創造雙贏 (二) Creating Win-win Situation (2)

By Charles Yeung 楊釗居士

Translated/Interpreted  by: Yuda Shyu, Peter Shyu & Leslie Goa

縱觀世界局勢、中國內地形勢,以及香港的環境,本集團二〇一三年的發展策略是「創造雙贏,讓對方先贏」。

As we observe the world situation, as well as the environment and circumstances in Mainland China and Hong Kong, the development strategy for our Enterprises for 2013 is “To create win-win, let others win first”.  

中國一位開國元勳在創建共和國的經歷中說:「政策與策略是黨的生命,各級領導務必充分注意,萬萬不可粗心大意」,其意思是指要成功建立一個新的共和國,務必有一批志同道合的人士,組建一個核心和骨幹團隊,為共同的事業和目標去打拼,在這個過程中,必須制定短、中、長期目標。引伸到企業層面來說,這個目標務必是市場導向,而不是計劃導向;是以顧客為中心,而不是為自我利益和意願為中心,而顧客包括消費者、員工、以及加盟商,最後才是投資者和股東。思考問題必須是綜合性的和立體性的,有人稱之為「宏觀」,而內地稱之為「科學發展觀」。尋找了能夠凝聚眾人力量的目標,也就是大眾認可的目標,務必制定相應的方法,稱之為「政策」,通過政策的傾斜去引導有關的人員向這方向走,向這方面而努力,為這方面而打拼。本年度的策略是「創造雙贏,讓對方先贏」,而落實方面,最有效的方法是給予利益和名譽,再加上培訓和磨煉,才能組成一支有競爭力的團隊。

One Chinese founding father said of his experience in creating the Republic: “Policy and tactics are vital to the Party. Every leader must pay full attention and must not be careless.” What he tried to say was that in order to establish a new Republic successfully, the core and backbone of the team must be organized by like-minded people fighting for a common career goal.  During this process, it is necessary to formulate  short, medium and long-term goals.
When extending this to the enterprise level, the goal has to be market-oriented, not plan-oriented; has to be customer-centered, not self-interest or willingness-centered. These customers include consumers, employees, as well as franchisees and lastly, investors and shareholders. The way to consider problems must be integrated and three-dimensional which can be called “Macroscopic” or known in mainland China as “Concept of Scientific Development”. After finding the goal that can agglomerate people’s effort, it becomes a goal approved by the  people. It is important to establish the corresponding methods called “Policy” and through this policy, guide relevant personnel to strive toward this direction. Therefore, this year’s policy is “To create win-win, let others win first”. For implementation, the most effective way is to give them benefit and reputation, as well as training and honing in order to create a competitive team.

對於員工來說,就是務必保證合理的薪金收入,有良好的學習機會,提供較快的升遷渠道。

In regards to employees, a reasonable salary income, good learning opportunities and providing faster channels for promotion must be guaranteed.

對於加盟商來說,必須提供有競爭力的產品,提供優惠的政策,以及培訓其經營和管理能力。

For franchisees, competitive products, preferential policies in addition to training for their operational and management capabilities must all be provided.

只要扎實地做好了員工和加盟商的工作,自然而然消費者就會得到較好的產品和服務,才有機會獲得「超值」的感覺,這樣就有可能下次再來購買我們的產品,享受我們提供的服務,逐步成為我們的「忠實顧客」。道理就是這樣,只要我們由管理層開始,到核心成員,再到骨幹團隊,逐步擴展到員工,愈來愈多人明白這種經營和處事的理念,並能逐步地落實在工作中,最後就會顯現在成績表上,也就是業績上。這就是「證」,證明的證,證明我們的所想、所說、所行是正確的,這一切都必須到實踐中去檢驗。所以說:「黑貓、白貓,抓到老鼠就是好貓」,「實踐是檢驗真理的唯一標準」。不能靠空談,不能靠做表面功夫,所以說:「空談誤國、實幹興邦」。一點也假不了,沒有真材實學,一上戰場,馬上就會敗陣。

As long as these goals are reached for the employees and franchisees solidly, consumers will then naturally get better products and services. They will, in turn, get the feeling of “value”, making it possible to come back for our products, enjoy our services, and gradually become our “Loyal Customers”! The principle is this: starting from management, to the core members, the backbone teams and then gradually extending to all employees to let more and more people understand this concept of doing business. As it is slowly implemented into the work, the results will show in the scores and achievements. This is the “Certificate” that proves that what we think, say and do are correct. All of these things needs to be tested through practices. That’s why it says “Black cat or white cat, the one that can catch mice is the good cat.”; “Practice is the sole criterion to examine the truth.” We cannot rely on empty words or superficial work because “Empty words harm the  country, real work makes the country prosperous!” This is true because without real work and solid capability, it will fail as soon as it’s on the battlefield.

在中國零售方面,特別是「真維斯國際」,務必站穩陣腳,把利潤下滑的趨勢改變,從而顯示二〇一二年是谷底,二〇一三年開始穩定。其操作方案依然是設立「紅旗制度」,把嚴重危害公司的問題插上紅旗,以便引起大家注意。然後上下一心,共同應付,以便達到專注目的,統一行動,收到較快的效果。

For retail sales in China, particularly for “Jeanwest International”, we must stand firmly to change the trend of falling profits. If 2012 is the valley, then 2013 is the starting point of stability. The way of operation is still to set up the “Red flag system”.  Plug a red flag on those problems that will harm the company seriously in order to arouse everyone’s attention. Then, unify everyone as one mind and deal with the problems together in order to focus on the target using uniform action and get results faster.

  1. 訂立保守的預算方案,令當年存貨達到正常水平,從而騰出精力和時間,處理過去一、二年遺留下來的舊存貨。

1. Establish conservative budget plan to allow this year’s inventory to reach normal levels and then free up energy and time to process old stock from past years.

二、在未來的一年中,自營店基本上不再開新店,以便集中精力關閉及處理虧損的店舖。

2. In this coming year, self-operated stores will not open any more new stores, in order to concentrate energy in closing and handling the stores in deficit.

三、加大力度搞好與加盟商的關係,制定優惠政策,甚至另加部分補貼,令加盟商盡量減少關閉店舖的數量。

3. Make greater efforts to improve the relationship with franchisees, set up preferential policies, or even adding partial subsidies to decrease the number of stores closing.

四、加大力度提高商品開發能量,務必令產品的設計和創新達到較高水平,重回「名牌大眾化」和「物超所值」的軌道,重拾消費者的信心,逐步建立顧客的忠誠度。

4. Increase efforts to improve the ability to develop products and allow product design and innovation to reach higher levels.  By returning back on track of “brand popularity” and “more worth than the price”, we can regain consumer confidence and progressively build up customer loyalty.

五、繼續控制產品的生產價格和口岸的經營費用,以便提高貨品的「價值」,提昇競爭力。

5. Continue to control the price of commodity production and operating expenses at the ports in order to enhance merchandise “value” and improve competitiveness.

金融方面:務必堅守穩健的策略,堅持「投資」作風,不搞「投機」行動,量力而為,不作過份投資,嚴格禁止參與高風險的財技炒賣,嚴格遵守「投資紀律」,設立「止虧」機制。過去的一、二年中,金融公司在股票投資、債券投資以及人民幣存款方面,已經取得較好的成績,同時建立起良好的平台,今年只需按建立起來的平台進行操作,肯定會獲得較佳的回報,至於外間的「風險」,也要提高警惕,做好預防措施。

In finance: It is vital to stick to a robust strategy, insist on the “investment” style with no speculation and, no over investment. We must also strictly prohibit involvement in high risk finance techniques, and strictly follow the “investment discipline” as well as set up a “stop loss” mechanism. In the past one or two years, the financial company has achieved better results in stock  investment, bond investment and RMB (Renminbi) deposit, along with establishing a good platform. This year, better returns definitely will be obtained as long as we can carry out the operation according to the finished platform. For the risks from outside, alerts need to be raised and precautions need to be taken.

地產方面:繼續留意市場動態,緊貼市況,優化租客組合、強化專業的物業管理,進一步鞏固和提昇現有的收租業務。同時,抓緊工廠大廈活化工作,務求在經濟復甦時為集團帶來豐厚的回報。此外,尋找投資機會,特別是研究內地的地產項目。承接去年的勢頭,集中力量發掘有利的機會,冀能進一步壯大集團的中國資產組合。

In real estate: continue to be aware of market trends, closely watch market conditions, optimize tenants’ combination, strengthen professional property management and further consolidate and enhance existing rental business. In the meantime, pay close attention to factory buildings’  revitalization in order to bring lucrative returns for the company as the economy recovers. In addition, look for investment opportunities with special attention on studying  the real estate projects in mainland China. Undertake last year’s momentum, continue to focus on finding beneficial opportunities and hope to further grow the enterprise’s asset portfolio in China.

澳洲方面,本集團在澳紐之真維斯零售業務,雖然一度受到金融海嘯的重大沖擊,但經過改善產品設計和加強與顧客溝通方面所做的努力後,去年已取得非常令人鼓舞之成效。澳洲是一個成熟的市場,服裝市場銷售增長平緩,面對本土及國際品牌的競爭挑戰,澳紐真維斯未來一年應該繼續發展及提昇零售業務,推進網店銷售,進一步鞏固過去一年的優良業績。與此同時,積極發展海外加盟業務。

In Australia: Although the company’s Jeanwest retail business in Australia and New Zealand was once significantly impacted by the financial tsunami, very encouraging results have been obtained last year after product design and communications with customers have been improved and reinforced. Australia is a mature market and the sales growth of apparel market has been gentle. Facing the challenges from local and international brands, Jeanwest’s goals for the coming year are  to continue to develop and enhance retail business as well as promote online sales in order to further consolidate last year’s excellent performance, while actively developing overseas franchise business.

洋行方面:在繼續積極配合中國真維斯和澳洲真維斯鞏固發展相關業務的基礎上,亦須額外留意市場動態,同時加強與供應商及客戶的溝通,緊貼市況,強化專業卓越的洋行服務,並進一步提昇工廠免檢及物流管理。此外,去年力佳洋行成功開發內衣褲業務及美國Costco客戶,今年應繼續鞏固及推進相關業務。

For foreign business firms: Based on the continuing active cooperation with China Jeanwest  and Australia Jeanwest to consolidate and develop related business, extra attention on market ynamics is needed. At the same time, improve communication with suppliers and customers, pay close attention on market situations, strengthen the professional and superior services for foreign business firms and further enhance the management for factory exemption and logistics. Additionally, after Pacific Potential Trading Company Limited successfully developed underwear business and American client Costco last year, consolidating and promoting its related business should be continued this year.

慈善公益事業:繼續大力資助並參與內地及香港的重點寺廟建設,重修佛教的祖庭,興建教學基地,為社會的道德工程建立硬件和軟件基地。在助人與助己的實踐中,積累「精神財富」,以便增長我們生命的知識和學問,從而獲得事業與人生的智慧。

For charity: Continue to vigorously subsidize and participate in the construction of major monasteries in China and Hong Kong, rebuild Buddhism forefathers and construct a base for teaching in order to build the hardware and software foundations for moral projects in society. In the practice of helping others and ourselves, we can accumulate “spirit wealth” to increase knowledge and knowhow in our life and then obtain the wisdom for our career and living.

其他方面,各公司、各部門可以按照不同的環境,根據本身的情形而採取不同的策略,管理學稱之為「對症下藥」。到目前為止,依然是最實用的一種管理方法。

In other aspects, each company and department can adopt different strategies according to varying situations and circumstances. This is called “Prescribe the right medicine” in management science. So far, this is still the most effective way of managing.

我們堅信,只要我們能繼續團結一致,群策群力,一切從實際出發,「謙虛、謹慎、戒驕、戒躁」,堅持「量力而為、平衡發展」的策略,培養忠於團體、努力向上的精神,實施「計劃、落實、檢討」的管理方法,事實證明,我們的事業是會不斷發展的,我們的生活是會不斷改善的。在工作中學會工作,在生活中學會生活,理論聯繫實踐,活在當下,這仍然是我們要堅持的大方向。

We strongly believe and it has proved that our career will be developing continuously and our life will be improving continuously if we could only continuously unite together, work together, start everything from the reality, “remain humble, use caution, avoid arrogance, prevent impatient”, insist on the strategy of “within the means and balanced development”, cultivate the spirits of loyalty to the group and striving upward, and carry out the management approaches of “planning, implementation and review”. Learning how to work through work, learning how to live through life, linking theory and practice and maintaining every moment mindfully are still the important principles we follow to maintain direction.

保持優點,改正缺點,改善由自己做起,改善由現在做起,這樣,自己就會不斷進步、企業就會不斷進步、社會就會不斷進步,人生的價值就在其中。

To maintain advantages and correct shortcomings, improvements starts with us at this very  moment. This will allow progression in ourselves, our enterprises, as well as our society. This is where the value of life lies.

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