One Hundred Businesses Change Two Companies.

The Wenzhou businessmen who started business in Wuhan are mostly wholesale and market operators. They are very few in factories. But Chen Guochun, 41, is one of the stars in the morning star.

In 2004, he invested about 20000000 yuan in electrical sales, and set up Hubei Huayi Electrical Appliance Company in Jiangxia Tibet Dragon Island Science Park.

Zheng Abo, a fellow villager, said Chen Guochun was a typical representative of Wenzhou people who started from scratch.

Chen Guochun came from poor peasant families in Yueqing, with many brothers and sisters.

He spent 100 yuan on his way to Hubei.

Since the sale of small electrical components, the 100 yuan has changed "two companies".

Chen Guochun began to stare at the chimney to find customers. He picked seafood in Wenzhou earlier.

The prospect of basket shopping is bleak. Seeing that the brothers in their hometown are going out to do business, they have to find a way out.

In 1983, he took 100 yuan to recognize a fellow countryman as a teacher and bought a general catalogue of electrical products on the market.

The first stop is Huangshi, Hubei.

The master himself went out to contact his business and hang him in the hostel.

He pleaded with his master to find a factory and sell products.

After a long day of running, the master tired and yawned impatiently, he said to Chen Guochun, "you find those tall chimneys and go in.

Chen Guochun really ran out to look for the chimney.

He didn't have any samples on hand. He just asked the client to glance over the catalogue.

5 days later, a military enterprise that needed components made Chen Guochun see the hope.

The other side needs a kind of copper strip, after turning over the catalogue, it says that it wants the goods.

He hurried to Wenzhou by car, and received 1700 yuan of payment after delivery.

A year later, Chen Guochun has gained a foothold in Huangshi and has begun to develop in Wuhan.

The pursuit of chasing and tracking has been going to other people's homes. At that time, a fellow townsman in Wuhan did not have to run on the market.

Chen Guochun recalls that in July, when the weather was hot in Wuhan and the ground was like a fire, it had to buy a towel on his shoulder and run a factory, a power station and an engineering team in the sun.

At that time, the doormen of some units in Wuhan were particularly "difficult".

When Chen Guochun visited, some people asked if they were selling electrical products. They immediately waved away.

He had to tell a lot of lies.

The other side asked, "who are you looking for?"

He quickly searched for the most advanced surname in his surname: "Li Ke Chang!"

"No such person!"

He had to walk away in anger.

But quite a few times, it turned out to be right.

He laughed at the funny thing.

At that time, he lived in a small restaurant near Wuchang Railway Station.

A shop only costs 4 yuan a night, but he still can't bear to spend 8 cents on the overlay on the corridor.

At 10 o'clock every night, it was hard to get into the middle of the night. At 7 o'clock on the second day, the waiter took a broom to knock on the bed and shouted "get up", making him always sleepy.

Dinner is only a few cents for lunch.

After running for 40 days in Wuhan, he had 30 yuan left for his 200 yuan.

He opened the market with perseverance.

In 1986, when a company came up with a plan and needed a large number of electrical components, Chen Guochun went on the door to promote sales. The other side insisted that there was no plan to let the doorman get in.

Chen Guochun went to several times to eat the door.

One day, the purchasing chief went home by bike. Chen Guochun happened to be at his door.

How do you know my family?

He answered, "I waited at the gate of your factory for a day.

The other side felt a little touched: "this guy is terrible."

The section chief allocated part of the procurement plan to Chen Guochun, and ordered tens of thousands of dollars.

He gradually accumulated several customers and had relatively stable source of tourists.

In August of 1987, it was seen that someone opened a sales department in the market, and customers could come to buy it at any time. He also opened the front door and became the first batch of electrical stores at that time.

"Carrying things around, too tired.

After opening the retail market, there will be a base.

The retail sector gradually shows advantages: fixed facade facilitates customers to come to the door, and it also looks formal, giving customers confidence and good business and often breaking goods.

The brand advertising has broken out of the big market, and the colleagues have begun to change their strategies.

By 1996, Chen Guochun's facade had been open for 9 years, and the competition between his peers was fierce and profits were getting thinner and thinner.

As the brand concept began to take shape, some customers began to buy goods by pointing to the brand.

Chen Guochun felt that price war would turn into a brand war. We must find a strong and potential brand to act as a "specialist".

After consideration and analysis, Chen Guochun met the "the Great Wall".

At that time, the the Great Wall group mainly pushed the "air switch". This product had certain technical content and occupied a lot of shares in the national market. "The quality of the Great Wall is also very good. If we take the air switch as a pioneer, we should win the Wuhan market with quality and integrity."

In the same year, Chen Guochun set up the the Great Wall electric group Wuhan sales company, and began to penetrate the two tier cities.

"Unlike Zheng Abo, he is in charge of the Wuhan branch. All the expenses are headed by the head office and there is no financial worries.

But I am just an agent. I am afraid I will not go too far.

Chen Guochun took a conservative approach: there was not much advertising investment and the main focus was on supporting distributors.

The dealer can get 150 thousand yuan of goods out of 100 thousand yuan, usually Chen Guochun also knows the sales situation to the dealer.

In this way, the company entered a period of steady development.

The subsequent development of Chen Guochun has confirmed the judgement of Wuhan: all brands have started a melee in the Wuhan market, and the war has gradually entered the white hot stage. Many colleagues have pulled out of the market.

But Chen Guochun did not withdraw: "a hero in troubled times, if we start a name now, we can build a foothold in Wuhan."

In 1998, Chen Guochun took out nearly 500 thousand yuan to advertise, personally found a lot of road signs, ran newspapers, renovated new facades, and actively fought for preferential policies: the advertising fees of agents of the two tier cities could be applied to "pay the bill" by the headquarters.

A lot of input has produced results.

A year later, the distribution point of the Great Wall in Hubei reached more than 40, with an annual turnover of about 10000000 yuan.

The electrical industry has also entered a small profit stage, and the price war has been very happy.

"The characteristics of our people in Wenzhou are flexible, what make a good profit to do, do not make a good profit to withdraw", Chen Guochun sprout the idea of marching into other industries.

At that time, the governments of Hubei and Wuhan raised the "revitalization of manufacturing" to the strategic height of regional economic development.

This made him very excited.

The most familiar and easy to cut into, of course, he preferred the manufacture of complete sets of electrical equipment.

The family objected, especially the wife: "half of the property is put into the factory. What if it loses?

The risk is too great. "

Chen Guochun analyzed the market from his macro perspective to his wife: at present, the central part is rising, the status of Wuhan is rising, the urban construction is accelerating, the real estate is booming, the manufacturing industry is reviving, and every building needs a complete set of electrical equipment. Its market potential is huge, "at least it can develop for several ten years".

At the same time, the product regional agent can only be confined to Hubei Province, which is easy to encounter "ceiling". Independent development of brand can expand the national market, and the world is wider.

His wife smiled when he listened to his beautiful blueprint.

By the end of 2002, Chen Guochun had reorganized the company of Chenguang control equipment, which has a history of more than 20 years.

In 2003, the Great Wall electric appliance headquarters adjusted its strategy and decided to set up Direct Selling Company in all parts of the country. This would certainly reduce the "scope of influence" of agents and let Chen Guochun feel strong competitive pressure.

In those days, Chen Guochun bought 40 mu of land in Jiangxia and started building Hubei Huayi Electrical Appliance Company.

The factory was built in December 2003, and began construction in June 2004.

The pioneering spirit that grabbed the fastest speed was called the "Huayi spirit" by the Jiangxia district government.

For Huayi, another problem can not be avoided. How can enterprises maintain their price advantage from the Wenzhou industrial cluster?

Chen Guochun also has the following considerations: the superiority of production in Hubei still exists, which may be 10% lower than that of Wenzhou.

The largest material cost for making electrical equipment includes electrical components and steel plates.

Although he is not in Wenzhou, but after many years of operation, he has close relations with Wenzhou electric company the Great Wall, Tian Zheng, CHINT and so on. The cost of goods delivery is very low.

The steel plate, which accounts for 30% of the production cost, can be drawn near Wugang and Hubei iron and steel company, which is closer than that of Wenzhou enterprises from Baosteel.

Moreover, the production in Wuhan can save huge pportation costs, and the construction period is also advantageous. It can be produced and installed only in 10 days and half a month.

Last year, the sales of Huayi Electrical Appliances opened its first year with annual sales of about 30000000 yuan, becoming a new star in the whole set of electrical equipment industry.

Chen Guochun said he plans to sell products to the whole country in three to five years.

It is hard to find a way to be a businessman.

Despite the majority of personnel and corporate framework of Chenguang, Chen Guochun is still baffled by the numerous and complicated affairs that come to us.

From selling to manufacturing, we must first understand technology.

To this end, Chen Guochun specialized in the workshop for a period of time, from the fight frame, assembly parts, testing, electricity and other steps to learn, now talking about things in the workshop, he is also head and shoulders.

Because Chen Guochun did not recruit satisfactory general manager, last year, he took charge of finance, personnel, technology, and market. He had to find him when he had a problem. Sometimes a couple of things were stacked together, which made him very headache, and he felt very worried.

Huang Ping, director of Huayi, said that when he was doing trade, Chen never summoned his staff to open the conference. After the factory was established, he had to manage the more than 100 people. He just started talking, and at the bottom of his mind, so many people were in a panic.

But this year, when the work was concluded and the year-end commendation was made, it was very eloquent.

The secret of Chen Guochun's "progress" lies in studying with open mind.

Because of the busy work, Chen Guochun has not been studying for a whole time, but he still needs to recharge. He bought a teaching CD from Taiwan management guru Yu Shiwei to study at home.

And regularly invite management professors from universities to organize special training for enterprises, and make up for the management courses. He has started sending senior managers to colleges and universities in batches.

"I have been recruiting general manager to manage business matters.

It is necessary to understand electrical and management.

The annual salary of $200 thousand has not been found.

Now, Chen Guochun has a new "Wenzhou style" idea: recruit an assistant to the president, "I give him the platform to play, the resources that he grasps is his, he also teaches me knowledge, teaches me to manage the enterprise, the knowledge which is learned is mine".

Huang Ping said that although the boss can not be regarded as a successful entrepreneur now, he has been working hard in this field. I believe that in another 5 years, it will be impressive.

Xu Qiyun, editor in chief: