Of course, if you just use the price to leverage the market, it is not a problem, the key problem is that the market is fundamentally bad.

Many downstream enterprises are not operating, and they have automatically closed down. So price is not a fundamental issue.

Therefore, the overall customer resource base is getting smaller and smaller, but the coal production capacity is getting bigger and bigger, and the fierce competition in this can be imagined.

It is precisely because of this that in addition to taking price reduction measures, Zhang Xiaobei also emphasized several points at the meeting, and it is necessary to take price protection measures and sales promotion measures at the same time.

In terms of price protection measures, Zhang Xiaobei said that we must do three things:

First of all, it is necessary to adjust prices in an orderly and effective manner, and not to mess around.

When it comes to price adjustments, you can't lower the price if you can't sell it, so what's going on?

You have to make a decision based on the price changes in the surrounding area and the inventory of the surrounding units, combined with your own situation.

It must be remembered that Jinsheng will never be the initiator of price reduction sales, but it will not be the passive person of the last price reduction, and at the same time will not adopt the strategy of large price reduction and concentrated price reduction.

We have to tell our customers through actual behavior that we adjust the price once a month.

In this way, customers will purchase smoothly.

Other people's customers have just sent away coal, and before they reach their destination, you will reduce the price.

Isn't this customer losing money on the coal while it's still on the way? Who would dare to buy your coal?

Of course, if it is really not possible in the middle of the month, rest assured, we will definitely settle you at the new price for the coal you pulled at the beginning.

Guarantee that you will not suffer losses, so that the price adjustment is orderly, and the customer's transportation will be orderly.

Second, we must pay attention to the critical relationship between inventory and sales price.

Inventory is used as a reference for the company to adjust prices, and the growth process of inventory is an expected process of price formation and decision-making by the company.

Pay attention to the growth pace of inventory, is it fast or slow, is it more concentrated, or is it high at the beginning of the month and the end of the month?

In terms of specific practices, it is necessary to:

While researching the surrounding prices and surrounding inventory, we also actively communicated with the bulk planning units to touch the customer's psychological expectations for the month.

In the process of sales and pay close attention to the exploration of inventory increase concentration, through specific management and scientific methods, to effectively set prices.

In addition, we need to find out how many goods we can store through inventory probing, whether it is 250,000 tons, 300,000 tons, or 500,000 tons?

In this way, we can have the mental expectation of competing with the market.

If we can put a month's output, we may usher in a slight increase in coal prices in the next month, so we can earn ten yuan more.

Although the market is weak, there are still small rhythms of rise, this is the experience.

Maybe the previous month and the next month, or the week before and the week after, the price may be ten or twenty dollars.

Third, we should pay attention to the balance between production, marketing and inventory.

In the face of the special international and domestic economic situation in 2012, the expectations of various industries on coal prices are also different.

The price must be dropped, whether it falls halfway up the mountain, or falls into the basement? There are still several floors in the basement!

In 2012, the sales price of anthracite coal was unlikely to be a definite and extremely accurate price expectation for the surrounding coal mining units, including Jinsheng Group.

Although some provinces, cities and local coal production restrictions have been implemented, it has not helped the downward trend of coal prices.

Jinsheng's price operation strategy is to protect the price as much as possible, on the basis of keeping part of the inventory, but must maintain the normal operation of safe production.

The above is about the work that Zhang Xiaobei thought of in terms of protecting prices, after all, the children are still young, and they all came from the upward period of the coal economy, and they really have no impression of the scene full of coal.

At that time in 2008, the children had not yet grown up, and it was Zhang Xiaobei who stepped over a small bag and played with other customers outside.

This diabetes is directly related to the drinking of alcohol for more than a year.

Three drinks a day, not to mention, singing with others in the club in the middle of the night, jumping......

And the wine in that place is basically fake, it is said that the empty bottle is full of bottles, 2 cents a bottle, but in those places there are dozens of bottles.

Zhang Xiaobei thought about it and felt that it was really not easy at that time. Of course, it's also quite sand coins.

In addition, in terms of promoting sales, Zhang Xiaobei also put forward several requirements:

First of all, it is necessary to effectively coordinate the railway transport department and strive for the capacity allocation plan.

According to the 2012 coal mine production forecast, it is now necessary to communicate with the Guanzhou Railway Bureau immediately.

At the same time, it will exchange the supply situation and demand for capacity allocation to the cooperative units of Taihang Station, train depot and strategic loading point.

The good point of our unit is that the railway transportation plan is listed separately, which has this advantage, and the railway is the transportation of bulk materials, with a large amount of goods, which is our main mode of transportation, and this must be coordinated.

In addition, it is necessary to actively coordinate with the Railway Bureau, participate in the "Hundred Thousand Strategy" of the Ministry of Railways, and open the work of direct railway trains to freight trains, so as to further occupy the allocation of transportation capacity.

That's right, you have a customer who has no plan and no capacity, what nonsense do you have, people come to ask for goods, you say I will give you either to plan, or to capacity, or to come to the wagon?

What's the matter, wait, let's talk about it next month?

So this has to be done in advance, don't let the customers worry about it in the future, and don't say anything about the joint operation fee, planning fee and installation fee on the railway bureau's side.

This coal market is not good, their own transportation tasks can not be completed, they can't earn freight, where do they still have the heart to play with you these cats!

By the way, I would like to add that the Ministry of Railways is now also implementing a series of reform measures, of course, in the preliminary discussion and trial stage, and in 2012, a "Hundred Thousand Strategy" plan was implemented:

That is, 100 passenger express trains and 1,000 bulk cargo direct trains.

This is a new measure of freight products launched by the railway department for the convenience of cargo owners, meeting market demand, and accelerating the transformation of development methods, and it is also a symbol of the beginning of railway reform.

The opening of direct trains has directly shortened the coal transportation time, seized the transportation market, improved the competitiveness of railway transportation, and brought great advantages to the competition for the market of railway transportation.

This is a shift in railway transportation from focusing on "public welfare" to focusing on "market".

Of course, you can't just need capacity, you also have to increase the frequency of verification and approval of railway transportation plans.

In 2011, we communicated with the railway bureau once a month, and in the future, we will communicate with the railway bureau three times a month, or even more.

Ensure the adequacy, timeliness and effectiveness of the plan verification, ensure the orderly coordination of internal highway allocation and railway delivery, and ensure that the internal allocation is not affected by the examination and approval of the railway transportation plan.

Second, we can't just play with the railway, the highway also has its own advantages, it's fast.

The price is set this morning, and it can be opened in the afternoon, but the railway will not work, you have to wait for the approval of the rail transportation plan.

But there is still a hurdle on the road, and that is the coal company.

In addition, Jinsheng has three special railway lines, and also leases three special railway lines, a total of six, your highway can not be sold for a while, come, pull back to the platform, we take the railway.

But you also have to use road transportation to get to the railway platform, so we must also do a good job of road transportation.

Therefore, Zhang Xiaobei asked these staff to actively coordinate with the coal road companies at the city and county levels and the coal transportation and marketing management stations under the highway companies, so as to obtain relatively sufficient coal contract resources for internal allocation of road transportation month by month.

It is necessary to coordinate coal mine production with internal allocation and sales, and also make the railway sales resources effectively matched.

In addition, it is still necessary to actively coordinate these departments to promote the flexible conversion of coal resource contracts between road and rail.

According to the sales ratio and current situation of the two roads on the site, the resource contract is adjusted anytime and anywhere, and the highway contract must be tense and orderly at the critical moment of sales.