The twenty-second time, before the storm came

May 14th, 11:00 a.m.

Wang Sen received a message on skype, "Bonjour Wangsen, Je veux parler à vous si vous plaît . (Wang Sen, I want to talk to you)

"HELLO, ALAIN, NICE TO MEET YOU,"

ALAIN ASKED, "MY PLANE LANDED AT HANGZHOU XIAOSHAN AIRPORT AT 12:30 P.M. ON MAY 16, CAN YOU PICK ME UP AT THE AIRPORT?"

Wang Sen asked, "No problem, how many of you are you, is the luggage super wide, do you need me to arrange an ultra-wide SUV to go over there?"

ALAIN REPLIED, "TWO OF US, A STANDARD SUITCASE, AN ORDINARY SEDAN IS ENOUGH. ”

Wang Sen asked again: "Have you booked your hotel, and will I help you book a hotel?"

ALAIN REPLIED, "NO, WE HAVE ALREADY BOOKED THE SHERATON HANGZHOU HOTEL." ”

Wang Sen asked, "How many days will you stay in Hangzhou?" Do you want to go to another city?"

ALAIN: "Stay for 3 days, and then transfer back to France from Xiaoshan International Airport on May 19th. ”

Wang Sen said: "Do you want to visit any scenic spots in Hangzhou during this trip, Hangzhou is a famous tourist city?"

ALIAN REPLIED, "THIS TIME THE SCHEDULE IS TIGHT, I'M AFRAID THERE IS NO TIME TO TRAVEL?"

Wang Sen asked, "On your trip to China, I arranged two meals for you, one meal is French food, and the other meal is Chinese food. ”

And he went on to say, "If I want to learn French well, I have to learn French culture, so I have to study French cuisine, and as for inviting you to Chinese food, it's because I want you to taste the difference between Chinese food and French food. ”

"Haha, Wang Sen, you're so enthusiastic, so be it, you'll have the time to arrange," Alain replied.

Wang Sen laughed, and Bing'er next to him asked, "What are you laughing at, laughing so happily?"

"I postponed the dinner with the client until after he and Zhou Hua finished talking, and then we talked together, do you think this way is good?" Wang Sen responded.

"Haha, this is absolutely amazing", Bing'er smiled, laughing so charmingly.

The most gentle smile, Wang Sen looked at her, and couldn't help but be demented. This kind of long eyebrows, that smile from the heart, Wang Sen looked at it for a while.

"What do you see me doing, what do you say to the customer? What do I have to look at? Bing'er was disgusted.

"Bing'er, you are so beautiful, really, I love you," Wang Sen couldn't help but touch her hair.

Bing'er smiled at Wang Senyan, she gently stroked her hair, revealing half of her jade hand.

Wang Sen couldn't help but hold her hand. chanted a poem, "Flowers float and water flow freely, a kind of lovesickness, two sorrows." There is no way to eliminate this situation, so I frowned, but I was in my heart!"

"What are you talking about?" Bing'er asked.

"This is Li Qingzhao's cut plum, this is the lovesickness when the two are separated, but I really can't find any words to describe your place in my heart. Wang Sen replied.

"Fool, I'm here, look at what the customer says?"

Wang Sen looked at French,

“Pourriez-vous s’il vous plaît m’envoyer également le descriptif et tous les détails sur les scooters électrique que je vous ai demandé,

Envoyez moi également tous les nouveaux produits que vous avez en commercialisation car je voudrais racheter 600 pièces de scooters de très bonnetarif au premier fois en vous remerciant par avance;

(He asked us to send him specific parameters and the best offer, and he was going to buy 600 scooters for the first time.) ）

"What to do? Sen, send him an offer?" Bing'er asked.

"Wait a minute, did you get the quote that Wu Xiao took from the hand of the open-air mang?" asked Wang Sen.

"Got it, 3% lower than our quote, I want to send it 2 pips lower!" Bing'er replied.

"Wait," Wang Sen thought about it, since the lowest price was flat when the open-air mang came, but Zhou Hua, as a foreign trader with so many years of experience, it is impossible for him not to know the psychological elements of the price, if we send him an offer and Zhou Hua takes the price, we will lose more than we gain. Wang Sen replied.

"So what to do, what about the customer waiting online? Bing'er said urgently.

"WE'RE MAKING AN OFFER, PLEASE WAIT 2 MINUTES," WANG TOLD ALAIN ON SKYPE.

"The customer's terminal selling price at Carrefour, Wu Xiao didn't give it to you, sort out that information as well, you change the quotation first, and I'll talk to Alian first," Wang Sen said.

"ALAIN, IN ORDER TO GIVE YOU A HIGH-QUALITY CONFIGURATION, CAN YOU GIVE YOU AN IDEAL BUDGET?" WANG SEN SAID TO ALAIN.

"WANG SEN, USUALLY, THE QUOTATION IS MADE BY YOUR COMPANY, AND IT IS NOT CONVENIENT FOR US TO TELL YOU THE QUOTATION?" ALAIN REPLIED.

Wang Sen said: "I understand the business etiquette of the French, but the business model of the Chinese because there are too many small and medium-sized manufacturers involved, so the price can be high or low, I have been exposed to the French philosopher Rousseau's "social contract theory", I don't want to give you a cheap price because of cultural differences, but the quality does not meet your expectations? If so, whether it is your future claims or after-sales service, it is a large amount of invisible economic bad debt for you."

ALAIN SMILED AND ASKED, "COULD IT BE THAT THIS IS JUST A BUSINESS METHOD BETWEEN YOU AND YOUR COMPETITORS, AND IF I TELL YOU THE IDEAL PRICE IN MY MIND, IT MEANS THAT I WON'T GO TO OTHER FACTORIES TO SEE IT, WOULDN'T IT MEAN THAT MY TRIP TO CHINA THIS TIME IS MEANINGLESS?"

Wang Sen replied, "Even if you tell me the reserve price in your mind, but your trip to China is imperative, we all know that price is only an element of the market, and a manufacturer can integrate resources to meet your needs, which is the purpose of your visit." The purpose of business is nothing more than cooperation, if in the process of cooperation because of inferior quality, distrust, production capacity, communication, etc., can not meet the conditions of your cooperation, how to generate cooperation terms? For example, we have a one-time communication in place, I will put an end to all the content that we have had but have not had time to communicate, such as the punctuality of delivery time and if we want to reach a cooperation agreement in the future, all the channel activities of the exclusive agent you request are carried out under your guidance, and I do things according to the rules of the French market,"

ALAIN MUTTERED, "YOU HAVE A POINT. However, if there is a problem in the course of operation, can we talk about a retrospective clause, and can we take the route of international arbitration to solve it?"

Wang Sen said with a smile: "Time is money, if the problem really arises, do you complain yourself or find a lawyer to complain, either way, the time, money and manpower you pay are not measured by a small amount." Imagine that the larger the order, the higher the labor cost and money involved, whether your team or my team, we have to control according to the needs of the French market, this demand has two aspects, your company's oriented needs, your opponents' oriented needs, if this inelastic demand is certain, then why don't you save your time to find out the differences between your competitors, and we will run this market together. It's not good if your opponents take advantage of your time to sort things out and steal your customers. Now the two of us imagine a viable way to control this chain, and then we will definitely reach the peak of purchasing power. If we don't blindly dwell on this, we follow the trend and eliminate all the problems, then the distribution channels will soon be opened and amplified. I don't know what you think?"

Alain laughed, "Your theory convinced me, okay, I'm expecting the price of 188 USD per unit, please make an offer close to this price for me, I know you want to make money, but don't make too much." See you the day after tomorrow. ”

"See you the day after tomorrow", Wang Sen turned his head to Bing'er and said, "188USD X 600 units = 112,800 US dollars, this is the first order, you go to contact Gong Ping from the production department and Chen Fang from the purchasing department to see the cost of our procurement, and then facilitate the quotation." ”

Bing'er asked, "According to the current price, 188USD We have a profit of 20 pips, we can do it, why do we need to find them to calculate the price?"

Wang Sen smiled: "I want to raise the price to 30 points, but we have to calculate the cost clearly, so we can sell things clearly, and we can achieve our own accounting ability?" In addition, the company stipulates that 25% higher points, the excess price is ours, in addition to wanting to buy you a decent dress, Wu Xiao and they also want everyone to give them a little, they have worked hard for our things, this is just the first order, about 30 days later, he came to inspect the goods, he still has 600,000 US dollars to go down, by the end of the year, Add his $1.8 million, and we're getting closer to that goal. ”

Bing'er said: "Whether the $2.5 million is to be given a little commission to them." ”

Wang Sen replied: "Yes, I have a commission for each of them, if this order is successful, I will cross the role from a salesman to the role of management, and we will get better and better in the future." ”

Bing'er said: "But they have to give you a little commission, this is the company's policy, I don't understand, why do we want to share the results of our own work with others?"

Wang Sen said, "In the overall situation, as a leader, you should share the ups and downs with everyone, but from the perspective of life, if I am too stingy, everyone will look down on me, and from the position of friends, I think we should help each other!"

He then said leisurely: "If you want to do great things, you must have your own set of strategies, and if you do things well, you will have your own opinions, and there is no need to pay attention to the little bits and pieces in front of you." ”

Bing'er looked at Wang Sen, grabbed Wang Sen's hand, and said softly, "Well, do you still call Lulu and them over tonight?"

"Of course, these days are a good day, but we will be very tired, and after these busy days, we will have a day for the two of us. The most important thing is you, you follow me, running around, there is no day of happiness, you look at you, the circles under your eyes are dark, or you won't go to work this afternoon, you go back and sleep well. Wang Sen said softly.

"No, I'm going to be with you, I'm going to go through this ups and downs with you... ”

In the afternoon, Wang Sen sat with a man in the open air.

"It's been a day since you came to the company, how do you feel?" said Wang Sen

"Okay, still familiar with the product?"

Wang Sen said solemnly, "I heard that Zhou Hua pulled a customer from our current company and placed an order of 150,000 US dollars. Liang Hong, the boss of Liang's Holdings, values him very much? What do you think of this?" Wang Sen continued,

"Today, Mr. Tong and Mr. Wu also talked to me about this, we have to find a way to pull this customer back, I want to ask you to join us, this customer has an annual turnover of 900,000 US dollars, so if this customer pulls back, we will give you a commission of 8/1000, are you interested?"

A smug look flashed through the open air, "I will do my best to assist you, I don't know what I can do?" said the open air tentatively.

"Do you think there is any way to deal with Zhou Hua, you have been working with Zhou Hua for almost 40 days, what are we going to do?" Wang Sen asked rhetorically.

"Let the company's old customers lose orders, just like Zhou Hua took customers away from the company, I know two salesmen of Liang's Holdings, their performance is very good, but now Zhou Hua controls them, if we can pull them over or take over their orders, we have hope。。。。。 He stopped talking.

"To be clear, if their order is pulled over, I will also share a little commission with you, can you tell me your tricks, how much commission do you want?" Wang Sen said bluntly.

"Wang Sen, what do you think of eight thousandths? Said softly in the open air.

"No problem, this problem will be reported by me to Mr. Tong and Mr. Wu, tell me your ideas, how do we prepare?" Wang Sen replied.

"I have two ways, the first is to dig these two salesmen with a high salary, and the second is to operate in disguise to get money from our company," the open-air mang returned.

"Which way do you think is more reliable?"

"I think the operation in disguise is the most reliable! The open-air man replied.

"When can the two of us go to see them together? Vincent asked.

"I'll make an appointment later, see if it's tonight or tomorrow?" replied Illuminate.

In the scooter market pattern, there are countless small and medium-sized processing plants in China, especially in Yongkang, Zhejiang. Because they occupy the advantage of the hardware capital, the industrial chain is relatively complete, so whether in the e-commerce platform or the exhibition, there are too many manufacturers named after Yongkang, because of the participation of this agricultural name, the price is very chaotic, there are low prices to only earn tax rebates, there are cut corners and customers, there are through the form of volume to attract customers。。。。。。。。

Everyone is digging into their own selling points, shooting from different angles every day to increase the browsing and staying of customers. Because there is no technical threshold, the threshold of the market is particularly low, and there are many participants.

But there is a strange feature, that is, as long as you have an order, you can go to any factory to process it, and get profit from it, of course, if your order has a scale, there will be an endless stream of people looking for you, and there will be disciples all over the world.

Therefore, some companies start from the standpoint of marketing, do low-end products wholesale in quantity, and some companies are based on high-end products, do brand development, such as SEGWAY scooters, in order to fear trade lawsuits, some companies register a trading company to avoid risks, and some companies take the route of old customers, that is, quality first, to form a stable customer relationship.

Wang Sen's company is a medium-sized company, this kind of company mainly relies on fighting for customer orders to live, so like Wang Sen's Hangzhou Air Trade and Hangzhou's top companies, Sanshui Holdings, there are too many gaps, Sanshui Holdings' resources, manpower, and layout are not comparable to Hangzhou Air Trade.

Marketing is like this, in different contexts, the vision, value orientation, ideology and management of the company leaders, and the individual management of the company, enough to make full use of their own advantages to fight for demand.

Whoever is close to the market, who will benefit a little more, such as Sanshui Holdings, its market share is very large, but its scale is compared with the Foshan Golf Factory, and it is still very hateful.

However, the supply chain of Sanshui Holdings is very large, and it is a fact that many supporting suppliers strive to win orders from Shanshui Holdings.

As a marketer, this endless de-integration of customers is a skill, because it gets a lot of customers. The more customers you get, the more supporting manufacturers, the greater your influence, so that not only the bank's credit will improve, but the supporting suppliers will also release your accounts.

Wang Sen felt that Yongkang's approach, in order to expand his customers, he also expanded resources everywhere to achieve the effect of mutual echo and reinforcement.

Wang Sen wanted to join the scooter division in the open air, Wu Xiao was a little surprised, "Do you believe him, he has too many scheming?" In Wu Xiao's mouth, he refers to the open air.

"I'm ready to shoot now, I have to send it," Wang Sen said with reservations, "I have more resources in my hands than I do, what do you want me to do?"

"Now take one step at a time," Wang Sen continued, "but trusting him is a dangerous thing, and this is a long-term plan." ”

"If you blindly connive, you may face the end of backing or betraying", this sentence, Wang Sen secretly told Bing'er.

It takes courage to do things, but guts alone are not enough, you also need strategy and friends.

Wang Sen didn't want to lose the trust of his friends, so he had to say something to Wu Xiao: "I will come to ask you what I do, why, because you are my brother, but now that you are in a critical period, it is still very useful to have an open-air mang." ”

Wang Sen values Wu Xiao very much, because he always says something from his heart to Wang Sen at critical moments, and often comes to help Wang Sen when Wang Sen is in need.

What kind of smoke does Wang Sen have to do to deduce the focus of this negotiation? How could he confirm these details?