From 2011 to 2018, Fujipunch performance has doubled increase every year, and new customers have been added, and old customers have continuously increased orders. There are of course many stories behind the business growth.

I am responsible for the development of the domestic market. Fujipunch team originated from the first Japanese deep drawing stamping factories invested in China in the 1990s, providing Japanese customers with more than 20 years of deep drawing stamping products. It is not difficult for the domestic market to do. After all, we are very experienced in responding to Japanese customers. In this way, I received a lot of accurate enquiries from domestic customers, but unfortunately there was not a high turnover rate.

In May 2018, I went to Jiangsu, and visited the customers. We participated in the exhibition. This time, the visiting customers had face-to-face contact with three or four domestic guests. Of course, there are two Japanese-funded enterprises. Because the schedule is tight, we don’t have much contact outside of work, just a confirmation of the simple work. I didn’t realize some problems until I chatted with an old friend at the show. I have known this friend for a year. We have never contact with each other in this year. He is in the deep drawing stamping industry in China. Engaged in domestic procurement work for more than 20 years, and is currently working as a purchasing director in company. He told me that in our industry, there is no shortage of suppliers, and what is lacking is a good supplier! He is a relatively tall customer in the industry. A big customer like this does have a large amount of demand. I am not a customer relationship with me. I don’t want to be his supplier, but I know that Fujipunch is not ready to do such customers.

The development of the domestic market often encountered such a situation, the company also visit a lot, the information was also sent a lot, we met with several purchases, at that time said to sort out the quotation, the price is appropriate to place an order, but has not placed an order, the phone with purchasing said that it is very busy, the price is too expensive, get some customer needs, that is to say very busy, must contact when there is a need, even have no chance to meet face to face, there are some Customers, we will give us the previous deep drawing stamping products, and see that they are directly higher than the price of the existing stamping factory. If the price is high, they would be passed us.

In this way, It is not our long-term deep drawing stamping business so that we will give up. If we are at a domestic price war, our development road is particularly difficult. Mr Musk told me, “We Fujipunch will finally Not for the domestic market, our goal is still to concentrate on Japan. After all, Japan has been doing it for more than ten years. We know more about Japanese customers. Just do the Japanese market well, and let’s take it slowly……..” I know that this is a comforting word.

In June 2018, due to the efforts of colleagues in the IT department, it really brought a lot of accurate domestic enquiries. The enquiries were especially numerous. I tried my best to evaluate the technology department. Every time I quoted the price, I was ecstatic, wow, 200,000, 300,000, 500,000, if the order is so good… In fact, all the quotations will be sent out once, and the customer will not have any feedback after receiving it. The price quoted by the technical department is millions of stones. Mr Musk has been looking for me at this time. “Every day, the quotation is not placed. The Ministry of Technology is now reporting the “headless case”. Can you find a point of inquiry? You can make a daily quotation form. What to use, so many quotes, just take a case to understand a customer is enough! Then all the inquiry sent to the technology will be reviewed before I comfirm!”

I was reminded by Mr Musk that I seemed to find my problem. Many of the quotations did not understand the background, quotation requirements or the current progress of the quotation project. If you don’t understand, you can’t provide the solution. If the quotation only provides the price, then Customers can only see the price. If a reasonable solution is provided, the customer will not only look at the price, but only the feasible solution for the customer can be recognized. Suddenly, I immediately stopped some quotations, but chatted with the customers. First of all, I must confirm with the customer whether the customer needs Fujipunch to provide the mold or provide the product.

Selling molds is equivalent to selling the solution. It is necessary to confirm the mold use environment with the customer. If there is no customer with certain stamping experience, it is not recommended to sell the mold to the customer, because the mold must be considered after the mold is given to the customer.

Many people say that selling molds is just one cooperation. After selling molds to customers, customers can use 7.8 years.If you buy this set, you can’t use the mold processing factory because it is in the mold processing factory. Under the debugging of the master, it can be used. If you change the environment, you can’t use the mold processing factory….but Fujipunch is not like this. Fujipunch action policy is to create revenue for customers. Every time you sell molds, you sell a set of plans to customers, we must ensure the client’s program feasibility.

After the above story, I encountered is no longer confused when I got enquiry. The so-called price “death” is not the fault of anyone. It requires a good attitude. Every time the quotation is regarded as learning or providing a plan, it will no longer pay more attention to price.