按键盘上方向键 ← 或 → 可快速上下翻页，按键盘上的 Enter 键可回到本书目录页，按键盘上方向键 ↑ 可回到本页顶部！
————未阅读完？加入书签已便下次继续阅读！
d substantially and the outlook is good for 1988。
费区海默兄弟公司是我们旗下另一个家族企业，而就像Blumkins一样是个非常杰出的家族，Heldmans家族三代几十年来，努力不懈地建立了这家制服制造与销售公司，而在Berkshire取得所有权的1986年，该公司的获利更创新高，此后Heldmans家族并未停下脚步，去年（1987年）盈余又大幅增加，而展望今年（1988年）前景更是看好。在制服事业大概没有什么出奇的事，唯一的惊奇就是Heldmans家族， Bob、George、Gary、Roger跟Fred，对于这行业熟的不能再熟，同时也乐在其中，我们何其有幸能与他们一起合作共事。
There's nothing magic about the Uniform business； the only magic is in the Heldmans。 Bob； George； Gary； Roger and Fred know the business inside and out； and they have fun running it。 We are fortunate to be in partnership with them。 o Chuck Huggins continues to set new records at See's； just as he has ever since we put him in charge on the day of our purchase some 16 years ago。 In 1987； volume hit a new high at slightly Under 25 million pounds。 For the second year in a row； moreover； same…store sales； measured in pounds； were virtually unchanged。 In case you are wondering； that represents improvement： In each of the previous six years； same…store sales had fallen。
Chuck Huggins持续为喜斯糖果缔造新猷，自从十六年前我们买下这家公司，并请他主掌这项事业时，便一直是如此，在1987年糖果销售量创下近二千五百万英镑的新高，同时连续第二年单店平均营业额维持不坠，你可能会觉得没什么了不起，事实上这已是相当大的改善，因为过去连续六年数字都呈现下滑的趋势。
Although we had a particularly strong 1986 Christmas season； we racked up better store…for…store parisons in the 1987 Christmas season than at any other time of the year。 Thus； the seasonal factor at See's bees even more extreme。 In 1987； about 85％ of our profit was earned during December。
虽然1986年的圣诞节特别旺，但1987年的记录比86年还要好，使得季节因素对喜斯糖果来说越来越重要，经统计去年一整年约有85％的获利是在十二月单月所创造的。糖果店是个很好玩的地方，但对大部分的老板来说就不那么有趣了，就我们所知，这几年来除了喜斯赚大钱之外，其它糖果店的经营皆相当惨淡，所以很明显的喜斯搭的并不是顺风车，它的表现是扎扎实实的。
Candy stores are fun to visit； but most have not been fun for their owners。 From what we can learn； practically no one besides See's has made significant profits in recent years from the operation of candy shops。 Clearly； Chuck's record at See's is not due to a rising industry tide。 Rather； it is a one…of…a…kind performance。
这项成就当然需要优秀的产品，这个倒不是问题，因为我们确实拥有，但除此之外它还需要对客户衷心的服务，Chuck可以说是百分之百地为客户设想，而他的态度更直接感染到公司上下所有的员工。
His achievement requires an excellent product … which we have … but it also requires genuine affection for the customer。 Chuck is 100％ customer…oriented； and his attitude sets the tone for the rest of the See's organization。
以下是一个具体的例证，在喜斯我们通常会定期增添新的口味并删除旧的口味以维持大约一百种组合，去年我们淘汰了14种口味，结果其中有两种让我们的客户无法忘怀，而不断地表达他们对我们这种举动的不满，「愿喜斯所有做出这种卑鄙决定的相关人士嘴巴流脓长疮；愿你们新的巧克力糖在运送途中融化；愿你们吃到酸掉的糖果；愿你们的亏大钱；我们正试图寻求要求你们恢复供应原有口味的法院强制令」，总计最后我们收到好几百封的抱怨信。
Here's an example of Chuck in action： At See's we regularly add new pieces of candy to our mix and also cull a few to keep our product line at about 100 varieties。 Last spring we selected 14 items for elimination。 Two； it turned out； were badly missed by our customers； who wasted no time in letting us know what they thought of our judgment： 〃A pox on all in See's who participated in the abominable decision。。。；〃 〃May your new truffles melt in transit； may they sour in people's mouths； may your costs go up and your profits go down。。。；〃 〃We are investigating the possibility of obtaining a mandatory injunction requiring you to supply。。。；〃 You get the picture。 In all； we received many hundreds of letters。
为此Chuck不但重新推出原来的口味，他还将危机化为转机，所有来信的客户都得到完整且诚实的回复，信上是这样写的︰「虽然我们做出错误的决定，但值得庆幸的是最后得以以喜剧收场」，随信还附赠一个特别的小礼物。
Chuck not only reintroduced the pieces； he turned this miscue into an opportunity。 Each person who had written got a plete and honest explanation in return。 Said Chuck's letter： 〃Fortunately； when I make poor decisions； good things often happen as a result。。。；〃 And with the letter went a special gift certificate。 See's increased prices only slightly in the last two years。 In 1988 we have raised prices somewhat more； though still moderately。 To date； sales have been weak and it may be difficult for See's to improve its earnings this year。
过去两年喜斯糖果仅稍微地涨价，在今年（1988年）我们仍会继续调涨价格，幅度还算合理，只是截至目前为止销售持续低迷，预计今年公司盈余将难再有继续成长的可能性。
o World Book； Kirby； and the Scott Fetzer Manufacturing Group are all under the management of Ralph Schey。 And what a lucky thing for us that they are。 I told you last year that Scott Fetzer performance in 1986 had far exceeded the expectations that Charlie and I had at the time of our purchase。 Results in 1987 were even better。 Pre…tax earnings rose 10％ while average capital employed declined significantly。
世界百科全书、寇比吸尘器与史考特费兹制造集团皆由Ralph所领导，很高兴我们能做这样的安排，去年我曾告诉各位史考特费兹集团在我们买下公司的当年度…1986年的表现超乎预期，但去年1987年的表现更出色，税前获利成长了10％，但所耗费的资金却较前年大幅缩减。
Ralph's mastery of the 19 businesses for which he is responsible is truly amazing； and he has also attracted some outstanding managers to run them。 We would love to find a few additional units that could be put under Ralph's wing。
Ralph同时掌管19项事业的方式实在是令人叹为观止，同时他也吸引了一群优秀的经理人协助他经营事业，我们很乐意在多找一些事业交到Ralph旗下去经营。
The businesses of Scott Fetzer are too numerous to describe in detail。 Let's just update you on one of our favorites： At the end of 1987； World Book introduced its most dramatically…revised edition since 1962。 The number of color photos was increased from 14；000 to 24；000； over 6；000 articles were revised； 840 new contributors were added。 Charlie and I remend this product to you and your family； as we do World Book's products for younger children； Childcraft and Early World of Learning。
由于史考特费兹的事业范围过于繁杂，在此不便详述，这里谨就其中一项我们的最爱…世界百科全书加以介绍，去年底世界百科全书推出自1962年以来改版最多的最新版本，全套书中的彩色照片从14；000祯增加到24；000祯，超过6；000篇文章从新编写，840位作者参与；查理跟我衷心向您与您的家庭推荐包含世界百科全书与儿童工艺等一系列的套书。
In 1987； World Book unit sales in the United States increased for the fifth consecutive year。 International sales and profits also grew substantially。 The outlook is good for Scott Fetzer operations in aggregate； and for World Book in particular。
在去年该套书在美国地区销售量连续第五年成长，国外地区的销量与获利亦大幅增加，史考特费兹集团前景看好，尤其世界百科全书更是如此。
Insurance Operations
保险事业营运
Shown below is an updated version of our usual table presenting key figures for the insurance industry：
下表是我们惯用保险业主要指数的最近更新数字
Yearly Change in bined Ratio Yearl