In April, the peony blooms in the roadside flower bed, the pot of peony flowers in the glass greenhouse of the Lake Research Institute is fragrant and gorgeous, the gardener puts the best pot of peony king into Hu Yiting's office, the basin diameter alone is seventy or eighty centimeters, and there are more than a dozen white pink and red peony flowers on it, the largest is the size of a bowl.

On this day, Wu Hengyuan, Zhu Jun, and Lin Yun made an appointment with Hu Yiting to report to the Lake Research Institute. Wu Hengyuan accompanied Bai Ping to Shenzhen on a business trip, and just came back last night, while Wang Lili flew to Puhai to supervise the progress of the wafer factory project, and only Bai Ping remained in Shenzhen to accompany Tong Mu.

After the three of them came to Hu Yiting's office, they were full of praise for this pot of peonies.

Lin Yun clapped his hands and said: "This white is like jade, pink is like a doll, and red is like rouge, Mr. Hu, your microelectronics division is really happy, and the office is so emotional!"

Wu Hengyuan said with a smile: "I just saw that the pot in Kang Yaoxiang's office is better, although the two pots of green peonies are smaller, they are delicate, and they like people when they look at them." ”

Zhu Jun said: "The pot of yellow peonies in the lobby downstairs is also beautiful, and the Lake Research Institute is really comfortable, and it actually has its own greenhouse and flower maker! Mr. Hu, you can change our office, we also want to move here." ”

"Hahaha......" all four laughed.

Hu Yiting smiled and beckoned them to sit down on the sofa in the office and personally made them tea.

"Your new factory is a blank piece of paper, you can draw a more beautiful picture, rather than the abyss of envy fish, it is better to retreat and close the net. I support you, you can build a big glass greenhouse, invite a few professional florists, plant flowers all year round, build the factory into a garden, and decorate the offices of R&D personnel. ”

Wu Hengyuan's eyes lit up: "That relationship is good! Then in two days, I will ask the florist from the Lake Research Institute to come over for guidance to see where the greenhouse is suitable and how big it is." ”

Lin Yun clapped his hands and said: "I think it is best to build on the roof of an office building! ”

Hu Yiting praised: "It is worthy of being the director of product development, and this brain is the light." ”

Wu Hengyuan and Zhu Jun also nodded in praise.

Wu Hengyuan said: "Mr. Hu, let's report to you today on the progress of the work in the first quarter. ”

Hu Yiting took a copy of the report brought by Wu Hengyuan, and each of the four of them compared it and discussed it one by one.

"Yes, the sales in the first quarter have exceeded that of last year, and the progress is very good, is there any news from Huachuang, how are they in the first quarter?"

Zhu Jun said: " Hua Chuang is indeed our biggest competitor at present, they benefit from the success of 10,000 digital program-controlled switches, and from our hands to get 100,000 parallel D type machine technology authorization, the first quarter of this year's sales are very hot, now our business department goes out to bid, almost every time to meet them, Liu Guangting said that now the sales staff under the smell of gunpowder, maybe when something may happen, he just went on a business trip to North Longjiang Province the day before yesterday, yesterday called to say, Hua Chuang there bid may be lower than we set, ask Mr. Wu if you want to reduce the price。 ”

Wu Hengyuan explained to Hu Yiting: "I didn't agree to reduce the price, after all, our products are more mature than Huachuang's technology, and the integration of software and hardware is higher than that of the other party." Like Mr. Hu, the three magic weapons developed by your leadership are one-click maintenance, fool-type system self-inspection, and highly integrated modular assembly and maintenance, which are much easier to use than Huachuang's current system, and now as long as the customer who has installed our CL08 program control machine, the computer room technician meets our after-sales engineer, and there is no one who does not give a thumbs up! Everyone said that our full Chinese system is friendly and easy to use, concise and easy to understand, and it is convenient to repair if there is a problem, the system directly changes the module after checking the problem, and it will be done in a few minutes, and the broken module is directly sent back to the factory for maintenance, so it is too worry-free, and the computer room does not need to be shut down, which reduces the pressure on these computer room staff! It is really much stronger than other machines! These dry technologies are real people, but there is no moisture in these words! They also said that if they could calibrate, they would definitely not have to think about it, and they would choose our equipment directly, how convenient it would be!

Hu Yiting smiled silently, but he was in trouble in his heart. After all, he is not from a sales background, he is only proficient in technology, not to mention that he is not as shrewd and sophisticated as Qin Zhenfei in sales, and even Liu Guangting and even Wu Hengyuan's experience can't be compared. Since you know your own shortcomings, you should not give blind command in areas that you are not familiar with, so as not to mislead your subordinates.

Zhu Jun said with emotion: "Last year was a blowout year for Huachuang, with annual sales of 1.5 billion, almost ten times more than 94 years, and profits increased nearly 100 times, laying a solid foundation for Huachuang in one fell swoop." This year, they have completed the expansion of production capacity, expanding the production capacity from 2 million lines to 6 million lines, and they are working hard to turn over the heel in sales and fight a price war with us. We've lost to them in bids several times before, and they're really willing to go down and bargain at all. The post and telecommunications bureaus in those small counties are the most sensitive to price, and they are reluctant to spend more than 10,000 yuan. ”

Lin Yun said with a serious eyebrow: "My classmates of Huachuang told me that Qin Zhenfei has given a death order, circled dozens of engineers from the chief engineer's office in the laboratory, spread mattresses all over the floor, and personally sat down, saying that it is necessary to complete the full Chinese graphical operation interface in the shortest possible time, and to copy our three magic weapons of one-button maintenance, fool-like system self-inspection, and highly integrated modular assembly and maintenance."

Those of us in this line are familiar with the relationship between the computer room of the post and telecommunications, and they must have got our system in their hands for reference, maybe they have already got our machine and are dismantling it. I guess the shortest is three months, and they will be able to launch new systems and new models. ”

After the three of them finished speaking, they all looked at Hu Yiting.

Hu Yiting had no choice but to say: "Our gross profit margin is still very high, and there is still a lot of room for operation, what do you think, Mr. Wu?"

Wu Heng saw Hu Yiting kick the ball to himself, and said decisively: "It's no problem to reduce the price, we now have a total of more than 200 material costs and labor costs per line, plus transportation and installation costs and after-sales maintenance costs, each line is about 270 yuan, compared with our current actual quotation of 600 to 750 yuan, the gross profit is doubled." But I think that since there is a clear difference between our product and the competitor's product, we should not reduce the price. ”

Hu Yiting asked Zhu Jun again: "What do you think of Zhu Jun?"

Zhu Jun said: "I also agree with Mr. Wu's point of view, when Huachuang's new products come out, we will have time to reduce the price." After all, we have a very good sales momentum now, although we have been blocked by Huachuang a few times, but those are all small orders, and the real big orders still rely on off-market efforts. You see that Huachuang won the expansion order of Shenzhen Telecom this year, our Shenzhen branch did not even hear the news in advance, and when we knew that there was such a thing, the bidding had ended, so we did not plan to consider using our products at all. I think we don't move on the price for the time being, but the sales commission can be higher, according to the current draft sales memorandum of 3% to 5% is a little less, I think simply according to the size of the list, the upper limit is raised by two or three percentage points, if each line has 8% commission, that is, about 50 yuan, then the 2,000 line is 100,000 yuan, 20,000 lines is 1 million, 100,000 lines is 5 million, I don't believe those directors are not moved. ”

Wu Hengyuan nodded slightly: "According to our inquiry, Huachuang is about 5% of the commission, but there will be adjustments according to the situation, and how to adjust it is an internal secret, I estimate that it is two or three percentage points." ”

Lin Yun pouted and said: "It's all about sideways, I think we need to strengthen the training of sales staff, let them run more customers, explain the advantages of our products clearly, don't let customers be in the dark, let them know how great our products are!"

Zhu Jun burst out laughing.

Wu Hengyuan smiled bitterly: "If Liu Guangting is a fool, then we will not have a shrewd person in Chongguang Communication, we have been old colleagues since we remembered it, and at that time he could sell a strange LEX5000 like it, not to mention that we are such a good CL08 now." I think what Zhu Jun said is still more reliable, and it is necessary to give the front-line sales staff greater operational command, so that they can better impress the hearts of customers. ”

Zhu Jun said in a low voice: "Liu Guangting's path is already very wild, he asked each branch to write down the addresses of those directors' homes, as well as the birthdays of his wife and children, schools, and workplaces, and even did everything possible to find out about people's wedding anniversaries, and even paid attention to whether the children of the family wanted to study abroad or not, whether they were married or not, this is already doing everything." Like the last Changsha order, Lao Liu asked the salesman to come to the door in advance to help people change the gas canister at home every time for three consecutive months, and the salesman's waist flashed, which finally made the director's wife soft-hearted, and then sent a bunch of hotels. The recharge card of the shopping mall, but also gave a life insurance, and finally the lady Tuo Wang always found a returnee doctor in the president's office of the Northern Metropolis to write a letter of recommendation to his family for the college entrance examination this year, Liu Guangting privately promised her family a scholarship of 50,000 dollars a year, so as to win a 100,000-door D-type machine contract. In the end, the director was also very happy, and he didn't ask for a one-point commission, saying that he made him a friend. ”

Wu Hengyuan said with a smile: "The twists and turns along the way are enough to write a book to write a story." ”

Hu Yiting smiled, so he said seriously: "We must be considerate of the hard work of the sales staff, I think so, we will increase the upper limit of the commission ratio to 8%. But how to do it? Under what circumstances do you need such a large commission ratio? How to transfer the profits to the customer? How to make the customer feel at ease? It depends on the personal ability of the salesman. But there is one clause that cannot violate the laws of the country. ”

Wu Hengyuan also said: "Well, it must not be illegal." ”

Seeing that the two of them said this without changing their faces, Zhu Jun nodded and said, "I agree." ”

Lin Yun sneered: "It's not illegal?"

Wu Hengyuan swallowed his saliva: "Courtesy is still exchanged, of course it is not illegal." However, if Liu Guangting's subordinates stab Lou Zi one day, it will be their personal behavior, and it has absolutely nothing to do with the company. ”

Lin Yun frowned, and stopped talking.

Hu Yiting quickly changed the topic and explained his management system for the rotating president to the three of them in detail.

"In addition to the head office, Chongguang Communication should also implement this system, and depending on the situation in the future, it will be promoted to Chongguang Software and Chongguang Microelectronics.

The rotating president of Chongguang Communication is also three people, that is, the three of you!"

Lin Yun was dumbfounded: "I, president, I can't do a good job!"

Zhu Jun was very excited, rubbed his hands and said: "Mr. Hu is thoughtful, the three of them are just right, when Mr. Wu is the president of the group, Lin Yun and I can go up." ”

Hu Yiting nodded: "There is something to discuss, in the case of no internal friction in the enterprise, the strength of the team will always be greater than the strength of the individual! I think this system can effectively prevent the company from suffering from the disease of a large company like IBM in the future." ”

Wu Hengyuan blushed excitedly and said: "Since Mr. Hu has this plan, I am willing to try to explore this new management model for the company, and I will definitely learn more from Mr. Wang and Mr. Kang, and do a good job in the unity of the three people on duty." ”

Hu Yiting nodded: "There is a specialization in the art industry, and the heavy light stall is so big, if you don't use the rotating president system, then there will definitely be a business that can't be taken care of." When you are the rotating president, you can better take care of the problem of Chongguang communication, and when Mr. Kang is on duty, you can ensure the development of the microelectronics business department. ”

Wu Hengyuan said: "Yes, Mr. Hu has a high opinion!"

Zhu Jun: "Mr. Hu has a high opinion!"

Lin Yun: "I'm still afraid that I won't be able to do ...... well"

Hu Yiting said: "Experience is more important than talent, the pony is born with weak legs at the beginning, but he can stand up after a minute, and he can run after ten minutes, Lin Yun You are a pony, you will definitely be able to do well in that position." ”

Lin Yun couldn't close her mouth with a smile: "That's okay, I'll do my best." ”

Hu Yiting nodded and said: "That's right, bravery is not not afraid, but having faith, we Chongguang people all have faith, what is this challenge." ”

Lin Yun nodded: "Mr. Hu, I understand, I listen to you." ”