Shanxi Business Enterprise Theory: People on the

Zhangxiao/Wen Yan in the film "Silver Empire", which was taken in Shanxi too Guca, there is a very interesting plot, Zhang Tielin played by Master Kang to teach his son how to manage "people" when said: "The way to control people is nothing but ' name ', ' Lee ', ' Wei ', to the name respected, to benefit the reward, to Granville system. Although Kang Master's "Control of Human Art" belongs to the artistic creation, but, in Jin Shang hundreds of years of accumulation of experience, "name, Lee, Granville" can really find the corresponding molding measures-decentralization, body stock and strict code system.　　In fact, many people feel Jin Shang generate income, conservative good, but do not understand, Jin Shang first tube "people" and then tube "wealth" to "people" born "wealth" of the unique business philosophy. From the original for the official home to sell food, sell salt started, as the family business more and more and business experience accumulated, Shanxi Business management mode also occurred at the same time, from the beginning of the wholly-owned, their own money to sell themselves. To the end of their own capital, there appeared to borrow money to deal with the loan system, and then the partners jointly financed the sale of the peer system.　　Since then, only to develop the last in Shanxi merchants were widely used in the gang system. Dude, the system is the Jin business version of the stock system, as the Ming Dynasty Shen Sixiao in the "Jin Record" said: "Its partnership and business name Yue Man, a person out of this, all the gang and business." "But the special thing is, the Shanxi Merchant's man system separates the ownership and the management, the club only pays, specially hires the partner to carry on the operation." Under this system, the ownership and the right to operate completely separate, the big club oneself do not sell directly, but hire a big shopkeeper, the business entrusted to the big shopkeeper completely independent operation.　　"Chongdong no matter", became a Shanxi merchants to help a unique rule. It is the team of professional managers that prop up the business of Shanxi merchants. "said Jiansheng, director of Shanxi University's Jin Shang Institute.　　In these fighting in front of the professional managers behind, it is the Shanxi merchants Chongdong full decentralization of the employment mechanism and Shanxi merchants after a century precipitation of the way of the people. Chongdong Division of Power, the treasurer of the right to the general adoption of the two-right separation of the governance structure: that is, "Chongdong" and "dispensers" separation.　　Chongdong is the owner, the shopkeeper is the operator.　　When Chongdong (investors) decide to invest in a business, first look for an experienced, trustworthy person to do the shopkeeper, and in the presence of witnesses to participate in the banquet, grant full powers, including the right to use funds, staff transfer rights, business management rights, and signed a contract, a number of capital, by the shopkeeper self-employed, Chongdong without intervention.　　For the Chongdong, who dares to "boldly decentralize", the first priority is to "elect the person". Bold decentralization needs to risk loss of light, this requires Chongdong in the choice of dispensers, managers, must be examined and cautious. or by the introduction of the referral, or by their own attention to the visit. In the formal employment of large dispensers before, to be selected for the ancestors of three generations, especially my experience, character, talent, communication, experience and so on a full range of visits, and some have to undergo a long-term test and trial, in order to formally employ. Many of them are from the number of apprentices in the first-level exercisePromoted. Once the candidate is identified, Chongdong will be recruited.　　Before the formal hiring, Chongdong and the hired manager will also have an interview, Chongdong as a final investigation, the hired people also take a look at Chongdong's business ideas and trust in themselves. According to the tradition of Shanxi merchants, "stage worship" is a big event. In the TV series "Jstars Courtyard", there will be Qiao Zhiyong Cheo in Baotou business entrusted to the new big dispensers, in front of the cashier, Buddy, kneeling in front of the scene. This plot is true or not for the moment, in history, Jstars for the behest dispensers do record. At the time, a Shanxi bank's semicolon dispensers Wei Vifan that their right to operate by the Chongdong intervention, so resigned, Qiao Zhiyong sent his son brought 10 people to lift the big sedan in the halfway greeted, banquet Grand hospitality, will Wei Vifan hired to their own ticket, later Wei Vifan when on the Qiao Zhiyong of the big Tak pass the big shopkeeper, he managed, Performance was significant.　　During his 26 years in office, the average annual profit per share of the ticket company amounted to 10,002 silver. Although Chongdong in the selection process from defying tricky, unambiguous, but in the big dispensers after the formal succession, will take a completely aloof attitude to their own business-capital, personnel entrusted to the big dispensers, all business activities without intervention, the daily profit and loss also do not ask, let big shopkeeper boldly let go of business, Chongdong only wait for the account period (three,　　Five years) accounts. In the firm's interior, the big dispensers also carry out a highly centralized system.　　According to historical records, although together with the two dispensers, three dispensers have the right to suggest, have the identity, seniority of the man in a small things can also be Bingyi, but the big things by the shopkeeper restorative approaches. In the personnel, the Shanxi Merchant's decentralization system also fully avoids the Chongdong to the firm business influence. For example, specify the owner of the "Three Ye" that is Uncle (brother-in-law), Guye (son-in-law), Young Master (son) not allowed to enter the firm, the ticket. In the trade number of the great Germany there is such a: "The company is not allowed to recommend the owner of the position, the true in the emotional side of the difficult to push, to alias."　　"Some firms have even agreed: the club is not normally allowed to the firm, the ticket, to see a look are not good, to show respect for the operation of the right to operate the shopkeeper." In accordance with the rules of Shanxi merchants, every end of the year, Chongdong will be with the general number of the shopkeeper together to see the "clear copy", after the owner will be funded, entertained all the dispensers. In this meal called "He Dinner" banquet, the club will be in accordance with the number of profit and loss scheduled seating, the most profitable semicolon to sit in the first table chief, in turn, the most loss of the semicolon cashier sitting in the last table. After the banquet, the owner rate big shopkeeper from the first table toast, to the loss of a semicolon when the cup away.　　Although not to criticize a half sentence, but also enough to alert poor performance of the shopkeeper. Although there is such a rule, but for the shopkeeper, Jin Shang Chongdong often not to the success or failure of a moment to judge, in fact, once selected the shopkeeper, many owners give trust often across the limit of the account period. Too Guca on the selected dispensers 3 cumulative loss of 210,002 Silver, the owner after analysis, still feel that the reason is not in the shopkeeper, the fourth time to come up with the cost of supporting its comeback, the final victory, to fill all the examples of the deficit. Jie, who served as manager at Grand Tak Heng, has written in the structure of Shanxi money-box, "Gou's inhuman power can stop and lose funds, Chongdong not only does not blame the manager dereliction of duty, and add Shangmian, immediately make up the fund, so that it rallied, cover with commercial compensation, like a military strategist victory or defeat. "Jin Shang Chongdong to give the shopkeeper trust and decentralization is very thorough, this to the shopkeeper, in fact, is a kind of intangible soft constraints, forcing him to devote himself to hard."　　Gao Chunping, deputy director of the Institute of History, Shaanxi Academy of Social Sciences. Bailiang pay less than a body in the TV series "Jstars Courtyard", later was appointed as the Cheo font size Baotou big shopkeeper Ma Yi, when Street man period, had sprouted the idea of "resignation number", Qiao Zhiyong intend to retain, Ma Yi put forward conditions: "If you can give me the top two ' body shares ', I will not go!" "Like the division of power and checks and balances, Shanxi merchants also have a fairly sound incentive mechanism." After the Chutu, the man is often able to enjoy a more generous treatment. This treatment consists of two parts. One is free supply system, all employees eat and live in the ticket, local staff holiday can go home, overseas staff, according to different distance have different holidays. During the ticket, the cost of eating, living, using and wearing, as well as the travel expenses of the overseas staff are borne by the ticket. Second, income is divided into two. The first is the annual salary (called "Cynkin") of the breadwinner, which can be enjoyed after Chutu, usually starting from 22 silver each year, up to 1002.　　The second one is that the Shanxi merchants are different from the "body stock" of other commercial gang. In accordance with the implementation of the stock system Jin merchants, the owner of the capital is called "Silver stock" or "financial stocks", a bank by the owner of the composition. Holders of silver shares as owners of the bank, they decide the appointment of large dispensers, assume the full risk of operating, and participate in dividends. What the operator owns is "body stock" or "Labor stock".　　This kind of shares does not need to pay, by the owner according to the staff seniority, the position, the contribution, the work attitude and so on comprehensive consideration gives.　　If the firm has a total profit of 1,000,002, the contract stipulates that the bank shares and shares of six or four, then, of which 600,002 is the silver shares, that is, the owner of the income, 400,002 for the body, by the employees according to the number of the top body shares to dividends. As an example, the Shanxi ticket Company has formed a hierarchical system with a clear hierarchy and complete system according to the manager's ability and operating performance. Large dispensers in general can be the top of the stock (about 10), two dispensers, three dispensers can top seven or eight, the general staff can also top one or two or three or four, and at the time of the specific performance can be increased as appropriate.　　From one to ten, there are 10 levels, from one to a half to nine and a half to nine, with a total of 19 grades. According to historical data, in each account period, each unit of the height of the body can reach 17,002 silver, the low also has 200-300 two silver, normal situation in 10,002 silver. In this way, the big shopkeeper has 10 body stock, every 4 years can be divided into 10,002 silver, local semicolon dispensers and middleThe managers are in the 5-6 and can be divided into 5000-6000 silver. "The magistrate and the cashier to compare the semicolon." At that time a seven goods, including honesty silver all the income of 10,502 silver, 4 years only 42,002, the bill of the cashier's income only dividends one more than the magistrate.　　"Gao Chunping said. In addition, the general number of the annual accounts, based on the number of pure profit to each semicolon manager a certain amount of loss compensation reserve fund, known as "bonus", this fund to exist in the number, wait until the semicolon manager number only pay, so as not only to enhance their risk awareness, and in the event of an accident,　　The semicolon manager also has a certain amount of funds available to cover loss compensation.　　At the same time, in order to prevent the general manager's short-term behavior, Shanxi is also stipulated that the general manager after retirement can still enjoy a number of years of dividends, but if the GM recommend the successor incompetent, the general manager of the share dividend should be reduced accordingly. The value of "body stock" is changing the consciousness of the firm's employees from making money for the club to making money for himself, while retaining the talent in the competition of the firm with the competition of the talent. So that in Shanxi all the businesses are popular with such a word: "Salary Bailiang is an outsider, body shares one of our own." "Set" governors "system, strict adherence to the" code "south to Fujian coast, north to Russia, Shanxi business in the heyday, has exceeded the concept of all over the country, the firm's treasurer and the man, often to thousands of miles out. and business, access to the bustling place, the past is not counted, for these have been fully authorized professional managers, relying only on a "letter" word, it is difficult to achieve a good constraint, avoid risk.　　Shrewd Shanxi merchants often Chongdong, while the other is "regulation", which is managed through strict "rules" and systems. From entering the firm apprentice to finally become the shopkeeper, Jin Shang man's business road is a way of penance. According to historical records, in Shanxi, the most famous "big Shengkui" as an example, only Shanxi Qi County, Swire and other land, 66 years old, have a certain culture, decent manners, smart and alert, and the family of generations of no stain on the boy, but also to enter the number, become an apprentice. Once selected, the apprentices are required to walk to the naturalized semicolon and transfer the camel to Hovd (located at the junction of western Mongolia and China's Xinjiang), where the number regulation and foreign language training, then assigned to the national semicolon, followed by the old staff learning business. The main is "three pots" (kettle, teapot, urine pot), sweeping, wiping table, the door and other miscellaneous live, the evening to practice writing, and so on.　　Three years after the expiration of the apprenticeship, can do some specific business, after years of practical business test, gradually promoted.　　The suffering of apprentices, only "counter" can be glimpsed, according to the firm stipulation, apprentice, three or five years no seat, open shop from 10 o'clock in the morning to 10 o'clock closed shop at night, The apprentice often to stand 55, Jin Shang Fu Heng when the firm even had "The Apprentice enters the number ten years not to set the seat" the stipulation. Even if the three-year maturity, to Chutu, man once into the number of work, we must strictly abide by the firm, the number of the bill, the system of aboutThe bundle did not relax. For example, Ether Guca. Tsao firm has strict rules, the firm's employees shall not smoke opium, cards, prostitutes.　　Treat, must be designated by the dispensers (generally two dispensers or three dispensers) is responsible for banquets in general do not talk about trading, after dinner to see goods, bargaining, trading. The shopkeeper and the man, on weekdays must wear a coat, go out or negotiate business with visitors must wear a jacket to show deference. The man sits the Ark, the station Ark two kinds. Even after the "counter" a pass of the man, see the shopkeeper must also get up.　　In Cao home, the man's clothes do not sew pockets, you can leave home before the baggage, must be packed, put on the counter, proof and no entrainment, can start. Although the status is higher than the man, but, the face of the regulation, the shopkeeper also has no privileges, the Shanxi business firm has such provisions: practitioners, regardless of the shopkeeper, man, the foreign faction are not allowed to carry his wife dependents, but not to the outside to marry the concubine. Only in accordance with the specific number of home visits, generally speaking, family visits are divided into 10 years, six years or three years, every 3-4 months. Therefore, from the age of 22 to the number, to 60-year-old retirement, only 10 times in his life to visit relatives.　　Moreover, "work" must first return to the general number, explain understand, can go home. "Governors" patrol system is also the owner for the management of various levels of foreign semicolon set up the system, in accordance with this system, from the superior firm to select a number of effective members of the subordinate semicolon as "governors", in general, "governors" generally from the superior firm two dispensers and three dispensers between the selected. When the cashier of the semicolon has corruption, fraud and other violations of the code, "governors" has the right to transfer the dispensers.　　Its duty is to supervise, do not participate in the daily operation of the semicolon.　　Whether the code or governors, Shanxi merchants of the way, the goal is to pass the system and rules to ensure that its large business organization "Put without chaos, unity and not die", in the flexibility and stability, to find a balance. (Special thanks to Professor Jiansheng, Gao Chunping researcher for the interview and to provide valuable information, the main references include Li Liu, Gao Chunping editor of the "Shanxi business Case Study", Jiansheng authored "Business and Finance: China's regional economic development in modern times")