Lan Xinyan's feelings are hopeless, and there is a reason for this, so he shifts his energy to work. The studio adjusted its business direction, from antique literal, cultural relics identification and trading, to international trade. The studio recruits five salesmen, and the main content of the work is to sit in front of the computer and communicate with foreign customers online and by email, do import and export business through the Internet, and receive some OEM orders for children's clothing, women's clothing, and knitted sweaters. Most of the orders are export orders from Europe and the United States, and a small part of the orders are domestic orders, or orders from Africa and the Middle East.

Receiving orders, but there is no production line, outsourcing it, keeping an eye on product quality, keeping an eye on the delivery deadline, and recruiting five merchandisers. Foreign-funded enterprises in Hong Kong, Macao and Taiwan, large joint venture factories, wholly-owned enterprises take orders by themselves, and workshop-style small factories cooperate with the studio, take care of orders, and the quality is accommodating. At that time, the large and medium-sized bosses of the manufacturing industry, most of them were locals, with deep backgrounds, hard relationships, convenient loans, local support, and life was quite good. Outsiders are not lucky to lease factories to run factories, only luck, and they also cooperate with the studio at the beginning.

The merchandisers are all migrant workers in their 30s, and they are all entrepreneurial failures. If you have been a boss, you can understand the pressure, suffering, loneliness, and embarrassment of the boss, and the employees can't imagine the pain and tiredness, and they don't understand the gains and losses, but only know that they start from their personal interests and keep complaining. Lan Xinyan doesn't need college students, they just got out of school, they all feel like they are uncles, they don't understand anything, they are very proud, they can't bear hardships and losses, and they can't stand anger and sin.

More than ten years ago, because they had no work experience, no skills, no education, no connections, no relationships, and they were ignorant, they just went out to mess around, and the factory had food and accommodation, working more than 10 hours a day, earning some wages every month, and it was also used for their own expenses, so it could be said that it was their best choice to enter the factory. But now people in their 30s, they are married, they have their own families, it is impossible to work more than ten hours a day in the factory, and even have to stay up late to work night shifts, if this is the case, there is something at home, there is no time to take care of the family. Because when they were young, they stayed up late in the factory and worked more than ten hours a day, suffered a lot, and their bodies were exhausted.

The people, things, and environment they come into contact with have changed their cognition and ideas, broadened their horizons, increased their experience, accumulated experience, customer resources, and contacts, and they chose to open their own factories, feeling that there is no future for part-time jobs, and the income is still very low, and they can't show their value, and they want to integrate into the big city through their own efforts. And they also have their own families, and it is much more free and comfortable to do a small business, open a shop, or do a little work outside than in a factory. When he was gearing up to do a big job, who knew that it didn't take long for Shu Tan to go bankrupt due to uncontrollable factors, after all, the people around him were either factory owners, or in business, or bought a house, bought a car and had savings, they were already outdated, and they felt faceless when they entered the factory.

Lan Xinyan is also an entrepreneurial failure. Five years ago, I opened a garment factory with a joint venture with friends, self-produced and sold, years of hard work, accumulated a large number of customers and good reputation, business soon on the track, the supply of goods sold to most parts of the country and Southeast Asia, the annual sales are rising. However, the partner ran away with public funds and the company suddenly became an empty shell, owing huge debts, and creditors came to collect debts every day. As a last resort, he could only sell the company's assets and some of his own savings to pay off his huge debts. Going around and around, he is back to the starting point, and he wants to make a comeback with experience, experience, and connections.

So, it was an instant hit. They work hard enough, they are smart enough, they are capable enough, and they only need opportunities and entrepreneurial capital. Lan Xinyan is younger than them, he is a sincere person, he gives them a platform to display their talents, and they rely on and respect them like big brother, so they go all out. Whether it is a reimbursement bill or a loan turnover, Lan Xinyan doesn't ask why, and signs "known, agree" when he puts pen to paper. Trust is the most valuable, people still talk about feelings after all, even if the treatment is poor, the income is almost good, as long as the work is happy, the mood is comfortable, and it is still worth it. Assuming that Lan Xinyan is handsome, they are generals. As the saying goes, fools are blessed with fools. A shrewd person calculates in every possible way, but in the end he is no match for a simple heart.

Lan Xinyan gives employees chicken blood from time to time. It is a trend for heroes to abdicate, teams to carry forward, and to fight the world together. Loving learning and helping others is the cornerstone, and interpersonal relationships are not about how many people you have won, but how many people you have helped. The size of the problem is not important, but your thoughts, perceptions are important. The thing itself does not hurt people, but your thoughts will hurt you, you will lose the future if you think about the present, you will lose a lot of money if you calculate the small money, you will lose the big money if you think about it, you will be short-sighted if you don't have a vision, and when your temper comes, the blessing will be gone.

Shi Yuxiu took a detour and hit a wall, after a period of confusion, after coming to the studio, she was also silent for a while, she is no longer a novice rookie in terms of emotion, she made a mistake once, and she will never make a second mistake. has been criticized, scolded, and crying is ineffective, precisely because of these humiliations from men and the stimulation of women, which makes her grow up faster, and Yuan Qiuhua is a role model, and she always has an object to imitate and learn.

Yuan Qiuhua instructed her to plan for the long term, learn a real craft, learn communication skills and deal with things. While you're young now, hard work is nothing.

In the eyes of many people, work is just a simple employment relationship, do more and do less, do good and bad, have little impact on themselves, quality, standards meet the requirements.

Shi Yuxiu said: In a private company, I think I'm just working for the boss, just an equivalent exchange, I don't owe anyone, just get it, why are you so serious, why are you so desperate, I'm stupid!

Yuan Qiuhua said: If you have such thoughts, I advise you not to go in. What is work? Work is to learn, to learn, to learn.

Shi Yuxiu said: Work seriously and study with peace of mind.

When she first reported to the studio, Shi Yuxiu was not assigned specific work, and Lan Xinyan instructed her to adapt to the environment first and learn more from her colleagues.

But when she looked around, her colleagues were each tapping on the computer, and they were so busy hitting the back of their heads that no one cared about greeting her. Shi Yuxiu hugged the pile of materials and looked through them on the side. It was the big red slogan on the wall that drummed up her passion and drive.

No struggle, no youth. Believing in the power of the group, we are always moving forward!

If you want to think about its benefits, you must think about its harms, and if you want to think about its success, you must think about its failures

If you can't find an excuse to fall, it's better to find a reason to fight.

If you don't work hard, no one will be able to give you what you want, seats, tickets, houses, cars, women, children.

A few days later, when they met again, Yuan Qiuhua asked Shi Yuxiu: Have you figured out the business of this trading company?

Shi Yuxiu said: I have no clue, everything is chaotic here! I want to leave.

Yuan Qiuhua said: I suggest that you calm down first, and completely understand all the company's trade skills, business documents, and company structure, even including how to write contracts, write notices, etc., after you understand the specific details, and then walk away, isn't it not only angry, but also have a lot of gains?

Shi Yuxiu said: Then I can only do my best.

Yuan Qiuhua said: If you can't change the environment, you must adapt to the environment. If you can't change others, you can change yourself, and if you can't change things, you can change your attitude towards things. Work is learning, as long as you keep the mentality of endless learning, you will benefit immensely!

Shi Yuxiu is responsible for daily reception, staff management, and work arrangement, which is equivalent to Lan Xinyan's assistant. She really worked hard, soaking in the studio 14 hours a day, her eyes shining in front of her desk at 10 p.m. every night, and sometimes even working until five or six a.m. During the contact, Yuan Qiuhua felt that Shi Yuxiu was smarter than in the past, and her personality had changed from lively to calm, a little likable, treating people with typical self-acquaintance, and receiving things very sleekly, and all kinds of people could mingle with each other, and she could play with everyone, like a panacea.

Lan Xinyan is getting older and more serious, thinking about everything in place, not talking nonsense, and only speaking at critical moments to solve problems. What does it mean that the more you say, the easier it is to make mistakes, so it is better to say less or not at all.

If you have to say something, the boss doesn't say it, someone has to say it, and Shi Yuxiu said it on behalf of the boss. Lan Xinyan wants to teach, and when she doesn't work in the studio during the day, she has full agency. This person who "doesn't know anything" jumps up and down in the studio, tries this, does that, and argues with his colleagues with the idea of "not leaving".

In the past six months, Lan Xinyan has been impressed by Shi Yuxiu, and entrusted him with important tasks, not only promotion, but also salary increase. The salary is very high, but this high salary is not so easy to earn.

Shi Yuxiu cried in front of Yuan Qiuhua: I am only 23 years old, why do I live more tired than others, not only physically tired, but also mentally tired.

Yuan Qiuhua said: Are you tired? Just be tired, the dead are the most comfortable. Life grinds us flat in order to make us roll further.

Shi Yuxiu said: Every time I put forward a plan to make a decision, I ask the boss, is this matter reliable? The boss said, "You are responsible for this matter, and I will listen to your opinion." Day and night, I ask myself, is the idea really right, is it really reliable, is it really not going to mess up, and if it does, all the responsibility lies with me. There is a lot of pressure to do things, and it turns out that it is not that the boss has too many opinions, but that there are no opinions.

Yuan Qiuhua said: Small companies lack talents and resources the most, and one person tops several positions. If one is ten, it should be tempered.

Shi Yuxiu said: I don't have a factory, I don't dare to take large orders, and the work process of small factories is slow, I am afraid that they will not be able to deliver on time, not to mention the loss of reputation, and they will have to pay liquidated damages. I quarreled with Lan Shao, saying that we have to face the reality, who are we and who is willing to cooperate with us, don't talk about the perfect process first, first find the resources that can be used, and do things well.

Generally speaking, the average profit margin in the garment industry is 25%, and the company earns 5% for 20% for outsourcing factories. Small orders are made to a factory, and the finished products are shipped directly by the factory, and the company does not worry about anything. Of course, there are risks, and when the factory gets the contact information of the consignee, it will also bypass the company and negotiate directly with the merchant, getting rid of the layers of exploitation by the middleman. Businessmen pursue profits, who can make a lot of money, to maximize profits, in fact, there is nothing to blame, can communicate with foreign businessmen without hindrance, as long as he has this ability, it is also the trend of factory development and expansion. However, no matter what kind of product and what kind of order, the prerequisites are required to ensure quality and quantity, and the fulfillment is completed. If the factory cuts corners and is shoddy, whether it is a middleman or a consignee, it will no longer cooperate, and it will refuse to accept it after the expiration date. The small factory owner is still a mixed group, there is no shortage of crooked tricks, do tricks, from the immediate point of view he cheated others, and he made a lot of money, but in the long run, how can there be a big heel? The consignee finds that the quality of the product is not up to standard, either the price is reduced, the payment is deducted, or the person is invited to renovate and rework, and the wages are paid by the company. If it is serious, it will be rejected and returned. Manpower, material resources, and vehicle resources are all in vain, not only harming themselves, but also pitting middlemen.

There are hundreds of people, shapes*, the forest is big, there are all kinds of birds, and it is inevitable to be pitted. Shi Yuxiu insisted on receiving large orders and controlling raw materials and freight in the hands of the company. However, to increase the control of raw materials and freight, it is necessary to increase the number of purchasers and escorts, which is to increase the cost input. In addition, the profit margin of the outsourcing factory has been reduced by 10%, is there anyone willing to do this work? A few merchandisers discussed, stood up and recommended themselves, no one did it, engaged in a batch of second-hand mobile phones, recruited a group of skilled workers, everyone gathered funds, and did it themselves!

Lan Xinyan's nose was crooked, and he must have thought that his colleagues had joined forces to stir up the peace, and he felt that he had been fooled. But he tolerated it anyway. The next day, it was inexplicably approved, and the large order was divided into several small factories to do, including the factory run by the merchandiser, and the farewell condition was that a qualified successor must be found before leaving, and the handover and transfer work must be done.

Two thousand years later, small garment factories in the urban area and suburbs of Guangzhou have blossomed everywhere, and as long as there are orders, no one will take the job. A large number of post-70s migrant workers went south, as long as they had a job, they did not worry about not being able to recruit workers, working more than ten hours a day, working overtime day and night, and the monthly salary was about 1,000 yuan.

Several merchandisers set up a factory in partnership, Lan Xinyan did not participate personally, the company did not invest, in his heart, teaching was a regular business, and doing business was a side business. Colleagues are different, more or less invested in it. Yuan Qiuhua invested 100,000 yuan, accounting for 20% of the shares, and when she was too busy, she also went to help, from cutting, sewing, sewing, ironing, staples, to packaging, warehousing, delivery, all learned, where to run. Migrant workers make clothes in factories and workshops, all of which are piecework wages, a dime on the zipper, a dime for opening the bag, a dime for the lock edge, there is no technical content, the basic salary is generally 800, and you can get a salary of 1,000 to 2,000, which is completely dependent on overtime.

Lan Xinyan's tolerance was rewarded. As long as it is not a peer, employees set up factories, and colleagues become business partners, which is beneficial and harmless to the boss. The factory does not worry about no orders, and the company does not worry about the orders and no one does it, and the cooperation is win-win. Later, one factory became several factories, Huadu was a children's clothing factory, Dalang was a knitting factory, Humen was a women's clothing factory, and Dongkeng was a suit factory. At that time, all towns and villages in Dongguan City were implementing investment promotion, because it was a foreign enterprise to settle down, all kinds of procedures required when building a factory, such as environmental impact assessment three simultaneous acceptance, industrial and commercial taxation related, etc., all kinds of government can give the procedures, are all the way to the green light to complete within a limited time. The most attractive thing here is the policy given by the government at that time: the land used to build the factory is approved by the government, and no penny is collected, and after the investment in the factory, the implementation of "three exemptions and five reductions to be done", which means that the first three years are exempt from taxes, five years are tax-reduced, and there are low-interest, or even some interest-free loans. There are also many preferential policies, so I won't talk about them one by one, and those who know about them should know which ones. In short, these foreign businesses thrive with all kinds of support from the government. Later, during the 08 crisis, the hometown government also recruited high investment, and there were various preferential policies, so they moved out of Dongguan City and returned to their hometown to set up a factory. It is called a "migratory bird" factory, but no matter what, those who know the times are junjie, they keep pace with the times, they are all rich people, they are all successful people, and they are all promoted to the upper class.

Naturally, with the expansion of the scale of production, they also take orders by themselves, but as long as Lan Shaofa speaks, even if they tentatively work on the assembly line, they have to help the boss catch up with the goods day and night, and become iron buddies for life, not to mention the borrowing of money, which does not even have to play IOUs.

Yuan Qiuhua said: The boss has been patient and shared the pressure and responsibility for you. Since no one knows the right answer, give you a chance to explore and experiment, and you can "give it a try". Small companies lack the "three good students" of foreign companies with comprehensive quality, but they are full of "special students" with unique skills, whether they can use you well, or even coax you, is also a test for the boss.

Shi Yuxiu said: The boss reasoned with me, if you want to do something, you always have to take risks. I said, "What if it fails?"

Yuan Qiuhua said: Lan Shao's mantra, "It's a big deal to close the door, will I still jump off the building?"

Shi Yuxiu said: The essence of business is supply and demand. If there is demand, there will be buying and selling, and whoever has the largest market will set the rules.

Yuan Qiuhua said: Support the bold, starve the timid, from product competition, gradually transition to capital competition, and no grass grows under the big tree.

Before, Yuan Qiuhua was in charge, Yuan Philosophy was outside, Lan Xinyan was lazy and was the shopkeeper. The family is well-off and lies down to collect rent, and he has no worries about food and clothing in this life. Nowadays, everything must be done in person, every day when you open your eyes, there are all kinds of costs, sales expenses, logistics costs, management expenses, bank interest; every month in the face of the same mountain salary taxes, urban construction taxes, education surcharges, stamp duty, real estate tax, land use tax, annual local taxes and fees, are rigid constraints, where the expenditure is slowed down, late, you can kill immediately; 30 personnel salary, welfare, salesman salary commission and travel expenses, communication expenses, business entertainment expenses, advertising expenses, water and electricity expenses, New Year's holiday gifts, each kind of fee can not be owed。 As for income, it is the norm to be overstretched, and it is normal to make ends meet, and you are exhausted and anxious, but you often get a bunch of accounts receivable, similar to the problem of triangular debts.

The most troublesome thing is the turnover of working capital. When purchasing raw materials, you have to pay in full in cash before picking up the goods, and when you collect money on sales, you need to have a long payment period, mostly about 45 days to 180 days, and the company has to pay for 2 to 6 months in advance, which seriously affects the turnover of the company's working capital. Foreign trade orders are mostly settled in US dollars, and the exchange rate fluctuates, and there are many unknown risks. On the basis of its own working capital of more than 1.5 million yuan, it borrowed 3.5 million yuan from the bank to ensure the normal operation of the company. At present, there are many names for bank loan charges, and the cumulative interest paid on bank loans last year was about 150,000 yuan.

After deducting all kinds of expenses, the company's net profit from trade last year was only about 500,000 yuan. Compared with the previous business of antique appraisal and cultural relics auction, the number of personnel has increased, the affairs have increased, the work has been hard, and the income has decreased. The company invested 5 million, and the rate of return was only 10%. As a legal person, he earns less and less money in his pocket, but he contributes more and more to social benefits, mainly reflected in taxes and employment, paying national and local taxes accounting for 20% of gross profits, employing 30 people, and spending wages and benefits accounting for 15% of gross profits.

What is the concept of investing 5 million yuan and earning 500,000 yuan? Private loan, 10,000 yuan, the annual interest is 1,000,000, 5 million, and the annual interest is 500,000 yuan. Last year, the house price was 2,000 per square meter, and you can buy a suite, and this year you can earn 50,000 yuan per square meter, and you can buy 25 sets of 5 million yuan, which is also 1.25 million.

This account is not unaware, but it is shocking. The money in the manufacturing industry is really not easy to make, and it really can't make money. When you get rich through labor and are no longer believed in, when you lie down to make money and are chased by others, who else will want to stand up again?

Can this kind of business still be done? But there is no way, the money has already been invested, and it can only be held on, and this is still a smooth sailing. If a person is not careful, a certain link is cheated, he may lose, or the product is defective, and he is rejected, and he has to be smashed in his own hands, or the capital pours in, the cost rises, and the "one-size-fits-all" tough restrictions will be lost. It's really the heart of selling * to make money selling cabbage.

As a boss, he gives orders and directs the country during the day, and at night the cups are staggered, drunk and golden, and the surface is majestic. In fact, the enjoyment of the boss is based on several times the pay, and the daily socialization is all in the rivers and lakes, and he is helpless and helpless. Employees only see the boss's usual scenery, but who sees the boss running the business in the only promise, sincere fear, sometimes deflated, even low, swallowing anger. Looking at a young man who is better than yourself, you call others brother, nodding and bowing, but people don't like you at all. When you invite customers to dinner, you have to look at people's faces, spend your own money, and find ways to make the middleman happy. I'm too busy to have time for friends, and family, really talk together, most of the time I'm calculating who to invite today, who to invite tomorrow, but I haven't invited what I want to invite, the leader has a phone call, or a few checks, and there will be arrangements tonight. I always eat spicy and strong oil, and I really want to change the taste and eat green vegetables and white rice. Eating with friends is to relax and relax, drink if you want, and don't drink if you don't. If you invite a guest to eat for the company, you have to have the courage to be willing to cut it, others don't drink, you have to take the initiative to drink, sometimes you don't want to drink, but you have to pour it into your mouth. I drank too much and was anxious to go back to rest, but if the guests were happy, they had to accompany the following programs, sing songs, and wash their feet. It's just like this for a day, but if it's like this every day, the gods can't stand it. The busy and trivial daily life made him suffer from gastritis, nervous tension, insomnia, depression, and anxiety. After a long time, the business has not been done well, and the body is collapsed anyway.

Every day is full of energy and trembling. At the end of the day, I was exhausted and should have had a good night's sleep, but I was always tossing and turning, and it was difficult to sleep. I can't help but think about what needs to be arranged tomorrow, who needs to meet, what funds need to be put in place, and finally I am in a daze, half-asleep, but I am awakened by a little movement, and it is difficult to fall asleep again. I get up alone, smoke a cigarette in the moonlight, my thoughts are confused, my spirit is disturbed, my expression is decadent, the sky is full of stars, the house is full of moons, why is life so lonely and desolate? Life is simple and boring, low-key and silent, patient and persistent, sleepless, and even like an ascetic monk in practice. The loneliness in my heart, like the moon, is simple and clean, shining proudly and lonely in the lonely Milky Way.

When all the pressure is on the body, the spirit is broken, and I want to let it go, but the whole thing can be considered, the employees are unemployed, and most of them have children and the elderly to rely on them. Regardless of whether you make money or not, as long as you can maintain it, your goal in the future is not to make money, and it is enough to be able to feed a group of brothers. In the end, there are still too many, too many reluctances, and you have to stick to it if you crush your steel teeth. It can't show any abnormal performance to the outside world, but behind this smile, how many tears are there? The moment I went out again, I let out a long sigh and reminded myself that I must be energetic, radiant, and ambitious for the new day, and be responsible not only for others, but also for myself.

When business is good, people always love you, spoil you, say what you like to hear, and show how capable you are and how different you are. It's time to treat, you have to invite, it's time to pay for something, you have to have to borrow money from others, you have to give, so that you can show your success, and you can win everyone's love more. On the contrary, if I am negligent, I will become unkind to the rich, but who knows that my money is not blown by the wind, but also by my hard work. My company didn't run to the point where I squandered it.

At that time, people will say, you don't have that much ability, blindly expanding, indiscriminate business before you go out of business, how many people will really care, understand the reasons for the collapse, all your efforts, in front of others, look so pale, all your explanations, in other people's mouths, are powerless sophistry. The pressure of public opinion brought about by this gap makes you feel painful. A lot of gossip makes you feel even more unbearable, and the taste of sprinkling salt on the wound can only be experienced and matured after passing through.