After listening to Professor Li's introduction, Xu Jianing asked: "Our group is now acting as an agent for some of BAA China's products, but you also know that BAA entered China too late. ”

Professor Li shook his hand and said: "Although I am a researcher of electrical automation, I am only a scholar, and I don't know much about things in the business field, but Jingkai and Pushi are both cooperative units of our college, and I have some understanding of them, so I can briefly introduce them to you." ”

Xu Jianing's eyes lit up when he heard this, and he said, "That's really good, please give us a detailed introduction." “

Professor Li said: "I am quite familiar with the person in charge of these two companies, give me the feeling that the organizational structure of Jingkai is modeled after some well-known international agency companies to set up, the financial department and the business department are parallel departments, there is a relationship between cooperation and mutual checks and balances, such enterprises are generally more stable, the development speed of Jingkai is not very fast, but step by step is very solid, most of their distributors have followed them for more than ten years, it can be said that the relationship between each other is very harmonious. And the universal is different, the boss of the universal itself is a salesman, so this company is a completely sales-oriented enterprise, they advocate the lone wolf culture, when there are large projects will cooperate with each other, usually they do their own thing, the status of the financial department is far inferior to the sales department, and as far as I know, the universal staff salary is very high, the boss has been advocating the management concept of "under the heavy reward, there must be a brave man", so in some large projects, Jingkai due to the complex approval process, the decision-making body is bloated, Often bullied by the universal, but in the later operation guarantee, the universal is far worse than Jingkai, if you make an analogy, Jingkai is like a high-achieving student born in a professional class, everything pays attention to the rules, there is a little aristocratic temperament, and the universal is like a reckless hero, everything does not matter what is three seven twenty-one is a three-plate axe, overall, each has its own pros and cons. “

Xu Jianing nodded when he heard this, and asked Professor Li: "We have also started the sales project of BAA Electric now, can Professor Li give us some advice?" “

Professor Li pondered for a while and said: "Xu is always the top master in the sales industry, it stands to reason that I shouldn't make an axe, if there are some suggestions, I think your sales company has just started, when competing with the other two, it is better to be more flexible in terms of price, it is best to establish a rapid response mechanism, which can determine the price up or down at the fastest speed, this is the first point, the second point I hope you can keep sufficient inventory, because whether it is Jingkai or Pushi, their inventory is very sufficient, When customers purchase in large quantities, they can respond quickly and arrive quickly. Third, since you have no way to go to the distributors now, I suggest that you take the special forces model, set up a capable team, and specialize in doing big projects, and after you win a lot of orders, there will naturally be distributors who come to you, after all, businessmen are chasing profits. ”

Xu Jianing listened carefully to Professor Li's words, nodded and said, "Thank you, professor, your suggestion is very pertinent, and we will adopt it in our next work." ”

Professor Li said modestly: "I just have a superficial opinion, as for how to do it, you still have to think about it, oh, I almost forgot, there is a message to provide to you." ”

When Xu Jianing heard this, he asked, "What information does the professor have?" ”

Professor Li said: "The Nanji Municipal Government invited us to discuss a project some time ago, the second phase of the South China Iron and Steel Plant project is now nearing completion, and now all the equipment is being prepared for procurement bidding. ”

Xu Jianing's eyes lit up when he heard this, and he asked, "How big do you estimate the amount of this target?" ”

Professor Li said: "If all imported equipment is used, I am afraid that the total amount will be two or three hundred million yuan, but the affairs of state-owned enterprises are relatively special, and it is not excluded to take care of domestic products, so you still have to actively follow it, and if you need my help, please feel free to contact it." ”

Xu Jianing saw that the conversation was almost over, so he hurriedly got up and thanked him.

The three of them got into the car, Cheng Zhen didn't delay for a second, and began to inquire about the situation of the target, Wu Yue couldn't help but secretly admire Cheng Zhen when he saw Cheng Zhen so quickly, Xu Jianing said to Wu Yue: "Xiao Wu, you have to remember that an excellent salesperson must have strong execution, the workplace is like a battlefield, opportunities are always fleeting, so you must always be ready to act at any time, in a sentence in the movie, that is, the world's martial arts, invincible, only fast and unbroken." “

Cheng Zhen called down a circle, and soon there was news, the information provided by Professor Li is indeed true, South China Iron and Steel is the largest steel plant in Nanji, the annual output of the top three domestic iron and steel groups, due to insufficient production capacity, as early as two years ago began to invest in the second phase of the project, now the project is coming to an end, a variety of bidding work is about to begin, which in the amount of investment in automated industrial control equipment, should not be less than 300 million.

The demand for automated industrial control equipment in steel mills is very high, which has reached the level that no agent can ignore, and the most attractive place is not how much they open the bid at one time, but once they adopt a certain industrial control equipment, the design of all product lines will be done in accordance with the requirements of this equipment, that is to say, if you lose this opportunity, then all the procurement doors will be closed to you, and this super-large steel plant will prepare the commonly used industrial control equipment, This kind of inventory is likely to directly digest the inventory of an agent for half a year or more, and this temptation, like the temptation of blood to a shark, is fatal.

Therefore, the procurement of automation equipment around South China Iron and Steel will immediately surge.

This kind of fierce competition is unimaginable to ordinary people, once Jingkai and the universal because of an order to break the blood, and even the local underworld are involved in the competition, the two families each found a group of people to start a fire, and made a bloodshed, other such as bribery and gifts, beauty temptation, that is already a very ordinary thing.

Xu Jianing obviously understands the key very well, but the source of automation obviously needs this order more than any person, with this order can not only plug the previous loopholes, but more importantly, if this battle is successful, many suppliers will see the strength of the source, and the next work will be much simpler.

Xu Jianing leaned on the back seat of the car and closed his eyes and pondered for a long time, and said slowly: "The project of South China Iron and Steel is only allowed to succeed, not to fail. ”