【一連七集,第五】哈佛知識分享: Trade-offs 如何「取捨」?
你要取得更多,就要捨棄更多。「取捨」is tough, but you have to do it!
股神巴菲特 Warren Buffett 有句名言好影響我:
"The difference between successful people and really successful people is that really successful people say no to almost everything.‘’
成功及非常成功嘅人分別就係非常成功嘅人對絕大部分事情都係 say No.
識我嘅朋友都知道,我經常講:「我乜都唔識、乜都唔買! 我只買幾千萬以下香港嘅街舖。 我唔買樓、唔買工廈、唔買商廈、唔買農地、唔買車位/骨灰龕位、唔買大灣區、英國樓、非洲農地、 火星月球。 全部都唔買,送畀我都唔要。Again … 我只買港幣五六千萬以下香港的街舖仔。 香港有十萬間,買十世我都買唔晒! 呢世我只想買一千間。」
哈佛大學教授 Michael Porter 亦講過: “Strategy is making trade-offs in competing. The essence of strategy is choosing what not to do."
策略就係要以「取捨」去競爭。 策略嘅精髓就係要知道唔做乜!
上一集講過,何謂一個好嘅策略 Good Strategy? 教授 Michael Porter 話要經得起五個 Tests:
A distinctive value proposition 獨特的價值主張
A tailored value chain 度身訂造的企業價值鏈
Trade-offs different from rivals 同競爭對手不同的「取捨」
Fit across value chain 成條企業價值鏈的活動要配合
Continuity over time 持續性、持續性,不能一時一樣
今集同你講第(3) Trade-offs different from rivals 要贏,就要有同競爭對手不同的「取捨」。
What are trade-offs?
"Trade-offs are the strategic equivalent of a fork in the road. If you take one path, you cannot simultaneously take the other." by Michael Porter
「取捨就好似去咗一個交叉路口咁, 你只可以二選其一,唔可以兩條路都行晒。」
做生意,唔係多啲,就好啲。 多啲產品、 多啲服務、多啲客戶, 唔代表你就係好啲。 因為你營業額可能多咗三成, 但利潤反而可能無咗一半。 咁我就情願營業額細啲,利潤多一倍好過。 記住一開始嘅時候我話 Michael Porter 講過:
"Competition is not about being the BEST, not about MARKET SHARE. Competition is about being UNIQUE, about earning PROFITS" by Michael Porter
競爭唔係要做到最好,最大嘅市佔率。競爭係要做到最獨特,同埋賺到錢,長遠地賺錢。
幾年前我講過,香港週街都係髮廊,但點解有間特別唔同?
video …
QB House (Quick Barber) 就係做咗好多「取捨」 trade-offs , 好多嘢唔做,但反而吸引咗一班想「快、靚、正」 ,但又唔想求求其其、 污糟邋遢剪個頭髮嘅繁忙上班一族, most likely 男士們、三四五十歲左近。10 minutes, just cut!
QB House 專注培訓、建立系統,令呢班目標顧客群由原本一兩三個月先剪個頭髮,而家一兩三個星期就去剪轉一轉。 剪快咗、剪多咗,就令QB House 同佢嘅髮型師雖然做少咗嘢,但反而收入及利潤上升。This is what I call "trade-offs", LESS IS MORE!
就係因為 QB House 嘅 Trades-offs 同一般髮廊嘅競爭對手唔同,當初首創新嘅經營模式係日本做到最獨特, 亦都解釋咗點解佢1996年由東京一間開始, 短短幾年間就能夠開到全球幾百間分店,2018年仲係東京証交所主板上市, 依家市值近20億港幣。 雖然有好多人想抄佢,QB House 嘅專注,佢 make 嘅 trade-offs 至今依然令佢每年生意額都上升,到今日都保持住係「速剪」行業嘅領導地位。
我成日都話,「當你乜都做,等如你乜都唔做!」 …. 因為你無樣嘢做得好、無樣嘢做得專。When you please everybody, you please nobody. 做生意要「取捨」,唔放手,唔會得到更多。
可能你會覺得 Just-Cut, QB House 都做咗啦。 做髮廊仲可以點變? 根據 Michael Porter,大把方法變。 最緊要就係,唔係人做你做。Your trade-offs have to be different from your rivals, then you have a strategy.
你嘅「取捨」要同你競爭對手唔同,咁你就有好策略。人哋 Just-Cut, 咁你可唔可以 Just Perm 電髮? Just Color 染髮? Just Blow Dry 吹頭?
唉! Just Blow Dry? 美國加州有間咁嘅髮廊 …
佢就好似係 QB House 嘅翻版,但係 No Cuts No Color, Just Blowouts. 齋吹頭! 美金$40,45分鐘時間,班目標顧客群,即係長頭髮嘅二三四五十歲女士們, 就可以 enjoy 喺個輕鬆嘅環境洗下頭、按下頭、吹下頭、飲杯 champagne、聽下音樂、Relax 下,就有個清神爽利嘅頭見人!
因為做得夠專,懂得運用 Michael Porter 所指嘅 trade-offs ,同一般髮廊競爭對手唔同嘅 trade-offs, 好多女士就個個禮拜去幫襯,relax relax 下。2010年由美國加州第一間店開始, 十年間,全美開超過一百間分店, 擁有超過5000個髮型師, 每次美金$40,每個月幫緊20萬個客人吹頭。 淨係吹頭,依家營業額每年超過一億美金。
全球最大嘅傢俬公司,IKEA, 又係另一個Michael Porter 所指 Trade-Offs 嘅典型例子。佢由產品設計 (自己裝嵌)、產品種類 (簡單得來又多幾樣選擇)、 自己推住架車嘅購物模式、至到客戶服務 (間舖頭永遠唔易搵到人幫手,人客自己搞掂,慳番啲成本,換取平啲價錢),到最後排隊畀錢、自己包裝、抬件貨返屋企 …. 如果唔係送貨要額外收費 (無得免費)。IKEA 成條嘅企業價值鏈 value chain 都係同其他一般嘅傢俬公司好唔同,有好唔同嘅 Trade-offs 取捨。
IKEA 嘅「取捨」,就能夠吸引咗一班 “with a thin wallet" 想價錢平,但又想 good design, 唔介意自己辛苦做多啲, 工餘時間,甚至乎自己花成日裝嵌埋嘅顧客。IKEA 明白佢唔會 serve 晒所有人。 我以前係美國讀大學、 或者啱啱出嚟 New York 做嘢,都好鍾意去 IKEA 買嘢,因為平! 而家? 叫我花成日嵌件傢俬,睬你都傻! I was an IKEA Customer, but not anymore! It's OK, you cannot please everybody! 做生意就係個「取捨」! 賺到錢就得啦。
美國最賺錢嘅航空公司 Southwest Airlines 西南航空都係一樣,No first class, No meals, No assigned seats, No baggage transfer, No planes other than Boeing 737s, No International Flight … so on and so forth.
無頭等、無飛機餐、無預設定座位、無行李轉運 、除咗波音737乜嘢客機都無、無國際航線。 仲有好多都比一般其他航空公司無。
但就係因為「冇」, 運動複雜程度及成本下降,Southwest 就可以專注做以下幾樣嘢特別好,就係「平」、「快」、「準時」、員工做得開心自然服務態度更好。其他乜都無, 但未必個個客人都啱!
於是 Southwest 有個好出名嘅 "Pen Pal" 故事,就有位乘客 Mrs. Crabapple, 經常好唔滿意 Southwest Airlines 乜都冇,無頭等、無飛機餐、無預設定座位、無行李轉運等等等等, 經常寫信去 Southwest 投訴,呢個「筆友」"Pen Pal" 個個客戶服務部同事都怕咗佢, 寫完又寫, 回覆左又寫,投訴完又投訴。 直至客戶服務 部嘅同事們都冇計, 叫當時嘅CEO/創辦人 Herb Kelleher 回覆。佢點寫? 真人真事! 60秒內,佢回覆:
“Dear Mrs. Crabapple. We will miss you. Love, Herb." 即係話,請佢走, 唔好再返來!
聽落好似好搞笑,但Michael Porter 話呢個係一個典型嘅 trade-offs 例子,you cannot please everyone. 記住,一開始嘅時候,我講過:
"Strategy is making trade-offs in competing. The essence of strategy is choosing what not to do." by Michael Porter.
策略就係要以「取捨」去競爭。 取捨嘅精髓就係要知道唔做乜!
"When you try to offer something for everybody, you tend to relax the trade-offs that underpin your competitive advantage." by Michael Porter.
當您嘗試做曬所有嘢去服務每一個人,你嘅「取捨」就會減少, 同時亦都會減少你嘅競爭優勢。
善用 Trade-offs 「取捨」去增強自己競爭力嘅機會隨處都係,爭在你願唔願意「放手」,先能夠取得「更多」。
包括我自己在內, 如果我乜嘢地產項目都投資,有賺錢就買, 甚至乎集資錢多地盤都搞埋, 我只係一個三四流嘅地產發展商。 我點同新鴻基/恒基/長實打呢? 但我專注幾千萬以下嘅香港街舖,我就係一個一流嘅商舖基金公司, 全香港人, 包括所有大嘅地產發展商,係街舖買賣都唔會夠我來。 社運/肺炎後,全香港買賣舖無人夠我哋多,呢個係事實!
"Trade-offs are choices that make strategies sustainable because they are not easy to match or to neutralize." by Michael Porter.
「取捨」會令到策略更有持續性,因為競爭對手 好難去複製或抵消你嘅優勢。特別是你嘅 first mover advantage 先行者優勢。
我係香港第一個商舖基金,就永遠都係香港第一個商舖基金。只我哋專注,未來幾十年,我知道係香港嘅街舖,無人會動搖到我哋嘅領導地位。
即是有人入嚟炒,Michael Porter 話新入嚟嘅 「模仿者」好多時都只係做 Straddling 跨騎, 即係好似「一腳踏兩船」咁, 自己本身嘅本業又做,商舖又做,結果兩邊都做唔「專」。
就係因為有自信我先咁講。因為好似今集一開始咁講,根據 Michael Porter 嘅 "Trade-offs different from rivals", 我哋係放棄咗好多嘅嘢,同競爭對手大大唔同,先能夠建立到我哋今日係香港街舖嘅領導地位。 只要我哋專注,我哋嘅基金投資者會賺錢! I know it. 但如果有一日,我開始搞工廈、搞商廈、搞地盤、搞英國樓、搞埋茶餐廳、 補習社 、 酒樓、酒店等, 就係投資者應該攞錢走嘅時候! 乜都做,就開始等如乜都唔做!
你呢? What are your trade-offs? 你的「取捨」同競爭對手有咩唔同呢? 抑或人做你做,人客想要乜,你就俾佢乜呢?
There is no problem with that! 第一集一開始我就話,99%嘅公司都係咁,養家活兒可能好多年都冇問題, 但根據 Michael Porter,你只係停留係第二個 S - Sustaining 持續緊嘅階段。 做好多年,搵到食,但可能仍然冇人識你,無突破。Survive, Sustain, 但要去到第三個 S, Succeed, I mean Super Successful 好似一支箭咁標上去,等如以上 QB House, DryBar, IKEA, Southwest Airlines 咁,你就要有 strategy 策略。 你嘅「取捨」trade-offs 要同競爭對手截然不同。
李小龍嘅名言,亦都係掛喺我公司office嘅唯一名言: "I fear not the man who has practiced 10,000 kicks once, but I fear the man who has practiced one kick 10,000 times."
李小龍唔怕嗰啲踢過一萬種唔同腳法嘅人。但佢怕嗰啲踢過一種腳法一萬次嘅人。 你嘅腳法又點呢? 有興趣一齊研究下點做? 聽多啲 Michael Porter,就來我星期六嘅早餐會啦! 下集我再同你講 (4) Fit across value chain 成條企業價值鏈的活動,如何配合去增強你的競爭優勢?
。。。。。
My hobby 《星期六早餐會》!
九/十月份早餐會 Topic: Applying "Michael Porter" to your business: How to compete and win!
哈佛分享: 如何應用「米高波特」於你盤生意? 點競爭? 點贏?
講起哈佛策略教授, 無人出名過 Michael Porter. 有幸我2017年在哈佛親身上過他教的課程, 今次早餐會同你分享,希望對你做生意亦有所啟發。
有興趣參加啦 😃 每次限四位 (包括我)。 人多傾唔到計。
9月份,逢星期六早上9時開始,約三小時。地點中環。
對象: 中小企老闆/創業者/公司管理層,連我限4位。
有興趣參加的話,請 whatsapp 你的名片給 Suki (我助手) (+852) 5566 1335。
我唔係靠呢行搵食,免費,我請食早餐 😉 Be friends ..... 有機會到時見你。李根興 Edwin
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同時也有267部Youtube影片,追蹤數超過1萬的網紅素人NBA,也在其Youtube影片中提到,🏀参考ソース🏀 talkbasket https://www.talkbasket.net/130584-warriors-already-considering-possibility-of-trading-for-damian-lillard-per-report The Athletic h...
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https://theathletic.com/2698748/2021/07/12/which-team-could-make-the-best-offer-for-damian-lillard-knicks-warriors-76ers-raptors-all-could-be-competitive/
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https://www.youtube.com/watch?v=LDPEW1EwPjo&t
【NBA】NBA通限定!超マニアック企画!最強ベンチチームはどこだ?!
https://www.youtube.com/watch?v=HGu0uKZdwTw&t
【NBA】ブルース・ボウエンの伝説を語る!親に捨てられNBAにも見放された男が3度優勝できた驚きの理由とは?!
https://www.youtube.com/watch?v=Nihq3Jt9Ecc
【NBA】ラマー・オドムの伝説について!レイカーズのスコッティ・ピッペンと呼ばれた男を語る!
https://www.youtube.com/watch?v=0VzKT4lBRF0
【NBA】止めることは不可能!NBAを支配した男シャキール・オニールを語る!
https://www.youtube.com/watch?v=y0zG23nEO2c&t
【NBA】アレン・アイバーソンの壮絶な人生とは。彼の生き様を全て語る
https://www.youtube.com/watch?v=vtj-NkVoZS0
【NBA】トレイシー・マグレディの伝説を語る!175番目の評価をされてからNBA屈指の得点マシーンになるまで。(オーランドマジック、ヒューストンロケッツ)
https://www.youtube.com/watch?v=i3QI8gTXVig&t
【NBA】ドウェイン・ウェイドの伝説を語る!最悪の過小評価からNBA随一のSGになるまで(マイアミヒート)
https://www.youtube.com/watch?v=z55wnlHsgac&t
【NBA】引退記念!アンドリュー・ボーガットの伝説を語る!怪我を乗り越え悲願の優勝達成!までの豪州ドラ1センターの道のり
https://www.youtube.com/watch?v=bXwJ-HWNDYk
🏀Twitter🏀
https://twitter.com/NBA_Quote
🏀TikTok🏀
https://www.tiktok.com/@amateur_nba
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https://www.instagram.com/shiroto_nba/
#素人NBA#NBA#NBA解説
#nba#解説
![post-title](https://i.ytimg.com/vi/G-0mwj0p8MM/hqdefault.jpg)
best offer 在 Wes Davies 衛斯理 Youtube 的精選貼文
"THE VILLA" : 880澎湖縣馬公市 井子垵 100 號 。880
Julien's AirBnb "The Most Beautiful Bay" : 88055澎湖縣馬公市珠江41號
Wondering where to travel to this summer? Look no further than one of Taiwan's most beautiful and underrated travel destinations, PENGHU. This is an incredible tropical paradise full of incredible beaches, fascinating wartime history, and some of the freshest seafood Taiwan has to offer. During lockdowns, travel has been a little hard to come by, but luckily with Penghu, you don't even need to leave Taiwan. More people should know about this amazing place, so check out this video where I share some of the best that Penghu has to offer. Book your tickets now, you won't be disappointed! #penghu #taiwan
![post-title](https://i.ytimg.com/vi/wmmAfHf8rig/hqdefault.jpg)
best offer 在 Zermatt Neo Youtube 的精選貼文
For this video, we headed down to Kwee Zeen at Sofitel Sentosa to DESTROY a Massive Royal Indian Food Platter! Kwee Zeen offers a host of Pan-Asian cuisine with a touch of Western and an emphasis on French-style hospitality and décor. Kwee Zeen has a Taste of Singapore promotion where they take you through different types of cuisine depending on the day of the week. On Saturday nights, they offer a special Indian platter called the Royal Maharaja Feast that comfortably feeds 4. There is a GIVEAWAY, details below.
Served on a ginormous banana leaf, the staff plated a ridiculous variety of different Northern Indian food, including naans, tandoori meats, salads and gulab jamun. The presentation from the chef was something to behold. The selection of dishes was also exceptional, very well balanced in terms of meat to carbs to vegetables.
The standout foods would be the tandoori lamb chops, which was well-seasoned and tender, the cauliflower, which was slightly charred on the outside while moist inside after being roasted whole and the pomegranate and potato salad, which was cooling and refreshing, working well to counteract any residual heat. The chutneys served were also a step above most chutneys I have tried. On top of that, I really enjoyed the 2 desserts served, especially the carrot halwa which was unique to me and not overpoweringly sweet.
Due to the balance of food and the overall deliciousness, this almost did not feel like a challenge. I felt pretty decent afterwards which is particular rare to occur. True to its name, you and your family can eat like Kings if you order this platter at Kwee Zeen. It would be well worth your money at $192++ for 4. Do check out Kwee Zeen for this magical feast!
GIVEAWAY
We are giving away a 2D1N staycation at Sofitel Sentosa! To apply, comment on my IG post for this video, tagging who you would like to bring on this staycation. I will be picking one lucky winner.
Visit Kwee Zeen at:
Sofitel Singapore Sentosa Resort & Spa
2 Bukit Manis Rd
099891
Connect with us!
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Use code ZERMATT for 58% off ALL Myprotein products.
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Use code ZERMATT100 for special discount!
Hair Sponsor - Toliv Salon
5 Purvis Street, #01-03, Singapore
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best offer 在 寂寞拍賣師(The Best Offer) - By 那些電影教我的事 的推薦與評價
寂寞拍賣師(The Best Offer ). 最難受的不是孤單,而是被一個忘不了的人給遺忘。 What's worse than feeling lonely is being forgotten by someone ... ... <看更多>
best offer 在 [好雷] 寂寞拍賣師The Best Offer - 看板movie - 批踢踢實業坊 的推薦與評價
一開始我以為女主角克蕾兒是機器人,畢竟看過《補夢網》難免會聯想,
但事實證明編劇不像我如此老梗,只好壓抑住內心科幻魂繼續看下去。
★防雷警示★文長慎入★
寂寞通常是遇見另一個人後才會發生,
男主角佛吉爾尚未遇到克蕾兒前,已坐擁上百位美人(肖像)
憑藉著爐火純青的鑑定技術在藝術界享有一席之地,他孤獨但不寂寞,
如今卻苦苦等待永遠不會回頭的某個人惘然若失,除此之外一無所有。
想當年,為了迎娶顏值超高且戰鬥力爆表的克蕾兒,
佛吉爾的朋友們精心設計了一場又一場的闖關橋段,
讓佛吉爾體驗問世間情是何物,直教人生死相許的刻骨愛戀(標準M男)
孰不知最後收取的代價連自己都始料未及。
寫到這不免想發點牢騷,
為了使電影更加戲劇化,故事發展往往走向兩極,非正即邪、非此即彼,
即使知道真實世界不太可能發生,我們卻仍吃這套長大。
姑且不論商場強者與情場孬種這兩個極端個性集於一身是否合理
(不敢直視人眼要如何主持拍賣會)
但克蕾兒的設定實在有夠hardcore,見到這種瘋女人應該要直接連絡社福才對,
哪有機會讓佛吉爾搞同病相憐、同憂相救的悲情戲碼,
不說還以為轉到《單身動物園》。
即便如此,《寂寞拍賣師》依舊是部不可多得的好電影,
本片義大利導演朱賽貝.托納多雷(Giuseppe Tornatore)
用國家深厚的文化底蘊為依託,編織出愛情與藝術的華麗騙局,
如此渾然天成,連沒有藝術史背景的人也會被片中古典之美所吸引。
片名「The Best Offer」意指拍賣品的最高出價,
雖說價高者得,也並非隨意哄抬,
尤其當心屬的拍品高於預估時,出價更是需要謹慎評估。
男主角的助理結縭三十年,對於跟女人生活的心得
「就像參加拍賣會,你永遠不知道自己出的價是否最高。」
聽起來競標者們的心計跟人類情感斡旋差不多,
即使使出渾身解數,也不知所作所為能否贏得對方芳心。
一般人對愛情的說法是「愛情無法用金錢來衡量」
拍賣會這個與金錢掛勾的東西,怎麼能跟高尚的愛情扯上邊!
不好意思,導演就是可以,
並以拍賣市場叱吒風雲的拍賣官為主角,
描述做事一向精準的他在愛情失準的一面,
很明顯的佛吉爾的最後收藏-克蕾兒,已超出他的出價範圍。
過去佛吉爾總是利用他的專業騙倒所有人(除了夥伴比利)
以相對便宜的價格入手藝術品,
雖然他能清楚看出畫的真偽卻看不透人心,
能直覺對藝品估價卻探不到愛情的底。
所謂當局者迷,感情之事不能過於盲目,
人生還有很多事物值得我們去呵護與探究。
撥開佛吉爾的外衣,其真正身分終究不過是凡人,
你我都是。
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※ 文章網址: https://www.ptt.cc/bbs/movie/M.1478613606.A.510.html
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