Conform to the trend of small orders and improve profit margins

At the "Wise and Win Future Export Series Forum" held by Global Sources' management media "CEConline", Mr. Ma Fangda, General Manager of Qingdao Shunshi Optoelectronics Co., Ltd., shared his approach to corporate management .

"Wisdom · Wins the Future Export Forum" is specially sponsored by UPS, the world's leading logistics and supply chain expert. As a leader and insight in the global logistics and supply chain industry, UPS proposed the concept of "Made in China 2.0 | Made in China", and carried out activities through cooperation with "CEConline", aiming to join hands with Chinese business leaders, Manufacturing enterprises, experts and scholars will have a dialogue on the current situation and future of China's manufacturing industry, share insights, and help China's manufacturing industry achieve a gorgeous transformation from "Made in China" to "Made in China".

Ma Fonda: Our industry is relatively new. When we entered the market and found a gap in the market, it may be slightly different from the traditional industry. Our industry emerged around 2006, and the Internet has become very Developed, like when I entered in 2008, we stepped directly to the nearest one kilometer to the customer. In the past, everyone found a big customer in business, bought 20 containers from you at a time and shipped them to the warehouse in their own country, and then wholesaled to his wholesaler, and the wholesaler wholesaled to the dealer and then to the customer. Now we directly In the face of their dealers, we stationed at a point abroad, and we gave him all the solutions. All he needs to do is to install it for his final customers. About 30 to 40% of them were sold before. All the profits made by the merchants are cut off, we supply them directly, and we directly step to the place that is one kilometer closest to the customer. The change caused is that the order is smaller. In the past, one customer required 20 cabinets at a time, but now we have 20 customers placing a total of one cabinet, so the order volume is small but the profit is higher, because we provide solutions, we put the complicated He helped him to solve the problem. The orders were relatively fragmented, but not very fragmented, relatively small but with better profits.

For the new generation of employee management, I have the following to see Kean:

When I first started to do company management, I went out to study, rules and regulations, incentives, goals, dreams, and employees. Draw cakes, then your system needs to be perfected and your rewards better, I will try it when I go back. I have a marketing team that mainly deals with image processing and refining|refining product selling points. Two little girls, one in 89 and one in 90, are two typical post-90s. They are always cute when they talk. The girl said, first, how much of my PPT do you give me, how much you can do the web page, I will give you bonuses, just two girls, I am very frustrated, and you are not happy when I give you money. After it was done, the account manager said, "Some colleagues called to ask how our website is doing, and we did a very good job." I told them, "The hatred between peers is the most naked, and the recognition between peers is also the most obvious. Directly, so we got their approval, we did better than them", these two girls were happy for two weeks, the first thing to do every morning when they woke up was to open the data of our website, and then compare with others, very happy, From this point of view, I found that Mr. Hu actually said something very good. He said that management varies from person to person, and management cannot be the same as everyone. I feel that the experience is very deep. These two people must have given her money and material rewards. I can't stimulate her inner needs and give her spiritual rewards. They are very happy, but I have an 82-year-old boy through the company. There are old and young, so it doesn't make much sense to give him spiritual rewards, just Paying money, bonuses, and working overtime every day is no problem at all.

There is another problem I want to talk about is the method and method of communication. I think the post-90s generation has problems in managing it, but I solved it well. Another problem I encounter is the method and method of communication. The company has rules and regulations. , There is a corporate culture. The first rule of our corporate culture is rigor and details. I think details are very important things. I told them repeatedly. Every morning, I talked about these four corporate cultures every day, and then gave them a no-error award. , I will give you 600 yuan a month, 50 for the first time, 50 for the second time, 100 for the third time, 150 yuan for the fourth time, and 200 yuan for the fifth time. I think this system is very scientific and rigorous, and the mistakes are still the same as before, and it doesn’t matter if the money is deducted. Later, I was very angry one day. I made a mistake in a form and I lost money. I talked about it in a meeting. Our company often communicates with the outside world. Others send you a PR and a contract. If he does a mess and doesn't do well, he will just say two words, stupid X, this company is a stupid X company, and the person who does this is a stupid X , I asked them, "Do you feel this way?" They said yes, I said yes, if the things you make are shoddy, if you don't pay attention to details, if you don't look good, others will judge you in two ways. One is stupid X, if you do badly, you are stupid X; another one, if you do very beautifully, he has not thought that he thinks you are a bull X, this little girl is thoughtful, saying yes, yes, Since then, I have been very serious in making a document. After reading it for a long time, I brought it to me and said, "I'm so good at it?" Well, so the way of communication and the way of communication try to use their language and way of thinking.

I also particularly agree with what Teacher Hu said just now, and I also feel it deeply. It is direct. They said that the more dignified the boss of this company is, the more stupid X, I asked them if it was true? They said yes, now we have a morning meeting every day. After the morning meeting, everyone shares one thing. Everyone is very happy and prepares every day. What do I want to share? Give them the opportunity to show themselves every morning. They can be very direct. Express, I think this is very good. Then there is the language communication. We know that people are most likely to identify with people who are similar to me. I will try my best to do it. For example, what is popular on the Internet, such as the current popularity, is very good, very happy, and I use them. It is very effective to communicate with them in the language of popular habits.

Of course, there is another sentence. The management of our small company must be suitable for my current situation. I have the time and energy to analyze and communicate individually in this situation, which can achieve very good results. , If I don't have this energy when I develop to dozens of people, it must be a scientific and rigorous method, so a few big guys are my learning goals and directions, but my current management method is very effective and efficient for these people. suitable.

More detailed UPS "MIC2.0" content has been uploaded to the "CEConline" website.