At the beginning of 2002, by chance, the business of Taiwan's Formosa Plastics Group Kunshan Nanya Electronics imported a large number of equipment fell into the hands of our agency shipping company multimodal transport, after hard lobbying and public relations, the shipping company finally agreed to hand over the agency of this business to our company to be responsible for handling;

I know that this company is a very large customer、 It is also an extremely important benchmark guest, so I put the focus and focus of public relations on Mr. Rong, and also with a few of his friends to worship as a righteous brother, yes, I am the youngest one; in any case, I am sincere to show respect and respect for him, and even important banquet activities, I will invite him to a seat, maybe it is my sincere and sincere dedication slowly moved Mr. Rong, he saw that my little brother can also be quite on the road, so he took the initiative to reveal to me a great opportunity:" Immediately our company will carry out the export bidding of the ** route, 150 containers per month, you should prepare well, you come to bid. ”

This Kunshan South Asia project is too important for my department and me personally, the company's freight forwarding business has just started, and it does need a benchmark company like Kunshan South Asia Company to do invisible promotion, when you sit in front of new customers, just say that Kunshan South Asia is our service, which is also the best and most powerful business introduction. When I reported the information I learned to Vice President Sheng, he also attached great importance to his statement: "Xiao Zhao, work hard and strive to win this project!" When he reported to Mr. Cheng Xianlin, the general manager of the company, he just said lightly: Okay, let's fight!

If you want to win the bid in South Asia, I must have a very preferential shipping company price, I carefully analyzed: if you cooperate with such large shipping companies as Haihua and COSCO that operate the best routes, my company has just started without enough existing cargo volume to support and support, and the cargo volume in South Asia may not be able to eat as a fledgling Kunshan Dayun company, so people will not dump me, and they will definitely choose the "Big Mac" The level of Kunshan Feili logistics cooperation, I keenly feel that the direction of cooperation should be directed to small and medium-sized shipping companies, their ships are small and the market competitiveness is not as good as these large shipping companies, which can form its stable ballast cargo (professional terminology: refers to the guaranteed cargo volume of the shipping company), I have the capital and conditions for negotiation, so I put my eyes on the little-known small shipping company that I have cooperated with - Taiwan Yitong Shipping Group Shanghai Seven Oceans Shipping Co., Ltd., this shipping company is also the background of Taiwan, and it is easier for Kunshan South Asia to be accepted by Taiwan-funded enterprises。

Sure enough, as I expected in my analysis, Mr. Wang, the president of their East China region, attaches great importance to this cargo volume, and is also very willing to reach a strategic cooperation framework agreement with our company. But this does not mean that you will be able to bid for a successful South Asian company, because in addition to Shanghai to ** In addition to the sea freight, there is also the cost of Kunshan South Asia to Shanghai Port, I also have to break through the competitive advantage of each link in it, such as container transportation, my most important competitors are: Kunshan Feili Logistics Co., Ltd. (this is the aircraft carrier in the industry, later renamed: Feiliks Logistics, listed companies), Kunshan Yadong Logistics and several other relatively large old logistics companies, it can be said that I do not have all these strong opponents, container transport fleet, Kunshan Feili Logistics has its own independent huge container transport fleet, and the transport force is extremely strong。 The total bidding of this project in South Asia looks at the lowest total price, including the lowest total sea freight and container transportation costs, I know that although Feigt has its own transport fleet, it is impossible to transport customers for free, and I have long understood how much is the lowest container transportation fee in the market, but we do not have the support of a huge business volume, and the container transportation fleet in Shanghai will not give preferential freight rates to support us at all, even if it will, it is impossible to lower than the container transportation price of Kunshan Feigt。 To be honest, I don't pay attention to Yadong Logistics, which has the second largest market share, and I know that as long as I PK this strongest opponent, you can directly ignore it.

I meditated all day long, and she reminded me on the side: Then you can ask your old club Suzhou Dayun for help! I suddenly remembered that when Suzhou Dayun Kunshan Branch was just established in 2001, my two "Bodhisattvas" Colleagues abandoned a team Li Qing boss, he once in order to let us Suzhou Dayun Kunshan branch in the container transportation business to take care of him, specially from Shanghai rushed to Kunshan to visit our people, the scale of the team is not very large, only more than 10 cars, but also belongs to the kind of old-fashioned liberation trailer, according to the manager Li Qing at that time, they are the welfare unit under the Shanghai Municipal Prison Administration, in order to make up for the lack of office funds for the police and police, and appropriately increase the legal income of the prison officers (this was legal and allowed at the time), so in the early 90s, the container transport team was establishedFirst, there is work to be done in their prison system, and secondly, it is also to generate income, so their tolls and fuel costs can be directly reimbursed, and the transportation cost is relatively low.

But at that time, my two "Bodhisattva" colleagues thought that their cars were too dilapidated and too old, and it was really difficult to get into the elegant hall, and they had never used them, and they didn't even ignore others to play their own games...... I immediately rummaged through the business card of this manager Li Qing in my mobile phone, I have always had a habit that the phone number of important suppliers is usually saved on the spot.

"May I ask if it's Manager Li Qing?"

"Yes, who are you?"

"Manager Li, hello, I am Xiao Zhao of the original Suzhou Dayun Kunshan Branch, do you still have any impression?"

"Oh, Xiao Zhao, hello, I have a very impressive impression of you, what's wrong?"

"Oh, Manager Li, we have now established an independent Kunshan Dayun Company, and we are interested in talking about a larger transportation project?"

"Oh, yes, what week do you think I'm coming?" was a heart on the other end of the phone that was even more anxious than mine

"Today, Wednesday, why don't you come to my company at three o'clock in the afternoon on Friday?"

"Okay, see you on Friday"

When we met on Friday, Li Qing brought a driver, we don't need too many greetings, and we don't need too many roundabouts, I bluntly stated my intentions: "If you can do it at this price, all the container transportation business of my Kunshan Dayun will be given priority to you to choose!" Maybe it's because the brand of Dayun is big enough, and this Manager Li seems to have felt that there is a lot of money behind him, but when it comes to the transportation cost of the South Asia project, he refuses to agree.

"Manager Zhao, the price you mentioned is impossible, there is no such price in the market. I think you must know. "Me

"Brother Li, of course I know! Of course I also know your company's background and advantages, I am very sincere to talk to you about cooperation, I am not my two colleagues last year, I will take the contract between us seriously, for the transportation price, is a little lower than the market price, but you want to see the potential and opportunity to cooperate with us, right? I began to call him a brother and sister, and I also began to "draw bread to satisfy his hunger".

"But there's really no such price!", he still seemed a little hesitant.

"Brother Li, just as you came to our branch last year to introduce, I listened very carefully, your tolls, fuel and other expenses can be reimbursed in the bureau, how much is the toll of your vehicle from Shanghai to Kunshan, are all dead?!How many liters of fuel consumption of your vehicle per 100 kilometers, about 35L, ......right?!Seeing that he was a little hesitant, I began to soak up with him.

"Okay, okay, for the sake of you and my brother, I'm going to do your next job, invite me to a good drink in the evening, okay?" Seeing that I wasn't speaking layman's words, he relented.

After reporting to Vice President Sheng, the Vice President immediately said: "Yes, yes, get a bottle of Wuliangye to greet people, I don't participate in the evening, you are in a drunken hotel next door, make it better! I will immediately ask them to implement it for you!", although the vice president does not understand the business, he is still very supportive of what I do for the company!

In the evening, General Manager Li Qing and his driver, the three of us were in the private room in the Yizui Hotel, and the full wine glasses were overflowing as if they were in the mood at the moment, "Come, Brother Li, I wish us a happy cooperation!"

"Okay, thank you!, but, brother, I'm telling the truth, the price I talked about in your office, there is absolutely no price in the market, your price is 100-150 yuan a cabinet lower than Feili and them, I absolutely recognize and thank you for this brother, so let's do it, the price signed on the formal contract between the two parties is still signed according to the market price, this extra 100 yuan a cabinet, the eldest brother will all give you cash personally, okay!" What sincere words, I believe he really wants to buy me, and I feel my value for the first time.

"I'm sorry, I didn't hear it!" I categorically rejected his proposal and suggestion, although my wife had just given birth to a son at that time, and my own monthly salary was 4,500 yuan a month, there were indeed many places where money was needed, and the rebate of nearly 20,000 yuan a month was indeed a large number, and I could use it to buy a house in Kunshan in almost a year! So, Mr. Li repeated his proposal and suggestion again.

"Brother Li, I really thank you for your love, I mean I didn't say this, the official contract price between the two of us is still signed according to the price we negotiated in the office, I will not forget the family motto and family rules set by my father, I will not be a slave of money in this life, money is only worthy of being my slave, but I must recognize you as a big brother, please rest assured!", I told him the real reason truthfully.

"Okay! I will identify you as a younger brother, come, fill the wine, the two of us will be considered brothers!" "My God, there are four or five grains and liquor, no way, for the sake of the company and for myself, I gritted my teeth and bored down......

After getting the most important sea freight and container transportation costs, the tender date came as scheduled, after the first vote, only we Kunshan Dayun and Kunshan Feili two were left in the bidding, Kunshan South Asia asked for the second bid, after carefully analyzing the strength and advantages of the opponent and the strategic intention I wanted to achieve, I quoted a unique price, directly shot the most powerful competitors, we Kunshan Dayun won South Asia ** Although Deputy General Manager Sheng very much agrees with my intentions and ideas, and also asks me to give it a go, but in front of the general manager of the "Airborne Forces" Cheng, he does not care at all, and repeatedly asks me to give up it and not to do this project, I have paid so much effort and sweat, how can I give up so easily, I argued with him in front of the vice president in charge in the office,

"Mr. Chen, our company's freight forwarding department has just been established, the superior company requires us to do the Kunshan market, but we do not have any visibility and reputation at all, and the company sent to me are all newcomers and novices, we do need benchmarking companies like Nanya to establish a reputation and image for us, but also need enough business volume to sharpen and train new employees, always let me talk to them every day theory, experience but never actual combat, and the future for us to conquer other guests, Kunshan Nanya Electronics is simply a very effective business cardAlthough the profit is only four or five thousand yuan a month, we can spend the salaries of two employees anyway!", I simply took out my heartfelt words.

"I think Xiao Zhao is right, for the company, we really need such a large company to pave the way for us, in order to better open up the situation in the future. Vice President Sheng said on the side.

"That's right, Mr. Cheng, and I have already controlled the payment terms of the client and the supplier, and there is no financial advance pressure at all, basically we can arrange the payment immediately after we receive the receivables. I added again.

"Anyway, I resolutely don't support or agree to do this project, if you really want to do it, you can get it!" Mr. Chen said coldly at his desk. I suddenly realized that the leader of the "Airborne Forces" in front of me had no long-term strategic vision, and he seemed to be indifferent to the development of the company at all, until I caught the handle on it.

On a Tuesday morning at the end of November 2002, we received a call from Mr. Rong, the director of the electronic customs department of Kunshan South Asia, to go to the conference room of South Asia at one o'clock this afternoon to discuss the corresponding export contract related to the winning project. Because Mr. Cheng did not support him, he still ignored the cooperation and did not give any assistance after the report, so I did not have any reference text or contract to provide for reference. But the contract still has to be signed, so I have no choice but to negotiate with Vice President Sheng with a notebook. Vice President Sheng is also the deputy general manager in charge of personnel administration of the foreign trade company, although he was sent to the shipping company to be my leader in charge, he does not understand the business of freight forwarding at all, and his age is similar to that of my father is more than 50 years old, but he is particularly firm in supporting my work and assisting my work, when I reported to him that Nanya asked to sign a contract, he didn't think about it and shook a sentence: "Go, I'll go with you!"

At 1:10 p.m., when we entered the conference room in the office area of the South Asia company under the guidance of the customs clerk of the South Asia Customs Affairs Division, there was already a row of six people, namely the Customs Affairs Division, the Materials Division, and the three Taiwanese section directors of the Production Division and one of their respective assistants, a total of six people. After winning the bid of the logistics enterprises, they began to take turns to open the gun requirements, each of them after the section leader put forward the requirements, I immediately wrote them down in the notebook, and at the same time to immediately deal with the answer to other people's questions, and also recorded in their own notebook; just after coping with the section chief, the section chief has a request, after a while their assistant assistant is supplementing the terms and requirements, I am alone in the six mouths to throw out of the various sharp questions, but also to write these down, and to answer people's questions, for the other party put forward reasonable requirements and conditions, we immediately give a commitment to reply, the formation of quantitative dataFor the unreasonable requirements and things that they can't do, I uphold the attitude of seeking truth from facts, not being humble or arrogant, telling them truthfully that they can't do it, and explaining the reasons. For example, they require that the container vehicle must be packed in the company during work, otherwise we are required to bear the overtime expenses of its employees, which seems reasonable but is a brutal request, I did not hesitate to point out: your request I think is reasonable, which is also the goal that we have been trying to achieve the quantitative digital service parameters, but we should respect the objective facts, the entire Shanghai port area and the terminal is not only serving our company, Shanghai-Nanjing line is not only our car running, traffic accidents are also happening all the time, once the port terminal congestionI believe that this is beyond your control and no one wants to happen, but I promise that once such a thing happens, we will tell you truthfully in advance, so that your company can arrange overtime in advance.

I consistently held a realistic and honest attitude to answer each of the other party's questions one by one and recorded them, until the six of them finally asked for the content of today's talk to be written into the terms of the agreement, so in addition to going to the toilet all the time until I walked out of the door of the office building of the South Asia company at seven o'clock in the evening, and when I was about to get into the car, Sheng Huiliang, the deputy general manager, went out and yelled:" Oh mom, Xiao Zhao, you are really amazing, one person picks six mouths, I can't even sit here I can hardly sit still, I really admire you! Go, I'll invite you to dinner in the evening!", "Mr. Sheng, your encouragement is my motivation to move forward, thank you for your support and help all the time!"

When I delivered the draft of the agreement of the South Asia Company to Mr. Chang Rong of the Customs Division again in the afternoon of the next day, his stunned eyes were full of questions and confusion, and he even wondered how I could be so efficient, of course, he still questioned the last clause of the agreement: when there are administrative institutions or force majeure factors that lead to changes and adjustments in the relevant rate standards exceed 5%, the two parties will separately negotiate the agreed price and use the form of an annex to the agreement as the basis for implementation. After I fully explained that the charge details involved the terminals, shipping companies, and the impact of fuel price adjustment factors on profits, he also expressed his understanding and acquiescence. In this way, I took advantage of my previous position as a secretary in an agency to complete the agreement in South Asia at one time, and began a full-fledged cooperation. One of my newly established companies tendered all the export operations of the South Asia company's ** route at an unbelievable price, which was implemented from December 1, 2002. Let Feili, Yadong such a strong competitor also have to serve, and I let my best apprentice fully monitor the operation of the South Asia company, and clearly put forward the requirements: think about what the guests think, anxious about what the guests are anxious about, is the core competitiveness of our service-oriented enterprises: service creates value. And it is stipulated that the office phone that enters the company is not allowed to ring more than three times, and must be answered to sound ......

Although the capture of Kunshan South Asia gave me a great sense of accomplishment, and also allowed my apprentices to enter the stage of actual combat from theory to actual combat, one by one to worship me and show their true feelings, because I taught them without reservation, affection and discernment, I don't want them to work as hard as I did when I stepped into this industry two years ago, and the apprentices also pooled money to buy a crystal statue on my birthday: a big dolphin led two little dolphins behind it, which has a profound meaning, but even so, it is still not affected by the "airborne soldier" in the company General Manager Cheng Xianlin was to be seen, what he wanted was profit, although I had already controlled the funds that did not need to be advanced by the company at all, but the profit of these 150 cabinets was only 4,500 yuan per month, and he even ran to the large office area and asked me loudly: "What are you doing with such a business?" I was very faceless in front of my apprentices on the spot.

"This project is reported to the vice president and you, as a start-up, we want the advertising effect and the opportunity to give the employees training opportunities, no matter what, the more than 4,000 yuan is also a profit?"

Finally, one day he gave me a thumbs up: in February 2003, when the agreement had been implemented for less than three months, I happened to encounter a national increase in fuel prices by more than 5% Although Mr. Rong has never taken anything from us, he also knows that this is indeed triggering the increase mechanism on the contract, so he reluctantly shook a sentence: "Stinky boy, put on a Hongmen banquet, and come and sign it tomorrow at a price after the price increase!"

In this way, I skillfully turned the profit of a pack of cigarettes in this cabinet into the profit of a cigarette, and the export profit of Nanya Company suddenly rose from more than 4,000 to more than 40,000, and my excessive high-intensity entertainment also seriously overdrew my body, until one day when I drank boiled water, I suddenly felt that several spoonfuls of salt were added to the water, very salty, and immediately went to the hospital to see an expert in internal medicine。 It was so humorous, I felt like I heard his advice to quit smoking! I was only 28 years old!