Looking back at the process, under the direct guidance of Mr. Yang, I was fortunate enough to participate in the establishment of Tianneng Company in Suining and Peixian counties and the team building work. Coming to an unfamiliar environment and starting a job that I had never touched before, there were moments of success and also hardships along the way. Through this journey, I met many people and personally gained a lot.
In the process of interacting with local dealers, I saw their shortcomings as well as the characteristics that made them successful. Boss Tian's hard work, Boss Yuan's meticulousness, and Boss Wei's approachability all left deep impressions on me. From various misunderstandings about the establishment of the company to fully cooperating with all aspects of the company’s development, we have clashed many times. At moments when I felt unable to continue the work, Mr. Yang gave me excellent advice and trust, which helped county dealers move from misunderstanding to understanding, from obstruction to cooperation, thus elevating the growth of Tianneng in the county to a new level. Perhaps the first step wasn't taken very cautiously, but with the continuous learning and growth of the company and its employees, the future of the county branch will surely align with the results hoped for by the company leadership. The biggest insight I gained while working in the county is: only through sufficient trust and delegation can we sincerely cooperate and strive wholeheartedly for the common benefit of both parties, allowing the company to grow and strengthen normally and rapidly. Currently, it is gratifying to see that each company is growing in a healthy and steady manner. For problems encountered in the work, they should be reported promptly to the leadership and discussed together for solutions.
Now, I have been working in Baoxue County for nearly a month. While maintaining contact with various counties, I have deeply integrated into my current work. From May 31 to June 25, I visited 62 town markets, organized data for 668 terminal customers. This data includes customer location, store name, contact person, phone number, items sold, and specifications. While registering customer information, I worked with sales personnel to exchange materials, organize shelves, communicate with customers, recommend new products, and plan visit routes, discussing ways to improve deficiencies in our work. I noticed significant improvements in Li Ning's work methods and attitude. Other colleagues have reinforced their commitment to terminal packaging and customer relationship management.
The rural market truly has infinite prospects. Shi Yong's small grain store sells a considerable amount of rice, Li Ning's small dried goods wholesale department does well with sesame oil, and Zhong Yihua's street wholesale shop sees good sales of Yuanbao oil. The most memorable case was a small village called Hou Xiang in Wang Shihai's area, where six customers on a narrow street could consume over 30 boxes of 5-liter soybean oil in a week. In rural areas, weddings and funerals often require over 60 pounds of cooking oil at once, equivalent to 6 bottles of 5-liter oil. Many terminals sell oil through such events. The younger generation living in the countryside has deeply embraced the health consumption concept of packaged oil and no longer actively seeks loose oil. Of course, currently, the rural market has not yet reached the consumption level of urban areas, and much of our product remains stored in customer warehouses. To develop work in the countryside, I believe the three most important points are: one, comprehensive image packaging; two, excellent customer relationships; three, helping terminal customers sell their inventory quickly. Simply transferring stock isn't fundamental; assisting terminal customers in selling oil and bringing tangible profits to customers is the most practical work. During visits with colleagues, we discussed many related issues: treating the customer's store as your own, considering the customer as your best friend, standing in the other party's shoes to consider problems, listening more, observing more, thinking more, talking less, doing more, and using your efforts to help customers with tasks beyond their responsibilities, thereby winning their favor and trust. Cultivating customers into our most loyal and professional frontline promoters and becoming the best friends of relevant stockers in every supermarket, I ask, how can competitors infiltrate the hearts of customers in such a sales environment?
"Helping others is helping oneself." A small gift, a warm greeting, while genuinely helping them, we indirectly and wisely help ourselves. In today's market economy system, whoever wins the hearts of customers wins the market. In specific market operations, under the guidance of company leadership, I believe the following four points can effectively strengthen our team and service philosophy:
1. "Details determine success or failure"
Harsh words chill even the hottest summer, kind words warm even the coldest winter. There are no small matters in work; one detail can win customer favor, and one sentence might lose a terminal. Therefore, while the company focuses on professional skills training for sales personnel, it should also train them in social etiquette and interpersonal skills. Pay attention to personal appearance and behavior, always reflect on one's own mistakes, and avoid gossiping about others.
2. "Winning through execution"
Excellent brands and strategies are worthless without an excellent team to promote and execute them. How to build a team with strong execution? First, company leaders should lead by example, avoiding frequent changes in sales plans, not making promises lightly, and fulfilling any promises made in a timely manner. Care about employees' lives and health, explain the reasons and prospects of marketing plans comprehensively to sales personnel, establish reasonable reward and punishment systems, and avoid the misconception that fines alone can manage teams. Failure to implement properly may result in penalties, but are rewards for proper implementation actually being fulfilled? One breach of promise might lose the trust of employees. When the company takes responsibility for employees and customers, employees will take responsibility for the company and customers. In the market, I also discovered that some customers who used to like Fulinmen and Shengzhou soybean oil no longer cooperate due to the lack of a responsible company and a team capable of executing business standards, resulting in the current situation where many terminals do not carry even one bottle of their products. We, as sales personnel, are the closest link to the terminals, having become friends with many customers. We must take responsibility for our work and friends. If there is a great plan that can bring benefits to the company, profits to friends, and advantages to oneself, why wouldn't we resolutely implement it?
3. "Exerting effort makes you competent, applying heart makes you excellent"
In the same work and environment, some people thrive while others struggle. I often tell my colleagues that we are not just laborers; our work is not merely moving inventory. We have many details to pay attention to and many relationships to maintain. When standing before terminal customers, you have multiple roles to consider. Exerting effort makes everyone say you're a qualified salesperson, but applying heart turns obstacles hindering your progress into "a bright path ahead after a dark forest". Changing the tone of a sentence or the method of an action can yield unexpected results. For instance, when promoting a new product to a terminal, one salesperson might sweat profusely explaining with professional knowledge, while you could first become friends with the terminal customer and then recommend your product in a friendly chat. Which approach do you think the customer would more easily accept?
4. "Each measure has its shortcoming, each inch has its strength."
Company leaders should not only see the mistakes of employees but also discover their strengths. No one is perfect, just as no gold is pure. In real market performance, leaders should affirm what employees do well while pointing out their shortcomings. A word of praise, an approving attitude, can make sales personnel naturally self-reflect, correct flaws, and play to their strengths.
Finally, I want to say that while brand is important, a team that can unite with the company, integrate with customers, and has strong execution is the company's greatest asset. The road ahead is long and arduous, but I will seek high and low.
I myself still have much to learn, but I also believe that under the wise leadership of the company, Tianneng Company in Xuzhou will surely have a brighter future!