Sharing an article about Dong Mingzhu's self-reported entrepreneurial experience and business management, Dong Mingzhu described the experience that Gree was almost sold in those years. Regarding enterprise management, Dong Mingzhu said that system is more important than figures, and enterprises should learn to win. The following is my successful entrepreneurial experience in Dong Mingzhu shared by J.L. Welcome to visit more popular entrepreneurial projects (www.oh 100.com/chuangye).
Gree sold almost the same year.
In 2004, we had a very fierce competition. At that time, a big move was very popular in China. Which city can introduce the world's top 500, this city is great. At that time, Zhuhai was also eager for a Fortune 500 company to settle in Zhuhai. They took a fancy to Gree Electric. At the end of 2004, our sales were 65.438+0.38 billion, which was still very small compared with the top 500 in the world. The government is working hard to achieve this goal.
Personally, what are the advantages of buying Gree Electric? At that time, we were offered an annual income of 80 million yuan, while my annual income in Gree Electric was only several hundred thousand. Later, I thought, even if Zhuhai has the top 500 in the world, it is not from China, let alone created by ourselves. On the contrary, through years of hard work, Gree Electric has made small achievements and found a law. Although we face challenges, I think we are still very confident.
My dream is that one day we will build a fortune 500 company by ourselves, so I strongly opposed it at that time. But Zhuhai leaders wanted to sell, so I went to the province to report, and I gave the reasons for not selling. Chinese toothpaste in China is very famous, but it is gone today. It was taken away by foreign companies, or those people and materials, but not our brand. Of course, I also cited many examples. At that time, the provincial leaders didn't say anything. I think I'm finished.
But not long after, an investigation team was sent to investigate, and after the investigation, it was said that it would not be sold. From 2004 to 65,438+00 in 2065,438+04, we achieved 6,543,804 billion from 6,543,803 billion. We finally entered the world's top 500 with our own brand. The happiest thing is that we are not at the bottom of the top 500, ranking 385th. It is the pride of China that we are the world's number one in household appliances in the competitive industry. This is the responsibility of our entrepreneurs and what we should do.
If it had been sold at that time, it would have been 900 million. How much tax can our country have? What are the benefits for our shareholders? Last year, we paid dividends to shareholders, 1 3 shares and 10 30 shares, which was the best enterprise in the history of all listed companies. This year, we also carried out a rights issue of 10.
I want to tell a short story. When I walked into the Great Hall 13 years ago, I said that the air conditioner used here was not mine, so I must let him use our air conditioner. It's no use shouting. Why use yours? Your skills are better than others, and others may use you. /kloc-for 0/0 years, we have seriously studied technology, trained talents and designed the century-old development strategy of enterprises. So we can finally walk into the Great Hall of the People by ourselves.
System is more important than numbers.
In the process of Gree Electric's development, from 20 14 10 billion to 20 14 10 billion, this is not only a numerical change, but also an institutional change. Our numbers can be done beautifully in an instant, but this is often unsustainable. If we want sustainable development, we must make a fuss about the system.
From 65438 to 0995, Gree Electric did a lot of articles on system construction. At that time, we encountered one of the biggest difficulties, and the entire marketing team left the company collectively. Because Gree Electric is not good to them, 8/1000 commission. But the commission of an air-conditioning factory next door is 5%. Does that enterprise still exist? That enterprise no longer exists.
Therefore, many of our employees and our staff are pursuing profits. Enterprises should formulate a good system so that aspiring people can have good development opportunities on this platform (conversely, when choosing a career, it is not how much money the enterprise gives you, but whether the culture of this enterprise gives you opportunities and conditions for development).
When the company encountered such a problem and asked me to come back, I was reluctant at that time. Gree 1994 earned 460 million yuan, and I earned1600,000 alone. That year, I got a bonus of more than 6,543.8+0,000, and came back as a minister, earning 6,543.8+0,000. I don't want to come back from any angle (everyone is a little selfish).
Besides, being a cadre is also offensive. But on the other hand, if the enterprise is gone, can I still do sales? So I thought for a long time before I decided to come back. In addition, I think that no matter how much wealth a person has, if you can't let more people share it with you when you create wealth, then your wealth is worthless.
I came back as a minister and was cheated. We said that the coastal areas and Guangdong were open places, but at that time our enterprises were even more severe than the state-owned enterprises in the mainland: there were no rules and regulations, and there was no code of conduct among personnel.
As we all know, the problem lies with the government. If it is wrong, it also exists within the enterprise. When I was a minister, I found that our problems were very serious. I don't think it is available where there is power, but where there is a transaction.
Our company is particularly obvious in the off-season. Nobody takes the goods in the off-season. Our people sat there drinking tea, and some even brought some food from home to chat. They spent the day very casually and gracefully, without any pressure. Many people wish there was no pressure. Wrong. A person's life needs stress in order to live meaningfully. Without pressure, there will be no meaning, because with pressure, there will be a spirit of challenge and you will succeed. If everything is at your fingertips, it is not a challenge. What is readily available is worthless.
At that time, Gree Electric was not directly nepotistic, but he had many friends and acquaintances. First of all, as a top executive, he didn't realize it, but the people he brought from Guangxi thought that he had such a background and he could do whatever he wanted. Everyone is slowly forming an atmosphere invisibly. This person can't offend, and that person can't offend. Everyone does things by observing words and deeds. Do you think there will be hope for such an enterprise? At that time, when people talked about Gree Electric, there were only two words-too dark. In Gree Electric, even recruitment costs money, even for porters.
There are (transactions) at different levels, so how can the brand image of the enterprise rise? At that time, I used a stupid method to work hard on the system and put the standards and requirements of each post on the wall. The first thing for everyone to go to work every day is to review their behavior according to their own standards.
At that time, I made a rule that I couldn't eat at work and I wasn't allowed to be late in the morning. My office is made of transparent glass, and I look at them every day, so at first we solved the problem of being late. But everyone thought I just said I wouldn't eat. One day, when they were eating, I saw them. At this time, the bell just rang after work. On the other hand, I asked him if the bell rang when you were eating, and one person fined 50 yuan.
At that time, people who did logistics earned the highest salary in 800 yuan (1995), and 50 yuan was still very painful for them, so everyone begged for mercy. I said no, I will be punished, and those who bring food will be fined 100. It seemed simple to everyone, but it changed everyone at once. So far, they will never bring food to the company.
Is this small matter important to the development of the enterprise? Very important! Details determine success or failure. If we don't pay attention to small things, they will become big things after a long time. When there is a big problem in an enterprise, it is more difficult for you to do a good job in this enterprise. Because of my strict management, I set up a discipline inspection room. It is the relationship between positive energy and negative energy, but when you preach a kind of righteousness, most people still support you.
This is the first thing I did. Let me start with the second thing I did.
At that time, our general manager brought a person from Guangxi (now retired), who was responsible for issuing invoices and giving them to whoever he wanted. I cleaned up his account immediately after I went back and found a major problem. I made a rule to solve this problem. You have no right to deliver the goods to whom, and you can only invoice if the financial department informs you who to deliver the goods to. After this system is fixed, it virtually binds him, so he can't fake it, and it is impossible to engage in relationships.
To tell the truth, you said it was intentional or unintentional, but the requirements of leading cadres should be twice that of others. This is the first thing to do. Later, a dealer ran out of money, but he delivered the goods. Another dealer had money in his account, but he didn't deliver the goods. I don't care how he explains it. I don't think all the reasons are valid. Making mistakes is dereliction of duty, and deliberately making mistakes is even more serious.
At that time, the fine was 100 yuan (salary 800 yuan). I don't know how many deals he has behind his back. 100 yuan may not be important to him, but face is very important, right? So as long as there is a problem, it will be notified throughout the company. As soon as I informed others, I thought, Dong Mingzhu is really amazing. She dares to fuck everyone brought by her boss, which caused a reaction in the whole company. Everyone thinks Dong Mingzhu is awesome. People think I'm more aggressive, and I am. How can we not fight? These acts don't fight. If you are like them, what's the point of going back to be a minister?
After reporting this matter, I reduced his first-class salary, which means that he will earn eighty or ninety yuan less than others in his life. He is very anxious. At that time, it was said that Dong Mingzhu would take his life slowly, so you should pay attention to it, because being older is not good for you. I don't think I'm a man now. I am dealing with the system construction of enterprises. Why should I take my time?
At that time, I had a hunch that the boss would definitely come to me. As expected, I was called in early the next morning. I told my boss, what have I done to you? I do this to safeguard the interests of the enterprise (that is, to safeguard your interests). Do you know that?/You know what? Do you know that?/You know what? It is not that I have a problem with you, but that he has a problem with you. Do you know what the people below are saying? Once employees have no confidence in this enterprise, can this enterprise still talk about development? Can we still talk about survival?
Learn to win.
There is a saying that "I am rigid and have no desire". I have no desires or demands. If you ask me to do it, I will do it well. I will fully, thoroughly and make good use of my strength. Besides internal adjustment, external adjustment should also be made.
Since I became a minister, I have asked all dealers to pay for the goods. When this policy came out, everyone opposed it. What time is it now? Don't you dare ask people to pay for goods in Dong Mingzhu. What if I don't pay? I haven't sold anything for a year. Later, I told them a popular truth. The number of people alive in the world is 99%. You must look at this market with a sunny attitude, and you will be very happy to look at such people.
After the introduction of this policy, it was decided that the goods could not be delivered until the money arrived, and many people protested, even if they protested. I told them that "the county magistrate is not as good as the current manager". Today, I am the minister, and I have the final say. After making this decision, the operation mode of Gree Electric suddenly changed, and all dealers had to pay for delivery.
The net profit of our company in that year was 1 100 million yuan (1995). It should be said that since that year, the whole situation has changed. We used to be followers, but suddenly we became masters. We used to rely on bank loans, but because of my model, Gree Electric's sales increased from 4.2 billion in197 to 20 14 years140 billion. From 1997 to now, there is no bank loan. Now many small and medium-sized enterprises say they are short of funds. You are wrong. What you lack is not money. What you lack is management, system and finding the right partner.
People say I am a marketing expert and a marketing queen, but I tell you, I have no tricks. I only have two words-honesty. You must make your distributors and partners win with you. On this basis, others will believe you and listen to you. If we always consider our own interests, your decision will not come true.
What are the reasons for the closure of enterprises? Many people have summed up many reasons. Some people say that the market competition is too poor. I think this is wrong. The real reason is that the system behind it is not well built, and the resulting transactions and internal and external collusion lead to the inability of enterprises to operate. This is the most fundamental problem.
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