Soon, after the goods were moved, Yan Xiwen and Uncle Nine returned to the car without stopping at all.

Although the drive of 035 is not very heavy, but after moving 5 or 6 under the scorching sun, there is still a sweat, fortunately, the car has not turned off, the air conditioner has been on, and the two of them started and left Ningqiang plastic machine directly after getting into the car.

Uncle Nine is an old NB person, and his parents, wife, and parents-in-law are all NB people. So NB City has no secrets for Uncle Nine. He knew exactly where there was good food, where was the nearest place to eat around which factory, and what were the fun places.

At the same time, after so many years in the marketing department, all the customers Uncle Nine have run, driving around NB City every day, which is basically a live map of NB City, which is also what Yan Xiwen admires the most.

But this is the accumulation of time, Yan Xiwen can only envy but can't learn.

At noon, the two went around looking for an urban village, a big canteen, and went in and ordered a few dishes casually.

The big cafeteria is a local specialty restaurant in NB, a bit like a university cafeteria. The dishes in the big canteen are all fried, and the guests only need to look at which dish they like when they go in, and just take a plate and put it on. Like an assembly line, go all the way and finally take the plate to pay. Yan Xiwen rushed to pay for this meal, and his reason was: "There are many people in the company who want to invite Uncle Nine to dinner, but they can't invite it!"

This sycophant may really make Uncle Nine happy, and he can't close his mouth with a smile. But he still didn't admit it: "You fart." Whoever wants to invite me to dinner, I'm just a soy sauce maker, and it's the same if the company has me or not. Who invited me to dinner? ”

Seizing the opportunity, Yan Xiwen praised fiercely: "Where, if the company is gone, you probably won't be able to operate for a day." You see how many calls you have to deal with the company every day, 10 or so prestige to be added every day, 30 or 40 calls to answer, if there is no your company, I don't know what kind of chaos will become. ”

Uncle Nine doesn't eat spicy, and the authentic NB locals don't eat spicy. NB people pay attention to fresh, original flavor when eating, what seafood is steamed and dipped in soy sauce or vinegar to eat, chili pepper powder has never been seen.

The two of them ordered three dishes, a scrambled egg with green peppers, a plate of ants on the tree, and a pot of fish head tofu soup. Uncle Nine took a bite of the ant and went up the tree and said, "I'll tell you." There are no indispensable people in our company, and the company can still operate normally without Mr. Zhou, believe it or not?"

Zhou is the founder and current general manager of Yan Xiwen's company, and he is also the largest natural person shareholder, and the largest shareholder is, of course, HC Technology Co., Ltd., a listed company known as "Little Huawei". Yan Xiwen doesn't believe it, the company can still operate without a general manager, so what if many processes can't be done? Many large reimbursements require the approval of the general manager, not to mention sales and purchasing.

"Lao Zhou's greatest strength is the creation of RFY (the name of the company is introduced in Chapter 2), and our company can operate normally without anyone. Even if Lao Zhou doesn't care about anything now, he goes out to travel. When he came back six months later, the company was still running very well. This is where he is powerful, otherwise why do you think HC Company would cooperate with him if other companies don't look for it?" Uncle Nine said these secrets that Yan Xiwen had never heard of while eating.

Yan Xiwen ate some rice and scooped a bowl of soup and drank it slowly. He asked, "I don't think our company has any superiority." What is so powerful about Mr. Zhou? HC company values him so much?"

"Huh. You know, there has never been a real sale in our company. All the big customers of our company are brought by Mr. Zhou alone, and 90% of the company's customers are brought by Mr. Zhou alone.

Yan Xiwen was taken aback!

Is this Zhou Jianhua so powerful, although Yan Xiwen had heard this rumor before, he thought it was incredible. I always thought that the news was fake, but seeing that Uncle Nine said it so solemnly, could it be that the company's customers are really all Mr. Zhou's alone?

Uncle Nine didn't stop talking, and continued: "The relationship between Lao Zhou is very hard. Let me tell you, people graduated from Fudan University in the 98s, top students, and their families are rich. His wife's family is also very powerful, and his father-in-law used to be a high-ranking official in the city, with a very strong relationship and a wide range of contacts. ”

"So many customers, Lao Zhou can pull it, but others can't. And the loyalty is very high, people are not short of money, and people recognize you as a person. Therefore, our company basically does not engage in sales, and sales are all about collection and product share promotion. ”

Yan Xiwen didn't understand what share advancement was. He understood the collection, that is, the sales person in the marketing department in RFY is mainly responsible for recovering the payment, what the hell is the share promotion?

Uncle Nine had a very happy meal, the important thing was that Yan Xiwen chatted with him along the way, and he felt very embarrassed. So he continued to explain: "The share promotion means that our products have been entered, but the relationship between people and the factory is not only recognized by you Lao Zhou. ”

For example, only one-third of all his injection molding machines use computers produced by our RFY, and the other two-thirds use computers produced by other companies. So if I have a good relationship with their company purchasing or chief engineer, he may accept my offer and install the other two-thirds of the injection molding machines on our computer. This is to promote the market share of our products in the client. ”

Listening to your words is better than reading a book for ten years!

There are some things that seem to be so reasonable, but there is no bottom in my heart. And if you have someone who knows the basics of this to help you explain it, then you will have a feeling of "oh, I see!" and "Oh, that's it!"

Yan Xiwen used to understand the marketing department about sales and service, that is, to communicate with customers before sales to introduce products, track delivery and collection during sales, and ensure service and maintenance after sales. Now he suddenly feels that there are so many doorways before the sale, and there are relationships and interests mixed in it, and he has always thought that after-sales service is the king. Now it turns out that this is not the case at all!

After-sales is very important, but an injection molding machine computer company with annual sales of hundreds of millions, its product quality can actually be trusted. At this time, choose the products of your A, B, and C companies, in fact, the failure rate is about the same, and the failure occurs relatively rarely. At this time, the interests are more important, one gives me a 10% rebate, and the other gives me a 20% rebate, then I am stupid to choose 10%. If you don't understand that you don't give any rebates, you will definitely be eliminated first. No matter how good your after-sales service is, I don't get a penny, so why use your products?

Interests account for the largest proportion at this time, and Yan Xiwen, the only thing that may be greater than the impact of interests, believes that it can only be a relationship.

When your relationship with your boss is more important than a purchasing supervisor and chief engineer combined, then you can forcibly sell things through your relationship with your boss. In the end, the chief engineer and the purchaser still have to listen to the boss's decision, and they have a great right to make suggestions, but it is the boss who makes the final decision! It's just that many times, the boss doesn't know much about the industry, and they all listen to the suggestions of the chief engineer and the purchaser.

After eating a table of meals, Yan Xiwen gained a lot, and he only felt that he still gained a lot by following Uncle Jiu.

He had followed Uncle Nine for half a month before, and his ability to deal with the scene, the ability to deal with failures and the knowledge he had learned before quickly blended together, so Yan Xiwen was still very willing to run with Uncle Nine.

After eating, there was no rest, and the two of them killed directly on the side street.

Hengjie is a bit far from them, and it takes more than 1 hour to drive from here. Yan Xiwen was okay, he was a little sleepy when he got into the car, and he fell asleep in a daze, only to hear Uncle Nine next to him answering the phone non-stop.

When he woke up, the car hadn't stopped, Yan Xiwen took a look at Uncle Nine first.

"Xi Wen, you're awake. Isn't it fun to come out, sleep when you're tired, and take a look at the scene. We'll go back to the soy sauce and come over like this every day. Uncle Nine glanced at him and said.

"Hehe, Uncle Nine, are you almost on the side street?" Yan Xiwen was a little stumbling and hurriedly diverted the topic.

"How do I know? The address he gave was very biased, and I didn't come before. It's a very remote village, I don't know if I can find it. Uncle Nine yawned and said angrily.

Fortunately, the two of them didn't look for a while, and when they arrived at a small village-like place, the surrounding houses were built very luxuriously, and the two looked for the customer at a very conspicuous water tower.

This customer is not the customer of Yan Xiwen and his company, but the customer of their customer, which is commonly known as the end customer.

Yan Xiwen's company sells computers to injection molding machine factories, and injection molding machine factories make injection molding machines and sell them to end customers. If Yan Xiwen's company's products have problems with end customers, as long as they are not over-guaranteed, they will come.

In fact, it stands to reason that this kind of after-sales service should be done in the injection molding machine factory, but the after-sales personnel of the injection molding machine factory are demanding and lazy, so they are directly asked to do it. If you don't do it, people are still not satisfied with your service, and the product will not be sold at that time?

Within the company, the company's leaders also promote RFY, our service makes customers impeccable!

Now Yan Xiwen knows that this kind of talk can also deceive people who have just entered the company. But the service they are really doing very seriously, if they don't take seriously being called by the customer to complain to Mr. Zhou, it will be troublesome.

This is a very small end customer, with two injection molding machines at home, one in production and one with a broken drive. It's all WLS machines, Yan Xiwen moved the drive in, took it apart, took out his socket hex and screwdriver and began to remove the threads. After a while of busy work, Yan Xiwen was busy and sweaty, this machine has not been cleaned for a long time, and the drive is very dirty and dusty.

It took half an hour for Yan Xiwen to remove and install the drive in good condition. This is still the 035 drive is relatively small, and he can't imagine what it will look like when he wants to install the 070 driver or even the 100 driver in the future. The picture was too beautiful for him to imagine!

Uncle Nine has been talking to this boss in NB dialect, and Yan Xiwen can roughly understand that it means that Uncle Nine is complimenting this boss and at the same time probing the details of the boss.

After changing the drive, power on, the machine tried to act, and there was no problem.

Yan Xiwen ran to the faucet by the ditch outside the house to wash his hands, and wiped his sweat by the way. Then the two said goodbye to their bosses, got in the car and prepared to go back to the company. The weather outside was too hot, even hotter in the small factory, the hottest in the car, and when he got in the car, Yan Xiwen enjoyed the torment again. It's really "tormented", he feels that his ass is getting cooked, but Uncle Nine just wants him to get in the car quickly and go back to the company to blow the air conditioner.

Yan Xiwen gritted his teeth and sat down, the horse's, if it's hot, it won't die, so it's a sauna!