The concept of e-commerce operation is widely popularized

Useful information should look particularly "dry", such as this long article. There are no illustrations at all, and it's just full of words, which makes people feel desperate.

No way, they are all the essence,

I don’t want everyone to learn it. Many of the marketing points below are summarized by me after doing a lot of research.

And more points are the core logic that some of the very large stores on Tmall (with annual sales of over 10 million) adhere to.

background

LZ is a guy who has been working in e-commerce for three years. He started with SNS promotion, then became a copywriter, and now is an operations manager. I hope to provide everyone with some useful information in this newly established group. Help more new students who have not yet entered the industry to understand some basic knowledge of e-commerce, so that they know roughly how to answer during interviews. I will also briefly introduce some practical information about e-commerce.

Talk about the future of this industry.

This post mainly talks about some logical things and skips many basic operations. However, this article is still suitable for students who are new to the industry, and many more fundamental and complex logics are omitted here.

Main text begins (PS: LZ is really long-winded~)

01 I just graduated, how can I get into the industry?

First, let’s take a look at the major, if you are studying marketing, public relations, journalism, international trade, e-commerce, advertising, etc.

If you happen to like reading these related books: books on marketing, public relations, data, Taobao, operations, management, economics, etc. Then congratulations, it won’t be difficult for you to enter the industry. I hope you are younger, as most people in this field are born in the 80s and early 90s.
It is best to be familiar with these software. If you are not familiar with them, it doesn’t matter. You will gradually become familiar with them after entering the industry: Word, Excel and PPT. Being able to use PS for mind mapping will give you extra points. Being good at English will give you extra points. Being able to use Excel to make Gantt charts and using data calculation methods such as VLOOKCUP will give you extra points.

The most important thing is attitude. I hope you are always hungry and curious about all new things. I hope you start learning from the basics, and don’t try to make a big dish right after learning to cook... Of course, understanding and communication skills are also basic qualities.

Finally, a simple action will definitely add points: smile more.

OK, let’s talk about some different types of companies in the current e-commerce circle.

1) Platform-based e-commerce (B2B, B2C and other vertical e-commerce; large Internet companies such as Baidu) ;

2) Branded e-commerce companies, also known as online merchants (Xiaomi)

3) Service-oriented e-commerce companies, companies that provide services for various e-commerce network merchants

(Break down all the work that e-commerce needs to do into modules, which can be outsourced to various service providers, thereby achieving multiple benefits such as reducing costs and increasing professionalism)

02 Recommend some books that you should read before or just after entering the industry

The decline of advertising, the rise of public relations; marketing wars; obsession; copywriting training manual; the secret of creativity; outliers; the tipping point;

Confessions of an Advertising Man; Priceless; Tear Down the Walls of Thinking; A Different Way of Thinking Can Change Your Life and Work; Freak Behavioral Science 2;

Creative psychology; Freakonomics; 22 business rules, a marketing revolution; Things I wish I had known in my 20s;

Create a strong brand; Tribe: the power of one call and a hundred responses; the art of clear thinking; learn a little about color psychology every day; set a price and decide the world;

Stickiness; influence; detail marketing; marketers are all big liars; why customers buy;

03 What does e-commerce need to do?

This proposition is a bit broad, and I personally don’t want to answer it. This involves a question of perspective, a question that I personally don't want to answer.

But many new students do ask this question. To extend this, we can see that this problem also exists between buyers and sellers in e-commerce.

So, remember to think from the customer's perspective when facing customers in the future. Find the difference in thinking with the seller and sensitively find solutions, this is a "business opportunity." E-commerce is a concept relative to offline business. To put it simply, it means selling things online.

First of all, you need to think about what to sell? Where to sell?

What is the overall market environment like? Are there many competitors? How are sales?

Can I sell better than everyone else? What technical requirements are required?

What help do you need? Where to find money if there is no money?

What should I do if no one visits the store after opening it?

You can see Shenma data online.

What do these data point to? …

And so many other details constitute the online ecological environment that is different from the offline market.

04 What is the biggest difference between offline and online?

data.

The biggest difference between online and offline is that offline data statistics are too difficult to do.

You only need to spend a little money and buy some software to see a lot of online data.

Why is data so important?

Because data can reflect the relationship between many consumers and the actions taken by our operations staff.

These data can help you get a reference for the direction to ultimately solve the problem.

A lot of data cannot directly tell you the solution, but it can provide you with ideas. Offline, not only are there no methods, there are not even any ideas, and most of the time you can only rely on luck.

For example, if you use copy A and copy B to advertise, which one is more effective?

Offline, many steps are required to achieve small-scale initial deployment. Because it is impossible for you to start placing paper advertisements such as magazines in the next issue, I will give you a preview in this issue. But it’s different online. You can just do a small-scale test in the early stage, and then try it again after you have more reliable information to support your decision. The cost is much lower.

05 I want to open a Taobao store. Does that count as e-commerce?

Strictly speaking, opening a Taobao store is actually an online business. E-commerce mostly refers to platforms.

For example, Taobao, JD.com, Douban, Weibo, 58.com, Baidu Search... Opening a store on Taobao means becoming an online merchant.

06 What is the secret to a successful Taobao store?

From the current perspective, opening a C store with no special features on Taobao is not a wise move. But in the long run, the success of C store lies more in "persistence". Don't have too high expectations at the beginning, slowly accumulate popularity and sales.

Don't expect it, but keep doing it.

Many times, persistence is more important than intelligence. Of course, this does not mean to do nothing. On the contrary,

You need to do more.

First, the basics: How is your product? What are your advantages compared to the industry and competitors? What is the average order value? How can I sell more? How much traffic? How can we ensure that new customers continue to come and old customers stay? Is your delivery speed and package content design reasonable and surprising? Is your store's shopping path clear and is the UED reasonable? Is the design nice to look at? Is the logic of the details page clear and attractive?

If you have only a vague understanding of all the above questions, look, this is what you need to learn in the process of persistence.

Moreover, for most big sellers and excellent brands, these are "basic skills". If you practice the basic skills well, can you be immortal? No, no, since it is the basic skill, just don’t make mistakes. The opposite of immortality is being alive, and being alive means that others are dead but you are not. Simply put, staying alive for a long time is itself a great success. These basic skills are much easier for most sellers because they are not subject to the same service fees as Tmall.

So don't die, stay active, and keep learning to do the right thing. Although it is a bit slow, it is still a method worth trying.

07 What are B2B, B2C, C2C, and O2O?

B is the merchant and C is the user; for example, B2B is Alibaba, B2C is Tmall, and C2C is Taobao. O2O is a way of combining online and offline. The most representative model is group buying, and more models are being explored in the future.

Explain it in a simple way so that everyone can understand it.

08 How to calculate Taobao’s sales? What kind of logic is that?

The most important formula of Taobao

Sales = Traffic * Conversion Rate * Average Order Value

Let’s disassemble it bit by bit.

09 What is traffic?

Traffic is the number of visitors, also known as UV.

To put it simply, it means how many people come to your store.

How many pages are viewed by this traffic? This is called page views, or PV.

There is also the number of users who have completed transactions, which can be simply calculated to show how many people came and how many people bought.

If the ratio is too different, then you know there is something wrong with my store. So many people came, but only a few bought.

Taobao’s traffic is both free and paid.

In fact, the logic is very similar to offline. Some people enter the store just by passing by, while others enter the store after seeing the advertisement.

We can use some means to increase the store entry rate of certain channels. For free traffic, why have there been slogans like "Collect and get gifts", "Five-star praise" and "Teach you how to find me next time" for many years? Because it only requires a simple reward incentive from the merchant and a simple action from the buyer. This will make it easier for some buyers who have taken this action to enter your store. This part of "direct access" users will be the next very valuable free traffic.

Both free traffic and paid traffic can be subdivided into many types of traffic source entrances. So if we can make every person from the traffic entrance have a desire to buy after entering the store, buy a lot, feel that they will come again after buying, and plan to introduce it to their friends! Then there is no doubt that your store or your brand is going to be popular.

10 Average order value

The average value of a single traffic purchase, or how much each person spends each time, is the average order value.

There are 4 traffics in total for a store. The first person bought 50, and the others bought 36, 47, and 70 respectively. The average value is 50.75, which is the average order value.

The average order value mainly depends on the products in your store.

1) Product structure: Are there many categories, and are different products divided into primary and secondary categories?

2) Product combination: A+B, B+C or A+C;

3) Promotional methods targeting average order value:

Gifts or discounts for purchases over a certain amount are likely to stimulate some consumers to buy more in order to complete the order; from the merchant's point of view, the higher the average order value, the better. The higher the average order value, the more things the customer buys and the more expensive they are, so of course the merchant earns more.

11. Conversion Rate

Simply put, why consumers don’t buy when they come? This is what needs to be studied behind this number.

Conversion rate can be used as a virtual value that is related to everything.

It can be reduced to two simple data references. One is the consultation conversion rate, and the other is the silent order rate.

The consultation conversion rate is mainly related to customer service, and mainly examines the customer service’s response time, the number of customers received, the order rate after consultation, the order of recommendations, whether the customer service’s words are powerful... As for silent orders, it mainly examines the guiding power of the store page. It involves the shopping path of the store, that is, the entrance from which the traffic enters your store and then where it is directed to.

Can I go directly to the details page from the home page to place an order? Or from the home page, through the activity secondary page and category navigation page to the product details page? What percentage of traffic is purchased through each path? Which method makes consumers spend more money?

To give another example, if an industry competitor gives a doll in the package, then if I also give one, or give something more powerful, can I increase conversions? Maybe.

The conversion rate and even the entire store’s marketing follow this logic: I don’t know if it works, but I can give it a try.

OK, let’s get back to the conversion rate.

Why don’t customers buy when they come? Is it because my product is not good enough? Discount not good enough? The page navigation is not strong enough? Model not good enough? Ugly design?

He doesn’t like the writing style? Or is it that no one likes the gift I gave?

Or maybe the customer is unhappy because I didn’t put a gift in the package?

Or is there some user experience that goes against the user's operating habits? Maybe the guide text is not clear?

Or maybe the photo is not clear and has too many blurry spots?

Or maybe my store name is not good enough? Or maybe it has nothing to do with me and is purely a category issue? Industry issues?

Or is it that the competitors are too strong?

12 What are the paid traffic resources of Taobao?

From the advertising side: Diamond Ads (CPM is calculated based on the cost per thousand impressions) : most of the ads we see on the Taobao homepage, especially the first focus;

It mainly depends on your material itself, which is different for different purposes.

Through Train (CPC is calculated by click) : the resources are mainly on the search page, divided into two promotion methods: product and store;

Hard advertising (CPT is charged by time period) : If you have enough money, you can directly purchase some hard advertising and reserve a position for a period of time;

Taobao Affiliate Program (CPS is charged based on the commission of actual sales products) : For example, 360 Navigation and Meilishuo both have Taobao Affiliate Program commissions; Juhuasuan and Double Eleven and other slot resources, reporting official event cost resources

13 What are the commonly used data tools on Taobao?

Quantum Hengdao (mainly studies various data of this store in daily, weekly and monthly time units)

Data Cube (analysis tool mainly used to study industries and competitor brands)

Jianghu Strategy

And so on and so forth…

All is past...

After integration, only "Business Advisor" remains

14. What channels and trends are e-commerce people starting to pay attention to that are worthy of attention?

First of all, if we look at Taobao, we can find that the traffic and transaction share of Taobao Mobile are developing very rapidly in the overall environment, so the two products in Taobao Mobile are worthy of more study.

One is Weitao which is hosted in Taobao mobile app. One is the social APP “Laiwang”.

All of these show the actual impact that Tencent's "WeChat" has brought to Alibaba.

Since Alibaba has taken so many actions to target WeChat, the value of WeChat is also worth studying.

Many people say that Weibo is dead, but judging from the data and cases, we can still see various true and false success stories emerging.

Therefore, the key is not the product, but your application and positioning of the product. Your purpose determines the hopes you should place on different platforms. If they are not in harmony, then they will fail. Most businesses are just trying to catch fish in a tree.

Following SNS, they had to find sales from the very beginning... To borrow the words of the "Wait and See" article: You are committing a crime!

15 When you first take over a store, what data indicators are worth paying attention to?

Basic data: UV, PV, visit depth, conversion rate, average order value, UV value, payment rate

Industry data: The overall market environment for similar products has increased in the past three years

Competitor data: product mix of competitors at the same stage of development,

Growth rate in the past three years, sales data at iconic time nodes

Data to look at before the event: number of favorites, number of followers, number of added to carts - see how the preheating is going

Data seen in the activity: real-time transactions, number of old customers, proportion of old customers repurchasing - see how CRM is carried out

16 When doing a Taobao store activity, what is the logical order of the pages?

The logic given by the marketing manager of Afu Essential Oil:

Quickly place orders (buy quickly) - increase the average order value (buy more) - leave an impression on the brand (buy more often)

Afu's copywriter gave three major indicators for the activity page:

Story clues (mainly the activity gimmick and the order of the copywriting)

Marketing clues (mainly the store’s promotional plans)

Design clues (header image, main KV, store sign, navigation, shelves, carousel, interaction, coordination between activity page, category page and detail page...)

17 What are the promotion methods?

The leader of my former company explained various promotional methods in a simple and easy-to-understand way.

Promotion is nothing more than

The first step is to see if there is any threshold. If there is, it means “full”; if there is not, it means “buy”.

The second step is to check whether it is the full amount or the full quantity (number of items/number of transactions/number of times) ?

The third step is the simplest one: gift (physical or virtual? money or goods? big or small? at what level?) / reduction (price reduction or exchange) / discount (direct discount or next time discount? at what level?)

Step 4: If you want to set some thresholds, in order to activate customer response: time limit or quantity limit

As mentioned above, all that’s left is “permutations and combinations”.

The trouble for Taobao is that many promotional methods cannot be implemented in its own ERP system, so the promotions of many stores seem monotonous.

18 From which angles to analyze competitors (you can find methods to study from 4P and STP theory)

Industry: industry trends and growth rates, category sales;

Brand: brand positioning and stage, brand selling points and core value chain;

Store: historical store sales, the proportion of store transactions to brand sales, and store operation rhythm;

Products: product selling points, product price segments and price design at different times, product combination forms, gift selection, product marketing, product styles, product style, products;

Users: Since you are a competitor, you naturally need to analyze the users;

19 What is UED?

1. First of all, UED is user experience design;

2. Parts involved: Design (style, color, matching, design of various icons, inspiration, and details of presentation) Interaction (top-to-bottom guidance and the user's own habitual interaction. Information presentation methods involved, such as carousel, flashing, color change, size change, pop-up, etc.)

3. Analysis of traffic structure to purchase path, motivation and demand of each traffic action

4. It requires a lot of professional research, multiple experiments, and iteration through data and user surveys

5. Taobao's UED can only be regarded as basic, more professional vertical website design is really powerful.

But if you are more professional, you can basically become a product manager. From demand research, to user surveys, to product design, product iteration, data research...

20 If you want to open a Taobao store in Beijing, what kind of people do you need? How much are these people's salaries?

On the one hand, I would like to ask students who want to join the industry to find their place in the industry, and on the other hand, I would like to provide a salary reference for those friends who want to open up more opportunities.

Operation: Starting from 3K, no upper limit, depends on your ability. You'd better know everything about the store. If your ability has risen to the stage of brand building, you will no longer be called a store manager, but a manager.

Advertising promotion: Around 4K, 6K is considered a high level. Through train, Diamond exhibition, Taobao customer

Copywriting planning: starting from 4K, capped at 8K. Store page copywriting and advertising copywriting, plus writing soft articles and store event planning, and perhaps SNS community promotion (Weibo, WeChat, and Weitao operations) ;

Design: Starting from 6K, around 15,000 is very impressive (there are also higher positions, such as art directors and design directors) .

No need to explain, all the drawings in the store have to be made.

Art: Mainly retouching and uploading photos, so PS and

Photography: Starting from 6K, no upper limit.

Model: The average price is 60 per piece, 80 per set, and 1,500 per day.

Customer service: The starting salary is not high, around 2K (in second-tier cities, about 5K in first-tier cities) , and it mainly relies on commission. The previous company’s customer service commission was over 10,000 yuan per month, but ours was only 3,000 yuan at the time.

21. What are the well-known e-commerce platforms currently?

Taobao, Tmall, Yitao, Alibaba, JD.com, Tencent Paipai, Amazon, Dangdang, Jumei, Suning, Kuba, No.1 Store, Lefeng, Rakuten...

22. From the perspective of materials, what are the categories of Diamond Ads?

Brand positioning type (brand positioning publicity, brand endorsement)

Single product type (single product selling point, single product promotion)

Activity type (store activity introduction)

Interesting type (current affairs type interest)

23 The marketing logic that P&G adheres to

4C:

catch (customers) — connect (showing proximity to customers) — close (locking traffic, closing deals) — continue (maintaining contact with customers)

24 Two major stages of advertising

Split your mind (be seen by everyone first, and it’s best to remember it, but it doesn’t necessarily work in one go)

Repeat memory (constantly strengthen the first impression in the user's mind, repeat many times, and repeat logically)

25 Some strategic concepts, many of which come from Diaoye

Full network marketing, Taobao transactions; industry chain analysis, find the value chain, and finally find the core value chain;

Weibo discovers problems, and WeChat solves them;

Deliberate practice, small improvements, the picky spirit of the Princess and the Pea;

Use the idea of ​​"Panlu Deng Xiaoxian" to do user experience;

Plan-Do-Check-Improve;

26 Build a brand with Internet thinking

The biggest difference between online and offline lies in the research and application of data.

Why do we keep emphasizing this point?

The reason is that many people's understanding of online promotion has always been under the misunderstanding that online promotion is free in most cases.

Let's do some calculations.

The so-called free resources: operations of Weibo, WeChat, and Weitao. So is the labor cost free? If you want to manage these platforms well, offering exclusive discounts and rewarded forwarding from time to time, can it be considered free? I want to find an expert to endorse my book. Does giving a red envelope to an adult count as free?

As mentioned above, online shopping is not cheaper than offline shopping at all. It just turns the house water and electricity that we are familiar with offline into the trivial daily necessities online.

OK, back to the topic, many people are still dreaming of a great future. I thought that by spending a few million dollars, telling a story in the traditional way, placing some advertisements, distributing trial packages, and doing some public relations activities, I could build a brand.

But in fact, in today's era, it is impossible to build a strong brand with such traditional methods without tens of millions of dollars.

So let’s talk about using “Internet thinking” to build a brand.

In my opinion, this matter should be divided into several parts: product, rhythm and time, story, user experience, and trust.

The above points have actually been mentioned in the above article.

Let’s explain in detail below.

Products are always the foundation. If you want to make money and sell well, your products must keep up. The rhythm and time arrangement is that you cannot be impatient for success. If you do not have great creativity and extremely precise positioning, then it will take longer. It is very important to accumulate trust and real brand touch. To see it clearly, it is accumulation, which means it will take longer. User experience, what is differentiation now? Many product differentiations are very difficult to achieve, so this differentiation is more towards differentiation of services and experiences. You do something called A, and your competitors don’t do it, so your experience is better than theirs. With long-term accumulation, continuous innovation and increase of this little advantage, you will have more advantages in this competition; story, now everyone is talking about social marketing, so what is social marketing?

As I understand it, on the one hand you have to have a story to tell, and on the other hand you have to use the right channels to help spread the story.

So what story does your brand have to tell?

Does the story you tell make your target audience feel good? !

Trust, there is no doubt that integrity has always been one of the creeds of business success since ancient times.

Here it’s about integrity, not transparency, it’s mainly about trust. It depends on whether the information you say is trusted by users.

In other words, trust as a goal certainly has ways to be achieved.

To advance by retreating, you can admit your shortcomings in certain areas, play to your strengths and avoid your weaknesses, so that customers will have more trust in you.

27 What is User Experience

I don’t know when it started, but user experience has slowly become a hot word. Just as everyone understood positioning, suddenly everyone started talking about user experience.

It’s no wonder that Chinese people have always liked “representatives”, and speaking for others has become the main topic of conversation for some people.

In recent years, this term has changed its clothes and become "Internet thinking."

I won’t talk about deep things here, let’s just talk about complaints.

What is user experience? I guess we need to talk about the users first.

What users themselves know is that they need to get used to it; what users themselves ignore is called human instinct.

Think about the retail industry in the past. Did anyone know that many people’s instinct was to walk right and look right? Does anyone know why in a large supermarket, milk and yogurt are placed at the very back of the supermarket (actually it is the user path designer of the supermarket so that people can shop around the supermarket more) ? ?

When it comes to habits, this involves how deep the habit is and who cultivated it.

If most stores in the market are already doing a great job in a certain business, and your store is different from everyone's habits, then your user experience will undoubtedly be different from everyone's established habits.

So at this time, your different operating experience increases the cost of use for users.

Then your user experience is not good.

This set of data can be obtained through a set of uncomplicated market survey results.

28 About Juhuasuan

What is the core of Juhuasuan?

Let’s break it down.

If we put aside the goods, what kind of work does Juhuasuan involve?

1. Divided into stages: the warm-up stage, the formal stage, and the work after Juhuasuan; each stage has different work focuses.

2. First, register (pictures + inventory + product prices) , then review, schedule after review, lock inventory, etc.

After that, the store will think of a plan to undertake the project and match it with more traffic to follow up.

It’s just a Juhuasuan event, picked out as an independent project, that’s all.

Let’s look at it in more detail.

So what else does the success of a Juhuasuan sale depend on?

Two things:

The first is that as a platform, Juhuasuan’s own traffic and the conversion sales it can carry have a time cycle. The specific time period can basically be consistent with the large traffic of the Taobao platform.

The second is the core. Goods are the key, taking the clothing category as an example.

The style itself (color, pattern, material, color...standard products involve specific requirements of each category) , the configuration of the number of styles, inventory, combination form, price, discount (daily and Juhuasuan prices are different), etc., in general, it is a matter of price range and style itself.

As shown in the figure, we can find that we have a lot of T-shirts in the brand group, but because the average order value is too low, although the sales volume is good, the sales revenue is not good.

Moreover, if the inventory of low-priced products is insufficient, their sales will probably be average.

Therefore, it is entirely possible to adjust the overall number of styles, as well as the subsequent discount pricing, to ensure that the products are truly powerful.

Internal strength, internal problems, and then connecting to the platform will generally give you a greater chance of success.

After all, under the premise of a certain amount of traffic, Juhuasuan itself focuses more on the conversion rate of goods and the average order value. How much effect can operations, conversions and average order value have here? Hehe~Hehe~

29 Talking about free traps – Is the free thing in front of you really free?

During the time I worked on Taobao, I encountered many classmates who had misunderstandings about the definitions of certain behaviors. For example, free traffic. Many colleagues take the name as it implies and conclude that it is free traffic.

But think about it carefully, is free traffic really free? In my opinion, free traffic is just as complex as conversion rate, and there are many factors that influence it.

At the same time, things that appear to be free may very well be things that you haven’t spent money on yet, but in reality there are countless hidden costs.

Let’s first take a look at what the free traffic includes:

It is mainly divided into independent visitor traffic and search traffic. Then let’s see. Why do old customers come back? What are the causes of the impact?

Why are new customers searching? What information to search through.

How can we be searched and how can we get customers to see and click on us?

If we put aside the complicated Taobao calculation rules and just talk about the logic, we can analyze many reasons.

First look at [Old customer traffic]

The reasons why old customers repurchase are that the product quality is good, the matching effect is good when worn, there happens to be a promotion, the service is good, the attitude is good, the page design & model photography are good (they will take a look when they have nothing to do) . Most of the above reasons involve many hidden costs.

Taking Afu as an example, behind the highest repurchase rate of thirteen times is a clear understanding of its own positioning and the interlocking of more than 20 versions of Doraemon marketing cards.

Now let’s talk about [search traffic].

Many posts are talking about search, but the search I understand can be divided into three parts.

One part is how to be found by search, another part is how to attract attention and stand out after being found, and the third is how to maximize the conversion of the traffic that comes in.

Under the premise of clear positioning, the keywords you want to stand out should theoretically be traceable.

From large to small market capacity, analyze the product main pictures, product prices & discounts, product marketing methods, and product brand awareness within these capacities. And how many of these markets of different sizes will ultimately survive.

In the process, which battlefields must be won and which can be given up appropriately.

This is another strategic issue that needs to be studied in depth during the process.

30 Talk about growth

When I was promoted from a specialist to a supervisor, there was a stage when I felt a little proud, so I made a mind map as my interview business card.

Based on the level of my understanding at that time, I sorted out my knowledge structure and the logic behind what I understood.

That happened in 2013, so when I looked at it again one day in August 2014, I found that the logic didn’t make sense and it seemed a bit immature at the time. I am too lazy to sort them out for now, so I will just post a picture that has been talked about a lot recently and is not very profound, for your reference.

Seeing your own shortcomings is the gift of growth

(As expected, I am very hypocritical when I am in a good mood. See you later...)

Author: Wang Weichen (Xia Fox)

Source: Wang Weichen (Xia Fox)