Seven Laws of Trading Business Success

The advantage of low prices made in China is gradually lost. How will Chinese suppliers seek survival and development? How to formulate effective promotion strategies? How to make orders profitable, and where is the future development direction of export enterprises? Hangzhou Jie Mr. Guo Wancheng, General Manager of Hair Materials Co., Ltd., shared his business management methods at the "Zhisheng Future Export Series Forum" Hangzhou Station.

Getting Advantages from Internal Management

Guo Wancheng: After 2008, Facing Exchange Rates For a series of problems such as rising costs and decreasing demand, our main focus is on the internal management of the company, and from the internal management of the company to achieve efficiency.

Our focus is narrowed to the internal company. To give a simple example, there is a lot of space within the company to play. For example, how to allocate human resources and resources, is it OK to just assign two or three people to work on this product, or just give the team a goal, and how much to do in a year is OK. Many companies are not precise enough. In terms of human resources, you think there is still a lot of room in terms of market development, internal efficiency improvement, or capital.

It is better to send an email than to make a phone call

To give an example, when the buyer shared two points just now , The first point of price, the buyer's pursuit of price has always been the first factor. For our price, first of all, we will seek a relatively advantageous price for the buyer in the procurement process. This is also a service, not In general, I found a few factories to report to the customer, but the customer would not be satisfied, that is to say, I often encountered no news.

Second, from the customer's side, I want to go to the customer's side and ask the customer how he treated us. How about the price here, many times he will say no comments or we are waiting for the news from the guests, or we ask him if he has a target price, he says no, we will pursue it, you do not have a target price, can you tell me What is your best offer from other supplier?

According to my observation, at least 60% of us can dig out a piece of information, which is too important to us. Most companies tell their employees to follow up and send email It is possible to reach this level, but this is far from enough. It is necessary to make a phone call and follow up by phone. Is it possible or impossible to follow up by phone? Is it simple to make a call to see the effect of your business, such as I said that some salespersons said that I often called the unit, and I would ask how the call effect was. He said that he received my quotation, but this is far from enough. I think it needs to be more precise, because the customers are interested in it. It is the price, and we will definitely provide him with this price.

Cooperation with the active factory

There is another one, the lady pointed out that we should take the initiative. When we screen suppliers, we will see if the factory communicates actively. Is it good? If we don't take the initiative, we will not choose it as the preferred factory. Even if your price is relatively low, basically the factories we place orders are not the lowest factories, and they are all very active in communication. Customers will also see You, after you send a message, there is no quotation, and he will not choose you without communication. It is the same reason.

Set sales goals and high incentive plan

I'm talking about how to achieve the company's goals. I said that you have made 5 million, and I want to make 15 million this year. How can you achieve this goal? You have to analyze, first of all, see if your team is enough. For example, if I have five businesses now, can I make 3 million in one business, or can I add ten businesses? After your business comes up, your inquire can't get in. You only have one platform and one channel. You need to consider whether to introduce another platform.

After he got the index, does he have the motivation and passion to do it? People are usually lazy. First, give him a very good incentive plan to make him motivated to do it, and at the same time Don't give him an indicator like we did before, and you can do it for a year. In fact, in this process, effective management and good training must be given.

Sales pressure is essential

There is also a lot of pressure. Without pressure, performance will never be achieved. I am envious of some companies that leave work at five o'clock, but our company can't. I won't tell them that you must work overtime. They will take the initiative to supervise him because of the good incentives and the pressure between colleagues. , the whole trend of the company is in this direction, it is all work like this, you can't fall behind. This is how I can achieve your target in many aspects, not just one aspect.

Nowadays, many foreign trade companies have personnel problems. The turnover of personnel cannot be retained. They will leave at the beginning of the year, or they may not be able to recruit people. So far, no one has left. Our recruitment situation in the first half of this year is good, basically All in place, still recruiting. What will our company get, the first is the salary, the most practical, after our commission ratio is relatively high and exceeds a certain performance, there will be a travel fund and a car room fund. This is the first point. We will give back more than 40% of the profits he creates to employees.

Corporate culture is the core of motivating employees

The second point is to create a good cultural atmosphere. Even if you have two employees in a Chinese company, you should pay attention to corporate culture. You may find it funny, but it is not funny at all. We just started with three or four people. The current corporate culture of these three or four people is that the employees who were trained step by step at that time are influenced by the existing corporate culture. They can take the initiative to work overtime and come back in the evening, midnight or even early morning Email, which is very important for corporate culture, is very attractive.

Cultivate the all-round competitiveness of employees

Third, get an intangible skill training and sharing of ideas in the company, because I have always told them, do not become a foreign trade business that only knows how to deal with inquiries , When you go out to any other position, your skills, including your communication and negotiation, are very important to your life.