It 's a specific report on a 3 year old child, crushed in a revolving door of a 4 star hotel in Beijing. The revolving door no security features do not stop if it encounters. It merely reflects the lack of support through the service.
In fact, cases of negligence rather than with business customers in China, from small irritation fatalities.
On a larger scale, the same problems occur in many industries in China,transcended by issues such as:
* Security;
* Results orientation;
* Sustainability;
* Maintenance, etc.
Historical notes
Having evolved from a centrally planned economy, Chinese consumers are generally not as good from an increased value of evil. We only accept things as they are.
After the market reforms came into Chinese consumers polarized into two extremes: they buy things that have neither the wider market(Large, well-known brands), or that they are the cheapest. For the B2B purchase, but most Chinese producers are only at the expense of other valuable properties (such as those mentioned above) is driven price.
led the other hand, with Chinese suppliers for the era of central planning has been, and therefore requires a simple attitude of "take it or leave it" when it comes to selling. In a B2B environment, you just squeeze the Chinese producers to lower prices to their suppliers and then selltheir products at a price-driven for their clients.
Since the Chinese producers do not know how to create added value for its customers to find the suppliers have difficulty in providing a value-price of these manufacturers. As a result, end users, esp. from Europe or North America, tend to complain that the Chinese products to meet while their standards, the service can be provided to you much more than the left.
Reality of today's market
Areality of the keys is a surplus of suppliers of all kinds of other reality is that most vendors offer products of good quality.
As such, the remaining features distinctive price or service.
Since many Chinese manufacturers know the price decline, many of them are forced to sell below cost. It is a matter of time before they bleed to death.
Therefore, the service can only distinguishing feature.
The level of services is not much hereGreeting, smiling, servile to their customers. Instead, customers are increasingly expected sales staff also act as advisors and implementers in only a product supplier.
The reason is the customer's needs are so complex these days that do not even know what the best solution for them. Even if they do, they need help from suppliers to customize a solution and then help implement it smoothly.
Therefore, the key to building acustomer-oriented corporate culture is not so much on sales hunt. While meeting and exceeding sales targets is still very important, the emphasis is now how to achieve this seller creates added value on top of the products they sell.
Another type of Guanxi
In China, the term Guanxi (relationship) currying favor, usually by bars, restaurants, etc. While sufficient in the past, that gossip can only helpNail a deal, it's a different situation today. The reasons are as follows:
* Almost all the seller knows the same level of gossip, and then IIT is no longer a unique advantage and
* Buyers need more than "good friends" when it comes to purchasing decisions. You need solutions that work.
Thus, while gossip may also have a generally accepted way of doing business, then the content should include customers schoomze guide how to get to solve their business problems andbetter results with your products and services.
Creating the customer-centric mindset
The first step for Chinese firms to create a customer-oriented culture is to provide a customer-oriented way of thinking at all levels.
Traditional Chinese merchants are paid very low and stay on the basis of their ability to drink. Today, the obligation for sellers is for them to act as a quasi-consultant for the client.
Chinese trademust invest more in recruitment, selection, training, retention and motivation of distribution. While there are now fears that sales people can bring all this knowledge to competitors when they come out, but the loss was more qualified Chinese companies with sales people who are not able to create value for customers based on business customers' to create applications.
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