Afternoon.

Song Weiyang held a copy of "Life and Death Field" in his hand, walked side by side with Lin Zhuoyun on the streets of Wujiaochang, and paced leisurely towards the gate of Fudan School.

A rickshaw was parked on the side of the street, pedaled by a small old man. He picked up two very Cokes and a piece of Xifeng Iced Tea, went back and forth like this three times, and finally finished moving the goods, took out the contract and said, "Boss Li, you order the goods and sign again." ”

"It's just right, it's all right. Boss Li nodded.

The little old man put away the signed contract and returned to the tricycle: "If you want goods, call them!"

"No problem, you're good to go. Boss Li said with a smile.

Xifeng's 101 system is very different from Coca-Cola's 101 system in history, which is temporarily imperfect and deformed. It's growing more rapidly, but there are a lot of loopholes in it, and this has to be corrected slowly.

Although Xifeng Company is responsible for transportation, it is only transported to a certain area, and it is impossible to drive a large truck directly into the street. Next, either a person (a permanent temporary worker) is hired to deliver it to the store, or a partner sends it to the store, and there is naturally a difference in delivery fees between the two.

Take the gangsters at Shenghai Railway Station, for example, who bought three vans and paid for the delivery to themselves.

On the Wujiaochang side, a relative of a small leader serves as a regional partner of Xifeng. He was too lazy to buy a van or hire someone to deliver the goods, so Xifeng hired two workers to be responsible for the delivery every day, and the little old man belonged to one of them.

The store is also very cost-effective, because in the past, there were first-level dealers, second-level dealers, and even third-level dealers to make the difference. Now there is only one regional partner to make the difference, and the store's purchase price is much lower, even if no one forces them, they will choose Xifeng products for more profits.

What is the final form of the 101 system?

Xifeng's sales branch sends its own salesmen to be responsible for promoting the stores, and each salesman is responsible for several stores. And those who are responsible for regional distribution are the real regional partners, regardless of receiving orders, just delivery!

Let's take those train station gangsters as an example, and wait until Xifeng Company stabilizes this wave of war. They must hand over the power to take orders, and all those who are responsible for receiving orders will be merged into Xifeng's sales branch to become salesmen, and the rest of them will be responsible for regional distribution.

The power to take orders must be paid if you don't pay it. Anyway, while continuing to ship, Xifeng will also grasp the information of those terminal stores, and send it by itself, bypassing the local snake. Whoever dares to bully the market does not need to call the police to reduce their sales profits.

To put it bluntly, Xifeng Company will 100% cross the river and demolish the bridge.

When mobile phones are popular, the Internet is widespread, it will be even simpler. The number of salesmen will be greatly reduced, and the store only needs to call the regional delivery staff, or place an order directly online.

Song Weiyang had just walked into the school and received a call from Zhang Guodong: "Chairman, the dealers have collectively fried the pot." ”

"Normal reaction, stabilize them. Song Weiyang said with a smile.

……

Xifeng Company, headquarters conference room.

First-class dealers from more than 30 provinces and cities across the country, after many days of protests, finally began to huddle together to keep warm, and gathered together to put pressure on Xifeng Company.

Quite simply, they used to pick up the goods at Xifeng, distribute them to second-tier dealers, and then distribute them to third-tier dealers. Now, the regional partners of the 101 plan have robbed many second- and third-level dealers of their business, and the reactions have come up at all levels, making the first-level dealers anxious.

Even, there are many second- and third-level dealers, directly leaving aside the first-level dealers, and becoming the regional partners of Xifeng Company!

This is the bottom of the kettle, and it is necessary to smash the jobs of first-level dealers!

"Mr. Zhang, what do you mean by this? We have worked hard for three years to sell goods to Xifeng, and now we have been kicked away!"

"That is, Xifeng crossed the river and demolished the bridge, not righteous!"

"Mr. Zhang, if we continue like this, we won't do it, and we will all go to sell Jianlibao, Coca-Cola and Pepsi!"

“……”

There was already a lot of noise in the conference room, Zhang Guodong hung up the phone, raised his hand with a smile and said, "Friends, don't make noise, don't make trouble." Through repeated discussions, the company has made a decision to increase your sales rebate again, and the cumulative rebate can reach up to 20% per year. ”

"Really?" asked one dealer.

Zhang Guodong asked people to send the channel rebate form down, and said with a smile: "Everyone, the more you sell, the more you get back, and the more you earn." I hope that the cooperation in the future will be more pleasant, and we will make a fortune together!"

Most dealers are itched by the ultra-high rebates, but there are some sober people.

A dealer suddenly shouted, "No! You have to sell more than 50,000 pieces a year to achieve a 20% rebate." Now that you are engaged in that 101 regional partner, the distribution line is a little bit empty, and it is impossible for our first-level dealers to complete the sales task of 50,000 pieces. Mr. Zhang, you're painting a big cake for us!"

Other dealers came back to their senses and suddenly made a fuss.

Zhang Guodong hurriedly said: "How much you can sell depends on your ability." Anyway, the highest 20% annual sales cumulative rebate is unique in the country, which is higher than the original sunrise. ”

"No matter how high it is, there is a fart, if you can't get it, you can't get it!"

"Xifeng Company is a hooligan!"

"Lao Tzu is gone, sell Pepsi Cola, Pepsi Cola is a cash rebate!"

“……”

Zhang Guodong said: "Everyone, please think carefully, or find a good math to calculate." Although the maximum 20% rebate is not easy to get, a 5% to 10% rebate is still very easy to achieve. Xifeng's increase in sales rebates is to make up for your losses. Xifeng has done its best, and if you are not satisfied, then you can only say sorry. ”

"Don't do it, don't do it, Xifeng store is a big bully, there is no business like this!" a dealer got up and left the table.

The others looked at each other, and a dozen more followed.

Two-thirds of the dealers stayed, some planned to see the situation, some did not dare to take risks, anyway, they still have some money, just make more and earn less.

As Xifeng's 101 system becomes more and more perfect and larger, these dealers will be eliminated sooner or later, and none of them will be left. Even if there are left, they are now second- and third-level dealers, and under the 101 system, first-class dealers have no way to survive at all.

Finally fooled these dealers away, Yang Xin was worried, and said to Zhang Guodong: "Speed up the construction of sales branches around the country, those cities that do not have warehousing centers, don't wait to build by yourself, rent some warehouses to deal with it first." The sales branch of each large and medium-sized city is divided into two levels, the first level is responsible for information management and goods allocation, and the second level is based on districts and counties and recruits additional salesmen. ”

"Our sales and logistics departments are going crazy. Zhang Guodong smiled bitterly.

"It's good to get through this while. Yang Xin said.

Zhang Guodong said: "When the company's funds ease up next year, we must take back the order-taking power of the regional partners, and only reserve the terminal distribution business for them, and it is best to finish it before the summer of next year!

"That's for sure," Yang said, "at that time, lower their sales commission, force them to join Xifeng as salesmen, and get all the customer information in their hands." ”

More than 10 years later, someone analyzed the channel construction of Xifeng Company, which was summarized as follows: "When Xifeng first started to sell goods, there were insufficient funds and no channels, so the situation was opened through the regional general agent. After Xifeng spread the goods to the whole country, he crossed the river and demolished the bridge, eliminated the regional general agent, and cultivated a large number of regional dealers. In the face of PepsiCo's channel stimulus plan, Xifeng Company launched the 101 plan, but due to insufficient funds, it cultivated a large number of small area dealers (regional partners), crossed the river and demolished bridges, and eliminated large dealers. When the funds are abundant, the warehousing and logistics system is gradually improved, and the bridge is dismantled across the river, turning the small area dealers into delivery people and salesmen. ”

Crossing the river and demolishing the bridge, crossing the river and demolishing the bridge, crossing the river and demolishing the bridge.

Every time it is dismantled, the sales channel of Xifeng Company sinks once. Eventually, a salesman became responsible for more than a dozen stores, and when he got the order, he asked the regional partner to deliver the goods.

Even, with the improvement of the Internet and modern logistics technology, many salesmen in the area are also facing the danger of being demolished across the river - the store places orders by phone and the Internet, and the sales branch uses the network and software to automatically deploy, and then let the area delivery person deliver the goods directly.

Of course, the more fierce the market competition, the more important the salesman, after all, it is up to people to grab business. For a long time, salesmen were indispensable, and Xifeng Company did not dare to cross the river and tear down the bridge at all.

Businessmen talk about benevolence, but they are also the least benevolent.