1987: Sleepless Tonight

"Boss Lu, you also said just now that you don't feel comfortable entrusting others with the production of soda, so this factory is naturally managed by you, and you are also responsible for it, but I am responsible for the sales of soda. All the soft drinks produced by the beverage factory, including other products, must be wholesaled by me.”

Liang Zhenhai wants exclusive distribution.

The preliminary conversation allowed each other to recognize each other's strength and understand some of the other's plans and ideas. Now it is about specific cooperation details.

How to cooperate, how to divide interests, responsibilities and rights, and so on.

"Boss Liang's appetite is too great. He wants to win all the distribution rights of Wanjia Beverage in Jin Province by himself. This is definitely not possible." Lu Hao shook his head and refused.

He wanted to cooperate with Liang Zhenhai, using Liang Zhenhai as a channel point, a breakthrough point, and a precedent for expanding Wanjia soda to other provinces, including Wanjia Beverage Factory's other products in the future.

But Liang Zhenhai will definitely not be allowed to have too much power.

"I have this strength. I have a net worth of tens of millions. This is one of them. I can advertise Wanjia Beverage Factory, promote Wanjia Soda, and do activities to help Wanjia Soda spread in Jin Province faster. market, and I have connections in Jin Province, so I can help you get in touch with Boss Lu as soon as possible, and get the beverage factory you like at a cheap price, and use it as a branch of Wanjia Beverage Factory in Jin Province. These are my advantages. Boss Lu, you are also interested in these advantages of mine, so you choose to cooperate with me, do you want me to distribute the sales business of Wanjia soda?" Liang Zhenhai said.

He emphasized his role.

With such a great role, he naturally has to share more benefits. This is the subtext.

"Boss Liang is indeed responsible for the promotion of Wanjia soda, but I can pay for this cost, or I can subsidize it. In addition, I can also subsidize the cost of developing distribution channels. As for winning the local drinks in Jin Province Factory, as the local branch of Wanjia Beverage Factory, produces Wanjia soda on the spot, reduces costs, and facilitates transportation. These really need your personal connections, Boss Liang, to be more convenient, faster, and smoother. " Lu Hao said.

Some of Liang Zhenhai's suggestions were rejected, but at the same time, Liang Zhenhai's role was affirmed.

This is actually expressing one's own attitude and bottom line.

Lu Hao continued, "Boss Liang, you can be a big distributor of Wanjia Beverage Factory in Jin Province, or even the biggest one, but you can't be the only one."

Monopoly is definitely not feasible, and it will be turned against customers.

"Boss Lu, you are guarding against me. You are afraid that I will become bigger and stronger, so you don't let me be the only distributor. You just talked about the specific cooperation. Boss Lu is so cautious, just guarding against me like this? Doing this will only make people feel cold, how can we talk about the cooperation in the future?" Liang Zhenhai said.

A few minutes ago, the two chatted happily and toasted each other. They were very happy and speculative, but now they were at war, and they refused to back down. They were fighting for their own interests. It seemed that the cooperation would fall apart in the next second.

Huang Minghua, who was sitting by the side, was shocked.

This was the first time I saw Lu Hao confronting a person like this, and this person refused to back down.

Is this a business negotiation?

He didn't make a sound, even his breathing slowed down, he listened with all his strength, and tried to find the reason from the two people's words, why he said that, why he refused to back down.

Learn the skills of negotiation.

This is very useful knowledge, and it is of great benefit to negotiating with people and doing business with people.

"I just said that the basis of cooperation is mutual benefit for both parties, and my goal of developing Wanjia Beverage Factory and making Wanjia soda is definitely not just to make some small money. It can even be said that I make beverages The business is not limited to making money, but wants to compete with major international beverage brands. In the future, in the domestic beverage industry, not only international beverage brands, but also Wanjia Beverage Factory, in this case, On the premise of giving certain benefits to the cooperating party, we must also consider the future development and be alert to possible changes. In the initial cooperation negotiation, we must prevent the cooperating party from being too big to lose." Lu Hao Taking a sip of his wine, he looked at Liang Zhenhai seriously.

"You're a smart man, and we talked speculatively, so I'll just put the words on the table and say, if you are the only general distributor in Jin Province, all sodas that leave the factory, including other products from the beverage factory, It is a serious threat to me that it will be sold wholesale or retailed through your hands."

"When you monopolize most of the distribution channels in Jin Province, you may ask for more. At that time, you are not satisfied with the profit sharing. If you threaten me with your distribution channels and make excessive demands, I will be very passive. I hope you can understand my difficulty."

Lu Hao would definitely not do this kind of thing that puts the initiative in the hands of others.

After working so hard, I have to be threatened by others in order to make a wedding dress for others. It is very uneconomical, and it hurts both money and feelings.

It's like marrying a daughter-in-law, spending money and energy, giving birth to a baby, and taking care of it carefully. When the baby grows into a teenager, but finds out that it's not yours, you suffer financial losses and emotional damage.

"In the final analysis, Boss Lu still doesn't trust me. Since we choose to cooperate, we should trust each other." Liang Zhenhai said.

He looked at Lu Hao seriously, "I haven't thought about the problems you mentioned, and as long as it is stated in the contract, then this problem can be avoided."

"If it is useful to state it in the contract, then there won't be so many contract disputes." Lu Hao said, "It's like some switches, not only to be disconnected electronically, but also physically. Disconnected, able to see clear breakpoints."

"So, apart from the stipulations in the contract, the position of distributor cannot be monopolized by one person. This will be detrimental to the development of Wanjia Beverage Factory and Wanjia Soda in the future."

Lu Hao's attitude was very firm.

"Of course, as a sincerity of cooperation, in addition to what I just said, compensation will be given to distributors in advertising, publicity, etc., and compensation can also be given in other ways, such as giving more benefits to each bottle of soda. More tilt." Lu Hao would rather give up some profits, but in terms of dealers, he would not let Liang Zhenhai monopolize it alone.

If he let go now, then in the event of any accidents and conflicts in the future, Liang Zhenhai can use the monopolized distribution channels in his hands to threaten him in turn.

Pepsi, Coca-Cola, and even before the appearance of these two international beverage giants, other beverage manufacturers will offer offers that Liang Zhenhai can hardly refuse.