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Text Chapter 21 Customer Stickiness

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    "Aunt Li, my suggestion is that you should specialize in weaving!" In Hangmiao Village, Yang Shaowen was doing business with the villagers while selling his yarn division of labor plan to the villagers.  "Aunt Li, you are the fastest and best weaver in Hangmiao Village. On the other hand, your spinning speed has no advantage compared with others. You should give full play to your weaving skills so that you can  Earn more." The peasant woman named Aunt Li hesitated: "Guangwei, where does the yarn come from? We have to weave the yarn ourselves, and there are not many places where we can buy yarn.  There is not much yarn collected so far, and most of it is sold by farmers who are in a hurry for money or do not have looms at home. Most farmers do not specialize in selling yarn.  But he doesn't think this is a problem.  "I have collected some yarn here that I can sell to you. Aunt Li, think about it, if I ask you to specialize in weaving, I will naturally let some villagers who are good at spinning yarn specialize in spinning. I collected the yarn here.  There will be more and more local yarns. You don¡¯t need to worry about the yarn problem!¡± Aunt Li still didn¡¯t dare to make a decision easily. She could also think of the benefits of specializing in weaving.  But she has always been spinning and weaving. If she suddenly breaks her habit, she needs to face risks.  Yang Shaowen did not rush her, but continued to lobby others.  "Mother Zhou, you spin fast, and your spinning wheel is the strongest, but the loom is relatively old and often breaks when weaving. It is more cost-effective for you to focus on spinning." "Aunt Qiao, your family  There are few people in the cotton industry, so if you don¡¯t have enough people to help you, you¡¯ll be at a huge disadvantage. You should focus on weaving!¡± ¡°Sister-in-law Yu, since you have a large family, dry spinning is more suitable. You can trade with your neighbors in the village and weave the excess.  Every time Yang Shaowen went to a village, he would go to another village to mobilize and let them divide the yarn work.  Of course, habits are hard to change at once, so the villagers will definitely do what Yang Shaowen says.  However, he has been doing business in these ten miles and eight villages for several months, and has a good reputation among the villagers. As long as a few people believe in his words, after they taste the sweetness of increased income, other villagers will naturally follow suit.  Yang Shaokuan was very lively. During the past few days when he was following his elder brother's boating business, he was very excited to see all kinds of people every day. Every day, there was always endless things to say in Yang Shaowen's ears, telling him what he saw.  Interesting things to come.  I never hide any questions I have in my mind.  "Brother, it is obvious that specializing in spinning or weaving can increase efficiency. Why are the villagers so hesitant?" Yang Shaokuan was very dissatisfied with the villagers' hesitation. In his opinion, it was very important to proceed.  After the division of labor, the villagers can spin more yarn and cloth, and their Yang Jihua gauze shop can also increase the transaction volume.  If something is beneficial to both sides, why not get it done quickly?  ¡°After all, he is a child, he is so anxious about everything.  Yang Shaowen comforted him with a few words and asked him to calm down.  "This transaction is about establishing a trusting relationship between both parties. This cannot be done in a hurry. With the new measures we have implemented, those who specialize in spinning are worried about our ability to purchase all their yarns; those who are in charge of weaving are also worried that we  Are they able to guarantee a continuous supply of soil yarn all the time? If not, they will suffer losses, so it is better to keep things as usual. " "I don't know," the elder brother said.  Kuan was a little surprised.  "This is a new model, and no one can guarantee it. But we must make every effort to ensure the purchase and supply of homespun yarn for the villagers." "Brother, do you think that if we implement this model, the villagers' homespun yarn output will increase  "How much?" If the villagers' homespun cloth output increases by several percent, the income of their Yang Jihua gauze shop will also increase by a corresponding percentage.  Yang Shaokuan is most concerned about his income.  "It should be able to increase by 10% to 20%!" After all, it is not the assembly line type of professional division of labor in modern society. At best, it is to adjust the original model of using families as production workshops to using villages as production workshops, supplemented by shipping.  Intermediate product model.  The depth of the division of labor was quite superficial, and Yang Shaowen did not overestimate the results.  "Ah, so little!" The little guy was a little disappointed, which was different from his expectation of soaring income.  "There is no need to be so disappointed. The villagers may not be able to increase their income much, but our Yang Jihua gauze shop will definitely increase a lot. Even if the final results double, you don't have to be too surprised!" Yang Shaowen had a look on his face.  It was so unpredictable that it scratched Yang Shaokuan's heart.  He asked his brother to use his brain to think for himself. The little guy thought hard for a long time, but still found nothing.  In the end, I could only look at my elder brother pitifully, hoping that he could clear up my doubts.  "Haha, the answer is just one sentence. Increase customer stickiness!" "Customer stickiness?"   "Not bad!" Yang Shaowen said with some pride: "It's just a small thing for me to spend so much time asking the villagers to divide the yarn work so that the villagers can weave more cloth. The most important thing is  The reason is to increase the user stickiness of our Yang Jihua gauze store. To put it simply, once you do a business with us, you will never be able to do without us again. "Yang Shaowen still did not forget to guide his brother to use his brain.  Kuan, think about it, what is the biggest change after adopting the new model? Or what do the villagers care about most? " "It's the sale of local yarn! Both spinning and weaving households care about it.  "Yes. Villagers can regulate the supply of soil gauze in their own villages, but they cannot do without the central regulation of our mobile Yangji flower gauze store. According to my investigation, ordinary flower gauze stores are unwilling to collect soil.  It is impossible to provide door-to-door service. In this sense, the villagers have increased their dependence on us." Yang Shaokuan's eyes lit up, and it was true.  But that's not all, there is a more important point, Yang Shaowen is slowly explaining it to him.  "Shao Kuan, you should also think about the changes in the backlog of funds in the hands of villagers after the implementation of the new model. It turns out that a skilled weaver spent 2.5 yuan to buy flowers and weaved 15 pieces of cloth in 2 months  , to sell in the towns. If she only does weaving, she can weave 30 pieces of cloth in one month, which requires 20 kilograms of local yarn and a monthly investment of 7.5 yuan.  The strength of the backlog of liquidity has increased several times. As a result" "As a result, they need to sell homespun cloth more frequently to raise funds. In this way, it is even less possible to go to nearby towns and villages to sell cloth, and they can only rely on our ships.  Go and collect the goods." Yang Shaokuan was stunned by the prospect described by his elder brother, his face flushed.  "Brother, you are such a profiteer. When the villagers get on our boat, they will never have a chance to get off!" Yang Shaowen knocked the little guy on the head angrily, and said with some dissatisfaction: "How can you talk, burying you like this?  Brother, we are building a stronger and more harmonious customer relationship with the weavers!" In the second month of the 21st year of Guangxu's reign, the monthly gross profit of Yang Shaowen's ship soared to 51 yuan.
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