Chapter 41 Chapter 3 The Magical "Invisible Hand"

At the end of October 1998, a group of more than 10 writers from the Chinese Writers Association was invited to Yiwu to participate in the "1998 China Small Commodities Fair" jointly held by the Ministry of Internal Trade and Zhejiang Province.It was the first time for our three generations of writers, old, middle-aged and young, to come to Yiwu, and everything was new and pleasantly surprised.Although most of us are literati who have traveled far and wide, have you never seen anything in the world?But we really haven't seen such a big market, and it's in a small county-level city that is obviously far from the open area.Mr. Li Zhun, the author of "Li Shuangshuang" and an old writer who has experienced several revolutionary movements of Chinese peasants, was originally ill, but when he arrived in Yiwu, he visited the market more enthusiastically than us young people.Mr. Li Ying, a famous poet, is even more poetic, and he chanted "Farmer Brothers Chasing the Road to Heaven"...Since I stayed in Yiwu longer than others, I got satisfactory answers to many things that our writers were astonished at that time. .For example, on the day of the opening ceremony, a huge street parade was held on the streets of Yiwu. Such a big street event has not been seen in the capital for a long time.At that time, some members of our writers' delegation wondered how much financial and material resources the Yiwu Municipal Government spent to hold such a grand and lively event.It was only later that I learned that the relevant departments of the Yiwu government spent almost no money on the entire street stamping event and the floats displayed to dozens of square teams of guests from all over the world.The staff of the organizing committee revealed another interesting information to me: considering the entire event time, the planned appearance of the square team was determined through strict screening and control.However, when the event was arranged later, the comrades of the organizing committee were troubled, because the government originally considered that in order to save money, it stipulated in principle the requirements for participating in the street stepping team, that is, voluntary registration by all units and enterprises, Self-financing practices.It doesn't matter once this article is announced, but it makes the staff of the organizing committee who handle the specific affairs not know what to do. "In the first few days, hundreds of units and enterprises signed up to participate in the street walk. Later, we made certain restrictions, but new problems emerged. For example, a parade of floats, we were afraid that we would not be able to get it up because of the relatively large funds. But in fact, as soon as the news got out, most people wanted to participate in the float team. Needless to say, influential and powerful units and enterprises, there were so many individuals or families that we had no time to deal with the reception. Everyone Say it like this: 'As long as I'm allowed to participate, tens of thousands or hundreds of thousands of dollars is nothing!'" After hearing the introduction from the comrades of the municipal government, the pen in my hand couldn't help trembling, thinking that the people of Yiwu didn't know what was going on. They are the ones who do such a small and stingy business as "chicken feathers for sugar", and they are also the ones who throw tens of thousands and hundreds of thousands of dollars across the market like stepping on the street without blinking an eye.To be honest, I'm a little confused.Later, Zhu Lianfang, Minister of Propaganda, relieved my doubts. He said: What the wealthy Yiwu people want to do most now is to give back to the society. Therefore, anyone is willing to do something that is very face-saving like participating in the Expo.

Yes, isn't the ultimate goal of people pursuing huge material interests just to live a more free and happy life and a comfortable spiritual state? The great greed and generosity that human beings possess always exist in us at the same time.For the once very poor Chinese peasants, the pursuit of basic survival and wealth has always been the only and ultimate goal. In order to achieve this goal, they have been striving for it for thousands of years, but there has never been a real sense of Succeeded.Among the 900 million Chinese farmers today, although many of them have obtained a basic and good living environment under the new policy, most of them are still in the non-rich stage.Yiwu people are not the same, they have changed everything in the past, they have transitioned from poverty to well-off, and then from well-to-do to rich... And this is the kingdom that Chinese farmers dream of most.

What kind of kingdom do Chinese farmers dream of?Is there a field?No, they already have them now.Is there something to eat?No, they have too.Is it money to spend?Have a lot of money to spend?Yes, the first stage of wealth is material satisfaction, and material satisfaction is also the most important thing that the Chinese Communist Party promises to do for the people in the primary stage of socialism. In our traditional theories and concepts, it seems that the only way to achieve a prosperous life in the countryside is to rely on the land.Of course there is nothing wrong with that in itself.The fault is that we cannot be the same.Yiwu is a place with a lot of people and little land, and its population density is more than four times higher than the national average density.Yiwu people not only inherited the business tradition of their ancestors, but also adapted to the needs of taking the Chinese-style socialist road under the new historical conditions, and created a new world of farmers' market economy.

Today, Yiwu’s small commodity market has not only been approved by business operators as “China’s No. 1 City”, but also recognized by Chinese government officials and foreign businessmen as “the largest distribution center for small commodities in China and even in Asia.”However, in my opinion, although the tangible world of Yiwu market makes us Chinese proud and elated, I value the colorful invisible world created by Yiwu people more. This is the originality shown by Yiwu people in the process of establishing a large market. Experience and unremitting pursuit of spirit.Its existence is far more precious than an indicator or a blueprint.

The intangible assets created by Yiwu people have already begun to produce magic.isn't it?If we take a look at the distance it has drawn from the surrounding areas, and the differences between it and the contemporary Chinese rural areas, we will find many, many issues worth pondering. In 1982, Secretary Xie Gaohua resolutely decided to open a piece of land on an old street in the county seat as a small market after listening to Feng Aiqian and other businessmen, and then issued the "four permits" for farmers to enter the city to do business. Undoubtedly, it has given the green light to many rattle drummers who have long held back their energy and want to do a few good things.But the situation that developed later was so fast that no one expected it.Soon, the small market on Beimen Street was crowded with people, and it was impossible to leave by car during the climax of the market rush. This also affected the city appearance, and more importantly, restricted the market development to a certain extent.Faced with this sudden phenomenon, most people, including many cadres, were at a loss.At that time, people usually regarded doing business and "engaging in capitalism" together in their minds.Should we let such a tide surge in the sky, or should we stop it in time or just ignore it?Three attitudes, the latter attitude prevails.However, how can the tide head that has already rushed out of the dam be reversed?At this hesitant moment when the Yiwu market was formally formed, a visionary stood up. He was the predecessor of the Yiwu market management department - Xu Zhichang, the head of the Choucheng Industrial and Commercial Office.

Xu Zhichang is also considered a celebrity in Yiwu.It was not because he later became one of the founders of Yiwu market management, but because he was stabbed in the back when he was young because he said a few inappropriate words on the way to the countryside with people from his work unit. , As a result, he has been a rightist for more than 20 years, and he can't even tell how much he has suffered during this time.When he was in charge of the Choucheng Industrial and Commercial Office, it was only two or three years before he was rehabilitated and restored to public office.At that time, Feng Aiqian and Huang Changgen, who were doing small business in Beimen Street, already had 600 to 700 stalls, but Xu Zhichang and his small market management work in the industrial and commercial office had just started, and they didn't even have a formal house. A farmer's room in the village contains a desk, a loudspeaker and two wooden stools specially used for receiving and dealing with small businessmen.In order to take care of another comrade who handles daily affairs, Xu Zhichang didn't even have a desk, so he had to go outside every day to join businessmen.Such a day really brought many unexpected gains to Xu Zhichang, a business cadre.More than ten years later, Xu Zhichang, who has retired at home, is still very excited when talking about the events of the year: "At that time, what I felt and impressed the most was that we in Yiwu City had a lot of people and a lot of land, and we couldn't do anything, but why did Feng Aiqian's gang do it? But the business is getting more and more prosperous? And since the county party committee issued the "No. 1 Order", the number of people who come to set up stalls on Beimen Street has increased day by day, and finally reached the point where they can't walk. Many small businesses and hawkers have also kept suggesting to me to expand the market. I see all this in my eyes and keep it in my heart. As a market manager, I certainly believe that I have the responsibility to reflect the aspirations of business people upwards, and combined with my years of research and investigation of Yiwu's economy and society, I have formed an idea in my heart. That is to say, if we in Yiwu want to develop the economy without any natural advantages, we should firmly grasp the enthusiasm of farmers to do business and vigorously develop and expand the commodity market. So I decided to summarize my ideas and the opinions of businessmen into one A report was sent to the county leaders. The colleagues from the industrial and commercial office persuaded me after hearing about it, saying that you have just been rehabilitated for a few days, and you must not forget the lesson of being outspoken! After hearing what everyone said, I was also conflicted. I understand the kindness of my colleagues. But what makes me uneasy is the hot hearts of many businessmen. When they heard that I might face the possibility of "double expulsion" because of what they said, they all came to me and said : Old Xu, you write a report for us. If one day you are fired from public office, we will take you to do business together and earn several times more money than you are now; if you go to jail, we will deliver food to you every day..." Xu Zhichang said that in most of his life, no one had given him such a heart, so he was more determined to propose to the leaders to formally establish a commodity trading market in Yiwu. On March 15, 1984, a "Report on Suggesting the Yiwu County Committee of the Communist Party of China to Take Strong Measures to Quickly Build a Large-Scale Specialized Small Commodity Market" signed by the name "Xu Zhichang" was sent to the county party committee...

More than ten years have passed, and Yiwu is not what it used to be. Xu Zhichang has also changed from a young man in his prime to an old man with gray temples.Now looking at the report he wrote at that time, it seems that there is nothing too clever about it. However, under the circumstances of that period, someone so boldly conceived such a huge market in Yiwu today, which cannot be said. Not to mention it's kind of amazing.Because the content it contains can let us imagine and think.Just like today's businessmen do not forget Secretary Xie Gaohua, no matter whether Yiwu is a large or small business owner, anyone who has ever set up a stall on Beimen Street will remember that Xu Zhichang gave them a good suggestion that fundamentally changed their fate.

Xu Zhichang's report happened to be transferred to Xie Gaohua, secretary of the county party committee. Since the county party committee issued the "No. After the opening of the small market, the streets where it is located are overcrowded, and conflicts between pedestrians and vehicles often occur.For a period of time, the residents really complained about this.What to do, the county party committee and Secretary Xie Gaohua were also thinking about it at the time.Xu Zhichang's suggestion of relocating and expanding the market undoubtedly set fire to Xie Gaohua and the county party committee's goal of "prospering the county with business".

"We are the cadres of the Communist Party. What do the cadres of the Communist Party do? In the final analysis, they are doing things for the people. What does Xu Zhichang's suggestion explain? It shows that some of our ideas and concepts as cadres cannot keep up with the masses. How can this work? What? This is going to delay the reform and opening up!" At the enlarged meeting of the county party committee, Xie Gaohua stood up from time to time while smoking a cigarette and said loudly to the cadres, while the audience was surprisingly quiet.As you all know, this meeting has extraordinary significance: the county party committee will make a decision that will affect the future of Yiwu, and take business and business development as the primary strategic task of completely changing Yiwu's backwardness and poverty and realizing modernization.

"Yiwu needs to develop, but we don't have the geographical advantages of the coastal areas, and we can't even find a single overseas Chinese or family member. What do we rely on? Yes, the people have pointed it out to us, that is, our Yiwu is not afraid of suffering. Keep making progress with the housekeeping skill of snowballing with small capital - "chicken feathers for sugar"! Don't underestimate this handful of chicken feathers and a button, the knowledge in it is still included in Marx's "Das Kapital". Today we will All these housekeeping skills are brought out without reservation, you give me a hand, and see who has shaken the rattle?"

As soon as Secretary Xie Gaohua's words fell, the audience immediately became lively. "Hands up!" The stage urged again.So the audience raised a forest-like arm... Secretary Xie Gaohua on the stage lit a cigarette again—his cigarette addiction made his mouth "burn" constantly, especially when he was extremely excited. "Okay, we don't have to worry about getting rich in Yiwu! See for yourself, except for me, a foreigner and a few comrades, you have all shaken rattles, and you have all done 'chicken feathers for sugar'! Okay, Yiwu prospers the county with business. It will definitely be successful, this is our biggest advantage that no one else can compare with!" "Secretary Xie, can we let go of doing business from now on?" Someone asked. "Is there even a question? And next year when the enlarged county party committee meeting will be held, the first agenda I will ask you to talk about who is the best at mobilizing the masses to do business, and whoever is the first cadre to be commended!" Xie Gaohua replied. "Then it is also possible to open a factory privately?" "Is there any need to ask? If you don't open a factory, you can't do big things. The bigger the Yiwu people's factory, the more reliable I will be as the secretary of the county party committee!" "Hahaha..." Xie Gaohua's reply elicited laughter. "I want to ask another question: Can the family members of our cadres also go into business?" "Yes. The family members of cadres are also the masses, and they are also part of the people of Yiwu!" "Then can we as cadres participate in business?" This is a sharp and sensitive question.The noisy audience suddenly fell silent, and almost all eyes focused on Xie Gaohua's face.The cadres saw Xie Gaohua pick up a cigarette again, then moved the microphone to his mouth, and said loudly: "As long as it doesn't affect work and doesn't engage in privileges, I think you can use your spare time to do business! Just like you It’s like going out secretly to ‘exchange chicken feathers for sugar’!” "Good, good!" The cadres said that this was the happiest meeting after the "Cultural Revolution".And at this meeting, the county party committee made the "Decision on the Construction of Small Commodity Market in Choucheng Town", and instructed the Industrial and Commercial Bureau to designate land and build a city in the Taizufan area of ​​the county seat. On December 26, 1983, the first small commodity market with a fixed place in Yiwu's history was completed and opened.For the first time, Feng Aiqian, Huang Changgen, He Haimei and a group of small merchants who had wandered the streets and moved from east to west, wore badges and neat professional attire, standing at their counters like salesmen of state-owned stores previously sold items.Many of them cried with excitement, because not only did they have their own fixed place of business for the first time, but more importantly, they were called "comrade" and "server" by customers for the first time like human beings.Don't underestimate this change. It not only gives businessmen a simple and beautiful place to operate, but also Feng Aiqian and the others can't fully describe what it offers.That should be a kind of restoration of personality, a kind of necessary dignity, a kind of battlefield where talents can be displayed, or a world leading to the kingdom of freedom.In short, you can use whatever you can compare, because the content that Yiwu people have obtained from the establishment of a formal market is too broad and rich. Making money was important at the time, but not everything.Almost all the famous "big households" in Yiwu today really made their fortunes during that period. He Haimei, director of the Market Individual Labor Association, told me about her psychological journey during that period. When entering the second-generation market from the humble street stall market on Beimen Street, one day the secretary of a leader in Choucheng Town, where the county seat is located, suddenly came to He Haimei and brought her an unexpected news, saying that He Haimei has a problem with your work. It's settled, the leader will arrange for you to work in Yiwu Hotel.Had the news been a few years earlier, He Haimei would have knelt down to thank the comrade secretary in excitement.Think about it, after a peasant woman with a rural hukou married into the city, He Haimei asked many people for a job in the past ten years, but the most who answered her was a temporary worker.At that time, for He Haimei, having a formal job not only guaranteed food for herself and her newborn son, but more importantly, it meant that her identity had been completely changed, that is, from a farmer to an urbanite. !At that time, in the eyes of ordinary farmers, an urban household registration and a formal job were inexhaustible treasures.But what the secretary didn't expect was that He Haimei, whom he received again and again in the past and asked for a job arrangement, shook her head and replied that she only wanted to do business now, and she didn't want any more formal jobs. "Have thought about it? Don't regret it." "Think about it early, and you will never regret it!" He Haimei has her reasons for refusing to accept the kindness of the relevant department.She said that she saw the construction of the second-generation market, especially when the government and customers began to treat hawkers like her who had been driven around as human beings, and she felt indescribably grateful.And this kind of spiritual strength far exceeds the meaning of making more money and making less money.On the other hand, from the perspective of business conditions, there is a huge difference between the "road market" and the regular market.In the past, the size and reputation of stalls on the side of the road were affected. After entering the indoor market, it is quite different.Every industrial and commercial household has a fixed booth and a fixed business place. Customers can rest assured when buying from you. If they find any problems, they can find the owner at any time, and they can also approach the industrial and commercial management department to argue for compensation.The business form of stall owners has undergone qualitative changes. During the "road market" period, one did not dare to buy more or long-term goods, and the other was to buy goods and trade with cash.There are various forms of operation in the regular market. When the stall owner purchases from the source, if the product sells well, he can buy a large amount. If the cash flow is tight, the supplier can safely deliver the goods to you first, and then check out after the goods are sold.And He Haimei told me that the reason why she and a group of other early Yiwu operators "sent out" was because when these self-employed entrepreneurs entered the small commodity marketing market, most of their supplies were unsalable products from state-owned enterprises. , and most of them are sold out and then settled, which makes He Haimei and the others benefit from both sides.Especially when a company with unsalable products learned that Yiwu people had solved a big problem for another company with unsalable products, it took the initiative to ask He Haimei and the others to sell on behalf of them, and even the phenomenon of "half giving and half selling" appeared. At this stage, many people in Yiwu made a lot of money, which also made the Yiwu Small Commodity Market famous.For a while, commodities that seem to be selling well or not, as long as they go to Yiwu and Yiwu people, they can be sold at a good price, and dead money can be turned into living money.As early as the "chicken feathers were exchanged for sugar", there were Yiwu people who traditionally traded in different places. This time, they made full use of their strengths. Some operators have not left Yiwu, but just exchanged the in-demand products in Guangzhou with the slow-selling products in Shanghai. Hey, money is old!Yet this is only the tangible physical world.For the vast number of self-employed people in Yiwu, the income they get from the government's support for the market economy is not only rich money, but also a leap in thinking and progress.Huang Changgen, He Haimei, Pan Maofa, Wu Chengxian and other business activists who were regarded as the leaders of "capitalism" in the ultra-"left" era all joined the Communist Party of China at this time. Lehe's generous support of public welfare undertakings has exerted an immeasurable influence among the majority of self-employed people, and laid the foundation for the good atmosphere of the entire Yiwu market.When I came to Yiwu for an on-the-spot interview more than ten years later, although the owner did not specifically introduce the situation to me in this regard, I was deeply impressed by the leading role of these individual advanced elements back then.When I went to the market to interview He Haimei, Feng Aiqian and others, they were all very busy, but the strange thing was that they were not busy with their own business, but were working exclusively for the market and other operators.What kind of persuasion, what kind of help to contact the transportation, or find the "Consumer Association", in short, none of them are related to my business.At first I was very surprised, and asked He Haimei and Feng Aiqian, why are you busy with others instead of doing your own business?They told me that the market has grown rapidly, with tens of thousands of operators and hundreds of thousands of customers every day, and there are both major matters such as contracts and agreements between sales and trivial matters such as shortfalls, and only rely on industrial and commercial cooperation. The market management department can't handle it, so we activists took over all these things.On the one hand, we are operators ourselves, and we are familiar with and understand the problems between operators or between operators and customers. In addition, we are all "veterans" in the market, so it is easy for everyone to listen to us when we deal with anything. When I was interviewing He Haimei and Feng Aiqian, two operators happened to come to the marketing office to argue because of conflicts over the placement of goods.The fast-talking Feng Aiqian left the two little bosses who were just like fighting cocks speechless with a few words and walked out the door with their heads bowed.Although I was unable to learn more relevant examples during the short interview, the figures of Feng Aiqian, He Haimei, and Gong Huichao from the Yiwu Market Management Committee have aroused my endless thinking: the reason why Yiwu Market is different and why It is constantly prospering, and it has an extremely important experience that it has fully utilized and relied on a large number of activists such as Feng Aiqian and He Haimei. The dedication and selfless dedication of these entrepreneurs is the shining cornerstone of Yiwu Market, which supports this colorful market. socialist market economy building. Not long after the establishment of the second-generation market, more than 1,800 originally designed stalls were opened in less than a month. Due to the sharp increase in business personnel, the market management department had to take emergency measures and use all available methods to expand the stalls to There are more than 2,800 people, but the people involved in doing business are still pouring in like a tide.People in Yiwu who experienced this scene at that time can still clearly remember that when the new market opened, everyone was amazed at the largest indoor market in the province at that time, but in a blink of an eye it was crowded and there was no place to stand, let alone merchants who came from afar. If there is no market, it will be a problem for local stall owners to enter and exit.As more and more people are optimistic about the market, the rental fee of the stalls has increased sharply several times. Some people simply vacated the stalls when they saw that the stalls were in high demand, which exacerbated the tightness and confusion in the market. In late April 1985, the new generation of county party committee leaders who had taken over from Xie Gaohua worked on the spot. Based on soliciting opinions from industrial and commercial households, they decided to propose a plan to build another market to meet the needs of the market.Then, to the surprise of the decision makers, as soon as the reconstruction plan came out, it immediately aroused another kind of objection. Since the new plan must occupy a certain amount of fertile land, some people took this opportunity to write letters to the province and even the central government to say : "It's a pity to destroy such a good field and build a market. Can you get enough food from the market alone?" Self-employed, small businesses and hawkers are confused by some abnormal phenomenon!At that time, this kind of opinion was not without social basis, and judging from the mentality of most people, especially the majority of cadres, it questioned whether the market could last and whether it could become the leading industry in Yiwu's social and economic development.what to do?There are only two ways: either rebuild or not.Reconstruction is to push the market forward, not to build is to let the market develop so far.The two distinct opinions are concentrated on the county party committee.The secretary of the county party committee at that time was Zhao Zhongguang, and it was up to him to make the decision this time.Secretary Zhao Zhongguang's handling of this matter was both simple and difficult. He called members of the five sets of teams in Shangxian County and followed him to the field inspection. Finally, a collective vote was made to decide on the rebuilding of the market. "If you have any opinions, just listen to them and don't change them. Once you've made a decision, hurry up. I'll cut the ribbon when it opens before the National Day next year!" Secretary Zhao Zhongguang specially instructed at the end.It was a quick cut, and Yiwu's decision makers have been doing one thing of great merit since Xie Gaohua, that is, to follow the own laws of market development and actively take effective measures to ensure its vigorous development. On September 26, 1986, in just 10 months, a larger wholesale market for small commodities was built in Yiwu City. The situation is still beyond imagination.The booming scene at the beginning of the opening made Yiwu people themselves unable to explain what was going on. In short, the market is so good that even the operators are a little confused.Only half a year later, when the spring of 1987 came, Yiwu’s third-generation new market was once again in a hurry: not to mention that the business venues were full, the entire Yiwu city had become a big market—because there were not enough indoor venues, many businesses Investors and merchants can only see the empty space and get together to buy and sell. There was once a person who didn't know how to do any business, so he rented a building next to the train station to provide transit for foreigners to purchase and deliver goods. Over the next year, I easily earned more than 1 million yuan!People in Yiwu are so smart. Some people heard that renting out houses can make a lot of money, so there was an upsurge of building new homesteads in the county.Hey, this heat, even the urban construction cadres who have always had a headache how to catch up with the urban construction have not thought of something: the urban construction of Yiwu, which has been in progress for decades but has never changed much, is full of buildings overnight. New, the entire urban area has expanded several times!What is exciting is that the government didn't spend much money, just got a few more sets of plans. The market has brought many unexpected changes to Yiwu. The municipal construction in just a few years has transformed a small old town into a modern city in central Zhejiang. In 1988, Yiwu officially changed from a county to a city.And the process of changing the county into a city, if there is no development of the small commodity market, maybe Yiwu is still a county-level place today. The revolutionary teacher Marx once pointed out in political economy that when capital enters a free economy, its development will often not be shifted by people's subjective wishes.The same principle applies to the socialist market economy. Once it enters a benign state, its development will exceed our imagination and will have a significant impact on the entire social form.Shortly after the opening of the third-generation market, the tension of stalls became the primary contradiction in Yiwu market again. At this time, the enthusiasm of foreign merchants for Yiwu market is getting higher and higher. The desire to expand the market is more urgent than fire.It seems that the decision-making process of the third-generation market is short-term behavior again.Don't hesitate, expand it!This time, cadres at several levels agree with the majority of the masses, because few people in Yiwu will make irresponsible remarks on the market due to the benefits of real deals.The collective decision was quickly formed: the 120 mu of land extending eastward across Chouzhou Road behind the third-generation market will be used as the planning area for the fourth-generation market. It was decided in June, and a circular was issued to the whole city in the name of the Municipal Party Committee Office in July. Everything is in full swing. Thousands of operators and more than 600,000 Yiwu people are looking forward to the birth of a bigger, more exciting and magnificent "China Small Commodity Market".However, an unexpected political storm swept across the land of China from Beijing, and for a while there were dark clouds over the land of China.The Chinese people have fallen into pain and confusion, and what the future will look like has become a big topic that everyone looks forward to again.What makes Yiwu people feel the most incomprehensible and uncomfortable is that "the self-employed are the root of the turmoil!" and "the country must continue to raise the red flag, it must first eradicate the private economy!" and so on.Yiwu people and the Yiwu market are under pressure from all directions, even hanging over their heads. Although some phenomena are inexplicable, they were said to have noses and eyes in those days. It seems that the individual economy is born In the turbulent soil, the self-employed are strong supporters of the turmoil. The small commodity market in Yiwu is the most active, so the political issues there deserve the most attention.In short, people in Yiwu and things in Yiwu should attract enough attention and attention from above! "What, you want to expand the market at this time? Isn't this adding fuel to the fire?" "First clarify the question of whether the self-employment behavior is surnamed 'capital' or surnamed 'she'!" Some people dismissed the report submitted by Yiwu with a very political official tone.What’s even more chilling to the people of Yiwu: Individual leaders who have always been enthusiastic about the Yiwu market and often like to include the achievements of Yiwu market development in their achievement satchels, dare not take a step in the Yiwu market, as if they are taking a step closer As if he would take off his black hat... It was a moment of great disappointment and expectation for Yiwu people, and Yiwu people did not forget Zheng Shangjin, the secretary of the municipal party committee at that time, and his "group of people".In the face of the storm, Zheng Shangjin and other leaders made bold and responsible decisions, so the people always remember these historical figures who played an important role in the development history of Yiwu.Although I did not have the opportunity to interview Zheng Shangjin, who is now the secretary of the Jinhua Municipal Party Committee, and others, their contributions to Yiwu during the special period are an immortal monument in the hearts of Yiwu people.At that time, Zhu Lianfang, the head of the Propaganda Department of the Municipal Party Committee who participated in the "Report on the Expansion of the Yiwu Small Commodity Market", introduced to me that at that time, the whole Yiwu market was fluctuating, and the root cause was that it was unclear whether the individual economy was a socialist economy or not. This has raised the question of whether it is right or not for Yiwu to run a small commodity market.There are many things in China that can wait for the resolution to be done, but at that time the Yiwu market had already been famous all over the country. If the huge market does not operate for a day, it will affect the interests of tens of thousands of operators. If it does not operate for a few days, it may cause us The market that has been painstakingly managed and cultivated for several years suddenly collapsed, so at that time our city leaders were in a hurry, market managers were in a hurry, and self-employed people were even more in a hurry. What should we do?At that time, every step may be a political risk.What is gratifying to the people of Yiwu is that the leaders of the Yiwu Municipal Party Committee and Municipal Government at that time quickly made the correct decision, that is, unswervingly affirmed that the individual economy is an important part of the socialist economy, and self-employed workers are socialist laborers. There was nothing wrong with setting up the Yiwu market yesterday, and there is nothing wrong with expanding it today.To this end, we have done a lot of arduous and effective work to stabilize people's hearts, such as broadcasting the opinions of the municipal party committee and the municipal government to operators from time to time, and dispatching administrative cadres to go deep into the market to do patient and meticulous work for the masses. interpretation and advocacy work.At the same time, it specially cooperates with the propaganda of the feature film "Independent Kingdom" broadcast by CCTV to reflect the Yiwu market, so that all business operators in Yiwu can understand that the road taken by Yiwu has not deviated from the direction of socialism, not only has it not, but it is even more It is completely correct to walk on the road of socialism.It is glorious to engage in the individual economy, and participating in the market is to do better things for socialism.With a clear understanding, confidence will be strengthened, and our market will be better and better. On October 5, 1990, Shen Zulun, then governor of Zhejiang Province, swiped a pen: the expansion of Yiwu Market is indeed necessary.Therefore, after experiencing an unprecedented political turmoil, the people of Yiwu are more determined to run a market and a large market. This time they are completely aiming at the goal of "the first in the country". Therefore, as soon as the design of the fourth-generation small commodity market is released It is very exciting: Yiwu will build the country's largest indoor commodity trading market with a total area of ​​more than 50,000 square meters! It took 1 year and 10 months for the fourth-generation market to go from being proposed to starting construction to being officially opened. This decisive battle is very unforgettable for Yiwu people. The entire transition of the color of knowledge and skills is also a fundamental understanding of the nature of business operations to clarify what is surnamed "capital" and what is surnamed "she".A few years later, at the 14th National Congress of the Communist Party of China, the Party Central Committee clarified the theory of a socialist market economy. At the Second Session of the Ninth National People's Congress in early 1999, Deng Xiaoping Theory was written into the Constitution together with "the individual and private economy is an economic component of socialism".In fact, for Yiwu people, their practice and application of Deng Xiaoping's theory of building socialism with Chinese characteristics, and the practice of developing a market economy to promote social progress have already begun and succeeded.While Yiwu people follow the laws of the market economy, the market economy is really like an "invisible hand", helping and promoting the healthy development of the entire Yiwu market. In 1992, there are a few important records in the history of Yiwu: Among the top ten markets in the country confirmed by the State Administration for Industry and Commerce, Yiwu Market ranked first, and it was approved by the state to change the name of Yiwu Small Commodity Market to "China Small Commodity Market".城”（在这之后义乌的小商品市场连续7次排名全国第一，即年年处在几万个商业市场的“老大”地位）。其二是，义乌当年向国家上缴的财政收入中，个体私营企业税收达50.5％，实现了第一次过半。别小看了这一“过半”，它的意义对中国共产党人和全中国人民认识社会主义初级阶段理论，可是个极其重要的实践依据，当然对于义乌人自己来说，搞市场此时已不再是简单的管与不管的“副业”了，它是实现本地经济与社会发展占主导地位的大产业！非抓不可！非抓好不可！ 我曾同一位经济学家讨论过这样的话题：在中国，类似义乌的商品批发市场不下几千几万个，为何独有义乌市场发展得如此迅猛与健康？这位经济学家运用了很多政治经济学的理论，试图来向我论证义乌办市场的成功经验。但他的那些出自亚当·斯密的经济理论无法使我信服，因为一般意义上的市场规律别人也曾运用过，但中国很多市场在办的过程中就时好时坏或者压根儿就失败了，可义乌从来就没有失败过，一直发展得出乎意料地顺利，这是哪只“无形之手”在作怪？在发魔力？ 这正是我和许多人想弄明白的。 这正是义乌超人的魅力所在。 曾经听到一则民间传说：有个广州商人在80年代中叶认识了一位义乌人，这个广州商人已有30多万元资产，那时这样的数目绝对是大款了。当时那位义乌人是刚扔掉拨浪鼓第一次出门去广州想批点小商品回家赚个过年钱。他身上仅有500元钱，本来只够批一些最便宜的文具小商品。广州的那个老板说你要货不是？是想便宜点不是？好啊，你就请我进一次“OK厅”玩玩怎么样？那义乌人心想城里人不就是爱那个“寻开心”嘛，去就去呗。这一进去不要紧，最后一结账那义乌人差点急出性命：整整花去了他400元！这怎么进货呀？那广州人大概看出对方的窘境，说老弟你放心，我看你还算仗义，进货的钱你暂时可以不付，留下身份证下次再付也成，不过有个条件：你必须在半个月之内把钱送来。人家已经够朋友了，那义乌人还有啥可说的？行，就这么定了。那义乌人挑着货物往火车站就跑，哪知一掏口袋只剩了20多块钱，连张火车票都买不到。What can I do?义乌人急得全身直冒汗，他想过回去再到广州老板那儿借点钱买个回程票，可又觉得自己太丢人现眼，说不好人家以为你是故意敲诈啥的。左想右思不得要领。正在他极其为难时，他看到附近有个小店有卖竹担子的，义乌人对竹担怀有特殊感情呀，那义乌人便马上过去用身上所有的钱跟那店主讨价还价买了副竹担，并把批发来的货物全部装在担里，就迈开双腿重新当了一回特殊的“货郎担”。从广州到义乌一千余公里，那义乌人一路摇着拨浪鼓，边卖货边兼程回家，整整用了12天时间赶回了义乌。第16天，正当那广州老板心里骂着“不能当好人”时，义乌人突然出现在他眼前，并且把准备好的钱一分不差地呈上去，说了声：“大哥，实在对不起，因为赶路我耽误了一天时间。”待广州人听完义乌人从头到尾那么一说，“老广”感动得连呼“义乌人天下第一商！天下第一商是义乌人也！”5年后，那个义乌人已经是“千万富翁”了，而那个广州人则老老实实在义乌打工，每月只挣两千来元生活费。有人奇怪地问他为啥放弃生意不做而来义乌为别人打工，你道那广州人说啥？他说：“天下既然已有义乌人在做生意，何必再有其他人从商？”关于这则民间传说的真实性我无法去查证，但从中可以让人侧面认识一件事，那便是义乌市场的兴旺发达，长荣不衰，与义乌人独特的经商之道密不可分。 义乌人从小孩到老人，都能说出下面几句话：“踏遍千山万水，想尽千方百计，说尽千言万语，历尽千辛万苦。”这个“四千”精神是义乌人祖传下来的经商法宝，它源于“鸡毛换糖”的摇拨浪鼓生涯，可以说是义乌人经商成功的精髓。 与众多初次到义乌的人一样，开始我同样弄不明白为什么中国最大的一个商品交易市场，它既不在北京，又不在上海、广州这些大城市，却在义乌这么个贫穷偏远的小城市？现在我才明白，这既是邓小平走中国特色社会主义道路的理论在这里实践得好，也是义乌人的独特经商之道所决定的。也可以这么说，除了义乌人之外很难有第二个地方能与它竞争。这是因为在中国这样一个市场经济刚刚开始不久，尤其是在我们的商品信息与流通渠道十分不健全的国度，特别是长期以来我们实行的是计划经济，国有经济占了主导地位，人民的生活用品及生产资料都赖于单一渠道的供给，横向的流通渠道几乎是零。在这种特定的机制下，当我们一旦始发市场经济的快车时，就会发现其不健全和不畅通的轨道常常会严重地阻碍我们的进程。而义乌人则在此时此刻充分发挥了他们独有的优势，这就是他们用双脚踩出的信息与商品流通的渠道。最初的义乌市场，基本上仍然是“鸡毛换糖”的延伸。但绝不要小看了这种延伸，正是这种像蚂蚁搬山式的延伸功能，使得义乌在得到政策允许大办市场时，它所释放出的巨能变得就像原子能所产生的裂变。当成千上万的拨浪鼓手们发现用货郎担将各地所产、所剩的商品，以蚂蚁搬山一般往回拉的形式，已经无法满足日趋潮涨的需求时，他们就改用车拉、船装甚至飞机代托等办法一次次地将全国各地的那些紧俏货物像蚂蚁般地搬回家乡……而就在此时此刻，他们的家乡义乌便成了万千货物的集结地。这些货物都是些百姓日用的紧缺用品，当然很快就有人买、有人批走了！这你一运，我一卖，他再一批发，物品流通便越走越快。这时拨浪鼓手的身份已经成了采购员，但由于他们的本质没有改变，肯吃苦，肯赚小利，所以从不怕别人抢自己生意，也不怕别人与之竞争，相反他们十分愿意在这种激烈的相互竞争中练就自己更过硬的从商本领。在80年代，我们国家的交通行业远不能适应物品流通需要，很多地方连车都不通，或者只有一两趟班车。有个义乌人对我说，他在一次外出采购货物时，不说车上没座位，就是连个立足的地方都找不到，为了保证把货物运回家，那次他整整在火车上睡了一个星期“卧铺”——就是把身子横卧着钻在座位底下。有谁设想一下那种不能抬头、不能直腰，连撒尿都不能的滋味是怎样一种生活体验？我不知道这是不是也该载入世界吉尼斯纪录。其实义乌人今天所呈现在国人面前的大市场，在很大程度上正是由于他们中的无数人，曾经以同样的吃苦耐劳精神，像蚂蚁搬山般一点一滴地积累起来的。 全国各地的小商品就这样神奇地跑到了义乌，这种巨大的流入过程在同时间又向外传递着一个信息：义乌有各种你想要但别的地方没有、或者价格不如义乌便宜的货物。于是无数经商者就跑到义乌来，他们兴高采烈地搬走他们想要的商品。而在这同时，义乌人再一次发现了什么东西是别人最喜欢的，什么东西是最能赚钱的，于是又形成了新一轮的采购，蚂蚁搬山式的采购再一次从各地运回义乌。不久，聪明一些的人就采取不来回跑，而是常驻某一地，通过调拨来及时运回义乌方面所需要的商品；再有高明者在向义乌运回货物时，又从义乌市场发运常驻地紧缺的商品，如此坐地一方，来回赚钱，不亦乐乎。更有高明者，他完全靠义乌市场上或者是从其他渠道获得的信息，根本不经义乌市场，直接从有货的某地调拨至缺货的某地，如此天马行空，赚的钱便更多了！但不管哪种形式，源头始终在义乌，因为操纵整个市场和流通过程的是他们义乌人。千万别小看了义乌人这“一进一出”的运作过程，它对市场形成和促进中国产业发展起的作用非同小可。 有个叫楼香云的服装商，最初在上海进了一批丝织方巾，很好销，后来她听说这是嘉兴产的，就拿了方巾直奔嘉兴，到那儿一打听才知这是距嘉兴市还有20里路的王江泾生产的。楼香云一看此地，交通异常不便，当地农民劳动力大量剩余，但生产的丝织产品却工艺精湛，于是说以后你们的产品我全部包了。原本一直为产品销售犯愁的王江泾人听了这话就像见了财神爷，于是一口答应。从此楼香云每天往这儿跑一趟，几年过去，王江泾就在楼香云的一次次奔跑中盖起了一排排楼房，农民们今天都过上了小康生活。楼香云呢，自然不用说，她的口袋里早已鼓得发胀。像这样的事太多了，目前义乌人在外跑生意的约有五六万人，与楼香云一样跑富了自己又带富了一片的比比皆是。 义乌人在历经上面这阶段后，慢慢发现，要使市场不断地有竞争力，赚更多的钱，以往的那种来回运拨式的生意成本仍高，而且商品的式样受原有式样的限制。义乌人便动起了脑子：为啥不能自己动手生产？干呗！这一干不要紧，心灵手巧的义乌人几乎把各地出现的紧俏商品和尚不被人认知却必大有市场的商品，全都给制作出来了，比如有人在广东发现了“呼啦圈”，三天之后，义乌市场上就能成车成车地批发，哪来的货？义乌人自己做的呗！那一年开始流行女式长丝袜，义乌人在三天之内生产出的长丝袜比广州百货商场里销售的花色品种还要多，当然价格低了近一半，袜商们兴奋得夜不能眠，源源不断地从义乌批发，一直批发到今天，而今天义乌的袜子生产量已经是全国的绝对第一，占全国总生产量的三成以上。袜子是义乌市场几万种商品中的一种，几乎每一种商品对义乌人而言，都可以形成他们的某一个拳头产业。这里面的奥妙其实不算太复杂，用他们的术语叫做“前店后厂”。所谓前店后厂（或叫前摊后厂），就是经营者在市场里开个店租个摊，店里摊上卖的什么货，其生产出处就在他的店后或摊后的工厂。别小看了这种前店后厂的生产经营方式，它也许是中国农民市场经济的一大特色，就像曾经统帅过中国工业生产“半壁江山”的乡镇企业一样，它正在或者有可能再度成为中国国民生产的“半壁江山”。在义乌我最初感受到的就是这儿的百姓的房子特别地大，每家每户基本都是一栋四五层的大楼，而义乌城区到义乌下面的城镇，大部分街景都是由百姓自己动手建的楼宇组成。开始我有些不理解义乌人为啥要造那么大的楼，三四口人住那么大的房子不都空着吗？后来我一进这些农户，才知道义乌人的家居跟其他地方都不一样，他们一般把一层开设为商店或铺位，直接售货，二楼三楼是厂房，只有最高一层的一小部分才是主人的生活用房。目前义乌的4个大市场上，共有6万多摊主，其中很大一部分都是“前店后厂”。因此进义乌市场批发货物，你千万别小看了只有小小一两平方米面积的摊主，说不定站在你面前的就是位亿万资产的大老板。 我遇到这样的事不止一次。有一回我到市场采风，见摊主是位卖服装的。看了她不足3米的摊位上放了好几种品牌的衬衣，我问她这么多品牌的衬衣都是从哪儿批发来的？女主人一笑，说都是她自己的。我心想，这也许正是那种自己做了一大批各种名称的假商标，然后往别人的产品上那么一贴便冒作自己商品的投机商。女主人听说我是专门来写义乌市场的，又见我如此不信她的话，便非要带我到她家瞧个究竟。“否则你大作家凭自己想象一写，我们义乌人的脸面不就全没了吗？”哈，女主人很有“义乌意识”。于是我就跟着到了她家，这才让我大吃一惊：原来这位女老板家竟有两栋五层大楼，光雇用的工人就有600多个。走进她家的厂子车间，我看到的已经不是我想象中的那种家庭作坊式的生产模式，而是一色的日本进口的现代化制衣机。她家的产品陈列室里，总共有6个品牌的衬衣，其中有3个获得全国或省级专业机构颁发的优质证书。正是不见不知道，一见方知义乌人之厉害。 我们知道，无论何种市场经济，供求、价格与竞争是它的基本要素，三者之间相互联系又相互影响的过程，便是市场机制发挥作用的过程。即市场供求关系的变化引起市场价格的变动，价格变动反过来影响供求关系的变化，无论是价格变动还是供求关系变化，都会导致利益格局的改变，进而引发市场竞争；竞争的结果又反过来影响供求和价格。市场机制的如此动作，一方面激发商品生产者和经营者的进取精神，不断想方设法提高技术，降低成本，改善经营，从而推动整个市场及社会的发展。而这促进生产力提高和社会发展的整个动作过程，便是我们所说的那只“无形之手”——即市场经济的规律。 义乌人从80年代初始，仅用了10年时间，由最初的“鸡毛换糖”的经营方式，争取到了自我生存的机会，发展到建立起一个庞大的商品流通市场，垄断了全国小商品生产和流通及交易行业，使12亿人的日常生活用品市场的价格，随义乌市场的变化而变化，把自己从一个连吃饭问题都难以解决的贫困小县，建设成“中国百强县（市）”，人民安居乐业，家家富裕小康。这一切正是他们恰到好处地将传统的“鸡毛换糖”精神与市场经济的那只“无形之手”联在了一起，并使之发挥出了最佳的魔力。考察一个市场是成功还是失败，最好的时机并不是在全社会或者说整个大市场都欣欣向荣之时，而应该是像这一两年中我们普遍都受到亚洲金融危机等影响下，各种市场不太景气时，方能看出谁英雄谁好汉来。当这两年国内大小市场都在大叫“跳楼”时，我们再看看义乌市场依旧风风火火、热热闹闹，你才意识到义乌确实值得让我们思考这样一个问题，即建设中国式的社会主义道路，或者说建立有中国特色的社会主义市场经济，绝不是一句空话，也不是乌托邦，它是完全可以实现的。义乌就是这样的典范。 我一直想弄明白为什么中国最大的小商品市场、最活跃的商业流通市场、最繁荣的日常生活用品生产基地，不是在别的什么地方，而偏偏在浙中那个不起眼的义乌？我也一直想弄明白像上海、广州、苏州、常州这些一向统领中国轻工产品的著名生产企业的产品，为什么十分愿意舍近求远，跑到义乌来抢占市场？甚至我们还会发现，这些地方生产的名牌产品在义乌市场上的价格，比它们在本地或自己的出厂价还要便宜？而且十分有趣的是这些地方的老牌或名牌企业的老板们，还时常以在义乌抢占的市场份额多少作为自豪的本钱！As the saying goes, laymen watch the excitement, and experts watch the way.在1998年那个金秋日子召开的1998中国小商品博览会上，来自中外几千个商家抢占同一市场的热闹场面我是看到了，但这并不能满足我这个外行想研究一下吸引那么多商家到义乌来的“门道”。深入之后，我恍然大悟：义乌人运用市场经济那只“无形之手”可谓到了称绝的境地。我们已知市场经济的“三大要素”，其中能吸引商家的最重要的无非是价格。在义乌市场，价格的力量是一切商品能够生存的最重要因素，也是每一个经营者及商家成败的关键。通常一种同类同质的商品，在义乌市场一般都要比其他市场便宜三成以上，有的甚至便宜一半。这三成以上的差额便是商家的利润和义乌市场可以同别的任何市场决战的本钱。那么义乌为什么可以洒脱地做到而别人就难以做到呢？除了上面已经说到的义乌人敢吃苦、会利用“前店后厂”的办法外，再就是义乌人头脑里从来就树立着不求赚足钱而只求能赚或少赚钱的经营思想。说起来似乎有些不可思议，做生意人不想做大生意，不想多赚钱？究竟义乌人为啥要这样做？首先，义乌人清楚只要自己的某一种商品出手时利润一大，马上就会在一夜之间有十家百家地跟着你来做同一生意，那么你昨天赚大钱的生意到了今天、明天可能就连老本都赔了进去，三三得九地赚钱，再来个二五得十赔钱，结果你是赚了还是赔了？义乌人比谁都会算这笔账。除非在自己有足够的实力的情况下，我做某一产品的“独家代理”或独家生产者，那我就可以足足地赚它个“天昏地暗”。其实现在义乌市场上早已有这样干“独家代理”和独家生产与销售的主了，他们理当是市场上的“老大”。其二是，义乌人把赚钱的最大渠道放在批发上，量是义乌经营者追求的最大目标，在他们看来，与其抬出某一高价引来千百户商家跟着自己竞争，而一下枯了赚钱的“大江”，远不如开拓十条百条价格上有绝对竞争优势的“涓涓小溪”实惠得多。义乌人有个竞争法则：同一类商品，你有一元赚，我绝不赚过九毛九；你把赚一毛为目标，我不把赚五分钱视为吃亏。你卖一分钱不赔不赚，我五厘卖出去眼睛不多眨一眨。啥道理？他们自己说这是赚钱的真正奥妙：出手快、快出手，才是根本。到义乌市场亲自转一转，亲眼看一看，你会发现，同一个商品，在同一个市场内会有几种甚至几十种价格，就连你在同一个摊主那儿，此一时与彼一时买的货，也会有完全不同甚至上下差异极大的价码。你用不着瞪大眼珠，因为这就是义乌市场的独特奥妙。如此强大而又不可抗拒的价格竞争所出现的后果是，你必须提高供求的能力。供者，有别人无法求取的远来货，也有近得不费任何费用的“后厂”直销货，更有名厂名牌的独家货，这些都是在激烈的价格竞争中取胜的某些先决条件和必要因素。你这样做了，我便想出更绝的办法超越你。于是他便不能再重复前者的路子，只能去另辟途径：或靠更新技术，或靠提高素质，或靠引进先进管理机制，总之你得想尽一切可以想出的办法。如此循环往复，螺旋式地前进，市场便在这种循序渐进中发育和健全，处于几立不败的境地。上面所说的市场运作规律是对那些直接在商场内参与经销者而言的。而那些外地的著名企业、名牌产品，它们在义乌又为什么心甘情愿“舍利卖血本”呢？第一次到义乌采访时，正巧有位苏州老乡和我住在一个楼里。他告诉我他是苏州某丝绸厂家的，这个厂名与所生产的丝绸产品，我知道是在苏州当地也颇有名气，但我不明白的是为什么我的苏州老乡舍近求远来到义乌，而且听说他在这儿的批发价比苏州还低出几块钱。老乡笑了，说表面上看我们来到义乌市场似乎是在做赔本生意，其实天底下哪有专做赔本生意的事呀？所谓的赔本是专门念给那些要买你产品的人听的。你想，当有人听说你是拿了比自己出厂价还便宜的货到义乌来，就凭这一条，他客商不买你的货才怪！好啊，这一卖你的生意不就成了嘛！这是第一步，我们看中义乌，更重要的是因为这里现在已是全国包括服装在内的最大市场，它是整个国家的轻工纺织产品的集散地，其价格和销售情况便是整个行业的晴雨表。我们在这儿插上一只脚，就会知道全国乃至海外的市场信息。有了这样的信息，便可以指导我们企业的生产销售决策，在今天越来越激烈的市场竞争中，“晴雨表”掌握好了，就能使我们在市场上的每一次出击都取胜。你说，我们在义乌市场上的局部“赔本”换来的是什么呢？Is it worthwhile? I laughed.生意人都是“狡猾狡猾的”。据说现在义乌市场上全国著名轻工产品的商家大部分在此设有总代理和总经销。我专门探访了上海某著名笔厂的一位总经销，他告诉我为什么外地那些著名厂家愿意在义乌市场的另一个秘密。他说他是义乌本地人，市场开放的早期，他自己专门跑上海这个笔厂。后来熟了，厂里也看他一次次来提货的数不断往上涨，很高兴，因为上海厂他们自己的销售已经有点走投无路，没想到义乌一个个体户帮了他们不少忙，自然很感激。上海笔厂的厂长又专门上义乌市场考察了几天，发现这儿正是一块他们过去从来没有发现的销售大战场。厂长这时跟那个义乌人说，干脆你在义乌当我们的总代理吧，我按低于出厂价给你，你批发给别人多少钱完全由你自己定，我总厂还给你一个奖励政策：每多销一百万元产品，我给你奖励若干万元，如何？这么好的事傻瓜才不干！义乌人很快接受了，从此这位义乌“总代理”就把上海笔厂完全看做是自己的厂一样，尽心尽力地一方面不断开拓市场，打开销路，另一方面随时注意整个笔业的发展动向，及时向厂子提建议、提改进方案。几年下来，他先后为厂里提出了几十个改进产品与市场对策的建议，厂子根据他的建议及时调整产品结构，不断推出了近百个符合现代中小学生的流行款式，市场销路大增。 3年来，这个笔厂的产值翻了两番，这在全国笔业生产面临严重倒退的时期，上海厂家不仅保住了饭碗，而且还吃上了“生猛海鲜”，上海厂家乐得常常把感谢义乌市场的话挂在嘴边。再说说义乌那位“总代理”，他当了上海笔厂总代理后的3年间生意越做越顺手，因为再没有人跟他竞争了，整个同品牌的产品全由他一人操纵市场，所以十分得心应手，销售额较以往增加数倍，收入当然也随之水涨船高，仅上海总厂奖励他的钱就是好几百万！ 哈哈，彼此赚钱！大家赚钱！在这般同庆同喜之中，义乌市场又再一次向前大踏步地迈进了…… 这就是市场经济学专家所言的“无形之手”的神奇之处？是的，一百多年前，我们的革命导师马克思在他所著的那本厚厚的《资本论》里，其实早已给我们描述过，只是后来各式各样的继承者对无产阶级政治经济学的理解产生了多种分歧，使得本来为人类共有的社会基本规律，硬当做资本主义社会的专利了，而反把社会主义社会该享有的经济财富给剥夺了。义