Last month, upon a friend's recommendation, I also joined the big family of Alibaba. These days I have been busy building my shop on Wangpu. Now I have discovered that Alibaba is indeed a new world. Thus, I have decided to move what I wrote on another forum over here, hoping to exchange ideas with all of you.
September 20th, Sunny, Countdown to Spring Festival: 146 days
www.0086arab.com/cn
I've been in the process of starting a business for more than half a year and have always wanted to document this journey in words. Unfortunately, too many things happened during the previous period, and now I finally have a bit of spare time to record these bits and pieces of my entrepreneurial experience. At the same time, I will share some of my thoughts on entrepreneurship. My writing skills are not good, so please bear with me!
At the beginning of the year, filled with beautiful imagination and anticipation for the future, I started my entrepreneurial dream. The first step was finding a place. I searched online for many real estate agents and called each one to inquire. Then came the part where I followed their salespeople to look at places. After seeing many that were unsuitable, a female salesperson joked with me, "You must be very picky when choosing a girlfriend!" After an entire week, I finally found a commercial-residential integrated place. It was on the 27th floor, quite high up, with a great view, and even better night views! The location was nice, and transportation was convenient. Opposite were Baishu Steel Market and Yixian Steel Market. Then I negotiated prices with the landlord and signed the contract. Next came ordering office desks, setting up telephones and broadband, assembling computers, and purchasing office equipment...
After dealing with these tedious preparations, more than half a month had passed. By then, the available funds I had for operations were almost depleted, so I had to borrow from here and there again.
www.0086arab.com/cn
Now the most important thing was the company name. Decision-making time! Should I register a new one or transfer an existing one? Registering a new one was more troublesome, as it required a probationary period, and the invoices wouldn't be enough. Also, being a new company would make it harder to attract clients since they might perceive us as inexperienced. In the end, I decided to temporarily pass accounts through a friend's company while looking for a suitable company name. Later on, I really did find a company registered in 1998 whose boss was from Guangdong. The financial crisis made it impossible for him to sustain his company which he had run for 11 years. Of course, there were also issues related to personal management. But this was enough to show how terrifying this financial storm could be!
September 21st, Rainy, Countdown to Spring Festival: 145 days
www.0086arab.com/cn
Today, although there were many phone calls, perhaps due to it being in the afternoon, the sales weren't good. Only one deal was made, by a newly hired female employee. She sold 24.35 tons of Ansteel ordinary coil, with a profit of 20 yuan. For old employees, I wouldn't recommend doing deals with such low profits.
Today, a new colleague joined us, named Xiao Pu, from Anhui Province. Her personality is very outgoing, with a bit of a masculine vibe. She has become our company's living treasure. Listening to her talk on the phone with clients, she always manages to bring laughter to us. From the day she applied, I could see that she had potential for sales, though I wasn't too keen on hiring newcomers. Newcomers inevitably require time and energy to train, and many steel trading companies share this view. We've hired a few newcomers before, but none of them lasted long. However, her straightforward personality and humorous language convinced me to give her a try. Before leaving work, she voluntarily shared her feelings about her first day on the job, expressing her happiness to be part of our team and liking the work atmosphere. She hopes to keep improving and become an important member of our team. And she asked me how many points I would give her for her performance on the first day? I said full marks, and both Cheng Jie and Xiao Zhu laughed. She is truly a great girl, and I sincerely hope she does well!
In the afternoon, Xiao Liu took leave to buy tickets back home to Nanchang for the festival. With one less person in the office, I didn't like this feeling. Even though it was just leave, it felt like something was missing. Before leaving work, she sent me a text message saying she had bought the ticket, which was really good.
Actually, I have always enjoyed this entrepreneurial process, despite its twists and turns and difficulties. At one point, it was almost unsustainable, but every time I encountered difficulties, someone would come to my aid. The aunt downstairs knew about my troubles and lent me the funds. Eventually, I got through the tough times, and I express my deepest gratitude here! As for my current team, it's the ideal team I envisioned. Everyone gets along harmoniously and helps each other. Sometimes when I'm short on funds and delay paying salaries, they always show understanding and support.
With the festival approaching, I originally planned to take them out for a fun outing. But since Cheng Jie and Xiao Liu are going back to their hometowns, my plan has to be shelved again. I've heard that many companies have already given out holiday bonuses. This month's performance has been good, so I want to give them holiday bonuses or take them out for a big meal.
(Yesterday, I intended to write about previous events, but I really didn't know what to write. Perhaps because too many things happened earlier, recently I've been stuck thinking about the past. It seems that older people tend to reminisce more, am I getting old too...?)
Anyway, let's look forward to the future! The revolution is not yet successful; comrades must continue to strive!!
That's all for today! Welcome fellow entrepreneurs to exchange ideas!
www.0086arab.com/cn
September 22nd, Rainy, Countdown to Spring Festival: 144 days
Today, we closed one deal, taken by my old client. Since I had to attend the award ceremony of Today's Steel Cup in the afternoon, my colleague helped find the goods. Two Ansteel SPHC hot coils, 47.49 tons, with a profit of 45 yuan. This month has been pretty good, with deals almost every day, but none of them were big ones. I hope to close bigger deals soon.
This morning, Xiao Pu asked me a few questions about steel knowledge, and there was one I didn't know. Xiao Pu said, "Really? The boss doesn't know this?" I feel ashamed! I haven't been in the steel industry for that long, only since last August, which makes it a little over a year. This year, I haven't done much business, and with so many things on my mind, I rarely study steel knowledge deeply.
In the afternoon, a friend invited me to attend the award ceremony of Today's Steel Cup. Xiao Liu also wanted to check it out, so we went together. On the third floor of Lansheng Grand Hotel, presenting the invitation card, we received a gift. Entering the venue, we sat in the empty seats on the third row. The meeting mainly awarded prizes for corporate culture construction and outstanding employers, and there were speeches by members of the steel trade association and chairmen of major steel companies regarding corporate culture construction. Some of the chairmen' speeches were not impressive, even including vulgarities like "X Ma's," but compared to Ye Acizhi, the human resources operations director of Alcatel, the speeches were much better. I agree with their thoughts on how to promote the cultural construction of the steel trade industry, as our overall cultural construction in the steel trade industry still needs improvement.
The second round of the award ceremony began at 15:10, and the final award was for Outstanding Employer, and fortunately, we were on the list. Xiao Liu went up to receive the award, and I captured a few moments.
Finally, this reminded me of what I thought about the world's top 500 companies. Despite coming from different countries with different cultural backgrounds, they not only emphasize investment in employee training but also excel in retail training methods.
Every year, in the Fortune magazine's list of the world's top 500 companies, global renowned retail companies always make appearances, such as Walmart from the United States, Carrefour from France, and Metro from Germany, which we are all familiar with. What are the reasons behind the continuous brilliance of these retail empires? Following the growth footprints of these retail giants, we may discover and summarize many secrets to their success, such as Walmart's consistent "everyday low price" strategy, Carrefour's strict internal management system, Metro's rigorous and scientific membership management, etc. But have you noticed that despite coming from different countries with different cultural backgrounds, they not only attach importance to investing in employee training but also excel in retail training methods.
www.0086arab.com/cn
This also made me think about the two years I worked at Dicos. Many friends say I wasted two good years of youth. But I don't think so. Although Dicos is not as well-known as KFC or McDonald's, as the first domestic Western fast-food brand, their business philosophy, customer service awareness, and employee on-the-job training are quite commendable. This led me to associate with the steel industry I am currently in. Even though it is a sales industry, many companies rarely provide systematic training to new employees. Often, they require new hires to have ** years of work experience or bring their own customers. Or there is a lack of on-the-job training for new employees.
Training, as an important part of enterprise development, is not only a direct tool for enhancing employee skills but also a form of motivation. Through training, employees' professional levels can be rapidly improved, bringing direct benefits to the company. Training also allows employees to feel valued by the company, experience the joy of personal growth obtained through training, and envision a bright future for themselves, inspiring them to work hard positively. Simultaneously, it fosters a learning-oriented organization atmosphere within the company where everyone values learning, enhancing organizational performance and achieving the company's sustained profitability and growth.
Finally, I wanted to upload a few pictures but realized I'm still not proficient enough, unable to upload images. I hope some expert can offer guidance.
I've rambled on a lot, but I'm feeling a bit tired today. Time to wash up and go to bed early!
www.0086arab.com/cn September 28th Sunny Countdown to Spring Festival: 138 days
End of the month, very busy! When I opened the forum this morning, I was surprised to see so many replies. Thank you all for your attention!
Yesterday, I paid the colleagues their salaries in advance. With the festival approaching, I gave each of them 100 yuan for mooncake expenses, which is quite little, just a token of appreciation. After work, I treated my colleagues and friends to dinner and ended up drunk. My drinking capacity has deteriorated significantly! I woke up this morning with a pounding headache and couldn't remember anything from the night before. My cousin told me I actually slept in the bathtub after getting drunk—embarrassing... Fortunately, it wasn't in front of colleagues and friends.
Today, Xiao Liu returned to Nanchang. Wish him a smooth journey! Xiao Pu made another sale, though only 13.075 tons with a profit of only 30 yuan. Nevertheless, seeing her efforts and enthusiasm, I'm very pleased! However, the large order I've been expecting hasn't arrived yet, but I believe it's just around the corner.
Here's an advertisement: One of my clients has 62.458 tons of genuine Baosteel SPCC cold-rolled coils measuring 1.9*1250*C. Due to the cancellation of the order, he asked me to help sell them. The market price is 5600, but we can sell them for 5450. If anyone is interested or willing to purchase, please contact me. The price is negotiable, and it's absolutely genuine. ...
Autumn! A season of harvest, a very nice season. Today's mood is probably the lightest since the start of the year, as if all worries and pressures have been cast aside. I hope to maintain this positive state of mind, which should be one of the conditions for success.
www.0086arab.com.cn September 29th Sunny Countdown to Spring Festival: 137 days
The weather is cooling down! Friends, take care of your health.
The festive atmosphere is thick, and the entire market's transactions are sluggish. Last year at this time, demand was still decent.
Zero transactions today. Xiao Pu was stood up by a client. She thought, once the contract was signed, how could they not take the goods? It upset her for the whole day. She thought it was unimaginable, but we consider it commonplace; this is the difference between new and experienced salespeople. Being stood up used to irritate me, but now I'm accustomed to it. Staying in one environment for too long makes you adapt, and seeing too many injustices can make you numb.
These days have been hectic. Verifying colleagues' performance reports, calculating salaries, and dealing with stacks of invoices... Thousand-yuan invoices are like dimes; counting them is bothersome when needed. This analogy may not be apt!
Now I'm pondering how to survive in such a fiercely competitive steel circle. Having unique characteristics and advantages is essential for survival, and survival is the ultimate truth! Xiao Zhu made a few orders for cold carbon plates, each less than 10 tons, but the per-ton profit was decent (specific profits omitted for personal considerations). Since Xiao Zhu joined our company, the company's profits have soared. Colleagues are now transitioning towards cold-rolled galvanized steel, special steel, and alloy steel. Cold-rolled galvanized steel is used in automobiles and appliances, sectors less affected by the financial crisis. Moreover, fewer companies operate in the quality steel and special steel markets, so orders in these areas generally yield higher profits. Some Zhouning steel trading enterprises have grown larger, but smaller companies like ours need to develop our own strengths and features. I sincerely wish that the people of Zhouning will do better in the steel trading industry!
October 6th Sunny Countdown to Spring Festival: 130 days www.0086arab.com/cn
Many friends ask me why I've already started counting down to the Spring Festival. Is it because I'm looking forward to returning home?
Actually, I just want to give myself a sense of urgency because time passes too quickly, and I hope to achieve greater results within this limited time.
Defining what I write as a "diary" makes me somewhat embarrassed! In my mind, a diary should be written daily. However, due to various reasons, I cannot manage to write every day. Starting a business isn't easy; sometimes many things consume a lot of energy. Therefore, I hope to share my entrepreneurial experiences and insights with friends as much as possible.
My mother came to celebrate Mid-Autumn Festival with me. It's been many years since I've spent Mid-Autumn with my family. The Mid-Autumn Festival is a time for reunions, but my father's passing has filled this year's festival with sorrow. I chatted with my mother until 2 a.m., mostly reminiscing about my father's past. From the words my father spoke to me before he passed, it's evident that he had deep attachments to this world and many unresolved concerns. I hope to fulfill my father's wishes and ensure that my brother and mother live well!
I'm very grateful to the friend on the 15th floor! While what I write is true, there are inevitably some small issues within the company. Chinese people prefer to present their good side. In the beginning stages of entrepreneurship, there are often shortages of funds, insufficient experience of the operators, and indecisiveness in handling matters. Our path ahead is still long and possibly winding.
October 9th Sunny Countdown to Spring Festival: 127 days
I went jogging this morning! Thanks to my mother helping me cook, I no longer have to buy groceries early every morning. Cooking for a long time can get tiresome, but I hope to maintain my passion for entrepreneurship.
During lunch, I visited many friends' spaces and saw photos of their outings. The greetings I received after the holidays moved me! Although I chose not to go out for fun, I was happy for their joyful moments. In the early stages of entrepreneurship, taking time off is a luxury for me. Since the startup capital was borrowed with interest, I must learn to endure loneliness and temptation, even adopting the spirit of an ascetic monk. However, I firmly believe that the difficulties of the early stages of entrepreneurship will be my lifelong wealth. Now, I can remain calm, without sadness, happiness, pride, or impatience.
Accountant Aunt Li told me that I have to pay a lot of corporate income tax this month. Later, I consulted a friend knowledgeable in accounting and learned that general taxpayers are divided into two types:核定征收 and 查账征收. For 核定征收 companies, the corporate income tax is calculated as 营业额 x 4% x 25%, meaning the income tax is 1% of the turnover. Fortunately, last month, I couldn't buy invoices temporarily, otherwise, I would have issued an additional 500,000 yuan worth of invoices and had to pay an extra 5,000 yuan in taxes. And I didn't even know that the company name I transferred was under 核定征收. The lack of tax knowledge makes me feel ashamed, and I had to buy this lesson at a cost. Here, I warn my friends that if you're transferring a company name, be sure to ask clearly. If you don't understand, consult those with experience. I suffered from being too confident, and everything I didn't know, I looked up on Baidu. Well, learn from mistakes, gain wisdom from setbacks. I must intensively study accounting knowledge. However, hiring a capable accountant is necessary, and reasonable tax planning is essential.
Hurry~ Now I can only temporarily transfer accounts through a friend. If anyone has a company name to transfer, please leave a message! I'd also like to transfer another one, preferably one with ten-thousand-yuan invoices.
Resting now, I'll wake up early tomorrow to continue jogging!
www.0086arab.com/cn October 12th Cloudy Countdown to Spring Festival: 124 days
Today I made a deal, still with my old client. 90.37 tons of Angang hot-rolled coil, with a profit of ** yuan per ton. There was another deal where Xiao Zhu's client processed the account through us. Overall, today was pretty good. It can be considered a good start for this month! Let's keep it up!
I was busy preparing materials for a small loan application last week, so I didn't update. A friend on the 36th floor said doing business is exhausting, and sometimes I really do feel tired. Because there are many things that must be handled personally, but as an entrepreneur, one should know how to adjust one's mindset and maintain a good physical condition. These days, I've started waking up early to jog, and I really feel more energetic.
Here, I specifically reply to the friend on the 32nd floor about running businesses. To be honest, I've never personally gone to manufacturers to run businesses because you need at least a car to do that! For us who are just starting a business, relatively limited funds have been invested in the initial preparations of the company. So we mainly focus on telephone marketing and online marketing. Telephone marketing: the main sales model, which is low-cost, time-saving, and highly efficient. Once you grasp the tricks of the trade. Improving telephone sales skills requires time and experience accumulation. You can also read articles about telephone marketing etiquette and techniques. Online marketing: We mainly became a Class A member of "My Steel", with an annual fee of 5000 RMB. However, the return on investment for these 5000 RMB is quite good, and many clients have cooperated with us through "My Steel". However, most of the clients are traders. Of course, the goods we post are relatively rare. Revealing a small secret, a fellow townsman from Zhouning who works in Shanghai took goods from our company's colleague. The profit per ton was over 700 RMB, though the volume wasn't large.
Summary: Doing sales requires recognizing the importance of follow-up work. Reflecting on the tracking of sales leads. Below are statistics I found online:
2% of sales are completed after the first contact,
3% of sales are completed after the first follow-up,
5% of sales are completed after the second follow-up,
10% of sales