英语毕业设计(自行车店扩建)

英语毕业(自行车店扩建) Business proposal—Sports Bicycle Items Shop Investigator Betty Smith Tianjin Radio & TV University Submitted on May 15, 2010 In Fulfillment of the Course Practical Business Project And Proposal Design Business proposal—Sports Bicycle Items Shop Sports Bicycle Items Shop Project Proposal for Sports Bicycle Items Shop Prepared Expressly for Mr. Cui Hong Director Tianjin Branch Office Bank of Communications Business proposal—Sports Bicycle Items Shop EXECUTIVE SUMMARY The Market Healthy life is the top issue that people focus on. More and more people go to gym when they have leisure time. Using professional facilities or wearing professional sports clothes to do sports have been accepted by lots of people. To reduce the cost and to gain more opportunities of sales are the two main important tasks facing anyone who runs the new business. With the development of combining the real shop and E-shop, the new style of business is becoming more and more popular for the retailers. So the Sports Bicycle Items Shop can meet the requirements of the market. Because cycling is one of the easiest sports when we do in our daily life, bicycle components manufacturers and professional sports clothes suppliers already change their sales policy from just offering products for sportsmen to the open public. The products design, materials’ choosing and after-sales service should meet the needs of the general public. The Company The Sports Bicycle Items Shop project is to offer the products for people who love outdoors sports. The shop will market and sell selected bicycles, matching cycling items such as: hats, T-shirts, sports pants, shoes, bags and other products for the cycling. It is an amazing place for people who love cycling, like to catch up dressing fashion, and always want to present their individual personality. The shop also offers an opportunity for the people who would like to share their outdoor sport experience with others. Financial Considerations The total cost needed to start up this business would add up to RMB 21,660, since we will adapt the policy of lower inventory which makes us possible to lower the expenses and risks greatly. Moreover, we can increase sales at a high rate without increasing the operating expenses. This is because of the leverage available in use of Internet technology as our expanding marketing and sales channel. Premises The shop located close to the new sports gymnasium that will be used for the football matches of 第 , 页 共 24 页 Business proposal—Sports Bicycle Items Shop 2008 Beijing Olympics will occupy an area of about 35 square meters. Products and Services The shop will offer a steadily increasing mix of three lines of products: , Clothes: selected clothes, hats, shoes, and etc. , Fittings for Bicycle: there should be a selection of handlebars, seats, frames, pedals, drive chains, etc. There is also a selection of sports magazines to be ordered by and for the people to read. , Bicycles: carefully selected bicycles to appeal to the target market and target customers. At the same time, we offer reservation service for the customers who have D.I.Y dirt bicycles, clothes, and other items. Cost Breakdown Our start-up costs come to RMB 21,660. Equipment and Furniture : The purchase of routine equipments and furniture would be RMB 6960. A personal computer 4,000 A digital camera 2,000 A Scanner 450 4 Second Hands Shelves 280 2 Display Tables 80 An Office Desk Free 3 Iron Hanging Shelves 150 Subtotal: 6,960 (Equipment expenses are the highest of the cost analysis report, but it can distribute to count into 6 months of shop’s business.) Shop Running Fee: The cost of shop management fee, electricity, manning expenses etc. would be RMB 3,480/month. Building Management Fee 400/month Electricity, Drink Water 200/month Manning Expenses 2,800/month Internet using fee 80/month Subtotal: 3,480/month 第 , 页 共 24 页 Business proposal—Sports Bicycle Items Shop Marketing: Costs for shop layout design fee, promoting flyers, name cards, etc. would be RMB6,000. Shop layout design fee 1,000 Shop remodeling fee 4,000 Advertisement flyers printing 500 Shop Logo handbag 300 Open ceremony party 200 Subtotal: 6,000 Legal: Business license registration 20 National Tax 100 Local Tax 100 Subtotal 220 (National and Local tax paid monthly, and the tax will be increased based on the sales.) Products: 1st time purchase fee 5,000 Subtotal 5,000 Total: RMB 21,660 Benefits On the basis of the advertisement by the online and offline, the shop is expected to profit by RMB50,000 to 60,000 by the end of the first year and 30% to 45% more than that of the first year. The shop will cater different tastes of people on different markets with various, selected product lines. Both real shop and E-shop visitors will find our selling products are fashionable, professional, and personalized; our things on sale are useful and unique; our service is quick and effective. Schedule The project will take totally fourteen weeks before it is open. Specifically, four weeks for premise and decoration company selection; six weeks for certification registration; and seven weeks for supply sourcing; the last two weeks for preparation of opening ceremony and the E-shop. 第 , 页 共 24 页 Business proposal—Sports Bicycle Items Shop I strongly believe that this Sports Bicycle Items Shop backed with the advanced and latest fashion concept and modern technology and filled with the best selected and reasonable priced goods, featured with the most impressed service, would definitely enable us not only to meet the demands of the sports fans and local residential area, but also bring us tremendous profit in the near future. 第 , 页 共 24 页 Business proposal—Sports Bicycle Items Shop Introduction The Company The Sports Bicycle Items Shop project is to offer the products for people who love outdoor sports. The shop will market and sell selected bicycles, matching cycling items such as hats, T-shirts, sports pants, shoes, bags and other products that for cycling. It is an amazing place for people who love cycling sports, like to catch up dressing fashion, and always want to present their individual personality. The shop also offers an opportunity for the people who like to share their outdoor sports’ experience with others. Products and Services The shop will offer a steadily increasing mix of three lines of products: , Clothes: selected clothes, hats, shoes, and etc. based on the seasonal changing that appeal to the target market, the parents of the target market. , Fittings for Bicycles: there should be a selection of handlebars, seats, frames, pedals, drive chains, etc. that appeal specifically to the target market, so that these adults can go to the shop and order items for themselves or their children. In addition, of course there is also a selection of sports magazines to be ordered by and for the people to read. , Bicycles: carefully selected Bicycles to appeal to the target market and target guests. At the same time, we offer reservation service for the guests who have D.I.Y dirt bicycles, clothes, and other items. Financial Considerations Our human resources cost are not as high as they might be - particularly for the talented programmers that we need. (Since most of the limited companies hire one or two shop staff to serve to the guests, thus reduce the starting cost of this proposal.) Marketing expenses are relatively high, since without promoting it appropriately would make it difficult to gather together the traffic necessary to make this a success. The sales forecast is based on the guests’ selections and booking increasing, and seasonal changing. More information is available in details in the following context. 第 , 页 共 24 页 Business proposal—Sports Bicycle Items Shop Customer complaints and unsatisfied requests , Not many choices for the local market to purchase. People can only read through the sports magazines and place orders. , They would worry if the quality and sizes could match their requirements compared with the items they choose from magazine or internet. , A good value for money is hard to access in the real market. , They would worry the security and the honesty of real store shopping or e-shop. Customer profiles Our primary target customers include these four areas: 1. The outdoor sports fans, which love sports and have steady income to support their habits expanses. 2. Sports Club members who prefer to dress as professional sports players. 3. People who like to follow up with fashion, and accept the brand items. 4. People who like to do exercise with whole family members, especially bring their children ogether. t For the customers, the key factors are the steady income and having enough of leisure time. Now, more and more people like to give themselves lots of opportunities to enjoy their spare time. Meanwhile, they also like to create a chance to exchange their life circles, and have new friends with same habits or similar goals. Focus group As the shop offers sports items, all the members of the focus groups are people who like sports or want to attend in the sport exercise. We divided them into four groups. They are as follows: , 10 individual cycling fans who own steady incomes , 7 sports club members , 5 families coming from double-income families, and want to do exercise with whole family, and keen on wearing as professional sportsmen , 3 people who focus on individual clothes in fashion Questions , What annoys you most when you choose some kinds of products? , How often do you and your family go shopping weekly? , How often do you or your family do sports exercise weekly? , What kind of sports shop do you like to visit? 第 , 页 共 24 页 Business proposal—Sports Bicycle Items Shop , How do you feel shopping on line compared with shopping in real store? Which one do you prefer? Complaints , Local market does not have many products to choose, especially for the children or aged people. , Lacking of professional knowledge about the products. , Some Shop atmosphere is not nice. They only display the products, not very close with the sports theme. , They don’t have personalized service offering customers. Suggestions , The selection of products must cater the tastes and the needs of the target market. Offer more individual personalized products for different ages to choose. , The shop should impress the visitors with excellent design and animation and promote the feeling of superior quality. , The shop could offer some personalized service to consumers, such as membership card, reservation service, D.I.Y. products, etc. , We also have a printed catalog that we can send to people to shorten the purchasing process. , We combine the website shop and real store together to let customers save time and money. SWOT analysis Strengths , We sell the latest sports cycling products which attract both age groups. , We have convenient channel to get the products that post on some sports magazines. , We have brand suppliers from different cities even countries. , We offer service of high reputation, and keep customer folders under high security. , We also keep catching the fashion points to be able to update on products and the website for customers. Weaknesses , Local market is not as strong as other cities, such as Beijing, Shanghai, and Shenzhen. , Products are likely to be affected by the season. , We also may have cash-flow problems. 第 , 页 共 24 页 Business proposal—Sports Bicycle Items Shop Opportunities , The market still has much to develop. , People pay much attention to enjoying their personal life after work. , The health has become the top five attention topics among the different ages. People prefer to spend time and money to have a good and healthy life. , Young parents want to make their children as fashionable as they are. They search for opportunities to educate the children to create their own style, and fashion views. , We’ve created the first impression by amazing design of the shop to increase people’s strong feeling of wanting to visit and buy products. Threats , There are some other ways to get the products. , D.I.Y. service offered is limited, because of the materials and style requirement. , The inventory is limited. Activity Flow Chart (Please see the executive summary) Action Plan It will take three months to implement the project when it has been approved. By the end of Week One , Identify and negotiate the rental of premises. , Sign the contract. , Identify and negotiate with manufacturers or national agents. By the end of Week Two , Design the shop layout. , Register business license. , Sign the contract with the remodeling company to decorate the shop. By the end of Week Three , Start remodeling the shop. 第 , 页 共 24 页 Business proposal—Sports Bicycle Items Shop , Order selling shelves, equipment and other furniture, and redecorate them to match with shop concept. , Get the license. By the end of Week Four , Register domain name. , Be registered at tax office. , Sign the cooperation contracts from manufacturers or national agents. By the end of Week Five , Check and accept the remodeling work. , Order products based on the season and fashion trends. , Start select shop assistants. By the end of Week Six , Hire the shop assistants and start training the shop assistants. , Contact with some shipping companies, get delivery procedure and charging information. By the end of Week Seven , Ask manufacturers or national agents offer products’ brochures. , Design shop’s advertisement or flyers for publicize on social block when shop open. , Discuss with shop manager about shop opening ceremony. , Discuss the VIP membership procedure. By the end of Week Nine , Equipment delivered and installed. , Install the products shelves and furniture in the shop. , Cleaning work of new shop. , Check the advertisements or flyers. By the end of Week Ten , Receive and check the products. , Receive the flyers. , Decide the opening ceremony, and distribute work to shop assistant. , Decide the VIP membership procedures. 第 , 页 共 24 页 Business proposal—Sports Bicycle Items Shop By the end of Week Eleven , Display the products on the shelves. , Print shop name cards. , Order some holding bags that with shop’s logo and shop’s information. , Contact with different bicycle clubs. Deliver some shop flyers and Membership process to Bicycle Clubs. By the end of Week Twelve , Hold the pre-starting selling week to promote the shop in surrounding living blocks. , Invite the bicycle clubs’ members to the opening ceremony. , Receive shop name cards and handbags. In Week Thirteen , Holding the opening ceremony. , Create customers’ files. , Register the Internet shop. , Open some banking accounts for E-shop business. In Week Fourteen , Design the E-shop, and take photos of all products that want to sell on it. , Finish the E-shop design work, and start to sell products. Start-up Expenses Our start-up costs come to RMB 21,660. Equipment and Furniture : The purchase of routine equipments and furniture would be RMB 6,960. A personal computer 4,000 A digital camera 2,000 A Scanner 450 4 Second Hands Shelves 280 2 Display Tables 80 An Office Desk Free 3 Iron Hanging Shelves 150 Subtotal: 6,960 (Equipment expenses are the highest of the cost analysis report, but it can distribute to count into 6 months of shop’s business.) 第 , 页 共 24 页 Business proposal—Sports Bicycle Items Shop Shop Running Fee: The cost of shop management fee, electric, manning expenses etc. would be RMB 3,480/month. Building Management Fee 400/month Electric, Drink Water 200/month Manning Expenses 2,800/month Internet using fee 80/month Subtotal: 3,480/month Marketing: Costs for shop layout design fee, promoting flyers, name cards, etc. would be RMB6,000. Shop layout design fee 1,000 Shop remodeling fee 4,000 Advertisement flyers printing 500 Shop Logo handbag 300 Open ceremony party 200 Subtotal: 6,000 Legal: Business license registration 20 National Tax 100 Local Tax 100 Subtotal 220 (National and Local tax paid monthly, and the tax will be increased based on the sales.) Products: st1 time selling items purchase fee 5,000 Subtotal 5,000 Total: RMB 21,660 Risk Analysis Before putting this plan into practice, the management thinks the following problems might affect the successful completion of the project. These problems generally fall into three categories. 第 , 页 共 24 页 Business proposal—Sports Bicycle Items Shop , People-related: , The shop assistant may not have good selling skills at all. , People in local market might not be familiar with the products or the brands. And they will have not blurry concept about cycling. ,Time-related: , All the products connect closely with the seasons. , The reservations of E-shop may be affected by the internet. And if the real shop is short of products for the E-shop booking, it will need time to ask the manufacturers to send immediately. ,Product –related: , Lots of customers think online deliveries may not be received as ordered. , Products may be damaged on the multilayered process of shipping and handling. , The contents and products of the shop or E-shop may not cater to the interests of the customers or visitors. , The inventory is not easy to manage at beginning. The management should control these possible risks in the advance, and they already thought out some solutions for managing the risks effectively. , Give the shop associates more selling skills training, and let them get more professional knowledge of the products that could introduce to customers and improve the popularity of the items based on market research among target customers. , Create more special selling ideas to catch up the seasonal affection. For example: Carry out special discount for opposite season’s products sales to decrease the inventory. , Keep good communication with customers who prefer to buy things on E-shop, and give more detail information about how to measure the suitable size themselves. And double check the receiving addresses with every customer who does the reservation online. , Use correct way to packing the items that avoid damaging them on the delivery way. FRAMEWORK 第 , 页 共 24 页 Business proposal—Sports Bicycle Items Shop NARRATIVE OBJECTIVELY SOURCES OF ASSUMPTIONS SUMMARY VERIFIABLE INFORMATION AND RISKS INDICATORS GOAL or AIM To popularize 2008 Beijing After 3 months concept sport Olympic Game is local market products into local coming, sports analysis. market. become important to daily life. PURPOSE or 1. To fulfill the Revenue and Local market OBJECTIVES empty of local profit figures from spending ability market with 3 Beijing and local still not as strong years. market. as Beijing or other place that 2. To raise the Increase number surround Tianjin. profile and of sports fans use improve more professional competitivenesproducts with s of shop within acceptable price. 2 years. OUTPUTS 1. Large premises. Existence of the Current assets That the shop equipment record assistants are 2. A complete set operational and in competent and of equipment, regular use honest, and these include: enough sales Personal computer, A rented location Online sales skills. digital camera, on the online shop record scanner, some website, such as furniture. Taobao. 3.an online storefront ACTIVITIES 1. Identify and 1. Rental Project That there are no negotiate rental of agreement implementation interruptions and premises. signed. diary delay to the 2. Design shop 2. Design given registrations and layout. to contractors remodeling of the 3. Identify and 3. Order shop. negotiate with products. manufacturers or 4. Business The contractor national agents. license uses good quality 4. Register obtained. materials. Business license, 5. Job offers domain name, and made and That there is a big in Tax office. contracts collection in 5. Hire shop signed. choosing the assistant. suppliers. 6. Hold opening ceremony. 7. Register and Design E-shop. 8. Publish the site live on the internet, and in surrounding living block. 第 , 页 共 24 页 Business proposal—Sports Bicycle Items Shop INPUTS Human Equipment Financial Small amount of Totally 3 members Computer 21660 RMB as a investment can be Digital camera whole accessed from Scanner personal accounts Hanging shelves and parents. Display table Office desk Iron shelves Management Plan , Create customers’ profile to offer individual service. Nowadays, people focus on the personalized service when they visit a shop. To wider the membership of the shop, especially for the real shop customers, this service is the basic issue. Update customers’ membership information is required. , Update the basis of E-shop. Use the anti viruses system to increase the safety of computer. And keep searching new products and editing useful content in order to encourage visitors to access the E-shop. Also check online the E-shop competitors’ business situation. Keep an eye on the competition's rankings and get pointers from their sites. , Focus on communication with customers. Encourage customers to give the feedback when they purchase something online. Use these data to forecast the shop stock quantity and popularity on items list. 第 ,, 页 共 24 页 Business proposal—Sports Bicycle Items Shop Activity Flow Chart Week One Week Two Week Three Week Four Week Five Week Six Week Seven Design the layout. Identify and Sign the contract Check and accept negotiate the rental Start to remodel the with remodeling Co. the remodeling of premises, and shop. to decorate the work. sign contract to use. shop. Identify and Ask manufacturers Sign the contract Order products negotiate with or national agent with manufacturers base on the season manufacturers or offer products or national agent. and fashion trends. national agent. brochures. Register Domain Register Business Get Business Name. Register License License with Tax Office. Order display shelves, equipment and other furniture. Redecorate them to match shop concept. Discuss the open Select shop Hire and training for ceremony and VIP assistants. shop assistants. membership procedure. Contact with different shipping company and get deliver procedure, and charging information. Design shop advertisement or flyers. 第 , 页 共 24 页 Business proposal—Sports Bicycle Items Shop Week Eight Week Nine Week Ten Week Eleven Week Twelve Week Thirteen Week Fourteen And clean the whole shop. Hold pre-start Hold opening selling week to Receive and check Display the ceremony. And promote the shop in the products. products. create customers' surrounding living profile. block. Register the Internet shop, and Finish design work open banking of E-shop. account for business. Equipment, shelves and furniture deliver and install. Decide the open ceremony and VIP procedure. Contact with different bicycle Invite bicycle club club, and deliver member to open flyers and ceremony. membership process. Print shop name Check the cards. And order Receive shop name advertisement or Receive flyers. handbag with shop cards and handbag. flyers work. logo. 第 , 页 共 24 页 Business proposal—Sports Bicycle Items Shop 下面红色字体部分是赠送的散文欣赏摘自网络，不需要的朋友下载后可以编辑删除～～～谢谢～～～ 第 , 页 共 24 页 Business proposal—Sports Bicycle Items Shop 可依靠的唯有自己 这是发生在一个普通犹太人家庭里，父亲和儿子的故事: 儿子叫约翰，在他4岁那年，有一天他和姐姐在客厅玩捉迷藏。他们玩得正高兴，父亲抱起小约翰，把他放在沙发椅上面，然后伸出双手做出接的姿势，叫他往下跳。小约翰毫不犹豫地往下跳，在即将抓住父亲的瞬间，父亲缩回了双手，约翰摔到了地板上，他号啕大哭起来。小约翰向坐在沙发上的妈妈求助，妈妈若无其事地坐着，并不去扶他，只是微笑着说:“呵，好坏的爸爸～”父亲站在一边，以嘲弄的眼光望着上当受骗的小约翰。 这便是犹太家庭教子的之一，这样做的目的是灌输给孩子一个理念:社会是复杂的，不要轻信他人，唯一可依赖的就是自己。 犹太家庭的孩子都要回答这样一个问题:“假如有一天房子被烧着了，你将带着什么东西逃跑,”如果孩子回答是钱财，母亲会进一步问:“有一种没有形状、没有颜色、没有气味的宝贝，你知道是什么吗,”如果孩子回答不出来，母亲会告诉他:“孩子，你要带走的不是钱财，而是智慧。因为智慧是任何人都抢不走的，你只要活着，智慧就永远跟着你。” 你对爸爸的爱，远远胜过那部车 一个犹太家庭的父亲，存钱存了很久，终于买了一辆自己向往已久的新车。新车开到家后，他珍爱有加，每天都要洗车打蜡。他5岁的儿子见父亲这么爱车，也常常乐此不疲地帮爸爸一起洗车。 有一天，这位父亲开车回到家后，累得一动也不想动。于是他决定破一次例，改天再洗车，尽管自己的爱车因淋了雨，而显得脏乱不堪。 这时，5岁的儿子见父亲这么累，就自告奋勇地要帮爸爸洗车，见他这么小的年纪，就知道体谅自己，心里甚感欣慰，便放手让儿子去洗。 第 , 页 共 24 页 Business proposal—Sports Bicycle Items Shop 儿子要动手洗车了，却找不到洗车用的毛巾。于是他走进厨房，立刻便想到母亲平时煮菜洗锅时，都是用钢刷使劲刷才刷干净的，所以既然没有毛巾，就用钢刷吧～他拿起钢刷用力地洗起车来，一遍又一遍，像刷锅一样地刷车。 等他洗完之后，听见“哇”的一声，他失声大哭起来，车子怎么都花了,这下可闯大祸了，他急忙跑去找父亲，边哭边说:“爸爸，对不起，爸爸，你来看～”父亲疑惑地跟着儿子走到车旁，他也“哇”的一声，“我的车，我的车～” 这位父亲怒气冲冲地走进房间，气急败坏地跪在地上祷告:“上帝呀，请你告诉我，我该怎么做,那是我新买的车，一个月不到，就变成这样，我该怎么处罚我的孩子,” 他才祷告完，耳边忽然出现一个声音“世人都是看面，而我却是看内心～”突然间，他彻悟了。 他走出房门，儿子正害怕地流着泪，动也不敢动。 父亲走上前去，把孩子紧紧地拥在怀里，亲切地说:“谢谢你帮爸爸洗车，爸爸对你的爱，远远胜过对那部车子。” 凡事要透过表面去看本质，当家人或朋友无意间做错了某件事时，我们要理智对待，不要只看事情的表面，而忽略他们内心真实的想法。学会用爱心去包容爱心，家会让你感觉自己的周围，时时洋溢温暖的阳光。 小饭馆的生意很好，因为物美价廉，因为他的谦和和妻子的热情。每天早晨，三四点钟他就早早起来去采购，直到天亮才把所需要的蔬菜、鲜肉拉回家。没有雇人手，两个人忙得像陀螺。常常，因为缺乏睡眠，他的眼睛红红的。 不久，一个推着三轮车的老人来到他门前。她驼背，走路一跛一跛的，用手比划着，想为他提供蔬菜和鲜肉，绝对新鲜，价格还便宜。老人是个哑巴，脸上满是灰尘，额角和眼边的几块疤痕让她看上去面目丑陋。妻子不同意，老人的样子，看上去实在不舒服。可他却不顾妻子的反对，答应下来。不知怎的，眼前的老人让他突然想起了母亲。 老人很讲信用，每次应他要求运来的蔬菜果然都是新鲜的。于是，每天早晨六点钟，满满一三轮车的菜准时送到他的饭馆门前。他偶尔也请老人吃碗面，老人吃得很慢，很享受的样子。他心里酸酸的，对老人说，她每天都可以在这儿吃碗面。老人笑了，一跛一跛地走过来。他看着她，不知怎的，又想起了母亲，突然有一种想哭的冲动。 一晃，两年又过去了，他的饭馆成了酒楼，他也有了一笔数目可观的积蓄，买了房子。可为他送菜的，依旧是那个老人。 又过了半个月，突然有一天，他在门前等了很久，却一直等不到老人。时间已经过了一个小时，老人还没有来。他没有她的联系方式，无奈，只好让工人去买菜。两小时后，工人拉回了菜，仔细看看，他心里有了疙瘩，这车菜远远比不上老人送的莱。老人送来的菜全经过精心挑选，几乎没有干叶子，棵棵都清爽。 第 , 页 共 24 页 Business proposal—Sports Bicycle Items Shop 只是，从那天后，老人再未出现。 春节就要到了，他包着饺子，突然对妻子说想给老人送去一碗，顺便看看她发生了什么事。怎么一个星期都没有送菜,这可是从没有过的事。妻子点头。 煮了饺子，他拎着，反复打听一个跛脚的送菜老人，终于在离他酒楼两个街道的胡同里，打听到她了。 他敲了半天门，无人应答。门虚掩着，他顺手推开。昏暗狭小的屋子里，老人在床上躺着，骨瘦如柴。老人看到他，诧异地睁大眼，想坐起来，却无能为力。他把饺子放到床边，问老人是不是病了。老人张张嘴，想说什么，却没说出来。他坐下来，打量这间小屋子，突然，墙上的几张照片让他吃惊地张大嘴巴。竟然是他和妈妈的合影～他5岁时，10岁时，17岁时……墙角，一只用旧布包着的包袱，包袱皮上，绣着一朵梅花。他转过头，呆呆地看着老人，问她是谁。老人怔怔地，突然脱口而出:儿啊。 他彻底惊呆了～眼前的老人，不是哑巴,为他送了两年菜的老人，是他的母亲, 那沙哑的声音分明如此熟悉，不是他母亲又能是谁,他呆愣愣地，突然上前，一把抱住母亲，号啕痛哭，母子俩的眼泪沾到了一起。 不知哭了多久，他先抬起头，哽咽着说看到了母亲的坟，以为她去世了，所以才离开家。母亲擦擦眼泪，说是她让邻居这么做的。她做工的爆竹厂发生爆炸，她侥幸活下来，却毁了容，瘸了腿。看看自己的模样，想想儿子进过监狱，家里又穷，以后他一定连媳妇都娶不上。为了不拖累他，她想出了这个主意，说自己去世，让他远走他乡，在异地生根，娶妻生子。得知他离开了家乡，她回到村子。辗转打听，才知道他来到了这个城市。她以捡破烂为生，寻找他四年，终于在这家小饭馆里找到他。她欣喜若狂，看着儿子忙碌，她又感到心痛。为了每天见到儿子，帮他减轻负担，她开始替他买菜，一买就是两年。可现在，她的腿脚不利索，下不了床了，所以，再不能为他送菜。 这种信任和理解真的很重要。 这个故事对于众多家长来说有很强的的启迪和警示作用:“你到底爱的是孩子，还是孩子努力的结果,如果是后者，那你不会爱～”亦或是“你到底是爱自己的孩子，还是爱那个你心目中的孩子,如果是后者，那说明你不会爱～”，往往，在和孩子互动过程中，我们关注自己的感受，关注孩子是否改错，关注孩子是否优秀，而我们忽略了关注孩子本身，这些都是打着爱的旗号伤害着孩子，但我们往往认为这就是爱。请牢记，孩子本身最重要～ 让孩子去开辟自己的天空 第 , 页 共 24 页 Business proposal—Sports Bicycle Items Shop 《一个犹太人的家庭教育》讲的是一个伟大的犹太母亲把三个孩子培养成才的理念和方法。这位母亲生在上海，父亲是犹太人，在她12岁那年去世了，随后母亲也离她而去，她成了孤儿。长大后在上海铜厂做女工，结婚后生下三个孩子，但不久后丈夫又离她而去了。为了逃避痛苦，她成为中以建交后第一批回到以色列的犹太后裔。 为了生存，也为了三个孩子能早日回到以色列，她先发奋学习希伯来语，然后，在路边摆了个小摊卖春卷。以色列的官方货币是谢克尔，一谢克尔兑换人民币2块钱，更小的币值是雅戈洛，一谢克尔等于100雅戈洛。她的春卷小摊每天只能赚到十来个谢克尔…… 1993年，她接回了三个孩子，大儿子14岁，二儿子13岁，小女儿11岁。开始她一直秉承再苦不能苦孩子的原则，依旧做着合格的中国式妈妈。把孩子送去学校读书，她卖春卷，孩子放学，她就停止营业，在小炉子上面给他们做馄饨或者面条。这一幕被邻居看到了，就来训斥大儿子:“你已经是大孩子了，你应该学会去帮助你的母亲，而不是看着你母亲忙碌，自己就像废物一样。”然后转过头训斥母亲:“不要把那种落后的中国式教育带到以色列来……” 大儿子和她都很难受，但他们都在慢慢地改变，大儿子不但学会了做春卷，还把春卷带到学校卖，每天，三个小孩子能赚到10个谢克尔，回家交给母亲。母亲觉得很心酸，让他们小小年纪就担起生活的担子，但犹太人不这么认为，在犹太家庭里，孩子们没有免费的食物和照顾，任何东西都是有价格的，每个孩子都必须学会赚钱，才能获得自己需要的一切。 于是妈妈不再提供免费的餐食和服务，同时也给他们赚钱的机会，以每个春卷30雅戈洛的价钱批发给他们，带到学校后，可自行加价出售，利润部分自由支配。 三个孩子卖春卷的方式竟然截然不同。小女儿最老实，按老价钱50雅戈洛一个零售;二儿子则以40雅戈洛的价钱批发给学校餐厅，每天让他送100个春卷;大儿子则举办了一个“带你走进中国”的讲座，讲座的噱头就在于可以免费品尝美味的中国春卷，但需要买入场券，每人10雅戈洛，结果收入1500雅戈洛。 随后他们琢磨出了更多更新颖的赚钱方法，他们很努力地去学习和思考，学业并没有受到任何影响。 同样作为父母，是不是应该引起我们的,我们每天一睁开眼睛就为了孩子忙活，做饭、洗衣服、接送、辅导作业，然后才是做自己的事情，每天忙的团团转，累得筋疲力尽。一发牢骚，孩子还会心生厌烦，根本不理解我的付出。再回头看看，每一位中国母亲不都是这样吗,这样我们就很伟大吗,我们付出了很多，却造就了一个又一个“小皇帝”、“小公主”…… 我们希望孩子成才，却又过度的保护他们，使得孩子变得无能无法自立;过分的溺爱，带来孩子的无情;过多的干涉，让孩子多了很多无奈;过多的指责，让孩子变得不知所措，找不到前进的方向…… 第 , 页 共 24 页 Business proposal—Sports Bicycle Items Shop 想要为孩子创造一个无忧无虑，快乐成长的天空，但却发现自己完完全全的占据了创造者的位置，其实，这个位置也要有一部分让孩子承担。现在的照顾，也许会暂时保护着他们，但是他们总有一天会长大，会在长大后遇到许许多多的困难，那个时候，我们是如何也帮不了他们的……也许，让孩子过早的面对金钱面对名利面对社会，会有不舍和心疼，但他们总有一天要面对，总有一天要承担。 我们为何不像那位犹太母亲那样，放开手，让孩子自己去开辟属于他们自己的天空呢, 第 , 页 共 24 页