Lesson 29 培养对手 Training your rivals
Péiyǎng duìshǒu
培养对手
Training your rivals
Jiàn wěi zài dàxué de yīzuò gōngyù lóu lǐ kāile yījiā shūdiàn,
建伟在大学的一座公寓楼里开了一家书店，
Jianwei opened a bookstore in an apartment building at the university,
shùnbiàn màidiǎnr wénjù, diànchí, xiǎo rìyòngpǐn děng.
顺便卖点儿文具、电池、小日用品等。
and sold some stationery, batteries, and small daily necessities by the way.
Yī nián duō lái,
一年多来，
Over the past year or so,
suīrán měi jiàn shāngpǐn de lìrùn dōu bìng bù gāo,
虽然每件商品的利润都并不高，
although the profit of each product has not been high,
dàn tā chéngxìn jīngyíng, bólì duō xiāo,
但他诚信经营，薄利多销，
he has been operating in good faith and has small profits but quick turnover.
shǐ shūdiàn shēngyì yuè lái yuè hónghuo,
使书店生意越来越红火，
This has made the bookstore business more and more prosperous,
shènzhì chéngwéile méitǐ de cǎifǎng duìxiàng.
甚至成为了媒体的采访对象。
and has even become the target of media interviews.
Zhège dàxué lǐ lìngwài hái yǒu sānjiā shūdiàn,
这个大学里另外还有三家书店，
There are three other bookstores in this university.
yóuyú shòudàole jiàn wěi shūdiàn de yǐngxiǎng,
由于受到了建伟书店的影响，
Due to the influence of Jianwei Bookstore,
zhè sānjiā shūdiàn de jīngyíng kōngjiān yuè lái yuè xiǎo,
这三家书店的经营空间越来越小，
the operating space of these three bookstores is getting smaller and smaller,
sānjiā de yíngyè é jiā qǐlái hái bùrú tā yījiā gāo.
三家的营业额加起来还不如他一家高。
and the combined turnover of the three is not as high as his store.
Jiàn wěi chéngle zhèlǐ de “shūdiàn lǎodà”.
建伟成了这里的 “书店老大”。
Jianwei became the "bookstore boss" here.
Zhè shí,
这时，
At this time,
xǔduō qīnpéng hǎoyǒu biàn jiànyì tā gāncuì bǎ lìng sānjiā shūdiàn jǐ kuǎ,
许多亲朋好友便建议他干脆把另三家书店挤垮，
many relatives and friends suggested that he simply squeezed the other three bookstores
lǒngduàn zhège shìchǎng.
垄断这个市场。
to monopolize the market.
Kě Jiànwěi bùdàn méiyǒu qù jǐ kuǎ duìshǒu,
可建伟不但没有去挤垮对手，
Jianwei not only did not squeeze out his opponents,
fǎn'ér hái jīngcháng bāngzhù sānjiā shūdiàn gǎo yīxiē yíngxiāo huódòng,
反而还经常帮助三家书店搞一些营销活动，
but also often helped the three bookstores to carry out some marketing activities.
duìyú yījiā kuàiyào dǎobì de shūdiàn,
对于一家快要倒闭的书店，
For a bookstore that was about to go bankrupt,
tā hái zhǔdòng rèxīn de jiè gěi qí zījīn,
他还主动热心地借给其资金，
he also took the initiative to lend him funds enthusiastically,
xiǎng bànfǎ ràng tā jìxù jīngyíng xiàqù.
想办法让他继续经营下去。
trying to find a way to keep him running.
Yǒurén wèn tā: “Nǐ zěnme zhème shǎ?
有人问他：“你怎么这么傻？
Someone asked him: "Why are you so stupid?
Jiù ràng tāmen dǎoméi, bù hǎo ma?!”
就让他们倒霉，不好吗？！”
Let them be unlucky, okay? ! "
Jiàn wěi shuō,
建伟说，
Jianwei said that
wǒ shì zài bǎochí zhè yī dìqū túshū shìchǎng de “shēngtài pínghéng”.
我是在保持这一地区图书市场的“生态平衡”。
I am maintaining the "ecological balance" of the book market in this region.
Shāngyè lǐngyù qíshí hé zìránjiè yīyàng,
商业领域其实和自然界一样，
The business field is actually the same as the natural world.
zìránjiè zhōng de shēngwù, shìdàng yǒu yīxiē “dírén”,
自然界中的生物，适当有一些“敌人”，
The creatures in the natural world have some "enemies",
huì cùshǐ tāmen shēngzhǎng dé gèng hǎo;
会促使它们生长得更好；
which will promote them to grow better;
tóngyàng de, duìshǒu bìng bù huì fáng'ài wǒ de fǎ zhǎn,
同样的，对手并不会妨碍我的发展，
similarly, opponents will not hinder my development,
fǎn'ér huì cùjìn jīngyíng, ràng wǒ huòdé gèng duō lìyì.
反而会促进经营，让我获得更多利益。
but will promote business and allow me to gain more benefits.
Yīgè yuányīn shì zhèyàng néng chuàngzào ràng kèhù yǒu suǒ bǐjiào hé yōu zhòngxuǎn yōu de gòuwù huánjìng,
一个原因是这样能创造让客户有所比较和优中选优的购物环境，
One reason is that this can create a shopping environment that allows customers to compare and choose the best.
tōngguò bǐjiào,
通过比较，
Through comparison,
xuéshēngmen cái zhīdao wǒ de shūdiàn fúwù hǎo, pǐnzhǒng yōu, jiàgé hélǐ.
学生们才知道我的书店服务好、品种优、价格合理。
students know that my bookstore has good services, excellent varieties, and reasonable prices.
Rúguǒ zhǐyǒu wǒ yījiā shūdiànle,
如果只有我一家书店了，
If there is only my bookstore,
xuéshēngmen méiyǒule bǐjiào,
学生们没有了比较，
and the students have no comparison,
jiàgé dìng dé zài dī yě huì rènwéi wǒ de shū jià gāo,
价格定得再低也会认为我的书价高，
no matter how low the price is, they will think that the price of my book is high.
wàn yī tāmen zìjǐ pǎo dào qítā túshū shìchǎng qù “huò bǐ sānjiā”,
万一他们自己跑到其他图书市场去 “货比三家”，
If they go to other book markets to "shop around",
nà wǒ de shēngyì jiù wánle.
那我的生意就完了。
then my business will be over.
Hái yǒu yīgè hěn zhòngyào de yuányīn,
还有一个很重要的原因，
Another very important reason is
jiùshì wéichí zhè zhǒng shūdiàn bǎohé de “shēngtài”,
就是维持这种书店饱和的“生态”，
to maintain this saturated "ecology" of bookstores
bìmiǎn gèng duō, gèng qiáng de duìshǒu lái “chāzú”.
避免更多、更强的对手来“插足”。
and avoid more and stronger opponents to "step in".
Wǒ bǎ qítā sānjiā dōu jǐ kuǎle,
我把其他三家都挤垮了，
I squeezed the other three down,
bùjiàn dé shì jiàn hǎoshì,
不见得是件好事，
which is not necessarily a good thing,
yīnwèi biérén yī kàn zhème dà de dìfāng zhǐyǒu wǒ yījiā shūdiàn,
因为别人一看这么大的地方只有我一家书店，
because when others saw that this big place is only my own bookstore,
xīn de shūdiàn kěnéng jiù huì chūxiàn,
新的书店可能就会出现，
a new bookstore may appear,
nòng bù hǎo lái yīgè bǐ wǒ gèng qiáng de duìshǒu.
弄不好来一个比我更强的对手。
and it may not be possible to have a stronger opponent than me.
Suǒyǐ, wèile bǎochí mùqián zhè zhǒng jīngyíng de “shēngtài pínghéng”,
所以，为了保持目前这种经营的“生态平衡”，
Therefore, in order to maintain the current "ecological balance" of this kind of operation,
wǒ yào jìxù bǎ duìshǒu péiyǎng hǎo.
我要继续把对手培养好。
I will continue to train my opponents.
Gǎibiān zì “xiǎo gùshì dà dàolǐ”, zuòzhě: Zōng xiānzhé
改编自《小故事大道理》，作者：宗先哲
Adapted from "Small Stories and Great Principles", author: Zong Xianzhe
Full Translation
Training your rivals
Jianwei opened a bookstore in an apartment building at the university, and sold some stationery, batteries, and small daily necessities by the way. Over the past year or so, although the profit of each product has not been high, he has been operating in good faith and has small profits but quick turnover.
This has made the bookstore business more and more prosperous, and has even become the target of media interviews. There are three other bookstores in this university. Due to the influence of Jianwei Bookstore, the operating space of these three bookstores is getting smaller and smaller, and the combined turnover of the three is not as high as his store.
Jianwei became the "bookstore boss" here.
At this time, many relatives and friends suggested that he simply squeezed the other three bookstores to monopolize the market. Jianwei not only did not squeeze out his opponents, but also often helped the three bookstores to carry out some marketing activities.
For a bookstore that was about to go bankrupt, he also took the initiative to lend him funds enthusiastically, trying to find way to keep him running. Someone asked him: "Why are you so stupid? Let them be unlucky, okay? !"
Jianwei said that I am maintaining the "ecological balance" of the book market in this region. The business field is actually the same as the natural world. The creatures in the natural world have some "enemies", which will promote them to grow better; similarly, opponents will not hinder my development, but will promote business and allow me to gain more benefits.
One reason is that this can create a shopping environment that allows customers to compare and choose the best. Through comparison, students know that my bookstore has good services, excellent varieties, and reasonable prices.
If there is only my bookstore, and the students have no comparison, no matter how low the price is, they will think that the price of my book is high. If they go to other book markets to "shop around", then my business will be over. Another very important reason is to maintain this saturated "ecology" of bookstores and avoid more and stronger opponents to "step in".
I squeezed the other three down, which is not necessarily a good thing, because when others saw that this big place is only my own bookstore, a new bookstore may appear, and it may not be possible to have a stronger opponent than me. Therefore, in order to maintain the current "ecological balance" of this kind of operation, I will continue to train my opponents.
Adapted from "Small Stories and Great Principles", author: Zong Xianzhe
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