企极 (CHG) | 为什么投资大佬们敢来豪赌互联网中介?
爱屋吉屋等互联网中介企业,均放弃了门店的模式,不约而同的采用了所谓“空中门店”的运营模式,即不设门店,而是让客户/房东在网站或APP上寻找房源/登记房源。并直接为客户配发经纪人进行服务,撮合交易。
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为什么投资大佬们敢来豪赌互联网中介?

爱屋吉屋

滴滴快的之所以成为中国专车市场的绝对霸主,并不是因为他们的模式有多么独到、或是团队执行力有多么强大——而是背后有了一双中国数一数二的“干爹妈”。

从各自找腾讯和阿里巴巴融资,到大肆拉高行业补贴门槛,甚至巅峰时期一个月就要烧掉数亿元。如今滴滴快的双壁合一,终于可以把那些年洒出的狗血都盆满钵满地赚回来。

对于在风口上的企业来说,资本成为了核心的能力之一。在模式相同、团队执行力相近、市场份额不分轩轾的时候,先融资的一方,往往可以用烧钱把市场烧出来,进而把竞争对手挤死——就像杜鹃鸟一样。

虽然并不是每一个有资本或大佬支持的项目都能成功,甚至大部分项目都不可避免“触礁沉没”。但科技圈的二八定律仍然会让投资方以少部分的项目产出绝大部分的收益。

在房地产行业这样的“主力行业”,更是少不了大佬的身影。“投资教父”雷军参与投资的互联网中介,爱屋吉屋,在三位创始人的带领下,273天一跃成为了估值过10亿美金的“独角兽”公司。不但如此,薛蛮子、淡马锡资本也都在该领域颇有布局。近日,爱屋吉屋完成了E轮融资,总金额1.5亿美金。公司累计融资额达到3.5亿美金,一年半五轮融资。

衣食住行,都是关乎民生的基础行业,这样的基础行业传统势力雄厚、利益勾连复杂、市场板结程度极高,远非一般互联网创业者可以轻易颠覆。然而就和电商、金融等基础行业一样,资本一旦在该领域豪赌成功,高投入也将带来成百上千倍的投资回报。

事实上,房产领域的想象空间非常惊人,而传统行业的市场化程度却出乎意料的原始:经过经济刺激和政策倾斜,房地产行业已经成为了中国的经济支柱之一,大量的购房者通过信贷透支了未来数十年的收入;而在另一面,投机性购房持续推高房价,开发商粗放的开发策略和野蛮的营销策略也加剧了市场的混乱程度。

而房产行业在一线城市和超级城市还存在着另一付面孔:随着消费升级到来,本地居民的改善性购房不断增多,二手房的流转开始增速,产生了巨大的中介需求;而外来人口的频繁流动也产生了更巨量的租房需求。

聪明的互联网人已经察觉了该行业巨大的数字鸿沟,并开始着手颠覆。2014年成立的爱屋吉屋,从租房入手,自建经纪人团队,短短三个月,在核心城市上海就把租房量做到了全市第一。然而这家企业真正的野心并不止于此,跑通了模式的爱屋吉屋立刻上马了二手房中介业务。

众所周知,和新房不同,二手房属于非标产品。而爱屋吉屋通过相对高频的租房业务配合高薪招募的经纪人团队,将支离破碎的上海租房中介市场一举扫平,还锻炼了队伍,让切入二手房业务变得无比便捷——而这里才是房产行业大利益之所在。

爱屋吉屋自2015年开始爆发,据上海房产交易中心统计,迄今为止,爱屋吉屋已连续六个月雄踞上海前三,同时也缔造了连续六个月逐月递增的优秀成绩。在北京,半年以来爱屋吉屋二手房网签量翻了又翻。据北京住建委的数据,10月网签量已经站稳了第三,成为北京人民二手房购房首选中介公司之一。而在广州,仅仅5个月耕耘,爱屋吉屋在中心六区的二手房网签量已排行第二,速度惊人。

不但如此,深圳、武汉、成都、天津、南京、重庆、杭州等城市,都在爱屋吉屋的行军地图上,随着一声令下,专业的经纪人大军和成熟的业务流程都在轰轰烈烈开展中。

为什么爱屋吉屋能横扫市场,每到一地,都能像烧红的刀子切黄油一样,直接闯入当地第一集团?

事实上,这里面的逻辑并不难理解。O2O的本质,就是将需求方和线下的资源方进行高效率的匹配,运营好最重要的资产(房源数据和经纪人团队),并剔除掉一切不必要的重资产——门店。

爱屋吉屋等互联网中介企业,均放弃了门店的模式,不约而同的采用了所谓“空中门店”的运营模式,即不设门店,而是让客户/房东在网站或APP上寻找房源/登记房源,并直接为客户配发经纪人进行服务,撮合交易。

在爱屋吉屋眼中,门店的模型是非常原始的,它将一座城市切割成支离破碎的业务单元,各自为战,边际成本极高,完全没有规模效益。而不设门店的爱屋吉屋将整座城市视为一个整体,将门店的成本换成广告轰炸,打响知名度并带来海量客户,这种类似于“飞机播种”的方式再配合地推,可以让整座城市的房源模型建立起来——之后再把上网客户的需求配置以经纪人进行一对一服务,进行“联合收割”。

实践表明效果的显著的,这也是爱屋吉屋总是能很快在一座城市立住阵脚的原因所在。

不仅如此,爱屋吉屋行业首倡低佣金模式,强调“佣金只收1%”。这种低佣金的模式很快引发了同行的竞相模仿,整个行业维持了十数年的佣金体系居然直接被打穿。如果我们以超一线城市二手房价均价300万来计算,低佣金为客户带来的让利高达6万元人民币。

这样的举措效果明显,10月底,爱屋吉屋在北京、上海、广州、成都、武汉、天津当地成交量全部进入前三,尤其广州,只用四个月时间就跻身第二名。全国二手房成交总量接近6000套,爱屋吉屋俨然是一家大型的全国性房产中介集团。

为什么投资大佬都开始热衷投资互联网中介?看来原因很简单:行业产值和想象空间巨大;传统势力毫无竞争力可言;大量创业老兵进入行业。以上几个条件达成,互联网中介成为风口也就不足为奇了。

(来源: http://www.pintu360.com/article/11416.html)

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