Small experience, big wealth

Chapter 19 (2)
At around 1:10 p.m., two men came in and wanted to buy a tape measure.They were picking there, and I looked at the tall man next to him. No matter how I looked at it, I felt that this person looked a little familiar, and I felt that he had a financial relationship with him... When the tape measure was finished, the tall man said: "Another 15 boxes of nail-shooting projectiles "I suddenly remembered this tall man, his name is Zhang Zishan!That was already [-] years ago:

At that time, not long after our company opened, Zhang Zishan went to the development zone to do projects. Many things were purchased from our company, and we got along relatively well.At the end of the project, Zhang Zishan came to the company to check out the bill. After filling out the checks, Zhang Zishan suddenly remembered something: "Oh, there is still some finishing work in the Dongshan community, and 20 boxes of nailing projectiles are needed." I said: "Then take it." Zhang Zishan said: "The checks are all filled out, so it's not easy to handle." I said: "What's the problem? Then pay cash." Zhang Zishan said: "I have money in my pocket. I really don’t have any cash.” I said, “Then we owe it first, and let’s settle it together after the project is finished.” The honest Zhang Zishan said: “After this job is done, the work in our development zone will be completed, and we can’t say when we will come to develop again As for the district, it doesn’t matter if I owe you some, I’m afraid I won’t be able to come here for a while, are you not in a hurry?” I said, “No problem, just send it to me when you come.

After cooperating for so many years, this credit is still there. Zhang Zishan said: "You trust me, I'll take it from you." "So Zhang Zishan bought 20 boxes of nail-shooting projectiles from me on credit, a total of 2000 sets at 500 yuan.

It's really like what Lao Zhang said, not only did they not come for a month or two, but they didn't come for a year or two.In the beginning, I had several phone calls with Zhang Zishan. Either I thought it was troublesome, or he forgot when he came to the development zone. Anyway, there is not much money, and no one took this matter to heart.

In this way, the 500 yuan is owed for 15 years.

Unexpectedly, today Zhang Zishan delivered to the door by himself.

I walked over to Zhang Zishan and said, "Manager Zhang, are you here all right?" Manager Zhang obviously didn't remember who I was, frowned and kept silent. After thinking for a long time, he said, "You are..." I said: " Forgot, 20 boxes of nail-shooting bullets?" "20 boxes of nail-shooting bullets? Are you? Manager Du?" "Yeah, can't you recognize me? As soon as you entered the room, I thought you looked familiar, but I just couldn't remember I wondered who this person was, and then you said you wanted 10 boxes of nail-shooting bullets, and I remembered it all at once." Manager Zhang said, "I'm really sorry, after I took your 20 boxes of nail-shooting bullets, two or three years I didn’t come to the development zone for a while, and later I really sent you money, but your original place is gone, and your phone number has been changed, how many years has it been, fifteen or sixteen years?” I said: "I'll keep all the IOUs for you!" "Take the IOUs, and I'll pay for the money for many years." I took out the IOUs and saw that the date was September 1994, 9.The two of us put our hands together and laughed: "Fate and fate." Manager Zhang said: "It's really fate. I haven't been to the development zone for more than 8 years. Recently, I took a project in the development zone. I walked to your company as soon as I arrived in the development zone. Here we come." I said, "This is called the mountain does not turn, the water turns, and the water does not turn people." In fact, I have already regarded this debt that spanned 10 years as a dead debt, and he actually delivered it to the door himself.Although the money is not much, but the emotion is really a lot.

Business experience:
We are currently in a period of rapid development. The phone number, company address, and company personnel are all changing rapidly. The outstanding debts must be cleared in time, otherwise it will easily lead to dead debts if it is delayed for a long time.People are used to living under the action of inertia, and many things are postponed today to tomorrow, and tomorrow to the day after tomorrow... So under the action of this inertia, live accounts become dead accounts.

There are some businesses that are similar to chicken ribs. It is best to have money and goods first-hand, otherwise I would rather not do it.Things like this kind of debtors who come to their door by themselves are tantamount to winning a prize of 500 million yuan. It is purely a small probability event, and the chance of it happening is very small.

Do not throw away the IOUs left to you by others at any time.

For those who do business, it is best not to change the business location and contact information frequently.

42. Don't challenge the boss. In 2004, the child was in the first year of high school, in an art high school, located near Hope Square in Dalian City.My company is in the Development Zone. In order to accompany my children to school, I had to rent a house in Dalian. Every day, my wife and I go back and forth between Dalian City and the Development Zone.The distance between Dalian City and the development zone is about 40 kilometers. In addition to the traffic jam on the road, it takes more than two hours to go back and forth on the road every day.

During the Spring Festival of 2005, my wife and I discussed it at home. We felt that it was too tiring and inconvenient to take care of our children. This is because they have made such a request to us many times, and the second is because these employees have been with us for many years, and we want them to earn more income.Besides, we can also relax and accompany our children to school wholeheartedly.

I planned to announce this on the first day of opening after the Spring Festival to make the employees happy, but unexpectedly, one of the four employees came.As soon as I called and contacted the other 4 people, my heart became colder.In Fan Wei's words: My heart is so cold.

One of them said, "I'm feeling unwell, and I'll have to stay at home for a while longer, and I won't be able to go to work until around May 10." The other said, "I want to take my driving test at home, and then plan to drive a taxi, so I don't plan to come." The other said: "There is no one to take care of the old cow at home, so I have to go back a few days later." I thought to myself: Don't I just want to rent a counter?Or if you just want to raise your salary, if you say it clearly, you don't need to use such a trick. Besides, you just got a salary increase last year, so you can still keep raising your salary?Thinking about this, I said loudly to myself: "Okay, if you don't want to do it, don't do it. If the earth is missing, everyone will still go around. I thought about it, let you all contract a piece, and earn more. Now look at it, it’s really not worth thinking about you.” At this time, a friend who rented my counter came over and told me: “Xiaoguo wants to rent your counter and be his own boss, but Xiao Zhao has no idea. He just wants to raise his salary. This is all discussed by them, I am sorry to tell you, I want to use this trick to force you to submit." I said, "I really planned everything for them. I originally wanted to rent the glass glue and chemical industry to Manager Zhang, give the paint to Xiao Zhao, the standard parts and hardware to Xiaoguo, and the rest to Li Daling. Since they don’t talk about their friendship for so many years, I don’t need to think about them. Is Li Daling here? Let Li Daling contract all the stores.” In this way, a 300-square-meter shopping mall that has been working for more than 24 years has been contracted to Li Daling, who is only [-] years old.I'm a little sad that I took all the inventory that day and I don't want to give them any wiggle room.

When the other three people knew the news, they were immediately stunned.

Manager Zhang was also sick. He ran back the next day after hearing the news, didn't say anything, and cried as soon as he entered the door.

Xiao Zhao didn't learn much about cars at all. When I called him, he was in the development zone, and it was in a sports shopping mall opposite our company. He was still waiting for me to give him a salary increase. , When he found out that I had rented out all the store to Li Daling, he also regretted it, so he had to find another company to work.As a result, I was fired within less than a month of working in this new company, and then I couldn't get along anymore, so I had to go back home and return to my hometown.

Xiaoguo has always wanted to do it by himself, and now the store is contracted to Li Daling, and he discussed with Li Daling about renting a place.Li Daling said: "The manager wrote in the contract that subletting is not allowed." As I was writing this book, Xiaoguo was still driving around in a small minivan.

Li Daling also has a really good face, and he made the store flourish. In the first year, he bought a 130-square-meter building, and in the second year, he bought a Santana 2000. Now Li Daling has become a millionaire. Planning to buy a second house.

Do you say this is fate?Is this a chance?

I don't think so, it has something to do with the way a person handles things, with a person's upbringing, and with a person's growth process.Nothing is accidental, and there is inevitability in the accidental.

Business experience:
"A soldier who doesn't want to be a marshal is not a good soldier, and an employee who doesn't want to be a boss is not a good employee." This is true, but a soldier who wants to be a marshal every day is definitely not a good soldier, and an employee who wants to be a boss every day is definitely not a good employee staff.

What you do for anyone is for yourself. This is the best motto of being a good employee.

No matter how big a company is, it must have its own rules. There must be a contract for hiring employees, a system for employee salary increases, and clear rules for work and rest time... There is no such thing as a circle without rules.

Even those who have been loyal to the store for a long time must be replaced when they are no longer suitable for the original position.

43. It is easy to disembark and hard to get on board. Jack Ma, the founder of Alibaba, said: "It looks good to others, you see; when it is also good, it is often the time when disaster is about to come. This is the case for any enterprise or individual. It was too late when the problem was discovered.” Zhang Chengjun was planning a big deal recently, and this boy’s neighbor knew a friend who was in charge of procurement at Dalian Wangyang Shipbuilding Company, and this friend promised his neighbor to introduce Zhang Chengjun to Wangyang Co., Ltd. The company acts as a purchasing agent.Zhang Chengjun also promised his classmate: "If the business is really successful, our profit will be doubled." Therefore, Zhang Chengjun has worked hard on this classmate these days.

Almost every now and then, I invite this neighbor to the restaurant. I want whatever is expensive. I don’t know how many catty lobsters I want. After drinking, I go to the karaoke room. I sing for a small midnight, and I get three thousand and five each time. thousand.

Seeing this posture, the neighbor got excited and picked it up.Looking at this posture, Zhang Chengjun wondered if he had done something wrong, so he became more courteous.The neighbor said: "Tomorrow is my wife's birthday." Zhang Chengjun said: "You have to leave this to me, and I will definitely let your wife have an unforgettable birthday." A few days later, the neighbor said again: "My old mother-in-law is sick. , can you give me a ride?" Zhang Chengjun immediately said: "Which one of us is with the other, are you being polite to me?" So Zhang Chengjun not only offered a ride, but also had to offer 3000 and [-] to the neighbor's old mother-in-law.

Not to mention, hard work pays off, Zhang Chengjun, the neighbor, really managed Zhang Chengjun's matter.

That day, I was drinking with Zhang Chengjun and some of Zhang Chengjun’s friends. Zhang Chengjun was so excited that he uttered nonsense: “Wangyang Shipyard is the largest enterprise in Dalian, and it is one of the best in the country’s shipbuilding industry. How about it? I'll start quoting tomorrow." After more than half a month, I drank with Zhang Chengjun, and Zhang Chengjun's head drooped like something, like an eggplant beaten by frost.I don't know what's going on, but I'm still happy for him: "Come on, Chengjun, let's toast to the successful entry of Wangyang Shipyard!" Zhang Chengjun twitched his long face longer than the insole and said, "Celebration, what a fart! The business couldn’t be done at all, and the more than 10 yuan spent on Er Fatty was nothing.” I asked, “Why?” So Zhang Chengjun explained the ins and outs of the matter to me in detail.

It turned out that Wangyang Shipyard is a state-owned enterprise, quite formal, without any loopholes, and it is impossible to do business with them.All procurements of Wangyang Shipyard are subject to bidding system. More than 10 companies are invited to bid for each order, and they are mainly agents of various commodities. General traders without agency rights cannot grab the slot at all.

For example, if Wangyang Shipyard wanted to buy 100 air switches of Chia Tai brand, the first thing the shipyard invited was Chia Tai Electric's agent in Dalian, because other traders also had to get goods from Chia Tai Electric's agent, so you have no It is impossible to quote, because the price given to Zhang Chengjun by the agent of Zhengda Electric Appliances is the same as the price given to Wang Yang Shipyard. You, Zhang Chengjun, have to make money, right?You must add enough difference to the purchase price to guarantee your profit.After you increase the price and then report to Wangyang Shipyard to compete with Chia Tai Electric, can you have a show?It just happened to be a free accompanying bid of Chia Tai Electric.

But the second fat guy is right, you asked him to help you contact him, and he also helped you, and helped you successfully enter the shipyard.In fact, the fault is on you, Zhang Chengjun. If you want to do business with Wang Yang Shipyard, you have to understand their procurement mechanism.You don't even know their procurement mechanism, so you bet blindly. Who can you blame?

Besides, you have been in business for so long, why don't you have any agency rights for a product?What have you been busy with all these years?If you have the agency rights for welding rods, paint, and various marine valves and electrical appliances, didn’t you also send it?Do you know how much paint is needed for Wangyang Shipyard to build a 10-ton giant ship?Hundreds of tons!In order to board the big ship of Wangyang Shipyard, Zhang Chengjun invested more than [-] yuan. How difficult is it to board a big ship that rides the wind and waves?But it's easy to get off the boat, and no one will block you or make things difficult for you, so you will get out of the way.

There is an old saying in China: It is easy to go up a mountain and it is difficult to go down a mountain.

Later, I teased Zhang Chengjun and said: "People say that going up the mountain is easy and going down the mountain is difficult. Today you call it easy to get off the boat and difficult to get on the boat. Just admit it."

Whatever business you do, you have to fully understand the other party's leadership mechanism, procurement mechanism, organizational structure, and the relationship between personnel.As Sun Tzu said in the Art of War: Know yourself and know the enemy, and you will never be imperiled in a hundred battles.

When doing business, you should look ahead and get as many agency rights as possible as long as you have the opportunity. Once you get agency rights, you have the right to earn monopoly profits.

The more developed the market economy, the fewer opportunities to make money and the more intense the competition.

Proxy is like a barrier, he keeps your other competitors out of the big wall.

(End of this chapter)