近日，第十一届"中国企业成长百强榜"在京揭晓，国内中小学课外辅导品牌--学而思入选"上市公司成长百强榜"。学而思联合创始人，高级副总裁白云峰出席了颁奖盛典，并从学而思自身经验出发，分享了"如何能够打造一个具有领军基因的成长型企业"。 recently,Of the 11 th"Chinese enterprises grow top list"Announced in Beijing,Domestic middle and primary school extracurricular counselling brand - to learn and think"The listed company growth top list".To learn and think joint founder,Senior vice President BaiYunFeng attended the award ceremony,And think from their own experience,Share the"How to build a fast-developing enterprise with the leading genes".

　　以下为白云峰演讲文字实录：

The following is BaiYunFeng speech written record:

　　非常感谢主办方能够给我们这样一个平台和机会，跟我们所有的伙伴和我们的嘉宾分享。我演讲的主题是《如何能够打造一个具有领军基因的成长型企业》，在我看到不同行业伙伴成长的路径和速度之后，我觉得教育这个行业应该说和其他的很多行业相比，它复合增长的速度并没有大家想象的那么快。但是学而思在整个教育培训的行业内，应该是属于发展速度和成长速度比较快的企业。

Thank you very much for the organizer to give us such a platform and opportunity,Share with all our partners and our guest.Is the topic of my speech[How to build a fast-developing enterprise with the leading genes],In different industry partners I saw after the path and speed of growth,I think the education industry should be compared with many other industries,It compound growth rate and have no you imagine so quickly.But learn to think in the whole education training in the industry,Should belong to faster growth rate and growth of enterprises.

　　很多人会很好奇，说这样的一个80后的年轻团队，怎么能够在7年的时间里登陆纽交所主板上市，曾经有很多媒体朋友，包括我们的一些合作伙伴问过我们这样的问题。其实我们真的不太清楚应该如何回答这个问题，因为上市本身并不是原来我们计划的路径之一。所以，我只是想在此把学而思成长的过程和背景跟诸位简单分享一下。

A lot of people will be very curious,Said such a young team after 80,How can be in 7 years in nyse listing on,曾经有很多媒体朋友,Including some of our partner asked us this problem.Actually, we really don't know how to answer this question,Because the market itself is not one of the important ways to our original plan.so,I just want to grow up in this regard learning and thinking process and background of simple share with all of you.

　　学而思是2003年开始进入到教育行业的。其实一开始的时候是由一群创业的在校学生来做的这样一个教育机构，当时只有一个很朴素的原始的目的，就是希望能够解决我们的学费和生活费的问题，能够减轻父母在支付我们大学读研究生期间的一些负担。就是这么一个很简单的需求，让我们无意当中进入到这样一个很好的行业。

Learning and thinking is started in 2003 to the education industry.其实一开始的时候是由一群创业的在校学生来做的这样An education institution,At that time only a very simple the purpose of the original,Is hope to be able to solve the problem of our tuition fees and living expenses,Can relieve the parents in the pay of some of the burden during reading a graduate student of our university.This is a very simple needs,Let we have no intention of entering into such a good industry.

　　进入到这个行业之后，我们做了几件事情。因为没有钱，大学生创业是没有钱的，我们从亲朋好友那筹集了几万块钱的资金，注册了一个实体，一个教育机构。如何去招学生呢？当时有很多教育机构其实都是通过在《北京晨报》、《北京晚报》上做广告，豆腐一块大的广告需要花14000块钱，我们拿不出这些钱来，于是就做了一件免费的事情。我们的课可以先免费试听，满意再缴费，不满意可以不缴费，听过的课不花钱。通过这样一种方式我们招到了第一批的学生，后来我们在这个问题上想明白了：我们可以通过这样一种简明的方式，免费的方式招生，只要我们讲课的内容足够好、足够专业。

Into this industry,We do a few things.Because there is no money,College students venture is no money,We raised tens of thousands of dollars of money from relatives and friends,Register for an entity,An education institution.How to recruit students?At that time, there are a lot of education institutions actually are through[The Beijing morning post]/[Beijing evening news]On advertising,Bean curd a big piece of advertising need to spend 14000 dollars,We can't get the money out,So he made a free thing.We can first class free classes,Satisfactory payment again,Not satisfied with can not pay cost,Listened to the class don't money.Through such a way we recruit the first batch of students,Then we want to see on this issue:We can through such a simple way,Free way to recruit students,As long as we the content of the lecture good enough/Enough professional.

　　我们做的第二件事情：开放了所有的课堂，让所有的家长都可以进到我们的课堂里听课，当然前提是不干扰教学课堂秩序。让家长来帮助我们，监督我们的教学质量和教学课堂。所以，我们在北京的几千个班，在上海、广州的几千个班都是开放的。家长如果觉得这个老师不够好你完全可以到前台退费。可能大家会认为这样的一种方式给我们自己的教师和讲课的质量带来了非常大的压力，就是我们讲的市场上的无形之手在控制着整个教学平台和质量。我自己是老师出身，我们学而思的整个团队都是从教师这样一个三尺讲台出来。我们认为在整个发展过程当中，教学的品质才是我们发展的核心原动力。

The second thing we do:Open all of the class,Let all parents can enter into our classroom lectures,Of course premise is without interfering with the teaching classroom order.Let parents to help us,Supervision of our teaching quality and teaching class.so,Our thousands of class in Beijing,In Shanghai/Guangzhou thousands of class are open.If parents feel the teacher is not good enough you can refund the front desk.May be you will think it's a way to our teachers and the quality of the lecture has brought the very big pressure,That we speak of the invisible hand of the market in the control of the whole teaching platform and quality.I am the teacher was born,We learn to think of the whole team is from such a teacher three feet platform.We believe that in the whole development process,Teaching quality is the core driving force of our development.

　　事实上我们从第一天开始做这样一个教学机构开始，就非常注重教师的选择。在我们自己的母校，在我们周边的学校，像清华、北大、北师大、首师大、人大、北邮等高等院校用非常严格苛刻的标准选择老师。我们不只要求老师能够把知识板块和知识技能传递给学生，更重要的是他的眼睛里对于教育需要有一份爱，需要将自己成长过程当中很多点滴的得失，挫折过程当中遇到的困难和问题教给我们的下一代，让他们少走弯路。所以，从第一天开始我们在选择周边院校学生进行面试、初试、复试的时候，选才的标准非常苛刻。最后因为选才的苛刻，当时通过初试到复试，在清华、北大这样有着比较好的教学基因的前提下，也只有4%不到的教师录取率。这导致中国学生当中的佼佼者，天之骄子，在我们这儿也经常会处处碰壁。他们不太理解为什么他们没有面试成功，为什么他们在讲课的过程当中没有能够达到我们的要求，他们自认为对于知识的理解已经很深了。

In fact from the first day we start to do such a teaching institution,Is very pay attention to the teacher's choice.In our Alma mater,In our surrounding the school,Like tsinghua/Peking University/Beijing normal university/ShouShiDa/National People's Congress (NPC)/Beijing university and other institutions of higher learning with a rigid standard choice teacher.We not only requires teachers to impart knowledge and skills to students,It is more important for education in his eyes need to have a love,To grow on your own process of many a little gain and loss,Frustrations teach us difficulties and problems met in the process of the next generation,Let them avoid detours.so,From the first day we are choosing colleges around the student to carry on the interview/First try/The second time,Selection of the standard is very strict.Finally, because of the strict selection,At that time by first try to retest,In tsinghua/Peking University that has a good teaching under the premise of genes,Acceptance rates are only less than 4% of the teachers.This has led to the Chinese students of outstanding,kids,In our here is often frustrating.They don't understand why they don't have interview success,Why are they in the process of lecture not able to meet our requirements,They think understanding of knowledge has been very deep.

　　就是这样一种对品质苛刻的需求，持续地为我们带来了良好的口碑。所以，我们在7年当中很少去做广告，几乎不做广告，靠的是家长的口口相传，靠的是学生进入学而思之后，持续地在我们这里长达3年，甚至6年以上的学习。我们认为保留老客户比去挖掘新客户来得更为珍贵，而且更有价值。这是我们在成长过程当中的一些收获。

It is such a strict on quality,Continue to bring us the good public praise.so,We seldom go to advertising in 7 years,Almost without advertising,By word of mouth by parents,By the students to learn and think,Continue to here for 3 years,Even more than 6 years of study.We think keep old customers more precious than to identify new customer,And more valuable.This is our in the growth process of some of the harvest.

　　学而思在9年的发展过程中，对于及哦啊与行业和对于我们自身的发展来说，做了几件比较有意义的事情。

Learning and thinking in 9 years' development process,For, oh oh and industries and for the development of our own,Do a few more meaningful things.

　　其实教育行业是一个非常大的行业，在2009年的时候高盛就对中国的教育市场做过调研，他们认为中国的教育有6000个亿的市场容量，并且每年在以30%的平均速度在增长，现在我们初步统计应该有接近一万亿的市场。为什么这么好的市场容量和空间，没有成长出来非常顶级而且优秀的世界级的中国教育品牌呢？这一点我们经常在反思，所以对于这样的一个很大却很碎片化的市场，我们在这几年摸索和探索的过程中，做了几件有意义的探索。

In fact education industry is a very large industry,In 2009 Goldman sachs to China's education have done market research, etc,They say China's education there are 6000 hundred million market capacity,And in growing at the average speed of 30% each year,Now we preliminary statistics should have close to one trillion of the market.Why so good market capacity and space,Don't grow out very top and excellent world-class education brands in China?At this point we often in reflection,So for such a large but very fragments of the market,We are in the process of groping and exploration over the past few years,Do a few meaningful exploration.

　　第一，我们统一了标准化的教案和学案。我们按照学生层次的不同进行分层教学。

The first,We unified the standardization of the lesson plan and learn.We according to the students' level of teaching by different levels is different.

　　第二，我们建立了小班教学模式。我们认为任何一个学生，他在完成课内学习的不小的课业负担的前提下，为什么一定还要去课外选择一个教育机构，他为什么要花这样的时间，为什么不能让孩子去奥林匹克公园享受免费的绿色，享受空气的呼吸，享受健康的成长？因为他有需求。这个需求一定是不同于孩子在课内学习的需求。比如在座的嘉宾里或多或少家里都有孩子，你的孩子在学校学习的过程当中，你可以回来问问他，在公立学校的讲课过程当中，一节课下来有没有获得老师提问的机会。一个老师针对于将近50个孩子，他是不可能关注到个性化教学需求的，也是不可能满足个性化教学需求的。所以，我们在课外建立这样小班的教学系统，保证每一个学生在每一堂课都能获得两到三次提问机会。

The second,We established the small class teaching mode.We believe that any one of the students,He in class to finish the study in under the premise of a lot of schoolwork burden,Why have to go outside to select a education institutions,Why did he want to spend this time,Why can't let the children go to the Olympic park to enjoy free green,Enjoy the air to breathe,Enjoy a healthy growth?Because he has a demand.The demand must be different from the needs of the children in class study.Such as our guest in more or less all have children at home,Your children in school learning process,You can come back and ask him,Process of lectures in public schools,A lesson down ever get the chance of a teacher asks a question.A teacher for nearly 50 children,He is impossible to pay attention to individualized teaching needs,Also can't meet the needs of individualized teaching.so,We set up outside the small class teaching system,Ensure that every students in each class can have the opportunity to be two to three questions.

　　第三，我们投入了大量精力去做研发。我们大概有将近50多名来自清华、北大的博士和硕士做课程体系的研究。我们去年自主研发了一个智能教学系统，花了7000万的人民币，我们认为这样的投入对未来来说是非常值得的。在教育行业，愿意这样大手笔去做研发，研发课程体系，研发孩子学习特点的机构是非常少的。

The third,We spent a lot of energy to do research and development.We probably have nearly more than 50 from tsinghua university/Peking University doctoral and master's do curriculum system of research.Our independent research and development of an intelligent teaching system last year,Spent 70 million yuan,We think this kind of investment for the future is very worth it.In the education industry,Willing to so big to do research and development,Research and development of the curriculum system,R&d children learn the characteristics of the organization is very few.

　　所以，这三点是我们能够取得一点进步的原因。当然，学而思还有一个更长远的梦想，我们今年制定了一个"三步走"的战略：第一点是我们希望能够成为一个高品质的教育机构，在教育和商业之间实现平衡；第二，我们希望能够加大和加重对学生综合素养、学习习惯以及学习方法的培养，不只是传递给他们学习知识，同时教会他们如何去思考，在能力培养和高分之间取得一个平衡；第三，我们希望在做培训的同时能够尽一份社会的责任，在推进教育资源的公平化方面，希望能够起到一个很好的示范的作用，并且在培优和教育资源的公平化化方面能够取得一个很好的平衡。

so,The three is the reason why we can make a little progress.Of course,,Learning and thinking has a more long term dream,We made a this year"Three steps"The strategy of:The first point is we hope to be able to become a high quality of education institutions,Achieve a balance between education and commercial;The second,We hope to be able to increase and increase the students' comprehensive quality/The cultivation of the study habits and learning methods,Not only learn knowledge transfer to them,At the same time, teach them how to think,Get a balance between the ability training and high grades;The third,We would like to do the training at the same time to do a social responsibility,In promoting the impartiality of the education resources,Hope to be able to play a good demonstration effect,And in the pew and the impartiality of the education resources, can get a good balance.

　　我希望越来越多优秀的人能够进入到教育这个行业。教育是国家发展的加速度，欢迎更多的人才进入这个行业，为我们的下一代做出贡献。谢谢！

I hope more and more outstanding person to enter into the education industry.Education is the acceleration of the country's development,Welcome more talented people into the industry,Make contributions for our next generation.thank you!