wolf road

Chapter 16 Wolf-like qualities (6)
There was a stage when American companies almost lost confidence in defeating Japanese companies, and even believed that Japanese corporate management was insurmountable.There are many factors for the success of Japanese companies, one of which is to pay great attention to handling the relationship between employees and the company, pay attention to equal communication, and understand the needs of employees.Employees of Japanese companies are very loyal and dedicated to the company, and the company is also very responsible to its employees. Through equal communication, the company almost assumes lifelong responsibilities to every employee.Employees' devotion to the enterprise is indeed an important factor for the success of the enterprise.In recent years, Japan's economy and enterprises have encountered very big problems. Why?The main reason for Japan's current problems is excessive management, which affects speed and efficiency.After many years of development of Japanese enterprises, the disease of large enterprises has become very serious, and there are many levels.

In recent years, the United States has created a new economic miracle, and the American economy has been growing continuously for 10 years.

The most important factor why the U.S. economy can continue to grow is to attach importance to the innovative spirit of enterprises and maintain vitality, so as to give full play to the potential of every employee.In the emerging high-tech industry, the competitiveness of enterprises is reflected in the vitality of employees, rather than in the productivity of production.Japanese people work a lot of overtime, but if a person sits there without thinking, it is useless to work 12 hours a day.If he activates his creativity, he can sit there for 5 minutes and come up with a good idea, which can create benefits for the company.It is the most important factor for the success of American companies to bring out the vitality, passion and creativity of every employee.To achieve this, it is necessary to establish an atmosphere of equal communication, full participation and courage to take responsibility within the enterprise, which is exactly what Japanese companies lack.

Hou Kaiwen, general manager of Microsoft Greater China OEM, told such an incident. That day he and Ballmer flew from the United States to China at the same time. Hou Kaiwen saw Ballmer when he was signing the ticket at the airport. He couldn't believe it. The president of Microsoft flew to China alone with a suitcase and no entourage.During the meeting at the Philips headquarters in Hong Kong, Philips' global consumer electronics president also came from the airport alone with a suitcase, and then flew to Beijing by himself after a 4-hour meeting.It can be seen that a very equal atmosphere has been formed within their company, and the leaders are not superior.Only when such a very equal communication atmosphere is formed, can the vitality and creativity of employees be activated, and employees may feel that their contributions are valued and recognized, and they may be willing to take on greater responsibilities.

Equal communication also plays an important role in retaining talents.

If all members of a company's management can lower their stature, the company's employee turnover rate will definitely decrease.Dr. Han Dewei, the president of DAHON in the United States, has done a very good job in this respect. No matter how busy his branch office in China is, he will find his employees to chat in the office or some entertainment venues, even if he is facing a greasy car worker. As long as he is a member of the company, he treats everyone equally and provides a platform to communicate with everyone.After knowing the needs of the employees and hearing their true voices, Dr. Han patiently did practical things for them. This kind of act of loving and cherishing talents made every employee in the company admire him, resulting in Employees have been reluctant to leave the company for more than ten years, and some employees even think that the company is good after several job changes, and ask to return to their original jobs.From this point of view, the reason why DAHON's folding bicycles are sold well in more than 30 countries in Europe and the United States and become the industry leader in one fell swoop has a lot to do with the effective communication of the company's management to retain these old employees.

As we all know, now is an era of communication. At present, it is rare for the senior management of most companies in other countries to communicate with employees on an equal footing. Some employees have worked hard in the company for several years and have never even met their boss. Not to mention any communication.This kind of upper level cannot hear the voice of the lower level, and it is difficult for the lower level to give feedback to the upper level, which has caused many misunderstandings and barriers, and over time, it has affected performance.However, the success of an enterprise often depends on whether different professionals can effectively share their experiences and insights.All in all, fragmented communication should be avoided as much as possible in the operation of the enterprise, which is the key to retaining talents.

Jack Welch, CEO of General Electric, said: As the leader of an enterprise, if his voice can only be heard in the entire enterprise, then he has failed.Therefore, establishing a smooth internal employee communication mechanism is a source of enterprise expansion and vitality.

So, how can an enterprise establish a smooth internal communication mechanism?The first is to have an equal environment.If the communicators cannot be equidistant, especially if the management does not maintain an equal attitude towards subordinate employees, the communication during the period will definitely produce quite a lot of side effects.Those who are favored by the boss are naturally elated and complain less and less, but at the same time, the rest of the employees will have negative emotions of confrontation, suspicion and abandonment of communication, and the communication work will encounter very strong resistance.

The second is to have a heart of full understanding and be good at empathy.Such as encountering record-breaking high temperature weather.When the management team arrives at the front line, they are moved by the sweaty and self-sacrificing work of the employees. After being moved, they have to look at the problems in two parts, and look at the problems from the standpoint of the employees.When I have time, I go to the grassroots and chat with ordinary employees. On the one hand, it is easy to find problems, and on the other hand, it is also conducive to listening to the opinions and suggestions of workers.

The third is to encourage communication, to advocate speaking directly and ignoring mistakes.The key is that the leadership should respect the opinions expressed by subordinate employees. If the suggestions are feasible, they should be publicly praised to show encouragement; even if the opinions are incorrect or the suggestions cannot be adopted, they should listen carefully and affirm their initiative to gain more Mutual understanding lays the foundation for solving problems in the future.The people who give advice in person are the ones who are really helping you, and there are countless examples to illustrate this truth.They talk about maximizing the value of employees. In addition to money, there is also the use, training, respect and trust of him.Isn't it the greatest respect and trust to listen to his opinions sincerely?With this kind of communication, it is easy to reach an agreement, and it is much smoother to work.

No matter what, let the voices of all employees of the enterprise become the common voice of the enterprise, and let the wisdom of all the employees of the enterprise become the wisdom of the enterprise. Only such an enterprise can become an enterprise for all employees, and such an enterprise will have endless vitality .

§§§ Section [-] Wolf Wisdom

Wolf's statement:

Who is the real king of the jungle?lion?Too cruel and unpopular.tiger?Too benevolent to stand up to fraud.elephant?Too simple and honest, can only be driven by others.My family has avoided all their defects, sharp eyesight, brave and tenacious, good at scheming, and has the reality of being the overlord of the rivers and lakes.

Arrogant
The strategies that wolves use to achieve their goals are constantly changing.They sometimes use particularly sophisticated tactics to hunt down their prey.

A team of eight wolves temporarily formed to hunt musk oxen was driving the herd to escape to the highland platform. Emotional wolves, standing in their path, these musk oxen panicked and started running around, thus losing the protection of the herd.

While the musk oxen were running away in panic, six wolves had already pounced on the weak and unprotected musk oxen. One wolf followed closely, the other in front, and the others came to the clearing. , the fight quickly ended.

These musk oxen have always been too reliant on herd protection without a technical attack plan.Compared with the musk oxen, the wolf pack was much smaller, but the wolf pack had a strategy of playing hard to get, and it was able to implement it, so in the end, it won the victory.

In war, the only goal is to destroy the enemy and seize territory.It is not advisable to force the poor to jump over the wall in a hurry and struggle to the death, and their own side loses troops and loses ground.Let him go.It doesn't mean letting the tiger go back to the mountain. The purpose is to make the enemy's fighting spirit gradually slack, and gradually consume physical and material resources. Finally, one's own side will look for opportunities to wipe out the enemy's army and achieve the goal of destroying the enemy.Zhuge Liang's seven arrests and seven moves were not based on emotion. His ultimate goal was to use Meng Huo's influence politically to stabilize the south, and to expand his territory every time he took the opportunity on the territory.In terms of military strategy, there are two words of change and constant.It is not routine to release the enemy's commander-in-chief.Under normal circumstances, if you catch the enemy, you should not let it go easily, so as to avoid future troubles.However, Zhuge Liang judged the situation and adopted a strategy of attacking the heart. He took the initiative seven times and took the initiative in his own hands. Finally, he finally realized that the current society is based on the market economy.Let's look at a few case strategies of playing hard to get used in business.

The strategy of playing hard to get after sowing first and then harvesting

There is a very large electrical appliance company whose products are of high quality and enjoy a high reputation at home and abroad. It urgently needs to expand its production scale, but the company could not spend so much money on the expansion project at that time. Small business legacy equipment.But how to annex each other?If the other party gets no benefit at all, how can he be willing to bow his head and surrender?Electric companies give small businesses three major benefits:
One is to select some technicians to provide business training for small business employees; the other is to spend part of the funds to renovate the original equipment of small businesses;The result, of course, was that these small businesses were swallowed up easily, so that the large electrical appliance company spent 70% less money, expanded its production scale, and increased its profits.It's like sowing seeds first and then harvesting in autumn. First win the favor of the other party and achieve your goal, which has a much higher success rate than taking the initiative to attack.

The Coca-Cola Company of the United States, in order to open up the Chinese market, did not blindly dump products to China at the beginning, but adopted the method of giving what it wants to take.First provide China with $400 million worth of cola filling equipment for free, spend a lot of effort on advertising on TV, provide low-priced concentrated drinks, whet your appetite, and make you happy to produce and sell American cola, then once the market opens , At that time, if you want to import equipment and raw materials, he will adjust the price according to your needs, and charge up the price.

In the past 10 years, American Coca-Cola has been popular in China, and the production company has grown from one to many now, and the sales volume and price have also doubled.American businessmen have made enough money, and the investment in Chinese equipment for free has long been recovered several times. This is to let you taste some sweetness first, and then implement your own plan. Not uncommon.

In 1966, Takeda Pharmaceutical Company launched an activity that seemed to stimulate consumption on the surface-Takeda Pharmaceutical Love Fortune Lottery Draw.There are more than 1600 noble prizes in this lottery, and the conditions for participation are also very simple, as long as you purchase a box of [-] tablets of vitamin (vitamin) E, you can participate.The specific requirement is that consumers must indicate their name and address on the empty box, as well as the name and address of the pharmacy.

When empty pill boxes flooded in to enter the lottery, Takeda Pharmaceuticals mobilized experts to verify the authenticity of the boxes.By holding this event, their biggest purpose is to get the bait of counterfeit medicines, and most of these counterfeit medicines and the stores that sell counterfeit medicines have become the turtles in the urn of Takeda Pharmaceutical Company.

People often want to close a deal quickly, but haste makes waste.

When people accept a brand new thing, they all need a period of time to adapt.The same is true when talking about business. At the beginning, both parties often have some unrealistic ideas and various inherent opinions, hoping to achieve their goals smoothly.However, the process of negotiation often makes both parties wake up suddenly. The price that the buyer expected has become impossible, and the quick transaction that the seller expected has also come to naught.

It has proven impossible for buyers and sellers to immediately adapt to these new realities that they do not understand.

Generally speaking, during the negotiation process between the buyer and the seller, the buyer always needs enough time to consider accepting the unexpectedly high price, and the seller is never ready to lower the predetermined price at the beginning of the transaction, and needs enough Time allows both parties to adapt before finally reaching an agreement.Therefore, both buyers and sellers should put themselves in the other party's shoes, and don't rush to force the other party to make concessions.In particular, it should be noted that many foreigners cannot do business without bars.As long as you have just set foot on each other's territory, they will receive you cordially.After a long and bumpy journey, you will definitely think of finding a hotel to sleep well first.However, when you step off the plane or train, a beautiful public relations lady comes to welcome you and immediately tells you that she has arranged a wonderful evening for you, even if you tell her how tired you are.At this time, in order not to hurt her high enthusiasm, you had no choice but to commit the crime obediently.At a dinner party, you eat well and drink well, and you don’t get back to the hotel until late, thankful that you did have a really good time.However, early the next morning, the negotiators will invite you to the meeting.The negotiator begins to bargain with you item by item.But at this moment, you are still sleepy and your mind is not clear, so you will undoubtedly be easily conquered by the other party.

wait!Watch out for quick deals!I have to tell the other party that I don't understand it very well, and I haven't thought it through yet.

Marketing is the same as playing football, and terminal sales are equal to finishing the goal.How to adopt an effective terminal strategy, aiming at the needs of various consumers and the line of defense to carry out strong attacks from different angles, and finally fly the ball into the opponent's goal has become the common concern of all enterprises. hot issues.

Playing Hard to Get Tactics in the Sales Funnel
In May 2000, S was transferred to Northwest Province G to be in charge of the refrigerator business.M, a secondary wholesaler in this area, has always cooperated well with us. M has outstanding sales performance in retailing refrigerators of our brand, accounting for 5% of the share in the urban area, but the distribution network is relatively weak.The main reason is that other secondary market dealers in this area and within the radiating range have the habit of going to the household appliance wholesale market in the provincial capital city for multi-variety distribution. They always think that the price advantage of the primary market is greater, and it seems cheaper to pick up goods there. In July 60, a merchant in the region received goods across provinces. In order to effectively resist this unhealthy trend, with the support of the branch company, M Company itself also made a large profit, and soon stabilized the secondary market.At the same time, in view of the lessons learned this time, in order to prevent this batch of goods from other provinces from entering the tertiary market, Company M came up with a preemptive move, and quoted prices to merchants in various counties 2000% below the supply price, but the merchants were unmoved. They all believed that the manufacturer must have given M company a large profit margin, guessing at least 7%, and M company used 3% to buy people's hearts.

Most dealers in the mainland have this bad habit: whenever they make money, they still need to see whether other people earn more than themselves. If everyone earns the same amount, then he will be balanced in his heart. , he will feel unbalanced in his heart. In fact, he doesn't know that in terms of his own vertical comparison, this is already a lot more than the original income.

(End of this chapter)