経営コンサル日誌

NISHIコンサル日誌のバックナンバーブログです。

日記

超縮小産業で成長する3つのポイント。

投稿日:

こんにちは。NISHIです。

この社長、すごいですね。

http://grass-ex.jp/Lo30/12941

中々良記事だと思っていまして、
記事を読むだけでも
かなり参考になるのではと思います。

その昔、この産業に深く関係する
「そろばん教室の全国チェーン」の
社長にお会いしたことがありますが、
(※あるんです。チェーンが)
超縮小産業でも工夫できる社長は
工夫して利益を上げるものだなと
非常に感心した覚えがあります。

トレンドに乗って儲けるのは簡単。
勇気とスピードと資金があればOK。
あとはちょっとネジが外れている。
それが必要条件でしょうか。
それなら資金がなくても何とかなる
場合が多いですから。

それに比べ、
こんな超縮小産業でも奮闘し、
活躍できる社長に対して
突きつけられる必要条件は
もっともっと厳しい。

勇気はもちろんのこと、
胆力や粘り強さ、
同調圧力を無視する力など、
トレンド商売とは異なる
力が必要になってくる。
それがよくわかる記事かと
思います。


ではこの記事、
ポイントは何だと思われますか?

私なりにポイントを3つに
まとめますと、
以下のような項目になります。

==
【超縮小産業生き残りポイント】
1.しがらみを無視する力
2.どろ縄式の展開
3.時流を付加する
==

1つずつ行きましょう。


まず1つ目、
「しがらみを無視する力」。

これ、老舗企業や
旧態依然とした業界の企業には
本当によくあるケースですが、



直販

に切り替えるケース。

大抵のモデルケースになる企業は、
この販路切り替え、直接開拓による
成功体験を持っているところが
非常に多いと思います。

その昔、F総研でも、
「直販に切り替えませんか?」といった
提案やセミナーがよく開催されて
いましたが、それだけ、
ここに対する問題意識は高く、
多くの人が「何とかならないか…」
と思う部類の悩みの1つでしょう。

こういった
「直販化セミナー」に来る方って、
一体どういう方だと思います?

そうです。当然ながら、

==
・卸の存在意義に疑問ないし、
 大きな問題点を感じていて、

・直販化して利益率を高める
 よい方法を知りたい社長
==

になりますよね。

しかし、です。
蓋を開けてみるとこのセミナー、
思ったほど受注数が多くない
印象を毎度受けていました。

いや、気のせいかもしれません。
また、個人的主観にすぎないの
かもしれません。
実際に受注はあるわけですから。

なぜ、
思うほど受注数が伸びなかったのか?

おそらくその答えは2つで、

・提案がさほど魅力的でなく、
 投資対効果が合わないと判断
 =こちらが大したことがない

か、

・しがらみが怖い
——————-

かのどちらか。

もちろん、
前者の理由の方も多いでしょう。
ただ、それならそれで、
他のコンサル会社也何なり、
頼れる人を探すでしょうし、
何としてでも直販化を
実現させていくはずです。

と、いうことは、
やはりしがらみを恐れる人の
割合は多いのではないか。
そう妄想できるわけです。

「あの会社、
 何か変なことやりだしなぁ」

「まぁどうせうまくいくはず
 ないからお手並み拝見で」

「余計なことしているな。
 全力で邪魔してやろう」

残念ながら、
地方になればなるほど、
田舎になればなるほど、
この保守的傾向は強くなります。

そのしがらみを無視する力って、
日本だと相当胆力が必要なことかと
思います。
ましてや代々続く会社ならなおのこと。

少し長くなりました。
続きは明日に持ち越しましょう。

では。

NISHI

-日記

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