Roland Krueger, president of Infiniti Motor Co Ltd, believes listening is the golden rule of managing a successful business.
英菲尼迪汽车有限公司总裁罗兰•克鲁格相信聆听是成功经营一家企业的黄金法则。
"Taking the example of building good relationship with dealers, we need to sit down with them and just listen ... We need to understand how we can support them to capture market opportunities," said the 50-year-old auto industry veteran.
“以与经销商建立良好的关系为例，我们必须和他们坐在一起，聆听他们的声音，我们必须了解提供怎样的支持才能帮助他们抓住市场机遇，”这位年仅五十岁的资深汽车行业高管说道。
That philosophy appears even more important at a time when the automobile market in China suffered an unprecedented slowdown after surpassing the US as the world's largest in 2009. There have also been growing number of cases when the relationships between automobile firms and dealers have turned sour due to shrinking profit margins and squabbles over profit sharing.
在2009年中国超越美国成为世界最大的汽车市场，而今年中国市场却遭遇到前所未有的增速下滑。与此同时，一些汽车厂家和经销商的利润下滑乃至出现了亏损，他们在利益分配上的冲突也在加剧，关系恶化。在这样一个特殊的时间点，英菲尼迪总裁提出的聆听法则显得尤为重要。
In fact, maintaining strong and healthy relationship with dealers has been the cornerstone of Infiniti's development in China, its most important growth market, said Krueger.
实际上，在中国这个对克鲁格来说最关键的市场，与经销商保持稳固和健康的关系已经成为英菲尼迪发展的基石。
The company said its sales in China surged 33 percent year-on-year in the first seven months, while the average growth rate of passenger vehicles sales in China was a meager 3.39 percent during the same period.
今年前七个月，英菲尼迪在中国的销量同比增长33%，而同期中国整体汽车市场的平均增长率才是3.39%。
Established in the US in 1989, Infiniti is the first premium auto brand based in China after moving its headquarters to Hong Kong in 2012.
尽管在1989年成立于美国，英菲尼迪在2012年将总部迁至香港，成为第一个扎根中国的豪华汽车品牌。
Infiniti formed a joint venture with China's Dongfeng Motor Corp in September 2014 and the company's first locally produced car was unveiled at the end of 2014. Since then, the two models, Q50L and QX50, both produced in Xiangyang, Hubei province, have made Infiniti one of the fastest global players to localize production in China.
2014年9月，英菲尼迪与东风汽车成立合资企业，第一款国产化车型Q50L在合资公司成立不到3个月的时候就在湖北襄阳下线。随后第一款国产化的SUV车型QX50也进入了市场，这也使英菲尼迪成为全球汽车厂商中在中国国产化速度最快的品牌之一。
Looking ahead, Krueger said the long-term ambition for Infiniti, the luxury arm of Nissan Motor Co Ltd, is to become a top-tier player in the premium car sector.
展望未来，克鲁格表示英菲尼迪的目标是成为主流豪华汽车品牌中的重要一员。
He spoke to China Daily on Infiniti's strategy for business growth. The following are edited excerpts from the interview:
展望未来，克鲁格表示英菲尼迪的目标是成为主流豪华汽车品牌中的重要一员。
The China Association of Automobile Manufacturers has slashed its full-year sales growth forecast for China from 7 percent to 3 percent. How do you look at the Chinese auto market?
中国汽车工业协会已将中国汽车市场全年销售增长预测从7%下调至3%。你对中国汽车市场有什么看法？
China is the biggest single car market in the world. This also makes it the most important for every carmaker. We have chosen China as one of the key strategic areas to grow.
中国是世界最大的汽车市场。这也使得中国对于每一个汽车制造商来说都极为重要。对于英菲尼迪来说，中国也是战略核心区域之一。
Nevertheless, it must also be understood that the over-proportional growth figures we saw in recent years will normalize. It will be more of normal growth. And this is what we are experiencing at the moment. We understand the growth figures and work with our dealers to catch up with the market.
然而，我们必须清楚地认识到近年来超高速增长的市场正在趋于正常化。市场增速将呈现出一个更为正常的态势，也就是我们此时正在经历的阶段。我们必须清楚当前的趋势，与经销商一道应对市场的变化。
What are your business strategies as you adjust to the slower market growth?
面对增长速度放缓的市场，你们的策略是什么？
在持续国产化、有效地营销和品牌活动、以及与经销商的良好关系的共同作用下，我们的业务一直保持着不错的状态。
The key to success is localization of products and investment into local marketing and brand building.
成功的关键是产品的国产化、对本地营销和品牌建设的投入。
The other part of sustainable success is a very good and strong relationship with the dealer network.
要做到长远成功的另一方面，就是和经销商网络保持良好、稳固的关系。
I personally believe that a strong and healthy network (of dealers) is the basis for strong development of the business. Dealers are an integral part of our business model. Our dealers represent our brand. We want to make sure our dealers invest into the brand and they must be profitable and be motivated. They must see a long term future for their business. So we are working closely with our dealers to address all the issues we can see.
我认为一个稳固、健康的经销商网络是业务发展的基础。经销商是我们商业模式里不可缺少的组成部分。经销商代表着我们的品牌形象，所以我们不仅要确保经销商对品牌的投入，还要帮助他们盈利和保持积极性。我们与经销商密切合作，共同解决我们发现的问题。
Of course the normalization of this market is part of our discussion with dealers and we are working with them.
当然，之前提到的汽车市场的新常态自然也是我们和经销商共同讨论并合作应对的一个部分。
With the local products, with the right investment into the right marketing and branding activities, and a very good relationship with our dealers, we believe we are on the right track.
在持续国产化、有效地营销和品牌活动、以及与经销商的良好关系的共同作用下，我们的业务一直保持着不错的状态。
What is the secret to maintaining a healthy relationship with local dealers?
与当地经销商保持健康关系的秘诀是什么？
We believe in open and transparent dialogue. Sometimes the market is over-proportionally growing. Sometimes the market is normalizing as we see here today. We need to sit down and discuss about the problem. With dialogue comes transparency, and with transparency, we are able to see things more early and address certain issues where the dealers need support.
公开和透明的对话。市场有时候会超高速地增长，有时又会像我们今天看到的这样趋于正常化，在这种时刻就需要我们和经销商一起坐下来讨论需要面对的问题。通过坦诚的对话，我们就可以及时地发现问题，在经销商需要帮助的地方给予他们支持。
Do you plan on expanding your dealership network in China?
你们打算扩大在中国的经销商网络吗？
We are expanding at the moment. Currently we have 93 outlets and we will have about 100 by the end of this year. Our initial plan was 120 by the end of next year. We will see how fast we can develop this.
目前我们已经拥有93个网点，到今年年底预计将会达到100个网点。我们初步计划到明年年底将这一数字扩大到120。我们会根据市场发展来决定经销商网络发展的速度。
Do you plan to expand your localization in China, in terms of production rate and types of localized models?
你们是否打算在产量和车型方面扩大你们的国产化？
Yes, of course. We are in discussions. But let us establish the current cars first. We started local production in November with the Q50L and then in March the QX50 subsequently.
是的，我们正在进行讨论。但我们首先会充分发挥现有国产车型的潜力。去年11月我们开始国产化，并投产了Q50L这款车型，随后在今年3月，我们又推出了QX50，这两款车型在市场上取得了不错的反映，但是上市时间也不长，我们应该首先聚焦在发挥新产品的潜力上。
What do you think is an effective leadership for a company to be successful in China?
你认为一个企业想要在中国取得成功，需要什么样的领导力？
The first answer is to listen carefully. Our business partners, mainly dealers, have entrusted their investment in our brand. It is our duty to make sure that the investment pays off. We need to listen to those dealers and understand how we can support them to capture the market opportunities.
首要的一个能力就是认真聆听。我们的合作伙伴特别是经销商对我们的品牌进行了投资，我们有责任确保他们的投资能够取得应有的回报。为此我们需要聆听来自经销商的声音，了解能够给他们提供怎样的支持，帮助他们把握住市场机会。
The second step would be to embrace diversity. Within a reasonably small team in Hong Kong, we have 21 nationalities. We have people from all over the world, from very different backgrounds, joining us and managing the business. This is an opportunity where we can capture cultural differences and certain topics that are important for marketing or the brand. And at the same time, it is a host of new ideas. Embracing diversity means that you are open to new ideas. We want to share and we want to make sure that everyone can contribute. I think this will be one of the strengths of this global brand set up.
第二个因素是对多样性的包容。我们在香港全球总部的团队非常精干，我们的员工来自21个国家，背景也各不相同，这能够让我们更准确地把握不同市场的文化差异，从而在市场和品牌上采取更具有针对性和有效的办法。同时，包容多样性意味着打开了创新观点的大门。这是我们这个全球化品牌的最大优势之一。
What would you share with young people on how to run a successful business?
就如何成功经营一个企业这个问题，你有什么想和年轻人分享的吗？
Be prepared. If you are running a business, or you want to set up a business, make sure you are prepared.
要做好准备。如果你正在经营或者打算建立一家企业，你必须要确保准备充分。
Not that you can prepare for everything. But if you are well prepared, those unforeseen things will not throw you off the direction because you know exactly where you are moving.
这并不是说让是为所有的事情都做好准备。但是如果你准备得充分，那些意外状况就不会使你失去正确的方向，因为你很清楚前进的方向。
What is also important is focus and accountability. Focus on what you need to achieve. Make yourself and everybody else in the team accountable for his or her responsibility.
同样十分重要的是专注与担当。聚焦在你需要达成的目标上，同时让自己和团队中其他人都能有担当。
You started your career in the auto industry as an interior and exterior designer. How does that background help you become a successful corporate leader?
你是以汽车内部和外观设计师的身份开始你在汽车行业生涯的，这样的专业背景对你成为一个成功的企业领导人有怎样的帮助？
That's a question you would have to ask my team. (Laughs) But what is important for me is that I'm very much into cars. I sketch cars. I design cars. It's just a great profession to work with cars.
这个问题你应该问问我的团队（笑）。不过对我而言最重要这让我更加了解汽车。我画汽车草图，我设计汽车。这对与汽车为职业的人来说是非常重要的。
Do you still sketch cars nowadays? Is it a hobby for you?
你现在还画车吗？它是你的一个爱好吗？
Sure. It's both. It's part of my life.
当然，它是我生活的一部分。
What cars do you own?
你现在都有什么车？
At the moment I have a Q70L and a Q50.
现在我有一台Q70L和一台Q50。
What's your favorite sport? And why?
你最喜欢的运动是什么？为什么喜欢？
Running. I run a lot. There are many reasons.First of all, it's really healthy. It keeps you fit. It is also a good way to think about things, without stress.
跑步，我经常跑步。喜欢跑步有很多原因。首先它可以强身健体。此外在无压力跑步的状态下，也是一种很好的思考问题的方式。
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