ICC, 99th floor, inside Wenjuan Liu's office.

Manager Wei and Liu Wenjuan sat on the sofa face to face, discussing about SASA's exclusive agent sales of the Flower Story brand.

"Mr. Liu, we SASA will show the greatest sincerity to cooperate with your company, and will also give the most preferential cooperation conditions for the Flower Story brand. We also hope to get the exclusive right to sell Flower Story in Hong Kong!"

After saying this, Manager Wei stared at Liu Wenjuan with both eyes and observed her demeanor.

In fact, Liu Wenjuan also has her own plan for this problem. She is the general manager of Flower Story Asia Pacific, and she can't limit her eyes to the Heung Kong market.

Here, it is just a springboard, and there is a broader market in the whole of Asia waiting for her to expand.

There are 48 countries in the whole of Asia, and if she is allowed to expand one by one, it will undoubtedly be exhausting, and it may not be very effective.

Therefore, be good at using ready-made channels, if you choose a mature partner, then the market development will be twice the result with half the effort!

The SASA chain has been very successful in Xiangjiang and is indeed a very good partner in the Xiangjiang market, but when you look at the whole of Asia, it is nothing.

The real cosmetics sales giant is Watsons!

A.S. Watson Group Heung Kong Limited, founded in 1828, is a health and beauty brand of A.S. Watson Group under CK Hutchison Limited.

A.S. Watson is the international retail and food manufacturing arm of CK Hutchison Limited, operating more than 12,000 retail stores and employing 117,000 people in various countries and regions around the world.

The Group's commodities include health products, beauty products, perfumes, cosmetics, daily necessities, food, beverages, electronics, liquors and airport retail business.

With more than 3,200 stores and more than 64 million members in 438 cities in China, A.S. Watson is currently the largest retail chain of health and beauty products in China.

With the theme of "Exploration", Watson's Personal Care Store proposes the three concepts of "health, good, fun" to help people who love life and pay attention to quality to shape the unity of their inner and outer beauty.

In mainland China, Watsons is the first store to operate with a "personal care" concept, and its unique and accurate market positioning is refreshing. The target customers of the store are women aged 18-35, who pay attention to individuality and have strong spending power, but they are short of time and do not like to go to large supermarkets to shop, and pursue a comfortable shopping environment.

Of course, Liu Wenjuan does not want to seek global cooperation with Watsons, but only wants to use his mature channels to break into other countries in Asia.

In Europe and the United States, although Watsons also has many stores, its sales and influence are not as good as those in Asia.

In Europe and the United States, then, the cosmetics retail giant, is Sephora!

However, now Flower Monogatari is not in a hurry to break into the European and American markets, it must first do a good job in its own base camp - the Asian market, and continue to have enough strength before selling to Europe and the United States.

……

Shaking her head, Liu Wenjuan said apologetically: "I'm sorry, Manager Wei, I can't agree to your condition." ”

Manager Wei felt a chuckle in her heart, and she asked: "Is it true that Mr. Liu wants to lay multiple channels in Xiangjiang? You must know that Xiangjiang is so big, if there are too many channels, it is not a good thing." That will lead to your company's products not being able to sell well in every channel, which will also affect the position of your company's brand in the channel. ”

What she said was also true, Xiangjiang is a small place, if every cosmetics store can buy Flower Story products, then the sales will be evenly spread, and it will not be possible to achieve such prominence as now.

Without an exclusive advantage, it is impossible for channel providers to spend a lot of energy to promote the brand of Flower Story.

Just like now, if you can get the exclusive sales agency, SASA is estimated to play the old life to push the products of Flower Story, because the sales momentum of this brand is very strong now, and consumers who want to buy this brand can only come to SASA's store, which can also drive the overall sales of SASA stores.

In this way, of course, SASA will cultivate this brand with heart, and after promoting the brand, the benefits will be its own.

But what if Excellence, Gloria Comedy, Watsons, Mannings, and even a messy little cosmetics store could buy Flower Story? Then no channel will take the initiative to promote this brand.

Because I may have worked hard and worked a lot, and I did promote the story of flowers, but consumers turned around and went to other stores to buy, wouldn't it be vomiting blood.

"No, I can't authorize a lot of channels to sell our brand. The company plans to set up only two channel providers in Xiangjiang, one is SASA and the other is Watsons!"

Liu Wenjuan said with a smile.

Why choose Watsons, Manager Wei didn't react at first. Because in Xiangjiang, in terms of cosmetics sales strength, Watsons may have to rank three or four, and Watsons should not be selected for excellence.

However, thinking of Liu Wenjuan's title, Manager Wei suddenly realized, it turned out that this was the outer channel of Watson's family.

There is no way around this, if it is in Xiangjiang, in terms of selling cosmetics, SASA may dare to say that it beats Watsons, but the scope is expanded to the Asia-Pacific region, and even the world, it cannot be compared with Watsons.

It's not an order of magnitude, not to mention that Watsons is backed by Cheung Kong Industrial, which is the company owned by the richest Chinese in the world.

In fact, as early as when Liu Wenjuan came to develop the Xiangjiang market, she made a plan, Xiangjiang only needs two partners, the first one is Excellence or SASA, and the second must be Watsons.

Moreover, in the early stage, she would not go to Watsons to discuss cooperation, because the other party was too large, and the performance of Flower Story was not good enough.

She must first find another partner to launch the brand of Flower Story in Xiangjiang, so that Watsons people can see the huge explosive power of this brand, so that when the two sides talk about the conditions of cooperation, they can truly reach an equal status.

Therefore, after Liu Wenjuan arrived in Xiangjiang, she first went to find Excellence, originally she wanted to put it on the shelves of Excellence Channel, sell it for a period of time, and wait until Flower Story's excellent sales performance was amazing enough, and then go to Watsons to talk.

As a result, excellence itself gave up this opportunity, and SASA seized it.

And the advertising bombardment during this period of time pushed the sales of Flower Story to the top, in fact, it was also for Watson's people.

Manager Wei is destined not to achieve the desired result this time, but she is not too disappointed, after all, Flower Story only intends to authorize two channels in Xiangjiang, and compared to Watsons, SASA still has an advantage in Xiangjiang.

This is a blessing in disguise.

However, since it is not an exclusive license, it is impossible to compromise too much on the terms of cooperation, and with the current sales performance of Flower Story, as well as future prospects, it is worthy of an A-level contract.

Liu Wenjuan, who spent money lavishly and threw out an advertising budget of 100 million without blinking, was thinking about it at this time.

When it comes to key terms of the contract, she argues with reason.

"Manager Wei, this clause is inappropriate, the settlement price should be raised to 6.5% off for us!" Liu Wenjuan said, pointing to the settlement price clause.

"How can that be! Even the settlement price of Estee Lauder and L'Oreal is 6% off!" Manager Wei shook his head again and again, indicating that he couldn't accept it.

"Manager Wei's concept has not been reversed, you must know that now, the sales of Flower Story are far more than L'Oreal and Estee Lauder!

Liu Wenjuan said with confidence that she has enough confidence to negotiate conditions, and data is the most important thing in business negotiations.

Now the sales data of Flower Story is clearly placed in front of her, and Manager Wei understands better than her what this sales data means.

If you can ask for an extra 5 pips of settlement price, why not!

It seems that 5 points are inconspicuous, but in a year, the sales of Flower Story may exceed 100 million, and 5 points is 5 million!

This is not a small amount of money, and my salary for a year may not be so much.

Where you should spend money, you don't feel distressed about how much you spend. The interests that should be fought for, not a single point will be compromised!

This is Liu Wenjuan's character, very strong......

At this point, she may not be tactful enough, if Wang Ye is to deal with it, there will be a better way for the other party to accept it willingly, and it will not be as aggressive as her.

However, in the case of gaining the upper hand, it is not wrong to be stronger, and Manager Wei reluctantly agreed to Liu Wenjuan's request.

There is nothing to say about the other terms, the best position, the most promotion resources, these are due treatment.

In shopping malls, strength is respected.

A week ago, the strength of Flower Story was not shown, so it was naturally not taken seriously. But a week later, when it was discovered that this brand could bring a lot of profits, the attitude of these channel providers was completely different.

……

The new contract has been signed, and Liu Wenjuan is now waiting for Watsons' representative to come to the door.

As she expected, within three days, cosmetics retailers from all over Heung Kong came to her door, including the outstanding Manager Huang and, of course, representatives of Watsons.

For Manager Huang, Liu Wenjuan was not too polite.

The woman was careful, it was terrible, Liu Wenjuan deliberately let Manager Huang wait for her in the reception room for an hour.

Sitting in the reception room, Manager Huang waited dejectedly, and he also understood that this was Liu Wenjuan taking revenge on him. At the beginning, he asked Liu Wenjuan to wait for him for an hour, but now that feng shui is turning, Liu Wenjuan also let herself wait for an hour.

But if you can't get cooperation, when you return to the company, it is estimated that there will be no good fruit to eat. Before coming, the director personally told himself to lower his posture and sign the contract!

However, he was destined to be disappointed today, and after waiting for an hour, Liu Wenjuan walked into the reception room, did not sit down, and directly told him that Flower Story only chose two partners in Xiangjiang, and there was no excellence among them!