| 文/水產(chǎn)前沿雜志唐東東
全球最大羅非魚采購商ManishKumar及其羅非魚家庭 ManishKumar，全球最大的羅非魚采購商Fishin’集團(tuán)總裁，從來沒有像今天這樣敞開心扉，回答了一個(gè)富有哲學(xué)的問題：從哪里來，要做什么，為什么要做——這也是他作為陌生來客現(xiàn)身于中國羅非魚產(chǎn)業(yè)時(shí)，業(yè)者最為關(guān)注的話題。現(xiàn)在，他給出了答案，非常有誠意的答案。 一段經(jīng)歷引發(fā)的改變 水產(chǎn)前沿：您公司是全球最大的羅非魚采購商，而羅非魚是世界上生長(zhǎng)分布范圍最廣的魚類。令我們驚訝的是，根據(jù)美國UrnerBarry進(jìn)口記錄，您公司的進(jìn)口量比排名后5位進(jìn)口商的進(jìn)口總量還要多！能否告訴我是如何做到的，這些對(duì)您意味著什么？ ManishKumar：嗯，說實(shí)話這數(shù)字沒有多大意義，至少對(duì)我來說。我常常聽到的我們是最大的——其實(shí)我更希望聽到我們是最好的。成為最大的和成為最好的是兩個(gè)完全不同的兩個(gè)概念。我認(rèn)為我們要達(dá)到最好的公司還有很長(zhǎng)的路要走。我和我的同事每天所做的工作就是希望朝著我們的目標(biāo)邁近一小步。最大對(duì)我來說并不重要。 水產(chǎn)前沿：這是什么意思呢？成為最大不就是表示成為最好的嗎？ ManishKumar：不，不是的。成為最大僅僅是一個(gè)數(shù)字，反而是一種負(fù)擔(dān)，容易讓自己就陷入危險(xiǎn)境地，成為別人的目標(biāo)，而自己卻失去方向。成為最好則是指一種心態(tài)和精神，這才是一個(gè)企業(yè)真正的資產(chǎn)，讓企業(yè)更強(qiáng)，成為最大也就不難了，即使暫時(shí)失去第一的位置，也能奮起直追。公司剛成立那會(huì)兒，我們不是最大，一切從零開始。但我從不膽怯，不然這么多年我也堅(jiān)持不下來了。我們專注于做到最好，而不是與同行競(jìng)爭(zhēng)。這絕非易事，在市場(chǎng)競(jìng)爭(zhēng)中，我們有贏有輸，但是企業(yè)會(huì)一直不斷向前發(fā)展。 水產(chǎn)前沿：那么您是何時(shí)而且如何成為最好的呢？ ManishKumar：為了要成為最好的公司，我們首先要成為一家偉大的企業(yè)，一家“君子公司”。一家公司就像一個(gè)人，它可以做好，也可以做壞，一位君子是做人的最好榜樣，如果能把這個(gè)原則用到公司上去，我們就有機(jī)會(huì)成為一家“君子公司”——也就是一家偉大的企業(yè)。 水產(chǎn)前沿：能否請(qǐng)您解釋下“君子公司”構(gòu)想的由來，我從來沒有聽說過這種表述。 ManishKumar：首先我想說，接下來我會(huì)常常提及我的父親，是他塑造了現(xiàn)在的我。現(xiàn)在我之所以是這樣都?xì)w功于父母。 讓我先告訴你，我第一次對(duì)“君子”這兩個(gè)字的認(rèn)知。這件事仿佛發(fā)生在昨天。記得大概7歲的時(shí)候，我父親的好友們來家里做客，給我和姐姐各帶來一盒很昂貴的巧克力——紅色的錫盒子包裝還系著粉色的絲帶——這時(shí)的我，巧克力可是我的最愛——甚至為了巧克力我可以做任何事情，沒有任何比巧克力更能打動(dòng)我的東西了。雖然我那時(shí)已拿到了自己的那盒巧克力，但是我還想要更多。于是我趁姐姐不注意的時(shí)候，從她手中搶走了她的巧克力，然后飛快地跑去躲了起來（我家的狗屋里），這樣我可以自己一個(gè)人把它們?nèi)砍粤恕Ｎ抑牢疫^后會(huì)有大麻煩，可是我想先把巧克力吃了再說。 我姐姐開始哭了，我母親特別生氣，開始大喊，要我出來。她威脅會(huì)嚴(yán)厲處罰我。我非常害怕，但因?yàn)槲蚁矚g巧克力，所以我不在乎。過了一陣子她放棄了，而我父親叫喚來我。他大聲跟我強(qiáng)調(diào)不會(huì)找我麻煩，并承諾說如果我想，我就可以保留兩盒巧克力，他只想和我單獨(dú)談?wù)劇拖衲腥酥g那種對(duì)話。他又說不要擔(dān)心我媽。我很懷疑，但是也很好奇——因?yàn)檫@種事從來沒有發(fā)生過，所以我從躲藏的地方出來，和我父親坐在他房里——手上緊緊的拿著兩盒巧克力。他說巧克力并不那么重要，他只想和我談其他的事。然后他問我知道“君子”是什么嗎？我搖了搖頭，他接著告訴我他一直想成為一名“君子”并且每天都很努力地去做。他說一萬人之中僅有一個(gè)人可以成為真正的君子，有時(shí)甚至是更多人才有一個(gè)。他說他們是最好中之最，是最善良最高尚的人，而且雖然每個(gè)人都想成為君子，但只有很少的人能真正當(dāng)?shù)蒙稀Ｋ麄兣c眾不同，因?yàn)樗麄兘^對(duì)不會(huì)傷害任何人或者去偷別人的東西，他們和藹，他們尊重別人，特別是女士，而且最重要的是，他們絕對(duì)會(huì)遵守諾言。 我最喜歡他所說的是每個(gè)人都想當(dāng)君子，但是只有極少數(shù)的人可以做得到。他知道我熱衷于競(jìng)爭(zhēng)，所以他很有可能利用了這點(diǎn)。實(shí)際上，他的說法，還有他描述君子時(shí)的那種熱情和興奮勁感深深地觸動(dòng)了我——我無法抗拒，我也懷疑是否有有人可以抗拒！他說得像那是世上最美好的事物——比我緊抓著的巧克力好得太多了！他說我是他疼愛的兒子，他夢(mèng)想著有一天我或許也會(huì)想要成為一名君子。我著迷了。我站起來，然后大聲的宣布我將把從姐姐那搶來的巧克力還給她，并道歉，我想這樣應(yīng)該可以了吧。他微笑了，又說那很好，但遺憾的是，光這樣并不能使我變成一名君子，那只能使我成為一名普通的人。我變得不耐煩了。然后我問他，那我需要怎么做，當(dāng)我聽到他的回答時(shí)，我驚訝得張大了雙眼。他說為了成為一名君子，我還要把我的巧克力也送給姐姐！他接著又說，我沒必要這么做，甚至我還可以保留兩盒巧克力。他說沒有任何人可以逼別人成為君子，這是需要發(fā)自內(nèi)心的。我沒有說一句話——但在開始的震驚之后，我做出了我長(zhǎng)這么大以來最艱難的決定。我走到姐姐跟前，伸出我顫抖的手臂，還了她的巧克力并且把我的也送給她。她馬上把兩盒巧克力拿在手里，大笑著在我面前開始吃了起來。我跑到父親那兒，并埋怨說姐姐不是君子，結(jié)果他說，她是淑女，只有男人才需要遵守君子規(guī)則。他說這是做君子最難的地方，即便事情看起來對(duì)自己不公平或不公正，君子也絕對(duì)不會(huì)改變他的品行及原則。 我咬緊嘴唇忍受住心痛——但當(dāng)晚餐大家都坐下時(shí)，父親卻說他有重要的話要說——他告訴我母親和姐姐說他七歲的兒子是一名真正的君子。最感動(dòng)我的是，姐姐把她剩下的最后幾個(gè)巧克力給了我（她一定是覺得過意不去）。剎那間，我才明白了父親的用意，他是在協(xié)調(diào)，他讓大家能立馬和睦相處。我的姐姐不再因?yàn)槲覔屗那煽肆Χ鷼猓踔两o了我一些，而我也很高興能收到一些，不過最開心的是，我的父親認(rèn)為我是君子——是最高尚的人。在有生之年我絕不會(huì)忘記這一天。 為什么要說這故事呢？這件事實(shí)際上在我的這些年的工作和生活中起到了很大的影響。我想如果我們可以把同樣的君子行為守則應(yīng)用到公司上的話，則可以給我們這個(gè)行業(yè)的產(chǎn)業(yè)鏈帶來最純粹的協(xié)作，從而建立起生產(chǎn)最好產(chǎn)品所亟需的行業(yè)準(zhǔn)則。每個(gè)人的點(diǎn)滴善行就可以徹底改變整個(gè)行業(yè)的風(fēng)氣。
成為一家君子公司 水產(chǎn)前沿：能否請(qǐng)您多談一談您所提到的行為守則？您如何應(yīng)用到公司上呢？您的夢(mèng)想是什么？ ManishKumar：就如你能把一個(gè)普通的人轉(zhuǎn)變成一名君子，你也可以把一個(gè)普通的公司轉(zhuǎn)變成一家君子公司。一名君子——人或者公司——最重要的就是他們的行為守則。他們的口頭承諾就如同他們的親筆簽字，而一旦做出承諾則無論如何都不會(huì)違反。這是一個(gè)非常難堅(jiān)守的嚴(yán)厲守則，因?yàn)槲覀兊降走�是人。許多時(shí)候我們會(huì)功虧一簣，可是正因?yàn)槿绱耍覀冃枰@個(gè)守則并且需要盡全力的去遵守它。它使我們成為更高尚的人，更偉大的公司，更好的伙伴并且成為整個(gè)行業(yè)的楷模。 大部分公司是按照收益與損失的原則行事的，他們還得向股東以及投資者做報(bào)告——雖然我們做生意顯然是為了利益，但我們不能有損于誠信及道德——這條底線需要?jiǎng)澐智宄Ｎ覔碛泄景俜种俚臋?quán)利，我能夠很明確地向公司內(nèi)的所有領(lǐng)導(dǎo)團(tuán)隊(duì)傳達(dá)信息，告訴他們無論利益或損失如何，我們都必須嚴(yán)守行為準(zhǔn)則。 這個(gè)的具體意義是什么呢？ 首先，對(duì)于這個(gè)產(chǎn)業(yè)，我們會(huì)盡全力去修正各個(gè)環(huán)節(jié)的游戲規(guī)則，并提高它在全球市場(chǎng)的聲譽(yù)。我們需要這么做，因?yàn)槲覀円蕾囉谡麠l產(chǎn)業(yè)鏈的供給。 其次，對(duì)于供應(yīng)商，這意味著我們?yōu)榱巳值拈L(zhǎng)遠(yuǎn)利益，會(huì)盡全力去尋找并確立一個(gè)最強(qiáng)的戰(zhàn)略合作伙伴關(guān)系。我們不會(huì)讓伙伴失敗，而我們也期待他們也能這樣對(duì)待我們。這是所有發(fā)展的基礎(chǔ)，而我們認(rèn)為這是最為重要的。諾言需要被遵守，各方面的承諾都要踐行。 還有對(duì)于我們的顧客，我們保證以最低的價(jià)格提供真正符合他們需要的產(chǎn)品給他們——給予他們額外的產(chǎn)品價(jià)值——這樣可以贏得他們的信任，從而會(huì)有更多的生意，也就是給我們的產(chǎn)業(yè)鏈帶來更多的訂單。 而對(duì)我們的員工，工資及福利待遇是最重要的——在任何情況下奴役工人，強(qiáng)迫勞動(dòng)或者使用童工都是不可容忍的。我非常關(guān)心童工和奴役的問題，我認(rèn)為現(xiàn)今時(shí)代，在此行業(yè)還存在奴役勞動(dòng)及童工實(shí)在是一種恥辱。我們已經(jīng)在印度出資建立一家孤兒院，在將來，我們也計(jì)劃在海口或上海做同樣的事——會(huì)在最需要我們的地方做善事。孩子是未來的領(lǐng)導(dǎo)者、思想者以及創(chuàng)新者，我們需要去培養(yǎng)他們每一個(gè)人——任何地方的任何孩子，不管他們的背景怎樣，都有可能成為將來的領(lǐng)導(dǎo)者，所以我們需要給他們所有可能的機(jī)會(huì)。 總的來說，我們將以自己希望被別人對(duì)待的方式去對(duì)待他人。 你可能會(huì)發(fā)現(xiàn)我所有的陳述到最后都?xì)w根于信任以及遵守諾言——“君子”準(zhǔn)則之根本。我們有時(shí)要花好幾年去建立信任，但卻或許僅在剎那間就會(huì)失去它。你應(yīng)該聽說過這句有名的俗話：“你可以騙一個(gè)人，但卻騙不了全部的人；你騙得了一時(shí)，騙不了一世”。所以為什么不干脆一點(diǎn)，完全做到不欺騙他人呢？ 我或許太天真，太理想主義，我父親常說我不是生意人，而只是個(gè)詩人的兒子和新興的哲學(xué)家——他說有一天，這些會(huì)是我人生中比任何事都更為優(yōu)先的事。每當(dāng)他這么說，我總會(huì)笑著說哲學(xué)和利益是不能二者兼得的。他說如果我那么喜歡錢的話，我不會(huì)真正的成功——我需要真心的熱愛我所做的事，并且用心去做。他這說對(duì)了，我是熱愛。我每一件事情都會(huì)用心去做。對(duì)于這一點(diǎn)，我毫不質(zhì)疑。 真正的君子需要有一顆真誠的心——說回到巧克力的故事，我父親想告訴我的是這樣的：不做壞事還不能使你成為一個(gè)好人，做好事才會(huì)使你成為好人，但是做高尚的事才能使你變成高尚的人，就是一位君子。 克制住自己不去偷搶或者強(qiáng)取豪奪本不屬于你的東西，不會(huì)使你成為好人。這僅說明你不是壞人。一個(gè)好人，是會(huì)把他所擁有的許多東西分享給別人——有錢人把他廚房的食物分給窮人是一個(gè)好人——但是一個(gè)高尚的人則寧可自己餓肚子還會(huì)愿意把他很有限的食物分享給另外一個(gè)餓肚子的人——如此他是屬于最高人品的層次，也就是君子的層次。 我從一開始就很辛苦的工作，犧牲了個(gè)人的生活，把一切都投入到使這個(gè)公司變得更好——但這對(duì)我來說，還不夠。我還有很長(zhǎng)的路要走，我想要成為并且堅(jiān)持的是一家偉大企業(yè)，真真正正的一名君子公司。這就是我的夢(mèng)想，我的一年計(jì)劃，我的三年計(jì)劃，我的一百年計(jì)劃！
守信造就了今日的Fishin’ 水產(chǎn)前沿：您是如何開始這門生意的？您的背景及學(xué)歷，還有您的水產(chǎn)從業(yè)經(jīng)驗(yàn)？ ManishKumar：剛開始時(shí)，我沒有水產(chǎn)經(jīng)驗(yàn)。說實(shí)話，我沒有任何食品從業(yè)經(jīng)驗(yàn)——我是在美國和英國長(zhǎng)大的，大家都要我念書，我母親還不準(zhǔn)我進(jìn)廚房，所以我不會(huì)做飯！我有兩個(gè)工商管理碩士學(xué)位——我在19歲念完大學(xué)，21歲拿到第一個(gè)工商管理（印度）碩士學(xué)位，23歲時(shí)拿到第二個(gè)工商管理碩士學(xué)位（美國）。我從來沒想到會(huì)做水產(chǎn)生意——其實(shí)我很想當(dāng)賽車手——我很少聽到有小孩會(huì)說長(zhǎng)大之后想去賣魚的！那并不是一個(gè)有理想的事業(yè)，哈哈！ 念完書之后，我開始在一家美國本土的水產(chǎn)公司做事。因?yàn)樗麄冃枰送卣乖谟《鹊臉I(yè)務(wù)。我就想我能常常回老家，那太好了，所以我做了那份工作——我在一年之后開始負(fù)責(zé)他們的海外業(yè)務(wù)。那時(shí)候我甚至認(rèn)為有可能一生都會(huì)留在那家公司。但是我發(fā)現(xiàn)，要我在一家整天都不信守諾言的公司長(zhǎng)期工作實(shí)在太艱難了。幾年之后我辭職了，并決定創(chuàng)立自己的公司——但我沒有存款也沒有現(xiàn)金。 實(shí)際上，我創(chuàng)業(yè)僅僅用了10500元人民幣。我除了小小的所謂信用之外，一無所有。那是我唯一的資產(chǎn)，而我從來沒有一天忘記過它。每一家公司都有資產(chǎn)負(fù)債表，但是我發(fā)現(xiàn)表上都沒有記載信用的字眼。對(duì)我來說這是最關(guān)鍵的，沒有它我今天就不會(huì)在這兒。唯一能建立起信用的就是要遵守承諾——這里又回到君子準(zhǔn)則——對(duì)于我的顧客、我的供應(yīng)商以及我的同事們，我都遵守它。我最初的出貨完全基于信用——寄售貿(mào)易——供應(yīng)商很大方地給我賒貨，我因此可以銷售產(chǎn)品，收了錢后再付貨款給他們。我的顧客給我第一個(gè)訂單就是因?yàn)樗麄兿嘈盼摇麄兘o予我提供服務(wù)的機(jī)會(huì)，而我則盡最大的努力不讓他們失望。以我的10500元人民幣，我花了8000元人民幣買了一輛車齡15年的舊車，開去拜訪顧客，因?yàn)槲覜]錢坐飛機(jī)，然后又花了2000元人民幣請(qǐng)我的第一個(gè)顧客吃晚餐。我身上只剩下500元人民幣——除了信用，我已一無所有。不過訂單卻從更多的顧客那里飛奔而來。供應(yīng)商供給我越來越多的貨物，就這樣發(fā)展到你們今天所看到Fishin’。我現(xiàn)在還保留著那輛車，以提醒我自己是怎么開始的，然后如果我不遵守那個(gè)核心的信用原則的話，將來會(huì)走到哪里去呢。 水產(chǎn)前沿：能否請(qǐng)您告訴我們您今天的事業(yè)規(guī)模？您還賣什么魚？這些魚都來自哪里？ ManishKumar：在全球，我們?cè)?個(gè)國家都有業(yè)務(wù)。我們經(jīng)手的主要是魚類及蝦蟹（鮭魚、鱈魚、黑線鱈、鱸魚、鰍魚等等——我們都做）。我們加工野生捕撈的魚類以及水產(chǎn)養(yǎng)殖的魚類，但我們的重點(diǎn)在水產(chǎn)養(yǎng)殖魚類方面，因?yàn)槲覀冋J(rèn)為水產(chǎn)養(yǎng)殖將是水產(chǎn)業(yè)的未來。野生捕撈的魚類資源非常有限，不可持續(xù)，將會(huì)越來越少，遲早它的價(jià)格將超出顧客的接受能力。基于國內(nèi)需求的逐漸增長(zhǎng)，加上人們意識(shí)到水產(chǎn)品的價(jià)值，需求將會(huì)遠(yuǎn)遠(yuǎn)超出供應(yīng)。我認(rèn)為，水產(chǎn)養(yǎng)殖是唯一的出路。 由于中國仍然保持關(guān)鍵的基礎(chǔ)設(shè)施和勞動(dòng)力成本優(yōu)勢(shì)，它將繼續(xù)成為我們事業(yè)的主要核心國家。我們大量業(yè)務(wù)來自中國，南及海南海口北至吉林琿春。中間是湛江、茂名、青島和大連四大核心區(qū)域。我們已經(jīng)開動(dòng)了自己的工廠以及在海南的飼料廠。數(shù)周內(nèi)，我們將有自己的養(yǎng)殖場(chǎng)并與羅非魚育苗場(chǎng)結(jié)成合作伙伴關(guān)系。如此，我們能了解羅非魚產(chǎn)業(yè)鏈的整體情況。我的成功歸功于成千上萬直接或間接為我們工作的人，我多希望我本人能逐一地和每個(gè)人握手以謝謝他們。
沒吃羅非魚沒力氣（受訪者供圖）
吃了羅非魚力大無窮（受訪者供圖） 失去聲譽(yù)和信用是當(dāng)前產(chǎn)業(yè)的核心問題 水產(chǎn)前沿：看到您的企業(yè)規(guī)模以及潛在的業(yè)務(wù)范圍，許多同行業(yè)主要廠商會(huì)猜想您大力進(jìn)軍中國市場(chǎng)會(huì)對(duì)他們構(gòu)成威脅，并對(duì)他們有負(fù)面的影響——能否請(qǐng)您講講對(duì)此看法？ ManishKumar：這是一個(gè)非常重要的提問，我很高興對(duì)此發(fā)表意見。簡(jiǎn)言之，不，我們并不想讓任何公司歇業(yè)。恰恰相反——我們希望能建立一個(gè)堅(jiān)強(qiáng)的聯(lián)盟，在整個(gè)產(chǎn)業(yè)鏈內(nèi)找到長(zhǎng)期的戰(zhàn)略合作伙伴，反過來，也要能成為一體。不過，要成為偉大的伙伴，我們需要徹底了解產(chǎn)業(yè)鏈的每個(gè)環(huán)節(jié)都在做些什么——育苗、飼料、養(yǎng)殖以及加工等。如果沒有對(duì)這些環(huán)節(jié)進(jìn)行充分的了解，我們會(huì)忽視伙伴們所面臨的挑戰(zhàn)及困難，因而會(huì)很難了解他們的需求。我們的采購量很大，長(zhǎng)此以往后果會(huì)很慘重。比如我們有自己的養(yǎng)殖基地——我們就可以親身體會(huì)到我們的養(yǎng)殖場(chǎng)伙伴們每天都面臨什么問題（天氣、魚病、飼料等等問題）。這樣我們不僅能從他們身上學(xué)習(xí)，我們還可以利用我們的資源去幫助他們，甚至還可免費(fèi)提供我們的示范基地做訓(xùn)練營——我們一起可以建立起更高效的養(yǎng)殖模式，從而讓大家都降低成本、增加收益！最后，我們并不想去買一百家養(yǎng)殖場(chǎng)或飼料廠，并取而代之，相反，我們要找的是了解我們的理念以及市場(chǎng)需求的一百家養(yǎng)殖場(chǎng)伙伴和飼料廠合作伙伴，然后以我們的最佳的綜合能力為他們提供服務(wù)。我們公司的業(yè)務(wù)操作內(nèi)容對(duì)我們的戰(zhàn)略伙伴都是公開透明的，因?yàn)槲覀兿Ｍ麄兒臀覀円粯映晒Α＞C合我們合作的力量才能使全行業(yè)的聲譽(yù)邁向最高層次，而這就是我們現(xiàn)在所最需要的。 水產(chǎn)前沿：羅非魚現(xiàn)在面臨的挑戰(zhàn)是什么？ ManishKumar：失去了聲譽(yù)和信用。我們的行業(yè)經(jīng)歷了很困難的時(shí)期。正是這個(gè)時(shí)候，我們需要所有的力量。我們?cè)谏缃幻襟w上看到幾個(gè)不真實(shí)的羅非魚故事，我們因此需要去揭穿每個(gè)謠言，而大眾都很困惑，不知應(yīng)該相信誰好。不過，說實(shí)話，我認(rèn)為這是一個(gè)展現(xiàn)我們整個(gè)產(chǎn)業(yè)鏈的好機(jī)會(huì)，讓我們能夠傳達(dá)給大家產(chǎn)品的信息以及我們?nèi)绾渭庸さ恼鎸?shí)故事。我對(duì)我們賣出的產(chǎn)品感到驕傲。我可以每一天都吃我們的產(chǎn)品，因?yàn)槲抑浪氖鞘裁础覀兙S護(hù)國際食品安全標(biāo)準(zhǔn)，我們恪守加工行業(yè)道德，以及原料供應(yīng)可持續(xù)性的需要。這是我們?nèi)袠I(yè)需要集合所有力量，共同發(fā)聲，協(xié)力傳遞真實(shí)信息的時(shí)候。讓市場(chǎng)知道中國以及它的漁業(yè)能夠通過全球平臺(tái)的考驗(yàn)并取得勝利。我們不能允許幾個(gè)壞事例來破壞我們整個(gè)行業(yè)的形象。 同時(shí)，我們需要確保我們的加工以及程序都準(zhǔn)確無誤地遵守了準(zhǔn)則要求。這樣，我們才能在整個(gè)市場(chǎng)的注視下挺身而出。我完全相信這會(huì)實(shí)現(xiàn)。我希望大家也能加入我們的隊(duì)伍，把這信息傳播出去。 希望是所有行動(dòng)的動(dòng)力——當(dāng)一切都開始陷入崩潰的邊緣時(shí)——當(dāng)你感覺最無助時(shí)，希望能讓你有力氣去做你可能認(rèn)為一生都不可能做到的事。不管你有多大的野心以及毅力，所有力量的秘密都真正來源于希望。你絕對(duì)不能失去希望，不然你會(huì)失去一切。
與羅非魚之間的浪漫（受訪者供圖） 希望和目標(biāo)能帶來巨大力量 水產(chǎn)前沿：您是否對(duì)海南Fishin’的管理層團(tuán)隊(duì)充滿信心？ ManishKumar：組建優(yōu)秀人才隊(duì)伍實(shí)屬不易，最優(yōu)秀的人才往往也是最難得的，但只有尊重人才，用好人才，才能實(shí)現(xiàn)企業(yè)的長(zhǎng)遠(yuǎn)發(fā)展。通過一位好友舉薦，我認(rèn)識(shí)了（劉）榮梅，對(duì)我來說簡(jiǎn)直就像重了頭彩。我已經(jīng)無法用言語來形容自己有多幸運(yùn)了。她絕對(duì)是萬里挑一的經(jīng)理人，不僅具備優(yōu)秀經(jīng)理人的重要特質(zhì)，善良且富有憐憫心，同時(shí)又對(duì)羅非魚產(chǎn)業(yè)有豐富經(jīng)驗(yàn)和充分認(rèn)識(shí)。企業(yè)的成功倚賴優(yōu)秀的人才，榮梅的加入使我堅(jiān)信思想有多遠(yuǎn)，我們就能走多遠(yuǎn)。 我父親總說，對(duì)男同志要百分之百尊重，對(duì)女同志的話得百分之兩百才行。我問為什么？因?yàn)楝F(xiàn)代社會(huì)，男女平等，許多文明禮儀卻變了。女士進(jìn)門，男士沒有給女士起身開門；男女同行時(shí)，不再女士先行。我在飛機(jī)上碰過不少這樣的例子，有女士想把行李放到座椅上方的行李架上，但是箱子太重了，在座的男士卻沒有人愿意起身幫她一下。有的人亂插隊(duì)，也不管那些正在排隊(duì)的人。這就是我們目前所處的社會(huì)。 我父親回答說因?yàn)榕耸潜饶腥烁呒?jí)的生物，她們遠(yuǎn)比男人善良、成熟、真摯。一個(gè)二十歲女孩的心智也許比一個(gè)四十歲男人更成熟，這點(diǎn)我敢肯定。我不敢輕易斷言或一概而論，但眾所周知女性比男性更有憐憫心，她們關(guān)注的更多，因此也更容易成為佼佼者，這點(diǎn)我完全贊同父親的說法。 水產(chǎn)前沿：對(duì)您來說，作為總裁，遇到最大的挑戰(zhàn)或困難是什么？可以告訴我們一個(gè)影響您事業(yè)的自身不足之處嗎？ ManishKumar：我最不擅長(zhǎng)公眾演講了，每次要演講時(shí)都特別緊張害怕，因?yàn)槲冶救似鋵?shí)特別害羞靦腆。還是小孩子的時(shí)候，在學(xué)校我有交友困難癥，因?yàn)樘π叨桓液腿思抑v話。我媽以前還帶糖果去學(xué)校發(fā)給其它小朋友，讓他們和我玩。我姐和我就完全相反，交友廣泛，但是她朋友來我家的時(shí)候，我都是跑到房間躲起來。我父親還總嫌棄我這輩子結(jié)不成婚了，讓我得學(xué)會(huì)多跟人接觸，但我就是做不到…… 但是工作中又經(jīng)常需要做公眾演講，簡(jiǎn)直就是噩夢(mèng)啊！演講前一個(gè)月就開始緊張失眠，經(jīng)過反復(fù)演練，效果也沒好到哪里去。 為什么說這個(gè)呢？因?yàn)樯钪校送诿鎸?duì)巨大的恐懼時(shí)，才會(huì)認(rèn)識(shí)自我。走出熟悉舒適的環(huán)境，才意識(shí)到自己真正可以走多遠(yuǎn)。當(dāng)人非常渴望某樣?xùn)|西時(shí)，無論多懼怕，總會(huì)克服一切困難和恐懼，鼓起勇氣去奮斗。 事業(yè)和生活同理。如果一個(gè)人非常在乎這個(gè)行業(yè)，他總會(huì)戰(zhàn)勝恐懼，站到眾人面前，侃侃而談，有沒有講稿都已經(jīng)不重要了；一個(gè)極度害羞的人，想到有可能會(huì)錯(cuò)過今生的摯愛，也會(huì)鼓起百分百的勇氣，遞上情書。即使內(nèi)心忐忑不安，他們還是會(huì)勇敢邁出那一步。 你只需要問自己內(nèi)心是否真心渴望某件事情，并為此奮不顧身。如果回答是肯定的，那你總能努力實(shí)現(xiàn)那些曾經(jīng)認(rèn)為不可能的事。這就是希望和目標(biāo)帶給我們的巨大力量，使人戰(zhàn)勝恐懼，實(shí)現(xiàn)夢(mèng)想。 水產(chǎn)前沿：最后一個(gè)問題：您到中國好多次了，告訴我們您在中國發(fā)現(xiàn)的特別之處吧。 ManishKumar：這個(gè)問題好難回答啊，因?yàn)橹袊刑嗵貏e之處了。雖然我走過很多國家，但是中國總是能令人驚艷。勤勤懇懇的中國人總是不斷催我上進(jìn)，對(duì)此我充滿敬意。中國擁有古老的文化，同時(shí)又不斷展現(xiàn)嶄新的一面。南有三亞碧海沙灘，中有上海歐式風(fēng)情，北有八大奇跡萬里長(zhǎng)城。不過特別值得一提的是，我聽說在黑龍江，幸運(yùn)的話可以碰上霧凇，一年只有幾天能看到。我只看過圖片，但已經(jīng)被深深的吸引，仿佛身臨純潔無暇的仙境，就像人間天堂。 所以我希望有一天能去趟黑龍江雞西，等著看我的霧凇！所有愿望如果要挑一個(gè)來實(shí)現(xiàn)的話，我希望就是看到霧凇。我唯一的顧慮是到時(shí)候我就再也離不開雞西和霧凇了，估計(jì)我是會(huì)很樂意一直呆在那的。 好吧，這只是個(gè)夢(mèng)而已，但夢(mèng)想總是要有的，說不定很快就實(shí)現(xiàn)了呢？總之，我總是充滿希望！
網(wǎng)站專訪文章末尾見同事訪談 英文版/English Versio (with colleague interviews at the bottom of article) Manish Kumar：Why do we come to China? Manish Kumar, President of the world top tilapia purchaser The Fishin’Group, is now very frankly and straightly sharing his wisdom on such a philosophical question: Whence, what to do and why -- which is also a hot topic for the industry as a stranger into the tilapia industry of China. Now, he is replying to us, very bona fide answer. Transformation from a Special Experience FAM：You are the largest buyer of Tilapia in the world, and Tilapia is the most widely grown fish in the world. But what is astonishing is that according to the Urner Barry import records in the USA, you are bigger than the #2,3,4,5 and 6 ranked importers COMBINED! Can you tell us how you accomplished that and what it means to you? Manish Kumar：Well, the truth is that it doesn’t mean very much, at least not to me. All I heard is that I am just the biggest – I wish instead you had told me I was the best – because that is what I wish to be. Becoming the biggest and becoming the best are two completely different things, and I feel there is a long way to go before we can claim to be the best. But I can assure you that every action I take, every day, is directed at my company becoming the very best of the best. So biggest doesn’t matter. FAM：What does that mean? Isn’t becoming the biggest mean that you are also becoming the best? Manish Kumar：Actually no, being the biggest means you are just another number - most often, that is a liability because it just makes you a target. But being the best is a state of heart and mind, a true asset, it makes you strongest and sharpest, and with that you can become the biggest easily. And even if you lose your #1 ranking, as long as you are the best, you can win it back fast. When I began, I was not the biggest; I was the smallest because I started from zero. I did not let that intimidate me, or else I would have never lasted very long. I focused on just doing my best – and making sure that my best was better than the competition. It’s not easy, and we win and lose every day – but we keep pushing forward. FAM：So how and when would you know you have become the best? Manish Kumar：In order to become the best company, we first have to become a GREAT company, a “GENTLEMAN” company. A company is like a person, it can do good and bad things, and a gentleman is the finest version of a man, so if we can apply those principles to a company, then we also have a chance to become a Gentleman company – a great company. FAM：Could you tell us more about the Gentleman concept – I have never heard that term applied to a company. Manish Kumar：I’d like to warn you that you will hear me talk about my father quite a bit…..he is the one who has shaped me and helped me become the person I am today. We all owe credit to our parents and families and friends for who we are today, and the people we surround ourselves with ultimately influence us and make us who we are. Let me tell you my first gentleman experience. I remember it like it happened yesterday. When I was 7 years old, one of my father’s good friends came to visit us and bought me and my elder sister each a gift box of some very expensive chocolates – the kind in the special red tin box with the beautiful pink ribbons…..Now as a kid, I absolutely loved chocolates – I mean I would sell my soul for a chocolate. There was nothing I loved more. Well, even though I had my own box, I wanted more – and when my sister had her head turned, I immediately snatched her box from her hand and ran as fast as I could and hid in my secret place (in the dog’s kennel) so I could eat everything myself. I knew I would get into serious trouble later, but I figured I would eat the chocolates first. Well, my sister started crying and my mother was super upset and started yelling for me to come out. She was threatening me with big punishments and I was scared, but I wanted the chocolates so badly that I didn’t care. After a while, she gave up, and my father called for me. He said in a loud voice, that I would NOT be in any trouble, and he PROMISED that I could keep BOTH boxes of chocolates if I wanted to, and he just wanted to speak to me alone – just man to man. He also said not to worry about my mother. I was suspicious but intrigued – this had never happened before – so I came out of hiding and sat with my dad in his room – holding the two boxes very tight. He said to me that the chocolates were not important and he just wanted to speak to me about something else – and asked me if I knew what a gentleman was. I shook my head, and then he began to tell me that a gentleman was someone he had always wanted to be and tried hard every day to become. He said to me that only 1 out of every 10,000 people, sometimes even more could become a true gentleman. He told me that they were the best of the best, the finest men, and although everyone wanted to become a gentleman, only a very few made it. They were special because they never hurt anyone or stole from others, they were kind, they gave respect to others, especially ladies, and most importantly, they never ever broke their promises. Never! What he said that I liked most was that everyone wanted to become one, but very few made it. He knew I was competitive, and maybe he played that card – but the truth is that the way he spoke and the passion and excitement with which he described a gentleman was too much for me – I couldn’t resist, and I doubt if anyone else could have! He made it sound like it was the absolute best thing in the world – far better than the chocolates I was holding! He told me I was his darling special son, and he dreamed that one day I might wish to be a gentleman also. I was hooked. I stood up and declared in a loud voice that I would return the stolen chocolates to my sister and then, of course, become a gentleman. He smiled and said that was nice, but sadly, that would not make me a gentleman, rather just a normal person. I got impatient and asked him what I had to do, and my eyes opened wide with shock at his reply – he said in order to be a gentleman, I had to offer MY chocolates to my sister as well!!!! He then reiterated that I didn’t have to do anything and I could still keep both the boxes. He said that no one could force someone to be a gentleman, it had to come from inside the person - I didn’t say a word – but after my initial shock, I did the most difficult thing I had ever done in my six years of existence, and I walked over to my sister and with my arms outstretched and shaking, I returned her box with my apology and then offered her mine as well – she took both boxes immediately, started laughing and began eating them in front of me. I ran back to my dad and complained that she was not being a gentleman, and he said she was a lady, and only men were obligated to follow the gentleman code. He said that was the most difficult part about being a gentleman, that even when things seemed unfair or unjust, a gentleman never changes his code of conduct and his principles. I bit my lip and bore the pain – but at dinner that night we were all seated and my dad said he had a big announcement to make – and said to my mother and my sister that his six year old son was a true gentleman. The real irony is that my sister actually offered me the last few chocolates (she must have been feeling so guilty) at the end, and now I see what my father really did – he created harmony immediately, and made everyone get along instantly. My sister was no longer angry with me for snatching her chocolates, and was actually offering me some, and I was happy to get some as well, but most thrilled that my father considered me a gentleman – the best. I will never forget that day as long as I live. Why the story? Because it gave me the most important lesson that I appreciate today more than ever - What I learnt is this – if we can apply the same gentleman code of conduct principles to a company, we can create the purest harmony in the supply chain of our industry, and build the trust that is so badly needed to make our product the finest it can be. Just a little goodwill action on everyone’s part can dramatically change the whole atmosphere for the better. Be a Gentlemen Company FAM：So can you tell us more about the Code of Conduct you spoke about? How would it apply to a company? What is your vision? Manish Kumar：Just like you can turn a regular person into a gentleman, you can turn a regular company into a gentleman-company. The most important thing for a gentleman – man or company – is their code of conduct. Their promise is their signature bond and cannot be broken at any cost. It’s a very strict code to live by, and many times we fall short because we are human after all, but that is exactly why we must have the code and do our best to live by it. It makes us a better person, a better company, and a better partner and role model for the entire industry. The majority of companies operate on a profit and loss principle and they have to report to shareholders and investors – and of course while it is clear that we are in business to make profits, it cannot be done at the cost of integrity and ethics – the line has to be drawn in the sand, and be crystal clear. One of the advantages of owning 100% of my company is that the message can be sent clearly across all the internal leadership groups that we will abide by the code of conduct regardless of profit and loss. So what does that mean for us? 1. For our industry, we will do everything in our power to strengthen the aquaculture arena we are a part of, and grow its reputation in the global marketplace. We owe this debt to the entire supply chain as we draw so much from it year after year. 2. For our suppliers, it means that we will do our best to find and build the strongest strategic partnerships for the long-term benefit of all. We will not allow a partner to fail, and we would hope they would do the same for us. This is the foundation of all growth, and we consider this of utmost importance. Promises have to be kept, and commitments honored from all sides. 3.For our customers, we pledge to provide them with the precise product spec they desire at the most competitive prices – thus giving them an unmatched value – this in turn builds trust, which leads to more business and more demand for our supply chain. 4.For our employees and management colleagues, ethics and fair play in compensation and benefits are paramount – no slave labor, forced labor or child labor would be tolerated under any circumstances. Child labor issues are something I hold deep in my heart and it is shameful to hear of slavery and child labor in the industry in this day and age. We already sponsor an orphanage in India, and in the coming weeks, we plan to do the same in Haikou or Shanghai – wherever we are most needed. Children are the future leaders, thinkers and innovators, we need to nurture every single one – any child anywhere, no matter what their background, is capable of becoming a future leader and we need to give them every opportunity we can. In summary, we will treat others in the exact manner in which we wish to be treated. You may notice in all my statements that everything in the end comes down to TRUST and keeping one’s commitment – the foundation of the gentleman’s code. We have to work hard for years to earn trust, and yet it can all be lost in a second. There is a famous saying you might have heard……“You can cheat SOME of the people ALL of the time, or ALL of the people SOME of the time, but you cannot cheat ALL of the people ALL of the time”. So how about we don’t cheat at all! Maybe I am too naïve, too idealistic, my father always tells me that I’m not really a businessman and just a poet’s son and emerging philosopher – he says one day that will take priority in my life over everything else. I always laugh when I hear him say this and I tell him that philosophy and profits don’t go hand in hand……..he replied that if I liked money so much, I would never be truly successful – I had to genuinely care about what I did, and do it with my heart. In that he is right. I care. And I do everything with my heart. I have no doubt at all. A real gentleman has to have a true heart - coming back to the chocolate story, and what my father was trying to tell me was this…….NOT doing a bad thing doesn’t make you a good person, DOING a good thing makes you a good person, BUT DOING a GREAT thing makes you special, a gentleman. Resisting the temptation to steal or forcibly take what is not yours does not make you a good person. That just means you are not a BAD person. A GOOD person, however, is one who would share with others something he had plenty of -- a rich man giving some food from his kitchen to the poor is a good person – But a GREAT person would be one who was hungry himself, and still chose to share with another hungry man his tiny bit of food – now he belongs to the highest level, the GENTLEMAN level. I have worked hard since the very beginning and sacrificed my personal life and given everything to this company to make it better. But I will be the first to say that I may have only made this a good company (if that) – and for me, it’s not enough. I have a long way to go, but I want my company to become and remain a GREAT company, A true GENTLEMAN Company. That is my vision, my one year plan, my 5 year plan, and my 100 year plan! Integrity Creates and Leads The Fishin’ FAM：Tell us how you got started, your background and education, and your seafood experience – you started from zero? Manish Kumar：When I began, I had no seafood experience. Actually, I had no food experience at all – growing up in the USA and UK, I was told to study and my mother wouldn’t even allow me inside the kitchen, so I cannot cook, even today! But I have two Masters Degrees in Business Administration – I finished my college by 19, my first MBA by 21 (from India), and my second MBA by 23 (from USA). I never imagined I would be in the seafood business – as a child, I actually wanted to be a race car driver – I don’t know many kids who tell others that they want to sell fish when they grow up! It’s not a very glamorous career haha! After my graduation, I began working in a local seafood company in USA because they needed someone to help them with their new business in India, and I thought it would be great to be able to visit home often, so I took the job – I ended up running their international operations within a year of joining, and would have stayed there my whole life, but found that working for a company that always broke its promises was too difficult for me. I resigned after a few years and then decided to start my own company – but I had no savings and no capital. Actually I started my company with 10,500 RMB. I didn’t have anything else except a little thing called trust. That was my only real asset and I remember it every day. Every company has a balance sheet of assets and liabilities, but I notice that Trust is not listed anywhere. For me that is the only thing that matters without that I would not be here today. And the only way to build trust is to keep your promises – again you return to the Gentleman Code – and I followed that – with my clients, my suppliers and my colleagues. My first shipments came on pure trust – consignment – and my suppliers gave me generous credit terms so that I could sell the product and collect the payments and then pay them afterwards. My first orders from customers came because of their trust in me – they gave me an opportunity to service them and I did my best not to let them down. With my 10,500 RMB, I spent 8000 RMB on a 15 year old car which I used to visit clients because I had no money for flights, and spent another 2000 RMB on dinner with my first customer. Here I was with 500 RMB in my name – and nothing else except trust. But the orders kept coming from more and more clients, and suppliers shipped me more and more cargo, and this is how it all grew to what you see today. I still have my car today to remind me of where it all started and where it can all go if I don’t respect the core principles of trust. FAM：Can you tell us about the scope of your operations today? What other species of fish do you sell, and where does it come from? Manish Kumar：Well, globally, the company does business across 8 countries and we cover all the main species of fish, crab and shrimp (Salmon, Cod, Pollock, Haddock, Basa, Mahi etc – we do it all). We process both wild caught species and aquaculture species but our focus is on aquaculture as we feel that will be the true future of seafood. There is a highly limited wild caught fishery resource, and it’s only a matter of time before it’s priced out of the budget-conscious customer. With domestic demand building, and with people seeing the health benefits of seafood, demand will soon outstrip supply. In my mind, aquaculture is the only solution. With the key infrastructure and competitive labor costs that China still possesses, it remains our main foundation country of business and the majority of our volumes originate from here. We have operations from Haikou to Hunchun and also have additional hubs in Dalian, Qingdao, Zhanjiang and Maoming. We already operate our own factories, and have just begun operating our own feed mill in Hainan. We will also have our company managed farm base in the coming weeks as well as Joint Venture partnerships with Tilapia hatcheries which will then give us 100% visibility into the aquaculture supply chain. I owe this success to the thousands of people who work for us directly and indirectly and I wish I could shake each person’s hand myself and thank them personally. The Key Problem of the Industry Is the Loss of Reputation and Trust FAM：Given your size of business and potential scope of operations, many players in the industry do wonder if your entering the China market in such a big way will threaten their existence and cause them to be negatively impacted – can you comment on that? Manish Kumar：This is a very important question and I’m glad to address it. In a nutshell, NO we are not looking to put anyone out of business. Quite the opposite actually – we want to build solid alliances and identify great long-term strategic partners across the entire supply chain, and in return, become a great partner as well. However, in order to be a great partner, we need to first understand completely what happens in each phase of our supply chain – hatchery, feed mill, farm-base and factory. Without a clear understanding of that, we would be ignorant to our partners’ challenges and difficulties at each phase of the chain, and not be very sympathetic of their needs. This would be disastrous in the long run because we buy such large volumes. But let’s take an example and say we have our own farm base – now we can experience first-hand what our farmer-partners go through on a daily basis, (climate issues, disease issues, raw material issues) and we can not only learn from them, but also help them with our resources and our farmer-training camps we have already established free of charge – together we can help build more efficient farming methods and bring down the cost for everyone! In the end, we are not looking to buy 100 farms or feed-mills, instead we are looking for 100 farmer-partners and feed-mill operators who understand our needs and the market requirements, and service those standards to the best of our combined abilities. Our company operations are always open and transparent to our core partners, since we wish them to succeed just like us. The combined strength of our cooperation effort is the only thing that can boost the industry reputation to its highest levels. And that is something that we all desperately need today. FAM：What is the biggest challenge the Tilapia industry faces today? Manish Kumar：Loss of Reputation and Trust. Our industry is going through a difficult time, and it is at such times that we need all our strength. We hear several untrue stories that surface in the social media, and we have to defend our position against each rumor, but the public is confused as to which side to believe. But truly, I view this moment as a grand opportunity to showcase our entire supply chain, and tell the true story behind our product and the manner in which we process it. I am proud of what we sell, and I would eat our product every single day because I know what goes into it – the international food safety standards we uphold, the ethical manner in which we process it, and the care we take in making sure the raw material resources remain sustainably produced. This is a moment when we must all consolidate our efforts and work together to send the strongest message to the world market that China, and its aquaculture fisheries can stand any test on a global platform and win. We cannot allow a few bad examples to define our entire industry. At the same time, we must redouble our efforts to enforce and ensure that our processes and procedures are followed to the exact spec, so that we can truly stand tall in the eyes of the market place. I have the greatest confidence that will happen, and I hope that others will also join us in spreading that message. Hope is always your most powerful ally in everything – when everything seems like its falling apart and bleak - and you are in your darkest moment, it is HOPE that it gives you strength to do things you thought you could never do in your life. No matter how much ambition and determination a person may have, the secret source power of all that is real hope. We must never lose hope, because then all is lost. Great Strength of Hope and Goal FAM：Do you feel confident in your leadership team in China to execute your vision in the coming years? Manish Kumar：I haven’t got the words to tell you how fortunate I am in this. From a business perspective, I would say that finding and surrounding yourself with the right team and talent to execute the company vision is always going to be the #1 challenge. The best people are always the most difficult to find, but I feel again that if you approach someone with respect and fairness, and give them the opportunity to shine on their own, then you are bound to have the best results in the long term. I feel like I won the lottery when I met Maggie Liu, our Managing Director of Hainan Group! She was highly recommended by a very dear friend and that was the biggest gift I have ever received. Maggie is one in a million, and most importantly, embodies the critical elements of kindness and compassion that a genuine leader must possess. She is also a brilliant manager who understands the supply chain inside out. I can go on and on……. I believe strongly that we should always surround ourselves with people better than ourselves, and in that I have definitely succeeded. With leaders like Maggie in our global team, I feel truly confident that we can accomplish anything that we set our hearts to. My father says (maybe you should have just interviewed him instead of me……h(huán)aha) that a gentleman gives 100% respect to his fellow men, but 200% respect to women. I asked him why? Because now don’t we all live in a society of equality which has different rules of etiquette？– we don’t stand up when a lady enters the room, we don’t open the door for them and let them leave or enter first, we don’t treat them with the utmost courtesy and respect and pick up something off the floor when they drop it – I see a 100 examples in planes when a lady is trying to place her bags on the top luggage shelf and the bag is too heavy for her – but no man sitting even bothers to help. We cut ahead in lines and don’t care that someone was standing in front of us - This is the society we live in today. My father says it’s all very sad because women are a far superior species than men – they are more kind, more mature (much more), more sincere, and essentially twice the man. A 20 year old lady is twice as mature as a man twice her age. I will personally vouch for that! I don’t wish to judge and generalize, but it’s no secret that women are the ones who care the most, and by default they become the best of us all! I am in complete agreement with my father in this! FAM：What has been your biggest challenge or difficulty in your role as chairman? Can you tell us something personal (maybe a weakness) that also affects you in your business? Manish Kumar：From a personal side, I will confess my biggest weakness……Its public speaking. This is absolutely my biggest fear and I dread giving speeches every single time! It is especially hard for me because I have been a very shy person my whole life. Even as a child, I had the biggest difficulty making friends in school, because I was too shy to speak to others. My mother would bring candy to school and give them to the other kids and ask them to play with me! My sister is the exact opposite and would have a hundred friends! But when her girlfriends would come over to our house, I would rush to my room and shut the door! My father would always tease me that I would never get married, and that I should be more social – but it was just too hard for me…… In my role of Chairman, I am asked to speak publicly more often, and that is a real killer for me! A month before the speech, I freeze up and become so anxious, and can’t sleep because I am so stressed out. Even if I rehearse day and night, it just gets worse. Why do I say all this? Because sometimes, when you face your biggest fears in life, you find out who you really are. You have to step out of your comfort zone to know how far you can really go. What I learnt is this…….If you want something badly enough, if you desire it completely, you will overcome all your fears and find the strength to do it – no matter how scared you are. Whether its business or personal life doesn’t matter. If you care about an industry issue, you will find the will power to speak in front of a thousand people, and speak from your heart without any notes in your hand. On a personal level, even an extremely shy person will find the courage for the first time in their life and give a love note to a complete stranger in a plane just because they couldn’t bear the thought of having to spend their whole life regretting that they missed their chance to know this most special person! The heart will be racing, but they will do it! The question you have to ask yourself is if you really and truly want something – and are willing to do whatever it takes……if you can say YES, then you will do things you never thought possible! This is the supreme power of human desire and ambition. We overcome our fears to achieve our goals. FAM：Final Question - You have been to China many times – can you tell us what you find different or unique about our country? Manish Kumar：That is a hard question, because it is so easy to list so many special things about China. Even though I have been to many other countries, China never ceases to amaze me. The culture is an ancient one, and you learn and see something new every time you visit. The people here are the hardest working I have ever seen, and I have a great respect for them because they inspire me to be better. You can have an infinite choice of everything – from the beaches of Sanya to the European flavor of Shanghai. You can see man made wonders like the Great Wall, but if you want to know something really truly special, then I hear that if you go far north to Heilongjiang province, and if you are there at exactly the right time, you can see the Rime frost, which only lasts a few days a year. I have only seen pictures, but I am simply astonished by the beauty of those images. If Disney had been alive, he would been inspired by this fairytale scene. You feel like you are in a magical world and everything is white and pure. And only angels could live here – because it’s too pure for anyone else…… So one day, I hope I will have the chance to visit Heilongjiang, and maybe if I am lucky enough, I would stay in Jixi city, and wait there for my Rime – and when the time is exactly right, I will have the chance to witness it! Out of all my wishes, if I could choose only one to come true, it would be that. And I hope with all my heart that it happens. My only fear is that I would never wish to leave Jixi and my Rime, and well, that would be just fine with me！ Maybe it’s only a dream, but sometimes even dreams can come true……I won’t lose hope! Questions for Molly/提給Molly（李艷梅）的問題: FAM：You work very closely with Manish and help him with most of his interpretations and translations – it is a very important position and you get to know the person very closely because you hear all their thoughts. How does it feel to work with someone from a foreign background and with someone who is not familiar with Chinese language and culture? （工作中你跟Manish的接觸較多，你負(fù)責(zé)他大部分的翻譯和口譯工作，這是一個(gè)很重要的位置，也因?yàn)樗麄兯械南敕愣加新牭剿阅銓?duì)他本人更為熟知。跟一個(gè)不熟悉中國語言和文化的外國人一起共事你的感覺如何？） Molly：Actually I have worked with many people who come from foreign background in my past jobs but Manish is very special. He is so funny, smart and sweet and all these qualities makes me feel that to work with him is like playing games. Although he is not familiar with Chinese language and culture, he truly respects these very much and this makes me feel also being respected. I still remember that in this June Dragon boat festival during which we had holiday in China but he still need to work in USA and he asked me about the tradition of this festival through skype and also asked me to send him the Chinese writing of Happy Dragon Boat festival and of the special food for this festival, Zongzi, to him and also the photos. During Spring Festival last year he even sent us the greetings in Chinese and really surprised us a lot. I always have this feeling that that even though he is a foreigner he is very close to us and now we call him half Chinese person because he already know basic Chinese greeting words and he also uses chopsticks quite well.（實(shí)際上在以前的工作中我共事過的外國人并不少但是Manish是非常特別的。他為人風(fēng)趣，聰明而且體貼，這些特質(zhì)使我覺得跟他共事就像玩游戲一樣。雖然他不了解中國語言和文化，但是他對(duì)這些極其尊重，這讓我們也感到備受尊重。我還記得今年的端午節(jié)，中國公司是放假的，但是美國不放假，Manish通過skype問我關(guān)于這個(gè)節(jié)日的傳統(tǒng),還讓我發(fā)給他中文“端午節(jié)快樂”以及“粽子”的寫法和圖片。在去年春節(jié)期間，他給我們發(fā)中文的“春節(jié)快樂”的祝福語，這些都讓我們覺得很驚奇。我常常覺得雖然他是一個(gè)外國人，但是他跟我們很親密，我們現(xiàn)在都說他已經(jīng)是半個(gè)中國人了,因?yàn)樗麜?huì)說簡(jiǎn)單的中文招呼語還能很熟練的使用筷子了。） FAM：What was your impression of Manish?（你對(duì)他的印象如何？） Molly：I still remembered the day that Maggie asked me to go to Howard Johnson to first meet the big boss. When I walked in the Howard Johnson Chinese restaurant Manish is meeting with Progift boss and Maggie and several other people, in order to not disturb them, I quietly sit near the table. However, Manish noticed and stood up and shook hands with me in a very gentle way. He spoke in a soft, low voice: “Hi, I am Manish, nice to meet you”. During that time I did not decide whether I will work in this company or not and I was totally nobody to this company, but he already treated me in the most soft and gentle way I have even being treated by a boss. Now after almost one year time, I found him more gentle and polite, and also workaholic and helpful. When my throat feels not good I got his remote secret Indian recipe for curing sore throat which he typed a long message like several pages and makes me feel so warm. Actually Manish always treats people in a most respectful and gentle way, no matter to the driver, to the workers or to the waitresses and waiters in the hotel or restaurant .If you go to Howard Johnson hotel which Manish stayed for one week more last time and you will find that all the hotel waiters served him now look after him like he is a friend and family member or even a infant, before he orders something, the waitresses will already prepare what he needs in a quickest way. Because he treats us so nicely and gentle, we all want to protect him like to protect a baby boy.（我還記得劉總讓我去豪生酒店跟Manish第一次見面的情景，我走進(jìn)去豪生的中餐館，Manish當(dāng)時(shí)跟寶路的老板和劉總以及其他幾個(gè)人在談事情，為了不打擾她們，我悄悄地坐在了桌子側(cè)。 但是，Manish卻注意到了，他很有禮貌的站起來跟我握手，用他一貫低沉輕柔的聲音說：“你好，我是Manish，很高興認(rèn)識(shí)你。”那時(shí)候我還沒有決定是否會(huì)呆在這個(gè)公司，但是他已經(jīng)用最溫柔和紳士的方式來對(duì)待我，我確實(shí)從來沒有見過這樣的老板。現(xiàn)在距離初次見面快一年時(shí)間過去了，我發(fā)現(xiàn)他的紳士風(fēng)度和禮節(jié)與日俱增，同時(shí)也發(fā)現(xiàn)了他工作狂和樂于助人的一面。上次我的嗓子出毛病，他在Skype上發(fā)了長(zhǎng)長(zhǎng)的看起來幾頁的信息介紹他用過的治嗓子疼的遠(yuǎn)古印度秘方，真的讓人感覺很貼心。其實(shí)Manish習(xí)慣以最尊敬和溫柔的態(tài)度對(duì)待所有身邊的人，不管是司機(jī)，工人還是酒店或者飯店的服務(wù)生。現(xiàn)在如果你去他住過一個(gè)星期的豪生酒店，你會(huì)發(fā)現(xiàn)那邊他接觸過的服務(wù)員都當(dāng)他是朋友和家人甚至像對(duì)待一個(gè)嬰兒一樣照顧他。他點(diǎn)單之前，酒店餐廳的服務(wù)員已經(jīng)在用最快的速度幫他準(zhǔn)備他需要的食物了。正因?yàn)樗麑?duì)我們很和善很紳士，我們像保護(hù)一個(gè)小男孩一樣想去保護(hù)他。） FAM：What is it like working with him and his company? （跟他和他的公司一起工作的感覺怎樣？） Molly：To work with Manish and The Fishin’Group is a happy thing to me. I learned a lot from working with this team. They are either as funny and diligent as Manish, as cute and handsome as Ryan and Matt, as smart and experienced as Wahyu and Joyce, etc. I learned so much from them and I really appreciate all their helps in past one year.（跟Manish和Fishin別的同事一起工作對(duì)我來說是一件快樂的事情，在跟這個(gè)團(tuán)隊(duì)的共處中我學(xué)到了很多東西。他們中間有很多跟Manish一樣風(fēng)趣勤奮的，有跟Ryan和Matt一樣可愛帥氣的，有跟Wahyu和Joyce一樣睿智且經(jīng)驗(yàn)豐富的，等等。我從他們身上學(xué)到很多東西，真的非常感激過去一年來他們的幫助。） Manish knows to speak little Chinese and he sometimes uses them in a very funny combination together with English. One Chinese work he knows well is Haixiu(In English means shy ) and he used to ask Maggie to be not shy but what he said is “No Haixiu”, when Chinese people said thanks you very much to him he replied feichang feichang bukeqi/非常非常不客氣(means you are welcome very much) and makes us laugh a lot. Every-time he speaks Chinese just makes us laugh and he looks happy too when we laugh at him just like a naughty boy. But what Manish should feel embarrassed is that his schedule always changing, e.g. when we want to have skype meeting, he may said no problem to have the meeting tomorrow morning 10am, however, we all know that is just saying, the meeting maybe delayed from 10.15 then 10.45 then 11.30, it will be good luck for us to finish the meeting during that afternoon sometimes. But we know he works so hard, no matter it is Chinese working time or American working time, once we send him a message, he replied ery very soon and I still don’t understand why our boss can be so energetic, I can really earn a lot if I learn this from him.（Manish會(huì)說一點(diǎn)中文，他有時(shí)候會(huì)說出一些令人捧腹的奇怪的中英文組合詞。他懂說中文的害羞，于是他跟Maggie說“No害羞”以表達(dá)不要害羞的意思。當(dāng)有時(shí)候別人用中文跟他說非常感謝的時(shí)候，他會(huì)用中文回答說：非常非常不客氣。每次他說中文都會(huì)把我們逗笑，我們笑他的時(shí)候他自己也覺得很開心，就像一個(gè)頑皮的男孩一樣。但是Manish還真有讓我們郁悶的事，他的行程從來沒個(gè)準(zhǔn)數(shù)，比如我們說明天需要開個(gè)skype會(huì)議，他可能會(huì)說明天早上十點(diǎn)沒問題，但是，我們知道這只是大概時(shí)間，會(huì)議可能被推遲到10：15再到10：45再到11：30，有時(shí)候會(huì)議從上午推到當(dāng)天下午才能開完。但是我們理解他的工作很忙，不論是中國時(shí)間還是美國時(shí)間，一旦我們發(fā)信息問一些問題，他都會(huì)很快的回復(fù)。其實(shí)我至今不明白為什么老板能這么有精力，要能跟他學(xué)到這點(diǎn)就真賺到了。） 提給劉榮梅的問題 FAM: You are the Managing Director of all The Fishin’ operations in Hainan. In that critical role, what has been the biggest challenge for you in establishing the company’s name in the industry?（作為Fishin海南公司海南信世安水產(chǎn)品有限公司的總經(jīng)理，在這個(gè)關(guān)鍵的位置上，您覺得在業(yè)內(nèi)樹立公司口碑這個(gè)過程中最大的挑戰(zhàn)是什么？） 劉榮梅: Due to the market downturn and relatively disorder, it needs time for the domestic market to accept and acknowledge the entry of a foreign purchaser, and sometimes there would be certain misunderstandings and collisions. We will try our best to communicate to the industry that The Fishin’ Group coming-in is to show its optimistic prospective on the fish, cherishing on the fish, and hope to protect the fish with all participants of the tilapia industry so that all stakeholders can share the benefit of the fish.（目前產(chǎn)業(yè)行情比較低迷，市場(chǎng)也比較混亂，對(duì)于一家外國采購商的進(jìn)入，人們可能需要一個(gè)認(rèn)知和接受的過程，甚至還會(huì)有很多誤解和抵觸。因此我們也會(huì)努力讓大家感受到Fishin公司進(jìn)來的目的是因?yàn)榭春眠@條魚，要珍惜這條魚，希望與這個(gè)行業(yè)各方保護(hù)好這條羅非魚，讓這條產(chǎn)業(yè)鏈上的各方都能夠受益。） FAM: What is your vision for the coming years for your Hainan group? （您對(duì)于海南公司未來幾年的愿景是怎樣的？） 劉榮梅: According to Manish’s vision, except for hatchery, we will involve ourselves in the whole tilapia industry in Hainan, from farm, to feed and processing plant. We define our involvement more like a showcase. I mean we hope to play an exemplary role and spread the scientific method of management, helping the industry to establish a more sustainable supply chain so that all participants such as farmers, workers consumers and investors can benefit from it and the full value of this healthy fish can be developed to serve the world. We hope to serve this fish with the most positive showcase and promotion. Meanwhile, The Fishin’ is a happy family with its commitment to serving this fish, philosophy of Honesty and mutual trust. Our members will spontaneously develop their and the family’s potentials so as to create the value of this fish.（為實(shí)現(xiàn)Manish的愿景，我們?cè)O(shè)想，未來在海南除了種苗，其它的養(yǎng)殖、飼料、加工我們都會(huì)有涉及，力爭(zhēng)為整個(gè)行業(yè)做出成功的“示范”，激發(fā)全行業(yè)共同打造一條更可持續(xù)的羅非魚產(chǎn)業(yè)鏈，讓養(yǎng)殖戶、工人、消費(fèi)者和投資人等共同受益，一起發(fā)揮這條健康魚的價(jià)值。我們將為羅非魚這條魚作最為正面的示范和推廣，希望能更好的服務(wù)這條魚。同時(shí)我們Fishin是一個(gè)志在服務(wù)這條魚的幸福的大家庭，倡導(dǎo)“誠信互信”的價(jià)值觀，我們的每一個(gè)成員都能夠自覺地發(fā)展強(qiáng)大，充分發(fā)揮個(gè)人和團(tuán)隊(duì)的聰明才智，創(chuàng)造個(gè)人和這個(gè)大家庭的價(jià)值，從而實(shí)現(xiàn)這條魚的最大的價(jià)值。） FAM：What are your plans?（您計(jì)劃如何實(shí)現(xiàn)這個(gè)愿景？） 劉榮梅：We still have a long way to go, but we are doing a solid job and working towards the goal. I believe we will make a breakthrough in the coming year. We will organize a professional team of the highest ethics to fulfill Manish’s vision of being a “Gentlemen Company”. We will further ourselves in understanding the challenges and chances in each part of the supply chain and meeting more people and enterprises with same commitment to the fish. In a manner of most sincerity, we are going to develop strategic partners with them in joint efforts to develop and protect such band and quality of Hainan Tilapia for the purpose of a most sustainable, mutual benefit and win-win supply chain of tilapia. This is also the commission of The Fishin’, a Gentlemen Company.（目前離目標(biāo)還有些距離，但我們會(huì)扎扎實(shí)實(shí)做好每一步，相信在2017年會(huì)有進(jìn)一步突破。我們將全力打造一支具有高尚道德水準(zhǔn)的專業(yè)隊(duì)伍，實(shí)踐公司總裁的君子公司理念，深入海南羅非魚產(chǎn)業(yè)鏈的各個(gè)環(huán)節(jié)，了解產(chǎn)業(yè)鏈每一環(huán)節(jié)困難和機(jī)遇，認(rèn)識(shí)羅非魚產(chǎn)業(yè)鏈中的各有志之士和企業(yè)公司，盡最大的誠意與多家魚苗場(chǎng)、多家養(yǎng)殖場(chǎng)、多家飼料廠、多家加工廠發(fā)展戰(zhàn)略伙伴關(guān)系，共同開發(fā)與保護(hù)海南羅非魚的品牌和品質(zhì)，開創(chuàng)羅非魚產(chǎn)業(yè)鏈長(zhǎng)久互利共贏的局面，實(shí)現(xiàn)Fishin公司的高尚目標(biāo)！） FAM: How does it feel to work with foreign cultures within the same company? Do you find the culture barrier very strong or has it been easier than you thought?（同一個(gè)公司中與多種不同的文化相處交流公事您感覺如何？您感受到的文化障礙是非常強(qiáng)烈的還是比您想象的簡(jiǎn)單呢？） 劉榮梅: It is inevitable that there are culture barriers when working with different cultures within the same company. But here I would like to thank Manish for his complete trust to me. It is his 100% trust on me working for Fishin Hainan with my heart and soul in 200%. As for culture barrier, sometimes simple, sometimes complex, the key point is that you must be confident. Don’t be scared. Never shrink back, and try to communicate over and over again. In fact, in The Fishin’, what we enjoy most is the friendship, the family love and the common dream rather than cultural conflict.（文化的問題肯定是有的，這里要感謝Manish先生對(duì)我百分之百的信任，正是這百分之百的信任讓我百分之兩百的負(fù)責(zé)任為公司工作。文化障礙很多時(shí)候可簡(jiǎn)單、可復(fù)雜，關(guān)鍵是自信，不要害怕和退縮，反復(fù)溝通，最終一定會(huì)達(dá)成一個(gè)圓滿的結(jié)果。實(shí)際上，在Fishin 公司，我們這里更多的是友誼、親情和共同的夢(mèng)想。） FAM: Do you enjoy working with Manish even though you don’t speak English and he doesn’t speak Chinese?（您喜歡跟Manish一起共事嗎？即便你不懂英語他也不懂中文。） 劉榮梅: I enjoy the time being with Manish, although we speak different languages. But with common views and goals, we can always reach a consensus soon, and then everything becomes easy and full of fun. He always has the magic that creates a relaxed and cheerful working atmosphere, so always happy being with him. Manish is a Gentleman of very charming personality. He creates a very happy working atmosphere so that working with him is like you are with your family, and even a friend of common dream.（喜歡和Manish相處的時(shí)間，雖然語言不通，但是基于對(duì)這條魚的共同認(rèn)知和理想，我們能很快達(dá)成一致，事情會(huì)變得非常簡(jiǎn)單和有趣。Manish是個(gè)非常紳士的人，很有人格魅力，他為我們創(chuàng)造了非常輕松的工作氛圍，和他一起工作，我們感覺像家人、又像志同道合的朋友。） |
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