Shang Ming - Chinese Business World Admonitions and Lessons

Author: Zhou Jianshi / Country: Mainland China
Publisher:
Publish Date: 2006-05-01
Features: The saying "，" is particularly apt in the business world. Whether a business succeeds or not hinges on your ability to seize opportunities and strike swiftly to win. The preparations we make—raising funds, renovating storefronts, hiring staff—are all for this decisive moment. If you miss the opportunity, all the preparations are wasted, let alone making a profit.
When it comes to seizing the moment, the principles may seem straightforward. Selling leather jackets in winter and silk fabrics in summer—selling what's in vogue—is something anyone with a sound mind wouldn't get wrong. But putting it into practice is far from simple. Have you seen people who defy the norm by selling sweaters in summer and short-sleeved shirts in winter, yet still make huge profits? Have you seen those who always follow the trend and end up losing big? Clearly, seizing the moment is not as easy as it sounds.
Seizing the moment is a matter of grand strategy. You must have a good understanding of the broader trends in the business world. In China, you must always strive to be first—those who follow behind find it hard to achieve greatness. Unfortunately, many Chinese entrepreneurs don't read books, newspapers, or watch news broadcasts, let alone gather valuable information through various channels. In today's information society, such people are unlikely to become great merchants.
Seizing the moment is also a matter of experience and skill. Recognizing opportunities isn't about guesswork—it must be based on the vast amount of experience accumulated in the business world. A seasoned businessman doesn't need theories or techniques to understand market trends. However, relying solely on experience can only reveal general trends. When faced with unique opportunities, acting on experience often leads to mistakes. Therefore, beyond experience, you must also possess strong insight and the ability to adapt to changing circumstances.
Astute merchants often don't bury themselves in daily tasks but maintain a vigilant awareness of their surroundings. They have foresight in spotting opportunities rather than reacting passively. For example, buying stocks at the bottom and selling at the peak is a general rule, but smart merchants act on opportunity—selling before the peak and buying before the bottom. Otherwise, when the time comes, they may find themselves unable to sell or buy. This is where skill comes in.
Large companies and big stores have deep pockets and strong capital, allowing them to weather slow seasons. In poor conditions, they can even create markets and set trends. Small businesses lack this advantage, so they must follow the trend. On the other hand, small businesses are agile—capable of quickly withdrawing funds or changing direction, making them more flexible than large companies. In capturing opportunities, they often move ahead of bigger players. This is another unique advantage of small businesses.
Therefore, adapting to changing circumstances is not only a fundamental skill for small businesses but also a sharp weapon for fighting against giants. Whether a merchant can wield this weapon effectively depends on their expertise.
P5-6