楼新平：一句话楼模式19-35
<P style="MARGIN: 0cm 0cm 0pt"><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times new roman'; mso-hansi-font-family: 'Times new roman'">一句话楼模式</SPAN><SPAN style="FONT-FAMILY: " lang=EN-US XML:LANG="EN-US">(19):</SPAN> <SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times new roman'; mso-hansi-font-family: 'Times new roman'">你所宣传的、你所销售的和你以之为盈利的可以是三个不同的东西。这正是商业模式设计的魔力所在！</SPAN></P><P style="MARGIN: 0cm 0cm 0pt"><SPAN style="FONT-FAMILY: " lang=EN-US XML:LANG="EN-US"> <WBR></SPAN></P>
<P style="MARGIN: 0cm 0cm 0pt"><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times new roman'; mso-hansi-font-family: 'Times new roman'">一句话楼模式</SPAN><SPAN style="FONT-FAMILY: " lang=EN-US XML:LANG="EN-US">(20):</SPAN> <SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times new roman'; mso-hansi-font-family: 'Times new roman'">华南本地建材超市靓家居商业模式模式重构，经过近一年的边重构边运营，每开新店皆赢利，终于在本土超越百安居，胜过好美家。以装修套餐、家装解决方案框住用户四种需求，以小区营销落地，实赚</SPAN><SPAN style="FONT-FAMILY: " lang=EN-US XML:LANG="EN-US">800</SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times new roman'; mso-hansi-font-family: 'Times new roman'">种家居用品组合利润。竞争优势突出，在华南就可开出</SPAN><SPAN style="FONT-FAMILY: " lang=EN-US XML:LANG="EN-US">300</SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times new roman'; mso-hansi-font-family: 'Times new roman'">家，市场容量巨大，正入风投之眼！</SPAN></P>
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<P style="MARGIN: 0cm 0cm 0pt"><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times new roman'; mso-hansi-font-family: 'Times new roman'">一句话楼模式</SPAN><SPAN style="FONT-FAMILY: " lang=EN-US XML:LANG="EN-US">(21):</SPAN> <SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times new roman'; mso-hansi-font-family: 'Times new roman'">个人的职业发展也需要适合自己个性的模式来匹配。近段碰到几位以前的老熟人，几个人都是行业</SPAN><SPAN style="FONT-FAMILY: " lang=EN-US XML:LANG="EN-US">/</SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times new roman'; mso-hansi-font-family: 'Times new roman'">工作差不多一年一换，收入、经验、关系三样的积累都不如人意，要我提供建议，也是感慨良多。误区之中不自知，我自己也这样经历过，直至进入投资领域才感觉越来越自如。</SPAN></P>
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<P style="MARGIN: 0cm 0cm 0pt"><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times new roman'; mso-hansi-font-family: 'Times new roman'">一句话楼模式</SPAN><SPAN style="FONT-FAMILY: " lang=EN-US XML:LANG="EN-US">(22):</SPAN> <SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times new roman'; mso-hansi-font-family: 'Times new roman'">验证商业模式是否成功的四个关键指标。外向：顾客效用，竞争地位；内算：现金流（支付能力），盈利能力。</SPAN></P>
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<P style="MARGIN: 0cm 0cm 0pt"><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times new roman'; mso-hansi-font-family: 'Times new roman'">一句话楼模式</SPAN><SPAN style="FONT-FAMILY: " lang=EN-US XML:LANG="EN-US">(23):</SPAN> <SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times new roman'; mso-hansi-font-family: 'Times new roman'">模式设计中的十大陷阱。创业者新入一个行业，大多想的是先赔后赚，少有知道当前商业行为的后续价值，进入之后“做比不做强”的理性选择，结果往往导致巨大的亏损。<SPAN style="BACKGROUND: yellow; mso-highlight: yellow">陷阱之一</SPAN>就是这种“理性歧途”。在那些边际成本偏离平均成本越大的行业，这种商业损失也容易发生。</SPAN></P>
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<P style="MARGIN: 0cm 0cm 0pt"><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times new roman'; mso-hansi-font-family: 'Times new roman'">一句话楼模式</SPAN><SPAN style="FONT-FAMILY: " lang=EN-US XML:LANG="EN-US">(24):</SPAN> <SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times new roman'; mso-hansi-font-family: 'Times new roman'">模式设计中的十大陷阱。深圳高新产业协会的某学员，做“网上交交通违章罚款”，看起来需求量超大（有车的人就有交通违章的可能），可这种需求汇总不起来。<SPAN style="BACKGROUND: yellow; mso-highlight: yellow">陷阱之二</SPAN>就是“需求巨大，用户稀疏”。现代的商业的很大部分成本用于寻找用户。收到的好多商业计划书中只用一个</SPAN><SPAN style="FONT-FAMILY: " lang=EN-US XML:LANG="EN-US">N%</SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times new roman'; mso-hansi-font-family: 'Times new roman'">来描述项目的用户，注定前程飘渺！</SPAN></P>
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<P style="MARGIN: 0cm 0cm 0pt"><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times new roman'; mso-hansi-font-family: 'Times new roman'">一句话楼模式</SPAN><SPAN style="FONT-FAMILY: " lang=EN-US XML:LANG="EN-US">(25):</SPAN> <SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times new roman'; mso-hansi-font-family: 'Times new roman'">模式设计中的十大陷阱。在商业，所有企业的竞争都不遗余力，竞争作为一种使利润消损的力量，不仅和数量与强度相关，更和竞争的属性相关。<SPAN style="BACKGROUND: yellow; mso-highlight: yellow">陷阱之三</SPAN>就是“无差别竞争”，这种无差别竞争更表现在客户的“脑”中。</SPAN></P>
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<P style="MARGIN: 0cm 0cm 0pt"><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times new roman'; mso-hansi-font-family: 'Times new roman'">一句话楼模式</SPAN><SPAN style="FONT-FAMILY: " lang=EN-US XML:LANG="EN-US">(26): </SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times new roman'; mso-hansi-font-family: 'Times new roman'">模式设计中的十大陷阱。在成本构成上，由于缺乏准确的成本分析方法，企业的选择只是在资源表面充实的情况下沿着过去成功的道路持续扩大自己的业务，这就是<SPAN style="BACKGROUND: yellow; mso-highlight: yellow">陷阱之四“不懂产业成本构成与企业结构性成本”，做生意与做企业混成一堆</SPAN></SPAN> <SPAN style="FONT-FAMILY: 宋体; BACKGROUND: yellow; mso-ascii-font-family: 'Times new roman'; mso-hansi-font-family: 'Times new roman'; mso-highlight: yellow">，多元与专业化纠结，企业在扩张与萎缩之间摆动</SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times new roman'; mso-hansi-font-family: 'Times new roman'">。</SPAN></P>
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<P style="MARGIN: 0cm 0cm 0pt"><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times new roman'; mso-hansi-font-family: 'Times new roman'">一句话楼模式</SPAN><SPAN style="FONT-FAMILY: " lang=EN-US XML:LANG="EN-US">(27):</SPAN> <SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times new roman'; mso-hansi-font-family: 'Times new roman'">模式设计中的十大陷阱。</SPAN> <SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times new roman'; mso-hansi-font-family: 'Times new roman'">商业中存在泛对称，销售完全没保证，而开销却是有保证的；消费者获得信息越来越容易，而企业获得商业上隐性的信息则越来越难。每当发现“商业机会”的时候，陷阱就已伏在前方，<SPAN style="BACKGROUND: yellow; mso-highlight: yellow">陷阱之</SPAN>五就是“信息匮乏，缺乏利用信息的能力”。</SPAN></P>
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<P style="MARGIN: 0cm 0cm 0pt"><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times new roman'; mso-hansi-font-family: 'Times new roman'">一句话楼模式</SPAN><SPAN style="FONT-FAMILY: " lang=EN-US XML:LANG="EN-US">(28):</SPAN> <SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times new roman'; mso-hansi-font-family: 'Times new roman'">模式设计中的十大陷阱。广州博锐家俱公司投入仅百万级，从家俱生产、物流、销售、售后一条龙全做，表面上打通“产业链”，实质上全线规模不经济。<SPAN style="BACKGROUND: yellow; mso-highlight: yellow">陷阱之</SPAN>六就是充当“全能选手”，实质纸老虎。</SPAN></P>
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<P style="MARGIN: 0cm 0cm 0pt"><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times new roman'; mso-hansi-font-family: 'Times new roman'">一句话楼模式</SPAN><SPAN style="FONT-FAMILY: " lang=EN-US XML:LANG="EN-US">(29):</SPAN> <SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times new roman'; mso-hansi-font-family: 'Times new roman'">模式设计中的十大陷阱。在产品极其丰富的今天，一切面向消费者需求的核心功能却越来越不值钱，符号消费时代，提供实际价值活动越来越远离商业的本质，<SPAN style="BACKGROUND: yellow; mso-highlight: yellow">陷阱之</SPAN>七就是“优质产品”误区，“知生产实用价值，不懂如何分配价值”。但倒过来，只见符号不见优质也不行，图书产业就是受符号消息伤害最厉害的产业之一，伤到根本了，现在要找一本“真正有见地”的商业书不容易了。</SPAN></P>
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<P style="MARGIN: 0cm 0cm 0pt"><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times new roman'; mso-hansi-font-family: 'Times new roman'">一句话楼模式</SPAN><SPAN style="FONT-FAMILY: " lang=EN-US XML:LANG="EN-US">(30):</SPAN> <SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times new roman'; mso-hansi-font-family: 'Times new roman'">模式设计中的十大陷阱。很多企业都在做那些与自身资源不是很相称的事而浪费，在公司运作中找到一个平衡的支点是很重要的。比如“门面”一事就没很清晰的定义过，企业的运作很容易掉入不平衡的运作，这就是<SPAN style="BACKGROUND: yellow; mso-highlight: yellow">陷阱之</SPAN>八。现在创业板开通，一下子涌现了不少的所谓的</SPAN><SPAN style="FONT-FAMILY: " lang=EN-US XML:LANG="EN-US">PE</SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times new roman'; mso-hansi-font-family: 'Times new roman'">投资公司，融投管退，真正做到的能有几个呢？</SPAN></P>
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<P style="MARGIN: 0cm 0cm 0pt"><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times new roman'; mso-hansi-font-family: 'Times new roman'">一句话楼模式</SPAN><SPAN style="FONT-FAMILY: " lang=EN-US XML:LANG="EN-US">(31):</SPAN> <SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times new roman'; mso-hansi-font-family: 'Times new roman'">模式设计中的十大陷阱。</SPAN><SPAN style="FONT-FAMILY: 宋体; COLOR: black; mso-ascii-font-family: 'Times new roman'; mso-hansi-font-family: 'Times new roman'; mso-bidi-font-size: 10.5pt; mso-bidi-font-family: 宋体">很多人都讲创意，很多企业发展觉得有想法、有策略，要有创意才能四两拨千斤，国人根深底固的崇拜诸葛亮，喜欢四两拨千斤。</SPAN><SPAN style="FONT-FAMILY: 宋体; BACKGROUND: yellow; mso-ascii-font-family: 'Times new roman'; mso-hansi-font-family: 'Times new roman'; mso-highlight: yellow">陷阱之</SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times new roman'; mso-hansi-font-family: 'Times new roman'">九就是“创意误区”，创意的底坐却是实力，把一个事情做到极至的体系。</SPAN></P>
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<P style="MARGIN: 0cm 0cm 0pt"><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times new roman'; mso-hansi-font-family: 'Times new roman'">一句话楼模式</SPAN><SPAN style="FONT-FAMILY: " lang=EN-US XML:LANG="EN-US">(32):</SPAN> <SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times new roman'; mso-hansi-font-family: 'Times new roman'">模式设计中的十大陷阱。<SPAN style="BACKGROUND: yellow; mso-highlight: yellow">陷阱之</SPAN>十就是“</SPAN><SPAN style="FONT-FAMILY: 宋体; COLOR: black; mso-ascii-font-family: 'Times new roman'; mso-hansi-font-family: 'Times new roman'; mso-bidi-font-size: 10.5pt; mso-bidi-font-family: 宋体">模仿”“标杆学习”，行业领导者做什么，跟着就做什么，这当然也拜海外咨询公司的洗脑功夫。不寻找匹配自己企业秉赋特质的模式来解决结构化问题，而对标同业学习，是企业经营中的最大误区。园方软件</SPAN><SPAN style="FONT-FAMILY: ; COLOR: black; mso-bidi-font-size: 10.5pt; mso-bidi-font-family: 宋体" lang=EN-US XML:LANG="EN-US">VS</SPAN><SPAN style="FONT-FAMILY: 宋体; COLOR: black; mso-ascii-font-family: 'Times new roman'; mso-hansi-font-family: 'Times new roman'; mso-bidi-font-size: 10.5pt; mso-bidi-font-family: 宋体">居泰隆的精彩商战（另文</SPAN><SPAN style="FONT-FAMILY: ; COLOR: black; mso-bidi-font-size: 10.5pt; mso-bidi-font-family: 宋体" lang=EN-US XML:LANG="EN-US">blog</SPAN><SPAN style="FONT-FAMILY: 宋体; COLOR: black; mso-ascii-font-family: 'Times new roman'; mso-hansi-font-family: 'Times new roman'; mso-bidi-font-size: 10.5pt; mso-bidi-font-family: 宋体">），值得深思并借鉴。</SPAN></P>
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<P style="MARGIN: 0cm 0cm 0pt"><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times new roman'; mso-hansi-font-family: 'Times new roman'">一句话楼模式</SPAN><SPAN style="FONT-FAMILY: " lang=EN-US XML:LANG="EN-US">(33):</SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times new roman'; mso-hansi-font-family: 'Times new roman'">商业模式中的</SPAN><SPAN style="FONT-FAMILY: " lang=EN-US XML:LANG="EN-US">X</SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times new roman'; mso-hansi-font-family: 'Times new roman'">因素。商业模式是一种企业创造利润的思维方式，虽然有许多不同的创造利润方式，但每个企业最终只会从中选择一种方式，而企业的主导思维架构将是决定商业模式的主要因素。从这个层面来说，“企业心智模式”就是商业模式的</SPAN><SPAN style="FONT-FAMILY: " lang=EN-US XML:LANG="EN-US">X</SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times new roman'; mso-hansi-font-family: 'Times new roman'">因素。</SPAN></P>
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<P style="MARGIN: 0cm 0cm 0pt"><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times new roman'; mso-hansi-font-family: 'Times new roman'">一句话楼模式</SPAN><SPAN style="FONT-FAMILY: " lang=EN-US XML:LANG="EN-US">(34):</SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times new roman'; mso-hansi-font-family: 'Times new roman'">常规上我用“结构</SPAN><SPAN style="FONT-FAMILY: " lang=EN-US XML:LANG="EN-US">—</SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times new roman'; mso-hansi-font-family: 'Times new roman'">功能”框架来理解一个事物，所以常将商业模式分成五个模块或五步方法。</SPAN><SPAN style="FONT-FAMILY: 宋体; COLOR: #434343; mso-bidi-font-size: 10.5pt">模式设计中的三个关键面：定位、业务系统、盈利模式；自由现金流反映的是企业价值最大化的要求，带来了轻资产管理方式方法（金融工具）；关键资源与能力是一种匹配，需要理解这种能力是什么，并逐渐清晰积累和构建的路径。</SPAN></P>
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<P style="MARGIN: 0cm 0cm 0pt"><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times new roman'; mso-hansi-font-family: 'Times new roman'">一句话楼模式</SPAN><SPAN style="FONT-FAMILY: " lang=EN-US XML:LANG="EN-US">(35):</SPAN> <SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times new roman'; mso-hansi-font-family: 'Times new roman'">用哲学大师的思维工具来究竟商业模式是什么，也是蛮有意思的。尝试用</SPAN><SPAN style="FONT-FAMILY: " lang=EN-US XML:LANG="EN-US">26</SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times new roman'; mso-hansi-font-family: 'Times new roman'">个哲学大师的方法来说明，看看在哲学大师眼中的商业模式是什么样子。</SPAN></P>
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