After thanking Lijia Supermarket, Zhou Heng continued: "After a year of rectification, the atmosphere of the factory is basically reversed. You also helped find some business over there, plus some of the original business in the factory, now the factory can barely eat seven or eight points full, and the mood of the cadres and workers has basically stabilized, which can be regarded as the completion of the first stage of the goal I expected. ”

Tang Zifeng snorted and didn't interject. Teng Ji's basic situation, he actually knows a little. Zhou Heng called him over, definitely not to show merit or thank him, the following "but" is more important.

Zhou Heng didn't say "but", but directly talked about the problem:

"Tengji's biggest problem at the moment is a lack of vitality. In recent years, the economy of Northeast China has been in serious recession, and the economic development of Tengcun has become more and more different compared with that of southern cities. There are factors such as objective geographical conditions and subjective factors, and the state is also vigorously helping the revitalization of Northeast China.

"From Tengji's point of view, the loss of young and middle-aged backbone personnel is very serious. Some township enterprises in the south paid high salaries to poach talents from old state-owned factories in the northeast, and Tengji also poached many people. Before I arrived at Tengji, nearly half of the young technicians in the technical department had been lost, and nearly 1/3 of the middle-aged backbone skilled workers in the workshop had also been lost.

In addition, Tengji's cadres and workers are accustomed to surviving under the conditions of a planned economy and are not adapted to the market economic environment. Tengji's sales department has a serious official and business style, and lacks the ability to take the initiative to develop customers. After I came, I made a lot of efforts to try to push the sales department to the market, including the various incentive commission policies that we used in the Linyi machine, but the effect was very little.

"A lot of the business that Teng Ji has taken over the past year was brought by me when I went out to sell this old face. But people can sell me face once, but they can't sell my face forever. Seriously, what I lack most now is a talent like you Xiao Tang, even if I am given a Han Weichang, my pressure will be much less. ”

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

Tang Zifeng said with a smile: "I said a long time ago, let you bring me over, you don't look down on me, what can I do As for Han Weichang, he will definitely not come to Tengji, now the business situation of Linyi Machine is very good, his commission is calculated according to the total business of the entire sales department, and each salesman has a share of the business." Last year, he just took 400,000 yuan for his achievements, and he would not be willing to come to Tengji if he was killed. ”

Hearing Tang Zifeng talk about Han Weichang's income, Zhou Heng's face sank slightly, and said: "Xiao Tang, I was just about to remind you, I heard that Han Weichang is a little floating now, wearing a Rolex watch on his wrist, and comparing himself with people everywhere, you have to find a chance to knock him." Engaged in business, the degeneration is very fast, Lao Han was originally a decent person, don't let him go to the evil road. ”

When Tang Zifeng heard this, his face became serious, he nodded and said, "The old factory director is right, I have indeed neglected him recently. He had reported to me in advance about his purchase of a Rolex watch, and his reason was that this was the current atmosphere in the mall, and that he was dressed too shabby, which was not conducive to the image of the factory. I knew that his main purpose was to show off his wealth, and I did not stop him out of the sake of satisfying his vanity. ”

"There is no need to stop it, as long as it is not with public money, and the private income is legal, it is not a mistake to buy a more luxurious watch, and the factory has no right to interfere. However, you can't ignore the signs that have been exposed from this incident. Many of our cadres have degenerated from these small sprouts. Zhou Heng said.

"I understand, I'll have a good talk with Lao Han when I go back. Tang Zifeng said, after that, he smiled again: "Otherwise, I will really give Lao Han to you, let him relive the taste of hard work, and it can be regarded as receiving re-education." ”

Zhou Heng waved his hand: "This is a joke." Not to mention that he himself is not willing to come, even if he comes, he alone will not be able to change Tengji's business situation. Tengji's employees are generally a little arrogant, including the sales department's sales staff, and it is difficult for them to communicate with customers in a low manner. ”

That's a bit of a map cannon. In the era of the planned economy, the status of state-owned enterprises was very high, and because all kinds of products were in a state of shortage, among the two sides of the transaction, the seller was the uncle, and the buyer was the grandson. Enterprises like Tengji, the products produced are directly allocated to the user enterprise by the national plan, and the user receives the machine tool, debugging, maintenance, etc.

At that time, Tengji's sales staff and after-sales service personnel went to the customer unit, and the other party had to be respectfully received. If the attitude of the reception is not good, maybe the delivery of the equipment will be delayed, or the equipment shipped will lack a handful of parts, so that you will not be able to put it into production for a year and a half. In this case, customers dare to be angry but dare not speak, after all, if you want a machine tool, you can only buy it from Tengji, and it is more difficult to change a supplier than to ascend to the sky.

Such a system has cultivated the official and business style of Tengji and many other large state-owned enterprises. The so-called "ugly face, difficult door, difficult to do" refers not only to service enterprises, but also to production enterprises. It is precisely because of this style of work of the old state-owned enterprises that the township enterprises have been able to rise rapidly after the reform and opening up.

It is true that the technical level of township enterprises is generally inferior to that of old state-owned enterprises, and the product performance is low and the quality is poor, but you can't stand the enthusiasm of people's service! On the one hand, it is the cold face of the old state-owned enterprises, and on the other hand, the meticulous service of the township enterprises, which end of the customer will choose, some of the equipment that is usually used, and the customer's requirements for performance and quality are not too high, as long as it can be used, in this case, of course, people choose a seller with better service, who is willing to spend money and be a grandson

When the market was gradually encroached upon by the township enterprises and their own operations fell into difficulties, some old state-owned enterprises began to change their work style, imitated the practices of the township enterprises, and strengthened their sense of service, thus regaining the market and maintaining their original glory; while some other old state-owned enterprises complained about the heavens and did not find the reasons from themselves, but believed that the policy was not right, and the world was declining, and the result was naturally that the situation became worse and worse, and eventually went bankrupt.

Tengji's case belongs to the latter of the above. Zhang Guangcheng, the former director of Tengji, was a conservative cadre, and in the era of planned economy, he was able to conscientiously complete the tasks assigned by his superiors, and his work achievements were outstanding. However, in the era of market economy, the defects of his lack of pioneering spirit were undoubtedly exposed, and Teng Ji's business also deteriorated, dragging a large enterprise to the point of insolvency.

After Zhou Heng took office, he took a lot of measures to try to reverse Teng Ji's situation. Some of his efforts paid off, and as he himself said, he was able to secure his salary. But his efforts to change his business philosophy have yielded little benefit. Most of Tengji's cadres and workers still retain the style of the past. Zhou Heng called it "arrogance", but it was actually a bit whitewashed, which was clearly a kind of uncle's style.

In contrast, the concept of employees of Linyi Machine is still more active, which may be related to the inherent business tradition of southern cities. In order to get a little business commission, Han Weichang can be submissive and nod to a young man like Tang Zifeng, this kind of person is rare in Tengji. After Zhou Heng arrived at Tengji, he encountered several employees who "starved to death and didn't eat the food that came to him", and his temper came up, no matter how much money you gave him, he couldn't make him bow his head, which may be called arrogance.

No one shall be without pride, and this is true. But when it comes to the salesman, the arrogance is really not a good quality. When some of Tengji's salesmen went out to talk about business, the customer only raised a little question about the product, and it was not picky, so the salesman was anxious first, and directly left a sentence of "love or not" and left.

Zhou Heng has received dozens of complaints from customers, some of which are old relationships that he has tried to contact. People say that they don't care about the attitude of the salesman, but from the attitude of the salesman, you can imagine the atmosphere of the factory. Such an enterprise, do you dare to look forward to any good after-sales service in the future, in case of equipment problems, you send me another such maintenance personnel, we don't spend money to buy gas

"Such a salesman, do you still keep it for the New Year?"

Hearing Zhou Heng talk about these things, Tang Zi was not angry, and directly began to complain. Linyi also had such salesmen, and before Tang Zifeng could do it, Han Weichang cleaned them up first. If you don't want to wait for customers well, then stay at work and go home and wait for your wife.

During the waiting period, the salary can only be half paid, are you willing to look at the white eyes of your wife, or are you willing to look at the white eyes of the customer?

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

"Why can't I, I just run business outside all day long," Tang Zifeng said with a smile.

Zhou Heng shook his head: "You go out to run business, you don't have any worries." And you didn't get caught up in the business, the business you developed in front of them, Han Weichang and they were able to pick it up later. My current situation is that even if I contact the business, the salesman behind me can't keep up, and it is still very trivial to negotiate product specifications, quotations, delivery cycles, etc., and I can't have the energy to cover everything. ”

"That's just as well. Tang Zifeng said. Zhou Heng's analysis is right, Tang Zifeng runs the business, and only needs to negotiate a principle with the customer, and the specific affairs are implemented by Han Weichang with the sales department. Zhou Heng is the commander of the light pole here, and it is impossible to let a factory director talk about the details of the business.

"So, Director Zhou, what do you mean, don't you want me to give you the sales department of Linyi Machine in a systematic way," Tang Zifeng asked half-jokingly and half-seriously.