I'm from Wenzhou, too ... People around me are very enterprising in doing business and have made a lot of money. ...
Of course, doing business is also very hard, so Wenzhou people are also very hardworking. Wenzhou people are natural businessmen.
In the eyes of Wenzhou people, there is no distinction between high and low occupations, and whether you can make money is the most important thing. Because of this, Wenzhou talents wander around, occupy areas that foreigners despise, and get rich quietly. Wenzhou people pursue autonomy and self-reliance. Everyone wants to be a boss and dares to take the risk of being a boss. No matter what they do, life is always full of fun. They dare to live, be good at life, be free and easy, persevere and never be disappointed.
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After the reform and opening up, groups of Wenzhou people who have traveled all over the world, worked tirelessly and worked hard are active in every corner of China. At first, they were very humble, and people only knew them from shoe repair, small hair salons and vendors. Wenzhou people are as thin and smart as Jiangnan people, that is, they work silently and do business silently. They are no different from migrant workers and small traders in other places. But slowly, there are more and more Wenzhou hair salons, Wenzhou clothing stores, Wenzhou Electronic City and Wenzhou products, and there are more and more packaging, signs, certificates and badges of various Wenzhou products. For a time, Wenzhou goods flooded the country. Gradually, people turned to Wenzhou people from indifference and disdain, to full interest, to surprise and admiration, and then to explore in detail: What happened to Wenzhou people? So much, so you will make money.
Wenzhou people pay attention to starting from an early age when doing business. Wenzhou people are pragmatic and hardworking. As long as they earn a penny, Wenzhou people will spare no effort to do it, never aiming too high and never aiming too high. Wenzhou people make money from scratch, step by step, down-to-earth, meticulous, unlike people in some places, who can't make big money and don't want to make small money, so they have to complain that heaven doesn't help me.
Buttons, labels, signs, trademarks, trinkets and toys are all "gadgets" that outsiders look down upon and are too lazy to make. Wenzhou people are not afraid of making less money, but they are afraid of not making it. Small commodities in Wenzhou are all over the country. Wenzhou people take the road of small commodity market. Unlike Beijingers and Cantonese, they don't pursue big styles and big products. They also started from a small scale to fill the gap in the domestic small commodity market. Here, especially the hardware and electrical appliances in Liushi, Yueqing County, the buttons in Qiaotou Town, Yongjia County, and the small commodities in Jinxiang, Cangnan County are the most famous and typical.
However, Wenzhou people have a vision. When they have capital, they will make products from small to large, and finally set foot in real estate and finance from buttons to clothes and shoes, from electronic components to complete sets of electronic equipment, from daily necessities to high-tech industries. So Wenzhou people are getting bigger and bigger, and more and more cattle.
Starting a business from a small place is the specialty of Wenzhou businessmen and the secret of their success.
Be good at selling
Wenzhou people are the best sellers.
Wenzhou people are "thick-skinned" and they are not afraid of hitting a wall, nor are they afraid that others will not give me a good look. They only have one idea: no matter what you do to me, I just want to make your money! With smiling faces, worn-out mouths and worn-out heels, they sent their products to all parts of the country and attracted people from all over the country to Wenzhou.
Once upon a time, there were more than 6.5438+0.4 million farmers in Wenzhou, flying all over the sky like locusts, saying that 100 thousand troops marched north and south.
There are more than 4,000 buyers and sellers in the professional market of hardware and low-voltage electrical appliances in Liushi. Qiaoxing Button Market, known as the largest button market in the east, has nearly 10,000 farmers' buyers and sellers strung together the national sales network, and there are more than 7,000 people selling products outside the market of badges, signboards and plastic films in the town. In the regenerated acrylic fiber market in Yishan District, more than 5,000 people waded through mountains and rivers, carrying their bags and walking around the village ... Wenzhou farmers' trading teams were transformed from laborers of various occupations. In the past, it may be farmers who cultivate land, employees of township enterprises, village cadres, demobilized soldiers, private teachers, etc. And a considerable proportion is transformed from cotton, handicrafts, small enterprises and other industries. These people have traveled all over the north and south of the great river, inside and outside the Great Wall, urban arteries and hinterland, and outlined the image of Wenzhou people in front of the whole country. They have experienced wind and rain, seen the world and been trained; At the same time, the long-term practice of going out has cultivated their communication skills, accumulated business experience, familiarized themselves with local customs, living habits and market demand, and established many channels for stable relations, laying the foundation for the success of purchase and sale activities. This is a hardworking, capable and flexible special force, which has made great contributions to the development of rural commodity economy in Wenzhou. In Wenzhou, people who can run supply and marketing are called "heavenly soldiers and heavenly generals".
Wenzhou people no matter what they do. As long as you make money, whether you are familiar with it or not, you will do it. They sell whatever they like, and they are proficient in all kinds of "eighteen martial arts" such as eating, inviting, sending, cheating, white and mafia.
Because what works for Wenzhou people will be used in any way, most of the products promoted by Wenzhou people sell well all over the country.
Business acumen is particularly clever.
Wenzhou people have a particularly clever business mind. In the eyes of Wenzhou people, money is everywhere, and the key lies in how you find it and how you make money.
Wenzhou people are very good at digging out opportunities to make money from other people's casual things.
The earliest buyers and sellers of buttons were Ye Yaolin and Ye Yaoqing. At first, they bought a batch of buttons from Luqiao Button Factory in Huangyan County and tried to sell them in Qiaotou Town. In less than a day, 400 yuan's buttons were sold out. As soon as the news came out, everyone started the button business. As a result, the proportion of buttons in the bridgehead commodity market is getting higher and higher. By the second half of the year, 198 1, there were more than 100 button booths, becoming the protagonist of the bridgehead market. 1February, 983, the button market officially opened, and developed rapidly at a miraculous speed, becoming a well-known button trading center in China, and was praised by Hong Weipo as "the first button market in the East".
Go out on business
Wenzhou is located on the coast of the East China Sea, surrounded by mountains on three sides and the sea in the east. Since ancient times, Wenzhou people have been proud of going out to do business, and they have never felt like wandering outside. They left their homes and traveled all over the country, not because they were forced to make a living or get married and have children to earn money, but because they started a business. On the contrary, if a young man stays with his family for many years, he will be considered a coward and worthless. This is very similar to Ningbo people.
In the era of reform and opening-up, Wenzhou businessmen spread all over China and even the world, and more and more changed from selling to sitting in business, from guerrilla mode to making money by sitting in a town, forming a "where there is a market, there are Wenzhou people, where there are Wenzhou people, and where they can open up the market."
Beijing is the base camp of Wenzhou businessmen in the north. There are famous "Wenzhou villages" in Beijing, scattered in Dazhong Temple, Wudaokou, Shawo and Dajiao Pavilion, which surround the whole city in a star shape. There are many Wen Shang celebrities in Beijing today, such as Zhao Zhangguang, the billionaire inventor of "10 1", the female boss of "China A Xin", the button boss group from Qiaotou Button Market in Yongjia, the electrical and electronic king from Liushi, Yueqing, and the trademark king from Jinxiang, Cangnan, China.
Greater Shanghai is also a place where Wenzhou people can show their talents. Nanjing Road is the proudest commodity world for Shanghainese, but the real owners of hundreds of shops and counters are Wenzhou businessmen.
To go to Beijing, you can go to Shanghai, and Wenzhou people in Tibet, the "roof of the world", dare to break in. According to statistics, nearly half of the merchants entering Tibet are from Wenzhou. There is also a "Wenzhou Street" in Lhasa, which is dominated by tailor shops.
As long as there are people, there will be Wenzhou people.
Wenzhou people also boldly killed overseas. There are Wenzhou businessmen in the United States, Brazil, Japan, France, Italy, Spain, the Netherlands and other countries. In Paris, there is "Wenzhou Street"! In the 13 and 14 districts of Paris, all people live in Wenzhou, and they all listen to Wenzhou dialect. Even the police have to speak Wenzhou dialect, and there are as many as 80 thousand people in Wenzhou.
Wenzhou people are "Jews in China". There are 7 million people in Wenzhou, and more than 2 million people flow to the whole country, exceeding? 0? 4% of Wenzhou people do business in China or overseas.
Wenzhou people's way of "attacking everywhere and ambushing on all sides" and the spirit of "Eight Immortals crossing the sea and showing their magical powers" not only enlivened the local market, but also brought great conceptual impact to the development of market economy.
"Wenzhou Model" is, in the final analysis, a model for developing market economy. Around the fierce debate about which is right and wrong between "Wenzhou model" and "Sunan model", a key issue is to develop market economy or adhere to planned economy. At the beginning of the Wenzhou model, people who advocated "market economy" or "prohibition" were in the mainstream position. The concept was that planned economy must be adhered to, planned economy must be "dominant" and market (not to mention "market economy") could only be "supplemented". The "Wenzhou Model" was finally recognized because of constant practice and repeated thinking. People see from the practice of "Wenzhou Model" that, contrary to the rigid planned economy, the market economy is full of vitality and high efficiency. The market economy is rooted in Wenzhou, where the economic development is accelerated, the employment channels are broadened, the market supply is abundant, the people get rich quickly, and the government's financial life is better.
Second, the "Wenzhou model" is, in the final analysis, a model of liberalizing the development of the private economy. Another key issue is how to treat the development of private economy around the fierce debate about which is right and wrong between "Wenzhou model" and "Southern Jiangsu model". At that time, the mainstream thought was that even if non-agricultural industries were developed in rural areas, the collective economy should be the mainstay, and the private economy could only play a "supplementary role", because only in this way could we adhere to the socialist road. After constant practice and repeated thinking, including the practice of "Wenzhou model", people finally realize that to develop market economy, we must develop private economy. Without private economy, there is no market economy, and private economy or non-public economy is an important part of socialist market economy. Private economy has a strong interest incentive and restraint mechanism. Wenzhou's free development of private economy conforms to people's desire to get rich and pursue a better life. The practice of "Wenzhou model" proves that the result of letting go of developing private economy, under the encouragement of interests, can glow the great enthusiasm and creativity of the masses and turn it into a powerful driving force for economic development. Without the arrangement and encouragement of the government and dependence on the government, people will try their best to find a way to get rich and develop, allocate resources according to the changes of the market, improve efficiency under the pressure of the market, and take risks on their own.
Thirdly, in the debate about "Wenzhou model" and "Sunan model", one of the most criticized problems of "Wenzhou model" is the disorder of the market. Indeed, there have been a large number of violations of market rules in Wenzhou, and Wenzhou's goods have once become synonymous with counterfeit and shoddy goods. The fake and shoddy low-voltage electrical appliances produced in Liushi caused great losses to users' production and life, and were notified by the relevant central departments and inspected by the the State Council Joint Inspection Unit. This market disorder should be condemned and punished. However, it should also be pointed out that while the planned economic order is still dominant and the market economic order has not yet been established, it is inevitable that Wenzhou will take the lead in breaking through the "order" of the planned economy to develop the market economy. It is also correct for people to severely condemn some enterprises in Wenzhou for violating various disorderly phenomena of market rules. At the same time, we should also see that many people view Wenzhou with the concept of living in a planned economic order for a long time. They regard the normal market economic order (such as competition, speculation and long-distance trafficking) as disorder and deny it. With the development of market economy, Wenzhou people themselves have gradually realized the importance of observing market rules and maintaining market order, gradually corrected their behavior and turned to pay attention to product quality and market reputation. At the same time, people have gradually become accustomed to the normal order of the market economy, thus changing their views on the "Wenzhou model" and agreeing with it. Since then, the "Wenzhou model" has been transplanted and promoted in various places, and the private economy in various places has developed rapidly. Even the "southern Jiangsu model" areas (mainly southern Jiangsu and northern Zhejiang) that have long insisted on developing the collective economy have gradually abandoned the original model and changed to "Wenzhou model". Of course, the development of private economy in different places is first and then, fast and slow, with great differences. In some places, the private economy has developed very well, while in others, it has not yet developed. In fact, it is not easy to learn and transplant the "Wenzhou model", and the conditions vary greatly from place to place. I think there are several points that need to be pointed out from the situation of learning and transplanting the "Wenzhou model" in various places.
First, the most valuable thing about the "Wenzhou model" is that Wenzhou people have a strong desire to get rich and entrepreneurial spirit. This has a lot to do with the geographical environment, history and tradition of Wenzhou. Wenzhou is located in the coastal area. As early as 1876, it was opened as a foreign trade port according to the supplementary agreement of the Sino-British Yantai Treaty. This makes Wenzhou have a long business tradition, open tradition and handicraft manufacturing skills, and extensive overseas relations, so the business culture or market economy culture is more developed. Wenzhou people are not satisfied with the status quo, do not stick to the rules and are unwilling to be poor. In pursuit of wealth and a richer life, they are hardworking, good at learning, adventurous and enterprising, and can take root, survive and develop wherever they go. But many places, especially some places in the mainland, have never experienced the baptism of market economy in history, or have little contact with the market. Agricultural culture is deeply rooted, and the order of planned economy has become an insurmountable rule, so that people are quite different from Wenzhou people in terms of concepts, behaviors and attitudes towards life, or even completely opposite. As long as we visit some areas, especially remote mountainous areas, we can deeply feel how big the gap is. In these places, it is not easy to transplant "Wenzhou model" and develop private economy. Wenzhou people can go all the way to other places to develop galleries, run clothing stores and even set up stalls to repair shoes, trying to find opportunities to make money. However, the local people turn a blind eye to the opportunities before them, or even though they see them, they are dismissive, unwilling to do them, or don't do them without learning. Of course, with the experience of Wenzhou and the rapid development of the national market economy, all this is changing, but it will take a long time. Therefore, in the process of learning Wenzhou experience and developing private economy, all localities should first learn and cultivate market economy culture and learn Wenzhou people's entrepreneurial spirit.
Second, when transplanting the "Wenzhou model" to develop the private economy, some places often pay attention to giving various preferential treatments to the private economy, which may be necessary when the private economy is just starting. However, from the experience of Wenzhou, the most important thing in developing the private economy is to create a suitable relaxed environment for the development of the private economy, so that people can start their own businesses and take risks. We should know that at the beginning of the "Wenzhou model", Wenzhou cadres were under great pressure from all sides and did something that was not conducive to the development of the private economy. For example, they once put their own "Eight Kings" in prison. But soon, under the influence of the specific environment of Wenzhou market economy, the cadres sent to Wenzhou to "put out the fire" actually helped the private economy after on-the-spot investigation. At that time, under extremely difficult conditions, Wenzhou municipal government could not give preferential treatment to the private economy, but the government's support and protection created the necessary environment for the development of the private economy, and the fire of the private economy only grew stronger. In some places, the private economy also ignited a single spark, but it failed to burn. Now all localities are advocating the development of private economy, but the environment for the development of private economy in many places is not good, and local governments don't know what to do and how to do it under the market economy. Or the government manages too much and does not let go; Or set up cards step by step and intervene everywhere; Or treat the private economy as "Tang monk meat" and all departments should "eat".
Third, in Wenzhou, there are many problems in the development of private economy, some of which are even serious. The reasons are not only the nonstandard behavior of private economy, but also the nonstandard external environment. This should be viewed from a historical perspective and a developmental perspective, and it should be solved in a correct way. Imagine that if Liushi was killed by a stick when dealing with the problem of manufacturing and selling fake and shoddy low-voltage electrical appliances, there would be no Liushi, the electrical capital of China today; Similarly, if there was no strict rectification at that time, and the policy of "establishing the city by quality and prospering the city by famous brands" was not implemented, there would be no Liushi, the capital of China electrical appliances today. It can be seen that how to deal with the problems in the development of private economy in the process of learning "Wenzhou model" and developing private economy is worthy of attention. As soon as some places see such problems, they regard the private economy as a black and evil force and ban it in the name of rectification. More places start from local narrow interests and short-term interests, and wantonly shield or even condone private enterprises that seriously undermine market rules (such as enterprises that manufacture fake and shoddy goods). In this way, the private economy will also go to a dead end, because it is impossible to create excellent private enterprises in a chaotic market environment. But unfortunately, many local governments have not realized this truth, and should learn from the experience and lessons of "Wenzhou Model". What needs to be pointed out here is that although the "Wenzhou model" has been generally recognized, it still has some shortcomings in the past. Therefore, the "Wenzhou model" also needs further development, and more attention should be paid when learning and transplanting the "Wenzhou model".
First, the "Wenzhou Model" is a model for developing a market economy, and the development of Wenzhou's economy is also inseparable from a perfect market environment. In the development of Wenzhou's economy, we can see that although the development of Wenzhou's economy has promoted the formation and development of market economy, the development of Wenzhou's economy is also restricted by the lack and imperfection of market development. As far as finance is concerned, in a market economy, it is difficult for enterprises to develop without good financial services. Due to the long-term lack of formal financial support, Wenzhou economy has to rely on various informal financing channels to meet the financing needs of private enterprises, which is costly and risky, and some serious problems have indeed appeared. However, when the national banks can't meet the needs of the development of the private economy, simply banning these informal financial organizations and activities can't solve the problem. It is urgent to develop formal private financial institutions (such as private banks) to replace them, otherwise informal finance will be banned for a period of time, but it will still appear. The market development is inadequate and imperfect, which cannot be solved by Wenzhou and needs to be solved by relevant departments. However, Wenzhou has also made some useful attempts, such as the establishment and development of urban credit cooperatives with private investment, but unfortunately it has not received the support it deserves.
Second, the "Wenzhou Model" involved tens of millions of farmers in Qian Qian in the torrent of entrepreneurship, which made many early entrepreneurs in Wenzhou have low quality and education. At the beginning of the "Wenzhou model", they were able to control enterprises and adapt to market changes. However, after the development of the national market economy and the increasing degree of opening to the outside world, they can only adapt to this situation by constantly improving their knowledge level and management ability, otherwise they will be excluded by the market. Although Wenzhou has produced a number of successful entrepreneurs through market tempering and its own hard study, there are few first-class entrepreneurs with national influence. This issue may be a key issue related to whether Wenzhou's economy can continue to be at the forefront in the future. Some entrepreneurs in Wenzhou enterprises have realized their inherent shortcomings, so they spend a lot of money to train their children and even hire high-quality talents. That's good.
Third, the enterprises under the "Wenzhou model" are mostly family businesses, which cannot be completely denied. Family business has its advantages, such as easy communication, quick decision-making, low management cost and easy to keep business secrets. Family business also has its limitations, for example, if the quality and ability of the main members of the family can not be improved with the development of the enterprise, it will become an obstacle to the development of the enterprise; If paternalistic leadership is formed, it is easy to make mistakes in decision-making; Family business is a "human harmony" enterprise maintained by blood relationship. Once the conflict of interest between family members exceeds the maintenance of blood relationship, the enterprise will split or even close down. Influenced by cultural literacy, most bosses in Wenzhou "would rather be the head of a chicken than the queen of a cow". They close their own enterprises, do not want outsiders to enter, do not want to merge with other enterprises, and do not want to be acquired and merged by other enterprises. Generally, they are unwilling to accept the enterprise form of joint-stock companies. This is one of the reasons why Wenzhou enterprises are difficult to grow, and there is only one listed company in Wenzhou so far, and this listed company is also one of the reasons why state-owned enterprises have been restructured. Of course, in Wenzhou, the number of enterprises implementing the corporate system has increased. In short, we should look at the family business comprehensively. Wenzhou's enterprise system still needs to innovate and learn from modern enterprise system. Even if the family business is retained, it can be considered to retain family holding at the top of some enterprises and transform their subordinate enterprises into corporate enterprises. This can not only keep the family business, but also break through the shackles of the family business.
Fourth, generally speaking, Wenzhou's enterprises are small in scale, with low technical level and weak development ability. This also has its historical reasons. However, Wenzhou people's imitation ability is extremely strong, and they can copy the products of other enterprises just like the real ones. At the beginning of the "Wenzhou model", it is difficult to completely avoid it. In the case of commodity shortage, Wenzhou's commodities are still "rampant" in the market despite their low quality. At present, the market situation has changed, and the supply of many commodities exceeds demand. Especially after China's entry into WTO, the competition is more intense, and infringement of other people's intellectual property rights is not allowed. Imitation will not only make people unbearable, but also hinder technological innovation. In this regard, some enterprises in Wenzhou have noticed that they are improving and their brand awareness is also improving. However, due to the small scale of enterprises, narrow financing channels and weak technical force, it is still an urgent problem for Wenzhou enterprises to improve their technical level and develop new technologies. Wenzhou is quite strong in traditional processing and manufacturing, but quite weak in high-tech industries. In order to maintain its competitive advantage in the future market, Wenzhou is faced with the task of transforming traditional processing and manufacturing industries with high technology and focusing on developing high-tech industries.
Fifth, the underdeveloped capital market is another weakness of Wenzhou's economy. Moreover, most enterprises in Wenzhou rely on the accumulation of their own profits to develop and rarely use the capital market to expand. At present, only a few enterprises are using the capital market. With the development of the situation, if this situation does not change, Wenzhou enterprises will be at a disadvantage in the competition with other enterprises.
Sixth, low-voltage electrical appliances in Liushi were inspected. After the burning of Wenzhou leather shoes, Wenzhou enterprises suffered the loss of credibility, learned a lesson and corrected their behavior, and Wenzhou goods gradually gained the trust of the market. However, some enterprises are still doing things that undermine Wenzhou's reputation, such as many fake documents from Wenzhou. Therefore, rectifying the market order is still an arduous task.
Some problems that need to be solved in the further development of "Wenzhou Model" mentioned above are also worthy of serious consideration in some places where "Wenzhou Model" is being studied and transplanted. Because, the "Wenzhou model" has a big environment (from planned economy to market economy, etc. In fact, it is the general environment for the development of private economy in other regions, although the general environment for the development of private economy in other regions is different. For example, the development of socialist market economy has been identified as the goal of reform, and the non-public economy has been identified as an important part of the socialist market economy, and the "Wenzhou model" has been widely recognized. The resistance from ideology and planned economy system in the development of private economy in these places is much smaller than that in Wenzhou, and the experience of Wenzhou can be used for reference. However, due to historical, traditional, geographical, natural and other reasons, the original weak economic foundation and the general market situation of oversupply of goods, the conditions for developing private economy in many places are not as good as those at the beginning of Wenzhou Model in some aspects. At present, the problems existing in the "Wenzhou model" exist more or less, even worse. In addition, it must be pointed out that the development of private economy in different places is very uneven, and powerful private enterprises have appeared in some places. The development of private economy has created new experiences and is worth learning and popularizing.
Developing private economy is an important task of China's national economic development. In order to make the private economy develop more healthily and rapidly, it is necessary to further study the experience of "Wenzhou Model" and the problems to be solved in the further development of "Wenzhou Model". At the same time, we should also study the problems encountered in learning and transplanting the "Wenzhou model" and the newly created experience.