Dongguan's Domestic Sales Enter The "Point To Point" Era

On the 12 th of this month, Dongguan held a large-scale investment promotion conference in Chengdu, and in one fell swoop led to a total of 31 total investment of 12 billion 300 million yuan. In addition, from 12 to yesterday, a fashion electronics exhibition, attended by 102 Dongguan consumer electronics companies, was also held in Chengdu.

The above activities are aimed at further increasing Dongguan's investment in Chengdu, promoting joint industry exchanges, effectively stimulating domestic demand, and promoting the development of economic and trade relations between Dongguan and Chengdu and cooperation among enterprises. In the future, there will be more and more economic and trade cooperation between Dongguan and the mainland cities.

The Dongguan municipal government and enterprises will jointly hold large investment promotion activities in the mainland cities, which will bring opportunities to Dongguan's industrial transformation and upgrading. The reporter interviewed Xian Zhou En, director of the Dongguan Municipal Bureau of letters and Lu Baixiang, Management School of Zhejiang University.

Dongguan will be held in more cities Promotion meeting

Reporter: the large scale economic and trade activities held in Chengdu were very high and the lineup was huge. First of all, the leaders of the city took the lead. Secondly, the main enterprises of Dongguan's electronic industry basically participated in the exhibition held in Chengdu. Will such large domestic sales promotion activities be held in other cities?

Xian Zhou En: today Dongguan has formed an industrial system, including electronic information, textile and clothing, furniture, food and beverage, and eight major industries. It is a truly industrial city. This time, we organized an electronic consumer industry to participate in the exhibition, mainly aiming at the characteristics of consumption and industry in Chengdu. Chengdu has a large population and huge potential to tap the electronic consumer market. Besides, the city can complement each other in the electronic industry with Dongguan.

After the end of the economic and trade activities in Chengdu, we will carry out similar point to point promotion activities in other cities. For example, the assessment has been carried out in Central China, North China and Shandong. Part of the preparatory work has already begun. The emphasis in other cities may not be on the electronics industry, but on other pillar industries such as furniture or machinery manufacturing in Dongguan. In addition, when organizing investment promotion activities, we will also highlight the industrial characteristics of various towns in Dongguan and promote them in the form of specialized towns. Through a series of measures to promote domestic sales, we will make the brand image of Dongguan's famous manufacturing city more loud.

In the first half of this year, the actual intake of foreign capital in Dongguan was 1 billion 500 million US dollars, an increase of 7.5%. The contract absorbed foreign capital 1 billion 990 million US dollars, an increase of 78.7%; the actual introduction of domestic capital was 11 billion 470 million yuan, an increase of 26%, and the agreement was introduced to 22 billion 110 million yuan of domestic capital. These enterprises chose to invest in Dongguan, and they also received huge returns. Dongguan is gradually moving from an export-oriented economy to the development of both internal and external economies. Therefore, Dongguan will pay more and more attention to the mainland market in the future, and will pay more attention to economic and trade cooperation with the mainland.
 

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Dongguan and Chengdu complement each other with "hardware and software"

Reporter: the results of this Dongguan promotion conference in Chengdu are gratifying, with 31 contracted projects and a total investment of 12 billion 300 million yuan. Does this mean that there are many convergence points between Dongguan and Chengdu in terms of economic and trade cooperation?

Xian Zhou En: the Dongguan municipal government and enterprises jointly held the promotion and exhibition activities in Chengdu, which is to show Chengdu the gesture of cooperation with Dongguan. We hope that Chengdu will come to Dongguan more, hoping that the enterprises in the two places will be closer and find room for cooperation.

Chengdu has a large number of well-known state-owned enterprises both at home and abroad. Private enterprise It is an important central city in the central and western regions of China. It is a science and technology center, a business center, a financial center and a communications hub in the southwest. Chengdu's efforts to promote economic and social scientific development, especially the cultivation of good ideas and good practices for developing the domestic capital economy, is worth learning from Dongguan.

In recent years, Chengdu's electronic information industry has developed rapidly. According to the development plan of Chengdu's electronic information industry, the city is committed to becoming a world famous software city, a first-class information service base in the country and a strong market for the manufacture of electronic information products in the central and western regions. Deng Zhiguang said that this "soft advantage" can complement the industry characteristics of Dongguan's electronic information industry biased towards "hard manufacturing".

In fact, the industrial cooperation between Guan and Rong has long been successful. A few years ago, Dongguan and Chengdu Electronic Science and Technology University invested 120 million yuan, jointly with the Guangdong provincial science and technology office three sides to jointly build Dongguan Electronic Science and Technology University Electronic Information Engineering Research Institute, as a carrier and Dongguan more than 50 key regional science and technology enterprises have carried out a comprehensive combination of technology and talents. Industrial cooperation between enterprises in Dongguan and Chengdu has been in progress.

Initial domestic borrowing channels

Reporter: at present, many enterprises in Dongguan turn to domestic sales, but the rules of foreign trade and domestic sales are different. Many entrepreneurs who do foreign trade businesses say that foreign trade is much simpler than domestic sales. What changes do you think need to be made when foreign trade enterprises are doing domestic sales?

Lu Baixiang: when foreign trade enterprises are transferring to domestic market, they should learn from the lessons of foreign trade, change sales into marketing, and grasp the market and channels. Otherwise, the risk of resources in the hands of others is great. Once the channel operators have problems, they will lose all their efforts.

For foreign trade enterprises, especially small and medium-sized enterprises, it is very difficult to build a new sales channel. We say that making channels is to smooth the channels, rather than to say that enterprises must send people to establish channels to sell, which will generate interest disputes with channel producers and disrupt market order. This requires enterprises to learn to cooperate. At the very beginning, they can sell products through other channels, concentrate on the market, do the terminal, understand the needs of customers, and constantly improve and enhance the quality of their products. When the product gradually wins the reputation and loyalty of the market terminal, the original channel "marketing" will become a terminal "pull out", and the terminal will naturally play a role in stimulating sales. In this way, enterprises can gradually get rid of reliance on channel providers and have the initiative in channel business. At the same time of improving product reputation and consumer loyalty, enterprises can gradually establish their own brand. Building brand is a process, rather than overnight.
 

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Entrepreneurs should have the concept of global common market.

Reporter: domestic sales are not easy. During this period, entrepreneurs and enterprises need to change. How should they be adjusted?

Lu Baixiang: when the enterprise sells to the domestic market, the boss must not stay at home. For example, when the snow is on the ice, the more animals will come out for food, or they will starve to death. Enterprises must control costs during the great depression, but the cost of other aspects can be saved and the cost of sales can not be saved. To go out to run, not the salesperson to run, must be the boss himself to take the lead out. Many companies use salesmen as "wild dogs" to let them run the market, and do not give them "bone" to get their sales according to their sales figures. If salesmen pursue the short-term sales volume unscrupulously, they will lay a curse on the future development of enterprises. Only when the boss goes out himself, will his thoughts meet the needs of the market and be practical enough to know what the enterprise should do and how to do it. Therefore, I emphasize that the boss should use the following three sentences flexibly: "everything goes to the market, everything comes from the market and everything goes to the market again."

In addition, in order to achieve transformation, I think enterprises should do well in three aspects: industrial specialization, Product enrichment And market diversification. Many enterprises are faced with difficulties when they see their own industries, so they want to change their industries. At this time, enterprises must resolutely carry out "downsizing", shorten the front line and become the most professional and competent industry. Only in this way can we break through the wind and break the waves and break through a blood path. Then aim at the same target market, design diversified products according to the different needs of consumers, so as to better meet the needs of the terminal market. The so-called market diversification refers to the concept of a global common market for entrepreneurs. There is no essential difference between the domestic market and the foreign market, and there is no need for two alternatives.

In the crucial period of survival and development, enterprises can not do without the support of talents. It is suggested that entrepreneurs take the opportunity to introduce the three most important talents: senior marketing personnel, senior management personnel, and professional and technical personnel. Although they are three kinds of people, as long as they are used properly, they will play the role of "three carriages" to help enterprises successfully pass through a critical period.