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创业家与盈利模式选择

时间：2023-08-26 百科知识 版权反馈
【摘要】：我们对宁波市57家企业的盈利模式进行了初步总结，每个企业都对应着一位在国内有影响力的创业家。总体来看，这些企业及创业家们对盈利模式的选择是很普通的，或者说都是很常规的，并没有涌现出令人感到惊叹的富有创造性的模式。管理创新与技术创新是提升盈利模式价值的基本途径。

我们对宁波市57家企业的盈利模式进行了初步总结，每个企业都对应着一位在国内有影响力的创业家。范围是从2007年宁波市举办的十大“风云甬商”活动报名参选名单中选取的。在搜集相关资料的过程中，深切感受到了创业家对于创业的执著，朱光潜先生曾经说：人因为持守而变得美丽。创业家是美丽的，因为对梦想的追寻，因为对生命的责任。总体来看，这些企业及创业家们对盈利模式的选择是很普通的，或者说都是很常规的，并没有涌现出令人感到惊叹的富有创造性的模式。这应该与我们国家市场经济成熟的程度是一致的，在目前市场经济的情况下，企业盈利模式虽然出现多层次化的、服务创新导向的势头，但还不能同国外发达的经济体系相比较，生产型、贸易型或工贸一体型的盈利模式仍然是主要的选择。

（1）盈利模式植根于市场需求

这些简单的盈利模式之所以能走向成功，最重要的原因是创业家捕捉到了体现时代发展的市场需求。经过30年的改革开放，国内市场经济虽然有了飞跃式的发展，但相对于社会发展的庞大需求，供给层面仍然存在很多的空白，特别是技术含量与附加值比较高的产品和服务需要众多有魄力的创业家去开拓。未知的领域充满了风险，新材料、重型机械、生物工程、新能源等领域虽然市场广阔，充满了诱惑，同时也对创业家的经验、资本、管理能力等提出更高的要求，而且需要在培育企业和市场的漫长时期内承受亏损的压力。从宁波市这57位创业家的经历来看，它们基本上是在年轻的时候就进入商界，多数是从很小的生意做起来的，在积累了相当的经验、资本与人脉网络之后才开始进入更大的领域，因此能够比较从容地应对新的盈利模式所带来的压力。樊国芳进入再生能源、何华均开发现代农业、杨杰弄潮现代会展业、张静天塑造塑机大鳄等等，基本都是沿着这条路经走出来的。这或许在一定程度上体现了宁波创业家们稳健与敏锐的完美结合。

（2）盈利模式的专业化与多元化组合之路

宁波市这57家企业主要是通过专业化或多元化的途径来提升盈利模式的。所谓专业化是指通过完善管理体系、引进人才或技术改造占据价值链更为有利的地位，而多元化则是指通过获取范围经济的优势进入高增长的产业。宁波市创业家能够很好地将专业化与多元化进行结合，57位创业家中实行多元化战略的依然是以最初创业的领域为阵地，而且新进入的领域一般都与原来的领域具备很强的产业关联。多元化的选择在一定意义上也是这些创业家在专业化道路上盈利模式创新遭遇阻力的一种适应性选择，反映了创业家们盈利模式创新的能力有待进一步提高。中国企业联合会2006年公布的一份关于中国企业失败原因的研究报告也显示：中国的失败企业绝大多数败于多元化。如果创业家是因为不能在老本行里发现新的盈利模式而借助于多元化去获取高额利润，这种选择将是很危险的。除了能力因素外，市场的成熟程度也是制约盈利模式创新的重要因素，因此如何通过外部环境的改变来影响创业家们选择盈利模式创新决策以形成更为健康的盈利体系是一个很有意义的课题。

（3）创新提升盈利模式的价值

在供给严重匮乏的产品经济时代，简单的盈利模式就能够为创业者带来丰厚的回报，然而随着供需格局及供需关系的改变，原来高速运转的盈利模式已经不能适应市场的要求，效率会不断下降。导致这种情况出现的具体原因包括产品与市场需求的脱节、管理方式陈旧、人员的积极性下降、政策空间丧失等等。管理创新与技术创新是提升盈利模式价值的基本途径。创业者通过引入新的管理理念与管理模式、打造更具创新创业能力的团队、转变企业与社会之间的关系模式等来保证企业健康的运转。但从实际效果来看，管理创新的作用主要体现在效率的提升上，或者说只能“延年”，却不能让其焕发青春，因为企业在价值分配体系中的地位并没有改变。技术创新则能起到“返老还童”的效果，为企业创造新的盈利模式。

（4）资本运营带来新的思维

王文鉴先生的创业之路在我们所关注的创业家里面非常有代表性，如果不借助于合资、收购等资本运营层面的策略，舜宇不会在这么短的时间内成为“名配角”。产业投资模式是国内早期创业家所熟悉的，特别是对于宁波范围的民营企业，稳健的产业投资是被认为最能代表宁波精神的途径。但在更加开放的市场环境中，产业投资只是资本运作的棋子，缺少资本运作的思维的创业者仅仅是更高一级的打工者。而在国民经济进行结构调整的转折时期，产业投资相对缓慢的步伐将使企业丧失跨越式发展的机会。

【案例】王文鉴借资本运营修身“名配角”

1984年，在余姚籍的浙大教授的指引下，王文鉴开始了经营舜宇之路。当时，王文鉴认为搞光学仪器，科技就是第一生产力，而科技需要人才和技术的支撑，所以小厂一开办，他就招了8名没考上大学的应届高中生，并把他们送到了浙大培训。不久，高中生们在浙大学会了生产激光显示仪，但不巧的是，激光显示仪滞销了。此时，走进死胡同的王文鉴想到的办法就是：调头走人。于是，从王文鉴找到一个小小的产品——镜头。但是原产品根本没有赢利，加上生产又要转型，连续几年王文鉴遭遇亏本，1984年亏本，1985年上半年仍然亏本。直到1985年下半年，“守得云开见明月”，王文鉴终于迎来了第一道阳光——3万多元的利润。但好景不长，1986年，为海燕照相机厂做相机镜头的舜宇，虽然生产规模明显扩大了，但由于海燕相机厂（该厂不久就倒闭了）出产的海燕相机销售不佳，舜宇再次遭到了打击。王文鉴马上瞄准了新的“依傍”对象——天津照相机厂，要求为其的东方相机生产镜头。

但当时的天津东方相机的厂家对合作伙伴要求相当严格，所以，王文鉴也必须用这样的小小乡镇企业与实力雄厚的“国企”争抢饭碗。而当时天津厂家认为这个小小的乡镇企业没法接下单子，所以，与此同时，还考察了上海和南京的两个“国企”厂。于是竞争就这么开始了，没有预备，准备。天津厂家下单：在4个月内交出1000套镜片，如果按时交付，就再订30000套的合同。而当时，对方又只给了王文鉴一张东方相机A4的图纸。但令天津人大跌眼镜的是：王文鉴他们这个小小的乡镇小厂不但最先按时交付了1000套镜片，而且质量检验完全合格。

对此，王文鉴说其实在他们交货之前，自己已经请上海国营老厂的检验师傅来检验过，自然成竹在胸了。就这样，这1000套完全合格的镜片敲开了天津东方相机的大门，使这个小小的“乡企”从此走上了横向联营之路。到1987年底，销售额达214万元，利润达47万元。而且像“东方红”，江西的“凤凰”也纷纷找上门来。到1988年底，舜宇生产的镜头达到了35万套，占全国总量的10％，全年销售额达660多万元，利润升至160万元。在全县的“乡企”中的排名一下子跃到了第2位，谁都不会想到这是一个才创办4年的乡镇小厂。

1988年，国产相机市场一片大好，社会上只要有相机就可以卖掉，要买凤凰205相机就得托人走关系。作为凤凰相机镜头生产的厂家，“舜宇”的日子自然不错！但此时，在“舜宇”刚建厂4周年时，王文鉴却想到：市场的发展是波浪式发展的，有热就会有冷。

4年来的起起落落，历历在目，王文鉴感慨万千：市场经济的浪潮是汹涌的。市场风向随时都会变。激光显示仪的滞销、海燕相机厂的倒闭让他不得不思考，“东方”、“凤凰”是否就可以高枕无忧了？如果哪一天相机市场发生变化了，舜宇又该如何面对？

企业要发展就必须能应对市场的瞬息万变，合理调整企业产业结构。而企业走多元化、多市场发展是避免单一产品遭遇市场不测导致企业亏损的最佳方法。四年后在舜宇迅速成长的时候，王文鉴提出了企业发展的两个转变：一、由单一的光学元部件转向光学元部件与整机开发同时并举；二、由单一的国内市场转向国内外市场同时并举。

舜宇集团能够从小到大，从弱到强，得益于“名配角战略”的实施。他们以打造“名配角”核心能力为导向，整合国际国内现代光电产品研发资源，构建具有卓越能力的研发平台，整合国际国内现代光电产业生产制造资源，形成对客户具有吸引力的大规模柔性化生产能力，努力融入国际现代光电产业供应链，他们的目标是：成为在国际产业分工中具有独特优势的“名配角”和国际著名跨国公司的战略合作伙伴。

目标明确，战略清晰后，舜宇立刻与浙大取得联合，组建了科技生产联合基地。这样，1988年后，在原来的抢购变成滞销之际，他们已经开拓了自己的境外市场，舜宇先后与三个外商建立了三个合资企业——“领东”的望远镜，“裕盛”的显微镜，“华达”的镜头，顺利避开了这一“暗礁”。而且，从此改变了产品单一化的局面，企业更是连续翻番发展。

余姚舜宇光学科技（集团）有限公司日前斥资2102万港元，收购了韩国力量光学公司，从而成功引入国际产业资本，在光学行业优胜劣汰的新一轮洗牌中夺得先机。

“力量光学”是韩国一家正式注册成立的光学公司，主要从事手机摄像镜头等各类元件的研究、开发和销售，拥有强大的研发能力及良好的客户基础。收购完成后，舜宇对“力量光学”的持股量将从原先的8.56％增至54.9％，而该公司也将成为舜宇光学科技的附属公司之一。通过收购，舜宇将引入韩国“力量光学”的研发资源，进一步增强公司在高端手机镜头方面的设计能力。同时，企业将进一步开拓韩国市场，扩大业务版图。［17］

（5）创业家的盈利模式

徐其明钟情收藏一掷百万、储吉旺儒雅厚德造福乡里、徐剑光“波士堂”留下艺术的欧琳，等等，每一位创业者的故事都是不同的，每一个创业者都在极力彰显自己的个性，虽然甬商一向以低调著称，但通过他们在商界、慈善、个人生活等方面的点点滴滴都能领略其魅力的个性。企业的盈利模式同样体现了创业者的个性与生活背景。在改革开放早期发展起来的创业家一般都是从小本生意开始的，基本没有受过太多的正规教育，这或许与其相对稳健的企业经营风格是一致的，对企业的国家化及资本运作的方式都比较谨慎。在起步比较早的这些创业者中还有一部分人是借助于国有企业改制从政府“下海”的，这些创业者所选择的盈利模式往往都倾向于多元化、国际化，盈利模式创新的热情更高。相对于宁波本土的创业者，在外的甬商，如上海龙象杨文仕、四川多元张坚、新加坡宝露张露、赛伯乐朱敏等的企业发展与盈利模式选择更具备现代气息。综上所述，创业家个人的生活经历、性格特征、教育背景、兴趣爱好等与其企业的盈利模式具有一定的相关性。

【案例】徐剑光艺术化欧琳

如果说幼年对美的直觉属于一个孩子的偏好，那么徐剑光真正对美有了深刻的认识，则后来在宁波美术彩印厂学习凹版印刷并上夜校之后，要知道，徐剑光上夜校的美术培训班到家足足有10里路，徐剑光夜夜不缺席。徐剑光后来在上海两个印刷厂学习调墨则为他对美有独特理解和实践练就了道与术。在上海，白天，徐剑光在一个厂学习，夜里，徐剑光又在另一个厂学习，一年之间，对一个年轻人来说，竟然只看过一次电影。吃苦耐劳的徐剑光，正是凭借这样的执著，练就了一身创造美、欣赏美的硬功夫。

1994年，从事装修行业的徐剑光发现，国内的卫生间装潢因多参照星级酒店的装修，足以让每个家庭都能找到参照的体系，而厨房装饰却无法找到一个有效的参照系。在徐剑光的意识中，中国家庭的厨房油烟弥漫、油腻四溢，实在缺乏美感，连孔子他老人家，都希望“君子远庖厨”，足见自古以来中国厨房都不大讨巧。厨房能不能也有一种整洁、舒适感，既强调功能，又时尚、艺术呢？

这一年，刚过而立之年的徐剑光，走访了东南亚和欧洲各国。每到一处，喜欢摄影的徐剑光，都会像一个“商业情报员”，四处奔走，八方拍摄，感受时代至美。一年走访，徐剑光收获颇丰，他发现，意大利人的浪漫和艺术感巧妙地渗透到厨房的设计中了，厨具设计得和家具一样，既有情调，又非常美观。而德国人不一样，德国人将严谨和智能导入到厨房中，既强调功能，讲究实用性，又非常有质感，有一种内在的美。这让徐剑光感叹不已，中国厨房走到今天，很多产品不是功能上出了问题，而是审美上不能满足现代人的审美追求了。是到了该“革中国厨房的命”的时候了。厨房对一个家庭来说，它的重要性自不必说，但它的现状确实难以言说。中国人的厨房，也应该是洁净精致而赏心悦目，这也是人们健康生活的基础。徐剑光想到这里，下定决心，一定要将国外先进的艺术化的厨房理念和厨具技术引进中国。这一年，德国实用技术，意大利艺术设计理念的欧琳厨具品牌就这样诞生了。

在徐剑光的理解中，一个器物，首先是要实用，其次，要有美感，只有二者合二为一，才是真正的上品，欧琳的产品就是这样。欧琳的产品设计师，尽管来自不同国家，但没有不对徐剑光折服的。徐剑光有深厚的美术功底，以及对材质和色彩的独特认知，加上这么多年来世界各地发现美的灵感的积淀，徐剑光总能用通感的审美情趣，带给欧琳产品独特的享受。比如，他会把欧洲一些伟大艺术家的设计灵感，运用到欧琳整体厨具的设计中来。让欧琳的厨具既有艺术气质，又融入现代审美情趣；既人性化又时尚美观。比如，他将过去呆板的黑白色厨房，打造成不同色彩的彩色厨房。再比如，他会在厨房的世界中，推出“音乐厨房”这一创想，让人在美妙的音乐中，创造可口的美食。［18］

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［16］http://www.chinahightech.com/chinahightech/news/View.asp?NewsId=1323130343

［17］http://www.hasland.com/show_labor.php?news_id=2789

［18］http://info.wujin.hc360.com/2007/08/02085548824.shtml

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