Glass bottle companies don't neglect any one small order customer

Xie Bangyin, general manager of Guiyang Laoganma Flavor Food Co., Ltd., told the Money Weekly reporter that this year's Laoganm’s sales are expected to be RMB 2.5 billion and net profit over RMB 400 million. The 62-year-old Tao Huabi and her family owned “old”. "More than 90% of the shares of godmother, she is the queen of the "Chili Sauce Empire" pyramid.

"The chairman of the board authorized us to answer some questions." They specifically emphasized this point. Throughout the interview, these two young people in their thirties were very cautious. They always answered questions about any issues involving Tao Huabi. Below we take a look at the history of Laoganma's development:

In 1989, Tao Huabi opened a special hotel near the polyurethane factory on the outside of the gate of Guiyang Gongyangyuan, Longdongbao District, Guiyang City. “To say that it is a restaurant, it is actually the “roadside stalls” that she built with the half-bricks and oil felts and the asbestos-tiles. The back wall of the restaurant is the wall of the public hospital. “At that time, the restaurant’s “old customer” Mr. Han 20 The memory of this restaurant after the year is still clear.

Tao Huabi's rice tofu price is low enough to attract students from several nearby secondary schools. Over time, many students owed a lot of money because they had no money to pay. Tao Huabi learned that all households owed by students in difficult circumstances will be charged. “My impression is that she only has to run into students who don’t have enough money, and she has not only reduced the amount of extra money but also added more,” recalled Mr. Han.

In the “affordable hotel”, Tao Huabi used his own bean curd and spicy sauce mixed with jelly. After the guests had eaten the jelly, they had to buy some hot sauce and bring it back. Even some people didn’t eat jelly but went to buy her spicy sauce. Later, her jelly business was getting worse and worse, but the amount of spicy sauce was not enough to sell.

One day at noon, after Tao Huabi’s spicy sauce was sold out, one of the guests who had eaten jelly was gone. She closed the shop to see how others’ business was. She took more than a dozen restaurants and food stalls selling jelly, and found that each business was very prosperous. Tao Huabi discovered that the common cause of these restaurant business was using her. Hot sauce.

In 1994, Guiyang built a ring road, and the remote Longdong Fort became the main road of the Guiyang South Link. Through the growing number of truck drivers who make rubber molds, they became the main source of affordable hotels. Tao Huabi’s almost instinctive commercial wisdom came into play for the first time. She began to give her drivers free homemade snacks and condiments such as soy sauce and spicy dishes.

The verbal communication of lorry drivers is clearly the best form of advertising. The name “Longdongbao Lagangan Pepper” has spread wildly in Guiyang, and many people even took a taste of her chili sauce and drove from the city. The “affordable hotel” outside the main entrance of the public hospital purchased Tao Huabi’s chili sauce.

For these admiring guests, Tao Huabi is half-sold and half-sent, but there are too many people who come. She feels "can't afford it." In November 1994, "Affordable Hotel" was renamed "Dongyang Nanming Dow Food Store". Rice tofu and jelly no longer existed. Chili sauce series products began to be the main product of this shop.

Although the product structure was adjusted and the old shop on the edge of the pine wood furniture was abandoned, the output of the chili sauce in the small shop was still in short supply. The offices of the Longdongpu Subdistrict Office and Guiyang Nanming District Administration for Industry and Commerce began to lobby Tao Huabi, abandoned the restaurant business, set up factories to produce chili sauce, but Tao Huabi simply rejected it. The voice of Tao Huabi to set up a factory was getting louder and louder, so that all the students under his care took part in the campaign to lobby for “Dry Mom”. In August 1996, Tao Huabi borrowed two houses in the village committee of Yunguan Village in Nanming District. The chili sauce factory was established and the brand was called "Laoganma".

"I won't go if you don't give me a bottle."

Whether it is the acquisition of a farmer’s pepper or the sale of chili sauce to a distributor, Tao Huabi will always be the cash spot. “I never owe someone a penny, and others cannot owe me a penny”. From the first tens of dollars to buy glass bottles, sales have exceeded ten million at present.

The newly established hot sauce processing factory is a handy workshop with only 40 employees. There is no production line, and all the craftsmanship uses the most primitive manual operations.

The “Laoganma” staff recalled that at the time, the dianma pepper and the cut pepper were hard work that nobody wanted to do. Splashes of droplets in the manual operation will keep the eyes in tears. Tao Huabi took her own hands. She held a kitchen knife in one hand and two knives picked up and down. She kept saying: "I cut chili peppers into apples, and I didn't have any hot eyes. Young dolls were bitter. Fear of jealousy."

Under the leadership of the boss, employees have also picked up a chopper to cut the apple. The price paid by Tao Huabi as a leading player is that his shoulder suffers from severe periarthritis, and his 10-finger nails are now fully calcified due to the long-term stirring of spicy sauce.

Tao Huabi soon discovered that she couldn't find a suitable glass jar for chili sauce. She found the second glass factory in Guiyang, but at that time, Guiyang Erbo, with an annual production capacity of 18,000 tons, was reluctant to take care of this small customer with a small number of shipments, and refused a request for custom glass bottles for her workshop.

In the face of the director of the Guiyang glass bottle, Tao Huabi started her first “business negotiation”: “Which Wagala is a big one, it’s all grown up. Don’t you give me today? Bottle, I will not go."

After a few hours of soft grinding and hard foaming, the two parties reached the following agreement: The glass factory allowed her to use the basket to retrieve the dozens of bottles from the factory, and the rest was free. Tao Huabi is satisfied with the return. At that time, no one expected that the original "agreement" would become the only reason why the second glass factory in Guiyang could not stand up, or even grow, in the frenzy of the collapse of state-owned enterprises.

After the explosive expansion of Laoganm’s production scale, there were large enterprises in Chongqing, Zhengzhou, and Other places in the cooperative enterprises. Compared with these enterprises, Guiyang Erbiao had no cost and quality advantages, but Tao Huabi never reduced Guiyang II. Glass's supply share. At present, 60% of the glass bottles of Laoganma are produced by Guiyang No. 2 Glass Factory. Two of the 4 glass production lines of Erbao are started for 24 hours by Laoganma.