The Pentium Era - South to North

The group company was established. Zhang Chen appointed Zhao Zhigang as the vice president of the group company and general manager of Zhejiang Banmutian Clothing Co., Ltd. and Zhejiang Zhaomei Wedding Dress Co., Ltd., Haigen as the group vice president and general manager of Zhejiang Dynamic Zone Sports and Leisure Products Market, Ge Ling is the vice president and design director of the group and the general manager of the private customization division.

The name of this private customization division was given by Ge Ling. It sounds a bit novel and can be deceiving, but don’t those private customization customers like this?

Cao Minfang is the vice president of the group company and is responsible for all business in Sanya.

Xu Qiaoxin is the assistant to the president of the group company and the general manager of Zhejiang Banmutian Foreign Trade Company.

Zhao Jingjing is the financial director of the group company.

Zhang Chen also established a sales company under the group company. He transferred Xiaoli back from Beijing to serve as the general manager of the sales company. He appointed a Beijing girl Xie Yuxin as the general manager of the Beijing branch.

The sales company is responsible for all domestic sales business except foreign trade companies and private customization. Their franchise stores, shopping mall counters, their own stores and Li Wei's e-commerce department are all included in the management of the sales company.

Almost immediately, Liu Ligan's Jinxiu Group was established. Liu Ligan was the ex-officio chairman, Tan Shuzhen was the president of the group company, and Lao Tan was the vice president. In comparison, Liu Ligan's group company's business was Zhang Chen is much simpler, just in real estate.

After the establishment of the group company, Zhang Chen sorted out all the businesses of his company. They started by making clothing. Now, what worries him the most is the clothing sector. In addition to the growth rate of the e-commerce department and private customization, Except for soon, regardless of whether it is agents, specialty stores or shopping mall counters, sales have declined almost across the board.

As for private customization, their own company's products are no longer the main force, and their proportion is getting smaller and smaller.

Zhang Chen's definition of private customization is that we are selling our own aesthetics and professional sensitivity to clothing, rather than products. Ge Ling was more direct. She said, we are just high-level porters, transporting people from all over the world. Things moved to Hangzhou.

Their number of buyer assistants has now increased by several, all of whom are international students in France, the United Kingdom, Italy, Spain and the United States. They help them contact local luxury goods companies and send back various latest product information.

After Xiaoli worked as the general manager of the sales company for more than a week, she came to Zhang Chen and told him, I have sold clothes at the Sijiqing stall, in specialty stores, and in shopping malls, but I think , selling clothes online is the most enjoyable, and the most profitable for us. I think the e-commerce department needs to expand and recruit people.

Zhang Chen said yes, you can arrange it.

"But there is a problem, Mr. Zhang." Xiao Li said.

"what is the problem?"

"A specialty store has complained to me, saying that her customers go online to buy clothes. She sells the same clothes at 20% off, which is a great deal to her customers. But when she goes online, she gives them a 20% discount. This makes them How to sell it?" Xiaoli said.

Zhang Chen felt that this was really a problem. He asked Xiaoli, can we not discount online?

"It's impossible. Everyone is offering discounts. If we don't offer discounts, people will leave after just one look. They won't even come into your store. There are many people online, but the Internet is the most difficult place to retain people." Xiaoli said, "Actually, it's not a matter of discounts."

"Then what's the problem?" Zhang Chen asked.

"Right now, only one customer has raised this issue. The more we sell online, the more and more stores will encounter this issue. What will we do if everyone has opinions? This looks like our own company. , poaching their own agents.”

"It's actually true." Zhang Chen said.

"Yes, for us, selling one piece online is equivalent to selling more than two pieces to an agent, and there is no exchange rate. Of course it is a good deal for us, but it is really unfair to the agent. Moreover, I am also worried, Will the mall manager also have opinions on us in the future?

"After the Beijing specialty stores were removed, the business in the mall was obviously better than before. Will the online business get better in the future? There will be fewer people going to the mall to buy clothes. In the future, more and more people will definitely go online and buy online. Clothes will be a trend, and by that time, the impact will definitely be there.”

Xiaoli said, Zhang Chen also felt that this was indeed a problem, and he had to figure out a way to deal with it now. He couldn't wait until things broke out, otherwise he would be in a hurry.

But now, for them, it is a bit difficult to get off. E-commerce is the future that they are optimistic about, and it is impossible for them to give up. Agents are also the wealth they have accumulated over the years. If they give up this sales network, then they will More than 90% of the domestic market will be lost.

"Do you think e-commerce can still grow?" Zhang Chen asked.

"As long as the number of people increases, it will definitely grow." Xiaoli said.

"Why?" Zhang Chen asked, "Aren't there already four people?"

"There are four people, but it's still not enough. Don't we need to add more people? Now there are a lot of people coming to inquire about prices every day. Li Wei and the others, I took a look, they are basically only dealing with those customers who have a clear intention to purchase, and other people , just say hello and ignore it, Mr. Zhang, you have also sold clothing, and clothing can often be made with just a few more grinds."

Zhang Chen nodded, and Xiao Li continued: "I found that there is one more thing we can do."

"What's up?"

"Open more stores."

"Open more stores? What do you mean?" Zhang Chen asked.

Xiaoli smiled and said: "Open more stores online. What are we afraid of? It doesn't cost anything. It doesn't matter if we open ten or twenty more stores online."

"Why are we driving so much? Does it make sense?"

"Of course. There is only one Wangwang in a store. Many times, it will be too busy. And, most importantly, the products in each of our stores can be arranged differently, so there will be different keywords. I will ask Zheng Huihong for advice. Take a look and see how customers search for clothing. We set keywords based on their search habits.

"In this way, we can ensure that everyone who searches for any clothing on Dibao.com will find us."

Zhang Chen also smiled and said: "Not bad, Xiaoli, this is really an idea. I didn't expect you to get the hang of it in such a short time."

"Isn't it just selling clothes? If you have a lot of knowledge and think about it, you can find a way. I asked Zheng Huihong that day if I could build a fitting room, but she said it couldn't be done because the Internet speed couldn't reach it. "Xiao Li said regretfully.

"What do you mean, fitting room?" Zhang Chen asked.

"Don't we have fitting models? I originally thought that, for example, if a customer likes any piece of clothing, we would let the fitting model wear it for her to see. When we sell clothes in Sijiqing, we don't always wear new models. The styles worn by me and Xiao Zhao and Xiaojuan are often the most popular, especially the ones worn by Xiao Zhao, have you forgotten?"

"Of course I haven't forgotten it. Your idea is not bad. Why did Zheng Huihong say it can't be done?" Zhang Chen asked.

"Zheng Huihong said that they can build such a fitting room, but it can only use videos, not pictures. If the Internet speed is not up to speed, you will be stuck." Xiaoli said.

Zhang Chen understood that indeed, when he was videotaping with He Hongmei, the image would often get stuck there.

"Mr. Zhang, back to the previous question, what should we do about the conflict between the agents and us?" Xiao Li asked, "We have to figure out a solution soon. After Li Wei and the others increase their number, sales will definitely expand. If you have any objections, please There will be more.”

"Where are the people who buy our clothes online now?" Zhang Chen asked.

"They are found all over the country. The most common ones are in Shanghai, Beijing and Shenzhen, followed by those in Hangzhou."

"People from Hangzhou are also buying our clothes online?" Zhang Chen was surprised and asked: "They don't go to specialty stores?"

"Yes, you can buy it at home. The price is about the same. Who wants to run out? Moreover, as long as we promise them that if they are not satisfied, they can go to a specialty store to exchange it. It will be settled in one sentence. It's easy to say."

Zhang Chen nodded, understood, and asked: "Does that mean that the agents we develop directly have the greatest impact?"

"Yes, we don't have specialty stores in Beijing, Shanghai, and Shenzhen. This has little impact, and it doesn't matter in Hangzhou. The ones that will buy the most are Nanjing, Hefei, and most importantly, these counties in the province."

"Is there anything you can do?" Zhang Chen asked.

"I just didn't think well, so I came to ask you." Xiaoli said.

"I have an idea, you can see if it works." Zhang Chen said, "Change your identity now, not as Xiaoli, but as an agent. I will change our policy and see if you can accept it. "

"good."

"I will refund the franchise fee to you, and then lower the exchange ratio to 10%. Are you willing to do it?"

"How can I refund the franchise fee?!" Xiaoli was taken aback and shouted: "It took a lot of effort to collect it."

After calling, she realized that Zhang Chen asked her to play the role of an agent, and she stuck out her tongue.

Zhang Chen said: "This involves a fundamental issue. Are we developing agents to collect franchise fees or to expand sales? Xiaoli, do you think that although the franchise fees are very pleasant to collect? , but compared with the pain of the exchange rate, it’s not that exciting. You know, we develop agents to sell more clothes, not to collect franchise fees.

"Refunding the franchise fee seems like we have taken a step back. In fact, we have taken a big step forward. If I don't charge the franchise fee and lower the exchange rate, isn't it very reasonable? If you are an agent, you can't accept it. accept?"

Xiaoli nodded.

"In this way, our most troublesome inventory can be reduced. Agent, you do as I ask, and I guarantee to help you control the goods. I guarantee that in your place, you will still have the exclusive sales of half an acre of land.

"But on the other hand, my company sells online. Are you embarrassed to have any objections? I refunded your franchise fee and many of my obligations to you are gone. I sell online at a 20% discount. You, the agent, can totally 30% off the sale and no franchise fee, won’t your costs also come down?”

"Okay." Xiaoli raised her hand, "If so, I agree, and I promise I won't have any objections."

"Okay, let's start with the agents we develop directly, starting from East China. We will refund all the franchise fees to them and reduce the exchange rate. It will be difficult for the general agents to handle it. Many of those guys still have It’s just to collect the franchise fee, but we have set the general principles and take it step by step, so we are not afraid.”

"Okay, Mr. Zhang, but now I have to refund the franchise fee of more than one million yuan, which is really a pity when you think about it." Xiaoli said.

"It would be a pity if the e-commerce sector can develop smoothly and inventory can be reduced. In the e-commerce sector, it is completely possible to achieve no inventory. If one day we achieve no inventory, I will laugh in my dreams." Zhang Chen said.

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