What kind of reputation can a bowl of chicken soup be sold?
text/HuaShang Taoluo An Xiaoman
The 31-year entrepreneurship is only 13 days off. He said that if you want to be Cao Cao, not Liu Bei.
[Sleeping with chickens for seven years]
In September 1981, Deng Xiaoping watched the military exercise held by the People's Liberation Army in North China.
In the largest military exercise of the People's Army since the founding of New China, he did not seem extremely excited like others. He just occasionally applauded in the wonderful places, and his emotions were always stable and deep.
The day after the end of the military exercise in North China, Deng Xiaoping said that our country's economy is still in difficulty, and our army can only streamline its organization and spend the savings on modern equipment.
In 1982, the entire bust was cut from the entire division where Xuan was located. His military career came to an abrupt end. At the age of 20, he decided to return to his hometown, Feixi, Hefei, and find another way out.
The slogan "Let go and eat and work hard to produce" has been shouted for more than 20 years. The "production contract to households" of the rural household joint-stock contract responsibility system has finally achieved initial results, and grain has begun to harvest year by year.
With surplus food, raising pigs, chickens, and ducks are no longer the "tails of capitalism". Almost every household has a few pigs and a few chickens in their yard.
Shu Congxuan saw this approach and decided to grow bigger. He took the 1,800 yuan given by his parents when he got married, bought 1,000 chickens, and started a business.
At that time, white-feathered chicken was just introduced to China. This type of chicken was large, fast, short in slaughter (usually 42-48 days), and had a high feed conversion rate. Therefore, it quickly replaced the native chicken and occupied the chicken market. More than 90% of farmers chose to raise this white-feathered chicken, but there was one disadvantage - the taste was far less than that of native chickens.
In fact, even now, more than half of the broilers in the Chinese market are white-feathered chickens. "I can't follow the trend, the trend always needs to return." Shu Congxuan was very determined and raised local chickens.
At the beginning, he had no experience. As he went deep into the chicken coop and studied it carefully, he came up with some tricks.
For example, even if you walk in the chicken coop blindfold, he can know how big the chicken he raises is. For example, whether the chicken is cold or hot, thirsty or hungry, sick or healthy, he can tell at the sound.
He eats and lives in the chicken coop every day, and has lived there for 7 years.
The subsequent facts proved Shu’s original judgment. As people's living standards improve, more and more people pay attention to the entrance, and more and more people return to local chicken consumption.
The 1,000 chickens I bought for 1,800 yuan soon brought the bunch the first pot of gold, with tens of thousands of yuan. When I recall this past, Shu still remembers it fresh: "It's all 5 yuan or 10 yuan banknotes. The bricks are so thick, and the hands are shaking. I counted them three times, but I didn't count them correctly."
The subsequent 1980s, the profits of local chicken breeding were quite good. A chicken could earn an average of 4 to 5 yuan, and the peak was even more than 10 yuan.
In 1990, Shu Congxuan had become the largest breeder in Hefei, and he began to take others to raise him. Demonstrate to farmers, and when they mature, they drive farmers in the nearby areas to raise them. They provide chicken seedlings, feed and disease prevention. He took his fellow villagers to farmers' markets in various counties in Hefei to find sales, with an average monthly output of more than 600,000 and a profit of three to five million yuan per year.
After years of development, Hefei's breeding scale ranks among the forefront of Anhui Province, and Shu Congxuan has become the veritable "chicken king" in Anhui.
Many people can’t understand that Shu Congxuan was only 20 years old when he retired from the army. He was a cucumber egg seed in the countryside. He had no money, no education, no experience, and no one to take care of him. How could he think of building a market and doing so successfully?
In his own words, he loves learning too much.
Starting from 1992, he accidentally discovered a magazine called "Marketing and Marketing", and for the next 10 years he has been subscribing and studying continuously. "That's a bimonthly. I can recite some articles on which page and where the key words are. I don't read them once, but read them repeatedly, and after reading them, nail them together.”
Once, when he was moving, his wife threw away all the notes he had taken over the past 20 years, saying that several large boxes of broken notebooks occupied too much.
Shu didn't care about this: "All the things he learned are already in the company. ”
It’s like, he never raised chickens when he was in the army, but once he decided to raise chickens, he would sleep in the chicken shed for 7 years and devote himself to research. How could he not learn this way and not do it well?
But the good times did not last long. In the 1990s, with more and more farmers, the market was oversupply and prices stagnated for a long time. At the same time, the cost of breeding soared, and the profit of raising chickens dropped significantly.
Take the fast-growing white-feathered chickens as an example. In 1994, it cost about 4 yuan per pound, and 20 years later, it was only 5 to 6 yuan, and the price was basically not increased. However, the purchase price of corn, the main raw material of feed, had increased from 300 cents per pound at that time to more than one yuan, not to mention the rising labor costs.
By the late 1990s, basically one chicken only earned one yuan, or even lost money.
"Do you keep chickens like this for the rest of your life? "During that time, Shu Congxuan asked himself repeatedly.
[Kill 1,000 chickens to open a store]
On November 12, 1987, the temperature in Beijing became very low, and snowflakes were floating in the sky, but at the entrance of Zhengyang Market, Qianmen West Street, Beijing, it was extremely lively and the people queuing up were almost crowded.
There was like a train station during the Spring Festival travel rush, The long queue that could not see the ended circled around the building. After receiving the call for help, the police who came to maintain order were a little surprised to see this scene.
This is the first day of the opening of the first KFC in mainland China. The sign hanging at the door of the restaurant that day was not the "KFC" that can be seen everywhere in the streets and alleys now, but the "KFC Hometown Chicken in the United States".
"KFC Home Chicken Fast Food Restaurant Opened in Beijing" was featured in the newspaper.
That year, the per capita salary of Chinese people was only 66 yuan, but the former KFC store opened for three months, with an average daily sales of more than 40,000 yuan, which is equivalent to 18,000 people eating their own income at the same time.
On October 8, hrm l5 McDonald's opened its first store in mainland China on Jiefang Road, Shenzhen, which also caused a huge response.
The year when Shu Congxuan started raising chickens, Pepsi acquired KFC and began to plan to enter the Chinese market.
When KFC and McDonald's really began to become popular in China a few years later, Shu Congxuan was still sleeping in the chicken coop and studying his chickens intently. Although he was on the news, he was foreign. Fast food has been touched, but he never thought about what it had to do with himself.
However, when the profits of the breeding industry took a sharp turn in the late 1990s, Shu began to look for a new direction. He realized that foreign fast food with chain as the main business model seemed to have something to do with him.
In 1999, by an unexpected opportunity, Shu Congxuan got training information on catering industry franchise.
No moment of hesitation, he led the team directly to study for three days. That was Shu Congxuan's first in-depth understanding of the fast food industry and chain business industry.
He deeply realized that if he could open a fast food restaurant like KFC, there might be a lot of room for growth. can not only deeply integrate with the breeding industry he once engaged in, but also develop a full-industry chain layout, from breeding to catering, From the fields to the people's dining tables, you can gain more value by opening up the industrial chain.
So, he made up his mind to turn around and build a Chinese fast food chain to build a full-industry chain of chicken products.
Opening a hotel is much more complicated than breeding. The supply chain, dishes, hygiene, taste, team, brand, and business management all need to be learned.
Before the store is visible, you can spend money on the bun Four college students were invited to write the restaurant management manual. Seeing that he had been writing for half a year and had not written any of them, he simply did it himself.
Disposing chicken raising during the day, when the gate was closed at eight or nine o'clock in the evening, he sat down and started writing one by one. It was common to write until two or three o'clock in the evening.
Half a year later, Shu Congxuan took out 6 handwritten management manuals, no matter how much it was, he even wrote in the kitchen rag.
Then it is the location selection and decoration, and Shu Congxuan started to spend money in.
They went to more than a dozen places before they booked a store. Later, when they had nothing to do, they took their colleagues to the city. What were they doing? Go to McDonald's to see how they pretend?
A group of people touched left and right, and the waiter noticed something was wrong and drove it out. The shop was installed and repaired, and it took nearly 7 months in total.
Once Shu called his subordinate: I bought some mops, you can move them back. I heard that the boss spent 9,000 yuan to buy some mops, so his subordinates quickly drove the truck and took a group of people over. When I arrived, I found that it was 9,000 yuan, "there were only 4 mops and a few buckets in total."
Shu Congxuan's son Shu Xiaolong recalled the scene when the first store opened: "No other restaurant can reach that level of decoration except KFC and McDonald's."
The most troublesome thing is the development of dishes. In order to study the dishes, Shu bent down again. It has been developed for more than two years just because of the signature old hen chicken soup.
For more than two years, Shu Congxuan and his employees killed one or two chickens every day and kept trying. When he reached the 1000th chicken, Shu suddenly felt: This smell is what he wanted.
That day, he still packed the soup home as usual. The children of the "Chicken King" had long been tired of eating chicken, but each child actually drank 3 bowls of chicken soup that day.
The night of , Shu knew that a new door was opened.
In October 2003, Shu Congxuan, who killed 1,000 chickens, opened his first hotel, the predecessor of Laoxiangji , on the bustling Shucheng Road in Hefei city, and opened his first hotel, the predecessor of Laoxiangji .
Feixi Laohe specially makes Chinese dishes based on Chinese tastes, and emphasizes nutritious and delicious chicken soup stews.
This novel store has a very hot business, and the cash register in the store broke down on the fourth day of its business. Then, Shu Congxuan opened a second and third stores...Each of which was doing a booming business.
But what made him confused was that after a month, he would lose money when he settled the score!
He hired a professional manager and did some calculations and the cost of dishes alone accounted for 70%. The super high cost expenditure made Shu Congxuan realize the necessity of standardized practice, and then he began to repeat what he did a few years ago - continuing to write the operation manual.
The operation manual has expanded from the 6 books at the beginning to the 24 books later, and played an important role in future management.
The farmer employees who could not even queue up after standardized training and regulations all started to wear work clothes, masks and send nets when they went to work. There was no cigarette butt in the factory, and the store became orderly.
The air in the cooked food workshop has reached the 100,000 purified level. In the words of the bundle, "it is OK to do surgery inside."
Then, Shu Congxuan adjusted the price, refined management and brand promotion of Feixi Old Hen, and its operating conditions began to improve.
By 2011, the number of Feixi Laohe's stores had reached more than 130.
But what makes people scratch their heads is that a new dilemma has emerged again.
[Spent 4 million to change the name]
In the summer of 2011, almost every investor who came to talk to Shu Congxuan mentioned the "provincial issue" of Feixi Lao Hen.
Female old hen is difficult to get out of Anhui, Shu Congxuan has known this a long time ago. Because during the years when the store was being opened, Shu Ye tried to push Feixi old hen to Nanjing and Shanghai, but the actual business results were not satisfactory.
The biggest problem with is on the sign "Feixi Lao Hen".
Customers outside Anhui do not know the meaning of this name, and they can’t remember it if they don’t know it. Even if they remember it, they can’t remember it completely. It is easy to remember it as a “fat hen”, which is a bit unpleasant.
"Trout", who has provided brand consulting services for Jiaduobao and Xibei Youmiancun, has always wanted to do Shu Congxuan's business.Trout's consulting fee exceeded 4 million, and the company's total net profit that year was only 6 million. He took two-thirds of it for consultation. "It's fake to say that you don't struggle inside." Shu admitted.
In addition, Shu Congxuan still has a lot of reluctance to give up the "Feixi Old Hen". After all, it was a "famous Chinese trademark" that took 8 years to establish. It has long become a business card of Hefei and is very well-known in Anhui. Suddenly, it was about to change it, and I felt uncomfortable.
But he understood that to make a bowl of chicken soup go all over the country and open the stomachs of 1.3 billion consumers in China, one must be hard-working.
In " Romance of the Three Kingdoms ", Shu Congxuan likes Cao Cao the most. He said that he should also have "righteousness" like Cao Cao, starting from the long-term development of the company, consider the overall situation and make far-sighted plans, rather than just caring about the "Three Fights in Taoyuan" like Liu Bei. When Guan Yu had an accident, he led the army to take revenge regardless of the actual situation, he was defeated.
When the bushes wrote out more than 200 names such as "Good Chicken" and "QQ Chicken" and were all denied, Trout directly made a decision to give three words: Lao Xiang Chicken.
When I heard this, I felt like the chicken soup I tasted after killing 1,000 chickens 9 years ago: It’s this taste!
After confirming the new brand name, Shu Congxuan faced another problem: How to control the rhythm of changing to ?
The sudden change will produce a larger shock wave. The larger the shock wave, the faster it spreads and the greater the impact; gradually changing will not produce a sensational effect, and will also face resistance from all aspects such as consumers, internal companies, government departments, and industries, and may cause recurrence.
After thinking about it, I decided to change it suddenly.
On March 4, 2012, Shu decided to start dressing from the store in Ma'anshan Road, Hefei, which is not biased or lively.
Almost overnight, the fiery red "Feixi Lao Hen" sign disappeared, and was replaced by the "Laoxiang Chicken" sign with a grass green background and a white letter.
▲Laoxiangji 4.0 store
Hefei netizens were in a panic: "Feixi Laohe has changed its name to Laoxiangji. I no longer believe in love, I will give me Laohe!!!"
Local media called over and asked how to change the brand? Is the company going bankrupt? Should I sell this company? ...
A local media in Anhui reported this matter as fast as possible, and some media even reported on the front page with the title "There is no more old hens in Hefei".
But what Shu was most worried about at that time was not the sudden "explosion", but will people question the decline in service quality? Will media public opinion tend to be negative?
So, he decided not only to change the signboard and decoration style, but also to improve the service, and replace the tableware and clothing with better quality. "Although I changed it, the quality of the things I gave you is higher than before, and the image is better than before, making you feel that dining here is more pleasant."
But the biggest resistance still comes from the inside. In the entire process of renaming, within Feixi Lao Hen, only Shu Congxuan, the general manager and one consultant, and three people participated, and other senior executives were kept in the dark.
The first store manager to change clothes at that time had a very big opinion. This was because he didn't know that all the stores had to be replaced, and he said he would use this store as a pilot first.
After the media reports came out, other store managers were also in a bad mood, and the company's marketing and operation leaders who were responsible for implementing the name change instructions were worried.
But Shu's attitude is still firm: There is no room for negotiation: change!
In fact, this is not the first time the company has changed its brand name. In 2005, Shu decided to change the name of the breeding company "Zhengwang", which was launched in 1990, to "Feixi Lao Hen".
When the announcement was made, an executive stood up in a "wow" and said that Zhengwang had obtained the famous trademark in Anhui Province. How could he change it if he said it?
At that time, all the executives came to argue, but after changing, Feixi Lao Hen became famous in Hefei and its business developed faster, and everyone quickly agreed with this decision.
The same is true today.After the name change, Lao Xiangji made a strategic contraction, cutting off diversified businesses such as raw poultry retail. The breeding industry is under the responsibility of downstream factories, focusing on cultivating the internal skills of fast food.
In just one year, Lao Xiangji not only earned back the 20 million yuan cost of changing the signature, but also made more than twice the profit in the same year.
At the beginning, even the consultant was quite surprised. He had dealt with many large companies and was the first time he had seen this ruthlessness.
Some people say that entrepreneurs are often gambling. However, true entrepreneurs can make correct decisions at critical moments not by betting, but by grasping the future that ordinary people cannot see through long-term thinking and learning.
When Lao Xiangji develops more and more rapidly, everyone thinks that the best time for expansion has come, because other catering brands are engaged in various cross-border and franchise.
Bull, it is abnormal, does not expand, but focuses. Focus on a bowl of chicken soup, focus on the "family kitchen", focus on Anhui: do not treat guests as noble gods, but serve guests as family members.
It was not until the entire group found a way that Lao Xiangji made a regional attack in 2016.
When everyone reacted, it has intensively deployed in Wuhan, Nanjing and other places, opening more than 800 direct-operated stores. Note that it is not a national expansion, but only in the above few areas to concentrate firepower.
The so-called strategy is to give up with a strategic one.
From product focus, store focus to regional focus, Lao Xiangji looks conservative, but in fact she is rational.
Shu Congxuan said: "I'll talk about the simplest thing. If you catch two rabbits at the same time, can you catch them? You have worked very hard to catch one rabbit. If you catch two rabbits, there is no door."
He said that the cost of going width is the cost, and the value of going depth is the value.
[A marketing expert who is well versed in human nature]
In Shu Congxuan's office, there is a cabinet with dolls bought from all over the world. Whether it is ceramic, porcelain or fabric, there is only one theme: chicken.
Dancing for the chicken and having fun for the chicken is a portrayal of Shu Congxuan's true life.
But he was also worried about the chicken.
In early 2004, a highly pathogenic avian influenza broke out across the country. Everyone was afraid of chickens. The poultry breeding and catering industries plummeted and suffered heavy losses.
At that time, it was only a few months before Shu Congxuan's first "Feixi Old Hen" opened. Coincidentally, the mayor of Hefei City visited Shu’s breeding farm to inspect the epidemic. He told the mayor: The avian flu epidemic is serious and the people dare not eat chicken. Can you take the lead in eating chicken in our store?
This was the "Hefei Advanced Individual Industrial and Commercial Household" awarded by the Hefei Municipal Government. The mayor readily agreed and went to Feixi Laoheen to eat chicken the next day.
The visit and dining of the mayor have made Feixi Lao Hen a hot news spot in many local media in Hefei. Immediately afterwards, Shu Congxuan organized thousands of people to drink chicken soup and appeared in the media again.
After the epidemic subsided, the brand "Feixi Lao Hen" at that time had already gained considerable popularity. Shu Congxuan began to consider how to strictly control the quality of the chickens. Later, he invented the "two-stage breeding".
In the past, all the chickens of Feixi Laohe were handed over to farmers to raise. You don’t know how he raises them, and it’s uncontrollable.
"Two-stage breeding" allows the process from hatching of eggs to breaking the shell of the chickens, all under the supervision and control of the company under Laoxiangji. After the chickens are born, breeding is carried out in two stages: first hand it over to the farmers for 100 days, and after the farmers' breeding stage is over, the old chicken will take the chicken back to their factory and continue to raise for 80 days.
Not only that, Feixi Lao Hen also provides farmers with breeding chickens, feed, and epidemic prevention medicines, and conducts first inspections (including credibility, site selection, equipment and other software and hardware) and then signs a contract (when signing the contract, you must also find a local prestigious person to guarantee it, and every 50 farmers will send 1 technician).
A complete system can almost ensure that the entire process of raising chickens is controlled, every chicken can be traced back, and every chicken is healthy.
This breeding innovation has allowed Shu Congxuan to ensure the quality of the native chickens that were slaughtered 180 days. In addition, during the terminal production process, it was stewed with Nongfu Spring, and Feixi Laoheen Soup began to feature on the product. This is also why the old hen of Feixi was able to quickly win the love of consumers and became famous in Anhui.
Shu said: "At first, avian influenza was almost a fatal impact, but we were blessed in disguise."
Ten years later, avian influenza came again. In early April 2013, sales of live poultry stores dropped sharply, and many were even forced to close their businesses, and the turnover of Laoxiang Chicken Restaurant also dropped sharply. Shu Congxuan estimated that from breeding, processing to catering, his fellow villagers' chickens lost 20 million yuan.
Friends all advised him to give up selling chickens, but he was determined to sell chickens: "Even if only one person comes to the store to drink chicken soup, I will sell it."
On May 19, 2013, Xintiandi International Plaza, located at the intersection of Mengcheng North Road and North First Ring Road, was crowded with people. The 10th anniversary event of the establishment of the Laoxiang Chicken Catering Brand - a "Hundred Chicken Banquet" for thousands of people. The event inviting citizens to drink chicken soup for free was held here, attracting thousands of citizens to participate, and the scene was very hot.
From talking about "bird", to queuing up to eat chicken, to grabbing popularity, everything is the same as ten years ago.
Today, when the new crown epidemic hit, a familiar scene happened again.
Since February 2020, the joint salary reduction letter has been ripped out, the 200 yuan press conference, the boss sells houses and pays wages, and gives 1 million free chicken soup... Shu Congxuan has frequently seized the headlines of the media, and Laoxiangji has entered the eyes of the Internet crowd, and many banks have also taken the initiative to come to the door to ask for loans to Laoxiangji.
▲Shu Congxuan's video during the new crown pneumonia
Tearing a joint salary reduction letter
Shu Congxuan once again vividly interprets what it means to turn crisis into opportunity.
Comparing with the marketing communication of Shu when several crises came, it is not difficult to find that although the specific operations and communication media are different, Shu’s playing style is the same: he can always find the core media where the target audience gathers, and then open up the communication situation through hot events and break through the limitations of the brand’s regional areas.
Several times have allowed Shu Congxuan's career to make an absolute breakthrough: 16 years ago, the old hen in Feixi moved from Feixi to Hefei; 16 years later, the old hen in the country from central China to the whole country.
▲The Chairman of Lao Xiangji announced: Officially layout the national
Chinese entrepreneurs are all pragmatic realism. Compared with when will mankind be destroyed and when will storms fall on their heads is more important. They are well versed in human nature and communication, and they live in the present for humanity.
Maybe Shu wants to become Cao Cao, he does not only appreciate his "righteousness". In a sense, people do not even admit that Cao Cao can be related to the word "Yi".
Instead, Cao Cao is well versed in human nature, understands needs, is good at playing games, has a large plate, and has many business lines. He can be used as long as he has the ability. He is well deserved to be a hero of a generation.
But, a wise person will make a mistake in a thousand thoughts.
[1001 errors]
At the entrepreneurial annual meeting in November 2019, Shu Congxuan's speech seemed simple. He said, maybe compared to Halo, everyone is more interested in the mistakes I have made as an entrepreneur.
He said that Lao Xiangji made 1,001 mistakes, but only listed two of the most typical ones.
The first is that when managing, companies are too human and tolerant, which leads executives to make mistakes and eventually lead the team to betrayal.
The second is to expand rashly. "We opened up the market outside the province in 2008 and finally returned in a miserable way. We also carried out diversified operations, starting a battlefield, engaging in tourism, engaging in chicken monopoly, etc., and took many detours."
He did not tell these two stories very specifically, but we may be able to understand that this is probably why he pays so much attention to management and efficiency.
When his colleagues were eager to open a store, Shu Congxuan invested tens of millions of dollars to support Shu Xiaolong's idea: to establish a three-layer IT architecture system with a small front desk, a large middle desk, and a stable backend.
Shu Congxuan’s mobile phone has several internally managed apps, and the kitchens of more than 800 stores are monitored in real time, and the store’s business data is also visible.
"To manage more than 15,000 people, the most important thing is to straighten out the management." Shu admitted, "You can't manage extensively and experience-based management anymore. You need to have modern tools, otherwise you will open so many stores, aren't you dangerous?"
Having studied hundreds of disappearing top 500 companies, management scientist and professor at Peking University's National Development School, Chen Chunhua came to a point of view: "Most of the failed companies will have different problems, but the root cause is one, and their learning ability is very poor."
In contrast, Lao Xiangji replaces with a new engine every few years. The group's current technical structure can carry tens of thousands of stores.
Laoxiangji, who has been selecting a location in the community, has increased her breakfast business since 2016. Later, the group raised breakfast to a strategy to make it.
With the support of the system, business resistance is small, and some stores can increase their revenue by more than 9,000 yuan in one morning.
Laoxiangji also launched takeaway in 2018. At that time, the company had many conservative opinions and doubts. Some executives were afraid of impacting the store's business, while others believed that the marketing expenses were too high.
Finally, Shu Congxuan made a decision: It must be done! The takeaway department was established immediately. "How to apply the new economy? Don't do that new economy, but use its results."
After a small step, Laoxiangji also became the fastest-growing restaurant on the takeaway platform that year. In 2019, the turnover of Laoxiang chicken single takeaway was 1 billion. Take Shanghai for example, the takeaway account for nearly 50% of the overall regional revenue. Wuhan and Nanjing are 40%, and Anhui is nearly 30%.
He always dares to make a decision. He always believed that the result could soothe all doubts and anxiety, just like he did more than ten years ago.
From 2011 to 2019, Laoxiangji's profit increased by 33 times, sales revenue increased by 32 times, with an average annual growth rate of 40%, ranking first in the country in Chinese fast food.
After 31 years of starting a business, Shu Congxuan has watched hundreds of lectures from famous experts and went to study for an MBA. "I finished Peking University and went to Tsinghua University, and then returned to Peking University after Tsinghua University, and went back and forth four times."
He always insisted that he was not a smart person. "It's better to be stupid. I have read those lectures and read so many books for so long. On the other hand, I'm not smarter than others. I just put in a little more, work harder, and do more than others."
"We used it for 12 years, making revenue exceed 1 billion, then used it for 2 billion in two years, and exceeded 3 billion in another year. It is expected that by 2023, Lao Xiangji will become a catering company with a scale of 10 billion."
END 11
The pictures are from the Internet
Welcome to follow [Hua Shang Taoluo] to know the influential figures and read the legend of Taoluo.
Copyright , private reproduction is prohibited!
