At present, the international financial turmoil has seriously affected the machinery manufacturing industry worldwide. For example, as far as the information I get, in the metal cutting tool manufacturing industry, Sandvik Tools will cut about 10% of its employees worldwide. Kennametal originally announced a total of 14,000 employees worldwide, and this announcement will cut 1,200 people. According to this calculation, the proportion of layoffs also reached 8.6%. There are many medium or small tool manufacturers in foreign countries. Whether they can withstand the impact of the financial crisis is also worthy of attention. Once they are forced to go bankrupt, they will bring unemployment to many industry talents. Many of these talents are experienced, including business management, technology development, application services, and sales operations.
The author believes that this financial turmoil has brought unprecedented impact to our products and markets. It is also an opportunity for us to cultivate our own technical team, absorb foreign industry talents, introduce advanced management methods and management experience in foreign tool manufacturing industries. Help our company to improve its management and management, and then to an excellent opportunity to connect with the international.
The gap between our domestic tool companies and their international counterparts, especially in the eyes of customers, is really not small. Therefore, some tool companies have plans to go abroad in this financial crisis to acquire some foreign counterparts who are bankrupt, just like Hazen Group acquired German lions in previous years. This is of course a very worthwhile strategy, but the problems of local law brought about by the acquisition of foreign companies, such as the failure to lay off employees of the original company within one year, and the salary reduction, are also worthy of attention. So, what about buying the production lines of foreign bankrupt companies back to us? Isn't this the same level of craftsmanship as the original foreign companies?
My answer is not the case. On a considerable part of the occasion, what we lack first is not technology, but ideas.
In the first two years, the author once saw that there is a foreign-funded enterprise in China that produces micro-tools. There are many orders, but the production capacity cannot meet the market demand. So I found a well-known domestic tool manufacturer to do OEM work. Some managers of foreign manufacturers have bluntly stated that the production conditions of well-known domestic manufacturers are not lower than them, and can even be said to be superior to their domestic factories in general. However, due to various reasons, domestic manufacturers are unable to sell more with their own brands and need to do OEM work for them. Among these various reasons, in addition to brands and raw materials, the concepts of quality control, sales, and service are still far from the needs of customers. The two manufacturers are in the same city. There are many Chinese employees of foreign manufacturers and employees of domestic manufacturers. Even if they are former colleagues, there is no big difference in their abilities. However, because foreign manufacturers rely on the advanced experience of foreign manufacturers in all aspects of management, under the leadership, help and words and deeds of foreign managers, many Chinese employees of foreign manufacturers have more or less accepted their ideas and methods, and I saw the role played in actual production and management.
When the author talked about quality problems with some tool manufacturers in China, they frankly that some products are not technically unable to do the level of foreign products, and some just need to purchase some equipment to reach foreign products. Level, but they are often confused about this. To achieve such a level, it is necessary to pay a certain cost, such as the procurement of raw materials, the purchase of equipment, etc., but these increased cost of the product customers can not accept, the customer recognizes the original product Prices, so they lose the power to introduce equipment, technology, raw materials to upgrade products.
I think that this problem is first of all in business, sales, and market expansion. Many domestic companies lack talents like foreign companies that rely on technology and rely on solutions to win the market. I have also been engaged in sales and sales services for many years at Walter's Chinese company. I know that Walter's tools are several times more expensive, more than ten times, or even dozens of times more expensive than domestic tools. The sales can still be prosperous, and at least for me, in sales, it is basically unnecessary to treat, eat, give gifts or use other necessary means that many domestic companies sell.
What? As far as our sales staff is concerned, we mainly rely on technology and service, and rely on customers as the girlfriend you are pursuing. Treat customers with sincerity, serve customers wholeheartedly, and help customers solve technical problems. This is not a slogan, but an idea. When you can give your customers confidence in you, happily use the solutions you provide to complete production tasks, and earn their profits, your products will be sold smoothly, and your business can earn you. profit. This is a win-win situation. Sales people must truly have the idea of ​​solving problems for their customers from the bottom of their hearts, and we can win customers by embodying such ideas throughout our actions. I believe that a salesperson with such a concept, coupled with his knowledge of the company, the product, and the necessary sales skills, must be the sales talents that are welcomed by the company. What is lacking in many of our companies is such sales talent. Cultivating and introducing such talents is of paramount importance to the future of tool companies.
On the other hand, in order to allow sales people to sell their products to customers with confidence, our design department can think more for customers in the design, make the products more humane; our procurement department procurement quality Excellent raw materials; our manufacturing department carefully processes each process... Design, procurement, manufacturing, and management of each department and every employee is critical, and the realization of these requirements is not Open talent. Now, it is also a good time to train and introduce such talents.
I have planned and organized a design training seminar for metal cutting tools in the past 2008. The purpose of this class is not to specifically learn the design and manufacturing techniques of the tools, but to focus on the design of the tool. The idea of ​​the manufacturer helps the tool design and manufacturer to effectively use the resources and use the tools to design and manufacture the tool to better meet the customer's demand for the tool. I think we will continue to do this kind of work.
For some tool industry companies that have confidence in the future, I feel that they can also organize training courses for tool design, sales and service personnel individually or jointly. Such training courses can be for young technicians who have already recruited enterprises, or for new college students or higher vocational students who have not yet recruited enterprises as targeted training. Because first, some enterprises now have relatively small workloads, younger technicians are more likely to concentrate on charging for training, and secondly, new college students who are too scarce in cutting expertise can cultivate their professional qualities through such orientation training. Their ability to learn and master tool expertise.
Now, the crisis will bring the industry to reshuffle, and companies that can survive the financial crisis will win more opportunities after the crisis. The author believes that under the impact of the financial crisis, some Chinese employees who also have advanced management concepts and foreigners with advanced management methods will be unemployed or face unemployment. If our domestic enterprises can start from the long-term development strategy, Such an opportunity to introduce such professionals with professional management knowledge or professional technical knowledge to help drive our own production management and sales management, financial management, market / brand management and other aspects of talent growth faster, this mechanism should It is similar to a sports team that invites foreign professional coaches to teach us. I believe that through the help of these experts, we should significantly narrow the gap with foreign advanced enterprises after the crisis, catch up with the pace of development of international tool companies, and keep up with the development trend of the international tool industry.
Some people say that managers and even senior executives of foreign companies can be attracted to domestic companies? The author's answer is yes. We saw Mr. Tang Jun, who was the president of Microsoft China, and Mr. Wei Zhe, who once served as the president of B&Q China. After leaving the position of the president of China, they chose to continue their career as a professional manager. . Challenges, the ability to develop your own expertise, the realization of your own dreams, and the shared vision and vision of investors are the main reasons why foreign-invested managers can leave foreign companies to work for domestic companies. If our company is really eager to introduce talents from foreign companies to realize our own dreams, why not create conditions, open our arms, and warmly welcome them?
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