Business Experience: The Business Wisdom of China's Top Ten Business Groups

Chapter 10 Cantonese Entrepreneurs—Doing business requires diligence and vision

Cantonese have a tradition of doing business. Although they are thin and small, they have a natural sense of commodities.In Guangdong, what you say is about business, what you say is about profit, and all people are businessmen. It is difficult for you to tell who is a businessman and who is not.In Hong Kong, many wealthy businessmen also come from Guangdong.The biggest characteristic of Guangdong businessmen is their hard work and high efficiency.The wealth of Cantonese people did not fall from the sky. The vast majority of Cantonese people have achieved prosperity through their own hard work.They run around, turning every minute into a benefit.Because they value time very much, they work at a fast pace and with high efficiency, so it is easy to grab various favorable business opportunities.

The size of the desire to make money determines the amount of wealth. The ancient Chinese often motivate themselves in this way: to be the farmer in the morning, and to the Tianzitang in the evening.There is no such thing as a general, and a man should be self-reliant.This sentence means that whether a person has a strong desire to change his destiny determines whether he can change his destiny in the end.Similarly, the size of a person's desire to make money determines the amount of his future wealth.

A strong desire to make money is the first element of a businessman's success, and every successful businessman has the desire to make money in his blood.Do not make money, or rather die, is their life ambition.

Cantonese have always had a strong concept of money.In the eyes of Cantonese, no matter what they do, they do it to make money.The purpose of Guangdong businessmen in doing business is very clear, which is to make a fortune.Because the purpose of making money is single and the direction is the same, Guangdong businessmen have less blindness and wavering in their actions, and more motivation and perseverance.

In pursuit of money, Cantonese businessmen can drop everything.They are naturally industrious, able to endure hardships, work tirelessly, and run around.For money, they always spare no effort.I work for you just to make money, there is nothing to be ashamed of, this is my labor income, and it should be.Cantonese dare to make money from anyone, foreign or domestic, other provinces or locals, in the mountains or in the water, in short, as long as there is money to be made, as long as they do not break the law, they can do anything.Naturally, a group of wealthy people appeared among the Cantonese.

Liang Liangsheng of Sibao Group was born in Meizhou, Guangdong. Now he has assets of 15 billion, but he was just an ordinary wage earner back then.

In 1982, Liang Liangsheng and 40 other workers - Dao were sent to work in Hong Kong.Many people lived in a house of less than 30 square meters. Liang Liangsheng and his wife lived in the living room, and they could only sleep on the sofa.At that time, Liang Liangsheng's biggest dream was to have a house of his own.Under such difficult conditions, Liang Liangsheng insisted on going to school every night.

During the 3 years in Hong Kong, he systematically studied courses in shipping, English, international trade and economic management.Later, Liang Liangsheng did international trade and got his first pot of gold by selling sandalwood wood in China; later, he started the Sibao Group.

The more than 40 people who came to Hong Kong together with Liang Liangsheng are still wage earners, because they are satisfied with the status quo and feel that working in Hong Kong is much better than working in China.They don't have the strong desire to make money like Liang Liangsheng, so whether it was 20 years ago or 20 years later, they are still wage earners, they only make money for others, and never think about making money for themselves.

In fact, not only ordinary Cantonese businessmen regard making money as the most important thing in life, but wealthy businessmen like Li Ka-shing and Huo Yingdong also attach great importance to making money.Their utilitarianism is very obvious, but it is this concept that makes them the super rich today.

Although today's billionaire Li Ka-shing grew up in Hong Kong, he is an authentic Cantonese. He has both the shrewdness and hard-working spirit of Hong Kong people and Cantonese.

When Li Ka-shing was 3 years old, his grandfather died. As a result, the family's economy became worse and worse, and life became more and more difficult.My father was forced to abandon his coach several times and went to Nanyang to do business, but he didn't make any money. In the end, he returned to his hometown to teach, struggling to maintain the family's life.At that time, after school, Li Ka-shing went to the pier to pick up coal chips.

His father was sick, and he had no money to go to the hospital, and he had to keep working; when he was correcting his homework, he was still spitting blood in his mouth, which made Xiao Jiacheng feel a deep pain in his heart.After the outbreak of the Anti-Japanese War, Li Ka-shing's family fled from home and wandered in Shantou, Huiyang, Guangzhou and other places, often sleeping on the streets.Both parents and Xiao Jiacheng had to go to the street to sell cigarettes, candies, and needlework to earn some money. They lived on hunger and hunger, and finally the family fled to Hong Kong.

Not long after arriving in Hong Kong, my father passed away.In order to support the family, the mother tried every means to wholesale some plastic flowers to sell, but she could only earn a few cents a day, which was not enough to support the family.Li Ka-shing is the eldest son in the family, and he is very filial. He has to help his mother bear the burden of family life, so he looks for things to do everywhere.

In this way, the poor life made Li Ka-shing mature prematurely.At that time, industrialists were the most envious of Li Ka-shing.His desire to work hard became stronger and stronger, and he vowed to be an industrialist and rich like them.It is this desire that supports him to this day.

For Guangdong businessmen, making money is the most important thing in life, because without making money, all the ideals of businessmen can only be fantasy.

Maybe many people think that Cantonese people are too vulgar. When they talk about money, they are elated and endless. They have nothing but money.However, Cantonese people think that money is the only way to go, without money, one cannot live, and a penny can stump a hero.For Cantonese, making money is their only business.

If you want to be rich, you must have the desire to make money.This desire must be very strong and clear.In the process of accumulating wealth, don’t think you have too little money, start with a small amount, and gradually earn more, and one day you will earn more.

Business experience

The size of a person's desire to make money determines the amount of his future wealth.Colleagues help each other and grow together Cantonese businessmen seldom exclude peers, but advocate mutual assistance and common growth.Cantonese businessmen pay attention to profiting from power, and they know that in order to form power, they must first have a group of rapidly developing peers.This kind of business thinking is exactly the same as the current "industry must have scale".

Lu Guanheng, a native of Xinhui, Guangdong, originally founded Guanglihang with the help of Cai Shiwen, a merchant of Wanhehang. He knows the importance of help and support from merchants.Therefore, after he founded Guanglihang, he did not try to find ways to beat his opponents, but to further maintain the relationship with Cai Shiwen.

When Wanhehang's business was in trouble, Lu Guanheng gave great help.On April 18, the first year of Jiaqing, Cai Shiwen committed suicide, and his brother took over Wanhe Bank. At that time, Wanhe Bank owed [-] taels of silver in various debts.Seeing this, Lu Guanheng was willing to repay the debt by himself on the condition of inheriting the trade of Wanhe Bank.

In the seventh year of Jiaqing, when Mai Jinting, a merchant of the Tongtai Bank, was in trouble, Lu Guanheng paid the tax of 1 taels of silver on his behalf.In the 11th year of Jiaqing, Mu Tufang, a merchant of Wanchenghang, owed a large debt to the British side due to poor management.Mu Shifang sold his goods and real estate as mortgages, and only estimated silver at 2 taels, which was not enough to pay off the debts of the British.Seeing that Mu Tufang was insolvent, Lu Guanheng was willing to pay it off for him in three years. After Wan Chenghang had Lu Guanheng as a guarantee, the British East India Company signed a tea trade contract with Wan Chenghang to continue the business.Soon, Wan Chengxing got out of trouble.

Lu Guanheng's assistance to merchants in difficulty is just one example. Merchants in the Guangdong Thirteen Banks all treat their peers in this way, and they all hope that their peers will prosper and form a powerful force.

Similarly, for modern businessmen, the power of individuals is too small, and success can only be achieved by relying on a spirit of cooperation and team strength.Without the spirit of teamwork, no matter how wonderful a personal plan is, it may not be fully implemented.No matter in a family, in a company or in a society, no matter how capable and capable a person is, if he wants to accomplish something without the help and coordination of other people, it is impossible to succeed at all. .

Especially in today's era of fierce competition, with the development of the world economy, the social division of labor is becoming more and more detailed, the era of individual heroism has become history, and the disorderly competition of fighting alone and intrigues is about to pass. The era of cooperation and competition with you has come.If you don't face this reality, if you don't abide by the rules of the game, you will be eliminated.To work with a cooperative attitude, you must not only understand your own work goals, but also know what others are thinking and caring about, and understand each other, so that you can achieve common goals.

Business experience

To work with a cooperative attitude, you must not only understand your own work goals, but also know what others are thinking and caring about, and understand each other, so that you can achieve common goals.

Whoever seizes the opportunity will have the initiative. The most attractive part of the market economy lies in the "market". Whether the businessman has a keen sense of the market, whether he can capture market information in a timely manner, whether he can perceive changes in market demand, and adjust himself in time A company's business philosophy and product status determine whether it can gain a foothold in the market.

In Guangdong, where the pace of life is extremely fast, if you don't work hard, you will fall behind others and behind the times.Because in the minds of Guangdong businessmen, the idea that the opportunity cannot be lost and the time will never come is particularly strong. They run around and want to turn every minute into benefit.Because they value time very much, they work at a fast pace and with high efficiency, and they often get many business opportunities first.

At the beginning of the establishment of Guangzhou One Plus One Fashion Design Co., Ltd., its rapid development surprised its peers.Its clothing styles and fabrics are updated quarterly, monthly and daily.They adopt the "cannon platoon tactics", that is, every time a new type of clothing is designed, a row of "first cannons" must be released and put into the market to test the market demand.Then, according to the "bombardment effect" of the first row of guns, the release volume of the second and third batches is determined.What makes "One Plus One" stand out is that it "bombards" the market in a controlled manner, and there is always room for each new product to be launched on the market.The idea is that customers buy like they eat, that once they get too full on something, they get bored of it and lose interest in it later.

A product is one-off, but a trademark is long-term.If you get tired of the "One Plus One" trademark, it will be difficult to open up the market in the future.Therefore, when the previous product of "One Plus One" was the best-selling product, the next new product matured immediately.In this way, the market can be continuously bombarded with "fast" and "new" in turn.

The success of Guo Desheng, the former chairman of Sun Hung Kai Enterprise Group in Hong Kong, China, is also an example of Cantonese being good at seizing business opportunities and taking quick actions to create a great cause.

Guo Desheng was born in Shiqi District, Zhongshan City, Guangdong Province, and later went to Hong Kong to start his own business.When he first arrived in Hong Kong, he found a store in Sheung Wan and opened a Hung Hing Hop Kee grocery store, which was later renamed Hung Cheong Hop Kee.With his Cantonese simple and honest smile and pragmatic business style, he has won the favor of the neighbors around him. Coupled with the moderate price, his grocery store business is booming day by day.With the gradual expansion of the business, this Cantonese man was inspired to do business.Guo Desheng changed the name of the grocery store to Hongchang Import and Export Co., Ltd., mainly engaged in the wholesale of foreign goods, and the sales network spread all over Southeast Asia. Guo Desheng also won the title of "King of Foreign Grocery".

It is often said that opportunities only belong to those who are prepared, and it is true.At that time, zippers were very popular in the garment industry in Hong Kong, China, and all garments and pockets replaced the original buttons with zippers.With the rapid increase in production of the garment industry, the output is increasing year by year, and the demand for zippers is increasing year by year.Ordinary foreign miscellaneous businessmen have ignored the business opportunity of "small zipper, big market", but Guo Desheng, who has seen all directions and listened to all directions, has already seen this sign.In order to make a fortune from this discovery, Guo Desheng did not rush forward, but made preparations in advance - using the existing retail network of his import and export company in Southeast Asia to provide a channel for YKK zipper resale, this network extends to all over Southeast Asia.Guo Desheng's actions of seeking stability in danger are the preset foreshadowing for winning the exclusive agency right of YKK zipper in Hong Kong.

The little zipper, because of Guo Desheng's "smart eyes and discerning pearls", suddenly brought his career to a new level.In the 20s, the annual turnover of the YKK zippers he distributed was more than 60 million Hong Kong dollars.So Guo Desheng dug a bucket of gold for his great cause, which gave him the confidence to take advantage of the victory.

Cantonese swim in the business world with the characteristics of being fast, turning fast, and becoming fast. They can make timely adjustments according to market changes.

Guangdong Shunde County Yuhua Electric Fan Factory is a well-known manufacturer in Shunde, known as "Shunde A Fan".However, it was originally only a small factory producing soy sauce and tofu. After switching to fan production, the output value exceeded [-] million yuan in just a dozen years, and the development speed is really amazing.The key to its success is to be good at adjusting marketing strategies in a timely manner according to changes in market demand.

The 10-inch small table fans produced by the factory have been selling very well for a long time.For a while, many people thought that the domestic fan market was saturated and tended to be larger.However, the factory believes through social surveys that there is still a big market for small fans, because with the increase of consumers' economic income and the improvement of housing conditions, it will change from "one fan per household" to "one fan per room, one fan per person". "Development, so economical, practical, and easy to move small electric fans are still needed by the public.

However, they also realize that in the fierce market competition, products must be constantly updated in order to meet the growing consumption needs.They learned that the "Fortune Fan" newly launched by the Japanese in the Hong Kong market was beautiful, practical and very popular, so they immediately bought two and organized technicians to dissect them.On the basis of absorption and digestion, the factory boldly innovated and developed the first domestic D250 air-conducting grill stepless speed regulation table clock "Hongyun Fan", which has more advantages than foreign products.This kind of fan has soft and natural wind, novel style, low power consumption, and good insulation performance. It is especially suitable for use in mosquito nets, and is very popular among consumers.During the peak season, as much as the factory produces can be shipped away, and there is no need to put it into the warehouse.

Obviously, the most important thing for Cantonese people to do business is to move quickly.The market is like a battlefield, competitors are also fighting head-to-head, and the "battle situation" is changing rapidly.Whoever changes early has the advantage and the initiative.In the business field, if your movements are slow, your thinking is slow, and you let others take the lead, and you always run behind others, then you must be the one who suffers.

There is such a proverb in the United States: "The road to failure is full of missed opportunities. Those who sit and wait for luck to come in through the front door often ignore the opportunities that come in through the back window." If you also want to get opportunities, then when you do things Be proactive and be ahead of others; do more in everything and take an extra step; make things happen instead of waiting for things to happen; try all methods to make the work the most appropriate and perfect.

Business experience

The market is like a battlefield, competitors are also fighting head-to-head, and the "battle situation" is changing rapidly.Whoever changes early will have the upper hand and take the initiative.The ability to grasp instant business opportunities determines success or failure. For grasping opportunities, some people attribute it to luck. For example, some people dig out gold bars or pick up diamonds during labor, but it is more up to us to seize opportunities.The great musician Beethoven was impoverished all his life, suffered many misfortunes in love, and was deaf as an adult. However, he was able to "hold the throat of fate" and finally became a generation of "music saint".As he said in a letter to a duke: "Duke, you became a duke only by chance, and I became Beethoven by myself."

For us, opportunities are always dressed in a mysterious cloak, painting life with a layer of confusing color.It often arrives unexpectedly, leaves without saying goodbye, and is fleeting.Therefore, the ability to grasp the momentary business opportunity determines a person's success or failure.Li Ka-shing saw the potential of plastic flowers, and became the richest man in the Chinese community; Huo Yingdong saw the shipping market for military supplies, and today's Huo Yingdong Group was born...

Huo Yingdong, who was born in Panyu, Guangdong, is well-known in Hong Kong as a transportation tycoon and a real estate tycoon, but few people know that he is also a businessman engaged in diversified operations. He operates restaurants, hotels, department stores, everything, and every operation is very successful. , This is because he is good at seizing opportunities.

Once, there was a hotel in Hong Kong that was on the verge of bankruptcy and was about to be sold.At that time, many businessmen wanted to buy the hotel, because the hotel was located in the downtown area of ​​Hong Kong, but many people couldn't think of how much development the hotel could have.When people hesitated, Huo Yingdong took the initiative to acquire the hotel.

During the redecoration, Huo Yingdong saw that there were many large columns in this antique Chinese-style building complex. These large columns used to be used as classical decorations. The inside was hollow and had no practical function.How can these columns be fully utilized?After some consideration, Huo Yingdong came up with a good idea: he dug a few "windows" out of these hollow columns, covered them with glass, and displayed commodities inside.Huo Yingdong considered that this hotel is located in the downtown area, which is a place where every inch of land is expensive, not to mention that the big hotel is a distribution point for high-end consumers, and the display of high-end products here is very likely to win the market.

But Huo Yingdong is basically operating in the service industry and real estate industry, and does not produce any important products.So when the house was finished, he signed contracts with several big jewelers and cosmetics dealers in Hong Kong to rent out the windows.Eight cylindrical glass windows rent for $5 a year.The implementation of this plan can not only get a sum of income, but also achieve the effect of killing two birds with one stone.

After the decoration, the hotel halls, corridors and other places were installed with golden golden windows, and the hotel became resplendent, which greatly improved the hotel's prestige and grade, and attracted many wealthy people to patronize.Many wealthy businessmen like to treat guests here, as if they hope that the auspicious golden light in the window will shine on their fortune, so the business of the hotel is getting more and more prosperous.

For a businessman who is just starting out, no matter how good the theory of making money, how to get rich and how to manage money cannot be suitable for everyone.Therefore, for an outstanding person who is unwilling to live a poor life, the most important thing in the early stage of self-starting a business is to be sensitive and good at seizing instant business opportunities.

Business experience

Opportunities are always dressed in a mysterious cloak, painting life with a layer of confusing color.It often arrives unexpectedly, leaves without saying goodbye, and is fleeting.Therefore, the ability to grasp the momentary business opportunity determines a person's success or failure.Borrowing a chicken to lay an egg, borrowing a ladder to go to heaven, I don’t have a chicken, but I want an egg, what should I do?The only way is to borrow the chicken to lay the egg.

There is a man named Daniel Rauvello in the United States. He is a master of borrowing chickens to lay eggs. By using other people's money to make his own money, he started from scratch and became a billionaire.

Rauvello didn't have much success until he was 40, with only a dilapidated old oil tanker in his hand, and he had been renting out oil tankers for a living.

After turning 40, Lauvello decided he couldn't live like this anymore, and that's when he discovered a way to make money with other people's money.But no one was willing to lend money to the poor boy at that time.Several times the loan was unsuccessful, but Lauvello was not discouraged, and he found Chase Bank at the time.The manager asked him what guarantee he would use to pay off the debt when it came due.Lauvillo told the truth that he couldn't come up with any commonly used collateral.However, he said he has an old sailing tanker that he has leased to an oil company.Therefore, he can obtain a stable and reliable income, which he thinks can be used as a loan guarantee for this boat and its rental income.

In order to reassure the bank, Lauvello further claimed that if the bank is willing to accept his wrecked ship as a mortgage, then the bank's guarantee will not only come from him, but also from the oil company with strong assets and credit.After some consideration, the manager of Chase Bank decided to make this deal with him.As a result, Rauvello got the loan and started his entrepreneurial career.He used the loan to buy another old cargo ship, converted it into an oil tanker, and leased it out.

In this way, after working for many years, Laoweiluo has more and more ships, and he has gained more and more wealth.His strength has grown, and his bank credit status has also greatly improved.At this time, Lauvillo's methods became more and more sophisticated, and he could obtain loans by relying on ships that had not yet been built.He organized people to design and build a boat first, and before laying the keel, he found a certain transportation company and asked it to book and charter the unformed boat.Later, Lauvello took the charter contract signed by the company and secured a bank loan with the "future" rental income, and then used the loaned money to build the ship.When the boat was launched and started sailing, Lauvello's rental income began to be paid to the bank.After several years of hard work, when the money was fully repaid with interest, the boat became Lauvillo's.After working like this for several years, Laoweiluo became the master of ships without spending a penny.

In the Chinese market, Cantonese are also the best at laying eggs.In fact, this is an innovative concept.Huang Guangyu, a Cantonese, took this concept to the extreme.

It took Huang Guangyu 18 years to successfully build the money printing machine of Gome Electric Appliances, with an average of 160 million yuan in Huang Guangyu's pocket every day.The secret of Huang Guangyu's acquisition of wealth can be summed up in four words, that is, "borrowing the chicken to lay the egg" - borrowing other people's money to achieve his own career.

When he first started his business, Huang Guangyu borrowed the first money from the bank.Huang Guangyu, who was only 17 years old at the time, and his elder brother Huang Junqin took 4000 yuan from their hometown, Shantou, Guangdong, to the north to do business in Inner Mongolia.A year later, he moved to Beijing because he was dissatisfied with the local people's characteristics of "promising easily and neglecting to fulfill".The brothers used a loan of 3 yuan borrowed from the bank to contract the Gome clothing store located in Zhushikou East Street, Xuanwu District, Beijing.Later, Huang Guangyu, who was keen, realized that the home appliance industry had a larger market space, so he established Gome Electric Appliances on January 1987, 1.

Soon, Huang Guangyu began to carry out chain operations. By 1993, Huang Guangyu's chain development trend had initially taken shape. The number of stores has reached seven or eight.

It seems that Cantonese people are really good at borrowing chickens to lay eggs, and it is also very effective.Someone once analyzed the family history of the Cantonese, and believed that the Cantonese who got rich were mainly those industrialists.The history of these people's fortunes was built by outsiders. Technology was brought by others, management was operated by others, and the market was developed by others. He himself became the general manager or chairman of the board because of his innate conditions. rich man.Although this analysis is not entirely accurate, it points out the fact that these Guangdong industrialists are good at "borrowing" talents, funds and technology for their own use.

Business experience

Borrowing the chicken to lay the egg is actually an innovative concept.Dare to be the first, always strive for the first Cantonese are full of pioneering and innovative spirit.In modern times, most of the things and objects related to Western learning were first tried by Cantonese.In the vigorous modern history, Guangdong is known as the cradle of "thinkers". Kang Youwei and Liang Qichao, who shook China, and Mr. Sun Yat-sen, the forerunner of the Chinese revolution, are typical representatives among them.Someone once described Cantonese and Northeast people in this way: Cantonese are bold in writing, while Northeasterners are bold in martial arts.

Guangdong is backed by mountains and the sea, and the sea endows Cantonese with an adventurous spirit.According to historical records, as early as the Tang Dynasty, Cantonese people went overseas to do business; in modern times, Guangdong businessmen traveled all over the world, so Guangdong has become a famous hometown of overseas Chinese in my country.So far, Guangdong's overseas businessmen have formed a powerful force.

The essence of Guangdong businessmen's fortune lies in the words "dare" and "first". "Dare" means boldness, I dare to do what others dare not do; "First" means to take the first step and strive for the first.In the eyes of Cantonese, it is only meaningful if it is "first", and eating buns that have been chewed by others has no taste.Cantonese people like to drink "tou ya soup". The so-called "tou ya soup" is the first soup out of the pot.This pioneering quality is related to their character of being brave to pioneer, being flexible, taking risks, and being practical and hardworking.They work hard to find opportunities for development. Once opportunities arise, they seize them immediately and make great achievements.

Dare to be the first and always strive for the first is also a major feature of Gome CEO Huang Guangyu's work.Huang Guangyu admits that his habit of doing things is bold and decisive.He once said: If I have a three-point certainty, I will dare to do it.Gome’s competitor, Zhang Dazhong, the founder of Beijing Dazhong Electric, also admitted: “Every enterprise has its own characteristics in the development. He (Huang Guangyu) is younger than me, and he is more aggressive in his struggle.”

Huang Guangyu's character of daring to think, dare to do, and dare to be the first has been integrated into Gome's blood. Gome successfully attracted consumers through various novel sales methods, and soon formed its own network strength.

On July 2005, 7, Gome's "Nanjing No. 23 Store" located in Xinjiekou, Nanjing unexpectedly set the opening time at 12:1.1 midnight when Nanjing businesses had already closed!Gome's Nanjing store opened for three days with a turnover of more than [-] million yuan, a record high since the establishment of Gome's branch store.Huang Guangyu said: As long as you think it makes sense to do things, you should have the courage and courage to be the first in everything.

Gome can achieve such a rapid development, in addition to price and service, the key is to rely on the commercial courage of Huang Guangyu, a Cantonese who dares to think, do, and dare to be the first.

Cantonese people value profit, as long as they can make money, they dare to do it.Li Ka-shing, the richest man in Hong Kong, can also be said to be a representative of Guangdong businessmen who dare to take risks and fight hard. His assets of more than 200 billion yuan were created by his spirit of daring to do things.

Li Ka-shing used to be a salesman for a plastic company. Later, he resigned resolutely and raised his own funds to establish the Changjiang Plastic Factory.Although the factory building of his plastic factory is dilapidated and the compression molding equipment is extremely backward, after a lot of hard work, this plastic factory, which was not operating well at the beginning, got out of the predicament and walked out of the trough.

During this period, Li Ka-shing made a few small fortunes with his business acumen and the business principle of "treat people with sincerity and deacons with trust".But good things never come, and soon after, a dismal operating period came.Because of several small successes, the young and inexperienced Li Ka-shing ignored the vagaries in the business war, and he began to be overconfident.He was eager to expand his underfunded and poorly equipped plastics business, so capital turnover began to fail, and the factory lost more and more money.The price of this loss was to almost put Li Ka-shing on the verge of bankruptcy.

Failure is not terrible, the most important thing is whether you still have confidence after failure, whether you can continue to maintain or have a clear mind.Like anyone in adversity, Li Ka-shing, after a series of hardships, learned from the pain and began to calmly analyze the changes in the international economic situation and market trends.Among the wide variety of plastic products, the plastic toys produced by Li Ka-shing have become saturated in the international market, and there is almost no room for them to survive.This means that he must re-select a product that can save the company and is competitive in the international market, so as to realize the "transition" of his plastic factory.

One day, after Li Ka-shing finished his homework for the day, he flipped through some magazines.In an English version of "Plastic" magazine, he found a very important news: "Plastic flowers designed and manufactured by an Italian company using plastic raw materials are about to be dumped in the European and American markets." After the material life has a certain guarantee, the spiritual life will definitely start to have higher requirements.Although planting flowers and other plants can help people to cultivate themselves, they need to be watered and weeded every day, and the flowering period is short, which is very inconsistent with the increasingly tense life rhythm of people at that time.Plastic flowers are cheap, beautiful and elegant, and can also beautify people's lives.Thinking of this, Li Ka-shing excitedly predicted that a golden age of plastic flowers is coming.

At that time, Li Ka-shing also thought that he was not very sure about the production of plastic flowers this time. He didn't know if he could succeed, but he had no way out now, so he had to rush forward.

In 1957, Li Ka-shing embarked on the journey of learning plastic flower manufacturing technology with the hope of revitalizing the enterprise.The shrewd Li Ka-shing knows that businessmen attach great importance to new products that have just come out, and they will have great reservations in technology, and will not let others learn easily. Therefore, as buyers, salesmen, etc. He even spared no effort to do part-time work, and tried every means to collect technical information about the production of plastic flowers.Not only that, Li Ka-shing also purchased a large number of plastic flower varieties with different styles and colors and brought them back to Hong Kong. He spared no expense in hiring plastic professionals from Hong Kong and even overseas to conduct research on these purchased plastic flower varieties.While conducting market research, he learned about the development of the international market, hoping to find out the most popular varieties of plastic flowers for mass production.

In this way, Li Ka-shing started his series of innovative "transition" actions - producing cheap and realistic plastic flowers.After Li Ka-shing's efforts and various promotional and advertising activities, the plastic flowers began to attract attention and were generally accepted by Hong Kong citizens. The name of "Yangtze River Plastic Factory" has also become familiar to people.In this way, Li Ka-shing, who opened up a new path, gradually embarked on a path of stable development after overcoming the crisis.

Dare to take risks and dare to fight hard are the qualities that a businessman should possess.Think ordinary people dare not think, do ordinary people dare not do, one step ahead, often can lead, and one step ahead, often indicates success!

Business experience

Once an opportunity arises, it should be seized immediately, so as to achieve a great cause.Accurate judgment and decisive decision-making Once you have funds and understand the market, what is the key behind it?Decisions of course.Decision-making is of decisive significance to anyone, especially to businessmen.A business leader once said: "If you want to develop your decision-making ability, then you must have courage and real talent. You must be good at researching and analyzing problems, grasping the essence of things, and you must be good at Make a quick and accurate assessment of the situation at that time. Only in this way can you make correct, wise and timely decisions.”

Under extremely unfavorable conditions, Guangdong businessmen have the ability to use correct logical reasoning, common sense knowledge and analytical judgment. They can quickly determine what actions should be taken so as not to lose fleeting opportunities .In addition, they have considerable foresight, able to foresee possible situations and reactions that may occur after their decisions are implemented.When circumstances call for revisions to their original plans, they take swift action to make the necessary revisions to original decisions.

Next to the highway in Dashi, Panyu County, Guangdong, there is a Xiangjiang Restaurant.Among the many restaurants in the local area, it is the most prestigious.Xiangjiang Restaurant is located in a magnificent three-story building, with a wide parking lot in front of the door, and the interior decoration facilities of the restaurant are modern.The restaurant has more than 1000 seats, more than 200 employees, and a total investment of more than [-] million yuan.

If you compare the size and history of Xiangjiang Restaurant with Guangzhou Restaurant, there may not be much to say.However, it is worth mentioning that Xiangjiang Restaurant is privately owned by a farmer.However, it has become a large-scale restaurant in just over 3 years since its opening, which is still rare in China today. Its development speed and income are amazing and enviable.

Su Zhigang, the general manager of Xiangjiang Restaurant, was born in a peasant family for generations. He has never studied since he was a child, but he is very good at doing business. In the early 20s, self-employed people began to increase in various places, which aroused Su Zhigang's desire to do big business.But what to do?After much deliberation, he decided to do something that suits his reality.What is the so-called "reality" of oneself?That is, less capital and no technical expertise.In the end, he chose the catering industry, because this is a business with less investment and quick results.

On August 1989, 8, "Xiangjiang Restaurant" founded by Su Zhigang opened for business.To be honest, the restaurant at that time was almost the same as a food stall, with no facilities, only a few tables and two electric fans.But Su Zhigang did everything by himself, from morning to night, working hard with his family and the few staff he invited.He organized a variety of food raw materials through various channels, which are very popular with customers after being carefully prepared by the master.The lobster, steamed grouper, steamed abalone, flower fish soup, three snake soup, braised squab and all kinds of rapeseed are complete in color, aroma and taste, which are comparable to those made by famous Hong Kong chefs.

The business of Xiangjiang Restaurant is booming, and its area and facilities are increasing day by day.Su Zhigang paid off the opening loan in less than half a year, and three years later, he has assets of over [-] million yuan.The farmer owner is not complacent in the face of success. He said: "People have to move forward. We have to find our own way in the catering industry. Xiangjiang will develop into a group company." The successful track of Xiangjiang Restaurant , It is a process of continuous decision-making and continuous development.The correct decision has made Xiangjiang Restaurant prosperous and prosperous.

As early as more than ten years ago, VCD products sprang up suddenly. Cantonese people found opportunities in the market, made decisive decisions, and made strides forward. Moreover, the market was launched quickly and on a large scale, and they dared to make big moves in market operations.The sharp price reduction of Aiduo VCD has had a great impact on VCD manufacturers across the country.Seeing the popularity of VCD, Cantonese people immediately think that CDs must be used to use VCDs. Therefore, CD production has become another hot spot in Guangdong's audio-visual industry.

There is a proverb circulating among the Jews: In a person's life, there are three things that cannot be used too much, yeast for making bread, salt, and hesitation.Too much yeast will make the bread sour, too much salt will make the dishes bitter, and too much hesitation will lose the opportunity to make money and become famous.When a businessman does business, in business, the key is to make money.When the opportunity comes, you must not hesitate to blindly calculate how much money you can make, but should make a decision immediately and act immediately.Only in this way can you seize the opportunity and grasp the success.

Business experience

If you want to develop your decision-making skills, you must have courage and you must have real talents.You must be good at researching and analyzing problems, grasp the essence of things, and make quick and accurate evaluations of the situation at that time. Only in this way can you make correct, wise, and timely decisions.Big profits sometimes sell well. There are often unexpected successes in the world. If you study carefully, you will find some inevitable reasons in many accidental successes.For example, merchants advocate small profits but high sales, but small profits and high sales may not always be correct. Sometimes, the high price strategy can actually promote sales.What is a high price strategy?That is, the strategy of entering the market with a high price for the product.The high price strategy can often bring more profits to the enterprise.

Why is this so?We know that every product has a sales price. Many people mistakenly think that a higher price will increase the difficulty of sales. In fact, this is not always the case, because the price of a product is not the only factor that determines whether a customer is willing to buy.If you are willing to take the time to do an experiment, just take this question and ask 100 customers, we believe that most of the answers you will get are "not necessarily".So the price will not bother the customer. If the customer feels unreasonable, he can decide not to spend money on the purchase, and then choose to refuse or leave.For a customer who has already decided not to buy, how can he have a price problem?

Many customers will not refuse to buy products with high prices. Otherwise, why are people still willing to buy Mercedes-Benz and BMW cars?Why do so many people buy Armani and BOSS clothing?In fact, what customers are really afraid of is not the price but the fear of buying goods with insufficient value, so we must first have a concept that what the customer buys and the focus of his attention is mostly value, not price.Therefore, commodity operators can find the knack of selling certain commodities at high prices by carefully studying these complex psychological factors about prices.

Hong Kong tycoon Zeng Xianzi was born in Meixian, Guangdong. He has successfully used the strategy of entering the market at a high price and achieved today's impressive performance.

In 1986, Zeng Xianzi found an opportunity for development from the "gap" in the market: Hong Kong's clothing industry is very developed, and most of the more than 400 million Hong Kong people like to wear suits, which fulfills the popular saying in Hong Kong: "Wear a suit , picking up cigarette butts.” Even the people who pick up cigarette butts wear suits, which shows how common suits are.However, Zeng Xianzi found that although there are many garment factories in Hong Kong, there is not a decent high-end tie factory, so he decided to look for opportunities to open a tie factory.

At the beginning of his business, Zeng Xianzi planned to produce popular and low-grade ties in consideration of people's price tolerance, trying to attract customers with cheap prices. The wholesale price of ties was as low as 58 yuan a dozen, and the cost was reduced by 38 yuan. You can also make a profit of 20 yuan.However, the reality is not as imagined. The buyers desperately lowered the price, and there is not much profit left, although it is still difficult to sell.

Zeng Xianzi learned the lesson of "blocked" products and decided to try to produce high-end ties.He used the remaining money to buy four high-end ties that were popular with customers in famous brand stores. After returning home, he "dissected" them one by one to study their production characteristics.Based on the samples, he made 4 other ties and handed over the “replicas” together with the originals to experts for identification.In this way, he further strengthened his idea of ​​producing high-end ties.

He immediately raised a sum of money, bought a batch of high-grade fabrics, and made many ties in a hurry.But this time, they encountered a problem again. The tie dealer did not buy from him because he doubted the quality of the products, resulting in a backlog of products.Zeng Xianzi thought to himself that the main reason why people don't buy my products is that they don't know the products. If they are placed in a prominent position in high-end stores, it may attract the attention of others and open up sales.So he deposited the four ties he sewed in the Sui Hing Department Store in Mong Kok at that time, and asked them to display them in the most conspicuous position for customers to choose from.

Hard work pays off.It didn't take long for his ties to be widely acclaimed, followed by a surge in sales.Since then, Goldlion has become synonymous with high-end ties in Asia.

After Goldlion dominated the Asian market, Zeng Xianzi began to invest in Goldlion series products.Goldlion belts, wallets, key cases, purses, leather goods and tie clips, shirts, socks and other men's products have come out one after another, and these products are also popular with customers.Later, he also established the "Yinlilai" company in China as a joint venture. In 1987, his company started making high-end shirts.In these expanded fields, without exception, Zeng Xianzi adopted the strategy of "entering the market at high prices" to produce high-end commodities in order to seize the most profitable market.

High-end products are priced high. Although the absolute sales volume is not as high as that of popular products, the profit margins far exceed the latter.In today's situation where people's income is generally increasing, there are more and more consumers with high spending power, and the market potential of high-end products is expanding day by day.

Business experience

What customers are really afraid of is not the price, but the fear of buying goods with insufficient value, so we must first have a concept that what the customer buys and the focus of his attention is mostly value, not price.To promote products, we must pay attention to the means of building momentum. In commercial competition, Guangdong businessmen pay great attention to the publicity and momentum before product sales. They believe that product publicity can play a decisive role in the product's occupation of the market.

In the early 20s, malaria was prevalent in the south, and the people suffered unspeakably. However, there were not many kinds of anti-malarial drugs, and the curative effect was not satisfactory.There is a medicinal material factory owner named Liang Peiji in Foshan, Guangdong. He has painstakingly developed a new drug for treating malaria.In order to publicize his special medicine - Fallen Pills, he sent people to write the five characters "Liang Peiji Fever" on the walls around Foshan in big characters measuring one and a half meters square.

"Chilling" means "crazy" in the local colloquial language.At this time, many passers-by who passed by here were puzzled, and they also talked a lot-"Who is Liang, who sells advertisements when he is cold? It's not because he is crazy." After a week, Liang Peiji added after "chill". On a "pill" character.Only then did people suddenly realize.This move made Liang Peiji's cold pills popular at home and abroad.

Liang Peiji has never studied advertising, but some scholars attribute his actions to one principle: the first step to a successful advertisement is to learn how to build momentum and attract people's attention.

This kind of business philosophy of Guangdong merchants has been influential to this day.Guangdong Midea's air conditioner can make full use of the means of publicity and momentum to win success.In order to promote its products, Midea Air Conditioning once broadcast an advertisement on CCTV.The protagonist of the ad is invited to Hong Kong star Tang Zhenzong.A scene of a young female secretary installing an air conditioner for the manager played by Tang Zhenzong appeared on the TV screen.Manager Tang asked the female secretary through the mobile phone: "Is the air conditioner installed?" The female secretary replied: "It is installed!" Manager Tang asked again: "What brand?" The female secretary replied: "Of course it is 'Miide 'Air conditioner!" Manager Tang praised: "Excellent!"

Through a short dialogue between the manager and the secretary, this advertisement introduces to the audience that Midea air conditioners are first-class products, especially the female secretary: "Of course it is a 'Midea' air conditioner!" The manager followed up with a sentence: "Excellent!" This is the finishing touch. effect.Showing the status of Midea air conditioners in many air conditioner products has played an advertising role.

In the business field, in addition to being "famous", there is another meaning of building momentum, that is, the "momentum" of advertisements is visually shocking, and one can intuitively feel one's own strong strength.In this regard, Guangdong Chaoshan people are masters.

Chaoshan people usually open a store by connecting the storefront with the warehouse. It looks very messy on the surface, with goods piled up everywhere, and it is even difficult to settle down and unsightly. Some people may think that the store's inventory affects the image, but sometimes it is actually good for sales.The general impression given to people by a typical "chao business district" is that it is crowded with people and extremely lively.Chaoshan people also like to pile up a lot of goods in the store and open up the store wall to create a situation where the supply of goods is sufficient and the popularity is strong.

Some Chaozhou vendors who sell clothing even knocked down all the walls in the store, leaving only the cement frame columns.And the stalls extend out of the store in a large area, and the clothes are even hung all over the outer wall. The original 30 square meter shop has become a 70 square meter shop.They never rent warehouses, and all the goods are piled up in the center of the store, and even the empty boxes that are sold out are deliberately not removed, but piled up high.This looks like the most vivid advertisement: look, my business is hot!It gives people a feeling of large scale, sufficient supply and strength, and foreign merchants are very impressed by this.

Market competition is a kind of game, a kind of intellectual activity, hard work is not enough, and hard work alone is not enough, especially for new entrants to the market, because they are "poor and white", so only by working hard and skillfully can they gain a firm foothold in the market foot, and eventually achieve a breakthrough.

Business experience

In the business field, in addition to being "famous", there is another meaning of building momentum, that is, the "momentum" of advertisements is visually shocking, and one can intuitively feel one's own strong strength.

Advertisements with practical effects are the strongest. Advertisements originated from human commercial activities, and the most basic function of advertisements is to convey commercial information.Nowadays, with the development of the economy, the role of advertising is becoming more and more important. It is no longer limited to the simple transmission of commodity information, but to guide consumers to consume and generate new demands, often leading to changes in consumption patterns and concepts. , Moreover, advertising is also playing an important role in shaping the company's own image.

Many northerners don't like to flaunt themselves. They believe in "the fragrance of wine is not afraid of deep alleys", and despise "the queen's mother sells melons, and she sells her own boast".But the Cantonese don't think so. They think that advertising is for better sales and to let more people know about the product, and the purpose is still to make money.

One year, a restaurant in Guangzhou opened, and a small advertisement was published in the newspaper, saying that it wanted to hire a public relations manager with a high salary.Although there are many advertisements for companies recruiting public relations personnel, this advertisement is a bit special. The so-called public relations manager does not ask gender or age. Apart from a dignified appearance, the only requirement is to know five languages.

Does the PR staff of a restaurant need to know five languages?For a while, the whole of Guangzhou was talking about it, and everyone wanted to see who it recruited.In the end, a returned overseas Chinese from Vietnam, a half-mature lady, applied for the job.After returning from Vietnam, she naturally understands Vietnamese, has learned French, and has also learned Japanese. She has lived in southern Vietnam for a long time and dealt with Americans. At the same time, she has mastered English, plus Chinese. Five languages.

This newly opened restaurant became famous in Guangzhou, where there are many restaurants, through this unique recruitment advertisement.Many people go to this restaurant to eat, just to verify whether the public relations manager really understands five languages, and being able to eat here has already achieved the real purpose of this hotel.

Cantonese advertisements are so successful because they are the first to promote the "Celebrity War", and the celebrity advertisements are the first to promote the Sanjiuweitai advertisement of Li Moran, a well-known showbiz person in the country.When he solemnly reminded consumers to use Sanjiu Weitai to "beware of counterfeiting", other parts of the country were still talking about advertising for celebrities.Guangdong Midea Group invited Gong Li, a popular international movie star, to do a commercial for it with 100 million yuan, and international movie star Jackie Chan spared no effort in recommending the Xiaobawang learning machine to children all over China... All of these caused a sensation due to their outstanding effects .The Guangdong business community also tasted the sweetness of advertising.

Now, there are more and more people advertising, but Guangdong businessmen have come up with new tricks in the advertising war.After Huang Guangyu founded Gome Electric, when the domestic product supply was still in short supply, he had already begun to know how to use the power of the media.In order to promote the sales of the product, Huang Guangyu advertised the quotation in the "Beijing Evening News".This move was the only one among Beijing merchants at that time, and later many merchants also began to imitate Gome.

Nowadays, Guangdong businessmen are more and more pursuing the actual value of advertisements, making advertisements develop in a direction that is useful, retains value, and easily wins more attention from consumers.At the same time, because Guangdong businessmen have tasted the sweetness of advertising, they use advertising more vigorously and to a greater extent to obtain wealth.

Business experience

The purpose of advertising is to sell better and let more people know about the product, and its purpose is to make money.To grow big, you need internationalization. Although China is one of the fastest-growing countries in the world, internationalization is ultimately necessary for economic development and company development.At present, many domestic companies have begun to implement international mergers and acquisitions, planning to use global resources and markets. They are joining the competition in the global market and continuously improving their international competitiveness.

Mergers and acquisitions can make an enterprise expand rapidly, from small to large; and international mergers and acquisitions can also quickly transform a local enterprise into a large international group, thereby utilizing global resources and occupying the international market.

TCL is the second Chinese company to expand globally after Haier. However, compared with Haier's globalization strategy, TCL's strategy is more pragmatic. It uses the strategy of "gaining market initiative through marketing network" to scramble for land everywhere. , South and North War.

Li Dongsheng, who was once elected as one of the "Top Ten Economic Figures in Guangdong", founded TCL Group Co., Ltd. in 1981, operating home appliances, information, communications, and electrical engineering. Over the past 20 years, the fast-growing TCL Group has grown at an average annual rate of 12% for 50 consecutive years, becoming one of the fastest-growing industrial manufacturing companies in China.

In the development of more than 20 years, TCL Group has formed a new business philosophy and management mechanism of "planned marketing" and "service marketing", and is committed to the construction of marketing network.At present, it has established more than 300 marketing outlets supported by IT network all over the country and a marketing team of nearly 10 people, and has established sales companies or business representative offices in more than [-] countries and regions in the world.In order to realize TCL's internationalization strategy and open up overseas markets, TCL has also set up color TV manufacturing bases in Vietnam and India, and achieved good results.

It was not all smooth sailing at the beginning of developing the Vietnamese market. At that time, many merchants withdrew from the Vietnamese market, but Li Dongsheng entered the market against the trend. He and the company's senior management carefully analyzed the Japanese and Korean companies that had advantages in the Vietnamese color TV market, and quickly formulated own related strategies.Through a series of marketing strategies, TCL gritted its teeth and finally persisted in Vietnam.

For this reason, Li Dongsheng believes that "exploiting overseas markets requires repeated failures, perseverance and determination to succeed. Domestic enterprises are not strong enough. Going out to compete with Sony, Panasonic, LG, and Samsung is indeed very risky and stumbles. It is unavoidable, the key is to get up after falling down. If you wait until you get stronger before going out, then the opportunity will be gone.”

So far, TCL has a 14% market share in Vietnam, second only to Sony.With this successful experience, it has given TCL the courage and courage to explore the Indonesian, Philippine and Malaysian markets.It was from this time that Li Dongsheng's vision of designing TCL into an international enterprise became clearer and clearer.

Li Dongsheng is an operator who is good at discovering business opportunities with a fashion eye.While integrating, he continued to expand mergers and acquisitions on a larger scale, so there was a mobile phone joint venture company jointly established by TCL Group and Alcatel of France.Since then, TCL Group has started a new round of expansion, acquired the well-known American company Galveda, and fully cooperated with the French Thomson company.Among them, the cooperation with France Thomson is of great significance.Li Dongsheng believes: "Integrating the cooperation with France's Thomson is the key to mergers and acquisitions. For this kind of cooperation, everyone's worries lie not in technology or marketing, but in the cultural differences between the East and the West."

During the M&A process, Li Dongsheng also rationally analyzed the pros and cons of the international M&A process.He pointed out: "While mergers and acquisitions of foreign companies bring business risks to TCL, they will also bring initiative in technology and patents. Future patents in digital TV will prevent TCL from being subject to too many patents in the global market. At the same time, it can more flexibly deal with EU barriers and US anti-dumping sanctions on Chinese color TVs.”

Through TCL's series of mergers and acquisitions, people have seen the hope of rejuvenating state-owned enterprises, and TCL's practice has given people a positive answer.

For many enterprises, after a certain stage of development, the domestic market will reach saturation. At this time, enterprises will face the bottleneck of development and the limit of growth. If they want to continue to grow bigger and stronger, they must consider whether to carry out international mergers and acquisitions.Of course, in the ever-increasing wave of international mergers and acquisitions, we should also face the unfamiliar international market calmly and soberly, so as not to lead to "tragedies".

Business experience

Mergers and acquisitions can make an enterprise expand rapidly, from small to large; and international mergers and acquisitions can also quickly transform a local enterprise into a large international group, thereby utilizing global resources and occupying the international market.Treat customers as God Doing business is a continuous process with only a beginning and no end.A deal is not the end of a marketing campaign, but the beginning of the next transaction.After the transaction, the businessman provides services to the customer in an effort to maintain and attract the customer.The primary goal of doing business is to attract more customers rather than sales; because there are customers, there will be sales; the more customers, the greater the sales performance.Having a large number of loyal customers is the most important wealth for a businessman.

Cantonese who know how to do business have always treated customers as gods.The services they promise are not just in the propaganda, but they will do what they say and do what they say.A common view of Guangdong businessmen all over the country is: businessmen are not fraudulent, and the service is good.

There is a clothing company in Guangdong that has produced a batch of spring-style women's suits.According to the promise of promoting and selling products, as long as there is a problem, once found, the manufacturer will double the price.A lady in Dongguan hurriedly bought a suit from the company in the shopping mall downstairs because she was in a hurry to catch up with a business meeting.It turned out that there was something wrong with the collar of the suit jacket after the meeting. She remembered the occasional surprised eyes of the staff of the cooperative company sitting opposite her at the meeting, and couldn't help but get angry from it, and chased after the manufacturer with a phone call.A middle-level leader of the manufacturer received the complaint call, without saying a word, he personally called the designer of the factory, and re-made a new suit for the lady, and designed it into a unique style.In the end, the woman not only got an original suit with no quality problems, but also a suit specially designed for her.The garment factory has fulfilled its commercial commitment with practical actions and won the trust of customers.

Mike Telesco, president of the Electrolux Group, said a word when he was doing a market survey in China, which is worthy of people's careful taste. He said: "When opening up the market of any country, we must pay attention to the local folk customs, life and customs. Habits, consumption patterns and other social and cultural differences, only by respecting these differences, fully understanding and analyzing consumers’ understanding of our products, can we win their trust and admiration.” Obviously, whoever owns the hearts of customers will own up the market!

Of course, doing business should attract more customers, but an important way is to keep old customers and make existing customers your loyal customers.Because only by keeping old customers will your business have a solid foundation.

There is such a chain lubricating oil company run by Cantonese. When your car drives into any branch, the employees of the company will immediately enter your license plate number into the computer, and the computer will immediately show whether you are a regular customer or a new customer.If it is a new customer, they will enter your situation into the company's computer; if the customer does not use their service again for a certain period of time, the computer will automatically print a reminder and send it to the customer.One of the company's initiatives to attract customers is to provide customer discount cards, customers can get more discounts every time they use the company's services, and the result is that 90% of customers become repeat customers.

Businessmen not only have to close business, but also to build relationships with customers.After a deal is made, the businessman should strive to keep the door of future sales open to customers instead of ruining the opportunity.

Business experience

Having a large number of loyal customers is the most important wealth for a businessman.Honesty combined with knowledge and experience is a kind of wisdom. If a person is not honest, he will not be able to stand in the world, and he will not be able to do anything.Honest people do not suffer, and hypocrites who think they are smart and love to deceive others will not achieve great things in the end.

Honesty combined with knowledge and experience is a kind of wisdom.What is called "wisdom" is undisguised knowledge in action, the result of a man's honesty revealed over time.A person who does not face himself honestly cannot truly have success; for those who have achieved something, being honest is an important factor for him to achieve great things.

Since Li Ka-shing changed the name of "Cheung Kong Plastic Factory" to "Cheung Kong Industries Co., Ltd.", he began to spend a lot of money to recruit the best plastic talents in Hong Kong, and constantly launched new samples.However, due to their limited funds and insufficient equipment, the plastic flowers produced cannot meet the market demand at all.At this time, Li Ka-shing was worried about falling into a passive situation and did not dare to let go of the order.How to break through the "bottleneck"?Li Ka-shing was in distress.The loan amount allowed by the bank can only deal with working capital, and a small company like his did not dare to expect to obtain a large loan from the bank at that time.

Just when Li Ka-shing was having difficulty making a decision, an unexpected opportunity came to him.A European wholesaler came to their company to see samples and appreciated their company's plastic flowers very much.The wholesaler said directly to Li Ka-shing: "I made up my mind to order plastic flowers in Hong Kong, and I ordered in large quantities. But your current scale is too small to meet my requirements. Mr. Li, I know your funds If there is a problem, I can do business first, but the condition is that you must have a strong company or personal guarantee."

However, who to ask for guarantee?The guarantor does not have to lend money to the guaranteed person, but must bear all risks.Once the guaranteed party fails to perform the contract, or loses the ability to repay the debt, the risk falls on the guarantor.In this way, Li Ka-shing turned around and failed to find a guarantor.

There was no other way, so Li Ka-shing had no choice but to bite the bullet and come to see the wholesaler the next day.And before coming, he and the designer rushed out 9 samples overnight, hoping to impress the wholesaler.

When the wholesaler's eyes fell on Li Ka-shing's red eyes and the nine samples, he guessed that the young man probably stayed up all night, and he was very satisfied with these samples; at the same time, he admired the young man's work style and efficiency, In less than a day, 9 unique and excellent samples were produced.

At this moment, Li Ka-shing told the wholesaler bluntly: "Thanks to your great love for our company's samples, the energy and time spent by me and my designer were not in vain. I think you must know my inner thoughts, I am very, very I hope to do business with you, but I have to tell you frankly that I really can’t find a solid manufacturer to guarantee me, so I’m very sorry.”

Li Ka-shing's sincerity and dedication deeply moved the wholesalers.He said: "Mr. Li, the principles you follow are also the principles I follow. I came to Hong Kong this time to find an honest and reliable long-term partner. Mutual benefit, as long as the business is successful, I will never benefit myself or harm others. Otherwise, it's a one-shot deal. Mr. Li, I know that what you are most worried about is the guarantor. Let me tell you frankly that you don't have to worry about this matter, I have already found a guarantor for you."

Li Ka-shing was stunned at the time. How could there be any reason for the other party to find a guarantor?The wholesaler smiled and said, "The guarantor is you. Your sincerity and credit are the best guarantee."

Both laughed out loud at the humor.Negotiations were carried out in a relaxed atmosphere, and the first purchase and sale contract was signed soon.According to the agreement, the wholesaler paid for the goods in advance, which basically solved Li Ka-shing's funding problem for expanding reproduction, but the wholesaler offered to pay in one lump sum, which shows his full trust in Li Ka-shing's reputation and product quality.

When Li Ka-shing recalled these past events, he said: "When I was young, my mother taught me to learn to give, to learn to be honest and trustworthy, and to be faithful to my friends. Now in business, even if the capital is dozens of times higher than the assets, it is not enough. Business is given to you by others. Everyone in the world is smart. You must learn to communicate with others and make them like you. The globalization of the world economy affects the overall situation. Financial turmoil often occurs, so you must always be on guard. Faith is The most important thing, so it is the same now, the word 'faithfulness' is the criterion for dealing with people. Observing faith can benefit you for a lifetime."

The better a person's credit is, the more he can successfully open up the situation and do a good job no matter in life or work.The more customers you deal with, the better your business will be.

Business experience

Combining honesty with knowledge and experience is a kind of wisdom.

(End of this chapter)