Rebirth 1990: I have three golden fingers

Recently, the main construction of Jiaotong University's student supermarket has been completed and decoration has been started for some time. The whole class plans to open it before the holidays, but Fang Bai is even more active.

At present, they have begun to recruit long-term staff for training, and everyone is working together to divide the work, hoping that the student supermarket can become a success.

The student supermarket at the Textile University has begun construction. The construction progress is slightly delayed and may not open for business until next semester.

In Wencheng, the renovation of Xinghai Mall has entered the final stage. Fang Bai heard his mother nagging that it was impossible to open before the Spring Festival, but there was hope that it could be put into use before May Day.

Fang Bai wanted to go home and take a look at what his family's five-story shopping mall was like. His parents said that hundreds of Wencheng residents went to see the construction of the shopping mall every day.

Jingtian and other management staff occasionally call Fang Bai to consult on how to operate this mall. Now they have begun to discuss the entry of brand merchants. The rent of some shops adopts a partial rent + commission model.

A few days later, Fang Bai took two technicians to the Oriental Pearl TV Tower to investigate and investigate information.

The TV tower project started construction in July 1991 and is currently undergoing foundation construction.

The Oriental Pearl Radio and Television Tower has a total construction area of ​​nearly 100,000 square meters and a budget of approximately 800 million yuan. It will be constructed in two phases.

Fang Bai went there twice and used golden fingers to detect information. He knew that there were many problems that needed to be solved in the current construction, such as the 350-meter C60 concrete pumping problem.

If one pumping is used to a height of 350 meters, a super-strong concrete pump is required, with a pressure exceeding 60MPa and high requirements on pump pipes. This type of equipment requires independent research and development, which is relatively difficult. You cannot make money without selling a set of equipment for tens of millions. It is also the most critical equipment in the main construction.

This project was built by Huadian. It was very difficult for Fang Bai to meet the person in charge in person. Under normal circumstances, the construction site was not allowed to enter, so it was difficult to find out who was in charge.

Fang Bai struggled a lot and used his golden finger to figure out the landline phone number of the project leader.

At ten o'clock in the morning on December 15, Fang Bai directly dialed the other party's landline number.

After a few beeps, Fang Bai heard the other party pick up the phone.

"Hello, who is this?"

Fang Bai heard the deep and majestic voice on the phone. It seemed that a middle-aged man answered the phone and said politely: "Hello, is this Mr. Lu? Our company can help you solve the 350-meter C60 concrete pumping problem. , the device is available for free trial.”

In later generations, Fang Bai received a lot of harassing calls every day. At first, he was still interested in listening to them. Later, when he was in a bad mood, he saw a "nuisance call" prompt and hung up directly, not wanting to answer it at all.

He was calling the other person now, and he was probably very busy. But when he saw an unknown number, he was afraid that the call was from a superior, so he greeted him politely, which was not a sign of respect for Fang Bai.

If Fang Bo said any more nonsense, he would hang up the phone directly.

So, don’t be long-winded and point out the problem directly.

Xinghai Machinery Company is a new company with no reputation in the industry. Now Fang Bai is the seller. For Huadian, Xinghai is not the only company that can solve the problem of 350-meter C60 concrete pumping.

Therefore, Fang Bai is asking for cooperation.

This kind of business attitude is normal. It does not mean that Fang Bai is very good because he has a golden finger, or that he is superior to others because he has more money.

If Fang Bai communicates in a domineering manner, it is impossible to sell the product. He has money and has something to do with Huadian, and Huadian does not ask for his cooperation.

"Yes, you guys are quite well-informed. This technical problem has been handed over to the relevant company to solve."

"Mr. Lu is talking about Shencheng Construction Materials Engineering Company. They are indeed studying the issue of ultra-high pressure pumps for conveying concrete.

Our company's ground pump has been prototyped and tested. The concrete delivery speed at 150 meters per hour can reach about 35 cubic meters. The power is only 45 kilowatts and the working pressure is less than 15MPa. It is safe and reliable, and can be installed quickly. We can provide a free trial. Issues affecting contracts.

If three pumping solutions are used, the vertical height can reach 400 meters.

I can bring the prototype over, my company is in Shanghai. "Fang Bai has already thought about it. As long as this project can be used, even if he gives one to the other party, he can use this project to advertise himself.

There is no advertisement more convincing than "The Oriental Pearl Radio and Television Tower uses ground pumps from Xinghai Machinery Company to transport super-strength concrete."

For this kind of project, just one piece of equipment is not enough, the efficiency is too low, and three pieces of equipment are needed.

If you buy two and get one for free, the company will still make a lot of money, and the most important thing is the advertising.

Moreover, Huadian is a large construction company and has a lot of demand for ground pumps.

"That sounds pretty good. What do you call me boss?"

"Fang Bai, Xinghai Machinery Company, is located on Yishan Road in XH District. If Mr. Lu is free, you can come over and take a look at the equipment. We can test it. Of course, we can also deliver the equipment to your door for trial use. It's not a problem."

"I'm very interested in your equipment. I'll bring someone over this afternoon to take a look. I hope it's as you said."

"Of course, I do business with integrity, and I hope to have a long-term cooperation with Mr. Lu."

Fang Bai said with a smile, chatted for a few words and then hung up.

The other party promised to come and see him, and would give him a call before coming. In the end, whether he would come or not, he still had to make preparations.

After ending the phone call, Fang Bai asked his employees to prepare for testing and reception work, and at the same time asked the HR department to prepare a banner "Welcome leaders of Huadian Company to visit the company for inspection" to hang on the door.

At two o'clock in the afternoon, Mr. Lu called Fang Bai and said he was leaving.

At nearly 2:30 in the afternoon, Fang Bai estimated that the other party was about to arrive, so he went to the gate to wait.

After waiting for about ten minutes, a Santana stopped at the gate.

Fang Bai smiled and walked over to greet and identify the personnel of Huadian Company.

Mr. Lu brought a driver and two technicians over.

Seeing Fang Bai's small company and the young Fang Bai, Mr. Lu felt that he had come to the wrong place. He thought that the company that could develop concrete floor pump equipment should be a big company, and the company boss was also a big company. Probably middle-aged.

This really surprised him.

Huadian really needs the concrete ground pump equipment as Fang Bai said. If it existed, the construction efficiency would be much faster, so he came here in person.

"Our company has purchased two thousand acres of industrial land in Shaxian County and is preparing to invest in building a factory. This is just a temporary transition." Fang Bai shook hands with Mr. Lu, detecting what the other party was thinking and dispelling his concerns.

"Oh, the scale of investment is so large!" Mr. Lu was very shocked. He looked at Fang Bai carefully and didn't expect it to be so strong.

"Step by step, haha."

Fang Bai took Mr. Lu to the office to sit down and have a cup of tea, and then went to the scene to observe.

After introducing the situation of the ground pump, the test began.

Mr. Lu noticed that Fang Bai’s conduct and attitude at the scene were very professional, and no concrete leakage occurred during the entire process. He was quite satisfied with the results, but was a little worried about the actual application.

After Fang Bai understood Mr. Lu's concerns, he immediately expressed his views. He frankly pointed out that due to the limitations of the test site, the company was unable to truly simulate concrete transportation at a vertical height of hundreds of meters on site. It was recommended to use a ground pump for trial first. It will not affect on-site construction.

Mr. Lu saw Fang Bai's sincerity and agreed to try it out. If the trial effect is good, their company will purchase it. The foundation is still under construction and the ground pump is temporarily unavailable. We will call to inform you after the above-ground floors are built.

After the inspection, the Huadian Company team left at four o'clock in the afternoon. Fang Bai breathed a sigh of relief.

"Boss, do they know how to purchase?" asked an accompanying technician from the company.

Fang Bai said thoughtfully: "If it is used well, there is a high probability that it will happen. It is hard to say until this kind of thing is finally settled.

The next small batch production will depend on the guidance and supervision of your technical department to ensure that the quality is up to standard. "

"Okay, boss, please don't worry." All the employees present replied.

Fang Bai returned to his office and thought about the product sales model, which was also a problem that had always troubled him.

For equipment such as floor pumps, salesmen mainly rely on door-to-door sales.

The company currently has two sales groups. If the sales are successful, the employees will receive a good commission.

The domestic market demand is only a few thousand units every year. If you rely solely on your own company's employees for marketing, you need to deploy in every province in the country. Each province needs to have at least one sales point. No matter how small the number of people at each sales point is, there must be three people. Some major construction provinces have layouts. More salespeople.

Fang Bai estimated that a sales team of 150 people would be needed conservatively.

The cost of raising this sales team is not low. Not to mention the rewards, the annual fixed salary, training fees and welfare benefits for 150 people will cost 700,000 to 800,000 yuan.

In addition to salary expenses, there are other expenses. The total comprehensive cost of sales management must not be less than 3 million yuan.

If sales do not meet expectations, the company needs to bear very high risks and liabilities.

In addition, market adaptability is poor, because in-house sales teams often focus only on the company's products or services, and may not be flexible enough to respond to market changes and competition, and cannot adjust sales strategies in a timely manner.

But there are also advantages to having your own sales force. It has high control, is conducive to brand building, can better convey the company's brand image and values, and enhances the company's visibility and reputation in the market.

At the same time, the in-house sales team has an in-depth understanding of the company's products and services and can provide more professional sales consultation and answer customer questions, thereby enhancing customers' trust in the products.

If a thousand floor pumps can be sold a year, there will be a gross profit of several hundred million yuan. The sales and management cost of several million yuan is nothing to the total gross profit.

However, as time goes by, prices continue to rise, labor wages also rise sharply, and product profit margins continue to be compressed. The original gross profit margin of each floor pump is more than 400,000 yuan, which may be reduced to only about 200,000 yuan. Sales and management costs may reach more than 30 million yuan, which is quite stressful for the company.

It is very difficult for the headquarters to control the person in charge of each sales point. There will definitely be various changes that Fang Bai cannot imagine, such as eating the products of other companies.

But in general, if sales are good, Fang Bai feels that he still has to support his own sales team and have his own sales channels, and cannot rely on agents and non-company salesmen.

If it is sold through an agent and the terminal sells for 500,000 yuan, the agent must be given a profit margin of at least 50,000 yuan. If one thousand units are sold in a year, at least 50 million yuan will be thrown to the agent.

Of course, if the market competition is fierce and sales are poor, the risk will be great.

The company's own sales team has both advantages and disadvantages. Fang Bai comprehensively considers his own situation and market demand, weighs the pros and cons, and has confidence in his company's products. He still chooses to use his own sales team as the mainstay, and some provinces with low demand sell products. Responsible to agents and salesmen, the profit margin for each unit is 50,000 yuan, and the company is responsible for transportation and post-technical services.

Fangbai must control its own sales channels. The company not only produces ground pumps, but also other engineering equipment. As long as it gets through to one customer, it will be much easier to promote other products. The difficulty lies in the beginning.

If he didn't have a golden finger and couldn't detect whether the person in charge of each sales point was loyal, he might be like other companies, still mainly agents, and do whatever it takes to save trouble.

At present, the company is a start-up and only needs two sales teams for the time being. After the sales are opened, sales points will be established in various provinces.

In addition to door-to-door sales, other methods of publicity are needed to let people in the engineering and construction industry know about Xinghai Machinery Company's products.

The next day, at three o'clock in the afternoon, Fang Bai received a call from the out-of-town sales team, saying that a private company planned to purchase a floor pump, but the price was a bit high, and asked him if he could get 20,000 yuan less.

"Okay, the company hasn't opened yet, so it's okay to make less money. Congratulations!" Fang Bailue hesitated and agreed, "The company has already arranged production and will be able to ship the goods in a month."

The terminal selling price of each XH45-30 pump is 500,000 yuan, and the gross profit margin is more than 400,000 yuan. A shortfall of 20,000 yuan is nothing.

"Okay, boss, let me communicate with the customer. The customer agrees to pay cash on delivery."

The salesman couldn't restrain his joy and sold one unit. Among their sales team, he received the highest reward, which was a thousand yuan, accounting for 60% of the team's reward. Among other team members, the driver received the lowest reward. , but there are also two hundred yuan.

A sales team is equipped with a salesperson, a truck driver, a technician and an installer. The driver and technician also work part-time as installers.

Of course, as a salesman, his basic salary is also low, only 100 yuan.

If less than three pieces of equipment are sold in a quarter and the annual performance is not up to standard, the company will remove his position, transfer him to other positions, and replace him with another salesperson.

After all, the monthly expenses for a company to maintain a sales team are quite high.

Therefore, although he gets the highest commission, the job risk and work pressure are also high, and there is also the risk of getting money. If he can't get the payment back, the fine will be huge, and only he will be fined, not the rest of the team. After all, the sales team is based on him As the leader, he decides who to sell to and signs the contract.

Being able to sell a piece of equipment, the whole team cheered and everyone was very motivated, hoping to win a second order.

It is good for the company to arrange such a sales team. Everyone in the team strives for sales.

Just another update, recovering from illness