1
00:00:00,466 –> 00:00:01,600
来各位
2
00:00:01,700 –> 00:00:05,066
我讲了老板有三大核心竞争能力
3
00:00:05,066 –> 00:00:07,200
第一个叫设计商业模式的能力
4
00:00:07,200 –> 00:00:09,166
第二个叫卖好商业模式的能力
5
00:00:09,200 –> 00:00:13,766
第三个叫足够大气的能力
6
00:00:13,900 –> 00:00:17,200
好了所有的商业模式设计呢
7
00:00:17,200 –> 00:00:18,500
有三个本质
8
00:00:18,500 –> 00:00:20,200
各位第一个叫做
9
00:00:20,200 –> 00:00:23,266
你得思考好你的公司如何赚钱
10
00:00:24,300 –> 00:00:26,400
来跟我说公司如何赚钱
11
00:00:28,500 –> 00:00:31,966
呃咱们过去公司赚钱
12
00:00:31,966 –> 00:00:36,266
好像只是赚的产品的差价
13
00:00:36,266 –> 00:00:37,566
各位有还是没有
14
00:00:38,600 –> 00:00:39,900
来各位
15
00:00:40,500 –> 00:00:41,300
呃
16
00:00:41,600 –> 00:00:44,133
你的客户是要细分的
17
00:00:44,733 –> 00:00:48,900
不要把所有的人都当成你的客户
18
00:00:49,366 –> 00:00:55,366
记住有些客户他可能是占你便宜的
19
00:00:55,566 –> 00:00:58,766
但有些客户是给你充充加
20
00:00:58,766 –> 00:01:00,000
增加人气的
21
00:01:00,000 –> 00:01:02,700
有些客户是来真正买你单的
22
00:01:02,700 –> 00:01:06,966
有些客户只是给你家站个台的
23
00:01:06,966 –> 00:01:08,700
所以你的客户得细分
24
00:01:08,700 –> 00:01:10,900
你要有清晰的价值主张和观念
25
00:01:10,900 –> 00:01:12,000
业务大家告诉我
26
00:01:12,000 –> 00:01:12,766
对还不对
27
00:01:12,766 –> 00:01:13,566
对
28
00:01:13,566 –> 00:01:15,600
所以说我想请问大家来
29
00:01:15,600 –> 00:01:16,933
来到现场的同学
30
00:01:16,933 –> 00:01:18,466
会不会所有人都买我的单
31
00:01:19,666 –> 00:01:21,300
是有一部分人会买单
32
00:01:21,300 –> 00:01:22,166
有一部分人
33
00:01:22,166 –> 00:01:23,866
他觉得我听个声态就够了
34
00:01:24,000 –> 00:01:24,966
我不用学后面的
35
00:01:24,966 –> 00:01:26,366
我学学前面的就行了
36
00:01:26,400 –> 00:01:28,133
我我听听就差不多了
37
00:01:28,166 –> 00:01:29,366
来有没有这样的同学啊
38
00:01:29,566 –> 00:01:30,400
有啊
39
00:01:30,400 –> 00:01:32,400
有来对
40
00:01:32,500 –> 00:01:35,466
第二个公司能赚多少钱
41
00:01:35,466 –> 00:01:38,500
你的收入来源和成本结构
42
00:01:39,333 –> 00:01:40,733
要把它重新设计
43
00:01:40,800 –> 00:01:42,600
各位什么叫收入来源
44
00:01:42,900 –> 00:01:47,100
你看我设计的那个超市的收入来源
45
00:01:47,100 –> 00:01:49,133
是一条线还是n条线
46
00:01:50,066 –> 00:01:51,733
来跟我说收入链
47
00:01:52,800 –> 00:01:54,466
来跟我说收入链
48
00:01:55,733 –> 00:02:00,100
就是你过去的收入没有形成链条
49
00:02:00,266 –> 00:02:02,133
你过去不是收入链
50
00:02:02,300 –> 00:02:04,666
你过去玩的是收入点
51
00:02:05,000 –> 00:02:07,133
你过去的收入点只有一个点
52
00:02:07,333 –> 00:02:09,266
什么点差价
53
00:02:09,533 –> 00:02:10,266
还有别的吗
54
00:02:10,266 –> 00:02:11,566
没了来
55
00:02:11,566 –> 00:02:13,533
你看看我设计的收入链
56
00:02:13,533 –> 00:02:14,933
第一加盟费
57
00:02:15,266 –> 00:02:16,000
来我们来分析
58
00:02:16,000 –> 00:02:18,000
下陈老师思考的那个加盟费
59
00:02:18,133 –> 00:02:21,533
第二个保证金来
60
00:02:21,533 –> 00:02:23,200
第三个扣点
61
00:02:24,966 –> 00:02:26,500
来第四个
62
00:02:27,133 –> 00:02:29,933
第四个叫进什么费
63
00:02:31,266 –> 00:02:32,933
进场费来
64
00:02:33,066 –> 00:02:36,800
第五个叫做营业额
65
00:02:37,333 –> 00:02:38,400
是不是收营业额
66
00:02:38,533 –> 00:02:39,366
对对
67
00:02:39,366 –> 00:02:40,666
收营业额的钱
68
00:02:40,900 –> 00:02:42,333
然后下一个
69
00:02:42,466 –> 00:02:43,066
预收款
70
00:02:43,066 –> 00:02:44,966
预收款来
71
00:02:44,966 –> 00:02:46,966
下一个是不是有账期啊
72
00:02:47,000 –> 00:02:48,733
对那个可不可以理解为叫资金
73
00:02:48,733 –> 00:02:50,100
什么对
74
00:02:50,100 –> 00:02:50,700
资金占有
75
00:02:50,700 –> 00:02:54,733
你看我帮助这个超市设计的收入链
76
00:02:54,900 –> 00:02:56,066
它是一个链条
77
00:02:56,066 –> 00:02:58,900
请问它是多维的还是一维的
78
00:02:59,066 –> 00:02:59,700
多维
79
00:02:59,700 –> 00:03:01,066
是单一的还是立体的
80
00:03:01,066 –> 00:03:02,766
立体的立体的
81
00:03:02,766 –> 00:03:03,533
所以说各位
82
00:03:03,533 –> 00:03:06,600
你过去的收入点必须升级为收入链来
83
00:03:06,600 –> 00:03:10,766
跟我说收入点要升级为收入链
84
00:03:12,300 –> 00:03:13,100
来再有一个
85
00:03:13,100 –> 00:03:16,366
各位过去你的成本结构
86
00:03:16,800 –> 00:03:19,500
你的成本结构是什么意思呢
87
00:03:19,533 –> 00:03:21,266
就是你的所有的
88
00:03:21,266 –> 00:03:22,166
什么叫成本结构
89
00:03:22,166 –> 00:03:24,200
就是你的成本由谁来付
90
00:03:24,966 –> 00:03:27,200
而过去你的成本结构谁来付
91
00:03:27,200 –> 00:03:28,366
很简单自付
92
00:03:28,800 –> 00:03:31,133
必须从自付变成他付
93
00:03:31,133 –> 00:03:32,900
来给我说自付变他付
94
00:03:35,466 –> 00:03:36,566
别人交房租
95
00:03:36,733 –> 00:03:37,933
别人买设备
96
00:03:38,100 –> 00:03:39,700
别人替你交钱
97
00:03:39,766 –> 00:03:42,800
别人然后给你交这个保证金
98
00:03:42,800 –> 00:03:45,333
别人给你这个进货
99
00:03:45,400 –> 00:03:47,566
别人给你掏钱
100
00:03:47,566 –> 00:03:48,966
你不花自己的钱
101
00:03:48,966 –> 00:03:50,566
所以成本从支付变他付
102
00:03:50,566 –> 00:03:53,866
第三个你的公司如何持续的
103
00:03:53,866 –> 00:03:55,166
什么呢赚钱
104
00:03:56,000 –> 00:03:56,900
持续赚钱
105
00:03:56,900 –> 00:03:59,066
就是你的核心资源
106
00:04:00,000 –> 00:04:01,133
你的合作伙伴
107
00:04:01,133 –> 00:04:03,300
你的渠道通路
108
00:04:03,500 –> 00:04:04,900
你的客户关系
109
00:04:06,333 –> 00:04:09,600
都要把它设计成几个关键点
110
00:04:09,600 –> 00:04:11,600
叫做利益相关者
111
00:04:11,600 –> 00:04:14,400
请问你的合作伙伴核心资源
112
00:04:14,400 –> 00:04:15,400
渠道通路
113
00:04:15,533 –> 00:04:17,533
还有客户资源
114
00:04:17,733 –> 00:04:23,400
请问是不是你的利益相关者
115
00:04:23,400 –> 00:04:24,333
来告诉我是
116
00:04:24,333 –> 00:04:25,133
还是不是
117
00:04:25,866 –> 00:04:26,500
那么
118
00:04:26,500 –> 00:04:29,800
你对这些利益相关者的交易结构
119
00:04:30,000 –> 00:04:31,300
要不要轻松简单
120
00:04:31,300 –> 00:04:32,100
要不要要
121
00:04:32,533 –> 00:04:33,700
还有各位同学
122
00:04:33,700 –> 00:04:35,366
我不是答应你们了吗
123
00:04:35,366 –> 00:04:36,533
这一次现场所有
124
00:04:36,533 –> 00:04:37,466
笔记都给你们
125
00:04:37,466 –> 00:04:39,333
所以你们就记得不要那么累了
126
00:04:39,333 –> 00:04:40,700
我保证说到做到
127
00:04:40,700 –> 00:04:41,533
直接给到你们
128
00:04:41,533 –> 00:04:42,333
各位好不好
129
00:04:42,400 –> 00:04:43,066
好
130
00:04:43,066 –> 00:04:45,066
第三天课程结束之后
131
00:04:45,700 –> 00:04:47,500
完了之后给我们
132
00:04:47,933 –> 00:04:49,166
因为我每次的内容都不一样
133
00:04:49,166 –> 00:04:50,733
我这次的PPT已经调了
134
00:04:50,733 –> 00:04:51,400
结构已经调了
135
00:04:51,400 –> 00:04:52,866
来复训的同学就会发现
136
00:04:53,066 –> 00:04:54,566
这一次因为会场受限
137
00:04:54,566 –> 00:04:55,600
我们就没怎么通知
138
00:04:55,600 –> 00:04:56,266
复训同学
139
00:04:56,266 –> 00:04:58,166
他们说我说会场受限
140
00:04:58,166 –> 00:04:58,866
你10月份来吧
141
00:04:58,866 –> 00:05:00,166
10月份就换一个更大的会场来
142
00:05:00,166 –> 00:05:01,000
这次是来复训的
143
00:05:01,000 –> 00:05:02,100
请举手来
144
00:05:02,100 –> 00:05:02,700
你看父亲呢
145
00:05:02,700 –> 00:05:03,900
就不多为什么呢
146
00:05:03,900 –> 00:05:04,733
没怎么通知
147
00:05:04,866 –> 00:05:06,800
因此呢这个我保证
148
00:05:06,800 –> 00:05:08,066
把所有东西都给到你们
149
00:05:08,066 –> 00:05:08,666
各位好还是不好
150
00:05:08,666 –> 00:05:09,200
好
151
00:05:09,200 –> 00:05:10,366
你应该记什么
152
00:05:10,366 –> 00:05:11,333
知道吗各位同学
153
00:05:11,333 –> 00:05:12,700
你应该记那里
154
00:05:13,266 –> 00:05:15,500
这里我讲的东西对你来讲更重要
155
00:05:15,500 –> 00:05:16,533
你应该记什么
156
00:05:16,600 –> 00:05:19,766
第一个记我的白板上板书的内容
157
00:05:19,766 –> 00:05:21,500
第二个记你的灵感
158
00:05:21,666 –> 00:05:22,866
记你的启发
159
00:05:22,866 –> 00:05:23,566
你的灵感
160
00:05:23,566 –> 00:05:24,133
你的启发
161
00:05:24,133 –> 00:05:24,766
你的思路
162
00:05:24,766 –> 00:05:25,100
加我
163
00:05:25,100 –> 00:05:27,400
白板上板书的东西对你最有价值
164
00:05:27,400 –> 00:05:30,000
因为这个内容我们是没法给你整理的
165
00:05:30,666 –> 00:05:32,400
因为这个内容他们整理不了
166
00:05:32,400 –> 00:05:33,333
而这上面的内容
167
00:05:33,333 –> 00:05:35,000
你放心直接都给你就完事了
168
00:05:35,000 –> 00:05:36,066
各位好还是吧好
169
00:05:36,400 –> 00:05:37,000
来这个
170
00:05:37,000 –> 00:05:37,666
觉得可以的
171
00:05:37,666 –> 00:05:38,733
请举手啊
172
00:05:38,733 –> 00:05:39,733
我得说到做到呀
173
00:05:39,733 –> 00:05:40,533
来各位
174
00:05:41,100 –> 00:05:42,933
设计商业模式呢
175
00:05:42,933 –> 00:05:45,666
各位它其实是有核心逻辑的
176
00:05:45,733 –> 00:05:47,800
我们无数的老板听陈老师的课
177
00:05:47,800 –> 00:05:49,133
最喜欢听案例
178
00:05:49,500 –> 00:05:50,133
哎呀老师
179
00:05:50,133 –> 00:05:50,966
你讲那个案例
180
00:05:50,966 –> 00:05:51,900
那个超市太好了
181
00:05:51,900 –> 00:05:52,333
哎呀老师
182
00:05:52,333 –> 00:05:53,566
你讲那个奶茶太好了
183
00:05:53,566 –> 00:05:54,100
哎呀老师
184
00:05:54,100 –> 00:05:55,300
你讲那个家具太好了
185
00:05:55,300 –> 00:05:56,300
老师我是卖珠宝的
186
00:05:56,300 –> 00:05:57,533
你能不能讲个珠宝的案例
187
00:05:57,533 –> 00:05:57,933
哎呀老师
188
00:05:57,933 –> 00:05:58,600
我是卖服装
189
00:05:58,600 –> 00:05:59,766
能不能讲个服装案例
190
00:05:59,766 –> 00:06:00,166
哎老师
191
00:06:00,166 –> 00:06:00,933
我是做美容的
192
00:06:00,933 –> 00:06:01,966
能不能讲个美容的
193
00:06:01,966 –> 00:06:03,066
老师我是做中医的
194
00:06:03,066 –> 00:06:04,133
能不能讲个中医案例
195
00:06:04,133 –> 00:06:05,866
老师我是开口腔诊所的
196
00:06:05,866 –> 00:06:07,533
能不能讲个口腔诊所的案例
197
00:06:08,100 –> 00:06:10,100
可以但是我告诉你
198
00:06:10,133 –> 00:06:12,366
案例本身它就是一个案例
199
00:06:12,366 –> 00:06:14,333
案例听完会让你兴奋
200
00:06:14,766 –> 00:06:18,100
但是案例听完并不见得能让你回去
201
00:06:18,100 –> 00:06:18,866
知道怎么用
202
00:06:18,866 –> 00:06:19,933
你们告诉我对还不对
203
00:06:19,933 –> 00:06:20,733
对
204
00:06:21,300 –> 00:06:23,900
而我得把原理给你总结
205
00:06:23,900 –> 00:06:26,400
完了我告诉你大道至简商业模式
206
00:06:26,400 –> 00:06:27,533
它就是个规律
207
00:06:27,733 –> 00:06:30,400
所有开店的人都得玩会员
208
00:06:30,700 –> 00:06:31,933
所有开店的人
209
00:06:31,966 –> 00:06:34,966
都得通过陈老师设计的这套模型
210
00:06:35,100 –> 00:06:36,733
然后把逻辑搞通
211
00:06:36,966 –> 00:06:38,800
然后这个时候你才会一通
212
00:06:38,800 –> 00:06:40,666
怎么样摆脱
213
00:06:40,700 –> 00:06:41,566
你会发现
214
00:06:41,566 –> 00:06:42,900
每个人最关心的
215
00:06:42,900 –> 00:06:44,200
都是你那个行业的案例
216
00:06:44,200 –> 00:06:45,300
你们告诉我对不对
217
00:06:45,300 –> 00:06:46,966
对但是我告诉你
218
00:06:48,600 –> 00:06:51,000
你要想解决你行业的问题
219
00:06:51,000 –> 00:06:51,666
我告诉你们
220
00:06:51,666 –> 00:06:52,266
各位老板
221
00:06:52,266 –> 00:06:53,933
你得忘记你的问题
222
00:06:54,666 –> 00:06:55,466
来跟我说
223
00:06:55,466 –> 00:06:56,866
忘掉我的存在
224
00:06:57,166 –> 00:06:58,500
忘掉我的存在
225
00:06:58,500 –> 00:06:59,933
进入别人的世界
226
00:07:00,000 –> 00:07:01,700
进入别人的世界
227
00:07:01,933 –> 00:07:02,466
来
228
00:07:02,466 –> 00:07:05,333
你在主理分享讨论的时候举例说明
229
00:07:05,333 –> 00:07:06,866
比如说我们这位同学
230
00:07:06,866 –> 00:07:08,133
大哥您做什么行业的
231
00:07:09,566 –> 00:07:12,066
餐饮的我这次重点给你讲餐饮案例
232
00:07:12,100 –> 00:07:13,000
保证你满意
233
00:07:13,333 –> 00:07:14,733
兴奋给你讲好多餐饮
234
00:07:14,733 –> 00:07:16,466
我我辅导的餐饮案例最多
235
00:07:16,666 –> 00:07:17,900
广东省餐饮商会的
236
00:07:17,900 –> 00:07:20,133
会长是我的学生李国成
237
00:07:20,133 –> 00:07:21,966
李总前两天给我发微信老师
238
00:07:21,966 –> 00:07:23,400
我现在融资5,000万了
239
00:07:23,500 –> 00:07:24,700
老师你也不来看看我
240
00:07:24,700 –> 00:07:26,133
我说你也没来看我呀
241
00:07:26,933 –> 00:07:27,900
哎我最近忙
242
00:07:27,900 –> 00:07:28,900
我说我也忙
243
00:07:29,933 –> 00:07:31,533
你知道这哥们多牛逼吗
244
00:07:31,866 –> 00:07:34,133
这哥们在疫情期间
245
00:07:34,133 –> 00:07:39,966
2021年的7月份给我投了49万8
246
00:07:39,966 –> 00:07:41,066
做了我一个咨询
247
00:07:41,066 –> 00:07:42,300
就我给他做了个咨询
248
00:07:42,400 –> 00:07:44,300
2022年又融了我50万
249
00:07:44,300 –> 00:07:45,166
我还赔了2,000
250
00:07:45,166 –> 00:07:45,966
我靠
251
00:07:46,666 –> 00:07:48,266
就是我收了他49万8
252
00:07:48,266 –> 00:07:49,100
他收了我50
253
00:07:49,100 –> 00:07:50,533
万让我变成了他的股东
254
00:07:50,766 –> 00:07:51,766
等于我白给他干了
255
00:07:51,766 –> 00:07:52,933
你们觉得还可以吗
256
00:07:53,100 –> 00:07:53,900
还可以
257
00:07:54,900 –> 00:07:56,600
牛吧你知道收我的钱
258
00:07:57,700 –> 00:08:00,200
那绝对是得有点模式啊
259
00:08:00,200 –> 00:08:01,900
你说我投资谨不谨慎
260
00:08:02,566 –> 00:08:03,400
很谨慎啊
261
00:08:03,400 –> 00:08:04,933
那真的是这样子的
262
00:08:05,000 –> 00:08:07,000
所以广东省餐饮商会的会长
263
00:08:07,000 –> 00:08:08,700
陈老师的学生啊
264
00:08:08,733 –> 00:08:10,366
所以我得给你讲清楚
265
00:08:10,400 –> 00:08:13,700
那所有设计商业模式的核心逻辑
266
00:08:13,700 –> 00:08:17,700
第一个来跟我说无关生智
267
00:08:19,866 –> 00:08:21,066
局外生慧
268
00:08:22,366 –> 00:08:24,800
你们要想把你们的模式搞清楚
269
00:08:24,800 –> 00:08:27,133
第一个要懂得无关生智
270
00:08:27,400 –> 00:08:29,166
来第二个来跟我说
271
00:08:29,166 –> 00:08:30,466
局外生慧
272
00:08:32,166 –> 00:08:35,333
局外怎么的生慧
273
00:08:36,066 –> 00:08:36,766
什么叫无关
274
00:08:36,766 –> 00:08:37,700
什么叫升职
275
00:08:37,966 –> 00:08:38,600
就是
276
00:08:38,600 –> 00:08:42,200
如果他想把他餐饮的方案搞清楚来
277
00:08:42,466 –> 00:08:44,700
他得忘记他是餐饮行业的
278
00:08:45,066 –> 00:08:46,133
你是做服装的
279
00:08:46,133 –> 00:08:47,300
得忘记你是做服装的
280
00:08:47,300 –> 00:08:50,266
为什么你只要是基于你的行业
281
00:08:50,266 –> 00:08:51,466
基于你的公司
282
00:08:51,500 –> 00:08:52,566
你就在框内
283
00:08:52,566 –> 00:08:53,500
还是在框外
284
00:08:53,600 –> 00:08:54,400
框内
285
00:08:54,500 –> 00:08:56,966
框内你所有思维都是局限
286
00:08:57,900 –> 00:08:59,566
你要跳出行业
287
00:08:59,566 –> 00:09:00,166
来跟我说
288
00:09:00,166 –> 00:09:01,600
跳出行业看行业
289
00:09:03,800 –> 00:09:05,366
跳出产品看产品
290
00:09:06,800 –> 00:09:08,266
跳出公司看公司
291
00:09:09,866 –> 00:09:10,500
什么意思
292
00:09:10,500 –> 00:09:11,300
对
293
00:09:11,933 –> 00:09:14,333
呃大家有没有这种感觉
294
00:09:14,500 –> 00:09:15,966
你身边的朋友
295
00:09:16,000 –> 00:09:18,333
如果企业出了啥问题想请教
296
00:09:18,333 –> 00:09:19,466
你说兄弟
297
00:09:19,566 –> 00:09:20,766
你看我企业有这么个事
298
00:09:20,766 –> 00:09:21,600
你说咋整
299
00:09:22,066 –> 00:09:24,133
结果你给他讲的头头是道
300
00:09:24,133 –> 00:09:25,533
结果讲完了他一用
301
00:09:25,566 –> 00:09:27,200
反而还真的好像蛮有效
302
00:09:27,200 –> 00:09:28,000
有没有这种感觉
303
00:09:28,700 –> 00:09:30,966
但是你自己的那点事你却整不明白
304
00:09:30,966 –> 00:09:31,800
有没有这样子的
305
00:09:32,300 –> 00:09:33,400
有你知道为什么吗
306
00:09:33,400 –> 00:09:34,900
因为他的事跟你有关
307
00:09:34,900 –> 00:09:35,733
还是跟你无关
308
00:09:37,166 –> 00:09:39,166
只有跟你无关的时候
309
00:09:39,466 –> 00:09:43,300
这个时候你做出来的决策才是客观的
310
00:09:43,400 –> 00:09:44,666
才是正确的
311
00:09:44,933 –> 00:09:46,566
才是平衡的
312
00:09:46,666 –> 00:09:47,933
各位有没有道理
313
00:09:48,566 –> 00:09:50,666
所以在讨论的时候
314
00:09:51,000 –> 00:09:53,666
每个人如果都只关心自己的问题
315
00:09:53,800 –> 00:09:56,966
那么你将无法解决自己的问题
316
00:09:56,966 –> 00:09:59,133
你得想办法关注到别人问题
317
00:09:59,366 –> 00:10:02,900
然后这个时候别人的问题也解决了
318
00:10:02,900 –> 00:10:03,933
自己的问题怎么样