"Lao Xiong, your task is to gain a foothold in Shanghai as soon as possible and establish the Shanghai distribution office of Hanhua Industrial Company. In the future, the sales of our products in Shanghai are completely counting on you. Lin Zhenhua said to Xiong Lijun.

It was an enlarged meeting of the management of Hanhua Industrial held at Lin Zhenhua's home, which was attended by Lin Zhenhua, Chu Hongyang, Peng Shaozhe, Zhao Yongqun, Xiong Lijun and Lan Wufeng. Tao Hui and An Yan also came with them, and they were staying in the back room and holding a women's meeting with Yang Xin. Tao Hui is a married person, Yang Xin and An Yan are both in a state of waiting for marriage, and there are a lot of things to ask Tao Hui for.

The men were all sitting in the living room, except for Lin Zhenhua, each with a cigarette in his hand. The site of Hanhua Industrial Company is only four acres, and there is no space left for the manager's office and conference room when the shed, material warehouse, and financial room are demarcated, so when the middle and senior leaders want to have a meeting, they can only go to Lin Zhenhua's house to open it. Now that Xiaofang has gone to college, Lin Zhenhua is the only one left in the house, and the space is very sufficient.

This is the first time that Lin Zhenhua's two sets of teams in the open and in the dark have worked together, but the people on both sides are Lin Zhenhua's own people, and they don't feel alive when they get together.

"Old Xiong, when we go to Shanghai in the future, we will look for you." Chu Hongyang patted Xiong Lijun's shoulder and said happily. When Xiong Lijun worked in the factory in the past, he didn't have much contact with Chu Hongyang, but after going out to do business, because of the link of Lin Zhenhua in the middle, everyone felt more cordial.

"No problem, after I went, I ate all the restaurants in Shanghai, you went, I recommend it to you." Xiong Lijun said confidently.

Lin Zhenhua said: "Old Xiong, I didn't let you go to eat, drink and have fun, there are a lot of clues about building a dealership, I'm afraid you can't be busy." ”

Xiong Lijun said: "Boss, you have no experience here." Isn't it just selling things, as soon as the requisition order is sent to various department stores, the problem is solved, and people come to pull the goods. ”

Lin Zhenhua shook his head and said, "Old Xiong, you can't think like this. I asked you to build a dealership, not just to let you sell things, but to let you build channels. Selling things and building channels are two different things. ”

"What is a channel?"

"Channels are relationships. Selling something is not a one-shot deal, but a long-lasting sale. What I hope you can do is to form a good network in Shanghai's home appliance sales circle and establish a good brand image of Hanhua Industrial Company. It is also necessary to cultivate trust and loyalty to the brand of Hanhua Industrial Company among consumers in Shanghai. None of this can be expressed simply in the word "selling". Lin Zhenhua said eloquently.

Zhao Yongqun retorted disdainfully: "Xiaohua, you are also talking too much. What trust and loyalty, you don't look at how the people buy things, like the electric fans we are about to produce, you can sell as many as you want, who cares what brand. ”

Chu Hongyang also said: "That's really the case, I think that Lao Xiong is mainly responsible for receiving and delivering goods, contacting freight companies in Shanghai and the like." As for what connections, you don't have to think about it at all, and you're afraid that you won't be able to sell it if you have the goods? ”

Lin Zhenhua asked depressedly: "What, does everyone think like this?" ”

"I also agree with Yongqun and Hongyang." Peng Shaozhe also defected.

Lin Zhenhua said: "How can you say hello." We are a company, not for a day or two, but for a century-old store. Could it be that this shortage in China will last forever? Let me tell you, just the electric fan manufacturing enterprises, I don't count them completely, we have more than a dozen in Jiangnan Province, if you count the whole country, how many must there be? Now we are just starting, the production capacity is insufficient, if the development of another year or two, everyone has updated the equipment, the production capacity has improved, the supply and demand situation in the market will be reversed, at that time, we are fighting for channels and brands. ”

Lan Wufeng said: "I don't understand what Brother Lin said. However, I also have some feelings. We started selling electronic watches and some other things last year, when there were no other sellers in Fenghua County, and our business was particularly good. Later, there were more and more self-employed people, and our business was not as good as it used to be. Now there are some things in the market that just can't be sold. For example, our Shin Shin store, because it was done relatively early, and Lin Ge has always asked us to make the environment more beautiful, so the sales are better than other stores, which is not considered the loyalty that Lin Ge said. ”

"That's right, that's exactly what it means." Lin Zhenhua replied.

Xiong Lijun said: "In that case, Boss Lin, what are you going to let me do?" ”

Lin Zhenhua said: "Lao Xiong, you have more market experience than me, and you have seen many things more thoroughly than me. I'll just tell you one thing, service is more important than sales, your task is to serve first, and then to sell. ”

"Service is more important than sales?" Xiong Lijun asked puzzledly: "Let's just sell an electric fan, what other services do we have?" ”

"Absolutely." Lin Zhenhua said, "First of all, you have to do a good job in dealer service. No matter which store sells our products, you have to have a good relationship with them, and you must not be arrogant. No matter how tight our goods are, you have to greet the purchasing staff with a smile, remember their names, positions, contact numbers, and if necessary, you can also note down their home addresses and social relations. ”

"Boss, you're not kidding, are you?" Xiong Lijun's eyes widened.

"Xiaohua, Lao Xiong is an honest man, you shouldn't play him like this." Chu Hongyang also said with a smile.

Zhao Yongqun was puzzled: "Is Lao Xiong honest?" Why can't I see it? ”

Xiong Lijun said: "Compare with whom, compare with you, no one is honest." Compared to our boss, do I dare to say that I am smart? ”

"Are you praising Xiaohua or scolding Xiaohua?" Zhao Yongqun wondered.

Lin Zhenhua waited for everyone to make trouble, and then said: "Old Xiong, what I said is not a joke. Of course, it is still necessary to distinguish what kind of people want to win over them, not all people have to do this, or they will die of exhaustion. Also, if you don't prioritize relationships, your important customers won't feel valued. ”

"Of course I understand this, who is useful and who is not, my old bear can still distinguish clearly." Xiong Lijun said.

"Second, we should pay attention to the service to consumers. You have to set up an after-sales service center in Shanghai, and all the electric fans we sell must be clipped to the telephone number of the after-sales service center. Calls must be available 24/7. ”

"What do you mean by 7 times 24 hours?" Everyone asked together, they all knew that Lin Zhenhua's new concepts were stringed one after another, and no one bothered to care about the origin of these concepts, maybe they were written in the American books that Lin Zhenhua read?

"It's 24 hours a day, seven days a week, and the phone has to be available."

"It's not necessary, is it?" Xiong Lijun protested, "You always have to rest on Sundays." ”

Lin Zhenhua said: "You are wrong, everyone rests at home on Sunday, this is the time when the electric fan is turned on the most, if the electric fan is broken at this time, how disgusting must it be?" If you provide telephone service at this time, even if it is just a word of comfort, the customer's heart will be warm. ”

Xiong Lijun nodded: "That's true, but 24 hours is not necessary, in the middle of the night, who will call?" Besides, where are they going? ”

Lin Zhenhua said: "24 hours this is mainly written in the slogan, which plays an eye-catching role. In case there is such a person, for example, who happens to be in the workplace, and has a convenient phone number, try to make a call, and your customer service can also provide service in this situation, what a good advertisement? If you find it inconvenient, you can put the phone on the head of your agent's bed, go to bed, and have to get up to answer the phone in case there is a call. ”

"The customer service agent is me." Xiong Lijun sighed, "If I put the phone to the bedside and ring it once a day in the middle of the night, Tao Hui won't kick me out of bed?" ”

Lin Zhenhua said: "This is not good, how many calls can you answer alone?" My consideration is that the Shanghai distribution office should maintain at least 4 staff members in the initial stage, 2 people are responsible for telephone customer service, and 2 people are responsible for field maintenance services. ”

"How much does it cost to have so many people?" Xiong Lijun asked.

"The cost of a person with various expenses is about 100 yuan a month. 4 people, 12 months, a year is 5000 yuan. Peng Shaozhe interjected, he is in charge of the company's administration and technology, and he is sensitive to the calculation of this area.

"5,000 yuan is not too much." Xiong Lijun is down-to-earth, he is also a small amount now, and Lin Zhenhua promised him in advance that he can withdraw 10 yuan for every electric fan sold by the Shanghai dealership, and if he can sell 10,000 units a year, it is 100,000 yuan, compared to the personnel cost of 5,000 yuan, which is nothing.

"This customer service staff, should I choose a woman? Why don't you find two pretty ones? Xiong Lijun figured out the problem of money, and then began to think about it.

Lin Zhenhua warned with a smile: "Old Xiong, I can warn you, dare to engage in unhealthy tendencies, and be careful of the iron fist of the people's dictatorship." ”

When Lan Wufeng heard the word Iron Fist, he came to his senses, raised his fist and waved it in front of Xiong Lijun: "Iron Fist is such a thing, don't Lao Lingge, I'll do it for you." ”

Xiong Lijun stretched out his hand and slapped Lan Wufeng's fist, but instead of slapping his fist away, his hand hurt painfully. While blowing on the painful place on his hand, he said with a bitter face: "Two bosses, I'm just talking, how dare I really engage in crooked ways." You haven't seen how fierce Tao Hui is, I have this heart, and I have to have this courage. ”

Everyone laughed together, and Lan Wufeng said: "Brother Lin, we have been talking about electric fans for so long, when will they be produced?" Last time, Sister-in-law Han asked how our electric fans were put into production, and let her sell a few. ”

Several people from Hanhua Industrial Company smiled, and Lin Zhenhua learned from the cows in the movie, raised his hand and clapped his hands, waiting for Yang Xin to come out and agree. Who knew that the women in the room were chatting happily behind closed doors, and they could hear the applause outside. Lin Zhenhua put down his hand in embarrassment and shouted into the back room: "Yang Xin! ”

This time there was a response, Yang Xin opened the door, poked his head out, and asked, "Hey, what's wrong?" ”

"Please have our water lily brand electric fan, shining debut!"

(To be continued)