84_84310 Zhang Wenyuan said a lot of advantages of Jinshi Company, but also said a lot of disadvantages. For example, Jinshi Company currently has no projects, other companies can give examples, such and such a project, they did it, how long has it been, there have been no accidents, no potential safety hazards, etc., while Jinshi Company currently has only some small projects, and the sales volume is less than one-tenth of that of other companies, or even lower.

After listening to what Zhang Wenyuan said, Shi Lei put away the text and stood up: "You go to check separately, who are the people in charge of public relations in these three companies, what is their lowest offer, and how can we take the advantage." ”

Shi Lei himself is not idle, he wants to study the negotiation strategy carefully, and see which aspect should be emphasized when he goes to negotiate with Zhai Xinyu in two days, so that Zhai Xinyu is tempted.

Winning the bid this time is definitely not something that can be done with a meal. Zhai Xinyu doesn't accept gifts, it's not good~ color, and he understands this technology, I heard that there is also a certificate of a first-class builder, if you talk about professional knowledge alone, all the people of Jinshi Company together, you can't say that he is one.

Three days later, Shi Lei and Zhang Wenyuan, with some newly prepared materials, went to Zhai Xinyu to negotiate.

"Shi Lei, Lao Zhang, you are here, sit down." When Zhai Xinyu saw Shi Lei and them, he couldn't say that he was enthusiastic, but he was not as cold as the first time they met.

"Mr. Zhai, this is our new quotation, please take a look at it, and hand over these sites to us to do, to ensure that it is both economical and practical." Shi Lei took out a new quotation from his bag and put it on Zhai Xinyu's desk.

Zhai Xinyu put down the pen in his hand and took the quotation and looked at it casually: "What, have you changed the quotation?" How much has it decreased? ”

Zhai Xinyu said as he picked up the cigarette on the table and knocked it twice. Zhang Wenyuan immediately took out a lighter and lit it for Zhai Xinyu, but he and Shi Lei did not smoke.

"Mr. Zhai, our offer has not changed, because there is no analogy. This time, we are mainly promoting a large elevator that is widened and increased in loading weight. This offer is not higher than the average price of its peers, and there is no room for it to be reduced. If it's lower, we're going to lose money. Shi Lei said.

"Huh? What does it mean to enlarge, to increase the load capacity? Zhai Xinyu raised his head. Some don't understand, aren't they standard widths?

Shi Lei gestured to Zhang Wenyuan, Zhang Wenyuan escaped from his bag, and the screen was directed at Zhai Xinyu.

"Mr. Zhai, please see, this is the design of our escalator and elevator......"

"Wait a minute. Why is this escalator 1 meter? Our bidding requirement is 0.8 meters, what are you doing, how to change the size privately! Zhai Xinyu slapped the table and shouted.

"Mr. Zhai, please don't be impatient. If you look at the stations shown by our company, they are all transfer stations. It is well known that there is a large flow of people at the transfer station. The 0.8 meter escalator is completely insufficient, we think. It is most convenient to change to 1 meter, and when it is crowded, three people can stand on one step of stairs. And you look at our elevator. The load is 2000 kg, and it is allowed to carry 26 people, so as to meet the needs of the transfer station ~ congestion. Zhang Wenyuan patiently explained.

Zhai Xinyu lit the table with his hand, and said while knocking: "You think we haven't considered what you said?" Do you know how much the cost of installing such a large elevator will increase, and you know the cost of running it in the future. How much to add? And when you change to the station, wait until you are allowed to transfer. It's been a few years, and there won't be so many people now. Ice City public transport is good. Taking the bus is cheaper than taking the subway, and although it is slower, some people still prefer to take the bus. The subway has been open for so long, do you know how much people ~ traffic is in a day in an average subway station? ”

"No, Mr. Zhai definitely can't think about it like this. In the future, there will be more and more people in Bingcheng, and in order to be convenient and fast, there will be more and more people who choose Chengzong Metro. In less than two or three years, the number of people taking the subway will double, and when the elevator is too crowded, who will the citizens scold? They don't think about the cost, they only think about whether it's convenient for them. The price of this elevator, you take a closer look, we are not high, in the same industry, is below the average line. The subway is a project for the benefit of the people, and we are not ready to make any money from it, we just want to make a reputation. Zhang Wenyuan spoke eloquently, not at all uneasy because of Zhai Xinyu's rebuttal.

"When it's crowded, they can take the normal staircase, which is very wide. And you have changed the size of the elevator, do you know that our construction design drawings will also be changed? ”

"Mr. Zhai, it's just a little bit more dimensional, any design institute, as long as it takes one day, these drawings can be changed. And now it is only the main frame construction, the elevator and staircase have not yet started, and it should be in time at any time. You can imagine, do we have to refer to the standards of the capital, when people change trains, they should ask some security officers to stand near the steps to prevent crowding and trampling or something? So how much do these people, their salaries, cost a month? With the money to pay the salaries of these security assistants, it is better to improve our hardware facilities and make the Bingcheng subway the most satisfactory subway in the country. ”

The most satisfying subway in the country? These words hit Zhai Xinyu's heart hard. He is not very old, and if nothing else, even if he can't continue to move up, it should be no problem to sit in this position until retirement. And by the time he retires, the Bingcheng subway should be completed.

If after he retires, people can say that the design and construction of the Bingcheng subway is very good, and the leaders of the subway group are also wise, he is enough. The salary and benefits given to him by the state are very good, and he doesn't want to take anything more, at most, he can't control it, it's just this mouth, it's just delicious, and the leader knows it, but he doesn't care. Clean hands and feet, clean buttocks, ability, and energy, such cadres are not easy to find.

In addition to eating, what Zhai Xinyu cares about most is his reputation. For this, he taught his wife and children very strictly at home, not to be special, not to take other people's things. Anyway, he used to get an annual salary in a state-owned enterprise, the salary and bonus are not low, the family still has some savings, and his son's academic performance is also good.

What he hopes most is that many years later, when people comment on him, they say that he has worked hard in his life, not to mention hard work, and has done several practical things and several projects for the benefit of the people!

"Even if you want to change the size, it's not good that you can change it without consulting us. We're going to change it, we'll let you know. ”

Shi Lei heard that Zhai Xinyu's tone was not angry, he was tempted. He will definitely discuss this matter with others when he goes back, and if it succeeds, then Jinshi Company will take the lead.

"Our company has always been about customers and focusing on customer experience. Of course, our company also has an advantage, that is, Tony Elevator has never had any elevator accidents in China for so many years. There is no leakage, no falling, and no sudden pause in the elevator, which has a lot to do with the fact that we absolutely follow the elevator safety technical specifications. Our manufacturer is a German company, as we all know, German industrial designers, the most rigorous. We have the world's leading elevator technology, with the same price and high-quality service in China. If any subway station uses our elevator and there is an accident, then the full responsibility is ours. Shi Lei patted his chest and said.

"If there is an accident, you say that you are responsible? But you said you never had an accident, what proof do you have? Zhai Xinyu is very satisfied with this.

Zhang Wenyuan opened the bag again and escaped from the bag with two old newspapers.

"Mr. Zhai, you see, this is the newspaper of the year before last, during the descent of the XX elevator, it suddenly fell, and a family of three in the elevator died. Look at this again, xxx The elevator door opened, but the elevator did not come up, the old man did not pay attention, and took his grandson to step on the air, and both of them fell to their deaths. There is also this, is the report of the General Administration of Quality Supervision, Inspection and Quarantine, which publishes in detail the failure rate and accident rate of multiple brands of elevators, the failure rate is the lowest, and the accident rate is 0, which can't explain anything? ”

The xx elevator and xxx elevator that Zhang Wenyuan said happened to be the elevator brands sold by the two companies in the first round of this time, and Zhang Wenyuan not only raised himself, but also belittled the other party by the way. Quality and safety are the top priorities that no one dares to relax.

This report of the General Administration of Quality Supervision, Inspection and Quarantine is relatively old, at that time Tony Elevator had just entered the country, and the sales volume could not rank in the top 20 at all. It sells less, and the time is short, of course, it is not easy to break down, and there will be no accidents.

The older the elevator, the more likely it is to have problems, because the technology is not mature enough, the construction is not standardized enough, and even because the years are too long, the maintenance is not careful enough, of course it is normal for some problems to occur.

But there are small faults, such as arriving at the place, the door cannot be opened, or even the elevator stops in mid-air, these people will not be too afraid, but the elevator falls, or the door opens, and the elevator does not come, resulting in the death of passengers, which is a big problem.

The flow of people ~ in the subway can be much larger than that of ordinary communities and office buildings, if there is a failure, although the floor is not high, it may not die, but the number of injured people must be quite a lot, which Zhai Xinyu definitely does not want to see.

"These information, you put me here, I will have a meeting in a while, I will not talk to you, and if our elevator design changes, I will notify you as soon as possible, this tender is put here for me, I have time to look at it again."

"Okay, then we won't bother."

Shi Lei and Zhang Wenyuan walked out of the subway building, the two looked at each other and smiled, there is a great hope of success! (To be continued)

ps: For the sake of the Dongsheng brothers, this week will continue to be four shifts a day.