人物
丝路员工成长记③ | 南非海外仓花甲销售阿米莉亚·丹尼斯·博思玛 & 电瓷小将披荆斩棘者张冰
来源：中材国际南非、中材电瓷 特约运维员 李若彤 发布时间：2023-10-18
今年是共建“一带一路”倡议提出10周年。10 年来，中国建材集团坚定不移走国际化道路，不断创新“走出去”模式，始终秉持“为当地经济作贡献、与当地企业合作、为当地居民服务”的合作共赢“三原则”，为“一带一路”沿线国家和地区提供高质量建材和工程技术服务。我们遍布全球的2万多名海外员工，在砥砺奋进中书写精彩答卷，在企业发展中实现共同成长，用一点一滴的默默奉献生动谱写“美美与共”美好蓝图。
小料向大家分享他们在“一带一路”建设中播撒梦想种子、收获喜悦果实、书写丰富多彩人生的精彩故事……
年逾花甲的销售经理
阿米莉亚·丹尼斯·博思玛
2019年加入中国建材
现任中国建材国际南非公司销售经理
为响应“一带一路”倡议，围绕中国建材集团国际化战略布局，2018年集团在南非开始探索发展海外仓模式，2019年1月，南非约翰内斯堡海外仓正式运营，开始了东南部非洲市场开拓。
南非海外仓运营初期，资金与人员十分紧张、产品采购和销售的渠道尚未打通，客户短缺、市场经验不足、社会治安不稳定、生活环境不适应等困难接踵而至。此时的南非公司，急需一个熟悉当地市场、业务能力全面的属地员工打开局面。阿米莉亚·丹尼斯·博思玛就是在这时加入南非团队的。
出生于1961年的阿米莉亚，进入公司时已年近六十，在国内这已是退休的年纪，但是阿米莉亚却每天都激情饱满，全身心投入工作。
南非公司起步之初，人手十分紧张，每个人都身兼数职，既是销售也是采购，既要负责前端清关，也要负责产品入库。阿米莉亚做事细心负责，公司将销售单据管理工作交由她负责。她每天都要处理几百页的销售单据，进行归档、管理，从未出现过差错。为有效做好仓库盘点，每天下班后，阿米莉亚都带着几个年轻同事，加班加点梳理货物，更新盘点台账，做到数目、账本日日清。阿米莉亚以公司为家，高度的责任心也影响着其他属地化员工，在她的培养下，仓库团队力量日益强大。
2020年，新冠疫情暴发，既是挑战，也是机遇。因为疫情，南非当地很多竞争对手无法工作，国内竞争工厂无法到南非拜访客户。此时，南非团队借助强大的供应链资源优势，备齐产品种类，陆续引入离网逆变器、铅酸电池等产品，保障供货充足，成功发展了大量优质且稳定的客户，不断提高市场影响力和占有率。
近5年来，南非公司的业绩连续实现爆发式增长，从几百万、上千万、一个亿到超过10个亿，南非海外仓完美地诠释了什么是“从无到有，从有到优，从优到精”。而阿米莉亚的2022 年个人销售业绩也达到 2.49 亿兰特（约为 0.9 亿元人民币），为公司超额完成业绩目标做出了重要贡献。
目前，南非海外仓已搭建起以约翰内斯堡为总部，开普敦、德班和伊丽莎白港为分仓的“1+3”市场布局，仓储规模达3万平方米，围绕分布式光伏+储能等新能源产品链进行分销及服务，并为客户提供属地化的售后服务，形成以南非为核心，辐射津巴布韦、赞比亚、博茨瓦纳、纳米比亚等周边区域国家的发展格局。
海外公司在经营的过程中，属地员工建设对公司的发展很重要。属地员工通常都更加通晓当地的对接方式，不存在文化隔阂的问题，使很多难题可以迎刃而解。因此中建材海外在属地人才队伍建设方面不断加大力度，吸引和培育当地的高质量人才。
在南非公司起步阶段，由于属地化员工紧缺，阿米莉亚向公司推荐了自己女儿香农·雷·凯特。经过严格的考核，香农于2020年2月正式加入南非团队，成为一名行政人员。进入公司后，香农也继承了她母亲认真负责、敬业忠诚的品格，在工作中不抱怨、不推诿，脚踏实地，遇到困难想方设法去解决，得到大家充分认可。
随着公司发展规模不断扩大，南非团队也不断壮大。目前南非团队共有员工 145人，其中属地化员工127人，属地化占比达87%。
现如今，公司“一带一路”建设已经到了深耕厚植、精雕细琢的关键阶段，海外仓也逐渐成为中国制造走出去的新驿站，让不同经济文化贯通融会的友谊桥梁。在属地化战略部署下，阿米莉亚依靠敬业的精神，始终以公司利益为先，通过不断的实践，提升自我优势，拉紧与公司互联互通纽带，共同融入经济全球化大潮中，走出一条互利共赢的康庄大道。（中国建材国际南非公司）
（上下滚动查英文版）
A Sales Manager in Her 60s
Amelia Denise Bothma
Joined CNBM in 2019
Sales Manager of China National Building Materials International South Africa Company
In order to implement President Xi Jinping's high-quality development plan on promoting the joint construction of the "Belt and Road", and center on the international strategic layout of CNBM,the Group began to explore the development of overseas warehouse models in South Africa in 2018 and the overseas warehouse in Johannesburg, South Africa was officially opened In January 2019.
In the initial stage of the development of the South African Company, both the funds and personnel were very tight. Problems such as channels for product procurement and sales had not been opened, the shortage of customers, the lack of market experience, the instability of social security,and the unsuitable living environment and other difficulties followed one after another. The Company urgently needed a local employee who was familiar with the local market and had comprehensive business capabilities to kick start projects. And this was when Amelia Denise Bothma joined the team.
Amelia, who was born in 1961, was nearly 60 years old when she joined the company. In China, this is the age of retirement, but Amelia is full of passion every day and devotes herself to her work.
At the beginning of the South African Company's start-up, the manpower was very tight, and each person took on several roles in sales and procurement, not only in front-end customs clearance but also in product storage. She is meticulous and responsible in her work, and the company entrusted her with the management of sales documents. She processed, archived and managed hundreds of pages of sales documents every day with zero mistakes. To effectively carry out warehouse inventory, after getting off work every day, Amelia took a few young people to work overtime to sort out the goods, update the inventory ledger, and clear the account book every day. Amelia is the head of the company, and her high sense of responsibility also affects other local employees. Under her training, the warehouse team is becoming stronger and stronger, overcoming difficulties and seizing the big market in South Africa.
The epidemic that began in 2020 was both an opportunity and a challenge. It is precisely because of the epidemic that many local competitors in South Africa could not work, and domestic competitive factories could not visit customers in South Africa.At this time, the South African team took advantage of the strong supply chain resources to prepare a complete range of products and successively introduced off-grid inverters, lead-acid batteries,and other products to ensure sufficient supply,successfully developing many high-quality and stable customers, and continuously increased market influence as well as the Company’s market share.
Over the past five years, the performance of South African Company has continuously achieved explosive growth, from a few million, tens of millions,and 100 million to more than 1 billion. It has been a journey from excellent to outstanding! And Amelia's personal sales performance in 2022 also reached 249 million rands (approximately 90 million yuan),which had made an important contribution to the Company's exceeding performance goals.
At present, the overseas warehouse in South Africa has established a "1+3" market layout covering 30 thousand square meters, with Johannesburg as the headquarters and Cape Town, Durban, Port Elizabeth as the sub-warehouses. The new energy production chain provides distribution and service,and provides customers with localized after-sales service, forming a development pattern centered on South Africa and radiating to neighboring countries such as Zimbabwe, Zambia, Botswana, and Namibia.
In the process of operating an overseas company,the development of local employees is verymimportant. The local employees are usually more familiar with the local working methods, and there is no cultural barrier, so many problems can be easily solved. Therefore, the Company has continuously increased its efforts in the construction of local talent teams, attracting and cultivating local high-quality talents.
In the initial stage of the South African Company,due to the shortage of localized employees, Amelia recommended her daughter, Shannon Leigh Kate,to the company. After a rigorous assessment,Shannon officially joined the South African team in February 2020 as an administrator. After entering the Company, Shannon also inherited her mother's serious, responsible, dedicated, and loyal character.She never complains or shirks at work. She is also down-to-earth, and always finds ways to solve difficulties, which is fully recognized by everyone.
The team has continued to grow with the continuous expansion of the Company's evergrowing scale.At present, the South African team has a total of 145 employees, including 127 local employees,accounting for 87% of the total personnel.
Nowadays, the "Belt and Road" Initiative has reached a critical stage of deep cultivation and meticulous craftsmanship. Overseas warehouses have gradually become a new station for Chinese manufacturing to go global, and a bridge of friendship that connects different economies and cultures. Under the localization strategy, Amelia relies on a dedicated spirit and always prioritizes the Company's interests. Through continuous efforts and practice, she enhances her own advantages,tightens the connection with the company, and integrates into the tide of economic globalization,walking out a mutually beneficial and win-win path.
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电瓷小将的海外开拓记
张冰
2018年加入中国建材
现任中材电瓷国际贸易部业务员
北美、南美、欧洲等地区是中材江西电瓷电气有限公司（以下简称中材电瓷）主导产品特高压纯瓷棒型产品的主要海外销售市场。张冰自2018年起作为中材电瓷国际贸易部的一员，在加拿大致力于特高压电瓷海外市场开发，在开拓业务的同时，为企业建立了良好的国际形象。
M公司坐落在加拿大魁北克省希尔布鲁克的一个以法语为主语言的小镇上，是工业区内规模最大的公司。该公司的采购负责人，是一位早期移民到此的越南裔长者，张冰曾多次向他提出接洽拜访的请求，但他总是找种种理由避而不见。尽管如此，张冰并没有因此感到沮丧，也从未想过放弃。
经过反复思索，张冰想到了一个看似不相关但能接近他的方式。镇上有越南米粉店，这是小镇上唯一的越南餐馆。他猜想，“家乡胃”应该是每个异乡人思乡之情的最好体现。于是，张冰开始了“等待”计划，一等就是一个月，终于有一天，在米粉店里等到了这位采购负责人，那一刻，张冰心中的兴奋和激动无法用言语来形容。他知道，机会来了。
在采购负责人等餐的时候，张冰主动上前与他打招呼。起初，他似乎有些警惕，但张冰并没有因此退缩，而是尽可能地保持友好和亲切的态度，与他聊些日常的话题，再逐渐将话题引向工作，并询问他对中国供应商的看法。在交流的过程中，张冰发现他明显对中国制造业存在着一些偏见。于是他决定改变策略，没有过多地谈论中材电瓷的产品，反而介绍起了中国制造业的现状，如中国近年来在制造业方面取得的巨大成就，以及政府推行的高质量发展战略等。
在接下来的日子里，张冰开始陆续接到对方的电话，询问中材电瓷产品的细节，以及索要样品。每次通话，张冰都耐心地回答他的问题，并详细讲解中材电瓷产品的优点和特性。每一次交谈，张冰都能感觉到他对中国制造商的信心在增加，经过几个月的努力，张冰成功地从他手里获得了第一份订单。时至今日，中材电瓷已成为M公司的主要供应商。
张冰说：“这些年感触最深的是，除了中材电瓷的产品更新迭代提高竞争力外，采用因地制宜的销售手段和打破西方对中国的固有认知是实现海外市场成功的关键。”
一方面，创新销售的思维和方法是企业拓展海外市场的重要手段。销售人员不仅要了解并熟悉目标市场的消费需求和习惯，还要主动寻找和创造机会，建立和维护良好的客户关系。另一方面，尽管中国的制造业在过去几十年里取得了令人瞩目的成绩，但一些海外国家对中国制造业的认知仍停留在过去，这种认知不仅限制了我国制造业在海外市场的发展，也影响了我国品牌的形象。张冰深刻感受到，主动讲好中国经济发展的故事、中国人民奋斗圆梦的故事、实事求是地展现中国制造业实力是建立起良好沟通的前提和基础。
2023年，恰逢“一带一路”倡议提出10周年。10年来，越来越多的国家和地区通过“一带一路”倡议，与中国共享发展机遇。10年间，无数中国人为“一带一路”建设添砖加瓦，作为奋斗在一线的海外工作者，张冰感到无比骄傲和自豪。
张冰说：“唯实创新行致远、踔厉奋发向未来，唯有奋斗才能创造美好未来。我要继续讲好中国故事，讲好中材电瓷产品和服务的故事，努力为世界电力行业贡献力量，为中国建材集团海外建设添砖加瓦。”（中材江西电瓷电气有限公司）
（上下滚动查英文版）
Porcelain Pioneer and His Journey Overseas
Zhang Bing
Joined CNBM in 2018
Salesman in the International Trade Department of SINOMA Electric Porcelain
Overseas markets such as North America,South America, and Europe are major markets for SINOMA Insulator and Electricity Co., Ltd (referred to as "SINOMA Insulator" hereafter). Its leading product, extra-high voltage porcelain post insulators, accounts for over 30% of the company's market share. Since 2018, Zhang Bing,as a member of SINOMA Insulator's International Business Department, has been dedicated to the development of the overseas market for extra-high voltage insulators in Canada. He has been working to establish a positive image for the company and the country.
M Company is located in Sherbrooke , a predominantly French-speaking town in the province of Quebec, Canada. It is the largest company in the industrial area. The procurement manager of the company is the person Zhang Bing has been trying to connect with after several attempts. He is an elderly Vietnamese immigrant who settled in the town early on. Zhang Bing has made multiple requests to meet and establish contact with him,but he always found various excuses to avoid it.However, Zhang Bing did not feel discouraged and never gave up on this potential customer.
Zhang Bing came up with an apparently unrelated but convenient way to approach him. There was a Vietnamese noodle shop in town, the only Vietnamese restaurant in the small town. He speculated that "homeland cuisine" would be the best embodiment of homesickness for every foreigner. So Zhang Bing started his "waiting" plan.After waiting for a whole month, he finally spotted the procurement manager at the noodle shop. In that moment, Zhang Bing couldn't describe the excitement and thrill with words. He knew that the opportunity had come.
When the procurement manager was waiting for his food, Zhang Bing took the initiative to greet him. At first, he seemed somewhat wary, but Zhang Bing did not retreat. Instead, he maintained a friendly and approachable attitude, engaging in casual conversations and gradually shifting the topic towards work. He inquired about the procurement manager's views on Chinese suppliers. However,during the course of their conversation, Zhang Bing noticed his clear biases and prejudices against Chinese manufacturing. Zhang Bing decided to change his strategy and refrained from discussing SINOMA Insulator's products.Instead, he introduced the current state of Chinese manufacturing, highlighting the tremendous achievements China has made in the manufacturing industry in recent years and the government's high-quality development strategy.
In the following days, Zhang Bing started receiving calls from the procurement manager, inquiring about the details of SINOMA Insulator's products and requesting samples. Each time, Zhang Bing patiently answered his questions and explained the advantages and features of SINOMA Insulator's products. The more conversations were made,the more evident that the procurement manager's confidence in Chinese manufacturers was growing. After several months of effort, Zhang Bing successfully secured the first order from him. Today,SINOMA Insulator has become a major supplier for M Company.
“The most profound realization over the years has been that, in addition to SINOMA Insulator and Electricity Co., Ltd.'s product updates and iterations to improve competitiveness, adopting localized sales strategies and challenging Western perceptions of China are the key to achieving success in overseas markets.”, Zhang Bing says.
On one hand, innovative thinking and methods in sales are crucial for expanding into foreign markets. It is important not only to understand and familiarize oneself with the consumer demands and habits of the target market, but also to actively seek and create opportunities while establishing and maintaining good customer relationships. On the other hand, despite the remarkable achievements of China's manufacturing industry in the past few decades, some overseas countries still hold outdated perceptions of Chinese manufacturing,which not only limit the development of China's manufacturing industry in overseas markets but also affect the image of Chinese brands. Zhang Bing deeply feels the need to proactively tell the story of China’s economic development and the Chinese people's struggle to achieve their dreams, presenting the true strength of China's manufacturing industry which is the premise and foundation for establishing good communication.
Since 2016, SINOMA Insulator has experienced rapid development, with total revenue increasing by 120% by the end of 2022. The proportion of direct and indirect exports has increased from 24% to 48%. The revenue target for 2023 has increased by 200% compared to 2016 and has already achieved over half of the target by mid-year. These impressive achievements would not have been possible without the efforts of every SINOMA Insulator employee.
Zhang Bing said that "Only through practical
innovation can we achieve long-term success, and only through diligent efforts can we create a better future. I will continue to 'tell the story of China' and share the story of SINOMA Insulator's products and services. I will strive to bring tangible value and impact to the global power industry and contribute to the overseas development of China Building Materials Group."
