Как зарабатывать в кризис? Опыт, банкротства, новые стартапы. Эмиль Арзангулян

Good afternoon, my name is Nikolai. I have a million dollar idea visiting me today Emil Arzan Liang, founder of 800 Gris Emil hello On the first the week of the salon opening they send us World Weber Premium status prices such Five in the whole world, well, that sounds like it was. Found a gold mine every time Some kind of crisis, I'm resetting the company with you. once every 3 months, once every two months, some court hearings are being taken away from you your landowners are taking away your apartment What market inefficiencies are you see, they gave us some now advance payment for project A upon completion They took the advance payment from us for the project. They said that you still owe us I was even a little embarrassed about so much money say that you earn settings You said I was an architect. What's the point? works of an architect and an architectural bureau If you pay, you work for that sulfur. business is worth your word and nothing more We'll take you to everything without a tender now shelves in all stores in the country But if

something goes wrong, it will all be at your expense. back from all returns and so on I got the steepest entrance in China from everyone I invite very successful people who are possible entrepreneurs and together we set We present the thought experiment as follows if they started the business with absolute zero were left without their assets material capital of steamship factories just knowing what they know today for in order to understand how they will be act How decisions will be made What strategies will be suitable for we could adapt our own and become even more efficient Thank you for that I came, please tell me a little about yourself How old are you Where are you from What are you in what is the essence of your business and the numbers which characterize its scale I am 52 years old and I am from Yerevan. I have been living in Moscow, a design engineer by profession

entrepreneur I have one of I have quite a few old architectural firms a working architect That is what it is what I'm still doing, that is, not ceasing, besides this, I have several companies, several directions and here is one of the last ones in which I'm immersed enough in this Company 800 Gris is a coal company. It was originally created for Russia then expanded and became The company that currently supplies its products to a number of supermarket chains In our marketplaces, we actually have Retail We should have this year rubles if it's historically interesting started with revenue of 17 million rubles per day mlt year 100 something million in che year and there will be 600 this year That is such a sufficiently multiple growth that We manage to maintain this in general. In general terms, you have a general idea about me. entrepreneurial experience from guests who were on this at this point Please tell us about the podcast. Tell me more about the projects you had. What did you do before this business? Let's discuss what were the most successful stories The main failures since 1993 I have had an architectural company for years. the oldest in the country, one of the most we are engaged in the oldest in the country interiors there are commercial design of country houses and so on That is, it is private architecture. almost always our customers are private individuals or organizations who need to design an office Yes, we don't do design work. shopping centers, kindergartens, schools, and so on. apartment buildings, that is, this the business is more than 30 years old this business in This year will be in August Yes it is Old Big Business E I continue to be main the sole founder architect This company is called Akhila. I had my first entrepreneurial experience. Yes, I did. My education is that I am a design engineer. Architectural and Civil Engineering Institute design engineer profession metal wooden structures I arrived in Moscow in ninety-three I was still a student that is came and went, came and went It is obvious that in those years no one could no architectural services were provided That is, you came and said that I architect I can be something for you useful they said yes Okay you are to us Here's a videotape with Santa. Barbara and we need a living room like this one there is a bedroom in the room there were no needs for anyone they needed an architect for the projects just comes and points fingers at the builders shows what diameter to make the arch That is to say, these were the nineties. That is, you didn’t sell it under any circumstances. would be a project That is, if you say that you need to wait two or three God forbid there six months until I make a project for you and For he will need to pay some you were immediately shown the door with your money It was a difficult period because I can roughly say Well, it's heavy B in the entrepreneurial sense, that is, I was a performer I was an architect the man who built these He drew up contracts and sold his services. about half, probably half a year until ninety-eight when was the first project crisis it ended with you being left in debt to the customer That is, he paid you some half of the cost then always I was picky about the final result. And how? it turned out that you still owed him Well, you still had to. That is, he I said so, I still owe you 50% but I don't like what you did I thought it would be something like this something third something fourth This is it quite an interesting experience. It is possible. I would say that this experience has instilled in me seller of a person who Well, that is I implanted such intuition in the wok when you begin to understand in general how with buyer to difficult buyers builds relationships because You might like the gray one there. I might like the gray one. You might not like the color at all. This doesn't mean that you have no taste or I a man with taste That is, these are personal preferences personal wants and if The first stage was so carefree. Yes, you did the project, the project is not for you almost always pay extra half the time the nineties don't suit you pay extra for work, that is, if you ended up with you not getting paid enough 15-20 was the norm in general In general, this included the cost of what You won't get that much, but it was necessary. understand that in those years practically You lived in every project. That is, you I came to your place and the builders weren't there. the construction companies were Yugoslavs These were Moldovans, these were Armenians, this there were Ukrainians Well, that is to say, they were migrant workers, you somehow did you collect them or were they at the customer's and you implemented his project in the year a crisis is happening It devalues almost everything that resets that was on the market, if that's how it was at all If before this the cost of architectural services she reached up to 15-2 dollars per square meter Yes You could have applied after ninety eighth year all this layer 15 20 30 dollars at best and then there was a market cleansing because all those Well, let's say migrant workers Well, about 50% of my income at the time.

It was due to the construction. That is, I earned some money there a few times tens or hundreds of thousands of rubles or there let's say several thousand dollars earned on design and there may be several tens of thousands dollars for the implementation of this project Yes, you were an architect, but all yours The income was generally based on construction works that you which you don't advertise What are you earning settings and said? that I am an architect, this is what happened that almost all the estro-baiters left Well so to speak there are Armenians there or Belarusians Or is everyone their own? The ruble currency depreciated then quite decent, that is, conditional there 500 dollars or 1,000 dollars, well, rubles of anal which they received this It has sharply decreased there. They are there five times We sat and waited for some time at the market. didn't stabilize and they left And so then, in general, this probably appeared This is the first migration at the market. internal when they appeared on the market the first builders, the first workers, such including even black workers from regions of Russia, that is, people from the hinterland People started arriving and the situation was restored. later when they appeared again foreign workers were already 2004 and before that it was like this and if We're talking about the architectural business. quite specific It's very probably respectably prestigious intelligent profession it calls Well that is, treat yourself like a doctor. What you say is basically That's right, yes, that is, no one argues with you. Well, they don't argue in the good sense of the word, right? that is, it treats you as a carrier some kind of aesthetics of culture, ideology and so on further in architecture But each one is some kind of I'm resetting the crisis, that is, at the maximum I can remember that in 2008 by 2008 The company employed about 200 people in the year man and the 2008 crisis turned a company of three people and ninety eighth year ninety-eight you do you understand the company as such? In general, it’s hard to say what happened. I'm telling you, it was self-employment. even oh there was no such thing. That is, if before there was an architectural company there Emily Arguna's workshop was already in 2001 In that year, the first legal entity appeared It was called Akhila Architectural Company. Achilles, although we write there that the roots companies have been going since ninety-three so of course in ninety-eight I can roughly say what the quantity is The number of jobs has decreased. Well, by a factor of 10 and that's it. It was impossible to support the person in 2008 in 2008, about the same I'll say this every time it happened The crisis is probably one of the strongest crises. was later further in the fourteenth year then the pandemic That is, everyone There is a crisis, there are professions, there are industries. There are industries where the crisis helps him. just on hand here is one of my projects current ones, that is, any crisis is like that to him once Good But in architecture each such a shake-up it brought practically almost to the point of liquidation of the company, that is the number of orders intervened in the tens once just tens of times and you have the same There is an element board, that is. there were situations when you couldn't even rent that space or that one the office you are in is at ninety In the eighth year the crisis hit in a matter of minutes days, that is, we didn’t make it, no one made it We already prepared for 2008 understood what was going on. That is all.

It started in the United States and that's where it started every day he somehow, that is, did you hear over there behind the fence there behind somewhere on the border outside the Moscow region the thought that I can't study constantly architecture because it hurts me every time you lose people that you taught Even the question Maybe not so much in money because it's architectural business is very interesting everything that you earn, you earn nothing you don't spend it. That is, you don't need it. investments as such you only do it once You spent money on the premises once. workshop further and you spend with you the only cost part is your salary Architects Yes Consulting business That is, you have a very high if Did you earn money there? I don't know where you are. I earned 10 million rubles there from you The cost part is one and a half to two, well, maximum 3 million rubles from your employees' daughter, yes, yes. You have a fairly high part, it's big. some of the money remains with you and therefore when all these crises were happening they certainly hit me like crazy to the entrepreneur How to be a businessman How to be business owner Because you just Do you understand what will happen to you now? you are forced to collapse the structure you will say goodbye to your people there I am correct with most of the employees I heard that net profitability profits from such a business model the architectural bureau is now located at least at the beginning of 2025 At level 60-70, I'll correct you. and if you type in the search line Interior design is one of the most expensive search phrases Yeah, one of the most expensive phrases and the most high-frequency ones You are unlikely to be able to eat If you architect there your children are architects here went this way This is one of the most hard paths and this is where it happens

It's kind of like with lawyers. 90% of lawyers earn Well, let's assume there is 30% of the entire legal budget countries and 10% of lawyers earn 90% or there 80-20 is approximately something like that I'll say the following, that is, how we We're working. Yes, it's about 70-80 percent. budget remains in the company's net income the cost part is very low salaries Architects due to the fact that you don’t chop in marketing auctions for We don't cut it at all, the budget is zero The story of when is quite interesting all kinds of contextual advertising and not there was only contextual advertising television, radio, magazines special glossy design magazines there is interior design illustration and so on then they gave advertisements. That is, you give You make advertising as much as possible beautiful which is how much you like her there You see, you understand, the most expensive

The cover is not a cover, it's some kind of work. they won competitions and went out free on your cover and so on but you get a whole lot of call traffic there I'll try to explain it in my own words I'll probably never explain it in general I talked about this, but in general, that's how you receive tens and hundreds of calls to you A person who can't see you is calling talks to you on the phone with by you or there with your architects or with someone else and says How much does it cost? You say I have a project. Well, let's say it costs 7,000 rubles there. square meter he says something good you came in and explained to him and described and sent him Some example project he says is good Thank you, he's leaving and calling again in 5-6 months. The price starts from one and a half thousand. Yeah, yeah. here he calls you after some time He never called you at all. But They just surprise him. Why are you here? market if the minimum price is one and a half On average, he asks for 4 from And you ask for seven or eight, give me one more time. I suddenly heard you wrong. They call again and say, "Why seven?"

everything is done there in four three all the cases That's how it is with my friend Or so you understand no matter how you I explained that you still lose this client, that is, you spend any budget no matter what your budget is 99% of the time you spend on advertising you lose this budget and you don't get anything realized after more than 10 years of work Somewhere around 2002 dash 2004 we realized that it is impossible to fight this, that is every year there are wonderful architectural institutes issue hundreds or thousands there students entering this market and the first thing they start with is offer their services as architect And by the way, I have a long At one time there was a construction company often to People came to us with a project They say, here we heard, here you did this kind of work this is our project can you build us this apartment or house and so we open 10 sheets there we understand that we have nothing to do with this project. We can't build it, we say no. therefore we will not be able to build the project for you I need a project, this is not a project, this is some kind of project design is some kind of sketch here in general it is not clear how this can be implemented and so on and around this time we by the third or fourth year suddenly there and then I probably dreamed of the following thing that We make everything really cool We started working on architecture for many when architects in general Architects were of no use to anyone, that is to say if anyone graduated from an architectural school here He went to work at Mos Istro and so on. further That is, such companies where were engaged in such standard things there urban development and so on where there was no money at all, but for me it was like For an amateur What is the essence of the work? I understand the architect's point. some interior designer work arrange decorative furniture elements finishing materials can be pick up such cosmetics And what the essence of the work of an architect and an architectural

very unpopular in general in society thing but deep enough deep How big is the difference between architects? between a doctor and a nurse, the doctor is a qualified specialist who can do quite complex things procedures to be responsible for them He learned this There are six bowls institute, then residency, then internship Well, I can do it all together incorrectly said internship then residency That is, he studies for 810 years to be a doctor, a nurse or a male nurse A wonderful profession, dear people. Like all professions, this one is 2 years old. the maximum that is, they can't do surgical operations, that is, everything that a nurse can do it and a male nurse can do it the doctor does it, but they are needed in order to replace assist help him everything What can a designer do? The architect studied this for 6 years. plus experience plus good observation and so on further What else? Well, besides A, I understood. So here in the room we are in there are walls here besides these walls besides these We need to formalize it somehow. Yes, there. The color and texture of the wall and ceiling transition floor-to-ceiling baseboards cornices and so on further furniture accordingly You still I still have to calculate the load-bearing forces design calculate the loads which loads on the walls of the doorway floor loads if there are several floors if it is a suspended ceiling if you have a multi-level ceiling if you have heavy chandelier designer VS this can It's impossible to draw, it's impossible to implement, you don't You understand how to implement this, you draw You sell the project for 1500 rubles and it gets the customer is confident that he has the project comes to the builders if it comes into normal construction the company he will receive the same answer as us if he just comes to the builders The team will tell you that this is what is needed there. for the construction of serious structures and houses, an apartment that has everything, well There is everything, that is, there is a kitchen There's a bathroom, a toilet, basically, you have everything. Do you want to refresh her? update the colors and change the carpets there You might be able to change the chandelier there. You don't need an architect, you can do without one. a niche of lower qualifications I know it's often better to invite a designer. designers who have a keen eye Observation is the highest criterion is the most important criterion a person associated with art business too and with business too That is I love this word. There are designers. which are watched an order of magnitude more higher than most Architects and So in 2003 we suddenly realized that We have very good experience, we have computers were powerful enough then 3D visualizations, that is, these software visualizations because before this is all You're leaving for another 3 days. because you need to redraw it Now this is done thanks to 3D Max. Yes. 3D Max appeared and so on and we Now all of this is almost available on the phone Absolutely right and we reformat our business process the following is how you came to us and I said that I needed a project, we talked about it. Yes, okay, our project is worth it, let's assume it 25 or 30-35 more expensive than the average high price on the market we speak of We have it standing there, I suppose, I don't know. X rubles there is 10,000 rubles per square meter Well, it's expensive and so on, let's say. So we do a third of the work for free without

advances without anything Yeah, at any moment You can leave and we did not include in this third of the work unnecessary things and completely complete a full visualization of everything that will be Yeah, that is, the person received in photographic quality of everything that it will be completely free, that is We didn't say come to the office. Look, we did send it to him. WhatsApp on Telegram in full quality without watermarks without all this We sent all this nonsense I'd say roughly one in ten took the material and went to the cheap ones designers who will continue all this or They even built all this based on pictures free result nine out of where did you stay with us and I'll tell you Probably a third paid more than us. We agreed on this and we are still following it. Achila is still my main my brainchild is what I do every day she is in the office of the arch is not located so far away physically That is, I even You don't need to change clothes to go from I constantly go from one office to another I advise solutions sometimes in the right place, sometimes not to the point but overall So we begin work with free very valuable things that is, everything that other companies are for took the life to be rub But this internal confidence that no one will give such a result and confidence Well, so say they are ready to lose a client make the client more attached Where do clients come from? Where do they come from? clients If you are not involved in marketing of all these ru Yes you know, most of the clients are absolutely overwhelming majority clients These are friends of our clients relatives of our clients These are clients which are the second, third, fourth, fifth once it comes to us It's about the same as with you, that is, we are growing together with ours clients or, on the contrary, our clients They grow with us. They are there. the clients we had there in the nineties years were making their first apartment on There's some street there called Nizhny Novgorod A panel Khrushchev-era building or something else later there, after 3 years, he came to us already with something more interesting in three in the palace or with something else later buys an apartment We come to our parents again, then each other then they buy some kind of apartment let's say in Stockholm or in Dubai and We're going after him. I'll even tell you this. We had an interesting case with a client. It was ninety-five, we were on our own discretion then that's basically what we are like They didn't even ask any questions. We bought it. they installed the front door and he did it in the evening He calls me and says that he wants to come and see with my wife The door was very expensive.

There are about 10,000 there. She was traveling from Italy. We ordered it there for several months and he comes We open the door I am in apartment We open the door and he's in hysteria in a scandal What is this wrong and so on we don't understand that we coordinated the external incorrectly type texture color wood Samples from They came to Italy, he trampled them, crushed them there and So then he said the door was not the right one The side opens here. It can fit through. the machine door opened outwards and it was supposed to open inwards when the door opens inwards you can hide behind the door now we're talking about that We say this jokingly, but so that we understand each other We worked as a customer for about another 10 years back then it was an important factor of headlights It was an important factor It was important Well, not only this one was a lot of different factors That is, some The client comes there with his wife agrees, negotiates, then they leave and in the evening he comes and that's it He says that everything we said in the morning is It doesn't matter, we do it like this there the spouses come and make a decision then the husband flies away and the wife comes He says that's all he said. We don't do troubles, we don't do showers. This is not We do it because Feng Shui is more Tom's drain holes have more energy it leaves, that is, you understand, you begin live with these people, live their habits and when they come to you for the second time I need to ask you fewer questions The process is underway. That is, it is no longer 8-9. months it could be there 2T 4 months Well, it's good to reflect. in terms of net profit I am like this

I heard Although I have a lot of guys and with there are also private agencies of acquaintances consultants and the second is quite unique the way of selling is quite unique a built-in sales process for it is typical of the consulting business for advertising agencies there I am like this I often observe when they come in general the idea is to create something like that called triva give away free value that will exceed expectations the quality of the original work even more so made without any prepayment or mutual agreements so that after this has already been demonstrated and competencies value create some relationship of trust so that later transfer work further to commercial ones Rails Advertising Agency All as One They come in with what's called an audit. Yes, they do an audit of current advertising campaigns and come with a ready-made report Show what they can do How can you

to improve the current state of affairs There's something to be said for growing a business here. It's similar, but in consulting It doesn't happen often anyway, it's super It's interesting if we move on to the current one Business 800g, what kind of company is this? for business model how it came about why in general, a decision was made from architecture from a completely different field go into business more productively commodity trading Well then I'll move it to 2008 in 2008 we realized that to do only architecture is feel some pain each there 810 or year Well, I have details, as if details They probably not interesting and I'm opening a gas company, that is, boring we are engaged in gas engineering production and so on I I'm a design engineer, that is, everything I need associated with production with industry with construction I really like the fact that it is made with the factory close That is, I love this whole thing and We are opening a gas company. The company is the first time I'm creative. a person who has some experience with this work including in production because that construction is also I am entering the industry of which I am a producer. I have absolutely nothing to do with it The company's direction was new, that is we were forced to Let's do it this way were forced to get in this direction because we had an order in which we built and designed a village for we were one of the companies that built it designed but because they didn't they couldn't have brought gas there with them the customer paid, but she couldn't pay us back It lasted 2 years and at this time this crisis is happening 2008 and I get into my car and

I'm going to Europe, I'm just traveling there for a month. two to the forest to see what's going on there is something there that is not here and suddenly I am in Europe is faced with these houses which were autonomously gasified there is no main gas pipeline which now every year in every house we have comes into the apartment, but here's a certain one the container is either buried or standing It's on the street and it's gasified. gasifiable You install heating and cook food there. generates electricity That is, you can buy a plot of land in Pole. build a house and you, in general, if you have water, you have everything else. you will get it and we will get it instantly with this idea I turn around and fly to Moscow, I burst in to mine here I tell this general contractor to the customer that I can gasify his village for Half a year later we sit down with a calculator we count and it turns out that the money that is with he was asked for gasification of the village They are, in my opinion, seven or eight times They exceed it and there are 3 years left. the offer that was mine was big he says it's an adventure, that is, we can gasifying the village now is means he can start selling He couldn't start selling houses without energy Who would buy it and so it went on like this My company, Gas, appeared and it's still there. there is no pore E she I got from her I am an individual in the bankruptcy procedure. How Trump went through bankruptcy proceedings. ended in 2023 this company in 2009 it was registered We gained momentum quite quickly. gasification began throughout the country solve a lot of problems for developers Stroitelev at data centers, that is, Any data center should have reserves and You have one type of reserve that you set. Diesel generator Yes, this is diesel. This is diesel fuel flowing, it can be stolen. Yes.

What kind of nimble security guard would go at night? Salt from there diesel into his car That is That's how it is with the gas that is stolen, well, in general it’s practically impossible and I this idea was simply sweeping across the country I was involved in this industry at conferences I became quite quickly such a significant person in the feminist industry gas when some important event was announced conference anywhere in the world I was practically sitting there waiting for me either Gazprom or Rosneft will invite to speak as part of their delegation, that's all It was going great, they liked everything. what I did, that is, those budgets that they had to spend on research in this direction, here is completely the company did it for free using its own money at one's own expense We're a little hooked on that Pathos which was around us, frankly speaking, On the one hand, we understood that we did we do it quite irreplaceable work important work key work Here But on the other hand, these are exactly the ones money that they could pay us The same Winky Win is vertical integrated oil company then There is Gazprom and Rosneft - this is Winky To there is the money that Winky could spend on us We did it they received it from us absolutely free of charge these results are completely free and they kept this money for themselves and that's when the respect that I had in industry I never for all these How much is there until 1918? Yes, 9. the company simply existed for years before I couldn't do it even once in 1918 get neither one nor Grant nothing Although That is now even if Google my name and I'm everywhere. That's how it is. What did the business model look like, that is, Who were clients what problems they had and how The solution looked like the first clients were those who bought lands on which there were no there was gas The thing is that here we are with you We can be here, look, the river is here. one part of the Moscow region is here

another part of the Moscow region is here A square meter costs a hundred square meters, or more precisely, a hundred square meters 3,000 dollars here a hundred square meters costs 500 dollars Why Because there are no communications here, the price of any asset This is the price of the communications included in it. no communications, no infrastructure zero price both Earths can be on Rublevka is not in the most expensive place infrastructure and will never be for some reason and how does it relate Gas consumption cost That's where there is infrastructure compared to that Where is this infrastructure? Well, let's go. I'll give the price in very rough strokes the village where it all began The cost of gasification then is all the same It was considered a little more often there dollars I just remember the price well it cost something around 9 million dollars pad gas pipeline 3 years and 9 million dollars what This is 9 million dollars, this is permission The gasket is a job, I think it's 4 km away. The gas pipeline should have been installed by now This actually costs even more after you get gas at a nominal price Well, let's say it's 16 rubles a liter or 4 rubles per liter doesn't matter in different areas

So you spent 10 million dollars and waited. 3 years later, you've just started. sell and you have the buyer's end Nikolai Lebin, who bought this house from He has gas for 10 rubles and there is a second way for us some houses may be firo in stages through Nede there are stages through Weather you can't sell to Nikolai first house but you tell Nikolai the following Listen, gas won't cost 14 rubles or It won't be 10 rubles, but approximately 28,300 rubles. twice as expensive but you get more calorific gas because it is natural gas and hydrocarbon gas they have different energy calories, that is, calories in pearls there's a lot more gas, that is, you're bigger This liquid gas releases energy you don't depend pressure in the system because the pressure is - this is the one that you don't see in his glow You pay for gas if you don't use it. While you pay for any gas you use it or you don't use it and but in general, if you use it regularly or I regularly use your liquid, dear. Gas will be slightly more expensive depending on the caste cost about 30 percent if you businessman if you sell plots if You sell populated areas if you give it to the village, then for you the current ones your customers' expenses, frankly speaking I don't really care if you owe them anything. hand it over as quickly as possible and it is unlikely that people will be in the first place The queue will ask, “And how much am I?” I will pay for the antenna or for Are they asking for television or gas? They're looking at what kind of neighbors I'll have. How beautiful is the village? A beautiful house and how much does it cost? Well It sounds like a golden treasure was found. zhi Yes and we were the biggest the company developed in the country It's good enough that something went wrong we overestimated our capabilities a little

We took out loans for the future and in the fourteenth year it happened Crimea happened and it wouldn't have affected us much would have affected if it weren't for the following in February of the fourteenth year and in winter In my opinion, what happened was, well, sort of Crimea returned to Russia, but the stakes and price The dollar exchange rate has doubled there, I think. times or three times, and we had a big one the number of gas tanker vehicles is the gas tankers we used to sell gas Everyone was on lease, there was a rate there 11 10 12% and at the moment all leasing companies raised rates to 20 27% and in less than six months we have slept We dismantled all the cars, that is, we didn’t coped with lease payments then, left without transport, you won't You can already make money because What you can't do is gas tankers. you sell gas That is the same the traffic you supply every day And at that time, the company had me two partners The company was in such a deplorable state before state, that is, we understood that we had It's falling apart. Or we'll do it now. We just let go, we leave, we let go of everything. or somehow we try to save my two decided to leave the partner company So I decided to save her. That is, I had a feeling that this was what was needed a year or two and everything is leveled out We are again but at that moment, at that moment several debts have accumulated millions of dollars and that's a few millions of dollars are suing me Well Well, I'm sure I had some mistakes, and I did. We probably didn't do something right always right for sure we probably underestimated the risks somewhere they were self-confident Well, that is me I'm saying that we are where we could be. let the mistakes in here but everything would go fine for us. We would It's just that with all of these we are probably they would just grow slower but no one Not a single financial model prepared the script I took into account that you have leasing payments you have several dozen there cars are growing threefold from 11% practically Well, yes, black libido Well it turns out that this business is like architectural also turned out to be susceptible Strongly Yes and it worked so this is a moment worth several million personal debt to banks then Have you personally gone through this procedure?

It was a difficult procedure because Yes, I I'm actually there I mean, I didn't tell anyone about it. because it was enough painfully unpleasant You don't have a lot of things You can do it, you don't have it. Elementary. you have bank cards every 3 times once every 4 months there are some court cases the meetings take away your apartment your land plots are being taken away from you There is a VS that you have earned for a lot they take away your time only because that the exchange rate there has increased several times, you are not there you see That is, you are trying to find cause and effect relationship What does this have to do with it? What does my business have to do with it? What does it have to do with them? there are tens of hundreds of people working there with the company, well, that's how it is there were strong lawyers on the bank's side They were able to prove that these the mistake could have been avoided if I decisions taken Yes in the eighteenth In the year, the company was sued

bankruptcy, so for a couple of years I have been Naturally, I jumped, I hit, I hit procedure and in the twenty-third year in November I successfully completed this procedure. I went out and with the following means I did not I can until 2027 occupy leadership positions there to head some large companies Well I'll be waiting for the next 2 years, that is. Here I am in such a semi-passive state business process, but what about architectural bureau which This is your company Yes, mine company Well, if we're talking about a legal entity It reorganized all legal entities the assets were brought into general bankruptcy mass and divided between the banks between creditors Well, that is, there are banks leasing companies suppliers, that is Our accounts were closed. That is, it is such a chain that hits everyone, that is, this not like the bank you bought it from cars and took out a loan. No, you're not there. You start to feel like you can't do it anymore. The accounts were blocked, you can't pay your supplier to whom If you want to pay, we found solutions there. from the situation, for example, some people with whom we had been friends and communicated for many years and so they helped us out, that is, me somehow found some assets I sold them there, took them to them, and closed them money because I understood that they had well that is, there are such third-rate debtors there fifth line in which they never would have received their money it was a very painful experience is the most painful part This was something that probably When in at some point we had to leave our apartment and we put the children there old enough Well, relatively there are 121 adults there and they tried explain there that I am somehow like this I handled it incorrectly the living space is completely taken over even If children are included there, there is a little bit the situation was different I had a house it's unfinished, it's big, it's expensive and there was an apartment and we were wondering what was best for us

Save the house rather than the apartment Well That is, they took everything from us, both land and houses. and apartments Well, that is, we are from what is in the end, we decided to keep it for ourselves. the house, the apartment, but they took it away It was hard, it was painful, but I'm enough. entrepreneur I have lost many times I have been responsible for my mistakes many times. I was responsible to the customers there different people But you can highlight things three main lessons in this gas in business, what would you do differently to reduce the likelihood of such getting into this situation This is for all those who now he makes his own decisions somewhere more risk somewhere less risk take what you could do What else can anyone do differently? Who else is at the start now, who is watching us? I wouldn't say I'm going to run a business. I would say I would. a little bit he divided the business into gas ones himself is no different from the construction one business The thing is that I was dealing with state-owned enterprises I would highly recommended to people who rely heavily on large budgets that can be received on government contracts and so on will be very It's not that careful The state is trying to deceive you. never tries to deceive himself Well, I can definitely say I'm crying. taxes since 2001 Yes, I've been there for more than 20 I've been paying all the taxes for years, the company, everything. There is some kind of rule that it is cheaper. this is the only way capitalize your business because no other if you pay and work in sulfur your business is worth your word and no more The point is that you can be personally acquainted with any of the presidents any large state corporation he will decide that he needs it is necessary but he cannot control it and lead you by the hand in all things stages when it all comes down to the floor below, even lower, and reaches performers and there may be performers who not only do not They don't understand what we're talking about. The people who came are motivated They sit there on a salary of 60 dashes. There 600,000 rubles. And here they are, just waiting. the end of the working day and wait for them another increase and here we are a little bit We ran into this. That's what we came for. They said this is what is needed in the country need to There is industry there, the region needs it too. a specific company needs it, this is its output there it will be stronger in comparison with other wines That's all true. Well, like at the gas station. there are companies or the state has There are a lot of other unclosed corporations There are gestalts there that need to be closed. before doing what is possible

First of all, you always need to do entrepreneurial activity direct maximum attention to things controlled where you have completely Managed risks are the ones that need to be addressed Managing this is my experience, my Gorky experience shows that risks must be taken manage every time constantly and understandingly What's wrong with this country? Well, I mean, we live in country in which Despite the fact that you happen there once every 10-8 years quite severe cataclysms there In 1991 the country fell apart a large country emerged from it there 15 There were fewer countries after 1998. and so on, but with all the downsides that I list there is a whole plus I have relatives who live in France I don't know who bought there, there are 25-30 years ago the apartment was quite successful Well, these are small entrepreneurs. But here They live in the apartment they bought 25-30 years ago, that is, in France, to do some kind of non-business career Buy an apartment for yourself and then give it to your parents then it comes straight from the clouds to the children Funky to make a lot of money yourself as a successful entrepreneur the probability of a stable Europe in Europe some times, one might even say, an order of magnitude lower here it is several times higher but with associated risks and this road Not everyone passes. Well, friends, how do you like it? I want to point out that in this issue almost all the guests of my podcast A These are entrepreneurs with a turnover of 1 billion or more. rubles per year So here they are practically unanimously everyone says that The key skill for an entrepreneur is team building and development skills the success of your business directly is determined by the total capacity management competencies in it therefore I have prepared a set of several for you dozens of very useful files are guides instructions regulations templates checklists examples of business processes and so on. All what will help you improve your business processes and become more effective managers all these I posted the files for free on my The link will be in the Telegram channel in the description under this video therefore I suggest you put the video on now pause these files to download them so that they don't forget to finish watching the podcast and then proceed to familiarize yourself with them and mandatory for the implementation of management tools that I give out there Well, that's all Let's look further, okay. Let's move on to 800 deg How did this come about? What is Company E like now? What are you doing there? Especially considering the status current that you are prohibited from doing entrepreneurial activity to occupy some leadership positions with by the end of the twenty-third year I was already you can engage in entrepreneurship I cannot lead the activity financial departments of large There are still state-owned companies some restrictions If I'm not mistaken I can't be CEO still until twenty seventh year, but I won't go into details It doesn't bother me now That's why I'm not interested in it yet twentieth the year when the procedure took place in general the bankruptcy procedure began like this It turned out that under the house where I live a nice, large room was for rent nice room We understood that Yes Ecogas is already a thing of the past. I had to somehow continue living with something to do this is architectural activity and we were thinking about something else premises We took it, I sit down on my own again I'm driving a car to Europe, they're driving around countries European North European I well Severs to understand what's there is no one here and I return with that I'm opening a barbecue parlor. That is, a grill. I'm opening a center in the largest one in the country. grill center That is, I suddenly with some heavens Yes, that's the gas industry there Rosneft, Gazprom and all that stuff is so abrupt I'm going down to some local store That is, I suddenly realized that I It's enough to risk your family. income from this kind of peace of mine close ones Yes, I'm going into some kind of understandable The thing is, I don't tell anyone that he has at least some relation to me we open this store and open it You could say he's the cutest the most popular the most attractive and The most popular store is like this an architect like that in his time I managed to become a big entrepreneur open a popular local location history How the choice came about That's exactly it

Why grill in this niche? Yes, there is I have a very close friend, he is the president. Russian Barbecue Society Andrey Romanov Here he always goes with some he's bad with great ideas an entrepreneur but a very cool ideologist and a super specialist in what he does He told me to figure it out, “Listen, here’s what I mean.” You are not doing anything right now. This is the period, but he knew that I had Let's open the grill, he says. That's why I got into the car. I went What is a grill center he told me showed me that here in Russia it is I didn't like it at all, so I went and looked. Goyu Listen, well, how should this be done? bring this culture here We open Gri center that is only because My friend is the president of the Russian society. barbecue in November of 1919 I get in the car and drive away across Europe. weeks there to the forest in the third week I call him and say, "We're opening a store." That is, in Russia there is no such thing, but we Let's try to do something better. Let's take this room quickly. We design it quickly, that is, we open it February 20 no February 2, 2020 02 beautiful date 02 02 We are opening a grill center and Through week I think it's a pandemic. Listen, there's no need. I had no intention of getting involved in this story. We're opening a gli center as the pandemic begins. and everything turned out to be the other way around here An interesting fact: I still own a legal entity. which used to be, well, it was there were no empty assets therefore I don't have it in the bankruptcy process they took it away it didn't represent any asset value but it had a license for the trade of fatty gas - it is a basic necessity as bread is a communal fuel And at the same time while all of Moscow was closed and it was impossible to move around at all My accountant suddenly looks at the city. in all these tax stories of theirs what It's not just about being open and working. We In general, we can even hand out passes. to my employees that there is a license and that is the number one advantage of tacos that we could be open and not alone our competitor and get a license some years, that is, at the moment we have it The best salon in Moscow at the moment is his license for the same person we are The city is closed at the moment and everyone is locked in dachas and everyone needs gas, not gas grill and This is where the boom begins. That is me. For the first time in your life, you know how you got into There's probably a destiny there kissed me on the forehead at that moment Everything started to go our way and we are opening The salon was a single-brand store.

Weber is the largest in the world brand in the grill industry 40% of all Weber sells grills in the world and we are in theories were supposed to be within Get the status Well, as a star at the hotel, we When we open the salon we send video footage of what we did in They're asking us for headquarters right away organize a ZM conference during the ZM conferences in the first week of opening The salon sends us World Weber status Prum cent is like that in the VM world. they liked it so much No one can come during the pandemic, they can We were awarded the 3M video shooting title this status means we appeared We turned out to be like a Michelin star ended up on the Global Weber website there and Weber is the company of the won bat and all that, that is, we are all great We worked, the pandemic was only for us

benefit, that is, we are there for several It took months to recoup all the investment. We continued to work in the process We learned a lot about ourselves from this industry and in the twentieth year in DCA In the second year the war begins, this is me It might be a little boring, but I came to the conclusion that today's business is our third stroke of luck in the second year the war begins, elections are announced leaving Russia and but we understand that we have goods of these so-called grills and so on for several months and for these in a few months we will be able to somehow way to bring new grills here new accessories and so on That is to say there were some supplies are gray and not gray parallel import as it is now It's called yes, it's such a beautiful word, but Please tell me in any way There's a bread section in the supermarket. We might not know the numbers What percentage of revenue can it be approximately? occupy the bread department bread revenue

Department 1D 3% Well, let's say I don't know Well, that is to say, these are just a few percent, that's not it. 20 is not 50 in any case, yes, if you remove the bread section from any supermarket total revenue will fall by 50-60 Well, yes, because there is something in the basket bread, bananas, and milk, even I eat bananas I remember that at one time when we were working there were recommendation systems there This was called the banana problem the classic problem of recommendations systems that build connection graphs between commodity items because What each basket will recommend banana Because banana is in each basket has the most frequent purchase I remember when we discussed this with director of Arshan He told me that they put it in the minus in general somehow or in zero hand out several pallets of bananas in a day specifically for people to come to them People are out shopping for everything else. These are the departments, bread, milk, cash registers. This is the longest way to go store Yes to get bananas bread and milk if you have a grill you buy it once a year once every two years Yeah, but at best you bought a grill. Six months later I bought it for a friend, that is grill - this is buying one grill per year One grill in 2 years accessories you buy coal once or twice a year you come every week coal is that same bread, that same banana, that is On H, revenue is 57% maximum In season Yeah, out of season 1-2 about but he makes you traffic no coal client k I didn't receive the coal, it costs 590 rubles. A man comes for coal and has a receipt. 40,000 coal costs 590 rubles, his receipt is 10 121,000 We are losing coal to us Clients call and the first question that They ask and say, “Well, do you have coal?” We don't care what Coal is. Well, we In fact, first of all we try solve all issues and coal and accessories and grill and so on And here is my son He is a student at Moscow State University who is taking on the problem of coal. with with my friends there Where did the coal go? because Weber also carried coal, but Coal is an expensive commodity to export. cheap one takes up a lot of space and it delivery is falling apart Well, like sugar, that's it Well, that is to say, Weber left with the coal and everything. But if he has grills there for a year in There was a reserve of coal. He had it there. 2 months, so there were no grills there was a problem with coal and we are starting to look for a replacement for this coal We didn't find any replacement and suddenly we start look at some numbers and suddenly we find out Listen, we're looking for the ends of Borovsky's coal from where Weber buys coal from Africa from Brazil and so on And suddenly Let's see what Borovsky coal is we are here we sell produced manufactured in sent to Poland in Saint Petersburg the bags were packed and brought back This is where we're going to St. Petersburg for this. enterprise we say Listen, this is how we That's what they say, yes, you can do it for us. coal Yes, and we decided to do the same Now we'll create some kind of brand, we'll come up with something We don't have time to think very quickly. 800g my architectural company My son and his friends came up with the brand.

They will come. This concept was the task in such as my barbecue and the task was make enough coal to provide the needs of these Well, at least half supply because you don't have everything There will probably be some people buying it too. no less smart than us, that's us in short We create a Coal ruler, we order some amount of coal on this we offer our company for sale and People just come to us by plane. They're taking away coal, so that's the first batch. We produced a lot of coal here interest The leg went ahead like this entrepreneurial risk was it was We got involved and are developing the packaging It was developed in a few weeks by us We are negotiating this in March. we are negotiating with a coal producer He says, "Yes, fine, we'll sell it to you." bring us your coal accordingly We'll pack the bags for you, we'll take them with us. negotiations and in parallel Yes, it is necessary register a separate company because They don't really like it. Well, everyone else does. Our competitors are not as beautiful as we are. They don't like us, we're some kind of impostors. They arrived in 3 days, opened, and received. some kind of status that people haven't seen for 2 years can receive accordingly We decided tear this story away from the barbecue We take 800g of a new legal entity. Well, my son is there. registers the company and the company was registered on May 5th and coal already appeared in April But I roughly understand how the company will be called They wrote down what the company will have. which will be registered there through We've been putting coal up for sale for a month now. It's selling well and will be here around May 15th. Category managers from Azbuka come in taste and say Where did you get this coal? take Well, we're talking about this company Give us your contacts, we'll give them to you. contacts we talk Well, actually it's us So they say, okay, here's your coal for us. needed there Make an offer we will you We'll buy it in 5 days We found ourselves on the shelves of Azbuka without tenders without anything No competitions because there weren't any coal until we found ourselves on the shelves stores for 5 days while we were there Obi is coming to us on the shelves of Azbuka Then comes the world trade, that is, until the end In June, five or seven networks came to us and everywhere we instantly got on the shelf and here these are the 150 stores that we All in all We washed ourselves, but in general we didn't our main goal, that is, our main The packaging was gorgeous, there was coal. good quality, the same one I made a choice; the marketing was first-class. the same one we were told we were doing that you don't have a reputation, well, basically There is no coal producer there. We don't care. They said that we are ready to take any Well that is, we agreed to the very the onerous terms of the contract, that is They said we'll start it now without a tender. on all the shelves in all the stores in the country But If something goes wrong, it will be at your expense. all returns were shipped back and so on then we said yes we are ready for this A year later these contracts were rewritten. But this the same story with Archelaus, we were sure what we do is good it is The necessary story means 800 degri the legal entity that was registered It was called the IOC Mother of all calls. coals will be delivered to us in 5-6 months Azbuka comes and says, "Guys, could you?" Would you like to give us some traction for your brand? There is trust, people come and say Coal There is, but there is no ignition, we did it for them A week later they told us about the face Can you make trays? And then you can You make hooks. Can you make it? gloves And here is a ruler of three coals turned into a ruler from se the name of the goods and this year We will have our own grills, that is, Toms during in the right place but the reason for success is the reason There is no luck there, no luck. necessarily because we could about it don't think twice and start importing grills all efforts should be directed towards grill management The point was that they stopped right there on my son's decision Well, let's go ahead We'll make coals. Well, this is the most unrising thing. ask I don't believe in luck. I believe that one the ability to recognize is the entrepreneur's

see the market inefficiency gap between supply and demand and its consequences efficiently dispose of thousands of people found ourselves in a situation where there was something on the shelf there is no coal and they would like to do it Hundreds of people owned barbecue shops grill centers Yes, you said there were 150 of them which you wanted to supply, that is, them there were 150 owners there may be more there were partners and none of these people I decided to start a fire with coal and have a chat. with the factories, look for who went where and so on further I don't see any luck here I see one that is stretched out very strongly I will have the following question What market inefficiencies are you See now at the beginning of 2025 where you are You see problems, not just of the market, but there are big markets where you can create something a big, serious story that is not occupied where are the problems that those who us looks at what aspiring entrepreneurs could do I'd like to try to solve the grill salon myself. BBQ Store It was a compromise I never wanted to be a trader, I always I didn't want to sell Well, that is to say, I didn't I think how I would separate the sale of services architectural where we sold ours skill Take something from the sale of crafts. Here's something. It's cheaper here and it's sold here. This is it. I never liked it and when it opened I was embarrassed to say that I was at the barbecue store. I have something to do with this Well, in two ways for reasons firstly I was before a little bit in other larger scale ones stories Yes, in gas ones then you immediately You find yourself in a local project area of ​​270 MT And I didn't want to talk about it speak And I didn't really like it here this trade in that sense at that time Now I have changed my life a lot attitude towards trade because You need to know how to trade and sell. In general, create a product and then be able to sell it This is quite important value But I think that trading is overrated in We need people here who would created things with added value We produced something but we didn't produce anything. We even produce 800 Gris, well, we produce some things ourselves But in Basically, coal is produced by one company second, third, fourth accessories contract manufacturing what is our We deserve credit for coming up with the brand. We developed the design

We upgrade our packaging every time quality influences packaging and so on further but we don't produce anything like that What we did in ecogas we produced there manufactured complex engineering systems constructions are the most difficult thing you can do direct a person especially considering Current rates for keys Yes banking financing it is very expensive it is It's generally unbearable, that's what it is the feeling is somehow aimed at localize or remove from the market altogether all small and some medium-sized businesses Well It seems like the government's policy now aimed at reducing volumes consumption Yes and now Yes and it seems to me I would have no advice on exactly I didn't give any sales or purchases. Well, it's just It seems to me that there is a very big backlog

We have a lot of places where you can do exactly that. engage in production from farming grow cattle there grow there are plants cultivating the land produce some things, the same ones grills to make them in our country considering that right before the start of his At that moment our country was accustomed to quite complex pricing enough Their cost price is very low, that is Any phone is an X10 minus an iPhone. As far as I remember, an iPhone costs about 16-18 dollars, well, I hear the numbers, so what? it's less than 100 dollars, there's like 60-80 dollars, that's all there is to it, there are no costs for this phone And that's it yes yes Well they can They change technology in general They complicate things and so on, but it's all the same. This is approximately what you can see some Xiaomi phone or something It costs little. How is it different from an iPhone? It costs 200-300 dollars there, like from an iPhone. 1,300 dollars let's assume But he doesn't it might cost 500 and sell for 1,300 and retail model of large companies it looks something like this and the product is created by him cost price is what it means This is the most the pessimistic path is how things work Philips Borki no Borki western no Western companies are creating goods for him there is some kind of cost price, conditionally I say 100 rubles, and this is the cost price. multiplied by two to get a large wholesale price then it is multiplied by two again so that get a small wholesale price, that is, 100 for 2 - it's 200, then 400 and retail This product is already sold for 1,000 rubles and you

set the retail price accordingly When did you give this phone away in N video? or to some resale store Well, you tell him, sell it for 1,000 rubles I give you 20% or 30% or minus 50% of the bonus, good 1,000 rubles. I'll give you I'm giving it to you for 500 rubles, but none of them have it. By the way, iPhones have 35 bonuses there, restaurant there cost price at home Well, there in the warehouse in 100 dollars sells wholesale for 700 approximately in this pricing all this is located That is, I am now I'm not saying this as a reproach. Like this model. On the contrary, I say we have the whole country I'm used to these prices and this means that you and I can just see that here I am In this case, I saw coals and grills here we have a whole line, that is, everything that we have the ruble was cultivated on the shelf he in production costs something around something rubles and now the question is, do you buy it for 45? rubles you produce in China or for 8 10,000 You produce rubles here and there, I would send money there efforts I understand that the choice of the market is the whole The world. And you will have a market, not the whole world. You will still need to prove that you have product Yes, you will not sell it as The choice is 59,000 rubles, but you're buying it for 39. sales or for 29 sales You have the same the cost price there is not very high That is, I would direct the efforts entrepreneurs in production The sphere there is all empty and but at the same time I would he made a reservation that the banks are both ours and ours investors and our venture capitalists funds don't like to invest in such projects as if you were looking for niches we already I think let's announce smoothly that we actually moved on to the mental he has an experiment to ours the following conditions you wake up First of all, in any city, according to your opinion choice Which city do you choose? Well, come on Moscow In Moscow And you discover What, your material assets have been reset? Capital You have 100,000 rubles for you There is a place to live, housing is paid for you in general, there is no need to think about money. 100,000 rubles available spend something It's your choice and there is phone in which the Internet is paid for. find any information but note The book there is empty, no one knows you. Your social capital has definitely been reset to zero. just like the material one, but at the same time you know everything that you know now There are all your skills, brain, all this with you and your task is as quickly as possible get there faster

up to a monthly turnover of 1 million rubles market profitability of 25-30% about this there shouldn't be an end point it should there will be an intermediate point at which we let's just state that The business model is sustainable and can be found you can move it into phase scaling and already look for these the most expensive investors' money and that's it The rest of the consulting will be sold at the same time it is forbidden I liked how you acted history with production and I would very much I wanted to know how you would search filtering attempts to do this to me I had a project related to contractual production where contract In China, my attempts to find production in Russia finished those products which Imports from China led to the fact that Vaya the price they offered me Russian producers were higher retail selling prices at which this Chinese products are purchased consumers in Russia That is, to me I couldn't find production in that place the niche I was looking for I have been looking for the last 16 I've been to China for about 16 months, and the first time It was just this first time on 16 months ago for the first time in my life I was in China 16 months ago and 16 months later I was So, every month I'm in China Well sometimes there two or three times a month but in general I was just talking about this and He said that you have Chinese. You can have the same grill. order and have it made in Chinese factory, but you can find a Chinese one the factory that will make this grill for you for 49 or for 59 dollars, and you can find a factory most likely with a large there's a probability of 80

90% And which one will do this for you? grill for 100-10 dollars and most likely it will be of poor quality out of 100 grills which you will receive 7 8 10 20 will be defective and basically it's the same negative experience that was a rake People are coming to China to me I was a little lucky with this experience, but come on I will answer your question about production. requires capital And unfortunately, given those the conditions that you are telling me now You put it up. There's 100,000 rubles and a phone number. and nothing What can 10 grills produce? Well, you're saying. It won't produce 10 grills. Is there such a thing? the concept of mold e form, that is, to make your own grill for 50 dollars You should order a malt mold - This is 200 e 250 200,000 yuan. That is 2-3 million rubles You must pay for shape and continue to beat this shape for years or use ready But then you will bring the conditional the grill that sells your house there or which is sold there by some other Chinese shopping center, everyone's taking it Yandex is lucky there, but we'll have your brand. and then you'll get such a Hi Well, how are you or you sell it like Yandex, but if You hang it under 800g, say 800 you get ha and most likely you have Nothing will work, especially since Yandex sells this grill for 17,000 rubles or for 15,000 rubles, you understand, yes. That is, you don’t Yandex has all the resources in competition, so Returning to the SMU question, I will say that I have two options, what would I do first? It immediately occurs to me that I would Well, I'm 53 years old, I'm a serial entrepreneur and many years ago I We shared an office with my classmate and there were workaholics and so on. Here is my classmate A friend here in Moscow says, "Listen, if only you and I would just leave our business and just go get a job to someone because we carry all the time some risks, then this ninety The eighth year is still something like this It's really hard. If only we could now we would just go and get a job work for 2-3 years and get a normal salary Education is not education, but some skills. courses and so on, yes, that is, a little bit If we could sharpen it up, we would do it very quickly earned a lot and most likely I think we would even become partners. that I would go to almost any place I would I can't say right away that I chose it, but I would sat there for a few hours or a couple of hours I would think about some days directions for the construction business sales of manufacturing companies I think that I would come to any company I just offered myself for just not Pay me nothing for a month and let's Load me up with any work I think that in a few weeks And I would definitely I would have definitely noticed the management And after a few months I think that in a couple of months I wouldn't be anything special Yes, I think I would have received it right away. salary of 150,000 rubles through the second For the third month now I've been thinking that I could triple it. I believed and somewhere in six months I would offered there asked for a share for certain conditions and I think that I would have become a partner in a year. companies, that is, I would not go to Gazprom there or in the alphabet of taste, that is, I say about some small businesses that I would I was able to help get up very quickly. I just see companies like this a lot constantly and so I think that I would help them, why are they doing this? why do they do it differently? from beauty salons to various companies There is this One Way I think that in a year

I would become a partner there, a minority one or she would have been to some other company I would have earned money if it grew very quickly. It's hard to say, but I think that through My salary is more than a million a year. ruble would be this one way second way I would phone book I would development companies would attach to these I would buy a couple of boxes for the developers candy for the girls who are sitting there and I would say that I am an architect and I can offer services to your clients that apartment They buy the same things we make now. 30% of the project is a third of the project to half project without any payments if they I'll like it if they pay half of these. denem est vya svoyu esu v toy tno obala v which you have accumulated a lot of quantity to clients and would do to those who are not with you Well, in this case, essentially they said corrupt, well that is They would just listen to me for half the money I would suggest giving the Company away. give half of the money to the company because that the girl there doesn't decide anything alone Secretary, no one decides anything. You just say I'm making a project for you. I'm making a project for you, I can take something like this right now, by the evening, do it at the highest level and leave it to you That is, I will leave it to you I'm doing a project with your client. almost half of the project completely free if they like it full The cost is my expensive projects they are 78 6 million rubles cost. That is, I am doing a project. after this and everything that we will get we just divide it in half, this is the model with which developers have come to us several times Come with this model yourself. So you are a way for us to sell That is, we are selling you an apartment. a person gets an apartment and a third of the project right away made for free like this, that is, this is the path on which I am completely I can definitely say that the revenue is 30 to 50 million rubles by the end of the year, well, definitely 30 million let's go out and

there well come on if I'm even there I have no one Well, I would take it there rental or from somewhere else there should preferably be some kind of laptop there powerful enough for 3D Max to spin there I was stuck and no one would help me I would have earned all this money myself. Well, yes, I would share the construction company Okay then I'll still reflect because there are quite a few I heard such unique ones in relation to other guests who were with us previous issues So the first it is to understand your strengths and where The greatest expertise lies there expertise in the field of very high checks consulting project for 6-8 million second find Where do the clients live? Who has already bought them? I've already paid for them. And the third thing to do These companies offer people an offer from the king. I can't refuse Yes, that's just it in sales it is called an offer from which It's stupid to refuse, first of all, we are for yours clients We will do very good work for free which does not oblige them to anything and it will be useful for them and that means you will get some additional loyalty an added bonus in relationships with these clients second if they want buy the second part which is absolutely independently from the first part of the work then There is already the first part values ​​can be used if they will want to buy the second part of the work very expensive then half of the income we will give it to you, yes, I am a little bit alone I was wrong. The house projects cost 6-8 million. Yes, whole houses and apartments - That's usually the case there. from a million to 3 million rubles, that is, if We're talking about apartments. Yes, this is one.

and you can do one project Well, that is, you take five projects there. I got it. Well, it turns out that for in order to fulfill the conditions a thought experiment will require 3 For this you only need to have a month expertise and a laptop, but I think that everyone Entrepreneur first and foremost Expert V something because everything but we all go through the path of learning to work in hiring development an expert in some field our thought experiment completed friends please write in comments Do you think it will be in time? Emil, I need to get to the numbers in 3 months. It seems like this is the fastest one announcement in the entire history of this podcast about the completion of this I want to ask another question about the experiment about China as China's influence grows in recent decades, let's say, in connection with Russia is becoming denser and denser more They turn their gaze to you. Tell me what you're doing there. do it once a month Well, if that's what I mean I mean, on business without any tourist ones I'm sure there are also very exciting and There are interesting parts. What are you talking about? What do you advise? entrepreneurs now know a lot If you're going there, how do you organize it? mine visit because with English I am so Understand nez vse Google Translate And in general the internet is not working as we expect That's why Share your experience here too those who are interested in China, why? Canton will start in a month, for example. Yes, how to plan most effectively my visit there and so on July 13, 23, I was at home I wrote on Facebook, "Recommend me a date." I need an assistant guide to China. Yeah, I need one. written by a person 15 talked to everyone. There were Chinese there. who offered their services on average 100 dash 200 dollars were offered to me for one girl per day for escort She offered 1,000, so I listened to everyone. then I thought since she was already offering 1000 Let me talk to her a little longer. I talked to her for a bit longer She didn't express any zante. She behaved exactly the same way as I sell She didn't call Nika the projects interest in my consent She said she could help. very good I'm definitely satisfied we are with She's a little lower than Stogov and I said that For the first time, let me go I received the most on this expensive path The coolest entry into China of all possible A I met with I don't know after that dozens of people on Canton I'm already there My fourth Canton is about to begin This will be my fifth Canton. fourth Canton I apologize to

I constantly communicate with Canton. with compatriots and with foreigners who they take assistants I just see in what Everyone gets into trouble first the key to success is you must have it a first-class experienced assistant who really wants to help you do it good job How to find it and how understand that you know our mutual friend She recommended this girl to me It was a Russian girl who called from Khabarovsk which has me all this story Well, that is, she told me a year accompanied this was the biggest expenditure item for China That is, this In addition to daily This is 1,000 dollars plus accommodation plus flights plus train stations, airports, lunches, dinners. Well, that is. This is a pretty big sum if you come there for 2 weeks, here Multiply You roughly understand the budget. How much is needed? lay down for such a train And you know me now no one is needed because somehow She got sick and couldn't help me. meet there and I found myself alone That's it That's when I was thrown into this China is one, but there was that skill First of all, you need to go out not just to ourselves manufacturers, here are all these stories about Judas, about these big global ones markets where you come or even the same The most Canton on the Canton Yes there is producers and no producers you and you come and you get some intermediaries including intermediaries from that factory that will produce it for me there some goods, then this is the first second besides what you should have Your manufacturer must be the best. manufacturer That is, if we say If you need watch manufacturers set the task so that you have the best The manufacturer there is one of the top ones watch manufacturers, that is, grills I went to the grill and found the manufacturers. which grills make for selection Napoleon for the top 10 companies for accessories the same for everything the same thing, that is, this it is possible or impossible but if you are this If you succeed in realizing the step, then you there will be that very assistant who will help go out now I can help you find in any of your industries, specifically the top one I understand how this factory is being looked for The girl has been living there for only a year and a half. She he just understands how to search, that is either you concentrate and understand either you don't understand further at this level at the level of these You don't need any factories translator, they all say nothing. So you come to a factory that they say makes Well, if not iPhones, then Apple, yeah, well, approximately. This level and these factories are not needed there. think that they don't want to work with small businesses or anything else something like this if they have a webor orders a grill if they make it for me $55 grill. Yeah, probably a Webor. They do it in 40 maybe 30 maybe I'm over 35. They'll never do that to me. they will say in this sense they are very clear They don't tell my information to anyone. That's it. first of all, you need to go out directly to factories and preferably go out into the regions with these factories You I guess you realized that in China everything is like that. That is, if you need cast iron dishes the region in which it is produced Cast iron cookware is North China eBay where the metallurgical enterprises are There are all the factories that make cast iron. dishes or anything related to cast iron or the radiator and so on are in one in the city of xy in the province and in this city at you may be on one street or there a small town where there are only factories production of cast iron cookware That is, you need to come to this nest if you need furniture you need Foshan, if you need electronics or something else you need shenzhen if you need some ceramic grills and So, you need food from Yan. and it is obvious that there are some in some regions China, for example, somewhere in the south and there in Yanni, let's assume, there is a factory which makes cast iron cookware it will not competitive before hbm and you When You come to you in one day you can visit 30 factories in one go one day a week you can chat and get to know five ten factories already in tight mode to receive an offer to visit both showrooms and so on further And after this you must leave and preferably with the Chinese after this Don't communicate for a month or two because

that they are trying to catch you, they are those will be receiving messages daily weekly, 10 times a day, and so on That is why at first they will not you need to do this maintain this pause and then when they are important to you became emotional to demonstrate vanity and so on And to you It's important that they remove this from your address. importance That is, I came to you a friend came to me at the moment for both of us From a friend I need everything I need to hold on leave because suddenly I'm for some reason I'll find another company behind the fence which is cheaper, more profitable or better, and so on And so I had three stages of the visit to China and every time I came and every since they were kind of angry that I came and it seems like I'm leaving with nothing, but everyone once I got to know new Chinese people they treat me differently treated and cleaned up this mold unnecessary e point contacts as it should be I call it the second thing to take shape Here we are with you about everything We agreed and decided that I would buy from you. You told me the prices and they suit me. Everything is great. You made prototypes for me there. We've seen them there several times. they remade it, changed it, and so on and so forth We've agreed on everything now, I'll tell you I say let's make a deal Well, it seems like I came to China and I have to ask you. contract because the contract is made in country and Beijing should be written there is either Shanghai or something else and not Moscow, here he is, saying, "Okay, okay... issues an invoice, a week passes, you say the contract, he gives it to you again He issues an invoice and says, "What do you need?" What should I write to you here? You say, Listen. Well, a contract because I need a contract. because I need a contract for the bank to bear because without a contract the bank you won't be allowed to make transfers or buy them currency and so on large companies top companies It's surprising that you say you need a contract. Listen, make the contract yourself. Just write what you need. The most The main thing is that it is in Chinese So you take some Russian to help you contract You drive him away what are you doing? comments so that it is specific Chinese treaties taking into account their stylistics and so on then you cook it, you do it there, well English Russian English Chinese option and send it to China and he'll be there in 5 minutes. I understand I haven't read it, here's Nastya I ask her what it was He says, "Well, yeah, they don't read the contract." They don't need a single contract at all The document that interests the Chinese is

the invoice you pay for and the contract if they don't like you, if anything If it goes wrong, they won't be there at all. stick to the state to fulfill its obligation The Chinese never care about personal details under the agreement It is important for a Chinese person to have a relationship with you. He didn't lose face in front of you. That is to say. you shouldn't put him in this position when he lets you down Well that is If You see that he is you at this moment It may fail You shouldn't wait for it to he let you down and said, "Listen, here I am." I told you that you are incompetent there. That's why give a discount at this moment you lost relationship with him, that is, you don't owe him anything to do, to give this opportunity to lose face This is the second important thing which is such an important lesson when you understand that formality has no meaning. meanings are approximately the same as with Arabs as with Iranian as with Well, as with Asia with the south then

there is enough verbal agreement shake their hands he gives you an invoice if you won't like something The product arrived incorrectly. If so, internal sympathy he will be to you compensate for any losses as you If you want, can I finish it for you? interesting thing about China. Probably this China is a country with a thousand years of history of many thousands of years 5-6 thousand years it would be practically within the same boundaries it would have collapsed long ago they destroyed it If it weren't for this there is that ideology on the basis of which Confucianism appeared when people in general, he works and lives in a certain social hierarchy where it is very important Well How to hold it like this

Caryatids women and Or Apollos cat you maintain the structure of your states That is, you are very much in you live On the one hand you have a strong state But you don't have very creative people don't need it all They are consistently good. They are 6000 years old, that is. many countries would simply envy them have such a long history Yes, we clean up from there to Dale but overall it's a country with great success for 6000 years Yes, people are not creative. Cinema is not at all. They don't have a Bolshoi Theatre architecture. Ugh, so they take and demolish the old ones. buildings imitate old bricks and build something new It's beautiful, yes, it has style. No, it has taste.

No, there is no music, no movie. There is no architecture, no art, nothing. The last thing they came up with was gunpowder sails. Chess and so on lack creativity there is another The country of the United States where originally There is Freedom, but there is no hierarchy. Confucianism there in general, well, how can I put it It's an unclear story, how can it be there? kiss in front of the management and so on further and there is a very free country in which people originally came to protect their interests their property their there are some there Well in in general, their way of life led them to Why do I take it to the deepest creativity? I can in principle go to the United States I can say the same thing about Russia a little bit It's a bit similar, but in a different way. The United States is just bright example I want to contrast with China bring we get the United States which was given by today's United

The United States is a wildly creative country. we can treat them differently But They are the ones who come up with these the most complex chips when there at the point tens of millions of chips Here you are, bersh You make a dot with a pen and there might be tens of millions of chips How it works How do they come up with this? How do they don't come up with all these complex programs products as they are us they get hooked on ideologies and come up with them ideologies and cultivate them like this On the one hand, it's a very creative country. The United States and the other side China is completely uncreative here in general How to relate to China, that is, They come up with something, but this came to them number of tens of thousands of millions patents that they can simply do very well clearly very cheap to issue inexpensive products but they themselves do nothing not a single Great

The company was not the author of the idea here some innovations in their field are not invented mobile communications and the App Store high-speed mobile Internet they connected these stories and such uh There are a lot of examples of Dropbox Number 50 cloud storage company Facebook files were very long after may space fren sra and there others social networks that united people e great companies are not like rule pioneers and are engaged in that what is called bundling and re-bundling, that is re-design of existing models In a new way, we actually see it here the same thing on this philosophical note dividing the general in my head between America and China as Yin and Yang, a thin black line I suggest we finish. Thank you very much. Emil for your time for what we had the opportunity to touch today m years of experience in business absolutely Versatile friends, please, who? Not subscribed yet, click the bell Like and subscribe to the channel and See you in the next video