Garment Enterprises Need More "Big Service".

Dealers in the sewing equipment industry has a very special position, they do not have their own products, and have been selling products of the whole machine manufacturer.

The relationship between distributors and brands is not stable. Distributor How to build up its brand in the increasingly fierce competition? Wang Jiawei, general manager of Hefei brothers Garment Machinery Co., Ltd., has not only ponder on the dealer's own way, but has been putting it into practice.

The era of price war has passed.

Reporter: how do we see the role of distributors in the sewing industry?

Wang Jiawei: the biggest pain of dealers is that they do not have their own. product To be frank, it is to help others raise children. Small dealers will always change their brands, and a certain size of distribution companies should not only keep others' children, but also let their children and themselves kiss them, so that they can not live without us.

Reporter: at present, how do you view the operation of small dealers in the industry?

Wang Jiawei: if there are some small ones Distributor The brand that they are acting on is not the same. The direct result of poor product quality is the aggravation of after-sales service volume, which will cause a vicious circle to their operation. For example, after sales technicians are not enough, they will be overstretched in after-sales service. At the same time, we should rely entirely on price wars to win customers, and profits should also decrease. Sooner or later, such small businesses will be eliminated by the market.

Reporter: in your opinion, what is the secret of survival for future distributors?

Wang Jiawei: very simple, steady and steady business is easy to virtuous circle. For example, in the past year Make up equipments Supply exceeds demand, and whoever has money will get the product, which requires dealers to have sufficient financial strength. For example, before the Spring Festival, I went to Beijing to sign a contract of 1000 machines with a garment company in Huaibei. It is difficult for such a contract to have enough capital flow.

Reporter: what new requirements have been put forward for sewing equipment distributors in the face of changes in the clothing market?

Wang Jiawei: how can a dealer survive better? I think the core issue is a change from "price" to "value". In the past, prices were used to speak. After that, customers should be attracted by value, the value of products and the value of services.

Garment enterprises need more "big service".

Reporter: how can a specific dealer change his mind?

Wang Jiawei: I think what we need to provide is "big service". We should come out from the previous thinking like sales and after-sale, from simple equipment suppliers to equipment engineers of the other enterprises. Selection and distribution of equipment in garment enterprises is a systematic project. Is the equipment suitable for the clothes he wants to manufacture? Will the equipment I recommend now be outdated in a few years? Especially now that some enterprises are considering not only the function of the machine but also the matching of the brand with their own clothing brand when buying equipment. How can we satisfy customers in such a situation?

Reporter: in that respect, how do you operate it?

Wang Jiawei: the ratio of equipment is mainly about two aspects of quantity and brand. Zhejiang Tai Zi Long Dress Set up production base in Anhui. Before the tailoring equipment was provided by a famous local dealer in Hangzhou, after the transfer of Prince Tai Lung to our side, the dealer also followed up, but finally we won the project. The price is basically the same as ours. I think we win in the concept of "big service", which is good for clothing companies, and the services they provide can match their future development. At the headquarters of Tai Zi long, we also have equipment consultant, and our final plan has been approved by their headquarters.

Importing "lean" production concept

Reporter: what is the biggest characteristic service of Hefei brothers in terms of "big service"?

Wang Jiawei: I think we can provide "production concept" for garment enterprises. If the device is hardware, if you can have the import of production concept, it belongs to the software. After the financial crisis, foreign trade orders have shrunk and production costs have risen sharply. Garment enterprises need lean production to control costs and maintain profits.

Reporter: can you elaborate on lean production in detail?

Wang Jiawei: many years ago, I went to Zhejiang University and other universities to study and understand advanced production concepts and management thinking. From this we know that the lean production of TOYOTA from Japan has always regarded it as its own topic. Over the past few years, a dozen sample factories have been launched in Anhui and achieved good results. The production efficiency of the factory has been greatly improved. Especially in the current garment factory, when the workers are hard to recruit and the wages of workers are rising, the improvement of production efficiency is necessary for the factory to survive and develop. The traditional production management mode is no longer applicable to the new situation now. Therefore, lean production of unit flow and unit synchronization is a magic weapon for factory to win and continuous profit.

Reporter: can you give an example to talk about the application of "lean production" in clothing production? {page_break}

Wang Jiawei: the core of lean production is "IE Engineering Department". They are responsible for efficiency research, measuring working hours and sub processes. If you want to make a garment, you need 20 processes. When you sample clothes, they will work out the hours and assign them to the specific people. It is also a question of rationalizing the labor force through scientific and technological means.

Provide compulsory employee training for enterprises.

Reporter: Why are you so interested in the production management of garment factories?

Wang Jiawei: many people don't know that before I worked as a sewing machine dealer, I worked in a garment factory for more than ten years. I started working as a worker on the production line and later as a device manager. Clothing factories are experts in making clothes. If you want to provide them with production ideas, they will have more expertise than them before they can trust you.

Reporter: How did it convey this idea to clothing manufacturers?

Wang Jiawei: our company will help all cooperative factories to do voluntary training. The factory itself sometimes does similar training, but employees will have some resistance. Therefore, our training is not in the form of preaching, but in the form of discussion. 20 or 30 people sit together while drinking tea while discussing problems. We should not only identify problems, but also analyze problems. We should also point out the seriousness of the problem.

Reporter: because sewing equipment sales and specific production have a span, have they encountered some difficulties in the implementation process?

Wang Jiawei: at the beginning, many partners did not understand because they had been doing the costumes for many years and suddenly accepted these subversive ideas, so it was difficult to change them in a short time. In particular, I am making equipment, and others will not be convinced. But I will start with the actual production and explain it with the personal experience of my staff. It is only a long time before they can recognize it. There are even some people who are curious about my identity: "what are you doing? Did you work in a clothing factory?"