"Oh, what kind of support does Mr. Liu hope to get?" Mr. Hu of Shimazu raised his eyebrows, according to Liu Weiming, he has also been doing sales for so long, he felt good when he communicated before, and the whole person can control some occasions, but when I look at it today, how can I look like a newcomer at all, although I am a little dissatisfied in my heart, but the main Mr. Wu did not speak, she still asked patiently.

"Shimadzu's stuff has definitely been well-known in the domestic market for so many years, and now it can be said that it is a dominant company in the market, but it is precisely because of this that I personally feel that sometimes I do not show sincerity in dealing with direct customers. Liu Weiming thought about it and said.

"Mr. Liu, can you be more specific, the purpose of our manufacturer today is to solve the problem, if you have any opinions and dissatisfaction, you can be completely open to say, are for the company's development and performance, and there is no need to have any scruples. ”

First of all, the competition began to become fierce, in addition to the original Agilent and ATERS, including thermoelectric, and now it is also producing analytical and testing instruments, which are naturally not mentioned in China, and have not been regarded as our competitors. I'll just say these three, judging from the sales in the three eastern provinces last year, the products are too high-end and expensive, and our customers can't grab them for the time being, and our customers can't do their prices. Speaking of this, Liu Weiming paused, and from the bottom of his heart, he was looking forward to being recognized by several colleagues and manufacturers.

How do you know that a few people didn't reply at all, just a contemplative face, that's the case, the decline in performance, if you really want to find a reason, anyone can find a lot of it, the key is that now the leadership is in, the manufacturer is also, has been emphasizing the external reasons for the decline in performance, how to say it is not appropriate.

"Well, judging from last year's market sales feedback, Agilent has indeed grown greatly, but their customers are mainly for research institutions and government units, and the main customer groups of our products are still mostly enterprises, whether it is pharmaceutical, petrochemical, or food, they do not have a high market share as we do in any case. ”

President Hu is in charge of the whole country and naturally has a very thorough understanding of the market situation, and as soon as Liu Weiming said a little, she directly described the market trend from the data.

"Thermoelectric products are still in the initial promotion stage, and it is still difficult to win our customers. “

"Yes, this is the reason for the customer, on the one hand, the choice is gradually diversifying. Another point is that the number of companies engaged in our industry is also increasing year by year. Liu Weiming got the approval of Mr. Hu's mouth, felt a little better, and continued to analyze.

"We are the general representatives of the three eastern provinces. Mr. Wu listened on the sidelines, and said a word at this time. It is even more difficult to get the regional agency right of a big brand, especially for products that have a high market reputation like Shimadzu, which is even more difficult.

"Now it is not difficult to register a company, many people know a little bit about it, a little spare money in their hands to register a company, thinking that they can be full of money casually, do our business, that is the older the more popular, whether it is a customer, or a manufacturer, are perennial dealings, where are those who casually do a year or two of sales on the people who come out to do comparable, those people, say good to hear, called impulsive, say ugly, is the head of the iron, at most is to rely on a little old customer to make a little trouble, sometimes I am afraid that even the registered address is fake。 “

Mr. Wu has been in the industry for many years, and he still sees many things more deeply and thoroughly, and he does get to the point. To be able to make a company bigger and stronger, it is not just by relying on the brain to heat up, not only need customer resources, but also need to know how to manage operations, otherwise at most it is to be able to be a small second- or third-level dealer, and will never do the position of general agent.

"Mr. Wu's words are reasonable, I have also met a lot of such people, and I felt full of confidence at first, but once I really started to do it, that is, the level of half a bucket of water, so-so mixed food and clothing. Mr. Hu expressed his approval of this and couldn't help but say approvingly.

"Of course, these two reasons are actually one, that is, the competition is becoming more and more fierce, but it is not like when we first came out to run the business, there is no manufacturer on the market, and you can make an order by going to a company casually. ”

"Although the three eastern provinces are large, according to our customer base, they are mainly concentrated in Shenyang and Harbin City, after all, there are slightly more scientific research units, and pharmaceutical companies are also concentrated in two places. I also carefully analyzed the reasons, the reason why the performance was unsatisfactory last year declined, in addition to the above two points, there is also the company's sales strategy. “

After talking for a long time, it can be regarded as getting to the point.

"Oh, Mr. Liu has been running the market for a long time, can you tell me in detail, what are the shortcomings of our current sales strategy?"

Whether it is Mr. Hu, Mr. Wu, or several other people here, they are also very interested in this. Today, it seems that Liu Weiming is in charge of the regional problem, but no one dares to guarantee that similar problems will not occur in the area he is responsible for.

Seeing that everyone was very serious and looking forward to his next words, Liu Weiming relaxed a little, he still had two brushes after all, otherwise how could he sit in the position of sales director?

"As far as I know, last year in Shenyang City, there was a company that did very well. Liu Weiming did not directly talk about the strategy, but sold the guanzi.

"Oh, which company, our line of work is not better than others, who has done well, almost as soon as you inquire in the circle. “

"How many achievements have you made?" Mr. Wu was also interested, and couldn't help but look at Liu Weiming and asked.

"I don't know the specific performance, but I was in Shenyang City last year, and they robbed me of several big orders, otherwise the performance would not have declined so seriously. As soon as he mentioned this, Liu Weiming was not only a little angry in his heart, but also had a trace of emotion.

Today's young people are indeed flexible in their brains and dare to fight.

"The company I'm talking about, Manager Su also knows, right?" With a hint of indescribability in his eyes, Liu Weiming glanced at Su Ruolan, who was a little cramped in front of Mr. Hu.

Seeing Liu Weiming looking at him, combined with what he said, in Su Ruolan's mind, the figure of the young man who appeared just now automatically overlapped with him.

Taking a deep breath, Su Ruolan pretended to be calm and said, "What Mr. Liu said should be Lu Tao." “

"Lu Tao?" Mr. Hu was stunned, there was no impression in his mind, to do the equipment industry to her point, many small dealers must not know, even if they understand, it is also some companies with a greater reputation in China, and other self-owned subordinates to dock, and it is not her turn to appear.

"I haven't heard of it either. Mr. Wu also shook his head, glanced at Mr. Hu, spread his hands, and said with a smile.

"Yes, that's him. Liu Weiming didn't notice it himself, and when Lu Tao was mentioned, he was a little excited, and couldn't help but slap the table.

"It seems that Liu has always been robbed of a lot of orders by this Lu Taodi, otherwise he wouldn't be so excited?" Mr. Hu of Shimazu had a little playful in his eyes.

"That is, he is lucky, the building near the water is the first to get the month, and our sales staff in the three eastern provinces have not done a thorough and in-depth relationship, otherwise how would he let him rob it?"

"It's not just that. Su Ruolan thought about it and said seriously.

"Oh, Manager Su, how many times have you dealt with this person named Lu Tao?" Mr. Hu looked at this subordinate whom he had always valued and couldn't help asking.

Su Ruolan nodded, she hadn't seen Lu Tao for a while, but as long as she thought about it, she always felt that in that seemingly fledgling man, there was a steady and mature hidden temperament, as if she was full of confidence in everything, not like a college student who was about to graduate at all.

It's a bit hard to see.

"Lu Tao is a student at Petrochemical University, and he should have graduated in the first half of the year. There was a hint of a smile hidden at the corner of Su Ruolan's mouth, and she didn't even notice it.

"Or a student? Mr. Hu was a little puzzled, and for a while he couldn't tell whether Liu Weiming and Su Ruolan were lying.

I heard him say that he did a part-time job at the beginning, that is, because he was close to the school, he got acquainted with those graduate students and doctors, and then sold some reagents and consumables, which is not counted, the key is directly in the name of other manufacturers. Su Ruolan still knows a lot about Lu Taodi's history, and it is not something unspeakable, Lu Tao naturally told her.

"Hehe, the brain is quite flexible, the petrochemical university is mainly engaged in chemical engineering, and the amount of reagents and consumables is still not small. Mr. Wu laughed, he had also engaged in consumables before, but compared to instruments, they were not on the same level at all.

He also knows that the relationship between consumables is generally not very deep, it is nothing more than going to the laboratory, engaging in relationships with graduate students, making introductions, and the rest is a diligent and fast, if you have a little talent, you may be able to do well, but the instrument is not the same, especially some large instruments, the relationship can be said to be intricate, all the processes, key people, as well as the specific configuration of the instrument, product parameters, the selling point of the instrument, these aspects, all need to be understood. If Lu Tao only started with reagent consumables, then he was very curious about one thing, how did such an ordinary college student with no background snatch the project list of Liu Weiming, who has been doing sales for several years?

"Yes, I didn't pay much attention to it at first, thinking it was just a part-time student who earned some living expenses. Su Ruolan nodded, and couldn't help but think of the scene when she met Lu Tao for the first time, at that time, who would have thought that in just a few months, Lu Tao would change so much, not only established his own company, but also created his own reagent brand, which was already a situation of marching towards the real industry, which was much stronger than himself.

"Yes, yes, that's it, just at the beginning, who would have thought that he would snatch my project? It's just a hairy boy, just rely on the relationship between his brothers and sisters to make some consumables and reagents in his own school, and he still wants to make equipment without knowing anything, isn't that a joke?" Liu Weiming also remembered that when he first saw Lu Tao, he really underestimated him.

"According to what you say, I am full of curiosity about this person named Lu Tao. Mr. Hu laughed, with her knowledge, I don't know how many people have seen in sales, there are many people who have ideas, there are many people who start their own businesses, there are those who have done well and those who have done poorly, but they have not met people who can do so much in a short period of time from reagent consumables to equipment.

"I also went to bid at that time, this Lu Tao knows the instrument very well. Su Ruolan said again.

"Maybe I happened to do experiments when I was in school. Mr. Hu himself said with some uncertainty.

This is not a big mistake, but it was not when he was in school, but before Lu Tao was reborn, he spent a lot of time in the laboratory.

People who turn from technology to sales, as long as they are not too stupid, basically the performance will not be too bad, after all, there are things to say when communicating with customers, the characteristics of a product, the problems in the use process, but by the way, you can immediately say one, two, three, compared with those who have not done technical sales, it is a natural advantage, and there will be no half-understanding of the situation.

If you switch from sales to technology, you have to spend a lot of work, and if you don't have great perseverance, it's really hard to say that you can do it well.

Mr. Hu guessed that there was no particularly big mistake, but Lu Tao was not at the technical level, because of the relationship of rebirth, he can be said to know very well about the development trend behind the industry.

And it is precisely this that gives him a certain advantage invisibly. Familiarity is much better than unfamiliarity, just imagine, a person who knows which brand will occupy the market in the future, can he still have confidence? Not to mention that Lu Tao is not a lazy person, even now that the company has begun to move on the right track, he also gets up early and goes to bed late, not to mention all the efforts he made at the beginning.

On a snowy day, go and deliver to your brothers and sisters.

Greetings to everyone after every holiday.

It was very hot to visit the popsicles and watermelons that customers bought.

All of this shows a problem, he is doing everything with his heart, and he says that where there is a will, there is a way, even if he is not a reborn, if he changes from technology to sales in his previous life, I believe that the performance will not be worse than now.

"Competitors are improving, we also have to improve, Mr. Liu, we have almost talked about the specific reasons for the decline in performance last year, and the following is mainly to talk about what to do this year. ”

What happened to Bomai Company, Lu Tao couldn't know at all, even if he knew, it was just a smile and passed, it doesn't matter what others say and how they see themselves, what matters is how to take their own path step by step.