上周五，国家公务员考试报名结束。午饭过后，今年读大三的小董站在校园路边的海报栏前，看着上面大大小小的兼职广告。最终，他的目光停留在一幅底边已经卷起的大幅海报上。小董是一名公务员考试辅导机构的兼职校园代理。

Last Friday,The national civil servant exam registration end.After lunch,Read this year junior XiaoDong stood in the campus the roadside BaoLan sea before,Looking at it greatly small part-time advertising.finally,His eyes stay in a picture hemline has rolled up a big posters.XiaoDong is a civil service examination counselling organization part-time campus agent.

　　事实上，跟着“国考热”一起忙碌起来的不只是想做兼职的大学生，培训、辅导书、网校是公考行业公认的盈利“三驾马车”。从终端书店到培训机构讲师，几乎所有能与“国考”挂钩的行业都紧锣密鼓地忙碌起来，为的就是在这股热潮中大赚一笔。

In fact,follow"Countries take an examination of heat"Busy with not only want to do a part-time job of college students,training/Coach book/Online is a test industry recognized profit"troika".From the terminal bookstore to training institutions lecturer,Almost all can with"Countries take an examination of"Hook industry are being busy,For is in this upsurge cuhk earn a pen.

“一驾马车”培训 "A carriage and"training

校园代理 每报一人提成15% Campus agent each report a person commission 15%

　　小董今年在中国农业大学读大三。他看到的是一家公务员培训机构的海报，上面既没有培训课程的开课时间、课程种类、收费等列表，也没有公务员培训机构海报上经常出现的名师推荐等抢眼信息，有的只是印得极大的该培训机构的名称，占据了整张海报约70%的版面。看到海报底边写着“长期招校园代理”，小董拿出手机，拨通了海报上的电话号码。“请问您家现在还招校园代理吗？”小董问道。

XiaoDong this year in China agricultural university read junior.He saw a civil servant training institutions poster,It is neither training course class time/Course kinds/Charges list,No civil servant training institutions often appear on a poster of masters and recommend grab an eye information,There is only very great seal of the name of the training institutions,Occupy the whole posters about 70% of the page.See the poster hemline write"Long-term recruit campus agent",XiaoDong out of mobile phone,Dialed the telephone number of the posters."May I have your house now also recruit campus agency?"XiaoDong asked.

　　海报上除了北京地区联系电话，还有山东、河南等地区的联系电话，并有以400开头的全国统一热线电话、北京地区的咨询QQ号码。事实上，即便是通过QQ与之咨询应聘校园代理一事，对方的第一反应也是“你那里现在有学生报名吗？”随后便要求咨询者留下姓名、联系方式，称“会做好记录”。所谓“校园代理”，实际上更像是“信息收集员”只需要把报名学生的姓名和联系方式及时汇报给培训机构便完成了任务，“工资”根据名单里最终交钱上课的学生人数来定，“5个以内的学员信息提成是学费的15%，5个或5个以上的提成是20%”。

Posters in addition to Beijing area contact phone number,And shandong/Henan and other regions contact number,And in 400 the beginning of the national unified hotline/Beijing area consulting QQ number.In fact,Even through the QQ and information to apply for the campus agent,Each other's first reaction is also"You there are now some student registration?"Then asked consultant leave your name/contact,says"Will be recorded".The so-called"Campus agent",In fact more like"Information collection officer"Just need to take the student's name and contact way timely reporting to the training institutions will finish the task,"wage"According to the list finally make money the number of the students in the class to set,"Within five students information commission is 15% of the tuition fee,Five or more than 5 commission is 20%".

　　这让小董有些兴奋：“别的校园代理都要自己摆桌子支摊儿，这个竟然这么省心就能赚到钱！”随后，他在该机构网站上看了课程设置和费用，明显比其他知名机构便宜，“拿冲刺班来说，每人学费380块钱，每个人身上至少能提50多块钱，钱少但赚得容易啊。”尽管如此，小董还是觉得不放心，决定再看看，“以前没听说过这家，没名气，万一是皮包公司怎么办？连上岗前培训、支摊儿的功夫都省了，这家可真能压缩成本。”

It makes XiaoDong some excitement:"Other campus agency all want to set the table a vendor's stand,This should be so save worry can make money!"then,He in the agency web site to see the curriculum and cost,Obviously than other well-known institutions cheap,"Take the sprint for class,Tuition fees 380 yuan per person,Everyone can at least carry more than 50 dollars,Less money but earn easy."Even so,XiaoDong or don't feel at ease,Decided to see,"Haven't heard of this,No fame,One thousand is a leather bag company how to do?Even before mount guard training/A vendor's stand of kung fu is saved,This really can compression cost."

小机构 靠通过率“蒙”到高额学费 Smaller organizations by percent of pass"have"To high pay

　　贾亮(化名)已经在公务员考试辅导行业工作了五六年，小董咨询过的那家辅导机构，在他的眼中是个“小机构”。在业内，华图、中公等规模较大的培训机构普遍被看成是“正规军”，占据了大部分公考培训市场，其他规模和影响力都较小的机构则被归入“小机构”的梯队，“一种虽然叫小机构，但依托于一些单位、也有一定的规模，还有一种是一些事业单位，依托自己的资源在做培训。”贾亮说，这类小机构已经形成了“买场地、找老师、借用教材”的生存模式，“他们不用在培养师资、搞教材研究方面花钱，一般都是对大的培训机构出的教材进行二次整合，也就是把里面的内容换个说法什么的，这样教材方面又省下一大笔钱。老师方面，只要找一些一般的老师就足够应付了。”

JiaLiang(alias)Has been in the civil service examination counseling industry work five or six years,XiaoDong consultation of the guidance mechanism,In his eyes is a"Smaller organizations".In the industry,China map/Male, etc in large scale training institutions is generally regarded as"Regular army",Occupying most of the public examination training market,Other scale and influence are smaller institution will be classified as"Smaller organizations"position,"A although that smaller organizations,But relying on in some units/Also has a certain scale,Still another kind is a some institutions,Rely on their own resources in do training."JiaLiang said,This kind of smaller organizations have formed"Buy site/Find teacher/Borrow materials"Survival mode,"They don't in the cultivation of teachers/Make teaching materials research spending,Are generally for the large training institutions out of the materials are secondary integration,Also is the content inside the another way of what,This teaching material and save a large sum of money.The teacher in,As long as find some general teacher is enough to deal with."

　　目前，最能让小机构赚钱的课程模式是“签约班”，即考生报名后先免费上课，等到考生顺利通过面试成为公务员后，再按与培训方签订的合约缴纳培训费用。实际上，这是让小机构“稳赚不赔”的模式。“公务员考试的录取比例在那里，它有一个自然通过率，各省公务员考试是三比一，国考是三比一或五比一，也就是说，即便这些小机构用一般的师资讲课，他们也能蒙到考上的学生。”

At present,Most can let smaller organizations make money course pattern is"Signing class",Namely the examinee after the first free classes,Wait until the examinee smoothly through the interview after becoming civil,Then click and training party sign contract pay training cost.In fact,This is to let smaller organizations"Stability earn not to compensate"model."Civil service examination admit proportion in there,It has a natural percent of pass,Provincial civil service examination is three to one,Countries are three test than a or five to one,That is,Even if these smaller organizations with the general teachers lecture,They can also have to take an examination of students."

　　基于此，贾亮算了一笔账。以北京地区为例，假设一家小机构招生100人，“即便老师的课没效果，正常情况下也有30个能考上”。签约班的价格普遍较贵，如果每人收2万元，那么将有60万元进账，而在北京比较偏远的地方，“一间100人的教室，一天的租金500至600块钱，6天课程它的场地成本是3000块左右。”师资方面的成本则要“看老师的质量”，“如果是还没出名的老师，上5天课也就五六千块钱，如果是行业内的名师就有可能五五分账，或者四六分账。”贾亮坦言，还有“更省钱的模式”“有的小机构连门店都没有，只在国考前一个月的高峰期进行招生，高峰期一过公司就没了。”

Based on this,JiaLiang calculate a bill.In Beijing area as an example,Assume that a small institutions recruit students 100 people,"Even if the teacher didn't effect,Under normal circumstances also have 30 can take an examination of".Signing class prices generally more expensive,If each person receives 20000 yuan,So there will be 600000 yuan account,And in Beijing is a remote place,"A 100 classroom,One day's rent 500 to 600 dollars,Six days course its site cost is about 3000 dollars."Mentoring cost"Look at the teacher's quality","If it is not famous teacher,Five days class also 56000 dollars,If the teacher is in the profession may FenZhang displayed,Or FenZhang expressed."JiaLiang said,and"The more money saving mode""Some smaller organizations even store all have no,Only in the country a month before the rush hour to recruit students,Rush hour a company didn't."

　　北京地区这样的小机构已经很少，但每年还是有不少学生上了这些小机构的“圈套”。贾亮说，他知道的这类考生当中最“糟心”的经历是，明明在北京报了名，最后却因为“报名人数少”被安排到山东省与其他考生“合班”上课，而出现经济纠纷后考生除了后悔根本无能为力。

Beijing area such little agency has rarely,But every year there are still quite a few students in these small institutions"trap".JiaLiang said,He knows this kind of examinee is the most"dejected"Experience is,When applied to in Beijing,Just because"Enrollment is less"Are placed in shandong province and other candidates"Joint class"class,And economic disputes appear after the examinee in addition to regret fundamental powerless.

“二驾马车”辅导书 "Two carriages"Coach book

内部讲义每页成本几分钱 Internal cost per page notes a few cents

　　随着“国考”临近，书店老板周雯(化名)开始忙着给公务员考试用书安排摆放位置、腾挪空间。她表示，公务员考试辅导书“利润很大”，“基本做书的成本也就是定价的一两成，进货是四折五折的价，按七折八折的价卖，还有一半的利润呢。”而对于不同“系列”的辅导书，周雯直言，“公务员的书一年改版一次，具体内容我们也没仔细对比过，大概就是加点国家的新政策还有上次考试的真题，但是系列很多，公务员的书卖的是人家公司做的品牌，不一定只跟一个出版社合作，这么大的市场，出版社也想分分钱啊，每年一到上新书的时候，学生们都是来抢的，多火爆啊！”在周雯看来，公考辅导书的抢购热潮已经近在咫尺。

with"Countries take an examination of"near,Bookstore ZhouWen boss(alias)Began to busy to civil service examination 'book arrangement put the position/Move STH to make space.She says,Civil service examination coach book"Great profit","The cost of basic do books is also a twenty percent price,Purchase is four fold fifty percent of the price,According to the seven discount eighty percent of the price to sell,And half of the profit it."For different"series"Coach book,ZhouWen the truth,"Civil servants of books a year a revision,Specific content and we didn't have to carefully compare,Some countries is probably the new policy and the last exam really writes,But many series,Civil servants book sells the somebody else the company brand,Not only with a press cooperation,Such a big market,Press also want to expressed by money,A new book each year by the time,The students are to rob,Many hot ah!"In ZhouWen seems,Examination of the male coach book buying boom is near at hand.

　　培训、辅导书、网校是公考行业公认的盈利“三驾马车”。目前在公考培训市场上占主导地位的华图教育便是从做教辅图书起步，在考生中口碑较好的还有中公等品牌。华图教育老师李曼卿表示，小机构虽然也可以找老师对辅导书内容进行“二次加工”，但却无法攻入已经被大机构抢占的书店，从而没有销售渠道，而单纯依靠网络售卖、摊点售卖和课程捆绑推销的方式又不能带来巨大利润，所以公考辅导书成了只有大机构才能踏足的领地。“做书，送印厂的成本比较高，一本定价50块钱的书，成本在10至20块钱之间，如果印1万册要花10万，印10万册就是100万，印完以后还要打通环节才能进书店，这个也是成本，很多小机构它一年的营业额也就是100万，所以小机构做书的很少。”

training/Coach book/Online is a test industry recognized profit"troika".At present in the public examination training market dominated China map education is to do teaching books from the start,In the examinee of better public praise of the brand and male, etc.China map education teacher LiManQing said,Smaller organizations, although also can look for the teacher to coach book content"Secondary processing",But can't score has been big institutions take bookstore,Thus no sales channels,And only depend upon the network sale/Roadway sale and curriculum bound selling way and does not bring huge profits,So public exam coach book became only the big institutions to set foot on the territory."Do books,Send YinChang cost is higher,A pricing 50 dollars book,Cost in 10 to 20 yuan between,If the print 10000 copies to spend 100000,Print 100000 copies is 1 million,After printing and get through link to enter the bookstore,This is also the cost,Many smaller organizations it a year of turnover is 1 million,So smaller organizations do a few books."

　　因此，小机构选择了其他的方式从辅导书市场中分一杯羹，“要么借用，要么出内部讲义。”李曼卿口中的“借用”，其实就是对已经出版发行的辅导书进行“改编”，“在公考里面无论是申论还是行测都是做题，做法就那么几种，我叫一个名字，你叫一个名字，甚至连解题方法和思路都照抄，只是换一种说法，这么做，小机构不用在研发教材方面投入资金，只要找些老师来改编就行了，编一套几万到几十万不等。”如果小机构想进一步节省成本，则会采取“内部讲义”的形式，“那就更便宜了，批量印的话，一页才几分钱。”

therefore,Smaller organizations chose other ways coach book market from a share of the coveted,"Or borrow,Either the internal notes."LiManQing mouth"borrow",In fact is to have already published on coach book"adapted","In the public examination inside whether explain theory or line measurement is become a problem,Practice so a few kinds,My name is a name,You call a name,Even problem solving method and train of thought are copy,Just put it another way,To do so,Smaller organizations need not in research and teaching material has invested,As long as find some teachers to adapt it,To make a set of tens of hundreds of thousands of inequality."If small agencies want to further cost savings,Will take"Internal notes"form,"That would be much cheaper,Batch printed words,Only a few cents a page."

“三驾马车”网校 "troika"Online schools

“场地费和讲课费都省了” "Green fee and JiangKeFei all province"

　　在规模较大的公考培训机构里，课程辅导分为面授和网校两种方式。所谓网校，是培训机构把讲师授课的内容摄录下来，以视频教程的形式售卖给未选择面授又有听课需求的考生。与面授班讲课方式不同，网校授课的讲课方式“更照顾看视频上课的学生的需求”，在语速、语气方面均有不同。

In the large public examination training organizations,Course guidance is divided into two ways to impart and online.The so-called "online,The lecturer is training institutions teaching content video down,In the form of video tutorials sold to not choose a face to award and the examinee of demand.And face to award class lecture in a different way,The lectures online teaching way"More care to see video class the needs of their students",In speed/Tone aspects are different.

　　有业内人士表示，这种针对在职考生设计的授课方式，比起面授班来说成本更低，“最直观的是没有场地费，而且如果机构不够用心，甚至可以直接把面授的视频放到网上卖，本来也是要给讲师发工资，讲师在哪儿讲不是讲呢？这么一来，场地费和讲课费都省了。”

The personage inside course of study says,On the on-the-job examinee design teaching methods,For more than face to award class cost low,"The most intuitionistic is no green fee,And if institutions skimp,Can even face directly the video on the Internet to sell,Originally is also will give lecturer pay,Where is the lecturer speak not speak?So as,Green fee and JiangKeFei all province."

公考培训利润 Public examination training profit

几十亿元“蛋糕”被分吃 Billions of yuan"cake"Be points to eat

　　在业内人士看来，2008年是公务员培训市场由冷转热的时间节点。2008年以前是公务员培训市场的萌芽阶段，“行业利润率低，社会关注度、了解度不够”。2008年，“国考热”全面爆发，报考人数由80万人增长到150万，“行业一直处于爆发性增长状态。”毫无疑问的是，无论是大机构还是小机构，都已经在“国考热”中赚的盆满钵满。

In the personage inside course of study looks,2008 years is a civil servant training market by turn cold hot time node.2008 years ago, is a civil servant training market embryonic stage,"Industry profit rate is low,Social attention/Awareness is not enough".In 2008,,"Countries take an examination of heat"Outbreak of,Enter oneself for an examination by the number 800000 people increase to 1.5 million,"Industry has been in a state of explosive growth."There is no doubt,No matter how big or small agency institutions,Have in"Countries take an examination of heat"Earn in piles.

　　华图教育老师李曼卿表示，相关数据显示，2011年整个教育行业的市场规模在9000至1万亿元左右，中小学培训和公考培训是其中增长最迅猛的部分，利润率远远超过其他行业。“但在教育培训行业里，市场规模最大的是中小学培训，约为三千亿，其次是新东方等外语培训以及职业类培训，公考行业只是一个很小的分支，市场规模在几十个亿左右。”换言之，在“国考热”推动下的公考行业还远未成为教育培训行业里的“支柱”。习楠

China map education teacher LiManQing said,Related data show,In 2011 the whole education industry market scale in 9000 control to 1 trillion yuan,Primary and secondary school training, and take an examination of training is one of the most rapid growth of part,Margins are far more than other industries."But in the education training industry,The size of the market the largest is the primary and secondary school training,About three hundred billion,The second is new Oriental and foreign language training and professional training,Male exam industry is only a small branch,Market scale in several dozens hundred million or so."In other words,in"Countries take an examination of heat"Pushed by the male exam industry is still far from become education training industry"pillar".XiNan