人物
絲路員工成長記③ | 南非海外倉花甲銷售阿米莉亞·丹尼斯·博思瑪 & 電瓷小將披荊斬棘者張冰
來源：中材國際南非、中材電瓷 特約運維員 李若彤 發(fā)布時間：2023-10-18
今年是共建“一帶一路”倡議提出10周年。10 年來，中國建材集團堅定不移走國際化道路，不斷創(chuàng)新“走出去”模式，始終秉持“為當?shù)亟?jīng)濟作貢獻、與當?shù)仄髽I(yè)合作、為當?shù)鼐用穹?wù)”的合作共贏“三原則”，為“一帶一路”沿線國家和地區(qū)提供高質(zhì)量建材和工程技術(shù)服務(wù)。我們遍布全球的2萬多名海外員工，在砥礪奮進中書寫精彩答卷，在企業(yè)發(fā)展中實現(xiàn)共同成長，用一點一滴的默默奉獻生動譜寫“美美與共”美好藍圖。
小料向大家分享他們在“一帶一路”建設(shè)中播撒夢想種子、收獲喜悅果實、書寫豐富多彩人生的精彩故事……
年逾花甲的銷售經(jīng)理
阿米莉亞·丹尼斯·博思瑪
2019年加入中國建材
現(xiàn)任中國建材國際南非公司銷售經(jīng)理
為響應“一帶一路”倡議，圍繞中國建材集團國際化戰(zhàn)略布局，2018年集團在南非開始探索發(fā)展海外倉模式，2019年1月，南非約翰內(nèi)斯堡海外倉正式運營，開始了東南部非洲市場開拓。
南非海外倉運營初期，資金與人員十分緊張、產(chǎn)品采購和銷售的渠道尚未打通，客戶短缺、市場經(jīng)驗不足、社會治安不穩(wěn)定、生活環(huán)境不適應等困難接踵而至。此時的南非公司，急需一個熟悉當?shù)厥袌?、業(yè)務(wù)能力全面的屬地員工打開局面。阿米莉亞·丹尼斯·博思瑪就是在這時加入南非團隊的。
出生于1961年的阿米莉亞，進入公司時已年近六十，在國內(nèi)這已是退休的年紀，但是阿米莉亞卻每天都激情飽滿，全身心投入工作。
南非公司起步之初，人手十分緊張，每個人都身兼數(shù)職，既是銷售也是采購，既要負責前端清關(guān)，也要負責產(chǎn)品入庫。阿米莉亞做事細心負責，公司將銷售單據(jù)管理工作交由她負責。她每天都要處理幾百頁的銷售單據(jù)，進行歸檔、管理，從未出現(xiàn)過差錯。為有效做好倉庫盤點，每天下班后，阿米莉亞都帶著幾個年輕同事，加班加點梳理貨物，更新盤點臺賬，做到數(shù)目、賬本日日清。阿米莉亞以公司為家，高度的責任心也影響著其他屬地化員工，在她的培養(yǎng)下，倉庫團隊力量日益強大。
2020年，新冠疫情暴發(fā)，既是挑戰(zhàn)，也是機遇。因為疫情，南非當?shù)睾芏喔偁帉κ譄o法工作，國內(nèi)競爭工廠無法到南非拜訪客戶。此時，南非團隊借助強大的供應鏈資源優(yōu)勢，備齊產(chǎn)品種類，陸續(xù)引入離網(wǎng)逆變器、鉛酸電池等產(chǎn)品，保障供貨充足，成功發(fā)展了大量優(yōu)質(zhì)且穩(wěn)定的客戶，不斷提高市場影響力和占有率。
近5年來，南非公司的業(yè)績連續(xù)實現(xiàn)爆發(fā)式增長，從幾百萬、上千萬、一個億到超過10個億，南非海外倉完美地詮釋了什么是“從無到有，從有到優(yōu)，從優(yōu)到精”。而阿米莉亞的2022 年個人銷售業(yè)績也達到 2.49 億蘭特（約為 0.9 億元人民幣），為公司超額完成業(yè)績目標做出了重要貢獻。
目前，南非海外倉已搭建起以約翰內(nèi)斯堡為總部，開普敦、德班和伊麗莎白港為分倉的“1+3”市場布局，倉儲規(guī)模達3萬平方米，圍繞分布式光伏+儲能等新能源產(chǎn)品鏈進行分銷及服務(wù)，并為客戶提供屬地化的售后服務(wù)，形成以南非為核心，輻射津巴布韋、贊比亞、博茨瓦納、納米比亞等周邊區(qū)域國家的發(fā)展格局。
海外公司在經(jīng)營的過程中，屬地員工建設(shè)對公司的發(fā)展很重要。屬地員工通常都更加通曉當?shù)氐膶臃绞?，不存在文化隔閡的問題，使很多難題可以迎刃而解。因此中建材海外在屬地人才隊伍建設(shè)方面不斷加大力度，吸引和培育當?shù)氐母哔|(zhì)量人才。
在南非公司起步階段，由于屬地化員工緊缺，阿米莉亞向公司推薦了自己女兒香農(nóng)·雷·凱特。經(jīng)過嚴格的考核，香農(nóng)于2020年2月正式加入南非團隊，成為一名行政人員。進入公司后，香農(nóng)也繼承了她母親認真負責、敬業(yè)忠誠的品格，在工作中不抱怨、不推諉，腳踏實地，遇到困難想方設(shè)法去解決，得到大家充分認可。
隨著公司發(fā)展規(guī)模不斷擴大，南非團隊也不斷壯大。目前南非團隊共有員工 145人，其中屬地化員工127人，屬地化占比達87%。
現(xiàn)如今，公司“一帶一路”建設(shè)已經(jīng)到了深耕厚植、精雕細琢的關(guān)鍵階段，海外倉也逐漸成為中國制造走出去的新驛站，讓不同經(jīng)濟文化貫通融會的友誼橋梁。在屬地化戰(zhàn)略部署下，阿米莉亞依靠敬業(yè)的精神，始終以公司利益為先，通過不斷的實踐，提升自我優(yōu)勢，拉緊與公司互聯(lián)互通紐帶，共同融入經(jīng)濟全球化大潮中，走出一條互利共贏的康莊大道。（中國建材國際南非公司）
（上下滾動查英文版）
A Sales Manager in Her 60s
Amelia Denise Bothma
Joined CNBM in 2019
Sales Manager of China National Building Materials International South Africa Company
In order to implement President Xi Jinping's high-quality development plan on promoting the joint construction of the "Belt and Road", and center on the international strategic layout of CNBM,the Group began to explore the development of overseas warehouse models in South Africa in 2018 and the overseas warehouse in Johannesburg, South Africa was officially opened In January 2019.
In the initial stage of the development of the South African Company, both the funds and personnel were very tight. Problems such as channels for product procurement and sales had not been opened, the shortage of customers, the lack of market experience, the instability of social security,and the unsuitable living environment and other difficulties followed one after another. The Company urgently needed a local employee who was familiar with the local market and had comprehensive business capabilities to kick start projects. And this was when Amelia Denise Bothma joined the team.
Amelia, who was born in 1961, was nearly 60 years old when she joined the company. In China, this is the age of retirement, but Amelia is full of passion every day and devotes herself to her work.
At the beginning of the South African Company's start-up, the manpower was very tight, and each person took on several roles in sales and procurement, not only in front-end customs clearance but also in product storage. She is meticulous and responsible in her work, and the company entrusted her with the management of sales documents. She processed, archived and managed hundreds of pages of sales documents every day with zero mistakes. To effectively carry out warehouse inventory, after getting off work every day, Amelia took a few young people to work overtime to sort out the goods, update the inventory ledger, and clear the account book every day. Amelia is the head of the company, and her high sense of responsibility also affects other local employees. Under her training, the warehouse team is becoming stronger and stronger, overcoming difficulties and seizing the big market in South Africa.
The epidemic that began in 2020 was both an opportunity and a challenge. It is precisely because of the epidemic that many local competitors in South Africa could not work, and domestic competitive factories could not visit customers in South Africa.At this time, the South African team took advantage of the strong supply chain resources to prepare a complete range of products and successively introduced off-grid inverters, lead-acid batteries,and other products to ensure sufficient supply,successfully developing many high-quality and stable customers, and continuously increased market influence as well as the Company’s market share.
Over the past five years, the performance of South African Company has continuously achieved explosive growth, from a few million, tens of millions,and 100 million to more than 1 billion. It has been a journey from excellent to outstanding! And Amelia's personal sales performance in 2022 also reached 249 million rands (approximately 90 million yuan),which had made an important contribution to the Company's exceeding performance goals.
At present, the overseas warehouse in South Africa has established a "1+3" market layout covering 30 thousand square meters, with Johannesburg as the headquarters and Cape Town, Durban, Port Elizabeth as the sub-warehouses. The new energy production chain provides distribution and service,and provides customers with localized after-sales service, forming a development pattern centered on South Africa and radiating to neighboring countries such as Zimbabwe, Zambia, Botswana, and Namibia.
In the process of operating an overseas company,the development of local employees is verymimportant. The local employees are usually more familiar with the local working methods, and there is no cultural barrier, so many problems can be easily solved. Therefore, the Company has continuously increased its efforts in the construction of local talent teams, attracting and cultivating local high-quality talents.
In the initial stage of the South African Company,due to the shortage of localized employees, Amelia recommended her daughter, Shannon Leigh Kate,to the company. After a rigorous assessment,Shannon officially joined the South African team in February 2020 as an administrator. After entering the Company, Shannon also inherited her mother's serious, responsible, dedicated, and loyal character.She never complains or shirks at work. She is also down-to-earth, and always finds ways to solve difficulties, which is fully recognized by everyone.
The team has continued to grow with the continuous expansion of the Company's evergrowing scale.At present, the South African team has a total of 145 employees, including 127 local employees,accounting for 87% of the total personnel.
Nowadays, the "Belt and Road" Initiative has reached a critical stage of deep cultivation and meticulous craftsmanship. Overseas warehouses have gradually become a new station for Chinese manufacturing to go global, and a bridge of friendship that connects different economies and cultures. Under the localization strategy, Amelia relies on a dedicated spirit and always prioritizes the Company's interests. Through continuous efforts and practice, she enhances her own advantages,tightens the connection with the company, and integrates into the tide of economic globalization,walking out a mutually beneficial and win-win path.
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電瓷小將的海外開拓記
張冰
2018年加入中國建材
現(xiàn)任中材電瓷國際貿(mào)易部業(yè)務(wù)員
北美、南美、歐洲等地區(qū)是中材江西電瓷電氣有限公司（以下簡稱中材電瓷）主導產(chǎn)品特高壓純瓷棒型產(chǎn)品的主要海外銷售市場。張冰自2018年起作為中材電瓷國際貿(mào)易部的一員，在加拿大致力于特高壓電瓷海外市場開發(fā)，在開拓業(yè)務(wù)的同時，為企業(yè)建立了良好的國際形象。
M公司坐落在加拿大魁北克省希爾布魯克的一個以法語為主語言的小鎮(zhèn)上，是工業(yè)區(qū)內(nèi)規(guī)模最大的公司。該公司的采購負責人，是一位早期移民到此的越南裔長者，張冰曾多次向他提出接洽拜訪的請求，但他總是找種種理由避而不見。盡管如此，張冰并沒有因此感到沮喪，也從未想過放棄。
經(jīng)過反復思索，張冰想到了一個看似不相關(guān)但能接近他的方式。鎮(zhèn)上有越南米粉店，這是小鎮(zhèn)上唯一的越南餐館。他猜想，“家鄉(xiāng)胃”應該是每個異鄉(xiāng)人思鄉(xiāng)之情的最好體現(xiàn)。于是，張冰開始了“等待”計劃，一等就是一個月，終于有一天，在米粉店里等到了這位采購負責人，那一刻，張冰心中的興奮和激動無法用言語來形容。他知道，機會來了。
在采購負責人等餐的時候，張冰主動上前與他打招呼。起初，他似乎有些警惕，但張冰并沒有因此退縮，而是盡可能地保持友好和親切的態(tài)度，與他聊些日常的話題，再逐漸將話題引向工作，并詢問他對中國供應商的看法。在交流的過程中，張冰發(fā)現(xiàn)他明顯對中國制造業(yè)存在著一些偏見。于是他決定改變策略，沒有過多地談?wù)撝胁碾姶傻漠a(chǎn)品，反而介紹起了中國制造業(yè)的現(xiàn)狀，如中國近年來在制造業(yè)方面取得的巨大成就，以及政府推行的高質(zhì)量發(fā)展戰(zhàn)略等。
在接下來的日子里，張冰開始陸續(xù)接到對方的電話，詢問中材電瓷產(chǎn)品的細節(jié)，以及索要樣品。每次通話，張冰都耐心地回答他的問題，并詳細講解中材電瓷產(chǎn)品的優(yōu)點和特性。每一次交談，張冰都能感覺到他對中國制造商的信心在增加，經(jīng)過幾個月的努力，張冰成功地從他手里獲得了第一份訂單。時至今日，中材電瓷已成為M公司的主要供應商。
張冰說：“這些年感觸最深的是，除了中材電瓷的產(chǎn)品更新迭代提高競爭力外，采用因地制宜的銷售手段和打破西方對中國的固有認知是實現(xiàn)海外市場成功的關(guān)鍵?！?/p>
一方面，創(chuàng)新銷售的思維和方法是企業(yè)拓展海外市場的重要手段。銷售人員不僅要了解并熟悉目標市場的消費需求和習慣，還要主動尋找和創(chuàng)造機會，建立和維護良好的客戶關(guān)系。另一方面，盡管中國的制造業(yè)在過去幾十年里取得了令人矚目的成績，但一些海外國家對中國制造業(yè)的認知仍停留在過去，這種認知不僅限制了我國制造業(yè)在海外市場的發(fā)展，也影響了我國品牌的形象。張冰深刻感受到，主動講好中國經(jīng)濟發(fā)展的故事、中國人民奮斗圓夢的故事、實事求是地展現(xiàn)中國制造業(yè)實力是建立起良好溝通的前提和基礎(chǔ)。
2023年，恰逢“一帶一路”倡議提出10周年。10年來，越來越多的國家和地區(qū)通過“一帶一路”倡議，與中國共享發(fā)展機遇。10年間，無數(shù)中國人為“一帶一路”建設(shè)添磚加瓦，作為奮斗在一線的海外工作者，張冰感到無比驕傲和自豪。
張冰說：“唯實創(chuàng)新行致遠、踔厲奮發(fā)向未來，唯有奮斗才能創(chuàng)造美好未來。我要繼續(xù)講好中國故事，講好中材電瓷產(chǎn)品和服務(wù)的故事，努力為世界電力行業(yè)貢獻力量，為中國建材集團海外建設(shè)添磚加瓦?！保ㄖ胁慕麟姶呻姎庥邢薰荆?/p>
（上下滾動查英文版）
Porcelain Pioneer and His Journey Overseas
Zhang Bing
Joined CNBM in 2018
Salesman in the International Trade Department of SINOMA Electric Porcelain
Overseas markets such as North America,South America, and Europe are major markets for SINOMA Insulator and Electricity Co., Ltd (referred to as "SINOMA Insulator" hereafter). Its leading product, extra-high voltage porcelain post insulators, accounts for over 30% of the company's market share. Since 2018, Zhang Bing,as a member of SINOMA Insulator's International Business Department, has been dedicated to the development of the overseas market for extra-high voltage insulators in Canada. He has been working to establish a positive image for the company and the country.
M Company is located in Sherbrooke , a predominantly French-speaking town in the province of Quebec, Canada. It is the largest company in the industrial area. The procurement manager of the company is the person Zhang Bing has been trying to connect with after several attempts. He is an elderly Vietnamese immigrant who settled in the town early on. Zhang Bing has made multiple requests to meet and establish contact with him,but he always found various excuses to avoid it.However, Zhang Bing did not feel discouraged and never gave up on this potential customer.
Zhang Bing came up with an apparently unrelated but convenient way to approach him. There was a Vietnamese noodle shop in town, the only Vietnamese restaurant in the small town. He speculated that "homeland cuisine" would be the best embodiment of homesickness for every foreigner. So Zhang Bing started his "waiting" plan.After waiting for a whole month, he finally spotted the procurement manager at the noodle shop. In that moment, Zhang Bing couldn't describe the excitement and thrill with words. He knew that the opportunity had come.
When the procurement manager was waiting for his food, Zhang Bing took the initiative to greet him. At first, he seemed somewhat wary, but Zhang Bing did not retreat. Instead, he maintained a friendly and approachable attitude, engaging in casual conversations and gradually shifting the topic towards work. He inquired about the procurement manager's views on Chinese suppliers. However,during the course of their conversation, Zhang Bing noticed his clear biases and prejudices against Chinese manufacturing. Zhang Bing decided to change his strategy and refrained from discussing SINOMA Insulator's products.Instead, he introduced the current state of Chinese manufacturing, highlighting the tremendous achievements China has made in the manufacturing industry in recent years and the government's high-quality development strategy.
In the following days, Zhang Bing started receiving calls from the procurement manager, inquiring about the details of SINOMA Insulator's products and requesting samples. Each time, Zhang Bing patiently answered his questions and explained the advantages and features of SINOMA Insulator's products. The more conversations were made,the more evident that the procurement manager's confidence in Chinese manufacturers was growing. After several months of effort, Zhang Bing successfully secured the first order from him. Today,SINOMA Insulator has become a major supplier for M Company.
“The most profound realization over the years has been that, in addition to SINOMA Insulator and Electricity Co., Ltd.'s product updates and iterations to improve competitiveness, adopting localized sales strategies and challenging Western perceptions of China are the key to achieving success in overseas markets.”, Zhang Bing says.
On one hand, innovative thinking and methods in sales are crucial for expanding into foreign markets. It is important not only to understand and familiarize oneself with the consumer demands and habits of the target market, but also to actively seek and create opportunities while establishing and maintaining good customer relationships. On the other hand, despite the remarkable achievements of China's manufacturing industry in the past few decades, some overseas countries still hold outdated perceptions of Chinese manufacturing,which not only limit the development of China's manufacturing industry in overseas markets but also affect the image of Chinese brands. Zhang Bing deeply feels the need to proactively tell the story of China’s economic development and the Chinese people's struggle to achieve their dreams, presenting the true strength of China's manufacturing industry which is the premise and foundation for establishing good communication.
Since 2016, SINOMA Insulator has experienced rapid development, with total revenue increasing by 120% by the end of 2022. The proportion of direct and indirect exports has increased from 24% to 48%. The revenue target for 2023 has increased by 200% compared to 2016 and has already achieved over half of the target by mid-year. These impressive achievements would not have been possible without the efforts of every SINOMA Insulator employee.
Zhang Bing said that "Only through practical
innovation can we achieve long-term success, and only through diligent efforts can we create a better future. I will continue to 'tell the story of China' and share the story of SINOMA Insulator's products and services. I will strive to bring tangible value and impact to the global power industry and contribute to the overseas development of China Building Materials Group."
