When will I have a long tassel?

After thanking Lijia Supermarket, Zhou Heng continued: "After this year's rectification, the atmosphere of the factory has basically turned around. You also helped find some business there, plus some of the original ones in the factory In terms of business, the factory is now barely able to eat seven to eight cents full, and the mood of the cadres and workers has basically stabilized. It can be considered that the first phase goal I expected has been achieved."

Tang Zifeng hummed and didn't interrupt. He actually knew some of the basic situation of Tengji. Zhou Heng definitely didn't call him over to show his merit or express his gratitude. The following "but" is more important.

Zhou Heng did not say "but", but directly talked about the problem:

"The biggest problem in Tengji at present is the lack of vitality. In recent years, the economy in Northeast China has been in severe recession, and the economic development gap between Tengcun and southern cities is getting wider and wider. There are objective geographical factors and also subjective factors. For some factors, the country is also vigorously helping the revitalization of Northeast China. I will not go into these situations.

"As far as Tengji is concerned, the loss of young and middle-aged key personnel is very serious. Some township enterprises in the south offer high salaries to poach talents from old state-owned factories in the Northeast, and Tengji has also poached many people. Before I came to Tengji, technology Nearly half of the young technicians in the department have been lost, and nearly a third of the middle-aged key technical workers in the workshop have also been lost.

"In addition, the cadres and employees of Tengji are accustomed to living under the conditions of the planned economy and are not adapted to the market economy environment. The sales department of Tengji has a serious official-business style and lacks the ability to actively develop customers. After I came, I made great efforts to try to The sales department pushed it to the market, including various reward and commission policies that we had used in Linyiji, but the results were minimal.

"A lot of the business that Tengji has taken on this year was brought in by me selling my old face. But if someone can sell me face once, it is impossible to sell my face forever. To be honest, what I need most now is , even with a talent like you, Xiao Tang, even if you give me Han Weichang, my pressure will be much less."

Having said this, Zhou Heng smiled self-deprecatingly, and that smile was full of helplessness.

Tang Zifeng said with a smile: "I told you to bring me here a long time ago. You don't like me. What can I do? As for Han Weichang, he will definitely not come to take the plane. Now Lin Yiji's business The situation is very good. His commission is calculated based on the total business of the entire sales department, and he has a share of the business brought in by each salesman. Last year, he got 400,000 in commission alone, and I wouldn't even kill him. Will be willing to come to Tengji."

Listening to Tang Zifeng talking about Han Weichang's income, Zhou Heng's face sank slightly and said, "Xiao Tang, I was just about to remind you. I heard someone said that Han Weichang is a little too lazy now. He wears a Rolex watch on his wrist everywhere. If you are trying to get richer than someone else, you have to look for opportunities to beat him up. Those who engage in business will fall into depravity very quickly. Old Han is originally a decent person, so don’t let him go astray."

Tang Zifeng's face became serious when he heard this. He nodded and said, "The old factory director was right to remind me that I have indeed neglected his affairs recently. He had reported to me in advance the purchase of a Rolex watch. The reason is that the current trend in shopping malls is that his clothes are too shabby, which is not conducive to the image of the factory. I know that his main purpose is to show off his wealth, so out of consideration of satisfying his vanity, I did not stop him."

"There is no need to stop it. As long as public funds are not used and private income is legal, buying a more luxurious watch is not a mistake, and the factory has no right to interfere. However, the signs exposed from this incident are You can't ignore it. Many of our cadres started to fall from these small signs." Zhou Heng said.

"I understand. I'll have a good talk with Lao Han when I get back." Tang Zifeng said. After that, he smiled and said: "How about I really give Lao Han to you and let him review the hard work of starting a business?" It’s a taste of being re-educated.”

Zhou Heng waved his hand: "This is a joke. Don't say that he is unlikely to be willing to come. Even if he comes, he alone cannot change Tengji's business situation. Generally speaking, Tengji's employees are somewhat arrogant. , including the business personnel in the sales department, it is difficult for them to communicate with customers in a humble manner."

This is a bit like a map cannon. In the era of planned economy, the status of state-owned enterprises was very high. Since various products were in shortage, between the two parties of the transaction, the seller was the uncle and the buyer was the grandson. The products produced by companies like Tengji are directly allocated to user companies by national plans. After users receive the machine tools, they must rely on Tengji for debugging and maintenance.

At that time, when Tengji's sales staff and after-sales service staff went to the customer's unit, they had to be received respectfully. If the reception attitude is not good, the delivery of the promised equipment may be delayed, or the equipment shipped may be missing parts, preventing you from putting it into production for a year or so. In this situation, customers dare to get angry but dare not speak out. After all, if you want machine tools, you can only buy them from Tengji. It is even harder to change suppliers.

Such a system has fostered the official-business style of Tengji and many other large state-owned enterprises. The so-called "ugly face, difficult to enter, and difficult to handle" refers not only to service companies, but also to manufacturing companies. It is precisely because of this style of old state-owned enterprises that township enterprises can rise rapidly after the reform and opening up.

It is true that the technical level of township enterprises is generally not as good as that of old state-owned enterprises, and their products have low performance and poor quality, but you can't resist their enthusiastic service! On one side is the cold face of old state-owned enterprises, on the other side is the meticulous service of township enterprises. Which one will customers choose? For some commonly used equipment, customers do not have high requirements for performance and quality, as long as it can be used. In this case, of course, people will choose a seller with better service. Who is willing to spend money and become a grandson?

When the market was gradually eroded by township and village enterprises and their own operations were in trouble, some old state-owned enterprises began to change their style, imitate the practices of township and village enterprises, and strengthen their service awareness, thus regaining the market and maintaining their original glory; while other old state-owned enterprises If you blame others and do not look for the reasons within yourself, you will instead think that the policies are wrong and the world is deteriorating. The result will naturally be that the situation becomes worse and worse, and you will eventually go bankrupt.

The situation of boarding the aircraft belongs to the latter type mentioned above. Zhang Guangcheng, the former director of Tengji, was a conservative cadre. In the era of planned economy, he was able to conscientiously complete various tasks assigned by his superiors, and his work achievements were outstanding. But in the era of market economy, his shortcomings of lack of pioneering spirit were undoubtedly exposed, and Tengji's operations also deteriorated, dragging a large state-owned enterprise into an insolvent situation.

After Zhou Heng took office, he took many measures to try to reverse the situation of Tengji. Part of his efforts paid off. As he said, he was able to ensure the payment of wages. But his efforts to change his business philosophy yielded little results. Most of the cadres and workers in Tengji still retain the style of the past. Zhou Heng called it "arrogance", which was actually a bit of a whitewash. It was clearly a bossy style.

In contrast, Linyiji's employees have a more flexible attitude. This may be related to the inherent business tradition of southern cities. In order to get a little business commission, Han Weichang could be obedient and bow to a young man like Tang Zifeng. Such people are rare in Tengji. After Zhou Heng arrived at Tengji, he encountered several employees who "starved to death and refused to eat the food they came to". Their tempers were rising, and no matter how much money you gave them, they could not make them bow down. This might be called arrogance.

It is true that one cannot be without pride. But when it comes to salespeople, pride is not really a good quality. When some of Tengji's salesmen went out to discuss business, the customer only raised a few questions about the product, which was far from being picky. The salesman became impatient and simply said "Do you want me to love you?" and walked away.

Zhou Heng has received dozens of complaints from customers, some of which are old relationships he has tried every means to contact. As people said, I don't have to care about the salesperson's attitude, but from the salesperson's attitude, I can imagine the atmosphere of the factory. From such a company, do you dare to expect good after-sales service in the future? If there is a problem with the equipment, if you send me another maintenance person like this, aren't we spending money to buy our anger?

"Do you still keep such a salesperson for the New Year?"

Hearing Zhou Heng talk about these things, Tang Zifeng immediately started to complain. Linyiji also had such salesmen. Before Tang Zifeng could take action, Han Weichang dealt with them first. If you don't want to serve your customers well, then go home and wait on your wife.

During the period of waiting, you can only get half of your salary. Would you rather look at your wife’s eyes or your customers’ eyes at you? Practice shows that most salesmen choose the latter.

Zhou Heng sighed: "I don't know about this problem, but I also need someone to replace them. As a factory director, I can't just run business all day long, right?"

"Why not? Aren't I just running business outside all day long?" Tang Zifeng said with a smile.

Zhou Heng shook his head: "You have nothing to worry about when you go out to run business. And you are not stuck in business. The business you developed in the front can be picked up by Han Weichang and others in the back. My current situation is that even if I contact you The salesperson behind me can't keep up with the business. Specific discussions on product specifications, quotations, delivery cycles and other matters are still very trivial. I can't possibly have the energy to cover everything."

"That's true." Tang Zifeng said. Zhou Heng's analysis is correct. Tang Zifeng only needs to negotiate a principle with his customers when running business, and Han Weichang will lead the sales department to implement specific matters. Zhou Heng was the commander-in-chief, so it was impossible for a factory director to discuss business details.

"So, Director Zhou, what do you mean? Do you want me to give you the entire sales department of Linyi Machinery?" Tang Zifeng asked, half jokingly and half seriously.