Wenzhou Inspirational Entrepreneurship History (I)
With what? One sixth of the booth? Start, enter the American market
Jiang Guilan was born in 1963. He was laid off before he was 30, so he decided to start a business. She persuaded her husband, got his support, borrowed 200,000 yuan from relatives and friends, and set up a plastic processing factory in her home. At first, we made simple plastic products, such as washbasins and clothes hangers, and sold them in the local market.
In order to open up the market, Jiang Guilan went to Zhoushan, Yiwu and other places to sell. From 65438 to 0995, Jiang Guilan rushed to the Canton Fair to find a bigger market. At that time, all the participants in the Canton Fair were large enterprises, not small enterprises. Jiang Guilan arrived in Guangzhou before the start of the Canton Fair and spent two or three days asking from booth to booth. Finally, she got one-sixth of the booth from a company for 40 thousand yuan.
Although the road to foreign trade was opened, due to the low technical content of products and fierce competition at low prices, enterprises were once in trouble, but Jiang Guilan did not give up.
Until the Canton Fair in 2002, Jiang Guilan finally waited for the opportunity.
At that time, a supplier of KFC in the United States found Jiang Guilan and asked them to help produce plastic disposable tableware for OEM. Jiang Guilan's factory has only 13 machines. After seeing the factory, the other party thought the scale was too small and turned around and left.
Jiang Guilan said that in the plastic industry, the production of new products needs proofing and the cost is high. Under normal circumstances, manufacturers have to charge a proofing fee before opening the mold. I talked to several manufacturers, but the other party couldn't talk about the proofing fee, and finally I found Jiang Guilan.
Jiang Guilan quickly seized this opportunity. She decided not to charge the proofing fee first. Then, while trying out samples, we borrowed 3 million yuan from banks, expanded factories, purchased machinery and equipment, and trained employees according to GMP standards of food production enterprises.
Finally, Jiang Guilan's enterprise passed the inspection of KFC, thus becoming the first enterprise in China to produce tableware for the United States.
From OEM to deep-rooted market, the transformation has ushered in a new leap.
After KFC, American tableware giant SOLO also found Jiang Guilan. After that, Jiang Guilan began to segment the market. After a field trip, Jiang Guilan decided to specialize in tableware production.
By 2006, Fuling's annual export volume reached US$ 20 million, making it a decent export-oriented enterprise.
At that time, there were two ways before Jiang Guilan: one was to be content with the status quo and do OEM and OEM; The other is to explore the international market by yourself, establish your own sales network in foreign markets, especially in the United States, and build your own brand and cultural core.
Jiang Guilan knows that the latter road is full of risks and may lose all the customer resources accumulated in more than ten years, but she still firmly chooses her own road to explore the international market. ? Because in my heart, there has always been a dream, that is, let every end customer who has consumed our products remember that even a small straw bears the unique humanistic imprint of Fuling. ?
Jiang Guilan started a new journey of the company's development with the courage of a strong man. First of all, she hired excellent sales talents in the industry at a high salary in the United States and set up three sales companies successively. At the same time, she set up warehouses in New Jersey and Los Angeles in the United States and Vancouver and Toronto in Canada, and established a complete distribution system, so that domestic products can be sold directly to end customers.
In this process, the company's old customers left one after another, and the company encountered unprecedented difficulties, but Jiang Guilan did not retreat half a step. She relies on her sales team to find a new customer base.
Resist the pressure and stick to yourself. After the pain, Fuling finally ushered in a new return. Fuling became a supplier of Subway eight years ago, Burger King seven years ago, Wendy five years ago and McDonald's four years ago. Last year, Fuling got a KFC production order that was lost for 10 years. At this point, all five American fast food chain enterprises have become customers of Fuling.
Always one step ahead?
Ordinary plastic raw materials have great pressure on environmental protection. Therefore, in 20 10, Fuling established the Institute of New Materials, and established an academician workstation with academicians of the Chinese Academy of Sciences, engaged in the research of degradable materials, achieved many research results, and formed its own core technology. ? Green environmental protection is the eternal theme of social development and the ultimate direction of Fuling. ? Jiang Guilan said,? I think in a few years, every product produced in Fuling will be labeled as green, degradable and zero pollution. ?
In recent years, despite the double-digit increase in wages every year, the labor cost in Fuling has been declining. Fuling set up its own automation research institute, combined with the company's production process, developed a highly automated production line to minimize the number of workers on the production line and reduce labor costs.
90% of Fuling's products are sold to the American market, and the transportation cost is a great burden. To this end, Fuling chose straws with high transportation costs to be produced in the United States, and at the same time chose machines with high degree of automation independently developed.
Summarizing his own road to entrepreneurship, Jiang Guilan said that he was one step ahead of others. When others do domestic sales, she has done export through foreign trade companies; When others export through foreign trade companies, she has set up a sales company abroad; When others set up a sales company abroad, she had already set up a factory abroad.
2015165438+14 October, Fuling was listed on Nasdaq. Jiang Guilan said that this is an important milestone in the company's development history, marking a gratifying step for the company to take advantage of the international capital market. She will seize the opportunity of the company's listing, lay out the global market, expand the territory of Fuling and meet a new round of transcendence and take-off.
At present, Taizhou Fuling Plastic Co., Ltd. has four production bases, one under construction 1 one, two American branches, and one R&D center 1 one. It has been the leading export enterprise in Taizhou plastic industry for 12 consecutive years, ranking the top three among 9 162 peer enterprises in China. The company has successively won the honors of national high-tech enterprise, national contract-abiding and credit-abiding enterprise and Zhejiang green enterprise.
We can't predict the future, but we always keep up with the pulse of the times, straighten our direction from the rhythm of repeated challenges, and look for the encounter with fate. ? Jiang Guilan said.
Wenzhou Inspirational Entrepreneurship History (Ⅱ)
Dong Ming is a typical example of Qiaokou District in Wuhan. 80? Later, her dream was to become a diver. At the age of 6, she was selected by the Hubei diving team. Just when she was full of longing for the future, unfortunately, she fell into high paraplegia during a training at the age of 9 from 65438 to 0995. She was unconscious from the neck down, quadriplegic and completely incontinent. The hospital issued three critically ill notices.
However, death recoiled again and again in the face of Dong Ming's tenacious perseverance. Although she was completely unable to move in the first six years of her injury, she lost her language function in 10 and ended up in a wheelchair, but she was not depressed. In self-help, self-reliance and self-improvement, I constantly interpret my wonderful life. ? She's gonna use this? Unique and rare opportunities, from primary school courses to high school courses. Because she couldn't speak at that time and couldn't read the text aloud, she meditated over and over again in her heart. She couldn't hold the pen in her hand, so she wrote it down in her heart. Many good-hearted people were moved by her spirit of insisting on self-study, not only giving material support, but also giving spiritual encouragement. Despite this, Dong Ming from an ordinary family still cannot receive expensive rehabilitation treatment. Instead of complaining, she insisted on self-recovery with unimaginable perseverance, and finally a miracle appeared in the sixth year after her injury. When her upper arm gradually became conscious, she asked her parents to buy a used computers, which made it difficult for her upper arm to drive her arm to practice typing and tried to contribute to the newspaper. Not only can she support herself with this money, but she also has some savings. To this end, she said with emotion:? My success stems from my persistence, and more from the care of my parents and society. ?
Persevering practice made her slowly have some movements in 2005, so she came up with the idea of being a volunteer. With the help of her parents, she worked as a teacher in a deaf-mute school and volunteered to teach deaf-mute children to learn to speak. After a period of adaptation, she stopped relying on her parents and went to school alone in a wheelchair. Two years later, she officially registered as a volunteer. Since then, she has served as a non-smoking ambassador, an environmental protection volunteer and a civilized crossing persuader. When doing these things, she is always grateful: it is love that makes me feel the beauty of life. As a disabled person, I can better appreciate the charm and significance of social care? .
After self-taught high school courses, Dong Ming also taught himself English and Japanese in junior high school on the radio, and was admitted to China Central Radio and TV University in 2007? Social work major? At the same time, he also minored in psychology and became a national second-class psychological counselor with excellent results.
In 2008, after the devastating earthquake in Wenchuan, Sichuan, Dong Ming rocked his wheelchair and took to the streets with volunteers, continuously collecting money and donating blood for six days. Seeing the news on TV that the disaster area was in urgent need of professional psychological counseling volunteers, Dong Ming immediately took out his own manuscript fee, persuaded his parents to take out the treatment fee of 1000 yuan accumulated for her, and the whole family went to the disaster area.
In shifang city, a 7-year-old boy lost his parents in the earthquake. He refused to say a word to anyone. When Dong Ming learned about this, he immediately found the little boy in a wheelchair, accompanied him as a big sister for six days, and finally let the little boy break the silence with meticulous care.
Influenced by Dong Ming, parents also became volunteers in the disaster area. Father is responsible for helping to carry materials, and mother changes and scrubs the wounded. Dong Ming, on the other hand, used his strength and efforts to help five children whose parents died open their hearts and speak again, and more than 40 severely disabled people regained their courage in life.
Dong Ming's deeds in the disaster area touched countless people, and she was praised by domestic and foreign media? Wheelchair angel? . Dong Ming was also established in due course? Dong Ming's team of caring volunteers? And then what? Dongming Free Psychological Counseling Studio? Put all the monthly manuscript fees into the studio with what you have learned, and provide free psychological counseling for the unemployed, laid-off and lovelorn people for a long time.
Dongming Free Psychological Counseling Studio? Since its establishment, she has received more than 5,000 tourists, of whom more than 600 have joined because of her love? Dong Ming's team of caring volunteers? Under the leadership of Dong Ming, help more people in need.
During the Beijing Olympic Games, Dong Ming participated in the coverage of the Olympic Games as a special correspondent of CCTV. After the opening of the Paralympic Games, she was selected as a volunteer for the Paralympic Games and was active in the National Aquatics Center? Water cube? . Her deeds deeply touched former IOC President Juan Antonio Samaranch and current IOC President Jacques Rogge, both of whom spoke highly of her. If everyone is as willing to contribute as Dong Ming, the Olympic Games will certainly attract more forces to participate. ?
Dong Ming said optimistically:? Physically, I accept that I am a disabled person, but I don't want to admit that my life and mentality are also disabled. Being in a wheelchair is not only my shortcoming, but also the best condition for me to become a volunteer. ?
In view of Dong Ming's selfless dedication, 20 1 1 she was selected as the third national moral model. In order to carry forward her volunteer spirit and establish a sound social volunteer service system, Hubei Province and Wuhan City were established in Kouqu at the beginning of 20 12. Dongming Volunteer Service Group? There is a 18 motorcade and a 135 service station. At present, there are more than 50,000 registered community volunteers, who serve the streets and lanes in the mouth area all the year round.
Dong Ming is famous for her beauty? Wheelchair angel? But she never stopped pursuing her faith. She said: As long as I have the ability to help others, I have no right to stand by and watch. Because, in the process of loving others, we can realize the true meaning of life, and we can also interpret life in lifelong voluntary action. ?
Chapter III of Wenzhou Inspirational Entrepreneurship History
Fu Shanwei, 22, is a standard post-90s college graduate. During his study at school, he started his own business, made campus express delivery and made campus e-commerce website. After graduation, Fu Shanwei once again embarked on the road of entrepreneurship. Looking back now, let's look at the graduation destination of Fu Shanwei's roommate: one works in a bank, one works as a writer in a state-owned enterprise, one prepares for the civil service exam at home, and one works as a teacher in a vocational school. Fu Shanwei said that he does not regret choosing the road of starting a business. The only worry is that he is young.
Fu Shanwei, who had just graduated at that time, was full of ambitions and was ready to do a big job. I never thought about it, but I met my first failure in my life. In just a few months, I was in debt of more than 200 thousand. After learning from the painful experience, he changed his strategy and expanded his education center to three step by step, enrolling more than 200 students.
Graduates majoring in automobile maintenance
But he devoted himself to education.
Fu Shanwei, 1990, from Yongchuan, Chongqing. Fu Shanwei's father is a skilled worker and his mother is retired at home. This is a typical working family. 20 10, Fu Shanwei, 19 years old, studied at Yucai College of Southwest University, which is located in Caojie Town, Hechuan. The relatively secluded environment created opportunities for Fu Shanwei's first venture.
Fu Shanwei was deeply impressed by the experience of growing up in the yard of the factory. ? When I was a child, a group of people played in the yard, and they had a good relationship and shared everything together. ? If the parents have something to do, please ask the neighbors to take care of the children, and they will be at ease.
This experience provided the initial association for Fu Shanwei's later entrepreneurship. ? Today's children basically live in a community and don't know much about a community. Childhood partners are electronic products such as tablets and mobile phones. ? Did he start it? Ladder education? One of the purposes is to provide an environment for children to grow up together.
After graduating from high school, Fu Shanwei did many part-time jobs for primary and secondary school students, and this experience provided him with a lot of help. After entering the university, Fu Shanwei studied automobile maintenance. I chose my major. Boys like cars. ? Nevertheless, Fu Shanwei still can't let go of his interest in education.
During college, Fu Shanwei and his classmates from Teachers College organized summer training for primary and secondary schools. ? At that time, a parent-teacher conference was held in Youyang, which had a great influence. ? At the meeting, Fu Shanwei had a whim and asked the parents who didn't remember their children's birthdays. No one raised their hands. He asked another student who remembered his parents' birthdays. Only a few people raised their hands and remembered their parents' birthdays just because? Is the computer password your parents' birthday? .
This parent-teacher conference impressed me so much that I decided to set up an education center in the future to let children learn to be grateful and cultivate their sense of responsibility. ?
With considerable profits and low industry threshold, he has a good impression on education, and the amount of funds occupied by the education and training industry is not large, so Fu Shanwei finally decided to start a business in the education and training industry again and again.
A sudden change when you are full of ambition
Support from parents and friends is difficult.
After graduating from 20 13, Fu Shanwei decided to start the transformation and set up with two friends? Ladder education? . ? I was very confident at that time, and a reporter came to interview me. I think this is a good opportunity for publicity. I didn't expect the reporter to encounter the first failure when he came to interview, and everyone was shocked. ?
For several years in college, Fu Shanwei worked as an e-commerce and logistics. These two investments have been very successful. I didn't ask for tuition for a year during my college years. After graduation, my own savings amounted to hundreds of thousands. ? It's just that education and training are not done seriously, so Fu Shanwei decided to go back to his hometown Yongchuan to open an education center, which can be hosted at ordinary times and trained during holidays.
The venue of ladder education is located near a primary school in Yongchuan District, with a facade and classroom area of more than 800 square meters, mainly for off-campus counseling from primary school to high school. Therefore, relying on primary schools has become an advantage. But this advantage is also valued by other educational institutions. Fu Shanwei said, plus his own? Ladder? There are always four identical education and training institutions near this primary school.
Fierce competition is inevitable. Fu Shanwei said that he saw with his own eyes that one of the educational institutions was on the verge of bankruptcy, and he wondered if the next one would be.
According to the plan, Fu Shanwei spent money on advertising and promoted it everywhere. And booked a venue in the hotel that can accommodate 300 people to hold a speech. The expected hot scene did not appear. There were only a few hundred people. In the end, this lecture with an investment of 50,000 yuan only recruited 30 students.
This failure left Fu Shanwei in debt of more than 200,000 yuan, so he turned to his parents for help. But in fact? My parents have no idea that I'm starting a business. Their ideas are very traditional. They always want me to find a stable job, nine to five. ? Fu Shanwei is worried that his parents will scold him.
After listening to Fu Shanwei's idea? They thought it was reasonable and offered loans. ? Besides, Fu Shanwei borrowed money everywhere. We have borrowed everything we can. ? What moved him most was a friend. He's still at school, a minority, and he lent me all his tuition. ?
The most difficult time
I met my current girlfriend.
Looking back on the failure, Fu Shanwei said frankly? I can't go on without her. ? Fu Shanwei and his girlfriend have known each other for a long time. She is my sister's best friend. ?
It was in those depressed days that the contact between two people increased, and with the deepening of understanding, two people fell in love. I don't know, but we are together. ?
Knowing Fu Shanwei's business situation, his girlfriend didn't flinch at all, but always encouraged and accompanied him. In order to stand up again, Fu Shanwei and his team come to the school gate every day after school, handing out leaflets and shouting horns. Even in the hottest weather in Chongqing, we insist on publicity.
A year later, it finally worked. ? When we advertised at the school gate, parents didn't know what trusteeship was. ? After a year, parents will take the initiative to come around. Ask about the programs and expenses of our education center. ?
Now, Fu Shanwei's? Ladder education? There are already three schools near Huilong Primary School, Honghe Primary School and Fenghuanghu Primary School. * * * Entrusted more than 200 students for a long time, usually entrusted, mainly responsible for students' eating, homework, lunch break and holiday training.
Not only that, Fu Shanwei also has a new idea, which is to build a children's manager, online to offline. Is this new from Yongchuan? Mainly to solve the temporary needs of parents. If parents have a party or suddenly can't take care of their children, they can contact us online and send them to us for temporary care. Similar to online booking and offline service. ?
For post-90s college students with entrepreneurial ideas, Fu Shanwei suggested them? Many post-90s ideas are very good, but few people put them into practice, so we should not only dare to think, but also dare to do it. Since we have embarked on this road, there is no regret, only persistence. Through starting a business, I became more mature, so I don't regret it. ? Advertising is essential to the brand communication of enterprises, but the most effective marketing is word-of-mouth marketing, especially to cultivate this kind of experiential consumption.
Conclusion: As long as it can be used, defects will become favorable conditions for creating opportunities. The key is what attitude and method we adopt. Perhaps this is the hint of fate: you will become what you think.