China’s Fastest Growing Hotpot Chain Just Minted Two Billionaires

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“China’s insatiable demand for spicy hotpot is placing the founders of a restaurant chain atop one of the world’s fastest-growing fortunes, allowing them to outpace many of the wealthiest families globally.

As of Monday, Zhang Yong, chairman of Haidilao International Holding Ltd., and his wife Shu Ping, had grown $6 billion richer in 2019, a 79 percent jump in just over three months.

That pace is the fastest in Asia and globally only topped by Australian mining baron Andrew Forrest, who has doubled his fortune this year, according to the Bloomberg Billionaire’s Index, a ranking of the world’s 500 richest people.

Haidilao went public in September, and it’s been a lucrative time for China’s largest hotpot chain, popular for the spicy broths in which diners cook their meats and vegetables. The company is pushing to make its restaurants more efficient by creating automated kitchens. Perks like the free manicures it offers waiting customers have kept families coming in. And the brand is expanding overseas with new locations planned in New York and London.

Last year, revenue surged 60 percent to 17 billion yuan ($2.6 billion), and that’s helping to push the stock up more than 75 percent this year. At about $21 billion, the company’s market value is now higher than Chipotle Mexican Grill Inc.”

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Conduct Research Before Giving a Sales Demo

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“During sales discovery calls, one of the best ways to move a lead further down the funnel is to ask plenty of open-ended questions, and to listen carefully to the answers. It helps build a relationship with the buyer and allows you to tailor your sales presentation to match their needs.

But when it comes to running a demo with a c-level executive, asking questions is a big no-no. The time for questions is before your demo. C-level executives expect you to be fully informed about their pain points and current solutions. They want you to arrive armed with deep knowledge about their business, and to use your demo to show them how they can solve their challenges.

They don’t want to spend their sales meeting telling you about their needs. They want you to present a personalized, relevant sales demo that shows exactly how your product meets their needs and adds extra value. That’s why you have to do your homework in advance.”

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