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商社マンの考える「商社とは?」#3(The Workaholic)

さて、本ブログにて自分なりの商社論を書いてきた。
纏めるとこうだ。

#1:商社=ルーター論
ここでは商社の機能についてAbstructに述べている。いきなり抽象論で分かりにくい内容だったかもしれないが、要するに「商社は自分が動くのではなく、有能な他人=他企業=モジュールを使ってナンボ」ということだ。所詮商社に難しいことなどできんよ、という自虐的な内容でもある。
#2:商社ビジネスモデル考
こちらは#1と違って分かりやすい内容。商社は労働力の薄利多売を行ってきたが、新たなBlack Boxを作る「投資銀行型」、Black Boxを公開しながらもImplimentation能力で優位に立つという「コンサルティングファーム型」に移行すべきだ、という内容。

こうしてSimplifyして並べ、Abstructに考えると実はこの両エントリが矛盾していることに気づくだろう。#1では「商社は簡単なことしかできない」と言い、#2では「商社は難しいことをすべき」と言う。
しかしこれは、この4年の間に(#2から#1への間に)私の考えが全く反対になったということではない。実は、立場が違うのである。#1ではコスト構造を分析すべく商社業務の骨格を露にしようという観点に立ち、#2では収入の方向性を考察するためビジネスモデルを検討する観点に立っているのだ。収益とは細かい話を抜きにすると要は収入-コストだ。収益性を上げるためには収入を増やすか、コストを減らすかしかない。#1では商社が如何にしてコストを減らすかについて示唆しており、#2では商社が収入をいかに増やすかを述べているのである。
では、単純に#1に従い有能なモジュールを使いコストを削減し、#2に従い投資銀行型やコンサルティングファーム型で収入を増やせばいいのか。恐らくそれは不可能である。単純でない理由は色々あるが、上では敢えて触れなかった#2のもうひとつの重要なポイント、即ち「薄利多売型事務代行なくしては、新たなビジネス展開は有り得ない」という点に理由がある。

商社が多様なビジネスを行っているのは事実であるが、少なくとも業務の大部分を占めるのは依然「薄利多売型事務代行」だ。そしてこの積み重ねが多くの企業・業界とのパイプを構築し、信用を勝ち得ているのである。而してその実態は、依然White Collarの皮をかぶったBlue Callor、特に若手従業員の自殺的な手作業に任されている。商社には体力のある人が多いから、それでも何とかこなせるようになっていく。徹夜してでもこつこつやれば、いつかゴールには辿り着けるのだ。
商社マンと言えば合コンにキャバクラにと遊んでばかりいるイメージがなきにしもあらずだが、基本的にこの種族の人々はマジメだ。勤勉で忍耐強く、殊勝である。言うなれば、「怠惰」「短気」「傲慢」というプログラマの3大美徳の対極にいるのが商社マンなのだ(但し、年を追うごとに「傲慢」という美徳だけは身に付ける)。
然るに、上述のような作業に対しても「勤勉」に「忍耐」強く取り組み、「殊勝」にも自力で、手作業で問題解決しようとする。結果としてマンパワーなしでは「薄利多売型事務代行」を支えることができなくなり、永遠に前に進めず苦悩し続けるのである。これでは投資銀行型もコンサルティングファーム型もない。それ以前の状態だ。

それでは、どうすればよいのだろうか。
ここまで読めば予想がつくとおり、その答えとは、プログラマの3大美徳、「怠惰」「短気」「傲慢」を身に付けることだ。平たく言えば、ITを活用し、「薄利多売型事務代行」のコストを下げるのである。
ERPなら導入してますが…という声も聞こえそうであるが、ERPの導入はITの活用とは関係がない。寧ろ、正しい意識改革のないERP導入は作業を増やしドツボにはまるだけである。
「正しくITを活用すること」、これこそが商社にとって今もっとも重要なことなのだ。
(詳細は気が向いたらまた今度)


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耳うち、ありがとう!

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プログラマの3大美徳?
そんなこと言ってる人もいるけどそれは単なる偏見です

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プログラマの3大美徳ってのはLarry Wallが言ってるんだけどな。
ググったらdankogaiが詳しく解説してた。
http://itpro.nikkeibp.co.jp/article/Watcher/20061005/250057/?ST=oss

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