Xu Guanju's entrepreneurial course

196 1 year, Xu Guanju was born in an ordinary rural family in Zhejiang. This hot land of Zhejiang has bred a large number of successful businessmen. Xu Guanju's father, Xu Chuanhua, is one of thousands of ordinary farmers with business mind in Zhejiang.

Xu Guanju has publicly stated that the person he admires most is his father. "I like to follow my father since I was a child, watching him communicate with people outside and do some small business." Xu Guanju said. "When the Cultural Revolution was the most bitter, some neighbors could not eat, but our family could always eat. Relatively speaking, my father's efforts have made our family better than similar families. "

In Xu Guanju's mind, Xu Chuanhua is a typical farmer in Zhejiang, hardworking, optimistic and resilient. The biggest influence on Xu Guanju is Xu Chuanhua's character of "daring to eat".

"Dare to take a sip of water" is Xiaoshan dialect, which means flexible thinking and daring to pursue new things. In the late 1970s and early 1980s, Xu Chuanhua keenly discovered the opportunity of planting seedlings in Zhejiang. At that time, many rural families were afraid to rush in for fear of risks, but Xu Chuanhua took his youngest son, Xu Guanju, and planted boxwood and cypress trees successively, and borrowed 4,000 yuan, which was considered as a "huge sum" at that time and carried out large-scale planting. In the opposition of his family and the suspicion of people around him, Xu Chuanhua's character of "daring to take a sip of water" made him successful. Due to entering the market in advance, the seedlings of the Xu family sold at a good price, which largely avoided the risk of subsequent large-scale price decline.

Growing up with his father, Xu Chuanhua, Xu Guanju and Xu Chuanhua are both father and son, and they are also mentors. At the same time, Xu Guanju learned all his business enlightenment lessons from his father. Besides his father's business acumen, his diligence and eagerness to learn also made Xu Guanju, who graduated from high school, do something that others thought impossible.

1978, Xu Guanju took the second exam to resume the college entrance examination after the Cultural Revolution. Unfortunately, he failed twice in Sun Shan. 1980, Xu Guanju, who was preparing for the third college entrance examination, also took part in the recruitment examination of Wanxiang United Factory, which was then a township enterprise. Of these 600 people, 49 were finally admitted, and Xu Guanju, aged 19, was one of them. Since then, she has worked as an accountant in Wanxiang. From 65438 to 0985, a terrible disease befell Xu Guanju, a rural youth in Xiaoshan, Zhejiang, who was only 24 years old. He suffers from a serious disease-hemolytic anemia, which is difficult to treat in hematological diseases. The doctor judged that Xu Guanju "could live 10 years if he had a good rest". This sudden illness also changed the life track of Xu Guanju. If he is not seriously ill, he may end up a studious "Xu accountant" and a chemical king.

"At that time, due to early seedling cultivation, our family was relatively rich in the local countryside of Xiaoshan." Xu Guanju told reporters. The Xu family became a "ten thousand yuan household" in the early 1980s. Before 1985, Xu Jiahua spent 70,000 yuan to build a building with three floors and six rooms on each floor, which was an out-and-out "mansion" in Xiaoshan rural area at that time.

"At that time, the meat was only 90 cents a catty. Ten thousand households have been regarded as a symbol of wealth, and a worker's monthly salary is only a few tens of dollars. " Xu Guanju recalled that it never rains but it pours. In the same year, due to oversupply, the price of seedlings plummeted, and the seedlings of the Xu family began to sell, and the phosphate fertilizer plant where his father Xu Chuanhua worked also closed down. His father can only retire by 50 yuan's monthly retirement salary, which also cuts off the main source of income for the Xu family.

By the end of 1986, the Xu family had been in debt of 26,000 yuan for medical treatment. At the same time, the accountant who worked in Lu Universal Joint Factory had to go home to rest because of illness. "This means that the debt of 26,000 yuan may not be paid for a lifetime."

Under the pressure of survival, Xu Chuanhua and Xu Guanju made a bold decision after discussion-to get rid of family financial difficulties through starting a business, and also to raise funds for his son Xu Guanju to continue his treatment. But the background at that time was that the country had just begun to allow individuals to open shops and enterprises, which can be said to be "daring to be the first in the world." However, the problem facing Xu Chuanhua, who is 5 1 year old, and Xu Guanju, a sick young man, is that the family is already heavily in debt, so where does the venture capital come from?

At this time, the intelligence of Zhejiang people played a key role. With little money, Xu Chuanhua bought the closed phosphate fertilizer plant and part of the phosphate fertilizer used to pave the road, processed the phosphate fertilizer himself and then sold it. At the same time, I borrowed money from relatives and friends and raised a total of 2000 yuan. "It's this 2000 yuan, and I borrowed more than a dozen." Xu Guanju tone with a sigh.

Even so, a start-up capital of 2000 yuan can't start a decent enterprise. Just then, a friend of Xu Chuanhua suggested that it doesn't cost much to make hand sanitizer, just need to buy raw materials and a reaction tank. JOE followed his friend's advice.

In this way, at the end of 1986, the Xujia Jianlou family workshop, the predecessor of Chuanhua Group, officially opened. A living water tank and a large iron pot borrowed from the production team have become all the equipment for starting a business. If there is no reaction pot, use a water tank and an iron pan. If there is no boiler, use a few bricks to build a stove. If there is no mixer, use manpower to stir.

There is no denying that Xu Guanju is unfortunate, hemolytic anemia almost drove him to the wall, but Xu Guanju is also lucky. The shortage of materials in the planned economy era makes it difficult for them to enter the hand sanitizer market without much market competition. 1986 65438+ In February, the first bucket of hand sanitizer of the Xu family was baked. At that time, the cost of a bucket of hand sanitizer was 8 yuan, and the price was 14 yuan. A bucket of hand sanitizer can make 6 yuan's net profit. Going door to door can sell 10 to 20 barrels a day, which means you can earn 60 to 120 yuan a day.

The division of labor between Xu and his son is responsible, and Xu Chuanhua is outside. Specifically, Xu Guanju, who needs to take care of illness at home and has worked as an accountant, is responsible for finance, contacting buyers by telephone, contacting government departments such as industry and commerce, and Xu Chuanhua is responsible for sales.

At the beginning, the Xu family produced at night and sold it during the day, one jar at a time. However, the popularity of liquid soap soon made their goods in short supply. In the second year, through cooperation with more than 600 supply and marketing cooperatives in Xiaoshan, the sales of hand sanitizer reached 330,000 yuan and the profit was more than 30,000 yuan. After paying off all debts and paying medical expenses, there is still more than 10 thousand yuan left.

At this point, the Xu family began to walk out of the trough, and the seriously ill young man began to be optimistic. Although the economic benefits of "Xu's Workshop" are good, Xu people are often frustrated because they have no technology.

At that time, the technical work in the workshop mainly relied on "Sunday engineers" invited from outside. Every time the process of hand sanitizer is almost finished, the "Sunday Engineer" will take out a bag of powder and pour it into the ingredients, and the hand sanitizer will become sticky. But without this bag of powder, the hand sanitizer will be clear and thin and can't be sold. But out of "trade secrets", "Sunday Engineer" refused to tell Xu Guanju what powder was.

Xu Chuanhua, who was controlled by others, began to look for answers everywhere. At this time, a colleague offered 4000 yuan to sell this "business secret". In the end, JOE bought the secret with all his 2000 yuan. Colleagues told Xu Chuanhua that this inscrutable thing is actually a spoonful of salt used by the Xu family every day.

Buying a spoonful of salt for 2000 yuan made the Xu family feel very lost. Xu Guanju, who was scolded by his father for "what's the use of spending money to study", began to teach himself chemistry. From then on, Xu Guanju became the R&D manager and the only R&D staff in his company. Many liquid soaps were made by Xu Guanju. After producing the hand sanitizer, Xu Chuanhua accidentally learned that the textile printing and dyeing factory needed a detergent to remove the stains on the printing and dyeing gray cloth. The basic material of this detergent is similar to liquid soap.

At this time, Xu Guanju's brother has resigned and gone home to take charge of finance. Xu Guanju, who walked out of the financial field, became the first "engineer" of his own enterprise through self-study of chemical engineering. Through continuous experiments, we made two kinds of washing auxiliaries-105 and 209, and sold them to a printing and dyeing factory for two tons and one ton respectively, which also made Xujia Zuofang "do business" with the enterprise for the first time.

However, due to the poor decontamination ability caused by the technical level, in 1990, the domestic market of washing and dyeing auxiliaries with strong decontamination ability was almost completely occupied by foreign-funded enterprises. Xu Chuanhua and Xu Guanju decided to develop detergent additives with strong detergency and make their own "fist products".

Having to build a "fist product" and being inspired by "2,000 yuan for a spoonful of salt" makes Xu Guanju cruel. 1990, after 1000 experiments, Xu Guanju invented "90 1 special degreasing agent". 199 1 year, "90 1" passed the provincial appraisal in Hangzhou; 1992 "90 1" won the gold medal in Beijing International Invention Patent Exhibition, and won 1 1 national and provincial invention or product awards in the following years. A chemical authority lamented: "I didn't expect this thing to be made by a high school student."

"So far, in 18 years, no similar product can obviously surpass' 901'." Xu Guanju said.

The event of "2,000 yuan for a spoonful of salt" also strengthened Xu Guanju's determination to introduce technical talents. Starting from 1992, Xu Guanju began to introduce college students and social talents and set up its own laboratory.