人物
絲路員工成長記⑤|中建材國貿(mào)客戶“熱聯(lián)”者:陶偉、王蘭菊
來源:中建材國貿(mào) 特約運(yùn)維員 闞凌瀟 發(fā)布時間:2023-10-20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(tuán)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(dāng)?shù)亟?jīng)濟(jì)作貢獻(xiàn)、與當(dāng)?shù)仄髽I(yè)合作、為當(dāng)?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(jìn)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(xiàn)生動譜寫“美美與共”美好藍(lán)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……
01
星光不問趕路人 唯以奮進(jìn)致青春
陶偉
2012 年加入中國建材
現(xiàn)任中建材國際貿(mào)易有限公司鋼材事業(yè)部卷板部部門副經(jīng)理
陶偉,2012 年大學(xué)畢業(yè)后加入中建材國際貿(mào)易有限公司,10 年間,他從靦腆青澀的外貿(mào)新人成了堅強(qiáng)可靠的業(yè)務(wù)骨干,他描畫著自己的夢想藍(lán)圖,將青春融入公司的發(fā)展事業(yè)中,與公司共同成長,共同進(jìn)步。陶偉入職后進(jìn)入了鋼材事業(yè)部。鋼材是大宗類基礎(chǔ)建材,交易訂單額動輒上千萬元,行情天天變化,操作訂單須時時處處謹(jǐn)慎小心。他主攻南美市場,為與客戶保持“熱聯(lián)”,經(jīng)常忙到凌晨一兩點才下班;出差國外時白天走訪客戶,晚上聯(lián)系報價,每天只能睡四五個小時。雖然是零起點,但功夫不負(fù)有心人,陶偉憑借突出的外語優(yōu)勢和敢想敢拼的工作勁頭,短短兩年時間就成交了14個新客戶的訂單,信心大增的同時,他把目光投向了更遠(yuǎn)處。
2016 年,陶偉開始接觸中美洲的主流市場——巴拿馬,該國對卷板類鋼材產(chǎn)品需求非常大,但市場競爭異常激烈,業(yè)內(nèi)普遍認(rèn)為,這里是鋼廠的天下,但貿(mào)易商很難分得一杯羹。陶偉憑借實戰(zhàn)經(jīng)驗和前期市場數(shù)據(jù)分析,從詢盤、試訂單到正式訂單,逐步與當(dāng)?shù)貛讉€主要客戶建立了合作關(guān)系。近些年,他與這些客戶合作日益穩(wěn)固,中建材國貿(mào)不僅在巴拿馬站穩(wěn)了腳跟,更發(fā)展為當(dāng)?shù)鼐戆孱愪摬闹饕?yīng)商之一,“CNBM”也成為當(dāng)?shù)貜V為人知的品牌。
成功沒有獨家秘訣。陶偉正是憑著持之以恒的韌勁和真誠服務(wù)的理念,才贏得客戶的信任和青睞。2012年,在廣交會上成交的哥斯達(dá)黎加客戶是他的第一個客戶,至今仍是公司的金牌客戶。2013年起,他堅持為一位潛在的秘魯客戶每周更新價格,7 年不曾間斷。終于在 2021 年取得實質(zhì)性進(jìn)展,該客戶連續(xù)簽訂了兩個大訂單。
天道酬勤,憑借驕人的業(yè)績,在2018年至2019年,陶偉被評為“中國建材集團(tuán)青年崗位能手”;在2021年,他獲得“中建材進(jìn)出口有限公司優(yōu)秀員工”的榮譽(yù),并以個人完成的1400多萬元銷售利潤為中建材國貿(mào)首次進(jìn)入集團(tuán)“億元俱樂部”作出突出貢獻(xiàn)。
作為落實集團(tuán)“走出去”戰(zhàn)略的重要平臺,中建材國貿(mào)準(zhǔn)確把握新形勢下共建“一帶一路”的總體要求,在國際化道路上不懼挑戰(zhàn),風(fēng)雨兼程,篤定前行,彰顯中國制造的實力,不斷加強(qiáng)“CNBM”品牌在“一帶一路”國家和地區(qū)的推廣。外貿(mào)通商自古是國際交往的重要橋梁,作為身居一線的業(yè)務(wù)員,陶偉深知排頭兵的重要性,他堅持扎實做好本職工作,認(rèn)真踐行公司構(gòu)建全產(chǎn)業(yè)鏈的外貿(mào)綜合服務(wù)平臺戰(zhàn)略。通過夜以繼日地攻堅克難,以陶偉為代表的建材人正一點一點地把“CNBM”這個品牌推向世界,不斷促進(jìn)國內(nèi)與“一帶一路”沿線國家和地區(qū)的市場相通、產(chǎn)業(yè)相融。他們以樸素生動的方式,向世界講述中國的發(fā)展故事;他們以腳踏實地的奮斗,書寫新時代中國青年的風(fēng)采。
我們正走在一條充滿希望的道路上。我相信,只要我們相向而行,心連心,不后退,不停步,我們終能迎來路路相連、美美與共的那一天。在筑造中國夢的偉大過程中,需要有成千上萬個像陶偉這樣的一線人員精耕細(xì)作,不畏艱難,甘于奉獻(xiàn)?!奥仿湫捱h(yuǎn)兮,吾將上下而求索”,作為重任在肩的建材人,我們將矢志不渝為早日實現(xiàn)“中國夢”貢獻(xiàn)自己的青春力量!
Embracing Youthful through Unwavering Effort
Tao Wei
Joined CNBM in 2012.
The Deputy Manager of the Coil Department of the Steel Division of CNBM International Corporation.
Tao Wei joined CNBM International Corporation in 2012 after graduating from university. Over the past decade, he has transformed from a shy and inexperienced foreign trade newcomer to a strong and reliable business backbone. During the process, he has been drawing his own blueprint for his dreams while also dedicating his youth to the development of the company, progressing together as one.
After joining the company, Tao Wei became a member of the steel department and dealt with the bulk building material. With trading orders often exceeding tens of millions of yuan and the market constantly fluctuating, handling orders requires the utmost care and attention to detail. Tao focused on the South American market and worked late until one or two in the morning to stay connected with clients. While on business trips overseas, he spent his days visiting clients and his nights following up on quotes, sleeping only four to five hours each day. Despite starting from scratch, his unwavering dedication and exceptional language proficiency allowed him to close deals with 14 new clients in just two years, boosting his confidence and inspiring him to set sights even further.
In 2016, Tao began to explore Panama market, which is the major market in Central America with a high demand for steel products, particularly coils. Despite the intense competition in the market and widespread industry belief that it was dominated by steel mills and trading company could hardly get a market share, Tao persevered. Drawing from his practical experience and analyzing early market data, he gradually established cooperative relationships with several key local clients, from initial inquiries and trial orders to final contracts. Over the years, these partnerships have solidified, cementing CNBM International Corporation's position as one of the major suppliers of coil steel in Panama, with the "CNBM" brand becoming widely recognized within the local market.
There is no one secret to success. Tao Wei’s unwavering persistence and dedication towards sincere service have enabled him to win the trust and appreciation of his clients. His first client from Costa Rica, secured during the 2012 Canton Fair, remains the company’s most valued client. Since 2013, Tao Wei has consistently updated prices for a potential client from Peru on a weekly basis, without interruption for seven years. This unwavering commitment finally bore fruit in 2021, when this client signed two substantial contracts in succession.
Through hard work and outstanding achievements, Tao was recognized as a "Young Expert in CNBM" in the 2018-2019 fiscal year. In 2021, he was honored with the title "Outstanding Employee of CNBM Import and Export Co., Ltd", having contributed more than 14 million RMB in sales profits, which also enabled the company to become a member of the "Billion Yuan Club" within CNBM.
As an essential platform for implementing the "Going Global" strategy of CNBM, CNBM International Corporation accurately grasps the overall requirements of building the Belt and Road Initiative under new circumstances. The company has faced challenges with determination and progressed through difficulties to showcase the strength of China’s manufacturing, constantly strengthening its presence in countries and regions along the Belt and Road.
International trade and commerce have always played a crucial role in facilitating international relations. As a front-line salesperson, Tao deeply understands the importance of this position. He insists on executing his work with excellence and diligently implementing CNBM International Corporation's strategy of "constructing a comprehensive foreign trade service platform across the entire industry chain". Overcoming obstacles day and night, CNBM International Corporation staff, with Tao as the representative, are gradually pushing the “CNBM” brand out into the world. They work tirelessly to promote market connectivity and industrial integration with countries and regions along the Belt and Road. They narrate the story of China's development to the world in a simple yet vivid way, while their steadfast efforts depict the outstanding capabilities of Chinese youths in the new era.
President Xi Jinping once stated that "We are walking on a path full of hope. I believe that as long as we walk hand in hand, move forward together, and never stop or retreat, we will finally reach the day when we are all connected and share common prosperity." In the magnificent process of realizing the Chinese Dream, we need thousands of dedicated frontline workers like Tao Wei, who are unafraid of difficulties and willing to make contributions. As noted by the poet Qu Yuan, the road ahead is long and arduous, yet we are determined to explore with a pioneering spirit.
The Belt and Road Initiative is a logical extension of the great Chinese Dream. As members of CNBM International Corporation, we carry a great responsibility on our shoulders. We are committed to serving the construction of the BRI and contributing our youth towards achieving the “Chinese Dream” as soon as possible.
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02
扎根一線拓市場 團(tuán)結(jié)協(xié)作創(chuàng)佳績
王蘭菊
2005 年加入中國建材
現(xiàn)任中建材國際貿(mào)易有限公司總經(jīng)理助理兼鋼材事業(yè)部總經(jīng)理
王蘭菊于2005年加入中建材國際貿(mào)易有限公司,20年來,她投身鋼材外貿(mào)行業(yè)的初心不變,助力公司開拓海外版圖的腳步也從未停下。2023 年她被評選為“中國建材集團(tuán)有限公司勞動模范”,這既是對她多年拼搏付出的肯定,也是對她和團(tuán)隊矢志深耕國際市場的鼓勵。
2006年,她受命開發(fā)新產(chǎn)品。面對龐大的鋼材行業(yè),制作產(chǎn)品手冊、尋找可靠供應(yīng)商、專業(yè)質(zhì)檢等工作都是從零起步。組建好團(tuán)隊后,他們頂著炎炎烈日,到河北、山東和江浙等地考察工廠,學(xué)習(xí)產(chǎn)品知識和行業(yè)信息,快速建立起供應(yīng)商體系;為保證產(chǎn)品質(zhì)量,她和兩名同事駐守工廠,在炙熱的退火爐車間,輪流親自做質(zhì)量檢測;為確保訂單保質(zhì)保量按時交貨,她幾乎每個周末都要到工廠跟進(jìn)監(jiān)督;為快速拓展海外市場,她每天都加班到深夜,回到家繼續(xù)聯(lián)系客戶。曾有一位俄羅斯的大客戶在凌晨收到她及時回復(fù)的郵件時驚訝地問:“你不睡覺嗎?”她深知只有比別人更努力,不舍晝夜地奔跑,才能更快地接近目標(biāo)。她事務(wù)繁雜還要培養(yǎng)新人,卻甘于奉獻(xiàn),從未抱怨。
苦心人,天不負(fù)。僅用兩年時間,她帶領(lǐng)團(tuán)隊完成鋼材出口銷售額2000 萬美元,實現(xiàn)凈利潤765萬元人民幣。開發(fā)新產(chǎn)品的成功,也為后期業(yè)務(wù)發(fā)展奠定了堅實的基礎(chǔ)。
從業(yè)十多年,她始終以敬畏的心態(tài)面對風(fēng)險,對各環(huán)節(jié)嚴(yán)格把關(guān),精細(xì)管理,保障業(yè)務(wù)穩(wěn)健發(fā)展。2022 年 2 月起,鋼材產(chǎn)品價格因俄烏沖突而飆升,到 9 月份時,又暴跌30%,疊加人民幣貶值約 15%,導(dǎo)致出口報價比最高點時下降 45%;此外,上海的港口不能正常通航,天津出現(xiàn)嚴(yán)重壓港現(xiàn)象,不能如期履約,國外客戶違約潮洶涌而來。她果斷決策,冷靜應(yīng)對,通過轉(zhuǎn)賣、談判等方式及時止損。
在她的帶領(lǐng)下,團(tuán)隊積極調(diào)整銷售策略,2021—2022 年,鋼材事業(yè)部分別實現(xiàn)現(xiàn)金凈利潤3210萬元人民幣和4149萬元人民幣,連續(xù)兩年被公司授予“優(yōu)秀團(tuán)隊”稱號。她對團(tuán)隊成員嚴(yán)而有度,愛而有方。在工作中,她是苛刻的領(lǐng)導(dǎo),堅持高標(biāo)準(zhǔn)和嚴(yán)要求,使鋼材事業(yè)部的銷售數(shù)據(jù)一直在公司排名前三;在生活上,她是知心的姐姐,關(guān)注員工情緒變化并細(xì)心安撫,定期為員工舉辦生日會,及時向遇到生活困難的員工伸出援手,將整個事業(yè)部全體員工變成親密的一家人。
她以身作則、勤勉努力、默默奉獻(xiàn),并以“謙恭、敬畏、感恩、得體” 的準(zhǔn)則指導(dǎo)團(tuán)隊。新員工成長可圈可點,新客戶開發(fā)勢如破竹,新訂單喜報頻頻傳來。鋼材事業(yè)部新員工培養(yǎng)取得優(yōu)異成績,以入職兩年的新員工為例,人均訂單年利潤超過200萬元,單人訂單年利潤最高突破 500 萬元。她打造的團(tuán)隊自信樂觀、敢于拼搏、善于開拓,有著超強(qiáng)的戰(zhàn)斗力和執(zhí)行力,堅定不移地為開發(fā)海外市場、傳播CNBM 品牌當(dāng)好先鋒隊,為落實集團(tuán)國際化戰(zhàn)略貢獻(xiàn)他們的“鋼鐵”力量!
為了更好地推動集團(tuán)國際化業(yè)務(wù)發(fā)展,王蘭菊同志積極推動菲律賓、泰國和沙特3個“一帶一路”國家的屬地化經(jīng)營落地工作,她積極高效地安排海外市場調(diào)研工作、落實屬地化人員到位、確定屬地化經(jīng)營目標(biāo)。我們相信,在王蘭菊的帶領(lǐng)下,3個海外市場屬地化經(jīng)營一定會取得優(yōu)異成績并為“一帶一路”建設(shè)貢獻(xiàn)力量。
Combining Frontline Experience with Team Leadership to Expand International Markets
Wang Lanju
Joined CNBM in 2005
General Manager Assistant of CNBM International Corporation,
Manager of the Steel Division of CNBM International Corporation
Since she joined CNBM International Corporation in 2005, Wang Lanju has remained committed to her original aspiration in the steel foreign trade industry, and has never stopped exploring new opportunities overseas for nearly two decades. In 2023, she was honored as a “Model Worker of CNBM,” in recognition of her years of hard work and dedication, and her team's steadfast focus on international market development.
In 2006, Wang was appointed to lead the development of a new product. Faced with the immense steel industry, she had to start from scratch, creating product manuals, finding reliable suppliers, and conducting professional quality inspections. Together with her new team, they braved the blazing sun and visited factories in Hebei, Shandong, Jiangsu, Zhejiang, and other places to learn about the product and the industry, and rapidly established a supplier network. To ensure the product quality, she and two colleagues stationed themselves in the factory, taking turns conducting quality inspections in the sweltering annealing furnace workshop. To ensure that orders were delivered with high quality and correct quantity on time, she would almost go to the factory every weekend for supervision. To quickly expand the overseas market, she burned the midnight oil and continued to contact clients after she returned home. Once, an important Russian client received her timely reply email in the early morning and asked surprisingly, "Don't you sleep?" She knew that only by working harder day and night could she achieve her goals faster. Despite a heavy workload and her obligation to train new team members, she has remained devoted and never complained.
The reward for hard work never fails. Within just two years, Wang led her team to achieve sales of $20 million USD in steel exports and a net profit of 7.65 million yuan. The success of developing new products also laid a solid foundation for future business development.
Having dedicated over a decade to the industry, Wang has approached business risks with reverence. She strictly monitors and manages every step, ensuring precise and meticulous management that guarantees stable and robust business development. Since February 2022, the market price of steel products has skyrocketed due to the Russia-Ukraine conflict, only to plummet by 30% in September, compounded by a 15% depreciation of the RMB, leading to a 45% drop in export prices compared to their highest point. Furthermore, the port operations in Shanghai were disrupted, and severe port congestion in Tianjin resulted in significant delays, ultimately leading to a surge in defaults by overseas clients. Under such circumstances, she made resolute and calculated decisions, deftly managing the situation by reselling and negotiating to protect orders from incurring losses. Exporting steel products is like walking on the blade of a knife, exposed to numerous risks ranging from fluctuations in market prices, shipping costs, and exchange rates to the unpredictability of export tax rebates. For example, in 2007, the government made four policy adjustments to steel product export tax rebates, while in 2021, it twice canceled the export tax rebate for certain steel products. Over 100,000 tons of orders were impacted by these changes, involving a rebate of over 100 million yuan. The policy change allowed only two days notice for compliance, yet Wang and her team worked tirelessly day and night, collaborated effectively with clear work division, and conducted “emergency rescue” that successfully minimized the losses to the lowest possible level.
Under her leadership, the team actively adjusted their sales strategy, and the steel division achieved cash profits of 32.1 million yuan and 41.49 million yuan respectively in 2021 and 2022, earning the “Outstanding Team” award from the company for two consecutive years.
Wang has demonstrated a firm yet caring leadership towards her team members. In the workplace, she maintains exacting standards and strict demands, resulting in impressive sales figures for the steel division that consistently rank among the top three in the company. Outside work, she is a compassionate and empathetic friend to her employees, paying attention to their negative emotions and offering support when needed, regularly organizing birthday celebrations to foster camaraderie, and extending timely assistance to colleagues facing challenges in life. These actions foster a deep sense of camaraderie and unity among the entire department, making it a close-knit family. She sets an example of diligence, dedication, and commitment to work, and embodies the principles of humility, respect, gratitude, and propriety in her leadership. New employees’ development has been noteworthy, as new client acquisition is growing rapidly like mushrooms after the rain and news of successful new orders is commonplace. The new employee training program has achieved exceptional results in the steel division, with average annual profits per person exceeding two million yuan and individual annual profits for single orders reaching as high as five million yuan after only two years of employment. She has fostered a team that embodies confidence, optimism, and a willingness to take risks. They excel in opening up new opportunities and demonstrate outstanding combat effectiveness and execution skills. The team remains steadfast pioneers in promoting CNBM’s brand and developing overseas market, contributing their "steel" strength to realizing CNBM’s internationalization strategy!
To facilitate CNBM’s international business, Wang Lanju has been actively promoting the localization of operations in three Belt and Road countries: the Philippines, Thailand, and Saudi Arabia. She has efficiently arranged overseas market research, implemented personnel localization, and determined localization business goals. We believe that, under her leadership, the localization operations in these three overseas markets will surely achieve excellent results and contribute to the Belt and Road Initiative.