Obviously, when entering the new year, everyone has a strong desire to learn, but also anxiety about falling behind.
I always say that only the underlying logic has vitality.
underlying logic+environmental variables = methodology.
The environment is changing all the time. Only by mastering the underlying logic can we explore the changelessness and grasp the essence. So as to deduce endless methodology.
The thinking ability of business is actually the ability to think deeply from the bottom logic.
Just the other day, a classmate asked me another question, which I think is particularly suitable as a thinking question. Let's train our business thinking ability together.
Excuse me: Why is there only four people in Taier's pickled fish shop?
First, grasp the unchangeable underlying logic
Taier fish with Chinese sauerkraut is a restaurant that you may have heard of and eaten.
but why does Taier pickled fish have no round table, no six seats and eight seats, but only four seats?
starting from the underlying logic.
what is the underlying logic of the restaurant? It's Pingxiao.
store rent is one of the most important costs of restaurants. Therefore, we often use "floor efficiency" to measure the operating efficiency of a restaurant.
Pingxiao is the revenue generated by stores per square meter every year. The higher the efficiency, the higher the operating efficiency and the better the profitability.
it is expressed by a formula: floor efficiency = total store income ÷ total area of a single store.
therefore, if a store wants to make a profit, it must make it more efficient than rent per square meter.
improving the efficiency of the restaurant is the underlying logic of running a good restaurant.
so, how to do it?
The turnover peak of a restaurant is usually only two time points: lunch and dinner.
the higher the turnover of lunch and dinner, the better the floor effect.
but how to increase the turnover? Desperate to sell the menu and make customers order the most expensive dishes?
of course not. Seeing this, I think you should have an answer:
To increase the turnover of lunch and dinner, the core is to increase the turnover rate.
during the meal time, the turnover of turning over four tables is almost certainly higher than that of turning over two tables.
Now the question is, what kind of customers may eat for a long time, which will affect the turnover rate?
for the party. Six people and eight people came together.
at 6 o'clock in the evening, someone will come to take the number and queue up to take a seat. At 6: 3, two or three people came one after another. Let's meet and say hello, chat first and play with our mobile phones. At 7 o'clock, others finally got off work and came to the restaurant. After dinner, it may be 7: 3 to 8: .
that's not enough. after eating, we have to chat for a while and have a rest.
a meal, maybe from 6 pm to 9 pm.
what should I do if you can't drive the guests away?
at this time, you will know why there are only four people in Taier pickled fish.
it's not because the store is small, it's not because there is no way to change the round table, but I don't want guests to do too much social work here. Four people, it's good for everyone to have a simple meal and chat. After eating, you can go shopping and watch movies.
The core is the turnover rate.
Having said that, let's change the subject by the way. Why do restaurants focus on the category of "pickled fish"?
or for the turnover rate.
this is my specialty, fish with Chinese sauerkraut. I've made a decision for you. Just choose this one, and you don't have to spend time thinking about it.
Moreover, if the restaurant has a central kitchen, and the pre-prepared dishes are prepared in advance, the time cost of making will be greatly reduced and the serving speed will be faster.
This is to think from the "bottom logic".
now, do you understand?
second, find the methodology of change
when we master the underlying logic, we can constantly deduce the methodology of change according to different environments.
as a result, you can understand the practices of many other restaurants.
I'll give you another example. Let's continue to train our business thinking ability.
KFC, how to improve its efficiency?
KFC is a typical "front shop and back factory". The storefront at the front desk allows everyone to eat and consume, and the kitchen at the back provides the capacity to make food.
but you can imagine a situation: what if the consumption of the front store can't be digested by the production capacity of the back factory?
for example, a * * * cooked 3 fried chickens, and the front store only spent 15. The other 15 are wasted. Ping effect, and therefore reduced.
what should I do?
So, you must have noticed that KFC has been vigorously developing "takeaway".
If the efficiency of eating in the dining room has reached its limit, let's make takeout. You order, I'll send it to you. Maybe, we can sell another 1 fried chicken.
But, there are 5 fried chicken left. What should I do?
you can also make "takeout".
it's not necessarily for dinner, so pack it. Get an external window in the restaurant. Passers-by don't even have to enter the door. You can buy semi-finished products directly processed and cook fried chicken yourself.
in this way, maybe we can sell another 5.
in-class, take-out, take-out. This is the methodology that KFC has found according to the underlying logic of "ping efficiency" and its own situation.
do you understand?
hmm, interesting and reasonable. Can you give another example?
ok. Then I'll say another one.
For example, one of my favorite food and beverage categories is in full swing in China, and it is even called crayfish, the ninth largest cuisine in China.
However, crayfish has an obvious disadvantage, which is seasonality.
time to market, starting in may and ending in September. What about the remaining seven months of that year?
Most crayfish shops have to close. It is too difficult to support 12 months' rent with 5 months' flat effect.
What to do
So many people came up with a clever way: a crab shop.
in summer, it's spicy crayfish. In winter, it is sheep scorpion hot pot.
relying on the two categories together, the annual ping effect will be supported.
Now, let's look back at these three examples, Taier pickled fish, KFC and crayfish shop. Have you found anything?
They are all looking for their own methodology to solve their own problems from the bottom logic.
Taier pickled fish solves the problem of "one-time" turnover rate of rice. KFC has solved the problem of "one day" consumption of production capacity. The crayfish shop has solved the seasonal problem of "one year" in operation.
this is the thinking ability of business.
third, how to train business thinking ability?
So, how do you train your business thinking ability?
I'll give you some specific suggestions.
first, ask why.
the question is the starting point of thinking. Only when you are truly curious about the business world can you continue to think deeply.
Yes, why is there only four people? Why are there takeout and takeout? Why do you put crayfish and scorpion together?
if you don't have these "why", there will be no problems in your world, let alone thinking about them.
second, find the underlying logic and key variables.
find the problem, and then go to the underlying logic.
since it is the underlying logic, it must be universal, something around us. It just needs us to constantly verify and summarize.
for example, in the restaurant just mentioned, the underlying logic is the floor effect.
For example, you can think about management from the perspective of "responsibility and rights".
For example, product problems can be extended from the perspectives of function, experience and personalization.
then, grasp those key variables.
the key variable is the most important thing in the 2%.
There may be 1 or 1 reasons that affect one thing, but certainly not every one is the most important. Find the most important key variable that can affect 8% of the results.
If you can think of this level, your thinking ability in business will definitely be improved.
third, write and draw.
the results of our thinking must be scrutinized and verified.
how to scrutinize and verify?
write your own ideas and draw your own model.
When you can write your thoughts in an article or express them in a formula, it means that you have a deeper thinking. At least, the logic is clear. Otherwise, you can't express it at all.
If you have higher requirements for yourself, you can draw it.
writing is still linear thinking. Painting is really putting logic in a closed loop.
If you can clearly draw complex thinking on a picture, you will have the ability to think abstractly and express figuratively in business.