I know that the available channels have been contacted, Wang Quan said that on the one hand, he wanted to stabilize Zhang Chenggang and not let him worry, and there was also a plan, the salesman who had been scattered before had come back, and he held a summary meeting in the company today.

"Did you eat it or didn't you bother to eat it?"

Back at the company, only Song Pengfei was alone in the office.

Song Pengfei looked at Wang Quan and asked, "Didn't you say that you were going to overload production today, why do you still have time to come over?"

"I just came out of the slaughterhouse, everything is going on in order, I'm not there anymore. Wang Quan explained simply, smiled at Song Pengfei and asked, "Did they bring back good news?"

Song Pengfei put down the notebook in his hand, stretched his waist and nodded, "It's okay." ”

As he spoke, he looked at Wang Quan playfully, and asked again: "Is there a problem with the sales of white strips over there in the slaughterhouse?"

was broken by Song Pengfei, Wang Quan didn't feel embarrassed at all, and nodded calmly and admitted, "Since it has an effect, let's quickly get a few reliable wholesalers to come out, there is still a gap of seventy tons of white bars produced today." ”

Song Pengfei was not in a hurry at all, and said with a happy smile: "Since you are here, then don't be in a hurry to go, it happens that we will collectively discuss the matter of channel grading in the afternoon." ”

Channel grading?

Wang Quan was slightly stunned, he had heard of this statement, but he had always felt that this concept was very far away from him. How many ordinary businessmen think that they have many sales channels? Most businessmen are big and small, as long as someone asks for goods, they will give them, and they will make money first before talking about anything else.

Now listening to Song Pengfei throw out this idea, he couldn't help but be interested, and asked curiously: "Tell me what you plan to do first." ”

......

Guo Mingming's car accident is only circulating in a small circle, and some people sigh and sigh that the world is impermanent. Some people don't take it seriously, after all, it doesn't have much to do with themselves. Some people also speculated and doubted the real cause of Guo Jie's death.

If it weren't for the call that a contractor wanted to contract by-products, Tan Li wouldn't have known about Guo Mingming. Although he secretly guessed this possibility, he couldn't help but lose his mind after learning the exact news.

"I'll lend it to you first...... No thanks, don't sit idly by when I'm in trouble in the future. ”

"Mr. Tan, I have a discussion on the Shangshan side, and I can't contract you here for the time being. ”

"Mr. Tan, how about we work together?"

In a short period of time, Tan Li's mind flashed the picture of the past, no matter what people outside said about Guo Jie, in his heart Guo Jie was a friend worth making deeply.

Hung up the phone in despair, Tan Li couldn't help but worry. He has a good relationship with Guo Jie, and he knows Guo Jie's family situation well. Both parents are in their sixties, and I don't know if I can withstand the blow of losing my son in old age. Guo Jie has two children, the eldest son has just entered the first grade of primary school, and the younger one has not yet entered kindergarten.

The mental blow can be diluted with time, what about the material aspect?

Guo Jie's family lives on business profits, and Guo Jie is the only source of income. But last year, Guo Jie invested in the construction of the farm in Luohe, not only invested his net worth, but also borrowed a lot of money from the bank.

If the bank knew about Guo's affairs, would it ......

Tan Li sighed helplessly, he felt a headache just thinking about it, and he didn't know how Guo Jie's family felt. Thinking of this, Tan Li hurriedly picked up the phone and called the finance, and after the phone was connected, Tan Li quickly said: "Transfer some money to me from the account first......"

After calling the finance, Tan Li hesitated for a long time, and found Guo Jie's father's phone number to dial over.

"Hey. ”

It took half a minute to be connected, and Guo Jie's father's deep voice came.

"Uncle Guo, I've heard about it, you have to mourn!"

"Hmm. ”

Guo Jie's father didn't seem to want to talk much, so he simply hummed and lost his voice. A trace of struggle flashed on Tan Li's face, and finally said: "Uncle Guo, I shouldn't say anything, Guo Jie is gone, you old couple and his wife and children have to continue to live." Am I keeping the by-product of the yard for you or ......?"

......

"What's wrong with copying? How many people want to learn excellent management experience but don't have the opportunity, and you still dislike it?"

Song Pengfei looked at Wang Quan with disdain, and without waiting for him to refute, he said again: "Sanhui can keep so many channels in order, isn't it worth learning?"

Wang Quan shook his head with a wry smile, "I just feel a little awkward to copy other people's things, and it always feels like I'm eating something that other people have chewed." Besides, Sanhui's management experience is not necessarily suitable for our current ......"

Before he finished speaking, he was interrupted by Song Pengfei stretching out his hand, Song Pengfei looked at Wang Quan with a serious face, and said seriously: "Aside from other aspects of management experience for the time being, at least channel management, large group companies are doing this." Facts have proved that this kind of channel management method is the most scientific and effective. ”

"The bigger the company, the more channels it has, and the quality of these channels is different, if you don't use simple and effective management methods, then you have to invest a lot of human resources to do maintenance. Do you think we're in the early stages of what we can do that?"

Seeing that Wang Quan didn't speak, Song Pengfei's tone softened slightly, "Market competition is the survival of the fittest, while we are competing with others, the customers below are also fighting fiercely. They not only have to compete with their peers for customers, but also compete with upstream suppliers for resources. The biggest benefit of channel grading for us is to reduce customer bargaining as much as possible, not only that, but also to stimulate customers to actively develop and grow, only they are strong enough, in order to get more preferential policies from us. ”

"You're right, but if you really treat it differently like this, you will definitely lose some customers. Wang Quan first affirmed Song Pengfei's statement, and then raised his own concerns.

The corners of Song Pengfei's mouth hooked slightly, and he said nonchalantly: "An excellent sales channel is enough to contribute more than ten fragmentary retail investors, and in the limited energy, you can only sacrifice the small to keep the big." As long as we have enough excellent channels, we are not afraid of no sales. Didn't you have that same mindset when you started doing this, and why did you become indecisive now?"

Wang Quan opened his mouth, but there was nothing to say.

When he was just reborn, he was weak, and Lin Dong was only a small player in the industry, and he had no ability and energy to compete with others for customers. The only thing that can be done is to dig deep into high-quality channels and try to give full play to the sales ability of high-quality channels, so as to make up for the shortcomings of their small number of customers.

But is it the same now as it was then?

When digging deep into high-quality channels, with the mentality that success is my luck, even if it is not successful, there will not be too much psychological fluctuation. If you lose customers, it is to take meat from yourself, how can you treat it calmly?

"Wow. ”

Song Pengfei handed Wang Quan a cigarette, and after lighting it himself, he sighed with emotion: "Whether it is a business or a person, it is impossible not to be separated for a lifetime, you should know this truth." Channel grading is not a direct abandonment of scattered customers, but a joint spur on both sides, in this management model, either party stops, will lose their own profits. Customers are progressing faster than us, so we have to give priority to meeting customer requirements and beware of being robbed of high-quality customers by others. On the other hand, the customer has to obey our arrangement in order to stay on this big ship safely. Both sides have a sense of urgency to move towards a common goal, and if they can't keep up, then we can't be blamed. ”

When the two were talking, salesmen came back one after another, Song Pengfei glanced at the time, and said to Wang Quan: "Doing business is all based on ruthlessness, ruthless to customers, and even more ruthless to yourself." You are the boss of the company, and you must not be indecisive in front of the business. ”

Wang Quan nodded silently.

After smoking, Song Pengfei took the initiative to get up, "Let's go, let's have a meeting." ”

The two entered the conference room together, Wang Quan walked to the middle and sat down, Song Pengfei sat down next to him, looked around and said to Liang Feng: "Before starting, you first select a few more reliable white strip wholesalers, Mr. Wang's slaughterhouse still has a seventy ton white strip gap to be filled." ”

"Is it okay with North Lake?"

"Is it okay in Jiang Province?"

As soon as Song Pengfei's words fell, two people spoke at the same time.

Wang Quan looked at the two, and the first to speak was Marriott, who left a deep impression on himself on the first day of the meeting. The other one, if I remember correctly, should be called Zheng Shengli, who was the director of the Jiang Provincial Business Region before.

smiled at the two of them, "Beihu is okay, as long as it's not Jinling in Jiang Province." ”

Marriott nodded and then picked up the phone and walked out, Zheng Shengli also got up and said with a smile: "There are channels outside Jinling. ”

"There are a lot of available channels that I brought back this time, and when Marriott and Zheng Shengli finish the phone call, if there is still a gap, you can make additions. Liang Feng saw that someone was about to move, so he hurriedly said out loud.

In this way, after waiting for more than ten minutes, Marriott and Zheng Shengli came back at the same time.

"Jiangcheng can receive 20 tons, Suizhou can receive about 15 tons, and there is a wholesaler in the county town who can receive 10 tons. These are wholesalers of Sanhui, and it is not good to take too many tasks at one time. Marriott took the initiative.

After listening to Wanhao, Zheng Shengli was slightly stunned, and then said: "I also contacted forty tons here!"

With only two people, more than 80 tons of white strip products were arranged in ten minutes, and Wang Quan listened secretly. Hurriedly smiled and said: "It's okay, the slaughter volume has been relatively large in the past few days, if it is not enough today, you can make up for it tomorrow." After the meeting, you all get in touch, and you don't have to worry about sales in the next few days. ”

After speaking, Wang Quan secretly admired the benefits of the channel.

Seeing that Wang Quan was no longer talking, Song Pengfei signaled that Liang Feng could start. Liang Feng cleared his throat and attracted the attention of others, then said: "There are two topics for the afternoon meeting, one is the issue of channel grading, and the other is the issue of our personal work arrangement. Let's talk about the first channel grading first, and the big guys can talk freely if they have any good suggestions. ”

Many people are aware of the old-fashioned concept of channel tiering, which still exists today. To put it simply, it is to divide the channel level according to the city level. Different from company to company, some companies need the existence of provincial agents, then the primary market is the provincial agent, and then the municipal agent and the county agent.

In order to save channel costs and make their products more price competitive, and in order to more directly grasp the sales channels, the provincial agents and even the municipal agents are canceled, and the county-level agents are directly developed, and then managed by the company. No matter what level it is canceled, it has evolved from the model of regional division of channels.

The advantage of old-fashioned channel grading is that it is simple and clear, each agent has its own fixed area, and as long as the agent is not lax in the fixed area, the sales volume can basically be maintained within a relatively ideal range, which is convenient for the company to estimate and evaluate the overall sales volume and set sales targets.

At the same time, it can also avoid unnecessary troubles, such as disputes caused by the same company's agents fleeing goods. As long as the management and punishment system is strict enough, it can avoid fleeing goods to the greatest extent.

Sanhui uses this channel grading model, but with some changes in individual special areas.

But there is also a new concept of channel classification, the new channel classification completely breaks the principle of old-fashioned channel classification, and it is very bold to make changes.

It's not so much a new channel grading as it is raising Gu.

The new tiering concept completely abandons the principle of dividing the market by geographical region, putting all customers on the same platform, and then allowing them to develop, and increasing support based on the best of them. This method will distinguish customers in a short period of time, and customers with strong sales ability will be supported by the company's preferential policies, and the market competitiveness will become stronger and stronger, and the sales volume will naturally increase. Those ordinary customers will be gradually eliminated from the game, and then add fresh blood to start a new round of Gu cultivation.

This grading method is somewhat extreme, once the operation is wrong, it is easy to cause customers to hate the enemy, and eventually kill themselves. But the benefits are also obvious, and sales can explode in a short period of time.

The business personnel were actively discussing the matter of channel classification, but Wang Quan's eyes quietly glanced at Song Pengfei with worry in his eyes. He knew what Song Pengfei's real thoughts were, so he didn't care about the discussion of the business staff, because he knew that Song Pengfei would not give up his own ideas.

The heated discussion lasted for more than half an hour, during which Wang Quan and Song Pengfei did not interject, both of them looked like they were listening carefully, but their thoughts had already left the room.

When the voices of the business personnel became less and less, Song Pengfei pretended to nod his head, seemingly satisfied with their positive attitude. With a deep groan, Song Pengfei slowly spoke: "No matter what you do, a positive attitude is always commendable. ”

The business personnel were smiling one by one, and seemed to be very satisfied with Song Pengfei's statement.

"However, have you ever thought about it, we are now in the initial stage, if we follow the old path of others, do you think we have a chance to surpass those established companies that have been running on this road for more than ten years or even longer?"

The smile on the face of the business personnel gradually disappeared, and they heard a different taste from Song Pengfei's words, and looked at Song Pengfei with doubts in their eyes.

"The most important thing in a startup is not hard work, because your hard work is just a sparse routine in the eyes of similar large enterprises. For startups, innovation always comes first, and if you can't innovate, don't talk about entrepreneurship. ”

Unconsciously, Song Pengfei's face became serious, with an inexplicable brilliance in his eyes, and he said to the business personnel: "Of course, innovation does not mean completely losing the old experience model, sometimes only a little change on the basis of the old experience model may have unexpected effects." I also thought of a method of channel grading, say it and listen to it, if there are different opinions, we can debate on the spot, or rethink the new method. ”