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创业学和融资实务 第八讲 路演Show、平台效应、PE MVA (Master of Venture Creation Venture Capital Administration) 洪 峥 2011年7月2日 第八讲 内容目录 一。故事 二。路演 Road Show: Shark Tank 三。路线图 四。 PE简介 五。平台助你放飞梦想 一。讲故事: 青岛 尚恩资本、名仕学院 “不会VC爬楼梯，学会VC上电梯” “对平台能成事，一对一力不到” 二.路演案例 Shark Tank Bobble Place and Jeff 介绍 1. right person with right idea 2. entrepreneur first have to answers the question or walk away with nothing 3. Sharks compete with each other 4. Actual negotiation 收获： 有经验的投资方和企业家博弈 常见现象：双方利益诉求差距太大：Jeff检测新市场商机；investor用现成业务赚钱 典型的西方谈判风格：例如会议进行中暂时回避、 The way it begins the way it ends. I am out. (事情一开始就露出了今后纠纷的迹象) 国人会以侥幸心理去变通。观点：和双赢的人打交道；不和贪婪的人打交道。Jeff? No. 案例1. 公司：Bobble Place Founder: Jeff Wolsky Business extension Deal: $75K for an 18% stake For: enter shopping mall, Amusement park, etc. Process: select body – take photo – allow to modify during the process, allow online Revenue: 7 figure (百万级) 5 years in business Deal negotiation: 18 % for new division. (bold man) you keep the high margin online business (lady) why we won’t talk about the other part of business: kiosk, how much you can make, traffic, online business You are greedy. Jeff: Greedy 没有错。I offer you opportunities, it’s proofed 7 figure online business. Investor: why don’t we talk about existing business? You ask us to take risk of new business. Are you willing to give us some insurance from your existing business? Jeff: depends. Large portion of paper business and small portion of existing business. Kiosk $1500 fee rent/month from Mall, or $3000/season. Jeff: many don’t know a doll look like them can be made for $100. Net profit: 500 – 600K / year Jeff: we are missing a big audience in mall. Every business need next step. Custody (监管权) forbidden to paper doll business “you are asking 75K for untested business” (black man) Gree is good, but we need to be greedy together. Very few people walk away from me who use my money for his benefit not OUR benefit. I am out. You asking 75K for untested business with 10 grand you ca
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