Chapter 28 3. Harmony is the result of struggle

Since she started business, Dong Mingzhu has believed in the philosophy of struggle. This is not because she is aggressive by nature, but because she believes that struggle is the need for human survival.She joked that it was a lot of fun for her to fight with people, heaven and earth.However, arriving at Gree headquarters in Zhuhai was the beginning of her struggle with secular forces. In the spring of 2001, there was a sea of ​​flowers and people on the coast of southern China. Dong Mingzhu was appointed as the general manager of Zhuhai Gree Electric Appliances Co., Ltd., the largest enterprise in Zhuhai Special Economic Zone, with 6,000 employees.As the head coach of China's largest air-conditioning company, the national market should have been a big stage for her to gallop in this peak season of air-conditioning sales. However, she never expected that just as she devoted herself to The fleeting golden moment of the market was forced to be involved in the "mutiny" incident of Huaidi Gree Sales Company. "Gree Infighting Explodes——Gree's Shutdown in Huaidi May Spread to the Whole Country" "The Inside Story of Gree's Mutiny in Huaidi" "Infighting in Gree: What Chess Will "Sister Dong" Play in the House? "...

Since May, media outlets across the country have reported on the "Quasi-district Mutiny" incident with such sensational headlines, with subtitles such as "Gree air-conditioning, which started from the advantages of channels, has encountered big troubles in channels" to confuse people. . The truth of the "Gree Huaidi internal strife" is: In view of Liang Jun, an executive of Gree Electric Appliances Sales Company in Huaidi, in the course of operation, there was a behavior that damaged Gree's development in the quasi-local market. In order to protect the rights and interests of users and protect the interests of dealers, In my capacity as the chairman and legal representative of Huaidi Gree Company, I announced his dismissal and made a series of handling of Huaidi Gree's specific affairs.At this moment, Dong Mingzhu knew very well that the process of handling the Zhundi incident not only attracted widespread public attention, but also concerned Gree dealers across the country.Especially the vast dealers in Huaidi, who have made a lot of contributions to Gree. When such a situation suddenly arises, they are particularly concerned about who can protect their interests; while competitors in the same industry are more concerned. From their own perspective, they hope see different results.Huaidi Gree Sales Company was established in the autumn of 1999 and is one of Gree's earlier established sales companies.Before the establishment of the sales company, there were five large air-conditioning salesmen in Zhundi who jointly distributed Gree in Huaidi. At that time, "smuggling goods" was very serious.This practice makes the products sold across regions, causing price confusion in different places, which makes other dealers lose confidence in the products and consumers lose trust in the brand. The greater harm brought about by "fleeing goods" is the harm to a large number of loyal Gree dealers in the local area, who are likely to be destroyed by this vicious "fleeing goods" behavior.The Huaidi incident once fell into an extremely complicated situation. Dong Mingzhu played a few more moves with the executives of the sales company, from holding a press conference to spreading false news, slandering Dong Mingzhu through other means, and even sending a threatening letter to Dong Mingzhu , after three months of fighting, Dong Mingzhu resolved them one by one. She has only one belief: I no longer know what fear is. If I trade my life for the interests of dealers, it is worth the sacrifice. of!In the past 12 years at Gree Electric's headquarters, Dong Mingzhu, who has a strong personality, has been engaged in various forms of games and struggles. She fights against rebellious dealers, "hags" with backgrounds in the company, and the vice president of the company who pretends to be self-serving. Managers fight, and even are forced to fight with their own relatives.It was a series of uncompromising struggles that earned Dong Mingzhu the notoriety of "no grass grows on the road he walks".Of course, this is the evaluation of her by those who have conflicts of interest with Gree.Dong Mingzhu also said that I have sincerely served the enterprise in Gree and won widespread love and concern, but serious work will inevitably touch the vested interests of some people, which will naturally lead to their jealousy and hostility. Both love and hatred are bestowed on me by life, and the contest with them has made me understand how to behave more clearly.My popularity is very good. In fact, 99% of the world are good people, but there are also some very irresponsible people.Such an irresponsible person, if you don't punish him severely, this is an irresponsible behavior in itself, so I sometimes say that harmony is achieved through fighting.Like to fight, it shows a person's seriousness and attitude towards things. Many people will choose to turn a blind eye to things that have nothing to do with their own interests, or simply turn a blind eye to them.But Dong Mingzhu would not do this, as long as anything violated the interests of Gree Company, even if it was the Heavenly King, Lao Tzu, or her closest relatives, she would not show any sympathy.Being principled is what differentiates her from other successful people.Perhaps, it is precisely because of her extreme seriousness to work and dedication to the enterprise that today Gree has a rigorous attitude towards product quality, and it is precisely because of this that Dong Mingzhu has won people's double love.However, Dong Mingzhu's overbearing is more about things than people.Behind her dominance lies the tenderness that women are born with.A female employee was fined 100 yuan for violating system regulations.The husband of this female employee runs after-sales services and is away all year round. She lives alone with her children. The couple's income is not high, and 100 yuan is not a small amount for her.However, the system cannot be broken, this is Dong Mingzhu's principle.The next night, Dong Mingzhu quietly found the female employee and gave her 100 yuan. "This is my personal money, I'll make it up for you. Remember, you must pay the fine tomorrow, and don't work carelessly in the future." Dong Mingzhu's earnest words made the female employee agitated.

In 1995, the supply of Gree air conditioners in the market was particularly tight. A dealer approached Dong Mingzhu's brother and wanted to buy more than 30 million yuan of goods through his relationship, and promised to give a 2% commission.Dong Mingzhu's elder brother rushed to Zhuhai all the way from Nanjing, but was mercilessly rejected by his younger sister, and because of this, he completely cut off business contacts with the dealer.For this reason, the siblings turned against each other and had no contact with each other for more than ten years, and her family also accused her of disowning her relatives.In this regard, Dong Mingzhu expressed regret, but did not regret it.

At the end of 1994, Dong Mingzhu was admitted to the hospital due to a fall. His colleagues went to the hospital to visit her, and Dong Mingzhu was very moved.But on the first day she was discharged from the hospital, she still ruthlessly criticized and fined those who violated the discipline.She formulated a series of rules and procedures to make the internal management of the operation department gradually standardized, transparent and streamlined. For example, it is clearly stipulated that salesmen are not allowed to pick up goods without payment, and have no right to allocate products or overdelivery, etc.Of course, this is incomprehensible to colleagues who are lazy and laissez-faire.Dong Mingzhu is not a person who looks forward and backward. No matter what everyone thinks about it, she only has one idea. Since she is the head of the business department, she has to be responsible for the entire Gree company, not to please some people.During her audit, she found that many areas such as Nanning and Chongqing...

There were some very strange accounts. What's more serious was that the inventory of air conditioners reported by the salesman was not accurate. The company headquarters said that the goods had been shipped, but the dealers said they had not received them.Dong Mingzhu also came here as a salesperson. She knows that most of the warehouses in various places are managed by salesmen. They can freely handle the product inventory in their hands, and even set up a private account to transfer the money from the sale of air conditioners directly to their personal accounts. .When Gree Company first started, it gave its salesmen a lot of autonomy. They were away all the year round, and their work was completely self-conscious. As for what to do, the company headquarters did not interfere too much.In fact, not only Gree, but also a phenomenon common to many companies with irregular management.The direct consequence of this phenomenon is that, because the salesmen have lost the necessary constraints, driven by their interests, they will do some things that are speculative and detrimental to the public and private, and even use the resources and channels at hand to "sell" to compete Competitor's products, which not only damage the economic interests of Gree, but also seriously affect the image and reputation of the company's sales force, must be vigorously rectified.After some necessary investigations and interviews, Dong Mingzhu knew the situation clearly, and she issued an order: clean up and close the warehouses of Gree Electric Appliances all over the country, all accounts are reconciled, and all debts in the hands of salesmen must also be cleared. Recover within a time limit.When Dong Mingzhu was just promoted to the head of the marketing department, she did two very bold things. One was to expel a dealer who violated Gree’s sales policy but could sell 150 million yuan of products every year from Gree’s marketing network. ; One is to ask the boss for financial rights.These things are generally not done by subordinates. They are the so-called "taboos in the workplace". Dong Mingzhu explained this: the so-called "taboos in the workplace" is because many people first gain or lose from personal interests when they are fighting for power. From a different perspective, I am afraid of hurting the interests of others and causing trouble for myself.When I make a decision, I always proceed from the interests of the company. As long as it is beneficial to the operation of the company, I should strive to be a good leader. The first person who should be liberated is myself.

In 2001, many years of management malpractice caused Gree to show serious inertia, and its sales stagnated for several months. At the same time, a large number of employees could no longer tolerate the corruption of some leaders and the unfair distribution of treatment, and planned to unite to strike and protest.At this critical moment, Dong Mingzhu was ordered in the face of danger.This year, she was promoted to general manager. After taking office, she quickly replaced a group of unqualified middle and high-level cadres, which naturally caused extreme dissatisfaction and retaliation from some people.Thus, a "big battle" broke out completely.For a period of time, the higher authorities received one after another reports on the so-called "corruption issues" of Zhu Jianghong and Dong Mingzhu, and the serious investigation team began to come in and out of Gree.In the end, Zhu Jianghong and Dong Mingzhu were cleared of their crimes, and no problems were found. However, a high-level cadre who planned an anonymous report was sent to prison for corruption.In the five years since he took office, the low-key and steady Zhu Jianghong is willing to be lonely. Like an old scalper, he spends days and nights in the workshop building "good air conditioners". Even compared with international counterparts, Dong Mingzhu has been busy all year round, traveling all over the world like a man, without touching the ground, and was exhausted and hospitalized many times for Gree's marketing plan.However, even such two leaders will still be challenged so much at work, which shows how harmful internal friction is to the management of modern enterprises.However, they all survived in the end, relying on a common sense of mission and a strong fighting spirit, and honed in the struggle to become stronger and more determined.Through Dong Mingzhu's bone-scraping diagnosis and treatment-style management, Gree Company has come out of the stagnant situation, and the management has thus become scientific and standardized.When many air-conditioning manufacturers fell one after another, Gree Electric Appliances, which originally lacked institutional advantages, became more and more determined and calm, and finally became a world-class enterprise tenaciously.