1987: Sleepless Tonight

He thought that Lu Hao had channels, connections, and connections to sell winter clothes to private dealers from the north.

Lu Hao shook his head, "There is no such connection, and there is no need to sell it to the north, just dispose of it here in Jiangcheng. The quality of the clothes in our factory is actually relatively good, and it is not inferior to the products from big factories. , although there is some dust, but it does not affect the clothes, just go back and clean it yourself."

"But why can't it sell? We have to think from the standpoint of customers."

After finishing speaking, Lu Hao looked at several people, which meant to let several people express their opinions.

"From the customer's point of view? There are mainly two reasons. One is that winter clothes are now summer and cannot be worn, and the other is that the clothes of Xingsheng Garment Factory are not as famous as those of other factories." Xu Yuanpeng said.

"These two are indeed the reasons, but they are not the main reasons, or the core of the problem is not addressed." Lu Hao said, "The core of the problem is actually that customers think it is not worthwhile to buy clothes from our factory. Buying our clothes is cheap, so all the problems will not be a problem."

"There is no rule that you can't buy winter clothes in summer. It's hard for adults to grow taller. Buy a piece of clothing and put it away and wear it when it's cold. Isn't it okay? It's just a child, growing up, and I guess it will grow in the next year." Is it okay to buy clothes that are one size bigger, or even two sizes bigger, when you grow up?"

Refusing to spend money is nothing more than thinking it is worthless, and it has nothing to do with the season.

"Brother Hao, what you said is indeed reasonable, but there is still more than half a year before the cold weather, they are definitely still unwilling to spend money in advance, it would be better if they want to wait until the weather is cold, and keep the money with themselves You will feel more at ease in your pocket," Xu Shouzheng said.

"Yes, if they buy winter clothes in advance and spend the money in advance, they definitely don't want to. It's the same if they keep the money in their pockets and buy clothes when the weather gets colder." Xu Yuanpeng nodded.

Others also echoed, almost all of this opinion.

"Then, if we make customers feel that it will be a disadvantage to wait until the weather is cold to buy winter clothes, will they be willing to buy winter clothes now and take out the money in their pockets in advance?" Lu Hao asked.

"How can we make them feel that buying clothes during the winter will be a disadvantage?" Xu Yuanpeng said, "Most citizens are quite shrewd, and they want to spend two cents of their money. The situation is not good, the income is reduced, and it is unstable. Citizens are more cautious in spending money. If you want them to take out the money in their pockets in advance, unless they see that the things they buy with the money are worth their money. "

"Yes, we have to make them feel that they are worth the money." Lu Hao nodded affirmatively, "The clothes that cost 10 yuan a piece are now reduced to 5 yuan a piece, and the clothes that cost 5 yuan a piece are now 3 yuan a piece, such a price cut, do you think customers will be tempted?"

There is no other way to attract customers, either the reputation of the brand, the face of buying it, or the price, which is too low for people to refuse!

"But we can't bear such a big price cut. The clothes in our factory, take shirts for example. The retail price of a shirt is 3 yuan and 8 cents, and the cost price is also 3 yuan. The profit is actually only 8 cents." Money, the profit margin is about 26%, if we directly discount 5%, it will be 1 yuan and 9 pieces, we will lose a lot of money, but we can quickly dispose of the backlog of clothes in the factory." Xu Yuanpeng said.

He seemed to wake up suddenly, and looked at Lu Hao suddenly, "Brother Hao, do you want to lower the price and sell it? This rule is indeed valid. Previously, Xingsheng Garment Factory was a state-owned unit, so you could not lower the price casually, even if the winter clothes could not be sold. Out, but put it in the warehouse, its price is there, the asset is fixed, but if the price is reduced, the asset will be reduced, Wang Mingde is worried that he will be punished, so he did not reduce the price of the backlog of clothes in the factory, But now, Brother Hao, you have taken over the property rights of the garment factory. Even the clothes in the warehouse, as well as raw materials, semi-finished products, etc., have all been packaged and bought. You have the final say on the entire factory, you are Boss, by reducing the price and clearing out all the clothes that can’t be sold quickly, it can indeed make some money back.”

The retail price of 3 yuan and the cost price of 8 yuan. In fact, there are middlemen in the middle, that is, the wholesale price. The wholesale price is generally around 3 yuan. In fact, the profit of the manufacturer is only 3 cents.

However, the overstocked clothes are not intended to be sold through middlemen, but are sold and processed by their own employees, and the price difference earned by the middlemen can all go to their own pockets.

But there is a prerequisite for all this: the clothes can be sold.

"The price reduction is indeed to reduce the price, but it is not a price reduction from the original price." Lu Hao said, "First increase the price of 3 yuan and 8 pieces of clothes to 7 yuan and 6 cents a piece, and then discount it, 5% off Deal with it, you can take it away for 3 yuan and 8 yuan, and similar treatments are done for other prices of clothes, first increase, and then discount."

Raise the price first, then discount?

Xu Yuanpeng, Xu Shouzheng, and other leaders of the garment factory all looked at Lu Hao in unison.

This operation is unheard of, and has never been seen before. Can you increase the price first, and then lower the price and discount it?

Clothes worth 3 yuan and 8 cents are raised to 7 yuan and 6 yuan, and there is a 5% discount. Does this mean that there is no price reduction, and the original price is still there?

"Why, what's the problem? We're not lying. No one stipulates that the price of clothes cannot be increased." Lu Hao said, "The quality of the clothes in our factory is very good, and the materials are also very good. The price The rise is normal, and Xingsheng Garment Factory has transferred its property rights, so in this case, it is also normal to carry out price reductions and discounts, and big sales."

He didn't blush, his heart didn't beat, and he taught the business routine, "When you choose the person in charge later, including yourself as the person in charge, when selling clothes, you have to hold a loudspeaker and make a loud publicity."

"The Xingsheng Garment Factory closed down, the Xingsheng Garment Factory closed down, the bastard boss ran away with his sister-in-law, the employees' wages were not paid, we had no choice but to take the clothes to pay the wages, and all the products were reduced in price, the original price was 7 yuan 6 Dime clothes, the current price is only 3.”

"As long as 3 yuan, you can't buy it at a loss, you can't buy it, you can't be fooled, all 8 yuan 3, the bastard boss is not human, as long as 8 yuan 3, all 8 yuan 3, all 8% off."