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在关掉所有线下光磁产品门店、涉足电子商务的第十个年头,刘强东计划交出一份沉甸甸的成绩单:1,100亿元交易额。而为了迎接京东的千亿时代,他个人早已行动起来:努力从日常的具体管理中抽身,完成精神领袖化。

在几个月前,他就已经前往美国,参加一个高级管理者培训课程。但学习只是一方面的,甚至可能只是一个幌子,而他真正的目的,很可能是通过这种主动的“放逐”,来给刚刚组建起来的管理团队足够的空间,让京东逐步学习在没有他的情况下,也能运转正常,就像他和京东的主要对手马云和阿里巴巴已经做到的那样。

在2011年尹生曾写过一篇评论,标题是《一个人的京东商城》,在那篇文章中,我这样形容刘强东和京东:没有人敢挑战他的权威,整个公司就像一辆由他一个人牢牢控制的高速列车。我当时的观点是:要成就每年200%~300%的增长,没有一个这样掌控一切的主心骨,几无可能,而“混乱”则是京东速度的必要条件。

不过,当京东成为一家拥有3万多名员工,去年交易额接近600亿元、今年预计1,100亿元的巨无霸时,秩序就成为必须:对于整个生态中的任何一方来说,赌注已经太大了。于是,他们的态度会随之改变,从早期的一味关注增长和市场份额,转向稳健、高效、盈利等有助于长期健康的指标,风险控制成为第一位的。

其他有助于京东完成这种转型的力量还包括:京东的市场份额已经足够大,这足以让它赢得资本和生态中其他各方的重视,就是说,随着各方参与的这个赌注的增加,现在它想死都难;在过去两年中,虽然人员进进出出,但京东总算初步建成了一个包括COO、CMO(首席市场官)、CFO、CSO(首席战略官)、CTO、CHO(首席人力资源官)的高层分权结构,其中除了CTO目前尚无正式任命人员外,其他人员都已经就位。

毫无疑问,刘强东的暂时性“自我放逐”是明智选择,因为以他的性格和历久形成的管理风格,只要呆在办公室,就难免会介入日常管理。据说,目前他正努力将自己的关注点集中在员工和客户成长上——这两者正是马云建立自己精神领袖地位的核心支柱。

这也就可以解释,为什么已经很久没有在媒体露面的刘强东,昨天会突然出现在了京东首次开放平台合作伙伴大会上。不过,相比在员工中的精神领袖化(他此次回国的另一个任务,是参加今天的京东新一期管理培训生毕业典礼),在客户中的精神领袖化要更难。

所以,下面的一幕也同样在预料之中:对于在场的数百位习惯了马云风格的卖家而言,当刘强东用一句“大家最近过得好吗”试图拉近和他们的距离时,在最初的数秒内,只有很少的人响应,直到他将这句话重复一遍时,响应的烈度才勉强与会场巨大的空间相匹配。

对于这个过去很长一段时间只知有淘宝和天猫,不知有京东,只知有马云,不知有刘强东的群体而言,要打动他们显然并不那么容易。不过很快你就发现,刘强东仍然是刘强东,因为他迅速适应了新的场景,并抓住了观众的兴奋点,一句“我知道最近一年,所有卖家的日子都不像以前好,都很无奈和艰辛”,迅速为他赢得了热烈且真诚的掌声。

他迅速抓住了这个机会,并将注意力引导到理想的方向:是开放平台行业的逐步走向垄断造成了这一切——尽管卖家们投入的精力和金钱更多,但订单不再像过去那样迅猛增加,利润不再增长甚至不再——不用我说,你也能猜得到他针对的是谁。

所以,当他将注意力引导到下面的核心时,也就不让人感到突兀,相反,他赢得了更热烈的掌声:卖家应该将销售额分散给各个开放平台,单一平台的销售额不要超过50%(包括对京东也不例外),否则只有死路一条——当然这也意味着卖家应该将一部分销售额分散给京东的平台。

刘强东毫不掩饰他对开放平台的重视:没有开放平台,京东过去数年的投资就将打水漂,京东必死无疑;京东倾尽全力也要做好开放平台,而开放平台的核心,就是京东将定位于供应链增值服务商。

从2007年开始,京东就将融资的很大一部分用于打造一张遍布全国的物流网络,而现在,它正努力将它的金融、信息技术、电商平台这四大基础平台开放出来。比如,京东已经推出了供应链金融服务,并开始向第三方商家开放其仓储物流平台,以仓储为例,预计今年全年提供给开放商家的仓储面积将达到13万平方米,明年会再新增开放30万平方米。

根据京东提供的数据,到去年为止,京东一共吸引了6,000家开放平台商家,实现的交易流水占到京东全部交易流水的20%。今年上半年,开放商家的数字急剧增加到了3万家。京东计划到2016年,使来自开放平台的交易流水占到全部的50%。

这就意味着,京东在阿里巴巴最核心的部位发起了猛烈进攻——与京东一直专注于自主式的B2C不同,阿里巴巴长期专注于开放平台的定位。

这也算是对阿里巴巴不久前宣布组建菜鸟网络以应对京东自建物流系统的回应——京东打算最终将自己的物流系统向包括阿里巴巴卖家在内的所有卖家开放,这让阿里巴巴感到了威胁,因为那样一来,它就可能丧失对卖家相关数据的独家拥有权。

但刘强东也承认,目前京东的开放平台仍然不够好,让其“非常不满意”。不过,他希望当他六个月后从美国回来时,在座的心存怀疑的卖家们,能够毫不犹豫地给他一个真诚而热情的回答。

更多精彩TMT观察,请参见尹生的微信公号jia-zhi-xian。


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