Innovative Service Mode: Breaking The "Homogenization" Problem In The Fabric Industry

Talking about domestic Fabric industry The existing problems, "homogenization" phenomenon, I believe many enterprises will recognize; when it comes to the upgrading direction of domestic fabric enterprises, the transformation from production to production and service is believed to be the consensus of many enterprises. Under the background of homogenization of this industry, some fabric enterprises are willing to change and innovate service models to stand out.

　　 Extend research and development on the basis of sample replication

I have to admit, now Europe Japan Many other countries have already surpassed China's R & D technology, many customers find domestic fabric enterprises, and they only provide samples for them to reproduce, but Wu Jianhua, chairman of Wujiang Dingsheng silk Co., Ltd. is not satisfied with the replica samples.

If customers provide samples, the usual practice of Wujiang's heyday is to ask the final use of the product, then start from the direction of functionality and wearability, and extend the development on the basis of the sample. Usually, in addition to giving customers the small sample replica they provide, the company will also refer the details of the sample to the customer for reference, which will eventually be picked up by the customer after being redesigned by the enterprise.

And what is the common problem of small and medium-sized fabrics? A fabric buyer has a very deep understanding. She talked about the long time dealing with domestic fabric enterprises, and saw many enterprises' progress. "If you directly contact fabric producers, especially small and medium-sized enterprises, you will encounter more problems." She said, "generally speaking, if we haven't worked together before, we need to know the basic conditions of production, production capacity, internal and external sales, etc., but they can't even introduce these contents clearly." In her opinion, they promise "you need what we can do". In fact, they can not do it. They do not know whether they are fit for themselves or not.

Once upon a time, China's national treasure silk was gradually away from people's daily life. People had too many reasons not to wear silk. Wu Jianhua In this regard, he does not agree. In his view, modern people's design techniques, equipment and management concepts give the possibility of too many traditional silk fabrics returning to the high-end market.

It is not willing to copy the stereotype. Wujiang's prosperity has made customers aware of its production capacity, and has also demonstrated the R & D capability of enterprises. For example, in the past two years, the enterprise's favorite work, the thousand bird dyed woven taffeta fabric, focuses on the change of color in the development of each season, making it more suitable for the market popularity. It pays attention to the renewal of the finishing process, such as nanotechnology, breathable film, reactive dyes, etc., so that the silk fabric is easy to wrinkle and the color fastness is poor and so on. This expensive fabric is still picked by many fashion brands.

　 No order quantity, free proofing.

The general development sample of textile enterprises needs to collect development costs, but Shanghai can make free proofing. Many enterprises do not accept small orders with little demand, but there is no order in the sky, even if they are only a few hundred meters, they will be completed in quality and quantity. It seems to sacrifice the interests of the enterprise, but it has great attraction for customers. The person in charge of the enterprise said that in the face of fierce competition, the quality of products is far from enough, and professional and quality services are needed.

"Now many fabric suppliers are too realistic." A clothing brand designer sighed that in the early stage of product development, it was necessary to pay a few meters of cloth to the fabric enterprises, and the money would be sent to the cloth. Some enterprises even increased the price on the cloth, and the price was far greater than the purchase price of the big goods, and sometimes even the cloth could not be adjusted. "Now the clothing brand will see that a small sample card will make the order to make a big product. We can only give up the fabric without cloth, and conversely, the fabric enterprise may lose an order or even a partner because of a few meters of cloth. Cloth cloth seems to be a small problem, which is actually the most basic and necessary prerequisite for cooperation.

{page_break}

Distance from similar enterprises

"From the perspective of foreign customers, there was not much demand for product categories before, but this year because of the international situation is not very optimistic, many foreign customers before the order of a single variety of 100 thousand meters is likely to turn into 100 thousand meters order, there are 10 products, and at least 6 of them are new varieties." When it comes to the specific changes of foreign customers' demand for products, Shen Zhenhua, sales manager of Wujiang Yongda Textile Co., concludes.

For this reason, enterprises strive to distance themselves from similar enterprises. Shen Zhenhua said: "our current development of new products is mainly a little earlier than that of our customers. Try to deliver the fabric they want before they ask for it. Using time difference to win the market for new products. Specifically, a new product development in a company can reach the guests within 35 days in about 20 days.

As for how to do this, Shen Zhenhua gave an example. For example, no spandex elastic chiffon fabric is actually the most popular false twist Chiffon product. Starting from the raw material of the product, everyone is still making 9 twists and twists. The enterprise has begun to make 16 twist twisting false twist silk, made of strong twist material, the cloth style has more texture and elasticity, and the overall cloth feel will be more high-end.

　　 Take the trouble to communicate with customers

A Menswear brand development manager once complained: "fabric companies tend to pay more attention to communicating with us in the early days. In the middle and later stages, they basically called to ask questions. In fact, I think fabric enterprises should strengthen communication with us in the middle and later stages, and spend hours talking about why this fabric is good. Why did we not choose the fabric and deepen mutual understanding, which is definitely beneficial to the targeted development after that.

Only by helping customers succeed, can new product development have value in order to bring benefits to enterprises. This is a great experience for many fabric enterprises. They are also gradually improving the frequency and efficiency of communication.

"Sometimes I wonder if the small design companies in Italy can come to our office four or five times a year and recommend new products to us. Then we should pay more attention to close contact with customers and enhance communication with customers," said the head of Guangdong Jian Ye. Today, if there are any problems with our customers in Indonesia and Southeast Asia, we will arrive at the scene for the first time. Today, we can rely on video calls and network to connect us with suppliers and customers on a platform. Our communication with customers is fast. Customers can communicate with companies through e-mail, telephone, website and micro-blog anytime and anywhere.

Hubei Maya meets with new and old customers at exhibitions at home and abroad. After the exhibition, enterprises will quickly recommend new products to customers, such as new customers, and regional managers. For old customers, regional managers will take samples of clothing to participate in the customer's order meeting. Later, regional managers and designers will focus on catching up again.