sjar Chapter 393 Arrangements for Execution
Chapter 393 Arrangements for Execution
At four o'clock in the afternoon, Ling Yun called Ma Baoguo and said, "Come over here."
When Ma Baoguo pushed open the door, he was covered in sweat. He had just come from the workshop, and hadn't changed out of his work clothes yet; the cuffs were rolled up to his forearms, and his hands were greasy. He sat down opposite the desk, took out a pack of tissues from his pocket, pulled one out, wiped his forehead, crumpled the tissue into a ball, and stuffed it into his pocket.
"Mr. Ling, what is it?"
Lingyun pushed the paper over and pointed to the three letters SCM.
"SCM, Supply Chain Management System. It's a software platform used in our factory. It manages the entire process from raw material procurement to finished product delivery. When raw materials arrive, it needs to be entered. When semi-finished products are put into storage, it needs to be entered. When finished products are shipped out, it needs to be entered. When the customer signs for the goods, it needs to be entered. Every step requires data entry."
Ma Baoguo stared at the paper for about half a minute. He looked up and asked, "Who will enter the data?"
Ling Yun said, "The workers will record it. Whoever does the work, they will enter the data."
Ma Baoguo paused, opened his mouth, then closed it again. After a few seconds, he asked, "What if the workers don't know how to use computers?"
Ling Yun said, "In training, if you don't know something, learn it; if you can't learn it, practice it; if you can't practice it, replace the person until they do."
Ma Baoguo didn't say anything. He took out the pack of tissues from his pocket, pulled out another one, and wiped his forehead.
"President Ling, this matter cannot be resolved in a day or two."
Ling Yun said, "Yes. Not just for a day or two. It's for half a year, a year. But if we don't start today, it will be the same in six months. It will be the same in a year. It will be the same in ten years. You don't want things to be the same in ten years, do you?"
Ma Baoguo shook his head.
"Let's get started. Begin with the raw materials. When the supplier delivers, the warehouse receives the goods and enters them into the system. Quantity, specifications, batch number, production date, expiration date—everything must be entered. Once it's done, print out the receiving slip, sign it, and file it. Not a single step can be skipped."
Ma Baoguo didn't speak. He lowered his head and looked at the paper. After about a minute, he looked up.
"Okay, Mr. Ling, I'll arrange it right away."
Ling Yun said, "Okay. Chen Zhongming will be in overall charge, Jiang Feng will work on the system, and you'll be in charge of the data. The three of you will each manage a specific area. Chen Zhongming will manage the processes, Jiang Feng will manage the technology, and you'll manage the data. If the data is wrong, you'll be responsible. If the data is missing, you'll be responsible. If the data is inaccurate, you'll be responsible. No one else can help you with the things you're responsible for."
Ma Baoguo nodded. He stood up, walked to the door, put his hand on the doorknob, and looked back at Ling Yun.
"Mr. Ling, this platform only has production and procurement data. What about sales data? I don't have that data here."
Lingyun said, "The sales data is on the CRM platform, managed by Zhao Weiguo. You manage yours, and he manages his. Your data is interconnected. Once he signs a contract, you can see it, arrange the production schedule, and it enters your production phase. Once it leaves the warehouse, he can see it. Then it enters the after-sales management phase."
Ma Baoguo nodded. "Okay, President Ling, I understand."
At 5 p.m., Ling Yun called Zhao Weiguo and said, "Come over here."
When Zhao Weiguo pushed open the door, he was carrying a thermos, steam rising from its lid. He was wearing a dark blue polo shirt, khaki pants, and his leather shoes were polished to a shine. He sat down opposite the desk, placed the thermos on it, unscrewed the lid, blew on it, and took a sip.
"Mr. Ling, what is it?"
Lingyun pushed the paper over and pointed to the three letters CRM.
"The CRM customer relationship management system is for the sales department. It manages everything: customer information, sales leads, follow-up records, contracts, orders, and after-sales service. Previously, customers were in your head, in the salesperson's head, on contracts, and in notebooks—they were everywhere. You couldn't find them when you needed them, and they were everywhere when you didn't. With CRM, all customer information is managed uniformly. Whoever manages the customer, enters the data. Whoever follows up on the lead, enters the data. Whoever signs the contract, enters the data. Whoever handles after-sales service, enters the data. If you don't enter the data, it doesn't count as sales. If it doesn't count as sales, you don't get commission."
Zhao Weiguo stared at the paper for about half a minute. He looked up and asked, "What if the salesperson doesn't want to record it?"
Ling Yun said, "If they don't record, we won't pay their commission. If we don't pay their commission, they'll record."
Zhao Weiguo then asked, "What if the recording is wrong?"
Ling Yun said, "If you record something wrong, correct it. If you can't correct it, re-record it. If you still get it wrong after re-recording, then train the person. If you still get it wrong after training, then replace them. Keep replacing them until they get it right."
Zhao Weiguo didn't speak. He unscrewed the thermos, took a sip, and looked up at Ling Yun.
"Mr. Ling, the salespeople are out and about all day, how could they have time to record this?"
Ling Yun said, "That's not an excuse. If you don't have time, then make time. If you can't make time, then don't do sales. Don't resist either. As the company grows bigger, management has to keep up. Sales has a lot of freedom. In the past, as long as the performance was good, many things were overlooked. Whoever had the best performance was the boss, and no one could control them."
Zhao Weiguo paused, then opened his mouth, then closed it again. After a few seconds, he asked, "Is the system easy to use? If not, the salespeople won't use it."
Ling Yun said, "Whether it works well or not is Jiang Feng's problem. If he can't use it well, then fix it. Fix it until it works well. If it still doesn't work well, then replace him. Replace him until it works well. You are responsible for the data, not the system. You don't manage the system. You manage the data. You manage whether the data is accurate. You manage whether the data is complete. You manage whether the data is timely. If you don't manage it well, you are responsible."
Zhao Weiguo nodded. He stood up, walked to the door, put his hand on the doorknob, and looked back at Ling Yun.
"President Ling, at the factory, Factory Manager Ma is in charge of the data. At headquarters, General Manager Chen is in charge of the data. And here, I'm in charge of the data. The data from all three sides needs to be synchronized. What if it can't?"
Ling Yun said, "If it doesn't work, that's Jiang Feng's problem. He's responsible for getting it working. If it doesn't work, he's responsible. If it works, you're responsible for recording. Only by recording can it work. Without recording, it will never work. Only by recording can we discover the problems. Only by discovering the problems can we fix them. Only by fixing them can it work. Only when it works can we use it. Only when we use it can it be effective. Only when it's effective can we persist. Only by persisting can we succeed. Only when we succeed can we be better than others. Only when we're better than others can we survive. Only when we survive can we develop. Only when we develop can we grow bigger. Only when we grow bigger can we become stronger. Only when we become stronger can we have the final say. Only when we have the final say can we avoid being bullied. Only when we avoid being bullied can we stand tall. Only when we stand tall can we earn money with dignity."
Zhao Weiguo didn't say anything. He stood there for a few seconds, then pushed open the door and went out.