Chapter 46 Business Road 45 Favor is the way

The essence of business: Wen Shang, who is well versed in human feelings, often said: "Fix personal relationships first, and then do business." "As long as there are relationships (interpersonal relationships), there are no relationships (problems)." Therefore, in the business field All the businessmen in Wenzhou are good at building relationships.It can be said that if you don't know the world and the world, you don't want to do business in Wenzhou. Wen Shang's favor fee is a huge expense.What is the reason?Family and friends are the gateway to wealth. Wenzhou is located in the southeast corner, surrounded by mountains on three sides, and there is only one water (death) road, forcing Wenzhou people to find a way to survive.Due to "blood, geography, and kinship", millions of Wenzhou merchants all over the world have woven a dense information and sales distribution network like a spider's web.Chen Min, president of the Wenzhou Clothing Chamber of Commerce, said: "This network is the biggest advantage of Wenzhou people, and no one else can buy it no matter how much money they have."

It is said to be priceless, but it actually has a price, but the price does not need to be calculated in money. Wenshang is a group of businessmen with distinctive personalities. They attract attention wherever they go, not only because of their accents, but more because of their excellent business mind and unique business methods, which also makes it easy for people to It is distinguished from other merchant groups.There is a characteristic of the entrepreneurial period of Wenzhou merchants: once there is an opportunity to make money, if they are unable to do it alone, they will recruit three relatives and six relatives, and soon they will be able to form a "Wenzhou Village" in the local area and open up an economic " territory".

In Laiwu, Shandong, there are a lot of Wenzhou people who process clothes in the Guansi shopping mall. Among them is a supermarket called Shao Guofeng Cloth.But the benefits are not very good.The owner, Shao Guofeng, was 37 years old at the time and was the vice president of the Wenzhou Chamber of Commerce in Laiwu City. In 1988, Shao Dongping heard that there were no Wenzhou people in Laiwu making clothes, so he went from Jinan to Laiwu alone, and found the person in charge of the people's shopping mall at that time, hoping to get a place in the shopping mall.The person in charge immediately told her: free trial operation for one quarter.Shao Dongping seized the opportunity and put up a banner signboard of "Wenzhou Suit and Overcoat Clothing Store" on the counter given by the mall that day.Since it was just in time for Laiwu people to change their clothes from Zhongshan suits to suits, Shao Dongping took over a pair of trousers on the third day of the trial operation. Since then, the business has become more and more prosperous. In less than three months, she asked Shao Guofeng to bring The children also came to Laiwu.Shao Guofeng's tailoring skills and Shao Dongping's sewing skills were quickly recognized by customers, and the business was busy day and night, so family members and relatives were recruited one after another to help, and they merged into Wenzhou Garment Processing Village in Laiwu.

Slowly, the clothing market of Wenzhou people in Laiwu City is getting bigger and bigger.Shao Dongping said proudly: "I bring all the clothes that are made on this street." In recent years, people have pursued individuality and fashion in clothing. The style design is unique, and the business has been optimistic.Soon after, the name of the store was changed from a high-end clothing store to Shao Guofeng Cloth Supermarket, and more than 30 workers were placed there. Shao Guofeng attaches great importance to the construction of a family relationship network. As the vice president of the Wenzhou Chamber of Commerce, he once represented his company and the Laiwu Wenzhou Chamber of Commerce, and brought a flower basket to the Shanghai sweater factory opened by his hometown Chen Dingguo to congratulate him.He has benefited a lot from the fellowship between Wenzhou fellow villagers in different regions.

Wenshang pays great attention to good interpersonal relationship, not only between relatives and friends, whether it is ordinary friends or business customers, it is a precious resource.In Wenshang's view, to do business, you must make friends and build good relationships. This is undoubtedly a very effective way to obtain information. In this way, you can be in a leading position in the competition and achieve success in your career. In the minds of many people, the shopping mall is a battlefield, full of intrigues and life-and-death struggles, and there is no human relationship to talk about.In fact, if you want not to be eliminated by competition in the market, you must know how to make friends. As for using "emotion", it will bring you unexpected opportunities.The story of the famous Victor chain store in the United States fully proves the importance of managing human relationships in shopping malls.

Young Victor took over a food store from his father, an old food store that existed and became famous a long time ago.Victor hoped that it would grow stronger in his own hands. One night Victor was at the shop packing up, the next day he was going on vacation with his wife.He was going to close the shop early so he could get ready.Suddenly, he saw a young man standing outside the store, with a yellow and thin face, ragged clothes, and deep-set eyes, a typical homeless man. Victor has a very kind heart.He went out and said to the young man, "My friend, is there anything I can do for you?"

The young man asked a little shyly, "Is this Victor's Foods?" He spoke with a strong Mexican flavor. "yes." The young man became more shy, lowered his head, and said in a low voice: "I came from Mexico to look for a job, but after two full months, I still haven't found a suitable job. My father also came to the United States when he was young." , he told me he bought something in your store, and lo and behold, it was this hat." Victor saw that the young man was indeed wearing a very worn-out hat, and the "V" symbol blurred by stains was the mark of his shop.

"I don't have any money to go home now, and I haven't had a full meal for a long time, I think..." The young man hesitated. Victor knew that the man standing in front of him was just the son of a customer from years ago.However, he felt that the young man should be helped.So, he invited the young man into the store, gave him a good meal, and gave him a sum of travel expenses to let him go back to China. Soon, Victor, who was busy with business, forgot about it.After more than ten years, Victor's food store business has become more and more prosperous, and many branches have been opened in the United States.He also decided to expand overseas.But because he has no foundation overseas, it is very difficult to develop from scratch.For this reason, Victor has been hesitant.

At this moment, he suddenly received a letter from a stranger in Mexico. It turned out to be the homeless youth he had helped many years ago. At this time, the young man has become the general manager of a large company in Mexico. In his letter, he invited Victor to go to Mexico to develop and start a business with him.This was a real surprise for Victor.With the help of this young man, Victor quickly established his chain of stores in Mexico, and it grew extremely fast. It can be seen that without the help Victor gave to the young man, there would be no development of his overseas career.Therefore, Wen Shang, who is well versed in this reason, often said: "Fix personal relationships first, and then do business." "As long as there is a relationship (interpersonal relationship), there is no relationship (problem)." Businessmen are all good at building relationships.It can be said that if you don't know the world and the world, you don't want to do business in Wenzhou.Relatives, classmates, colleagues, and friends of friends will get together frequently even if they have nothing to do, so as to maintain the close relationship, lest "the 'friends' will be hated when they are used up."No wonder, restaurants and restaurants in Wenzhou are doing surprisingly well.

This kind of atmosphere leads to high favor fees. It is not surprising that a family in Wenzhou spends more than 10,000 yuan a month on favors.The general wedding money red envelope is 100,000 yuan, which is dubbed the "red bomb" by those who are overwhelmed.But Wenshang is inseparable from the network of human favors. One day, this network will bring opportunities to make a lot of money.