Xiao Jian thought in his heart: "The Hua caravan is all over the country, and the strength is so strong, it is really difficult to control, if it is a rebellion, it will really be a big hidden danger for the dynasty." ”

So, when others were busy tasting the wine, Xiao Jian asked: "Huajun Shou, I have something unclear and want to ask Huajun Shou." ”

Hua Chong said: "Your Highness is polite, polite." Your Highness, please advise. ”

Xiao Jian said: "Huajun Shou is polite, and he doesn't dare to talk about advice." What I want to know is that the Fahrenheit merchants are all over the country, and the things under their jurisdiction are so complicated, and the people under their jurisdiction are so complex, how can they be managed? Recently, I have been studying the method of comparing the governance of previous dynasties with my dynasty, and I am quite interested in the way of management, but I also have many doubts. I just listened to Hua Junshou and Hua Gongzi talking, I think that the Hua caravan has been prosperous for hundreds of years, not only not declining, but also more and more prosperous, among them, there must be a superior way of management. Therefore, I would like to ask for advice from Hua Junmoru. ”

Hua Chong arched his hand and said, "His Royal Highness has rewarded Hua's family." Fahrenheit is just a businessman, and everything he does is a small road, not worth mentioning. However, His Royal Highness has seen the subtleties and thinks about the way to govern the country from the way of business, and he is really a young genius with far-reaching thoughts. His Royal Highness is about the same age as the dog Hua Yun, Hua Yun only knows the beauty of wine now, and he is still far from thinking about the beauty of management that His Highness said. The old man was ashamed. ”

Hua Yun was criticized and exposed by his father in public, not only blushing.

Xiao Jian hurriedly said: "Huajun is too modest. Hua Gongzi's wisdom is very within the reach of others, and we are ashamed of ourselves and admire it very much. ”

Hua Chong said: "Your Highness has won the prize." Hua Yun's idea qualifications are really reckless. In the future, I will ask His Highness for more advice. ”

Xiao Jian said: "Don't dare, don't dare." ”

Hua Yun arched his hand at Xiao Jian and said, "Please give your Highness a lot of advice." ”

After greeting each other politely, Hua Chong took a sip of tea, cleared his throat, and said: "Although Hua's business road is a small way, since His Royal Highness asked, the old man will be ugly." The way of management that His Highness just said is indeed a vital avenue. As small as a family of three, as large as a caravan, or as large as an entire country, it is inseparable from the way of management. The way of the country's management is the avenue, the old man does not understand, and he does not dare to beak, it is a major matter related to the chaos of the world, and people who are not wise and virtuous cannot know it, nor can his subordinates talk nonsense. The way of managing the Fahrenheit caravan asked by His Royal Highness is a small way, but it is also the way to win the Fahrenheit caravan, and it is originally a secret that cannot be leaked, but since His Highness asked, the old man must know everything. ”

Xiao Jian hurriedly said: "Hua Junshou, I didn't expect this matter to involve the secrets of the Hua caravan. I was so abrupt. Please also ask the warlord not to blame. Just because I didn't ask. ”

Hua Chong smiled: "Where is Your Highness." When asked by others, the old man would not say. But His Royal Highness is a dragon and phoenix among people, and he is extremely talented and intelligent, and the old man is willing to talk to His Highness. ”

Xiao Jian said: "Huajun Shou is in love, I really don't dare to be." What Hua Junshou said was that the way of caravan management was the core secret of the caravan, and it was related to the fortunes of the Hua clan, which was not something that outsiders such as us should know. Please also ask the warlord not to blame. It's me Meng Lang. Let's talk about something else. ”

Hua Chong said: "Your Highness, you don't have to be polite. There is a reason why the old man is willing to talk to His Highness. First, the truth is reasonable, but the operation is another matter, understand the reason, but may not be able to operate successfully. For example, those literati can all memorize the beautiful ways of governing the country and the skills of controlling people in those classic works, but who can rely on these principles to govern the country and control people? Knowing and doing are really two different things. Second, the old man really admires His Highness's majesty and talent, and is willing to explain the management of the Hua caravan to His Highness, so as to help His Highness study the art of governing the country. In the final analysis, whether it is a family, a caravan, or a country, the core essence of management is the same, that is, people's hearts, but in different forms. The old man explained the method of Hua's caravan management to His Highness, if it can be helpful for His Highness to study the avenue, then the Fahrenheit caravan's merit will be great. Third, Your Highness is young, the old man has a selfish intention, and I want to ask His Highness to make a judgment and help take a look, the management method of the Hua's caravan can still be improved. I wonder if Your Highness can give advice? ”

Hua Chong's words were both sincere and clever, which made Xiao Jian's heart very iron.

Xiao Jian said: "Thank you Hua Junshou." I would like to ask for advice from the county guard. ”

Hua Chong said: "Thank you, Your Highness." The old man got an axe and told His Highness and the princes about the management of the Fahrenheit caravan. ”

Hua Chong took a sip of tea and said, "Hua's distant ancestor is an ordinary person who lives in the country of Nobaht, and he has been bitter for many years. Four hundred years ago, a plague prevailed in the Nobaht County, and the population withered, and the Hua's ancestors were forced to migrate to the neighboring Xiangting County, but the land of Xiangting County was barren, and the cultivation harvest was limited, and the work was very difficult. However, due to geographical reasons, there were many caravans coming and going, and although the people were clumsy in farming, they were good at business. Hua's ancestors were then forced to start some small businesses to support their families. At the beginning, Hua's ancestors only had a small store, and they slowly grew bigger by relying on frugality, prudence, and hospitality; After having a number of stores and a few small caravans, he continued to grow by relying on shrewdness, wisdom, diligence and bravery; It was not until more than 100 years ago that the Fahrenheit caravan began to become a world-famous caravan, and in some industries, it gradually became a monopoly until today. The old man looked at the hundreds of years of history of the Hua caravan and the family motto of the patriarchs of the past dynasties, and had a little experience in the method of caravan management. In the old man's view, the management of the caravan should generally change with the times and the situation, and cannot be followed. Different sizes of businesses have different objects to manage, and the essence of management is also very different. ”

Hua Chong stopped and slowly began to drink tea.

Xiao Jian said: "There is no fixed law, and it is indeed the highest wisdom and law in the world. It's just that we are still young, we don't have enough experience, and our experience is really not deep. ”

Hua Chong smiled and said, "Your Highness is too humble. His Royal Highness is so young, he can think about the way of management, which is really a heavenly posture, and the old man is very obedient. As His Highness said, there is no fixed law for the management of commercial affairs, and it needs to be acted upon. Let's give an example, let's talk about the different scales and the different management essentials. For small stores, the object of management is their own, and the guests are face-to-face, so the essence of management is thrifty, cautious, and hospitable. For medium-sized businesses and caravans, the object of management is no longer people, but has become a business opportunity, and the essence of management has correspondingly become judgment, that is, to find business opportunities and make decisive moves. For the nationwide scale of super-large caravans, the object of management has become the hearts of the people, and the essence of management is to gain insight into the sophistication of human feelings. ”

Xiao Jian said: "Huajun guards the high view. But we still don't know, can you please elaborate on it? ”

"Your Highness is wise. The essence of business is trading. A small business is a small transaction, which is small in scale, close in distance and short in cycle, so it needs to be thrifty and diligent. Medium business, that is, medium transaction, large scale, elongated distance, elongated cycle, but the foundation is not thick, the risk is very large, so it is necessary to judge the business opportunity, sometimes, a business opportunity judgment error, may lead to the entire family business into the abyss, slump. But neither small nor medium business can be said to be above the hearts of managers, because they are driven by a relatively limited number of people. Big business is different, big business is big deal, but it is not a transaction between things, but a transaction between people's hearts. For such a large caravan as Fahrenheit, almost all of the actual operation of commercial operations and personnel management are not Hua's people, but external people, and all commercial business is taken care of by these external people, and almost all Hua's people sit back and enjoy their success. Therefore, the so-called method of managing big business is actually the method of managing these external employees. The old man's experience is that the external person is contrary to the original intention of the Fahrenheit owner, what is the original intention of the owner? Spend less and make more money, as long as you make enough money. But the outsiders don't think so. What do they think? It's more money and more water. In the final analysis, the stall should be spread large enough, and the flow of water should be large enough and fast enough, so that they can make a difference in the operation beyond wages. ”

"This is understandable. After all, the wages of those hired by the outside are limited, no matter how much they earn, the majority of the income must be given to the owner, and the profit commission income is far less convenient than doing tricks from the operation. ”

Hua Chong nodded and said, "Your Highness is wise." ”

Xiao Jian said: "Then how to deal with it? ”

Hua Chong said: "The way to deal with it is to put yourself in the shoes of the design of the division of rights and responsibilities. Fahrenheit's approach is, first, to decentralize power as much as possible, and first, to be responsible for all operational matters and operational decisions by external personnel, and Hua's people will not interfere; The second is to invite external personnel to appropriately participate in the shares, and discuss each matter one by one, and all the external employees will collectively invest in the shares, and the shares will be two percent. The third is to divide and invert. Your Highness, in the general caravan, most of the owners and stewards have a share, but Your Highness can know whether they have the majority of the proprietors or stewards.

Xiao Jian said: "Naturally, the owner accounts for the majority, the steward occupies the small head, and the minions take the salary." ”

Hua Chong said: "Your Highness is wise. That's exactly the case, but Your Highness knows who has the big head and who has the small head of the Hua caravan, and who gets the wages? ”

Dou Funing interjected: "Can you still let you big owners take small heads and get wages?" ”

Hua Chong said with a smile: "Dou Gongzi has broken the sky with one word. Ha ha. As Dou Gongzi said, the Fahrenheit caravanserais' approach was very different from theirs. The proprietor has a small head, the steward and the minions have the big head, and no one takes the salary. ”

"This is unheard of. ”

Hua Chong said: "The purpose of this management method is to take advantage of people's desires and guard against people's evils. The Fahrenheit caravan was large overall, but it was actually a collection of countless small independent caravans. Your Highness and the princes, please guess again, when divided, how much will the proprietor account for, and the steward and minions will account for what percent? ”

Xiao Jian said: "As I said earlier, the proportion of shares accounted for by the owner is eight, and the external person is two; Could it be that when it is divided, the proprietor accounts for two, and the external person accounts for eight? ”

Hua Chong said: "No. The owner accounts for one, and the external person accounts for nine. ”

Xiao Jian said: "Isn't that the person hired by the outside gets more than the owner?" ”

Hua Chong said: "Exactly." Therefore, the stewards of the Fahrenheit caravan were all very rich. ”

Xiao Jian said: "Then how to restrain these stewards? Once they are fully fledged, are they willing to be manipulated by Fahrenheit? ”

Hua Chong said: "Your Highness asked well. Just now, what the old man said is just the institutional arrangement from the perspective of incentives. If you make the arrangement from the perspective of bondage, you need other more detailed arrangements. But in general, the Fahrenheit caravan is spread all over the country, and ordinary stewards, no matter how capable they are, generally speaking, they will never dare to break away from the Fahrenheit caravan easily. On the one hand, this is because Fahrenheit has a lot of capital and little profit, and the stewards cannot have such a good settlement whether they go to other caravans or do it independently; On the other hand, the Fahrenheit caravan has its own support system, such as information transportation, which helps the stewards to make decisions and operate, and without this support system, it is much more difficult for them to do things. There is also a system of severe punishments. Once they betrayed Fahrenheit, they would never be allowed to re-enter, and even their descendants would never be allowed to re-enter Fahrenheit's caravan. ”