Chapter 23 Chapter 5 Earn Money Together——Businessmen who can share are the most successful

As we all know, people in Wenzhou like to find acquaintances wherever they go to do business. This is the benefit of "human relationship society" and "acquaintance society".As the saying goes, to lay a good foundation and do things well, the best business is inseparable from good contacts and relationships. Chen Min, former chairman of Zhuangji Clothing Company, once revealed the secret of opening a store without spending a penny. This secret is to maximize the use of local network resources. He uses the capital of doing business in other places to develop local enterprises, which is not costly.For example, Zhuangji Group has only 3 stores in Wenzhou, but has more than 200 stores in other places. These 200 stores in other places do not need to pay any money, but can be obtained from the franchise fees of stores in various places. huge profits.Relying on internal and external collection can establish a mutually beneficial marketing system.Just imagine, if Zhuangji Group has to undertake each branch store, if each store invests 500,000 yuan, 200 stores will need to invest 100 million yuan, which is absolutely unbearable.

It is thanks to the Shangzhuangji brand in Wenzhou that it can be promoted very well. As long as the advertisement is done well, the brand is loud, and a regional agency system with strong operability is established, some Wenzhou villagers will take the initiative to ask for agency rights in a certain area, and Take the initiative to invest in the establishment of specialty stores.They are often familiar with the way, and it is easy to open up the market, without the need for manufacturers to worry about it.Most clothing enterprises in Wenzhou are doing this, with small risks and good returns. This is the way of clothing sales with Wenzhou characteristics.At present, Wenzhou has its own enterprises and specialty stores in many parts of the country and the world. This vast and deep market is a shortcut for many Wenzhou businessmen to succeed.

Wenzhou's economy is a typical "human relationship economy". From family members, relatives to friends, fellow countrymen, from blood to geography, Wenzhou people do business on the basis of family or fellowship.As we all know, Wenzhou people are very united. Wherever they go, they will bring their hometown associations, social associations, and chambers of commerce. People in Wenzhou believe: "One does not make money by doing things alone, only when everyone works together to make money, and everyone who has money makes money together."From an economic point of view, "Humanity Economy" is a cooperative working model and a mutual financing method.This is why Wenzhou people love to do business together.Almost all Wenzhou businessmen who do business across the country can find fellow villagers and Wenzhou chambers of commerce.Wenzhou people have always attached importance to the spirit of teamwork, and they have their own characteristics in cooperation, "clear division of labor and close cooperation".In this way, the team will generate a stronger force.

The power of using renqing is that the administrative connection between the basic production units in the team is replaced by the "humanity market".Taking the production of leather shoes in Wenzhou as an example, the materials needed to manufacture a pair of leather shoes have their corresponding markets. Yongjia Huangtian shoe accessories production base.It is the fine division of labor that greatly improves the efficiency of producing a pair of leather shoes. Wenzhou people are a group of business gangs who are well versed in interpersonal relationships. The success of Wenzhou enterprises largely depends on the network of contacts and the help of fellow villagers and friends.Helping each other.Just as a Wenzhou businessman said: "Many business experiences of Wenzhou people are beyond the reach of others, because Wenzhou people have a strong sense of trust among each other, and the close connections actually breed many business opportunities."

Huang Kening, Zhang Yuming, and Hou Chuan are three Wenzhou natives who are doing business in Xi'an.Their success is a good example of Wenzhou people's business philosophy of making good use of contacts.Zhang Yuming was the first of the three to come to Xi'an. At that time, with the help of his family, he took several fellow villagers to pull the production equipment from Wenzhou to the Northwest, and established the Zhang Yuming Signage Factory.After more than 10 years of development, the sign factory has become a well-known gift manufacturer in the local area. In the Xi'an market, due to the lack of complete supporting conditions for the production of gifts, many customers' orders cannot be completed on schedule. It takes at least a week to take over an order of 100,000 badges, which not only often delays, but also greatly reduces work efficiency.After that, he could no longer receive larger orders. Faced with such a predicament, Zhang Yuming also wanted to add a few more assembly lines.But thinking about it again, this will increase the cost out of thin air.In the end, Zhang Yuming decided to only do sales and not participate in production, and shipped the production to his hometown for OEM, because his hometown is not only the production base of business gifts in China, but also can get the cooperation of his family.Sending orders from Xi'an to various enterprises in the hometown for production can improve production efficiency.Therefore, he resolutely gave up his production enterprise in Xi'an and changed hands to develop the sales market.

Hou Chuanjin and Zhang Yuming have similar experiences. Hou Chuanjin is from Cangnan, which is also known as the printing city of China.After Hou Chuanjin came to Xi'an, he also became a large-scale "production workshop" in the printing industry market of Xi'an.While expanding the market, increase the output and output value of the old enterprises.Today, Hou Chuanjin has also given up the gift production enterprise that he has worked hard for more than ten years, and joined the ranks of market development. As he himself said, "In addition to managing the market, my daily task is to collect samples and contact merchants."This gift city with an investment of more than 1 million yuan is actually the integration of resources in the gift market here. After the "production vehicle" was moved back to its hometown, the production capacity was also integrated.

It has become the "consensus" of Wenzhou businessmen to be good at using relationship resources.Wenzhou people believe that friends are wealth, and righteousness is beneficial.Indeed, in the current relationship-oriented business society, social relationships owned by individuals are becoming more and more important in the development of business.People and relationships are gradually becoming a very important resource in the process of business operation and development. The key to establishing healthy interpersonal relationships is to achieve mutual benefit, which is an eternal principle of doing business. The reason why Wenzhou people can establish a wide network of interpersonal relationships is that they themselves can bring considerable profits to each other.To some extent, you rely on your friends, your family, and ultimately you have to rely on yourself and decide your own destiny. When you seek help from others, others also hope to get what they want from you.You can't make the other party benefit, who is willing to cooperate with you?If you have no value to be used, why do others believe you?The secret to expanding contacts is to increase the value of being used, rather than unilaterally asking for it.

Before asking others for help, you must think clearly: What valuable things can you provide to the other party?If you only focus on your own interests, or are willing to be a respondent, the other party will know what you want before you even open your mouth. ◎The market of favors is greater than the actual benefits——From the essence of the meaning of the market, only when the benefits of both parties to the transaction exceed the cost can the transaction be realized and maintained for a long time.However, the market for favors is a bit special. It doesn’t mean that the more you give, the better. Once you rely too much on favors and saving face, it will have a counterproductive effect.