Any enterprise will inevitably deal with agents, but Brocade's main customer groups are now concentrated around Shenyang, and the popularity is also the same, what he didn't expect is that Su Ruolan, who founded a chemical plant in his previous life, has changed now and wants to be an agent of Adanos.

"Why not. Lu Tao raised his head and looked at Su Ruolandao.

At present, in the vicinity of Shenyang, Brocade for the operation of its Adanos brand, take the direct sales model, that is, directly by the company to face the terminal, even if there are occasional dealers to inquire over, Lu Tao's strategy is also a bit of a scoundrel, that is, the discount to dealers is 20% off, to direct customers is the original price, the profit point in the middle is 20 points.

Some people may think that 20 points is good, but it is not. In the industry, many times the manufacturers give dealers discounts and profit margins, usually around 40 points, the reason is simple, once less, there are no dealers willing to do, which costs the promotion, with the customer and so on, will not be less.

Of course, Lu Tao is not worried about being replaced by competitors with other brands, one is that he himself has taken the upper route, and he can quickly promote Adanos to the point where it is today, a big reason is the support of various universities, rather than simply relying on the promotion of two or three salespeople.

Another point, Shenyang's colleges and universities, there is a common feature, that is, the competitors of chemical reagents, in order to supply the timeliness, usually choose to do a reagent center in a scientific research institution, some are contracted out, some are operated by people within the school, in general, many products are uneven, and there is no formation of a process-oriented, unified standard, that is, each does its own, does not have its own brand.

It is precisely because of this sales strategy set by Lu Tao at the beginning of the operation, so don't look at the sales volume of Brocade equipment now, but when it comes to profits, it is not bad in terms of reagents, almost as long as it is Adanos products, the gross profit margin has reached 70%.

"Mr. Lu, then I'll just say yes, and then you have to give me the power of attorney. Su Ruolan smiled, she chose Brocade for cooperation, of course, for her own reasons. Seeing with my own eyes that Lu Tao has developed to the current point in a short period of more than a year, what reason is there to doubt it? Even in the name of Shimadzu, she has gone to many customers, and all she hears and sees is Brocade.

If you don't win the competition, the best way is to choose cooperation, anyway, in Shenyang, I really don't want to stay, and I don't want to work for the company, I can't talk about it, but people always have their own ideas, seeing that Lu Tao can develop rapidly, Su Ruolan is also thinking in her heart.

"No problem, but I can say it in advance, now the company's distribution is still more troublesome, you know, high-end reagents are usually foreign products, into the domestic cycle is long, if the teacher needs urgent, must be stocked. If it is low-end, generally speaking, there will be local competitors, and those customers who are used to it will need a lot of work to replace the early stage. ”

Since he agreed, Lu Tao did not hesitate to say some of these problems in advance, at the beginning, Lu Tao also encountered them, but now they have gradually overcome, Su Ruolan wants to act as an agent for her company's brand in the southwest region, so she has to be reminded of it. After all, there are still some differences in reagents and equipment.

"Since I want to be your agent, I will definitely consider this aspect, so how about I prepare a 100,000 yuan of goods first?"

I have to say that Su Ruolan is very courageous, but she had a brief conversation with Lu Tao, in the face of a new market that has no connections and no development, it doesn't matter whether the brand is suitable for the southwest region, and she wants to stock up on 100,000 goods.

"Manager Su is really courageous. Lu Tao was also a little surprised, if it was him, even if he had the advantage of being reborn, he was not so bold at the beginning, after all, once the sales department went out, it would be smashed in his hands, and the manufacturer would not give you a cover-up.

"What kind of courage, it's not like you want you to give me a better discount. Su Ruolan glanced at Lu Tao and said a little angrily.

Cooperation is like this, there must be one party who takes the lead in showing sincerity, Lu Tao's Brocade is now big, although Su Ruolan is from Shimadzu, but when she enters a new market, she has to start from scratch, and she is still at a disadvantage, so she naturally showed Lu Tao her sincerity in cooperation first.

"That's for sure, I'll make an exception on your side and give you an authorized dealer when the time comes, as for the discount, how about a seventy-fifty discount?"

As soon as it dropped by five points, Lu Tao was still relatively generous, you must know that in a southwest region, the amount of consumption is absolutely impossible to be less, and the key point is how to do it behind Su Ruolan. If you really want to do a good job, it is no problem to casually sell five or six million a year, and according to the net profit of 20 percent, it is more than one million.

"Hehe, Mr. Lu is not very interesting. Su Ruolan was a little dissatisfied.

"I'm not done yet. Lu Tao shook his head and continued: "This discount is a discount for you to stock up on 100,000 yuan, if the sales are better later, you will definitely be given a discount, and once you can complete the established agent sales task of our company, you will also be given an additional five points of rebates." ”

In this way, it was ten points, and Lu Tao made a decision in an instant. Around Shenyang, there is no problem with Brocade direct sales, but those that are beyond the reach of the whip really start with channel development, that is, it is necessary to cooperate with dealers. The reason is simple, even if several provinces are equipped with sales personnel, but in the short term, there is no way to greatly increase sales, and with the current development of the company, it is impossible to be the same as those who make health care products at every turn, thousands of sales personnel, spread all over the country, everywhere.

"Okay, then Mr. Lu will wait for my good news in the future. ”

The role of distributors among manufacturers is still weaker, and it is precisely because of such a shortcoming that Lu Tao made up his mind to operate Adanos' reagent brand. After it has a certain degree of popularity, Brocade will not only be involved in the operation of reagents, but also the production of scientific research equipment, biological products, and even laboratory management software, procurement platforms, etc., which can be diversified.