Seven Steps To Successfully Develop Regional Markets

< p > the system model of regional market development includes: setting up correct concepts, identifying your market, finding market opportunities, determining strategy, implementing process design, solving key and difficult problems and implementing seven steps efficiently: < /p >

< p > < strong > 1. Correct concept of < a href= "http://sjfzxm.com/news/index_p.asp >" set up < /a > < /strong > /p >

< p > 1, why should we first emphasize ideas? < /p >

< p > idea determines thinking - Thinking guides action - action forms habit - habit affects character - character determines destiny, source or idea.

< /p >

< p > success = attitude * ability, attitude is 0 points, ability is stronger, and it is useless! < /p >

< p > 2, we should establish three core concepts: < /p >

< p > 1. There is no market that can not be sold, but only those who can not sell; < /p >

< p > this idea emphasizes that we must establish confidence and conviction when we are doing anything. When we face difficulties and problems, our inner conviction and confidence are the real decisive factors. Only when we believe in ourselves that we can overcome difficulties and accomplish tasks can we really accomplish the task. This is the power of belief! < /p >

< p > 2. There will be opportunities for difficult markets, but we need to find them with our heart. < /p >

< p > this idea emphasizes that we must always find a way to solve problems with a positive attitude. There is a good saying: as long as our minds do not slide, there are always more difficulties than solutions. When we are faced with a difficult market or even a rotten market, when we are physically and mentally exhausted, when we are already at a loss, we still need to calm down and analyze carefully. Maybe it is a reverse thinking, perhaps an inspiration from casual conversation with customers. There is no doubt that there is no way out, and there is another /p!

< p > 3. Marketing is a process of cause and effect. The key core actions are in place, and sales volume is natural.

< /p >

< p > this concept emphasizes that we should have a correct understanding of the nature of marketing and understand the process of marketing work in a real sense.

Do not rely on opportunistic and black box operations to accomplish the performance. Instead, we should put the key marketing actions (such as market rate, terminal display, promotion implementation, etc.) into full play, so that our market performance is healthy. Our performance can grow steadily and virtuous circle! We must not rush to achieve instant success! < /p >

< p > < strong > two, recognize your market (Market Research) < /strong > /p >

< p > 1, geographical location, economic development level < /p >

< p > China's biggest feature is large population and large area.

A province in China is equivalent to a country in Europe, and the level of economic development between provinces and provinces is very different. The cities in the Yangtze River Delta and the cities in the northwest are no longer the same.

Therefore, we must have a clear understanding of the geographical position of the regional market and the level of economic development. This factor has largely determined our main product positioning problem.

< /p >

< p > 2, population, income level (purchasing power), lifestyle and consumption habit < /p >

< p > how big the market capacity is, basically determined by the population and income level (purchasing power). Different lifestyle and consumption habits determine the channel selection and promotion of products to a large extent. For example, a city like Shanghai, the habit of consumer shopping is mostly to choose stores or convenience systems. Therefore, the effective occupation of stores and convenient channels determines whether the Shanghai market can be opened in real sense.

< /p >

< p > 3, the current situation of our company (product line, channel, price order, promotion strategy, team situation) < /p >

< p > the art of war, knowing each other is victorious.

In the face of an already functioning regional market, we should first analyze the status quo of our company clearly, whether the product line planning is reasonable, whether the product line is reasonable or not, whether the taste and price of the main products are in line with the local consumption habits and purchasing power, whether we have grasped the main channel of the local market, how the price order is, whether the product price upside down phenomenon occurs and how much the regional product is interchanging? Can the existing product promotion strategy meet the needs of the members of the channel? Is there any new idea of the terminal promotion of the product, can it really attract consumers, rather than simply repeat the special sale promotion? How about the stability of the existing team? What is the professional level and executive power? < /p >

< p > 4, competition status (product line, channel, price order, promotion strategy, team situation) < /p >

< p > what we often neglect is the lack of systematic and in-depth research. Even many regional managers do not study competitors only to promote their products on their own initiative. Therefore, it is inevitable to lose their battle in the market. They must look up the road and look at the road. What is important is to see what the competitors are going through! < /p >

< p > < strong > three, market opportunity point search < /strong > /p >

< p > whether the opportunity to find the market in the true sense directly determines the success or failure of the regional market breaking, which is also the reason why marketing focuses on "camp". The so-called war is not yet open and the outcome is fixed. How can we accurately find the market opportunity? < /p >

Application of < p > 1 and SWOT analysis tools < /p >

< p > the so-called SWOT analysis, namely the comprehensive analysis method of strong and weak machine risks, is a method of analyzing the competitive situation of enterprises. It is one of the basic analytical methods of marketing. By evaluating the strengths, weaknesses (Weaknesses), Opportunities and Threats of the competitive market, we can make a thorough and comprehensive analysis of the enterprises and the positioning of the competitive advantages before formulating the development strategy of the enterprises (Weaknesses).

On the basis of systematic market research, we can accurately find out where our market opportunities are based on SWOT analysis! < /p >

< p > 2, precise positioning of market entry point < /p >

The opportunity point of "P > market has been found. Next, we need to think about how to cut into the regional market quickly and efficiently.

How to identify the entry point of the market, the key factor is to conduct a systematic analysis of competitors. On this basis, it is possible to really find a market entry point. If the strength of this enterprise is strong enough, it is possible to launch a "positive war" with the opponent. If the actual strength of the enterprise is weak, it can only think differently, and only engage in "flank warfare" or "guerrilla warfare" with its competitors, such as differences in products and specifications, differences in main channel types, differences in price bands and so on.

< /p >

Generally speaking, this level should also go back to the most basic 4P thinking: what products to sell, which channels to operate, what kind of price system should be set up, and what kind of promotion strategy should be used? In general, the logical order is: product determines channel and channel determines sales promotion formula and competition level determines price band selection.

< /p >

< p > < strong > four, break down strategy formulation < /strong > /p >

< p > 1, product line planning strategy < /p >

< p > macro level < /p >

< p > product is the foundation of all sales. Whether the product line planning in the regional market is reasonable or not will directly determine the success or failure of the market. The regional market not only brings sales volume to the enterprise, but also sets up brand image and creates as many profits as possible. Therefore, the product line setting point of thinking is that both products with brand image and products that can bring sales and profits to enterprises should be set up. There should be three kinds of products in detail: < /p >

< p > brand products: high price, high quality, brand image, not too much emphasis on sales volume < /p >

< p > profit type products: main single product, moderate price, focus on promotion and improvement of profit < /p >

< p > competitive products: price advantage, can adapt to channel price war, can rapidly increase sales volume < /p >

< p > microcosmic level < /p >

< p > after which the three types of products are selected, which products are the main products of the market, they are mainly determined by the overall marketing strategy, product promotion plan and the core competitors.

If the company's overall marketing strategy is "guerrilla warfare", then in the selection of the main products, we must avoid the main product system of the competitors, and choose the products that are relatively differentiated as the main ones.

Specific product differentiation strategies include: specification differences, packaging differences, price differences and so on.

< /p >

< p > 2, channel layout strategy < /p >

< p > product determines channels. Different product prices and packaging specifications determine what types of channels should be chosen.

The 1000 yuan Moutai can't be sold at the roadside breakfast point. So how to arrange the channel should first consider what kind of product line the enterprise has set, so it is meaningful to talk about the layout of the channel on this basis.

The second factor that should be considered in the layout of the channel is what is the main sales channel type in the regional market. Only by grasping the mainstream sales channel types can we really get the success of the market breaking. As mentioned earlier, the mainstream channel of Shanghai market is the KA system and the locking convenience system (CVS). The layout of the Shanghai market must naturally focus on the two types of channels. Specifically, the focus of the channel layout strategy is as follows: < /p >

< p > distributor layout: < /p >

< p > for most enterprises, it is still necessary to operate the market through distributors. Therefore, how to choose the number of distributors in the distributor and regional market and how to define the proportion of each type of dealer is crucial. In general, the following elements should be considered in distributor layout: < /p >

< p > A, in principle, define the number of dealers by administrative division, for example, there are 1 dealers in the prefecture level market, and 1 dealers in the county level market.

If the product is in the stage of entering the market or the power of the distributor network coverage of the selected prefecture level city is strong, it can also be considered that a city has only one general distributor, and the county town has a distributor; < /p >

< p > B, choosing what type of distributor mainly refers to the local channel characteristics. The KA channel is developed mainly by KA based distributors, while the developed circulation channels mainly choose distributors based on circulation. Of course, we should also take into account the company's overall channel development strategy (mainly KA or circulation) and the input of market cost; < /p >

< p > construction of distribution channels < /p >

< p > for fast moving consumer goods, the core determinant of success lies in the market share rate. No matter how old and new products are, how to improve the market rate of products in the market is the primary consideration. The construction of distribution channels is an important way to effectively improve the market rate.

The construction of distribution channels is, in the final analysis, the problem of level setting of channels. The emphasis is on the depth of channels. < /p >

< p > there are several factors to be considered when constructing a distribution channel: < /p >

< p > A, a group of business network coverage width and depth < /p >

< p > the core purpose of setting up distribution channels is to improve the rate of market placement. If a group's network coverage is strong enough to meet the requirements of increasing the market rate, there is no need or only a small number of supplementary distributors in the market.

The number of distributors should be inversely proportional to the network coverage ability of a group of merchants, that is, the stronger the network coverage ability of a group of operators, the less the number of distributors to be set up! < /p >

< p > B, the number of population in the regional market and the administrative area < /p >

< p > regional market population and administrative area are also inversely proportional to the number of distributors. That is, the smaller the population is, the smaller the administrative area is, the less the number of distributors is needed.

< /p >

< p > C, the channel profit level of products < /p >

< p > each channel member has a requirement for the profit of the product. How the channel profit level affects the setting of the channel level to a large extent, the larger the gross margin of the product, the more channel level can be set up theoretically.

< /p >

< p > 3, price system setting strategy < /p >

< p > price is the most sensitive element in 4P. To a certain extent, price has even played a decisive role. Therefore, the success of the price strategy directly determines the vitality of the product in the market. In the actual market operation, the setting of the price system should start from the following two aspects: < /p >

< p > 1. The profit margin control of channel members is less than /p.

< p > for fast moving consumer goods, the level of channels is relatively long, from manufacturers to distributors to two distributors and then to terminals to consumers, at least through 3 levels.

From the price point of view, there are factory price, dealer's selling price, two batch dealer's selling price and retail price.

The key to ensure that the terminal retail price is within the controllable scope of enterprises is to set reasonable price system at all levels and control the profit level of channel members at all levels.

Strictly prohibit any channel members from blindly raising prices or selling at low prices.

< /p >

< p > the price setting between different channel types is < /p >.

< p > because of the diversity of channel types, the price setting of various channel types should also be given special attention.

For example, the price of the KA system can often play the role of price benchmarking, so the price setting for the KA channel is slightly higher than that of the traditional circulation channel (the KA channel will often sell at a special price), and the relatively closed channels can be relatively higher than other types of channels in order to ensure the enthusiasm of the selling point, and the traditional distribution channels should rapidly increase sales through "relatively low" prices! < /p >

< p > 4, promotion strategy < /p >

Generally speaking, the promotion strategy of P > market should focus on three factors: target consumers' characteristics, channels, and product prices. The promotion methods of products with different prices are different, and the promotion methods adopted by different channels are different.

Specifically to the market operation level, it is mainly thinking about how to formulate the promotion and promotion strategy of KA system, the promotion and promotion strategy of channel channels, and the promotion strategy of consumer promotion.

< /p >

< p > 1. Promotion strategy principle of KA system < /p >

< p > KA system is a very important sales channel for fast moving consumer goods.

The KA system is of great significance not only for building brand and improving sales volume, but also for setting up price benchmarks for products.

Therefore, the promotion design of KA system should follow the following principles: < /p >

< p > A, plan ahead, negotiate ahead, and make annual sales promotion plan < /p >

The game rules of < p > KA system are promotion and monthly change. Because the KA system has the characteristics of management standardization, planning and periodicity of promotion schedule arrangement, the promotion of KA system must be well planned in advance, ahead of schedule and timely adjustment, so as to ensure the implementation and effectiveness of the promotion; < /p > Zhou Zhou system.

< p > B, promotion must match the product's image display < /p >

The important purpose of the promotion of < p > KA system is to enhance the brand image. Therefore, whether it is a gift promotion or a direct promotion, the terminal of the product (usually reflected in the form of ground heap or end rack) must be better, so as to design the display form that can catch the eye of the consumers as soon as possible; < /p >

< p > C, pay attention to the coordination details in the promotion process < /p >

The promotion process of < p > KA system involves many details such as stocking, price change, gift preparation, image layout, inventory handling and so on. Therefore, every sales promotion must formulate a detailed execution plan before and after the promotion, so as to ensure the actual effect of promotion; < /p >

< p > D, focusing on summing up and improving < /p >

< p > after the end of each sales promotion, we must make a summary of the sales promotion in detail according to the standard format, analyze in detail the sales volume change, the cost input, the achievement level of the sales promotion, the success and the inadequacies of the promotion, so as to further improve the next promotion.

< /p >

< p > design principles of channel promotion < /p >

< p > compared with KA system, the promotion of traditional channels is relatively simple. However, due to the poor dispersibility and controllable nature of traditional channels, the design principles of channel promotion mainly consider the following aspects: < /p >

< p > A, promotion should be as simple as possible, < /p >

< p > because most of the FMCG manufacturers still operate the market through distributors, whether it is for distributors, two distributors (distributors) or terminal outlets, they must be completed through distributors. Therefore, too complex promotion methods will increase the difficulty of dealers' resistance and actual implementation, and the promotion effect will naturally be discounted; < /p >

< p > B, with distinct themes and a clear distinction between primary and secondary < /p >

< p > channel channels involve different levels of channels, dealers, distributors and two groups of merchants. Therefore, the purpose of each promotion must be clear. Sales promotion is to make dealers more "pressing goods", or to distribute quickly to distributors, two batches of merchants, "pressing goods", and also to make the terminals quick to sell. < /p >

< p > C, the details of the verification process are controlled < /p >

< p > as mentioned earlier, channel promotion is basically carried out through distributors. Therefore, how to avoid or reduce the interception of promotional resources by dealers (the resources and policies of the manufacturers to sell promotions are the nature of dealers), in addition to considering the design factors of the promotion plan itself, more control is needed through the scientific setting of the verification process.

The principle of scientific verification process is to maximize the ability to avoid or reduce the "interception" of dealers, and not too complex to affect the implementation effect of activities.

< /p >

< p > design principle of consumer promotion < /p >

The essence of "P" promotion is, in the final analysis, a means of communication between brands and consumers.

Besides promoting sales volume, it is more important to improve brand awareness and reputation, so as to cultivate consumer loyalty. For the fast moving consumer goods, due to the homogenization of products and the physical differences of products are almost zero, we must seek to form differences in consumer psychology (brand distinction).

Sales promotion aimed at consumers should follow the following principles: < /p >

< p > A, the promotion form should be as new as possible. < /p >

< p > because of the fierce competition in the market, there are many ways to promote the sales of products. Therefore, only the design of new sales promotion methods can fully attract consumers' attention; < /p >

< p > B, should be "entertaining" so that consumers can participate in it < /p >

< p > sales promotion aimed at consumers should arouse consumers' interest and create happiness. Entertainment promotion is a topic of communication! < /p >

< p > C, promotional gifts should be practical > /p >

< p > the attraction of material interests is huge. Promotional products do not necessarily have great value (cost factors), but we must make consumers feel "value for money".

< /p >

< p > D, easy to operate < /p >.

< p > good sales promotion must comply with this principle. There should not be too many links to promote sales. The best thing is to cash in. Consumers actually hate the idea of "collecting" or "accumulating" deliberately for a promotional interest.

< /p >

< p > < strong > five, execution flow design < /strong > < /p >

< p > strategy is more important than execution. It is called "one point decision, nine points execution". In the implementation process, we should pay attention to the following aspects: < /p >

< p > 1, what is the implementation of < /p >

< p > strategy direction must be pformed into executable quantified target and a set of action plan should be formed according to quantified goal; < /p >

< p > 2, who will carry out < /p >.

< p > strategy and goal must be made clear to every member of the team through the form of meetings. Let every member of the team have a small target after the total goal is broken down. Let the team members know clearly what position they are in the whole action plan and what to do; < /p >

< p > 3, process control < /p >

< p > process control mainly emphasizes the grasp of the key nodes of the whole action plan, ensures that the action plan does not deviate from the established target plan, and at the same time, taking into account the changes in the actual market situation, makes timely corrections and adjustments to the established plans, ensuring that all proceed from reality.

< /p >

< p > 4, evaluation system < /p >

< p > the ultimate goal of process management is to achieve results, so the whole team management should be result oriented.

In the execution of actual business actions, there should be a clear assessment system and method for the execution of goals and key points. Each cycle will regularly reward and punish the team's execution results! < /p >

< p > 5, main management tool < /p >

< p > in the actual management process, the main management and control tools of the team are: PDCA circulation flow chart, meeting management (morning meeting, evening party), business report system.

< /p >

< p > < strong > six, the key and difficult problems are solved < /strong > < /p >.

< p > 1, dealers cooperate less than /p.

< p > regional market, especially the regional market that has been operating for many years, is most likely to encounter the problem of ineffective dealers.

To solve this problem, first of all, we should analyze clearly the main reasons for the poor cooperation of distributors.

After years of experience in the market analysis, there are three main reasons for the poor cooperation of dealers: first, the dealer's qualification is not high enough (due to brand power); second, long time dealers have a deep understanding of the company culture and produce inertia ("old dealer disease"). Many negative channels and financial policy factors of the company affect the enthusiasm of the distributor (such as not timely reimbursement, and no cash to be fulfilled); third, the regional managers lack systematic and effective management methods for distributors.

To solve this problem, we must first look at what kind of distributor the regional market belongs to, and analyze the specific problems in detail. Different distributors should have different ways.

On the other hand, the company's financial and logistics problems should be constantly put pressure on them to maximize their enthusiasm, and if necessary, it should be considered as a replacement. It should be considered as a long-term job. The dealers with poor qualifications should, on the one hand, lean properly through policies, support their rapid development as much as possible and keep pace with the company. On the other hand, they should conduct a comprehensive assessment of the qualification of dealers. If they do not have the potential of training and development, they must be replaced without hesitation when the conditions are ripe. If it is the management reason of the regional managers themselves, then it is necessary to systematically learn about the actual combat contents of the dealer management! < /p > for old dealers, on the one hand, through active communication and coordination, it will affect their positive.

< p > 2, the development of blank area is not strong. < /p >

< p > for fast moving consumer goods, the ultimate way to increase sales is to increase the market share and gradually eliminate the blind spot of the market.

The main reason for the ineffective development of the blank area is that the channel level of the market is not enough, that is, the network coverage ability of the existing channel providers.

In the actual market operation process, there are mainly two ways: one is to continuously increase communication, brainwashing, pressure and policy enticement, so as to increase the manpower and capacity of the first class channel providers and improve the network coverage ability.

One is to increase the number of channel members and improve network coverage by setting up two or even three level channel providers.

What kind of method is better depends on the actual situation of the specific enterprise and market. The starting point of the thinking is that the channel strategy part of the fourth part of this article has been analyzed.

< /p >

< p > 3, fleeing goods control is not strong. < /p >

"P" is known as "cancer" in marketing, so it is difficult for enterprises to cure them.

The most important management method for dealing with vicious fleeing goods is heavy punishment. This is a test of the culture and management style of enterprises. Because of the intricate internal relationship of many enterprises, the simple management of goods fleeing has become more and more complicated.

< /p >

< p > 4, new product promotion less than /p.

< p > the continuous introduction of new products is one of the important factors for enterprises to continuously develop and maintain market competitiveness.

However, in the actual operation of the market, the success rate of new products is very low, especially for small and medium enterprises. The promotion of new products is mainly caused by the following factors: < /p >

< p > A, the cause of the new product < /p >

< p > many enterprises did not systematically analyze the needs of consumers before launching the new products. The core elements such as positioning, specification, packaging and price of the new products were not rushing to the market after they were mature. Failure was inevitable. < /p >

< p > B, dealer's contradictory attitude towards new products < /p >

< p > dealers always have conflicting attitudes towards new products. On the one hand, they welcome new products from the company to bring new sales and profit growth points (new products are opaque, and gross margins are generally higher). On the one hand, they are worried that new products can not be sold, and basically adopt conservative strategies when marketing; < /p >

< p > C, new product listing lacks systematic promotion strategy < /p >

< p > this is most evident in the small and medium-sized enterprises. After the launch of the new product, it is just a simple promotion, how to promote the marketing terminal and how to design the consumer promotion plan without a systematic plan; < /p >

< p > D, new product launch frequency too fast < /p >

< p > a lot of enterprises are forced by the pressure of sales volume or the temptation of rapid development, without considering the ability of product control and management, and launching new products blindly and quickly. As a result, the attention of each new product is not enough, and it is difficult for them to achieve their original intention. In the original words of the distributor, they say "only care for children and never cultivate children"! < /p >

< p > E, not insisting on < /p >.

< p > now the market competition is quite intense. In many industries, monopolistic competition has been formed, such as soft drink industry, milk industry and so on.

New products can not be successful in the short term, many enterprises have invested huge amounts of manpower, money and material to promote the new products in the short term without success. Then it is a pity! < /p >

< p > the reason is found, and the solution is natural. Of course, there are many reasons for solving this problem at the level of enterprise decision and management. It also needs to be resolved from the enterprise and decision level. This article mainly discusses how to do well in the promotion of new products at the regional market level.

< /p >

First, as a regional sales team, we should take a positive attitude. We should accept the new strategy and tactics from the bottom of our hearts. We must have the belief that new products must be popularized, instead of too much emphasis on the difficulties in the regional market. Do not "artificially" obstruct the promotion of new products; < /p > p

< p > secondly, we should do a good job in the communication work of distributors, give proper tilt to new products in promotion and other policies, maximize the enthusiasm of dealers from the interest level, and take certain coercive measures when necessary; < /p >

< p > again, in the promotion of new products, we must follow the promotion strategy of point line and line belt, and select the key KA stores in the regional market to promote sales promotion. Under the premise of new products reaching a certain popularity and consumption base, we will gradually improve the market rate and expand the sales area, so as to ensure the success rate of new product promotion.

< /p >

< p > 5, promotion ineffective < /p >

< p > promotion is an important means to achieve rapid product distribution or marketing, and its importance is self-evident.

However, in the actual market operation process, the creative sales promotion plan which is often issued by headquarters has made great discounts in the implementation of regional markets. The reasons are the following: the lack of enough attention of the regional sales team, the ineffective promotion policy, the ineffective communication between the relevant executive units (distributors, terminal stores), the lack of detail preparation for sales promotion, the lack of process control and so on.

The reason for the problem has been found, and the problem of poor implementation of sales promotion has been solved. About the implementation of sales promotion, the fourth part of the article has been analyzed in the relevant chapters. There will be no more details here! < /p >

< p > 6, terminal maintenance ineffective < /p >

< p > for fast moving consumer goods, the ultimate goal of all market operations is to increase sales volume through upgrading the market rate. Therefore, as the market rate has improved to a certain extent, the maintenance of terminals has become extremely important. Terminal maintenance is a common market problem. The solution to this problem is mainly from the following aspects: < /p >

< p > A, do well file registration and classification work of terminal network < /p >

< p > the number of terminal outlets in the market is a relatively constant number (there is a new opening related to the door). For the outlets where the products have been entered, the registration should be done according to the region and the line, and the categories should be classified according to the nature and importance of the outlets; < /p >

< p > B, according to the difference of dot classification, determine the frequency of visits; < /p >

< p > C, key stores implement special person timing management.

< /p >

< p > 7, prompt management of goods < /p >

< p > because fast moving consumer goods basically have certain shelf-life requirements, therefore, the management of spot products is an important work in the management of fast moving consumer goods sales.

The emergence of spot goods and even expired products not only brings huge losses to manufacturers and dealers, but also seriously affects the enthusiasm of terminal sales.

In the actual market work, we should do well in the management of spot products in the following aspects: < /p >

< p > A, regular inventory of dealer's inventory, ensure that dealers are out of stock strictly implement the "first in first out" principle; < /p >

< p > B, the spot products found by the terminal will be given timely promotion policies to strive for "in situ solution", when necessary, centralized recycling and centralized promotion; < /p >

< p > < strong > seven, how to efficiently < a href= "http://sjfzxm.com/news/index_p.asp > > < /a > < /strong > /p >

If P's strategy is not effective, it can only be "castle in the air".

Effective implementation should pay attention to the following points: < /p >

< p > 1, understanding the real meaning of executive power: < /p >

< p > executive power is to complete the specified goals within the prescribed time.

Therefore, we must pay close attention to two points in the actual execution process: what is the goal of the regulation, and what time must be stipulated.

< /p >

< p > 2, the secret of execution: < /p >

< p > determination first, success or failure second; conscientious first, smart second; speed first, perfect second; result first, reason second, lock target, focus on repetition.

< /p >

< p > 3, the sanctity of the system (system can not be challenged, everyone is equal before the system) < /p >

< p > any system, once formulated, has to be executed unconditionally. At present, there are only two words in the system. There is no reason and no excuse. < /p >