Identify your own strengths: let design go ahead of customers

At the "Wise & Win Future Export Series Forum" held by Global Sources' management media "CEConline", Ms. Qian Lin, General Manager of Qingdao Yinlongfei Household Products Co., Ltd., shared her business management experience. road.

"Smart & Win 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".

Qian Lin: Hello everyone, I'm Qian Lin from Qingdao Yinlongfei Home Furnishings. Our company is a home decoration product, that is, all accessories for home decoration. The products are mainly exported to European and American markets. Although we are also a small company Manufacturing, but in this industry we have been struggling for almost fifteen years, but we have been focusing on this industry, maybe we can be more professional and can provide customers with more professional services. Especially now, we are more concerned about the improvement of product design.

Our company started out as a trader. Later, it was difficult to do business and price. We built our own factory. The factory has been in operation for ten years. I am not very good at factory management, but we encountered many, many problems in the process of managing the factory. Maybe the factory does not make money for five or six years. Everyone is pointing to the money earned from trade to subsidize the factory. .

When the pressure on cost and price became stronger and stronger, we considered where our advantages lied. Because our trading team was relatively strong, we still positioned us to help customers develop and recruited many designers, so that we That is, we can go to the front, and we can take the lead in product development. Later, many big retailers and buyers will take the initiative to find us. We also hold meetings with them every year. The understanding of the product and the design of the product are also affirmative, and the speed is also very fast, because we have our own factory, and our own proofing is also very fast.

It turns out that we developed customers. For example, H&M also has H&MHOME department. This HOME may only have us as a supplier at the beginning. At first, he did not dare to ask too much. After we finish it, he will also treat us. For evaluation, how long is the cycle of our samples, and the feedback capability of our business, because this company is mainly about fashion concepts, everything must be fast, if you are not happy, you may miss a season of sales, so we also talk to customers. During the meeting, our business personnel will also communicate with customers frequently, what are their own requirements, and our understanding of him gradually deepens. We didn’t understand it at the beginning. We are fast enough. Why is our performance so poor in the evaluation? Maybe at the beginning they required 70 points for suppliers to meet the standard, we may be at 50 points, we still think we did a good job, but after everyone communicated in place, we felt that what the company focused on and what he wanted, we You should focus your energy on what your customers need.

On the issue of new generation management, I have a story to share:

Our company has a post-90s generation. Basically, I am a post-90s generation, but their characteristics are sometimes recruited after they are recruited. Look at this The girl is very sunny and has a good mentality. All aspects of the assessment are good, but often in a new environment, she may encounter a very small problem and become very emotional. Needless to say, I am a post-60s generation. However, the post-80s generation in our company couldn't see it, and said, "What kind of emotion is this?" Everyone doesn't understand. Fortunately, my daughter is born in the 90s. I also know that their generation is more emotional, more self-conscious, and less resistant to pressure. I said, "You can't bear these pressures." She said, "Our generation is like this, everyone is like this." , I gradually got to know a little about people of their age, and I can also convince the post-80s around me, "People of their age are not emotional towards you, she may be born with this kind of temperament", because she She was an only child at home since she was a child, and her parents did not have any responsibility for her. Maybe after she came to the company, especially during the probationary period, others told her to do it. They don't seem to have this concept.

After joining the new employee, I am not the only one who will evaluate her. I need everyone in the company to have an understanding of her, whether she is suitable for the working environment of our company, and some people have been here for less than a week. It is said that this person is unreliable, this person cannot be used, but even those in the post-80s age group are not acceptable, especially the 89s and 90s, but now there is a post-90s who does a good job in our company because he is very Smart and capable of learning. Many newcomers in front of me have hit me hard, the training is not in place, maybe they have no sense of accomplishment, not because of other things, maybe they feel that they can do long-term work if they have a sense of accomplishment in this working environment. The theoretical training in the foreign trade industry is not so perfect. Everyone is a master with an apprentice. There may be a company environment where everyone is very busy. If the master is very busy, he will ignore the apprentice's feelings, and the apprentice may feel that this is not the case. Teaching me, but can't learn anything, he will have this feeling of not being recognized and valued, so our latest post-90s generation has been working here for almost two years. He is from Nankai University, and he studies The ability is very strong. When I came, I didn't ask him or put pressure on him. The first three months were studying, but I will make a study plan for you, and I will follow up your study every week.

There were many setbacks in front of me. Once I participated in the training, the teacher said that it would take three months to six months to follow up with customers. As a result, a very young student said, "Three to six months, it takes three to six months. After so long, I have changed two jobs", so I think they are very unstable, especially if they have no achievements in the work, they may not be interested in this job, maybe your prospects are good. , if you tell him again, he may not stay for too long. He feels that he is not valued, so our three-month study after the 1990s was quite successful, because after all, he did not know enough about the product market, so I spent A lot of energy was taken to bring him, he made a deal faster, and he felt very happy when he felt a sense of accomplishment.

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