BUSINESS PLAN FOR A CHINESE

FURNITURE COMPANY

Author: HAODI WANG

SAVONIA UNIVERSITY OF APPLIED SCIENCES THESIS

Abstract

Field of Study

Technology, Communication and Transport

Degree Programme

Industrial Management

Author(s)

HAODI WANG

Title of Thesis

Business Plan for a Chinese Furniture Company

Date 26.10.2016 Pages/Appendices 25

Supervisor(s)

Päivi Korpivaara,Tiina Salli, Wang Niancun

Client Organisation /Partners

China Jiangmufu Co Ltd

Abstract

As a popular consumable, marketing costs of furniture are directly related to the benefits of manufacturing
enterprise. Nowadays, most furniture manufacturing enterprises still adopt the traditional marketing strategy,
which is single-directional, indirect and hierarchical strategy. It is not only difficult to meet the various and
individual customers needs but also expensive for enterprises to exploit the market. Meanwhile, it prevents
enterprises from following the market needs.

In this paper, developing the present furniture-marketing strategy, a networked marketing model of furniture
based on the Internet is introduced. Moreover, some key technologies for the development of the networked
marketing system have been studied.

In the thesis, the characteristics of production sales of furniture manufacturing enterprise are analyzed. Aiming at
the disadvantages of present marketing strategy, a 4C integrated strategy model is introduced, which is oriented
to the customer. The corresponding relationship among four elements, including Customer, Cost, Convenience
and Communication is discussed. Aiming at this point, the networked marketing models for furniture production
are presented, including the function model, architecture model, working flow and application model of the
networked marketing system for furniture.

At the end of the thesis, the system is applied on furniture manufacturing in Anhui as a case study successfully.
The business plan which achieves the integration and unification of marketing, design, producing and delivery of
furniture, is based on the production networked marketing model．Business plan in a furniture enterprise in
Anhui validates the rationality and feasibility of the networked marketing system which is described in the thesis.

Keywords

Furniture, Manufacturer, Network, Sales model, Marketing

 3 (25)

CONTENTS

1 INTRODUCTION.......................................................................................................................................................4

1.1 AIM..................................................................................................................................................................................... 5

1.2 ALIBABA............................................................................................................................................................................ 5

1.3 COMPANY OF CHINA JIANGMUFU CO LTD..................................................................................................................5

1.3.1 HISTORY.............................................................................................................................................................. 6

1.3.2 PRODUCT AND BUSINESS................................................................................................................................ 6

2 BUSINESS TO BUSINESS AND BUSINESS TO CONSUMER MARKETING........................................................ 7

3 ANALYZING COMPETITORS WITH SWOT TOOL................................................................................................ 9

3.1 SWOT................................................................................................................................................................................. 9

3.1.1 STRENGTHS...................................................................................................................................................... 10

3.1.2 WEAKNESSES....................................................................................................................................................10

3.1.3 OPPORTUNITIES.............................................................................................................................................. 12

3.1.4 THREATS........................................................................................................................................................... 12

4 FURNITURE MARKET IN CHINA.......................................................................................................................... 13

4.1 BEHAVIOR....................................................................................................................................................................... 13

4.1.1 HOW DO PEOPLE BUY? WHERE?.................................................................................................................. 14

4.1.2 HOW MUCH MONEY PEOPLE USE?............................................................................................................... 15

4.2 DEMAND OF THE MARKET........................................................................................................................................... 15

5 ALIBABA AND TAOBAO E-COMMERCE............................................................................................................... 17

6 SUGGESTIONS IN E-COMMERCE SALES FOR THE FURNITURE COMPANY................................................. 20

7 CONCLUSIONS AND RECOMMENDATIONS....................................................................................................... 22

8 SUMMARY............................................................................................................................................................... 23

9 REFERENCES.......................................................................................................................................................... 24
 4 (25)

1 INTRODUCTION

Manufacturing is the process which uses available energy resources which are converted to
industrial use or exploitation goods or consumer goods industry. Which involves a large number of
sectors of the national economy, such as machinery, construction, electronics, light industry,
chemical industry, food, military, and aerospace. [1]

The manufacturing is not only the material basis of the national economy and social development
but also an important manifestation of the comprehensive national strength, which shows the
development of the level of economic development of the country and determines the basic
standard of living.[2]

Furniture manufacturers are companies including complete furniture design, production, and sales,
which is an important part of China's manufacturing. They are also typical discrete manufacturing
companies. [3]

With the rise of construction industry, economic development and prosperity of the industry,
furniture has already penetrated into people's study, work and various parts of lives.

At present, the development of China's furniture industry is very rapid and with great achievements.
Today, development of Chinese furniture industry has become involved in design, production,
distribution and consumption, large-scale and dynamic industry.

Currently, consumers care more about what kind of home decor they have than how the home is
fitted out, the potential of the “soft decor” market is revealing. Soft home decor refers to the
installation of easy-to-change and easy-to-move-around decorative and furniture items (e.g.
curtains, sofas, lighting, decorations and home-ware) after basic refurbishment to create a spacious
and harmonious domestic environment. This usually involves improvement and innovation regarding
dimensions and looks. Soft decor is mainly targeted at high-end consumers and people pursuing
refined lifestyles. Higher living standards have also bolstered the demand for home displays. There
is a huge potential of home decor market.

Custom-made furniture is becoming popular in tandem with the growing demand for personalised
home products. Furniture makers treat each customer as a unique market and tailor-make products
according to individual needs. At present, some large bespoke furniture manufacturers are
developing rapidly. Companies such as Shangpin Home Decoration, Shoufeiya Home Collection, and
Oppein Home. They are now offering bespoke manufacturing of different types of furniture or even
furniture for the whole house. Also, the trend towards elegant refurbishing is bringing opportunities
to custom-made furniture.[4]

In the current socio-economic environment, most of the business is on the verge of bankruptcy.
Resources are concentrated in some small number of enterprises. In China, Alibaba and Taobao win
almost all of the B2C and B2B business. Customer relationship is difficult to establish. The new
industry chain may be able to produce new effects.
 5 (25)

1.1 AIM

The objective of the thesis was to expand the consumer groups, product diversification and to
reduce raw material consumption and to develop traditional business with e-business and to make
sure furniture manufacturers can use this business model.

1.2 ALIBABA

Alibaba Group Holding Limited (Chinese: 阿里巴巴集团控股有限公司) is a Chinese e-commerce

company that provides consumer-to-consumer, business-to-consumer and business-to-business
sales services via web portals. It also provides electronic payment services, a shopping search
engine, and data-centric cloud computing services. The group began in 1999 when Jack Ma founded
the website Alibaba.com, a business-to-business portal to connect Chinese manufacturers with
overseas buyers. In 2012, two of Alibaba's portals handled 1.1 trillion yuan ($170 billion) in sales.
Suppliers from other countries are supported (with more stringent checks than for Chinese
companies), but the company primarily operates in the People's Republic of China (PRC). At closing
time on the date of its initial public offering (IPO), 19 September 2014, Alibaba's market value was
US$231 billion. However, the stock has traded down, and market cap was about $212 billion at the
end of December 2015. [5]

1.3 COMPANY OF CHINA JIANGMUFU CO LTD

This company was selected for the survey to analyze the perspectives of the thesis.

Company name is：

China Jiangmufu Co Ltd

Company address is：

UNIT 04,7/F, BRIGHT WAY TOWER, NO. 33

MONG KOK ROAD, KOWLOON, HK.

 6 (25)

The company's main business:

Decoration sales and international trade, whole house furniture and kitchen appliances. [6]

1.3.1 HISTORY

The company has a long, robust history, which began when a group of explorers and merchants
established the WanBang Company on Sept. 8, 2001. Since then, the company’s name has changed
more than once, but they have always retained their founders’ spirit, grit, innovation, and
perseverance.

The company changed its name as China Jiangmufu Company Limited on Jul. 29, 2016

1.3.2 PRODUCT AND BUSINESS

Manufacturing process and material selection are integral to the quality of the finished product.
What company offers is superior quality furniture. They have set a very high standard of quality
control from every detail in the process of product design, material, sewing, processing, design
finalization, and packing to keep increasing customer experience because they believe this is the
best way for them to run their business.

They own a professional R&D team with international designers in Germany working with design
and aiming at updating their exclusive selections. Following the trend, they continue to learn the
latest trends in Europe and the United States concerning the essence of style, designing the best
out of the latest products to better serve their clients.
 7 (25)

2 BUSINESS TO BUSINESS AND BUSINESS TO CONSUMER MARKETING

Business-to-business (B2B) refers to a situation where one business makes a commercial transaction
with another. Here is knowledge about B2B and B2C.

B2B (Business to Business) is between enterprises and enterprises to exchange products, services,
and information through the Internet

B2B is transaction, which means the business of e-commerce and form of e-commerce between
enterprises and enterprises.

B2B Mainly to establish a bridge between businesses. For many enterprises, B2B e-commerce is an
unprecedented marketing. It helps enterprises to achieve multi-angle promotion, many traditional
industries withered in these platforms.

At present, B2B industry is a very rapid pace of development in China and it reflects small and
medium enterprises as the main user groups.

B2B e-commerce has the following characteristics:

The trading object is relatively fixed. Unlike ordinary consumer transactions there occur more casual
Business transactions are relatively fixed objects.

The transaction process is complex but standardized. Transactions between enterprises involve a
large amount of money.

Wide range of trading partners. Business transactions are not ordinary items, the business can be of
almost any kind of items

In the book which name Best Cases in B2B Sales Management, there is one case of selling to Royal
Caribbean cruise lines is predominantly about selling cruise ships and what it takes on relational,
technical, and organization levels to achieve this end.[7]

Business-to-Consumer (B2C) describes businesses selling products and/or services to end

consumers. Business-to-consumer activity exists both online and offline, but the acronym B2C has
 8 (25)

primarily been used to term transactions within e-commerce (online shops, online banking, travel
services, online auctions etc.).

On the internet B2C is often handled with affiliate programs.[8]

The main object differences between B2B and B2C

— B2B: business to business

— B2C: business to customer

Trading pattern difference

B2B: compared with B2B trading, the traditional enterprise often takes a lot of resources and time,
both in sales and distribution and purchasing the product cost.

Through B2B transaction the buyer and seller complete the entire online business process, from
establishing the initial impression, to shopping around, and then to bargaining, signing the bill and
delivering.

B2B business transactions reduce many transactional workflow and management costs, reducing
the costs of enterprise management. Network convenience and extensibility make the enterprise to
expand the scope of activities, trans-regional transnational enterprise development is more
convenient and cheaper.

B2C is the enterprise to the customer, it uses Internet in all the trade activities.

Today, B2C e-commerce completes the two-way information communication, flexibility of trading
and fast logistics distribution, low-cost effective operation mode shows its great vitality.
 9 (25)

3 ANALYZING COMPETITORS WITH SWOT TOOL

The SWOT is used to analyze our objects in this thesis and to make a business plan. A business plan
is a formal statement of business goal and plans for reaching them. It may also contain background
information about the organization or team attempting to reach those goals.[9]

Here only the impact of electronic commerce on our study object is discussed.

3.1 SWOT

SWOT is used to analyze how e-commerce will impact our traditional furniture manufacturing. SWOT

is a kind of strategic analysis method. Comprehensive evaluation and analysis of the advantages,

disadvantages, opportunities and threats of the analyzed objects.

SWOT stands for strengths, weaknesses, opportunities, threats. SWOT can clearly determine the
advantages of the analyzed objects through the combination of internal resources and external
environment. Adjusting methods, resources to ensure the implementation of the object which is
analyzed to achieve the desired goal in strategic and tactical levels

SWOT analysis, also known as the situation analysis, also known as the Boston matrix is a reality
method with more objective and accurate analysis.

Through comprehensive evaluation and analysis of strengths, weaknesses, opportunities and threats,
the enterprise resources and corporate strategy are adjusted to achieve the goals of the enterprise.

SOWT MODEL
 10 (25)

Picture 1

3.1.1 STRENGTHS

Currently, there have been some furniture e-commerce sites, such as China Furniture
(www.jiaju.net.cn), China Office Furniture (www.cn-office.com), Furniture Today (www.365f.com)
and so on.

There also an ordinary e-commerce site, which belongs to the enterprise production reception
system. The web pages provide industry information, company profiles, product display and other
simple functions. They do not relate to furniture design, manufacturing and distribution and other
internal business processes.

The furniture companies are not focused on the network sales model. Most of them are
concentrated on the computer-aided design of furniture products, technological research. Part of
them relates to the sales of the product, but not focus on the furniture products sales, design,
production and distribution and other business process's organic unity.

3.1.2 WEAKNESSES

The new product standards will change the standards of technology in the factory and also the raw
material. It means new standards will improve production budget. Some product standards and
 11 (25)

related testing standards in China have recently been updated. These are summarised as two tables
as follows.

The new testing standards

Table 1

The new product standards

[10]

Table 2
 12 (25)

3.1.3 OPPORTUNITIES

Focusing on the shortage of traditional marketing model, brings new mode which based on the
internet for products. Concentrating on demand of customers, this model integrates potential
innovation of customers through the advantages of the network efficiently.

Selected furniture exhibitions to be held in China in 2016-2017

[11]

Table 3

3.1.4 THREATS

In China, furniture industries are much less centralized than other area, and most of company are
small. Because of the industry concentration is not high, there are not easy to have any brands with
a big name in the furniture market. After many years of competition, some company with good
brand have show up in the market. For example, the Quanyou, Qumeili and Red wood.

In now day, Furniture brands are no longer focus on the big area but are slowly move their
attention to the furniture market in small cities. Rapid urbanisation has also drive the growth of
furniture market in small cities. In another hands, big brands in furniture market is almost full in big
cities.[12]

Furniture industry from abroad have now building their market in China. Before 2016, Swedish
company IKEA had 18 stores in China and IKEA will take more than 30 stores in the china before
2020.[13]

In the children’s furniture market, Chinese brands account for the biggest share. In recent years,
some popular brands have appeared in the Chinese children’s furniture market. In go in to the
Chinese market, some of the furniture decided to occupy the local market.[14]
 13 (25)

4 FURNITURE MARKET IN CHINA

In China, with the continual improvement living conditions, more people are eager to spend money
on home decoration. The expanding purchasing power has driven the furniture market to a wide
margin. The aggregate retail offers of furniture by units over a specific scale developed by 16.1%
year-on-year to 244.50 billion RMB In 2015. According to the information from the National Bureau
of Statistics, there were 5,290 furniture companies in China and 769.61 million pieces of furniture
were produced in this year.

China's furnishings market has tremendous space for development. As indicated by figures, which
are given in the Chinese Family Development Report 2014, that there were around 430 million
families in all autonomous regions, provinces and municipalities in the Chinese mainland. On the
assumption that individuals would replace their old home furniture with new every ten years
averagely, around 43 million families would replace the old furniture each year. The furniture
substitution market will be worth 43 billion RMB, when per family spends 1,000 RMB on it. The
quantity of Chinese families is relied upon to hit 500 million by 2040. In addition, urbanization, as
China's driving strategy of empowering local request in the years to come, will undoubtedly
reinforce the advancement of the furnishings market. According to data from the National Bureau of
Statistics of China, the urbanization rate in China achieved 56.1% in 2015, improving around 1%
yearly. During the urbanization procedure, wage and pay workers and in addition laborer families
who have settled in towns and urban areas, have ended up significant customer amasses in the
furnishings market. Moreover, it is evaluated that by 2020, 37.6 million houses will have been
redesigned under the nation's shanty town remaking venture, and these revamped houses will
likewise create interest for furniture.[15]

4.1 BEHAVIOR

After over 20-year-development in its furniture industry, China has now turned into the world's
biggest furniture producer and exporter. As per data discharged by the China National Furniture
Association (CNFA), the Pearl River Delta has the most noteworthy centralization of the furniture
business with the highest generation yield and strongest coordinated bolster ability. Next come
Fujian, Zhejiang, Jiangsu, Shandong, and Shanghai, they all have an edge in item quality and
operations administration. In the Yangtze River Delta area drove by Shanghai, the furniture business
is growing quick with the most elevated normal development rate in the nation. The northern and
northeastern locales with Beijing as the middle have a sound furniture industry base and rich wood
assets. With respect to the focal and western locales, the furniture business is effectively profiting
by the open doors emerging from the urbanization and Belt and Road Initiative.[16]

Furniture mechanical parks finished or with respect to the planning phase are primarily found in
eight western and central provinces, including Shaanxi, Yunnan, Henan, Hebei, Hubei, Sichuan,
 14 (25)

Anhui and Jiangsu. The advancement of these modern parks can unite and enhance the business
chain, abbreviate the generation showcasing separation, lessen coordination’s cost, change the work
dissemination design, and advance mechanical rebuilding, particular division and mechanical
participation between areas. In 2014, CNFA picked Anji in Zhejiang and Dayong in Guangdong as
trial areas for driving achievements in the overhauling and change of China's furniture industry
groups.

4.1.1 HOW DO PEOPLE BUY? WHERE?

Conventional furniture companies basically sell their items in three ways: 1. consignment through
wholesalers in different places; 2. leasing an outlet in different places and offering the items
themselves; 3. showing and offering items through substantial furniture shopping centers or
furniture stores. In the interim, some particular stores and chain stores with monetary clout have
risen. As per the purchaser overview directed by HKTDC, home centers are the significant channel
through which customers get data on furniture items.

Recently, furniture hypermarkets have been growing quickly. A considerable lot of these
hypermarkets create in different places crosswise over China as chain operation offering a solitary
brand. There are likewise hypermarket groups, for example. a high centralization of various sorts of
furniture hypermarkets inside a similar district, and additionally broad stock stores, which do offer
furniture as well as other family supplies and even other building materials. Where item blend is
concerned, numerous chain worked hypermarkets are likewise broad stock stores. Red Star
Macalline is at present the main home shop administrator on China mainland.

The operation center of various deals channels fluctuates. For example, large furniture shops for the
most part offer not only home furniture but also office furniture. Particular stores offer their own
particular image, with the greater part of these stores being bigger household producers and
popular foreign brands, for example, IKEA from Sweden, the most famous brand all over the world,
which set up specific stores on the territory. Such deals organization is regularly embraced by
remote furniture organizations.

As of late, to make furniture part of the daily life of buyers, some marked bazaar chains have been
making shopping area impacts by such measures as acquiring celebrated foreign brands, setting up
home experience stores, building business edifices or setting up furniture towns. Along these way,
they have accomplished the beide advantages of raising brand mindfulness and expanding deals a
few folds.[17]
 15 (25)

4.1.2 HOW MUCH MONEY DO PEOPLE USE?

Star-graded hotels are a noteworthy wellspring of the interest for upmarket furniture. Insights from
the China National Tourism Administration demonstrates that the quantity of five-star hotels in the
mainland has duplicated from 492 in 2010 to 807 in 2015, averaging a normal yearly development
rate of 10.4%. The quantity of four-star hotels has expanded from 1,817 in 2010 to 2,398 in 2015
or at a normal yearly development rate of 5.7%. Normal yearly interest for new furniture from these
lodgings is worth about 3.6 billion RMB. In view of the recurrence of supplanting furniture in any
event once at regular intervals in inns, it is assessed that request from furniture substitution in
lodgings will reach practically 13 billion RMB in 2017.

China’s imports of selected furniture products in 2015

[18]

Table 4

4.2 DEMAND OF THE MARKET

Interest for kids' furniture is on the ascent. As living conditions enhance, guardians are willing to
purchase reasonable furniture for their youngsters to make a decent situation for their improvement.
With the full usage of the "two-kid approach" under the thirteenth Five-Year-Plan, intellectuals trust
 16 (25)

that the market has promote space for development. The information from the National Bureau of
Statistics shows the quantity of kids, which matured beneath 15 achieved 240 million in 2015,
including 16.55 million infants, speaking to a development rate of 12%. Overviews demonstrate that
in the kids' furnishings market, quaint little inns and seats take up the greatest shares. Right now, in
this market, the proportion of plywood furniture to strong wood furniture is around 7:3, yet as
individuals' pay level ascents and they turn out to be more wellbeing and naturally cognizant, the
proportion of strong wood in kids' furniture may rise.

Outdoor furniture is progressively famous in the China mainland. Accessible in an expanding

assortment, open air furniture primarily falls under the accompanying classifications: shoreline beds,
rattan seats, relaxation seats, bamboo seats, and other outside furniture things. Among these,
rattan seats and relaxation seats represent a greater share. Request in the outside furniture
advertise has been reaching out from specific divisions, for example, star-grade hotels, eateries,
restrictive clubs, relaxation scenes and private groups to the home area, including private greenery
enclosures, housetops, and patios. Advancement in the home division is social event force.

Rosewood is a sort of value hardwood and furniture made of such material is for the most part
viewed as wonderful pieces. As the rosewood furniture industry flourishes, notwithstanding
conventional rosewood markets speaking to individually the Beijing, Jiangsu and Guangdong schools
of craftsmanship. The rosewood furnishings companies in Pingxiang in Guangxi and Guangfeng in
Jiangxi are additionally quickly developing.
 17 (25)

5 ALIBABA AND TAOBAO E-COMMERCE

Alibaba's e-commerce site is a global well-known brand, it is the world's largest international trade,
the most active online trading market and business community. Alibaba is a leading online B2B
trading market with more than 360 countries and regions from more than 3.6 million registered
users. Alibaba China in China has more than 21 million registered users.

Alibaba and Taobao's transactions in recent years were studied and made into graph. Those two
graphs show the proportion of furniture consumption to total consumption in 2015.

2015 sales volume in e-commerce

Figure 1
 18 (25)

2015 Sales Amount (million) in e-commerce

[19]

Figure 2

Comparative Analysis of Alibaba and Taobao

The similarities, differences of Alibaba and Taobao companies are listed below:

Similarities:

— They both belong to one company: Alibaba and Taobao are Alibaba's company.

— Alibaba comprise: Alibaba, Taobao, Taobao Mall, Ali, Alimama and other related e-commerce
websites

— The same transaction: Alibaba and Taobao have a third-party transaction (Alipay)

— Both are focusing on Internet sales

Differences:

Different in nature: Alibaba is mainly business-to-business trading platform. Taobao is mainly

person-to-person trading platform.

Different degree of integrity: If you have money, you can show signs of good faith immediately on
Alibaba. Credibility on Taobao takes a long time to accumulate.
 19 (25)

Different consumer groups: Taobao focuses on the public, Alibaba focuses on the business.

Different sites: Alibaba has contrasting function, a more comprehensive search engine

Different benefits: Taobao is designed to allow customers to obtain profits of products sold. Alibaba
can not only get the benefit but also can promote their companies and brands.[20]
 20 (25)

6 SUGGESTIONS IN E-COMMERCE SALES FOR THE FURNITURE COMPANY

There are some suggestions as below.

— Establishing a good brand image, increasing the attractiveness of the product.

— Strict control of product quality, creating a perfect product

— Using of electronic technology to display products, and software through the usual social
outreach.

— Using WeChat wide audience and convenience features to promote the products. The WeChat ID
is JMF13956913708.

WECHAT MAIN PAGE

Figure 3
 21 (25)

WECHAT USER VIEW

Figure 4
 22 (25)

7 CONCLUSIONS AND RECOMMENDATIONS

In this paper, I studied the old sales model in marketing theory and the developed sales model
system. Main conclusions of the paper are as follows:

1. Through the analysis of the characteristics and needs of existing furniture sales model,
establishing a customer-oriented combination of strategies integration model. It integrates customer,
cost, convenience, communication.

2. In this paper, based on Taobao’s and Alibaba's business philosophy, I use Wechat network
marketing as the main tool.

3. By the buyer’s separate sense of need, consumer customization concept to increase product sales.

4. By the company's application to verify the rationality and feasibility of furniture network sales
model in this paper proposes.
 23 (25)

8 SUMMARY

This thesis discusses the importance of e-commerce and the importance of consumer customization
concept in the Chinese furniture market.

Furniture is a set of artistic and practicality in one product as a diversified industrial product, it is
closely related to people's lives, study, work, and leisure. Network sale of furniture products is a
sales model which builds by the Internet to achieve sales.

Through this thesis, I have a deep understanding of the Chinese furniture market.

1. By analyzing data from 2015, the Chinese furniture market is in a good stage of development. In
particular, children’s furniture market has good prospects for development.

2. By analyzing from 2015 data from Alibaba and Taobao, I learned furniture network marketing
compared with other products in E-commerce has a greatly improved development space.

3. Co-work with Jiangmufu Ltd in furniture products, through the WeChat social platform to develop
product marketing in E-commerce.

Results suggest that it is necessary to use E-commerce in furniture marketing in the right way, such
as using popular public communication APP-Wechat.
 24 (25)

9 REFERENCES

[1] LIU FEI, ZHANG XIAODONG, DAN AND OTHER MANUFACTURING SYSTEMS ENGINEERING
BEIJING: NATIONAL DEFENSE INDUSTRY PRESS, 2000

[2] JAMES M. TIEN. MANUFACTURING AND SERVICES: FROM MASS PRODUCTION TO MASS
CUSTOMIZATION [J]. JOURNAL OF SYSTEMS SCIENCE AND SYSTEMS ENGINEERING, 2011,
02:129-154.

[3] HONG ZHIGANG SICHUAN FURNITURE MANUFACTURING ENTERPRISE ENERGY CONSUMPTION

ANALYSIS AND RESEARCH [D]. NANJING FORESTRY UNIVERSITY, 2010.

[4] XIONGXIAN QING, WU ZHIHUI MASS CUSTOMIZATION FURNITURE MATERIAL MANAGEMENT

INFORMATION ACQUISITION AND PROCESSING TECHNOLOGY [J] CENTRAL SOUTH UNIVERSITY
OF FORESTRY & TECHNOLOGY, 2012,11: 200-205.

[5] HTTPS://EN.WIKIPEDIA.ORG/WIKI/ALIBABA_GROUP

[6] HTTP://WWW.HONGKONGCOMPANYSEARCH.ORG/INDEX/DETAIL/ID/2408668.HTML

[7] BOOK:Best Cases in B2B Sales Management Juha Mattsson; Petri Parvinen

[8] HTTPS://EN.WIKIPEDIA.ORG/WIKI/BUSINESS-TO-BUSINESS

[9] HTTPS://EN.WIKIPEDIA.ORG/WIKI/BUSINESS_PLAN

[10] HTTP://CHINA-TRADE-RESEARCH.HKTDC.COM/BUSINESS-NEWS/ARTICLE/CHINA-CONSUMER-
MARKET/CHINA-S-FURNITURE-MARKET/CCM/EN/1/1X000000/1X002L63.HTM

[11] HTTP://CHINA-TRADE-RESEARCH.HKTDC.COM/BUSINESS-NEWS/ARTICLE/CHINA-
CONSUMER-MARKET/CHINA-S-FURNITURE-MARKET/CCM/EN/1/1X000000/1X002L63.HTM

[12] LI LINFENG RESEARCH [D]. CHINESE FURNITURE ENTERPRISE MARKETING RISK

MANAGEMENT SYSTEM. CENTRAL SOUTH UNIVERSITY OF FORESTRY AND TECHNOLOGY, 2008.

[13]HTTP://CHINA-TRADE-RESEARCH.HKTDC.COM/BUSINESS-NEWS/ARTICLE/CHINA-CONSUMER-
MARKET/CHINA-S-FURNITURE-MARKET/CCM/EN/1/1X000000/1X002L63.HTM

[14] CHEN ZHUO CHILDREN'S FURNITURE DESIGN MARKET ANALYSIS RESEARCH [D]. NANJING
UNIVERSITY, 2007.

[15] ZHONG ZHENYA, ZHANG SHAOMING CURRENT SITUATION AND DEVELOPMENT OF THE
INDUSTRY OF THE FURNITURE MARKET [J] FOREST PRODUCTS INDUSTRY, 2015, 02: 8-12 + 16.
 25 (25)

[16] WANG YANG FURNITURE CONSUMPTION BEHAVIOR ANALYSIS [J] MODERN DECOR (THEORY),
2014, 05: 209.

[17] CHINA IMPORTED FURNITURE CONSUMER MARKET DEVELOPMENT ISSUES TO EXPLORE

HUANG YANLI, DAI XIANGDONG, SONG GUODONG [J] CONSUMER ECONOMY, 2012,05: 37-39.

[18]HTTP://CHINA-TRADE-RESEARCH.HKTDC.COM/BUSINESS-NEWS/ARTICLE/CHINA-CONSUMER-
MARKET/CHINA-S-FURNITURE-MARKET/CCM/EN/1/1X000000/1X002L63.HTM

[19] HTTP://WWW.DOC88.COM/P-8496972074427.HTML

[20]HTTP://WENKU.BAIDU.COM/LINK?URL=RXWKKRWGY_QJNYC6WO4K21PZM1VP9395MT6XRQR
TIJTLJYSQNMR67QVSRL55W-W4LYCNF89RCZAWWHZTTTE8GNNUGQXMNT_LIHRYCHB2UGS