching, transmission, wireless and data communication telecommunications products, providing network equipment, services and solutions to customers around the world in the telecommunications field.Huawei has established multiple research institutes in the United States, India, Sweden, Russia, and China's Beijing, Shanghai, and Nanjing, with more than 43 employees, 2008% of whom are engaged in research and development.As of June 6, Huawei had accumulatively applied for more than 29666 patents, becoming the unit with the most patent applications in China for several consecutive years.Huawei has established more than 100 branches around the world, and its marketing and service network has spread all over the world. At present, Huawei's products and solutions have been used in more than 100 countries around the world, and 36 of the world's top 50 operators.

In 2008, the company continued to maintain a steady and healthy growth. The global sales reached 233 billion US dollars, a year-on-year increase of 46%, and the international market revenue accounted for more than 75%.According to foreign media reports, with Huawei's income, Huawei surpassed Nortel in 2008 to become the world's fifth largest telecom equipment distributor.

Seeing such a glorious development history of Huawei, many people can't help asking: Why hasn't such a good company been listed for so many years?
(Refer to page 229 for the answer) 10. How to make the two systems seamlessly connect Li Jun is a network architect with more than 176 years of work experience. Technical Director position.Tired of his nine-to-five job, he decided to start his own business, planning to enter the hotel booking industry.His positioning is convenient hotel reservation in the regional market, and he intends to connect some individual hotels into a virtual hotel chain.

Li Jun's most troublesome question now is: How can he combine his website with the hotel's hotel reservation business, so that when guests book a room, it can save the booking cost and make it more convenient for the guests?
(See attached page 232 for the answer) "Team Management" handout Teaching Materials of Team Management This part uses the form of PPT to tell you how to manage the team in a simple, clear and intuitive way.The content is practical and classic, and the form is clear at a glance, helping you quickly grasp the essence of team management.

(End of this chapter)