Chapter 21 Chapter 2 The Battlefield of 50,000 Bosses

The trendy people in the business world are always those persistent bosses.There are more than 30,000 business owners in Changshu Garment City, big and small, who are registered with the industrial and commercial administration department. Can't tell an exact number either.The "old businessmen" in the clothing city patted their chests and said: there will never be less than 50,000! In an area of ​​less than 4 square kilometers, so many merchant sea warriors gathered, which shows the intensity of the "war" here. That's a real fight. A battle of money and material, wisdom and tactics.

An orderly battle in which spirit and flesh, moral and amoral, mingle. All battles focus on one goal: to make money. All battles embody a spirit: the sublimation and sinking of self-worth. Lao Biao is actually not old, but because he is regarded as a boss in the nearby villages and far neighbors, so everyone called his original name "Xiao Biao" the current Lao Biao to show his respect. Lao Biao, who is in his thirties, has never been registered in Changshu Garment City, so he has never had a name in the market.However, the way of doing business he adopted - "net collection technique" is a tactic commonly used by quite a few local bosses.Lao Biao's entire business is his motorcycle, and his way of doing business is also based on this motorcycle.When I was writing this article, I lived next to Lao Biao’s house for a few days. At first, I didn’t care about the existence of a small boss like him in Changshu. This was all thanks to his motorcycle that roared day and night.Of course, at first I was very annoyed by the sound of the motorcycle, because it always sounded endlessly at eleven or twelve o'clock in the night and four or five o'clock in the morning when I was about to fall asleep.After a few days like this, I couldn’t conduct interviews normally during the day, and I couldn’t fall asleep on time at night. One day in the middle of the night, I finally got up and went to Lao Biao’s house to ask about the cause and effect. "I'm really sorry, I've tormented you." Lao Biao said apologetically after knowing what I meant.However, he told me that his business must be done during these two hours, otherwise it will fail.After his introduction, I finally understood all the secrets of this boss's money making.

Lao Biao himself is a layman about clothing, and his clothing business started when someone asked him to "by the way" bring a few pieces of clothes to the market in Changshu City, so that he would "by the way" bring them out once or twice.The number of times I took was too many, and the neighbors felt embarrassed and gave Lao Biao 3, 5, 10 and 8 yuan.Later, Lao Biao thought, since this "by the way" can also "bring" business, why not do it simply.Specially like fishing and collecting nets, helping households with looms to send finished garments to the market for sale?This simply, his business has really grown and grown.

In the vast rural areas of Changshu, almost every family had a machine for spinning and weaving clothes, but not every family had someone who had time to go to the market to buy and sell finished products.This requires someone to help them bring the clothes they produce every day to the market and quickly exchange them for profits—even the most stupid and minimal businessmen know that exchanging finished products for cash as soon as possible is the most effective way to make money .Lao Biao was able to grow his business just because he met this need. A loom can generally weave twenty pieces of clothes a day. These twenty pieces of clothes are made by one person, and the working hours are about fifteen or sixteen hours. Finishing, that is to say, sending out the finished clothes every day when the clothes are just finished, can make money most effectively.Lao Biao is at this moment every day, riding a motorcycle to finish the clothes from various households, so his business has the most basic and most active source.Those who make clothes can see themselves in the shortest exchange process from labor to money in the fastest time.Although the value of labor at this time may be less profitable than selling the finished clothes directly to the market, they are also willing to deal with this kind of transaction because it comes quickly, easily, without being cheated, and without delay.And bosses like Lao Biao rely on this time to get the goods at the lowest price.At this time every day, Lao Biao drove his motorcycle through the alleys of the country, and brought the finished clothes of each household to his home as quickly as possible. Early the next morning, he drove his motorcycle again Fly directly to the big market in Changshu City, and sell to those bosses who have stalls and sales offices.That night, Lao Biao used the money he earned in the morning to go to various households to "collect the net"... and so on, the money in Lao Biao's pocket also swelled up.During the busy season of farming, when the farmers put down their looms temporarily and went to harvest, Lao Biao’s motorcycle was still not idle. He began to sell various agricultural and sideline products, and he still adopted the "netting technique".

There are tens of thousands of small bosses like Lao Biao in the countryside of Changshu. Although they are not real bosses in Changshu Garment City, they are a unique landscape of Changshu Garment Market.Their existence has built a bridge between the nationwide clothing processing industry and the market in the vast rural areas of Changshu. Master Kun was originally a carpenter with a little reputation, but he was tempted by the thriving clothing business and started a new business.Compared with a small boss like Lao Biao, Master Kun's strength from the start is full of business flavor.

He directly imports raw materials, and then decides one or several clothing styles according to the market development trend, and distributes the raw materials to those processors who do not have the strength to directly import materials, but are willing to earn some processing fees steadily and voluntarily cooperate with him for a long time. The processor only completes the finished or semi-finished product of one piece of clothing, and then sends the finished and semi-finished product back to his home in one or two days or a little longer, and Master Kun completes all the processing procedures at his home and sends them to the market in batches.When a certain style is good and business is booming in a certain season, Master Kun casts his "net" wider; In other words, the process of casting the "net" is the process of making money for Master Kun, and the size or size of the "net" determines whether he makes more or less money.

Compared with Lao Biao's "net collection technique", the benefits of Master Kun's "casting net technique" are several times or even dozens of times greater, and of course the risks are also several times or even dozens of times greater.In the process of Master Kun's "casting the net", its processors and those sellers who sell clothing to consumers in the market do not take any risks - because the processors have already done so before Master Kun finished "casting the net". I got the processing fee I deserved, and if those market sellers find that Master Kun's products are not easy to sell in the market, they will no longer want his products.Master Qiankun's "casting net technique" must have the correct judgment and adaptability of the market, otherwise it may cast a net once and ruin a lifetime of family property.When I asked Mr. Kun, who has been in the clothing business for seven or eight years, whether he had a history of failure, he answered very frankly and calmly more than once or twice, and it is still inevitable even now. "Either why is it said that the shopping mall is a battlefield, or why don't everyone play the 'casting net technique' like me?" Master Kun said.

But Master Kun I saw is obviously a master of "casting the net" in the business world.His imposing three-story mansion and his local reputation speak for themselves. He told me that his current "casting net" is no longer a trivial matter, and it is boring.Now he generally casts the "net" once a season, and the investment each time is often hundreds of thousands or even millions of yuan. Of course, the absolute value of making money also rises accordingly. Such masters of "spreading the net" like Master Kun have created a group of brilliant producers and operators in the clothing industry in Changshu. However, such "spreading nets" in the Changshu clothing market are still small and medium-sized bosses playing outside.

When she walks in front of you silently, you may never believe that this is a "big rich man" with tens of millions of assets.Yes, she is as ordinary as the image of an elderly woman that can be seen everywhere in every street and alley in Changshu City.But you have to admit that she is the famous big boss in the world-famous Changshu Clothing City. Huang Xizhi, who has passed her sixtieth year, is now a member of the Chinese People's Political Consultative Conference, a member of the Standing Committee of the Municipal Federation of Industry and Commerce, and the chairman of the Chamber of Commerce in Changshu.Her "Xiangxiang Company" is as influential as her name in Changshu Garment City.I first interviewed Huang Xizhi and then learned about her "Xiangxiang Company".On the third day after interviewing her, I happened to be watching in the clothing city, but I was attracted by Huang Xizhi's "Xiangxiang Company" by no means.This is not because her company has any special style, but I found that there are several signs of her company along the way.Among them are clothing stores, restaurants, and hotels... This discovery made me completely believe that Huang Xizhi, a very ordinary Changshu "grandma", is definitely a "ten million yuan household".Someone told me that even if she just sits and doesn't use her brain, she can still earn hundreds of thousands or millions of stable income every year.

As early as when Changshu Clothing Mall was only a large shed, Huang Xizhi had the foresight to sign an agency construction contract with the marketing department at that time, and invested 20,000 yuan to build a clothing accessories specialty store, becoming the first in the mall. A person who "eats crabs".She tasted it after eating it.What needs to be explained is that although the most valuable and quickest gainers in Changshu Garment City are the stalls and store sites, Huang Xizhi's "site technique" does not rely on land dumping to make a fortune.Her "territory technique" is to rely entirely on her own strength and to seize opportunities when no one else dares.She first opened a store to specialize in clothing accessories. Later, when Changshu became popular, she directly cooperated with manufacturers of famous brand products to sell clothing.Afterwards, the Changshu market grew in size, and she began to occupy Haoshikou and run businesses in service industries such as restaurants.Today, Huang Xizhi's "Xiangxiang Company" has more than a dozen business outlets in the clothing city, with a total business area of ​​more than 1,000 square meters. She can win without a fight in the mall where every inch of land is expensive.

Huang Xizhi's good reputation is not only because she is good at seizing opportunities to occupy a favorable position, but also because she has a kind "auntie" heart.For more than ten years, Zhang Shuiqin, Gong Xuelian, Shou Qinghua and other 20 young people who used to be "buddy" under her are now all good managers in the clothing city. Huang Xizhi taught it by hand.Sometimes after these novices are in charge of the business, their Aunt Huang always helps them when they lack funds, experience, or encounter difficulties, and even give up their "golden" land for their own use.As the leader of the self-employed in the clothing city, she has made countless contributions to local public welfare undertakings over the years... When I asked why this strong woman who gallops in the business world has such a keen sense of business territory and a motherly kindness, the big boss Huang Xizhi actually shed tears... She said she had been a soldier on the eve of the founding of the Republic, when she was only 15 years old, a very romantic girl.After graduating from Suzhou Girls’ Middle School, when the People’s Liberation Army was going south, she secretly went to East China Military and Political University to enroll in the army without telling her parents. Later, because the army considered her as the only daughter of her parents, she transferred her working relationship to the local government, and became Changshu at that time. A young cadre in a municipal government agency. In 1958, an inadvertent life trifle created Huang Xizhi's later tortuous life.She lost her job, her family happiness, and even her beautiful youthful ideals.Later, she was ill for many years. During this period, she met and married Lao Chen who was far away in the branch of Xinjiang. In 1979, Huang Xizhi, who had passed her forty years, had her first child, but the child was only a few months old when she suffered from cancer and underwent major surgery.Life is like a bottomless cup of bitter water. Huang Xizhi, who had just been discharged from the hospital, had to set up a stall on the street so that her son could drink milk and at the same time reassure her husband, who was going through the formalities in Xinjiang to return to the mainland.But at that time, street stalls were still considered "speculative" behavior and were included in the scope of the crackdown.Helpless, Huang Xizhi had to carry his son's basket on his shoulders every day, sometimes at the pier and sometimes at the station. The whole person was driven from place to place like a "rogue criminal" to live through the difficult years.She couldn't stay in the city, so she ran to the countryside, but there was still no place for her in the countryside.So she had to travel dozens of miles to set up a stall in other places, and what happened in other places was even more miserable.Therefore, when the Changshu Zhaomai Shopping Mall opened in 1985, Huang Xizhi, who had experienced the pain of having no land to set up a stall, relied on his own business experience and long-standing expectations, poured 20,000 yuan into his pocket, and poured out his hard work condensed with sweat and tears. All the money was spent on buying land.And with this move, Huang Xizhi was really right, and it completely changed the rest of her life.From the first batch of entering the market in 1985 to today, she has not only become a rich man with assets of more than 10 million yuan and a stable annual income of one million yuan, but also a well-known management department and peer in the Changshu clothing market. The "good aunt" loved by the boss and customers. The boss's business is booming right now, and in his own words: the set of business skills he is playing now only contains such a piece of paper, and it will be difficult to sing if it is pierced, so he repeatedly I hope I won't reveal his real name, so here I have to use old K instead of his real name. Old K said that he regretted that he didn't listen to people's persuasion and rented so many stores in the clothing city, so now he doesn't have any brand in Changshu that is worthy of a glance. "But I will never make less money than others." As a martial arts lover since childhood, he always spoke with a bit of martial jargon, "Chinese martial arts are like Zhao Changjun and they are good at using sticks to dominate the world, but Japanese karate can still make the world amazing. Although My market in Changshu Garment City is less useful than others. However, I see that there are hundreds of township garment enterprises on the ground in Changshu, so since 1991 I have dedicated to those who come to Changshu from other places. The merchants who were eager to get the goods matched up and found out that this place is 'another village with dark willows and bright flowers'..." Ha, earned it.Old K told me so proudly. He did make money, he took me to visit his "cold room", a living room with an area of ​​nearly 200 square meters, the floor is all made of high-grade marble, and the bathroom and kitchen utensils are imported from Italy... Old K said The suite on his country homestead cost at least three times more than the one in the city.Old K called me into his magnificent living room, and said let's talk about business, don't you writers just like "details"?He said that his "details" are not complicated. As long as he makes friends, listens to all directions, and runs hard, he can make money.He took out a notebook from his pocket, on which were densely recorded countless personal names, factory names, product names, price tags, and so on.Old K pointed out that to put it bluntly, he relies on "information" for a living.For example, the garment factory of a township enterprise had thousands of sets of clothes under pressure, and was unable to get rid of them all at once and was anxious to revitalize the funds. At this time, when Old K learned of this batch of goods, he immediately opened his "information database" to check. Maybe you will find that the market in a certain place is in need of such a product, so a phone call is made, and the other party says that I want it and I want it all, and a deal is done.Old K not only got a considerable income difference from it, but both the seller and the buyer also thanked him, because in their view, Old K was doing a great deed for them.This is how I made my friend, and next time I have a stock, I must think of Old K first.At this time, the old K not only said "OK! OK!" to his friend again and again, but the most important thing was that his pocket was already OK. Of course, not all of Old K's "OK" are so simple and easy.Once, a certain factory said that 5,000 jackets had to be sold before the Spring Festival, otherwise they would be dumped in the warehouse, so I asked old K for help. Can the "old relationship" matter be left alone?So old K patted his chest and said that I paid all of the 5,000 pieces, because a department store in Ningxia happened to ask him if he had any jackets a few days ago.Unexpectedly, the man from Ningxia was on a business trip to Harbin at this time.This is so anxious to the old K, if the goods worth hundreds of thousands of yuan are not sold before the Spring Festival, they will all fall into his hands.After calling all night but still not being able to find anyone, Old K had to fly directly to Harbin overnight.After arriving in Harbin, I learned that the old man in Ningxia was going back to his hometown in Shandong to prepare for the festival.When old K chased after Shandong and then turned around and sent 5,000 jackets from Changshu, thousands of families celebrated the New Year’s Eve, old K was being carried to the hospital by his family with a high and low moan... When talking about this matter, old K still said very coolly: "There is no pain in making money, but compared with pain, making money is more fun." This is probably the consensus of all bosses. Old K said that now that he is an "expert in bridging", risks like the "jacket incident" rarely appear again.But one thing is for sure, that is, you will learn a lot from a pitfall, and doing business is like fighting a war. The more you fight, the better you fight, the better you fight.Nowadays, there are a lot of intermediary bosses engaged in "bridge building" business in Changshu Clothing Mall. They are active in the countryside and city of Changshu every day, carrying out one deal after another. While filling their own pockets, they also help those enterprises revitalize The funds were raised and the backlog of products was sold.With the continuous expansion of business, these people have also built a "bridge" to the vast urban and rural areas in the nearby areas, and the Changshu market will always be the center where they rely on to make money, because the Changshu market itself is the largest information place for clothing transactions, like the old K The reason why they can make money is information, and what they play is information. Information is vital to all businessmen. You can buy a "Great Lincoln" every year Six years ago, Xu Qinmei heard that Changshu opened a clothing shopping mall, so she took a long-distance bus from Suzhou to Changshu.The journey was not long at all, only tens of minutes, but Xu Qinmei felt that it was as slow as a snail climbing a mountain. "Master, can you please hurry up, this car is slow?" "Hurry up, Lennon will take a car!" "Why do you talk like that?" "Why? Don't tell me like that, and you want me to drive Nong to talk about it in a Lincoln car?" "Non..." "Hahaha……" As the saying goes, listening to Suzhou people quarreling and scolding each other is as comfortable as listening to a good show, but this time when they return to Changshu for business, Xu Qinmei is very angry.She had heard that everyone who went to Changshu to do clothing business had made a fortune, but she was still on the road, anxious and worried, who knew that the car master would add fuel to her fire.At that time, Xu Qinmei's tears were rolling in her eyes.After this, she vowed that one day she would buy a "Lincoln" by herself, and she would definitely drive it on the highway from Suzhou to Changshu. In a few years, Xu Qinmei's wish came true, and now she drives her brand new big "Lincoln" every time she returns to Suzhou from Changshu. When I heard about this legend, when I interviewed her, Lao Cai, the "President of the Association" of the clothing city, said that it was no news that Boss Xu drove a "Lincoln". It started to snowball, and now we are doing business in Changshu, and we can buy a big "Lincoln" every year.Regarding this, Xu Qinmei only smiled lightly, and she said in very pleasant Suzhou dialect: "Thank you for building a Changshu market." Later I learned that Xu Qinmei, a peer of the Republic, had a very difficult time, and she can become a "multi-millionaire" in just five or six years in Changshu, which is related to her "during those difficult years" There is a direct relationship between hard work and hard work in the "snowball" style. In 1969, Xu Qinmei, who had just turned 20 years old, joined the tide of the era of "going to the countryside" like many urban educated youths, and was sent to a place in northern Jiangsu that was so poor that there was not a drop of water in the loess.This girl from Suzhou, who was already fragile, suffered from severe "malnutrition" because she didn't get a drop of oily smell for 43 days.Reluctantly, she had to go back to the city for a long-term sick leave.But in order to survive due to her poor family, she had to start thinking about how to support herself while recuperating from her illness.Looking for a job, no one wants it.Top class, not enough conditions.Xu Qinmei, who had nowhere to go, had no choice but to tear off the shyness of the girl's family, and started a small business with the only one yuan and eighty cents she had saved.This may be the poorest one among the more than 30,000 bosses in Changshu Garment City. What can you do with a dollar and eighty cents?Xu Qinmei thought about it, and then saw someone selling potato rice cake skins at a street stall at a very low cost, so she bought some potato rice cake skins from someone else for 1.80 cents, and "borrowed" a used-up homework from her younger brother. Ben, wrapped the sweet potato and rice cake skin into small triangle buns, and started his first business in his life for two cents a pack on the street.As a result, the business was good, and all 200 small bags were sold for a total of 4 yuan, more than double the cost.Xu Qinmei was very unhappy, and then she used the 4 yuan to buy back the sweet potato rice cake skin, and folded small packets into small triangle buns. The next day, she went to the street and spread it on the ground with old newspapers and shouted, "It's cheap." Delicious sweet potato rice cake skin..."Later, someone told Xu Qinmei that selling "five-spice beans" was more profitable.So she put all the money she earned from selling "sweet potato rice cake skin" into selling "five-spice beans".This "five-spice bean" is a specialty of Suzhou, and foreigners love it very much.Xu Qinmei went to the train station to sell, but people from the "city management committee" were watching there, and people came out to arrest the hawkers as soon as they appeared.Several times Xu Qinmei's hard-earned money and belongings were confiscated. If she wanted to avoid confiscation, she had to learn the skills of a rabbit. At that time, Xu Qinmei was living a life of panic like a hare all day long at a young age.Nevertheless, she has a meager income to support herself after all. In 1979, she went back to the city and entered the factory.The trend of reform and opening up across the country revived Xu Qinmei's heart to do business again. She made a calculation: she only earned more than 30 yuan a month in the factory, and it would be better than selling "spiced beans" on the street for a day in the past. many.The policy also allows business, why don't I do it thoroughly?After figuring it out, she jumped out of the factory and took out the capital she had accumulated in the past to rent a small department store in Guanqian Street, Suzhou.The business is doing well, but this is "swimming in a basin" after all, and there is no great prospect.At this time, the Changshu clothing market, which is only a few dozen miles away from Suzhou, became more and more prosperous.Someone told Xu Qinmei that one year in Changshu can top the business in Suzhou for 10 years!Doing business is all about making money, who wouldn't be tempted by such a temptation? This is how Xu Qinmei came to Changshu.She began to rent out a shop, and in the first year she made money for a big "Lincoln".After that, she snowballed on the big "Lincoln", from one store to 2, 4, 8, 16... Now she has more than 300 stalls and stores in Changshu Garment City!Let’s not talk about how much profit a booth or store can generate in a year. If she sells her more than 300 booths and stores at the current lowest market price of 100,000 yuan in Changshu Garment City, Xu Qinmei can collect tens of millions for nothing. ! "No, I'm late in the Changshu market, at least I'll do it for another ten or eight years!" Xu Qinmei, who has come through hard times, is well versed in the way of doing business, and she said that she would not give up Changshu, a place of wealth, easily. He came to my residence for an interview with the well-known boss Xu Qinmei, but in comparison, his demeanor as a "multimillionaire" is much worse.Gao Baozhong laughed himself, saying that I look like a bum instead of a boss. But don't underestimate these unremarkable people, they can make you go to heaven or send you to earth when they play for real.The year before last, there was a man in Guangzhou who claimed to be a master in the clothing industry who "crossed the river and crossed the sea". He heard that a group of bosses from "bumpkins" in Changshu played a "secret trick", which disturbed the famous masters in the clothing market. However, he didn't believe it, so he brought a huge sum of money to Changshu and vowed to play with the "bumpkin" bosses.Laymen may not know that with the development of society, the fierce competition in the clothing industry has become globalized, and this competition has become increasingly fierce since the 1980s.The most concentrated and prominent in such fierce competition is the competition of clothing styles.Trendy, timely and beyond the imagination of human thinking, clothing can dominate the world in the clothing industry overnight. On the contrary, those clothing that is out of fashion, has no personality and is far away from the reality of life may cause you to lose your foothold in the clothing industry. place.In China, where material life is becoming more and more abundant, when you walk into today's large and small shopping malls, you can clearly feel that the flames of competition in the clothing industry are so hot.The Cantonese man boasted of his unique advantage of being well versed in the trend of Chinese and foreign clothing, especially the southern clothing. After arriving in Changshu, he did not really study the unique laws of the local market. He launched 100,000 wool and polyester women's suits and wanted In order to show its prestige in the Changshu market.Unexpectedly, the local "bumpkin" bosses reacted very coldly to his "wool polyester women's suit whirlwind", and launched a new style called "Reagan shirt" in its own way. This kind of men's casual clothes called "Regan shirt" It is a kind of public clothing that a local farmer boss saw on TV and named the casual clothing worn by President Reagan of the United States.As a result, not to mention the Cantonese guy, even the Changshu boss himself did not expect that when the "Reagan shirt" was launched, the entire Changshu clothing market became hot, and there was a trend that whoever sold the "Reagan shirt" would have customers and make a lot of money; Whoever sells "Reagan shirts" will have no customers and lose a lot of money. "Reagan shirt" not only swept the entire Chinese clothing market, but also affected Western Europe and the United States.This year, those Changshu "bumps" bosses who managed "Reagan shirts" all made a fortune, while the Cantonese guy's wool and polyester women's suits almost fell into his hands.It is said that this Guangdong master never showed his face on the Changshu site again. He only heard people say that before leaving, he dropped such a sentence, saying that he could not fight the boss of Changshu, and the game they played had no rules.In fact, this Guangdong man was only half right, and half of what he said was wrong, that is, the clothing production and marketing skills played by Changshu people are not without rules.On the surface, the products designed by those "bumpkin" bosses, to be precise, are those clothes that are neither brand-new nor special, neither high-end looking nor messy.However, this kind of clothing is always very popular in the Changshu market every year, and of course it is also popular in the national market. Asked about the mystery of this, Gao Baozhong, the boss with a "farmer face", told me: the reason why Changshu clothing market can exist today, the reason why ninety-nine markets across the country collapsed but it did not collapse, the reason why we farmers in Changshu We can win the world in the clothing industry because our clothing here, from style to price, is completely oriented to the market and sales trends with Chinese characteristics for the 1.2 billion Chinese people.Most people in China are not yet rich, or have just begun to become rich, and 9 out of 10 people in China are farmers, and seven out of ten of the remaining class are "developing countries."So whoever puts their foothold on these consumer objects above will be invincible forever. Such a smart and shrewd Changshu person! However, that's not all the secrets to their success in the apparel world.Their secret is that apart from the fact that some of the masters among them pay great attention to the use of "secrets" tactically. Gao Baozhong is one of them who is proficient in this way. When I interviewed him, Xu Qinmei, who was invited together, saw Gao Baozhong, and couldn't sit still and asked him about "military sentiments". "No matter how I can tell, I have to order some goods." Unexpectedly, the dignified boss Xu asked her colleagues for goods in such a begging tone.But Xu said to me indifferently: "It's nothing to lose. There are not one or two masters in Changshu's clothing market. Like my sales centered on the store, I have to use my brain to buy the right goods. Enter the best-selling products in the right market, otherwise you will suffer big losses. Like Boss Gao, they can launch some new styles that are produced and sold in the right way every year, which often affects the clothing market for the entire season. That's why they are 'excited' (note: The local dialect means powerful), they are our bosses!" Boss Xu spent a long time soaking softly and hard, but Gao Baozhong never let go.Later, when it was just the two of us, I asked Gao Baozhong why he didn't give his colleagues some face?He said firmly: "Absolutely not. I would rather give her tens of thousands of dollars, but I can't give her the 'secret weapon' I want to launch in the market in advance. If I really do that, she will be right. And I could be broke." "Is it that serious?" I said.Boss Gao said: "Think about it, every time I develop a new style that is suitable for production and sales, from the beginning of scouting the market, researching the market to designing it - I still invite experts like Shanghai Textile University for design, which costs a lot of money. Small expenses, this part of the work is mainly time-consuming. Then there is a big investment, from the purchase of raw materials to the production of samples, and then mass production. And outside the market, there are at least tens of thousands of small and medium-sized bosses who rely on market trends to make a living. They usually do other business in the off-season. What is the direction of clothing, what should I do next, etc., all year round. They are different. They usually have enough energy, and when the season of selling clothing comes, they become active and spend all day in the market. Walking around, as long as he sees someone whose clothes are selling well, he will immediately keep an eye on them and buy you one for a few or tens of dollars. However, within three or two days, the clothes that are exactly the same as yours will come out, and the price is higher. It is cheaper than you, and the quantity is dozens or even hundreds or thousands of times more than yours. At that time, they will make a lot of money with the new products you design, and you will only die in the end after hard work. There……" I see.Once again, I smell the bloody smell of the mall as a battlefield.Gao Baozhong told me that playing the "secret weapon" in the clothing industry is not something that everyone can do. Firstly, a large sum of capital is required, and secondly, a superb and accurate market observation ability and an extraordinary level of advanced consciousness are required.You can’t do big business without capital, but you can’t do well if you have capital. If you make a slight mistake in judging the market trend, it will lead to a catastrophe. Since the market is so complicated and cruel, and requires such profound knowledge and market insight, I have to have some doubts about whether a "bumpkin" like Gao Baozhong can really do what he said.The farmer who claimed to be "not like a boss but like a bum" probably saw the doubts on my face, so he smiled slyly and said: "You are not in the clothing business anyway, so I can tell you about it." He said that he was not belittling those experts, because those experts in schools and research institutes may be able to design first-class styles and products, but their first-class styles and products often cannot be pushed to the market, or they cannot be pushed to the market in time. go to the market. "It's different for me. When I develop a new style or product, I first ask experts to demonstrate and check it. This ensures a certain level of style and product. Then I can make the final decision on when to release the new style and product. We will take action when new products are introduced to the market. For example, I will launch another "secret weapon" this fall. It took me nearly half a year of market research to talk about its raw material composition, and then to make samples and invite Shanghai Waiting for experts from several colleges and universities to check, it will take nearly 3 months. Now I have started mass production, and about 10 days before the season comes, I have to invest several million yuan. How much do you think? Are you not afraid of risks? Of course risks are inevitable, but my 'secret weapon' is not dog skin plaster. The turnaround period for these millions of dollars of goods to the market is about two months, so that even if others want to learn, it will not affect me. Because of my "secret weapon" single raw material, if someone wants to learn exactly the same, it will take 3 months to complete the batching process. I just said that the turnover period after all my goods arrive on the market is two months In the past two months, if something goes wrong and delays some time, it will not hurt the overall situation. When those 'schools' learn and catch up, almost all of my goods will be sold. At this time, if the market is OK, I can be the first Two cycles of operation. If it doesn't work, I will immediately withdraw my troops. In this way, if the situation changes suddenly, it will definitely not be me who fails." "Gao, you are really tall." I couldn't help but stick out my thumb.But there was a knot that I still couldn't untie, so I asked him again: "How did you learn this set of skills? Boss, this probably won't be another 'secret weapon', right?" I was a little embarrassed seeing him for the first time.Gao Baozhong paused, and said: "Actually, it's a waste of your time. I'm a local farmer. Although I have a lot of money in my pocket now, don't I still hang around in the land of Changshu?! If I'm in the clothing business now I can figure out some ways, which is related to the 'eggs for preserved eggs' I have done for several years." That's an interesting detail. Gao Baozhong told me that when he started the "eggs for preserved eggs" business, it was completely out of life.He Gao Baozhong joined the factory in 1964, and he can be regarded as the earliest group of workers in township enterprises in China.那时进乡镇办的厂与当农民没啥两样，都是拿工分吃饭。因为油水太少，所以高保忠就利用上下班时间干起了当地乡村最简单也总有些保障的小生意——鸡蛋换皮蛋。这活用不着多少技术，3岁的小孩也能在10分钟内学得会。一个鸡蛋换一个皮蛋别人是一分五，他高保忠只收一分钱。生意虽说小了一点，但每天还总能比厂里别的职工口袋里多出几角活泛钱。这个过程虽然高保忠也没有发什么大财，但他却从“鸡蛋换皮蛋”这简单的经营操作中，获得了一份极为可贵的收获。即物与物之间的交换，既可以获得财富和精神上两种满足，还可能改变一个人一辈子的命运。打这以后高保忠就在工作之余，完全把自己置身于这种“物与物之间交换”的快感之中。有一次厂里因需处理一批积压纺织成品，派高保忠到武汉跑跑，结果还真给跑成了，厂里积压的那些货全给卖掉了，为此高保忠还受到领导的一番表扬。此次武汉之行使高保忠对“物与物之间交换”的认识有了一个质的飞跃，那就是干10年100年的“鸡蛋换皮蛋”，可能不如一次像他武汉之行所做的事。 “哇，物与物之间的交换简直像一个魔方，那里面巨大而又无边无际，神奇而又多彩……”此时的高保忠连做梦都在瞅机会玩它一次，不，应该是十次、百次、千次的像武汉之行那类大的“物与物之间交换”的买卖。The opportunity came. 1985年8月，高保忠听说常熟城内的汽车站旁边建了个允许私人做买卖的市场，二话没说，他让自己的妻子和妻弟进了市场。当时反正占摊位不要钱，他高保忠让妻子一下占了4个位置。精明的高保忠就到这个时候他都没辞掉工厂的那份工作，他当时的理论是：“一工一农，一世不空。”但到了这年年底，高保忠再也呆不住了。妻子在常熟商场里一天下来的生意，要比他工厂一年干的还要多几倍！高保忠一拍大腿，对妻子说：机会到了，该放开手干了。这回他彻底跟工厂再见了，连那个背了十几年的“鸡蛋换皮蛋”的木架架也一起扔了。好哇，进常熟服装市场后的高保忠简直不相信这世上“物与物之间交换”一旦进了市场后就像发了疯似的出现奇迹。过去他连想都不敢想的钱一天天成倍地涌进自己口袋。他发现，他的摊上放什么就能卖什么，放多少就能卖掉多少。后来生意越来越好，大量的批发业务需要做，他干脆把摊位转手卖掉了，一下赚进50多万元。资本大了后，高保忠就开始自己办厂，直接生产服装，又直接销售服装，这种把原料成品加工与市场销售连成一体所产生的效益，又比单一批发销售要大出好几倍。到这时的高保忠已是个名副其实的大老板了，但大老板也有大老板的苦处，那就是他每次按市场上好销的产品走，总感到很被动，弄不好就可能亏在里面。这就促使他独立搞新产品的研发。可这也出现许多麻烦，你费尽心思好不容易搞出个新产品，刚投到市场没出几天别人就铺天盖地地抢了你的生意。如此过程，逼得高保忠不得不开始研究起“秘密武器”来…… “进入规模生产和经营后，注意产品的保密性是市场经济中的一条取胜的必由之路，非走不可。”高保忠今天颇有经验地说。现在，这位“鸡蛋换皮蛋”出道的服装商，不仅拥有自己的多家工厂，而且还有自己的旅店、自己的车队，光在常熟城里他的私宅就有3处。 没想到在常熟能见到闻名江苏常熟的“中国服装城”和浙江义乌的“中国小商品市场”的“批发大王”黄允岳先生。 黄允岳告诉我，目前在常熟服装市场上做生意的老板中，浙江人占绝对多数，约占总人数的50％以上，而本地的常熟老板只占30％左右，其他外乡人约及20％。浙江人会做生意闻名全国，哪里有市场哪里就有浙江人，这几乎是一条不变的真理。 他黄允岳，是一位地道的农民，但又同时是一位精明的经营大师。对我的采访，他极为坦诚地端出了他在江浙两大市场发迹的过程。 “我在部队当了6年兵，1975年回乡进乡办企业。后来厂里生产不好便出来学温州人卖补鞋机。一台补鞋机成本50元，背到长春每台卖到150元。我们一次背五六台，除去路途花费还能赚100多元，在70年代末80年代初这钱可就不算少了。我们义乌比不上常熟那么自古富有，义乌是山区，过去穷得很。可地穷咱义乌的人志不穷，在咱老家传统的'敲糖换鸡毛'买卖，就像常熟这儿的'鸡蛋换皮蛋'一样自古时兴。'文革'结束后，我们那儿就有了做起小买卖的小自由市场。我家就在那小市场的旁边，便开始学着人家的样子提着篮子贩卖一些小百货。可义乌地盘小又穷得掘地三尺也未必见着点油水，于是我带着乡亲跑到上海。起初大伙连家门都不敢离开，我当过兵，大小见过些世面。在上海我们到百货店批发，可人家不批我们，那时我们是私有，人家国营商店当然不敢同我们做直接批发卖买。后来有师傅问你们义乌有没有什么土特产？上海人爱土特产就像我们义乌人爱吃'敲敲糖'一样。我赶紧说有，我们那儿鸡蛋特多。上海师傅说好啊，你弄点鸡蛋来我就批你些小百货。我说行。他眼睛一眯，又笑笑说你那鸡蛋多少钱一斤呀？我一猜他啥意思，便赶忙说一分一个。那师傅一听眼珠都快瞪出来了，说便宜呀！我心想当然便宜喽，三分钱一个我说成一分钱一个还能不便宜吗？其实在上海当时你三分钱一个鸡蛋卖给他也已经是很实惠了。为了打开生意门，我知道必须有所亏方能有所赚。跟上海人的批发生意就是这样做开的。我们把低于上海市面价的上海货拿回家再批发出去，专吃这中间的差价。后来我发现上海的货大多数又不是上海出的，无论是服装还是小百货，很多是苏南的一些厂家产的。这就引发了我一个思路：何不到出产的厂家去批发？那儿肯定更便宜。于是我瞅准在咱义乌生意看好的纽扣，并寻找到了它的产地常州市。到常州后我才发现自己简直像掉进了钱坑里。一进常州纽扣厂，当我说明来意时厂长像见了救星似的搂着我，说你要多少货我就给你多少。原来他的厂里正积压了几百吨纽扣发大愁呢！看厂长这么高兴，我心里也有了底。于是便同他讲起价了，他原来的出厂价是四块钱一斤，我说你得三块钱一斤卖我。三块一斤太低了吧，看他有些心疼，我说那就三块二一斤。厂长咬咬牙，一挥手，说就三块二一斤，但你得全拿走。我心里高兴得就差没叫出来，说行，我保证半月之内把货全部拿走。当下我向他们付了2000元，背回了50斤纽扣。太重，只能背那么多。一路上我想：常州有那么多纽扣，我一个人干不知来回这样要背到何年何月？不行，得让队里人一起出来像我一样背。回义乌后，我跟队上的乡亲们一说，瞧他们竟个个摇头。我问为啥有钱不想挣？他们冲我说，没本钱，所以没法跟你到常州去。我说要不了多少本钱，每人有300元就可以了。这样他们才跟我一起上了常州。就这样，我带着一个开始是十几人后来是几十人的'纽扣运输队伍'，每3天一次地往返于常州与义乌之间……义乌后来形成的'纽扣市场'就是靠我们这些人'背'出来的。 “1985年，我在继续'背'纽扣过程中得知常熟搞了个服装市场，而且在很短时间内就火了起来。与义乌相比，我觉得常熟的优势要大多了，虽然常熟也没有铁路，但它与上海、无锡、苏州都十分近，陆路水路又都很方便，且此处本是富庶之地，一定比我们浙江的义乌、温州市场有前途得多。事实后来证明了我当时的判断，常熟市场确实潜力非同一般。刚来时这儿连摊位基本都是不要租金的，我出5角要了个摊位，结果生意好极了，我赶快又租了几个摊位。还是搞小百货，把常熟这儿的东西批回到义乌，其利润大大高于过去我在上海、常州做生意。因为常熟这儿交通方便，货色好，又是一般产品的产地。像服装一类的东西，上海市场上的多数产品基本上常熟一带都有生产厂家。相比之下，这儿的价格肯定便宜多了。咱做生意最重要的一点就是看哪儿能赚钱能多赚钱就往哪儿跑。常熟的市场占价格的优势，货的质量也过硬，而且这儿的人文风气好，天生是块做大生意的好地方。到常熟三下两下就发了，我家乡的浙江老板们便急红了眼，说啥也要跟着我过来，这不没几年，常熟市场上都快让我们浙江人挤翻了。现今随我而来到常熟搞服装生意的就有五六千老板，他们有不少人比我会做生意，最多的一年在这儿就赚千把万元。你说吓死人？那当然，在常熟服装市场上赚钱赚得吓死人的可不是一两个。” “你不知道？上海人才真厉害呢！你可以去采访他们……”浙江“批发大王”结束采访时对我说。 浙江老板慨叹自己无法与上海人相比，大概也基于此。 在常熟服装市场上的商战中，应该说上海人是最早参与的一批外地老板了。他们精明、会做生意是出了名的。80年代中后期也就是常熟服装城形成的前几年间，上海人在常熟市场上所有从商老板中占30％之多。但后来上海出现了股市，许多人回上海玩股票去了。可是这两三年中，常熟服装城里又回来了一大批上海老板，问其原因是：股市没多少赚头，弄不好老本都得亏进去。常熟服装生意可不一样，这儿是稳赚，好时也能像玩股票，几天内大发一场。但它绝不会出现像股市那样一夜间倾家荡产的风险，差到家也最多是少赚了些。上海人从“血”的教训中重新认识了常熟市场。而有时我们为什么说聪明的上海人精明有余却高明不够也基于此理：在家门口的股票疯似的吸引那些梦想一夜之间就能当百万富翁的上海人打道回府时，浙江等地的老板们便要过上海人丢下的摊位，稳稳当当地照干他们认为赚钱不薄的原行当。结果浙江等地继续留在常熟市场上的人们在上海人去玩股票的几年里大发常熟服装财。 归结起来，你说浙江等地方的人厉害还是上海人厉害呢？结论不要下得太早，因为转过弯来的上海人这次回常熟杀回马枪来势之猛，实在让浙江等地的老板们有点招架不住：—— 某上海老板，1994年一出手近200万元租下服装城内的“华盛市场”、“招商场”等黄金地段若干门市，又在春秋两季连续推出新款女套装，当年一下从常熟市场上“卷”走1000余万利润。 ——某上海老板1994年底携全家4口，分兵三路，买断常熟3家纺织企业的全部产品，然后在常熟、上海两地同时开辟战场，结果又创年利润1000余万元。 “恒申祥针织时装有限公司”就是这样一批杀到常熟的上海老板的代表。此次我有幸到这位上海老板在常熟开设的厂里去参观。工厂就在常熟城北边的“申大工业城”，一个占地20亩、有6栋厂房近两万平方米建筑面积且装饰一新的厂区，使人一看这儿就有一种生机勃勃、蒸蒸日上的感觉。年轻的董恂经理对我说，他和合伙人1995年9月以1600万元的代价买下了这座厂房的产权。当时是座空厂房，现在除了这笔产权投资外，至少又另投入了六七千万元。 天，我给他一算：里外不就快一个亿了吗？ ! “差不多。”年轻的上海老板不以为然地说。 “这么多钱你都用在啥地方？”小董似乎看出我的一些疑问，便将我带到他们厂的车间。这是一个宽敞的大车间，从已到位的几排纺织机可以看出是个尚未全部投产的主生产线。但这儿显然已经在边安装边生产，在一排排织机旁站着一个个秀美的姑娘，看她们一点不见忙碌的样，你无法将她们与纺织女工的职业联系在一起。我问：“为什么？”小董笑笑说：“你走近看看我们的织机就明白了。”我走到姑娘身边，发现她们操作的织机确实与通常我们看到的大不一样，这里的织机全是由电脑控制的全自动设备，完全没有一点嘈杂的声音。我不懂英文，只好讨教老板问这是什么机器。“岛精（音）横机。”他回答。“哪儿产的？”“日本”。“是否目前世界最先进的纺织机。”“是。岛精横机开创于80年代初，现在有三代了，我们进的这一批是目前最先进的一代。它好在什么地方？为啥非用它？岛精横机由于全是电脑控制，所以它在工作时对线质线色、服式工艺等等有其极为精确细致的自动识辨能力和调整功能，它的智能模拟，是非一般人工所能代替得了的。现今国际上高档的服装都必须由这样先进的机器才能生产得出，这可以说已是一种先进的世界性纺织革命……”小董竟滔滔不绝地向我介绍起当代纺织革命潮来。然而我关心的是他本人和公司的情况。“这一台'岛精'多少钱？”我问。“美金是16万元。”他说。我一数，车间里共计有39台。一八得八，这39台就得折合人民币5000万元呀！小董说：“我公司共有这样的设备79台，是全国最多的一家，就是纺织部长吴文英手下最大最先进的企业也没有我一半的'岛精'设备。” 感叹之余，我问小董：“你跑到常熟来投入如此大的代价到底求的是什么呀？” “两个字：赚钱。”董恂回答非常干脆，继而他终于给我扒开了他的心头账。就服装生意而言，常熟市场为全国之最，这里有几个第一：销量全国第一、参与经营者全国第一、市场经济的规范水平全国第一、竞争激烈程度全国第一。这里每天发生的一切，就像季节的晴雨表，这对从事服装行业的人来说至关重要。现在的国内行家都知道，看一看头天常熟市场的行情，就知道五天半个月的全国服装市场的走势了。既然常熟市场有如此功效，作为搞服装的人来说，不到这样一个主战场直接参与作战，实在不是一位好的服装买卖高手，也不可能大展宏图。他们就是据此从上海而来。当然，除了上面原因外，还有一点也是极为重要的，那就是常熟离上海近，两三个小时的路程。可这儿办厂的自然条件、劳动成本、工人素质、税收及其他管理等不知要比上海市区好出多少倍。同样的投入、同样的运作，在常熟生产和销售要比在上海生产和销售，所得利润约多30％。还有谁能不到常熟来呢？“哈！你问我们到这儿后的生意做得是否同设想的差不多？不，实际比设想的要好。我们去年9月份到这儿，花了160万元年租金从别人手中倒过来两个门市，够贵吧？就是。可生意好呀，半年下来我们仅在这两个门市上的销售额就超过5000万元。你说常熟的服装市场基本是以中低档为主，我们为何一下投入那么多那么大的先进设备？这一点你可点到了我们的要害。不错，常熟市场上的服装主要是中低档为主，这应该说是运作这个市场的管理家们的高明之处。他们抓住了中国的服装市场的商情，把着眼点放在发展中的人民和发展中人民的发展水平之上。现在全国各种市场特多。假如100个中有99个要倒的话，那常熟就是没倒的那一个。我们投入那么大那么多最先进的设备，从表面看，似乎我们与常熟市场有些背道而驰。其实，我们在投入前是极为周密地研究了包括像你所提的诸多问题。作为服装业中的一个具体操作者，我们在选择自己的方向时，从另一个方面正是抓住了常熟市场这个最能体现中国服装业水平的特点和根本，并从这个特点和根本研究决定了自己的发展战略。那就是，从常熟市场可以看到中国服装市场明天的水平与走向，看到世界上一个最大的发展中国家明天与国际市场接轨的光辉前景。因此，当这种迅猛前进的市场经济大潮的'水平与走向'及光辉前景刚刚开始呈现在面前时，作为一个清醒而高明的经营家就应当牢牢地抓住它。这就是我们为什么要在常熟插足、为什么一下便投入几千万元资金。抢占制高点，这就是我们的战略思想，也是现代社会下的市场经济竞争中取胜的重要决策。” 听了董恂的一番高论，我似乎不仅看到了常熟市场上那狼烟四起的商界战火，更欣喜地看到在市场经济条件下的一代有头脑、有远见、有魄力的新型中国商人！ 战例之九：——X…… 有一个晚上我在服装城里转悠，这时热闹了一天的市场大多打烊，唯有十字路口的那座五层楼的天鹅宾馆灯火辉煌，进进出出的人异常之多。看这些人的口音和架势便知道是外地来此做买卖的老板。这使我发生了兴趣，于是便随人流而入。 宾馆的三楼以上是客房，一二层都是茶室、娱乐和就餐的地方，主人的这种设计和安排本身就很有些商业氛围。它给各地来常熟做生意的老板们提供了一处既可休闲又可娱乐更可交流生意经的场所。正如我所言，一二层的各处座位差不离均有主儿在那儿。那操劳了一天的老板们有的举杯痛饮，有的开怀取乐……好一派自得其乐的景象。就在这时我见几位身材不高却气度不凡的年轻人进入我身后的一间包厢。观其色，听其音，知其是一帮福建来客。开始我并不在意，但他们那半是隐秘的谈话渐渐将我吸引了过去。 甲：“据几位本地人介绍，今秋常熟市场有可能像前两年那样出现低价走势，所以我们不能同浙江、上海人一样在此打持久战。” 乙：“依你之见？” 甲：“抄一把就走。老三，你说呢？” 丙：“我同意。不过常熟服装毕竟价码占绝对优势，我们不宜抽身太急反落得没多少油水。” 甲：“我已有安排。我们四千万资金分三个阶段投进：具体为'一二一'。即开头探行情投入四分之一；中间是历年常熟服装大轰大甩阶段，价码最低，这时我们适合大批购进，故投入大头；季节的后一段走向通常不明，再投四分之一进去好坏不吃亏。你们看呢？” 乙、丙：“行。就这么定了，算我们又像去年一样上阳澄湖来了一回'捕鱼捉蟹'……哈哈哈。” 甲：“别得意太早，小心被'阿庆嫂'识破。” 乙、丙：“'阿庆嫂'？常熟真有阿庆嫂吗？” 甲：“有啊，咱们上城里去找呀！” 乙、丙：“哈哈，走，去找'阿庆嫂'……” ……这几位福建老板活活脱脱地消失在小城的大街上。我打赌他们是不可能找得到他们想找的人，因为此时此刻常熟的千千万万个“阿庆嫂”，正在万家灯火下的织机前，或忙于编织七彩的致富梦，或忙于盘算新一天如何对付像3个福建老板那样的竞争对手…… 走出宾馆，我见常熟城内已是一片灯火阑珊，再抬头又见繁星点点，此地此景，天上人间，不由得使我从方才几位福建老板的对话中联想并真真切切地感受到这儿的每一寸土地、每一个空间，都因服装市场的张扬而充斥着聪明与智慧、金钱与物质、勤奋与焦灼的抗争。这种只有在市场经济、只有在完全由自我角色走入市场的自由经济条件下才产生的看不见硝烟的战例战术，可能几种几十种甚至几百种都不止。也就是说，在常熟服装城市场上，若想探究透它的买卖、它的买卖之战斗、它的买卖之战斗的错综与激烈，你或许永远无法获取，因为你会很快发现在这个见不到硝烟的战场上，每一个参与者都有自己的一种战术、一种谋略、一种求取生存并力争胜利的精神！ “忠一实业公司”的老板刘国忠，我在第一次“常熟之行”时没采访到他，但因为常熟市政府的领导在我面前多次夸奖过这位出手不凡的“商界少帅”，故“刘国忠”的名字一直印在我脑海中。第二次赴常熟时，我如愿以偿见到了他。 然而如果不是事先已知和走进刘国忠的厂子，我想我是不可能相信面前这位满脸稚气和腼腆的小伙子，竟是个拥有千万资产、在商界驰骋已达十五六年的“老兵”。农家出身的刘国忠虽然今年还没到“而立之年”，但在常熟服装市场，也算是一个经营有道的成功者了。当我问起他的成功奥秘时，刘国忠直率地回答说，他自己的全部“商业秘密”只有两个字：做人。他说，他始终认为经商做生意赚钱中最重要的莫过于如何做人。要创一流的产品、一流的质量、一流的业绩，首先就得有一流的人生和人格。俗话说，无商不奸，其实老老实实做人、老老实实做生意要比“奸”字重要十倍。经商中做人就是要讲信誉，有了人格力量意义上的信誉，最终是不会在商战中吃亏的。小刘说他的公司现在的产品销路对象大多是国内外著名商家，并且彼此之间有着良好的关系，这使得他近年来的生意一直保持直线上升的发展态势。 “我爱先与别人交朋友，交了朋友就会彼此有感情，有了感情做生意彼此就顺当。这是其一；二是，我爱同客户做生意时宁可自己吃亏，也不要让对方冒险，这样时间长了人家就对你放心，对你放心就愿意跟你做生意、做大生意；其三，我爱用最高的标准要求自己，特别是产品质量上追求最好的。有了这种自我追求'最好'的精神，客户便会主动奔你而来，这样我的企业最终也就能八面来风，人财两旺。” 刘国忠的这番“经营之道”，透着年轻商人的另一种高明与实在。 在常熟服装城，五万个老板就有五万种战术、五万种谋略、五万种精神。这五万个老板拧成的五万股力量在营造常熟服装城的人气、商气、战气、财气和福气的同时，也使他们自身不仅有了财富的增加，而且有了更多灵魂与血脉的吐故纳新。而在常熟真正参与“服装战”的又何止这五万个老板！在他们的身后是整个常熟的百万人民以及由五万个老板们接力到全国每一个角落的那些更是数不胜数的经商大军……在他们身上，也同样在市场经济中进行着灵魂与血脉的吐故纳新