Dong Mingzhu's domineering response: The road I have traveled must not grow grass.

"Grass can't grow on the road that Dong Mingzhu walked." Someone in the media once described this iron lady who is domineering in the business world.

At the age of 36, she decided to turn over and be the hostess of her own destiny. What kind of life has Dong Mingzhu experienced?

Chess tells the story of Dong Mingzhu's tenacious life from 1990 to 1999.

From a small salesman to the head of Gree's business department, she was appointed to the post of deputy general manager of Gree with her unyielding tenacity. Only she can deeply understand the hardships and difficulties.

As a woman, Dong Mingzhu interpreted Gree's sales myth and became the marketing queen of China without any regrets. In the shopping mall, with tenacity and integrity, won the world.

Chess in the World is Dong Mingzhu's autobiography. She walked out of a wonderful life path with tenacity, tenacity and persistence. Although there are difficulties and grievances, it is also the most precious wealth in the initial stage of her life.

She told us her legendary life experience with simple strokes.

First, do business in the sea.

1990 36-year-old Dong Mingzhu was determined to be the master of her own destiny, but without any marketing knowledge, she worked as a salesman in Lihai Air Conditioning Factory.

In the face of unfamiliar industries, Dong Mingzhu did not flinch, but only groped for progress with a kind of endurance.

Who knows, the first time she got off to a bad start, on the first day she went to Tianjin, she fainted and broke into a fracture. The doctor told her to stay in bed. But why did she rest in the first place? Besides, it's a good time to sell air conditioners. Dragging the sick body around, so that it is extremely difficult to bend over later.

Dong Mingzhu firmly believes that there is nothing you can't do, only what you don't want to learn. She quickly mastered the performance advantages of Li Hai air conditioner and mastered the relevant knowledge of air conditioner installation, use and maintenance. Have a preliminary understanding and understanding of marketing and market.

Just when she had just established herself in Tianjin, she found some doorways and was transferred to poor Anhui.

The trip to Anhui is a painful experience that Dong Mingzhu will never forget.

More than 40 days later, Dong Mingzhu, who is new here, was fed up with fooling and cheating, and tasted supercilious look and indifference.

Now it is widely rumored that uncle is in debt and grandson is in debt collection. It can be seen that the difficulties and grievances of debt collection. Debt collection can be said to be the most difficult task in today's society.

The grievance of wanting to pay back the money made Dong Mingzhu experience many difficulties. Creditors first avoid being left out in the cold and then cheat shamelessly.

Helpless Dong Mingzhu, with his unyielding character, got into trouble with them, so he had to be soft and hard.

On patience and perseverance, Dong Mingzhu won and got back the debt left by the salesman before.

With the first difficult debt collection, Dong Mingzhu fell into the thinking of how to avoid debt by paying first and then shipping.

But for the immature market, there is no way to start. One, two, three? ..... No dealer is willing to accept, Dong Mingzhu heart sank.

But there was no turning back before opening the bow, and Dong Mingzhu didn't give up. Instead, I thought deeply about the previous lessons and decided to find a better breakthrough.

With the guarantee of honesty, she finally opened her first store. She didn't deliver goods to the door like other salesmen, but analyzed the market with dealers and opened the market through word-of-mouth publicity.

In this way, through Dong Mingzhu's unremitting efforts, the marketing market of Lihai air conditioner was finally opened.

Huainan Campaign, Wuhu Campaign and Tongling Campaign are the three most famous campaigns of Dong Mingzhu in Anhui.

Dong Mingzhu, a salesman who can't drink and doesn't like to invite people to dinner, has gradually opened the market in Anhui with tenacity, persistence and integrity.

Dong Mingzhu said: As long as you always be a conscientious person everywhere, business opportunities are still everywhere, depending on whether you have a pair of discerning eyes and a flexible mind.

The battle of Tongling is the most beautiful battle ever. A distribution manager complained that air conditioners are difficult to sell because it is difficult for customers to use electricity and it is troublesome to apply for approval. Dong Mingzhu robbed the electricity and wanted to sell air conditioners in the power supply bureau.

In order to arouse the interest of power supply bureau, Dong Mingzhu took great pains. During that time, she was in the power supply bureau all day, carefully observed and studied, learned from the strengths of other brands, established her influence, and finally won the approval of the director of the power supply bureau.

Selling to dealers is only the first step. How can we sell it to consumers? Dong Mingzhu is also struggling with this, training store employees on how to sell and organizing a strong installation team to ensure that their products are absolutely recognized and satisfied by consumers.

1992 was a bumper harvest year in Dong Mingzhu, and the total sales of Anhui reached160,000, accounting for one eighth of the total sales of the head office.

When Li Hai and Gree merged into Gree, Dong Mingzhu's victory was affirmed by Zhu Jianghong, general manager of Gree. Zhu Jianghong appointed Dong Mingzhu to open the Nanjing market.

How does an unknown brand survive and develop? This is a question that Dong Mingzhu must consider if he wants to enter the Nanjing market.

1: In Nanjing, Gree started late, but caught up with a good opportunity. 1992, China air conditioning market started.

2. Global warming, high temperature, high per capita income here, which is extremely beneficial to air conditioning sales.

3. Gree price is the lowest in the same category.

In view of these three analysis points, with firm confidence, Dong Mingzhu chose the most prosperous business district. But when it entered, it was rejected. Gree's obscurity and dealer's arrogance made Dong Mingzhu walk out of the mall.

Looking for the second target, Taiping Shopping Mall, who knows that when I first came into contact with Dong Mingzhu, I received complaints and criticisms from the dealers about Gree. The irresponsibility of the salesmen left a deep shadow on the merchants.

Dong Mingzhu didn't lose heart, but moved the dealers with his integrity. Stand at the counter every day to analyze and understand the local market and customers' wishes.

Sincerely, Shi Kai, Dong Mingzhu finally got the dealer's approval with his words and deeds. ?

Dong Mingzhu understood the same reason, why some people will succeed and others will fail. The key is the problem of people and how to do it.

For example, in the off-season of the air-conditioning industry, after Dong Mingzhu's efforts, the so-called seasonal difference, as long as you are careful enough, everything is not a problem.

Dong Mingzhu has made remarkable achievements since she entered the field of marketing. 199 1, the sales of two people who studied with the master are 3 million, 1992, and their own sales are 8 million, accounting for 1/8,1993,500 million, accounting for/kloc of the company's total sales.

Second, reverse the situation.

During the period of 1994, Gree's marketing was in crisis, and a leader and key salesman resigned collectively.

The reason is the treatment of salespeople, and it is impossible for enterprises to significantly reduce the treatment of salespeople when profits increase. Business leaders also have their own explanations: achievements are the result of overall efforts, and credit cannot be attributed to a certain department.

During this period, some enterprises invited Dong Mingzhu, and the offer was quite attractive. But Dong Mingzhu has her own principles. She has put Gree in charge and doesn't want to see it go bankrupt.

Different ways, no common goal. Dong Mingzhu was promoted from an ordinary salesman to the head of the company's business department.

Gree did have many problems at that time. Running a business is like parents running a family. Parents' own quality is very important. We should have long-term development vision, keen intuition and rich practical experience.

Zhu will always be a good leader worthy of learning, kind and generous, with far-sighted vision, with the demeanor of a modern entrepreneur, accurate in seeing problems and courageous in doing things. He has been focusing on product development and quality.

Although Mr Zhu's trust is touching, some people at the top don't welcome Dong Mingzhu back to the headquarters, and they are bent on watching Dong Mingzhu's jokes.

However, Dong Mingzhu is a dedicated person. If he shoulders this heavy burden, he will certainly overcome all difficulties and persist in doing well.

1994 10, Dong Mingzhu returned to the headquarters.

Dong Mingzhu's new official's three fires are: rectifying business discipline, straightening out internal relations and opening up the sales market.

As we all know, working in a state-owned enterprise, a newspaper and a cup of tea are leisurely. It's a pity that all this was disrupted by Dong Mingzhu.

When Dong Mingzhu took office, it was stipulated that eating and chatting were not allowed in the office. Female employees should cut their hair short and roll it up, and everyone should develop a decisive and capable work style. Enterprises should give people a good mental state and vitality.

When I used to work in the former company, the leaders also emphasized the importance of discipline to the enterprise. It reflects not only a person's quality culture, but also the corporate culture of an enterprise. Imagine a lazy working state, will customers give you thousands of orders?

It is said that I go to work at 8: 30, but it takes more than an hour to dress up and eat at the first time after work. I haven't entered the working state after packing, and I have to consider lunch. How do I work?

Going to work is going to work, and Dong Mingzhu will never be soft on this.

Once, when I was about to get off work, I saw a group of employees eating snacks and chatting. Dong Mingzhu was fined 100 yuan each. Someone refused to accept: "Is it going to get off work soon?"

"As long as you don't get off work for one second, you can't." Dong Mingzhu's determination makes people feel inhuman.

Some people say that Dong Mingzhu is too cold-blooded. However, Dong Mingzhu believes that an enterprise and a department must have an upward mental outlook and be bound by strict rules and regulations.

Work is ruthless and life is warm. I remember a difficult female worker was fined 100 yuan for her work mistake. Considering the actual situation at home, Dong Mingzhu took out 100 yuan from his wallet and said earnestly, "This is my personal money, and I will make it up to you. Remember: you must pay a fine tomorrow, and don't be careless in your work in the future. " The moved woman vowed to work hard.

Every company has complicated internal relations and various problems.

Dong Mingzhu has been asking for payment before delivery, but the final result is that some people can't get the goods after payment, and some people don't pay, which greatly affects morale and work efficiency.

Asking the financial department for power is the root of solving the problem, but the sensitive word "power" has met with strong opposition from some people, and Dong Mingzhu's overbearing ambition is widely publicized.

Dong Mingzhu didn't care about others' words, but worked out a series of supervision mechanisms with his colleagues, which made the enterprise step by step towards standardization and put an end to financial chaos.

Gree's management of salesmen has been relatively extensive. This crisis is also caused by the dissatisfaction of sales staff, so how to establish a good management mechanism and how to achieve a balance between enterprises and employees?

Dong Mingzhu racked his brains. She broke the old rules and changed the relationship between the salesman and the company.

Salespeople are uneasy about the assessment of sales commission, so they use the annual salary system to assess both hard and soft. If a job is not done well, wages will be deducted, wages will be reduced, and salespeople will share risks with the company.

This is undoubtedly a blockbuster, which immediately caused an uproar. The salespeople whose interests were damaged were furious and unanimously demanded that Dong Mingzhu step down.

After many obstacles, Dong Mingzhu's Three Fires were successfully implemented.

Dong Mingzhu not only carried out drastic internal reforms, but also proposed to cancel the year-end return policy of dealers.

In fact, not only Gree, but also most manufacturers will encounter the phenomenon of returning goods if they can't sell them.

Some profitable dealers steal unsold air conditioners and internal components for their own benefit and return them to the company as defective products, but they only make money and do not bear any risk responsibility.

Dong Mingzhu was furious at this behavior which harmed the interests of the company. She pointed out that canceling the return is also a great test for the quality of the company's own products, and it is not necessarily a good thing for dealers not to return and get bonuses.

Only by doing our work well and making it stronger together can we achieve mutual benefit.

With extraordinary courage, Dong Mingzhu dared to break away from convention and stick to his own opinions. Although she was repeatedly envied and framed, she withstood all kinds of hardships and tests, and finally gained a firm foothold in Gree, which ushered in a new situation for Gree.

Third, do things with your heart

As a woman, family and career are not contradictory, but it is impossible to balance them.

Dong Mingzhu owes Gree too much to his family. My son will be independent at the age of eleven and take care of himself.

Dong Mingzhu devoted himself to Gree. Dong Mingzhu, who was sick, didn't fall down, but persisted despite his illness. Everyone is full of meat. When he learned that Dong Mingzhu was ill, dealers came to visit him in succession.

There is love and there is hate. Some people in the world can't hide from others. Okay. Jealousy, doubt, serious injury and framing will follow. A straight foot is not afraid of a crooked shoe, and aboveboard Dong Mingzhu is not afraid of making things difficult.

In China, the most difficult relationship is interpersonal relationship. As a woman, Dong Mingzhu was overdrawn for Gree, but what did she get?

Dong Mingzhu: From a small salesman to the director of the operation department to the deputy general manager, Dong Mingzhu adheres to the principle of doing things with heart, hoping that his sincere efforts can be recognized and supported.

Dong Mingzhu is very proud of it. She has won many friends.

But people have ulterior motives, and where there are people, there are rivers and lakes. 1996, Dong Mingzhu met a smart and arrogant Q, and the early cooperation was very pleasant. However, the arrogant Q overestimated his ability and blatantly said: "As long as I am the first distributor, Gree has to give me any policies."

Q launched a malicious competition with his self-righteous cleverness and made a move that was detrimental to Gree's interests. In the face of this malicious incitement and such a big customer who harms others and benefits himself, Dong Mingzhu decisively stopped supplying.

Despite all sorts of difficulties, malicious slander and abusive threats, Dong Mingzhu didn't give in. She sticks to her principles and will never allow anyone or anything harmful to Gree.

Dong Mingzhu deserves the reputation of Iron Lady.

Dong Mingzhu has always adhered to the principle of doing things with heart. She has always been an open and sincere heart to employees, products and distributors.

1997, the four major dealers in Wuhan faced the dilemma of bankruptcy. After two years of air conditioning war, they were greatly weakened. What should the next four families do?

Dong Mingzhu didn't turn a blind eye, but came up with the idea of four joint gree companies to jointly stabilize the market and create everyone's interests.

Facts have also proved that Dong Mingzhu's decision is correct and insightful. When dealing with dealers for many years, Dong Mingzhu also established a set of his own principles: you should not establish private business relations, you should be able to control the market and tide over the difficulties with dealers, you should establish a correct business philosophy, and don't mix personal interests at any time. Although many people don't understand it, it has been popular for a long time. Dealers have more confidence in Dong Mingzhu.

Consumers are God, and sales are to capture consumers' hearts. Not only the price, but also the excellent quality and thoughtful service, so that consumers can really feel the benefits and benefits, and they will be recognized.

During the period of 1999, 8 million Gree users who made a sensation in the whole country paid a return visit, which lasted for 2 months, mobilized nearly 10,000 people, and repaired one million air conditioners for consumers free of charge, so that consumers really felt Gree's sincerity and intention.

People's heart is the magic weapon for products to win.

Good air conditioning, made by Gree. This well-known brand image has been deeply rooted in people's hearts. Dong Mingzhu's insistence on professionalism has also enabled Gree to achieve brilliant achievements one after another.

Dong Mingzhu, a business wizard and a marketing queen, has firmly and solidly completed every step of her life with pure faith.

Dong Mingzhu's tenacity and ferocity made the media shout: Nothing grows on the road that Dong Mingzhu walked.

However, Dong Mingzhu said proudly: The road I have traveled must not be planting grass, but planting rice and growing grain.

The hardships and sweat along the way ushered in a full harvest.

Dong Mingzhu has a classic saying: "Whatever you do with your heart, you should do it in a down-to-earth manner. Work hard and I think I will do it well. As long as your heart is full of faith, you can climb all the way. "