Logistics: The panacea and shackles of ancient town lighting

Recently, there have been news that logistics companies are on the road. This was thought to cause industry panic. However, when the author communicated with the managers of some industry brand enterprises, the impact of running roads was no longer as great as before. Entrepreneurs even said that they have no influence, so that the author of the LED lighting companies in the response to the crisis in the growth of surprise. In the exchanges with these entrepreneurs, most of the answers are as long as the company is self-reliant, doing its own aspects, and having a sense of risk, the risks of logistics running can be completely controlled and avoided.

The main way for the logistics industry to influence LED lighting companies is to collect and pay for them, and the main reason for collection and payment is the lack of trust among manufacturers. This has led logistics companies to take the initiative or passively to take the role of “lighting payment treasure”. Therefore, to avoid risks, the first is to win the trust of customers.

The first step to earning trust is naturally to make product quality. As we all know, ensuring quality is first and foremost a company’s most fundamental and most important social responsibility. Lighting companies often hang on to their slogans such as quality, internal skills, and foundation. However, many companies have not actually put quality concepts into practice. Really fulfilled.

It is gratifying that a large number of forward-looking entrepreneurs have realized that quality will be the decisive battlefield in the future. In the fierce market competition, there will be no future without quality. In quality control, some companies will not hesitate to spend huge sums of money. The company hired top international experts to perform monitoring operations, lean production, and quality management throughout the entire process, which have also been introduced and adopted by lighting companies. At the same time, many companies have established a complete set of advanced scientific management systems, with an international certification system to regulate internal control, in order to create the standard self-requirements of China's first-class lighting companies, and constantly make a breakthrough in quality.

With quality assurance, many LED lighting companies have established enough trust with their old customers to no longer use the collection and payment method to settle, both to avoid risks, but also to speed up the cash flow rate and obtain more liquidity The development of enterprises has also been smoother.

However, LED lighting companies are not only old customers, but also need to develop a large number of new customers, so they must also have a brand. Many entrepreneurs have stated that to avoid risks, good brand norms need to be introduced. Chinese-style thinking has great humanistic characteristics. Familiar is trust, and unfamiliar is not trust. The brand is the best way to make people familiar.

However, the entry barrier of LED lighting industry is low, and the market is inevitably chaotic, which is not conducive to the establishment of a brand. Without a good brand guidance, the industry will not be standardized, and non-standard settlement methods will infringe on the interests of the company and also damage the image of the company in the minds of customers. While the real big companies are more concerned about the brand, but the current propaganda is not enough, the government also lacks guidance and support, and dealers who are at a loss can easily be fooled by some “concepts” and cause great damage to the trust between manufacturers.

Therefore, many philosophical and responsible companies began to pay attention to operating their own brands and achieved certain results. They can also rely on the trust brought by the brand to settle cash with customers. There is no risk because of the logistics industry storm. .

Self helpers Tianshui, self-improvement Hengqiang, in the face of some risks can not be changed for the time being, lighting companies best way to deal with is to do their own job.

Logistics: Lingdan and Yuyao in Guzhen Lighting Industry The economic structure and industrial structure of Guzhen Town are very prominent. Among them, the lighting industry is the leading industry in ancient towns and the economic pillar of ancient towns. From 1982 until now, after nearly 30 years of cultivation and development, a lighting industry cluster with an annual output value of over one hundred billion yuan has been formed with the ancient town as the center, covering the surrounding three cities and 11 townships, and becoming a major lighting market in the world. One of them is the largest professional lighting production base and wholesale market in China. Guzhen has 15,000 industrial and commercial enterprises for lighting and accessories, among which 8131 are lighting and lighting merchants. In 2013, the total output value of the lighting industry reached 14.28 billion yuan, accounting for more than 60% of the national market share; the total export value was 500 million US dollars.

Such a huge output value will inevitably drive the development of the logistics industry in the region. Relatively low, logistics is expanding as an artery and basic industry of the economic development of ancient towns. In the highly competitive market environment, the development of the logistics industry is also more and more important. As the ancient town economy develops into an accelerator, the development level of the logistics industry has become an important indicator of the degree of modernization and economic strength of ancient towns. It is the town economy. Accelerators for development and the "third source of profits" for corporate development.

Special line management "no one cares", control opening "squeezing the skull"

In the 90s of last century, Guzhen lighting and lighting industry has just started. As a supporting logistics company, it is controlled by related policies and is basically a dedicated line. If you run the Nanchang line, you have to go to the transportation department to apply for a license and pay a certain deposit. Then you can franchise the logistics business of this line. Chen Yousun, chairman of Shuguang Logistics Transportation Co., Ltd., also stated that as long as a shop, a table, a few stools, three brands, a few cars, and a registered capital of 50,000 yuan, even if they entered the threshold of logistics companies . The business model is only responsible for transporting the goods to the dealer's city in accordance with the manufacturer's requirements, and then distributed by the other party to different distributors.

Under this model, the industry gross profit was as high as 60%. At that time, Guzhen lighting lighting companies had just started and demand for logistics began to increase. However, this was a tiring business. Although it was highly profitable, locals in ancient towns were generally willing not to do so. Since that time, many foreign entrepreneurs who have traveled extensively have stepped into this magical land of ancient towns and slowly developed the logistics industry.

Before and after 2001, the state gradually liberalized the control of the logistics and transportation industry and no longer implemented special operations. At the same time, the town lighting industry is also rapidly developing. There are more and more companies that want to squeeze into the logistics industry, which is once a “single-wood bridge”. According to incomplete statistics, there may be as many as ten companies operating the same logistics route at that time.

In the past, the panacea was locked up at that time. After the logistics control was opened, the ancient town logistics industry developed rapidly. The difficulty was that there were no ports, no railways, no airports and other perfect transportation facilities. The highway was the only transportation carrier. Unclear information between many SMEs and dealers, payment settlement becomes very troublesome. Under this demand, logistics companies began to promote the service method of “receiving on behalf of payment”, that is, logistics companies instead of manufacturers receive payment from lighting distributors and return them to manufacturers. The basic model for this is: factory shipments. , The goods are delivered to a freight company (specified by the customer or determined by the customer). The logistics company specifies the method of collection according to the manufacturer's requirements (substitute or not, and the majority of payment methods), and then send the goods to the destination. Ground. After the goods are delivered, the goods will be withdrawn within a certain period of time according to the requirements of the manufacturer. On behalf of the manufacturers to collect payment, in order to reduce the manufacturers to recover the trouble of the purchase price.

It is worth mentioning that it is precisely because of the “consignment payment” that thousands of small and medium-sized enterprises in the ancient town can do business without going out of the house. If the ancient towns people give up "consignment payment", it means giving up a market network covering the whole country. Therefore, this convenient way was welcomed by major lighting companies and attracted customers from the surrounding areas.

However, this unique township logistics industry's unique “substitute payment and payment” model has allowed many logistics companies to become non-governmental financial institutions, and has mastered a large amount of funds. Once the logistics companies break the capital flow, they will have a great impact on the town lighting industry. . Scattered phenomenon has caused difficulties in management, and enterprises have faced bottlenecks in their development and growth. At the same time, the unregulated operation of the freight industry has caused the majority of ancient town enterprises to suffer.

In recent years, because the information of the production and sales parties is still not smooth enough, mutual distrust has caused great inconvenience to the lighting companies in opening up the market. As a result, logistics companies upgraded this model of payment collection and payment to a substitution model. The new model is for logistics companies to issue cheques to dealers for dealers. The cashing period of cheques is an agreed date after the signing day. When the logistics company is shipped, the dealers will need to call the logistics during the agreed period. Enterprises, and manufacturers can also go to the bank to cash checks after expiration. In order to prevent risks, the banking system will give logistics companies a fixed line of credit.

According to statistics from the Financial Office of Guzhen Town, there are 90 logistics companies that have opened accounts and used cheques in banks in Guzhen Town, of which 48 have checks. However, under the temptation of diversified investment, the individual freight department is no longer earmarked for exclusive use. Instead, it diverts the money to lending and housing, and individual production companies also use funds for cash flow. This created a high risk for this model today.

In addition, there is a new situation in the logistics industry: the business license of the logistics company is in the ancient town, and the venue is also in the ancient town, but the cheque is not opened in the ancient town. This is what we often call “outside cheque”. The relevant agencies reminded that if the freight ministry can't take a check at a local bank, it indicates that its funding situation may have been a problem in the local bank or the funding chain has broken, and it is unable to obtain trust in the local bank. Facts have also proved that these foreign checks still have problems such as the line number does not match the account number, the check does not match the stamping unit, and most likely it is a fake check or bad check.

"Scattered" has become synonymous with the town of logistics industry In recent years, with the town lighting industry continues to develop, as one of the lighting industry's important support for the rapid development of the logistics industry, has become the ancient town of lighting, flower seedlings industry after the third supporting industries. As one of the most important links in the supporting services, the freight industry in the logistics industry has played an important role in the development of the lighting industry.

According to the statistics of the Industry and Commerce Branch, there are currently more than 160 logistics companies registered in the ancient town, of which 116 are individual industrial and commercial households. The operating locations of these self-employed households are usually around 50 square meters, and the operation and warehousing are integrated, with extensive management and low efficiency. Poor ability to compete and risk, hand-written billing, or standing on the computer but counting only without networking. According to the number of unlicensed business households investigated and handled by the Guzhen Town Industrial and Commercial Sub-bureau, there are dozens of unlicensed and unlicensed freight forwarding companies in Guzhen.

These enterprises are of mixed quality, large and medium-sized enterprises with national civilization, and speculative small freight forwarders that may close down at any time, and the phenomenon of over-range operations has become increasingly serious. It is reported that enterprises that have obtained industrial and commercial registrations must obtain the “Road Transport Permit” issued by the Transport Sub-bureau if they want to operate logistics and transportation, and relevant departments indicate that nearly 60 companies have not obtained road transport qualifications or related records. The freight forwarders only had about 100 companies that obtained the license, and another 10 were express delivery companies.

The survey found that one of the main causes of the small scattered phenomenon is that the existing logistics sites cannot meet the ever-increasing logistics pressure. It is reported that before this, Guzhen once had three major logistics markets: Tianhong, Guyi and Gangdong. Today, the function of the Gangdong Freight Yard has changed; the Tianhong freight yard has long been saturated, there is no surface shop rental, and the function is also changing; after the removal and relocation of the old freight yard, the original part of the company can only be temporarily relocated to both sides of the ancient God Highway. Industrial area lease land to do cargo. The emerging Shengteng Logistics Park, Shengqiu Logistics Park, Guzhen International Logistics Park, and the logistics of renting out houses in every village and town are extremely fragmented. It is extremely inconvenient for enterprises to ship, and it also poses some difficulties for government supervision.

In addition, the current town logistics industry can be described as lack of industry communication and exchange, and each logistics company is independent. As early as April 2012, a logistics company in Guzhen was dissatisfied with the new logistics company to drive down price competition, and hired people to design a delay ignition device to set fire to the car. When the truck arrived at the shipping point in Changzhou, it automatically started firing, and 150,000 lamps and lanterns were nearly destroyed.

It can be seen that the logistics industry in the ancient town is loose and the vicious competition is in a significant state.

With the rapid rise in costs such as oil prices and labor, the ancient town logistics industry is no longer an attractive fragrance.

It is understood that, on average, several logistics companies have withdrawn from the market each year, and there have been fewer and fewer companies entering the industry. The gross margin of the industry has also dropped from the earliest 60% to the present 30%. Experts predict that in the near future there will be more small logistics companies that will be eliminated, and these market shares will also move closer to large and medium-sized companies.

The logistics companies operating around the ancient town lighting industry cluster are actually a microcosm of the rapid development of China's industrial logistics. In addition to local logistics companies, there are many international industrial giants in the ancient town, such as ProLogis, AMB Logistics, etc., have also “snapping around”.

Substituting for payment and collection for each family is a difficult reason for collection and payment, and it has always been the main reason for all sectors of the lighting industry to criticize the logistics industry. However, the author found in the exchange process with some lighting entrepreneurs that for collection and payment, Logistics companies are also aggrieved. Obviously, collection and payment is not only the helplessness of lighting companies, but also the helplessness of logistics companies.

Origin: The disaster of the “Yuan-Yuan” model has existed for a long time in the freight logistics industry in our town, which has its special historical reasons.

Some logistics entrepreneurs told the author that, in fact, the initial collection and payment of logistics was done as a convenient and voluntary service. It was created to facilitate manufacturers and attract business, but never required a return. The logistics company never insisted on collection and payment. . If manufacturers do not collect and pay for logistics, but pay for their own, logistics and service charges, logistics providers are more relaxed.

As we all know, the diligent Guzhen people originally used lanterns to sell lights. They then ran outside, not only to ship, but also to collect their own money. With the gradual development of the market, the increase in transactions, and the gradual increase in the volume of lighting products in circulation, it will inevitably come into contact with dealers when the turnover is inconvenient, it will cause a sum of money to take trains or planes many times, not only inconvenient, but also Pay a large collection costs. As a result, many entrepreneurs require logistics providers to collect income. Because they are their own food and clothing parents, logistics companies can't refuse it naturally, so they generate collections.

In the case of dealers, not all enterprises in ancient towns are like big companies like NVC, Op, Shengqi, Huayi and Kaiyuan. Dealers also worry that if they pay their money prematurely, the goods received are not satisfied or the time is not Timely recovery troubles occurred. Historically, there had been a dealer who had paid 200,000 yuan, but only received a few cardboard tubes and lamp shades that were wrapped roughly in the cardboard box, and even some manufacturers who failed to close down were not successful. With money, no one shipped and fled. For the sake of safety, dealers had to entrust logistics to use cheques to pay first, and then receive goods to satisfy the need for peace of mind. Some dealers will also require the logistics company to pay for the goods first, which will result in the payment of payment. .

For both manufacturers, logistics is on the side, what can be seen in the nearest place, much better oversight than a partner who is thousands of miles away, so they are happy to collect and pay for the logistics, and the logistics providers do a good job of online trading. The similar work of popular Alipay, eliminating the credit concerns of the manufacturers, or free, out of the meaning of value-added services, has caused many problems.

Status Quo: Every family does not do business difficult to do the collection and payment model so that both the production and sales of the lighting industry are no longer constrained by the flow of funds, and accelerate the expansion of marketing channels and industrial development. Later, the freight department used cheques instead of cash transactions to obtain the account period, and now there is an industry situation in which logistics is moving.

According to statistics, there are currently more than 200 logistics enterprises in the ancient town. Apart from dozens of brand logistics such as Qin Yue, Shuangtong and Tianhong, there are still a large number of self-employed logistics, and there are even some self-employed households without licenses or licenses. The operating space of these self-employed households is usually only about 50 square meters and integrates operation and storage. Excessive management, low efficiency, lack of comprehensive competitiveness and resistance to risks. Hand-written billing, or the use of a computer to count only but not connected, and the general awareness of intellectual property protection is weak. At the same time, many logistics companies, called freight companies, are even scattered within the rental houses of towns and villages, which poses a certain degree of difficulty for government supervision.

A special phenomenon is that cheques and collection and payment can pass regardless of large logistics or small logistics. Many logistics companies not only have unlicensed operations, over-range operations, there is also a new situation: its business license in the ancient town, the venue is also the ancient town, but the cheque is not open in the ancient town. At the same time, due to many years of habits, almost all lighting companies and logistics companies use check current tickets or even long-term use as a circulating credit currency, so that billing logistics companies cannot supervise them.

Thanks to the collection and payment of cheques and the passage of cheques, even if one sees the danger, no one logistics company can refuse. Many responsible logistics companies had to admit their mistakes after the turmoil took shape, indicating that they should not allow customers to have mistrust, that they were not doing well in communication and could not blame the customers. And prepare a lot of funds to maintain their credibility, and move forward in a difficult market environment.

Hazard: Injured and wounded, no winner has already arisen. Harmful nature has come one after another. The chaos of lighting logistics has brought great harm to lighting companies and logistics companies. It can be said that this situation is only sustained and there are no winners.

For LED lighting companies, the biggest danger of collection and payment is the misappropriation of goods. Since logistics companies often have an agreed time period between the collection of payment and the settlement of payment between the logistics company and the seller, a capital deposition period is formed before delivery. If the logistics business owner only needs to use a week, it can use this payment as Other uses eased its financial tensions. What's more, some sellers have not been able to receive payment on time because they have not been on time for a long time. This has facilitated the transfer of money collected by owners of logistics operations. What is more, when the owners of these logistics operations are misusing their business, they use information asymmetry, and the sellers do not pay attention. They run the goods sent by the seller and the goods they have collected for sale. An evaporation event occurs, causing the seller to sell. The cargo party could not find the recovered goods and money. Such incidents occurred from time to time throughout the country.

For the logistics industry, this chaos is not easy. The most immediate problem is cash. On the one hand, counterfeit banknotes are harmed. Because logistics company employees are not professional bank staff, after all, they have not received special training. Many logistics companies also have insufficient hardware and equipment, and they receive fake banknotes in large amounts of cash every day. Inevitably. On the other hand, a large amount of cash is received every day, and it is difficult to keep it. Once a theft occurs, it will have catastrophic consequences.

Another major problem for logistics companies is the risk of rumor. As the amount of business in the lighting industry continues to increase, the amount of checks inevitably increases. Some entrepreneurs who have received damages from other logistics companies, or entrepreneurs affected by rumors, have been dealing with logistics companies for many years and have a large number of check transactions. In doing so, it is responsible for itself and its business partners, and it is normal for its logistics partners to care and be responsible. Many logistics owners have also expressed their understanding. However, if the number of people looking at the company increases and unclear corporate agglomeration causes onlookers to run on the market, it may destroy an under-prepared logistics company.

The turmoil in the logistics industry has long been rooted in enthusiasm. Logistics companies and LED lighting companies can be said to have no one in the board. The entire industry should actively consider the answers to this difficult problem.

In the past two years, most of the logistics enterprises in the ancient town and its surrounding areas have been caught in different levels of difficulties, and they are in an urgent need to break out of the "defective" situation. Some small and medium-sized logistics companies are even in a whirlpool of vicious slaughter. In the face of cruel competition and the status quo that cannot be optimistic, how to establish a foothold, develop, and become bigger and stronger has undoubtedly become a difficult problem for small and medium logistics companies.

According to incomplete statistics, at present, there are about 300 million worth of lamps and lanterns that are transported throughout the country on average every day. The daily freight volume exceeds 20,000 cubic meters, and Qin Yue Logistics alone accounts for more than 15% of the total. What is amazing is that so far, Qin Yue Logistics has not issued a bad check, and its cheque is a hot commodity in the industry. The position of the industry leader of Qin and Yue Logistics can be described as unrestrained and no one can shake it.

Today, we visited the Taishan Beidou of the logistics industry in the ancient town, and the feudal leader of Qin Yue Logistics, known as the “big boss,” provided advice and advice on the “old stubborn diseases” of the ancient town logistics. The words of the boss were humorous and humorous. Examples were lively, witty remarks, and thought-provoking.

The author of the postponement cheques is the scourge: With the continuous expansion of the town lighting lighting industry, it has also driven many industries associated with it, and logistics is one of the industries that has been driven by rapid development, but in recent years, the ancient town The logistics industry has experienced many “walking” phenomena. Feng Song, what do you think are the problems with the ancient town logistics industry? What are the root causes of these flaws?

Feudal: The main situation of the ancient town logistics industry is that the accounts of last year were dragged to the next year. This is a postponement cheque opened at the end of last year. It should be cleared before the end of the year. The ticket issuers are accustomed to dragging it into April and May. This gave plenty of time and space to dealers who were poorly managed and wanted to pass on the crisis. After giving time, when it was time to cash in April and May, some of the drawers’ funds had broken links and they had not recovered the funds. The ticket holders are going to recover, and the ticket maker takes a evasive attitude, and some will even run away.

These people, on the whole, run away from money, misbehave, break the capital chain, and have to do it for nothing. But are they responsible for it? Of course it's the responsibility, because you shouldn’t open such a long-term check yourself. This is right. An irresponsible manufacturer, who did you run the real victim? The real victim is the manufacturer. In the ancient town there is a more prominent phenomenon, that is, there are more small and medium-sized micro-enterprises, and the ability to resist risks is relatively poor. It may be that they made so much money in the past year, and they all pressed on your cheques. You Running, it means that he didn't even have his interest. Therefore, this is more harmful to people, and your own mismanagement has brought huge losses to manufacturers. This is your responsibility. This is indisputable.

It's hard to stop the writer from cheating: How do you think we should get rid of these criticisms?

Feudal: The development of an industry can not be separated from the promotion and guidance of the government, and the logistics industry is no exception. In view of the particularity of the logistics industry, how to fully play the role of government promotion and guidance requires the joint efforts of the government, associations and enterprises. In addition to the government's guidance, promotion role and sound logistics infrastructure construction, the core issue is the logistics company itself. From the government's perspective, they have been making active efforts to improve, and the methods are also varied. However, due to the relatively low barriers, intense competition, and tactical tactics, the government management steps have not been implemented among the shipping departments. They are quick to keep up with their lawbreakers. If the government can get their cheques, they can take cheques from other places. There are other things. It can be said, “You have policies, I have countermeasures,” or not. Fundamentally solve the problem.

What is certain is that the government still has done a lot of work and has also played a certain role in improving it in the short term. However, under the principle of "policy and countermeasures," those skeptical logistics companies do not seem to have changed. The signs are, on the contrary, increasingly fierce. Because of the fierce competition, they are doing everything possible to survive.

Never had a short cheque ever written: How does Qin Yuen Logistics protect customer interests?

Feudal: In the market competition, manufacturers and merchants should also keep their eyes open. Government management is a level, and it is also a level to conduct business risk prevention. You may be greedy for cheap, or follow the arrangement of your dealer. You know that the freight department is almost gone. You are still letting him deliver. It's not clear that "the tiger's tail is exposed and his mouth is open. Blood sucking. You also send blood to his mouth." You deserve it too. If you are vigilant, you can avoid some of the risks. Therefore, after we sympathize with those manufacturers who have suffered losses, we also remind them to eat a piece of wisdom.

Our logistics company itself is guaranteed by our reputation. If we have bad records, manufacturers and merchants will not cooperate with us. I said that this is a postponement of the cheque. As for the reliability of the postponement, it depends on my credibility. If I have a reputation, I have the reliability. Everyone holds my cheque and I am assured that this is the value of an honest logistics company. In contrast, we are also more rigorous in the selection of our customers. Bidirectional choice. And what is the degree of our choice between Qin and Guangdong and our customers? You once violated discipline and I warned you; for the second time, I will clear you out. Our selection and our stay are all quality customers. With the support of our high-quality customers, our reputation is more secure. Therefore, when other people's capital chain broke down, I said with great confidence that our funds in Qin and Yue could overflow and even the banks would support them.

Today, we have never opened a bad check. Even if the business ran, the loss of our own commitment, the ticketing of the ticket, we should arrest people arrested, the unannounced visits to the use of all kinds of power we use the unannounced visits. What is the main purpose of our doing this? It is to ensure the safe operation of manufacturers. I can speak loudly with the manufacturers and merchants. You can rest assured that you will be able to enter the safe if you have a cheque. If you have a check that is not what he ordered, we will notify you. Negotiate with customers to solve this problem together. But like some manufacturers, the cheque has nothing to do with the cheque, and there is no sense of service. If the next time you deliver the goods to me, the goods will be sent to you, but you have to solve the previous problem before you can The cheque is now taken; you do not solve it, but first let me in, and when will the time be resolved. Without credit, I will teach you about the norms.

In the common market, we must operate with integrity. Not only do we have to do business with integrity but we also need to operate with integrity in order to maintain a smooth business environment.

The word “honesty” is more than that of Jin Gui: Many logistics companies report that because the current gross margin of the industry has dropped from the earliest 60% to the present 30%. Many small and micro logistics enterprises have experienced difficulties in survival and have even been eliminated. However, they have heard that Qin and Yue logistics are developing every year. How do they do it?

Feudal: Our Qin and Yue logistics is not the same as other companies, because other companies are mostly small and micro enterprises, that is, more people who start their own businesses. At present, there is not much savings. And I have been doing this industry for decades. From the reform and opening up to the present, I have accumulated experience along the way and accumulated funds all the way. In the past few years, the company hasn’t seen negative numbers. The business year after year is going up. Others say that business is both good and bad, but we are still soaring. This has an important connection with the word “good faith” that we firmly believe. I have always insisted that if you don’t take up other people’s money, you’ll lose. If you count, you’ll have to count. You’ve been escorted by not your losses, you’ve won, won your credibility, and won everyone’s trust. With good faith, everyone is willing to do business with you, and your profits come naturally, and honesty is the source of profits. The reason is very simple.

The shipping department is also a phenomenon of natural elimination because it can afford to run. This is because there is competition and the competition is fiercer. The better the survival of the fittest, this is an objective law. Knowing this rule requires guarding consciousness, and using the minds of business people to choose your partner, you can't be foolish enough to hit the gun. This does not blame people not reminding you, only to explain that you have a problem with the way you do business, then you should pay this tuition to grow wisdom.

Unified management, unified settlement of the author: As the leader of this industry, Feng total can you give the government and other logistics companies in Guzhen suggestions?

In feudalism: I think that the logistics industry in our town wants to develop better and needs collective efforts. In order to make the ancient town a better environment, each company uses its own credibility to safeguard the reputation of our industry, the image of the industry, and the dignity of the industry. This ensures that the funds of the manufacturers can be put in place in time to ensure that the manufacturers are in an economic downturn. If you survive, there will be tomorrow. For the original prosperity, we also have this responsibility. There is really something wrong. It is not only the manufacturers who suffer losses. Our logistics companies are also involved. This industry is not good. It is useless if you do better. This industry is not good. We have no business to do, so we have to do it well for ourselves and for the lights.

So far, there may be more than 20 large and small logistics sites in the ancient town, and there are scattered scattered on both sides of the ancient God Highway. Nowadays, manufacturers have a high cost of logistics, including vehicles, personnel, fuel consumption, etc., a logistics field in the east, a logistics field in the west, and the time and money between delivery drivers returning to the logistics field are incalculable. This is also an ancient town. The traffic caused great inconvenience and increased the frequency of traffic accidents. At present, the root cause of traffic jams in ancient towns is related to the unreasonable layout of the logistics market. Therefore, I hope that the government will come forward to help, standardize, build a large logistics market, and manage and unify the settlement.

Avoiding Risks Shows the Most Important Way to Avoid Risks The most important one is Ou Jing, general manager He Haitao The safest way for logistics collection and payment and cheques is to avoid them from the beginning.

For old customers, Euroview has always been willing to settle the low profit points with them to settle the cash payment method, avoiding the use of payment collection and payment mode. For new customers who have cooperated for the first time, if they can't reach a cash settlement agreement, Oujing will contact the local old customers and let them help the old customers to receive the goods, so that new customers will check their goods and payment, and then transfer the goods. If there is no local customer assistance, Oujing will send people to the local area to pick up the goods and collect the money in time after the customer's acceptance. Even if it is necessary for some reasons to resort to collection and payment, Oujing will only choose a company with a very good reputation and cooperate with a logistics company that has cooperated for many years, and will not bring risks to the company because of expenses and other reasons.

It is this attitude of cautiousness that has always been maintained. In the course of many years of operation, Ou Jing has never caused losses due to problems with logistics companies.

For many years, Liu Changwen, the general manager of Liang Erya, who has not run for a minute, has been in the lighting industry for many years, and Liang Erya has never lost a penny for running a logistics career.

To do this, we must first carefully select dealer customers. For many years, Lianger Yadu has insisted on the cooperation between the main and reputable dealers and established a profound friendship and understanding with each other, thus it can support each other in the lighting industry with heavy pitfalls and avoid risks. Of course, the well-respected dealers' customers will not be completely uncooperative, but they will try to avoid dealing with them. Even if they want to cooperate with them, they must also ask them to pay for the goods first.

In order to survive and continue to develop in the highly competitive lighting industry, lighting entrepreneurs must be trained to be eye-catching, not only to identify good dealers, but also to identify high-quality logistics, and to timely conduct the status quo of logistics companies in cooperation. Examine, do not follow the crowd.

Of course, if you don’t lose at all, the most thorough solution is not to collect and pay for it. This is how Liangya does it.

Finding out the logic is the solution to the problem. The telecommunications company according to the chairman of the city Wen Shulin's logistical run has brought about corporate risks. This problem has been a long time ago. I also put forward my point of view many years ago. It was to clarify the logic of the debt relationship. .

Logistics run, and in the end who is responsible for the loss? Is it a manufacturer or a business? Simply saying this may not be easy to understand, but the insurance industry has a phenomenon that is very similar to this, and it is much simpler to understand. If a person signs an insurance policy the night before, the insurance premium will be handed to the operator of the insurance company. The clerk must not be able to account for the insurance premium. In that case, if the customer goes wrong in the evening, he will not be able to obtain the compensation. Therefore, the dealer will pay the freight payment to the freight department, and if the money does not reach the manufacturer before the loss, how can it make the manufacturer responsible? Lighting industry, entrepreneurs big business, do you have to bear this loss?

Having sorted out this logic, we can completely eliminate the dangers of collecting, collecting, and paying for logistics, but we have not paid attention to it for many years, resulting in continuous losses and controversies. It is indeed unnecessary.

Cultivating Good Habits The most important aspect The general manager of Aumann, Long Wanyu, runs irrationally. Therefore, LED lighting entrepreneurs and businessmen must form good habits, communicate in a timely manner, and only cooperate with high-quality partners.

其实，跑路的物流不只LED照明产业基地有，照明市场同样有，我在武汉市场做生意就遇到过。但是，有个更过分的是那么物流企业明明还在经营，但是欠了我两年的货款还是不肯给，一打电话过去态度非常好，温声细语，但是就是不肯承诺付账。亲自找过去也是服务态度极佳，但一说到付款就找这样那样的理由，反正就是一句话，没钱。我又不能去查他的账，就只能这么拖着。

做生意，最关键的还是要在厂商之间建立信任，不要通过代收代付的方式结算，这样多了很多流程，流程多了，出问题的环节肯定会多。厂商之间经常保持沟通，直接打款或者现金结账，就会好得多了。

只做大宗生意恩多照明总经理何伟这么多年来，恩多照明都只做点对点的发货，并且都是独立车皮或者货车运输，让经销商客户想不现金结算，采用代收代付都不好意思。

什么样的生意好做?当然是大生意好做，有规模优势，能带来许多的便利。怎么才能做大生意呢?唯有精耕细作一个特定的市场。一直以来，恩多对自己的优势市场都十分重视，对确定主攻的市场完全吃透，在该市场创造巨大的销量。做生意不容易，所以照明企业更应该知道哪些是自己容易做的生意，在区域市场成为强势品牌，能够随着行业发展的势能带动自己在当地市场的发展，生意做起来就很容易了。

在市场做强的时候，物流运输的都是大宗货物，有时候能够一次就运几车，在物流运输的时候就能尽量做到独立，在节约费用的同时还降低了风险。

努力做好制造型企业杰宇总经理袁钰杰这么多年来，杰宇从来不开支票。道理其实很简单，谁去买日用品的时候还会赊账呢?

现在的照明企业大致可分为两种类型，一种是营销型企业，一心想着怎么把市场做大，一心铺货，代收代付自然难免;另一种是制造型企业，将大部分精力放在产品上，把产品的性价比做好，做出自己的特色，做出自己的吸引力，让消费者欲罢不能。不依赖经销商去卖货，而让经销商依赖企业的产品去赚钱。杰宇多年来的习惯，就是倾向于做制造型企业，将产品做好，做成照明行业的“日用品”。因此，企业在重视产品质量的同时，一直在努力做开发，例如今年六月份，企业又将拥有几个新的模具，给行业消费者带来几款新的好产品。

做好了产品，经销商就愿意直接打款进货，甚至先款后货，企业丝毫不会受到物流跑路的威胁。

企业当自强信和照明总经理邓重秋对于企业而言，要规避物流风险，首先应该自强，做好企业的内部管控。

古镇有许多的低端产品，有的企业为了资金周转甚至做零利润或者负利润，通过物流代收代付快速铺货很正常，加上有的货运部本身动机不纯，导致行业出现了许多问题。但是，即使困难重重，企业也不能够牺牲自己与之同流合污，免得和他们一起被行业大潮湮灭。

企业的自强之路，在于做大做强，因为做大了，就能具有掌控能力，对经销商、物流企业有选择性地合作。如果暂时还不够强大到掌控外部，起码应该首先做到洁身自爱。这么多年来，信和照明就从来没有做过代收代付，如果经销商坚持代收，企业宁可不要这个客户。

归根结底，货运部只是赚取运费的实体，要避免代收代付关键还是看厂商之间的协议。

提升品牌硬实力职业经理人刘进峰要规避风险，关键是提升企业硬实力，赢得客户信任，能够妥善协商支付方式。

一个国家发展存在着两种实力，一种是“硬实力”，另一种则是“软实力”，这也是衡量一个国家的综合国力的两种主要构成要素，也称为“有形力量”和“无形力量”。硬实力，主要是指支配性实力，包括了基本资源(如土地面积、人口、自然资源)、军事力量、经济力量和科技力量等;软实力，则可以分为国家的凝聚力、文化被普遍认同的程度和参与国际机构的程度等。同样，一个品牌发展也存着硬实力和软实力这两种主要构成要素。硬实力主要包括了品牌提供优质产品的能力、提供优质服务的能力、品牌的自主创新能力、品牌的核心技术等可以看得见、摸得着的硬件，而软实力则包括了品牌的文化建设、文化内涵、精神品位等不易察觉的软件。

给了经销商看得见的硬实力，就能和他们一起规避物流风险。

规避风险是一个系统工程原中照联总裁助理袁维文要想规避物流风险，首先需要政府出手引导。物流现状时照明行业的行业弊病，不是依靠几个企业能解决的事情，企业也很难不涉入其中，因此政府应该做一个强有力的引导者和规范者。物流做照明行业的支付宝，并不是错误，只是没有出现像阿里巴巴这么强有力，值得信任的品牌。

其次，企业也应该有自己的风险意识，做好预防机制。货运部建立之初都是希望赚钱，都不可能会刻意跑路，但是当他们被逼无奈的时候，企业应该能够想办法至少独善其身。

第三，行业规范也需要金融介入，一方面提升物流企业的抗风险能力，另一方面也可以监督和规范物流行业的金融操作。

目前而言，政府才能完全整合这三方面的力量，因此在这个系统中政府应该作为主导，将这个系统建立完善，为照明行业打造一个良性的市场。

各方都要出力玛兰士总经理袁冠峰对于目前的几家物流跑路，我只是听说了一部分，看来并没有波及很深。至于要解决这么根深蒂固的物流问题，则需要整个行业的方方面面协作才能完成。

首先，行业商协会、物流协会等组织应该充分发挥自己的引导作用，联系政府、金融、法律等方面的资源使整个行业更加规范。

其次，LED照明企业和物流企业应该树立良好的经营心态。跑路在很多情况下是迫不得已的方法，但是并不是唯一的方法。如果跑路，就是彻底砸掉了自己的个人品牌，以后将不可能再在LED照明行业立足，真正愿意在照明行业有所作为的LED照明企业和物流企业都不应该采取这种极端和方式。

第三，LED照明各方面媒体也应该充分发挥监督作用和信息传播作用，帮助LED照明实体更好地发挥各自的职能，也能在出现状况的时候将消息及时传播出去，将损失降到最低。