10 Pieces of Advice from Li Ka-shing for Managers

Author: Li Yu
Publisher:
Publish Date: 2006-10-01
Features: There was a European wholesaler who, after seeing the samples brought by the salesperson sent by Li Ka-shing to Europe, developed a strong interest in the plastic flowers produced by Yangtze River Factory. He immediately flew to Hong Kong and came to the Cheung Ang Company in North Point. As the wholesaler examined the samples, he praised Li Ka-shing extensively: "They are indeed better than those produced in Italy. I've visited several places in Hong Kong, and yours have the most complete range and superior quality." He then requested a tour of Yangtze River Company's factory. Upon arriving at the factory, he was amazed that such beautiful plastic flowers could be produced in such a simple facility.
The wholesaler, known for speaking his mind quickly, said, "We have long admired plastic flowers from Hong Kong. In terms of both quality and variety, they are at the world's advanced level, yet the prices are less than half of those in Europe and America. I had made up my mind to order plastic flowers from Hong Kong and hoped to do so in large quantities. I've seen them, but with your current production scale, you simply cannot meet my demand. Mr. Li, to be frank, I know you have some financial issues. However, your high-quality products have truly attracted me. So, we can start doing business, but you must find a strong company or individual to guarantee the transaction."
Li Ka-shing had learned that the wholesaler's sales network covered Western and Northern Europe, which were the main consumer markets in Europe. He knew even better that if he could form a business partnership with him, it would have a profound impact on the future development of Yangtze River Company. For Li Ka-shing, it was both an opportunity and a challenge. However, despite his efforts, he still couldn't find a suitable guarantor.
Li Ka-shing decided to take a gamble and see what happened. That morning, it was almost time for the European wholesaler to leave, and Li Ka-shing hurriedly went to the hotel where the wholesaler was staying. He then invited him to the hotel's coffee shop for morning tea. Li Ka-shing quietly took out nine samples from his bag and arranged them neatly in front of the wholesaler. The night before, he and the designers had worked tirelessly to produce these nine samples, hoping to impress the wholesaler and close the deal. If it didn't work out, he would consider them a gift for the wholesaler, hoping for future cooperation.
Li Ka-shing watched the wholesaler's reaction nervously. The wholesaler focused intently on the samples for more than ten minutes. He was extremely satisfied with them and even more impressed by the young man's work ethic and efficiency—producing nine unique and high-quality samples in less than a day. He remembered that he had only expressed interest in ordering three products, but Li Ka-shing had designed three samples for each.
The wholesaler was moved by Li Ka-shing's sincere attitude and finally lifted his head, his gaze settling on Li Ka-shing's bloodshot eyes. The wholesaler spoke: "Mr. Li, these nine samples are the best set I've ever seen. I can't find any flaws at all. Mr. Li, we can do business."
As agreed beforehand, Li Ka-shing still had no credit guarantee from any company or individual at this point. With no other choice, he told the wholesaler: "Thank you for your appreciation of our company's samples, and I and