The true story of a strong woman in her career.

An Entrepreneurial Legend of Women in a Powerful Journal

A strong woman in business with legendary experience, eight years ago, she resolutely moved from the northeast to the south of the Yangtze River, and now she has become the largest periodical agent in Suzhou. Sun Yajing's entrepreneurial story is worth sharing.

Sun Yajing's periodical agency business is well-known in Suzhou and even the whole country. Some well-known magazines have designated Wen Yuan Bookstore as the exclusive agent in Suzhou and even Jiangsu Province. When asked how Sun Yajing won these business opportunities, her answer was very true and to the point: "Be honest and treat others with sincerity."

Chu Jian Sun Yajing

Time: May 2, 2004

Venue: Suzhou Cultural Market, No.81Siqian Street, Suzhou

At the entrance of Suzhou Cultural Market, the brand of "Wen Yuan Bookstore" is very eye-catching. As a gold shop in the whole market, the customers here are bustling and endless, and the business is booming.

"The reader arrives at three o'clock in the middle of the night and sends a car to pick him up", (the phone rings) "Yes, yes, the payment has been made" ... Although the market is noisy, a slightly hoarse voice is not drowned in the chaotic noise, and the strong northeast accent is high and imposing, which is easy to attract people's attention. The author looked inside and finally found a person: a middle-aged woman, about forty years old, tall and slightly dark, wearing work clothes, with cuffs slightly pulled up over her arms, revealing a strong arm, and her hair neatly tied together with hairpins. I saw that she put her mobile phone between her cheeks and shoulders and skillfully put the magazines in her bag on the shelf.

She is the object I want to visit, Sun Yajing.

Sun Yajing impression

It is said that the Northeast people are enthusiastic, and I have a deep understanding of this sentence in Sun Yajing. She has a strong northeast temperament. Careful observation, between her gestures, talking and laughing, can always feel a kind of fire-like heat. When every customer patronizes, she greets warmly, and she will help when she encounters difficulties. In Sun Yajing's shop, I often hear customers call her "Second Sister" and the younger clerk calls her "Second Aunt". This northeast address sounds kind, which shows that she has established a very friendly family-like friendly relationship with the employees and customers in the store.

It is said that Northeasters are generous, which seems to be true for Sun Yajing. Several customers have repeatedly bargained for periodicals that are already wholesale prices: "Boss, can you make it cheaper and give me a 20% discount?" "OK", Sun Yajing quickly entered the calculator and readily agreed. The author accosted a customer and learned that most of the customers who came to Wen Yuan Bookstore came for the refreshing repeat customers in Sun Yajing. Most customers who come to Wen Yuan Bookstore to buy books can enjoy more discounts than others. When customers bargain, Sun Yajing doesn't care within a reasonable range. Make it if you can, and avoid it if you can.

It is said that the northeast people are lazy, but this time it seems not necessarily. I have heard many friends in the Northeast say with emotion that Northeasters are lazy, not enterprising, and not as smart and diligent as Southerners. However, in Sun Yajing's shop, from placing an order to receiving goods, handling, placing an order, collecting money and keeping accounts, there is no sign that she is lazy ... Everything, big or small, must be done by herself. There are more than a dozen employees in the shop. Sun Yajing, who has been promoted to the boss, can't see any boss's airs. She helps the employees from time to time when they are too busy.

This is the story of Sun Yajing, the matriarch of Suzhou Wen Yuan Bookstore and the protagonist of Sun Yajing. From now on, a hobby changes the whole life. 1996 Location: Northeast Harbin in the mid-1990s, the economic system reform has just started, and the whole economy is in a painful period of reform. Social depression and industry depression have made many people struggle to find a way to survive and develop. Sun Yajing, who has been engaged in the clothing industry for many years, also feels the urgency of expanding the living space. She believes that the South is the forefront of China's economic development during the period of reform and opening up. As long as it is explored with heart, there will be business opportunities. Determined to break through the world, the next step is to decide where to go and what to do. Sun Yajing likes reading newspapers and magazines at ordinary times. It happened that a friend called to tell her that Suzhou cultural market was attracting investment, so she had the idea of going to Suzhou to do periodical business. At that time, the sales structure of domestic periodicals and magazines was not perfect. With her own premonition and strong interest, Sun Yajing came to Suzhou alone with thousands of dollars accumulated by her own business, regardless of the opposition of her family, and started an entrepreneurial process that changed her life.

The heart is there, and the dream is there.

Time: 1996- 1998

Venue: Suzhou

Sun Yajing, who first arrived in Suzhou, can be said to be unaccompanied and helpless. In the words of their northeastern people, she is called "completely blind". After casually finding a place to live and settling down, Sun Yajing spent several thousand yuan to rent a small booth in the cultural market and started her book business. Running periodical business is different from others, which requires a lot of capital investment, because the profit of each book is very thin, and only large-scale operation can make a profit. Sun Yajing's funds are very limited. She only chooses more than 20 popular magazines to run. She can't afford to hire a clerk, who is responsible for receiving, selling and delivering goods. Sun Yajing doesn't want to rent a car or even afford a bicycle. He often runs back and forth between the freight station and the store with his hands behind his back. "A magazine can earn a few cents, that is, selling a hundred can earn a few dollars, and the freight is not enough. How can I rent a car! " Recalling the scene of that year, Sun Yajing was filled with emotion. "At that time, there were 100 kilograms of goods on my shoulders, and I shed tears in pain. His hands were bruised, his clothes were soaked with sweat, and he bit his lips before coming. "

In the first two years, life in Sun Yajing was really hard. It is no exaggeration to say that she is traveling in Dai Yue and sleeping in the wind. Magazines ordered from all over the country arrive at random. No matter midnight or dawn, as long as the delivery notice from the freight station arrives, you must pick up the goods at once. Because of this, Sun Yajing's life is completely irregular and he can't relax for a moment. Sometimes when the store opens, the train station will tell you to pick up the goods, and Sun Yajing will let customers pick up the goods themselves and pay for them. It was such a tiring rush, and Sun Yajing was still doing business at a loss in the first two years.

Physical exhaustion and economic loss may not be a real blow to Sun Yajing, who is stubborn in character, but the pain caused by mental trauma and mental depression is hard to soothe. When I first came to Suzhou, some bosses in the cultural market regarded her as a foreigner and once held a contemptuous attitude towards her, waiting to see the day when she could not do it. Some people even saw her alone, single-handedly, using some unfair means of competition in business. Faced with these injustices, Sun Yajing did not give in. While silently swallowing her tears, she prepared herself psychologically, proved her determination to make a difference with her own actions, and took up legal weapons to successfully defend her interests.

After numerous blows and setbacks, Sun Yajing once thought about ending his business and going home to live a simple and leisurely life. Maybe it's because the Northeast people are stubborn and strong in their bones, or because they made a promise to themselves when they left home, and Sun Yajing clung to it ... Time to take the road of characteristic management: 1999. Although Sun Yajing, who has been doing business at a loss for two years, has slowly summed up some experiences, and with his own efforts, the business is getting better and better, but Sun Yajing is always thinking about what to do and how to get started. At this time, she found that most of the owners in the cultural market have the same business structure, including themselves, who are all engaged in newspapers, magazines and books. After careful consideration, Sun Yajing summed up his own business ideas: magazines and newspapers have strong effectiveness, short circulation period and great market potential. Book update is slow, piracy is serious, and unsalable cost is high. The business processes of the two projects are different, and neither can be done well at the same time. After careful market analysis, Sun Yajing resolutely decided to give up selling books and concentrate on making periodicals.

Build a career in good faith and treat others with true feelings

Time: 1999-2002

Sun Yajing, who embarked on the road of characteristic management, finally saw the dawn of brilliant career. Her business varieties have increased from dozens to hundreds, and the area of her shop has also expanded several times. The snowball-like performance growth gave her the most powerful affirmation of diligence and gave her more firm confidence. Sun Yajing's periodical agency business is well-known in Suzhou and even the whole country. Some well-known magazines have designated Wen Yuan Bookstore as the exclusive agent in Suzhou and even Jiangsu Province. When asked how Sun Yajing won these business opportunities, her answer was very true and to the point: "Be honest and treat others with sincerity." The sales process of periodical agents is to wholesale magazines from magazines and then distribute them to the next level wholesalers or retailers. Sun Yajing usually pays the payment to the magazine account in advance, or remits the money immediately after the goods arrive, and never defaults. Even if the sales are not good and the capital turnover is not working, he tries his best to pay the payment in full. This management style won the trust of various magazines, and took the initiative to hand over the exclusive agency to Sun Yajing. "Honesty is an invisible advertising effect", Sun Yajing said with deep feelings when summing up his own business: "The reputation of doing business with one magazine will soon spread to another, with good reputation and high credibility, and business will sometimes find its own way."

After two years of setbacks, Sun Yajing's career has made rapid progress since 1999. On the national periodical contact network, the names of Suzhou Wen Yuan Bookstore and Sun Yajing became active, and Suzhou people began to focus on a capable northeast woman.

As a stranger, Sun Yajing, who has lived in the Northeast for more than 30 years, has a deep impression on the Northeast. Suzhou people's straightforward personality and gentle and delicate characteristics can be described by the contrast between fire and water. It is said that fire and water are incompatible. Many friends' examples tell her that it is difficult for northerners' personalities to penetrate into the world of southerners, but Sun Yajing does not believe in this evil. She believes that as long as she gives her heart, she will certainly get the understanding and support of others. Now that you have come to a foreign land, you should adapt to the customs here. It is impossible for people to adapt to the environment and expect the environment to adapt to people.

According to the personality and thinking mode of local customers, Sun Yajing has made many attempts and designed many humanized services for customers. For example, for customers in remote areas around Suzhou city, she delivers the goods to the car for free; For every customer who has a fixed order, she has set up a shelf in the store to collect all the periodicals together, and customers can take them at any time when they come; For some reputable wholesale customers, the seal underwriting business is implemented, that is to say, any periodical with the seal of "Wen Yuan Bookstore" can be returned if the customer can't sell it, and the bookstore is responsible for consignment. Although lost some money, but won the hearts of customers; For some customers who love bargaining, Sun Yajing always holds the indifferent attitude of the Northeast people. "As long as you don't lose money, let him go." In this way, Sun Yajing's business has won the hearts of the people, and its sales have been expanding. Sun Yajing knows very well how important it is to increase sales for such an industry with small profits but quick turnover.

From a stranger to a strong woman in the periodical industry

Time: 2002-present

With the expansion of business volume, the periodical business in Sun Yajing has gradually entered a peak state. She didn't want to buy a bike in the past, but now she has three big trucks. The size of the store has tripled, and the store currently located in Siqian Street, Suzhou is a new site. There are nearly 600 kinds of magazines and 100 kinds of newspapers in the store: lifestyle, computers, comics, stories, automobiles, finance and economics ... high, medium and low. Sun Yajing also saw the market demand in time, and increased the wholesale and retail business of telephone cards in 2002. At the same time, he introduced a computer processing system, and handed over complex data to the computer for processing, which greatly improved the operation efficiency. At present, there are dozens of employees in the store, and receiving, delivering and selling goods all have their own division of labor. Magazines, newspapers and telephone cards are all handled by special personnel. The whole commercial network has formed an organic system.

Now Sun Yajing has become the largest periodical agent in Suzhou, with the exclusive agency right of hundreds of magazines in Suzhou. Every day, hundreds of thousands of periodicals and magazines are sold through her hands, covering five counties and one city in Suzhou, as well as Hai 'an, Huzhou and Jiaxing. In the face of today's achievements, Sun Yajing doesn't have much pride. She always feels that she is not doing well enough: "The management method may need to be improved, but we are still in a hurry." Although he is not complacent about his achievements, Sun Yajing still has mixed feelings when he reviews his eight-year entrepreneurial course: "Sometimes I think about it, I really admire my courage and perseverance. Others say that I am a strong woman, and I think I am a man myself! "

It is precisely because of this indomitable manly spirit that Sun Yajing jumped from a stranger who was despised when he came to Suzhou at the beginning of the year to a celebrity in Suzhou and even the whole country. She used her successful experience to give the best encouragement to entrepreneurs who are still struggling.

Now, Sun Yajing still maintains the same enterprising spirit as it did eight years ago, opening branches, establishing a membership card system, adding new periodical varieties, and opening up surrounding markets ... Beautiful ideas appeared in Sun Yajing's mind ... After the interview ended, the author left the Suzhou cultural market and could not help but see the opening scene. If you want to find a few words to sum up the character of Sun Yajing, a woman in Northeast China, that is: tenacity and persistence.