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Text Chapter 19 Improving Performance

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    The Yang family is an outsider and has few relatives in Wujin.  In the first month of the year, I bought some gifts for the uncles and aunts in Yangpu Village to pay New Year greetings.  When visiting Uncle Liu and Liu Sanfu to pay New Year's greetings, Liu Hu was still the same, always nagging that it was boring to stay in Sanyangtai.  Hearing people say that Shanghai is very lively and clamoring to go to the big world of Shanghai to make a career, Liu Sanfu is very annoyed.  Yang Shaowen gave Uncle Liu a monthly ship rental fee of 1 yuan. Liu Sanfu heard that his business was going smoothly, so he didn't refuse too much.  He also agreed to help Yang Shaowen take care of Xiangxiang.  Hearing that Yang Shaowen wanted to rent another boat, Liu Sanfu, who had been in this business for many years, knew the ropes and offered to help him contact him.  Yang Shaowen naturally couldn't ask for it.  On the fifth day of the first lunar month, Yang Shaowen sailed the boat again and collected cloth along the river.  Also on board was Yang Shaoming.  The new ship has not yet arrived, and several younger brothers and sisters also need to be familiar with the business process.  In the past few days, the three of them have to take turns learning business from Yang Shaowen.  The business is not very good, it should be said that it is very light!  Yang Shaoming, who was on the same boat, was very discouraged. After a hard day's work, he failed to make a few successful transactions.  "Brother, are you lying to us? There are so few people selling cloth, how can you make 30 yuan a month?" Today, I only collected 4 pieces of cloth, which is more than 1 dime. This is different from  The monthly income of more than 30 yuan claimed by the eldest brother is far different.  "When we do business, we can't complain when we encounter any difficulties!" Taking advantage of his free time in the evening, Yang Shaowen seized every opportunity to educate his younger brother.  "Complaining can't solve the problem. My brother had no business at the beginning last year, but through his own analysis and correction, he finally opened up the situation. So, when you encounter a problem, the first thing you have to do is analyze the problem to find out the cause, and then go to  Let¡¯s start solving it.¡± Yang Shaoming nodded his head, accepted the education from his elder brother, and then started to use his brain to find the reason.  "I think our business started too early. Many people haven't visited their relatives yet, so they probably haven't started weaving yet, so there is no cloth to sell to us." Yang Shaowen nodded in approval, although he was a very  It's a simple reason, but children should still be encouraged more.  "Is there any more?" Yang Shaowen further guided his younger brother's independent thinking ability.  "And" Maybe it was a little difficult for him. Yang Shaoming wrinkled his face and thought hard for a long time but had no clue. He was quite distressed. Yang Shaowen did not rush him.  After about a cup of tea, Yang Shaoming said with some uncertainty: "At the end of the year, because they have to prepare for the New Year, the weavers in the village usually accumulate a considerable amount of cloth for sale. After the festival, most of the weavers' inventory is  It has been emptied, so we can¡¯t receive any cloth now. The eldest brother earned more than 30 yuan last month. That is a special situation and cannot be used as a normal reference, right? " "Haha, Shao Ming, your analysis is correct.  . This is the off-season and peak season for business. The end of the year is the peak season and the beginning of the year is the off-season. If I guess correctly, the busy farming season will also be the off-season for our business." Yang Shaoming was very happy to receive the affirmation from his eldest brother.  .  But hearing what his elder brother said, it seemed like there was no way to solve it, which made him a little depressed.  "Brother, that's too embarrassing. One month you can earn more than 30 yuan, but the next month you can only earn 3 to 5 yuan. How can this be tolerated?" In fact, you can only earn 3 to 5 yuan a month.  Compared with the previous few cents per month, the family income is much higher, but people's hearts are like this. If you are used to eating delicacies from the mountains and seas, then you can't stand eating pickles and radishes again.  Yang Shaowen is also not satisfied with the current situation. Although he is mentally prepared for the dullness after the new year, he did not expect that it would fall so quickly.  "Don't be too pessimistic. We haven't been doing business for a long time, and there is still a lot of potential to be tapped." Yang Shaowen took out a stack of paper and started to read through the calculations one by one.  "Brother, what are you doing? Hey, isn't this the situation you asked me to investigate during the day? What's the use of this?" "This is tapping the potential." Yang Shaowen buried his head in the paper and made calculations.  Explanation: "The distance that our boat can travel in one day is limited. If we want to collect more cloth, we need to visit as many villages as possible within the same distance and have as many weavers in each village. At the same time, these  The weavers just have a lot of cloth to sell, right? "That's the best thing." "To do this, we need to be familiar with the roads and understand the production conditions of the weavers in the village.  Then make overall plans and reasonably plan the daily sailing route!" Then, Yang Shaowen briefly explained to him what planning is.  This question was rather profound, and Yang Shaoming seemed to understand it, but Yang Shaowen did not force him to understand it.  "It turns out that there is so much knowledge in doing business! Brother, you are so awesome!" Yang Shaoming sighed sincerely.  "Insight into worldly matters is knowledge, and understanding of human feelings is knowledge!  This is why even though you and Shao Kuan are still young, I still brought you out.  " In the next few days, the villagers visited relatives one after another and began a year's work. The spinning wheels and looms in the weavers' homes started running again. Yang Shaowen's business began to recover little by little, and several of his  The younger brothers and sisters also boarded the boat one after another to learn how to do business with her. On this day, it was the eldest sister Yang Yuhua¡¯s turn, and the younger sister Yang Yuxiang also asked to come with her, mainly to familiarize herself with the business process.  The production status of the weavers in the village was recorded and handed over to Yang Shaowen for calculating the route. In addition, she also had to learn how to operate the boat smoothly. At this time, it was Yang Yuhua who was not very skilled.  , the boat was swaying. Xiao Xiangxiang, who was sitting under the awning, was so frightened that her face turned pale, her small hands tightly grasped the corners of Yang Shaowen's clothes, and she looked at the boat in her sister's hands nervously.  "Yuhua, you run a boat alone, I'm not worried about anything else, I'm just worried about you meeting bad people outside.  Yang Shaowen said with some pride: "Look at our Yuhua, such a beautiful girl will definitely be remembered."  Remember, if you encounter a bad guy, don't show off. Drag Shao Ming and run away. As long as you run to the boat, you will be safe.  " Yang Yuhua didn't think this idea was very heroic, but she could still appreciate her brother's love and care, and nodded in agreement. "Brother, why don't we run a daily necessities business together?  "Seeing that there were a lot of daily necessities for the villagers on the boat, she thought of selling the daily necessities together. "If this happens, the priorities will be messed up!  Feeling that it was a bit general, Yang Shaowen explained in more detail: "By operating daily necessities, we can only reduce the hardship of the villagers on the road. By operating floral gauze, we can also relieve the villagers from the trouble of cash backlog."  We have limited operating funds and limited ship space, so we must choose a profitable deal.  As you can see, the daily necessities I choose are, firstly, small in size and secondly, low in value.  In the final analysis, this is just a small means of promotion, and the ultimate goal is to serve the sale of floral gauze.  " "Promotion?  "This is a new term for Yang Yuhua. "Yes, promotion.  Our gross profit per piece of cloth is three cents, which is about 10% gross profit margin.  Yuhua, what do you think of our gross profit margin?  " "Of course it's very reasonable!  We hold a boat and go from village to village to earn a 10% gross profit rate. Isn't that fair?  " Yang Shaowen burst out laughing after hearing this: "You changed your role quickly enough, and you immediately regarded yourself as the owner of the floral gauze shop.  In the past, the prices at the flower gauze store were one or two cents lower, but I often heard you scolding me behind your back.  " Yang Yuhua is a little embarrassed, but after thinking about it, it is indeed true. In fact, Yang Shaowen also felt that the 10% gross profit margin was very low at first. But after getting to know more about it, he still felt that the weavers were hesitant to pay only three cents.  "Weavers can only sell a piece of cloth for 3 cents. Excluding the price of cotton, each piece of cloth can only make a net profit of 1 cent and 3 cents.  This includes removing cotton seeds, loosening cotton, removing impurities, rolling cotton slivers, spinning cotton yarn, etc., and finally weaving it into homespun cloth. It goes through several processes and consumes a lot of manpower, material and time.  In their view, we are just punting here to transport the goods, and we have to make a profit of three cents. Many people think it is too expensive, which is understandable.  " Yang Yuhua nodded silently. A few days ago, she was one of them. She got up early and worked hard every day just to earn a few cents a month. She would definitely compare every dollar for the three-cent profit. "This is most of them.  In people's minds, if they want to open up the situation, they must get rid of their mentality of being taken advantage of.  what to do?  Only by making them feel that they have benefited from us can they achieve psychological balance.  Speaking of which, these daily necessities only take up a small amount of space on our ship and some liquidity.  But it has opened the hearts of these conservative origami owners and increased the reputation of our floral yarn shop. Why not?  " Yang Yuhua chewed his words carefully and felt that they made sense. Compared with the increased sales of floral gauze, there is no need to worry about the small profits of daily necessities. Promotion is indeed an indispensable means. Yang Shaowen is actually the same.  He is a newbie in the business world, but he comes from the era of information explosion and has heard a lot about various business techniques. If he puts some thought into it, his business will naturally go smoothly.  Construction started one after another, and more importantly, Yang Shaowen's carefully planned sailing routes based on the production conditions of the weavers gradually came into effect. The daily transaction volume of Yang Jihua gauze shop increased steadily. In the 21st year of Guangxu, Yang Shaowen celebrated the New Year.  In the first month, his income reached 28 yuan, which was really good in the off-season. Moreover, his daily trading volume increased significantly.The Yang Jihua gauze shop is destined to make a lot of money.
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