Li Xianghua's "accumulation"

(Source: "Focus Vision" on page 16)

Maybe you are already full of confidence in foreign trade, or you are making it difficult to make choices. No matter what you are experiencing, you may wish to take a look at the stories of foreign trade colleagues.

Interview guests: Jin Kaide General Manager Mr. Li Xianghua Company English name: Jiangmen Kingkind Glass Manufacture Inc.
Exhibition hall: http://yingbo.en.made-in-china.com

The past can be recalled on the streets of Guangdong eight years ago. People often see a young man carrying a bicycle delivery. He is a little tired but full of passion. This young man is the protagonist of this article, the general manager of Jiangmen Jinkaide Glass Co., Ltd. and Mr. Li Xianghua.

"At that time, when I was young and full of youth, I saw relatives make glass and felt that glass was used more and more widely in the construction industry. I wanted to start my own business," says Li Xianghua, who has been working for many years. At that time, Li Xianghua, who studied car design, opened a small glass store. The store was so small that he took almost all the positions in the store, from purchasing to sales to delivery and after-sales service. The basic salary he set for himself was 500. The money, sales commissions and other people in the store are treated equally. This also forces them to sell more glass to get more commissions. Li Xianghua said with a smile that if there is no rap, then it is hard to say what will happen now.

The sales performance of the store gradually increased and gradually entered the right track. Li Xianghua also gradually had some accumulation of his own, but he eventually stopped the glass store business. Li Xianghua said frankly that while domestic sales are doing a good job of products, they also need to deal with complex human relationships. This is not what he is most willing to do. The business stopped, but after a period of precipitation, Li Xianghua had his own understanding and judgment of the glass industry. He was waiting for a chance to build up. By chance, Li Xianghua met a friend who was doing foreign trade and began to come into contact with foreign trade. He firmly believed that foreign trade would be an extremely important part of his life. At the same time, Li Xianghua formalized Kim Kaide's business in glass deep processing and glass engineering, and handled and processed various specifications of float glass, tempered glass, and laminated glass.

It has become a habit to use China Made. Li Xianghua has just started to do foreign trade. It is indeed a bit turbulent. The most realistic problem is that there are products, no buyers, and only a glimmer of hope to register and release product information on various trading platforms.

“There was not much expectation at the time. Given that these platforms were free, they sent a lot of information.” However, Li Xianghua did not expect that his unintentional attempts at the year would have brought him a pleasant surprise. Since the launch of foreign trade business, the first order came from China Manufacturing Network. At the time of registration, he received a US inquiries. Li Xianghua was somewhat surprised at the time and was determined to make this order. My own English is very weak, but fortunately with the help of a friend, the communication with the buyer is still relatively smooth, perhaps the buyer was also moved by the sincerity of Li Xianghua, negotiate refreshing, the whole process is very smooth, for Li Xianghua, who was very proud of that year, is undoubtedly A certainty, on the one hand, strengthened his determination to do foreign trade. On the other hand, he let him re-understand the network promotion. The trust in China Manufacturing Network was also born.

In the follow-up period, Li Xianghua received several orders from the Chinese manufacturing network one after another. Compared to other platforms, China Manufacturing Network has helped Li Xianghua’s early entrepreneurial business. Therefore, even if young people already have their own factories, companies are already on track, and Li Xianghua insists that only China Manufacturing Network be selected. Starting from 2004, it was the earliest member of the China Manufacturing Network to charge members until 2011, without interruption. "With so many years of cooperation, it has become a habit to use China Manufacturing Network, and we will stick to it." According to Li Xianghua, at present, more than 60% of the cooperative customers that the company has accumulated have come from China Manufacturing Network, and they have all developed into Quality customers. It is said that a good start is half the battle. It is believed that Li Xianghua and his company must be able to do better and better. Greater success is ahead.

The design of the automobile design that made the buyer feel good about the year gave Li Xianghua a lot of inspiration, coupled with his love and self-confidence in the glass industry, allowing him to reposition his products. Li Xianghua said that after many construction projects are completed, it is necessary to install glass. If you simply sell glass from the supplier's standpoint, your product will be difficult to get buyers because the homogenization trend of Chinese products is too serious. Take the initiative and let your products stand out in the fiercely competitive glass industry.

Li Xianghua seized this point. During the communication between him and the buyer, once he understands that the buyer is doing the project, he will spare no pains to go to the site of the buyer to inspect, set up the body to help the buyer imagine, from the most economical point of view, design some programs for the other party to choose . This sincerity of cooperation and tailor-made programs tailored to buyers have made buyers unable to move or refuse, and orders are natural. Li Xianghua said that although there is a big difference between car design and glass design, the design concept is the same. The preliminary design basis, the accumulation of many years of experience, and the cooperation of team members make it not difficult for Li Xianghua to design a product that the buyer is satisfied with. It is precisely because of the presentation of these design results that Li Xianghua’s company has increased its competitive bargaining power. Can keep going.

In the course of his exchanges with Li Xianghua, he showed us some successful examples that have been collaborated with, among which there are some world-renowned major projects. It is even spectacular, and we have to admire the original charm. He was fortunate enough to receive so many major projects. Li Xianghua admitted that, in fact, the quality of many domestic small enterprises did not lose to some well-known brands, and took full advantage of their own advantages and grasped the opportunities. The major projects were not out of reach.

Friendship with Customers The world says that there is no friendship in business. Li Xianghua does not believe that in his life experience, there are many commendable friends, many of whom are foreign customers. Li Xianghua likes to communicate with people. Most of the clients he has cooperated with are already his friends. Even some brothers are commensurate with each other. Because they get along well with each other, these customers also introduce other buyers to Li Xianghua because of this benign nature. Throughout the process, Li Xianghua’s business has become more and more prosperous.

Anything is easy to learn. Everyone wants to develop customers into friends. However, because of differences in culture and personality, it is not easy to become friends with customers. Li Xianghua said frankly that this was indeed the case. When he first started contacting foreign customers, because of poor English and even basic communication, it was necessary to break through language barriers. This process depends on his own efforts and determination. In addition, sincerely, this is irrespective of national borders. If companies pursue their interests blindly in the early stages of development, it is difficult to achieve long-term development. Therefore, it may be frankly opposed to buyers. In the end, it is very important to take the initiative. For some high-quality intentional customers, Li Xianghua will visit the door at a cost, and at the same time, he actively invites buyers to come to China for more understanding. This method has won many customers for Li Xianghua.

Li Xianghua also received the order and at the same time gained the precious friendship of the customers. Order size is easy to see, good friends love priceless. Being friends with customers is the most precious intangible asset that Li Xianghua has harvested. I believe it will definitely help him to go further and better.