I am going to open a shop in Taobao. I don't know what to buy. The current market situation is really difficult to choose. .

& lt Speech by Jack Ma, Chairman and CEO of Alibaba Group, at the 4th China Internet Business Conference & The Rise of Theme Internet Business.

On September 15, Alibaba Group held the 4th China Online Business Conference in Hangzhou. Yan Yan, chief partner of Softbank Asia Investment Fund, Xiong Xiaoge, president of IDG Group Asia, and Zhu Min, chairman of Cybertron (China) Investment Co., Ltd. attended the forum and talked with many online merchants.

The following is the full text of his speech:

Ma Yun: Thank you for your friends, leaders and experts on the Internet. In fact, I have to think about what I can express for a long time at the annual online business conference, and this time it is the same. This time I just came back from the APEK meeting in Australia and didn't return to China until the evening of September 9. This time I stayed for a long time. This is the first time to go to Melbourne World SME Summit, which gives me a great feeling. At that time, this summit was called the World Summit for Small and Medium-sized Enterprises, which made me very disappointed. There are more guests speaking on the stage than under the stage, and many people sitting under the stage are also dozing off, because it is not very helpful. In fact, what SMEs want to hear is how I make money, why others can succeed and why I can't. So, after the speech, I certainly made a suggestion to the general assembly and the organizing Committee. I said I hope to hold a World SME Summit in China, so that SMEs from all over the world, all 265,438+0 APEK members and all economies can communicate in China, online and offline. Therefore, it will be changed to the World SME Network Business Conference next year, so I hope everyone will continue to participate next year.

I think, since the development of Alibaba, all online merchants have made great contributions, but I think the concept of online merchants has gradually taken root in people's hearts today. Personally, I think it is not enough to develop online merchants in Hangzhou or China. It is necessary to set up a worldwide network operator. Internet is global, and e-commerce must be global, so I became the chairman of APEK Business Committee. At the meeting, I just had the opportunity to sit at a round table with four prime ministers. I met Shinzo Abe. When I saw him, I felt that he was pale and his hair was messy. I estimate that he is in poor health, but he answers questions well. He said that small and medium-sized enterprises in Malaysia and Japan are developing. I visited many cities in China and many countries in the world.

My first company was Haihong Computer Consulting and Development Co., Ltd. I doubt whether those consulting companies understand it, but I firmly believe that the Internet will have a future. I knew nine years ago that the internet had developed like this, and I knew I was bragging. I didn't think that when I saw it, I believed it would develop. Today, many young friends asked me about Ma Yun. You are so far-sighted. You saw this in 1995 and 15.

But with everyone's efforts, the contribution of new technologies to mankind is getting bigger and bigger, and so is Alibaba. Eight years ago, we hoped to build an enterprise platform, which could help countless import, export and domestic trade enterprises to trade. Today, it is getting bigger and bigger. What are you doing in Alibaba? What will happen next? What I saw in the media is that several enterprises are more competitive. In the last two years, the more I read and understand, the more excited I am and the more excited I am. I am concerned about the development of e-commerce in the United States and Japan, especially after I became a member of the board of directors of Sun Zhengyi Softbank. After working at Yahoo, I pay attention to the development of e-commerce in the United States. Auction developed very rapidly three or four years ago, and there was a slow trend from last year to this year. Let's take a look at Ebay and Amazon in the United States. Both of them are developing very well, and now they are slowing down, but they are developing more and more violently in China. Personally, I think that e-commerce in China has just begun, and the next five to ten years will be the high-speed period for the development of e-commerce in China. Why would I think that? I think the development of e-commerce in the United States and in Europe and Japan is a very small market, and it is a supplementary market, not a dominant market.

As we all know, traditional enterprises began to adopt e-commerce. I judged a long time ago. Although I have criticized the Amazon model for many years, I still feel that the Amazon model was not good at the beginning. He and I are good friends. The two of us discussed that Amazon's e-commerce model is a relatively localized e-commerce model, which I think is an old-fashioned imperialist idea. This is called self-purchasing and self-selling, which can be realized in the United States. It is almost impossible to achieve in China. I firmly believe that this program, this system, once used by traditional enterprises, does not need Amazon at all, and I still firmly believe this until today.

Amazon's business model here has changed a lot, not only selling books online, but also some new developments, especially this time I went to Australia, a very remote town. I went to see a friend. More than 20 years ago, I met an Australian friend by the West Lake. He died, so I went to his grave. I had to give a speech in Australia the next day. I changed four cars, three trains and turned all the way, but how did I get this ticket? Check the tickets of a small town on the computer. The booking and checking system is in a small town. E-commerce has become a sales channel, and gradually moves towards service and collaborative office. This is basically the way for e-commerce to go in recent years.

It is well used in small towns in Australia. No wonder it is difficult for Australian e-commerce to live well. Everyone has established an e-commerce program system. In Europe, America and Japan, almost everything can be done online. Because of the popularity of computers and all the work, I wonder if you have ever been to Japan. If you send something, even to a distant town, people will get there. The Internet has really become an excellent tool. Because of this, a large number of enterprises began to use e-commerce, which hindered the development of Japanese and American e-commerce companies, while the situation in China was just the opposite. The credit system, payment system and logistics system in China are not very good. Eight years ago, when I was working in Alibaba, I was scolded all the way. It's impossible. In China, people can't scold me anyway.

I don't care how others scold me, because I always believe this sentence. Everything you said is right. Everyone else agrees with you. Is it your turn? You must believe in what you are doing. So I think in China, eight years ago, the most frequently asked questions in the West were that China had no credit card, no payment, no logistics, no computer and no Internet. How does it do e-commerce? So I was thinking myself, what if this thing doesn't work? I can't cry, and I am already riding a horse. I don't know how to get down. A dozen people tossed hundreds of people, and I was dissolved. I always call myself a blind man riding a blind tiger. You can't create it if you ride it. Enterprises cannot wait for the social environment and the government to do things. You must go all out to do it. At this APEC meeting, leaders of almost all countries indicated that they should vigorously promote small and medium-sized enterprises. This is very important, but I have listened to it for n years. What have we done? What is the real policy? So it is very important for us to wait for a country. We must do it ourselves, and we can never wait to do it. As you can see, starting from B2B, we find it useless to do B and C of enterprises well. No sales, we did C2C, no information flow. What did we do? We made a payment system, the payment system was established, we made a good information system, and found that the software of the enterprise was gone and the computer equipment was gone. What shall we do? China was not so smart after he launched the software and discovered the search engine. Of course, Baidu is smart now and will be smart in the future.

Of course, I think so. Baidu or Google, the search engine really depends on our online merchants. Online merchants are the driving force to support the development of search engines. If there are no online merchants and people like us who are willing to pay, the search engine is just a tool. Today is a tool to make money, so I think we have become an industrial chain and an ecological chain. First of all, I confess that Ma Yun is not smart. Alibaba has many smart employees. Generally speaking, Alibaba people do not count. We believe that the Internet will change China, and we firmly believe that e-commerce will definitely go out of the future. So I think the company has traveled all over the world so far, and I have found these elements that I want to share with you today.

First, you should believe, that is, "I believe" and "we believe"; second, we insist; third, we study; fourth, we do the right thing, and do the right thing. These four keys have brought Alibaba to the present, which I just heard from three online merchants in the process of sharing. Only you believe, only you believe, because I remember where I was some time ago, but not in China. My suggestion is that people must have something they believe in. If you don't believe in something, you won't go on. You start to believe a little, and the more you do it, the more interesting it becomes. I firmly believe that the Internet will influence China and change China. I firmly believe that China can develop electronic commerce. I also believe that e-commerce should first make online merchants rich. If online merchants don't make a fortune, in other words, if many people here today don't make money, Alibaba is an illusory thing. I remember an entrepreneur said a few years ago how many millionaires their company had created. I feel very proud. I am especially proud of him. I am even more proud that all my colleagues and I will tell you when we come that day. I hope Alibaba will create a large number of millionaires and multimillionaires for online merchants and small and medium-sized enterprises in China. If we can create so many millionaires and multimillionaires, we will create so many millionaires.

For Alibaba, it is very important to firmly believe in these ideas and ideas. I firmly believe that e-commerce in China has just started, and there is no real Internet company in China. Everyone thinks you are arrogant again, doesn't Sina? Alibaba is not? Or XYZ? No? I think the Internet has just started. World-class Internet companies have really been born in China, and earth-shaking changes will take place in China after breaking through 200 million Internet users. What happened in America last year? In the past year or so, three websites in the United States have risen rapidly, myspace, youtube and facebook. Why do you get up so fast? Is that the internet has a good foundation.

Great changes have taken place in Congress in the past two years, and so have Internet companies. Today, I firmly believe that I cannot rely on my own imagination. What I am most worried about is also shared with you. As the CEO of the company, as an e-commerce practitioner in China, I am more worried about the growth of Alibaba's market share, Taobao's share, Alipay's share and Yahoo's growth. Hope.

In the next few years, we will devote ourselves to industrial construction, this environment will be established and this ecological chain will be established. Thanks to the participation of banks in the past two years, especially banks are fully aware of the importance of e-commerce, such tools as Alipay are available. Now Alipay will have 50 million users in these two days, and the momentum of this development is more than 30 million credit card users. I think this is because banks are fully aware of the demand.

Our cooperation with China Post and private transportation companies in logistics is also very fast. Only by promoting the development of the whole industrial chain can our online merchants get rich and Alibaba do well. We have decided to carry out major reforms in the industrial chain in the next few years. We hope to invest10 billion to build an e-commerce industrial chain, because we don't invest in these things. Now this country has very important things to do. At present, the country does not have the funds for this budget, but as a company in our industry, it cannot be established today, so it is difficult for us to participate in international competition in the future. E-commerce is the core competitiveness of the country, and everyone present here is the leading force of your economy. Internet merchants will become the largest business organization in the world, including Zhejiang merchants and Huizhou merchants, but they cannot compete with them. Someone asked me, you can't do this. We businessmen never use the internet. This man is about 50 years old. First, you are not my client, so it is not reliable for me to spend time with you. I spend my time with people in their teens and twenties. They are the future of China and the hope of China. Of course, I just heard from Liu that he started studying at the age of 52, which is also the hope of China people.

Many people ask me how old I am to start a business. Are you 13 or 14? Can't Bill Gates and Jerry Yang study without going to school? There are many people in the world who don't study well and start businesses well, but only these people survive. I started my business every day in my thirties. China's hope lies in young people. China's online business groups learn, they insist, they have ideals. How many conferences in China can bring everyone together and spend their own money to share learning in this city? This is the power of our online business. The first one is to tell you, please remember that no matter what you do, as our online merchant Lu said just now, the police sister said, I have a dream, and I shouldn't talk about it myself on this occasion, but I always feel that I am rich. At that time, because I had a dream, because when a person is richest, it is because you have a dream. I think the happiest time today is when I get 189 yuan's salary for one month. I was a teacher for one month 189 yuan. It was a dream. If I work hard, I can scrape together enough money to buy a bike next month. At that time, my happiness was different from now. It's boring to buy anything now. Now my dream is getting bigger and bigger. This dream is too big, and I am constantly rethinking what I am doing.

First, we must have our own ideals, and second, we must persist. Alibaba will soon make everyone rich. Almost many people There are too many smart people in the world, and some people are so impressed that they can do whatever they want. Let me give you an example. I was having dinner with Wei Zhe at the Portman Hotel when a young man came in. He said, Ma Yun, I know you, and I used your Alipay. I said, Oh, he said Alipay is really good. I can pay by credit card in three days. According to the interest, a company can earn 12 cents. Many young people are listening to him. I admire him very much. How can this man be so clever that he finished counting in three days?

Many of us are very smart. I believe many people are smarter than us and many people work harder than us. Why did we succeed? We have wealth and others don't? An important reason is that we persisted. We persisted, and others were not optimistic about the Internet. How many people did you say were search engines? How many people were doing e-commerce at that time? How many people did B2B at that time? Why didn't they? We are here because we insist for the time being. The person we recruited didn't have a headhunter and didn't know where to find a job. So these people had nowhere to go, so they stayed in the company. As a result, they are very confused about how we have become so excellent, so sometimes it is much better to insist foolishly than not to insist. These are all true. More than 300 of our colleagues nodded frequently, which makes sense. At that time, who would like to join Alibaba? At that time, everyone who could walk in the street confessed, as long as they were not too lame, all the smart ones left. In 2006, 5438+0, and in 2002, they thought they were smart, with good ideas, strong ideas, particularly smart and capable. They definitely started their own business. Their e-commerce is unreliable and left in a month or two, so they insist that if you have an ideal, it would be good if you don't. Is there such a university? Is there such a major? Now we have more online business experts. I have a large number of experts in 1995 and 1996. This is how the Internet should develop in the future. This is wrong and right. I think they are talking nonsense, because humans have never seen what the Internet is.

So what should we do? Learning by doing, people ask me Ma Yun, how did you become CEO? I said I didn't know how to be a CEO, but it was really difficult for me to be a CEO. Two days ago, I went to see Comrade Yang Zhiyuan, who just became CEO. My hands used to be like this. Now that my hands are retracted, it is difficult to be CEO, so it is easy to communicate. Everything I said makes sense. In the past, investors were different from our CEO. The most important thing was the CEO himself. Some people say that the East is the East, while others say that the West is the West. Which CEO in the world is trained? The chief executives all sit together and chat. You participate in various forums. As I said, if you are a leader, your vision, mind and vision are to run more and see more. To study in thousands of books, it is better to take Wan Li Road. You have never left the county seat, and you don't know how big new york is. You'll feel too small when you go there. Being a man is boring. I haven't flown to the end for such a long time. I often chat with my colleagues. I have done a lot of sales in Alibaba in recent years. I told them a few years ago that people should learn to invest in their brains and eyes. The places you go every day are Xiaoshan and Yuhang. How do you tell those big customers that the future development of the world is like this? You should put your travel funds in Tokyo, new york, other places and the whole world. After coming, your eyes are different. People should be willing to invest in themselves so that they can transfer it to customers.

I hope everyone will do the same. They can't see, their thoughts are wronged, their men's thoughts are wronged, their women's thoughts are wronged, and their hearts are wronged. The only thing I may have in Alibaba today is that I can accommodate a little more than others. Alibaba is full of talents and many smart people. Please remember that there must be all kinds of people in the company, and this company is a good company. Why do people want to go to the zoo? Because of all kinds of animals. If all animals are the same, it is a farm, raising chickens and pigs. It is so boring. The only difference between people is that someone has quarreled with me before. This person is so stubborn, some so detailed and some so macro. I find that the beauty of this world is that you can see all kinds of people, especially in this company. You look at others with appreciation, and you have to hate it.

I've been thinking about strategy recently. I talked to our strategic chief of staff, Ceng Ming. The history of mankind is long, but the strategy is short. Three months to check, one month to review, one year to fine-tune, and three years to see the results. This year, I will check the strategy for next year. That's not a strategy, that's a tactic, so we watch the development of e-commerce every day. I have been an online merchant for four years. I tell you, online merchants have at least forty years. Because just now, our police sister and many Taobao people were talking about an incident two days ago. At the end of 2003, I went to Shanghai to attend a meeting of Taobao members. I don't know if you people were in the bar in Shanghai New World that day. After I went in, we were a vulnerable group. Taobao is too small, Yi Bei is too big, and the big sellers in Yi Bei are imposing. How old are you? He said I was a big seller in Yi Bei. How old am I? Almost 20 thousand a month I said that 20 thousand a month is really not a big sale. In my opinion, doing C2C online, the annual retail sales is less than 5 million, which is a joke. People say you haven't done C2C, right? It's amazing to be a 500,000 Taobao merchant. Now I'm going to be a C2C Taobao merchant with 5 million yuan a year. The best today is the lowest tomorrow. Five years later, I will stand on this stage. Of course, I never use data to measure it. Five years later, I stood on this stage and said that I sold10 million on Taobao last year. These people are embarrassed to talk, and the world has changed. So I just said your thoughts. You should tolerate all kinds of people, not just submit to humiliation, but give full play to their strengths.

The third is strength, the most important thing for a leader. Ladies and gentlemen, your's business is big or small. Whether you are in charge of five people or five thousand people, you have the ability to fight against it, that is, the ability to fail. You see good things about Alibaba, but there are many minor problems. If people stop learning, they will fail The third point is that I hope to study in the future.

The fourth thing is very important. We should do the right thing, do the right thing. These are two things. First, we should choose the right direction. If I choose the wrong direction, I will die faster, so I think I am lucky. Alibaba has chosen the right direction-e-commerce, Internet, but if it is wrong, it may not work. I think many people are talking about the first bucket of gold, and I want to give it to all of you here. You can't meet offline, everything is built on integrity. If I haven't seen you, if I want to do business, from millions to tens of millions, I must get up bit by bit. Professor Liang has made exciting reports in recent years, but reports are reports, and the reality will always exceed them. Online merchants are born gradually, and the most important thing is honesty. Therefore, we choose the most correct thing, and the network has invested a lot of money in the construction of integrity. Don't expect to get rich overnight in the process. This has never happened before. Now everyone thinks that Alibaba has money, and Ma Yun must have money. Don't fool me. I did the right thing with you. I don't have your bucket of gold, so I have to get a bucket of gold first. If I get a bucket of gold, I will be honest.

I absolutely believe that most people think so. I want to talk about my real feelings. I am a teacher. I graduated from university in 1988. My salary is in 89 yuan in the first month, 89 yuan in the first year and 92 yuan in the second year. Plus, I teach night classes outside, and I earn some extra money, which is better than others, 200 yuan faster.

1992 The first translation agency in Hangzhou was Haibo translation agency, which made money quickly, but the fastest thing was that you influenced and helped others. It is necessary for people who really want to make money to see clearly. Seeing money clearly does not mean that they don't want money. This should be clearly remembered. I made a rating in Win China two days ago, and they talked about strategy every day, but there was no result. Strategies that have no results are all nonsense. Some people are studying MBA here, and I am very interested in MBA. Maybe my ability is not enough, and the MBA people are not necessarily very good. Some people can't do it without results. If there is no result, you can't do it. You don't know the result, and you don't know why you succeeded. I hope everyone will set their goals on the first day. If I want to make money for myself and become the richest man with the 18 founders of Alibaba team, Alibaba won't do so much. Alibaba won't be so successful. And what you say is different from what you say in your heart. Everyone thinks he is smarter than others. I'll end with an example, and then make a question and answer, because I want to say too much.

It was my most humiliating time, and I realized what is smart and what is a fool. Everyone knows how to play the killing game. 1999 When Alibaba was in the hardest time, we were really miserable, and then we ran out of money, so we had fun to make ourselves happy. The first game is a killing game, and the second is how to spend it if you have 500. There's another game. You are doing very well. You were rewarded with a hundred and two hundred years old.

Everyone knows what you are talking about, but what you said is totally different from what you did. Then you are really embarrassed. I also understand that what you said is different from what you did. You think others don't know, but they do. Only by knowing what you are, in fact, employees will not look down on you because you don't understand, but employees and colleagues will be different because of what you say and do, because you say you have lofty ideals. We said we would promote the online business festival, and we would promote e-commerce, but what you did was to pay for it yourself. Of course, you can't open an online chamber of commerce without paying. We will, as always, hold online business meetings. Today's online business conference is much bigger than last year and much bigger than the previous year. But compared with the online business conference 30 years ago, today is only a fraction. I attend the Davos Conference and the Davos Conference every year to discuss the world economy with some old men. Until today, the biggest opportunity that the Internet has given to our generation is that the Internet has no history and we have the opportunity to create opportunities.

What you do today, no one else will know 30 years later, so if you do more "cow" things now, you will have the capital to brag in the future. Humans are always like this. For thousands of years, human society has developed a lot of high technology, but wisdom has been accumulated bit by bit. Therefore, all our efforts today may not be respected by people in 30 or 40 years. Therefore, when the old Red Army fought, we would not say how the old Red Army survived, but what achievements they made, and so did the online merchants. We did it for ourselves, for our children's children, and we are China today. We should make our own contribution to the world. If I were bigger, I couldn't be smaller. China's economy, the world economy, the Internet and our youth, if we don't learn and grow, we will be sorry for ourselves and this era.

That's what I want to share with you. Next year, we won't think about how big it will be ten years later. Next year's online business conference will be more exciting and rich. Thank you!

Let me look at two questions first. Tomorrow morning, my good friend Guo Taiming, who is an expert among experts, will be the master of our director, Mr. Cui Renfu. We've quarreled twice, and it's very noisy, but we all think we should leave the quarrel here and quarrel tomorrow. He is a manufacturing company and I am a virtual company. He thinks the bigger the better, and I think the smaller the better. Anyway, we will have a fight tomorrow.

The first problem is that people are usually prone to misfortune, but it is difficult to get rich. How has Ma always viewed and faced this problem?

* * * Adversity, * * wealth, you think you have money, and trouble comes. A colleague said two days ago that Taobao is very big now. When I say big, I mean how big it is. Taobao is a small company now. What matters is how you look at it. You have a million dollars. You thought you were rich, so you started to be on the defensive. Many people feel very tall. I think Taobao, why do I say Taobao is free? Leaders are lonely. Many people used to send me text messages on my birthday, but now fewer and fewer people celebrate their birthdays every year. Everyone thinks you are the leader. I guess the problem lies with me, because I regard myself as a leader. If I don't lead properly, I used to have a good time on every birthday. Now everyone is embarrassed to bother you. In fact, sometimes I am very happy to receive text messages.

Taobao's transaction volume this year is 40 billion, much larger than before. We judge that the whole online trade fair in China will exceed130 billion in 2007. Looking so far away, you think Taobao is a small company. If you think Taobao can have an impact on human society, Taobao is the next company. Today, in terms of other companies in China, Alibaba is indeed bigger than other companies. But it is a small company for the future development of the industry, so I think wealth and adversity are the same. When you think it is us who divide the fields, you are already on the defensive, so it is happy to share wealth with friends. Whenever you feel that others are suffering, trouble comes. Generally speaking, the problem lies with yourself.

The second question, I am a university e-commerce teacher. How does Teacher Ma view the cultivation of a new generation of online merchants?

In fact, online merchants have today, and Alibaba has not played much role. I want to tell you that just like Alibaba has today, Ma Yun has not played a big role in this company. Alibaba communicated with a colleague of Yahoo two days before its online business in China. What is customer-centric and customer-centric? Remember, this is the unchanging truth. This is my experience in starting Alibaba in the past eight years from 1995 to 12. Customer-centered means that the first 10000 customers are made by your CEO, the first 100000 customers are made by your team, and the first 100000 customers are made by100000 customers. How can we form customers to help customers? You created value. If the customer says yes to you, that's really good. If the customer doesn't say yes for you, it's fake. So there are more than 30 million active online merchants in China today. First of all, I would like to thank all the online merchants for their support, especially the top ten online merchants for their contributions.

I thank the university for its great efforts. We regard e-commerce as a college. Today, all university teachers and professors can teach real e-commerce theory and practice. Just like the question I just answered, I would rather be with people in their fifties and sixties than with people in their twenties, because they are the future of China.

Do you have any questions at the scene?

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