Confucian Businessman Du Shihong: From Literati To Businessmen, System Is Better Than Value.

From literati to businessmen, it is not a transformation and a leap, but a fusion. The two roles together have made an excellent sewing equipment distributor -- General Manager of Hebei blue sky sewing equipment Co., Ltd. Du Shi Hong 。 Six years of teacher experience, nearly twenty years of ups and downs in business, and also business, so that Du Shihong's experience is legendary. color 。

In 1986, Du Shihong graduated from the Chinese Department of Zhejiang Normal University and started a Chinese language teacher in a senior high school in Dongyang, Zhejiang province. Over the past six years, Du Shihong has taught two round-trip and seven feet podium day by day from high school to senior high school. The textbook is almost invariable. The quiet teacher's life has not stimulated Du Shihong's greatest potential. In the late 80s and early 90s, the private economy in Zhejiang rose to a new level, and the income of rural youths who had played with themselves and didn't go to university was higher than that of Du Shihong. The enthusiasm of entrepreneurship has sprouted in my mind.

Later recalled, Du Shihong called it the impulse of young people: "at that time, I felt that I was still young, and I would never go out for food." Thus, in 1993, Du Shihong formally resigned from the stable teaching job, which has become a great node in his life.

Long term consideration for profit and loss

Some people call Du Shihong a Confucian businessman. He always humbly responds: "do not call Confucian businessman." knowledge-based businessman It's over. " But this modest cultivation is the most direct embodiment of Confucianism. Four years of College Chinese learning plus six years of language teaching career have made the traditional culture deeply imprinted in Du Shihong's mind, and also affected his future business days.

He described the influence of traditional culture on his own, such as benevolence, righteousness, courtesy, intelligence, faith, and so on. The restraint and influence of normal morality are obvious: everything is in the right place, heavy in faith; prudent in action, steady and steady, and step by step.

In Du Shihong, these are not just a gesture, but also he integrated them into every commercial operation. When we fight for business, we all value the interests, but we must not benefit first. In his view, morality is the foundation of establishing an enterprise, especially the boss's heart must have a solid moral foundation. Only in this way can he show honest and honest business behavior in his hands.

The arrears of payments in the industry have been a chronic disease for many years. The problem of arrears and dead accounts has always been a big worry for many business owners. But Du Shihong's company has become an example of the industry. As a distributor, they often have a lot of money with suppliers, but he never says, "we have no money today. We'll see it again after a while." He believes that business will encounter difficulties, but promises must be fulfilled. Because of its reputation in the industry, many suppliers, especially some small suppliers in the south, sometimes do not have bank accounts. They will always rest assured that the money they will withdraw will be temporarily placed in Du Shihong, which is a long-term trust between them. With such trust as the basis, the support and price of the supplier will have an appropriate tilt towards Du Shihong, and he will also have a heart to heart with him. Du Shihong will have an advantage in doing business there.

Benevolence, righteousness, courtesy, wisdom and faith, many businessmen will see it as a pedantic or even a fool. But if you really follow this moral concept, when you really integrate it into every business detail, you will find that you earn money and your business ideas and situations will become more open.

After sale service is also an important soft power for all sewing equipment dealers to compete with each other. After referring to after-sale service, Du Shihong also emphasizes the words and deeds. But at the same time, he will be very frank: "after sales service is particularly good and unrealistic. It is better to be a little better than others. This is a matter of cost and high cost." This is very true. Instead of discounting Hebei's blue sky after-sales service, it highlights the fact that they are really serving customers. If there are some imported equipment, there is a problem in some parts, so we need to go back to Japan and Germany. It takes months for all kinds of programs to go down. Customers can't wait to ask for returns. Du Shihong also understands, "no way. Foreign companies are the rules. They always earn money, but we must consider it in the long run." With this experience, the next time, he will talk with customers about the potential troubles and see if customers can accept them.

The domestic brand agent road that we have to do.

Confucianism, as an excellent traditional culture of the Chinese nation, has always been practiced and developed by Du Shihong. At the same time, after nearly twenty years of efforts, Du Shihong also made the domestic sewing machine brand vivid in North China. He led the blue sky company to make outstanding contributions to publicize and promote domestic sewing machines. The brand of the domestic sewing machine represented by the company is significantly improved in the local market. Therefore, he was named the "sales gold medal" during the "fifteen" period, and became a veritable "sales star". Now, in Hebei blue sky sales volume, the domestic brand has accounted for 90%, has the absolute superiority. In the past 2010, Du Shihong has carried out the outstanding sales achievement of 80 million yuan with ZOJE, Jack, standard and other outstanding national sewing machine brands.

Why choose the main agent for domestic brands? The answer given by Du Shihong is not bright enough, but it is true.

Before 2000, he had been engaged in the sales of sewing machine accessories, starting from 2000 and acting as a whole machine. At that time, due to the relatively early development of coastal areas and relatively large capacity, most of the layout of foreign brands also focused on coastal areas, while Hebei was relatively backward, and the capital of enterprises was not enough, and high-end equipment was unable to consume. It can be said that the Hebei market is at the end of the supply chain, and it is often some foreign brand products that are unsalable in the coastal market to flow inland. When it comes to these things, Du Shihong can hear helplessness in his tone.

But gradually, Du Shihong found that the national brand also has the incomparable advantages of foreign brands. Foreign brands are famous and well sold. They do not respect the reasonable demands of distributors in the distribution system. Sales service and after-sales service can not be close to the reality. The accessories are expensive, the delivery time is slow, the price rises and losses are not negotiable, it is easy to hurt the interests of users and dealers. On the contrary, the quality of domestic brands has improved rapidly, has been in progress, represents the future; sales are close to the market reality, the interests of dealers are more valued, market system is perfect, service attitude is modest, reaction is fast, cost is low, processing problems are flexible, communication is convenient, some manufacturers provide products and services with high cost performance.

Everything is difficult at the beginning. In the face of a nearly blank market of domestic brands, Du Shihong still feels the pressure: the domestic brand is low in popularity, the quality is different, the product line is short, generally only some of the most commonly used models, customers do not agree. {page_break}

Pressure is also a driving force at this time, Du Shihong took out his sincerity and marketing strategy.

Du Shihong deeply understands the difference between "sell" and "push". He always patiently persuaded his customers to buy a few units at a critical stage for some customers. If it is not clear, Du Shihong will simply let customers free trial machines, leave the machine directly to customers, and then often do "after-sales service", care about their products. The product that can give Du Shihong courage and vitality is naturally a good product, and customers will slowly accept it. Some people will feel that Du Shihong's behavior is too bold, and expensive machines are not afraid of accidents. Du Shihong has his own abacus, and the choice of trial clients is also a matter of inspection. The first is the powerful enterprises, and the second is the impact on the surrounding enterprises. If such an enterprise accepts its own product, then the enterprise recommended by him is not necessary to try it out. Such a "retreat" is usually not just a customer, but a customer group with potential to buy.

Also influenced by Confucianism, Du Shihong knows how to master the fire and grasp the yardstick. He always stands on the client's perspective and starts from the needs of customers. For example, the 3502 military factory in Shijiazhuang is one of his clients. The former 3502 has always been a foreign brand. Du Shihong used facts to recommend the mature domestic brands with relatively low price to them. The effect is very good. Now in the 3502 factory, you can also see the sewing machine of the standard brand in Xi'an.

It can be seen that in the choice of foreign brands or domestic brands, Du Shihong does not sell with prejudice, but from the client's standpoint. For selling domestic brand sewing machine, he has his own principle: mature one, promote one. At present, there is still a clear gap between special machines and foreign brands in China. However, some of the commonly used models are mature enough.