Song Chenglian sighed again, shook his head and said: "This business is the same as people's fortunes, thirty years in Hedong, thirty years in Hexi." In fact, our Xun family's business over the years has shown signs of westward deviation. ”

Hearing this, Mu Xun's heart jumped, he knew that the "signs of westward deviation" in Song Chenglian's mouth was just a euphemism for the word "decline". In view of this, he secretly thought in his heart: "The real reason for the decline of my grandfather's family business is that there is no successor, and it seems that the untimely death of my uncle and uncle has indeed brought a heavy blow to the family." Alas, I don't know..."

When he thought of this, his whole person was suddenly stunned, and an astonishing thought suddenly rose from the bottom of his heart, and he secretly exclaimed: "Could it be that ... No, no, no, it is absolutely impossible, not to mention my ability, even if I really have the ability to support the building, but I am not a grandson after all, not to mention that my grandfather is extremely unwilling to see my father, how can he pass on the family business to me?"

Song Chenglian on the side saw that he was in a daze, so he asked, "Young master, what's wrong with you?"

Mu Xun hurriedly said: "It's nothing, I just thought of something else." In order to prevent Song Chenglian from continuing to ask, he hurriedly said: "Master Song, what do you mean by two accounts a day?"

Song Chenglian said: "The so-called hanging morning account is a unique link when our Xun family ships goods, because our goods are going west, the road is very far, and there are many buyers, so it has always been a big problem to collect debts, and bad debts and bad debts are not uncommon, among which the most serious year, when the year is closed, the accounts received are only thirty percent of the total, and our Xun family almost collapsed that time." ”

Mu Xun frowned, and said dissatisfiedly: "For this kind of untrustworthy buyers, let's stop cooperating with them, and find another group of trustworthy people to cooperate." ”

Song Chenglian shook his head with a wry smile and said, "What about this issue... It's not as simple as the young master thinks, and those buyers can't easily change it. ”

Mu Xunqi said: "How do you say this?"

Song Chenglian groaned: "There are many relationships involved in this, and the first one involves emotional relationships. Our Xun family has been in business for decades, and there are many buyers who have been with them for decades, if we cut off this relationship with them because of a momentary prosperity, the result will inevitably outweigh the losses, not only losing long-term interests, but also destroying the reputation established over the years. ”

Mu Xun sighed: "Is it really that serious?"

Song Chenglian nodded and said, "It's really so serious, but this can't be regarded as the most serious." ”

Mu Xun hurriedly asked, "Then what is the most serious?"

Song Chenglian said: "It is the deterioration of the competitive relationship. Our business has been controlled since history, because the capital is large, specialized, and risky, so the buyers are extremely stable, and most of them are family businesses, if we cut off the relationship with these buyers, then the other two will definitely take the opportunity to take advantage of the situation and occupy our territory, and then it will not be easy to take it back!"

After hearing this explanation, Mu Xun deeply agreed, and at the same time sighed that it was not easy to run a business, and was more curious about the follow-up solution to this matter, so he then asked: "Then how was this problem solved?"

Song Chenglian said proudly: "It was solved by using the method of hanging the morning account." ”

Mu Xun was puzzled: "Can the problem be solved just by hanging the account?"

Song Chenglian said: "Of course not, the account is just one of the steps, and the final solution of the problem has to rely on communication and negotiation and the establishment of rules." After a difficult year, before the Lantern Festival of the following year, the lord invited all the buyers on the grounds of negotiating a new cooperation plan, and also invited the shopkeepers of the big and small money houses in Gusu City and the chief managers of the merchants. When everyone gathered, the old man went straight to the point and bluntly stated the disadvantages of the former compradors:

"In the past, buyers buy goods, most of the goods in the current year are fully credited, and then carry the poor account to fill the gap when the next year's order is made, and renew the goods for the next year in the same way; there are also some buyers, who give a part of the payment when picking up the goods, and the remaining difference is renewed when the next time they pick up the goods; and a small number of buyers are spot cash. After all, only a small part of the buyers are happy to pay for spot cash, and most buyers still choose the way of credit.

But in this way, the pressure of the advance has invisibly accumulated on the seller. If the seller has strong financial resources, it doesn't matter, and he can barely support the operation of this business, but if the seller's funds go wrong, there will inevitably be a joint collapse, and everyone who begs for food on this line will also be implicated, and no one will be able to please at that time.

"In fact, everyone knows that what the master said is true, but the problem is that each family will have its own difficulties. The reason why we only recovered 30% of our income that year was that the western provinces suffered a major drought that year, resulting in a recession in business, and all buyers chose to tighten their money bags and not pay the arrears in order to prevent accidents, which eventually led to a whole year of hard life for our Xun family.

So after talking about the evils, the lord proposed a solution, and he proposed the formation of an alliance of silk compradors with the participation of the congregation. Then the lord explained to everyone the role and benefits of this alliance. This time, the newly formed silk comprador alliance will not only be buyers and sellers, but also money banks and merchants who provide funds and distributors will also participate.

The method of transaction is also simple, the buyer needs to regularly deposit a certain amount of principal in the alliance bank, and then the money bank will issue a certain number of shipping bills to the buyer, and so on each shipment, the buyer will pick up the goods in the seller's warehouse with the shipping bills, and then the seller will hand over the shipping notes to the bank, and the money bank will pay a deposit of 30% of the price from the buyer's reserve to the seller with this bill, and then the alliance of the merchant team to the seller to receive the goods, responsible for full-time transportation, until the goods are delivered, the buyer will hand over the remaining 40% of the balance to the seller by the caravan to bring back to the seller, and the remaining 30% will be filled in the next year。 ”

When Mu Xun heard this, his heart suddenly sank, and he said secretly: "It turns out that the record list I heard in the warehouse is a shipping bill, hey, this idea is really good, grandpa is so smart!" But then he remembered another question, so he interrupted: "But in this way, it is inevitable to give some benefits to the money bank and the caravan, so won't the total income of our sellers be reduced?"