36 Strategies Vernacular Full Translation

Chapter 30
Later, Carnegie learned that in addition to pursuing profits, Bruman also attached great importance to fame and brand.Is it possible to make a fuss about this point?Carnegie slapped his head, and there was a solution.

One day, Carnegie opened a room in the hotel where the company's boss, Bluman, stayed.Once on the stairs of a hotel, Carnegie met a man of great energy and alertness.He was acutely aware that this should be his competitor, Bluman.So he greeted politely: "Sir, are you Your Excellency Brumman? I am Anzu Carnegie, do you live here too?"

"Yes, you are Mr. Carnegie?"

"Yes. To be frank and honest, Mr. Bluman, there is absolutely no need for us to engage in this senseless competition. It will do no one much good."

"Is that so, Mr. Carnegie?" Bluman's answer was obviously just out of politeness, but he didn't take Carnegie's suggestion seriously.

"No matter who among us gets the construction right through competition, the profit we can get in the end will definitely not be as much as the profit we get from the construction right through cooperation." Carnegie ignored Bruman's arrogant attitude and continued to put his own After finishing your point of view, then politely add: "Of course, you should understand this better than me."

"It makes sense. However, what kind of cooperation method do you think should be adopted?" Bluman was lost in thought.

"Jointly set up a new company, and then use the new company to submit a construction bid to Pacific Company."

"But, what name should the new company use?" Bluman expressed concern about this issue.

"As I expected, you really fell for it." Carnegie couldn't help feeling happy, but said calmly on the surface: "Bruman Luxury Coach Company, do you think about it?"

"Okay!" Bruman couldn't help beaming with joy.Afterwards, things became a matter of course, and the cooperation between the two parties went smoothly. The newly established Bluman Luxury Coach Company finally won the construction right of the continental railway sleeper car.

Carnegie cleverly gave up the opportunity to expand his reputation and let his competitors relax their vigilance. After "capturing" part of the construction rights, he also successfully "captured" a large amount of profits.Without the original "Zong", there would be no such perfect "Capture".

Ximen Leopards Eliminate Harms for the People

"Playing hard to get" is the unity of contradictions.If you can't catch it, or if you want to catch it, you can use "Zong" to achieve the effect of catching it with your hands.

During the Warring States period, the king of Wei sent Ximen Bao as the magistrate of Ye (now Linzhang County, Hebei).When Ximen Bao arrived in Ye County, he saw that the place was sparsely populated and desolate, so he asked around for what was going on.

An old man with a white beard said: "It's all caused by He Bo. He Bo is the god of the Zhang River, and every year he will marry a young and beautiful girl. If he doesn't send it to him, the Zhang River will flood Fields and villages were all flooded."

Ximen Leopard asked: "Who said that?"

The old man said: "The witch said it. The local officials still use the wedding ceremony for He Bo every year to force the common people to pay. They collect several million every year, and use 30 to [-] for the wedding ceremony, and share the rest with the witch. "

Ximen Bao asked, "Where do you find the brides?"

The old man said: "Which family has a young and beautiful girl, the witch will take people there to snatch it. The rich family spends a little money to hide, and the poor family will be in bad luck. When they reach the river On the day Uncle married his wife, they put a reed mat on the bank of the Zhang River, dressed the girl up, let her sit on the reed mat, and then floated away in the river. The reed mat was still floating on the water at first. It will sink after a while. It’s hard, people with daughters have gone to other places, the population here is getting smaller and smaller, and the place is getting poorer.”

Ximen Leopard then asked: "Then if Uncle He married a wife, wouldn't the Zhanghe River stop flooding?"

The old man said: "It's better to send it out. The witch said that it is lucky to send He Bo a daughter-in-law every year, otherwise there would be more times of sending out water."

Ximen Leopard said: "What the witch said means that He Bo is still a spirit! The next time he marries a wife, please let me know, and I will go see off the bride too."

In a blink of an eye, it was the day when He Bo married his wife, and the river bank was full of people.Ximen Leopard really came with a guard.The witch and the local officials were very pleasantly surprised to see the guards came, and rushed to greet them.The witch was over 70 years old, and there were a dozen or so coquettishly dressed female apprentices behind her.

Ximen Bao suggested: "Bring the bride here and let me see how handsome she is." After a while, the girl came.Seeing the girl's face full of tears, Ximen Leopard turned to the witch and said, "No, this girl is not beautiful. Please tell the witch to go to the river and tell He Bo, choose another beautiful one, and send it in a few days." So he asked the guards to pick up the witch and throw her into the Zhang River.After a while, Simon Leopard said in surprise: "Why hasn't the witch come back? Let her apprentice remind her." He threw another apprentice of the witch into the river.After a while, another apprentice was also thrown into the river.Finally, Ximen Bao pretended to be impatient and said: "It seems that women can't do this, so I have to trouble the local manager to tell He Bo!" river.The people in charge of these places were so frightened that their faces turned ashen, and they knelt down and begged for mercy, and their heads were smashed.Ximen Leopard said: "Okay, wait a little longer and see." Finally, Ximen Leopard said: "Get up! It seems that He Bo left them behind. You all go back!"

The common people finally realized that it was all witches and local officials who combined to harm people and cheat money.From then on, no one dared to mention the matter of marrying Hebo a wife.Ximen Leopard mobilized the common people to dig twelve large canals to divert water from the Zhang River to the fields to irrigate the crops, and the banks of the Zhang River have a bumper harvest every year.

Ximen Leopard's wisdom lies in not arguing with witches and common people about Hebo's existence, because doing so will only get twice the result with half the effort and fail to gain the understanding of the common people.He cleverly followed everyone's train of thought and played hard to get him. Since everyone believed that there was He Bo, he let the witch deal with He Bo by herself, thus exposing the tricks of witches and officials in one fell swoop and eradicating the disaster.

Su Wuming wisely captures the thief

The strategy of "playing hard to get" means that if you want to catch him, you must deliberately let him go first, and you must deliberately relax a step for better control.Therefore, this plan requires users to have sufficient confidence and sufficient consideration to prevent self-defeating.

Wu Zetian once gave Princess Taiping a treasure worth several thousand taels of gold, but at the end of the year, the treasure was stolen.Princess Taiping hurriedly reported the matter to Wu Zetian.Wu Zetian was furious, and ordered the long history of Luozhou: "If you can't catch the thief within three days, you will be sentenced to death!"

Governor of Luozhou, Shi, panicked, went to meet Su Wuming, who was famous for his wit and cunning, and asked him to help him solve the case.Su Wuming thought for a while and said, "You take me to meet His Majesty first, and then I will tell my plan."

So the two came to the palace.Wu Zetian asked Su Wuming: "Are you sure to catch the thief?" Su Wuming replied unhurriedly: "Please don't be too impatient. As long as you wait patiently, you will succeed in one fell swoop. But I have one request, to catch the thief." The officials and soldiers of the court will be dispatched by me. In this way, I will definitely be able to solve this case for Your Majesty." Wu Zetian nodded in agreement.

Afterwards, Su Wuming did not arrest the thief with great fanfare as usual, but ordered the officials to postpone the matter.It was not until the day of the Cold Food Festival that he summoned the officials: "You go to the east gate and the north gate in batches to wait. If you see a group of Hu people in filial piety, follow them and observe their every move secretly. If they When you come to a new grave, if you don’t cry sadly or kneel without sincerity, you will capture them immediately.” The officials left immediately, and everything was exactly as Su Wuming expected, and the lost coffin was found in the coffin carried by the barbarians. Lots of treasures.

Wu Zetian appreciated Su Wuming's ability very much, and asked him about the details of solving the case.Su Wuming said: "When I visited you in the capital last time, I saw a group of barbarians carrying coffins for the funeral. However, their expressions did not look like they had just lost relatives and friends. So I suspected that their coffins were actually filled with Stolen treasure. According to my estimation, they should bury the coffin outside the city first, and then take it out and transport it away when the wind calms down. In this case, I think they will definitely go out of the city on the day of the cold food festival, the above Therefore, I suggest that you do not rush, let alone make a big fuss. Not rushing to catch thieves is not to ignore them, but to allow them to dig graves and open coffins wantonly. Wouldn't it be twice the result with half the effort if they were brought to justice?"

After Wu Zetian heard Su Wuming's plan of "playing hard to get", she repeatedly claimed it was wonderful.Not only rewarded him with a lot of gold and silk, but also sealed his official position with two levels.In this case, Su Wuming carefully observed, boldly predicted, deliberately "indulged" the crime of the thief, and then successfully "captured" him on the spot, which can be described as resourceful and sure to win!

Mr. J made a good profit
When conducting channel management, "play hard to get" and take some necessary measures and means to disperse the distributor's attention and let them relax their vigilance while making profits, so that they can easily achieve the purpose of expanding their own performance.

Mr. J is an excellent salesman of a large home appliance company. He is very good at channel management, and the salesmen in the area under his jurisdiction have also been trained by him to be formidable.We might as well experience his eclectic and unique management wisdom from a case.

In May 2000, Mr. J was transferred to a region in a province in Northwest China to be in charge of the refrigerator business.M Company, a secondary wholesaler in the area, has always maintained a good cooperative relationship with Mr. J's company. Its own store operates Mr. J's refrigerators with outstanding performance, accounting for as much as 5% of the urban area.The only downside is that its distribution network is relatively weak.The main reason is that dealers in another secondary market in the region have the habit of going to the wholesale home appliance market in the provincial capital city for multi-variety distribution.They believe that the price advantage in the primary market is greater, and delivery can be cheaper.

In July 2000, a secondary wholesaler of Mr. J's company in the region began to receive goods across provinces.In order to effectively resist this unhealthy trend, with the support of Mr. J's company, M company also made a large profit, and quickly stabilized the secondary market.At the same time, in order to learn from this lesson and prevent this batch of products from other provinces from entering the tertiary market, Company M seized the opportunity to attract merchants from various counties with a discount of 7% lower than the price of provincial products.But the merchants were not moved by it. Instead, they all believed that the manufacturer gave M Company more profit margins, but it only offered 3% to buy people's hearts.

Company M was helpless and asked Mr. J for help. Mr. J quickly made a serious analysis: Now he wants to put all the distributors into the offline network of M company, but everyone does not buy it; if the distributors are included in the primary market wholesaler channel according to their habits, it will greatly affect M The company continues to promote the enthusiasm of Mr. J's products in its own stores in urban areas, and it will be difficult to use the financial advantages of various distributors to share the task pressure for the company in the future.

Then, how can distributors be included in the wholesale channel of Company M, so that it can continue to exert its capital and retail advantages, and further expand its market share? Mr. J racked his brains.Until one day, when talking to a distributor, Mr. N, that almost all distributors in the region are small-scale taxpayers, he suddenly came up with a strategy of "playing hard to get".

He first pretended to be mysterious and asked distributor N if he would like to cooperate directly with the manufacturer. Mr. N came over very excitedly and showed great interest in cooperation.All of this is naturally within Mr. J's expectation.Next, he pretended to think and then suddenly came to his senses, and told Mr. N in a very embarrassing manner: "But I guess the possibility of this is not very high. The delivery volume is too small, and it is a bit far from the requirement of direct cooperation." Mr. N immediately said to Mr. N Mr. J expressed his dissatisfaction, thinking that he said this to trick himself into buying in large quantities, so he complained: "There is only so much demand in the market, I will buy as much as I can sell, and if I buy too much, I will accumulate stock. But don't worry, I will definitely do my best to sell it.”

Hearing Mr. N's impatience, Mr. J slapped his forehead in thought for a moment, and suddenly said to him: "There is a way, unless..." "Unless what?" He asked eagerly. "Unless you don't want an invoice, I can let you enjoy the same purchase discount as M company." Mr. N laughed: "What kind of request do I take? If you don't want an invoice, then don't need an invoice." "Okay, you just take the money Just go. I will make arrangements in advance, saying that you are the person who will pick up the goods from M company, and then you will bill in the name of M company." Mr. N is very satisfied.

Mr. J did the same, and soon all the distributors happily went to the branch to pay the payment and pick up the goods, and M company took 2% rebate and 0.5% freight subsidy into the pocket without any effort, and took advantage of it.Later, Mr. J further persuaded Company M to buy out some new models in the factory with a large amount of acceptance, and then sold them to distributors. Company M has also made great profits from new products, and the money back has continued to increase for several months, an increase of 30% to 50% compared to the previous period.

In this case, Mr. J grasped two main factors of the incident: one is the speculative psychology of the distributor who wants to purchase the goods with the greatest discount, but the scale is too small to realize it; the other is the desire of the wholesaler M to broaden the distribution channels to obtain greater benefits Urgent psychology.So he appeared as a planner and tried his best to deal with the wholesalers and distributors, and finally let both parties get what they want and return with satisfaction.In fact, they didn't know that it was Mr. J who was really "sneaking fun".Because during this period, his performance has been improved unprecedentedly, and he has become the biggest profiteer in this event.

(End of this chapter)