Supplier sharing: The key to investment in exhibitions depends on the return

At the E-Sail, Leading the Future "Intelligence & Winning the Future Export Series Forum" held by Global Sources' management media "CEConline", Mr. Zhang Guanfeng, General Manager of Shenzhen Tianlong Century Technology Development Co., Ltd. Everyone shared his business management methods.

Zhang Guanfeng: The company was established in 2006, mainly to make a mobile phone, but it has also evolved step by step, from ordinary mobile phones to differentiated to only waterproofing.

From October 2013 to the Hong Kong Global Sources Exhibition. At that time, my thought was that if I spent tens of thousands of yuan to participate in an exhibition, would I be able to receive the cost? How much did I pay for that show, I'm going to take it back. I felt that this was not directly proportional to my investment and income. At that time, I found a friend, went to a friend's booth to grab a place, and tried the machine. From this exhibition, to April and October 2014, we all started to take standard booths of 9 square meters. In other words, we only started going to overseas markets in 2013, and we have been doing overseas for more than a year, and it has been 14 months so far, which is not bad, and we have initially achieved basic satisfaction.

We have been making mobile phones for nearly ten years since the beginning. After we made our products, we put a lot of effort into making them. Many women here are also mothers. As a mother, Your children will be very distressed and love them. Me too, I treat these like my own child. We develop fewer products every year, and we put a lot of effort into the development of each product. We have made the product, how do we launch it is a key question.

I would like to talk about my real psychology in this section. I feel that Global Sources is actually quite a jerk. When your level is low, you can make this money back, but you can't get better. development, what to do? We can only choose more five-star, more professional and better ones. We chose five-star. Five-star has a keyword problem. Except for one keyword problem, other content is normal. Maybe five-star is ranked a little higher according to the double standard of star standard and time. It didn’t take long for it to be upgraded to a six-star rating after it was changed to a five-star rating. This is also an exchange that was kidnapped, but to be honest, this kidnapping was a bit rewarding, and we directed inquiries and high-quality customers. I think this is kidnapped, you keep forcing me to do this, I am very dissatisfied, but when we do improve the star rating, we get benefits and get a platform for more high-quality customers, instead of It is said that we waste a lot of time to communicate, but it may not be very useful for us to catch customers or to catch relatively high-quality customers. In just one year, our plan from three-star to five-star and five-star was kidnapped.

We have two booths in 2014. Both April and October are standard exhibitions of 9 square meters. Even if you invest tens of thousands of dollars in a booth, you can still earn it back, but you can’t let customers stay for too long, because if you stay for too long, you can’t receive other people. Ways to talk more in depth. I need more in-depth communication, but my exhibition space is too small, there is no room for one person and a small round table. In April and October of this year, a 36-square-meter raw space has been set. In the raw space, we also want to build a decoration that matches our own product style, and another is a little more space to receive customers. This part is also forced to go, but it is also necessary for development.

I am a bit sloppy in sharing my experience at the exhibition, because I have not participated in many conferences, only one year. We still made some preparations before the exhibition, which is what everyone who attends the exhibition will do, whether it is a potential customer or an existing customer, one is to invite him to the exhibition, and some think that there are great potential customers more emphasis on invitations. Another is that the promotion of magazines has a certain effect. Those with booths on them have booth numbers. We have not invited or found customers, and those who are not our inquiries can also see our magazines, and can also target Finding this position is also one aspect. Among the customers we have been communicating with before, potential customers, and those who have not formed orders, how about going deeper into the exhibition site? One is to communicate during the exhibition, and the other is to invite the factories and offices to have more in-depth discussions after the exhibition. These are some of our early preparations. For product preparation, I feel that many large-area exhibition halls are full of products, and it feels like a supermarket inside. We have fewer products, not so many. Why have I been reluctant to increase the area? Because we have very few products, there are only a dozen or so products. How big a place can we put the ten or so products? I think one counter is enough, I don't need such a large area at all, so I always thought it was Global Sources who cheated on me, but now I can't do anything about it. One is for product planning, and the other is to better demonstrate the strength of the company. Another is to design the booth and build this piece by ourselves. This is also a problem we face, and we have to give it up.

In the exhibition, I have not participated in the exhibition for a long time. I may have participated in seven or eight times. The time is not long, but the number of times is quite large. I still have to catch a lot during the exhibition, because our products are different from other ordinary products. , our product may look strange. Because I made a fountain with music, everyone will pay attention because of this, but it may not be our potential customer, he may come to see it. For us, we have to choose which are our all-in customers and which ones will become our customers. We may pay more attention to this, instead of receiving them alone.

At the German exhibition and CES, I will also prepare some things. I will prepare Chinese sugar and coffee. The coffee is not Chinese. There is beer and Chinese tea. I will give them some opportunities to chat at an exhibition. When he sits down to chat with you, he probably has intentions too.

After the exhibition, Mr. Xin just said that he would visit the client's hotel that night. We were still a little late, but we basically sent the information of the day to the office, and then began to divide the work.