Port communication你的利润在哪里？如何用财务思维打通企业经营一、Today I want to talk to you about the current status of business quality and profitability of Chinese enterprises.，On the topic of corporate profits。in an economic society，Enterprise is actually one of the most basic branches，As a business，The issue of making money is actually the core issue。
From the current situation of Chinese enterprises as a whole，It is true that the profit situation is not very good.，This will also affect the sustainable development of the entire enterprise.。If a company wants to make money, this is definitely a very important and hard truth，But the problem is，Many companies do rely on their ability to make money，and seize the opportunity to make money，and ways to make money，In fact, there is a major deviation。
So when everyone makes some speculative profits，Enterprises cannot guarantee long-term profits，This makes the entire enterprise lack continuity in its entire operation and management.，stability。
So the topic of profit，in the state of reality，We also find a lack of basic research，Two of the most basic principles in economics，One is the law of income，One is the law of cost，But few people connect the law of benefits and the law of costs，This is the key to profit。Therefore, my basic theoretical ideas，In fact, it is based on the balance between benefits and costs.，This is the key to corporate profitability。
I have spent nearly 20 years studying corporate profit development，Today I am going to talk to you about how profits affect the sustainable growth of a company.。Profit has now become a core issue for Chinese enterprises，The first thing we see is，Many Chinese entrepreneurs actually pay more attention to the opportunity theory，For example, starting a new industry，The gross profit margin will be very high after jumping in，And everyone also likes this initiative theory.。
The more opportunities you can seize, the more，When everyone jumps in，You won't have the upper hand，这个时候出现最大的问题是持续性的问题，So there is a chance，But can the initiative be stabilized continuously?，It becomes a profit，It's really hard to do。A very typical industry，It's the real estate industry，you may find，Today in China, as long as the companies that make money are engaged in real estate。
Real estate is actually a very typical opportunity industry，I studied the 1960s in the United States、70All real estate models in the 1990s，A century later，Basically, there are no more in the top 100.，There are only 7 names left，what does this mean?It shows that this is an opportunistic industry。But it doesn’t mean that opportunistic industries can’t do it。
We can see that there are many real estate companies in China today，Now I'm completely overwhelmed，There are nearly 70,000 real estate companies in China，Business cannot be called a business，It can only be called a project，After a period of time has passed, he，Unable to pick up the second project，The sustainable growth of this enterprise will be gone.。
So a few years ago, Vanke and I were talking about，In fact, there is no project in my eyes，What I see is one product after another，If a real estate company can connect projects into a product to operate，And if you continue to do well one by one，At this time, he formed an entrepreneurial spirit。So the key to enterprise is to be able to roll。The second very important question is about everyone’s preferences and competition for resources.，Today many industries like to grab resources，Grabbing coal mines in the past few years，Grab iron ore。
This still needs to be based on demand，Sometimes we grabbed a lot of resources，In fact, resources are relatively scarce，we can see，Today, many resource-based companies，Began to fall into pain again。We cannot simply talk about how to make resources，But how to connect and build resources with other industries，Thus it becomes an overall corporate behavior。
So many entrepreneurs today，Just an elite in one aspect，This doesn’t seem corporate enough。Likewise we are seeing today the beginning of monetary tightening in China，You can see that money is very tight，In fact, in the process of running a business, you will always encounter the problem of money shortage.。So the company’s money actually comes from three aspects:：First，from profit，This is the basic source of funds for the enterprise。
second，From the perspective of capital，In terms of capital, we can say it is listed.、Financing。third，Financing from debt，These means of financing，In fact, behind it is the ability to use money.，At this time, you will discover the reason behind the monetary tightening，In fact, the efficiency of using money is not high.。
So now banks have a high bad debt rate，In fact, it is related to the low efficiency of many enterprises.，There is actually no shortage of money in this world，What’s missing is good projects，good company，So a good company，good project，In fact, the funds are coming after you.。But the problem is that after every monetary tightening，will quickly eliminate a group of people who are eager for quick success and instant benefits.、Highly indebted companies，Some good companies were even eliminated，It's because they are not cautious enough about funds.，Poor management，Insufficient management。
Many entrepreneurs in China today started their product-based companies，Entrepreneur，Not very good at handling finance，At this time they often fall down，This is particularly prominent in areas such as Wenzhou.。The fourth aspect of cognition，I think there is a mistake，Now companies are going public one after another、IPO，IPO is a good thing，Allow enterprises to draw on the power of capital，able to promote more rapid development。But the problem is that we regard IPO as a goal。
After going public, many companies started to commit fraud.，Not even a long-term strategy，Just regard it as a kind of following behavior of going public，So after listing，You can find that the continuous quality of the company is not high。I have studied some of the companies we listed on the GEM and the SME Board.，The total amount of funds they raised two years after listing，More than 70% of them are not used，Then the problem comes，Why did you need to raise so much money in the first place??In fact, this was all deceived by the securities companies.。
This is actually also related to entrepreneurs，relatively ignorant，So IPO is treated as a follow-up，The problem is that after you go public，Whether the company's profit-making behavior can sustainably support，this is a big problem。We see that finance has an indicator，called shareholder return，Profit divided by shareholders' equity，You need to know that once it goes on the market，You expand shareholder equity，But your business must be supported by your net profit。
So at this time we saw a rapid increase in shareholders' equity.，But the growth of net profit takes time，Therefore, generally speaking, we see that many companies only need to，Shareholder returns plummet，You will find that the market value starts to fall.。I just talked about why our market value is not high after our IPO.?Many entrepreneurs do not manage the future value of their companies，The subsequent ability to generate profits is relatively low.。
Profitability is relatively low，And not good at managing shareholders’ rights and interests，Capital gains rates are too low at this time，It has an impact in the end，The company's ability to create profits is relatively poor。We found the latest financial statements of a listed company from the Internet for the previous year.，I have selected some companies to talk about，From eight typical industries，financial industry、real estate、Water and electricity、gas、transportation、logistics、mining industry、clothing manufacturing、Electrical appliance manufacturing and wholesale and retail。
You can find that the shareholder return rate is actually relatively low.。There are many star companies，For example, Bank of China，Agricultural Bank of China，If you look at the banking industry, the shareholder return rate is actually only a dozen or so.。It doesn’t look bad in terms of the overall rate of return，You can see when its net profit is as high as more than 30%，You know that the shareholder return rate is actually low.，The key is that the utilization rate of assets is too low。
So at this time we can see a very serious problem，Its management efficiency is relatively poor。we also saw，Some state-owned enterprises rely on this monopoly position，Have great capital leverage，Use your own little money to leverage a lot of assets。From one aspect，This will increase shareholder equity，But on the other hand，In fact, it also reveals that its ability to use assets is relatively low.。
That’s why I just showed you these data for an important purpose，In fact, we want to take a look at the management quality of our Chinese enterprises.。
We have also seen some companies with relatively high market competition.，Like seven wolves、Jiumu、Annunciation bird、Midea Electric Appliances、boss electrical appliances、little swan，You can see these competitive areas，Return on shareholders is also relatively low，Have to say，There is no way for shareholders to get money from earnings per share.，We have no choice but to gain profits from this exchange by speculating on stocks.，On the other hand, we can also see bubbles in the stock market，and the short-term behavior of investors，Actually there is a reason。
Financial data of listed companies we have seen，In fact, my purpose is to explain the problem simply，We look at it as a whole，In fact, Chinese listed companies，Operational quality is lower than the global average，Top 1,000 listed companies in China，The quality of operations is actually lower than the global average.。From this perspective, we can see that what many companies today need is to quickly improve their ability to create profits.。
two、Four major misunderstandings in business management about how to create profit capabilities，I think there are several issues that need to be clarified。1Assets ≠ Wealth The first thing to clarify is that Chinese entrepreneurs must understand that assets are not equal to wealth.，The thinking of agricultural society has a great influence on our entrepreneurs.，We always think we have more assets，We will create more wealth。You will find that failed companies often have a lot of useless assets。
In fact, the most valuable thing about a company is its ability to generate revenue.，Because all company assets are ultimately costs，And the cost depends on whether the customer is willing to pay.。So have strong assets，It is often a heavy burden for many companies now，So assets are not equal to wealth。I often joke，We all have peasant consciousness，When farmers have money, they own land，own a house，Treat him as a kind of wealth。
If there is such an understanding，You will find that it is more difficult to convert your assets into income.。2Listing ≠ Development The second question should be noted that listing does not equal development.，Many entrepreneurs regard going public as a dream。
一旦上市以后，The future development of the enterprise lacks a direction，Going public is a means in a company's strategic planning，Leverage the power of listing financing，Leveraging public company platforms can enhance the company’s competitiveness，Gain brand influence，Can improve the company's governance structure，Ability to attract more talents。
The problem is that I saw some listed companies，After being listed on the market, it will still be a mom-and-pop shop.，The majority shareholder still has the final say alone，Still Chairman and CEO，and financial director，In fact, one person has the final say，There are many positions on the surface，On the surface, a shareholders’ meeting was set up，Board of Directors and General Management，In fact, they are all dictatorial in management.，In this case, it will actually be difficult for this enterprise to maintain sustained and stable development.，Especially talented people are hard to stay.。
So now we see that many entrepreneurs are busy trying to get listed on the New Third Board，Note that in the end, the New OTC Market must have the profitability of the company.，I want to emphasize to everyone，Listing does not mean development，In fact, after the listing，If you are still stuck at the original management level，Your business costs will be higher。3Financing ≠ Making Money The third question: Financing is not the same as making money.。
Maybe there are many professionals in today’s class，easier to understand，But everyone knows，We see today that many companies are weak in their ability to actually realize funds.，His ability to earn cash from customers is weak，In this case, we will continue to rely on financing to generate income.，The more financing income，As a result, the company will leave its fate to its creditors，Every time money tightens，Companies with high debt levels collapsed。Therefore, excessive financing is often the faster path for a company to die.。
4Scale ≠ Capability The fourth question needs to be addressed to many entrepreneurs.，Size does not equal capability。Many companies now blindly seek scale，As you can see, under the influence of the Internet，There are more and more small and micro enterprises of all kinds。
I recently did research in Jiangsu and Zhejiang areas，I discovered a phenomenon，Many private enterprises，Especially medium-sized bosses can’t continue to work.，Probably at 1、2100 million，Or tens of millions，They can't do it now，what to do?Then I started outsourcing the company to the original employees.，These employees become one person，two people，Or bring your family and do it yourself，They will become a small and micro enterprise with millions of dollars，The boss started collecting rent。
So this is a new phenomenon，Moreover, it has become particularly easy to recruit workers in Jiangsu and Zhejiang areas recently.，So bankruptcies became a trend。There is a big problem here，The scale has actually expanded.，But if the scale cannot support it,，Scale becomes a burden。
Therefore, a large number of enterprises have appeared and are constantly being broken up into small companies for maintenance.，These bosses were wiped out，I think it's a pity，At this time, I saw a very serious phenomenon，Many companies began to expand，It becomes a path to death.。three、Use financial thinking to open up the operation and management of enterprises. I just told you about these four key adjustments.，What kind of thoughts do I want to put forward??That is，Use financial thinking to open up the business management of enterprises。
What is financial thinking??It’s about balancing benefits and costs，All business activities should follow this main axis，All management is actually about balancing these two aspects.。So business management is actually a kind of performance，But financial thinking becomes a supporting force。With such a basic idea，I think we need to clarify these five concepts，assets、sales、profit、Cash and shareholder earnings。
1Assets for us entrepreneurs，Or some of our financial staff here today said，The five concepts are relatively familiar。But how to penetrate him?，How to learn and use it flexibly，I think it's more important。One is the asset that we see，I just said it，Behind assets are costs，Therefore, there are some issues to consider when designing assets.。
assets，Whether it is fixed assets、current assets，According to my understanding，Enterprises should try to expand current assets，Because current assets are inventory and accounts receivable，It contributes more directly to the overall operating income，Reduce our fixed assets as much as possible。Fixed assets are being purchased throughout the country today，This has become a trend，But today these fixed assets have become idle assets again，Eventually it becomes a huge burden for the company。
At this time, we can find that the idle rate of fixed assets in our country is too high，However, the government and enterprises desperately began to expand fixed assets，In this case, it will eventually be transferred to the company and become a sunk cost.。2Sales Revenue The second question is sales revenue，Everyone knows all sales revenue，In fact, it is the combination of the company’s external capabilities and internal capabilities.。Externally we see market demand，What we see internally is the support for sales，or promote ability。
So some industries，Or some emerging companies，Especially when investing in new industries, don’t be too big，I often ask people，What industry are you in?，Once you hear it, you will know roughly how much your turnover should be.。Therefore, sales revenue is linked to market capacity.，It also has something to do with customer maturity，If this market still requires you to educate yourself，You will find that the cost of operating income is relatively high，This is what health care products are like。
3Profit The third issue is profit，We all know that profit is revenue minus expenses.，At this time you can find profit gains，With his prerequisites。Your income is actually your external ability，Your spending is management ability，Income is your business ability，Spending is your ability to manage，The balance between this is your net profit。
So the level of profit value，First, it depends on your income，Secondly, decide how you spend money、money efficiency，So we see that among peers，The profit will be much different，His backstory actually has nothing to do with business.，More about management。4Cash The fourth problem is cash。Many of our entrepreneurs don’t pay much attention to cash issues，In other words, there is income but no profit.，Profit but no cash。
In fact, cash is the core issue in daily management of enterprises.，So we must control cash flow，Companies that cannot control their cash flow are because their operations are out of control。So we need to connect cash flow with the entire operating activities，Cash flow management is actually a process of business management，Low level of management，Cash flow starts to get out of control。
Of course, there is actually a process of prediction for cash flow.，Companies with poor planning tend to suffer from cash flow shortages，Some people say that cash flow is cut off due to monetary tightening，In fact, it has something to do with the difference in the company’s plans.。The reason for poor planning is related to poor management of this company.，Poor management is related to the backward awareness of entrepreneurs。5Shareholder Returns The last thing we need to emphasize and understand is the issue of shareholder returns.，We generally talk about shareholder return rate。
I think a shareholder return rate is important for small and medium-sized enterprises，It must be possible to make a company back in three years，cannot be less than 30%。In this case，small investment，The profit must be huge，Everyone has seen why asset-light companies are popular in the stock market，A big reason why shareholder returns are so high，So shareholder returns are very important。
Let’s talk about how good my business is，In fact, you can find out what really supports the market value of this company、share price，In the end, what we really compete for is shareholder returns.，or shareholder returns。So let’s talk about the long-term fixed development of the enterprise.，In fact, shareholder returns are often the ultimate deciding indicator.。
Four、The definition of YTT profit management system has just taught you how to clarify the five basic concepts.，After clarifying the five basic concepts，You will find it interesting that，I operate from a financial perspective。
How do we analyze it?，understand it?My research idea is YTT，Profit management system，What is YTT’s profit management system??Y means yesterday in English，TT means today and tomorrow in English，Everyone knows that everyone lives in these three days，Some people live in yesterday，Some people live tomorrow，Of course more people need to live today。
So a mature person should know what he has，left for you from yesterday，You have to know what you want，It's all about your tomorrow，You just know what you are going to do today。so what do you have，What do you want?，Only then do you know what to do，This is yesterday, today and tomorrow。How to understand it from a business perspective?You have to analyze your yesterday，Decide your day，But you have to predict your tomorrow。
Which path does this take??I want to tell everyone，You have to analyze your assets to know your yesterday，You have to decide your profit，Know from which angle your profits are affected，I just know what you are going to do today，But you have to predict tomorrow，It's your cash flow，Therefore, asset profits and cash determine these three days。
The three days I just told you about，We know yesterday, today and tomorrow，when we do things，You can have a very good thinking。This kind of thinking is the basis of YTT’s profit theory.，With this today yesterday and tomorrow，We need to know three angles of analyzing the problem。First，Look at today with the future in mind，To select a path。
The first one talks about three things，Be the first to see，Just look at today with the future in mind，In fact, you have to choose a path，Because if you use today to look at the future, you can’t see it.。So let’s look at today in terms of the future，What we see can often be clearly understood，We need to use goals to select the process。Only after using the target selection process，Only then can we design our own paths well，Just like our life。
When you are ready to live to be 100 years old，When you look at today’s issues from the perspective of a 100-year-old man,，You will be calm and calm。second，Look at the pattern from a high altitude，Height is important。The second very important thing is that we need to look at the pattern from a high altitude.，Height is important。Sometimes we talk about small markets，Small places produce big companies，Because the market volume in this area is limited.，Therefore he had to consider the national market。
But many of our resource-rich places，He doesn't want to go all over the country，It will become a small company。See the pattern from high altitude，What I’m talking about is that your layout should be large.，Be progressive。third，What you need to learn is to look at yourself from the outside。The third thing we need to learn is to look at ourselves from the outside，What is this outside?It's customer-oriented。
We say that we are constantly watching ourselves from the inside，All you see are problems，But I want to tell you that the internal problem is efficiency，Why do all our employees say the company is not good??Because all he sees are internal problems。
But you can find that some companies handle internal issues very well，But it collapsed quickly，Some companies have a lot of problems，But he still developed rapidly，This is not an internal issue.，But our people，People who often have very low grades，Always treat internal problems as big problems，But what affects the company must be external issues。So the external issue is your relationship with your suppliers，and market，relationship with industry trends。
The internal problem I summarized is efficiency，The external issue is life and death。Some companies particularly like to engage in management，Management often starts from within，That's bad，Management is just a way of adjusting，But the direction of management depends on the operation，Therefore, things that are closer to customers must be done seriously.，Do it immediately，and do it right away。See yourself from the outside，In fact, it is more about establishing a customer orientation，Therefore, finance should also think from this perspective.。
i often joke，If you want a company to fail faster,，Let the accountant be the boss。The reason is that he sees more of a cost issue，I don’t see any development issues。five、After I just talked about these three angles to reshape the financial measurement indicators of enterprises,，What I will tell you below is to reshape the financial measurement indicators of enterprises.。What is the key to this financial metric??That is, many of our original accounting indicators，Actually there is a problem。
We see the word profit，In fact, it’s more about accounting indicators.，What are accounting indicators??In fact, it is an amount calculated according to the accounting system.。So what is the essence of accounting system??It’s essentially the government’s way of calculating taxes.，In this case, the profit is actually worth，More is the taxable amount。
very simple，Let's do an arithmetic problem，For example, there is a company with sales revenue of 2 million，Net profit 1 million，Let us look at this value，This is a very good company，Because the net profit margin is 50%。
This is actually an illusion，This profit only counts operating expenses，Therefore it is important，Let’s look at what if this company invested 20 million?You will find that the management quality of this company is not good，The problem is that 20 million is not reflected。So the concept of enterprise is not equal to profit，Strictly speaking, it is not equal to accounting profit。So we need to look at profit indicators again。
There is something wrong with looking at a company based on accounting profits alone.，So we focus more on shareholder return，Or look at economic profits，What concept?Accounting profit minus the company's cost of capital，In this way, we can more clearly see the company's real ability to use money.。
The second indicator we need to look at is the issue of gross profit.，We often do pricing，For example, there is a company，A product sells for 100 yuan，The cost is 70 yuan，We know that the gross profit is 30 yuan，Today a big customer asked me if I can sell it for 65 yuan.，The accountant’s advice to the boss cannot be sold，In fact, this is a wrong view。
Because when the accountant calculates this cost,，One of the indirect costs depends on allocation，Why are most companies’ costs inaccurate??This is the problem with the apportionment method。Because I am a tax accountant，What is captured is the entire tax calculation amount，The cost of a single product is not important。We really focus on the pricing of each product，Manage the strategy of each product，It is necessary to accurately calculate which type of product is profitable，Which type of product is not profitable?。
I was surprised to find，I have a student in Suzhou，They have over 6000 products，We have carefully calculated that 80% of our products will not make any money in the future.。
So we see a serious problem，Traditional tax accounting calculation methods have seriously affected corporate business decisions，So they are not only making overall decisions，It also affects the pricing of enterprises，It also affects how companies judge customer value.，product values and employees，Or the value of the business team。In this case, it becomes two skins，There is no way to do better value management。
What I just told you is how to reshape our financial measurement indicators.，Don’t simply look at changes in financial metrics，Changes in financial metrics，It affects business decisions，It also affects performance appraisal，In the end, it will affect the final development direction of the enterprise.，It will also affect how companies control risks.。
So we see the business situation in China today，Accounting management is backward，Entrepreneurs’ financial awareness is biased，The overall company management lacks financial thinking，So as long as such a company grows up, it will die faster.。
1The first new profit indicator - gross profit, so here are the issues we need to pay attention to，Pay attention to the next step，Focus on more than just financial metrics，Just now I was saying that there was something wrong with this indicator.，How to do it?In YTT profit management system，I proposed to reshape，To establish new profit indicators。
The first profit indicator，It is the management indicator of profit margin.，So I proposed the profit management indicator of gross profit.，Through this gross profit indicator，Ability to analyze individual product profit margins well，What is gross profit?Selling price less direct costs。2The second new profit indicator - operating assets. The second one I propose is a new profit management indicator.，It's called operating assets。
What is the concept of operating assets??We just need to subtract our operating liabilities from our total assets.，In this way we will know what kind of funds need to be matched，How to manage our assets efficiently，How to calculate financing，I was surprised to find that most financial directors，boss，I really don’t know how much money my company is short of，Or how much capital must be raised?，In this regard，We have seen the problem of using assets，But behind the scenes, there is actually an issue of capital utilization efficiency.。
So I also put forward this indicator about profit cost.。3The third new profit indicator - net liquidity YTT profit management The third profit management indicator，How to capture profit efficiency。The daily management work of an enterprise is actually to promote profit efficiency，Profit efficiency is directly reflected in the management of entire business activities。
In the past, our business activities were based on various functions.，In fact, various functions began to be dispersed.，We do not have comprehensive metrics to unify these functions，I propose a concept of net liquidity，We learn to keep inventory，The three indicators of receivables and payables are tied together，constitutes the net liquidity value，He is not just here to manage our cash flow matching，What is more important is to use this indicator to manage the efficiency of the operations of various functional departments.。
What I just told you about is YTT’s new profit management indicators.。4Reinventing asset management：Two major assets(Divide direction)Manage YTT’s new profit management indicators，We propose two more assets(Divide direction)manage，Current assets and fixed assets，I distinguish him very clearly.，Fixed assets are actually a decision-making problem，Is he a manager who deserves it?，Current assets are an efficiency issue，The question of whether management is good or not。
We classify decision-making problems，And to measure the management issues，This can help many companies quickly grasp the essence of this problem.。We all say that we can only distinguish clearly，Only you can manage it clearly。This is to tell you about YTT’s management tools。
5Reshaping Cash Management Next, I will tell you about another management tool.，cash management tools，I gave you a wave diagram，take income、cash、loan、Accounts payable and inventory，Draw out these actual states，You can have good control over the cash flow management of your business，and your loan management，Can well manage the entire capital flow of the company，More money is not better，But the more efficient the money is used, the better.。
So we can use this tool to manage your cash flow very well。six、Five major decisions to improve profits and another one about how to improve profits?YTT profit management system is very important to divide profits into five major decisions，sales decision、Selling price decision、cost decision、
cost
Decision-making and fixed asset decisions。
How to make these decisions，how to balance，It is also a matter of daily management for entrepreneurs，It is also a management issue that many of us have to face.，Let's distinguish it。
- What methods are used to promote sales?，When promoting sales, it’s not just about promotions，Also consider balance，Because all sales need stimulation。
- See the price issue，Price is tied to profit，Profits depend on price，So how to set the price??How pricing affects profits?We have a series of methods to explain these，Come to help everyone too。
- What factors will affect cost??
- change
cost
It will also affect the efficiency of our final management.，In fact, people use it in their daily work
cost
of。
- We also saw fixed asset decisions，Today, most enterprises invest too much in fixed assets.，does not match operating income，The problem is that we never calculated，There is no price to reckon with，The consequences are very serious。After your business income comes in,，A large part of your profits is covered by your fixed assets，fixed
cost
Eaten，In this way, once the company has some operational fluctuations,，At this time you will find，You will soon face losses。
seven、How to master YTT's profit management system How does an entrepreneur master YTT's profit management system??We have summarized the operations of large international companies in these profit management systems.，I have been running my own business for more than 10 years，Experience in running a foreign company，And the experience of coaching thousands of domestic companies。how to master it?The first one is to create a dashboard。Enterprises must have a set of management reports。
Everyone knows that you have to drive well，First of all, you need to know whether you have refueled or not.，You need to know if you are overheating while driving.，Or the car is speeding，Dashboard is very important，Because it is the most basic monitoring system，Therefore, enterprises must have dashboards。I can use this dashboard to help you solve problems through management practice classes.。The second one is the joystick。
After you have the dashboard，When companies want to move forward，Just like a car with a joystick，We talk about the joystick just like driving a car，You need a gas pedal，brake，clutch，steering wheel。At this time, there are actually five major decisions，three levers，I want to help you figure out how to make decisions.。We are going to give you a decision-making system，I just want to tell everyone how you do this.。The third locator，To locate，Have navigation。
After these problems are solved,，Still not enough，As soon as you take the steering wheel of the enterprise,，where do you want to start，We say you need to position yourself，Have navigation。This time it involves you choosing customers，You have to choose those markets，You have to choose your customers，product，organize，Connect these three。We talk about reshaping the model，Use positioning to change your model。
If the operating environment of a certain enterprise is very bad,，We often advise him to make model adjustments。The fourth is to build the cockpit。
We have seen that there is a management class，Decision-making class，Pattern class helps you solve the problem of dashboard，joystick，The locator will still not be enough in the future，Also build the overall cockpit，To make strategy，tactics，The battle continues，This requires the use of tools that everyone is familiar with.，Budget，Of course, we have this budget
Require
，To better streamline operations，There must be a sense of budget control. These are also the four major parts of the YTT profit management system.，Dashboard，joystick，Locator and cockpit，This can ensure the company's long-term and effective profit growth.。
Wonderful Q&A：Nowadays, clothing companies are under great pressure on inventory.，To a certain extent, it affects the capital flow of enterprises.，It also affects the efficiency of cash transfers，Put greater pressure on corporate profits，How do you think clothing companies can promote destocking??answer：Regarding the issue of destocking, I think it is not a simple issue of destocking.。I also said it before，Use financial thinking to run a business。
Regarding inventory pressure issues，The problems in the clothing industry are serious now。The problem is caused by three reasons。The first reason is that clothing as a consumer product，Based on the increase in people’s income，So there is a huge demand for clothing，Suddenly stimulate the vigorous development of the industry。The second reason is the business model of the clothing industry，In the past few years, everyone worked hard to keep selling goods.，Every new model is launched，Some are sold，But as a seasonal product，Some of it is kept as inventory。
The third reason is a typical domestic problem，Copying is very serious，There is no difference between the products，Leading to great inventory pressure。This is just a basic means to achieve corporate product sales，But it is not a necessary means，To achieve destocking，The profit model of existing enterprises must be changed。I have a student，when he makes changes，Take ordering system every season，Selected by dealers and customers，After choosing, decide how much inventory to have。
This truly improves the marketability of the company's products。so，Changing the company's profit model is an effective way to truly reduce inventory。ask：Influenced by e-commerce，The trend of offline store closings continues to ferment，Increased costs for opening and maintaining stores，Output capacity drops sharply，But Uniqlo,H&M bucked the trend，Gained good market space，what do you think about this problem?answer：I think it is inevitable to be affected by e-commerce.。
Business costs are particularly high today，This is related to the country’s overheated real estate development.，Opening a store is stressful，In fact, in the United States，Shop rent is very cheap，But store rent in China is very high。We see Uniqlo，H&M，ZARA，In fact, what is more important is to build on the "single big store"、Many varieties、"Fast delivery" has changed the way，They are actually doing fast moving consumer goods。
In fast moving consumer goods，Chinese companies are insufficient in product design capabilities。Everyone wants to learn from Uniqlo，H&M，In fact, their supply chain management level is very high，The first one comes from the grasp of each season of the product.，The second one is a variety of products，The third is that the inventory of each model is very small，The fourth is that supply chain management is extremely fast。
ask：In the case of homogeneous product competition，How should the company take effective measures?，To avoid falling into the "quagmire" of price competition??answer：This question is very general。In the case of product homogeneity，Why not make the product non-homogeneous??There are three adjustments possible：First，Can change your customers，second，Can change your product，third，You can also highlight a single function，这样价格竞争就能回避了（唐誉企业管理-龙熙）。
ask：The current transformation and upgrading should actually be an issue that the first generation of entrepreneurs pay attention to.，It is also the cornerstone of the smooth development of society.，Please tell me from your perspective，What do you see as the key points of financial guidance for enterprise transformation and upgrading??answer：This problem can be viewed from three aspects。First，Let the company return to its starting point，It's profitability。Otherwise, everything will be empty。If an enterprise does not return to the origin of value and think about，Enterprises have no future。
around us，Many companies have exploded、Bankrupt，The reason why these companies have experienced great ups and downs，It’s because the company doesn’t create value。Therefore, enterprises must develop，Create value again，Especially creating value for shareholders。The quality of listed companies today is generally not high，It’s because profitability is very poor，Enterprises should set core measurement standards around this aspect，Otherwise, problems will arise sooner or later。
second，Achieve differentiated competition among enterprises，Open up all business aspects of the enterprise，The key is to improve the company's ability to provide value to customers。third，Strengthen enterprise core management and overall system management，the company's financial、All business aspects are open。Maybe many people in the group today are in finance，What may be considered more is financial accounting，Financial compliance issues。
In fact, there will be increasingly no way out for accounting in the future.，replaced by computer，Management accounting will become more and more important，How to integrate management accounting with operations，This is what I have always advocated，The YTT management system is to tell everyone how to integrate financial thinking，Integrate with business，This is what I want to convey。For financial personnel，This is precisely what needs to be improved most，Otherwise, you may be the next one to lose your job.。
ask：Three models emerging in China’s clothing industry now，Everyone is learning and imitating，One is red collar，The second is Heilan，The third is Uniqlo，Please interpret it。answer：I don't think they've all been patterned yet.。If you want to learn and imitate from others，You just don’t have your own characteristics anymore，Think about the characteristics of your brand。
It’s hard to say whether they can really come out，The key reason is whether you can quickly、Accurately provide value to customers，At the same time, its own supply chain management level is relatively high.，So I don't think they have a business model yet，Even if you can learn，All your followers die quickly too。Wouldn’t it be a success if you would rather learn from Uniqlo?。I’m also talking about YTT’s profit model，When I think about the profit model, I don’t think any company can copy it.。
The most important thing is，Design your own pattern，And it’s hard for others to imitate it all at once。
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