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The Flowers of Qianchuan Bloom in Guangyuan — Interview with Shi Hanpin, Qianchuan Wooden Door Dealer in Guangyuan

　　On March 30, 2012, an article titled "How to Break Through the Customer's Psychology as a Bottleneck in Sales" quietly appeared in the dealer group email, causing a great response among Qianchuan Wooden Door dealers. While everyone was impressed by the sales experience mentioned in the article, they were also moved by the spirit of selfless sharing of sales experience. Beyond admiration and emotion, they wanted to explore everything about this dealer. Through layers of mist, we entered the author of this article: Shi Hanpin, the outstanding dealer of Qianchuan Wooden Door in 2011 — Guangyuan Specialty Store. When everyone followed the reporter's steps to approach this outstanding dealer, they would better understand why he could stand on the podium of outstanding dealers.

　　When the reporter asked him to briefly introduce himself, Mr. Shi's answer "instantly" solved my question: "My surname is Shi, my name is Hanpin, I am 1.7 meters tall, live in Mumen Town, Wangcang County, Guangyuan City, Sichuan Province, and was born into a large family with many children, ranking seventh in the family."

　　Upon hearing such a brief and plain statement, the reporter couldn't help but smile, thinking it was really like coming to investigate the household registration. However, from this humorous, witty, and simple introduction, the reporter saw a more authentic Shi Hanpin.

　　Moving forward through storms, tempering a strong will.

　　In conversation with Mr. Shi, he summarized the reasons why he could come this far. From his narration, we saw his many years of hardships. He said: "I am a child who came out of the mountains. My family was not wealthy and had many children. My parents worked hard every day for life, but life was still difficult. It was this hardship from childhood that tempered my strong will. The strict discipline from my parents also shaped my strong will and persistent spirit."

　　Before working with Qianchuan Wooden Door, he tried many "jobs" for a long time: running a small general store, opening a teahouse, and managing a small coal mine. "None of these made money, but these experiences allowed me to understand society and life between the ages of 20 and 35, and also helped me build connections. A child from the mountains who wants to make it in the world and build a career must be diligent and pay a price far beyond ordinary people."

　　Fateful encounter with Qianchuan, opening the door to success.

　　For every dealer interview, the reporter always asks the same question: how did you come to know Qianchuan and start operating Qianchuan Wooden Door? Although it sounds cliché, from such a Q&A, one can truly feel how life and career can meet at a certain intersection in a very special way.

　　Mr. Shi answered the story of his connection with Qianchuan. From this narration, we also saw the wonderful fate between Qianchuan Wooden Door and its dealers. "I remember it was after the 5.12 earthquake, in 2009, when I met Qianchuan and was fortunate to become a Guangyuan dealer. This year marks the fourth year. Although not very successful, I have never believed in things falling from the sky, but I firmly believe that opportunities are always for those who are prepared."

　　When most people were still immersed in the huge trauma caused by the 5.12 earthquake, I vaguely sensed the huge potential of the building materials market. This was a rare opportunity, and the arrival of such an opportunity gave me a strong drive to push forward. My analysis at the time was: houses that collapsed must be repaired; where there is construction, there is decoration; where there is decoration, there is a market. But I had no prior contact with the building materials industry and could only rely on the internet to learn about some building materials brands. The first brand I represented was a flooring brand — Rhine Sunshine. By visiting communities, learning installation, and exploring product structures, with dedication to this career, I earned a good income in half a year, and the business showed an increasingly good trend. When I got a share of the building materials market, I tasted the sweetness and became more ambitious. I wanted to do another big brand, and Qianchuan then came into my sight. As the saying goes, "Large enterprises look at philosophy, medium enterprises look at systems, and small enterprises look at the boss." What I valued then was Qianchuan's cultural philosophy, sound management system, and the united, vigorous spirit of the Qianchuan people."

　　"I remember when I was looking for brand agents all over Chengdu, the regional manager of Qianchuan Wooden Door happened to come to my place for investment promotion. It was truly a coincidence — meeting the right person in the right place means what you do must be right. Later, we hit it off immediately and went to the headquarters for a visit. When I entered the Qianchuan headquarters showroom, I was attracted by its luxurious and grand decoration. I had no hesitation at all. After the visit, I completed the franchise agent procedures with the company's finance department. I remember there was another dealer also looking at it, but I have forgotten who exactly. He gave me the impression of being hesitant and fearful. If he had hesitated then, I think there would be no Qianchuan Wooden Door's success in Guangyuan now, nor my success as Shi Hanpin. Thinking back, it really echoes Liu Huan's words: "Strike when the iron is hot!""

　　Love what you do, Qianchuan business gradually improves.

　　As the saying goes: love what you do. It is this "love" that made Mr. Shi bring Qianchuan Wooden Door sales to the peak of the Guangyuan wooden door industry: a small 20-plus square meter shop created outstanding sales performance in 2011, ranking first in Northeast Sichuan and second in Sichuan for Qianchuan Wooden Door sales. Qianchuan not only gained wide recognition from industry insiders but also quickly became the number one brand in the Guangyuan wooden door industry, establishing its brand image in the Guangyuan building materials market. Behind these excellent achievements, Mr. Shi also paid extraordinary hardships. From his narration and sharing, we can also glimpse the experience and wisdom of wooden door sales.

　　Shi Hanpin, who took over the Qianchuan Wooden Door Guangyuan dealer baton in 2009, initially encountered the common problem most people face when operating a product — poor business. Poor business can be analyzed from many aspects. Mr. Shi seriously analyzed the unfavorable development of Qianchuan Wooden Door in Guangyuan at that time. He said: "A big reason was that customers said Qianchuan products were expensive. Also, the previous dealer only cared about short-term interests, selling low-end products, which did not open up brand awareness and limited sales direction. These two points are the main reasons I found for Qianchuan Wooden Door's lack of substantial development in Guangyuan."

　　Having found the reasons, countermeasures had to be taken. Mr. Shi adopted measures that seemed clumsy and laborious: he became a salesperson himself, personally visiting communities and formulating different door usage plans for different customers. In this hands-on process, he gained not only profits but also saw hope for his career and the value of life.

　　Speaking of more sales strategies, Mr. Shi shared more valuable experiences with the reporter.

　　— Thinking determines the way out, concepts change wealth.

　　I believe that if there are still dealer friends discussing the high price of Qianchuan wooden doors, then I can only say that your positioning and mindset have problems. In operation, our positioning for Guangyuan Qianchuan wooden doors is to create a high-end customer group. My so-called mindset determines the way out, and changing concepts to create wealth starts from this point. Only by having a clear positioning of your product first, and following this mindset and concept, can there be a way out, wealth, and greater success. I believe not everyone renovating a house in a community can afford solid wood doors, nor can all those who use solid wood doors afford Qianchuan wooden doors. In this sales process, we must introduce doors suitable for customers based on their consumption psychology and habits. For customers with high-end consumption ability, we must let them recognize that Qianchuan wooden doors are high-end and premium, with purchase guarantees; for customers with limited consumption ability, we must make them understand that you get what you pay for. Our quality is guaranteed, and under the same quality, they can also choose our promotional products launched from time to time, which are economical and affordable; for customers who only come for consultation and have not yet made a purchase decision, we must also value their consumption potential and seize these potential customers. Selling according to different actual situations of customers, targeting sales accurately and seeking steady victory is very important.

　　—Advertising is a long-term benefit.

　　My understanding of advertising is: through advertising, let the audience understand your product, and consolidate and enhance brand awareness through customer experience in practice, so that customers feel that the door they buy is a strong brand and the right choice. In the process of advertising placement, it is also necessary to master supporting issues. In many cases, doing a few large billboards will not be very effective, so it should be combined with business promotion, telephone follow-up, horizontal alliances, promotional activities, etc. In short: act boldly! Use high-profile publicity to let customers obtain product information, thereby laying a solid foundation for sales. Many people give up when they see no short-term results from advertising investment, but this is unwise. Advertising investment is a long-term benefit. In the short term, we rarely see results, but over time, this benefit will gradually become apparent.

　　—Maintain a proper sales mindset, neither humble nor arrogant.

　　The so-called proper sales mindset means that in the sales process, one must have a sense of ownership and the awareness that 'if the customer comes to buy a door but ultimately does not choose mine, then the first to regret it will be him. It is only right that I take his money and work for him,' maintaining neither humility nor arrogance. Understand that customers and us are partners with mutual interests. Looking further ahead, it is essential to pay attention to reputation and price. Some dealer friends get anxious when business is bad and try to increase sales by lowering prices and offering discounts, but this is unwise. Reducing your own profit margin causes losses to your operation and makes customers think your product cannot withstand price tests. Therefore, you must make customers believe that the product you sell is the best and that you are the strongest in the industry in spirit.

　　New store opening, Qianchuan wooden doors set sail in Guangyuan.

　　Through years of cooperation and learning at dealer annual meetings, he has grown together with Qianchuan and is full of confidence because he represents such a promising brand. On May 1 this year, the new Guangyuan Qianchuan wooden door store grandly opened, marking a new stage in Qianchuan's development in Guangyuan. This is both an opportunity and a challenge. In this development process, Mr. Shi also has a new set of sales methods to seize opportunities and meet challenges.

　　In the new store's decoration, a scenario room and experience room decoration model is adopted to meet the consumption experience of different consumer groups, thereby achieving a more fitting sales model; changing the business mindset so that customers feel that Qianchuan's products are not expensive, but that they currently lack the purchasing power to buy Qianchuan products; in sales, no matter how big the business grows in the future, he will continue to be hands-on, diligent, and long-term in guiding sales, providing customers with more convenient purchasing enjoyment.

　　Walking with Qianchuan through wind and rain, persisting all the way.

　　I remember a great man once said: A person's success does not depend on how capable he is, but on how many people around him are willing to help him. In operating Qianchuan for so many years, Mr. Shi has received a lot of help. He said: "Besides the wise guidance of company leaders and the coordination of regional managers, the most important is after-sales support. I have always thought Qianchuan's after-sales service is the best. Whether we ourselves made wrong orders, or customers changed their minds, or other reasons that increase after-sales burden, the colleagues working on the front line of after-sales always respond immediately and find solutions in the shortest time, never complaining. The business department's business specialists also have a lot to handle every day, but they always persist, patiently answering questions from dealers and customers. Many times I feel that when they respond to us, their eyes are filled with tears. It is their enthusiasm and persistence that move us dealers and customers, allowing us to walk together for so many years."

　　The imminent production of Qianchuan wooden door's Central China base will further enhance Qianchuan's production capacity and solve the delay problems dealers face during sales. Qianchuan's future will be better and better. This is the need of the times and the gift of history.