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, an MBA class given by the canteen owner to a professor at Peking University, "It's useless to control kickbacks by people; Control from the source; It is necessary to turn big power into small power control; It should be controlled by rules and laws; Let people control themselves. "

Running a canteen should be the simplest small business. Suppose you are a small boss of a canteen, how can you effectively prevent corruption in canteen procurement? This is a comprehensive test for managers, because the standard of any commodity is not as complicated as that of grain, oil, vegetables, oil, salt, sauce, vinegar, chicken, duck and fish; The quality of any commodity is not as difficult to measure as the food that needs to change its taste every day; The price of any product is not as sensitive as what employees eat at every meal. Try it if you don't believe me. Can you manage a canteen?

canteen management problems

some people may say that if I am the owner of the canteen, canteen procurement is the focus of my management. If necessary, we can take the following measures:

"I, my wife or my cronies will buy it in person."

but wouldn't that make you self-employed? Can your canteen company grow bigger? What will you do if there are second and third canteens? Besides, don't think that cronies won't lie to you. People are the most advanced and changeable animals in the world. In the absence of supervision and restraint, your wife will hide private money. A Shenzhen garment factory owner told me wryly: "Since my mother-in-law took charge of the canteen, my sister-in-law and brother-in-law have never bought food at home." It is impossible to manage enterprises only by family ties.

"Then I'll send two people to buy, one to buy and one to supervise."

However, as everyone who has been in charge of enterprises knows, in the vegetable market where cash is traded, there is no invoice, and the quality and price change every day, the buyer's ability to resist temptation is very poor, and it is unreliable to rely on man-to-man marking, because two people can quickly reach an offensive and defensive alliance. I have seen some companies even use three people to buy food, two people are responsible for buying, and one person is weighing. What was the result? Apart from quarreling all day, it still doesn't solve the problem. More importantly: don't forget, you are not running a profiteering business. How can your food cost come down when one person can do the work and three people can do it?

"Then I'll take a shift system. Every time I go to buy, two people are different."

at first glance, you just don't understand the canteen business. Don't underestimate the things that everyone knows, such as oil, salt, sauce, vinegar, vegetables, potatoes, chickens, ducks and fish. Their procurement is very professional. Ask your wife and your mother. A person who doesn't understand the market situation of the food market will often let the vendors cheat the scales and cheat the prices. If you buy things with high quality and low price in order to prevent corruption, is your canteen business still competitive?

"Then the people who purchase will be fixed and the people who supervise will rotate."

but how can a person who doesn't know how to effectively supervise a person who buys every day? He can easily perform the perfect double reed with the supplier, making the supervisor deaf. Moreover, criminal psychology proves that the stricter supervision, the stronger people's criminal psychology, and prison is the best proof. Buyers are stared at by different people every day, which is actually a double personality insult to buyers, because its assumptions are: first, you will not only be corrupt; Second, you will also drag others into the water and corrupt them together. If you are so assumed, you are sorry for yourself if you don't corrupt! What else can we talk about to give full play to our subjective initiative and fight with vendors to buy cheap green vegetables, eggplant and pork vermicelli?

"Then I will invite public bidding to select the general supplier."

this is layman's talk again. It is true that some big restaurants or restaurants use the exclusive procurement system of general suppliers for the procurement of drinks, tobacco, alcohol, grain and oil. This is because these goods are standard products, while vegetables, potatoes, chicken, duck and fish are non-standard products, and the quality and price may change every day. How do you make a tender? Who can predict that pork will rise by 11% in August and the cucumber harvest in Shandong in September will only cost 1 cents per catty? Therefore, even if you have a general supplier, someone still needs to know the market, because these non-staple vegetables are the bulk of your canteen cost.

seeing this, I guess many people began to wonder: how complicated is the management of such a simple canteen business? ! That's right, because you are an amateur. If a person has really managed the canteen and successfully managed it, this problem will be a piece of cake for her (him). This is the truth that management is always concrete-amateurs can't manage experts.

Open source and reduce expenditure

By chance, I met a boss who really managed the canteen, and his words made me feel enlightened.

I asked him, "Who is responsible for purchasing your canteen?"

he said, "let's see what to buy. The chef is responsible for the vegetables and non-staple foods that need to be bought every day, and the miscellaneous items such as cleaning supplies are bought by the canteen manager. I am personally responsible for the fixed assets such as stoves, utensils, pots and pans (his definition). "

I asked again, "Is the master supervised when he goes shopping?"

"No, we only monitor whether the things we bought are short, because many things are ordered by the master in the market and given by the supplier; The things sent are recorded by the kitchen worker's scale. " He said.

"Aren't you afraid that the master will take kickbacks?" I asked.

he said, "I'm not afraid. This canteen is owned by a property management company, and each person only has the food quota of 7 yuan money every day, excluding staple food and other expenses, and each person only has 4 yuan money for non-staple food every day. It's not easy for the chef to buy back the materials that can make four dishes and one soup with 4 yuan money. Where is the seam for kickbacks? In addition, I occasionally visit the vegetable market myself, and the market price is relatively clear. Besides, whether he can take kickbacks is not the focus of my management at all. "

hey. I was surprised and asked, "Why?"

the small boss said, "I talk about increasing revenue first, and then about reducing expenditure. Because a business must have a turnover before it can make a profit. My focus is how to satisfy the people who eat. When they are satisfied, their company can renew my contract. They are satisfied, and it is easy for me to talk with the company about food contracting fees, utilities and guest hospitality. "

"How can we satisfy them?" I keep asking.

"These security guards are all young men from the countryside, and they are very big-bellied. To satisfy them, we must first ensure that they can eat enough. But how can we make them full with such a small amount of food every day? Therefore, we must be careful. For example, don't buy fresh vegetables that have just come down, don't buy good quality vegetables, try to buy seasonal vegetables and processed vegetables; Don't buy live fish, buy dead fish; Don't buy tenderloin, buy fat ... You can't buy these things for ordinary people, you must be a chef. When the chef sees cheap vegetables and meat at the food stall, he can immediately imagine what to cook, so he can make a decision immediately when bargaining. Otherwise, if you buy food and cook alone, you will have to quarrel every day. Everyone who is a restaurant doesn't know that whenever someone complains about the quality of food, the chef will definitely look for the reasons for the poor quality of raw materials first. Therefore, I must give this power to the master so that he can live a poor life like people in my mother's life and use a little money to make the family eat as well as possible. But the master is not my mother, so I have to encourage him. How to encourage? Diners in the canteen score the quality of food every month. The higher the score, the higher the master Fu bonus. "

management by objectives: the general is on his way, not chasing the rabbit

I involuntarily straightened up on the sofa, and this slovenly little boss began to make me respect. I continued to ask: "But my experience is that all the people who eat are Chen Shimei. The meals cooked by the new chef are delicious at first, but they get bored when they eat, and their scores are low."

"Then you have to analyze what diners care most about? The boys who eat in this canteen are not satisfied with the food, mainly because of the weight. When I first took over this canteen, they were semi-buffet. But you know, all people who eat buffets have big eyes and small stomachs; Ask for as much as you can, but you can't eat it. You either hold on or steal it. The canteen staff are afraid that there are not enough people behind them, so they try to give as little as possible, and the result is always a quarrel. Everyone who makes a canteen knows that a meal must be less than a meal; However, meal sharing is hygienic, convenient and fashionable, so most company canteens use meal sharing. But you have to see who your diners are. If they are all white-collar workers, of course, they have to share meals. People have to eat well after eating. So, I finally persuaded the property management company to change the separate meal system into a joint meal system. They can't refuse my offer. Eight people have a table, four dishes and one soup, and the public chopsticks divide the dishes and scrape together before eating. As a result, the satisfaction increased by 11 percentage points.

"Not only that, there is only one way to eat enough with less money-eat more and eat less vegetables. When the chef and I worked out the dishes, we tried our best to make sure that every meal at noon and evening must have a dish with a strong taste that can be eaten. For example: braised pork with plum vegetables, braised fish, fried large intestine with pickled vegetables, mapo tofu, etc. Cooking these dishes requires more oil, salt, soy sauce, monosodium glutamate and seasonings, so the raw materials don't need to be very fresh. You know, the price of dead fish is half that of live fish.

"You see, that's what I'm focusing on. This company has outsourced three canteens, and we are the most satisfied. Now their general manager often eats in the canteen. In recent months, prices have soared, and he also took the initiative to ask me if I need to add money. "

I stared at him intently, thinking: Managers all know management by objectives, but when several objectives fight, they often forget the big goal-many enterprises have lost the enthusiasm of their employees in order to prevent kickbacks. This little boss is obviously a master who can rush on without chasing rabbits.

Managing customers' expectations

The boss was proud to see my sincere advice, and continued: "People who do catering are actually not afraid to complain, because customers complain about visible faults, which are easy to correct, but the difficulty lies in the tastes of diners. Miss Huang, you're right. Everyone is tired of eating these dishes often. This is why restaurants keep changing chefs and pushing new dishes. However, it is miserable for us to make a canteen, because most employees have no choice but to eat here. So they often get bored with food through other things, such as food quality problems and poor service attitude. In fact, everyone has a home, and your mother can cook those dishes. Why don't you bother? Running around outside and eating at home, your mother's food is delicious. Therefore, I am different from others in being a canteen. Others hope that employees will come to the canteen to eat every day, because if they eat one more day, the people who make the canteen will earn one more day. I contract any company canteen, and I ask the company to agree to close the canteen one day every week, because my employees also have to rest. In fact, the real reason is that I want those employees who eat in the canteen all day to cook for themselves, or go out to a restaurant for a change and compare the prices, so that they know that my food is worth it. I am 111% sure that they can never eat better with 7 yuan money anywhere, including by themselves. "

I really met an expert. I don't know which management guru said, "The first rule of marketing is to manage customer expectations, not just meet customers." It seems that this little boss with only a middle school education is a master without a teacher.

Conforming to human nature and natural laws

I continued to ask, "Many canteen purchases make the boss worry, and they are often controlled in many ways. Their worries are also justified. No matter how low everyone's food money is, hundreds of people will add up, and it will be a lot of money in a year. Why do you trust your master so much? Is he your relative? "

The little boss smiled: "I run four canteens in Shenzhen. Where can I get so many relatives who can cook?" In fact, the kickbacks in vegetable market procurement are all done by people who run their own canteens. Why? The person in charge of the canteen doesn't know how to do it, and the person in charge of the canteen is often the manager of the administrative department. They have many other things to take care of, so it is impossible to spend so much time in the canteen. These big companies think that the problem of kickbacks can be solved by some complicated procedures, systems and man-to-man supervision, which is nonsense. The same is the cabbage, some of which have just been picked from the ground today; Some of them were picked the day before yesterday, and the water is fresh. How do you supervise them? A pair of pigs will sell 31 yuan money in the morning, and it will cost 11 yuan after 5 pm. If the purchaser wants to save you money, he will tell the stall owner that he will send me the rest of the water; If he follows the rules or is in a bad mood, you will have to spend 31 yuan. Besides, the supplier gives him a cigarette and a basket of fresh fruit on holidays. Can you manage these things? More importantly, do you need to take care of it? So what can't be managed can't be managed hard; You have to manage it in a different way. What I can manage is the food gold of 4 yuan money per person. You give me four dishes and one soup that satisfy the diners. If you can still get kickbacks on this premise, that's your skill; If you really have this ability, you don't need to be a chef, you can be a canteen owner. Why, because you can manage the master. "

most people only know that "governing a big country is like cooking small fresh food", but they don't know that this is only a half sentence. In fact, what Lao Tzu means is that if managers can conform to human nature and natural laws, governing a big country is as easy as frying a dish. This little boss obviously knows the whole sentence of Lao Tzu.

Let everyone have a little power

I asked again, "Isn't the smell of oil and soy sauce also affecting the quality of the food? Why don't you go shopping with the master?"

The little boss gave me a sly look and said, "This is my special management method. Other companies are unified in purchasing, so I will disperse. I think the less money a person spends, the less likely he is to be corrupt. Do you believe that those big corrupt criminals are all powerful people? Why? The amount of money sold is too large, and it is very tempting to drop a little slag. I don't know why some companies have to concentrate on everything. Not only that, in fact, many things, people who buy them are not as knowledgeable as those who use them.

"So I separate the purchasing rights. First, classify the things that need to be purchased according to their nature. No matter the amount of standard products, those that can be tendered will not be purchased independently, such as grain and oil bidding and salt monosodium glutamate soy sauce vinegar, although the amount is small, they are also tendered. What's this called? As far as possible, it is not tempting to commit crimes. Now you can bargain for ten bottles of beer, so try to plug the loopholes as much as possible. Those that cannot be purchased by bidding, such as non-staple vegetables, should be directly handed over to the master who knows the most, regardless of the amount. Why? In addition to the reasons mentioned above, I now run four canteens. The highest food standard is 21 yuan per person per day, and the lowest is 7 yuan. They all use different raw materials, so they can only take care of one thing and lose another. Brooms, rags, staff uniforms, these sundries are purchased by every canteen manager. In this way, everyone is responsible for a part, not only can they buy the most suitable things, but each person buys a few varieties and a small amount, and it is easy to be exposed by eating a little difference. For example, if you buy a mop of 5 yuan money in other canteens, can you not feel guilty?

"People are such things that no one cares about themselves. There is another reason for me to do this. Everyone knows that shopping is a good job. If I am offered a cigarette and a toast, I will be invited to dinner, and I may even get a kickback. But the good thing should be shared by everyone as much as possible. I can't be smoky all day, and you will be outside all day, otherwise it will cause jealousy and gossip. If the power is decentralized, everyone can be exposed and supervise each other. Of course, I don't want to disperse for the sake of dispersion. I still want to concentrate on the concentration. For example, I delegated the right to bid for the flavor of grain, oil and sauce to a canteen manager, who replaced the other five canteens for procurement. Of course, the tender is to take turns to sit in the village, and the manager of another canteen will be responsible for the next year.

"other people's bosses say that employees want to work less and get more money. I don't think so. I think employees want to do less bad jobs, such as washing vegetables and mopping the floor.