1
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产品的意思就是
2
00:00:01,666 –> 00:00:02,466
说白了
3
00:00:03,300 –> 00:00:05,300
我上午给大家讲
4
00:00:05,500 –> 00:00:07,466
我说咱们各位老板
5
00:00:07,466 –> 00:00:09,466
天天在那里琢磨产品
6
00:00:10,100 –> 00:00:11,800
天天在那里琢磨营销
7
00:00:12,733 –> 00:00:14,566
天天在那里琢磨管理
8
00:00:15,500 –> 00:00:17,766
我没有否定产品不重要
9
00:00:18,100 –> 00:00:20,700
我没有否定营销的重要性
10
00:00:20,700 –> 00:00:22,800
我没有否定管理的重要性
11
00:00:22,933 –> 00:00:24,366
我所告诉你的是
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00:00:24,466 –> 00:00:26,500
产品是标配
13
00:00:27,066 –> 00:00:28,400
营销是标配
14
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管理是标配
15
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啥叫标配
16
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就是标准配置
17
00:00:32,400 –> 00:00:33,866
本来你都得具备
18
00:00:33,966 –> 00:00:35,966
就你产品本来就得好呀
19
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你还说什么说啊
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你说老师
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我产品很好的
22
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那别人家产品就很烂吗
23
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老师我们家营销很好的
24
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本来就应该好啊
25
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老师我们家的管理很到位的
26
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本来就应该到位啊
27
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这是你企业活下来的基础和根基
28
00:00:50,733 –> 00:00:52,133
这个东西本来就得好
29
00:00:52,133 –> 00:00:54,533
这个东西不是说它不重要
30
00:00:54,766 –> 00:00:57,100
是这个东西你本来就应该具备
31
00:00:57,266 –> 00:00:58,766
而我要告诉你的是
32
00:00:58,766 –> 00:01:01,533
你的总经理应该把更多的
33
00:01:01,533 –> 00:01:02,400
你的总经理
34
00:01:02,400 –> 00:01:04,200
应该把更多的精力放在抓产品
35
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抓营销抓管理上
36
00:01:05,333 –> 00:01:08,666
而你应该在这个基础之上
37
00:01:08,666 –> 00:01:09,466
先不用翻
38
00:01:09,566 –> 00:01:10,700
应该换道
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00:01:10,700 –> 00:01:13,000
你应该从这里换到这里来
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换到什么呢
41
00:01:14,100 –> 00:01:17,600
你应该换到我们以模式为中心
42
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透过融资来融资源
43
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通过招商来招代理
44
00:01:22,900 –> 00:01:24,800
建渠道换道超车
45
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来产生庞大的什么现金流
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大家告诉我
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对还不对
48
00:01:27,900 –> 00:01:30,366
对就是就说白了
49
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当别人都在这里跑的时候
50
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而你换到到这里跑的时候
51
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这条路反而就没这么堵了
52
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你才会有机会
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否则你一直在这条路上去拥堵的
54
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去拥堵的去竞争
55
00:01:45,133 –> 00:01:47,366
而只要产生竞争
56
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我告诉你
57
00:01:49,100 –> 00:01:51,533
竞争面临最大的问题只有两个
58
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第一个价格战
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第二个
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同质化产品同质化价格战
61
00:01:56,733 –> 00:02:00,300
而今天最高境界的竞争是什么
62
00:02:00,400 –> 00:02:02,066
无数的老板没有研究过
63
00:02:02,266 –> 00:02:03,933
竞争的最高境界是啥
64
00:02:03,933 –> 00:02:06,100
来跟我说竞争的最高境界
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竞争的最高境界
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就是不竞争
67
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来跟我说
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不跟对手
69
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不跟对手在同一维度竞争
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是避开竞争
71
00:02:20,500 –> 00:02:24,666
所以竞争的最高境界是不竞争
72
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就是不跟对手在同一维度竞争
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叫不竞争
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是避开竞争
75
00:02:30,733 –> 00:02:34,533
避开产品避开营销避开管理去竞争
76
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迈向模式融资招商的维度去竞争
77
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这叫做什么呢
78
00:02:38,700 –> 00:02:40,800
不跟对手在同一维度竞争
79
00:02:40,866 –> 00:02:41,800
避开竞争
80
00:02:42,700 –> 00:02:44,966
创造全新的盈利空间
81
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创造全新的盈利空间
82
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你就不那么忙
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不那么苦
84
00:02:49,966 –> 00:02:50,933
不那么累了
85
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来大家告诉我
86
00:02:52,400 –> 00:02:53,333
对还是不对啊
87
00:02:53,700 –> 00:02:56,366
所以你要把你的思维发生巨大的改变
88
00:02:57,133 –> 00:02:57,933
因此
89
00:02:58,166 –> 00:03:00,400
上午的内容你要好好的去消化一下
90
00:03:00,400 –> 00:03:06,133
咱们过去经营企业是一维的逻辑
91
00:03:06,400 –> 00:03:09,600
天天以产品为中心
92
00:03:10,666 –> 00:03:12,133
天天以产品为中心
93
00:03:12,700 –> 00:03:15,600
因为你认为你能赚钱的就是手里有啥
94
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来告诉我
95
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有什么有产品
96
00:03:18,866 –> 00:03:20,500
天天以产品为中心
97
00:03:21,166 –> 00:03:23,666
然后通过营销
98
00:03:25,933 –> 00:03:26,800
增加收入
99
00:03:26,900 –> 00:03:31,733
透过管理来降低什么成本
100
00:03:32,200 –> 00:03:33,900
来通过营销
101
00:03:33,900 –> 00:03:36,100
通过管理来降低成本
102
00:03:36,533 –> 00:03:37,866
所以营销增加收入
103
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管理降低成本
104
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最终追求的是企业的什么
105
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利润率最大化
106
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而你会发现
107
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收入上不去
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成本下不来
109
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利润出不来
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00:03:53,666 –> 00:03:57,066
所以以产品为中心的死穴就在这里
111
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而我教你换道超车
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不要再以产品为中心了
113
00:04:01,700 –> 00:04:02,366
我慢慢的
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下午马上给你举例了
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让你以模式为中心
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不再以产品为中心了
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是以模式为中心
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以模式为中心
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不是追求利润率最大化
120
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而是追求什么
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最大化
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00:04:15,566 –> 00:04:15,933
追求什么
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告诉我现金流最大化
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我说了一个企业要想活下来
125
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核心点在于左手握有流量
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右手握有变现
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叫做现金为王
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和什么为王
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流量为王
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而追求现金流最大化
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其实只有两种方式
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第一种方式透过招商
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第二种方式透过融资
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透过融资
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00:04:41,966 –> 00:04:43,066
也就说白了
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00:04:44,066 –> 00:04:47,733
招商是招代理建渠道
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融资是融资金融人才
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通过融资金融人才建渠道招代理
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然后这个时候形成一套融招模式
140
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形成一套融招模式
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所以叫模式入
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模式出来跟我说模式入
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模式出
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你过去是产品入
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产品出而我要告诉你的是
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你不设计一个模式
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你就想招商
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我想请问你
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00:05:25,800 –> 00:05:28,000
你直接拿你的那个货
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00:05:28,166 –> 00:05:29,566
你直接拿你那个产品
151
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甭管你是卖酒的
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还是你是卖水的来
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请问你用产品本身来融资
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好不好融
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不好融来
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你用产品本身来招商
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好不好招
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不好招
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00:05:43,766 –> 00:05:47,800
所以得换到把它设计成一个模式
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不用产品来招商
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不用产品来融资
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是用模式来招商
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用模式来融资
164
00:05:53,200 –> 00:05:55,766
所以模式用它来招商
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模式用它来干嘛
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00:05:57,300 –> 00:05:58,100
融资
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00:05:58,133 –> 00:06:01,800
所以先设计一套自己的模式很重要
168
00:06:02,900 –> 00:06:06,166
在这设计一套别人赚钱的模式很重要
169
00:06:06,166 –> 00:06:07,500
而别人赚钱的模式
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00:06:07,500 –> 00:06:09,533
是指渠道赚钱的模式
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00:06:09,533 –> 00:06:11,366
是指股东赚钱的模式
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00:06:11,366 –> 00:06:14,000
我们得先考虑好怎么让别人赚钱
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00:06:14,266 –> 00:06:17,533
我们才能更好的去搞明白
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00:06:17,533 –> 00:06:19,766
咱们自己怎么赚钱
175
00:06:19,766 –> 00:06:21,366
来大家告诉我有没有道理
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00:06:22,100 –> 00:06:23,400
觉得有道理的请举手
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00:06:23,600 –> 00:06:25,166
所以到此得出
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00:06:25,166 –> 00:06:27,100
企业到目前为止
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00:06:27,266 –> 00:06:29,166
企业有四种钱
180
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所有的企业公司有四种钱
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00:06:34,133 –> 00:06:36,966
写上公司四种钱
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00:06:37,366 –> 00:06:38,666
公司有四种钱
183
00:06:38,966 –> 00:06:40,100
哪四种钱呢
184
00:06:40,166 –> 00:06:41,066
各位第一
185
00:06:41,066 –> 00:06:43,366
个叫做
186
00:06:44,866 –> 00:06:49,800
应收款第一个叫做应收款应收款
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00:06:50,333 –> 00:06:56,166
第二个叫做应付款应付款
188
00:06:56,666 –> 00:07:02,166
第三个叫做预付款预付款
189
00:07:03,800 –> 00:07:06,700
第四个叫做预收款
190
00:07:07,366 –> 00:07:08,866
叫做预收款
191
00:07:08,933 –> 00:07:10,733
来请问各位同学
192
00:07:10,733 –> 00:07:11,933
大家知不知道
193
00:07:12,066 –> 00:07:16,366
这四种款项的各自的区别是什么
194
00:07:16,366 –> 00:07:17,533
各位清不清楚
195
00:07:19,066 –> 00:07:21,266
来清楚的请举手啊
196
00:07:21,266 –> 00:07:23,266
做企业的都很清楚
197
00:07:23,333 –> 00:07:23,800
各位老板
198
00:07:23,800 –> 00:07:24,866
我要告诉大家的是来
199
00:07:24,866 –> 00:07:26,100
现在已经在创业的
200
00:07:26,100 –> 00:07:26,933
已经在做老板的
201
00:07:26,933 –> 00:07:27,733
已经在做企业的
202
00:07:27,733 –> 00:07:28,900
不管是公司还是工厂
203
00:07:28,900 –> 00:07:29,566
还是门店的
204
00:07:29,566 –> 00:07:30,366
来请举手
205
00:07:31,166 –> 00:07:31,866
好手放下
206
00:07:31,866 –> 00:07:33,366
暂时还没创业的
207
00:07:33,533 –> 00:07:34,266
就还没创业
208
00:07:34,266 –> 00:07:35,100
我只先听听
209
00:07:35,466 –> 00:07:37,000
说不定哪天创业再说
210
00:07:37,000 –> 00:07:38,100
暂时还没创业
211
00:07:38,133 –> 00:07:39,100
暂时还没做公司
212
00:07:39,100 –> 00:07:40,566
暂时还没做老板的请举手
213
00:07:41,133 –> 00:07:42,500
你们更要认真听
214
00:07:42,900 –> 00:07:45,766
为什么因为只要你这辈子想要创业
215
00:07:46,700 –> 00:07:48,733
创业在今天
216
00:07:49,133 –> 00:07:51,200
不是说你想创业就能成功
217
00:07:51,366 –> 00:07:53,933
是你在创业之前设计好商业模式
218
00:07:54,000 –> 00:07:56,133
做好准备了再去创业
219
00:07:56,133 –> 00:07:57,133
我告诉你
220
00:07:57,200 –> 00:07:59,966
今天创业很简单
221
00:08:00,166 –> 00:08:02,766
但是创业成功很困难
222
00:08:03,366 –> 00:08:04,533
来告诉我对还不对
223
00:08:04,766 –> 00:08:09,000
对创业的失败几率
224
00:08:10,066 –> 00:08:11,400
创业的失败几率
225
00:08:12,266 –> 00:08:18,133
相当于今天我们不中奖的几率
226
00:08:18,200 –> 00:08:20,333
相当于买彩票不中奖的几率
227
00:08:20,333 –> 00:08:22,000
来买彩票中奖的几率高
228
00:08:22,000 –> 00:08:23,266
还是不中奖的几率高
229
00:08:24,366 –> 00:08:26,266
所以创业失败的几率
230
00:08:26,266 –> 00:08:28,566
等于买彩票不中奖的几率
231
00:08:29,300 –> 00:08:30,100
就这么高
232
00:08:30,500 –> 00:08:33,200
所以说对创业者的能力的要求
233
00:08:33,200 –> 00:08:33,966
眼光的要求
234
00:08:33,966 –> 00:08:34,766
认知的要求
235
00:08:34,766 –> 00:08:35,466
思维的要求
236
00:08:35,466 –> 00:08:37,466
模式的要求越来越高了
237
00:08:37,466 –> 00:08:40,166
不是像想当年王健林说的一句话
238
00:08:40,166 –> 00:08:42,333
什么清华北大不如老子胆子大
239
00:08:42,800 –> 00:08:45,666
什么都不如富贵险中求
240
00:08:45,900 –> 00:08:46,466
我跟你说
241
00:08:46,466 –> 00:08:48,166
变了这个时代变了
242
00:08:48,200 –> 00:08:48,966
理解了吗
243
00:08:48,966 –> 00:08:49,733
来各位
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00:08:49,733 –> 00:08:51,100
我们来思考一下
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00:08:51,266 –> 00:08:52,366
一个企业
246
00:08:53,800 –> 00:08:57,133
这四种钱什么会导致你企业的现金
247
00:08:57,133 –> 00:08:58,933
我说的是现金啊
248
00:08:59,133 –> 00:09:02,000
来我说了企业现金为王
249
00:09:02,333 –> 00:09:04,266
那既然是现金为王
250
00:09:04,266 –> 00:09:08,266
我们要追求企业的现金流最大化
251
00:09:08,266 –> 00:09:10,300
还是现金流最小化
252
00:09:11,533 –> 00:09:13,600
那既然现金流最大化
253
00:09:13,600 –> 00:09:15,733
我们来看一下这4种钱
254
00:09:15,900 –> 00:09:18,800
是哪种钱导致你的现金流变少了
255
00:09:18,800 –> 00:09:21,333
是哪种钱导致你的现金流变多了
256
00:09:21,333 –> 00:09:22,400
我们来分析一下
257
00:09:22,400 –> 00:09:23,400
各位好不好
258
00:09:23,800 –> 00:09:24,500
来
259
00:09:24,500 –> 00:09:28,400
应收款导致你的钱现金变多还是变少
260
00:09:29,500 –> 00:09:30,466
变少变多
261
00:09:30,666 –> 00:09:31,300
变少
262
00:09:31,300 –> 00:09:32,400
同意变少的情况
263
00:09:33,400 –> 00:09:34,200
好手放下
264
00:09:34,333 –> 00:09:35,666
同意变多的请用
265
00:09:36,766 –> 00:09:38,600
应收款怎么就变多了呢
266
00:09:39,300 –> 00:09:42,733
应收款是我
267
00:09:44,200 –> 00:09:45,700
没收回来的钱
268
00:09:45,733 –> 00:09:48,100
你没收回来的钱在你的口袋
269
00:09:48,100 –> 00:09:49,133
还是在别人口袋
270
00:09:49,900 –> 00:09:50,933
那在别人口袋
271
00:09:50,933 –> 00:09:52,333
那你口袋的现金变少了
272
00:09:52,333 –> 00:09:53,133
变多了
273
00:09:53,966 –> 00:09:54,866
变少变多
274
00:09:55,666 –> 00:09:56,666
变少了呀
275
00:09:56,666 –> 00:09:57,866
来告诉我是不是
276
00:09:58,400 –> 00:09:59,500
这还用说吗
277
00:09:59,533 –> 00:10:00,700
对肯定是变少
278
00:10:00,700 –> 00:10:03,600
比如说我把货给了曾总了
279
00:10:03,700 –> 00:10:04,333
他钱给没