The evolution of the business cycle through the eyes of entrepreneurs

At the "Wise & Win Future Export Series Forum" held by Global Sources' management media "CEConline", Mr. Shi Ligang, General Manager of Qingdao Huayi Zhongtong Industry and Trade Co., Ltd., shared his 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".

Shi Ligang: I started working in 1994, from 1994 to 2000, then from 2000 to 2009, and then from 2009 to the present. What stage are you in now? In 2000, China's market economy had just started. I was in Zhongda Group at that time, and it was all transitioning from a planned economy to a market economy. Some customers knelt down to get our goods to our vice president of production, and insisted on taking out loans. Who will see at this stage? Who to kneel for. The period from 2000 to 2009 is the development process of China's textile industry. At this stage, customers may request more and more with the increase of suppliers. From 2009 to the present, in fact, the whole world economic development and financial crisis are a major problem. The problem, especially in 2009, we faced a lot of customer failures. In 2011, our other major customer, with 2,500 people in Germany alone, also closed down. Under such circumstances, the customer faces increased market pressure, and it will pass the pressure to the supplier, so the first First, the quality requirements of the goods are very strict, and customers who didn’t care about them before now care about them. For example, the thread length was a little longer before, but now it can’t work. The second aspect requires you to respond quickly, and the sample response speed is very fast. For example, Mr. Zhang was 12 at the time. A meeting will be held in Spain on the 24th of the month. All their leaders, including the store manager, will participate. If this time is not reached, it will not work. After confirming that the samples must be delivered within two months, the cycle is quite short, and the factory must pay attention to every detail. Pursue the accuracy of every detail and reduce mistakes; the third is that the product cycle is greatly shortened. I remember that when customers placed orders in the past nine years, this product will never change. For example, if you place 600,000 this time, the next Another 600,000 orders per month. Maybe this product has remained unchanged for many years, but now after 2009, I feel that the return rate of the product is less and less, and the frequency of each order is greater.

Then there is the issue of quantity, because the customer himself faces the market, he also has great uncertainty, and the consumption capacity of each country is different. Last year, some styles may have 20,000 pieces in one color, and now all of them are reduced. To 10,000 pieces, some 8,000 pieces, many similar customers. There is another change, how the customer wants you to communicate with him more appropriately. In the past, the customer wanted to give you the fabric, the sample, the sample, and everything they knew. Now this is not the case, because now in The foreign market is not good. A good designer may be hundreds of thousands of dollars a year, which is a very large cost for them. In order to reduce the internal cost, he will find a factory, especially if he has design ability and fabric development ability. Because we do domestic sales, we have a design team ourselves, and then we regularly order fabrics for him. After they have selected them, we start with samples and then send the goods to the warehouse. This is the solution. This is our Company experience.

How can a company succeed now? You must establish two points now. I will tell you the situation of my company. The first process must be standardized. Second, a system that conforms to national regulations must be established. I am a clothing maker. We have made samples from inquiries to shipments. I stipulated 27 items, and then who will sign the contract with whom in the department, and the intermediate process How to pass, there are 27 items in total, and I cannot commit any of these 27 items, because these 27 items were bought with money in the process; the second aspect is the system, how do you use the system to ensure the execution of the process, like The two wheels of the company are the same. Our company is called one hard and one soft. What I mean by hard is that the business process must be implemented; second, the company's system must be implemented. Of course, all aspects of this system, including salary and welfare systems, are stipulated, because our company is an institutionalized company. . One soft call is corporate culture, plus training, our corporate culture is both Legalist and Taoist, and of course there is an iron triangle behind it, and employees only implement it when they see hope.

Our so-called "iron triangle" is the first job responsibilities, you must define everyone's job responsibilities; the second salary system must be done well, because some people say that I do so much work but give me less salary, so you A very good salary system must be established; the third performance appraisal, how many things he does, you must let him see how much profit, our company is a soft and hard plus an iron triangle, I have not left a single employee in the past few years, Including the post-90s, there is no such phenomenon.