Day and night at the pilotage station
Release Date:
2009-11-03
Author:
Source:
Abstract
I am Pilotage I am an ordinary employee who has been working in the pilotage department for nearly three years. I have risen from a sales representative to a regional manager, a journey made possible by the care and support of my leaders, as well as the encouragement and reassurance of my colleagues. All of this has driven me to keep striving and steadily open the door to success.
Today, I would like to take this opportunity and make use of this platform to share my heartfelt sentiments and experiences, hoping that all my fellow navigators will continue to achieve outstanding results and attain great success in their respective roles.
Just arrived Pilotage When I was working, at that time… Lubricating oil I didn’t yet grasp the basics, nor had I ever worked in this kind of industry before, so I felt completely at a loss. Fortunately, just as the company was expanding its operations, I managed to stay on—so you could say I was somewhat lucky. At the time, the manager in charge of the Daqing market was Zhang Yuanbao. He took me under his wing and we began developing business throughout the city of Daqing, spending each day shuttling between repair shops and… Lubricating oil The store. During the course of sales within the city, I gradually gained a basic understanding of lubricants, which led to the annual year-end sales review meeting hosted by Yinhang. It was my first time attending one of their meetings, and that experience left me with many cherished memories and a sense of hope for the future. From then on, I resolved to become a competent sales professional and to carve out my own distinct place in the industry.
After the meeting, we divided up the responsibilities: Manager Zhang took charge of the Ranghulu area in Daqing, while another colleague handled the Xincun and Sazhou districts. As for me, I was essentially working as a freelance scout, able to develop clients on the outskirts of the Sazhou district. They say a new official lights three fires upon taking office—though I wasn’t exactly an “official,” I was brimming with ambition at the time, so I plunged into my new role without much hesitation. Since a friend of mine also worked at an auto parts store, he recommended our products to their manager and invited me to give a detailed presentation. Still buzzing with excitement, I had already forgotten that I was still a complete novice, so I picked up the phone and dialed the manager’s number. After exchanging a few polite pleasantries, I got straight to the point. The other party asked what grades and quality levels we offered, and which vehicle models they could be used on. To my surprise, when the moment came to act, I found myself woefully unprepared. Unable to respond, I simply said that we had… 20W50、15W40、10W30 After hearing this, the other party politely replied that they would look for an opportunity to collaborate. I was still quite confused—aware there was a problem, yet unsure where it lay. With these questions in mind, I called Manager Zhang and explained the situation in detail. He smiled and clarified: “The ‘level’ refers to the product category, specific to certain vehicle models, whereas what you’re discussing is the product’s viscosity grade—these are entirely different matters.” It was only after this experience that I truly grasped the importance of professional expertise. From then on, while maintaining my enthusiasm, I focused even more on learning and hard work. My efforts did not go to waste; after just over two months, I had begun to build a small client base in Daqing. Just as this was happening, the company adjusted its strategy, shifting toward developing external third- and fourth-tier markets—and required sales representatives to operate van‑type delivery vehicles. Since Daqing served as the company’s headquarters, and I could meet with General Manager Zhou daily, we held a brief discussion. Ultimately, the company decided to assign me and another colleague to a dedicated direct‑sales van to jointly tap into the surrounding market.
As my tenure at the company grew and I deepened my understanding of the industry—coupled with the trust placed in me—the scope of my responsibilities gradually expanded, and so did the weight of the tasks on my shoulders. Yet I have always believed that there are no poor results, only poor people; there are no bad markets, only ineffective approaches. In developing our peripheral markets, I collaborated with a colleague and a distributor from Zhaozhou to brainstorm. Simply “hitting the streets” every day like everyone else wouldn’t cut it—everyone was doing the same. For a new brand like ours, without a compelling strategy or distinctive value proposition, it would be hard to generate traction or make an impact locally. So we decided to change course. First, we printed a batch of promotional leaflets at the company, featuring product images, photos of our factory premises, details about our formulations, and special offers for purchasing our products, along with information on designated oil-change locations. Our goal was twofold: to boost local awareness of our brand, engage repair shops as partners, and provide tangible benefits to consumers. With everything in place, we began by visiting brick factories between three and four in the morning, when large numbers of agricultural‑equipment transport vehicles were present. While handing out the leaflets, we also included small gifts like gloves, which proved highly effective. Many recipients took the materials directly to our authorized service centers to buy our products. Seeing these positive results, we realized this approach alone wasn’t enough; we needed to expand into rural townships and marketplaces as well. Every market day draws sizable crowds and heavy traffic, creating ideal conditions for promotion. So we shifted our focus to the markets. At the markets, we adopted a simple yet effective tactic: each leaflet came with a bottle of mineral water, which not only captured consumers’ attention but also reinforced our promotional message.
As the Daqing peripheral market matured, the company reassigned me to a new region, where I took charge of Harbin, Qiqihar, and parts of Inner Mongolia.
Enter 09 Last year, the company underwent a transformation. Since Manager Wang joined Yinhang, the company saw a significant influx of sales personnel, and I was honored to take on a managerial role, leading my team as its manager.
As the market expands, what’s even more critical is the seamless collaboration of our team and the rapid enhancement of our leadership capabilities. Industry insiders are all saying that, 09 The year was a severe one for the financial tsunami, marked by economic contraction. Yet, as a company like ours—and as an employee of such a company—I believe that while circumstances are certainly important, confidence is even more so. It’s not that there are only difficulties and no hope; I recall that in… 2 In a certain month, Premier Wen said: “Do not think this year’s spring has come to an end; next year’s spring will return, even more abundant.” Indeed, every endeavor is accompanied by both risks and opportunities.
In 09 In the course of our work this year, I’ve come to this reflection: We are here to make our families happier, to enrich our own lives, and to give our lives greater meaning. That is our hope; that is our conviction. With this conviction, we can turn mountains of despair into bedrock of hope; with this conviction, we can transform the clamor of workplace frustration into a harmonious, fraternal melody; and with this conviction, we can learn together. , Let us strive together, fight together, and unite in the struggle for even greater success. For we believe that, in the end, victory will be ours!!!!!!
During my three years as a pilot, I not only honed my professional skills but, more importantly, learned the principles of conduct and work ethic. I also set clear life goals—not merely to provide for my family, but because, as a member of the new generation, I believe we should aspire to greater ideals and ambitions. Success stems from hard work, and attention to detail determines triumph or failure. We may lack the wisdom of the wise, but we possess unwavering conviction. We may not have amassed a wealth of past successes, yet we persist in relentless innovation and continuous improvement. We may not enjoy favorable timing or advantageous circumstances, but we always believe… : You can’t see a rainbow without weathering the storm!!!!
Finally, let us take the helm of this guiding banner and ride the waves. Pilotage Sing loudly!!!
Inner Mongolia Regional Sales Manager, Xie Yanqing
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