Listen to Your Customers and Grow (1/2)

By Joan /Rita American Sales Guru Zig Ziglar said that when you talk, you say something you already know, and when you listen, you find out what someone else knows. Maggie Lin W. Leung, owner of Fortune Uniforms and Supplies, Inc., listened to her customers and turned her company around to become so successful that her operation was recently showcased in the New York Times. Ms. Leung is the founder and owner of Fortune Uniforms & Supplies, Inc. Located on the Eighth Avenue at 52d Street in New York, offering made to order uniforms for the service industry - burgundy vests for waiters, smocks for beauticians, aprons for manicurists, cotton coats for meat handlers and noodle factory workers, tunics for supermarket cashiers - you name the service, and Fortune will have something for you. Above all, she caters to her core business – 50 percent of her accounts - providing uniforms for restaurant staff throughout the nation. From Tea Bags to Uniforms Over time, Maggie has built a highly successful uniform and supply operation and has her store in mid-town Manhattan and operations in Sunset Park, Brooklyn. “I started my business totally by chance,” said Maggie. “11 years ago I was selling handmade tea bags in my father-in-law's kitchenware shop, when I noticed many restaurant owners were asking if the shop sold chef's aprons and white shirts for kitchen workers. We didn’t have this in stock, so the idea of making them myself came into my mind.” She jokes, “It’s the customers who have taught me what I should carry.” “In fact, I noticed that phenomenon quite long ago, but it was not until 1994 when both of my children had grown up that I had the energy and time to do something I really favor.” Ms. Leung clearly had good instincts for what the market wanted as well as a well-honed talent for the business end, enabling Fortune Uniform to cater to the market and see a profit. In fact, a recent issue of New York Times wrote “she spots a niche and knows how to fill it”. Doing Business for Enjoyment “I do business just for enjoyment; it’s a great pleasure for me to communicate with different people.” Speaking with her, one can feel the joy and satisfaction that comes from a job well done. Ms. Leung’s company can be called a “family firm,” with Mrs. Leung's sisters helping her with sewing and embroidering, fabric cutting and back end management. “My son and daughter will also help me with uniform-designing and data-management after their graduation,” She told us cheerfully, “I enjoy it so much because my family can work together.” Some suggestions on “restaurant clothing” “We stress that unified and neat clothes play an important role in promoting image of restaurants. The average restaurant employee usually has three to five suits of uniforms in their cabinet.” When talking about uniform colors that most restaurants prefer Ms. Leung told us that Bordeaux, red, white and black are the common ones. And, red is the preferred color in Chinese restaurants. “We usually adopt polyester-cotton as material, for they are easy to clean and comfortable to wear. As far as the uniform style is concerned,” Ms Leung smiled and said, “We can’t give too much information. As different restaurants have different styles; what we can do service our clientele, doing our best to make them satisfied.” Reasonable prices and cordial service earned her continuous customers It has been 11years since Ms Leung’ store was opened and to our knowledge many customers are her 11-year friends. “We are friendly; even they come here only once they will come back and bring friends or relatives.” Ms Leung obviously felt a little proud.