Rebirth 2008: I Can Make Money Reading

During the Chinese New Year, Mu Yang calculated the cost of a self-made plasma welding equipment. Excluding his own design costs, it cost about 50,000 yuan, which is less than the previous estimated cost of 80,000 yuan.

"The equipment manufacturers are too dark. A piece of equipment sells for 400,000 yuan, and it's not easy to use."

Mu Yang remembered a previous life, a plasma surfacing equipment bought by his old employer, and couldn't help complaining.

He plans to assemble another 15 plasma surfacing equipment within two months, bringing the total number to 20.

Within a year, the total number of units will reach 70, which is also the highest planned number.

Muyang is only responsible for installing the core components, and one can be installed in more than an hour. The rest of the non-core components are assembled in the workshop, which is time-consuming and labor-intensive.

After assembling five sets of equipment, the staff responsible for assembling the equipment are already skilled. As long as the order comes in and the parts are ready, one piece of equipment can be assembled and debugged in half a day.

At present, there are 4 employees responsible for blanking, machining, welding, painting and assembly and debugging, one person is part-time and multi-post, responsible for equipment manufacturing.

Each equipment covers a small area, less than ten square meters, mainly because the workpieces are placed in space.

In the next stage, Muyang is preparing to develop equipment for surfacing nickel-based alloy 625 (Monel alloy), hot wire automatic argon arc welding, referred to as hot wire automatic TIG.

Two salesmen have reported, but they are not familiar with the welding industry.

Recently, Muyang has considered business channel management.

His personal energy and time are limited, and the order business must be delegated to his subordinates. Only two salesmen are far from enough to carry out business.

If the management is not good now, when the company becomes large, it will still have to face the problem of how to manage the business channels.

The management and control of business or sales channels will always be a problem for all companies.

For Mu Yang, he used to worry about three issues:

1. If the salesman leaves or changes jobs, he will take away the resources in his hand;

2. The salesman raises the price of the company's products at will, and makes profit from it to earn the difference and rebate;

3 is a business incentive plan. If you give less employees, you will be less motivated. If you give more, the company will have high costs and low profits.

Mainly in these three aspects, after the company was established, he was thinking about how to solve it.

After this period of company management tempering, Mu Yang asked Song Xuelu to discuss, and the two came up with a targeted solution.

Mu Yang said: "In response to the problem that employees leave and take away resources, I plan to establish a customer system, which will record all customer leads and customer information at various stages of the business into the ERP system, and follow up at the same time to divide the salesperson's jurisdiction to avoid conflicts. "

Song Xuelu probably understood the meaning, but for a freshman, she really didn't understand what ERP was.

"A software, simply put, digitally manages company resources," explained Muyang.

"In this way, even if the employee leaves, it is difficult to take away the customer resources in his hands. We can reasonably allocate customer resources to new business people, and we can also move customers who have not followed up for a long time to the customer system and assign them to capable business follow-up.

In addition, the resources of scattered salesmen are too concentrated.

The clerks of Xinghai Company are mainly responsible for developing customers, communicating, negotiating, signing contracts and collecting payments, and even follow-up orders of the customers in charge.

Follow-up orders take a lot of time, and the affairs are complicated. I will not let one salesperson be responsible for too many customer resources or order amounts.

Otherwise, when the salesperson changes jobs, it will be very unfavorable for the company.

The company manages customer resources well, and can change salesmen at any time, so there is no need to worry about the uncontrollable losses caused by the expulsion of a salesperson or the resignation of salespersons. "

Song Xuelu nodded frequently, admiring Mu Yang's plan.

black enough!

Why is this guy so bad at heart now.

But for the company, she couldn't say anything.

Song Xuelu added: "Yangyang, how can you avoid the salesman earning kickbacks?

I have heard that in some companies, their own salespeople resell the orders they get to other companies to earn the difference in price. There are many such things. "

"Hey, this matter, only the OEM contract negotiated by the salesman and Party A must be used. The company template contract must be used. We formulate a unified OEM price, which will be signed by the general manager. Yes..." Mu Yang replied.

He also has a headache. There are policies above and countermeasures below.

Muyang went on to say: "Currently, the company's plasma surfacing equipment has a monopoly in the market, and the salesman plays a lesser role, and naturally there will be customers who come to seek cooperation.

However, the valve factory still has options, that is, manual surfacing, not only our company can't do it, but it is not easy to do export.

On the other hand, our company was initially established and currently has no influence in the peers. At present, we mainly rely on salesmen to obtain orders, that is, the incentive plan should be appropriate. "

Song Xuelu said "Oh", and she probably understood: "It's just a commission. You can only take hundreds of thousands of dollars for an order. It's not appropriate to pay too much, right?"

"Yes, I am going to formulate a business ladder incentive, that is, in addition to the fixed salary, the incentive should be based on the monthly business volume, payment situation and service attitude, with a minimum of 0.10% and a maximum of 0.12% of the order value, that is, one million Reward 1200 yuan.

If the reward is 0.12%, the payment is 100%, and the service attitude is good, you can get a reward of 1,200 yuan;

If the refund is only 80%, then you can only get a 20% discount;

If the payment is less than 50%, there is no reward. "

Muyang replied that the incentive plan he formulated was full of details to ensure the enthusiasm of the salesman and the interests of the company.

"The highest is 0.12%. It seems that the proportion is very low, but the order is easy to get, which is quite reasonable." Song Xuelu nodded.

It seems that the reward ratio is very low, but the situation is different. It is different from selling equipment, and the rules for commission are also different.

Selling a piece of equipment, the sales volume of 100,000, the salesperson may be several thousand. If it is some difficult-to-business products, even the commission is 10,000 or 20,000, and the reward ratio is very high.

Under normal circumstances, the same customer may only have one business for several years.

But Muyang only went to Huazheng Valve Co., Ltd. It is estimated that the monthly order volume will exceed 1 million yuan, and the long-term cooperation will last two or three years. The cumulative order volume will reach 20 million, and the proportion of 0.12% is not low. The commission amounted to 24,000 yuan.

Mu Yang estimated that a salesman can be in charge of about ten companies a month, and the monthly order volume can reach 5 million yuan, which is very good, and the reward can be 6,000 yuan.

Xinghai also restricts that a salesperson can be responsible for a monthly order volume of up to 8 million yuan.

If it exceeds, it may be necessary to transfer part of the order to other salespersons. UUkanshu www.uukanshu.com transferring orders will compensate the original salesperson.

In fact, the monthly order volume has reached 5 million yuan, and the workload is very heavy. A salesperson wants to be responsible for the monthly order volume of 8 million yuan, and it is estimated that he will be too busy.

Concerning the three problems, there are solutions for now, and it depends on how they are implemented.

Business and sales channels are the most important assets of an enterprise, as well as the most variable assets.

Mu Yang wanted to minimize this variable.

Among them, the brand influence is the most important. The boss of Coca-Cola once said: "Burn my factory down, as long as you give me the Coca-Cola brand, it will be the same as it is today."

Muyang wants the valve factory to feel that Xinghai Company is the guarantee of quality, and under the same price conditions, it is not afraid of Party A to replace the factory.

Secondly, it is service and integrity. When it comes to delivery, don't delay, let alone fool Party A.

But the most fundamental thing in everything is the fact that nothing is ever changing.

If the quality and service are the same, the delivery cycle is guaranteed, and the foundry fee is lower, the valve factory will definitely choose a foundry with a lower price.

In the final analysis, Muyang wants to control the channels well, that is, to do a good job in quality, service, production capacity, cost performance, and ensure the advantages of equipment, so there is no need to worry about the salesman switching jobs.

What if the employees quit their jobs, the other company's equipment is not as good as its own, the quality is not as good as its own, and the rebates are not as generous as their own. Those workshop supervisors or order takers of the valve factory are the first to disagree with the replacement factory.

The plan is very good, Muyang feels that there must be loopholes, but he is inexperienced and has not found it at present. Channel management must be done well and preventive.

The old business that has already been negotiated, Muyang has no time to connect, and needs to be handed over to the salesman.