Stanley Hardware Tools (Shanghai) Co., Ltd. Wanjiang Introduction

In 2009, Wan Jiang took over the baton of Stanley Black & Decker from Xia Yu and became the new helmsman of Stanley Black & Decker (China). In the past three years, Wanjiang led Stanley Black & Decker to create one brilliant after another in the Chinese market and become the most successful international hardware tool brand in the Chinese market. Even the media can't help but admire the "Wanjiang era".

Say that he and Stanley "get attached", Wan always thinks this is "coincidence." As early as 2004, Wan Jiang became the general manager of Danaher Motion China. By 2008, Wan Jiang said that he “needs to make some adjustments”, so he took the initiative to resign from Danaher, and he happened to leave from Stanley. So, there is just a suitable job vacancy, and Wan Jiang has joined Stanley. Another major reason for him to choose Stanley is that Stanley is an American company.

Wan Jiang graduated with an MBA in Business Administration from the Buffalo School of Business at the State University of New York. From 1996 to 1999, he served as the director of marketing and sales of Yang's Design Company of the United States. From 1999 to 2004, he served as the general manager of the China Development Department of the Asian Automobile Resources Corporation. From 2004 to 2008, he served as the general manager of the Danaher Motion China. Knowing the history of Wan Zong, we can understand why Wan Zong loves American-funded enterprises. Wan Jiang studied in the United States. The first important job in his career came from American companies. After five years of Thai-owned enterprises, he chose American companies again, until now Stanley Black & Decker.

Regarding his career resume, Wan Jiang said: "All my careers are basically in American companies. In general, I think American companies are very different from companies in China or Europe. Regardless of management style. Or the management system, there are many places worthy of my continuous study. So after experiencing these different American companies, I feel that I can learn a lot from any stage of career development. Different things. This can give a lot of help to my rich life experience, as well as the entire career. In addition, the personal work pace and living habits may gradually adapt to the working methods of this large American multinational corporation. So I chose a US-based multinational company."

Wan Jiang took over the commission of the general manager of Stanley Black & Decker China, and the pressure came. The first is to leave the country, and he will not hesitate to move from Beijing to Shanghai. Second, before entering Stanley Black & Decker, Wan Jiang knew very little about the hardware tools industry. But at this time, it reflects the business ability and professionalism of Wanjiang as a top professional manager. Wanjiang quickly adapted to the changes in life and work in the South. Just entering Stanley quickly and accurately set the general direction of the future development of the company's business, laying a solid foundation for the success of Stanley Black & Decker today.

In 2009, Wan Jiang just entered Stanley, and the company's business in China only had a simple manual tool business. At the time, the business of hand tools focused on the traditional industrial industry, with Stanley and Facom, a mid-range and high-end brand. Although the market size and potential of the industrial industry is very large, in addition to the development potential of hand tools, there are many, many areas that Stanley has not touched before. Throughout the global market, Wanjiang made an accurate analysis and judgment on the situation: “At the time, the business of manual tools mainly focused on the traditional industrial industry, with Stanley and Facom, a mid-range and high-end brand. Despite the industrial sector. The market size and potential are very large, but in addition to the development potential of hand tools, there are many, many areas that we have not touched before.” So, Stanley wants to develop a key factor in China’s good development. It is the simplest word - "fast", to keep up with the speed of China's auto industry, to rapidly expand our market share in China, and the scale of the entire business. Under this development strategy, Stanley introduced the “Ruichi” brand in the Chinese market from 2010 to 2011, once to develop the car warranty market.

At the same time, Stanley introduced the Stanley brand of power tools in the Chinese market. "For the cost-effective power tool market, whether it is Bosch or Dewei, these brands are relatively high-end. In fact, most users in China prefer to use cost-effective power tools. So, We are developing this part of the potential of the Chinese market to gradually complete the layout work of Stanley Black & Decker in China in the past three years.” This is the second very accurate judgment of Wanjiang on the characteristics of the Chinese market – cost-effective Dominate the market.

Just the right development decision can't really bring benefits to the company. It is the last word to sell the product. As a sales guru, Wan Jiang has his own "unique" in this respect, especially in the aspect of product channel construction, which is an expert in experts.

"Which brand has the channel, which brand has the Chinese market." Wan Jiang said. For China's tool industry, its business model is very special, basically relying on distribution channels to cover the market. This includes both traditional and modern channels. This is determined by the characteristics of the entire tool industry. China's tool industry and this traditional channel are evolving every day. In terms of the entire tool channel, it is relatively complicated and has not undergone an integration process. However, Wanjiang is far-sighted and will be eyeing the markets of mature countries such as Europe and the United States. In mature markets, channels are also undergoing complex integration processes, and these processes will certainly be staged in China in the future. For various channels, Stanley is also constantly trying, "We are also very happy with this kind of experiment, pay attention to the evolution of the channel."

However, for Stanley Black & Decker to achieve the industry's first performance, and the industry's general praise for him, Wan Jiang is very humble, he believes that with Stanley's brand awareness in China, sales performance should be able to do better. . For his great value and possible transformation for Stanley, Wan Jiang said: "From a strategic point of view, Stanley Black & Decker's strategy in China has never changed. This is the first point I want to emphasize. I think, Any company needs to do different things at different stages. Xia is at the stage of Stanley, he did what he should do. So, I believe that at this stage, I also did what I think. What should be done right. I think this is a relatively mature global multinational company. It will not affect the change of the whole system because of the change of one person and two people."

Regarding the future development direction of the industry, Wan Jiang believes that with the continuous development of the real economy such as industry and auto maintenance, the real market demand has not yet erupted. As far as the needs of the entire market are concerned, it does not exactly match the current development level of industry and auto maintenance, and there is a slight lag. Then we see that with the rapid development of China's industrial and auto insurance real economy, including the rapid increase of the entire labor cost, the demand for equipment and technology upgrades is also rapidly increasing. Whether it is high-end hand tools or power tools, there is a huge market demand. So far, the market demand for this piece has not really exploded. I think in the next 3-5 years, whether it is high-end hand tools or cost-effective power tools, including logistics and storage, will usher in a period of explosive growth. For China's tool industry, it is currently in the stage of industrial upgrading and overall channel layout. Whoever seizes the opportunity at this stage and lays a good job in China can get more benefits in the next two to three years. So the entire industry will usher in a process of rapid integration and upgrade.

Regarding the impact of the international market and the world financial crisis on the industry, Wan Jiang gave the answer that the Chinese market is different from the foreign market, and that the “internal strength” is facing the crisis.

Wan Jiang explained to us that Stanley Black & Decker's market positioning, business model and users in China are not the same as those in Europe and America. In China, Stanley focuses on the industrial and auto insurance markets, while in Europe and the United States it is more about CDIY business, which is constructionDIY, mainly for ordinary household users. Because the consumption habits of consumers in different countries are different, although the economies of Europe and the United States have experienced some crises, in general, the US economy is developing in a good direction toward the whole. As for Europe, Wan Jiang expects that in the past two years. As the crisis of the economic European debt will have a period of pain, the overall demand will decline, then this is not for any enterprise, whether it is a global enterprise like Stanley Black & Decker or a domestic export-oriented enterprise.

"But often, when the economy is not good, you will see who is swimming naked.