Looking for coexistence in differences
- Interview with Zhang Bo, manager of Likou Jinliyuan image store, Shuangsheng home (Suzhou)
The meeting with manager Zhang should be postponed to one afternoon two years ago; At that time, he received the work task notice from Kong Lingwei, the marketing director of Shuangsheng home (Suzhou) Co., Ltd., and after more than two years of operation, the design style of the store was far away from the development of the furniture decoration industry. In order to improve the decoration effect of the store, Shuangsheng home (Suzhou) Likou Jinliyuan store decided to replace it with a better site and storefront design.
With his handsome face and handsome figure, he still keeps the pace of soldiers when he walks. He exudes energetic breath and temperament, which infects every cell in people who have seen him. His bright smile sometimes condenses and sometimes stretches, the sharp contrast between seriousness and lightness.
Zhang Bo, manager of Likou Jinliyuan store of Shuangsheng home (Suzhou), previously served as the regional manager of a well-known domestic solid wood home brand in Shanghai. The military's strict style and quick thinking have always brought brilliant highlights to his career, and he has unique response ability to the induction of home furnishing industry and market operation.
The following is the interview record between Shangjia monthly and manager Zhang. The content has been changed when it was released. He is also a reporter of Shangjia monthly; Zhang represents Zhang Bo, manager of Likou Jinliyuan store, Shuangsheng home (Suzhou).
Shuang: Hello, manager Zhang. It is understood that you used to be a regional manager in Shanghai, but later you chose to act as your agent. From the perspective of region and your experience, isn't it more appropriate to work in Shanghai?
Zhang: (laughs), in the process of acting as an agent by the enterprise and myself, one is the family reason. My brother has been doing this part all the time; Secondly, I was deeply influenced by the words of a dealer. I decided to do it by myself and prove my own strength. Later! After doing it for a long time, I feel it's interesting to do it by myself, so I want to do it all at once.
As we all know, Shanghai is a city with rapid economic development. By 2020, Shanghai will realize "two centers", namely, the world financial center and the shipping center. However, compared with Suzhou's enterprise oriented household economic model, Shanghai's home furnishing economic model still has more influence space. From the current point of view, Suzhou Likou furniture city has become an important furniture base in East China.
Shuang: a dealer's words stimulate your potential consciousness. Can you tell me what it is?
Zhang: it was a client in Taiyuan. The relationship between this client and me is not very familiar. It was introduced by a colleague of mine; Later, we had dinner together. After dinner, he said: what you do in sales is just lip service. What do you know about agents? This sentence, in the future for a long time lingering in my mind, I feel that this sentence has a bit of truth. It was in 2005, and I just came into contact with Shuangsheng home. The quality and style of Shuangsheng home are very distinctive, so I chose Shuangsheng as the agent. Of course, there is another important reason that my brother is also doing home here, and it is very successful.
Shuang: what do you think of Shuangsheng home?
Zhang: it can be said that the role that I grew up gave me this judgment. In fact, as a dealer, dealers don't pay much attention to it. The theme of dealers is very simple. Dealers only need to consider three issues; First, what are the product characteristics and quality of this enterprise? Is there a competitive advantage? Second, whether the relevant staff of the company, including the enterprise boss, senior leaders and staff status, have the ability and potential for long-term development; Third, how much money can dealers make for this product? How long can you make this money?
Shuangsheng home has these characteristics. Its product line planning is very scientific and long-term. It has the idea of long-term development and long-term development. Its product development and image packaging are dominated by simple and fashionable new Asian style. It mainly considers the integration of Southeast Asian living environment and cultural modeling. It has obvious brand positioning advantages with domestic enterprises' European, classical and neoclassical styles. Finally, the state of the enterprise is very good, mainly reflected in the enterprise integrity and the leading ideology of leadership.
Shuang: it can be said that you are one of the witnesses of the formal establishment and development of Shuangsheng home. Can you talk about some suggestions for the development of Shuangsheng home in recent years?
Zhang: of course. I'm familiar with Shuangsheng home, from the boss to the front-line staff, from the general manager to the warehouse. Generally speaking, in recent years, Shuangsheng home has been pursuing a safe and secure way, that is, step by step. This practice is more in line with Shuangsheng's pragmatic and progressive corporate culture. But there are also many problems, including enterprise management, human resources and so on. In 2008, Shuangsheng home launched the first Five-Year Plan of the overall development goals, in fact, is a corporate strategic vision. For example, the construction and use of new workshops, the increase of static electricity equipment, the research and development of new products, the public relations and exhibitions of exhibitions, and the media publicity, etc. Shuangsheng has gone out of the open type from the previous closed type, allowing the peers and the society to jointly supervise the development of the enterprise. This is in line with the law that enterprises come from the society and should be identified by the society. However, I suggest that for the top leaders of Shuangsheng, the development and growth of an enterprise is of course important, but what is more important is that the enterprise is not big but strong.
Shuang: Thank you very much for your insightful comments on Shuangsheng. Mr. Niu Gensheng, a famous Chinese entrepreneur, said the same thing in an interview with CCTV economic channel reporter. The main reason for the deviation of the final results of enterprises is that Chinese enterprises blindly pursue the big and ignore the strong. Among them, there is also a coffee shop in a small country in Europe. There are only three shops in the country, but it has almost a stalemate with the origin of coffee.
Zhang: Yes, your understanding is very good. I personally think that some enterprise problems that Shuangsheng home is facing are normal and also the inevitable stage of enterprise development. If an enterprise develops well in the process of development and has no problems, the final result is mostly terrible. There is a saying in China called growing up in setbacks. It is in line with the portrayal of Shuangsheng home.
I remember that in 2007, the corporate culture of Shuangsheng home was called solid wood classic. Later, it evolved into the core culture of "smart and creative life" and the enterprise design idea "advocate of art and fashion life". It was not until 2009 that it really refined the slogan in line with the characteristics of the enterprise and positioned itself as "the first brand of solid wood home with new Asian style". I think this sentence more accurately expresses the product characteristics and enterprise development ideas of Shuangsheng home. At the same time, we can also see that the development of Shuangsheng home really needs to experience, hone and grow.
Shuang: Manager Zhang, it can be said that among all the Shuangsheng home furnishing dealers, you are the one who understands Shuangsheng home!
Zhang: (smiling) thank you. I think the main reason is that I come from an enterprise. There is an important factor in this is that dealers often look at the enterprise too perfect and complete. In fact, dealers need to communicate with enterprises, more communication, deep communication! The premise of communication is to allow differences and find common ground in differences. Human nature is to idealize ourselves, and the degree of idealization is more serious. However, we forget that the enterprise is actually a living body, which also needs understanding and tolerance. Therefore, I think that as a qualified dealer, we should have a mind for the sea. If an enterprise is like this, it requires us to appreciate the enterprises and partners developing together with us. Only in this way can enterprises and dealers develop in a long and healthy way.
Shuang: if the dealers can understand with you like this, why can't the furniture industry keep healthy.
Zhang: you are quite right, but I would like to remind you that enterprises have the same view on dealers. I appreciate the investment promotion theme of Shuangsheng home in 2009, "win win configuration, the winning ticket is in hand". In today's era of mutual benefit and win-win, the interests and demands are the same and both sides.
Shuang: can you talk about your investment in the current sluggish economic environment?
Zhang: the poor economic environment, I think, is the objective reason. Materialism emphasizes the subjective initiative rather than the objective reason. In terms of the main role and value of people's home purchase, environmental protection and function are the main factors to measure the living environment in modern society. To meet the basic value needs and the three points mentioned just now, I think it is an opportunity. The primary factors have been determined. The environmental factors that are difficult to enter into at ordinary times should be changed. This is a very good opportunity, but also a rare opportunity. It is suggested that the dealer should make a move, and don't wait for nothing to be broken!