wolf road

Chapter 17 Wolf-like qualities (7)
Based on the above understandings, S carefully analyzed the structural stability brought about by the division of channels. If all distributors were included in the offline network of Company M, but no one would buy it; The market wholesaler channel will also affect Company M’s enthusiasm for continuing to promote Mr. S’s products in its own stores in urban areas, and it will be difficult to use its capital advantages (high credit rating and large acceptance scale) to share the task pressure for branch companies in the future.Then, how to bring the distributors into Company M's wholesale channel so that it can continue to leverage its capital and retail advantages, further expand its market share, and finally tie it firmly to the company?This problem has always troubled S.Until one day, when talking about financial issues with a certain distributor N, when he mentioned that almost all distributors in the area are small-scale taxpayers, a flash of inspiration flashed in S's mind, and he came up with a plan to play hard to get.

S first pretended to be mysterious and asked the distributor N if he was willing to cooperate directly with the manufacturer. Of course he was willing, and he came over very excitedly, showing great interest in cooperation, and all of this was naturally expected by S.But then S thought for a while and immediately acted like he was awakened, and then told him in a very embarrassing manner:
However, it is estimated that the possibility of this is not very high, because the delivery volume is too small to meet the company's requirements for direct cooperation.He immediately expressed dissatisfaction with S, thinking that what S said was trying to get him to eat in large quantities, so he complained: the market is so big, I can buy as much as I can sell, and I can’t sell it for a while, but Don't worry, I will definitely try my best to sell it... After hearing his anxiety, S slapped his forehead and thought for a while, then suddenly said to him: There is a solution, unless...unless what?he asked eagerly.

Unless you don't want an invoice, I will let you enjoy the same price as M company.He laughed loudly:

What's the matter, I think it's a big request, if you don't want an invoice, you don't need an invoice. S said: This is easy to handle. You can directly take the money to the branch office to make an order, and I will say that you are the person who picks up the goods from M company, and then bill and pick up the goods in the name of M company.He happily agreed.

In this way, all the distributors went to the branch to pay and bill soon, but M company didn't pay a penny, without any effort, 2% rebate and 0% freight subsidy fell into the bag, I am also happy to reap the benefits.Then, S further persuaded Company M to buy out individual new product models with a large amount of acceptance, and send them directly from the factory to region L, and then disclosed the news when the distributor billed, and persuaded them to buy some new models from M after they issued some conventional models. The company buys new products.As a result, Company M has also made money on new products, and has become more accepting of the purchase method of large quantities of direct shipment from the factory. The money back has continued to increase for several months, even 5% to 30% higher than the previous period.

This case is not universal. In the above operations, Mr. S grasped two main factors: one is to use the speculative psychology of distributors who want to do direct sales to obtain greater profits but the scale is too small to implement; Taking advantage of the greedy psychology of wholesaler M eager to expand distribution channels to obtain greater benefits.So he himself showed a warm heart, and tried his best to match up between wholesalers and distributors, and finally made both parties get what they wanted, with smiles on their faces.In fact, they didn't know that it was Mr. S himself who was really having fun secretly, because with his help, his performance had also improved unprecedentedly.

In the process of personal growth, we should also learn the four principles of wolf wisdom life.

The first rule: as long as there is life, there is hope

There was a rich man who was very afraid that his property would be useless after his death, so he wanted to donate part of his property to the poor on the condition that those people had no hope of life.

Once, he saw a ragged beggar sitting on a pile of rubbish on the side of the road. The rich man felt that he should meet the conditions of his charity, so he walked over and gave him 100 gold coins.The beggar didn't understand, and asked why the rich man gave him so much money.After the rich man explained the reason, the beggar threw the gold coin back to him angrily and said: Only the dead have no hope!It turns out that in this world, there is only one kind of person who is hopeless, and that is the person who has lost hope. In this sense, he is not even as good as a beggar who throws back gold coins to refute the rich.

The second rule: detour wisdom in life
A passenger gets into a taxi and tells where he wants to go.The driver asked: Sir, do you want to take the shortest route or the fastest route?Passengers are very puzzled, isn't the shortest road the fastest road?The driver shook his head and replied: Of course not.Now is the rush hour for commuting traffic, the shortest road is congested, and there may be traffic jams.On bad days, the car can't even keep up with walking speed, so it must take a long time.If you are in a hurry, I advise you to take a detour and walk a little longer, otherwise you will arrive early.

Haste makes waste, life really needs the wisdom of such a detour.French writer Lennon said: Don't worry!The road we walk is a winding and winding mountain road, with many turns and circles. Sometimes we feel as if we have deviated from the goal, but in fact, we are always getting closer and closer to the goal.

It turns out that as long as we remember the direction, it is wise to go around a few more circles.On the journey to realize the dream, there is no shortcut at all, maybe it is just our wisdom-filled curve arrival.

The third rule: stick to the dream for a lifetime

On the first day of school, Socrates said to the students that we only need to do one thing today, that is, everyone should try to swing their arms forward and then back.As he spoke, he did a demonstration.He smiled and said to everyone, starting today, do 300 times a day, can everyone do it?The students all laughed, who can't do such a simple thing?

Unexpectedly, a year later, when Socrates asked those students who had vowed to do so, there was only one student in the class who did it. This student was none other than Plato, the great philosopher in the future.

How long can we hold on to our dreams?Talking shorties may not have it, but action giants are few and far between.Persist in doing one thing in your life, which should be the best explanation for life.The reason why there is a big gap between dreams and reality, excluding occasional uncertain factors, most of the reasons are because we abandon it at will, so that we go too far on other roads and lose ourselves.

Dripping water wears away rocks, and sticking to dreams for a lifetime, there is no wish that cannot be realized in this world.

The fourth rule: make a little progress every day
The famous pole vaulter Bubber was once nicknamed the One Centimeter King, because in major competitions, he was able to refresh his record almost every time, always improving by one centimeter.

Before the Barcelona Olympic Games, his friend disclosed the secret. This man often easily jumps over a height of 6 meters during training. There is an appointment, and each record can be broken for 25 US dollars.So, he said, it would be unwise to drastically improve your grades.

Bubber's dominance for many years is based on his strength. Of course, his intelligence also opened our eyes.

There are too many big goals in life, but in the process of achieving them, we usually feel that it is more difficult. To be precise, it is more difficult to achieve, but a little progress every day does not require effort.

Save some spare energy for yourself, be happy every day, and the joy and freshness of life will permeate into our lives little by little, so as to have an optimal walking state and strive for greater brilliance.

Scream
Hitting east and west is also the wisdom that wolves often use.Using divisiveness is also important in business.

The sound from the east to the west comes from the allusion "The Six Secret Teachings of the Taigong · The Way of War": If you want to attack the west, attack the east.It means to create a realistic false attack illusion, to confuse the enemy and destroy the enemy's vital force by surprise.It is a strategy of going east and west, hitting and leaving immediately, creating false appearances, luring the enemy to make wrong judgments, and then taking the opportunity to annihilate the enemy.In order to cause confusion in the enemy's command, it is necessary to adopt flexible and mobile actions. It was not intended to attack point A, but it pretended to attack; it had decided to attack point B, but it did not show any signs of attack.If it seems to be possible but not to be done, or if it seems impossible to do it, the enemy will have no way to deduce its own intentions, be confused by illusions, and make wrong judgments.

There is no doubt that this strategy will win. If the opposing commander is calm and sees through the strategy, this strategy will not be effective.The Yellow Turban Army fell into Li Jun's plan to feint to attack the southwest, and lost Wancheng.However, Zhou Yafu remained calm and saw through the enemy's plot.Wu Jun pretended to attack the southeast corner, and Zhou Yafu ordered to strengthen the defense in the northwest direction.

When the main force of the Wu army attacked the northwest corner, Zhou Yafu had already prepared, and the Wu army finally returned without success.

The strategy of attacking the east and attacking the west has long been known and commonly used by military strategists of all ages.Therefore, it is necessary to fully estimate the enemy's situation when using it.There is only one method, but it can be varied endlessly.

During the Eastern Han Dynasty, Ban Chao was sent to the Western Regions for the purpose of uniting the countries in the Western Regions to fight against the Xiongnu.In order to make it easier for the countries in the Western Regions to jointly fight against the Xiongnu, the north-south passage must be opened first.Shache Kingdom, located on the western edge of the desert, incited the neighboring small countries to surrender to the Xiongnu and oppose the Han Dynasty.Ban Chao decided to pacify Shache Kingdom first.

The King of Shache went north to Kucha for help, and the King of Kucha personally led 5 horses to rescue the kingdom of Shache.Banchao united with Khotan and other countries, with only 25000 troops, the enemy was outnumbered, and it was difficult to defeat them, so they had to be outsmarted.Ban Chao then made a plan to confuse the enemy by attacking east and west.He sent people to spread dissatisfaction with Ban Chao in the army, making it impossible to win Kucha and showing signs of retreat.And especially let the Shache captives hear clearly.At dusk that day, Ban Chao ordered Khotan's army to retreat to the east, and led his troops to retreat to the west. He appeared flustered on the surface and deliberately let the prisoners escape.The captives fled back to the Shache camp and hurriedly reported the news of the hasty retreat of the Han army.Kucha King Daxi mistook Ban Chao for being afraid of him and fled in a hurry. He wanted to take this opportunity to chase and kill Ban Chao.He immediately ordered the troops to divide into two groups to pursue the fleeing enemy.He personally led 1 elite soldiers to the west to hunt down Ban Chao.Ban Chao had a plan in mind, taking advantage of the darkness covering the desert, he retreated only ten miles, and the troops immediately hid on the spot.King Qiuci was eager to win, and led his pursuers to fly past Banchao's hiding place. Banchao immediately assembled his troops, and with the East Khotan troops agreed in advance, they quickly returned to fight against Shache.Ban Chao's troops seemed to fall from the sky, and the Shache Kingdom was caught off guard and quickly disintegrated.King Shache was still in shock, unable to escape, so he had to surrender.The King of Kucha came in a menacing manner, and chased him all night, but there was no trace of Banchao's troops. He also heard that Shache had been pacified, and there were reports of heavy casualties.

Attacking east and west is also commonly used by modern military strategists.For example, in 1947, Deng Xiaoping used this strategy to successfully cross the Yellow River.

In June 1947, the Shanxi-Hebei-Shandong-Henan Field Army decided to implement a strategic counter-offensive under the order of the Party Central Committee.At that time, their main task was to break through the natural barrier of the Yellow River and advance to the Dabie Mountains.According to the defense situation of the Kuomintang army, Deng Xiaoping chose the location for the forcible crossing of the Yellow River to be 6 kilometers from Zhangqiu Town in the west of Shandong Province to Linpuji.The terrain in this area is dangerous, the river is wide and the water is deep.Chiang Kai-shek regarded this place as a natural barrier, claiming that it could reach 150 troops.Therefore, the defensive force here is relatively weak. Only the 40th Division and the 4th Division of Liu Ruming's Department in the 55th Appeasement District were deployed to guard the front, and the strength of one division was maneuvering in the Jiaxiang area.

The relationship is very important.Deng Xiaoping believed that although the enemy's defense force in the river crossing area is relatively weak, the natural conditions are very unfavorable to our army. If a careful plan is not formed, heavy casualties will inevitably be caused.Through careful research with Liu Bocheng and listening to the opinions of the officers and soldiers, Deng Xiaoping formed a plan for crossing the river in his mind.

On the evening of June 6, Deng Xiaoping designed a fake army made of objects, from the north bank to the south bank, in order to attract the attention of the enemy. After seeing the enemy being fooled, the real all-out troops were at midnight, a few meters away from the fake army crossing the river. Ten kilometers away, suddenly thousands of guns fired.A thunderous roar shook the night sky.There was a sea of ​​flames on the other side of the Yellow River.Hundreds of wooden boats that had long been hidden in the reeds rushed to the river.Until then, the enemy on the other side of the river woke up like a dream, and fought back in panic, but it was too late.The mighty army crossing the river is like a divine soldier descending from the sky, and it is as powerful as a broken bamboo.The Kuomintang defenders fled one after another.In this way, more than 30 people in the four main columns of Liu Deng's army broke through the natural danger of the Yellow River overnight and set foot on the land south of the Yellow River, thus unveiling the prelude to the People's Liberation Army's strategic counter-offensive.

Acoustic strike is the crystallization of human knowledge and wisdom. It is not only widely used in military affairs, but also has long been valued by Chinese and foreign people in politics, economy, diplomacy, culture, sports, daily work and life.

In the operation of today's economy, especially in the management of modern enterprises, it is already a very common phenomenon to study, learn from and properly use ancient military tactics.In the second half of the 20th century, Japan and the four Asian tigers widely used the 36 strategy in industrial and commercial activities, and achieved an economic take-off that shocked the whole world in a short period of time.But now, when the global economy has entered the era of knowledge economy represented by the IT and software industry, the business community and professionals are even more respected.

Gossip in the workplace - don't reveal your true intentions
When Jiang was working in a government agency, he worked very hard and always wanted to get good grades.

Some people ask, why are you so serious when others are not active or doing nothing?He said that for a young cadre like me who has no network protection, no financial support, and is very young, only by doing a good job and making achievements can he be appreciated by the leadership.When I first heard it, Jiang’s words were not wrong. In fact, after careful analysis, he was wrong, because his answer revealed that my purpose was to be appreciated by the leaders, and furthermore, it was to be promoted and reused by the leaders.As a result, some people seemed to have caught his handle, and took the opportunity to say that he was pushy, very successful, trying to gain fame, and so on, and so on.In this way, the image of Jiang and his grades have been greatly affected.

Later, an old leader had a heart-to-heart talk with Jiang, pointing out his shortcomings. If you say the same thing, if you say it differently, the effect will be completely different. It’s like bargaining when buying clothes. , then you go, the shopkeeper will often stop you and agree to your price.Similarly, in the workplace, those who often say that they don't want to be promoted or get rich are often the ones who put their personal interests the most.Since then, Jiang has positioned his active work on responsibility and career, and the results after one year are as the old leader said, and he is appreciated by the leader and promoted and reused.

This is the case in the workplace, and so is the shopping mall.The so-called shopping malls are like battlefields, and trading is like using soldiers.On the surface, all commercial activities seem to be just a kind of business activities dealing with goods, but in essence, all commercial activities are actually intellectual competitions between people, a kind of wits. The intellectual game of fighting bravery is a competition of wisdom and strategy among people.

avoid reality
It is also one of the wisdom of wolves to avoid the real and attack the false.Avoid the real and attack the virtual, from "Sun Tzu's Art of War: Virtual and Real": The shape of a soldier is to avoid the real and attack the virtual.The water controls the flow because of the ground, and the soldiers win because of the enemy.Explained in modern language, it means that to defeat the enemy, one must avoid the enemy's strong and strong places and attack the weak places.

Just as water flows according to the ups and downs of the terrain, the use of troops in combat also requires the study of methods of defeating the enemy according to the situation of the enemy's defenses and formations.

(End of this chapter)