On February 25, Zong Qinghou, founder and chairman of Wahaha Group, died of ineffective medical treatment at the age of 79. As the soul of Wahaha, Zong Qinghou is also a representative of a generation of Zhejiang businessmen. In 1987, 42-year-old Zong Qinghou went to the sea with a borrowed 140,000 yuan to start a business, he contracted the school-run enterprise distribution department in Shangcheng District, Hangzhou, which had been losing money for many years, and began to pedal three wheels to deliver popsicles, soda and stationery paper, starting a penny by cent. Two years later, Zong Qinghou ushered in a turning point of fate, he prepared to build Hangzhou Baoling Children's Nutrition Food Factory, and began Wahaha's entrepreneurial process. Under his leadership, a series of classic beverages such as AD calcium milk, mineral water, and nutrition express launched by Wahaha have swept the country and become childhood memories of generations of people. Since then, Wahaha's business territory has gradually expanded, becoming a business empire with annual sales of tens of billions, and Zong Qinghou himself has been the richest man in China three times. However, in Zong Qinghou's view, "the so-called richest man is just a false name." "The greatest achievement of an individual should be what he has created for society. His personal life is simple, he doesn't buy luxury goods, he wears a jacket all year round, wears dozens of cloth shoes, and has been photographed by passers-by taking a second-class seat on the high-speed rail. He once mentioned in an interview, "I spend less than 50,000 yuan a year." In the early years of a financial program on CCTV, the host asked his daughter, who was later the ** person Zong Fuli: What is Wahaha minus Zong Qinghou? The answer is "equal to zero". Now that Siren has passed away, Zong Qinghou's management ideas and spiritual character have already penetrated into all aspects of the group and integrated into Wahaha's corporate culture. To this end, we have read Zong Qinghou's speeches, interviews, internal speeches and other materials, and sorted out Zong Qinghou's 62 thoughts, which are divided into two parts: business management and business thinking, to commemorate the deceased and hope to bring inspiration to you. 1. I think that enterprises should have these qualities, especially in the Chinese market, that is: the imagination of a poet, the acumen of a scientist, the mind of a philosopher, and the ability of a strategist. 2. If you look at China's successful large enterprises, they are all strong leaders, all of them have great power, and they are the best. I think that in order to do a good business in China at this stage, you have to be ** and open-minded. 3. Q: Where is the boundary between strong and open-minded? The key is that you need to think more, what you want your subordinates to do, how can you ask others to do it if you can't do it yourself? And I think that everything should be done with the feelings of the other party: what must be executed by subordinates must be executed. Leaders should care for and care for their employees. Instead of managing according to individual likes and dislikes, it should be based on the overall good, which is equivalent to thinking about the problem from the perspective of the leader's own interests. 4. Engaging in business is the same as fighting a war, when the opportunity comes, it is necessary to reflect quickly and make timely resolutions. If you don't lead strongly, you can't do the event. 5. The shopping mall is the battlefield, and those who violate the order on the battlefield will be a "kill". 6. I just want to hold the power alone, and I have to sign any small document. A boss who doesn't sign is not a good boss. (In the early days, Wahaha asked about the controversy over Zong Qinghou's management style.) 7. Like technology, in terms of management, Wahaha also relies more on "self-creation". Wahaha has always implemented a centralized management method. In the long run, everyone is more accustomed to it. Moreover, over the years, there have been no major mistakes, and the employees have trusted me. However, behind the high degree of centralization, we have actually started hierarchical authorization management a long time ago, but the power of hierarchical authorization is different. After all, we are now also information management, which can be controlled. We also have no Airborne Forces all the time. In fact, it has been tried before, and the Airborne Forces from both multinational and domestic enterprises have been recruited. But it turns out that competence is not good, and it is always incompatible with the spirit of our corporate culture. Of course, it is not necessary to not recruit all the time in the future, the main thing is to see if it can be used. 8. Multinational companies are nothing more than a general competitor, they have their advantages and limitations, and they may be both wolves and paper tigers in the competition. 9. In my opinion, management is "management" and "management", and the whole process should be straightened out and managed according to the requirements. Of course, it depends on your specific situation. 10. Running a business still depends on talent and experience, and copying Western theories often does not work. 11. There is a characteristic of Western management, a sentence can be written into a book, and you don't know what it is talking about after reading it. Including some professors who are engaged in Western management in China, this is also the case, adding two English letters in one sentence, it looks very mysterious and profound, and after reading a book for a long time, I don't know what I'm talking about. Therefore, I hardly look at what is managed by the West. I am doing business according to the best theory, and I use the best strategic thinking to manage the enterprise. ** The military idea is very practical to apply to management, because the shopping mall is like a battlefield, and now Westerners are also studying the "Art of War", which is the same principle. In addition, I think there is a scientific system in terms of human management. We use the best ideas to manage the enterprise, not to use the best ideas to preach, preaching is useless. We use various ways to slowly let employees accept Wahaha's culture, so that employees themselves can slowly understand this family culture. 12. Now most of China's enterprises are learning the Western management model, which naturally has its reason, but you must know that the theory is summarized on the basis of practice. Our national conditions are different from those of the West, our culture is also different, and our development stage is even more different from that of the West. Chinese are more difficult to manage because Chinese are smarter. Everyone wants to be a chicken head, not a phoenix tail. In feudal times, everyone wanted to be emperor; In business, everyone wants to be the boss. How to solve the idea of "rather be a chicken head, not a phoenix tail" for employees, this problem actually does not need to be instilled, the key is that the head of the enterprise should use practical actions to influence everyone. In the final analysis, Chinese enterprises still need people-oriented management and grasp people's thoughts. In order to convince employees, the chairman and general manager must have personality charm, and employees must be really willing to follow you. In addition, you have to be open-minded and strong, not open-minded, biased and biased, and no one will follow you; If you are not strong, everyone will not listen to you, and the enterprise will become a plate of scattered sand. Therefore, when a business leader must know how to strictly manage, and then consider the interests of employees and care for employees. If you want everyone to be willing to follow you, you must let everyone continue to improve their lives and careers. Strict management, requiring employees to work hard, and there will be good returns when the work is done well. In this way, the employee has a higher income than others in the enterprise, lives better than others, can learn technology, can grow, and slowly he will be convinced of you. This way, once the business encounters difficulties, employees will overcome them with you. The word prestige is not only prestige, but also trust. Employees trust you, and you will be truly authoritative. 13. In business life, I think diligence is the most important. Hard work pays off. If measured by 100 points, diligence accounts for at least 70 or 80 points. In addition to being diligent, I am more innovative and low-key. My weakness is that I have to do everything myself, and everyone is more dependent on me, and I am slowly letting my subordinates go through it. 14. There is no weak market, only weak products. I have always believed that corporate profitability is driven by products, and the rule of the game in FMCG is that if you don't advance, you will retreat. The biggest challenge in this industry is that it often encounters homogeneous competition. Homogeneous competition in the financial crisis even brought a catastrophic blow to disadvantaged enterprises. 15. What is the best way not to be homogeneous with your opponent? Innovation, of course, but how many companies can continue to innovate? Wahaha's innovation has taken three steps: at the beginning, we bought samples from abroad and copied them in research; Later, the number of domestic competitors began to increase, and we began to conduct research on competitive products, and what we did tactically was to improve on the basis of analyzing the opponent's product formula, and develop a variety of products at the same time; Later, when their own strength is enhanced, let the internal staff put forward innovative opinions and ideas, and then the group research center will develop the formula, and then put it into the test market, and then carry out brand operation. 16. In my opinion, the essence of marketing is to solve the problem of "who will buy" and "who will sell". "Who will buy" is to find out the real needs of consumers, and "who will sell" is how to quickly promote the product to consumers through sales channels after it is developed, and how to do a good job in promotion and publicity in the process. Focusing on solving these two problems is the key to the survival and development of enterprises. 17. As far as the FMCG industry is concerned, the stronger the control of the channel, the greater the market discourse. 18. Marketing is very important, your products can't be sold, and the company can't develop, but in the end it's the product itself. If you do too well in marketing, the consumer will not buy your product again. Both are very important, and it is not just that if the marketing is good, the business will always be good. 19. If you don't want to do it, it's useless for him to "get stuck in the neck", I won't be at the mercy of others, I will do what I think is good, and I won't do what I don't understand, and I won't talk to others. 20. Adhere to the cautious rolling development, resolutely do not do what you can't do, and resolutely don't do the bottomless things in your heart. 21. For my competitors, I hope I am a strong opponent that is more difficult to deal with; For my employees, I want to be a trustworthy and trustworthy boss. 22. If you don't run the market often, you won't be sensitive to the market. Vitality and insight are all run out of the footboard. 23. I use my feet to measure the Chinese market, and go deep into the poor countryside and corners, and this is how the "Chinese market map" is understood in the water and fire. 24. Family culture is our core value. Our family culture is divided into three aspects: cohesion of small families, development of everyone, and service to the country. For employees, it is to unite a small family, and the employees will develop everyone, and finally the enterprise should serve the country and form a whole. I think the core is the loyal workforce, because people do everything. 25. Entrepreneurs should consider the culture suitable for their own enterprises according to the development stage of their own enterprises. Every business has a different entrepreneurial experience and a different culture. In order to unify thinking and develop culture, we have set up a political department in the enterprise, which is responsible for the construction of corporate ideology and culture. After people have a material foundation, they need spiritual civilization, but the premise is that there must first be material civilization, if there is not enough food and clothing, it is impossible to talk about spiritual civilization; However, after material abundance, if we do not pay attention to spiritual civilization, problems will also arise. For employees, management alone is not enough, the key is to mobilize the inner enthusiasm. If the company's profits are not good, employee dividends will be reduced; When corporate profits are good, employee dividends will naturally increase. Therefore, it is a combination of incentives and competition. Incentives alone will also produce inertia, so it is necessary to encourage competition, and those who are capable will go up and those who are mediocre will go down. Survival of the fittest, employees will always work hard, such a team will always be motivated. Material encouragement and spiritual encouragement should not be neglected, and if there is material civilization, there must be spiritual civilization, but without material civilization, it is simply impossible to engage in spiritual civilization alone. If an employee can't eat enough and can't wear warm clothes, how can he listen to you? 26. Managers should first ensure a decent life for their employees, and they will have peace of mind and work hard if they have a high income. At this time, the management is stricter, and they can accept it. Employees should also have a spiritual and civilized life. Now the staff management is not the same as in the past, and the company provides them with a rich amateur cultural life to solve the worries of life. So I will help them solve the housing problem and the children's education problem. Wahaha's knowledge employees have the opportunity to hold shares as long as they have worked for one year, and workers have the opportunity to hold shares as long as they have worked for five years, so they are both employees and bosses, and their interests are linked to their personal interests. In Wahaha, employees will not have career risks, because the company is developing so well, they have nothing to worry about. 27. Entrepreneurs have the responsibility to help employees get rich. 28. For ordinary employees, you ask for "996", I don't think it should be. Employees also have a joie de vivre. Now that you're the boss, you're running your own business, and running a business is your pleasure, so it's okay if you're busier than "996". But you can't ask employees to be tethered to your chariot. He had his life, especially the young people. 29. I told our salespeople that you can make money when people make money. Mutual benefit business can be done for a long time. The first is to share interests, the second is to be honest, what you say must be counted, even if you suffer a loss, you must honor it. 30. Q: When Wahaha formulates its strategy, does it do market research? Someone in the company is doing it, but the final decision is still based on my intuition, and the research agency is not necessarily right. Much of the research is theoretical. In fact, your own actual research is more accurate. You have accumulated a lot of experience in the market and you can see what is going on at a glance. The current market situation, I can see what the problem is when I look at the report. 31. We do not do consulting outside, when formulating strategies, we mainly consult the opinions of employees, we first summarize the reports and all aspects of intelligence, and then set goals. Then take out this goal for everyone to discuss and solicit opinions. This is important because employees can't come up with a comprehensive plan, and the company has to come up with a plan and then discuss it. 32. We are running in small steps, and we can't do things that we can't do without ability, so we are relatively stable and developing. For example, some companies are over-expanding and participating in many industries, so in the end, the capital chain is broken and affected. For example, we now have no bank loans and no debts, and there are often tens of billions of deposits in our bank accounts, and they are paid dividends every year, so they are relatively stable. It's a better mentality, some money is not earned by you, and you can't earn it if you want to, but it will drag down the development of your main business. 33. I think that to engage in diversification, the first thing is to see whether your enterprise needs it, and what diversification do you need to do? The second is whether you have the ability to engage in this industry. Third, you have to see if there is a chance, if this industry is monopolized by others, you can't get in at all, and you will definitely fail. If you meet these three conditions, you can do it, and if you can't meet these three conditions, you will definitely fail. 34. **In terms of management, it is "monopoly of power and decentralization of small power". Wahaha is also a highly centralized management model, Wahaha has more than 80 independent accounting production bases, but the entire sales, chain, and finance are centralized, and the subsidiaries manage production and pay attention to product quality. This centralization has two advantages: first, your strategy can be implemented efficiently; Second, unity of thought. But leaders still need to be open-minded and let everyone speak out about innovative ideas. The Chinese say that thirty is standing, but Wahaha is now a big business with a more serious disease. We are also carrying out process transformation, the implementation of the post responsibility system, hierarchical authorization, these years Wahaha has also been cultivating the middle level of management, in the past I was too detailed, resulting in the dependence of employees on me, now I am gradually changing their management methods. 35. I often say that "half of the brand is quality, half is integrity", and quality and integrity are the foundation of the brand. If you want to make the brand bigger and stronger, the most important thing is to adhere to quality first and integrity-based. High-quality development must implement the improvement of quality and quantity into every product and every service. To be an enterprise, we must uphold the craftsman spirit of excellence, improve the quality management system, improve the quality management ability, and promote the healthy and orderly development of the market. 36. The development of enterprises cannot be smooth sailing, and even suffer some criticism, at this time, as an entrepreneur, you must have the spirit of perseverance, face difficulties, and face bravely. 37. I think that to engage in business is to be a century-old store, not a flash in the pan. I want my employee to know what he should do and to what extent. If I'm not there, they can go about their business. Because there will always be a day when people will leave. 38. In the process of investing and setting up factories in various places, there are also places that say that they can give us more land to engage in real estate development, and the real estate market is indeed rising at that time, but I did not do it. I think that some money is suitable for you to earn, and some is not, we still have to insist on developing our main business. If we were engaged in real estate in that era, we might have been able to do a lot, because we had relatively strong funds at that time and had a better relationship with **. But I don't regret it, we are steadfast to make our main business bigger and no worse than real estate. Nowadays, many small companies that do real estate are in prison, and they may be profiteering at the beginning, but it is becoming more and more difficult later. 39. Many of the old entrepreneurs of our generation are self-made, very diligent, and they are desperate for their own survival at the beginning, and they have to assume social responsibility when they accumulate more assets. If we can help the people get rich and truly achieve common prosperity, there will be no contradiction between the rich and the poor, social harmony, and the wealth of entrepreneurs will be respected. I myself came from the lowest level of society, living a poor life, understanding the lives of the poor, and I am still in contact with the lowest level of society. Nowadays, many people, especially those who stay in the city to work, are under great social pressure, they can't afford to buy a house, or even rent it, and the cost of education and medical care is also very high, and they must also work hard to solve these problems and increase their income. In general, as long as the common people live well, everything will be fine. 40. Q: What conditions do you think qualified ** people should have? First of all, we must keep the business sustainable. In terms of ability, he must have the spirit of cooperation, and the employees must really trust him. The so-called prestige can not only be prestige, but also the trust of employees. Prestige cannot be established by authority, and leaders need to manage all aspects of the relationship to make employees feel safe. Wahaha's workforce is very stable and not intrigued. The more complex the enterprise, the more troublesome it is to develop. 41. Doing a good job seriously is the easiest and the most difficult. Since Wahaha was founded today, our belief has never wavered, we have turned a blind eye to the virtual economy that has rapidly accumulated wealth, but has devoted ourselves to making products and engaging in industry, and wholeheartedly providing the most affordable necessities for the Chinese people, which is our constant pursuit. 42. Wahaha is my whole life, all my dreams, all the meanings, values, labels and symbols. It is a testament to my existence in this world. I hope it will become a century-old enterprise and a symbol of immortality. It will take the futureist to breathe new life into it. What I can give to Wahaha is like what Li Yunlong gave for the independent group, the kind of thing called "soul" or "spirit". 
1. The world changes every day, but what remains unchanged is the eternal norms and laws in our hearts. I once became the richest man in China does not mean anything, but Wahaha standing there means that my life is not wasted, and the evidence of my life in this world stands there. The so-called richest man is just a false name, he can't bring anything, he can't take anything away, in fact, some people are afraid of being rated as the richest man, and they will be targeted when they are evaluated, and then they may go to prison. 2. The reason why we choose to become entrepreneurs is not from our instinct, nor is it due to our real character. We are just trying to find a way out for ourselves in an era where we can't find a way out. When I got older, I looked back and saw that I had actually walked out of a road - a waterway, a road of "three thousand weak water, I only take one scoop to drink". 3. A person's greatest achievement should be what he has created for society. In the process of value accumulation, outstanding entrepreneurs gather sand into a tower, and will eventually complete a destiny, that is, to achieve the realm of "no self and no matter", to provide advice for the progress and construction of the world itself, to provide constructive thinking mode and constructive life plan, which is the greatest move that entrepreneurs bring to the world, and at the same time the value of a person's survival. For example, to help the disadvantaged world in the parallel world, to make up for the defects of this world, and to promote the progress of society. 4. We are all working hard and coming all the way. We don't have the kind of luxury that the outside world exaggerates. Those of us don't have time to enjoy it, for fear that once we enjoy it, we will covet comfort, and the enterprise will collapse. Seize any opportunity and treat every opportunity as a lifesaver and firmly grasp it in your hands. If there is a Zong Qinghou here, everyone will feel that there is still hope and a future for doing business and doing business in China in a down-to-earth manner, accumulating little by little. 5. In fact, Chinese are smarter than Westerners. Westerners are more rigid in thinking, Chinese are more flexible, and when they encounter the same problem, Chinese people go around when they can't get over, and according to Western thinking, they retreat. 6. In fact, the so-called top 500 are not actually ranked in the top 500 according to operating income, at most the top 500 are big but not strong, and some of the top 500 are in debt, or even at a loss. The real top 500 should be strong and have a strong ability to create profits. 7. I'm not against the Internet, I'm just against the Internet's thinking of using traffic, selling the results of the real economy cheaply with very low **, and disrupting the market laws of the real economy. 8. If you don't do any work, you may age faster. You said that if you do more work often, just do it a little easier, then I will live a little longer. 9. Entrepreneurs should take money lightly and social responsibility more seriously. Human life is always limited, money is not brought in life, death is not taken away, and the wealth in the hands of the whole society is ultimately the whole society. 10. Charity is a long-term undertaking, and the spirit of charity should be passed on forever. Charity should be a conscious action of everyone, regardless of the old and the young. Nowadays, many young people in the cities have grown up under superior conditions, and they do not understand the hardships and hardships of society, so they naturally lack the idea of charity in their hearts. Therefore, we have the responsibility to guide the next generation to care more about social suffering and take more responsibility for society. 11. Charity is not only a simple cash donation, but also should be invested in some difficult places, driving employment, paying taxes, driving the growth of the local economy, and promoting the change of local people's concepts. It is not a "blood transfusion" but a "hematopoietic" poverty alleviation. 12. Fair and equitable competition is a must. Without competition, businesses will not progress. I think it's a good thing that they challenge traditional businesses, because they can stimulate us to make progress, and they can also stimulate the progress of the whole industry. Now young people like zero sugar, zero fat, we are also doing it. 13. Looking back at China's reform and opening up, what are the reasons for our success? In my opinion, the reason why the reform has been successful is that it is "giving profits, delegating powers, and opening up." Now, if we use these six words well, our economy will recover immediately. 14. I feel that we will still focus on the main business in the future. I think there is indeed a lot of potential for development in this main business. Now through the development of China in recent years, the per capita beverage consumption is more than 120 kilograms, but the developed countries are 250 kilograms, so there is still development potential. I think there are actually 1 billion people who have not achieved high consumption, and if these 1 billion people do high consumption, it will be even more unacceptable. So I think that as long as you do well, you can still develop, and you can develop on a larger scale. 15. The beverage industry will always be a sunrise industry, as long as we unite and continue to innovate to meet the needs of consumers who are increasingly yearning for a better life, it will surely prosper. 16. We must see deep enough, look far enough, and get rid of all the fetters of material things, so as to achieve success on a greater level. 17. In fact, everyone's happiness is different, some people think that they are happier when they enjoy it, and some people think that they feel happy when they succeed in their careers. Now, even if I wear torn clothes, people won't look at me as a poor person. In fact, it's all tens of dollars of clothes, ** is fine. 18. I had a lot of ideals when I was a child, but they were slowly revised by social reality. Seize any opportunity, just like Xu Sanduo in "Soldier Assault", treat every opportunity as a lifesaver and firmly grasp it in your hands. It is not possible to have no ideals and goals. When I was young on the farm, I had the idea that I wanted to grow tea better than others. Almost all young people want to be the best. You can do whatever you want. There are many people who are outstanding, but not everyone can be outstanding, and most people become class instead of outstanding. In the process of struggle, there are ideals, there is a background of the times, and there are some accidents and luck, and only then can today's "essence" be formed. 19. If a person wants to have a career, he must first have ideals. Now I don't need to continue to make money, I can't use it up in my next few lifetimes. But I'm still working hard and I just want to contribute to society and the country. 20. I am an ordinary person, a mortal who rises from the bottom. Luckily, I was born in a big time; Fortunately, I got an opportunity to create a company, and for a time I became the richest man in China, and I was recognized for my value. My only thought is that when I really get old, I can say to everyone: My life is not extraordinary, but I have done a career, changed the fate of some people, and provided some positive energy for this era, this society and this country. Many people have been inspired by me to be a force for a new world. I wish they had answered me: Don't worry, we don't have a far cry. Compilation |Han Zhe.
Produced by |Guest Business Studies