“Sales that can provide customers with unique commercial value in the process of selling the company’s products have the three major capabilities of guiding customers, flexibly adapting and controlling the sales process and price.” The challenge here is not to embarrass the customer, but to challenge the conventional thinking of the customer and lead the customer to see the business value that is overlooked in the production activities.” — This passage is taken from the book “Challenge Selling” recommended by Mr. Wang Ping, Chairman of WCKE China and General manager of WCKE China.

In 2022, when the global epidemic has not subsided, Mr. Wang took over as the head of Xick China. In July this year, in the interview with the author in the Beijing office of Xick, we saw the style of an industrial manager who is determined to forge ahead and excellent management. Listen to Mr. Wang sincerely and exuberantly talk about his perception of the present, the hope of Xike China and the deep understanding of the Chinese market.
While it is not surprising to achieve in good times, it is essential to learn to grow and draw strength from adversity. Since last year, XIke China has begun to focus on lean management training, how to meet the changes of the market and customers, how to change themselves from the inside out to better adapt to the future, how to constantly improve to obtain sustainable development is a compulsory course for every Xike person.

Since we can’t change the direction of the wind, we should adjust the direction of the sail in time. In Wang’s view, the “lean” he advocated can be interpreted into two meanings: First, internal collaboration and cooperation, through the adjustment and reorganization of the organizational structure, so that every employee is aware of the importance of lean process. Each employee in the work is not only to carry out the orders of the superior, more importantly, actively participate in the role of decision-making and auxiliary decision-making. Team principles are not divided entirely by administrative organization, but mainly by business relationships. Breaking the idea of centering on a certain department, establishing a cross-department team sales model oriented to the end customer, reducing the waste of personnel and costs, improving internal work efficiency, closer to the needs of users, and being able to respond positively to the changing market is the ultimate goal.

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It’s not size, strategic goals, or culture that really matters for a company’s continued success, but a focused focus on creating real value for its users.
In Wang’s view, the more important point of “lean” is to better understand the challenges and pain points of customers, and find solutions through co-creation in order to maximize the customer value of Xick.

“There are many followers, but few leaders.” Mr. Wang said, “The advantage of Xick should not be to provide a single product or technology, nor to win market recognition by price. I expect every employee to study the needs of end users more deeply and thoroughly, and form a push and pull relationship through the high-quality interaction between Xick and users to support the development of end users, and finally achieve a win-win result.”

The development and growth of an enterprise cannot be separated from the managers’ keen insight and profound cognition. For the management ideas of XIC China, Mr. Wang insists on user-oriented externally and people-centered internally. He takes streamlining as a means in the organization, adopts the parallel design of comprehensive working group in the working method, and adopts joint research and development in the supply method. Pursue “zero defects” in terms of the ultimate goal.

Have the courage to push boundaries

“The ego is like an egg: when broken from the outside, it is food; when broken from the inside, it is life.” Mr. Wang vividly interprets the meaning of “breaking through the boundary” in his words.

First, we should push the boundaries of our own thinking. The traditional industry product business is complex, but the business model is simple, and the customer is first, but in Wang’s view: “The importance of OEM manufacturers is undeniable, but I think that the quality of products or services should ultimately be based on the satisfaction of users, so it is necessary to establish the idea of user-centered and user service.” The end user is the direct experience of the actual demand of the market, we insist on using the voice of the end user to force the development and production of Xick China, and finally realize the leap from following to leading to driving.