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人人车去“人人”,二手车C2C幻景破灭?

2019-03-13 11:13:04 来源: 责任编辑: 浏览量:
关键字:人人车

2019开年伊始,人人车就火了,因为一场遍布大江南北的关店及”暴力”裁员风波。

李潇是人人车重庆片区的一名销售,春节过后返工正打算摩拳擦掌大干一番,却被HR给了重重一击。2月17号,李潇被HR口头通知,要么交4万元买“资源包”(其中1万元为押金)转为人人车合伙人,要么主动离职且没有任何赔偿,而且即便当合伙人也要先办理离职。

心头不服的李潇不肯签任何协议,经过多日的坚持,这位城市经理眼中的钉子户终于在2月底拿到了当月的工资和7000元的补偿,其中5000元在离职协议上明确约定,另外2000元则由城市经理通过支付宝转账。

如今重庆地区百余名员工仅剩10人左右,包含不肯签离职协议的老员工。

李潇所愤恨的遭遇却让周洲觉得羡慕。周洲所在的人人车浙江嘉兴区门店早在去年11月就已毫无征兆地关门停业,一线人员被迫离职。

对于被离职,周洲可以接受,但不能接受的是工资少发了1万余元,因此周洲迟迟不肯在离职协议上签字。在他看来,这已不是人人车第一次克扣工资,此前他和多位同事的日常工资都同样有被克扣的经历。

为了拥有谈判筹码,周洲和几个同事选择不交回手上车辆的钥匙及公司统一发的工作手机。目前他们已经收到了人人车发出的解除劳动合同通知书,通知书上明确提到,若不归还上述工具,公司将以侵占公司财务为由向公安机报案。但在通知书后面,人人车又附上了自动离职申请通知书,周洲认为这意味着如果他愿意自动离职,公司就不再追究。目前,周洲和同事还在继续与公司谈判。

李潇、周洲的遭遇并非个案,根据人人车长春销售经理张家玮透露,这次是人人车的全国性大裁员,各地除了城市经理外,一线人员(包含销售、评估师等)将全部裁掉,涉及员工上千人。截至目前,人人车离职员工超过500人,剩下多数人是由于离职赔偿问题,仍在与公司交涉中。

01 “一刀切”裁员

关于裁员的赔偿,人人车先后出了两套标准。

据重庆、长沙、长春等多地一线人员反映,2月17号刚发通知时,并未提及任何赔偿,甚至当时连1月份的绩效都尚未发放。而到了2月28日,人人车赔偿的标准变成了“一刀切”:无论之前的职位和薪金水平是什么,赔偿金额统一为5000元。

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人人车员工离职协议书 图片来源:人人车离职员工

这在张家玮看来,公司的做法实在让人寒心。据他介绍,公司一线销售人员以往平均工资都在10000元左右,5000元的赔偿等于每人只赔了半个月的工资,而此前离职的将近四分之一同事则分文未得。

更让人觉得讽刺的是,此前每月为他们设定KPI考核任务的城市经理,最新的KPI是“裁人”。“裁得越快奖励越多,听说总部都把赔偿的钱提前打给他们了,但这也使得城市经理对这笔赔偿金动了其他心思。”张家玮透露,目前长春片区城市经理自己定了规则,对愿意提前离职的员工可以额外奖励1000元,超过此期限则取消1000元的补贴;且该笔补贴不经由公司打款,是城市经理个人支付宝或微信转账,“而且听说有主管离职拿到了20000多元,明显高于公司标准。”

由于急于寻找下一份工作,李潇在拿到城市经理额外补贴的2000元后选择在2月的最后一天签字离开,“公司肯定是要黄了,我耽误不起。”

赵雷做出了不一样的选择,对于人人车公司一刀切的赔偿政策,他已经到相关部门申请了劳动仲裁。目前已入职两年多,之前每月工资加绩效都在20000元以上,离职赔偿仅有5000元在他看来“简直可笑”。

赵雷表示,2018年成都片区工作人员超过200人,后来经过不断优化,2019年初时仅余100人左右,其中包含30多名销售人员,但在此大裁员中,剩余的100人也基本要被全部裁掉。 “现在剩下的每一个都是精英,不可能是工作能力不行,就是公司没钱了。”

在成都、重庆、长春等地员工被迫在合伙人和离职之间做出抉择的时候,据上海电视台“新闻坊”栏目报道,人人车上海员工收到的离职补偿不是钱,而是资源包,即二手车买卖人的个人信息资料。员工只要同意离职,一名原职销售就可以选择一名评估师自由搭伙,公司将补偿一个价值3万元(其中包含有250条买卖人信息)的资源包让其“自谋出路”。

对此,上海市捷华律师事务所高级合伙人律师胡玥表示,用人单位解除劳动合同,需发送书面通知,而且单位应该支付补偿金。而不能像人人车这样通过所谓资源包来补偿员工。更何况这种所谓的资源包涉及泄露公民个人隐私,可能不是一个可以合法交易的资产。

当人人车各地工作人员因为赔偿问题四处维权时,人人车北京总部却一片欢腾。

3月1日下午,人人车创始人兼CEO李健发布全员内部信,宣布人人车“新平台,新零售”战略首战告捷,仅用十天时间,人人车合伙人总数突破千人。

图片来源,人人车“合伙人制”对外宣传稿件

当然,这里的全员已不包含李潇、周洲、张家玮、赵雷等曾经的一线员工了。

02 人人车合伙人制:升级or倒退?

不想当合伙人就离职,但当合伙人也要先办理离职。在李潇、赵雷他们看来,合伙人制就是变相裁人。

2月18日,人人车创始人、CEO李健发内部信称,公司将平台化运营,推出合伙人制度,并在资金与新零售门店等方面提供一条龙的服务与支持。同时,人人车将加大品牌广告投放,构建从交易到维修保养、保险、延保的全方位生态。

在李健看来,这是人人车的一次战略升级,是对员工的扶持,“将人人车平台在品牌、技术、资源上的优势,与每一个小伙伴的经验、技能、主观能动性充分结合起来,优势联合,实现二手车交易效率的提升,实现用户体验的优化,以及每一个伙伴自身价值的最大化。”

自从推行合伙人运行模式以来,人人车已经在多个城市把车辆评估及销售环节全部开放给合伙人,原有的线下门店和不具备合伙人身份的一线员工都将被清退。

在人人车面向员工发布的共赢未来合伙人创业计划中,将合伙人计划称之为未来5年二手车最大的市场机遇。

今年2月,人人车为即将与他们“共赢未来”的合伙人算了一笔账,并附上了他们从2018年11月到2019年1月之间的实验成果。

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图片来源:人人车共赢未来合伙人创业计划

人人车方面的数据显示,每个4万的数据包能给合伙人带来每月5-6万元的收入,而去年12月单月的冠军合伙人收入达10万元以上,相当可观。

周洲看到这个数据时表示愤慨,“这是一个新的骗局。”周洲所在的人人车嘉兴门店去年11月停业并推行合伙人计划,当时他的几位同事加入了这一计划。

周洲提到,一个月过去后,参与该计划的同事基本没赚到钱,甚至还亏了钱,一个月的成交数量多为个位数,普遍为1-3辆,“做得最好的一位是在与二手车商合作的情况下两人均赚到了2000元,根本赶不上之前的收入,其他人都是亏损。”

更让周洲觉得讽刺的是,他的一位因合伙人计划亏钱的同事还出现在了人人车宣传合伙人计划的视频里,并在视频中高兴地表示自己赚到了钱。该同事私下告诉周洲,这件事情其实是假的,就是为了宣传。

看起来美好的计划为什么不能赚钱呢?周洲和张家玮都将其归结为数据资源质量太差。根据部分合伙人反映,人人车提供的资源包中多数线索属于无效电话,打过去发现对方根本无购车或卖车意向,但公司没有就数据质量给出任何保障。

且在周洲看来,一般合伙人只有信息线索没有卖车途径也无法做出业绩,只能和二手车商联手,事实上,买资源包的多为二手车商。

中国政法大学传播中心主任朱巍在接受时代财经采访时表示,合伙人制意味着人人车已经不再是一家标榜C2C模式的二手车公司,倒回到了昔日倒卖信息的“车商黄牛”和后端服务公司。“一般客户选择在平台交易,主要还是考虑到安全问题,但是现在将客户数据分给个人(合伙人),平台公信力会受到质疑,直接会影响其之后的其它相关服务的盈利。同时,信息的流转会导致用户个人信息及安全受到威胁。”朱巍表示,目前来看,人人车合伙制度并没有表现出很强大的优势,对人人车的变革持不乐观态度。

融资租赁30人论坛特约研究员陆源倒认为,合伙人模式对人人车现阶段来说是一个还不错的选择,像之前那样不计成本的做市场营销推广,对人人车来说很不现实,因为手中的牌已然不多。“在瓜子二手车越做越重的时候人人车选择了轻量化的运营方式,和员工从之前的雇佣关系变成了生意伙伴的关系,可以大幅降低人力成本。”但陆源也提到,具体未来的发展,还取决于人人车的运营能力,还有待观察。

几乎同期,优信二手车也推出了“合伙人计划”。优信集团CFO曾真告诉全天候科技,优信的合伙人多是一些三、四、五线城市的小型二手车商,他们是伸向下沉市场的触角。

在曾真看来,这些合伙人的任务是向周边的人推荐优信全国购平台的数十万辆二手车,一旦有成交,优信会包揽车辆过户、物流等服务,直接把车运到当地,再由合伙人交给终端消费者。而之前,这些合伙人在当地可销售的车源非常少,比如一个县城可能只有30辆左右,目前一二线城市仍为车源主要供给地。

截至目前,优信的合伙人计划已有600多家车商加入,曾真估算,全国在三、四、五线城市约有5万名二手车商,市场才刚刚开始。

虽然业界看法不一,人人车也正面临着因员工离职引发的一系列纠纷,但李健2月20号接受媒体采访时依然表示:“合伙人这个方向就是我们正确的选择,就算所有人都反对,我们也坚定往前走。我们坚信目前转型的方向是正确的,会让人人车航行得更远,对更多人是有利的。作为一个创业公司,很难兼顾到每一个员工,大多数公司都很难做到,人员总有淘汰的机制,有些是因为能力不能胜任,有些是因为公司商业模式调整,能力模型不太适合了。”

03 什么导致了人人车危机?

罗马不是一天建成的,也不是一夜坍塌的。在人人车“暴力”裁员,战略调整的背后,此前其大规模烧钱补贴,持续亏损等资金链问题也一一浮出水面。

曾经的人人车,可谓二手车市场的创业明星、资本市场的宠儿。据融360大数据研究院统计,截至目前,人人车共完成了6轮融资,总计8亿美元,投资机构包括腾讯、高盛集团(中国)、滴滴出行、顺为资本等机构。

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图片来源:全天候科技根据IT桔子整理

2月18日,一名自称是人人车评估师的人在网络平台爆料称,“公司通知所有人离职”,“人人车正式宣布破产”。对此,人人车随后进行了辟谣,并发布声明称,“今日在社交平台出现的‘人人车正式宣布破产’‘人人车关闭所有站点’‘人人车资金链断裂’等均为假消息,存在人为故意传播的情况。人人车目前一切业务运转正常。对于上述恶意制造人人车谣言的行为,人人车已搜集好证据,并向公安机关及相关部门报案”。

周洲认为,虽然人人车否认破产,但是大规模裁员、补贴不到位和推合伙人卖资源包这些事情,都足以证明公司面临资金链危机。

成立于2014年4月,人人车率先以C2C模式进入二手车市场,在平台规模最为庞大的时候,不仅覆盖城市超过100个,员工规模也突破了一万人。但目前,人人车官网已将“覆盖超百座城市”这一表述从简介中删除。而据界面数据统计,2018年年底,人人车服务城市仅剩下71个城市,与之前的110个相去甚远。

据蓝鲸TMT报道,人人车目前在多家广告公司欠下债务,仅拖欠分众传媒的广告费就接近千万元;在2018年底,人人车运营主体被分众传媒和及其子公司优幕广告诉至法院,但双方纠纷细节尚未公开。

春江水暖鸭先知,赵雷在去年底就察觉到了公司资金紧缺的信号。当时成都区的卖车业务出现不少拖欠尾款的现象,原本12天以内需到账的资金,多数变成逾期一个月。

这一切都加深了外界对于人人车资金链紧张的猜测。融了8亿美元的人人车,为何这么快就又缺钱了呢?

高额的广告费或是加速资金缺口形成的重要原因。

近年来,二手车电商之间的竞争已趋于白热化,“烧钱”打广告、补贴用户均为常用手段。人人车也毫不手软。2015年11月,人人车签下知名影星黄渤作为代言人,花费7000万元在全国各大媒体和渠道进行广告投放;2016年,人人车的广告费用涨至5亿元;2017年10月,人人车拿到新一轮融资后,李健再表态,决定投入10亿元正式开启广告营销大战,抢占市场。此次广告投放力度前所未有,从2017年底持续到次年年初,也就是说,如果李健的表态执行到位,人人车在三、四个月时间内消耗了10亿元广告费。

广告上的重金投入,加大了人人车的资金缺口,进而需要不停地融资。根据36氪报道,2016年底、2017年初,李健曾经分别找到瓜子、优信、易鑫“求收购”,估值最后降低到大概3亿美金,仍然没有成交。对于这一说法,人人车方面给予了否认。

到了2017年9月和2018年4月,人人车再次拿到了滴滴的投资,并在二手车业务方面达成合作,再次进行规模扩张。李健曾对这次合作寄予众望,2018年初,李健曾经宣称,“滴滴计划未来三年从人人车直采至少一百万辆二手车和新车。”

可惜该计划并未成行。滴滴虽然自带流量,但在人人车业务上并没有得到有效转化。周洲发现,滴滴司机对二手车的购买力并不强,而且选择哪个车商,还是要看价格、看市场,跟滴滴是否投资人人车毫无关联。另一方面,滴滴司机开过的车由于行驶里程较长、车况复杂也并不受普通消费者欢迎,“但滴滴空降的高管倒是加重了内部管理混乱和派系之争。”

周洲认为,数位来自滴滴的新管理者上任后,公司内部一度出现指令下达混乱的情况,“比如车子上架的标准,接连三天下达了不同指令,今天刚收到的指令可能明天就无效了。”在其看来,目前公司内部分已经形成“三大派系”,分别是滴滴空降的高管、阿里系和人人车的老员工,内部斗争愈发明显。

有人人车内部员工提到,公司内部早有传言称,李健已没有了实控权。在2017年滴滴的战略投资中,有市场传言称,人人车获得该轮融资的代价是创始团队出让公司的控股权,随后李健对此事做过正面回应:“不能透露对方占了多少股,但是可以肯定的是,绝对不是控股。一开始谈的就是融资,我们从没有想过被收购这件事。”

但在李健看来,上述都不是人人车不能盈利的真正原因,真正导致人人车亏损的原因是,“员工没有尽职尽责,导致交易效率不高。”

李健的回答指向了人人车面临的另一个局面——员工飞单。

“飞单”指的是销售人员跳过平台与车商私下交易,为目前二手车电商行业中一个较为常见的乱象。有行业人士透露,日常的二手车业务流程为,客户打电话或在网站留下需求信息给客服,客服就会把线索给到相应的销售,客户看车时,销售会根据车况选择把线索给到二手车商或者在平台上架。但飞单的销售会故意选择比较畅销的车型给到二手车商,与二手车商达成协议,车商一旦成交就会发回扣给销售人员,一般在几百到千元不等,根据车子总价而定。

周洲做过一线销售,他提到,在人人车系统成交一辆车,通常只能收到几十或上百元的提成,这与二手车商给出的回扣数额相比有明显差距。

但飞单带来的后果是,在自家平台上架的多为不太好卖的车型,这也导致车辆在人人车销售速度较慢,严重影响客户体验。在他看来,员工飞单正是公司的考核制度和管理混乱造成的恶果。

AI财经社曾经引援知情人士说法,称人人车平台上的“飞单”现象非常普遍,占交易比例的10%,甚至部分员工的飞单率达到80%,公司在管理方面已经相当无力,很快会面临一波巨大危机。

除了以上的原因,陆源认为,汽车金融业务迟迟未能担起重任, 也是人人车失利的原因之一,“对于在交易层面不太赚钱甚至亏钱的二手车电商来说,汽车金融算是一个比较可靠的盈利点,因为二手车电商做汽车金融在获客方面具备天然优势,只要解决好资金和风控问题,对营收是很好的补充。人人车基本和瓜子在同一时间进入这一市场,但节奏明显慢了一拍,之后更是一步慢步步慢。

相比之下,优信和瓜子都非常重视汽车金融业务,并且在规模上已经将人人车甩在了身后。

优信早在2015年2C业务上线不久后,便推出“付一半”的金融服务,2018年以来,汽车金融方面的收入始终占据优信整体收入的50%左右;瓜子也在2016年3月挖来原宜信CTO张小沛,组建金融和大数据团队,且在该年年底拿下了互联网小贷牌照,从此加快向二手车金融业务扩张。

雪崩之下,没有一片雪花是无辜的。从资本市场的宠儿到全国性大裁员、拖欠广告费,人人车究竟是如何走到今天这一步的,或许还有更多答案。

04 二手车电商何去何从?

目前人人车的危机已经为整个二手车电商行业敲响了警钟。当资本寒冬来临时,靠烧钱维持行业关注度的二手车电商们都将面临严峻的考验。

据中商产业研究院统计,截至2018年底,共有17家二手车电商平台倒闭,其中资金链断裂成为主因。

寒冬之下,行业正在快速洗牌。2019年的二手车电商将走向何处?

“2019年将不再拘泥于单一模式的争夺,各家公司根据自己手上的资源,选择适合自己发展的复合体系。有能力的可以打造复合场景体系,因为只有控制场景才能掌握更多的议价权,瓜子近期收购PP租车就是一个明显的信号。”陆源还表示,2019年汽车销售市场可能比较疲软,二手车市场也不一定出现像去年那么大的增长,而且竞争会更激烈,“但电商在整个二手车交易中所占的比例可能还会有所上升,之前仅占了10%左右,19年可能会有小幅增长。”

曾真认为,虽然目前二手车行业在交易等环节很难盈利,但可以通过后面的金融、保险、售后等服务收回,“二手车交易是高额非标产品,虽然频率低,比如普通人三五年才可能遇到一次,但属于大宗交易,金额高、期限长,可以附加的价值及服务也多。”曾真透露,对于优信自身而言,为保持消费者品牌认知及信任度,2019年优信将继续保持之前的广告投放节奏,不缩减但也不会再扩大,因为市场门槛已然够高,没有巨额的广告投入,新进入者很难突破。

身陷漩涡的李健也对未来依然充满信心,其在接受媒体采访时表示,希望人人车是第一个真正把商业模式走出来的平台,2019年会把新战略坚定不移的执行下去,今年之内实现盈利。

但目前,盈利对所有的二手车电商巨头都是个难题,这一美好愿景究竟何时才能实现,只有交由时间来验证。

(应受访者要求,文中李潇、周洲、张家玮、赵雷均为化名)

【来源:全天候科技作者:端木】

 
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