1987: Sleepless Tonight

"The most important thing is to have a strong own strength, so that you can take the lead in the negotiation. As long as you have strength, you are not afraid of not having a partner for cooperation. You can make the other party make money and be profitable. In the negotiation, you can Take the lead."

"There will be no pie in the sky. Except for your parents, no one will treat you well for no reason, so the cooperation can be negotiated not because of how good the other party is to you, but because you are valuable to the other party and can make you happy. The other party gains benefits."

Lu Hao was driving the car and chatting with Huang Minghua.

"There shouldn't be a big problem in Jin Province. With Liang Zhenhai's ability, there must be no problem helping us win a beverage factory there, so you should start preparing to contact the distributor there now. , to give them confidence, and at the same time, we must also win over these people well, hold these dealers in our own hands, try our best to expand distribution channels, and not make any enemies with Liang Zhenhai, but we must also be prepared to compete." Lu Hao reminded road.

Even if Liang Zhenhai would become his dealer in Jin Province, and it was a relatively large one, Lu Hao still kept Huang Minghua on guard and maintained a competitive relationship with Liang Zhenhai.

"If Boss Liang finds out, will he be unhappy, and will the cooperation with us change?" Huang Minghua asked worriedly.

"Just now at the dinner table, didn't you already make it clear? I was so firm, but Liang Zhenhai was still able to figure out the stakes, flinched, and agreed to my request. The distribution channels of Wanjia Beverage Factory must not be accepted. He has a monopoly, so he can understand that as long as he can get benefits, this is a small problem, and with his wealth, after knowing my strength, he will not easily get angry." Lu Hao said.

"From the fact that he is willing to invite us to this dinner and can sit down and talk, it can be seen that he is a person who can think calmly. Even if he has some impulsiveness, after the impulsiveness passes, he will still tend to be rational."

The speed of the car slowed down a little. Lu Hao was worried that Huang Minghua didn't take his advice to heart, and said solemnly, "What I said is not a joke, but a very important thing. You must take it to heart, and I would rather spend more time on it." The price is to hold part of the distribution channels in your own hands, even if it is because of geographical reasons or other reasons, no, you have to make some concessions, and you have to rely on local bosses and related people to distribute beverages. business, but we can’t do everything.”

"If you really don't do anything, you will definitely be manipulated by these dealers in the future. At that time, it will be useless to regret any more. You can only passively accept the other party's request. Otherwise, the previous efforts will be in vain. All previous efforts were wasted."

This is already the second time that Lu Hao talked about this issue.

I just said it to Liang Zhenhai at the dinner table, and now I said it again solemnly in the car.

"Is the situation really that serious?" Huang Minghua asked.

"Of course." Lu Hao nodded, "People's hearts are very unpredictable. Don't test people's hearts. There is a saying that if you want to lose your friendship, the best way is to ask him to borrow money. , Between friends, unless it is absolutely necessary, do not involve money exchanges."

"That's quite true."

"In the face of money, the relationship between friends is actually very fragile, let alone a business partner? Today I can be with you because of interests and do business together, and tomorrow I can be with others because of interests. Become business partners with others."

"In the beverage industry, if you say that there are thresholds, there are thresholds, but if you say that there is no threshold, there is no threshold. Before us, many units have been engaged in the beverage business. When we set up Wanjia Beverage Factory and Wanjia Soda At the time, there were quite a few people who were making other beverages, and they were doing very well, and in the future, more people will join in, including very strong foreign brands.”

Lu Hao is very wary of foreign brands, "We can think of doing publicity and distribution channels, can't people think of this? Surely they can think of it, and they will spend money at that time. If the distribution channels are all taken by others Monopoly, which is very dangerous for us."

"This kind of thing must not happen, not only in Jin Province, but also in other provinces and cities. When establishing distribution channels and distribution networks, the same idea is also used. They can take the majority, but they cannot be monopolized. , we must have our own distribution channels.”

"For example, their distribution channels are major hotels, shopping malls, and department stores. We can establish distribution channels based on canteens, grocery stores, and small restaurants. They put distribution channels in cities, and we can also establish distribution channels in rural areas. .”

Doing business and opening factories are very dependent on distribution channels at this moment. Unlike the rise of the Internet in the next few decades, you can sell goods online and do direct sales. At the moment, direct sales from factories will be very difficult, subject to conditions and conditions. With its own funds and various restrictions, if it engages in direct sales, it may even affect serious production.

What can be done is to rely on distribution channels, cooperate with people who have connections and connections, and let them help sell products, and as the market economy becomes more and more liberalized, the transition between supply and demand becomes more and more obvious. , Distribution channels will become more important, not just the beverage industry, including other, such as electrical appliances, furniture, etc., are similar.

Eight 90s, even including entering the 21st century, a good, powerful sales, that is the God of Wealth of a factory, the father of the boss!

"Brother Hao, don't worry, I will keep it in mind." Huang Minghua nodded, "Most of them, big bosses and businessmen, don't like the small grocery stores, let alone the countryside, but The development potential of the company is very huge. One is the large population, and the other is that the market is almost blank. We can keep in touch with some small shops in the countryside. Even if we can’t sell many products temporarily, we can make long-term plans. .”

He is also very optimistic about the countryside.

Wanjia soda penetrates into the countryside through the supply and marketing cooperatives, and the effect is not bad. Although a small store can't sell many products, the volume is large, and the total sales volume is quite considerable.

This situation will become more prominent when the living conditions in rural areas improve.

Lu Hao nodded, "That's right, they don't like it, let's lay it out first, and the countryside is indeed a very broad market with great potential."