Factory management is the primary productive force

The advantage of low price made in China is gradually lost. How will Chinese suppliers seek survival and development? How to formulate an effective promotion strategy? How to make the order profitable, where is the future development direction of export enterprises? Ningbo Ju Mr. Gao Liheng, General Manager of Long Electronic Technology Co., Ltd., shared his insights on how to deal with changes in foreign trade at the Ningbo Station of "Zhisheng Future Export Series Forum".

Gao Liheng has more than 12 years of practical experience in the foreign trade industry, and has been engaged in exporting to the United States, Japan and Europe for many years Foreign trade business in various countries. He started his own business and developed a new way, from scratch to become the "head" of a high-tech environmental protection enterprise with 6 branches and 5 factories. The Ningbo Hengtuo Import and Export Co., Ltd. under his leadership is mainly engaged in the import and export of electronic products. Export, owns the "HENTEK" and "Tianzhiyun" brands. In 2012, Hengtuo was rated as "Ningbo's 100 Growth Enterprises".

Gao Liheng: Our company is an integrated industry and trade, located in Hangzhou Bay New District, Ningbo , We are making all environmentally friendly electronic products, mainly in high-tech data lines, high-definition smart phones and connecting lines. The products are mainly sold to the United States and Europe. We need to focus on attacking emerging markets. We are making smart phones, listening to After the introduction, I think there are many Latin American countries. They emphasize that they need to establish a better relationship with Latin American merchants. All of them are foreign trade companies. I want to be stronger than us in terms of relationship. I hope to cooperate with us. We will provide you with the most advanced global Our strength lies in manufacturing, we should belong to the third level of Chinese manufacturing companies, with a population of about 850 to 1,000 people, combining the management methods of Japan and Taiwan, with the traditional management methods of Ningbo.

Management is the primary productive force

In the manufacturing plant, we have also accepted the method of Global Sources, what advantages do we have. Our company has extracted from the manufacturing department, quality assurance department, and R&D department, which is more conducive to the company's long-term development. The unique selling point is that today as a processing industry, management is our primary productive force, management is our unique selling point and our core competitiveness, so our company is currently studying how to manage a small amount of orders and a large number of orders softly , the essence of which is how to pay attention to employees, their income growth and other needs, which has become the core competitiveness of our company.

Develop different production strategies for different markets

In electronic zero In the accessories industry, there are a lot of inquiries from India from emerging countries. In addition, there are many inquiries from Brazil and Mexico, especially from Global Sources. They generally ask for cheaper prices, which is consistent with the analysis of Hong Kong companies. Yes. We are quite confused. Our image has been upgraded to the mid-to-high-end direction, how to meet the needs of these customers. After listening to the introduction of CWCCD, I have an inspiration to use American design style and interior that meets Indian standards. Materials, should also be able to enter this market. I do manufacturing, and I think it is easier.

In response to this, there is a challenge in management, stratifying production, like factory management In the same way, put these products in places with labor advantages. At present, a customer has been drawn from Mexico. His first order is more than 40,000 US dollars. The packaging is very beautiful and the same as that of the United States. However, we use copper for the inner conductor. It uses copper-clad steel, but the performance is also OK.

Learn trading companies to do product planning

Customers who made inquiries from the Internet, through Global Sources and the Hong Kong Trade Development Council, including exhibitions and brand image promotion, have now played a role. For example, some large companies in the United States have contacted us in We are talking about getting goods in small batches, but this is a challenge for manufacturers. We are learning some methods from trading companies. Your ability to plan products for customers should be very strong, not just manufacturing capabilities.

At this time, it is useless to emphasize how strong we are in manufacturing management. You need to be familiar with the local market, so this is a challenge for our company. We need to learn how to conduct research in the North American market from garment factories. How to cooperate with this Some retail companies help them promote consumption. This is supply chain management, which transfers costs to factories in China with a certain level of manufacturing. This is what I feel about emerging business models, emerging regions.

The factory needs to change from "manufacturing" to "intelligent manufacturing"

At the same time, the manufacturing plant is also being upgraded. We emphasize intelligent manufacturing. The product development we emphasize must bring unique selling points to customers. Combining with designers to create new products must be unique and innovative in the industry, such as the use of new materials or different processes, such as the use of motors or resistance, capacitance control, I use development chips to Take control and meet customers with unique needs through this creativity.

I emphasize more on retail companies. As a factory or a trading company, you need to be very persuasive. When you talk about your products, let the other party think that if you can convince me as a big buyer, you will definitely be able to convince me. consumer. I especially emphasize that what our company has adopted this year is to train distribution personnel on product knowledge this year. Customers are not interested in products with such or other characteristics. This characteristic can be transformed into what are the benefits of customers buying our products, and the language model is planned. , and try to use a more authentic international language when doing product catalogs and websites. In addition, in marketing our company and team, by emphasizing the ability of manufacturing and management, European and American companies are also making business model changes. After we know that his business model has changed, he will feel that we are on the same level as him. Make communication easy, and salespeople will be confident when they do sales.

I also give them a marketing brochure, and get a brochure instead of talking about it, so it's more persuasive. Starting tomorrow, we will do demonstrations, negotiations, product features, factory visits, and even demonstrate the etiquette of dealing with people in the factory. Ningbo's business talents are very different from Shenzhen's. I hope that as a business team, there will be a good training method in this regard. The business personnel of the trading company should communicate with the factory more, because some rational thinking of the factory can help the salesman of the trading company to become more rigorous and give customers a sense of security. Today’s transaction security is even more important than bringing added value. .