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 提上来：Songxu 的故事 |
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作者：游客 在 海归商务 发贴, 来自【海归网】 http://www.haiguinet.com
非常感谢Songxu 跟我们分享他的创业故事。虽然是在美国，但是创业的精神在哪里都是一样的，非常值得海龟们借鉴。即使回去，特别是创业的话，开始一定会有一个非常艰苦的过程。所以大家不能抱有太大的幻想，回去前一定要有吃苦的准备。而且海龟们创业，很多人其实是要把国内作为一个低成本的生产和研发基地，市场却是在国外。这个空间无限广阔。于是，在国外开发市场，进行销售，就成为非常关键的环节。Songxu 先生在市场开发中的经验，值得大家借鉴。
同时期待另外一位对话的朋友， backsoon 跟我们分享他在东京或者其它地方创业的故事和经验。我们觉得这种扎扎实实的cases是大家最为需要和渴望了解的，比任何空谈都要有价值得多。
Thank you for your interest.
Here is how the company started. It did not start with me, sorry, but everyone could learn from it. Our VP, then was a junior faculty, was following up with the latest SPM research, and start to build SPM himself, nothing but a research project, he team up with another professor in Arizona, build their first SPM, and make it very different from the other SPM in the market. So, they went out and talk to other fellow scientist, and some of them are interested and want to buy it for their own research. So they sold their first for $6000, just enough money to build the next one. They found the biggest SPM company then, and sign an OEM deal. And start to sale the SPM head as part of the big SPM company's product line, and make 2 mil the first year. So they spent all the money they made to develop a more complete package of SPM, later start to make the big SPM company angry. So they went independent, but very diffcult, because the company just has 10 people, it was very very diffcult. So they went out sold their company to another big company, the mother company pull in 2 million as investment to make the company grow, and hire lots of talented business people, and use local sales representative as sales network. Our international sales manager is a Jewish women full of energy, she open up the European market and make the company fly. But the US market was very bad, total sale in USA was less than 1/2 million. I join the company at that moment, it was diffcult, the product quality was very poor and make customer very angry. 1/2 of the company quited including the then president. However, the rest 1/2 remained did not give up and try very hard to make the product quality stands up. The fact the profitibility of the product is very high, margin is 70%, that survived us even we made lots of mistakes and did lots of stupid things. So the total sales grow to 10 million in 2 years, and we finally made enough money to buy ourselves back from our mother company, and to be independent again. It was very diffcult time, and the most diffcult time for me was, I drove 10 hours to visit a customer, and walk into a lab full of angry customer ready to beat me, becaus of product quality and lack of support response, and I was suppose to calm them down, and I failed and I have to drive another 10 hours back home. But whatever did not kill a person, will make him stronger and love it more. And whatever how suck your job is, if you make your customer trust you as a person who is doing his best to help, you will be just fine.
作者：游客 在 海归商务 发贴, 来自【海归网】 http://www.haiguinet.com
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 提上来：Songxu 的故事 -- 海归论坛 - (5786 Byte) 2003-2-27 周四, 23:37 (3670 reads)
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