Although Ma Mingwei doesn't seem to be very old, his sales work has not been a year or two. Because of my family background, I spent most of my university vacations and internships in the strip sales department of BWI Steel, so I know the situation of strip steel very well.

However, I have never been in contact with the profile, and the understanding of the market situation of the profile is in the situation of the paper research report. When I saw Chen Shu today, I also wanted to learn something from Chen Shu, and at the same time, I also wanted to understand the thoughts of these H-beam agents through Chen Shu.

Almost all the sales customers of strip steel are concentrated in Tangshan, and the proportion of the volume sent to other regions is not large, so all the policies are naturally formulated for the characteristics of Tangshan.

Once H-beam is done, it is definitely not only aimed at the TS market, but directly covering Beijing, Tianjin, Hebei and the three eastern provinces, and then radiating the whole country, and the dealers and locations targeted have different emphases, which is why Ma Mingwei is not in a hurry to say his thoughts.

"Mr. Chen, I heard Mr. Zhang Qiang and Mr. Liao say that you used to be the sales director of a welded pipe factory, and then you went to a large trading company as the sales general manager, and then you came out to do a career independently. ”

"The experience must be a lot of gains, of course, the business model of strip steel must also be very understanding, what do you think is the main difference between the operation of H-beam and strip steel? I mean the agreement household!" Ma Mingwei directly pointed to the key point, which is what he is most concerned about.

Recently, there are a lot of interested customers, but they all say how much money they need to play, how much agreement they need to send each month, what rebates and the like, or what discounts they have.

"I think Mr. Ma's research on the H-beam market is more detailed than mine, and the analysis of the market is more thorough than me. ”

"Our first competitor is Laigang, and it is impossible for Jingxi not to establish its own brand, but if our products are sent to those Laigang agents, will they treat them equally? I think it is very difficult! Because they do not want to lose those loyal customers of Laigang, and it is even possible to take off the sign of Jingxi and sell Laigang. ”

"Do you think if they do this, whose interests will be harmed in the end?" Chen Shu's words were very in place, and they also pointed to the point of Ma Mingwei's thinking. Originally, when discussing several businesses, only the market access threshold was considered, and this point was indeed ignored.

Once things are thought of, there will naturally be many coping plans, Ma Mingwei is thinking, and Chen Shu on the side is also thinking. One is looking for a solution, and the other is thinking about how to maximize the benefits, especially now that their own funds and sales force are not strong enough.

When Ma Mingwei looked at him again, there was a strange look in his eyes, and it was obvious that what he said inspired him.

"Thank you Mr. Chen! Is this the feeling of the person in the dream in one word, I didn't expect Mr. Chen to break through the mystery in one word, no wonder so many first-level agents of Laigang are so active in looking for me. If I were to price them the same, I'm afraid it wouldn't be very attractive. ”

"Maybe they also calculated that we want to open up the market and establish our own brand, and it is impossible to compete at the same price, which is also our weakness. This is also the reason why the company has never set a policy of agreement accounts, I don't know what Mr. Chen thinks?"

"In fact, this operation is not so difficult, for the time being, there is no distinction between agent levels, and there is no underwriting threshold for agreement accounts, only a capital threshold. The price is set according to the actual situation of their own company, which can only be lower than the price of Laigang, and absolutely not higher than it. If they dare to replace Laigang's sale with their own goods, then give him enough to replace it until he can't complete Laigang's agreed amount!"

"As for the capital threshold, it can not only ensure the timely payment of the company, but also ensure the continuity of the company's sales, and no one wants to put the money in the hands of others. As long as the money is transferred to the company's account, he will actively send the goods. ”

"In just one month, two months at most, these people who ship will distinguish between three, six, nine, and so on. Those who continue to be Laigang agreement accounts will have to consider the gains and losses, and may even be robbed of customers by other Jingxi agents, and the establishment of the Jingxi brand will be a matter of course. ”

"If you set the agreement volume after one or two months, do you think it is still difficult? At least the downstream agents have two months of sales data for reference. Speaking of which, Chen Shu did not continue, leaving Ma Mingwei with more room to think.

Liao Jinhui doesn't know much about Ma Mingwei, but he still has heard of this person's habits, and being able to achieve the position of sales manager at such a young age definitely does not rely on the so-called backer or whiskers to get to the position. Once he's going to quiet down and think about things, that's definitely a very important thing.

It's just that I didn't expect to stop twice in a row after just chatting with Chen Shu for so long. Although he was chatting with Zhang Qiang, Chen Shu's expression when chatting with him still noticed that it was completely his seriousness at the company meeting, and it seemed that this Chen Shu touched him very much.

"In this way, Mr. Chen, the company's policy is not something that one or two people can decide, and it has to go through the discussion of many leaders, but the information and suggestions you provided to me have touched me a lot. Within my terms of reference, I will do my best to provide you with the greatest possible assistance. It can be said that Ma Mingwei made his own commitment.

"With Mr. Ma's words, I Chen Shu will be satisfied, and I will try my best to meet the company's requirements when the time comes.

"You come from afar, let's not be so polite in the future, I should be a few years older than you, and I will call you Brother Chen in the future!" This is equivalent to truly recognizing Chen Shu, the young boss, and feeling that Chen Shu is the kind of person who is very assertive and visionary.

"Thank you Brother Ma, I have to ask Brother Ma to take care of me more in the future! Today I respect Brother Ma and Mr. Liao, which can be regarded as a little respect and gratitude to you!" After speaking, Chen Shu picked up the cup and dried it directly, Ma Mingwei and Liao Jinhui glanced at each other, and the wine in their cups was not more than Chen Shu, and it could even be said that it was much less, so they dried up happily.

After the business is done, the topic of the chat is naturally a lot easier, but it is still inseparable from the steel circle. The topics discussed are basically around market prospects, national policy orientation, and product development positioning.

In fact, although the steel industry has been shouting excess, many unqualified and unqualified things without quality assurance are reproduced, and the most critical point is that these products have their specific market. When talking about these, Chen Shu did not talk and judge himself, after all, he was not familiar with these things, but more listening to what they said and what they thought about these things.

Among them, they mentioned "strip steel" many times, Chen Shu really didn't have the slightest concept of this thing, but it was not good to interrupt what they were talking about, so he could only wait a while and ask Zhang Qiang again. Although he didn't understand, it didn't prevent Chen Shu from remembering what they said in his heart.

Thanks to the book friend @18078133552 for the tip

Silently offer the second more!

(End of chapter)