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

Chapter 4 Huizhou Merchants—"Jia Erhao Confucianism" Goes Around
As an important business gang, Huizhou merchants are second to none in the business world with their huge commercial capital, wide range of activities, strong business ability and large number of employees.With their own outstanding practices, Huizhou merchants have achieved the glory of a career that has dominated China for more than 300 years, and have become a miracle in the history of China's feudal social and economic development.The reason why Huizhou merchants have been able to dominate the business world for hundreds of years and become the leader among many business gangs in the country is inseparable from its essential characteristics of Jia and Confucianism.Huizhou merchants received a deep Confucian education and mastered certain cultural knowledge. In business activities, they were good at using scheming, good at planning, judging the situation, and deciding what to give, so they became a strong force in the business world.

Jia Er loves Confucianism, and Jia also likes Confucianism. Chinese businessmen like to call themselves "Confucian merchants". The name "Confucian merchants" originated from Huizhou merchants. "Jia loves Confucianism, and Jia also likes Confucianism" is a classic summary of Huizhou merchants.

In history, there are many Huizhou merchants who are proficient in Confucianism and good at poetry and literature.Some of them learned Confucianism in their early years and later embarked on the road of business;

Wu Yanxian, a Shexian businessman who ran the salt industry in Lianghuai during the Wanli period of the Ming Dynasty, loved reading books and history in his spare time, and was willing to talk about the gains and losses of the past and the present with his colleagues. He plans.In order to live up to everyone's expectations, he carefully weighed the weight of the goods, speculated on the priorities of the four parties, judged the ups and downs of the weather, and knew people well, so that all business activities under his instructions were profitable, and he became the brains of all businessmen for a while.

Huang Yong, a native of She County in the Ming Dynasty, was also a businessman who loved to read. He studied Confucianism when he was young, and he set up the ambition to manage the world.Because he is good at insight, and because he "predicts everything without losing one thing", he became a wealthy businessman independently operating in Yangzhou.

Huizhou merchants improve their cultural literacy and taste through learning cultural knowledge, making them good at absorbing rich business experience and wisdom from history, which brings a lot of convenience to their own business operations; Being able to do business with the so-called "Confucianism and Taoism" can form good business ethics.

The rise and prosperity of Huizhou merchants made modern Anhui people feel very proud, but the decline of modern Huizhou merchants made them feel bitter.Carrying forward the spirit of Huizhou merchants and revitalizing Huizhou merchants has become the common aspiration of people in the hometown of Huizhou merchants and the goal pursued tirelessly by the successors of ancient Huizhou merchants.Today, although Anhui businessmen no longer have the "cows" of their ancestors, the humanistic tradition of "Jia likes Confucianism, and Jia like Confucianism" is still preserved in the world.

Today, among Anhui people, there are many highly educated businessmen, and there are also many masters and professors doing business.Shi Yuzhu, who graduated from Zhejiang University, is from Anhui. He is one of the Chinese billionaires with a higher education.At the same time, he is an outstanding representative of the new generation of Confucian businessmen in Anhui.Behind him is a homeland with strong cultural heritage and Yi Jia Yi Ru.Shi Yuzhu once said: "Intellectuals are the most promising in the modern business world, not farmers and some self-employed individuals who have the right time and place in the early stage of reform." Therefore, someone said: rewriting the traditional image of Chinese intellectuals, starting from Shi Yuzhu .

Outstanding representatives of the new generation of Confucian businessmen in Anhui include Wang Chuanfu, Zhang Jindong and others.

有“电池大王”之称的王传福是比亚迪股份有限公司董事长、总裁。他1987年毕业于中南工业大学，获得物理化学学士学位；1990年在中国有色金属研究总院获得硕士学位并成为该研究院最年轻的副教授。比亚迪现在是全球第二大手机电池制造商，王传福曾名列2005的财富500强第28名，2005胡润中国富豪榜第106名。这位儒商正是通过自己的文化理念向人们传递着知识的力量。

Zhang Jindong is the chairman of Suning Appliance Group, known as the "home appliance predator" and "chain chariot". He graduated from Nanjing Normal University.Under the leadership of Zhang Jindong, Suning Appliance dominated the home appliance market with its original Suning model.After more than ten years of development, Suning Appliance has become one of the largest home appliance chain retailers in China, and it is also the first domestic home appliance chain enterprise to IPO (abbreviation for Initial Public Offerings, that is, initial public listing).Zhang Jindong was ranked 2005th in the Fortune 500 in 88, and ranked 2005th in the 60 Hurun China Rich List.

The Anhui people's tradition of advocating culture has created the character of Huizhou merchants who "love Confucianism" and the "good Confucianism" and strong economic strength of Huizhou merchants have effectively promoted and promoted the prosperity of Anhui's economy and culture.

Business experience

"Jia loves Confucianism, and Jia also likes Confucianism" is a classic summary of Huizhou merchants.The combination of government and business, unimpeded "combination of government and business" is the preferred business model for Chinese businessmen, and the same is true for Huizhou merchants.

Anhui businessmen know very well in their hearts that they are not afraid of officials when doing business, but they are afraid of management. As long as he can control you, then he can control you. Even if he can't control you, the result can be imagined.Conversely, if you have a good relationship with officials and the government and let them become your umbrella, then your business will go smoothly.In addition, Anhui businessmen also like to communicate with officials, which has a lot to do with their influence of Confucianism.They think that officials are superior to others, and it is their honor to associate with officials.Under the dominance of these two ideas, a group of official merchants emerged among Huizhou merchants. They did business with the support of the government, and also won brilliant achievements in the business field.

Jiang Chun, a native of She County, Huizhou, was a famous salt merchant during the Qianlong period. He failed the rural examination in his early years, so he gave up the road of passing the imperial examination to become an official and started business.At that time, the salt trade in the Lianghuai (Huaihe River Basin) area was very prosperous, but the Qing government banned the free trade of salt and implemented a salt introduction system, which only allowed salt merchants to purchase salt from salt cookers under the supervision of the government, and then shipped it to various places. Sale.In this way, the right to operate salt is monopolized by wealthy businessmen with close ties to the government.

Jiang Chun is a well-informed person with a very flexible mind and has read a lot of books, so he soon joined the ranks of these big salt merchants.After painstaking efforts, his salt trade has become bigger and bigger, and his property has also increased.Later, the officials in charge of the salt administration recommended him to be the General Merchant of the Lianghuai Salt Industry.Since then, Jiang Chun has become a giant in the salt industry who is "involved in the rise and fall of the Huaihe River".

Jiang Chun, who has a heavy responsibility, knows that the interests of salt merchants are inseparable from the support of the Qing government.According to the practice at the time, whenever the imperial court had major events such as celebrations, disaster relief, and water conservancy repairs, merchants had to donate money, especially salt merchants with strong capital.Jiang Chun is extremely clever, and often runs around to make preparations as soon as the imperial court's order arrives.Relying on his reputation among salt merchants, even a huge sum of several million can be raised quickly.In this way, Jiang Chun was highly regarded by the court.

Although Jiang Chun was a businessman, the imperial court continued to add officials to him, until he was the chief envoy, and he was in the third rank. He was also rewarded with peacock feathers, which was a rare honor at that time.At that time, people said that Jiang Chun "handed over to the emperor with common clothes", and the salt merchants were all proud of having a colleague like him.

When the red-top businessman Hu Xueyan started in Hangzhou, he first "invested" in Wang Youling.He bet all his life on Wang Youling, and he felt like "all or nothing".At that time, although Wang Youling was very talented and ambitious, he was very poor, and he didn't even have the travel expenses to go north to seek an official.Hu Xueyan "knows a hero with discerning eyes", and believes that he will surely succeed in the officialdom in the future.Therefore, Hu Xueyan used the loyalty of "all brothers in the world" as an excuse, resolutely risked being fired by the boss, embezzled 500 taels of public funds from the bank, and subsidized Wang Youling to go north to seek an official!As a result, the boss found out about this matter and fired him.For this reason, many people called Hu Xueyan stupid, but Hu Xueyan believed that his political vision was absolutely correct, and he firmly believed that as long as Wang Youling was successful, he would have a bright future.

Later, Wang Youling took up the official position and became the governor of Hangzhou.Wang Youling himself doesn't know how to do business, so if he wants to do a good job in Hangzhou's economy, of course he needs help from others.Hu Xueyan was also his great benefactor, so he entered the Hangzhou mansion logically and became Wang Youling's staff.

Since he embarked on an official career, Hu Xueyan has Wang Youling's protection, and he is like a fish in water in the mall, with ease.Hu Xueyan believes that he is in the lower class of society and is in troubled times. If he wants to realize his own life value, it is not enough to rely on his shrewdness and sharp eyesight; never fail.In his own words, he explained: "The purpose of my business is to help the officers and soldiers fight. To help the government is to help myself." The red-capped businessman, highly appreciated by the Empress Dowager Cixi, was a smash hit.His business is also flourishing, making many Huizhou merchants envious.

For a long time, Huizhou merchants have dominated the shopping malls for hundreds of years, which has a lot to do with their business advantages of combining government and business, which is another reason for the prosperity of Huizhou merchants.

Business experience

"Combination of government and business" is the preferred business model for Chinese businessmen.Long-distance trafficking is the best way to get rich Many Huizhou merchants obtained large sums of assets mainly through unequal exchange of commodities, and long-distance commodity trafficking is an important way of this unequal exchange.

During the Ming and Qing Dynasties, Huizhou merchants not only opened shops, but also began to engage in long-distance trafficking trade, that is, both sitting in business and running merchants.They often follow the example of the business sages recorded in "Biography of Huo Zhi Biography" to carry out ocean trade.Some even put all their capital on it.For example, Bao Mingqi, a businessman in Shexian County, Anhui Province, lost more than half of his funds after the peasant revolution in the Taiping Heavenly Kingdom, and because of "the east of Zhejiang is suitable for reforming votes and salts", he believed that it was not enough to guard the company, so he planned to back the city. , and make great efforts to manage and make huge profits, accumulating tens of thousands in ten years.

At that time, Huizhou merchants had abandoned the traditional principle of "do not sell firewood for hundreds of miles, and do not sell purchases for thousands of miles". They not only sold luxury goods and local specialties that met the needs of the ruling class, but also sold some commodities that were directly related to farmers' lives.At that time, the main industries operated by Huizhou merchants, such as salt, code, tea, wood, grain, cloth, etc., were all transferred and trafficked long distances except for the code industry.They exported cotton cloth and silk from Jiangsu and Zhejiang, and tea and bamboo from Huizhou to all directions, and sold timber and grain from the middle and upper reaches of the Yangtze River to the lower reaches of the Yangtze River for sale; The products in the south of the Yangtze River were transported and sold to the north.It was in the large-scale two-way commodity circulation from east to west and from south to north that Huizhou merchants made huge profits.

Later, Huizhou merchants regarded long-distance trafficking as the best way to get rich.During the Jiajing and Wanli years of the Ming Dynasty, Cha Yan, a native of Xiuning, lost his father when he was 13 years old, and the inheritance left by his ancestors was embezzled by others. He, his mother and younger brother lived extremely hard.Later, he went to Wuhu with relatives and friends, and found that Wuhu has very convenient water and land transportation, and it is a godsend "treasure place" for transshipment of goods.Therefore, based in Wuhu, he traveled between Zhejiang, Yangzhou, and Hubei to engage in commodity trafficking activities.It took 30 years to do this, and eventually he became a wealthy businessman.The partners who came out to start a business with him at the beginning all praised him.

Pan Kan, a native of She County, followed his father to do business in Shu.He didn't quite agree with his father's management method, and believed that "a good businessman is eager to make profits and be good at the time, so he has to turn around. Now sitting in a corner of Shu, he is not the leader of good businessmen."So he received a small amount of funds from his father, went back and forth between Jing, Yang, Wu, and Chu, engaged in commodity trafficking activities, and finally made a fortune.Later, his two sons inherited his practice, and both made huge profits and accumulated huge capital.Xu Moxian, a businessman in Shexian County, once said to people: "Scholars, farmers, businessmen, and businessmen should be brave first." If people who are engaged in business want to become rich in business, they must not avoid the "difficulties of profit and involvement", and they must not be afraid of hard work and engage in long-distance commodity trafficking activities. .It can be seen that this point has become the consensus of many Huizhou merchants.

As a merchant, engaged in trafficking trade, why can you get rich so quickly?This is because the trafficking trade is very profitable.

During the Ming and Qing Dynasties, due to the expansion of regional and industrial divisions of labor and the enhancement of the use value of money, the commodity economy developed unprecedentedly, and more and more small farmers' production was involved in the whirlpool of the commodity economy.To a certain extent, their production is no longer for their own use or for the needs of the region, but for sale in the market; and a considerable part of their necessary means of production and living depends on the supply from far away.As a result, the scale of commodity circulation is expanding day by day, so that more and more people's necessities in production and life are put into the market and become long-distance trafficked commodities.This provided a rich source of commodities for merchants engaged in long-distance trafficking.At that time, the prices of various commodities in the place of origin and the place of sale were often very different. If the traffickers took advantage of the production season of certain commodities and the poverty of small producers, they used various means to lower the price of the goods at the place of origin, and tried to increase the price when they were transported to the place of sale. Selling, artificially expanding the regional price difference of commodities, then the profits it can get are even more unlimited.

Although long-distance trafficking is lucrative, businessmen often die unexpectedly.Traveling in the rivers and lakes is dangerous, and traveling on land is dangerous for thieves.However, Huizhou merchants who are eager for profit and want to make a lot of money are often not afraid of hardships, tireless hard work, and no hesitation to join this kind of activity of "fearing every day and panicking at night".

Business experience

The large amount of assets of Huizhou merchants is mainly obtained through unequal exchange of commodities, and long-distance commodity trafficking is an important way of this unequal exchange. "Hoarding" and "trafficking" should go hand in hand. Hoarding goods is the usual way Anhui merchants operate. They hoard goods, wait for an appropriate price and then sell them to make a profit.

Generally speaking, there are two types of hoarding goods by Huizhou merchants: one is to wait for the shortage.It is through "observing time changes" and "observing low prices", to reserve when the supply of goods exceeds demand and the price is relatively low; when the demand for goods surges, the supply exceeds demand, and the price is relatively high, they are sold, and realized from the difference between supply and demand or the difference between abundance and deficit. Relatively large profits.It is a long-term business strategy to save today's wealth for future shortages, and the profit obtained by businessmen is a legitimate price difference.The other is hoarding.This is similar to Lu Buwei's "extraordinary goods can live".

"Strange goods can be lived in" comes from "Historical Records Lu Buwei Biography": "Lv Buwei Jia Handan, saw (Zi Chu) and felt sorry for him, saying: 'This strange goods can be lived in.'" It means to hoard rare goods and wait for high prices to sell .It is also a metaphor for taking certain expertise or exclusive things as capital, waiting for an opportunity, and gaining fame, wealth and status.Lu Buwei originally had this purpose.

According to legend, Lu Buwei, a great businessman in Yangdi, often traveled to various places to do business. Once he went to Handan, the capital of Zhao State, and ran into a stranger, the son of Qin State who was being held hostage in Zhao State.Yiren is the son of Prince An Guojun of the Qin Kingdom. An Guojun sent Yiren to Zhao Guo as a hostage because he hated Yiren's mother Xia Ji.Zhao State was at war with Qin State, so they despised foreigners very much.For this reason, the situation of Yiren is a bit embarrassing.However, the clever Lu Buwei saw the value of aliens from the perspective of a businessman, and believed that rare goods could be lived in, and they were rare "goods" worth investing in. Obtaining them now could earn fame and fortune one day, which is a political transaction.Later, under the support of Lu Buwei, the foreigner returned to China and became a prince.Later, a different person succeeded the king, that is, King Qin Zhuangxiang.Yiren didn't break his promise, he let Lu Buwei enjoy the tax payment of 10 households, and became the prime minister.Since then, the rare goods bought by Lu Buwei have finally gained immeasurable fame and fortune.This is the allusion of "rare goods can live".

In modern society, in a sense, hoarding is actually an act of speculation and deliberate exploitation of producers and consumers in order to make huge profits.

These two kinds of "hoarding" are seen from time to time among businessmen.However, Huizhou merchants pay more attention to the former and do not take ill-gotten gains.In the 16th year of the Qianlong reign of the Qing Dynasty, rice was scarce and expensive in Huizhou. Yu Qizhong, a businessman from Shexian County, transported 500 dendrobium rice stored in Lanxi, Zhejiang to Huizhou.Someone told him that he should hoard his goods at this time and sell them when the price is high, so that he can make a big profit.However, Yu Qizhong did not do this, and sold the batch of grain at the price at that time to alleviate the lack of food in the village.Yu Qizhong must have made quite a lot of profit from the trade of this batch of grain, but his profit is the normal price difference, which is twice as profitable as some grain merchants, and it is still surprising that he does not sell it, and he still needs to pay a higher price. It's quite different.

In order to keep abreast of the market and obtain higher commercial profits, the hoarding merchants in Huizhou usually combine "hoarding" and "trafficking".They either live in the place where the product is produced, hoard the product, and wait for the opportunity to sell it elsewhere;For example, Xiu Ning Cheng Shouyi and his elder brother did business in Chu. They were one of them hoarding goods and the other of them were merchants and traffickers. They worked together and shared joys and sorrows. As a result, three years later, they became rich in the local area.From this point of view, "hoarding" and "trafficking" simultaneously are indeed a shortcut for Huizhou merchants to get rich.

Huizhou merchants are very good at hoarding activities. They take various measures to expand their business scale and make themselves huge profits.Because of this, Wanli's "She Zhi" listed "trafficking" as the first important mode of operation of Huizhou merchants, and listed "hoarding" as the second important mode of operation of Huizhou merchants.

Business experience

"Hoarding" and "trafficking" at the same time is indeed a shortcut for Huizhou merchants to get rich.Take profit from righteousness, do not take money that is not righteous Confucius advocated taking profit from righteousness, seeing righteousness and thinking of righteousness.He would rather live in poverty than take ill-gotten gains. "Injustice and wealth are like floating clouds to me." Why can Huizhou merchants take root in all over the world, stand firmly in the commercial port, and remain invincible for a long time?This is because Huizhou merchants abide by Confucian moral principles and advocate profit from righteousness, and do not take illicit wealth.In the process of doing business, they pay attention to business ethics and attract customers with cheap and high-quality products, so as to occupy the market and make a fortune.

The business ethics of Huizhou merchants are mainly reflected in: treating people with sincerity and convincing them;The reason why Huizhou merchants formed this kind of business ethics is that they benefited from their "Jia and Confucianism", influenced by traditional culture, and consciously used Confucianism and Taoism to do business.Conversely, the reason why they are called "Confucian businessmen" is also because they emphasize the way of righteousness and profit, they emphasize righteousness and never take ill-gotten gains.

In commercial competition, some businessmen believe in "no business, no evil", and use very despicable means to profit in the competition.Doing any business with bad means will eventually lose the profits you have gained.

Huizhou merchants advocate profit from righteousness and use money for righteousness.This concept of righteousness and profit has improved the reputation of Huizhou merchants, which is conducive to competition, consolidated the unity of business gangs, and is conducive to development.For example, Hu Guansan, a wealthy Huizhou merchant, has been in business for decades, and the most important thing in his life is business ethics and self-cultivation.He advocates the business ethics of "treating people with sincerity", "doing things with trust", and "taking righteousness for profit"; .Because of Hu Guansan's "good business and good Confucianism", the business grew bigger and bigger, the network became wider and wider, and the profits became more and more lucrative.Up to Wuhan and Jiujiang, down to Wuhu and Nanjing, and in the middle to Suzhou and Hangzhou, pawnshops, money shops, cloth shops, workshops, and souvenir shops have been set up... After decades of hard work, Hu Guansan's family property has " Seven and a half streets", "12 Dian", became "one of the six richest men in the south of the Yangtze River".

Ling Jin in the Qing Dynasty was also a representative of Huizhou merchants who "made righteousness for profit".Although he is engaged in business operations, he pays special attention to benevolence and righteousness.When dealing with others, there may be cunning traders who fool around and take more of his money, but he doesn't care about it.When paying someone else's goods, if he finds that there is a lack of weight or two, he must make up for it in full.Instead of losing money, he won more customers, which made his business more prosperous.

During the Daoguang period of the Qing Dynasty, Shu Zungang, a businessman in Yi County, also made a high-level theoretical summary and vivid exposition of the relationship between righteousness and profit from the perspective of a businessman. His idea of ​​"taking profit from righteousness" is the most representative among Huizhou merchants.He once said: "For people, there is a way to make money, and righteousness is profit, not profit is profit. This is the case in the country, let alone wealth." It has a good social image and is conducive to opening up financial resources, thus receiving the effect of making big profits and making a fortune.

It is not difficult to see that profiting from righteousness not only reflects Huizhou merchants' adherence to traditional Chinese ethical principles, but also reflects Huizhou merchants' deep understanding and specific grasp of the dialectical relationship between "righteousness" and "profit". Invincible in market competition.Similarly, this kind of business thinking based on profit and sincerity undoubtedly has important reference value and practical significance for us to standardize market economic behavior today.

Chery Automobile is a representative of China's own brand cars, and also a microcosm of the rise of China's auto industry.From being surrounded by joint ventures at the beginning to now going out to participate in global competition, Chery has witnessed the rise of Chinese automobiles in the past ten years.Chery's boss is also the representative of Huizhou merchants. Chery's "bright sword" has won the support and affirmation of many merchants based on integrity.The way of righteousness and profit of Huizhou merchants, thinking of righteousness when looking at profit, seeking profit with righteousness, emphasizing integrity and business ethics, not deceitful and treacherous, and the spirit of authenticity have been reflected in Chery, and Chery has won the support and trust of many consumers.

Business experience

Huizhou merchants abide by Confucian moral principles and advocate profit from righteousness, and do not take illicit wealth.Grasping opportunities is half the battle. The vast majority of successful people, including entrepreneurs and celebrities, believe that opportunities are very important on their way to success, and being able to seize opportunities is half the battle.Indeed, a good opportunity can save people many years of struggling time.Huizhou merchants believe that if they want to do business, they have to look for business opportunities everywhere. Business opportunities are not in their own homes, but in all parts of the country, in cities of all sizes.

In the autumn of the 15th year of Zhengde in the Ming Dynasty, a Suzhou businessman trafficked more than 3 bolts of cloth to Liaoyang.At this time, Su Shang suddenly received the news of his old mother's death. He was anxious to go to the funeral, so he didn't have the heart to sell the leftover cloth.At this time, the Cheng brothers from Huizhou felt that the business opportunity was rare and should not be missed, so they approached Su merchants to negotiate the price.Su merchants had already made a lot of profits, and they were eager to return home, so they sold the remaining white coarse cloth to the Cheng brothers at a low price.

The Cheng brothers became cruel and bought more than 6000 pieces of white coarse cloth.In March of the following year, Emperor Wuzong died, and the whole world mourned, and everyone wanted a white coat.There is no local cloth production in Liaoyang, and the price of cloth rises immediately.The white coarse cloth carefully stocked up by the Cheng brothers became a hot commodity, and they naturally made a fortune.Later, the Cheng brothers' business became more and more successful, and they accumulated tens of thousands of gold in the past few years.The Cheng brothers’ way of making money seems a bit legendary, and there are some lucky factors, but if you savor it carefully, you can get a little idea of ​​the way of Huizhou merchants’ making money: observe changes in time and be good at seizing opportunities.

Opportunity is a theme worthy of human beings' eternal thinking and exploration.An excellent businessman must be good at measuring the situation, taking advantage of the situation, and seizing the business opportunities that are readily available.

We know that China will become the world's largest automobile consumer market in the future, but who can become the pride of China's automobile industry?Yin Tongyao, chairman and general manager of Chery Automobile, may have a chance.

This tough guy born in Chaohu, Anhui, like all passionate youths, in the vision of serving the country through industry, graduated from Anhui Institute of Technology with a major in automobiles and entered Changchun FAW. His outstanding performance won him the title of "Top Ten Outstanding Youths" of FAW.He worked for FAW-Volkswagen for 12 years. Later, under the call of developing the national automobile industry, he resolutely gave up his comfortable job and generous treatment, and devoted himself to the difficult "951 Project" in Anhui to start his own business.

In 1996, he returned to his hometown Anhui, preparing to manufacture cars with his own brand and intellectual property rights.In the joint venture automobile company, Yin Tongyao deeply realized the importance of intellectual property rights to automobile manufacturing, so he was determined to seize this opportunity.

Most experts in the auto industry believe that it will be difficult for China's auto industry to take the road of independent innovation, let alone produce only self-owned brand cars.Therefore, at that time, with the exception of Chery Automobile, all major Chinese automakers had more or less established joint ventures with international automakers to produce car brands and models supplied by their international partners.But Chery Automobile insists on the road of independent innovation, which is actually correct.Many years later, Chery Automobile has maintained the number one export position for many years in a row. In 2005, the total export volume reached 1.8 vehicles.

The ancients said: "If God does not take it, you will be blamed; if the time is not welcomed, you will be disaster." This is indeed true.The gains and losses of life often lie in the gains and losses of opportunities. If you have an opportunity, seize it and use it, your destiny will change; on the contrary, if you ignore it and stay away from it, you may be trapped in mediocrity all your life .

Business experience

An excellent businessman must be good at measuring the situation, taking advantage of the situation, and seizing the business opportunities that are readily available.Winning by surprise and daring to take risks Survival of the fittest is the law of market competition.Shopping malls are like battlefields. In the face of strong competitors, fierce competition, and unpredictable market, Huizhou merchants have not flinched, and the severe living environment does not allow them to shrink back.In order to survive and develop, Huizhou merchants have no hesitation, fight against the sea of ​​business, and actively participate in the torrent of commercial competition.In the business competition with strong opponents like a forest, in addition to relying on the influence of the clan to strengthen their strength and unite into a group-type business organization, they also use flexibility, resourcefulness, courage, and surprise to win.Only in this way can Huizhou merchants have strong competitiveness and reap huge profits.

The management method of Bai Gui, the ancestor of life management recorded in the historical records, which is "what people abandon, I take, and what others take, I share", has a profound influence on later generations.Bai Gui's ability to "be unexpected by ordinary people and do what ordinary people would not do" roughly means that when the market does not urgently need a certain material, he can prepare the source of goods in advance, so as to grasp the future when the market needs a large amount of this material. The business initiative to win in the competition.

If you want to win by surprise, you must make correct judgments and forecasts on market demand.An entrepreneur said: Looking at the mistakes of many enterprises, it is not difficult to see that the real tragedy of Chinese private enterprises is not the lack of funds, talents, or resources, but the lack of decision makers' clear judgment on themselves.We can seize a good project and create world-renowned brilliance and honor in a very short period of time, but we must not forget a fundamental thing, that is how to bring the enterprise safely and firmly into the future.

Shi Yuzhu, a new Huizhou merchant, is a man who is good at winning by surprise.Not long after the "Giant" was born, Shi Yuzhu's nature made him make a decision that all his subordinates opposed: as long as computer sellers from all over the country ordered 10 "Giant" Chinese cards, they could come to Zhuhai for free to participate in the "Giant" sales meeting.For a time, more than 200 dealers gathered in Zhuhai from all over the world.At a cost of several 10 yuan, Shi Yuzhu weaved the largest chain sales network in China's computer industry at that time.In the second year, the sales volume of "Giant" Hanka jumped to the top of the country's similar products, and the company's net profit was more than 1000 million yuan.

In the mid-20s, Zhao Guonian, chairman of Nannan Textile Co., Ltd., started his business in his hometown in Anhui, mainly engaged in the business of chemical fiber fabrics. In 80, Zhao Guonian brought his wife and children to Keqiao, Shaoxing, Zhejiang, with the first pot of gold he earned in Anhui.In the world of various fabrics, he chose the most basic cotton gray cloth business.At that time, the cotton cloth market in China Textile City was not in a big climate yet, but the bold and careful Zhao Guonian resolutely chose the cotton cloth business.Later, in the three years of starting a business in China Textile City, Zhao Guonian worked hard, accumulated a lot of experience, and achieved success in his career at the same time.

Being good at winning by surprise is the main manifestation of the competitive concept of Huizhou merchants, and it is also the way for them to succeed in the ever-changing business competition.

Business experience

To do big business, you need to be resourceful, resourceful, courageous, and win by surprise.Quality is the backing of a brand. If an enterprise wants to survive and develop, it must keep up with the pulse of the times, and for a brand, quality is the most important thing.If you want to build a brand effect, you must focus on quality.

Huizhou merchants pay special attention to the quality of their products, and never violate the law and discipline or harm the people for their own self-interest, so they have created one after another well-known "time-honored brand" signs.For example, Xie Zhengan founded "Xie Yuda", and the "Huangshan Maofeng" produced by him is famous all over the world; Hu Yunlong founded the "Qihong" tea shop; "Wait.

It is an extremely shameful act of profiteering to do business, pass off good as good, and pass off as real. Huizhou merchants firmly oppose this and do not engage in commercial adulteration.This is the "genuine goods at a fair price" operating principle of Huizhou merchants.During the Ming and Qing Dynasties, it was very easy to make profits from salt business. At that time, some salt merchants often adulterated salt in order to make huge profits, but many salt merchants in Huizhou did not follow suit.At that time, most of the Huizhou salt merchants in Lianghuai could guarantee the quality of salt, so the common people loved Huai salt.

Cui Xingbai, a representative of the new Huizhou merchants, is also a businessman who is good at building golden signs with quality.Cui Xingbai is now the boss of Allianz.Over the past few years, Cui Xingbai has always insisted on both software and hardware of technical services.On the one hand, by establishing an excellent technical team, equipped with technical equipment, communication equipment, and vehicles, the "hardware" is truly excellent; "the quality of.It stands to reason that most of the failures are software problems, which should be resolved by the user to the purchase company. However, Allianz does not shirk, delay, or charge, and would rather suffer losses by itself than door-to-door service, which is rarely seen in the country. See you.

Emphasis on quality and reputation has enabled Allianz Group to win customers and accumulate a lot of wealth.Allianz has made three major strides in the past three years since its establishment. In 2001, its sales reached RMB 36 billion, enabling the Lenovo brand to have a market share of over 60% in Anhui, ranking first in Anhui. It was awarded the Lenovo Best Partner Gold Award , Best Channel Construction Award, Best Specialty Store Award, Best Marketing Award, Best Maintenance Station Award, Lenovo Business Star and other awards.

Cui Xingbai said: "Allianz not only wants to be bigger, but also stronger, to develop its own products, and to improve its overall strength." Now Anhui Lenovo Computer Company has grown into Allianz Computer Group Corporation, with an unprecedented expansion in scale. Jurisdiction over 6 subsidiaries including Allianz Computer Company and Shanghai Qitian Digital Technology Company, completed more than 100 network projects, and developed 5 sets of software products with independent intellectual property rights. In June 2001, a number of departments in Anhui Province ranked according to internationally accepted indicators such as annual turnover, total assets, total tax payments, and total net profit. Allianz Group ranked among the top ten private enterprises in Anhui.

Obviously, quality is the life of an enterprise, and quality is the life of a brand.If a brand is well-known, the company will develop, but if the brand fails, the company will be on the verge of bankruptcy.If an enterprise does not have high-quality products, it will not have a high-reputation brand, nor will it have a high-occupancy market.

To regard quality as the life of an enterprise and a brand must regard quality management as the central link and key point of enterprise management and brand development.Quality management can play the role of "outline and goal".Only by grasping the "outline" of quality management can the various "projects" of enterprise management be effectively launched.Fundamentally speaking, only by doing a good job in quality management can we really do a good job in enterprise management.

Business experience

Building brand effect is based on the premise of focusing on quality.Team spirit creates success What is team spirit?Team spirit is a value orientation and mental state shared by a group of people.It emphasizes team fighting, rather than fighting alone or individual heroism. All individual behaviors must give way or obey, and serve the interests of the team as a whole.The success of Huizhou merchants is inseparable from their team spirit of helping others.Hundreds of years ago, someone introduced Huizhou merchants in this way: "One family can get a job, not just one family can eat. The big one can survive thousands of families, and even dozens of families."

The team spirit of Huizhou merchants is not only reflected in the family, but also in every business group.Even within the entire Huizhou business gang, they can help each other and help the masses.The establishment of Huizhou guild halls and trade offices all over the country highlights this spirit.These guild halls and offices greatly strengthened the internal cohesion of Huizhou merchant gangs and improved their market competitiveness.

There is a family of Huizhou merchants surnamed Wu, and the elders of the family have formulated such a family rule: if some children in the family cannot study, and there is no land to cultivate at home, and they have to go out to do business because of life, then everyone in the family can do business. Experienced elders either support him or recommend him from other relatives and friends, so that he can have a stable job for him to make a living, and he must not be allowed to idle around and cause disasters.

There was a businessman named Fang Yongbin in Huizhou. In the process of doing business, he made friends from all walks of life, including government officials, literati and doctors, gentry and businessmen.So, how did Fang Yongbin, a little-known Confucian businessman, get to know so many people from different regions and social status?In fact, in addition to his personal love of making friends and his comprehensive knowledge of literature, history, calligraphy and painting, his relationship with the same clan and hometown also gave him many opportunities to meet different people.

The village concept of Huizhou merchants contains conventional moral concepts and mandatory clan rules, which make Huizhou merchants have a strong sense of sharing weal and woe with each other. source of power.Take Shexian County and Xiuning County as an example. During the Ming and Qing Dynasties, many people in the two counties were doing business abroad. These people often brought their relatives and friends to go out to jointly run the business.Therefore, it often happens that if a business is successful, the family will not enjoy it exclusively, and often everyone will share it. Large-scale businesses can even bring thousands of families, and small businesses can bring dozens of families to get rich together.

There was a Huizhou merchant named Xu Mengjie, who had a strong sense of kinship, and his overseas business was very prosperous, so relatives and friends went to him one after another.He supported all those who came to seek refuge, so his relatives and friends quickly became rich.From here we can see how the Huizhou merchant clans share weal and woe!If thousands of people are of the same mind, they will have the power of thousands of people;

Through the tunnel of time, the spirit of cooperation and unity of Huizhou merchants has been flowing in the blood vessels of Huizhou merchants and has never disappeared.Modern Anhui merchants Xu Xinhua and Yang Xinhao said: "We are all from Anhui, and the Huizhou merchants in the world are one family. The new Huizhou merchants will definitely reproduce the glory of the old Huizhou merchants!"

Business experience

When a family gets a job, it is not only the family that can eat. The big one can support thousands of families, and even dozens of families.

The key to starting from scratch is to rely on yourself. Huizhou people have such a proverb: feet are relatives, hands are relatives, and fists are dependent on oneself.Although Huizhou merchants have a tradition of supporting each other due to clan kinship, they also know that the success of entrepreneurship mainly depends on their own efforts.

Before the mid-Ming Dynasty, most people in Huizhou lived in poverty and struggled to make ends meet, and they could not even guarantee three meals.They "lived in the countryside for several months and did not touch fish", and they were used to it.Why is it so poor?The main reason is that there are many people and less land, and the mountains are barren.In the middle and late Ming Dynasty, the development of commodity economy in the neighboring areas of Huizhou, such as Jiangsu and Zhejiang, just opened up a way for Hui people to do business and make a living.As a result, many Hui people abandoned farming and started business one after another, looking for food in all directions.

As the saying goes, everything is difficult at the beginning.For those Huizhou people who were born in poverty and had no capital or capital, it was even more difficult.Wu Rongrang, a native of She County, lost his father at the age of 8. His family only had a pitiful few acres of Susukida. His grandfather and grandmother were old, and his mother was the only one who worked alone.At that time, the officials of the Ming Dynasty repeatedly came to ask for taxes, which made it even more difficult for them to cope.

Forced to make a living, 8-year-old Wu Rongrang went to the mountains to collect firewood and lived a hard life. At the age of 16, he followed the villagers to Songjiang to run a small business.At first, he didn't have much capital, but after years of hard work and accumulation, he finally made his first capital.After that, he used the funds to buy a large area of ​​barren mountains and ridges in Tonglu County, Zhejiang Province, and recruited farmers to grow tea, lacquer, chestnut and other cash crops, and made huge profits.In the end, he became a millionaire with a huge family fortune.

Pan Kan, an Huizhou merchant in the Ming Dynasty, went to Sichuan to do business with his uncles when he was young.Pan Kan is shrewd and capable, good at management.But Pan Kan found that his uncles were not good at management, and they only wanted to make a profit, and they were often self-defeating. Some of their correct opinions were often not adopted, and they were very anxious.Because if it goes on like this for a long time, the business will collapse.Pan Kan asked his uncles to divide the capital and operate independently, but the uncles did not agree.At this time, Pan Kan's father came, so Pan Kan took some of his father's capital and decided to enter the business world alone.He said to his father: "A good businessman should be good at observing market conditions, and engage in long-distance trafficking according to changes in supply and demand of commodities. Only in this way can he be successful. However, if you are stuck in a corner like you are now, how can you succeed in business?" In this way, Pan Kan left Sichuan alone, and went to trade in Yangzhou, Suzhou, Hankou and other places.Because he let go of his hands and feet, aimed at the supply and demand of the market, and boldly carried out long-distance trafficking trade, he soon achieved great success.

Hui people do business with the salt industry as the "leading" industry.Operating the salt industry is profitable and requires a lot of capital, but this does not mean that people from poor backgrounds cannot be involved in the salt industry.Many Huizhou people who started out with small capitals first started to operate other commodities, gradually accumulated capital, and then invested in the salt industry, and they could still become big salt merchants.

Bao Zhidao, a native of She County in the Qing Dynasty, was a famous salt merchant, but his family was poor when he was young.When he was 11 years old, he was forced to make a living. He went to Poyang to learn accounting from others. Later, he moved in Jinhua, Yangzhou and Huguang, but he still couldn't find a way out. When he was 20 years old, he went to Yangzhou to work for a salt merchant. Because of his shrewdness and ability, the salt merchant flourished.As a rising tide lifts all boats, Bao Zhidao's salary also increased.And because of helping people in business for a long time, I have accumulated a lot of experience.Later, he used the remuneration he had accumulated to engage in salt business on his own, and gradually became a giant merchant in Yangzhou at that time.

It can be seen that wealthy businessmen in Huizhou often came from poor families: some of them came from farmers, some from employees, some from poor families with no hope of official career, almost had nothing before doing business, but became richer after doing business.Among them, there is one thing in common, that is, they are not content with poverty, and they are not complacent. They rely more on themselves and walk a very difficult road.Through arduous struggle, they finally broke through the road of life leading to "Shangjia".

Business experience

Entrepreneurial success mainly depends on your own efforts.The three treasures of doing a good business are personnel, appearance, and good reputation. When many people first start a business, most of them start from a small business.Start with a mom-and-pop store or a father-son store, accumulate capital and experience, and gradually develop.How to get started?What are the necessary preparations for opening a store?This is something people who are just starting a business must consider.How to do a good job in your own business?Let us see how Huizhou merchants do it.

As the saying goes: "Three treasures for doing a good business are personnel, appearance and good reputation." It can be seen that the selection and decoration of facade stores and the art of counter service are very important to attract customers and facilitate the transaction of goods.

For those who want to own a store, there is one primary question when considering where to locate the store, that is, you need to know exactly what kind of business you want to do, and what types of customers do you have in mind?what level?If you have made a decision in your heart, and you have a wealth of product knowledge, you are confident that you can compete with similar local stores, and the products you sell can also meet the needs and standards of customers as well as their purchase motivations. Only in this way can you ensure that the store you open can Success in one fell swoop.

Huizhou merchants have attached great importance to the management of store culture since ancient times.In order to attract customers and enhance their appeal to customers, Huizhou merchants pay great attention to brand name and signboard.The shop names of Huizhou merchants are mostly composed of words of auspiciousness and good luck. Generally, there are only two or three words, which are simple, clear, easy to recognize, easy to remember, and easy to pronounce. specialty.For example, the name of the pharmacy is "Shoutai", "Yishutang", "Tongrenfu", "Kaitai", etc.; the name of the restaurant is "Baxianlou", "Juhualou", "Yanbinlou" etc.; Usually use "Yusheng", "Xiangchun", "Yiyuan", "Xinglong", "Tongyi", "Hengyuan" and so on.

In addition, most of the name plaques are inscribed by famous calligraphers, and some are inscribed by celebrities to improve their own social status. For example, Xiuning's "Hu Kaiwen Mozhuang" and Shanghai's "Huishe Cao Sugong Mozhuang" were respectively from Zeng Guofan and Cao Sugong. Tan Yankai's handwriting.Then ask good workers to engrave, paint, and gild it to become a "golden signboard" with gold characters on a black background or black characters on a gold background.According to folklore, a gold signboard usually costs about 300 taels of silver.Because the nameplate is the face of a store and is related to the reputation of the store, even if it is a small facade for small businesses, Huizhou merchants are serious about making nameplates.

The shop layout of Huizhou merchants is mostly neat, generous and elegant, with simple and natural, meaningful artistic conception, and couplets of calligraphy and painting that can reflect the characteristics of the shop.This not only embodies its commercial nature, but also enhances its artistic quality, so that people can enjoy a kind of cultural influence while shopping, so that people linger and forget to return.

No matter how well-decorated and attractive the store is, if the quality of the service staff is not high and the service quality is not good, then the business will not be successful. "Service" is actually a difficult and profound knowledge.Many people think that bargaining with customers is a good way of service. In fact, such a business attitude will make customers think that the original price has been set too high.

In some stores, we can find a situation where when old customers come to the door, the service staff chats with the customers with a smile on their faces, but they ignore the first-time customers, and don't even bother to "welcome" or "hello". Say.Who will come next time?There is also a situation, when the customer picks up the product to appreciate it, the clerk leans up nervously and asks: "What do you want to buy?" Customers can easily browse in the store, give them the opportunity to choose and think about it, instead of following directly beside, so as to avoid the feeling of being "stalked".

If you can correctly grasp the psychology of customers, and then review your service attitude, you will definitely win the favor of customers.Customers who visit your store for the first time, if they can receive decent and cordial service, then even if the goods sold elsewhere are cheaper, or the traffic conditions are more convenient, they will not go to other stores to buy, but become your store's favorite customer. regulars.

In order to attract customers and promote the transaction of goods, Huizhou merchants pay attention to the culture of the store, and at the same time, they are also very artistic in the counter service. "Being courteous to guests makes money with kindness", this is a well-known fact in business operations.Therefore, the first manifestation of Huizhou merchants' counter service art is to be polite, enthusiastic, and friendly to customers.In the "Ten Essentials of Scholars and Merchants" compiled by Xiuning merchants in the late Qing Dynasty, there are also admonitions that "everyone should treat others with a pleasant face, not violent and arrogant, seniors should be respected, and juniors should not be bullied".These all reflect the warm, polite and friendly hospitality of Huizhou merchants.

For a businessman who has just started a business, if he can take good care of personnel, appearance, and reputation like Huizhou merchants, he believes that the business will be better and better in the near future.

Business experience

As the saying goes: "The three treasures of doing business well are personnel, appearance and good reputation." It can be seen that the selection and decoration of facades and the art of counter service are very important to attract customers and facilitate the transaction of goods.Never do "one-shot" business Huizhou businessmen have always believed in business reputation, "business integrity is the foundation, business etiquette is the first", "trading is fair and right, honesty is the foundation", these are their business practices Summary of experience.

Since Huizhou merchants adhere to the four words of "reputation" and "no deceit" in their business operations, and consciously implement these four words in their business contacts, they pay attention to establishing a long-term relationship with consumers for mutual benefit and do not "do one thing". Hammer" trading, thus creating a business prosperity pattern of "luxuriant financial resources reaching Sanjiang".

Scissors are an indispensable tool in people's daily life, whether it is cutting cloth or pruning branches and leaves, we have to use it.Among the brands of Hangzhou scissors, besides Zhang Xiaoquan is still Zhang Xiaoquan, because he is so famous.The history of Zhang Xiaoquan's scissors can be traced back to Zhang Sijia, a native of Yi County, Anhui Province, in the late Ming and early Qing Dynasties. At that time, Zhang Sijia fled to Hangzhou due to the war and opened the "Zhang Dalong" scissors workshop in Dajing Lane at the foot of Wushan Mountain.Due to its excellent production and the use of Zhejiang Longquan Yunhezhi steel, the business is also very prosperous, but it has caused counterfeit imitation by peers.In order to distinguish the counterfeit scissors with the same name, his son Zhang Xiaoquan changed the name of Zhang Dalong's scissors shop to "Zhang Xiaoquan's scissors shop" in the second year of Emperor Kangxi of Qing Dynasty to protect his own interests.

Zhang Xiaoquan's scissors have been famous for more than 300 years, and they are well-known both at home and abroad. This also shows from one side the success of Zhang Xiaoquan's entrepreneurship and the success of his heirs in keeping the business.The important features of Zhang Xiaoquan scissors are exquisite material selection, fine workmanship, genuine goods at a fair price, expert production technology, and the scissors produced are sharp, delicate and durable.What's even more commendable is that in the Qing Dynasty, Zhang Xiaoquan scissors implemented the "three guarantees" system of "guaranteed return, guaranteed replacement, and warranty".It is precisely because of this reputation that the good reputation of Zhang Xiaoquan's scissors spread farther and farther, and merchants from all over the world rushed to buy them, so that the folk song "Rape flowers are yellow, and Koizumi scissors dominates" was popular at that time.

In the process of doing business, some people make money by cheating, and some people get rich by being honest.Most Huizhou merchants can be honest and honest in their business activities.Wu Nanpo, a businessman in Shexian County, carried out the principles of "people prefer trade fraud, I prefer trade credit" and "prefer to follow the law to dismantle and read, not to pretend to be wise in order to win" in business operations.He has no deception, no second price in the market, and attaches great importance to reputation, so the goods he sells are like today's "inspection-free" products, which have won the trust of customers and achieved great success in business operations.

There are also plaques hung by Hu Qingyutang, inscribed by the red-top businessman Hu Xueyan himself, "True price" and "Abstain from bullying", all of which demonstrate the honesty and long-term intentions of Huizhou merchants. "Quiet bullying" is written on a yellow background with green characters, facing inwards from the desk of the manager of the pharmacy.The words on the plaque were drawn up by Hu Xueyan himself: "In all trades, you must not be deceived, and the pharmaceutical industry is related to life, especially you must not be deceived. I have a heart to help the world, and I swear not to take huge profits with inferior products. , Purchasing is true, repairing is meticulous, so that the rest will not deceive the world. This will benefit the world, and it can be said that the goodness of the kings is for the sake of others, and it can be said that the goodness of the kings is self-scheming."

This ingenious plaque not only flaunts the business purpose of Hu Qingyutang, but also gives customers an honest and credible impression.After years of development, Hu Qingyutang's "Huji" signboard has become a "golden signboard" that keeps pace with Beijing Tongrentang, and is deeply trusted by customers.To this day, the signboard of Hu Qingyu Hall is still hanging high in the city of Hangzhou.

After Huizhou merchants have established a good business reputation through integrity, they often cherish it very much and try their best to maintain this reputation, which is more precious than money.In the Qing Dynasty, Hu Rongming, a businessman from Yi County, had been engaged in business operations in Wucheng Town, Jiangxi Province for more than 50 years. He was famous for his honesty and reputation.In his later years, he went on strike and returned to his hometown. Someone offered to borrow his firm name for business at a high price, but he refused.He said: "If you are sincere, why use my business name? If you want to use my business name, it shows that you are dishonest and will eventually destroy my reputation."

When engaging in business activities and dealing with customers, if you always blindly hold speculative mentality, ignore profits, deceive customers, only seek short-term profits, and do not know how to form good relationships, the result will inevitably lose customers and lose the market. It is a method used by people who are not good at business.You have to remember: From a business perspective, the relationship between merchants and customers is a mutually beneficial and interdependent relationship, and the two are indispensable.

Business experience

From a business point of view, the relationship between merchants and customers is one of mutual benefit and interdependence, and both are indispensable.

Friendship is also the capital of doing business and making money. No one in the world is omnipotent. After all, a person's ability is very limited. Without the help of others, it is difficult to accomplish great things.In business talk business, friendship is the capital for doing business and making money.If there is a lack of friendship, it is like a chessboard full of chess pieces that have lost their breath. No matter how many chess pieces are placed, they will die.In terms of interpersonal relationships, Huizhou merchants have done a good job in this, so they can survive first and then develop in places where their lives are sparse, and the business is getting smoother and smoother.

For a long time, Huizhou merchants have always been good at communicating with local dignitaries, celebrities, and literati, and kept close contact with them, striving to create a good external environment.In order to form a good relationship, Huizhou merchants often donate generously, co-organize various public welfare and charitable causes in the place where they operate, and enthusiastically donate to build bridges, roads, embankments, and disaster relief.They are often doing business and benefiting the other side, thus winning the praise of the local people.

Not only that, many Huizhou merchants have also established many guild halls and offices in various places, thus enhancing the cohesion among Huizhou merchants and carrying forward the cooperative spirit of mutual help.Therefore, they were able to work together and cooperate with each other tacitly, and the business became smoother and more prosperous, making the salt, code, tea, wood, grain and many other industries in the Jiangnan area almost monopolized by Huizhou merchants.

Hu Xueyan is an outstanding representative of Huizhou merchants. He is a business prodigy who is good at winning people's hearts and making friends. No matter what business he does, he always finds ways to get people from all walks of life to serve him.

When Hu Xueyan's Fukang bank was just opened, he took a fancy to a man named Liu Qingsheng, so he dug him from another bank, and promoted him to be the "staff" of his own bank.It is Hu Xueyan's brilliance to use a guy he is not familiar with as a stallion.He originally wanted to invite two former colleagues from Xinhe Qianzhuang, but after thinking about it, those two people knew his details clearly, and they often joked together. After coming here, they became their own bosses. It is also difficult to have awe.It’s different for the young Liu Qingsheng. Liu Qingsheng moved his family to Hangzhou, and the expenses were only ten taels of silver a month, but Hu Xueyan gave him 200 taels of silver a year, and he could get dividends at the end of the year.This kind of remuneration made Liu Qingsheng overjoyed, and being promoted from a buddy to a clerk made him serve Hu Xueyan wholeheartedly.

In addition, in order to improve Liu Qingsheng's status among his peers, Hu Xueyan specially asked Liu Qingsheng to take a money order from the governor of Zhejiang to remit 1 taels of silver to the bank where he had been a buddy.This made Liu Qingsheng's colleagues look at him with admiration, thinking that he had a close relationship with the governor.Liu Qingsheng also tacitly understood Hu Xueyan's good intentions, so he worked even harder.And since Hu Xueyan had Liu Qingsheng as his right-hand man, the whole bank has one heart and one mind, and the bank's business has become more and more prosperous.This is Hu Xueyan's way of doing business by turning people's popularity into a source of wealth.

The reason why Hu Xueyan was able to become the richest man in the country in the late Qing Dynasty was because he was well-rounded and versatile, and his extensive popularity provided him with a steady stream of financial resources.

Carnegie, the master of success, once said such an intriguing sentence: "Only 15% of a person's success depends on professional skills, while 85% depends on soft science skills such as interpersonal communication and effective speaking." How important it is for a businessman who wants to become bigger and stronger.

Business experience

Only 15% of a person's success depends on professional skills, while 85% depends on soft science skills such as interpersonal communication and effective speaking.Know people and be good at tasks, based on virtue Since ancient times, many sages have recognized the importance of talents.Liu Bang, Emperor Gaozu of the Han Dynasty, was able to make the most of the strengths of talents: Han Xin, who was good at leading soldiers, dared to give soldiers; Zhang Liang, who was good at strategy, could strategize under him;During the Three Kingdoms period, Liu Bei was able to divide the world into three parts because of his heavy use of Zhuge Liang; Sun Quan knew people well and knew the truth that "the Duke of Zhou does not want to be prepared by one person". The heavy responsibility went to Zhou Yu, Lu Meng, Lu Xun and others.

Similarly, business competition is to some extent also a talent competition.The quality of talents is directly related to the success or failure of business operations.Sun Tzu said: "Those who are in power control power because of profit. Therefore, those who are good at fighting must seek power and not blame others, so they can choose people to gain power." During the Spring and Autumn and Warring States Periods, there was a businessman named Diao Xian in Qi State.At that time, businessmen were generally reluctant to hire people with quick minds to do things. Only Mr. Diao specially used such people, and gave them generous remuneration and full trust, and let them do it boldly. very good.Huizhou merchants who are Jia and love Confucianism are well versed in the truth, and know how to appoint people well.

Huizhou merchants select talents based on virtue and talent.In terms of virtue and talent, Huizhou merchants first value "morality".Because they firmly believe that only people with noble morals can be "disinterested" in business operations, get along with others honestly, establish a harmonious relationship among colleagues, and manage business properly.Secondly, what Huizhou merchants value is "talent".In order to recruit talents, Huizhou merchants often spend a lot of money to recruit some industry talents to themselves.Such as the famous Hu Kaiwen ink shop in Huizhou in the late Qing Dynasty.When Hu Tianzhu, the founder of Hu Kaiwen Ink Shop, inherited his father-in-law’s “Wang Qimao Ink Room” which was on the verge of bankruptcy, he was not in a hurry to expand the production scale. Instead, he used the funds to hire skilled craftsmen and strive to create high-quality products.After the "Wang Qimao Ink Room" was renamed "Hu Kaiwen Ink Shop", Hu Tianzhu's successors also put recruiting talents at the top of the ink business.The reason why Hu Kaiwen's ink shop is well-known at home and abroad is inseparable from its management philosophy of knowing people and doing things well.

Most Huizhou merchants can make the best use of their talents.Especially for those wealthy businessmen, they often do not engage in business activities directly, but hire agents or assistants to operate instead of themselves.These assistants have full autonomy in operations, especially in management.For example, Xu Weng, a businessman from She County, set up more than 40 diansi in Jiangsu and Zhejiang provinces, and each diansi hired a special manager. Xu Weng himself lived in his hometown all year round.Due to the concerted efforts and tacit cooperation, Dian Si's business is very prosperous.

Some Huizhou merchants are only responsible for the formulation of large-scale business strategies, or they are located in the head office, while the branches are managed by agents or assistants.These agents and deputies are generally not restricted by the boss in terms of specific business activities, and have full decision-making autonomy.For example, Hu Kongzhao, a native of Huizhou in the Qing Dynasty, was employed by Bao, a Huizhou merchant, because his family was very poor. He received heavy capital and went to Shinan, Qianjiang and other places to do business.Bao trusts him very much, so that Hu Kongzhao can change with the times and market conditions completely independently, and can do grain business or cloth business.

The talent concept of knowing people well, making the best use of their talents, and making the best use of their talents is also an important guarantee for Huizhou merchants to remain invincible in the fierce market competition.Zhang Benzheng, president of Tsinghua Ziguang Group, once said: "I am a president who is both busy and not busy. I only care about issues of principle, regardless of general issues; if I am busy, I have nothing to do all day long; Thinking about those big things: grab big purple light, seek big strategies, and seek big development." He often said to the management staff at all levels of the group: "I will not interfere in any matter that you can solve in the company, and I will not play 'doubles'. Entrepreneurs have to 'grasp the big and let go of the small', and it is impossible to control everything, because sometimes employees' decisions are better than yours."

What some businessmen are most afraid of is that the president of the group will do the work of the vice president, the vice president will do the work of the general manager, the general manager will do the work of the manager, and the manager will do the work of the employees, so that the employees will have no work to do.In fact, this is a waste of human resources.This requires you to get a good pulse first, and then take a seat according to the sign.We must know that whether a company employs people correctly or not determines the success or failure of a company.In order to develop a business, it is necessary to employ the right people. Without the guarantee of talents, it is impossible to promote the business step by step.

Business experience

The quality of talents is directly related to the success or failure of business operations.Use legal knowledge to protect and regulate yourself A mature businessman must have a certain legal concept.What is a legal concept?In fact, it is legal consciousness, which is a kind of social consciousness, and deeply carries the imprint of the times and classes.Since human society has its own country, it has gradually produced laws.As a social norm, the law closely cooperates with other superstructures to ensure the normal operation of the state apparatus.However, the formation of people's legal concepts is also inseparable from factors such as social environment and cultural quality.

In the business world, the legal concept of Huizhou merchants has been cultivated since childhood.Since Huizhou merchants grew up in mountainous areas with strict feudal etiquette and laws, they were taught by their clans about "law-abiding" since they were young.The first volume of the preserved genealogy of each surname generally lists "family rules" and "family instructions", most of which are the content of admonishing the clan members to abide by the law.

With the development and expansion of business operations and the enhancement of market competition awareness, Huizhou merchants have increasingly strong legal awareness. They are good at using laws and ethics to protect their own interests.Xie Zhaozhe, a scholar of the Ming Dynasty, once commented: "Huizhou merchants are very frugal, and they don't pay much attention to food and clothing... It is enough to be happy and have enough food and clothing. Only when it comes to litigation, they are not stingy, and they even spend money like water. "This shows that Huizhou merchants attach great importance to protecting their own economic interests with the law.In this regard, Cheng Zhengkui, an Hui merchant, can be regarded as a typical representative.

Cheng Zhengkui was from Linhe, She County. When he was a child, his father let him study, hoping that he would become an official in the future.However, when he was preparing to take the imperial examination, his father suddenly fell ill.It is impossible for the family to have no one to preside over the door, and Cheng Zhengkui is the eldest son of the family, so he has to bear the burden of supporting the family.In order to get rid of the poor family life, he resolutely went out to do business, and moved to Jiangsu and Zhejiang to manage the salt industry.Because he has read books, is familiar with the way of good business, can grasp the relationship between righteousness and profit well, and is very familiar with the salt law at that time, and can operate flexibly according to the provisions of the salt law, so his business is getting better and better. .Within a few years, Cheng Zhengkui had become a big businessman in Jiangsu and Zhejiang.

At that time, the Salt Law had a clear regulation: Salt farms producing salt in various places should distribute salt duties according to registered salt merchants, and increase or decrease salt classes according to the amount of salt produced.Cheng Zhengkui once wrote to the Department of Salt Affairs to request changes in the salt tax collection method. The purpose was to prevent the salt households from fleeing, causing the country to lose tax quotas, and at the same time allow the salt households to make money.At that time, it seemed that there was a risk of decapitation!However, Cheng Zhengkui is not afraid. He believes that the salt law of the past is no longer fully compatible with the current salt industry.If it is not in line with the actual situation today, then reform is necessary. Only reform can ensure the smooth development of the salt industry today.Therefore, only by reforming the salt law can the positive effect of the salt law continue to be maintained.

The Salt Affairs Department really listened to Cheng Zhengkui's suggestion, thinking that this person was knowledgeable and talented, so he applied for his appointment as an official, and the emperor issued an edict to accept it.So Cheng Zhengkui was hired as a consultant to the Salt Affairs Department.Not long after he took office, he put forward a series of reform proposals for the salt department and salt affairs.Cheng Zhengkui's reputation became more and more widespread, and many of the salt affairs in Jiangsu and Zhejiang were handled by him.

In business operations, legal operation can be said to be the country's minimum requirements for businessmen, and it is also the basic principle of self-love and self-discipline for businessmen.Although the era is different, the connotation of the law and the interests it safeguards are not exactly the same, but the concept and culture of businessmen, as a spirit of the times, are interlinked from ancient to modern.From this point of view, the tradition of Huizhou businessmen operating strictly according to the law is still worthy of our praise today.

Business experience

In business operations, legal operation can be said to be the country's minimum requirements for businessmen, and it is also the basic principle of self-love and self-discipline for businessmen.

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