Pai Zheng

Didi Chuxing—JV Juzhong Smart Mobility (Didi & Volkswagen China Group) •Balanced the interests of both shareholders, integrated resources advantages of both parties, and clarified the business & profit model, and obtain shareholder approval for the five-year BP of JV •Built up a business team from 0 to 30, expanded 4 target cities within 2 months, and exceeded sales target of 1,000 vehicles •Structured operational systems, coordinated Sales, Driver Operations, Asset management functions, optimized core business processes, and continuously improved production and efficiency

• Formulated the expansion strategy into AA industry together with Didi executives, then took the role to spearhead this newly built department and successfully built up region team of 10 with new joiners and Didi members from another BU • Boosted the new team’s morale quickly and expanded AA coverage from 3 to 62 cities, gas station # from 30 to 800 in east China within 1 year, achieving 12 M daily GMV, won the 1st place award across 4 regions with 750% yearly growth • Involved into the program to add profit rate from 0.3% to 2.4% by developing creative business model with BU head/price team

• Led 18-person team and launched Kunming within 2-week, and acquire 40% share in downtown within 1 month • Reduced the subsidy burn/trip week over week by planning rider and driver incentive with finance department and BI closely • Achieve completed trips +20% weekly by motivating and engaging 20+ rental companies/50K drivers and 200K riders • Built up a stable relations with local government by partnering with local biggest government social media 春城晚报

• Led MKT and OPS team to achieve national Top 1 in Opt-in and Top 3 in match rate on Share-ride within 1 month • Rider engagement by separating riders’ cohort (new sign up conversion + 10%, weekly active rider to 180 K, churn rate -5%)

• Leading a 60-person team to expand beer selling in 3 channels (bar, restaurant & CVS) with 27% direct sales growth in 1H 2015 • Planning & executing trade marketing projects by managing RMB 10M budget to increase brand awareness & distribution • Built a new team of bar channel and applied innovative promotion to drive 58% sales growth in high-end & imported products • Optimized RTM by improving first tier wholesaler service level & developing efficient second tier wholesaler network

• Coordinated cross-function departments in both HQ & local team to support new BU setup and build routine management in RTM & Performance Planning Management • Cooperated with local team to explore and implement new expansion model in Guangxi with 30% sales growth in 2013/2014

• Applied and managed RMB 4M budget of trade marketing investment to drive volume growth in Yunnan & Guangxi • Analyzed Kunming volume gap and established turnaround strategy, resulted with 10% sales growth in 2014

• Participated 5-month cross-function training in different function which included sales, sales tech, brewery, and logistics • Led global management trainee mini company to promote GMT program and recruit candidates using social media

• Participated 5-month field sales training in Canton, OH as sales rep.

• Designed WOD labor planning model to cut extra manpower for 13 branches to reduce potentially 8% labor cost • Supervised MobileCast and Roadnet live Data on daily base to reduce overtime for West Zone WODs • Made regression analysis on volume, labor hour, headcount, productivity and equipment utilization rate for 2 branches. • Cooperated with warehouse zone mangers and built simulators to optimize warehouse labor efficiency

Route/Stop Build Analysis for WOD

Redesign the Supply Chain in Corporate Angle and Assist to Developing Metrics to Improve Supply Chain Performance.