Ninety-seven years ago, Haun was an obscure little workshop. Ten years later, Horne has become one of the top ten electroacoustic product companies in the international market. Now Haun not only has a strong expert advisory group, which cooperates with two famous universities in China, and hires Professor West and Professor Sessler, the inventors of electret microphones, as Haun's consultants; there is also an enviable group of star customers. ——ZTE, Huawei, Lenovo, Panasonic, Olympus, Yamaha, Siemens, JVC.

Haun's success today is the result of constantly surpassing himself.

At the beginning of the business

The handover of Hong Kong in 1997 was a happy year for the vast majority of Chinese people. However, this year has been a year for Haun, who has just started, to appreciate the impermanence of fate.

In June of that year, Haun signed the first large order in history: 129,000 yuan, and the customer was a Hong Kong businessman. Haun's employees worked overtime day and night, and finally prepared the first batch of goods in three months. However, what I was looking forward to with joy was a blow in the head. More than a month after the delivery, someone came to tell Wang Li (now the chairman of Hao En Electro-Acoustic) that the Hong Kong businessman was gone. Anxious Wang Li ran to the factory and found that the building was empty. In Wang Li's own words to describe: "My head was blank at that time, and tears began to flow down automatically, but there was no sound of crying."

Losing this loan is extremely painful for Haun, who is just starting out. the blow. After a period of depression, Wang Li realized that only by recovering quickly can he minimize Haun's loss. At this time, Wang Li resolutely made a major decision to lead Haon to internationalization in the future: Haoen should start to choose customers, and choose those trustworthy world-class high-quality customers.

Since then, Horne has appeared frequently in famous electronics exhibitions at home and abroad, and has also spent a lot of money to advertise on Global Sources (then known as Asian Sources) to attract international buyers.

Growing rapidly in the face of customer's fuss

Howen's road to enter the international market is not an easy one. Because Haun was too young at the time. At international fairs, Haun's booth is completely incomparable to other companies. "But we are very firm. Because there are Haun's dreams and expectations here." Wang Li said.

The exhibition builds a bridge of communication between Howen and foreign buyers. However, the customers who came to investigate were discouraged by the small workshop-style factory of Haun. The customer recorded on the supplier record: "Haun is a very small company."

In 1998, Polycom, the leader in the videophone field, sent people to Haun to investigate. Although no order was signed, Wang Li enthusiastically drove them to a factory in Longhua, Shenzhen. "The company has a two-storey factory building, which is really clean and tidy. I don't need to tell the customer, I already know where the gap between Haun is."

Wang Li, who was greatly touched, made up her mind that she must Turn the small workshop-style Haun into a large-scale enterprise. Because this is the premise of winning quality customers.

Now Haun has moved to Tongfuyu Industrial Park in Longhua, Shenzhen, which is the industrial park where the international company was originally located. Haon has not only established a nationally leading full anechoic laboratory, but also has its own R&D department and corporate culture department. Recently, at the Polycom company located in Silicon Valley, USA, Wang Li met her old friend. The vice chairman of Polycom stopped Wang Li: "Catherine (Wang Li), I went to your company 8 years ago and met you. Not many of you could speak English at that time. You really have to keep improving."

Let customers move

Wang Li said that the secret of Haun's success is to move customers. The slogan is now prominently displayed in the Haun Lobby.

In fact, words such as "customer first" and "customer is God" are the slogans that all companies are shouting. However, it is up to the customer to decide how to do it.

Japanese clients are particularly discerning, but they are impressed by Haun's willingness to improve. Not only did they keep placing orders, but they also introduced Haun to other customers.

Haun was approached once by a professional Japanese company. The company, under cost pressures, hopes to find suitable suppliers in China. After inspecting Haoen, the client seemed not very confident, so he gave Haoen a sample at will to see if Haoen could do it.

Houn's engineers carefully parsed the samples, making the production process accurate to the hour. When the customer received the sample, he was very surprised - the test was completely satisfactory, so he immediately signed an order with Haun. Later, when Japan's Panasonic Corporation heard that the professional company used Haoen's products, it also signed an order with Haoen.

Wang Li said: "Haun not only met the customer's requirements, but also did a little more than they hoped. Customers are selected from strategic suppliers around the world, but Haun's enthusiasm for improvement impressed them. The relationship between Haun and the client is very close. Therefore, even if there is still a gap between Haun and the customer's requirements at that time, the customer is willing to give Haun the opportunity to improve and guide Haun. "

Haun's present and future

In 2001, Horn opened an office in Hong Kong. The registered office in Hong Kong is done at the request of the client.

Due to geographical and historical reasons, Hong Kong has unique advantages in the world. Good ports, good facilities, good public security environment, lower tax rates, higher government efficiency, and perfect logistics, and convenient conditions have prompted many international companies to set up global procurement centers in Hong Kong.

Houn's overseas clients also require Hoon to have its own office in Hong Kong to improve efficiency. Haun promised and did. Now 70% of Haun's products are sold to international buyers, and all goods exported overseas are transshipped through the port of Hong Kong.

This year marks the 10th anniversary of Hong Kong's return to the motherland and the 10th anniversary of Howen's founding. Maybe five out of a hundred companies can do it for ten years, and Haun did it. "This shows that Haoen has done some things right. But there is still a gap." Wang Li's expectation for Haoen is that Haoen can continue to maintain the fighting spirit in the entrepreneurial period and be able to build evergreen.

FANNY HE is Deputy Editor of CEConline website.