Chapter 2519: Business acumen

Faced with Qian Hongyan's deception, Ma Lan didn't let herself be led by the nose this time, but said to herself: "I don't understand stocks and futures; the risk is too high, and it requires a lot of capital. I still think livestreaming and bringing goods is simpler. Starting from scratch, you can do it with just a mobile phone. If it works, you make a lot of money; if it doesn't, there's no loss."

While driving, Qian Hongyan discouraged her: "If you want to do livestreaming and bring goods, you first need to have something attractive. You say, who would be attracted to watch old ladies like us?"

Ma Lan muttered casually: "If it doesn't work, I'll just sell misery. I'll say my husband has lung cancer and ask everyone for help."

Qian Hongyan seemed to have been stepped on her tail and quickly said: "How can that work! Your Ye Chen now has some face. If you drag Xiao Changkun at home to cheat money online, how embarrassing would it be for Ye Chen's clients to know!"

Ma Lan curled her lips: "Making money, it's not embarrassing."

As she spoke, she said to Qian Hongyan: "Right, what is that dead old woman doing lately? Why don't you lend her to me for a few days? I'll take her, and take Xiao Changkun, to rent a self-built rural house in the suburbs of Jin Ling to do livestreaming."

How could Qian Hongyan have imagined that Ma Lan had already found the way.

When she first thought of doing livestreaming and bringing goods, it was also because she saw other people's miserable livestreams and short videos online.

After looking around, she found that those streamers who sold misery weren't even as miserable as she was.

Either their children were sick, or their husbands, wives, or parents were sick. But in her own family's situation, there were two big men paralyzed in bed, and an old woman with one foot in the grave. She had been bullied by her mother-in-law for so many years, was sent to a black coal mine to do hard labor, and even accidentally got pregnant. After finally being rescued and brought home, she was beaten by her husband and excluded by her family. If it really came to comparing misery, who was more miserable than her?

Seeing that those who weren't as miserable as her could make money, Qian Hongyan's mind turned, and she simply decorated the room and started livestreaming and bringing goods herself.

If you want to talk about Qian Hongyan livestreaming to sell misery, that was truly ready-made material. Xiao Changgan and Xiao Hailong, the grandfather and grandson, had almost become useless people, just lying in bed, without even needing to act.

Moreover, both of them had hospital diagnosis certificates. Just the various injury certificates were a thick stack. If you looked at them according to the diagnosis certificates, what was lying in bed weren't two living people, but two tragedies.

Therefore, when Qian Hongyan started livestreaming, she immediately grasped the pain points of netizens' psychology and platform algorithms. The number of fans grew more and more, and the fan retention effect was excellent.

And the money Qian Hongyan actually earned was much more than what Ma Lan and Ye Chen guessed.

Because she really sold misery too miserably, the things she brought to sell were different from other streamers. She really didn't fake orders, and her fans rarely returned goods.

For the same product, others' return rate could reach 50%, but as soon as she got her hands on it, she dragged her family to sell misery, kept thanking them, and kept singing some sad songs, and kept saying "thank you family for helping Yanzi," which made fans' tolerance for her much higher than other streamers.

Many people bought things in her livestream room and felt dissatisfied, but when they thought about how difficult this woman was, with her son and husband paralyzed in bed and needing her to serve them, and an old woman at home who didn't look like she would live for a few more years, they all felt that this money was just doing a good deed.

Qian Hongyan used this advantage to force the return rate to within 5%!

This immediately made Qian Hongyan's ability to bring goods very recognized by those brands.

Although Qian Hongyan's fan count wasn't as high as those top streamers, Qian Hongyan's fan conversion rate was high, and the order transaction rate was also high, which made brands increase her commission ratio.

Now the moisture in livestreaming and bringing goods is already very large. Take the five towels Qian Hongyan brought to sell yesterday. The production cost in the southern factory was about 15 yuan. Due to the huge order volume, the logistics cost was about 2 or 3 yuan. The storage and packaging costs added up, and the total cost was only 20 yuan. But they were sold for 99 yuan for five in the livestream, and the gross profit margin was extremely high.

However, brands also have their own weaknesses. What they fear most is that the return rate remains high.

To protect the interests of consumers, the platform gives consumers the right to return goods without reason for seven days. Every order sent out costs 5 yuan in labor and logistics. If it is finally returned by the customer, this order is equivalent to not earning a penny and losing 5 yuan. Moreover, generally speaking, such goods returned are opened by consumers, and the packaging is damaged. If you want to sell them a second time, you need labor to re-unpack and re-package, and the cost of coming and going is not small.

Therefore, once the return rate remains high, even if the gross profit margin looks high, the brand's real profit space is not high.

However, Qian Hongyan is different.

In her livestream room, the return rate is surprisingly low. Even those broken garbage bags that leak when half-filled are almost never returned by anyone.

And Qian Hongyan herself is also very shrewd. She knows very well that if she brings bird's nest or skincare products with a unit price of thousands, although the commission is higher and she earns more, if consumers find that the things are not good, they will definitely not have this "just as a good deed" psychology and will definitely choose to return them at the first time.

Therefore, she has her own business acumen. The first rule is: the unit price of livestreaming and bringing goods is at most 99, and must not exceed 100. Only in this way can the return rate be minimized.

Because she knows that consumers' love also has an upper limit!

Buying a pile of garbage bags for 19.9, buying a pile of cling film made of disposable shower caps for 29.9, buying five towels that don't know if they are pure cotton for 99, even if the quality is not good, at least they can be used.

Although the quality of garbage bags is poor, you can put less in them;

Although I don't know if the cling film is clean, it can play a role in covering leftovers;

Even if the towel can't be used to wash your face, it's always okay to use it as a rag.

Anyway, the price of these things is not high, and consumers just treat it as doing a good deed while buying things. After all, when they see someone sending a water drop crowdfunding, if they are really moved, they have to donate a hundred or eighty, not to mention that they can get goods, killing two birds with one stone.

Moreover, returning such things is also troublesome. You have to submit a return application and wait for review, place an order for express delivery to pick up, pack it well and wait for the express delivery to come to the door, and finally pay the express fee.

The express fee itself is not transparent. Big customers only need 2 yuan, and they can send it anywhere in the country within the first weight. Individual customers have to pay at least 10 yuan to send express.

Therefore, for consumers, it is better to keep the things than to go to great lengths.

Precisely because she maintained an extremely low return rate, she also used this to ask brands to increase her commission.

For example, for the towels yesterday, others brought goods, and the commission for one transaction was 20 yuan, but because Qian Hongyan rarely returned goods, her commission was as high as 30%, which was 30 yuan per transaction.

Brands are also willing to give her higher commissions. After all, calculating the total account, the profit margin Qian Hongyan brings to them is actually much higher than that of ordinary streamers.

And Qian Hongyan sold 1.1 million yesterday. According to the 5% return rate, her pre-tax commission was as high as over 310,000.

And yesterday was not the peak of Qian Hongyan's livestreaming.

The time for Ye Chen and the others to return was Saturday noon New York time, which was Sunday early morning China time.

After more than ten hours of flight, when Ye Chen and the others landed, it was Sunday evening China time.

And the peak of livestreaming and bringing goods is Friday night, all day Saturday, and daytime Sunday. By Sunday night, the traffic drops a lot.

Just two days ago on Friday night, Qian Hongyan's livestream room sold more than 2 million. On Saturday, she broadcasted two sessions in the afternoon and evening, selling a total of 3 million. On Sunday daytime, one session sold more than 1.5 million, and Sunday night, which was last night, sold 1.1 million.

In other words, Qian Hongyan's sales volume for livestreaming and bringing goods in one weekend reached 8 million, and the pre-tax commission was basically equal to this Mercedes Big G.

Precisely because the speed of making money is staggering, Qian Hongyan dared to order a Rolls-Royce Cullinan. After all, she only needs to pay 1 million to order the car. One month later, the full payment for this Cullinan will be earned! ===== CHAPTER 2520 =====