Business Experience: The Business Wisdom of China's Top Ten Business Groups
Chapter 6 Lushang - Suffering and Suffering to Become a Master
Chapter 6 Lushang - Suffering and Suffering to Become a Master
Shandong people are simple, kind, forthright and honest.Because of this, compared with other businessmen, Shandong businessmen's way of getting rich is more simple and straightforward.In the long-term commercial operation activities, Shandong merchants have gradually formed a set of relatively complete management methods including forecast analysis, business strategy, and business style.These effective business methods provide reference and guidance for people in the current and future generations to engage in business activities.At the same time, it also constitutes an important part of our country's modern commercial culture.It can be said that Shandong's commercial culture with rich connotations is not only a precious heritage of my country's ancient economic culture, but also injects new vigor and vitality into the modern economy.
Hardship is the top priority, being pragmatic and truth-seeking When it comes to Shandong people, many people have the impression that they can endure hardship.The Zhu Kaishan family who can endure hardships and stand hard work in the TV series "Crossing the Guandong" is a typical representative of Shandong people.Indeed, Shandong people are one of the most hard-working groups among Chinese people. They are willing and able to bear hardships.
Whether it is on the docks in the north or in the mines, quite a number of people who do heavy manual work are from Shandong.No wonder the Germans said: There are no better railway workers and miners than the Shandong people, because they can bear any hardship.
In the city of Beijing, there used to be a group of Shandong people who could endure hardships and stand hard work.In Beijing, a metropolis with tens of millions of people, people consume thousands of tons of vegetables and fruits every day.There are many large and medium-sized vegetable wholesale markets in the city, and most of the people who rent houses and live in the wholesale markets are Shandong Dahan.why?Because the business of wholesale vegetables is particularly hard, non-Shandong Dahan can't bear it.
The quality of hard work and hard work of Shandong people seems to be a kind of tradition, which has a long history in history.At that time, Confucius led his disciples to travel around the world, wandering around, bumping into walls everywhere, and suffering all the hardships in the world.Mencius once said: "Heaven will send a great mission to the people of Sri Lanka, and they must first suffer from their hearts and minds, exhaust their muscles and bones, starve their bodies and skins, and empty their bodies..." Under the induction of this spirit of "suffering their minds and minds", the land of Qilu There have been plenty of celebrities known for eating hard for fun.
If you look through the roster of star entrepreneurs in Shandong, you will see that they all have the same characteristic: hardship is the top priority.From Wang Tingjiang, Secretary of the Party Branch of Shenquanzhuang Village, Linyi City, to Zhang Ruimin, CEO of Haier Group; from Jinan Iron and Steel Group to Qingdao Hisense Group... these entrepreneurs are all diligent and hardworking, which has become the style of Shandong entrepreneurs .
Some people say that on China's economic stage, Shenzhen is an "idol group", while Shandong is a "power group". The strength comes from the hard-working spirit of Shandong people.Shandong people generally have a kind of "asceticism", which regards suffering as the foundation, pride in suffering, and enjoyment in suffering.The hard-working spirit of Shandong people is not only recognized by the Chinese people, but also famous in the world.In terms of ability to bear hardships and perseverance, the Europeans who are famous for their ability to endure hardships will not surpass them.
In 1992, a group of workers from Shandong Weifang Diesel Engine Factory went to Austria to demolish the Steyr factory and transported all the equipment back to China.According to the requirements, the demolition should be completed within 9 months.At that time, the weather in Austria was very cold, and the demolition work was unprecedentedly difficult.These Shandong workers showed the spirit of being able to endure hardships and worked day and night.In the case of no casualties, it took only 6 months to complete the demolition work.The Austrians were very surprised. They even said: "Chinese, yes! People from Shandong can really endure hardship."
Shandong people are not only able to bear hardships, but also very pragmatic.They focus on practical results rather than fame.Once they identify the goal, they will struggle and pursue it step by step; whatever they do, they must achieve a goal, otherwise it will be considered futile.
In China, people from Shandong were the first to put forward the idea of "driving the economy with tourism and promoting tourism with the economy".Weifang City, Shandong Province was the first to set up a "Kite Festival" to promote economic development with the "Kite" culture.Since the "Kite Festival" was held, Weifang's economy has developed rapidly.Tai'an City launched the "Taishan International Mountaineering Festival".There are many such fruitful cultural festivals in Shandong, which reflect the pragmatic spirit of Shandong people.
Many people think that bearing hardships and standing hard work, being pragmatic and willing to do things are outdated. Modern people pay more attention to bearing hardships when doing business. Modern people pay more attention to brains.Is the truth really like this?no!As the saying goes: small bosses make money by hard work, medium bosses make money by business management, and big bosses make money by investment decisions.But which of the middle bosses and the big bosses didn't develop from the small bosses?Which one doesn't cultivate to a positive result only after going through hardships?
In the initial stage of doing business, an excellent businessman especially needs the spirit of bearing hardships, which will never go out of style.As the saying goes: "If you can endure hardship, you will suffer for half your life; if you cannot endure hardship, you will suffer for a lifetime."
Business experience
In the initial stage of doing business, an excellent businessman especially needs the spirit of bearing hardships, which will never go out of style.It is the character of Shandong people to be forthright and forthright, to seek profit with righteousness and to emphasize loyalty.They talk about loyalty, credibility, and loyalty, and they are willing to do anything for their friends, even if they treat strangers with justice.
There is such a story, it is said that a foreigner was passing through Shandong, and when it was snowing heavily, he asked an old man in Shandong where there was an inn.The old man said: "Every house in Shandong is an inn. If you don't think it's dirty, you can stay here!" The old man put the outsider in a wing room and never saw each other again.Although the outsiders said they were hungry, they didn't dare to have the idea of begging for food anymore, so they went to bed hungry.After a while, the old man came in and saw that the guest had fallen asleep, so he said angrily, "Why are you sleeping? Look down on me. Although my family is poor, I can afford you a meal!" The outsider got up and saw the old man There are several dishes, including wine and meat, all prepared for the Chinese New Year!The outsiders were very moved.
It snowed heavily for several days, and the old man entertained with wine and meat every day; when the snow stopped, outsiders prepared to say goodbye to the old man.The old man said: "You think I will support you for the rest of your life!" The outsider expressed that they bothered the old man for days and wanted to pay the old man.Now the old man became angry: "Do you think I am an inn owner? Want to earn your money? Go, go quickly! Don't think that my words are ugly, if you give money, you will look down on me." The guest hurriedly took back the money and asked The old man thanked him, and the old man became even more angry: "Thank you? A few meals can't make me poor!"
This is a typical Shandong person, straightforward but loyal.
Someone once made such a hypothesis: if a needle is dropped in a house, the Shandong people and Jiangsu and Zhejiang people in the house will react differently to it.The reaction of Jiangsu and Zhejiang people is likely to be: their astute ears seem to have heard the faint sound of the needle falling, and their astute minds will immediately start to calculate where the needle fell, and then find a way to find a magnet. Roll on the spot and suck up the needle.When the needle is found, they carefully hide it so that it is not lost again.In order to celebrate this small success, they may sing a melodious piece of Yue opera or Sizhu tune or Pingtan to express their comfort.The Shandong people are different. They probably squat down on the ground immediately and feel the ground with both hands, inch by inch, until they reach it.Their hands are their tools, and they don't use magnets as smartly as Jiangsu and Zhejiang people.After finding the needle, Shandong people will casually throw it on the table or window sill, pat the dirt on their body, and go to do other things as if nothing happened.This reflects the forthright and loyal side of Shandong people.
The frank and heroic character of Shandong people comes from the deep cultural psychology of Shandong people, and it comes out from the bones.As the saying goes, heroes love heroes, and heroes respect heroes.The straightforward personality of Shandong people is very popular in the northern provinces, and many northern businessmen especially appreciate the straightforwardness and boldness of Shandong people.
In the early 20s, the Compass quartz clock produced by Jinan Watch Factory had high travel time accuracy, with a daily error of less than 80 seconds. One battery can be used for more than one year, and the clock has a long life. It is a good product for timing and beautifying the environment.But later, due to the shrinking market, the factory was almost paralyzed.So, the desperate factory director came to Beijing all the way, put 0.8 yuan on the desk of the director of CCTV, and said: "Our products are the best, but there is no market. This is the last 3000 yuan of the whole factory. it depends on you."
The boldness of this Shandong man left a deep impression on everyone present.Shortly thereafter, people heard the crisp and melodious bell of Combas after CCTV's "News Network".Not long after, the same factory manager came to Beijing for the second time and brought millions of yuan in sales profits for CCTV as advertising expenses.
The frankness and arrogance of Shandong people will also be fully displayed in business negotiations.In business negotiations, Shandong people tend to attach great importance to the friendship between the two parties, and would rather suffer a small loss than take advantage of others.
Any outsider who has had contact or contacts with Shandong people usually describes Shandong people as: honest and tolerant, unpretentious, enthusiastic and frank, sincere and straightforward, kind and generous, as simple as a red sorghum.
Business experience
Shandong businessmen value loyalty, credibility, and loyalty, and are willing to do anything for their friends.Long-distance trafficking, the way to get rich by running the Shandong business gang on the ground, in a nutshell, is the way of long-distance selling and doing business on the ground.
Engaging in long-distance trafficking is the simplest and most direct way for Shandong businessmen to make money.Many people in the Shandong Merchant Gang are peddlers, and peddlers are businessmen engaged in long-distance trafficking and wholesale and resale of commodities.For example, Shandong merchants transported and sold fish salt from the coast of Shandong, mountain products from mountainous and hilly areas, golden jujubes from Leling County, honey peaches from Feicheng County, tussah silk from nearby counties of Zhoucun and other products and raw materials. field.During the Daoguang period, Shandong merchants transported soybeans and wheat "tens of millions of stones" from Shandong to Shanghai every year.At the end of the Qing Dynasty, the tobacco leaves transported from Dongping Prefecture to Zhili were "about [-] catties old".
At the same time, Shandong merchants also shipped the local specialties of the province to other places in exchange for commodities they did not produce but needed.For example, during the Qianlong and Jiaqing periods, merchants in Yi County passed through the canal and exchanged "all wheat, beans and coal" in the local area for "exotic and precious goods" in the south of the Yangtze River.In addition, Shandong merchants also transported products that they produced but could not meet the needs from other places to Shandong for sale.
Shandong merchants traveled back and forth between the two places of production and sales, and their whereabouts were uncertain.According to the demand relationship, they traffic back and forth, and use the price difference between the two places of production and sales to seek the middle price difference, so as to achieve the purpose of making a fortune.Of course, this also promoted the circulation of commodities and played a beneficial role in the development of social economy.
The operating mode of Hongshang is long-distance trafficking trade, which is highly mobile and difficult to manage and control.In the Ming Dynasty, the imperial court had very strict management over peddlers. When a peddler went out to do business, he first had to pay a sum of money to the government and apply for a road guide (also called a customs bond).After obtaining the approval of the government and receiving the certificate issued by the government - Luyin, you can travel far. This money is called Luyinqian.The government will arrest and punish those who fail to quote, or whose quotes do not match, or hold false quotes.At the beginning of the Ming Dynasty, Zhu Yuanzhang made a regulation: those who do business without a guide (road lead), even the elderly, should be "arrested and sent to the government, punished for wandering food, killing themselves in severe cases, and fleeing with tattoos in light cases."
For this reason, in addition to long-distance trafficking, the vast majority of Shandong businessmen operate on the ground, which is called "Zuo Jia".Zuojia, also known as shop household, bank household or shop line, refers to those who open shops and sell goods in cities and towns.The composition of sitting merchants is relatively complicated. There are people who have opened shops for generations, and those who have changed from merchants to shop owners, as well as wealthy people, small handicraftsmen, soldiers, and officials.
The life of Zuo Jia is relatively stable, mainly engaged in the retail and wholesale business of various commodities, directly contacting consumers, and obtaining commercial profits from the "expensive selling" of commodities.In Pingdu Prefecture, Shandong Province, "there are many merchants who sit in Jiajia, and Mao moves only a few hundred miles away."
All in all, the Shandong merchant gang is rich in goods, wins steadily, and is straightforward, simple and unpretentious.
Business experience
The way to get rich of the Shandong business gang, in a nutshell, is the business operation method of long-distance sales and sitting on the ground.How strong is the power to unite and unite like ants?One man once saw the feat of ants:
A large river suddenly surrounded a small piece of land, and many ants lived on this land.Ants that don't know water are very sensitive to water. If it is going to rain heavily, they can always know in advance.But this time it was because a man had dug a ditch to water his vegetable garden.Natural disasters can be predicted, but ants cannot predict man-made disasters.The ants crawled out of the cave, panicked for a while, and then the ants began to be orderly. They gathered, gathered, gathered again, and finally gathered into a big ant group.At this time, the water overflowed, and the ant cluster floated on the water surface, and under the blowing of the breeze, the ant cluster rolled and rolled forward on the water surface.None of the ants let go, and the ant group seemed to float forward very lightly.Finally, the ant group arrived on land...
The man was dumbfounded.He was thinking, if some ants don't want to be outside but want to be safe inside, will there still be such a tight group of ants?If more ants think like this, will there still be an ant colony?Why is this so?The reason is that the ants are very united.
Shandong people also have the spirit of unity like ants.The most prominent manifestation of the spirit of solidarity and mutual assistance among Shandong people who are doing business abroad is that they attach great importance to the relationship with fellow villagers.They have a very strong concept of fellow countrymen. When two people who met by chance, as long as they say they are fellow villagers, they will immediately lose their guard and talk about everything.
Faced with the rapid economic development of Shandong in recent years, someone once summed up experience and said that Guangdong relies on opening up, Beijing relies on the central government, and Shandong relies on fellow villagers.It seems that this sentence still has some truth.No matter where the world is, Shandong people are very close to fellow villagers.As the saying goes: "When a fellow countryman sees a fellow countryman, his eyes will be filled with tears." Although the tears are a bit exaggerated, Shandong people absolutely believe that the fellow countrymen are easy to handle.
The reason why Shandong people attach importance to nostalgia may have something to do with their location in the hometown of Confucius and Mencius.Shandong people value both tradition and blood. Families with the same surname always live together. Even if they are separated for some reason, the inextricable connection between them will still be severed.Needless to say, if you need help with anything, even if you have nothing to do, the part that was allocated will never forget to go home and have a look. They will place rich sacrifices in front of their ancestors' graves to show their filial piety.Shandong people value the relationship with fellow villagers, which is undoubtedly influenced by this traditional habit.
Shandong people doing business abroad pay attention to a kind of team spirit, and the "Shandong Business Gang" is the best embodiment of their unity.At that time, Shandong guild halls spread all over major commercial cities, and the nostalgia, accent, and friendship were the bonds of this commercial group.
Due to historical reasons, Northeast China can be said to be the second hometown of Shandong people.Every time around the Spring Festival, the buses between Northeast and Shandong are very busy and crowded, mainly for visiting relatives and friends.Therefore, the Northeast is also an important area for Shandong people to do business.Some commodities produced in Shandong have a large market in the Northeast, and even had a strong impact on some local commodities.This is not to say that people in the Northeast like to use Shandong products, but because most of the people in the Kanto region in the Northeast are from Shandong in history.As an entrepreneur from Shandong said: "The fellow villagers cooperate well, not only saving labor but also saving money."
Business experience
The villagers cooperate well, which not only saves labor but also saves money.Use all available resources Nature and society are generous to each individual, they create and provide various resources.For human society, good use of various resources is the foundation of success.
Scientists have discovered that some animals can make good use of the resources around them.Off the coast of the Aleutian Islands and the Kamchatka Peninsula in the North Pacific, groups of sea otters can sometimes be seen emerging from the water, each turning over and swimming on their backs.They put the stones they carry on their belly as a chopping board, and then grab the caught sea urchin or crab with their forelimbs, and knock hard on the stone anvil of the "dining table".After the shell was smashed, the sea otter slowly turned over and tasted the fresh seafood leisurely.
It was later discovered that the stones used by sea otters are all square or rectangular flat stones.The reason for this is obvious. Round pebbles tend to roll off the sea otter's belly, while flat pebbles sit securely on top.However, most of the stones on the beach are in the shape of pebbles, and such flat stones are very difficult to find.It can be seen that sea otters also spent a lot of time in selecting tools.
To be successful in business, we need to learn to use the resources around us like sea otters.Shandong merchants are a group that is good at using the resources around them.
Shandong is a place with superior geographical location and easy to do business, where the transportation is convenient and extends in all directions.To enter Beijing from the southeast and central provinces, Shandong is the only place to pass through, so it is called "the channel from the south to Beijing".Shandong's river transportation (referring to the Grand Canal flowing through the territory) is also relatively developed. Linqing, Jining and other places along the canal are well-known wharfs, especially Linqing is a big wharf.Linqing in the Ming Dynasty was very prosperous and bustling with "merchants gathered and goods filled in parallel".In the Qing Dynasty, Linqing became even more prosperous, and it became a place of contention for merchants of "Jianghan in Nantong, Yanzhao in Beijing".In addition, Shandong Province has thousands of miles of coastline. Along this sea route, you can go up to Tianjin, Dalian, and Yingkou, and go south to Shanghai and Nanjing. This is also a great commercial advantage.Starting from Shandong, you can also travel overseas, reaching Japan, the Korean Peninsula and other places.
It is the above-mentioned unique geographical conditions that enable Shandong businessmen to embark on a road to success.
In the past, there was a Zhao's store in Shandong, where the owner Zhao made money by taking advantage of the favorable location.Zhao's family was very poor when he was a child, so he came to Liaocheng, Shandong Province as an apprentice when he was a teenager.After being an apprentice for several years, Mrs. Zhao also grew up, and he also accumulated some funds accordingly.At this time, he set his sights on more than ten acres of low-lying land in West City. This low-lying land is located in the city center. Due to the accumulation of filth for many years, it smells so bad that the owner of the low-lying land is eager to sell it.Zhao took the opportunity to buy it at a low price, opened a shop in the depression, and then erected a pole and hung a flag in the center of the depression.The store sells some scones and snacks, and when children from the neighborhood came to buy them, Mrs. Zhao told the children that as long as they could hit the flags with stones, they could get free food.The children have nothing to do, they play here all day long, and exchange food with flags.One spreads it to ten, ten spreads it to a hundred, so that all the children in Liaocheng go to the lowlands to shoot flags for fun.In this way, in less than a month, the sewage pool has been filled with rubble and masonry.
Seeing that the depression has been leveled, the wise Mr. Zhao transported some soil to level the land, then bought some wood, and built 20 houses here as hotels.Because this depression is located in the bustling area of the city center, and there are many people coming and going to stay, his shop business is particularly prosperous.Later, he saw that Shandong was located on the north-south main road, so he opened more than a dozen chain stores by the Grand Canal, specially for merchants traveling from south to north to stay, and made a lot of money.
It can be seen that as an excellent businessman, it is very important to learn how to make good use of all available resources.Learn to use resource advantages to create opportunities, grasp opportunities, and seize opportunities. Only in this way can we create a sky of our own.
Business experience
Being good at using various resources is the foundation of success.Dare to spend a lot of money on advertisements Shandong people are good at promoting themselves. If there is any movement, they will immediately publicize it loudly, and it is all-round, and even compiled into an allegro, such as "Lang Li Ge Lang, Lang Li Ge Lang, there is a man in Shandong." Wu Erlang, kill the big tiger with three punches" or something like that.
In shopping malls, Shandong businessmen are better at promoting themselves.Shandong businessmen are willing to spend money on advertising.In Sun Tzu's Art of War, the emphasis is on the strategy of attacking troops, the coexistence of odd and positive, and showing momentum.Shandong businessmen understood this point of Sun Tzu's Art of War, so they did not hesitate to spend money on advertising.To seize the market, there is no advertising.Behind many brand-name products, advertising planning with lofty ideas and clever ideas is indispensable.As a major economic province in China, many business people in Shandong have realized that in order to get the golden key to open the market, they must launch famous brands; and to implement the famous brand strategy, they must increase advertising efforts to become household names.
Shandong businessmen are willing to spend money on advertising to make their products more "famous" than others.In Shandong, every successful enterprise or product has a well-known slogan throughout the country.Such as "Haier - sincerity forever", "Wear golden monkey leather shoes, walk the golden road", "Drip Lu flowers, fragrant fragrance" and so on.It is precisely because these products have good advertising that they quickly entered and occupied the market, making them attract the attention of many consumers as soon as they went on the market.In order to promote their products, merchants in Shandong did not hesitate to invest huge sums of money. For example, Shandong alcoholic beverage companies competed for the "Biao Wang" with boldness, which is a feat that ordinary merchants dare not do.
At the end of 1995, Qinchi distillery became the "standard king" of CCTV with a price of 6666 million yuan.In this way, a little-known small winery in Shandong, under the leadership of the director Wang Zhuosheng, quickly became the focus of public attention with the help of advertising and news media. In 1996, Qinchi Distillery achieved a sales revenue of 9.5 million yuan and a profit and tax of 2.2 million yuan. Especially in the autumn of 1996, the monthly sales were over 1996 million yuan.In order to achieve greater expansion, at the end of 1997, in the 3.2 CCTV prime-time advertisement "Biao Wang" competition held in Beijing, Shandong Qinchi Winery won the CCTV prime-time advertisement again with a huge sum of [-] million yuan. "Standard King".Although Qin Chi later declined due to the blending of Sichuan wine, its practice of quickly opening up the market relying on advertising is still commendable.
At a gathering of the wine industry, the director of a famous winery in a certain province met his counterparts in Shandong, and jokingly said: "Look, here comes the madman from Shandong." It's because they are too daring to spend money on advertising.
Like Wang Zhuosheng's approach, the risk is too great for an enterprise to bear.He seems to put the success or failure of the product on the advertisement. Rather than saying that this is a means of market competition using advertising investment, it is better to say that this is a huge "big gamble".You must know that this kind of advertising campaign is not easy for ordinary businessmen to try.
Shandong businessmen have achieved certain results in the advertising campaign, but they did not stop there. They found another more intuitive and effective brand promotion strategy.Although advertising is a good form of brand building, news is a more effective, longer-lasting, and more credible way of building a brand than advertising.
If one were to choose the Chinese company that is best at using the brand of news dissemination, people would choose Haier without hesitation.Because Zhang Ruimin's popularity and Haier's popularity are mainly based on news media and news channels.Haier can use CCTV to spread its brand without spending a penny.In the past three years, CCTV has introduced Haier in the "News Network" at least three times a year, each time for at least one and a half minutes.
The reason why a company like Haier can achieve such great success is that it took the lead in setting off a management revolution in China when most companies were still obsessed with opportunism.Throughout Haier's development history of more than ten years, it is ahead of its peers at several critical junctures. Its management revolution reflects the twists and turns of China's reform and opening up like a hologram.It is good at creating momentum, and then it is good at taking advantage of the situation. The situation is becoming more and more open, and the realm is always superior to others.
Business experience
To get the golden key to open the market, you must launch a famous brand; and to implement the famous brand strategy, you must increase the intensity of advertising and strive to become a household name.Creating something out of nothing is also a kind of wisdom. Anyone who has read "The Romance of the Three Kingdoms" knows the story of Zhuge Liang cleverly setting up an empty city plan to scare off Sima Yi's army. This is actually a typical wisdom out of nothing.
Zhuge Liang stationed troops in Yangping, and sent all his troops to attack the Wei army, leaving only a few old and weak soldiers in the city.Suddenly, I heard that Sima Yi, the governor of the Wei army, led an army of 15 to attack the city.Zhuge Liang was fearless in the face of danger, and sent orders to open the gates of the city, and sent people to sweep the gates of the city.Zhuge Liang himself boarded the tower, sat upright and played the piano, with a calm attitude, and the sound of the piano was not chaotic.When Sima Yi came to the city, seeing this situation, he became suspicious, fearing that there would be an ambush in the city, so he dared not enter, but immediately ordered the troops to retreat.
Similarly, in commercial activities, creating something out of nothing is also a kind of superb wisdom, and many people also jokingly call it "empty glove white wolf".Empty glove white wolf has a special meaning. According to statistics, about [-]% of billionaires are born in poverty or have low education. Astonishing miracles, won enviable wealth and fame.
As one of the overlords in the beverage market, Huiyuan Group is now well-known and known to all women and children.Because its corporate leaders keep a low profile and rarely show their faces in public, the leadership of Huiyuan always gives people a sense of mystery.But when it comes to the entrepreneurial story of Zhu Xinli, the founder of Huiyuan, people in the industry all admire it.
Zhu Xinli was originally a state cadre in Yiyuan County, Shandong Province. In 1992, Zhu Xinli resigned and went to sea to buy a local canning factory with a loss of more than 450 million yuan.The so-called buying is actually just a long-term promissory note.At that time, Zhu Xinli had no funds. Zhu Xinli was able to "buy" the cannery on the condition that he promised to save the cannery with the project, feed hundreds of workers in the original factory, and bear the debt of the original factory of [-] million yuan.
After Zhu Xinli acquired the canning factory, he first thought of a way to engage in compensation trade.Compensation trade was a common practice in international trade, but it was little known domestically at the time.Through the introduction of foreign equipment, Zhu Xinli used the product as collateral to produce products in China, sold the products back to foreign parties within a certain period of time, and used part or all of the income to offset the payment of the cooperation project in installments or in installments, and signed more than 800 million US dollars in one go list.
At the beginning of the second year, under the guidance of more than 20 German experts and engineers and technicians, Zhu Xinli's factory began to produce products.Maybe it was luck. At this moment, Zhu Xinli heard that Germany would hold two international food fairs in a row, so he immediately bought a ticket and went to the fair alone.It is said that due to lack of funds, Zhu Xinli could not afford two air tickets, so he did not bring an interpreter.When he arrived in Germany, he sought the help of local overseas Chinese, and signed the first batch of business in Munich, Germany and Lausanne, Switzerland: 500 tons of apple juice worth more than 3000 million US dollars were exported overseas.Zhu Xinli also found the precious first pot of gold.
With strong financial support, Zhu Xinli's development has been smooth sailing since then. In 1994, Zhu Xinli moved the headquarters from Shandong to Beijing.Today, Huiyuan has become the largest fruit juice manufacturer in China.Zhu Xinli's set of "karate" is now called "capital operation", and it also has great reference significance for today's entrepreneurs.
Business experience
In commercial activities, creating something out of nothing is also a kind of superb wisdom.
Doing business must be based on morality and integrity Shandong businessmen believe that doing business must be based on morality and integrity, whether it is dealing with customers or merchants, we must treat each other with sincerity.When buying and selling commodities, never lose weight.If the goods are found to be of poor quality, they would rather lose money than harm customers.They know very well that customers are willing to do business with them only if they are creditworthy, business ethics, and neither cheating nor deceitful.
Shandong is the hometown of Confucius and Mencius, the originator of Confucianism. Confucianism emphasizes "benevolence, righteousness, propriety, wisdom, and trustworthiness", which tells people to be humble, honest, and kind.Living in the "hometown of saints", the honesty and trustworthiness of Confucius and Mencius are fully reflected in Shandong businessmen.
During the Kangxi period, there were two merchants in Laiyang, one named Zhou Jixian and the other named Zuo Wensheng.The two of them met and left a good story.Once, when Zhou Jixian saw that Zuo Wensheng was going out to do business, he gave Zuo Wensheng 200 Wensheng to resell the goods, and agreed to pay [-]% of the interest at the current market price.
In the process of Zuo Wensheng reselling the goods, the market price happened to change. The 200 Wen money doubled and became 400 Wen.After returning, Zuo Wensheng met Zhou Jixian and handed over all the money earned by 200 Wen to Zhou Jixian. Zhou Jixian waved his hand and refused, saying: "We have agreed before that we can only charge half the interest. I can't ask for more money. .”
Zuo Wensheng insisted on giving all the extra money to Zhou Jixian. He said: "This is a profit from your money. How could I get this money privately!" Wen Sheng only accepted the money.After that, the two continued to cooperate, made a lot of money, and became local rich men.
Historically, Shandong businessmen have long regarded honesty and trustworthiness as the basic principle of doing business.In modern times, Shandong merchants still conduct commercial transactions based on the principle of honesty in the process of doing business.
Dongfang Enterprise Group Co., Ltd. in Linyi, Shandong is famous for its production of meat grinders and steel picks.In recent years, they have always insisted on winning with excellence, based on trust, and won the trust of many foreign businessmen with their good business reputation.
In the early 20s, when the company tried to produce 80# meat grinders, foreign businessmen urgently needed 32 units to be shipped first.At that time, the company’s iron-plated and tin-plated equipment had not been installed yet. In order not to delay the export of the meat grinder, they transported the rough to Jiangsu for iron-plated and tin-plated equipment overnight, and shipped it back to the factory the next day. All employees worked hard all day and night and completed it on time. Task.Later, when the accounts were settled, each set lost 100 yuan.But they believe that "temporary loss is a small account, and keeping promises to win the trust of customers is a big account."
Another example is the rapid rise of Haier Group, which also stems from their good business style of focusing on quality and reputation.As early as the mid-20s, one day, Haier Group held an all-staff meeting, and the atmosphere was extremely serious and dignified.80 brand-new refrigerators coming off the assembly line are neatly arranged on the stage, and a big hammer stands next to each refrigerator.After Zhang Ruimin, the director of the factory, finished speaking briefly and forcefully, he picked up the big hammer beside him and smashed it at the first refrigerator...
This is the Haier "December 12.6 Hammer Smashing Refrigerator" incident that has been widely circulated at home and abroad.Zhang Ruimin smashed the nine heavens with a "hammer", making Haier's quality awareness step into a realm higher than international standards.Today, Haier has stood at the forefront of the home appliance industry in the contemporary world, and Haier products have spread like stars in more than 80 countries and regions around the world.
In this way, Shandong merchants actively expanded the market with their high-quality service commitments, and repeatedly achieved success in business wars.
As the saying goes, shopping malls are like battlefields.Because the market is limited, in the limited cauldron, in order to get a few more mouthfuls of porridge, many merchants refurbished their tricks, came up with strange tricks, and fought in the dark.However, there are too few service methods that can stimulate people's consumption desire. "Buy one get one free", "lifetime warranty", "bloodletting big sale" and other tricks can no longer confuse consumers.In order to stand out in the business war and conquer many consumers, in addition to relying on quality and price, we must also develop new methods of service.The commitment system pioneered by the business community in Shandong has not only opened up the market, but also won the trust of consumers.
In April 1996, Tsingtao Brewery Company launched a promise to consumers: to ensure that Qingdao citizens drink the "wine of the month", and strive to drink the "wine of the week" and "wine of the day".Then, Tsingtao Brewery Company established more than 4 retail outlets and direct supply points in Qingdao, and invested tens of millions of yuan to purchase more than 200 direct supply transport vehicles to continuously send new beer from the production line to the market.It was this commitment that defeated the "non-brand army" of beer, made the citizens flock to it, and fresh Tsingtao beer became popular in the market.The success of this "promise" enabled Tsingtao Brewery to go north to Yantai and south to Shanghai to expand the national market...
In traditional Chinese society, there is a lack of laws and regulations in the economic field, and many economic activities are carried out artificially according to conventions.In this case, whether the businessmen are honest and trustworthy is particularly important, and Shandong businessmen are deeply influenced by Confucianism, honest and trustworthy, have good business qualities and ethics, and have established a good reputation in the business world.
Business experience
Doing business must be based on morality and integrity. Whether you are treating customers or merchants, you must treat each other with sincerity.
Selecting the right talents and managing the employment issue is related to the success or failure of the business, because all businesses must be done by people.As big as governing a country, as small as governing an enterprise, although their natures are different, the way to employ people is common in order to prosper.Therefore, many politicians in Chinese history have a consensus, which is called "those who win people prosper, and those who lose people lose".
The appointment of talents also occupies a very important position in the business field.Shandong businessmen know the way of employing people: "Appoint people on their merits and promote them on their merits", and "Employ people without doubting them, and doubting them without using them". This may be influenced by Confucianism.
During the Warring States period, there was a man in Shandong who was good at weaving white silk and straw sandals. After a certain amount was completed, he sold the white silk and straw sandals in the market.One day, he wanted to move to Yue.His wife said to him: "If you go to Yue country, you will definitely be poor." The Shandong man was a little puzzled, and his wife said: "White silk is used for hats, but Yue people are used to disheveled hair. It is used for wearing, but Yue people are used to being barefoot. You must know that after arriving in Yue, your strengths will be useless. A person can only become a useful person if he goes to a useful place and a place where his strengths can be used. Otherwise , in a useless place, even the best talent will become a mediocre person.” After hearing what his wife said, the man was enlightened, so he moved to Hebei to do business, and he became a rich man.
From this story, we can see that Shandong businessmen pay great attention to listening to other people's opinions.Shandong businessmen will fully explore talents in the process of operation, listen to their opinions, and let those capable people run their own businesses.Therefore, Shandong businessmen dare to abandon the traditional family business model and dare to pass on their business to people who are not from the same family.This was commendable in the feudal era at that time.
"China lacks everything, the most important thing is people." We are all familiar with this sentence.In some enterprises, the coming and going of people has created a kind of prosperity in personnel, and "flow" has become the most fashionable word at present.The leaders of some enterprises think that it doesn't matter. If one goes away, the other will come again. It doesn't matter if there is one more or one less.Although everyone has a long head, how many people can realize that not all people with long heads are talents.
Confucius said: "Government depends on people." Furthermore, whether it is governing the country or running an enterprise, the key to its vigorous vitality and sustainable development lies in talents; only with suitable talents can it be possible to implement first-class management. Achieve top-notch performance.
People in the world often say: "A thousand-mile horse often exists, but Bole does not often have one." Whether a horse is a thousand-mile horse is up to Bole, and this is Bole Xiangma.However, Zhang Ruimin, CEO of Haier Group, said that what China lacks is not Bole, but a mechanism to produce talents.For this reason, since Zhang Ruimin took over Haier, he advocated "horse racing" rather than "horse hunting" in the selection and use of talents.He does not engage in "Bo Le Xiangma", but provides a racecourse for employees, and creates a talent competition mechanism within the company to select and discover talents, so that employees will always be under a dynamic management mechanism.
Jack Welch, an outstanding practitioner of business management, told us: "Excellent leaders should be like coaches, 'cultivate' their employees and provide them with opportunities to realize their dreams."
Business experience
Whether it is governing a country or running an enterprise, the key to its vigorous vitality and sustainable development lies in talents; only with suitable talents can it be possible to implement first-class management and achieve first-class performance.To manage an enterprise well, the system is indispensable. As a businessman, to manage your own enterprise well, you must have a strict and standardized system, otherwise the enterprise will become a mess.In this regard, Shandong businessmen can always grasp just right.
Beijing "Ruifuxiang" silk shop is famous all over the country. His founder, Meng Luochuan, started from Zhangqiu, Shandong, step by step from Zhoucun to Yantai, from Qingdao to Tianjin, and then from Shanghai to Beijing. Spread across the country, he also became one of the famous businessmen of the time.
The success of the "Ruifuxiang" silk shop is largely due to proper management, which can be summed up in two points: strict and standardized.
In order to ensure the quality of the cloth, Meng Luochuan purchases those expensive and profitable silks and satins by fixed-point weaving and fixed-point printing and dyeing.For example, "Ruifuxiang" puts forward requirements such as colors and specifications for the varieties to be purchased according to the requirements of the market, and then goes to Suzhou and Hangzhou to find manufacturers for weaving, printing and dyeing, and concludes contracts.When inspecting the goods, pay special attention to checks, and the requirements are quite strict. Not only the quality must be checked, but also the design, color, width, length, weight, etc. must be checked and accepted one by one. .
Since there are many stores, "Ruifuxiang" attaches great importance to the image education of employees, requires employees to put the interests of the company first, and warns them to always realize that their personal image is the image of the company.A good business image comes from the customer's first impression of employees, and the quality of the first impression comes from the behavior of employees.For this reason, "Ruifuxiang" stipulates that no matter it is hot summer or severe winter, all salespersons should wear long gowns, not eat food that emits peculiar smell, such as green onions, garlic, etc., are not allowed to shake fans in front of customers, and are not allowed to quarrel with customers. , no chatting, no snacks, no smoking and drinking.
"Ruifuxiang" also worked hard to formulate a set of strict business procedures, requiring employees to strictly abide by them and implement them to the letter.For example, when customers enter the door, they should greet them with a smile, greet them warmly, and entertain them with tea, so that customers can choose slowly in the cloth store.For customers who want to buy cloth but are not sure, the salesperson must first understand whether the customer is buying for himself or on behalf of others, and then bring more samples for customers to choose.When picking up the goods, the salesperson should let the customer choose the middle and low-grade goods first, and if the customer is not satisfied, then let him choose the top-grade goods.For the goods, explain patiently until the customer is satisfied, and do not show boredom.When making a deal, if you need change, put the money neatly on the counter and wait for the customer to collect the money, and you are not allowed to hand it directly to the customer.After the transaction is completed, you must first check whether the silk is damaged, measure the size in front of the customer, make sure it is correct, and then cut it, wrap it up after cutting, and let the customer leave with satisfaction.
It can be seen that without good management, there would be no Ruifuxiang today.It can be said that management is success, management is efficiency, management is strength, and a strict and standardized management system is the foundation of doing business.
Business experience
Management is success, management is efficiency, management is strength, and a strict and standardized management system is the foundation of business.
(End of this chapter)
Shandong people are simple, kind, forthright and honest.Because of this, compared with other businessmen, Shandong businessmen's way of getting rich is more simple and straightforward.In the long-term commercial operation activities, Shandong merchants have gradually formed a set of relatively complete management methods including forecast analysis, business strategy, and business style.These effective business methods provide reference and guidance for people in the current and future generations to engage in business activities.At the same time, it also constitutes an important part of our country's modern commercial culture.It can be said that Shandong's commercial culture with rich connotations is not only a precious heritage of my country's ancient economic culture, but also injects new vigor and vitality into the modern economy.
Hardship is the top priority, being pragmatic and truth-seeking When it comes to Shandong people, many people have the impression that they can endure hardship.The Zhu Kaishan family who can endure hardships and stand hard work in the TV series "Crossing the Guandong" is a typical representative of Shandong people.Indeed, Shandong people are one of the most hard-working groups among Chinese people. They are willing and able to bear hardships.
Whether it is on the docks in the north or in the mines, quite a number of people who do heavy manual work are from Shandong.No wonder the Germans said: There are no better railway workers and miners than the Shandong people, because they can bear any hardship.
In the city of Beijing, there used to be a group of Shandong people who could endure hardships and stand hard work.In Beijing, a metropolis with tens of millions of people, people consume thousands of tons of vegetables and fruits every day.There are many large and medium-sized vegetable wholesale markets in the city, and most of the people who rent houses and live in the wholesale markets are Shandong Dahan.why?Because the business of wholesale vegetables is particularly hard, non-Shandong Dahan can't bear it.
The quality of hard work and hard work of Shandong people seems to be a kind of tradition, which has a long history in history.At that time, Confucius led his disciples to travel around the world, wandering around, bumping into walls everywhere, and suffering all the hardships in the world.Mencius once said: "Heaven will send a great mission to the people of Sri Lanka, and they must first suffer from their hearts and minds, exhaust their muscles and bones, starve their bodies and skins, and empty their bodies..." Under the induction of this spirit of "suffering their minds and minds", the land of Qilu There have been plenty of celebrities known for eating hard for fun.
If you look through the roster of star entrepreneurs in Shandong, you will see that they all have the same characteristic: hardship is the top priority.From Wang Tingjiang, Secretary of the Party Branch of Shenquanzhuang Village, Linyi City, to Zhang Ruimin, CEO of Haier Group; from Jinan Iron and Steel Group to Qingdao Hisense Group... these entrepreneurs are all diligent and hardworking, which has become the style of Shandong entrepreneurs .
Some people say that on China's economic stage, Shenzhen is an "idol group", while Shandong is a "power group". The strength comes from the hard-working spirit of Shandong people.Shandong people generally have a kind of "asceticism", which regards suffering as the foundation, pride in suffering, and enjoyment in suffering.The hard-working spirit of Shandong people is not only recognized by the Chinese people, but also famous in the world.In terms of ability to bear hardships and perseverance, the Europeans who are famous for their ability to endure hardships will not surpass them.
In 1992, a group of workers from Shandong Weifang Diesel Engine Factory went to Austria to demolish the Steyr factory and transported all the equipment back to China.According to the requirements, the demolition should be completed within 9 months.At that time, the weather in Austria was very cold, and the demolition work was unprecedentedly difficult.These Shandong workers showed the spirit of being able to endure hardships and worked day and night.In the case of no casualties, it took only 6 months to complete the demolition work.The Austrians were very surprised. They even said: "Chinese, yes! People from Shandong can really endure hardship."
Shandong people are not only able to bear hardships, but also very pragmatic.They focus on practical results rather than fame.Once they identify the goal, they will struggle and pursue it step by step; whatever they do, they must achieve a goal, otherwise it will be considered futile.
In China, people from Shandong were the first to put forward the idea of "driving the economy with tourism and promoting tourism with the economy".Weifang City, Shandong Province was the first to set up a "Kite Festival" to promote economic development with the "Kite" culture.Since the "Kite Festival" was held, Weifang's economy has developed rapidly.Tai'an City launched the "Taishan International Mountaineering Festival".There are many such fruitful cultural festivals in Shandong, which reflect the pragmatic spirit of Shandong people.
Many people think that bearing hardships and standing hard work, being pragmatic and willing to do things are outdated. Modern people pay more attention to bearing hardships when doing business. Modern people pay more attention to brains.Is the truth really like this?no!As the saying goes: small bosses make money by hard work, medium bosses make money by business management, and big bosses make money by investment decisions.But which of the middle bosses and the big bosses didn't develop from the small bosses?Which one doesn't cultivate to a positive result only after going through hardships?
In the initial stage of doing business, an excellent businessman especially needs the spirit of bearing hardships, which will never go out of style.As the saying goes: "If you can endure hardship, you will suffer for half your life; if you cannot endure hardship, you will suffer for a lifetime."
Business experience
In the initial stage of doing business, an excellent businessman especially needs the spirit of bearing hardships, which will never go out of style.It is the character of Shandong people to be forthright and forthright, to seek profit with righteousness and to emphasize loyalty.They talk about loyalty, credibility, and loyalty, and they are willing to do anything for their friends, even if they treat strangers with justice.
There is such a story, it is said that a foreigner was passing through Shandong, and when it was snowing heavily, he asked an old man in Shandong where there was an inn.The old man said: "Every house in Shandong is an inn. If you don't think it's dirty, you can stay here!" The old man put the outsider in a wing room and never saw each other again.Although the outsiders said they were hungry, they didn't dare to have the idea of begging for food anymore, so they went to bed hungry.After a while, the old man came in and saw that the guest had fallen asleep, so he said angrily, "Why are you sleeping? Look down on me. Although my family is poor, I can afford you a meal!" The outsider got up and saw the old man There are several dishes, including wine and meat, all prepared for the Chinese New Year!The outsiders were very moved.
It snowed heavily for several days, and the old man entertained with wine and meat every day; when the snow stopped, outsiders prepared to say goodbye to the old man.The old man said: "You think I will support you for the rest of your life!" The outsider expressed that they bothered the old man for days and wanted to pay the old man.Now the old man became angry: "Do you think I am an inn owner? Want to earn your money? Go, go quickly! Don't think that my words are ugly, if you give money, you will look down on me." The guest hurriedly took back the money and asked The old man thanked him, and the old man became even more angry: "Thank you? A few meals can't make me poor!"
This is a typical Shandong person, straightforward but loyal.
Someone once made such a hypothesis: if a needle is dropped in a house, the Shandong people and Jiangsu and Zhejiang people in the house will react differently to it.The reaction of Jiangsu and Zhejiang people is likely to be: their astute ears seem to have heard the faint sound of the needle falling, and their astute minds will immediately start to calculate where the needle fell, and then find a way to find a magnet. Roll on the spot and suck up the needle.When the needle is found, they carefully hide it so that it is not lost again.In order to celebrate this small success, they may sing a melodious piece of Yue opera or Sizhu tune or Pingtan to express their comfort.The Shandong people are different. They probably squat down on the ground immediately and feel the ground with both hands, inch by inch, until they reach it.Their hands are their tools, and they don't use magnets as smartly as Jiangsu and Zhejiang people.After finding the needle, Shandong people will casually throw it on the table or window sill, pat the dirt on their body, and go to do other things as if nothing happened.This reflects the forthright and loyal side of Shandong people.
The frank and heroic character of Shandong people comes from the deep cultural psychology of Shandong people, and it comes out from the bones.As the saying goes, heroes love heroes, and heroes respect heroes.The straightforward personality of Shandong people is very popular in the northern provinces, and many northern businessmen especially appreciate the straightforwardness and boldness of Shandong people.
In the early 20s, the Compass quartz clock produced by Jinan Watch Factory had high travel time accuracy, with a daily error of less than 80 seconds. One battery can be used for more than one year, and the clock has a long life. It is a good product for timing and beautifying the environment.But later, due to the shrinking market, the factory was almost paralyzed.So, the desperate factory director came to Beijing all the way, put 0.8 yuan on the desk of the director of CCTV, and said: "Our products are the best, but there is no market. This is the last 3000 yuan of the whole factory. it depends on you."
The boldness of this Shandong man left a deep impression on everyone present.Shortly thereafter, people heard the crisp and melodious bell of Combas after CCTV's "News Network".Not long after, the same factory manager came to Beijing for the second time and brought millions of yuan in sales profits for CCTV as advertising expenses.
The frankness and arrogance of Shandong people will also be fully displayed in business negotiations.In business negotiations, Shandong people tend to attach great importance to the friendship between the two parties, and would rather suffer a small loss than take advantage of others.
Any outsider who has had contact or contacts with Shandong people usually describes Shandong people as: honest and tolerant, unpretentious, enthusiastic and frank, sincere and straightforward, kind and generous, as simple as a red sorghum.
Business experience
Shandong businessmen value loyalty, credibility, and loyalty, and are willing to do anything for their friends.Long-distance trafficking, the way to get rich by running the Shandong business gang on the ground, in a nutshell, is the way of long-distance selling and doing business on the ground.
Engaging in long-distance trafficking is the simplest and most direct way for Shandong businessmen to make money.Many people in the Shandong Merchant Gang are peddlers, and peddlers are businessmen engaged in long-distance trafficking and wholesale and resale of commodities.For example, Shandong merchants transported and sold fish salt from the coast of Shandong, mountain products from mountainous and hilly areas, golden jujubes from Leling County, honey peaches from Feicheng County, tussah silk from nearby counties of Zhoucun and other products and raw materials. field.During the Daoguang period, Shandong merchants transported soybeans and wheat "tens of millions of stones" from Shandong to Shanghai every year.At the end of the Qing Dynasty, the tobacco leaves transported from Dongping Prefecture to Zhili were "about [-] catties old".
At the same time, Shandong merchants also shipped the local specialties of the province to other places in exchange for commodities they did not produce but needed.For example, during the Qianlong and Jiaqing periods, merchants in Yi County passed through the canal and exchanged "all wheat, beans and coal" in the local area for "exotic and precious goods" in the south of the Yangtze River.In addition, Shandong merchants also transported products that they produced but could not meet the needs from other places to Shandong for sale.
Shandong merchants traveled back and forth between the two places of production and sales, and their whereabouts were uncertain.According to the demand relationship, they traffic back and forth, and use the price difference between the two places of production and sales to seek the middle price difference, so as to achieve the purpose of making a fortune.Of course, this also promoted the circulation of commodities and played a beneficial role in the development of social economy.
The operating mode of Hongshang is long-distance trafficking trade, which is highly mobile and difficult to manage and control.In the Ming Dynasty, the imperial court had very strict management over peddlers. When a peddler went out to do business, he first had to pay a sum of money to the government and apply for a road guide (also called a customs bond).After obtaining the approval of the government and receiving the certificate issued by the government - Luyin, you can travel far. This money is called Luyinqian.The government will arrest and punish those who fail to quote, or whose quotes do not match, or hold false quotes.At the beginning of the Ming Dynasty, Zhu Yuanzhang made a regulation: those who do business without a guide (road lead), even the elderly, should be "arrested and sent to the government, punished for wandering food, killing themselves in severe cases, and fleeing with tattoos in light cases."
For this reason, in addition to long-distance trafficking, the vast majority of Shandong businessmen operate on the ground, which is called "Zuo Jia".Zuojia, also known as shop household, bank household or shop line, refers to those who open shops and sell goods in cities and towns.The composition of sitting merchants is relatively complicated. There are people who have opened shops for generations, and those who have changed from merchants to shop owners, as well as wealthy people, small handicraftsmen, soldiers, and officials.
The life of Zuo Jia is relatively stable, mainly engaged in the retail and wholesale business of various commodities, directly contacting consumers, and obtaining commercial profits from the "expensive selling" of commodities.In Pingdu Prefecture, Shandong Province, "there are many merchants who sit in Jiajia, and Mao moves only a few hundred miles away."
All in all, the Shandong merchant gang is rich in goods, wins steadily, and is straightforward, simple and unpretentious.
Business experience
The way to get rich of the Shandong business gang, in a nutshell, is the business operation method of long-distance sales and sitting on the ground.How strong is the power to unite and unite like ants?One man once saw the feat of ants:
A large river suddenly surrounded a small piece of land, and many ants lived on this land.Ants that don't know water are very sensitive to water. If it is going to rain heavily, they can always know in advance.But this time it was because a man had dug a ditch to water his vegetable garden.Natural disasters can be predicted, but ants cannot predict man-made disasters.The ants crawled out of the cave, panicked for a while, and then the ants began to be orderly. They gathered, gathered, gathered again, and finally gathered into a big ant group.At this time, the water overflowed, and the ant cluster floated on the water surface, and under the blowing of the breeze, the ant cluster rolled and rolled forward on the water surface.None of the ants let go, and the ant group seemed to float forward very lightly.Finally, the ant group arrived on land...
The man was dumbfounded.He was thinking, if some ants don't want to be outside but want to be safe inside, will there still be such a tight group of ants?If more ants think like this, will there still be an ant colony?Why is this so?The reason is that the ants are very united.
Shandong people also have the spirit of unity like ants.The most prominent manifestation of the spirit of solidarity and mutual assistance among Shandong people who are doing business abroad is that they attach great importance to the relationship with fellow villagers.They have a very strong concept of fellow countrymen. When two people who met by chance, as long as they say they are fellow villagers, they will immediately lose their guard and talk about everything.
Faced with the rapid economic development of Shandong in recent years, someone once summed up experience and said that Guangdong relies on opening up, Beijing relies on the central government, and Shandong relies on fellow villagers.It seems that this sentence still has some truth.No matter where the world is, Shandong people are very close to fellow villagers.As the saying goes: "When a fellow countryman sees a fellow countryman, his eyes will be filled with tears." Although the tears are a bit exaggerated, Shandong people absolutely believe that the fellow countrymen are easy to handle.
The reason why Shandong people attach importance to nostalgia may have something to do with their location in the hometown of Confucius and Mencius.Shandong people value both tradition and blood. Families with the same surname always live together. Even if they are separated for some reason, the inextricable connection between them will still be severed.Needless to say, if you need help with anything, even if you have nothing to do, the part that was allocated will never forget to go home and have a look. They will place rich sacrifices in front of their ancestors' graves to show their filial piety.Shandong people value the relationship with fellow villagers, which is undoubtedly influenced by this traditional habit.
Shandong people doing business abroad pay attention to a kind of team spirit, and the "Shandong Business Gang" is the best embodiment of their unity.At that time, Shandong guild halls spread all over major commercial cities, and the nostalgia, accent, and friendship were the bonds of this commercial group.
Due to historical reasons, Northeast China can be said to be the second hometown of Shandong people.Every time around the Spring Festival, the buses between Northeast and Shandong are very busy and crowded, mainly for visiting relatives and friends.Therefore, the Northeast is also an important area for Shandong people to do business.Some commodities produced in Shandong have a large market in the Northeast, and even had a strong impact on some local commodities.This is not to say that people in the Northeast like to use Shandong products, but because most of the people in the Kanto region in the Northeast are from Shandong in history.As an entrepreneur from Shandong said: "The fellow villagers cooperate well, not only saving labor but also saving money."
Business experience
The villagers cooperate well, which not only saves labor but also saves money.Use all available resources Nature and society are generous to each individual, they create and provide various resources.For human society, good use of various resources is the foundation of success.
Scientists have discovered that some animals can make good use of the resources around them.Off the coast of the Aleutian Islands and the Kamchatka Peninsula in the North Pacific, groups of sea otters can sometimes be seen emerging from the water, each turning over and swimming on their backs.They put the stones they carry on their belly as a chopping board, and then grab the caught sea urchin or crab with their forelimbs, and knock hard on the stone anvil of the "dining table".After the shell was smashed, the sea otter slowly turned over and tasted the fresh seafood leisurely.
It was later discovered that the stones used by sea otters are all square or rectangular flat stones.The reason for this is obvious. Round pebbles tend to roll off the sea otter's belly, while flat pebbles sit securely on top.However, most of the stones on the beach are in the shape of pebbles, and such flat stones are very difficult to find.It can be seen that sea otters also spent a lot of time in selecting tools.
To be successful in business, we need to learn to use the resources around us like sea otters.Shandong merchants are a group that is good at using the resources around them.
Shandong is a place with superior geographical location and easy to do business, where the transportation is convenient and extends in all directions.To enter Beijing from the southeast and central provinces, Shandong is the only place to pass through, so it is called "the channel from the south to Beijing".Shandong's river transportation (referring to the Grand Canal flowing through the territory) is also relatively developed. Linqing, Jining and other places along the canal are well-known wharfs, especially Linqing is a big wharf.Linqing in the Ming Dynasty was very prosperous and bustling with "merchants gathered and goods filled in parallel".In the Qing Dynasty, Linqing became even more prosperous, and it became a place of contention for merchants of "Jianghan in Nantong, Yanzhao in Beijing".In addition, Shandong Province has thousands of miles of coastline. Along this sea route, you can go up to Tianjin, Dalian, and Yingkou, and go south to Shanghai and Nanjing. This is also a great commercial advantage.Starting from Shandong, you can also travel overseas, reaching Japan, the Korean Peninsula and other places.
It is the above-mentioned unique geographical conditions that enable Shandong businessmen to embark on a road to success.
In the past, there was a Zhao's store in Shandong, where the owner Zhao made money by taking advantage of the favorable location.Zhao's family was very poor when he was a child, so he came to Liaocheng, Shandong Province as an apprentice when he was a teenager.After being an apprentice for several years, Mrs. Zhao also grew up, and he also accumulated some funds accordingly.At this time, he set his sights on more than ten acres of low-lying land in West City. This low-lying land is located in the city center. Due to the accumulation of filth for many years, it smells so bad that the owner of the low-lying land is eager to sell it.Zhao took the opportunity to buy it at a low price, opened a shop in the depression, and then erected a pole and hung a flag in the center of the depression.The store sells some scones and snacks, and when children from the neighborhood came to buy them, Mrs. Zhao told the children that as long as they could hit the flags with stones, they could get free food.The children have nothing to do, they play here all day long, and exchange food with flags.One spreads it to ten, ten spreads it to a hundred, so that all the children in Liaocheng go to the lowlands to shoot flags for fun.In this way, in less than a month, the sewage pool has been filled with rubble and masonry.
Seeing that the depression has been leveled, the wise Mr. Zhao transported some soil to level the land, then bought some wood, and built 20 houses here as hotels.Because this depression is located in the bustling area of the city center, and there are many people coming and going to stay, his shop business is particularly prosperous.Later, he saw that Shandong was located on the north-south main road, so he opened more than a dozen chain stores by the Grand Canal, specially for merchants traveling from south to north to stay, and made a lot of money.
It can be seen that as an excellent businessman, it is very important to learn how to make good use of all available resources.Learn to use resource advantages to create opportunities, grasp opportunities, and seize opportunities. Only in this way can we create a sky of our own.
Business experience
Being good at using various resources is the foundation of success.Dare to spend a lot of money on advertisements Shandong people are good at promoting themselves. If there is any movement, they will immediately publicize it loudly, and it is all-round, and even compiled into an allegro, such as "Lang Li Ge Lang, Lang Li Ge Lang, there is a man in Shandong." Wu Erlang, kill the big tiger with three punches" or something like that.
In shopping malls, Shandong businessmen are better at promoting themselves.Shandong businessmen are willing to spend money on advertising.In Sun Tzu's Art of War, the emphasis is on the strategy of attacking troops, the coexistence of odd and positive, and showing momentum.Shandong businessmen understood this point of Sun Tzu's Art of War, so they did not hesitate to spend money on advertising.To seize the market, there is no advertising.Behind many brand-name products, advertising planning with lofty ideas and clever ideas is indispensable.As a major economic province in China, many business people in Shandong have realized that in order to get the golden key to open the market, they must launch famous brands; and to implement the famous brand strategy, they must increase advertising efforts to become household names.
Shandong businessmen are willing to spend money on advertising to make their products more "famous" than others.In Shandong, every successful enterprise or product has a well-known slogan throughout the country.Such as "Haier - sincerity forever", "Wear golden monkey leather shoes, walk the golden road", "Drip Lu flowers, fragrant fragrance" and so on.It is precisely because these products have good advertising that they quickly entered and occupied the market, making them attract the attention of many consumers as soon as they went on the market.In order to promote their products, merchants in Shandong did not hesitate to invest huge sums of money. For example, Shandong alcoholic beverage companies competed for the "Biao Wang" with boldness, which is a feat that ordinary merchants dare not do.
At the end of 1995, Qinchi distillery became the "standard king" of CCTV with a price of 6666 million yuan.In this way, a little-known small winery in Shandong, under the leadership of the director Wang Zhuosheng, quickly became the focus of public attention with the help of advertising and news media. In 1996, Qinchi Distillery achieved a sales revenue of 9.5 million yuan and a profit and tax of 2.2 million yuan. Especially in the autumn of 1996, the monthly sales were over 1996 million yuan.In order to achieve greater expansion, at the end of 1997, in the 3.2 CCTV prime-time advertisement "Biao Wang" competition held in Beijing, Shandong Qinchi Winery won the CCTV prime-time advertisement again with a huge sum of [-] million yuan. "Standard King".Although Qin Chi later declined due to the blending of Sichuan wine, its practice of quickly opening up the market relying on advertising is still commendable.
At a gathering of the wine industry, the director of a famous winery in a certain province met his counterparts in Shandong, and jokingly said: "Look, here comes the madman from Shandong." It's because they are too daring to spend money on advertising.
Like Wang Zhuosheng's approach, the risk is too great for an enterprise to bear.He seems to put the success or failure of the product on the advertisement. Rather than saying that this is a means of market competition using advertising investment, it is better to say that this is a huge "big gamble".You must know that this kind of advertising campaign is not easy for ordinary businessmen to try.
Shandong businessmen have achieved certain results in the advertising campaign, but they did not stop there. They found another more intuitive and effective brand promotion strategy.Although advertising is a good form of brand building, news is a more effective, longer-lasting, and more credible way of building a brand than advertising.
If one were to choose the Chinese company that is best at using the brand of news dissemination, people would choose Haier without hesitation.Because Zhang Ruimin's popularity and Haier's popularity are mainly based on news media and news channels.Haier can use CCTV to spread its brand without spending a penny.In the past three years, CCTV has introduced Haier in the "News Network" at least three times a year, each time for at least one and a half minutes.
The reason why a company like Haier can achieve such great success is that it took the lead in setting off a management revolution in China when most companies were still obsessed with opportunism.Throughout Haier's development history of more than ten years, it is ahead of its peers at several critical junctures. Its management revolution reflects the twists and turns of China's reform and opening up like a hologram.It is good at creating momentum, and then it is good at taking advantage of the situation. The situation is becoming more and more open, and the realm is always superior to others.
Business experience
To get the golden key to open the market, you must launch a famous brand; and to implement the famous brand strategy, you must increase the intensity of advertising and strive to become a household name.Creating something out of nothing is also a kind of wisdom. Anyone who has read "The Romance of the Three Kingdoms" knows the story of Zhuge Liang cleverly setting up an empty city plan to scare off Sima Yi's army. This is actually a typical wisdom out of nothing.
Zhuge Liang stationed troops in Yangping, and sent all his troops to attack the Wei army, leaving only a few old and weak soldiers in the city.Suddenly, I heard that Sima Yi, the governor of the Wei army, led an army of 15 to attack the city.Zhuge Liang was fearless in the face of danger, and sent orders to open the gates of the city, and sent people to sweep the gates of the city.Zhuge Liang himself boarded the tower, sat upright and played the piano, with a calm attitude, and the sound of the piano was not chaotic.When Sima Yi came to the city, seeing this situation, he became suspicious, fearing that there would be an ambush in the city, so he dared not enter, but immediately ordered the troops to retreat.
Similarly, in commercial activities, creating something out of nothing is also a kind of superb wisdom, and many people also jokingly call it "empty glove white wolf".Empty glove white wolf has a special meaning. According to statistics, about [-]% of billionaires are born in poverty or have low education. Astonishing miracles, won enviable wealth and fame.
As one of the overlords in the beverage market, Huiyuan Group is now well-known and known to all women and children.Because its corporate leaders keep a low profile and rarely show their faces in public, the leadership of Huiyuan always gives people a sense of mystery.But when it comes to the entrepreneurial story of Zhu Xinli, the founder of Huiyuan, people in the industry all admire it.
Zhu Xinli was originally a state cadre in Yiyuan County, Shandong Province. In 1992, Zhu Xinli resigned and went to sea to buy a local canning factory with a loss of more than 450 million yuan.The so-called buying is actually just a long-term promissory note.At that time, Zhu Xinli had no funds. Zhu Xinli was able to "buy" the cannery on the condition that he promised to save the cannery with the project, feed hundreds of workers in the original factory, and bear the debt of the original factory of [-] million yuan.
After Zhu Xinli acquired the canning factory, he first thought of a way to engage in compensation trade.Compensation trade was a common practice in international trade, but it was little known domestically at the time.Through the introduction of foreign equipment, Zhu Xinli used the product as collateral to produce products in China, sold the products back to foreign parties within a certain period of time, and used part or all of the income to offset the payment of the cooperation project in installments or in installments, and signed more than 800 million US dollars in one go list.
At the beginning of the second year, under the guidance of more than 20 German experts and engineers and technicians, Zhu Xinli's factory began to produce products.Maybe it was luck. At this moment, Zhu Xinli heard that Germany would hold two international food fairs in a row, so he immediately bought a ticket and went to the fair alone.It is said that due to lack of funds, Zhu Xinli could not afford two air tickets, so he did not bring an interpreter.When he arrived in Germany, he sought the help of local overseas Chinese, and signed the first batch of business in Munich, Germany and Lausanne, Switzerland: 500 tons of apple juice worth more than 3000 million US dollars were exported overseas.Zhu Xinli also found the precious first pot of gold.
With strong financial support, Zhu Xinli's development has been smooth sailing since then. In 1994, Zhu Xinli moved the headquarters from Shandong to Beijing.Today, Huiyuan has become the largest fruit juice manufacturer in China.Zhu Xinli's set of "karate" is now called "capital operation", and it also has great reference significance for today's entrepreneurs.
Business experience
In commercial activities, creating something out of nothing is also a kind of superb wisdom.
Doing business must be based on morality and integrity Shandong businessmen believe that doing business must be based on morality and integrity, whether it is dealing with customers or merchants, we must treat each other with sincerity.When buying and selling commodities, never lose weight.If the goods are found to be of poor quality, they would rather lose money than harm customers.They know very well that customers are willing to do business with them only if they are creditworthy, business ethics, and neither cheating nor deceitful.
Shandong is the hometown of Confucius and Mencius, the originator of Confucianism. Confucianism emphasizes "benevolence, righteousness, propriety, wisdom, and trustworthiness", which tells people to be humble, honest, and kind.Living in the "hometown of saints", the honesty and trustworthiness of Confucius and Mencius are fully reflected in Shandong businessmen.
During the Kangxi period, there were two merchants in Laiyang, one named Zhou Jixian and the other named Zuo Wensheng.The two of them met and left a good story.Once, when Zhou Jixian saw that Zuo Wensheng was going out to do business, he gave Zuo Wensheng 200 Wensheng to resell the goods, and agreed to pay [-]% of the interest at the current market price.
In the process of Zuo Wensheng reselling the goods, the market price happened to change. The 200 Wen money doubled and became 400 Wen.After returning, Zuo Wensheng met Zhou Jixian and handed over all the money earned by 200 Wen to Zhou Jixian. Zhou Jixian waved his hand and refused, saying: "We have agreed before that we can only charge half the interest. I can't ask for more money. .”
Zuo Wensheng insisted on giving all the extra money to Zhou Jixian. He said: "This is a profit from your money. How could I get this money privately!" Wen Sheng only accepted the money.After that, the two continued to cooperate, made a lot of money, and became local rich men.
Historically, Shandong businessmen have long regarded honesty and trustworthiness as the basic principle of doing business.In modern times, Shandong merchants still conduct commercial transactions based on the principle of honesty in the process of doing business.
Dongfang Enterprise Group Co., Ltd. in Linyi, Shandong is famous for its production of meat grinders and steel picks.In recent years, they have always insisted on winning with excellence, based on trust, and won the trust of many foreign businessmen with their good business reputation.
In the early 20s, when the company tried to produce 80# meat grinders, foreign businessmen urgently needed 32 units to be shipped first.At that time, the company’s iron-plated and tin-plated equipment had not been installed yet. In order not to delay the export of the meat grinder, they transported the rough to Jiangsu for iron-plated and tin-plated equipment overnight, and shipped it back to the factory the next day. All employees worked hard all day and night and completed it on time. Task.Later, when the accounts were settled, each set lost 100 yuan.But they believe that "temporary loss is a small account, and keeping promises to win the trust of customers is a big account."
Another example is the rapid rise of Haier Group, which also stems from their good business style of focusing on quality and reputation.As early as the mid-20s, one day, Haier Group held an all-staff meeting, and the atmosphere was extremely serious and dignified.80 brand-new refrigerators coming off the assembly line are neatly arranged on the stage, and a big hammer stands next to each refrigerator.After Zhang Ruimin, the director of the factory, finished speaking briefly and forcefully, he picked up the big hammer beside him and smashed it at the first refrigerator...
This is the Haier "December 12.6 Hammer Smashing Refrigerator" incident that has been widely circulated at home and abroad.Zhang Ruimin smashed the nine heavens with a "hammer", making Haier's quality awareness step into a realm higher than international standards.Today, Haier has stood at the forefront of the home appliance industry in the contemporary world, and Haier products have spread like stars in more than 80 countries and regions around the world.
In this way, Shandong merchants actively expanded the market with their high-quality service commitments, and repeatedly achieved success in business wars.
As the saying goes, shopping malls are like battlefields.Because the market is limited, in the limited cauldron, in order to get a few more mouthfuls of porridge, many merchants refurbished their tricks, came up with strange tricks, and fought in the dark.However, there are too few service methods that can stimulate people's consumption desire. "Buy one get one free", "lifetime warranty", "bloodletting big sale" and other tricks can no longer confuse consumers.In order to stand out in the business war and conquer many consumers, in addition to relying on quality and price, we must also develop new methods of service.The commitment system pioneered by the business community in Shandong has not only opened up the market, but also won the trust of consumers.
In April 1996, Tsingtao Brewery Company launched a promise to consumers: to ensure that Qingdao citizens drink the "wine of the month", and strive to drink the "wine of the week" and "wine of the day".Then, Tsingtao Brewery Company established more than 4 retail outlets and direct supply points in Qingdao, and invested tens of millions of yuan to purchase more than 200 direct supply transport vehicles to continuously send new beer from the production line to the market.It was this commitment that defeated the "non-brand army" of beer, made the citizens flock to it, and fresh Tsingtao beer became popular in the market.The success of this "promise" enabled Tsingtao Brewery to go north to Yantai and south to Shanghai to expand the national market...
In traditional Chinese society, there is a lack of laws and regulations in the economic field, and many economic activities are carried out artificially according to conventions.In this case, whether the businessmen are honest and trustworthy is particularly important, and Shandong businessmen are deeply influenced by Confucianism, honest and trustworthy, have good business qualities and ethics, and have established a good reputation in the business world.
Business experience
Doing business must be based on morality and integrity. Whether you are treating customers or merchants, you must treat each other with sincerity.
Selecting the right talents and managing the employment issue is related to the success or failure of the business, because all businesses must be done by people.As big as governing a country, as small as governing an enterprise, although their natures are different, the way to employ people is common in order to prosper.Therefore, many politicians in Chinese history have a consensus, which is called "those who win people prosper, and those who lose people lose".
The appointment of talents also occupies a very important position in the business field.Shandong businessmen know the way of employing people: "Appoint people on their merits and promote them on their merits", and "Employ people without doubting them, and doubting them without using them". This may be influenced by Confucianism.
During the Warring States period, there was a man in Shandong who was good at weaving white silk and straw sandals. After a certain amount was completed, he sold the white silk and straw sandals in the market.One day, he wanted to move to Yue.His wife said to him: "If you go to Yue country, you will definitely be poor." The Shandong man was a little puzzled, and his wife said: "White silk is used for hats, but Yue people are used to disheveled hair. It is used for wearing, but Yue people are used to being barefoot. You must know that after arriving in Yue, your strengths will be useless. A person can only become a useful person if he goes to a useful place and a place where his strengths can be used. Otherwise , in a useless place, even the best talent will become a mediocre person.” After hearing what his wife said, the man was enlightened, so he moved to Hebei to do business, and he became a rich man.
From this story, we can see that Shandong businessmen pay great attention to listening to other people's opinions.Shandong businessmen will fully explore talents in the process of operation, listen to their opinions, and let those capable people run their own businesses.Therefore, Shandong businessmen dare to abandon the traditional family business model and dare to pass on their business to people who are not from the same family.This was commendable in the feudal era at that time.
"China lacks everything, the most important thing is people." We are all familiar with this sentence.In some enterprises, the coming and going of people has created a kind of prosperity in personnel, and "flow" has become the most fashionable word at present.The leaders of some enterprises think that it doesn't matter. If one goes away, the other will come again. It doesn't matter if there is one more or one less.Although everyone has a long head, how many people can realize that not all people with long heads are talents.
Confucius said: "Government depends on people." Furthermore, whether it is governing the country or running an enterprise, the key to its vigorous vitality and sustainable development lies in talents; only with suitable talents can it be possible to implement first-class management. Achieve top-notch performance.
People in the world often say: "A thousand-mile horse often exists, but Bole does not often have one." Whether a horse is a thousand-mile horse is up to Bole, and this is Bole Xiangma.However, Zhang Ruimin, CEO of Haier Group, said that what China lacks is not Bole, but a mechanism to produce talents.For this reason, since Zhang Ruimin took over Haier, he advocated "horse racing" rather than "horse hunting" in the selection and use of talents.He does not engage in "Bo Le Xiangma", but provides a racecourse for employees, and creates a talent competition mechanism within the company to select and discover talents, so that employees will always be under a dynamic management mechanism.
Jack Welch, an outstanding practitioner of business management, told us: "Excellent leaders should be like coaches, 'cultivate' their employees and provide them with opportunities to realize their dreams."
Business experience
Whether it is governing a country or running an enterprise, the key to its vigorous vitality and sustainable development lies in talents; only with suitable talents can it be possible to implement first-class management and achieve first-class performance.To manage an enterprise well, the system is indispensable. As a businessman, to manage your own enterprise well, you must have a strict and standardized system, otherwise the enterprise will become a mess.In this regard, Shandong businessmen can always grasp just right.
Beijing "Ruifuxiang" silk shop is famous all over the country. His founder, Meng Luochuan, started from Zhangqiu, Shandong, step by step from Zhoucun to Yantai, from Qingdao to Tianjin, and then from Shanghai to Beijing. Spread across the country, he also became one of the famous businessmen of the time.
The success of the "Ruifuxiang" silk shop is largely due to proper management, which can be summed up in two points: strict and standardized.
In order to ensure the quality of the cloth, Meng Luochuan purchases those expensive and profitable silks and satins by fixed-point weaving and fixed-point printing and dyeing.For example, "Ruifuxiang" puts forward requirements such as colors and specifications for the varieties to be purchased according to the requirements of the market, and then goes to Suzhou and Hangzhou to find manufacturers for weaving, printing and dyeing, and concludes contracts.When inspecting the goods, pay special attention to checks, and the requirements are quite strict. Not only the quality must be checked, but also the design, color, width, length, weight, etc. must be checked and accepted one by one. .
Since there are many stores, "Ruifuxiang" attaches great importance to the image education of employees, requires employees to put the interests of the company first, and warns them to always realize that their personal image is the image of the company.A good business image comes from the customer's first impression of employees, and the quality of the first impression comes from the behavior of employees.For this reason, "Ruifuxiang" stipulates that no matter it is hot summer or severe winter, all salespersons should wear long gowns, not eat food that emits peculiar smell, such as green onions, garlic, etc., are not allowed to shake fans in front of customers, and are not allowed to quarrel with customers. , no chatting, no snacks, no smoking and drinking.
"Ruifuxiang" also worked hard to formulate a set of strict business procedures, requiring employees to strictly abide by them and implement them to the letter.For example, when customers enter the door, they should greet them with a smile, greet them warmly, and entertain them with tea, so that customers can choose slowly in the cloth store.For customers who want to buy cloth but are not sure, the salesperson must first understand whether the customer is buying for himself or on behalf of others, and then bring more samples for customers to choose.When picking up the goods, the salesperson should let the customer choose the middle and low-grade goods first, and if the customer is not satisfied, then let him choose the top-grade goods.For the goods, explain patiently until the customer is satisfied, and do not show boredom.When making a deal, if you need change, put the money neatly on the counter and wait for the customer to collect the money, and you are not allowed to hand it directly to the customer.After the transaction is completed, you must first check whether the silk is damaged, measure the size in front of the customer, make sure it is correct, and then cut it, wrap it up after cutting, and let the customer leave with satisfaction.
It can be seen that without good management, there would be no Ruifuxiang today.It can be said that management is success, management is efficiency, management is strength, and a strict and standardized management system is the foundation of doing business.
Business experience
Management is success, management is efficiency, management is strength, and a strict and standardized management system is the foundation of business.
(End of this chapter)
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