The manufacturer's success in first analyzing the problem and then answering it by designing the required high-load panel was the second major factor in his rapid progress.

这家制造商快速成功的第二个原因是，他们能成功分析问题，并且找到正确答案，设计了顾客需要的高负荷配电盘。

But his failure to see another unsatisfied want of the customer is largely responsible for his disappointing performance since.

但是，他们没有看清另外一个顾客尚未满足的需求是造成其后来令人失望的业绩的主要原因。

Management did not see that the customer also wanted an automatic circuit breaker to take the place of the clumsy fuses that, when they blow out, have to be individually inspected and individually replaced.

这家公司的管理层不了解，除了改善配电盘之外，顾客还需要自动断电器，以取代累赘的保险丝，因为每次保险丝烧断的时候，都需要一根根检查替换，十分麻烦。

What makes management's failure even greater is that it saw the need, but substituted its judgment for that of the customer.

更糟糕的是，管理层虽然看到了需求，却以自己的判断来取代顾客的判断。

It decided that the customer did not know what he wanted and was not ready for so radical a change.

他们认为顾客根本不了解自己的需求，也还没有准备好接受这么激烈的改变。

When two competitors came out with a domestic circuit breaker in 1950, the company was caught unprepared; and the “unready” customer has gone all out for the competitors' new product.

结果，两家竞争对手在1950年相继推出家用电器保护器，这家公司措手不及，而他们认为“还没有准备好”的顾客则纷纷掉头而去，转而购买竞争对手的产品。

REFERENCE:manufacturer 制造商analyze the problem 分析问题design 设计required 需要的high-load panel 高负荷配电盘major factor 主要因素rapid progress 快速成功failure 没有，失败unsatisfied want 未满足的需求customer 顾客largely 主要地responsible for 造成…的原因disappointing performance 令人失望的业绩since 后来，自从management 公司的管理层automatic circuit breaker 自动断电器take the place of 取代clumsy 累赘的fuse 保险丝blow out （保险丝）烧断，熔断individually 分别地，单独地inspect 检查replace 替换substitute 取代judgment 判断decide 认为radical 激烈的change 改变competitor 竞争对手come out with 推出，出版，供应，把…投入市场domestic circuit breaker 家用电器保护器be caught unprepared 措手不及，猝不及防unready 还没有准备好的product 产品

本文内容来源参考书籍《管理的实践》

The Practice of Management

Peter F. Drucker

* 本书为第一部从实际执行层面立论的管理学书籍，第一部兼顾管理现有企业和创新未来企业的著作