The Entrepreneurship Sutra of Dalian "Shrimp crawling Meat King"

90% of the shrimp meat in Dalian market and 50% of the shrimp meat in the national market are produced by "shrimp meat king" enterprises.

Shrimp crawling meat processing is only a very minority species in marine fishery, which is mainly used in Japanese cuisine. However, when Bi Zhongsheng has focused on this for 20 years, he has also become the "shrimp crawling meat king" in Dalian and even the whole country. 90% of the "shrimp crawling meat" in the Dalian market and 50% of the national market are produced by this enterprise in Dalian, with customers all over the provinces except * * and Xizang, exported to Japan, the United States and other countries and regions.

The ups and downs of the business sea, shrimp crawling is not unique to the Dalian sea, why can Bi Zhongsheng, the boss of this enterprise, occupy the "top spot" of the industry for many years? In this era of "national entrepreneurship", the fishermen who come out of the Wafang Dian Exchange Island of Bi Zhongsheng may have his uniqueness in starting a business.

Use your brains, be observant and willing to bear hardships

In 1989, with the closure of the shrimp farm in the countryside, Bi Zhongsheng went home and became a fisherman with his father. Due to the lack of information, the "seafood" on the exchange island could not get a good price at that time, and Bi Zhongsheng saw the "opportunity." In 1991, he sold his family's fishing boat and sold "seafood" to Wafangdian and Dalian.

In 1996, he learned that a Japanese merchant was processing shrimp crawling meat in a factory in Zhuanghe, which reminded him of Tongshuigou, a fishing port rich in shrimp crawling in his hometown Exchange Island. At that time, in the annual shrimp crawling harvest season, there were so many shrimp crawlers in Tongshuigou fishing port that sometimes no one asked for any money. Although shrimp crawling meat had no influence on the Dalian market at that time, Bi Zhongsheng still learned to process a small amount of shrimp creeping meat, printed his own paging number on the outer packing bag, and put shrimp creeping meat on the counter of Dalian market. A few days later, a staff member of an American merchant's office in Dalian paged him and ordered a ton of shrimp crawling meat for export to the United States. This is Bi Zhongsheng's first export order.

When it comes to the early days of starting a business, Bi Zhongsheng has a lot of feelings. At that time, he rented a house along Kunming Street in Zhongshan District and rode his bike to deliver goods to various points of sale. He ran everywhere from south to north in the four districts of the city. When he sees street vendors, he will also observe why other people's business is booming. He bought a desk calendar and arranged a full day. Once he saw a resident playing poker downstairs, and he thought to himself: how much can I do when I have time to play poker? He remembers clearly that he had eaten in a restaurant only once a year, which cost 34 yuan. The hard times made Bi Zhongsheng know how to cherish blessings in the future, and he would never squander it, even if he had sales of six or seven million yuan this year.

In Bi Zhongsheng's factory office, the reporter saw newspapers and periodicals such as "Contemporary Workers" magazine. Bi Zhongsheng said that this was reserved for the employees of the factory. In fact, since he started his business, he has persisted in reading newspapers and is a regular subscriber of Dalian Daily and China Fisheries Daily. As long as you have time to grab the newspaper, even read the newspaper seams and advertisements. "I like to learn about information and the current political and economic situation, and to find out people's spending habits through newspapers. Besides, wouldn't it be a loss if you didn't finish reading the newspaper you paid for? " Bi Zhongsheng said.

Honest, dutiful and awe-inspiring

Bi Zhongsheng and some of his customers have not seen each other for at least 10 years, and they only order, transfer money and deliver goods to each other by phone. Some customers even ask: "are you state-owned enterprises? how come you never have a relationship with customers?" If you can do business in this way for another 20 years, Bi Zhongsheng's secret is to be "real" and for the sake of customers.

For a long time, in addition to ensuring the excellent quality of export grade, in the case of the increasing depletion of marine resources, the price is only adjusted moderately every five years, no matter how many boxes of shrimp crawling meat are bought at a national price, do not increase the price at will to ensure price stability. In order to ensure the perennial supply of old customers, Bi Zhongsheng politely declined even if new customers purchased in large quantities at high prices. Shrimp crawling meat is the most scarce month before opening the sea every year, and he also prepares shrimp crawling meat among customers at his own freight to ensure that every customer keeps stocking. On individual occasions, when the customer is not satisfied with the goods sent, he also puts the interests of the customer first and actively cooperates with the exchange. Bi Zhongsheng said: "I respect every client. I believe that others are smarter than me, so I dare not deceive others." "treat people with sincerity, people must treat them with sincerity". After more than 20 years of business, the customer did not owe him a penny.

Over the years, Bi Zhongsheng did not have a loan, but "how much money to do as much business". The American merchant who made the first export order once asked him to sign an order of 1000 tons a year. He was "startled" and hurriedly said, "can't do it," and declined. "getting rich makes people feel guilty," he said. "I pursue a long-flowing business. Profits are not high, the key is to stand in the market position and stabilize the market. So shrimp crawling meat as a cause, do a good job, so that every customer is satisfied. I hope my clients will recognize me and we will always work together. "

Family-oriented, unpublicized and tolerant

Bi Zhongsheng in front of the reporter is plainly dressed and easy-going. He said that he "can't get angry or fight a war," and that the management method is that different employees make the best use of their strengths and weaknesses. Although he bought a high-end car a few years ago at the instigation of his friend, he often drives his 15-year-old Santana. When he first arrived in Hong Kong 20 years ago, he also envied the big houses and Bentleys of Hong Kong businessmen, but when he saw them flying around all the year round and abandoning their families for the sake of business entertainment, Bi Zhongsheng felt very tired. As a result, up to now, he only has dinner with clients and friends once or twice a week, insists on going home for dinner on weekdays, "likes his wife's cooking best," and that a family of four must go out for dinner once a week.

"my family is my motivation," says Bi Zhongsheng. More than 20 years ago, he envied the broad vision of Dalian people-they talked so much when they took the bus, while the rural people had straight eyes, so he secretly vowed to buy a house on Dalian Street so that his wife and children could live the life of Dalian people. Now his dream has finally come true.

Bi Zhongsheng has a "ability"-you can see at a glance where the shrimp crawling meat sold on the market comes from, or even where the factory processes it. He said that the color of shrimp crawlers in different waters is different, and the processing methods of different enterprises are also different, which is the experience accumulated over the years. Bi Zhongsheng, who has annual sales of several million yuan, is not a big entrepreneur according to the size of the enterprise, but he thinks he is successful. Once a Shandong client in his sixties who had known him for many years chatted with him: "what is success?" Is to keep doing a simple thing. For 20 years, only you can keep doing the shrimp crawling meat. "