Chen Liang'S Super Matchmaker Dream

Clothing circle

For more than 20 years, he is now the chairman of Zhejiang Xian he Information Technology Co. Ltd. and chairman of Zhejiang Xian Chen group.

The first group, which is mainly made up of garments and foreign trade, has four companies, including Zhejiang first import and export trade, Zhejiang first wind fashion, Zhejiang Kai Yi Si clothing, Zhejiang first century British company, and now adds a new member of "first fit".

The establishment of first fit is another unique way of pformation of garment foreign trade enterprises.

In August 8, 2011, Chen Liang came to Beijing with the company's "classmates" and announced the official launch of the www.shininghub.com.

In recent years, the traditional B2B platform seems to have entered the era of "information flooding".

For buyers, the seller's information is mixed up, screening effective information has become very difficult, resulting in it is very difficult to find suitable suppliers on the platform; for sellers, the number of enquiries has been greatly reduced, and the quality is uneven.

"Foreign trade B2B only needs to improve its late import and export service functions, and integrate massive resources to link fees, so that it can be free for all SMEs."

Many years ago, foreign trade insiders had such an idea.

Because a lot of pactions in the B2B field are completed online, the majority of SMEs still lack the experience of e-commerce, requiring a lot of offline guidance work, leading enterprises to quickly complete the process of using the Internet.

Therefore, the special needs of small and medium-sized enterprises in foreign trade is the emergence of a new e-business B2B platform that can provide one-stop services.

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"The platform where we are now innovating is free, so that both sides of the paction can enjoy free services. This is the paction match."

Chen Liang also made vivid metaphors about how to charge.

"Buyers and sellers are in love and marriage. The first thing to do is to manage the wedding. I can help them by doing the wedding. It is not too reasonable to charge a reasonable fee at this time.

After you get married, you have to have children. After you have children, you have to do more things. You need to buy milk powder, wash diapers, find nurseries, and contact primary schools.

In this series of processes, we will be there, you need any time, we will provide very professional services. "

Chen Liang said that the first group should only charge the purchasers.

"The buyer thinks that our services are worth the money, so that they can save a lot of money.

He can not have so many salesmen, nor need to spend a lot of money to set up some offices in China's Shanghai and Beijing.

The professional services we offer will be charged reasonably and reasonably, and domestic suppliers will not receive a penny.

This is the first profit model.

Chen Liang said.

Compared with information services that can only be charged by times or years, post paction services involve more links and accumulate more resources.

If foreign trade B2B can finish the whole trade chain from one end, it will not only solve the practical problems of small and medium-sized enterprises, but also greatly increase their own profits.

Foreign trade B2B is involved in supply chain management, logistics, customs clearance, finance and other links. The use of scale to earn link profits means that there will be trillions of markets.

In this way, the "super matchmaker" first combined with "money road".

Third party with integrity and integrity

"As the third party of honesty and integrity, we will examine the service items through the factories you selected, and build a bridge of communication and trust between buyers and manufacturers."

Chen Liang said.

However, how can such a platform get the recognition of foreign garment buyers, become the core user group of the platform, and form long-term stickiness, then become a large-scale international trade platform?

This question has been questioned many times since the first day of Chen Liang's decision to establish the first fit.

At present, there are enough suppliers on this platform, because it is backed by the large number of garment production bases in China.

In addition to these, it is more important to have enough purchasers, let foreign buyers know that such a platform has such a series of professional services and is willing to use.

Chen Liang said that in addition to his more than 20 years of accumulation of customers outdoor, there is a need to promote and publicize first in a new way.

Shortly after the first platform was launched, Chen Liang took his team to MAGICSHOW in Las Vegas in August 24th, mainly to promote shininghub to foreign buyers.

"We should try our best to reduce costs. Once the cost is reduced, the intermediate links will be straightened out, and both sides will benefit from it. Naturally, he will be sticky to the platform and services."

Chen Liang said on the day of the start of the start of the network that first cooperation is a customer driven business model, the most important weapon is "free".

It is not like other B2B platforms, and it is necessary to pay the membership fee to enjoy the service.

In this regard, Chen Liang used humor as metaphor.

"Let domestic manufacturers and foreign buyers know and love this platform.

After knowing it, I very much hope that they can get married, that is, they can reach direct trade relations, so that they can reduce many intermediate links, and their cost will naturally decrease.

The relationship between buyers and suppliers, love, marriage, childbirth and child rearing and education will be carried out in the first priority.

Even if they ran away, Chen Liang wished them well.

"Because I have done a good thing, the Internet is characterized by open source sharing.

But I am confident enough to control the proportion of elopement to a very small number.

Even if "elopement", Chen Liang predicted that buyers would most likely come back to seek help from the matchmaker first.

After the first stage of sweetness and the second stage of sweetness, there may be some minor frictions between the two sides in the third stage. After the fourth stage, the two sides may have a very big conflict, one of which may be intolerable.

"I am fully confident that this side should be foreign buyers, and they will feel that there are obstacles to communicate directly with manufacturers."

Chen Liang said, "first fit can play a sufficient role in the communication between buyers and suppliers. Most suppliers do not speak English very well, nor do they have a good understanding of foreign thinking habits and cultural habits. They will have obstacles when communicating. At this time," first fit "is on call, and it provides a fair, professional, efficient and pparent third party service.

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Improving supply chain efficiency and standardization level

Chen Liang always said he was a "car Pullover".

In the past 20 years, especially in the past 17 years, he has been driving his car and not looking up the road.

"Doing business in foreign trade more than ten years ago is like closing your eyes to pick up gold and gold everywhere."

But in recent years, he felt that the road was becoming more and more difficult to walk and did not know how to go.

He began to slow down the speed of his car.

Over the past three years, Chen Liang has been thinking a lot.

He will think about more macro questions, such as how can China compete with other countries with lower labor costs such as Southeast Asia?

How can we improve our competitiveness?

These thoughts are probably related to an encounter three years ago.

At that time, Chen Liang went to Las Vegas to attend the world's largest fashion show MAGICSHOW.

There, he "mixed" into a forum as a supplier to hear a guest about how to make purchases in China.

He takes the purpose of "knowing one's own knowledge" and understands the real thoughts of foreign purchasers in order to adjust their business strategies.

"The speaker thinks he is very experienced. All of the following are small and medium-sized buyers in the US. They may never have been to China. They only buy from the wholesalers of importers. They may sell clothes for decades, but they do not know how a garment is made."

Chen Liang said that the small and medium buyers who listened to the lectures on the stage were almost worshipped by the speakers on the stage, and their almost eager eyes also touched him very much.

He found that the guests on the stage actually did not know much about international procurement, but the audience was very fond of it.

Chen Liang believes that the mainstream industries, especially the clothing and foreign trade industry, are basically fighting against each other, and many small and medium-sized enterprises with low management level are competing with each other.

"In such a huge market of garment trade, we lack a relatively uniform standard or lack of relatively unified planning.

This has led to the low competitiveness of China's clothing exports. "

Chen Liang has been thinking, is there any way to reverse this situation?

Eventually he thought of the Internet.

"The Internet can make our industry relatively standardized, relatively procedural, and can greatly improve our efficiency."

This is Chen Liang's most primitive and simplest thought.

In the past 15 years, the Internet has developed from the first generation of information platform to the second generation trading platform, to the present third generation service platform, and is committed to providing professional services in the vertical field. This is the inevitable trend of the Internet development.

And the mainstream industry how to embrace the Internet, the real Internet as an efficient, convenient and important tool to achieve the mainstream industry's innovation and development.

This topic has been placed before all mainstream industries.

In recent years, garment foreign trade has been in a low ebb for various reasons. Many successful foreign trade enterprises are facing the bottleneck of development. They may choose to cut off their money or retreat, or choose to shift their forces to the domestic market.

The most common way of pformation is to shift from processing trade to high value-added areas at the two ends of the industrial chain, such as engaging in brand building and developing terminal markets. However, Chen Liang clearly realizes that in the long run, the core competitiveness of China's textile and garment industry in the world is still manufacturing.

"Because we have built the most powerful industrial supply chain in the world, and the largest workforce and the best labor quality, but in the increasingly fierce global competition, we must improve the efficiency and standardization level of the entire industry supply chain."

So Chen Liang looked for an unusual way: to build a free foreign trade service platform for foreign buyers and domestic suppliers.